"We hadn't put a lot of resources behind [Diet Mtn Dew]," said
Brett O' Brien, VP-marketing for Mtn Dew and flavored carbonated
drinks. "It was something that you found and then you were in this
exclusive club, because we didn't talk about it much. As that
exclusive club grew bigger and bigger, it became clear we had to
put some dedicated resources against it."
Founded in 1988, Diet Mtn Dew has had strong growth even as the
carbonated-soft-drink category slowed in recent years. The brand,
targeted at Gen X males, cracked the top 10 soda brands in 2005
with a 1.4% share of the total market, according to Beverage
Digest. In 2010 it had a 2% share of the $74 billion category.
Full-year figures aren't available yet for 2011, but Beverage
Digest reports that , excluding fountain sales, Diet Mtn Dew's
volume was up 2%, while the overall category's declined 0.5%.
The brand increased sales by skirting the "diet" stigma carried
by some other soft-drink brands that appeal to Gen X males. Diet
Mtn Dew skews 60% male and 40% female, while the base brand is
"We attribute this to the strength of the Dew brand with male
consumers," said a spokeswoman. "The brand halo from base Dew seems
to counter the negative "diet' perception."
And with its own marketing budget, there's nowhere to go but up.
"The success of Diet Mtn Dew is a function of the success of Mtn
Dew," said John Sicher, editor and publisher of Beverage Digest.
"Mtn Dew has consistently been one of the best-marketed soft-drink
brands in the U.S. As consumers have gravitated more toward diet
sodas, Diet Mtn Dew has benefited. ... Diet soft drinks that taste
good and are marketed well have huge growth potential over the next
The brand's first dedicated tagline, "Yeah, it tastes that
good," drives home the message that Diet Mtn Dew is at taste parity
with the regular version. The tagline is prominent in a series of
new commercials that will be in rotation nationally with network
buys. BBDO New York handles creative for Diet Mtn Dew and Mtn
Despite the brand's consistent growth, Diet Mtn Dew has received
only sporadic support, such as the quirky "Surprising Facts"
campaign, which ran largely on cable TV. Measured-media spending
has been just a couple of million dollars in each of the last few
years, according to Kantar. Executives plan to boost media spending
by 50% in 2012.
"We're carving out budget within the trademark that 's dedicated
to Diet. We may carve out more, depending on what we're seeing,"
said Mr. O' Brien.
Last year, Emily Silver was added as Diet Mtn Dew's senior
marketing manager. While people associated with the brand have
always worked on Diet Mtn Dew, Ms. Silver is the first to be
dedicated to the business, Mr. O' Brien said.
She was in Florida for the Daytona 500, where Mr. Earnhardt took
second place and fans were decked out in the brand's gear. "There
were T-shirts, hats and backpacks everywhere. You can just imagine
the awareness that 's going to come from that ," Ms. Silver said.
"[Dale] empowers the target we're trying to reach. He's clearly in
that demographic; he's switching to Diet in his own life."
A spot featuring Mr. Earnhardt and the Diet Mtn Dew car began
airing this month. Programs throughout the seasons will highlight
the sponsorship, as well as the resurrection of the Dew Crew.
During Darrell Waltrip's 1981 and 1982 championships seasons, his
pit crew wore bright-green pants and shirts with the moniker Dew
Crew. The new iteration is an online community.
Diet Mtn Dew will also be front and center with college
basketball (though it's not an official NCAA sponsor) as it
partners with ESPN on a "Fuel the Frenzy" promotion.
"We've got a lot of runway," said Mr. O' Brien. "We're by no
means at a point where it's about trying to get current users to
drink more. It's about bringing in new users. It's sort of this new
drink that 's been around a long time."