D&H Distributing Inks Deal With Systems Builders Organization

D&H Distributing

The Harrisburg-based distributor plans to work with vendors to bring special discounts and programs to NASBA's 8,000 members, said Daniel Schwab, vice president of marketing at D&H.

"Their primary goal is leveraging strength in numbers. Individually, members may not get the best price, or the best credit, but the goal is to create efficiencies for resellers," Schwab said.

For example, Harmon-Kardon, a speaker manufacturer, is looking to better penetrate the systems builder market. It may offer NASBA members additional discounts and work with D&H to market its products to those solution providers, said Michael Schwab, vice president of purchasing at D&H.

"If a vendor comes in to visit us, we can talk about NASBA to find out what solutions will work with the vendor for that space," Michael Schwab said. "It's hard for some vendors to get to that market,they don't have the advertising space and it's too expensive to have trial and error. We work with NASBA and the vendors to create programs to reach that market."

D&H executives are unsure how many new solution providers they may pick up from Atlanta-based NASBA. The distributor is comparing customer lists now. Executives also could not say how much added revenue the NASBA deal could bring.