D&H Mid-Year Tech Show Draws 1,000
Eby said that D&H’s sales for the new fiscal year, which just started, were already “up in the high single digits” at this early stage. The reason? “It’s how we service the customer, and it’s our mix. We have outside salespeople and also inside salespeople dedicated to accounts.”
D&H also offered six educational seminars from Cisco, Dell, HP, Intel, Lenovo and Microsoft. He cited one customer education initiative that sets D&H apart: its Solutions Lab – an enterprise that produces live product tutorials and other informational broadcasts at the company’s headquarters that are offered to dealers both live (complete with a Q&A session) and then are archived for later access.
D&H also is reaping the benefits of a restructure of its outside sales force, Eby said. Before, it was set up solely by territory but now, it is organized both territorially and on class of business for greater efficiency.