Malibu: Do whatever tastes good

Malibu, a rum brand, launched a contest to win a Welcome to Malibu kit to transport US consumers into the summer vibes mindset, transcend the declining rum category and achieve growth despite lower investment.

Summary of the marketing challenge, methodology, insight discovered, creative execution and business impact.

  • Challenge: Transform from a summer-only brand to a spirit of summer. Transcend declining rum category to source from new competitors like hard seltzers, with our unique flavors and refreshing taste. Grow despite lower investment.
  • Method: Insights drove decisions from strategy to execution:
    • Demand segmentation identified opportunity to win in demand space territory and escape need, by battling new competitors.
    • Ethnographies deepened un1derstanding of escape need for middle-aged women who prioritize others' happiness as group's "puppet master"
    • Creative pre-testingsimulated real-world behavior to...

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