The ancient Chinese proverb “Let me line your pockets with gold, while I will line mine with silver” is a guiding principle that steers the employees of PNH Technology towards building great relationships with their clients and strategic partners. “Prioritizing our partners and their interests before our own is an approach that our company’s Account Executives firmly believe in. When we focus on our client’s success first, we become successful too,” says Larry Weng, CEO of PNH Technology. PNH has experienced explosive growth, and for the last three years, PNH has made the list of the Fastest Growing Companies in Orange County as ranked by the OCBJ. Based in Costa Mesa, California, PNH has worked their way to becoming one of America’s leading independent hardware resellers and distributors of data center products such as servers, networking equipment and storage arrays. PNH focuses on the needs of other resellers rather than only stocking product or being a traditional sales organization focused solely on its product offerings. The organization’s suite of services includes configuration of hardware, warehousing, supply-chain management, and reverse logistics.
PNH Technology is committed to providing unparalleled customer service and building relationships based on trust, integrity, and transparency. A large stocking inventory and discount pricing are two key value propositions that make PNH Technology a cut above other brokers in the market today. According to Weng, procurement of hardware from PNH Technology can be used to augment and strengthen existing relationships with broadline manufacturers like Ingram Micro and Tech Data. PNH deals in products from HP, Lenovo, Cisco, APC, Juniper and other large tier-one technology manufacturers.
A key factor that distinguishes PNH Technology from most broadline distributors is their expertise in supporting legacy, refurbished, and discontinued products.
PNH Technology is committed to providing unparalleled customer service and building relationships based on trust, integrity, and transparency
As stated by Weng, the firm is committed to aiding their reseller partners by allowing them to maximize their profits with current hardware, while also providing access to EOL (end-of-life), discontinued, and refurbished products. By offering solutions to customers that span from the newest items on the market to solutions that are generations behind, PNH ensures that their reseller’s end users have the product they need to keep their own businesses thriving. The team at PNH Technology consists of experienced managers and account representatives that use their superior product and market knowledge to remove the traditional risks associated with secondary sourcing.
Although selling hardware is the main business model, coming up with creative and effective solutions for their customers is what keeps the business moving forward. PNH often handles customer “fire drills” that require hardware to be sent overnight for a system critical function. In one instance, a customer had been waiting for five weeks for a newly released, heavily constrained solid-state drive. They needed these 280 hard drives for a mission-critical server deployment that was being delayed because of the constraints that traditional distribution was experiencing. They turned to PNH to see if they could improve on the deadline. Not only was PNH able to deliver the heavily constrained hard drives overnight, but they saved their client over 30 percent on the total cost.
Weng also attributes the culture at PNH Technology as one of the main reasons that spurred the organization’s rapid growth over the years. In addition to having perks like personal trainers and catered lunches, the company has incentive trips to places like Lake Tahoe, Palm Springs, and Sayulita, Mexico to help create a tight knit group. Employee retention is just as important as customer retention for Weng.
To faciliate growth, the organization is adding more human resources to grow. “We are always hiring and looking to add great talent to our team,” says Weng. They are also constantly adding new product lines and manufacturers. “Recently we have added mobile, tablets, and gaming accessories to our inventory. We also intend to provide wireless and smart home solutions in the months to come,” adds Weng.
In addition, we are also looking to partner with manufacturers and assist them with e-commerce omnichannel distribution,” concludes Weng. “There is a big hole with manufacturers seeking non-traditional distribution partners for e-commerce. They have long been familiar with the brick and mortar model, but the new click and mortar model and delivering product through online marketplaces like Amazon and eBay has proven a challenge to them. PNH is assisting these manufacturers with this transition to the new economy by providing omnichannel distribution services.”