E-commerce
September 16, 2026
Are you wondering how to increase the average order value on mobile during Prime Day? The answer lies in a simple observation: mobile shoppers buy more frequently, but spend less with each order. This is a major challenge for merchants, as smaller carts mean higher fulfillment costs per order and slimmer margins.
Prime Day 2025 marked a turning point: for the first time, mobile sales surpassed desktop sales, accounting for 53.2% of the $24.1 billion generated outside of Amazon. This shift to mobile is not just a passing trend; it is a fundamental shift redefining sales strategies. The challenge is therefore significant: how do you encourage larger purchases on a screen where attention is limited?
So, how do you increase the average order value on mobile during Prime Day? On the agenda:
Why does mobile generate smaller carts?
What merchandising techniques can boost the average order value?
How can you use post-purchase reminders to build loyalty?
What role does shipping play in profitability?
How can Qstomy help you increase your sales?
Let's get started.
Summary
Why does mobile generate smaller shopping carts?
The observation is clear: mobile shopping carts are on average 32% smaller than those on computers. This difference is explained by several factors related to user behavior. On a smartphone, the purchasing experience is more impulsive, often done during transit or between two tasks. Mobile buyers prioritize speed and convenience, which drives them to buy more frequently, but with lower amounts.
This trend was confirmed by Adobe Analytics data during Prime Day 2025. Consumers adopted mobile for more regular and less expensive purchases. For merchants, this represents a major challenge: the decrease in the average cart value must be offset by a higher volume of orders, which is not always sufficient to maintain profitability.
Understanding this behavior is the first step to adapting your strategy. By knowing mobile purchasing habits, you can design experiences that encourage higher spending, as we will see in the following sections.
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What is the impact of mobile on Prime Day sales?
Prime Day 2025 was a record-breaking event, with online sales reaching $24.1 billion, an increase of 30% compared to 2024. What is even more striking is that for the first time, mobile revenue surpassed desktop revenue, representing 53.2% of the total, or approximately $12.8 billion. This shift is a strong signal for all merchants.
This mobile dominance is not coincidental. It reflects a broader evolution in consumer habits, where the smartphone is becoming the primary shopping tool. For online stores, this means it is imperative to optimize the mobile experience, not only to attract visitors but also to convert them effectively.
The challenge is therefore twofold: to capture this massive mobile traffic and convert it into profitable sales. This requires a redesign of the user experience, but also sales strategies adapted to the specificities of mobile, as we will see.
How can merchandising increase the average basket value?
Merchandising is a powerful lever to increase the average basket size, even on mobile. Classic techniques like up-selling, cross-selling, and product bundling are particularly effective, provided they are adapted to the smaller screen. The goal is to offer relevant suggestions at the right time, without overloading the interface.
For example, a clothing store can offer "complete look" sets right next to the purchase button or directly in the shopping cart. This approach encourages the buyer to add complementary items without extra effort. Similarly, progressive discounts are highly effective: displaying a message like "Spend $10 more to get 15% off" motivates the customer to complete their order.
A visual progress bar is another powerful tool. It shows the customer how close they are to the next discount tier, encouraging them to add items. These techniques, well integrated into the mobile experience, can significantly increase the average order value.
Which cross-selling techniques work on mobile?
Mobile cross-selling requires a different approach than desktop. Space is limited, and user attention is more volatile. Therefore, you must be strategic in the choice of suggested products and their placement. Recommendations must be relevant and appear at the right moment, for example, after adding an item to the cart.
Suggestions like "customers also bought" or "complete your order" are effective, but they must be concise. A list of two or three products maximum is ideal. It is also important to make adding these products very simple, in just one click, so as not to interrupt the purchase flow.
Another technique consists of offering bundles or packs at an advantageous price. For example, offering a discount on a set of complementary products. This approach increases the perceived value and encourages the customer to spend more, while simplifying their decision-making process.
How do volume discounts boost sales?
Progressive discounts are an incredibly effective incentive to increase the average cart value. The principle is simple: the more the customer spends, the higher the discount. This technique plays on the psychology of the buyer, who seeks to maximize the value of their purchase. On mobile, it is particularly relevant because it is easy to communicate.
A clear message like "Spend $15 more and get a 10% discount" is highly motivating. To reinforce this effect, you can display a progress bar that fills up as the customer adds items. This visualization creates a sense of accomplishment and drives them to complete the order.
It is important to set realistic discount tiers that encourage additional spending without seeming out of reach. For example, a first tier at $50, a second at $100. This strategy is simple to implement and can have a significant impact on your revenue, especially during events like Prime Day.
Why is retention crucial on mobile?
More frequent and smaller mobile purchases offer a unique opportunity: that of building customer loyalty through regular engagement. Each purchase is an occasion to strengthen the relationship and encourage the customer to return. Customer retention is all the more important as acquisition costs are high.
On mobile, direct communication channels like SMS or push notifications are highly effective. After a purchase, you can send a thank-you message, followed by personalized recommendations or special offers. These reminders prompt new purchases and increase the customer's lifetime value.
Loyalty programs are also an excellent way to reward repeat purchases. By offering points with each order, you encourage the customer to return to accumulate benefits. This strategy transforms one-off purchases into a lasting and profitable relationship.
How do post-purchase reminders increase revenue?
Post-purchase reminders are an often under-exploited revenue driver. After an initial order, the customer is more receptive to the brand's communications. This is the ideal time to send follow-up messages, complementary product recommendations, or exclusive offers. These actions generate additional sales at a low cost.
On mobile, SMS and push notifications are the most effective channels for these reminders. They are immediate and have a high open rate. For example, you can send a message a few days after the purchase to suggest a product that pairs well with the one already ordered.
It is important not to be too pushy. One or two well-targeted messages per week are enough. The goal is to remain present in the customer's mind without harassing them. This follow-up strategy can significantly increase purchase frequency and average cart value in the long term.
What is the impact of delivery on profitability?
Delivery has a direct impact on profitability, especially when shopping carts are small. More frequent and lower-value orders mean proportionally higher processing costs. Each order requires packaging, labor, and shipping fees, regardless of its total amount.
Shipping multiple items together is much more efficient than sending multiple packages separately. That is why encouraging customers to consolidate their purchases is crucial. Merchandising techniques like progressive discounts or bundles are effective ways to achieve this.
Reducing packaging costs by using lighter materials may seem like a solution, but it increases the risk of damage, returns, and dissatisfaction. A better approach is to optimize order size. By increasing the average cart value, you reduce the shipping cost per item and improve your margins.
How can you encourage larger orders?
Encouraging larger orders is the key to countering the decline in the average basket value on mobile. This involves a combination of merchandising, communication, and incentive strategies. The goal is to guide the customer toward larger purchases, without forcing them.
Progressive discounts are an excellent starting point. Offering a discount on the next order threshold motivates the customer to add items. Bundles and value packs are also very effective, as they increase the perceived value of the offer.
Communication also plays a key role. Use clear and visual messages to show the benefits of a larger basket. For example, display free shipping starting from a certain amount. These incentives, well-integrated into the mobile experience, can transform impulse purchases into more profitable orders.
What lessons can be learned from Prime Day data?
Prime Day 2025 data is a goldmine for merchants. It confirms a fundamental trend: mobile has become the main sales channel, but with smaller baskets. This information is crucial for adapting your long-term strategy.
The first lesson is that the mobile experience must not be neglected. A site not optimized for mobile will lose sales, especially during major events. The second lesson is that mobile offers unique opportunities for loyalty through direct communication channels like SMS.
Finally, this data shows that the average basket challenge is surmountable. By combining effective merchandising techniques, targeted communication, and delivery optimization, you can increase the value of each order. Prime Day is an excellent testing ground for these strategies.
How does Qstomy help increase the average basket value?
Qstomy, as a Shopify AI agent, is a valuable ally in increasing your average order value on mobile. It acts as an intelligent shopping guide, offering personalized recommendations, cross-selling, and upselling at the right moment. Its goal is to transform every visit into a more profitable order.
Concretely, Qstomy analyzes your visitors' behavior to suggest the most relevant products to them. It can also manage package tracking and after-sales service, freeing up time for you to focus on your strategy. By improving the shopping experience, it encourages customers to spend more.
With over 100 merchants supported, Qstomy has proven its effectiveness. It integrates easily into your Shopify store and helps you maximize your revenue, even during high-traffic events like Prime Day. It is a profitable investment for any store wishing to increase its average order value.
What is the checklist for optimizing the average order value on mobile?
Here is a concise checklist to help you optimize your average order value on mobile, based on the strategies discussed in this article.
In brief
Merchandising: use up-selling, cross-selling, and bundles.
Incentives: implement progressive discounts and progress bars.
Loyalty: send post-purchase reminders via SMS or notifications.
Shipping: encourage order consolidation to reduce costs.
Tool: use Qstomy for personalized recommendations.
FAQ
Why is the average order value lower on mobile? Mobile purchases are more impulsive and frequent, with lower amounts.
How to increase the average order value on mobile? By using merchandising techniques, progressive discounts, and personalized recommendations.
What is the impact of shipping on profitability? Smaller carts increase shipping costs per item, reducing margins.
To go further: How to increase sales of an e-commerce store? - Qstomy, How to calculate average order value and increase it - Qstomy, Shipping strategies: reduce costs and increase sales - Qstomy, How to integrate Shopify with Amazon for products, stock, and reviews? - Qstomy, What is the average e-commerce cart? - Qstomy, Increase sales with smart product recommendations - Qstomy, What e-commerce strategy for a small brand under $100,000/month? - Qstomy.
Enzo
September 16, 2026
