D2C Brands 2022

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

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.


  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.

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    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

    Interviewed for This Report

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

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    Andrew Lipsman


    Sky Canaves
    Senior Analyst, Retail & Ecommerce
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