Top 10 DTC Food and Beverage Brands
The direct-to-consumer (DTC) food and beverage industry has grown substantially since the pandemic. While the upward trend started before 2020, COVID-19 and the changes that resulted accelerated the growth of the DTC food and beverage industry. Restaurant closures, recommendations to limit indoor exposure, mask mandates, work-from-home lifestyles, grocery shortages, and a renewed focus on health were among the factors that encouraged consumers to find new options for their dining needs. DTC brands were there to answer that call.
Benefits of DTC Brands
A recent industry report highlighted some drivers and trends that the DTC food and beverage brands have seen in recent years. These businesses have found success by appealing to consumers who are looking for several features and benefits, including:
- lower prices and budget-friendly purchasing options
- convenience
- healthier, environmentally-friendly ingredients and packaging
- social responsibility
- personalization & quality brand experiences
- strong customer service and flexibility
- trustworthy companies with high ratings
With over 74% of consumers interested in buying DTC products, the market is expected to continue growing over the coming years. With increased competition in this arena, it will be important to pay attention to growth trends and understand who the top performers are and what they are doing to earn market share. When looking at DTC brands by category, the DTC food and beverage segment has many exciting brands that are finding ways of standing out from the competition. Let’s take a look at the top ten.
10 Fastest-Growing DTC Food and Beverage Brands
Here are the ten fastest-growing DTC food and beverage brands. Their positions on the leader board are based on Charm.io’s Growth Score.
Charm.io’s Growth Score is a multi-dimensional scoring algorithm that is indicative of a brand’s performance over time. Charm.io calculates the rate of change in channels of growth common for digitally native brands and derives scores on a relative rank compared to all brands.
Metrics such as Social Growth, Website Traffic, Advertising, Wholesale, & Marketplaces are considered. The score tracking is based on a time series of the last year and the data gets more heavily weighted closer to the present time. The eCommerce industry moves fast and scores frequently change, so Growth Scores can vary over time.
1) Crumbl Cookies
In 2017, Crumbl Cookies opened its first location in Logan, Utah. Specializing in freshly baked, beautifully decorated cookies and quality ingredients, the company’s founders made a few critical decisions that set Crumbl apart from the crowd.
Hitting on the convenience factor, Crumbl Cookies are available to their customers via takeout, delivery, curbside pickup, catering, and nationwide shipping. Crumbl also designed one-of-a-kind pink boxes that made their brand immediately recognizable and enabled the cookies to sit side-by-side, which preserved the decorations. The focus on aesthetics encouraged customers to share photos on Instagram and other social sites.
The company also created a rotating weekly menu introducing new flavors alongside their classic favorites, like the chocolate chip and chilled pink sugar cookies. The changing menu keeps consumers excited and provides a weekly invitation for fans to return for a new experience from their favorite brand. Crumbl has over 300 bakeries in 36 states nationwide.
Crumbl Cookies by the numbers (via Charm.io)
- Growth Score: 98 (out of 100)
- Success Score: 81 (out of 100)
- Top 1% to 5% across social categories
- Twitter: 496k followers
- Instagram: 2.5 million followers, 145% growth over 12 months from 2021 to 2022
- Facebook: 1.5 million followers
- Tiktok: 5.5 million followers
- Website Growth: Top 6%
2) LMNT
LMNT is riding the wave of demand for function-focused beverages, offering multiple flavor formulations of healthy, sugar-free electrolyte drink mixes. The company’s website and social media accounts educate audiences about the importance of achieving the optimal electrolyte balance alongside a healthy diet and exercise. LMNT’s team comprises experts ranging from neuroscientists to doctors, and their partnerships include high-profile athletes such as Brett Favre and Lance Armstrong.
Established in 2018, LMNT is achieving top rankings when comparing DTC brands by category. The health-first company has attracted a loyal following, with impressive 12-month growth statistics between 2021 and 2022. A noteworthy part of its profile is LMNT’s advertising activities. The business updates its ad content every 2–4 days, maintaining a steady output YOY. This disciplined strategy has helped LMNT become a top performer, with high customer ratings, which they share across multiple campaigns to build social proof and trust.
LMNT by the numbers (via Charm.io)
- Growth Score: 96 (out of 100)
- Success Score: 70 (out of 100)
- Social Media Growth Score: 90 to 94 (out of 100) across Instagram (110k followers) and Facebook (20k followers)
- YOY Follower Growth: 116% Instagram, 143% Facebook
- Website Growth: Top 6%
3) Sugoi Mart
Sugoi Mart has become a go-to source for all Japanese products, including food, beverages, and everything in between. As consumers seek more one-stop-shop options, Sugoi Mart has hit the stage at the perfect time, offering over 5,600 products. With nearly 2 million followers on Tiktok and a social media growth score of 94, it’s evident that the community Sugoi Mart has built is vital to its success.
Sugoi Mart by the numbers (via Charm.io)
- Growth Score: 96 (out of 100)
- Success Score: 75 (out of 100)
- Social Media Growth: 94 (out of 100)
- Tiktok: 1.9 million followers
- Instagram: 385k followers
- Facebook: 225k followers
4) Waterdrop
Carrying on the beverage category, Waterdrop is exclusively focused on promoting better hydration through sustainable methods. The company’s mission aligns perfectly with consumer desires for functional beverages and environmentally-conscious brands and products. Based on a 2021 report by the Hartman Group, hydration is the leading function that individuals seek from beverages.
In addition to the Waterdrop tablet, the company offers well-designed reusable drinkware that helps to eliminate waste from plastic water bottles and single-use materials. By combining its focus on health with a values-first approach to business, Waterdrop has become a leader among DTC food and beverage companies.
Waterdrop by the numbers (via Charm.io)
- Growth Score: 95 (out of 100)
- Success Score: 72 (out of 100)
- Social Media Growth Score: 94 (out of 100) for Instagram (604k followers), Facebook (448k)
- YOY Follower Growth: 50% Instagram, 25% Facebook
5) Nespresso
Nespresso prides itself on helping consumers bring luxury espresso and coffee direct to their homes. The company sets an example of continuous innovation as it has evolved to meet changing consumer demands and profiles since its founding in 1986. In addition to making it more affordable and convenient to enjoy a quality espresso or coffee drink at home or in the office, Nespresso is also hitting key sustainability values. It is a Certified B Corporation and directly addresses climate and community issues on its website.
Nespresso by the numbers (via Charm.io)
- Growth Score: 95 (out of 100)
- Success Score: 94 (out of 100)
- Instagram Growth Score: 93 (out of 100)
- Social Media Following: 7.5 million Facebook followers, 762k Instagram followers
- Website Activity: 1.8 million hits
- Advertising: International reach across 27 countries
6) Black Rifle Coffee Company
Black Rifle Coffee Company claims on their website that you cannot buy better quality coffee at a lower price, creating a unique market position as both top-quality and cost competitive. The brand offers a range of coffee options from standard to upscale and provides consumers with flexible purchasing options, including a discounted subscription program. Part of its brand recognition may be due to exposure through retailers. The company has been steadily growing its reseller network with 10% growth over the last year, landing at a total of 22 online resellers.
The brand’s graphic coffee bag designs, military aesthetic, and veteran-owned status help to set it apart from the rest. The website and brand design make it clear that the background of the coffee and the people are equally important to Black Rifle Coffee Company. Core to the brand’s story is its dedication to veterans and helping service members transition into civilian life through work and entrepreneurship opportunities.
Black Rifle Coffee Company by the numbers (via Charm.io)
- Growth Score: 95 (out of 100)
- Success Score: 82 (out of 100)
- Sophistication Score: 77 (out of 100)
- Instagram Highlights: 94th percentile, 1.8 million followers
- Website Traffic: 94th percentile
- Online Resellers: 22
7) Olipop
Olipop provides a healthy alternative to soda with flavors that are low in sugar and contain added plant-based fiber and prebiotics to support a healthy digestive system. Aimed at replenishing and supporting a healthy microbiome, Olipop is perfectly positioned to benefit from the growing trend toward discussions around gut health.
Rather than categorizing itself as a diet soda, Olipop says it’s a better soda that provides the flavors you love with a bunch of health benefits and none of the terrible ingredients. The brand instantly establishes trust on its website by highlighting Olipop’s scientific advisory board, which is comprised of doctors who specialize in gut health — a primary focus of the Olipop products.
Olipop experienced an impressive uptick in social media growth between 2021 and 2022, reflecting the company’s growing connection with its audience and investment in its community. This company currently has the highest sophistication score out of the top-10 DTC food and beverage brands in this list, which signifies that Olipop is adopting similar combinations of strategies and technologies that are common among the fastest-growing brands.
Olipop by the numbers (via Charm.io)
- Growth Score: 95 (out of 100)
- Success Score: 76 (out of 100)
- Sophistication Score: 83 (out of 100)
- Instagram: 93rd percentile, 175k followers, +67% growth rate (last 12 months)
- Tiktok: 30k followers, 1595% growth rate (last 12 months)
- Website Traffic: 91st percentile
8) Momofuku
Momofuku sells all of the goods that fans of the book need to complete the recipes. Products range from soy sauce and seasoned salt to noodle variety packs. Created by the famous chef David Chang, Momofuku excels with built-in credibility and instant brand recognition from foodies and fans.
The website includes recipes that can help consumers get terrific results with the products. It also features 5-star reviews from happy customers. Momofuku has increased its advertising by 263% between 2021 and 2022, which may have contributed to the company’s success.
Momofuku by the numbers (via Charm.io)
- Growth Score: 95 (out of 100)
- Sophistication Score: 70 (out of 100)
- Instagram Highlights: 93rd percentile, 602k followers
- Website Traffic: 90th percentile
- Ads Count: +263% (last 12 months)
9) Misfits Market
Misfits Market tackles three problems at once — food waste, high prices of organic foods, and accessibility. According to the company’s website, nearly ⅓ of produce grown in the US does not get harvested due to “superficial standards of the traditional grocery store.” Misfits Market takes that food and sells it to members at up to 40% off the standard price. The company also delivers that food directly to your door — even in rural areas. The discount and delivery service make quality, organic foods more accessible and affordable to people who typically cannot work it into their budgets or those who live in food deserts. Misfits Market is a perfect match for consumers that are values-focused and prioritize environmental, health, and social issues.
Misfits Market by the numbers (via Charm.io)
- Growth Score: 95 (out of 100)
- Success Score: 84 (out of 100)
- Instagram: 94th percentile, 457k followers, +35% (last 12 months)
- Facebook: 354k followers, +31% (last 12 months)
- Website Traffic: 91st percentile
10) Chamberlain Coffee
Chamberlain Coffee hits several key value points for modern consumers. It is organic, sustainably-sourced coffee that is harvested responsibly and made in small batches in California. The company takes its commitment to sustainability further by supporting the communities in which they source their coffee beans. Chamberlain Coffee only works with sustainable coffee suppliers and aims to help coffee-farming communities maintain long-term food security. Plus, Chamberlain Coffee can be delivered straight to consumers’ doors. The company boasts that its coffee tastes great and travels well.
Chamberlain Coffee by the numbers (via Charm.io)
- Growth Score: 94 (out of 100)
- Instagram: 95th percentile, 498k followers
- Tiktok: 178k followers
- Website Traffic: 90th percentile
The Future of DTC Food and Beverage Brands
When analyzing DTC brands by category, it’s clear that the DTC model is here to stay for a while. In the past couple of years, the DTC food and beverage sector has seen solid numbers, and lifestyle changes are unlikely to shift drastically anytime soon. While companies like the top ten are clearly thriving under this business model, success attracts competition, which leads to an overly saturated market. So, what can DTC brands do to stand out as the landscape becomes increasingly crowded?
The top-10 brands above share several strategies that are paying off. Most brands make their company mission and value to customers clear upfront. Their engagement with consumers happens through an omnichannel approach, including website, social media, and advertising, which provides multiple opportunities to connect with their audience and collect information about them. That insight will be helpful as consumers expect personalized experiences and offers from their favorite brands.
As consumers become more comfortable with living life in public again, a mix of opportunities to interact with brands — from online to in-store — will become more critical. Some DTC brands on this list already leverage retail relationships so consumers can interact with their products directly. For many companies, omnichannel must extend beyond digital to achieve their revenue goals.
Data-Driven Insights
Ultimately, determining which strategies are best requires quality data and helpful insights. Charm.io provided the breakdown information for each of the top companies in this article. Charm.io is a leading e-commerce intelligence platform for prospecting, brand research, and accessing vital contact information for key players in each company. If you’d like to learn more, visit Charm.io to start today for free!
Get further insights into these brands and brands in any ecommerce category when you request a free trial of Charm.io today.
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