Gartner Research

Best Practices for Direct-to-Consumer Strategies

Published: 17 November 2015

ID: G00272482

Analyst(s): Tom Enright , Chris Poole


Brand manufacturers are creating new revenue streams by selling directly to end consumers through online channels. This major departure from their existing business model has many challenges and risks to be overcome. This research advises supply chain leaders on successful DTC strategies.

Table Of Contents
  • Key Challenges



  • Rethink Your Brand's Approach to Commercial Success, and Recognize That You Are No Longer a Manufacturer or Wholesaler, but a Retailer
  • Recognize That You Will Have New Competitors as a Result of DTC, Identifying and Assessing Them to Bring the Most Appropriate Products to Market With the Most Compelling Consumer Offer
    • Understanding How Consumers Wish to Shop Is Key to Creating the Correct Environment
  • Avoid Just Adapting Your B2B Supply Chain to Meet DTC Consumer Needs; Instead, Develop New Supply Chain Processes and Capabilities That Will Be Fit for Purpose

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