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Ad Stand: The milk sellers

It is surprising that though a whopping 10% of global milk production comes from India, yet all these years milk has not seen many brands come in and build traction. But things are not the same any more. In last few months, a slew of brands who are trying their hands in the milk market, though not in fresh packaged milk

Delhi | January 31, 2017

Adstand by Naresh Gupta

Milk is integral to India, almost every urban home in India is a consumer of milk. The day starts in India with milk, from tea to coffee to a glass of milk. A whopping 10% of global milk production comes from India. Yet for all these years, milk has not seen many brands come in and build traction. We have seen distribution brands being built by cooperative dairies, but otherwise fresh packaged milk has remained a liquid commodity. This has started to change rapidly. In last few months there have been a slew of brands that have been launched in the market. Corporates like Coca Cola are trying their hand in milk market, though not in fresh packaged milk.

Amul has been the leading players in fresh milk. Amul has almost created the category in India. Amul then let many state level cooperatives launch their own brands. Mother Dairy, Verka, Vijaya, Nandini and Saras are the local state level brands that now play at the national level.

Now there are a host of brands that are being launched, some are aimed at the small regional level, some at the national level. There are even tech start-ups that deliver fresh packaged milk to your doorstep. The start-up world has entered the world of gwalas.

The organic food culture has come to fresh packaged milk world in a big way.

There are many small dairies that are aggressively building local offers to supply fresh organic milk. Milcch in Gurgaon, Pride of Cows in Mumbai, Madras Milk in Chennai are all building traction for premium milk. These brands are also creating a new language for milk brands. There is the hyperbole of Madras Milk about being the new standard of milk, to confidence of Pride of Cows about being full of love to Milcch’s claim of being innocent. Farmers are leveraging technology and consumers are getting better choices.

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It’s not just that the action is seen in the niche organic or high quality milk market, the action in the mainstream milk market has also heated up.

Mother Dairy has been very active building both the delivery and fresh milk through a host of campaigns. The challenge to Mother Dairy is coming from aggressive brand like Kwality, which is investing heavily in brand building to gain consumer traction.

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Kwality has signed up a celebrity, known for fitness and is aggressively investing in advertising. As an erstwhile ice-cream player, the brand is not new to the dairy segment. There are two big symbols of milk communication, the milk moustache that Got Milk Campaign uses and the milk splash that is used by many brands. Kwality has used the wings that give Akshay extra power.

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Milk Life, a brand of USA, has been doing the same for many years, and the content it has on the site is extensive. Milk Life became the template for Coca Cola’s campaign for Fairlife Milk. They used milk as fashion statement for today’s models.

Not all appeals in milk advertising are positive. Gurgaon-based Milkor is using fear as appeal to sell milk. Milk is fed to snakes in India in search of blessing; to see milk take the shape of a snake is rather scary. In fear an appeal that can work for a niche unknown brand? Incidentally Milkor is world’s leading brand of Grenade Launchers.

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What is worth pondering over is the fact that despite such a large production base, India does not have a milk brand that is known in the world. We aren’t even known for our prowess in dairy.

Now if cow and buffalo milk is not for you, then there is camel milk available in India. No, not from a home-grown dairy, but from UAE. Check out  https://camelicious.in/

The milk wars may just be beginning, there are many more salvos to be fired. Remember Mahatma Gandhi was fond of goat milk.

(Naresh Gupta is Managing Partner and CSO of Bang in the Middle. The views expressed are personal.)

Info@BestMediaInfo.com

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