Quora Insights

D2C Market Trends & Quora Audience Insights

Direct-to-consumer (D2C) brands are companies that sell their products directly to consumers, rather than through a third-party retailer or distributor. D2C brands typically use e-commerce and digital marketing strategies to build their customer base and create a strong online presence. By cutting out the middleman, D2C brands can often offer lower prices, free delivery and returns, and more personalized experiences to their customers.

The proliferation of social media and digital advertising has further amplified the reach of D2C brands, enabling them to tailor their marketing efforts and personalize the shopping experience. As a result, the D2C market is not only reshaping the retail landscape but also fostering innovation in product development, supply chain management, and customer service.

With an increasing number of consumers valuing convenience, transparency, and authenticity, the D2C model is poised for continued growth, challenging established retail giants and inviting a renaissance of niche markets and bespoke products.

But who are these D2C buyers and how can you reach them? In this article, we explore how D2C advertisers can tap into Quora’s global audience of over 400 million monthly unique visitors.

Global D2C market stats & trends

Rising consumer trust in e-commerce, widespread smartphone usage, and innovations in logistics and payment technologies have made it easier than ever for customers to buy directly from brands via their websites or apps. At the same time, brands are increasingly opting to sell directly in order to improve margins, gain customer insights, and build brand loyalty. By selling directly to consumers online, D2C brands can reach a global audience without the need for a physical storefront or retail partner. This has enabled many D2C brands to expand rapidly and scale their businesses quickly.

The D2C trend is taking off globally, with China and North America at the forefront, driving innovation and market growth through advanced digital infrastructure and a large, tech-savvy consumer base. According to data from KPMG, D2C accounts for about one-in-five online sales in China. This figure is closer to one-in-fifty in India, representing a massive growth opportunity. In the US, Statista estimates that D2C e-commerce will reach $213 billion in 2024.

In addition to digitally native brands such as Glossier, Allbirds, and Brooklinen, established retailers such as Crocs, Nike, and Lululemon have also embraced a D2C approach by leveraging their robust online platforms, offering exclusive products, and personalizing the customer experience through data analytics. By doing so, they’ve significantly reduced reliance on third-party retailers, deepened customer loyalty, and gained greater control over brand messaging, product launches, and inventory management. D2C sales from established brands will grow to around $186 billion in the US by 2025, per Statista.
Statistic: Nike brand's direct-to-consumer revenue worldwide from the fiscal years of 2009 to 2023 (in billion U.S. dollars) | Statista

D2C advertising market outlook

2024 will be a big year for D2C advertising; Insider Intelligence estimates that CPG ad spend, particularly within food and household categories, will surge in 2024 as a result of the shift to D2C.

Over the last few years, D2C advertisers have allocated more and more of their marketing budgets towards social media platforms to reach potential buyers directly. Performance marketing agency Mason Interactive reported that as of 2020, roughly 70% of client spend went towards Meta (both Facebook and Instagram), while 30% remained on Google. Quora presents a ripe opportunity for D2C advertisers to tap into a new audience of over 400 million monthly unique visitors actively researching solutions on the platform.

D2C advertising – digital trends & examples

Digital advertising is a rapidly evolving field, with direct-to-consumer (D2C) brands consistently at the forefront of leveraging new trends to reach their audience. Here are five digital advertising trends for D2C brands to watch:

Personalization through AI and machine learning

D2C brands are using AI and machine learning to create highly personalized ad experiences. AI can analyze data to predict customer behavior, enabling personalized product recommendations and targeted advertising campaigns that resonate with individual preferences and browsing behaviors.

Video ads

Video content continues to dominate, with brands investing in short-form video ads on social media platforms, which not only showcase the finer details and features of D2C products but also illustrate the product’s integration into the consumer’s lifestyle, enhancing relatability and desire.

Privacy-focused advertising strategies

With increased scrutiny on data privacy and changes like Apple’s App Tracking Transparency framework and the phasing out of third-party cookies, D2C brands are shifting towards privacy-focused advertising strategies. This includes first-party data collection, contextual advertising, and the use of privacy-preserving technologies to reach their audience without infringing on user privacy.

Check out our article, Marketing in a cookieless future, to see how brands are finding success on Quora in the post-cookie era.

Native advertising

Native advertising, which involves ads that match the look, feel, and function of the media format in which they appear, continues to be a powerful tool for D2C brands. Instead of disruptive banner ads or pop-ups, native ads, such as Quora Promoted Answers, blend in with editorial content, providing a less intrusive and more contextually relevant ad experience. A well-crafted Promoted Answers campaign can lead to increased trust and loyalty, as the content is often more informative and entertaining, which aligns well with the ethos of many D2C brands that prioritize customer experience and value.

Sustainability and brand values in messaging

Consumers are increasingly concerned about sustainability and ethical practices. D2C brands are responding by highlighting their commitments to these values in their digital advertising. This includes messaging around eco-friendly materials, sustainable packaging, fair labor practices, and social responsibility initiatives.

Quora Ads Sustainability

Sustainability Marketing on Quora

In the past, sustainability was more likely to be considered as an issue to be addressed by consumers. Now, brands are increasingly looking inward, as key to maintaining relevance and profitability. Learn how to deliver your message to Quora’s global, environmentally conscious user base with our Sustainability Insights.

D2C advertising on Quora

As a platform known for knowledge sharing and high user intent, Quora offers a unique opportunity for D2C advertisers to connect with an engaged audience seeking answers and insights. Quora’s question-and-answer format allows D2C brands to showcase their expertise on relevant topics, building authority and trust among potential customers. By using native advertising features, such as Promoted Answers, brands can amplify their visibility to users who are already looking for information related to their products or services. This targeted approach ensures that the advertising content reaches a receptive audience, increasing the likelihood of conversion.

Additionally, Quora’s community-driven environment encourages organic discussion around the brand, which can enhance word-of-mouth marketing and provide valuable consumer feedback. With its focus on content relevance and user engagement, Quora can be an effective channel for D2C advertisers to build brand awareness and drive sales through thought leadership and community interaction.

Popular D2C topics on Quora

E-Commerce

3.1M Followers

Retail

733.4K Followers

Beauty

826.5K Followers

Skin Care

1.5M Followers

Makeup

454.8K Followers

Nutrition

14.8M Followers

Healthy Eating

17.1M Followers

Fitness

13.2M Followers

Get your brand’s message in front of over 400 million monthly unique visitors on Quora.

EUROPE

Quora’s global D2C audience stats

US

The D2C market in the US is rapidly expanding, fueled by the rise in online shopping and evolving consumer preferences for brand engagement and personalized experiences. Insider Intelligence estimates the US D2C market will grow to $212.90 billion by the end of 2024.

US Quora users are more likely to discover brands through posts or reviews from expert bloggers and vlogs. According to Global Web Index, 47.5% of US Quora users discover brands through online retail websites and are 41% more likely to do so than the average internet user. They are 81% and 78% more likely to discover brands through posts or reviews from expert bloggers and vlogs, respectively, and 41% more likely to do so through search engines.

Users of the platform tend to be discerning shoppers and like to engage with others about their purchase decisions. Over two-thirds of Quora users in the US research products online before buying them and 44.1% trust what online reviews say about products and services. Around 44.2% tell their friends and families about new products and 45.3% look for expert opinions before buying expensive products. 

Popular D2C topics on Quora in the US

Skin Care

463K Followers

425K Questions

Hair Care

375K Followers

314K Questions

Makeup (cosmetics)

175K Followers

103K Questions

Personal Grooming

84K Followers

71K Questions

Nail Care

91K Followers

39K Questions

Healthy Foods

42K Followers

13K Questions

Beauty & Cosmetics

122K Followers

78K Questions

Healthy Beverages

24K Followers

13K Questions

D2C related content views on Quora in the US

The following D2C topics saw significant view spikes over the last year:

  • Hair Dryers +525%
  • Eye Makeup +477%
  • Makeup Techniques +293%
  • Shaving +242%
  • Skin Care Tips: +189%
  • Healthy Beverages +124%
  • Healthy Foods +94%

Popular D2C questions on Quora in the US

Quora’s user base is made up of discerning consumers who actively engage with brands and provide valuable feedback and recommendations. This makes it an ideal platform for businesses looking to understand the D2C market and connect with potential customers. By sharing expert knowledge and advice, businesses can establish themselves as trusted authorities in their field and promote customized products and services that meet the unique needs and aspirations of their target audience.

Get your brand’s message in front of over 147 million US Quora users planning their next purchase.

Europe

Europe’s D2C market is evolving at a rapid pace due to growing popularity of D2C sales platforms, the rise of institutional investment, and advantages of a seamless shopping experience. Market intelligence company 6Wresearch estimates this growth will continue over the next few years after seeing early signs of success.

Quora users in Europe are discerning shoppers who trust peer and expert opinions. Conversations on Quora are constantly providing deep insights into what consumers want and how they think. According to Global Web Index, 43.9% of Quora users in Europe discover brands through search engines while 36.6% learn about them through online retail websites.

They are 102% more likely to to discover brands through posts or reviews from expert bloggers, compared to the average internet user in Europe. Quora users tend to be discerning shoppers too, with 54.9% researching products online before buying them, and are 42.1% more likely to read consumer reviews when conducting online product research.

Popular D2C topics on Quora in Europe

Skin Care

119K Followers

425K Questions

Hair Care

97K Followers

314K Questions

Beauty & Cosmetics

76K Followers

256K Questions

Personal Grooming

21K Followers

71K Questions

Nail Care

20K Followers

39K Questions

Makeup (cosmetics)

42K Followers

103K Questions

Hygiene

31K Followers

123K Questions

Healthy Foods

11K Followers

13K Questions

The following D2C topics saw significant view spikes over the last year:

  • Healthy Beverages +290%
  • Hair Dryers +233%
  • Makeup Tutorials +193%
  • Shaving +190%
  • Beauty Tips +50%
  • Healthy Foods +56%

The Europe D2C Market report hints that D2C sales platforms are particularly lucrative for new key players since they offer a more profitable and flexible way to operate than conventional businesses. The underlying assumption seems to be that they understand the needs of their audiences and reach out to them with customized solutions.

Quora, with its large base of discerning consumers, who seek to engage with companies and brands and actively recommend products and services, gives you the opportunity to understand the dynamics in the D2C market more effectively. The platform also gives you the opportunity to interact with users, share expert knowledge and advice with them, and introduce them to customized products and services that satisfy their consumption aspirations.

Popular D2C questions on Quora in Europe

Get your brand’s message in front of over 48 million European & UK Quora users planning their next purchase.

APAC

India

The Indian D2C market will surpass US $60 billion by 2027, per a  CII D2C Report, marking a CAGR of 40%. Interestingly, Indian consumers have more online interactions with brands than the global average and over 50% prefer virtual experiences to real-world.

According to data from Global Web Index, Quora users in India are avid online shoppers, with 67.4% prefering to shop online. They are 74.5% more likely to purchase skincare products online, 75.3% more likely to purchase makeup and cosmetics online, and 77% more likely to purchase skincare products, and 71.4% more likely to purchase fragrances online. 

Quora users in India are discerning shoppers who trust peer and expert opinions. 68% research a product online before buying it. Further, 52.8% of Quora users in India trust what online reviews say about products and 52% look for expert opinions before buying expensive products. They are 42% more likely to to discover brands through posts or reviews from expert bloggers, compared to the average internet user in India. Conversations on Quora can provide brands with deep insights into what these curious consumers are looking for and how they think.

Popular D2C topics on Quora in India

Skin Care

413K Followers

425K Questions

Hair Care

282K Followers

314K Questions

Beauty & Cosmetics

210K Followers

256K Questions

Personal Grooming

65K Followers

71K Questions

Green Tea

30K Followers

24K Questions

Makeup (cosmetics)

93K Followers

103K Questions

Hygiene

100K Followers

123K Questions

Healthy Foods

35K Followers

13K Questions

The following D2C topics saw significant view spikes over the last year:

  • Shaving +162%
  • Fragrances +111%
  • Creams (pharmaceutical) +71%
  • Cologne +62%
  • Hair Products +66%
  • Oats +46%
  • Oily Skin Care +42%
  • Sunscreens +38%
  • Oatmeal +25%
Popular D2C questions on Quora in India

Unraveling the D2C wave in India’s consumer commerce by Quora and KPMG in India concludes that a large and growing base of Indian consumers prefer greater customization and, as a result, building general marketing strategies could be futile.

Quora is a powerful tool for businesses looking to understand the dynamics of the D2C market and engage with potential customers. Its user base is made up of discerning consumers who actively seek out expert knowledge and recommendations, making it an ideal platform for businesses to share their expertise and promote customized products and services that meet the needs and aspirations of their target audience. By leveraging the power of Quora, businesses can build strong, long-lasting relationships with their customers and stay ahead of the curve in the rapidly evolving D2C space.

Get your brand’s message in front of over 100 million Indian Quora users planning their next purchase.

Southeast Asia

A large young population with high internet connectivity, online penetration across categories, and growing incomes is driving D2C growth in Southeast Asia. There is still immense room for growth in D2C e-commerce in the region and trends on Quora have been providing interesting insights into what consumers want and how they think.

According to Global Web Index, 51.6% of Quora users in Southeast Asia discover brands through search engines while 44.2% learn about them through recommendations or comments on social media. They are 41% more likely to discover brands through brand or product websites and 58% more likely to do so through posts or reviews from expert bloggers, compared to the average internet user in Southeast Asia.

Quora users in Southeast Asia tend to be discerning shoppers too, with 69.3% researching products and brands online and 60.4% trusting what online reviews say about products and services. They are 48% more likely to look for expert opinions before buying expensive products and 29% more likely to tell their friends and families about new products. They are also 44% more likely to buy products from brands they have seen advertised.

Popular D2C topics on Quora in Southeast Asia

Skin Care

103K Followers

425K Questions

Hair Care

42K Followers

314K Questions

Beauty & Cosmetics

57K Followers

256K Questions

Makeup (cosmetics)

26K Followers

103K Questions

Hygiene

20K Followers

123K Questions

Green Tea

7K Followers

24K Questions

Beauty Tips

17K Followers

20K Questions

Healthy Foods

6.8K Followers

13K Questions

The following D2C topics saw significant view spikes over the last year:

  • Healthy Beverages +235%
  • Shaving +234%
  • Hair Dryers +155%
  • Oatmeal +124%
  • Healthy Foods +90%
  • Hair Oil +60%
  • Healthy Snacks +26%
  • Makeup Techniques +13%
  • Lashes +11%

The joint report by Google, Temasek, and Bain and Company estimates that by 2030, the gross merchandise value for Southeast Asia’s digital economy could skyrocket to up to US $1 trillion. This translates into an immense opportunity for D2C brands and various other businesses that are associated with digital financial and logistics services. However, to build trust, create recall and preserve brand loyalty, enterprises will have to engage with the right audiences through the right channels.

Quora is a valuable resource for businesses looking to understand the D2C market. With a large user base of discerning consumers who actively engage with companies and recommend products and services, the platform offers a unique opportunity to gain insights into consumer preferences and behaviors. Additionally, Quora provides businesses with a platform to share expert knowledge and advice, interact with users, and promote customized products and services that meet the needs and aspirations of their target audience.

Get your brand’s message in front of over 29 million Southeast Asian Quora users planning their next purchase.

Australia & New Zealand

A thought-provoking report by EY- Australia, Why D2C is a mindset, not a channel, points out that the rapid emergence of D2C strategies is a transformative opportunity for consumer goods companies, with limitless possibilities.

The study observed that having better consumer insights and being able to experiment quickly, can enable businesses to find new propositions and ways of doing business, as well as rapidly scale those that work.

Quora users in Australia and New Zealand are more likely to discover brands through personalized purchase recommendations. According to Global Web Index, 51% of Quora users in Australia and New Zealand discover brands through search engines while 34.3% learn about them through online retail websites. They are 81% more likely to discover brands through through posts or reviews from expert bloggers.

The platform’s users tend to be discerning shoppers too, with 61.9% researching products and brands online and 40.6% trusting what online reviews say about products and services. They are 55% more likely to look for expert opinions before buying expensive products and 41% more likely to buy brands they have seen advertised.

Popular D2C topics on Quora in Australia & New Zealand

Skin Care

34K Followers

425K Questions

Hair Care

26K Followers

314K Questions

Beauty & Cosmetics

19K Followers

256K Questions

Personal Grooming

6K Followers

65K Questions

Dental Hygiene

10K Followers

173K Questions

Makeup (cosmetics)

12K Followers

103K Questions

Cereals

2K Followers

10K Questions

Healthy Foods

1K Followers

12K Questions

The following D2C topics saw significant view spikes over the last year:

  • Hair Dryers +435%
  • Oatmeal +360%
  • Healthy Beverages +320%
  • Shaving +235%
  • Makeup Tutorials +142%
  • Lip Balm +95%
  • Healthy Foods +67%
  • Eyelashes +29%
  • Lipstick +29%

The EY-Australia report raised a number of questions: How valuable are consumer insights? Which levers will determine the success of your D2C strategies? What does it take to move the dial in your favor? Where can you innovate to make D2C accretive to the overall business results? It then concluded that the answers to these are based on an enterprise’s understanding of how consumer needs are evolving and what they could look like three to five years from now.

By utilizing the large base of discerning consumers on Quora, businesses have the opportunity to engage with their target audience and gain valuable insights into the dynamics of the D2C market. The platform offers a unique opportunity to interact with users, share expert knowledge and advice, and introduce customised products and services that satisfy their consumption aspirations. Additionally, Quora users are highly engaged and often actively recommend products and services, making it a powerful platform for building brand loyalty and increasing customer acquisition.

Get your brand’s message in front of over 12 million Quora users in Australia & New Zealand planning their next purchase.

Middle East

The D2C sector is gaining significant momentum in the Middle East, driven by a tech-savvy population and increasing internet penetration, which are opening up new avenues for brands to connect directly with consumers.

According to Global Web Index, 40.4% of Quora users in the Middle East discover brands through search engines while 36.9% learn about them through online retail websites. They are 80% more likely to discover brands through through posts or reviews from expert bloggers.

The platform’s users tend to be discerning shoppers too, with 71.9% researching products and brands online and 43.5% trusting what online reviews say about products and services. They are 44% more likely to look for expert opinions before buying expensive products and 40% more likely to buy brands they have seen advertised.

Popular D2C topics on Quora in the Middle East

Skin Care

17K Followers

425K Questions

Hair Care

11K Followers

314K Questions

Beauty

10K Followers

256K Questions

Hair Growth

4.4K Followers

46K Questions

Hygiene

3.4K Followers

123K Questions

Makeup (cosmetics)

4.9K Followers

103K Questions

Cereals

2K Followers

10K Questions

Healthy Foods

1K Followers

12K Questions

The following D2C topics saw significant view spikes over the last year:

  • Oats +433%
  • Makeup Tutorials +222%
  • Healthy Beverages +198%
  • Shaving +189%
  • Hair Dryers +176%
  • Shampoo +125%
  • Oatmeal +97%
  • Healthy Foods +46%
  • Eye Shadow +22%
  • Lip Gloss +10%

Popular D2C questions on Quora in the Middle East

Get your brand’s message in front of 10 million monthly unique visitors on Quora in the Middle East.

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