Solution Providers: D&H's Personal Touch Paying Off For Partners


When it comes to building strong personal relationships, solution providers said D&H Distributing is a cut above the competition.

That was one of the big takeaways at a CRN solution provider roundtable at the 24th annual D&H New England Technology Show held earlier this week at the Boston Marriott in Quincy, Mass. Approximately 450 solution providers and 64 vendors with the latest and greatest SMB (small medium business) products attended the show.

[Related: VAR Roundtable: 2015 Will Be A Good Year For Solution Providers]

Solution providers attending the Harrisburg, Pa.-headquartered D&H's annual regional show said that they do more business with D&H than with other distributors because its responsiveness and strong channel sales reps, along with attractive terms and conditions, are helping them drive sales growth.

"They are our No. 1 distributor," said Richard Trahant, president of LANDComputer.com, an IT and telecom solutions company based in Peabody, Mass., pointing out that some larger distributors have gotten so big that there is "zero personal level interactions" with them. 

Getting someone on the phone with those larger distributors is a task in itself, said Trahant. "D&H is personal," he said. "They get it."

Trahant said he relies heavily on D&H to bring innovative, new products to LANDComputer.com, whose sales have grown 30 percent annually for three consecutive years.

"We really rely on them to vet new products," he said. "We rely on them to give us the proper information, and training and programs to help us deliver it."

Susan Trahant, general manager of the 22-year-old LANDComputer.com, said D&H is simply far easier to do business with than competitors, from ordering to delivery to payment. “D&H is a lot friendlier," she said. "They are awesome. They have been a great partner. You have a relationship with them."

Dave Hodgdon, an IT adviser for Portsmouth Computer Group, based in Portsmouth, N.H., which is expected to grow its business 20 percent this year, singled out the personal relationship-building that is done in the sales trenches by Senior Northeast Regional Manager Doreen Affsa as a big differentiator for his company.

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