The Lenovo ThinkVision LT1421 portable, 14-inch LCD monitor.
The distributor wants its resellers to take a strategic sales approach and introduce clients to solutions that can save time, money, energy, and physical resources.
July 31, 2013
Computer and electronics distributor D&H Distributing aims to teach its SMB resellers to take a strategic sales stance, offering a roster of products that can save time, money, energy, and physical resources in small business environments, thereby creating efficiencies and decreasing total cost of ownership. This caters to the conservative budgets typically associated with the small business sector.
“Our customers generally sell to local, community-based companies such as real estate offices, healthcare practices, and financial companies. This profile is plentiful enough to provide lots of opportunity—but local offices are usually under significant budgetary restrictions. Every dollar counts,” says Jeff Davis, senior vice president of sales at D&H. “We want to provide ammunition for VARs to make a more comprehensive, turnkey sale to companies of this size. They can do so by including products that create economies, which is an easier sell and usually results in an enhanced order.”
D&H carries items that deliver this value in categories from convertible mobile computing devices, to storage products (many new SMB-scaled models have a cloud-based component), to peripheral items such as monitors, arms, and accessories. Some of these offerings are from new D&H partners like Connected Data and Ergotron; or unique vendors such as QNap and Wacom, whose innovations make for profitable add-on sales. Some examples:
A redundancy of devices is one of the drawbacks of a diverse marketplace—and presents an opportunity for SMB business owners to consolidate costs. Top-flight notebook vendors such as Lenovo, Toshiba, HP, Acer and ASUS have created convertible, hybrid and “slate” computing units that function as both tablets and notebooks. These include the HP EliteBook Revolve, which swivels to convert to a tablet; and the Acer ICONIA slate, a powerful tablet-size computer that clicks into a keyboards and stands up to function as a notebook. These dual-format products save the small business owner from having to invest in multiple units.
Multiple cloud storage devices allow companies to store and share data on their own hosted platform, with no fees. These include Connected Data’s external “Transporter” drive. QNAP offers a high-performance, cloud-based NAS unit that allows users to synchronize files from their phones, tablets, laptops, etc., along the lines of Dropbox. These items accommodate large-scale storage without third-party services.
Both Lenovo and Toshiba offer USB-based “travel monitors” that easily connect to an existing laptop for an additional, productivity-enhancing second monitor on the road. Lenovo’s ThinkVision and Toshiba’s LCD Mobile Monitors deliver high-quality displays up to 14 inches.
Logitech is famous for its accessories, such as its convenient, backlit keyboard model. If users want a step up, the rechargeable Bluetooth diNovo Edge keyboard provides a wireless alternative.
Logitech’s BCC950 Business ConferenceCam accommodates small group videoconferencing, which can reduce travel costs and downtime while enhancing collaboration. And Casio’s Slim Lampless LED portable projector combines laser and LED technology for high brightness that lasts up to 20,000 hours, saving energy at a competitive pricepoint.
“Our product selection is designed to make it easier for independent VARs to excel,” says Davis. “Appealing to the end-user’s need to increase productivity on a budget is a winning strategy. Our job as a distributor is to look at the aggregate of merchandise out there and present customers with ways to meet SMB needs while positioning themselves as trusted advisors. And of course, we want them to close bigger deals in the process.”