7 Trends for DTC Brands Looking to Stand Out in a Crowded Field

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Current DTC Landscape

The overall landscape of online sales continues to grow. 

COVID-19 lit a fire under ecommerce sales, and at the time of one survey in October 2020, it was estimated that U.S. ecommerce sales would reach a full 14.4% in 2020 — making their estimate for 2021 a full percentage point higher than originally anticipated. 

Source: Statista

Prior to Covid, it was the growing opportunity for traditional brick-and-mortar retailers to move online. Over the last year, there’s been even more businesses moving online — and this time, it was out of necessity.

With more people at home, avoiding crowded shopping areas, they turned to the web to buy as much of their goods online as possible. When their typical “go-to” retailers didn’t have what they needed because of fractured supply chains and other challenges, they got creative. 

And the ideas of what one can and should buy online are changing as fast as the category is growing. (Example: houseplants!) 

3 Brands Using the DTC Model

Chances are you’ve heard of one of the marquee direct-to-consumer brands (think Allbirds, Glossier, Warby Parker, etc.), but almost on a daily basis, new and disrupting DTC brands are launching. These are some of our tried and tested favorites.

1. Burrow

Built off of the idea that furniture should be practical, usable and easy-to-build, Burrow brings a fresh look to the furniture industry.


With the tagline “the luxury couch for real life”, Burrow sells couches and other home decor for people who want quality furniture with the associated high-ticket price. Read more about the Burrow and BigCommerce story here.

2. Hyphen Sleep.

One of many seemingly-endless DTC mattress companies like Casper and Leesa, Hyphen Sleep differentiates themselves with an innovative design made with ethically-sourced materials.

3. Jeni’s Splendid Ice Creams.

Jeni’s is a great example of a DTC selling unexpected products. You don’t typically think of shipping ice cream, but Jeni’s does it — opening up new revenue opportunities even in places they don’t have a brick-and-mortar store. 

Wrapping Up

Even as the market becomes more competitive, there’s still a lot of opportunity for DTC businesses into the next few years — as long as you can find your unique brand voice and communicate that to your target audience. Now that you’ve got a list of DTC trends to watch, think about how you can incorporate them into your own business, whether it’s taking your sales global, trying out a new subscription model or learning harder on personalized marketing.

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