Sell, sell and sell. If it’s not obvious enough, making a sale of either a service or a product is what companies need to do to stay in business.  Change is constant and when the pandemic hit, the usual brick-and-mortar stores had to step back from the limelight. Online was the buzzword. The beauty industry had to adapt and one of the most popular ways it did was via Direct to Customer (DTC) selling.  

Direct to Consumer beauty brands are nothing new. One notable example is Fenty Beauty which made Rihanna not just one of the most popular pop icons of our time but also the owner of one of the most sought-after and successful beauty brands.  Like any other business model, companies need to set themselves apart. There are a ton of categories that could be considered but, in this article, we’ll be covering why diversity and inclusion should be an itinerary for anyone wanting to succeed in the beauty DTC space.

What do they mean?

Before we go any deeper, we must ensure we understand what they mean.

The simplest way to remember them is that Diversity refers to traits and characteristics that differentiate a person from another while Inclusion refers to a sense of behaviors and social norms that makes one feel welcome.  2 very important things to the target audience – The Gen Zs and Gen Ys.

The Customer

Gen Zs and Gen Ys make up most of the target audience. It has been confirmed that Gen Zs are the decision-makers regarding purchases while Gen Ys tend to listen more to recommendations. Gen Zs define the trend. They want to be part of something and be unique enough to stand out. This is why DTCs are popular because they are able to provide what Gen Zs need the most, attention.

Diversity and Inclusion

The main advantage of a DTC approach is that the sellers get to know the customer firsthand. There is no middleman in between and thus a relationship is easier to form as they sell directly to the customer.

In a 2016 survey, 70% of Black women confirmed that big-name beauty product companies are not meeting their needs. Though it is changing, for a long period of time, the majority of sold cosmetic shades for example are that of the lighter type. Diversity has been in the spotlight for some time now and it would be a waste for Beauty companies to neglect it.

Since DTCs can listen to customer feedback more effectively they are able to fill this gap much sooner. One fine example is MDM Flow. A make-up company that was built by Florence Adepoju saw how limited the options for dark-skinned women such as herself are while working on a major beauty brand’s makeup counter. She was able to start her business by the simple fact that she listened.

DTCs also benefit from a close-knit connection with customers because it fosters brand loyalty. Remember how Gen Zs yearn to be part of something? DTCs can fill this need by building a community of people who enjoy their brand. Beauty companies should also be segmenting consumers holistically by interests, style, and location demographics. The best way to keep someone interested in something is to make sure he is not alone. Inclusivity is key 

TL: DR

Inclusion and Diversity are in. If you want to successfully build your business, make sure you take notes.

You wouldn’t want to be left behind, would you?