# Quantity selector defaulting to 2 soaps: up to +54% revenue per user

- Outcome: Won
- Page type: Product page (Ecommerce)
- Elements: Variant, size & option selectors, Bundles & quantity breaks
- Test run by: [SplitBase](https://liftarchive.com/practitioners/splitbase/)
- Commentary by: LiftArchive (our analysis, not theirs)
- Original source: https://splitbase.com/case-studies/dr-squatch
- Page: https://liftarchive.com/test/dr-squatch-default-quantity-two-soaps/

Adding a quantity selector to bar soap product pages, with 2 bars set as the default, raised revenue per user for soap buyers by up to 54%. SplitBase ran this A/B test for Dr. Squatch. The figure is the best result across several versions of the test.

## Result

**up to +54% revenue per user**

- Revenue per user among soap purchasers: up to +54%.
- 'Up to' covers several iterations of the quantity selector, so not every version did this well.
- Effects on conversion rate and order value were not reported separately. The goal was to lift order size without hurting conversion.

## Control

Bar soap product pages had no quantity field. Buying several bars meant clicking add to cart again for each one.

## Variant

A quantity selector was added next to add to cart, with 2 bars preselected instead of 1.

## Why it likely won (our reading)

- Analytics and surveys showed many customers already bought more than one bar. The default matched what they were going to do anyway.
- With no quantity field, nothing prompted shoppers to think about buying more. A preset of 2 makes that question visible.
- Defaults are sticky. Many people keep the preselected option, especially on a low-priced item.
- Removing repeat add-to-cart clicks also made buying several bars easier.

## Caveats

The 54% is the best result across several iterations, and sample size, duration and confidence were not shared. The $800K+ a month on the case study is for the whole program, not this test.

## How to run this test

- Hypothesis: If we add a quantity selector to the product page and preset it to 2, then revenue per visitor will rise because many shoppers already buy multiples and a default nudges the rest to consider it.
- Primary metric: Revenue per visitor on the product page
- Guardrail: Conversion rate
- Guardrail: Return or complaint rate
- Guardrail: Repeat purchase rate
- Who should test it: Brands selling cheap, consumable items that customers often buy in multiples, like soap, snacks or candles. Skip it for high-priced or one-per-person products, where a preset of 2 can feel pushy and hurt conversion.

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Credit: SplitBase ran this test and owns the result. Summary and commentary by LiftArchive (https://liftarchive.com/test/dr-squatch-default-quantity-two-soaps/).
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.