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Green Box ABA
2018Business PlanNetworkingNorthern VirginiaYears

Green Box ABA

Outside the box brings big rewards for Green Box ABA

Green Box ABA has 15 full time and 45 part time employees that serve 70 clients with a growing wait list.

Green Box ABA

“Our story is what sets us apart. People identify with it and are drawn to it,” says Carl Dzyak, co-owner and founder of Green Box Applied Behavior Analysis (ABA) in Springfield.

Growing up, Carl and the other neighborhood kids would use the green electrical box on the side of their building as their meeting place. The green box, as well as a lifelong affinity for psychology, inspired him to create a unique business. “We provide high-quality therapy for children on the autism spectrum,” Carl explains. “Our methods allow these kids to gain social skills both inside and outside their homes.”

When Carl started Green Box ABA in October 2014, it was just him at a desk in a tiny, cramped office. Lifelong friend and co-owner Chris Richardson, joined shortly after, and the business began to gather steam . . . rapidly.

Carl’s idea was to employ licensed therapists to provide in-home services to clients for up to 40 hours a week or as few as four. While they do have an office, the heart of Green Box lies with the work they do in clients’ homes.

Once Carl formulated his approach, based on B.F. Skinner’s principles of operant conditioning, he assembled his core team. Often he ran head first into a unique situation: Too much interest. Investors. Ventures capitalists. All with their own angle, and each eager to use.

Green Box’s unique methodology. Carl needed an ally. Enter the business counselors at SBDC at the Community Business Partnership in Springfield.

“I found myself getting a lot of advice from people with many agendas,” said Carl. “The SBDC counselors were the only objective voices I found in all that noise. They had the experience and the connections that I needed to get me where I wanted to go. They gave me the opportunity to practice pitching to a venture capitalist, which was really just invaluable because, honestly, where else, outside of having a family member or close friend, would you get a chance like that?”

Green Box works exclusively with military families through the Department of Defense, and the need is great. Yet pacing their growth has been critical. It takes time to assemble a team of highly skilled, trustworthy “behavior technicians.” Carl is quick to credit his stellar team for every bit of Green Box’s success. “Having that synergy with people that I trust is what has made all the difference,” he says.

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Tracy Nayar March 20, 2018 0
Southern Plenty
2018Business PlanSouthernYears

Southern Plenty

Southern Plenty, SBDC, and a plan — a recipe for success

After taking the SBDC’s SoBo business boot camp class, Mary was awarded a $10,00 SoBo StartUp! grant. When Southern Plenty opened, it had 2 employees and seated 8; now there are 8 employees and seating for 60.

South Boston’s Southern Plenty lives up to its name. Advertised as “nourishment for the body and mind,” the Main Street cafe serves southern-style dishes, with other choices as well. “I opened Southern Plenty eight years ago as a bookstore,” Mary Bagwell said. “Then I met my husband, Don, and expanded the store,” she added with a smile. She has added new things ever since.

One new addition is a second-floor renovation. To fund the project, Mary received a $10,000 grant in the SoBo Start Up! grant competition, which required her to write a business plan. “Lin Hite, Regional Director for the Longwood SBDC, taught the SoBo business boot camp,” Mary said.

Writing a business plan was an eye opener. “Mary’s been through a lot of businesses, but she’s never had any business education,” Don said. “Writing a business plan deepened her understanding of her own business and the restaurant industry in general.” Mary added, “Financially, it was good to see where we’re at and where we’re going. It made me feel like I had a hold on the reins in this wonderful evolving business.”

Pleasantries, Mary’s new upstairs bakery, includes custom cakes, ice cream sandwiches with homemade cookies, fine chocolates, and fruit bouquets. While looking at the new seating area, the bakery for specialty cakes, the wine bar, and the gallery for local artists, Don remarks, “This is not what you’d expect to find in Southside Virginia.”

Mary notes that new ideas come with risks. “I’ll risk $500 on a new item,” Mary notes. “If it doesn’t work out, I put it on sale and take a new direction.”

The SBDC classes, Mary explains, helped her envision how her business could grow. “With SBDC classes and a business plan, I could see I’d done the right things,” Mary concludes. “Business boot camp brought it all together. It was wonderful!”

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Tracy Nayar March 20, 2018 0
Industrial Biodynamics
2018Business ExpansionBusiness PlanSales & MarketingYears

Industrial Biodynamics

Slipping to Success

Industrial Biodynamics has sold over 65 Slip Simulators to businesses in the United States, the United Kingdom, and the European Union.

If you think falling on purpose sounds crazy, you haven’t met the founders of Salem-based Industrial Biodynamics. Their signature product, Slip Simulator™, is proof that the concept is revolutionizing workplace safety. Based on the research of former Virginia Tech professor Dr. Thurmon Lockhart, the simulator reduces slip, trip, and fall injuries in the workplace by up to 70%.

“The goal was to create a learning environment that was safe, yet simulated very difficult slippery conditions that would typically result in a fall,” says Jon Hager, one of the original founders of the company. “By using a harness, supported by an overhead gantry, a trainee could experience worst case scenarios, fall safely, and then learn new techniques that would build situational awareness, confidence, and success in conquering the most challenging slip-and- trip conditions.”

Jon, Thurmon, Christian James and another managing partner founded Industrial Biodynamics in 2013, and the company enjoyed meteoric growth, as major companies including UPS, FedEx, and DuPont have begun using the Slip Simulator training system.

The Roanoke Regional SBDC Adviser Christina Garnett offered key assistance to Industrial Biodynamics. “We reached out to the SBDC for help to develop a marketing plan to expand our business, especially locally and regionally. The majority of our sales have been to large corporations across the country, but we are interested in exposing our product and services to midsize regional companies as well,” says Jon. “Christina Garnett has provided excellent insight into social media marketing and networking and has also supported our efforts to acquire staffing to execute our plans,” he adds.

For Industrial Biodynamics, the partnership with Christina and the Roanoke Regional SBDC has been vital, enabling them to increase their local brand awareness while simultaneously bolstering their marketing efforts.

“We offer a fresh take on workplace safety with our unique and effective safety training solution. We change the way companies discuss and address safety challenges by actively engaging the employees in an informative and fun way,” Jon says.

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Tracy Nayar March 20, 2018 0
Virginia Auto Glass
2018Access to CapitalSales & MarketingSouthern

Virginia Auto Glass

SBDC offers a window of opportunity

David received a loan from the Virginia Small Business Financing Authority (VSBFA), with help from the SBDC, allowing him to weather the 2007-08 recession; later the SBDC helped him get another one to update inventory and equipment.

Virginia Auto Glass

David Walwer and his family-owned business, Virginia Auto Glass, have provided residents of Petersburg and the surrounding communities a clearer view of their world for nearly four decades. Virginia Auto Glass offers the repair and placement of auto glass, in addition to replacement services for door and window glass, commercial storefronts, screens, storm doors, mirrors, headlight restoration/ cleaning, shower doors, and retractable awnings. “We take care of anything in glass,” David says.

David started in the glass business at a young age. “My dad opened this business in 1978,” he says. “I went from cleaning the office to handling tools and assisting in the garage to managing the shop.”

In 2010, David took over the business and incorporated it under his name.

Soon after, he visited the Longwood SBDC. “I went to the SBDC for some help with financing,” he says. “The recession in 2007 really hit us hard.”

Pat Hood, a consultant at the Longwood SBDC, connected David with the Virginia Small Business Financing Authority (VSBFA), the Commonwealth of Virginia’s business and economic development financing arm that provides businesses, not-for-profits, and economic development authorities with certain kinds of financing. “At the time we needed money for our inventories and to bring another employee on board,” David notes.

Over the years, times have changed for the business started in the 1970s. “I’ve seen changes in everything from the way glass is measured to the way we write tickets — from hand-written to computerized,” David says. For help with some of these changes, David attended SBDC classes on QuickBooks and social media marketing.

“This is a competitive business,” he explains. Some competitors’ ads have actually helped David’s business. “When a national company started doing glass repair commercials, our business actually jumped up,” he says. “Customers started calling to see if Virginia Auto Glass offered the same service. Our answer was, ‘yes, we can come out to repair or replace a window or a windshield,’” David adds.

Recently, David returned to the Longwood SBDC, and Ellen Templeton assisted him with another loan, which came through the VSBFA.“Working with the SBDC made it easier for us,” he says.

David points to a framed sampler on the wall presented by a satisfied customer. It reads, We take care of your pane. “That’s what we do,” David concludes.

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Tracy Nayar March 20, 2018 0
Thrive
2018Sales & MarketingSouthern

Art Thrive

SBDC helps Lynchburg artists thrive

17 Artists enrolled in the initial 4-week small-business course for artists, followed by an exhibit at Riverview Art Space. A second ArtThrive course is planned for Spring 2018.

Thrive

ArtThrive, an innovative business course for artists, began during a casual conversation. “I was having coffee with my friend Stephanie Keener. She works for the SBDC at Central Virginia Community College where she counsels and trains small-business owners,” Kim Soerensen says. “And my background is a blend of the arts and design. I run the Riverviews Art Space in Lynchburg.”

The discussion turned to a common problem in the art world — artists marketing their work.

“Stephanie and I talked about how artists don’t realize that they’re small businesses,” Kim adds. “I said, ‘What if we started a small business course for artists?’” The two friends liked the idea and began making plans.

Many artists, Kim notes, do not feel justified in asking for money for their work. “It’s called artwork for a reason,” she says. “Creating art is work! We called it ArtThrive, because we want our artists to thrive.”

The course ran for four weeks in October and included classes in marketing, social media, finances, taxes, and resources. “We brought in speakers in each field,” Kim notes. “Stephanie did a phenomenal job. She set up the syllabus, and she was there every day for the classes. The response was amazing.”

Throughout the ArtThrive course, Kim stressed the importance of artists marketing their own work. “I would tell them, ‘You have to convey the value of your artwork,’” she adds. “‘You have to tell that story.’”

The business classes ended with an exhibit of the artists’ work held at Riverview Art Space in Lynchburg. “The exhibit opened Dec. 1, just in time for Christmas shopping,” Kim says. During the exhibit, Kim continued to offer advice. “When we set up the exhibits, I asked the artists, ‘Do people know how to get in touch with you? Do you have a website? Do you have business cards? Are you collecting people’s names for your mailing list?’” “I didn’t know that marketing myself as a business for my art was part of the job,” a participating artist comments. “Now I understand it.”

Kim credits Stephanie with helping to set up the small business course for local artists. Kim believes that ArtThrive, being offered again in the spring, should be a pilot program for SBDC. “It was the SBDC that made ArtThrive work,” she concludes. “SBDC resources were imperative to the success of our classes.”

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Tracy Nayar March 20, 2018 0
Sassy Pats Tea Parties
2018Business PlanNorthern VirginiaStart-up

Sassy Pat’s Tea Parties

SBDC suits Sassy Pat's to a 'tea'

With the help of the SBDC, Pat Carson opened her business in 2017. As her business grows, she continues to seek assistance from the SBDC for business related issues.

Pat Carson’s business in Locust Grove started with a tea party. “I held a tea for my sister Pami-Sue,” Pat says. “And that sparked my interest in the lost art of tea parties. I wanted to share it with others, so I decided to start Sassy Pat’s Tea Parties.”

Pat wanted something new to do during her retirement. Fortunately, when she decided to look into a tea-party business, a friend gave some advice. “My friend said, ‘Please do me a favor, and go to the SBDC,’” Pat says. She did and met with David Reardon, the business counselor at the Lord Fairfax SBDC at Culpeper.

“Pat contacted us for startup assistance that would help her understand registration and licensing obligations at the federal, state, and local levels,” David says. “Following the guidelines, Pat set up an LLC.”

Pat developed a business model that minimized her overhead: the client arranges for the location of the tea, often in the client’s home, while Pat provides the food, tea, china, silverware, decorations, etc. “It’s really taken off the last few months,” she notes. “Right now I’m the only employee, and I’ve never been so busy in my life!”

Before pouring the first cup of tea, Pat sits down with each client and makes a plan. “I go over available color schemes and themes, and we look over the menu,” she adds. Sassy Pat’s offers a selection of savory and sweet options and a variety of teas. “There are so many choices to make,” she adds. “Every tea party takes a lot of planning.”

So does, as Pat discovered, starting a business. Pat returned to the SBDC for an in-depth lesson on using QuickBooks. “I showed Pat the various accounting functions in the software,” David says. “This session gave Pat a more comprehensive view of the input and reporting capabilities of QuickBooks.”

As her business grows, Pat plans to return to the SBDC for guidance and assistance with business-related issues. “I will go back to the SBDC— I definitely will,” Pat says. “The SBDC gives you good information that you won’t get anywhere else. Plus it’s free — that’s the best part!”

“Giving these tea parties has become my passion,” she declares. “This is something I want to do for the rest of my life and I want to make sure I do it right,” Pat concludes. “The SBDC pointed me in the right direction!”

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Tracy Nayar March 20, 2018 0
Northern Neck Popcorn Bag
2018Business PlanHampton Roads

Northern Neck Popcorn Bag

Sweet, buttery success at Northern Neck Popcorn Bag

The Crowders launched in early 2016 and now have 9 employees and strong sales. They go through 55 pounds of unpopped corn and 50 pounds of butter in an average month.

Growing up working at the family snow-cone stand, Terri Crowder never dreamed her full-time job would one day be selling delicious, savory popcorn from a shop in the heart of charming downtown Kilmarnock, but that is just what she is doing.

She and husband Kevin, a full time chaplain at Mary Washington Hospital, have run Northern Neck Popcorn Bag since November 2016, after settling on Kilmarnock as the ideal location for their popcorn shop. “We just got the vibe that this was the perfect spot,” says Terri. “And we pursued it.”

Although both Crowders come from experienced entrepreneurial backgrounds, Terri still found herself up against some roadblocks when they decided to move forward with their business. The SBDC at the Community Business Partnership in Springfield was there and ready to help. They were able to help Terri craft a business plan, and she was particularly impressed with the quick turnaround of the expert advice they offered.

“I had to put together a package to give me a framework. They evaluated what I needed to work on and they did it in a short amount of time,” Terri says. This enabled things to get popping, literally, for Northern Neck Popcorn Bag, and they show no signs of slowing down.

Terri and Kevin were awarded the Virginia Living magazine’s 2017 Made in Virginia Award.

“I love doing this, and I am amazed by what we’ve been able to do,” Terri says. “From helping families to creating jobs, we are able to do a lot of giving back to the community, and I am so incredibly proud of that.”

The Crowders believe that their popcorn is more than just a tasty snack, it is a memory waiting to be made. “What sets us apart is what people experience through us. We give our customers something that they can share with their loved ones, friends, and family. And I think that’s a really special thing, a unique food experience,” says Terri.

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Tracy Nayar March 20, 2018 0
Byrd
Access to CapitalRestaurant & Retail

Byrd’s Seafood

Byrd’s Seafood

With the help of the SBDC, Byrd’s Seafood was able to secure a nano loan and became mobile in April 2017; gross sales have increased by 50%.

Bryan Byrd started his seasonal “under a tent” restaurant in an Irvington vineyard in 2015. Two years later, with assistance from the University of Mary Washington SBDC and the Northern Neck Planning District Commission (NNPDC), Bryan’s Seafood was on the road in a food truck trailer. “Food has been my passion since I was a teenager,” Chef Bryan says.

In Virginia’s Northern Neck, the restaurant industry is all about seafood. “My vision was to offer ‘fresh out of the water’ oysters along with other local fresh seafood items like soft crabs and fish,” Bryan says. He created his menu with farm-raised oysters from Windmill Point Oyster Company and wild-caught oysters from W.E. Kellum Seafood in Weems. Specialties include fried oyster tacos with sriracha key-lime slaw and soft-crab bites with caper remoulade. “I support the local industry as much as possible by selling fresh local oysters and seafood along with fresh local produce,” Bryan adds.

In early 2016, Bryan received numerous catering requests. “I started with weddings and other venues,” Bryan says. “For each event I would load up my tent, grill, and other equipment. By the end of the year, my business had really grown.”

A mobile food truck made sense for Bryan’s business, but he needed help. “Like so many small business owners, I needed advice and support to realize my dream,” he says.

Bryan contacted Joy Corprew, Director of the University of Mary Washington SBDC in Warsaw. “Ms. Corprew helped me develop a business plan, financial reports, and other information to apply for a nano loan through NNPDC,” Bryan explains. “I was granted the loan to purchase my mobile food truck and other equipment.” Bryan’s Seafood officially became mobile in April 2017. Since then, he has catered weddings and numerous other events and has already made bookings for 2018.

“In May we were voted ‘No. 3 Seafood Restaurant in Eastern Virginia’ by Virginia Living magazine,” he adds. “We’ve been filmed by the Virginia Tourism Department and were featured in the PBS documentary Journey on the Chesapeake. We’ve also been visited by food writers from all over the world.”

“I credit NNPDC and the SBDC for our success,” Bryan concludes. “I’m very grateful for their help.”

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Tracy Nayar March 20, 2018 0
The Homestead on the Holson
2018Access to CapitalSouthwest

The Homestead on the Holston

Heart on the Holston: Event venue brings dreams to life

During its first year of operation, The Homestead on the Holston received a matching grant from the Virginia Coalfield Economic Development Authority. It also hosted 5 weddings and served more than 780 guests.

Linda Burkett had always found herself drawn to the art of entertaining and hospitality. She put those skills to excellent use when she and her daughter, Kelsey Kilgore Taylor, opened The Homestead on the Holston in June 2017. Located on the family’s property, The Homestead features a log cabin structure and gorgeous views of the Holston River. It was originally part of a land grant to a Revolutionary War soldier. The history of The Homestead on the Holston is as rich as it is beautiful, and it has now found new life hosting weddings.

“It’s a truly one-of-a-kind place,” says Linda. “People are drawn to the log cabin, to the river, and to the beauty of the setting.” With seating for up to 125 guests, a full catering kitchen, and overnight accommodations for up to 10 people, Linda prides herself on offering her brides a wedding experience customized to fit their dreams and budgets.

Kelsey, a professional photographer, and Linda work closely with local caterer Jo Kilgore to provide a number of in-house event packages for their guests. “It’s ample and affordable,” says Linda. “I try to sit down with every client and help them find exactly the right combination of services to meet their needs.” During their first summer of operation, the venue hosted five weddings, with over 780 guests enjoying the wide, green lawns of The Homestead.

Renovations for The Homestead on the Holston were funded in part by a matching grant from the Virginia Coalfield Economic Development Authority. Linda also received invaluable assistance from Tim Blankenbecler, Director of the Mt. Empire SBDC. A neighbor introduced Linda to Tim at the SBDC. “Tim took us under his wing,” says Linda. “We couldn’t have been treated any better. He went through the proposal with us word by word and number by number to make sure that we got it right,” she adds.

As their second wedding season approaches, Linda is excited to see The Homestead on the Holston continue to grow. She plans to expand the range of services available to brides, as well as make the facilities more handicap accessible.

Without the guidance of the SBDC, The Homestead on the Holston might have remained a hidden gem in the heart of southwest Virginia. Thanks to Linda’s vision and Tim’s dedication, it can now welcome hundreds for years to come.

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Tracy Nayar March 20, 2018 0
Pale Fire Brewing Co.
2018Access to CapitalBusiness PlanCentralCraft Beverage

Pale Fire Brewing Company

Brewing up business: Pale Fire Brewery a Success

Pale Fire raised an initial investment of $900,000 and recently obtained a bank loan for distribution across Virginia. They employ 5 full-time and 9 part-time workers.

Tim Brady has been brewing beer professionally for years. With both the passion and the expertise to harness the rising tide of interest in craft beer, starting Pale Fire Brewing Co. was the logical next step for the James Madison University graduate. “I’m very drawn to the creative element in brewing beer,” says Tim. “It’s such a great mix of both creativity and chemistry.”

With its high concentration of locally grown and owned businesses, Harrisonburg was the perfect place for Pale Fire to call home. “People here are especially supportive of local businesses,” says Tim, a longtime enthusiast and proponent of the town, “so it’s just an ideal place for us to be.”

A year after opening, Pale Fire quickly proved that its beers were bigger than mere local acclaim. The brewery won not one but two medals at the 2016 World Beer Cup, a highly prestigious global beer competition, held every two years.

The SBDC played a vital role in helping Tim make his brewery a reality. He worked closely with the Shenandoah Valley SBDC Director Joyce Krech to perfect a business plan. Joyce arranged sample investor presentations, which Tim says were invaluable in fine-tuning his pitch. “I would get so much good feedback from these trial runs,” he says. “I was well prepared for questions from actual investors just based on having those practice opportunities.”

Tim quickly raised the capital needed to open his brewery in downtown Harrisonburg. In fact, Tim so impressed his investors that he raised the entire $900,000. With his recipes in hand, Tim began production in 2015. By 2017, the brewery had three full-time and eight part- time employees. Business was so successful that Pale Fire wanted to bottle the beer to distribute across Virginia.

Tim returned to the SBDC and met with Capital Access Advisor Bill Groseclose. Bill helped him prepare a proposal that landed a loan by a local bank. It funded a new in-house bottling line, consolidated existing debts, and improved cash flow for the business.

As craft beer continues to enjoy intense popularity, Tim is reminded of the creative spark that drew him to brewing in the first place. “Craft beer is popular right now and that’s great, but that also means there’s lots of competition, which can be a challenge,” he says. “But our team is what sets us apart. We have the experience and we have a true passion for what we do.”

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Tracy Nayar March 20, 2018 0