The Mega Marketing of a Brand Part I – On the Road With Jose Cuervo

Originally published on TequilaAficionado.com Nov 30, 2006

tequila aficionado, vault, Jose Cuervo

 

 

What better place to introduce your products but in your own place?

What better audience to introduce your products to, but to a sequestered one?

Maybe there was something to this mega-marketing to travelers with long layovers?

What’s The Price of Hornitos Got to do With This?

It was the beginning of my vacation, a sweltering Friday afternoon, and the start of the monsoon season in Albuquerque. I had to fly to Southern California, with a three-hour layover in Phoenix. I hate to fly in rainy weather. The forecast for Sky Harbor was even more harrowing. Thunderstorms–and guaranteed turbulence.

Arriving on time at Albuquerque’s International Sunport, and surviving the annoying airport security routine–removing my tennis shoes, emptying my pockets, and then putting myself back together (I swear, one day airports will just have dressing rooms!)–I had an hour to spare before my flight. I had earned a shot of tequila.

After all, I was going back to visit my folks for their 47th wedding anniversary, and we all know what it’s like to visit family!

Sidling up to Winners Sports Bar on the A Concourse, I discovered the tequila choices were pitifully poor–Sauza Hornitos, or Jose Cuervo Especial–and so was the choice of seats. Forced to sit next to a young couple that had obviously just met, I swallowed hard and ordered a shot of Sauza Hornitos. Not the most preferred, but it’s still 100% de agave.

Ordinarily, I order my shots in a snifter. I had to settle for a rocks glass, and icy stares from the couple next to me who were drinking micro-brewed beers. Seems every time the uninitiated catch me ordering tequila, they watch to make sure that I won’t go postal. It’s almost as if their fuzzy memories of toga parties with Jose Cuervo Especial seep back into their consciousness and are projected onto me.

Or maybe, those are just my memories of Jose Cuervo.

After spending a half hour on my cell phone explaining to my mother when my flight would arrive at LAX, I ordered another Hornitos to calm my nerves, and the bill.

“Eight dollars?” I shuddered. “For Hornitos?” I shook my head. Everywhere else in Albuquerque, better quality tequilas are priced much lower.

What’s the price of Hornitos go to do with this? Follow me to Sky Harbor….

Release Your Inner Lizard!

taberna del tequila, Jose CuervoAfter a one hour white knuckled flight from Albuquerque to Phoenix due to the predicted monsoon turbulence, and the absence of both complimentary sodas and snacks, I was ready for three hours of serenity with some food on the side.

I lugged my carry-ons and zeroed in on the closest fast food joints. Chinese food, pizza, sandwiches, fried chicken–none appealed to me. From the empty looks of these places, they didn’t appeal to anyone. Then, I heard the music.

Loud, pulsating music blasted from what I thought was the only nightclub in an airport in existence, the Taberna del Tequila. “Catchy name,” I smiled. It wasn’t until I was deep inside the Taberna that I realized where I was.

Jose Cuervo, that behemoth of tequila companies, has taken their marketing to the next level.

cuervo nation, Jose CuervoFirst, they purchased an island and called it Cuervo Nation with Anna Nicole Smith as its Ambassador. In the last couple of years, in partnership with HMSHost Food and Beverage company, they have systematically opened their own chain of restaurant-tequila bars in several airports across the country. McCarran International Airport in Las VegasSeattle-TacomaDetroit Metropolitan Wayne County Airport, among others, and Sky Harbor in Phoenix.

A meat market with a nightclub mentality, the only thing missing was a dance floor. Every table was occupied, and any available space at the bar was at a premium. The bar looked like a stage in a black velvet Elvis portrait from Tijuana, but there was no mistaking the star of the show–Jose Cuervo.

The back of the bar was black, with neon painted limes, saltshakers and shot glasses. The bar itself, surrounded by smokers, was lacquered with overlapping tequila labels from one end to the other. On either side, giant display bottles of Reserva de La Familia and Gran Centenario blanco were elegantly displayed on shelves with empties of 1800 AñejoTradicional, and Agavero. Behind the bar, a four-paneled big screen television was showing a Diamondbacks’ home game.

On the walls, made to look like crumbling adobe church walls (like drinking at the Alamo!), were murals of their logos, from 1800 to Especial. On the far wall, spotlighted and larger than life, was the Gran Centenario angel. I quickly grabbed a waitress and ordered a reposado, no lime, no salt, in a snifter.

This time, I got the snifter!

What better place to introduce your products but in your own place? What better audience to introduce your products to, but to a sequestered one? Maybe there was something to this mega-marketing to travelers with long layovers?

Idonthavethemoneyoneme“Show off!” said a buxom blond in her thirties. She sat at a nearby table with a younger man. Both had just met.

Behind them above the bar and the big screen TV, in large neon letters, was painted the slogan, “Release Your Inner Lizard.” Securing a corner of their table, I dropped my carry-ons and proceeded to make friends.

There’s something surreal about having a conversation with people who are ahead of you in the buzz department, particularly those who are traveling. I felt I was in the intergalactic cantina from Star Wars with aliens who had had too much to drink.

“So what do you do?” she slurred.

“I’m Han Solo,” I replied. “Captain of the Millennium Falcon. And you?”

(The kid next to her got it!)

Just then, the waitress brought me the bill. Ten dollars for a Gran Centenario reposado. Considering I had paid eight dollars in Albuquerque for a lesser quality tequila, the Taberna’s prices were more in line.

Life was good!

 

All Work & No Play is Totally Missing The Point!

So exclaimed the Taberna del Tequila’s menu.

Graced with a colorful collage of photos of mariachis and jimadores on the cover–presumably all taken at Cuervo’s La Rojeña distillery which we’ll discuss later on–the first half of the menu is conveniently designed without prices for any of their signature drinks, such as…

The Millionaire Margarita made with Gran Centenario reposado…The Striped Guavarita…and the classic Golden Popper made with Cuervo Gold, touted as the official initiation to the Cuervo Nation. (Anna Nicole, grab my toga!)

On the back cover were the credits to this Jose Cuervo Traveling Road Show. Tequileria Favorites describes each of this producer’s featured players, from Gran Centenario Añejo to Agavero.

Realizing I was hungry, and that Cuervo doesn’t cook, the remainder of the menu is taken over by The Blue Burrito Grill. They lease the kitchen and supply tasty Mexican food at reasonable prices.

 

Amigos Perfectos

Taking stock of my evening so far, I made new friends, enjoyed fine tequila, and was exposed to a hip, new version of a trendy tequila bar. I even had a great time!

eltoritoThe crowd at the Taberna del Tequila steadily disappeared to make their connecting flights. While I waited for my order of chicken soft tacos and a second snifter of Gran Centenario, here’s how some other customers anchored their relationships with Jose Cuervo–forever.

Within six minutes, five glasses crashed to the floor in different areas of the Taberna, a biker called the female night manager a bitch, and a red wine drinker tossed her cookies with no prior warning. Otherwise, it was a quiet Friday night in Phoenix.

Although a new concept in marketing, the Taberna del Tequila isn’t the only way Jose Cuervo is forging relationships with an emerging drinking public. In the following segment, I’ll explain how they’ve secured brand loyalty among established tequila aficionados using one of the oldest Mexican food restaurant chains in Southern California–El Torito.

 

Jose Cuervo Taberna del Tequila Sidebar

Here is a list of airport locations for Jose Cuervo’s Taberna del Tequila for you thirsty travelers!

Cleveland
Charlotte

Detroit (2 locations)
Las Vegas
Kansas City
Miami
Minneapolis

Phoenix (3 locations)
Seattle

By the end of the year, they will have additional locations open in Tampa and St. Louis.

My thanks to Stan Novak of HMSHost for this information.

Enjoy!

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By Mike Morales, Co-Organizer
New Mexico International Tequila Experience™
Southwest Tequila Association

New Mexico International Tequila Experience™

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