Channel Tool 10

Rep vs Direct vs Marketplace.
The three-channel comparison.

Side-by-side net revenue comparison across three wholesale channel structures on the same revenue base. Quantify the true cost of each go-to-market model after all fees, commissions, and overhead.

1Revenue Base

Gross WS Revenue ($)

Same base applied to all 3 channels

Avg Order Value ($)

Avg Shipping per Order ($)

For processing fee calc

2Sales Rep Channel

REP Independent or Agency Representative

Commission Rate (%)

Industry avg 15–25%

Draw / Base Cost ($/mo)

If on draw; enter 0 for pure commission

Co-op / Marketing Fund (%)

% returned for retailer support

Net Revenue via Rep

Effective Fee Rate

3Direct Wholesale

DIRECT Self-managed wholesale, no rep

AR / Collections Cost (%)

Bad debt, collections, net terms

Internal Sales Overhead (%)

Salaries, tools, travel allocated

Payment Processing (%)

Net Revenue, Direct

Effective Fee Rate

4Marketplace Channel

MKTPL Faire / Ankorstore / Platform

Commission Rate (%)

Faire new: 15%, repeat: 15%, direct: 0%

Processing Rate (%)

On order value + shipping

Ad Spend (% of revenue)

Promoted listings / boosted visibility

Net Revenue, Marketplace

Effective Fee Rate

Best Channel, Net Revenue - on $200K gross base

Rep
Net Rev

Direct
Net Rev

Mktpl
Net Rev

Full Channel Comparison

Channel	Fee %	Fee $	Net Rev	vs Best

Fee Breakdown by Channel

Cost Item	Rep	Direct	Mktpl

Rep vs Direct vs Marketplace.The three-channel comparison.

Rep vs Direct vs Marketplace.
The three-channel comparison.