This website uses cookies

We use cookies to personalise content and to analyse our traffic. We also share information about your use of our site with our analytics partners who may combine it with other information that you’ve provided to them or that they’ve collected from your use of their services. To find out more about our cookies please see our Cookie Policy.

Wilkinson Sword

Shopper Campaign

Problem

The shaving fixture in store is a highly competitive environment, with dominant players and slightly unconventional challengers.  The team at Wilkinson Sword asked us to create a distinctive and compelling seasonally-relevant activation platform to drive stand out in store and drive consideration and trial (switching).

Insight

After a bit of chin stroking and quite a bit of thinking, we identified the insights that told us that there were two real issues to crack with this campaign.

To begin with, razors and blades are a low involvement category in general, and consumers are highly price sensitive – so they don’t really care – close to 95% of purchase decisions in routine categories are made by customers in autopilot mode.

Second, according to Kantar data, just under half of male razors category shoppers are extremely brand loyal, so they have no need to switch.

The truth is that 80% of the time, humans make decisions based on ‘System 1’ – quick, unconscious, and instinctive – and research shows that shoppers are emotionally driven by nature.

Emotion is what drives purchasing behaviours, as well as decision making in general.

So we set ourselves a challenge: how can we create a feeling in store that will shake people out of their “auto-pilot” / established behaviour?

 

Activation

We were given a set of brand guidelines and told to incorporate a healthy dose of British humour into our concept. So, instead of the usual razor category narratives (blades, etc.), we thought about the consumer and what happens in their world.

We identified that Sometimes occasions throughout the year offer up ‘nightmare moments’ that we’d rather escape – Christmas with the in-laws, nightmarish Valentine’s days, and so on.

This promotion is all about providing people with a stylish escape route from those realities, laced with a healthy dose of British wit. Our collaboration with travel brand Secret Escapes allowed us to offer shoppers the opportunity to escape these moments when they were advertised seasonally in store.