<!DOCTYPE HTML PUBLIC "-//W3C//DTD HTML 4.0 Transitional//EN"> <HTML><HEAD> <META HTTP-EQUIV="Content-Type" CONTENT="text/html; = charset=Windows-1252"> <TITLE>Message</TITLE> <META content="MSHTML 6.00.2800.1400" name=GENERATOR></HEAD> <BODY> <DIV><SPAN class=375521020-14072004><FONT face=Arial>A recent = discussion talks about how it is often not worth time and money to resurrect old uprights.</FONT></SPAN></DIV> <DIV><SPAN class=375521020-14072004><FONT = face=Arial></FONT></SPAN> </DIV> <DIV><SPAN class=375521020-14072004><FONT face=Arial>But here's = another perspective to think about ...</FONT></SPAN></DIV> <DIV><SPAN class=375521020-14072004><FONT = face=Arial></FONT></SPAN> </DIV> <DIV><SPAN class=375521020-14072004><FONT face=Arial>Typical = Scenario: Many people are unable or unwilling to afford anything except that $200 = wonder they bought from Cousin Louie. Okay, so we go in and quote our book rates for = fixin' 'er up and they say, "No way, Jose."</FONT></SPAN></DIV> <DIV><SPAN class=375521020-14072004><FONT = face=Arial></FONT></SPAN> </DIV> <DIV><SPAN class=375521020-14072004><FONT face=Arial>Alternative Scenario: I sometimes determine that the proud owners are = reasonable prospects to become REGULAR  tuning customers. I lay out the = whole picture and offer them a reduced cost (sometimes fairly substantially = reduced) to put it in working condition and we discuss down-the-road additional = work the piano needs--very open, very honest, making sure they know it's a deal = and that it is based on my desire to have them as regular customers. = </FONT></SPAN></DIV> <DIV><SPAN class=375521020-14072004><FONT = face=Arial></FONT></SPAN> </DIV> <DIV><SPAN class=375521020-14072004><FONT face=Arial>I got burned on = two of these deals, but on the several others that I have done, it worked out = exactly as hoped. I now have regular income and grateful referal sources = that I would not have had. And in two cases, I later did extensive work = (restringing, new hammers, etc.) at full shop rates and parts = mark-up!</FONT></SPAN></DIV> <DIV><SPAN class=375521020-14072004><FONT = face=Arial></FONT></SPAN> </DIV> <DIV><SPAN class=375521020-14072004><FONT face=Arial>I think this = has been a worthwhile business-builder and it really helped me get going in the = early years. After all, as the poet (me) said ,,,</FONT></SPAN></DIV> <DIV><SPAN class=375521020-14072004><FONT = face=Arial></FONT></SPAN> </DIV> <DIV><SPAN class=375521020-14072004><FONT = face=Arial>    Making a nice profit on a job is a very nice thing ...</FONT></SPAN></DIV> <DIV><SPAN class=375521020-14072004><FONT = face=Arial>    But in business, as always, <EM>CASH FLOW is KING!</EM></FONT></SPAN></DIV> <DIV><SPAN class=375521020-14072004> </SPAN></DIV> <DIV align=left><FONT face=Arial size=2>Alan R. = Barnard</FONT></DIV> <DIV align=left><FONT face=Arial size=2>Salem, MO</FONT></DIV> <DIV> </DIV></BODY></HTML> <BR> <P><FONT SIZE=2>---<BR> Outgoing mail is certified Virus Free.<BR> Checked by AVG anti-virus system (http://www.grisoft.com).<BR> Version: 6.0.719 / Virus Database: 475 - Release Date: 07/12/2004<BR> </FONT> </P>