What is D2C?

What is a D2C (direct-to-consumer) business model?

In today’s era of online shopping and technological advancements, producers can now operate as their own distributors, achieving higher efficiency in production and shipping. We consistently witness the growth of brands that handle the entire process from product design and manufacturing to marketing, sales, and shipping, all without relying on intermediaries. These Direct-to-Consumer (D2C) companies can belong to either the category of digitally native brands or established businesses. While the former have their origins online, the latter are typically traditional manufacturers and distributors.

D2C Sales.

Communication is key

Effective communication is paramount. Across the globe, the Direct-to-Consumer (D2C) model is gaining remarkable popularity. In 2022, roughly 64 percent of consumers worldwide frequently purchased directly from brands. Several factors drive global online shoppers to choose manufacturers as their preferred shopping destination, with competitive pricing emerging as the primary motivator, followed by free delivery and hassle-free returns. This business model provides convenience, cost savings, and a more streamlined shopping experience and presents its own challenges.

What does D2C stand for?

D2C stands for “direct-to-consumer,” which, at its core, means that a brand sells its products directly to its end customers without involving retailers. In this model, a company manufactures its products in-house and distributes them directly to consumers without intermediaries. The primary channels for D2C sales include e-commerce platforms, with a growing presence on social media, while traditional retail stores remain well-established.

Disrupting the paradigm

Consider some of the world’s most recognizable brands, such as Crest Toothpaste, Nike, and L’Oréal. If you’ve ever purchased their products, it’s likely been through retailers like Kroger, Walgreens, or Nordstrom. Historically, this has been the primary way consumers interact with brands.

However, D2C has disrupted this paradigm in the past decade by bypassing intermediaries. Companies like Gap and Apple have embraced this model for a while, primarily through their retail stores. Yet, the latest trend in D2C is distinct. Emerging D2C brands connect with their end consumers through their own e-commerce shops, where customers can discover, shop, purchase, and engage directly with their favorite brands.

Growth

While not all eCommerce operates on a direct-to-consumer basis (if an online shop utilizes platforms like Amazon or Etsy, it adheres to the traditional model), the growth of eCommerce has significantly propelled the expansion of this business approach. With the increasing number of consumers turning to online shopping, a trend that saw explosive growth during the pandemic, brands that have established robust consumer-oriented online stores have captured a portion of this surge in traffic and sales.

eCommerce companies seeking to modernize their operations may shift towards this more direct business model. Not only does it reduce costs associated with intermediaries, but it may represent the future of eCommerce.

The D2C model can be effectively employed in nearly every industry, including vineyards and wineries, fashion, and fresh produce. This model guarantees quality and accountability.

Fresh Produce case

For instance, we receive a weekly shipment of organic fruits and vegetables directly from the farmer, ensuring freshness and transparency in the supply chain.

We place our order online, and the next day, it arrives at our doorstep, freshly picked in the early morning. If any issues arise, we call them, and they promptly address and compensate us.

In contrast, who bears the responsibility when you purchase fresh produce from the supermarket?

Additionally, the farmer maintains a small store where direct customer sales occur. This store serves as a showcase, allowing customers to immerse themselves in the products and better understand the brand.

Fashion, too, finds success within the D2C business model.

Apricot, case

Apricoat is an excellent example of a D2C company and brand. Founded by a group of international explorers on a mission to create the ultimate high-quality and sustainable adventure travel gear.  Apricot started its journey in a crowdfunding campaign that garnered support from over 20,000 backers, resulting in $2 million in funding. This enabled them to create a community to sell the product and idea directly. Now, they develop produce and distribute directly via their website to a growing and loyal customer base among outdoor enthusiasts worldwide who need to work with a wholesaler or middleman.

The Direct-to-Consumer (D2C) model involves removing resellers, producers, and other intermediary companies that typically come between the brand and its final customer. This approach brings the company closer to its target audience and has the potential to generate higher profit margins. Although the D2C model may not be as widely recognized as you might think, it is more prevalent than one might assume, with many well-known brands adopting it.

Benefits of the D2C Model:

The D2C model offers several significant advantages, primarily centered around increased control over your business and products. When selling directly to your customers, they become your primary focus. Here are some of the most notable benefits of the direct-to-consumer business model:

• More Flexibility in Pricing and Greater Margin Control: Without intermediaries, you have greater flexibility in setting prices and maintaining control over profit margins.
• No Middlemen Equals Higher Accountability and Brand Loyalty: Eliminating middlemen results in higher accountability and fosters stronger customer brand loyalty.
• Enhanced Agility in Product Development and Testing: D2C businesses can swiftly develop and test new products, services, and marketing strategies due to their direct connection with customers.
• Access to Rich Customer and Trend Data: D2C companies gather valuable customer data and gain insights into trends, enabling them to personalize their products and services more effectively.

In-Depth Look:

Let’s explore these benefits in more detail:

More Flexibility in Pricing and Greater Margin Control

The absence of middlemen allows you to adapt your pricing strategy more effectively, ensuring competitive pricing while optimizing profit margins.

Please ask for more information or details about any specific aspect.

In traditional models, goods often pass through intermediaries, such as distributors or retailers, who, in some industries, mark up the products by 50-100% before reaching the end customers.

However, when a brand sells directly to consumers, they can adjust prices according to their needs. For instance, in the case of the organic farmer, when we purchase goods directly, the price is 30% lower than what the retailer charges.

The flexibility afforded by the D2C model enables a brand to make price adjustments on the fly. For example, our farmer experiences a bountiful harvest of strawberries. Since strawberries are highly perishable, the farmer needs to sell them quickly. In a D2C model, the farmer can create promotions that move the product faster and enhance brand loyalty. This approach often results in higher profits than selling to a retailer.

In the traditional model, price adjustments and discounts can be cumbersome, as partners often consider their own needs and may prioritize minimizing their losses, even if it means compromising the brand’s position.

The absence of middlemen in D2C models leads to higher accountability and fosters brand loyalty.

When brands handle everything from product design and manufacturing to marketing, sales, and shipping without intermediaries, they are fully responsible for the entire brand experience and are accountable at every touchpoint. When managed effectively, this approach can cultivate loyal customers. One of the successful models within the D2C framework is subscription-based product delivery, which represents the pinnacle of customer loyalty. An example of this is Grove Collaborative.  a San Francisco-based D2C e-commerce company aggregating sustainable brands, has raised close to 475 million U.S. dollars as of 2021 and is among the most used subscription services in the U.S. 

Being accountable also allows you to bring your customers into your own store, and once they are inside, they become fully immersed in your world, free from the influence of other brands. In contrast, customers who shop at a retailer compare features and pricing across various products and brands. You can weave a compelling narrative, establish connections, and cultivate brand loyalty in your own space.

Within this controlled environment, you can showcase the unique attributes of your products and supply chain. You can present videos and testimonials, providing a more engaging and personalized experience. Leveraging innovative technological solutions can further enhance personalization and engagement.

However, accountability extends beyond just the product and brand loyalty. A global trend spearheaded by Gen Z shoppers is sustainability. Shoppers now expect brands to be accountable for their carbon footprint, and an increasing number of brands are taking significant steps to minimize their impact on the environment.

More Agility in Developing and Testing New Products, Services, and Marketing Strategies:

Consider this hypothetical scenario: An e-commerce apparel brand store introduces a new design and printing technique. If you sell through retailers, the process involves developing the product, obtaining purchase orders from your retailers, producing sufficient inventory to meet demand, and waiting to see if it sells. If it does, this impacts the environment and results in capital loss and time. However, if you sell directly to consumers (D2C), you can presell the product to gauge shopper interest. You can even create limited editions before launching your entire product line.

Higher Customer/Trend Data and Enhanced Personalization:

Working as a D2C company allows you to closely track your customers and use this information to create superior products, personalize customer interactions, improve your website, and stay attuned to market trends. Various technological solutions can enrich your insights and data.

For example, you can enhance your website with a visual AI system and product discovery, such as Selectika’s system, which automatically assigns over 20 data points to each item. This automated tagging process covers entire catalogs swiftly. The detailed product descriptions provide invaluable insights into trends and customer preferences, enabling you to identify products that require better promotion, those that should be developed further, and much more.

The D2C model involves control over all aspects of distribution and production, resulting in the accumulation of a substantial amount of customer data.