Ian Leaman’s Post

What distribution channel is growing the most for DTC eCom brands in 2024? Easy. Wholesale. A recent report from NuOrder forecasts wholesale channel growth at 51%, DTC brick-and-mortar at 11% and DTC websites at 6%. In the same report, 60% of DTC brands’ total sales are coming from wholesale channels.    This growth matches the trend I’ve been seeing with a lot of our current & past partners at Anatta. BRUNT Workwear has entered more than 20 wholesale partnerships as of 2024. True Botanicals can be bought at Nordstrom & Credo Beauty. Mack Weldon is available at Dillards, Bloomingdales, Nordstrom, and more. However, DTC brands shouldn’t partner with just any retailer: 1. You’ll need to ensure your brand is given adequate visibility. 2. The retailer’s values and customer experience should be a good fit for your brand. Aim for strategic alignment. Then, 3. Lockdown your ideal split between each revenue channel. For CPG brands, I’ve lately been seeing a strong split of around 5-10% DTC, 15% Amazon, and the remaining percentage Wholesale. This split may or may not be close for your brand, but ranking each channel based on opportunity will help you determine the amount of effort and attention to invest into each one. If you’re noticing the same trend, is your brand planning to grow its wholesale channel over the next year or two? #dtc #retail #ecommerce #b2b

Solo Brands' decision to build stronger relationships with retail partners has a halo effect across both online DTC and wholesale business. Read about it in my latest Forbes article with John Merris Solo Brands Solo Stove #firepits #distribution #omnichannelretail #wholesale

Velocity is how fast your products are selling in-store. And if you’re a DTC brand breaking into wholesale, you need to build velocity from the start. Here’s how Nick Wiseman, Co-Founder and CEO of Little Sesame , recommends you do this: 1️⃣ Prove your product is consistently additive to its category Over time, your sales should gradually increase. Avoid an initial spike in interest that eventually wanes. To do this, remain attentive to your customer base by reading your product’s reviews. Knowing what they love about your product and ensuring that you maintain that value will help you build long-term relationships. 2️⃣ Drive incremental new sales for the retailer Your product should be additive to the retailer’s catalog, not cannibalize the retailer’s existing sales. That means bringing net new shoppers to retailers who are excited about your product rather than shifting the purchasing habits of existing customers. DTC brands moving into wholesale have an edge here – their eComm customers are often new shoppers for retailers. 3️⃣ Focus on your best-selling retail accounts Invest in marketing and building customer relationships for accounts that reliably move volume off the shelf. If you notice that a retailer is giving you great placements and being proactive about moving your product, that’s a relationship you should capitalize on. Try fulfilling these partner’s orders first. For the full crash course on scaling your brand with wholesale, read the guide here: https://lnkd.in/dPauvzGF

📈 Wholesale is on the rise! According to a recent NuOrder report, the wholesale channel is projected to grow significantly, outpacing DTC channels. "And while the channel is growing in popularity, new challenges are arising for brands. Forty-four percent of respondents said finding new retailers was their top wholesale distribution pain point this year, while 35% cited a lack of standardization and 32% said no visibility into the buying and merchandising strategy were the biggest challenges." 🔍 The solution? Quivers empowers brands to accelerate sell-through and expand sell-in through optimization of their wholesale relationships. Reach out to schedule a demo and find out more! #WholesaleGrowth #BrandExpansion #RetailTrends #Quivers https://hubs.li/Q02wJ8sc0

‘Wholesale loves me, wholesale loves me not.’ Some brands are nervously picking away the petals of the channel distribution strategy: if the last petal happens to be ‘wholesale loves me not’, will it then be DTC? In 2022, as it became more expensive to acquire customers digitally, wholesale started to be presented as a sort of panacea. The costs of wholesale were more reliable and the opportunity to reach more customers very tempting. And so it happened, the pendulum swerved all the way to wholesale.   What many brands failed to understand though is that, in this day and age, with all the macroeconomic headwinds, the uncertainty and volatility in consumer sentiment and spending, channel choices should never be extreme. They each – wholesale and DTC – come with their own set of challenges, or opportunities if you wish.   Wholesale, for once, requires expert understanding of brick-and-mortar distribution and commitment to support your retail partners drive sales through retailers’ ad networks.   Launching into a new retailer is expensive: inventory, sales reps, marketing to promote the wholesale launch. It is expensive because reaching new customers is expensive. So, brands, stop picking at that daisy and start thinking multichannel. Read more about the excruciating channel dilemmas some brands are going through in the Modern Retail article below in the link👇 #omnichannel #distribution #channelstrategy #sales #dtc #ecommerce #retail #whoelsale #salestrategy #linkedinpostsbymariopace

There is a shakeup in the retail space for DTC brands with SHOWFIELDS filing for bankruptcy to reorganize their debt closing stores. Meanwhile The Container Store is betting on DTC brands to their assortment aligning with narrow assortment. Wholesale partnerships with large retailers like Target or Walmart doesn’t always guarantee a home run for DTC brands trying to stand out from all the brands on the shelves. #dtc #wholesale #retail #retailing #retailstrategy https://lnkd.in/eeqac-UE

👨🏫 Wholesale vs. DTC: a Podcast by John Wong 🎯 #wholesale #dtc #customers #ecommerce #ecommercetrends #marketing #ads #merchandising #ecommercetips #customerexperience #marketplaces #marketingstrategy #ebusiness #customerjourney #podcast #insights

'Today, the idea of being either a DTC or wholesale brand is being supplanted by the understanding that each channel has its strengths and weaknesses, and that most brands need both to thrive.' Balancing Direct-to-Consumer (DTC) and Wholesale is a top priority for even the largest brands in 2024. In a new Case Study The Business of Fashion explores what brands need to do in today's market to strike the perfect balance. At Quivers, we specialize in helping brands navigate this balance with ease. Our platform empowers you to: ⚖️ Seamlessly integrate your retailers into your online fulfillment 💰 Boost sell-through with incentivized product training for retail staff 📈 Gain real-time insights into retail inventory and consumer demand Ready to transform your wholesale and DTC strategies? https://hubs.li/Q02Gb8Dr0

This @retailbrew article highlights a common misperception - brands can be 'DTC' in name, culture, preferred business model and yet also sell into wholesale. It is not a 'one or the other' dilemma, more a case of choosing the company attitude and then finding the best routes to revenue. #DTC #D2C #Wholesale #Retail https://lnkd.in/esWDHwqu