Again Faster Europe

At a glance 

• Average order value increased by over 70% over 5 years 

• Finance customers spend 30 - 40% more per order than non-finance customers

• Zero chargebacks across the entire partnership 

• Sustained ~60% YoY growth at scale

The challenge: demand was there - completed sales weren’t
PSCL Beds had no shortage of demand. 

As the business scaled, average order value increased by over 70% over 5 years. But as basket sizes grew, the business faced a familiar challenge for growing retailers: customers still wanted to buy, but larger purchases meant more hesitation at checkout. 

The product hadn’t changed. Demand was still strong, but conversion dropped.

This is a common pattern for retailers moving into higher value sales. Growth brings bigger baskets - but also more considered purchase behaviour. The risk feels higher, and timing matters more, and without the right payment options more customers abandon their purchase before completing checkout.

PSCL Beds could see the opportunity clearly: They didn’t need more demand, they needed a better way to convert it into revenue.
Why existing payment options weren’t enough 
Like many merchants, PSCL already offered  Buy Now Pay Later (BNPL) style options. While effective for lower-value purchases these became less impactful as basket size increased.

Even with flexible options in place, customers were still hitting an affordability barrier at checkout - particularly on higher value purchases.

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“With higher average order values splitting that into three payments is still a big commitment for our customers.”

Max Wilson, Pascal Beds

 The turning point: making affordability visible at checkout 
PSCL Beds needed a way to: 


• Make higher-value purchases more accessible 

• Reduce drop-off at the point of decision 

• Increase completed sales without relying on discounts 

 
They were open to introducing retail finance solution - but only if it aligned with how they wanted to operate:

“I don’t want to charge customers interest - that goes against how we want to operate as a business. If someone is buying something for their home, the experience should feel straightforward, not like they are being caught out on cost”

That meant: 

• 0% interest finance for customers 

• Avoiding an additional FCA licensing burden for the business 

• A simple checkout experience 

• Easy integration into the purchase journey 

Zopa Retail Finance enabled PSCL Beds to offer finance directly at checkout, making it easier for customers to spread the cost while integrating seamlessly into the checkout journey.
The trade-off: lower margin per order, higher value per customer 
PSCL Beds made a deliberate decision: Absorb that cost rather than pass it on to customers, confident that more completed purchases and larger basket sizes would outweigh the investment. 

This wasn’t a short term tactic - it was a strategic choice about how to scale.
The impact: more completed sales, higher basket size, better customers 
The results were immediate. 

“As soon as we launched, we saw an immediate lift in conversions.” 
 But the bigger shift was in customer behaviour. Finance didn’t just help customers complete more purchases- it changed what they bought. 

The results included:


• Finance customers spending on average 30–40% more per order

• Higher average order values

• Increased product upgrades and add ons 

• More high value baskets completed at checkout 

“Finance customers spend more -  and they’re the least complaint-prone.” 

Just as notable was the quality of those sales: 

“We’ve had zero chargebacks across the entire partnership.” 
In a category where disputes are common, it’s a powerful indicator that customers are buying with confidence.
Scaling with Zopa
As finance adoption increased, operational simplicity became just as important as conversion. 

Moving to Zopa Payments alongside Retail Finance improved reliability and simplified day-to-day operations.
Why PSCL chose Zopa
“Zopa stood out because it made it easy for customers to afford higher-value purchases -  without adding friction or complexity for us”

With finance and payments working together, PSCL Beds could scale without adding complexity.
The takeaway for merchants 
PSCL Beds didn’t need to create more demand. They needed a better way to turn demand into completed sales. 

By introducing Zopa Payments and Zopa Retail Finance they: 


• Increased completed purchases on higher-value orders 

• Finance customers spend 30-40% more per order 

• Improved customer quality with zero chargebacks 

• Maintained their no-interest brand promise.


For retailers selling higher-value products, growth doesn’t come from more traffic -  it comes from making it easier for customers to buy.