Many lower-priced chains, including McDonald’s and Dollar General, have talked openly about adding higher-income customers during this period of economic strife across the United States.
“We’re pleased to see growth once again in our total customer count, with disproportionate growth coming from higher-income households,” Dollar General CEO Todd Vasos shared during the chain’s third-quarter earnings call.
McDonald’s has seen a similar influx of higher-income customers.
“In the U.S., we continue to see a bifurcated consumer base, with QSR traffic from lower-income consumers declining nearly double digits in the third quarter, a trend that’s persisted for nearly two years. In contrast, traffic growth among higher-income consumers remained strong, increasing by nearly double digits in the quarter,” CEO Christopher J. Kempczinski said during the company’s third-quarter earnings call.
While value chains are gaining higher-income shoppers, analysts note that even affluent consumers are becoming more selective, prioritizing price transparency and everyday value rather than wholesale cutbacks.
Trading down may have helped some chains, but it’s bad news for higher-end retailers, including the Di Bruno Bros. grocery chain, which operates high-end markets. The chain’s owners, Brown’s Super Stores, has opted to close more than half of the upscale chain’s locations.
Even people who have not lost their jobs have been cautious about spending.
“The global personal luxury goods market shrank 2% year-over-year in 2024, according to analysis from the consulting firm Bain & Company. That marks the first contraction in 15 years, apart from a brief downturn in the early days of Covid-19,” Business Insider reported.
Americans are trading down broadly, according to a 2025 McKinsey Consumer Sentiment report.
“The ‘lipstick effect,’ or the tendency for consumers to indulge in small luxuries or affordable treats during periods of economic uncertainty, has expanded beyond the beauty aisle. Even as 75% of consumers reported trading down in at least one category, 39% of consumers expressed their intent to splurge on a range of categories,” the study showed.
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That’s bad news for chains like Di Bruno Bros., which specializes in higher-end grocery items. The chain, which was founded in 1939, will close three of its five locations, while adding more focus on its online operations.