Bright spot for the tanning industry; bartering in the modern age ...

by Erin Conroy

Today, bartering can be a great way for a small business to either utilize free time during a slow cycle or dispose of excess inventory without taking a markdown on its balance sheet.

“The market right now is perfect for bartering, whether you’re a landscape artist, restaurant owner or a printing company,” said Bob Reiss, author of the recently published book, “Bootstrapping 101: Tips to Build Your Business with Limited Cash and Free Outside Help.”

Not only can a business benefit from exchanging goods and services for other goods and services without handing over precious cash, the swap can be good advertising if the other party is pleased with the trade. It’s also a great way to get full retail value for your product or service without having to discount the price.

While bartering can be done on a local or personal level, Reiss suggests using trade groups, like the International Reciprocal Trade Association, or online networks to facilitate the exchange. In some instances, products or services are designated value points that can be blended with cash for an even trade.

Reiss points out that while bartering transactions are taxable and should be reported to the Internal Revenue Service, your accountant will still applaud the healthier balance sheet and free-cash flow that can result.

SUNNY FORECAST: Growing concerns about skin cancer and curtailed discretionary spending are burning the $2.7 billion tanning salon industry, which one research firm expects will decline by 5.1 percent this year. But a shift from tanning beds to tanning sprays may be a bright spot for the industry.

The rising popularity of spray-on tanners, which now account for 11 percent of industry revenue, is expected to surge to 17 percent this year, according to market research firm IBISWorld Inc.

“By far, ray-lamp skin tanning is the No. 1 revenue source for tanning salons at 72 percent, but growing awareness of the high cancer risk associated with their use continues to diminish market share,” said George Van Horn, senior analyst with IBISWorld. “Profit levels are higher with spray-on tanning booths, therefore the shift toward these substitutes may actually improve the industry.”

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