January 13, 2009
by Bob Meyer, Editor of BarterNews
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the desk of Bob Meyer...01/13/2009
Tenants In Las Vegas Getting Barter Deals
commercial vacancy rates at 17.5% in the third quarter (9th
straight quarter they’re up) landlords and real estate
brokers have been working overtime to close deals. Rent free
space, as well as tenant improvements, have been bartered to
close deals...a far cry from a year ago when concessions
were a market taboo.
WSJ Article Touts Barter
article on a Wall Street Journal blog (Deal Journal)
titled, “The Winners From The Year That Was,” bartering was
listed as one of the winners. The article concluded:
“Trading something you have for something you want used to
be the function of money, before money came from ATMs and
plastic cards and home loans. It still isn’t a bad idea.”
back issues of “From the Desk...” can be accessed by
free to forward our newsletter to your friends and
colleagues. We have a “box” at the end of the
newsletter for your convenience.
See you next week. . .)
TTi Reports 2008 Transactional Volume
Gary Lasater, CEO of TeleTrade int’l, reported that the total volume
for all worldwide platforms using its proprietary systems for the
organized trade and barter industry finished 2008 with $92.3
million. Even though the worldwide totals were approximately $16
million less than last years figures, the total volume on
finished $1 million ahead of last years figures at $61.6 million.
Total transactional volume for all platforms since TTi took its
systems online in 1999 is over $656 million.
The eValues.net system is an exclusive system designed for
independent trade exchanges to run their day-to-day operations, yet
maintaining an ability to trade in the global marketplace. The total
transactional volume for eValues now stands at $367.6 million.
EValues has some of the fastest growing and larger trade exchanges
in the industry. Growth figures have been varied this year ranging
from a modest increase of nearly 4% of a larger exchange of near 900
members, a 29% grow in activity for an exchange near 500 members, to
nearly 51% in a mid-sized exchange of a couple hundred members.
For more information contact Gary Lasater at (303) 840-7172 ext 1,
or e-mail firstname.lastname@example.org.
Attention Trade Exchange Owners. . .It’s GROW OR GO!
The magic bullet for growth is sales, always has been and always
will be...yet the industry’s overall growth is anemic. Why? Maybe
it’s because we’re not providing on-going education about our unique
way of doing business. Knowledge is always a pre-requisite to taking
And for those newcomers, the lifeblood of an exchange, awareness of
and understanding about the value of trading is even more important.
If you expect prospects to come aboard and your members to be more
active traders, but you are perplexed when the results are less than
you desire...there’s a good reason. You must continually educate
and motivate every month--month after month after month!
Such action is necessary because, let’s face it, more cash business,
not trade, is of paramount importance to your members. You must
break through this “cash only” focus and redirect their thinking
toward barter. Although most exchanges don’t see the importance of
doing so, many industry leaders are taking action and so can you.
As the owner of your own operation, there is an easy and
inexpensive solution for moving forward...look
into using The Competitive Edge newsletter. It’s a
camera-ready, 4-page, professionally written, informational
marketing tool...available in PDF format as well as print. So
regardless of how you reach your prospects and clients, you will
have the necessary vehicle.
Written especially for you, the busy trade exchange owner, I am
certain it will be the best investment you ever make.
For more information about The Competitive Edge, and how it
can benefit you
Proven Ways To Becoming A Chosen Supplier
When seeking to do business with owners of small, growing businesses
realize they are deeply involved in their company’s day-to-day
operations. Because every problem becomes the owner’s problem.
And because they’re such busy people they may resent a supplier’s
sales attempts. Yet no one depends more on their suppliers to help
them succeed than small businesses. You can get your foot in the
door by overcoming the objections that a small business prospect is
likely to have simply by answering the following questions
#1) Who are you?
If you’re a newcomer or a little-known entity, address this concern
head-on by presenting your qualifications. They need to know they
can trust you.
#2) How will you save me time?
Convincing them you can save them time often is the greatest benefit
you can offer.
#3) How will you help me save or make more money?
Small business owners are in it for the money, as well as for the
freedom to call their own shots. Demonstrate savings and profit
increases. (Do you see where barter can play an important part in
your sales presentation?)
#4) Is this for a business like mine?
Your message needs to be targeted. Speak to specific industries and
address their individual needs.
#5) Can you prove it?
Be sure your promises are believable, and back them with supporting
#6) What’s the catch?
Small businesses are always concerned about trust.
#7) Why should I buy now?
Because small companies have limited resources, a strong incentive
can overcome the objection that you’re a new supplier asking them to
change the way they do business.
#8) No cash involved, how does that work?
Introduce them to barter and use the competitive close by offering
to work with them on a barter basis. Telling them, “You don’t have
to pay me in cash,” is the most powerful closing there is!
Astute marketers understand that behind a small business owner’s
gruff or skeptical exterior is a hard-working person looking for
reliable products and services that not only will help make a
company profitable, but fulfill a dream!
International visitors look for BARTER CONTACTS in our Global Barter
Section. If YOUR exchange isn’t listed see the forms on the lower
left of the page. (Click
Attention trade exchange owners...thousands of visitors every month
visit our BARTER CONTACTS section on our web site where we have
names & addresses of barter companies in the USA. If YOUR exchange
isn’t listed, or the information is incorrect, you can correct the
situation by using the forms to the lower left of the USA map. (Click
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Stories From BarterNews’ Archives 1997
Water More Valuable Than Gold!
Texas billionaires Lee and Ed Bass are bartering their 45,000 acres
of Southern California water rights to U.S. Filter Corp. The Basses,
who reportedly paid considerably less than the $80 million the
property is now worth, are cashing out big time. The barter payoff
is 8 million shares of U.S. Filter’s stock, some $250 million.
U.S. Filter, in Palm Desert (CA), is the world’s largest maker of
water recycling and treatment equipment. The prize for them, in the
barter transaction is senior water rights that will give the company
control of 250,000 acre feet of Colorado River water annually, for
$12.50 an acre foot. Many cities now pay $350 or more for an acre of
water, which is enough for a family of four for two years.
Will BMC’s “Piece-of-the-Action” Package Work For Other Companies?
John Moores, a former programmer at Shell Oil, formed the
Houston-based BMC Software company in 1980. Having little money,
Moores began bartering ownership in the company right from the
start—it was the way he attracted top talent. When he left in 1988
he was a multi-millionaire.
Last year BMC introduced a record 48 new products. The company,
which specializes in products for large corporate databases,
followed Moores example and today still offers employees stock
options. Plus, software developers are offered an opportunity to own
a piece of any sales their products generate. Last year three
software developers saw their products topping $25 million in sales!
John Moores, incidentally, is doing just fine today. Besides buying
the San Diego Padres baseball team, he invested in San Diego-based
Peregrine Systems (a maker of software that helps corporate computer
specialists solve user problems), and instituted another programmer
compensation plan. When Moores took Peregrine public, his 63% of the
company—which cost him $13 million—was worth $153 million!
Lucrative Barter Plan Enables Michael Jordan To Score On The Web!
SportsLine USA, a three-year-old sports and information service
signed Michael Jordan to a 10-year contract to create and manage his
own official site on the World Wide Web. The agreement is an
expensive bet that Jordan’s global renown can help online sports
live up to its billing as one of the few areas of the Internet
capable of turning a profit.
Jordan’s sweet deal, while getting no money upfront, is guaranteed
several million dollars over the life of the barter program—he will
receive equity (common stock) in SportsLine plus a split of ad and
merchandise revenue. For the lucrative trade Jordan is required to
answer five e-mails per week and conduct one online interview per
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