Bridging the gap

The rise of Direct to Consumer businesses

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Direct to Consumer (D2C) businesses have been launching across consumer categories in recent years – from apparel to beauty – fuelled by VC funding and a business model promising higher margins and a direct relationship with the consumer.

The emergence of these businesses has raised a number of questions across the market:

  • How can the potential for these businesses be assessed?
  • What are the right metrics to assess performance?
  • Given the large amounts of capital deployed, what can an investor expect from a D2C business?
  • What are the implications for competitors with more traditional business models?
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