The final section of this guide is a testament to how complicated buying a horn can be, especially when it comes to pricing. A horn is worth what you are willing to pay for it. That is really the bottom line. Unfortunately, some horns (as I mentioned earlier) are so entwined in mystique that their value has been falsely inflated. This is especially true in vintage horns that fetch high prices on the national market and low prices in local markets. Some horns, I believe, are just not worth what people ask for them. Also, there are horns which are priced well below what they could be worth to players. A classic example of this is the Couf. These horns were manufactured by Julius Keilwerth for Herb Couf and are some of the finest instruments I have ever played. Oddly enough, on the market they don't go for nearly as much money as, say, a Selmer Mark VII or a used Yamaha 62. Even Selmers are victim to the pricing game. For the most part, you won't see pre-Balanced Action Selmers selling for very much money. Most people would rather have a vintage Conn than a pre-Balanced Action Selmer.
Collectibility has really made it hard to purchase some horns as a player. The "Chu Berry" Conn is a great example of this. They are truly great horns, but are they worth more than a Selmer Mark VII? This variability and price inflation may be one of the hardest problems you'll face when you go to buy your horn. Let the facts speak for the value of the horn. If the horn doesn't play, you don't know how it sounds, and the value should drop accordingly. If the horn is dented, bashed in, and mistreated, and a Mark VI, it is not automatically worth $2500 just because it is a Mark VI. Instruments are meant to be played. You must decide if you are a player or a collector. Let that be your final guide when it comes down to putting your money in someone else's pocket.
Wholesale vs. Retail
The most common question I field regarding used horn pricing is why national dealers charge "lots of money" for a horn they are not willing to "pay that much" for. The explanation is a basic free-market principle called "wholesale and retail pricing." Wholesale products are those that are intended to be value-added, meaning they receive some treatment by the final seller that enhances their overall value. The retail price includes this value-added portion. In the world of used saxophones, a reputable dealer adds value to a used horn by fully repairing it, advertising it, and representing it. This may not seem like much up front, but there are many hidden parts to the added value such as a return policy, an 800 number, electronic communication, and business-level recourse in the case of fraudulent activity. Working with a dealer may be a much safer way to spend your money than private party sales, if only because as a business they are bound to a higher level of governmental and community control.
This issue is one that has caused a great deal of confusion and bad feelings, especially among those wishing to sell their used horns. Although some dealers do exaggerate the value of the horns they sell, when you buy a horn that in good repair and ready to play, it does add some value to the dollars you spend. From the dealers' point of view, it makes business sense to buy horns at a low price and sell at a higher price to reflect the time and money spent improving the horns and offering extra services. As a buyer, it's also important for you to understand that someone privately selling their old used saxophone for top dollar is selling a wholesale instrument at a retail price without adding any value to it whatsoever. You will likely spend extra money to get it to the same level a dealer would offer, and without the advantages mentioned above. It's okay to pay top dollar privately if you are getting an instrument that you are totally satisifed with or one that is in perfect playing condition. This distinction of wholesale and retail is something that you shouldn't be afraid to use in your negotiations with a private seller. Why should you pay X dollars for this horn when you can pay the same money and get a repadded, guaranteed instrument?