How PSCL Beds turned high-value demand into completed sales

At a glance

PSCL Beds had no shortage of demand. As the business grew, average order value increased by more than 70% over five years. But as basket sizes grew, more customers began hesitating at the final step at checkout.  

Pay in three no longer made big purchases feel manageable, so the founders added Zopa Retail Finance with 0% interest for customers and moved to Zopa Payments.  

Conversions lifted from launch, finance customers spend 30–40% more per order, and there have been no chargebacks throughout the partnership.  

The challenge: demand was there, completed sales weren't

PSCL Beds never had a demand problem. As the business scaled, average order value grew by more than 70% over five years.  

But bigger baskets brought more hesitation at checkout. The product hadn't changed. Conversion dropped. It's a common pattern for retailers moving into higher-value sales. The risk feels bigger, the timing matters more, and without the right payment options, more customers walk away before they pay.  

format_quote

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

Usmain Latif

PSCL Beds Co Founder

Why buy now, pay later wasn’t enough

PSCL Beds already offered buy now, pay later (BNPL) style solutions. Those options worked well for lower-value purchases but had less impact as baskets grew. Even with payment flexibility available, customers were still hitting an affordability barrier at checkout, especially on higher-value orders. 

What PSCL Beds needed

The team realised they needed a different approach. One that genuinely improved affordability without relying on discounts.  

The solution: 0% finance at checkout, on their terms

PSCL Beds was open to introducing a retail finance solution, but only if it aligned with the company’s values and customer experience. The requirements were clear: 

• 0% interest finance for customers 

• A simple checkout experience 

• Easy integration into the purchase journey  

• Minimal operational complexity  

format_quote

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.

Zopa Retail Finance lets PSCL Beds offer finance directly within the checkout journey, making purchases more accessible by allowing customers to spread the cost over time.  

A deliberate trade-off: 0% finance means a lower margin on each order

Rather than passing the cost of finance on to customers, the business chose to absorb the investment.  

The thinking was simple. If affordability could help more customers complete their purchases, improved conversion and larger basket sizes would outweight the cost.  

This wasn’t a short term promotion. It was a strategic decision about how to grow the business.  

The results: more completed sales and bigger baskets

• 30–40% more spend per order from finance customers  

• Zero chargebacks across the partnership  

The bigger shift was in customer behaviour. Finance didn't only help customers complete more purchases. It changed what they bought: 

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

• Higher average order values 

• More product upgrades and add-ons 

• More high-value baskets completed at checkout 

Higher spend, and no chargebacks

Chargebacks are common in this category, so the quality of those sales matters as much as the volume. Across the whole partnership, PSCL Beds has had none, a sign that customers are buying with confidence.  

format_quote

We've had zero chargebacks across the entire partnership.

Scaling with Zopa Payments and Retail Finance

As finance use grew, simple operations became as important as conversion. Moving to Zopa Payments alongside Zopa Retail Finance made things more reliable and simplified day-to-day work. With finance and payments working together, PSCL Beds could scale without adding complexity.  

format_quote

Zopa stood out because it made it easy for customers to afford higher-value purchases – without adding friction or complexity for us.

What this means for retailers selling higher-value products

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 

• Saw finance customers spend 30–40% more per order 

• Improved customer quality, with zero chargebacks 

• Kept 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.