DC - Selling

[Mike McCoy]

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Hi All,

 Clyde's comment "I installed a system with the understanding that I would remove it and refund every penny if she felt she had "thrown her money away." got me thinking... that's always dangerous. Does that technique work?? Sure seems like a good idea. I moved a while ago and have to build business again so the majority of my current customers are pianos that have not been taken care of and/or of little value. How do you sell someone with a $500-$1000 piano a ~$400 DC system? I don't even try on the first visit, I don't feel right trying to sell on a first call so I just leave the DC brochure and the "humidity control" bulletin and hope for the best. I HAVE told them that the system could be moved from their current piano to a new one if they should upgrade but that doesn't help often. 

Thanks troops!

Mike

Mike McCoy RPT
Chapters 170 & 190 PTG
Langhorne, Pa
mailto:mjmccoyrpt@earthlink.net
  ----- Original Message ----- 
  From: Clyde Hollinger 
  To: Pianotech 
  Sent: Wednesday, February 12, 2003 7:10 AM
  Subject: Re: DC


  Kenneth, 
  I would caution against being overly critical, considering your lack of experience with the systems.  However, I will add that, depending on where you live, a Dampp-Chaser system may indeed not be all that helpful. 

  Let me give a couple examples, and you can see if you want to maintain your position.  Like you, I was very skeptical when I installed my first system, but the woman was a music teacher (and a lawyer's wife), and she was frustrated about how the piano wouldn't stay in tune.  I installed a system with the understanding that I would remove it and refund every penny if she felt she had "thrown her money away."  That was nine years ago.  Now she says, "You may use me as a reference.  There is no way I would ever do without the Dampp-Chaser system." 

  We have a system on our home piano.  Our talented pianist daughter, who played the piano almost every day, was playing one time and thought the piano sounded out of tune.  She checked to see if the system was unplugged, and sure enough, it was.  She plugged it in again, and the tuning improved markedly over the next week. 

  Those are not an isolated responses.  I could cite dozens of other happy piano owners who have installed partial or complete Dampp-Chaser systems.  Would you try to convince them they "threw their money away?" 

  To insinuate that those of us who sell Dampp-Chaser systems are just promoting a scam to make more money is highly unfair.  I have had enough success (results, not money) with the systems that I would really like to do a full-scale promotion to make sure that everyone knows they are available.  So why don't I?  I guess I should, but I have too much work already.  I never suggest additional services or products just to increase my bottom line.  (Did you notice the "never?") 

  Now about your reference to tight centers, I will agree that if the piano has a sluggish action year-round, a Dampp-Chaser isn't going to solve the problem.  Perhaps there is a piano technician in your area who is claiming the system will do something it cannot do.  But here in SE Pennsylvania, there are some pianos that get sluggish when the humidity rises and work well again when the humidity falls.  In those instances I believe a heat bar and control can solve the problem.  But frequently, the condition is too severe, and center pin work is called for. 

  Since you do not believe in the systems, I doubt you have installed any and are therefore speaking from opinion or from very limited experience.  If that is the case, it would be wise to be less critical of us who see Dampp-Chaser systems as a part of quality piano care. 

  Regards, 
  Clyde Hollinger, RPT 
  Lititz, PA, USA 

  KENNETH FINLAYSON wrote: 

    Time and again I have come across DC installed in a piano, and I feel the customer has thrown his money away. What really was wrong was tight centre pins, or tight key bushings. As RPT's, our primary reason for existance is not to make money: but to ensure quality piano care within the musical community. I ran across another DC recently installed in a brand-new Samick. In my opinion, it was a waste of money, which gave satisfaction only to the piano store who made a profit by installing it. I never recommend DC. I don't believe in them. I might someday, but it would have to be under very extenuating circumstances.

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