Cosmetics and beauty make up a nearly $100 billion industry in the US, and next year more than one-fifth of those sales will come from ecommerce, according to our forecasts. In order to win over beauty shoppers, and Gen Z ones in particular, brands need to pay close attention to where their digital ad dollars go. Here are five charts to help you out.

Gen Z consumers of beauty and skincare products are most attracted to brands for their pricing (48%), samples (46%), and sustainability (44%), according to Bolt. Pricing is a bigger influence for older consumers, cited by 61% of those ages 18 and older.

Established brands are beating digital natives at their own D2C game. As marketplace and wholesale opportunities obfuscate what it means to sell D2C, brands need to keep up with both their retail and marketing playbooks—or risk falling behind.

As Facebook loses relevance with younger audiences, D2C ad budgets for CPG brands are diversifying into emerging channels.

Inflation for pet food and services was over 10% in April, according to the US Bureau of Labor Statistics. But the category has won a reputation of being somewhat recession-proof, thanks to its necessity for pet owners. “People will be spending more on the pets that they have already, despite the fact that it’s been a relatively inflation-wary populous,” said our analyst Jeremy Goldman on a recent episode of our “Behind the Numbers: Reimagining Retail” podcast.

Digital D2C disruptors, like Peloton and Casper, will bring in about $100 billion less in US ecommerce sales than the $134.55 billion of their established counterparts this year, according to our forecast.

Nike is once again selling wholesale to DSW and Macy’s: Renewing those relationships will help it reach the sizable segment of consumers who aren’t willing to seek out its products.

Consumer packaged goods (CPG) brands have attempted to break into D2C ecommerce in recent years, to varying degrees of success. How can they avoid unprofitable strategies and develop a viable D2C ecommerce channel?

To survive the era of subscription fatigue, brands and retailers need to invest in models that bring customers value and convenience.

Tapestry brings its D2C and wholesale teams together to create a consistent brand experience across channels, while Hollister enables teens to fill their carts and send to a parent for purchase. Instacart and eBay find ways to offer customers more value.

Nike’s close connections to sports and sneaker culture keep it on the top of Gen Z’s list of favorite brands while its cutting-edge sneaker technology makes the brand a must-have for runners. But Nike must use a mix of D2C and wholesale commerce if it wants to defend its title from the competition.

DNVB companies have multiple paths for growth: Warby Parker’s sales rise 12% in Q1 thanks in part to the company’s growing physical presence, while Allbirds’ turnaround focuses on differentiating its brand.

As acquisition costs continue to rise, it’s crucial for D2C brands to double down on the value provided to customers. For outdoor lifestyle company Solo Brands, this meant putting its loyal fan base first by leaning into customer experience, communication, and its value proposition to keep customers engaged and coming back for more.

D2C ecommerce will continue to grow at above-average rates. But that growth will be driven by established brands selling directly—not digitally native brands.

As apparel retailers grapple with consumers’ pullback in discretionary spending, a few common themes are emerging. Some are refocusing on core consumers while others are experimenting with cutting-edge technologies.

D2C ecommerce is rapidly evolving, driven by digital marketing, AI-enhanced personalization, sustainability, and more. By identifying and leveraging these emerging trends, businesses can effectively adapt to this competitive environment and address the dynamic expectations of consumers today.

Walmart to sell Bonobos as digitally native D2C brands lose their luster: WHP Global and Express will acquire the brand for $75 million to shore up the latter’s business.

“Everybody’s talking about generative AI,” said our analyst Suzy Davidkhanian. “The underlying question is, will it last? Or will it be the next metaverse?” (Spoiler alert: She thinks it’s here to stay.) Davidkhanian shares her thoughts on some of the overarching trends from this week’s event.

On Running is bullish after growing sales 91.4% YoY during the holiday quarter: But Nike’s strong Q3 performance underscored its position as the dominant sneaker brand on the market.