Comment – Wehring's Way: Maker's Mark - Everything Ventured, Nothing Gained
Consumer pressure saw Beam Inc change its mind over Maker's Mark's abv
I got quite angry yesterday. You wouldn't like me when I'm angry. But, when Beam Inc advised us that it is abandoning its plans to lower the abv of its Maker's Mark brand, I got eye-rollingly annoyed.
For the record, I am a big fan of Maker's Mark. I like the way it tastes, I like the way it looks, I like the way it's positioned in the whisk(e)y world. Even so, I understood completely why Beam was looking to move the brand from 45% to 42% abv; I even went so far as to defend the decision.
You'll understand the reason for my chagrin, then, as Beam apologised profusely to those of its consumers who took to their social media outlets and vented their fury at the proposal.
“We’re sincerely sorry we let you down,” said the COO and chairman of Beam's Maker's Mark unit in a joint-statement on the brand's website yesterday. Indeed, in an interview with Drink Spirits, chairman Bill Samuels Jr went even further: “We are also a little embarrassed about being so stupid,” he said.
We're certainly agreed that the adjective 'stupid' applies here. But, I think Messrs Samuels and myself would disagree, however, over which part of this mess we'd describe as being stupid.
Existing consumers are naturally overjoyed at the U-turn, but this change of heart is short-termism writ large.
As China continues to soak up whatever strong, international, brown spirit that is thrown at it, and India is proving equally thirsty, getting more Maker's Mark out of existing stocks and then heading for the new Frontier would show that Beam has intentions on a global scale.
After the initial announcement, I was told in no uncertain terms by Beam that the taste of the lower abv Maker's Mark was indecipherable from the original abv version. Rather than tough it out with existing consumers, however, Beam has abandoned the move.
Now, don't get me wrong: Having spent seven years working in the retail sector, I am well aware that the customer is king. I am also well aware, however, that you have to understand your customer; who they are, what they like, what they don't like... It is this golden rule that, I feel, Beam has got horribly wrong.
In a world where the craft distilling scene is burgeoning, Maker's Mark stood last week at the crossroads of moving from the niche underground to the global overground.
But, in a shocking case of brand management gone wrong, Beam blinked.
Over the last 10 years RTD's as a category may not have grown at anywhere near the level it did between 1998 and 2003 but it has, nevertheless enjoyed steady global growth. This reality flies in the f...
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