The Six Steps to D2C Success

The definitive guide for brands aiming to achieve direct-to-consumer excellence

Direct-To-Consumer commerce (D2C) has seen growth, success (and hype) unmatched by any other area of retailing in the past decade. This book, “The Six Steps to D2C Success”, provides a roadmap for all brands seeking to serve customers in the direct economy, by developing better products, more quickly, with propositions that bring new value.

Book image

We illustrate the required skills via 26 case studies, showing how “The Six Steps” must be applied to the whole business, not simply the marketing and customer service departments. Brands have to be customer-centric from end to end.

This is the definitive guide for legacy and newer brands alike. We hope you find it informative and inspiring.


  • Think Of D2C As A Mission Shared With Consumers
  • Develop A D2C Mindset
  • D2C Doesn’t Just End With A ‘C’
  • Be Mobile First


  • Be A ‘Story Seller’
  • Don’t Sell Products. Create Experiences
  • Look Beyond Your Bank Balance
  • Live For Loyalty


  • Live And Breathe R&D
  • Be A Data Devotee
  • Deliver On Detail
  • Know Your Numbers


  • Be 'Unorganized'
  • Be A Collaborator
  • Be Curious


  • Be Smart - Keep It Simple
  • Be Fast, But Not Hurried
  • Be An Opportunistic Experimenter
  • Keep Your Promises


  • Grow D2C Through 'Dig-Etail'
  • Rethink The Competition
  • Do No Harm
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Charlie Wade

Get in touch

Charlie Wade
Group Director — Head of D2C and New York Commerce

Mobile: +1.646.724.7494
Twitter: @CharlieAMWade

David Roth

David Roth
CEO, The Store WPP, EMEA and Asia Chairman, BAV Group & BrandZ