presentation data by interspace vietnam issei

Issei Yamauchi
from
Work in Interspace Vietnam
providing affiliate platform called ACCESSTRADE

10 years experience in digital marketing,
especially in affiliate marketing


How to scale up
Your business with D2C


What is D2C?

B2B

Business to Business

C2C

Consumer to Consumer


What is D2C?

D2C

Direct to Customer

A form of E-commerce that involves

direct transaction between
manufacturer and user


D2C model
Manufacturer

The traditional
sales model

Distributor

Sales rep

Consumer

Offline shop
Online shop


Case study :

“Dollar Shave Club”


What is Dollar Shave Club?
Shave beard

Only $ 1

Online
only
No offline shop Subscription

Established in 2012
Sales of $ 200 Million after four years
3.2 million membership


Trend in sales
$ in Millions, 2012-2016

※ Based on the blog of DSC lead investor David Pakman (Venrock)


Who is competitor of Dollar Shave Club?

$950 million

P&G (Gillette and Braun) and Edgewell (Schick), these two

companies account for

80% of the Grooming market in US.


How Dollar Shave Club successes?
environment for successful startup for Consumer such as D2C

1.

2.

Providing products with
high margin rate and USP

Industry where competitors rely on
mass-media such as TV advertising

3.

4.

Industry where competitors sell only
at retail and have no direct relationship with
customers

Products that can directly acquire customer
data and offer long-term improvements


5. Awesome Engagement & Content activity Based on User Actions
User
activity
by device

timeline

Messages
by SNS


Let’s look at some example messages
From DSC(Dollar Shave Club).


This is welcome series from DSC
Friendly UI/UX, simple call-to-action

Price
Convenience
offer
code
Product
features

Emotional
appeal


Doing Upsell also


How ACCESSTRADE is working with D2C advertiser?
Let’s see more realistic case study


Retail VS D2C

Revenue

in ACCESSTRADE Japan
Number of campaign

200

11%

2,900

89%

Retail

D2C

Retail

D2C


Many types of D2C advertisers

Enzyme juice

Hair growth oil

Whitening cosmetic

Folic Acid supplement

Diet supplement

Water server


Successful case study with Affiliate
Product :

Enzyme juice

Expected effectiveness :
relieve constipation, lose weight

Enzyme
juice

Selling price
at 1st month

Number
Of publisher

20 USD

Commission
For affiliate

30 USD

4,000

Number
Of orders
/month

25,000


Your customer have to say :
Because
This product is really
“Customer
trusts and Repeats to order”
effective and able to solve
my problem!
I want to buy this again!


If you

don’t have repeat customers

sales

If you

have repeat customers

sales

New
customers

New
customers

Repeat
customers
time

external factor
External factor affects a lot
to your sales

time

external factor


Profit?

profit and loss

＋

How they are getting

Sales

accumulated profit & loss

-

time

invest

investment-return

Get
Potential
customer

Nurture
Existed customer

profit
Nurture
Royal Customer


The customer is always right.

By Jeff Bezos, founder and CEO of Amazon


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