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D&H DISTRIBUTING ENDS FISCAL YEAR 2016 WITH GROWTH IN KEY SMB CATEGORIES; LAUNCHES PRE-SALES SUPPORT INITATIVE

Suzanne Mattaboni
Suzanne Mattaboni Communications
For D&H Distributing
(610) 261-4560
suzgm@aol.com

For Immediate Release:

D&H DISTRIBUTING ENDS FISCAL YEAR 2016 WITH GROWTH IN KEY SMB CATEGORIES; LAUNCHES PRE-SALES SUPPORT INITATIVE

New Investments and VAR Engagement Programs Resulted in Close to 21 % Growth for D&H VARs, Leading to the Launch of a New Support Program -

HARRISBURG, PA - May 11, 2016 - D&H Distributing, the leading North American computer products and consumer electronics distributor, announces the company has experienced growth in its key SMB categories in Fiscal Year 2016, which ended April 30 of this year. Performance in categories such as desktops and monitors (32 percent), server products (48 percent), and 3-D printing solutions (100+ percent) ensued due to proactive initiatives in demand generation, training, and reseller engagement. Due to these efforts, the distributor has seen its reseller customers grow their business with D&H by more than 21 percent during this timeframe.

D&H made investments last spring in enhanced engagement opportunities for its VAR customer base. These included interactive "VAR Track" sessions launched during D&H's technology trade shows, plus specialized groups such as the K-12 Advisory Group, which gathers together resellers with specialization in this market to share insights. D&H resellers meet at these sessions to discuss business critical needs, strategies and best practices. D&H also added new executive personnel last spring to focus on specific reseller segments and new technologies. Executive additions included Peter DiMarco, vice president of VAR sales, Computer Products Division (CPD), who is driving several of D&H's ongoing customer engagement efforts; and Tim Billing, vice president of product management, global vendors, who is focused on ongoing vendor management with D&H's sales staff.

Introducing the Pre-Sales Support Program

Due to the success of the above efforts, D&H has launched a new Pre-Sales VAR Support program starting in May of 2016. The initiative matches resellers with specific D&H Solutions Team experts for personalized assistance with elements such as quote creation, assembling a bill of materials, multi-product solutions configuration, training, and post-sales support. The program was created based on criteria and feedback uncovered during the D&H customer engagement events of 2015.

For example, a recent survey of D&H resellers at one of these events showed that 86 % of respondents would welcome technical solutions support, with the majority of this group claiming it would help them grow their breadth of offerings.

As per the program, resellers consult with D&H subject-matter experts in specific disciplines including wireless networks, server, UTM/security, cloud, storage, wired networks, software and digital signage. In addition, D&H hopes to expose more resellers to the benefits of cloud-based infrastructures through these engagements. Hands-on stewardship from a distribution partner can extend the resellers' capabilities and free-up in-house personnel to focus on other profit-generating tasks such as the delivery of professional services and network maintenance. D&H resellers can get more information on the program at dandh.com/presales.

The program incorporates ongoing training, including a series of traveling Boot Camps on specific technologies, markets and vendors. Content will help resellers create turn-key solutions and close more sales. The initiative will also offer pre-certification training, to keep customers current in their vendor authorizations and round-out the program's value proposition.

"Last year, D&H resellers found themselves positioned for greater sales and new levels of success. That was our cue to take a more proactive role, offering a unique platform of support to help them maximize these prospects," said Dan Schwab, co-president at D&H Distributing. "Our VARs say they're looking to assemble that total solution, as opposed to just learning about products individually. They need the big picture on how to make the sale in different environments. We set the groundwork to deliver this in the past fiscal year, and will continue to build value through a more comprehensive program this year. If 2016's results are any indication, then we look forward to an exceptional outcome in Fiscal Year 2017."

D&H Growth Categories for Fiscal Year 2016 Include:
3D Printing100+ %
Cloud Licenses71 %
Server products48 %
Desktops/monitors32 %
Networking storage & Security18 %
Notebooks14 %
Wireless9 %
Power Protection8 %

About D&H Distributing
As the nation's leading technology distributor, D&H provides a wealth of resources to empower solution providers and consultants, delivering a broad selection of SMB categories, products and applications. The company's offerings span server and infrastructure, SOHO and mobile applications, consumer electronics and gaming. D&H's multimarket expertise, account-dedicated sales teams, sterling service and flexible financing options are unmatched in the industry.
With an impressive 98-year history serving as a trusted advisor to the reseller channel, D&H has been able to consistently reinvent itself based upon changing market conditions. The company prides itself on creating business partnerships with an astute focus on ease-of-doing-business, relationships, value, performance and service.

D&H ships out of five separate locations in North America, including its US headquarters in Harrisburg and its Canadian headquarters in Brampton, Ontario. Additional US warehouses are located in Atlanta, GA; Chicago, IL; and Fresno, CA. Call D&H toll-free at (800) 340-1001 or visit www.dandh.com.



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