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All Other Presentations (Combined) All Other Presentations (Combined) Presentation Transcript

    October 19, 2010
  • Are you sure?
  • What Do These Entrepreneurs Have in Common?
  • An Idea?
    Identified Market Need?
  • A Plan
    Willing to take Risks?
  • Focused?
    Goal & Objective?
    A successful enterprise
  • Remember as a start-up
    your place in the food chain
  • Small Business in Virginia
    • Small Businesses constitute 97% of all Virginia businesses.
    • Small Businesses create over 75% 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.
    Virginia is for Business Lovers
  • Virginia is for Business Lovers
    Virginia ranked #1 state for business by 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.
    Virginia among top 10 list of states friendly to small business.
  • Virginia Business Start-ups
    Source: Virginia Employment Commission,Quarterly Census of Employment and Wages (QCEW)
  • How to Start and Operate A Business
  • Success Formula
    = $$©
    + D
    + ECS
    + GM
    © RRSBDC 2010
  • Will Your New Business
    or Expansion Idea Work?
    • Write a business plan and see if the idea makes sense
    • Open up a business or start a new product or service and hope you made the correct decision
    Guess which one has thegreatest chance of success?
    © RRSBDC 2009
  • Business Success Rates
    Writing a business plan increases
    your chances of success by 25%.
    © RRSBDC 2009
  • Why do I need a Business Plan
    Forces you to do the necessary research
    About your business idea
    About your business expansion idea
    Gives you a written plan of action for future
    Required for investorsor bank
    © RRSBDC 2009
  • Why do I need a Business Plan
    The Business Plan is:
    Not just for start up businesses
    Not just for businesses looking for capital
    Every business should do one every year
    © RRSBDC 2009
  • What goes into a Business Plan
    • Executive Summary *
    • Description of Business
    • Definition of Products and/or Services
    • Market Analysis and Marketing Plan *
    • Organization and Management Team
    • Operational Plan
    • Financial Statements and Projections *
    • Appendix
    * Most Important
    © RRSBDC 2009
  • Marketing Research – 9 Step Process
    What is the (new) product or service you want to sell?
    Is there a demand for this product?
    What is the state of the industry? (product life cycle)
    Who are your competitors? (do a competitive analysis also called SWOT)
    © RRSBDC 2009
  • Marketing Research – 9 Step Process
    5. Who is your target market? (Demographics & Psychographics)
    How will you position yourself in the market?
    How will you price your product?
    Where will you do business?
    How will you reach your market? (specific marketing, advertising & marketing calendar)
    © RRSBDC 2009
  • Creating Your Financials
    What you will need:
    • Income Statement Projections– 3 years
    • Cash Flow Projections – 3 years
    • Balance Sheet – 3 years
    • Break-Even Analysis
    • Start-up Expenses
    © RRSBDC 2009
  • Steps to Openingand Operating a Business
    © RRSBDC 2009
  • Steps to Opening a Business
    Determine legal entity
    Check name availability with SCC (trademarks also)
    Check to see if a URL is available ( – click on whois)
    Register with the SCC your corporation, LLC or/and fictitious name (
    Get your FEIN with the IRS (
    Register with VA Dept of Tax and V.E.C. (
    © RRSBDC 2009
  • Steps to Opening a Business
    7. Check with Dept of Professional & Occupational Regulation to see if you need any special permits. (
    8. Obtain Business License from local Commissioner of Revenue
    Other permits/licenses – ABC, Health Dept, Meals/Lodging/Entertainment taxes
    Local fictitious name registration with courthouse
    Insurance – liability, workman’s comp, etc.
    Trademarks, Service Marks, Patents, Copyrights
    © RRSBDC 2009
  • Reasons Why Businesses Fail
    • Insufficient Capital: lack of cash flow
    • Inexperience in the business
    • Poor customer service
    • Lack of a business, financial and marketing plan
    • Ignorance of the market and competition
    • Failure to adjust to the market
    • Change in economic conditions
    • Failure to properly maintain records
    • Poor location
  • Financial Management
    Use a computerized bookkeeping system
    Separate bank account for trust fund taxes
    Run Financial Statements monthly
    Balance Sheets and Profit & Loss
    Analyze statements each month
    Compare period to period – benchmark to other businesses
    Look out for major discrepancies
    Check your pricing & competitors regularly
    Don’t let one person do all accounting
    Send bank statement to home – leave unopened
    Make tax deposits & tax filings on time
    Estimated tax payments
    Don’t try to do it all yourself
  • Maintaining the Entity Integrity
    Setup before business starts
    Setup separate bank account
    Do not mix personal & business funds or bills
    Sign all contracts & leases in entity name
    Sign everything as owner/president etc.
    Put insurance in company name
    If corporation have annual meeting and maintain minute book
    © RRSBDC 2009
    Choosing the Right Legal Entity
  • Liability Protection Exclusions
    Personal Guarantees – notes, leases, vendors
    Failure to pay IRS payroll taxes
    © RRSBDC 2009
    Choosing the Right Legal Entity
  • Facts about Small Business Loans
    • You will need good credit
    • There is no such thing as 100% Financing
    • You will need to put in 10-40% cash
    • The bank will require a personal guarantee
    • Startup businesses are hard to finance
    • The process is not quick
    • Most business grants are myths
    • The SBA does not lend money
    • 75% of all new businesses starts with capital from owner/friends/relatives
  • Financial Assistance
    SBA General Eligibility Criteria
    • Must be for profit
    • Not engaged in lending, real-estate development,
    • investments or speculation
    • Must have a sound business purpose
    • Good Credit
    • REASONABLE Equity Investment
  • U.S. Small Business Administration
    • 7(a) Loan Program
    • Express Loans – up to $350,000
    • Community Express Loans – Borrego Springs Bank. up to $50K
    • Patriot Express – up to $500,000
    • Term Loans – up to $2,000,000
    • 504 Loan Program
    • Real Estate and Fixed Assets
    • Micro-Loan Program
    • Up to $35,000
    • Handled locally by Business Seed (TAP)
  • Roanoke Regional Small Business Development Center
    Mission – Provide no-cost professional business counseling, training & information resources to help start, grow and strengthen Virginia Businesses.
    Staffed by paid full-time Professional Counselors
    © RRSBDC 2009
    How Can Our Services Benefit You
  • How Can Our Services Benefit You
    Through one-on-one Counseling, we can help you with…
    Development of Business Plan
    Market Research
    Development of Marketing Plan
    Government Procurement
    © RRSBDC 2009
  • Through one-on-one Counseling, we can help you with…
    Loan Application
    Source of Business Financing
    Financial Analysis
    Permits, Licenses and Taxes
    Counseling is at No Cost
    © RRSBDC 2009
    How Can Our Services Benefit You
  • Local Office
    Roanoke Regional Small
    Business Development Center
    210 South Jefferson Street
    Roanoke, VA 24011
    (located inside the Roanoke Regional
    Chamber of Commerce building)
  • Growing Your Business/Marketing Strategies
  • Tourism Business Development &
    Marketing Assistance
    Randy Rose
    Development Specialist – Partnership Marketing
    Virginia Tourism Corporation
    276-322-2044 (industry) (consumer)
    • Virginia Tourism Corporation Overview
    • Tourism Business Opportunities
    • Marketing Your Small Business
  • 19.2 billion in revenue
    supported 210,620 jobs
    provided $1.28 billion in
    state and local tax revenue
    Impact of Tourism in VA - 2008
  • Advertising
    Customer Service & Industry Relations
    Electronic Marketing
    Film Office
    Marketing & Promotion
    Public Relations
    Tourism Development
    Virginia Tourism Corp. Services
  • Planning Assistance
    Marketing Guidance
    Business Assistance
  • Wilderness Road Heritage Trail
    Virginia Coal Heritage Trail
    ‘Round the Mountain
    Spearhead Trails
    Crooked Road
    Fish Virginia First
    Development & Partnership Marketing
  • Franklin County
    Roanoke County
    Craig County
    Patrick County
    Floyd County
    Pulaski County
    City of Radford
    Giles County
    Tazewell County
    Carroll County
    Locality Tourism Planning
    • Marketing Leverage Program
  • Canoe Rentals and Tours
    Fishing and Boating Rentals
    Bicycle Tours and Outfitters
    Adventure/Nature Camps
    Tourism Business Opportunities
  • Wineries/Vineyards
    Corn Maze
    Pumpkin Patch
    Pick Your Own
    Animal Parks
    Herb/Flower Farms
    Christmas Trees Farms
    • Bed & Breakfast Inns
    • Cabins and Cottages
    • Lodges
    • Campgrounds
    • Horse Campgrounds
    • Horse Stables/Barns
    • House Boats
    • Green Lodging
    Unique Lodging Opportunities
    • Music/Theater Venues
    • Artisan Studios/Galleries
    • Heritage Sites
    • Tea Rooms
    • Breweries/Pubs
    • Eclectic Restaurants
    • Shopping
    • Spas
  • 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
    Supporting Businesses
  • Visit &
    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
  • Now,
    let’s talk about marketing your small business
  • Can you answer thesetwo questions?
    What is Marketing?
    What is the difference between Marketing and Advertising?
  • 6 Questions You Should Answer
    What are you trying to accomplish?
    Who is your target audience?
    What message will move your audience?
    What vehicles do you have to deliver the message?
    What are your resources?
    How do you measure your performance/success?
    Marketing Plan
  • What are you trying to accomplish?
    What is your mission and vision?
    Are you the largest, cheapest, best
    service, best quality?
    Sales goals?
    Marketing Planning
  • Who is your target audience?
    by demographics
    by geography
    by needs and wants
    now and in the future
    Marketing Planning
  • What message will move your audience?
    Your brand
    Your tagline/slogan/message
    What do you want people to say
    about your business?
    Marketing Planning
  • What vehicles do you have to deliver the message?
    Public Relations
    Social Media
    Marketing Planning
  • What are your resources?
    Owner/Employee Skills
    Local/State/Federal Assistance
    Chambers of Commerce, Business Associations, etc.
    Marketing Planning
  • How will you measure your marketing performance?
    Electronic Marketing Tools
    Data Collection
    Research Mechanisms
    Informal Questioning
    Sales Data
    Marketing Planning
  • Have a Calendar/Schedule
    Anticipated Ad Placement
    Press Releases
    Social Media Updates/Posts
    Other Scheduled Strategies
    Marketing Planning
  • 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 Planning
  • Virginia’s Recent Ad Campaign
  • Traditional Methods
    • Direct Mail
    • Sales/Promotions
    • Referrals
    • Phone Calls
    Marketing Tips
  • Branding (it’s not just a logo)
    Marketing Tips
  • Customer Service
    • Train and Empower Staff
    • Gauge Performance
    • Have Customer Service Plan (Goals, Objectives)
    Marketing Tips
  • Electronic Marketing
    • Website
    • E-mail
    • E-newsletters
    • E-ads
    Marketing Tips
  • 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
  • Public Relations
    Marketing Tips
    • Determine Ways to Stand Out /Be Unique
    • Be Creative
    • Have Fun!
    Marketing Tips
  • Tourism Business Development &
    Marketing Assistance
    Kitty Barker
    Development Specialist – Partnership Marketing
    Virginia Tourism Corporation
    276-322-2044 (industry) (consumer)
  • Financing & Managing Resources
  • Helpful Hints for FinancingYour Business
    Matthew Churchill
    Principal Business Relationship Manager/Vice President
    Roanoke Business Banking
    Wachovia Bank
    © 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.
    © 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
    © 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.
    © 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.
  • Types of Deals Financed
    Acquisition of Owner Occupied Real Estate
    Financing available up to $9MM
    Refinance of Existing Debt
    Up to $2MM
    Must cut payments by 10% or more
    Business Acquisition
    Individual or corporate buyers
    Partner or Management Buy-Outs
    Loans up to $1.75MM
    Start Ups
    Require 30% equity
    © 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.
  • Why Wells Fargo SBA Lending
    Largest lender in United States
    Closed over $900MM in 2009 – three times nearest competitor
    Experienced Lenders and Underwriters
    Preferred SBA Lender
    Growing while others contract
    2010 Goal - $1.2B
    It’s a marathon not a sprint
    We don’t sell our loans
    © 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.
  • Matthew ChurchillWachovia Bank
    © 2009 Wells Fargo Bank, N.A. All rights reserved. For public use.
  • Other Business Resources
    Sandy Ratliff, Business Services Manager
    Virginia Department of Business Assistance
  • 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
    business information and counseling
    state procurement assistance
    educational opportunities
  • Formula for Success
    • Critical information for decision making
    • Well trained and plentiful workforce
    • Appropriate capital structure
    Ask VBIC = 866-248-8814
  • 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 (
    • Covers registration, taxation, licensing
    • Interactive business plan available online at or
    • 5 Step process to a business plan
  • Virginia’sBusiness One Stop
    Are you starting a business?
    Virginia’s Business One Stop system can help you determine your business formation requirements and can pre-fill your business registration forms.
    Winner of the 2009 Governor's Technology Awards
    • Visit 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 Center
    1-866-248-8814 (804) 371-0438
  • Ask VBIC = 866-248-8814
  • 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
  • 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
  • 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
  • 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
  • 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
  • Social Media WorkshopsYou-Link-Twit-Face
    Upcoming Events:
    • November 1 - Floyd
    • November 16 – Bristol
    • March 10, 2011 = Christiansburg
  • 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.
  • 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.
    • Virginia Department of Labor – Apprenticeship Program
    • Combination of on-the-job training and classroom instruction.
    • Advantage of skilled workforce and reduced turnover.
    • 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.
    Turn to SCORE Counselors for Small Business Advice
    Visit the SCORE Small Business Web Site:
    How-to Advice & Info
    Ask SCORE for business advice online
    Find SCORE to locate any chapter in the country
    2,000 pages of content for small business owners
    How-to articles offer practical business tips
    Virginia Business Incubator
    • 7 Available in Southwest Virginia
    • 29 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 -
  • Business Incubator
    Light Manufacturing Space
    Commercial Kitchen
    Shared Amenities
    Virginia 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 resource
    • Virginia’s Linked Workforce Showcase – Designed to create business partnerships yielding contracts between SWVA and Northern Virginia by connecting companies in specific industry sectors.
  • Starting and Growing a Business
    Business Formation Assistance
    Small Business Development Center Network =
    SCORE =
    Virginia Business Information Center = 866-248-8814
    Virginia Central Business Portal =
    Virginia Business Incubator Association =
  • Marketing Resources
    SCORE =
    Virginia Tourism Corporation =
    Virginia Economic Bridge, Inc. =
    Virginia Department of Agriculture – Virginia’s Finest Trademark =
  • Financing Resources
    Virginia Small Business Financing Authority =
    Small Business Development Center =
    Small Business Administration =
    Local Economic Development Office or Chamber of Commerce
  • “If you always do what you’ve always done, You will always get what you’ve always got!”
  • Lets Connect:
    Sandy Ratliff
    The Virginia Department of Business Assistance
    LinkedIn -
    YouTube -
  • Survey Completions
    Please take a moment to complete our survey!
  • Help is Available……Just a click away……
    Sandy Ratliff, Virginia Department of Business Assistance = 276-676-3768 or VBIC = 866-248-8814
    Randy Rose, Virginia Tourism Corporation = 276-322-2044
    Tom Tanner, Roanoke SBDC = 540-983-0717
    Matthew Churchill, Wachovia Bank = 276-563-7675