by Bob Meyer, Editor of BarterNews
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will never be sold, traded, or given to another party.
Relates IMS Growth To The Wall Street Transcript
President and CEO of International Monetary Systems (OTCBB:INLM),
talked at length about IMS’s business strategies in the January
24 issue of The Wall Street Transcript.
company’s recent financial history, he reflected, “In
2001 we had a trade volume in the range of $16 million and we increased
that to $24 million in 2002. Then in 2003, it was $32 million; for
2004 we expect $37 million in trade volume.”
the trading figures have generated yearly corresponding revenues
of $1.5 million, $2.8 million, $3.9 million, and in 2004 about $4.6
million in revenue. “We’ve been growing at about 25%
to 30% per year, much of it by acquisition.”
we have here is a failure to communicate!”
Years ago, one
of the most visible people in the barter industry said the #1 reason
why the industry wasn’t farther along in its development was
due to a “failure to communicate” by those in the business.
was the genesis of The Competitive Edge newsletter, now
into its 18th year of publication. Trade exchange owners who use
this powerful marketing and promotional tool are never guilty of
“failing to communicate.”
As the owner
of a trade exchange you must stay in front of your clients. Informing,
educating, and inspiring them, because your clients’ bartering
is a relatively small percentage of their overall business. So if
you don’t keep their interest and enthusiasm for trade at
a high level, you lose.
aim, like all other businesses, is to get your clients coming back
for more. Every extraordinary business (and every trade exchange
owner who wants to be extraordinary) knows that the customer you
have, is a lot less expensive to sell than the customer you don’t
Want to take
your exchange to a higher level? Use The Competitive Edge
newsletter in your operation—it “sells” the many
benefits of working through your trade exchange like nothing else!
learn more about The Competitive Edge newsletter and how
it can help build your trade exchange, click
Commerce Creates Alliance With IBC Radio Network
Corp. (OTCBB:BLYC) will be a featured guest and continuing sponsor
on IBC Radio Network’s Stock Talk Live (www.ibcradio.com)
heard via satellite broadcast on radio stations, cell phones, and
over the internet. Bentley will also assist IBC Radio in expanding
its listener base to 50 markets by the end of 2005.
In the signed
barter agreement, Bentley will use trade dollars to purchase media
from IBC Radio for advertising on its radio show.
that appearing as a guest and sponsoring Stock Talk Live
will expand both the awareness of Bentley Commerce and its internet-based
Global Trade Marketplace to interested investors, and help build
enthusiasm for using barter as a tool to more cost effectively operate
a business,” stressed Bruce Kamm, Bentley’s CEO.
IBC Radio is
a service with an all-talk format, distributed coast-to-coast and
worldwide. It currently carries business, national and world news,
nutrition, science, paranormal and political content. It airs 24
hours a day, seven days a week.
New Money-Making Ideas And Valuable Contacts!
You can obtain
useful, informative ideas and contacts in every available back-issue
Guru Questions Today’s Research
marketing guru Malcolm Gladwell, author of The Tipping Point and
his newest book Blink, marketing researchers are going down the
wrong path in trying to understand the consumer.
In a Q&A
session at San Francisco’s Commonwealth Club, Gladwell said
that researchers “are being led astray by the naive assumption
that people can successfully describe why they’ve made certain
he reasons that some traditional research tactics, like focus groups,
may miss the mark.
kind of thinking that we do in the moment is a product of our unconscious,”
Gladwell told the audience. “It’s in fact foolish outside
of the psychiatrist’s office to even venture to come up with
an explanation of what’s going on there.”
soon...BarterNews issue #64. Order your copy now!
Orders will be shipped within two business days of publication.
Click on Order Form.
are not sure if your subscription has lapsed, e-mail your name,
address, and zip code to firstname.lastname@example.org.)
the archives of BarterNews.
& Barter Moves Awning Manufacturer
no question that staying on the edge of technological changes in
their industry has propelled Bill and Tim Forster’s company
forward. But these two youthful manufacturers (both still in their
thirties) have also used the services of one of the nation’s
top trade exchanges to enhance their business operations.
the assistance of Rochester Trade Exchange (now known as Alliance
Barter) they’ve traded over $600,000 and used barter as “bridge
capital” for their company’s manufacturing headquarters.
They now have an art department most awning shops only dream about
because they can’t afford the heat sealers, heat transfer
ovens, computer design systems, and registration cameras that are
needed to create state-of-the-art graphics.
Forster says that with such modern technology awning companies can
compete with sign companies. Proof of his statement are the national
customers his company has served. Eastman Kodak and Bausch &
Lomb both have used Forster’s services to create banners and
push to professionalism began years ago when they began traveling
beyond the familiar confines of Rochester. One such trip took them
north into neighboring Canada, where they observed that Canadians
were ahead of them in the use of graphics and signage, due to the
newer urban areas.
In Canada they
also saw the European influence of preference for permanent versus
the U.S. throwaway mentality. And it was during their visits to
Canada that the brothers discovered an exciting new technology.
was a need for larger signs than you could make with Plexiglas,
which needed to be supported over a certain size. 3M was making
Panaflex vinyl laminate for signage, and someone up there thought,
‘gee, you can do that with an awning.’ It really was
the birth of the backlit industry,” says Tim.
brought the illuminated awning idea back to New York, where it became
the basis of a significant growth spurt at the company. According
to Tim Forster, the firm’s growth rate during each of the
past three years has ranged from 60% to 100%. A few years ago the
company had 22 employees. Today it has nearly twice that.
to give our (illuminated awning) work away at first,” he remembers.
“It took people awhile to understand they had to pay more
for backlit (versus traditional awnings). But once they saw them
up, they saw what a strong image they could convey for their businesses.”
Then four years
ago Forster Corp. hired a welder named John Dziedzic. Dziedzic (pronounced
DEED-zic) came from Pennsylvania, where he had worked in commercial
art. His efforts to find related work in the Rochester area, however,
had been frustrating. One day, after being with Forster Corp. for
a couple of months, he brought in his portfolio.
just amazed at his talent,” Tim recalls. The Forsters saw
in Dziedzic’s work an opportunity to make the graphics for
their illuminated awnings sharper and more eye-catching, and they
asked him to put together an in-house design studio. They started
with screen-printing equipment, and then moved on to more high-tech
talent, interest, knowledge and ability to learn was so profound,
it wasn’t difficult to move forward (in graphics),”
Tim relates. “It sounds self-righteous, but the decision to
buy this equipment was based on our desire to be the best in the
industry.” And it was this quest that led to a Forster project
being co-winner of the 1987 IFAI Award of Excellence.
the brothers found they’d overbought. “We thought, ‘my
gosh, we’re barely using this stuff,’” says Tim.
“We had to market it further. And from traveling around and
talking to people in the awning business, I saw a need for better
a lot of money in R&D, and we had a number of problems with
the equipment at first,” he reflects. “We had to pay
for a lot of mistakes we made while learning how to use the machines.
But it’s paying off now.
great believers in marketing,” Tim exclaims. “Why is
Coke so popular? It’s just fuzzy, too-sweet water. Why is
it the biggest soft-drink company? Marketing.”
to Tim, is “one of the keys to future success in the industry.
We do extensive advertising on radio and in local publications.
We’ve done some local TV spots. And we’ve also put together
a four-minute video presentation that gives local businesses a taste
of what awnings can do. If you don’t give people a reason
to call the competition, they won’t.”
has helped Forster Corp. solidify its strong hold on the Rochester
area awning market. Another factor is the firm’s reputation
for quality, reflected by its emphasis on what the brothers call
“the responsible use of illuminated awnings.”
should address the architecture of the building and be pleasing
to look at,” explains Tim. It should fit the building and
the building’s surroundings as well. “If you go into
a pretty town and see a big yellow backlit thrown against the storefront,
that’s not using backlit responsibly. Backlits work well in
cities, and in retail areas in the suburbs. But they shouldn’t
be used everywhere.”
are awning companies that don’t care,” says Bill with
backlit, Tim suggests, not only hurts the manufacturer, but other
awning companies as well. “People see one bad awning, they
associate it with all awnings. The manufacturers scream and kick
about codes, but you have to respect them. They are good for everyone
in the business.
are used responsibly, they’ll be popular for a long time.
Neon was a fad, too, but it’s still around.”
expect business to continue to be strong for some time.
barter company in the world is listed on our web site,
click through to our Global List
of Barter Companies.
A Gift To A Friend Or Associate. If you know someone
who might benefit from this newsletter, feel free to forward it
to them! (See the “box” at the end of the newsletter
for the forwarding service.)
- Gary Pacific,
cover story of BarterNews issue #25 and former Manager
of Countertrade for McDonnell-Douglas Helicopter, is wearing a
new hat. He’s now the Managing Director of Industrial Participation
Projects, and reports that his countertrade service organization
is now covering Turkey, Spain, Colombia, Venezuela, Peru and soon
Ecuador. For more information: www.ip2usa.com.
- Will former
President Bill Clinton or former Secretary of State Colin Powell
succeed departing World Bank President James Wolfensohn in May?
As the biggest donor to the World Bank, the U.S. traditionally
picks its leader and influences its direction.
With a staff of 10,000,
the World Bank is the world’s biggest international lender
to underdeveloped countries. In 2004 it provided $20.1 billion
for 245 projects in the developing world...ranging from combating
AIDS in Africa to building highways in China.
Our changing world...
The huge drops in business air fares (up to one-third) by Delta
and reinforced by American Airlines, the world’s biggest
airline, could have a major effect on many large corporate-travel
contracts. Such contracts funneled a certain volume of business
to preferred carriers in exchange for discounts of 8% to 12%.
The new fare reductions could well make the volume contracts
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The law of reciprocity
is powerful...and many universities are proof of its benefits.
The latest example is the $23.5 million gift Duke University
received from Bill Gross, chief of the world’s largest
Back in 1962 Gross
received a $2,000 scholarship from Duke, enabling him to attend
that university where he dined on peanut butter and jelly sandwiches
and scraped by with a few bucks in his pocket. The recent gift
to his alma mater was Gross’ way of saying, “Thank
Roger McNamee in his book The New Normal (Portfolio)
believes, “In the new normal, neither big business nor
IPOs will get all the glory. Today, size matters less than at
any other time in the past 50 years. Thanks to technology, even
small businesses can have a global footprint if they leverage
the Internet and available tools that are dropping in price
even as capabilities increase.”
Major real estate
investors around the world think Shanghai will beat out Hong
Kong to become China’s financial and commercial center.
They anticipate that Shanghai will emerge as one of the world’s
great cities...on a par with New York and London. (Investors
also see Beijing’s hot market benefiting from a pre-2008
Out of favor for
years, U.S. stock dividends have surged back with companies
paying out a record $213 billion last year in dividends...and
2005 looks to be even better. Since 1926, dividends have accounted
for about 41% of the S&P 500’s total return through
the end of 2004. Looked at another way: Stocks, alone, returned
6.1% on an average annual basis. With dividends, the return
jumps to 10.5%.
of the nation’s restaurants are open an hour or two beyond
the traditional 6 a.m. to 10 p.m. hours...evidence that U.S.
society is increasingly operating around-the-clock.