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Case study

How a restaurant added $150M in revenue with one new program

Man getting his order at a restaurant

10M+

loyalty program members enrolled.

3-9X

return on investment on campaigns.

150M+

incremental revenue in year one.

~2

additional purchases per loyalty program member in year one.

Problem

Disconnected omnichannel experiences

A leading fast casual chain hoped to refine its program design to maximize incremental revenue.

This restaurant chain had historically been limited in their ability to connect online and in-store purchases, discover customer data insights and deliver targeted messages and campaigns to specific customer segments.

 

Approach

Mastercard’s loyalty expertise

The Loyalty Consulting team reassessed the restaurant chain’s loyalty program and applied new design tactics to launch a pilot program and deploy a national rollout:

With the new loyalty program live, the Loyalty Consulting team designed a series of promotional campaigns personalized for individual customer segments.

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Initial measurement revealed a negative return on investment on many of the chain’s previous campaigns. Mastercard intervened and used A/B/n testing to drive significant incremental revenue in future campaigns.

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Someone paying with a QR code on mobile

Results

From an expense to a profit driver

The restaurant chain launched a successful and engaging loyalty program with the support of Mastercard Loyalty Consulting. The Mastercard team also helped the restaurant chain flip all of their marketing campaigns from negative to positive ROI within just six months.

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