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D&H Co-Presidents On Standing Out Amid The Tech Data-Synnex Merger: ‘We Are Like Evolution Versus Revolution’

Joseph F. Kovar

‘When you have big mergers, a lot of times there are big revolutions. There’s a lot of major changes that have to occur. We like to have lots and lots of little tweaks, survey our customers monthly about what’s important to them, about how we can serve them better and lean in on service,’ says Dan Schwab who, along with his brother Michael, speak to CRN about the merger and a host of other topics.

With Tech Data and Synnex soon to become the world's largest distributor with more resources for developing and broadening markets, how does that impact a smaller distributor like D&H?

Dan Schwab: I think vendors realize that customers want choices, and that different distributors have different strengths. I also think they believe sometimes the fact that smaller companies are typically more nimble and flexible and have a faster go-to-market, and I think D&H has proven that over time. And on a relative basis, we may be somewhat smaller, but from a North American standpoint, we‘re still $5 billion. So our economies of scale and capabilities are equal to any North American distributor from that standpoint.

As D&H’s channel partners digest the news about the merger, what is your message to them?

Dan Schwab: That D&H isn’t going anywhere. There’s no changes. For any of them that are unfamiliar with us, this is a great opportunity to learn our value. Our goal is to earn their business and help them grow and win and add value. So from that standpoint, you’ll see a lot of investment. You’ll see more credit coming from D&H. You’ll see more training and education. More support. And we’re increasing the number of salespeople. Often in mergers there’s fewer people. We’re increasing the support we have for our vendors and customers to help grow. So from that standpoint, they’ll be able to see great consistency and really great people who want to work with them.

Michael Schwab: Change creates uncertainty and perhaps some risk. And in our organization, we’re in this in perpetuity. When you transact with D&H, we’re going to be here next week and next month and next year to support you.

 
Joseph F. Kovar

Joseph F. Kovar is a senior editor and reporter for the storage and the non-tech-focused channel beats for CRN. He keeps readers abreast of the latest issues related to such areas as data life-cycle, business continuity and disaster recovery, and data centers, along with related services and software, while highlighting some of the key trends that impact the IT channel overall. He can be reached at jkovar@thechannelcompany.com.

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