There was no getting away from him. A poster at a bus stop in Chennai asked, “Will Digen Verma be in the next bus?” Or, when watching a movie; there was bound to be an interruption all of a sudden with a handwritten message saying, 'Digen, your car is being towed'. And, outside in the car park, almost all the cars had stickers on them saying, 'Digen Verma was here.' In many commercial places in metros and even far off places like Simla, there were footmarks accompanied by the mysterious words 'Digen Verma was here' pasted. There were rumours galore about 'Digen Verma' and his identity. Some thought it was a campaign for the launch of some new fashion label, while others thought Digen Verma he was a philanthropist. The enigma called 'Digen Verma' was everywhere, in buses, film halls, colleges, cyber cafes and shopping malls. 'JUST who is Digen Verma?' That?s what the nation seemed to be have been wanting to know. In the 15 days that the campaign lasted in (February 2001), Digen Verma seemed to have become the most talked about faceless name in the country. The 'Digen Verma' promotion campaign was one of the most interesting and innovative teaser campaigns ever made in India. Designed and executed by Everest Integrated Communications (Everest), it was a series of teaser campaigns launched by Parle Agrochemicals for its mango drink Frooti, which aroused the curiosity of the public, especially teenagers. The campaign seemed to have been successful in evoking tremendous interest. Everyone was curious to know who Digen Verma was, or whether he was just a fictitious character. 'Just wait and watch,' said Milind Dhaimade (Dhaimade), Creative Director of Everest, the brain behind this entire campaign. This campaign seemed to be the most cost-effective way of promoting Frooti. Said Prakash Chauhan, Chairman, Parle Agro: 'This has been the most cost-effective mileage we've got for our brand.' In terms of consumer engagement, it was a hit too. Said Dhaimande, 'The success of the campaign is beyond our wildest dreams.'

'Frooti' was launched by Parle Agro in 1984. It was the first tetrapak drink to be introduced in the Indian market. By 2000, Frooti had a majority market share of the Rs. 300 crore tetrapak fruit drink market. However analysts felt that this 16-year-old brand had been losing its appeal over the years. The brand, which scored a 100 on product likability and quality and a 95 on product recall, had dropped in the top-of-the-mind ranking to 60, from 85 two years ago. The sales of 'Frooti' also had dropped over the years. The situation worsened with the increase in competition. In addition to the threat it faced from soft drinks marketers, Frooti' witnessed heightened competition in its own segment tetrapak fruit drinks and juices. With pressure mounting from all sides, Parle Agro was forced to rethink its strategy. To revive the sagging appeal of the brand, it decided on a major relaunch strategy, which focussed on changing its positioning. The relaunch of 'Frooti' aimed at positioning 'Frooti' as a fun, trendy and modern drink targeted at the youth segment, a marked change from its initial positioning as a drink for kids. Said, BL Venkateshwar, Parle Agro vice-president: "There has been a change in the consumer psychology. Today sub-segments have been created with the 12-15 year olds calling themselves teenagers and 9-12 year olds as pre-teens. These segments are turning into decision- makers of today with an increase in pocket money. The segment of 16-19 years olds is the new impulse category we are targeting." This segment was therefore strategically very important for Parle Agro.

The youth segment, which 'Frooti' targeted, was extremely difficult to break into partly because of the perception that 'Frooti' was a kids drink and partly because of the hold that competitors had already established over the market. By targeting the youth, „Frooti? would be in direct competition with the Cola MNCs (Pepsi and Coca-Cola) which were immensely popular, not to mention other tetrapak fruit drinks and all the other beverages targeted at the youth. The relaunch strategy for 'Frooti' therefore focussed on the one hand on breaking the image which the youth associated 'Frooti' with and on the other on convincing the youth that it was a better alternative than the colas. Said, Prakash Chauhan, MD, Parle, ' For some reason, a soft drink in tetrapak is perceived as one meant for children. The relaunch is about stressing on the teenage segment and making our product fun, trendy and modern, just like today?s teenager, who is an out-and-out nonconformist. The creative team of Parle Agro's advertisement agency, decided that they had to think of something that appealed to the college-going crowd. To do this, they have to figure out where the typical college goers hung out, what their reference points were, and what would grab their attention. The typical college student hung out at the canteen, fed on small talk, and, invariably, his conversation revolved around celebrities and the handful of star students of his college; and it didn't matter that few had actually met the celebrities. Said Dhaimande: ''So we realised that a lot of socialising and talk always revolved around this one person who someone would know and the rest have only heard about.'' Thus it was decided that the promotion campaign for repositioning Frooti would revolve around a brand ambassador who would be someone the youth could relate to. This person had to have the following characteristics if he was to have a mass appeal: one, his name had to be ubiquitous enough; two, he had to lead a life that normal consumers could relate to and three, the storyline had to be powerful enough to sustain interest. The name 'Digen Verma' was chosen because though it was somewhat unusual, it had a familiar ring to it. The name was well received in southern markets like Kerala, according to a test market research. Said Bhonsle, “We were looking for a national identity, and Verma, as a surname, features in almost all Indian communities. On the other hand, Digen as such doesn't mean anything. One could probably interpret it is as Dig-In.” Once the name Digen Verma was chosen, a personality had to be built around it. He had to some sort of a role model whom the others would want to imitate. Over the years the filmstars and cricketers had served as role models to the youth. But Parle Agro, interestingly chose an unknown entity like Digen Verma and not a celebrity like Hrithik Roshan or Sachin Tendulkar to endorse its products. Said Dhaimade, “We want college kids to drink Frooti without any image hassles. A celebrity's life is always short-lived. Today, he is there, and tomorrow he is not. This idea came from my own experiences in college. The rule is simple. A popular guy can do what the hell he wants, people follow. A freshman has to be very careful of how he behaves. But, most importantly, there are always 'those guys' - legends you've never seen but have heard so much about. The very fact that you haven't seen them makes them larger than life. That's how the idea of Digen Verma came into my head.” Having decided on the brand ambassador, Parle Agro needed a catchy and creative promotional campaign, which could communicate its intended positioning and differentiate it from its competitors, all within a shoestring budget. Parle Agro rolled out an aggressive multi-media advertising campaign created by Everest across the nation. The campaign included television commercials (TVCs), outdoor media campaign, offline promotions and online advertising campaigns. The first stage of the campaign was spearheaded by an innovative and creative promotional teaser campaign, built around the brand ambassador 'Digen Verma'. This teaser campaign was aimed at stirring up tremendous interest by building hype over the mysterious character 'Digen Verma,' concealing the association with 'Frooti'. To create such kind of hype, there was a blitz of outdoor ads, promos, cinema and teaser spots with the name of 'Digen Verma.' Many popular teenage joints such as restaurants, movie theatres, buses and local trains were flooded with catchy posters asking 'Where can you find Digen Verma on Saturday nights?' or 'What is Digen Verma's favourite serial?' etc. Some of the colleges even had exam banners saying 'Digen Verma will be the topper again' while cinema halls flashed DV slides exhorting him to tow his Ferrari away from the parking lot. For the fortnight that this teaser campaign lasted, mystique, intrigue and high drama cloaked this 'faceless' man who become a talking point all around the country. Eventually it was revealed that 'Digen Verma' was the brand ambassador for 'Frooti.' A manhunt was also on to select the right guy to play the role of Digen Verma, who was to be introduced in September 2001. As part of the relaunch strategy, the Frooti tetrapak was given a new packaging. New 'splash' graphics were introduced on the pack in the same signature green and orange colours and a flip top packaging replaced the aperture for a straw. The tagline of „Frooti? changed to 'Just like that.' Said, Venkateshwar: “A study revealed that while consumers liked Frooti and recalled the brand, they were not drinking it. The reason given most of the time was 'just like that'. 'There was thus a need to create some excitement around the brand. With the new tagline “Frooti - Just like that” the new campaign highlighted the new positioning of the product. Prior to the shift, the base line of the advertising for the product was "Juice up your Life" and "Fresh and Juicy." With the hype generated through the teaser campaign and resultant interest generated, coupled with changes in packaging and tagline, Parle Agro then used regular advertising across various media (viz. Print media, TVC's, on-line promotions etc.) focussing on communication of its new positioning and attract the target segment. Revealing future plans, Mr Venkateshwar said, “…It is a three-year gameplan. Digen Verma cannot be larger than Frooti and the image will taper out at the end of the period." According to Prakash Chauhan, post Digen Verma and the new packaging, the brand would look at a 40 per cent growth from the existing 20 per cent. He commented, "It is the onus of the market leader to grow the brand."

The 'Digen Verma' campaign seemed to have been very successful in terms of the interest it generated. For Rs. 30 million spent on it, the customer awareness it was likely to capture for 'Frooti' seemed quite phenomenal. Though the campaign had been successful in generating interest, some analysts were skeptical about whether a campaign could actually generate sales. They held that a teaser had to deliver, otherwise, all that curiosity merely served to get people irritated faster. Ultimately, a teaser was not a substitute for advertising, nor was it a substitute for brand building. It was a device, no more no less, that was meant to grab the attention of the consumer. Analysts pointed out that many of those who had watched this campaign, had expressed certain disappointment when they learnt that it was a promotional campaign for Frooti. Some analysts felt that Digen Verma may become larger than the brand, „Frooti?; this would defeat the very purpose of the creation. Parle Agro and its ad agency however felt that its campaign had been successful in not just evoking interest but also in increasing sales. Said Prakash Chauhan, “We have just spent Rs 30 million on this campaign, and the sales are already up by almost 30 per cent." As regards the feeling of disappointment among those who watched the campaign, Dhaimade, commented, “We were expecting this response. People will have to wait and watch.” All said and done, no matter what effect the 'Digen Verma' campaign ultimately would have on 'Frooti' sales, this campaign was probably one of the most innovative teaser campaigns ever run in India. Although the efficacy of it may be subject to debate, the „Digen Verma? campaign would be remembered for its sheer creativity and the unprecedented public interest it generated.

1. “With pressure from all sides, Parle Agro was forced to rethink its strategy.” Discuss the components of the re-launch strategy for 'Frooti'? 2. Discuss the rationale behind the 'Digen Verma' campaign. Do you think it will be effective? 3. “Success of a brand is dependent on many factors besides the promotional campaign.” Comment.