Marketing is valuable to any businesses that hopes to be competitive in the healthy food market but marketing functional food and beverages can be a challenge.
Companies looking to capitalize on the $43 billion global functional food and beverage sector should not let marketing trump research, cautioned attorney Alan Feldstein of the law firm Collins, McDonald & Gann at the SupplySide West trade show.
The global market is estimated to grow to $54 billion by 2017, according to Leatherhead Food Research. But case studies indicate how companies can properly and successfully launch functional food products–as well as how companies can get dinged by regulators for making a range of rookie mistakes.
Big Companies Can Fail at Marketing functional Beverages
Among the more common mistakes are trying to fortify junk food, as when Coca-Cola tried to fortify Diet Coke Plus with vitamins and minerals.
“What they tried to do is turn soda into a product that had some health benefits,” said Feldstein. “You can’t make a silk purse out of a sow’s ear.”
The FDA came down on Coca-Cola for that one, showing that even marketing titans are liable to make mistakes and it’s not so easy when it comes to marketing functional food and beverages.
Another similar example is Gamer Grub, a snack food marketed to video game players and referred to as a pizza-flavored performance snack. The problem here was its proprietary blend of choline and L-glutamic acid, and the fact that foods are not allowed to have proprietary blends–a tactic some supplement companies use to maintain a competitive advantage by not giving away their exact formulation.
On the other side, Knudson’s Simply Nutritious drink contains ginger and echinacea, with a dosage of 960mg echinacea, which is considered an efficacious dose. The company has been able to successfully market the product.
Feldstein laid out common-sense principles that should govern a company’s efforts when it comes to successfully marketing functional food and beverages
5 Tips for Marketing Functional Food and Beverages
- Truthful advertising, in net, has to not be misleading.
- Substantiate claims.
- Don’t let marketing overrule common sense.
- Functionalize foods that already have some health benefit, and not empty-calorie snacks or drinks. Examples include probiotics in yogurt, or antioxidants in ketchup.
- Beware the fairy dust principle – use enough of an ingredient to be effective and that support the claims being made.