2025 has been a big year for ecommerce. From navigating tariffs and supply chain chaos to figuring out AI and budget strategies, online sellers have had a lot to manage.
We’ve been right there with you, creating content to help you tackle the challenges and seize the opportunities. Whether you’re tuning into our podcast during your commute, watching quick YouTube tutorials when you need answers fast, or diving into blog posts for the full story, we’ve been working to give you the clarity you need to run your business with confidence.
So, what resonated most this year? Let’s break it down. Here are the top 3 podcasts, YouTube videos, and blog posts that helped ecommerce sellers like you stay informed, save time, and make smarter financial decisions in 2025.
Top 3 Podcast Episodes
- 10 Ecommerce Trends for 2025 and Their Financial Implications
- Ecommerce Budgeting and Forecasting with Preston Alder: Who, What, Why, When, and How
- The State of Ecommerce M&A with Josh Robbins
Top 3 YouTube Videos
- How to Create a SKU System That Actually Makes Sense (and Scales with You)
- Tariff Impact Calculator Walkthrough
- Stop Overpaying Sales Tax in These States (MTC Resale Certificate Tutorial)
Top 3 Blogs
- 10 Ecommerce Trends for 2025 and Their Financial Implications
- States Are Cracking Down on Online Sales Tax Enforcement [What to Watch Out For]
- Why You Need an Ecommerce Budget [and How to Create One]
Top 3 Podcast Episodes
10 Ecommerce Trends for 2025 and Their Financial Implications
In the very first episode of the Ecommerce Finance Podcast, Stephen Brown (COO at LedgerGurus) and Kelley Birrell (Marketing Manager at LedgerGurus) sat down to discuss the 10 trends shaping ecommerce in 2025.
From the ecommerce market bouncing back to its pandemic peak, to rising digital marketing costs and supply chain disruptions, this episode covers what every seller needs to know. Stephen and Kelley broke down four positive trends, three negative ones, and three mixed trends that could have gone either way depending on how things shaped up in 2025.
Key Takeaways:
- Ecommerce sales are rebounding. Online retail is nearing its Q2 2020 peak of 16.4% of total sales, with holiday sales up 6.7% year over year.
- Digital marketing costs are eating into profits. Privacy changes like iOS 14.5 have made ads more expensive and less effective. Keep your marketing efficiency ratio between 20-33% of revenue.
- Supply chain challenges are looming. Potential port strikes and global shipping disruptions could drive up costs and create delays. Diversify your supply chain now.
- AI levels the playing field. From content creation to ad optimization, AI tools are making professional-level execution accessible for businesses of any size.
- TikTok Shop is a game changer with an uncertain future. Its pay-for-performance influencer model is cost-effective, but regulatory concerns could change everything.
Why it matters: Understanding these trends helps you plan ahead, protect your margins, and capitalize on the opportunities that fit your business. The future of ecommerce is evolving fast, and this episode gives you the roadmap to navigate it.
Ecommerce Budgeting and Forecasting with Preston Alder: Who, What, Why, When, and How
In this episode, Stephen sits down with Preston Alder, CEO of Sole Toscana (a DTC brand co-owned with Stephen and Brittany Brown), to talk about the real-world impact of budgeting and forecasting on an ecommerce business.
Preston shares what it’s like to operate a business with financial constraints, how budgets drive daily decisions, and why combining an annual budget with a 13-week cash flow forecast transformed their approach to managing cash and profitability.
This isn’t theory. It’s a conversation between a CFO and an operator about what actually works when you’re running an ecommerce business.
Key Takeaways:
- Budgets drive daily decisions. Preston explains how understanding the numbers helps him make smarter choices about marketing spend, operations, and strategic investments.
- Cash is king. The 13-week cash flow forecast gives Sole Toscana precise insights into when cash will peak and when they need to be careful, especially around inventory purchases.
- Good accounting is the foundation. Without clean books, budgeting and forecasting is nearly impossible. Your accounting informs your budgets, and your budgets inform how you use your analytics tools.
- You can’t just “spend and hope.” After nearly running out of cash in their first year, they adopted a profit-first approach and haven’t looked back.
- Budgets aren’t set-it-and-forget-it. Preston and Stephen check actuals against projections weekly, making adjustments to stay on track.
Why it matters: Budgets aren’t just for big corporations. They’re essential for any ecommerce business that wants to grow sustainably without burning through cash. This episode shows you exactly how to use budgets and forecasts to stay in control.
The State of Ecommerce M&A with Josh Robbins
What’s happening in the ecommerce mergers and acquisitions market right now? Stephen talks with Josh Robbins, founder of Premara Group, to get the inside scoop.
After the wild buying frenzy of 2021-2022 (when Amazon aggregators were scooping up businesses left and right), the M&A market went ice cold in 2023 and 2024. But now? Things are warming back up.
Josh explains what’s driving the shift, what buyers are looking for, and what sellers need to know if they’re thinking about an exit.
Key Takeaways:
- The M&A market is warming back up. After the slowest two years for deals in 15 years, activity is picking up again. Private equity firms have tons of capital to deploy and limited time to do it.
- Uncertainty is still a factor. Tariffs, interest rates, and economic concerns are making some buyers cautious, but strong businesses can still command premium prices.
- The aggregator model mostly collapsed. The Amazon roll-up thesis (buy small brands, professionalize them, scale them) didn’t work out. Most of those companies are gone or struggling.
- 2026 could be a strong year. Josh predicts the latter half of 2025 and especially 2026 will see increased deal activity as uncertainty clears up.
- Clean books matter. If you’re thinking about selling, now is the time to get your financials in order. Buyers want to see clean, accurate books and clear profitability.
Why it matters: Whether you’re thinking about selling your business in the next few years or just want to understand the market dynamics, this episode gives you the context you need. And if an exit is on your radar, knowing what buyers want can help you position your business for success.
Top 3 YouTube Videos
How to Create a SKU System That Actually Makes Sense (and Scales with You)
If you’ve ever looked at your SKU numbers and thought, “What does that even mean?”, this video is for you.
Kelley walks you through a simple 3-step system for creating SKUs that make sense, scale with your business, and keep everyone on the same page across platforms, warehouses, and suppliers.
Key Takeaways:
- SKUs replace long descriptions with short, clear identifiers. Instead of typing “yellow shirt size 8 puff sleeve” every time, you get something like TSH-YEL-08.
- Use a consistent formula for all your SKUs. Start with the main identifier (category, brand, or product line), add unique features (color, size, scent), and include extra details if needed (batch numbers, version tracking).
- Keep it short (8-12 characters). Use abbreviations everyone understands, and list attributes from general to specific.
- Avoid common mistakes. Don’t start SKUs with zeros (Excel will eat them), avoid characters that look similar (lowercase L, uppercase I, number 1), and stay consistent across your entire catalog.
- A good SKU system is the backbone of clean inventory. It speeds up fulfillment, reduces errors, and makes decision-making easier as you grow.
Why it matters: Messy SKUs slow you down and create confusion across your systems. A solid SKU system might seem small, but it makes a huge difference when you’re scaling. This video gives you the exact framework to get it right.
Tariff Impact Calculator Walkthrough
Tariffs are a hot topic in 2025, and the uncertainty around them is stressing out a lot of sellers. Will costs go up 10%? 25%? More?
Stephen created a free tariff impact calculator to help you model different scenarios and see exactly how tariffs could affect your profitability. In this video, he walks you through how to use it.
Key Takeaways:
- The calculator uses your actual financial data. You input revenue, costs, expenses, and other key numbers from your last 12 months to get accurate projections.
- Scenario 1 shows the impact without a price increase. You can test different tariff rates (10%, 25%, or whatever you expect) and see how it affects your bottom line.
- Scenario 2 and 3 model price increases and demand elasticity. If you raise prices to offset tariff costs, how much will demand drop? The calculator helps you test different assumptions and plan accordingly.
- Price elasticity matters. A product with a price elasticity of -1 means demand decreases proportionally to price increases, but revenue stays relatively flat. More elastic products see bigger demand drops.
- This isn’t a perfect prediction, but it’s a planning tool. Play around with the numbers to understand potential outcomes and prepare for different scenarios.
Why it matters: Tariffs could significantly impact your cost of goods sold and squeeze your margins. This calculator helps you get ahead of the uncertainty by modeling different scenarios so you can plan for what’s coming instead of reacting when it’s too late.
Stop Overpaying Sales Tax in These States (MTC Resale Certificate Tutorial)
Are you getting hit with sales tax on wholesale or drop-shipped orders in states where you don’t even have nexus? You might not need to be paying it.
The MTC (Multistate Tax Commission) resale certificate is accepted by over 30 states, and it can save you thousands in unnecessary sales tax. But there are traps if you don’t fill it out correctly.
Kelley walks you through exactly how to complete the form and what to watch out for.
Key Takeaways:
- The MTC form is your next best option after the SST certificate. While the SST certificate works in 24 Streamlined Sales Tax states, the MTC form covers over 30 states, many of which are outside the SST network.
- You don’t always need to be registered in the state to use it. But you do need to read the footnotes carefully, because some states have special requirements.
- Filling it out is straightforward. Enter the seller’s name and address, your business name and address, a description of your business, a description of what you’re purchasing, and your resale or sales tax ID for each state.
- The footnotes are critical. Some states (like Florida) require the seller to get an additional authorization number. Others (like Arizona) only accept the form for resale, not other exemptions. Don’t skip this step.
- The biggest mistake sellers make is assuming all states treat the form the same. They don’t. Read the fine print.
Why it matters: If you’re approaching or over $1 million in annual revenue, sales tax gets too risky to DIY. Exemption certificates like the MTC form can save you thousands, but only if you use them correctly. This tutorial makes sure you get it right.
Top 3 Blog Posts
10 Ecommerce Trends for 2025 and Their Financial Implications
This comprehensive blog post breaks down the 10 biggest trends shaping ecommerce in 2025 and explains exactly how each one could impact your bottom line.
From market growth and interest rates to AI, supply chain disruptions, and regulatory changes, this post gives you the full picture so you can plan accordingly.
Key Takeaways:
- Ecommerce is growing again. Online sales are rebounding after a post-COVID dip, nearing the Q2 2020 peak. MasterCard reported 6.7% year-over-year growth during the 2024 holiday season.
- Digital marketing efficiency is the number one challenge. Privacy changes have made ads more expensive and less effective. Aim for a marketing efficiency ratio of 20-33% of revenue and take ownership of your ad spend.
- Interest rates are dropping, but inflation is sticky. Lower borrowing costs are good news, but supplier price increases and inflation above 2% mean you still need to watch your margins and adjust pricing regularly.
- Tariffs could squeeze your margins. Ongoing discussions about new tariffs on imports from China, Mexico, Canada, and other regions mean you need to plan ahead for higher costs.
- TikTok Shop is a game changer with an uncertain future. The pay-for-performance influencer model is cost-effective, but the platform’s future in the U.S. hangs in the balance.
- AI levels the playing field. Small businesses can now use AI tools to save time, reduce costs, and compete with bigger players on content creation, ad copy, and campaign optimization.
- Supply chain disruptions are brewing. Potential port strikes and global shipping issues could drive up costs and create delays. Diversify your supply chain and prepare backup plans now.
- Changes to the De Minimis Rule could shake up dropshipping. If the rule changes, international dropshipping could become much less viable, which might level the playing field for U.S.-based businesses.
- New sales and marketing avenues are emerging. Platforms like AppLovin and streaming TV ads offer fresh opportunities to reach new audiences and benefit from the “halo effect.”
- A business-friendly regulatory environment is expected. Fewer regulations and potential tax reforms could make running your business a bit easier in 2025.
Why it matters: You can’t act on every trend, but you need to know what’s happening so you can focus on the ones that matter most for your business. This post gives you the context and the action steps to navigate 2025 with confidence.
States Are Cracking Down on Online Sales Tax Enforcement [What to Watch Out For]
If you’re running a 7- to 8-figure ecommerce business, this should be on your radar. States are becoming increasingly aggressive about pursuing sales tax revenue from ecommerce sellers.
Through partnerships with Amazon, multi-state collaborations, and dedicated audit task forces, states aren’t just getting aggressive anymore. They’re getting sophisticated and coordinated.
Key Takeaways:
- States are sharing information across borders. Illinois is requesting sales data for neighboring states during audits. If you’re not compliant in one state, another state could discover you through shared data.
- Pre-audit surveys are a major enforcement tool. States like Arkansas, Illinois, Massachusetts, Washington, and Wisconsin are sending out questionnaires requesting up to three years of sales data, even if you’re not registered.
- Ignoring these surveys triggers automatic audits. Non-response makes states assume you’re hiding something, which increases the intensity of their investigation.
- States are questioning registration dates. They’re comparing when you registered to when you actually crossed their economic nexus threshold, and demanding back taxes if there’s a gap.
- Task forces and partnerships are ramping up enforcement. States like Florida, California, and Texas have dedicated teams, and some states are buying lists of online sellers from third-party data providers.
- Amazon is sharing seller data. States have the legal right to request lists of Amazon sellers, including when they started holding inventory in those states. States use this data to identify non-compliant sellers.
- Compliance starts with understanding your nexus. Monitor your sales and activities regularly, maintain detailed records, and use tools or work with professionals to track your obligations.
Why it matters: Sales tax enforcement is no longer a maybe, it’s a when. States are actively hunting for non-compliant sellers, and the penalties for getting caught are steep. Staying proactive is the only way to protect your business.
Why You Need an Ecommerce Budget [and How to Create One]
Most ecommerce sellers don’t have a budget. They check their bank balance, spend what they think they can afford, and hope it all works out.
But hope isn’t a strategy. A budget gives you control over your finances, helps you plan for expenses, and ensures you stay profitable as you grow.
This comprehensive guide walks you through exactly why budgeting matters and how to create a budget that actually works for your ecommerce business.
Key Takeaways:
- Budgets give you financial control. Instead of reacting to what’s in your bank account, you allocate funds with purpose, set clear spending boundaries, and avoid financial surprises.
- Budgets help you plan and manage cash flow. By anticipating big expenses and aligning with cash flow forecasts, you avoid running out of cash at critical moments like inventory restocks or peak seasons.
- Budgets model and ensure profitability. Fast growth without profitability leads to stress and burnout. A budget aligns expenses with revenue and helps you avoid overspending.
- Start with your gross profit margin (GPM). Your GPM shows how much revenue is left after covering product costs. This is the foundation of your budget.
- Determine your desired net profit margin (NPM). Your NPM shows how much profit you keep after all expenses. Decide what percentage you want to keep, and build your budget around it.
- Allocate operating expenses as a percentage of revenue. Use your GPM and NPM to allocate spending for marketing, payroll, and other expenses while protecting profitability.
- Set realistic sales goals. Use historical data and market trends to forecast revenue, and adjust your budget as you learn what’s working.
- Review your budget regularly. Compare planned vs. actual spending monthly, adjust for unexpected changes, and use reviews to refine your strategy.
- Common challenges include overestimating revenue, underestimating expenses, and not adjusting the budget as conditions change. Stay flexible and realistic.
Why it matters: A budget isn’t just a boring numbers exercise. It’s your roadmap to financial success. It helps you control your finances, plan ahead, and drive sustainable growth. This guide gives you the exact framework to get started.
What’s Next
2025 has been a year of change, opportunity, and challenge. Whether you’re navigating tariffs, managing cash flow, or trying to stay ahead of sales tax enforcement, we’re here to help you make sense of it all.
And if you haven’t already, subscribe to our podcast, YouTube channel, and newsletter so you never miss the insights and tools you need to run your ecommerce business with confidence.
As you know, running an ecommerce business is hard enough without worrying about whether your books are clean, your sales tax is compliant, or your cash flow is under control.
At LedgerGurus, we handle the accounting so you can focus on growing your business.
From monthly bookkeeping to sales tax management and CFO-level guidance, we’ve got you covered. Schedule a consultation today and let’s talk about how we can help you finish 2025 strong and set up 2026 for success.
