Uh yeah the key is to trade into to a line I distribute. If I could sell all lines I would. The suppliers will not let me. You make it sound as if I am pulling as fast one on people by allowing a trade in. As for your second question "What do I do about a customer who doesn't want a line I distribute?" I find the customer friendly shop that does sell that product and I call them to get a stock and availability. Scubatoys, Emerald Sea Divers and even my closest dive shop Arlington Scuba have all gotten calls from me and/or my customers about product I may not carry and or product I do carry, but do not have in stock. Ever see Miracle on 34th street? It does happen people do leave Macy's to shop at Gimbel's. Guess who wins? My shop and my customer.
Actually, yes my distributors will penalize me for selling below MAP. I was only commenting in my orginal post about the argument that manufacturers are selling to LP because they are saving money on not providing warranties. There is nothing that stops me from giving away product, classes, air fills, etc. etc. to compete with MAP. The key for any retailer is find your niche, listen to your customer and meet their needs before your own.