D&H's New, Interactive "SMB Guide" Tool Teaches Resellers To Build Turn-Key Vertical Solutions
This New, Online Amenity at dandh.com Helps VARs Sell Integrated Technologies into a Variety of SMB Environments, from POS to Healthcare to Mobile Infrastructures
D&H Distributing, the major North American distributor of computer and consumer electronics products, announces the launch of its interactive online tool, the D&H SMB Guide. The Guide walks reseller customers through several small business scenarios on two different virtual "floors" of an office building, identifying how solutions can be assembled and marketed for each setting. The guide literally illustrates how products can be sold together in various verticals, fitting brand-name examples into a greater networking architecture.
The SMB Guide parallels D&H's popular Digital Home Guide, an interactive PDF for consumer electronics (CE) dealers and retailers that illustrates how to sell solutions to the home market. The two guides reflect recent enhancements to D&H's web site, which now gives customers the choice to browse the site via an SMB Marketplace interface or a Consumer Marketplace interface. Through these new navigational features, IT solution providers and CE dealers can visit a customized dandh.com focused on products, promotions and programs relevant to their respective markets.
The SMB Guide: An Interactive Solutions Tour
When a user clicks on an individual product in the SMB Guide, details pop up for that item, including a link to a dandh.com catalog listing with pricing and ordering information. The Guide is accessible 24/7 on the dandh.com home page via a customer log-in. It explores an assortment of small business needs, including a POS retail environment; specialized functions such as healthcare networking, document imaging, and conferencing solutions; office infrastructures including wireless and unified communications technologies; and a mobile technology suite.
"We've always emphasized that our resellers should focus on solutions-based sales, not one-offs, to be more successful. That's especially true now," said Jeff Davis, senior vice president of sales at D&H Distributing. "Businesses need overall expertise, not just devices. The SMB Guide provides concrete examples of this, helping resellers to think along the lines of solution-based terms, and helping them market an integrated suite of products no matter what kind of SMB environment they encounter."
For example, the POS section includes Samsung's SyncMaster LCD digital signage; plus bar code scanners, receipt printers and pole displays consisting of HP's SmartBuy products. The Healthcare section includes an Intel server system, Microsoft Windows Small Business Server, gloStream SMB-scaled electronic medical records (EMR) software and a GammaTech "Mobile Clinical Assistant" tablet device. The mobility suite includes wireless routers, external hard drives and mobile computing products from names such as HP, TRENDnet, Toshiba and SanDisk. Other pioneering manufacturers represented throughout the Guide include Bountiful, Brother, Buffalo, Cisco, D-Link, Kensington, Kofax document imaging, LG, Logitech, NETGEAR, SonicWALL, Symantec, Tripp Lite and others.
"Resellers who want to be viewed as networking experts need to be able to recommend and deploy comprehensive, productive solutions. Today's IT business environment requires more than just boxes," said Davis. "The basic PC-based office is making a transition toward protocols like mobile infrastructures, VoIP, custom systems and even cloud-based networks, and the SMB community will need help adapting. VARs who can come in with that knowledge will capture sales and accumulate new customers."
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 multi-market expertise, account-dedicated sales teams, sterling service and flexible financing options are unmatched in the industry.
With an impressive 93-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 was named Cisco's Global Distribution Partner of the Year, won the Microsoft Licensing Operational Excellence Award seven years running and was named Microsoft's OEM Distributor of the Year. The company ships out of five separate locations in North America, including its US headquarters in Harrisburg and its Canadian headquarters in Mississauga, Ontario. For more information, visit www.dandh.com.
SOURCE: D&H Distributing