For Jon Boll of Rolling Wrenches, staying competitive as an independent distributor means building relationships, getting new products in front of customers quickly, and knowing those products well enough to sell them.

Speaking with Professional Distributor at MEDCO’s 2026 Growth in Motion Expo, Boll described strong industry partnerships as “like water to a fish.”

“Coming here year in and year out, seeing all the different manufacturers and learning about their new products, that’s how you become successful,” Boll says.

Those face-to-face relationships can also become valuable when a distributor needs help after the sale.

“If you have a warranty issue, you know who to reach out and see because you met them in person, and you know they’re here to support you,” Boll says. “We’re here to support them.”

Speed is another priority. With technicians seeing new tools and equipment across social media, Boll says customers increasingly expect distributors to have those products available quickly. He points to MEDCO’s ability to get new products to distributors as particularly important when competing with online sellers.

Education, however, may be the most important piece. Boll spent the previous day attending training sessions with his second driver so they could bring what they learned back to their customers.

“If I’m not educated, I can’t educate my customer, and they’ll go somewhere else to get the product from the people who know what they’re talking about,” Boll says.