Supplying the right tools is only part of what customers need from their distributors.

At the 2026 MEDCO Customer Show, Professional Distributor spoke with Kent Oliver of TreeLine Incorporated about how distributors can help their customers grow their businesses and what separates strong distributor partners from the rest.

For Oliver, keeping customers informed about new technology and tools can help them work more efficiently and make better use of their time.

“I think the biggest thing for our customers, and probably most customers, is providing them the newest technologies and tools to do their job, to make their day more efficient, and get the most out of their time,” Oliver says.

Support also extends beyond what happens during a distributor’s regular route.

“The biggest thing that sets distributors apart are the guys that will answer the phone after hours and go above and beyond to get that customer the tool or the product that they need, even when it’s not convenient,” Oliver says.

As the industry continues to evolve, Oliver says consistency remains important. He also points to access to up-to-date technology, competitive pricing, and a good warranty as factors customers need from their distributor partners.

“The distributor needs to remain consistent in their day-to-day operations,” Oliver says. “They also need to provide that up-to-date technology, the tools at an efficient price, and a good warranty.”