U.S. firms failing to capitalize on global business opportunities.(headline)

U.S. exports are poised for growth, but many American companies lack the international business know-how to capitalize on this source of increased sales and profits. According to Ena Garay, a partner with Miami-based International Business Development Partners (IBDP), a consulting firm specialized in helping companies reach their international business objectives, rapidly increasing globalization and the need to stay competitive will prompt more U.S. firms to contract specialized business experts to grow a sustainable international presence.

Proliferating trade agreements, increasing international demand and a weakened U.S. dollar have resulted in one of the most favorable export markets in decades. In NAFTA markets alone, U.S. firms exported $169.5 billion to Canada and $97.5 billion to Mexico in 2003. The figures are up 36.5 percent and 12.9 percent, respectively, from 1997. Total U.S. exports to Central America increased 6.8 percent from 2002 to 2003, and 32.4 percent since 1997(*)--even ahead of the pending completion of a free trade agreement with Washington.

The U.S. government offers services designed to help American companies succeed in international markets, including reimbursement of overseas marketing expenses, and foreign importers report increasing demand for U.S. products--from popcorn to pet food.

Yet, with 95 percent of the world's population residing outside of U.S. borders, and an increasingly promising international sales outlook, experts are questioning why only 5 percent of U.S. companies are currently exporting.

"There are many reasons," says Garay. "First, small and medium-sized U.S. companies that could easily export often find language, culture and foreign government bureaucracies daunting. A company ...