Dumping the Egg Basket

Friday, March 25, 2011

Dumping the Egg Basket

I would never, ever advise someone to abandon what has made them successful in their advertising and marketing and jump on the social media bandwagon.

I have told many they should do both.

Only, yes only if what they have been doing previously has not been working, would I ever tell them to stop it and do something else, social media or otherwise.

Unfortunately, I never got a chance to talk to the marketing folks at Pepsi.

This is from the Ad Contrarian Blog.

I'll have more at 2pm this afternoon

Social Media's Massive Failure

For several years there has been consensus among a very vocal and highly placed group of marketing executives and commentators that fundamental changes have taken place in our culture and in technology which render traditional modes of marketing communication no longer relevant or effective.

The thinking behind the hypothesis goes like this:

Marketing is a "conversation."
People are no longer willing to accept the "interruption" model of advertising.
The objective of marketing communication is for a brand to create "engagement" with consumers.
Traditional forms of advertising do not create engagement and have substantially outlived their usefulness.
The Internet has created an environment in which consumer control of his/her purchasing behavior is unprecedented.
Consumers are quickly moving away from brands that are obviously out to sell them something in favor of brands that seek to engage with them and have conversations.
Social media represents the most effective medium for engaging with consumers and having these conversations.

Among mainstream brands that have adopted this new marketing paradigm, none has been more zealous than Pepsi-Cola. Last year, Pepsi substantially abandoned its long-standing commitment to traditional advertising in favor of social media. It canceled its annual Super Bowl advertising. It diverted tens of millions of dollars from traditional advertising to create the "Pepsi Refresh Project." Pepsi Refresh was an online social media initiative in which Pepsi gave out 20 million dollars. They also spent many millions more in support of this initiative. I am pretty certain Refresh is the largest social media initiative ever undertaken. Never before, to my knowledge, has a brand taken so much of its traditional advertising money and energy and re-directed it into social media. Most major brands have some kind of social media program. But never before, to my knowledge, has a major consumer brand made a social media program the centerpiece of its advertising and marketing.

"We took the divergent path," explained Frank Cooper, chief consumer engagement officer for Pepsi. "We wanted to explore how a brand could be integrated into the digital space."

The idea behind the program was that you, the consumer, got to engage with Pepsi by voting for the "Refresh" projects you deemed most worthy. There were also other opportunities to engage through an enormous online effort -- Facebook, Twitter, YouTube, website, blogs. Millions of dollars were also spent in what might be called "traditional advertising in support of social media." Skeptics (such as yours truly) have been eagerly awaiting a report card on this initiative as it is the first real test case for a major brand implementing a massive transfer of marketing resources from traditional advertising to social media. The results are now in. It has been a disaster.

Last week, The Wall Street Journal reported that Pepsi-Cola and Diet Pepsi had each lost about 5% of their market share in the past year.

If my calculations are correct, for the Pepsi-Cola brand alone this represents a loss of over $350 million. For both brands, the loss is probably something in the neighborhood of 400 million to half-a-billion dollars.

For the first time ever Pepsi-Cola has dropped from its traditional position as the number two soft drink in America to number three (behind Diet Coke.)

In 2010, Pepsi's market share erosion accelerated by 8 times compared to the previous year.

The Refresh Project accomplished everything a social media program is expected to: Over 80 million votes were registered; almost 3.5 million "likes" on the Pepsi Facebook page; almost 60,000 Twitter followers. The only thing it failed to do was sell Pepsi. It achieved all the false goals and failed to achieve the only legitimate one. In reaction to this disaster, Massimo d'Amore, chief executive of PepsiCo Beverages Americas had this to say...