制造商的 DTC：直接面向消费者销售的成功案例和最佳实践.pdf

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1、DTC for Manufacturers:Success Stories and Best Practices for Selling Direct-to-Consumer and Business-to-BusinessJosh Fischer from Acumatica&Sara N-Marandi from Shopify2AgendaIntroductionsIntroduction to DTCChallenges in DTCSounds like a pain!Why do it?Selling DTC and B2B OnlineQA3Presented byJosh Fi

2、scherDirector of Product Management,Retail EditionSara N-MarandiProduct Lead,B2BIntroduction to DTC5Traditional Manufacturer1.Years of B2B,New to eComm,have a path to selling online2.Rely on Wholesalers3.Found a path to DTC4.When and Why does it work?DTC Scenarios Traditional Manufacturers6Digital N

3、ative Brands1.Starts 100%online2.Production through contract manufacturing3.Early Days=3PL4.Focused Primarily on Customer ExperienceDTC Scenarios Digital Native Brands7How Do These Brands Sell to Their Customers?Online MarketplaceseCommerceBrick n Mortar8DTC Growth Continues7.1 Trillion in North Ame

4、rican Retail Sales1.6 Trillion in North American Online Retail Sales160 Billion in Online DTC Sales9How Can you Start Selling DTC?Existing Products DTCExisting capabilities provide an opportunity to create new products DTCDigital Native DTCStarts with an ideaBetter productsBrand new productsAdd on p

5、roducts/componentsFinished GoodsProduce GoodsContract ManufacturerSelf ProduceThings to Consider11Dont scare your wholesalers/distributors too soonRisk AversionScale ChallengesLogistics ComplexitiesConsumer DemandRegulatory ComplianceYour Existing Distribution Channel Impacts?12Dont scare your whole

6、salers/distributors too soonRisk AversionScale ChallengesLogistics ComplexitiesConsumer DemandRegulatory ComplianceYour Existing Distribution Channel Impacts?Combat these concernsCompliment your distribution channelUse the web for marketing,only.Push the viewers to the sellers(your buyers)Buyer/Comm