On a rainy Thursday in Jakarta, over 8,000 Sociolla customers received a flash SMS alert offering 20% off select skincare products. By 12:10 p.m., web traffic had tripled. Less than 24 hours later, a follow-up email landed in their inboxes – cleanly designed, product-focused, and personalized with recommendations based on browsing history. The conversion spike didn’t come from a single channel. It came from the right message, at the right time, on the right screen.

It’s a pattern playing out across global markets. With notification fatigue and rising acquisition costs, brands are rediscovering the power of email and SMS – two of the most overlooked but effective tools in the marketer’s arsenal. What’s different now is how they’re being used together.

According to Statista, ad spending in the SMS Advertising market worldwide is forecasted to reach US$809.05m in 2025. Email continues to dominate ROI metrics, delivering an average return of $36 for every $1 spent. But the real shift is strategic. Marketers are no longer siloing these tools. They’re orchestrating them.

In the US, Brooklinen sends a gentle SMS nudge 30 minutes after an abandoned cart, followed by an email packed with customer reviews and lifestyle imagery to rebuild interest. In the UK, ASOS primes audiences with SMS during peak sale periods, then follows up with immersive lookbooks that drive larger basket sizes. For Asian markets like Indonesia and Thailand, timing SMS around commutes or lunch hours and layering email content after hours is a high-conversion formula.

And increasingly, WhatsApp Business is becoming part of that mix. In regions where the app dominates daily communication, brands are using it to share order updates, personalized offers, and real-time service, bridging the immediacy of SMS with the interactivity of chat. In countries like India, Malaysia, and the Philippines, WhatsApp isn’t just a messaging tool. It’s a conversion channel.

What’s emerging is a model of engagement where immediacy and storytelling coexist. Consumers may not articulate it, but their actions show a clear preference: urgency on the lock screen, depth in the inbox – and conversation in the chat thread.

Data That Demands Attention

The performance metrics behind email and SMS are impressive. 

Omnisend’s 2024 ecommerce report shows that automated emails account for just 2% of sends but drive 41% of all email orders. These messages see open rates of 42.1%, click rates of 5.4%, and convert at 1.9% – outperforming bulk campaigns across every measure. Automated emails like welcome, cart abandonment, and browse abandonment flows are particularly effective. Take Baking Steel, a U.S. brand known for its professional-grade pizza-baking surfaces. The company drives 33% of its total email revenue through automated messages, even though they represent just 2.3% of sends. Their cart abandonment series alone accounts for 27% of email revenue, while their welcome series delivers between $10 to $15 per email sent. It’s a clear example of how a small number of well-timed, behavior-based messages can punch far above their weight.

When paired with SMS, the impact grows sharper. SMS open rates hover around 98%, making it a high-visibility tool for time-sensitive nudges and transactional prompts.

Retailers are taking notice. In Southeast Asia, Love, Bonito enhances customer loyalty through LBCommunity+, offering perks like early access alerts and personalized styling sessions. While specific performance metrics aren’t publicly available, the brand’s hybrid approach – pairing SMS and email across loyalty tiers – has been widely recognized for deepening engagement and increasing repeat purchases among members.

The numbers tell a clear story. SMS delivers reach and urgency, while email drives context and conversion. Together, they’re not just a communications strategy – they’re an engine for revenue.

Speed Meets Substance

Brands are learning that velocity alone doesn’t drive results – it’s the balance between urgency and depth that converts.

Email and SMS each offer distinct strengths. SMS delivers speed, with nearly instantaneous open rates – ideal for alerts, reminders, and real-time nudges. Email offers space to tell a story, showcase visuals, and reinforce value.

Brooklinen, US-based home goods brand, effectively demonstrates this balance through its abandoned cart email strategy. The emails highlight free shipping, surface customer reviews, and feature clean product visuals, adding persuasion where a short-form message might fall short. The brand’s approach shows how reinforcing urgency with context can reignite purchase intent.

Image Credit: Active Campaign 

Beauty Pie, a UK-based direct-to-consumer beauty brand, integrates email into its promotional ecosystem by offering exclusive perks to subscribers, including discounts and early access offers. These incentives drive sign-ups and build a permission-based channel for richer engagement.

While many brands continue experimenting with channel timing, the best results come when communication flows are mapped with intent – starting with immediacy and followed by storytelling.

Timing Isn’t Everything – Coordination Is

Hitting send at the right time is no longer enough. Today’s consumers expect connected experiences – where messages don’t just arrive on schedule but arrive with purpose.

Disjointed campaigns risk confusion or, worse, being ignored. According to Omnisend, brands that use three or more channels in a coordinated way see a 287% higher purchase rate than those using single-channel outreach. But coordination doesn’t mean duplication. It means sequencing messages across platforms in a way that feels human, not robotic.

Brands that succeed build journeys, starting with a short SMS that grabs attention and followed by a visual email that deepens the story. Automated triggers based on user behavior (like browse abandonment or wishlist adds) help ensure these touchpoints feel timely, not templated.

This shift from reactive timing to proactive orchestration pushes marketers to rethink their flows. It’s not about when a message is sent; it’s about how it fits into the bigger narrative.

Personalization That Pays Off

Personalization is no longer optional; it’s the standard. Brands that succeed use customer behavior as the blueprint for when, where, and how to communicate.

Brooklinen exemplifies this strategy by utilizing behavioral data to send personalized messages – welcoming new subscribers, reminding users of abandoned carts, and re-engaging inactive shoppers. Each email is optimized for timing and relevance, often highlighting customer testimonials and free shipping incentives to drive conversions. These flows are built to respond, not interrupt.

Personalization at scale means more than using a first name – it means designing communications that adapt to customer intent. The brands that get this right don’t just see better metrics; they build better relationships.

Inside the Inbox and Lock Screen

The real test of a campaign happens in seconds – on a lock screen swipe or an inbox scan. Successful brands know that getting the message seen is only the beginning. Getting it acted on is the goal.

Brooklinen’s cart abandonment email is a masterclass in the visual hierarchy: a clean header, compelling product image, a short reassurance (“Don’t worry, your cart’s still here”), and a call-to-action button with contrast and urgency. Paired with their SMS—“Still thinking it over? Your Brooklinen cart’s waiting…”—the combined impact is gentle and effective. No pressure, just presence.

Email marketers often focus on copy, but design plays just as critical a role. Omnisend recommends mobile-first layouts with clear CTAs, minimal text, and product visuals above the fold. For SMS, the best-performing messages are under 160 characters and feature clickable short links – delivered during peak engagement hours like lunchtime or early evening.

Though design elements may vary by region and industry, the pattern remains consistent: a visual hook, a clear message, and a frictionless path to action.

Whether it’s a text reminder to “Finish checking out before your 10% off expires” or an email showcasing reviews from people with similar purchase behavior, these touchpoints are designed to feel relevant in the moment. Not just another notification.

Lessons from the Brands Getting It Right

Some brands aren’t just testing SMS and email integration; they’re building it into how they communicate. And the results show.

Brooklinen has become a case study in lifecycle marketing. Their welcome flows introduce the brand’s voice with simplicity and style, often including a first-purchase discount and lifestyle imagery that reflects their clean aesthetic. Follow-up emails and SMS reminders – especially around cart abandonment – are personalized, brief, and supported by social proof. This multistep approach increases the likelihood of conversion without overloading the user.

Love, Bonito, a fashion brand based in Southeast Asia, strengthens loyalty through its LBCommunity+ program. Members receive early access notifications and personalized recommendations via email. While SMS is often used for time-sensitive drops, email delivers richer content – lookbooks, styling tips, and editor picks tailored to user preferences. It’s a strategy that respects both format and context.

Warby Parker, in the US, offers another strong model. Their abandoned cart emails pair sharp product imagery with service-driven reminders – like free shipping and easy returns. Meanwhile, SMS is used sparingly but strategically, such as to confirm appointments or alert customers when their in-store pickup is ready. The brand’s restraint adds to its impact.

Each of these brands succeeds not by doing more but by doing it better. Clear roles for each channel. Data-driven triggers. Messages that respect the medium and the consumer’s attention span.

Avoiding the Double Tap Trap

With nonstop notifications, message fatigue is real, and brands that overcommunicate are paying the price.

According to GetApp’s 2024 Digital Content Consumer Survey, 40% of U.S. consumers unsubscribe from brand texts and emails at least once weekly. Over half will unsubscribe if they receive four or more marketing messages from the same company within 30 days. The problem isn’t communication; it’s saturation.

Many consumers also see diminishing value in brand outreach. Nearly 49% of Americans say more than half of the emails they receive feel like junk, a perception that erodes trust and damages engagement.

The smartest marketers are now designing campaigns that avoid redundancy. A time-sensitive SMS may kick off a promotion, while email follows with more detail and imagery. Triggered automation ensures once a customer clicks or converts on one channel, the other backs off – preserving relevance without repetition.

Avoiding the double tap isn’t just about frequency; it’s about flow. Respecting your customer’s attention span is now a competitive advantage.

What Great Design Looks Like

In integrated campaigns, how a message looks can matter as much as what it says. Design is the first filter – especially on mobile, where space is limited and attention is scarce.

Omnisend’s benchmarks point to a consistent pattern: campaigns with a clear CTA, minimal text, and mobile-optimized visuals significantly outperform cluttered or text-heavy alternatives. For SMS, the highest-performing messages stay under 160 characters, often including a short, trackable link and a clear sense of urgency – whether it’s “Last chance: 20% off ends tonight” or “Your order is ready for pickup.”

On the other hand, emails benefit from layered content – clear headers, bold product imagery above the fold, and buttons that pop. Brooklinen’s campaigns frequently use short copy and soft color palettes that echo the brand’s tone. Beauty brands like Glossier and Love, Bonito often lead with visuals, letting product photos and user-generated content do the talking.

The golden rule is design for the scroll. Whether it’s a swipeable message or a mobile inbox preview, every pixel counts. Alignment between email and SMS design – through tone, color, and CTA language – helps reinforce the message without repetition.

The most effective campaigns don’t just look good. They work hard in small spaces – and stay out of the way once the job is done.

The Tech That Ties It All Together

Smart strategy means little without the infrastructure to support it. Behind every well-timed message and seamless customer journey is a stack of tools built to automate, segment, and adapt in real-time.

Marketers are increasingly turning to platforms that integrate email and SMS – allowing for centralized data, unified campaign flows, and cross-channel automation. Brands use technology to sync customer behavior across touchpoints, trigger messages based on actions (like page views or cart additions), and suppress redundant sends if a user has already converted.

This orchestration isn’t just efficient; it’s essential. With third-party cookies phasing out, first-party data has become the lifeblood of personalized marketing. Integrated platforms offer a direct line to user behavior, purchase history, and channel preferences, helping marketers reach the right audience without overstepping.

Brooklinen’s flows, for example, are powered by behavior-triggered automation that adjusts timing and content depending on customer interaction. Meanwhile, Glossier leverages its CRM system to send personalized messages to loyalty members based on engagement tiers and product affinity.

Tech isn’t the show’s star – but it’s what keeps the spotlight aligned. Without it, even the best creative and messaging strategy risks falling flat.

Final Send-Off

Consumers aren’t just scrolling; they’re actively filtering. Every ping, preview, and push competes for attention in a space where attention is finite.

The brands winning today aren’t louder. They’re smarter. They know when to text and when to email. They automate without sounding robotic. They build systems that talk to each other so their messages don’t overlap – or get ignored.

As marketing budgets tighten and customer expectations rise, the margin for error shrinks. SMS and email, when used in sync, offer rare precision: fast, personal, and measurable.

The smart play isn’t about choosing the right channel. It’s about connecting them, and knowing when to pause.

Stay ahead

Get regular insights

Keep up to date with the latest insights from our research as well as all our company news in our free monthly newsletter.

Streaming once promised a cheaper, simpler alternative to bloated cable packages. That era is ending. The subscriber land grab is over, and platforms are pivoting hard toward profitability – raising prices, pushing ad tiers, and upselling premium features that quietly pressure viewers to spend more.

Netflix, once the champion of disruption, now nudges users toward ad-supported plans or costlier premium options. Disney+, HBO Max, and Amazon Prime Video are following suit, each finding new ways to monetize content once available at a single flat rate. The result? A growing divide between basic and premium subscribers creating a class system that echoes the old cable era.

For viewers, the question is clear: Pay more for an uninterrupted, high-quality experience, or settle for less in a world where “basic” means ads, lower resolution, and restricted access. The future of streaming is shifting – and for many, it won’t be an upgrade.

Squeezing More from Subscribers

Low prices and bottomless content once defined streaming’s appeal. But the growth-at-any-cost era is over. Today, platforms are restructuring to wring more revenue from the users they already have.

Netflix long resisted ads – now, its ad tier is a gateway to more expensive plans. Features once standard, like 4K resolution, are now locked behind paywalls. And its crackdown on password-sharing is designed to turn passive users into paying ones.

Disney+ is bundling its services, locking Hulu and ESPN+ behind higher-priced packages. HBO Max, now rebranded as Max, has trimmed its catalog while introducing new pricing tiers, making ad-free viewing a privilege, not a standard. Even Amazon Prime Video, long considered a value-add to its retail empire, is rolling out ads unless users pay extra to remove them.

The Divide Between Premium and Basic Subscribers 

Streaming once promised equal access – a single subscription unlocked the same content for everyone. That reality is disappearing. A growing divide now separates premium subscribers from those stuck on basic plans.

It’s no longer just about ads. Basic-tier users face lower video quality, fewer downloads, and restricted streaming options. Netflix locks 4K resolution behind a paywall. Disney+ reserves certain exclusives for higher-paying subscribers. Max and Amazon Prime Video follow the same playbook, gradually making standard features feel like upgrades.

This isn’t just inconvenience – it’s a redesign of access. Blockbusters, early drops, and high-definition are now privileges for those who pay more. A two-tiered system is emerging: premium users get the best, while the rest settle for second-rate.

The question is whether audiences will accept this shift or find ways around it.

Research-brief

Consumers Are Pushing Back Against Rising Costs and Subscription Fatigue

Audiences aren’t blindly accepting price hikes. Many are cutting back, consolidating services, or hopping between platforms based on what’s trending. Some are even turning to piracy, a practice once on the decline but now creeping back as frustration grows.

Nearly three-quarters of subscribers say they’re paying too much. As a result, 31% have already scaled back, and 29% are thinking about it.

Subscription fatigue is setting in. The market is oversaturated, and consumers are reaching their limit. With each price increase, more users question whether another monthly bill is worth it. Churn rates are rising, and platforms are scrambling to keep subscribers locked in.

Not all regions are reacting the same way. In lower-income markets, ad-supported tiers are gaining traction. But in wealthier countries, frustration is mounting as streaming costs rival the cable bills they once replaced.

Streaming Is Starting to Look a Lot Like Cable

Streaming was supposed to end cable’s reign, not recreate its worst features. Yet, as platforms carve up content into exclusives and push higher-priced tiers, consumers are facing the same frustrations that once drove them to cut the cord.

Must-watch shows are scattered across multiple services, forcing viewers to juggle subscriptions to keep up. Once simple, pricing models have morphed into a maze of tiers, bundles, and add-ons. Even staggered releases and blackout windows  – hallmarks of traditional TV – are quietly making a comeback.

Some companies see an opportunity. Aggregators are emerging to bundle streaming services under a single bill, which resembles the old cable model. Apple and Amazon are already positioning themselves as digital gatekeepers, offering centralized hubs that package multiple services.

The convenience that once defined streaming is slipping away. What began as a revolution now echoes the very systems it sought to replace.

Brands Rethink Strategy as Streaming Turns Premium

As platforms rework their business models, brands are rethinking their approach. Streaming is no longer a commercial-free oasis – it’s a growing opportunity for advertisers willing to pay for premium placement.

Netflix’s ad-supported tier, once unthinkable, is now a prime spot for brands looking to reach engaged audiences. Disney+ and Amazon Prime Video follow suit, offering hyper-targeted ads powered by detailed viewer data. Unlike traditional TV commercials, these ads are tailored, personalized, and difficult to skip.

Sponsorships and product placements are evolving, too. Shows seamlessly integrate brands into their storylines, blurring the line between content and advertising. Reality series feature branded backdrops, scripted dramas include strategic product placements, and sometimes, entire episodes are built around sponsorships.

Case in point: HBO’s White Lotus didn’t just captivate audiences – it redefined the Four Seasons brand. A hotel became a character, driving real-world demand and reframing the idea of luxury travel.

For brands, streaming’s evolution is an opportunity but also a challenge. As premiumization pushes some viewers out, advertisers must decide whether to reach a shrinking audience or invest in a more engaged one.

As Streaming Becomes a Luxury, Can Affordability Survive?

The future of streaming is tilting toward exclusivity. Platforms are betting consumers will pay more for better quality, fewer ads, and access to premium content. But as prices climb, a crucial question remains – will affordable options still exist?

Ad-supported tiers offer a middle ground, but they come with trade-offs. Lower-quality video, unskippable ads, and restricted content make them feel like a downgrade rather than a real alternative. Meanwhile, piracy, long in decline, is creeping back as frustrated users look for workarounds.

Some platforms may hold off on full premiumization to keep price-sensitive users, especially in emerging markets. Others could test hybrid models – offering free content with upsell paths. But the direction is clear: cheap, unlimited streaming is being replaced by a tiered system where the best experience comes at a price.

Streaming was built on accessibility. The question now is whether that promise will survive.

The Future of Streaming Will Be Defined by Who Can Afford It

Streaming isn’t going away, but the experience is changing. The best content, highest quality, and most seamless access are increasingly reserved for those willing to pay more. What was once an industry built on affordability is turning into one that prioritizes premium subscribers.

For brands, this shift presents both opportunities and risks. Ad-supported tiers offer new ways to reach viewers, but the overall audience could shrink as prices rise. Marketers must decide whether to invest in high-spending premium users or reach the broader base still willing to tolerate ads.

The next chapter of streaming won’t hinge on content – it will hinge on cost. As platforms chase profits, accessibility is slipping. The era of cheap, all-you-can-watch entertainment is ending. What comes next depends on how much viewers are willing – or able – to pay.

Streaming’s Evolution Is Redefining Entertainment Access

Streaming is no longer an equal-access platform. A growing gap separates premium subscribers from those on budget plans. High-definition, uninterrupted viewing is now a luxury, while basic users navigate ads, lower resolution, and restricted content libraries.

Consumers are responding in different ways. Some are cutting back, keeping only essential subscriptions. Others rotate platforms, subscribing for a month, binge-watching, and canceling. Piracy, once on the decline, is making a comeback as viewers push back against rising costs.

More than half of Americans (53%) subscribed to a service in the past year just to watch one show. Of those, 72% canceled – 57% within the first month.

For brands, this fragmentation complicates marketing strategies. Streaming was once a direct line to engaged audiences. Now, it’s a fractured landscape where viewership depends on price tiers, ad tolerance, and content exclusivity. The rules are changing, and advertisers must adapt – or risk losing their audience.

Is Streaming Headed for a Breaking Point?

The race for subscribers is over. Now, platforms are fighting for control – of pricing, access, and how audiences consume content.

Ad-supported tiers, exclusive bundling, and premium restrictions aren’t just revenue strategies; they’re levers to dictate viewing behavior. Streaming is becoming a gated ecosystem, where top-tier access is reserved for those willing to pay more. The shift isn’t subtle; subscription churn is rising, bundling fatigue is setting in, and piracy, once in decline, is returning.

The industry is approaching a tipping point. Price hikes and paywalled features may drive short-term revenue, but they also push consumers to reconsider their subscriptions. Fragmentation makes it harder to justify multiple services, and frustration is growing. Viewers are finding ways around rising costs, and platforms may underestimate their willingness to walk away entirely. 

The future of streaming won’t be dictated by platforms alone. Audiences still hold the power; if streaming loses its accessibility, its dominance could unravel. What began as an entertainment revolution is at risk of becoming an exclusive club, where access is a privilege and the audience that once fueled its rise is left behind.

Stay ahead

Get regular insights

Keep up to date with the latest insights from our research as well as all our company news in our free monthly newsletter.

A TV show about dysfunctional elites on vacation has done more for Four Seasons’ bottom line than any ad campaign could. Since The White Lotus aired, bookings at the luxury hotel’s Maui, Sicily, and Thailand properties have surged, with high-end suites seeing record demand. The show didn’t just showcase opulence – it turned its filming locations into must-visit destinations for high-net-worth travelers.

What started as a pandemic-era gamble – letting HBO use Four Seasons resorts as backdrops for satire – has become a masterclass in luxury hospitality marketing. Now, the brand is doubling down, offering private jet tours between its White Lotus resorts and reshaping how luxury travel intersects with pop culture.

This isn’t just a tourism bump. It’s a blueprint for how high-end brands can turn cultural cachet into long-term revenue.

Turning Screen Time into Bookings

The White Lotus didn’t just feature Four Seasons;it made the brand part of the story.

Following the debut of The White Lotus, Four Seasons experienced significant increases in interest and bookings. For instance, after Season 1, the Four Seasons Resort Maui at Wailea saw a 425% year-over-year increase in website visits and a 386% rise in availability checks. Similarly, during Season 2, the Four Seasons Hotel Taormina in Sicily reported a 193% increase in web traffic. With Season 3 set in Thailand, the Four Seasons Resort Koh Samui has already observed a 65% spike in searches shortly after the premiere.

Four Seasons Resort Maui at Wailea became shorthand for tropical indulgence, while Sicily’s San Domenico Palace, once a monastery, emerged as an icon of old-world grandeur. Following Season 2, the Sicilian property saw a 193% increase in web traffic. Now, with Season 3 set in Thailand, the Four Seasons Resort Koh Samui has already recorded a 65% surge in searches from travelers looking to step into the show’s next setting.

Rather than letting the hype fade, the hotel chain quickly capitalized. It introduced private jet itineraries linking its White Lotus resorts, offering an ultra-luxury package for guests looking to replicate the on-screen experience. More than just a tourism boost, the HBO partnership has given Four Seasons a new brand identity – one that sells not just a stay but a story.

TV Tourism Is the New Gold Rush for Hospitality Brands

Four Seasons isn’t the only brand cashing in on TV tourism. After Emily in Paris, hotel bookings in the French capital spiked, with luxury stays marketing their own “Emily-style” experiences. Game of Thrones turned Dubrovnik into a global tourism hotspot, with visitors flooding its medieval streets years after the series ended. The message is clear: travelers don’t just want a destination, they want a cinematic setting.

Hospitality brands are responding fast. Hotels are no longer just offering rooms – they’re curating worlds viewers already feel connected to. With the right media partnership, a resort becomes more than a destination; it becomes a cultural landmark. But to turn a pop culture moment into long-term brand value, it takes more than just letting the cameras roll.

Four Seasons understood this shift. It didn’t just lend its properties to The White Lotus; it leveraged the show’s themes of exclusivity and indulgence to redefine its own brand narrative. Every infinity pool, oceanfront suite, and private excursion wasn’t just a set piece; it became part of the experience the hotel could sell long after the credits rolled.

Experiential and Ultra-Luxury Tourism Is Redefining Travel Marketing

For luxury travelers, a five-star suite alone no longer satisfies. Today’s premium offering is access – an experience so exclusive, it feels scripted. This expectation is driving the rise of “live the show” tourism, where resorts don’t just host guests – they immerse them in a narrative they’ve already bought into.

Four Seasons has capitalized on this demand. In Sicily, guests can book private yacht tours along the same coastline where The White Lotus characters plotted their next move. In Thailand, where the latest season premiered, the chain has been marketing cultural excursions inspired by the series, turning its resorts into real-life extensions of the show’s world.

The strategy is paying off. VIP packages, custom itineraries, and pop culture-branded experiences now command premium rates – some exceeding $10,000 per stay, according to industry reports. Luxury travelers aren’t just buying comfort; they’re buying cultural capital. For hospitality brands, the takeaway is clear: locations don’t sell on their own. Story-driven experiences do.

Is TV the New Luxury Travel Influencer?

TV-driven-Tourism-hotspots

Forget glossy travel ads and celebrity endorsements – scripted entertainment is proving to be a more powerful driver of luxury tourism. The White Lotus turned Four Seasons from a high-end hotel chain into a must-visit brand, delivering hours of aspirational storytelling that no traditional campaign could replicate.

Luxury hospitality groups are taking note. The right on-screen exposure doesn’t just showcase a destination; it reshapes traveler demand. Hotels, airlines, and tour operators now see productions as strategic partners rather than passive tenants. From filming incentives to immersive brand collaborations, entertainment is becoming a long-term marketing asset.

For Four Seasons, The White Lotus wasn’t just a tourism bump – it was a repositioning moment. The show’s themes of wealth and indulgence aligned so closely with the brand that its resorts felt like characters in the story. Now, as other luxury brands chase their own White Lotus moment, the real competition isn’t location or amenities – it’s cultural relevance.

Luxury Hospitality Is Turning to Entertainment as a Growth Strategy

Four Seasons didn’t just benefit from The White Lotus; it created a new blueprint for luxury travel marketing. The divide between entertainment and hospitality is disappearing, and brands that fail to adapt risk being left behind.

High-end hotels are now seeking strategic partnerships with streaming platforms, aiming to replicate Four Seasons’ success. Destination collaborations with filmmakers are no longer just background deals; they’re becoming core business strategies designed to position hotels as aspirational travel hubs. The next phase of entertainment-driven tourism isn’t passive product placement; it’s about immersive brand integration, where travelers don’t just visit a location – they step inside a story.

This shift is already happening. Hotels are launching co-created experiences, interactive stays, and even story-driven itineraries modeled on cinematic worlds. The most forward-looking brands are embedding themselves where travel, entertainment, and culture converge – turning pop culture into long-term brand growth.

Cultural Relevance Is the New Currency of Luxury

In luxury hospitality, the meaning of status is shifting. It’s no longer defined solely by five-star service or remote, exclusive locations. Today, status is increasingly measured by how seamlessly a brand lives within the cultural moment.

The White Lotus gave Four Seasons more than exposure – it gave the brand narrative power. Suddenly, staying at the Four Seasons wasn’t just aspirational; it was culturally resonant. In a world where travelers want to mean as much as an indulgence, the ability to connect with the zeitgeist is the ultimate differentiator.

In the attention economy, real luxury is no longer about where you go. It’s about how that place makes you feel – and whether the world is paying attention when you get there.

Stay ahead

Get regular insights

Keep up to date with the latest insights from our research as well as all our company news in our free monthly newsletter.

Digital advertising is struggling to maintain consumer engagement. The average person encounters thousands of ads daily, yet engagement rates continue to decline. Studies show that global click-through rates on digital ads have dropped, with banner blindness reaching record levels. At the same time, skepticism toward influencer marketing is growing, particularly as AI-generated endorsements become more common.

Younger consumers, especially Gen Z, seek more authentic, real-world brand interactions. The novelty of digital experiences is fading, making them easier to ignore. In contrast, live events and interactive experiences engage multiple senses, fostering emotional connections that screens often fail to replicate.

As a result, brands are rethinking their approach. Pop-ups, immersive installations, and brand activations are not just promotional tactics – they are strategic tools for building consumer loyalty. These in-person experiences not only create exclusivity but also encourage organic social sharing and generate earned media that digital ads often struggle to achieve. This shift marks the resurgence of experiential marketing in an era of digital fatigue.

Why Brands Are Shifting to Real-World Experiences

Brands looking to stand out are increasingly turning to real-world interactions. Once considered optional brand-building exercises, immersive activations are becoming a key strategy for engaging consumers beyond the digital space.

Luxury fashion house Jacquemus transformed a Paris metro station into a branded experience, featuring vending machines stocked with its signature handbags. The installation provided an exclusive, tactile interaction that drove viral engagement and led to inventory selling out within hours.

Image Credit: Paper Mag

In Tokyo, Muji has taken its minimalist philosophy beyond retail, turning brand engagement into a fully immersive experience. The Japanese retailer’s largest standalone store, located in Ginza, spans multiple floors and features an in-house bakery, Muji Diner, and more than 7,000 of its signature no-frills products. But beyond shopping, visitors can check into the Muji Hotel Ginza, which occupies the upper five floors of the building, extending the brand’s ethos into hospitality.

Image Credit: The Wallpaper

The Ginza hotel follows earlier openings in Beijing and Shenzhen, reinforcing Muji’s presence in experiential branding. Each of its 79 rooms showcases the brand’s design ethos, furnished exclusively with Muji products – from mattresses and towels to LED desk lights and lightweight travel pyjamas. Even small details, such as complimentary skincare products and toiletries, reflect Muji’s commitment to simplicity and functionality.

By blurring the lines between retail and hospitality, Muji offers more than a place to stay. Guests are not just consumers but participants in a curated environment shaped entirely around Muji’s aesthetic and values, turning an overnight stay into an extension of the brand experience.

Banco Itaú took a different approach in Brazil by building an interactive financial literacy park in São Paulo. Rather than relying solely on digital campaigns, the bank created a space where families could engage with money management concepts through gamified activities. Reports indicate the initiative increased trust, brand affinity, and a measurable rise in new account sign-ups.

These campaigns illustrate how physical presence can enhance brand engagement in ways digital marketing alone may struggle to achieve. Stepping into a branded environment, interacting with products, or participating in a curated experience can create a deeper, more lasting connection between consumers and brands.

Experiential Marketing Builds Influence, Not Just Awareness

Beyond generating buzz, experiential marketing can shape consumer perception and drive brand loyalty. Some of the most effective campaigns go beyond traditional advertising to create interactive experiences that turn passive consumers into active participants.

Research suggests that consumers are more likely to recall brands they have engaged with physically rather than solely online. Luxury automaker Porsche capitalized on this insight with its Porsche Unseen exhibition in Shanghai. Instead of traditional advertising, the brand curated an exclusive, invite-only experience where attendees viewed never-before-seen concept cars, interacted with designers, and test-drove select models. The event was designed not just to showcase Porsche’s innovation but to deepen brand affinity among high-value consumers.

Physical experiences also have a multiplier effect through social sharing, amplifying brand reach in ways that digital ads alone may struggle to achieve. Evian’s Mountain of Youth activation in Shanghai is one example. The immersive alpine-themed experience featured real snow, ice tunnels, and interactive projections, reinforcing the brand’s identity as pure and rejuvenating. Attendees shared their experiences on social media, extending Evian’s brand messaging beyond the physical installation.

Image Credit: Maake

Industry experts argue that while digital marketing remains essential, immersive brand experiences create lasting consumer connections. A digital ad can be skipped, and an email can go unread, but a well-executed, tactile brand interaction has the potential to leave a lasting impression.

Proving the ROI of Experiential Marketing

Measuring the effectiveness of experiential marketing has long been a challenge. Unlike digital advertising, where brands can track impressions, clicks, and conversions in real time, physical activations have traditionally been harder to quantify. However, advances in data tracking, geolocation technology, and integrated digital touchpoints are helping brands analyze their experiential campaigns more precisely.

Coca-Cola has experimented with RFID-powered brand activations to bridge this measurement gap. During its Coca-Cola Village event in Israel, attendees received RFID wristbands linked to their Facebook accounts. By scanning their wristbands at various activation stations, they could instantly “Like” different attractions and share their experiences online. According to company reports, this resulted in a 35% increase in brand engagement on Facebook, with campaign reach extending well beyond the event.

In Romania, Coca-Cola launched its Festival Bottle campaign, transforming bottle labels into wristbands for exclusive music festival access. Consumers scanned barcodes on their bottles using a smartphone app to determine if they had won festival passes. The campaign reportedly drove an 11% increase in sales, positioning Coca-Cola’s packaging as a functional tool and a cultural symbol among Romanian teens.

Volkswagen adopted a similar data-driven approach in Germany with its Power of Two test-drive experience. The initiative encouraged consumers to test-drive Volkswagen’s electric vehicles with a friend, gamifying the experience by tracking distance and energy efficiency. The campaign incorporated digital leaderboards and interactive data-sharing, and company figures indicate a 12% increase in post-test-drive conversions.

Beyond proving return on investment, measurement tools are also helping brands refine their strategies. By integrating digital extensions that capture real-time consumer insights, companies can optimize experiential campaigns to enhance engagement and long-term business impact.

Research-brief

The Future of Experiential Marketing

Experiential marketing continues to evolve, with brands exploring new ways to integrate technology, scale activations, and measure their impact. As digital fatigue rises, companies are experimenting with immersive experiences that blend the physical and digital worlds.

Technology Is Elevating Physical Experiences

Experiential marketing is no longer limited to in-person activations. The rise of AR, VR, and AI-driven personalization is enabling brands to extend real-world interactions into digital spaces, creating multi-sensory experiences that go beyond traditional advertising.

Dior Beauty’s AI-powered fragrance pop-up in Seoul illustrates how technology reshapes brand engagement. The activation used biometric sensors to analyze consumer emotions, tracking facial expressions and micro-reactions to recommend personalized scents. Instead of a static display, visitors engaged in an interactive experience that adjusted in real time based on their preferences.

Heineken took a different approach, blending product innovation, humor, and workplace commentary into a digitally integrated activation. The brand introduced The Closer, a high-tech bottle opener that leveraged Bluetooth technology to close work apps when you pop the lid off a Heineken. The device, created in response to growing concerns over work-life balance during the pandemic, was promoted through a satirical product launch event inspired by tech industry keynotes, with actor Billy Eichner as the host.

Image Credit: Heineken

The campaign film showcased overwhelmed employees who, upon opening a Heineken, instantly saw their laptops and work notifications power down. By turning a simple action into a symbolic (and functional) break from work, Heineken positioned itself as a brand advocating for a better work-life balance. The campaign gained traction on social media as attendees and consumers shared their experiences using the device, amplifying Heineken’s message beyond the event itself.

Scalability Without Losing Exclusivity

One of the biggest challenges in experiential marketing is scale. While immersive activations can generate buzz, maintaining exclusivity while expanding reach remains a complex task. The key lies in creating personal and localized experiences, even when executed globally.

Nike’s House of Innovation stores in New York, Shanghai, and Paris illustrate this approach. Each store follows a core concept – an interactive retail space blending digital customization and product storytelling – yet incorporates elements unique to its location. Shanghai’s store reflects Chinese streetwear culture, while New York’s version offers sneaker customization based on real-time sports data. This flexible framework allows Nike to create tailored experiences while maintaining a cohesive global identity.

Exclusivity also plays a role in consumer engagement. Adidas’ Confirmed app, which provides access to limited-edition sneaker drops, extends experiential marketing beyond physical locations. The app requires users to visit geo-tagged locations to unlock early access, merging digital and real-world interactions. This approach not only increases foot traffic but also fosters a sense of exclusivity among dedicated customers.

Meanwhile, Louis Vuitton’s 200 Trunks, 200 Visionaries exhibition, a traveling showcase celebrating the brand’s 200th anniversary, demonstrates how luxury brands balance exclusivity with large-scale reach. The exhibition toured cities such as Paris, New York, Singapore, and Los Angeles, immersing attendees in Louis Vuitton’s heritage while generating localized content for each market. Invitation-only previews and VIP experiences ensured the activations remained exclusive while reaching a global audience.

As experiential marketing evolves, brands continue to explore ways to balance personalization with scale. By designing adaptable, localized, and digitally integrated activations, companies aim to expand their reach without compromising authenticity.

Final Thoughts

Experiential marketing is regaining momentum as brands seek new ways to engage consumers beyond digital channels. A study by Gradient shows that 82% of retail companies have increased their experiential marketing budgets over the last three years. 

Consumer response is driving this investment. Research indicates that 85% of consumers are more likely to make a purchase after attending a live marketing event, while 91% report a more positive perception of brands following such experiences. Additionally, 64% of consumers maintain a favorable impression of a brand for at least a month after attending an activation, underscoring the long-term impact of immersive interactions.

However, scaling experiential marketing comes with challenges. High production costs, logistical complexity, and the need for skilled talent make execution a significant undertaking. Brands must navigate venue sourcing, real-time audience engagement, and seamless digital integrations – all while ensuring a consistent and impactful brand experience. Measuring ROI remains a hurdle, requiring brands to invest in data tracking and technology to justify the spending.

Despite these challenges, experiential marketing offers brands a tangible way to combat digital fatigue and foster engagement beyond a single interaction. With continued advancements in measurement and technology, brands that invest in scalable, strategic, and immersive experiences are positioning themselves for long-term consumer loyalty and business growth.

Stay ahead

Get regular insights

Keep up to date with the latest insights from our research as well as all our company news in our free monthly newsletter.

The wellness economy isn’t just growing – it’s taking over.

What started as a niche industry of boutique fitness studios and green juice bars has exploded into a $1.8 trillion global powerhouse. Today, wellness means AI-powered health diagnostics, biohacking retreats, and personalized longevity plans tailored down to the cellular level. Consumers aren’t just tracking steps anymore; they’re measuring stress responses, monitoring metabolic health, and optimizing their bodies like data-driven machines.

And they’re not just buying into wellness – they’re questioning it. Who can prove their claims? Which brands offer real science over marketing hype? Consumers demand transparency, personalization, and measurable results. The wellness-first mandate is rewriting the rules of business. Products that fail to deliver real well-being won’t just lose market share – they’ll disappear.

From skincare to financial services, travel to technology, brands are racing to embed wellness into every touchpoint. But who’s doing it right? And how will this next phase of the wellness revolution separate the disruptors from the dinosaurs?

Wellness as a Brand Imperative

Wellness isn’t an industry anymore. It’s an expectation. And for brands, failing to deliver isn’t just a missed opportunity – it’s a death sentence.

Millennials and Gen Z aren’t buying into wellness trends blindly. Raised on health tracking and biohacking culture, they don’t just want feel-good branding; they demand proof. Can a product deliver real cognitive benefits? Does a service measurably improve longevity? If not, it won’t last.

The stakes go beyond retail. Consumers want stress-free money management in finance—automated savings, real-time spending insights, and AI-powered financial planning. Employees now evaluate companies in the workplace on their mental health support, flexibility, and work-life balance policies. A free gym membership or wellness app isn’t enough. If brands don’t take well-being seriously, they’ll lose top talent to those who prioritize it.

Wellness is not just a product feature; it is an expectation that spans industries.  The question isn’t whether brands should adapt. It’s whether they’ll survive if they don’t.

Workplace Wellness Is No Longer a Perk – It’s a Business Survival Strategy

Employee burnout is no longer a quiet crisis – it’s a corporate emergency. A disengaged, exhausted workforce isn’t just unproductive; it’s walking out the door. The companies that fail to prioritize well-being aren’t just losing morale. They’re losing their workforce.

For years, workplace wellness meant subsidized gym memberships and stress management webinars. That’s not enough anymore. Employees demand real change – flexible work, mental health support, and financial security. Companies that resist? They’ll watch their top talent leave for organizations that treat well-being as a business priority, not a line item in HR’s annual report.

Some companies are getting it right. Goldman Sachs expanded its mental health offerings, giving employees free therapy and resilience coaching. Microsoft’s four-day workweek experiment in Japan resulted in a 40% productivity boost – without burnout. Salesforce has gone beyond wellness perks, integrating financial literacy coaching and savings programs to reduce employees’ money stress.

The message is clear: workers expect companies to care about more than just their output. Leadership isn’t about offering wellness benefits as an afterthought; it’s about embedding well-being into the foundation of corporate culture.

The companies that lead on workplace wellness won’t just retain talent – they’ll attract the next generation of high performers. The ones that don’t? They’ll be left scrambling when the best employees leave for competitors that take well-being seriously.

Innovations in Product Development to Meet Wellness Expectations

At 3 p.m., Amanda Chang hits a wall. She’s not tired from lack of sleep, nor has she skipped lunch. She’s dehydrated—a reality she only recently started tracking after her smartwatch nudged her with a hydration reminder. Now, like millions of others, she reaches for an electrolyte packet instead of an afternoon coffee.

She’s not alone. The hydration economy is booming, fueled by a new consumer mindset that views optimal fluid balance as a pillar of longevity, mental clarity, and peak performance. Once reserved for athletes, electrolyte-enhanced drinks and functional hydration products have gone mainstream, reshaping how people approach energy and wellness.

Companies have taken note. Unilever’s acquisition of Liquid I.V. signals a strategic shift – hydration is no longer a niche category but a global wellness priority. Nestlé, too, has expanded its portfolio of functional beverages, tapping into a market where consumers aren’t just looking to quench their thirst but to optimize their biological performance.

This is just one example of how brands reinvent their products to align with a wellness-first consumer base. Across categories, companies are shifting from passive health benefits to science-backed, measurable, and highly personalized solutions.

In food and beverage, gut health is now front and center. Probiotics, prebiotics, and postbiotics are transforming everything from yogurt to snack bars, with major players racing to offer digestive-support products backed by clinical research. Cognitive performance is another emerging focus, fueling demand for nootropics and adaptogens – ingredients designed to enhance focus, stress resilience, and mental clarity.

The shift toward longevity and biohacking is accelerating in beauty and personal care. Consumers are moving beyond anti-aging to skin health at the cellular level, with brands investing in microbiome research, peptides, and NAD+ boosters to enhance skin regeneration. Shiseido, for example, has poured resources into advanced skin longevity research, aligning with the consumer push for products that deliver quantifiable, long-term benefits rather than superficial fixes.

Meanwhile, household and consumer goods are experiencing a clean-label revolution. Transparency in sourcing and formulations is no longer optional – shoppers scrutinize ingredient lists, demanding non-toxic, sustainable, and ethically sourced products. Regulatory bodies are catching up, forcing brands to substantiate wellness claims with hard evidence. In a significant move, the Federal Trade Commission issued its first major update to health marketing guidelines since 1998, tightening restrictions on unproven claims and requiring all health-related advertising to be backed by credible, peer-reviewed scientific research.

Under the updated guidance, the FTC is taking a firm stance against what it identifies as “vague qualifying terms” in advertising. The agency asserts that all health-related claims made by companies must be substantiated by credible, peer-reviewed scientific research. This shift signals a tougher regulatory environment for health product marketers, emphasizing the importance of transparency and evidence-based communication in an industry often criticized for its lack of accountability.

Wellness is no longer an add-on – it’s the foundation of modern product development. Companies that treat it as a marketing gimmick risk losing to disruptors who understand that today’s consumers aren’t just buying products. They’re investing in performance, longevity, and measurable results.

AI, Wearables, and Predictive Wellness

Your body is now a data stream, and Big Tech wants in.

What started with step counters and calorie trackers has evolved into AI-driven biohacking, where algorithms don’t just monitor your health – they attempt to predict and optimize it. Consumers are no longer passively checking fitness stats; they’re outsourcing their well-being to wearables, biometric scans, and AI-driven health assistants.

And the biggest players are moving fast. Google’s AI-powered dermatology tool claims medical-grade accuracy. Apple’s Health app quietly reshapes preventive medicine, feeding real-time biometric data into predictive alerts for conditions like atrial fibrillation. Platforms like InsideTracker promise to extend your lifespan using machine learning to analyze your blood biomarkers and recommend longevity-focused interventions.

AI-powered mental health tools, like Woebot, offer chatbot-based cognitive behavioral therapy. Meanwhile, smart rings and glucose monitors claim to optimize health.

The next frontier? Brain-computer interfaces. Neuralink is experimenting with cognitive enhancement, and startups like Sens.ai are launching neurofeedback headsets that claim to rewire the brain for improved focus and resilience.

As technology continues to merge with biology, wellness is shifting from a reactive model to a precision-driven, predictive experience. Consumers no longer want generic health advice; they expect data-driven, AI-curated, real-time insights that empower them to optimize their lives with surgical precision. Brands that can deliver on this promise will lead the next wave of the wellness economy.

Wellness Is Rewiring the Way We Shop, Stay, and Travel

The future of retail and hospitality isn’t just about convenience; it’s about well-being. From high-end hotels to grocery stores, brands are redesigning physical spaces to support mental, physical, and emotional health in ways that would have been unthinkable a decade ago.

At Lululemon’s immersive wellness hubs, customers can do more than shop for activewear – they can meditate, attend breathwork sessions, or recover with guided treatments. Sephora is curating its shelves to reflect a new consumer demand: clean beauty products with transparent, safety-tested ingredients. Meanwhile, luxury hotels are pivoting from indulgence to longevity, offering IV therapy, cryotherapy, and biometric-driven nutrition plans designed for more than relaxation. They’re selling optimization.

Even mass-market brands are responding. Airlines are no longer just upgrading seat comfort; they’re integrating circadian lighting and personalized nutrition options to mitigate jet lag. Coworking spaces are incorporating biophilic design and air purification systems as professionals demand healthier work environments.

This shift isn’t cosmetic; it’s structural. Wellness is no longer a category – it’s a design principle shaping how we shop, travel, and experience spaces. Consumers now expect retail stores, hotels, and workspaces to not only offer products and services but also actively enhance their well-being.

For brands, this is no longer about staying ahead of the curve. It’s about staying relevant.

Wellness Goes Ethical, But Are Brands Keeping Up?

Consumers aren’t just buying wellness. They’re demanding it on their terms. From sustainable packaging to ethical sourcing, today’s shoppers expect well-being to extend beyond the individual to the planet and society. And they’re holding brands accountable like never before.

This shift isn’t theoretical; it’s shaping spending habits. Nearly 80% of global consumers say sustainability influences purchasing decisions (IBM Institute for Business Value). That’s why Patagonia’s commitment to regenerative supply chains isn’t just branding; it’s a business necessity. Aesop has built a cult following around its sustainability-first skincare, while Stella McCartney is pushing the fashion industry toward bioengineered materials and circular design to cut waste.

But ethical wellness isn’t just about environmental impact – it’s about who gets included. Wellness has long catered to a narrow demographic, but consumers now expect cultural competence and inclusivity. Fenty Skin has set a new standard in beauty with its commitment to diverse skin types, while fitness brands are finally recognizing the need for more representation in product design and marketing.

Yet, for all the progress, the industry still faces a reckoning. Greenwashing remains rampant, with brands exaggerating sustainability claims without transparency. Inclusivity marketing is everywhere, but how many companies reflect it in their hiring and leadership? Consumers are paying attention, and performative wellness will no longer cut it.

The new era of ethical wellness isn’t just about selling sustainability or inclusivity. It’s about proving it. The brands that back up their claims with action will earn loyalty. Those that don’t? They’ll be called out and left behind.

The Future of Wellness Is Personal, and Big Business Knows It

Wellness is no longer about staying healthy. It’s about engineering longevity, optimizing biology, and hacking the human body for peak performance.

This isn’t science fiction. Billion-dollar biotech startups like Altos Labs are pouring funding into cellular rejuvenation, while advances in senolytics – compounds designed to eliminate aging cells – are setting the stage for a world where aging itself could become a treatable condition. Skincare, nutrition, and fitness brands are already pivoting from anti-aging to lifespan optimization, signaling a shift that will reshape consumer health as we know it.

At the same time, digital wellness is becoming a fully immersive, data-driven experience. The metaverse isn’t just a playground for gamers – it’s becoming a wellness hub. Virtual reality meditation apps like TRIPP are gamifying mindfulness, and AI-powered health coaches are turning biometric data into real-time lifestyle interventions.

The era of one-size-fits-all health solutions is ending. DNA-driven nutrition plans, microbiome-based dietary regimens, and continuous glucose monitoring replace outdated wellness norms. Companies like Viome are leveraging gut microbiome analysis to create ultra-personalized food and supplement plans, while wearable tech is evolving from passive tracking to real-time health optimization.

For brands, the opportunity is massive, but so is the pressure. Consumers will no longer accept generic wellness promises. They expect science-backed, precision-driven solutions that seamlessly integrate into their daily lives.

The brands that embrace hyper-personalized, predictive wellness will define the future of health. The ones that don’t will be left selling yesterday’s version of well-being in a world that’s already looking ahead.

The Wellness-First Mandate – Adapt or Be Left Behind

Wellness is no longer a trend. It’s the economic engine reshaping industries, the cultural shift redefining consumer priorities, and the business imperative separating industry leaders from the obsolete.

This transformation isn’t about virtue signaling or slapping a “clean” label on a product. It’s about structural change – a radical rethinking of how brands serve consumers when well-being is the ultimate currency. Companies that embed wellness into their DNA, from product formulation to workplace culture, will thrive. Those who view it as a passing fad will fade into irrelevance.

The future belongs to brands that do more than just sell – they safeguard, optimize, and extend quality of life. Precision health, longevity science, AI-driven well-being, and sustainability aren’t niche concerns anymore; they are market expectations. Consumers aren’t just buying – they’re scrutinizing. They want proof, not promises.

For brands, the choice is stark: evolve or fall behind. Wellness is no longer a consumer preference; it’s a corporate survival strategy. The brands that hesitate won’t just lose market share. They’ll disappear.

Stay ahead

Get regular insights

Keep up to date with the latest insights from our research as well as all our company news in our free monthly newsletter.

In 2005, Nintendo was teetering on irrelevance in the UK. Once a dominant force, the gaming giant had been eclipsed by Sony’s PlayStation and Microsoft’s Xbox, holding a mere 5% market share in a space increasingly dominated by high-powered consoles and competitive gaming. Gaming had become synonymous with young, tech-savvy male audiences – a niche where Nintendo no longer held sway.

Within two years, Nintendo executed a turnaround that defied industry norms. By 2007, its UK market share had skyrocketed to 80%, driven by a marketing strategy that ignored the industry’s obsession with specs and focused on accessibility, playfulness, and the redefinition of what it meant to be a “gamer.” The Nintendo DS and Wii weren’t just consoles; they were cultural phenomena that expanded the gaming audience beyond teenage boys and esports enthusiasts to parents, professionals, and an emerging market now known as kidults – adults who engage in play-driven, nostalgic, and social entertainment.

This wasn’t just a comeback. It was a masterclass in market expansion, consumer behavior, and brand reinvention. Nintendo didn’t just take back its position in gaming – it transformed the industry’s entire trajectory. How did they do it? And what lessons can today’s brands learn from this seismic shift? 

The Market Landscape Before Nintendo’s Comeback

By the mid-2000s, gaming was a high-stakes, high-performance industry. Sony and Microsoft were in an aggressive race, pushing cutting-edge graphics, processing power, and online multiplayer experiences. The PlayStation 2 was the undisputed king, selling over 155 million units globally, while the Xbox, backed by Microsoft’s deep pockets, had secured a loyal base of hardcore gamers. Nintendo, once the industry’s dominant force, had been relegated to an afterthought.

The problem? The market had narrowed. Gaming had become a battlefield of tech specs and realism, catering to an increasingly insular demographic – young male gamers. The industry had overlooked a fundamental truth: entertainment isn’t just about cutting-edge technology; it’s about accessibility, emotional connection, and cultural relevance.

This was the opportunity Nintendo saw before anyone else. Instead of competing on hardware power, the company pivoted toward a different gaming experience, prioritizing intuitive gameplay, social engagement, and an audience that had been ignored for too long.

Nintendo engineered one of the most dramatic turnarounds in business history by rejecting the industry’s fixation on complexity and high-performance specs. Its strategy didn’t just reclaim market share – it reshaped the gaming landscape, expanding the definition of who a gamer could be.

Key Strategies That Fueled Nintendo’s Success

Nintendo’s comeback wasn’t a fluke – it was a deliberate strategy that defied industry norms. While Sony and Microsoft escalated the hardware arms race, Nintendo redefined what gaming could be. Instead of emphasizing specs, it broadened its audience and made gaming more intuitive, turning the conversation from power to play.

#1. Expanding the Audience Beyond Gamers

    Gaming had long been marketed to young men obsessed with high-speed, high-performance play. Nintendo shattered this mold by targeting demographics the industry had ignored: families, women, and older adults. The company understood gaming wasn’t inherently niche; it had simply been positioned that way.

    The strategy was simple but groundbreaking: the barriers stopping non-gamers from picking up a controller. The Wii and Nintendo DS were designed to be intuitive, eliminating the intimidating learning curves of traditional gaming. This wasn’t about mastering complex button combinations or navigating hyper-realistic battlefields; it was about play.

    Nintendo’s marketing leaned into this accessibility, positioning gaming as a shared experience rather than a solo, skill-based pursuit. Instead of hyper-stylized action sequences, Nintendo’s ads featured families playing together in living rooms, grandparents competing with grandchildren, and social settings where gaming wasn’t just entertainment; it was connection.

    The result? Nintendo didn’t just win back players – it created millions of new ones. This wasn’t just about reclaiming dominance; it was about reshaping the gaming audience entirely.

    #2. Leveraging Innovative Gameplay Experiences

    Nintendo’s resurgence wasn’t about cutting-edge graphics, faster processors, or blockbuster storytelling. It was built on a simple yet powerful principle of consumer psychology: ease of use. By stripping away complexity, Nintendo made gaming more accessible than ever.

    The Nintendo DS: A Touch-Based Revolution

    It was built on a simple yet powerful principle of consumer psychology: ease of use. By stripping away complexity, Nintendo made gaming more accessible than ever.

    Image Credit: Nintendogs Wiki Fandom

    More importantly, Nintendo ensured the software supported this approach. Titles like Brain Age and Nintendogs weren’t designed for traditional gamers – they were built to attract a broader demographic, including older adults and casual players who had never picked up a console before. By moving away from conventional gaming tropes, the DS became a global sensation, selling over 154 million units.

    The Wii: Motion-Control Gaming That Redefined Engagement

    If the DS lowered the barrier to entry for handheld gaming, the Wii redefined accessibility in home entertainment. Launched in 2006, the Wii introduced motion-sensing controls that eliminated complex button inputs. Players could physically swing, punch, or steer their way through games, making gaming feel more interactive and immersive.

    Image Credit: Game Rant 

    Bundling Wii Sports was a masterstroke. The Wii’s intuitive, motion-based gameplay made it essential for the living room, drawing in families, older adults, and social gamers. By 2007, the Wii had outsold the Xbox 360 and PlayStation 3.

    Rather than competing in the high-performance gaming race, Nintendo carved out an entirely new segment – one that prioritized intuitive, inclusive, and social play. The company didn’t just win back market share; it expanded the definition of gaming itself.

    #3. Creating a Software Lineup That Sold Consoles

    Nintendo’s success wasn’t just about hardware innovation. The real driver behind the DS and Wii’s dominance was a software strategy that prioritized accessibility, engagement, and repeat playability. While competitors focused on high-budget, graphics-heavy blockbusters, Nintendo leaned into intuitive, universally appealing experiences that turned occasional players into loyal consumers.

    Research-brief

    The Power of Bundled Games

    Few games have matched the cultural impact of Wii Sports. With simple motion controls for tennis, baseball, and bowling, Wii Sports turned gaming into an active, social activity. The result? It became one of the best-selling games of all time.

    Similarly, Brain Age for the DS tapped into a new category of users: adults looking for cognitive challenges. Its premise, built around mental exercises and daily training, positioned the DS as a lifestyle product. This pivot expanded Nintendo’s consumer base and set the stage for future mainstream gaming trends.

    Franchises That Defined an Era

    Beyond bundled titles, Nintendo doubled down on its iconic IPs. Mario Kart DS brought the beloved racing franchise to handheld gamers, while New Super Mario Bros. revitalized classic platforming for a new generation. These titles weren’t just nostalgia-driven – they were strategically designed to leverage Nintendo’s strongest assets while remaining accessible to casual players.

    Image Credit: The Gamer 

    The Wii also saw a boom in motion-driven exclusives. Games like Wii Fit turned the console into a fitness tool, targeting a demographic far beyond traditional gamers. This content diversification ensured Nintendo wasn’t just selling consoles; it was building long-term engagement.

    Image Credit: Game Stop

    By focusing on intuitive gameplay, evergreen franchises, and software that appealed to untapped markets, Nintendo created a virtuous cycle: every best-selling game drove more console sales, and every console sale expanded the audience for future games. This strategy transformed Nintendo from an industry underdog to a market leader once again.

    #4. Making Gaming More Affordable and Accessible

    While Sony and Microsoft were engaged in a hardware race, pushing consoles with advanced graphics and premium pricing, Nintendo took a different approach. It focused on affordability, positioning the DS and Wii as low-cost, high-value alternatives that didn’t require a deep investment in gaming culture or expensive accessories. This pricing strategy wasn’t just about undercutting the competition; it was about lowering the barrier to entry and widening the consumer base.

    Disrupting the Price War

    In 2006, the PlayStation 3 launched at £425 in the UK, while the Xbox 360 ranged from £209 to £279. The Nintendo Wii, by contrast, entered at just £179—an accessible price point that made it an easy choice for families, casual gamers, and first-time buyers long priced out of gaming.

    The DS followed a similar model. At launch, it was significantly cheaper than Sony’s handheld PSP, which was marketed as a high-performance portable console with multimedia capabilities. While the PSP struggled to compete with the rise of smartphones in the years ahead, the DS thrived by staying true to its core audience – offering simple, engaging experiences at a price point that felt accessible.

    The Cost-to-Value Proposition

    Price alone wasn’t enough – Nintendo had to prove value. Bundling Wii Sports gave consumers an instant reason to buy, eliminating the need for additional purchases. The Wii’s motion controls also removed the expense of extra accessories. Meanwhile, the DS thrived on a library of budget-friendly, mass-appeal titles, positioning gaming as an everyday activity rather than a luxury.

    This affordability-first strategy had long-term implications. It cultivated a new generation of casual gamers, many of whom might never have considered purchasing a console. More importantly, it reinforced Nintendo’s reputation as the most accessible gaming brand, not just competing for market share but actively expanding the market.

    By rejecting the premium-price model and focusing on mass-market adoption, Nintendo proved that success in gaming wasn’t just about hardware specs; it was about making gaming available to everyone.

    #5. A Marketing Masterclass in Consumer Engagement

    Nintendo’s comeback wasn’t just about hardware, software, or pricing – it was about storytelling. While Sony and Microsoft marketed gaming as a high-performance, immersive experience for dedicated players, Nintendo positioned gaming as something entirely different: a social, intuitive, and universally accessible activity. This shift in messaging was a fundamental repositioning of what gaming meant to consumers.

    The Shift from Power to Play

    Sony’s PlayStation 3 campaign emphasized its powerful hardware, with cinematic trailers showcasing hyper-realistic graphics and advanced processing power. Microsoft’s Xbox 360 leaned into its online gaming ecosystem, targeting hardcore players with a focus on multiplayer capabilities.

    Image Credit: Miscrave

    Nintendo went in the opposite direction. It didn’t market specs – it marketed people. Instead of high-adrenaline gameplay, its ads showed families, grandparents, and first-time gamers picking up a Wii remote and playing instantly. The message was clear: gaming wasn’t just for gamers anymore.

    Turning Gaming into a Shared Experience

    The Wii Would Like to Play became one of the era’s iconic marketing campaigns. Featuring two suit-clad Japanese men introducing the Wii to everyday households, it emphasized invitation over exclusivity. Nintendo wasn’t selling a console; it was selling interaction, laughter, and inclusion.

    Image Credit: Playback

    For the DS, Nintendo leaned into relatability. The Touch Generations campaign targeted non-gamers, featuring celebrities and everyday users engaging with brain-training games, puzzle titles, and social experiences. This wasn’t gaming for the elite; it was gaming for everyone, reinforcing the company’s core strategy of mass accessibility.

    Here’s the 2006 Touch Generations Nintendo DS print ad.

    Image Credit: ebay

    Retail Strategy and Experiential Marketing

    Beyond traditional advertising, Nintendo excelled at experiential marketing. The company rolled out widespread in-store demo stations, allowing hesitant buyers to try the Wii’s motion controls or experience the DS’s touchscreen before making a purchase. This hands-on approach eliminated skepticism and turned a casual interest into immediate conversion.

    Nintendo also capitalized on the rise of social proof. Word-of-mouth marketing skyrocketed as the Wii became a staple in living rooms worldwide. The more people saw their friends and family engaging with Nintendo products, the more likely they were to join in, creating a viral effect that fueled record-breaking sales.

    By shifting its marketing from performance-driven specs to emotion-driven engagement, Nintendo didn’t just sell consoles – it sold experiences. In doing so, it reshaped the gaming industry, proving that success wasn’t about catering to the existing market but creating an entirely new one.

    #6. The Long-Term Impact on Gaming and Consumer Behavior

    Nintendo’s strategy didn’t just reclaim market share – it redefined gaming itself. It shifted perceptions of who a “gamer” could be and expanded what gaming could offer. The ripple effects went beyond Nintendo, reshaping the industry and consumer expectations for years.

    Mainstreaming Casual and Social Gaming

    Before the Wii and DS, gaming was a niche hobby dominated by young men. Nintendo shattered that perception, proving gaming could be inclusive, social, and effortless. The runaway success of Wii Sports, Brain Age, and Nintendogs sparked demand for intuitive, accessible gameplay – paving the way for mobile gaming’s rise.

    Nintendo inadvertently set the stage for the mobile gaming revolution by lowering the entry barrier and emphasising fun over complexity. The App Store, launched in 2008, followed the same principles: games that were simple to learn, easy to access, and designed for mass appeal. Today, the global mobile gaming market generates more revenue than console and PC gaming combined, a shift that can be traced back to Nintendo’s strategy of broadening the gaming audience.

    The Legacy of Motion Controls and Interactive Gaming

    Initially dismissed as a gimmick, the Wii’s motion controls became a blueprint for interactive gaming. Microsoft’s Kinect and Sony’s PlayStation Move were direct responses, chasing the demand Nintendo had created. More significantly, the idea of physical engagement in gaming extended beyond consoles – AR and VR gaming owe much of their mainstream appeal to Nintendo’s early innovations.

    Image Credit: Nintendo 

    Nintendo’s focus on intuitive play also influenced how developers approached game design. Today, user-friendly mechanics and immediate engagement are central to many of the industry’s best-selling titles, from fitness-based games like Ring Fit Adventure to the continued success of Just Dance, a franchise built on motion-based play.

    A Blueprint for Market Expansion

    Nintendo’s greatest lesson wasn’t reclaiming market share – it was creating new demand. Rather than competing in a saturated market, it identified an untapped audience and built products around them.

    This strategy continues to influence modern gaming. The resurgence of retro consoles, the rise of cloud gaming services that prioritize accessibility over hardware power, and even the success of games like Animal Crossing: New Horizons – which attracted a massive non-traditional gaming audience – can all be linked to the blueprint Nintendo established in the mid-2000s.

    Nintendo didn’t just revive its brand – it reshaped the gaming industry. By proving that innovation comes from creating trends, not following them, it set a new standard for market disruption. And its influence didn’t stop at gaming.

    Nintendo’s resurgence wasn’t just a corporate turnaround; it redefined how entertainment itself was consumed. By shifting gaming from a skill-based pursuit to a social, inclusive experience, it expanded the industry’s reach far beyond its traditional audience. The DS and Wii weren’t just successful consoles; they were cultural phenomena that reshaped consumer behavior, fueled the rise of casual gaming, and set the stage for today’s interactive entertainment trends.

    The takeaway for brands? Market dominance isn’t about competing harder – it’s about expanding the playing field. Nintendo succeeded by challenging assumptions, identifying unmet consumer needs, and making gaming effortless and engaging. It didn’t just reclaim leadership; it shaped the future of digital entertainment for decades.

    Stay ahead

    Get regular insights

    Keep up to date with the latest insights from our research as well as all our company news in our free monthly newsletter.

    The marketing department, as we know it, is obsolete.

    Generative AI develops millions of personalized ads in milliseconds. Consumers shape brand narratives in real-time. Predictive algorithms anticipate needs before customers even recognize them. The traditional marketing playbook isn’t just outdated; it’s collapsing. Legacy teams, built on rigid hierarchies and campaign cycles, are being outpaced by AI-augmented ecosystems designed for continuous adaptation.

    Tomorrow’s marketing function won’t be a department. It will be an intelligence system embedded within product development, customer experience, and behavioral data science. Brands that fail to restructure will not just fall behind; they will disappear.

    Winning in this new landscape requires more than AI-driven automation. Emotional intelligence, ethical AI governance, and seamless integration with business operations will separate leaders from laggards.

    The shift is already happening. The only question is: how fast can marketing teams evolve?

    The five pillars of the future marketing team

    #1. AI-Augmented Strategy Teams – Humans and Machines as Co-Pilots

    The future of marketing is not about AI replacing human creativity; it’s about AI augmenting it. In the next decade, marketing teams will no longer rely on static consumer personas or outdated segmentation models. Instead, they will deploy real-time predictive marketing engines powered by AI that adapt to shifting consumer behaviors instantaneously.

    But here’s the critical distinction: AI will not replace human intuition but enhance its precision. The most successful marketing teams will be those that train AI to think like a strategist while ensuring humans retain control over brand ethos, ethical boundaries, and cultural nuance.

    Nike’s marketing team has already embedded AI into its decision-making process, using machine learning to predict product demand, optimize pricing, and create hyper-personalized consumer journeys. However, Nike does not hand over creative control to algorithms; it ensures AI insights serve human-led storytelling and brand building.

    However, AI’s increasing role raises governance concerns. If left unchecked, algorithmic bias, AI hallucinations, and opaque decision-making processes can erode consumer trust. Google’s ad-targeting models, for instance, have faced scrutiny for bias in content distribution, highlighting the need for marketing teams to establish AI ethics frameworks.

    The human component will remain irreplaceable. AI can crunch data, but it cannot understand cultural nuances, context, or the emotional weight of a story.

    Marketing leaders must own the governance of an AI-driven strategy, ensuring automation enhances brand trust rather than undermines it.

    #2. Consumer intelligence & behavioral science units to decode decision-making in real-time

    The future of marketing will not be driven by demographics but by deep behavioral insights. Real-time consumer intelligence hubs will help track sentiment, subconscious decision-making, and predictive behavioral shifts.

    Neuroscience, biometric tracking, and AI-driven sentiment analysis will become the foundation of modern marketing teams. Instead of just asking consumers what they think, brands will measure how they feel in the moment. Eye-tracking, galvanic skin response, and neuro-marketing scans will reveal how audiences react to products, content, and messaging, eliminating the guesswork from engagement strategies.

    Unilever has already integrated neuroscience into its advertising research, measuring emotional responses at a subconscious level. By analyzing brain activity, Unilever can determine whether an ad creates an authentic emotional connection before it ever reaches a consumer’s screen, ensuring campaigns resonate deeply rather than rely on assumptions.

    However, access to such insights comes with ethical responsibility. As marketing teams gain deeper access to real-time consumer psychology, the risk of manipulation increases. Personalization cannot become digital surveillance.

    Brands that thrive will use behavioral data to enhance consumer experiences, not exploit them. Ethical AI oversight within marketing teams will be non-negotiable.

    #3. Hyper-personalization & growth teams leading the shift from segments to individuals

    Marketing will no longer be about targeting audiences; it will be about orchestrating individual consumer journeys in real time. Growth teams will shift their focus from optimizing channels to engineering highly individualized consumer pathways powered by AI and real-time identity graphs.

    Spotify’s AI-driven campaigns, like Discover Weekly and Wrapped, are personalized brand experiences rather than traditional marketing tools. Every interaction refines the algorithm, ensuring recommendations grow more precise, engagement deepens, and retention soars.

    This level of hyper-personalization presents a paradox. The more tailored the experience, the more invisible the marketing becomes. When done well, the consumer does not feel targeted; they feel understood. But when algorithms misfire, the illusion shatters.

    Growth teams of the future will need to master the balance between automation and authenticity, ensuring AI-driven personalization enhances human connection rather than replacing it.

    #4. Decentralized, agile creative networks and the end of the traditional in-house model

    Marketing teams will no longer operate as rigid, in-house departments. Instead, they will function as fluid, decentralized creative networks, tapping into on-demand talent pools powered by AI-driven collaboration platforms.

    Gucci Vault has already embraced decentralized creativity, collaborating with independent digital artists and Web3 designers rather than dictating brand aesthetics from a central creative team. By co-creating with digital-native communities, Gucci ensures its brand narrative evolves organically rather than being imposed from the top down.

    Maintaining brand consistency in a decentralized model will be challenging. Future marketing leaders must find ways to empower external creators while ensuring alignment with brand identity.

    #5. Ethical & sustainable marketing frameworks: the new non-negotiable

    Marketing will no longer be judged solely on performance metrics. The future belongs to brands that align with consumer values and embed ethics and sustainability into their strategies.

    Patagonia’s self-imposed carbon tax and long-term sustainability initiatives have proven that consumers reward brands whose actions match their messaging. If a company fails in this area, it can lead to serious greenwashing and ethical mistakes that destroy trust. This is especially true because AI-powered fact-checking tools and decentralized watchdog communities can quickly reveal inconsistencies.

    The rise of regenerative marketing will push brands beyond sustainability pledges toward long-term societal impact. Companies will shift from minimizing harm to actively contributing to environmental and social well-being. This will require marketing teams to collaborate with policymakers, sustainability experts, and ethical data specialists, creating a new discipline where profit and purpose are no longer opposing forces but interconnected drivers of success.

    The future marketing team must integrate ethics into every stage of strategy and execution, ensuring profit and purpose are interconnected rather than opposing forces.

    The future marketing leader – a hybrid of technologist, psychologist, and strategist

    The CMO role is disappearing. In its place, a new breed of marketing leader is emerging, one who blends data fluency with behavioral science and technology expertise with strategic vision.

    Companies like Adobe and Tesla already embed AI, automation, and predictive analytics into their core strategies. But successful marketing leaders will not just be digital experts – they will be experience architects, shaping every consumer touchpoint across an increasingly fragmented landscape.

    As marketing, product development, and customer experience become inseparable, the Chief Growth Officer or Chief Experience Officer will replace the traditional CMO, reflecting marketing’s new mandate: not just to promote but to engineer adaptive, intelligent brand ecosystems.

    The Marketing Team as a living intelligence system

    The marketing team of the future is not just a department. It works as a living, changing system. AI helps boost human creativity, insights about customer behavior guide decisions, and decentralized networks share brand stories.

    But technology alone will not define the winners. The brands that thrive will understand the irreplaceable role of human judgment – the ability to interpret, contextualize, and ethically apply data-driven insights.

    To future-proof their marketing teams, organizations must:

    • Invest in cross-functional talent – marketers must be fluent in AI, behavioral psychology, and digital ecosystems.
    • Establish AI governance frameworks – bias, privacy, and transparency will be critical.
    • Shift from campaign-based marketing to real-time experience management or risk irrelevance.

    Marketing is no longer a function. It is the foundation of consumer trust, brand longevity, and sustained competitive advantage. The next era will not belong to those who adapt, it will belong to those who lead the transformation.

    Stay ahead

    Get regular insights

    Keep up to date with the latest insights from our research as well as all our company news in our free monthly newsletter.

    Brand loyalty is no longer about what you buy – it is about who you are. Consumers do not just choose brands; they pledge their allegiance. Jeep Wrangler owners – called Jeepers, Apple users, Patagonia advocates, and Nike loyalists are not just customers – they are tribes bonded by shared values, identity, and purpose. A purchase is no longer a transaction; it is a statement.

    This is not accidental. Brands have become cultural markers, shaping personal narratives and influencing how people define themselves. The shift is so profound that Seth Godin, one of the most influential voices in modern marketing, put it simply: “People don’t buy goods and services. They buy relationships, stories, and magic.”

    But what happens when loyalty turns into something stronger? When a preference for one brand transforms into a rejection of others? When a brand becomes a badge of belonging, and stepping outside that tribe feels like a betrayal?

    These allegiances are playing out in real time, shaping consumer behavior in ways brands can no longer ignore.

    Why brand tribalism is different today?

    Brand loyalty used to be about habit and reliability. Customers would choose a brand because it is familiar, consistent, or available. Today, the choice is more personal. Consumers do not just buy – they pledge allegiance. A choice between Apple and Android is not just about software preferences; it signals a stance on design, privacy, and social status. Wearing Nike over Adidas is not just about comfort; it ties into cultural movements, athlete endorsements, and personal identity. Patagonia customers are not just buying outerwear; they are making a statement about sustainability and corporate ethics.

    Social media has turned these preferences into public declarations. A sneaker drop, a product launch, or a rebrand reaches customers and mobilizes them. Fans celebrate, critics attack, and the conversation spreads. Algorithms amplify the strongest voices, deepening the divide. Tribal loyalty fuels engagement, turning every campaign into a cultural moment. The more a brand stands for, the more its audience demands from it.

    Algorithms and personalization create echo chambers. Nike loyalists see Nike’s success stories. Apple users encounter articles that affirm their choice. Digital spaces create closed loops where brand loyalty is continuously reinforced, making it harder for consumers to see alternatives as anything but inferior.

    This kind of loyalty comes with expectations. Customers expect brands to take a stand, be consistent, and reward their loyalty with more than good products. They want recognition, participation, and alignment with their values. When those expectations are not met, the fallout can be swift.

    “A tribe is a group of people connected to one another, connected to a leader, and connected to an idea. For millions of years, human beings have been part of one tribe or another. A group needs only two things to be a tribe: a shared interest and a way to communicate.”

    ― Seth Godin, Tribes: We Need You to Lead Us

    The risks of identity-driven branding

    A strong brand tribe can be an asset until it becomes a liability. When loyalty hardens into exclusivity, the same passion that fuels advocacy can turn into a rejection of anything that does not fit the tribe’s values. A brand that leans too heavily into one identity risks alienating those who do not see themselves reflected. A shift in messaging, a misstep in marketing, or a stance on a social issue can trigger a backlash from both within and outside the core audience.

    Brands that once prided themselves on standing for something have found themselves trapped by it. A sustainability-focused company that fails to meet rising environmental standards faces harsher scrutiny than a competitor that never claimed to be eco-conscious. A brand built on inclusivity that stumbles on representation gets called out faster than one that never positioned itself that way. The deeper the connection, the stronger the expectation.

    The need for agility has never been greater. A campaign that works today may spark controversy tomorrow. Cultural shifts happen in real-time, and brand tribes, once unwavering, can fracture just as quickly. Companies that rely too much on one identity risk being boxed in, unable to evolve without backlash. The challenge is not just in building loyalty but in knowing how to navigate it when the landscape changes.

    The balance between tribal loyalty and mass appeal

    A brand that tries to appeal to everyone risks resonating with no one. However, a brand that caters too narrowly to its most devoted audience can be boxed in, unable to grow beyond its core following. Striking the balance between exclusivity and accessibility separates brands that thrive from those that fade into irrelevance.

    Some brands embrace scarcity, making their products harder to get, their communities more selective, and their messaging tailored to a specific worldview. Limited releases, invite-only access, and membership-driven perks reinforce the idea that belonging is earned. Others take the opposite approach, using personalization at scale to make every customer feel like part of something bigger while still appealing to the masses. Digital platforms allow for segmentation so precisely that a brand can be all things to all people, without diluting its identity.

    Technology has made it easier to foster brand loyalty without closing the door on broader appeal. AI-driven recommendations ensure customers see content that aligns with their values while still introducing them to new perspectives. Community-led marketing taps into the power of brand evangelists without making the message feel forced. The most successful brands build identity-driven connections while leaving room for evolution, ensuring loyalty does not become a limitation.

    Case Study: Duolingo’s Viral Marketing and the “Death of Duo” Campaign

    Image Credit: Duolingo’s Instagram

    Background

    Duolingo’s recent Death of Duo campaign exemplifies how brands can cultivate deep tribal loyalty while maintaining mass appeal. By leveraging humor, cultural references, and interactive storytelling, Duolingo engaged its diverse user base, sparking widespread discussion and reinforcing its unique brand identity.

    In February 2025, Duolingo executed one of its boldest marketing stunts yet – the death of its beloved green owl mascot, Duo. The campaign, which humorously announced Duo’s passing, was a continuation of Duolingo’s long-standing strategy of blending pop culture, humor, and user engagement to reinforce brand loyalty. The company framed the stunt as a playful callout to procrastinating users, joking that Duo had “probably died waiting for you to do your lesson.” The campaign quickly went viral, dominating social media feeds and prompting engagement from users, influencers, and even other brands.

    Marketing Strategy

    Duolingo’s marketing strategy is characterized by its unhinged and playful brand voice, particularly on platforms like TikTok and Instagram. By personifying their mascot, Duo the Owl, in humorous and culturally relevant scenarios, they effectively engage a younger demographic. Their social media team crafts content that aligns with current internet trends and memes, fostering a strong sense of community among users.

    The Death of Duo campaign reinforced this approach by incorporating several viral elements:

    • Social Media Engagement: The brand used humor to drive participation, even jokingly asking users for credit card numbers to sign up for Duolingo Max in Duo’s memory.
    • Celebrity Tie-Ins: The campaign referenced pop star Dua Lipa, continuing an ongoing joke about Duo’s “obsession” with the singer, leading to responses from fans and media outlets.
    • Cross-Platform Integration: Duolingo spread the campaign across TikTok, X, and Instagram, creating memes, fake crime scene investigations, and mock obituaries for the owl.

    This was not an isolated stunt. Duolingo has consistently used irreverent, culture-driven marketing to cultivate a strong brand identity that resonates with loyal users and casual observers. Previous viral moments include their Duo on Ice April Fools’ campaign and their comedic threats to users who neglect their daily lessons. By maintaining this unpredictable, entertaining approach, Duolingo has turned language learning into a social experience that users actively engage with beyond just using the app.

    Outcome

    The Death of Duo campaign generated significant viral traction, with users and brands participating in the narrative. The brand’s ability to blend humor with direct engagement helped reinforce its unique identity and kept it at the forefront of digital marketing conversations.

    Lessons Learned

    Duolingo’s success shows that embracing an unconventional, bold brand personality can foster tribal loyalty without alienating potential users. By engaging with internet culture, incorporating humor, and making users feel part of the joke, Duolingo continues to strike a rare balance – creating an exclusive-feeling brand tribe while still appealing to a broad audience.

    Case Study: Agent Provocateur’s Revival Through Niche Focus

    Image Credit: Yahoo News UK

    Background

    Agent Provocateur, the luxury lingerie brand known for its provocative designs, faced financial difficulties and a diluted brand image in the mid-2010s. In 2017, Four Marketing acquired the brand, and this is when Agent Provocateur sought to return to its bold, avant-garde roots.

    Strategy

    Instead of chasing mass-market appeal, the brand refocused on its core audience – loyal customers who appreciated its distinctive, daring aesthetic. This involved emphasizing high-quality craftsmanship, introducing new product lines like swimwear and costume jewelry, and creating marketing campaigns featuring confident, mature celebrities who genuinely love the brand. By staying true to its unique identity, Agent Provocateur strengthened its brand tribe while remaining accessible to new customers seeking luxury and exclusivity.

    Outcome

    This strategic shift led to a doubling of revenues over three years, with sales projected to reach £50 million by 2025. Agent Provocateur’s resurgence illustrates how a brand can balance deep tribal loyalty with a broader appeal by staying authentic and focusing on its niche market.

    Future outlook on brand identity and consumer tribes

    Loyalty is no longer a static relationship between brands and consumers. It is fluid, shaped by cultural shifts, digital ecosystems, and the growing expectation that brands stand for something beyond their products. The way we connect has changed. What used to be a simple exchange of goods or services has become a deeper connection based on identity. This connection is always being tested and redefined. 

    Technology is accelerating this evolution. AI-driven personalization allows brands to create hyper-individualized experiences, reinforcing consumer identity while adapting in real-time. Web3 and decentralized communities are reshaping ownership, giving consumers a more active role in shaping the brands they support. The rise of digital-first tribes, fueled by platforms like Discord, Reddit, and private membership networks, reduces the need for brands to appeal to the masses.

    Yet, with every new opportunity comes risk. As consumer expectations grow, the margin for error shrinks. A brand that aligns too closely with a specific identity may be constrained when the cultural tide shifts. A brand that refuses to engage at all risks irrelevance. The future belongs to those who can move beyond traditional brand loyalty, building adaptable, authentic relationships, and evolving alongside their audience.

    A brand is no longer just a product or a service – it is a belief system, a signal, a community. Consumers do not merely buy into brands; they embed them into their identities, defend them in public discourse, and expect them to reflect their evolving values. This shift has given brands unprecedented power, but with it comes volatility.

    Loyalty that once lasted decades can now unravel in weeks. A misstep can fracture a tribe, while a well-calibrated move can turn passive buyers into lifelong advocates. The challenge is navigating the tension between deep connection and broad accessibility, between conviction and adaptability.

    The future belongs to brands that understand how to cultivate belonging without exclusion, influence without alienation, and loyalty without stagnation. Brands that master this balance will not just thrive in the marketplace – they will redefine the very fabric of consumer culture.

    Stay ahead

    Get regular insights

    Keep up to date with the latest insights from our research as well as all our company news in our free monthly newsletter.

    In early 2022, Panera Bread introduced its Unlimited Sip Club, a subscription service granting customers unlimited self-serve beverages for a monthly fee. It was among the first major fast-food chains to test a subscription-based model, shifting from traditional loyalty programs to a strategy aimed at securing recurring revenue and increasing customer visits.

    Subscription models are becoming a mainstay as quick-service restaurants (QSRs) experiment with new ways to increase customer loyalty and spending. A 2025 report by the Food Institute found that 76% of restaurant owners plan to integrate gamification into their loyalty programs, signaling a move away from static rewards toward interactive engagement. The goal: turning casual customers into repeat visitors who interact with brand platforms daily.

    The challenge now is whether consumers see enough long-term value in fast-food subscriptions to maintain their commitment – and whether brands can sustain profitability without diluting the appeal. As competition grows, success will hinge on balancing affordability, exclusivity, and genuine savings that justify a recurring fee.

    The Consumer Shift Driving This Trend

    Fast food has traditionally thrived on consistency – standardized meals, rapid service, and predictable experiences. But consumer expectations are shifting. Today’s diners seek more than just convenience; they crave value, exclusivity, and interactive experiences. This shift is fueling the rise of subscription-based dining and gamified loyalty programs, turning occasional transactions into habitual brand engagements.

    Subscription models have reshaped industries from entertainment to retail, and now they’re making their mark on fast food. A 2024 PYMNTS report found that 45% of US consumers subscribe to at least one food or beverage service, a sharp rise from 36% in 2020. Meal kits and coffee subscriptions paved the way, demonstrating the viability of prepaid dining experiences. Now, QSRs are leveraging similar strategies to lock in repeat visits and drive incremental revenue.

    Beyond subscriptions, fast-food chains are integrating gamification to deepen customer engagement. Interactive loyalty programs appeal to psychological triggers – competition, achievement, and status – encouraging repeat visits. Rather than simply buying a meal, customers now earn points, unlock exclusive perks, and advance through membership tiers. A 2023 McKinsey report found that well-designed gamified programs can increase customer spending by up to 40%, making them a lucrative tool for QSRs looking to sustain long-term loyalty. 

    Younger generations, in particular, are embracing these changes. A recent survey found that millennials and Gen Z are 35% more likely than older demographics to engage with gamified rewards. The demand for digital-first loyalty experiences is fueling innovation worldwide. In Japan, McDonald’s revamped its MyMcDonald’s Rewards with AI-driven personalization, offering points multipliers during off-peak hours to encourage visits. Similarly, in the U.K., Pret A Manger has expanded its subscription model to include personalized incentives based on purchase history. The strategy is clear: engagement must go beyond discounts – it must create a habitual relationship between brand and customer.

    There’s also a shift away from traditional discounts in favor of experience-driven perks. A 2024 Kantar study found that 60% of consumers now prioritize rewards that offer exclusivity over basic price cuts. Brands are adapting: Taco Bell’s Fire Tier Rewards unlock early access to menu innovations, while Domino’s Surprise Frees program randomly gifts free food to loyal customers, fostering excitement rather than predictable point redemptions. The shift signals that loyalty is no longer just about savings – it’s about status, engagement, and emotional connection.

    The takeaway? Consumers no longer just want rewards – they want engagement. Subscription models and gamified loyalty programs are transforming routine purchases into ongoing brand relationships. As more fast-food brands invest in interactive engagement, the traditional playbook for customer retention is being rewritten. The next challenge? Ensuring these programs provide lasting value rather than becoming another short-lived marketing experiment.

    How Fast Food Chains Are Adopting Gamification & Subscriptions

    Fast-food chains are no longer simply rewarding repeat customers – they’re restructuring their entire loyalty approach. Subscription services and gamified rewards are turning once-sporadic transactions into habitual spending, offering brands a more reliable revenue stream. While traditional point-based programs still exist, more restaurants are shifting to systems that keep customers engaged daily, whether through app-based perks, tiered memberships, or monthly meal passes.

    Pret A Manger, for example, has aggressively expanded its subscription model, first in the UK and now globally. Its “Club Pret” program, offering unlimited barista-made drinks for a fixed monthly fee, drove a 22% increase in global sales in 2023. The company reports that subscribers visit five times more frequently than non-members, significantly increasing food purchases alongside beverages. Similarly, McDonald’s Japan has rolled out digital-exclusive deals through its loyalty app, leveraging gamification to incentivize repeat visits.

    While these models generate steady income, they also require constant fine-tuning. Subscription fatigue is real, and consumers are quick to cancel if they don’t see continuous value. Brands must balance pricing, perks, and exclusivity to keep customers engaged without feeling locked into a program that doesn’t evolve. Those that succeed – by offering tangible savings, personalized deals, and interactive rewards – are rewriting the rules of fast-food loyalty.

    Luckin Coffee’s Play-to-Win Strategy

    Image credit: Luckin Coffee

    In China, Luckin Coffee has turned customer retention into a game. Unlike traditional point-based rewards, its app features dynamic challenges that encourage repeat visits. Customers who hit spending milestones unlock tiered discounts and free drinks, creating a loyalty ecosystem that goes beyond transactional incentives. The higher the engagement, the more exclusive the rewards – an approach that has cemented Luckin’s digital dominance in China’s competitive coffee market.

    Luckin’s approach has yielded significant results. Its 2023 earnings report revealed that over 75% of transactions now originate through its app, demonstrating the effectiveness of its loyalty system. Customers engage with the platform an average of 21 times per month, far surpassing industry benchmarks. By integrating gamification into its core business model, Luckin has transformed occasional buyers into habitual customers, proving that digital-first strategies can redefine fast-food loyalty.

    Burger King’s Subscription Bet in Europe

    In Germany, Burger King is testing a different kind of subscription – one that locks in discounts rather than specific products. The chain’s King Deals program, launched in 2023, allows app users to pay a small monthly fee in exchange for access to exclusive offers, including half-price meals and premium add-ons. The goal is to increase repeat visits while giving customers a reason to keep the app on their phones.

    Early reports suggest that the strategy is working. Burger King Germany has seen a 22% increase in repeat visits from subscribers compared to non-members, and the company is now considering expanding the program to other European markets.

    Shifting From Discounts to Engagement

    Subscription-based dining and gamified loyalty programs aren’t just about offering discounts – they’re about changing how consumers interact with fast-food brands. Whether it’s Panera making beverage purchases a habit, Luckin Coffee turning transactions into a game, or Burger King incentivizing app engagement, QSRs are redefining customer relationships.

    the-rise-of-fast-food-subscriptions

    Why QSRs Are Betting on Gamified Loyalty

    Fast-food chains are increasingly adopting subscription models and gamified loyalty programs to enhance customer engagement and secure predictable revenue streams. These strategies not only foster repeat business but also provide a competitive edge in a crowded marketplace.

    Predictable Revenue Through Subscriptions

    For QSRs, subscriptions provide a buffer against industry volatility, replacing sporadic purchases with predictable, recurring income. Pret A Manger’s “Club Pret” subscription, which grants members up to five barista-made drinks per day for a fixed monthly fee, has transformed the company’s revenue model. The initiative played a key role in pushing Pret’s global sales past £1 billion in 2023, marking the first time in its history the company reached this milestone.

    Other brands are experimenting with subscription-like promotions to drive habitual spending. In October 2023, Domino’s introduced its “Emergency Pizza” initiative, allowing loyalty members to redeem a free pizza after making a qualifying purchase. The result was a surge in sales and two million new loyalty sign-ups, reinforcing the effectiveness of structured, value-driven offers in retaining customers.

    Enhanced Engagement Through Gamification

    Gamified loyalty programs tap into behavioral psychology, using incentives, challenges, and exclusive content to drive repeat visits. McDonald’s Australia’s “MyMacca’s Rewards” program rewards customers with points per dollar spent, which can be redeemed for menu items – a model that has significantly increased app engagement. Beyond simple reward systems, leading QSRs are now incorporating dynamic challenges and real-time achievements, creating a sense of urgency and exclusivity that encourages repeat interactions.

    Gamification is proving to be more than a gimmick – it translates directly into higher spending. A Mastercard report found that brands leveraging interactive loyalty mechanics saw a 60% spike in app engagement and a sixfold increase in purchase frequency within the first year of implementation. These figures highlight the growing role of digital ecosystems in fostering long-term brand loyalty.

    Social Status Rewards and Exclusive Access

    Beyond financial rewards, status-based loyalty structures add another layer of appeal. Customers are often willing to engage more deeply when programs offer exclusive perks tied to higher-tier status. Pizza Express has capitalized on this psychology with a loyalty program structured around bronze, silver, and gold tiers, where members unlock escalating benefits over time. The approach has attracted 2.7 million sign-ups in two years, demonstrating that tiered rewards can drive long-term engagement more effectively than one-time discounts.

    Image credit: Pizza Express

    Cross-brand collaborations are also enhancing the value proposition of loyalty subscriptions. Walmart+ has partnered with Burger King to provide members with discounts on digital orders and periodic free items, including a quarterly free Whopper. These partnerships add tangible benefits to subscription models, reinforcing brand value while leveraging existing customer bases.

    The Numbers Behind Loyalty Innovation

    The impact of these strategies is clear. Pret A Manger’s subscription service contributed to a significant jump in global system sales, reaching £1.1 billion while underlying profits rose 12% to £166 million in 2023. Similarly, Domino’s leveraged gamified loyalty to reverse declining sales, expanding its rewards program by an additional two million members in just a few months.

    Image credit: Pret A Manger

    As the fast-food landscape becomes increasingly competitive, QSRs that invest in loyalty innovation will have a distinct edge. Whether through gamification, subscription models, or status-based incentives, the brands that can turn customer interactions into habit-forming experiences will define the future of fast-food engagement.

    revenue-from-fast-food-loyalty-subscription-programs

    The Risks and Challenges of Subscription-Based Fast Food

    As more QSRs experiment with these models, potential pitfalls are becoming apparent. From subscription fatigue and economic pressure to logistical hurdles and consumer backlash, brands face mounting challenges in retaining long-term loyalty and sustaining profitability.

    Subscription Fatigue

    As subscriptions extend beyond streaming and retail into fast food, many consumers are reaching their limit. Households already manage monthly fees for entertainment, groceries, fitness apps, and meal kits – and they’re cutting back. A recent study found that 42% of US consumers feel overwhelmed by the number of subscriptions they manage, with many actively cancelling non-essential services.

    This trend isn’t confined to Western markets. In South Korea, a Nielsen study reported a 28% drop in new subscription sign-ups across industries, including food and beverage. Consumers are becoming more selective, gravitating toward services that offer flexibility, exclusive benefits, and genuine savings. For QSRs, this means that simply offering a discount isn’t enough – brands must differentiate their programs through value-driven perks and long-term incentives or risk being abandoned.

    Economic Pressures 

    Fast-food subscriptions thrive in strong economic conditions, but inflation and consumer spending cutbacks are testing their durability. While some customers justify paying upfront for daily meals or drinks, others are questioning the necessity. A recent PwC consumer sentiment report found that 60% of global consumers are actively reducing discretionary spending, with dining out and food subscriptions among the first to be reevaluated.

    In Europe, where inflation has driven up food prices, subscription-based meal plans are under strain. A Kantar study showed that 35% of UK consumers have cut back on restaurant subscriptions and food delivery services, shifting toward home-cooked meals instead. Unless fast-food brands can demonstrate tangible cost savings or exclusive access to high-value perks, subscriptions risk becoming expendable luxuries during economic downturns.

    The Operational Strain of Managing Demand

    Beyond consumer concerns, fast-food chains must grapple with the logistical complexities of recurring transactions. Unlike one-time promotions, subscriptions guarantee a steady flow of orders, requiring precise forecasting for inventory, staffing, and fulfillment.

    Japan’s Mos Burger learned this the hard way when it piloted a burger subscription model. Demand exceeded projections, leading to ingredient shortages and strained operations. The company had to restrict redemptions to non-peak hours to prevent service disruptions. This underscores a fundamental risk: if not carefully managed, subscriptions can overload supply chains, increase waste, and frustrate both staff and customers.

    Technology is another critical hurdle. Seamless integration of subscriptions into apps and point-of-sale systems is essential, yet many brands underestimate the investment required. In India, a major fast-food chain faced backlash when its digital loyalty program crashed under heavy demand, blocking paid subscribers from redeeming offers. The PR fallout was immediate, reinforcing the importance of scalable, reliable tech infrastructure before launching subscription models at full scale.

    Consumer Backlash

    When customers feel they’re not getting enough value, they cancel – fast. A 2023 PYMNTS report found that 49% of subscription users drop a service within six months if they don’t perceive consistent benefits.

    QSRs are particularly vulnerable to churn. Unlike streaming platforms, where exclusive content keeps subscribers engaged, fast-food loyalty hinges on repeat consumption. If consumers hit unexpected limits – whether through redemption restrictions, menu exclusions, or underwhelming savings – they abandon the program entirely.

    In France, a leading coffee chain faced widespread backlash when customers discovered that its “unlimited drink subscription” excluded premium beverages – a restriction buried in fine print. Social media complaints erupted overnight, leading to a 32% drop in renewals within three months. The company was forced to revamp its offer to rebuild trust, but the damage had already dented its reputation.

    For fast-food brands, subscription success hinges on transparency, trust, and long-term value. Consumers are willing to commit to recurring spending – but only if the benefits outweigh the cost. In an increasingly subscription-saturated market, brands that overpromise and underdeliver won’t just lose subscribers – they’ll lose credibility.

    global-dining-trends

    The Future of Fast-Food Loyalty Programs

    Fast-food loyalty programs are at a crossroads. As competition intensifies, brands are moving beyond traditional discounts and punch cards, leveraging advanced technologies and hyper-personalized incentives to deepen customer engagement. However, the future of these programs will depend on whether they provide real, lasting value – or simply add to the growing fatigue of subscription-based services.

    Emerging Innovations: AI, Gamification, and Blockchain

    Artificial intelligence (AI) is reshaping how QSRs understand and engage with customers. By analyzing purchasing patterns and behavioral data, AI-driven loyalty programs can offer customized promotions, dynamic pricing, and predictive ordering. For instance, some brands are experimenting with real-time menu suggestions based on individual preferences, driving higher spending and deeper brand affinity.

    Gamification is also evolving. Loyalty programs are incorporating augmented reality (AR) and blockchain technology to create more immersive and secure experiences. AR-driven campaigns allow customers to unlock exclusive deals through interactive digital experiences, while blockchain ensures transparent and fraud-proof reward transactions. These innovations move beyond transactional loyalty, aiming to foster a stronger emotional connection between brands and consumers.

    Consumer Skepticism and Ethical Hurdles

    Despite the technological advancements, loyalty programs face growing consumer skepticism. The increasing reliance on data collection and AI-driven personalization raises privacy concerns, prompting regulators to scrutinize how brands gather, store, and use consumer information. If customers feel they are being manipulated into spending more rather than receiving genuine benefits, backlash could follow.

    Subscription-based models, once seen as a predictable revenue stream, are also losing some appeal. A 2024 industry survey found that consumers now manage an average of 5 to 7 active subscriptions, with many actively reducing non-essential commitments. The question for QSRs is whether fast-food subscriptions provide enough tangible value to justify a recurring financial commitment – or whether they will become another short-lived marketing trend.

    Striking the Right Balance

    The future of fast-food loyalty programs hinges on execution. Brands that focus purely on data-driven engagement without offering meaningful value risk losing customer trust. To succeed, QSRs must ensure that loyalty initiatives feel rewarding rather than obligatory, with clear, flexible benefits that align with consumer expectations.

    Transparency in data usage, personalized but non-intrusive incentives, and rewards that genuinely enhance the dining experience will define the next generation of loyalty programs. As the industry evolves, brands that prioritize trust, flexibility, and customer-first innovation will lead – while those that overpromise and underdeliver risk being left behind.

    Stay ahead

    Get regular insights

    Keep up to date with the latest insights from our research as well as all our company news in our free monthly newsletter.

    Food prices in Japan have surged since 2022, shifting consumer habits in ways that brands cannot afford to ignore. A nationwide study by our sister company, CMG Inc., reveals the extent of this shift, showing how inflation influences where, what, and how often people buy groceries.

    Japanese consumers have long prioritized quality and brand loyalty, often paying a premium for fresh, locally sourced ingredients. However, inflation is shifting these behaviors. Our study shows that more shoppers seek discounts, adjust grocery lists, and change stores to cope with rising costs.

    Our study of Japanese consumers aged 20 to 69 found that 90% feel the strain of rising food costs, with 70% experiencing it intensely. Prices for essential staples like rice, leafy greens, and eggs have surged, pushing shoppers toward lower-cost alternatives, bulk buying, and store-switching strategies.

    Households are adjusting by choosing cheaper alternatives, relying on discounts, and carefully planning purchases to minimize costs. The findings reveal how inflation shapes the Japanese food market today and how brands must adapt to meet shifting consumer priorities.

    Japanese consumers feel the weight of rising food prices

    how-Japanese-consumers-feel-about-food-inflation

    Inflation is hitting middle-aged consumers the hardest. Women and those aged 40 to 60 report the most strain as they juggle rising grocery bills alongside housing, childcare, and utility costs.

    Rice tops the list, with three-quarters of respondents saying its cost has risen. Leafy vegetables, eggs, and fruits are among the most frequently cited items experiencing price hikes. The rising costs of these essentials are pushing consumers to reconsider their grocery lists, with many shifting to more affordable alternatives or cutting back on certain items altogether.

    Consumer sentiment suggests inflation is not just a financial strain but an ongoing source of anxiety. Many households are adjusting broader spending patterns, cutting back on dining out and non-essential purchases as they prioritize their grocery budgets. This heightened sense of caution underscores the urgency for brands to meet evolving needs with adaptable solutions.

    Implications for Brands

    As inflation shapes consumer habits, brands operating in the food industry must rethink their strategies. Price sensitivity is now a dominant force in purchasing decisions, making affordability and value essential selling points. Companies that rely on staple food products may need to introduce smaller pack sizes, bulk discounts, or subscription-based models to maintain customer loyalty.

    This shift presents an opportunity for brands that offer alternatives to high-cost staples. The surge in demand for lower-cost items like bean sprouts and tofu suggests that consumers are willing to make substitutions. Positioning these products as smart, affordable choices through targeted marketing and in-store promotions could help brands capture market share.

    Retailers and food manufacturers must also recognize that Japanese consumers actively seek ways to save. Loyalty programs, digital coupons, and promotional bundles could play a more significant role in purchasing decisions as shoppers become more selective about where they spend their money. Companies that can balance pricing strategies with perceived value will be best positioned to navigate the evolving food market in Japan.

    How Consumers Are Changing Their Shopping Habits

    changing-grocery-shopping-habits-in-Japan

    As prices climb, Japanese consumers are becoming more strategic. Nearly 30% are actively hunting for clearance deals, while an equal share is switching supermarkets in search of lower prices. Discount chains and bulk retailers see increased foot traffic as shoppers shift from premium stores to budget-friendly alternatives.

    Beyond price-driven decisions, shoppers are becoming more disciplined in their purchasing habits. Many are researching deals in advance, planning their shopping lists, and buying only what is necessary. This shift suggests that impulse buying is declining, making it harder for brands to capture spontaneous purchases. Instead, consumers approach grocery shopping with a calculated mindset, weighing every purchase against cost and necessity.

    Digital engagement is also playing an increasing role in consumer decisions. More shoppers use online price comparison tools, retailer apps, and e-commerce platforms to track discounts and find the best deals. Brands that integrate their promotions seamlessly into these digital channels will have a greater chance of influencing purchase decisions early on.

    However, in-store promotions and point-based rewards in Japan remain highly influential, offering brands an alternative way to engage cost-conscious consumers. Brands that integrate their promotions seamlessly into digital and physical retail channels will have a greater chance of influencing purchase decisions before consumers even enter a store.

    Implications for Brands

    With price-conscious behavior shaping the market, brands must adapt their pricing and promotional strategies. Offering flexible discounts and personalized promotions could help retain customers who might otherwise trade down to lower-cost alternatives. Brands traditionally relying on premium positioning may need to consider budget-friendly variations or value packs to stay competitive.

    A prime example of a brand adapting to shifting consumer behavior is Nissin Foods, the maker of Cup Noodles. The company has introduced new flavors and healthier options for health-conscious consumers while maintaining affordability. Its focus on sustainability through eco-friendly packaging and responsible sourcing has also helped sustain consumer loyalty despite economic challenges.

    Retailers also need to rethink in-store and digital promotions. Placing high-demand items in visible areas, bundling products at competitive prices, and integrating discount offers into mobile shopping apps can help maintain customer engagement. As shoppers become more deliberate, brands must ensure they are part of the decision-making process before consumers reach the checkout counter.

    What are people buying less and more often?

    top-10-foods-with-price-increases-in-Japan

    Rice, snacks, and cabbage are the top three foods that people buy less of due to price increases.

    Rising prices are forcing consumers to rethink where they shop and what they buy. The survey reveals a clear pattern – high-cost staples are being purchased less frequently, while affordable alternatives are gaining traction. Since 2021, Japan has experienced a significant surge in rice prices. In 2023, the average selling price for a 60-kilogram bag of rice was approximately ¥15,310 (about $139 USD). By January 2025, this price escalated to ¥25,927, a 69% increase from the previous year. This equates to roughly $171 USD.

    Additionally, the retail price for a 5-kilogram bag of rice rose from ¥2,023 (approximately $13 USD) in 2024 to ¥3,688 (about $24 USD) in early 2025. This sharp rise is attributed to extreme weather conditions, increased demand from tourism, and distribution challenges. Snacks and cabbage follow closely, signaling a shift away from discretionary and fresh produce items that have become more expensive.

    At the same time, lower-cost and versatile food items are seeing an uptick in sales. Bean sprouts and tofu, known for their affordability and adaptability in Japanese cuisine, are among the top foods people buy more often. Bread, another relatively inexpensive staple, has also gained popularity. The trend suggests consumers prioritize foods that offer more servings, opting for ingredients that stretch further and provide better value.

    Implications for Brands

    Understanding these shifts is critical for food manufacturers and retailers. Brands in high-cost categories need to rethink how they position their products. Offering smaller portion sizes, value packs, or price promotions could help retain consumers considering cutting back. For brands selling products that are growing in demand, this is a moment to strengthen their market position. Highlighting the versatility, nutritional benefits, and affordability of products like tofu and bean sprouts can reinforce their appeal in price-sensitive times.

    Retailers should also adapt by ensuring budget-friendly items are well-stocked and prominently displayed. Promotional strategies should focus on cost-effective meal solutions, helping consumers maximize their grocery budgets. As inflation influences purchasing decisions, brands that align their offerings with consumer priorities will be best positioned to maintain loyalty and sales.

    How Japan’s food inflation compares to the West

    Rice isn’t just a staple in Japan—it’s a cultural cornerstone and an economic indicator. Unlike many Western nations where grains are heavily imported, Japan produces most of its rice domestically, meaning price fluctuations reflect deeper economic shifts. This inflation trend mirrors similar surges in other staple foods worldwide, such as wheat in the U.S. and soybeans in China.

    Food prices are rising worldwide, but the impact varies from country to country. While Japan is seeing sharp increases in staples like rice, vegetables, and eggs, the US and the UK markets are grappling with their inflation-driven shifts in consumer behavior. In Western markets, dairy products, meat, and processed foods have been among the most affected categories, driving consumers toward discount grocery chains, bulk buying, and private-label alternatives.

    In the US, shoppers increasingly turn to wholesale retailers and discount supermarkets to cut costs. Many are switching from brand-name products to store-brand alternatives, with major retailers reporting a surge in private-label sales. Coupon usage once thought to be in decline, has made a strong comeback, mainly through digital platforms and loyalty apps. In the UK, where food inflation and the cost of living have been a persistent challenge, many households are scaling back on meat purchases and opting for frozen or tinned foods as a cost-saving measure.

    Despite regional differences, the global trend is clear – consumers are becoming more intentional about how and where they spend their grocery budgets. The shift toward discount-driven shopping, meal planning, and strategic purchasing decisions redefines how food brands and retailers operate across markets.

    While Japan sees a shift toward staples like tofu and bean sprouts, the US and UK consumer shifts lean toward private labels and bulk buying, highlighting different approaches to cost savings.

    Implications for Brands

    Brands must recognize that price sensitivity is no longer confined to specific regions. Inflation-driven purchasing habits are reshaping consumer expectations on a global scale. Affordability and value have become key decision-making factors, making it essential for brands to rethink their pricing and promotional strategies.

    Companies that traditionally cater to premium or discretionary food categories may need to introduce flexible pricing structures, offering economy-sized packaging or subscription models to retain budget-conscious shoppers. Meanwhile, brands positioned in lower-cost categories have a unique opportunity to strengthen their appeal, emphasizing the affordability and versatility of their products.

    Japan’s beef bowl industry thrives despite multiple price hikes due to rising costs. Zensho Holdings, the parent company of Sukiya, a Japanese restaurant chain that serves gyudon (beef bowls), curry, and other dishes, has reported strong profit growth and increased customer numbers, highlighting how strategic pricing and strong brand equity can sustain demand even in inflationary times. This resilience reflects Japan’s unique consumer behavior, where quality and convenience often precede purely cost-cutting measures.

    Retailers, particularly those in markets where discount shopping is on the rise, should focus on making savings more accessible. Digital loyalty programs, targeted promotions, and clear communication around price advantages will be critical in maintaining consumer trust and engagement in a price-sensitive environment.

    guide-to-gen-z

    How brands can adapt to a cost-conscious market

    Food inflation is not just reshaping consumer habits but redefining how brands must approach pricing, marketing, and product development. As shoppers prioritize affordability and shift toward lower-cost alternatives, companies must take a proactive approach to remain relevant in a rapidly changing market.

    One of the most immediate strategies for brands is pricing flexibility. Offering a range of product sizes at different price points can help cater to varying consumer budgets. Smaller packaging options can attract shoppers looking to control their spending, while bulk discounts can appeal to those who prefer to stock up when prices are favorable. Subscription models that provide cost savings over time may also help retain customer loyalty, particularly for staple goods.

    Product positioning is equally important. Brands that once relied on premium pricing must now justify their value through differentiation. Messaging focusing on nutritional benefits, sustainability, or versatility can encourage consumers to keep buying products even if prices increase. For brands in high-growth categories like tofu and bean sprouts, reinforcing affordability and multiple-use meal applications can strengthen market share.

    Retailers have a crucial role to play in guiding purchasing decisions. Strategic in-store placements, meal-planning promotions, and digital tools that showcase the best value options can help shoppers navigate rising prices. Supermarkets that integrate personalized discounts, loyalty rewards, and digital coupons into their customer experience will be better positioned to retain price-sensitive consumers.

    The brands that succeed in an inflationary market will listen to consumers, adapt to shifting priorities, and offer tangible value beyond price alone. As economic conditions continue to shape spending behavior, remaining flexible and responsive will define long-term brand resilience.

    Turning Challenges Into Opportunities

    Rising food prices are forcing consumers to rethink their purchasing decisions, but they are also creating new opportunities for brands willing to adapt. The shift toward cost-conscious shopping is not a temporary adjustment; it reflects a more profound change in consumer behavior likely to persist even if inflation stabilizes. Brands that recognize these shifts and respond strategically will retain their customer base and strengthen their market position in the long run.

    Innovation will be key for companies in high-cost categories. Reformulating products to be cost-effective without compromising quality, offering flexible portion sizes, and introducing alternative ingredients can help brands navigate price sensitivity. For companies in growing categories, reinforcing the value of their products through effective messaging and promotions will be essential to sustaining momentum.

    Digital engagement is also becoming more critical. Consumers increasingly rely on price-comparison tools, e-commerce discounts, and loyalty programs to make informed purchasing decisions. Brands that invest in personalized marketing, mobile-based promotions, and transparent pricing strategies will be better positioned to build long-term trust with their audience.

    Food inflation is reshaping the competitive landscape, but it must not be a setback. Companies that approach this challenge with flexibility, creativity, and consumer-first thinking can turn market uncertainty into a moment of strategic growth.

    Stay ahead

    Get regular insights

    Keep up to date with the latest insights from our research as well as all our company news in our free monthly newsletter.