What makes sense with a order volume of 1000, doesn't always make sense with an order volume of 100.A bit off-topic to reply to this, but why would you want to deal with some arrogant distributor if you can buy from the source for less?
So if I deal with the source, I have to order 1.000 and invest in other things, like brand marketing, sales, certification, etc...
However, when you can get 1000 for the price of 100, it starts to make sense to invest in those other things and to become a competitor of the guy who's trying to sell them at the high price. Sometimes that guy is also the only approved guy by the manufacturer, which prompts you tol look for an approved guy closer to the source (country) to buy them at a much lower price. Or sometimes, you just go with a competing product that doesn't have a representative.
Either way, arrogance never pays off, believe me.
In my mind, the customer is always king and more often than those arrogant guys realise, price isn't the only selling point.