Talk about a win-win. If you’ve ever wondered why major coffee outlets like Starbucks and Dunkin’ Donuts make such a big deal about the annual arrival of pumpkin spice this and peppermint mocha that on store menus, new research provides a pretty big clue. These seasonal drinks do double duty, in that they not only boost the frequency of customer visits but also prompt customers to spend more on each “refueling” stop.
According to the industry publication Nation’s Restaurant News, the NPD Group tracked the beverage purchases at an undisclosed “major chain” last fall and winter. Customers who purchased a pumpkin spice latte spent an average of $7.81, compared with an average check of $6.67 for party poopers who ordered non-pumpkin items. There was an even bigger difference between the average check that included a white mocha purchase ($8.37), versus one that did not ($6.84).
What’s more, the NPD also conducted research correlating an increase in the frequency of visits for customers purchasing a popular seasonal shake from another unnamed “major chain” that may or may not be McDonald’s. Fans of these shakes also tended to be among the chain’s best customers. During the two months before the arrival of the seasonal shake, they made an average of 5.7 visits; once the promotional shake was on the menu, visits inched up further. Customers who didn’t purchase the seasonal shake, on the other hand, made an average of 4.7 visits during the two months prior to the limited-time offer, and 4.4 visits while the shake was available on the menu.
“These seasonal beverages have a positive impact on visit frequency,” NPD Group analyst Bonnie Riggs said. “If you can increase visit frequency by one full visit, that’s a lot of volume.”
No wonder, then, that Starbucks tries to make headlines with the announcement of when its Pumpkin Spice Latte will be back on menus (September 8 this year), and that Dunkin’ Donuts has been running a big social media campaign about the August 31 return to the menu of pumpkin-spiced products. For that matter, no wonder coffee chains and fast food franchises are constantly rolling out new limited-time offers and seasonal specialties. These items build excitement and draw in customers—who tend to spend more on each visit.
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