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Abner Butterfield Ice Cream
2020Business PlanNorthern Virginia

Abner Butterfield Ice Cream

Ice cream king: Abner Butterfield Ice Cream scoops up business

Abner Butterfield Ice Cream obtained 2 loans totaling $518,000.

Abner Butterfield Ice Cream

Ed Wright, owner of Abner Butterfield Ice Cream, is a man of many names — “King Bee” and “Director of Scoopology” to name a few. This retired Air Force veteran loves ice cream. His passion for the stuff stretches back to boyhood trips to his grandma’s house with his brother, where a beloved soft-serve ice cream stand always signaled the journey’s end.

Ed began experimenting with creating his own flavors at an office party. They proved successful, but Ed didn’t make the entrepreneurial connection until later, when he reached out to the University of Mary Washington SBDC. “I didn’t give it a lot of serious thought until 2011, when I suddenly found myself looking for equipment and planning the ‘how to’ of an ice cream business,” says Ed. “I found some used equipment from a local shop that had gone out of business and built our first plant. In 2012, I bought a used fleet truck and converted it for scooping ice cream.” Affectionately referred to as the Purple Cow, the truck is a 27-foot ice cream shop on wheels that goes to farmers markets and other events.

“We started out as ‘Abner Butterfield Ice Cream’ in 2012 in two farmers markets and quickly added a third. We also started to pick up catering events. By the 2015 season, we built our second plant and continued with more farmers markets and events. During the 2018 season, we started pursuing the ‘Abner B’s’ shop opportunity,” explains Ed.

The SBDC has been beside Ed throughout this journey. After he first reached out to them in 2011, they continued to be a resource and sounding board throughout the years. “Having been a planner of one sort or another pretty much my entire Air Force career, planning is one of my best skill sets. However, planning is always informed by experience. The SBDC provided that specialized insight through its experiences with a lot of different kinds of businesses. They provided feedback that I myself could not bring to the table,” Ed explains. “They also reviewed my plans and ideas and validated that I was on the right track on various aspects of the projects I sought assistance on,” he adds.

The SBDC provided Ed with vital statistics to help him understand his market. “The research data that helped gauge the local market so I could get an idea of the range of business possibilities has been very helpful,” explains Ed. “They have also provided some really good stats on my industry, so that I have some good comparison points for business performance.” Ed used the SBDC’s insights when moving into his new brick-and-mortar shop.

Insights and analytics aside, Ed’s definition of success is simple and sweet. “In eight years, we’ve done over 200 flavor combinations— nearly 60 new ones since we opened the shop,” Ed says. “Customers often have trouble deciding which flavors to get. The flavors are just too good to decide between. I tell them that that is success for me.”

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Tracy Nayar March 31, 2020 0
FitOne Personal Training Studio
2020Access to CapitalBusiness PlanNorthern Virginia

FitOne Personal Training Studio

The SBDC has a plan that fits

With a capital infusion of $183,000 from M&T Bank, FitOne opened its new location, increased its client base, hired new trainers, and offered more services.

FitOne Personal Training Studio

After close to 20 years in business, Jill Stump and Caity Davis, owners of FitOne Personal Training Studio, found themselves at a business crossroad. “Last November we were told that our lease was due to be renewed, and the new owner was raising the rent by 40%,” Jill recalls. That rate increase was unsustainable for the successful fitness studio located in the heart of Alexandria’s Old Town.

Jill and Caity found a new space nearby, but there was a problem. “The building had been vacant and needed a lot of work,” Jill explains. The answer, as it turned out, was just down the road. “My mom, who lives in Richlands, Virginia, knew about the SBDC through a friend,” Jill relates. “She told us we should check it out. That’s when we discovered that the Alexandria SBDC was literally two blocks away.” Jill and Caity decided to visit.

“We spoke to Gloria Flanagan first, and she put us in touch with Business Analyst Jack Parker,” Jill continues. When Jack, a former banker, asked the fitness pair what he could do for them, their answer was direct. “We told him, ‘we need help all around,’” Jill recalls with a smile.

The first step was funding the building renovations. Jack analyzed Jill and Caity’s current banking relationship to determine lender interest and worked with them to develop a formal growth plan. When the fitness pair’s large bank could not find a way to expand a line of credit to accommodate their requirements, Jack introduced Caity and Jill to M&T Bank. That resulted in an SBA Express loan for $133,000 and a line of credit for $50,000. “Jack helped us research the numbers and revise our business plan,” Jill explains. “We could not have made this move without the help of Jack and the SBDC.”

The two partners made a leap of faith by moving to the new location in a matter of months. The grand opening was May 1, 2018. “We’ve really taken off in our new building,” Jill says. “Our client base increased, we hired new trainers, and we added new services. Everything is increasing!”

Now Jill and Caity are looking to implement additional plans, including a virtual exercise class. “It’s a way to reach more clients,” Jill says. “People anywhere can log on and take the class. It’s also great for those who travel for work — we’ve always wanted to offer an option for them.”

“I can’t say enough about how instrumental the SBDC was in helping with the whole process,” Jill concludes. “Caity and I were scared about moving and taking out new loans. Because of the help we received from the SBDC, we felt comfortable with our decisions. We couldn’t have reached this new level without them.”

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Tracy Nayar March 31, 2020 0
Ambrogia Caffé & Enoteca
2020Hampton RoadsStart-up

Ambrogia Caffé & Enoteca

Raising the bar: Italy comes to Cape Charles

A business was started, sales for Ambrogia Caffé & Enoteca reached $220,000 in 9 months, and supports 6 jobs

Ambrogia Caffé & Enoteca

A tiny town on the Chesapeake Bay might be an unexpected place to find an old world, authentic Italian experience, but that’s what owner Cristina Carollo created with Ambrogia Caffé & Enoteca. Located in Cape Charles, Cristina’s coffee and wine bar restaurant opened in May 2019. She was inspired by establishments in her native Italy, where they are a part of everyday life.

“In Italy where I grew up, a bar is the center of the social life and part of the day-to-day routine,” Cristina explains. “Italians gather in the bar to talk with friends, watch TV, play cards, while drinking an espresso, which is simply called caffé. Stopping for un caffé on the way to an errand or when going somewhere with friends is common.”

According to Cristina, these bars serve typical Italian breakfast and lunch, and, in the evening, become the social meeting place for aperitivo, an event similar to happy hour. Aperitivo consists of a glass of wine, a mixed drink or beer, often paired with a small bite, such as focaccia or stuffed olives. “Because of my roots and interests, the idea was to recreate this concept with the convivial and genuine atmosphere that comes with it,” she explains.

George Bryan of the Hampton Roads SBDC helped Cristina make her concept a reality. He referred her to the NxLeveL® Entrepreneurial Training Program offered through the Virginia SBDC, a 12-session, 15-week course that helped Cristina jumpstart her skills. She says that George was an invaluable resource, and his real-world experience helped her through the first few months. “I benefited the most from George’s expertise as a small business owner. For each topic we discussed, George had real case stories and examples that I could relate with,” Cristina adds. “In addition, having lived on the Eastern Shore for a number of years, George was instrumental in guiding me through location selection and helping me create my own business network.”

Ambrogia Caffé & Enoteca has achieved over $220,000 in sales with three full-time and three part-time employees. Cristina is going to Italy in January and February, a quiet time for Cape Charles, to plan for the upcoming year. “I’m going to get inspiration and work on some exciting ideas to bring back and implement in the spring of 2020. Now that I have a few months under my belt, I can’t wait to tweak some things based on customers’ feedback, industry trends, and my own ideas,” she enthuses.

Cristina is grateful for her friendship with George and the success it has created for her. “George is a strong supporter of my business and actively promotes Ambrogia Caffé & Enoteca. He is a phone call away when I have business issues to discuss,” she says. “I am so thankful he believes in me and taught me the basic elements for me to begin my journey with my own business. I consider George to be a mentor and a friend.”

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Tracy Nayar March 31, 2020 0
Silver Knight Enrichment
2020ManagementNorthern Virginia

Silver Knights Enrichment

Checkmate: Chess is key to success for Fairfax business

This year, Silver Knights’ sales have almost doubled, and it has created 100 new part-time jobs.

Silver Knight Enrichment

While many people enjoy a good game of chess, few people ever dream of making it their profession. But that’s exactly what Adam Weissbarth, founder of Silver Knights Enrichment, did. “I always loved playing chess,” Adam explains. “In 2004 when I was a graduate student in statistics in Seattle, I began coaching chess at a local elementary school. I not only enjoyed the coaching, but I quickly realized, once I saw the flyer and did some quick math, that I could be teaching and administering the class, too,” Adam adds.

Adam began intensive market research to find out what parts of the country would be best suited to supporting an after-school chess-enrichment program. The research took Adam from Arizona to Philadelphia and ultimately to Fairfax, where Adam connected with the Mason SBDC and Director Timm Johnson. “Timm is always available to help me figure out if an idea is good or not,” Adam says.

Today, Silver Knights Enrichment teaches students in approximately 300 schools. In addition to chess, they offer coding and LEGO robotics, and have a staff of over 100 chess and STEM instructors throughout the DMV area. This growth partly resulted from the assistance of Timm and the Mason SBDC team. The SBDC team actively works with Adam in recruiting qualified chess and STEM coaches, plus they also help deal with the HR intricacies involved with such a large, remote, contract staff.

Adam has developed a robust quality-control process for all instructors that involves plenty of feedback between instructors and office staff. “The quality of the classes we offer is probably the most important thing to us,” Adam says. “We are really bothered if something doesn’t go right with a class. We’ve worked hard to develop a detailed check-in process for the coaches to make sure we maintain the highest level of quality.”

Timm and the Mason SBDC team recently helped Adam acquire Enrichment Matters, a company that assists Adam with handling the administrative back-end of holding classes in such a large number of schools. Although acquiring a new company has not been without challenges, Silver Knights Enrichment has experienced phenomenal growth since coming to Virginia — surging from 44 jobs in 2013 to 290 in 2019 and over 700% in sales growth in the same period.

Despite his background in statistics, when Adam looks at Silver Knights Enrichment, he doesn’t see numbers. “I’m a math and chess nerd who also loves kids,” Adam says. “We have people who were students in our classes who are now aids and coaches. Watching people get new skills and confidence is what I love the most about what I do.”

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Tracy Nayar March 31, 2020 0
Ballad Brewing
2020Craft BeverageSales & MarketingSouthernStart-up

Ballad Brewing

Brewery taps new markets with the SBDC’s help

Ballad Brewing had 6 new hires totaling 16 jobs supported and a $754,000 investment.

Ballad Brewing

Ballad Brewing opened in Danville in 2017. “The first year, we sold beer in our own tap room to learn what our customers liked and to choose the beers we wanted to put into distribution,” Ballad’s Business Operations Manager Tim Meyers explains.

The brewery was an offshoot of a Danville River District project started by developers Ross Fickenscher and Garrett Shifflett. “Ross and Garrett had been working on this building as a third phase of their loft-apartments project,” Tim says. “Rather than rent the lower floor of the building to other businesses, they decided to get into the brewery game themselves.”

Ross and Garrett, who also restored Farmville’s Hotel Weyanoke, had previously worked with the Longwood SBDC. When the brewery needed financing for its bottling line, visiting the SBDC was the logical next step. “I initially reached out to the Longwood SBDC Executive Director Sheri McGuire, and she told us all the things the SBDC had to offer,” Tim explains. He and Aly Fickenscher, Ballad’s Creative Director, have been working with the SBDC team ever since. “SBDC consultant Brandon Hennessey did a fantastic job of working with us to build various models so we could analyze the types of beers we make, change recipes, and approach new markets,” Tim added.

The Hotel Weyanoke opened and so did Ballad Brewing. “Farmville is a small market, but it has a higher volume than we expected,” Tim says. “Now our bottles are for sale in Farmville’s Food Lion plus several restaurants. Then we added Danville, South Boston, and Martinsville.” Tim adds, “Just a few months ago we brought Lynchburg, Roanoke, and Salem into the fold.”

Tim plans to grow slowly until the brewery reaches full capacity. He credits the SBDC with guiding them through this gradual growth process. “They’ve been super helpful in giving us a roadmap so that the growth we’re experiencing is good growth,” he says.

Tim appreciates the long-term relationship the SBDC offers. “When I first started working with the SBDC, I assumed it would be a one-time deal. They would help us get our things in order, and then we would be on our own,” he says. “What we found was exactly the opposite. I can send Brandon new financials any time I have them, and he’s ready to help. I would absolutely recommend the SBDC,” Tim concludes. “They’ve been extremely helpful for a small startup business like ours. I can’t thank them enough for all the help they’ve given us.”

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Tracy Nayar March 31, 2020 0
Play Now!
2020Business PlanSales & MarketingSouthwestStart-up

Play Now!

No time like now: Abingdon play space makes success fun

Play Now! won a $3,000 grant from the Washington County Business Challenge, increased its sales by 20%, and created 2 new jobs.

Play Now!

When she graduated from Virginia Tech with a degree in business, Stephanie Howard knew she would put the degree to good use, but she never imagined how.

Years later, Stephanie, now a mother of three children under the age of ten, found herself dusting that degree off in an unexpected way. She realized she was frequently searching for creative, age-appropriate play options for her kids that did not involve a lengthy drive from her Abingdon home. Stephanie decided to create Play Now! an indoor play-and-party business that would offer unique play experiences in a safe and clean environment.

“There was really a need for something like that in this area,” Stephanie says. Her thoughtfully designed 1,000-square-foot space features a two-story soft playground, a foam ball arena, and a newly added sensory room to help kids (and grownups, too!) calm down and de-stress. “It’s like being at home but without having to clean up,” she laughs. It’s clear that she’s put a great deal of thought into the small space.

Stephanie believes in emphasizing socialization between adults and children. In fact, seeing the connections between the children as they play is for her one of the most rewarding parts of Play Now! “The space is not huge, and I love that about it,” she says. It is carefully designed to be open. Wherever you sit you can see your child at all times.”

Although Stephanie had a business background and several family members were small business owners, she sought the assistance of the Virginia Highlands SBDC when it came to crafting a business plan and marketing strategy for Play Now! Less than five months later, she opened the doors in July 2019. “The SBDC has been a tremendous help, both mentally and emotionally. ” Stephanie says, “Networking has been a huge deal. My advisor, Cindy Fields, always answered her phone and pointed me in the right direction.”

Cindy and the SBDC team encouraged Stephanie to enter the Washington County Business Challenge. She admits, “I was nervous and overwhelmed at first, but Cindy told me, ‘We will have your back and be with you every step of the way.’ Soon I realized how much I enjoyed what I was learning and doing.” And it paid off. Stephanie won a $3,000 grant as part of the challenge.

Since opening Play Now! Stephanie has added two part-time employees and increased sales by 20%. “Our goal is to make each child that comes through the door feel as loved and as happy as possible for the time that they are with us,” Stephanie says. With Cindy and the Virginia Highlands SBDC at her side, Stephanie is ready to take on whatever may come her way.

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Tracy Nayar March 31, 2020 0