Cart page replaced by a one-CTA cart drawer with upsells: +14.2% RPU
Test run byDRIP AgencyCRO agency
Commentary byLiftArchiveOur analysis, not theirsRemoving the separate cart page and sending desktop shoppers to a cart drawer with one call to action and an upsell section lifted revenue per user by 14.2%.
DRIP Agency ran this test for Kickz, a German sneaker and streetwear retailer, and published it as a case study on its own site.
The drawer also added upsells, so the cart change and the extra product exposure were tested together.
- Revenue per user: +14.2% on desktop, as reported by DRIP Agency.
- Conversion rate and average order value were not shared, so it is unclear whether more people bought or the same people spent more.
- The result applies to desktop only. Mobile was not part of this test.
The change
Full cart page with several CTAs vs a drawer with one CTA and upsells
Simplified mockup drawn by LiftArchive from the shared screenshots.
Control
On desktop, adding a product led to a separate cart page. That page offered several calls to action, so shoppers had more than one path to choose from.
Variant
The cart page was removed. Shoppers saw a slimmer cart drawer with a single checkout button and a section of upsell products.
Why it likely won
Our reading of the result, not the practitioner's claim.
- One clear next step leaves less to decide. Several CTAs on a cart page can split attention.
- A drawer keeps shoppers on the page they were browsing, which saves a page load.
- The upsell section put more products in front of people at a moment when they were already buying, which can raise order value.
- Because the drawer and the upsells shipped in one variant, we cannot tell which part did more of the work.
Caveats: Desktop only. DRIP Agency reported the uplift without sample size, test duration or confidence level. The test was one of 83 Kickz ran with DRIP from 2020 over three years, and no test date was given.
Who ran it
DRIP Agency ran this test for Kickz and published the results (DRIP Agency case study). The numbers are theirs; the summary and commentary on this page are ours.
Read the original case study on DRIP Agency →
How to run this test on your store
- Hypothesis
- If we replace the desktop cart page with a cart drawer that has one checkout button and an upsell row, then revenue per user will rise because shoppers face fewer choices and see relevant add-ons without leaving the page.
- Primary metric
- Revenue per user (desktop)
- Guardrails
- Checkout start rate
- Average order value
- Cart abandonment rate
- Who should test it
- Stores with a busy cart page and a catalogue that has natural add-ons, such as fashion or sneakers. It may not help if the cart page carries information shoppers need, such as delivery options or complex bundles.
Questions
Is a cart drawer better than a cart page?
In this Kickz test on desktop, the drawer won on revenue per user.
Results vary by store, so test it against your own cart page before switching.
Should a cart have more than one call to action?
Extra buttons can split attention at the point of purchase.
Kickz saw a lift after cutting the cart down to one main button, though upsells were added at the same time.
Do upsells in the cart drawer hurt checkout rates?
They can if they distract. Here revenue per user went up, but checkout rate was not shared, so watch it as a guardrail.
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