For Matt Sledge of Techs Choice Tools, relationships are at the center of the mobile tool business.

Speaking with Professional Distributor at the 2026 MEDCO Customer Show, Sledge discussed how relationships with manufacturers and customers help independent distributors stay informed about new products and quickly bring that information back to their routes.

“That’s probably one of the most important parts of the tool business because the tool business is a relationship business,” Sledge says. “We have a relationship with the vendors, we have a relationship with our customers.”

Communication is also a major part of what Sledge looks for from industry partners. Information about upcoming products, launch timing, and pre-orders can help distributors prepare for customer demand and get new tools onto their trucks quickly.

For Sledge, being accessible matters on the distributor side as well.

“If we don’t answer the phone, the next truck gets the sale,” Sledge says. “So the distributor has to be on point all the time, and they have to have that direct line of communication and always be available.”

Sledge also sees social media playing an increasingly important role in product education. He uses information from manufacturers to create his own product content and says those videos have generated additional sales, including interest from other dealers who watch his content.

“Social media, as much as we don’t like it, is the new form of communication,” Sledge says. “It’s worked out really, really good for our business in education and products.”

At the 2026 MEDCO Customer Show, Professional Distributor caught up with Matt Sledge of Techs Choice Tools to discuss the importance of strong industry relationships, communication, and social media in helping independent distributors stay informed and serve their customers. There's lots more from the Vehicle Service & Repair Video Network! Check out our video library at www.youtube.com/@vehicleserviceandrepair?sub_confirmation=1 VISIT OUR WEBSITE FOR EVERYTHING AUTOMOTIVE http://www.vehicleservicepros.com @@@@@@@@@@@@@@@@@ Due to factors beyond the control of EndeavorB2B, it cannot guarantee against unauthorized modifications of this information or improper use of this information. EndeavorB2B assumes no liability for property damage or injury incurred as a result of any of the information contained in this video. EndeavorB2B recommends safe practices when working with power tools, automotive lifts, lifting tools, jack stands, electrical equipment, blunt instruments, chemicals, lubricants, or any other tools or equipment seen or implied in this video. Due to factors beyond the control of EndeavorB2B, no information contained in this video shall create any express or implied warranty or guarantee of any particular result. Any injury, damage, or loss that may result from improper use of these tools, equipment, or the information contained in this video is the sole responsibility of the user and not EndeavorB2B. The tool and/or equipment featured in this video was supplied by the manufacturer and may or may not be retained by the reviewer at no cost.