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Tuesday, September 28, 2021

Interview: We connect with precise TG through tailored storytelling: Varun AR, Livspace – Social Samosa

Like different companies throughout industries, Livspace too witnessed a major affect throughout Q1 of FY’21. Varun AR talks to Social Samosa concerning the model’s coping mechanism, key markets, and the altering client sample throughout the house inside class.

With individuals realizing the significance of dwelling as per their wants within the ‘new normal’, Livspace’s intention was to experience the wave through the restoration section to capitalize on pent-up demand. We get in dialog with Varun AR, AVP, Brand Marketing, Livspace to know at size how the corporate optimized its attain to seize extra potential shoppers through the lockdown, challenges, key campaigns, digital advertising and marketing technique, and extra.


The tables of promoting have been turned when the pandemic hit the globe. What did the advertising and marketing blueprint appear to be for Livspace?

Our major problem was to successfully attain out to clients who have been suspending their dwelling interiors by providing a proposition that might snap them out of their inertia.

Interestingly, the pandemic additionally introduced a paradigm shift in media consumption habits of shoppers throughout segments. As geographical variations blurred resulting from deeper digital adoption, we observed a major enhance in class search not simply in tier 1 markets but additionally in tier 2 markets. This paved the way in which for an accelerated growth in a number of T2 markets.

Further, to shift the momentum in Q2, we launched the Livspace Advantage marketing campaign. It supplied the pliability of decrease reserving charges, a no-price EMI benefit, and a value match assure. The program was launched to alleviate any issues owners had, which led to suspending their buy choices.

What have been the implications of the pandemic-induced restrictions on the inside decor trade as an entire and Livspace specifically- enterprise, development, client retention?

With well being and security gaining middle-stage, at an trade stage, clients leaned in the direction of organized and trusted manufacturers for getting dwelling interiors completed vis-à-vis the unorganized sector. A major scarcity of labor and enter supplies available in the market due to nationwide restrictions additional accelerated this pattern.

The inside decor trade is a individuals-intensive enterprise. Pre-pandemic, our enterprise conversion conventionally used to occur at our Experience Centres throughout cities. However, with deeper digital adoption final 12 months, we shifted gears and moved all our conferences on-line on the proprietary platform Canvas. This simplified the whole undertaking planning course of for each the designers and shoppers. Along with this, our huge on-line catalog helped clients in making higher choices.

Lastly, we proactively stored clients knowledgeable on the standing of their undertaking and highlighted all the protection protocols that we had carried out. This additional constructed confidence within the model and surety that their dwelling interiors have been on monitor.

How has social media been useful in participating with your shoppers? Which platform has yielded most outcomes for the model?

With the restrictions introduced on by the pandemic, we witnessed a sweeping change in media consumption habits of shoppers throughout segments. There was a major shift from cell to TV viewing at dwelling. We wished to seize our core viewers of prosperous households proper at dwelling, therefore; we took content material reside on YouTube, which gave us attain to our core viewers aside from over-indexing on Connected Television.

How did you resolve in your present content material hooks on conventional and digital platforms?

While we have now an enormous content material financial institution owing to the thrilling trade we’re in, it’s crucial for us that each content material hook clearly ties again to our enterprise – whether or not it’s an advert or an Instagram submit, or a weblog. Another key side of deciding on content material is to unravel for the reader/client.

I consider each content material piece ought to educate them concerning the model or assist them remedy an issue concerning dwelling interiors and renovation. This additionally accelerates the shoppers’ journey from discovery to paying clients.

Content and Influencer advertising and marketing have discovered a outstanding presence in each marketer’s information. How has Livspace leveraged the traits? How usually do you have interaction with influencers and what has been the end result?

Absolutely. Influencers have develop into a core a part of all our 360-diploma campaigns. They assist us attain a brand new viewers and ship the message in a fashion that’s distinctive to every influencer. They reinforce the general marketing campaign and key message.

Using a focused advertising and marketing strategy alongside with the influencer ecosystem, we at the moment are connecting with precise client segments with tailored storytelling and customised messaging. This has not solely helped us drive optimistic conversations but additionally create a loyal group of consumers.

Quite a bit has been stated about Tier II & Tier III shoppers being the focus of financial revival. What is your opinion on the identical? How do you propose to connect with these shoppers through advertising and marketing/promoting?

We really consider that tier II and III are crucial development levers for Livspace. Our growth during the last 12 months has predominantly been in these markets and we plan to proceed to increase into many extra such markets within the close to future.

With elevated web penetration and the ensuing publicity, we’re seeing the rising aspirations to improve the life-style quotient. Homeowners in these cities additionally need their properties to look a sure method, reflecting their distinctive personalities. We have began investing in constructing our model in all these markets since July 2021. We will launch distinctive campaigns alongside our expertise facilities and shops to strengthen connect with the viewers and construct recall for the model.

Also Read: Interview: Social promoting has confirmed helpful for Nourish and Bail Kolhu says, Richa Khandelwal, BL Agro

How would you outline the ‘Marketer of Today’? How a lot of your advertising and marketing abilities have developed with the altering instances?

Marketing as a operate has undergone a sea change, but, on the core of promoting, nothing hasn’t modified. Why do I say so? Today, clients eat content material through a number of channels. As a end result, the traditional advertising and marketing funnel isn’t linear anymore. Therefore, being related to the buyer at every stage of their journey has develop into crucial.

Further, with the onset of a number of new channels, content material codecs have developed, making it a posh process for making a model that’s constant throughout platforms. At the identical time, with all of this evolution, the essence of understanding the buyer and translating it into advertising and marketing technique and communication hasn’t modified.

Top 3 suggestions you wish to share with the trade leaders for advertising and marketing within the class within the submit-COVID world?

  • Customers have reached an advert fatigue – all manufacturers have some type of COVID-19 commercial happening – be it function-pushed adverts or non-function-pushed adverts. However, clients see proper through this pattern. So for manufacturers, it’s best to really care for their staff and supply options which may assist clients throughout/submit the pandemic relatively than being a me-too model using on the COVID-19 advert pattern
  • Trust is a far larger forex than ever earlier than. Winning buyer’s belief has develop into much more troublesome. Therefore, it’s much more necessary, the truth is, crucial for manufacturers to be genuine
  • During Covid-19, individuals are not solely more and more shopping for on-line, they anticipate to carry out different duties and entry providers as effectively. Therefore, I feel it’s important for manufacturers to positively have e-providers as a part of their enterprise options


#Note-Author Name – Sneha Yadav

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