REPORT: Winning the D2C Game and Why Traditional Manufacturers Need a Smarter Pricing Strategy
Direct-to-Consumer (D2C) is a business imperative. But for traditional manufacturers, the path to D2C growth is filled with operational landmines: pricing conflicts, channel tension, and political pushback from wholesale partners.
In “Winning the D2C Game,” Catapult Analytics outlines a playbook for manufacturers looking to unlock profitable D2C without blowing up their B2B business. The secret? It’s not about choosing one channel over the other, but creating a smart, segmented distribution and pricing strategy that supports both.
Key takeaways from the white paper:
- Segment Your SKUs: Not every product should be everywhere. Protect premium lines, prioritize physical retail where needed, and reserve replenishment items or exclusive bundles for your D2C site.
- Unify Commercial Conditions: Standardize trade terms across partners to reduce pricing wars and maintain market stability, especially critical in Europe where price fixing is legally off the table.
- Build Dynamic Pricing Capabilities: Static pricing is dead. Winning D2C strategies require real-time market intelligence and automated rules to adjust pricing daily without hurting margins or partner relationships.
- Execute Relentlessly: Great strategies fall apart in execution. Most manufacturers lack the tools, governance, or real-time data to operationalize pricing strategies at scale.
Catapult’s solution combines real-time pricing, marketplace controls, ERP integration, and margin protection—giving manufacturers the agility to thrive in both B2B and D2C environments.
D2C doesn’t mean abandoning your partners. It means building a smarter system that lets everyone win.
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