2.2.15
Direct to Consumer
Manufacturer-Retailers-Customers
Manufacturer-Retailers-Customers
A business can choose to skip wholesalers and sell directly to retailers. A retailer is any shop that sells directly to the customer in small quantities. Tesco and the corner shop at the end of the road are both examples of retailers.


Higher margins or lower prices
Higher margins or lower prices
- Bypassing wholesalers makes it likely that customers will pay lower prices because the business is “cutting out a middle man”.


Hard to contact retailers
Hard to contact retailers
- It can be hard for a business, especially new start-ups, to get retailers to stock their products.
- This means that it can be harder for a firm to reach as many people and it could take longer to sell a company’s products.


Control over shops (retailers)
Control over shops (retailers)
- Going directly to retailers means that a producer or manufacturer can have complete control over which shops customers can buy their products from.
- A luxury brand may not want their products stocked in Tesco or TK Maxx as it may lead consumers to perceive their brand as lower quality.


Higher logistics costs
Higher logistics costs
- Selling to retailers directly may increase a business’ delivery and logistics costs if they have to deliver all the products to a retailer themselves.
Direct to Consumer
Direct to Consumer
Direct to consumer distribution involves selling directly to individual customers. This is the cheapest channel for the consumer and it is often done by businesses using their own website.


Nobody else takes a cut
Nobody else takes a cut
- Selling direct to consumer lets a business charge the lowest price possible to the consumer because there are no intermediaries (organisations in the middle) who take a cut of the profit.
- Alternatively, the business can charge the same price and have a higher margin.


Hard to reach customers
Hard to reach customers
- It can be hard to reach as many customers as quickly because a firm will have to invest time and money into setting up new stores or their own website.


E-commerce
E-commerce
- It is becoming easier to reach more consumers directly with the use of e-commerce and m-commerce.
- This means that lots of businesses don't need to set up physical stores.
1Investigating Small Business
1.1Enterprise & Entrepreneurship
1.2Spotting a Business Opportunity
1.2.1Customer Needs
1.2.2Market Research
1.2.3Market Segmentation
1.2.4The Competitive Environment
1.2.5Primary & Secondary Market Research
1.2.6End of Topic Test - Business Opportunities
1.2.7Application Questions - Business Opportunities
1.2.8Exam-Style Questions - Market Segmentation
1.2.9Diagnostic Misconceptions - Competition
1.3Putting a Business Idea into Practice
1.3.1Business Aims
1.3.2Business Objectives
1.3.3Business Revenues & Costs
1.3.4Costs - Calculations
1.3.5Revenue - Calculations
1.3.6Business Profits & Break-Even Analysis
1.3.7Profits & Losses - Calculations
1.3.8Interest - Calculations
1.3.9Cash & Cash Flow
1.3.10Cash & Cash Flow 2
1.3.11Cash Flow - Calculations
1.3.12Sources of Business Finance
1.3.13End of Topic Test - Business in Practice
1.3.14Grade 9 - Business in Practice
1.3.15Exam-Style Questions - Business in Practice
1.3.16Diagnostic Misconceptions - Profit
1.3.17Diagnostic Misconceptions - Company vs Business
1.3.18Diagnostic Misconceptions - Economies of Scale
1.3.19Diagnostic Misconceptions - Cash Flow
1.3.20Diagnostic Misconceptions - Break-even
1.3.21Diagnostic Misconceptions - Fixed Costs
1.4Making the Business Effective
1.5Business Stakeholders
2Building a Business
2.1Growing the Business
2.2Making Marketing Decisions
2.2.1Product
2.2.2Product Life Cycle
2.2.3Price
2.2.4Pricing Methods
2.2.5End of Topic Test - Product & Price
2.2.6Grade 9 - Product & Price
2.2.7Promotion & Advertising
2.2.8PR & Sales Promotions
2.2.9Sponsorship & Product Placement
2.2.10Promotional Mix
2.2.11End of Topic Test - Promotion
2.2.12Application Questions - Promotion
2.2.13Exam-Style Questions - Promotional Mix
2.2.14Place & Wholesalers
2.2.15Direct to Consumer
2.2.16E-commerce & M-commerce
2.2.17Diagnostic Misconceptions - Decreasing Price
2.2.18Diagnostic Misconceptions - Advertise vs Promote
2.2.19Diagnostic Misconceptions - Social Media
2.3Making Operational Decisions
2.3.1Job Production
2.3.2Batch & Flow Production
2.3.3Working with Suppliers
2.3.4Effective Supply Chains
2.3.5Just In Time & Just In Case
2.3.6Managing Quality
2.3.7Total Quality Management
2.3.8The Sales Process
2.3.9End of Topic Test - Operational Decisions
2.3.10Grade 9 - Operational Decisions
2.3.11Exam-Style Questions - Managing Stock
2.3.12Diagnostic Misconceptions - JIT vs JIC
2.4Making Financial Decisions
2.5Making Human Resource Decisions
2.5.1Organisational Structures
2.5.2Organisational Structures 2
2.5.3Recruitment
2.5.4Effective Recruitment
2.5.5Training a Workforce
2.5.6Motivating a Workforce
2.5.7End of Topic Tests - Human Resources
2.5.8Application Questions - Human Resources
2.5.9Exam-Style Questions - Human Resources
2.5.10Diagnostic Misconceptions - Owners vs Shareholders
2.5.11Diagnostic Misconceptions - Internal Recruitment
2.5.12Diagnostic Misconceptions - Employee Motivation
Jump to other topics
1Investigating Small Business
1.1Enterprise & Entrepreneurship
1.2Spotting a Business Opportunity
1.2.1Customer Needs
1.2.2Market Research
1.2.3Market Segmentation
1.2.4The Competitive Environment
1.2.5Primary & Secondary Market Research
1.2.6End of Topic Test - Business Opportunities
1.2.7Application Questions - Business Opportunities
1.2.8Exam-Style Questions - Market Segmentation
1.2.9Diagnostic Misconceptions - Competition
1.3Putting a Business Idea into Practice
1.3.1Business Aims
1.3.2Business Objectives
1.3.3Business Revenues & Costs
1.3.4Costs - Calculations
1.3.5Revenue - Calculations
1.3.6Business Profits & Break-Even Analysis
1.3.7Profits & Losses - Calculations
1.3.8Interest - Calculations
1.3.9Cash & Cash Flow
1.3.10Cash & Cash Flow 2
1.3.11Cash Flow - Calculations
1.3.12Sources of Business Finance
1.3.13End of Topic Test - Business in Practice
1.3.14Grade 9 - Business in Practice
1.3.15Exam-Style Questions - Business in Practice
1.3.16Diagnostic Misconceptions - Profit
1.3.17Diagnostic Misconceptions - Company vs Business
1.3.18Diagnostic Misconceptions - Economies of Scale
1.3.19Diagnostic Misconceptions - Cash Flow
1.3.20Diagnostic Misconceptions - Break-even
1.3.21Diagnostic Misconceptions - Fixed Costs
1.4Making the Business Effective
1.5Business Stakeholders
2Building a Business
2.1Growing the Business
2.2Making Marketing Decisions
2.2.1Product
2.2.2Product Life Cycle
2.2.3Price
2.2.4Pricing Methods
2.2.5End of Topic Test - Product & Price
2.2.6Grade 9 - Product & Price
2.2.7Promotion & Advertising
2.2.8PR & Sales Promotions
2.2.9Sponsorship & Product Placement
2.2.10Promotional Mix
2.2.11End of Topic Test - Promotion
2.2.12Application Questions - Promotion
2.2.13Exam-Style Questions - Promotional Mix
2.2.14Place & Wholesalers
2.2.15Direct to Consumer
2.2.16E-commerce & M-commerce
2.2.17Diagnostic Misconceptions - Decreasing Price
2.2.18Diagnostic Misconceptions - Advertise vs Promote
2.2.19Diagnostic Misconceptions - Social Media
2.3Making Operational Decisions
2.3.1Job Production
2.3.2Batch & Flow Production
2.3.3Working with Suppliers
2.3.4Effective Supply Chains
2.3.5Just In Time & Just In Case
2.3.6Managing Quality
2.3.7Total Quality Management
2.3.8The Sales Process
2.3.9End of Topic Test - Operational Decisions
2.3.10Grade 9 - Operational Decisions
2.3.11Exam-Style Questions - Managing Stock
2.3.12Diagnostic Misconceptions - JIT vs JIC
2.4Making Financial Decisions
2.5Making Human Resource Decisions
2.5.1Organisational Structures
2.5.2Organisational Structures 2
2.5.3Recruitment
2.5.4Effective Recruitment
2.5.5Training a Workforce
2.5.6Motivating a Workforce
2.5.7End of Topic Tests - Human Resources
2.5.8Application Questions - Human Resources
2.5.9Exam-Style Questions - Human Resources
2.5.10Diagnostic Misconceptions - Owners vs Shareholders
2.5.11Diagnostic Misconceptions - Internal Recruitment
2.5.12Diagnostic Misconceptions - Employee Motivation
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