# Matching straps cross-sell in the cart drawer: -10% to -12% revenue

- Outcome: Lost
- Page type: Cart (Ecommerce)
- Elements: Cart drawers & slide carts, Upsells & cross-sells
- Test run by: [Convertibles](https://liftarchive.com/practitioners/convertibles/)
- Commentary by: LiftArchive (our analysis, not theirs)
- Original source: https://convertibles.dev/blogs/case-studies/cart-drawer-accessory-cross-sell-case-study
- Page: https://liftarchive.com/test/premium-bags-cart-drawer-strap-cross-sell/

Showing straps that customers often buy with each bag in the cart drawer lowered revenue per visitor by 10.3% to 12.4%. Convertibles ran this test for a premium bag brand for 15 days. Basket size held steady, but fewer shoppers completed a purchase, so nothing was shipped.

## Result

**-10% to -12% revenue**

- Version 1 (one row for the cart): -12.4% revenue per visitor, with an 11% probability to beat control. A clear loss.
- Version 2 (row under each bag): -10.3% revenue per visitor. Also a loss.
- Order value stayed about the same. The drop came from fewer people buying.
- Orders per version ranged from 309 to 344 among shoppers who opened the drawer.

## Control

The existing cart drawer, which on some bags showed the theme's single 'pair with' product.

## Variant

Version 1 added one row above the subtotal with the top 3 straps for the whole cart. Version 2 added a row of each bag's top 3 straps right under that bag. Picks came from 30 days of orders, ranked by how often each strap was bought with each bag.

## Why it likely lost (our reading)

- A premium bag is a considered purchase. A row of straps next to checkout reopens the decision: which strap, which color, do I need one.
- Both layouts lost by similar amounts, which points to the timing of the offer rather than its design.
- Products that are often bought together are not always ones shoppers want to decide on at the same moment.

## Caveats

The test ran 15 days with about 309 to 344 orders per version, which is a fairly small sample. Only the cart drawer was tested; the full cart page stayed the same.

## How to run this test

- Hypothesis: If we show accessories that are often bought with the main product in the cart drawer, then revenue per visitor will rise because shoppers add a relevant item before checkout.
- Primary metric: Revenue per visitor among shoppers who open the cart
- Guardrail: Conversion rate
- Guardrail: Average order value
- Guardrail: Checkout start rate
- Who should test it: Stores with low-priced main products and quick add-ons may see a different result. For high-ticket, considered purchases, test placing the accessory after purchase or as a gift before putting it next to checkout.

---

Credit: Convertibles ran this test and owns the result. Summary and commentary by LiftArchive (https://liftarchive.com/test/premium-bags-cart-drawer-strap-cross-sell/).
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.