The Virginia Department of Business Assistance partnered with the Bristol TN/VA Chamber of Commerce and King College hosted an Entrepreneur Express Workshop in celebration of National Entrepreneurship Week. Other participating organizations included SCORE, Virginia Highlands Small Business Incubator, Virginia Tourism Corporation, People Inc. Financial Services, Virginia Highlands Small Business Incubator, and Virginia Economic Bridge. Find out about more upcoming workshops to be held around Virginia at www.vastartup.org.

1. Bristol TN/VA
February 23, 2009

2. What Do
These
Entrepreneurs
Have in
Common?
Confidence?
Competitiveness?

3. An Idea?
Drive?
Identified
Market Need?

4. A Plan
of
Action?
Willing to take
Risks?

5. Focused?
Goal & Objective?
A successful
enterprise

7. Small Business Impact – 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

8. Small Business in
Virginia
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.
Virginia is for Business Lovers

9. Virginia is for Business Lovers
• 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.
Ask VBIC = 866‐
248‐8814

10. How to Start and Operate
A Business

11. VA Small Business
Development Center
Network

12. Who we are:
A consortium of 29 centers throughout
the Commonwealth that assists small
business owners or managers to
improve and grow their businesses and
would-be entrepreneurs to make the
right decision.

13. 5 Small Business Development
Centers in the
Southwest Region
VA Highlands SBDC serves Bristol and
Washington & Smyth Counties

14. Our Mission is:
“To foster small business success and grow
Virginia’s economy.”
We are in the “economic development business” –
helping one business at a time.
Become
More Competitive
More Cost Effective
More Profitable

15. What we do:
Provide one-on-one, in-depth business
management counseling to any and all who
request assistance. There is no charge for
consultation services and information is strictly
confidential.
Provide opportunities for affordable workshops,
seminars, conferences, and courses that
provide professional development opportunities
for the small business manager.
Serve as a referral source to other specialized
business service providers and access to a
variety of sources of capital.

16. Who are we for:
The business owner or manager wanting
to expand the business, solve a
business problem, develop a new idea,
explore new markets, needs expansion
capital.
The aspiring business owner who needs
a business plan, and assistance with
understanding the market, financial
planning, and the legal and technical
requirements for starting a business.

17. What help is available:
Create a comprehensive business plan and proforma
financial statements
Sources of financing and loan application assistance
Enhancing management skills
Financial analysis
Market analysis and marketing
Business problem solving
Registration, licensing, certifications (SWaM, eVA)
Specialized business assistance resources
PTAC, MTC, VEDP, VSBFA, SBA

18. Our center has…
served over 3100 Clients since 1993
created and retained over 2100 jobs
created $53 Million in new capital
investments
generated $34 Million in new sales
According to independent research,
Virginia businesses that work with their
local SBDC grow 30% faster and create
10 times more jobs than Virginia
businesses in general.

19. A Business Plan
Planning is your map to success in the
business world. You need to write a
business plan if you are:
Starting or buying a business
Expanding or re-directing your business
Financing, refinancing or raising equity
capital
Every business should have a plan
Fluid document
Review and Up-date the plan regularly

20. A Business Planhelps you….
find hidden business flaws and makes you think
carefully about each phase of your business
analyze and determine those areas of your
business that are dragging the positive parts
down
gain in-dept knowledge about your business
which will make it easier to answer
lenders’/investors questions
clarify what is involved in making your business
work successfully

21. A Business Plan Contains
Business Description
Managers & Employees
Operations & Location
Market Analysis
Marketing & Sales
Your Web Site
Analyze Your Competition
Loan Request
Financials
Personal Financial Statement
Balance Sheet
Income Statement
Cash Flow Statement

22. The Plan will help you:
Move ideas from
your head to paper in
an organized, clear,
convincing manner
Avoid the most
common mistakes
Keeps your focus on
key points

23. How can we assist you?
Phone: 276-739-2474
Fax: 276-739-2577
jtilley@vhcc.edu
www.vhcc.edu/sbdc

24. Turn to SCORE Mentors for
Small Business Advice
Steve Willinger
www.score.org

25. 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

26. Small Business and Success
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.
SBA Fact Sheet, Sept 2009
www.score.org

27. 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

28. About SCORE
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 seminars
Face-to-face counseling through 364 offices
Email counseling through the SCORE small business
web site, www.score.org
Free and confidential business advice for entrepreneurs
www.score.org

29. About SCORE
Q: How can a SCORE business mentor help?
A: SCORE mentors give real-world advice that applies
to your business.
Practical advice
Business planning assistance
Problem-solving for business challenges
Growth strategies for business opportunities
Confidential sounding board for your ideas
www.score.org

30. About SCORE
SCORE business mentors are volunteers. Volunteers who
have achieved business success–and want to help you
succeed in your business.
Dedicated volunteers
Confidential advice for your business
Experienced business owners and executives
Experts who’ve seen both economic highs and lows
Pros with expertise in hundreds of disciplines
www.score.org

31. SCORE Services for You
SCORE can help your business in many ways.
Confidential business mentoring
Long-term business coaching
Face-to-face brainstorming sessions
Online email advice available anytime
Local workshops and seminars on business topics
www.score.org

32. SCORE Services for You
SCORE services are available nationwide.
More than 12,400 counselors nationwide
More than 1,000 locations for mentoring
Ask SCORE online advice at www.score.org
Local business workshops and seminars
www.score.org

33. Resources for Your Business
Visit the SCORE Small Business Web Site:
www.score.org
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
www.score.org

34. 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

35. Resources for Your Business
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.
www.score.org

36. Looking Ahead to Mentoring
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 business
Perspective from years in the trenches of economic cycles
www.score.org

37. Looking Ahead to Your Success
Entrepreneurial Success Factors
A focused business plan
Hard work, and plenty of it
A quality product and/or service
Good advice
www.score.org

38. Looking Ahead to Create Success
Build Your Business Success
Play to your strengths
Identify areas to improve
Learn and grow as a leader
Add to your knowledge base
Form a network of trusted advisors
www.score.org

39. Turn to SCORE
45 years of service to the small business community
Award-winning business counseling and resources
Resource partner with the U.S. Small Business
Administration (SBA)
Steve Willinger, Chapter Chair
423.989.4866 www.bristolscore.org
www.score.org

40. Growing Your
Business/Marketing
Strategies

41. Entrepreneur Express
February 23, 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. • 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

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
• 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. 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. 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.
87

88. 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.
88

89. 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.
89

90. 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.
90

91. 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.
91

92. 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.
92

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

94. People Incorporated Financial Services

96. • 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

97. • BusinesStart
• Training and Technical Assistance
• Consumer Loan Program
• IDA
• Cars for Work
• Ninth District Development Financing, Inc.
• New Market Tax Credit Program

98. 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.

99. 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.

100. Training and Technical Assistance
• Business Basics Workshop
• Core Four Business Planning Course
• Customer Service Workshop
with partner Virginia Tourism Cooperation
• Social Media Workshop‐ You‐Link‐Twit‐Face
with partners Virginia Dept of Business Assistance and
Virginia Tourism Corporation

101. 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

102. 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.

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

104. 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.

105. NDDF
Ninth 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

106. 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.

107. 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

108. Contact Information
Becky 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

109. Questions?

110. 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

111. 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

112. Formula f o r S ucc e s s
‐ Critical inform ation for decision
making
iful
‐ Well trained and plent
workforce
ture
‐ Approp riate capital struc
Ask VBIC = 866‐
248‐8814

113. 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, licensing
Interactive Business Plan CD
5 Step process to a business plan
Entrepreneur Express Events
150 Events – 7,500 Trained

114. 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

115. Ask VBIC = 866‐
248‐8814

116. 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 41,490 registered
suppliers
Over 13,065 participating
buyers
Ask VBIC = 866‐
248‐8814

117. • 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

118. 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

120. 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 7,500 reached
• www.vastartup.org

121. Growing Your $ales Workshops
Business Sales Growth Program
Market Research and Expansion
Financing
Growth Management
Partnered events for SWAM certification and
eVA registration
Networking of businesses and decision‐
makers

122. Social Media Workshops
You‐Link‐Twit‐Face
Upcoming Events:
• April 14 – Dickenson County
•April 29 – Wytheville
•May 18 – Galax

124. 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.

125. 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.

126. 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

127. 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

128. OTHER 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/

129. Business Incubator
Commercial Kitchen
Light Manufacturing Space
Shared Amenities

130. OTHER AVAILABLE RESOURCES
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
www.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

131. 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/

132. Marketing 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

133. 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

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

135. 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

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

138. CONTACTS
• Sandy Ratliff, Virginia Department of Business Assistance
= 276‐676‐3768 or VBIC = 866‐248‐8814
• Steve Willinger, SCORE = 423‐989‐4850
• Jim Tilley, VHCC SBDC = 276‐739‐2474
• Bob Justice, ETSU/Tennessee SBDC = ‐423‐439‐8505
• Kitty Barker, Virginia Tourism Corporation = 276‐466‐
4653
• Scott Peak, Wachovia Bank = 276‐645‐1230
• Becky Nave, People Inc. = 276‐619‐2243
• Carl Mitchell, Virginia Economic Bridge = 540‐ 731‐6800
• Jason Berry, VA Highlands Small Bus. Incubator = 276‐
492.2060
• Karen Witcher, Bristol Chamber = 423‐989‐4850