April 8, 2008
by Bob Meyer, Editor of BarterNews
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the desk of Bob Meyer...04/08/2008
Former New Zealand Exchange Owner Amazed With
former owner of a New Zealand trade exchange in the
mid-1990s, recently called our offices. He and his wife are
now living in Northern California. Davis expressed his
amazement when hearing the far-reaching changes that have
taken place in the worldwide barter industry.
Barter Your Skills
have a skill that you want to swap in exchange for a skill
that someone else can provide? If so, there is a great web
site for individuals who possess a skill—artistic, musical,
engineer, plumber, electrician, or just about any type of
skill imaginable. Whatever you’re looking for can likely be
found at Swap-A-Skill (www.swapaskill.com)
at one time or another.
membership is free, but there are some costs associated with
membership upgrades. Be sure to read the membership
agreement, before signing up.
Love Baking? Check This Site Out...
If you are
a person who loves baking fresh cookies, cakes and pies,
then Bake Space (www.bakespace.com)
is the perfect place to be, because its members swap cooking
and baking recipes as well as share ideas. Membership is
free and required.
Economy & Fuel Will Affect Your Airline
slowing U.S. economy and surging jet-fuel prices have forced
an international trade group to lower its outlook on airline
profits for the second time in four months. Domestic
carriers are expected to take the biggest earnings hit.
International Air Transport Association on Tuesday said it
expects profits for (both) domestic and foreign carriers to
fall to $4.5 billion this year from $5.6 billion in 2007.
Several months earlier IATA had lowered its forecast to $5
billion, from a previous estimate of $7.8 billion, due to
higher oil prices and credit-market turmoil.
airlines’ profits are anticipated to fall to $1.8 billion
from an estimated $2.8 billion last year. “This could easily
turn into a net loss should the current economic environment
deteriorate further,” reported IATA.
Continually Cutting Interest Rates Bad Idea
One of the
leading economists in the U.S., Brian Wesbury of First Trust
Advisors, now says the government’s monetary policy is
partly to blame for the ongoing malaise in the financial
interest rate cuts over the past few months may have created
a perverse incentive for businesses to postpone activity,
according to Wesbury. (He says that aggressive rate cutting
has been ineffective.)
liquidity and capital, financial institutions and trading
vehicles are in trouble.
Current U.S. Listing Information...
Private Monetary System
14832 US Hwy 19, #2
Hudson, FL 34667
Ph: (727) 868-5646
Fax: (727) 495-0743
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See you next week. . .)
* * ANNOUNCEMENT * *
Years Of BarterNews Issues Now In Digital Format
Welcome to the largest
repository of barter contacts, strategies, and barter techniques in
the world. All 64 issues of BarterNews now available in
digital format at
IMS Reports Record Year Of Achievement & Growth
Monetary Systems (OTCBB:INLM) recently filed its 2007 annual report
on Form 10-KSB.
2006, IMS acquired National Trade Association and its subsidiary
Illinois Trade Association, America's largest independent barter
network. Then in February 2007 it procured Alliance Barter, with
offices in Rochester (NY) and Toronto, Canada. Both acquisitions
have had a significant impact on 2007 operations, resulting in
increased trade volume, gross revenue, new-client enrollments and
operating profit, or EBITDA.
revenue enabled IMS to invest in an infrastructure that supported
and implemented critical Best Practices to create future organic
In 2006 and 2007 IMS
invested more than $700,000 in new computers, monitors, printers,
servers, and other equipment to enhance the efficiency of its trade
brokering and sales staffs.
In 2007 the company
invested more than $250,000 to acquire the source code for
TradeWorks, its proprietary trade dollar clearing system, and to
migrate the entire database from the original RPG format into a more
current .net technology.
web site is undergoing a facelift, toward the goal of creating a
fully interactive, web-based online marketplace. More than $200,000
has been spent on this project, with expected completion in spring
The company hired
additional technicians and programmers to integrate the new
hardware, to convert the clearing system software and to develop the
website. The IT department has been expanded to four full-time
IMS hired a full-time
national sales trainer and a full-time national broker trainer to
implement Best Practices for the Sales and Trade Brokering
The company doubled
the size of its Columbus (OH) office to expand its telemarketing and
tele-sales staff. As a result IMS enrolled more than 3,500 new
members during 2007.
In 2007 a full-time
marketing and public relations director was hired. She is working
with the IT staff to develop critical IT/Marketing efforts and
streamline the online experience for members and prospective
members. She is also developing a campaign to strengthen the IMS
brand in the marketplace.
In October the company
hosted the IMS Academy, the organization’s first national
convention/seminar, which was attended by 118 employees.
Throughout the year,
IMS hired additional sales staff to expand the base of National
Trade Association, its corporate barter division, resulting in the
enrollment of a number of high-profile businesses.
In spite of
these expenditures, many of which will not recur in 2008, IMS
produced positive cash flow of nearly $1 million, and operating
profit (EBITDA) of over $1.3 million in 2007. However, the company
experienced a net loss of $414,290, comparable to that in 2006.
During 2007 IMS
processed more than $114 million in trade transactions, compared to
$72 million in 2006, an increase of 58% (reporting just one side of
each transaction). This generated gross revenue of $14,772,045 for
the year, compared to $8,782,666 in 2006, an increase of 68%.
increased from $8,857,798 in 2006 to $14,945,745 for the year ended
December 31, 2007, a 68% increase (comparable to the increase in
Net cash flow
from operations totaled $945,111 in 2007, compared to $871,631 in
2006. Operating profit or EBITDA (earnings before interest, taxes,
depreciation and amortization) totaled $1,375,839 an increase of
nearly 23 % over the EBITDA of $1,120,993 recorded in 2006.
also has an option to purchase New York Commerce Group in 2008, and
with that exception, there are no other purchase obligations.
However, the firm will continue to seek opportunities to acquire
For more information visit
Solution Selling Key To Industry’s Expansion
By Doug Dagenais
When BarterCorp was sold in 1999 to
Intagio, Doug Dagenais became the new National Sales Manager
handling their retail and national accounts. He also took over
management of the Chicago Corporate owned location.
In 2003 he left to build the barter
division of Shell Vacations Club. There, he coordinated $1 million
annually in room-night trades with many exchange groups as well as
direct vendor transactions.
Contacted by Steve White in 2007 to
compliment the organic growth of ITEX, he was brought onboard as
National Sales Manager. Subsequently, new nationwide account
registrations for the company have exceeded 30% over the past year.
For most of the
history of selling, one could present their product or service to
the prospect and they either bought it or didn’t. By seeing enough
prospects you could make a profit. But with our present competitive
world, and messaging that bombards our every waking moment, this is
no longer sufficient.
There’s a major
paradigm shift that should be recognized and addressed if one is to
stay on top of the curve and win customers for the long term. It’s
not suggesting that this is new. Many organizations have been
shifting to this format for some time. It is increasingly becoming
not only the norm, but necessary. Major corporations of both
products and services are finding the way of the future in defining
each prospects’ needs, and then tailoring their product/service to
meet those needs. Find the niche and fill it!
This has been a particular application used in the barter world, as
our true function is to improve business for our clients. Solve
their problems and you’ll have a long time relationship. Throw them
into a network and expect things to happen….and some things will
happen. But neither we, nor our client, will realize the full
potential of participating in a barter network. We’ll all leave
money on the table.
application of this theory should extend throughout our client
relationship, it really begins in the selling process. Are we
presenting our program to anyone who will listen, or are we finding
out what issues the prospect is challenged with and then solving the
issues? Are we knocking on doors that every other B2B marketing
effort is messaging, or are we approaching a prospect that we will
have a “transactional” or “relational” basis with?
If we take the
approach of solution selling, a number of elements take place that
have ancillary benefits:
the prospect is significantly easier. It’s not the whole world, it
is someone we have a specific issue with that needs to be addressed.
2. Getting the
prospect to respond to the initial contact will tend to be
immediate, as we are approaching someone that we have business for
or that we can solve a problem for. This touches the very essence of
why people make buying decisions…to either make a gain, or prevent a
loss. Present the option of a new customer (with a specific order)
or conservation of cash on a specific purchase, and you have a
reason to meet.
3. The prospect
is more willing to spend time in understanding our program. It will
have immediate impact on his business.
4. The decision
process is shortened and “I’ll think about it” isn’t an option.
transactions occur quickly, there is instant gratification for both
parties. It not only creates transaction fees for the barter
company, but gets the client engaged as well. This is essential
toward improving the “business life cycle” of a client.
do we apply this? By focusing on a specific approach to a specific
prospect. And where do these come from? Our current clients. We work
for our clients. Whether your base is one client, 100 clients or
1,000 clients, our clients’ needs direct us. Thus, we become
“partners” with our clients. We work together toward the goal.
Carry out this
philosophy as a core business strategy and you’ll never run out of
prospects, transactions, or satisfied customers.
Money-Making Reports Available From BarterNews
Newspaper Ad Revenue Sees Biggest Drop Ever!
new data released by the Newspaper Association of America, total
print advertising revenue in 2007 plunged 9.4% to $42 billion
compared to 2006 — the most severe percent decline since the
association started measuring advertising expenditures in 1950.
Such a drop-off
points to an economic slowdown on top of the secular challenges
faced by the industry. The second worst decline in advertising
revenue occurred in 2001 when it fell 9.0%. Total advertising
revenue in 2007 — including online revenue — decreased 7.9% to $45.3
billion compared to the prior year.
There are signs
that online revenue is beginning to slow as well. Internet ad
revenue in 2007 grew 18.8% to $3.2 billion. In comparison, 2006
online ad revenue had soared 31.4% to $2.6 billion. In 2005, it
jumped 31.4% to $2 billion.
web sites generate more advertising revenue, the growth rate
naturally slows. The NAA reported that 2007 online revenue
represents 7.5% of total newspaper ad revenue, compared to 5.7% in
could not stave off the losses in the print, however. National print
advertising revenue dropped 6.7% to $7 billion last year. Retail
slipped 5% to $21 billion. Classified plunged 16.5% to $14.1
“Even with the
near-term challenges posed to print media by a more fragmented
information environment and the economic headwinds facing all
advertising media, newspaper publishers are continuing to drive
strong revenue growth from their increasingly robust web platforms,”
John Sturm, president and CEO of the NAA, said in a statement.
Work With Audio/Visual
Vendor On Barter
Collect cash, as usual, from the guest accounts staying at
your facility that require the use of professional AV
services. And rather than shouldering your ongoing employee
costs, or your current vendor’s cash agreement for AV
services, here’s a much better alternative:
Work with a proven national vendor (a sterling 25-year track
record) who will provide all of the AV services for your
hotel on a 100% TRADE BASIS! (Payment to be in the form of
Your hotel’s annual AV billings must be a minimum of
$200,000, and this offer is available only in the
continental United States.
For a confidential introduction contact Bob Meyer via
Attention Trade Exchange Owners:
If your member hotel(s) have a minimum of 10,000 sq. feet of
meeting space and annual billings of at least $200,000 for
AV services this is a great opportunity to earn substantial
cash service fees on the hundreds of thousands of trade
dollars your hotel member will be paying the vendor. Contact
Bob Meyer at the above e-mail.
How To Get More Sales In
Our street-smart restaurant
marketing report shows proven ways to rapidly boost your
restaurant’s sales & profits.
Our Web Site Has A Search Tool For You
wondered if a certain topic, person, or organization has been
written about on the Barternews.com web site? Now you can easily
find out, as we’ve added a search tool. It will quickly give you the
answer to your questions, in 3 easy steps that take about 12
At the top
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Report you will see a little Google box. It is where you can (1)
type in the name of a subject, company, or person. Then (2) click
the button www.barternews.com to search the site, followed by (3)
hitting the search button.
The Growth and Use of Secondary Capital (New Money) Creates
Unprecedented Wealth In Today’s New Age Of Possibility
many forms of secondary capital—which can be defined as any
financial instrument that measures and communicates value in a
common language. Would you like to see and learn more about the many
forms of secondary capital?
We have 70
free, informative and inspiring, articles for you in our “Secondary
Capital Section.” Check it out...
New Money-Making Ideas And Valuable Contacts!
You can obtain
useful, informative ideas and contacts in every available back-issue
barter company in the world is listed on our web site,
click through to our Global List
of Barter Companies.
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