Likewise, wholesale distributors specialize. Picking the right distributor is crucial when starting your resale business. Not everyone has the ability to be the salesman, technician, and customer support all rolled into one. Many resellers starting out, may decide to have a business partner or two - drawing strength from each other. Tech people spend their days working behind the scenes, and are not generally the sales person, needed to close the deals.
VARs are resellers who have found a niche business to cater to a certain type of client.
Perhaps you want to sell computers, but your specialty is software training. By choosing a dedicated system integrator who will build to your customer's specifications and provide onsite service warranties, you will be free to focus on your software training specialty business. There are hundreds of different niche businesses catering to certain clients. Take for example, P.O.S. Point of Sale would be providing a turn key business. Other examples, could be to automate hospital gift shops, automotive service stations, churches, video rental businesses, document imaging, or any general merchandise store.