Project focus: Turning seasonal buying into year-round subscriber relationships. Harry & David's financial success has been linked to seasonal buying for the past ten years. A subscription program was introduced as one of several efforts to help bring in more sales during the off season, giving customers an easy way to keep their favorite gourmet items on hand.
Cover figures (as stated in the source deck)$5–8M projected incremental sales (2020 holiday season forecast) · 20+ companies reviewed (comparative analysis) · 8 wks project plan (from kickoff to delivery)
About Harry & David
Premium gourmet brand inside a ten-brand, e-commerce-led portfolio.
The business:
- Harry & David is owned by 1-800-Flowers and is one of several brands under its umbrella.
- Harry & David's primary source of income is generated through website sales.
- Product pages are considered a high priority and are the focal point in the purchase decision process.
My role:
- Joined Harry & David as a Senior Interaction Designer, one of two Interaction Designers in a company with 18 brands and a rudimentary UX culture.
- Supports design across every aspect of the business and is responsible for leading UX and UI efforts across all brands.
- Has stepped into a variety of UX roles, often taking on the function of Product Designer, as on this project.
Four Years at Harry & David: Key Achievements
Highlights from growing the UX practice across an 18-brand portfolio.
- Implemented Design Process: Helped the team establish more structure in how design work is conducted and gave other teams visibility into upcoming sprints.
- Improved Usability Across Brands: UX research and usability testing are now supported on all projects, backed by a fully established center for excellence.
- Established a Design System: Helped Engineering and Marketing teams understand how and why certain components are chosen over others.
Defining the Problem: Top Considerations
The first task was identifying project goals and how a new subscription product would integrate into the existing experience.
- Impacted Sections: A new model would touch checkout, product pages, and legal. Several areas of the site would be affected; a complete understanding of impact was critical. This would require changes to the checkout system and informed a review of how Amazon handles subscriptions. A product landing page was needed, plus a way to visually flag subscription-eligible products on product list pages. The biggest challenges on this project would be the planning and the legal process.
- Differentiation: With an extensive product catalog, subscription-eligible items needed to be easy to differentiate.
- Functional Requirements: What could be built now versus what would need to wait for a later phase.
- Legal Requirements: Terms and Conditions placement required close, early work with the legal team.
Building the Team: Planning
Behavioral data justified the redesign; the next step was assembling a diverse, cross-functional team.
- Team Formed: Recruited a Visual Designer, Lead Developer, Interaction Designer, Marketing Manager, and Customer Service Manager.
- Setting The Pace: Scheduled a kickoff meeting to align the team on goals and ways of working.
- Setting Deliverables: Produced a project plan spanning eight weeks from kickoff to delivery.
- Leading The Effort: Set the agenda for meetings; the team produced mind maps, traffic flow charts, and discussed element positioning.
Management was very supportive of the effort: assembling a diverse team was critical to the project's success.
Methodology: UX Process
Work at Harry & David follows the Double Diamond and Lean UX process: Discover, Define, Ideate, and Implement.
Discovery: Research Overview
Comparative analysis was the key research tool, since the solution needed to work for all brands under the 1-800-Flowers umbrella long term.
- Contextual Inquiry Interviews: Interviewed participants within the key persona demographic to understand real reactions to a subscription model.
- Comparative Analysis: Reviewed 20+ companies with subscription programs for inspiration, and for what not to do.
Amazon was the only directly comparable company operating in a similar multi-brand space.
Research Findings: Contextual Inquiry
The interviews surfaced far more insight than initially expected. (Sentiment captured during interview sessions.)
- Initial Thoughts: Participants loved the idea. The concept of not being required to re-order every year was appealing.
- Offer A Discount For Sign-Up: Three out of five participants said they would be more inclined to sign up if a discount was offered.
- Cancellation Concerns: Two participants were concerned that cancelling a subscription might prove difficult.
Research Findings: Comparative Analysis
Reviewing twenty companies surfaced patterns in best-known methods, functionality, and layout.
- Challenges: Few comparable companies existed in this space. Of twenty reviewed, Amazon was the only comparable company in the multi-brand space.
- Discounts For Signing Up Are Common: Most companies reviewed provide a discount for signing up for a subscription.
- Legal Terms Position Is Subtle: Terms and Conditions placement was typically located in checkout or close to the product page call to action.
- Keep It Simple: Some companies' subscription options were confusing, since they weren't clearly identified as an ongoing commitment.
From Research to Design: Design Process
With research complete, the team moved into wireframing the product page update, checkout, and subscription landing page.
- Team Workshop: Scheduled and attended a workshop with the team. Created low-fidelity wireframes.
- Legal Requirements Checkpoint: Produced low-fidelity wireframes for the Legal department covering terms placement and comparative-analysis context. Approved after two weeks.
- Polishing The Wireframes: Moved from low-fidelity to hi-fidelity wireframes. One final review meeting and the wireframes were approved.
Design: Product Page
The key goal at this point was to identify how this new design would perform. Visual Scent: a continuous-shipping icon. Value Proposition: “Make this a recurring Shipment” copy, with Frequency and Duration giving a quick reference to how the program works; the selector's drop-down provides cancellation guidance.
Design: Subscription Landing Page
A dedicated destination makes it easy to browse every subscription-eligible category in one place. Visual Scent and Value Proposition copy carry over from the product page, giving customers a quick reference to how the program works.
Design: Checkout Update
A basic update added delivery frequency to checkout to avoid any confusion for the customer. Each line item in the order summary clearly states its delivery cadence: a one-time shipment versus a recurring subscription.
Validation
The key goal at this point was to identify any usability concerns before launch. What we validated:
- Additional Testing: Is the value proposition producing interest? Do customers understand how the program works?
- Performance: Is conversion on track?
The responsive experience was validated across desktop and mobile. The best feeling is knowing your efforts have made a difference.
Impact: Results
Results are still coming in, but the early data is encouraging. ($5–8M projected additional sales, 2020 holiday season.)
- Customers Are Responding Well: Customer feedback surveys show customers are very happy with the subscription offering.
- Projected Sales: Forecast is in line with current product offerings, as conversion tracks alongside existing performance.
- New Functionality Coming: Phase 2 of the subscription program is already underway, adding new functionality like skip, pause, and change frequency of delivery.
What's Next: Subscription Requirements, Phase 2
Mapping the system triggers behind each new piece of functionality: pause, skip, change frequency, cancellation, payment, and recipient updates. Each interaction was mapped against its system triggers (billing cycle impact, customer notifications, and edge cases) before development began.
Reflection: What I Learned
Always think of how a design may impact the entire experience. This was a key takeaway.
- Legal Timing: Get with Legal as early as possible. Reviews can take time.
- Plan Ahead: Think ahead and plan for future functionality early. It's easier to document ideas in the middle of a project when it's fresh in mind.
- Patience With Results: Results don't always present early. Continue to be patient, if the customer experience is positive, favorable results will follow.
Key Takeaways
What this project demonstrates:
- Strategic UX: Solved a cross-functional commerce challenge inside an 18-brand e-commerce ecosystem.
- Research-Led Decisions: Contextual inquiry interviews and a 20+ company comparative analysis guided the model.
- Measurable Impact: Forecast of $5–8M in additional sales for the 2020 holiday season, with strong early customer response.
- Scalable Foundation: Created a flexible structure ready for Phase 2 functionality: skip, pause, and change frequency.
This is the kind of work I enjoy most: taking complex systems, aligning teams, validating decisions with research, and creating product experiences that are easier for real people to use.