Direct-to-consumer brands are the new model for retail as they can own the entire customer experience from production to delivery. To succeed, these brands need to focus on one great product and affordable home delivery. They also need deep technical expertise to leverage platforms like Facebook and Amazon effectively. Most importantly, DTC brands must have a mindset of becoming direct and ultra-responsive to customers at every step of the experience.

1. 1

2. 2

3. 3
BRAND
CONTROL
PROPOSITION
CONTROL

4. 4
DTC ERA
Direct-to brands consumer are the new playbook for retail

5. 5
DTC THREAT
BECOMES REAL

6. 6

7. 7
BRAND GROWTH IS IN CRISIS
2007 YTD
(+1%) -> $27.3B
2007 YTD
(-7%) -> $10.2B
3Q’ 17
(+0.06%) -> $3.3B*
Mark the first quarter
of growth in over 2.5 years
FISCAL YEAR HALF
2017 (+5%) -> $7.1B
3Q’ 17
(-4%) -> $4.4B
3Q’17
(-3%) -> $2.7B
3Q ’17
(-10%) -> $5.3B
Source: 2017 U.S. Earnings

8. 8
$15.4 Billion
Write down

9. 9
This is L.Walker & Co
NATIVE

10. 10
DTC ERA
Direct-to brands consumer are the new playbook for retail
BEHIND
THE SCENE

11. 11
1. Get One Thing Right
2. Sales Overnight, Brand Overtime
3. Own The Total Customer Experience

12. 12
GET ONE
THING RIGHT

13. THE FAT TAIL
13
THE FAT TAIL

14. 14
THE PARADOX OF CHOICE
NO ALTERNATIVE WILL DO

15. 15
ONE GREAT PRODUCT
HOME DELIVERY
AFFORDABLE

16. 16
ONE GREAT PRODUCT
HOME DELIVERY
AFFORDABLE

17. 17
ONE GREAT PRODUCT
UBRANDED

18. 18
SALES OVERNIGHT
BRAND OVERTIME

19. 19
THE BEAUTIFUL CONSTRAINT
$$$

20. 20

21. 21
DEEP UNDERSTANDING OF
TECH PLATFORMS
FACEBOOK, INSTAGRAM,
GOOGLE & AWS

22. 22

23. 23
PRE-RELEASE FEEDBACK
ENGAGED CUSTOMER BASE

24. 24
INSTAGRAMABLE PACKAGING

25. 25
VIRAL INFOGRAPHIC

26. 26
PRE-RELEASE FEEDBACK
INCENTIVIZED WAITLIST

27. 27
OWN THE TOTAL
EXPERIENCE

28. 28
Raw Materials Supplier Manufacturing Distribution Customer Consumer

29. 29
ULTRA-RESPONSIVE CS

30. VIRTUAL TRY-ON

31. VIRTUAL TRY-ON

32. 32
DTC IS NOT A BIZ MODEL
IT IS A MINDSET

33. 33
BECOME
DIRECT

34. 34
THANKS
ALBERTO BREA
blog.albertobrea.com