A knee injury changed Dave Johnson’s life forever. Connecting with business partner Evan Eckersley and the Central Virginia SBDC to launch Icarus Medical Innovations turned that tragedy into triumph.

Dave’s injury — sustained while playing high school football at age 15 — led to early onset osteoarthritis, decreased mobility and chronic pain. As his symptoms progressed, and surgery proved ineffective, he began modifying his own braces by installing springs that offset the load on his knee. His first prototype allowed him to return to his longtime passion of snowboarding and bend his knee without pain. It also proved to be the foundation for Icarus.

“I knew I was onto something, and then every year I tried to make it better,” says Dave, who filed his first patent in 2016. He soon realized that his problem was one that impacted one in ten Americans seeking knee pain relief.

With a novel design but minimal experience running a business, Dave first met entrepreneur Evan Eckersley at a local accelerator program in 2020. Powered by the pair’s complementary skillsets and mutual excitement in driving impact through innovation, Icarus Medical Innovations took flight that same year.

When the two connected with Central Virginia SBDC Director Rebecca Haydock, Icarus began to soar.

“I come from a background of believing there’s nothing free out there,” Dave says. “But every time I met Rebecca, she was genuinely interested in what we were doing. She always asked how she could help and what we needed. She made introductions, got us mentors, got us connected to this or that. She’s been such a huge help.”

Rebecca had previously mentored Evan during his first entrepreneurial venture, Lytos Technologies. He knew she could connect their fledgling company with market contacts for manufacturing, sales and more.

“Rebecca was always bringing valuable guidance and connections to our team. Her mentorship is a big reason that I have continued down this path as an entrepreneur” Evan says.

Four years later, Icarus has expanded to nearly 50 employees, five lines of innovative braces with market-leading outcomes, and a growing national footprint. They have also been able to leverage other SBDC resources, such as the Innovation Commercialization Assistance Program (ICAP) mentors and International Business Development Program (IBD). Through the IBD Program, Dave and Evan visited an industry-heavy region in Northern Italy in October 2024. That trip put them in contact with Italian manufacturing companies seeking to collaborate with businesses eyeing international expansion.

“It’s interesting to us because we need a launchpad into Europe,” Dave says. “We can make any custom device from an iPhone scan using our software, instantly and anywhere in the world, so we’re looking at establishing 3D printing capability there. In the meantime, we’re trying to build demand and a distribution network, first throughout Italy but really all of Europe.”

That IBD Program trip weaved seamlessly into Icarus’ business model, which has leveraged digital technology with advances in 3D printing manufacturing to streamline production of bespoke devices at scale.

“We started out building braces practically in a closet,” Evan says. “Now we’ve established a print farm right here in Charlottesville using some of the most advanced software and additive technology in the industry. We’ve cracked the code on how to scale through our software.”

As Dave and Evan have proven, with the SBDC in Icarus’ corner, the sky is the limit.

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.”

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!”

Dhiyohouse manufactures and refurbishes conveyor belts for the mining sector. Looking for resources to expand overseas, Dhiyohouse contacted the Small Business Administration (SBA) in July 2021. The SBA Office of International Trade mentioned the State Trade Expansion Program (STEP) and referred Dhiyohouse to the Virginia SBDC’s International Business Development Program (IBD) for one-on-one assistance and connections to additional support organizations in Virginia.

In the ensuing meeting, the IBD team learned that Dhiyohouse had significant interest in multiple foreign markets but had not taken advantage of government trade resources.

The IBD team launched an extensive research effort on behalf of Dhiyohouse to identify the ideal global markets for expansion. Through that project, the IBD team and its student researchers narrowed the number of countries down to a small group of high potential markets.

Dhiyohouse project manager Robert Leonard credits the SBDC for supporting the company’s international growth: “If you follow the SBDC’s model, it’ll produce international revenue and grow your business. Just follow the model! The SBDC team will give you the research and provide you the resources for success.”

In addition to market research, the IBD introduced Dhiyohouse to the Virginia Economic Development Partnership (VEDP), which invited them to participate in a spring 2022 trade mission to Peru and Chile. During that mission, Dhiyohouse identified over half a dozen potential partners. To date, VEDP has provided $30,000 in grants to Dhiyohouse to support their trade program. The IBD team also connected Dhiyohouse with the U.S. Commercial Service for assistance vetting interested foreign buyers.

The SBDC’s IBD program has been an ongoing resource to Dhiyohouse by providing specific assistance on growing international sales and recommending translation companies to internationalize its website.

Dhiyohouse has enrolled in the Virginia SBDC’s inaugural cohort of the International Business Plan program, in which companies learn how to develop a sound, bankable export strategy.

A native of Suffolk, England, Stephen Schuurman began crafting his English-style ciders after moving next door to an apple orchard in Virginia’s Shenandoah Valley. In 2011, he partnered with that orchard’s owner to open Winchester Ciderworks.

Stephen sold his first dry hard ciders through self-distribution in Frederick County. Over time, his business has grown in tandem with Virginia’s booming craft beverage industry.

“We’re bringing a bit of England to Virginia,” Stephen explains. “My plan is to build us up to be a big cider player in the Mid-Atlantic.”

As Stephen worked to scale up Winchester Ciderworks, he found two key advisors in Laurel Ridge SBDC Executive Director Christine Kriz and Chris Van Orden, Manager for the Virginia SBDC International Business Development Program (IBD) and Craft Beverage Assistance Program (CBA), with whom he connected in 2017.

“I met them, and I came out feeling like, Wow, there is help out there,” Stephen says. “I felt I was going against a brick wall all the time, and then all of the sudden there was this resource for me, and it was free, which was amazing.”

Christine and Chris have been instrumental in helping Stephen expand his business with advice when he found he was struggling with certain decision making. As his main accountability partner, Christine advises him on business planning and funding for expansion, keeping him informed about grant opportunities, including a $500 advertising grant he was awarded in 2021. Chris supports Stephen with distribution and meets with him monthly to help figure out how to approach new distributors and navigate alcohol licensing. Chris also connected Stephen with a compliance officer.

“I couldn’t have asked for two better people,” Stephen notes. “I’m really lucky. If I don’t know something, I will ask somebody, and, nine times out of ten, I can ask one of those two people.”

When Stephen launched Winchester Ciderworks, there were only about five cideries in Virginia. Now there are many. In the past year, Winchester Ciderworks has gone through a number of changes, the most significant being that Stephen took on a larger share of ownership after buying out his business partner. Now, he has big goals for the future.

“I’d like to be the number one premium cider in the mid-Atlantic with distribution to every state,” says Stephen, “and exporting to the U.K.”

Stephen is currently selling ciders in 11 states with online ordering available in 40 states, and he is working with Chris to navigate the complicated process of exporting cider to the U.K.

“The bigger the distribution footprint, the more money you have coming in,” Stephen says, “In this year since I’ve been running the business, our profits have been better than any other year.”

In fact, sales have grown by 30%! Christine is helping Stephen look for a new property in the Winchester/Frederick County area so he can expand his operation to meet the increasing demand. Stephen now employs 12 people and plans to invest in his own canning line. The SBDC will be by his side as he pivots to grow his business even more.

“There are so many obstacles to overcome,” says Stephen. “Nobody can do it without help. Everybody in business needs help at some point. The SBDC is a resource, which, for most small businesses, is critical.”

Delany Products, a plumbing products manufacturer since 1879, needed a makeover. “We had multiple issues as we entered the 2000s,” Scott Delany says of his company. “We had not adapted well to globalization, and as a result our business had started to dwindle.”

Adding to Scott’s problems, the price of copper, a major component of plumbing products, rose dramatically. “We started to lose money hand over fist,” Scott continues. “We closed our foundry and laid off three quarters of our workforce. It became obvious that the only path forward was restructuring.” That restructure involved a complete shift from manufacturing to outsourcing.

“Currently, Delany Products does research and design in house and depends on outside suppliers to make product components,” Scott explains. “We still do 100 percent of the assembly and final operational testing.”

The company was moving ahead with its outsourcing model; then COVID hit. Fortunately for Delany Products, when the pandemic arrived, so did the Central Virginia SBDC. “When the pandemic struck, Rebecca Haydock at the SBDC called to see if she could help,” Scott recalls. “We immediately said — ‘sounds great!’”

The Central Virginia SBDC Center Director put the Delany team in touch with a marketing firm to assist with the launch of its new product, TruStop, a patented innovation that reduces maintenance costs for institutional toilets. “The Fellows Group, now our marketing firm, did a complete update of our website,” Scott says.

In addition to the marketing assistance, Rebecca connected Scott with Aaron Miller, the Virginia SBDC’s Director of International Business Development. “Aaron had students from George Mason University do a study of potential markets,” Scott says. “We’ll explore those markets once we build our sales for TruStop in the United States. We really believe TruStop will be a game changer for us.”

Rebecca also offered help with applications for COVID assistance. “We applied for everything we could to keep us afloat during the pandemic,” Scott notes. “Rebecca helped us through all the confusion. Additionally, she put us in touch with Lisa Wood at the Procurement Technical Assistance Center who’s trying to locate government contracts for us.”

With a restructured business model in place and a new product on the market, Scott is hopeful about the future. “Right now, our backlog list is huge because of supply-chain issues,” he comments. “Once that clears up, things will change. Business is already better than last year.”

Scott says Rebecca and the SBDC team were at the right place at the right time to make things happen for his company. “The SBDC helped us out at a very critical time during the pandemic,” Scott concludes. “Rebecca Haydock and the SBDC are a great resource.”

When Mark Helmuth first invented the Wall-Lift in 2005, it was purely out of necessity. As a contractor, he needed a safer and more efficient way to raise walls, so he built a device to do the heavy lifting for him and his crew, literally.

“Necessity is the mother of all inventions,” Mark says. “I had a need to set walls, and the methods that were out there didn’t quite meet my specs. I thought about it, went out and got the components, and within a week and a half I had it all together. On the first job, it worked great.”

That first use quickly turned into dozens. After his fellow contractors saw the machine in action, requests to build more began to filter in. At the urging of a friend in 2016, Mark filed for a patent and began exploring the process of setting up Wall-Lift as a business. His banker referred him to the SBDC center in the Shenandoah Valley and Rockingham area where Allison Dugan’s team helped Mark establish Wall-Lift Inc.

“The SBDC walked me through a lot of things,” Mark says. “I took a lot of the courses they offered, they hooked me up with some shipping guys, and they helped me put together some brochures and marketing,” he adds. He also participated in the Virginia SBDC Network’s Innovation Commercialization Assistance Program (ICAP) to learn about customer discovery and how to match your product to your customers’ needs.

But Mark’s partnership with the SBDC didn’t end there. This past spring, Mark discovered a video of his Wall-Lift posted by what Mark wrote on Instagram, was “an icon of the framing world.” The SBDC was there to help Mark double down on the power of viral marketing in this unique situation.

That video, which has since generated nearly 400,000 views, led to an exponential increase in orders for Wall-Lift almost overnight. Mark has nearly doubled sales from last year already and, with help from the Virginia SBDC Network’s International Business Development Director Aaron Miller, he has shipped as far as Australia, England, Norway, and South Korea. The distribution channels the SBDC helped him establish have paid dividends during that growth — as have partnerships the SBDC helped him secure with two dealers who now sell Wall-Lift.

“I got a large United States map, and I put pins where every sale went so I can see what’s going on,” Mark recalls. “Early on, I saw that if I made one sale in one area, it’s not long before you have two or three more in that same area. That’s when I realized this wasn’t a bad product because it’s selling itself,” adds Mark.

As Wall-Lift continues to grow, Mark finds the SBDC to be a reliable ally in his corner. Sales for the product have doubled every year, ballooning from fewer than 10 in his first year to more than 200 units already sold in 2021. He sold eight in one day and 52 in a single month — records he says he wouldn’t be surprised to see broken.

“[The SBDC] asked me, how big do you want to go? I said that if we got to the point where we could sell two a week, that would be great,” Mark says. “Now we’re way past that.”

From the beginning, Adroit Theory Brewery Company has never opted to do anything small, quiet, or dainty. Their inaugural beer, a 10.0 ABV Imperial Stout, set the stage for a litany of wild, novel, and downright extreme beers that have earned a cult following, not only in the United States but beyond. When asked about his favorite beer, owner Mark Osborne quickly describes an “Invisible Black IPA” that is brewed with black sesame seeds. “It’s actually delicious,” he says with a laugh. 

Adroit Theory’s goal was to start small, but with a big idea. “I remember thinking, ‘I can make something different, cutting edge,’” Mark recalls. “Our specialty is experimental beers. We’ve been polarizing our fan base since day one with these wild, crazy beers.” 

Adroit Theory is also set apart by their marketing and the designs on their bottles. “I decided right away that I wanted to heavily brand what we were doing,” he explains. “I wanted to give it a distinct look and feel. People often describe this look as ‘dark art’ or shocking, but it’s still aesthetically beautiful.”

With Adroit Theory releasing over 915 distinct beers in 6.5 years, the creative demand for new ideas is high. Mark credits Adroit Theory’s singular aesthetics for a huge part of their success. “I would say the branding aspect made it possible for us to expand as fast as we did,” Mark says.

Wanting to get into exporting, Mark remembered how neighboring brewery, Port City Brewing Company, had worked with the Virginia SBDC Network to begin selling internationally. The folks at the Virginia SBDC’s International Business Development (IBD) program conducted market research and shared recommendations for a way forward. Mark and the Adroit Theory team found themselves on a trade mission to Europe, where their unique and bold brand of beer was gaining traction. You can detect the amazement in Mark’s voice as he lists the countries that Adroit Theory ships to — Japan, Korea, the United Kingdom, Russia, and France — with more orders from European countries pouring in. Production has doubled in the last 12 months. For Mark, the analysis from the SBDC’s IBD program was critical to successfully moving international sales forward. “They provided us so much valuable advice,” he says. “Honestly, it’s changed the way we do business.”

As Mark and his team continue to push beer boundaries, both here and overseas, they know the SBDC will be by their side for a dark, wild, and most importantly, fun ride.