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May 10, 2011

Written by Bob Meyer, Editor of BarterNews

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From the desk of Bob Meyer... 05/10/2011

NATE Convention Coming June 2-5

Trade exchange owners and others involved in the commercial barter industry will be gathering the weekend of June 2-5 for the National Association of Trade Exchange�s convention at the Phoenix Marriott Mesa Hotel.

To register for the annual convention contact or click here.

Lombardi To Emcee At Connecticut Hall Of Fame

Debbie Lombardi, President of Barter Business Limited, will be one of the guest emcees at the Connecticut Business Hall of Fame ceremony on May 20 in Hartford.

Good Sound Advice �

�If you can give your son or daughter only one gift, let it be enthusiasm.�

�Bruce Barton, American author, advertising executive and politician

�To cure jealousy is to see it for what it is, dissatisfaction with self.�

�Joan Didion, American journalist and novelist

�Life is change. Growth is optional. Choose wisely.�

�Karen Kaiser Clark, American motivational speaker and consultant

All back issues of "From the Desk...� can be accessed by clicking here.

(Please feel 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. . .)


It is with profound sadness that we report that our beloved leader, David Wallach passed away peacefully on Friday, May 6th, 2011.

David worked tirelessly to build and improve the modern trade and barter industry.

His record of accomplishments in the barter industry is unprecedented.

David was a special friend and an amazing person, and he will be greatly missed.

The IRTA family extends its heartfelt sympathy to Dave's family and thanks Dave for his lifetime of service to IRTA and our industry.

First Offset Club For Europe

History was made in Paris when the European Club for Countertrade and Offset (ECCO) had its initial Board meeting. The first European association for countertrade and offset kicked off its activities with 51 companies and individuals already registered as members.

ECCO is an association incorporated under French law and was established in July 2010 with the aim to bring together parties involved in offset, industrial participation, or countertrade � including defense and civil contracts. During the past 18 months various players and experts in the European defense arena worked together to establish the necessary legal and administrative structure for the Club to start its operations.

ECCO has three main activities linked to offset and associated issues:

� Establishing a common platform for parties involved in offset, thus creating a forum where relevant issues can be discussed

� Offering relevant training to its members to increase the awareness of the challenges encountered in the profession

� Sharing information on offset, countertrade and international trade

Mr. Christian Sylvain from AREVA was appointed as the chairman of ECCO. Other Board members include Ove Sindre Lied of Kongsberg; Guy Fr�mond of MBDA; Colin Heritage of Stemcor Trade Finance Limited; Lee Furter of RUAG; Alain Fernandez of Thales International Offset; Jacques Chahal-Purewal of Epicos; Sonia M�haignoul of FN Herstal; Bertrand Loubert and Jean-Marie Aoust.

ECCO aims to create a discussion forum where the conditions and prerequisites of offset can be debated, to stimulate relevant discussion through the scheduling of regular meetings, and to distribute reliable information to its members.

Other aims include training member companies on offset-related issues, focusing on international trade and, in general, taking all necessary and appropriate action to encourage the development of offset skills.

ECCO will only interact with government authorities and/or entities to the extent necessary to exchange information regarding current offset policies. It shall not take any action that could directly or indirectly encourage offset, or countertrade demands from government authorities and/or entities, nor will it represent any individual, or group of members with respect to any business transaction, or in negotiations.

The current membership represents 15 countries with members being operational in the following industries: defense and security, transport (including aeronautics) and energy.

ECCO members include:

� Offset Obligors, for example, legal entities whose main activities make them directly subject to offset obligations as required by foreign governments.

Members in this category are as follows: AREVA, Dassault Aviation, DCNS, ELTA Sys Ltd, Eurocopter, FN Herstal, Jeumont Electric, Kongsberg, MBDA Frabce, Nammo, Pilatus Aircraft Ltd, Rheinmetall, RUAG, SAAB, Safran Snecma, Safran-SSI, STX Finland, and Thales International Offset.

� Offset Service Providers, for example, natural persons or legal entities whose main activities consist of proposing and implementing offset projects on behalf of its clients and/or delivering services to companies or obligors.

Members in this category are as follows: ACL Wagner Gmbh, Alten SA, Apere, Baker & McKenzie, Blenheim, Citius International, Epicos, Essec Business School, Eurotradia International, Grefinter, IPA Network, Oneide Associes, PERA, Schoen Aerospace, Stemcor Trade Finance, Tricolom, and Vitruve.

There is also a list of individual members.

ECCO has scheduled information and discussion forums during the year, focusing on offset in various regions. The next ordinary general meeting of ECCO is on 14 and 15 June.

For further information click here.

In Just A Few Minutes You Could Be Reading Your Favorite Issue Of BarterNews

All 64 Issues are now loadable �click here.

IMS Quarterly Report

During the three months ended 2011 March 31, International Monetary Systems (IMS) offset a slowing of revenue with the benefits of the substantial reductions in overhead that the company had worked so hard to achieve over the past year.

Some highlights are:

� The company completed the purchase of a Canadian trade exchange in Peterborough, Ontario, adding approximately 450 members. It is expected that the added office will be immediately accretive.

� Selling, general and administrative costs were reduced by $292,588, or 25.3%. This decrease includes the $57,001 of unusual legal costs as well as lower occupancy costs and other professional fees incurred in 2010, which did not recur in 2011.

� At its 2011 February 10 meeting, the board of directors approved the repurchase of an additional 4% of the company�s outstanding shares.

� During the quarter, 57,467 shares of the company�s stock were repurchased and placed in treasury.

� A number of markets, including New York City, Wichita (KS) and Columbus (OH), have shown double-digit percentage growth in cash fee revenue so far in 2011.

� Since December 31, 2010, total liabilities were reduced by $440, 476.

During the quarter ended March 31, International Monetary Systems generated gross revenues of $2,978,842, a decrease of $240,890 or 7.5%, compared to the first quarter of 2010. Only $10,000 of this decrease is in cash revenue. The remaining $230,000 decrease is in trade dollar revenue, with $100,000 of that amount due to a large non-recurring 2010 transaction in our media/corporate barter division.

Operating expenses in the quarter were $3,201,178, a decrease of $277,758 or 7.9% compared to the first quarter of 2010. This decrease is primarily due to decreased occupancy, professional fees, and investor relations� costs.

The net operating loss was $222,336 for the quarter, compared to a net operating loss of $259,204 in the first quarter of 2010.

After adjusting for interest and income taxes, there was a net loss for the current period of $184,555 compared to a net loss of $320,762 in the first quarter of 2010.

For more information on IMS Barter click here.

Is Your Trade Exchange Missing Out On Valuable New Business?

If your barter company�s listing on isn�t current, you are definitely missing out on new business. The web site receives heavy traffic � with over 150,000 page-views every month. Entrepreneurs and corporate executives check the thousands of articles, the weekly �Tuesday Report,� and the �Contacts Section� of our site. They use the latter to find barter companies with which to do business.

Is your barter company�s listing up-to-date?

To keep your listing current is very easy. See the links below to (A) update any changes to your company�s listing, such as new location, phone number, web site or other information, and (B) if your company has not been listed.

Here�s how to get on board:

To make changes to your listing click here.

For new listings click here.

Preparing For Potential Opposition To Your Business Proposal

Making an important proposal is difficult enough, but you also need to anticipate roadblocks and plan accordingly.

* Anticipate the opposition:

Analyze any weakness in regard to profitability, expense control, or feasibility. Also consider who your idea might threaten in terms of power, resources, options, or prestige.

* Confront issues, not individuals:

Take an objective approach to anticipated criticism � even those likely to be motivated by turf disputes or rivalry.

* Get help and perspective:

Once you have drafted your proposal, run it by your manager, mentors, coaches, and trusted colleagues. Take criticism for what it is � an ideal advance warning.

* Identify your strong and weak points:

Focus your case on the arguments that are likely to prevail. Make your best case, but know what points you can concede without seriously weakening the whole.

* Prepare yourself for victory � and defeat:

Be ready to explain follow-up steps if your proposal is accepted. And if defeated, take clear notes on why it failed and begin preparing for the next round.


25 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

New-home Sales Slowest In Nearly 50 Years

Americans are on track to buy fewer new homes than in any year since the government began keeping data almost a half-century ago. Sales are now about half the pace of 1963 when 560,000 were sold, even though there are 120 million more people in the U.S. now.

Last year 323,000 new homes were sold � the worst year on record and the fifth straight year of declines. A healthy pace for today�s population of 310 million, according to economists, is about 700,000 a year.

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The Growth and Use of Secondary Capital (New Money) Creates Unprecedented Wealth In Today�s New Age Of Possibility

There are 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.�

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Get New Money-Making Ideas And Valuable Contacts!

You can obtain useful, informative ideas and contacts in every available back-issue of BarterNews.

Every barter company in the world is listed on our web site, click through to our Global List of Barter Companies.

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