240W PM's

I am assuming that when you say "that you were told..." that you are referring to your company, that it wasn't the wholesaler who changed your price. I also assume that the $2,800 was a delivered price that included shipping.
I think the first thing that I would do is track down the tech that did the work and see if he really did all the work that was claimed. It may not matter but at least you would know what you were dealing with.
What if the customer was willing to buy it "as is" and go time & parts rather than maintenance contract? If my price was to be $4,200 less, that's the route I would go and take my chances. Your dealership has eliminated that possibility.
From a company perspective, we have always added reconditioning costs as well as "fluff" charges to equipment bought from a wholesaler because of the risk of the unknown that might not come to light until way down the road...hidden service problems from a lightening strike or bent frame, etc., inventory that never sells whatever. All that being said, there is no justification that I can think of for a 300% increase. I have to believe that if you told them that they are stuck with it at that price that they will reconsider. Our goal is that the sales cost needs to be 25% of the street price of new. That way Sales reps can sell at 100% markup and the customer is getting it for 50% of the cost of new.

YES, THE 2,800 was the final cost on the equipment. I quess our beef is that when a customer needs the PM, our charges to the customer is less than the charge to sales person. Plus talking to the tech is useless, they tell us nothing and to speak to management.

I can understand a mu on parts and costing for labor and realize the comapany should make money for the prep of the unit. However, I have estimated the parts at about $1800 plus labor, lets give it four hours of labor at 80, which equals 320, you know have a cost of $2,120, put a 40% MU there and you know have 3,000 plus cost of the unit, should be about $5,800. my thoughts