Portland Community College | Portland, Oregon

The program

Buying and Selling Outside the U.S. teaches you how to take advantage of the possibilities of the global marketplace.

The Buying and Selling Outside the U.S. Series is ideal for business owners or top managers wanting to become more familiar with the ins and outs of international trade. Sign up for the full 6-session Buying and Selling Outside the U.S. Series for a savings of over 20% off the individual session cost. You may also select individual courses.

Session 1: For Exporters: Selling to Customers Outside the United States

How to identify best markets for your product; how to identify best partners; what regulations and/or certification is necessary including product modification; resources available to assist; how to protect your product in a market outside the U.S.; E-Commerce method of sale, including website modification; and how to best exit a distributor agreement.

Session 2: Compliance with U.S. Import and Export Regulations

Who is legally responsible for compliance? What government agencies besides BIS (Bureau of Industry and Security) are involved? Why is compliance important (fine avoidance and …)? Review of key focus areas; compliance terms; and prohibitions.

Session 3: Getting Paid for Export Sales (Trade Finance)

Among the topics to be covered are: how to make foreign accounts receivable bankable: determining buyer risk; determining country risk; international methods of payment; credit risk management; credit insurers; what does credit insurance cover; and working capital for the exporter.

Session 4: Managing Your Supply Chain

Transportation options; international logistics; elements of a supply chain; supply chain vs global value chain; business components that drive a supply chain function; 2020 INCO Terms and why they are important; IT and information flow; and service providers and selection.

Session 5: Legal Aspects of International Business

The role of your attorney; choice of legal entity; direct vs indirect exporting; distributor vs sales representative; leveraging intellectual property; licensing; royalties; contracts; exclusivity; pricing and terms; agreement termination; dispute resolution; tax issues; protection of intellectual property and registration; and compliance with foreign and US laws.

Session 6: Cultural Awareness and Understanding (Intelligence)

Culture plays major role in international business. You will learn the impact of behavior and understand what counterparts are trying to communicate. And how to develop cultural sensitivity and be aware that differences in perspective exist so that lack of sensitivity doesn’t torpedo your sale.

Clients who get the most out of this program are:

• Already in the export or import business, or ready to jump in.
• Open-minded and eager to learn new things.
• Looking to grow.

The investment

• Time: This is up to you! Choose from individual sessions or attend all 6!
• Financial: Individual sessions are $189 and the full series is $899

The instructors

Warren Banks

Warren is an International Trade Business Advisor with the Small Business Development Center at Portland Community College. He has an MBA from the University of Puget Sound with an emphasis on international marketing and finance. He spent 25 years in the financial services industry which included managing a representative office in Tokyo, Japan, starting a wholly owned subsidiary for international trade and finance in Portland, Oregon, and was a SVP and Manager of the International Financial Services Division of U.S. Bank of Oregon. He achieved his Certified Global Business Professional certification in September 2013.

Other internationally related assignments included Managing Director for the International Trade Division of Oregon Economic Development Department which assisted companies in Oregon to engage in or expand their international activities, and helped organize several Governor trade missions.

He was the General Manager for Matsushita Kotobuki America (a Panasonic subsidiary), located in Vancouver, WA. The plant of 500 assembled TV/VCR and TV/VCR/DVD “combos” for the US market. While there he was instrumental in leading the company to establish a Foreign Trade Sub Zone and establishing a sales office in Oregon.

Kim Allchurch-Flick

Kim (MIM) is a business advisor who loves to help entrepreneurs and has passion to weave social enterprise and advocacy for people, planet, and profit into everything she does. Coming from several years of corporate background to an education in International Management in marketing, sustainability, and social innovation. A broad generalist with range across sectors, she is excited to be a part of the SBDC team. In her off time Kim is a hiker and gardener frequently in the company of her dogs.

Tammy Marquez-Oldham

Tammy brings 30 years of experience in the education, healthcare, software and food industries to the clients she serves in her capacity at Portland Community College. She has owned several businesses and hired, trained, and developed hundreds of employees. She has experience building business domestically and internationally, impacting more than 2,000 clients over the past 10 years. As director of the Portland Community College Small Business Development Center and the Oregon Small Business Development Center’s Global Trade Center, Tammy leads the vision of providing the highest level of business education and advising possible. With a Bachelor’s degree in Human Development from Warner Pacific College and a Master’s in Business from George Fox University, Tammy brings a unique and holistic approach to her work.

What our clients say

“The instructors were really good. It was not just getting instructions from a book but from people with experience. Now when I’m talking to [these international trade] people, I know what’s going on.” Charles King, Office Manager, Pacific Network