Actually, the formula for working harmoniously with an agent is fairly simple. Companies that work successfully with an independent sales agent accept the agent as a professional arm of their organization. Their owner-managers respect the talents of their agents. Involve the independent sales agent in various phases of your marketing. For example, the agent may have constructive suggestions on packaging, sales promotion, and advertising.
Many sales agents have strong ego drives and thrive on involvement.
When other clients lean heavily on the agent, you may have to fight to capture the agent's interest and get constructive advice. Hold your agent by making the agent part of your team. Your communications must be clear and concise. The agent depends on you for information about your products, processes, and other matters that bear on selling for you. Don't burden your agent with detail.