Longtime client Hyperlite Mountain Gear is a manufacturer of ultralight backpacking equipment loved all over the world.
Hyperlite Mountain Gear has significantly expanded its product catalog over the past few years—from just four packs when we initially partnered to now upwards of twenty. With this increase in options, Hyperlite Mountain Gear needed new tactics to differentiate their products and better match potential customers with the right pack.
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One of the inherent challenges in e-commerce is the reliance on customers to navigate and select products independently. Unlike in physical retail, it's harder to observe when a potential customer needs guidance and intervene with assistance. To address this gap, we implemented a meticulously crafted product finder quiz to boost consumer confidence in choosing the right product and reduce support inquiries while enhancing first-party data.
Collaborating with OctaneAI, a leader in ecommerce quizzes, and in close partnership with Hyperlite Mountain Gear's marketing and R&D team, we developed a branching quiz. We then seamlessly integrated it with their email platform (Klaviyo) and customer data platform (Optimizely) to enrich and segment customer data.
With almost no investment after the initial buildout, Hyperlite Mountain Gear has been able to realize a dramatically efficient return on investment on the project. Site visitors who take the quiz are more likely to purchase, tend to purchase at a higher average order value, and—when they don’t purchase instantly—are able to be targeted with increasingly specific segmentation.
In a shop, someone notices you hesitating. Online, nobody does.
That is the whole problem a product finder quiz solves. Hyperlite's range had grown from four packs to more than twenty, and the differences between them are real but hard to self-diagnose. A customer who cannot work out which one is theirs does not ask — they leave. The quiz is the salesperson walking over.
It pays twice. Quiz takers convert at 450% above site average and order around 200% larger, which is the obvious return. The less obvious one is that a 76% completion rate and a 45% email opt-in turn a browsing session into first-party data, so the visitor who does not buy today is someone you can say something specific to tomorrow.
Built once, wired into Klaviyo and the customer data platform, and earning ever since on almost no further investment. Guidance is cheaper to automate than most teams assume.
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