Executive Summary

Direct-to-consumer (D2C) ecommerce is evolving as brands adapt to achieve profitable growth amid increased competition. Many digital natives are learning what it takes to win enduring brand status, while others have found that the early D2C playbook is no longer an easy path to riches. As established brands lean into their own D2C strategies, the true keys to D2C success are now coming into view.

3 KEY QUESTIONS THIS REPORT WILL ANSWER

1. How big is D2C ecommerce and how fast is it growing?
2. Which brands have been the most successful at D2C strategies and what are the drivers?
3. Which growth strategies should established brands adapt from digitally native brands, and vice versa?

WHAT’S IN THIS REPORT? Our latest forecast for D2C ecommerce sales, plus a breakdown of strategies that D2C brands should focus on to scale their growth.

KEY STAT: In the US, D2C ecommerce sales for established brands will reach $117.47 billion this year, more than three times larger than those of digitally native brands.