18 Dedicated to serving the needs of community banks, PCBB’s comprehensive and robust set of solutions includes cash management, international services, lending solutions, and risk management advisory services. To learn more, contact Jay Kenney at pcbb.com or jkenney@pcbb.com. 2. Distribution and manufacturing SMBs. Even if these customers have HQs and manufacturing within state boundaries, they likely have business with other countries for one or more components of their business. Plastics, metals, and machinery are popular imports from trading partners and are used to produce many local goods. 3. Younger business owners. Millennial and Gen Z business owners have grown up in a digital and more connected world, where global commerce is not seen as something only for big companies. Some young business owners may be leading an online business. Others may want to import sustainably sourced products, such as wool sweaters from Ecuadorian alpacas or small-batch coffee from Central America. Once you have determined where the SMBs are that need international services, you can turn your attention to how you can reach out to them. There are multiple ways, but we have found these approaches work well for our bank customers. • Send out targeted communications about your international services so that SMBs needing them will know to contact you. Emails are efficient and fast, while direct mailers can be more impactful, yet take more time. • Invest in localized digital ads, such as Google ads. Those businesses needing wire services or Canadian check imaging will know who to turn to. • Provide educational seminars on international business tips for your community. Likely, SMBs looking for a new service provider will gravitate to such sessions. Keep an ear open for those businesses that may be scrambling. With international business customers, community banks can expand their customer base, strengthen their customer relationships, and increase their revenue through fee income. Isn’t it worth a try? n n continued from page 17
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