Our cover story was titled, “Savvy Hoteliers Embrace Barter.” Other articles about the hotel industry included the following: George Otras on how “Hoteliers Benefit When Working With A Barter Organization,” and Illinois Trade Association’s piece, “There’s No Room For Empty Hotel Rooms.”

Fred Detwiler, president of Michigan Trade Exchange, offered more information on the exclusive U.S. distributorship for Soviet Moldavian Wine. Quite an accomplishment for a trade exchange owner hailing from Oak Park, Michigan.

An extremely valuable article on radio and TV for trade exchange owners came from Ray Brown, “How A Trade Exchange Can Barter With The Local Media.” A media veteran and owner of a Little Rock exchange, his insights were especially informative.

Forster Corporation, a large awning manufacturer in Rochester (NY), highlighted how they bartered over $600,000 of their product, using barter as “bridge capital” for their company’s headquarters.

One of the commercial barter industry’s most exciting meetings occurred in February at the New York Hilton. It was the second annual gathering of IRTA’s Corporate Trade Council. The one-day symposium brought together more than 100 corporate barter professionals to discuss the prospects and strategies in the rapidly evolving domestic and global economies. Highlights of the following speakers were included for your enlightenment…

The keynote speaker, Moreton Binn chairman & CEO of Atwood Richards, smiled when he announced, “Welcome to 1991—Year of the Miracle.” Binn then proceeded to review his experiences with the barter industry, and emphasized the need for expansiveness by eyeing the overseas markets.

Next was Bill Yerkey, general manager of investment recovery for Union Carbide and past president of the Investment Recovery Association, telling the audience how they can interact with major corporations to barter for entire manufacturing processes, specialized manufacturing equipment, older generation materials, supplies, and scrap products.

Gary Pacific of McDonnell Douglas Helicopter Company followed Yerkey, discussing ways for barter companies to penetrate Fortune 500 companies. The afternoon was devoted to several informative panel discussions, which were also covered in the article.

Our countertrade section looked at “Countertrade & Global Strategies,” by C.G. Alex, professor in management at Georgia State University and Barry Marvel, president of Defense Consultants International.

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