Direct-to-Consumer (D2C) for B2C and B2B Manufacturers

Service Portfolio

D2C Business Strategy

D2C Business Strategy

Development of economically viable concepts for building D2C as a new business model.

D2C Assessment

D2C Assessment

Evaluation of your current D2C strategy to identify strengths and weaknesses and derive concrete action recommendations.

D2C Capability Building

D2C Capability Building

Development of the operational and technical D2C capabilities required for you today and tomorrow, across all maturity levels of your D2C model and, of course, also including AI.

Value Proposition and UX Strategies

Value Proposition and UX Strategies

Development of an attractive D2C user experience consistently aligned with customer needs, so that your D2C channels become “loved places to buy”.

D2C Commercial Monitoring

D2C Commercial Monitoring

Development and implementation of the KPIs required for managing D2C, to steer products, channels, and customers.

Customer Lifetime Value Strategies

Customer Lifetime Value Strategies

Building D2C as a loyalty engine to develop long-term, profitable customer relationships.

D2C Online Marketing Strategies

D2C Online Marketing Strategies

Development of profitable online marketing to acquire new customers (customer acquisition) and activate existing customers (customer retention).

Sales Transformation

Sales Transformation

Strategies and roadmaps for successfully mastering the channel conflicts that arise with retail partners through D2C.

Typical Questions

  • D2C and Chinese competitors: How can D2C help manufacturers become more competitive against Chinese manufacturers aggressively pushing into Europe?

  • Business potential: When and why can D2C make commercial sense for manufacturers, and what potential does it offer?

  • Management and performance monitoring: Which KPI set matters at the levels of channels, products, and customer? How can this KPI set be implemented?

  • D2C business case: What logic must shape the D2C business case, and which success factors matter?

  • Customer centricity: How can manufacturers properly understand their customers and, on this basis, offer outstanding value propositions for their D2C channels?

  • New customers and existing customers: What role does customer loyalty play in the D2C business case, and how can customer lifetime value be increased successfully?

  • D2C channel mix and online marketplaces: Which channels are decisive for the company’s own D2C strategy? Which online marketplaces must play an essential role for which manufactures?

  • D2C and agentic commerce: Why is D2C also an important foundation for manufacturers in preparing for agentic commerce?

  • What operational and technical capabilities does a D2C strategy need, and at what level of maturity? And how can seamless further development be ensured?

  • What role does data play for your D2C business, at what level of maturity, and what data governance is important for this?

  • Internal sales and retail partners: How can internal sales be integrated into the D2C strategy, and how should channel conflicts with retail partners be handled?

Contact

Cliff Pfefferkorn
Partner & Managing Director

info@estrategy-consulting.de
+49 (0)30 978 936 00

Selected references and project partners

Logo festool
Logo SEAT
Logo bq
Logo Volkswagen
Logo SEB Group
Logo QBO
Logo Canon
Logo Monoprice

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.

Direct-to-consumer: Three key questions that determine the success of manufacturer webshops of top brands

Setting up and scaling your own e-commerce business - i.e. your own web store - is currently one of the dominant topics for the marketing and sales departments of manufacturers in all sectors.

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.

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.