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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.

What is the mood going into the new fiscal year- can you grow even faster than the 19 percent in the US?

Dan Schwab: We always consider D&H to be conservatively optimistic. D&H doesn’t like swinging for the fences because we don’t like striking out. We are the steady Eddie. We have made money for 104 years.

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

Obviously there is a lot of macro issues- the economy, inflation and interest rates. Those are out of our control. We focus on what is within our control.

Those parallel with changes in the distribution landscape with more and more vendors and customers coming to us, interested in aligning, seeing if we can win together. That gives us a bullish mentality.

What other investments are you making?

Michael Schwab: We are investing in hiring, a new distribution center and upgrading our IT infrastructure. We are also investing in our people, putting together an inspiring leadership program, making sure that everybody is trained on fair and equitable hiring practices, team building initiatives and making sure we are doing the proper training consistently in so many ways. We are also looking at the organization from an environmental, social and governance perspective to make sure we are in alignment with our vision and mission. We want to make sure our actions equate to what we believe in. We see that pretty consistently in the business today and we want to continue down that path.

 
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 sburke@thechannelcompany.com.

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