Independent medical supplies sales agent

The manufacturer or distributor pays you commission. The end buyers are clinics, long-term care homes and sometimes hospital departments.

A percentage commission on sales in your territory, sometimes with a small retainer. Income builds as you win repeat accounts.

• Consultative selling
• Product knowledge and clear explanations
• Self-discipline and territory planning
• Following up with busy healthcare staff

• Check with your principal whether their Health Canada licence covers your activities, and whether you need any licence yourself
• Commercial general liability insurance, and ask whether the principal's product liability cover extends to you
• Commission-only income can be slow and uneven, and hospital sales cycles can take many months
• Hospitals often require approved vendor status or buy through group purchasing contracts
• Self-employed tax and GST/HST registration once you pass the small supplier threshold
• Travel time in rural areas and winter driving

Startup costs are typically estimated at around $500 to $3,000, depending on travel, demonstration materials, insurance and your phone and software setup. You don't hold stock, as your principal ships and invoices.

Monthly revenue is typically estimated at around $1,000 to $5,000, depending on the products you represent, your territory and your commission terms. Plan on at least about 15 hours a week.

Check with your principal whether their Health Canada licence covers your activities and whether you need any licence yourself. Also check commercial general liability and whether the principal's product liability cover extends to you, hospital vendor requirements, and GST/HST registration.