4 Consumer Spending Stats Shaping Your B2C Campaign Strategy Choices

Consumer spending habits are subject to ongoing change, significantly influencing businesses in retail, restaurants, and beyond. With a deep understanding of these spending patterns, you can make informed decisions regarding pricing, marketing, and inventory management.  

In this article we look at consumer spending by income level, annual trends, forecasts, and key shopping behaviors to equip restaurants and convenience stores (c-stores) with the insights needed to remain competitive. 

Understanding Consumer Spending Stats and Why They Matter 

Consumer spending is a primary driver of market trends, directly influencing demand for products and services. By analyzing spending data, you can anticipate shifts in consumer demand and adjust your pricing strategies accordingly. Three macroeconomic factors that impact consumer spending behavior include:​ 

1. Inflation Rates: Higher inflation erodes purchasing power, leading consumers to prioritize essential goods over discretionary items. 
2. Employment Levels: Increased employment often boosts disposable income, encouraging higher consumer spending.​ 
3. Interest Rates: Higher interest rates increase borrowing costs, potentially reducing consumer expenditures on big-ticket items. 

Consumer Spending by Income Level: How Different Groups Spend 

Spending patterns vary significantly across income groups. The following factors influence how businesses target their offerings: 

• High-Income Households: These consumers have continued to spend on discretionary items such as dining out, benefiting from gains in income, home equity, and stock market wealth. For restaurants and retailers, this has meant sustained demand for premium experiences, upscale dining, and luxury or niche products. Businesses targeting this segment can continue to innovate and upsell without much pushback. 
• Low-Income Households: In contrast, lower-income consumers have been disproportionately affected by increased costs of necessities, such as rent and groceries. This challenge has led to more cautious spending behaviors. It has also pressured restaurants and retailers to offer more value-driven options, promotions, and budget-friendly items that better appeal to this price-sensitive demographic. 

Consumer Spending by Year: Trends Over the Past Decade 

Over the past few years, consumer spending has responded to various economic shifts. Here are a few highlights: 

• 2022: Consumer spending increased by 9.0% from the previous year, with average annual expenditures reaching $72,967 per consumer unit. Housing remained the largest expenditure category, accounting for 33.3% of total spending. This jump in spending was largely driven by inflationary pressures, which increased the costs of essentials like housing, fuel, and food. At the same time, the post-pandemic economic rebound and a tight labor market gave households more income to spend, though much of it went toward keeping up with higher prices. 
• 2023: Consumer spending in the U.S. rose by 5.9%, reaching an average of $77,280 per consumer unit. Housing remained the largest expenditure at 32.9%, with notable increases in transportation and food. Although inflation began to ease, elevated interest rates and a cooling job market influenced spending behavior. Consumers remained active, but their purchases were more selective—favoring essential categories and delaying big-ticket items.  
• 2024: While detailed data for 2024 is not yet available, preliminary reports indicate that consumer spending continued to grow, driven by robust retail activity and increased expenditures during the holiday season. This momentum was supported by moderating inflation and slight improvements in wage growth, which helped boost consumer confidence. However, economic uncertainty and global events kept some households cautious, with a noticeable divide between high-income spenders and more budget-conscious consumers. 

All in all, inflation, wage growth, and external factors have reshaped spending habits in recent years. As prices rose faster than wages, many consumers prioritized necessities and cut back on non-essentials. Global events, supply issues, and interest rate hikes added to financial uncertainty, prompting more cautious and value-driven spending.

Consumer Spending Forecast: What to Expect in 2025 and Beyond 

Looking ahead to 2025, consumer spending is expected to grow modestly, driven by stable economic conditions like low unemployment and rising wages. Recent trends suggest households will focus on necessities and value-driven purchases.  

Inflation is anticipated to stabilize, and with gradual interest rate adjustments, financial pressures may ease, boosting spending on services like travel and dining. However, concerns about tariffs and global trade tensions could limit discretionary purchases, especially among lower-income consumers. 

Industries likely to see increased spending include technology, healthcare, and experiential services, as people prioritize innovative devices, wellness, and memorable experiences. eCommerce is also expected to grow. On the other hand, traditional retail, automotive, and luxury goods may experience reduced spending due to trade challenges and borrowing costs.  

Consumer Shopping Trends: Key Insights for Businesses 

Emerging shopping trends are reshaping the retail and foodservice landscapes. Two of these trends include: 

1. Online Ordering: Online food delivery revenue is projected to grow at an annual rate of 7.83% from 2025 to 2029. Additionally, approximately 70% of consumers prefer to order directly from a restaurant’s app or website rather than through third-party platforms. Brands can capitalize on this trend by investing in user-friendly online ordering systems and offering exclusive promotions through their apps or websites to encourage consumer loyalty. 
2. Value Sensitivity: Consumers are becoming more price-conscious, leading companies to reconsider their pricing strategies and offer discounts to attract customers. To take advantage of this, introduce value-driven product bundles, targeted promotions, and loyalty programs that emphasize affordability without sacrificing quality.  

Retail Consumer Trends: How Shopping Habits Are Changing 

Retail consumer trends are rapidly evolving as shoppers embrace digital experiences, with eCommerce continuing to grow in importance. Online shopping, subscription models, and direct-to-consumer (DTC) brands are reshaping how consumers discover and purchase products.  

Subscription services, in particular, have gained traction for their convenience. They offer customers curated experiences and consistent product deliveries. 

Another significant shift is the transition from in-store purchases to omnichannel shopping experiences. Consumers now expect seamless integrations between physical stores, websites, and mobile apps, allowing them to browse, shop, and even return products across platforms.  

As shopping habits evolve, convenience, personalization, and sustainability are becoming key drivers of retail spending. Consumers are seeking products and experiences that fit their lifestyles, offering ease of purchase and tailored recommendations.

Sustainability is also a growing priority, with many customers now considering the environmental impact of their purchases. In response, they’re gravitating toward brands that prioritize eco-friendly practices. 

Restaurant Consumer Trends: What’s Driving Dining Decisions? 

Restaurant consumer trends are shifting as dining preferences evolve in response to lifestyle changes, convenience, and technological advancements. Consumers are increasingly favoring flexible dining options that cater to their busy schedules, leading to a rise in demand for takeout and delivery services. Additionally, digital loyalty programs are gaining popularity, with diners eager for rewards and personalized offers that incentivize repeat visits. 

The impact of these trends on restaurant sales is clear: takeout and delivery have become essential revenue streams for many establishments, while digital loyalty programs help build brand loyalty and keep customers engaged. These services also allow restaurants to collect valuable customer data, providing insights into preferences and behaviors that can guide menu innovations and promotional strategies. 

For restaurant owners, focusing on customer retention is crucial. Offering exceptional service, personalized dining experiences, and leveraging loyalty programs can go a long way in attracting repeat visits. Additionally, providing flexible online ordering options will help your brand stand out in a competitive market. 

How Businesses Can Adapt to Changing Consumer Spending Habits 

As consumer spending habits evolve in response to economic shifts, businesses must remain agile to stay competitive. Here are three ways in which businesses can adapt and thrive in an ever-changing market. 

#1: Leveraging Loyalty Programs to Drive Repeat Business 

Customer loyalty programs are crucial during uncertain economic times as they help retain existing customers and drive steady revenue. By offering personalized rewards and exclusive offers, businesses strengthen customer relationships and encourage repeat visits.  

For example, Starbucks uses a rewards program in which customers earn points for free drinks, while Amazon Prime offers benefits like free shipping and exclusive deals. These programs boost retention and offer customers a more personalized experience, increasing the likelihood of ongoing spending. 

#2: Pricing Strategies Based on Consumer Spending Data 

Businesses can adjust their pricing models to align with consumer spending trends by analyzing shifts in customer behavior and economic conditions. During periods of economic uncertainty, consumers tend to be more price-sensitive, so consider offering flexible pricing strategies or introducing tiered pricing models to appeal to a wider range of budgets. 

Finding the right balance between discounts, promotions, and maintaining profit margins is key to staying competitive while protecting revenue. Offering targeted discounts or limited-time promotions can drive traffic, but you should avoid relying too heavily on these tactics, as excessive discounting erodes brand value and profitability. Instead, focus on strategic promotions that drive value for both your customer and your brand. 

Value-based pricing is particularly effective in appealing to price-sensitive customers. This approach involves pricing products or services based on their perceived value rather than solely on cost. By emphasizing quality, convenience, or exclusivity, you can justify your prices and have customers feel they are getting good value for their money. 

#3: Using Data-Driven Insights to Optimize Business Decisions 

Predictive analytics helps businesses forecast demand and optimize inventory, promotions, and operations by analyzing consumer trends and historical data. With predictive analytics, you can align your resources with expected spending patterns, driving sales and reducing waste. 

One best practice is tracking spending behavior through digital payment and loyalty data. This provides you with valuable insights into customer preferences, which you can then use to personalize offers and fine-tune pricing strategies.

By understanding what your customers are buying and when, you can improve engagement and repeat business. 

For example, brands like Target and Sephora have effectively used this approach to adapt to shifting consumer behavior. Target leverages predictive analytics to optimize inventory based on demand forecasts, ensuring products are always available when needed.

Similarly, Sephora taps into loyalty data to craft personalized promotions, which has significantly boosted customer retention and engagement. 

Frequently Asked Questions About Consumer Spending Stats 

Consumer spending plays a crucial role in the economy, reflecting how individuals allocate their income and shaping trends across industries. Below are answers to some frequently asked questions that provide insights into consumer behavior, its relationship with economic factors, and future forecasts. 

Is consumer spending increasing? 

Yes, consumer spending has shown a steady increase in recent years, driven by factors such as rising incomes, economic recovery post-pandemic, and higher demand for services and goods. In 2023, U.S. consumer spending rose by 5.9%, reflecting a strong recovery in the retail and foodservice sectors, despite inflationary pressures.  

However, the rate of growth may slow as economic uncertainty, inflation, and interest rates continue to impact discretionary purchases. Businesses must adjust to these shifts, ensuring value-driven offerings to keep pace with changing consumer behavior. 

What is the relationship between consumer spending and income? 

Consumer spending is directly influenced by income levels, as higher incomes generally lead to increased spending on both necessities and discretionary items. When individuals experience wage growth, they allocate more to goods and services, contributing to economic growth.  

Conversely, when incomes stagnate or decline, spending behavior becomes more cautious, with consumers prioritizing essentials and reducing expenditures on non-essentials. This relationship highlights how crucial wage increases and employment trends are to overall economic activity and consumer confidence. 

What are the largest consumer spending categories? 

In the U.S., the largest consumer spending categories are housing, transportation, and food. Housing typically accounts for the largest share, with expenditures on rent or mortgages, utilities, and home maintenance taking up the bulk of total spending. Transportation follows closely, with costs related to vehicle purchases, fuel, and public transit. Food, including dining out and groceries, also represents a significant portion of household budgets.  

As inflation and economic conditions shift, these categories often experience fluctuations, requiring businesses to adjust pricing and product offerings accordingly. 

What's the consumer spending forecast for 2025? 

The consumer spending forecast for 2025 indicates continued growth, although at a slower pace compared to the post-pandemic surge. Economic recovery efforts, easing inflation, and slight improvements in wage growth could help boost consumer confidence, while high interest rates and global uncertainties may temper discretionary spending.

Industries such as technology, health and wellness, and sustainable goods are predicted to see more robust growth, while sectors like luxury goods and non-essential services may experience slower demand, as consumers remain cautious with their budgets. 

Is the U.S. economy growing or declining? 

The U.S. economy is currently experiencing moderate growth, with GDP expanding steadily as businesses recover from the disruptions caused by the COVID-19 pandemic. While growth may be slower in 2024 and beyond due to factors such as higher interest rates, inflation, and global economic pressures, the economy is generally moving in a positive direction. Consumer spending remains a key driver of this growth, though challenges like rising debt levels and global instability may influence the pace of recovery in the coming years. 

What is the McKelvey rule? 

The McKelvey rule, named after economist R.D. McKelvey, is a concept in political science that relates to decision-making amidst uncertainty. It suggests that voters or decision-makers may make inconsistent choices when faced with complex options due to limited information or cognitive biases.  

While it’s not directly related to consumer spending, understanding decision-making processes can be useful for brands when considering how to effectively market products to consumers who are faced with a variety of purchasing choices, often under economic uncertainty. 

What is the Schofield theory? 

The Schofield theory, developed by economist David Schofield, explores how economic policy and market conditions affect consumer behavior, particularly in the context of income redistribution and wealth inequality. The theory suggests that as wealth disparities increase, consumer spending may be disproportionately concentrated among higher-income groups, potentially leading to reduced demand from lower-income segments.  

Understanding this dynamic is critical for businesses looking to tailor their products and services to different income groups, ensuring they reach a broad consumer base despite income inequality. 

Making Data-Driven Decisions for Future Growth 

Ultimately, businesses that understand consumer spending trends are primed to lead the market and accelerate revenue growth. By harnessing these insights, you can sharpen your pricing, marketing, and customer engagement strategies to stay ahead of the competition. 

Paytronix helps you track spending trends, optimize loyalty programs, and improve customer retention. Book a demo with Paytronix to unlock valuable consumer insights and maximize engagement for your brand.