01/08/2026
Added $4.2M in new revenue for a client this year: Home Depot, Wayfair, Zoro. Not because they chased every channel, but because they approached each onboarding (especially EDI) like a capital expense, not an afterthought.
Home Depot added $2.1M. Wayfair, $1.4M. Zoro, $700K. Products didn't change. Amazon revenue held steady. Biggest difference: getting operational (EDI, logistics, labeling) nailed upfront.
We tell brands: Channel expansion only protects margin when operations get the same investment as sales. Most skip that step and wonder where the profit went.
One thing I should add: the brands that maintain margin through expansion all have one thing in common: they treat EDI setup as a capital investment, not an afterthought.
We break down exactly how this works on the blog: https://www.ecomdiversify.com/eds-blog
Curious: Which channel are you eyeing first?