King of Pops

King of Pops

Making Life Pop

King of Pops recently added 1 more full-time person, making a power team of 3. They were able to increase their revenue by 38% from 2015 to 2016.

There’s a lot that Paul Cassimus loves about his job as the owner of Richmond’s King of Pops. He sells those delicious popsicles that are homemade from locally sourced ingredients. He’s one of a handful of business owners who work as part of the King of Pops team, which has locations in several cities along the Eastern seaboard.

The thing Cassimus loves the most, however, is the people, the ones he works with and the ones he meets in Richmond’s thriving business community. “It’s a great venue for meeting other business people,” he says. One of those businesspeople is Christina Dick, who works with Thrive, a program of the Greater Richmond SBDC.

Thrive offers free consultations to local entrepreneurs who are starting and growing their businesses. Cassimus consulted them about several aspects of his business, including finances and social media. Although some entrepreneurs need more traditional ongoing business counseling, Cassimus wanted help putting together a communications calendar and a job description for a new communications position. Cassimus was able to work with Christina to meet his needs. “I got exactly what I needed, which was a more informal but specific approach to the coaching about particular issues that emerged.” The consultations were useful because Cassimus’ team is small, and he found it helpful to connect with others and discuss a strategy for growth.

That strategy has paid off, as King of Pops saw approximately 38% growth in revenue from 2015 to 2016. Cassimus has also added another full-time person to his team. He now has one employee who sells popsicles to grocery stores and restaurants and one who makes the popsicles and handles production. Cassimus himself manages the business and focuses on catering sales.

The three make a great team, and they enjoy experimenting with different flavors for pops. A recent favorite was a non-alcoholic blackberry mojito. They’ve also made pops that use local flavors, such as Sugar Shack Donuts.

Cassimus’ connections within the Richmond community mean that he is always offering new flavors, making life pop wherever he goes.

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Peoples Pharmacy

Peoples Pharmacy and Diabetic Clinic

The People’s Choice

People’s Pharmacy won the first large ($100,000+) SEV A CI Members Award from the City of Virginia Beach, making the city her first client.

Dr. Anna Peoples wants to solve a problem in her community: the high prevalence of diabetes in the Norfolk area. She is opening Peoples Pharmacy and Diabetic Clinic as a conventional/holistic approach to the disease, and Peoples Pharmacy will be providing services to the entire Hampton Roads area. “Here you can find a one-stop service,” says Peoples. “You eliminate the need for the patient to go to several locations.” At Peoples Pharmacy, a patient can see her physician, have lab work done, and fill a prescription if she chooses.

The business has yet to open its doors to the public, but the Pharmacy has already won the first large ($100,000+) Southeastern Virginia Contracting Institute (SEVA CI) Members Award from the City of Virginia Beach. That means that the city is Dr. Peoples’ primary customer, and she plans to open another pharmacy in Virginia Beach within the next year.

Dr. Peoples credits the Hampton Roads SBDC with helping her win the award. She first went to the Hampton Roads SBDC in Hampton Roads for help with a business plan. From there, she was referred to the SBDC office in Norfolk, where she finished the plan and received help writing a proposal for the Virginia Beach award. “The SBDC has very outstanding people,” says Peoples. “They are a very good resource. I can’t say enough good things about them.”

It won’t be long before Peoples’ customers are saying the same thing about her clinic and pharmacy, which fills a real community need. The business is in a multipurpose building with a full-service pharmacy and employs four people, including Dr. Peoples. With plans to expand in the future—including bidding for business in the City of Norfolk—Peoples Pharmacy is sure to bring good health to the region. “We like to believe this is where people come to get healthy and stay healthy,” concludes Peoples.

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Splash Communications

Splash Communications

Making a Splash

Splash increased revenues by 225% in one year and now has 4 full-time employees, 3 part-time consultants, and 2 interns who work during school breaks.

When Elysa Leonard quit her marketing job to move to Bermuda with her family, she didn’t plan to start her own business. But she quickly found that she couldn’t take off her “marketing hat”, and she started working for local companies. Before she knew it, she was combining her love of scuba diving with her love of marketing, trading dives for marketing programs. And Splash Communications, named in part because of her love of the water, was born. “It’s important to have a name that means something to you,” says Leonard.

Leonard likes to make a splash. After moving to Loudoun County, she was ready to do so for a big client. Then she ran into a problem. Her only full-time employee was leaving. She consulted the SBDC at MEC-Leesburg to help her formulate a plan. Her SBDC advisor, Eric Byrd, had her create a revenue and expenses forecast immediately. They mapped out a strategy to support the new client that also allowed more time for business development. Through a private loan of $10,000, Leonard was able to increase hours to her part-time designer to support the work on hand. She also planned to hire a new full-time assistant and start an internship program.

“There’s so much to starting your own business that has nothing to do with what you are doing for your client,” says Leonard. “Accounting, human resources, funding—it’s a big challenge, and it takes a different skill set.” The SBDC was instrumental in helping her meet that challenge.

The plan Leonard formulated with her SBDC counselors worked. Splash landed the big contract and began to grow their client list. They increased revenues by 225% in one year and currently have a staff of four full-time employees, three part-time consultants, and two interns who work during school breaks. Leonard and her team can help other companies define and expand their brands—and make a splash of their own.

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Jurys Inn

The Jury’s Inn

The Jury’s Inn and the Verdict’s Good

With a loan from Virginia Community Capital, the Jury’s Inn opened its first 3 rooms in October and would like to add 3 additional rooms soon. Revilla’s two-year goal is to have 70% occupancy for her hotel business and event space.

Victoria Revilla wanted to live downtown, so she started a hotel business. “I bought this building in 2008,” the retired Army Colonel says. “I was stationed at Ft. Lee three times and liked the Petersburg area. So I asked myself, ‘what should I do now?’” The answer made sense: why not a downtown hotel? “Everybody was building apartments,” Revilla says. “And I wanted to live downtown where the action is.”

Revilla’s plan was to open a six-bedroom boutique hotel like the ones popular in Europe. To enlarge her space, she also purchased the lot next door. Since the 1850s-era building was in Petersburg’s historic district, the first step was restoration. That, Revilla soon learned, could be costly. “When looking for funding, I went to the Richmond Economic Development Corporation to apply for a small business loan,” she says. “They referred me to the Crater SBDC of Longwood University.”

Revilla had a business plan but found that it needed to be presented in a certain format. She enrolled in the SBDC’s free classes and “started learning about all the things I needed to do.”

Revilla acquired a business loan from Virginia Community Capital, a revitalization group that was expanding into Petersburg, and quit her job as a contract employee for the Army to take over the building renovation. “My architect has been with me since 2011,” she says. “I’m the designer, and after he does the drawings, we sit down and talk about it.”

Revilla admits there were difficulties along the way. “You run into some bad people,” she says. “They underestimated to get the job and then did poor work. But I never gave up on it.” Instead Revilla, asked herself, ‘what do I need to do to get over the next hill?’ The answer was the SBDC. Now that her business is established, Revilla plans to keep that connection.

Revilla’s two-year goal is 70% occupancy for her hotel business and event space. Equipped with a full commercial kitchen, The Jury’s Inn also includes an event room that will seat 30 with room for 40 with the courtyard.

Revilla advises prospective business owners to attend the SBDC classes. “You have to have a plan,” Revilla says. “I know I’ve learned a lot.”

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Sugar Hill Brewing Company

Sugar Hill Brewing Company

Opportunity is Always Brewing

Since September 2016, Sugar Hill has secured $463,000 in loans and created 20 jobs in a town that has less than 1,000 residents. “We don’t necessarily pursue our passion. We look at what’s needed and let that become our passion,” Greg Bailey said.

Greg and Jennifer Bailey think starting a new business is a lot like brewing a great beer. Both require hard work, patience, and dedication—traits the Baileys are known to possess. Sugar Hill Brewing Company is the third business the couple has started in the small town of St. Paul.

Five years ago, Greg and Jennifer bought a store in St. Paul and opened Bailey Hardware. They saw another opportunity when Spearhead ATV Trail opened in town. They converted rental property to create overnight accommodations and opened St. Paul Suites and Cottages.

“We don’t necessarily pursue our passion,” Greg says. “We look at what’s needed and let that become our passion.” Sugar Hill Brewing Company opened in September 2016, in a converted hardware store the couple owned in town. “We never planned to own a restaurant, and we knew nothing about brewing beer,” Jennifer adds. “We just knew the time was right and so we took action.”

The Baileys had a lot of help from Mt. Empire SBDC Director Tim Blankenbecler. He directed them to the Ninth District Development Funds, where they obtained a loan of $413,000. The town of St. Paul shared its confidence by adding a $50,000 loan to the project.

“The Bailey’s family-friendly brewpub has proven very popular with folks both near and far,” Blankenbecler says. “Patrons can step into the Asheville-esque atmosphere to enjoy a meal and satisfying brew.”

Since opening for business, the Baileys have hired more than 20 local people, including a head brewer and head cook. “All the right people were sent to us at just the time,” Jennifer says. “All we had to do is look for the opportunity, forget the fear, and do what we intuitively knew would work.”

With a boutique hotel under construction in town, the future looks bright for the Bailey’s newest business venture. “You have to re-imagine the future,” Jennifer says. “With the Western Front Hotel coming in, we knew this brewery would be a part of it. We’re excited that other people are catching the vision and seeing a different way to go forward.”

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Creative Medicine

Creative Medicine: Healing Through Words

The Best Medicine is Creative

Sidney has made significant improvements to his business, resulting in a $45,000 increase in revenue in 2016.

“When I graduated high school, my goal was to become the next Puff Daddy. I wanted to own a record label, throw lavish parties, and live the high life,” Ronnie Sidney recalls. Sidney is an author, speaker, app developer, workshop presenter, and founder of Creative Medicine: Healing Through Words. His life now, however, is far different from the one he envisioned for himself in his younger days.

The dramatic shift in his life’s trajectory occurred while Sidney was attending Old Dominion University. He decided to change his major from business management to human services. It was a natural and perfect fit. “Helping people came easy,” Sidney says. “My father is a minister, my sister is a social worker, and my mother is a nurse. I guess it runs in the family.”

With the goal of providing creative ways to meet the mental health needs of clients, Sidney used his Masters’ Degree in Social Work and the University of Mary Washington SBDC-Warsaw to organize his plans into actions. He credits Director Joy Corprew with patiently guiding him through the complicated waters of first-time entrepreneurship and providing constant encouragement and reassurance. “Joy’s work with me really helped make what was originally an abstract idea into a concrete reality with a working business model and a solid plan for measurable growth,” Sidney adds.

Sidney has authored three children’s books that deal with learning disabilities, self-esteem, and mental health. Although Sidney’s learning disability caused him to struggle and begrudge the learning process, he is determined to save other kids from a similar negative experience. “It’s not something that’s talked about much,” Sidney says “And as an African American author diagnosed with a learning disability, I felt I had a niche that no one was really addressing.”

Sidney’s latest addition to his box of therapeutic tools is the Nelson Beats the Odds Comic Creator app. The free self-esteem app allows kids to substitute their own photos and create composite images personalizing the characters’ faces in the book’s illustrations. He continues to increase his entrepreneurial skills through the many workshops and resources offered through the University of Mary Washington SBDC-Warsaw.

“I think it’s important for people to see me out here, doing what I’m doing, accomplishing what I’m accomplishing, because it inspires people. Hopefully, they look at me and think, ‘If he can do it, so can I.’ And that’s what means the most to me.”

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Hawkbill Trading Company

Hawksbill Trading Company

Small Business’ Big Deal

Hawksbill Trading Company started its business in 2016 with 20 local vendors; since then, it has expanded to nearly 60 vendors and counting. “Every vendor now has a say in how we operate and grow. We each have a role in the success of not only our own business but our neighbors’ as well,” says North.

It was mid-December 2015 when James (Jay) North learned that he was facing the end of his small business. The market where he sold vendors’ home décor and antiques was being shut down. But he and the other vendors decided to make the most of a difficult situation.

Unwilling to accept a forced closure, North and a committed group of business owners created a new organization that would serve the local business community in Luray. They sought guidance from the Shenandoah Valley SBDC and advisor Sara Levinson.

The first item of business: establish The Hawksbill Trading Company (HTC) as a co-operative. According to North, without the SBDC’s guidance, the co-op would never have been possible. The new board worked diligently with Levinson to create membership applications and vendor contracts, to draft bylaws and other organizational documents, as well as to set up a new accounting system and manage all aspects for a new venture.

“Every vendor now has a say in how we operate and grow. We each have a role in the success of not only our own business but our neighbors’ as well” says North, who serves as Board President. “By working together, we can accomplish great things.”

The new business opened its doors on January 20, 2016, with 20 local vendors selling antiques, jewelry, up-cycled furniture, original art, home goods, meats, and produce. Unlike many markets, HTC does not work around pre-defined stalls or booths. Some vendors need only a few shelves for their products while others need lots of floor space. HTC’s board works hard to find the right space and layout for each vendor, which allows businesses of all sizes to participate.

One year after opening, HTC hosts nearly 60 vendors. Merchants and local artisans offer a variety of workshops in everything from essential oils to painting to fly-tying. HTC is a thriving hub of entrepreneurial spirit and activity—a place to share ideas, gather resources, be inspired, and find support.

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Auto Care Clinic

Auto Care Clinic

Winning Advice Helps Build Business

“We started in 2014 with just me and my daughter. Now I have 4 mechanics. And this year we’ll do about $850,000 in business,” Long says. The turnaround in his business, Long believes, came from the marketing and business advice he received from the SBDC.

Bill Long says $50 was the best investment he ever made. The owner of the Auto Care Clinic in Front Royal paid the small sum to enter an entrepreneurial contest sponsored by the Lord Fairfax SBDC. “I heard about it on the talk show, I listen to on the radio every morning,” Long says. “For 50 bucks I figured I didn’t have anything to lose, and I had a lot to learn.”

The contest included six classroom sessions offering one-on-one assistance to develop a business plan. This was followed by the first public pitch night, in which participants presented their business plans to a panel of industry professionals. “It was a little nerve-racking, but I made it through the elimination round,” Long says. The winner of the final pitch night would receive $5,000 cash plus another $3,000 for marketing. “I won!” Long says. “With the prize money I was able to purchase two lifts and add a three-bay expansion to my shop. We’re just now finishing up the radio and newspaper marketing I received.”

Long was also able to increase the size of his staff. “We’re pretty excited,” he says. “We started in 2014 with just me and my daughter. Now I have four mechanics. And this year we’ll do about $850,000 in business.” Long expects to increase his revenues to $1.2 million next year. “We regularly revisit the business plan the SBDC helped me write,” he noted.

The turnaround in his business, Long believes, came from the marketing and business advice he received from the SBDC. “I’m at the point now where I’m working on the business versus working in the business,” Long says. “When I was able to make that change, it made a huge difference. Now I have enough money to do more marketing.”

Working with the SBDC has given Long a new perspective on making business decisions. “As a small business owner you have to get to the point where you realize you don’t know everything,” he says. “You have to be willing to make changes.”

Long continues to take advantage of the SBDC’s free classes and recommends them to his friends. “Working with the SBDC has been a wonderful experience,” he says. One of the speakers at the SBDC course that Long took was Dr. Miles Davis, dean of the Shenandoah University School of Business. Recently he brought his car into Long’s shop for servicing. “You can’t ask for a better endorsement than that,” Long says.

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Blossom Spas

Blossom Spas

New Spas Are in Full Bloom

In just one year, Blossom Spas was able to create six jobs and build a 1,700-square-foot salon. ” We consulted with the SBDC on everything from understanding the market and area needs to picking a location and getting a license,” Luangrarj said.

There’s no doubt about it: Harrisonburg’s Blossom Spas is in full bloom. Vunly Luangrarj, a native of Laos, started the salon two years ago and now employs six licensed technicians and cosmetologists.

Vunly works on site with scheduling, services, and inventory while her daughter, Mim, consults and keeps up with the spa’s social media. Working as a team with their employees, they provide quality service at an affordable price.

Vunly and Mim worked with the Shenandoah Valley SBDC to realize Vunly ‘s dream of building a 1,700 square-foot full-service nail salon in just one year. Proficient but not yet fluent in English, Vunly relied on the assistance of her daughter and the Shenandoah Valley SBDC to help translate and explain important forms and documents. “The SBDC really helped out a lot,” says Mim. “We consulted with them on everything from understanding the market and area needs to picking a location and getting a license.”

Just three months after signing a lease, the spa was fully built and furnished with a new ventilation system, plumbing, flooring, and lighting.

One of their biggest challenges was bringing in enough employees to run the business. Many technicians were already working at other salons; Vunly and Mim needed to gain their trust and prove they would have enough clients. They earned that trust by creating a unique, team-centered environment at the spa.

“Something I take the most pride in is the supportive culture that we’ve created with our staff,” says Vunly. “Each person brings a unique value to our team. We are a culturally diverse staff, and we take pride in providing the very best service for our clients together.”

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J&H Lawn Service

J & H Lawn Service

Growing Business Branches Out

J & H Lawn Service has grown from 6 full-time employees to 12, and has increased gross revenues from $316,000 to $681,000 over the past five years. “Year to date, we’re $40,000 ahead of where we were last year,” said Wayne Blank.

Wayne Blanks’ business started with a classified ad in the local paper. “In 1998 my son decided he wanted to go into the lawn care business,” Wayne Blanks says. “My wife was looking through the paper and saw J & H Lawn Service for sale.” J & H Lawn Service was started in 1992 by Janet and Henry Brown as a business for their two sons. “Henry was in his 70s then, so we struck a deal and acquired the business in 2000,” Blanks says.

Blanks’ wife Carolyn and son Daniel went to the Hampton Roads SBDC and started attending cohort meetings led by Associate Executive Director Debra Farley. “Once a month Debra invited some of her clients to come, and she would bring in speakers and work with us,” Blanks says. “Debra was also instrumental in getting us linked up with a lender and getting our small business loan. That helped us get a tractor and some of our larger equipment.”

The business grew steadily and branched out to serve the areas of Hampton, Newport News, Williamsburg, Yorktown, Suffolk, and Chesapeake. “About 80% of our business now is commercial,” Blanks says. The company now serves local governments, Thomas Nelson Community College, and the College of William & Mary. Recently the company acquired Colonial Williamsburg as a customer.

With the help of the SBDC, J & H also explored new technologies. “Several years ago we got into hydroseeding,” Blanks says. Not many other businesses offer the service, and it is considerably cheaper.

As the company grew, the SBDC provided assistance in a variety of ways. “Debra Farley is constantly seeking out topics that we’re interested in,” Blanks says. “The SBDC has been so good to help us understand the process. Not only that, they also make sure we’re in compliance with the regulations on fertilizer and pesticides that we have nowadays.”

The company has grown exponentially since Blanks took ownership. Gross revenues have doubled in five years, growing from $316,000 to $681,000. Blanks noted with pride: “Year to date, we’re $40,000 ahead of where we were last year.” Initially the company had six full-time employees; now there are 12.

“The SBDC has enabled J & H Lawn to methodically grow not only fiscally but in doubling our number of employees,” Blanks says. “This has impacted the lives of folks in the Hampton Roads area. I attribute our success in large part to the cohort meetings and partnership we have had with fellow business owners and the specialized training opportunities provided by the SBDC.”

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