Gartner Research

How to Build a Successful Direct-to-Consumer Selling Business

Published: 24 August 2016

ID: G00314501

Analyst(s): Tom Enright


Consumer products companies create new revenue streams by selling directly to end consumers through online channels. This departure from their existing business model poses many challenges and risks. This research advises supply chain leaders on how to build a successful direct-to-consumer business.

Table Of Contents
  • Key Challenges



  • Rethink Your Brand's Approach to Commercial Success and Recognize That by Selling DTC Products, Consumers Will Now View You as a Retailer
  • Identify and Assess the Most Appealing Products to Consumers for Inclusion in a DTC Model
    • Context
    • Format
    • Trust
    • Assortment
    • Payment
  • 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
    • Product Picking
    • Delivery and Transportation
    • Packaging
    • Returns
    • Consumer Data
    • Demand Forecasting

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