It’s an
opportunity “any time you can both expand your market and get beyond
seasonal products,” Mason said, noting that the Pedialyte brand is
traditionally tied to the flu and cold season.
The move also will put Pedialyte in direct competition against more traditional adult hydration choices such as PepsiCo Inc.’s (PEP) Gatorade.
Mason
said the company doesn’t plan to change the product makeup of Pedialyte
and has no plans to change its name to target adult consumers. The
company, however, is introducing larger powdered-stick packs for adults,
and adding adult-friendly flavors including strawberry lemonade and
orange. In March, it unveiled a “See the Lyte” campaign to promote the
brand to adults as part of a plan to double marketing spending this
year, mostly on social media and via other online venues.
This
year it also will appear in 144 music festivals and sport events in
cities from New York to Atlanta to give away free samples.
Mason
said Abbott doesn’t plan to sell the brand beyond its traditional food,
drugstore and mass-merchant retail customers but said there could be
opportunities to feature the brand in different parts of a given store.
Charles
Minnick, a 28-year-old financial analyst from St. Louis, said that he
and his twenty-something friends swear by Pedialyte to treat their
hangovers and keep it on hand for that purpose. “Nothing is better,” he
said.
At a bachelor party
years ago in Dallas, he said, a friend of the groom “turned us all on to
it, and we exported the knowledge back to our respective hometowns.”
Branding
experts said that while it makes sense for Pedialyte to expand the
definition of its target market, Abbott will have to think seriously
about either changing the brand name or formally indicating that the
product is intended for adult use.
“Any
strategy that you develop to be able to expand the user base is a good
one,” Robert Passikoff, founder and president of consulting firm Brand
Keys, told MarketWatch. “The question is, ‘Can they do it?’ Pedialyte is
known for electrolyte absorption for children. Now you have to try to
sell to adults. It’s like going out and having a headache and someone
asks, ‘Would you like children’s Tylenol?’ Abbott isn’t going to be the
only one doing this. Adults are going to feel they need a product of
their own. The name becomes a barrier.”
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