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Hawkbill Trading Company
2017CentralManagementStart-up

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.

Hawkbill Trading Company

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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Tracy Nayar May 29, 2018 0
Auto Care Clinic
2017Business ExpansionBusiness PlanCentralSales & Marketing

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.

Auto Care Clinic

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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Tracy Nayar May 29, 2018 0
Blossom Spas
2017Business ExpansionCentral

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.

Blossom Spas

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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Tracy Nayar May 29, 2018 0
J&H Lawn Service
2017Hampton Roads

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.

J&H Lawn Service, Hampton

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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Tracy Nayar May 29, 2018 0
JMtel
2017Access to CapitalInternationalNorthern Virginia

JMtel

The Power in Connections

After securing a Federal STEP grant worth more than $9,000, JMtel will launch its product to the international market at the Mobile World Congress.

JMtel

As a wireless communications company, JMtel is all about connections. Business partners Justin Mooney and Thomas Unander-Scharin deal with everything that goes on between cell phones and the towers that serve them, including testing, data, and optimizing communications. They share an office in the Mason Enterprise Center-Fairfax at George Mason University, which also houses the Mason SBDC. When they need business advice, the SBDC is steps away.

Mooney became a client of the SBDC when he needed help getting his business started. “Being able to bounce ideas off of someone who has started companies before is terrific,” says Mooney. “They were really instrumental in helping me get my company off the ground.”

SBDC Business Counselors Bernard Ferret and Timm Johnson worked with Mooney and Unander-Scharin and then referred them to Aaron Miller, the International Trade Manager at the Virginia SBDC. He, in turn, put the duo in touch with Ellen Meinhart of the international group at the Virginia Economic Development Partnership. She administers their Federal STEP Grant program. Mooney and Unander-Scharin were, in fact, awarded a $9,000 STEP grant that paid for JMtel’s “pod” (small booth) at the Mobile World Congress, the wireless community’s biggest international trade show.

“Thanks to Ellen and Aaron, we are working with Pompeya Lambrecht, Senior International Trade Specialist at the U.S. Department of Commerce, to make the most of our trade experience,” says Mooney. He credits his connections at the Mason SBDC with helping his business to survive and thrive. “It’s all thanks to these great mentors who helped me get off the ground and helped me to get the grant,” concludes Mooney.

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Tracy Nayar May 29, 2018 0
New River Outdoor Adventures
2017Access to CapitalSales & MarketingSouthwestStart-up

New River Outdoor Adventures

Venturing into New Territory

New River Outdoor Adventures received two small loans and initiated a popular fishing tournament that has become a semi-annual event. “Whenever they see an opportunity for us to branch out or go to a trade show, the SBDC staff lets us know. The SBDC is a big help,” Dixon said.

New River Outdoor Adventures

Timmy and Minda Dixon love outdoor adventure and wanted to share it. When they saw an opportunity to open their own outfitter business, the first stop was the SBDC. “I worked eight years for an outfitter in Fries who was closing his business at the end of 2014,” Timmy Dixon says. In September 2014, Timmy and his wife Minda met with Blue Ridge Crossroads SBDC Director Mandy Archer to discuss funding opportunities for starting a business. 

“The Dixons saw an opportunity to fill a gap in the local economy and pursue something they love at the same time,” Archer says. A business plan and financial projections were prepared in just a few months, but funding was a challenge. “The Dixons had never owned a business, and they were still newlyweds,” she adds.

Another challenge came with the seasonal nature of the business. How would the Dixons meet financial obligations during the off-season? The SBDC staff found the answer when they helped the Dixons secure two smaller loans for start-up capital needs.

New River Outdoor Adventures opened for business Memorial Day Weekend 2015, offering canoeing, kayaking, tubing, and biking. “We’re located right between the New River and New River Trail. It’s a very good location,” Dixon says. “We have access to the river and rent bicycles for the trail. We also offer floats along the New River and shuttle services for both New River and New River Trail.” Over the past year, the business has added two part-time employees.

To help with marketing, Dixon took advantage of the SBDC classes on web design and social media. His future plans include tapping into markets in North Carolina. “We’re only an hour and 15 minutes from some major cities there,” Dixon says. “We plan to promote weekend vacations or even ‘day-cations’ for people to drive back home at night.”

The Dixons appreciate the continuing support from Archer and her assistant Ginny Plant. “Whenever they see an opportunity for us to branch out or go to a trade show, the SBDC staff lets us know,” Dixon says. “The SBDC is a big help.”

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Tracy Nayar May 29, 2018 0
Adele Diamond
2017Hampton RoadsNetworkingRestaurant & RetailSales & Marketing

Adele Diamond

A Diamond in the Rough

Adele Diamond created 5 new jobs and sales doubled from 2015 to 2016. “We went from half a million dollars to over a million from one year to the next!” exclaimed Lyons.

Adele Diamond

Chris Lyons has been entrepreneurial his whole life. When his wife decided to open a jewelry store in 2008, it was a perfect fit. Lyons got involved a few years later to help grow the business, and today Adele Diamond is thriving.

Like every small business, Adele Diamond has faced its share of challenges. Lyons describes their primary issue was getting the word out about their business in an environment with seven or eight other jewelers. “We were a smaller business competing with larger businesses and inventories,” says Chris Lyons. “We chose to have a smaller, curated inventory.” By focusing on the customer and choosing to showcase in-demand rings at affordable prices, the business began to grow.

Lyons also knows the power of connections, so he began to reach out to the surrounding community. Through networking with people outside the store, the couple began to make new friends and business connections, and they got involved with nonprofits and neighboring businesses.

As part of his community involvement, Lyons joined Propel in 2015, a mentoring program developed by the Hampton Roads SBDC and the Hampton Roads Chamber of Commerce. It includes a two-month “boot camp” about business principles, followed by mentoring. Lyons wanted to understand the basics of marketing, accounting, and finance, as well as to meet other business owners.

The program was extremely helpful and contributed to Adele Diamond’s growth, according to Lyons. “Our business from 2015 to 2016 doubled its sales. We went from half a million dollars to over a million from one year to the next.” Lyons and his team also relocated the store. He credits the relocation, which they did on the advice of the SBDC, with the increase in sales.

Their recent growth has allowed Adele Diamonds to shine, and they intend to continue doing so. They have their eye on growth, focusing especially on e-commerce. “We would like to be one of the best choices online,” says Lyons.

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Tracy Nayar May 29, 2018 0
Felts Supports for Living
2017Business ExpansionSouthwestStart-up

Felts Supports for Living

Home Sweet Home

“The SBDC and incubator services have been vital in helping us meet our goals. Assistance in accounting, legal, training, and incubator services have helped us grow and become sustainable,” shared Chris Felts. “We are excited to now have 5 office employees, 12 residential homes, and 11 individuals receiving services,” added owners Jerry and Jean Felts.

Felts Supports for Living

“We want to make sure the residents that we serve find a family they can call their own,” says Chris Felts, owner of Felts Supports for Living.

Felts’ business provides home licensing for Sponsored Residential Services, a branch of Virginia Department of Behavioral Health Developmental Services. Sponsored Residential Services provides homes for individuals with intellectual disabilities. The homes are like foster homes, and Felts Supports for Living trains families in how to work with people with intellectual disabilities, overseeing all services.

“These services provide life-changing opportunities to our clients, including travel and daily family activities. Our motto is “a life like ours,” ensuring that every person has a happy and healthy home,” says Felts.

Felts Supports for Living is a family-owned business. Chris Felts, his father Jerry, and his stepmother Jean own and operate the business. The Felts family has over 80 combined years of experience in the field. When they were just starting their business, the family worked with the Blue Ridge Crossroads SBDC to develop a business plan that was vital for licensure.

Felts Supports for Living moved into a small office in the business incubator located in the Crossroads Institute. The Blue Ridge Crossroads SBDC and business incubator continue to support Felts Supports for Living, helping to enable expansion and job creation.

“The SBDC and incubator services have been vital in helping us meet our goals. Assistance in accounting, legal, training space, and incubator services have helped us grow and become sustainable,” shared Chris Felts. “We are excited to now have five office employees, 12 residential homes, and 11 individuals receiving services,” added owners Jerry and Jean Felts.

Although the business has grown, Felts Supports for Living will remain a family-owned business and stay focused on the people they serve. “We started this business because we saw a need,” Felts says. “We like working with individuals and structuring their life so it’s their life, and they enjoy it.”

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Tracy Nayar May 22, 2018 0
Paddleyax Kayaks, Indepedence
2017RegionSouthwestYears

Paddleyax Kayaks

Up to the Challenge

“The SBDC provided assistance with the business plan and gave me a great starting point with financial projections. I’m glad to say we exceeded those projections in our first season of operation,” said Steve Marshall. They also won the $10,000 first prize in the Mount Rogers Business Challenge.

Paddleyax Kayaks, Indepedence

Steve and Kit Marshall don’t shy away from a challenge. They decided to open a small business when they noted that Independence, a town on the banks of the New River, didn’t have a local dealer for fishing kayaks. “People from all over the Carolinas and Northern Virginia come here to enjoy the river,” notes Steve Marshall, who is an avid kayak angler himself.

Paddleyax Kayaks opened in May 2016. The full-service retail store sells Vibe kayaks, NuCanoe kayaks, stand-up paddleboards, and paddling accessories. The store also offers gear for fishing, camping, and hiking, and they recently expanded into archery and hunting equipment. “Our biggest challenge has been that I’ve never been in retail before,” says Marshall. “There’s been some trial and error.”

The Marshalls turned to the Blue Ridge Crossroads SBDC to get help with the obstacles they faced. “The SBDC provided assistance with the business plan and gave me a great starting point with financial projections. I’m glad to say we exceeded those projections in our first season of operation,” says Marshall.

As part of the process, Paddleyax Kayaks participated in the Mount Rogers Business Challenge. The challenge was a competitive process to help foster business growth in the tourism sector in Grayson County. Organized by the Blue Ridge Crossroads SBDC and Grayson County Tourism, the challenge provided hands-on business training and networking. Each participant was required to attend classes, write a business plan, and present their business concept to a panel of judges. The challenge really paid off for the Marshalls, who won the $10,000 first prize.

Winning the prize is just the beginning for Paddleyax. “We’re less than a year old, but we are already looking into growing,” says Marshall. With plans to add at least one new line of kayaks and another employee or two, Marshall will continue to consult the SBDC as the business grows. “Just this month, we went to them to learn about social media and marketing. Our relationship with them is ongoing, and I look forward to learning more from them.”

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Tracy Nayar May 22, 2018 0
G2 Ops
2017Business ExpansionHampton Roads

G2 Ops

Mission Possible: G2 Ops Redefines Small Business

G2 Ops is currently working on a five-year contract, valued at up to $15.6 million. They have 40 staff members spread throughout their Virginia Beach, San Diego, and Arlington Offices.

Military contracts, cybersecurity, and systems engineering may not be the first things most people think of when they heard the words “small business.” But for Tracy Gregorio and her company, G2 Ops, these specialties are their bread and butter. Based out of Virginia Beach, G2 Ops delivers Model-Based Systems Engineering (MBSE) and cybersecurity services. Their services help clients improve their configuration management and cyber posture, and their target allocation of their limited resources to fulfill their business mission.

G2 Ops was founded in 1999, focusing primarily on military training and ship repair. When Gregorio joined in 2013, the company switched its focus to expanding their systems engineering services. “Our business is set apart by our people. We hire smart, energetic staff. Our corporate values are integrity, excellence, innovation, and customer worldview. These are ingrained into our culture.”

Like all small businesses, G2 Ops faces the omnipresent challenge of cash flow. According to Gregorio, although the financial needs are non-stop, that can be a sign of healthy growth. “There is always something to pay: employees, federal taxes, business license fees, health insurance, corporate liability insurance, worker’s compensation, unemployment taxes, rent, phones, internet service, and on and on it goes,” says Gregorio.

The Hampton Roads SBDC assisted G2 Ops in submitting a winning proposal that resulted in a five-year U.S. Navy contract, valued at up to $15.6 million, for systems engineering work in San Diego, California. The contract kicked off in September of 2016.

“Right now our revenue is generated through Department of Navy contracts,” says Gregorio. “We are working to diversify our revenue and the SBDC has done a few things for us, including introducing us to potential new customers and other contract vehicles like GSA. They have also provided research on other industries where we would like to diversify,” Gregorio says.

Gregorio says that the Hampton Roads SBDC is one of many reasons that Virginia is a great place for small businesses.

“Virginia is rich with opportunities to expand our business and serve federal customers and commercial companies located and headquartered in Virginia. Virginia and its elected leadership are striving to lead the nation in cybersecurity,” Gregorio says.

She adds that small businesses need to be intentional about pursuing the opportunities that are available.

“We have purposely utilized the resources of the SBDC and Virginia Beach Economic Development, as well as Senator Warner’s staff. We graduated from the VALET program offered by Virginia Economic Development Partnership,” says Gregorio. “There are resources available but they need you to communicate your needs and push them to work on your behalf.”

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Tracy Nayar May 22, 2018 0