D2C Brands 2022

How Established Brands and DNVBs Achieve Sustainable Growth with Direct Sales Strategies

Report by Andrew Lipsman  | Apr 28, 2022
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Report
Deck
The One-Pager
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Table of Contents
Executive Summary
Key Points
The State of D2C Ecommerce: How Big Is the Opportunity?
Key Players in D2C Ecommerce
The D2C Model
Trends that Are Disrupting D2C Ecommerce
Implications for Marketers: How to Build Breakthrough Brands in the Digital Age
Insider Intelligence Interviews
Read Next
Sources
Media Gallery
About This Report
Recent gains in direct-to-consumer (D2C) ecommerce sales are being driven more by incumbent brands than disruptors. What can they learn from each other about building brands in the digital age?
Topics
Brand Marketing
US
Table of Contents
Executive Summary
Key Points
The State of D2C Ecommerce: How Big Is the Opportunity?
Key Players in D2C Ecommerce
The D2C Model
Trends that Are Disrupting D2C Ecommerce
Implications for Marketers: How to Build Breakthrough Brands in the Digital Age
Insider Intelligence Interviews
Read Next
Sources
Media Gallery

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.

US D2C Ecommerce Sales for Established Brands vs. Digitally Native Brands, 2018-2024 (billions)
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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.

Here’s what’s in the full report

3files

Exportable files for easy reading, analysis and sharing.

13charts

Reliable data in simple displays for presentations and quick decision making.

7expert perspectives

Insights from industry and company leaders.

    Table of Contents

    1. Executive Summary
    2. Key Points
    3. The State of D2C Ecommerce: How Big Is the Opportunity?
    4. Key Players in D2C Ecommerce
    1. The D2C Model
    2. Trends that Are Disrupting D2C Ecommerce
    3. Implications for Marketers: How to Build Breakthrough Brands in the Digital Age
    4. Insider Intelligence Interviews
    1. Read Next
    2. Sources
    3. Media Gallery

    Charts in This Report

    US D2C Ecommerce Sales for Established Brands vs. Digitally Native Brands, 2018-2024 (billions)US D2C Ecommerce Sales, 2018-2024 (billions, % change, and % of ecommerce sales)
    US D2C Ecommerce Sales Growth for Established Brands vs. Digitally Native Brands, 2018-2024 (% change)Leading US Direct-to-Consumer (D2C) Market vs. Ecommerce Market Product Categories, Aug-Oct 2021 (% of total merchants)
    Top 25 Direct-to-Consumer (D2C) Brands Worldwide, Ranked by Total Visits, 2020 & 2021 (millions of total visits and % change)Total Visits to Leading Direct-to-Consumer (D2C) Brand Websites Worldwide, March 2019-Dec 2021 (millions)
    Nike Direct-to-Consumer Sales Worldwide, 2010-2021 (% of total revenues)Leading Ecommerce Platforms Used by US Direct-to-Consumer (D2C) Brands, Oct 2021 (% of total)
    Presence of US Direct-to-Consumer (D2C) Brands on Social Media, by Business Size, Oct 2021 (% of total in each group)US Direct-to-Consumer (D2C) Brands' Share of Ad Spending, Jan 2021-March 2022 (% of total)
    Digital Ad Spending vs. Price* Growth Worldwide, by Channel, Q4 2021 (% change vs. same period of prior year)Top 15 US Direct-to-Consumer Brands, Ranked by TV Ad Impressions, 2020 & 2021 (billions and % change vs. prior year)
    Leading Reasons US Adults Would Buy a Traditional Brand Over a Direct-to-Consumer (D2C) Brand, Oct 2021 (% of respondents)

    Interviewed for This Report

    Candice Collison
    Of an Origin
    Co-Founder, CEO, and Creative Director
    Interviewed March 15, 2022
    Kathryn Flynn
    Feather
    Director, Growth Marketing
    Interviewed September 7, 2021
    Robert Franklin
    Peloton Interactive, Inc.
    Senior Vice President, Ecommerce
    Interviewed March 23, 2022
    Jehan Hamedi
    Vizit
    Founder and CEO
    Interviewed January 7, 2022
    Sara Livingston
    Rockerbox
    Head of Customer Solutions
    Interviewed February 28, 2022
    Kate MacCabe
    Brooklinen
    Vice President, Product
    Interviewed November 20, 2021
    Shane Pittson
    Quip
    Vice President, Growth
    Interviewed June 4, 2021

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    Download
    Report
    Deck
    The One-Pager
    Share
    Table of Contents
    Executive Summary
    Key Points
    The State of D2C Ecommerce: How Big Is the Opportunity?
    Key Players in D2C Ecommerce
    The D2C Model
    Trends that Are Disrupting D2C Ecommerce
    Implications for Marketers: How to Build Breakthrough Brands in the Digital Age
    Insider Intelligence Interviews
    Read Next
    Sources
    Media Gallery
    About This Report
    Recent gains in direct-to-consumer (D2C) ecommerce sales are being driven more by incumbent brands than disruptors. What can they learn from each other about building brands in the digital age?
    Topics
    Brand Marketing
    US
    Table of Contents
    Executive Summary
    Key Points
    The State of D2C Ecommerce: How Big Is the Opportunity?
    Key Players in D2C Ecommerce
    The D2C Model
    Trends that Are Disrupting D2C Ecommerce
    Implications for Marketers: How to Build Breakthrough Brands in the Digital Age
    Insider Intelligence Interviews
    Read Next
    Sources
    Media Gallery
    Download PDF

    authors

    Andrew Lipsman

    Contributors

    Sky Canaves
    Senior Analyst, Retail & Ecommerce
    Bianca Carasus
    Researcher
    Blake Droesch
    Analyst