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Bob Meyer

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September 15,  2009

Written by Bob Meyer, Editor of BarterNews

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From the desk of Bob Meyer...09/15/2009

Barter Industry Conventions Scheduled

The International Reciprocal Trade Association?s (IRTA) 30th Annual Convention will be held October 1-3 at the four-star Magnolia Hotel in Dallas, Texas.

For more convention information click here.

The National Association of Trade Exchanges (NATE) 25th Annual Convention will be held October 25-27 at the Golden Nugget in Las Vegas, Nevada.

For more convention information click here.

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. . .)

IMS Embraces Web 2.0 Marketing Techniques

International Monetary Systems (OTCBB:ITNM), a worldwide leader in business-to-business barter services, introduces the first barter broker blog for the industry after concluding a three-month social media pilot.

?There was a demand from prospective members to look at actual trades that are happening in order to understand how IMS barter can work for them, pointed out Don Mardak, CEO of IMS. ?We launched the barter broker blog in March with the intent of providing non-members a live glimpse at how our national broker network, one of our most valuable assets, works to help businesses buy and sell products and services.?

The IMS barter broker blog can be found at Posts are made weekly and include authentic accounts from IMS brokers of actual buying and/or selling scenarios that they have facilitated for members across their nationwide member network.

The company recently completed a pilot that examined the effective use of online social networking sites. The review found that although social networking for B2B (business-to-business) purposes is still maturing, there is evidence that it will evolve positively. The company also discovered that there is considerable interest about how modern barter works, concluding that IMS will remain as one of the few current barter industry participants in that arena.

Krista Vardabash, Director of Marketing for IMS, asserted, ?Our newest campaign, ?Barter 2.0,? positions IMS and our CEO as not only the pioneer of the industry, but as the leader in this new generation of B2B barter. So, it only makes sense that IMS would utilize web 2.0 supported technology like the social networks.?

?Although utilizing social media is new to us,? commented John Strabley, Executive Vice President of IMS, ?the pilot revealed the benefits of participating. IMS has enjoyed local and national TV coverage including being a featured guest on Bloomberg TV's ?Venture.?

?Our web site has much of the coverage we?ve received, and we will be capturing and posting video from our upcoming holiday expos that span the nationwide network. We plan to expand our social media strategy with this information, as well as with new ideas and feedback from the social media channels.?

For more information on IMS click here.  

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 sustained action.

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 click here.

Barter Exchange Owners Now Have a Solution for Ongoing Professional Sales Training

With barter rapidly rising in popularity in the U.S., many trade exchange owners are preparing their sales teams to effectively present the benefits of barter to the large number of new prospective clients. is dedicated to serving the sales coaching needs of the niche market of barter by offering professional coaching services to this rapidly growing industry.

Brad Howard and Art Kaliel are veteran barter sales professionals with over 5,000 combined personal barter enrollments to their credit. The company was created as the co-owners realized that traditional sales training did not address the specific needs of the barter industry, because barter sales techniques are highly specialized and unique to the industry.

?Art and I have spent thousands of hours selling into every vertical market you can imagine and have been very successful in converting a very high percentage of our appointments into barter membership sales. We have combined our best practices from over the past 15 years and are ready to share our techniques with other barter sales professionals,? Howard disclosed.

?Barter offices have traditionally been challenged by recruiting and maintaining a professional sales staff. We provide solid weekly coaching services to keep barter sales reps engaged and will hold them accountable to their new member production ? much as a full time sales manager would do, but at a fraction of the cost.? Howard added.

?We go up and beyond as compared to traditional sales training, Kaliel noted. ?Our ?Appointment?s Now? model provides daily appointments set by our inside team. This allows a salesperson to spend time selling rather than prospecting.?

Bartercoach offers multiple packages to meet the needs of the industry. The offerings include appointment setting, personal coaching, webinars and onsite training. The Bartercoach web site currently offers a free PowerPoint of ?The 7 Deadly Mistakes of a Barter Salesperson? for a glimpse of the type of materials offered and for management use in upcoming sales meetings. specializes in sales coaching and training for the commercial barter industry. Brad Howard is currently working with independent offices and top recognized trade exchanges, while Art Kaliel is an ITEX specialist and coaches exclusively for ITEX offices.

 For more information click here.


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

?         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 here.)

?         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 here.) 

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Are You Keeping Your Customers? Satisfied?

No matter what type of products or services you provide, you might learn from your impressions of the restaurants you frequent. One simple observation will usually give you a quick first impression of how well the place is run. Do they keep your water glass filled? If no one tends to the water glasses, you probably feel that this particular restaurant?s management doesn?t care about customers.

What are the things in your operation that communicate to your customers and clients whether you care or not? Take a look at those things and make sure all of your people are addressing them.

The following might be a good starting point:

  • How are your employees dressed?

  • Are your employees well groomed?

  • Is your place of business neat and clean?

  • Does your place of business reflect and warm, friendly, well decorated atmosphere?

  • How are the manners of your employees towards customers ? even when they?re stressed?

  • Are your employees smiling when interacting with each other?

  • Are you smiling when you greet and work with your customers?

  • Are you still smiling when the customer leaves?

  • Are you setting a good example for your employees in all of the above areas?

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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.?

Check it out...

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