D2C eCommerce vs. B2c e-Commerce: Which Is For You?

I. Introduction: The Rise of D2C eCommerce

Market Research Future believes that D2C retail will make USD91.62bn by the end of 2025 – with projections reaching USD248.48bn by 2034. That’s a CAGR (compound annual growth rate) of 11.42%. Reasons for growth include increasing consumer demand for direct brand interaction, improved online security, mobile-first experiences, and personalized shopping powered by data and AI.

But what exactly is the D2C model? Essentially, this is when brands sell their products directly to consumers – middle management like an Amazon or a Walmart. Everything is managed by the brand, from inventory management and supply chain issues, to product development and customer service, to logistics and fulfillment. Direct to consumer brands eschew the usual digital retail channels and set up social media accounts and Shopify stores of their own, and woo the end consumer to shop directly from them instead of going through a traditional eCommerce platform, which would have tons more competition.

A D2C ecommerce business has a direct relationship with their customers. In some ways, a D2C e-Commerce strategy can be more complex, since you don’t rely on an FBA model to take things off your shoulders. But the benefits of D2C eCommerce are way more than you’d get from a B2C model – you just have to be a little more patient.

Let’s check out the meaning of D2C, and how you can tap into the lucrative D2C market – including where to do it – and why localization is crucial with the D2C approach.

Did you know that customer service in Europe is different from customer service all over the globe? Make sure you localize customer service so you provide the best customer care possible!

---

II. Understanding the D2C Business Model vs. B2C and B2B2C

Before we get started with the nitty gritty of D2C eCommerce, understand that eCommerce brands can employ a wide variety of models to sell products. Let’s take a look at the top 3 strategies and how they work.

A. What is D2C (Direct-to-Consumer)?

• This is when a brand will sell directly to consumers. No middle man, nothing.

• When you have no intermediaries, you have more control over the brand, customer journey, and data

B. What is B2C (Business-to-Consumer)?

• This is traditional retail eCommerce. You will use a platform like Amazon, Walmart, or even a traditional store to bring your product to your customer.

• Often faster exposure, but less brand control and data access

Curious about Walmart? Find out if you should sell on Walmart marketplace.

C. What is B2B2C (Business-to-Business-to-Consumer)?

• This hybrid model is when a business sells to another business, with the final goal of reaching the consumer

• For example, a food manufacturer (“business A”) partners with a delivery app (“business B”) to get products directly to end consumers. Alibaba does this really well.

• Common in marketplaces, SaaS platforms, and distribution-heavy sectors

D. What is B2B (Business-to-Business)?

• B2B Commerce is typical in classic wholesaler businesses, who sell to retailers in large quantities. (Yet, the minute they create a D2C or retail arm, such as launching their own app or storefront for consumers, they may enter B2B2C territory.)
• It’s all about volume, negotiated pricing, and long-term supply relationships.

---

III. D2C Selling vs. Amazon Selling

Now, the question is, which is better? If you’re here, you probably already know all about Amazon selling. You’ve expanded your business quite well, scaled upward, and even started selling in other countries. But you’re curious about D2C eCommerce sales, given most of the profit margins go to you, as opposed to sharing some with a middleman. It’s true; selling D2C gives brands way more control. It’s a lot more work, but the rewards are fulfilling.

As you can see, building your own D2C channel gives you incredible control over brand experience, pricing, and customer data, but selling on Amazon can significantly boost your visibility and reach – especially when launching new products or testing market demand.

Many brands have chosen to do both through a hybrid strategy. You enjoy the best of both worlds: Amazon for scale and traffic, while nurturing deeper relationships through an owned D2C ecosystem. You would use Amazon to acquire new customers, but direct them to your website for loyalty programs, subscriptions, or personalized offers. It’s a good idea to leverage Amazon’s credibility and fulfillment (FBA) in the early stages, then transition high-value customers to your owned channels where you can upsell, cross-sell, and fully own the brand narrative.

Nevertheless, over-reliance on Amazon carries real risks:

• Account suspensions can happen without warning, and appeals are often opaque and slow
• Intense competition means you’re always at risk of being undercut, copied, outranked, or being victimized by listing hijacking
• Zero access to customer data makes it hard to build lasting relationships with customers or tailor your marketing through a data-driven approach

In short, Amazon’s a powerful tool, but not a sustainable home base. Established brands treat Amazon as a launchpad, not the full Bezos Blue Origin rocket (complete with Katy Perry on board!).

---

IV. The Future of D2c E-Commerce is in Europe

Did you know that Jana, YLT Translations’ own fierce and fabulous leader, is about to launch a supplement brand of her own? You guessed it – she’s exploring a D2C business strategy.

“D2C brands do very well in Poland, the Czech Republic, and Slovakia,” she shares. “Central Europe has a huge untapped market – the biggest marketplace is Allegro, with 12,000 online stores. There’s big eCommerce penetration, and some brands have had amazing success in that part of Europe.” Yes, she’s planning to launch her brand in that part of Europe.

So, why does this matter to you?

A. Why Europe is Ideal for D2C Expansion

Europe offers one of the most dynamic landscapes for D2C growth, and savvy brands are already capitalizing on it.

• According to the World Bank, internet penetration in Central Europe is extremely healthy, with 86% in Poland and 90% in the Slovak Republic. Statistics Poland shows that 95.9% of Polish households have access to the internet, while Trading Economics states that internet access of the Czech Republic reached a record high in December 2024 with 94.56%, while the European Commission reports that Slovakia plans to provide all households with access to ultra-fast internet by 2030.

• Customers in Central Europe are deeply connected to their history, such as the impacts of communism and the shift to a more democratic and capitalist system. According to Marshall Johnston’s paper, consumers in Central Europe prize brands that honor tradition and authenticity. If brands emphasize local craftsmanship or make use of local resources, they’re often perceived as being trustworthy and credible, appealing to a customer base that’s got deep ties to their cultural identity and heritage.

• The EU’s strong logistics network, growing 3PL presence (like OEX, DB Schenker, and DHL Fulfillment), and clear import/export rules make cross-border fulfillment feasible even for smaller brands.

B. Case Example: Allegro in Poland

Allegro.pl is Poland’s largest online marketplace, accounting for a third of total sales. Sales Supply reports that it has a brand awareness of 98% and 22 million visitors per month, and stands out as the first destination for 81% of Polish online shoppers. While it dominates the Polish eCommerce landscape, it also represents a gateway for D2C brands ready to scale in Central Europe.

• Local Trust, Local Language: Polish consumers tend to favor websites in their native language and exhibit high trust in localized platforms. Research from CSA shows that 76% of consumers prefer buying products in their own language, and this rings especially true in Poland.

• The Hybrid Play: For brands like Jana’s upcoming supplement line, a smart strategy is to launch on Allegro to build visibility and trust, then migrate loyal customers to a branded D2C site. This helps increase profit margins, unlock first-party data, and build a long-term community.

C. Top D2C-Friendly Markets in Europe

Jana’s advice is clear: for prime e-Commerce growth, consider Central Europe. But you’re not limited there. Given the reciprocal tariff list of Trump is changing everyday in what’s looking like a trade war, operational and marketing strategies need to give Europe a real close look. At least, there’s no penalty for sourcing from Asia.

• Germany – Gaasly reports that Germans prefer eco-friendly, sustainable, affordable products. Brands with recyclable packaging, biodegradable products, or reusable items are more likely to woo the austere German consumer. What is an eco-friendly product? You can start small, and see how you can adapt a little sustainability into your supply chain. After all, anything that benefits the planet will indubitably win the hearts of your consumers, wherever in the world they may be. Statista reports that D2C sales in Germany have dropped from 3.4bn euros in 2021 to 2.8bn euros in 2024. The most visited eCommerce store is still Amazon.de. In this case, a hybrid model that combines both direct to consumer eCommerce with B2C eCommerce is probably best.

• France – Hive reports that there are 5 categories that excel in D2C commerce: fashion, food and personal care, electronics and media, furniture and appliances, and toys, hobbies, and DIY. This could be because French consumers love a local feel and “Made in France” products – with 60% willing to pay more for these products. In fact, 79% of French consumers believe they buy products to support the French economy, and “Made in France” labels are a quick assurance of quality. In short, localization is paramount when trying to penetrate the French market. Luckily, we’ve got the lowdown for you on English to French translations, and why expanding to France is a good idea.

• Poland – Statista reports that D2C sales in Poland reached over 1bn euros in 2022. Polish consumers love anything that feels home-grown. The Ministerie van Landbouw, Visserij, Voedselzekerheid en Natuur shows that Polish customers are price-sensitive; similar to their German counterparts, the Polish people love anything plant-based, organic, and local, but 73% of Polish customers pay close attention to the price. The paper from The Ministerie posits that the Polish customer is becoming increasingly more globalized, with tastes and styles that align more closely with Western European countries as time goes by.

• Netherlands – Wonnda suggests that the Netherlands is prime for D2C brands. They also prioritize sustainability and eco-friendly practices – and they really appreciate personalized options, which is entirely possible when using the D2C business model. Keep in mind that Dutch consumers keep a close eye on a brand’s mission, ethos, and commitment to broader societal issues. If you’re planning to sell D2C in the Netherlands, make sure your D2C website is clear about what you stand for, and explore corporate social responsibility in marketing to give back to the community.

---

V. Successful D2C Companies to Inspire You

The D2C model allows independent brands to build direct relationships with customers, and to curate the customer experience closely to provide excellent customer service. Here are some leading D2C brands to inspire your journey:

6 Hallmark D2C Brands to Watch Out For

1. Warby Parker – Eyewear disruption at its finest. Vertical integration + home try-ons = stylish glasses without the Luxottica markup.
2. Allbirds – Eco-friendly shoes made from sustainable materials, proving D2C can make ethical supply chains affordable.
3. Everlane – Radical transparency in fashion, showing every cost from factory to final sale while avoiding traditional wholesale models.
4. Dollar Shave Club – Turned shaving into a frictionless subscription. Their viral launch redefined how products get discovered online.
5. Casper – Made mattresses cool—and compact. Their direct model eliminated in-store awkwardness and delivered innovation to your doorstep.
6. BarkBox – Affordable, curated pet boxes designed and tested by in-house dogs. D2C made their mission of pet-inclusive living achievable.

The Top Emerging Global D2C Brands to Watch in 2025

• Lovevery – Montessori-inspired baby play kits (320K+ active subscribers)

• Athletic Brewing – Craft non-alcoholic beer ($286M raised)

• Oura – Sleek health-tracking rings from Finland (used by top athletes)

• Elvie – Smart femtech from the UK (pumping innovation)

• The Farmer’s Dog – Personalized fresh food for pets (delivered over 100M meals)

• Spacegoods – Adaptogenic mushroom blends (9,100% growth!)

• Misen – Chef-grade kitchenware at D2C prices (60-day trials, lifetime warranty)

• Kristin Ess Hair – Celebrity stylist-approved vegan haircare (8,900% search growth)

• Momcozy – Wearable pumps and baby gear trusted by 3M+ moms globally

• Magic Spoon – Protein-rich nostalgic cereal that’s TikTok-famous (plus, it’s keto-friendly)

---

VI. Why D2C Brands Must Think Multilingual from Day One

D2C eCommerce means showing up – directly – in front of real customers. Not Amazon. Not wholesalers or distributors. Not your brand manager in a department store. That’s real people, with real preferences, values, expectations, and languages.

Statista reports that 40% of people will not transact with a website if it’s not in their native language. If your D2C brand isn’t localized, your website, packaging, and emails don’t feel personal, and for customers like the Polish and the French, this simply won’t engage. Amazon, Temu, Walmart, and Target may be successful at bringing global products to a local market, but all the research presented in this blog that consumers prefer to buy products that feel like home. Nothing kills conversion more than something that feels foreign.

To win in global D2C, it’s not just about translation. It’s about strategy and cultural relevance across every touchpoint:

• Website & Mobile UX – Native-language navigation, checkout flows, and product pages

• SEO – Optimized for search in-market, not just translated keywords

• Customer Support – Local scripts, tone, and time zone alignment

• Packaging & Inserts – Regulatory compliance and brand tone tailored for each market

• Retargeting & Email Flows – Cultural nuance in copywriting = higher CTRs and CLV

At YLT Translations, we specialize in ecommerce localization that goes beyond words. Whether you’re selling on Amazon, Shopify, or a headless site—we bring your brand to life in every language your customers speak, thanks to a team of native speakers. Our translators know how your customers think, act, and communicate in their native tongue – down to cultural nuances, slang, and pop culture references.

In other words, localization helps you go global, the right way.

---

VII. How to Harness D2C Growth for Your Brand

D2C eCommerce isn’t a trend; it’s a transformation. Whether you’re growing a brand and exploring your first digital storefront, or an Amazon veteran craving more control, D2C strategies offer the ultimate freedom to shape your customer experience, own your data, and build real brand loyalty.

Success in D2C doesn’t happen by accident. It demands intention, innovation, and localization from day one. A well-chosen D2C eCommerce platform is just the beginning—what sets brands apart is how well they adapt to local markets, communicate in customers’ native languages, and create seamless, personalized journeys across every touchpoint.

In the hyperconnected world of eCommerce, the opportunities for D2C brands are wide open. Whether you’re selling supplements like Jana, sustainable fashion, or groceries, it’ll take time and effort, with incredible rewards.

Make sure you make your D2C move with patience, strategy, and courage, in every language that matters.

Speaking of Poland, take a peek at the Top 10 European Marketplaces. Anything here you’d be curious about selling on?