Crate & Kids

Always on marketing helps Crate & Kids reach parents early

Thanks to always on marketing, Pinterest has become a top source of traffic for the brand’s website and registry.

Their goal

Reaching people early in the process

Crate & Kids sells high-end children’s furniture and home decor that works just as well in kids’ rooms as it does throughout the house. The team is always looking to reach more customers, whether that’s new parents planning their first nursery or people redecorating part of their home.

Children’s furniture and decor is not a seasonal business: there are always new people shopping the category. So Crate & Kids wanted to ensure they could reach potential customers at just the right moment in time. They were especially interested in reaching people early in the decision-making process, when they’re seeking inspiration and open to new ideas.

Matt Ebbert
CRM and Analytics Manager, Crate & Kids
“One day you don’t have kids, and the next day you find out there’s a baby on the way. If we’re not always there with some kind of presence when people are searching for these products, they’re going to miss our brand and end up shopping with someone else”
Their solution

Campaigns that are always on

Crate & Kids sees Pinterest as one of the best performing platforms for parents seeking home decor and furniture content. Pinterest is a primary destination for home decor, with nearly 28 million people in the US saving more than 1.7 billion Pins related to the category last year.1 Even before the brand had a paid presence on Pinterest, people were using the platform to save Crate & Kid’s products and click to their site.

That made Pinterest a natural place to be “always on,” which means advertising runs continuously, rather than starting and stopping at specific dates. That keeps Crate & Kid’s marketing better aligned with consumer demand than if they ran campaigns tied to their own marketing calendar. Always on marketing boosts Crate & Kid’s odds that they’ll be the brand someone sees when they’re researching a new purchase. There’s always someone new to reach and always someone ready to buy.

Crate & Kids runs a mix of creative designed to drive both awareness and conversion, repurposing catalog imagery to create beautiful Pins. Some Pins highlight a specific product, while others feature themes like “crafts to do with kids” or “unique nursery ideas.”  

The company also uses Pinterest to enhance people’s shopping experience beyond advertising. Their design consultants create custom mood boards for their clients to show how different products can be combined to create family friendly spaces. Crate & Kids also displays Pinterest signage in their stores so shoppers can see what’s most popular on Pinterest.

Plus, the company uses Pinterest to drive in-store sales. Their design consultants create custom boards for clients to show possibilities for their home. Stores also use paper versions of the brand’s most popular Pins to show customers how ideas can come to life.

The results

More traffic and signups at a lower CPA

Being always on with Pinterest has led more people to engage with Crate & Kid’s website and gift registry. Pinterest is a great source of new customers to Crate & Kid’s ecommerce site, is one of the biggest drivers of new registry signups—and has a low CPA.

“We use Pinterest as a direct sales mechanism for very hyper-focused programs,” said Kristin Heimsoth, Direct Marketing Strategist, Crate & Kids. “But our Promoted Pins also appear across a variety of campaigns so that shows Pinners that we’re in baby, we’re in kid, we’re in playroom—we span a lot of their needs.”

The team has applied Pinterest insights beyond its marketing programs: what they learn on Pinterest impacts product development, too. For example, if they see a lot of people are searching for a product they don’t sell, they start thinking about new product development to meet those needs.

1 Pinterest, annual US activity, 2016