Price per ounce under Add to Cart: +80% subscription orders
Test run byBlend CommerceCRO agency
Commentary byLiftArchiveOur analysis, not theirsAdding a price-per-ounce line under the Add to Cart button lifted subscription orders per visitor by 80% for Jackson's.
Blend Commerce ran this A/B test in Intelligems on desktop and mobile.
Overall revenue per visitor rose 2%, while add-to-cart rate fell 12%.
- Subscription orders per visitor: +80%, at 96% significance.
- Subscription revenue per visitor: +29.31%, also at 96% significance.
- Revenue per visitor: +2%. Conversion rate: +1%.
- Add-to-cart rate: -12%, a drop the test did not explain.
The change
A price-per-ounce line appears under the Add to Cart button.
Simplified mockup drawn by LiftArchive from the shared screenshots.
Control
A 30-pack of 1 oz bags and an 8-pack of 5 oz bags showed the same headline price, with no unit pricing. Shoppers had to work out the value themselves.
Variant
A price-per-ounce message appeared beneath the Add to Cart button for the relevant pack sizes. The product prices did not change.
Why it likely won
Our reading of the result, not the practitioner's claim.
- Two packs at one price look equal. A per-ounce figure makes the better-value option obvious.
- Clear unit value may give buyers the confidence to commit to a recurring order.
- First-time buyers had to compare size, format and purchase type at once, so removing the maths cut effort.
Caveats: Add-to-cart rate fell 12%, and the reason was not isolated. Sample size and duration were not shared.
Who ran it
Blend Commerce ran this test for Jackson's and published the results (Blend Commerce A/B test). The numbers are theirs; the summary and commentary on this page are ours.
Read the original case study on Blend Commerce →
How to run this test on your store
- Hypothesis
- If we show a price per unit near Add to Cart when pack sizes share a headline price, then subscription orders will rise because shoppers can judge value at a glance.
- Primary metric
- Subscription orders per visitor
- Guardrails
- Add-to-cart rate
- Revenue per visitor
- Average order value
- Who should test it
- Consumables brands that sell several pack sizes or offer subscriptions. If each product comes in only one size, or prices differ clearly already, unit pricing adds little.
Questions
Does showing unit price increase sales?
It can when pack sizes are hard to compare.
Jackson's saw subscription orders rise 80%, though overall revenue per visitor rose only 2%.
Where should unit pricing go on a product page?
Close to the buying controls, where the decision happens.
Jackson's placed it directly under the Add to Cart button.
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