Interesting situation. The company I work for publishes a very successful line of booklets, but they've only been sold in non-book channels (Target, Wal-Mart, AutoZone, other big boxes). We want to branch out into book and gift channels, but simply do not have a distribution setup to support it (we have only 3 in-house reps, who sell in bulk to big-box stores, and I am not their only, or their most profitable product, so they simply don't have time to develop a book/gift channel strategy. They are really product people who became content people kind of as an afterthought). Reps seem like a bit of a stretch for us right now, distributor seems more likely. What are the right questions to be asking? How do I wrap my head around these questions? I mean, I've working with moderate-sized publishers (Ten Speed, Lonely Planet), but always on the creative/production side, and never had to worry about how you build your sales force. Insights, anyone? I'll buy beers at the next publishing get-together for everyone who has helpful advice!