The encyclopedia · Marketing & Brand · Marketing decision · 2020–2022
Carlsberg sold 'adopt a keg' so locked-down drinkers pre-fund their local bar
With Malaysia's bars shut, Carlsberg let drinkers scan home purchases into a virtual keg to redeem later at the pub — 18,000 users, 140,000 beers redeemed.
Carlsberg Malaysia
The solution
When Malaysia's Movement Control Order closed bars in 2020, Carlsberg's on-trade partners feared they would not survive until reopening. The brewer needed to keep selling beer at home, help the closed venues, and reward loyal drinkers — without empty messages of support.
Adopt a Keg did all three at once. Drinkers scanned their off-trade Carlsberg purchases into a virtual keg on a microsite; a full keg earned two free draught beers, redeemable via QR at participating outlets after the lockdown. Carlsberg reimbursed the outlets, so redemption built both revenue and footfall.
A RM500 'full keg' option let drinkers pre-adopt 100 glasses of beer, and a limited-edition Liverpool red keg sold out within a week of the club's title win.
In Malaysia the campaign reached 18,000 active users (180% of target) who redeemed 140,000 beers, generated RM976,362 in earned media, and sold 1,000 virtual kegs for RM500,000 in the first four weeks — before later winning a Gold at the 2022 Kancil Awards.
Why it worked
- The bar receives revenue while it cannot serve a single customer.
- The drinker gets free beer for purchases they already made.
- Carlsberg converts off-trade sales into future on-trade demand.
- Reimbursement removes the venue's risk of hosting the redemption.
What can be applied
When a partner you depend on is legally shut, sell the future visit now: let customers pre-pay that partner through your reward, so money flows while it is closed and footfall returns when it opens.
Aftermath
The model travelled: Denmark signed 15,623 active users in four weeks, and 1,000 virtual kegs sold out twice (RM500,000 each time) once the Liverpool edition launched. Grey Malaysia's work won Gold for Best Digital-led Brand Experience at the 2022 Kancil Awards.
Sources
- Carlsberg gets Malaysians to adopt a keg to aid F&B outlets
- Grey Advertising Ltd — Carlsberg 'Adopt A Keg'
- Carlsberg Adopt A Keg — Kancil Awards entry
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