WW: In September, FriendScout24 launched its first TV campaign in Switzerland. Why only now, six years after the Swiss offshoot was founded?
Martina Bruder: We are not appearing on Swiss television for the first time. FriendScout24 has successfully sponsored the series "Joya rennt" and "Super Single" for four years. Now we are taking a different, more direct approach. Our new campaign succeeds in presenting our messages in an even more pointed and emotional way. Other providers try to position themselves scientifically, or they have a couple recite slogans. We don't say anything in our commercial. We simply show the most beautiful and emotional moment of love, the kiss. FriendScout 24 is all about the feeling of life, the lightness and the pure joy.
Why didn't you hire a Swiss agency for the TV campaign?
Our TV sponsorship in collaboration with Mediafisch underlines that we know and appreciate the creative work of Swiss agencies. Initially, our campaign "Küssen kann man nicht allein" was only intended for Germany. But because the spot was so well received and, moreover, our cooperation partner Max Raabe is also touring Switzerland, our agency Kolle Rebbe adapted it for Switzerland.
"Küssen kann man nicht allein" has a budget in the double-digit millions in Germany. Other online intermediaries are making a more massive appearance, including in Switzerland. Why so shy?
Quantity does not equal quality. Our advertising budget in Switzerland is in the single-digit millions. What's more, we were already on Swiss TV when our competitors weren't even thinking about it. We rely on continuity. FriendScout24 has thus also become the market leader in Switzerland and a recognized institution.
Your bottom line after just over a month of operation?
Just as in Germany, we are experiencing a high level of attention and positive response in Switzerland. We have succeeded in drawing the attention of new users to us and directing them to our partner portal.
A colleague once calculated that the membership of online dating providers should actually be completely renewed every year, if you believe the figures. Isn't your business also a huge deadbeat business?
A very clear No. The quality of our partner portal is characterized by the activity of our members. Data protection rules alone oblige us to delete inactive profiles after a certain period of time. In Germany and Switzerland, this is 180 days. Of course, members log off when they have found a partner. But they also log back in if the partnership doesn't work out. Some have several profiles set. That's how high totals are generated. Ultimately, the decisive factor is the user experience and result for our customers. Deadbeats can't respond. We encourage activity. We succeed very well in this. At FriendScout24, 18,000 new photos are uploaded per month in Switzerland. We have 60,000 active partner seekers per month.
According to the market analysis by Singlebörsen-Vergleich, two local providers, Swissfriends and Swissflirt, are only in the midfield so far. How seriously do you take the Swiss competition?
Even in the position of clear market leader, we should of course take competitors seriously. We see the two companies as enriching the market.
At the beginning of 2011, Ringier entered online dating with Citykiss.com. Annoyed?
Not upset at all. Citykiss is also an expanding market offering that has a very local approach and is aimed at mobile dating.
But Ringier has a stake in Scout24 via Mediaswiss. How high is this stake actually?
Ringier holds a minority interest in Scout24 Schweiz AG via Mediaswiss. The majority is held by Scout24 GmbH, Munich, which in turn is the parent company of FriendScout24 GmbH.
What influence does Mediaswiss exert on Munich-based FriendScout24 GmbH? Do certain cooperations have to be entered into, certain ad placements?
We have a very good partnership with Mediaswiss and support each other.
A few months ago, the NZZ praised your competitor Parship as a successful market leader. Jealous?
These and many other publications prove first of all how strongly the topic of dating on the Internet has arrived in society and is attracting attention. But the NZZ did its research correctly and portrayed FriendScout24 Switzerland as the leader with 475'000 members. In the meantime, we have 500'000 members.
But who is the market leader?
FriendScout24 was founded in 2000 and, believe me, has been the market leader in all areas of online dating for years. We have by far the most members in the German-speaking world and the most active target group. We don't think in niches or segments, but address all the relationship needs of our users. This makes us the number 1 partner portal.
Are you a dating site or a singles site?
FriendScout24 is also the number 1 partner portal in Switzerland. As I said, a distinction makes no sense to us. We see ourselves as a "full-service provider for all relationship needs" and are self-confidently also the number 1 Swiss cooperation portal. We cooperate with the leading Swiss online brands such as Swisscom, Blick, MSN, GMX and others.
However, this customer base does not seem to be particularly close to your heart. There is not a single FriendScout office in the whole of Switzerland.
As a market-leading online company, our success is independent of a local presence. Of course, the 150 employees at our Munich headquarters include proven experts for the Swiss market. This applies to product development, online marketing and especially customer service.
You made headlines when you founded Secret. The Kress Report headlined "Queen of Hearts" and asked "Ms. Bruder, how's your sex business?" An awkward showdown?
What is supposed to be embarrassing about that? In its cover story, Stern described Secret as the "youngest player in the erogenous zone. All relevant women's magazines are currently focusing intensively on the casual dating trend in the target group of self-confident women 35+. This is exactly where Secret is positioned as a unique premium offer.
How is your escapade portal received in Switzerland?
The term fling is antiquated and morally insane. We are talking about the self-confident woman who is not looking for "Mister Right," but "Mister Right Now. By the way, she often pursues both relationship needs in parallel, even in Switzerland.
How does the Swiss differ from the German single?
The needs for flirtation, eroticism and cohabitation are the same across borders.
What is your communication strategy in Switzerland? What comes after the TV campaign?
In the future, we will present ourselves even more clearly via Switzerland's leading media. In addition to TV, this naturally includes print and, above all, our strong local online partners.
Experts estimate the current market volume of the Swiss online partner market at EUR 23 to 25 million. Around ten million more than in Austria. What do you think the development will be in the next five years?
I, too, expect further growth in the Swiss market. However, it is not determined by more users, but by more attractive offerings. As in Germany, market consolidation is to be expected. As the market leader, we see ourselves in the best possible position.
Did you actually meet your husband through a dating portal as well?
I have known my husband since our student days. But we once took the relationship test at Friend- Scout24 and found our decision wonderfully confirmed. Interview: Peter Ehm