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@Greenbank
Offering to include some overpriced item from the LBS may help sweeten the deal.
When I bought my Wilier from Cycl*s*rg*ry years ago they didn't want to sell it to me on the C2W scheme at first as it was already heavily discounted being a previous years' model and the shop only gets 90% of the voucher price. I just told them to add £100 to the price to cover that (it was still a great deal for me) and they wouldn't be out of pocket after Cyclescheme took their cut.