Bull's Eye Award: Distributor of the Year

  • By

    Lawrence Walsh

    | Posted 2009-12-17




D&H Distributing
Finding a place to start when describing the excellence of D&H Distributing is challenging, to say the least. While a relatively small distributor when compared with the likes of its multibillion broadline rivals, D&H has carved out and owns the SMB channel and does everything in its power to maintain that leadership. With the recession impacting the SMB market the hardest, D&H didn’t shirk or retreat, but rather launched ambitious growth and enablement programs that helped small and midsize solution providers survive and thrive.

When credit lines and financing sources started drying up, D&H infused more than $40 million in credit for its solution providers, keeping them solvent and selling through the height of the recession. It launched a series of virtual trade shows and training events, giving solution providers access to valuable information without the travel expense. It launched "D&H TV," a streaming video series that provides solution providers with tips and practical advice on how to capitalize on government stimulus spending. And it opened a new 476,000-square-foot warehouse and logistics center in Atlanta, enhancing its ability to provide logistical and inexpensive product shipping.

These are hardly the actions of a distributor in distress. The strategy has worked. As a reflection of how well the distributor’s solution providers are doing through the worst of economic times, D&H posted healthy revenue and profit growth across the first three quarters of 2009.

D&H continues to invest in itself and its solution providers. Its "Go Green" program for making its infrastructure and ecosystem more environmentally friendly and efficient is a model for others. Its commitment to enabling SMB solution providers with technical know-how in emerging opportunities such as VoIP and virtualized services is second to none. And its addition of new vendors and products to its portfolio is expanding the market potential of its solution provider community. For what it has done over the last year and what it plans for the year to come, D&H has earned the Channel Insider Contender Bull’s Eye Award for Distributor of the Year.


Lawrence Walsh Lawrence Walsh is editor of Baseline magazine, overseeing print and online editorial content and the strategic direction of the publication. He is also a regular columnist for Ziff Davis Enterprise's Channel Insider. Mr. Walsh is well versed in IT technology and issues, and he is an expert in IT security technologies and policies, managed services, business intelligence software and IT reseller channels. An award-winning journalist, Mr. Walsh has served as editor of CMP Technology's VARBusiness and GovernmentVAR magazines, and TechTarget's Information Security magazine. He has written hundreds of articles, analyses and commentaries on the development of reseller businesses, the IT marketplace and managed services, as well as information security policy, strategy and technology. Prior to his magazine career, Mr. Walsh was a newspaper editor and reporter, having held editorial positions at the Boston Globe, MetroWest Daily News, Brockton Enterprise and Community Newspaper Company.

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