Vita Coco launches peer-to-peer loyalty scheme to reach new drinkers

Vita Coco is letting online fans gift a carton of the drink with the launch of a peer-to-peer loyalty scheme it hopes will tackle its “incredibly low” household penetration in the UK. 

Vita Coco Summer 2013
Vita Coco lets fans gift a carton of the drink as part of its biggest digital push in the UK.

The “Coco Connect” web app lets users share downloadable vouchers for free 330ml Vita Coco drinks with those yet to try it. The brand hopes about 2 million customers, both existing and new, will use the service over the next two weeks and the company says it could be extended later in the year if successful. 

The app leads the brand’s biggest digital drive in the UK that also includes Facebook, Twitter and Instagram promotions. Activity will push Vita Coco’s “let nature do its thing” strapline, first introduced last summer to highlight its health and wellness positioning, alongside a sampling and outdoor push across London.

Giles Brook, chief executive of Vita Coco Europe, says the campaign aims to address the “incredibly low” 0.2 per cent household penetration the brand has in the UK. Converting Vita Coco’s “massive” online following into a platform to drive sales and awareness is key, he adds.

“We have more Twitter followers than Vitamin Water, which is one of the biggest brands the Coca-Cola Company has. Social is key to us reaching that next set of consumers and we feel digital is going to play a key role in how we grow the brand moving forward.”

He adds: “We’re not fully going down the online route because we have an extensive outdoor media campaign spanning around 100 sites. We’re a lifestyle and sports brand and need that hybrid approach between good outdoor and social media [marketing] to maintain that balance.”

Vita Coco expects the campaign to propel UK sales from £36m in 2013 to £70m by the end of the year. European sales excluding the UK are expected to hit £22m in the period. 

The burst of activity sees Vita Coco ramp up efforts to raise the profile of the category at a time when fizzy drinks are coming under renewed fire from health campaigners who blame them for rising obesity levels. The shift to healthier alternatives will push the coconut water category to be worth around £250m in the UK over the next three years, says Brook. It is predicted to hit £100m by the end of 2014, according to Nielsen.

Brook adds: “Today, there are 36 brands in the UK and we have a 91 per cent share. I hope that over the next three years we have around 60 per cent to 70 per cent of the category because I’d rather drop share and see good competitors help us push it forward. We can’t do it on our own and need help communicating to consumers the great but natural benefits of the coconut water.”

Latest from Marketing Week


Access Marketing Week’s wealth of insight, analysis and opinion that will help you do your job better.

Register and receive the best content from the only UK title 100% dedicated to serving marketers' needs.

We’ll ask you just a few questions about what you do and where you work. The more we know about our visitors, the better and more relevant content we can provide for them. And, yes, knowing our audience better helps us find commercial partners too. Don't worry, we won't share your information with other parties, unless you give us permission to do so.

Register now


Our award winning editorial team (PPA Digital Brand of the Year) ask the big questions about the biggest issues on everything from strategy through to execution to help you navigate the fast moving modern marketing landscape.


From the opportunities and challenges of emerging technology to the need for greater effectiveness, from the challenge of measurement to building a marketing team fit for the future, we are your guide.


Information, inspiration and advice from the marketing world and beyond that will help you develop as a marketer and as a leader.

Having problems?

Contact us on +44 (0)20 7292 3703 or email

If you are looking for our Jobs site, please click here