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SMALL TO MIDDLE-MARKET BUSINESSES RELUCTANT TO GIVE EXPORTING A TRY, ACCORDING TO RECENT GALLUP SURVEY

 SMALL TO MIDDLE-MARKET BUSINESSES RELUCTANT TO GIVE EXPORTING A TRY,
 ACCORDING TO RECENT GALLUP SURVEY
 DETROIT, Aug. 6 /PRNewswire/ -- As the European Community moves ahead with its 1992 plan, the vast majority of small businesses in America say they'll be keeping their goods and services stateside.
 According to a recent Gallup survey conducted for Arthur Andersen's Enterprise Group and the National Small Business United (NSBU), 88 percent of the small businesses in the United States do not export their goods and services.
 The survey found that of those companies interested in starting or expanding export sales, 37 percent said they're reluctant because they lack information or know-how. Financial difficulties stopped 20 percent from foreign markets, while cost competitiveness left 14 percent export- shy.
 "Many small-business owners see exporting as high-risk," said Rick Fumo, managing director of Arthur Andersen's Enterprise Group. "It requires a major time commitment from key management and there's no guaranteed return on their investment. But with the right information about markets, cultures and regulations, not to mention appropriate contacts, small-business owners can feel more comfortable about targeting overseas markets," advised Fumo. "The information is out there, but it's not being used."
 Of the small- to middle-market business owners surveyed who would like to start or expand export sales, 51 percent in the western part of the U.S. said they lack the proper information or know-how. This is in contrast to 30 percent in the North Central region, 39 percent in the Northeast and 22 percent in the South Central region.
 "American small-business owners have long enjoyed the benefits of working within the world's single largest economy," said John Galles, NSBU executive vice president. "But we are rapidly moving toward an international economy, and small business must think globally or miss out on enormous overseas markets."
 Arthur Andersen's Enterprise Group specializes in providing business consulting, audit and tax services to small and middle-market businesses. It is comprised of a distinct group of professionals specially trained and devoted full-time to meeting the needs of the closely held company. The Enterprise Group is part of the Arthur Andersen Worldwide Organization, a leading provider of professional services with more than 80,000 clients served in more than 300 offices in 67 countries.
 National Small Business United is a private, non-profit association representing small-business owners in each of the 50 states. Its total membership surpasses 60,000 from virtually all service and industrial sectors. NSBU takes a bi-partisan approach to working with members of Congress and other elected officials to improve the economic climate for small-business survival and growth.
 -0- 8/6/92
 /NOTE: The following provides information on the survey:
 THE SURVEY
 Findings
 In addition to the findings reported in the news release, other key findings include:
 -- Fastest-growing small businesses
 -- Banking issues facing small business
 -- Investment tax credit restoration
 -- Top challenges for growth/survival
 -- Issues facing family-owned small businesses
 Methodology
 In March 1992, Arthur Andersen's Enterprise Group and National Small Business United (NSBU) contracted with the Gallup Organization, Inc. of Princeton, N.J., to conduct a national research survey of small and middle-market companies.
 A mail survey was used to gather data for this project. Surveys were mailed to a total of 6,000 small businesses. In order to learn more about the different segments within the small-business population, the mailing was divided so that 2,000 surveys were sent to each of the following groups: businesses with one-20 employees, businesses with 21- 100 employees, and businesses with 101-500 employees. Six hundred thirty-four completed and usable surveys were returned to the Gallup Organization by late June 1992.
 To ensure that the results represented a proper distribution by company size, the results were weighted using information from CACI Marketing Systems of Arlington, Va. CACI Marketing Systems uses the Bureau of Economic Analysis and County Business Patterns, cross- referencing the information with Dun's Marketing Services.
 Results Booklet
 Media representatives who would like to order the survey results booklet, "Survey Results of Small and Middle-Market Businesses: Attitudes, Issues, and Outlook," should contact Doug Armstrong at 312-507-2147.
 CONTACT: Mary Guregian Jenkins of Arthur Andersen, 313-596-7875; or Marcia Bradford of NSBU, 202-293-8830/ CO: Arthur Andersen's Enterprise Group; National Small Business United ST: Michigan IN: FIN SU: ECO


KR -- DE004 -- 7424 08/06/92 08:54 EDT
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Date:Aug 6, 1992
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