Systems Builders Group Taps D&H

The Harrisburg, Pa.-based distributor plans to work 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," Schwab said. "Individually, members may not get the best price or the best credit, but the goal is to create efficiencies for resellers."

For example, speaker manufacturer Harmon-Kardon is looking to better penetrate the systems builder market, so 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. 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 . . . to create programs to reach that market," Schwab said.

One systems builder said the agreement between D&H and NASBA comes at a time when D&H has been able to distinguish itself in the services it provides.

"My rep at D&H will spend 20 minutes on the phone with me to get the job done," said Seth Horen, president of Hi-Tech Consultants, Milford, Conn. "They are good people to do business with."

D&H executives said they don't know how many new solution providers the distributor may pick up from Atlanta-based NASBA. D&H is comparing customer lists now. The executives also could not say how much additional revenue the NASBA deal could bring.