Direct consumer sales: 3 trends of the D2C model for e-commerce

The Direct-to-Consumer (D2C) model, in which brands sell directly to end consumers without intermediaries, remains one of the most transformative forces of e-commerce. With benefits such as total control of the operation, construction of direct customer relationship and greater profit margin, D2C has been the bet of brands seeking protagonism and independence in the digital market.

According to Bernardo Brandao, CMO of Nuvemshop, direct sales to the consumer represent a rupture in traditional distribution models.“Ao create their own sales website, brands take full control of the operation of their business and the purchase journey, from production to service, having access to real data of their customers and thus building more direct, personalized relationships and with greater loyalty potential”. “Only in the first half of 2025, the D2C brands of e-commerce earned more than R$ 3 billion, a growth of 261 is potential, year against year.

With this in mind, Nuvemshop prepared the D2C Summit, the first event dedicated to the Direct-to-Consumer model in Brazil, bringing together experts, entrepreneurs and major brands to discuss the main trends and strategies for the sector.To anticipate the main topics that gain space in the market, Brandao listed five emerging trends that are shaping the future of direct sales to the consumer and should be put into practice:

Customization as standard: personalization is no longer a differential and has become a requirement of new generations of consumers. D2C brands have invested in offering customizable products, allowing customers to configure items according to their individual preferences.Whether in the choice of colors, sizes or features, this trend is especially present in sectors such as fashion, decoration and cosmetics. “Ao create unique experiences, brands can not only meet consumer expectations, but also build stronger emotional bonds. This approach reinforces brand loyalty and differentiates companies in an increasingly competitive market, which is not possible in” marketplaces, says the CMO of Nuvemshop.

Digital communities strengthening brands: more than selling products, D2C brands are creating digital communities to engage their consumers. These spaces, often organized in social networks or their own platforms, allow customers to share experiences, exchange ideas and even influence strategic decisions of the company. Loyalty programs, exclusive groups and online forums are examples of initiatives that have transformed consumers into true brand ambassadors.

In addition to strengthening customer relationships, these communities directly impact brand profits.In the D2C model, companies eliminate intermediaries such as marketplaces, which increases profit margins and reduces operating costs. This type of engagement also lowers the costs of acquiring new customers and increases loyalty, creating a cycle of sustainable and profitable growth.

The strength of micro influencers: in place of big influencers, D2C brands are betting on micro influencers to reach specific niches in an authentic way. With smaller but highly engaged audiences, these content creators have generated significant results in marketing campaigns. “This strategy allows brands to build closer relationships with targeted audiences, increasing trust and conversion. Choosing the right partners and measuring the impact of these collaborations have been key points for success in using micro influencers”, concludes the executive.

These and other trends are part of the D2C Summit content schedule and can be deepened in panels like “12 Areas that entrepreneurs need to master”, with Joel Jota, entrepreneur, investor and writer; “The power of communities: when belonging becomes a result”, with Erico Borgo, founder of Omelete and CCXP; and “The new era of influencer marketing in e-commerce”, with Uana Amorim, co-founder of Saint Germain and partner-embassier of Nuvemshop.