D2C strategy is fast becoming a popular route for B2B and B2C companies to tap the Indian customers who are moving rapidly towards Digital adoption. Just a few years back the D2C business was growing rapidly but was negligible from value and volume perspective, but looking at the way the retail business has evolved in the last 18 months, it is fast becoming a network strategy that cannot be ignored anymore. Today there are hardly any B2C brands who have not embarked on this journey. However the outcomes and their experience are mixed.

The attempt here is to outline the key KPI’s of success for B2C brands who are looking to leverage the D2C channel. And sorry to disappoint, there is no one size fits all approach. As, the customer acquisition or even retention strategies need to be tailored to suit each specific brand.


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