IBM and other tech vendors make much of the fact that they're now selling a full range of technology services in one package -- from keyboards through E-commerce. But one-stop shopping is hardly a new concept. That's what value-added resellers do -- and have done for a long time: assemble a package for you, resell it with a mark-up, and add the value of service on top of it.

In fact, these consultants are still probably the best bet if what you really want is just one contact point for all your technology needs. These outfits develop and customize a management-information system, say, or a Web site or database. They are the only ones who "currently provide the entire solution," says Andy Bose, president of the New York information technology consulting firm AMI-USA. "Typically, you pay more, but you get true one-stop shopping."

Value-added reseller, or VAR, is an industry term for the local computer firm that designs networks, installs equipment, and fixes problems. Many of the PC markers now advertising "one-stop shopping" actually rely on VARs with whom they've partnered to visit your business, help you make decisions about technology, and ultimately to install hardware and software. When wine discounter Wine Country turned to IBM to create an online store, for example, IBM referred the company to its partner in Orlando, PSR Software, an eight-employee local consultant that's been in business for 15 years. PSR ended up building Wine Country's site and hosting it.

So, how can you find a VAR that you can trust?

First poke around the Web sites of  major manufacturers to find one that carries the type of hardware and services you are looking for. You may be able to find a VAR there, too; most major PC makers have a network of certified VARs, and several even offer look up services on their Web sites. Remember, VARs aren't all equally qualified because vendors' certification requirements vary. Ask the vendor exactly what your potential choice is qualified to do. And just because a VAR  has a relationship with the manufacturer doesn't mean vendor assumes liability for the partner's work. The relationship is important to both, however. The recommendation counts.

If you're in a specialized industry or have a unique project, you may want your choice driven by a VAR's particular skills rather than a vendor's products. Ask colleagues, suppliers, and even customers for recommendations. Visit the Web sites of potential choices, and look for the types of clients they've worked with and the kinds of projects they have successfully completed. Then contact the most promising VARs to get a feel for their pricing. Be sure to ask for -- and check -- their references. It's best if those references are in an industry related to yours or use a similar technology.

Finally, VARs -- independent or not -- may try to steer you to a line of products that they can sell most profitably. It's hard to tell that's happening, but stay alert and keep asking questions. Find out if they've been offered special incentives to move the product, or whether they've received other forms of special attention from one of the companies whose product plays a key role in the package. Make sure there's a valid technical reason for recommending it, other than ignorance of the competition.

By Wayne Kawamoto

To: TECHNOLOGY