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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.

D&H hasn’t done any mergers or acquisitions, right?

Michael Schwab: It has all been organic growth. Even when we opened up in Canada 14 years ago, we started from scratch. It’s been our own internal resources and execution to get us to our growth goals.

Dan Schwab: We’re not using the public’s money to grow. We’re using our own money. And we’re really careful about where we invest. Historically, we’ve found that investing in our customers and vendors internally is better than acquiring something to get big fast.

So acquisition is not on the horizon for a way for D&H to grow?

Dan Schwab: It’s not something that we’re looking at today. We’re always open to it. But our bar is set pretty high on what the return on investment would need to be. It has to have tremendous value for our partners. It’s not about what’s in it for is. It’s about what’s in it for our customers and our vendors.

Anyone ever call D&H about acquiring you?

Dan Schwab: Michael has used this phrase: We’re kind of the Rock of Gibraltar for the channel. We’re not going anywhere. It’s been the same ownership for 104 years. The employees have owned over a third of the company for over 20 years. We don’t see that changing in our lifetime. It’s been very consistent. And I think that’s a big part of why we’ve been successful. We have a proven model, and we’re sticking to it.

 
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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