Doesn't always work, some firearms might be on consignment with a minimum price. I've run into that and sometimes the minimum is closer to what someone saw on GunBroker than what it is really worth.
I agree to a point. Times have changed and we need to recognize how fair market price is now set.
The same pricing strategy was used for the Model 39-2 I picked up at a gun and pawn shop last week.
When I asked for his best price, he stated that was it because it was a consignment gun. He went on to add that when they set the price with the consignee, they'd looked at prices for similar Model 39s for *completed* gunbroker auctions where the guns had actually sold and priced it accordingly. I can't fault that approach as it's the same method I use in setting the actual market value for firearms.
Like it or not, we live in an internet and online auction age and completed sales on sites like Gunbroker do indeed set the market price. The days when you could watch a collectible or less common firearm (with limited appeal to the local shooters/market) sit on a shelf for weeks, months or years until the dealer felt compelled to turn it back into money at a steep discount are pretty much over. Sites like Gunbroker make it very easy for a shop to connect that niche market gun to a buyer willing to pay what it is worth. They no longer have to sit on it for months or years and then sell it at a discount to a local looking/waiting for a "deal".
Some folks still look at blue book prices, but they are pretty well useless for anyone other than a dealer looking to price a firearm they are not familiar with. In that case, they are only going to offer about 50-60% of the blue book's retail price anyway. The fact those prices both lag the market, and don't reflect the realities on the wider online market, just benefits the shop doing the buying. A low blue book value just makes their offer even lower than it should be.
In truth the $670 OTD price for that Model 39-2 was a bit lower than what I'd seen on completed/sold GB auctions for similar 39-2s and was a fair price. I was just asking about a possible discount for the sake of asking (at my usual shop I normally get 10% just because I'm a well known, good customer). In any case, I paid the $670 and took it home.