Inside the clever marketing overhaul that turned the US Army into a recruitment powerhouse - Monocle
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Saved February 14, 2026
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The US Army has transformed its recruitment strategy through a revamped marketing approach led by the Army Enterprise Marketing Office and DDB Chicago. This overhaul has resulted in the Army exceeding its recruitment goals for two consecutive years, using modern advertising techniques and a focus on storytelling that resonates with young Americans.
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The US Army has revamped its recruitment strategy through a significant marketing overhaul, resulting in the successful enlistment of 62,050 recruits in the past year, surpassing its target of 61,000. This marks the Army's highest recruitment numbers since 2019 and follows a trend of recovery after falling short in the previous two years. While other global militaries face recruitment challenges, the Army has adopted creative strategies that include hiring ad executives and employing targeted messaging to connect with young Americans.
The Army Enterprise Marketing Office (AEMO) emerged after the Department of Defense dissolved its previous marketing arm amid scandals, including wasted funds and allegations of misconduct. In 2019, the Pentagon contracted DDB Chicago for a 10-year, $4 billion deal, tasking them with developing a fresh approach to Army marketing. This partnership has combined private-sector marketing expertise with military insights, allowing AEMO to craft campaigns that resonate with the target audience. A notable move was the relaunch of the iconic "Be All You Can Be" slogan from the 1980s, which appealed to a sense of potential and service.
The Army's marketing efforts reflect broader shifts in US public opinion, adapting to changing cultural sensitivities. Campaigns like "The Calling," which featured diverse family structures, aimed to resonate with contemporary values but faced backlash amid political polarization. More recent advertisements, such as "Generation" and "Own the Night," evoke historical themes and emphasize military capabilities. Colonel Che Arosemena, who oversees recruiting, recognizes the impact of effective marketing on recruitment, drawing parallels between strategic messaging and field operations.
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