FREE workshop geared towards small business owners as well as those who are thinking about becoming entrepreneurs. Accessing resources is crucial for a small business to start or grow. But in these challenging economic times finding financing, new customers/markets and accessing help within state and federal government can be difficult. The Virginia Department of Business Assistance partnered with the Blue Ridge Crossroads Small Business Development Center and Blue Ridge Crossroads Economic Development Authority to conduct an Entrepreneur Express Workshop in Independence, Grayson County, Virginia. The program is designed to provide insight into areas of business ownership that often go overlooked and help connect you to FREE resources available to small business in Virginia.

1. Independence
December 9, 2010

2. WELCOME
Ken McFadyen
Blue Ridge Crossroads Economic
Development Authority

4. What Do
These
Entrepreneurs
Have in
Common?

5. SUCCESS!

6. SUCCESS!

7. Remember as a start-up
your place in the food chain

8. GET PREPARED…DO
YOUR HOMEWORK
OR……..

10. How to Start and Operate
A Business

11. How to Start and Operate A
Business
Our Team
Dr. Dallas Garrett-SBDC Director
Bernie Deck-Carroll County Business Development Director
Mandy Archer-SBDC Administrative Assistant
Sandy West-Financial Analyst
Kenneth McFadyen-BRCEDA Entrepreneurial and Business Development Director

12. Who is the SBDC
• Small Business Development Center
• VSBDC Mission – To Improve new and existing
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.

13. SBDC’s Goals
• Assist clients to create and retain jobs
• Increase client’s revenue and
profitability
• Increase capital investments and
efficiency in client business
• Increase business success rate and
• Continue as a recognized contributor to
Virginia’s economic development
Where business comes to talk business.

14. How the SBDC can Benefit you
Through one-on-one Counseling, the SBDC can help you
with the following processes…
• Discuss your Ideas in a confidential setting-There are no bad or
silly idea-Some ideas need a little adjusting
• Help you understand the Business Planning process and provide
whatever assistance you need to complete your plan
• Guide you through the process providing help along the way
• Help you determine realistic financial projections and provide
marketing ideas
• Suggest workshops that you might attend to help you start your
business off right
• Suggest format for your plan to help you secure funding
• Help you complete the loan application
• Provide sources of business financing
• Arrange meetings with funding sources at Crossroads
• Help you improve your credit report, when necessary and help
with Permits, Licenses and taxes
When you are successful we all benefit
Where business comes to talk business.

15. Business Planning & Strategy
• Help with Business Structure
• Explain pros/cons of different structures
• Taxes, Liabilities & Termination
• Consider talking to an accountant/attorney before
you decide.
• Suggest banking, accounting and bookkeeping
practices that will help your business
Where business comes to talk business.

16. Why do I need a Business Plan
• A good plan will allow us to provide funding
contacts from a variety of sources including
banks, private lending institutions, private
investors, venture capitalists and angel
Investors
• Provide you with a management tool for your
business
• A Business Plan Forces you to take an
objective view of your ideas
• A Business Plan serves as the road map to
your objective
Where business comes to talk business.

17. What goes into a Business Plan
• Attractive Cover and Cover Letter
• Table of Contents
• Executive Summary and Capital Request
• Description of Business, Projected Number of Employees
• History of the Company if already in Business 2-3 years of
Financials
• Description of Products and/or Services
• Who is Your Competition?
• Market Analysis
• Marketing and Sales Strategies
• Organization and Management Structure and Experience of
Key People
• Floor Plan and Pictures of Facility
• Financial Projections 3-5 Years, Financial Graphs
• Resumes of Key Employees
• Appropriate Attachments-Letters of Support-Recent orders
Where business comes to talk business.

18. Business License & 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.

19. Pricing Structure
• We will help you determine realistic
costs for your business operation, which
will help you determine your pricing
Structure
• Margin based
• Income based
• Competition Based
• Image Based
• Volume based
• Testing based
From “hypergrow your business” by Curtis Clinkinbeard
Where business comes to talk business.

20. Management Practices
• Leadership/Team Building
• HR Management
• Quality Control Practices
• Six Sigma
• Lean Manufacturing
• Lean Six Sigma
• ISO /QS
Where business comes to talk business.

21. Crossroads Business Development Success
• Clients-708
• Business Plans Completed 204
• Clients Funded-155
• Clients that did not need funding-32
• Funding to date-$42,651,247
• Jobs created or saved-652

22. VSBDC Offices
Crossroads SBDC Office
Tel: 276-236-0435
Dgarrett@crossroadsva.org
Longwood SBDC – Martinsville
www.longwood.edu/sbdc Tel: 276-632-4462
Mountain Empire Community College
www.me.vccs.edu/sbdc/ Tel:276-523-6529
New River Valley/Radford University
www.sbdc.radford.edu Tel: 540-831-6056
Roanoke Regional Small Business
Development Center
www.roanokechamber.org/ Tel: 540-983-0717
Southwest Virginia Community College
www.sw.vccs.edu/sbdc Tel: 276-964-7345
Virginia Highlands Community College
www.vhcc.edu/sbdc Tel: 276-739-2474

23. Count on SCORE Mentors for
Small Business Growth Advice

24. Small Business & SCORE
Topics
 About SCORE
 Mentoring & Small Biz Success
 Resources to Help You Succeed
 Useful Small Biz Resources
 Success Factors
 Getting Started
www.score.org

25. About SCORE Advice
SCORE is America’s free and confidential
source of small business mentoring.
SCORE is a nonprofit association of more than 13,000
business experts representing 335,000 years of
experience who volunteer as mentors.
• 364 offices with local face-to-face mentoring
• Local, low-cost business workshops and seminars
• SCORE advice online through www.score.org
• Entrepreneurs get free and confidential business advice
www.score.org

26. Small Business and Success
Q: Why is mentoring important to you?
A: Small business represents success on your own terms.
• Mentoring aids success
• Be your own boss
• Achieve your lifelong dream
• Create financial independence
• Mentoring increases your
chances of starting*
*Dr. Jianwen Liao, Illinois Institute of Technology
www.score.org

27. Small Business and Success
Q: How big a part of the economy is small
business?
A: Small businesses create jobs and fuel growth.
• Nationwide, there are more than 29.6 million small businesses.
• Small businesses represent 99.7 percent of all employers.
• Small businesses create 64 percent of new jobs.
• Each year, more than 625,000 new small businesses start.
www.score.org

28. Mentoring Has a Great Place in Business
Q: How can a SCORE business mentor help?
A: SCORE mentors give real-world advice that applies
to your business
 Helpful and useful advice
 Business and marketing planning assistance
 Problem solving for managing cash flow
 Growth strategies for business opportunities
 Confidential sounding board for your ideas
www.score.org

29. SCORE and Job Creation
Gallup Poll shows SCORE Helps Business
Start & Grow Even in Recession
SCORE to Help Grow 1 Million Successful
Small Businesses by 2017
• Business Starts: 68,742
• Jobs Created 30,603
• Jobs Saved 16,510
• 2009 SCORE clients still in business 90%
www.score.org

30. Small Business at a Glance
Small Business Means Jobs
Percent Small Business
90 58.3% of goods-producing
80
70 industries are small business
60
50
40
30
20 47.73% of service industries
10
0 are small business
60.2 million U.S. workers are
employed by small business
Source: http://www.sba.gov/advo/research/sbqei1002.pdf
www.score.org

31. Business and Job Creation
50% of U.S. employees
work in a small business.
64% of net new jobs from
1993 to 2008 were small
business jobs.
Source: U.S. Dept. of Labor, Bureau of Labor
Statistics, Business Employment Dynamics.
www.score.org

32. Economic Recovery Trending
Small Business is the Key to Economic Recovery
• The unemployment rate fell to 9.5% in
June, and the economy generated
524,000 net new jobs in the second
quarter.
• 42% plan for capital investments
• Small business growth leads to
commercial real estate improvements
and regional bank success.
Source: Fall 2009 American
Express OPEN Small Business
Monitor
www.score.org

33. Setting the Stage for Growth
Improving the Success of Small Business
Improving success rates
improves the economy.
Today, only half of small
businesses survive for
5 years. (post shut-down
interviews revealed that 85%
Source: U.S Dept. of Commerce, Bureau of the
were preventable) Census, Business Dynamics Statistics.
Let’s change that.
www.score.org

34. Growth Industries Aid Recovery
Small Business Leads the Way with Niche Markets
Healthcare, green business , “go local” opportunities
• Green Power: Got $1.6 billion, 27%, of
all investment dollars in 2010 Q3
• Senior Market: 3 of the top 10 industries
with fastest employment growth
• Locally grown and made products:
More than 5% growth in the past 5 years
• Healthcare: Revenue expected to grow
beyond $72 billion by 2011
Source:
http://www.entrepreneur.com/tr
ends/index.html
www.score.org

35. Who is Thinking Positive?
Entrepreneurs are Optimistic about the Future
50% say future is brighter
• Gen Y is the most optimistic.
80% see better business ahead.
• Women more upbeat than men.
60% positive about the future.
• Expansion begins.
More than 25% of entrepreneurs
say YES, we are ready to invest in
the future.
Source: Fall 2009 American Express
OPEN Small Business Monitor
www.score.org

36. Setting the Stage for Success
Workflow Responsibilities
SCORE is America’s
small business resource Free & confidential
mentoring
• One-on-one counseling in
person & online. • We help small biz grow
• Workshops, seminars & • Jelly Belly $160mm rev
events in your community.
• Vera Bradley $288mm rev
• Business tools & templates
• 8.5 million served since 1964
at www.score.org.
• 370,000 assisted this year
www.score.org

37. Small Business Counts on SCORE
Mentoring & Expert Insights Aid Success
68.9% of SCORE’s clients
go into business after mentoring
• Clients in 2009 +350,000
• Under 44 years old 46%
• Female 46%
• College graduates 69%
Source: Gallup SCORE client outcomes survey 2009.
Helena and Emily McHugh of Casauri,
SCORE clients for more than 10 years.
www.score.org

38. SCORE as an Expert Resource
Entrepreneurs’ Favorite SCORE Resources
60% of SCORE clients say
these SCORE-mentored tools
are very important to the
growth of their business.
• Marketing Plan
• Business Plan
• Cash Flow Analysis
• Financial Strategy
Source: Gallup SCORE client
outcomes survey 2009.
www.score.org

39. Small Business Matters
Thank you.
Steve Willinger, Chapter Chair
. Bristol & Abingdon
Call or visit us online
(423) 989-4866
www.bristolscore.org
We are here to help with free & confidential mentoring
www.score.org

40. Growing Your
Business/Marketing
Strategies

41. Entrepreneur Express
March 18, 2010
MARKETING & ADVERTISING
For The Entrepreneur
Steve Willinger
Small Business Marketing Professional
Social Media Strategist
Bristol, TN

42. Today's Agenda
• Marketing Today
• Social Networking
• Planning for Success
• Advertising for the Small Business
• Developing a Marketing Budget

43. A Few Facts
• Advertising is struggling
• Expectations are increasing
• Competition is everywhere
• Time is a scarcity
• Technology has become an integral component

44. Marketing is. . .
“Everything you do to place your product or service
in the hands of potential customers.”
• Creating a customer
• Keeping a customer

45. Social Networking?

46. Social Media

47. Marketing Plans
• Anticipate future events
• Define a direction
• Create a blueprint

48. Marketing Plans
“A written plan turns your marketing into
a planned investment
rather than a hopeful risk”

49. A Good Plan…
• Easy to understand
• Clearly links objectives to strategies
• Specific and measurable
• Flexible
• Provides for checkpoints

50. 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

51. The Marketing Plan
SMART Objectives
• Specific
• Measurable
• Accurate
• Realistic
• Time-based

52. 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

53. 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 & strategies
5. Describe your market
6. Establish your budget.
7. Prepare an Action Calendar.

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

55. Fact: Most people ignore advertising
The key is to ensure that they take notice of
yours!
HOW?

56. Make sure your company is
Recognizable
Location
Regular advertising will build awareness
Constant Focus on Sales and Marketing
Community Involvement
Public Relations
Communication
Customer Service

57. Make sure your company is
Memorable

58. How Does Advertising Work?
 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

59. Branding

60. QUESTIONS ASKED . . .
• What is it going to cost?
• What methods would benefit my business
the most?
• Meet with a professional

61. Advertising Budget Basics
% of lifetime value of customer
% of previous annual sales
% of desired sales
8-10% average retail (b2c)
4-6% average wholesale (b2b)
Marketing & Advertising = Customers

62. “It’s your turn for Comments and
Questions”
Steve Willinger
Small Business Marketing Professional
Social Media Strategist
(423) 797-0355
smwillinger@gmail.com
stevewillinger.com
linkedin.com/in/stevewillinger
facebook.com/stevewillinger

63. Tourism Business Development &
Marketing Assistance
Kitty Barker
Development Specialist – Partnership Marketing
Virginia Tourism Corporation
kbarker@virginia.org
276-466-8772
www.vatc.org (industry)
www.virginia.org (consumer)

64. • 17.7 billion in revenue
• supported 204,480 jobs
• provided $1.24 billion in
state and local tax revenue
*International visitation up 16%.
Impact of Tourism in VA - 2009

66. • Advertising
• Customer Service & Industry Relations
• Electronic Marketing
• Film Office
• Marketing & Promotion
• Public Relations
• Research
• Tourism Development
• Others
Virginia Tourism Corp. Services

68. • Wilderness Road Heritage Trail
• Virginia Coal Heritage Trail
• ‘Round the Mountain
• Heartwood
• Spearhead Trails
Development & Partnership
Marketing

69. • Planning Assistance
• Marketing Guidance
• Workshops
Business Assistance

70. • Marketing Leverage Program
Funding

71. •Canoe Rentals and Tours
•Fishing and Boating Rentals
•Bicycle Tours and Outfitters
•Adventure/Nature Camps
Tourism Business Opportunities

72. •Wineries/Vineyards
•Corn Maze
•Pumpkin Patch
•Pick Your Own
•Animal Parks
•Herb/Flower Farms
•Christmas Trees Farms
Agri-tourism

73. Bed & Breakfast Inns
Cabins and Cottages
Lodges
Campgrounds
Horse Campgrounds
Horse Stables/Barns
House Boats
Green Lodging
Unique Lodging Opportunities

74. Music/Theater Venues
Artisan Studios/Galleries
Heritage Sites
Tea Rooms
Breweries/Pubs
Eclectic Restaurants
Shopping
Spas
Attractions

75. Caterers Cleaning Services
Food/Drink Distributors Electricians
Restaurant Equipment Plumbers
Security Systems Pool Maintenance
Convenient Stores Lawn Care
Web Site Designers Auto Repair
Ad Agencies Events Planners
Travel Agencies Florists
Motorcoach Companies Linen Services
Car Rental Offices
Ancillary Businesses

76. 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

77. 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

78. Virginia’s Recent Ad Campaign

79. Targeting Niches & Groups By Interest
•Traditional Music (Crooked Road)
• Cultural Heritage (Coal Heritage Trail)
• Anglers (Fish Virginia First)
•Outdoor Enthusiasts
•Weddings/Meetings/Group Tours
Marketing Tips

80. Public
Relations
Marketing Tips

81. • 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.)
Learn More About VTC Services

82. Tourism Business Development &
Marketing Assistance
Kitty Barker
Development Specialist – Partnership Marketing
Virginia Tourism Corporation
kbarker@virginia.org
276-466-8772
www.vatc.org (industry)
www.virginia.org (consumer)

83. Financing & Managing
Resources

84. Helpful Hints for
Financing
Your Business
Scott Peak
Market President
© 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.

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

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

87. Primary Source of Repayment
Business Net Income + Outside Income (W-2)
Interest Expense +
Depreciation / Amortization +
Earning Before Interest, Depreciation, & Amortization
(EBIDA)
DIVIDED BY
Annual Debt Service Payments or
Interest Expense plus Current Maturities of Long Term Debt
Equals =
Debt Service Coverage (Target > 1.40 to 1.0)
© 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.
87

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

89. Sources of Financing
 Credit Cards
o Most expensive
o Credit lines may be cut unexpectedly
o Most risk
 Personal Savings
o Lowest expense
o Lowest risk
o Do not use all of your savings for start up costs
 Bank financing
o Low cost
o Shorter term
o Higher equity requirements
 Small Business Administration guaranteed loans
o Low cost
o Longer terms
o Reduced equity requirements
o Lower risk to partner Banks
o Multiple plans to address real estate, equipment, and working capital needs
 Non-profit community lenders (People Inc, etc)
© 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.
89

90. Why NOW is the Best Time EVER to get a
SBA Loan?
 More companies than ever are eligible
 Tangible net worth <$8.5MM
 Net profits <$3MM in each of last two years
 Transaction costs are at an all time low
 SBA 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!
© 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.
90

91. Advantages to SBA Loans
 Lower down payment
 Up to 90% financing on Owner Occupied Real Estate
 Up to 85% financing on Business Acquisition
 Up to 90% financing on Partner Buy Out
 Longer amortization
 20 – 25 Year Term on Owner Occupied Real Estate
 10 Year Term on Business Acquisition or Refinance
 Can lend with collateral shortfall
 SBA does not have specific LTV
 Must take “All available collateral”
© 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.
91

92. Scott Peak
Market President
Wachovia Bank
601 State St – 3rd Floor
Bristol, VA 24201
(276) 645 – 1230
Scott.peak1@wellsfargo.com
© 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.

93. Community and Economic
Development

94. Community and Economic
Development
• Small Business Loans
• Ninth District Development Financing, Inc.
• Training and Technical Assistance
• Consumer Loan
• IDA (Individual Development Accounts)
• New Markets Tax Credit Program

95. Assistance for Small Businesses
2010
• $766,046 total
dollars disbursed
• 30 business started
or expanded
• 112 jobs created or
retained

96. Assistance for Small Businesses
• Loans available up to $200,000 for start up or
existing businesses.
• Interest Rate – 3% above prime
• Collateral required
• Continuing technical assistance to clients

97. NDDF
Ninth District Development Financing, Inc.
•Loans for start up
or expanding a
tourism related
business
•Over $4.1 million
dollars disbursed
since inception
Visit our website:
www.nddf.org

98. Training and Technical Assistance
• Business Basics Workshop
• Core Four Business Planning
Course
• Customer Service Workshop
• Social Media Workshop

99. Consumer Loan Program
• Loans available up to $20,000
• Interest Rate = Prime + 5.0%
• Terms up to 60 months
• Credit problems understood
• Loans must have collateral
• Loans for:
– Home Improvements
– Car Repairs
– Payoff Payday Loans
– Bill Consolidation

100. Consumer Loan Program
• Program started March 2009
• 162 applications received that
were either declined or
withdrawn
• 56 loans have been approved
• $199,765 total dollars disbursed
• 9 loans have been paid in full

101. 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, Smyth, Tazewell, and
Washington and the City of Bristol.

102. New Markets Tax Credit
• The New Markets 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.
Grundy Town Center Project

103. Becky Nave
Senior Business Trainer/
Marketing Coordinator
• Phone: 276-619-2243
• Email: bnave@peopleinc.net
• Website: www.whatcanpeopledo.org
http:www.facebook/becky.nave
http:www.linkedin.com/in/becky.nave
http:www.twitter.com/becky.nave

104. Other Business
Resources
Sandy Ratliff, Business Services Manager
Virginia Department of Business Assistance
276-676-3768
sandy.ratliff@vdba.virginia.gov
www.vdba.virginia.gov
www.vastartup.org

105. 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
• educational opportunities
www.vdba.virginia.gov

106. Ask VBIC = 866-
248-8814

107. 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 110 regulatory programs
and over 300 forms that may touch a Virginia business
Virginia Central Business Portal
(www.business.virginia.gov)
Covers registration, taxation, licensing
Interactive business plan available online at
www.vdba.virginia.gov or www.vastartup.org
5 Step process to a business plan

108. Virginia’s Business One Stop
Are you starting a business?
Virginia’s Business One Stop system can help
Winner of the you determine your business formation requirements and can
2009 pre-fill your business registration forms.
Governor's
Technology
Visit http://www.virginia.gov/bos/index.html to
Awards
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 Center
1-866-248-8814 (804) 371-0438
vbic@vdba.virginia.gov

109. Ask VBIC = 866-
248-8814

110. Growing Your $ales - State
 Governor’s Executive
Order 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 44,994 registered suppliers
 Over 13,065 participating
buyers
Ask VBIC = 866-
248-8814

111. • Examples of Purchasing:
– Soft Drinks
• 11/01/2009 – 10/31/2009 = $1,659,641 - 2967 PO’s
– Souvenirs: Promotional, Advertising, etc.
• 11/01/2009 – 10/31/2010 = $257,620.77 - 344 PO’s
– Grounds Maintenance: Mowing, Edging, Plant (Not Tree) Trimming,
etc.
• 11/01/2009 – 10/31/2010 = $7,760,607.88 - 1028 PO’s
– Tires and Tubes, Passenger Vehicles
• 11/01/2009 – 10/31/2010 = $187,946.28 - 464 PO’s
– Concessions, Catering, Vending: Mobile and Stationary
• 11/01/2009 – 10/31/2010 = $18,793,359- 12,993 PO’s
– Building Maintenance
• 11/01/2009 – 10/31/2010 = $85,730,848 - 10,422 PO’s
– Earth Moving Equipment Rental
• 11/01/2009 – 10/31/2010 = $14,115,179 - 1136 PO’s
– Cleaning Services, Steam & Pressure
• 11/01/2009 – 10/31/2010 = $5,024,911- 215 PO’s

112. One–on-One 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 Manager
276-676-3768
Email: sandy.ratliff@vdba.virginia.gov

113. Entrepreneur 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 8,000 reached
• www.vastartup.org

114. Growing Your $ales Workshops
 Business Sales Growth Program
 Market Research and Expansion
 Financing
 Growth Management
 Partnered events for SWAM certification and
eVA registration
 Networking with businesses and government
buyers

115. Social Media Workshops
You-Link-Twit-Face
Upcoming Events:
•March 10, 2011 - Christiansburg

116. Virginia Jobs
Investment 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.

117. Financing 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.

118. OTHER 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

119. OTHER AVAILABLE RESOURCES
Virginia Business Incubator
– 7 Available in Southwest Virginia
– 28 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/

120. Business Incubator
Light Manufacturing Space Shared Amenities Commercial Kitchen

121. Starting 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/

122. Marketing Resources
• SCORE = www.score.org
• Virginia Tourism Corporation = www.vatc.org
• Virginia Department of Agriculture – Virginia’s Finest
Trademark = www.vdacs.virginia.gov

123. Financing 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

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

125. Lets Connect:
Sandy Ratliff
The Virginia Department of Business Assistance
276-676-3768
sandy.ratliff@vdba.virginia.gov
Online:
Twitter: http://twitter.com/sandyratliff
Facebook: http://www.facebook.com/sandy.ratliff
LinkedIn - http://www.linkedin.com/in/sandyratliff
YouTube - http://www.youtube.com/user/vastartup

126. Survey Completions
Please take a moment to complete our
survey!

129. CONTACTS
• Sandy Ratliff, Virginia Department of Business Assistance
= 276-676-3768 or VBIC = 866-248-8814
• Kitty Barker, Virginia Tourism Corporation = 276-466-8772
• Steve Willinger, SCORE = 423-989-4866
• Dallas Garrett, Crossroads SBDC = 276-730-3019
• Becky Nave, People, Inc. = 276-619-2243
• Scott Peak, Wachovia Bank = 276-645-1230
• Oliver McBride, Southwest Regional Enterprise Center =
276-236-0435
• Kenneth McFadyen, Blue Ridge Crossroads Economic
Development Authority = 276-236-0391