BBH Woos The Distribution Channel

According to Ad Age, Miller Brewing Co. has named British-owned Bartle Bogle Hegarty agency of record for its flagship Miller Lite brand, following a competitive review.

“They are passionate about the beer business. And, with their previous experience working with the nuances of a three-tier system, we know that they will make great partners as we accelerate the momentum of our flagship brand,” said Randy Ransom, Miller’s chief marketing officer.
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Miller’s distributor network is said to have loomed large during the review, as agencies were repeatedly grilled on how they’d sell ideas through to wholesalers. Some of those wholesalers were bitterly disenchanted with Lite’s previous agency, Crispin, Porter & Bogusky, Miami, and its failed “Man Laws” campaign, which stoked social currency but didn’t sell beer.
The affection of distributors is particularly important to Miller because, unlike Anheuser-Busch and its exclusive distributor network, it shares many of its key wholesalers with Coors Brewing Co. “In a lot of ways, the target for them isn’t the consumer, it’s the distributor,” said one review participant. “You need to motivate them to get the good displays and the best shelf space.”

About David Burn

Co-founder and editor of AdPulp. I wrote my first ad for a political candidate when I was 17 years old. She won her race and I felt the seductive power of advertising for the first time. I worked for seven agencies in five states before launching my own practice in 2009. Today, I am head of brand strategy and creative at Bonehook in Portland, Oregon.