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PROBLEM: The Wrangler salespeople rely on advertising support targeting Hispanic consumers to sustain and increase product sales at retail accounts. With its Hispanic advertising budget decreasing, how would Wrangler maintain the media level necessary to support the salespeople and retailers, and also increase product demand? SOLUTION: Design a co-op strategy to sustain Hispanic media levels in key Wrangler markets.

Wrangler does not have its own branded retail outlets. The Wrangler salesforce relies on target advertising in 28 key Hispanic markets to sustain sales at retail accounts. The retail accounts vary from large national department store chains to small single location stores. To make matters more challenging, the Hispanic advertising budget had been lowered over the past several years. The Wrangler media plan needed a successful retail media co-op program which appealed to a wide variety of highly competitive retail accounts.

A challenge existed to find the right medium to meet the following objectives: • Fit into a wide variety of co-op budgets, so the majority of retailers would have the ability to participate • Have store traffic driving potential • Be geographically adaptable to enable numerous highly competitive retailers to participate simultaneously within the same market • Increase brand/image awareness among the Hispanic male 18-49 target in key sales markets

Naturally, outdoor was selected as the medium of choice to meet all of Wrangler’s objectives. The strategy called for a selection of 30-sheet posters targeting Hispanic males 18-49. The 30-sheet poster campaign was flighted in order to post during key national holidays and selling seasons including Mother’s/Father’s Day, Thanksgiving/Christmas, and the back-to-school period.

The Wrangler outdoor media plan was successfully co-opted between one and five separate retailers per market, in 28 key markets. The co-op participant’s specific store locations were cross-referenced with available Hispanic 30-sheet locations and population densities, in order to place them in the nearest concentration of Hispanic population to that particular account, while not getting too close to other participants’ locations. The program posted in Los Angeles, Chicago, Monterey/Salinas, Corpus Christi, Austin, Denver, Lubbock, Albuquerque, Phoenix, San Francisco, LRGV, San Antonio, Fresno, Bakersfield, Houston, Dallas/Fort Worth, El Paso, Odessa/Midland, Amarillo, Laredo, Atlanta, Orlando, Fort Meyers/Naples, Tucson, Nogales, Detroit, Gainesville and Lakeland.

Wrangler sales levels in accounts with exclusive Hispanic consumer bases saw an increase of 13.3% over the prior year. In a year where the overall retail apparel category saw flat to negative growth, this represents phenomenal success. Edyie Brooks-Bryant, manager of western special events, VF Jeanswear Limited Partnership, Wrangler’s parent company, stated “The outdoor medium was chosen because it was affordable to the majority of our retail accounts and participation could vary according to retailer needs and budget levels. The methodology behind the choice of board locations and the variety of creative executions available ensured the majority of retailers were able to achieve their own location and marketing objectives within our program. Overall retail account feedback was positive and the co-op program is planned to repeat next year.”

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