One-click leather care kit upsell in cart: +$55 average order value
Test run byGrowthRockCRO agency
Commentary byLiftArchiveOur analysis, not theirsOffering a $40-80 leather conditioning kit as a one-click add in the cart raised average order value by $55 for an online furniture store.
GrowthRock ran this A/B test and published it on its blog.
The result reached 92% significance, a little under the usual 95% bar.
- Average order value: +$55 at 92% significance, below the 95% convention.
- Scale: 41 days, more than 4,000 transactions and $5.6 million in revenue tracked.
- Kit sales: roughly 40-80 per week before the test, rising to about 150-180 per week with half of traffic seeing the offer.
- The agency estimated the lift was worth about $180,000 a month in extra revenue. That figure is the agency's own projection.
The change
The variant adds a one-click conditioning kit offer below the cart items.
Simplified mockup drawn by LiftArchive from the shared screenshots.
Control
The cart showed only the furniture the shopper had picked. The conditioning kit was not mentioned and was hard to find elsewhere on the site.
Variant
A low-key strip in the cart offered the conditioning kit. A plus icon added it to the order in one click, and the product name linked to its own page.
Why it likely won
Our reading of the result, not the practitioner's claim.
- The kit protects a large purchase, so it is an easy yes for someone already spending over $1,000.
- Many shoppers likely did not know the kit existed, since it was hard to find on the site.
- A single, simple offer with one-click add asks very little effort from the shopper.
Caveats: Significance was 92%, under the 95% convention, and the agency anonymized the product category (it says the products are like sofas). The revenue estimate is agency-reported, and the test date was not shared.
Who ran it
GrowthRock ran this test for an online furniture store (anonymized; products described as analogous to sofas) and published the results (GrowthRock blog). The numbers are theirs; the summary and commentary on this page are ours.
Read the original case study on GrowthRock →
How to run this test on your store
- Hypothesis
- If we offer a closely related, low-priced accessory as a one-click add in the cart, then average order value will rise because shoppers see a useful add-on at the moment they commit.
- Primary metric
- Average order value
- Guardrails
- Conversion rate
- Revenue per visitor
- Cart abandonment rate
- Who should test it
- Stores selling high-ticket items with a clear companion product, such as care kits, protection plans or fitted accessories. It is less likely to work if the add-on is unrelated or nearly as expensive as the main item. Small changes in a high AOV need long tests to detect.
Questions
What makes a good cart upsell?
A low-priced item that clearly goes with what is already in the cart.
Here, a care kit for a leather purchase lifted order value by $55.
Should a cart upsell add in one click?
In this test, a plus icon added the kit directly to the cart.
The agency also reports that letting shoppers pick quantities did worse in a separate test, though that test is not detailed.
How long should I run an AOV test?
Order value is noisy, so small changes take longer to detect.
This test ran 41 days and over 4,000 orders and still landed at 92% significance.
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