Michael Schwab: D&H Poised To ‘Gain Share’ In Wake Of Distribution Consolidation
D&H Co-President Michael Schwab said the fast-growing distributor will inevitably “gain share” as its scales up in the wake of the blockbuster Tech Data-Synnex merger.
‘We are very fortunate to be in the position we are in: The market is growing, businesses are reopening, the economy’s growing and we are selling technology products that are inherently essential to our personal and professional lives,” said Schwab in an exclusive interview with CRN. “We are in a great time in a great industry. Whether you are a manufacturer, vendor or reseller, we all depend on each other in such a strategic way I think inevitably D&H will gain share because of the way the market is evolving. There are fewer distributors, but our relevance is perhaps as meaningful as it has ever been.”
Just four months into its new fiscal year, D&H Distributing is investing heavily in new hires and providing additional credit to partners to drive robust SMB and midmarket growth.
The Harrisburg. Pa.-based distributor, which last year delivered 19 percent growth in U.S. sales in the midst of the pandemic and crossed the $5 billion mark, has recently added 50 employees and upped its credit limits by an additional $75 million.
“When you think about when you go from four broadline distributors to three, we believe the onus is on us to step up and continue to invest ahead of the curve on behalf of our customers and vendors,” said D&H Co-President Dan Schwab. “That is how we look at this. We already were having tremendous success, and I think we offer a differentiated level of value. Just four months ago, we talked about hiring 100 people; now we have hired 150. With credit we were going to add $300 million, we are now on pace for $375 million in credit per month.”