My biggest distributor started to do business with me because I helped them with a bit of information. We were all sitting in the office and I was trying to explain my products to them. They all listened carefully and seemed interested, but all of a sudden we had gone off topic. One of the mangers starting discussing sourcing, of a certain product and asked me, if I new were to obtain it.
I knew the source of were to obtain the product and told them. I did not know it at the time, but my information helped them land a substantial tender.
Later, (about a week) they told me that it was my info that helped them, seal the deal. Next I received, a Purchase Order for my products. We have being doing business, ever since.