In-Depth Productions’ is opened for business on Main Street in Blackstone. Partnering with the Longwood SBDC, Carl Bassfield turned a passion for photography into a profitable business.

In-Depth Productions, a full-fledged media company, now offers photography and cinematography as well as music engineering and production services.

“Photography is just something I’ve always loved,” Carl explains.

Carl started taking photos at his church with his iPhone. Later, while working at Fort Pickett, he picked up more skills.

“I wanted my passion for photography to become a reliable source of income,” he adds.

Carl took a step in that direction last year when he signed up for the CO.STARTERS Core program, a joint effort of the Longwood SBDC and Downtown Blackstone, Inc. CO.STARTERS Core is a three-month, cohort-based program that equips aspiring entrepreneurs with the insights, relationships, and tools needed to turn ideas into action and turn a passion into a sustainable and thriving endeavor. The program has become a community staple of the regional GO Virginia initiative – RISE Collaborative.

“About 10 to 15 business people took that 10-week course led by SBDC consultants Brandon Hennessey and Katherine Beale,” Carl explains. “We were a very diverse group, but we helped each other grow.”

Topics ranged from finances to analyzing the market to finding target customers. At the completion of the course, each business was offered a chance to compete for a portion of a prize pool offered by the Town of Blackstone.

Cash awards totaling $46,000 were distributed to five business owners; In-Depth Productions received second place and $15,000, which Carl used for equipment and to set up his new Main Street location.

Carl’s biggest take away from the program was a better understanding of a successful business structure.

“I went into the program with a lot of ideas that I was trying to do all at once,” he relates. “I had to realize that I couldn’t do it all myself.”

Subsequently he turned over the video work to a videographer and added a music technician to round out his staff of three full-time employees and three sub-contractors.

Carl readily recommends the SBDC to others.

“I look at Katherine and Brandon as extended family,” he concludes. “The SBDC provides you with life-long resources. Having continued access to those resources — I consider that invaluable.”

Sandra Eduardo and daughter Ebony Vargas possess the qualifications and experience to operate an early childhood education center. They lacked a business plan that would allow expansion and growth. When Hampton Roads SBDC Advisor Bill Holloran joined the mother-daughter duo, a plan for growth took shape.

“My mother was an educator for 25 years and wanted to share her Hispanic culture and native tongue,” Ebony says, remembering A New World of Learning Bilingual Academy’s launch in January 2018. “I was in college and wanted to learn about being a business owner. During an SBDC-sponsored course for child care facilities, Bill was assigned to be our mentor.”

When the pandemic arrived in 2020, that educational course, as well as plans for expansion, were put on hold.

“When things opened up again, Bill reached out,” Ebony explains. “He was a phenomenal mentor and immediately helped us apply for relief grant funding.”

Those connections resulted in grants through the Paycheck Protection Program (PPP) totaling $10,000; Local Initiatives Support Corporation (LISC) for Hampton Roads totaling $10,000; and four rounds of Department of Education Coronavirus Aid, Relief and Economic Security (CARES act) totaling $23,000.

Bill also helped Sandra and Ebony make practical connections.

“Bill connected us to a science firm that provided us with a laser jet printer with a lifetime guarantee,” Ebony continues. “He also suggested a USDA subsidy that reimbursed food purchased for the school.”

Today the Learning Academy’s most pressing issue is expansion. The school is thriving, and a larger facility has become a necessity. The SBDC’s projections helped set an expansion plan in motion, and Ebony and Sandra’s partnership with the SBDC has grown alongside their business.

“We have three waiting lists,” Ebony notes. “Our current location accommodates 30 preschoolers with six older children before and after school. Bill showed us the fundamentals of business growth. Currently, we’re working with a loan officer to find a property we can own.”

With the SBDC on their side, Sandra and Ebony are confident of success.

“This process would have been five times harder without the SBDC connecting us to all these resources,” Ebony says.

“The SBDC is always looking out for us,” Sandra adds. “Support is very important, and the SBDC supports us 100 percent!”

Albemarle Limousine & Travel Service, LLC, was an idea that started with a wedding.

“It was my daughter’s wedding, and I was planning it,” CEO Andrea Saathoff says. “I was looking for a classic wedding-car rental and was surprised to learn that the closest one was in Washington D.C.”

In 2008, Andrea decided to start her own classic-car business in Charlottesville. “I quickly learned that vintage transportation was more of a hobby than a business,” Andrea adds. “So we added modern cars that first year.”

Being a business owner, the former elementary school teacher noted, was a learning experience. “That’s the fun of being an entrepreneur — we were doubling in revenue every year,” Andrea explains. “Within five years, we had a fleet of premium sedans, SUVs, shuttle buses, and vintage limousines.” As the company grew, Virginia Auto Detailing was added, and a mechanic was hired to manage a growing fleet of vehicles.

When COVID struck, the business was blindsided and nearly crippled. The situation quickly became critical. “We immediately lost 90 percent of our revenue,” Andrea says.

With the pandemic slamming the brakes on her business, Andrea contacted the Central Virginia SBDC. “I met SBDC Advisor Dillon Franks through a small business group I joined,” she relates. “He’s been our advisor ever since. We also worked with Central Virginia Director Rebecca Haydock.”

Rebecca provided additional guidance as the company grew. “Rebecca connected me with a QuickBooks specialist and helped with marketing, and Dillon provided guidance with our biggest customer, a very large corporation. He suggested things I never would have thought about.”

As COVID continued, Andrea looked for ways to diversify. “We already had a detailing business,
but it was seasonal due to lack of indoor space,” she says. “When a realtor I knew found a
property with 10 auto bays going on the market, we decided to buy it, as it would significantly expand our car and truck maintenance and service offerings to the public through our ACE Auto Center Express. We are now experiencing strong growth, due to our expanded physical plant and more central location.”

Andrea added, “Dillon and Rebecca were very helpful with the purchase of that building and issues related to growing our staff.”

Continuing to combat COVID, Albemarle Limousine launched a bicycle repair business, ACE Bicycle Charlottesville, in the spring of 2020. “Riding bikes offered socially-distanced exercise, so our shop was very popular,” Andrea adds. “Now all three businesses are in recovery, we have 60 employees, and everything is going gangbusters.”

Andrea continues to be enthusiastic about the SBDC and Dillon, who she describes as “a seasoned advisor who really cares about my business and our employees.”

“The SBDC helped us significantly through the pandemic,” Andrea concludes. “The SBDC has all the resources you need to help a business succeed and grow.”

When Barbara Kriss started AWL Creative in 2019, she was motivated more by the services she didn’t see than by those she did. A former stationery and graphic designer with close ties to the wedding industry, Barbara was struck by the lack of centralized resources for those who worked in wedding planning and production, as well as for those looking for wedding service providers.

“I began noticing all these gaps,” Barbara recalls, as she remembers the early days, prior to opening A Wedding Loft. “I observed the industry was missing resources, spaces, and education overall,” Barbara adds.

With AWL, Barbara and her business partner, Paul Tartaglioni, sought to fill these gaps. The downtown building contains studio space for event planners, photographers, makeup artists, and more. It also has rentable event space as well as coworking space. A membership option is also available to guests, which offers varying levels of access to the facilities.

Back in 2019, when Barbara and Paul were considering the idea of AWL Creative, Paul decided to attend a basic small business prep class at the local library, where he connected with Eric Byrd, Lead Business Advisor at the Loudoun SBDC. Eric would go on to be a mentor and advisor for Barbara and Paul as their project moved forward.

“We are so grateful to the SBDC for everything,” Barbara says. “They have been there for us for everything, every step of the way,” she adds.

Things were just taking off for AWL when the full impact of COVID-19 caused the fledgling business to close its doors. It wasn’t long before Barbara found a pandemic workaround, offering intimate marriage ceremonies in the event space, until distancing restrictions were lifted earlier this year and the space could reopen.

Now as things return to normal, Paul says that they continue to utilize the SBDC on a daily basis and even return the love whenever possible.

“We have grown so much through the SBDC,” Paul says. “We actually try to pay it forward. We refer people to the SBDC all the time as they try to find their path.”

The concept of finding one’s own path is special to Barbara and Paul, who are aware that their own concept is unique. All the more reason, Paul says, to feel grateful for the expertise and support of the SBDC.

“Eric was just here the other day,” says Paul. “You know he describes us as a blue-ocean concept, because we are trying something that hasn’t been done before. It’s been a difficult process overall. It’s been a strength and a comfort having the SBDC by our side throughout the process.”

During the pandemic, Sherwood and Rina Richers saw a need for medical care in Springfield. With help from the Community Business Partnership (CBP) SBDC, Saratoga Urgent Care opened in March 2021 to meet that need. “Our perspective has been to help others,” Sherwood says. “It’s not about money for us.”

Rina, who previously provided OB/GYN services in El Salvador, hoped to open a clinic in the United States. A retiring doctor in Springfield provided that opportunity. “My wife fits a critical niche here,” Sherwood says. “This area has a large Hispanic population with many uninsured.” Recently retired as a senior engineering manager for the Boeing Company, Sherwood turned to the SBDC to learn the ins and outs of operating a small business.

CBP SBDC Center Director Vijay Vaswani was happy to assist. Vijay connected Sherwood with a medical professional for advice on credentialing and other medical issues. He provided guidance on bookkeeping and QuickBooks. “I had the basic idea, but knowing the nuances were useful,” Sherwood adds.

Vijay worked with Sherwood to complete a business plan, and another SBDC advisor helped with the lease. “That SBDC advisor was a property manager and understood the [lease] situation from both sides,” Sherwood says.

SBDC’s marketing videos were an added boost. “Between working with Vijay and my own experience, I was 98 percent there on marketing, but it was good to watch the videos and make sure I wasn’t missing anything,” he says.

Sherwood built relationships with nearby industrial customers. “It was a matter of making phone calls,” he relates. “Local people who knew about the practice also came by, as did many Hispanic clients who followed my wife from a previous clinic in Woodbridge.”

Confidence grew as Sherwood worked with the SBDC, which was a major plus. “Confidence allows me to make better and faster decisions,” he says. “The SBDC gave me confidence to start a business in an unfamiliar field.” That confidence is already paying off, as demonstrated by Saratoga Urgent Care’s 60-to-70 percent growth since March 2020.

Sherwood readily recommends the SBDC. “I found a breadth of knowledge at the SBDC,” he concludes. “When you’re unsure about something, there’s always somebody at the SBDC who can help you. I find that very, very valuable.”

Like many, Cassie Rowe long entertained the idea of starting her own business. And while it wasn’t until 2017 that she finally got her company off the ground, the owner of Abingdon Gifting Company hasn’t looked back.

Armed with a knack for creativity and a desire to follow in her parents’ footsteps as a small business owner — but little in the way of her own personal business experience — Cassie made one of the first stops in her journey toward becoming a small-business owner at the Virginia Highlands SBDC for initial guidance on starting her business.

“I initially wanted to open a kitchen, because I love to cook and had been cooking for people on the side, but the food regulations were more than I wanted to deal with,” Cassie said. “A friend of mine suggested gift baskets, and, after I looked into what that would look like, I called Cindy Fields [center director at the SBDC] back and started again. I told her we were going in a different direction. She helped me do it, and they’ve been on board ever since,” she explains.

By February 2018, just two months after Cassie quit her job to pursue the business full time, Build-A-Basket was up and running. Renamed Abingdon Gifting Company in April 2020, the customized store-crafts gift baskets are filled with a variety of boutique products that Cassie sources from small businesses both local and nationwide. Working within budgets of any size, customers can choose from a wide range of preassembled gift baskets of Cassie’s design, or they can create their own.

Through personal goals, dedication, and the encouragement and strategic planning with the SBDC, Cassie competed in and won the top prize of $5,000 in the local business challenge and worked hard to find local unique and high-quality products that she can offer to her customers.

In the fall of 2020, she was ready to rebrand her store and prepare for a move to a bigger location. She received biweekly visits from the SBDC team and counselor Patrick Horn to assist her with growth in the area of marketing, to provide small business education and to help her collaborate with other local professionals to achieve new sales levels. Cassie has doubled her sales each year and is on track to do the same in 2021.

Regardless of what’s in the basket, Cassie says that the goal is to create something uniquely memorable for whoever receives it. “That’s what we do,” she says. “Our mission is to create a feeling, create a memory or a lasting impression through a gift.”

“It has taken a lot of research and a lot of learning,” she says. “The SBDC has been a really good resource, as far as continued learning. I’m pretty confident that anytime I get into a situation I’m not sure about, all I have to do is call Cindy or Patrick.”

“They’ve been on board since I started,” Cassie says. “Owning your own business isn’t all it’s cracked up to be. It can be tough, and there are ins and outs you don’t know. But anytime I need a resource, a connection with somebody I need to reach, or just some advice, they’re always there.”

When you ask Rich LaRochelle, a founding member of the Fredericksburg Food Co-op, to explain what lies at the heart of the 10,000-square-foot food market located in the center of Fredericksburg, his answer is simple: the community.

“We are not a chain,” Rich explains. “We are owned by people. A co-op is a business with a social purpose,” he continues. “Because we are a consumer-owned co-op, our members have a say in everything we do, including what we sell.”

When the Fredericksburg Food Co-op opened its doors, it had been a vision a long time in the making. One of the key players in that vision was Rich, an adjunct professor of Cooperative Business at the University of Mary Washington (UMW). He knew right away that making the food co-op a reality would be a collaborative effort.

Rich and other key stakeholders sought the insight and guidance of the UMW SBDC team to judge market readiness for a local food co-op and grocery store. Rich partnered with consultant Susan Ball to craft and perfect a business plan for the budding idea. “Susan was always very responsive,” Rich says. “She provided a template for us to use as well as training on our business plan and market data, particularly on the grocery industry in our area.”

This business plan was key to helping the co-op secure a $1.4 million SBA 7(a) loan, putting their dreams of a community-based food exchange well within reach.

Since opening its doors, the Fredericksburg Food Co-op has enjoyed strong support from members and non-members, and seeks to purchase as much of its inventory from local producers as possible. The co-op also boasts an atmosphere that creates “a gathering place for people and ideas to come together,” as Rich describes it.

While the co-op continues to gain new members each day, Rich is grateful that they still have the resources of the UMW SBDC at their side. “We value the partnership with the SBDC for our business planning and development. Susan is definitely someone we would still use as a resource today.”

Everyone is familiar with having their boss or company CEO lead a training, but who do they call when the boss or CEO themselves need the training? Cue Barbara H. Smith of Barbara H. Smith, LLC.

Barbara had been employed in workforce training for various companies and educational institutions for over 20 years. In 2012, she decided to strike out on her own. Known as “the celebrity speaker and masterful presenter,” Barbara launched a speaking, training, and coaching business to help company leaders. “My background was in information technology, but I also had a personality,” she explains. “Basically, I was a geek with personality.”

Barbara previously connected with the Hampton Roads SBDC while working for a construction firm. “I needed to learn about government contracts at that time, and Debra Farley [Associate Executive Director] from the SBDC advised me,” Barbara recalls.

That SBDC connection would help Barbara as she started her new company. “I was working in my business, but I didn’t know how to work on my business,” she relates. “Debra sat down with me and talked about things like cash flow projections and marketing strategies — stuff I’d never thought about. She really guided me through the process,” Barbara recalls.

Barbara’s business specializes in helping small business, corporate, and government clients with their training needs using technology. “These clients use the technology but sometimes do not understand that technology is only one tool for training”. Understanding how to get results with training using the technology is where being a liaison helps,” she relates. “My business had really taken off. At the start of 2020, I had just set a date for sexual harassment training for the Coast Guard — a $30,000 contract.” But the pandemic took a savage bite out of Barbara’s newly gained momentum, wiping out existing contracts and making new work difficult to find. “That contract evaporated along with others — at that time my contracts were all face-to-face,” Barbara says.

Not one to despair, Barbara turned to her specialty: technology by turning a face-to-face business into something workable for these new times. “I knew how to do use Zoom,” she says. “Because of my technology skills, 2020 turned out to be my best year ever.”

As the nation enters the COVID recovery phase, Barbara’s speaking business is growing by leaps and bounds. Recently, she was selected as one of 13 speaker delegates to represent the United States in Kenya, she has her own TV show (The Barbara H. Smith Show) streaming on the IBMTV network, Amazon Fire, and Roku, and is looking forward to a corporate training session on Excel in Las Vegas.

Barbara credits the SBDC with helping her achieve much of this success. “My income has increased at least 40 percent as a result of guidance from the SBDC,” she notes. “Debra has connected me on so many levels — those connections allowed me to work with platforms and companies that I otherwise could not have accessed.”

Barbara readily recommends the SBDC. “Because of the SBDC, my small business stayed in business during COVID,” she concludes. “I know I can count on them to always point me in the right direction.”

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.”

Less than a mile from the harbor, Captain Groovy’s Grill & Raw Bar has been serving fresh, local seafood to residents and tourists in the Norfolk area since 2007. Captain Groovy’s is named after Owner Sandy White’s late first husband, who passed away in 2000. Sandy is the majority owner while her husband David Watts, a trained chef, runs the kitchen.

Boasting a menu that Sandy says appeals to everyone — with burgers, sandwiches, specialty cocktails, and a rotating “blackboard” menu in addition to all manner of maritime munchies — Captain Groovy’s has enjoyed a consistent run of success since its first year of opening. But when the COVID-19 pandemic hit in early 2020, not even Captain Groovy’s was spared its effects.

“We shut the restaurant down,” Sandy says. “We laid everybody off. We had to figure it out.”

Compounding those unforeseen financial hardships was what Sandy classifies as an uncharacteristically slow 2019 that dug into the restaurant’s “rainy day” account. With their reserves depleted and business grounded for the foreseeable future, Sandy turned to the Hampton Roads SBDC for guidance, both financial and operational.

“We put a lot of effort into [our recovery],” Sandy says. “I took every webinar that [the SBDC] and our local SCORE group put out there — anything I could find that I thought would help. I signed up for everything so I could learn how to do it and do it correctly.”

Over the next few weeks, Sandy and David leaned on guidance provided by SBDC consultants like Mike Austin to plot a course that would keep Captain Groovy’s afloat. To keep customers coming in the door, the restaurant operated on a to-go basis and also established a general store, selling local fare and gifts. They received more than $1 million in COVID-related loans and grants, the majority of which went to rehiring employees.

“I honestly don’t know if we would still be here if not for the [Paycheck Protection Program] loans and the help we got,” Sandy adds.

Now with mask and social distancing mandates lifted in the Commonwealth, Captain Groovy’s is operating at near full capacity five days a week and serving plenty of chatty locals and tourists.

“Customers are coming out. They want to be out,” Sandy says. “The big topic of conversation is their shots — I got mine, did you get yours, how did you react? We’re doing well. We’re proceeding cautiously, but we’re doing well.”

And while Captain Groovy’s may not be full steam ahead quite yet, Sandy says she is happy to put the worst of the pandemic in her wake.