California’s top barter companies were the focus of this issue’s cover story, “California’s Top Independents Unite.” We took an in-depth look at how the ten independents throughout California cooperatively worked together for the betterment of their clients. In addition we related each of the companies’ unique strengths.

An exceptional story, and the only one written on this topic in the 25-years of our publication, illustrated how a corporate barter company could actively and positively interact with a trade exchange. It was written by Bill Hokanson, who had previously been with the largest of corporate barter companies—Atwood Richards and the William B. Tanner Company—as well as with trade exchange TradeAmericanCard in Orange (CA).

For decades, as Hokanson aptly pointed out, there was this widely-held belief that the two entities had so little in common that it was senseless to contemplate any business relationship. His contention was “it’s nonsense!” And he showed that the prevailing thought cost both parties…suggesting that a lot of money was left on the table!

Leo Welt, president of Welt International, listed the steps required to conclude a successful countertrade agreement. An accompanying article pointed out the seven pitfalls to avoid in negotiating a countertrade agreement. It was authored by renowned countertrade pioneer Jack B. Utley, Director of Countertrade and Offset Programs for the McDonnell Douglas Corporation. (The first major company to move into China with a countertrade deal, back in the ‘70s.)

We had attorney Angelo Paparelli, an outstanding immigration and visa specialist, provide his expertise in the article, “U.S. Business Visas And The Countertrader.” The ambitious efforts of a barter company owner, Jay Marshall of Albany (NY), were uncovered, revealing how he expanded his trading into the international arena. And Michael Gershman, author of Smarter Barter, provided us with another well written story, “Corporate Brokers And Sequential Traders.”

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