This is what bricks and mortar need to adapt to. PA hire/teaching is a great value add service - and gets people physically into the shop so sales people can go - "Hey, have you seen this piece of kit?". It's a mercenary shopper who will then go elsewhere to save a tenner if they have built a good relationship with the shop.
Thing is, most shops and distributors aren't so keen on that model. Like everybody, it's become more about shifting boxes.