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One potential strategy to mitigate high online customer acquisition costs is leveraging in-store demos. By providing consumers with a tangible experience of the product, brands can create a more direct and impactful connection, potentially leading to more effective customer acquisition at a lower cost.

How to Navigate the D2C Downturn: Exploring the Sudden Shift in Retail Marketing!


In a swiftly evolving retail landscape, Direct-to-Consumer (DTC) brands, once the darlings of investors, are now facing a starkly different reality. Not long ago, the narrative was dominated by the impending demise of brick-and-mortar stores, yet today, the scenario has flipped. DTC brands, which flourished at the intersection of e-commerce and consumer products, are now grappling with a severe crunch in funding.

According to recent Crunchbase data, U.S. investors have invested just over $130 million in such companies this year – a dramatic 97% plummet from the 2021 peak, where investments exceeded $5 billion. This seismic shift raises critical questions: What catalyzed this sudden capital dry-out, and
what does it mean for the future of DTC brands?


We’ll soon find out. But before that, let’s take a quick look at the glorious peak of DTC Investment.

The Rise and Prominence of D2C Brands


In the past few years, DTC brands emerged as a prominent category in the startup ecosystem, driven by a surge in e-commerce and changing consumer behaviors. 


As per several analytics, in 2021, the sector reached its zenith, with over $5 billion in investments pouring into these innovative companies. This golden era was characterized by a significant consumer shift towards online shopping, propelled by promises of convenience, a growing array of choices, and personalized shopping experiences.

Factors Fueling the Investment Frenzy

Several factors contributed to the attractiveness of DTC brands to investors. The model offered a direct line to consumers, bypassing traditional retail channels, and provided greater control over customer experiences, branding, and data. 


Moreover, the pandemic-era acceleration in e-commerce adoption created an environment ripe for these brands to thrive. The funding surge was also partly fueled by investments in e-commerce aggregators, such as Thrasio, Perch, and Branded, which aimed to acquire smaller brands and amplify their presence on platforms like Amazon.

A Snapshot of the Investment Trend

Sources: modernretail.co, payability.com, blog.pipecandy.com, grin.co, and capstonepartners.com

A look at the investment trend over the past six years reveals a clear picture of the DTC segment's meteoric rise and subsequent decline. The influx of capital in 2021, much of it directed towards e-commerce aggregators, marked the peak of this trend. However, this enthusiasm has significantly waned in 2022, as evidenced by the stark reduction in funding in the current year.

Understanding the Sudden Economic Downturn


The Startling Decline in Venture Capital

The recent downturn in venture capital investment for DTC brands is unprecedented. From a high of over $5 billion in 2021, investments have plummeted to just over $130 million. This sharp decline raises questions about the factors influencing investor sentiment. 

A significant portion of the 2021 investment was directed toward e-commerce aggregators like Thrasio and Perch, which focused on acquiring smaller brands to enhance their online presence. 

However, the enthusiasm for these investments has substantially dried up, leading to a noticeable reduction in funding and subsequent industry challenges, including layoffs and consolidation.

Consumer Products: Falling Out of Favor

Another key factor in this shift is the broader trend of consumer products falling out of favor with venture capitalists. 

Even venture-backed consumer brands that made it to the public markets, like Allbirds and Rent the Runway, have seen their stock values plummet, adding to the skepticism and wariness among investors.

Challenges in DTC Supply Chain Management

The Complexity and Cost of DTC Operations

For many startup Consumer Packaged Goods (CPG) brands, managing the complexities of a DTC supply chain has proven to be a daunting task. Without deep expertise in this area, the costs associated with supply chain management can quickly escalate, reducing the ability to compete on price, a crucial factor for online consumers. 

This challenge is exacerbated by the inherent difficulties in forecasting demand, managing inventory, and handling logistics in a direct-to-consumer model.

The Impact on Pricing and Competitiveness

The high operational costs often result in pricing challenges for DTC brands. Consumers, accustomed to lower prices and a plethora of choices online, may find DTC products less appealing if they are priced higher to cover the increased costs of supply chain management and delivery.

The Rising Cost of Customer Acquisition

High CAC in the E-commerce Realm

The cost of acquiring customers online, especially for new and emerging brands, is significantly higher compared to traditional retail. 


In the e-commerce space, brands face intense competition and a multitude of distractions for consumers, such as pop-up ads and a vast array of alternatives. This environment makes it increasingly challenging and expensive for DTC brands to capture and retain consumer attention.

In-Store Demo as a CAC Reduction Strategy

One potential strategy to mitigate high online customer acquisition costs is leveraging in-store demos. By providing consumers with a tangible experience of the product, brands can create a more direct and impactful connection, potentially leading to more effective customer acquisition at a lower cost.

The Viability of Subscription Models

Exploring Subscription-Based DTC Models

In the face of high customer acquisition costs (CAC), subscription models have emerged as a potentially profitable alternative for DTC brands. By encouraging repeat purchases, these models can offset the initial high CAC, creating a sustainable revenue stream. Subscription services particularly suit products that require regular replenishment or have a consistent usage pattern.

Case Study: Huel's Retail Expansion and Profitability

In the realm of DTC brands, Huel presents a compelling success story, demonstrating the potential of strategic adaptation and diversification. 

Originally a direct-to-consumer brand specializing in meal replacements, Huel has recently pivoted to embrace retail channels, significantly boosting its customer base and revenue.

Revenue Growth and Retail Expansion: Huel's overall revenues for the year ending 31 July 2023 surged by 28% to £184.5m. This remarkable growth was propelled by its expanding presence in grocery retail alongside the growth of its core DTC operations. 

The brand’s retail products, launched in the UK in 2019, now account for approximately 50% of its business, with availability in over 11,250 stores globally. This shift highlights the importance of an omnichannel approach in the current retail landscape.

DTC Operations and Online Customer Growth: Despite the broader slowdown in the online food subscription space post-Covid, Huel’s DTC operations continued to thrive.

The brand experienced an 8% increase in active online customers, reaching 988k. This growth underscores the effectiveness of Huel's direct-to-consumer model, characterized by large basket sizes and free delivery offerings.

Profitability and Financial Health: Huel's strategic expansion into retail channels has not only increased its top-line growth but also significantly improved its bottom line.

The brand moved from a loss to a positive adjusted EBITDA of £9.8m and pre-tax profits of £4.7m. This turnaround is attributed to the normalization of freight costs and the scale achieved by the brand.

International Growth and Future Plans: With a 30% increase in UK revenues and rapid growth in the US market, Huel’s international expansion plans are robust.

The brand's focus on widening its range and growing internationally rather than pursuing an IPO in the current uncertain market reflects a strategic approach to scaling.

Investment in Manufacturing and Efficiency: A recent £20m investment round is set to fund improvements in manufacturing efficiency, including the opening of Huel’s first factory in Milton Keynes by Summer 2024. This investment underscores the brand’s commitment to further growth and innovation.

Additional Factors Affecting DTC Brands

The Bigger Picture: Other Contributing Factors

The challenges for DTC brands extend beyond just venture capital trends and operational hurdles. As indicated in the Crunchbase article, a general distaste for consumer product startups is evident among U.S. venture capitalists. This is partly influenced by the underwhelming performance of venture-backed consumer brands in public markets, contributing to a broader skepticism.

Offline Channels: A New Frontier

Interestingly, some of the most heavily funded DTC brands are now exploring offline channels more aggressively. Brands like Glossier and Madison Reed, initially marketed as online-only, are expanding their presence in physical stores and partnering with major retail chains. This shift indicates a strategic pivot to diversify sales channels and tap into traditional retail markets.

Consumer Spending Trends

Despite the venture capital community's cooling interest in consumer product startups, consumer spending in the U.S. remains robust, growing at a significant annual rate. This suggests that while discretionary spending is high, it may not be channeled towards emerging DTC brands as much as in the past, perhaps due to a saturation of the market or evolving consumer preferences.


The landscape for Direct-to-Consumer brands has undergone a significant transformation. From the heights of investment enthusiasm to the current phase of cautious skepticism, DTC brands have navigated a complex journey.

The drastic decline in venture capital, challenges in supply chain management, rising customer acquisition costs, and the nuanced success of subscription models paint a picture of an industry at a crossroads.

Despite the current challenges, the DTC sector holds immense potential for brands that can skillfully navigate the changing tides. As consumer behaviors and market dynamics continue to evolve, agility, creativity, and a keen understanding of consumer needs will be the defining factors for success in the DTC landscape.