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Welcome to The Dealer Download, powered by RS&I.
Inflation is falling. Customers still do not feel relief.
Even as the Consumer Price Index trends closer to the Federal Reserve’s 2 percent target, prices remain significantly higher than they were just a few years ago. That gap between improving data and lived experience continues to shape how customers evaluate purchases.
Essential services like internet and wireless are not being eliminated. They are being optimized. Customers are looking for predictability, value, and trusted guidance.
This conversation is not about economic headlines.
It is about how real consumer psychology shapes buying decisions.
What You’ll Learn in This Episode
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Why inflation slowing does not mean prices are falling
Lower inflation means prices are rising more slowly, not reversing. Customers still compare today’s bills to what they paid years ago, and that memory shapes their expectations.
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The Chocolate Effect and why prices stay elevated
Even when input costs drop, retail prices often remain high. This lag creates skepticism and reinforces the need for clear, transparent conversations.
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How consumer psychology shifts in high cost environments
Customers become more selective. They compare longer, ask tougher questions, and prioritize reliability over impulse decisions.
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Why trust based selling becomes more effective during economic pressure
When budgets feel tight, credibility matters more than promotion. Dealers who focus on guidance instead of pressure build stronger long term relationships.
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