Normally, the lower the BDI, the higher the market opportunity, in that there is room to grow
the brand. Other marketers would argue instead that marketing funds should go into the brand’s
strongest markets, where it might be important to reinforce loyalty or more easily capture additional
brand share. Investment decisions should be based on the potential to grow brand sales.
Feeling it was underperforming in a high-potential market, Anheuser-Busch targeted the growing
Hispanic population in Texas with a number of special marketing activities. Cross-promotions
with Budweiser and Clamato tomato clam cocktail (to mix the popular Michiladas drink), sponsorship
of the Esta Noche Toca concert series, and support of Latin music acts with three-on-three
soccer tournaments helped drive higher sales.