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Huge batch Dew: Picking New Innovative

Standing at the front of any PepsiCo meeting room, Costs Bruce gestured enthusiastically, aiming to the sketches at his side. Bruce, a sales letter writer and Professional Creative Representative, headed the creative crew on the Hill Dew take into account PepsiCo’s advertising and marketing agency, BBDO New York. In fact , it was Bruce who invented the famous “Do the Dew campaign that had catapulted Mountain Dew to the quantity three placement in its category.

With his partner, art overseer Doris Cassar, Bruce experienced developed eight new creative concepts pertaining to Mountain Dew’s 2000 promoting to present to PepsiCo managing.

Gathered in the room to support Bruce and Cassar were BBDO senior business owners Jeff Mordos (Chief Functioning Officer), Cathy Israelevitz (Senior Account Director), and Allen Sann (Chief Creative Officer). Each of the three executives acquired over a decade of knowledge working on Mountain Dew. Addressing PepsiCo were Scott Moffitt (Marketing Director, Mountain Dew), Dawn Hudson (Chief Promoting Officer, and a former elderly ad organization executive), and Gary Rodkin (Chief Business Officer, Soft drink Cola North America).

Jeff Moffitt scribbled notes as he listened to Generic speak. Moffitt and the brand managers under him were charged with day-to-day oversight of Huge batch Dew advertising. These responsibilities included manufacturer strategy, buyer and revenue promotions, product packaging, line plug-ins, product adjustments, and sponsors. But for Moffitt and the elderly managers above him, the most crucial decisions from the year were created in seminar rooms with BBDO creatives. Each of the advertisings would expense over a million dollars to make. But the production costs had been minor in comparison to the $55 , 000, 000 media price range that would be devoted to air these types of spots. Historically, PepsiCo supervision had found that selecting the right creative was probably the most critical decisions they manufactured in terms of impact on sales and profits.

Mountain Dew had carried PepsiCo’s soda revenues through the 1990s since cola brands struggled. Great the Do the Dew campaign was entering its 8th year, an extended stretch by simply any consumer goods base. Many other brands were now sponsoring the same alternative sports that Pile Dew acquired relied upon to boost its graphic. And teens were gravitating to new activities and new music that Dew’s competition had efficiently exploited inside their branding actions. Figuring out the right way to keep the plan working hard to take care of the brand’s relevance having its target customers had become a chief preoccupation of mature management by both PepsiCo and BBDO. At the same time, crucial competitors were raising all their ad financial constraints as competition in the Carbonated Soda (CSD) and non-carbonated drinks categories was heating up, mailing Dew revenue below targets. Choosing the right ads to maximize the impact of Hill Dew’s relatively small media budget was obviously a make-or-break decision.

________________________________________________________________________________________________________________ Professor Douglas W. Holt prepared this case. HBS cases are developed exclusively as the basis for discussion in the classroom. Cases are certainly not intended to serve as endorsements, causes of primary info, or drawings of effective or inadequate management. Copyright laws 2001 President and Fellows of Harvard College or university. To purchase copies or request authorization to duplicate materials, call 1-800-545-7685, write Harvard Business School Posting, Boston, MOTHER 02163, or go to No part of this newsletter may be reproduced, stored in a retrieval program, used in a spreadsheet, or transmitted in any form or by any kind of means”electronic, physical, photocopying, documenting, or otherwise”without the authorization of Harvard Business University.


Mountain Dew: Selecting New Creative

PepsiCo and BBDO

PepsiCo was widely considered to be one of the most sophisticated and aggressive advertising companies in the world. In North America, the companyhad three categories, each with categoryleading brands. Pepsi and Mountain Dew were the number two and three carbonated drinks. Frito-Lay dominated the salty-snack category with Ruffles, Lay’s, Doritos, and Cheetos. And the company experienced recently acquired Tropicana, the main juice manufacturer. In 2000, PepsiCo acquired acquired the SoBe type of teas and “functional refreshments from Southern region Beach Refreshments, which this operated being a stand-alone part.

BBDO was one of the five largest advertisement agencies on the globe, with worldwide billings of about $15 Billion dollars. Of the most significant full-service firms, BBDO was particularly renowned for the standard of their innovative work. The roster of the New York office, BBDO New york city, included various high-powered consumers such as Standard Electric, Visa, M&M/Mars, Charles Schwab, and FedEx. All their top 10 accounts had been BBDO clients pertaining to an average of thirty-two years. BBDO’s relationship with PepsiCo old to discovery campaigns for Pepsi almost 50 years ago. BBDO overtook Mountain Dew from Ogilvy & Mather in 1974 and had kept the accounts ever since. In 1998, PepsiCo employed Uniworld, the largest African-American owned or operated ad firm in the United States, to produce a separate Huge batch Dew advertising campaign targeted to African-Americans.

The Carbonated Soft Drinks Category

Similar to most other countries, in the United States softdrink consumption was ubiquitous. And, until lately, soft drinks acquired meant cola. The retail carbonated carbonated drinks (CSD) category had long been dominated by the two cola giants, Cola and Pepsi. In the alleged cola wars of the 1960s and seventies, Pepsi directly attacked Cola with flavor tests and with advertising designed to generate Pepsi the hipper and more stylish “choice of the new generation, suggesting that Coke was a beverage for old and less “with it persons. The soft drink category, and colas particularly, boomed throughout the 1970s and 1980s while people substituted away from espresso to soft drinks as a method to obtain caffeine. The industry also consolidated as once-important brands (RC Soda, Orange Grind, A&W Root Beer) pale into the history. By the 1990s, three companies controlled all of the major national brands: The Coca-Cola Company (Coke, Diet plan Coke, Sprite), PepsiCo (Pepsi, Diet Pepsi, Mountain Dew), and Cadbury-Schweppes (Dr. Self defense and 7-UP).

CSDs had been a promotion intense category. Generally in most grocery stores, Softdrink and Soft drink controlled a lot of shelf space and shows. They had so much clout that their bottlers were able to select how to inventory the shelving and points to display. Behavioral instinct purchase shows had become an essential source of incremental volume. A strong and elevating share of volume originated from convenience stores, wherever most purchases were of single servings purchased intended for immediate consumption. The major brands ran periodic promotions, such as “under the cap online games in which every single tenth bottle of wine had a free of charge bottle give-away written underneath the cap. Even more junior company managers spent considerable time developing and employing these promotions.

Product, promo, packaging, and pricing innovations were constant though generally incremental, quickly diffusing through the category. In the last decade, one of the major innovations inside the category was the 20-ounce single serve bottle, usually priced at $. 99 and sold as an instinct purchase. The margins about this bottle had been higher than the twelve-packs or 2-liter wine bottles. Also, all the large brands introduced 24-pack cases sold to heavy users. Brand managers worked to keep package design and style contemporary. For instance , at PepsiCo, both Soft drink and Huge batch Dew had substantial make-overs in the nineties resulting in richer and more attractive colors and 2

Mountain Dew: Selecting New Creative


simplified graphics. Other brands, which includes 7-UP and Sprite as well executed comparable packaging renovations. For most of the twentieth hundred years, PepsiCo plus the Coca-Cola Company competed very, each responding in tit-for-tat fashion to the other’s success. Pepsi rolled out lemon-lime Piece in the 1980s to be competitive against Sprite, but quickly withdrew support for that brand. Recently it absolutely was rumored the company was plotting another new lemon-lime introduction. In the 1970s, Coca-Cola introduced Mr. Pibb to attack Dr . Pepper and Mello-Yello as a me-too competitor against Mountain Dew. With Huge batch Dew’s countrywide success inside the 1990s, Coca-Cola launched a second frontal strike, introducing an additional copy-cat company called Spike.

Inaddition, both companies acquired launched various other new products without much success: Cola had flopped with OK Cola (the cynical old style cola), and Fruitopia (the neo-hippie fruits beverage). PepsiCo had difficulties with the intro of Very Pepsi (the clear crisp cola), nevertheless was able to establish Pepsi A single as a market brand. In the 1990s, diet coke growth stunted and the “flavor CSDs did very well. Sprite, Mountain Dew, and Dr . Pepper all enjoyed wonderful success, although 7-UP continuing to struggle (See Exhibit 1). In 1999, however , every CSD revenue suffered due to customers’ tag shock to a category-wide five per cent retail value increase, as well as a trend toward experimentation with noncarbonated drinks and bottled water as alternatives for carbonated drinks. Sports beverages were led by Gatorade, tea and juice combines by Snapple, Arizona, and SoBe, plus the highly caffeinated “energy beverages by Red Bull.

These drinks, sometimes termed “functional or “alternative,  often included a stimulant (caffeine or related substance) and plant ingredients reputed to obtain medicinal value (ginko, guarana, St . Johns Wort, ginseng). Many of these drinks were released by tiny companies with grass-roots marketing efforts focused on music and sports benefactors, on-site marketing promotions, and non-traditional distribution (e. g., hoagie shops intended for Snapple, record stores intended for Red Bull). Industry rumours were moving that CocaCola, Anheuser-Busch, PepsiCo, and Cadbury-Schweppes were operating aggressively to develop functional drinks to utilize this developing segment.

Advertising and Branding

More than many many years, Coca-Cola had become “America’s drink (and after the preferred drink in many countries throughout the world) through advertising that conveyed that Coke served as a cultural elixir. Coke promoted the concept the beverage brought persons together in friendship around ideas that individuals in the country cared about. From 1995 onward, Coke had struggled as it tried a variety of new branding suggestions. Pepsi rose to the ranking of Coke’s loyal resistance in the 1960s together with the successful “The Pepsi Generation ad campaign, in which the brand controlled the suggestions and interests of the 1960s counterculture. More recently, Pepsi used celebrities”particularly performers such as Jordan Jackson, Madonna, Faith Hillside, Ricky Matn, and Jane J. Blige”to convey the concept Pepsi was an expression of youth thinking. Nonetheless, the Pepsi manufacturer also acquired

had trouble to maintain sales in the 1990s.

7-UP was successful in the 1970s branding up against the colas since the “uncola in advertising that applied a charismatic Jamaican actor to describe the purity and naturalness of 7-UP in a tropical setting. Similarly, the sweet cherry-cola concoction Dr Pepper challenged the audience to “be a Pepper with well-received dance numbers that encouraged buyers to do their own thing instead of follow the world in ingesting cola. In the late 1980s onward, 7-UP faded because the brand was used as a money cow with ever-shrinking multimedia investments. At the same time, Mountain Dew rose from its regional position to become a major “flavor manufacturer. The three main flavor brands dominated diverse geographic areas: Dr Pepper dominated Tx and the remaining portion of the deep To the south, Mountain Dew dominated countryside areas, particularly in the Midwest and Southeast, and Sprite dominated urban-ethnic areas. 3


Mountain Dew: Selecting Fresh Creative

Category advertising spending exceeded 650 dollar Million (See Exhibit 2). PepsiCo spent substantially much less as a percentage of revenue than it is competitors. Rather, the company depended on excellent creative to make the advertising function harder for significantly less cost. PepsiCo viewed the creative advancement process being a key company competency, a strategic weapon that was central to their economic success.

Hill Dew Manufacturer History

Mountain Dew was created by the Hartman Beverage Company in Knoxville, Tennessee back in the 1940s. The bright yellow-green drink inside the green bottle packed a strong citrus flavor, more sugar and more caffeine than other fizzy drinks, and less carbonation so that it could be drunk quickly. The drink became a well liked on the Eastern seaboard, through Kentucky, Tennessee, and eventually pass on up through the Great Lakes states (skirting the big cities) and in to the Northern Flatlands of Mn and the Dakotas. PepsiCo, amazed by Dew’s accomplishment in what brand managers might come to callthe “NASCAR belt (the stock car racing signal that attracted rural guys as its principal audience), in addition to need of a “flavor soft-drink to round out its series, purchased Pile Dew in 1964.

PepsiCo originally assigned Mountain Dew to the Ogilvy & Mather ad firm. The technique for the new company extrapolated coming from Dew’s origins and existing packaging. The beverage’s heartpumping caffeine and sugar run were linked to its forests heritage to make the idea of a comic book “hillbilly character named Willie who consumed Mountain Dew to “get high around the soft drink comparable of moonshine liquor. The tagline, “Yahoo! Mountain Dew!  was accompanied by “Thar’s a boom in ever’ bottle. 

In 1973 PepsiCo assigned the brand to BBDO, its agency of record to get Pepsi. For two decades customer and agency worked to expand the brand’s reach from America’s hinterlands in the suburbs and cities in the major towns, cities. The major advertising campaign of the 1970s””Hello Sunshine” desired to tie up Mountain Dew’s distinctive item characteristics to a set of back country recreational pictures. The yellow-green product and strong citrus flavor are represented over and over by the sparkling sun dazzling in beautiful natural options. The product identity is showed in just about any ad simply by mountains, dew drops reflecting in the sun, and condensed drops on cans to represent dew. The zestful effects of the caffeine and sugar happen to be toned down and now really are a refreshing component to an active outdoor lifestyle. Often the ads showcased casual coed athletic activities that always ended in a plunge into a non-urban pond or creek.

This kind of campaign pulled the Mountain Dew brand into more sophisticated terrain, nonetheless it was still also rural to get much traction in the suburbs. Therefore in the eighties, PepsiCo immediately targeted provincial teenagers with a new campaign referred to as “Country Great.  The creative thought was to get married to the popular athletic endeavors of suburban children (cool) with Mountain Dew’s active non-urban lifestyle (country), all highlighted by the relaxing Dew dive. Ads highlighted male young adults performing about skateboards, goes biking, and BMX bikes. A fresh tune was crafted pertaining to the event: “Being amazing you’ll find is known as a state of mind. The refreshing attitude. Things receive hot. Great is all you have got. Dewin’ itcountry cool. And so chill about out; if the heat occurs. With a awesome, smooth Huge batch Dew. Dewin’ it Nation Cool. Hill Dew. Dewin’ it Nation Cool. 

BBDO jettisoned the “country component of the campaign 20 years ago to build a complete campaign about athletic tricks. This advertising departed significantly from whatever BBDO acquired produced in the previous sixteen years. The places featured daredevil maneuvers of sports like windsurfing, rollerblading, motocross biking, and paragliding. The closely-framed shots, which will put


Pile Dew: Selecting New Imaginative


the viewer in the middle of the action, also advised excitement and energy. The spots had been set to extreme rock music rather than facilities jingles. In 1992, a new song known as “Get Vertical is released with the words “Ain’t without doubt about the power of dew, got the airborne thrust of rocket gasoline. 

Cultural Trends

PepsiCo and BBDO managers paid close attention to social trends. We were holding particularly focused on track music and athletics trends since these activities were therefore central to youth culture. Music. 3 musical styles dominated the airwaves inside the 1990s. Hiphop music exploded to become the most popular genre in the country. At first, gangsta rap, which usually flaunted misogynistic and chaotic lyrics, was said to signify the reality of life inside the “hood (the American ghetto). From 1992 onward, gangsta rap shattered out having a lighter sound and slightly much less aggressive words of the tune, sometimes named gangsta-lite, that made the music much more accessible while maintaining the forbidding connotations. By 93, media coverage of the opération of celeb rappers just like Snoop Puppy Dog and Tupac Shakur ruled not merely the music journals but People and Newsweek. Rap music, and the hip-hop lifestyle that it was a part, permeated young life. MTV’s program Por mi parte! MTV Raps and specialtymagazines like The Supply and Vibe became mainstream cultural sites. By 99, rap remained very popular between male teens, especially in urban areas, though the Top forty appeal acquired subsided to some degree.

At roughly the same time, the alternative rock music scene, which will throughout the 1980s existed like a small subcultural scene identified mostly upon college campuses, also cracked. Two Seattle bands”Nirvana and Pearl Jam”put CDs near the top of the charts with aggressive and emotive music that combined similar parts punk and rock. The multimedia tagged this music “grunge and anointed Seattle since grunge head office. Grunge was marketed seriously by the tradition industries” music labels released dozens of grunge bands, films that shown the grunge attitude appeared, and fashion runways and J. C. Penny’s retailers were clogged with cotton shirts and clothes that had the feel of the retro Salvation Military services gear that was the standard of the grunge scene. Grunge faded in its influence due in part to the death of it is most talented lead actor or actress when Nirvana’s Kurt Cobain committed committing suicide in 95.

Later in 1990s, techno music started making significant inroads in to American junior culture. Invented in the eighties as “house music in low-budget companies of Chicago and Detroit, this beatdriven dance music became the lifeblood of dance parties called “raves in places like Greater london and the Spanish island of Ibiza. Belgicisme quickly pass on throughout ls Europe and beyond. Belgicisme were allnight dancing marathon races often set up in warehouses, unique outdoor spots, and other improvised spaces. Belgicisme attracted teenagers, mostly young adults, who danced for hours at a time, not in pairs, but in free-form teams. The very rhythmic music and long-winded dancing merged to produce for some fans a great ecstatic trance-like state. The background music was created almost completely by disk jockeys sample records with tape coils and other digital tricks. Many sub-genres possess since surfaced that mix-and-match musical styles from all over the world. Part of the field was a medicine called inspiration, a medicine that induce promiscuous love, sensory overburden, and excitement. And, to hold the energy streaming all night, the dancers demanded energizing refreshments. In particular, a great enterprising Austrian company promoted Red Bull, a drink that was once a great Asian hangover cure, like a rave stimulant. Either direct or mixed with vodka, Reddish Bull started to be the rave drink ofchoice. Raves dissipated rather late to the United States, but proved to be most well-known in the key metropolitan areas.

a few


Mountain Dew: Selecting Fresh Creative

Athletics. The apparent “alternative sports took off inside the early nineties. Teen fanatics transformed casual hobby activities”mountain biking, skateboarding, paragliding, BMX biking, and in-line skating”into highly technical, creative, and quite often dangerous sports activities. Snowboarding became an over night hit with teens. Zipline was a gimmick that vanished quickly. As these sports started to be increasingly risky and creative, they started to attract vistors. So-called extreme sports” skiing down extremely steep landscape or getting off high buildings having a parachute”were covered by ESPN. ESPN also aggressively promoted circuits and tournaments to professionalize these fresh sports, which usually culminated inside the Extreme Video games in year 1994, a non-traditional Olympics of sorts. Mountain Dew was one of the starting lead benefactors of the Serious Games, which usually later started to be the Times Games. Later, NBC used with the The law of gravity Games, and MTV likewise began to cover these sports activities. Grunge music, more extreme styles of rap, and various hybrids had been prominent aural expressions of those sports.

GenX Ethos. Throughout the 1990s, teens and adults evinced a growing cynicism toward the dominant work-oriented ideals of the previous generation and toward corporations more generally. They located that working hard to succeed in terms of salary and work-related prestige was harder to swallow within an era of corporate reengineering. Their cynicism also extended to corporations themselves and their marketing work. As this kind of cohort became increasingly knowledgeable about how marketing worked and increasingly jaded about why brands were popular, these were not enthusiastic about listening to “sales messages that attempted to convince them in to believing a specific brand of soft drink or dark beer was great. Instead, these kinds of youth used a campyinterest in non-trendy products, tv programs, and music of previous eras. As these peculiar new likes became launched in encoding like Nickelodeon cable channel’s “Nick by Nite series”which featured less-than-notable programming in the 1950s-1970s” “retro was born.

The Do the Dew Campaign

In 1992, senior managing at PepsiCo sensed a way to increase business on Diet plan Mountain Dew. Diet Pile Dew’s circulation was limited mostly to the rural parts where the manufacturer was strongest, even though standard Dew was now a national manufacturer. Diet Pile Dew performed very well upon product testing versus additional diet beverages in the category because the large citrus flavor did a better job of hiding the undesired taste of the artificial sweetener. So PepsiCo allocated money for gradual advertising to support an effort to expand Diet plan Mountain Dew distribution. Expenses Bruce, then the junior artist working on many brands, was assigned to the project. The strategy statements that led the initial innovative idea and subsequent areas in the campaign are reported in Exhibit 3. Bruce came up with the “Do Diet Dew saying (which soon evolved in to “Do the Dew to compliment the entire brand) and several new ideas to embellish what BBDO had commenced with the Receive Vertical marketing campaign.

The first breakthrough advertisement of the new campaign, Done That, features a hair-raising shot of a person jumping off of the edge of your cliff to consider a free-fall toward the narrow canyon’s river lower part, set to throbbing grunge music. This was the first ad to feature the “Dew Dudes”four youthful guys who are seeing the daredevil stunts provided in the advertising and activities on them. Done That started to be a huge strike, capturing the country’s creativeness. The advertisement was extensively parodied plus the phrase “been there, completed that came into the vernacular. For 1994 and 95, BBDO made three carbon-copy “pool-outs1 of Done That. By 95, after 2 yrs of these advertising, consumer involvement in the creative was

you The noun pool-out comes from a verb that is particular to the advertising and marketing business” “to pool away.  The theory is to develop

a pool area of advertisings that are almost all closely related derivations from your same creative idea. Several advertisers believe that pools deliver a


Mountain Dew: Selecting New Creative


fading quickly. According to Jeff Mordos, if the innovative hadn’t moved to another concept that year, card holder’s flagging fascination and the potential of a mutiny by PepsiCo bottlers most likely would have forced PepsiCo to formulate an entirely new campaign.

Intended for 1995, three of four spots produced trusted different crafting ideas. One of these spots, Mel Torme, became the second hit of the campaign. The spot was a parody featuring the aging Vegas living room singer Mel Torme, tuxedo-clad atop a Vegas motel crooning “I Get a Kick out of You,  with lyrics changed to incorporate Mountain Dew referrals. He impresses the Dew Dudes using a base hop of his own. Similar ads used. In 007, a adolescent James Bond engages in a frenetic pursuit picture with typical Bond tricks, accompanied by the familiar Relationship theme music. The Dew Dudes are not impressed right up until Bond comes upon a Mountain Dew vending machine. In Training, brash tennis games star Andre Agassi executes extreme tricks as training exercises, after which plays a long game of tennis together with the Dew Dudes as his coaches.

In 1997, BBDO came up with two breakthrough spots. The overseer of Nirvana’s classic music video “Smells Like Young Spirit was hired to direct Give thanks to Heaven, which will mimics a music online video. The spot stars the business lead singer of an alternative rock band called Dark red. She performs a punked-up version of the classic song “Thank Heaven for Little Girls,  in which the grunge style suggests the “little girls of old have been replaced by the feminine brand of aggressiveness presented in the advertisement. Jackie Chan deploys the Hong Kong motion picture star’s copyrighted martial arts with humorous stunts into the campaign’sjaded, “seen this already design. The advertising begins in the midst of what feels like a classic pursue scene via a Chan film with a lot of harrowing action. When Chan faces down his enemy, the Dew Dudes like magic , appear because Confucian wisemen who assist Chan with cans of Mountain Dew. Other ads produced were significantly less powerful. Scream, a high-speed blend of extreme sports shots which can be organized to reply to the lead-in question””What is known as a Mountain Dew? ”did not really fare well. And Michael Johnson, an area developed to broaden Dew’s appeal inside the African-American community, did not fulfill the company’s targets.

By 1998, PepsiCo managers worried the fact that advertising was becoming too predictable. Particularly, they were worried that the usage of alternative athletics was becoming less significant due to oversaturation. Many other brands, including corporations like Kleines, rundes br?tchen Bites, AT&T, Gillette Intense Deodorant, and Slim Jims beef dried meats snacks, were now significant sponsors of different sports. To hold the marketing campaign fresh, they will needed to find alternative approaches to express Hill Dew’s distinctive features. Car parking Attendant, produced in 1999, was obviously a solid hard work at progressing toward an alternative expression. The spot features a auto parking attendant who also takes liberties when car parking a AS BMW HYBRID handed off by a rigid businessman. The kid drives like in a authorities chase, traveling by air from one building to another, with a frenetic surf instrumental that had been featured in Quentin Tarantino’s Pulp Fictional works a few years preceding.

Mountain Dew Market Research

Pile Dew’s distinctive demographic account reflected the brand’s ancient popularity in the NASCAR seatbelt (see the manufacturer Development Index Map in Exhibit some and lifestyle analysis in Exhibit 5a). And Hill Dew had much lower transmission of the total population than its significant competitors. Nevertheless consumers were the most dedicated in the category. Mountain Dew had the very best “gatekeeping ranking of all CSDs”it was the beverage that mothers tried the hardest to keep out of themore consistent marketing campaign while others feel that the advertising become too formulaic when they are so similar. Regardless, there exists a great temptation when an advertising breaks through and turns into a hit to produce pool-outs to increase the




Mountain Dew: Selecting Fresh Creative

bellies of their kids. Periodically, the PepsiCo study department fielded a major research to assess the “health of the brand, and to immediate any fine-tuning. A 1997 “brand fitness study profiled the position of the Dew brand vs its major competitors (Exhibits 6a-d). PepsiCo monitored the two effectiveness of individual ads, as well as the cumulative impact of advertising around the overall health of the Mountain Dew brand. The contribution manufactured by a single advertising toward building brand equity was notoriously challenging to measure. Both quantitative and qualitative study provided data from which managers make beneficial inferences. Nevertheless Pepsi managers had however to find a research method that was correct enough to rely upon to provide definitive judgments on ad effectiveness. PepsiCo routinely gathered a wide variety of info that hinted at an ad’s impact.

Furthermore to formal research, managers monitored “talk value or perhaps “buzz”the level to which the ad has become picked up by mass media. In particular, The Tonite Show and David Letterman were valuable barometers. Opinions from the Hill Dew website, unofficial websites, and the brand’s 800 number were essential gauges too. In addition , PepsiCo carefully supervised how the salesforce and bottlers responded to the ads, simply because they were getting direct reviews from their clients. PepsiCo managers used each one of these data as filters. But , ultimately, the evaluation of advertising relaxed on bureaucratic judgement. Depending on their previous experience with the manufacturer and with advertising across many brands, managers made a reasoned evaluation.

Nevertheless , PepsiCo managers did rely on market research to assess the cumulative impact of advertising within the brand. Since many other factors”especially pricing and retail screen activity”had an instantaneous short-term impact on sales, it absolutely was often hard to draw causal relationships between advertising and sales. Nevertheless advertising campaigns dodirectly impact how the brand is perceived. And these perceptions, in turn, travel sales. And so PepsiCo got assembled a set of what they known as key overall performance indicators (KPIs), intermediate measures that were directly impacted by advertising and that was proven to significantly impact product sales. Managers monitored KPIs, also known as brand overall health measures, both equally for teens and for 20-39 year olds. But managers were specifically concerned with manufacturer health amongst teens because at this age soda consumers typically moved from experimenting with various drinks to becoming faithful lifetime drinkers of a one soda.

The most up-to-date study, done in the early spring of 1999, reported Huge batch Dew’s young KPIs. Dew improved 6th points in “Dew Tastes Better (to 48% versus a year ago). Unaided brand awareness had dropped 5 points (to 39%). “For someone just like me acquired increased five points (to 53%). And “Dew Drinkers are Cool increased five points (to 64%).

2150 Planning

It happened in 1999, Mountain Dew became the third largest carbonated soft drink at retail, ruling Diet Coke. However , part of this accomplishment in attaining share revolved around the sustained weakness of Pepsi and Coke. In 1999, the problems that the colas were facing appeared to be spreading to Mountain Dew, Sprite, and Dr . Self defense. All of the leading CSDs began to show true weakness as alternative non-carbonated drinks began to attract quite a lot of trial, especially amongst young adults. While Hill Dew revenue began to separation, all of the “brand health indicators remained solid. And the marketing continued to significantly outshine competition. In planning for 2150, Moffitt wonderful senior administration were especially concerned with two dilemmas:

“How to keep the “Do the Dew plan working hard to develop the brand considering that extreme sporting activities were turning into overexposed

“How to respond to the growing menace of non-CSDs, especially Gatorade and the new highlycaffeinated and sugary energy drinks like Red Half truths

Mountain Dew: Selecting Fresh Creative


A detailed technique statement was created by Moffitt’s team at Pepsi-Cola The united states, in conjunction with the consideration team at BBDO New York led by Cathy Israelevitz. This strategy was boiled down to a single word to focus the development of new innovative: Symbolize that drinking Huge batch Dew is usually an exhilarating experience. This doc was used to brief Bruce and his imaginative team (Exhibit 7).

Demonstrate 7

Hill Dew FY 2000 Brand Communications Approach

Objective: Grow appeal of Huge batch Dew to new users while reinforcing it among current users Positioning: To 18 year old men, who take hold of excitement, excitement and fun, Mountain Dew is the nice tasting carbonated soft drink that exhilarates like not any other since it is energizing, thirstquenching, and contains a one-of-a-kind citrus flavor. Connection Strategy: Symbolize that consuming Mountain Dew is an exciting experience. Target: Male Teens”18 year-old epicenter

“Ensure appeal amongst 20-39 year olds (current users)

“Drive widespread appeal (white, African-American, Asian, and other ethnic)

Product Benefits


Emotional Benefits







Great Preference


Origin: PepsiCo

Very Bowl

In addition to these strategic concerns, Moffitt needed to consider carefully where these ads will be broadcast. Mountain Dew’s nationwide media strategy focused on a younger viewers. Typical purchases would contain MTV, The Simpsons, and ESPN during alternative sports broadcasts. However , with its long run of product sales increases inside the 1990s, Mountain Dew was becoming significantly less of a specific niche market brand. Partially in recognition of this increasing customer base and partly to celebrate within the firm Dew’s entrance as the next most well-known CSD, best management made a decision to feature Huge batch Dew rather than Pepsi throughout the Super Pan.

The Super Bowl got for decades recently been a massively influential function for promoters. The game drew the biggest audience of the year and the advertisings received an amazing amount of attention. In recent times, the frenzy around the advertising and marketing had cultivated disproportionately to the game on its own. The multimedia paid practically as much focus on the advertising shown regarding the teams and players.

The networks interviewed the advertisers and the stars of the advertisements, and even replayed the advertisings on their applications. So a brilliant Bowl advertising now had a huge ripple effect in free pr. In addition , the Super Pan was an extremely important contest for marketers and especially pertaining to ad companies. To “win the



Mountain Dew: Selecting Fresh Creative

Very Bowl (to be voted the top advertising in the USA Today Ad M poll reported in the paper the following day) was a exclusive honor inside the industry. Finally, Super Bowl ads provided a powerful product sales tool to motivate stores and marketers. PepsiCo and also other grocery goods advertisers utilized their annual Super Dish advertising to offer in selling displays. Super Bowl promoting, as a result, came into existence a distinctive genre within advertising and marketing. The demographically diverse market demanded advertising and marketing with hooks that were easily understood. Insider humor would not work. While MTV advertising could talk in a colloquial language to teens, Very Bowl advertisements could not manage this luxury. Second, the heated competition to succeed the passion of the market had triggered “big production that would stand out against a great ever-more outstanding set of opponents.

The New Innovative

Generic and Cassar had merely finished delivering ten new ad principles for PepsiCo to evaluate. For each and every concept, PepsiCo managers were given a “storyboard”a script and a set of tough pencil sketches that portrayed the most important moments. Bruce and Cassar spoken through each storyboard to assist the client think about how the advertisement would appear if it were produced. The storyboard offered as the skeletal outline of the ad. The creatives put flesh on these bones by describing in more detail the character types, the action, how the field is portrayed, and the music. Of the eight new concepts, Moffitt fantastic senior managers hoped to pick three advertisings to produce.

Both best ads would managed with theSuper Dish and then all three ads can be broadcast throughout 2000. It was already August, so there is barely sufficient time to produce the ads presented to get them on the Extremely Bowl. Asking Bruce to try again was not an alternative. The five initial concepts were quickly whittled to five finalists. 1) Labor of Love. A humorous spot about the birth of a Dew drinker. The doctor in the delivery area calls away “code green and retreats to catch with a hockey mitt the infant as it shoots out of its mother like a canon.

2) Cheetah. One of the Dew Dudes chases down a cheetah on a mountain motorcycle. The cheetah, running for the African simple, has taken his Dew and this individual wants it back. He discusses the cat, pulls the can out of the cat’s tummy, but locates that it’s vacant and filled with holes. 3) Dew or perhaps Die. The Dew Dudes are called into foil the plot of the evil bad guy who is intimidating to blow up the entire world. Performing daredevil maneuvers down a hill, they receive sidetracked in a ski lodge with some ladies, but by accident save the earth anyway, power by a spilt can of Dew.

4) Mock Safari. A parody of the Full song Bohemian Rhapsody sung by the Dew Dudes who also mock the cover in the original California king album. The ad shows the story in the altered lyrics: alternative sports activities action when the athletes just miss containers of Dew as they take by. 5) Showstopper. A take-off by using an extravagantly choreographed production quantity that mimics a Buzby Berkeley musical/dance film in the 1930s. The dancers happen to be silver-clad BMX riders and skateboarders who also perform intended for the Dew Dudes posing as owners. PepsiCo looked at the analysis of new innovative as the most demanding aspect of brand management.

Contrary to decisions upon new product ideas, consumer marketing promotions, or merchandise improvements, there were no researching the market or marketplace data to steer the decision. Younger managers typically did not stay in the agency presentations as they were not however seasoned enough to judge creative work. PepsiCo believed that managers initial had to gain knowledge of how advertising twelve

Hill Dew: Choosing New Innovative


worked well to build brands through numerous years of seasoning and tutorials in several of the company’s brands. And so Scott Moffitt was the the majority of junior person in the room. The skills and common sense that he demonstrated would be key to moving up the ladder at PepsiCo. Bill Bruce finished offering his previous storyboard and scanned the area to locking mechanism eyes while using PepsiCo executives who would always be deciding the fate of his ideas. Scott Moffitt didn’t return the gaze. Instead he looked desperately at his superiors, understanding that the spot light would up coming focus on him.

This was his chance to prove him self not only to PepsiCo senior administration, but as well to BBDO. BBDO’s mature managers came into existence influential advisors, whom PepsiCo’s top advertising executives regularly relied upon to aid guide branding decisions. With six numerous years of experience below his belt, this was Moffitt’s chance to earn their particular respect as a contributing affiliate to these crucial discussions. Moffitt was eager to make a solid impression with nuanced and well-reasoned evaluations. Following long-standing protocol in packaged merchandise companies, the junior manager at the table gets the initially crack at evaluating the creative. Moffitt cleared his throat, complimented Bruce on the high quality with the new operate he had provided, and began his analysis.



Display 1


CSD Sales/Share

(Million Cases/Percent Market)



Soft drink

Diet Coke

Diet Pepsi


Doctor Pepper





Mello Yello









1999 (Est. )

Sales Share

1, 565. 5 twenty. 1

1, 370. 0 seventeen. 6

726. on the lookout for 9. 3

490. 0 6. 3

295. zero 3. 8

364. almost 8 4. several

three hundred. 0 a few. 9

Revenue Share

1, 597. 9 20. 1

1, 338. 0 18. 9

741. two 9. a few

500. 0 6th. 3

313. 1 3. 9

385. 3 four. 9

327. 5 4. you

Sales Share

you, 613. being unfaithful 20. one particular

1, 327. a few 16. 5

732. 6 9. 1

509. five 6. 4

328. 1 4. 1

414. zero 5. 2

351. 1 four. 4

Sales Share

1, 680. 4 20. 2

1, 305. 9 15. 7

740. six 8. 9

491. 5 5. 9

357. 6 4. three or more

445. 6 a few. 4

387. 6th 4. six

Sales Share

1, 776. 7 20. 5

1, 310. 0 15. zero

767. 6 almost 8. 8

511. a couple of 5. being unfaithful

396. 3 4. five

325. 1 your five. 6

455. 0 5. two

Sales Share

1, 868. 6 20. almost 8

one particular, 344. several 15. 0

793. 0 8. 8

521. 5 5. almost eight

460. 3 5. 1

515. 0 5. 7

509. 6 five. 7

Revenue Share

1, 929. 2 20. 8

1, 384. 6 18. 9

811. 4 8. 7

541. 5 5. 8

529. eight 5. several

536. 8 five. 8

535. 6 5. almost 8

Sales Share

you, 978. 2 20. 6

one particular, 391. five 14. 5

819. 0 almost 8. 5

523. a few 5. 5

598. 0 six. 2

566. 8 5. being unfaithful

605. 2 6. 3

Product sales Share

2, 037. 5 20. 6

1, 399. 8 16. 2

851. 8 8. 6th

529. six 5. four

651. 8 6. 6

599. 4 6. you

665. 1 6th. 7

Sales Share

2, 018. 0 20. 3

1, 371. 8 13. 8

843. zero 8. five

503. 0 a few. 1

671. a few 6. 8

630. 0 6. 3

705. zero 7. 1

211. 5 2 . six

207. several

42. being unfaithful

2 . six

211. three or more

49. a few

2 . 6

209. on the lookout for

59. your five

2 . your five

64. zero

221. a few

2 . a few

64. 6th

219. 9

2 . a few

61. six

217. 7

2 . 3

59. zero

216. several

69. 0

46. 6

2 . three or more

210. being unfaithful

fifty-one. 8

42. four

2 . you

204. 9

21. 7

41. 6

2 . you

Source: Maxwell Report

Show 2

Advertising Spending: Tv set Media

Major CSDs ($MM)






Dr . Self defense




$157. some

$129. 8

$ doze. 9


$139. 9

$141. three or more

dollar 20. 0


$168. one particular

$137. 8

$ 25. 9


$131. one particular

$144. 0

$ 29. 1

year 1994

$161. 5

$120. 6

$ 30. a few


$124. several

$133. 1

$ 32. 3

mil novecentos e noventa e seis

$199. 8

$ 98. 1

$ 40. some


$156. almost 8

$133. 1

$ 43. 1


$140. 4

$140. five

$ 60. 3


$167. 7

$165. 9

$ 45. zero

2000 (Est. )

$208. 3

$159. 6th

$ 55. 9

$ thirty-two. 0

$ 32. 2

$ 37. 8

$ 0. 0

dollar 36. you

money 49. a few

dollar 37. four

$ 0. zero

$ 28. 5

$ 50. 1

$ 23. 7

dollar 0. 0

$ 26. 9

$ 52. 8

$ 30. 4

$ 0. 0

dollar 36. 0

$ 61. your five

dollar 27. a few

dollar 0. 0

$ 54. 6

$ sixty-five. 4

$ 3. 2

$ zero. 0

money 57. being unfaithful

$ 67. 9

$ 33. 1

$ zero. 0









dollar 69. on the lookout for

$102. 4

$ 38. 7

$ nineteen. 6

bucks 87. 7

$106. 8

$ 45. 1

$ 0. 2

Source: Competitive Media Reports

sixty. 6

81. zero

35. 7

15. your five

56. 2

86. 8

27. 0

21. 0


Exhibit a few

Mountain Dew Brand Sales and marketing communications Strategies (1993-1999)





Maximize awareness and trial of Mountain Dew

Distinguish Mt. Dew inside the competitive environment

through contemporary conversation of the trademark’s

distinctive, historical positioning


Concentrate on

You can have one of the most thrilling, fascinating, daring

experience nonetheless it will never compete with the

experience of a Mt. Dew

Male teens/young adults

You might have the most exciting, exciting, bold

encounter but it will never compete with the

connection with a Mt. Dew

Bull’s eye: 18 yr. older leading edge men

Executional Way

-Distinct campaign with Dew value


-Leverage “full lean taste and “rush as

stage of difference

Broad: 12-29 year olds

-Shift to a unified brand focus

modeled after “Do Diet Dew

-Explore outdoor settings

-Predominant men, mid-20’s spreading

-Preserve balance between “outlandish

and “realistic actions/sports

mil novecentos e noventa e seis


Enhance Dew’s placing equity among the list of target in a

highly relevant and contemporary way

(You can have the most thrilling, thrilling, daring

experience but¦) there’s nothing even more intense

than banging a Mt. Dew

Bull’s eye: 18 yr. old leading edge men

Optimize Dew’s positioning value among the focus on in a

highly relevant and modern manner

(You can have the most exciting, exciting, exciting

encounter but¦) absolutely nothing more strong

than slamming a Mt. Dew

Bull’s attention: 18 365 days. old top rated male

Connect Mt. Dew with fascinating and thrilling

journeys in a light-hearted manner

Bull’s eye: 18 yr. aged leading edge men

-Strengthen brand perceptions among AA

Wide: 12-29 season olds

Broad: 12-29 yr olds

-Bring “Do the Dew hallmark campaign

to the next level

-Continue “Do the Dew trademark

marketing campaign and include the Mt. Dew


-Encourage product trial where understanding is low


Build badge value and authentic, accurate Icon position for Mt.

Dew in the world of youth-targeted consumer merchandise

Broad: 12-29 male/female

-Evolve the “Do the Dew campaign

against primary target with fresh and

relevant copy

-Develop ethnically-targeted “crossappeal spot

-Enhance product perception


Improve relevance of Dew’s placement among the goal

Associate Mt. Dew with all the exhilarating intensity of

life’s most exciting, fun adventures

Male Teens (16 yr. old epicenter)

Develop pool area of “Do the Dew executions

-Invite teen ladies while continuous as men


-Explore other metaphors past

option sports to express “exhilarating


-Maintain cross-over charm among 2039 year olds

-One performance should have AA/urban


-Communicate quenching

-Inclusion of water-greenery factors not


Origin: PepsiCo


Exhibit 4

Mountain Dew Manufacturer Development Index Map

Resource: BBDO Nyc



Display 5a

Spectra Lifestyle Evaluation







18-34 W/Kids

18-34 W/O Kids

35-54 W/Kids

35-54 W/O Children



Total Life-style

Upscale And surrounding suburbs


seventy seven






Traditional Families



one hundred sixty





Mid High end









City Elite





forty seven



Working Course









Non-urban Towns &









Middle Urban Burning









Downscale Rural








Downscale City








Total Lifestage



one hundred sixty five





Source: AIR CONDITIONING UNIT Nielsen Item Library 11/97 to 11/99



Show 5b

Mountain Dew: Picking New Imaginative

Lifestyle Glossary

Life-style Glossary

Upscale Suburbs

“The American Dream, a nice property in a wonderful suburban neighborhood.

College-educated executives and professionals who also index high on travel, eating out, playing golf, gonna health clubs, buying imported cars, watching/reading organization and news. Low African-American and Mexican. High cash flow.

Traditional Families

Like Upscale Suburbs, but lower socio-economic level. Mix of lower level administrators and professionals with well-paid blue-collar. Index high on: gardening, DO-IT-YOURSELF home improvement, generating SUVs, camping, classic ordinary, sports the airwaves. Low African-American and Hispanic. Mid-high profits. Mid/Upscale And surrounding suburbs

Live in first-generation suburbs which have been now portion of the urban fringe. Lower income than Traditional Households, but even more college-educated and white collar. Index high on: baseball enthusiasts, casino gambling, using net, attending live theatre, studying science and technology, listening/watching news. Low African-American and Hispanic. Mid-high income.

City Elite

Younger and even more urban, college-educated, ethnically various. Very mindful to new fashions. Geographically mobile. Index high on: fitness centers, bars and night clubs, magazines, VH-1, music, film, computers. Middle profits.

Working School Towns

Well paid blue collar families surviving in suburbs of smaller cities. Index high on: auto sporting, fishing, hunting, country music, camping, televised sports. Own trucks or perhaps minivans. Low African-American and Hispanic. Middle income.

Non-urban Towns & Farms

Small villages mostly in the middle of the country, focused by blue-collar and farming work. Index high on: rodeos, fishing, woodworking, chewing cigarettes, wrestling, camping, country music, TV videos, USA and TNN channels. Don’t examine magazines and newspapers. Low African-American. Low income. Mid Downtown Melting Pot

Urban multi-ethnic neighborhoods. Old European cultural enclaves and new Cookware immigrants, combined with African-American and Hispanic communities. Index at the top of: menthol smoking cigarettes, dance music, boxing, expert basketball, lotto, Home Shopping Network, weighty TV looking at, urban modern day radio. Low income, low school, service companies.

Downscale Non-urban

Poor rural areas in Appalachia, throughout the Southern, and the Flatlands States. This kind of socially old-fashioned and spiritual area may also be called “the bible belt:  While indexing substantial African-American, these are generally very segregated neighborhoods with little ethnicity mixing. Most affordable on education, occupation, income, housing. Index high on: trucks, chewing tobacco, belonging to veteran’s club, target shooting, tractor pulls, country music, fishing and hunting., day time drama TV SET programs.

Downscale Urban

Same socioeconomic profile because Downscale Non-urban but completely different cultural account, more just like Mid-Urban Shedding Pot. Mostly African-American and Hispanic metropolitan neighborhoods. Resource: AC Nielsen Product Collection 11/97 to 11/99



Exhibit 6a

Brand Images ” Huge batch Dew



*Too sweet

Most amusing ads

Fun to imbibe

Intense knowledge

Lots of flavor

When require energy increase

In mood to get something different

*At a sporting event




















(Someone you’d use

period with)

Supply: BBDO New york city



Display 6b

Manufacturer Imagery ” Surge



*Can’t relate to advertisements

*Low quality product

*Not always obtainable


Strong experience

*Tastes artificial

When ever need strength boost

In feeling for some thing


Source: BBDO New York

End user




















In fashion



Demonstrate 6c

Manufacturer Imagery ” 7 Up



*Least unhealthy

Cheapest calories

Low in salt

*Too little taste

*Not sweet enough

*Not filling

*Healthy/good for you personally

Many refreshing

Origin: BBDO Ny


















Exhibit 6d

Brand Symbolism ” Sprite

Product Symbolism

Most affordable calories

Most relaxing

*Thirst quenching

*Goes down easy

Low in sodium

Within a nice restaurant

*After exercise/sports

(In the evening)

(In the morning)

















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