INTERVIEW: A&E’s ‘Barter Kings’ master the art of the deal

In the plethora of reality series built around different professions, the one constant seems to be the presence of cash transactions. With the cameras rolling, business partners shake hands, count their dollars and head on to the next project.

In Barter Kings, A&E’s latest reality show, there’s almost no cash exchanged. For Steve McHugh and Antonio Palazzola, it’s all about trading up or shutting up. The two guys, who have been friends for years, are able to take forgotten merchandise worth a few hundred bucks and “trade up” to luxury items like boats and horses. Within a few days, their profit margins increase substantially, and yet no cash has been exchanged.

It all started for Steve and Antonio a few years ago when they decided to adapt to the economic recession. “It’s actually a great story,” Steve said recently during a phone interview. “We just started noticing that people had stuff in their garages … that they were accumulating. And we asked people what they were doing with it, and they would say, ‘Nothing,’ or, ‘I’ve got three of them. I just don’t use them anymore.’ And then in 2008, when the recession kind of hit … we just started asking people, ‘If I have something you want, would you trade what you got for it?’ The answer most of the time was ‘hell yes!’ And we looked at each other with a little bit of amazement, and that one question evolved into almost a full-time thing.”

The jump from those early days to their new A&E show came after a customer referred them to the television network. Now, Barter Kings is set to premiere Tuesday, June 12 at 9 p.m.

It has been an unexpected journey for these two guys, but one that featured many obstacles. “One of the hardest parts is trying to convince them that what we have they want and what they have we want,” Antonio said. “So, we just go back and forth until we try and make a deal somehow.”

For Steve, the toughest part has been finding a network of people open to bartering. “Once I found them, I had an easy time making the trade,” he said. “The art of the deal was kind of built in, but for me it was actually finding the people. Antonio had such a large base of people he knows, I think that was probably easier for him.”

Because these new reality stars trade up for items worth more money, it could look like they’re ripping people off of their possessions. But the Barter Kings assured viewers that it’s a win-win situation for all parties. “I’ve never ran into a situation where someone felt ripped off,” Antonio said. “It’s always a win-win, or we don’t do it. We try to make it fair for both sides.”

Steve points to the absence of cash as the uniqueness to any good barter. “There’s no really cash changing hands, and it’s a perceived value for all parties,” he said. “So if someone is not using something, and no one else is buying from them, it’s actually worthless. There is no value if they can’t sell it. So if they are trading for something they need, everybody wins.”

At this point, just about everything surrounding their business is more than they ever expected. Steve and Antonio, who are never too far away from a long laugh, can’t wait to see their daily trading broadcast to millions of viewers. “If there’s a better word than ecstatic, I just haven’t found it yet,” Steve said. “My kids are super-shy, so they kind of retreat a little bit. But when they saw their faces on TV the first time … it was like they were in a movie theater and they saw themselves on the big screen. Their eyes lit up, and you could see they were both boiling with excitement. It was awesome.”

In the premiere episode, which begins with an Elvis gold record and ends with a speedboat, it becomes clear right away that these two friends have completely different business styles.

“We’ve always disagreed on just about everything,” Steve said with a laugh. “I kind of relate it to Steve Wynn versus Donald Trump. You have two totally different styles of business, and the way they do things, but both super successful. I’ve adapted to his style, and he’s adapted to mine, and it’s actually a wonderful way to do things. We pick up on the weaknesses and we assert our strengths when we need them.”

Antonio’s response is perfectly timed: “I’m always right.”

“That’s the sick thing about it,” Steve continued. “He is always right. I just can’t accept it.”

“We agree on disagreeing,” Antonio said.

Also in the premiere episode, audience members will learn that Antonio has Tourette’s Syndrome, a neurological disorder that can cause physical tics in the body. “I will always be open and honest with it,” Antonio said. “When I was younger, it was hard. But now that I’m older, I’ve become successful, and I don’t have to worry about it. I like to show people that just because you have something like Tourette’s Syndrome, doesn’t mean you have to keep yourself down.”

Steve sees it as a positive for his good friend. “The Tourette’s Syndrome has turned into a strength, and he uses it to make himself stronger,” Steve said. “This guy handles everything so well, and he lets us have fun with him, and it just makes everybody comfortable with something that most people look at as a problem. It’s actually a thing that he uses as a strength.”

For these newly christened Barter Kings, after long hours of filming, trading and disagreeing, their eyes are set on being welcomed into America’s living rooms.

So, are they planning a big series premiere party?

“We might be working,” Antonio said. “We’re still trying to finish the last two episodes.”

“We were hoping that J. Lo and Howard Stern would have us over for dinner,” Steve said. “But we haven’t had any calls yet.”

By John Soltes / Publisher / John@HollywoodSoapbox.com

• Barter Kings airs Tuesday nights at 9 p.m. on A&E. Click here for more information.