I recommend him to contact one (or more for a second opinion) B&O shops to discuss a cooperation. I think it will be hard to become a B&O retailer on his own. He needs the competence in form of a seller who knows a lot about B&O and who stays updated.

The shop can also take care of any problems with the setups and guarantees. I do believe any shop would be interested in such cooperation and will certainly give him a good discount. This will also generate more sales for the shops when the clients wishes to expand their system.

At the end of the day your friend may have better luck becoming a dealer. I don't know what country this person is in, but as a retailer I would never sell in quantity at a discount for resale. Margins are slim enough as it is. Why give up profit but retain responsibility for service & support? Why hurt fellow retailers in other areas? It is more productive to sell full price to the end user and give them the best service and support available than to send products out into deep space and hope that a middle man won't make a hash of it and turn off a potential client. 

We prefer to partner with design & build firms and sell direct to the end user with some measure of consideration (a bonus if you will) to the partner that originated the lead. For MDUs and hotels, there is a hospitality division that handles this directly.   

I've been told that you can get up to a 50% discount from a joint promotion if you approach a local dealer - they want people to promote B&O products, locally, where (potential) customers will see the product.

If your friend is planning on showing off B&O equipment where it will be seen by potential customers, tell him to approach his local dealer with a business case. If it's for a hotel or other development, tell him to approach B&O directly.

My architect-based brother is always doing this with various suppliers and often secures a discount, although it's not huge. 10-15%? It will just be a volume order.