D&H Distributing, a distributor that largely serves IT VAR Dealers (value added resellers) and is an AVIXA member, says it has launched an initiative to help its dealers capitalize on demand for traditionally pro AV categories such as large format displays, video conferencing, collaboration and digital signage.
This is significant for AV integration firms. The AV channel has been extremely focused over the last several years on recognizing:
- That their customers’ technology purchasing decision-makers increasingly work in the IT department and are no longer facilities managers
- That, in many cases, their sales and system design staffs aren’t IT savvy enough to instill confidence in these new customer decision-makers
- That there’s always a risk that new, more IT-centric service providers can step in and provide traditional AV solutions
D&H Distributing dealers are IT-centric and it seems as though their customers would like them to be selling more AV solutions.
The distributor’s new initiative in the pro AV/digital signage space includes solutions such as large format digital signage, collaboration and videoconferencing solutions, projectors, video walls, screens, audio solutions, media players, mounts, and accessories.
“Digital signage and collaboration solutions are exploding in scope,” says Peter DiMarco, VP of IT VAR sales at D&H Distributing, in a press release.
“Hospital facilities are using signage and display systems to update families waiting for patients in surgery. Sales teams use them to post performance metrics. Executives use them to collaborate with remote colleagues.
“As this medium becomes more ubiquitous, the opportunity for integrators, installers, and resellers with expertise in these systems will generate notable profitability. D&H can deliver that expertise, working with customers to configure end-to-end signage, collaboration, or videoconferencing systems and helping them to manage content for these deployments long-term.”
How D&H Is Gearing Up for AV
According to a D&H Distributing press release, the distributor has invested in a team of digital signage and collaboration specialists who can offer support in the complex task of managing ongoing content, creating opportunities for managed services revenues.
It adds that among its team of pro AV experts are CTS and DSCE (Dell Certified Systems Expert) specialists.
D&H manufacturer partners offering pro AV products include:
- Tripp Lite
CI sister publication ChannelProSMB has more on D&H’s new pro AV/digital signage initiative with IT VAR.