<!DOCTYPE HTML PUBLIC "-//W3C//DTD HTML 4.0 Transitional//EN"> <html xmlns:v="urn:schemas-microsoft-com:vml" = xmlns:o="urn:schemas-microsoft-com:office:office" = xmlns:w="urn:schemas-microsoft-com:office:word" = xmlns="http://www.w3.org/TR/REC-html40"> <head> <meta http-equiv=Content-Type content="text/html; = charset=iso-8859-1"> <meta name=ProgId content=Word.Document> <meta name=Generator content="Microsoft Word 9"> <meta name=Originator content="Microsoft Word 9"> <link rel=File-List href="cid:filelist.xml@01C40614.F07C7F60">  <style>  </style>  </head> <body bgcolor=white lang=EN-US style='tab-interval:.5in'> <div class=Section1> I = would have honestly told your customer that my experience is that piano = instructors typically know very little about pianos, usually even less than a piano salesman. = I have years of experience in installing scores of these systems and can = produce documented evidence of the difference they make in stopping radical = pitch swings. This is why it is always a good idea to record how far off pitch = the piano is on your customers record. If I have tuned the piano more than = once in the past I can show them how far off pitch it was each time, usually 20+ = sharp in the summer followed by 20- in the winter. = <o:p></o:p> <!= [if = !supportEmptyParas]> <![endif]><o:p></o:p> It= is the instructor who doesn’t know what he is talking about and that is = the truth. Tell your customer that the instructor may be a very good piano teacher, but = he does not have anything close to your experience or knowledge on the proper = care of pianos. That is the truth and you should not feel bad at all about = saying it. Then emotionally disconnect yourself so that you can walk away from the sale. = It is his piano’s tuning stability/longevity that is at stake here, not = your reputation. If he refuses the sale, no problem. Next time you are out to = tune show him how far off his pitch is.<o:p></o:p> <!= [if = !supportEmptyParas]> <![endif]><o:p></o:p> Da= mp Chaser also used to have letters from all the piano manufacturers = recommending the use of their systems. You might get a copy of those. = <o:p></o:p> <!= [if = !supportEmptyParas]> <![endif]><o:p></o:p> If= you are only making the cost of one tuning on an installation you need to = radically alter your price. I gross about 3-4 tunings per sale/installation. Here = is what you need to make:<o:p></o:p> <!= [if = !supportEmptyParas]> <![endif]><o:p></o:p> Pr= ofit on the system (40%-50% margin)<o:p></o:p> Sa= les commission for the time you spent talking to them to sell it (20-30% of total = cost)<o:p></o:p> Fe= e for followup time spent answering questions ($25 per phone call, figure one = or two calls on an average sale)<o:p></o:p> Tw= o hour service call for installation (reducing time to under one hour will pay = you a bonus here)<o:p></o:p> <!= [if = !supportEmptyParas]> <![endif]><o:p></o:p> Yo= u figure the total. Then make that your non-negotiable price (but don’t = itemize for the customer. Just tell them that is the installed price). For a few hundred dollars you are installing a system that will protect their investment = of thousands of dollars, plus make it sound nicer between tunings. It is a great deal = for them. I don’t usually sell a system the first time I present it, = but after one or two more tunings where I show them the continued pattern of wildly = deviating pitch I can often close the sale. Especially in churches that = don’t maintain consistent temperatures. They usually know they are being hard on the = piano. And I emphasize how hard and damaging it is on their fine musical = instrument to be in such an environment.  = I also relay my experience of scores of churches with the system vs. those = without and what a huge difference they make. <o:p></o:p> <!= [if = !supportEmptyParas]> <![endif]><o:p></o:p> <!= [if = !supportEmptyParas]> <![endif]><o:p></o:p> Dean<o:p></o:p><= /font> <![if = !supportEmptyParas]> <![endif]><o:p></o:p></= p> Dean May             cell = 812.239.3359<o:p></o:p></= p> PianoRebuilders.com   = 812.235.5272<o:p></o:p></= p> Terre Haute IN  47802<o:p></o:p> <= span class=EmailStyle15><![if = !supportEmptyParas]> <![endif]><o:p></o:p> -----Original Message----- From: = pianotech-bounces@ptg.org [mailto:pianotech-bounces@ptg.org]On = Behalf Of Dave Smith Sent: Tuesday, March 09, = 2004 7:28 PM To: Pianotech Subject: Piano Humidity = Control System bashing <![if = !supportEmptyParas]> <![endif]><o:p></o:p> I've asked a couple of you privately for advice, but would like a wider = opinion from this list.  <o:p></o:p>  <o:p></o:p><= /p> I left a DC brochure with a customer with a new Kawai Grand.    = I was there for the first tuning in late Oct and their house was open, the = humidity was high,  and the owner seemed very tuning-concious.  I = explained the main effect would be tuning stability, but general piano health = would be better, with more stable humidity and lower humidity also.  (Homes = here with AC on can still vary from 50-70% humidity, in my experience, = depending on outside temp and humidity, and AC system size and type.  Many cool = days when people open their windows have humidity of 80% and up to 100% sometimes.  Technicians here normally install the heater bars and humidistats, but no humidifiers.)<o:p></o:p><= /p>  <o:p></o:p><= /p> When I followed up for DC install and /or 6 month tuning, he had talked to = their piano teacher, who has a studio in Cape Coral.  Was told that DC was a = bad idea for a nice piano, and they "we are finding that they do more harm = than good."  "Hot spots, etc,   better to not use = one unless you have things sticking etc."<o:p></o:p><= /p>  <o:p></o:p><= /p> This is a reputatable teacher who I believe is operating under either old = infomation, false information, or no information.  Lots of techs, at least in = this neck of the woods used to install the heater bars without humidistats, = and maybe that is the source of his  belief.  = <o:p></o:p><= /p>  <o:p></o:p><= /p> I told my customer that I believed his teacher was misinformed, and that I = would talk to him.  Set up the tuning appt for the customer for = May..  He is honestly convinced that he might be risking his piano by = installing a system.  <o:p></o:p>  <o:p></o:p><= /p> I feel badly for two reasons.  First, my judgement is in doubt.  = Second, the customer possibly believes that I am just trying to sell him something = to line my own pockets.  I did tell him that I only make about the cost of = one tuning when I install the system.   And that he would likely = need tuning less often with the system.    So over a period of = time, I actually may lose income.<o:p></o:p><= /p>  <o:p></o:p><= /p>   I am a believer in the systems, as long as they are properly installed = with humidistats. Have one in my own Yamaha grand piano and it has made an incredible difference in tuning stability.  But I have also found = in the past that debating with someone who already has made up his mind is neither fun nor fruitful.<o:p></o:p><= /p>  <o:p></o:p><= /p> What do you think.  What would you do? <o:p></o:p><= /p>  <o:p></o:p><= /p> Dave Smith <o:p></o:p> SW = FL<o:p></o:p><= /p> </div> </body> </html>