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Usually, marketers are fighting amongst their peers to generate brand awareness in an already saturated market. How does a camera maker get its latest product to stand out from 15 similar devices? How does a new automaker enter a market to steal customers who might already be loyal to one brand or another? Every marketer has strategies in his or her toolkit for these types of moments, but what happens when you’re literally inventing a market and the only competition you have is yourself?

“We're a brand new product, and we're a brand new category. It's not about how do we get incremental sales away from a competitor and into the plant-based egg space. We have to raise awareness that a plant-based egg exists, that it's delicious, but it's called JUST egg.”

Tom Rossmeissl is the Head of Global Marketing for Eat Just, a company that develops and markets plant-based alternatives to conventionally produced eggs. On this episode of Marketing Trends, Tom details the trials and tribulations the company went through when developing its plant-based eggs, and he describes the uphill climb the company is still trekking as it continues building brand awareness and getting consumers to change their eating behaviors. He also reveals the influencer marketing strategies the company has deployed to help consumers make the switch to a healthy, sustainable, plant-based diet. Enjoy.

Main Takeaways

• Pick-Up On Aisle Three: When you’re in the CPG space, it’s important to have a full understanding of how your product can succeed while also being able to manage your inventory to maintain your profit margins. For JUST, a relatively expensive product compared to its competitors, this has meant holding off moving to a direct to consumer model while the brand grows. 
• Changing Consumer Behaviors: Marketers cannot rely on consumer’s to make their buying decisions just on their value proposition. While marketers would like those same consumer’s to make purchase decisions based on the environment, the reality is when it comes to CPG brands consumers will still spend their money based on what they believe is good value.
• Wait, What? When you’re managing multiple brands, it’s important to draw a line and make a clear distinction between the two brands. When consumers see brands, especially in the CPG space, you want them to have a clear understanding of the way each product is produced and what it represents, as opposed to drawing their own conclusions.

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