Direct to Consumer (DTC)
What is Direct-to-Consumer (DTC)?
Direct-to-consumer, often abbreviated as DTC or D2C, is an eCommerce business model where a brand sells its products or services directly to customers, without involving third-party retailers, distributors or wholesalers. This approach gives brands full control over the entire customer journey, from product discovery and purchasing to delivery and aftercare. DTC brands typically sell through their own websites or branded physical stores, allowing for a more personalised and consistent shopping experience.
Why does DTC matter for modern brands?
One of the biggest advantages of the DTC model is that it removes the middleman. This allows businesses to retain a larger share of revenue, test new products faster, and build deeper relationships with customers. DTC brands can tailor the entire experience, from marketing and messaging to packaging and post-purchase support. They can also use tactics like cross-sells, upsells and A/B testing to increase average order value and optimise conversion rates.
With full ownership of their brand identity, DTC businesses can ensure every customer interaction aligns with their values and messaging. This consistency helps build trust and loyalty, especially in competitive markets where standing out matters. Whether you're launching a new product or scaling an established brand, DTC offers agility, direct feedback, and the ability to adapt quickly, all of which are key to long-term success.