Marketing agency for D2C brands: a growth system for paid, delivered orders on your own website
A D2C buyer usually meets the brand in an ad or a creator post, checks reviews on a marketplace and then decides where to order. A good month for a D2C brand is one where orders on its own site are paid, delivered and kept, and each one earns more after costs than the same sale elsewhere.
Who buys
The buyer of a D2C product is often trying the brand for the first time and is wary of paying upfront to a site they do not know. Many choose cash on delivery, and some refuse the parcel at the door. Others return items for size or expectation. Every one of these outcomes costs the brand shipping in both directions. A site order is therefore not worth its cart value; it is worth what remains after payment method, returns and delivery, and that figure differs by product.
What a good month looks like
A good month counts orders that were paid and delivered, not orders placed. Prepaid orders grow as a share of the total, returns to origin fall, and ads send buyers to the product pages that earn the most after costs. Command reports delivered orders on the brand's site, the share paid upfront, returns to origin and cost per delivered order by product, so the founder can see which products belong on the site and which are better left to marketplaces.
The two channels that matter
- Paid social to single product pages. Ads send buyers to the page of the product they saw, not the home page, with delivery time, return terms and reviews on that page, so the buyer can decide without leaving for a marketplace.
- Email and WhatsApp to the brand's own buyers. People who ordered on the site and kept the product are the cheapest next order. Messages go only to those who agreed to hear from the brand, and each is timed to when the product runs out.
The first thing we test
The hypothesis we test first is that cash-on-delivery orders refused at the door cancel much of the gain from site orders. We test a small reason to pay upfront, such as faster dispatch, and read the change in delivered orders, not placed orders.
Questions about d2C brands
What does Command report for a D2C brand?
Delivered orders on your own site by product, the share paid upfront, parcels returned to origin, repeat orders from your own buyers and cost per delivered order.
How long before we can judge the change?
Payment and product-page changes can be read within a few weeks, once enough orders have been delivered or refused; repeat-order work needs at least one full reorder cycle for the product.
How do you price D2C work?
It is scoped in writing before you pay anything; /pricing/ gives the range.