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Posted Date: 9/27/2011

D&H Offers New Tools to Help VARs Specialize in Vertical Solutions

D&H Distributing is offering resellers practical advice and tools to aid in their success, designed to help them identify and thrive in a successful niche. These resources and educational opportunities will help VARs target vertical markets, especially high-potential areas like education, government and healthcare. 
 
To that end, D&H has several tutorial offerings for VARs. D&H’s new Education/ Government Resource Page, accessible 24/7 on dandh.com, boasts a comprehensive list of vendors offering discounts and programs for education or government market sales, to help VARs more affordably attain products and grow their expertise in these specialties. D&H manufacturers such as HP and Cisco offer specific Gov/Ed programs and promotions for VARs, in addition to programs from more than 100 other listed D&H partners, including NETGEAR, Honeywell, Canon, Kensington, LG, Logitech, ViewSonic and more. The vendor list is accessible via log-in to dandh.com, at the bottom of the Manufacturer Search page (right margin). Resellers can contact their D&H account reps to discuss specific program information from the listed vendors.
 
This effort also includes a dedicated healthcare market site on dandh.com, which offers access to a healthcare webcast recording from D&H’s Solutions Specialist Bill Hersh, plus similar-themed webinars from SMB EMR software vendor gloStream, and from SMB Nation. The site includes a healthcare solutions resource center, complete with links to sample solutions and D&H’s Healthcare Advantage catalog; quick-links to several federal agencies to assist in EMR (electronic medical records) implementation; and 12 separate vendor links so VARs can explore solutions from Microsoft, Cisco, HP, Lenovo and more. VARs can email D&H’s Healthcare Solutions Specialist with questions; see dandh.com’s healthcare page for the email address. 
 
In addition, the distributor’s latest Virtual Event focused on niche marketing and included specialized content on education, healthcare and government solutions, including individual, multi-vendor vertical market booths corresponding to each of these areas. The event took place on September 15, offering free online webcasts, vendor content and networking opportunities. Content from the event will be available on-demand for D&H VARs until December 15, accessible via dandh.com.
 
VARs Selling Vertical Solutions
Close to 100 of the participants from D&H’s September 15 Virtual Event on vertical solutions, entitled “Finding Your Niche—The Volume in Verticals,” volunteered feedback on their business as part of the event. Here are some results:
 
Approximately 48% of the respondents typified themselves as resellers, with another 17% identifying themselves as system builders. The great majority of these serve what D&H calls the true small business, with 1–19 employees (92%), followed close behind by those serving mid-size businesses with 20–99 employees (81%). Note that attendees were able to choose more than one selection per question. 
 
Respondents revealed their current preferred vertical markets, specialties and core categories. Findings are below. These represent the top-ranked responses:
 
Top Markets Served
  • Medical/healthcare: 64%
  • Education, Real Estate, Retail/POS: 52% each
  • Manufacturing: 55%
  • Legal: 46%
  • Finance: 53%
  • State/local government: 45%
Company Specialty/Interest 
  • Networking: 88%
  • System integration/components: 75%
  • Mobile computing/notebooks: 76%
  • Power protection: 69%
  • Servers: 75%  
Other specialties offered as choices for this question included Apple/iPod, smart phones, VoIP, telephony, surveillance, software, storage, ebooks, document imaging, displays & projectors, digital signage and more, for a total of 40+ categories from which to choose.

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