How Your Direct-to-Consumer Brand Can Win on Amazon

Digitally native brand names such as Away, Allbirds, Warby Parker, and Glossier have become commonplace amidst the dialogue surrounding today’s ever-evolving online retail landscape.

These brands have a unique set of qualities that are shared by the majority — a meticulous awareness of and commitment to the consumer experience, finding new ways to experiment with consumer engagement, establishing a carefully curated brand vision and experience, and demonstrating digital advertising prowess, particularly across social platforms.

According to the Interactive Advertising Bureau, two-thirds of all U.S. consumers expect the ability to connect directly with brands, reinforcing how these digital-first brands have carved out a niche of their own across a variety of industries, and are experiencing success. 

More often than not, direct-to-consumer (D2C) brands are industry disruptors — meaning there are several large, well-established incumbent brands that own market share within their categories — and the D2C brand enters the space with a holistic brand experience that ends up leading to significant revenue growth and consumer retention. 

By leveraging storytelling, content, physical retail locations, design and brand presentation, and transparency with consumers, D2C brands are redefining various facets of what it means to absorb and execute on consumer expectations. In the Amazon-led e-commerce landscape of today, brands have been able to witness a tremendous precedent that has been set by the market leader — perfecting the customer relationship is the hallmark to online success.

In The Amazon D2C Playbook, we have performed extensive research into what exactly constitutes a D2C brand and compiled a toolkit of strategic selling and consumer engagement tactics that they implement to drive sales and brand awareness. If you are a D2C brand, this playbook begs one of the most compelling questions your business will be asked: How are you leveraging Amazon? 

In addition to providing bespoke tactics that will enable you to continue excelling in the D2C space, we provide data-driven examples of why your brand needs an Amazon strategy and how you can get started. As a driver of widespread consumer demand — 89% of consumers are more likely to buy products from Amazon than other e-commerce sites — you need to understand how to harness Amazon’s influence and audience to further promote your brand.