WW: What is the idea behind Special. T?
Stephan Graf: Every day, 3 billion cups of tea are drunk worldwide, around 3 million of them in Switzerland alone. However, the art of tea preparation requires patience and passion so that the different flavors of the fine teas can fully unfold and the perfect temperature and brewing time can be maintained. With its new tea system Special. T tea system, Nestlé has revolutionized the world of tea and is setting new standards for premium tea.
How does the system work?
The Special. T range includes over 25 of the finest teas from China, India, Japan, Sri Lanka and South Africa. This tea in leaf form is stored in aluminum capsules that protect the quality of the leaves and the intensity of the aromas. A machine with a high-precision system recognizes each capsule containing the different varieties and selects the optimum temperature and brewing time for this type of tea. Each machine is also equipped with a water filter that filters out most of the chlorine and limescale contained in tap water to preserve the taste of pure tea.
Nestlé has tested the new system in France. Did the results confirm your opinion?
We are satisfied with the launch. Our target was 1% of household penetration in the first year. We have achieved that. Otherwise, we would have had to go back over the books for the launch of Special. T we would have had to go over the books again
How long did Nestlé work on this project?
The development work took three years. At the end of 2010, it became concrete with the entry into France. Within Nestlé, such a desire had been present for a long time. The pièce de résistance was the technology for the machine. It no longer works with pressure, like our coffee machines. It also automatically recognizes over 25 types of tea.
What are Nestlé's goals with this launch?
The ambition is great. But it would certainly be too early to say that Special. T will be as big as Nespresso. In Europe in particular, coffee covers a larger segment than tea. So we can't expect the same turnover as Nespresso. Special. T is a global concept with local adaptations to our range of teas.
Who is the target audience?
It is certainly not our aim to compete with the tea ceremony. But even with our machine, it takes a certain amount of time for the tea to brew. The advantage over the bag is precision. With over 25 varieties, we also offer a much wider selection than the well-known tea bags.
Switzerland is the second test country. How is Special. T launched here?
We launched a TV campaign on September 18. This, as well as the entire design of our tea worlds, was created by Publicis in Paris. A second wave will follow in November with shorter spots on Swiss television and in the main advertising windows. The use of a print campaign has not yet been decided.
Why only TV?
Because we have to explain quite a lot. The image and the film is the best medium to make a complex process understandable. The movie is relatively long at 50 seconds. But we are presenting something completely new and not just a new breakfast drink. Explaining a concept like this takes a minimum of time. But we can use the film to bring the audience to the Internet quite quickly. We have tested this. On our website www.special-t.com, visitors then see a 2-minute film that can explain the system in even more detail.
Will George Clooney also have a cup of Special. T drink?
Of course, we benefit a lot from Nespresso internally - in terms of dealing with high-quality products and marketing via a club. Without Nespresso, we wouldn't be this far along after just one year. But there are also things that are clearly different. The consumer is completely different. The technology of the machine is completely different. We tested the idea of a celebrity testimonial and came to the clear conclusion that we don't need celebrities for this launch.
And the role of boutiques?
There will be two tea corners in the Nespresso boutiques in Zurich and Lausanne. It will be possible to taste tea in these tea corners and orders will be taken. But nothing will be sold. At Special. T operates exclusively via the Internet.
Interview: Andreas Panzeri
Stephan Graf is Managing Director Special. T. He has been working for Nestlé in Vevey for 14 years, previously as Manager of the Innovation Acceleration Team.