IT and Business Insights for SMB Solution Providers

D&H Announces Push into Print Solutions

In a series of new investments, the distributor is adding latest-generation products from Lexmark and other manufacturers to its catalog, hiring additional sales specialists to promote those systems, and introducing new financing options for purchasing them. By Rich Freeman

D&H is dialing up investments in printers and print solutions.

In a series of moves aimed at helping resellers capitalize on new opportunities in the print market, the distributor is adding products from leading manufacturers to its catalog, hiring additional sales specialists to promote those systems, and introducing new financing options for purchasing them.

“We’re adding some of the market’s most innovative, high-quality and secure printer solutions to our line-up, allowing VARs and MSPs to deliver these sophisticated solutions the same way they might outfit an office environment with new PCs via a customized leasing agreement. This way, the market’s most innovative printing devices can be part of the infrastructure refresh opportunities that present themselves around deadlines like the Windows 7 end of service dates,” said Tina Fisher, executive director of vendor management at D&H, in a press statement. 

“These models offer integrated features that will bring any office environment into the 21st Century, helping end-users to work more efficiently and securely. And when procured through an annuity sale, VARs stand to gain more revenues, while delivering the always-updated, cutting-edge workplace their customers deserve.”

OEMs involved in the initiative include Brother, Lexmark, and Ricoh. Some of the salespeople it’s hiring, D&H says, will be assigned to a new business development team specifically dedicated to Lexmark products, including the manufacturer’s recently updated GO Line of systems for SMBs. D&H will also collaborate with Lexmark on new lead generation programs and promotions aimed at both the K-12 education market and commercial buyers.

Resellers will have access to special credit programs for products from key print vendors too, including annuity-based financing options like D&H’s Device-as-a-Service program, which allows end users to pay for print hardware through their operating budget rather than capital outlays. 60-day financing terms on Lexmark hardware through global financing partner DLL are now available as well.

In addition, D&H says, new lifecycle and maintenance resources will allow partners to provide automatic software upgrades for leased printers, and then replace those units with newer ones at the end of the lease term.

Devices newly available through D&H, which incorporate latest-generation security safeguards and embedded support for managed print services among other features, range from small-format models to bigger, more powerful solutions for both SMBs and larger businesses. Partners can resell manufacturer-authorized ink and toner for those systems via D&H as well.

The print market is a hot one for D&H at present. Sales of laser printers alone climbed 11% in the distributor’s 2019 fiscal year, which concluded in April. They’re projected to spike another 25% in the current fiscal year.

D&H’s new print campaign is the latest in a series of strategic bets on high-potential opportunities that include significant investments in cloud computing and pro AV solutions.

Last week, D&H officially celebrated the opening of its new two-building, 50-acre headquarters complex in long-time hometown Harrisburg, Pa., after 67 years at its previous site.

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