Due to technology, the market has become very small. Location is no longer as responsible for business as it was a few years ago. You can almost instantly chat, message or call up a person sitting in Chennai, Delhi or Rajasthan at any time and discuss the availability, rate, etc. There are also some firms who offer as an cover for purchase directly so the trust question is thrown out. One party can buy from other party by paying. The payment is held with the third party. As soon as the first party confirms that they have received the material, payment is released by third party.
Things are quickly turning into commodity with less and less differentiating factors. You cannot compete on things like delivery, quality, even costs. All parameters are same for commodity. The things that can come to your aid here is Good Service / System. You can educate your employees so that they can take care of the customer. If you give good service to your customer, your customer will not only come back to you regularly, but also tell 10 more people about you. In service, you can give different things. You can give transportation, you can give good packing, you can give faster delivery at low costs, you can give credit, you can give information and knowledge.
There is also an angle of relationship which comes into picture. If your relationship with your clients are good, they will back you no matter what. Even if there is other competitor sitting out there, they will let you know and tell you about the problem that they might have. You are given full chance to continue with them. For this, you need to be in touch with them even out of business. You can talk and discuss different topics with them. You need to create at least some differentiating factor, so that people remember you. Among other things, Himesh Reshmiya was famous for his cap. It set him off differently.
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