Jean-Marie Dru is the Chairman of TBWA Worldwide He writes a memo to all his colleagues at TBWA every week. Sometimes, he shares them with us:
In 2008, TBWA\Chiat\Day Los Angeles was tasked to reignite the spark both in the Gatorade brand and in those who drink it. Because of the brand’s tremendous growth over the years, it was starting to lose its core sports relevance as consumers forgot Gatorade’s fundamental reason for being – superior sports hydration that fuels athletic performance. The brand was losing its meaning and in danger of becoming more akin to soda pop than sports drink.
In talking with athletes of all ages, the team found that whatever they do, wherever they go, the best athletes always take their attitude, swagger and passion with them. They may lose a step here or there, gain a few pounds as they age, but the one thing that doesn’t change is their competitive desire and will to win.
They tool inspiration from the fact that rivalries have fueled athletes throughout the history of sport and asked, what if Gatorade used a sporting rivalry as a catalyst to give one-time athletes a second chance?
Two U.S. high schools, Easton High School in Pennsylvania and Phillipsburg High School in New Jersey, have a 100-year-old rivalry and, in 1993, were named by Sports Illustrated as the best high school football rivalry in the country. However, the 1993 meeting between the two teams ended in the worst possible way, a 7-7 deadlock. No true rivalry should ever end in a tie.
Here was the brand’s opportunity. Fuel a grudge match. Provide the original players a second chance to play the ‘93 game and settle the score once and for all…15 years later: Gatorade “REPLAY” was born.
Gatorade REPLAY originated as a five-part online documentary. Cameras captured every part of the 90-day journey, from the physical workouts to the deeply emotional moments and the relationships built on and off the field. Gatorade’s expertise in coaching, hydration and sports performance supported the men as they re-evaluated their health, got back in shape and fine-tuned their skills. Then came the REPLAY.
On Sunday, April 26, 2009, 15,000 fans jammed Fisher Field. Tickets for the REPLAY game sold out in 90 minutes, putting the 15,000-seat stadium at maximum capacity. Demand for the game spilled over into the eBay grey market, with some auctions fetching up to six times the ticket’s face value. Even NFL Gatorade athletes Peyton and Eli Manning took part as assistant coaches for the event. The entire Easton and Phillipsburg towns became participants – and in addition to the teams, the original ’93 cheerleaders and marching band members came out of retirement. Suddenly whole towns were transformed into fans, helping fuel the rivalry and cheer on the teams. The game was broadcast live to local markets with the rest of the country joining in online on www.gatorade.com.
The REPLAY winners were Phillipsburg, but it hardly mattered. Gatorade had made their mark and proved their role as a catalyst for athletic achievement.
Further testament to the size and power of the idea, in November 2009 REPLAY became a documentary television series with a one-hour primetime pilot airing nationally on Fox Sports Net during Thanksgiving weekend. We have received requests to turn the documentary into a feature film from all the major studios and we are currently filming Season II in Detroit, to be broadcast on Fox Sports Net.