Case Study: Mountain Warehouse achieves up to 7.5% increase in purchases with SiteSpect through sale pricing optimization

Mountain Warehouse Optimizes Sale Pricing

Mountain Warehouse, a UK outdoor-clothing retailer, needed to optimize how sale prices were displayed to drive conversions. Their previous tag-based tool made multivariate testing difficult, couldn’t test consistently on their single‑page app, and caused flicker that may have biased results—so in 2019 they switched to SiteSpect to remove flicker and run a full multivariate experiment.

Using a 24-variation MVT that tested savings format, previous-price treatment, sizing, and “now/was” wording (later iterated down to six variants), they found showing savings as a percentage and using an animated strikethrough performed best. Across devices, percentage savings increased Adds to Cart by 2.95% and Purchases by 4.16%; a combo of percentage + animated strikethrough + no “now” lifted Adds to Cart 2.64% and Purchases 3.67%, with tablet/desktop uplifts nearing 9.6% and 8.8% respectively (smartphone gains were smaller). Mountain Warehouse plans further tests to determine when to show pounds vs. percentages by price level.

Mountain Warehouse

Will Fielding

Mountain Warehouse