Cheaper that meets their needs. If you are selling the exact same thing for more money, why would they pay more? If they are travelling that distance, they have a higher cost than you do, IF you do everything identical. So where are the differences? What value are you providing for the extra money? There are plenty of opportunities to take from any sized company, but if you can't find the value points, then it will always be about cheapest, regardless of the customer or competitor.