Distributor Rewards Green Technology Sales by Resellers

By Jessica Davis  |  Posted 2010-02-05 Email Print this article Print


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D&H Distributing is rewarding reseller partners for sales of green technology products by entering them in a drawing to win a Toyota Prius. VARs must sell 40 green products before being entered in the drawing, scheduled to be held on Earth Day, April 22.

Even as the threat of yet another blizzard is bearing down on the East Coast of the United States this weekend, the good folks at D&H Distributing have been thinking about Earth Day and how to help VARs and their customers celebrate this modern rite of spring in 2010.

Last month, the Harrisburg, Pa.-based SMB distributor announced an Earth Day 40th anniversary promotion that runs from Jan. 1 through April 16, designed to encourage environmentally friendly technology purchases.

Here’s how it works: As D&H resellers buy these eco-friendly products, their "green" purchases are illustrated on a personal, virtual online "tree" that charts their eco-sales progress. Once a VAR hits the green purchasing goal of 40 items, they are entered for a chance to win a hybrid Toyota Prius. (The contest began before the Toyota recall, but one would assume this Prius has an accelerator that is in proper working order.) The Grand Prize winner will be drawn and awarded on Earth Day, April 22.

"D&H wants to establish a leadership position when it comes to green and technology," Jeff Davis, senior vice president of sales, told Channel Insider.

Just a few weeks into the program in mid-January, D&H had sold 395,000 green products and had qualified 767 resellers for the Prius drawing, and Davis said that D&H expected millions of products sold and 1,500 partners qualifying for the drawing by the April 16 deadline. That makes it much more successful than the company’s internal forecasts, he said.

Davis also noted that D&H itself has worked to reduce the packaging materials used in its drop ship service.

"People are starting to blog about all the wasted packaging and how much more they had to spend on shipping," Davis said. "We started to focus on that a year and a half ago."

D&H packaging now uses a machine that seals the box around the product to avoid extra packing material. Plus, the distributor uses recycled materials for shipping.

"You are getting a box that fits the product perfectly, the smallest box that fits to avoid extra fill," Davis said.

"We wanted to take a leadership position as it relates to green," Davis said.  

Jessica Davis covers the channel for eWeek and Channel Insider. Her technology journalism career began well before anyone heard of the World Wide Web and has included stints at Infoworld, Electronic News/EDN, and the Philadelphia Business Journal. Her work has also appeared on CNN and Forbes.com. She has covered hardware, software and networking, as well as the business side of technology. She has won several journalism awards, including a national ASBPE award for best staff-written column, and was named Marketing Computers hardest working tech journalist on their inaugural list of top tech journalists. Jessica can be reached at jessica.davis@ziffdavisenterprise.com


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