Dynamite for Business: The Revival of Listerine

Objectives: To recapture its top sales position in the face of surging competition from other mouthwashes, as well as toothpaste and chewing gum; to take a current weakness-unpleasant taste-and turn it into a strength: to encourage the response, 'The blast in the mouth tells me it's working.' To develop an enduring solution, not just for the advertising but also for the brand.
Agency:   J. Walter ThompsonClient: Warner Lambert

Dynamite for Business

The Revival of Listerine

Mark Sareff

INTRODUCTION

From its beginnings as the first mouthwash brand with the entire category to itself, Listerine had slid to 29.9% by volume in 1993 and plunged a further six points to 23.6% by volume in the twelve months to mid-1995.

Competing brands were closing in for the kill.

The task of recovery was difficult. Listerine is an old brand. Mouthwash is an uninspiring category. And we had no news to...

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