Free-shipping strip on Showpo mobile product pages: +6.09% revenue
Commentary byLiftArchiveOur analysis, not theirsA free-shipping strip on Showpo's mobile product pages, showing how much more a shopper needed to spend to qualify, lifted revenue by 6.09% over 44 days, about $22,080 extra.
Wingify Services ran this test for the fashion retailer Showpo, and it was published as a VWO case study.
A second version that added a pop-up did worse, because the pop-up hid the strip.
- Revenue (mobile): +6.09% for variation 1, the strip without a pop-up, or about $22,080 extra over 44 days.
- Variation 1 also drove more upselling, with shoppers adding more items.
- Variation 2, with a pop-up, trailed variation 1. Shoppers could not see the strip clearly and went to the cart without adding more.
- Variation 1 is now shown to all Showpo users.
The change
The winning variant adds a free-shipping strip that shows how much more to spend.
Simplified mockup drawn by LiftArchive from the shared screenshots.
Control
Mobile product pages had no free-shipping message.
Variant
Variation 1 added a Free Shipping strip on product pages that also showed the amount left to qualify. Variation 2 added the same strip plus a pop-up.
Why it likely won
Our reading of the result, not the practitioner's claim.
- Showing the remaining amount gives shoppers a clear target, which nudges them to add another item.
- The strip stays visible while shopping, so the message is there when the decision is made.
- The pop-up covered the strip, which weakened the very message being tested.
Caveats: Revenue figures are reported by the testing vendor, and no sample size or confidence level was shared. Desktop and tablet were tested separately with a similar result.
Who ran it
VWO ran this test for Showpo and published the results (VWO case study). The numbers are theirs; the summary and commentary on this page are ours.
Read the original case study on VWO →
How to run this test on your store
- Hypothesis
- If we show a free-shipping strip on product pages with the amount left to qualify, then shoppers will add more items because they can see how close they are to free shipping.
- Primary metric
- Revenue per visitor
- Guardrails
- Average order value
- Conversion rate
- Shipping cost as a share of revenue
- Who should test it
- Stores with a free-shipping threshold near their typical order value, especially in fashion and other categories where adding a small item is easy. If shipping is always free or the threshold is far above most orders, the strip has less pull.
Questions
Does a free shipping bar increase order value?
It often does when the threshold is within reach.
In this test, the strip lifted mobile revenue by 6.09% through more upselling.
Should I use a pop-up to announce free shipping?
Test it carefully. Here, the pop-up version did worse because it covered the strip shoppers needed to see.
Where should a free shipping message go?
Somewhere it stays visible while people shop, such as a strip on product pages.
Showing the remaining amount makes it more useful.
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