Jennifer White’s homeplace in Scott County was practically in the backyard of Devil’s Bathtub – a  popular and intriguingly named tourist attraction known for a scenic waterfall and picturesque blue-green water. With tourism growing in Southwest Virginia, Jennifer and her husband, David, decided to take advantage of the land they owned and open their own campground.

With the land, the vision, and a client base ready to explore their slice of Southwestern Virginia, Jennifer went to the Mountain Empire SBDC to map out the final steps of her journey to becoming a business owner.

“I met with SBDC Director Becki O’Quinn-Purdie,” Jennifer says. “I was impressed with the legwork she did for our business plan, first researching our idea to see it was viable and then looking at potential income for us and the county.”

That business plan provided the roadmap for making their campground a reality but identified one final hill to conquer: securing funding. With the SBDC acting as their compass, Jennifer and David navigated that hurdle and reached their final destination.

“Becki helped us with paperwork for a $10,000 Virginia Coalfield Economic Development Authority (VCEDA) Seed Capital Grant,” Jennifer says. “The grant was approved and used to clear the property and construct ten primitive camping sites.”

Devils Fork Campground officially opened July 4, 2023, with six campers visiting from Europe. More campers have followed since.

“SBDC projections were right on,” Jennifer notes.

To finance future plans, the Whites recently applied and were approved for a low-interest economic development loan for $25,000. That loan will fund RV sites and underground electrical service to preserve the scenic beauty of the site.

Despite the early success they’ve experienced since opening Devils Fork, the Whites have more in store for the campground, including teepee yurts and a camp store. In addition, they project hiring two full-time and four part-time employees within five years.

“Since day one Becki has been there to make it happen,” Jennifer says. “I couldn’t believe SBDC’s services were free — to be honest, I expected an invoice!”

Aside from practical advice, business planning, and connections to funding, the Whites have also valued SBDC’s moral support.

“Becki’s been our biggest cheerleader from day one,” Jennifer concludes. “You’re never alone with the SBDC — it’s always there to help.”

Runner and cyclist Adam Jones launched The Brick Running and Tri Store in Danville’s River District out of necessity.

“I was into running and cycling and found myself driving some distance in search of shoes and equipment,” he says. “Driving to Raleigh for shoes one day in 2008, I got stuck in traffic. The lightbulb went off and I said to myself, ‘I can’t be the only runner or cyclist in Danville who needs health and wellness equipment.’”

With that thought in mind, Adam started lining up options to open a business in what he saw as a winning location with a burgeoning fitness culture: Danville’s River District.

“There was talk of a downtown revitalization, a new YMCA and a Riverwalk Trail expansion — downtown seemed like the place to be,” he adds. “We opened for business in 2010.”

Adam renovated the first floor of a two-story brick building in the River District that fit his business model and motto: “Where You Never Hit a Wall.”

“We specialize in shoes, apparel, equipment, and nutrition for walkers, runners, cyclists, and triathletes,” Adam notes. “Our name, ‘The Brick,’ refers to training on two disciplines during the same workout — just as stacking actual bricks build a solid structure.”

Adam’s business structure received an added boost when he discovered the Longwood SBDC while participating in the River District Association Dream Launch Bootcamp in 2022. That program – an intensive six-week workshop that teaches participants business skills and helps them fine-tune their plans for a start-up – connected him with Longwood SBDC Regional Consultant Michael Duncan, who served as his Dream Launch business mentor. Additionally, Dream Launch participants who complete all six bootcamp classes compete for cash and other incentives in a business pitch competition.

“Dream Launch covered a business plan, demographics, competition, and identifying customer needs,” Adam says. “I entered the pitch competition and was awarded $25,000.”

Adam used his winnings to expand his store, adding an upstairs wing that houses retail space for bike sales, gear, and bike repair services. This expanded area also includes a common community space for group gatherings.

Even after the completion of Dream Launch and the expansion of The Brick, Adam continues to consult with Michael and the SBDC on a regular basis.

“Having the SBDC as an asset is like having a gold nugget in my back pocket — it’s there if I need it,” Adam says.

Adding the SBDC to his team, Adam reports, has been a winning strategy for The Brick.

“The SBDC is a valuable tool with tremendous free resources that a lot of people don’t know about — definitely an asset to the community and region,” Adam concludes. “When I open business number two or three, I’ll definitely visit the SBDC.”

When it comes to small-scale thermal measurements, Laser Thermal serves a need that hasn’t been fully realized in the market for decades: testing the thermal conductivity of items 1,000 to 10,000 times smaller than the average diameter of a human hair.

“We’re the definition of a niche market,” says Laser Thermal CEO and Co-Founder John Gaskins. “We are the only people doing what we’re doing.”

Until John launched Laser Thermal with Patrick Hopkins in February 2020, that kind of measurement science wasn’t available commercially — meaning that John and Patrick were literally designing their business model from scratch. In October 2020, John sent a consultation request to the Central Virginia SBDC, and the next day, he met with Director Rebecca Haydock on Zoom.

“There are a million different things that you can’t research when it comes to starting a business,” says John.

That’s where the SBDC offered assistance. As John’s main advisor, Rebecca connected him with specialists who helped support Laser Thermal in different areas, including finances, bookkeeping, web development and marketing. Laser Thermal also worked with both the Virginia SBDC’s Innovation Commercialization Assistance Program (ICAP) and the International Business Development Program (IBD).

“I could send an email and ask, ‘Hey, I’m thinking about this. Am I off base?’ Or ‘Is there anybody I can talk to about this?’” John says.

For the large industrial and academic companies Laser Thermal works with, information is everything, especially regarding optimization, performance, and cost cutting. The Laser Thermal team takes lab scale equipment that, for most people, is very unapproachable and packages it so that anyone can use it.

“You come into our applications lab, and I can teach you how to use our tool in 30 minutes,” says John.

John notes that the SBDC played a key role in helping him design his business model.

“A lot of our structure came from those early days talking to the SBDC, Rebecca and various mentors that we were plugged into.”

Ultimately, John points to mentorship as the most valuable resource he gleaned from the SBDC. Throughout the product development process and growth of the business, he notes that it would have been easy to feel like he was making decisions in a vacuum. Rebecca and the SBDC provided a sounding board that allowed an idea formulated in a University of Virginia lab to grow into a thriving small business boasting 17 employees, two granted patents, two additional filed patents, and over one million dollars in sales.

Today, Laser Thermal continues to scale with commercial tool sales, testing and contract services, and three government grants, including funds for new product development through the Air Force and the Defense Advanced Research Projects Agency. As John looks to 2024, he predicts plenty of growth and innovation, and he knows it will happen with the SBDC by his side.

“I’ve probably recommended the SBDC to half a dozen different businesses I’ve run into since we started working with them.”

The SBDC has also helped connect John to the entrepreneurial community, an essential support for all aspiring small-business owners.

“The entrepreneurial community in general is very giving,” he says. “They’re giving of advice. They’re giving of resources. They’re giving of connections to other people. Be willing to take advice, and let it inform how you choose to grow your business in the future.”

With an established business, high-quality products, and sound processes, Charlottesville-based pharmaceutical contract manufacturer Afton Scientific, a 30-year-old business, was primed for growth.

Afton Scientific was seeking information on expanding their existing export efforts in the international pharmaceutical marketplace. Specifically, they wanted to develop a plan to gain a greater footing in traditional direct sales to customers as well a tap into and maximize e-commerce sales. Marketing Sales Manager Katherine Brandt and Business Development Specialist TJ Kliefoth turned to the Virginia SBDC Network where they connected with Senior International Trade Specialist Dulce Zahniser and the Virginia SBDC’s International Business Development (IBD) office.

Afton Scientific had long excelled as a manufacturer of pre-sterilized vials and small-batch filling of pharmaceutical products but faced a different set of challenges in expanding their export target market. The SBDC’s IBD programming is tailor-made for businesses like Afton, providing training, resources, and contacts for everything from distribution to region and industry-specific regulations.

“The SBDC initiated a three-part IBD program for us,” Katherine says. “We needed assistance with market research and export regulations.”

That program included participating in the International E-Commerce Program/Accelerator, Trade Compliance Cohort, and International Business Plan Cohort.

“During that program, the SBDC gave specific feedback,” TJ notes. “For example, the E-Commerce Program showed us how to move our inbound marketing strategy to a more strategic outbound marketing with websites in target market areas.”

Following that advice, Afton established websites in Germany and the United Kingdom, which lead to an increase in Afton’s presence in those two international markets.

“These websites helped us reach potential new customers,” TJ says. “The SBDC’s advice definitely paid off for us.”

The International Business Plan Cohort offered additional guidance and mapped out specific steps, goals, and metrics for the expansion.

“Our marketing strategies have been very reactive in the past and this helped us become more proactive,” TJ notes. “Walking through the business plan process with experts was very helpful.”

Afton also took advantage of the IBD’s International Trade Research to explore target markets. This was especially crucial for Afton, whose industry includes an array of highly-specific consumer needs and heavy regulations that vary by country and region.

“We’re not a typical retailer,” Katherine relates. “Our target customers range from small biotechs to large pharmaceutical companies, research labs, hospitals, and universities.”

The IBD Program’s market research helped find those international customers. Employment numbers at Afton Scientific have increased from 50 to 85, which has helped the business meet the increased demand from the international expansion.

“Dulce has been phenomenal and is always there when we need advice,” Katherine says.

“We love working with the SBDC,” TJ adds. “We had heard about the SBDC but had no idea they offered so many programs at no cost. We’re so glad they found us!”

Geoff Orazem launched Federal Foundry in 2016 to help small business owners succeed in the federal market. When his company struggled to grow, Geoff realized he needed a better understanding of his business and target customers.

After consulting with the Virginia SBDC Network, Geoff was advised to enroll in the Innovation Commercialization Assistance Program (ICAP). Participating in ICAP influenced Geoff to make fundamental changes to the way Federal Foundry operates.

“I made assumptions about my customer base that were wrong,” Geoff says. “Fortunately, ICAP was there to point out my mistakes.”

Virginia SBDC-ICAP, part of George Mason University and the Virginia SBDC Network, is a statewide collaborative network that supports tech startups during the critical initial phases of business development. Geoff connected with the Virginia SBDC-ICAP through his friend, ICAP Mentor Gary Grenter, who has extensive experience in production management and has founded four companies.

“Gary’s an excellent coach,” Geoff says. “Everything about ICAP is great, but the most valuable piece for me is customer discovery.”

Before founding his business as a government contractor, Geoff served as a Marine infantry officer. After leaving the Marine Corps, he graduated from Harvard Law School, and worked as a government contractor in Iraq and Afghanistan.

Drawing on that experience, Geoff was well equipped for the ICAP program and compared it to military boot camp: “It’s a process requiring hard work and discipline but with a big payoff. Once ICAP showed me the value of customer discovery, I started doing it — still do it when considering a new capability.”

Since completing ICAP, Geoff has incorporated those customer-centered practices into his business. As a result, Federal Foundry has experienced newfound growth. One of the company’s tools, the FedScout app, currently has 1,300 users and was awarded a major contract of $1.5 million in federal grants from the Defense Advanced Research Projects Agency (DARPA).

Geoff credits Gary and the Virginia SBDC-ICAP program for that success. “Gary has a ton of experience and networks, plus he’s a good sounding board,” Geoff says.

Geoff considers ICAP’s free service a big win. “It’s been a good couple of years for Federal Foundry,” he concludes. “In the past I made business assumptions that were wrong. Thankfully, ICAP was there to help me correct the errors.”

While living in Colorado at the start of the COVID-19 pandemic, Scott and Rebecca Ramsey helplessly watched as grocery store shelves became empty.

“In the Rocky Mountains, we were basically at the end of the food chain,” says Scott. “Neither my wife nor I have a horticulture background. We’d never gardened before. We didn’t even know where our food came from. So, it was both scary and kind of a wake-up call.”

As COVID progressed, the couple bought an RV to travel the country, staying at state parks and Harvest Hosts farms and talking with families who had worked the land for generations. Scott and Rebecca started formulating their own plans. In November 2021, they reached out to the Virginia Highlands SBDC and connected with Director Cindy Fields, bringing her an idea for an agritourism business — plus a 10-year roadmap they had already designed.

With the SBDC at their side, Scott and Rebecca purchased property in Abingdon, launched Wyndale Gardens in April 2022, and brought their first produce to market within seven months. Today, their multifaceted endeavor features an aquaponics farm, apiary and agritourism business.

To support their growth, Cindy shared startup resources, including pitch competitions and grant suggestions. Alongside Virginia Tech, she supported Wyndale Gardens throughout the USDA’s Good Agricultural Practices (GAP) audit, as the aquaponics farm sought to be the first in Virginia to carry the GAP certification. Scott notes, however, that Cindy’s greatest contributions to Wyndale Gardens are the connections she helped them formulate.

“Cindy being that conduit to help us network has been vital.”

Cindy connected Scott to an advisor at George Mason University to assist with technical questions on hydroponics. Through pitch competitions and other events, she plugged them into a local support system for entrepreneurs.

“Just for networking alone and getting connected into the small business community in your area, the SBDC is absolutely vital,” says Scott. “You need it in terms of, ‘Hey, who can I sell to? Who can I partner with?’”

In fact, community partnerships have been key to Wyndale Gardens’ ability to scale up after only a year in business.

The business started with a small subscriber program, but now Scott sells his romaine lettuce to the largest local grocery chain, Food City, and to the farm-to-school program, serving the city of Bristol as well as Washington and Tazewell counties. He’s currently working to form a co-op of farmers so that local schools can access other fresh produce. He’s also in the process of producing a honey beer in cooperation with local brewery, Sweetbay Brewing Co.

Since launching, Wyndale Gardens has tripled production and secured loans for $76,000. Four farmers have signed on for the co-op, and Scott and Rebecca plan to expand their agritourism focus by adding a boutique campground.

Throughout its first year in business, the company has continued to work with the SBDC and prioritize regional partnerships. In fact, Scott recommends the SBDC to all aspiring entrepreneurs wondering if they should take the leap.

“It’s like a support system,” he says. “We just have to wait for our food to grow.”

LaSondra Gray, owner of Reflections Image Center and Skincare Institute in Leesburg, Virginia, believes beauty is more than skin deep. With the support and guidance from the Loudoun SBDC, her business continues to successfully grow and flourish based on that belief.

“Reflections Image Center takes a holistic and integrative approach to aesthetics and wellness,” she explains. “It’s in our slogan — Healthy Skin Within: Look Good, Feel Good.”

Previously a licensed quality auditor in the corporate workforce and business management consultant, LaSondra developed an interest in the medical spa business 20 years ago and never looked back. She celebrates the 10-year success of Reflections.

“I wanted to get into something to make a difference,” she says. “It started when my son’s doctor asked if I would take a quality control look at his practice. I really enjoyed adding my skills to a profession that made people look and feel better.”

When she discovered the Loudoun SBDC a few years ago, LaSondra experienced her own feel-better moment. Her initial contact, Loudoun SBDC Director Eric Byrd, connected her with a team of advisors, including Business Advisor Subodh Nayar.

“Subodh is amazing,” LaSondra adds. “He’s committed to making sure my business is successful — that means a lot.”

During the COVID-19 pandemic shutdowns, SBDC resources were especially helpful.

“I received a Rebuild Virginia Grant and Economic Injury Disaster Loan,” she says. “The SBDC team helped keep my business going during the pandemic.”

LaSondra did not idle during her COVID shutdown; she used the time to develop a virus-fighting product line.

“The SBDC connected me to the Innovation Commercialization Assistance Program (ICAP), and I was able to get my product out to local hospitals,” she explains. “Our product concept was selected for invitation to the National Science Foundation’s Project Pitch.”

The SBDC also assisted with marketing.

“The SBDC helped me take baby steps into digital marketing,” says LaSondra. “Our Purity Kit products developed during the pandemic will soon be available to the public.”

LaSondra is enthusiastic about continued partnership with the SBDC. With its guidance, the Reflections Image Center has doubled its staff and increased revenue by 20 percent.

“The SBDC is an amazing resource,” she concludes. “It makes sense to capitalize on that experience to help your business grow.”

Diane Madden began her career as a hair stylist going door-to-door with a portable hair dryer.

“I was laughed at, but I was determined,” she recalls.

However, those early difficulties helped Diane strengthen her resolve, and in 1995 she opened her hair and barber salon, Dinamic Cuts, with little more than word-of-mouth advertising and determination.

“I was old school,” says Diane, who recalled that her salon didn’t even have a phone when she first launched.

Diane’s relationship-driven business model survived for decades through personal grit, but in 2020 the COVID-19 pandemic forced her to close. However, that setback proved temporary, as Diane tapped into her personal fortitude and took steps to reopen, including advising from the Shenandoah Valley SBDC.

“That’s when I met Business Advisor Diane McCarthy,” Diane Madden relates. “I needed to connect with someone who saw my vision; Diane [McCarthy] really did.”

With updated business tools and techniques, McCarthy took Diane’s business from old school to top of the class in two years. First, McCarthy helped Diane acquire a small local grant to purchase touchless soap, sanitizer and towel dispensers. Next, the SBDC offered Diane support to apply for a Comcast RISE grant.

“The RISE grant gave me $10,000 that provided a desktop computer, a year of internet service, two phone lines, a fax line and iPad,” Diane says. “I also got a Square POS system to take card payments and manage sales, inventory and appointments.”

The SBDC offered more ideas on updating the salon, including lighting and a new sign. Diane procured another local grant – for $3,000, awarded in September 2022 – that she will use for the new outdoor sign.

With help from McCarthy and the SBDC’s webinars, Diane learned how to build a website and market on social media. McCarthy also helped restructure Dinamic Cuts into an LLC.

“When I got my computer, Diane [McCarthy] sat down with me and showed me how to use it,” Diane relates. “I keep all the webinars so I can review them. If you take the knowledge presented and apply it, things will happen for your business.”

Previously the sole employee at Dinamic Cuts, Diane recently added a barber. Her optimism, paired with the SBDC’s expertise, point toward the hiring of new employees in the near future.

“I’m living testimony to what the SBDC can do,” Diane concludes. “Help is there at the SBDC. All you have to do is listen — and not give up!”

Shatera Robertson, owner of Unique Styles & Designs Floral Boutique in Uptown Martinsville, built a successful business over the past year with facts and expert guidance. She credits the Longwood SBDC for providing the information that led to that success.

“The key to anything you do in life is wisdom and knowledge,” Shatera says.

Shatera began her journey into floral design 14 years ago with a birthday party for her daughter.

“My interest in doing events grew from there,” she adds. “I actually started my business in 2016.”

Her goal was a storefront location, and during the pandemic, she learned of a vacancy in Uptown Martinsville. After six months of renovations, Shatera held a formal grand opening in June 2021.

“I first met Longwood SBDC Business Analyst Michael Scales when he came to my opening event,” Shatera relates. “He seemed very knowledgeable about business.”

Shatera emailed Michael to see if she could learn more.

“I made an appointment, and he told me about the SBDC services that could help my business grow,” Shatera adds. “He also told me about the Startup Martinsville-Henry County (Startup-MHC) and Grow Martinsville-Henry County (Grow-MHC) programs, so I decided to enroll.”

Startup-MHC and Grow-MHC are mentoring programs that help establish new businesses and grow existing ones through “business boot camps” and have graduated 283 participants since 2016. Michael is a co-facilitator for both mentoring programs.

“Going through the GROW program helped a lot,” Shatera comments. “We received information that a lot of business owners don’t have a clue about. We learned about networking with other business owners, important tax tips and how to write business plans.”

At the conclusion of the program, Shatera presented her business plan to a panel of experts. The result was a grant for over $1,770.

“When I opened my business last year, I financed everything myself,” Shatera says with a note of pride. “I’m a registered nurse and was able to work extra hours in the emergency room during the pandemic to fund my business.”

Since she connected with the SBDC, Shatera has seen a 50 percent increase in that business.

Planning for the future, Shatera is certain of one thing: the SBDC will be front and center.

“The SBDC gave me the information and motivation to keep going and grow,” she concludes. “I recommend the SBDC to other business owners so they can grow as well.”

Catherine Carter turned the page on a new career when she started a book club to help coworkers deal with the pandemic. Now, with help from the Longwood SBDC and Danville’s Dream Launch program, she has her own bookstore, The Dog-Eared Page.

It started with a dream to open a place for book clubs to meet and buy books. When Catherine learned about Danville’s Dream Launch program, it seemed like fate.

“I contacted Kelvin Perry, Danville’s project manager for economic development, and he encouraged me to apply,” Catherine relates.

The Dream Launch program, sponsored by Danville’s River District Association, features a six-week bootcamp and grant money presented to winners of a business pitch competition.

“Lin Hite, Kelvin Perry, and Michael Duncan from the SBDC all taught classes,” Catherine explains. “Lin, my mentor, helped me with a business plan and pitch for the competition. Throughout the whole experience I felt nothing but support.”

That preparation paid off. The pitch Catherine presented was awarded a $25,000 grant that enabled her to launch her dream.

“Danville hadn’t had a bookstore since I was in elementary school,” she relates.

The bookstore’s location on Main Street in Danville’s downtown revitalization district was also a plus for Catherine.

“It’s awesome to be part of what’s happening downtown,” she adds. “It’s rewarding to see people coming back downtown.”

In addition to the grant, Catherine received a loan from a local bank.

“The River District decided I needed more capital and connected me with American National Bank,” she says. “I didn’t expect to get support from bankers!”

Catherine continues to be amazed by support from the community.

“During our grand opening the store was packed,” Catherine recalls. “It’s a day I’ll never forget.”

Now open six months, The Dog-Eared Page is thankful for continued SBDC support.

“SBDC consultants still call and come by,” Catherine explains. “When I first opened, Lin Hite prepared me for lower volume months ahead. Due to that advice the shop isn’t struggling now.”

Catherine readily recommends the SBDC.

“Even after the doors of a business are open, the SBDC is there to help you,” she concludes. “I’m eternally grateful for that support.”