Perry and Diane Sandy began their entrepreneurial journey when they started a yard sign business in Pennsylvania during the COVID-19 pandemic.

“That business wasn’t intended to be permanent,” Perry says. “But it helped me discover the freedom of being my own boss.”

Perry, a 23-year military radio specialist and 14-year government IT manager, and Diane, a veteran and nurse practitioner, began looking for a business they could own and manage full time. They found Communications-Applied Technology (C-AT) in Reston, deemed it “a good fit”, and purchased it in May 2023.

Already in operation for several decades before the Sandys took ownership, C-AT produces communications systems designed to link rapid responder communications across a variety of systems and platforms.

After previously working with the Pennsylvania SBDC, the Sandys wasted little time in connecting with the Mason Small Business Development Center (SBDC). Starting in June 2023, they participated in a training titled Organization of Daily Business. Then, with the goal of “learning more about export markets as part of our long-term strategy,” says Perry, they connected with the Virginia SBDC’s International Business Development (IBD) Program and Senior International Trade Specialist Dulce Zahniser.

“Learning the international side of business was very useful,” Diane comments. “We reach out to Dulce a lot — and still do.”

The SBDC recognized that C-AT’s team needed comprehensive training in international trade documentation, particularly in the Harmonized Code and Schedule B Systems.

Through the SBDC IBD program, the Sandys were able to identify and update outdated product classifications that C-AT had been carrying from the business’ 30 years in international markets. With these product updates, C-AT successfully engaged the U.S. Department of Commerce and received formal product export control classifications.

“Dulce put in a lot of hours helping us with that,” Perry adds. “We couldn’t have done it without her.”

The company’s commitment to international growth led to their participation in the SBDC’s inaugural Summer 2024 Global on Ramp program, supported by the Small Business Administration’s Growth Accelerator Fund Competition. Additionally, the SBDC provided student-led market research information on four target markets: Argentina, Chile, Indonesia and Kuwait. Following this research and assistance from the SBDC, C-AT relaunched its export program in the Kuwaiti market.

The Sandys are also taking advantage of SBDC training on business-related topics. Perry is currently engaged in a three-part training session on financing with Director of the Mason SBDC Timm Johnson, who also helped the Sandys revamp the C-AT website.

C-AT’s partnership with the SBDC has yielded additional benefits. In October 2023, the company was accepted into the Global Defense Program (GDP) that helps Virginia defense companies diversify into international markets and received a $10,000 grant for an international export initiative.

“Since May 2023 we’ve increased our revenue and started new product development,” Perry says. “We also added two more employees for a total of eight.”

As their company continues to grow, Perry and Diane plan to continue their connection with the SBDC.

“We have confidence in the SBDC’s trusted experts,” Diane concludes. “It’s a great resource that’s helped us a lot.”