What Is a Fiber Master Dealer?
A fiber master dealer holds the direct sales contract with a fiber internet carrier and signs independent sales teams to sell under it. Here is how the structure works and what to look for.
The short answer
A fiber master dealer is a company that holds a direct sales contract with a fiber internet carrier (an ISP such as Glo Fiber or Point Broadband) and is authorized to sign independent sales organizations, called dealers or sub-dealers, to sell that carrier’s service. The master dealer manages the carrier relationship, reporting, and payment. The dealer recruits, trains, and manages the reps who knock the doors.
The three layers
| Layer | Who | What they do | How they get paid |
|---|---|---|---|
| Carrier | The fiber ISP | Builds the network, installs the customer, bills the customer | Monthly subscription revenue |
| Master dealer | Velocity One and companies like it | Holds the contract, handles reporting and reconciliation, pays dealers, provides systems | A per-install payment from the carrier; keeps the difference after paying dealers |
| Dealer (sub-dealer) | An independent D2D sales organization | Recruits, trains, and manages reps; works assigned territory | A per-install rate from the master dealer; pays its reps from that |
How the money flows
The carrier pays the master dealer a fixed amount for every install that activates. The master dealer pays the dealer a fixed amount per installed sale (Velocity One pays $375). The dealer pays each rep a commission per install, usually $200 to $250, and keeps the rest to run the organization. Nobody in the chain is paid until the customer is installed, which is why install rate matters more than raw sales count.
Master dealer vs. master agent
These get confused. A master agent is a telecom term for a company that resells business services (phone, internet, cloud) through channel partners and earns residual commissions. A master dealer is a residential door-to-door term: one-time payment per install, no residuals, sold at the door. If you run a D2D crew, you are looking for a master dealer. Full comparison here.
What to look for before signing under one
- A per-install rate in writing, not “competitive pay.”
- A pay schedule tied to install confirmation, weekly if possible, not monthly-after-the-carrier-pays.
- Reporting you can see yourself, not a spreadsheet you have to ask for.
- A reconciliation process against carrier records, so missing sales are found rather than lost.
- A defined chargeback window.
- Written territory so you are not competing with the master dealer’s own crew.
- Systems: rep app, CRM, training, recruiting. If the master dealer has none, you will be building them yourself.
Our sub-dealer contract checklist turns this into twelve questions to ask.
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