Direct-to-consumer (D2C) for B2C and B2B manufacturers
Our D2C service portfolio
Manufacturers of high-interest products can leverage digitalization and AI to unlock enormous opportunities to reach and persuade customers. Especially in light of intense competition from China, success depends on customer centricity, speed of execution, operational efficiency, and a high degree of adaptability. We support B2C and B2B manufacturers across industries in Europe and the United States in building exactly these capabilities.
Your contact
Cliff Pfefferkorn
Partner & Managing Director
cpfefferkorn@estrategy-consulting.de
+49(0)151 15352 806
Common questions from our clients
- Business Potential: When and why can D2C be commercially viable for manufacturers, and what potential does it offer?
- D2C and Chinese Competitors: How can D2C help manufacturers become more competitive against aggressive Chinese players entering the European market?
- D2C Business Case: Which underlying logics need to shape the D2C business case, and which success factors are critical?
- Customer Centricity: How can manufacturers truly understand their customers and, based on that understanding, offer compelling value propositions through their D2C channels?
- Governance and Performance Monitoring: Which KPI set matters at the channel, product, and customer levels? How can this KPI set be implemented?
- New and Existing Customers: What role does customer loyalty play in the D2C business case, and how can customer lifetime value be increased effectively?
- D2C Channel Mix and Online Marketplaces: Which channels are critical for an effective D2C strategy, and which online marketplaces need to play a fundamental role for which manufacturers?
- D2C and Agentic Commerce: Why is D2C also a critical foundation for manufacturers preparing for agentic commerce?
- What operational and technical capabilities does a D2C strategy require at each maturity level, and how can seamless evolution be ensured?
- What role does data play in your D2C business, at which maturity level, and which data governance is required?
- Internal Sales and Retail Partners: How can internal sales be integrated into the D2C strategy, and how should channel conflicts with retail partners be managed?
Direct-to-consumer cases
Study: German manufacturers’ perspective on the topic of D2C
How do German manufacturers of high-interest products view the topic of direct-to-consumer? What motivates them, and what challenges are decision-makers in marketing and sales organizations facing? And how relevant will D2C be for them by 2030? Our latest D2C study answers these questions.
Omnichannel Marketing, Direct-to-Consumer (D2C) and E-Commerce Strategy
As a recognized industry leader in power tools, Festool's core goal is to continuously increase relevance for potential and existing customers, integrate its own e-commerce channel, and anchor the Festool brand more firmly in the minds of its target audience.
Omnichannel EU market entry of a US manufacturer of consumer electronics
The provider of consumer electronics, previously only active on the North American market, is expanding into the European market. To enter this highly competitive market, a scalable, operational and technical setup needs to be created that is also integrated into Monoprice's global business model.
D2C as a business model: IFH interview with Managing Partner Cliff Pfefferkorn
Direct sales from manufacturers to end customers, or D2C for short, are currently a hot topic. Our managing partner Cliff Pfefferkorn spoke about this with the ECC Club, the community of the market research company IFH KÖLN (Institute for Retail Research). We are publishing a copy of the interview here.
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