March 31, 2020
Article
Harvard Business Review Digital Articles

Reinventing the Direct-to-Consumer Business Model

By: Len Schlesinger, Matt Higgins and Shaye Roseman

Format:Electronic

Abstract

Over the past decade, a new breed of “direct-to-consumer” (DTC) startups, including Warby Parker and Casper, helped forge a new business model. But lately that business model is faltering as the advantages that early entrants enjoyed have evaporated. To retool, DTC companies will need to embrace an omnichannel strategy, create tighter ties with their communities, and vertically integrate to increase margins.

Keywords

Direct-to-consumer; Omnichannel; Business Model; Change; Strategy

Citation

Schlesinger, Len, Matt Higgins, and Shaye Roseman. "Reinventing the Direct-to-Consumer Business Model." H05HI1. Harvard Business Review Digital Articles (March 31, 2020).