THE 2023


CONSUMER

SPENDING

REPORT
Insights to apply to your owned

marketing strategy for BFCM and beyond
CONTENTS
03 Key findings

05 How do people feel about the economy?

11 What are people spending their money on?

24 Where are people currently shopping?

33 How will people shop this holiday season?

Younger consumers feel better about 

the economy than older ones—and 

they’re more likely to increase spend 

on discretionary items, little luxuries, 

“dupes,” and gifts this holiday season.
Based on responses from 3K+ US consumers, a new survey from Klaviyo and Qualtrics finds

that while inflation is impacting current spending habits for 91% of consumers and future

spending plans for 69%, Gen Zs and millennials are more likely to feel optimistic about the

economy and its impact on their future spending plans—including over the holidays.

Featuring insights from:

Key findings 03
Key f i n d i n g s

01 03

ECONOMIC PERCEPTIONS In-store vs. online shopping

Overall, opinion of the current US economy is cautious: While 59% of consumers feel Consumers are 2.25x more likely to prefer shopping online, but they’re currently shopping

negatively about the economy, 42% feel neutral or positive, and 46% believe it’s holding
 about equally online and in-store. Those who shop in-store do so to touch the product and for
steady or on its way up.
immediate product availability, while those who shop online do so mostly out of convenience.
Nearly half of consumers prefer email over all other methods of brand marketing.

Although all generations are feeling the impact of the economy to a similar extent, Gen Zs

and millennials are more likely to take an optimistic view of the economy and its potential Older consumers are more likely to prefer shopping in-store and are currently doing so more
impact on their future spending. frequently. Their shopping behaviors are more influenced by promotions and competitive prices.

02 04

Current vs. future spend Holiday shopping plans

As in previous years, consumers continue to allocate most of their budgets to conventional Consumers plan to shop primarily online this holiday season, most likely during the months
goods. Most expect to continue to do so in the year ahead, and to be more diligent about leading up to the holidays. oliday spend is likely to remain similar compared to previous years
H :

discretionary spending. Many consumers feel hesitant to make large purchases.

On average consumers spend
, 5 on holiday gifts.

$74

Potentially due to their more positive economic outlook, younger consumers are more likely
 Older consumers are more likely to shop in-store for the holidays and generally plan their
to engage in the “lipstick effect” and feel more comfortable spending on non-essentials. shopping throughout the year. en s are more spontaneous and are most likely to do their
G Z

shopping the month in which the holiday falls. They’re also likely to spend significantly less on gifts.

Key findings 04
HOW DO

PEOPLE FEEL

ABOUT THE

ECONOMY?
Economic opinion is relatively split: 


While about half of consumers feel


negatively about the economy, the


other half feel neutral or positive.

External economic factors are already impacting most consumers’ spending behaviors—


and will continue to do so for most consumers moving forward.

While Gen Zs and millennials are feeling the effects of the economy and inflation as much as

their older counterparts, they are more likely to take a more optimistic view of the economy

and its potential impact on their future spending behavior.

HOW DO PEOPLE FEEL ABOUT THE ECONOMY? 06

Current economic perceptions

Over half of consumers feel negatively about the current state of the US economy
and believe that the economy is on its way down, but 42% feel neutral or positive, 

and 46% believe the economy is holding steady or on its way up.

CURRENT Opinion of the US economy

Perceived direction of US economy

22% On its way up 15%

20% Positive
Neutral

Holding steady 31%

59%
Negative

On its way down 53%

How do people feel about the economy? 07

Economic impact on spending behaviors
Over 4 in 5 consumers have adjusted their spending habits due to external economic
factors. Similarly, most are feeling the impact of inflation now, and over two-thirds
believe inflation will continue to impact their future spending—but 22% believe it
won’t affect future spending.

Adjusted spending behavior due to external economic factors Impact of inflation on future spending

Inflation is affecting 

my spending now, 

but I don’t believe it 
 22%
18% will in the future

No
91%

82% Inflation is affecting

feel the impact
of inflation now
my spending now, 

Yes and I believe it will
continue affecting 

69%
it in the future

Inflation is not
currently and will likely
not affect my spending 9%
decisions

Gen Zs and millennials are currently feeling the impact of inflation,

but they have a more optimistic outlook on their future spending
compared to Gen Xers and boomers+.

How do people feel about the economy? 08

 KNOWINGLY OR NOT, CONSUMERS SOLVE FOR THE

EQUATION OF PERCEIVED VALUE DIVIDED BY COST.


IF THE RESULT EQUALS 1 OR HIGHER, THEY’RE LIKELY


“
TO PURCHASE. TO INCREASE THE PERCEIVED VALUE


OF YOUR PRODUCT OR SERVICE, DEMONSTRATE


THE VARIOUS USE CASES AND DURABILITY OF 


YOUR PRODUCT FOR YEARS TO COME.

Spencer F l a h e r t y


internal marketing m a n a g e r

Groove Commerce
How to apply these learnings to your BFCM marketing

01 03

create perceived value be clear and concise

“Using exclusivity is a great way to encourage the buy, especially with older generations. Many of “Make sure your language makes sense, while still getting your message home. I’m challenging
us still think of ‘older’ people as the ‘silent generation,’ raised by practical, low-spending, Great brands to keep it simple: Figure out what you believe your top 3-5 objections will be, and hone

Depression-era parents. But today, they’re baby boomers. It all comes back to: What’s your ‘why’? in your messaging to 3 of them. Then, craft messages based on data to get over broader, 

Show your value, build perceived value, and build exclusivity.” 
macro trend objections.”

—Matt Fier, VP of retention marketing, QDL Agency —Matt Fier, VP of retention marketing, QDL Agency

02

Craft offers that address
 20% off New colors
 Ride easy
consumer concerns It’s almost your birthday, Noah!
Here’s an early gift from us.
in stock Every commute is covered by 

our signature lifetime warranty.

Shop now Shop now

“If you’re selling motorcycle crash protection to Gen X and boomer customers, offer a low-cost
replacement warranty for riders who take a spill. For Gen Z and millennial customers, showcase
your gear’s features and styles. 

These methods will increase the perceived value of your product to each demographic group
when compared to a perceived high initial investment cost.”

—Spencer Flaherty, internal marketing manager, Groove Commerce Handcrafted materials made 

with care for generations.

Shop now 10
What are 

people 

spending

money on?
Consumers are currently allocating most

of their budgets to conventional goods.
Most expect their spend in these areas to continue to grow, and are being more diligent about

spending on discretionary goods. Many consumers are hesitant to make larger purchases.

Potentially due to their more positive economic outlook, younger consumers, particularly Gen Zs, 

are more likely to engage in the “lipstick effect” during times of economic uncertainty. They are
more likely to increase their spend on goods and services this year compared to previous years,
and more likely to feel comfortable spending on non-essentials.

What are people spending their money on? 12

Spending categories + changes
Consumers have increased their spending on conventional items such as food,
utilities, and transportation, and most expect to see additional increases over 

the next year. Many consumers, meanwhile, are being more diligent about
discretionary spending.

Spending this year has...

Decreased Increased Not changed Not changed but will go up Not changed but will go down

82%
Food + beverage
12% 57% 19% 9% 4%
56%
Utilities
8% 56% 22% 9% 5%
Spends the most on each year

54%
Transportation
13% 52% 21% 9% 5%
33%
Health products
19% 32% 30% 10% 9%

29%
Apparel + accessories
35% 21% 25% 9% 9%

26%
At-home entertainment
23% 26% 31% 9% 11%

26%
Travel for fun
38% 24% 22% 8% 8%

24%
Beauty products
30% 22% 30% 9% 10%

22%
Entertainment outside of home
38% 21% 25% 8% 9%

18%
Electronics
35% 18% 27% 8% 12%

16%
Hobbies
38% 18% 26% 6% 12%

15%
Education
23% 27% 29% 10% 11%

14%
Home decor + furniture
39% 18% 25% 8% 11%

11%
Work-related items
28% 20% 31% 9% 12%

8%
Fitness/sporting equipment
35% 15% 29% 8% 13%

7%

Jewelry + watches
44% 14% 25% 5% 11%

What are people spending their money on? 13

Spending categories + changes by generation
Compared to their older counterparts, Gen Zs and millennials are less likely to currently
spend on or expect to increase spend on essentials. They’re more likely, meanwhile, to
expect to increase spend in categories like food and traveling for fun.

Gen Z (A) Millennial (B) Gen X (C) Boomer+ (D)

Food + beverage (77% Food + beverage (78% Food + beverage (84%, AB Food + beverage (88%, ABC
Top spend categories Transportation (50% Transportation (54% Utilities (59%, AB Utilities (65%, ABC
Health products (43%, BCD) Utilities (53%, A) Transportation (55%) Transportation (54%)

Hobbies (31% Apparel + accessories (40%, ABD Apparel + accessories (33%, AB

Top categories with 
 Hobbies (25%
Travel for fun (23%
Entertainment outside of Entertainment outside of home Entertainment outside of home
DECREASED spend home (31%, A (39%, ABD (31%, A
Home decor (22%)
Travel for fun (30%, A) Travel for fun (37%, ABD) Home decor (29%, A)

Top categories with Food + beverage (48% Food + beverage (57%, A Utilities (58%, AB Utilities (58%, AB
Transportation (44% Utilities (52%, A Food + beverage (56%, A Food + beverage (58%, A
INCREASED spend Utilities (38%) Transportation (51%, A) Transportation (49%) Transportation (49%)

Top categories likely to Food + beverage (15%, BCD Utilities (11% Health products (10% Utilities (9%
Utilities (13% Apparel + accessories (10%, CD Utilities (9% Health products (8%
increase in the next year
Travel for fun (13%, BCD) Health products (9%) Transportation (8%) Transportation (8%)

Note: A letter means there is a statistically significant difference between the two groups, at the 95% level.

What are people spending their money on? 14

Discretionary vs. conventional goods
Consumers expect to invest the majority of their future income in conventional goods
such as groceries, utilities, and transportation. For many, this marks a shift in their normal
spending habits, primarily caused by higher costs and caution over the economy.

Majority of future spend will be on... R easons for s h ift to c on v entional g oods

5% The cost is higher than it used to be 79%

Discretionary I am worried about the economy 52%
goods

27% 40%
My spending money has gone down 41%
Equal
spend
say spending more
on conventional
My household income has decreased 24%
goods marks a shift
from their normal My net worth has decreased 16%
spending habits.

69% I’m saving for something big 11%

Older consumers are
Conventional I am expecting to be supporting an
goods increased number of dependents 10% influenced more by higher
costs and concern over the
economy compared to Gen Zs.
Gen Zs and millennials are also
I have already purchased 

everything I want 9% more likely to be saving for
something big.

What are people spending their money on? 15

“
Given that younger audiences are more positive
about the current economic climate, more likely
to shop online, and more likely to spend on 

non-essentials, it is vital to be able to identify
and segment these audiences using a 

platform like Klaviyo.
Lean in especially to SMS, which yields high open, click, and conversion rates. Leveraging Klaviyo CDP functionality

allows marketers to better segment and activate campaigns in paid and owned channels. When done correctly, ROAS

and profitability will improve—a requirement when consumer fears about the economy drag down purchase activity.

Sean M a c B e t h

interim leader, growth m a r k e t i n g

Chameleon Collective
Services vs. goods

Half of consumers are currently allocating an equal amount of money to goods 


and services, followed by a third who are allocating more to goods. Most consumers
anticipate this budget allocation to remain consistent over the next 6 months.

Current allocation of budget Future allocation of budget (expectations for next 6 months)

While all generations are most

likely to allocate equal spend to
goods and services, Gen Xers
and boomers+ are more likely
to allocate more spend to
goods compared to younger
generations. 32%
More to
50% 50% goods

Same amount Same

of services 

+ goods
33% amount to
goods +
services
More to goods

18%
18% More to services

More to services

What are people spending their money on? 17

Reasons for services vs. goods allocation

Deals and discounts are top drivers for both goods and services spend, while a desire

for experiences is the primary influence on the services side. Of those who spend more
money on goods, older generations are more interested in upgrades or replacements,
while younger consumers are more interested in new products that enhance their
environment, or simply collecting more belongings.

Reasons for allocating more to...

Gen Z
Millennials
Gen X
Boomer+
Gen Z
Millennials
Gen X
Boomer+

Goods (A) (B) (C) (D) Services (A) (B) (C) (D)

Availability of appealing Desire for experiences

42% 55%
40% 46% 38% 50% 46% 55%
46% 44%
product offers or discounts (BD) + entertainment (D)

Product upgrades Availability of

34% 19% 34%
32%
40%
attractive service 44% 47% 47%
41% 36%
or replacements (A) (A) (AC) (D)
deals or discounts

Enhanced home or 37%

Convenience of
32% 49%
26% 25% 49%
45%
26% 23%
personal environment (CD) (CD) outsourcing certain 37%
(CD) (CD)
tasks or activites
Desire for material
possessions or personal 27%
22%
14%
8% Increased travel 38% 36% 28% 35%
16% (CD) (CD) (D) 35%
belongings opportunities

What are people spending their money on? 18

Shifts in services vs. goods spending
Gen Zs and millennials have increased spending on both goods and services
this year compared to previous years, while older generations are more likely
to have decreased their spending in these categories.

Shifts in spending this year on...

Goods Services
Gen Z
Millennials
Gen X
Boomer+
Gen Z
Millennials
Gen X
Boomer+

(A) (B) (C) (D) (A) (B) (C) (D)

33%
29%
16% 14% I have spent more 34%
25%

16% 14%
(CD) (CD)
23% compared to 21% (BCD) (CD)
previous years

49%
38%
33% 32% 42%
37%
28% 30%
(BCD) (CD) (CD) (CD)

I have spent the

33%
51%
53%
38%
56%
56%

18% (A) (AB) (AB) 37% same compared to 34% 24%

(A) (AB) (AB)
previous years

I have spent less

41% compared to 45%
previous years

What are people spending their money on? 19

Luxury spending 

Nearly half of consumers feel at least moderately comfortable spending on

small luxuries or non-essentials. Top influencers for luxury spending include
a personal sense of financial security and a desire for personal enjoyment.

Comfort spending on small luxuries / non-essentials

Luxury spending influencers

Extremely Personal sense of

comfortable
8%
financial security 51%
Very 14%
comfortable

Moderately

47%
Desire for personal
comfortable 25% enjoyment or indulgence 47%
Slightly

comfortable

Not comfortable Confidence in the

at all
24%
overall economy 28%
Gen Zs and millennials are
significantly more likely to
feel comfortable spending
29% on small luxuries compared Perception of improved
to older generations. job prospects 14%

What are people spending their money on? 20

Impact of lending standards

Nearly half of consumers feel hesitant to make larger purchases due to current
lending standards and credit availability. As a result, consumers are most likely
to either delay their purchase plans or postpone the purchase indefinitely.

do Current lending standards create hesitation 
 Consequences for larger purchases

for larger purchases?

Delayed purchase plans 53%

30%
23% No

I’m not sure

Decided to postpone the
purchase indefinitely 39%

47%
Downsized purchase or opted
for a more affordable option 36%
Yes G en Zs are significantly less 

likely to delay their purchase
plans and are more likely, along
Increased savings to make
larger down payement 24% with millennials, to increase
savings or downsize purchases
compared to older generations.

What are people spending their money on? 21

THE “LIPSTICK EFFECT”
While less than 1 in 5 consumers have engaged in the “lipstick effect” during times

of economic uncertainty, those who do are most likely to treat themselves to beauty
services, makeup and skincare, fast fashion, or gourmet/premium food and drink.

Has engaged in the “lipstick effect” Items purchased due to “lipstick effect”

18%
Beauty services 46%
Yes
Makeup/skincare 46%
64% Fast fashion 

No clothing/accessories 45%
Gen Zs and millennials are
significantly more likely to
Gourmet/premium 

food or drink 45% engage in the “lipstick effect”

18% during times of uncertainty

compared to older generations.

When engaging in the “lipstick

I’m not sure
Home decor 34% effect,” boomers+ are those
most likely to purchase more
gourmet/premium food or
drink (58%), while Gen Zs are

Home service 34% most likely to purchase fast

fashion (58%).

What are people spending their money on? 22

How to apply these learnings to your BFCM marketing
Flaherty suggests brands implement the marketing methodology of Alex Hormozi: 

“Make an offer so good, people feel stupid saying no.”

01 03

If you sell items in a category
 IF YOU SELL CONVENTIONAL GOODS...

where spend is decreasing... “Since conventional goods spending is rising—due to inflation, not increased demand—
demonstrate the increased value your product offers over others at the same price point.”

“Focus on your hero products and push those heavily. Take your products’ value propositions
and push messaging that gets shoppers to choose you over a competitor or better offer— —Spencer Flaherty, internal marketing manager, Groove Commerce
because there will almost always be a better offer.”

—Matt Fier, VP of retention marketing, QDL Agency 04

If you sell LUXURY OR


02
DISCRETIONARY GOODS...
If you sell items in a category

where spend is increasing... “High-end and luxury brands struggle to keep CACs low. Therefore, it is important to maintain

a higher-than-average level of customer retention.

“Be as aggressive as possible. Be willing to take smaller overall net profits [during BFCM] by Simply put, a generic automated email requesting feedback and reviews isn’t always enough.
believing you’ll retain them for returning purchases later on. We talk a lot about CACs with paid Consider personally reaching out to these customers 1 week, 1 month, 3 months, and 1 year after
media, but I like to view BFCM as an opportunity to have higher CACs for retention conversions their purchases. These calls should center around their satisfaction with the product they
because I believe we will reconvert them after that holiday purchase.”
purchased, as well as information about similar or complementary products that have just been
released. Consider special ‘try-it-on’ offers for customers who have exhibited purchase intent.”

—Matt Fier, VP of retention marketing, QDL Agency

—Spencer Flaherty, internal marketing manager, Groove Commerce

What are people spending their money on? 23

Where are
people
currently
shopping?
Although consumers are 2.25x more likely

to prefer shopping online, they are currently
shopping about equally online and in-store.
Those who shop in-store do so to touch the product and for immediate product availability, while those who
shop online do so mostly out of convenience. Nearly half of consumers prefer email over all other methods 

of brand marketing.

Older consumers are more likely to prefer shopping in-store and are currently doing so more frequently. 

Their shopping behaviors are more influenced by promotions and competitive prices, potentially due 

to their less positive economic outlook compared to Gen Zs and millennials.

Where are people currently shopping? 25

In-store vs. online shopping preferences

Although consumers are over twice as likely to prefer online to in-store shopping,
current trends do not actually reflect this preference. In fact, consumers report
shopping in-store slightly more than online.

Online vs. in-store preference Current shopping location trends

Strongly prefer
in-store 10%
20%
Slightly prefer 10% prefer in-store
31%
in-store
31% I shop equally
No preference
I shop online in-store and
Slightly prefer more frequently online
35%
online shopping

Strongly prefer
online shopping

20% 39%
All generations prefer
45% I shop in-store
more frequently
prefer online
shopping online, but
boomers+ are more likely 25%
than others to prefer
shopping in-store (28%).

Where are people currently shopping? 26

In-store vs. online shopping frequency
Consumers currently shop about equally in-store as they do online, although
there are unique generational differences.

Current in-store shopping frequency Current online shopping frequency

Not at all in the Not at all in the 7%

past 6 months past 6 months
15%
Less than once Less than once 14%
Gen Zs shop in-store 
 a month Boomers+ shop online less
a month
10% less frequently than older than younger generations
Once a month generations (53%). Once a month 12% (57% a few times a month
or more). Millennials shop
A few times 

8% A few times 
 online most frequently.
a month a month

Once a week 21% Once a week 29%

A few times 
 A few times 


a week a week
67%
66%
Daily 19% Daily
shop online at
15% least a few times
shop in-store at
a month
least a few times
a month
22%
18%

4% 5%

Where are people currently shopping? 27

 Merging the physical and digital shopping

“
experiences is one way to boost customer
satisfaction and reach customers where they
want to shop. One way brands can do this is 

by offering buy online, pick up in-store 

(BOPIS)—people can shop online, check out, 

and then pick up their order in-store.

Ritu K h a n n a

VP p a r t n e r s h i p s

Shopify
In-store shopping drivers

The ability to see and touch products, as well as immediate product availability, are
the top reasons consumers shop in-store. Exclusive promotions and wider product
selection would drive more individuals, especially older generations, to shop in-store.

Primary reasons for shopping in-store

Future in-store shopping drivers

Ability to see and Exclusive in-store

touch products before 59% promotions or discounts 53%
purchasing

Wider product
Immediate product selection 45%
availability 59%
Immediate product
availability 34%
Convenience 52%
Pleasant and engaging 

To make a return 15%
71% of those who visit a store to 

make a return are likely to purchase
in-store ambiance 31%
additional items.

In-store promotions and immediate

Enhanced 

26%
product selection become even more
early a quarter of Gen Zs (24%) are
Social interaction with
13%
N

looking for social interaction when customer service important as consumers get older.
staff or other shoppers they shop in-store.

Where are people currently shopping? 29

Online shopping drivers + marketing
Convenience is the top reason consumers shop online. Similar to in-store
shopping, competitive prices are more important to older generations.

Email is the most preferred form of brand marketing among consumers,
although there are unique generational differences.

Primary reasons for shopping online Preferred brand marketing methods

Convenience of
shopping from home 72% Email 49%

Home delivery options 56% Social 18%

Mail (i.e. flyer
Greater product
variety and options 50% or catalog) 16%

Competitive prices 48% Text message 14%

Older consumers shop online more for convenience and Gen Xers and boomers+ are significantly more likely to prefer
competitive prices, while younger generations are more 
 email over any other marketing method, while Gen Zs prefer email
likely to shop online for greater product variety. and social media equally (35%), followed by text message (22%).

Where are people currently shopping? 30

“
Preach. Your. Value. So many brands forget
that nearly zero people read every single
email that you send to them. They’re not
going to remember everything. On top of that,
we have 5-7 seconds per email before they
bounce to their next email/text/etc.
Keep your messaging simple and preach your ‘why,’ and then make sure the customer can immediately recognize why
going through your online store is the most convenient and pragmatic choice. Use their emotions to encourage their logic.

Matt F i e r

VP of retention m a r k e t i n g

QDL Agency
How to apply these learnings to your BFCM marketing

01 03

If you’re an online-only brand... If you have both in-store


“Don’t send emails just to send them. Make sure you provide a defined offer that is designed
specifically for your segmented audiences. Too many emails, especially too many with empty
and online presences
offers, will burn out your contact list—making them even more difficult to convert in the future.”
“Brainstorm ideas that combine channels. Examples include using online sign-up forms to
collect RSVPs to in-store holiday events and gain more subscribers; leveraging loyalty programs
—Spencer Flaherty, internal marketing manager, Groove Commerce to purchase in-store and online to gain more points; handing out coupons at in-store check-out
for deals shoppers can redeem online; and sending segmented emails to both online and

in-store purchasers to increase total shopping across channels.”

—McKenzie Hibler, director of ecommerce marketing, Groove Commerce

02

If you’re a retail brand “I believe more people will end up buying in-person this year than they think. With the increased
traffic from in-office requirements and total lifts of social restrictions, people will always choose
convenience, even over slight savings. Use your online presence to push to stores. Personally,

“Share in-store-only promotions and events that would draw your segmented audience into the I’ll be excluding loyal and returning customers—I don’t want to turn them into in-store shoppers.
store. Underpromise and overdeliver. If your offer promises a free ‘X’ to those who buy over $50 But for those who engage with our emails but don’t covert? Let’s make this as easy as possible
in goods, throw in ‘Y’ for good measure. Building goodwill with in-store customers will have them for them.”

coming back for years.”

—Matt Fier, VP of retention marketing, QDL Agency

—Spencer Flaherty, internal marketing manager, Groove Commerce

Where are people currently shopping? 32

HOW WILL 

people

shop for

THE HOLIDAYS?
This holiday season, consumers plan to

shop primarily online in the months leading
up to the holidays.
Holiday spending is likely to remain similar compared to previous years, although those who plan to spend
more this year are most likely to attribute it to increased prices from inflation—not more gifting. Nearly half

of consumers would not mind giving or receiving “dupes” as gifts.

Boomers+ are more likely than younger generations to shop in-store for the holidays and generally plan their
shopping throughout the year, especially compared to Gen Zs, who are most likely to shop in the month the
holiday falls. Younger generations are also more likely to increase their holiday spending this year compared

to previous years, potentially due to their more positive economic outlook.

How will people shop this holiday season? 34

Holiday spending
Consumers spend an average of $745 each holiday season. This year, over half
plan to spend the same amount as last year, but nearly a third plan to spend less.

Average spend on holiday gifts Holiday spending shifts for 2023

Less than $100 10%

$745
52%
$100 to $249 16% estimated spend
average Plan to spend 32%
the same
$250 to $499 24% Plan to

spend less

$500 to $999 24%

$1,000 to $1,499 13%
Holiday spending Gen Zs and millennials
15%
$1,500 to $1,999
6% increases as consumers
get older. On average,
plan to spend more
this holiday season Plan to

Gen Zs spend only $550 compared to previous spend more
$2,000 or more
7% on holiday gifts. years, while Gen Xers
and boomers+ plan to
spend less.

How will people shop this holiday season? 35

Holiday spending increases + decreases
Those who plan to increase their holiday spending this year will do so primarily because of
inflation or because they plan to purchase more gifts for people. Those who plan to decrease
their holiday spending this year will do so primarily by purchasing fewer gifts overall.

Amount planning to increase and how

Amount planning to decrease and how

(for the 15% who plan to increase spending) (for the 32% who plan to decrease spending)

Taking into $1,000


$1,000

or more 12% account inflation 42% or more
4% Less gifting overall 59%
10%
$500 
 $500 
 Purchasing fewer
Purchasing gifts
to $999 15%
for more people 37% to $999
gifts per person 49%
22%
$250 
 $250 

More gifting Buying more gifts
to $499
20% overall 34% to $499
when they are on sale 41%
$50 
 $50 

to $249 Purchasing to $249

Less
 higher-value gifts 33% Purchasing fewer

gifts for people 39%
Less

than $50 than $50
Buying more gifts 51%
47% in person 30% Taking advantage 

30%
of online discounts
Purchasing more
gifts per person 30% Buying gifts earlier 

in the year 24%
Purchasing 

6% full-price gifts 25% 14%
Purchasing from 

off-price retailers 18%
Purchasing from
high-end stores 18%

How will people shop this holiday season? 36

 The holiday season makes [marketing

differently to different demographics] tricky

because you’re going to have an influx


“
of potential customers who might be outside


your normal demographics, for gifting


purposes primarily.

While it’s hard to differentiate ages in our email and SMS audiences, we can, to a degree, use time of day as an indicator.

Change your messaging depending on your time of day of the send, and test ahead of the holiday.

Matt F i e r

VP of retention m a r k e t i n g

QDL Agency
Holiday shopping location
Half of consumers plan to shop online this holiday season, and most

say this is not a shift from previous years.

In-store vs. online holiday shopping 2023 holiday shopping shifts

All holiday 

shopping in-store
6%
18% 16%
12% primarily 
 Plan to shop
Most holiday
shopping in-store
shop in-store
67% more in-store
this year
Equally in-store No difference
and online from last year
32%
Most holiday
shopping online

All holiday
16%
shopping online Plan to shop more
online this year
Gen Zs and millennials 

are more likely than 

32%
50% older generations 

to plan to shop more 

primarily 
 in-store this year
compared to 

A quarter of boomers+ 

shop online
previous years.
do most or all of their
holiday shopping in-store, 18%
significantly more than all
other generations.

How will people shop this holiday season? 38

Holiday shopping timing
Most people do their holiday shopping in the months leading up to the holidays
(October and November). For those who primarily shop during online deal days,
Black Friday is the most popular day, although fall Amazon Prime Day is now as
popular as Cyber Monday.

When most holiday shopping happens

online deal days shopped

In the months leading


up to the holidays 46% Black Friday online deals 82%

In the month the

holiday falls 25% Cyber Monday 59%

Throughout the course

of the entire year 17% Amazon Prime Day (Fall) 59%
Gen Zs plan less and are more
likely to shop in the month the
holiday falls (32%), while Gen
During online

deal days 12% Xers and boomers+ are more
likely to shop throughout the
Amazon Prime Day (Summer) 36%
year (19% and 20%, respectively).

How will people shop this holiday season? 39

“Dupes” gifting

For some consumers, “dupes”—products of similar quality from lesser-known

brands—provide an affordable alternative to popular, high-ticket items. Overall,
40% of consumers would consider purchasing "dupes" as gifts, and the same
amount would not mind receiving a "dupe" as a gift.

Would purchase “dupes” as gifts Interest in receiving “dupes” as gifts

Yes 19% 37%

No preference
23%
No 28% Not interested

For some things,

but not others 21% Similar to
purchasing, interest
in receiving “dupes” 40%
Interest in purchasing decreases as
“dupes” as gifts to 
 consumers get I wouldn’t mind
I’m not sure
at this time 32% save money decreases
significantly as 

older. 60% of Gen
Zs wouldn’t mind
consumers get older. receiving a “dupe.”

How will people shop this holiday season? 40

“
It’s vital to spend time analyzing customer
segment behaviors within Klaviyo. Using this
research, you can develop a strategy that
activates your first-party data in both owned
and paid media channels to produce outcomes
that drive profitable new customer

acquisition and higher retention rates.
S e a n M a c B e t h

i n t e r i m l e a d e r , g r o w t h m a r k e t i n g

Chameleon Collective
How to apply these learnings to your BFCM marketing 

01 03

Focus on executing the basics, better Update your pop-ups to


“Automate and simplify to reduce friction in your service touchpoints. Set up killer triggered
email campaigns with updated content and fantastic cross-selling opportunities—and not just
reflect your BFCM campaign
post-purchase, but bounce-back and win-back and lost souls. Build them all. Check your go-to- “Update your welcome pop-up or sign-up incentive to showcase greater deals during the holiday
market, align cross-functional communications well in advance, and build out your holiday ‘gap season than what you normally offer. Advertise upcoming exclusive deals, etc.”

closer’ promotional Plan B.”

—Mckenzie Hibler, director of ecommerce marketing, Groove Commerce

—Gary Penn, ecommerce practice consultant, Chameleon Collective

02

Consider your retention strategy http://www.myklaviyostore.com

“We approach returning customers with two questions in mind: How do we continue to raise 

our value to our loyal customers to encourage increased lifetime value (LTV)? And how do
 Segment > VIP sale push notification
we prevent loyal customers from becoming churn risks by shopping us with other brands?

I am a firm believer that we want to turn brand loyalists into brand evangelists. We do this by 
 Enjoy VIP What someone has done (or not done)
offering incentives.”
status VIP exclusive now
Has Opened push at least once
G+C
Get early access to Black Friday VIP status comes with early access

—Matt Fier, VP of retention marketing, QDL Agency deals when you subscribe. to our Black Friday sale. in the last 30 days
Email
AND
Sign up
What someone has done (or not done)

Has Ordered product

at least once 42
over all time

where Name equals Sunglasses

How to apply these learnings to your BFCM marketing 

04

Factor in context
“Take a step back and realize there will be more brands than ever offering higher discounts than
ever for a longer period of time than ever. In a buyer's market, find your niche, keep it simple, and
don’t get cheap during the holidays. This is when you keep loyalists happy and convert those who
have either sniffed around before or just found out about you from a listicle you made. Lead with
your ‘why’ and get them to your site as fast as possible via simple-to-digest emails.”

—Matt Fier, VP of retention marketing, QDL Agency

05

Keep price-conscious consumers in mind

“Bundles are a great start. There’s a perceived value in them. Given that the spend-apprehensive
audience will skew older, we usually like to approach it with problem > solution language. Typically,
our messaging will be ‘Why us’ > ‘Your problem’ > ‘Our solution.’ Whether the problem is gifting,
avoiding sell-outs, crossing off to-do lists, etc., there’s an angle for any brand.”

—Matt Fier, VP of retention marketing, QDL Agency

How do people feel about the economy? 10

Klaviyo (CLAY-vee-oh) powers smarter digital
relationships, making it easy for businesses to
capture, store, analyze, and predictively use their
own data to drive measurable, high-value outcomes.

Klaviyo’s modern and intuitive SaaS platform enables business users

of any skill level to harness their first-party data from more than 300
integrations to send the right message at the right time across email,
SMS, and push notifications. Innovative businesses like Dermalogica,
Living Proof, Citizen Watch, and more than 130,000 other paying users
leverage Klaviyo to acquire, engage, and retain customers—and grow
on their own terms.

Learn more about Klaviyo’s platform.

Get started
Trademarks