The piano dealer is a very important part of the piano-buying experience, for several reasons. First, a knowledgeable and helpful salesperson can help you sort through the myriad possibilities and quickly home in on the piano that's right for you. Second, a dealership with a good selection of instruments can provide you with enough options to choose from that you don't end up settling for less than what you really want (although you can make up for this to some extent by shopping among a number of dealers). Third, all pianos arrive from the factory needing some kind of pre-sale adjustment to compensate for changes that occur during shipment, or for musical finishing work left uncompleted at the factory. Dealers vary a great deal in their willingness to perform this work. There's nothing worse than trying to shop for a piano, and finding them out of tune or with obvious defects. It's understandable that the dealer will put the most work into the more expensive pianos, but a good dealer will make sure that even the lower-cost instruments are reasonably playable. Last, a good dealer will provide prompt, courteous, skilled service to correct any small problems that occur after the sale, and act as your intermediary with the factory in the rare event that warranty service is needed. Knowledge, experience, helpfulness, selection, and service — that's what you're looking for in a dealer.
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