Value-Added Resellers
Value-Added Resellers (VARs) are businesses that not only sell manufacturers' products but also provide additional services and solutions to enhance the value of those products. VARs integrate, customize, install, train, support, and offer other services to deliver comprehensive solutions that make the products more attractive and valuable to customers.
Key characteristics of Value-Added Resellers include:
Value-Added Services: Provide additional services such as system integration, software customization, installation and setup, user training, and technical support.
Solution-Oriented: Focus on meeting customer needs by delivering complete solutions rather than just selling individual products.
Customer Relationships: Build long-term relationships with customers by delivering high-quality services, enhancing customer satisfaction and loyalty.
Technical Expertise: Possess strong technical background and professional knowledge, enabling them to offer technical consulting and support.Applications of Value-Added Resellers:
Information Technology: Such as IT system integrators, software developers, and network solution providers.
Industrial Equipment: Such as automation system integrators and machinery equipment dealers.
Medical Devices: Such as medical equipment distributors and health solution providers.
Value-Added Resellers play a crucial role in enhancing product value, improving customer satisfaction, and expanding market reach, making them key partners for manufacturers across various industries.
What is a Value-Added Reseller (VAR)
A Value-Added Reseller (VAR) is a company that not only sells products from manufacturers but also provides additional services and solutions to enhance the value of those products. VARs offer complete solutions to customers by integrating, customizing, installing, training, and supporting the products, thereby increasing their appeal and usability.
Origin
The concept of VARs originated in the 1980s with the rapid development of the information technology and computer industries. Manufacturers realized that simply selling hardware or software products could no longer meet the complex needs of customers. Therefore, some resellers began to offer additional services such as system integration, software customization, and technical support to add value to the products, thus forming the business model of VARs.
Categories and Characteristics
VARs can be categorized based on the types of services they provide and the industry sectors they operate in:
- Information Technology: Such as IT system integrators, software developers, and network solution providers. These VARs typically have a strong technical background and can offer comprehensive solutions from hardware to software.
- Industrial Equipment: Such as automation system integrators and machinery equipment resellers. These VARs not only sell equipment but also provide installation, commissioning, and maintenance services to ensure optimal operation.
- Medical Equipment: Such as medical device resellers and health solution providers. These VARs need to have specialized medical knowledge to offer customized solutions to healthcare institutions.
Specific Cases
Case 1: IT System Integrator
An IT system integrator not only sells servers and network equipment but also provides network architecture design, equipment installation, system commissioning, and ongoing technical support. Through these value-added services, customers receive a complete and optimized IT solution rather than just standalone hardware products.
Case 2: Medical Device Reseller
A medical device reseller not only sells ultrasound equipment but also provides installation, operational training, and regular maintenance services. Through these value-added services, healthcare institutions can better utilize the equipment, improving diagnostic accuracy and efficiency.
Common Questions
Question 1: What is the difference between a VAR and a regular reseller?
A VAR not only sells products but also provides additional services and solutions to enhance the value of those products. In contrast, a regular reseller typically only handles product sales without offering additional services.
Question 2: What are the benefits of choosing a VAR?
Choosing a VAR can provide more comprehensive solutions, reduce the time and cost of self-integration and commissioning, and improve the effectiveness and satisfaction of product use.
