# Removing the upsell step from a product finder: est. €820K+ uplift

- Outcome: Won
- Page type: Other (Ecommerce)
- Elements: Product finder quizzes, Upsells & cross-sells
- Test run by: [Visually](https://liftarchive.com/practitioners/visually/)
- Commentary by: LiftArchive (our analysis, not theirs)
- Original source: https://visually.io/public/case-studies/loop-earplugs
- Page: https://liftarchive.com/test/loop-earplugs-remove-upsell-step-configurator/

Removing the upsell step from its product configurator earned Loop Earplugs an estimated €820,000+ in extra revenue over six months. Visually ran this test with the Loop Earplugs CRO team and published it as a Visually case study. The figure is the vendor's revenue estimate, and no conversion rates were given.

## Result

**est. €820K+ uplift**

- Estimated revenue uplift: €820,000+ over six months.
- This is a projected revenue figure, not a measured conversion rate, and the method behind it was not shared.
- Shoppers lost the chance to add upsells in the flow, but the gain from fewer drop-offs outweighed it.

## Control

The configurator, which helps shoppers pick the right earplugs, had an upsell step at step 4. Around 60% of shoppers dropped off at that step.

## Variant

The upsell step was removed, so shoppers went from choosing their product straight to buying.

## Why it likely won (our reading)

- The team believed the upsell options caused friction and confusion, and the result fits that view.
- An extra step late in a guided flow asks for a new decision just when the shopper is ready to buy.
- A high drop-off at one step is a strong sign that step is the problem.

## Caveats

This is a vendor case study. The €820,000+ is an estimate over six months, and sample size, significance and conversion figures were not shared.

## How to run this test

- Hypothesis: If we remove the upsell step from our product configurator, then more shoppers will finish and buy because the flow ends once they have chosen their product.
- Primary metric: Configurator completion to purchase rate
- Guardrail: Average order value
- Guardrail: Revenue per visitor
- Guardrail: Attach rate of former upsell items
- Who should test it: Stores with a quiz or multi-step product finder where one step shows a sharp drop-off. Keep the upsell if it barely changes completion and adds a lot to order value.

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Credit: Visually ran this test and owns the result. Summary and commentary by LiftArchive (https://liftarchive.com/test/loop-earplugs-remove-upsell-step-configurator/).
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.