September 15, 2009
by Bob Meyer, Editor of BarterNews
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From the desk of Bob Meyer...09/15/2009
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
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
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. . .)
IMS Embraces Web 2.0
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
“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
IMS barter broker blog can be found at www.imsbarter.com/blog.
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.
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
“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.”
more information on IMS
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
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. Bartercoach.net 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
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.
Bartercoach.net 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
For more information
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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Are You Keeping Your
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.
following might be a good starting point:
How are your
Are your employees
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
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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