How we doubled sales by focusing on less (2008)
Campaign: How we doubled sales by focusing on less
Brand: Lucozade Sport
Client: GSK
Agencies: MediaCom, M&C Saatchi
Authors: Chris Binns, MediaCom
James Joice, M&C Saatchi
Clare Newman, MediaCom
This paper shows how Lucozade Sport sales doubled over three years by having more engaged conversations with a smaller group of people. The ‘Before, Fuel, Edge’ communications strategy was developed to connect Lucozade Sport with the needs of athletes; using it ‘before’ sport as preparation, providing ‘fuel’ through functionality and scientific credentials, and ensuring its availability at events for participants and spectators (‘edge’). The campaign created a wide variety of partnerships, experiences and content to deliver this multi-faceted strategy and directly connect with the right people. It has generated a short-term payback of £1.04 per every £1 spent.
Judge's Comments:
This case study is a great example of how excellent targeting and interesting use of channels produced dramatic sales growth and impressive payback. Lucozade Sport really honed their audience and worked out how to reach them through the right partnerships and experiences.
Alan Bishop, Chief Executive, Central Office of Information (COI)