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Selecting Trade Banker

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Case Study #3: Selecting a Trade Banker
Banking on relationship
Technon International is a Canadian high-technology development firm, focused on emerging technologies in wireless communications. Technon sources components in China and has offshore programming activities in India covering certain functionality in its new wristwatch PDA with MP3 and cellular capabilities.
Technon has several Canadian and international patents to protect its proprietary technology, and has developed some strong non-disclosure agreements for use with its various suppliers and business partners.
A small company established in Saskatchewan, Canada, Technon had been doing most of its commercial banking through a local credit union (small, local …show more content…

UIB recognizes that it is a foreign institution operating in Canada, and does not expect Technon to terminate its existing banking relationship.
First Trade Bank USA (FTB)
First Trade Bank, USA, is a regional financial institution and mid-tier US bank with trade finance operations and capabilities centered around the US Midwest, and no Canadian presence to date. FTB has had good success as a niche provider of trade services, and has strong relationships with several Canadian businesses seeking to establish operations in the US. FTB offers an adequate range of trade products, though Technon perceives that its advisory capabilities are limited.
The Need
Technon has identified several major needs and expectations in terms of international and trade finance banking products and services. In addition to extending additional credit in support of planned international expansion, the Company seeks to establish a relationship with a financial institution that understands the challenges of a SME expanding its international reach.

The company expects to deal in both import and export transactions, in a combination of documentary letter of credit and open account transactions. Its primary markets will be the United States, China, India and possibly a foray into the European Union through Ireland.
Technon requires significant support in terms of advisory services and transactional ‘hand-holding’, and wishes to control overall banking costs, while

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