Here is a copy of something I sent a while ago to someone who was attempting to improve there inventory through a loan program. University of I N T E R O F F I C E M E M O R A N D U M Cincinnati Date: 17-Jan-1995 01:11pm EST From: Michael Wathen WATHENMJ Dept: College Conservatory of Music Tel No: 556-9565 TO: Remote Addressee ( pterry@bgnet.bgsu.edu@external ) Subject: RE:Kawai Loan The Downside- 1). There is a possibility that the institution would have too high a ratio of loaned instruments to owned instruments. Were the retailer or the manufacturer to decide to end the agreement because of bankruptcy or greener marketing fields elsewhere then you wouldn't want to get caught in an over dependent situation. Our ratio is 25/250 or 10%. We are currently negotiating a purchase of some larger grands and professional uprights which will change this ratio to 20/255. The feeling is that we want them to loan us the larger better quality instruments. The retailer grunts because these instruments are harder to sell in the sale so we purchase some of these higher end items from time to time then ask for an upgrade of the loaners. Along these same lines we try not have loaner pianos in critical spaces such as recital areas and Piano Performance Teaching Studios. We are not always successful. We have had loaners in recital areas but there was always a second instrument. Our agreement originally was with Kawai America and when the contract came up for renewal the Dealer convinced us to have the contract with them. Kawai was asking for a annual rental charge for the loaned inventory. The Dealer was willing to front the inventory himself in exchange for a gentleman's agreement that we would continue to purchase instruments at a reasonable rate. The local dealer relationship was a key factor in the ongoing success of the program. They are extremely cooperative. Finally, a good technician that can provide stable tunings is a must. These instruments need to be tuned at least four times a year solely because they are new. There are also service problems that must be attended to on a as needed basis, such as sticking keys and dampers. This situation is unavoidable. My suggestion is that the technician you employ should be held on a retainer rather than priced out per tuning. You need to be able to call this person as needed and get quick response to a problem. Michael Wathen College-Conservatory of Music University of Cincinnati
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