Showing % saved at each quantity price break: more add-to-carts
Commentary byLiftArchiveOur analysis, not theirsShowing the percentage saved at each higher quantity price break led to a noticeable rise in add-to-carts and conversions, but no figure was shared.
REO ran this test for Accu, an online supplier of precision engineering components, and it was published as a VWO case study.
The team had expected only a small gain.
- Add-to-carts: increased, but no percentage was shared.
- Overall conversions: increased, but no percentage was shared.
- The source describes the result as much stronger than expected. Without numbers, we can't say how big the lift was.
The change
The variant labels each quantity price break with the percentage saved.
Simplified mockup drawn by LiftArchive from the shared screenshots.
Control
The product page listed quantity price breaks without pointing out how much buyers would save at each level.
Variant
Simple visual cues showed the percentage saved as buyers moved up the price breaks, for example a five percent off message.
Why it likely won
Our reading of the result, not the practitioner's claim.
- Buyers had to work out the savings themselves. A percentage makes the benefit clear at a glance.
- Engineering buyers often order in quantity, so a visible saving can tip them to a higher break.
- Percentages are easier to compare than unit prices across several tiers.
Caveats: No figures, sample size, duration or significance level were shared. Accu sells mostly to engineers and businesses, so results may differ for consumer stores.
Who ran it
REO ran this test for Accu and published the results (VWO case study). The numbers are theirs; the summary and commentary on this page are ours.
Read the original case study on REO →
How to run this test on your store
- Hypothesis
- If we show the percentage saved at each quantity price break, then more buyers will add to cart and order more because the value of buying in bulk is obvious.
- Primary metric
- Add to Cart rate on product pages
- Guardrails
- Conversion rate
- Average order quantity
- Average order value
- Who should test it
- Stores with tiered quantity pricing, such as parts, supplies or consumables. Stores that sell mostly single items won't have price breaks to highlight.
Questions
Should I show percentage savings on quantity discounts?
It is worth testing. Accu saw more add-to-carts and conversions after adding percentage savings to its price breaks, though it did not share the size of the lift.
Is a percentage or a money amount better for showing savings?
This test used percentages. For low-priced items a percentage often looks bigger, while for expensive items a money amount may land better, so test both.
Where should quantity discounts appear on a product page?
Near the price and quantity picker, where buyers decide how many to order.
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