RELISH Q&A
Case Study Client Clinique Product Moisture Surge
Chatting with
Clinique wanted to raise awareness of their new skincare product Moisture Surge, and to encourage purchasing on the ASOS site.
Relish
Partner ASOS
Leading product sampling agency Relish became part of the Whistl Group late last year. We caught up with Kartini Sutoto , Client Engagement Manager at Relish, to get a taste of the business.
Q What does Relish do? KS We work mainly with FMCG and Beauty brands who are looking to really get their product out there. We do this by placing a sample of their product into the hands of their perfect target audience. Q So how do you do that? KS We have a range of online retail partners – ASOS and Hello Fresh, for example – and our clients’ samples are placed in orders they send out. So, to our clients, our pitch is that we can get your product into the hands of consumers most likely to love it, through the online retailers they already buy from. Marriages made in heaven!
Q What’s your role at Relish? KS As Client Engagement Manager, my job is to engage with our online retail partners. ‘What’s the catch?’ is a frequent question when we explain they’re going to get paid for including free samples their customers will love in their deliveries, quickly followed by worries about the logistics of it all. ‘There isn’t one’, is our response, and you can leave the nitty-gritty to us – we project manage the entire campaign including supply of samples to partner fulfilment sites. Once those two hurdles are overcome, it’s all about ‘surprise and delight’ – what their customers will feel when they open their delivery to find a perfectly matched free sample. Our pitch is that we can get your product into the hands of consumers most likely to love it, through the online retailers they already buy from.
Q How did the pandemic affect Relish? KS We grew very substantially. Through lockdowns, there could be no in-store or experiential sampling, so our model of reaching consumers in-home via their online shopping deliveries proved highly effective. Our client profile broadened too – joining the major household brands who traditionally run sampling campaigns, were several start-ups with artisanal products. It’s great to see how sampling has helped to bring scale to many of those new ventures. Q Finally, what’s changed since Relish became part of Whistl in November 2021? KS We’ve moved from a nice office in Bath to a nicer office in Bristol! The Relish culture and energy have been preserved and promoted, and the Whistl customer base contains lots of potential partners and clients that we’re looking to pursue. Exciting times!
loved their sample!
50,000 samples were placed in ASOS online orders, and the post-sample survey revealed:
of recipients said they were very likely/likely to purchase the product.
said their opinion of the brand changed as a result of the sampling.
said their opinion of Clinique didn’t change, however type-in responses indicated this is because they already held the brand in high regard.
To find out more visit www.relishagency.com
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Whistl Magazine • Summer 2022
Whistl Magazine • Summer 2022
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