Fewer promos, higher margins with AI

Meet Tailored Brands

Tailored Brands is a leading American retail holding company specializing in men's apparel. It owns and operates several well-known brands, including Men's Wearhouse, Jos. A. Bank, Moores Clothing for Men, and K&G Fashion Superstore. Tailored Brands has built a reputation for providing personalized service, expert tailoring, and a wide range of suits and accessories, blending traditional craftsmanship with modern fashion.

Tailored Brands' in-session marketing journey

Tailored Brands embarked on a journey with Session AI to strategically increase conversions on their site and, over time, become less promotional. With Session AI, Tailored Brands can predict the likelihood of a purchase for every user, including anonymous ones, within five clicks. Understanding who is likely to buy, unlikely to buy, or on the fence allows Tailored Brands to deliver real-time offers to undecided visitors who need a nudge to convert in the current session while suppressing additional discounts for likely buyers.

Targeting on-the-fence visitors

Phase 1

• When Tailored Brands first partnered with Session AI, their focus was on engaging the on-the-fence audience—visitors who were undecided about making a purchase.
• They started by designing a universal offer for everyone in this segment, aiming to drive conversions.
• Early efforts included testing whether dollar-off or percentage-off discounts were more effective while maintaining profit margins.

Experimenting with various offers

Phase 2

• After proving initial success and deepening their understanding of in-session marketing, Tailored Brands refined their tactics by segmenting new visitors from returning ones.
• They also explored category-specific promotions to see which offers resonated best with various product groups.
• Additionally, they differentiated offers within the on-the-fence audience based on how likely each visitor was to make a purchase.

Moving beyond offers

Phase 3

• Now, Tailored Brands is looking to move beyond promotions. They are considering providing relevant messages based on user activity on the website, even without offering discounts.
• For instance, they promote their buy online, pickup in-store option after shipping cutoffs and are exploring loyalty messaging to engage customers more meaningfully.
• This approach allows them to impact the customer experience in diverse ways and deliver experiences that truly matter.

Suzanne Scott

Suzanne Scott is a seasoned digital leader with 20+ years of experience across many different retail categories and marketplaces. In her recent tenure at Tailored Brands, Suzanne was SVP Digital, leading the ecommerce businesses across all brands as well as the product management team supporting ecommerce, rental, and omnichannel initiatives. Her previous experience includes executive positions at Walmart, Minted, One Kings Lane, eBay, and Elance. "In the last 3 years, leveraging Session AI has been a significant driver of change for us, directly boosting ROI and conversions. It's not just about intelligent offers; it's about crafting experiences that go beyond typical promotions, touching customers in ways that truly matter." — Suzanne Scott, Former SVP of Digital, Tailored Brands

About this video

This video features select insights from a 20-minute case study presentation at the Lead Summit, titled "How to convert anonymous visitors with AI."