Well I am one of the people who has done this repeatedly, and here are a few pieces of advice:
1. Timboz is right. Have a printout of the best online price you can find on a new unit from a legitimate competitor (not ebay). I start at Full Compass and 8th street. Then you'll at least know if someone is jerking you around. Never pay them more than that price.
2. Find out who in the store knows what the hell they are talking about, and deal exclusively with them. Know their fucking name and use it. It needs to be a manager, so they can sell from any department. So if I need a tuner, my guy in Pro Audio can go get it, so the accessories people don't try to stick it to me for full price.
3. Once you have developed a personal relationship with the manager, ask him for advice, even if you don't think you need it. If he actually knows anything, he might suggest a unit you don't know about. Everybody likes to think they do good stuff for people. It makes them feel useful. Let them think that, whether it's true or not.
4. If a manager quotes you a good price, and you go back to buy it and he's not there, buy it for his quoted price,not one penny more, and make sure they put his name on the ticket. That way he knows he isn't wasting his time talking to you just because you're not buying today. He also knows you'll take care of him when you do buy.
5. Don't buy stuff just to return it after you've used it. Salesmen don't make money that way, and it identifies you as a pain in the ass. Return things when they really are defective, or don't perform as advertised.
6. Give a little occasionally. I can't tell you how many good deals have been driven by a couple of CD's, a couple of Bardwire T-shirts, and a bottle of booze at Chritstmas. That's when you find out about the pristine B-stock items returned by the jerk who just buys stuff to return it. It's also when you find out what the *real* minimum prices are- Sennheiser e835-$36. Oktava MK012- $50.
7. I'm afraid this is the hard one- Salesmen give you great deals on little stuff because they think they can sell you big stuff. So buy stuff! I get prices on Sennheisers, Oktavas, and Behringer toys because every so often, I actually *buy* an SG Supreme, a Digi002, an Avalon AD2022, a B.L.U.E. Kiwi, a Taylor 710CE. There's the price of a used car. Do you think they sell me stuff cheap because of my good looks? No. Anything I can buy from GC, I do, because it lowers my prices on other stuff. If they don't carry what I want, I don't ever buy an inferior alternative, just because they carry it. A guy who actually knows Pro Audio will respect that you have standards, and won't try to sell you junk.
8. Bring your friends to buy things there, and help them pick it out. Often your buddies will get similar prices. This lets the sales staff know that even when you aren't going to buy things, you bring in other people who do. I have stood in GC and sold shit to people I don't even know, just to show the sales staff that I can. And I never bash gear a salesman has recommended, even if I think it sucks.
Just one story. At the time my guy was Chad, manager of Pro Audio at the Natick, MA GC. I brought in a pair of M-Audio SP5B's one of which had been dropped and crunched. I knew I needed some monitors. I only lied slightly. I told him I didn't know how the damage occurred (I had had them for 2 months) and I knew he could't replace them on warranty, so I asked him if they were worth anything on an exchange for a new set. He said, " What the hell? Let's just do a repair ticket on them, and we'll use them for demos. Go pick out a new pair." I also asked him for his best price on an Avalon AD2022- He quoted me $2100, about $400 off sticker. A week later, I bought it, and he wasn't there, so I made them stick his name on the ticket. When he came to work the next day, he was told *he* had sold
an AD2022. He stopped me a couple of weeks later, thanked me, and asked me why I did that. I said, "You ate a monitor that you didn't have to. I never forget shit like that. Thank you." Moral of the story? The real key to getting good prices anywhere is to create a culture of cooperation, rather than an adversarial relationship, and prove that you actually are a buyer. If any of this helps anyone, I'm very happy about it.- Richie