Wholesale vs. DTC: Strategies for Brands and Retailers

What's Inside

Selling directly to consumers is becoming an increasingly important channel for both new and existing brands. In this report, we compare the wholesale and direct-to-consumer (DTC) sales channels and cover a landscape of brands that are pivoting toward a DTC approach. We also present a playbook for brands and retailers to improve their wholesale and DTC strategies, including alternative wholesale approaches.

For more on the impact of DTC on multibrand retailers, see our counterpart report Wholesale vs. DTC: Implications for US Department Stores as Apparel Brands Go Direct. 

Contents (Click to navigate)

What’s the Story?

Why It Matters

DTC vs. Wholesale: A Deep Dive

Advantages and Disadvantages of Wholesale and DTC

Brands Pivoting Toward DTC

A Playbook on Wholesale and DTC Models

What We Think

Implications for Brands

Implications for Wholesale Channel Players