Kawai..

We are the longest running Kawai Dealer in Canada. We have supported and promoted Kawai accustic pianos for over 23 years. We know that we are not a very large dealer, but in 1987 our company sold over $1 million in Kawai product. Since then, the piano business has slowed down in our area. We are located in Brandon Manitoba, a population of only 40 000. When our business started in 1974, there were 7 local piano dealers in the city of Brandon. We were the only piano dealership to survive.

A couple years ago, we attempted a 'University Sale' with the support of Kawai and the Brandon University School of Music. At this sale, Kawai sent their local rep - Dave Mitchell. This is where we found out the true nature of Mr Mitchell. Durring the sale Mr Mitchell told customers not to buy pianos from us and that he would personally sell them the piano after the sale, once some of the pianos were sent back to Winnipeg. We had several customers asking us 'Why would your rep try to cut you out of this deal?' These are questions that should be directed at Mr Mitchell.

Mr Mitchell also made suggestions to the Dean of the University in reguards to the purchase of a Kawai EX Grand. The University decided not to go with a Kawai Grand and we lost out on a major sale.

Mr Mitchell has just informed us that he is removing us as a Kawai Dealer. He will not give us any reasons other than we are not moving enough product. Three months ago, Mr Mitchell was informed that we are currently establishing a second store and we were preparing for a large promotion. Mr Mitchell did not even allow us time to order new pianos to fill our new store.

I have been asked why am I writing this letter. We run a small business that is owned and operated by an entire family. I am one of the younger people in the family and I have spent my entire life learning about pianos. In the near future, I may be the one to take over what my father has started. I find it extremely hard to believe that a company like Kawai could all of a sudden turn on a dealer that has supported them for more than 23 years. Was this decision made by the company or was it a rep that has never made one attempt to help a long time dealer?

If you have comments to my story, you can email me at

You must be very tired, then! Seriously, I hope you find some answers soon, Shaun.

Very Best Regards,

This is a very odd post indeed. If true, it is clearly unfair for a dealer to be treated in this fashion by a manufacturer. But why would a rep want to pull a product line from the *only* dealer in down who is apparently having some success?

How is the reader to decide if this is a true story? Is this a joke or flame bait? Perhaps an attempt to create ill will towards Kawai for some unknown reason? An attempt by another manufacturer to gain an advantage over a competitor? An attempt to manipulate stock prices?

A hotmail address? Why private comments by e-mail? In fact, how will posting this article on usenet help matters in any way?

Something doesn't add up here. - - /****************************************************** **************** * Gary M. Letchinger * San Diego, California * Reply to the newsgroup only ******************************************************* ***************/

Hrmmmm... Perhaps he had best keep running? <G>

I'll give the benefit of the doubt.

Shaun, I'm not a retailer, but the next step in my mind would be to talk to other piano dealers in Mitchell's territory that are not in your area (and thus with whom you are not in competition). At the fringes of this territory you might find retailers having experience with other Kawai reps from whom you could make a comparison. At least you may be able to get the name of your rep's regional manager and perhaps address that person directly.

Shaun wrote that he had customers that approached him wondering why the rep was cutting his store out of the deal. If I were he, I'd ask them to write to Kawai directly about their disconcerting experiences with the rep during the university sale in contrast to the positive ones with the store. After all, they'd have nothing to lose or gain but the store would benefit from a demonstration of customer loyalty.

As for the lost University purchase, I am curious why the big university in town would not buy a piano from the only piano store in town. What _did_ they buy, and where did they buy it from?

All right Don, pretty serious allogations here. Or quite possibly complete BS (see my other post on the accuracy of internet information).

I'm interested in what you have to say!

...

If the story is true, then the next step is to talk to a lawyer.

It's interesting to note that Mr. Creasy has not reappeared to follow up on his introduction of this topic in a public forum. Adds credence to the flame bait theory. One other thing: I'd be surprised if a manufacturer like Kawai would sell pianos directly to end-users. If I'm correct, then the claim that the sales rep tried to cut the dealer out of the loop and sell directly to the consumer can't be correct. Remember that Mr. Creasy states that they are the *only* dealer in the town. - - /****************************************************** **************** * Gary M. Letchinger * San Diego, California * Reply to the newsgroup only ******************************************************* ***************/

'> It's interesting to note that Mr. Creasy has not reappeared to follow

I agree that this looks more than a little bit fishy, but let me tell you a story from a few years ago when I owned a small music store. I was the local Kurzweil dealer (among various other things) and like many small dealers I placed a single order at the first of the year for the entire years purchases from the supplier. That gave me a volume discount and I simply scheduled deliveries throughout the year. (most music dealers do this) Anyway, in the spring Kurzweil transferred the rep with whom I had placed my annual order and brought in a new rep. Well, this guy apparently didn't get any commission from what the old rep had already sold, so he went up the street to my competitor and offered them a Kurzweil franchise. Since I had already placed my order for the year, it took me months to cancel and I believe I wound up having to accept most of the order which I sold off at cost. Anyway, calls to Kurzweil did no good at all. Their franchise agreement specified a distance from my store in which they were not to open another dealership. When it became inconvenient for them, they simply ignored it. Fortunately, my other supplier of digital pianos (Roland) was somewhat more honorable in their way of doing business.

Are you, now? Not sure what was allogated though - I'll have to look that word up.

I stay out of sales issues - they don't relate to my part of the company, and I am note kept informed about dealer changes. I forwarded Shaun's message to the sales / marketing side of the company, the managers of which are out of the office doing dealer training for a couple of weeks.

If I hear any information that is appropriate to pass on, I'll be glad to do so. If there is a dispute in progress, I would not say anything in public - just as Mr. Creasy should not have. Tends to burn bridges.

Don Mannino RPT, Manager Kawai Piano Technical Support