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DandH Helps VARs Tackle Lucrative Vertical Market Opportunities

D&H Distributing is offering several new resources to help resellers looking to tap into growing vertical markets such as health care, government and education, including training programs, sales advice and vendor information portals. The Harrisburg, Pa.-based distributor launched a new Education/Government Resource Page on its Website to give VARs a one-stop shop for vendors offering […]

Written By: Jennifer Lawinski

Sep 27, 2011

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D&H
Distributing is offering several new resources to help resellers looking to tap
into growing vertical markets such as health care, government and education,
including training programs, sales advice and vendor information portals.

The
Harrisburg, Pa.-based distributor launched a new Education/Government Resource
Page on its Website
to give VARs a one-stop shop for vendors offering discounts and programs for
government and education end customers and to help them source products for
these markets. Vendors include Netgear, Honeywell, Canon, Kensington, LG,
Logitech and ViewSonic.

The
distributor is launching a similar portal for health care solutions, featuring
Webcasts, Webinars and a health care solutions resource center. Vendors
featured include Microsoft, Cisco, HP, Lenovo and more.

“We want resellers to understand the strategy behind
vertical market solutions: If you can develop a specialty in one or two areas,
and reach a level where you know more than your competitors about those
verticals, then you’re in a position to succeed and to brand yourself as
offering a more unique expertise,” Mary Campbell, vice president of marketing
at D&H, said in a statement. “It’s harder to be everything to every end user.
Concentrating on a niche is a more productive approach, so we’re giving our
resellers the tools to help them to choose and develop that specialty.”

Of VARs who
attended a virtual event D&H held on Sept. 15, 64 percent said they served
the health care market and 52 percent said they worked with the education
market. Forty-five percent had state or local government customers.

“D&H has
really stressed the importance and lucrative value of vertical markets with us,
such as health care, integrating categories such as digital signage,” Christopher
Pham, president of Pham Computers, in Lancaster, Pa., said in a statement.
“They’ve given us a lot of direction as to where to go and what markets to
pursue, so now we look for that guidance as ideas to help increase business.”

DandH Helps VARs Tackle Lucrative Vertical Market Opportunities

Jennifer Lawinski

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