One way to counter this situation is to expand the range of services that you offer. For instance, if your competition is only selling part of a solution and you are offering one stop shopping, you've got an edge with companies that want a single point of contact when they need help.
A major area of opportunity lies in the field of telecom services. That includes wireline telephone and WAN network links, wireless point of sale, and SIP trunks for Internet and VoIP telephony.
Why is this such an opportunity? Many business telephone system providers offer the PBX system, handsets and installation. But they stop short of providing the actual telephone lines. They consider that out of their range of expertise and not something they want to be involved in. Too bad. They're leaving money on the table in the form of monthly commissions on the volume of calls that their customers are making... on the equipment they provided!
A similar situation faces computer network consultants. They may design the network, order the equipment, perform the installation and get the network up and running. They may even have a service contract for upgrades, changes and repairs. But the WAN connections that leave the building? Oh, no. That's not their type of business. But it should be. These people also are leaving money on the table in the form of monthly commissions based on the bandwidth of the digital lines connecting the corporate LAN to the outside world.
To take advantage of the profit potential in telecom lines, including the highly popular T1 lines, you need to know that there is a brokerage service available that will assist you in finding the best price for the type of telecom services your clients need. They'll also handle the often complex contractual work in collaboration with you, the client and the chosen carrier. They've got the technical expertise, business savvy and tools to assess the situation and shepherd the contract through to closure. They'll even followup to make sure the customer is happy and willing to extend the contract as long as possible.
What's your role? You simply identify the need, which is primarily connectivity with the hardware you're involved in. You can be involved in working with the carriers or let the broker handle that end of it. The expertise you need is likely to be the expertise you already have.
There are two ways to make this opportunity work for you. If you are already a successful business owner selling business telephone or computer networking products and services, then you'll want to join the VAR Network. Membership is free to value added resellers like yourself. In addition to the support you need to garner telecom line accounts, you'll also have an opportunity to participate in an online marketplace where you can offer your services to potential clients searching for local help on the Internet.
The second opportunity is for individuals, ranging from established sales professionals to part-time entrepreneurs, who want to earn additional income by introducing business owners and managers in need of telecom services to a wide variety of lower cost options than they have now. If you can visit businesses to drop off flyers, have short discussions, or call them on the phone, you'll want to join the Commission River Affiliate Program. There are training materials available to get you up to speed quickly. You'll also have access to many other related services, such as cell phones, conference calling and toll free numbers. Check out the many Commission River Offers and see for yourself.

What's a MiFi? It's the latest mobile Internet gadget, and perhaps the product introduction of the year. You've seen those little portable routers that you can carry in your briefcase? This is better. This is a WiFi hotspot that slips into a shirt pocket. With it you can provide 3G connectivity to up to 5 WiFi devices within a 30 foot radius.