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Stakeholders:
Meti Pradeep
Manju Varkey
Indrajeet Chitte
Pranav Shah
Himanshu Gosain
Birth of Got Milk campaign
• Campaign borne of necessity
• Steady decline in consumption of milk
• Campaign based on Milk ...
The Diary Industry and CMPB
Dairy
Industry
Farmers Processors Retailers
• Processors came together to establish California...
Marketing Brands Commodities
Too many
Decision makers
Small Budgets
Slow budget
Process
Push versus Pull
Marketing Brands Commodities
Demand Side
Changing a category
versus Changing
market Share
Influenced by other
industries
California Milk Environment
• Accelerated decline in consumption of milk sales
from 1990-1993
• CMPB’s goal: increase sale...
Previous Milk Promotion Campaigns
• Effective in communicating the health benefits of
Milk
• Traditionally communicated a ...
Previous Milk Promotion Campaigns
• In early 1990s there were two dominant
campaigns.
• ‘The Milk does body good’ campaign...
United Dairy Industry Association
• Study revealed several critical factors in decline of
consumption
Proliferation of oth...
Relationship of Milk with Food
• Research included a host of transcripts from
consumer’s experiences with milk
– Oreos/ ca...
• Manning along with agency Goodby, Silverstein &
Partners decided the best option was to embark
on a new, innovative adve...
• Campaign Objectives
Change Consumer
Behaviour
Increase Mind
Share
Halt Sales Decline
CMPB Branding Strategy
• Based on the research, agency decided to
reach out to consumers using ‘Deprivation
Strategy’
• Each ad paired one of mil...
• Creative twist was to deprive the main
character of milk, resulting in delicious food
without milk – deprivation strateg...
Media Strategy
• TV ads gradually built the tension that was so critical in the
deprivation strategy
• The ‘got milk?’ tag...
Priming purchases at POS
Billboards
Bus Stop Ads
Got milk check out drivers
POP Displayers
Got Milk stickers on bana...
SYNCHRONIZATION OF TV ADS & CONSUMPTION
TIMINGS:
3 IDEAL TIMES TO COMMUNICATE:
MEDIA STRATEGY
On the
way to the
store
In...
X`
• 60% aided recall level in only 3 months
• 70% awareness in only 6 months
• Surpassed previous campaigns within a year...
• National and International
• Licensed to Dairy Management Inc.
• MilkPep also obtained licensing
rights along with DMI.
• UK’s milk development counc...
Products and Partnerships
• Partnerships
– Girls Scouts
– General Mills
– Nestle
• Products
– T-shirts
– Baby bottles
– Mu...
‘Got Milk Reconsidered’
• Drysville campaign
“Drysville’s advertising was more on people’s heads
than their mouths and sto...
Growth Slows
• Though both the campaigns fuelled 1% growth in
national milk sales in 1997 they did not enjoy
similar succe...
New Direction
• Went back to the focus on health and
developed two advertisement with the agency
highlighting the health b...
Hispanic Consumers
Large
Population
Heavy drinkers
of milk
Deprivation was
not funny for
them
Sacred
Ingredient:
Family,Lo...
Hispanic Consumers
• Ad campaigns like La Liorona and Licuadas
which were solely directed to them gained
favour to milk sa...
Expanding Distribution
• Vending machines
• Tie-ups with schools and fast food restaurants
• Improved portable packing and...
Future
• The campaign resonated with consumers in
California
• Increased sales and launched licensed
merchandise and ‘Got ...
Last Slide, Isn’t it ?
• YOU GOT TO SEE THIS !
Got milk
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Got milk

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Got Milk was campaign started during 1980s in California to stop the decline of Milk consumption in the state. The campaign was designed by CMPB head Jeff Manning and Silverstein Ad agency. The fund for the campaign came from Farmers and Processors. The campaign was runaway hit and was replicated all over U.S. and Europe. The campaign lead to increase in the sales of Milk.

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Got milk

  1. 1. Stakeholders: Meti Pradeep Manju Varkey Indrajeet Chitte Pranav Shah Himanshu Gosain
  2. 2. Birth of Got Milk campaign • Campaign borne of necessity • Steady decline in consumption of milk • Campaign based on Milk deprivation
  3. 3. The Diary Industry and CMPB Dairy Industry Farmers Processors Retailers • Processors came together to establish California Milk Processor Board • Appointed Jeff Manning as Director and raised $23 million budget • Sponsor a legislation to contribute $0.03 per gallon sold in state
  4. 4. Marketing Brands Commodities Too many Decision makers Small Budgets Slow budget Process Push versus Pull
  5. 5. Marketing Brands Commodities Demand Side Changing a category versus Changing market Share Influenced by other industries
  6. 6. California Milk Environment • Accelerated decline in consumption of milk sales from 1990-1993 • CMPB’s goal: increase sales and consumption of milk in California • In 1992, out of 31.3 million people only 21 million were current or potential milk drinkers (67%) • If consumption increased by even one glass per week, profits would increase over $100 million per year
  7. 7. Previous Milk Promotion Campaigns • Effective in communicating the health benefits of Milk • Traditionally communicated a three tiered message Adults: Milk is good and should be a regular part of diet Teens: Milk makes your beautiful and strong Kids: Milk is cool and fun
  8. 8. Previous Milk Promotion Campaigns • In early 1990s there were two dominant campaigns. • ‘The Milk does body good’ campaign • ‘The Good fast food’ campaign • Both ran nationally
  9. 9. United Dairy Industry Association • Study revealed several critical factors in decline of consumption Proliferation of other beverages • Lack of portability Lack of flavour variety • Not quenching thirst Lack of consumer Mind Share Shared Nature of consumption•
  10. 10. Relationship of Milk with Food • Research included a host of transcripts from consumer’s experiences with milk – Oreos/ cakes with big glass of milk – With cereals – Sandwiches and milk • These responses highlighted the close knit relationship between milk and other food • Nutritional requirements were not as important in beverages • Thus health benefits only moderately motivated consumers to drink milk
  11. 11. • Manning along with agency Goodby, Silverstein & Partners decided the best option was to embark on a new, innovative advertising campaign “The dairy industry has taken itself to seriously. Eating is a form of entertainment...the most popular form of entertainment in California, the USA and the world. Get people smiling at your advertising and they will look, listen and we believe , consume more milk” CMPB Branding Strategy
  12. 12. • Campaign Objectives Change Consumer Behaviour Increase Mind Share Halt Sales Decline CMPB Branding Strategy
  13. 13. • Based on the research, agency decided to reach out to consumers using ‘Deprivation Strategy’ • Each ad paired one of milk’s perfect compliment: Cookies, peanut butter sandwiches, cereal ‘Got milk?’ Creative Development
  14. 14. • Creative twist was to deprive the main character of milk, resulting in delicious food without milk – deprivation strategy • Thus in each ad, the snack or meal is ruined because of absence of milk ‘Got milk?’ Creative Development
  15. 15. Media Strategy • TV ads gradually built the tension that was so critical in the deprivation strategy • The ‘got milk?’ tagline urged the consumer to run to the refrigerator and make sure the answer was ‘yes’ • Ran joint promotions with major brands such as Oreos and Wheaties • Billboard ad used to extensively reinforce TV ads MEDIA STRATEGY
  16. 16. Priming purchases at POS Billboards Bus Stop Ads Got milk check out drivers POP Displayers Got Milk stickers on bananas, etc Integrated Communication Strategy
  17. 17. SYNCHRONIZATION OF TV ADS & CONSUMPTION TIMINGS: 3 IDEAL TIMES TO COMMUNICATE: MEDIA STRATEGY On the way to the store In the store At home LATE AFTERNOON BREAKFAST LATE EVENING
  18. 18. X` • 60% aided recall level in only 3 months • 70% awareness in only 6 months • Surpassed previous campaigns within a year • Exceeded initial sales expectations • Daily consumers of milk jumped from 72% to 78% a year later • Sales jumped by 6.8% • California milk processors witnessed sales volume increase of 1.07% or $13million SUCCESS OF THE CAMPAIGN
  19. 19. • National and International
  20. 20. • Licensed to Dairy Management Inc. • MilkPep also obtained licensing rights along with DMI. • UK’s milk development council also approached CMPB for licensing ‘got milk?’ and ran the campaigns in England, Wales, Scotland
  21. 21. Products and Partnerships • Partnerships – Girls Scouts – General Mills – Nestle • Products – T-shirts – Baby bottles – Mugs – Barbie doll PARTNERSHIPS AND PRODUCTS
  22. 22. ‘Got Milk Reconsidered’ • Drysville campaign “Drysville’s advertising was more on people’s heads than their mouths and stomachs. People felt the deprivation intellectually. Deprivation was only happening to ‘them’, people of Drysville, not to me[the consumer]” ‘Got Milk? Reconsidered’
  23. 23. Growth Slows • Though both the campaigns fuelled 1% growth in national milk sales in 1997 they did not enjoy similar success the following year • National sales dropped 0.4%. • Milk prices increased 10-15 % • The decade ahead was of mixed results. It increased in 1999 and drpped again in 2001 to the same level as 1993. • 2002 and 2003 experienced a 10 year high but unexpectedly dropped by 1 % in 2004 GROWTH SLOWS
  24. 24. New Direction • Went back to the focus on health and developed two advertisement with the agency highlighting the health benefits • Grass-root campaigns- ‘Gravity tour’ • Promoted health benefits for bones NEW DIRECTION
  25. 25. Hispanic Consumers Large Population Heavy drinkers of milk Deprivation was not funny for them Sacred Ingredient: Family,Love,Milk HISPANIC CONSUMERS
  26. 26. Hispanic Consumers • Ad campaigns like La Liorona and Licuadas which were solely directed to them gained favour to milk sales from Hispanic Californians • Campaigns were very successful • Risk of alienating current consumers base was low as they had already succeeded in creating strong brand image and mind share HISPANIC CONSUMERS
  27. 27. Expanding Distribution • Vending machines • Tie-ups with schools and fast food restaurants • Improved portable packing and variety of milk flavours • McDonald tie up with CMPB EXPANDING DISTRIBUTION
  28. 28. Future • The campaign resonated with consumers in California • Increased sales and launched licensed merchandise and ‘Got Milk?’ knockoffs. • Imitation best form of flattery - ‘got wine?’, ‘got books?’, ‘got stickers?’ FUTURE
  29. 29. Last Slide, Isn’t it ? • YOU GOT TO SEE THIS !

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