Enterprises select VARs for LAN purchases

Value added resellers (VARs) get the nod from enterprises when they are looking to purchase local area network (LAN) equipment. According to a survey by In-Stat, 56.4% of companies prefer to purchase their kit through this channel.

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By  Zoe Moleshead Published  October 7, 2002

Value added resellers (VARs) get the nod from enterprises when they are looking to purchase local area network (LAN) equipment. According to a survey by In-Stat, 56.4% of companies prefer to purchase their kit through this channel.

Although large enterprises also showed a preference for purchasing LAN equipment directly from the manufacturer, while smaller companies favoured the retail route, VARs still came out top fro survey respondents.

Participants also cited “after sale service and support” as the two most important criteria for selecting a VAR. However, those enterprises purchasing through retailers cited price as the most important reason.

"These results simply reflect the nature of the types of products that are sold in each of the channels, and manufacturers need to assure themselves that their distribution strategy is aligned with their product strategy," Says Sam Lucero, an analyst with In-Stat/MDR.

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