EDS CASE STUDY #1

FROM AMAZON ONLY TO 3X REVENUE GROWTH THROUGH RETAIL EXPANSION

 How Core Tarps broke into Home Depot, Lowe's, and Tractor Supply — and captured the B2B contractor market in 18 months.

Go To The Case Study

Trusted Partners & Retail Channels

The Home Depot

Lowes

Tractor Supply

Zoro

At A Glance

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3X

Total Revenue In 3 Years and Still Growing

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+ 5 

New Retail Channels Added In The First 18 Months

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~45%

Total Revenue From Retail Channels

What Ecom Diversify Did:

THE CHALLENGE

Core Tarps was a successful Amazon seller generating $3M+ annually selling safety equipment, tarps, as well as DIY and industrial tools. Their products had strong reviews and solid sales velocity, but they faced three critical challenges:
  • Over-Reliance on Amazon - 100% of their revenue came from a single platform, exposing them to:

    Algorithm shifts that could tank sales

    Rising advertising costs eating into margins

    Policy changes and suspension risks

  • Missing the Contractor & B2B Market - Their products, tarps, DIY, and industrial tools, were a natural fit for contractors, construction companies, and facility managers. But these buyers weren't shopping on Amazon; they were shopping at:

    Home Depot (for project supplies)

    Lowe's (for contractor accounts)

    Tractor Supply (for rural/agricultural buyers)

  • No Retail Relationships or Experience - Core Tarps knew they needed to diversify, but didn't have:

    Direct buyer contacts at major retailers

    Experience navigating vendor approval processes

    Knowledge of compliance, EDI integration, or catalog requirements

The Solution:
Strategic Retail Expansion

Core Tarps partnered with Ecom Diversify to execute a strategic pivot into physical retail, targeting the contractor and B2B market.

Here's what we did:
  • Strategic Channel Selection - We analyzed Core Tarps' product catalog and identified the best-fit retailers based on:

    Product category alignment (industrial tools, safety gear, tarps)

    Target customer overlap (contractors, DIY, rrural/agricultural)

    Margin structure and fulfillment capabilities

    Recommended Channels:

    Home Depot — #1 home improvement retailer, massive contractor base

    Lowe's — Strong contractor accounts and pro customer programs

    Tractor Supply — Perfect fit for rural, agricultural, and outdoor buyers

    Zoro — Industrial supply marketplace with B2B focus

  • Buyer Outreach & Pitching - We leveraged our direct relationships with procurement teams at each retailer to pitch Core Tarps' product line with a compelling B2B value proposition:

    Strong Amazon sales history (proof of demand)

    Competitive pricing for contractor/bulk buyers

    Reliable fulfillment and inventory management

  • Vendor Approval & Compliance - Securing vendor approval isn't just about having good products—it's about navigating complex requirements:

    UPC registration and compliance

    Product imagery and descriptions (tailored to each retailer's standards)

    EDI integration for order processing and inventory management

    Pricing strategy optimized for retail margins and MAP policies

  • We handled all of this for Core Tarps, ensuring they met every requirement the first time.
    Result: Secured vendor approvals within 6 months across Home Depot, Lowe's, Zoro, and Tractor Supply.
  • Catalog Setup & Launch - Once approved, we managed the initial catalog setup:

    2000+ SKUs loaded across Home Depot, Lowe's, and Tractor Supply

    Optimized product listings for contractor search behavior

    Set up vendor dropship programs to minimize inventory risk

The Results:

Within 18 months of launching, Core Tarps achieved:

✅ Doubled total revenue within 18 months
✅ Home Depot became their #2 revenue source (behind Amazon)
✅ Reduced Amazon dependency from 100% → 55%
✅ Expanded to 4 new channels: Home Depot, Lowe's, Tractor Supply, Zoro
✅ Tapped into the contractor/B2B market — A customer segment they couldn't reach on Amazon

 

Success Breakdown by Channel:

 

1020px-TheHomeDepot.svg-1 ~Became the #2 revenue channel; strong contractor and DIY customer base

lowes-logo_5e9219da64b2d-980x466-1~Lowes driving consistent order volume year over year. 

tsc letters logo only-1~New market access to rural/agricultural buyers

2145072-1 ~Bulk B2B orders from industrial customers

 

Why It Worked:

01 Strong Category Fit

Their products were a perfect match for home improvement and industrial supply retailers—not just Amazon.

02 Operational Readiness

Core Tarps had their e-commerce fundamentals dialed in:

UPCs registered

High-quality product imagery

Competitive pricing structure

Reliable fulfillment and inventory management

This allowed us to move quickly through the approval process.

03 Strategic Channel Selection

We didn't pitch Core Tarps to every retailer—we focused on the channels where their products had the strongest fit and highest revenue potential.

04 Expert Guidance & Buyer Relationships

We handled the heavy lifting:

Direct outreach to procurement teams

Compliance and catalog setup

Ongoing relationship management

This freed up Core Tarps to focus on running their business while we handled retail expansion.

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Need more?
Let's Hear From the Core Tarps Team:

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Rick and his team got us approved on Home Depot, Lowe's, Tractor Supply, and Zoro! In the first 12 months we went from 100% Amazon to Home Depot being our #2 revenue channel. The ROI has been incredible. We're now exploring additional channels with EDS to continue growing our retail footprint. 

Stefanie R.
CORE Tarps, CEO

Key Takeaways

If you're a safety equipment, industrial tools, DIY, or even just a B2B brand doing $2M+ on Amazon, here's what you can learn from Core Tarps:

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Diversification Is Protection

Spreading revenue across 3+ channels reduces platform-specific risk

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The Contractor Market is Huge

Retailers like Home Depot and Tractor Supply give you access to customers you can't reach on Amazon

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Category Fit > Brand Size

Core Tarps wasn't a household name, but their products fit perfectly with retailer needs

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Being Retail Ready Helps

Brands with strong e-commerce fundamentals get approved faster and launch successfully

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Expert Relationships Matter

Direct access to retail buyers shortens timelines and increases approval rates

Ready to Replicate These Results?

If your brand is doing $2M+ on Amazon and you're ready to expand into retail channels like Home Depot, Lowe's, Tractor Supply, Wayfair, and more, we can help.

Here's how we work:

💰 $2,500 upfront to pitch your products to the retailer
✅ $2,500 balance only if we get you approved and you receive your vendor number
📊 90% approval rate for brands that are a strong category fit and operationally ready
⏱️ Typical timeline: 6–12 months from first pitch to vendor approval

What happens after approval?

You own the relationship. We can continue supporting you through our Consulting ($1,500/month) or Management (starting at $3,000/month) services, or you can manage the channel in-house.

Schedule Your Free Strategy Call
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