Management Archives - Page 5 of 6

Category: Management

2019ManagementNorthern VirginiaSales & Marketing

Thyme in a Basket

Timely connections with the SBDC

A new website and increased social media marketing have increased sales. Melissa also carries the work of other artists and Thyme in a Basket is now on the River to Bay Artisan Trail.

The song may be “Time in a Bottle,” but Melissa Foster felt thyme in a basket was a more viable option.

Melissa has been making baskets since 1992. “When the Bay School Community Arts Center of Mathews County was founded in 1997, I was one of its first instructors,” she explains. Melissa continued to teach novice weavers over the next 20 years. “I also did craft shows — as many as 11 a summer,” she recalls. “Putting up and taking down took a lot of time, so I just decided to open my own store.” In June 2014, Melissa opened Thyme in a Basket in Tappahannock. “I was also into herbs, so the name just seemed to fit,” she says.

A few years ago, a friend told Melissa about the University of Mary Washington SBDC in Warsaw. Although Melissa had started her business on her own, she felt the time was right for some expert business advice. “I decided to go,” she says. She attended a Small Business Roundtable where business owners meet in a facilitated discussion format. “Through the roundtable meetings, I met SBDC Director Joy Corprew and Client Relations Specialist Bonnie Haywood,” Melissa adds. “That’s when I knew that the SBDC was there to help me.”

The first order of business was a user-friendly web site. “The SBDC helped me with the design process and gave me some advice on Facebook and social media marketing,” she notes. “With Joy and Bonnie’s help, I’ve learned a lot about the new ways people shop.” Since Melissa is currently the only Thyme in a Basket employee, the SBDC roundtable discussions were especially helpful. “Getting to know other business people in the area and learning how we could work together was a big help,” she adds.

Melissa now displays the work of other local artists in her gift shop, and her inventory has grown to include jewelry, home décor, women’s accessories, books, art, and gourmet food. “I find things that will make you feel good and encourage you to take care of yourself,” she adds. Feeling good about business, Melissa found, is also important. “At the SBDC I took a class on financial records and bookkeeping, and I’ve learned about building a brand and the story you need to tell about your business,” she adds.

Overall Melissa is pleased with the help she has received from the SBDC. “They helped me to be a better businessperson, which should help my business grow,” she says. “Just knowing that the SBDC is there helps a lot. I know if I go to them with a question, they’ll give me good advice.”

Melissa is happy to recommend the SBDC to others. “It has been very helpful to me,” she concludes. “They know how to point you in the right direction.”

Tracy Nayar February 19, 2019 0

2019Access to CapitalManagementSales & MarketingSouthern

KJ’s Cake Creations

KJ’s finds a recipe for success

KJ’s Cake Creations opened at the end of 2017, with a $7,500 grant and $10,000 owner investment; 3 jobs have been created.

LaKisha Jackson does not believe in giving up. When she was laid off from her job in 2009, LaKisha didn’t despair; she made cakes instead. Now she has her own business on South Boston’s Main Street.

“My aunt got me into cake decorating,” LaKisha say,. “and I took four courses to be certified.” For the past eight years, LaKisha has been making a name for herself – KJ’s Cake Creations – selling cakes and other baked goods from her home.

“Last year a friend asked if I’d heard about the SoBo Start Up program,” LaKisha continues. She filled out an application and started attending the classes taught by Lin Hite, Director of the Longwood University SBDC – Western Region.

“A lot of different people came in to talk about starting a business from the ground up — all the things you needed to know,” LaKisha says. “They gave us analytics that showed what competition we would have. They talked about how we could reach people in our area and how to target them.”

Preparing a business plan was another important component of the class. “The SBDC has a packet for doing a business plan,” LaKisha explains. “It was pretty much self-explanatory and a big help.”

With funding from the SoBo Start Up grant award, LaKisha was able start her business without additional financing. Her family pitched in to transform a former tattoo parlor/beauty salon into a bakery. “If I purchase the building, then I will need to obtain financing,” she adds. “And, if I do purchase, I would fix up the second and third levels and rent it out for meetings and conferences,” she adds.

LaKisha, who uses family recipes and does all the baking herself, depends on customer feedback to fill her display cases every day. “I didn’t think my business would take off like it did,” she notes. “There’s been some days we’ve sold out by 5 o’clock.”

“Lin Hite is a big asset,” she says. “He will just pop in and ask, ‘How are things going? Do you need any help?’ I’m very appreciative of that.” LaKisha doesn’t hesitate to tell others about the SBDC. “I highly recommend them,” she concludes. “The SBDC is a good backbone for your business. They’ll get you headed in the right direction, and with the SBDC you don’t have to fight the battles by yourself.”

Tracy Nayar February 19, 2019 0

2019Business ExpansionBusiness PlanManagementNorthern VirginiaSales & Marketing

Premier Pediatric Therapy Source

Problem solved: Private practice takes big steps

Premier Pediatric Therapy created 3 new jobs and exceeded their previous yearly sales by 21%.

Where many might see problems, Debbie Allen, owner and clinical director of Premier Pediatric Therapy Source in Alexandria, sees only new ways to succeed.

Debbie founded her private practice in 2011 to offer the best therapeutic resources available for children. While living in California, she helped her employer create an occupational and physical therapy department from scratch. “That job inspired me to start my own practice and build it in a way that allowed me to stay true to what I value as an occupational therapist and how I wanted children and families to be served,” Debbie says.

And that’s just what she did when she moved to Virginia and started Premier Pediatric Therapy Source. The group includes speech pathologists, occupational and physical therapists, and a registered dietitian, who all work with special-needs children in Northern Virginia. Debbie, who holds a doctoral degree in occupational therapy from the University of Southern California, is passionate about making a positive impact on her clients. “I believe the families we serve sense our motivation not only in me, but in my team as well,” Debbie adds.

In 2016, Debbie joined the Business Incubation Center at the Community Business Partnership (CBP), that offers offices to startups and entrepreneurs, along with business assistance and resources. It was here that she connected with the SBDC at CBP.

“The SBDC has helped me in every area of my practice,” Debbie says. “I use their counseling services religiously, because my practice is constantly evolving. I’m entering into unchartered territory, and I know someone in the SBDC can always help me navigate or at least find me someone who can. They have helped me with HR issues, financial projections to plan for future growth, contracts and lease proposals, hiring interviews, marketing, and so much more,” Debbie adds.

All the help paid off magnificently. In 2017, Premier Pediatric Therapy Source launched an outpatient program and opened a clinic in Alexandria. “This program took off much faster than I anticipated,” Debbie says. “It’s been exciting to see so many children being served who are benefiting from our services. In early 2019 we are moving into a larger clinic, because we’ve outgrown the one we are currently in,” she adds.

“The SBDC counselors and volunteers have been instrumental in helping me increase my knowledge and confidence in business ownership,” Debbie says. “Because of their guidance, I’m confident my practice is heading in the right direction.”

Looking back over the last seven years, Debbie feels a deep sense of pride in the steady growth that Premier Pediatric Therapy Source has maintained. Even with 10 full- and part-time employees and sales figures already nearly a third higher than the previous year, Debbie remains unwavering in the vision that started it all. “I think when you’re motivated to make a difference in someone’s life, people are naturally drawn to you, and we have certainly seen that by the amount of referrals we receive on a weekly basis.”

Tracy Nayar February 19, 2019 0

Business ExpansionCentralManagementPrior to 2016Sales & Marketing

Birch Studio Graphics

Creative Solutions

Became profitable through focused marketing and financial management, despite adverse effects of the 2009 recession. Increased revenues by more than 35% in the past year with substantially more growth in net income.

Birch Studio Graphic became a client of the Central Virginia SBDC in 2004 when the owners, David and Jenny Robinson, sought assistance in developing a marketing strategy. It quickly became apparent that the firm needed assistance in marketing tactics, including prospect development, pricing, as well as overall financial and human resource management. The company, which is now positioned as a branding firm, provides graphic and web design services to small and mid-sized businesses. The company sought guidance from the SBDC on purchasing and financing their office site, human resource management (staffing, job descriptions, hiring/termination practices), and annual budgeting and financial management to improve profitability.

The Center assisted the company in analyzing profitability at the firm level and productivity at the worker level, as well as providing recommendations on prospect development, sales calling tactics, pricing, and process management within the firm to improve profitability. It also assisted in looking at expansion into new markets for its directory of alternative health care providers, which generates revenue for the company through advertisements in the directory. The company experienced a serious decline in revenue during the recession and refocused its marketing direction. In the past few years, the Center has assisted the owner in his development of an annual budget and recommended refinancing of existing debt to improve cash flow.

Results Include:

Became profitable through focused marketing and financial management, despite adverse effects of the 2009 recession.
Increased revenues by more than 35% in the past year with substantially more growth in net income.
Re-hiring staff (1 added in 2012).
Acquisition of the office space that owners operate and successfully refinanced in 2012 at the recommendation of a bank referral by the SBDC.
Most importantly, development of owners into proactive business managers compared to graphic designers with no plan or strategy which was the initial situation.

Tracy Nayar August 7, 2018 0

Access to CapitalManagementNorthern VirginiaPrior to 2016Sales & Marketing

Visionary Consulting Partners

Vision of Success

Visionary has dramatically increased their annual profit and now employs double the number of full-time employees than when they first began with the SBDC. Visionary is still growing strong and currently remains valued clients of Mason SBDC.

Founded in 2008 by Michael and Eleanor Thornton, Visionary Consulting Partners provides a diverse range of consultative services designed to enhance and support health care providers, community-based organizations, and public-health agencies. Visionary is a verified service-disabled veteran- and woman-owned small business, and is also SBA certified as an 8(a) and Small Disadvantaged Business.

Running a small business requires a wide range of skills. A successful entrepreneur must be able to cope with competition and constantly seek out new opportunities, and dealing with growth presents its own challenges. Michael Thornton came to Mason SBDC to discuss how to face the difficulties that arise from managing a growing company. He wanted to ensure that all marketing, financial, and business planning needs were met, and the strategy was well-developed.

Michael was matched with a variety of Mason SBDC counselors who were highly experienced in different perspectives. The counselors helped Visionary develop marketing strategy, including branding and powerful messaging for the website. Michael received help in budgeting and pricing support as well as setting a more effective accounting system for his company. The counselors also provided Michael financial counseling, such as a financial model and acquiring a loan to support the company’s growth.

Having the Mason SBDC support has made it much easier for Visionary to move towards its goals. In the past four years of working with Mason SBDC. Visionary has not only survived in a field crowded with larger and more established competitors, but also thrived. Visionary has dramatically increased their annual profit and now employs double the number of full-time employees than when they first began with the SBDC. Visionary is still growing strong and currently remains valued clients of Mason SBDC.

Tracy Nayar July 31, 2018 0

CentralManagementPrior to 2016Restaurant & Retail

Shawn’s Smokehouse BBQ

BBQ Succes

Shawn employs 15 part-time staff between the kitchen and the restaurant.

Shawn Moss opened his restaurant and catering business, Shawn’s Smokehouse BBQ and Catering, LLC, in March, 2013. He has many years’ experience in the food business working with his mother who has been running her own catering service for 37 years in Woodbridge, VA.

The 84-seat restaurant is located just outside downtown Culpeper. Shawn presently has customers from as far away as Fredericksburg and Stafford, and his biggest problem right now is providing enough parking!

When Shawn first came to Lord Fairfax-Culpeper SBDC, he needed help in reducing his costs and growing his market. His labor costs were very high, since he was paying his staff higher than a minimum wage. It was suggested that Shawn consider changing the restaurant to a self-order, counter-pickup system, similar to 5 Guys or Panera Bread. Shawn has followed this advice and greatly reduced expenses.

Shawn also added take-out, and he now estimates that the carryout business is about 40 to 50 % of his total sales. He offers online ordering and is also thinking about offering home delivery.

The catering side of the business has also been growing — enough that he had to buy an additional food truck. He is catering for large venues, such as fairs and horse shows. He estimates that he served 2000 people at one event last year, and he will again be catering this event in 2014.

He employs 15 part-time staff between the kitchen and the restaurant.

To cap his successful year Shawn Smokehouse BBQ and Catering, LLC, was named the Culpeper Small Business of 2013 at the Culpeper Chamber Annual Dinner in November 2013.

Tracy Nayar July 24, 2018 0

2017Access to CapitalBusiness ExpansionManagementNorthern Virginia

Splash Communications

Making a Splash

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

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

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

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

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

Tracy Nayar May 29, 2018 0

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.

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.

Tracy Nayar May 29, 2018 0

2017Access to CapitalBusiness PlanCentralManagementSales & Marketing

Skin+Touch Therapy

Boutique Spa Gives Life to a Vision

With help from the University of Mary Washington SBDC, Skin+Touch Therapy has been able to increase its staff over five years, from 2 to 15. Five more massage rooms were added to the newly renovated second floor.

Brian Lam believes in vision. In 2011 he visualized a business he wanted to create. Five years later, Skin+Touch Therapy, is a thriving part of historic downtown Fredericksburg. “I wanted to work for myself, but I also wanted to create something that wasn’t existing in the marketplace,” Lam says. “I saw an opportunity here in Fredericksburg.”

Lam’s boutique spa offers excellent customer service and collaborations with other businesses. Lam’s idea was to combine small service businesses with the convenience of a larger chain business. “In my industry, there were either individual practitioners or chain massage spas,” he says. “I wanted something independently owned with a group of practitioners.” For example, he partners with a local yoga studio to provide prenatal yoga and massage packages.

Lam decided to seek professional advice. “Since I was a recent transplant from New York, I needed to find out if there were specific Virginia laws I needed to know,” he says. He googled “business advice” and found the University of Mary Washington SBDC. “In starting my business, I found the SBDC really great and customer friendly. They gave me a lot of information,” he says.

Initially, the SBDC assisted Lam in developing marketing and financial systems. When Lam decided to buy his building, he worked with the SBDC to update a business plan, forecast cash flows, and complete required documentation to qualify for a 504 loan. He recently renovated the second floor of the building and added five more massage rooms.

“We offer small-business customer service along with the convenience of what bigger spas offer,” Lam says. “With help from the SBDC we’ve created a niche in the middle—a good place to be.”

Lam is also active in the community, volunteering on the board of Fredericksburg’s Main Street Program. “There used to be a lot of vacant store fronts on Main Street,” he says. “Now downtown is picking up its pace.” He believes all small business owners should take advantage of the services the SBDC offers. “The business world is always evolving,” he says. “The SBDC services are invaluable.”

Tracy Nayar May 22, 2018 0

2017Business ExpansionBusiness PlanManagementNorthern VirginiaSales & Marketing

College Nannies & Tutors

Building on Stronger Families

College Nannies & Tutors started with 45 employees in 2014, grew to 205 employees in 2015, and expect to double that number in 2016. They generated $700,000 in growth in 2015 and expect their sales to increase by 60% in 2016.

Simon and Caitlin Gillett opened a business because they saw a need in the Fairfax community they now call home. “When we moved to the United States, we noticed there were a lot of working families without grandparents nearby,” Simon Gillett says. “We’re a couple like that with a young family.”

The Gilletts decided to open a childcare franchise of College Nannies & Tutors, a national organization that provides caregivers who bring order, organization, and options to family life.

As the name suggests, College Nannies & Tutors provides reliable childcare and tutoring to children “from cradle to college.” “From infancy we provide child care. As a student ages and requires homework help, we offer tutoring up to college.” The company hires experienced nannies and sitters and requires CPR training and First Aid certification. If sitters have questions or concerns while on the job, Caitlin Gillett or another manager is always on call.

When planning his business, Gillett looked up the Mason SBDC. “I was a college professor, and the connection with the university led me to the Mason Enterprise Center,” Gillett says. “When you’re starting a business, there are a lot of administrative details that need to be dealt with, and knowing there is someone to support you when you run into a roadblock is important. The SBDC helped us with a business plan as well as financial aspects, marketing, franchise opportunity, and accounting.”

“We opened in 2014 with 45 employees,” Gillett says. “In 2015 we had 205 employees, mostly part time. This year we’ll double the number of employees.”

In 2016 the Gilletts launched a My Sitters app that allows clients to book a favorite sitter with as little as three hours’ notice. “It complements what we’ve been doing for a long time—building stronger families,” Gillett says. The last three words of that comment, Gillett adds, are the company’s mission statement. “We’re not a website,” he says. “We’re local and based in this community.”

Gillett noted that his business had $700,000 in growth in 2015 and expects a 60% increase in 2016. “The SBDC is about peace of mind,” Gillett concludes. “The SBDC is always there and ready to help if we need them.”

Tracy Nayar May 15, 2018 0

Category: Management

Thyme in a Basket

Timely connections with the SBDC

KJ’s Cake Creations

KJ’s finds a recipe for success

Premier Pediatric Therapy Source

Problem solved: Private practice takes big steps

Birch Studio Graphics

Creative Solutions

Visionary Consulting Partners

Vision of Success

Shawn’s Smokehouse BBQ

BBQ Succes

Splash Communications

Making a Splash

Hawksbill Trading Company

Small Business’ Big Deal

Skin+Touch Therapy

Boutique Spa Gives Life to a Vision

College Nannies & Tutors

Building on Stronger Families

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