We saw this play out in 2025, where the market graded these choices in real time. Facing identical external pressures, two major retailers chose entirely different paths. In January 2025, Target capitulated by rolling back its DEI-focused initiatives in hiring and its supply chain, triggering an 11-week freefall in foot traffic; its now-former CEO later conceded on an earnings call that retreating directly caused the revenue decline and wiped out billions in market value.
Conversely, Costco stood its ground by handing the choice to its shareholders, who resoundingly rejected an anti-DEI proposal with over 98% of the vote. The very week its competitor’s traffic plummeted, this steadfast retailer experienced a surge in foot traffic. Two identical situations, but diametrically opposed decisions and results.
Ultimately, both “woke” and “anti-woke” are shallow, reactionary ideologies. Being truly awake is an active discipline. It means deeply understanding who your audience is, what they consume, who they trust, and where they will stand two decades from now. The brands that eagerly paraded their “values” in 2020 only to drop them in 2025 were merely sleepwalking, then hit the snooze button on their own consumer base.
For half a decade, marketers were told to fear wokeness. Few bothered to actually wake up.
Two hundred and fifty years ago, Thomas Paine’s Common Sense mobilized a reluctant nation toward revolution by masterfully balancing commercial interests with moral duty. Now, as it was then, America’s true strength is rooted in all of its people, including those currently excluded from media plans.
I challenge marketers to summon the very quality Paine championed: courage, which is currently in desperately short supply. Now that ethical responsibility and business intelligence have finally converged, the sole remaining ingredient is simply the raw nerve to act.
