Distributor offers channel incremental credit

In an effort to drive more business and loyalty with its resellers, D&H Canada has a new Incentives Program in place and has also expanded its existing Business Assurance program to more partners across the country.

Greg Tobin, general manager of D&H Canada, said the D&H Incentives program is a new offering in Canada, after the distributor realized its success in the U.S.

The program is geared towards independent value-added resellers (VARs) and smaller solution providers that are 100 seats or less, Tobin said.

“We’re anticipating about 1,500 of our partners will participate in this program,” he said.

The program enables partners to accumulate one incentive point for every CDN$10 of qualifying product they purchase. They can then redeem these points thru a D&H online mall for over 800 prizes which include consumer electronics, jewelry, furniture and more.

The program features more than 40 different vendors whose products qualify for incentive points such as Cisco (Nasdaq: CSCO) , Hewlett Packard Co. (NYSE: HPQ), Lenovo and Sony.

In addition to the Incentives Program, after seeing success with its Business Assurance program last year in Canada, the distributor has decided to expand it even further this year.

Last summer, the company launched Business Assurance for 300 qualified D&H SMB resellers in Canada. The program provided resellers with $5M per month in additional credit. This year, D&H is extending the program to approximately 1000 qualified SMB partners and providing them with incremental credit of $10M per month.

“If you’re one of the larger resellers, you won’t be able to be able to participate in these programs,” Tobin said. “The programs target the smaller partners because we don’t give exponential growth targets to participate. Every dollar they purchase on qualifying products will count for (prize) redemption. This is something smaller resellers want. They want something that’s realistic for them.”

Tobin said the new programs are being made available with hopes to increase partner loyalty and to increase the level of business with its reseller partners.

“Anything that gives loyalty helps us increase our percentage of business with that reseller,” Tobin said. “As opposed to having purchases that may be fragmented at multiple locations, our objective is to become that one-stop shop for the small solution provider.”

Follow Maxine Cheung on Twitter: @MaxineCheungCDN.

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Jim Love, Chief Content Officer, IT World Canada

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Maxine Cheung
Maxine Cheung
Staff Writer, Computer Dealer News

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