Using Merchandising to Increase Average Order Value
Where We Started
Our client, a national eCommerce lighting retailer, manages a catalogue of over 45,000 SKUs across hundreds of vendors. At that scale, product discovery becomes one of the biggest challenges in ecommerce.
The client needed a way to actively curate a catalogue too large to sort manually, one that surfaced the right products at the right time, spoke to customers in the terms they actually search in, including in French, and adapted collections to what’s trending in the industry.
The Turning Point
We used Boost, a merchandising and search platform for Shopify, to build a system that went well beyond default sorting or “what looks nice” collection pages. The strategy focused on three core areas.
The first was product discoverability, ensuring customers were consistently shown the most relevant products based on merchandising performance and business priorities.
The second was search relevance, improving how customers found products regardless of the language or terminology they used.
The third was collection curation, keeping key collections aligned with evolving customer demand and merchandising priorities rather than relying on static organization.
Throughout the project, we worked closely with the operations team to ensure merchandising decisions reflected operational realities as well as customer behaviour and commercial performance.
Our Approach
Performance-Based Merchandising
Search Optimization
Multilingual Search
Collection Curation
The Outcome
Over the course of the following quarter, with nearly 50,000 SKUs under active merchandising management, the results were clear.
The improvements across conversion rate, average order value, and total sales reflect a catalogue that was working more effectively. Better product discoverability and more intentional merchandising helped customers find the right products faster and purchase with greater confidence. At this scale, that’s the difference between a catalogue that’s simply large and one that’s actively curated.