One of the big stories this year is Dell’s partnership with distributors such as Ingram Micro and Tech Data.

I was at D&H Canada’s open house last night and I notice not one but two Dell Canada executives.

During my interview with D&H CEO Michael Schwab and Canadian GM Greg Tobin, they made it clear to me that D&H Distributing is not interested in a partnership with Dell.

However, D&H does help Dell on the peripherals side for its Web site business. For example, Sling Media products are available on along with several other products D&H currently distributes in North America.

D&His a drop ship partner for Dell and many other E-tailers. Schwab toldme that D&H is the engine for many E-tailers in Canada.

But,Schwab said that D&H’s value is with strategic vendors in marketsthey serve and in the categories the distributor serves. D&H hasAcer and HP as vendor partners in hardware.

“Weare not looking to expand to a level similar to Ingram Micro or TechData has today. Part of our value is in having that extra knowledgeabout the products we carry. We are a strong go to market partner withvendors. So no we are not currently interested in adding the Dell linethrough D&H,” Schwab said.

Schwabalso pointed out that D&H is not interested in any private label orwhite label business. An example of this is Ingram’s V7 line of flatpanel monitors. Schwab and Tobin respect other company business models,but said that they do not want to copy that model for D&H. Schwabis more interested in evangelizing brands from his vendor partners inthe market place.

“Weare not going to create our own brands and be in competition with ourvendor partners who have established strong brands already,” he said.

The open house was a great event for channel partners. They were many fascinating vendors on hand such as Cisco with its PureDigital Flip camera, TalkSwitch with its SMB phone system and other vendors such as NetGear, Cyber Power, and Western Digital.


Two quick hits before I go. Zeno Ricci, Targus’s first ever Canadian employee is celebrating 20 years running the organization. CDN congratulates him.


Further congratulations goes out to the staff at Lenovo Canada for donating more than 40 ThinkPad laptops to the Heart and Stroke Foundation for its Ride for Heart,a charitable event where 12,000 participants cycle or roller blade downthe Don Valley Parkway and Gardiner Expressway in Toronto.

Theevent was challenged by the many participants who pick up theiraccreditation on site as well as managing all that paper, which neededto be categorized, sorted and filed outside before the event started.With Lenovo’s help the ThinkPads were placed at 30 stations forpre-event registration and it has significantly reduced theadministrative headaches and helped to smooth out the pledge process aswell.