Every major disruption in retail follows the same pattern: a constraint gets removed, customers win, and the incumbent’s profit engine breaks. In this episode, I connect the dots between past retail revolutions and what’s unfolding right now with AI-enabled shopping. We’re watching browsing behavior disappear, signals degrade, and measurement stories get fuzzier — and that has major implications for retail media.

I unpack the rise of 'dark search' and 'dark intent,' share real-world examples (including one of my own recent purchase journeys), and break down four practical moves retailers and media buyers should be making today. This isn’t about declaring retail media dead. It’s about recognizing that the ground is shifting, and understanding what comes next.

This episode is sponsored by Mirakl Ads

Timeline

[00:00] – The pattern behind every major retail disruption, and why retail media’s profit engine may be next at risk.

[01:25] – How AI-enabled shopping changes the purchase journey (and what retailers lose when research happens inside LLMs).

[02:30] – Defining 'dark search' and 'dark intent' and why retailers may be blind to shopper decision-making.

[04:07] – Four strategic moves retailers and media buyers should make now, starting with going where inspiration begins.

[06:15] – Rethinking the product detail page for the LLM-driven shopper journey.

[07:27] – Why physical stores may be the most defensible asset in the retail media stack.

Links & Resources

Check out The Retail Pulse Report newsletter by Nikki Baird, VP of strategy and product at Aptos: Retail Pulse Report: Who Knows What Your Customers Want? Not You.
Read my related articles:
Join me and Jordan Witmer from Salt XC at 10am ET Thursday Feb 19, for our next LinkedIn Live on When RMNs Come Calling for Your Brand Marketing Budget. We'll be answering questions LIVE -- join us!
Atlanta-based retail media professionals: Wednesday, February 25 is the next In-Person Atlanta Happy Hour! RSVP here.
Subscribe to Retail Media Breakfast Club's daily newsletter
Follow Kiri Masters on LinkedIn

Dark Search & Broken Retail Media Signals: How AI Shopping Is Reshaping the Future of Commerce

Retail Media Breakfast Club