# Bulk discount offer, redesigned and retested: +16.85% revenue

- Outcome: Won
- Page type: Site-wide (Ecommerce)
- Elements: Pricing, discounts & savings display
- Test run by: [Paperstone](https://liftarchive.com/practitioners/paperstone/)
- Commentary by: LiftArchive (our analysis, not theirs)
- Original source: https://wingify.com/success-stories/paperstone-revenue/
- Page: https://liftarchive.com/test/paperstone-bulk-discount-offer-retest/

Bulk discounts on select popular products, shown in a more visible redesigned display, lifted revenue by 16.85% and average order value by 18.94%. Paperstone, a UK online office supplies retailer, ran this site-wide test on its own site, and it was published as a VWO case study. It was a second try after the same offer, shown in a sidebar ribbon, made no difference.

## Result

**+16.85% revenue**

- Average order value: +18.94%, even though only some products carried bulk discounts.
- Revenue: +16.85% net, which matters because margins were thin and discounts had to pay for themselves.
- Order value on the bulk-discount offers themselves rose 5%, according to the source.
- Each version had more than 10,000 visitors.

## Control

The site offered no bulk-purchase discounts.

## Variant

Select popular products got bulk discounts, presented in a redesigned way that was more visible than the first test's sidebar ribbon. The exact display isn't described in the source text.

## Why it likely won (our reading)

- The offer was now hard to miss, so the discount could actually influence what people bought.
- Office supply buyers often restock in quantity, and Paperstone's survey showed they expected bulk discounts.
- A visible saving on larger quantities gives buyers a reason to add more units to the same order.

## Caveats

This was a second attempt at the same idea after a flat first test. The source doesn't describe the winning display in text, and no test length or significance level was given.

## How to run this test

- Hypothesis: If we offer bulk discounts on popular products and show them clearly where shoppers choose quantity, then revenue will rise because larger orders outweigh the discount.
- Primary metric: Revenue per visitor
- Guardrail: Gross margin per order
- Guardrail: Conversion rate
- Guardrail: Average order value
- Who should test it: Price-competitive stores selling items bought in quantity, such as office supplies or consumables. If margins can't absorb a discount, or customers rarely buy more than one, it's less likely to pay off.

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Credit: Paperstone ran this test and owns the result. Summary and commentary by LiftArchive (https://liftarchive.com/test/paperstone-bulk-discount-offer-retest/).
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.