Can Postum fans revive their beloved beverage?
Consumer campaigns hope to restore the decaf hot drink to store shelves; it's worked before, with other 'orphan' products.
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"[Coca-Cola's] management response was 'They'll get over it,' then they finally looked at each other and said, 'They're not getting over it,' " says Ms. Fournier. "What's strange is that after years of brand building and creating a familial dependency on a product, once the product does poorly, or the market changes, they pull it. Of course [consumers] are going to react strongly!"Skip to next paragraph
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Underwood was fueled into action after he discovered an online community of Postum drinkers mourning the demise of their favorite drink. After reading through a few online blogs and, unable to find a Postum alternative that didn't taste like a bad cup of cheap coffee, he decided to try to rally the disgruntled. In February, Underwood started a Yahoo! group for Postum drinkers, with the aim of bringing the product back.
"I find it very difficult to believe that with a product as good for you as Postum," he says referring to its low-sodium, low-calorie, and zero-caffeine appeal, "that there's not a market for it. Sure, it's chump change for Kraft, but a smaller company could buy the rights for it."
Fournier says that's exactly what could happen. For example, the Himmel Group, a brand marketer specializing in reviving discontinued brands, rescued Ovaltine, a hot malted drink, after its parent company gave it the boot in 1992. If a product's emotional value is still meaningful today, then there's a systematic way to bring it back and build volume and momentum, says CEO Jeffrey Himmel. Nestlé now markets Postum in the US.
Many market researchers believe that products follow a predictable cycle: Brands are introduced, they gain popularity, and then fade away. "It's still likely that someone will come along and pick ... up [Postum]," says Lam Tran, a researcher for the Brand Lab at Cornell University in Ithaca, N.Y. "These 'sleeper' brands are gold mines for private equity firms."
Meanwhile, since Kraft has stated it has no plans to put Postum back in stores, its fans are making do by snapping up jars selling for $35 and higher on eBay. Several industrious Postum drinkers have posted their own recipes for making Postum at home – a labor-intensive process that requires roasting for five to six hours and stirring every 20 minutes.
"You have to be a pretty desperate Postum drinker to go that far," says Underwood.
But some fans are willing. Susan Barron, a homemaker from Pennsylvania, made the Postum recipe posted on chow.com. The recipe took her more than five hours to make, but, she says, the taste is almost the same, and now she has two quarts sitting in her kitchen.