How Moss Bros. Group used behavioral insights to boost revenue by +13%

The company

Moss Bros. Group is one of the U.K.'s leading menswear brands, specializing in suits, tailoring, and casual wear. The brand aims to "inspire and guide, helping men feel amazing whatever the occasion".

The challenge

Using Contentsquare, the digital team at Moss Bros. Group noticed users on their website were dropping off between their product detail pages (PDPs) and checkout. The scroll rate on the product pages was also lower than on other pages across the site.

The solution

Further analysis in Contentsquare’s Heatmaps capability showed visitors who interacted with reviews and recommended products on the product page were more likely to convert.

Zone-based Heatmap of Moss Bros. Group review footer showing a high conversion rate

Through the company's testing platform, Dynamic Yield by Mastercard, they built a tabbed approach to their PDPs, ensuring customers could see the product description, reviews, and recommended products just below the fold.

The results

Changes made based on these Contentsquare insights drove significant results for Moss Bros. Group, including

• +14% increase in progression from product page to basket

• +13% increase in conversion

• +13% increase in revenue