D&H Pulls Out All the Stops on Partner Programs
The distributor has initiated a new program with Lenovo, extended its buy-earn program with HP, enhanced its own incentive rewards and credit programs, and more.
By Cecilia Galvinalvin
D&H Distributing had its partners and the still uncertain economy in mind when it took a good look at its programs and decided to make some adjustments. The result of that introspection is a new SMB program with Lenovo, an expanded incentive rewards program, continued credit, and extended HP “VIP” discounts for reseller partners of all sizes.
The Harrisburg, Pa.-based distributor’s SMB Think Outside the Box Program with Lenovo is a plateau-based rewards plan for SMB resellers and retailers. Each quarter, partners earn points for purchases of Lenovo notebooks, desktops, servers, monitors, accessories, or warranties. Different product categories are worth different point values, ranging from one to five. As partners accumulate points, they qualify for a prize at each of three program levels:
- Level 1, reached at 35 points: a Flip USB-based video camera
- Level 2, 120 points: an eBook reader
- Level 3, 500 points: a choice of an all-in-one, notebook, netbook, or desktop computer from a qualifying selection of products in the above categories
In addition, D&H’s VIP buy-and-earn program has been extended through July 31, 2010, offering pricing discounts on qualifying HP PSG (Personal Systems Group)†merchandise. Enrolled resellers accumulate one point for every $100 of most Business Open Source purchases. Points are valued at $1 each, so VARs can qualify with minimum sales of as little as $1,500 on the HP products to qualify for a merchandise credit with no upper limit on how much they can accumulate. Joining this program also entitles resellers to purchase HP Business demos at up to 50 percent off retail value. To determine your eligibility, go to www.dandh.com/hpvip.
The distributor’s Incentives Rewards Program has also been enhanced, and now has four times the number of vendors whose merchandise qualifies for points, compared with early last year. This increase gives resellers a wider choice of qualifying purchases that can more quickly build their cache of incentives points.
“Vendors wanted to know what they could do to help partners, and I think that’s why they jumped on the incentives loyalty program,” says Mary Campbell, vice president of marketing for D&H. “It’s such a positive message to send too, with the negative of the economy.”
Through the program, resellers accumulate one point (worth $1) for every $10 of qualifying purchases from a selection of more than 80 vendors. Points can be redeemed for prizes at D&H’s online “incentives mall.” The number and level of prizes at the virtual mall has also been increased. Now offered are such items as an iPod Nano, Touch, Classic, or Shuffle; LG Blu-ray players and HDTVs; Kodak EasyShare digital cameras and printers; TomTom GPS devices; and other prizes ranging from bicycles to a gas grill and spa gift cards. Visit the D&H Incentives page for further information.
For resellers in need of credit, the distributor has extended its Business Assurance credit program through this year. D&H has already begun rolling out additional credit increases, which it estimates will amount to close to $60 million worth of extensions over the life of the program. The program is also scheduled to roll out in Canada in the spring.
“When we started the program, we knew that rolling out marketing communication and increasing training was important, but our customers needed other tools and support systems,” says Campbell. D&H decided to extend the program “because we know what our customers are going through,” she adds.
For more details on any of the company’s programs, contact your D&H representatives.
