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The Manufacturer’s Guide to Direct-to-Consumer (DTC) Sales in 2025: Strategies & Technology for Success
Selling solely through distributors and wholesalers is no longer as lucrative as it used to be. If you’re a manufacturer, 2025 might be the year you finally take control and shift to direct-to-consumer (DTC) sales.
Why the switch? According to McKinsey, manufacturers selling direct-to-consumers see 15% higher revenue growth over ten years than their non-DTC peers. They unlock higher profit margins, gain complete control over their brand, and, most importantly, build real relationships with their customers.
Of course, none of that works without the right tech:
“When selling directly to consumers, it’s essential to use eCommerce and accounting software. Bits Orchestra integrates Shopify, WooCommerce, Kentico, and other eCommerce platforms so you can manage all your sales from one place. We sync with QuickBooks to keep your accounting in order, too.” — Serhiy Sydorchuk, CTO at Bits Orchestra
As an eCommerce software development services provider, we’ve seen this approach solve major headaches. Think siloed systems, clunky inventory management, and limited customer insight. In this post, we’ll tell you how to go DTC — and how to do it painlessly.
Highlights:
Why implement a DTC strategy? It lets you cut out the intermediaries like marketplaces and wholesalers, control branding completely, and sell smarter with access to customer data.
The right technology makes DTC sales a breeze — from inventory to fulfillment and customer support.
Want to keep customers around for longer? Consider loyalty programs, proactive support, and personalization.
Why Manufacturers Should Consider Direct-to-Consumer Sales
So, why should you, as a manufacturer, even consider DTC? One of the most compelling reasons comes down to simple math: more money in your pocket. By cutting out the middlemen — your wholesalers and retailers — a DTC strategy can save you around 15% and 40% respectively, according to KPMG.
But it isn’t just about saving money. It’s also about the following benefits of manufacturers going D2C:
Full brand control. Build your own sales and marketing strategies, control pricing, and create an end-to-end customer experience.
Deeper customer insights. Access real-time data on purchasing habits, feedback, and customer lifecycle trends to refine your offerings.
Personalized marketing. Leverage data for smarter cross-sells, upsells, and targeted campaigns. It’s especially valuable since 75% of DTC shoppers are willing to pay more for personalized experiences, compared to just 28% of standard online shoppers.
Manufacturers who go DTC aren’t just increasing margins. They’re building more customer-focused businesses. And with the right integrated tools, they get a full view of their sales process — from inventory to customer behavior.
Need proof it works? Look at Burrow. They reinvented furniture shopping by going DTC with modular, high-quality pieces that solved common customer frustrations. Or consider Glossier, the beauty brand that built a billion-dollar empire by listening to its community and using real-time data for marketing and product decisions.
Thinking about selling directly to consumers?
Learn how to build a successful DTC channel with the right strategy and technology — step-by-step.
Key Areas to Focus on When Launching a DTC Sales Channel
If you’ve decided to try DTC for manufacturers, you should get a few areas right. Let’s go through them one by one:
1. Optimizing Website Design, UX, and Mobile Responsiveness
In a DTC strategy, the website is the only intermediary between you and your customers. And it needs to look and work great, especially on mobile.
Why is that so important? Mobile commerce now accounts for over 60% of all eCommerce sales, and it keeps growing. If your mobile experience is clunky, you’re losing customers.
Having been providing UX design services for over eight years, Bits Orchestra came up with plenty of tips for an intuitive, responsive website design. Here are our top ones:
Focus on clean, mobile-first design.
Simplify navigation and product discovery.
Optimize your checkout to reduce friction.
Use clear CTAs and smart filters to guide users.
2. Ensuring Customer Service Excellence
Great shopping experiences often come down to great service. In DTC, excellent customer support isn’t optional — it’s essential. So, when selling directly to consumers, having exceptional support helps you build brand loyalty.
Make sure your DTC channel includes:
Live chat and AI-powered chatbots for instant support.
Omnichannel communication — email, phone, socials — to meet customers where they are.
Feedback loops that use customer insights to improve products and services.
The better your service, the more likely customers are to stay and spread the word about your products.
3. Managing Inventory and Fulfillment
Now, let’s discuss logistics — the foundation of any successful DTC operation. Selling directly means you need visibility into stock levels, order flow, and delivery status in real time.
Here’s how to stay on top of it:
Use automation and inventory management solutions to sync orders and prevent overselling.
Consider dropshipping, warehousing, or fulfillment centers to scale without overwhelming your warehouse.
Ensure clear communication between your team, systems, and logistics partners.
4. Implementing Technology for a Smooth Transition
As we already said, the right technology is key to a successful DTC launch. Focus on the following tools:
ERP systems to connect your operations.
CRM software to track and nurture customer relationships.
eCommerce automation tools for syncing inventory, orders, and customer data.
AI-driven analytics for demand forecasting as well as inventory and marketing optimization.
And don’t forget to integrate your online and offline channels. Unified data = smarter decisions.
Ready to optimize your DTC operations?
We’ll help you enhance customer experience with automation and AI-driven personalization.
Case Study: An Auto Parts Supplier Thriving in DTC Sales
To learn what a successful direct-to-consumer transformation looks like in real life, look at one of our clients — DasParts. It’s an auto parts and accessories supplier from Canada that works with brands like Volkswagen, Audi, Lexus, and beyond.
DasParts contacted us to support their complex operations (they currently ship to over 32 countries worldwide!). To achieve this goal, we needed more than just a slick website. Instead, we had to deliver an eCommerce platform that would automate day-to-day tasks for both DasParts’ customers and internal staff.
But there were challenges:
Tight deadlines for redesigning and launching new templates.
Database migration from legacy systems to something flexible and future-ready.
The need for a car configurator, real-time inventory sync, and smoother customer interactions.
A demand for automation across the board — from campaign tracking to admin management.
As a solution, we built an eCommerce site focusing on automation, flexibility, and scalability— the kind of approach we often apply in developing custom software for retailers. Key features included:
A new enterprise CMS to manage dynamic content like car models and accessories.
A Kentico-based CRM system for better communication.
Integrations with Scandit for barcode scanning, Flagship for speedy deliveries, QuickBooks for inventory and sales tracking, and PayPal for payments.
We also collaborated with Mawazo Marketing to enhance the site’s parts search functionality.
As a result, sales increased by 25–30%, thanks to improved speed and user experience. On top of that, staff workload dropped by up to 50%, as customers could now easily search and buy parts online.
Building an Effective Stack for Direct Sales
When launching a direct to consumer distribution channel, you need the right tools in your corner. And it all starts with a suitable eCommerce platform. The best option isn’t necessarily the flashiest (or the priciest). It’s the one that fits your business goals, growth plans, and technical needs.
Here are the most popular solutions compared:
Platform | Feature | Scalability | Customization | Integration capabilities | Cost impact |
Shopify | High | Moderate | Strong app ecosystem | Affordable to start, grows with add-ons | |
Strapi | High | High (headless CMS) | Flexible via APIs | Requires dev resources | |
Sanity | High | High | Flexible via APIs | Developer-friendly, cost varies by use | |
Contentful | High | High | Flexible via APIs | Enterprise-level pricing | |
nopCommerce | High | Moderate-high | Good plugin support | Open-source, cost-effective | |
Ucommerce | High | High | Deep .NET integrations | Higher investment, enterprise-ready | |
Kentico | High | High | Full digital experience platform suite | Higher investment, enterprise-ready | |
Umbraco | Moderate | High | Flexible with dev effort | Open-source core, scalable pricing | |
Need help navigating all this? Bits Orchestra can help. As part of our software development services, we integrate and customize various sorts of eCommerce solutions. From building powerful customer portals to automating sales workflows, we can make a manufacturer to consumer sales stack that grows with you.
Essential Integrations Manufacturers Need to Win DTC Customers
Choosing an eCommerce platform is just the beginning. For your direct to consumer distribution to work seamlessly, you need handy integrations. Here are the must-haves:
CRM and Customer Data Integration
Tools: Salesforce, HubSpot, custom CRM solutions.
A CRM is precisely how manufacturers can sell directly to the consumer. It centralizes customer data, tracks interactions, and provides insights necessary for personalization.
Payment Gateways
Tools: Stripe, PayPal, Adyen, Klarna (Buy Now, Pay Later).
This is the way you’re getting paid. The gateways we just listed ensure fast, secure, and flexible payment options. Using them, your customers can pay how they want, when they want.
Inventory and Order Management Systems (OMS)
Tools: Oracle Netsuite, SAP, custom inventory solutions.
OMS platforms keep your orders fulfilled and your stock levels in check. They let you sync data in real time and prevent costly oversells or delays.
Marketing Automation
Tools: Klaviyo, Mailchimp, ActiveCampaign.
Now that you’re selling directly, you can nurture customer relationships through targeted marketing. The tools above let you trigger personalized messages based on browsing, purchase history, or customer behavior.
Shipping and Fulfillment
Tools: ShipStation, ShipBob, custom fulfillment integrations.
Getting your products into customers’ hands efficiently is an indispensable part of a manufacturer to consumer distribution channel. The listed tools let you find the best shipping rates, provide tracking information to your customers, and generally simplify logistics processes.
Automated Warehouse Management Systems (WMS)
Tools: Custom WMS solutions.
These tools are especially useful for manufacturers with their own warehouses. They provide real-time visibility into your stock, help manage warehousing locations, and optimize picking and packing processes.
Bits Orchestra’s team can integrate all the above tools into a unified, efficient DTC ecosystem. The impact? Less manual work, fewer errors, and increased customer satisfaction.
Need help choosing the right tech stack?
Let’s find the best eCommerce platform and integrations for your DTC goals.
Next Steps?
If you’ve made it this far, you’re clearly serious about going DTC. So, what’s the next move? Creating a compelling and functional digital product catalog.
Why is it critical? A well-structured catalog is the backbone of the entire customer journey — from first search to final checkout. It shows your products in the best light, boosts conversion rates, and improves the overall customer experience.
Here’s how to do it right:
Use a product information management (PIM) system. PIM systems centralize and standardize your product data. That means no more duplicate entries or outdated specs.
Add personalization with custom AI development services. If you want to recommend the right products at the right time, AI solutions can help. They analyze customer behavior and preferences to personalize everything from product suggestions to pricing.
Optimize search and navigation. If your customers can’t find what they need, they’ll bounce. Intuitive search and filtering systems guide users to the right product in just a few clicks.
Common Challenges Manufacturers Face in DTC (And How to Overcome Them)
Shifting from traditional B2B sales to a DTC model isn’t that simple. While the manufacturer’s benefits of direct selling to consumers are undeniable, there are a few bumps along the way. Here are some of the most common ones — and how to overcome them:
Logistics and fulfillment. Managing individual orders, handling returns, and ensuring smooth last-mile delivery can quickly overwhelm teams used to bulk shipments. The solution? Integrated fulfillment tools and clear processes.
Customer experience. You’re no longer dealing with buyers placing monthly orders — you’re building relationships with real people. A CRM solution helps deliver a consistent, personalized customer experience.
Technology gaps. Many manufacturing businesses simply aren’t equipped with the tools needed for DTC. Upgrading to a DTC-ready eCommerce platform would help.
Compliance and taxation. Selling across states or borders comes with lots of new rules — sales tax, data privacy, and shipping regulations. It’s complex, but manageable with automated tax solutions and ongoing compliance monitoring.
DTC Manufacturer Strategy to Long-Term Success
Making your direct to consumer distribution channel live is one thing. The real impact is only seen when you build a sustainable strategy that keeps delivering results for years to come. Here’s how to play the long game:
Invest in digital marketing and SEO. Your website can’t just look good — it needs to get found. Use anything from keyword optimization to content strategy and CMS development services.
Build strong customer support and loyalty programs. Take care of your customers even after they check out. Offer loyalty programs, proactive support, and thoughtful follow-ups to build long-term relationships.
Optimize logistics and inventory. As you scale, tight control over stock and fulfillment becomes a must. Leverage real-time inventory systems, reliable shipping partners, and clear return policies to keep your operations smooth.
Leverage AI and automation. We’ve already talked about personalization, but AI can also help you automate lots of manual tasks. It can also be used for demand forecasting, dynamic pricing, and customer service through chatbots.
Summing Up
DTC is a lucrative opportunity for manufacturers ready to take control of their brand, increase margins, and build lasting customer relationships.
We’ve covered the why (better profits and control), the how (platforms and integrations), and the what next (long-term growth strategies). From choosing the right tech stack to optimizing your product catalog and customer experience, it all comes down to having the right plan — and the right partner.
At Bits Orchestra, we offer manufacturing software development to help you go direct-to-consumer with confidence.
Ready to start your DTC journey?
Let’s build the tools you need to sell directly to your customers — with full control and clear results.
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FAQ
How can a manufacturer get started with a DTC sales strategy?
To start selling directly to consumers, go through the following steps:
Research your market and find gaps you can fill.
Choose the right eCommerce platform to build your digital storefront.
Set up integrations — payment gateways, CRM, inventory systems, and logistics tools.
Invest in branding to tell your story and stand out from marketplaces.
Launch, learn, and iterate using customer feedback.
A software development & integrations partner like Bits Orchestra can help you build and launch a reliable DTC system.
What is DTC in software development?
In software development, direct-to-consumer (DTC) involves creating digital tools that help manufacturers sell directly to their end customers. The tools developed may include anything from eCommerce platforms to CRM, payment, or inventory integrations.
How do goods get from the manufacturer to the consumer?
In a DTC model, goods move direct from manufacturer to the buyer through well-organized logistics. The chain typically looks like this:
A customer places an order through the website or app.
The manufacturer processes and ships the product.
The order is delivered directly to the customer.
Why should manufacturers consider selling DTC instead of using distributors?
Shifting to a direct-to-consumer model allows manufacturers to improve margins, control pricing, and take ownership of the customer relationship. It removes layers of distribution that dilute brand value and slow response times. Executives who prioritize speed, agility, and customer insight often view DTC as a strategic move — not just a sales channel, but a path to long-term value creation.
What tools do manufacturers need for a successful DTC channel?
A successful DTC operation relies on a well-integrated tech stack. At a minimum, this includes an eCommerce platform, CRM, order and warehouse management systems, and seamless connections to payment and logistics services. Without tight integration, manufacturers risk inefficiencies and data silos. Bits Orchestra helps executive teams implement these systems in a way that aligns with operational goals and supports sustainable growth.
What challenges should manufacturers expect when shifting to DTC?
Manufacturers can expect operational complexity during the transition. Moving from bulk distribution to individual fulfillment requires new processes, systems, and customer service capabilities. Compliance — especially in tax, data protection, and cross-border logistics — also demands attention. However, with the right strategy and execution plan, these challenges are manageable and often lead to increased agility, customer insight, and profitability.
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