When customers can buy the same product directly on platforms, their judgment of whether a distributor has value shifts from 'price' to 'what can this relationship give me'. The key to breaking through is making customers see clearly that you provide things the platform cannot: dedicated technical support, reliable delivery commitment, after-sales handling capability, local language communication, and product selection advice tailored to their specific scenarios. All of this must be made concrete and documented, not left as verbal promises. At the same time, if your transaction conditions, quotation versions, and transaction history with customers are fully preserved, the switching cost for customers to change suppliers increases—they know that switching to someone new means starting from scratch, while your records are continuous. In other words, what keeps customers isn't beating on price; it's making them feel that 'doing business with you is more hassle-free than buying directly on platforms'.