Russell Ee #4 Presentation, February 25, 2010

February 25, 2009February 25, 2009

Lebanon, VA 

What Do What Do These These

Entrepreneurs Entrepreneurs Have in Have in

Common?Common?

Confidence?Confidence?Competitiveness?Competitiveness?

An Idea?An Idea?

Drive?Drive?

Identified Identified Market Need?Market Need?

A PlanA Planofof

Action?Action?

Willing to take Willing to take Risks?Risks?

Focused?Focused?

Goal & Objective?Goal & Objective?

A successful A successful enterpriseenterprise

Small Business Impact Small Business Impact –– U.S.U.S.

• Represent 99.7% all employer firms• Employ ½ of all private sector employees• Pay 44% of total U.S. Private Payroll• Generate 64% of net new jobs over past 15 years• Hire 40% of high tech workers• Are 52% home‐based and 2% franchises

Source: U.S. Dept. of Commerce & U.S. Dept. of Labor

Small Business in Small Business in VirginiaVirginia

Virginia is for Business LoversVirginia is for Business Lovers

Small Businesses constitute 99% of all Virginia businesses. 

Small Businesses create over 60‐80% of all new jobs. 

Small Businesses account for half of the Commonwealth of Virginia’s contribution to the U.S. Gross Domestic Product ‐a whopping $160 billion. 

Ask VBIC = 866‐248‐8814

Virginia is for Business Virginia is for Business LoversLovers

• Virginia ranked #1 state for business by Forbes.com last four years.

• Ranked #1 most business friendly state by Pollina Corporate Real Estate, Inc. last two years.

• Named #1 best states for business by CNBC.

How to Start and Operate A Business

Who is the SBDC

• Small Business Development Center• VSBDC Mission – To foster small business

success and grow Virginia’s economy

• Vision – To be the small business resource of first choice in Virginia

Where business comes to talk business.

SBDC’s Goals• Assist clients to create and retain

jobs• Increase client’s revenue and

profitability• Increase capital investments in client

business• Increase business success rate and• Continue as a recognized contributor

to Virginia’s economic development

Where business comes to talk business.

How the SBDC can Benefit youThrough one-on-one Counselling, the SBDC

can help you with…• Management Skills• Business Information• Business Planning• Productivity Improvement• Workshops• Networking Assistance• Loan application• Source of business financing• Financial Analysis• Marketing• Permits, Licenses and taxes

Where business comes to talk business.

Business Planning & Strategy

• 6 FORMS OF BUSINESS• Entity pros/cons• Taxes & Liabilities & Termination• Consider talking to an

accountant/attorney before you decide.

• Team of advisors

Where business comes to talk business.

Why do I need a Business Plan

• To seek financing from a bank, private investor, venture capitalists or angels

• To provide you with a management tool

• Forces you to take an objective view of your ideas

• Serves as the road map to your objective

Where business comes to talk business.

What goes into a Business Plan

Where business comes to talk business.

• Cover Letter• Statement of Purpose, Executive Summary or Request for

Financing• Table of Contents (optional)• History of the Company• Business Summary• Definition of Products and/or Services• Industry and Competitor Analysis• Market Analysis• Marketing and Sales Strategies• Organization and Management• Operational Plan• Financial Statements and Pro Forma Projections• Capitalization/Equity/Debt Structures

Business Licence & Registration (7-Steps)• One - Determine entity

• Two - State Corporation Commission

• Three - IRS Forms - EIN

• Four - Unemployment taxes – Va Employment Commission

• Five - Registration – Va Dept. of taxation

• Six - Local license/tax with local commissioner of the Revenue/Town Administrator

• Seven - Other State Agencies for Licenses/Permits for professionals

Where business comes to talk business.

Pricing Structure

• Margin based• Income based• Competitive Based• Image Based• Volume based• Testing basedFrom “hypergrow your business” by Curtis Clinkinbeard

Where business comes to talk business.

Management Practices

• Leadership/Team Building• HR Management• Balanced Score Card• Six Sigma• Lean Manufacturing• Lean Six Sigma• ISO

Where business comes to talk business.

VSBDC Offices

Mountain Empire Community Collegewww.me.vccs.edu/sbdc/ Tel:276-523-6529

New River Valley/Radford Universitywww.sbdc.radford.edu Tel: 540-831-6056

Southwest Virginia Community Collegewww.sw.vccs.edu/sbdc Tel: 276-964-7345

Virginia Highlands Community Collegewww.vhcc.edu/sbdc Tel: 276-739-2474

Crossroads SBDC GalaxTel: 276-744-4977

www.score.org

Turn to SCORE Mentors for Small Business Advice

Steve Willinger

www.score.org

Seek Out SCORE Advisors

TOPICS

Small Business and Success

About SCORE

SCORE Services for You

Resources for Your Business

Looking Ahead

Next Steps

www.score.org

Q: How big a part of the economy is small business?

A: Small businesses create jobs and fuel growth.

There are more than 29.6 million small businesses nationwide.Small businesses represent 99.7 percent of all employers.Small businesses create 64 percent of new jobs.More than 625,000 new small businesses start each year.

Small Business and Success

SBA Fact Sheet, Sept 2009

www.score.org

Q: Why is mentoring important to you?

A: Small business represents success on your own terms.

Mentoring aids successBe your own bossAchieve your lifelong dreamCreate financial independenceMentoring increases your chances of starting*

Small Business and Success

*Dr. Jianwen Liao, Illinois Institute of Technology

www.score.org

SCORE is America’s free and confidential source of small business mentoring and coaching. SCORE is a nonprofit association of more than 12,400 business experts who volunteer as mentors.

Local business workshops and seminarsFace-to-face counseling through 364 officesEmail counseling through the SCORE small business web site, www.score.orgFree and confidential business advice for entrepreneurs

About SCORE

www.score.org

Q: How can a SCORE business mentor help?

A: SCORE mentors give real-world advice that applies to your business.

Practical adviceBusiness planning assistanceProblem-solving for business challengesGrowth strategies for business opportunitiesConfidential sounding board for your ideas

About SCORE

www.score.org

SCORE business mentors are volunteers. Volunteers who have achieved business success–and want to help you succeed in your business.

Dedicated volunteersConfidential advice for your businessExperienced business owners and executivesExperts who’ve seen both economic highs and lowsPros with expertise in hundreds of disciplines

About SCORE

www.score.org

SCORE can help your business in many ways.

Confidential business mentoringLong-term business coachingFace-to-face brainstorming sessionsOnline email advice available anytimeLocal workshops and seminars on business topics

SCORE Services for You

www.score.org

SCORE services are available nationwide.

More than 12,400 counselors nationwide More than 1,000 locations for mentoringAsk SCORE online advice at www.score.orgLocal business workshops and seminars

SCORE Services for You

www.score.org

Visit the SCORE Small Business Web Site: www.score.org

How-to Advice & Info

Ask SCORE for business advice onlineFind SCORE to locate any chapter in the country2,000 pages of content for small business ownersHow-to articles offer practical business tips

Resources for Your Business

www.score.org

SCORE Resource: www.score.org

The SCORE Small Business Web Site also offers:

Business Toolbox—Workshops, tips and tools for your business.

Learning Center—Industry articles and expert insights.

www.score.org

SCORE Offers Free Resources for Your Business

How to Really Start Your Own Business—a workbook available at your local SCORE chapter office.

SCORE eNews—an email newsletter with small business news and how-to advice.

SCORE Expert Answers—an email newsletter on leadership topics for entrepreneurs.

Resources for Your Business

www.score.org

Q: What can a mentor bring to the table?

A: Information, ideas and advice to help you succeed.

Wisdom gained from the “school of hard knocks”Independent, thoughtful advice specific to your businessPerspective from years in the trenches of economic cycles

Looking Ahead to Mentoring

www.score.org

Looking Ahead to Your Success

Entrepreneurial Success Factors

A focused business planHard work, and plenty of itA quality product and/or serviceGood advice

www.score.org

Looking Ahead to Create Success

Build Your Business Success

Play to your strengthsIdentify areas to improveLearn and grow as a leaderAdd to your knowledge baseForm a network of trusted advisors

www.score.org

Turn to SCORE

45 years of service to the small business communityAward-winning business counseling and resourcesResource partner with the U.S. Small Business Administration (SBA)

Steve Willinger, Chapter Chair 423.989.4866 www.bristolscore.org

Growing Your Business/Marketing 

Strategies

Steve WillingerSmall Business Marketing Professional

Social Media Strategist

Bristol, TN

MARKETING & ADVERTISINGFor The Entrepreneur

Entrepreneur ExpressFebruary 25, 2010

• Marketing Today• Social Networking• Planning for Success• Advertising for the Small Business• Developing a Marketing Budget

Today's Agenda

• Advertising is struggling

• Expectations are increasing

• Competition is everywhere

• Time is a scarcity

• Technology has become an integral component

A Few Facts

“Everything you do to place your product or service in the hands of potential customers.”

• Creating a customer• Keeping a customer

Marketing is. . .

Social Networking?

Social Media

• Anticipate future events• Define a direction• Create a blueprint

Marketing Plans

Marketing Plans

“A written plan turns your marketing into a planned investment

rather than a hopeful risk”

• Easy to understand• Clearly links objectives to strategies• Specific and measurable• Flexible• Provides for checkpoints

A Good Plan…

The Marketing Plan

• Reality Check* Current economy* Understanding success factors* Challenges your company faces

• Customer Analysis* Demographics, purchasing behaviors

• Competitive Analysis* SWOT analysis, competitive changes, challenges

The Marketing Plan

SMART ObjectivesSMART Objectives• Specific• Measurable• Accurate• Realistic• Time‐based

The Marketing Plan

• Strategies must be linked to the objectives• Well thought‐out strategies can provide discipline

• Minimizes the tendency to react• Provides a benchmark for measuring success

7 Step Marketing Plan

1. State the purpose of your marketing.2. Define your target audience.3. State customer benefits to emphasize.4. List marketing objectives & strategies5. Describe your market6. Establish your budget.7. Prepare an Action Calendar.

The most “convenient” method of communicating to your target audience the benefit of purchasing your product or service.

ADVERTISING is . . .

The key is to ensure that they take notice of yours!

HOW?

Fact: Most people ignore advertising

LocationRegular advertising will build awarenessConstant Focus on Sales and MarketingCommunity InvolvementPublic RelationsCommunicationCustomer Service 

Make sure your company is Recognizable

Make sure your company is Memorable

Advertising puts your company at the forefront of people’s minds.  Advertising either stimulates a purchase or helps to 

ensure that people know where to go when they do decide to purchase. Advertising also confirms a customer’s decision that 

doing business with you was a good idea 

How Does Advertising Work?

Branding

• What is it going to cost?• What methods would benefit my business 

the most?• Meet with a professional

QUESTIONS ASKED . . .

% of lifetime value of customer% of previous annual sales

% of desired sales8‐10% average retail (b2c)

4‐6% average wholesale (b2b)

Marketing & Advertising = Customers

Advertising Budget Basics

Steve WillingerSmall Business Marketing Professional

Social Media Strategist(423) 797‐0355

smwillinger@gmail.comstevewillinger.com

linkedin.com/in/stevewillingerfacebook.com/stevewillinger

“It’s your turn for Comments and Questions”

Tourism Business Development &Marketing Assistance

Randy RoseDevelopment Specialist – Partnership Marketing

Virginia Tourism Corporationrrose@virginia.org

276‐322‐2044

www.vatc.org (industry)www.virginia.org (consumer)

Impact of Tourism in VA ‐ 2008

• 19.2 billion in revenue

• supported 210,620 jobs

• provided $1.28 billion in state and local tax revenue 

Virginia Tourism Corp. Services

• Advertising• Customer Service & Industry Relations• Electronic Marketing• Film Office• Marketing & Promotion• Public Relations• Research• Tourism Development• Others

Development & Partnership Marketing 

• Wilderness Road Heritage Trail

• Virginia Coal Heritage Trail

• ‘Round the Mountain

• Heartwood   

• Spearhead Trails

• Planning Assistance• Marketing Guidance• Workshops

Business Assistance

Funding

• Marketing Leverage Program

Tourism Business Opportunities 

•Canoe Rentals and Tours 

•Fishing and Boating Rentals 

•Bicycle Tours and Outfitters 

•Adventure/Nature Camps

Agri‐tourism

•Wineries/Vineyards

•Corn Maze 

•Pumpkin Patch 

•Pick Your Own 

•Animal Parks

•Herb/Flower Farms 

•Christmas Trees Farms

Unique Lodging Opportunities 

•Bed & Breakfast Inns 

•Cabins and Cottages 

•Lodges 

•Campgrounds 

•Horse Campgrounds 

•Horse Stables/Barns 

•House Boats

•Green Lodging

•Music/Theater Venues •Artisan  Studios/Galleries •Heritage Sites  •Tea Rooms •Breweries/Pubs•Eclectic Restaurants •Shopping •Spas 

Attractions

Ancillary Businesses

Caterers Cleaning Services Food/Drink Distributors  ElectriciansRestaurant Equipment Plumbers Security Systems  Pool MaintenanceConvenient Stores  Lawn Care Web Site Designers  Auto RepairAd Agencies  Events PlannersTravel Agencies  FloristsMotorcoach Companies Linen Services Car Rental Offices

6 Questions You Should Answer• What are we trying to accomplish?

• Who is our target audience?

• What message will move our audience?

• What vehicle do we have to deliver the message?

• What are our resources?

• How do we measure our performance/success?

Marketing Tips

Marketing Plans Change • Because of business growth

• Because of research

• Because of economic factors

• Because of technology (social media)

• Because there is always change 

Marketing Tips

Virginia’s Recent Ad Campaign 

Targeting Niches 

Marketing Tips

• Traditional Music  (Crooked Road)• Cultural Heritage  (Coal Heritage Trail)• Anglers  (Fish Virginia First)•Outdoor Enthusiasts •Weddings/Meetings/Group Tours

Public Relations

Marketing Tips

Learn More About VTC Services

• Visit www.vatc.org & www.virginia.org

• Sign up for the Dashboard e‐newsletter

• Attend at VTC Help Desk event

• Establish relationships with all VTC divisions –tap into our services (i.e. marketing, advertising, research, etc.)

Randy RoseDevelopment Specialist – Partnership Marketing

Virginia Tourism Corporation

rrose@virginia.org276-322-2044

www.vatc.org (industry)www.virginia.org (consumer)

Financing & Managing Resources

Helpful Hints for FinancingYour Business Scott Peak

Market President

© 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.

Helpful Hint #1

Get Your Financial House In Order

Obtain a copy of your personal credit report.• Check for any inaccuracies or mistakes.• Make certain that all accounts are current and there are no

outstanding judgments or liens.• If there is any derogatory information, be proactive and prepare to

explain the problems and why the problem is not likely to occur again.

Gather personal and/or business records• For the past three years, including:

• Tax returns, financial statements with schedules and attachments, and interim year-to-date financial statements.

• Any other financial documents that might help a lender.• Neatly photocopy all of the documents and prepare them for your

presentation.

82© 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.

Helpful Hint #2

Understand What Your Lender is looking for

Be specific in what you are asking for• Know how much you need• Be prepared to support all costs with estimates, invoices, or

contracts• Never tell a lender that you want to borrow as much money as

possible.Primary source of repayment• Be able to demonstrate how you will pay back the loan

• Debt Service Coverage = Earnings before Interest, Taxes, and Depreciation / Total Debt Service

• Debt to Income= Debt service / Income available to service debt

Secondary source of repayment (back up plan)• Be prepared to be able to demonstrate how your lender will be

paid back if income falls short• Be prepared to have guarantors and possible collateral 83© 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.

Helpful Hint #3

Recognize Your Strengths And Weaknesses Bank underwriters are paid to identify risk• Business owners tend to be optimistic• Be prepared for scrutiny• Address your strengths and challenges realistically & honestly

Most common weaknesses lenders find are:• Inability to demonstrate repayment ability• Insufficient collateral• Lack of management experience• Insufficient cash injection• Poor personal credit

Don't get scared; just get prepared• Depending on the severity of any particular weakness, you can

often overcome it if you are prepared with a particularly noteworthy and compensating strength.

84© 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.

Sources of Financing

Credit Cardso Most expensiveo Credit lines may be cut unexpectedly o Most risk

Personal Savingso Lowest expenseo Lowest risk o Do not use all of your savings for start up costs

Bank financing o Low costo Shorter termo Higher equity requirements

Small Business Administration guaranteed loanso Low costo Longer termso Reduced equity requirementso Lower risk to partner Bankso Multiple plans to address real estate, equipment, and working capital

needsNon-profit community lenders (People Inc, etc)

85© 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.

Why NOW is the Best Time EVER to get a SBA Loan?

More companies than ever are eligibleTangible net worth <$8.5MM

Net profits <$3MM in each of last two years

Transaction costs are at an all time lowSBA has waived the guarantee fee – usually ~2 points

Interest rates are at all time lows

Congress is now acting to increase lending limits, waive fees, and bolster lending!

86© 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.

Advantages to SBA Loans

Lower down paymentUp to 90% financing on Owner Occupied Real Estate

Up to 85% financing on Business Acquisition

Up to 90% financing on Partner Buy Out

Longer amortization20 – 25 Year Term on Owner Occupied Real Estate

10 Year Term on Business Acquisition or Refinance

Can lend with collateral shortfallSBA does not have specific LTV

Must take “All available collateral”

87© 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.

Types of Deals Financed

Acquisition of Owner Occupied Real EstateFinancing available up to $9MM

Refinance of Existing DebtUp to $2MM

Must cut payments by 10% or more

Business AcquisitionIndividual or corporate buyers

Partner or Management Buy-Outs

Loans up to $1.75MM

Start UpsRequire 30% equity

88© 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.

Why Wells Fargo SBA Lending

Largest lender in United StatesClosed over $900MM in 2009 – three times nearest competitor

Experienced Lenders and Underwriters

Preferred SBA Lender

Growing while others contract2010 Goal - $1.2B

It’s a marathon not a sprintWe don’t sell our loans

89© 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.

Scott PeakMarket President Wachovia Bank

© 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.

601 State St – 3rd Floor Bristol, VA 24201(276) 645 – 1230Scott.peak1@wachovia.com

People Incorporated Financial Services

• Chartered in 1964 as first rural Community Action Agency in the United States

• Offer a diverse range of development services and programs throughout Western Virginia

• BusinesStart

• Training and Technical Assistance

• Consumer Loan Program

• IDA

• Cars for Work

• Ninth District Development Financing, Inc.

• New Market Tax Credit Program

People Inc Financial Services

• Promotes economic self‐sufficiency and a better quality of life for the region’s citizens through small business ownership, job creation, and asset development.

• Provides business training, technical assistance, and makes business loans.

• Partners with the local banking community and focuses services on customers who may not be eligible for bank financing.

BusinesStart

• Classes are offered to assist in educating the customer on Business Development.

• Loans available up to $200,000 for start up or existing businesses.

• Continuing assistance to customers once the business is up and running.

Training and Technical Assistance• Business Basics Workshop

• Core Four  Business Planning Course

• Customer Service Workshopwith partner Virginia Tourism Cooperation

• Social Media Workshop‐ You‐Link‐Twit‐Facewith partners Virginia Dept of Business Assistance and 

Virginia Tourism Corporation

Consumer Loan Program

• Loans available up to $10,000

• Interest Rate = Prime + 5.0%

• Terms up to 36 months

• Credit problems understood

• Loans must have collateral

• Loans for:– Home Improvements

– Car Repairs

– Payoff Payday Loans

– Bill Consolidation

IDA

• Individual Development Account – special matched savings designed to help working people develop assets.

• The money needs to be used for certain things:– Home Ownership

– Secondary Education

– Small Business Ownership

• Service Areas: Counties of Buchanan, Dickenson, Russell, Tazewell, and Washington and the City of Bristol.

IDA Award

• People Incorporated at the Federal Reserve in Richmond  being awarded for having the most graduates in the state.

Cars for Work

• Transportation initiative offered to working TANF eligible participants.

• 0% interest rate, up to $3,000 for 24 months.

• Service areas: Counties of Buchanan, Dickenson, Russell, Lee, Wise, Scott, Tazewell, and Washington and the Cities of Bristol and Norton.

NDDFNinth District Development Financing, Inc.

• Loans for start up or expanding a tourism related business.

• Business must be located within the 9th

congressional district of Virginia.

• Interest rate = Prime Rate

New Market Tax Credit• The New Market Tax Credit Program (NMTC) is a community 

development lending tool designed to stimulate the flow of investment in underserved communities by creating new jobs and accelerating economic revitalization.

• The program was created as a part of the Community Renewal Tax Relief Act of 2000 which encourages private capital investment in low income communities by providing a 39 percent federal tax credit to investors.

• The program is based on the idea that there are viable business opportunities in low‐income communities and that a federal tax credit would provide attractive incentive to increase the flow of investment capital to such areas.

Funding Partners• Small Business Development (SBA)

• Virginia Enterprise Initiative (VEI)

• US Treasury

• Virginia Tobacco Commission

• Virginia Dept of Housing and Community Development

• Virginia Community Capital (VCC)

• FAHE

• Washington County

• City of Bristol, Virginia

Contact InformationBecky Nave

People Incorporated of Virginia

1173 West Main Street

Abingdon, VA 24210

bnave@peopleinc.net

P: 276‐619‐2243

C: 423‐571‐3212

www.whatcanpeopledo.org

Questions?

Other Business Other Business ResourcesResources

Sandy Ratliff, Business Services ManagerVirginia Department of Business Assistance276-676-3768sandy.ratliff@vdba.virginia.gov

www.vdba.virginia.govwww.vastartup.org

The Virginia Department of Business Assistance

VDBA supports economic development in the Commonwealth by working with new and existing businesses to provide business and economic development communities with:

• workforce incentives• financing• business information and counseling• state procurement assistance• incubator counseling and• educational opportunities www.vdba.virginia.gov

Ask VBIC = 866‐248‐8814

Formula for Success

‐ Critical information for decision 

making

‐ Well trained and plentiful 

workforce

‐ Appropriate capital structure

Business Information Services

To help businesses get started and to grow.

Formation Assistance Virginia Business Information Center (VBIC) 1-866-248-8814

Bridges the 26 state agencies, over 100 programs and over 300 forms that may touch a Virginia business

Virginia Central Business Portal (www.business.virginia.gov)

Covers registration, taxation, licensingInteractive Business Plan CD

5 Step process to a business planEntrepreneur Express Events

150 Events – 7,500 Trained

Are you starting a business?Virginia’s Business One StopBusiness One Stop system can help you determine your business formation requirements and can pre-fill your business registration forms.

Visit http://www.virginia.gov/bos/index.html to access the Business One Stop System.Create a Business One Stop account.Answer a few brief questions about your business.Receive a list of action items and pre-filled business

registration forms.

Questions? Contact the Virginia Business Information Center1-866-248-8814 (804) 371-0438 vbic@vdba.virginia.gov

VirginiaVirginia’’ss Business One StopBusiness One Stop

Winner of the 2009

Governor's Technology

Awards

Ask VBIC = 866‐248‐8814

Ask VBIC = 866‐248‐8814

Governor’s ExecutiveOrder 33$5 billion market

Access to buyers from 171 state agencies

Additional $5 billion from local governments

575 localities using eVA system.Small Business Goal – 40%

Over 41,490 registered suppliersOver 13,065 participating buyers

Growing Your $ales Growing Your $ales ‐‐ StateState

•• Examples of Purchasing:Examples of Purchasing:– Instant Ice Tea

• 01/01/2009 – 12/31/2009 = $23,455.71 ‐ 46 PO’s– Novelty – Specialty Advertising Products

• 01/01/2009 – 12/31/2009 = $152,905.34  ‐ 152 PO’s– Grounds Maintenance: Mowing, Edging, Plant (Not Tree) Trimming,etc. 

• 01/01/2009 – 12/31/2009 = $14,566,567.94 ‐ 1150  PO’s– Tires and Tubes, Passenger Vehicles

• 01/01/2009 – 12/31/2009 = $72,103.64  ‐ 7  PO’s– Concessions, Catering, Vending: Mobile and Stationary

• 01/01/2009 – 12/31/2009 = $6,187,712.31‐ 11,757   PO’s– Building Maintenance

• 01/01/2009 – 12/31/2009 = $90,611,650.85  ‐ 9285 PO’s– Earth Moving Equipment Rental

• 01/01/2009 – 12/31/2009 = $8,573,333.24  ‐621    PO’s– Cleaning Services, Steam & Pressure

• 01/01/2009 – 12/31/2009 = $3,358,694.55‐ 303  PO’s

OneOne––onon‐‐One Counseling SessionsOne Counseling Sessions

Need Based:– Accessing New Markets/Sales Growth

– Tailored Sales Development Solutions

– Financing Resources

– Social Media for Your Business

To schedule an appointment, contact:

Sandy Ratliff, Business Services Manager276-676-3768

Email: sandy.ratliff@vdba.virginia.gov

Entrepreneur WorkshopsEntrepreneur Workshops

• Launched October 2006• Partnership with Service Providers and localities

• Provide information on available resources to start and grow a business

• Statewide Program• Free – ½ Day Session• Over 7,500 reached• www.vastartup.org

Growing Your $ales WorkshopsGrowing Your $ales Workshops

Business Sales Growth ProgramMarket Research and ExpansionFinancingGrowth Management    

Partnered events for SWAM certification and eVA registration

Networking of businesses and decision‐makers

Social Media WorkshopsYou‐Link‐Twit‐Face

Upcoming Events:• April 14 – Dickenson County•April 29 – Wytheville •May 18 – Galax

Virginia JobsVirginia JobsInvestment ProgramInvestment Program

• Workforce recruiting and training– Create minimum 25 net new jobs within 12 months and

capital investment of at least $1,000,000– Minimum entry-level wage of $10.00/hr required. Only full-

time jobs are eligible.

• Small business workforce recruiting and training– 250 employees or less, hiring at least 5 new full time

employees within 12 months of operation and capital investment of at least $100,000

– Minimum entry-level wage of $10.00/hr required. Only full-time jobs are eligible.

• Retraining– Small businesses that are retooling and installing new

technologies– Company must retrain minimum 10 full-time employees.

Financing ProgramsFinancing Programs

• Direct Lending: In partnership with banks and other lenders, we provide direct loans in economic development transactions. We also provide direct loans under specific programs designed to promote environmental stewardship and assist licensed daycare centers and family home providers. 

• Indirect Lending:We provide loan guarantees or other types of credit enhancements to commercial banks in order to increase access to capital for businesses. 

• Conduit Financing:We are the statewide conduit issuer of tax‐exempt industrial development bonds for manufacturers and 501c3 organizations.

The VSBFA Does Not Give…

• Grants• Loans or guaranties of loans without

collateral• Loans or guaranties of loans without

personal guaranties from all significant owners

OTHER AVAILABLE RESOURCESOTHER AVAILABLE RESOURCES

• Virginia Department of Labor – Apprenticeship Program– Combination of on‐the‐job training and classroom instruction.– Advantage of skilled workforce and reduced turnover.– http://www.doli.virginia.gov

• Virginia Department of Agriculture & Consumer Affairs– Virginia’s Finest Trademark = Marketing program that promotes foods and 

foods products grown in Virginia.– Facilitates expansion of agricultural businesses.

http://www.vdacs.virginia.gov

OTHER AVAILABLE RESOURCESOTHER AVAILABLE RESOURCES

Virginia Business Incubator– 9 Available in Southwest Virginia

– 30 Within Commonwealth

– Business Incubator Benefits

• Facility designed to assist businesses to become established and sustainable

• Benefits

– Shared premises and business services

– Business advice and mentoring assistance

– More details ‐ http://www.vbia.org/

Business IncubatorBusiness Incubator

Light Manufacturing SpaceCommercial Kitchen

Shared Amenities

OTHER AVAILABLE RESOURCESOTHER AVAILABLE RESOURCES

Virginia Economic Bridge, IncVirginia Economic Bridge, Inc..– Non‐profit organization to promote the economic vitality of SWVA and the Commonwealth.

– Virginia’s Business Pipeline – Online searchable database of more than 24,000 Virginia based companies, business to business marketing & RFP resourcewww.VirginiaBusiness.org

– Virginia’s Linked Workforce Showcase – Designed to create business partnerships yielding contracts between SWVA and Northern Virginia by connecting companies in specific industry sectors. www.LinkedWorkforceShowcase.org

Starting and Growing a BusinessStarting and Growing a Business

• Business Formation Assistance– Small Business Development Center Network = www.virginiasbdc.org

– SCORE = www.score.org

– Virginia Business Information Center = 866‐248‐8814

– Virginia Central Business Portal = www.business.virginia.gov

– Virginia Business Incubator Association = http://www.vbia.org/

Marketing ResourcesMarketing Resources

• SCORE = www.score.org

• Virginia Tourism Corporation = www.vatc.org

• Virginia Economic Bridge, Inc. = www.virginiabusiness.org

• Virginia Department of Agriculture – Virginia’s Finest Trademark = www.vdacs.virginia.gov

Financing ResourcesFinancing Resources

• Virginia Small Business Financing Authority = www.vdba.virginia.gov

• Small Business Development Center = www.virginiasbdc.org

• Small Business Administration = www.sba.gov

• Local Economic Development Office or Chamber of Commerce

““If you always do what youIf you always do what you’’ve ve always done, You will always always done, You will always get what youget what you’’ve always got!ve always got!””

Lets Connect:Lets Connect:

Sandy RatliffSandy RatliffThe Virginia Department of Business AssistanceThe Virginia Department of Business Assistance

276276‐‐676676‐‐37683768sandy.ratliff@vdba.virginia.govsandy.ratliff@vdba.virginia.gov

Online:Online:Twitter: http://Twitter: http://twitter.comtwitter.com/sandyratliff/sandyratliff

Facebook: http://Facebook: http://www.facebook.com/sandy.ratliffwww.facebook.com/sandy.ratliffLinkedIn LinkedIn ‐‐ http://http://www.linkedin.comwww.linkedin.com/in/sandyratliff/in/sandyratliff

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CONTACTS

• Sandy Ratliff, Virginia Department of Business Assistance = 276‐676‐3768 or VBIC = 866‐248‐8814

• Steve Willinger, SCORE = 423‐989‐4850  • Joyce Kinder, SVCC SBDC = 276‐964‐7345 • Randy Rose, Virginia Tourism Corporation = 276‐322‐2044

• Scott Peak, Wachovia Bank = 276‐645‐1230 • Becky Nave, People Inc. = 276‐619‐2243• Carl Mitchell, Virginia Economic Bridge = 540‐ 731‐6800 • Linda Tate, Russell Chamber = 276‐889‐8041