Nutella: accidental brand or cult sensation?

A Twitter conversation last night instigated by Olivier Blanchard and carried on ad nauseum elsewhere, sales reminded me of a long-time guilty pleasure: Nutella. Just typing the word makes me salivate – and I have to restrain myself from running upstairs to slather some of that rich hazelnutty goodness on melba toast. And apparently I’m not alone: in additon to Twitter fetishists, Nutella has 3.5 million fans on Facebook.

French Vs German Nutella

So why all the nuts?

Dutch Hagelslag: The chocolate-on-bread option I grew up with.

I didn’t grow up with Nutella. As a Dutch-Canadian kid, if we wanted chocolate on bread, by golly, we just put chocolate on bread. “Hagelslag” (pronounce the g as if you are lightly hacking up a small furball) or “chocolate hail” or just “sprinkles” were always available at my Oma’s house. My first Nutella purchase came as a student, when my room-mate had to have it in the house, and I in turn have had my own jar on the shelf ever since. And now, although we don’t let the kids have it (far too precious), my pregnant wife is currently making sure we stay stocked up.

But I wasn’t conscious of where it comes from (Italy), or its fascinating history, which Wikipedia has done a much better job of than I could manage in a blog post. Basically, it comes from a war-time innovation by Pietro Ferrero to produce a cheaper alternative to chocolate using cocoa and the hazelnuts that were plentiful in that region. Nutella in its present form emerged in 1964, with 179,000 tons produced in Italy every year.

Building a fan base

But I can’t remember seing an ad for Nutella, and can’t recall a single in-store promotion or Point-of Purchase display. It was always just there on the shelf alongside the Peanut Butter, calling “Dennis! DEEEENNNNISS!”. <more saliva> But I digress.

Apparently Ferrero does do some advertising – particularly in Europe, as in this nicely toned French ad that promises that Nutella will give you the energy of a child. But according to this site, Ferrerro USA only spent $300,000 on advertising in 2008.

It’s interesting that the positioning is built around “energy” and “youthfulness” rather than being explicitly “healthy”. In Canada, Nutella labels feature a boy kicking a soccer ball to highlight their support for amateur soccer, while in Italy, the connection with futbol was made even clearer in one commemorative package (right).Soccer jar

But in the UK, the “energy” positioning has gotten Nutella into hot water as misleading for a product that contains so much sugar and fat (thanks to @kaitli for the tip!).

The secret to Nutella’s long term success seems to be consistency, living up to the promise by just being there, and by the affectionate devotion of its fans who carry a craving for that taste well into their adult lives. And not just consumption, but even geeky fixation.

Just do a quick YouTube search on Nutella, and you’ll find hundreds of fans geeking out on all aspects of the product. Check out this clip from a German television show that compares the consistency of French Nutella with German Nutella in agonizing (and entertaining) detail. But note that when they actually call Ferrero in this clip, the brand-er doesn’t do much to help the geeks in question with their free advertising.

So the question for you DIFFER brand geeks: what should Ferrero be doing to capitalize on all these nuts who obviously want to help them spread the love? Social Media campaigns? More traditional media advertising? Just staying out of the way? Looking for your comments as always.

Brand Brief: Trident loses intensity

Trident “Less Intense” – both a sign of changing times and a spectacular positioning error.

The Trident "More Flavour / Less Intense" positioning statement - along with the "Intense" tag used by competitor Dentyne.
The Trident "More Flavour / Less Intense" positioning statement - along with the "Intense" tag used by competitor Dentyne.

All right brand geeks, viagra 60mg have a go at this one.

As a life-long gum addict, doctor (full disclosure – Excel is my brand) I’m always interested in the contortions gum-makers go to to get my attention in a crowded brandfield. But this one really jumped out as both a sign of changing times and a spectacular positioning error.

Changing Times:

It seems like the “Extreme” superlatives and the “Intense” flavour / fashion / lifestyle experiences pushed by advertisers in the mid 00’s are pulling back a bit under the weight of recession. I remeber being stumped a bit why my anti-perspirant Degree started pushing new scents like “EXTREME BLAST” a few years back — which seems to me to be the LAST thing you want eminating from your armpits…

But increasingly, the consumer branding pitch seems to be less about trying new things and getting back to fundamentals. Witness the sheepish positioning line “Less Intense”.

Positioning Errors:

1) Apologetic Subtext: Sorry everybody, we didn’t mean to offend you with our intense taste for the last few decades…

2) Confusing juxtaposition: of “Now more flavour…” and “LESS INTENSE!!!!!!!!” (puncuation added) Huh?!?! I’m a bit slow on my flavour-industry jargon, but isn’t that a bit like saying about a new painting “It’s more beautiful, BUT YOU WON’T BE OVERWHELMED BY THAT ANNNOYING BEAUTY LIKE BEFORE!!!!!!”

Okay, I’m done. Any thoughts? Join the converstation!