Customer Intimacy

The focus on family culture extends to D&H’s customers, Schwab said. 

“Our core foundational principle is customer intimacy," Schwab said, explaining that D&H not only invests in its customers with the training, education and services other distributors offer, but also places a high importance on being intimately connected with clients.

D&H does this by making it a high priority to pair each customer with one representative while it works with D&H.

Ben Johnson, CEO of Griffin Ga.-based Liberty Technology, said that's one reason he has stayed with D&H for several years. Other distributors regularly rotated their representatives, he said.

“It was like getting remarried and divorced four times a year."