A new report from the Federal Trade
Commission (FTC) finds that many weight-loss ads need some toning.
The review of 300 ads that ran during
2001 found that many made claims promising more than the product or
service could likely deliver. The ads often boasted “miraculous” results
— quick, easy and effective weight loss — while ignoring and often
contradicting the basic tenets of successful weight loss and weight
maintenance — calorie reduction and exercise. Many ads lacked scientific
evidence to support their performance claims, instead using misleading
consumer testimonials and expert endorsements and other deceptive
techniques to bolster the credibility of their products.
And, the report found, the use of
exaggerated weight-loss claims is on the rise.
“This report confirms that consumers
really need to read these ads with a big dollop of skepticism,” said
Richard Cleland, an Assistant Director for the FTC’s Division of
Advertising Practices and the report’s lead author. “False and
misleading claims in weight-loss ads are widespread.”
The report, he says, shows that the
media, advertisers, and even consumers need to assess the role each
plays in ensuring the accuracy of weight-loss ads. “Deceptive ads do
nothing to address an individual’s weight problem,” he says. “If
anything, they compound an already serious national health crisis by
steering consumers away from weight-loss methods that have demonstrated
benefits.”
Quick Fixes and Other Claims
The FTC report involved a review of 300 ads from TV, radio,
magazines, newspapers, direct mail solicitations, commercial email, and
Internet websites, as well as a comparison of weight-loss ads from eight
national magazines published in 1992 and 2001. FTC staff, with help from
the Partnership for Healthy Weight Management – a coalition of
representatives from science, academia, healthcare professions,
government, commercial enterprises, and other organizations – collected
and reviewed the ads.
Among the 300 ads that ran in 2001,
the researchers found that 55 percent made at least one false or
unsubstantiated claim. The claims generally promised:
-
Rapid weight loss. Claims like “You
can lose 18 pounds in one week!” and “You only have to stay on it 2
DAYS TO SEE RESULTS” were the most common; they appeared in 56 percent
of the ads. Claims of quick weight loss also were alluded to in
product names, like “Redu-Quick” and “Slim Down Fast.” In reality,
substantial weight loss in a short period is highly unlikely and
potentially harmful. Experts generally recommend a maximum weight loss
of 1 to 2 pounds a week.
-
No need for dietary restrictions or
exercise. Claims like “Lose up to 8 to 10 pounds per week ... no
dieting, no strenuous exercise” and “Eat as much as you want – the
more you eat, the more you’ll lose” appeared in 44 percent of the ads.
Though tempting, these claims contradict scientific evidence that
stresses exercise and moderate calorie intake for long-term weight
loss.
-
Permanent weight loss. Claims like
“Discover the secret to permanent weight loss” and “Get weight off and
keep it off” appeared in 23 percent of the ads, apparently to target
consumers who had lost weight but gained it back. Long-term weight
loss is extremely hard to achieve, and little evidence exists to show
that popular dietary supplements are more successful than lifestyle
changes in achieving it. In the FTC’s experience, few marketers have
the scientific studies to support their long-term weight-loss claims.
-
Lose weight despite previous
failures. Apparently recognizing the low rate of weight-loss success,
nearly 33 percent of the ads tried to appeal to frustrated dieters
with statements like “Are you tired of fad diets that never seem to
work?” and “You want to lose weight, and you’ve been successful
before. But after a while, you’re right back where you started.” The
advertised product or service was then touted as the one that would
finally work.
-
Scientifically proven or
doctor-endorsed. Almost 40 percent of the ads claimed that their
product or service was “clinically tested” or “scientifically proven.”
Many claimed their products were tested at “respected,” “major” or
“leading” medical centers or universities. However, most of the ads
did not provide details – such as where the referenced study was
conducted and by whom or where it was published – to help consumers
assess the claims’ validity. In addition, almost one-fourth of the ads
stated that the product was “recommended,” “approved” or “discovered”
by a health professional – endorsements that can be misleading because
the ads may not disclose that the medical professional has a financial
interest in the product, because the health professional may not have
reviewed the scientific evidence or because, if the health
professional did, he or she may not have used acceptable review
standards. The “professionals” also can be fictional.
-
Money-back guarantees. About 50
percent of the ads promised money-back guarantees, apparently in an
attempt to break down consumers’ resistance to buying new products and
services. Some ads made specific guarantees like “You will lose up to
35 pounds in three weeks. Yes. Guaranteed! You lose or it doesn’t cost
you a penny.” While money-back guarantees – if honored – may benefit
consumers, there is no reason for consumers to have any more
confidence in them than in a claim that the product will actually
work. And the FTC frequently has sued companies that “guaranteed” to
give consumers their money back but didn’t.
-
Safety. Some 43 percent of the ads
made safety-related claims, such as “proven 100% safe,” “safe,
immediate weight loss” and “safest weight management system in the
world.” The term “natural” accompanied three-fourths of these claims,
perhaps relying on a perception that “natural” products are safer than
prescription or over-the-counter medicines. Many ads also implied
safety with claims like “not a prescription weight-loss drug” and “no
dangerous pills or tablets to take.” Despite the safety assurances,
the FTC’s Cleland says, there is little evidence on safety,
particularly with long-term use of the products. “Many ads handicap
consumers by not even revealing what the active ingredients are in the
products being sold,” he says.
Before-and-After Testimonials
Unsupported claims often appeared in consumer testimonials – that
is, personal accounts of success with the product or service. One
testimonial said, “7 weeks ago I weighed 268 pounds; now I’m down to
just 148 pounds! ... I didn’t change my eating habits ....”
Before-and-after photos appeared in
39 percent of the ads. In the before photo, the person usually appeared
with poor posture, a neutral facial expression, unkempt hair,
unfashionable clothes, and washed-out skin tones. The after photo,
however, was better lit, almost of studio-quality. The person was
smiling, wearing fashionable clothes or skimpily clad, carefully made up
and stylishly coiffed, and standing with shoulders held back and tummy
tucked in.
At least 10 percent of the
testimonials claimed an amount of weight loss that is extremely unlikely
– if not impossible. The rest probably provided results that occurred in
only a small percentage of users, Cleland says.
“There’s nothing wrong with using
testimonials, as long as they are truthful and not misleading,” he says.
“But in our experience, testimonials generally provide little reliable
information about what consumers can expect from using the product.”
Changes in Weight-Loss Ads
In comparing weight-loss ads from eight national magazines published
in 1992 and 2001, the reviewers found that the use of testimonials and
before-and-after photos had increased. The percentage of weight-loss ads
using testimonials climbed from 12.5 percent in 1992 to 76 percent in
2001. Use of before-and-after photos increased from 12.5 percent to 48
percent.
Another difference noted was that
dietary supplements comprised two-thirds of the weight-loss products
advertised in 2001. In 1992, meal replacement products were the most
commonly advertised product.
In addition, the number of times
weight-loss ads appeared in the magazines more than doubled between 1992
and 2001, and the 2001 ads generally included more highly questionable
claims.
Need for Critical Evaluation
The FTC’s report notes that deception in weight-loss advertising has
worsened despite an “unprecedented level of FTC enforcement.” Since
1990, the FTC has brought more than 80 cases against advertisers for
allegedly false and misleading weight-loss claims – more than half the
total number filed since the FTC’s first weight-loss case in 1927.
The report calls on government
agencies, trade associations, self-regulatory groups, the media, and
consumers to consider how they might help reduce the incidence of
misleading weight-loss ads.
For consumers, the study provides
important information on how to spot deceptive weight-loss products and
services, says Walter Gross, an attorney in the FTC’s Division of
Enforcement and co-author of the study.
“Claims like ‘rapid weight loss,’ ‘no
diet or exercise required,’ ‘eat whatever you want,’ and ‘take it off
and keep it off’ are all ‘hot’ buttons advertisers use to get consumers
to buy their products and services,” he says. “Knowing how to recognize
these will help consumers make more informed choices.”
The full report is at
www.ftc.gov/dietfit.