Outgunned by Coke and Pepsi, 7UP stopped trying to win the cola game and named a new one. If you can’t be the leader, define the category the leader can’t play in.
Rooted in the late ’60s and carried through the ’70s and ’80s, 7UP branded itself as “The Uncola” — the drink defined by what it wasn’t. Psychedelic art, an upside-down cola glass, and a spokesman who made the cola giants look heavy and dated by comparison.
7UP couldn’t out-spend or out-distribute Coke and Pepsi, so it stopped competing inside their category and built a frame next to it. By anchoring to “cola,” it borrowed the leaders’ awareness while positioning itself as the alternative — a textbook example of using the market leader as your reference point.
Clean play, and a masterclass in positioning by negation. When you’re the challenger, the strongest move is often to redraw the field rather than fight for yards on the incumbent’s.
Outgunned by Coke and Pepsi, 7UP stopped fighting inside the cola category and branded itself The Uncola, the drink defined by what it was not.
Anchoring to cola borrowed the leaders' awareness while positioning 7UP as the alternative. When you are the challenger, redraw the field.
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