Agents are a growth multiplier — and also a potential single-point-of-failure. Doing homework upfront costs far less than firefighting later.
8 metrics you must evaluate
- Registration age & capital: ≥ 5 years, capital matched to business scale
- Portfolio overlap: complementary, not competitive
- Team composition: sales vs. service vs. logistics
- Dispute history: court, regulatory, and customs records
- Credit rating: D&B / Creditreform
- Downstream references: ask for 3–5 core customer contacts
- Inventory capability: warehouse size, turnover
- IT readiness: ERP / CRM integration
Three iron rules for the trial period
- Limited SKUs — don't let them externalize inventory risk
- Clear KPIs — minimum quarterly purchase
- Exit clause — either party may withdraw in writing within 6 months
Great agents aren't found — they're selected and co-built.