B2C and D2C Commerce
Anyone selling directly to end customers is fighting for the same thing: holding the customer relationship themselves. Retailers want the repeat purchase, manufacturers want the access that physical retail and marketplaces have taken from them so far – and that access matters more the more purchases start with an AI assistant.
Whether it pays off shows up in numbers that go beyond the single order: what a customer contributes over time, what is left of it after returns, which categories produce the margin.
Finding that out is the first part of our work. The second is building the platform the answer runs on – shop, app and marketplace connections, joined up with your data.
Where your direct business earns its money
Which answer comes out in your case depends on your assortment. What we look for is the same in every project.
- The margin comes after the first purchaseThe first order costs you advertising, discount and shipping. You earn from the second one on. So we look early at what a customer contributes over time – repeat rate, basket size, contribution margin per customer – and at what brings them back.
- What comes back belongs in the calculationReturns, cancellations and abandoned orders help decide whether a category is worth running. We treat them as a control variable: measurable, forecastable and therefore manageable before they reach the bottom line.
- Be visible where the purchase startsProduct research increasingly starts with an AI assistant. Whoever is missing there loses the customer before their own shop even comes into play. What decides this is your product data – the same data that feeds your marketplace listings.
Stages that pay for themselves
We start from what your numbers already show, not from a feature set. That defines the cut: which category first, which channel next, what deliberately waits.
Each stage is cut so that it shows up in the result before the next one begins. Your budget stays manageable, your decisions stay reversible – and the numbers tell you whether the cut was right.
Long-term partnerships with leading brands
Frequently Asked Questions
That depends on the positioning. If the direct channel carries different products, bundles or assortment extensions, the potential for conflict stays low. We develop a channel strategy you can explain to your trade partners.
With a clearly cut first stage, an initial launch in 8–12 weeks is realistic. The limiting factor is usually product data and content rather than the platform. Which platform fits is something we decide with you – often Shopify Plus for fast launches, commercetools for more complex requirements.
By repeat rate, contribution margin per customer, and what is left after returns and cancellations. Revenue alone says little in direct business – two categories with the same revenue can earn very differently. We build the analysis you need for this along the way.
Through your product data. AI assistants draw on structured, complete product information – the same data that feeds your marketplaces and your own search. Whoever has this in order has already done most of the work.
In many cases a well-built shop in the browser is enough. A dedicated app is worth it when it has a clear job – loyalty with a rewards programme, for instance, or working together with the store. We settle that question before the technology decision.
A direct business that pays off.
30 minutes, one clear picture: where does your direct business earn its money today – and what brings your customers back?
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We look forward to your enquiry.
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