A rumor spreads: Festis “whispering” campaign hits it big
Bucking traditional advertising approaches, Festis launched an innovative multiple mobile marketing campaign that invited people to forward a “secret” message and mobile coupon to their friends. The result was strikingly successful.
The Challenge
Rebranded in the 1990s, Festis, a well-known Swedish non-carbonated soft drink, today targets the youth market in large cities. The brand has consistently tried to challenge traditional advertising conventions by focusing on a concept of what it is like being a “Festis,” a state of being that conveys a sense of humor, the positive and self-confidence.
MORE’s mission was to build and execute a mobile campaign to support and reuse the creative ideas of the above-the-line advertising. We developed a mobile strategy in which we focused on building the brand and driving the target group to sample and test purchase by:
- Creating an innovative image of the Festis brand
- Anchoring the creative idea with the above-the-line activities
- Using a viral approach and use the target group itself to spread the message
The solution
More Mobile Relations produced a mobile campaign based on the “whispering theme” tied in with the Festis TV ads. The target group received a funny, engaging and a rather cryptic call that invited them to forward the call to friends to receive a mobile coupon. A mobile coupon entitled the user to a free Festis in any nationwide retail store (Pressbyrån or 7-Eleven) in Sweden.
Receiving a “secret” message from a friend gives it credibility and generates a positive reaction than if perceived as advertising. The campaign is in line with the Festis brand strategy to challenge traditional advertising conventions.
33% of the mobile coupons were redeemed for a free Festis compared with an average of 2% for printed coupons
The viral campaign generated consumer interest in a new Festis product by using multiple mobile marketing disciplines and techniques such as text, speech, text-to-speech, IVR and mobile coupons. The idea and concept was easy to understand for the consumer, although the technical solution was complex.
Result
More customers than expected responded to the campaign. The viral effect was very strong in the second wave of the loop with more people getting involved when they received the message from a friend. Some results:
- 23% of the target group responded to the invitation and received the IVR call.
- 16% of these participated in the game, received a mobile coupon and forwarded an invitation to 1,5 friends on average.
- 31% of invited friends participated in the game, received a coupon and forwarded an invitation.
- 33% of the mobile coupons were redeemed for a free Festis compared with an average of 2 % for printed coupons–a striking success rate!
About Festis
In 2008, Carlsberg launched Festis Free Blueberry Raspberry, a new sugar-free flavor. Festis is the brand for still drinks marketed by Carlsberg in Sweden. Still drinks market share of the total bottled soft drink market is 6 % and the market leader in the still drink segment is the brand MER by the Coca-Cola Company close followed by Festis as first runner up. The competition is fierce, with increased sales of bottled water as a tough contender.
For more information, please contact:
Denmark: Jan Kyhnau, jan.kyhnau@moremr.com, +4522169700
Sweden: Martin Edwall, martin.edwall@moremr.com, +46733818080
Norway: Torve Indahl, torve.indahl@moremr.com, +47 91352299
Finland: Jari Anttonen, jari.anttonen@moremr.com, +358 50 381 8937
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