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

The company

Moss Bros. is one of the UK'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 noticed users on their website were dropping off between their product detail pages and their 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, showed that visitors who interacted with reviews and recommended products on the product page were more likely to convert.

Zone-based Heatmap of Moss Bros. showing high conversaion rate on review footer

Through Moss Bros’ testing platform, Dynamic Yield by Mastercard, they built a tabbed approach, ensuring that customers could see the product description, reviews, and recommended products just below the fold.

The results

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

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

• +13% increase in conversion

• +13% increase in revenue