Channel programs News

D&H Co President’s Dan And Michael Schwab: The ‘Most Exciting Time In Decades To Be In IT Distribution’

Steven Burke

D&H Co-President Dan and Michael Schwab sound off on the company’s robust sales growth during the pandemic, future growth and the future of IT distribution.

Strong Growth Ahead

Coming off a pandemic-plagued year in which it grew overall U.S. sales by 19 percent, D&H Co-Presidents Dan and Michael Schwab see more robust growth ahead.

“When we look into our crystal ball we are very optimistic for this coming year.” said Dan Schwab. “We think the demand curve for the next two or three quarters is immense. We anticipate strong robust demand”

Schwab said he envisions a “wave of midmarket and small business upgrades” as companies return to the office. “They had to invest in work from home and now they are now going to be reinvesting in their office to have better video collaboration setups and conference rooms,” he said. “They are going to be upgrading their infrastructure for faster networking and wireless with better security. We think the water level is just dramatically higher than it was a year ago for technology.”

Michael Schwab, for his part, said he has never been more eager for the start of a new fiscal year. “This is perhaps the most exciting time in decades to be in IT distribution,” He said. “Compute technologies have never been more relevant.”

The pandemic accelerated a new wave of critical technologies for both personal and professional lives with remote learning, remote working and telehealth, said Michael Schwab.

“All those evolutions in a very short period of time are now top of mind in every conversation that either an IT manager is having with their own internal organization or that a reseller is having on behalf of an organization,” he said. “I am as excited by what is in our future and the runway ahead of as I am about what we have been able to achieve and accomplish this year.”

D&H this year plans to provide $300 million in credit extensions to as many as 2,000 partners. Furthermore, it is poised to unveil a new 750,000 square foot distribution center — two and half times the size of its existing facility — in its hometown of Harrisburg, Pa.

“Fiscal Year 2022 will be D&H’s largest single investment year in our company’s history,” said Dan Schwab. “We have already approved 50 new hires for this year.”

Steven Burke

Steve Burke has been reporting on the technology industry and sales channel for over 30 years. He is passionate about the role of partners using technology to solve business problems and has spoken at conferences on channel sales issues. He can be reached at

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