13K

new site visitors
in 4 weeks

2X

higher than average
video engagement rate

10%

lift in email
click-to-open rate


With engaging content and expert targeting, Epsilon and Conversant built excitement around Cracker Barrel among consumers of all ages, and spoke to them all as individuals.


The Challenge

Cracker Barrel Old Country Store wanted to engage its customers with a high-impact digital campaign. But those customers had differing needs. For instance: Millennials visited the restaurants and stores less frequently than Boomers did.

To increase the engagement of all age groups, Cracker Barrel turned to Conversant and to Epsilon—the global leader in turning data-driven marketing into lasting relationships.

We built a fully integrated campaign around Epsilon’s video series, which in itself had cross-generational appeal.

View Video Series

We built a fully integrated campaign around Epsilon’s video series, which in itself had cross-generational appeal.

View Video Series

Our Solution

With our massive amount of real-time, anonymized consumer data, Conversant understands people across 7,000+ dimensions, allowing us to determine the right ones to target. We created a custom audience using several data sources, including: location intelligence (recent visitors of Cracker Barrel and the casual-dining restaurant category); cross-device browsing history across websites and apps; digital video views; psychographic data; and demographic data. We also used our contextual-video knowledge to target custom audiences of Boomers, Retirees and Millennials.

Epsilon ran a multi-touch email campaign, delivering high-engagement emails that included video links, downloadable apps, social content, e-commerce links and directions to the nearest restaurant.

Conversant delivered display ads across all the target consumers’ devices with industry-leading accuracy, for a continuous, seamless brand experience. We also executed a social campaign that targeted custom Facebook audiences as well as Cracker Barrel’s Facebook and Instagram followers.

"We're very happy with the outcome of the campaign and what we learned for the future. Epsilon and Conversant also provided important insight on some of our business challenges. It is money well spent when a partner thinks outside of the project confines—that is pretty rare."


–Desiree Graham, Director of Restaurant Marketing, Cracker Barrel

The Results

The video click-thru rate was 0.42%, more than twice the average of video ad CTRs for casual dining restaurants. On Facebook, the video CTR—at 0.13%—was nearly twice the average for that website, and averaged an impressive video completion rate of 20%.

AMONG THE NUMBERS WE’VE DRIVEN:

2X+

THE CTR OF THE AVERAGE CASUAL-DINING RESTAURANT VIDEO AD

2X

THE CTR OF THE AVERAGE FACEBOOK VIDEO

20%

VCR ON FACEBOOK

10%

LIFT IN CLICK-TO-OPEN RATE

ABOUT CRACKER BARREL

ABOUT CRACKER BARREL

Cracker Barrel Old Country Store, Inc. provides a friendly home-away-from-home in its old country stores and restaurants. Guests are cared for like family while relaxing and enjoying real home-style food and shopping that’s surprisingly unique, genuinely fun and reminiscent of America’s country heritage…all at a fair price. Established in 1969 in Lebanon, Tenn., Cracker Barrel Old Country Store, Inc. and its affiliates operate 640 Cracker Barrel Old Country Store® company-owned locations in 43 states and own the fast casual restaurants Holler & Dash™. Nation’s Restaurant News’ 2016 Consumer Picks survey named Cracker Barrel Old Country Store® the Best Family-Dining Restaurant in America.