Direct-to-consumer sales: 3 D2C model trends 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 in e-commerce. With benefits such as full operational control, building direct relationships with customers, and higher profit margins, D2C has been the focus of brands seeking prominence and independence in the digital market.

According to Bernardo Brandão, CMO of Nuvemshop, direct-to-consumer sales represent a break from traditional distribution models. "By creating their own sales website, brands take full control of their business operations and the purchasing journey, from production to service, gaining access to real customer data and thus building more direct, personalized relationships with greater loyalty potential," comments Brandão. "In the first half of 2025 alone, D2C e-commerce brands generated revenue of over R$1.4 billion, representing year-over-year growth of R$2.6 billion. The potential is immense."

With this in mind, Nuvemshop organized 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 sector's key trends and strategies. To anticipate the key themes gaining traction in the market, Brandão listed five emerging trends that are shaping the future of direct-to-consumer sales and should be implemented:

Customization as standard: Personalization is no longer a differentiator but a requirement for new generations of consumers. D2C brands have invested in offering customizable products, allowing customers to configure items according to their individual preferences. Whether choosing colors, sizes, or features, this trend is especially present in sectors such as fashion, home decor, and cosmetics. "By creating 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, something that isn't possible in marketplaces," says Nuvemshop's CMO.

Digital communities strengthening brands: More than just selling products, D2C brands are creating digital communities to engage their consumers. These spaces, often organized on social media or their own platforms, allow customers to share experiences, exchange ideas, and even influence the company's strategic decisions. 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 brands' bottom lines. In the D2C model, companies eliminate intermediaries, such as marketplaces, which increases profit margins and reduces operating costs. This type of engagement also reduces new customer acquisition costs and increases loyalty, creating a cycle of sustainable and profitable growth.

The power of micro influencers: Instead of large influencers, D2C brands are relying on micro-influencers to reach specific niches authentically. 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 segmented audiences, increasing trust and conversion. Choosing the right partners and measuring the impact of these collaborations have been key to successfully using micro-influencers," concludes the executive.

These and other trends are part of the D2C Summit content program and will be explored in more depth in panels such as “12 areas that entrepreneurs need to master”, with Joel Jota, entrepreneur, investor and writer; “The Power of Communities: When Belonging Becomes a Result”, with Érico 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-ambassador of Nuvemshop.