perplexed

[Frank Weston]

Jon Page wrote:

> I have a grand on consignment with a dealer closer to Boston.
> I supplied an artist bench with it. He has taken a deposit on the
> piano and some bass strings were added yesterday for the customer's 
> final OK.  When I asked how did the customer like the artist bench,
> he said he sold the piano with a standard bench and tersely added,
> "I'm keeping it".  This took me aback and I did not respond.

There are lots of views that could be taken on this situation:

First view:  If you got your asking price for piano and bench, why should
you care where the bench goes?  Sort of, but not quite, like selling your
car to a used car lot, then getting upset because they resold it at a
profit.  I understand that a sale and a consignment are two different
things, but you get the point.  

Second view:  You did enlist the help of the dealer to sell your piano, and
he sold it for your asking price.  Why should you get upset at what
negotiations he had to make?  Would you be upset if he had had to throw in
a set of covers at his cost to close the deal?  The dealer is entitled to
what ever profit he can make from selling.  Selling is his livelihood.

Third view:  The piano and bench are yours to be sold only under terms to
which you agree.  If you don't agree to the terms under which the dealer
sold the piano, squash the deal.  If the dealer complains, take your piano
and bench back. 

Fourth view:  The dealer is an unscrupulous scoundrel and should be
flogged.  The bench was specifically part of a package deal, the contents
of which all belong to you.  If he wanted to make changes in the package,
he should have first consulted you.  Any profit he makes by cutting corners
on the deal is legitimately yours.

The truth probably falls somewhere between views two and three.

If I were you, I would mark this whole episode down as experience.  I would
ask the dealer for a share in the profit from the bench swap.  Explain to
him why you think you're entitled, and why it is to both your advantages to
maintain a fair business relationship.  If he delivers your share, good. 
If not, too bad.  Then, in any case, I would deal at arm's length with him
in the future.  Face it, you may need him somewhere down the road, and
there is no use cutting off your nose to spite your face. 

In any situation like this, I find it a good approach to figure out my own
priorities. Decide what you want, then act accordingly without letting
emotions interfere with business.

Frank Weston