ORANGE COUNTY/ INLAND EMPIRE EDITION 2020 Small Business resource guide

START GROW EXPAND YOUR BUSINESS 1 2 CONTENTS Orange County/Inland Empire Edition 2020

Local Business Funding Assistance Programs

8 National Success Story 28 National Success Story Jerado and Joyce Reynolds Jennifer and Jeff Herbert’s know their local landscape for meadery has expanded into a entrepreneurship support. multimillion dollar enterprise thanks to SBA assistance. 11 Local SBA Resource Partners 31 Need Financing?

13 Your Advocates 32 Local SBA Lenders

14 How to Start a Business 36 Go Global with International Trade 19 Entrepreneurial Resources 38 R&D Opportunities for 20 Workforce Recruitment High Growth Startups

21 Emerging Leaders 40 Surety Bonds

22 Opportunities for Veterans 42 National Success Story Cheeseburger Baby owner Write Your Business Plan 24 Stephanie Vitori persevered through a financial storm and a 26 Local Success Story With the help of the SBA natural disaster. Emerging Leaders program, Jeff picked up the skills he needed to better compete in a the fast- Contracting paced digital marketplace. 45 National Success Story Jennifer Rahn steers the course for Admiral Engineering, succeeding as a small business subcontractor.

48 SBA Certification Programs

49 Woman-Owned Small Business Certification

ON THE COVER Dr. Mandë (left) and Jessica Ochoa Hendrix (right) from Killer Snails, courtesy of the SBA; Jerry Perry, courtesy of All Industrial Tool Supply; Jerado and Joyce Reynolds, courtesy of Shana Sureck Photography; Eric E. Schmidt and Kevin Mahaffy, courtesy of Exquadrum; Gene Sherman, courtesy of the SBA 3 U.S. SMALL BUSINESS ADMINISTRATION A MESSAGE FROM THE ADMINISTRATOR

t is my honor to serve as Administrator among entrepreneurs in disadvantaged of the U.S. Small Business communities, and continuing to prioritize Administration, leading a dedicated disaster relief. team of talented individuals across Within this resource guide, you will learn IAmerica who are focused on helping more about the tremendous tools the SBA entrepreneurs start, grow, and expand provides small businesses through our 68 their small businesses. The SBA is here to District Offices and numerous Resource support the prosperity and longevity of our Partners, such as our Small Business nation’s small businesses with timely and Development Centers, our SCORE mentoring innovative resources to help them thrive in network, Women’s Business Centers, and today’s economy. America’s entrepreneurs Veterans Business Outreach Centers. Featured are innovators, risk-takers, and the catalyst in this guide are some of the remarkable for employment opportunities within their success stories of entrepreneurs who partnered communities, and they are what makes our with the SBA to take their businesses to the economy so strong and dynamic. next level. The SBA encourages you to also As we enter a new decade of possibilities, utilize these resources to help strengthen and small businesses have a remarkable meet your business goals. opportunity to continue building upon the Sincerely, success we’ve seen in our economy over the last three years. As the voice for America’s 30 million small businesses, I am eager to advocate on entrepreneurs’ behalf as a Jovita Carranza member of the President’s Cabinet. Whether SBA Administrator it’s seeking access to capital, government contracting opportunities, business mentoring, or assistance with disaster recovery, the SBA is ready and determined to help our customers succeed. The SBA remains committed to continuing our support of America’s entrepreneurs and making an even bigger impact in communities across the country. In particular, the SBA is focused on elevating female entrepreneurs and our military veterans, expanding access to SBA resources

WE MAKE SMALL BUSINESS OUR BUSINESS. START • GROW • EXPAND • RECOVER 4 U.S. SMALL BUSINESS ADMINISTRATION A MESSAGE FROM THE ADMINISTRATOR

5 PUBLISHED BY New South Media, Inc. 304.413.0104 | newsouthmedia.com

PUBLISHER Nikki Bowman, [email protected]

DESIGNER Hayley Richard, [email protected]

MANAGING EDITOR Holly Leleux-Thubron, [email protected]

ASSOCIATE EDITORS Pam Kasey, [email protected]

OPERATIONS MANAGER Meggan Hoyman, [email protected]

ADVERTISING SALES DIRECTOR Heather Mills, [email protected]

ADVERTISING SALES Kelley McGinnis, Bryson Taylor [email protected]

Copyright: New South Media, Inc. Reproduction in part or whole is strictly prohib- ited without the express written permission of the publisher.

© 2020 NEW SOUTH MEDIA, INC., ALL RIGHTS RESERVED

The U.S. Small Business Administration’s Office of Marketing & Customer Service directs the publication of the Small Business Resource Guide under SBA Contract #SBAHQ-17-C-0018. SBA publication winter 2020 national edition #mcs-0134

WRITER/EDITOR Becky Bosshart (202) 205-6677 [email protected]

DIRECTOR OF MARKETING Paula Panissidi Tavares [email protected]

The SBA’s participation in this publication is not an endorsement of the views, opinions, products or services of the contractor or any advertiser or other participant appearing here. All SBA programs and services are extended to the public on a nondis- criminatory basis. Directory listings do not constitute or imply an endorsement by the SBA of any opinions, products, or services of any private individual or entity.

Printed in the United States of America.

While every reasonable effort has been made to ensure that the information con- tained here is accurate as of the date of publication, the information is subject to change without notice. The contractor that publishes this guide, the federal govern- ment, or agents thereof shall not be held liable for any damages arising from the use of or reliance on the information contained in this publication.

6 SBA Orange County/Inland Empire District Office Serving Orange, Riverside, and San Bernardino counties Palm Desert Office in Southern California 73733 Fred Waring Drive, suite 211 5 Hutton Centre Drive, suite 900 Palm Desert, CA 92260 Santa Ana, CA 92707 (760) 408-0049 (714) 550-7420 sba.gov/ca/santa @SBA_OCIE

District Director Lead Economic District Director Letter Adalberto Quijada Development elcome to the 2020 edition of the U.S. Small Business Administration (714) 560-7440 Specialist Small Business Resource Guide, covering the Orange County/Inland Godfrey Hinds Empire district. With an increasingly diverse and well-educated Deputy District Director (714) 560-7441 Wworkforce, the region ranks among the best locations to develop a successful Christopher Lorenzana small business into an economic powerhouse. The SBA helps make the (714) 560-7453 Economic Development American dream of small business ownership a reality. We are the only federal Specialist/Public Senior Area Manager agency dedicated to helping our 30 million small businesses start, grow, Information Officer Natalie Orta expand, or recover after a disaster. Sheree Coates (760) 340-1624 To get started, visit an SBA office or one of our SBA Resource Partners. (714) 560-7466 Starting on pg. 9 you will find listings for free or low-cost business advisers, Lender Relations Economic Development which includes Small Business Development Centers, SCORE mentors, Specialist Specialist/Women’s Women’s Business Centers, and the Veterans Business Outreach Center. Ron Galati Business Ownership Interested in small business financing? Find out if SBA-backed financing (714) 560-7450 Representative is right for you by consulting with an SBA specialist at one of our partner Sylvia Gutierrez lending institutions, listed in the green Funding Programs section. This guide Lender Relations (714) 560-7454 also details SBA disaster assistance loans and SBA-backed loans exclusively Specialist/Economic for small business exporting. If you're interested in getting started in Development Specialist/ Program Support government contracting, read about SBA certifications and our business Veterans Business Assistant development programs. SBA programs and services help you better compete Development Officer Cheryl Pereira in the public marketplace. Kristy Bain (714) 560-7443 We're also helping create economic possibility in low-income communities. (714) 560-7467 The SBA works with the U.S. Department of Housing and Urban Affairs to Economic Development increase investments in Opportunity Zones located in our district, often Lead Business Specialist/District expanding from Historically Underutilized Business Zones. Opportunity Specialist International Trade Stay up to date on SBA events near you and get valuable local business Gloria Gomez Officer information by following us on Twitter at @SBA_OCIE. Register for email (714) 560-7464 Paul Smith updates at sba.gov/updates. Use our (714) 560-7448 Business Opportunity Small Business Resource Guide to power Specialist your dream of starting, growing, or Sandra Anguiano expanding your small business in Orange (714) 560-7446 County and the Inland Empire. Business Opportunity Sincerely, Specialist/Veterans J. Adalberto Quijada Business Development District Director Officer Michael Schwarz (714) 560-7447

7 LOCAL BUSINESS ASSISTANCE

How We Did It Made

toJoyce and Jerado Last Reynolds used SBA support to succeed. Written by Micaela Morrissette COURTESY OF SHANA SURECK PHOTOGRAPHY SURECK SHANA OF COURTESY 8 LOCAL BUSINESS ASSISTANCE

eynolds Welding & Fabrication has grown steadily, building a loyal customer base, since Tips for Jerado Reynolds founded the company in 2005. Success R“At first the company was just Jerado,” recalls his wife and co-owner, Joyce 5 Find a great business mentor. Reynolds. “Then it was him and me part To find your local SBA office and time.” During the day she worked as a resource partners in your area, visit nurse and spent her evenings doing all sba.gov/localresources. the company’s paperwork. The Reynolds sank everything they earned into the business—money, time, and energy. She Have a healthy view remembers with pride helping Jerado of competition. weld a stair railing at a local school. Her COURTESY OF SHANA SURECK PHOTOGRAPHY SURECK SHANA OF COURTESY We’re not always competing. son later attended that same school, We’re a competitor, but if a similar and she watched her child and others SBA Resource Partner, where “from day business has extra work, they’ll send using the rail, benefiting from the one it was, Eureka! Everyone wanted it to us and vice versa. That’s the hard work the couple did together. It to see us win.” Women entrepreneurs relationship to have. was then Joyce decided as much as she receive essential business counseling and loved her day job, she wanted to devote training from this national network of herself full time to the family business community-based centers. Most helpful Record everything you do. in Windsor, Connecticut. She wanted was the detailed personal attention Navigating business relationships to work side-by-side with her husband, available through free one-on-one in this age means keeping an email fully focused on administration and record of everything you do. Leave a business counseling. Joyce also learned business growth. As they both hoped, clear paper trail. about workshops offered by providers like word of mouth spread; clients made the Metropolitan District, a Connecticut referrals. Joyce was soon overwhelmed nonprofit municipal corporation offering with paperwork. They brought on two water and sewer services. At a meet- Sacrifice to ensure quality. employees—doubling up in the busy We don’t cut corners. Sometimes you and-greet, Joyce understood how much seasons. They were able to maintain four have to lose money to do quality work— the SBA could help her business. An full-time employees by 2009. After this, it’s rough, but nothing is more important. SBA professional walked Joyce through Joyce says, they saw that “things were the extensive paperwork and, crucially, not moving.” She wanted to scale up. helped her register the company in Seek SBA assistance to Challenge the System for Award Management The company wasn’t growing in part (sam.gov), positioning the company for see if you qualify for because it wasn’t certified with the new federal contracts. business certifications. state department of transportation or “Resources like the Entrepreneurial We used to look for jobs. Now that prequalified with the Connecticut State Center and the SBA will train you from we’re on the SBA Subcontracting Department of Administrative Services, bottom to top,” Joyce says. “They have Network database, SubNet, and sam.gov, we have a continuous flow Joyce says. She decided to tackle the finance classes that open your eyes of contractors reaching out to us. certification problem full time, leaving regarding taxes. You'll learn how to her nursing career. This was the change register your business. They’ll help she'd been wanting to make, but since with a contract or your website or on two bridges—a lifelong dream. Joyce her background was in health care, accountability statements. Everything!” continues to move forward, getting Joyce didn’t feel fluent in the languages Before the SBA, Reynolds Welding Reynolds qualified for the SBA 8(a) of construction or business. Joyce attempted the DOT certification on five Business Development Program, which wanted to learn, and she had incentive: separate occasions, always falling short provides free business development they needed the certifications to bid because the process was so complicated. education to small businesses so they on bigger jobs. “Never be afraid to ask Joyce secured the certification with SBA can better compete in the public sector. questions,” she says. Joyce needed to guidance on the first attempt. “When I came on full time, I set a goal find people with answers. for what I would like for the company, Benefit and I’ve achieved 80% of that,” Joyce Solution Reynolds Welding now employs more says. When she secures 8(a) certification She and Jerado connected with the than 15 workers, constructing stairs, for Reynolds, she’ll have hit all her University of Hartford Entrepreneurial rails, structural beams, and columns objectives. Then, she admits, she’ll Center & Women’s Business Center, an throughout the region. Jerado is working probably come up with some new ones.

9 LOCAL BUSINESS ASSISTANCE

SBA Resource Partners No matter your industry, location, or experience, if you have a dream, the SBA is here to help you achieve it. Our SBA Resource Partners offer mentoring, counseling, and training to help you startup and thrive at all stages of the business life cycle. These independent organizations operating across the United States and U.S. territories are funded through SBA cooperative agreements or grants.

SMALL BUSINESS DEVELOPMENT CENTERS

Achieve your dream of business ownership and remain competitive in an ever-changing global economy with assistance from your local SBDC. Access free counseling and free or low- + cost training on topics like regulatory compliance, technology 950 development, and international trade. Find an SBDC adviser at Small Business sba.gov/sbdc. Development Centers

SCORE

Join the ranks of other business owners who have experienced higher revenues and increased growth thanks to SCORE, the nation’s largest network of volunteer business mentors. Experienced + executives share real-world knowledge to fit your busy schedule. 300 SCORE mentors are available for free as often as you need, in person, SCORE chapters via email or over video chat. Find a mentor at sba.gov/score.

WOMEN’S BUSINESS CENTERS

Women entrepreneurs receive essential business counseling and training from this national network of community-based centers. Each center tailors its services to help you navigate the challenges + women often face when starting or growing a business. To learn 100 about SBA resources for women visit sba.gov/women. Women’s Business Centers

VETERANS BUSINESS OUTREACH CENTERS

Veteran and military entrepreneurs receive business training, counseling, and referrals to other SBA Resource Partners at a Veterans Business Outreach Center, sba.gov/vboc. Receive + procurement guidance to better compete for government 20 contracts. VBOCs also serve active duty service members, Veterans Business National Guard or Reserve members, veterans of any era, and Outreach Centers military spouses.

10 LOCAL BUSINESS ASSISTANCE Our Local SBA Resource Partners SBA’s Resource Partners are independent organizations funded through SBA cooperative agreements or grants.

Orange County SBDC Mark Vaca, president of OCS Construction Services Inc., Rancho Santiago Community expanded his business thanks College District to expert business counseling 1300 S. Bristol St., second floor from his local Small Business Development Center. An SBA Santa Ana Emerging Leader program (714) 564-5200 participant and 8(a) Business orangecountysbdc.org Development Program graduate, Mark has created skilled jobs in UCR EPIC SBDC construction. OCS specializes 3403 Tenth St., suite 120 in tenant improvements, renovations and rehabilitations Riverside for public sector clients. (951) 468-5026 sbdctech.com/EPIC SBDC @ UCI Beall Applied Innovation 5270 California Ave. Irvine (949) 824-6835 sbdctech.com/uciappliedinnovation

COURTESY OF THE SBA SCORE Visit sba.gov/score to start working on Inland Empire SBDC your business goals. Contact your local office to schedule an appointment. Small 3780 Market St. Riverside Orange County Chapter (951) 781-2345 3631 S. Harbor Blvd., suite 225 Business inlandempiresbdc.org Santa Ana LaunchPad SBDC (714) 550-7369 Development orangecounty.score.org 65 Enterprise Centers Aliso Viejo Inland Empire Chapter (949) 330-6572 3985 University Ave. Orange County/Inland Empire SBDC launchpad.octaneoc.org Riverside CSU Fullerton Orange County SBDC-CSUF (951) 652-4390 1 Banting, suite A inlandempire.score.org Irvine OC Hispanic Chamber (657) 278-3672 or (800) 616-7232 1 Banting, suite A Coachella Valley Chapter ociesmallbusiness.org Irvine 73733 Fred Waring Drive, suite 211 (657) 278-1801 Palm Desert Coachella Valley SBDC smallbusinessoc.org (760) 773-6507 44-199 Monroe St., suite B scorecv.org Indio (760) 848-4096 coachellavalleysbdc.org

11 LOCAL BUSINESS ASSISTANCE

Women’s Business Centers Inland Empire Women’s Business Center 1003 E. Cooley Drive, suite 109 Colton (909) 890-1242 iewbc.org Coachella Valley Women’s Business Center 77806 Flora Road, suite A Palm Desert (760) 345-9200 cvwbc.org

Veterans Business Outreach Center Veteran entrepreneurs or small business owners can receive business training, counseling and mentoring, and referrals to other SBA Resource Partners at a Veterans Business Outreach Center, sba.gov/vboc. This is also the place to receive procurement guidance, which can help your business better compete for government contracts. SOCAL Veterans Business Outreach Center at Mira Costa College 2075 Las Palmas Drive Carlsbad O'Connor Belting, a Delaware (760) 795-8739 family-owned business, expanded with the help of an socalvboc.org SBA-guaranteed 7(a) loan.

12 LOCAL BUSINESS ASSISTANCE

To report how a proposed Your federal regulation could unfairly affect you, find your regional SBA advocate at sba.gov/advocacy. Advocates To submit a comment about The SBA offices of advocacy and ombudsman are how your business has independent voices for small business within the been hurt by an existing federal government. regulation, visit sba.gov/ ombudsman/comments. Advocacy The SBA’s Office of Advocacy also When you need a voice within the federal independently represents small business government for your interests as a small and advances its concerns before Congress, business owner, the SBA’s regional advocates the White House, federal agencies, federal are here to assist. The advocates analyze the courts, and state policy makers. effects of proposed regulations and consider Ombudsman alternatives that minimize the economic Entrepreneurs who have an issue with an Make your voice heard by participating burden on small businesses, governmental existing federal regulation or policy in a Regional Regulatory Enforcement jurisdictions, and nonprofits. Find your can receive assistance from the SBA’s Fairness Roundtable or a public hearing regional advocate at sba.gov/advocacy. national ombudsman. hosted by the SBA’s national ombudsman. These events are posted periodically on Your advocate helps with these small The ombudsman’s office can help you: business issues: the ombudsman website, » resolve regulatory disputes with sba.gov/ombudsman. » if your business could be negatively affected federal agencies To submit a comment or complaint by regulations proposed by the government » reduce unfair penalties and fines through the online form, visit sba.gov/ » if you have contracting issues with a ombudsman/comments. Your concerns » seek remedies when rules are federal agency will be directed to the appropriate federal inconsistently applied agency for review. The SBA will collaborate » when you need economic and small » recover payment for services done by with you and the agency to help resolve business statistics government contractors the issue. 13 LOCAL BUSINESS ASSISTANCE

Thanks to Small Business Innovation Research program funding, Exquadrum Inc. President Eric E. Schmidt, left, and CEO Kevin Mahaffy developed advanced rocket propulsion technology for NASA. America’s Seed Fund brought Exquadrum’s high- risk R&D to market, which has improved rocket and space technologies, capturing the attention of the commercial space industry. COURTESY OF EXQUADRUM How to Start a Business in Orange County/Inland Empire Thinking of starting a business? Here are the nuts & bolts.

The Startup Logistics Market Research Even if you’re running a home-based business, you will have to Need to do research on your clients and location? View consumer comply with many local, state, and federal regulations. Do not and business data for your area using the Census Business ignore regulatory details. You may avoid some red tape in the Builder: Small Business Edition, https://cbb.census.gov/sbe. beginning, but your lack of compliance could become an obstacle Filter your search by business type and location to view data on as your business grows. Taking the time to research regulations your potential customers, including consumer spending, and a is as important as knowing your market. Being out of compliance summary of existing businesses, available as a map and a report. could leave you unprotected legally, lead to expensive penalties, and jeopardize your business.

14 LOCAL BUSINESS ASSISTANCE

Business License & Zoning Taxes Licenses are typically administered by a variety of state and local As a business owner, you should know your federal tax departments. It is important to consider zoning regulations when responsibilities and make some business decisions to comply choosing a site for your business. Contact the local business with certain tax requirements. The IRS Small Business and Self- license office where you plan to locate your business. You may not Employed Tax Center, irs.gov/businesses/small-businesses- be permitted to conduct business out of your home or engage in self-employed, includes information on paying and filing income industrial activity in a retail district. tax and finding an Employer ID Number. calgold.ca.gov As the IRS continues to implement some of the Tax Cuts and Jobs Act provisions, your tax obligations may change. For the » Better Business Bureau latest tax reform updates that affect your bottom line visit Orange County 120 Newport Center Drive irs.gov/tax-reform. Newport Beach (949) 269-3255 Social Security If you have any employees, including officers of a corporation San Diego County but not the sole proprietor or partners, you must make periodic 4747 Viewridge Ave., suite 200 payments, and/or file quarterly reports about payroll taxes and San Diego other mandatory deductions. You can contact the IRS or the (858) 496-2131 Social Security Administration for information, assistance, and » Contractor’s licenses forms, at (800) 772-1213 or visit socialsecurity.gov/employer. 9821 Business Park Drive, Sacramento You can file W-2s online or verify job seekers through the Social (800) 321-2752 Security Number Verification Service. cslb.ca.gov » Employment Taxes » Department of Weights and Measures Employment Development Department 222 E. Bristol Lane, Orange (888) 745-3886 (714) 955-0100 edd.ca.gov Fax (714) 921-2713 » State Income Tax ocagcomm.com California Franchise Tax Board 3403 10th St., Riverside (800) 852-5711 (951) 955-3045 ftb.ca.gov rivcoawm.org » State boards of equalization » Product labeling boe.ca.gov Federal Trade Commission Orange County 10990 Wilshire Blvd., suite 400, Los Angeles 16715 Von Karman Ave., suite 200 (877) 382-4357 or (310) 824-4324 Irvine Fax (310) 824-4380 (949) 440-3473 ftc.gov Laguna Hills 23141 Moulton Parkway, suite 100 Name Registration (949) 461-5711 Register your business name with the county clerk where your business is located. If you’re a corporation, also register with Riverside & San Bernardino counties the state. 3737 Main St., suite 1000 (951) 680-6400 » Orange County Clerk Recorder 12 Civic Center Plaza, room 106, Santa Ana Rancho Mirage (714) 834-2500 35900 Bob Hope Drive, suite 280 (760) 770-4828 ocrecorder.com/services/fictitious_business_name » » Riverside County Clerk Recorder California Department of Tax and Fee Administration 2724 Gateway Drive, Riverside cdtfa.ca.gov (951) 486-7000 16715 Von Karman Ave., suite 200 Irvine countyofriverside.us (949) 440-3482 » San Bernardino County Clerk Recorder 222 W. Hospitality Lane, San Bernardino 10760 Fourth St., suite 200 (909) 387-8306 Rancho Cucamonga (909)257-1444 sbcounty.gov/cob 35-900 Bob Hope Drive, suite 280 Rancho Mirage (760) 770-4828

15 LOCAL BUSINESS ASSISTANCE

3737 Main St., suite 100 Riverside County Riverside 3737 Main St., suite 300 (951) 680-6400 (951) 782-4269 » California Payroll Tax Account Number Registration San Bernardino Employment Development Department 464 W. Fourth St., suite 239 (888) 745-3886 San Bernardino edd.ca.gov (909) 383-4341

Employment Eligibility Verification Environmental Regulations The Federal Immigration Reform and Control Act of 1986 requires State assistance is available for small businesses that must employers to verify employment eligibility of new employees. comply with environmental regulations under the Clean Air Act. The law obligates an employer to process Employment Eligibility State Small Business Environmental Assistance programs provide Verification Form I-9. The U.S. Citizenship and Immigration free and confidential assistance to help small business owners Service offers information and assistance through uscis.gov/i-9- understand and comply with complex environmental regulations central. For forms, see uscis.gov/forms. For the employer hotline and permitting requirements. These state programs can help call (888) 464-4218 or email [email protected]. businesses reduce emissions at the source, often reducing E-Verify, operated by the Department of Homeland Security in regulatory burden and saving you money. To learn more about partnership with the Social Security Administration, electronically these free services visit nationalsbeap.org/states/list. verifies the Social Security number and employment eligibility » Environmental Protection Agency Small Business Division information reported on Form I-9. It’s the quickest way for epa.gov/resources-small-businesses employers to determine the employment eligibility of new hires. Visit e-verify.gov, call (888) 464-4218 or email [email protected]. » Orange County Environmental Health Department 1241 E. Dyer Road, suite 120 Health & Safety Santa Ana All businesses with employees are required to comply with state (714) 433-6000 and federal regulations regarding the protection of employees, ochealthinfo.com/eh visit employer.gov and dol.gov. The Occupational Safety and » Riverside County Environmental Health Department Health Administration provides information on the specific health Riverside Main Office for food/pools/underground storage and safety standards used by the U.S. Department of Labor. Call tank clean-up (800) 321-6742 or visit osha.gov. 4065 County Circle Drive, room 104 » U.S. Department of Labor Riverside 501 W. Ocean Blvd., suite 6230 (888) 722-4234 or (951) 358-5316 Long Beach Environmental (951) 358-5172 (562) 980-3578 Hazmat (951) 358-5055 rivcoeh.org Employee Insurance » San Bernardino County Environmental Health Department Check with your state laws to see if you are required to provide 385 N. Arrowhead Ave., second floor unemployment or workers’ compensation insurance for your San Bernardino employees. For health insurance options, call the Small Business (800) 442-2283 Health Options Program at (800) 706-7893 or visit healthcare. sbcounty.gov/dehs gov/small-businesses/employers. » Small Business Health Options Program Accessibility & ADA Compliance (844) 332-8384 or visit coveredca.com/forsmallbusiness For assistance with the Americans with Disabilities Act, call the Association Health Plans allow small businesses, including self- ADA center at (800) 949-4232 or the Department of Justice at (800) employed workers, to band together by geography or industry to 514-0301. Direct questions about accessible design and the ADA obtain healthcare coverage as if they were a single large employer. For standards to the U.S. Access Board at (800) 872-2253, TTY (800) information, visit dol.gov/general/topic/association-health-plans. 993-2822, [email protected] or visit access-board.gov. For health insurance options, Child Support » Department of Industrial Relations (844) 522-6734 Employers are essential to the success of the child support program and Santa Ana collect 75% of support nationwide through payroll deductions. You are 2 MacArthur Place, suite 600 required to report all new and rehired employees to the State Directory (714) 558-4121 of New Hires. If you have employees in two or more states, you may Anaheim register with the Department of Health and Human Services to report all 1065 N. Link, suite 170 your employees to one state. Find electronic income withholding orders (714) 414-1800 and the Child Support Portal, which can be used to report information to nearly all child support agencies, at acf.hhs.gov/programs/css/ employers. Send questions to [email protected].

16 LOCAL BUSINESS ASSISTANCE

Workshops for Warriors welding student Nikolas Williams trains in the San Diego makerspace, which receives SBA funding for its welding and machining programs. Workshops for Warriors places program graduates into

COURTESY OF WORKSHOPS FOR WARRIORS FOR WORKSHOPS OF COURTESY advanced manufacturing careers nationwide.

Intellectual Property service marks may be registered at both the state and federal Patents, trademarks, and copyrights are types of intellectual property level. The U.S. Patent and Trademark Office only registers federal that serve to protect creations and innovations. For information and trademarks and service marks, which may conflict with and resources about U.S. patents and federally registered trademarks supersede state trademarks. Visit uspto.gov/trademarks. consult uspto.gov, call(800) 786-9199 or visit the Silicon Valley office in » State registration of a trademark San Jose, California, uspto.gov/siliconvalley. sos.ca.gov/business-programs/ts For inventor entrepreneur resources visit uspto.gov/inventors. Copyrights protect original works of authorship including literary, • Utility patents may be granted to anyone who invents or dramatic, musical and artistic, and certain other intellectual discovers any new and useful process, machine, manufacture, works, such as computer software. Copyrights do not protect facts, or composition of matter, or any new and useful improvement. ideas, and systems, although they may protect the way they are • Design patents may be granted to anyone who invents a new, expressed. For general information on copyrights, contact: original, and ornamental design for a manufactured article. » U.S. Copyright Office • Plant patents may be granted to anyone who invents or U.S. Library of Congress discovers and asexually reproduces any distinct and new James Madison Memorial Building variety of plant, other than a tuber propagated plant or a 101 Independence Ave. SE plant found in an uncultivated state. Washington, DC A trademark or service mark includes any word, name, symbol, (202) 707-3000 or toll free (877) 476-0778 device, or any combination, used to identify and distinguish the copyright.gov goods/services of one provider from others. Trademarks and 17 18 LOCAL BUSINESS ASSISTANCE Entrepreneurial Resources

Regional Innovation Clusters Create jobs and grow the economy through an SBA Regional Innovation Cluster. Online Learning Find free short courses and learning Who should join Small businesses driving innovation in one of these tech industries: tools to start and grow your small business at sba.gov/learning. The • advanced composites SBA’s free Online Learning Center is a • agTech great resource for every entrepreneur, • bioscience especially rural business owners looking • food processing for easy access to vital business training. • data sciences • medical sciences Courses include: • power and energy • writing your business plan • unmanned aerial systems • understanding your customer • water tech • buying a business • wood products • marketing to win customers • legal requirements How it works • financing options Each industry cluster is based in a geographic region. Your small business must be located in or near that region in order to join the • disaster recovery cluster. For example, the AgLaunch Initiative cluster, which focuses on agricultural technology, is located in the Tennessee area. A small agTech business in or near Tennessee will connect with other agTech suppliers, service providers, and related institutions through that innovation cluster. Native American How it benefits you Network with other industry innovators and connect with Workshops resources that will help your small business find funding. You’ll Tribal enterprises and business organizations also receive guidance on how to better compete for government contracts and other opportunities for growth and expansion. can receive entrepreneurial training at an SBA Receive free technical and legal assistance to develop your tech Entrepreneurial Empowerment Workshop. These and get it to market for government and industry buyers. workshops cover business concepts important for Get involved starting, growing, or expanding a small business. Find an SBA Regional Innovation Cluster near you by visiting RedWind instructors identify and help participants sba.gov/localassistance. Select the regional innovation clusters avoid common pitfalls. Learn how to prepare a on the drop-down menu. business plan, gain access to capital, and basic book keeping. Request a workshop in your area by visiting nativesmallbusiness.org.

19 LOCAL BUSINESS ASSISTANCE

Vocademy in Riverside, vocademy.com, trains underserved populations for vocational careers in manufacturing. Indiana Ruckus Makerspace in Indianapolis, ruckusindy.com, provides coaching and job placement complementing day-to-day job skills training. Massachusetts The Clubhouse-to-Career Pathways to Success program in Roxbury, flagshipclubhouse.org/c2c, places its participants in meaningful employment matching their skill sets. Missouri Rightfully Sewn in Kansas City, rightfullysewn.org, prepares at-risk women and underserved populations for entry level sewing positions, increasing their tailoring and production management skills. New Hampshire Monadnock Art x Tech Makerspace in Peterborough fills the need for qualified welders in construction and industry, visit monadnockartxtech.org. New Jersey Vocademy in Riverside trains underserved populations for vocational careers in manufacturing. Founder/CEO Gene New Jersey Institute of Technology Sherman, left, is expanding the vocational academy/mak- Makerspace in Newark connects erspace’s training programs thanks to an SBA competitive participants with entry level advanced award. Makerspaces provide training and resources to bet- ter prepare workers for the job market, offering job-specif- manufacturing jobs, in addition to

ic and soft skills training. COURTESY OF THE SBA an apprenticeship program, visit njitmakerspace.com. New York The Foundry in Buffalo, thefoundrybuffalo.org, operates four makerspaces, metal and wood shops Workforce and tech and textile labs, in support of education and entrepreneurship. North Carolina Forge Greensboro connects untapped talent to employment opportunities RecruitmentFind qualified workers at these makerspace initiatives funded by the SBA. through pre-apprenticeship programs and accreditation, visit forgegreensboro.org. If you are a small business employing skilled laborers, access a new talent pool for Oklahoma recruitment at your local makerspace. Fab Lab Tulsa prepares participants How it benefits you with high-value skills to secure careers These community operated workspaces provide training and resources to better prepare as operators and technicians in digital workers for the job market, offering job-specific and soft skills training. Connect with one of fabrication, visit fablabtulsa.org. these organizations to see if these makerspace participants could work for your small business. Pennsylvania California NextFab’s Furnishing a Future program in Workshops for Warriors, wfw.org, trains, certifies to national standards, and Philadelphia places trained carpenters, places veterans into advanced manufacturing careers nationwide. visit nextfab.com.

20 LOCAL BUSINESS ASSISTANCE Emerging Leaders Learn the skills to grow your small business in this seven-month course.

Accelerate Growth Small business executives looking to grow their business, create jobs, and strengthen their communities will find their next challenge in the SBA Emerging Leaders program. This seven-month course offers about 100 hours of training and provides the opportunity for high-potential small business owners to work with experienced coaches and mentors while developing connections with peers, local leaders, and the financial community.

How it benefits you Since the start of the program in 2008, Emerging Leaders graduates have reported creating over 6,500 jobs, gaining more than $300 million in new financing, and securing over $3.16 billion in government contracts. Participants produce a three-year strategic growth plan that connects them with the necessary tools and resources to reach major performance targets.

What you learn The curriculum is research-based and nationally scalable, enabling you to engage in focused development and expansion strategies, including options for accessing new capital and securing government contracts. COURTESY OF AA&A FIRE AND SAFETY Who’s eligible HOW THE SBA HELPED ME SUCCEED Small businesses having annual revenues When April Broderick wanted to expand into government contracting, she turned to of at least $250,000, in business the SBA. A&A Fire and Safety Co. in Cabot, AR serves the fire protection and service for at least three years, and with at least needs of businesses, schools, and fire departments across Arkansas. She took over one employee. from her father, Alan, in 2014, becoming one of the few women executives in her Get involved industry. With the help of the SBA Emerging Leaders program, April received business To register online, visit sba.gov/ training and networking opportunities to help her better compete in the public emergingleaders. marketplace. April committed to the program because she wanted to develop a three- year growth plan with business experts. Since graduating from Emerging Leaders, she has grown her business to six full-time employees, seven part time, with a projected 2019 revenue of $1.7 million.

21 LOCAL BUSINESS ASSISTANCE

AVMAC President/CEO Bert Ortiz, left, and fellow U.S. Navy veteran and HOW THE SBA electrician Ken Morey manufacturing HELPED ME a power panel bracket. SUCCEED U.S. Navy veteran Roberto Ortiz puts his 40 years of aviation management experience to use as a small business owner in Chesapeake, VA. Bert expanded AVMAC Inc. into the government sector fulfilling aviation and maritime logistical services with the help of his local SBA Veterans Business Outreach Center. VBOCs are the first stop for military community entrepreneurs looking to start, grow, or expand a small business. The VBOC located at Old Dominion University helped Bert obtain government contracting business certifications. With support from his local VBOC, Bert has strategically position AVMAC in the federal marketplace to better compete for large-scale government contracts. From AVMAC’s first contract in 2010, this veteran-led company has nearly doubled in revenue and grown to over 400 employees. COURTESY OF AVMAC INC. Opportunities for Veterans Military community members become more successful entrepreneurs with the help of the SBA. Entrepreneurship training Who’s eligible? members, and spouses through these SBA- In Boots to Business, explore business Service members transitioning out of funded programs: ownership and other self-employment active duty and military spouses. Boots to » Veteran Women Igniting the Spirit of opportunities while learning key business Business: Reboot, for veterans, National Entrepreneurship in Syracuse, New York concepts. Walk away with an overview of Guard or Reserve members and military » LiftFund in San Antonio, Texas entrepreneurship and applicable business spouses, teaches this entrepreneurship ownership fundamentals, including curriculum off base in communities. For service-disabled veterans how to access startup capital using SBA Register for either B2B program at Learn how to start and grow a small resources. Boots to Business is conducted https://sbavets.force.com. business using these SBA-funded programs: on all military installations as part of For women veterans » Entrepreneurship Bootcamp for Veterans the Department of Defense’s Transition Receive entrepreneurial training geared with Disabilities in Syracuse, New York Assistance Program. toward women veterans, service

22 LOCAL BUSINESS ASSISTANCE

» Veterans Entrepreneurship Program at the Riata Center for Entrepreneurship, Spears School of Business, Oklahoma State University in Stillwater, Oklahoma » Veteran Entrepreneurship Jumpstart at St. Joseph’s University in Philadelphia, Pennsylvania » Dog Tag Inc., affiliated with Georgetown University in Washington, DC

Financing Employee called to active duty? You can receive funds that enable your business to meet ordinary and necessary operating expenses when an essential employee is called up to active duty in the military reserve. Ask your local SBA specialist or lender about the Military Reservist Economic Injury Disaster Loan.

Government contracting Veteran-owned and service-disabled veteran-owned small businesses that want to better compete in the public market receive training from the Veteran Institute for Procurement, nationalvip.org. VIP Start Enter the federal market and become ready for procurement. VIP Grow Strategize to expand and operate within the federal marketplace. VIP International Enter or expand your federal and commercial contracting opportunities overseas. Get certified Learn about the service-disabled veteran- owned small business certification program on page 49.

Need assistance? Veteran and military entrepreneurs receive business training, counseling, and referrals to other SBA Resource Partners at a Veterans Business Outreach Center, sba.gov/vboc. For veterans business information visit sba.gov/veterans. COURTESY OF AVMAC INC.

23 LOCAL BUSINESS ASSISTANCE Write your Business Plan Your business plan is the foundation of your business. Learn how to write a business plan with the help of an SBA Resource Partner. TRADITIONAL BUSINESS PLAN FORMAT When you write your business plan, you don’t have to stick to the exact business plan template. Instead, use the sections that make the most sense for your business and your needs. Executive Summary Briefly summarize your company and why it will be successful. Include your mission statement, your product or service, and basic information about your company’s leadership team, employees, and location. You should also include financial information and high-level growth plans if you plan to ask for financing. Company Description Go into detail about the problems your business solves. Be specific as to audience and location. List out the consumers, organizations, or businesses your company plans to serve. Explain the competitive advantages you have that will make your business successful. Are there experts on your team? Have you found the perfect location? Your company description is the place to boast about your strengths. Market Analysis Demonstrate a solid understanding of your industry outlook and tar- get market. This is where it pays to partner with an experienced busi- ness counselor from your local Small Business Development Center, SCORE, Women's Business Center, or Veterans Business Outreach Center—all these SBA Resource Partners provide free or low-cost business assistance. Competitive research will show what other busi- nesses are doing and their strengths. In your market research, look for trends and themes. What do successful competitors do? Why does it work? Can you do it better? Now's the time to answer these questions. Business plans help you run your business. A good business plan guides you through managing your business. Organization and Management You’ll use your business plan as a roadmap for how to structure, run, Explain how your com- and grow your new business. pany will be structured Business plans can help you get funding or bring on new and who will run it. business partners. Investors want to see a return on their Describe the legal Want to see an investment. Your business plan is the tool you’ll use to convince structure of your busi- example of a people that working with you—or investing in your company—is ness. State whether you a smart investment. Brain storm with a business counselor (visit have or intend to incor- business plan? one of our SBA Resource Partners detailed on page 10) and write porate your business as View examples of business plans a C or an S corporation, a traditional business plan, which uses a standard structure at sba.gov/business-guide/plan/ form a general or limited and detailed sections. Once you've got it all down, you can then write-your-business- condense it to a lean startup business plan, which typically partnership, or if you're a plan-template contains key points on only one page. sole proprietor or limited liability company.

24 LOCAL BUSINESS ASSISTANCE

LEAN STARTUP PLAN FORMAT TRADITIONAL BUSINESS PLAN CHECKLIST Write a lean startup plan if requested from an investor, or if your ❒ Executive summary business is relatively simple or you plan to regularly change and refine as you go. ❒ Company description Lean startup plans use more visual organization tools and only a ❒ Market analysis handful of elements to describe your company’s value proposition, ❒ Organization and management infrastructure, customers, and finances. They’re useful for visualiz- ing your company's fundamental facts. Your business counselor can ❒ Service or product line help you edit down into the Business Model Canvas, used here—the ❒ Marketing and sales most well known style, or another lean startup template. ❒ Funding request Key Partnerships ❒ Financial projections Note the other businesses you’ll work with--suppliers, manufactur- ers, subcontractors, and similar strategic partners. ❒ Appendix Key Activities List the ways your business will gain a competitive advantage. Use an organizational chart to show the hierarchy. Explain how Will you sell direct to consumers or use technology to tap into the each person’s experience will contribute to the success of your sharing economy? venture. Consider including CVs of key members. Key Resources Service or Product Line List resources you’ll leverage to create value for your customer. Describe what you sell or what service you offer. Explain how it ben- Your most important assets include staff, capital, or intellectual efits your customers and the product lifecycle. Share your plans for property. Leverage business resources that might be available intellectual property, like copyright or patent filings. If you're doing to women, veterans, Native Americans, and HUBZone–certified research and development for your service or product, explain it. businesses. Marketing and Sales Value Proposition Your marketing strategy should evolve and change to fit your needs Make a clear and compelling statement about the unique value in each context. your company brings to the market. Describe how you'll attract and retain customers. Show how a sale will actually happen. You'll refer to this section later when you Customer Relationships make financial projections, so be thorough. Describe how customers will interact with your business. Think through the customer experience from start to finish. Is it auto- Funding Request mated or personal? In person or online? If you're asking for funding, outline your funding requirements. Specify whether you want debt or equity and the terms you'd like. Customer Segments Your goal is to clearly explain how much funding you’ll need over Name your target market. Your business won’t be for everybody; the next five years and how the investment will be used. it’s important to have a clear sense of who you serve. Specify if you need funds to buy equipment or materials, pay Channels salaries, or cover specific bills until revenue increases. Explain how List the most important ways you’ll talk to your customers. you'll pay off the debt. Cost Structure Financial Projections Will your company focus on reducing cost or maximizing value? Supplement your funding request with a prospective financial Define your strategy, then list the most significant costs you’ll face. outlook for the next five years. Show how your business will be a Revenue Streams financial success. Explain how your company makes money: direct sales, member- If your business is already established, include income state- ships fees, selling advertising space? If your company has multiple ments, balance sheets, and cash flow statements for the last three to revenue streams, list them all. five years. List collateral you could put against a loan. Include forecasted income statements, balance sheets, cash flow statements, and capital expenditure budgets. For the first year, be even more specific and use quarterly—or even monthly —projections. Make sure to clearly explain your projections and LEAN STARTUP PLAN CHECKLIST match them to your funding requests. ❒ Key partnerships ❒ Customer segments Use visual organization tools--graphs and charts—to tell your ❒ Key activities ❒ Channels business's financial story. ❒ Key resources ❒ Cost structure Appendix Here you'll attach supporting documents or other requested ❒ Value proposition ❒ Revenue streams materials. Common items to include are credit histories, CVs, ❒ Customer relationships product pictures, letters of reference, licenses, permits, patents, legal documents, and other contracts.

25 local success story

Jeff Perry OWNER, ALL INDUSTRIAL TOOL SUPPLY Huntington Beach, CA

When the ecommerce • What challenge did you have? Nine years ago I started my business from my garage boom hit the industrial with just a $3,000 opening deposit. When ecommerce in my industry suddenly boomed, supply industry, Jeff I realized I needed help to better manage sales and distribution. While my company was Perry needed expert growing quickly, it was unsustainable without a plan. I needed a free or low cost business business guidance to adviser who could guide me on how to meet the demands of the digital marketplace while meet this new demand. establishing a work culture for my first employees. With the help of the SBA Emerging Leaders • What was the SBA solution? In the SBA Emerging Leaders program, I received training program, Jeff picked and guidance that accelerated the growth of my small business. In the class, you create up the skills he needed a three-year growth plan that requires an in-depth examination of all major areas of the to better compete in a business. I committed to the seven-month program because I needed to develop the skills the fast-paced digital and understanding of how to better manage the company. I also found a business mentor marketplace. All Industrial at the Orange County SCORE, where I attend monthly CEO forums. Tool Supply employs 17 and operates in its own 9,000-square-foot • What benefit did this have for you? Our company has grown 30-40% per year distribution center in after the program, and we've been consistently ranked as one of the fastest growing Huntington Beach. companies in our industry. However, I’m most proud that All Industrial Tool Supply was recently voted as one of the best companies to work for in Orange County. We're executing our long-term growth plan, and we're well poised for growth because of the help I found with the SBA.

26 In the SBA Emerging Leaders program, I received training that accelerated the growth of my small business.” Jeff Perry Owner, All Industrial Tool Supply COURTESY OF ALL INDUSTRIAL TOOL SUPPLY

27 FUNDING PROGRAMS Financing Your Small Business

How We Did It Crafting a

BusinessSBA-backed financing helped Superstition Meadery expand into a multimillion dollar enterprise. written by Becky Bosshart COURTESY OF SUPERSTITION MEADERY SUPERSTITION OF COURTESY 28 FUNDING PROGRAMS

ennifer and Jeff Herbert’s Solution home-based brewing has Thanks to guidance from an SBA expanded into a global, Resource Partner, the Small Business multimillion dollar Development Center at Yavapai enterprise thanks to SBA Community College, Jennifer and Jeff FUNDING PROGRAMS assistance. Using Arizona honey and learned about financing that worked Jingredients they’ve sourced from for them. The SBA guarantees loans Financing Your Small Business around the world (such as Tahitian made by lending institutions to small vanilla and Moroccan saffron), the business that would not otherwise be Herberts are selling nearly 30,000 able to obtain financing. Their small Tips for gallons annually of their honey-based business qualified for two SBA-backed fermented beverage. They operate a loans totaling more than $600,000. The downtown Prescott, Arizona tasting Herberts’ first SBA-backed loan allowed Success room and state-of-the-art production them to acquire commercial property to 5 facility, creating jobs and building design and build their mead production Get guidance. a local craft industry. The Herberts, facility. Their second SBA-backed loan Develop a working relationship with an founding members of the American provided the funding for professional SBA Resource Partner (see page 10) to Mead Makers Association, have brewing equipment to complete their help you find the funding that works traveled around the world hosting 7,450-square-foot production space. The best for you. pairing events and pouring at craft Herberts recently purchased a historic beverage festivals. building in downtown Phoenix, Arizona Define your lending needs. Challenge to open a mead-pairing restaurant. Determine if a loan is right for you. Is Benefit The Herberts wanted to scale up their this the right time? How much do you The Herberts started with two meadery while also staying true to need? What are you going to use it for? their values of quality ingredients and employees and now have over 20 craft process. It is often difficult for producing 29,000 gallons this year. new entrepreneurs or unique concepts From a homegrown setup, Jennifer and Talk to multiple lenders. Jeff are now charting revenue in excess like a meadery to get traditional See who best matches you and your financing, even though they knew of $2.6 million and distributing to 37 business. Has the lender successfully they had a great idea, the backing states, across Europe and Southeast worked with other businesses in wasn’t there to expand. They say that Asia. They have plans for another your industry? choosing to do something new breaks expansion, including a shipping the mold, which can be uncomfortable warehouse to manage their online retail for traditional lenders. and wholesale orders. Check all options. Consult with your lender to see if you’re eligible for SBA financing programs, determined by your industry & experience; collateral; credit score; and the relationship & transparency you develop with the lending agent.

Be ready for the ups and downs. Your entrepreneurial endeavor will be a roller coaster ride filled with challenges and successes. The path is all consuming so make sure that you love what you do. Passion is the price of admission.

Jeff & Jennifer Herbert, owners of Superstition Meadery, completed their 7,450-square- foot production space and opened a tasting room in Prescott, AZ with the assistance of SBA-backed financing. See their story on YouTube by searching for the 2019 National

COURTESY OF SUPERSTITION MEADERY SUPERSTITION OF COURTESY Small Business Persons of the Year.

29 FUNDING PROGRAMS

Lender SBA-backed Loans help small business owners and entrepreneurs who are Match creditworthy but don’t qualify for conventional financing. Find a lender interested If you cannot obtain a business loan with reasonable rates in working with you at sba.gov/lendermatch. and terms, contact your local SBA Lender to see if you are This matching tool eligible for SBA programs. The SBA works with participating connects entrepreneurs lenders to reduce their risk, increasing the likelihood your with SBA Lenders in loan will be approved with the terms that work best for your area. you. The guarantee is conditional on the lender following SBA program requirements. Just like with any other loan, you make your loan payments directly to your lender in accordance with your terms.

SBA Lending Made Easy Want to own your own building?

Saving & Has Never Been Easier Than With an SBA 504 Loan.

Let Us Show You How!

ENTERPRISEFUNDING

909.792.3803 efc504.com

30 FUNDING PROGRAMS Need Financing? Visit your local SBA office or lender to learn about these funding options. The 7(a) Loan, the SBA’s Largest Financing Program If you cannot get conventional financing and you meet the eligibility requirements, you can use a 7(a) loan to buy real estate, equipment, or inventory for your small business. It may also be used for working capital, to refinance business debt or purchase a small business. MAX LOAN AMOUNT: $5 million INTEREST RATE: generally prime + a reasonable rate capped at 2.75% TERMS: loan term varies according to the purpose of the loan, generally up to 25 years for real estate, 10 years for other fixed assets and working capital GUARANTEE: 50 to 90%

CAPLines Microloans Meet your revolving capital needs with lines of credit. CAPLines can Eligible businesses can startup and grow with working be used for contract financing, seasonal lines of credit, builders line capital or funds for supplies, equipment, furniture and fixtures. of credit, or for general working capital lines. Borrow from $500 to $50,000 and access free business counseling from microlenders. SBA Express Loan INTEREST RATE: loans less than $10,000, lender cost + 8.5%; loans Featuring a simplified process, these loans are delivered by $10,000 and greater, lender cost + 7.75% experienced lenders who are authorized to make the credit decision for the SBA. These can be term loans or revolving lines of credit. TERMS: lender negotiated, no early payoff penalty

MAX LOAN AMOUNT: $350,000 504 Certified Development Company Loan INTEREST RATE: for loans less than $50,000, prime + 6.5%; for If you do not qualify for traditional financing, but would like to loans of $50,000 and greater, prime + 4.75% purchase or renovate real estate or buy heavy equipment for TERMS: loan term varies according to the purpose of the loan, your business, ask about the 504 loan. It provides competitive generally up to 25 years for real estate and 10 years for other fixed fixed-rate mortgage financing through a lender and a Certified assets and working capital Development Company. GUARANTEE: 50% MAX LOAN AMOUNT (UP TO 40% OF THE TOTAL PROJECT): up to $5 million; $5.5 million for manufacturing or energy public Community Advantage policy projects A financing program for women, veterans, low-income borrowers, and INTEREST RATE: below market fixed rates for 10, 20 or 25 year terms minority entrepreneurs just starting up or in business for a few years. TERMS: 20 or 25 years for real estate or long-term equipment, Receive free business counseling as you work with a community-based 10 years for general machinery and equipment financial institution. GUARANTEE: the lender provides a senior loan for 50% of the INTEREST RATE: prime + 6% project cost (with no SBA guarantee); the CDC finances up to 40% in TERMS: up to 25 years for real estate, 10 years for equipment and a junior lien position (supported by the SBA guarantee) working capital SPECIAL CONDITION: a minimum borrower contribution, or down GUARANTEE: 75 to 90% payment, is required, amounts vary by project but are usually 10%

31 FUNDING PROGRAMS

SBAOur participating SBA Lenders serve Lendersall of Orange, Riverside, and San Bernardino counties unless otherwise noted. Contact the lender for more bank locations.

Inland Empire COSTA MESA First Foundation Bank Wells Fargo Bank TUSTIN ONTARIO Bridge Bank 18101 Von Karman Ave. 2030 Main St., suite 700 Tustin AltaPacific Bank 600 Anton Blvd. Suite 750 (949) 668-9444 Community Bank 3500 Porsche Way Suite 150 (949) 202-4100 13891 Newport Ave. (949) 438-4006 Suite 100 (909) 256-5302 JPMorgan Chase Bank LAGUNA HILLS (714) 730-5662 Bank of America Comerica Bank 3 Park Plaza, suite 800 Harvest Small 901 Via Piemonte 611 Anton Blvd., (562) 537-8326 Business Finance second floor 24422 Avenida De La WESTMINSTER Suite 502 MUFG Union Bank (866) 953-2481 (714) 424-3838 Carlota, suite 232 California 18300 Von Karman International Bank Pacific Mercantile Bank (949) 742-8206 Banner Bank Suite 400 15606 Brookhurst St. 949 S. Coast Drive, 3999 E. Inland (949) 225-4300 (714) 338-8700 third floor Empire Blvd. Nano Banc MISSION VIEJO (714) 438-2500 (909) 483-8885 7700 Irvine Center Partners Bank of California Los Angeles Citizens Business Bank Drive, suite 700 27201 Puerta Real 701 N. Haven Ave., GARDEN GROVE (844) 626-0262 County US Metro Bank Suite 230 ALAHAMBRA second floor Opus Bank 9866 Garden Grove Blvd. (949) 732-4020 New Omni Bank (909) 980-4030 19900 MacArthur Blvd. (714) 823-4253 1235 S. Garfield Ave. Suite 190 (626) 284-5555 (949) 517-0961 NEWPORT BEACH PALM DESERT Manufacturers Bank Mechanics Bank HUNTINGTON BEACH Pacific Enterprise Bank 1301 Dove St., suite 100 41990 Cook St., California Bank & Trust CERRITOS 17748 Skypark Circle (949) 253-5600 First Choice Bank building H, suite 701 16041 Goldenwest St. Suite 100 17785 Center Court (760) 836-3038 (714) 861-7624 (949) 623-7600 Drive, suite 750 ORANGE (877) 256-9809 Pacific Premier Bank Pacific Western Bank RIVERSIDE IRVINE 17901 Von Karman Ave., BBVA Compass Bank 1442 E. Lincoln Ave. Bourns Employees 12th floor Suite 311 CITY OF INDUSTRY Federal Credit Union 2020 Main St., suite 950 (949) 864-8516 (714) 637-7282 American 1200 Columbia Ave. (480) 239-0464 Poppy Bank Continental Bank (951) 781-5600 California 3240 El Camino Real 17700 Castleton St. Business Bank SANTA ANA First National Bank of Suite 100 Suite 100 Banc of California Southern California 3200 El Camino Real (626) 248-3663 (714) 813-0142 3 MacArthur Place 3727 Arlington Ave. Suite 220 SunWest Bank Suite 100 United Pacific Bank Suite 202A (714) 389-9970 2050 Main St., suite 300 (949) 383-9443 1630 Azusa Ave. (951) 788-2265 Citibank FSB (714) 730-4459 (626) 965-6230 20 Pacifica, suite 300 Home Street Bank (714) 932-2037 U.S. Bank 1551 N. Tustin Ave. Orange County 3121 Michelson Drive Suite 560 CLAREMONT Commercial Bank ANAHEIM Suite 326 (949) 999-2653 Community American of California (949) 224-7151 Commerce Bank Infinity Bank Business Bank 19752 MacArthur Blvd. 390 W. Foothill Blvd. VelocitySBA 6 Hutton Centre Drive 2400 E. Katella Ave. Suite 100 (909) 625-7891 Suite 350 (714) 431-7000 18881 Von Karman Ave. Suite 100 (714) 315-4915 Suite 800 (657) 223-1000 (877) 675-0500

32 FUNDING PROGRAMS

GLENDALE MANHATTAN BEACH LA JOLLA VISALIA California CU Kinecta FCU Bank of the West Suncrest Bank 701 N. Brand Blvd., suite 700 1440 Rosecrans Ave. 4180 La Jolla Village Drive 501 W Main St. (818) 291-5512 (949) 253-5324 (866) 971-5331 (559) 802-1000 CalPrivate Bank IRWINDALE PASADENA 9404 Genesee Ave., suite 100 WALNUT CREEK SCE Federal Credit Union E-Central CU (619) 719-4019 United Business Bank 12701 Schabarum Ave. 990 S. Fair Oaks Silvergate Bank 500 Ygnacio Valley Road (800) 866-6474 (626) 799-6000 4250 Executive Square Suite 130 (925) 476-1800 EverTrust Bank Suite 300 LONG BEACH 2 N. Lake Ave., suite 1030 (858) 362-6300 International City Bank (626) 993-3800 Out of State Lenders 249 E. Ocean Blvd. MORGAN HILL Bancorp Bank (562) 436-9800 ROSEMEAD Pinnacle Bank (855) 812-5374 Pacific Alliance Bank 18181 Butterfield Blvd., suite 1 BankUnited LOS ANGELES 8400 E. Valley Blvd. (408) 762-7171 (865) 531-4243 Bank of Hope (626) 773-8888 Byline Bank 3200 Wilshire Blvd., suite 1400 REDDING (213) 427-6347 (847) 805-9520 ROWLAND HEIGHTS Redding Bank of Commerce Cathay Bank First General Bank 1951 Churn Creek Road Celtic Bank 777 N. Broadway 1709 S. Nogales St., suite 203 (530) 224-3333 (801) 363-6500 (626) 279-3210 (626) 363-8893 Citizens Bank CenterStone SBA Lending Inc. ROCKLIN (423) 547-2078 700 S. Flower St., suite 850 SAN GABRIEL Five Star Bank Crestmark, (213) 805-5220 Royal Business Bank 6810 Five Star Blvd., suite 100 a division of MetaBank (916) 626-5000 City National Bank 123 E. Valley Blvd., suite 201 (248) 267-1695 (626) 307-7516 350 S. Grand Ave., 11th floor CRF Small Business Loan Co. (800) 722-5945 SACRAMENTO (612) 338-3050 Vision One Credit Union Commonwealth Business Bank SAN MARINO Fidelity Bank 3279 Ramos Circle 3435 Wilshire Blvd., suite 700 East West Bank (404) 553-2350 (323) 988-3000 2909 Huntington Drive, (916) 363-4293 second floor FinWise Bank CTBC Bank Corp. (626) 979-5076 (801) 545-6000 801 S Figueroa St., suite 2300 SANTA CLARA First Bank (424) 277-4526 KeyPoint CU 2805 Bowers Ave. (910) 576-2265 GBC International Bank SUN VALLEY (888) 255-3637 First Bank Financial Centre 5670 Wilshire Blvd., suite 1780 Mission Valley Bank (951) 231-5665 (714) 898-9292 9116 Sunland Blvd. (818) 394-2300 First Financial Bank Hana Small Business Lending SAN DIEGO (870) 863-7000 1000 Wilshire Blvd., suite 100 Bank of Southern California (800) 476-9788 Other California 12265 El Camino Real First Home Bank Lenders Suite 100 (727) 399-5680 Hanmi Bank (858) 847-4783 3660 Wilshire Blvd., suite 917 EL CENTRO First Citizens Bank (213) 427-3182 Community Valley Bank Home Bank of California & Trust Co. (760) 352-1889 (858) 270-5881 (919) 716-8818 Open Bank 1000 Wilshire Blvd., suite 100 Seacoast Commerce Bank Florida Capital Bank (213) 892-1164 LAFAYETTE 11939 Rancho Bernardo Road (904) 407-4740 California Bank Suite 200 Gulf Coast Bank and Trust Co. Pacific City Bank of Commerce (949) 373-7335 (504) 561-6100 3701 Wilshire Blvd., suite 310 3595 Mt. Diablo Blvd. (213) 355-8823 Suite 220 Horizon Community Bank SAN FRANCISCO (925) 283-2265 (928) 854-3000 Shinhan Bank America Beacon Business Bank 3000 W. Olympic Blvd. 88 Kearny St., suite 1750 (213) 251-3090 (213) 315-4600

33 FUNDING PROGRAMS

Independence Bank Cal Private Bank (401) 886-4600 Participating Community (619) 719-4019 calprivate.bank Live Oak Banking Co. Certified Advantage (877) 890-5867 Development Lenders CenterStone SBA Lending (213) 805-5220 Meadows Bank Companies Lendistry teamcenterstone.com (916) 427-5772 330 E. Lambert Road, suite 275 Advantage Certified Brea Citibank Midwest Regional Bank Development Co. (844) 662-7297 (714) 932-2037 (636) 937-5351 11 Golden Shore, suite 630 online.citi.com CDC Small Business Finance Mohave State Bank Long Beach 3200 Camino Real, suite 160 Citizens Business Bank (928) 855-0000 (562) 983-7450 Irvine (909) 980-4030 AmPac Tri State CDC Newtek Small Business (800) 611-5170 cbbank.com 22365 Barton Road, suite 210 Finance Inc. Grand Terrace Main Street Launch City National Bank (855) 284-3722 (909) 915-1706 2101 Webster St., suite 12 (800) 722-5945 NOA Bank Oakland citynationalbankca.com Bay Area EDC (678) 385-0800 (510) 763-4297 1801 Oakland Blvd., suite 300 East West Bank Radius Bank Walnut Creek Valley Economic (626) 979-5076 (312) 767-2665 (925) 926-1020 Development Center eastwestbank.com 5121 Van Nuys Blvd., third floor Business Finance Capital First Choice Bank ReadyCap Lending Van Nuys 1055 W. Seventh St., suite 2250 (877) 256-9808 (800) 453-3548 (818) 907-9977 Los Angeles firstchoicebankca.com Spirit of Texas Bank (213) 797-6700 (979) 846-8000 First Home Bank California Statewide CDC Participating (727) 399-5680 State Bank and Trust Co. 426 D St. firsthomebankca.com (404) 266-4600 Microlenders Davis GBC International Bank Stearns Bank (530) 756-9310 AmPac Tri State CDC (714) 898-9292 22365 Barton Road, suite 210 (320) 253-6607 CDC Small Business Finance gbcib.com 3200 Camino Real, suite 160 Grand Terrace T Bank Manufacturers Bank Irvine (909) 915-1706 (972) 720-9000 (949) 253-5600 (800) 611-5170 CDC Small Business Finance manufacturersbank.com Umpqua Bank 3200 Camino Real, suite 160 Enterprise Funding Corp. (551) 440-3970 Open Bank 300 E. State St., suite 230 Irvine (213) 892-1164 United Community Bank Redlands (800) 611-5170 myopenbank.com (800) 822-2651 (909) 792-3803 Valley Economic Development Center Pacific Premier Bank United Midwest Savings Bank TMC Financing 5121 Van Nuys Blvd., third floor (949) 864-8516 (614) 827-7206 16755 Von Karman Ave. pacificpremierbankca.com Suite 200 Van Nuys Wallis State Bank (818) 907-9977 Irvine Pacific Enterprise Bank (213) 406-3690 (310) 499-8921 (949) 623-7600 West Town Bank & Trust pacificenterprisebankca.com Pacific West CDC (708) 447-3330 Export 25301 Cabot Road, suite 214 Sunwest Bank West Valley National Bank Laguna Hills Assistance (714) 730-4459 (623) 536-9862 (949) 305-6490 Lenders sunwestbank.com Woori America Bank SoCal CDC American Business Bank US Bank (212) 244-1500 15455 San Fernando Mission (714) 315-4915 (949) 224-7151 Blvd., suite C200 americanbusinessbank.com usbankca.com Mission Hills California (818) 638-7001 International Bank Southland EDC (714) 338-8700 400 N. Tustin Ave., suite 125 calibankna.com Santa Ana (714) 868-0001

34 Small businesses power our economy.

The SBA powers small businesses.

Whether you dream of transforming your business idea into a thriving company, growing your customer base, or expanding into new markets or locations, the SBA is here for you. We offer programs, expertise, and access to capital that will empower you to take your small business to the next level of success.

Stop by your local SBA office or visit SBA.gov to learn how you can move your business forward with confidence.

35 FUNDING PROGRAMS Go Global with International Trade Businesses that export are more resilient—they are less dependent on any one market. Exporting also stabilizes sales for those who make seasonal products. COURTESY OF THE SBA COURTESY OF THE SBA

Expand your Market finalizing an export sale or contract, so adequate Interest rate: typically not to exceed prime Small businesses can enter and excel in the financing is in place by the time you win your + 6.5% international marketplace using State Trade contract. If you’ve been in business for at least Terms: up to 25 years for real estate, up to Expansion Program grants and training. a year, ask your area SBA regional finance 10 years for equipment, up to seven years Visit sba.gov/internationaltrade to find manager about the Export Working Capital for lines of credit out if your state is participating. program. The International Trade Loan program Guarantee: up to 90% You can: also helps exporters who have been adversely Approval time: 36 hours or less affected by foreign importing competition, • learn how to export helping you better compete globally. • participate in foreign trade missions and Max loan amount: $5 million trade shows Interest rate: for Export Working Capital, the Expert Advice on • obtain services to support foreign market rate is negotiated between borrower and lender. Exporting entry For the International Trade Loan, it also cannot Find an SBA professional in one of the exceed prime + 2.75% for loan amounts over • translate websites to attract foreign buyers 21 U.S. Export Assistance Centers, $50,000 and maturity of seven years or more • design international marketing products sba.gov/tools/local-assistance/ Terms: For Export Working Capital, typically or campaigns eac, located in most major metro one year, cannot exceed three years. For areas. The centers are also staffed by International Trade Loans, up to 25 years for Financing for International Growth the U.S. Department of Commerce real estate, up to 10 years for equipment Having trouble securing capital to meet your and, in some locations, the Export- Guarantee: up to 90% small business exporting needs? Use SBA Import Bank of the United States and international trade programs to cover short Export Express uses a streamlined process other public and private organiza- or long-term costs necessary to sell goods or that expedites the SBA guarantee—what tions. Visit your local Small Business services abroad. Loan proceeds can be used small businesses need most when preparing Development Center (see page 10) for for working capital to finance foreign sales or to export or ramping up international trade exporting assistance from professional for fixed assets, helping you better compete on a fast timeline. business counselors. globally. You can apply for lines of credit prior to Max loan amount: $500,000

36 COURTESY OF THE SBA ◀

HOW THE SBA HELPED US SUCCEED Help with Trade Barriers Small businesses that qualify for the SBA State Trade Expansion Program use If you need assistance with grant proceeds to bolster their international market presence, which EarthQuaker international trade regulations, Devices has done in a seismic way. A manufacturer of guitar special effects the SBA can be your advocate in pedals in Akron, OH, EarthQuaker has built an international social media fanbase foreign markets. Call toll free (855) delivering content in seven languages, generating millions of website page views. 722-4877 or email your contact EarthQuaker owners Julie Robbins & Jamie Stillman developed their global information and trade issue to marketing strategy and multilingual promo materials with the SBA State Trade Expansion [email protected]. Program. The couple also received global marketing counseling and research assistance from the Ohio Small Business Development Center Export Assistance Network. 37 FUNDING PROGRAMS R&D Opportunities for High Growth Startups Businesses engaged in high-risk research and development can compete to develop their tech to market. Do you work in one of these areas? » advanced materials » agTech » artificial intelligence » augmented reality and virtual reality » big data » biomedical » cloud computing » cybersecurity » energy » health IT » national security » sensors » space exploration

America’s Seed Fund The Small Business Innovation Research and the Small Business Technology Transfer programs, known as America’s Seed Fund, provide more than $3.5 billion each year in early stage capital through a competitive awards process.

How it works Every year, participating federal agencies announce topic areas that address their R&D needs. Topics include: » energy efficiency tech » remote exploration to outer space COURTESY OF THE SBA » New advances in devices for health research and diagnostic applications ◀

HOW THE SBA HELPED US SUCCEED Eligible businesses submit proposals to Killer Snails brings science out of the laboratory and into classrooms and living rooms win either grants or contracts and then with award-winning educational games, such as BioDive, Assassins of the Sea, and advance through three phases: Biome Builder. The Brooklyn, NY-based business gained access to startup funding » The proof-of-concept stage typically lasts thanks to the Small Business Innovation Research seed funding program. Dr. Mandë from 6-12 months, and provides from Holford, left, Jessica Ochoa Hendrix, right, and Dr. Lindsay Portnoy envisioned how $100,000-$225,000 venomous marine snail research could be used in extended reality and digital learning » The full R&D period lasts about 24 to engage students and meet educators’ needs. The business has raised more than months, and typically provides $600,000- $1.2 million to support a team of full-time employees. Killer Snails’s tabletop, digital, $1.5 million augmented and virtual reality games have won national and international awards.

38 FUNDING PROGRAMS

» The commercialization stage is when your small business seeks public or private funds for its venture or sells the innovation for a profit. Investment Capital How your startup benefits Looking for investors? For mature, profitable busi- The funding agency does not take an equity position or nesses with sufficient cash flow to pay interest, a small ownership of your business. The federal government also business investment company can help scale up your protects data rights and the ability to win sole-source phase small business. three contracts. Some agencies provide additional resources beyond funding. Participating agencies: » Department of Agriculture » Department of Commerce › National Institute of Standards and Technology › National Oceanic and Atmospheric Administration » Department of Defense » Department of Education » Department of Energy » Department of Health and Human Services › Centers for Disease Control › Food and Drug Administration › National Institutes of Health How an SBIC works Investment companies with financing expertise in certain » Department of Homeland Security industry sectors receive SBA-guaranteed loans, which » Department of Transportation means the federal government is responsible in case of » Environmental Protection Agency default. These investment companies then use the SBA- guaranteed capital and private funds to invest in qualifying » NASA small businesses. Each SBIC has its own investment profile » National Science Foundation in terms of targeted industry, geography, company maturity, Visit sbir.gov to find funding opportunities and helpful program the types and size of financing they provide. tutorials, as well as past award winners, such as Qualcomm, iRobot, Illumina, and Symantec. Use the local resources locator To be eligible tool to identify state and regional programs and resources The majority of your employees and assets must be within the available to assist with grant writing, commercialization, and United States. Some ineligible small businesses and activities business counseling in your community. include re-lenders, real estate, project financing, and foreign investment. Visit sba.gov and click on Funding Programs and then Investment Capital. Follow us on Twitter for updates and announcements or visit our events page to learn about out- reach programs in your community. SBIR Road Tour For more information, Visit sbirroadtour.com and follow us @SBIRgov to learn about this annual national visit sba.gov and program and related events connecting tech entrepreneurs to the country’s largest source click on Funding of early stage funding, providing over 5,000 new awards annually. Programs and then Investment Capital.

39 FUNDING PROGRAMS Surety Bonds SBA-backed surety bonds help small businesses succeed.

Eligible small businesses in the construction, supply, and service sectors better compete for contracting and subcontracting jobs using SBA-backed surety bonds.

How you benefit Surety bonds help small businesses receive the bonding assistance they need to win contracts by providing the customer with a guarantee the work will be completed.

How surety bonds work Many contracts require surety bonds, which are offered by surety companies. The SBA guarantee provides an incentive for surety companies to work with small businesses that would normally not be able to obtain the bond.

Is the program right for you? Small businesses that often come to the SBA for surety bonds: » startups and firms in business less than three years

» businesses with credit issues COURTESY OF AZTEC CONTRACTORS or internally prepared financial statements » those who cannot secure bonding HOW THE SBA HELPED ME SUCCEED With SBA-backed surety bonds, Frank Spencer III has been able to better compete for through regular commercial commercial and government contracts. Aztec Contractors of El Paso, TX received the channels bonding support it needed to compete for construction contracts with the General » subcontractors with a desire to Services Administration, U.S. Army Corps of Engineers, and the Mission and Installation establish their own bonding as a Contracting Command. Frank acquired Aztec in 2006 with no capital and only two prime contractor employees. Now he employs 25 full time and provides internship opportunities. Sales » those wishing to increase their have grown to about $30 million annually. Aztec now qualifies for bonding in the current bonding limits standard surety market without SBA support.

40 FUNDING PROGRAMS

For all contracts and subcontracts up to $6.5 million, the SBA guarantees bid, payment, performance, and ancillary bonds issued by surety companies. For federal contracts up to $10 million, the SBA makes a guarantee if it’s in the best interest of the government.

The SBA reimburses surety companies in case of default 90% of losses sustained for veteran & service- disabled veteran, minority, 8(a), and HUBZone-certified small businesses, and all projects up to $100,000. The SBA reimburses 80% for all other small businesses.

Need a surety bond guarantee fast? For contracts under $400,000, the process is streamlined using the SBA QuickApp program. » easy application » no need to submit financials to the SBA » online applications submitted to SBA authorized agents approved within hours

Ready to start? The SBA partners with 40 surety companies and hundreds of bonding agents. Find authorized agents at sba.gov/osg. Do you want to discuss the advantages of the SBA Surety Bond Guarantee program? Contact a bonding specialist:

Tamara E. Murray Kevin Valdes Jennifer C. Bledsoe Office of Surety Denver, CO Seattle, WA Washington, DC Guarantees (303) 927-3479 (206) 553-7277 (202) 205-6153 (202) 205-6540

41 FUNDING PROGRAMS DISASTER ASSISTANCE COURTESY OF THE SBA

How I Did It Smiling After the Storm With SBA assistance, Stephanie Vitori rebuilt her Miami Beach, FL restaurant after Hurricane Irma. written by Jess Walker beef cheeseburgers sizzle on the flat-top grill. f you ask Stephanie Vitori, the person who coined the term “bittersweet” Burgers are kept classic, no extra frills. “People must have run a business. In the 15 years Stephanie has owned feel at home,” Stephanie says. “You’re not just Cheeseburger Baby, the Florida burger joint has endured recessions, another table somebody has to serve.” Here, multiple hurricanes, and competition from corporate franchises. She has everybody feels like somebody, she says. So grown along with Cheeseburger Baby, changing with each stage of the many people love a good cheeseburger, which business lifecycle. is why all kinds of people are attracted to her IVitori worked as a delivery driver before purchasing the business in restaurant. Cheeseburger Baby’s handcrafted 2004. Since then, she’s expanded by purchasing two food trucks. She runs patties have been featured on the Food an open kitchen, which means customers can watch their 100% Angus Network and consumed by celebrities such as 42 DISASTER ASSISTANCE FUNDING PROGRAMS

What to do after a Disaster Declaration After a disaster is declared by the President Register with FEMA at disasterassistance.gov or call (800) 621-3362, TTY (800) 462-7585, or visit a Disaster Recovery Center. Locations can be found at fema.gov/drc. Businesses are automatically referred to the SBA. Most homeowners and renters will be referred by FEMA to the SBA to apply for disaster loan assistance. You must complete the SBA application to be considered for assistance. If the SBA cannot help you with a loan for all your needs, we will in

COURTESY OF THE SBA most cases refer you back to FEMA. If you do not complete an SBA application, you may not be Jay-Z and Kanye West. Stephanie has met famous chefs “all through considered for assistance from other agencies. a cheeseburger.” But just as special to her is the Vietnamese couple who came in one day, speaking little English. They were eager to meet Express Bridge Loan Pilot Program Stephanie and show her a napkin with “Cheeseburger Baby” scrawled Businesses affected by a Presidential disaster on it. On the other side of the world, a friend had told them to come, declaration are eligible to receive expedited so they did. It all just goes to show you, Stephanie says, people come financing through an SBA Express lender. These together for a great cheeseburger. funds may be used for disaster-related purposes while the business waits for long-term financing Challenge through the SBA’s direct disaster loan program. Despite these sweet moments, there have also been bitter ones. Loan Amount: $25,000 Hurricane Irma struck in 2017, and Cheeseburger Baby lost equipment Terms: up to seven years and food supplies. Thirty percent of sales blew away with the wind. “It was a zombie zone in South Beach. People were scared to come since Guarantee: 50% they thought everything was destroyed,” Stephanie says. “It was the After a disaster is declared by the SBA roughest road I’ve ever traveled.” Businesses of all sizes, nonprofits, homeowners, and renters are eligible to apply Solution for an SBA disaster assistance An SBA disaster assistance loan aided Cheeseburger Baby’s recovery. loan. Visit a Business Recovery The SBA provides direct low-interest loans to businesses of all sizes, Center or Disaster Loan nonprofits, homeowners, and renters to repair damage or replace Outreach Center in your area or property not covered by insurance or other forms of assistance. visit disasterloan.sba.gov/ela to apply for a loan. SBA disaster assistance loans can also be used to rebuild stronger, You can also call the SBA customer service center protecting your home or business against future damage caused by a at (800) 659-2955, TTY (800) 877-8339, and ask for disaster. The SBA also introduced Stephanie to her local Small an application package. FEMA grant assistance for homeowners or renters is not available under an SBA declaration. Information you need to get started: Once safety and security needs are met, the SBA • address of damaged residence or business helps get you and your community back to where and contact information you were before the disaster. Since low-interest • insurance information, including type of SBA disaster assistance loans are government aid, insurance, policy numbers, and amount creditworthiness and the ability to repay are taken received into consideration before a loan is awarded. For • household and/or business income information visit sba.gov/disaster. • description of disaster-caused damage and losses

43 FUNDING PROGRAMS DISASTER ASSISTANCE

Get Ready The Ready Business program, ready.gov/business, gives step-by-step guidance on how to prepare your business for a disaster. The series includes preparedness toolkits for earthquakes, hurricanes, flooding, power outages, and severe winds/tornadoes. Spanish materials are available. COURTESY OF THE SBA

Business Development Center, which Don’t Wait provided assistance with financing Take steps now to protect your business and reduce property damage with options and marketing. She continues to meet with SBDC advisers every the help of an SBA disaster assistance loan. Those affected by a disaster can month to remain competitive in an rebuild stronger by increasing their SBA loan up to 20% of the verified physical ever-changing economy. damage to make mitigation improvements. Borrowers have two years after During disasters, the responsibility loan approval to request an increase for higher rebuilding costs, code-required falls on the owner’s shoulders. But upgrades or mitigation. one lesson Stephanie has learned is the value in reaching out to others for assistance and counsel. While her brick-and-mortar restaurant was being rebuilt, she sold from a food truck. When the restaurant was operational again, she advertised that with spray paint on the plywood covering the broken windows. Stephanie and her wife, Gabrie Vitori, rebuilt Cheeseburger Baby by depending on each other and SBA assistance. See their story on YouTube by searching Keep in mind for the 2019 Phoenix Award for Small Since an SBA disaster loan is a direct loan from the Business Disaster Recovery. “You’ve got to have resiliency. You’ve got government, other organizations may reduce or not to swallow your pride sometimes,” award you a grant if you have received an SBA loan or Stephanie says. “But you also have to other assistance for your disaster loss. Be sure to check believe in your product.” with the organization offering assistance to see how an Benefit SBA loan might affect your eligibility for their program. For Cheeseburger Baby, that product In general, recovery expenses covered by insurance, will continue satisfying the burger FEMA, or other forms of assistance may reduce the hankerings of locals, celebrities, and amount provided by your SBA disaster assistance loan. tourists alike. Vitori sees expansion in her future—she’d like to have a brick- and-mortar restaurant and food truck in each growing town in South Florida. “My whole life is this. I’ve always felt a love for business ownership, ” Vitori says. “That drive keeps you going.”

44 CONTRACTING Doing Business with the Government COURTESY OF THE SBA

How I Did It Taking the Helm Jennifer Rahn steers Admiral Engineering and Manufacturing to success as a government subcontractor. written by Micaela Morrissette

45 CONTRACTING

Tips for Success 5Find a mentor. I had a great mentor in my company, and I reached for opportunity when it was in front of me.

Always move forward. The SBA has educational resources to improve your business know-how. To learn more about government contracting and SBA certification programs, call your local SBA district office or procurement center representative.

Compete smart. See if your company can use the SBA Subcontracting Network database, https://eweb1.sba.gov/ subnet/client/dsp_Landing.cfm. SubNet connects businesses with subcontractors & small businesses with contract opportunities. COURTESY OF THE SBA Know your industry. ennifer Rahn was first said, laughing. I see everything; I have my hands in hired as an office assistant One of their largest clients, aero- everything. I don’t want to expand to at Phoenix, Arizona-based space and defense company L3 where I can’t do that anymore. Admiral Engineering and Technologies, nominated Admiral Manufacturing Co. Rising for the SBA Subcontractor of the to the top in a sector dominated by Year award. As a subcontractor for L3 Build a team. Jmen, Rahn’s career sounds a lot like Technologies, Rahn said she gets great Everybody feels like this is our work the classic American success story. She satisfaction from knowing soldiers family. My employees are as big a part got there with the help of a mentor and are able to communicate with their of my company as I am, so I make business growth earned as a federal leaders because of parts her company sure they know that. government subcontractor. has made. For 16 years, Rahn worked side-by- When Schlosser decided to retire, he side with then-owner David Schlosser, asked Rahn to purchase Admiral. major government contractors. She’s who became her mentor. Rahn says she “He did not want to sell to a corpo- grateful prime contractors have incen- learned “everything it takes to run a ration that would bring in their own tive to subcontract with small business, machine shop. I naturally just picked it people or end up foreclosing,” Rahn and that helps businesses like Admiral. up and wanted it.” says. “Then all your hard work is gone. Rahn has plans to grow, but not in The learning curve was steep— I agreed because it was everything I had the typical ways. She’s investing in Admiral specializes in complex spent my life working on, too.” replacing equipment, enhancing effi- machined parts for industries including In September 2017, she took over as ciency and productivity while leading aerospace and communications—and owner and president. Ownership tran- Admiral into new arenas like 3D print- Schlosser expected as much as he gave. sition poses a unique set of challenges. ing. Because of the stability provided “When I did something wrong, he told Rahn wanted to maintain relationships by being a government subcontractor, me, and I didn’t do that again,” Rahn with her existing clients, which include she’s able to do all of this.

46 CONTRACTING

How to do business with the government

Consult your local Small Business Development Center (see page 10) or Procurement Technical Assistance Program adviser. Find 1 your closest center at aptac-us.org. Search https://beta.sam.gov to see if any federal agencies are looking for your product or service. Search the SBA SubNet 2 database for subcontracting opportunities.

Attend an SBA district office contracting workshop. Visit sba.gov/ 3 localassistance to find your local office. 4 Identify your product or service number at naics.com.

Obtain a free DUNS number at fedgov.dnb.com/webform. A Unique 5 Entity ID managed by Ernst & Young will replace DUNS in late 2020.

Register with the System for Award Management 6 (sam.gov). Research SBA certification programs like the 8(a), woman-owned small business, and HUBZone programs. If eligible, upload all 7 required documents to certify.sba.gov before you submit an offer on a contract.

47 CONTRACTING SBA Certification Programs Your business could earn profit and gain valuable work experience by providing goods or services to the government.

Socially disadvantaged: those subjected HOW THE SBA HELPED to racial or ethnic prejudice or cultural bias ME SUCCEED without regard to their individual qualities September Myres knew that becoming a because of their identity as members government contractor would empower herself of certain groups. The following groups and other native peoples, while also growing often fit this status: Black Americans, her small business to the next level. She sought Native Americans, Alaska Natives, Native business development assistance from the SBA, Hawaiians, Hispanic Americans, Asian qualifying for the SBA 8(a) Business Development Pacific Americans, and Subcontinent Asian Program, which helps small disadvantaged Americans. A person who is not a member businesses compete in the federal marketplace. of one of these groups must establish that This program helped September strategically it is more likely than not that he or she has grow her company to become a competitive force suffered social disadvantage. in the environmental services industry. Sundance Economically disadvantaged: those whose Consulting of Pocatello, ID has won contracts ability to compete in the marketplace has from the Army Corps of Engineers and the U.S. been impaired because they have not had Forest Service. She has continually secured as much capital and credit opportunities Department of Defense contracts to improve compared to others in the same or similar Native American lands adversely affected by past line of business. department activities. September often assists The benefits of the 8(a) program: Native American tribes and Alaska Native villages with developing projects and community plans. » You are assigned an SBA professional to American Indians, Alaska Natives, and native help coordinate business development Hawaiians seeking entreprenurial development assistance. training can start, grow, and expand their » You could be awarded an 8(a) sole-source business with the help of the SBA, sba.gov/ contract up to $4 million for goods and naa. The Office of Native American Affairs services, $7 million for manufacturing, also consults with tribal governments prior to

COURTESY OF THE SUNDANCE CONSULTING SUNDANCE THE OF COURTESY exceptions apply. finalizing SBA policies affecting tribes. 8(a) small business that can provide the needed services. This is an accelerated process saving time for both you and the Contracting certification programs are education, training workshops, and government agency or office. designed to help you better compete match-making opportunities with federal for and win federal contracts set aside buyers. Firms owned by Alaska Native All Small Mentor-Protege for small businesses. Visit sba.gov/ Corporations, Indian tribes, Native Program contracting to learn more about set- Hawaiian organizations, and Community Looking for an opportunity to partner with asides and whether one or more of these Development Corporations are also a more experienced firm for mentorship? government certification programs is right eligible for 8(a) business development That effort can be rewarded in the All for your business. To see if you are eligible assistance. Small Mentor-Protege Program, sba.gov/ and then certify as a woman-owned, To be eligible for the 8(a) program, your allsmallmpp. At the same time you’re gaining HUBZone, 8(a), or All Small business, visit small business must: invaluable direction and experience, you and certify.sba.gov. » be owned and controlled by U.S. citizens your mentor can compete for government who are socially and/or economically contracts, further growing your business. 8(a) Business disadvantaged To qualify for this program: Development Program If you’re an entrepreneur who is socially » demonstrate at least a two-year track » Proteges must have a mentor prior to or economically disadvantaged, you record and have potential for continued applying for the program. Visit your local may be eligible to receive business success SBA office for guidance. Ask about the SBA’s training and government contracting » have a net worth and adjusted gross Resource Partners and the Procurement assistance through the 8(a) Business income of less than $250,000 and assets Technical Assistance Program for help in Development Program, sba.gov/8a. under $4 million connecting you with a mentor business. It includes free business development 48 CONTRACTING

» You must be certified as a small business within your NAICS industry classification (naics.com). Women-Owned Small Business » Mentors and proteges must be organized for profit or as an agricultural Certification cooperative. If you're a woman proprietor looking to sell to the federal » Mentors cannot own more than 40% government, you may be eligible for the Women-Owned Small equity in the protege’s business. Business certification, sba.gov/wosb. » An SBA determination of affiliation must not exist between the mentor and the Here’s how to get certified: protege. All Small-approved partnerships receive an exclusion of affiliation for contracting purposes. 1. Make sure you’re eligible

HUBZone • Your business must be at least 51 percent owned and controlled by one or more Businesses located in Historically women who are U.S. citizens. The ownership must be direct and unconditional. Underutilized Business Zones, sba.gov/ • A woman must hold the highest officer position and have managerial experience hubzone, can gain special access to federal required to run the business. contracts. To qualify for the certification, • One or more women must manage the daily business operations on a full-time your small business must: basis and conduct long-term decision making and planning. » be owned and controlled by U.S. citizens, To qualify as an economically disadvantaged woman-owned small business, your a Community Development Corporation, company must meet these criteria and the business owner and/or manager must an agricultural cooperative, Indian tribal meet certain income and asset requirements. government, Alaska Native Corporation, or a Native Hawaiian organization » have a principal office located in a HUBZone, which includes Indian 2. Register reservations and military facilities closed by the Base Realignment and Closure Act. • Register with the System for Award Management (sam.gov) to start doing busi- Enter your address in our interactive map, ness with the government. maps.certify.sba.gov/hubzone/map, to see if you qualify. » have at least 35% of your employees 3. Certify living in a HUBZone Self-certify as a woman-owned small business or an economically disadvantaged Service-Disabled woman-owned small business for free, or obtain certification from one of the SBA’s Veterans approved third-party certifiers (which costs a fee): If you’re a service-disabled veteran looking • El Paso Hispanic Chamber of Commerce to enter the federal marketplace, you may be eligible for this small business • National Women Business Owners Corporation certification. To determine your eligibility, • U.S. Women’s Chamber of Commerce contact a veterans business development • Women’s Business Enterprise National Council officer at your local SBA office, or the SBA’s Office of Veterans Business Development, All required documents must be uploaded to certify.sba.gov prior to submitting sba.gov/ovbd. After you have set up to do an offer on a contract set aside for the program. business with the government in sam.gov, update your status as a service-disabled veteran business. Keep in mind, the SBA 4. Update your status does not officially certify this designation, so when a contract awarded based on • Update your status as a woman-owned small business in sam.gov. this eligibility is protested, the SBA will determine if your business meets the eligibility status, ownership, and 5. Search the database control requirements. • Search the FedBizOpps database (fbo.gov) for your new business opportunity.

49 CONTRACTING

An O’Fallon Casting Inc. employee at work in O’Fallon, MO. Owner Vince Get Expert Gimeno grew his business thanks to Contracting & expert SBA business counseling. Certification Help Federal contracting can be complex, but you don’t have to do it alone. A Procurement Technical Assistance Center adviser can help you determine if your business is ready for government contracting. An adviser can also help you register in the System for Award Management (sam.gov) and see if you’re eligible for any small business certifications and/or programs. Visit sba.gov/ localassistance to find one-on-one counseling that is free or low cost. (see page 10). Procurement Technical Assistance Center Riverside Community College District 23555 Meyer Drive Riverside (951) 571-6442 rccdpac.com San Diego PTAC 1 Banting, suite A Irvine (619) 216-6671 ptac-sandiego.org

Regional/State Contracting Programs Cal eProcure caleprocure.ca.gov/pages/index.aspx Orange County Procurement Office olb.ocgov.com County of Riverside Purchasing riversideoed.com/small-business/ procurement San Bernardino county ePro epro.sbcounty.gov/bso

50 51 52