Articles and Insights from the GA Team and Network

Direct to Consumer Business

Direct to Consumer Business

March Discover Something New

At our March Discover Something New event we heard from some dynamic business leaders who are smashing selling direct to consumers, including John Burke who is the co-founder of Craft Clubs, most famous for their Craft Gin Club, Ben Thoy who is the co-founder of WheyBox and Sam Tierney who is MD of Simply Cook.

We heard some great insights from our panellists on the benefits of direct to consumer business, who had found the best thing about being online was picking new product developments and seeing what works. With the flexibility for innovation and feedback directly from your customers, food and drink brands can use this testing and learning process to help grow their businesses.

Brands utilising direct to consumer business own the relationship with their consumers and know what they want and why they buy your products, which you can use to your advantage in gaining further customers and growing your business. This is also a great testing ground to collect data and customer reviews of which can be shared with retail buyers, this will help you explain why that retailers’ customer base matches your own.

“My key takeaway was how the direct channel can complement traditional sales through retailers in so many ways.  D2C allows you to build a much closer relationship with your target audience that you own – you know who they are, what they like to do, how they shop; and you can use this to give you an advantage with retailer buyers.”

Helenor Rogers from Troo Foods


There are so many options out there at the moment, however, too much choice can cause confusion. Consumers want you to make it easy for them so use that to your advantage and create some must-have packages for them. Offering a deal on a pairing of products or recommending one that complements another.  


Online content, on social media and your website, can help you build relationships with your customers, it’s not just about promoting your products, with the aim of sales, but to create a community of loyal customers.


Subscription services are about experience and trying something new, it gives brands an attractive D2C option as well as a channel for brand innovation. A lot of consumers want the ease of food subscriptions but don’t want the commitment, so by offering flexible options you can help attract more customers.

Our next event will be on 8th May at Mintel London HQ, so save the date and follow us on Eventbrite to get notified when it is live or sign up to our newsletter for fortnightly updates from the GA team on industry insights, news, events, podcasts and more!

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