I will try to help you without just out right saying that Totem speakers have a XX% margin. I'm also not going to try to avoid preaching the business side of things, which would have potentially a lot of different layers.
I own a custom integration firm (USA) and have been courted by Totem several times over the years so I have their pricing sheets. I will preface this that I do NOT know where you are geographically in the world so I can only vouch for margins where I am at.
I will also say that I am fairly familiar with the line because a smaller company who IS a Totem dealer often times subs for us when we have projects that need cable pulled, TVs hung, etc. He has a few pieces and has let me borrow them to mess around a few times. The Totem sales rep in 2010(ish) had also brought in Tribe V and Hawk models for us to listen to and demo. They are good speakers and the Tribe V is a really nice on-wall offering.
COULD the dealer sell the speaker to you for 35% off without hurting
himself? YES, absolutely. Why wouldn't he? On the immediate surface - in his eyes - it's probably not really very attractive for him unless he is struggling for cash and desperately needed some money.
Speakers have a healthy markup in them, certainly. But it's not like clothing where things are bought for $40 and sold for $150 with 50% off.... Well, at least not box speakers. In-ceiling/In-wall can be a totally different game depending on the manufacturer.
Some solutions for you.....
- If you are having these installed on the wall, maybe ask for 15% off and his company installs them and includes wire & cable.
- If you are wanting to do the install yourself, or these are just going on the floor ask for 25% off and offer that you will sign a "Special Order, no returns" waver. This limits his risk and you get your discount.
25% off of a speaker is a significant discount if he has a good business, but it depends on his perspective. From my perspective, if we were just handing someone the boxes, I would gladly give 25% off and a "Thanks, have a great day!". Actually, now that I'm picturing this.... Wow! I wish it were that easy most of the time
. I would have made a happy new client, probably leading to new business down the road and still not have to do any real
work... design/engineer the install, show you how to use a system, follow up service calls, etc. What a great way to make money! "Here are your boxes.... see you around!" .
Unfortunately, this isn't a common attitude in our industry. I wish you the best of luck in your speaker quest and hope you find the right speaker, the right dealer, and the right price!