"The Most Interesting Man in the World" campaign was created by
"a couple of idiots" who thought up the idea at the last minute
before heading into a meeting. The now-famous tagline, "Stay
thirsty, my friends," only came to be after the brand team decided
against "You have only one life, make it Dos." In the early days,
there was a ton of pressure to kill off the entire idea. And during
the first ad shoot, a creative director was nearly mauled by a
bear.
These are among the secrets spilled to Ad Age by the agency and
brand team members who were there from the very beginning of a
campaign that is now widely viewed as one of the best ad efforts of
the 21st century.
We reached out to some of the original creators and caretakers
of the Most Interesting Man as Dos Equis prepares to make major
changes to the 10-year-old campaign, including swapping out leading
man Jonathan Goldsmith for a new actor, as Ad Age reported earlier
this week.
Here are their stories in their own words:
Karl Lieberman
Then: Euro RSCG, copywriter/art director,
2001-2007
I owe my entire livelihood to that campaign. That's both a good
thing and terrifying. It's a good thing because I learned a lot
from how we collectively brought that idea to life and have tried
to carry that on over the years. It's terrifying because my partner
Brandon Henderson and I reluctantly came up with that idea about a
half hour before the meeting with our Executive Creative Director
Jeff Kling. In a parallel universe out there, the PATH Train would
have been running late or an elevator would have broken down that
morning and now we'd likely both be penniless and living in our
parents' basements listening to Rush albums and yelling at the
TV.
I think Brandon and I were 25 or so at the time, a few years
into working in advertising and pretty much had no idea what we
were doing. We were just a couple of idiots trying to make each
other laugh and cobble something together for a meeting on an
account we figured we'd never sell something on anyway. In
hindsight, that naiveté and recklessness is what made it so
good.
I remember after we presented that idea for the first time, one
of the CDs pulled us aside, told us how disappointed he was and
said that we needed to up our game. He said he was worried we were
turning into "Team So-So."
The original notion of that whole thing -- before it went kind
of all Chuck Norris on everyone -- was that this guy was sort of
only minimally "more interesting" than the rest of us young,
neutered millennial guys were. Brandon and I thought that the same
way we'd purport this beer to be more interesting because it was an
import, we could purport this man to be more interesting simply
because he didn't do all the incredibly lame things that we did
like alphabetize our DVD collections or use exfoliating facial
moisturizers.
Brandon Henderson
Then: Euro RSCG, copywriter/art director,
2001-2007
Now: Wieden & Kennedy New York, creative
director
When I'm hit by a bus one day, people will mostly remember that
along with Karl Lieberman, I created the Most Interesting Man in
the World campaign. What I think about most now, at the moment of
his replacement, is how many hundreds of people Karl and I
auditioned for this role, and how we ended up casting the second
guy we saw.
Jonathan Goldsmith was right from the start. It felt like he
wasn't acting. He could freestyle for 10 full minutes about a
dignitary dinner he attended with the Queen, and how he lost a
tooth there biting her crown to prove it wasn't real gold.
At casting callbacks, he had an old dog that followed him around
that he called The $100,000 Dollar Dog, but he never said why that
was. And when our original script called for a scene where he dove
off a burning boat into the ocean with a knife between his teeth,
he seemed up for that too. He had been on Manimal. And CHiPS. Like
I said, he was right from the start.
The second closest guy kind of looked like a henchman in a James
Bond movie. He had one of those mid-90s Caesar haircuts with bangs
you could cut glass with. I remember he wore a lot of
turtlenecks.
Jeff Kling
Then: Euro RSCG, executive creative director,
2004-2008
Now: Fallon, Minneapolis, chief creative
officer
At this point, I'm deeply concerned that our hard-working
campaign creators won't get due credit for all the amazing
sub-campaigns we spawned. For example, I want desperately to be
remembered for this contribution to world letters on behalf of a
place called Albert G's in Tulsa, OK, spotted just yesterday at the
Tulsa airport:
Most Interesting Man Copycat Ad
Were it not for the tireless contribution of so many and for the
visionary shepherding of this work through several approval layers
at Heineken and then Cuahtemoc Moctezuma Brewery, this Tulsa BBQ
joint and so many others would be fucked for an idea.
[The campaign's] Director Steve Miller has a buddy who does a
fairly complete volunteer job of tracking The Most Interesting
Man's communications offspring.
In truth we had given up all hope of doing anything interesting
for Dos Equis, when a miracle substitution on the client side put a
Dutchman named Willem Vanderhoeven in charge. Spectators will find
it hard to credit reports that this particular campaign was nearly
impossible to navigate and wheedle into existence, but it was dead
on the table in two breweries without Willem and Arturo Rojas.
Facts.
Ken Kunze
Then: Heineken USA, chief marketing officer,
2006-2008
Now: Craft Brew Alliance, chief marketing
officer
We had a consumer segmentation study and the target segment was
"monsters" -- young guys who go out A LOT, and drink A LOT and
don't care what they drink. This was the insight that informed "I
don't always drink beer" line. The line was controversial
internally, but it was rooted in consumer truth.
Dos Equis: Dos De Mayo 2015 -- 'The Biggest Saturday Ever'
Casting an old guy was controversial. Originally Euro presented
younger guys more in the target. But the concept wasn't credible
without the guy being more seasoned. The inspiration was the uncle
who never got married and was always doing cool shit,
Hemingway-esque. He doesn't really speak in the spots so he was
chosen for his look. We spent more time talking about his beard,
whether it was OK to have one and how grey it should or shouldn't
be.
Because FEMSA still owned the brands at that time, I had to get
them to buy into strategic moves. This new campaign needed their
buy-in before we could produce it. I remember having over a
three-hour conversation well into the night with my counterpart in
Monterrey, Mexico, discussing the concept, the scripts, etc.,
trying to explain the nuance of the idea to a guy who was pretty
literal and whose first language was Spanish. And at the end of
three hours he simply said, "I don't get it. But we know you are
passionate about it and we trust you."
So the next day I called Kling and told him the story that they
didn't get it and didn't really like the campaign, but they
committed to support its development because they trusted me. So I
asked him if he was sure it was going to be as good as we thought
it was. And he gave this "yeah, sure" kind of answer. But I said to
Jeff that I really needed to know that he was personally committed
to make this great because I felt like I had really put my balls on
the line for this campaign, and I really wanted to make sure he was
committed and had his balls to be on the table with
mine….yeah sure. So then I went to Andy, the HUSA president
and told him the story and he basically said your balls are on the
table, but so are mine.
The original tagline was a lame translation of the strategy
statement, something like "Dos Equis, the most interesting beer in
the world." Our challenge was always can't we say it without saying
it. And right before the work was going to be shown at the
[distributors] convention, Kling called me up and said I think I've
got it, would you consider changing the end line to "Stay thirsty,
my friends."
The work initially debuted at our wholesaler convention to about
5,000 people. We had just finished a dress rehearsal the night
before at about 9 p.m. and the VP of sales comes over and goes, "We
can't show it, the works no good." The marketing team and the
agency knew it was good and the next day the response from the 5000
wholesalers was instantaneous. All the doubters became
believers.
FEMSA came to Heineken USA because of the work we had done on
brand Heineken. They wanted Dos Equis to be more like Heineken at
the time. By the time the campaign launched, the Dutch in Amsterdam
were like, "How come we can't get work like the 'Most Interesting
Man' on Heineken?"
Caroline Krediet
Then: Euro RSCG, Planning Director/Group
Planning Director, 2006-2009
When we originally tested this campaign there was great debate
about how old the MIM [Most Interesting Man] should be, with the
agency favoring the old guy. So we went into research with multiple
photos of the MIM as a 20-something, 40-something, 60-something.
The unanimous feedback was for the old guy who they felt would have
the most and best stories. The younger guy would be a "total
douchebag" who they wouldn't take advice from. And so we were able
to write a MIM casting spec for a distinguished old dude. Enter
Jonathan Goldsmith.
Jonathan Goldsmith was in one of those ads for old person's home
rescue alert buttons. "Help, I've fallen and I can't get up," which
ran right at or just before the first airings of the MIM launch
campaign.
When we were deciding on the tagline, then-brand team [members]
Willem van der Hoeven and Lisa Pfenning made the big bold decision
to walk away from the safer, more "marketing" tagline, "You have
only one life, make it dos." They picked the epic "Stay thirsty, my
friends."
Then-CMO Ken Kunze wanted to have the MIM holding a glass of
scotch in one of the scenes (to show he doesn't always drink Dos
Equis) but efforts were foiled by advertising standards.
Mary Perhach
Then: Euro RCSG, group account director/global
chief communications officer, 2005-2011
Now: SwellShark, president
Some of the best times in my career are linked to this campaign.
This was an incredible team -- agency and client. If you swapped
out any of the players, I'm not sure this campaign would ever have
come to life.
When we pitched the campaign, we imagined the MIM as an older
man -- the embodiment of a life well-lived. In fact, we used Prince
Rainier in the comps. We wanted to address any concerns about
casting a gray-haired man so we created additional comps for focus
groups with a few younger men in them. One of the faces was David
Turkanis, who was the AE on the business at the time. Not sure he
ever officially agreed to that but we all got a kick out of it.
Side note: The closer the MIM was to the age of our respondents,
the less appealing he was. He became threatening and they disliked
him. The MIM was meant to be aspirational and that only worked when
he was significantly older than the target, since that gave the
target a few decades to become just as interesting.
Karl, Brandon and Jeff are some of the best writers in the
business. Their lines were so clever and so well-crafted. I know
the campaign would have been a bust if not for the amazing
writing.
Karl and Brandon wrote some rules for the campaign for the
writers that would come after them. One of the biggest was that
what we claimed about the MIM's exploits had to be possible, if not
probable. That's why they always qualified some of the more
improbable claims with language like "It has been said
that...."
On the day of the campaign launch, Willem gathered the entire
team in a conference room in White Plains [N.Y.] and gave a speech
about teamwork that would rival anything Gene Hackman said in
"Hoosiers." Still gives me goosebumps.
Lisa Pfenning
Then: Dos Equis brand director, 2005-2008.
Now: William Grant & Sons Inc. category
marketing director, Sailor Jerry & Tullamore Dew
One thing that many people don't know is how hard it was to sell
this campaign into the Heineken senior management team and the Dos
Equis brand owners (at the time the brand was owned by FEMSA).
Aside from our direct team and my CMO at the time, there was not
much enthusiasm for the campaign. In fact, a few people wanted to
kill it. It was one of my toughest stakeholder management
endeavours. The business finally agreed to let us shoot the
campaign but we could not air it until we had LINK [copy testing]
results back. As you can guess, the campaign blew the category
norms out of the water, which allowed us to launch.
When our CMO was going to bat for this campaign he called Jeff
Kling and said "I'm putting my balls on the line for this campaign
and I want to know that your balls are on the table right next to
mine."
During year one of the campaign, we actually wrote a plan about
how to "evolve" (aka kill off) the MIM should the campaign lose its
relevance.
The grizzly bear we used in the launch spot broke free during
the shoot and almost mauled one of the creative directors. That was
the day I swore I would never work with live animals in a shoot
again.
Editor's note: Below is actual
footage of that brush with death, now posted on YouTube and
verified by one of the original team members.
Christian McMahan
Then: Heineken USA, chief marketing officer,
2008-2010
Now: Managing Partner, Smartfish
When I arrived on the scene and the campaign was still in test
markets, there was still resistance on taking the campaign
national. CCM was still the brand owner in those days and they were
very protective of the brand and the trademark. We actually had to
convince [them] that the campaign would work at the national level
and would succeed. In 2009, the campaign went across the U.S. for
the first time and has stayed that way ever since.
Before we broke the campaign national in 2009, we established
the "MIM Commandments" -- a series of rules designed to keep the
campaign fresh and not wearing it out too soon. As still a small
brand at the time, we could not afford having to create something
new, we wanted to make sure the campaign had a long run. I can't
reveal all of them, but I think the biggest takeaway was to avoid
the "jump the shark" moment. No late-night talk shows, no movie
cameos, etc. Not too much later Old Spice launched their "Man Your
Man Could Smell Like" campaign and broke almost all of the rules.
The campaign was great, but certainly seemed to wear out a lot
faster than "MIM" did.
One of the more amusing things was the annual approval process.
One year we had a line in one of the spots that was one of my
all-time favorites that said "Sharks have a week dedicated to him".
A no-brainer, right? Well when you fly down to Monterrey, Mexico,
to present the spots and the senior CCM executives all look at each
other after the ad plays, you then have to spend a few minutes
explaining the cultural phenomenon of Shark Week. Another awkward
moment was after Heineken purchased the brand, we flew to Amsterdam
in 2010 to present the new work. We had a spot that year called
"Manscaping," suffice to say it was not my proudest moment as a
marketer to have to explain what manscaping was to the Heineken
leadership.
Paul Smailes
Then: Dos Equis, senior brand director,
2009-2012.
Now: SwellShark, managing director
One of the secrets to the brand's success was a magnificent
client-and-agency partnership. Our agencies were a valued extension
of the marketing team who had an equal (and at times a deciding)
vote on important decisions and who acted as one team when
evaluating and executing ideas in the best possible way regardless
of their origin.
Director Steve Miller of Radical Media (l.) reviews scenes with former Dos Equis Sr. Brand Director Paul Smailes and Mr. Goldsmith during a 2012 ad shoot. Credit: Roger Snider, courtesy Heineken USA
One of my favorite memories was holding a pirate-themed offsite
which pushed the team not to rest on our laurels, motivated us to
think like a challenger brand, reminded the team of the brand's '10
commandments', and to inspire a new wave of fresh ideas. Seeing
some pretty serious debates by men and women dressed as pirates was
also very amusing.
Jonathan Goldsmith was a pleasure and gentlemen to work with,
and was very gracious in understanding why he couldn't accept every
event invitation he received each week so we could keep the mystery
of his character alive and well.
E.J. Schultz is the News Editor for Ad Age, overseeing breaking news and daily coverage. He also contributes reporting on the beverage, automotive and sports marketing industries. He is a former reporter for McClatchy newspapers, including the Fresno Bee, where he covered business and state government and politics.
Ann-Christine Diaz is the Creativity Editor at Ad Age. She has been covering the creative world of advertising and marketing for more than a decade. Outside of the job, she can be found getting in touch with her own creativity.