Selecting a supplier has remained essentially the same for decades. After a period of
product evaluation, the end user selects a dealer through a process of competitive selection.
The criteria for this selection has largely been one of balancing price ( objective ) and service ( subjective ) . Traditionally, any added value has been the result of the dealer's sales rep. following through on order and delivery issues. Since advances in technology have generally been slow, dealers have had infrequent opportunities to offer additional added value to a manufacturer's product.
Furthermore, the manufacturer has, until recently, enjoyed the luxury of a large technical
sales and support staff. The manufacturer had the responsibility for positioning and presenting its products and technologies to the end user, certainly they were required to support those products. Dealers essentially served as financial intermediaries and stocking and delivery agents for manufacturers.

There are two major changes to the traditional model that require end users to reevaluate their dealer selection criteria. These changes are corporate downsizing and extremely rapid advances in technology and products.
Every major manufacturer has reduced their employee count, technical sales and
support have been extremely hard hit. Manufacturers are trying to do more with less. Meanwhile end users demands and needs are increasing. This presents a unique position for the proactive dealer. First, the dealer must be small enough to quickly adapt new technology. Second, the dealer must be large enough ( well financed ) to maintain both quality support and research staffs.

All Graphic Arts dealers generally succeed in the traditional model ( i.e. they all know how to deliver products at a discounted price ). H.A. Metzger, Inc. does not believe we will earn
your business over these issues since all dealers operate essentially the same. We do believe, however, that you will stay or move to a dealer who performs far ahead of the field in both technological vision and tactical support. Given the opportunity we will show that H.A. Metzger, Inc.'s offerings are the best total business solutions for your company.
Our investments in technology and support staff have resulted in our becoming the dominant Electronic Integrator and Graphic Arts VAR in the North East and New York City marketplace.

Our VAR strategy is structured as a matrix of our electronic product groups, all with their
own technical leaders. These specialists are available to all customers and are coordinated
through the Account Manager. The current electronic product groups and their leaders include:
- Color Management ( Proofing / Profiling ) – Russell Doucette, Steve Sweetapple,
Charles Francis, Ken King
- Press Profiling & Color Management – Charles Francis, Kevin Rodriguez
- Service and Support Digital Proofer, CTP Devices – Ken King
- Digital Printers – Charles Francis
- Inkjet Proofing & Color Profiling – Russell Doucette, Steve Sweetapple
- Wide Format / Out Door Inkjet Proofing & Color Profiling – Russell Doucette
- Consumable Usage Analysis - Ozzie Serrano
When you require consultative or technical help the Account Manager will coordinate the group leader.