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D2C can be a transformative decision, not a leap of faith
Systematic new business building is no longer optional – it’s a strategic requirement for companies that want to lead. But this doesn’t always mean inventing entirely new products. Manufacturing companies invest millions in developing new product lines that never reach their potential.
Sometimes, the most transformative decision is to rethink how existing products reach customers. And for manufacturing companies, this might mean doing something bold for the first time: building a direct-to-consumer (D2C) channel. On paper, this might sound like an easy fix. In reality, the first move can feel daunting. From our experience – both in building ventures ourselves and guiding corporate teams – we know the questions that come up. The ones that slow things down before they even start.
The good news? With a systematic assessment and a phased setup approach, the path becomes not only manageable – but refreshingly straightforward.
With the right product and roadmap, it’s possible to go live in three months and forecast profitability in twelve. No years of prep. No seven-digit guesswork.
Is your product really D2C-ready? One framework, four criteria.
Not every product is made for D2C. And that’s exactly why a proper D2C potential assessment is your best starting point. Here’s what to look for:
- It can be used by the end consumer without professional installation.
- It solves a clear consumer pain point.
- The market size is large enough for a standalone business.
- It stays competitively priced without intermediaries’ margins and once D2C costs are factored in.
If one or more of these apply, the product has a realistic chance to succeed in D2C. If some answers are unclear, that’s a signal to dig deeper - not a reason to stop. The whole point is to de-risk the journey before building anything.
A structured approach replaces uncertainty with clarity
Setting up a D2C channel for an already existing product doesn’t need to be a multi-year, high-cost project. You don’t need the perfect in-house team on day one. What you need is a smart mix: internal know-how combined with external experts who fill the capability gaps – from digital marketing and e-commerce to performance-driven sales and customer care. This avoids hiring delays and builds momentum from the start. With the right product and roadmap, it’s possible to go live in three months and forecast profitability in twelve. No years of prep. No seven-digit guesswork.
It’s about moving in controlled, smart steps – not jumping into the deep end.
The first step is often the hardest - our whitepaper helps you take it
If you have a product line that consistently underperforms in B2B, this is your invitation to take a second look – D2C might be the model that unlocks its real potential. And if D2C has been on your radar but stayed on the “maybe someday” list, consider this your push. You don’t need to know exactly how the journey ends – you just need to know where to begin.
Our whitepaper “From B2B to D2C: Why, when and how manufacturers should sell underperforming products direct-to-consumer" breaks it down: what to look for, what to avoid, and what to do first. It includes a pragmatic roadmap for getting a D2C channel live – fast, focused, and without disrupting the rest of your business.
From B2B to D2C: Why, when and how manufacturers should sell underperforming products direct-to-consumer
B2B manufacturers can unlock new revenue streams by building direct-to-consumer channels for underperforming product lines. Discover when and why D2C is an effective approach, and how to efficiently build this new channel.
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