In response to Joyce's request for creating demand:

On October 5th I am opening "The Pianola Workshop" near to where I live
in Solihull, England.  (MMD members welcome -- free glass of champagne!)

I shall use it as a base for restorations, of which I currently have two
commissions.  I also have three other instruments on the back burner for
possible resale in 12 months time, and one for display/demonstration
purposes.

I totally agree that creating demand is the art of persuading folk that
they are the instigators of their need and you happen to be there by good
fortune to supply them.  Of course the opposite is true!  I have used the
following techniques in an attempt (and I have yet to be proved
successful!) to create a demand in and around where I live.

1.  Use local radio to advertise free.  We have a station which acts
as a mart for people who need a service.  The host keeps a database of
suitable suppliers and responds to phone-in enquiries with names from his
list.  Guess who is the only player piano restorer on his list?

2.  Feed sources such as this with information about players.  It is
the centenary of the pianola, after all, and listeners like to know the
little details of something unusual.  Pander to their vanity.  I sent him
a postcard with a picture of a restored steam engine on it -- Ex GWR loco
No. 6024, "King Edward I".  His name?   Ed Doolan!

3.  Offer to give free (or expense only) talks about players to local
interest groups such as musical societies or institutes.

4.  Travel around with a player to expose the instrument.  Easier said
than done but can be very rewarding.  I recently gave a demonstration to
a group of physically and mentally disadvantaged people in Aberystwyth
and the response and experience was worth the trip on its own.  Have lots
of leaflets available.

5.  I have some notices ready for my shop window -- they read:

  KEEP FIT THE MUSICAL WAY -- GET A PLAYER PIANO!

  HIRE A PIANOLA -- ONLY $100 A MONTH INCLUDING LOAN OF 50 ROLLS
  OF YOUR CHOICE.

6.  Offer FREE inspection visits, restoration reports, and quotes.
Don't chase customers -- they will come to you.

7.  My shop is right by a bus stop -- I shall offer regular
demonstrations, and invite others to have a go while they wait!

8.  Advertise in suitable publications without spending a fortune.
I am currently using an ex-veterans magazine to locate suitable
instruments for restoration.

9.  Keep in touch with other piano dealers -- most of them hate
players and will gladly do a deal with you if they know they can
make money from a trade in.

10.  Last but not least -- do a first-rate job and get the
knock-on business.

I hope that this helps -- if I find any other tips I will let you
all know.

Regards to everyone at MMD

Roger Waring