Pianometry: Theorem #1: The shortest distance between piano sales and piano service is a tightrope.

In "pianometry" the shortest distance between sales and service is a tightrope. Salesman sells a piano saying: "It only needs tuning once a year." He later contracts the tech to do the complimentary in-home tuning. Buyer is aghast when tech tells the truth: "It'll need mucho tunings - especially in the first year or two, then at least twice per year thereafter." Buyer complains to salesman. Salesman complains to tech.

Such is the ongoing conflict between sales and service.

Is there a way to salvage a potential loss in future maintenance revenue whilst remaining in good graces with the piano dealer? Perhaps. Remind the salesman that with every new unit sold goes a manufacturers warranty and care guide. These almost always recommend several tunings in the first year and at least twice per year thereafter.

Will it work? Won't know unless we try.

I know of at least one case where it worked quite well - so well, in fact, that one particular salesmen incorporated into his pitch: "If you cannot afford proper maintenance, you cannot afford the piano." Prospects were so impressed by his candor and honesty that he experienced an increase in piano sales. It was a win for everyone: Dealer, salesman, tech and especially the buyer.

Did this knowledge of higher costs tend to drive business to digitals? Yes. However, the salesman's effective counter was: “Yes, we've sold a few, but most come back in a year or two wanting the real thing, that is, the piano."


BOB WIDDING
PIANO TECHNICIAN
2014.