AGENCY: MEDIACOM
OBJECTIVE: To increase Mach 3 razor trials & increase market-share.
SITUATION & IDEA: Despite being present in the market for more than a decade, Gillette Mach 3’s sales were flat due to premium pricing. Research said that consumers thought highly of Gillette Mach 3, but not about shaving per se. But they did enjoy arguing. And so the ‘India Votes: To Shave or not’ idea was born, giving a chance to argumentative Indians to do just that.
EXECUTION: A first of its kind shaving survey was commissioned with questions like ‘Are clean-shaven men more successful?’ and ‘Does the nation prefer clean-shaven celebrities?’ The survey results were bombarded across TV, radio, print & online media. Actors Milind Soman and Kunal Kapoor were roped in to shave off their beards to entice consumers.
RESULT: Not only did the trials for Mach 3 increase 400 times after the campaign, the market share of the brand went up by 25%.
For more articles, Click on IIPM Article.
Source : IIPM Editorial, 2010.
An Initiative of IIPM, Malay Chaudhuri and Arindam chaudhuri (Renowned Management Guru and Economist).
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