<!DOCTYPE HTML PUBLIC "-//W3C//DTD HTML 4.0 Transitional//EN"> <HTML><HEAD> <META http-equiv=Content-Type content="text/html; charset=iso-8859-1"> <META content="MSHTML 6.00.2900.3020" name=GENERATOR> <STYLE></STYLE> </HEAD> <BODY id=role_body style="FONT-SIZE: 10pt; COLOR: #000000; FONT-FAMILY: Arial" bottomMargin=7 bgColor=#ffffff leftMargin=7 topMargin=7 rightMargin=7> <DIV>  <DIV><EM>When a customer wants to buy a $!,000 piano and not a $2,500 much better piano, I tell the customer as follows: A piano is not like a car, which you buy, use for a few years, and then get rid of.</EM> </DIV> <DIV> </DIV> <DIV><FONT size=3>"Yes, but I'm not sure Suzie will stick with it, so I don't want to spend that much."</FONT></DIV> <DIV> </DIV> <DIV><EM>A piano is a lifetime investment. Now, if you spend $1,500 more for the better piano and have it for the next</EM></DIV> <DIV><EM>50 years, which is very likely, it means that you'll be spending only $30 per year to have a fine instrument for the rest of your life</EM> </DIV> <DIV> </DIV> <DIV><FONT size=3>Well......., yeah......., but I'm not so sure you'll find that many $2,500 instruments that will be fine instruments for the rest of someone's life. Is your store in a retirement community?</FONT></DIV> <DIV> </DIV> <DIV>Also, when a customer wants to settle for a piano that's falling apart because, "Johnny is just a beginner, he doesn't need a really good piano," I ask the mother how she would feel when Johnny grows up and is ready for his first driving lesson, and the instructor pulls up in an old, beat up car. Wouldn't she want to see, instead,  a nice, modern vehicle that looks and drives like a real car, instead of an old piece of garbage?</DIV> <DIV> </DIV> <DIV><FONT size=3>"Yeah, but that's the instructors car - I don't have to pay for it!" "An old hand-me-down will be fine for Johnny's first car."</FONT></DIV> <DIV><FONT size=3></FONT> </DIV> <DIV><FONT size=3>Actually, I agree with much of what you say. However, I've also heard the comments above more times than I've cared to.</FONT></DIV> <DIV><FONT size=3></FONT> </DIV> <DIV><FONT size=3>Terry Farrell</FONT></DIV></DIV> <BLOCKQUOTE dir=ltr style="PADDING-RIGHT: 0px; PADDING-LEFT: 5px; MARGIN-LEFT: 5px; BORDER-LEFT: #000000 2px solid; MARGIN-RIGHT: 0px"> <DIV style="FONT: 10pt arial">----- Original Message ----- </DIV> <DIV><BR></DIV><FONT id=role_document face=Arial color=#000000 size=2> <DIV>When a customer wants to buy a $!,000 piano and not a $2,500 much better piano, I tell the customer as follows: A piano is not like a car, which you buy, use for a few years, and then get rid of. </DIV> <DIV>A piano is a lifetime investment. Now, if you spend $1,500 more for the better piano and have it for the next</DIV> <DIV>50 years, which is very likely, it means that you'll be spending only $30 per year to have a fine instrument for the rest of your life instead of having to settle for a piece of junk. Isn't it worth it? Also, when a customer wants to settle for a piano that's falling apart because, "Johnny is just a beginner, he doesn't need a really good piano," I ask the mother how she would feel when Johnny grows up and is ready for his first driving lesson, and the instructor pulls up in an old, beat up car. Wouldn't she want to see, instead,  a nice, modern vehicle that looks and drives like a real car, instead of an old piece of garbage? </DIV> <DIV> </DIV> <DIV>Jesse Gitnik   NYC</DIV> <DIV>Since 1980</DIV></BLOCKQUOTE></FONT></BODY></HTML>