What is the Airgoods Sales Rep Program?
Some of the retailers you sell to through Airgoods are larger or have more complex purchasing and receiving processes. These retailers often require more hands-on coordination than a typical e-commerce order.
For these accounts, Airgoods assigns a sales rep to support the retailer relationship. The rep helps coordinate reorders, maintain your in-store presence, support sell-through, and manage the operational work required by the account.
Orders from accounts with an assigned Airgoods sales rep include a 1.5% rep fee, calculated on the product subtotal. The fee does not apply to shipping.
Why does Airgoods have Sales Reps?
Winning an initial order from a large retailer is only the beginning. These accounts manage thousands of products, work with many different brands and distributors, and often have purchasing and receiving processes that require ongoing coordination.
Without an Airgoods rep, maintaining the account is largely self-serve. The retailer has to notice when inventory is low, place the next order, and flag any problems with product setup, pricing, or receiving. At the same time, other brands may have reps regularly visiting the store, speaking with buyers, and competing for shelf space and visibility.
With an Airgoods rep, someone is actively managing the account for you. Your rep checks in with the retailer, helps prompt reorders, monitors how your products appear in the store, and works through the operational issues that can slow down or prevent orders.
This gives your brand the kind of hands-on account coverage traditionally provided by a distributor or field sales team, without requiring you to build and manage that infrastructure yourself.
What your Airgoods Sales Rep actually does
Your Airgoods sales rep supports your business in three main ways:
Keeps your products in stock
Re-orders. Your rep checks in with the retailer regularly – often in person – to monitor inventory and help ensure re-orders are placed before products sell out.
Helps your products sell
In-store merchandising. Your rep checks that your products are stocked, priced, and displayed correctly. Over time, they may also work with the retailer to improve your placement and shelf presence.
Demos. Your rep can help coordinate in-store demos that introduce your products directly to shoppers. You can request demos through your Demos tab.
Placements. Your rep can help identify and secure paid placement opportunities that increase your visibility in the store. You can request placements through your Placements tab.
In-store promotions. Coming soon, reps will also be able to help coordinate promotions such as temporary price reductions to support sell-through.
Handles retailer operations
POS setup. When a retailer begins carrying your brand or adds a new SKU, your rep helps ensure the product information is entered correctly into the retailer’s POS system. For retailers with custom requirements, this may include preparing account-specific product import files.
Purchase orders and invoicing. Large retailers often submit purchase orders (POs) covering dozens of brands at once. These orders may need to be adjusted based on product availability and shipping timelines. Your rep reviews the order, coordinates any necessary changes with the retailer, and helps ensure that those changes are reflected correctly on the order and invoice.
How sales rep assignments work
Airgoods assigns sales reps to retailer accounts that benefit from additional account management and operational support.
The rep fee applies only to orders from accounts with an assigned rep. If an account does not have an Airgoods sales rep, the fee does not apply.
You can see which of your accounts have a rep assigned in your Retailers table, along with the rep’s name and photo.
How much does this cost?
Orders from accounts with an assigned rep include a rep fee equal to 1.5% of the order subtotal. The fee is not applied to shipping costs.
For example, if an order has a product subtotal of $1,000 and a shipping charge of $100, the rep fee will be $15.
The rep fee:
Applies to both marketplace and direct accounts that have an assigned rep.
Is separate from your standard Airgoods commission.
Appears as a separate line item on your order and payout summaries.
Does not apply to accounts without an assigned rep.
Coming Soon
Airgoods will be growing this program in the coming months, and a major part of that will be to expand your involvement and visibility. Some of the features we're discussing:
Sales Rep Video Calls - a training call between you and your reps to discuss sales strategies and positioning to maximize success in your repped accounts.
Activity Feed - a feed of text, email, and phone transcripts from each rep that allow you visibility into when and how your brand is being pitched to a given retailer.