At a time when Big Wednesday was becoming the reason sales targets across the business were not being met, the New Zealand Lotteries team went back to the drawing board to try something new. And what they did was re-work the Big Wednesday marketing approach to focus on what players really wanted to hear about: the jackpot.
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The residents of StopPress towers are huge fans of both dad dancing and awkward high fives. And NZ Lotteries and DDB have made all our dreams come true by combining these two wonderful things into one ad in an effort to drive sales of Lotto tickets for Fathers Day.
Judging from the (unusually) complimentary comments on StopPress, the pundits seem to like the new—and quite bizarre—Instant Kiwi campaign. And, to launch NZ Lotteries’ new overarching tagline of ‘Winning Happens’, DDB has also released a series of entertaining radio ads featuring monkeys, kung fu masters and tense reality show music that aim to drum home the fact that there’s a winner every second-and-a-half across the whole portfolio.
Instant Kiwi is all about giving low-level gamblers a short, sharp thrill. And DDB has brought that idea to life in its latest campaign, one of the first executions to feature New Zealand Lotteries’ new over-arching tagline ‘Winning Happens’.
As part of our push to remind you marcomms folk to get your entries in for the 2013 TVNZ-NZ Marketing Awards, we’re asking some past winners to tell us about their glorious victory, what it meant to the business and why these awards are different. First up, ex-New Zealand Lotteries head of marketing and now Coca-Cola general manager of marketing, Wendy Rayner.
In an effort to attract a “social, lively and stylish urban audience” to a product not usually associated with such phrases, NZ Lotteries and Running with Scissors have just launched a new range of Instant Kiwi tickets. And marketing manager Robert Saunders says it’s the biggest facelift for the tickets since it started selling them back in 1989.
After NZ Lotteries’ big rehash of Instant Kiwi, DDB launched the much-loved, much-awarded and completely OTT ‘It Can All Change in an Instant’ musical number in 2010. And while the humour is still there in the follow-up ‘It Pays to Push your Luck’, they have taken a slightly more complicated approach this time round.
They’re renowned as tough awards to win. And that was apparent at the AWARD awards ceremony in Sydney late last week, with Colenso BBDO the only Kiwi agency to pick up a gold for its viral film for Levi’s Rear View Girls, which was one of just 16 golds handed out on the night.
Through a series of huge product relaunches and lotteries innovations, as well as great campaigns for Lotto, Instant Kiwi and Big Wednesday, NZ Lotteries has increased its sales by more than $250 million in recent years, an increase bigger than the total chocolate confectionary category in New Zealand. And head of marketing Wendy Rayner has played an integral role in that rise. As a result, she won the prestigious TVNZ-NZ Marketing Marketer of the Year award this year. Here’s what caught her attention in 2011.
Photo by Paul Statham
When Lotto arrived in New Zealand in 1987, Kiwis were excited, the big ads were delivering the goods and the coffers were filling nicely. But when Wendy Rayner started her role as marketing manager for jackpot games in 2003, having come from accountancy, advertising and nine years at TVNZ, jackpot fatigue had set in, the products weren’t working and sales and player numbers were in decline.
The DDB NZ and NZ Lotteries combo is a pretty bloody good one, as evidenced by the wins in the TVNZ-NZ Marketing Awards. And, following on from its much-loved Wilson epic, which is the most liked Lotto campaign to date, the duo are hoping to fill the coffers even further and sell the mid-week dream with a refresh of Big Wednesday.
This time last year Instant Kiwi was losing relevance, players were lapsing out of the category and sales were going backwards. Unlike NZ Lotteries’ jackpot games like Lotto, Strike, Powerball and Big Wednesday, which had all been rejigged, Instant Kiwi wasn’t selling the dream very well.
The 2011 TVNZ-NZ Marketing Awards were dished out last night at the Langham in Auckland in front of around 450 industry bods and a host of game changers and bar-raisers—some well-accustomed to collecting such awards, some venturing up on stage for the first time—were announced. But it was Progressive Enterprises that came away with the most coveted award of the night for merging three of its supermarket brands into one and forging a bold new positioning based on an enhanced definition of consumer value.
DDB NZ has just launched its latest campaign for Lotto. And it’s an epic, expensive looking tale of joy, disaster, loyalty, danger, exotic locations, canine tenacity and heartbreaking betrayal.
NZ Lotteries isn’t spilling any beans on how much it paid to get Donald Trump involved with the new Big Wednesday promotion, but David Higgins of Duco, the events company behind the highly successful Tua versus Cameron fight, has intimate knowledge of the magnate in question and believes it probably cost much more than the estimates currently doing the rounds.