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#24 Newsmaker: Greg Tobin of D&H Canada

The distributor exceeded its expectations this year with a new program, partnerships and more

Despite a time of economic uncertainty, Greg Tobin said D&H Canada‘s business has “done extremely well” this year.

“We’re still exceeding our expectations for business development,” he said.

As a testament to its good fortune, Tobin said D&H Canada hired 10 more employees to fill customer-focused positions this year.

This summer, the company launched its Business Assurance program for 300 qualified D&H SMB resellers throughout Canada. The program provided resellers with $5 million per month in additional credit beginning in June of this year.Based on the success of the program, D&H Canada will expand it to reach 2000 SMB qualified resellers next year. D&H will also introduce a rewards and incentive program to complement Business Assurance, Tobin said.

“When our customers succeed, we succeed, so we have a vested interest in providing extra purchasing power to the small-business VAR community we serve,” Tobin said.

The distributor also expanded its digital imaging product portfolio with the addition of new vendor partners this year including Fuji, Kodak and Sanyo.

D&H also formed a partnership with SMB Nation, a global community of SMB resellers, in the fall.

“In Canada and the US we’ll continue to work with that organization to do events, education and training,” Tobin said. “Even though we’re on an aggressive campaign to bring on 120-150 new resellers per quarter, there are still more out there that we may not have.”