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Guide

BUILDING
A SELLER NETWORK.

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Independent sellers are the fastest way for a small brand to reach buyers it has no relationship with, and the arrangement fails in the same way almost every time: the terms of who owns which account are never written down, and both sides remember them differently the moment money is involved.

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What to know
What a seller actually gives you
Not selling effort — relationships. A seller who has called on the same twenty stores for a decade can get your line in front of a buyer who does not open cold email. You are buying access to trust that took years to build and cannot be bought any other way.
Territory, line and exclusivity
Three separate questions that get bundled into one conversation. Exclusive to a geography, to a channel, or to a category? Each has a different answer and each needs its own sentence in the agreement.
  • Territory — geographic, and defined precisely enough to argue about
  • Channel — independents, chains, online, distributors
  • Category — whether you may appoint another seller for an adjacent line
Commission and what happens after
The rate is the easy part. The hard part is what happens to an account after the seller stops working with you: whether reorders still pay commission, for how long, and who owns the relationship. Silence on that point is the single most common cause of a seller dispute.
What GRAJ records
Account ownership is a recorded field with an originator and a date, so the person who opened an account keeps the credit for it. Residuals are computed from that record rather than negotiated afterwards, which is what makes them enforceable instead of a promise.
Where to go next
REPS
In your account — sign in and it opens on your own figures.
Open
COMMISSION CALCULATOR
A free tool — it works in your browser, no account needed.
Use it
GLOSSARY
Every term on GRAJ, defined in plain words.
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GRAJ

READY TO
RUN YOUR GAME ON GRAJ.

Free to join. Participants keep 95% of every transaction; GRAJ takes 5%. Built for 195 countries — payments live in the United States.

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