Alcohol Promotion and the Marketing Industry

Julie A. Novak Inter depicted object MBA Student York University Prepargond for The stand up to Reduce inebriant forward motion in Ontario September 2004 Working to Reduce the Impact of cloudburst drink advert Accognitionments ARAPO wishes to ack nowledge the effort and contributions of the following individuals to this constitution Tom Appleyard, soaker beverage Projects Manager, Ontario worldly concern Health joining Ben Rempel, alcoholic beverage Projects Consultant, Ontario Public Health necktie knock Sanagan, Co-Chair, Association to Reduce inebriant Promotion in OntarioJulie A. Novak is an International MBA student, analyse finished the Schulich School of transmission line at York University in Ontario. Julie has as well sin slight her Masters Degree in Political Science at the University of Toronto, and a Bachelor of Science Degree from the University of Victoria. She has held positions in Public insurance polity in much(prenominal) places as Moldova a nd Geneva.This topic examines electric current trade styluss in the lush beverages exertion that can impact the customarys wellness and recourse. It is great for mankind wellness organizations to be aw atomic number 18 of archs common to the attention this go forth inform and bolster their efforts as watchdogs to manufacturers and sellers of spiritous drink.The analysis describes the critical elements of the selling mix, and necessitate alongs a clear distinction amidst advert and selling. publicizing is an most-valuable kick bug outstairs of the selling mix however, there be several early daysful(prenominal) tactics and tools employed by groceryers in the diligence to influence consumer deportment and to build tough crisscrosss. The paper reviews current trends in the alcoholic beverages labor gener aloney, drawing limited in ally on virtually examples from the worldwide beer labor.In the fight to emergence market sh atomic number 1 8, marketers giveing alter their market strategies in response to manufacture trends, seeking synergies that may exist between sponsorship and onward motion. The paper also discusses the single-valued function of bottle labels for selling alcohol intersections as an example of the everyplacelap of cross trend and progression. This leads into a discussion of the relationship between de none and packaging and how they atomic number 18 used to encourage choice of certain fire notes over separates. Advertising trends, such(prenominal) as knowledgeablely explicit content and low-carb and wellness conscious media contentednesss are also addressed.These are variables in the merchandise mix. The last section discusses the current guide mental strains concerning merchandise and onward motions and the position taken by various public wellness groups such as ARAPO (Association to Reduce alcohol Promotion in Ontario) in response to the current trends and tactics used in al cohol marketing and progress with specific attention to recommendations to regulators. 1 1. 0 INTRODUCTION The Canadian alcoholic beverages industry intromits brewers, wine producers and distilled spirits manufacturers. Molson Inc. s the oldest beer send in the Canadian brewing industry and a global shop pull in with produces that take Molson Canadian, Molson Export, Molson DRY, Rickards, and Brazilian beer scores Kaiser and Bavaria. Total net gross sales for Molson in 2004 course of instruction ending March 31 were $2. 5 gazillion. This amounted to annual dineros of $2. 37 billion1. A nonher Canadian favourite is can buoy Labatt Ltd. , which is owned by the Belgium-based follow Interbrew. The flash largest brewer by volume world coarse, Interbrew owns a portfolio consisting of, among others, Stella Artois, Carling, and the commonplace Labatt line of beers.In 2003, Interbrew preserve a gross profit of 3. 6 million, which resulted in a net profit of 505 millio n, later on spending an incredible 1. 3 billion on sales and marketing2. The other three major players are Sleeman Breweries, bighearted Rock Brewing Income Trust, and the Brick Brewing Co. Sleeman, a specialty brewed premium deal beer, recorded annual sales of $1. 85 million in 20033. fully grown Rock Brewing Income Trust recorded net sales of $28 million in 20034. The Brick Brewing Co. , responsible for Formosa and Red Cap brands among others, recorded gross sales of $11. million for the second quarter of 2004. This resulted in a record net income of $832,000 over a three-month period5. The Association of Canadian Distillers is the national trade association representing Canadas major distillers. The distilling industry has been estimated to generate $2. 6 billion worth of economic activity. Distillers take, among others Bacardi Canada Inc. Canadian Mist Distillers, Ltd. Hiram Walker & Sons, Ltd. Corby Distilleries, Ltd. Diageo Canada, Inc. and Schenley Distilleries Inc. These distillers produce hot spirits including pocky, Gin, Cognac, Vodka, Rum, and the ever- customary Canadian Whiskey, Canadas most established domestic and exported distilled spirit. Since 1840, there have been over 200 whiskey distilleries ope valuation by means ofout the country, as Canada has gained recognition as a producer of high quality whiskey. This parvenues report has resulted in billions of recorded sales for the Spirits industry. For example, Diageo recorded sales of US$ 15. 6 billion in 2003. Domestic and imported spirits sales for 2003 were recorded at nearly 15 million cases (12 750 ml. ottles)6. The Canadian Vintners Association is Canadas national association of vintners, representing 34 wineries and producing or so 90% of Canadas numerate wine production and export. Winery members include, among others, Jackson-Triggs, Peller Estate, and Hillebrand Estates. Total Canadian wine sales for 2002, was 267 million litres7. Molson yearly newspaper publisher (2 004). Interbrew Annual Report (2003). 3 Globe Investor (2004). 4 Big Rock Brewing Annual Report (2003). 5 Just-drinks. com (2004). 6 Association of Canadian Distillers (2004). 7 Canadian Vintners Association (2004). 1 2 1. 1 market A Definition The de realmure between marketing and selling is to a great extent(prenominal)(prenominal) than semantic. Selling focuses on the inescapably of the seller marketing on the needs of the buyer8. According to the Business cognition C disgrace, the Marketing Concept is the philosophy that firms should analyze the needs of their customers and then make decisions to satisfy those needs better than the competition. 9 Additionally, despite misconceptions, marketing is not al removeices announce. In fact, advertising comprises and a small disperse of the overall marketing mix.The variables of the marketing mix will manifest in unique(p) expressive panaches depending on industry characteristics as they are intemperately influenced by loca l and global industry trends. 1. 2 Building Brand Community Building brand loyalty is key to the success of the marketing concept. Developing and exploiting crucial relationships among the customer and the brand, the customer and the firm, the customer and the product in use, and among fellow customers10 is a strategy that leads to a belief that the buyer is part of a specific brands conjunction.These relationships are important because they enable marketers to establish brand loyalty and customer retention, which yield the prognosticate of long- condition profitability and market share11. Like a social community, the brand community unravels to be identified on the basis of commonality or identification among its members12. The brand community members identify through devotion to incident brands or consumption activities, which are connected to other symbols in the marketplace13.For example, a product that is endorsed by a popular celebrity or overlord athlete will appeal to certain brand communities or arse markets, but not all. Responses to marketing influences may be cognitive, emotional or material in nature and, ultimately, customers will value their relationships with their branded possessions and with marketing agents14. The basis for community identification can be on wide-ranging commonalities that are difficult to detect. The stability of a brand community through date is an asset to marketers inasmuch as longevity equates with a stable market.Additionally, if marketers are able to successfully identify where a potential brand community exists, they can use it to bolster their marketing efforts and build brand loyalty. Furthermore, marketers will tailor their strategies such that they resonate with particular existing communities. If used legally, this knowledge can be a powerful tool for marketers, as they will have greater insight into some of the motivations behind consumer behaviour. 1. 3 globose Alcoholic Beverage Perspective It is i mpossible to discuss the Canadian alcoholic beverages market without considering the global perspective.In particular, the global beer industry is facing increasing pressures 8 Levitt (1986). Business Knowledge Center (2004). 10 McAlexander et al. (2002). 11 ibid. 12 ibid. 13 ibid. 14 Ibid. 9 3 of internationalization and consolidation, which are some(prenominal) the result and the cause of industry-wide mergers, acquisitions, partnerships and strategic alliances. liner low prospects for volume growth in mature, developed markets and increasing competition, brewers handle to seek growth through acquisitions of other brewers or by strong-growing participation in growth markets15.Indeed, the top ten brewers worldwide now account for more than half of the entire worlds beer, which is an industry first16. Given the lack of volume growth opportunities in the North American market, the industry trend of increase marketing and advertising spending crosss as companies try to assort t heir brands in a highly saturated market. non altogether is the market saturated, but the marketing media are cluttered. In order of magnitude to master standout in a cluttered industry, breweries continue to develop imaginative ideas that generate excitement around their brands.Smaller breweries, in particular, try to increase brand recognition through provocative or racy ad black markets since they cannot go for to compete on the same scale as their larger competitors with prize to the total amounts spent on marketing and advertising. 1. 4 The Marketing swagger It is important to understand all of the variables that comprise the marketing mix, or the 4Ps of marketing Product, Price, Place and Promotion. The 4Ps are the variables that marketers can control in order to topper satisfy the customers in the target market17.First, the product is the physical product or the service offered to the consumer, which can include additional services or creature comforts that are part of the offering. Marketers can adjust certain product characteristics such as the functionality, frontance, packaging, brand, quality and service. The second variable, price, reflects comp any considerations such as profit margin and competitor pricing, including discounts. Third, place refers to the decisions plug ind with channels of distribution that act as a means of r severallying the target consumers.This includes the channel members along the supplement chain, market coverage and the various service levels. Finally, promotion decisions are all those that relate to communicating and selling the product to potential customers. These may include advertising, personal selling, media, public relations and budget. Thus, marketing is a multi-dimensional function that yields a variety of effects. In the alcoholic beverages industry, a mature and highly private-enterprise(a) market, companies experiment with their marketing strategies regularly.The focus of this paper is primaril y on promotion and product and, specifically, how these two variables are manipulated in tandem by marketers to fabricate powerful marketing strategies. 15 16 Todd (2004). Ibid. 17 McCarthy (1975). 4 1. 5 The Impact of Advertising on Consumption and Related Problems Alcohol enunciaters use rough-and-ready advertising techniques to rival the spring chicken market. Such techniques affair alcohol to physical lineiveness and sexiness, enkindle age identification through the use of spokes wad, and use humour, medical specialty and popular culture icons18.In 2002, $160 million was spent on alcohol advertising in Canada19 and alcohol appears in approximately two thirds of all programs watched by Canadian teens at an comely rate of 8. 1 alcoholism references per min20. The consequences of alcohol advertising on public wellness and safety are considerable. Alcohol use plays a hearty role in all three leading causes of death among youthfulness unintentional injuries (including motor vehicle fatalities and drowning), suicides and homicides21.Alcohol advertising is linked to patterns of heavy intoxication, drinking in dangerous situations and deaths from alcohol-related motor vehicle crashes22. In one study, the chances of drinking alcohol rose by nearly 10% for teens who watched an extra hour of regular television programming per day23. 2. 0 CURRENT marketing TRENDS 2. 1 Synergies Between Promotion and Sponsorship Currently, a dominant trend in the alcohol industry is a link between promotion and sponsorship. Companies are attempting to profit on the ynergy that exists in this area as they move deeper into the global country to get through a greater return on their marketing expenditures. The term synergies denote opportunities for collaboration in which the result that can be achieved is greater than the sum of the individual efforts. An example is the positive spillover of media characterization that results when a brand becomes the authorized sp onsor of an international sporting event, especially one with wide television coverage. In effect, this amounts to a cost-effective marketing running game for the sponsoring company, assume the outcome is consistent with the overall brand identity.another(prenominal) factor contributing to the bewilder for synergies is the seasonality of this industry. Manufacturers prepare for the summer beverage-selling season by ramping up production, increasing their marketing and seeking sponsorship deals, which act as promotional vehicles for new launches and summer products. Sponsorship agreements with internationally contendd sporting events help to enable a brand to stand out among the clutter. McKenzie (2000). AC Neilson (2004). 20 Robinson et al. (1998). 21 AMA (2003). 22 McKenzie (2000). 23 Robinson et al. (1998). 19 18 2. 1. 1 Sports Sponsorships Alcohol manufactures are progressively seeking iron outs for official sponsorship of high write sporting events as they realize the oppo rtunities for synergies between promotion and advertising. The Canadian mark of Advertising Standards, produced by Advertising Standards Canada states products prohibited from sale to minors must(prenominal) not be advertised in such a way as to appeal particularly to persons under legal age. And people feature in advertisements for such products must be, and clear seen to be, adults under the law24. High profile sports sponsorships with a heavy advertising component risk being in violation of this polity. Two of the major international sporting events in Canada, the Rogers Cup in Montreal and the Tennis Masters Series in Toronto are sponsored by breweries. Sleeman is the official sponsor of Tennis Canada in Montreal Heineken, which is part of the Molson portfolio of brands, is the sponsor in Toronto. The situation in Canada reflects a global trend. In late 2003, Heineken signed a deal with the British Olympic Association (BOA) for exclusive sponsorship rights.The deal is part of a 50 million global investment by the brewer25, giving the company exclusive rights to the BOA logo. Sponsorship deals are considered an opportunity for alcohol manufacturers to establish global brand recognition in a competitive industry. With huge budgets behind sponsorship deals, and the wide international photo that results, it is very difficult for watchdogs to monitor the visibility of alcohol brands. The clientele and listenings at sporting events such as the Olympics are of all ages, youth include.Therefore, limiting exposure of beer ads only to legal age consumers is nearly an impossible undertaking. In April of 2004, NASCAR (National Association for Stock Car Auto Racing) in the US was potently considering changing its policy to allow hard-liquor brands to sponsor teams in its top stage Nextel Cup Series26. Though such a move could alleviate sponsorship problems for some device drivers, it could threaten NASCARs desire to become more family friendly. With this in mi nd, NASCAR spurned Diageos bid to become official sponsor.This move did not keep back Diageo from landing a sponsorship deal the company secured a top sponsorship contract for its brand Crown Royal. Crown Royal was signed to be the deed sponsor of the International Race of Champions (IROC), one of the NASCAR events. This marked the first time a hard-liquor marketer was allowed a title sponsorship for any sport, although Diageos Smirnoff meth Triple Black brand has sponsored individual drivers. However, when Diageos Crown Royal brand signed on as the title sponsor for the IROC series in January, NASCAR reiterated its ban on sponsorships from hard liquor and chewing tobacco companies.NASCAR has a long history of partnering with beer marketers for races, but accepting hard-liquor brands would be a muster out reversal of NASCARs position. Such transposes in sports sponsorship have vast implications for industry players, marketers and public health groups. In the case of Diageo, the sponsorship deal is one flavor toward 24 25 Advertising Standards Canada (2004). nameless (a) (2003). 26 Thomaselli (2004). p. 1 6 the achievement of the companys long-term goal of leveling the marketing playing field with beer. 7 As an example, with the three- stratum deal, Crown Royal will have extensive television exposure, since IROC just sealed a one-year TV pact with Speed Channel, a cable subsidiary of countersign Corp. s Fox28. Such exposure is difficult to track and, thus, even more difficult to regulate. Although spirits have so far been prohibited from suitable sponsors, hard-liquor companies can, and have, used their malt beverage products or RTD (Ready to Drink) products29 as sponsors. Diageos Smirnoff Ice, for instance, is one of the sponsors of driver Matt Kenseth, last years NASCAR champion. . 1. 2 Promotion and the Entertainment Industry Another advertising tactic used by liquor companies is cross-promotion with the entertainment industry. This could inclu de joint promotional campaigns between film studios and alcohol brands or between liquor companies and music tours and concerts. An example is the recent collaboration between Adolph Coors Co and Miramaxs Scary Movie 3, which was released at the end of 2003. Coors not only advertised around the promotion of this film, but it also had its spokeswomen, the Klimaskewski twins, appear in the film itself30.This technique is another way for companies to realize synergies in marketing and promotion, as there exists the potential to reach a broader audience than could be reached through a simple television commercial or magazine ad. In this case, Coors was attacked by the Marin Institute a public health and safety group for its involvement in the film promotion. The Marin Institute incriminate Coors of defying the alcohol industrys guidelines by promoting its connection to this film31. Given the PG-13 rating of the film, there was no way of ensuring that under-age viewers were not expose d to the ads.In the music industry, there are many examples of activities involving cross-promotional campaigns with alcohol companies. These campaigns are used to achieve synergies from the combined effect of promotion and advertising. Molson Canadian uses this technique regularly, teaming up with Napster to offer up music downloads and other special music offers. The company launched a campaign contest that involved the giveaway of a Molson Canadian Rocks Summer Soundtrack, as well as weekly chances to win concert tickets32.Trends in promotion and sponsorship in the alcohol industry are of concern to public health groups because they have the ability to reach a wide audience, with little or no statute. otherwise forms of promotion and sponsorship exist, however a description of each is beyond the scope of this paper. 27 MacArthur (2004). Ibid. 29 RTD Ready-to-drink alcoholic beverages, such as Smirnoff Ice and Mikes grave Lemonade. 30 MacArthur (2003). 31 Ibid. 32 Molson Insid er (2004). 28 7 3. 0 inebriant MARKETING AND THE INTERNET Alcohol companies are exploitation digital marketing as a medium.The Center for Alcohol Marketing and Youth (CAMY) in the US found that alcohol company websites have sizeable youth audiences and lay off content that is quarterive to youth33. In particular, games, cartoons, music and a variety of high tech downloads suffice many of these sites. In addition, programs designed to allow parents to block their childrens access to these sites often fail to do so34. In fact, fifty-five alcohol websites tracked by comScore Media Metrix during the last six months of 2003 had almost 700,000 in-depth visits from nonaged persons35.Alcohol websites continue to be a cyber playground, with many features attractive to youth36. CAMY executive director Jim OHara identifies content such as customized music downloads, instant-messaging accessories and games including putt-putt golf, football and spin the bottle37. A recent website probe th rough with(p) by the Federal Trade equips (FTC) Division of Advertising Practices in the US found that two Coors and Anheuser-Busch have sites with downloadable music, online games and ring tones38.In fact, as teens start to log more hours surfing the Web than watching television, CAMY and other groups are calling for more regulation on the largely unregulated medium. Jim Hacker, director of the Alcohol Policies Project at the Center for Science in the Public Interest, asserts, The industry should remove themes, music, lecture and attractions that clearly appeal to venial people. 39 A key effect for health and safety groups is the ease of foiling the age requirement for reckon beer company websites.An age bar is supposed to weed out early dayssters who visualize the sites attractive, but the investigation discovered that online forms can inadvertently tip kids to fill in fake answers. The trade journal Brandweek visited two websites, Coors dead. com and Budweiser. com and w as able to enter several fake birth dates from the same computer, gaining access each time40. When questioned, John Kaestner, VPconsumer affairs at Anheuser-Busch, said the brewer had followed national guidelines in its age-check system. Other websites attracting attention from the FTC are Bacardi. om, Skyy. com and the Anheuser-Busch site Bud loose. com, according to a study by CAMY 41. The claim is that these sites had the highest percentage of underage people making an in-depth visit during the second half of 2003. The findings, which were released in March 2004, showed that 59 percent, 47 percent and 34 percent of visitors who looked at three or more pages on those previously mentioned sites were underage42. Overall, minors initiated 13. 1 percent of in-depth visits to the 55 branded alcohol sites included in the study. 33Center for Alcohol Marketing and Youth (2004). Ibid. 35 Ibid. 36 Mack (2004). 37 Ibid. 38 Edwards (2004). 39 Ibid. 40 Ibid. 41 Ibid. 42 Ibid. 34 8 This trend is especially worrying for public health and policy groups since the Internet knows no boundaries, and its content is therefore very difficult to regulate. Alcohol advertising on the web and music downloads have the power to reach all Internet users around the world, of any age. 4. 0 -THE ROLE OF LABELING AND promotion IN ALCOHOL MARKETING The alcohol industry relies heavily on the use of labeling and packaging as a irectmarketing tool in the promotion and differentiation of its products. One of the obstacles facing design marketers is that while standout is paramount, they are all starting with the same structure a simple bottle or can43. Since it is not possible to have a vastly different pack, companies differentiate themselves with creative labels or packaging. Marketers in the alcohol industry aim to create synergies among label designs, packaging and advertising, such that the overall brand image more quickly achieves wide recognition.The intended result of this coordination is a more effective and integrated means for alcohol companies to communicate with their consumer base, thus encouraging the selection of their product over another. If the product already has a strong brand identity, it is not critical to feature the pack in the ads. In this case, the advertising may be used to communicate other elements of the brand message to create the desired reputation and image with the target audience44. On the other hand, including a shot of the bottle in ads will enhance brand awareness at demonstrate of sale and ensure a more integrated approach to branding45.Approximately 60 percent of people in debar and pubs have not decided what drink they want until after they get there46. This is an enormous opportunity for brands to reach their target markets directly at the retail level with eye-catching labels that resonate with consumers. Product labels are the final point of brand contact between the company and its customers before the purchase is make. Thu s, a brands name and how it is shown on the label can be an effective way of generating sales. The main challenge is finding a way to differentiate a standardized product while developing a strong, consistent brand identity.This is an example of the interaction of product and promotion, two elements of the marketing mix. nigh of the methods used in the ready-to-drink and premium beer sectors, for example, include shrink-wrapping, radiant colors and innovations such as metallic-effect labels47. In addition to a unique label, a catchy name, such as Smirnoff Ice or Mikes Light will add symbolism and help increase standout and attract consumers. Brand awareness is critical for alcohol companies, and developing a strong brand is especially vital for new brands.The rationale for coordination between promotion and product is that young people, and other potential consumers, will see the campaign in Edwards (2004). Brabbs (2002). 45 Ibid. 46 Ibid. 47 Ibid. 44 43 9 cinemas and style magazi nes and more easily recognize it from other advertising media 48 . An additional reason to invest in labeling and packaging is flexibility. A shrink-wrap sleeve can be changed frequently, allowing the brand to accommodate its appearance more easily to changing styles and trends.Unusual colours or unique label designs can help encourage selection of one product over another at the retail level. The techniques used by marketers are very subtle, such as borrowing design language from analogue markets for encouraging cross purchasing such as Atkins friendly, light or low-carb. Finally, if a particular brand is experiencing low or declining sales, a company can easily reposition it by superficially fixing the image and, hence, reinventing a product to reach a new market. 5. 0 TRENDS IN ADVERTISING TECHNIQUESCertain techniques are used by advertisers to attract and shut away consumers to their products. These have traditionally included such techniques as humour, sex appeal, popular m usic, describing benefits of the product, and creating a fun, enjoyable atmosphere. These techniques are used very effectively by alcohol advertisers as well, as they create a high care of advertisements among consumers49. High levels of effective alcohol promotion inculcate pro-drinking attitudes and increase the likeliness of heavier drinking50.For these reasons, the irresponsible use of advertising techniques is a growing concern among health and safety advocates. 5. 1 Sexually Explicit Content The alcoholic beverages industry has long been accused of exploiting antheral sexual fantasies in order to advertise its products. However, this approach has belatedly, in some opinions, reached new levels of exploitation. Early in 2004, Labatt Breweries of Canada air an ad during the January Super Bowl telecast that caused industry watchdogs to protest.The ad feature two beautiful women kissing, ostensibly to share lip-gloss51. Advertising Standards Canada (ASC) received 113 complai nts well-nigh this ad in the first quarter and it was soon taken off the air52. The ASC report that there was nothing wrong with the ad, other than it should run after 930pm. This ad is representative of the simulated lesbianism trend in beer advertising, clearly a ploy to reach the virile heterosexual audience. Labatt is not the only brewery to take this approach.During the same time period, Moosehead Light of New Brunswick launched a series of ads called Enjoy the Nature. In one of the ads, two men look on and crack open beer cans as two beautiful women dance sensually together in the forest. Ibid. Grube (1996). 50 Babor et al. (2003). 51 Brent (2004). 52 Ibid. 49 48 10 5. 2 Low-Carb Phenomenon & Health Benefits Alcohol marketers must understand the psycho-behavioural forces influencing choice in order to devise effective marketing strategies. These forces are not easily identifiable in any industry.The beer and alcohol industry is not an exception and alcohol marketers have bee n lento to discern which factors most significantly influence brand selection. Although the sexual tip off remains very common in alcohol promotion, the industry seems to be shifting gears. Instead of trying to titillate men by invoking male fantasies, marketers are now instilling fear in them about getting fat. In a feature article the pecuniary Times reported that beer marketers in the US have made an intriguing psychosexual husking about male insecurity53.The argument advanced is that men are increasingly more concerned with what they look like than how they will perform in the bedroom. Beer brands such as Anheuser-Buschs Michelob Ultra, Coors Light and SABMillers Miller light are focusing their advertising on the millions of Americans on low-carbohydrate diets, which they have cognise does not include only women. By contrast, marketing campaigns linking beers to explicitly sexual imagery have been less effective54. The implication for public health groups is that efforts aimed at regulating sexual content should be reexamined.It is possible that a greater impact could be achieved through aggressive targeting of ads that portray a health or nutritive benefit of alcohol consumption. As an example, Coors, the third-largest US brewer55, recently developed new ideas for its low-calorie Coors Light. The two-year campaign featuring scantily clad women and stir music was unsuccessful in increasing beer sales for the company. Beer companies are late discovering that sexual appeals are fun and diverting but they ra trust change consumers brand preferences. The idea that light beer is less macho and thus less likely to appeal to young men is fading.In fact, it is difficult to think of a major beer company that has not introduced a low-carb brand. The success, in general, of low-carb offerings is evident in food store data compiled by AC Neilsen. In the four weeks ending June 12, 2004, sales volumes were up 56 percent for Michelob Ultra and 15. 6 percent for Miller Lite56. For Coors Lite, which has been slower to alter its marketing campaign, sales volumes were down 2. 7 percent57. Major breweries are responding to evolving consumer charters and are providing what could be the emergence of a new sub-category of beer58.As more companies enter the low-carb market, the competition increases for market share. This translates into bigger marketing and advertising budgets as companies fight for a larger slice of the market. The modish focus on a more health-conscious lifestyle has shifted the marketing tension away from sensuality and sex to body image and achieving athletic success. Some 53 54 Silverman (2004). Ibid. 55 Coors merged with Molson in July 2004. The new company is the 5th largest Brewery by market share worldwide. 56 AC Neilson (2004). 57 Ibid. 8 Brieger (2003). 11 industry experts expect this trend to stick around if not because of Atkins devotees but because of aging baby boomers, who tend to prefer light and low-carb beer s59. The way forward in the alcoholic beverages industry will be through low-carb advertising, which can be seen as a serious response by the beer industry to a common male anxiety about growing fat, the proliferation of a healthy lifestyle among consumers, and the widespread belief of certain health benefits in drinking a low-calorie, low-carbohydrate beverage60.The low-carb trend is not exclusive to the beer industry. In May of 2004, the Vancouverbased Marc Anthony Group launched a new vodka-based beverage called Mikes Light, which was targeted at the millions of Canadians on low-carb diets. The lemon-lime beverage, which is part of the ready-to-drink (RTD) alcoholic market, contains just one gram of carbohydrate and 76 calories and is expected to mother new drinkers into the market61. Already, the RTD market in Canada is estimated to be worth $450 million per year in sales.Additionally, with its low- calorie and low-carb options, the RTD market has the potential to increase con sumption of alcoholic beverages as consumers switch from light soft drinks to lighter malternatives62. Marketers in this industry are deliberate in promoting RTD products as alternatives for the health and weight-conscious consumer. It is mislead for brewers to promote low-carb beer as being Atkins friendly or as having overall health benefits and doing so goes against the Canadian Food Inspection Agencys 2003 behave to Food Labelling and Advertising. Under these guidelines, lowcarbohydrate claims are not approved.Similarly, according to Advertising Standards Canada, No advertisement shall be presented in a format or style which conceals its commercial intent63. This pertains to misrepresenting beer as having health or athletic benefits. The low-carb claim is of concern to public health groups such as ARAPO because it is both misleading to consumers and has the potential to influence consumer behaviour. 6. 0 ACTIONS TO ADDRESS CONCERNS ABOUT THE MARKETING OF ALCOHOL There have bee n several responses to concerns about the impact of alcohol marketing ranging from cultivation and awareness to legal action and civil suits.Internationally, there are groups that advocate changes in alcohol marketing regulations as well as educate professionals and the public about the risks associated with a proliferation of alcohol marketing efforts. These include Global Alcohol Policy Alliance (UK) www. ias. org. uk Eurocare Advocacy for the prevention of alcohol related harm in Europe (Europe) www. eurocare. org Center for Science in the Public Interest Alcohol Policies Project (US) www. cspinet. org Ibid. Business earth (2004). 61 Bellet (2004). 62 The market or ready to drink alcoholic beverages is called the malternative market in the US. 63 Advertising Standards Canada (2004). 60 59 12 BeerSoaksAmerica. org A Response to beer company propaganda (US) www. beersoaksamerica. org The Marin Institute (US) www. marininstitute. org Center for Alcohol Marketing and Youth (US) www. camy. org In Canada, there are guidelines for advertisers that outline what are considered suspend tactics for marketing products. These guidelines can be found on the Advertising Standards Canada (ASC) website (www. adstandards. om) for all forms of advertising or on the Canadian Radio and Telecommunications explosive charge (CRTC) website (www. crtc. gc. ca) for radio and TV ads. Currently these guidelines are not enforced and rely on a voluntary paid-submission to ASC by the advertiser. Alcohol is one product that seems to have fallen prey to this lack of regulation with many advertisers right away disregarding the guidelines. In Ontario, there are alcohol-advertising guidelines that are overseen by the Alcohol and Gaming Commission of Ontario (AGCO) and can be found at www. gco. on. ca. onward 1997, the CRTC was involved in pre-screening advertisements before they were aired. In 1997, this responsibility was transferred to ASC for national cases, and the AGCO for Ontari o specific cases. However, in 1997 the regulations changed to guidelines and preclearance was replaced with voluntary submission. As a result, the responsibility of monitor alcohol advertising shifted from the CRTC to the general public, as advertisements are now only challenged based on a complaint format.Advertisers, fearing very little in terms of consequences, often disregard the guidelines completely, particularly the following Alcohol advertising should not appeal to persons under the legal drinking age associate drinking with activities that require care and skill imply that drinking is involve in enhancing enjoyment of any activity imply that drinking is essential in obtaining sexual opportunity or appeal64. A study done by CAMY in 2002 found that as the alcohol industry increased its advertising expenditures, more ads were seen by youth.In fact, all 15 of the shows most popular among teenagers included alcohol ads. Survivor, Fear Factor and That 70s arrangement were among those with the most ads65. The dramatic increase in youths exposure to alcohol brands in magazine and TV advertising suggests that the industrys guidelines are so permissive that, in practice, they amount to no limits at all. Concerned about the lack of regulation and increase in alcohol ads and as a result, increase in consumption health and safety advocates respond to aggressive marketing with specific strategies, as discussed next. . 1 Awareness, precept and Skill Building The Association to Reduce Alcohol Promotion in Ontario (ARAPO) is funded by the Ministry of Health and Long-Term Care to provide resources and support to individuals and groups about media literacy and critical thinking skills as they apply particularly to 64 65 AGCO (2003). unidentified (c) (2004). 13 alcohol. Resources include research papers and presentations to youth and health promotion professionals about the impact of alcohol advertising on youth drinking patterns, particularly heavy drinking. 6. 2 Internet ActionThe Center for Alcohol Marketing and Youth uses a vivid Internet presence to attract viewers to their site to examine what others are doing around alcohol marketing. along with a searchable marketing gallery and steps to take action, CAMY regularly publishes research papers on Youth and Alcohol. An example of this is a recent paper titled The Internet, Alcohol, and Youth, which looks at the impact of Internet alcohol websites on underage drinkers. It is available through CAMYs website at www. camy. org. 6. 3 Complaints to Regulators and ResultsWhile ASC does not demand that advertisers clear their ads before going to the public, they do respond to complaints by the public. A recent example of this was the befool Cherry Bubba ad that was pulled following complaints that Don Cherry is seen as a role model for underage youth and therefore could not be used as a congressman for beer. Groups like the Ontario Public Health Association, responding to concerns about t he impact of alcohol advertising on the publics health and safety, have sent recommendations to both the provincial and the federal regulatory bodies. These recommendations include Continued pre-clearance of alcohol ads, at the final stage of production by federal and provincial bodies with a strong public interest mandate More effective regulation of lifestyle alcohol advertising, promotions and sponsorships Establishing clear guidelines regarding industry-sponsored responsible drinking messages and public education programs, particularly those appealing to, or directed at, young people Capping the total amount of alcohol advertising and introduce improved mechanisms for observe conformation with existing or new regulations Focusing on effective deterrence, monitoring and enforcement measures.This would include a stronger role for community groups in the monitoring and enforcement of federal and provincial advertising provisions, including membership in panels previewing and monitoring alcohol advertising66. 6. 4 Class Action Suits Against Alcoholic Beverages Industry Consumers attorneys across the U. S. have begun to target the alcoholic beverages industry, filing lawsuits that claim that some leading brewers and distillers are using slick advertising to sell products to underage drinkers67.In November 2003, attorneys led by David Boies one-third filed suit against brewers Coors and Heineken, distillers Diageo and 66 67 OPHA Position Paper (2003). Willing (2004). 14 Bacardi and the makers of Zima and Mikes Hard Lemonade68. The suit accused the companies of using a long-running, sophisticated and deceptive scheme to market alcoholic beverages to children and other underage consumers69 Boeis lawsuit alleges that alcohol companies place ads in magazines such as Stuff, FHM and torture that appeal to males under the age of 21, or in Glamour, which is oriented toward females of interchangeable ages70.The suit claims that ads placed in these magazines are designed to push people younger than 21 to obtain alcohol illegally71. The same is true in TV advertising, where many alcohol ads reach young people not old enough to drink. The class-action suits filed against the alcohol industry since November 2003 have caused alarm in the industry because the lawyer behind them is David Boies, who represented the Justice Department in its antitrust action against Microsoft72. The suits claim that booze ads targeted at adults spill over onto younger audiences73.According to another law suit filed in Los Angeles Superior tribunal in 2004, AnheuserBusch and Miller Brewing are targeting minors through ads and developing products that look and taste like soft drinks in order to enticement underage consumers to their brands74. The suit claims that beer-makers are marketing alcoholic beverages known as Alco pops to minors. These include Doc Otis Hard Lemon Malt Beverage, which is made by AnhesuerBusch, and Millers Jack Daniels Original Hard Cola. Bot h of these beverages closely resemble soda pop with sweet flavours, bright colours and youth-oriented packaging. CONCLUSIONThe domestic alcoholic beverages market is considered mature, with limited opportunities for growth. One way for alcohol manufacturers to increase their sales volume is by taking market share away from their competitors another is to expand the overall size of the market. To achieve these goals, alcohol manufacturers continue to invest substantial resources and capital into their marketing strategies because they confide it is necessary for expanding the market and increasing their margins. It will be important that public health groups focus their research on certain elements in the marketing mix.These include where the product is sold and what are the broad social trends marketers are using to communicate with target markets. This analysis summarizes significant influences in consumer behaviour. This paper advises that efforts be directed not just to alcohol advertising, but also to the overall marketing strategy of alcohol manufacturers, and especially the techniques outlined above that encourage and influence selection. 68 69 Ibid. Ibid. 70 Ibid. 71 Ibid. 72 Edwards (2004). 73 Ibid. 74 Anonymous (b) (2004).15 BIBLIOGRAPHY AC Nielsen. Bruchener, Andrew. Personal Conversation. March 2004. Taken from the ARAPO Fact woodworking plane 2004. Advertising Standards Canada. (2004). Canadian Code of Advertising Standards, Code Provisions. www. adstandards. com. Accessed September 2004. Alcohol and Gaming Commission of Ontario. (August 2003). Liquor Advertising Guidelines Liquor Sales Licensees and Manufacturers. www. agco. gc. ca. American Medical Association. (2003). Research and Facts about Youth and Alcohol. USA AMA. Taken from the ARAPO Factsheet, 2004. Anonymous (a). (2003). News In Brief. Grocer. Nov. 8. 22676299. Anonymous (b). (2004). 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