Cracking the US Market: A Guide for Indian D2C Brands

For so many Indian D2C brands, the US feels like the dream market. High consumer spending, a love for global products, and one of the world’s strongest e-commerce ecosystems. The opportunity is huge!

But here’s the thing: expanding across borders isn’t as simple as shipping your catalog overseas. I’ve been through the process myself, and I can tell you it takes planning, patience, and the right strategy. So let me break it down step by step, the way I wish someone had done for me when I first started.

Test Feasibility Early

One of the biggest lessons I learned early on: just because something sells well in India doesn’t guarantee success in the US. Before you dive in, do a quick feasibility study. Look at demand trends, check out competitor pricing, and read through customer reviews on platforms like Amazon. Tools like JungleScout and Helium10 are super useful for this. It’ll give you a real sense of whether your product has space to grow in the US market.

Benchmark the Competition

US shoppers are spoiled for choice; they can pick from thousands of options in any category. That’s why competitor research is non-negotiable. Spend time studying brands in your space. How is their pricing strategy? What does their packaging look like? What are customers praising and complaining about? I’ve found that these insights can help you spot opportunities to differentiate and stand out.

Define a Go-to-Market Plan

Here’s where things get exciting: how do you want to introduce your brand to the US? Some founders I know start with Amazon US because it gives them scale and immediate visibility. Others go straight to Shopify to build their own storytelling from day one. Personally, I’ve seen a hybrid approach work well: start on Amazon for traction, then gradually shift focus to your own D2C website and curated marketplaces to build brand equity.

Nail Down Pricing for D2C Exports

Pricing is tricky when you’re selling direct-to-consumer overseas. It’s not like bulk exports, where you just quote per unit. Here, you’ll need to account for shipping, duties, return logistics, and of course, higher marketing spends. That said, US customers are more than willing to pay a premium for products that feel unique and authentic. The key is to strike a balance between profitability and accessibility.

Build the Right Partnerships

When I think back on my own expansion journey, one thing stands out: the value of the right partners. From logistics providers to fulfillment centers and payment gateways, having trusted partners makes your life so much easier. They don’t just handle the operational headaches; they shape the customer experience in a new market. Take your time with this step, because the right partnerships can make or break your entry.

Summing it up:

The US is full of opportunity, but it’s also fiercely competitive. My advice? Start small, learn quickly, and scale steadily. Every brand’s journey is different, but with the right mindset and a clear plan, the US can go from a far-off dream to a market where your brand feels right at home.