Background
Venice Body, a renowned brand in the skincare market, sought assistance from Aybee to boost sales by optimizing the pricing strategy of their best-seller product, “Self-Tan Drops.”
The primary objective was to identify the optimal price point among three options: the current price of 35.99€, a lower price of 24.99€, and an intermediate price of 32.99€. Additionally,Venice Body aimed to enhance the perceived value and competitive edge of their product against top competitors.
Übrigens: Alles rund um Marktforschung auf einen Blick gibt es in unserem Marktforschung ABC
Business Questions
- Should Venice Body decrease the price from 35.99€ to 24.99€ or 32.99€
- How can Venice Body improve their product to increase sales?
- How does Venice Body’s product compare to the main competitors?
Methodology
Aybee did a pricing test with three prices: 35.99€, 24.99€, and 32.99€. This test was done using a monadic method, meaning each person only saw one price to keep it fair. Here’s how it worked:
- 600 people took part, with 200 people seeing each price.
- Each person was shown just one price to avoid any bias.
- This helped us see how different prices affect what people decide to buy.
By using this method, we got clear results about which price people liked best.
Results
The analysis revealed that maintaining the price at 35.99€ generated the highest revenue.Lowering the price did not lead to increased sales volume sufficient to compensate for the lower price, indicating that consumers valued the product’s quality at the higher price point.
Detailed Insights and Recommendations
From the test results, it became evident that a price reduction was not the optimal strategy.Instead, the focus should be on reinforcing the product’s superiority to justify its premium pricing. Here are the detailed insights and recommendations:
- Product Superiority - Consumers value the quality of Venice Body’s “Hyaluronic Self-Tan Drops,” noting its low margin of side effects, premium packaging, key benefits, and ease of integration with daily skincare routines. The product’s unique formulation with hyaluronic acid and its dual benefits of self-tanning and anti-aging make it stand out in the market.
- Marketing Communication - Emphasizing the anti-aging benefits and hyaluronic acid content in marketing materials can further enhance perceived value. Highlighting these aspects in the primary and secondary images can effectively communicate the product’s superiority.
- Visual Strategy - Venice Body has already initiated a change by updating the primary image to emphasize the anti-aging effect using a magnifying effect on the packaging. This strategy should be extended to include redesigned secondary images to showcase the ease of mixing the product with daily skincare routines and to highlight the product’s key benefits.
- Competitive Positioning - To strengthen competitive positioning, Venice Body can draw inspiration from competitors like Asam and Garnier, who effectively communicate product benefits through visual strategies. Through our test environment, we know the drivers and barriers for each competitive product. Weal ways know why consumers buy brand A, B, or C. Using this knowledge, Venice Body can refine their messaging and marketing strategies to better compete in the market.
ROI Case for Venice Body
Background
In the first week of May, Venice Body collaborated with Aybee to conduct a pricing A/B/C test and implement recommended changes to their product’s primary and secondary images. The aim was to optimize the pricing strategy and enhance the perceived value of their best-selling “Hyaluronic Self-Tan Drops.” This case study evaluates the return on investment (ROI) resulting from these interventions.
Investment and Costs
- Total cost: 3.000€
Revenue Analysis
- Revenue in March & April (Before the test): 52,252€
- Revenue in June & July (After the test): 67,400€
The implementation of the recommended changes resulted in an increase of 15,148€ in revenue over the two months following the changes.
By investing 3.000€ in a pricing test and implementing strategic changes to their product images, Venice Body achieved a significant increase in revenue, resulting in an ROI of 405%within 2 months. This clearly demonstrates the value of the test and the effectiveness of Aybee’s recommendations in driving sales and enhancing the product’s market performance.
The success of this case study highlights the importance of continuous optimization and strategic marketing in achieving business goals. Venice Body’s collaboration with Aybee notonly optimized their pricing strategy but also provided valuable insights into consumer behavior and market positioning. This approach can serve as a blueprint for other companies looking to enhance their market performance and achieve high returns on investment.
🏔️ CHALLENGE
Emma Sleep, a leading mattress brand with €645M in annual revenue, needed to determine which primary image drives the highest conversion on Amazon's highly competitive marketplace.
♟️ CLIENT'S HYPOTHESIS
Emma believed that a simple trust badge would outperform technical complexity in driving customer confidence and conversion.
💰 AYBEE TEST RESULTS
The "Made in Germany" trust badge delivered a +22.8% revenue increase compared to the control image, while the technical layered design actually decreased performance. Trust signals proved more effective than visual complexity.
📊 ACTION POINTS:
Implement the "Made in Germany" badge in the hero image and keep visuals simple. Avoid overwhelming customers with technical details—focus on clear trust signals that align with what drives purchase decisions: reliability, comfort, and ease.
✅ OUTCOME:
We helped Emma validate their design strategy before risking live performance. The simple trust badge generated +22.8% more revenue with statistical significance, proving that clarity and credibility outperform complexity on Amazon.
Key Details
- Client: Emma Sleep
- Industry: Consumer Goods / Sleep Products
- Market: 30+ countries, €645M annual revenue
- Use Case: Hero Image Optimization for Amazon
- Participants: 1,200 Amazon shoppers, segmented by market
The Full Story
The Amazon Optimization Challenge
Emma Sleep, one of the world's leading mattress brands with a presence in over 30 markets and €645 million in annual revenue, faced a critical question: what type of hero image drives the highest conversion on Amazon?
In Amazon's crowded mattress category, the primary product image is often the first—and sometimes only—touchpoint with potential customers. Emma had three design directions to choose from, but launching the wrong image could cost them significant revenue and market share.
Rather than relying on internal opinions or risking live A/B tests that could hurt performance, Emma partnered with Aybee to validate their design options in a controlled, realistic shopping environment.
The Test
Aybee designed a behavioral A/B/C simulation with 1,200 Amazon shoppers segmented by market. Participants browsed a realistic Amazon storefront featuring eight mattress products, including Emma, without knowing which product was being tested.
Three hero image variations were compared:
- Scenario A (Control): Emma's current product image
- Scenario B ("Made in Germany"): Current image with a "Made in Germany" trust badge
- Scenario C (Layered Design): Technical mattress layer breakdown showing internal construction
Every interaction was tracked—from initial clicks to final purchase decisions—capturing not just conversion rates, but the psychological drivers behind each choice.
The Clear Winner
The results revealed a decisive winner: Scenario B, featuring the "Made in Germany" trust badge, outperformed both alternatives with statistical significance (p < 0.03, 97% confidence level).
Performance comparison:
.png)
The "Made in Germany" badge delivered a +22.8% revenue increase compared to the control, while the layered design—despite requiring more design effort—actually decreased performance across all metrics.
.png)
The Psychology Behind the Numbers
Aybee's qualitative analysis revealed why the trust badge won:
✅ Trust Wins
- The "Made in Germany" badge increased perceived reliability and quality
- 17% of buyers explicitly mentioned it as a reason to click or purchase
- It served as a quick, credible signal in a category where trust is paramount
🧠 Visual Complexity ≠ Better Performance
- The layered design (Scenario C) confused or overwhelmed users
- Shoppers didn't want to decode technical details—they wanted reassurance
- It achieved the lowest opening and buying rates despite higher production effort
🔑 What Actually Drives Mattress Purchases
- 25% relied on brand recognition
- 13% mentioned certifications and clear feature icons
- 20% appreciated health and comfort benefits (e.g., back pain relief)
The data made it clear: customers don't buy mattresses based on technical specs—they buy based on trust, comfort, and ease of decision-making.
The Strategic Decision
Armed with these insights, Emma implemented a clear image strategy:
- Use the "Made in Germany" trust badge as the hero image element
- Keep visuals simple and uncluttered—avoid overwhelming technical details
- Focus messaging on what customers care about: trust, comfort, and reliability
- Test before risking live performance—even small changes can have significant revenue impact
The Impact
By validating their design strategy before implementation, Emma:
- Increased revenue by +22.8% with a simple trust signal
- Avoided the costly mistake of using the layered design (which would have decreased revenue by 19%)
- Gained actionable insights into customer psychology and decision drivers
- De-risked their Amazon strategy with statistically significant data
As Emma's team reflected:
"Our A/B/C test with Aybee helped us validate which design truly builds trust and drives conversion – before risking live performance."
Why This Matters
This case study demonstrates a critical truth in e-commerce design: simplicity and trust outperform complexity and detail. Brands often assume that showing more information builds credibility, but customers making quick decisions on Amazon need clarity, not complexity.
Aybee's behavioral simulations allow brands to:
- Test visual strategies before risking live sales—even small changes can have large effects
- Understand what truly drives customer decisions, not just what looks impressive internally
- Validate design choices with statistical confidence before committing to production
- Optimize for what customers care about: trust, comfort, and ease
Want to run your own image or feature test?
With Aybee, test visuals, formats, or messages in a real buyer environment—before you invest in production or advertising.
Validate before you launch. Optimize before you invest.
