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D&H DISTRIBUTING INVESTS IN 50 NEW ASSOCIATES, PLUS NEW VENDORS, CREDIT, & SERVICES TO SUPPORT SMB AND MID-MARKET GROWTH

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

For Immediate Release:

D&H DISTRIBUTING INVESTS IN 50 NEW ASSOCIATES, PLUS NEW VENDORS, CREDIT, & SERVICES TO SUPPORT SMB AND MID-MARKET GROWTH

- Through D&H's New "BFG" Initiative, the Distributor is Expanding to Accommodate Larger-Scale Opportunities for both SMB and Mid-Tier Partners, Showing the Company is Built for Growth, Generations, and Giving -

HARRISBURG, PA - September 13, 2021 – Major channel technology provider D&H Distributing announces it is pursuing new growth opportunities by expanding its focus on larger end-user engagements in the SMB and mid-market sectors. D&H will help position its channel partners and manufacturers for rapid growth through significant new investments, such as nearly 50 new team members in areas like IT, cloud, XaaS, professional services, security, MSP services, and unified communications. The 50 additional staff members are in excess of the 100+ positions D&H announced at the start of the New Year. Other investments include an expanded vendor line card, additional credit offerings which exceed D&H's original forecasts for the year, and enhanced service offerings. The new staff members to join D&H in the current and forthcoming quarters range from directors and departmental heads to sales associates and vendor-dedicated representatives. Partners can visit www.dandh.com/bfg for more details on this initiative.

Six new major investment areas from D&H include:

  • New market-facing hires and leadership
  • New manufacturer partners
  • New training offerings
  • New partner community groups
  • New creative services
  • Newly added credit lines

Such additions are designed to meet the unique needs of the company's evolving partners, helping them to develop fresh opportunities and competencies. D&H is well-positioned to help these partners increase business—the company's growth has outpaced that of the overall distribution market approximately fourfold in the past 15 months.

Investments and Enhancement Details:

New Hires and Leadership. The BFG initiative will result in an extraordinary amount of headcount increases in key areas, e.g., an 83% increase in sales support, operations, and customer service associates, including a 150% jump in sales reps focused on emerging technologies. In other areas, such as mid-size VAR and sales through D&H's larger-scale, National Partners, the distributor will bolster its staffing by at least 35+%.

In addition to the 100 employee/co-owner positions D&H has previously announced, the company will add another 50 team members to accelerate growth across a range of areas such as IT, cloud, XaaS, and professional services. D&H's Cloud and Services business unit alone will be recruiting new security sales specialists, MSP sales specialists, professional services managers, solution architects, and vendor-dedicated specialists for manufacturer partners like Lenovo (XaaS), Nextiva (VoIP), and Vade Secure. To further support its growth, D&H is also adding associates specializing in infrastructure and security, plus in technical and project management support.

New Manufacturer Partners. D&H will continue to enhance its roster of strategic manufacturer partners, delivering an extensive selection of solutions and services to accommodate areas of opportunity for MSPs, VARs, and consumer-oriented NSPs. These additions will address D&H growth categories such as security, UC, XaaS, and cloud. The distributor's objective is to fulfill rapidly emerging technology needs in the new hybrid and remote environments with which business communities continue to struggle, creating opportunity for channel partners.

New D&H manufacturer partners will include, but are not limited to: Jabra UC and videoconferencing, Yealink UC and collaboration, Broad Sky wireless/IoT, Qualcomm semiconductors, and Ergotron monitor arms, with negotiations continuing for major partners in categories like security, cloud, MSP services, and storage.

Month-long THREADcast Trainings. D&H has expanded its renowned THREADcast virtual training engagements to a month-long format of educational sessions in the US, with another series pending for Canada later in the year. The US offering opened its Virtual Attendee Hub on September 1, with sessions running from now until September 28. This revamped format allows participants to build a more customized agenda of panels, interactive discussions, and networking opportunities sessions over a more flexible timetable. A "Solutions Panel" session for MSPs on how to build and retain sales will close the event on September 28, helping partners re-evaluate their business models and stimulate growth.

New Partner Engagement Groups. D&H will launch its new VAR and MSP Community, bringing partners together with real-world vertical market experts to identify urgent needs and best practices, similar to its recently-established "Education Community." Groups will be centered around key partner segments and service models.

Creative Services: D&H will also offer a new menu of creative support to its partners via the development of expanded marketing materials, training videos, and other assets to generate demand. D&H will incentivize partners to share success stories on how they're built for growth, earning a chance to receive free creative services. See www.dandh.com/bfg for information.

Additional Credit: D&H's implementation of new credit lines for partners has already exceeded its forecasted projections for Fiscal Year 22. The company is on track to reach $375 million in this timeframe, up from previous estimates of $300 million.

BFG: D&H is Built for Growth, Generations, and Giving

The "BFG" campaign emphasizes the company's tactical approach to growth in the upcoming quarters, but the acronym also has an over-arching sub-text that describes the company's family-oriented culture (Built for Generations). It also refers to D&H's community involvement (Built for Giving), including this year's D&H Charity Golf Tournament which commemorated the 20th anniversary of September 11th. This event raised nearly $75,000 total, for multiple national charity organizations, and for local Harrisburg organizations through the staff-run D&H Cares Foundation. Similarly, D&H has gotten involved in the "Build Together, Give Together Challenge" with several manufacturer partners, including ASUS North America. This channel initiative benefits "Child's Play," a charity dedicated to improving the lives of children in hospitals around the world.

"This past year, the D&H team came together and worked incredibly hard. We were driven to meet the new requirements of partners, many of whom were looking to diversify their distribution relationships and evolve their models in the face of both market consolidation and the post-pandemic economy," said Michael Schwab, D&H co-president. "D&H has been fortunate enough to experience great success in the distribution space that has made us nimble, proactive, and resilient. And as an employee-owned company, we have a different level of investment and commitment than other organizations in our field."

D&H's new investments will augment its ability to deliver agile and reliable support, build lasting relationships, and continuously evolve the breadth of resources that its MSPs and VARs need to grow, thrive, and succeed in a changing landscape. The distributor is prepared to meet new challenges for partners at this unique moment in distribution history.

"Technology requirements exploded in 2020. We learned we could pivot quickly, sourcing and delivering millions of pieces of technology during the pandemic," said Dan Schwab, D&H co-president. "All that hardware needed not just to be deployed at break-neck speed, but to function as seamless, easily-manageable environments. D&H took what it learned during that accelerated period and is applying it to enhance services to our wide base of partners, pursuing higher-tier opportunities. We're ready, even in the wake of profound market catalysts, to rise to the needs of these partners in SMB as well as larger markets."

D&H solution providers can visit www.dandh.com/bfg, www.dandh.com, or visit the distributor's Facebook and Twitter feeds: https://www.facebook.com/DandHDistributing/ and @dandh. Call 800-877-1200 to speak to an account representative.

About D&H Distributing

D&H Distributing supports resellers and MSP partners in the corporate, small-to-midsize business, consumer, education, and government markets with endpoints and advanced technologies, as well as differentiated services. D&H is ready to fill new market needs created by the recent consolidation in the marketplace. As the company enters its 104th year, its vendors and partners can be confident in its ability to provide a wealth of enablement resources, multi-market expertise, credit options, and consultative services. D&H is agile in response to the needs of its VAR and MSP partners, demonstrating resilience through decades of industry mergers and market disruption, overcoming everything from wars and recessions to pandemics.

The company works to expand the competencies of its partners in areas such as cloud services, ProAV, collaboration, UCC, mobility, Esports, digital displays, smart home automation, video surveillance, digital imaging, and server networks across a range of markets. Its value proposition includes highly lauded training opportunities and partner engagement events, dedicated Solutions Specialists, certifications, professional marketing resources, and an expanding digital Cloud Marketplace.

The distributor is headquartered in Harrisburg, PA, in the US; and in Brampton, Ontario, and Vancouver, British Columbia, in Canada. Additional warehouses are located in Atlanta, GA; Chicago, IL; and Fresno, CA. Engage with D&H toll-free at (800) 877-1200, via www.dandh.com, or follow the distributor's Facebook, LinkedIn, and Twitter feeds, https://www.facebook.com/DandHDistributing/, https://www.linkedin.com/company/dandhdistributing/, and @dandh.

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