The Old Spice commercials were a viral sensation, and the Old Spice guy is a celebrity. So why did sales of Old Spice body wash actually drop?

According to industry-watching site WARC, the ubiquitous campaign for Old Spice body wash, “The Man Your Man Could Smell Like” actually corresponded with below-average sales:

“While there is little doubt about the viral hit’s popularity – the official version has racked up 12.2 million impressions on YouTube – sales of Red Zone After Hours Body Wash have fallen by 7%.”

The campaign appeared to be aimed at both women and men (the Old Spice Guy addresses “Ladies,” but the tagline at the end is, “Smell like a man, man.”) The ads were funny, and transcended the viral marketing stigma to become a legitimate hit on blogs and social networks. Surely, an entire new generation was introduced to the brand. So, why the drop in sales? Here are a few theories: Read the rest of this entry »

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Advertising adds value to a product by changing our perception, rather than the product itself. Rory Sutherland makes the daring assertion that a change in perceived value can be just as satisfying as what we consider “real” value — and his conclusion has interesting consequences for how we look at life.

About Rory Sutherland

Rory Sutherland stands at the center of an advertising revolution in brand identities, designing cutting-edge, interactive campaigns that blur the line between ad and entertainment.