Byline by Viki Zabala for Total Retail
Artificial intelligence promised to kill gut decisions in retail. Instead, it made guessing more expensive. Retailers have added more AI tools, more dashboards, more predictive models — all of which have created more noise. And it’s left retailers more uncertain about their decisions and further from their customers than ever before.
The problem with retail’s AI isn't speed. The problem is that none of it is actually listening.
Enter decision AI. But not all decision intelligence is created equal. The difference lies in what powers it. Decision AI built on synthetic personas or modeled assumptions is just faster guessing, and it can also cost brands trust. Sixty-nine percent of consumers say they would trust a brand less if it relied on digital twins or synthetic personas. Decision AI powered by real consumer feedback delivers something different: customer-driven truth.
Decision intelligence doesn’t analyze data or generate insights, it acts. It breaks down the complexity of retailers’ data overload into a clear path forward. It cuts through every input to deliver a single predictive signal designed for one purpose: turning intelligence into action. Retailers aren’t offered an overview of insights but a decision on which products to launch, what prices will maintain demand, and when to invest boldly or pull back, which directly shapes margin, sell-through and growth.
Here are three of retail’s most critical decisions, and how decision intelligence powered by real consumer signals can solve for each one.
1. What Products to Launch and What to Eliminate
Retailers aren’t short on product ideas to build and launch. Their problem lies in knowing which ones will drive demand. With decision intelligence, retailers can understand which products consumers will actually buy, identify which attributes drive demand, and cut ideas before they reach production. Retailers gain the confidence to cut their losses and invest in the products that will sell rather than betting everything on products that will be stuck on shelves.
For example, a mocktail company can identify which flavor to prioritize for its next launch. It can test flavors from watermelon mint to strawberry basil lemonade, or even a nostalgic Shirley Temple to understand which will resonate the most with consumers. Decision intelligence powered by real consumer signals can evaluate social buzz and taste-test feedback, then test with consumers to cut through the noise and identify which flavors consumers will actually buy.
2. Which Price Will Sell and Protect Margins
Price can make or break value. If a price is too high, demand declines and retailers risk losing even their most loyal customers. And if a price is too low, margins drop and brand perception weakens. Customers may even begin to expect regularly low prices.
When decision AI is powered by real consumer signals, retailers can predict optimal price points, anticipate customer responses to different thresholds, and gauge markdown sensitivity, all before making costly commitments.
For example, an apparel brand launching its first athletic footwear line can predict a realistic selling price for each pair of shoes — from running shoes to training sneakers. By bringing together signals like competitor pricing, seasonal demand trends, and what customers are willing to pay through decision intelligence, the brand can identify the optimal price to set for each pair of shoes. It can also help them determine the maximum price customers will pay, and where demand drops, to ensure each style sells while protecting margins.
This gives retailers the confidence to set prices that sustain demand, make strategic markdowns instead of emergency discounts, and preserve the brand’s value in a market trained to expect sales.
3. Where to Invest … With Confidence
Decision intelligence doesn’t replace retailers’ planning systems — it makes them smarter. It clarifies which products warrant a bigger investment, which should have extra eyes on them, and which risk tying up capital with little return.
For example, a denim brand may choose to boost production of low-rise jeans over high-rise. If low-rise styles are trending across influencers’ feeds, consumer testing can determine whether the hype translates into real purchase intent. By cutting through trend noise to identify the consumers who will actually buy, retailers can better predict strong seasonal demand and high margin potential. As a result, retailers can avoid overbuying, prevent missed opportunities from underestimating demand, and gain a level of certainty that historical sales data alone can’t provide.
Decision AI isn’t another line item in retailers’ tech stack. It’s a shift in how they use AI. The next wave of retail won't depend on how much data a brand has or the number of AI tools they have in their tech stack. The brands that will succeed and continue to grow will be those that replace guesswork with customer-driven truth.
Read on Total Retail.
