The Hindu

Pitch perfect

As brands navigate the pandemic and try to stay visible and relevant, PR honchos review their changing roles. Going digital is just one part of it, they say

- :: Gayatri Rangachari Shah

In the first month (of lockdown), there was silence. As journalist­s, the hundreds of emails we received daily from PR agencies, prodding us towards launches and new collection­s, trickled down to nothing. Back in March, when economic activity had ground to a halt, promoting any products except health and food essentials seemed tone deaf. Moreover, be it celebrity missteps (“look, I can sweep the floor!”) or bad press faced by companies over their treatment of workers, navigating the early days of the Covid-19 pandemic was a minefield. It was no surprise that public relations budgets were pulled back.

“When the pandemic started, almost 100% of our clients asked us for a price break,” says Arjun Sawhney of Delhi-based The Communicat­ions Council (TCC), a 19-yearold firm with clients in beauty, luxury, hospitalit­y and home goods. “I took a 30% to 40% revenue hit because... this is a time of survival,” he says. But after a dormant March and April, companies once again turned to PR firms as e-commerce resumed. And the emails returned, with a vengeance. Initial ham-handed efforts to tie products to the pandemic gave way to more focussed pitches (‘Zoom-friendly loungewear’ and ‘Insta Live book launch’). Now with IPL coinciding with Diwali this year, marketers are hoping that pent up consumer demand will provide a much-needed boost to sales. Case in point: an email that dropped last morning for a ‘luxury holiday in Dubai to watch cricket’.

The new ‘digital’ normal

Just as pitches for a product are changing, so is the business. Where earlier an offline event let people experience something new, now the challenge is to recreate that for digital. When designer Masaba Gupta launched her perfume for online retailer Nykaa in early June, she did so via a virtual event with 20 beauty influencer­s. “We had a week to reach out to these people, deliver the product, conduct online rehearsals and figure out the flow,” says Meghna Shah, of Mumbaibase­d PR firm Tandem Communicat­ions. “It was our first such experience, and gave us the confidence to offer this as a solution to other brands.” Over in Delhi, Archana Jain of PR Pundit, whose clients include automotive, beauty, and FMCG companies, says that luxury brands like Lamborghin­i and IWC used Augmented

Reality (AR) to launch new products. The latter got “writers and influencer­s on Zoom to download an app” to see what the timepieces would look like on their wrists.

A PRCAI (Public Relations Consultant­s Associatio­n of India) survey suggests that the pandemic has led to greater need for PR, especially for social media and digital outreach. “The industry was already seeing a move towards digital in the last couple of years,” notes Nitin Mantri, President of PRCAI and Group CEO of Avian WE.

“Yet that timing has now accelerate­d; what would have taken three years has happened in six months.” In fact, PR firms have adapted with alacrity to the new digital normal. “We are working twice as hard for less money,” says Dilip Cherian, cofounder of Perfect Relations, South Asia’s largest image management and public affairs consultanc­y.

Firms that are able to weather the storm in 2020 are the ones who were already attuned to this trend. Four years ago, Sawhney and his partner Sonalee Kumar had formed divisions like TCC Social, to handle social media communicat­ion, and TCC Digitech, to design websites and support them through online advertisin­g and search engine optimisati­on. As businesses scrambled to move from physical to online, these areas saw a huge spurt in activity. Sawhney mentions interior designer Susanne Khan who closed her vast retail space in Mumbai during this time. “Not only are we developing a website, we are also helping her come up with a strategy on what she can retail online,” he says.

Pitches are evolving too, to include Instagram and Facebook Lives, Twitter, podcasts, and YouTube multi-media content. As PR Pundit’s Jain says, “All marketing spend is moving to digital.”

Blurring lines

Communicat­ing virtually has other benefits too. Such as accessibil­ity. According to Mantri, when smartphone app Truecaller held an online press briefing in India to launch a new version, the global product head ‘showed’ up, which wouldn’t have happened if it were an in-person event. “There are advantages to being online, as you get a wider spectrum of people,” he says.

Agility and content innovation have also become paramount for agencies. Peepul Consulting, for example, derives 25% of its business from celebrity sourcing and styling, and used to have a room full of clothes in their offices to source clothes. “Celebrity dressing for appearance­s moved to dressing up for a Zoom meeting or a talk, and given how important that was to our business, we decided to set up an automated online virtual sourcing showroom,” says Srimoyi Bhattachar­ya of Delhi-based Peepul. The platform will debut on September 1, on Shopify, and be accessible by stylists, influencer­s and celebritie­s.

Pareina Thapar of Delhi-based Longform, who counts Sabyasachi, Rahul Mishra and the hospitalit­y group Olive as clients, “was in a panic in April” but says that her teams are even more busy now. That same month, inspired by the charitable efforts of her clients, she launched Longform Welfare Communicat­ions as a pro bono PR service. She helped set up the India Design Fund alongside architect Ashiesh Shah and a few others, partnering with the NGO, United Way (they raised nearly ₹1 crore to help workers in the constructi­on and design industries) and also advised the Kareena Kapoor-fronted fashion fundraiser, Baradari India, to support weavers, which has raised about ₹50 lakh to date.

Thapar points out that as “roles are evolving, the lines are blurring between publicist and brand consultant and marketing”. There’s a growing convergenc­e of brand positionin­g, purpose-driven messaging, advertisin­g and sales. “What’s happening in lifestyle is that we are playing a role in shaping the brand, it’s not that the product is given to you and you go market it,” she says.

Looking ahead

Another benefit of digital is that outcomes are easier to measure than traditiona­l media. Measuring engagement, reach, click through rates, and even direct sales based on a campaign are quantifiab­le. “A big part of the business is brand building and positionin­g but another big part of it is being a sales accelerato­r for our clients,” says Bhattachar­ya. “This is where the future of PR lies.”

Today it is vital for brands to convey a sense of purpose, which is another reason why, despite a slow economy, agencies say they are attracting new clients. “We are seeing activity pick up from both multi-nationals and Indian clients,” Mantri says. These include fashion, beauty, lifestyle and also education, healthcare and technology. “Every day we get a new enquiry,” says Sawhney of TCC, while Kumar, his partner adds: “The workload has trebled, we have no time left and are stretched thin.” While revenues have yet to stabilise and return to pre-Covid levels, firms seem to be using this time to enhance skills and adapt. As Cherian concludes, “It is like being sent back to school while you are at work.”

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Peepul Consulting
PR Pundit
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