Enhancing direct-to-consumer connections

Executives have high hopes for growth, but value remains elusive

According to a recent KPMG survey results of 100 executives at consumer and retail brands, who leverage DTC channel strategies, DTC is poised for growth. In fact, of those that launched a DTC strategy more than five years ago, 73 percent view the DTC channel as a main driver of growth across their brand.1


A channel for growth

Executives in our survey cite the potential for incremental sales (51 percent), improved gross margins (40 percent) and greater consumer engagement (28 percent) as top reasons for launching a DTC business.2 To stay competitive, many businesses leveraging DTC strategies are evolving their approaches to increase access to their brands.

Where’s the value?

While DTC remains an important strategic channel, challenges need to be overcome for its performance to live up to its promise. This is especially true when it comes to the lack of understanding of the performance and profitability of a company’s DTC business. For instance, only 20 percent of the non-finance executives surveyed were very confident their business accurately measures true DTC profitability. This compares to 56 percent who cited average confidence and 22 percent that think their company doesn’t allocate profitability measures accurately.3

Incremental sales and improved gross margin were the most popular reasons for launching a DTC business for SVP/VP’s

Non-finance executives are less confident than finance executives that their company understands true profitability

Regardless of where you fit, DTC is important to your journey. Learn more and read the report below. 

How KPMG can help

KPMG helps organizations grow and personalize their DTC business. We provide the insights and experience to make informed decisions on how and where to connect technology, enhance marketing and sales and unlock additional value. 

We help organizations:

  • Elevate performance - Generate capacity and elevate your transformation journey by using data-driven insights to realize opportunities
  • Create new value - Define and quantify opportunities for growth
  • Amplify customer centricity - Be connected, using a customer-centric approach to align the front-, middle-, and back-office
  • Accelerate agility - Be powered, by advanced technologies, agile business practices and tested solutions
  • Rethink risk and resiliency - Be trusted, by stakeholders to foster growth, by anticipating and balancing risk to generate value and gain competitive advantage

Contact us

Matt Kramer

Matt Kramer

National Sector Leader, Consumer & Retail, KPMG LLP

+1 614-241-4666
Duleep Rodrigo

Duleep Rodrigo

National Advisory Leader, Consumer & Retail, KPMG US

+1 949-278-2899
Sam Ganga

Sam Ganga

National Consulting Leader, Consumer &Retail, KPMG LLP

+1 312-961-7289
Sunder Ramakrishnan

Sunder Ramakrishnan

Principal, Advisory, Strategy, KPMG US

+1 212-739-6328


  1. KPMG Direct-to-consumer survey, September 2022. Slide 18.
  2. KPMG Direct-to-consumer survey, September 2022. Slide 9.
  3. KPMG Direct-to-consumer survey, September 2022. Slide 36.