Why D2C matters
Cutting out the middle keeps the retail margin and, more importantly, the customer: the data, the communication, the reviews, and the repeat relationship all belong to the brand.
The trade is doing retail’s job: acquiring every customer yourself, at today’s ad prices, with your own fulfillment and support behind it.
What D2C brands have to own
- Customer acquisition across paid and organic
- The store experience, end to end
- Fulfillment, returns, and support
- Trust-building that a retail shelf used to provide
Questions
Is pure D2C still the model?
Mostly it’s D2C-first, not D2C-only. Many brands add marketplaces and retail for reach while keeping the own store as the margin and relationship center.
What’s the hardest part of D2C?
Acquisition cost. Without a retailer’s foot traffic, every customer is bought or earned, which makes conversion, retention, and word of mouth the whole game.