Heinz is the most iconic ketchup brand in the world. This gives the impression that it’s an unattainable product for smaller businesses. Usually, small restaurants use cheaper ketchup of lower quality. This ends up affecting the taste and quality of the hamburgers offered.

But these small restaurants are part of a market of BRL 180 billion, with more than 17 million people, growing 8% per year. Bottom line: for a brand that wants to continue growing in sales volume, in an industry that has stopped growing at 3% in recent years, opening other markets, especially of this size is fundamental.

Our main goal was to enter this market, and the best option was to enter through the small restaurants. Thus, we managed to create a relationship with small businesses and to raise a positive sentiment about Heinz, while increasing product sales in the B2C segment.

One of the brand's growth strategies is to launch new flavors. By coincidence, when we launched Heinz ketchup with pickles, the feedback from consumers on social networks was that it left everything tasting like the world's largest restaurant chain. But, after 40 years of partnership, McDonald's was no longer selling Heinz.

So, if we are no longer in the 850 McDonald’s in Brazil, we saw a great business opportunity to enter more than 11,000 small legal restaurants that already use Mc in their names. They were inspired by McDonald’s, but their burgers didn't taste like those. But now, they could.

The idea was to offer these small stores the Mc flavor while cultivating and strengthening the bond with a new consumer market. Our B2B campaign also strengthened the relationship with consumers and increased sales in the B2C segment. It is a win-win game for Heinz and the Other Mc´s.

The habit of calling small burger shops "Mc Something" is more common on the outskirts, whether in the suburbs of big cities or in towns far from major centers. Right where official McDonalds does not exist. To find these Mc copycats, it was important to rely on CUFA, the largest association of favelas and communities in the world. Their intelligence was essential for mapping out the snack bars as well as their main pains and problems, so that Heinz's entry became relevant.

With this campaign, we achieved 67% brand growth and became #1 food product on Amazon Brazil during the campaign. It also resulted in a 42% NPS increase for the Other Mc’s accelerated in the program.

So far, the campaign helped 1105 small burger businesses across the country. They received mentorship, ketchup supply, and materials and had their stores promoted. On the other hand, Heinz was able to enter a new market, with more than 11,000 similar businesses – a huge potential to explore.

This was the successful kickoff of a new and extensive process of entering a new market segment. Besides unlocking a new market potential in Brazil, the campaign is a paradigm shift for Heinz, conveying a more democratic brand approach.