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D&H’s Dan Schwab: Our X-as-a-Service Tools Offer Partners ‘Incredible Flexibility’

Joseph F. Kovar

“Our X-as-a-Service tools give incredible flexibility so partners can ‘X’ down a single device. No one else lets them do it for a single device. It also lets them add their own services, and they can pick and choose which of our products they want, which products the end user wants to pay for up front, which products they want to pay for over time as a service,” D&H Co-President Dan Schwab tells CRN.

Still Looking Forward After All These Years 

D&H Distributing was founded 105 years ago and has been profitable for its entire existence. It has built itself into a top five IT distributor despite not taking outside investment and not making acquisitions.

And that is just the way Dan Schwab (pictured) and his brother Michael, both of whom are co-presidents, like it.

Harrisburg, Pa.-based D&H, like the rest of the IT industry, went through big changes caused by the COVID-19 pandemic and the subsequent product shortages and extended supply chain issues. However, the distributor was in a unique position thanks to its focus on the SMB market where solution providers spent the past couple of years helping customers go through a massive digital transformation to enable employees to work from anywhere. And, Schwab told CRN, there’s been no taking D&H’s foot off the gas.

“We still see double-digit growth in our future,” he said. “We are actually expecting literally over 25 percent growth in some of those key business areas that grew at 50 percent last year. We don’t see them slowing down. We see modern infrastructure continuing to grow as people are looking to upgrade their back office and create hybrid environments with servers and networking and power.”

Schwab said he sees no end to D&H remaining an independent and growing IT distributor going forward.

“Michael and I and the other owners at D&H, we love what we do,” he said. “We get up every day and we couldn’t be happier with what we do. We don’t need fancy cars or anything. We love having this family business of owners. We love how we win together. When we win, we all share the success.”

 
Learn More: Distribution
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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