One thing we found interesting is that the aforementioned piece of equipment has been selling like crazy (and is totally profitable at the minimum advertised price[MAP]) in most stores, so there was not really a good reason for either of the first two stores to lose the sale.
Being greedy or totally unaware of the "going rate" can hurt a store. And refusing to try anything new doesn't help matters, either. Sitting around and waiting for customers to walk in the door without doing anything to bring them in can close a store. These are all lessons that reps try to teach our dealers.
Of course we reps have to report to our manufacturers on a regular basis and look at individual dealers' sales histories, which involves a lot of discussion. It's hard to keep the manufacturers convinced of a certain dealer's loyalty when we have the evidence in black and white on the reports that they are not supportive.