Tata Sky +HD: Turning on a customer who has switched off

This case study illustrates how Tata Sky, the TV provider, halted the decline of its premium TV recording box by changing its marketing message to better fit the culture of Indian men.

Tata Sky +HD: Turning on a customer who has switched off

Kawal Shoor, VR Rajesh and Pallavi Nayak

Campaign details

Brand owner: Tata SkyLead agency: Ogilvy & Mather MumbaiBrand: Tata Sky +HDCountry: IndiaIndustry Household appliances, durablesChannels used: TelevisionMedia budget: 1 - 3 million

Executive summary

Tata Sky's +HD box, a premium, high-end, direct-to-home (DTH) box that helps record live TV, saw a sharp dip in its volumes in India of almost 50% in just three months. As the brand's revenue and image driver, arresting those falling sales...

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