<HTML><FONT FACE=arial,helvetica><FONT SIZE=2>In a message dated 6/1/01 1:04:15 PM Central Daylight Time,
<BR>dnereson@dimensional.com (Dave Nereson) writes:
<BR>
<BR>
<BR><BLOCKQUOTE TYPE=CITE style="BORDER-LEFT: #0000ff 2px solid; MARGIN-LEFT: 5px; MARGIN-RIGHT: 0px; PADDING-LEFT: 5px">If a piano needs a new sounding board I often here "...but it won't be a
<BR>Steinway anymore." </FONT><FONT COLOR="#000000" SIZE=3 FAMILY="SANSSERIF" FACE="Arial" LANG="0"></BLOCKQUOTE>
<BR></FONT><FONT COLOR="#000000" SIZE=2 FAMILY="SANSSERIF" FACE="Arial" LANG="0">
<BR>Willis Snyder has a good solution for this. He invites the client to his
<BR>shop to discuss the remanufacturing of the piano. When the issue of the
<BR>soundboard comes up, he invites the customer to have a couple of steins of
<BR>the German beer he keeps in the cooler. Once those are consumed, the
<BR>customer inevitably sees things from Willis' point of view.
<BR>
<BR>But to be realistic about it, you only need to reassure the customer that the
<BR>new board will be constructed in the same manner and of the same kind of
<BR>select wood that the Steinway factory used originally. It's an issue that is
<BR>best dealt with over a long consultation and not with a one liner.
<BR>
<BR>Bill Bremmer RPT
<BR>Madison, Wisconsin</FONT></HTML>