D&H Distributing Hits $4B In Sales, Focuses On Vendors With ‘Channel Integrity’

‘We’re not the supermarket of distributors. We don’t sell every vendor. We want to have the best in breed and drive disproportionate share for you,’ says D&H Distributing Co-President Dan Schwab.

D&H Distributing has experienced huge growth—exceeding $4 billion in revenue last year—and this year the company opened a brand-new headquarters. Key to driving such growth is remaining focused on only providing the best vendors for its SMB-focused partners, said D&H Co-President Dan Schwab.

“It’s not just about the products,” Schwab said. “We really want to spend a lot of time working with our vendor partners to offer the best programs. We’re not the supermarket of distributors. We don’t sell every vendor. We want to have the best in breed and drive disproportionate share for you. We believe in these vendors. We think they have great channel margin, channel integrity, they want to help you be successful, and they don’t want to compete with you.”

[Related: 5 Big Bets That D&H Distributing Is Making In 2019]

D&H Distributing kicked off its 2019 Mid-Atlantic Technology Conference Wednesday with a show floor packed with products, and more than 900 D&H partners in attendance, to hear first-hand from the vendors they sell.

Vice President of VAR Sales Peter DiMarco said with the company’s new 250,000-square-foot headquarters on a 50-acre campus just a few miles from its long-time home in Harrisburg, Pa., the company is well positioned for its customers.

“We will be the only distribution sales center that is within a few hours drive of every Northeastern and Mid-Atlantic city, so we’re really excited about that,” DiMarco said.

He told the crowd that what sets D&H apart and helps it stay competitive and helpful to partners is aligning with vendors that want to “roll up their sleeves” and get work done “every day.”

“We help you solve problems. We help you resolve issues,” DiMarco said. “Simple things like deal registration are not simple. Getting access to a financial program, getting certification, getting sales training for a specific solution can be very, very hard. Those are the things that hopefully we are executing for you every single day. We also take on the role of being a voice, and the face, to the vendor community on your behalf.”

Jeff Hedrick, director of sales and marketing with Smart Choice Computer Solutions, a solution provider based in Cumberland, Md., agreed. He said D&H has been helping his company with winning K-12 accounts in the face of competition from bigger, national MSPs.

“We do a lot through D&H,” Hedrick said. “From what I’ve seen, D&H is helpful. We’ve started to tap into the marketing and other resources that D&H has for us.”