# Mobile cross-sell redesign: +24% purchases, +16% revenue

- Outcome: Won
- Page type: Product page (Ecommerce)
- Elements: Upsells & cross-sells, Product images & gallery, Headlines, product titles & copy
- Test run by: [VWO](https://liftarchive.com/practitioners/vwo/)
- Commentary by: LiftArchive (our analysis, not theirs)
- Original source: https://wingify.com/success-stories/bear-mattress/
- Page: https://liftarchive.com/test/bear-mattress-mobile-cross-sell-redesign/

Redesigning 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.

## Result

**+24% purchases, +16% revenue**

- 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.

## 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)

- 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.

## How to run this test

- 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
- Guardrail: Purchase conversion rate
- Guardrail: Average order value
- Guardrail: 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.

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Credit: VWO ran this test and owns the result. Summary and commentary by LiftArchive (https://liftarchive.com/test/bear-mattress-mobile-cross-sell-redesign/).
Usage: Free to use, quote and build on, with credit and a link: name the practitioner or organization that ran the test and link to its LiftArchive page. The results belong to the practitioners who ran and shared them; the summaries and commentary are LiftArchive's.