How Barrows developed
an impressive new
business pitch

Challenge

Retail experience agency Barrows had been invited to pitch for a lenswear brand and wanted to go the extra mile to make their proposal for a flagship store concept stand out. 

The client had provided some information, so we had these main insights, but when you’re working on a pitch, you want to impress the client and you want to tell a super impactful story. So we wondered, how can we bring more depth to this?

Raquel Machado, Strategist, Barrows Global

Solution

Barrows opted to use Attest’s Video Responses feature in order to gather qualitative feedback from glasses wearers. They wanted to hear about the process they go through when shopping for new frames and lenses. For example, what motivates consumers to go to certain stores, or is it important to be supported by healthcare professionals? 

As a team of non-glasses wearers, getting verbatim responses from consumers enabled them to uncover pain points that they wouldn’t otherwise have known to ask about. 

With qual, you don’t know exactly what to expect. You can find nuggets that are unexpected that you never thought of before. We didn’t know what the experience of being a glasses wearer was like so being able to receive this sort of detailed description was really key.

It was the first time Barrows had used Attest’s Video Responses feature and they found it as intuitive and speedy as running a regular survey.

We were able to turn it around very quickly. On a pitch everything needs to be super quick. I think the whole process from sending the survey out to getting results was three to four days. And because we were able to start analysing the video responses as we received them, it kept the project moving.