The Red Swimsuit Phenomena
On Wednesday, May 4, Sunny Co Clothing posted a picture on Instagram of a red swimsuit. If you posted the picture of the swimsuit on your Instagram within 24 hours, you were promised the same suit delivered free to your doorstep! While shipping and handling were not covered, the swimsuit, which retails for about $64.99, was completely free. A portion of the proceeds from the shipping were to go to Alzheimer’s research.
Sure enough, Instagram blew up with this image. It went viral. Twitter blew up with funny commentary, and even celebrities made comments on social media about the infamous “red swimsuit.”
It didn’t take long for Sunny Co to realize they were in over their heads, where they responded with a post: “Due to the viral volume of participants, we reserve the right to cap the promotion if deemed necessary.”
On top of this, they stated that shipping could take 3-6 WEEKS.
At first glance, it seemed like a great marketing plan. Wow, brand awareness! Free advertising! Positive attention! However, I’m interested to see how Sunny Co now plans to retain their customers.
Historically, when brands and products go viral, or grow rapidly, there is usually the inevitable downfall. This happens all the time. It happened to the once trendy LA fashion brand, Nasty Gal.
- Sales hit $24 million in 2011, which was a 200% increase from the year before, the brand said publicly.
- In 2012, they hit $100 million.
- By 2015, they dropped down to $77 million.
- In 2016, they filed for bankruptcy.
Nasty Gal and Sunny Co share the tactic of cultivating one-time buyers. Spending money on indirect advertising, like online ad banners, can score you a multitude of people who might buy your product once. But, if you spend $100 on an ad and one person buys an item one time, you aren’t really making money. The same scenario applies to Sunny Co’s red swimsuit. If you spend the time and hire the workforce to ship thousands of free swimsuits, are you really making money? On top of that, if you can’t deliver on your promise of a free product, are you really building your brand’s reputation for future success?
As far as I know, no one who participated in this promotion received their red swimsuit yet. People I know have deleted their repost from Sunny Co, the original Instagram account has been shut down, and no one is talking about the brand or product anymore on social media.
Marketing dollars and social media exposure are valuable for brands when they’re targeted. If you’re in B2C sales, focus on building relationships. If your product is good, the sales will follow. One hundred loyal customers are more valuable than 500 one-time buyers. B2C relationships last longest when they are built like any other relationship. Find your audience, personalize your message, follow up with good customer service and a good product, and retain your clientele.