h1

Auto-Add: Friend or Foe

October 4, 2018

A common technique in Configure Price Quote systems is to automatically add something to the Shopping Cart once a ‘parent system’ is loaded by the user. Unless the Manufacturer mandates the addition it can easily be removed or displaced. Question is: if the software, hardware or service is not mandatory why add it in the first place? Common answers:

1. It’s recommended by the Manufacturer or Channel Partner.
2. You’re probably going to add it anyway.
3. People are forgetful.

The real answer though is: it delivers significant improvement in ‘pitch rate’ and this ultimately leads to an improvement in ‘attach rate’. Pitch being what is quoted, Attach being what is sold. channelcentral has seen up to 100% increases in pitch rates with Auto Add. Yes it’s a blunt instrument but hey.

Friend or foe? It’s about making the recommendations relevant and appropriate. If you are trying to attach a $2,000 service to a $500 System Unit it will most likely end in ‘serial deselection’ by users and a few complaints to boot. If you are adding several items to the Shopping Cart the user will be confused and abandon.

Get it right and you’ll see numbers improve, get it wrong and utilization could suffer. Better still analyse deselections and what products are commonly used to displace the auto-add. Continuous improvement. Make it easy to remove but make it as easy to add an alternative product (use Top Recommended Options or Product Sub-Filters to help the user).

Auto-add: friend if done right, foe if not.

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s

%d bloggers like this: