By JAMES FINK
jfink@bizjournals.com | 716-541-1611

Maryann Stein doesn't need to hear any horror stories about border-crossing issues.

She has some of her own.

The director of international programs for the Erie County Industrial Development Agency recently went to St. Catharines for a daylong trade conference. Her job requires some international traveling so Stein routinely carries her passport and enhanced driver's license.

When she got to the customs booth on the Canadian side of the Peace Bridge, the customs agent asked Stein for "her letter." He informed her that she needed a letter from her employer explaining why she wanted to enter Canada and where she was going.

"I was just going there for a couple of hours, and just for a meeting," she said.

She was allowed to enter Canada eventually, but Stein's story is indicative of the continuing confusion on both sides of the border since the Western Hemisphere Travel Initiative became the latest border-crossing mandate.

Established nearly 18 months ago, WHTI was created by former President George W. Bush's administration in reaction to the 2001 terrorist attacks. It has been praised for tightened security requirements but condemned in some quarters for making border crossing less business-friendly.

The ECIDA, the BiNational Tourism and Economic Development Alliance and other economic development agencies here and in Southern Ontario are participating in the "Border Remedial Action Plan" study. It is being compiled by Deloitte & Touche and is due later this year or by early 2011.

Officials said they want to use the study results as a foundation for recommended changes in border-crossing procedures.

"It doesn't mean that we have to go back to the pre-9/11 days, but everyone wants the border to be more friendly," said Mayor Ted Salci of Niagara Falls, Ont. "We understand the security aspects, but we keep hearing horror stories about businesses being impacted."

Stein said she spends a lot of time working with ECIDA clients to clear up confusion about it. Part of the problem is there are different views of border security between U.S. and Canadian officials.

"The Canadians, to me, appear to be much more aware and concerned about how all of this does affect their economy," Stein said. "Clearly, the Canadians are more aware of what trade means to them."

Standard information is key.

"Businesses cannot afford to have their trucks stuck for hours and hours at the border because an agent decides the driver doesn't have the right documentation," she said. "Delays translate into lost customers. It's not fair to businesses or people to start changing horses in midstream."

Robert Rich III is president of Roar Logistics Inc., Buffalo, which offers services on both sides of the border. He said he sees signs that the process is beginning to smooth out.

"In general, the border today is better than it was three years ago," he said. "Unfortunately, this is a part of business now and part of the new world economy."

Amherst attorney and immigration law specialist Rosanna Berardi said she has had to cross the border with some clients who needed help with border-crossing requirements.

Be ready with the required documents at all times, she said, adding, "It is absolutely critical to have everything in order."

She recalled a horror story in which one of her clients attempted to enter Canada for a business trip. He was all set, but his business partner had a DWI infraction from Canada, which is a felony in that country. The partner was denied entry and the trip was canceled.

"The lesson: You have to know everything about the person sitting next to you, too," Berardi said. "The border patrols, especially on the U,S. side, have had a cultural change since 9/11. They are afraid of admitting the wrong person into the country. They have adopted this ‘culture of no.' And that is hurting business and people."