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. It is charged in addition to your standard Airgoods commission, and it does not apply to shipping.

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.

Your Airgoods sales rep supports your business in three main ways:

Keeps your products in stock

Helps your products sell

Handles retailer operations

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.

The rep fee is 1.5% of the order’s product subtotal. It is not applied to shipping costs.

The rep fee is charged in addition to your standard Airgoods commission — it is not part of it. Your commission rate does not change because an account has a rep. The two appear as separate line items.

Example: a marketplace re-order from a repped account, with a $100 product subtotal and a $20 shipping charge.

The rep fee is the only thing the program adds. If that same $100 order came from an Airgoods Direct account with an assigned rep, commission would still be 0% and the rep fee would be the only fee charged: $1.50.

The rep fee:

Do I have a sales rep assigned to my brand?

Reps are assigned to retailer accounts, not to brands or sellers. You don't get your own rep — you get rep coverage on any of your retailer accounts that has one. Check your Retailers table to see which of your accounts currently have a rep.

Do I need to apply or sign up for the Sales Rep Program?

No. Every brand on Airgoods is enrolled in the Sales Rep Program automatically — there is no application, no waitlist, and nothing to turn on in your account. Because reps are assigned to retailer accounts rather than to brands, your brand is covered the moment one of the retailers you sell to has a rep assigned. The 1.5% rep fee applies only to orders from those accounts, so being enrolled costs you nothing until a repped account places an order.

How do I contact my sales rep?

There isn't a way for sellers to contact a rep directly today. Reps work on the retailer's account rather than with individual brands, so there is no rep inbox, phone number, or booking link for you to reach. If you need to reach the store itself, you can message the buyer directly from your Messages page. We are building more direct involvement into the program — Sales Rep Video Calls and an Activity Feed are both described in Coming Soon below — and we'll let you know as soon as those are available.

Will reps introduce my brand to retailers that don't already carry it?

Yes. Reps aren't limited to the brands a store already stocks. Alongside the reorder, merchandising, and operational work they do for brands already on the shelf, they introduce brands to retailers on their accounts that don't carry you yet, whenever there's a good fit for that store. You don't need to prepare anything for them, and you should not send reps samples or sell sheets — we can't accept them. Keeping your Airgoods brand and product pages complete and current is the most useful thing you can do to support that work.

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.