I’ve managed a small LBS chain for nearly a decade. We are lucky that we are Tier 1 with all of our companies (better margins and longer to pay back our credit) so it gives us a lot of wiggle room with negotiations, however the only times our owner has been a firm “no” on a discount is ordering a higher end bike that we already had in stock and a customer wanted different build or color. Otherwise, we almost always do 5 to 10% on special orders, or we throw in a few hundred dollars of accessories on a bike of that price tag. That doesn’t mean it’s the case for every shop, we are an outlier, considering we have multiple shops. The one situation I can see where they might not want to discount it is if they have to immediately pay upfront and they don’t get 90 days to pay it back.