Rep Firms

Rep Firms

There are rep firms that work on commission, on retainer, on a per reseller fee, etc. The following are some of the more popular rep firms ranging from individual agents, retail sales teams to store training. Some cover multiple market segments so they are listed again.

Recruit Resellers Instead

Many companies contact me looking to hire someone to sell their product directly–a rep firm. However, what they need are resellers–since they are the ones that sell directly (and add value).  They might find a specialized rep firm that sells into specific vertical markets–but there may only be ten of them. Instead, they can create a reseller program and then recruit 100 resellers. The average reseller has 3 salespeople–so that is apx. 300 salespeople working 100% commission (versus a 10-person rep firm–that often want exclusivity but can cover their small region–let alone the entire country.

Note: Please feel free to contact me if you have questions about any of these groups. Specifically which would be best for your needs. I have worked with many of them and can provide insight into which group may be the best fit for your needs and how to work with them to maximize your sales.

I would also like to hear your experiences with the different groups so I can help other Chanimal visitors.  BTW, I have removed over half the firms on this list since the last site revision–especially those that help you sell into retail (since it is a shrinking market). You can also post your reviews and comments within the Chanimal Chat Room.

Retail Sales Reps (sell-in) – The list keeps shrinking

• Channel Sources. Sell-in.This group has been in business for decades and helps companies get products into retail. Successful clients include IBM, Red Hat, and H&R Block. Bad website, but the team seems to do well for their clients.
• The Distribution Network. Sell-in. One of the nation’s largest US and Canadian rep firms – handles sales and distribution into retail locations. I have worked with her several times.
• CMPXChange. Sell-in EVENT. Similar to the Retail and VAR Vision events. Sponsored by CMP publications. A place to recruit resellers.

Check with me about Retail Vision and CMPXChange. There are ways to save group presentations and exhibit expenses by signing up through an affiliate or distributor.        

Retail Merchandising & Training (sell-through)

• MarketStar. Sell-through (do not sell-in, must already have products in retail). Specialty: sales & field marketing outsourced solutions for the IT, Consumer Electronics, Telecommunications, and Durable Goods industries. Used to be called Technology Advancement Corporation (divisions included TempReps, Blitz America, IntroTech and DataNow). The original channel training corporation started in 1989. Represented IBM, Lotus, Microsoft, HP, Canon, Corel, WordPerfect, Novel, Ashton-Tate, Franklin Covey, Autodesk, etc.
• Mosaic. Sell-through. With over 11,000 W-2 reps, serving six vertical markets, they are one of the largest groups in the world to help get increase retail sell-through via merchandising, store rep training, demo days, etc. They specialize in working with the largest vendors to drive brand awareness and demand throughout the US. Created dedicated account teams, although starting a shared account model (especially in retailers like Best Buy and others where they are in there constantly).

VAR, System Integrator and Independent Reseller and Direct Sales Reps (sell-in & sell-through)

• MarketStar. Sell-Through. Specialty: sales & field marketing outsourced solutions for the IT, Consumer Electronics, Telecommunications, and Durable Goods industries. Used to be called Technology Advancement Corporation (divisions included TempReps, Blitz America, IntroTech, and DataNow). The original channel training corporation started in 1989. Represented IBM, Lotus, Microsoft, HP, Canon, Corel, WordPerfect, Novel, Ashton-Tate, Franklin Covey, Autodesk, etc.
• Sales Partnerships Inc. They sell your products and services in the field, via inside sales, or as enterprise sales reps traveling as needed. They build the programs, recruit the personnel, manage the teams, and close the deals on your “paper” while reporting all the key metrics you’d expect from any high-level sales force.
• CMPXChange. Sell-in EVENT. Similar to the Retail and VAR Vision events. Sponsored by CMP publications. A place to recruit resellers.

International

Find out how to penetrate the international market with rep firms and resources within the international section.

NEXT Page >