Fewer promos, higher margins with in-session marketing

 

Tailored Brands set out to increase conversions on their site and, over time, become less promotional. Listen in as Suzanne Scott highlights how in-session marketing helped achieve these goals while creating exceptional customer experiences.

Learn more
 

When we started talking with Session AI, we had very promotional brands. This was a great way to realize that we could offer promotions or offers to the customers we needed to, but not to the customers we didn’t need to. We were really intrigued by that.

Fewer promos, higher margins with in-session marketing: Tailored Brands Success Story Suzanne Scott

Suzanne Scott
Former SVP of Digital, Tailored Brands

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

Targeting on-the-fence visitors

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

Experimenting with various offers

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

Moving beyond offers

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.

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.

Fewer promos, higher margins with in-session marketing: Tailored Brands Success Story Suzanne Scott

Suzanne Scott
Former SVP of Digital, Tailored Brands

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.
Connect on LinkedIn
Suzanne Scott

This video features select insights from a 60-minute panel discussion at the 2024 Adobe Summit, titled “AI: Rewriting the Ecommerce Playbook for 2024.”

Learn more

Apply now