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 has partnered with Scott County Economic Development, Scott County Chamber of Commerce, and Wachovia Bank to offer a workshop designed to provide insight into areas of business ownership that often go overlooked and help connect you to FREE resources available to small business. If you have questions or require additional information, contact the Scott County Chamber of Commerce at 54276-386-2525. Scott County is partnered with Sandy Ratliff with the Virginia Department of Business Assistance to conduct this workshop.

1. Scott County
October 14, 2010

2. Are you sure?

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

4. An Idea?
Drive?
Identified
Market Need?

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

6. Focused?
Goal & Objective?
A successful
enterprise

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

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

10. 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

11. 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.
• Virginia among top 10 list of states friendly to
small business.

13. Virginia Business Start-ups
Source: Virginia Employment Commission,
Quarterly Census of Employment and Wages (QCEW)

14. A PRESENTATION
BY
E. DENNIS HORTON

15.  SO YOU‟RE THINKING ABOUT
STARTING A BUSINESS?
 OR THINKING OF EXPANDING
YOUR PRESENT BUSINESS?
 WANT TO SUCCEED?

16.  CAN YOU ATTRACT ENOUGH BUSINESS
TRAFFIC SO THAT YOU CAN
INTENTIONALLY EXCLUDE ONE THIRD
OF YOUR POTENTIAL CUSTOMER BASE?

17.  CREATE ACCESSBILE BUSINESSES AS THEY
ARE BUILT RATHER THAN RETROFIT.
 ATTITUDES ARE BARRIERS AS WELL
 PERSONS WITH DISABILITIES ARE PEOPLE
FIRST
 THEIR DISABILITY DOES NOT DEFINE NOR
CONTROL THEM

18.  RECEIVE GENEROUS TAX CREDITS FOR
MAKING THEIR BUSINESSES
ACCESSIBLE
 HAVE MORE CUSTOMERS WITH MORE
MONEY TO SPEND
 INCREASED PROFITS
 INCREASED COMMUNITY GOODWILL

19. 56 million people with disabilities in the U.S.
Of the 69.6 million families in the U.S., 20.3
million families have at least one member with a
disability. About half of all families have loved
ones or close friends with disabilities

20.  Aggregate income of Americans with
disabilities exceeds $1 trillion per year.
 Discretionary or spendable income is $220
billion annually.
 With direct family members, a „disability
market‟ is worth at least $3 trillion per year.

21.  About 65% of Americans with disabilities are
classified as “middle income,” virtually the
same as the population of people without
disabilities.
 Sources: US Census 2000, US Department of
Labor, Security Industry Association, and
Social Security Administration.

22.  In the next 10 years, the number of Americans
over 50 will increase by 40%.
 Between 2008 and 2030, the numbers of
Americans over age 65 will more than double,
from 34.8 million to more than 70.3 million.
 Americans 50 and older represent 25% of the
population, but control 50% of the nation‟s
buying power and 75% of its assets,
representing $150 billion in annual
discretionary income, and billions more for
necessities like housing and food

23.  About 30% of all Americans become disabled
prior to retirement age.
 More than 7 out of every 10 Americans will
acquire some sort of disability by the time
they reach the age of 75.
 Sources: U.S. Census Bureau, 2000; Patricia Dig: America’s Largest Untapped
Market; Fortune Magazine, March 2,1998; U.S. Social Security Administration: The
Work Site, 2004.

24.  71 percent of American adults with disabilities have traveled at
least once in the past two years.
 Total travel expenditures for the disability market equal More
than $27 billion for 2 years
 Approximately $13.6 billion annually
 Americans with disabilities could spend twice as much,
approximately $27 billion per year if the following needs were
met:
 Amenities and accessibility
 Information
 Staff members who go out of their way to accommodate guests
with disabilities

25.  The average number of leisure trips and hotel
stays was up 50% from 2002.
 However, 60% of travelers with disabilities who
have stayed overnight in paid accommodations
said they had problems at these properties:
 Physical barriers (48%)
 Problems with customer service (45%)
 Communication barriers (15%)
BY TRAVEL INDUSTRY OF AMERICA AND OPEN DOORS ORGANIZATION
Conducted by Harris Interactive, Released August, 2005

26.  Four out of ten members of the traveling public are
made up of Americans with disabilities and their
companions.
 Individuals with disabilities exhibit strong brand
loyalty toward products affiliated with disability-
related causes. In order to tap into this brand loyalty,
there must be a logical relationship between the
company, its values, customer, community, employee
and the cause.
 62% of persons with disabilities say they are likely to
do business with companies that have a commitment
to diversity and equal treatment of employees.
The National Organization on Disability/Harris Interactive Survey of Americans with Disabilities, 2004

27.  1990 LANDMARK CIVIL RIGHTS
LEGISLATION THAT MANDATED ACCESS
IN PUBLIC ACOMMODATIONS AND
BUSINESSES OFFERING GOODS AND
SERVICES TO THE PUBLIC.
 ENFORCED BY THE DEPARTMENT OF
JUSTICE.
 CIVIL FINES AND PENALTIES NOT ONLY
FOR THE BUSINESS BUT FOR THE LOCALITY
THAT ALLOWS BARRIERS TO ACCESS.

28. AND WHERE TO FIND
INFORMATION

33. P. 0. B0X 1210
NORTON, VA. 24273
276-679-5988

34. P. O. BOX 888
BIG STONE GAP, VA.
24219
276-523-4202

36. How to Start and Operate
A Business

37. VA Small Business
Development Center
Network

38. 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.

39. 6 Small Business Development
Centers in the
Southwest Region
 MECC SBDC serves Scott, Lee, Wise &
Dickenson Counties and City of Norton

40. 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

41. 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.

42. 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.

43. 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

44. Our center has…
 served over 2000 Clients since 1991
 created and retained over 1800 jobs
 created $33 Million in new capital
investments
 generated $16 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.

45. Legal Entity
 One of the most important decisions you
need to make before starting your
business is determining what legal form
your business will take.
 Sole Proprietor
 Partnership
 Corporation
 Limited Liability Company (LLC)

46. 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
 Fluiddocument
 Review and Up-date the plan regularly

47. A Business Plan helps 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-depth knowledge about your business
which will make it easier to answer
lenders’/investors questions
 clarify what is involved in making your business
work successfully

48. 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

49. 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

50. How can we assist you?
Phone: 276-523-6529
Fax: 276-523-8139
 tblankenbecler@me.vccs.edu
 www.mecc.edu/sbdc

51. Count on SCORE Mentors for
Small Business Growth Advice

52. 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

53. 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 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

54. 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

55. 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

56. 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

57. 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

58. 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

59. 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

60. 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

61. 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.
Source: U.S Dept. of Commerce, Bureau of the
Census, Business Dynamics Statistics.
Let’s change that.
www.score.org

62. 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

63. 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

64. 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

65. 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

66. 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

67. 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

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

69. Growing Your
Business/Marketing
Strategies

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

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

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

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

74. Social Networking?

75. Social Media

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

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

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

79. 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

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

81. 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

82. 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.

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

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

85. 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

86. Make sure your company is
Memorable

87. 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

88. Branding

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

90. 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

91. “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

92. Tourism Business Development &
Marketing Assistance
Randall A. Rose
Development Specialist – Partnership Marketing
Virginia Tourism Corporation
rrose@virginia.org
276-322-2044
www.vatc.org (industry)
www.virginia.org (consumer)

93. • 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

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

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

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

99. • Marketing Leverage Program
Funding

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

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

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

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

104. 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

105. 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

106. 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

107. Virginia’s Recent Ad Campaign

108. 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

109. Public
Relations
Marketing Tips

110. • 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

111. Tourism Business Development &
Marketing Assistance
Randall A. Rose
Development Specialist – Partnership Marketing
Virginia Tourism Corporation
rrose@virginia.org
276-322-2044
www.vatc.org (industry)
www.virginia.org (consumer)

112. Financing & Managing
Resources

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

114. 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.
114

115. 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.
115

116. 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.
116

117. 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.
117

118. 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.
118

119. 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.
119

120. 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.
120

121. 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.
121

122. 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.

123. People Incorporated Financial Services

125.  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

126. • BusinesStart
• Training and Technical Assistance
• Consumer Loan Program
• Ninth District Development Financing, Inc.
• New Market Tax Credit Program

127. 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.

128. 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.

129. 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

130. 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

131. 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
• Visit our website: www.nddf.org

132. 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.

133. 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

134. Contact Information
Becky Nave
People Incorporated of Virginia
1173 West Main Street
Abingdon, VA 24210
bnave@peopleinc.net
P: 276-619-2243
www.whatcanpeopledo.org

135. Questions?

136. 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

137. 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

138. Ask VBIC = 866-
248-8814

139. 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

140. 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

141. Ask VBIC = 866-
248-8814

142. 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

143. • 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

144. 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

145. 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

146. 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

147. Social Media Workshops
You-Link-Twit-Face
Upcoming Events:
•November 1 - Floyd
•November 16 – Bristol

148. Are you interested in starting an adventure
tourism business in Southwest Virginia?
If so, attend a ½ day workshop and learn about
the opportunities, best practices, and steps
required to launch a successful tourism
business.
Event Dates:
October 19 = Roanoke
November 4 = Wytheville
Advanced Registration Required:
Online: www.vastartup.org

149. 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

150. OTHER AVAILABLE RESOURCES
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 - http://www.vbia.org/

151. Business Incubator
Light Manufacturing Space Shared Amenities Commercial Kitchen

152. 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

153. 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/

154. 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

155. 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

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

157. 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

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

161. CONTACTS
• Sandy Ratliff, Virginia Department of Business
Assistance = 276-676-3768 or VBIC = 866-248-
8814
• Randy Rose, Virginia Tourism Corporation = 276-
322-2044
• Steve Willinger, SCORE = 423-989-4850
• Tim Blankenbecler, MECC SBDC = 276-523-6529
• Becky Nave, People, Inc. = 276-619-2243
• Scott Peak, Wachovia Bank = 276-645-1230
• John Kilgore, Scott Co. EDA = 276-386-2525
• Dennis Horton, MEOC = 276-523-4202