CPG Ecommerce Guide For 2024

Thumbnail CPG E-commerce
April 25, 20244 minutes
Kelia Losa Reinoso photo
Kelia Losa Reinoso

CPG ecommerce is a rapidly growing industry that has seen tremendous growth in recent years. With the rise of online shopping, more and more consumers are turning to ecommerce platforms to purchase their favorite consumer packaged goods (CPG).

In this guide, we’ll cover the state of CPG ecommerce and offer insights for 2024. We’ll also give tips for businesses aiming to enter and thrive in the fast-evolving CPG ecommerce market.

What is CPG Ecommerce?

Blog image CPG E-commerce

Simply put, it’s selling everyday essentials like food, beverages, and household goods online.  Think of it as a digital shelf where consumers can browse and buy from the comfort of their couch.  It’s a key part of any successful CPG company’s omnichannel strategy, which means selling through multiple channels, both online and offline.

Gone are the days of crowded grocery stores. Convenience reigns supreme, and CPG ecommerce is booming.  In 2022, CPG sales online accounted for a staggering 10% of the US market, a huge jump from just a few years ago. This trend shows no signs of slowing down, with online CPG sales expected to grow by a whopping 8.3% annually.

To thrive in this online arena, F&B brands need a data-driven approach. Understanding consumer preferences is key. Imagine targeted ads for protein bars to gym enthusiasts or personalized recipe recommendations featuring your pasta sauce.

CPG ecommerce channels

  • Buy Online, Pick Up In-Store (BOPIS): Customers purchase online and pick up at a nearby store, offering convenience and flexibility. Target’s “Drive Up” program is a prime example.
  • Online Marketplaces: Selling on platforms like Amazon or Walmart offers high visibility and lower operational costs, but competition can be fierce. Epic Provisions, a successful food company, launched on Amazon and leveraged the platform’s tools to gain market share.
  • Direct-to-Consumer (DTC): Sell directly to customers through your website, like Ava Estell, a premium skincare brand that uses Shopify and Videowise to optimize their online store.

Develop a CPG ecommerce Strategy

Crafting a winning CPG ecommerce strategy requires going beyond the shelf. Here’s your master plan:

Embrace food intelligence

Consumers are bombarded with choices. Use data to understand their desires and tailor your offerings accordingly. Think targeted promotions, personalized product recommendations, and dynamic content that resonates.

Learning from the masters

Look to innovative F&B brands like HelloFresh, which delivers meal kits, or Blue Apron, another subscription service offering pre-portioned ingredients. These are the CPG ecommerce rockstars, showing how to win in the digital age.

Optimize your product listings

Ecommerce for CPG is a crucial component of your CPG marketing efforts. It’s imperative to optimize your product listings for the digital landscape, which involves incorporating high-quality images, providing detailed product descriptions, and employing keyword optimization. This approach will enhance your online presence and attract more customers.

A seamless customer experience is paramount for CPG brands online.

  • Product Listings: Clear, informative pages featuring rich media should highlight benefits and answer questions.
  • Shopping Cart Simplicity: Easy navigation, adding/removing items, and transparent costs are key.
  • Payment Options: Offer diverse payment methods to minimize purchase roadblocks.
  • Fulfillment Powerhouse: Automated order routing and processing ensure efficient delivery.
  • Returns Simplified: Streamlined return logistics minimize loss and retain customers.
  • 24/7 Customer Support: Automated options like chatbots offer readily available assistance.

CPG ecommerce Trends to Watch

Staying ahead of the curve is crucial. Here are some trends shaping the CPG ecommerce landscape:

The rise of direct-to-consumer (D2C)

Cut out the middleman and connect directly with your customers. D2C allows for faster innovation, data-driven decisions, and deeper customer relationships.

Subscription boxes

Convenience is king. Subscription boxes deliver curated products straight to doorsteps, fostering brand loyalty and recurring revenue.

Social commerce

Social media isn’t just for cat videos anymore. Platforms like Instagram and TikTok are powerful tools for driving sales. Partner with influencers and create engaging content that converts.

The evolving role of marketplaces

Giants like Amazon and Walmart are major players. Develop strong partnerships with these marketplaces to optimize your product listings and ensure seamless fulfillment.

Mobile shopping

With the rise of mobile usage, having a user-friendly mobile site and app is essential for CPG ecommerce success.

These trends and building a strong online presence can lead to increased brand awareness, customer loyalty, and overall success in the ever-growing CPG ecommerce market. Continuously adapting and incorporating these strategies will keep your brand at the forefront of the industry and drive growth for years to come.

AI and Market Insights for ecommerce

Supercharge your CPG ecommerce performance by leveraging cutting-edge tools:

  • AI-powered marketing: Personalize your approach with AI. Analyze customer data to predict buying behavior and deliver targeted messages that resonate.
  • Market research for products: Gone are the days of relying on gut instinct. Use advanced analytics to gain deep insights into consumer preferences and market trends.

By understanding the mechanics of CPG ecommerce and utilizing the right channels, your brand can thrive in this rapidly evolving landscape.  Don’t miss out on the online CPG boom – claim your digital shelf and become a leader in convenient, high-quality products.

Personalize your approach with Tastewise AI and use our advanced analytics to gain deep insights into consumer preferences and market trends.

CPG ecommerce is here to stay

The CPG industry has undergone a seismic shift towards online sales, accelerated by the pandemic. By embracing new technologies and platforms, CPG brands can:

  • Reach a wider audience
  • Offer personalized experiences
  • Gather valuable customer data

The most successful CPG brands will be those with an omnichannel retail strategy that prioritizes the digital-first customer. Embrace ecommerce today and unlock a new era of growth for your CPG business.


How can I overcome the challenge of limited brand control on online marketplaces?

While online marketplaces offer vast exposure for your CPG brand, you might have less control over how your products are presented compared to your own website. There are still ways to shine, though!  Invest in high-quality product listings with clear descriptions and rich media like images and videos that showcase your products’ benefits. 

Optimizing your listings with relevant keywords and categories ensures online shoppers can easily discover your brand. Partnering with the marketplace for promotions is another tactic to boost brand visibility and drive sales. Finally, providing excellent customer service through prompt responses to inquiries and reviews builds trust and strengthens brand loyalty.

How much should I invest in building a D2C presence?

The decision to invest in building a D2C presence hinges on your specific goals and resources. Consider your profit margins. While D2C allows for potentially higher margins by cutting out the middleman, you’ll also shoulder marketing, fulfillment, and customer service costs.  

D2C also offers complete control over brand messaging and customer experience, allowing you to craft a unique brand identity.  Don’t forget about data ownership! Selling directly allows you to gather valuable customer data to inform future marketing and product development strategies.

What are some tips for creating a seamless omnichannel customer experience?

A seamless omnichannel customer experience is key for CPG brands to thrive online. Ensure brand consistency by maintaining a consistent brand voice and messaging across all channels, both online and offline. Provide multiple touchpoints for customers to interact with your brand, such as social media, email marketing, and a user-friendly website.  

Simplify product information by making it readily available and consistent across all channels. Finally, streamline the buying process by offering a smooth and secure experience regardless of whether customers purchase online or in-store. Consider offering features like BOPIS (Buy Online, Pick Up In-Store) to enhance customer convenience.

What can food intelligence do for you?