Pepsodent vs. Colgate: How effective is comparative advtg?
We ask experts whether such tactics work and if they can influence consumer decision and help brands grab larger market share...

Pepsodent’s attack on Colgate last weekend took the audience and industry by surprise. It created buzz as brand name Colgate was clearly visible in the ad, which came with a confident conclusion that Pepsodent’s Germicheck is no less than 130 per cent better than Colgate – the current market leader with a 54.2 per cent market share in the Rs 5050 crore Indian toothpaste market.
We ask experts whether such tactics work and if they can influence consumer decision and help grab larger market share…
Comparative advertising is something that the challenger brand should undertake; for example, Tyson Gay can challenge Usain Bolt, but it cannot be the other way around.
“Pepsodent is doing the right thing when it comes to comparative advertising. A brand has to keep in mind how strong is the competition that it is taking on. You have to be in a relative position to challenge,” said Anand Halve, Co-Founder of Chlorophyll and Author.
“Times change, markets change, consumers change and marketers need to stay on top of this change. Comparative advertising is bound to get more and more aggressive and more and more in the open as the times get competitive. Most brands will use competitive advertising that pokes fingers into the eye of the competitor. And most will say that it is their right to keep consumers informed. If Pepsodent is superior to Colgate by a precise 130 per cent, it is Pepsodent’s right and duty to keep consumers informed,” opined Harish Bijoor, Brand Expert and CEO, Harish Bijoor Consults.
The point remains how effective is the ad. From a consumer’s perspective, does the consumer really want to know about the 130 per cent? Will it have an impact on how brand Pepsodent is perceived?
“Arithmetical challenges don’t work in comparative advertising; consumers don’t connect with an intellectual comparison. The comparison needs to be crafted in a manner that a consumer can relate to. For example, Balsara Group’s Promise that has clove oil resonates because as Indians we know it is good for teeth. A successful comparative advertising campaign will tap something that already exists in the consumer’s heart,” added Halve.
Interestingly, Promise which was launched in India in 1978, successfully gained the second highest market share after leader Colgate. Its success was attributed to its unique proposition of clove oil with tagline ‘Laung ke tel wala promise’. It made an instant connect with traditional Indian households which have believed in dental ailments being treated with clove oil for decades.
“Comparative advertising can be quite fascinating,” believes KV Sridhar, Chief Creative Officer, Leo Burnett India and Subcontinent. “But, at the end of the day legal teams have an upper hand after the damage has been done. Consumers need to be involved in comparative advertising; people love seeing an underdog winning as they feel like they have won. The more you involve people, the more successful is the campaign,” he said.
When it comes down to the success and impact of a comparative advertising campaign, experts believe that the brand’s efforts supplemented with other activities such as a free dental check-up or replacement of half used Colgate tube with a brand new Pepsodent tube will have more impact on consumers as opposed to only the TVC. This will take the campaign a step further than a stronger germicheck, which the consumer may not care about immediately.
Whilst examples of such competitive and aggressive advertising are essentially tactical bits that help boost brand salience, will this become a part of mainstream strategy for brands?
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E4M Our strategy is to target younger audiences through Sports: Rajiv Dubey, Dabur
The Head of Media at Dabur India spoke exclusively to exchange4media on the World Cup, associating with Indian Idol, the company’s digital spending and much more
With quirky campaigns, memes and moment marketing, timed with the ongoing World Cup and particularly the India-Pakistan matches, Dabur India has got considerable consumer attention for its popular brands – Red Paste, Cool King Hair Oil, Chyawanprash, Dabur Vita and the recently launched Bae Fresh Gel toothpaste.
The 140-year-old company is going big on key sporting events, World Television Premiere (WTP) movies and reality shows. It is now gearing up to become the title sponsor of popular talent show ‘Indian Idol’ on Sony TV for the first time, shared Rajiv Dubey, who leads the media strategy at Dabur.
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Swapan Seth's new book 'COOL' is out
The book is a reflection of the author's 'eclectic taste across categories'
Advertising professional and art collector Swapan Seth has announced the launch of his new book COOL. The book is described as "a ready reckoner to the hip and the happening, of the known and the very unknown."
The book is a reflection of the author's "eclectic taste across categories: from boltholes to exotic hideaways."
COOL has been published by Simon & Schuster India and is available on Amazon.
Seth is an ad veteran with a long and illustrious career in the industry. He became the youngest-ever Creative Director at Clarion at age 24. He was VP at 26 at Trikaya Grey. Two years later, he started his agency Equus.
He writes for publications such as The Economic Times, Hindustan Times and India Today. This is his second book and he has previously published THIS IS ALL I HAVE TO SAY.
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Disney Star signs 9 sponsors for Asia Cup PAK
Charged by Thums Up, Nerolac Paint+, Amazon Pay, Jindal Panther, My11Circle, MRF, Samsung Galaxy Z Flip5, Wild Stone and Thums Up come on board
e4m Staff Disney Star has signed nine broadcast and digital streaming sponsors for the upcoming Asia Cup.
Charged by Thums Up, Nerolac Paint+, Amazon Pay, Jindal Panther, My11Circle, MRF, Samsung Galaxy Z Flip5, Wild Stone and Thums Up have come on board for the upcoming tournament.
As reported earlier by exchange4media, Disney Star has sought Rs 26 crore for the co-presenting sponsorship on TV and Rs 30 crore for Disney+ Hotstar.
According to industry sources, the associate sponsorship on Star Sports has been priced at Rs 19.66 crore, whereas for the ‘powered by’ sponsorship on Disney+ Hotstar, the broadcaster is seeking Rs 18 crore.
As per the information available with exchange4media, Disney+ Hotstar has three sponsorship tiers-- co-presenting (Rs 30 crore), powered by (Rs 18 crore) and associate sponsorship (Rs 12 crore). The broadcaster is offering an estimated reach of 120-140 million for co-presenting sponsors, 90-100 million for powered by and 60-70 million for associate sponsorship.
A spot buy for 10 seconds has been priced at Rs 25 lakh for the India vs Pakistan matches, while for the non-India matches, the ad rate for 10 second is Rs 2.3 lakh. The India matches plus the final for ODIs has been priced at Rs 17 lakh per 10 seconds.
Asia Cup is scheduled to be held from 30 August, 2023, to September 17, 2023.
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Sorted 360 wins creative & social media mandate of Reliance Mall
The agency will manage offline and online campaigns for Reliance Mall
Sorted 360, an integrated creative and social media agency, has won the mandate to providing brand solutions for Reliance Malls across India.
“Sorted 360 is set to enhance Reliance Malls' market presence with their unparalleled creative prowess and strategic thinking,” read a press release.
“Sorted 360's commitment to pushing the boundaries of creative communication aligns perfectly with Reliance Malls' ethos. With a pan-India presence spanning across 19 cities and growing, Reliance Malls has consistently captivated customers by offering an array of Reliance brands and third-party fashion & lifestyle brands. The mall has established an unparalleled connection with its patrons through superior quality, a remarkable value proposition, and an unmatched shopping experience,” it read further.
"We are thrilled to welcome Sorted 360 as our trusted partner in advancing our brand presence across the nation," said the Head of Marketing at Relaice Malls. "Their proven expertise in retail, shopping center management, and innovative creative strategies make them the perfect fit for our vision."
"Partnering with Reliance Malls is a testament to our commitment to shaping extraordinary brand experiences," remarked Prerana Anatharam, Co-founder of Sorted 360. "We are excited to leverage our strategic and creative acumen to further elevate Reliance Malls as the epitome of convenience, choice, and excellence."
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KlugKlug onboards Hemang Mehta as Country Manager for Indias
Mehta was most recently Head of Agency Relationships at Network 18 Media & Investments
KlugKlug has appointed Hemang Mehta as its Country Manager for India.
Mehta will play a pivotal role in driving KlugKlug's growth and expansion within the Indian market and be responsible for Sales & GTM Strategy
Prior to that, he has also represented organisations like Exponential (now VDX.tv), India Today Digital and Rediff.com. His expertise spans various domains including digital media sales, mobile marketing, media planning, and buying, social media marketing, and more.
Hemang Mehta expressed his enthusiasm about joining KlugKlug, saying, "I am thrilled to be a part of KlugKlug, a forward-thinking platform that is reshaping the influencer marketing landscape. As much as I look forward to collaborating with the exuberant team at KlugKlug, I am super excited to interact with the brands to deliver powerful data-backed Influencer solutions that will guarantee business outcomes."
Commenting on the appointment, Kalyan Kumar, Co-Founder and CEO of KlugKlug, stated, "We are excited to welcome Hemang Mehta to our team as the Country Manager for India. His extensive experience in digital media sales and marketing will be instrumental in driving our efforts to provide influencer marketing solutions to our clients. We believe Hemang's leadership will be key in scaling our operations and expanding our reach within the Indian market."
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