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~ BigBuy ~

The pandemic accelerated many trends in e-commerce. But if there is one trend that is
making a difference in the market, it’s DTC: direct-to-consumer sales. “By selling through
a DTC model, companies (whether brands or suppliers with stock) sell directly to the
end customer without intermediaries”, explains Salvador Esteve, CEO of BigBuy. “It is a
model that is rapidly gaining momentum, and which offers the opportunity of having direct

interaction with consumers”.

steve is the CEO and co-founder of BigBuy, selling in such a changing environment is not easy. At BigBuy,
a company that specialises in boosting our turnover is over 90% of cross-border sales, and this is the
Ethe online sales of businesses of all kinds, exact field in which we provide the most value as a partner.
focusing on developing a cross-border and multi- We help companies to navigate through all the difficulties of
channel strategy. Over the past year, they have cross-border sales and to reach new customers”.
worked with an increasing number of businesses that
want to develop an effective DTC plan of action. But there is much more to it: the multiple sales channels, the
technological challenges… “At BigBuy, what makes us stand
How does DTC arise? out is that we are the only ones who offer a global service that
The growth of DTC is very closely linked to digitally-native includes technology, logistics and operations. For companies
vertical brands: companies that emerge from the digital that work with us, we offer a native translation service,
environment—many of them backed by an influencer—and fulfilment services, and a platform on which to centralise
which focus on a specific market niche (such as glasses, all management, with our own technology to integrate their
mattresses, suitcases, or even shaving razors). They are fast- business with the main European marketplaces (such as
growing businesses that build a strong brand and have a close cDiscount in France, Kaufland in Germany and ePrice in
relationship with their customers and are extremely well Italy)”.
aware of their needs.
Looking to the future
The success of these companies has been a stimulator for “If there is one thing that we are clear about, it is that DTC
DTC: inspired by this type of business and concerned about sales will continue to grow in the coming years”, affirms
the possibility of being left outside the new online reality, Esteve. “The brands or suppliers with stock need to be ready
many traditional brands have made the decision to “skip” the to join a trend that will radically change their relationship
intermediaries and begin selling directly to the end consumer. with consumers. And here at BigBuy, we are ready to
help them through this process, whether on a logistical,
Why sell through a DTC model? technological or operational level”. ••
“There are many benefits related to selling direct to the end
consumer”, Esteve affirms. “The first of these is that it allows
companies to collect data, which helps them to improve their
offer and to personalise the user experience. In addition,
through DTC, businesses increase their market share, have
much better control over distribution channels, gain speed
and improve their margins without increasing the retail price
of their products”.

All these advantages—and many more—are compelling for
businesses that, until now, have only sold through a network
of intermediaries to combine their current strategy with direct
selling to the end customer. Of course, this brings with it a
series of challenges.

The challenges of DTC
The challenges are quite varied, but a key one is to define
a cross-border strategy. “Europe is a very fragmented
community of countries, with many languages, cultures, and
taxation and logistical difficulties”, affirms Esteve. “For a
brand that has always relied on intermediaries, starting direct

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