Have marketers been captured by their own behavior?
But here, could we just focus on the marketing itself. Rather than use a beautiful young model, this is obviously meant to appear to be just an ordinary consumer talking about these shoes in her kitchen. Right? We see this a lot today. So that is not very interesting.
What I do find interesting is that the company has decided to use a tatted-up lady with a nose ring. Which to me signals that the company believes their core consumer audience are tatted-up ladies with nose rings. Right? Because God knows if you are trying to appeal to ladies with no tats and no nose ring, the last thing you are going to do is use a tatted-up lady with a nose ring. Continues below....

So either the Chinese company believes this to be the right strategy because this look truly represents their audience, or the company believes this to be the right strategy because they only believe that this look represents their audience. That is, they have either read their market correctly or they only think they have.

So either the Chinese company believes this to be the right strategy because this look truly represents their audience, or the company believes this to be the right strategy because they only believe that this look represents their audience. That is, they have either read their market correctly or they only think they have.
And look at the age of this presenter. These shoes are clearly marketed to middle-aged ladies. So here is my question, how many middle-aged women look like that? And if you were to do a poll or focus group, how many would approve of the tats & nose ring mien?
Really, I am just wondering. But what really scares me is that maybe the Chinese company is correct. And this ad campaign is not as stupid as it looks to me.
Now, I would be remiss if I did not point out that if you go to the Vivaia website, there is not a tattoo in sight, much less any nose rings. It is an absolutely beautiful site, that markets ladies' shoes with beautiful young models. Just as one would expect.
This means, that the video ad that I have seen on at least three different occasions, is directed at a Youtube audience, and perhaps other selected sites. This would make sense if I was watching Youtube videos that appeal to tatted-up ladies with nose rings. And I just don't think that is the case. Quite the opposite in fact.
So if the target market does not find this appealing, why are the marketers doing this? Could it be that the marketing people themselves are tatted-up ladies with nose rings? And they assume this is a more common practice than reality supports? Does it become sort of a marketer's projection or self-delusion?
But it gets worse. In researching this piece, I visited the Vivaia website. I found their shoes to be appealing. The kind of thing my wife might purchase. So the tatted-up lady with the nose ring not only misses the target market, but intentionally or not, she is actively working to reduce it. Why are they doing this? I need Rory Sutherland to explain it to me.
It is bewildering.




