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Independent reps 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.
Not selling effort — relationships. A rep 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.
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.
The rate is the easy part. The hard part is what happens to an account after the rep 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 rep dispute.
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.