KENTUCKY 2019-2020 Small Business resource guide

GROW YOUR BUSINESS in kentucky

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SCOPE OF SERVICES We have all heard the phrase “content is king.” Creating rich, engaging, and inspiring content differentiates your brand in the Brand Voice Catalogs marketplace. But who has time to focus on Articles Visitor Guides anything other than running their business? Narrative works with you to develop Blogs Books the tools to tell your story across all Website Content Copywriting media platforms. Powerful and authentic Social Media Posts Photography storytelling helps you stand out. It inspires Email Content Videos action. It creates an emotional impact and Brochures forges enduring relationships. It separates you from the competition.

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2 CONTENTS Kentucky Edition 2019-2020

Local Business Funding Assistance Programs

8 National Success Story 22 National Success Story Jerado and Joyce Reynolds With the help of a 7(a) business know their local landscape for acquisition loan of $1.1 million, entrepreneurship support. Mark Moralez and John Briggs purchased Printing Palace in 11 Local SBA Resource Santa Monica becoming small Partners business owners.

14 How to Start a Business 25 SBA Lenders

17 Your Advocates 33 Need Financing?

18 Programs for 34 Go Global with Entrepreneurs International Trade

19 Programs for Veterans 36 R&D Opportunities for High Growth Startups 20 Local Success Story The SBA helped Paul Isenberg 38 National Success Story construct a high quality care Cheeseburger Baby owner center that suited the needs of Stephanie Vitori persevered busy parents like himself. through a financial storm and a natural disaster.

42 Surety Bonds

Contracting

44 National Success Story Jennifer Rahn steers the course for Admiral Engineering, succeeding as a small business subcontractor.

47 Government Contracting

48 SBA Certification Programs

49 Woman-Owned Small Business Certification

ON THE COVER Bowling Green farmland, photo by David Barajas on Unsplash; Louisville skyline, photo by David Barajas from Unsplash; Paul Isenberg, photo courtesy of the SBA; photo by USA-Reiseblogger from Pixabay 3 4 5 PUBLISHED BY New South Media, Inc. 304.413.0104 | newsouthmedia.com

Loans PUBLISHER Nikki Bowman, [email protected]

ASSOCIATE EDITORS Pam Kasey, [email protected] from the Jess Walker, [email protected] DESIGNER Hayley Richard, [email protected]

OPERATIONS MANAGER Holly Leleux-Thubron, [email protected]

ADVERTISING SALES DIRECTOR Heather Mills, [email protected]

ADVERTISING SALES Meggan Hoyman, 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.

© 2019 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 summer 2019 national edition #mcs-0089.

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

DIRECTOR OF MARKETING in our region. 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.

huntington.com

6 SBA Kentucky

DistrictRomano Mazzoli Federal Building Office 600 Dr. Martin Luther King Jr. Place, room 188 Louisville, KY 40202 (502) 582-5971 sba.gov/ky @SBA_Kentucky

Deputy District Director & SBDC District Director Letter Project Director elcome to the 2019-2020 edition of the U.S. Small Business Administration’s Robert Coffey Kentucky Small Business Resource Guide. The SBA helps make the American (502) 582-5971 x266 dream of small business ownership a reality. We are the only federal agency [email protected] Wdedicated to helping our 30 million small businesses start, grow, expand, or recover after a disaster. The SBA Kentucky District Office works with an extensive network of business Economic Business Development advisers and lenders to help Kentucky’s 347,000 small businesses at every stage of Specialist & HUBZone Liaison development—in turn, supporting the 700,000 Kentuckians employed by small enterprises. Cherie Guilford Across our state in the last year, we empowered the state’s small businesses to: (502) 582-5971 x261 • Find an ally, advocate or mentor via our SBA Resource Partners, which includes [email protected] SCORE, Small Business Development Centers, Women’s Business Centers, and the Lender Relations Specialist & District Veterans Business Outreach Center, all powered by the SBA. International Trade Officer • Access over $170 million in SBA-guaranteed loans using 66 local banks, credit unions, Dana Winston community-based lenders, and microlenders. These 651 businesses that qualified for (502) 582-5971 x227 SBA financing then hired thousands of new employees, bought needed equipment, [email protected] and built or renovated facilities. • Receive $785 million in federal contract awards. Lender Relations Specialist Stay up to date on SBA events near you and get valuable Kentucky business information by Sharron Johnson following us on Twitter @SBA_Kentucky. Register for email updates at sba.gov/updates. (502) 582-5971 x243 Use our Small Business Resource Guide to power your dream of starting, growing, or [email protected] expanding your small business here in Kentucky. Lead Economic Development Sincerely, Specialist, Veteran Business The SBA Kentucky District Office Development Officer, Women’s Business Center Liaison & SCORE Liaison Tommie Causey (502) 582-5971 x237 [email protected]

Senior Area Manager & Public Information Officer Michael Ashcraft (502) 582-5971 x225 [email protected] COURTESY OF DAVID BARAJAS FROM UNSPLASH

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. Big Sandy Counseling Center–Pikeville (859) 806-8258 Branch Manager Bill Shutters [email protected]

Bowling Green Counseling Center Chamber of Commerce Center 710 College St. (270) 901-4745 Branch Manager Greg Siegelman [email protected]

Elizabethtown Counseling Center Elizabethtown Chamber of Commerce 111 W. Dixie Ave. (270) 765-4334 [email protected]

Lexington Chapter #276 389 Waller Ave., suite 130 (859) 231-9902 Chapter Chair David Johnson Tuesdays and Thursdays 1:30-3:30 p.m. [email protected] lexington.score.org

London Counseling Center (859) 231-9902 Cliff Ellerbrook [email protected]

New Albany, IN Counseling Center Community Foundation Office Building 4102 Charlestown Road (812) 944-9178 Branch Manager Paul Staashelm [email protected]

Arthur and Sandra Johnson, owners Northern KY Counseling Center of 21 Short Stop in Georgia, received Northern Kentucky Chamber of Commerce assistance from their local Small Business 300 Buttermilk Pike, suite 330 Development Center and SCORE chapter. (513) 684-2812 Bill DiGrezio [email protected] SCORE scoreworks.org Call for an appointment or visit sba.gov/score. Scottsburg, IN Counseling Center Louisville Chapter #75 Bardstown Counseling Center Mid America Science Park Business Center (502) 888-4543 310 Xavier Drive 821 Lake Road Chapter Chair Carl Coslow (502) 386-5603 or (502) 350-0948 (812) 752-9521 [email protected] Ashley Patterson David Church louisville.score.org [email protected] [email protected]

11 LOCAL BUSINESS ASSISTANCE Small Business Development Centers

Kentucky SBDC State Office University of Kentucky SBDC Southeast Kentucky Community 343 Waller Ave., suite 205 (859) 257-7668 or toll free (888) 475-SBDC South Central and Technical College SBDC ksbdc.org Serving Adair, Casey, Clinton, Estill, Serving Bell, Clay, Harlan, Knox, Leslie, State Director Kristina Joyce Garrard, Jackson, Laurel, Lincoln, Madison, Letcher, and Perry counties [email protected] McCreary, Pulaski, Rockcastle, Russell, Middlesboro Campus Wayne, and Whitley counties 100 College Road Associate State Director Gordon Garrett 440 Old Whitley Road, suite 101, London (606) 248-0563 or toll free (888) 225-SBDC [email protected] (606) 454-7042 Director/Management Consultant Associate State Director/Finance Director/Management Consultant Sam Coleman, [email protected] Accountant David Stevens Kevin Norvell, [email protected] [email protected] Management Consultant Mike Morley, [email protected] Data Analyst Kristy Coates University of Kentucky [email protected] SBDC Louisville Communications Coordinator Gabrielle Wright, [email protected] Program Coordinator Scarlett Consalvi Serving Bullitt, Carroll, Henry, Jefferson, [email protected] Oldham, Owen, Shelby, Spencer, and Trimble counties EAST KENTUCKY Executive Assistant Joyce Smith 614 W. Main St., suite 6000 Morehead State University SBDC [email protected] (502) 625-0123 District Office Director/Management Consultant Serving Bath, Bracken, Fleming, Lewis, CENTRAL KENTUCKY David Oetken Mason, Menifee, Montgomery, Morgan, University of Kentucky [email protected] Robertson, and Rowan counties SBDC Bluegrass Assistant Director/Management 149 E. Main St., Morehead Serving Anderson, Bourbon, Boyle, Clark, Consultant Toni Sears (606) 783-2895 Fayette, Franklin, Harrison, Jessamine, Mercer, [email protected] District Director/Management Consultant Nicholas, Powell, Scott, and Woodford counties Management Consultant Vallorie Henderson Mark Murphy (859) 257-7666 or toll free (888) 475-7232 [email protected] [email protected] Director/Management Consultant Shawn Rogers Communications Coordinator Janet Flaugh General Management Consultant [email protected] [email protected] Rachel Bowling [email protected] Management Consultant John Zink Special Projects Manager Lauren Roebuck [email protected] [email protected] General Management Consultant Mike Jackson Management Consultant/Communications Northern Kentucky [email protected] Coordinator Becky Marefat [email protected] University SBDC Serving Boone, Campbell, Gallatin, Grant, Morehead State University SBDC Prestonsburg University of Kentucky Kenton, and Pendleton counties Serving Breathitt, Floyd, Johnson, Knott, SBDC Elizabethtown 305 Johns Hill Road, Highland Heights (859) 448-8801 Lee, Magoffin, Martin, Owsley, Pike, and Serving Breckinridge, Grayson, Green, Wolfe counties Hardin, Larue, Marion, Meade, Nelson, Director/Management Consultant 6 Bert Combs Drive, room 207 Taylor, and Washington counties Rebecca Volpe, [email protected] (800) 648-5372 x2681 1105 Juliana Court, suite 6 Management Consultant Management Consultant Michelle Spriggs, (270) 765-6737 Kim Wolf, [email protected] Director/Management Consultant [email protected] Patricia Krausman Data Specialist [email protected] Jesica Jehn, [email protected] Morehead State University SBDC Ashland Management Consultant Steve Heil Serving Boyd, Carter, Elliott, Greenup, and [email protected] Lawrence counties Communications Coordinator 1400 College Drive Neeley Hacker (606) 329-8011 [email protected] Management Consultant Kayla Keeton, [email protected]

12 LOCAL BUSINESS ASSISTANCE

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. Serving Kentucky & Tennessee 201 Venture Circle, Nashville, TN (615) 425-7171 pathwaylending.org/vboc O'Connor Belting, a Delaware Director Reggie Ordonez, reggie. family-owned business, expanded with the help of an [email protected] SBA-guaranteed 7(a) loan.

Women’s Business Center For your nearest Women’s Business Center, visit sba.gov/women.

Women’s Business Center of Kentucky 1450 N. Broadway, Lexington (859) 231-0054 x1003 or (800) 299-0267 wbckentucky.org Director Phyllis Alcorn, [email protected] 1812 W. Muhammad Ali Blvd., Louisville (502) 566-6076 x1047 Program Assistant Margaret Prince, [email protected]

13 LOCAL BUSINESS ASSISTANCE

Dac Tran grew her Viet Wah market in Seattle, WA with the

help of an SBA-backed 7(a) loan. COURTESY OF THE SBA How to Start a Business in Kentucky Thinking of starting a business? Here are the nuts & bolts.

The Startup Logistics Market Research business out of your home or engage in Even if you’re running a home-based Need to do research on your clients and industrial activity in a retail district. business, you will have to comply with location? View consumer and business many local, state, and federal regulations. data for your area using the Census Name Registration Register your business name with the Do not ignore regulatory details. You may Business Builder: Small Business Edition, county clerk where your business is avoid some red tape in the beginning, but https://cbb.census.gov/sbe. Filter your located. If you’re a corporation, also your lack of compliance could become search by business type and location to register with the state, onestop.ky.gov. an obstacle as your business grows. view data on your potential customers, Taking the time to research regulations including consumer spending, and a Taxes is as important as knowing your market. summary of existing businesses, available As a business owner, you should know Carefully investigate the laws affecting as a map and a report. your federal tax responsibilities and make your industry. Being out of compliance some business decisions to comply with could leave you unprotected legally, lead Business License & Zoning certain tax requirements. The IRS Small to expensive penalties, and jeopardize Licenses are typically administered by a Business and Self-Employed Tax Center, your business. variety of state and local departments. It is go.usa.gov/xPxYR, offers information on onestop.ky.gov/start important to consider zoning regulations a variety of topics including: obtaining an dhbc.ky.gov/bce/bc when choosing a site for your business. Employer Identification Number, paying Contact the local business license office and filing income tax, virtual workshops, where you plan to locate your business. forms, and publications. You may not be permitted to conduct 14 LOCAL BUSINESS ASSISTANCE

As the IRS continues to implement some The Occupational Safety and Health questions about accessible design and of the Tax Cuts and Jobs Act provisions, Administration provides information on the ADA standards to the U.S. Access your tax obligations may change. Visit the specific health and safety standards Board at (800) 872-2253, TTY (800) the Tax Reform Provisions that Affect used by the U.S. Department of Labor. 993-2822, [email protected] or visit Businesses page on irs.gov for the latest Call (800) 321-6742 or visit osha.gov. For access-board.gov. tax reform updates that affect your bottom the state labor department, visit labor. line. For local assistance, visit irs.gov/help/ ky.gov to find information on training, Child Support contact-my-local-office-in-kentucky. OSHA standards, and required wage and Employers are essential to the success of the child support program and are »» State Taxes hours workplace posters. responsible for collecting 75% of support Visit revenue.ky.gov for information on business taxes, like sales and use Employee Insurance nationwide through payroll deductions. tax. Also register your business and Check with your state laws to see if you The Office of Child Support Enforcement search for forms or find a service center. are required to provide unemployment at Health and Human Services offers or workers’ compensation insurance for employers step-by-step instructions Social Security your employees. For health insurance for processing income withholding If you have any employees, including options, call the Small Business Health orders for child support. Download the officers of a corporation but not the Options Program at (800) 706-7893 fact sheet about the Employer’s Role sole proprietor or partners, you must or visit healthcare.gov/small- in the Child Support Program at the make periodic payments, and/or file businesses/employers. Office of Child Support Enforcement’s quarterly reports about payroll taxes Department of Labor Association website at acf.hhs.gov/programs/css > and other mandatory deductions. Health Plans allow small businesses, employer responsibilities. You can also You can contact the IRS or the Social including self-employed workers, to find information about other employer Security Administration for information, band together by geography or industry responsibilities and tools that can make assistance, and forms, at (800) 772-1213 to obtain healthcare coverage as if meeting those responsibilities easier, or visit socialsecurity.gov/employer. they were a single large employer. For such as electronic income withholding You can file W-2s online or verify job information, visit dol.gov/general/topic/ orders and the Child Support Portal. seekers through the Social Security association-health-plans. Send questions to employerservices@ Number Verification Service. For information on state insurance acf.hhs.gov. and employee compensation, visit labor. »» Kentucky Child Support Employment Eligibility ky.gov/comp and insurance.ky.gov. csws.chfs.ky.gov/csws Verification For information on Kentucky’s Electronic The Federal Immigration Reform and Workplace for Employment Services, visit Intellectual Property Control Act of 1986 requires employers kewes.ky.gov. Patents, trademarks, and copyrights are to verify employment eligibility of new types of intellectual property that serve employees. The law obligates an employer Environmental to protect creations and innovations. to process Employment Eligibility Regulations The United States Patent and Trademark Verification Form I-9. The U.S. Citizenship State assistance is available for Office is the federal agency that grants and Immigration Service offers information small businesses that must comply U.S. patents and registers trademarks. and assistance through uscis.gov/i-9- with environmental regulations For information and resources about central. For forms call (800) 870-3676. For under the Clean Air Act. State Small U.S. patents and federally registered the employer hotline call (888) 464-4218 or Business Environmental Assistance trademarks consult uspto.gov. Call email [email protected]. programs provide free and confidential the patent and trademark office help E-Verify, operated by the Department assistance to help small business center at (800) 786-9199 or visit the U.S. of Homeland Security in partnership owners understand and comply with Patent and Trademark headquarters in with the Social Security Administration, complex environmental regulations and Alexandria, Virginia. electronically verifies the Social Security permitting requirements. These state A patent for an invention is the grant of number and employment eligibility programs can help businesses reduce a property right to an inventor, issued by information reported on Form I-9. It’s the emissions at the source, often reducing the U.S. patent office. The right conferred quickest way for employers to determine regulatory burden and saving you money. by the patent grant is the right to exclude the employment eligibility of new hires. To learn more about these free services others from making, using, offering for sale, Visit e-verify.gov, call (888) 464-4218 or visit nationalsbeap.org/states/list. or selling the invention in the United States email [email protected]. or importing the invention into the country. Accessibility and For information visit uspto.gov/inventors. Health & Safety ADA Compliance There are three types of patents: All businesses with employees are For assistance with the Americans with • Utility patents may be granted to required to comply with state and federal Disabilities Act, call the ADA Center anyone who invents or discovers any regulations regarding the protection of at (800) 949-4232 or the Department new and useful process, machine, employees, visit dol.gov for information. of Justice at (800) 514-0301. Direct manufacture, or composition

15 LOCAL BUSINESS ASSISTANCE

Advantage Kentucky Alliance Manufacturing Extension Program advantageky.org

Kentucky Arts Council and Kentucky Crafted Program artscouncil.ky.gov

Kentucky Association of Economic Development kaedonline.org Export Assistance

St. Louis U.S. Export Assistance Center Regional Export Finance Manager Larry D. Cresswell Serving Iowa, Missouri, Kansas, and Nebraska Office of International Trade U.S. Small Business Administration 1100 Corporate Square Drive, suite 215 St. Louis, MO (314) 540-7587 [email protected]

U.S. Department of Commerce U.S. Export Assistance Center–Louisville Snyder Building 601 W. Broadway, room 634B (502) 582-5066 Reeves Clippard used the business knowledge he export.gov/Kentucky acquired in the SBA Emerging Leaders program to

grow A/R Solar in Seattle, WA. COURTESY OF THE SBA U.S. Export Assistance Center–Lexington 301 E. Main St., suite 110 • of matter, or any new and useful »» State Trademarks (859) 225-7001 improvement. Kentucky Secretary of State export.gov/kentucky • Design patents may be granted to sos.ky.gov/bus/tmandsm anyone who invents a new, original, Copyrights protect original works of U.S. Export Assistance Center and ornamental design for an article of authorship including literary, dramatic, Office of International Trade manufacture. musical and artistic, and certain other Serving Alabama, Georgia, Kentucky and • Plant patents may be granted to intellectual works. Copyrights do not protect central & western Tennessee anyone who invents or discovers and facts, ideas, and systems, although they may 230 Peachtree St. NW, suite 1725 asexually reproduces any distinct and protect the way they are expressed. Atlanta, GA new variety of plant, other than a tuber For general information contact: (404) 730-2706 propagated plant or a plant found in an Regional Export Finance Manager »» U.S. Copyright Office David Leonard, [email protected] uncultivated state. U.S. Library of Congress A trademark or service mark includes sba.gov/offices/regional/iv James Madison Memorial Building sba.gov/international any word, name, symbol, device, or any 101 Independence Ave. Southeast combination, used or intended to be used Washington, DC State Exporting Resources are available to identify and distinguish the goods/ (202) 707-3000 or toll free (877) 476-0778 at thinkkentucky.com/international/ services of one seller or provider from copyright.gov exports.aspx. those of others and to indicate the source of the goods/services. Trademarks and Chambers of Commerce Kentucky World Trade Center–Louisville 444 S. Fifth St., suite 600 service marks may be registered at both kychamberexecutives.com the state and federal level. The U.S. Patent (502) 574-1599 and Trademark Office only registers federal Economic Development wtcky.org trademarks and service marks. Federally Visit Think Kentucky: Cabinet for Economic Kentucky World Trade Center–Lexington registered trademarks may conflict with Development at thinkkentucky.com, 301 E. Main St., suite 110 and supersede those registered only at the where you can also find resources and (859) 225-0006 state level. Visit . uspto.gov/trademarks financial incentives. wtcky.org

16 LOCAL BUSINESS ASSISTANCE

To report how a proposed federal regulation could unfairly affect you, Your find your regional SBA advocate at sba.gov/advocacy.

To submit a comment about how your business has been hurt by an Advocates existing regulation, visit The SBA’s offices of advocacy and ombudsman are sba.gov/ombudsman/comments independent voices for small business within the federal government.

Advocacy When you need a voice within the federal »» when you need economic and small »» seek remedies when rules are government for your interests as a small business statistics inconsistently applied business owner, the SBA’s regional advocates The SBA’s Office of Advocacy also »» recover payment for services done by are here to assist. The advocates analyze the independently represents small business and government contractors effects of proposed regulations and consider advances its concerns before Congress, the alternatives that minimize the economic White House, federal agencies, federal courts, Make your voice heard by participating in a burden on small businesses, governmental and state policy makers. Regional Regulatory Enforcement Fairness jurisdictions, and nonprofits. Find your Roundtable or a public hearing hosted by the regional advocate at sba.gov/advocacy. Ombudsman SBA’s national ombudsman. These events Entrepreneurs who have an issue with an are posted periodically on the ombudsman Your advocate helps with these small existing federal regulation or policy can website, . business issues: sba.gov/ombudsman receive assistance from the SBA’s national To submit a comment or complaint through »» if your business could be negatively ombudsman. the online form, visit sba.gov/ombudsman/ affected by regulations proposed by the . Your concerns will be directed to The ombudsman’s office helps you: comments government the appropriate federal agency for review. The » resolve regulatory disputes with federal »» if you have contracting issues with a » SBA will collaborate with you and the agency federal agency agencies to help resolve the issue. »» reduce unfair penalties and fines 17 LOCAL BUSINESS ASSISTANCE Entrepreneurial Opportunities

Regional Innovation Clusters Create jobs and grow the economy through an SBA Regional Innovation Cluster. Online Resources 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 • advanced composites business at sba.gov/learning. The free SBA 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 • buying a business • water tech • financing options • wood products • digital and traditional marketing to win customers • disaster recovery How it works • understanding your customer 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 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 so you can grow and expand. can receive training at an SBA Entrepreneurial Receive free technical and legal assistance to develop your tech Empowerment Workshop. These workshops and get it to market for government and industry buyers. cover business concepts important for starting, Get involved growing, or expanding a small business. RedWind Find an SBA Regional Innovation Cluster near you by visiting instructors identify and help participants avoid sba.gov/localassistance. Select the regional innovation clusters common pitfalls. Learn how to prepare a business on the drop-down menu. plan, gain access to capital, and basic book keeping. Request a workshop in your area by visiting nativesmallbusiness.org.

18 LOCAL BUSINESS ASSISTANCE

Need financing? Loan Fee Relief To encourage lending to members of the military community who want to start or grow their business, the SBA reduces upfront guarantee fees on select loans. That means the cost savings will be passed down to you, the eligible veteran or qualifying military member. Ask your local SBA district office or SBA Lender about the Veterans Advantage program. Have an employee who was called to active duty?

COURTESY OF LIFEHEALTH OF COURTESY You may receive funds that enable your business to meet ordinary and necessary HOW THE SBA HELPED US SUCCEED operating expenses when an essential Margot Adam Langstaff, left, and Elisa Hamill, right, sought assistance from their employee is called up to active duty in the local Veterans Business Outreach Center, which helped them better compete for military reserve. Ask your local SBA district government contracts. LifeHealth of Littleton, CO has expanded to more than 30 office or SBA Lender about the Military states with offices in Washington, DC and San Antonio, TX. Their clients include the Reservist Economic Injury Disaster Loan. Department of Defense, the National Guard, and the Indian Health Service. They also expanded their business using an SBA-backed line of credit for $350,000. Margot Interested in contracting? started her career as an Army medic, eventually running one of the largest outpatient Veteran-owned and service-disabled clinics in the Northeast at Ft. Devens, MA. veteran-owned small businesses interested in federal contracting receive training from the Veteran Institute for Procurement, which offers a platform with three Opportunities training programs to assist veterans. Visit nationalvip.org. for Veterans VIP Start Members of the military community can start and grow their small Enter the federal market and become ready businesses with the help of SBA programs. for procurement. Nearly 200 veteran-owned businesses from 29 states plus Washington, Need entrepreneurship training? For women veterans DC have graduated from the program. In Boots to Business, you explore Receive entrepreneurial training geared VIP Grow business ownership and other self- toward women veterans, service members, Strategize to expand and operate within employment opportunities while learning and spouses of service members through the federal marketplace. More than 700 key business concepts. You will walk away these SBA-funded programs: veteran-owned businesses from 42 states with an overview of entrepreneurship »» Veteran Women Igniting the Spirit of plus DC and Guam have graduated from and applicable business ownership Entrepreneurship in Syracuse, New York this program. fundamentals, including how to access VIP International startup capital using SBA resources. »» LiftFund in San Antonio, Texas Enter or expand your federal and commercial Boots to Business is conducted on all For service-disabled veterans contracting opportunities overseas. military installations as part of the Learn how to start and grow a small business Department of Defense’s Transition Get certified using these SBA-funded programs: Assistance Program. Learn about the service-disabled veteran- »» Entrepreneurship Bootcamp for Veterans owned small business certification program Who’s eligible? with Disabilities in Syracuse, New York on page 49. Service members transitioning out of »» Veterans Entrepreneurship Program at active duty and military spouses. For more assistance the Riata Center for Entrepreneurship, Are you a veteran or member of Veteran and military entrepreneurs Spears School of Business, Oklahoma the National Guard or Reserve or a receive business training, counseling, and State University in Stillwater, Oklahoma military spouse? Boots to Business: referrals to other SBA Resource Partners Reboot teaches this entrepreneurship »» Veteran Entrepreneurship Jumpstart at at a Veterans Business Outreach Center, curriculum off base and in local St. Joseph’s University in Philadelphia, sba.gov/vboc. For veterans business communities. Register for either B2B Pennsylvania information visit sba.gov/veterans. program at https://sbavets.force.com. »» Dog Tag Inc., affiliated with Georgetown University in Washington, DC 19 local success story

Paul Isenberg OWNER/FOUNDER, SMART START CHILD CARE Bowling Green, KY

Paul Isenberg started his • What challenge did you have? Our biggest challenge in the beginning was finding first Smart Start Child Care financing for a new center. A childcare center has high labor costs for experienced center in 2011 with his mind professionals. It also requires upfront construction costs to provide a safe yet creative on what he wanted for his environment for children. We also needed a convenient location for parents. Yes, own family. As the father of the demand for quality childcare is there, but it’s extremely costly to meet all these small children, Paul wanted needs. Since this was a new venture for me, the center had no track record, so tradi- high quality care that suited tional financing was more difficult. the needs of busy parents like him; he implemented that • What was the SBA solution? The SBA guarantees loans made by lending institu- vision in his hometown. With tions to small business that would not otherwise be able to obtain financing. My small SBA-backed financing and business qualified for both the SBA-backed 7(a) and the 504 Certified Development his own business education, Company loans. The 504 program allows those who are eligible to purchase or renovate Paul’s small business has expanded in Bowling Green. real estate with a competitive fixed-rate mortgage. SBA-backed financing provided the The SBA helped construct his working capital I needed to acquire new locations and hire the best qualified employ- first center at the same time ees. In my business, windows of opportunity open and close quickly. Kelcey Rock at his wife and business partner, Hancock Bank & Trust Co., an experienced SBA Lender, listened to my vision and care- Stacy, was receiving treatment fully reviewed my business plan. Kelcey understood the factors that drive my industry. for brain cancer. Stacy has Our SBA Lender ensured I had the capital I needed to fuel our growth. recovered and Paul has found a fulfilling career. • What benefit did this have for you? The SBA helped me to reach the goals I set for my family and my business. Smart Start has grown dramatically. We are now one of the largest childcare companies in the region, and we haven’t compromised on quality or our values. Since 2016, Smart Start Child Care revenue has tripled and net profit has grown four fold. We have more than 125 employees and educate nearly 500 children. 20 COURTESY OF THE SBA

The SBA helped me to reach the goals I set for my family and my business.” Paul Isenberg Owner/Founder, Smart Start Child Care 21 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 22 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 founding members of the American provided the funding for professional an SBA Resource Partner (see page 8) Mead Makers Association, have brewing equipment to complete their to 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.

23 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.

24 FUNDING PROGRAMS

SBAOur participating SBA Lenders serveLenders all of Kentucky unless otherwise noted. To find more bank locations, visit the lender’s website.

ALEXANDRIA BARDSTOWN BEAVER DAM Central Bank Hancock Bank Cecilian Bank Heritage Bank Inc. Fort Knox Federal First Kentucky 101 Brenwood St. & Trust 302 Bypass Road 7953 Alexandria Pike Credit Union Bank Inc. (859) 253-6229 2501 Crossings (270) 737-1593 (859) 261-2430 100 Kelly Drive 1331 N. Main St. Julie Szymanski Blvd., suite 250 Tracie Oliver Robert Lamothe (502) 942-0254 (270) 251-4960 centralbank.com (270) 843-2285 thececilian heritage Michael Stacy Overby Kelcey Rock bank.com bank-ky.com Richardson firstkentucky.com Community Trust hancockbank Bank Inc. WesBanco PNC Bank Inc. fortknoxfcu.org online.com 525 Walnut (270) 986-0919 8210 E. Main St. BEDFORD wesbanco.com/ PNC Bank Inc. Meadow Road Independence (513) 841-0024 Bedford Loan borrow/business- 105 W. E. John (800) 422-1090 Bank Chris Goecke Deposit Bank loans Rowan Blvd. Terry Spears 1950 Scottsville pnc.com 45 Highway 42 East (513) 841-0024 ctbi.com Road (502) 222-4546 U.S. Bank Chris Goecke (270) 869-0791 BURLINGTON Bart Leet 7630 Alexandria Pike pnc.com Jim Davis Forcht Bank bedfordbank.com BLOOMFIELD (502) 533-8770 1776bank.com 6100 First Town & Country PNC Bank Inc. Joe Wathen Limestone Bank Financial Drive Bank and Trust Co. BENTON 101 S. Fifth St. usbank.com (formerly (859) 263-6552 CFSB (513) 841-0024 201 N. Third St. Chris Robinson Chris Goecke PBI Bank) (502) 348-3911 221 W. Fifth St. forchtbank.com ASHLAND 751 Campbell Lane Raffo Wimsett (270) 727-6125 pnc.com (270) 524-7283 Community Trust mytcbt.bank Jesse Clark Heritage Bank Inc. Wilson & Muir Kenneth Kidd Bank Inc. cfsbky.com 1818 Florence Pike Bank & Trust Co. 1544 Winchester Wilson & Muir limestone (859) 261-2430 First Kentucky 105 Taylorsville bank.com Ave. Bank & Trust Co. Robert Lamothe Bank Inc. Road (800) 422-1090 107 N. Third St. South Central heritage 605 Main St. (502) 479-7203 Terry Spears (502) 479-7203 Bank Inc. bank-ky.com (270) 251-4960 Andy Parker ctbi.com Andy Parker 2710 Nashville Road Stacy Overby wilsonmuir Huntington Bank wilsonmuir PNC Bank Inc. firstkentucky.com bank.com (270) 651-7466 2252 Burlington bank.com 1000 Carter Ave. Josh Devore Park Heritage Bank USA (513) 841-0024 southcentral (859) 514-6022 660 Main St. BOWLING GREEN bank.com Chris Goecke BARDWELL Perry Dunn (270) 887-8405 JPMorgan pnc.com First Kentucky U.S. Bank huntington.com Cell (931) 206-6570 Chase Bank Bank Inc. 1747 Scottsville Chip Knight 924 Broadway Ave. 400 U.S. Highway Road BARBOURVILLE bankwith (502) 566-3671 CADIZ 51 North (502) 533-8770 Forcht Bank heritage.com Becky McClennen Bank of Cadiz (270) 251-4960 Joe Wathen 406 Knox St. chase.com 79 Main St. Stacy Overby U.S. Bank usbank.com (859) 263-6552 (270) 522-6066 firstkentucky.com 201 E. 11th St. Fort Knox Federal Chris Robinson Kevin Atwood (502) 533-8770 Credit Union forchtbank.com BRANDENBURG bankofcadiz.com Joe Wathen 2345 Gary BEATTYVILLE Fort Knox Federal Hometown Bank usbank.com Farms Blvd. Heritage Bank USA Peoples Credit Union of Corbin (502) 942-0254 352 Main St. Exchange Bank 1452 Old State Road 238 Cumberland BEREA Michael (270) 887-8405 48 Center St. (502) 942-0254 Ave. Cumberland Valley Richardson Cell (931) 206-6570 (859) 744-9400 Michael (606) 526-2718 National Bank fortknoxfcu.org Chip Knight Louise Howerton Malissa Shelton 235 Glades Road Richardson bankwith pebank.com fortknoxfcu.org ahometown (606) 878-7010 heritage.com bank.com Haskew Hayes cvnb.com 25 FUNDING PROGRAMS

FNB Bank Inc. Forcht Bank CECILIA CORBIN DANVILLE EDMONTON 2558 Main St. 1405 E. Broadway Cecilian Bank Cumberland Valley JP Morgan Edmonton (270) 251-6058 (859) 263-6552 104 E Main St. National Bank Chase Bank State Bank Pat Bynum Chris Robinson (270) 737-1593 1200 Cumberland 237 W. Main St. 118 S. Main St. growwithfnb.com forchtbank.com Tracie Oliver Falls Highway (502) 566-3671 (270) 487-6123 thececilian Fort Knox Federal (606) 878-7010 Becky McClennen Tony High bank.com Haskew Hayes chase.com edmonton CALHOUN Credit Union cvnb.com statebank.com BB&T 121 Walmart Drive Community Trust 100 Main St. (502) 942-0254 CLAY CITY Hometown Bank Bank Inc. South Central (502) 562-5848 Michael Peoples of Corbin 462 W. Main St. Bank Inc. Megan Damron Richardson Exchange Bank (606) 526-2718 (800) 422-1090 702 W. Stockton fortknoxfcu.org (336) 550-0678 5377 Main St. Malissa Shelton Terry Spears (270) 651-7466 bbt.com Louise Howerton ahometown ctbi.com Josh Devore pebank.com bank.com southcentral U.S. Bank CARROLLTON Fort Knox Federal bank.com 730 Main St. United Citizens Credit Union Whitaker Bank Inc. Whitaker Bank Inc. Bank & Trust Co. 312 Skywatch Drive (502) 533-8770 60 Irvine Road 100 N. Main St. 503 Highland Drive (502) 942-0254 ELIZABETHTOWN Joe Wathen (859) 543-4000 (859) 543-4000 usbank.com (502) 732-6669 Michael JPMorgan Bo Henry Bo Henry Matthew Brent Richardson Chase Bank whitaker whitaker unitedcitizens 1200 N. Dixie bank.com bank.com fortknoxfcu.org CALVERT CITY bank.com Highway U.S. Bank CFSB (502) 566-3671 U.S. Bank 111 S. Fourth St. 456 Fifth Ave. CLINTON COVINGTON Becky McClennen 416 Highland Ave. (502) 533-8770 (270) 727-6125 Clinton Bank Fifth Third Bank chase.com (502) 533-8770 Joe Wathen Jesse Clark 220 E. Clay St. 107 Brent Spence Joe Wathen usbank.com Citizens cfsbky.com (270) 653-4001 Square usbank.com Union Bank Heritage Bank USA Glenn Reid (502) 562-5512 clinton 1830 N. Dixie 20 Oak Plaza Drive Patrick Farnan DAWSON SPRINGS bankky.com Highway (270) 887-8405 CAVE CITY 53.com Planters Bank Inc. BB&T (859) 361-8764 Cell (931) 206-6570 First Community 50 Oak Heights 102 Broadway St. Forcht Bank Christopher Chip Knight Bank of the (270) 886-9030 (502) 562-5848 502 Madison Ave. Jackson bankwith Heartland Barry Meade cubbank.com heritage.com Megan Damron (859) 263-6552 plantersbank 114 E. Jackson St. (336) 550-0678 Chris Robinson online.com Fort Knox Federal (270) 653-4301 bbt.com forchtbank.com Credit Union CAMPBELLSBURG Josh Bailey U.S. Bank 1650 Ring Road United Citizens South Central fcbheartland.com Republic Bank 119 S. Main St. (502) 942-0254 Bank & Trust Co. Bank Inc. & Trust Co. (502) 533-8770 Michael 8198 Main St. 518 N. Dixie Highway 535 Madison Ave. Joe Wathen CLOVERPORT Richardson (270) 651-7466 (502) 329-4510 usbank.com (502) 732-6669 Hancock Bank fortknoxfcu.org Josh Devore Cell (502) 802-8106 Matthew Brent & Trust unitedcitizens southcentral Kathy Pleasant Magnolia Bank Inc. 102 W. Main St. EDGEWOOD bank.com bank.com republicbank.com 651 W. Dixie Ave. (270) 843-2285 Commonwealth (270) 765-4072 Kelcey Rock Bank & Trust Co. CENTRAL CITY Amanda Heady CAMPBELLSVILLE hancockbank CYNTHIA 160 Barnwood Rd. magnolia First Kentucky online.com Citizens Bank & Fifth Third Bank (502) 259-2661 bank.com Trust Co. Bank Inc. 1005 U.S. Highway Nate Evans 109 N. Second St. cbandt.com Cecilian Bank 201 E. Main St. COLUMBIA 27 South (270) 465-8193 (270) 251-4960 (502) 562-5512 1808 N. Dixie Community Trust First Financial Roberta Cox Stacy Overby Patrick Farnan Highway Bank Inc. Bank cbtky.com firstkentucky.com 53.com (270) 737-1593 1005 Jamestown St. 3580 Madison Pike Old National Bank Tracie Oliver Community Trust (800) 422-1090 (317) 237-1588 301 S. Second St. Kentucky Bank thececilian Bank Inc. Terry Spears Jeff Magginnis (859) 825-6097 939 U.S. 27 bank.com 402 Campbellsville ctbi.com (317) 360-7049 John Douglas (859) 987-1795 Bypass Mark Schoettmer WesBanco (810) 522-1409 Darren Henry (800) 422-1090 bankatfirst.com (270) 986-0919 Jeff Billig (859) 988-1352 Terry Spears wesbanco.com/ oldnational.com Shawn King ctbi.com borrow/business- kybank.com loans 26 FUNDING PROGRAMS

Wilson & Muir FLORENCE Stock Yards Bank Traditional GLASGOW HARRODSBURG Bank & Trust Co. BB&T & Trust Co. Bank Inc. Limestone Bank First Financial 250 W. Dixie Ave. 1065 Burlington Pike 4790 Houston Road 91 Arrowhead Court (formerly Bank (502) 479-7203 (502) 562-5848 (513) 824-6158 (859) 498-0414 PBI Bank) 104 S. Chiles St. Andy Parker Megan Damron Van Johnson Ann Beckham 1006 W. Main St. (317) 237-1588 wilsonmuir (336) 550-0678 syb.com traditional (270) 524-7283 Jeff Magginnis bank.com bbt.com bank.com Kenneth Kidd (317) 360-7049 U.S. Bank limestone Mark Schoettmer Central Bank 8461 U.S. Whitaker Bank Inc. bank.com bankatfirst.com ELKTON 7310 Turfway Road Highway 42 130 W. Main St. Heritage Bank (859) 253-6229 (502) 533-8770 (859) 543-4000 South Central Whitaker Bank Inc. 536 W. Main St. Julie Szymanski Joe Wathen Bo Henry Bank Inc. 2001 Pleasant Ridge (270) 887-8405 centralbank.com usbank.com whitakerbank.com 501 SL Rogers (859) 734-3316 Cell (931) 206-6570 Citizens Wells Blvd. Wayne Westerfield Chip Knight (270) 651-7466 whitakerbank.com Deposit Bank FORT MITCHELL FULTON bankwith Josh Devore 8545 U.S. Central Bank Heritage Bank heritage.com Highway 42 southcentral 2075 Dixie USA bank.com HAWESVILLE (502) 845-5639 Highway 306 Lake St. Hancock Bank EMINENCE Diann Harlow (859) 253-6229 (270) 887-8405 U.S. Bank & Trust cdbt.com Citizens Julie Szymanski Cell (931) 206-6570 200 S. Green St. 220 Main St. Deposit Bank Commonwealth centralbank.com Chip Knight (502) 533-8770 (270) 843-2285 5230 S. Main St. Bank & Trust Co. bankwith Joe Wathen Kelcey Rock Huntington Bank (502) 845-5639 7135 Houston Road heritage.com usbank.com hancockbank 2514 Dixie Highway Diann Harlow (502) 259-2661 online.com (859) 514-6022 cdbt.com Nate Evans GEORGETOWN Perry Dunn GRAYSON Independence cbandt.com Limestone Bank huntington.com Central Bank Commercial Bank (formerly Fifth Third Bank 100 W. Main St. Bank of 225 U.S. 60 PNC Bank Inc. PBI Bank) 335 Mt. Zion Road (859) 253-6229 Grayson County (270) 869-0791 2216 Dixie 646 Elm St. (502) 562-5512 Julie Szymanski 208 E. Main St. Jim Davis Highway (270) 524-7283 Patrick Farnan centralbank.com (606) 474-7811 1776bank.com (513) 841-0024 Kenneth Kidd 53.com Community Trust Mark Strother Chris Goecke limestone cbgrayson.com Heritage Bank Inc. Bank Inc. HAZARD bank.com pnc.com 7434 U.S. 112 Osborne Way Community Trust United Citizens Highway 42 (800) 422-1090 GREENVILLE Bank Inc. FRANKFORT Bank & Trust Co. (859) 261-2430 Terry Spears First Kentucky 1665 Combs Road Community Trust ctbi.com 5364 S. Main St. Robert Lamothe Bank Inc. (800) 422-1090 Bank Inc. (502) 732-6669 heritage Peoples 145 N. Main St. Terry Spears bank-ky.com 427 Versailles Road Matthew Brent Exchange Bank (270) 251-4960 ctbi.com (800) 422-1090 unitedcitizens Heritage Bank 923 S. Broadway Stacy Overby Terry Spears Whitaker bank.com 7434 U.S. (859) 744-9400 firstkentucky.com ctbi.com Bank Inc. Highway 42 Louise Howerton Old National Bank 777 Morton Blvd. Independence pebank.com FANCY FARM (859) 261-2430 131 E. Main Cross St. (859) 734-3316 Robert Lamothe Bank First Community Republic Bank & (859) 825-6097 Wayne Westerfield heritage 629 Versailles Road Bank of the Trust Co. John Douglas whitakerbank.com bank-ky.com (270) 869-0791 Heartland 430 Connector Road (810) 522-1409 10308 State Route Huntington Bank Jim Davis Jeff Billig (502) 329-4510 HENDERSON 80 West 6985 Houston Road 1776bank.com oldnational.com Cell (502) 802-8106 Fifth Third Bank (270) 653-4301 (859) 514-6022 Republic Bank & Kathy Pleasant 2555 U.S. 41 North Josh Bailey Perry Dunn Trust Co. republicbank.com HARDINSBURG (502) 562-5512 fcbheartland.com huntington.com 100 Highway 676 Whitaker Bank Inc. Cecilian Bank Patrick Farnan (502) 329-4510 Republic Bank 101 W. Main St. 76 Public Square 53.com Cell (502) 802-8106 & Trust Co. (859) 543-4000 (270) 737-1593 Kathy Pleasant Independence 8315 U.S. Bo Henry Tracie Oliver republicbank.com Bank Highway 42 whitakerbank.com thececilian (502) 329-4510 bank.com 235 N. Elm St. Cell (502) 802-8106 (270) 869-0791 Kathy Pleasant Jim Davis republicbank.com 1776bank.com 27 FUNDING PROGRAMS

U.S. Bank INDEPENDENCE BB&T Republic Bank & BB&T Peoples Exchange 2606 Zion Road Heritage Bank Inc. 200 W. Vine St., Trust Co. 200 W. Vine St., Bank (502) 533-8770 2040 Declaration suite 100 535 Madison Ave. suite 100 3101 Clays Mill Joe Wathen Drive (502) 562-5848 (502) 329-4510 (502) 562-5848 Road, suite 100 usbank.com (859) 261-2430 Megan Damron Cell (502) 802-8106 Megan Damron (859) 744-9400 Robert Lamothe (336) 550-0678 Kathy Pleasant (336) 550-0678 Louise Howerton heritage bbt.com republicbank.com bbt.com pebank.com HIGHLAND bank-ky.com HEIGHTS Citizens JPMorgan Republic Bank & Stock Yards Bank Huntington Bank Union Bank LEITCHFIELD Chase Bank Trust Co. & Trust Co. 6433 Taylor 2100 KY 53 Fort Knox Federal 1824 Alysheba Way 2401 Harrodsburg 2635 Alexandria Pike Mill Road (859) 361-8764 Credit Union (502) 566-3671 Road (513) 824-6158 (859) 514-6022 Christopher 1453 Elizabethtown Becky McClennen (502) 329-4510 Van Johnson Perry Dunn Jackson Road chase.com Cell (502) 802-8106 huntington.com cubbank.com syb.com (502) 942-0254 Central Bank Kathy Pleasant Michael republicbank.com WesBanco Stock Yards Bank 300 W. Vine St. KEVIL & Trust Co. Richardson (859) 253-6229 (270) 986-0919 Traditional First Community 515 S. First St. fortknoxfcu.org Julie Szymanski wesbanco.com/ Bank Inc. Bank of the (513) 824-6158 centralbank.com borrow/business- Cecilian Bank 3353 Tates Heartland Van Johnson loans 76 Public Square Community Trust Creek Road 952 Kentucky Ave. syb.com (270) 737-1593 Bank Inc. (859) 498-0414 (270) 653-4301 HODGENVILLE Tracie Oliver 100 E. Vine St. Ann Beckham Josh Bailey Fort Knox Federal LANCASTER thececilian (800) 422-1090 traditional fcbheartland.com Credit Union Whitaker Bank Inc. bank.com Terry Spears bank.com 299 Lincoln Drive 39 Public Square ctbi.com Wilson & Muir WesBanco (502) 942-0254 LA CENTER (859) 734-3316 C-Plant Federal Bank & Trust Co. Cumberland Valley (859) 244-7201 Michael Wayne Westerfield 118 S. Main St. National Bank wesbanco.com/ Richardson Credit Union whitakerbank.com (502) 479-7203 900 Beasley St., borrow/business- fortknoxfcu.org 339 E. Kentucky Drive Andy Parker suite 150 loans Magnolia Bank Inc. LAWRENCEBURG wilsonmuir (606) 878-7010 Jacob Chambers Whitaker Bank Inc. 794 Old First Financial bank.com Haskew Hayes (270) 650-3106 2001 Pleasant Ridge Elizabethtown Road Bank cvnb.com cplant.com (859) 543-4000 (270) 765-4072 1012 Bypass North LEWISPORT Fifth Third Bank First Community Bo Henry Amanda Heady (317) 237-1588 Hancock Bank 250 W. Main St., whitakerbank.com magnolia Bank of the Jeff Magginnis & Trust suite 300 bank.com Heartland (317) 360-7049 8280 U.S. Highway (502) 562-5512 414 W. Kentucky LONDON Mark Schoettmer 60 West Patrick Farnan Drive Community Trust HOPKINSVILLE bankatfirst.com (270) 843-2285 53.com (270) 653-4301 Bank Inc. Bank of Cadiz Kelcey Rock Josh Bailey Town & Country Forcht Bank 38 Shiloh Drive 2808 Ft. hancockbank fcbheartland.com Bank and Trust Co. 2404 Sir Barton Way Campbell Blvd. online.com (800) 422-1090 1102 Bypass South (859) 263-6552 Terry Spears (270) 522-6066 Regions Bank (502) 348-3911 Independence Chris Robinson ctbi.com Kevin Atwood 312 Broadway Raffo Wimsett Bank forchtbank.com bankofcadiz.com (270) 441-1543 mytcbt.bank 8523 U.S. Highway Cumberland Maci McGullion Huntington Bank Heritage Bank USA 60 West Valley (615) 309-3415 2333 Alexandria 4155 Lafayette Road (270) 869-0791 National Bank Courtney Crants LATONIA Drive (270) 887-8405 Jim Davis 100 S. Main St. regions.com Heritage Bank Inc. (859) 514-6022 Cell (931) 206-6570 1776bank.com (606) 878-7010 3600 Decoursey Ave. Perry Dunn Chip Knight Haskew Hayes (859) 261-2430 huntington.com bankwith LAGRANGE cvnb.com Robert Lamothe heritage.com Bedford Loan and LEXINGTON Old National Bank heritage Forcht Bank Deposit Bank Bank of the 249 E. Main St., bank-ky.com 50 Old Planters Bank Inc. 1010 New Bluegrass suite 101 1312 Main St. Whitley Road Moody Lane Huntington Bank 215 Southland Drive (859) 825-6097 (270) 886-9030 (859) 263-6552 LaGrange, KY 40031 3517 Decoursey Ave. (859) 685-3046 John Douglas Barry Meade Chris Robinson (502) 222-4546 (859) 514-6022 Thomas E. Greinke (810) 522-1409 plantersbank bankofthe forchtbank.com Bart Leet Perry Dunn Jeff Billig online.com bluegrass.com bedfordbank.com huntington.com oldnational.com 28 FUNDING PROGRAMS

LOUISVILLE Fort Knox Federal Wilson & Muir C-Plant Federal First State Bank MOUNT BB&T Credit Union Bank & Trust Co. Credit Union of the Southeast WASHINGTON 401 W. Main St., 9915 Dixie Highway 130 St. Matthews 1101 Paris Road 1810 Cumberland Citizens suite 200 (502) 942-0254 Ave. Jacob Chambers Ave. Union Bank (502) 562-5848 Michael (502) 479-7203 (270) 650-3106 (606) 248-6236 375 Oakbrooke Megan Damron Richardson Andy Parker cplant.com Wade Bevins Drive (336) 550-0678 fortknoxfcu.org wilsonmuir ourfsb.bank (859) 361-8764 First Kentucky bbt.com bank.com Christopher Independence Bank Inc. MORGANFIELD Jackson JPMorgan Bank 223 S. Sixth St. MADISONVILLE C-Plant Federal cubbank.com Chase Bank 3901 Shelbyville (270) 251-4960 C-Plant Federal Credit Union 416 W. Jefferson St. Road Stacy Overby Peoples Bank Credit Union 817 U.S. Highway (502) 566-3671 (270) 869-0791 firstkentucky.com 415 Oak 182 Madison 60 East Becky McClennen Jim Davis Brooke Drive Square Drive FNB Bank Inc. Jacob Chambers chase.com 1776bank.com (502) 538-7301 Jacob Chambers 101 E. Broadway (270) 650-3106 Denise Laferty Central Bank Limestone Bank (270) 650-3106 (270) 251-6058 cplant.com peoplesbank 321 W. Main St. (formerly cplant.com Pat Bynum Fifth Third Bank mtw.com (859) 253-6229 PBI Bank) growwithfnb.com Hancock Bank 250 N. Morgan St. Julie Szymanski 2500 Eastpoint & Trust Independence (502) 562-5512 centralbank.com Parkway MUNFORDVILLE 2420 N. Main St. Bank Patrick Farnan (270) 524-7283 Limestone Bank Commonwealth (270) 843-2285 100 E. College St. 53.com Kenneth Kidd (formerly Bank & Trust Co. Kelcey Rock (270) 869-0791 Old National Bank limestone PBI Bank) 4912 U.S. bank.com hancockbank Jim Davis oldnational.com 949 S. Dixie Highway Highway 42 online.com 1776bank.com 130 N. Morgan St. Paducah Bank & (270) 524-7283 (502) 259-2661 (859) 825-6097 Trust Co. Fifth Third Bank Regions Bank Kenneth Kidd Nate Evans John Douglas 9200 Shelbyville 1389 Whittington 1104 Paris Road limestone cbandt.com (810) 522-1409 Road Drive (270) 441-1543 bank.com Jeff Billig Eclipse Bank (270) 575-5700 (502) 562-5512 Maci McGullion 3827 Shelbyville Mark Link Patrick Farnan (615) 309-3415 53.com MOREHEAD MURRAY Road paducahbank.com Courtney Crants Kentucky Bank Bank of Cadiz (502) 671-4899 regions.com Republic Bank & Independence kybank.com 307-A N. 12th St. Cell (502) 550-7634 Trust Co. Bank 400 W. First St. (270) 522-6066 Thomas R. Bannon 629 E. Center St. 661 S. Hurstbourne MAYSVILLE (859) 987-1795 Kevin Atwood eclipsebank.com Parkway (270) 869-0791 Citizens Darren Henry bankofcadiz.com Jim Davis Fifth Third Bank (502) 329-4510 Deposit Bank (859) 988-1352 1776bank.com BB&T 401 S. Fourth St., Cell (502) 802-8106 1201 US Highway 68 Shawn King 1104 Chestnut St. eighth floor Kathy Pleasant U.S. Bank (502) 845-5639 Whitaker Bank Inc. (502) 562-5848 (502) 562-5512 republicbank.com 406 S. Seventh St. Diann Harlow 140 E. Main St. Megan Damron Patrick Farnan (502) 533-8770 cdbt.com Stock Yards Bank (859) 734-3316 (336) 550-0678 53.com & Trust Co. Joe Wathen U.S. Bank Wayne Westerfield bbt.com 1040 E. Main St. usbank.com First Financial 1176 US Highway 68 whitakerbank.com (513) 824-6158 CFSB Bank (502) 533-8770 Van Johnson 1721 N. 12th St. 293 N. Hubbards MAGNOLIA Joe Wathen MOUNT STERLING syb.com (270) 727-6125 Lane Magnolia Bank Inc. usbank.com Peoples 4910 L&N Turnpike Jesse Clark (317) 237-1588 U.S. Bank Exchange Bank (270) 765-4072 cfsbky.com Jeff Magginnis 6010 Brownsboro 212 Apperson Amanda Heady MIDDLESBORO (317) 360-7049 Park Blvd., suite C Heights magnolia Community Trust Heritage Bank USA Mark Schoettmer (502) 533-8770 (859) 744-9400 bank.com Bank Inc. 1601 N. 12th St. bankatfirst.com Joe Wathen Louise Howerton 1918 (270) 887-8405 usbank.com pebank.com Cell (931) 206-6570 Forcht Bank MAYFIELD Cumberland Ave. WesBanco Traditional Chip Knight 3747 Lexington CFSB (800) 422-1090 (502) 569-4285 Bank Inc. bankwith Road 100 Dick Terry Spears wesbanco.com/ 49 W. Main St. heritage.com (859) 263-6552 Castleman Bypass ctbi.com borrow/business- (859) 498-0414 Chris Robinson (270) 727-6125 loans Ann Beckham forchtbank.com Jesse Clark traditional cfsbky.com bank.com 29 FUNDING PROGRAMS

Independence NICHOLASVILLE PADUCAH Traditional PINEVILLE PNC Bank Inc. Bank Central Bank CFSB Bank Inc. Community Trust 100 N. Dixie Blvd. 721 S. 12th St. 301 N. Main St. 2550 Irvin 3333 Lexington Bank Inc. (513) 841-0024 (270) 869-0791 (859) 253-6229 Cobb Drive Road 11792 U.S. Chris Goecke Jim Davis Julie Szymanski (270) 727-6125 (859) 498-0414 Highway 25 East pnc.com centralbank.com 1776bank.com Jesse Clark Ann Beckham (800) 422-1090 Cecilian Bank cfsbky.com traditional Terry Spears 245 N. Dixie Blvd. Regions Bank Kentucky Bank bank.com ctbi.com 515 N. 12th St. 920 N. Main St. C-Plant Federal (270) 737-1593 (270) 441-1543 (859) 987-1795 Credit Union First State Bank Tracie Oliver thececilian Maci McGullion Darren Henry 118 Bleich Road PARK CITY of the Southeast bank.com (615) 309-3415 (859) 988-1352 Jacob Chambers South Central 287 US Courtney Crants Shawn King (270) 650-3106 Bank Inc. Highway 119 regions.com kybank.com cplant.com 24127 Louisville (606) 248-6236 RICHMOND Road Wade Bevins Central Bank U.S. Bank Town & Country FNB Bank Inc. (270) 651-7466 ourfsb.bank 350 W. Main St. 1111 Main St. Bank and Trust Co. 3445 Loan Josh Devore (859) 253-6229 (502) 533-8770 3082 Bannon Road Oak Road southcentral Julie Szymanski Joe Wathen (502) 348-3911 (270) 251-6058 bank.com PRINCETON centralbank.com usbank.com First Southern Raffo Wimsett Pat Bynum Cumberland Valley mytcbt.bank growwithfnb.com National Bank National Bank PENDLETON 101 W. NEWPORT 2110 Lexington Independence Bedford Loan & Washington St. BB&T Road OLIVE HILL Bank Deposit Bank (606) 365-2137 401 W. Main St., (606) 878-7010 Commercial Bank 3143 Broadway St. 943 Pendleton Road Doug Daniel suite 200 of Grayson County (270) 869-0791 (502) 222-4546 fsnb.net Haskew Hayes (502) 562-5848 cvnb.com 155 E. Tom T. Jim Davis Bart Leet Megan Damron Hall Blvd. 1776bank.com bedfordbank.com Planters Bank Inc. Fifth Third Bank (336) 550-0678 (606) 474-7811 208 N. Jefferson St. 800 Eastern Bypass bbt.com United Citizens Mark Strother Paducah Bank (270) 886-9030 (502) 562-5512 Bank & Trust Co. cbgrayson.com & Trust Co. Barry Meade Patrick Farnan Heritage Bank Inc. 7962 LaGrange 647 Monmouth 555 Jefferson St. plantersbank 53.com (270) 575-5700 Road online.com (859) 261-2430 OWENSBORO First Southern Mark Link (502) 732-6669 Robert Lamothe JPMorgan paducahbank.com Matthew Brent National Bank heritage Chase Bank unitedcitizens PROVIDENCE 894 Richmond bank-ky.com 2938 Frederica St. Regions Bank bank.com Independence Plaza Bank U.S. Bank (502) 566-3671 2990 Loan (606) 365-2137 211 U.S. Highway 810 Monmouth St. Becky McClennen Oak Road Doug Daniel PIKEVILLE 41-A South (502) 533-8770 chase.com (270) 441-1543 fsnb.net BB&T (270) 869-0791 Joe Wathen Maci McGullion Fifth Third Bank 3663 N. Mayo Trail usbank.com (615) 309-3415 Jim Davis RUSSELLVILLE 3205 S. Frederica St. (502) 562-5848 1776bank.com Courtney Crants BB&T (502) 562-5512 Megan Damron regions.com 102 NW Park Square NEW CASTLE Patrick Farnan (336) 550-0678 Planters Bank Inc. (502) 562-5848 United Citizens 53.com bbt.com 2251 Westerfield Megan Damron Bank & Trust Co. PARIS Drive Community Trust (336) 550-0678 25 S. Main Independence Fifth Third Bank (270) 886-9030 Bank Inc. bbt.com (502) 732-6669 Bank 3350 Lexington Barry Meade 3228 Highway 54 346 N. Mayo Trail Matthew Brent Road plantersbank First Southern (800) 422-1090 unitedcitizens (270) 869-0791 (502) 562-5512 online.com National Bank bank.com Jim Davis Patrick Farnan Terry Spears 88 S. Bethel St. 1776bank.com ctbi.com 53.com RADCLIFF (606) 365-2137 Fort Knox Federal Doug Daniel NEW HAVEN Old National Bank Kentucky Bank U.S. Bank Credit Union fsnb.net Town & Country 3230 Mt. Moriah Ave. 401 Main St. 9782 Meta 3939 S. Dixie Blvd. U.S. Bank Bank and Trust Co. (859) 825-6097 (859) 987-1795 Highway (502) 942-0254 135 W. Fourth St. 148 S Main St. John Douglas Darren Henry (502) 533-8770 Michael (502) 533-8770 (502) 348-3911 (810) 522-1409 (859) 988-1352 Joe Wathen usbank.com Richardson Joe Wathen Raffo Wimsett Jeff Billig Shawn King fortknoxfcu.org usbank.com mytcbt.bank oldnational.com kybank.com

30 FUNDING PROGRAMS

SCOTTSVILLE SHEPHERDSVILLE Forcht Bank South Central WHITESBURG Community Trust Edmonton Fort Knox Federal 1846 S. Highway 27 Bank Inc. Community Trust Bank Inc. State Bank Credit Union (859) 263-6552 328 N. Main St. Bank Inc. 1110 Pioneer Road 213 N. Main St. 545 Conestoga Chris Robinson (270) 651-7466 155 Main St. (800) 422-1090 (270) 487-6123 Parkway forchtbank.com Josh Devore (800) 422-1090 Terry Spears Tony High (502) 942-0254 southcentral Terry Spears ctbi.com edmonton Michael United bank.com ctbi.com statebank.com Richardson Cumberland Peoples fortknoxfcu.org Bank Whitaker Bank Inc. Exchange Bank South Central 2568 S. Highway 27 VANCEBURG 187 Main St. 175 Brooks Bank Inc. Limestone Bank (606) 376-5031 Citizens (859) 734-3316 Place Way 414 E. Main St. (formerly Michael Bush Deposit Bank Wayne Westerfield (859) 744-9400 (270) 651-7466 PBI Bank) unitedcumber 10 Second St. whitakerbank.com Louise Howerton Josh Devore 155 Conestoga land.com (502) 845-5639 pebank.com southcentral Parkway Diann Harlow WICKLIFFE bank.com (270) 524-7283 cdbt.com Traditional STANFORD First Community Kenneth Kidd Bank Inc. U.S. Bank First Southern Bank of the 875 Colby Road limestone VERSAILLES 716 E. Main St. National Bank Heartland (859) 498-0414 bank.com Community Trust (502) 533-8770 102 W. Main St. 359 Court St. Ann Beckham Bank Inc. Joe Wathen Republic Bank (606) 365-2137 (270) 653-4301 traditional 101 N. Main St. usbank.com & Trust Co. Doug Daniel Josh Bailey bank.com (800) 422-1090 438 KY 44 fsnb.net fcbheartland.com Terry Spears (502) 329-4510 SEEBREE ctbi.com WHITLEY CITY Cell (502) 802-8106 Independence STANTON WILLIAMSBURG United Kathy Pleasant Bank Peoples Kentucky Bank Cumberland Valley Cumberland republicbank.com 308 U.S. Highway 41 Exchange Bank 520 Marsailles Road National Bank Bank 53 E. Pendleton St. (859) 987-1795 896 S. U.S. (270) 869-0791 Stock Yards Bank 47 S. Main St. (859) 744-9400 Darren Henry Highway 25 West Jim Davis & Trust Co. (606) 376-5031 1776bank.com Louise Howerton (859) 988-1352 (606) 878-7010 183 Adam Michael Bush pebank.com Shawn King Haskew Hayes unitedcumber Planters Bank Inc. Shepherd Parkway kybank.com cvnb.com land.com 796 Highway 41N (513) 824-6158 Whitaker Bank Inc. (270) 886-9030 Van Johnson 130 Main St. WesBanco First State Bank Barry Meade syb.com (859) 734-3316 (859) 244-7201 of the Southeast NATIONAL/ plantersbank Wayne Westerfield wesbanco.com/ 941 N. Highway REGIONAL BANKS WesBanco online.com whitaker borrow/business- 25 West Fidelity Bank (502) 569-4285 bank.com loans (404) 553-2350 wesbanco.com/ (606) 248-6236 Cheryl Dalton SHELBYVILLE borrow/business- Wade Bevins ourfsb.bank lionbank.com/ Citizens loans STURGIS WALTON business Union Bank Planters Bank Inc. Fifth Third Bank 1854 Midland Trail 520 Adams St. 340 Richwood Road SOMERSET WINCHESTER KeyBank (859) 361-8764 (502) 562-5512 Community Trust (270) 886-9030 BB&T key.com/small- Christopher Patrick Farnan Bank Inc. Barry Meade 825 Bypass Road business Jackson plantersbank 53.com 239 N. Highway 27 (502) 562-5848 cubbank.com online.com Live Oak (800) 422-1090 Megan Damron Heritage Bank Inc. Banking Co. Terry Spears (336) 550-0678 Commonwealth 235 Mary Grubbs (877) 890-5867 ctbi.com TOMPKINSVILLE bbt.com Bank & Trust Co. Highway Steve Smits 422 Main St. Edmonton (859) 261-2430 Cumberland Central Bank liveoakbank.com (502) 259-2661 State Bank Robert Lamothe Valley National 300 W. Vine St. Nate Evans 213 N. Main St. heritage Wells Fargo Bank Bank (859) 253-6229 cbandt.com (270) 487-6123 bank-ky.com (612) 667-1503 1520 S. Highway 27 Julie Szymanski Tony High centralbank.com James Kallestad Fifth Third Bank (606) 878-7010 edmontonstate Huntington Bank wellsfargo.com 300 Taylorsville Haskew Hayes bank.com 287 Richwood Road Road cvnb.com (859) 514-6022 (502) 562-5512 Perry Dunn Patrick Farnan huntington.com 53.com

31 FUNDING PROGRAMS

Participating Certified Participating Mountain Association for Community Economic Development Development Microlenders Serving Adair, Bath, Bell, Boyd, Breathitt, Carter, Casey, Clark, Clay, Clinton, Companies Community Ventures Cumberland, Edmonson, Elliott, Estill, Servicing Adair, Allen, Anderson, Capital Access Corporation-Kentucky Fleming, Floyd, Garrard, Green, Greenup, Ballard, Barren, Boone, Bourbon, Boyle, 401 W. Main St., Harlan, Hart, Jackson, Johnson, Knott, Breckinridge, Bullitt, Butler, Caldwell, suite 2010 Knox, Laurel, Lawrence, Lee, Leslie, Calloway, Campbell, Carlisle, Carroll, Casey, Louisville Letcher, Lewis, Lincoln, McCreary, Madison, Christian, Clark, Crittenden, Cumberland, (502) 584-2175 Magoffin, Martin, Menifee, Metcalfe, Daviess, Edmonson, Estill, Fayette, Franklin, Will Fensterer and Susie Redmon Monroe, Montgomery, Morgan, Owsley, Fulton, Gallatin, Garrard, Grant, Graves, cac-ky.org Perry, Pike, Powell, Pulaski, Robertson, Grayson, Green, Hancock, Hardin, Harrison, Rockcastle, Rowan, Russell, Wayne, Whitley, Community Ventures Hart, Henderson, Henry, Hickman, and Wolfe counties 1450 N. Broadway Hopkins, Jefferson, Jessamine, Kenton, 433 Chestnut St. Lexington Larue, Lincoln, Livingston, Logan, Lyon, Berea (859) 231-0054 Madison, Marion, Marshall, McCracken, (859) 986-2373 VP of Commercial Lending Lynn Littrell McLean, Meade, Mercer, Metcalfe, Monroe, maced.org cvky.org Muhlenberg, Nelson, Nicholas, Ohio, Oldham, Owen, Pendleton, Powell, Scott, Purchase Area Development District HCDC Business Lending Shelby, Simpson, Spencer, Taylor, Todd, Serving Ballard, Calloway, Carlisle, (513) 631-8292 Trigg, Trimble, Union, Warren, Washington, Fulton, Graves, Hickman, Marshall, and Andy Young and Webster, and Woodford counties McCracken counties Mike Crowe cvky.org 1002 Medical Drive hcdc.com/financing 1450 N. Broadway Mayfield Premier Capital Lexington (270) 247-7171 (317) 613-3502 (859) 231-0054 Mike Maxwell purchaseadd.org Gary Huff 1812 W. Muhammad Ali Blvd. 504partner.com Louisville Southeast Kentucky Economic Purchase Area Development District (502) 566-6076 Development Corp. (270) 247-7171 VP of Business Development Dan Serving Adair, Bath, Bell, Breathitt, Boyd, Mike Maxwell Heffernan Carter, Casey, Clay, Clinton, Cumberland, purchaseadd.org 205 N. Columbia Ave. Elliott, Estill, Floyd, Garrard, Green, Campbellsville Harlan, Jackson, Jessamine, Johnson, Small Business Growth Corp. (270) 849-2323 Knott, Knox, Laurel, Lawrence, Lee, Serving Ballard, Carlisle, Crittenden, Pam Russell, AVP Leslie, Letcher, Lincoln, Magoffin, Martin, Graves, Livingston, Marshall, McCracken, McCreary, Menifee, Metcalfe, Monroe, Union, and Webster counties 200 E. Third St., Morgan, Owsley, Perry, Pike, Pulaski, (217) 787-7557 suite 302 Rockcastle, Rowan, Russell, Taylor, Wayne, Doug Kinley Owensboro, KY 42303 Whitley, and Wolfe counties (270) 926-0299 growthcorp.com 2292 S. Highway 27 Ron Burkins, AVP Somerset (606) 677-6102 Kentucky Highlands Investment Corp. Community Advantage Serving Bell, Clay, Clinton, Cumberland, Brett Traver southeastkentucky.com Lenders Estill, Harlan, Jackson, Knox, Laurel, Lee, Leslie, Letcher, Lincoln, Madison, McCreary, Community Ventures Owsley, Perry, Pulaski, Rockcastle, Russell, 1450 N. Broadway Wayne, and Whitley counties Lexington (606) 864-5175 (859) 231-0054 khic.org VP of Commercial Lending Lynn Littrell cvky.org

Kentucky Highlands Investment Corp. (606) 864-5175 VP of Business Lending Mark Bolinger khic.org

32 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 prime + 6% INTEREST RATE: 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%

33 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 8) for for working capital to finance foreign sales or to export or ramping up international trade exporting assistance from profes- for fixed assets, helping you better compete on a fast timeline. sional business counselors. globally. You can apply for lines of credit prior to Max loan amount: $500,000

34 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. 35 FUNDING PROGRAMS R&D Opportunities for High Growth Startups Engaged in high-risk research and development? Compete for funding to develop your cutting-edge technology.

Do you work in one of these areas? »» advanced materials »» agTech »» artificial intelligence »» biomedical »» cybersecurity »» energy »» first response »» national security »» space exploration The Small Business Innovation Research and the Small Business Technology Transfer programs, also called America’s Seed Fund, provide more than $3.5 billion in early stage capital through a competitive awards process.

How it works Every year, participating federal agencies announce topical areas that address their R&D needs. Eligible businesses submit proposals to win either grants or contracts. There are three phases: »» The proof-of-concept stage typically lasts from 6-12 months, and ranges from $100,000-$225,000. »» The full R&D period lasts about 24 months and typically provides $600,000- $1.5 million. »» The commercialization stage is when you seek public or private funds for your venture. COURTESY OF THE SBA

◀ How your startup benefits

HOW THE SBA HELPED US SUCCEED The funding agency does not take an equity Killer Snails brings science out of the laboratory and into classrooms and living rooms position or ownership of your business. The with award-winning educational games, such as BioDive, Assassins of the Sea, and federal government also protects data rights and Biome Builder. The Brooklyn, NY-based business gained access to startup funding the ability to win sole-source phase III contracts. thanks to the Small Business Innovation Research program. Dr. Mandë Holford, left, Participating agencies: Jessica Ochoa Hendrix, right, and Dr. Lindsay Portnoy envisioned how venomous »» Department of Agriculture marine snail research could be used in extended reality and digital learning to engage students and meet educators’ needs. The business has raised more than $1.2 million to »» Department of Commerce support a team of full-time employees. Killer Snails’s tabletop, digital, augmented and ›› National Institute of Standards virtual reality games have won national and international awards. and Technology

36 ›› National Oceanic and Atmospheric Administration »» Department of Defense »» Department of Education »» Department of Energy »» Department of Health and Human Services »» Department of Homeland Security »» Department of Transportation »» Environmental Protection Agency »» NASA »» National Science Foundation Visit sbir.gov to find funding opportunities and helpful program tutorials, as well as past award winners, such as Qualcomm, iRobot, Illumina, and Symantec.

SBIR Road Tour Visit sbirroadtour.com to learn about national events connecting entrepreneurs working on advanced tech to the country’s largest source of early stage funding. Each SBIR Road Tour stop introduces participating federal agency program managers, who oversee over 5,000 new awards annually. Southwest U.S. stops in Arizona, Texas, New Mexico, and Colorado are planned for mid-August. Eastern stops in Vermont, New York, New Jersey, Pennsylvania, and Maryland are planned for mid-September. The road tour stops in Miami and Puerto Rico in November.

Investment Capital Looking for investors? For mature, profitable busi- nesses with sufficient cash flow to pay interest, a Small Business Investment Company can help scale up your small business.

How an SBIC works Investment companies with financing expertise in certain industry sectors receive SBA-guaranteed loans, which means the federal government is responsible in case of default. These investment companies then use the SBA-guaranteed capital and private funds to invest in qualifying small businesses. Each SBIC has its own investment profile in terms of targeted industry, geogra- phy, company maturity, the types and size of financing they provide.

To be eligible The majority of your employees and assets must be within the United States. Some ineligible small businesses and activities include relenders, real estate, project financing, and foreign investment. Visit sba.gov and click on Funding Program and then Investment Capital.

37 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 38 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, the SBA

COURTESY OF THE SBA will in 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. When you're affected by a disaster the SBA, the Federal Information you need to get started: • address of damaged residence or business Emergency Management Agency, and other organizations and contact information work together to provide assistance. Once immediate safety and security needs are met, the SBA helps get you and your • insurance information, including type of community back to where you were before the disaster. Since insurance, policy numbers, and amount received low-interest SBA disaster assistance loans are government aid, creditworthiness and the ability to repay are taken into • household and/or business income consideration before a loan is awarded. • description of disaster-caused damage and losses

39 FUNDING PROGRAMS DISASTER ASSISTANCE

The SBA provides direct low-interest loans to Keep businesses of all sizes, nonprofits, homeowners, in and renters to repair mind Since an SBA disaster or replace damaged assistance loan is a direct loan from the property not covered government, other

COURTESY OF THE SBA organizations may by insurance or other reduce or not award Business Development Center, which you a grant if you have provided assistance with financing forms of assistance. received an SBA loan options and marketing. She continues or other assistance for to meet with SBDC advisers every SBA disaster assistance your disaster loss. Be month to remain competitive in an sure to check with the ever-changing economy. loans can also be used organization offering During disasters, the responsibility assistance to see how falls on the owner’s shoulders. But to rebuild stronger, an SBA loan might one lesson Stephanie has learned is affect your eligibility for the value in reaching out to others protecting your home or their program. In gen- for assistance and counsel. While her eral, recovery expenses brick-and-mortar restaurant was being business against future covered by insurance, rebuilt, she sold from a food truck. FEMA or other forms of When the restaurant was operational assistance may reduce again, she advertised that with damage caused by a the amount provided spray paint on the plywood covering by your SBA disaster the broken windows. Stephanie disaster. For information assistance loan. and her wife, Gabrie Vitori, rebuilt Cheeseburger Baby by depending on visit sba.gov/disaster. each other and SBA assistance. See their story on YouTube by searching for the 2019 Phoenix Award for Small Business Disaster Recovery. “You’ve got to have resiliency. You’ve got to swallow your pride sometimes,” Stephanie says. “But you also have to believe in your product.” Get Ready Benefit The Ready Business program, ready.gov/business, For Cheeseburger Baby, that product gives step-by-step guidance on how to prepare will continue satisfying the burger your business for a disaster. The series includes hankerings of locals, celebrities, and preparedness toolkits for earthquakes, hurricanes, tourists alike. Vitori sees expansion in her future—she’d like to have a brick- inland flooding, power outages, and severe winds/ and-mortar restaurant and food truck tornadoes. Spanish materials are available. 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.”

40 DISASTER ASSISTANCE FUNDING PROGRAMS Getting Back to Business: Six essential preparedness steps for creating a continuity plan The financial and emotional cost of rebuilding a business after a disaster can be overwhelming. With a business continuity plan in place, you can recover more quickly.Your plan also puts you in a better position to contribute to the economic recovery of your community.

1 Establish a communications plan • Test your calling tree or communications list to reach employees to ensure they and their families are safe.

2 3 Protect your documents Review insurance coverage • Keep copies of vital business documents in a digital • Contact your insurance agent to find out if your coverage format or in an accessible, protected off-site location. is right for your business; make sure you understand the policy limits and deductibles. • Ask about business interruption insurance, which compensates you for lost income and covers operating expenses if your company has to temporarily shut down because of a disaster.

Establish a solid supply chain

• If your vendors and suppliers are local and the disaster is widespread, you will all be in the same situation— 4 struggling to recover. Put a disaster response plan in place to get key supplies from companies outside your area. Create a contact list of contractors and vendors you plan to use.

OPEN 5 6 Plan for an alternative location Practice your plan with your staff • Identify several places to relocate your operations in case Based on your location, assess your risk you must close your primary location for an extended time. for every type of emergency. • Consider creative options for available office space, including • Discuss as a group how your plan would be affected by sharing space and resources with other businesses. different types of disasters, such as an earthquake, tornado, • Allow employees to telecommute until your location reopens. flood, mudslight, or hurricane.

41 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.

42 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; all projects up to $100,000 and 80% for all other small businesses.

Need a surety bond guarantee fast? For contracts under $400,000, the process is streamlined using the SBA’s 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 36 surety companies and hundreds of bonding agents. Find authorized agents at sba.gov/osg. Do you want to discuss the advantages of the SBA’s Surety Bond Guarantee program? Contact a bonding specialist:

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

43 CONTRACTING Doing Business with the Government

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

44 CONTRACTING

Tips for CONTRACTING 5Success: Find 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.

45 CONTRACTING How to do business with the government

Identify your product or service number at Obtain a free DUNS number at 1 naics.com. 5 fedgov.dnb.com/webform. Search the FedBizOpps database (fbo.gov) to Register with the System for Award see if any federal agencies are looking for your Management (sam.gov) to start doing 2 product or service. 6 business with the government. Attend an SBA district office workshop on Are you eligible for SBA certification contracting. Visit sba.gov/localassistance programs? Read more about the 8(a), 3 to find your local office. 7 woman-owned small business, and HUBZone programs. Find out if you are Talk to a local Small Business Development eligible and upload all required documents Center counselor (see page 8) or visit a to certify.sba.gov. 4 Procurement Technical Assistance Program adviser. Find your closest center at aptac-us.org.

46 CONTRACTING

Government Contracting OPEN GovernmentIs it for you? Contracting Is it right for you? GovernmentGovernment contracting contracting can can bebe a avaluable valuable tool to tool grow to your grow small yourbusiness, small but it business,isn’t for but it isn't for everyone. Completeeveryone. the Complete following the following readiness readiness assessment assessment to to help help you decideyou decide whether whetheryour your company can successfully competecompany can for successfully government compete contracts.for government contracts.

Does the government buy the Are you capable o ulllng Confirm your answer to all product or servce that you sell a government contract e.g. o the ollowng: time, staffing, and materials)? ∙ Is the majority owner(s) a U.S. citizen? ✓ Continue to question 2. ∙ Does your company have a place of ✓ Continue to question 3. business in the U.S.? ∙ Is your business organized for profit? x overnment contractng may ∙ Does your business generate revenue? not be or you at ths tme. Your local SBA district office can help you gauge ramp-up tme and Continue to question 4. Start with your local SBA district other actors that contrbute to ✓ office. If you can't identify at least government contractng success. three ederal agences that mght x These are requirements for buy what you sell contractng mght partcpaton n government not be rght or you. contractng programs.

Do you have cash on hand to Do you have an accountng Are you credt worthy purchase workng nvento- system that produces nancal ry needed statements such as prot and ✓ Continue to question 5. loss statements balance sheets ✓ Continue to question 7. and cash low proectons x Visit an SBA Resource Partner or tps on reparng your credt. Talk to an SBA Lender about ✓ Continue to question 6. x gettng a lne o credt or a loan to Talk to an SBA Lender do busness wth the government. Before you get into government about how to buld credt. x contractng make sure your accountng system s compatble with the government’s requirements.

Do you already have Do you know where to nd Make sure you have: ederal/state/local government contractng opportuntes ∙ a DUNS number contractng experence ∙ the NAICS codes and size standards Continue to question 9. or your ndustry ✓ ∙ SAM registration ✓ Continue to question 8. x Ask an SBA business opportunity ✓ Continue below. If you don't yet have contracting specalst or help. x experience, you won't reap the full benet o opportuntes lke the x This is a requirement for 8(a) Business Development Program. partcpaton n some government You can participate in the 8(a) contractng programs. program once, so make sure it's the rght tme or you.

It sounds like you may be a good fit for government contracting! Visit your local SBA district office or sba.gov/contractng for more information.

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,

COURTESY OF THE SUNDANCE CONSULTING SUNDANCE THE OF COURTESY also consults with tribal governments prior to 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 To qualify for this program: Development Program disadvantaged 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 Resource Partners and the Procurement training and government contracting » have a net worth and adjusted gross » Technical Assistance Program for help in assistance through the 8(a) Business income of less than $250,000 and assets connecting you with a mentor business. Development Program, sba.gov/8a. under $4 million 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, your small business must: • One or more women must manage the daily business operations on a full-time basis and conduct long-term decision making and planning. »» be owned and controlled by U.S. citizens, a Community Development Corporation, To qualify as an economically disadvantaged woman-owned small business, your an agricultural cooperative, Indian tribal company must meet these criteria and the business owner and/or manager must government, Alaska Native Corporation, meet certain income and asset requirements. or a Native Hawaiian organization »» have a principal office located in a HUBZone, which includes Indian reservations and military facilities closed 2. Register by the Base Realignment and Closure Act. Enter your address in our interactive map, • Register with the System for Award Management (sam.gov) to start doing busi- maps.certify.sba.gov/hubzone/map, to ness with the government. 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 to enter the federal marketplace, you • El Paso Hispanic Chamber of Commerce 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 officer at your local SBA office, or the SBA’s • Women’s Business Enterprise National Council 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.

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An O’Fallon Casting Inc. employee at work in O’Fallon, MO. Owner Vince By the Numbers Gimeno grew his business thanks to The U.S. government is the largest single expert SBA business counseling. purchaser of goods and services in the world. Every year it awards more than $500 billion in contracts. Of those prime contracts, the federal government must set aside 23 percent for small businesses. This includes: • 5 percent for small disadvantaged businesses • 5 percent for women-owned small businesses • 3 percent for HUBZone- certified small businesses • 3 percent for service-disabled veteran-owned small businesses

Get Expert Contracting & 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. One-on-one counseling is free or low cost. Visit sba.gov/localassistance to find your local SBA office or an SBA Resource Partner near you (see page 8). Procurement Technical Assistance Center Kentucky PTAC 200 W. Vine St., suite 420 Lexington (859) 251-6019 kyptac.com State Director Dr. Darrall Henderson [email protected]

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