Everyone’s talking about going DTC, and now there’s a sea of agencies claiming they can build your brand off Amazon. The options might look exciting, but many are all talk, no results.
Amazon sellers are turning to DTC because they want more control, higher margins, and direct relationships with their customers. But when they try to do it all themselves, they hit roadblocks and start wondering why their Amazon success isn’t translating off-platform.
That’s why hiring a DTC agency can be a game-changer, but with so many choices out there, how do you know which one will deliver? Having a solid checklist of questions will help you weed out the fluff and find a team that gets it.
This guide is a must-read for Amazon sellers and brand owners looking to choose the right DTC agency. It covers the 10 essential questions to ask before hiring, so you can avoid costly mistakes and build a winning direct-to-consumer strategy.
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Why Hire a DTC Agency?
Amazon sellers are trying to run a successful DTC site for all kinds of reasons, but they quickly find out it’s not a walk in the park. It takes serious effort to build, run, and scale a DTC site that converts.
And let’s be real: most Amazon sellers don’t have the bandwidth or in-house team to manage all of that, and they shouldn’t have to. That’s why more sellers are turning to DTC agencies that offer full-service support across design, ads, email, CRO, and everything in between.
10 Questions to Ask Before Hiring a DTC Agency
When you decide to hire a DTC agency, it’s tough to know which one will actually deliver. And by the time you realize they’re not the right fit, you’re already locked in. Bummer.
But that headache can be avoided if you just ask the right questions upfront. So, here are the most important questions you should ask a DTC agency before hiring them:
1. Do You Have Experience Working With a Client in a Similar Niche to Ours?
You don’t want to be a test subject for an agency that’s never worked with your kind of product or audience. Ask if they’ve handled brands in your niche, and better yet, ask for examples of what worked and what didn’t.
If they understand your industry, they’ll skip the guesswork and focus on what works. Bonus points if they can speak your customers’ language and know your competitive landscape.
2. What’s the Process You Have in Building or Optimizing a Website?
If an agency can’t walk you through their website process step by step, that’s a red flag. You need to know how they handle site structure, product pages, CRO, and whether they prioritize performance or just design.
The right agency should have a repeatable, proven process, not just “we’ll figure it out as we go”. This shows they know how to build a site that converts, not just one that looks pretty.
3. What Platforms Do You Specialize In?
Not all platforms are created equal, and not every agency knows how to work with the one you need. Whether it’s Shopify, WooCommerce, or something else, the agency should have deep, hands-on experience and not just surface-level familiarity.
If they’re platform-agnostic or try to push you into something that doesn’t fit your brand, that’s a red flag. You want a team that works within your tech stack, not against it.
4. What DTC Services Do You Offer?
Some agencies only do paid ads and call it a DTC strategy. That’s not enough. You need to know if they offer full-funnel services like website design, email marketing, CRO, SEO, and content creation.
The more integrated their services are, the smoother your growth will be. Otherwise, you’ll end up juggling multiple vendors just to get the basics covered.
5. Do You or Your Leaders Have E-Commerce Experience?
It’s easy to give advice, but it’s a whole different thing to run your own store. Ask if the agency or its leadership has real-world experience managing and scaling DTC brands.
If they’ve been in the trenches, they’ll understand the daily challenges you face and won’t give you fluff strategies that only work in theory. You want battle-tested insight, not textbook advice.
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6. What’s Your Communication Style and Frequency?
You don’t want an agency that disappears for weeks and only pops up when there’s a problem. Ask how often they’ll update you, what tools they use (Slack, email, dashboards), and who your main point of contact is.
Clear and consistent communication keeps things moving and lets you catch issues before they snowball. If they can’t explain their process, expect misalignment down the line.
7. How Do You Track and Report Performance?
You need more than a monthly PDF full of buzzwords; you need real metrics tied to real results. Ask what KPIs they track, how often they report, and whether you’ll get access to dashboards or raw data.
A good agency will tie everything back to revenue, not just impressions or clicks. If they can’t explain how success is measured, they probably aren’t driving much of it.
8. What’s Your Pricing Structure?
You need to know exactly what you’re paying for, and what you’re not. Some agencies charge flat rates, some take a percentage of ad spend, and others stack on extra fees that aren’t obvious at first.
Clarity here is key. If they’re vague or dodge the pricing conversation, expect surprise invoices later.
9. Who Will Handle My Account?
The people you meet on the sales call might not be the ones actually managing your brand. Ask who will be working on your account day to day, and what their experience looks like.
You want to know you’re getting real experts, not just entry-level coordinators or freelancers. The quality of your results depends on the team behind the scenes.
10. Do You Have Case Studies That Can Prove Your Claims?
Every agency says they can get results, but can they back it up with a track record? Ask for specific case studies, performance data, or before-and-after examples from brands they’ve worked with.
If they can’t show receipts, don’t expect much. A strong agency will be proud to walk you through real wins, not just talk in hypotheticals.
FAQs About Hiring a DTC Agency
Time to Choose the Right DTC Agency
Hiring a DTC agency is supposed to make your life easier, so why would you settle for one that adds more problems than solutions? That’s exactly why choosing a solid, reliable DTC agency is one of the smartest moves you can make for your brand.
With this guide, we hope you feel more confident asking the right questions before signing any contract. A little homework now can save you months of regret later and help you grow your direct-to-consumer business the right way.
Need help building a DTC site for your brand? Reach out to our full-service Amazon agency to get our DTC services to build, optimize, and scale your direct-to-consumer store the right way.
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