Mobile cross-sell redesign: +24% purchases, +16% revenue
Commentary byLiftArchiveOur analysis, not theirsRedesigning the add-on section on Bear Mattress's mobile mattress pages raised purchases by 24.18% and revenue by 16.21%.
Wingify Services ran this test for Bear Mattress, and it was published as a VWO case study.
Several changes shipped together, so the result belongs to the full redesign.
- Purchases: +24.18%.
- Revenue: +16.21%.
- Add-to-cart for add-ons: protector +51.75%, foundation +73%, frame +36.03%.
- The test ran for 19 days on all mobile mattress page traffic, split 50/50.
The change
Add-ons get thumbnails and question copy; frame shows only after foundation.
Simplified mockup drawn by LiftArchive from the shared screenshots.
Control
The mobile mattress page had a 'Frequently bought with mattress' section listing add-ons as text only, with product-focused copy. The bed frame showed upfront as a third option.
Variant
Each add-on got a thumbnail, and copy was rewritten around shopper questions like 'Why do I need a protector?'. The frame only appeared once a foundation was added, and a 'Mattress only' option nudged shoppers to consider add-ons.
Why it likely won
Our reading of the result, not the practitioner's claim.
- Thumbnails show what each add-on is, which text alone doesn't do on a small screen.
- Question-led copy answers the doubts shoppers have, like whether an old box spring will work.
- Showing the frame only after a foundation is added removes an option that didn't fit most shoppers yet.
- The 'Mattress only' option gave a clear choice while still pointing to add-ons.
Caveats: This was a bundled change: thumbnails, new copy, conditional frame display and the 'Mattress only' option all shipped together. No sample size or significance level was shared, and the test ran for 19 days.
Who ran it
VWO ran this test for Bear Mattress 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 VWO →
How to run this test on your store
- Hypothesis
- If we add images and question-led copy to our add-on section and only show add-ons when they fit the shopper's choice, then purchases and revenue will rise because the add-ons feel relevant and easy to understand.
- Primary metric
- Revenue per visitor
- Guardrails
- Purchase conversion rate
- Average order value
- Add-on return rate
- Who should test it
- Stores selling a main product with natural add-ons, like mattresses, furniture or electronics. It won't help much if your products have no real accessories, or if add-ons are already shown well.
Questions
How do I get more add-on sales on mobile product pages?
Show each add-on with an image and copy that answers why a shopper needs it.
Bear Mattress raised add-on add-to-carts between 36% and 73% this way, as part of a bundled redesign.
Should I show every accessory at once?
Not always. Bear Mattress showed the frame only after a foundation was added, which kept the choices relevant.
Does a 'no thanks' option hurt cross-sells?
Not here. A 'Mattress only' option with a gentle nudge was part of the version that lifted purchases.
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