Been ages since I posted anything on here!
Jason, back in the day for me Canon didn't do anything unless it was minimum $50k wholesale. KM on the other hand was extremely aggressive with doing whatever was needed to get our wholesale price down. We also had a fantastic dealer account manager though who would go to bat for us every time.
In a RFP situation, you would think they would understand that you are dropping your margins or more than you expect the manufacturer to.
"Where there's a will, there's a way."