D&H Distributing Cites 14% Growth In 2011

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D&H Distributing achieved double- digit sales growth in 2011, and has outlined some of its strategic plans for the new year.

The privately held CE and computer distributor said it saw 14 percent year-over-year growth at the close of the fourth quarter, with three categories leading the way: notebooks/desktops, up 27 percent; networking, up 15 percent; and TVs, up 6 percent (15 percent in units).

In a statement, the company said its growth in 2011 came from categories including mobile computing, which it described as “a still-growing area with plenty of potential for 2012,” and ultrabooks.

In addition, this year will mark the launch of Windows 8, which could serve to enhance the mobile opportunity. Several manufacturers are already rumored to be developing Windows 8-based tablets, D&H said.

This year D&H will emphasize several initiatives, including a new partner services program and its ongoing business assurance program.

The latter provides increased credit lines to select customers in good standing on a rolling basis throughout the year, often impacting hundreds of accounts at a time. Last year D&H infused the marketplace with close to $20 million worth of credit through this offering, which is scheduled to continue through 2012. The distributor estimates it will provide about $25 million in total credit this year.

Meanwhile, D&H is introducing its partner services program, which it described as “a wealth of resources and materials to help dealers market their own services and grow their profitability.” This no-cost program, which launches in February, will offer centralized links to vendor logos, product images, resource libraries, tutorials, collateral, various training video and info on specific partner programs.

“We’re always looking to enhance support and increase offerings for our customers, teaching them new ways to grow and reaffirming their ability to generate bigger and better sales,” said co-president Dan Schwab. “This requires an ongoing investment. Our dealers need and deserve a continuous outlay of resources and programs, and we’ve kept that promise in good times and bad.”

This year, Schwab said, “We want to create a groundwork where our customers can add new areas of expertise, keep up to speed on new market developments, and learn to promote their offerings as best as possible.”


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