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<ul><li>In India, the pawning of a woman’s ornaments is often viewed as a last recourse for families that have run out of financial options.</li><li>To change this mindset, fintech brand Rupeek recently launched its maiden TVC with <keyword id="7637" type="General" weightage="20" keywordseo="manoj-bajpayee" source="Orion">Manoj Bajpayee</keyword> and Priyamani. It aims to inspire average citizens to take pride in using their gold to access credit in a safe, personal and tension-free manner.</li><li>With the ongoing festive season, when the demand for gold is at its all-time peak, we speak to Shalabh Atray, Senior Vice President, Marketing and Digital, Rupeek about its journey so far, larger marketing strategy and goals ahead.</li></ul>In India, the pawning of a woman’s ornaments is often viewed as a last recourse for families that have run out of options. However, the organised gold loan market got a significant push after the pandemic, especially among lower and middle-class income groups. The economic downturn and unending medical expenses prompted people to opt for gold loans. According to a report by the World Gold Council, the organised gold loan sector is expected to grow to ₹4.05-lakh crore this fiscal at an annual rate of 15.7%. With the festive season, this demand for gold is expected to skyrocket. So, to ride on this uptick in demand for the yellow shiny metal and help address the stigmas associated with pawning of gold, fintech platform Rupeek has launched a new campaign. Featuring miniature Manoj Bajpayee and Priyamani, it aims to inspire people to take pride in using their gold to access credit in a safe, personal, and tension-free manner. Gold is the most celebrated asset in our country, yet people continue to undermine its potential, especially in tiding through financial exigencies. Rupeek’s campaign compares its digital process with standard bank and portrays how people don’t have to worry about waiting in lines, feeling ‘small’ for applying for gold loans. Unlike banks, Rupeek offers gold loans at the customer's doorstep and completes the loan underwriting-to-disbursal process within 30 minutes. By cutting down on expenses with an online-only strategy, Rupeek offers gold loans at an interest starting at 0.69% per month. <div type="Youtube" id="MgsBwGrtHVU" title="Sone Pe Loan, Right From Home" thumbUrl="https://i.ytimg.com/vi/MgsBwGrtHVU/mqdefault.jpg"></div> Valued at $515 Million, as per media reports, Rupeek is backed by investors such as Sequoia Capital, Bertelsmann, Accel Partners, GGV Capital, Tanglin Venture Partners, Korea's KB Investments and Flipkart cofounder and former employee Binny Bansal. We spoke to Shalabh Atray, Senior Vice President, Marketing and Digital, Rupeek to further discuss the campaign, brand’s larger marketing strategy, addressing stigmas surrounding gold loan and goals ahead. Excerpts: Q. This is your maiden high-decibel advertisement. What is the thought behind launching the campaign? Our focus with the launch of this campaign is to address the customer pain points in seeking gold loans in the country. We want to narrate stories about the problems of an age-old category and highlight Rupeek’s new-age services that will bring in the much-needed tech disruption in this market. Rupeek’s customer research highlights that borrowers are made to feel small when applying for a gold loan. Through our marketing efforts, we want our customers to become aware of Rupeek’s doorstep gold loan product that is safe, personal and tension free. Q. Who is going to be your target audience for this campaign? We are aiming to tap customers who are at the cusp of entering this category, as well as light users of the category looking for safe and convenient assistance. Fifty-five percent of Rupeek’s customers are first-time borrowers and that’s the core target audience for the campaign too. Q. Why did you choose Manoj and Priyamani for your first TVC? At the onset, Manoj and Priyamani are top notch artists. It was a natural decision for us to bring them on board as Indian families could relate to their on-screen chemistry instantaneously. Both the artists have gained audience trust with their recent collaborations. More importantly, as a purpose-led, authentic brand we also felt that Manoj and Priya’s life stories and what they epitomise as humans, and not just as actors, is aligned to Rupeek’s brand values. Q. Can you tell me what is your marketing budget for this campaign? We are launching our first-ever brand campaign and the marketing spends are sizable and thoughtfully distributed amongst all the mediums. Q. How has Rupeek's journey been so far? Can you share a few key milestones? What are some of the factors that helped you drive your growth? The world came to a standstill owing to the COVID-19 pandemic and we are hoping that life will come back to normalcy at the soonest. In India, individuals and businesses' daily routine was derailed, while many people lost their jobs. Many amongst these unfortunate ones found a way to pivot and thought of starting something of their own during the lockdown, but credit was not available to everyone. Given India’s tryst with gold as an asset at a household level, Rupeek saw a surge in people opting for gold loans as a secured way of availing credit at the right interest rates from the comfort of their home. Q. Given the recent surge in demand for gold loans in India, have you witnessed an increase in demand too? And with the festive season upon us, the demand for gold is expected to skyrocket. How are you planning on leveraging this demand? The festive season is around, however this category is not seasonal. Gold is respected and celebrated in our culture. Rupeek is giving its customers easy and secured credit against their gold assets. With our unique technology-led doorstep services, we have managed to build a community of 5+ lac customers spread across 30+ cities. Almost 55%* of our customers are first time gold loan borrowers, which is highest amongst our peers. Through this campaign, we plan to tap into markets that are yet unexplored in this category. Q. What are some of the trends that you are expecting to see in the gold and loan category? The biggest trend we are seeing is the openness of consumers, specially first time borrowers in the Gold Loan category, being open to a technology led disruptor like Rupeek. To the credit of Indian consumers, they are extremely open-minded to trying tech products which are genuinely committed to understanding their pain points. Q. The market today is largely dominated by traditional NBFCs such as Muthoot Finance and Manappuram Finance. How are you carving your niche? What percentage of the market are you aiming for? In India, only 5% of the population has access to credit. Gold loans have been in the market for a very long time, but now it is being offered to customers through a digital medium. Rupeek as a brand is on a mission to solve every Indian’s credit needs using disruptive technology. The aim is to be financially inclusive by creating access to credit. With the services offered by Rupeek, we aim to tap into the remaining 95% of the population. Rupeek wishes to reach all the customers that are at the cusp of taking a loan. Q. In India, the pawning of a woman’s ornaments is often viewed as a last recourse for families who have run out of options. Is that a challenge? How are you trying to change this mindset? Gold is a celebrated asset in our country. In addition, in our conversations with existing and potential customers, we found that the collateral documents and long process to get a gold loan approved is an emotionally draining experience for consumers. In order to change this experience, Rupeek offers hassle-free doorstep gold loans. Our services are simple, safe and transparent that are backed with disruptive technology ensuring trust amongst our customers. We have found that with the right product and experience being offered, consumers are open to the idea of using their gold in a judicious way to serve their credit needs. Q. What will your focus areas for H2 2021 be? What is your larger vision for the brand? Our focus is to establish a foundation for Rupeek and position it as a brand that is new age and innovative in solving the credit pain points of Indians. While we are yet in the initial stages of the brand campaign, our aim is to achieve longevity in our messaging with the support of earned media activities. Over the next six months, we plan to tap into the potential customers who are still analysing their options and introduce them to Rupeek’s hassle-free doorstep online gold loans.

Rupeek aims to tap into unexplored markets after its campaign with Manoj Bajpayee and Priyamani

<ul><li>In the last few years, <keyword id="3679921" type="General" weightage="20" keywordseo="prega-news" source="Orion">Prega News</keyword> has associated with a lot of known faces like <keyword id="1377418" type="General" weightage="20" keywordseo="kareena-kapoor-khan" source="Orion">Kareena Kapoor Khan</keyword>, <keyword id="6357860" type="General" weightage="20" keywordseo="anushka-sharma" source="Orion">Anushka Sharma</keyword> and more recently Kajal Aggarwal, to build its visibility. </li><li>Now, it is trying to go deeper into the country and is partnering with regional influencers to engage with its audiences. It is also making a conscious effort to talk about sensitive issues around pregnancy to raise awareness and sensitize people.</li><li>We speak to <keyword id="6072225" type="General" weightage="20" keywordseo="joy-chatterjee" source="Orion">Joy Chatterjee</keyword>, General Manager, Sales &amp; Marketing, <keyword id="146847" type="General" weightage="20" keywordseo="mankind-pharma" source="Orion">Mankind Pharma</keyword> to understand the brand's roadmap ahead.</li></ul>Prega News from Mankind Pharma is today one of the most recognized pregnancy-related brands. Its rapid detection kit currently holds 80% market share. In order to further expand its reach in the country, the brand has been engaging in a lot of ATL and BTL activities while also regularly coming up with communications that talk about different pregnancy-related issues. Its campaign, #SheIsCompleteInHerself for this year’s International Women's Day spoke about infertility in women with an aim of sensitizing people towards the issue. Over the past few years, the brand has also taken on popular faces like Kareena Kapoor Khan, Anushka Sharma and more recently Kajal Aggarwal, to reach out to their audiences while also focussing on specific markets. The aim is now not only to go deeper into the country but also start conversations around important issues related to pregnancy. We recently spoke to Joy Chatterjee, General Manager, Sales &amp; Marketing, Mankind Pharma who told us their strategy to grow the brand so far, its marketing game plan and how it aims to expand its presence in different markets by going deeper into the country and by starting conversations around sensitive topics around pregnancy to sensitize and educate people. Excerpts: Q) What has helped Prega News capture the maximum market share in the category? Prega News is a <a name="_GoBack"></a>rapid detection kit that gives accurate results in 5 minutes and at the same time is convenient to use. The best part of the product is that a women can test urine samples anytime of the day. These factors are the foundational core of the product. Over the years, we have built the credibility of the product brand regarding its accuracy and convenience. This has benefited us, and whenever expecting mothers buy Prega News, they do it because there is an assurance that it will give truthful results. With this approach, we focused extensively on ATL and BTL activities. In the beginning, our objective was to spread awareness among the target audience, and focus on the distribution and supply chain so people easily get the product. Also, we hold the market share by 80%. The only way left for a brand to grow is by expanding the market itself and, thus, getting more and more women to use the product confidently. Q) The current penetration of the category is 17% which Prega News aims increase in the next five years. What will be your strategy to make this target a reality? We are building awareness in rural areas, focusing on social messaging with the intent of bringing positive change in society. We have launched several campaigns on different issues that need to change. We drive a strong presence in the urban market. It has become a go-to product amongst the target audience. As the expansion of the product is one of our main priorities, we are focusing on regional markets. Earlier, we faced issues in connecting with people and were thinking of the best way of reaching rural women. We realized that the influence of regional channels is growing tremendously and now run different media plans and brand ambassadors for different regions. We have got a lot of success with regional channels. The consumers relate well with them which leads to better engagement for us. Q) What are a few milestones for Prega News in the last few years? What has given you an edge over the competition? Through our campaigns, we have spoken on issues surrounding soon-to-be mothers – workplace bias towards pregnant women or new moms, physical issues faced by expectant mothers, gender discrimination, and many more. Last year, we completed 10 years in the Indian market and launched a digital campaign, #PregaMoment. The product has been growing in healthy double digits annually. We witnessed a steep spike of over 20% in its demand during the COVID lockdown. It’s the trust factor that gives us the edge over others. Q) How has your marketing strategy helped you stand out? What role did popular faces like Kareena Kapoor and Anushka Sharma play in building brand Prega News? In the preliminary days, we used to release ads in newspapers and magazines to target women because that time pregnancy detection card was not available very easily. We launched this product in the OTC category to make it easily available. Our advertising journey started in 2010 with our first brand ambassador, <keyword id="18591" type="General" weightage="20" keywordseo="neha-marda" source="Orion">Neha Marda</keyword>. The message targeted at married women was simple – that it will take just 5 minutes to clear all doubts about their missed periods with the Prega News detection card. There are two parts to the Prega News advertising journey – the first being functional, which educates people about the tangible benefits of the product. In the beginning, this was done using semi-celebrity moms and later with big celebrity mothers and now we are focusing on regional actors and mom influencers. We have adopted a ‘Social Good’ content strategy as the second pillar of our communication, where we have highlighted many issues in our different campaigns. Our associations with endorsers like Neha Marda, <keyword id="6358615" type="General" weightage="20" keywordseo="shilpa-shetty" source="Orion">Shilpa Shetty</keyword>, <keyword id="1834697" type="General" weightage="20" keywordseo="srabanti-chatterjee" source="Orion">Srabanti Chatterjee</keyword>, Kareena Kapoor Khan, Kajal Aggarwal and Anushka Sharma over the years have helped us reach different markets across the country. Q) How are you going deeper into the country? What are your expansion plans? Our expansion strategy is to reach every market in the country. We have realised that if we need to make women aware of pregnancy detection cards, we will need to associate with local people, NGO’s, Asha workers and others where we can talk to women about different things surrounding a pregnancy. To fulfil the same, we’re focusing on our distribution channels. The markets are further segmented as per the supply channels ranging from drugstores, pharmacies, online retail, supermarkets/hypermarkets, and Fertility and Gynaecology Clinics. In the last year, we have received a great response from the West Bengal market. Our focus is now on strengthening our reach in different states like Uttar Pradesh, Madhya Pradesh, Punjab, Rajasthan, amongst others. We will extensively focus on rural areas like Mirzapur, Unnao and Kannauj, to name a few. Q) Are most of your consumers in larger cities or do you see a demand in Tier II &amp; Tier III cities too? Brand awareness is pretty high among urban populations. However, we are witnessing a positive trend in Tier II and Tier III cities too. People are becoming aware of the product and have started considering buying the pregnancy detection card but there is still some hesitancy around using the product among some people. We’re building awareness through many initiatives, so more and more women open up to using the product. Q) Looking ahead, what will your marketing strategy look like? We are quite prominent on TV, Digital, and OOH. We focus on a 360 degree marketing channel. From a reach perspective- there is no active brand on TV and our SOV is almost 95%. Television has helped us in reaching the masses. We are doing branded content, and focusing on digital mediums as well, be it by roping in mom influencers or creating a dialogue among the TG. Regional campaigns have been our strength and have helped us establish a connection with consumers by interacting with them in their language. In 2019, we ventured into the southern market and roped in celebrities like Kareena Kapoor and <keyword id="13060" type="General" weightage="20" keywordseo="priyamani" source="Orion">Priyamani</keyword> simultaneously to capture both the northern and southern markets. Also, this year we have roped in Kajal Agarwal as the face of the South market. In the future too, we will keep this momentum going. There are new campaigns in the pipeline, which will go live at the right time. Q) Apart from TVCs, how have you been educating/sensitizing people about the complications around pregnancy, or infertility (since this was a topic you touched on in your last campaign)? Yes, we want to sensitize people on the pregnancy-related issues. In India, there is a stereotypical mindset when it comes to adopting a child or opting for IVF or surrogacy. There is a need to create a dialogue on breaking stereotypes around infertility issues, as this is a common issue prevalent among couples nowadays. Around 10-15% of all married couples face a problem in conceiving a child today. With changing times, we need to become more progressive and inclusive, to be able to bring about a positive cultural change. Hence, this is the first step towards the change. Going further, we also have plans to rope in gynaecologists who can impart knowledge on the importance of family-planning, the use of contraceptives and pregnancy detection cards and the importance of health and nutrition during pregnancy. Our objective is to initiate a healthy conversation around important issues in society.

Prega News is focusing on smaller cities, regional content and micro influencers to ring in its next phase of growth

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Rupeek aims to tap into unexplored markets after its campaign with Manoj Bajpayee and Priyamani

Karuna Sharma

Prega News is focusing on smaller cities, regional content and micro influencers to ring in its next phase of growth

Samarpita Banerjee

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