Case Study
Restaurant Prospecting

How Direct Mail Helped Buca di Beppo Sing Happy Birthday 20,000 Times

3 Min Read
/ Oct 15, 2021

In a marketing atmosphere gone ad blind from nonstop digital ads, one innovative chain of restaurants broke through the noise with a Direct Mail prospecting campaign. Their unique marketing campaign delivered a delicious offer that had recipients clamoring for seconds. And the results? Well, they speak for themselves: Their seats were selling like hotcakes while their competition was cooking for one.

With Postie, a well-known chain of family-friendly Italian restaurants was able to kick off a highly targeted Direct Mail campaign within 72 hours and set new industry standards for ROAS and conversion rates.

Campaign Snapshot

Industry

Casual Dining

Area Served

United States

Main KPI

307% ROAS

Locations

76

Audience

High-performing LTV
lookalike audience,
modeled from 1st party
CRM Data

Background

Getting customers to try out a new restaurant is no small order, particularly with the challenges brought on by the COVID pandemic. Our client, a restaurant chain with more than 76 company-owned locations across the US, specializes in cooking up authentic Italian dishes suitable for the entire family. They’re all about creating a warm, lively culinary experience, and were struggling to get families to dine-in

The Challenge

This Italian restaurant chain, accustomed to filling their tables with loud, happy families, was facing an uphill battle. They had taken all the necessary safety precautions and were following local guidelines, still the number of families patronizing their restaurants was dwindling, and they were looking for a way to amplify their marketing campaigns.

They wanted to attract customers to their locations with an out-of-the-box marketing campaign that would definitely get noticed by the hard to reach, high LTV audiences they were aiming to attract. But that wasn’t all, they wanted a truly unique campaign that would stand out from the crowd of social media ads that everyone else was running, and include:

  • The ability to manage each location’s campaign independently for geo- targeting and customization purposes.
  • New customers that were willing to spend big and come back often, like their regular, pre-pandemic customer did.
  • Compelling, highly personalized offers based on life events like birthdays and/or new home purchases.

The Postie Solution

Postie Prospecting Campaigns merge Direct Mail with innovative digital marketing tactics like lookalike models, custom audiences and response optimization to help organizations quickly and easily acquire new customers.

Postie delivered a compelling solution for the restaurant’s prospecting needs. The team decided to launch a Direct Mail campaign leveraging highly pinpointed, strategic audience building based on high LTV personas.

Step1: Building a new audience out of the restaurant’s 1st party CRM data.
The restaurant integrated its proprietary CRM data into Postie Data Management Platform (DMP) which identified and segmented a group of high-performing LTV diners. Their characteristics were then applied to a 3rd party data set and Postie’s Lookalike Audience Builder to create an extensive lookalike audience. That audience was then geographically segmented to a zip code radius around each one of the restaurant’s physical locations.

Step 2: Driving engagement with a compelling offer that combined personalization with special, life event offers.
Using Postie’s Data Layering technology, birthday data was overlaid on the lookalike audience to identify those prospects with birthdays during the month the campaign went live. Postie’s Unlimited Personalization enabled each piece to be personalized with the recipient’s name and a special birthday discount coupon.

With Postie Storefront Management, it’s possible to manage multiple storefronts from one account. Using this feature, our client was able to customize the campaign by adding independent campaign parameters such as unique geo characteristics to each restaurant location. Specifically, locations were assigned different budgets based on their size and potential campaign outcomes. For example, the Dallas location allocated a budget for 4,500 pieces while the Kansas City location sent out 550.

Step 3: Increasing agility with a super fast time-to-market.
When it comes to marketing, time is of the essence: the LTV-model and audience building effort took less than 2 hours with Postie DMP, while the entire campaign was deployed in just 72 hours from start to finish.

Results

The campaign was an astounding success. Conversions were tracked based on redemptions of unique coupon codes at point of sale, as the prospecting campaign focused on new clients that weren’t already in the restaurant’s loyalty program.

Prospecting Campaign

307%

ROAS

3.03%

CVR

20,000

New Customers in 3 Months

Postie Features Used
feature
Create Lookalike Audiences
Use industry leading data sets to build lookalike audiences from your best-performing customer segments.
feature
Integrate with your CRM
Seamlessly integrate Postie with all major CRM software to automatically activate audiences, set up campaigns and measure conversions.
feature
See Results in Real-Time
See campaign performance and results in real-time through customizable KPI dashboards. Toggle views to gain further insights into top performing audiences, creative and consumer personas.
feature
Personalize with Ease
Use dynamic text replacement to easily customize content & maximize personalization (e.g. customer names, individual promo codes).
feature
Geo-Target with Ease
Gain full visibility into campaign reach through live heatmaps. Easily Geo- Target or Geo-Fence deployment by selecting from preloaded ZIP codes for every US city, county or state.
A Mind-Blowing Direct Mail Platform
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