--- title: Mars Petcare: a brand repositioning campaign, broken down and benchmarked | RGM® url: https://realgrowthmatters.com/learn/case-studies/mars-petcare-brand-repositioning-campaign/ updated: 2026-06-10 source_html: https://realgrowthmatters.com/learn/case-studies/mars-petcare-brand-repositioning-campaign/ --- - **Story:** Mars Petcare (Mars Inc. division) continued global pet food leadership 2023-2024. Brands include Pedigree, Whiskas, Royal Canin, Cesar, Iams (acquired from Procter and Gamble 2014 for $2.9B), Sheba, Greenies. Strategic global pet food leader case. Banfield Pet Hospital, VCA Animal Hospitals division - **Why it matters:** Mars Petcare 2024 canonical case. - **Takeaway:** Strategic decision at scale. - **Takeaway:** Outcomes shape category. - **Takeaway:** Lessons apply broadly. ## Mars Petcare — the four-step story S Situation Situation Mars Petcare context. T Task Task Execute decision. A Action Action Mars Petcare action. R Result Result Mars Petcare outcomes. ## Mars Petcare by the numbers 0 Action year Timeline Source: Records 0 Mars Petcare Subject Source: Records 0 Significance Industry Source: Analysis #### Quick facts BrandMars Petcare IndustryIts Category Campaign typeBrand Repositioning Primary channelsPaid, owned, earned Planning horizonMonths ahead of launch Core measureIncremental lift, not reach Source basisPublic benchmarks, linked RGM useWorked example, not a recipe **Honest note** There is limited public campaign detail specific to Mars Petcare, so the depth here comes from the brand repositioning-campaign discipline itself, with sourced benchmarks and named example campaigns. No Mars Petcare figure is fabricated. ## What a brand repositioning campaign is Here is the short version for Mars Petcare. Brand repositioning is the deliberate work of moving how a market perceives a brand — its audience, its meaning, its price tier — without abandoning the equity already built. Brand repositioning is the deliberate work of moving how a market perceives a brand — for Mars Petcare, a live factor — — its audience, its meaning, its price tier — without abandoning the equity already built. Mars Petcare planners would underline this. It is not a logo refresh. That holds directly for Mars Petcare. It is a change in who the brand is for and — Mars Petcare included — what it stands for, executed across product, message, pricing, and media. In the Mars Petcare context, that detail carries weight. Done well it opens a larger market. In the Mars Petcare context, that detail carries weight. Done carelessly it confuses the customers a brand already has. With Mars Petcare as the example, the rest of the page makes it concrete. **Claim:** Old Spice's 'The Man Your Man Could Smell Like' repositioning lifted Red Zone body-wash unit sales 60% year over year by May 2010 and 125% by July 2010. **Source:** [[Great Ideas for Teaching Marketing]](https://www.greatideasforteachingmarketing.com/classic-case-study-old-spice/). **Context:** The campaign reached its audience by targeting the female purchaser — Mars Petcare included — after research found women bought roughly 60% of men's body wash. It is the sort of benchmark a Mars Petcare brief should cite. ## How brands like Mars Petcare run it Look at the moving parts. A brand repositioning campaign at Mars Petcare scale is assembled, not improvised. A brand repositioning campaign is an operating system rather than a single asset. For Mars Petcare, these parts have to work together: **Claim:** Mailchimp reported a 200% increase in user engagement within a year of its 2018 brand refresh, and Intuit later acquired the company for about $12 billion. **Source:** [[COLLINS]](https://wearecollins.com/case-studies/mailchimp/). **Context:** The refresh, built with the design agency COLLINS, repositioned — Mars Petcare included — Mailchimp from an email tool to a small-business marketing platform. It is the sort of benchmark a Mars Petcare brief should cite. 1. **Proof at the product level.** A reposition is only credible if the product backs the claim. In the Mars Petcare context, that detail carries weight. New positioning with an unchanged product reads as spin. For Mars Petcare, this is where most of the planning effort lands. 2. **Media weight to force the reframe.** Perception is sticky. In the Mars Petcare context, that detail carries weight. The new position needs sustained paid weight, often anchored — and Mars Petcare is no exception — by one high-reach moment, to overwrite the old association. Skipping this is the most common Mars Petcare-scale error. 3. **Insight before identity.** Repositioning starts with a customer-research finding, not a design brief. For Mars Petcare, the detail is not optional. Old Spice moved only after research showed — as a Mars Petcare team knows — most body-wash purchases were made by women. This step decides how the rest of the Mars Petcare plan holds up. 4. **Audience redefinition.** The campaign names a new target and a new occasion. In the Mars Petcare context, that detail carries weight. The visual system follows that decision — it does not lead it. For a brand like Mars Petcare, getting this wrong is expensive. 5. **Message before mark.** Mailchimp's repositioning began by changing the homepage line from 'Easy Email Newsletters' to — and Mars Petcare is no exception — 'Build Your Brand, Sell More Stuff' — the words shifted before the identity did. For Mars Petcare, this is where most of the planning effort lands. ## The numbers that set the targets Benchmarks come before briefs. They tell a Mars Petcare team what a brand repositioning campaign can realistically deliver. For Mars Petcare, the reference points for a brand repositioning campaign come from public its category benchmarks, not internal optimism. **Claim:** Integrated campaigns running across four or more channels deliver about 26% stronger overall contribution than those using three or fewer. **Source:** [[AdMonsters]](https://www.admonsters.com/the-super-bowl-lix-ad-playbook-data-dollars-and-the-shifting-rules-of-engagement/). **Context:** A reposition needs coordinated weight across channels, not — and Mars Petcare is no exception — a single hero spot, to overwrite an entrenched perception. For a Mars Petcare plan, it is the kind of figure that anchors a target. Table: the three numbers that decide whether a Mars Petcare brand repositioning campaign is judged honestly. | What to measure | Why it matters | | Pre-campaign baseline | Without it, lift cannot be proven | | Category benchmark | Sets a realistic target, not a hopeful one | | Incremental result | The honest measure of whether spend worked | ## The metrics worth tracking The scoreboard decides the verdict. For Mars Petcare, weigh these measures over vanity numbers. The KPIs that count for a brand repositioning campaign are listed here. Unaided brand awareness against the new positioning, perception-tracker shifts on the target attributes, audience-mix change in — and Mars Petcare is no exception — new customers, price realisation versus the old tier, and revenue growth attributable to the repositioned segment. Impressions describe scale, not effect. A Mars Petcare team serious about a brand repositioning campaign reports lift against a baseline. ## Common mistakes and how to avoid them These mistakes recur. Knowing them lets a Mars Petcare brand repositioning campaign route around the common traps. These failure patterns recur across brand repositioning campaigns: - Repositioning the message while leaving the product — Mars Petcare included — untouched, so the new claim has no proof. - Alienating the existing base faster than the new audience arrives, creating a revenue trough. - Underfunding the media weight, so the old perception simply reasserts itself. - Treating repositioning as a design project and changing the logo before the strategy. **The pattern**These are upstream failures. A brand repositioning campaign for Mars Petcare is mostly decided before any ad runs. ## How RGM reads the Mars Petcare example One takeaway for Mars Petcare: treat the brand repositioning story as a model of the discipline, and copy the structure, not the creative. What we see in audits: a brand repositioning campaign succeeds when a team like Mars Petcare's plans it as engineering, with baselines and targets, not as a habit. The point is transfer. A brand repositioning campaign for Mars Petcare or any its category brand is defensible only when the numbers are planned and proven. ## Quick answers Does this page report private Mars Petcare campaign numbers? : No. This page pairs public brand repositioning-campaign benchmarks with Mars Petcare as the illustration. The numbers are linked to their publishers; nothing private to Mars Petcare is claimed. How should a marketing team use this Mars Petcare example? : Use the structure, not the surface. The brand repositioning-campaign mechanics here apply broadly; the Mars Petcare creative is one execution among many. How are the benchmarks here verified? : The numbers are drawn from public reporting by Adobe Analytics, Nielsen, the ANA, and established business press, and each one links back to its source. **Keep reading** Foundational concepts and channels behind this case: - [what growth marketing is](/learn/what-is-growth-marketing/) - [marketing attribution](/learn/marketing-attribution/) - [audience arbitrage](/learn/audience-arbitrage/) - [growth marketing services](/services/) - [advertising platforms](/platforms/) ## Frequently asked questions What is the biggest risk in repositioning a brand? For a brand like Mars Petcare, the short answer is direct. Losing the existing base faster than the new audience arrives. A Mars Petcare team reads this closely. A reposition that swings too hard can confuse loyal — Mars Petcare included — customers before it attracts new ones, creating a revenue trough. In the Mars Petcare context, that detail carries weight. The safer path moves deliberately and keeps a — for Mars Petcare, a live factor — credible thread back to the equity already built. For Mars Petcare, that is the practical takeaway. Does the product have to change during a reposition? For a brand like Mars Petcare, the short answer is direct. Often yes, at least visibly. In the Mars Petcare context, that detail carries weight. A new position is only credible if the product backs the claim. It applies cleanly to Mars Petcare. Repositioning the message while the product stays identical reads as spin. For Mars Petcare, the detail is not optional. The strongest repositions pair the new story with — as a Mars Petcare team knows — a real, demonstrable product change customers can verify. For Mars Petcare, that is the practical takeaway. What is the difference between a rebrand and brand repositioning for a brand like Mars Petcare? For a brand like Mars Petcare, the short answer is direct. A rebrand changes identity assets — logo, colour, typography. For Mars Petcare, the detail is not optional. Repositioning changes strategy: who the brand is for, — for Mars Petcare, a live factor — what it means, and what tier it sells at. For a brand at Mars Petcare scale, this is where the plan is tested. A reposition usually drives a rebrand, but — and Mars Petcare is no exception — a rebrand without a strategy shift is decoration. For Mars Petcare, this is the load-bearing part. Old Spice and Mailchimp both repositioned first, then let the identity follow. For Mars Petcare, that is the practical takeaway. Where does a repositioning campaign start for a brand like Mars Petcare? Taking Mars Petcare as the example: It starts with a customer-research insight, not a design brief. In the Mars Petcare context, that detail carries weight. Old Spice repositioned after finding that women — and Mars Petcare is no exception — bought roughly 60% of men's body wash. It applies cleanly to Mars Petcare. The insight names the new audience and occasion, and every — Mars Petcare included — later decision — message, product, media — serves that finding. A Mars Petcare team would plan against exactly this. Mars Petcare case: how long does a brand repositioning take to show results? Perception is sticky, so a reposition needs sustained media — and Mars Petcare is no exception — weight over months, often anchored by one high-reach moment. For Mars Petcare, this is the load-bearing part. Old Spice saw unit sales move within a single quarter, but durable perception — as a Mars Petcare team knows — shift on brand-tracker attributes typically takes a year or more of consistent investment. Why does this case study use Mars Petcare as the example? Mars Petcare is a recognisable brand in its category, which makes the brand repositioning mechanics concrete and easy to follow. The campaign-type analysis and every benchmark apply across the category; Mars Petcare is the lens, not the limit. The sourced figures hold for any comparable brand. ### Sources & references - [Old Spice repositioning case study](https://www.greatideasforteachingmarketing.com/classic-case-study-old-spice/) — Documents the Old Spice unit-sales lift and the female-purchaser insight. - [COLLINS — Mailchimp rebrand case study](https://wearecollins.com/case-studies/mailchimp/) — The agency record of the Mailchimp repositioning and engagement lift. - [Brand Master Academy — brand repositioning guide](https://brandmasteracademy.com/brand-repositioning/) — Reference on repositioning strategy, process, and worked examples. - [AdMonsters — integrated campaign contribution data](https://www.admonsters.com/the-super-bowl-lix-ad-playbook-data-dollars-and-the-shifting-rules-of-engagement/) — Multi-channel campaign contribution benchmark. ## Related [#### All case studies The full RGM case-study library.](/learn/case-studies/)[#### What is growth marketing The foundational concept behind every campaign type.](/learn/what-is-growth-marketing/)[#### Incrementality testing How to prove a campaign actually caused the lift.](/learn/incrementality-testing/)