Key Factors in Choosing a New Principal


Whether you are looking to replace a line, expand your line list, or start from scratch and build your agency business, there are many factors to consider when signing on with a new principal.

Let me focus on six:

  1. Fit with your agency mission statement.
  2. Buy-in to outsourced sales model from principal’s ownership and senior management.
  3. Reputation for quality products and services in your geographic territory.
  4. Excellent references from agencies in other territories.
  5. Financial strength.
  6. Commission/compensation plan.

Let’s drill down a bit deeper:

1. Fit With Your Agency Mission Statement

Sounds self-explanatory; but easier said than done in my experience. … Read the rest

Five Key Factors in Choosing a Rep Company


Whether you are already committed to the independent manufacturers’ rep business model, are switching from direct sales to rep-based sales or are just starting to build your sales force, there are many factors to consider.

Here are five of the most important factors to consider when choosing a rep company:

  1. Synergy between the rep’s lines and your products and/or services.
  2. Reputation and longevity in the territory.
  3. Number of existing lines.
  4. Number of outside and inside salespeople.
  5. Long-term plan.

Let’s drill down a bit deeper.


“The interaction or cooperation of two or more organizations, substances, or other agents to produce … Read the rest