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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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What are you doing to go after some of the larger midmarket partners?

Dan Schwab: It is investing in services and tools, whether it is a larger partner or smaller partner. We survey them to understand their pain points and how can we differentiate them within the distribution channel on behalf of our vendors. So sales support is critical, as are timely answers. Ease of doing business is critical. Electronic communications and pushing information to our partners for key requests is critical. It is not just the investment in salespeople. A lot of the investment is in sales and operational support that complements the salespeople.

How optimistic are you as you look out into the future for the business?

Michael Schwab: I have never been more bullish on the opportunity. In my 30 years in the business, I have never seen technology products be more relevant to our personal and professional lives than I see today. It is just remarkable to me. You can really look pre- and post-pandemic and see what has transpired over the last 18 months. The biggest difference I see is obviously is health and safety are top of mind in almost every aspect of our lives. But perhaps the silver lining of being in the IT industry is the fact that the technology products we bring to market and help deliver solutions around are the foundation of what keeps people connected and productive in an environment where perhaps people cannot be together to have an in-person day-to-day experience.

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