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D&H SAW UP TO 77% GROWTH IN CLOUD, IoT, AND 3D IN 2016; LOOKS TO NEW PARADIGMS

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

For Immediate Release:

D&H SAW UP TO 77% GROWTH IN CLOUD, IoT, AND 3D IN 2016; LOOKS TO NEW PARADIGMS

— D&H Will Continue to Invest in the Programs, Personnel, and Products That Fueled VAR Growth This Year, Investigating Areas Such as IaaS and Virtualization to Move VARs Upmarket —


HARRISBURG, PA — December 5, 2016 — D&H Distributing, the leading North American computer products and consumer electronics distributor, announces it has seen category growth of 50% and higher in several key categories--despite the uninspiring performance of the general distribution market this year. D&H reports sales gains of 77% in IoT solutions (e.g., smart office and Wi-Fi- or Bluetooth-connected products); 75% in cloud-based solutions such as Microsoft’s Office 365 and Azure; and 52% in 3D printing solutions, which are still gaining momentum in sectors such as education and manufacturing. The distributor has also seen double-digit increases in categories such as IP surveillance, notebook computers, network security, and solid state drives.
D&H has been more engaged than ever in garnering--and practically applying--feedback from its customer base, using this input to craft programs that reflect the most up-to-date VAR requirements. The distributor has conducted multiple “VAR Track” events in 2016, where reseller customers convene to discuss their challenges and needs. These sessions help D&H deliver tools that can migrate resellers “upmarket,” growing their practices and progressing toward a more competitive and comprehensive offering in 2017.
This past year’s roster of D&H programs, including the recent Cloud Marketplace transactional annuity portal, the Pre-Sales Support program, and the “SMB Blueprints” program, were developed as per insights from these VAR engagement opportunities. The effort yielded an increase of 7.7% in D&H’s VAR customer base in 2016.
“While much of the distribution industry has been slow to grow this year, D&H is investing in the programs, personnel, and technologies that our resellers have voiced a need for,” said Dan Schwab, co-president at D&H Distributing. “Yet when we take on a new initiative, we do the research to make sure it’s structured in a way that best fits our unique SMB customer base. This takes a significant alignment of resources and time on our end, but it’s why our programs stand out from the pack.”
At D&H’s most recent VAR Track session, held during November 9 at its Fall Mid-Atlantic Trade Show, resellers expressed an interest in areas such as voice, virtualization, and Infrastructure as a Service. In addition, VARs are looking for D&H to continue its emphasis on ease-of-doing-business, as evidenced by the new HP iQuote tool on dandh.com. This feature helps resellers configure and quote turn-key solutions based on HP enterprise and commercial products. D&H was one of the first distributors in the channel to incorporate HP’s tool into its ecommerce platform.
“As the market moves toward more service-based profit models and new paradigms, D&H is constantly monitoring and forecasting these developments, and we respond with agility. That can mean anything from negotiating relationships with manufacturers in newly maturing categories, to facilitating product demos of nascent technologies on behalf of our vendor partners, to continuing to cater programs with specific benefits for independent VARs,” concluded Schwab. “We look forward to an exciting 2017, when we will continue to address the real-world needs of our customers through programs and services.”

Growth Areas for D&H Distributing in 2016, YOY: 
IoT products77%
Cloud, incl. MS Office 365/Azure75%
3D printing52%
Surveillance/physical security27%
Monitors/displays/digital signage17%
Solid state drives16%
Scanners14%
Network security12%
Computer notebooks11%
Workstations9%

D&H customers can call (800) 340-1001 for additional information, including about D&H’s Holiday Hustle Promotion, running until December 31.

About D&H Distributing
D&H Distributing believes the most important element of doing business is developing relationships for mutual success. The company continues to build upon its nearly 99-year-old culture by providing its manufacturers, co-owners, and partners with the utmost customer care, consultative guidance and multi-market expertise. As one of North America’s leading technology distributors, it delivers a wealth of enablement resources and hands-on support services that empower resellers in the IT channel.
The company engages with solution providers, integrators, and VARs to meet current business challenges, as well as forecast their evolving, real-world needs and prospects for lucrative growth opportunities. D&H maintains a special focus on independent VARs expanding their competencies in areas such as hosted and cloud services, the modern mobile workplace, comprehensive SMB server networks, and cross-market expertise across the small business, education, healthcare, and government verticals, to name a few. The company's value proposition includes professional marketing resources, a new transactional service model, dedicated Solutions Specialists, and a highly-lauded webcast training venue; plus reseller engagement events such as technology trade shows, roundtable opportunities, training “track” sessions, and hands-on “lab” sessions.
The distributor is headquartered in Harrisburg, PA, in the US and in Brampton, Ontario, in Canada. Additional warehouses are located in Atlanta, GA; Chicago, IL; and Fresno, CA. Engage with D&H toll-free at (800) 340-1001, via www.dandh.com, or follow the distributor’s Facebook and Twitter feeds, https://www.facebook.com/DandHDistributing/ and @dandh.



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