Case Study: Trunk Club achieves a 90% increase in stylist productivity with Optimizely

Trunk Club Mobile increases stylist productivity by 90%

Trunk Club, part of Nordstrom, is a personal-styling service that pairs members with stylists who curate clothing “trunks.” As the business scaled, the team faced a surge of low-intent app requests that wasted stylist time; they needed to identify mobile behaviors that signaled genuine purchase intent and make stylist–member interactions more efficient.

Using Optimizely A/B tests, Trunk Club trialed a credit-card gate and a new “like” button. Requiring payment info cut low-quality requests but doubled conversion rates, increasing stylist–member connections by 43% and stylist efficiency by 90%. The “like” feature engaged about 10% of users, boosted merchandise requests ~8.6–9%, and provided richer preference data without cannibalizing trunk requests, yielding higher-quality leads and better business outcomes.

Trunk Club

Michael Cruz

VP Engineering