I have had this happen to just recently on a 20K deal.

I was so angry, but realized there wasn't much I could do except sell the fact that I was 30 minutes away. Was available 7X24 and would provide a better warranty than he would get by the internet company. Lucky for me the customer chose me but I also dropped by margin by 10%.

Selling your value as a service company and not a sales one usually will open the customers eyes...but not always.