<!DOCTYPE HTML PUBLIC "-//W3C//DTD HTML 4.0 Transitional//EN"> <HTML xmlns="http://www.w3.org/TR/REC-html40" xmlns:v = "urn:schemas-microsoft-com:vml" xmlns:o = "urn:schemas-microsoft-com:office:office" xmlns:w = "urn:schemas-microsoft-com:office:word"><HEAD><TITLE>Re: Petrof = keyslip</TITLE> <META http-equiv=Content-Type content="text/html; = charset=iso-8859-1"> <META content=Word.Document name=ProgId> <META content="MSHTML 6.00.2800.1400" name=GENERATOR> <META content="Microsoft Word 9" name=Originator><LINK href="cid:filelist.xml@01C45424.59DE4030" rel=File-List> <STYLE>@font-face { font-family: Comic Sans MS; } @page Section1 {size: 8.5in 11.0in; margin: 1.0in 1.25in 1.0in 1.25in; = mso-header-margin: .5in; mso-footer-margin: .5in; mso-paper-source: 0; } P.MsoNormal { FONT-SIZE: 12pt; MARGIN: 0in 0in 0pt; FONT-FAMILY: "Times New Roman"; = mso-style-parent: ""; mso-pagination: widow-orphan; = mso-fareast-font-family: "Times New Roman" } LI.MsoNormal { FONT-SIZE: 12pt; MARGIN: 0in 0in 0pt; FONT-FAMILY: "Times New Roman"; = mso-style-parent: ""; mso-pagination: widow-orphan; = mso-fareast-font-family: "Times New Roman" } DIV.MsoNormal { FONT-SIZE: 12pt; MARGIN: 0in 0in 0pt; FONT-FAMILY: "Times New Roman"; = mso-style-parent: ""; mso-pagination: widow-orphan; = mso-fareast-font-family: "Times New Roman" } A:link { COLOR: blue; TEXT-DECORATION: underline; text-underline: single } SPAN.MsoHyperlink { COLOR: blue; TEXT-DECORATION: underline; text-underline: single } A:visited { COLOR: blue; TEXT-DECORATION: underline; text-underline: single } SPAN.MsoHyperlinkFollowed { COLOR: blue; TEXT-DECORATION: underline; text-underline: single } P.MsoAutoSig { FONT-SIZE: 12pt; MARGIN: 0in 0in 0pt; FONT-FAMILY: "Times New Roman"; = mso-pagination: widow-orphan; mso-fareast-font-family: "Times New Roman" } LI.MsoAutoSig { FONT-SIZE: 12pt; MARGIN: 0in 0in 0pt; FONT-FAMILY: "Times New Roman"; = mso-pagination: widow-orphan; mso-fareast-font-family: "Times New Roman" } DIV.MsoAutoSig { FONT-SIZE: 12pt; MARGIN: 0in 0in 0pt; FONT-FAMILY: "Times New Roman"; = mso-pagination: widow-orphan; mso-fareast-font-family: "Times New Roman" } SPAN.EmailStyle18 { COLOR: navy; mso-style-type: personal-reply; mso-ansi-font-size: = 10.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; = mso-bidi-font-family: Arial } DIV.Section1 { page: Section1 } </STYLE> </HEAD> <BODY lang=EN-US style="tab-interval: .5in" vLink=blue link=blue = bgColor=white> <DIV><FONT size=2>Hi Jim,</FONT></DIV> <DIV><FONT size=2>Piano service is a great topic for most of us field = technician types to learn more about. Being aware of the customer's expectations, = the piano's limitations, budget considerations, the technician's skills, = energy levels, etc., all play a part in getting the extra jobs to go along with = the routine tunings.</FONT></DIV> <DIV><FONT size=2></FONT> </DIV> <DIV><FONT size=2>My own experience has shown that a great percentage = of the reason people call for a "tuning" is because something else is actually = wrong with the piano. Going over the piano with the customer at some point in = the service call is essential for mining the work possibilities and planting = the seeds for work in the future. Because first time calls usually eat up most of the time I allot for a service call just doing  the = tuning, and for the required repairs that prompted the call in the first place, = I don't give away free cleanings. However, when I discuss the probable need for = a re-call to stabilize the pitch raise just done, I explain that there = will be more time available for other work. If they do agree, sometimes I'll = sweeten the pot by saying that I'll throw in a cleaning if they agree to the work = suggested. Many technicians are viewing service calls as blocks of time. A block of = time might just be taken up by a long tuning, or if only a touch up is = required, then the rest of the time is devoted toward improvements in regulation, = voicing, cleaning, screw tightening,etc., etc. Steve Brady RPT had a = wonderful class on this subject, pretty much sells his time to customers as opposed to = job by job quote for the routine service call. Don't forget to point out to the = customer via the bill anything that you do to the piano. Sort of like = blowing your horn, but it shows you care and the customer knows that value = has been added to the service call.</FONT></DIV> <DIV><FONT size=2></FONT> </DIV> <DIV><FONT size=2>Since my heart attacks and subsequent move leaving = my shop behind, I can't do a lot of shop work. But, I do keep aware of the needs = of the piano and will suggest the jobs anyway, with the possibility of having = another tech do the actual work. Some day I hope to be able to work with someone = that will do the shop work and I will sell the jobs.</FONT></DIV> <DIV><FONT size=2></FONT> </DIV> <DIV><FONT size=2>A concept that is so paramount in doing full = service work is the  1) awareness of work needed and 2) the skills necessary to = do it. 'There is no better way to enlighten one's self than by attending = functions presented by the PTG. Chapter level technicals, regional seminars, and = the annual convention and institute are remarkable opportunities to enrich = your knowledge and skills leading to a greater income potential.</FONT></DIV> <DIV><FONT size=2></FONT> </DIV> <DIV><FONT size=2>Lots more to say, but I think I'm preaching to the = choir, so I'll shut up.</FONT></DIV> <DIV>Joseph Alkana  RPT<BR><A href="mailto:josephspiano@comcast.net">josephspiano@comcast.net</A></DI= V> <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 style="BACKGROUND: #e4e4e4; FONT: 10pt arial; font-color: = black"><B>From:</B> <A title=jim@pianoguy.com href="mailto:jim@pianoguy.com">Jim = Kinnear</A> </DIV> <DIV style="FONT: 10pt arial"><B>To:</B> <A = title=pianotech@ptg.org href="mailto:pianotech@ptg.org">Pianotech</A> </DIV> <DIV style="FONT: 10pt arial"><B>Sent:</B> Friday, June 18, 2004 = 5:19 AM</DIV> <DIV style="FONT: 10pt arial"><B>Subject:</B> Re: Petrof = keyslip</DIV> <DIV><BR></DIV> <DIV><FONT size=2>Hi Joseph</FONT></DIV> <DIV><FONT size=2>Thanks for the tips . . </FONT></DIV> <DIV><FONT size=2>I have lots to learn about 'trolling' for more work while tuning  a customers piano . . </FONT></DIV> <DIV><FONT size=2>I usually have just included cleaning and = adjusting as part of the tuning bill . .  maybe I shouldn't . . . after all, I got = to thinking about the guys who service my vehicle . .  there, I pay = for every screw and washer . .  !!</FONT></DIV> <DIV><FONT size=2>cheers</FONT></DIV> <DIV><FONT size=2>Jim Kinnear</FONT></DIV> <DIV><FONT size=2>Collingwood, CA</FONT></DIV> <DIV><FONT size=2><A href="http://www.kinnearpiano.com">www.kinnearpiano.com</A> = </FONT></DIV> <BLOCKQUOTE dir=ltr style="PADDING-RIGHT: 0px; PADDING-LEFT: 5px; MARGIN-LEFT: 5px; = BORDER-LEFT: #000000 2px solid; MARGIN-RIGHT: 0px"><![if = !supportEmptyParas]><![endif]><![if = !supportEmptyParas]><![endif]><![if !supportEmptyParas]><![endif]><= ![if !supportEmptyParas]><![endif]><FONT size=2></FONT> </BLOCKQUOTE></BLOCKQUOTE></BODY></HTML>