SORRELL RIDGE FRUIT SPREAD
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Background:
The jams and jellies category was cluttered with many brands made essentially the same way. The market was dominated by Smucker’s, made mostly from refined sugar, corn syrup and only a small percent of fruit. In contrast, Sorrell Ridge produced an all-fruit product but had little distribution outside of health food stores. Challenge: To introduce a new product (Sorrell Ridge) against a giant competitor (Smuckers) which had a 30 year reputation for being honest, friendly, and good. The marketing objective was to increase sales, gain broader distribution, and do it all on a shoe-string budget. Solution: Go head-to-head against the competition where it was most vulnerable. Ironically, we determined that Smucker's tagline, ("With a name like Smucker’s, it has to be good,") was both it's biggest equity and its most vulnerable target. A playful TV execution dismantled the tagline and revealed the truth: "With 100% fruit, we have to be better." We also created this head-to-head coupon print ad. Result: President/CEO Fred Ross: "It was a resounding success." First month sales increased 90% and national sales increased 50% the first year while the category grew only 3.5%. Forbes ran a feature on the success of the campaign, and Harvard Business School teaches the case. Sorrell Ridge, now widely distributed, keeps the tagline on their label. |
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