After years of working with independent reps, I pulled together the essential strategies for finding principals, negotiating commissions, and managing your lines.

Download the free eGuide here

https://bit.ly/guide-for-independent-salesrep

—------------------------------------------------------

In this episode of the RepHunter’s RepIntel Podcast, host Jeffrey Simon talks with Jim Stack, an independent sales representative and co-owner of HNW Marketing who helped shape Amazon’s third-party ecosystem from the ground up. Jim shares how his team built billion-dollar product lines, why they’ve stayed committed to a rare “straight commission” model, and what it takes to succeed in highly competitive e-commerce marketplaces. Whether you're a sales professional, brand founder, or new to Amazon, Jim’s insight-packed stories reveal what separates thriving reps from the rest.

With over two decades of experience selling on Amazon, Jim helped pioneer third-party seller relationships on the platform starting as one of the first partners to manually upload products. He’s closed deals with household names like Logitech and continues to build multi-million dollar brands through straight commission work. Jim is also a longtime member of RepHunter and a living testament to the power of integrity, grit, and relationship-based selling.

Expect to Learn

• Why Jim’s team still runs on a straight commission model—and how it pays off
• The inside story of uploading one of the first product spreadsheets on Amazon
• How cold calling with no air conditioning launched Jim’s sales career
• How Amazon success can unlock Target, Walmart, and Costco partnerships
• Why Jim evaluates risk first, not revenue, when taking on new clients

Episode Breakdown with Timestamps

[00:00:00] - Teaser

[00:01:12] – Introduction & Background

[00:02:07] – What Makes a Great Sales Rep?

[00:06:32] – Straight Commission: The Old-School Model That Still Works

[00:08:42] – From Selling Newspapers to Wang Computers

[00:16:37] – The Polaroid Pivot: Seeing Digital Before the Crash

[00:18:55] – Founding HW Marketing and Meeting Amazon

[00:21:57] – Building the First Amazon Product Upload Sheet

[00:28:22] – Risk Philosophy and Billion-Dollar Results

[00:30:51] – Using Amazon as a Stepping Stone to Retail

[00:32:48] – The Global View: Amazon Beyond the US

📱 Follow our guest Jim Stack:

👉 LinkedIn: https://www.linkedin.com/in/jim-stack-62ab006/

👉 HNW Marketing Website: https://www.hnwmarketing.com/

👉 HNW Marketing LinkedIn: https://www.linkedin.com/company/hnw-marketing/

📱 Follow the Host Jeffrey Simon:

👉 LinkedIn: https://www.linkedin.com/in/jeffreyasimon/

📱 Follow RepHunter:

👉 Website: https://www.rephunter.net/

🔗 Listening Links:

👉 Spotify: https://open.spotify.com/show/0qsBiIxQno7umiZELZtR45

👉 Apple Podcasts: https://podcasts.apple.com/us/podcast/repintel-insights-from-top-sales-reps/id1850733289

🔗 Don't forget to subscribe for more insights on launching your success as an independent sales rep. Share your thoughts or questions in the comments - we’d love to hear from you!