The Agent Discovery Problem
You've decided to build a commission sales channel. Now you need to find agents. In Australia, the independent sales agent market is active but fragmented. There's no central directory, no industry standard, and no obvious starting point for most businesses.
This guide walks you through the most effective ways to find and recruit quality agents.
Start With Your Network
Your existing customers, suppliers, and industry contacts are your best starting point. Ask them who the active sales agents are in your industry. Word of mouth referrals tend to produce higher quality candidates because there's an implicit trust filter.
Ask your current customers directly. "Who sold you the last major product you purchased?" If it was an independent agent, that's someone worth talking to.
Industry Associations and Trade Shows
Most Australian industries have associations that independent agents belong to. Attend their events, sponsor their functions, and network with their members. Trade shows like those run by industry bodies across manufacturing, agriculture, technology, and professional services are excellent places to meet agents face to face.
Use a Platform Built for This
Zepys was designed specifically to connect product owners with sales agents. You list your product with clear details about the opportunity, commission structure, and target market. Agents browse these listings and apply to sell products that fit their expertise and network.
This is faster and more scalable than manual networking because agents are actively looking for new products to carry. You're not cold approaching them. They're coming to you.
LinkedIn and Professional Networks
Search LinkedIn for independent sales agents, manufacturers representatives, or business development consultants in your industry. Look for people who describe themselves as working across multiple product lines or representing multiple brands.
When you reach out, lead with the opportunity, not the pitch. Tell them about the commission potential, the market size, and why your product is worth their time.
What Agents Look For
Understand that good agents are selective. They want products with proven demand, competitive commissions, strong support materials, and a responsive product owner. Before you start recruiting, make sure you can deliver on all four.
Screening and Selection
Not every agent who applies will be a fit. Look for relevant industry experience, an existing network in your target market, and a track record of results. Start with a small group, prove the model works with them, and then expand your recruiting efforts based on what you've learned about what makes a successful agent for your product.