[By 2Firsts, Dubai] During the 2025 World Vape Show in Dubai, nicotine pouch brand Denssi showcased its global market expansion strategy. Chief Operating Officer Callum Cherry told 2Firsts that the company is expanding its presence in emerging markets like Africa and the Middle East through differentiated product positioning, sports event sponsorships, and regional localization.
Differentiation Path: From Sports Marketing to Brand Culture Connection
Cherry explained that Denssi focuses on building a "de-homogenized" differentiated image in brand development. Specific approaches include long-term sponsorships of motorcycle and automotive events, and operating its own racing team to enhance brand visibility and emotional connection.
"We always insist on developing differentiated product strategies according to different markets," Cherry stated. He believes sports events are not just advertising channels but cultural vehicles that help associate the brand with keywords like "adventure," "youth," and "passion." According to him, Denssi gains approximately 600 million brand exposures annually through event activities.
Product Strategy: Flavor-Centric Approach Balancing Local Adaptation and Product Consistency
At the product level, Cherry emphasized the principle of "flavor is the first." He noted that high-quality product experience is core to driving word-of-mouth and sustainable brand development, while packaging design – though important – isn't the decisive factor.
"If a product only has good packaging but poor flavor, customers will only buy it once."
Denssi continuously optimizes flavor, strength, and content configurations based on market feedback to balance "consistency" and "local adaptation."
Market Focus: Africa & Middle East Prioritized, Europe & US Remain Core
Regarding market deployment, Denssi is increasing investment in emerging markets. Cherry mentioned Africa as the region with the most significant growth potential, particularly East African countries like Djibouti. The company has established initial distribution networks there and plans to advance localized marketing.
The Middle East is another key focus. In Dubai, market research revealed consumer preferences for refreshing flavors like "Watermelon" and "Brain Freeze," prompting product mix adjustments. Meanwhile, Europe (especially Finland) and the US remain its primary revenue sources.
Comparison with Market Leader: Emphasizing Differentiation
When discussing industry leader ZYN, Cherry described its products as having "conventional positioning" – neither premium nor budget. He stated Denssi doesn't currently view ZYN as a direct threat, instead focusing on building its own clearer premium brand image.
"We won't blindly imitate ZYN's strategy," he said, "but concentrate on product quality, user segmentation, and brand emotional connection."
Future Development: Steady Expansion with Enhanced Global Awareness
Regarding future direction, Cherry stated Denssi will continue expanding global market coverage while strengthening promotions to maintain brand visibility and user loyalty. He added:
"We won't adjust course because of competitors' moves. The priority is making every consumer who encounters Denssi choose to stay and become part of the brand."
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