Tom shares the challenges of competing in the sports hydration market, how AI reshapes the brand’s strategies, and what it takes to build a winning team in the industry.

“You can be savvy and intelligent, but unless you work very hard, you're not going to end up where you need to be." - Tom Garguilo

The sports hydration industry is rapidly evolving, and BODYARMOR is leading the charge. With the backing of Coca-Cola and a portfolio of innovative products, BODYARMOR redefines what it means to stay ahead in the sports drink category. In this episode, we sat down with Tom Gargiulo, CMO of BODYARMOR Sports Nutrition, to explore his unique career path, the company’s journey, and the cutting-edge strategies that continue to drive BODYARMOR’s success. Discover how the brand balances innovation with consumer expectations while leveraging AI and building a strong team culture in the process.

Tom Gargiulo is an experienced marketing leader with a dynamic career spanning multiple industries. After starting his journey with the NFL, Tom went on to hold leadership roles at prominent brands like Frito-Lay, Danone, and KIND. During his time at KIND, he helped navigate its successful acquisition by Mars. Now, as the Chief Marketing Officer at BODYARMOR, Tom leads the brand’s marketing efforts, driving growth and innovation in the competitive sports hydration market. He focuses on leveraging data, AI, and consumer insights to position BODYARMOR for continued success in the space.

Tune into the latest episode or read the transcript below to learn more. Here are some top takeaways:

• Earning Opportunities Through Grit and Initiative - Tom reflects on his early days at the NFL, where passion outweighed the monetary reward. He balanced a demanding entry-level position with bartending on weekends, all while finding ways to stand out. Rather than waiting for tasks to be assigned, Tom continually asked for more responsibility, proving his worth and carving his own path. By showing grit and a willingness to take on anything, he gradually earned a spot in important meetings. His journey is a testament to creating opportunities by being proactive and relentless.
• Recruiting the Right Talent to Build a Winning Team - Tom explains the importance of recruiting a hardworking, self-sufficient team that can operate with autonomy. He believes that empowering his team to succeed—or fail—and learn from their experiences is the key to fostering a winning culture. He emphasizes the importance of surrounding yourself with people driven to win and adapt quickly in a highly competitive market.
• Harnessing AI for Competitive Edge - In today’s landscape, early adoption of AI is a “survival of the fittest” game. BODYARMOR leverages AI to deliver personalized content and forge stronger connections with consumers, setting the stage for long-term success. Brands that stick to traditional approaches risk being left behind, while those who embrace AI stand to revolutionize their industries. The sports drink category is on the verge of transformation, with AI leading the charge as a crucial game-changer.
• Tapping into Fanaticism: Limited-Edition Collector Bottles - BODYARMOR’s marketing team took inspiration from the sports memorabilia market to create limited-edition collector bottles, tapping into consumer passion for sports stars. Tom describes how the brand activated this idea through augmented reality experiences and exclusive content, connecting fans with Team BODYARMOR athletes. The initiative brought new life to packaging, demonstrating the brand’s innovative approach to product marketing.
• Surviving in a Competitive Sports Hydration Market - The sports hydration category is dominated by a 65% market share leader, Gatorade. BODYARMOR faces this competition head-on by consistently innovating, expanding into new markets, and introducing unique functionality into its products. Tom reflects on BODYARMOR’s competitive strategy, explaining that staying ahead of “ankle-biter” competitors and mimics like Prime is a key focus. The brand’s ability to adapt and grow within Coca-Cola’s powerful distribution network has also been critical to its recent success.