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Capturing Hearts - and Market Share!

A Case Study of 3 Brands that Create Emotional Connects to Drive Sales


As I sat down to write this case study examining brands that create an emotional connect to drive Sales, I found myself researching marketing campaigns for everything from glutathione treatments, designer bags, international coffee chains and more.


I couldn’t decide which would make the best case study, so I took a break and made myself a quick snack - sliced apples with some gouda cheese.


And as I put the package away it suddenly hit me I was looking in all the wrong places. 


Because so many of these brands and products I was looking into are ephemeral. They use novelty as the primary emotion. They are trendy and fresh and that is why they are popular. But they remind me of countless “viral” products that are here today, gone tomorrow. 


But what are some brands that have built connections so strong, so enduring, that they have stood the test of time? Brands who become the family favourite and stay that way for generations? 

I looked down at the package of Amul Gouda cheese and I had my answer. 

The following is a case study of three iconic Indian brands who have managed to dominate the Indian market by creating a strong connection with the consumer. 


Their knack for understanding their customers deeply and speaking their language has driven sales like no mere branding exercise ever could. Here is what they do, how they do it, and what it matters for you.


1. Amul

We all remember seeing the Amul Girl, the classic cartoon character featured in Amul ads. Amul Girl comments on current events, societal issues, and popular culture with humour and wit. Over the decades, she has created a strong emotional connection and makes the brand relatable and endearing - and iconic. 


Market Share

Amul holds a dominant position in the Indian dairy market, with a market share of around 44% in the organised sector. This significant share underscores its widespread acceptance and loyalty among Indian consumers.


Key Emotional Factors

Humour and Wit: Engages consumers with light-hearted, clever commentary.

Cultural Relevance: Reflects current events and societal trends.

Nostalgia: Long-standing presence in Indian households builds a sense of tradition and trust.


Record-Breaking Ad Campaigns

An Amul ad of the Amul girl fueling her car with the caption Painfuel Increase. Amul: Affordable Taste!

Amul's advertising campaign featuring the Amul Girl is one of the longest-running ad campaigns globally, having started in 1966. This consistency has made it an integral part of Indian pop culture, with the ads often going viral on social media platforms.


Dominance through Emotional Connection

Amul's ability to tap into the collective consciousness of India through timely, humorous, and culturally relevant ads has helped it stay ahead of competitors. The brand's approach of integrating current events and societal issues into its marketing has kept it relevant across generations.


2. Parle-G

What do you think of when you think of Parle G? Your grandfather telling you stories while you dip your biscuit into a cup of tea. Tossing a few biscuits to the stray dog who lives outside your local shop - and getting a friend and protector for life. There is no Indian from any background who doesn’t have a fond memory they associate with the biscuit. Parle-G, one of India’s oldest and most beloved biscuit brands, has built an emotional connection through its simple, affordable, and nostalgic appeal.


Capturing Market Share

Parle-G is a market leader in the Indian biscuit segment, holding a remarkable 70% market share in the glucose biscuit category. This dominance reflects its strong brand equity and widespread consumer preference.


Key Emotional Factors:

  • Nostalgia: Reminds consumers of their childhood.

  • Simplicity and Affordability: Appeals to a wide demographic.

  • Family Values: Emphasises the joy of simple, everyday moments shared with loved ones.


Record-Breaking Ad Campaigns


Parle G's "G Maane Genius" Ad Campaign

Parle-G’s advertising campaigns often feature heartwarming stories that resonate with a wide audience. The brand’s slogan, “G for Genius,” and its memorable jingles have become a part of Indian popular culture, contributing to its enduring popularity.


Dominance through Emotional Connection

Parle-G’s ability to evoke nostalgia and connect with consumers on an emotional level has ensured its continued success. The brand’s focus on simplicity, affordability, and family values has made it a staple in Indian households, creating a loyal customer base that spans generations.


3. Tata Tea

Do you remember Tata Tea’s Jaago Re campaign jingle? Most of us hear it in our head as soon as it is mentioned. It is a powerful example of using emotional appeal and social awareness. The campaign encourages Indian citizens to wake up and take action on social issues, from voting to fighting corruption. This not only promotes the product but also positions the brand as a socially responsible entity.


Their Strategy for Capturing Market Share

Tata Tea holds a significant share in the Indian tea market, with a 19% market share in the organised sector. This robust presence highlights its influence and reach among Indian tea drinkers.


Key Emotional Factors

  • Social Responsibility: Inspires action and social change.

  • Empowerment: Encourages consumers to be proactive citizens.

  • Patriotism: Connects with a sense of national pride and duty.


Record-Breaking Ad Campaigns

A tata tea "Jaago Re" Ad campaign featuring a group of children holding up posters that say "Save Our Future"

The Jaago Re campaign is one of the most impactful social marketing campaigns in India. It has received numerous awards and accolades for its creativity and effectiveness in driving social change.


Dominance through Emotional Connection

Tata Tea’s focus on social issues resonates deeply with Indian consumers, who value brands that contribute to societal well-being. The campaign’s emphasis on empowerment and patriotism has created a strong emotional bond with the audience, differentiating Tata Tea from its competitors.


What This Means for You as a Seller

The success stories of Amul, Parle-G, and Tata Tea make a strong case for creating an emotional connection with consumers. It is not just a marketing strategy; it's a powerful tool for building lasting brand loyalty and driving sales. These brands have thrived by understanding their audience's values, emotions, and cultural context, and by delivering consistent, relevant, and emotionally resonant messages.


How to Create a Connection That Lasts

  1. Understand Your Audience To create a lasting connection, you need to know your audience deeply. Understand their needs, values, and cultural context. This knowledge will guide you in crafting messages that resonate on a personal and emotional level. Want to understand your audience better? Download my FREE Ideal Customer Persona Template here: https://www.saleswomentoring.com/ideal-customer-persona-icp-template

  2. Be Authentic and Relevant Consumers today value authenticity. They want brands that are genuine and reflect their values. Be transparent in your communications and ensure that your brand message is relevant to current events and societal trends, just like Amul's ads featuring the Amul Girl.

  3. Build on Nostalgia and Tradition Tap into the power of nostalgia and tradition. Brands like Parle-G remind consumers of cherished childhood memories and family moments, creating a strong emotional bond. Think about how your brand can evoke positive memories and traditions.

  4. Be an Inspired Seller Inspire your consumers by aligning your brand with something that matters to them. Tata Tea's Jaago Re campaign inspired consumers to take action on social issues, fostering a sense of power and patriotism. When consumers feel your brand is making a positive impact, they are more likely to support it.

  5. Consistency is Key Consistent messaging and branding over time build trust and loyalty. Amul's decades-long campaign with the Amul Girl is a testament to the power of consistency. Ensure your brand's voice and values are consistently communicated across all platforms.

  6. Emphasise Core Values and Simple Pleasures Highlight the simple joys and core values associated with your product. Parle-G's focus on everyday moments and simplicity appeals to a broad demographic and reinforces its place as a beloved household staple.


By incorporating these strategies, you can create a brand that not only captures market share but also the hearts of your consumers. Emotional connections drive long-term loyalty and turn customers into advocates, ensuring your brand stands the test of time. 


Sales is not just about selling a product; it's about creating an enduring relationship with your audience.

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