During the second half of the nineteenth century, methods of production evolved rapidly and producers sought opportunities to scale up and build new markets. Moffat (1878) observed that one of the most marked changes in industrial organisation of his time was the great increase in the number of distributive agents acting as intermediaries between producers and retailers of commodities. Clapham drew attention in the 1930s to a need for more investigation of the agency system. Subsequent and more recent research has continued to underline the gaps in our knowledge of this important link between production and selling in late Victorian and Edwardian Britain. Distinct from commercial travellers, resident agents provided access to specific geographic markets. They offered ease of communication and access to information through a permanent identifiable local contact.
In this paper, we use the trade directories of a large nineteenth century city to investigate how agents were furthering the reach of businesses across the British economy and connecting to international firms. Our novel cross-sectional approach is the first to assess the role of agents across the spectrum of economic activity seen within a great commercial and industrial centre. Focusing on Glasgow in between 1861 and 1901, we examine the growth in agency, the type of business agents represented, agent exclusivity, and the loci of businesses with agent representation.
We find that the majority of all manufacturing businesses using agent intermediaries were located in England, but outside of London. In alcoholic drinks, agents representing Scotland’s whisky producers were substantial contributors to an industry dominated by overseas producers. Agents were particularly important to shipping firms, both in terms of freight and passenger businesses. Finally, most agent relationships appear exclusive, representing one firm only, and by 1901 ‘sole agents’ were distinguishing themselves from general operators.