O que é o Modelo DTC (Direct-to-consumer)

What is the DTC (Direct-to-consumer) Model

We know that e-commerce is being adopted by industries and manufacturers as a sales channel, following the digital transformation that many companies have faced in the last 2 years.

B2B e -commerce fuels the current global economy, a recent Forrester study says that B2B e-commerce in the US will reach U$1.8 trillion by 2023. With this, trends such as Direct-to-consume are increasingly growing in B2B business models and accepted by consumers, who want to buy directly from brands.

In this article, understand what the DTC model also known as D2C is.

Get to know the direct-to-consumer concept

As the name suggests, the DTC model consists of companies and brands that operate by selling their products and services to the end customer, without the intermediation of retailers, distributors or wholesalers. Usually these companies manufacture their products, that is, they act as manufacturers or industrials.

In this sense, e-commerce has brought a sales channel of low cost and complexity of operation, allowing these industries and manufacturers to sell directly to the final consumer, without the need for a retail intermediary, as well as strengthening the sales strategy through marketplaces.

In this sense, as the company controls the sales channels, it can create an identity and communication that encompasses the consumer's journey from the moment of interest until delivery. In other words, companies that opt for the DTC strategy are looking for:

  • High priority on total control over marketing, branding, and direct experiences with their customers;
  • Offer a broader and more appropriate assortment to their customers, increasing direct margins;
  • Less dependence on third-party channels.

Why go with DTC?

One of the most important reasons to start a DTC operation is to collect data from end customers as behaviors that can be used for key issues for your company to grow.

In addition, your company has greater control over the customer experience since there are no middlemen in the way, giving you room to align targeted content and consumer expectations of your product, as well as maintain a more personalized dialogue with your audience.

This trend helps create more engagement and closeness between consumer and brand, but it depends on fundamental steps, according to BigCommerce, the first of which is to build a brand with authenticity, with an appropriate voice for the consumer profiles, in addition to personalizing the shopping experience or the product offered.

As digitalization grows, the trend is that more people become accustomed to doing everything digitally in a kind of unified commerce, which opens doors for companies that have strong roots in offline to start moving towards the digital transformation of their operation and be present in consumer purchasing decisions.

Want to understand how industries and manufacturers can use digital channels in their sales strategy? Contact our experts and learn how to evolve your operation.

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