This month, I’m devoting the column to finding the best deals on used equipment and how to wheel and deal to get the lowest possible price on the equipment you want. Before you start, make sure you know the current value of what you’re looking for. With access to the Internet, you can find used equipment price lists in several places that show the most current asking prices. Try going to eBay to see what some of this stuff is really worth. Check completed auctions. Here are some major sources for finding cheap equipment:

1. Pawn shops
Try offering 60% to 80% of the tagged price. Check every pawn shop you can find. Best times to buy are the middle of the week and early or late in the day. Avoid the weekends. Most pawn shops will deal best when it’s a slow day.
Don’t be afraid to walk out if they won’t drop their price. Use cash and make sure they see it. Bluntly ask, “How much will you take for cash money, right now?” Don’t try to come off as an expert or that you really want it badly — make them think it’s a “spur of the moment” kind of deal. If he comes down, but not enough, make a lower offer.
For example, you see a white American Strat hanging on the wall, and it’s marked, “$300.” Pull out your wad of bills and ask, “How much for cash, right now?” He says, “$250.” You say, “Make it $225 and you got a deal.” Lay the money down on the counter and just stand there. Don’t say another word. Just wait. If he says no, you still got a better deal at $250. Or you can just look sad as you pick up the money and slowly start for the door. If he doesn’t stop you before you reach the door, just keep walking and try again in a week or so.

2. Flea markets and yard/garage sales
Same rules, ask how much they want, then ask (very nicely) if they’ll “consider” less than that, or whatever you feel it’s worth. Don’t insult them by saying it’s a piece of crap or overpriced. If the price is too high, just thank them, pause a few seconds, say something like, “That’s really a bit more than I wanted to spend,” then walk away and come back later.
The best times to buy are when they’re first setting up, or right at the end of the day when they’re tearing down. Another great time to buy is when they have a lot of people there — pull out the exact amount of cash you want to pay and offer it to them, in plain sight of everybody. Sometimes, pretending to not even know what it is, will work well. Say that your girlfriend or boyfriend might like it and you’re buying it as a surprise for them — if the price is low enough.

3. Music store trade-Ins
Many music stores carry used equipment that they’ve taken in trade. A store will generally pay about 10% to 25% of the old retail price, then charge about 50% of the retail price. Offer about 10 to 20% less than their price tag shows. Avoid the busy days or when the store has a lot of customers. Again, use cash and make sure they know you’re serious and ready to buy right now.

4. Newspaper ads and buying on the Internet
In general, start by offering 70% to 80% of the asking price. If the amount of the item is $50 or more, or they’re out of town, call and talk to the person on the phone. Listen to their voice carefully. Do they sound like someone you’d like to do business with? Do they sound like they’re being honest about the merchandise? They are more afraid of getting ripped off than you are, so don’t come off sounding sleazy.
dallas.craigslist.com has gotten a lot higher in their asking prices lately, but the ads are local so you can look before you decide, and there are still some good deals there. Don’t be afraid to look at some nearby craigslist’s listings either. Check out the newsgroups like dfw.forsale; not much musical, but like garage sales and fleamarkets, you never know. Good hunting. (Harvey Gerst), ITR Studios, http://ITRstudio. com