Standard Terms: Influencer Marketing Services

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Standard Terms: Influencer Marketing Services

June 22, 2020

  1. Campaign Strategy
    1. You may request Services in writing in respect of a particular campaign that you wish to run (Campaign). If we are able and prepared to provide Services in respect of that Campaign, we will propose a written strategy for the Campaign, which includes:
      1. details of the Campaign and the Services required;
      2. proposed Campaign dates;
      3. number of influencers and the criteria which they must meet;
      4. fees;
      5. analytics and reports required; and
      6. any other information relevant to the Campaign (Campaign Strategy).
    2. You must approve each Campaign Strategy in writing. We will cooperate in good faith to finalise any reasonable changes requested by you before approval. Each approved Campaign Strategy, together with these terms, forms a separate agreement between you and us for the Services for the applicable Campaign.
    3. Changes to an approved Campaign Strategy proposed by you or us must be agreed in writing.
  2. Cancellation
    1. You may cancel the Campaign on 14 days-notice to us. Any amounts that have been pre-paid for service will be refunded, except where agreed services have already been rendered. You will reimburse us for any cost incurred in preparation for the Campaign except where the cancellation is a direct or indirect result of a breach by us.
    2. We may cancel our Services in respect of a Campaign on [14] days’ notice to you. Any amounts paid for Services not yet received will be refunded (on a pro-rata basis if applicable).
  3. Influencer selection and engagement
    1. Once a Campaign Strategy is approved, we will identify social media influencers which meet your criteria. We will submit the list of proposed influencers for your approval. Note that it may not be possible for each influencer to meet all of your criteria. However, we will use our best endeavours to provide you with a list of influencers which meet your criteria as a group. If you are not satisfied with the proposed influencers on reasonable grounds, we will identify alternatives.
    2. Once the list of influencers is approved, we will create for your approval:
      1. a specific brief for each influencer; and
      2. a publishing calendar for the Campaign. We will cooperate in good faith to finalise any reasonable changes requested by you before approval.
      3. The list of influencers, brief for each influencer and publishing calendar form part of the agreed Campaign Strategy on approval by you.
      4. We will contract with each influencer for purposes of the Campaign, based on the brief and publishing calendar approved by you.
      5. There may be circumstances which require changes to the influencer list, briefs or publishing calendar in the interests of the Campaign. We will liaise with you as and when necessary. Changes must be effected in terms of clause 1.3
  4. Campaign materials and content
    1. We do not create content for Campaigns unless otherwise agreed in writing.
    2. All materials and content created by our influencers for purposes of a Campaign will be validated by us before publication against the requirements of the influencers’ brief as approved by you. We will contractually require influencers to ensure that:
      1. materials and content created or provided by them for purposes of the Campaign complies with all applicable laws and is not:
        1. harmful or inappropriate in respect of you, us, our influencers and our other clients;
        2. infringing of any rights of third parties, including intellectual property rights and privacy rights; or
        3. defamatory, racist, political in nature, discriminatory, obscene, pornographic or abusive;
      2. they have all permissions necessary to enable them, us and you to use all materials and content created or provided by them for purposes of the Campaign; and
      3. every post or publication includes a clear indication that it is an incentivized, sponsored or advertising post or publication.
    3. You may request the publication of an apology in relation to any post or publication by an influencer which contravenes the requirements of clause 4.2 or the influencer’s brief. We will contractually require the influencer to do so.
    4. Any materials and content to be supplied by you for purposes of the Campaign must be provided to us for inclusion in the influencers’ briefs created in terms of clause 3.2(1). You must ensure that these materials and content meet the same requirements as those described in clause 4.2.
    5. You are responsible for compliance with any legal, regulatory or other requirements in relation to a Campaign and must provide us with all relevant information in this regard for inclusion in the Campaign Strategy and (where applicable) influencers’ briefs.
    6. We are not responsible for any:
      1. posts or publications made by influencers, unless we negligently failed to communicate the agreed brief to them;
      2. materials or content supplied by you; or
      3. non-compliance with any legal, regulatory or other requirements, unless those requirements were communicated to us for inclusion in the brief and we failed to communicate them to the influencers.
    7. We will not be liable for any loss or damage suffered by you in connection with the circumstances described in clause 4.6 and you indemnify us against any claims by third parties in this regard.
  5. Campaign implementation and reporting
    1. On completion of the Campaign, we will provide you with a report reflecting the influencers’ results, consolidated for the Campaign.
    2. Reports may take up to 40 days from the end of the Campaign to be issued to capture the entire engagement lifecycle that can be up to 30 days. All reports will be sent to you by email at the email address you provide.
    3. Reports will be accurate based on the data available to us. All data is gathered from social media platforms and other third party sources and we are not responsible for the quality or accuracy of this data. We are therefore also not responsible for any inaccuracies in reports as a result of inaccuracies in the source data and will not be liable for any loss or damage suffered by you or a third party in this regard. If you find that any data is inaccurate or incomplete, please let us know and we will endeavour to correct the data manually.
  6. Payment
    1. You will pay us the fees stated agreed in a Campaign Strategy at the agreed intervals. All fees are exclusive of value-added tax, which is payable by you.
    2. You must reimburse us for our influencers’ reasonable travel and accommodation expenses incurred in the provision of the Services, provided that they have been approved by you in writing in advance (including the amount of each expense).
    3. All fee payments and reimbursements will be made into the following bank account or another account nominated by us in writing:
      • Bank: FNB
      • Branch: 250655
      • Account holder: R-Squared Digital South Africa (Pty) Ltd
      • Account number: 62651892202
    4. We may charge interest on any amounts outstanding from the due date until the date of payment, at the prime rate quoted by FNB plus 2% or the maximum rate allowed by law (if lower).
  7. Penalties: If our influencers fail to meet any deadlines that are material to the campaign, you may deduct the following amounts from the fees due to us in respect of those influencers in clause 5:
    1. up to 15% of the fee for a task which is completed within 1 to 24 hours after the deadline;
    2. up to 30% of the fee for a task which is completed within 24 to 48 hours after the deadline; and
    3. up to 50% of the fee for a task which is not completed within 48 hours after the deadline provided that the failure is not a result of your or your agents’ acts or omissions or a breach of this agreement.
  8. Intellectual property
    1. You and we (and our respective licensors) retain our respective pre-existing intellectual property rights.
    2. All content, and the intellectual property rights relating to it, provided to us by you for purposes of the Campaign is owned by you or your licensors. We may use this content for purposes of the Campaign in accordance with this agreement and permit our influencers to do the same.
    3. Any content, and the intellectual property rights relating to it, created by our influencers in the provision of the Services is owned by our influencers but we will procure for you a limited, revocable, perpetual and non-exclusive license to use such content for your business and commercial purposes, including publishing such content in any forum for marketing purposes.
  9. Non-solicitation: For two years following termination of this Agreement, you may not directly or indirectly approach our employees or influencers or request services similar to the Services, from our employees or influencers, independently of us.
  10. Warranties: Each party warrants that it is authorised to conclude and to perform its obligations in terms of this Agreement. The parties acknowledge that each of them concludes this Agreement in reliance upon the warranties of the other. This warranty survives termination of the balance of this Agreement for as long as necessary to give it effect.
  11. Breach and termination
    1. Either party may terminate this agreement with immediate effect on written notice to the other party if the other party:
      1. fails to remedy a material breach of this agreement within 7 days of written notice to do so, or commits a material breach of this agreement which cannot be remedied;
      2. is, other than for the purposes of reconstruction or amalgamation, placed under voluntary or compulsory sequestration, winding-up, judicial management, business rescue or the equivalent of any of these in any jurisdiction or commits an act of insolvency as defined in the Insolvency Act, ;
    2. Any termination is without prejudice to any right or remedy that either party may have which accrued before the date of termination.
    3. Clauses 4.4, 8, 9, 12, 13 and 15 survive termination of this agreement.
  12. Liability
    1. Neither you nor us will be liable for any indirect or consequential loss or damage in connection with this agreement, save for loss or damage arising from fraud or willful misconduct.
    2. The total liability of you and us respectively for any direct loss or damage arising out of or in connection with this agreement is limited to the total amount paid by you under this agreement.
  13. Confidentiality
    1. All confidential information disclosed by one party to the other party in connection with this agreement may not be disclosed by the receiving party to any third party unless stated in this agreement, required by law or permitted in writing by the disclosing party, or used for any purpose other than in connection with this agreement. For purposes of this agreement confidential information means all information confidential to the disclosing party including, to the extent that it is not freely and publicly available, commercial, financial, legal, technical, scientific and research information, trade secrets, passwords, or other secret codes, information disclosed with the permission of third parties in which the third parties have confidentiality rights, information legally protected from disclosure, any information the unauthorised disclosure of which could reasonably be expected to cause harm or risk to the disclosing party and any other information designated by the disclosing party as confidential or which is manifestly confidential.
    2. The receiving party must use the disclosing party’s confidential information in a way that prevents any unauthorised access to it. Where information has been disclosed contrary to this agreement, the receiving party must immediately inform the disclosing party, cooperate with the disclosing party and take any steps required of the disclosing party to retrieve the confidential information and prevent further unauthorised disclosure.
    3. On the disclosing party’s request, the receiving party must return or destroy all confidential information other than documents prepared by the receiving party, provided that where required by law, the receiving party may retain one copy of the confidential information for the required period.
  14. Personal information
    1. Personal information and processing have the meanings given to them in the Protection of Personal Information Act, 2013.
    2. If we process any personal information in your behalf for purposes of this agreement, we will:
      1. do so only with your knowledge or authorisation and not disclose the personal information, unless required by law or in the performance of our duties under this agreement;
      2. take reasonable and appropriate technical and organisational security measures to protect the personal information against loss, damage, unauthorised destruction and unlawful access or processing; and
      3. immediately notify you if there are reasonable grounds to suspect that the personal information has been accessed or acquired by any unauthorised person.
    3. You must ensure that you are legally permitted to disclose any personal information you provide to us. You will indemnify us and our agents and influencers against, and we, our agents and influencers will not be liable for, any loss or damage suffered as a result of you not being legally permitted to disclose personal information to us.
  15. General
    1. In this Agreement, the words “including” and “in particular” are without limitation and if there is any inconsistency between the body of this agreement and an annexure, the body of this agreement takes precedence.
    2. This agreement does not constitute a partnership, joint venture, employment or agency relationship between the parties or entitle or authorise either party to incur liability on behalf of the other.
    3. This agreement is the whole agreement between the parties in regard to its subject matter and supersedes any prior agreements, written or verbal. No agreement varying, adding to, deleting from or cancelling this agreement will be effective unless in writing and signed by both parties.
    4. Any illegal or unenforceable provision of this agreement may be severed and the remaining provisions continue in force.
    5. No indulgence by either party to the other party, or failure strictly to enforce the terms of this agreement, will be interpreted as a waiver or be capable of founding an estoppel.
    6. R-Squared may subcontract any of its obligations under this Agreement, including to its influencers.
    7. The Client may not assign this Agreement (in whole or in part) without R-Squared’s prior written consent. R-Squared may assign this Agreement (in whole or in part) without the Client’s consent. The Client will be notified of such an assignment.
    8. This Agreement is governed by South African law. In the event of any dispute between the parties in connection with this Agreement, each must appoint a representative with settlement authority to meet within ten days of declaration of the dispute. Only if the parties’ representatives are unable to resolve the dispute, either party may institute action in a court having jurisdiction. The parties unconditionally consent and submit to the non-exclusive jurisdiction of the High Court of South Africa, Western Cape Division, Cape Town in regard to all matters arising from this Agreement. Nothing in this paragraph 15.8 prevents either party from seeking an order of urgent relief from a court of competent jurisdiction.
    9. This agreement may be executed in counterparts, each of which will be an original and which together constitute the same agreement.
    10. We will deliver notices or documents in connection with legal proceedings to you at the physical or email addresses at the top of this agreement unless you notify us otherwise in writing. You should deliver notices or documents in connection with legal proceedings to us at the following addresses unless we notify you otherwise:
      • Physical address: R-Squared Digital South Africa (Pty) Ltd
      • Suite 401 (4th Floor)
      • 79 Roeland Street
      • 7925 Cape Town
      • Email address: partners@r2digital.co.za
      • Marked for attention of: Stephane Rogovsky

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Is influencer marketing a new phenomenon?

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See what is happening in our world – who is influencing whom and why.

Is influencer marketing a new phenomenon?

June 4, 2020

In 1890, Nancy Green became the face of “Aunt Jemima”. She was hired by RT Davis Milling to be the face of their pancake mix. She was a pioneer in influencer marketing (she was the first black female model and activist, and she was the first face of a brand), influencing a generation of readymade pancake mix buyers.

In 1905, Roscoe “Fatty” Arbuckle (American silent movie actor) endorsed Murad, Turkish cigarettes. This paved the way for celebrity endorsements.

Before 1931, Santa Claus was depicted as a gaunt man, an evil-looking elf, alternately wore a bishop’s robe and a Norse huntsman’s animal skin. Artist Haddon Sundblom painted the Santa we know today, drinking a bottle of Coca Cola. This was the first time a fictional character became the face of a brand.

MTV began as a 24-hour platform for music videos and debuted 1 August 1981. The network struggled in its early years, playing clips repetitively, until the launch of the “I want my MTV” campaign. MTV’s Les Garland convinced his friend Mick Jagger to shout the line into the camera. The campaign steamrolled from there with artists like David Bowie and Pete Townshend jumping on board, causing a significant rise in cable tv subscriptions.

The rise of social media created a platform for a new category of influencers to arise, and for all categories, celebrities and other, to share in their own way online, splitting the market. Before, the influencer was in a tv ad campaign (highly scripted) or on a billboard, versus influencer marketing where influencers share personal messages in their own voice.

We recently discussed the rise of virtual influencers and avatars, and we questioned their relatability and whether virtual influencers become a real and significant part of the marketing landscape in the future. What do you think?

Michelle Marais, Digital Marketing Manager

Michelle Marais

Michelle Marais is the Digital Marketing Manager at R-Squared, a leading influencer marketing agency partnering with some of the largest brands in South Africa and internationally. Our team focuses on out of the box solutions for authenticity in influencer marketing.

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Influencer Marketing: Adapting to Markets and Cultures

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Influencer Marketing: Adapting to Markets and Cultures

May 11, 2020

Managing influencer campaigns within specific territories or cultures can be very challenging, particularly for brands and marketers who don’t have expertise within particular regions. There are challenges related to culture, audiences and legislative requirements and restrictions.

At R-Squared, we operate globally, running influencer campaigns for multi-national groups in a variety of vertical markets. We have expertise in managing campaigns within a range of regions and cultural realities. We believe that understanding how influencer marketing differs from region to region is fundamental to the overall success of a campaign, affecting engagement and campaign costs.

Setting individualised missions for influencers is essential, factoring in all of the market and influencer-related specifics. Questions to be considered include market maturity – is influencer marketing well established in the region, or is it still a developing market? The answers will affect how competitive the market is, whether an audience will click on a link (conversion rate), influencer fees and influencer availability.

Once a brand or agency has established the above in the specific local markets internationally, and has created a brief for the influencers, the brand or agency should work with the influencer to understand their lifestyle, and how to integrate the brand concept into authentic content.

By sending one brief to all influencers for the same campaign, all influencers will produce very similar content. Within specific verticals, there is often an audience overlap, in which case, followers following several influencers who are all part of the same campaign will see the same type of content produced, which may alienate the audience. At this point, the importance of influencer mission setting plays a role in the success of the overall campaign.

It’s paramount to match the missions to the influencers and not the influencers to the missions. With the influencer tailoring lifestyle journeys, the content the influencers’ create will reinforce the brand message in their signature style. The tasks the brand or agency set should be a framework for the influencer to work from, not a script.

Thinking out of the box is necessary when it comes to dealing with influencers. It’s all about creating the perfect framework that allows for full creativity, authenticity and engagement while remaining aligned with the brand’s objectives and protecting its brand equity. Authenticity in the content is crucial to ensuring the message resonates with the target audience, in a way that is original and organic. In our opinion, agencies discussing individual missions with the influencers, and agreeing on those missions and objectives together, ensures that the content perfectly tells the influencer’s story, while aligning with the needs of the campaign.

Michelle Marais, Digital Marketing Manager

Michelle Marais

Michelle Marais is the Digital Marketing Manager at R-Squared, a leading influencer marketing agency partnering with some of the largest brands in South Africa and internationally. Our team focuses on out of the box solutions for authenticity in influencer marketing.

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Influencer Marketing Agency Selection Checklist

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Influencer Marketing Agency Selection Checklist

May 7, 2020

To many brands and agencies, influencer marketing is a significantly rising need. Like any segment of marketing, influencer marketing comes with very specific processes and risks, and requires a SIGNIFICANT level of specific expertise. But as the industry is growing, so is the number of influencer marketing agencies and platforms. Which one should you choose?

We’ve compiled this checklist to assist you in selecting and vetting the right one.

Michelle Marais, Digital Marketing Manager

Michelle Marais

Michelle is the Digital Marketing Manager at R-Squared, a leading influencer marketing agency partnering with some of the largest brands in South Africa and internationally.

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Influencer Marketing Reimagined

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See what is happening in our world – who is influencing whom and why.

Influencer Marketing Reimagined

April 21, 2020

The effect of Covid-19 on influencer marketing 

R-Squared has created a State of Influencer Marketing Slideshare to assist marketers.

Slide content:

  1. Influencer Marketing Reimagined: The effect of Covid-19 on influencer marketing
  2. Overview: The uncertainty around Covid-19 is extreme, to the point of threatening business continuity. We need to find certainty despite the uncertainty. Statistically, brands that are optimistic towards media placements during a recession or crisis are far stronger after it’s over. Right now, the human touch is needed in marketing. This is what will be needed by an audience now, in order to strengthen the existing relationship and convince them to purchase products or services later.
  3. Landscape: Many industries cannot operate. There is a significant limitation. Those industries that cannot trade as usual, have either cancelled or reduced their budgets, while others are still communicating or increasing communications with their audiences. This is where audiences need human connection rather than brand messaging.
  4. Landscape: Global statistics are not applicable to South African buying behaviour due to the severity of the lockdown (South Africa’s lockdown is the most severe internationally). What we have seen is that there is a significant cut in ad spend. We know there is a partial shift to digital, as OOH and sports sponsorship is unable to run.
  5. Landscape: There is a risk of breaking a strong bond that was built over years with audiences if there is no communication now. Keep the communication open, even if a company can’t trade, so that the brand will be the first ones to be remembered by the consumers at the end of the lockdown. We believe that for most brands, it is no time to sell, it is time to be there for an audience, and to strengthen the brand affinity.
  6. Landscape: Fohr is an influencer membership network, and their research shows that the average screen time is up to 5h40 per day, an 18% increase during the Covid crisis. They noted that because screen time is increasing, so is the standard of content. Their statement is “As more and more people turn to e-commerce, there is an opportunity to put out impactful messaging that will nurture your current customers and provide value to them during these completely unforeseen circumstances.” Source: https://www.socialmediainformer.com/edition/weekly-communities-social-media-2020-04-04?open-article-id=13434383&article-title=the-impact-of- covid-19-on-influencer-marketing&blog-domain=later.com&blog-title=later
  7. Landscape: Followers are paying attention to this new era of content creation, with nearly 80% of influencers reporting higher engagement from their followers. The opportunity here is to engage audiences with content that is hyper-aware of and sensitive to its surroundings. People are much more likely to engage with content that is authentic and tasteful, than that which is ignorant of extenuating circumstances. Source: https://www.socialmediainformer.com/edition/weekly-communities-social-media-2020-04-04?open-article-id=13434383&article-title=the-impact-of- covid-19-on-influencer-marketing&blog-domain=later.com&blog-title=later
  8. Landscape: The Fohr survey also found that over 40% of influencers currently are reducing their normal rates, and the reductions average at 30%. Fohr concludes that optimal influencer marketing over the Covid crisis is to build brand communities. Source: https://www.socialmediainformer.com/edition/weekly-communities-social-media-2020-04-04?open-article-id=13434383&article-title=the-impact-of- covid-19-on-influencer-marketing&blog-domain=later.com&blog-title=later
  9. Context: Regardless of whether people have a good job or bad job, whether they have children or not, whether they have financial means or not, whether they’re in a relationship or single – we’re all in the same boat.
  10. Context: Even if an influencer is endorsing a brand, never has messaging through influencer marketing been more relatable. Whatever an influencer endorses right now relates to all of us, whether the content is branded or not, the audience relates much more to authentic influencers at the present time.​
  11. Context: Working with each influencer individually as to how they will execute their mission in their own way, is key for authenticity and resonates with their audience.
  12. Context: When influencers share what they miss about a product or experience, one visualises what they share. They create the dream for an audience.
  13. Context: Investing in increased communications during a recession or crisis results in long term gain. The natural approach is to cut spending (as a result of general fear or uncertainty), harming consumer relationships built over years. Agility and innovation in communication must be applied to strengthen the customer relationship, rather than putting it at risk.
  14. All generations have shifted primarily to online streaming and online video consumption, as a result of Covid-19. This is the first time ALL GENERATIONS are consuming their media in the same way. When sharing personal content, videos also capture the emotion and the authenticity in a much stronger way, which is even more powerful when coming from influencers with a person to person message, sharing real emotions.
  15. Media Consumption: Gen Z • Online videos • Online / TV streaming. Source: https://www.visualcapitalist.com/media-consumption-covid-19/
  16. Media Consumption: Millennials • Online videos • Online / TV streaming. Source: https://www.visualcapitalist.com/media-consumption-covid-19/
  17. Media Consumption: Gen X • Broadcast TV • Online Streaming. Source: https://www.visualcapitalist.com/media-consumption-covid-19/
  18. Media Consumption: Boomer • Broadcast TV • Online Streaming. Source: https://www.visualcapitalist.com/media-consumption-covid-19/
  19. Media Consumption: Millennials are the most active. Searches for Coronavirus, listening to music, and watching movies/shows have the highest activity. Source: https://www.visualcapitalist.com/media-consumption-covid-19/
  20. Buying Behaviour: In the USA and other international markets, consumers can still shop online. A survey of 1’000 US adults in Mid March discovered 42% of consumers were shopping more online, with only 8% saying they were engaged in less e- commerce. Source: https://www.valassis.com/infographics/latest-changes-in-consumer- behavior-amid-covid-19/
  21. Buying Behaviour: The virus also appears to be motivating many consumers to try on new shopping behaviours. Valassis (an advertising and marketing intelligence company that predicts consumer behaviour) found that at least under the circumstances, brand loyalty was being impacted: • 48% are remaining loyal to their usual/familiar brands. • 21% are purchasing a mix of usual and new brands. • 13% are “taking the opportunity to discover new brands.” • 19% are feeling less brand loyal, buying what’s available. Source: https://www.valassis.com/infographics/latest-changes-in-consumer- behavior-amid-covid-19/
  22. Social Media Usage: Social media usage in the United States is up. The same study found that 39% of respondents have increased social media usage, while 7% have decreased it. The remainder are consistent in their social media behaviour. South Africa hasn’t released statistics to support this, but due to the parameters of the lockdown, we believe these stats will reflect a far higher usage of social media. This also factors in that many who do not have access to data on their phones have access to wifi at home. Source: https://www.valassis.com/infographics/latest-changes-in-consumer- behavior-amid-covid-19/
  23. During the Covid-19 crisis, influencers have the capacity to create a much more powerful emotional connection and resonance to the brand by showing agility, innovation and creativity in producing content that will really show influencers and the audience are in the same situation, missing the same things.
  24. Market Examples – Automotive: Moms can relate to privileged moments with their kids. Roadtrips, driving the kids to their grandparents, or visiting a farm. When parenting influencers post content expressing how much they miss this experience, we relate and connect emotionally, even if the post is branded by an automotive manufacturer.​
  25. Market Examples – Alcohol: In South Africa, buying, selling and transporting alcohol is illegal under the lockdown. Many of us are in fear of running out of wine or beer before the end of the lockdown. When an influencer shares a throwback picture with an alcohol brand, he knows he will be unable to purchase again until the lockdown is over. Every sip he takes and shares online makes us feel like we can’t wait to try this wine, and this will probably be the first bottle we want to buy afterwards. This wine becomes the dream.
  26. Market Examples – Travel: The longer we’re in a lockdown scenario, the more we need to escape, and we dream of travelling. We all want to travel / get out of home. When travel influencers cannot travel and relive their last travel experience by sharing beautiful pictures and videos of their last trip, the audience shares the dream, even if the content is sponsored by a hospitality brand.
  27. Market Examples – Health and Medical Insurance: By being locked down, we all face the option of staying in bed more, exercising less, eating more comfort food, and not respecting or staying in a healthy routine. Influencers face the same challenges in their commitment and cannot go to gym. They would become increasingly aspirational by showing how to respect or start a healthy daily routine from home, from exercise to eating habits.
  28. Market Examples – Entertainment: Is working with the level of commitment, while home schooling your kids a challenge? It’s also a major challenge for influencers, who often also have a 9 to 5 job. Homeschooling while working from home can be exceptionally difficult. It’s hard to focus while children need attention. Influencers can bring awareness to this, showcasing how children stay entertained, while they’re learning, in partnership with gaming platforms and educational entertainment through streaming media channels.
  29. Market Examples – Education: Bored at home? Tired of not going out or going to work? eLearning channels can sponsor influencers’ education for the duration of the lockdown. Further, the education can be both professional and personal, focusing on upskilling knowledge and expertise, but also focused on learning how to paint, do yoga etc. Influencers can demonstrate their own personal journey to enlightenment.
  30. Market Examples – Virtual Experiences: Are you missing meeting up with friends and family? Influencers have the same experience. They can however connect virtually. They can invite their pods to Zoom meetings, challenging each other to select lookbooks from retailers’ websites. An example of an engagement mechanism could be: “I’ve found a picture of what I’d like to purchase after the lockdown lifts, what colour should I buy?” This could be a teaser, before the brand sends the products at the end of the lockdown.
  31. Conclusion – It’s critical to stay in contact with an audience, in a meaningful way. Everybody in a non-essential industry is stuck at home. Connect on a person to person level, and any brand will preserve the relationship with that audience in the future. One needs to be agile at this difficult time. Influencer marketing is not only for immediate sales but is powerful and maintains and/or creates excitement and brand love.
  32. Thank you: Are you a brand or an agency? Contact us to leverage your brand love through influencer marketing: partners@r2digital.co.za

Michelle Marais, Digital Marketing Manager

Michelle Marais

Michelle is the Digital Marketing Manager at R-Squared, a leading influencer marketing agency partnering with some of the largest brands in South Africa and internationally. Through this crisis, our team has seen a change in the marketing landscape, and we’re sharing this with you now.

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How can a brand advertise when it can’t trade?

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How can a brand advertise when it can’t trade?

April 15, 2020

My name is Michelle Marais. I’ve been involved in all aspects of Campaign Management for several years at R-Squared, and have recently been appointed as the Digital Marketing Manager. I feel strongly about how brands have adjusted their marketing efforts during this crisis (some have kept limited communication open, and others have closed communication channels due to being unable to trade immediately during this period, disregarding their long term consumer relationships), and I’ve written this article to share my opinion on how brands can communicate efficiently with their audience, maintaining brand love, even if unable to trade as usual. 

“If companies can create true desirability for their brands, customers will not only be loyal, they will also act as brand champions.” A bold statement, from the IEDP (International Executive Development Program – part of the ESADE Business School), who believe that desire is the philosopher’s stone of brands.

We’re all affected by COVID-19, every single one of us. For some, the lucky ones, they can continue trading despite the restrictions placed by government, and so their business models are sustainable despite this life-changing global event.  

Other companies and industries can’t trade at all during the lockdown. But this doesn’t mean they should cut all communication until they can trade again. There is a risk of breaking a strong bond that was built over years with their audience. Keep the communication open, even if you can’t trade, so that you will be the first ones to be remembered by the consumers at the end of the lockdown. At R-Squared we believe that for most brands, it is no time to sell, it is time to be there for your audience, and to strengthen the brand affinity. But how? Let’s explore it in this article. 

I believe that this pandemic will change the global mindset and landscape. But it’s also essential that brands stay in business, preserving jobs until the end of the crisis. It’s important to find creative, alternative ways to maintain their relationships with their audiences through this. It took many years to build that relationship, and some clients have incredible brand loyalty, staying faithful throughout their lives. It’s valuable to acknowledge and reciprocate that investment of loyalty.

Professor Oriol Iglesias, author of Brand Desire, says, and I agree implicitly as it perfectly illustrates the current scenario, that “brand desire explains how companies can engage customers emotionally and create value for them.”

Yes, it’s a time of economic uncertainty, brands can drive the vision of their business. I’ve seen fantastic brands suddenly cut communication with audiences – no more mailers, digital marketing or other forms of touching base with us, their dedicated fans. They just disappear into thin air because they can’t sell at this moment. I realise spending is sometimes pulled back in difficult financial periods, but why would they retain my loyalty as a consumer when the market lifts? Why shouldn’t I shift my brand loyalty to a competitor that demonstrates their consistent care for me? This leads me as a consumer to believe they’re only interested in me when it’s good for them. It’s not a time to focus on hardcore sales tactics right now. I want to see the relationships and brands I’ve been loyal to demonstrating that they value my business, even when consumerism isn’t possible. Create a concept that will captivate me until the crisis is over, and you will reinforce all the reasons why I’ll go back to you as soon as it is. 

Crocs on LinkedIn, demonstrating the human touch in the Coronavirus crisis
This example of content posted by Crocs in the USA on LinkedIn demonstrates that they have stayed connected, and really care about people. It’s not about sales. It’s about showing they care, and people will remember this after the crisis.

Even though most of us are housebound and frustrated, we’re living in a digital age. I spend time communicating with friends and loved ones through social media, not because of the pandemic, but as an extension of its impact in my social life. I can’t experience the dinners, the getaways, the retail purchasing that makes me happy when everything is business as usual. I can dream though. And that dream is what sustains me, until there’s an upturn again. The fact that I can watch influencers who share their dreams, means I share a stronger emotional connection with them, and with what they’re sharing. 

I love spending time with my children. I really miss the time spent with them at the park and at other outdoor events. I’m sure other moms can relate to this – privileged moments with our children, before they grow up. Roadtrips, maybe driving the kids to their grandparents, or visiting a farm. When I see  influencers who are young parents creating content, expressing how much they miss this experience too, I can strongly relate, because we are in the same boat; and even if the content is branded for a car, I can feel that they’re authentic and really feel the loss of freedom through the lockdown, which emotionally connects with me in a stronger way. This is true word of mouth – people really connecting with each other. 

Everyone, from CEOs to secretaries, from celebrities to influencers, are all in the same boat. Nobody can travel. I can’t take a roadtrip with my kids, but neither can anyone else. This makes everyone relatable to me in a way not possible in normal circumstances.  

Another example in South Africa, the trade of alcohol is forbidden during the lockdown. My colleagues and I have a passion for wine. As a team, every Friday afternoon we talk, laugh, have a drink and look back at the week that’s passed. I can watch an influencer share a throwback picture with your alcohol brand. When a South African influencer shares his favourite wine, he knows he can’t purchase again until the lockdown is over. Every sip he takes and shares online makes us feel like we can’t wait to try this wine, and this will probably be the first bottle I want to buy afterwards. 

Taking the same example further, the travel industry, which is facing a world-wide shutdown. After a long period under lockdown, after working frantically throughout, I’m going to need a holiday, a happy getaway from the four walls surrounding me. From the time I could travel, I’ve aspired to visiting Zanzibar. It’s a country with so many facets. There is no greater dream I have than tasting the flavours, shopping the markets, imbibing the scent of the natural environment. My boss challenged us to a set of milestones, which are underway, which will ultimately lead to my staying in Zanzibar for a holiday, but the reality is even if I had achieved my milestones today, I still wouldn’t be able to travel to Zanzibar. These travel restrictions related to Covid have ensured that. I nevertheless follow travel influencers on Instagram, and I’m amazed at the lifestyle images they have previously taken in the locations I look forward to staying in. Influencers showcasing pictures of their last trip in Zanzibar sponsored by someone in the hospitality industry, by sharing their dreams of returning, even if they were sponsored by brands, by giving us their amazing experiences, enables me to share their dreams, and want to visit the same places they visited. 

Influencer in Zanzibar
This influencer projected me into her Zanzibar dream

I can’t go to Zanzibar, take my boys to the park, or even buy a bottle of wine right now. But neither can celebrities and influencers who are also under lockdown.  Everyone in South Africa is facing the same restrictions. It’s a level playing field. This is the first time in my life that there are no barriers in society. Whether you are in a relationship or not, whether you’re in a good job or not, this is a time when people can truly relate to others. We’re all in the same boat.  

Influencers are real humans facing all the same restrictions I am. Whether they are rich and famous or not, have a fantastic job or not, whether they have a beautiful family or are single, have a big house or live in the same flat, when I see their content during this period, I can feel that we are all in the same boat, and all missing the same basic goods and experiences, so when they endorse a service or product and dream about it too. Brands that haven’t cut contact or shared a corporate message with me, but who shown me that they care, are the ones I’ll turn to when the lockdown is lifted. 

This is a human crisis, and we all need the human touch right now. 

Michelle Marais, Digital Marketing Manager

Michelle Marais

Michelle is the Digital Marketing Manager at R-Squared, a leading influencer marketing agency partnering with some of the largest brands in South Africa and internationally. Through this crisis, our team has seen a change of behaviour and attitude from audiences and influencers who are connecting at a much deeper level, and we wanted to share this experience with you. 

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Influencer Marketing During Coronavirus | Guidelines and SWOT

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See what is happening in our world – who is influencing whom and why.

Influencer Marketing During Coronavirus | Guidelines and SWOT

March 23, 2020

Some things will change due to crisis management during Coronavirus, but the following guidelines are nevertheless true at all times.

  • Strategies: Ensure that your dedicated influencer marketing strategic direction is aligned with the external circumstances, eg. online buying in a time of real-life isolation (buying from the safe comfort of your sofa), confirmed information about product availability, delivery etc by a trusted influencer who has direct confirmation with the correct brand information.

  • Engagement Mechanisms: Set engagement mechanisms that are designed to trigger specific reactions according to the campaign KPIs. Don’t ask open questions, as this may lead to negative engagement (including competitive brand endorsements) from the influencer’s audience, especially in times of a global health crisis. People are more sensitive and reactive right now, so designing an engagement mechanism that will help in achieving the marketing objectives, while avoiding brand crises, requires a very specific skillset.
  • Vetting: Ensure that all your influencers are strictly and carefully vetted for content quality, relevance, relatability, engagement rate, conflicts of interest, and anything else that can backfire on your brand. Strict and masterful vetting by influencer marketing experts is mandatory during this global health crisis as no one can afford a brand crisis over and above the existing circumstances.
  • Briefing: Coaching and briefing of influencers by experts in the field, who will communicate the brand’s needs effectively, while having a sound understanding of the industry, able to anticipate all opportunities and challenges, and able to communicate these to the influencers in a format that the influencers are able to understand and adopt easily.
  • Contracts: Ensure your contracts are very detailed and adapted to the risk and process specificities of the influencer marketing industry, and tailored per influencer according to the individualised missions that have been set. The clearer and more detailed the contract, the lower the risk of misunderstanding and frustration (which may backfire online) and the greater the potential campaign success.
  • Content Validation: With consumers and influencers reacting to the Coronavirus crisis, it’s more important than ever that all content should, without exception, be validated before the pieces of content go live, to ensure full alignment and no misunderstandings with the brief. All regulations should be respected per the industry vertical, all reactive risks should be mitigated, and all CTAs (call to action) should be double checked, in order to drive the expected results.
  • Content Monitoring: Always on monitoring of posts and engagement, to ensure quick reaction times and reassurance to audiences when necessary. This transforms fear of no business continuity at a time of an impending health crisis, into trust and brand love. This is where real conversations about business continuity, product availability and delivery along with other business specific topics during this abnormal period will happen. These topics will be addressed to, and handled by, the influencer, so it’s of utmost importance that there is masterful influencer management in close partnership and collaboration with the brand

R- Squared is an international influencer marketing agency based in Cape Town, South Africa. We are experts in designing, building, and managing highly engaging and authentic influencer projects that tell a story and protect the brand equity, through innovation, partnership and masterful management. R-Squared’s CEO is in the Top 50 Global Industry Players’ list and is the Chairman of the Influencer Marketing Committee at the IAB South Africa.

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The Rise of Coronavirus, Influencer Marketing, and Business Continuity

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See what is happening in our world – who is influencing whom and why.

The Rise of Coronavirus, Influencer Marketing, and Business Continuity

March 17, 2020

While it’s not completely business as usual in light of the Coronavirus, R-Squared’s operations aren’t affected, and measures for business continuity have been taken in order to not disturb existing campaigns and projects, ensuring the highest levels of quality. Influencer Marketing, and communication through community leaders can be extremely powerful in times of crisis, so here are some critical precautions to ensure people and brand safety and the powerful dissemination of your messaging:

  • At this time of crisis influencers
    will be extremely efficient in assisting to shift your digital efforts to
    building awareness
  • This will drive online sales from
    the comfort of your audiences’ sofa, all the while your audience is staying
    self-confined.
  • Work with influencers to share
    your brand’s message that you care for your audience, and these are the ways
    your audience can now have access to your services or products while staying
    safe.

Finance, insurance, and other service industries are able to work remotely, yet hand in hand with influencers, in sharing important tips on staying safe and efficiently looking after your finances during times of economic and health uncertainty.

During this time of crisis, if managed with significant expertise, content from influencers will be increasingly impactful. They are people speaking to people; it’s not a corporate message. People are concerned and need an emotional connection with someone they trust and follow, right now. Make it you.

If you are already a client of R-Squared, your Account Manager will be in touch to evaluate the needs to review the current or future campaigns. If you are considering working with R-Squared but are not a client yet, please communicate with stephane@r2digital.co.za or via WhatsApp at +27 (0)60 698 7204 to assess your brief and timeline against current capacity before sending your brief.

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