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	<title>The Mercury Brief &#187; Thums Up</title>
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	<description>Dispatches from Global Messengers: myths, fables, lessons</description>
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		<title>How Thums Up became the ruling cola of India.</title>
		<link>http://www.mercurybrief.com/2009/10/thums-up-cola-of-india/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=thums-up-cola-of-india</link>
		<comments>http://www.mercurybrief.com/2009/10/thums-up-cola-of-india/#comments</comments>
		<pubDate>Mon, 19 Oct 2009 00:00:58 +0000</pubDate>
		<dc:creator>Bob Page</dc:creator>
				<category><![CDATA[Communication]]></category>
		<category><![CDATA[Innovation]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[Akshay Kumar]]></category>
		<category><![CDATA[Ashok Kurien]]></category>
		<category><![CDATA[Coca-Cola]]></category>
		<category><![CDATA[Elsie Nanji]]></category>
		<category><![CDATA[India]]></category>
		<category><![CDATA[Pooja Bhatt]]></category>
		<category><![CDATA[Salman Khan]]></category>
		<category><![CDATA[Thums Up]]></category>

		<guid isPermaLink="false">http://www.mercurybrief.com/?p=924</guid>
		<description><![CDATA[For very good reasons, the national cola of India &#8212; Thums Up &#8212; stars in a dozen case studies on the intersection of global and local forces. These studies are a fascinating combination of anthropology, sociology and marketing, where Thums Up usually symbolizes the triumph of indigenous values. If mythical gods get thirsty, their beverage [...]]]></description>
			<content:encoded><![CDATA[<p><a class="post_image_link" href="http://www.mercurybrief.com/2009/10/thums-up-cola-of-india/" title="Permanent link to How Thums Up became the ruling cola of India."><img class="post_image alignnone" src="http://www.mercurybrief.com/wp-content/uploads/thumsupindiaflag.jpg" width="420" height="324" alt="Thums Up might as well be the national soft drink of India." /></a>
</p><p><span id="more-924"></span>For very good reasons, the national cola of India &#8212; Thums Up &#8212; stars in a dozen case studies on the intersection of global and local forces. These <a title="University of Chicago anthropologist William Mazzarella's book 'Shoveling Smoke' on Amazon." href="http://www.amazon.com/Shoveling-Smoke-Advertising-Globalization-Contemporary/dp/0822331454" target="_blank">studies</a> are a fascinating combination of anthropology, sociology and marketing, where Thums Up usually symbolizes the triumph of indigenous values.</p>
<p>If mythical gods get thirsty, their beverage of choice is probably Thums Up.</p>
<p>A little history: The Indian government gave an edict to companies such as Coca-Cola and IBM in 1974: Hand over control to your Indian subsidiary, or leave. In 1977, rather than comply with the new ownership law, Coca-Cola left. In its absence, several Indian companies went after the national soft drink market. A government-run company named one cola “Double Seven” after the year of the departure. Double Seven apparently captured the essential flavor of government, and didn&#8217;t do well. Coke’s former local bottler, Pure Drinks, created “<a title="Rich study of Indian colas by Sam Dolnick of the Associated Press. Dolnick is also a talented photographer." href="http://abcnews.go.com/International/wireStory?id=6933760" target="_blank">Campa Cola</a>.” Parle, a food and beverage company in Mumbai, created “Thums Up,” with a distinctive, spicy flavor something like a betel nut. At least that&#8217;s what they said. It tastes like a cola to me, but I digress.</p>
<p>Thums Up dominated, growing to 35 percent market share.</p>
<p>Then, in 1993, looser government controls enabled Coca-Cola and Pepsi to re-enter India. Coca-Cola bought Thums Up from Parle. After a couple of years, deciding it was easier to beat Pepsi with two brands than one, Coca-Cola invested heavily in Thums Up. New brand messages celebrated local culture and values, including the way its spicy finish complements Indian dishes. The logo’s simple thumbs-up gesture capitalizes on resemblance to Manmad Hill in the Maharashtra region of western India.</p>
<p>Just a few weeks ago, in The Economic Times of India, two creative directors who managed Thums Up advertising &#8212; <a title="A profile of India marketing legend Ashok Kurien." href="http://www.livemint.com/2008/04/18003459/Ashok-Kurien--Packing-a-punch.html" target="_blank">Ashok Kurien</a> and <a title="Elsie Nanji profile in India Today." href="http://indiatoday.intoday.in/index.php?issueid=&amp;id=7471&amp;option=com_content&amp;task=view&amp;sectionid=34" target="_blank">Elsie Nanji</a> &#8212; <a title="Kurien and Nanji write about their Thums Up campaign." href="http://economictimes.indiatimes.com/articleshow/4908871.cms" target="_blank">wrote</a> about how they turned Pepsi’s playbook against them in the 1980s and 1990s. They scripted actress Pooja Bhatt to pick Thums Up over Pepsi in a blind taste-test, taking claim to Pepsi’s usual tactic. They signed actor Salman Khan to portray an Indian Air Force fighter pilot winning in the skies, pre-empting a Pepsi promotion with Tom Cruise’s pilot from “Top Gun.”</p>
<p>Today, estimates give Thums Up 16 percent market share, with soft drinks Sprite at 15 and Pepsi at 13. Coca-Cola just <a title="Details about re-charging a 20-year-old campaign." href="http://www.medianewsline.com/news/145/ARTICLE/5004/2009-08-31.html" target="_blank">re-invested</a> in Thums Up’s 20-year-old “Taste the Thunder” campaign, naming actor Akshay Kumar as new brand ambassador.</p>
<p>The local guy, Thums Up, ultimately won the mythical fight for Indian cola supremacy against Pepsi and <a title="Details on more than 3,000 Coca-Cola brands, including 'Love Body' tea in Japan." href="http://www.thecoca-colacompany.com/brands/product_list_l.html" target="_blank">Coca-Cola</a>. It’s an unusual case of David and Goliath having a pre-fight meeting, deciding everybody would be better off with David as the local hero, calling off the battle, and then teaming up to beat the other guys.<br />
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<img class="alignleft size-full wp-image-360" title="India" src="http://www.mercurybrief.com/wp-content/uploads/India.jpg" alt="India" width="35" height="23" /><br />
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