KartKart
AOV $45 → $62
KartKart had healthy traffic and a low AOV that was eating their margin. In four weeks we redesigned the cart, launched bundle PDPs, and set a smart free-ship threshold — pushing AOV from $45 to $62.
What was broken
KartKart sold home goods with a $14 fulfilment cost per order. AOV had drifted down to $45 as discount-driven traffic grew. They were profitable on subscription customers but losing money on first orders. Cross-sells existed but were dumped at the bottom of the cart where 80% of users never scrolled. Email flows pushed single-product offers, not baskets.
What we did
- 1
Modelled margin against AOV. Identified $58 as the break-even threshold and $62 as the target for healthy margin.
- 2
Rebuilt the cart with sticky cross-sell shelf above the fold, plus a progress bar to the free-ship threshold at $65.
- 3
Launched 4 bundle PDPs (kitchen starter, bath set, etc.) priced 18% below sum-of-parts.
- 4
Reworked Klaviyo flows to recommend bundles, not single SKUs. Browse-abandon now sends the bundle the user almost completed.
- 5
Triple Whale integration so the team sees AOV by channel daily and can pause underperforming creatives fast.
How it unfolded
Break-even at $58, target $62. Sprint backlog.
Sticky cross-sells, progress bar, free-ship threshold.
4 bundles live. Klaviyo flows rewritten.
Triple Whale, daily AOV dashboard, win locked in.
“First orders went from a loss leader to a profit centre in a month. We finally stopped fearing scale.”