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Dan And Michael Schwab: D&H Is Scaling Up To Capture ‘Tidal Wave of Opportunity’

D&H Co-Presidents Dan and Michael Schwab say the SMB and midmarket distribution stalwart is scaling up to capture a ‘tidal wave of opportunity.’

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Can you talk about what kind of opportunity you see for D&H in the current distribution landscape in which Tech Data just completed its blockbuster merger with Synnex?

Michael Schwab: Think about all the mergers, acquisitions and consolidation that have happened during our tenure in the IT industry. When we started early on there were maybe 30 to 40 distributors that we competed against. There was Merisel, SED and so many others. You could go on and on with regard to all the consolidation that has happened over many decades. Every time there was assimilation of distributors, those that remained saw benefit. That was because the overall market was continuing to grow and the fact that the reliance on the distribution model for channel consumption of technology products became even more relevant.

I would argue that at this moment in time there is not a better year to be in IT distribution than there is today.

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.

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 , but our relevance is perhaps as meaningful as it has ever been.

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