Road to direct-to-consumer

Emerging new direct-to-consumer (DTC) models are causing a stir. With access to first-party data, innovative social media practices, and increased pricing power, DTC entrants have gone from curious disrupters to serious competitors. But how can large manufacturers tap into these opportunities?

Challenges to overcome

Most large manufacturers lack the internal capabilities, digital infrastructure or agile mindset to try and behave like successful DTC startups. They often underestimate what is required to drive their own traffic, optimise acquisition costs or take advantage of the data they capture. On top of that, existing retail partners can be resistant to manufacturer DTC efforts.

Section 1: Direct-to-consumer Growth opportunity
Section 1: Direct-to-consumer Growth opportunity

Challenges to overcome

Most large manufacturers lack the internal capabilities, digital infrastructure or agile mindset to try and behave like successful DTC startups. They often underestimate what is required to drive their own traffic, optimise acquisition costs or take advantage of the data they capture. On top of that, existing retail partners can be resistant to manufacturer DTC efforts.

Why invest in DTC?

Access first-party data

As we move into a cookie-less world, collecting and owning first-party data is increasingly important to create feedback loops

Direct to consumer access first party data
Direct to consumer insight innovation engine

Insight & innovation engine

Launch and test new innovative products on a smaller scale with a faster time to market, and then adjust on the basis of consumer feedback

Control the experience

Move beyond just selling products and incorporate services into a broader, more holistic customer experience that helps build the brand

Direct to consumer control the experience
Direct to consumer combat retailer pressure

Combat retailer pressure

Brands no longer have to outspend the competition for better in-store positioning and promotions through pricing or trade spend, or negotiate pricing with retailers for paper-thin margins

Access first-party data

As we move into a cookie-less world, collecting and owning first-party data is increasingly important to create feedback loops

Direct to consumer access first party data
Direct to consumer insight innovation engine

Insight & innovation engine

Launch and test new innovative products on a smaller scale with a faster time to market, and then adjust on the basis of consumer feedback

Control the experience

Move beyond just selling products and incorporate services into a broader, more holistic customer experience that helps build the brand

Direct to consumer control the experience
Direct to consumer combat retailer pressure

Combat retailer pressure

Brands no longer have to outspend the competition for better in-store positioning and promotions through pricing or trade spend, or negotiate pricing with retailers for paper-thin margins

How we can help

By combining the expertise of our consulting and creative services with the data and digital commerce infrastructure from Lingaro and Orba, we are now positioned to help clients successfully launch their DTC operations.

Define the opportunity

Build DTC knowledge and get started by defining the value proposition and key objectives specific to your business

Direct to consumer define the opportunity
Direct to consumer build a business case

Build a business case

Evaluate and research the market demand, internal DTC readiness and macro environment, and build a business case on whether or not to launch a DTC channel

Implement the solution

We can help design and implement the right solutions to address the problems. Create and optimise content to drive impact and achieve positive business outcomes

Direct to consumer implement the solution
Direct to consumer measure optimise

Measure & optimise

Leverage data to measure and improve business performance. Gather feedback and analyse the process to continuously improve strategy and prepare for scaling up

Direct to consumer define the opportunity

Define the opportunity

Build DTC knowledge and get started by defining the value proposition and key objectives specific to your business

Direct to consumer build a business case

Build a business case

Evaluate and research the market demand, internal DTC readiness and macro environment, and build a business case on whether or not to launch a DTC channel

Direct to consumer implement the solution

Implement the solution

We can help design and implement the right solutions to address the problems. Create and optimise content to drive impact and achieve positive business outcomes

Direct to consumer measure optimise

Measure & optimise

Leverage data to measure and improve business performance. Gather feedback and analyse the process to continuously improve strategy and prepare for scaling up

Every business and category faces unique DTC challenges - from onboarding the organisation, through 360 diagnostics, to scaled delivery. This is why eBusiness Institute, Lingaro and Orba worked together to create a joint offering that supports your organisation, wherever you are in your DTC journey.

– Luigi Matrone, Founder of eBusiness Institute
Section 5: Direct-to-consumer Book a meeting

How do I start?

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