WESTERN PENNSYLVANIA EDITION 2020 Small Business resource guide

GROW YOUR BUSINESS in western pennsylvania

1 2 CONTENTS Western Pennsylvania Edition 2020

Local Business Funding Assistance Programs

8 National Success Story 26 National Success Story Jerado and Joyce Reynolds Jennifer and Jeff Herbert’s know their local landscape for meadery has expanded into a entrepreneurship support. multimillion dollar enterprise thanks to SBA assistance. 11 Local SBA Resource Partners 29 SBA Lenders

13 Your Advocates 32 Financing 101

14 How to Start a Business 33 Need Financing?

20 Entrepreneurial 34 Go Global with Opportunities International Trade

21 Opportunities for Veterans 36 R&D Opportunities for High Growth Startups 22 Write Your Business Plan 38 National Success Story 24 Local Success Story Cheeseburger Baby owner The SBA helped Matt and Ethan Stephanie Vitori persevered develop their project—a durable through a financial storm and a truck bed cover—into a business natural disaster. with a production facility employing over 75 in western Pennsylvania. 42 Surety Bonds

Contracting

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

48 SBA Certification Programs

49 Woman-Owned Small Business certification

ON THE COVER Joyce and Jerado Reynolds from Reynolds Welding and Fabrication, courtesy of Shana Sureck Photography; Matt Chverchko & Ethan Wendle, courtesy of Co-founders, DiamondBack Automotive Accessories Inc.; The Duquesne Incline, photo by Brandi Day from Pixabay; Pittsburgh skyline; photo by Nikki Bowman 3 Let us help give

voice to your BY NEW SOUTH MEDIA We have all heard the phrase “content is story. king.” Creating rich, engaging, and inspiring content differentiates your brand in the marketplace. But who has time to focus on anything other than running their business? Narrative works with you to develop the tools to tell your story across all media platforms. Powerful and authentic storytelling helps you stand out. It inspires action. It creates an emotional impact and forges enduring relationships. It separates you from SCOPE OF SERVICES the competition. Brand Voice Blogs Brochures Videos To learn more, contact Buddy Butler at [email protected] or call Articles Website Content Photography and more 304.615.9884.

4 5 PUBLISHED BY New South Media, Inc. 304.413.0104 | newsouthmedia.com

Loans PUBLISHER Nikki Bowman, [email protected]

DESIGNER Hayley Richard, [email protected] from the ASSOCIATE EDITORS Pam Kasey, [email protected] Jess Walker, [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 Becky Bosshart SBA lender (202) 205-6677 [email protected]

DIRECTOR OF MARKETING Paula Panissidi Tavares in our region. [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 Pittsburgh

District411 Seventh Ave., suite 1450 Office Pittsburgh, PA 15219 (412) 395-6560 Fax (412) 395-6562 sba.gov/pa/pittsburgh @SBA_Pittsburgh

District Director Economic Development District Director Letter Dr. Kelly Hunt Specialist elcome to the 2020 edition of the U.S. Small Business (412) 395-6560 x106 Karan Waigand Administration’s Western Pennsylvania Small Business Resource [email protected] (412) 395-6560 x127 Guide. As the Keystone State, we’re the cornerstone of America’s [email protected] Wfarm and dairy suppliers. Beyond the rolling hills and picturesque lakes and Deputy District rivers, our towns and cities are supporting the healthcare, manufacturing, and Director Economic Development engineering sectors, which are strong job creators in western Pennsylvania. Regina Puzausky Specialist/Public The SBA helps make the American dream of small business ownership a reality. (412) 395-6560 x119 Affairs Specialist We are the only federal agency dedicated to helping our 30 million small businesses [email protected] Janet Heyl start, grow, expand, or recover after a disaster. The SBA Pittsburgh District (412) 395-6560 x103 Supervisory Lender Office works with an extensive network of business advisers and lenders to help [email protected] Relations Specialist/ Pennsylvania’s one million small businesses at every stage of development. Across District International Administrative western Pennsylvania in the last year, we empowered the state’s small businesses to: Trade Officer Officer/Veteran • Find an ally, advocate or mentor via the 13 locations of our local SBA Angel Marschik Representative Resource Partners, which include SCORE, Small Business Development (412) 395-6560 x111 Jonathan Bennett Centers, Women’s Business Centers, and the Veterans Business Outreach [email protected] (412) 395-6560 x107 Center, all powered by the SBA. [email protected] • Access over $215 million in SBA-guaranteed loans using 62 local banks, Lender Relations credit unions, community-based lenders, and microlenders. The 618 Specialist businesses that qualified for financing then hired new employees, bought Lynn Vozniak needed equipment, and built or renovated facilities. (412) 395-6560 x123 • Rebuild commercial and residential property using over $2.5 million in [email protected] SBA disaster assistance loans. • Gain more than $3 billion in federal contracting awards. Government As a small-business owner, I know there is nothing more rewarding than pursuing Contracting/Business your dream while also growing your local economy and creating jobs. Stay up to date Opportunity Specialist on SBA events near you and get valuable western Pennsylvania business information Marisa Fentzel by following us on Twitter @SBA_Pittsburgh. Register for email updates at sba.gov/ (412) 395-6560 X109 updates. Use our Small Business Resource Guide to [email protected] power your dream of starting, growing, or expanding your small business here in western Pennsylvania. Economic Development Specialist/Business Sincerely, Opportunity Specialist David Pinkosky (412) 395-6560 X113 [email protected] Dr. Kelly Hunt District Director 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.

SCORE Visit sba.gov/score to start working on your business goals. Contact your local office to schedule an appointment. Central Pennsylvania State College Chapter 2820 E. College Ave., suite E (814) 234-9415 centralpa.score.org Northwest Pennsylvania Erie Chapter 900 State St., suite 100 (814) 871-5650 erie.score.org Pittsburgh Chapter 411 Seventh Ave., suite 1450 (412) 395-6560 x130 pittsburgh.score.org Westmoreland-Latrobe Chapter 300 Fraser Purchase Road Latrobe (724) 539-7505 westmoreland.score.org O'Connor Belting, a Delaware family- owned business, expanded with the

COURTESY OF THE SBA help of an SBA-guaranteed 7(a) loan. 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. Community Business Partnership 6564 Loisdale Court, suite 600 Springfield, VA (703) 768-1440 [email protected]

11 LOCAL BUSINESS ASSISTANCE Small Business Development Centers Pennsylvania SBDC State Office Gannon University SBDC Saint Francis University SBDC Lead Center Serving Erie, Crawford, Mercer, and Serving Cambria, Blair, Somerset, Bedford, State Director Dr. Ernie Post Warren counties Huntingdon, and Fulton counties Associate Director Sonya Smith Director Margaret Horne Director Jeff Boldizar Old Main E-Wing, suite 24 Center for Business Ingenuity 132 Franciscan Way, Loretto 15220 Kutztown Road, Kutztown 900 State St., suite 100, Erie (814) 472-3200 (877) 472-7232 (814) 871-7713 francis.edu/sbdc sbdcgannon.org pasbdc.org Saint Vincent College SBDC Clarion University SBDC Indiana University of Serving Westmoreland and Fayette counties Serving McKean, Cameron, Elk, Forest, Pennsylvania SBDC Director James Kunkel Clarion, Armstrong, Jefferson, Clearfield, Serving Indiana County Aurelius Hall Venango, and Potter counties Director Tony Palamone 300 Fraser Purchase Road, Latrobe Director Cindy Nellis 108 Eberly College of Business and (724) 537-4572 Barnes Center Information Technology, Indiana stvincent.edu/sbdc 330 N. Point Drive, suite 100, Clarion (724) 357-7915 University of Pittsburgh SBDC (814) 393-2060 iup.edu/business/sbdc Serving Allegheny, Greene, and clarion.edu/sbdc Penn State University SBDC Washington counties Duquesne University SBDC Serving Centre and Mifflin counties Director Ray Vargo Serving Allegheny, Beaver, Butler, and Interim Director John Peterson Institute for Entrepreneurial Excellence Lawrence counties 200 Innovation Blvd. 3520 Forbes Ave., Pittsburgh Director Dr. Mary McKinney 155 Technology Center, University Park (412) 648-1542 108 Rockwell Hall, 600 Forbes Ave., (814) 863-4293 sbdc.pitt.edu Pittsburgh sbdc.psu.edu (412) 396-6233 sbdc.duq.edu

Women’s Business Center Chatham University WBC Director Anne Flynn Schlicht Chatham EastSide 6585 Penn Ave., Pittsburgh (412) 365-1448 chatham.edu/wbc COURTESY OF THE SBA

12 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 13 LOCAL BUSINESS ASSISTANCE

Adriana Medina, owner of Fuerte Fitness, in Seattle, WA, received counseling from a SCORE mentor and a Women's

Business Center adviser. COURTESY OF THE SBA How to Start a Business in Pennsylvania Thinking of starting a business? Here are the nuts & bolts.

The Startup Logistics search by business type and location to a certificate of occupancy upon certifying Even if you’re running a home-based view data on your potential customers, that your location is zoned properly for business, you will have to comply with including consumer spending, and a your business. many local, state, and federal regulations. summary of existing businesses, available All counties in Pennsylvania area Do not ignore regulatory details. You may as a map and a report. require local occupational licenses. The avoid some red tape in the beginning, but cost of the licenses is based primarily on your lack of compliance could become an Business License & Zoning annual gross receipts and varies according Licenses are typically administered by a obstacle as your business grows. Taking the to business classification. Other local variety of state and local departments. It is time to research regulations is as important permits may be needed depending on the important to consider zoning regulations as knowing your market. Carefully type of business. When you register for when choosing a site for your business. investigate the laws affecting your industry. your local occupational license, be sure to Contact the local business license office Being out of compliance could leave you ask what permits are necessary. where you plan to locate your business. You unprotected legally, lead to expensive »» Pennsylvania Department of State may not be permitted to conduct business penalties, and jeopardize your business. Businesses and Corporations out of your home or engage in industrial (717) 787-1057 Market Research activity in a retail district. [email protected] Need to do research on your clients and If necessary, secure professional dos.pa.gov licensing. There are 29 licensing boards and location? View consumer and business » Department of Agriculture commissions, each with their own statute » data for your area using the Census 2301 N. Cameron St., Harrisburg governing their powers and functions. Business Builder: Small Business Edition, (717) 787-4737 The local or county government issues https://cbb.census.gov/sbe. Filter your agriculture.pa.gov

14 LOCAL BUSINESS ASSISTANCE

An O’Fallon Casting Inc. employee at work in O’Fallon, MO. General Manager Vince Gimeno grew his business thanks to the Small Business Innovation

COURTESY OF THE SBA Research Program.

»» Bureau of Professional and Blair Forest Occupational Affairs (814) 693-3000 (814) 755-3537 Penn Center, 2601 N. Third St., blairco.org co.forest.pa.us Harrisburg Butler Greene (717) 787-8503 co.butler.pa.us (724) 852-5399 [email protected] Cambria co.greene.pa.us dos.pa.gov (814) 472-5440 Indiana For the list of licenses, contact cambriacountypa.gov (724) 465-3800 [email protected] Cameron indianacountypa.gov Licensing Board cameroncountypa.com Jefferson (717) 787-1057 jeffersoncountypa.com dos.pa.gov/professionallicensing Centre centrecountypa.gov Lawrence » Corporate Bureau » (724) 658-2541 Clarion (717) 787-1057 co.lawrence.pa.us (814) 226-4000 » Corporate Taxes » co.clarion.pa.us McKean County (717) 787-1064 (814) 887-5571 Clearfield » Sales tax mckeancountypa.org » (814) 765-2642 (717) 787-1064 clearfieldco.org Mercer (724) 662-3800 »» County Business Licenses Crawford Allegheny www.mcc.co.mercer.pa.us (814) 333-7300 alleghenycounty.us crawfordcountypa.net Somerset Armstrong www.co.somerset.pa.us Elk (724) 548-1500 (814) 776-1161 Venango armstrongidc.org co.elk.pa.us (814) 432-9500 Beaver co.venango.pa.us Erie beavercountypa.gov (814) 451-6000 Warren Bedford eriecountypa.gov (814) 728-3400 (814) 623-4807 warrencopa.com Fayette bedfordcountypa.org (724) 430-1200 Washington fayettecountypa.org (724) 228-6700 co.washington.pa.us 15 LOCAL BUSINESS ASSISTANCE

Westmoreland (724) 830-3000 co.westmoreland.pa.us Name Registration Register your business name with the county clerk where your business is located. If you’re a corporation, also register with the state. »» Employer Registration (717) 787-1064 »» Fictitious Name Search Office (717) 787-1057

Taxes As a business owner, you should know your federal tax responsibilities and make some business decisions to comply with certain tax requirements. The IRS Small Business and Self-Employed Tax Center, go.usa. gov/xPxYR, offers information on a variety Reeves Clippard used the business of topics including: obtaining an Employer knowledge he acquired in the SBA Emerging Leaders program to grow

Identification Number, paying and filing A/R Solar in Seattle, WA. COURTESY OF THE SBA income tax, virtual workshops, forms, and publications. As the IRS continues to implement some Greensburg 3676. For the employer hotline call of the Tax Cuts and Jobs Act provisions, your (724) 832-5283 (888) 464-4218 or email [email protected]. tax obligations may change. Visit the Tax (724) 832-5283 E-Verify, operated by the Department Reform Provisions that Affect Businesses Downtown Pittsburgh of Homeland Security in partnership page on irs.gov for the latest tax reform (412) 565-7540 with the Social Security Administration, updates that affect your bottom line. electronically verifies the Social Security Pittsburgh, Greentree number and employment eligibility »» IRS Taxpayer Advocate Service (412) 929-0614 information reported on Form I-9. It’s the Pittsburgh (412) 404-9098 quickest way for employers to determine »» IRS Western Pennsylvania Offices Social Security If you have any employees, including the employment eligibility of new hires. Altoona Visit e-verify.gov, call (888) 464-4218 or (814) 944-3532 officers of a corporation but not the sole proprietor or partners, you must make email [email protected]. Bellefonte virtual assistance periodic payments, and/or file quarterly Health & Safety (844) 545-5640 reports about payroll taxes and other All businesses with employees are Cranberry mandatory deductions. You can contact the required to comply with state and federal (724) 772-5111 IRS or the Social Security Administration regulations regarding the protection of for information, assistance, and forms, at Erie employees, visit dol.gov for information. (800) 772-1213 or visit socialsecurity.gov/ (814) 456-8967 The Occupational Safety and Health employer. You can file W-2s online or verify Administration provides information on Johnstown job seekers through the Social Security the specific health and safety standards (814) 691-6115 Number Verification Service. used by the U.S. Department of Labor. Call Monroeville (800) 321-6742 or visit osha.gov. (412) 856-1913 Employment Eligibility »» Department of Labor Employment Pittsburgh Verification Standards Administration (412) 395-5667 The Federal Immigration Reform and Control Act of 1986 requires employers Wage and Hour Division Washington to verify employment eligibility of Pittsburgh (724) 229-5985 new employees. The law obligates 1000 Liberty Ave., suite 1416 »» State Sales Tax an employer to process Employment (412) 395-4996 Visit revenue.pa.gov or visit a state Eligibility Verification Form I-9. The U.S. dol.gov/whd/local sales tax office: Citizenship and Immigration Service offers »» Office of Workers’ Compensation Erie information and assistance through uscis. (717) 783-5421 or (800) 482-2383 (814) 871-4491 gov/i-9-central. For forms call (800) 870- [email protected]

16 LOCAL BUSINESS ASSISTANCE

»» Western Pennsylvania OSHA step-by-step instructions for processing at both the state and federal level. The Erie Area Office income withholding orders for child U.S. Patent and Trademark Office only (814) 874-5150 support. Download the fact sheet about registers federal trademarks and service Pittsburgh Area Office the Employer’s Role in the Child Support marks. Federally registered trademarks (412) 395-4903 Program at the Office of Child Support may conflict with and supersede those Enforcement’s website at acf.hhs.gov/ registered only at the state level. Visit Employee Insurance programs/css > employer responsibilities. uspto.gov/trademarks. Check with your state laws to see if you You can also find information about other Copyrights protect original works of are required to provide unemployment or employer responsibilities and tools that can authorship including literary, dramatic, workers’ compensation insurance for your make meeting those responsibilities easier, musical and artistic, and certain other employees. For health insurance options, call such as electronic income withholding orders intellectual works. Copyrights do not the Small Business Health Options Program and the Child Support Portal. Send questions protect facts, ideas, and systems, at (800) 706-7893 or visit healthcare.gov/ to [email protected]. although they may protect the way they small-businesses/employers. are expressed. Department of Labor Association Intellectual Property For general information contact: Patents, trademarks, and copyrights are Health Plans allow small businesses, »» U.S. Copyright Office types of intellectual property that serve including self-employed workers, to band U.S. Library of Congress to protect creations and innovations. together by geography or industry to James Madison Memorial Building The United States Patent and Trademark obtain healthcare coverage as if they were 101 Independence Ave. SE Office is the federal agency that grants a single large employer. For information, Washington, DC U.S. patents and registers trademarks. visit dol.gov/general/topic/association- (202) 707-3000 or toll free (877) 476-0778 For information and resources about U.S. health-plans. copyright.gov patents and federally registered trademarks Environmental consult uspto.gov. Call the patent and Chambers of Regulations trademark office help center at (800) 786- Commerce State assistance is available for small 9199 or visit the U.S. Patent and Trademark African American Chamber businesses that must comply with headquarters in Alexandria, Virginia. of Western PA environmental regulations under the Clean A patent for an invention is the grant of (412) 392-0610 Air Act. State Small Business Environmental a property right to an inventor, issued by aaccwp.com Assistance programs provide free and the U.S. patent office. The right conferred confidential assistance to help small by the patent grant is the right to exclude Alle Kiski Strong business owners understand and comply others from making, using, offering for sale, (724) 224-3400 allekiskistrong.com with complex environmental regulations or selling the invention in the United States and permitting requirements. These state or importing the invention into the country. Ambridge region programs can help businesses reduce For information visit uspto.gov/inventors. (724) 266-3040 emissions at the source, often reducing There are three types of patents: ambridgeregionalchamber.org • Utility patents may be granted to regulatory burden and saving you money. Aspinwall To learn more about these free services anyone who invents or discovers any (412) 719-7093 visit nationalsbeap.org/states/list. new and useful process, machine, aspinwallchamber.com manufacture, or composition of matter, Beaver County or any new and useful improvement. Accessibility and (724) 775-3944 • Design patents may be granted to ADA Compliance beavercountychamber.com For assistance with the Americans with anyone who invents a new, original, Bedford County Disabilities Act, call the ADA Center at (800) and ornamental design for an article of manufacture. (814) 623-2233 949-4232 or the Department of Justice at bedfordcountychamber.com (800) 514-0301. Direct questions about • Plant patents may be granted to accessible design and the ADA standards anyone who invents or discovers and Bellefonte Intervalley to the U.S. Access Board at (800) 872-2253, asexually reproduces any distinct and (814) 355-2917 bellefontechamber.org TTY (800) 993-2822, [email protected] new variety of plant, other than a tuber propagated plant or a plant found in or visit access-board.gov. Blair County an uncultivated state. (814) 943-8151 Child Support A trademark or service mark includes blairchamber.com any word, name, symbol, device, or Employers are essential to the success of the Bradford area any combination, used or intended to child support program and are responsible (814) 368-7115 for collecting 75% of support nationwide be used to identify and distinguish the bradfordchamber.com through payroll deductions. The Office goods/services of one seller or provider from those of others and to indicate the Brentwood-Baldwin-Whitehall of Child Support Enforcement at Health bbwchamber.com and Human Services offers employers source of the goods/services. Trademarks and service marks may be registered 17 LOCAL BUSINESS ASSISTANCE

Brookville Greenville area Oakmont South West Communities (814) 849-8448 (724) 588-7150 (412) 828-3238 (412) 221-4100 brookvillechamber.com greenvillechamber-pa.com oakmontpa.com southwestcommunities Butler County Grove City area Peters Township chamber.org (724) 283-2222 (724) 458-6410 (724) 941-6345 Southpointe butlercountychamber.com grovecityareachamber.com peterstownshipchamber.com (724) 873-7777 Carmichaels area Hazelwood Pittsburgh Airport area southpointe.net carmichaelschamber.org (412) 421-7234 (412) 264-6270 Three Rivers Centre County hazelwoodinitiative.org paacc.com Business Alliance (814) 234-1829 Indiana County Pittsburgh Metropolitan (412) 346-4161 cbicc.org (724) 465-2511 Hispanic Chamber 3rba.com Clarion indianacountychamber.us (412) 577-4088 Titusville area (814) 226-9161 Japanese American Society pmahcc.org (814) 827-2941 clarionpa.com (412) 856-8608 Pittsburgh North region titusvillechamber.com Clearfield japansocietypa.org (724) 934-9700 Twin Rivers (814) 765-7567 Kane pghnorthchamber.com (724) 929-3329 clearfieldchamber.com (814) 837-6565 Plum twinriverschamber.org Corry area kanepa.com (412) 798-2300 Tyrone area (814) 665-9925 Lawrence County plumchamber.com (814) 684-0736 corrychamber.com (724) 658-1488 Point Marion tyronechamber.com Greater DuBois lawrencecountychamber.org (724) 725-5717 Squirrel Hill (814) 371-5010 Ligonier Valley Punxsutawney (412) 701-1476 duboispachamber.com (724) 238-4200 (814) 938-7700 uncoversquirrelhill.com East Liberty Quarter ligonier.com punxsutawney.com Venango area (412) 661-9660 Meadville-Western Redbank Valley (814) 676-8521 eastlibertychamber.org Crawford County (814) 275-3929 venangochamber.org Ellwood City area (814) 337-8030 redbankchamber.com Warren County (724) 758-5501 meadvillechamber.com Ridgway-Elk (814) 723-3050 ellwoodchamber.org Mercer area (814) 776-1424 wccbi.org Erie region (724) 662-4185 ridgwaychamber.com Washington County (814) 454-7191 mercerareachamber.com Saint Marys area (724) 225-3010 eriepa.com Mon Valley region (814) 781-3804 washcochamber.com Fayette (724) 483-3507 stmaryschamber.org Waynesburg area (724) 437-4571 mvchamber.org Salisbury/Elk Lick (724) 627-5926 fayettechamber.com Mon Yough (814) 662-4185 greenechamber.org (412) 678-2450 Franklin area Shadyside West Jefferson Hills monyoughchamber.com (814) 432-5823 (412) 682-1298 (412) 543-8403 franklinareachamber.org Monongahela area thinkshadyside.com wjhchamber.com (724) 258-5919 Greater Brownsville area Shenango Valley Westmoreland monongahela (724) 785-4160 (724) 981-5880 (724) 834-2900 areachamber.org laurelhighlands.org svchamber.com westmorelandchamber.com Monroeville area Greater Canonsburg Smicksburg Wilkinsburg (412) 856-0622 (724) 745-1812 (724) 463-7505 (412) 242-0234 monroevillechamber.com canonchamber.com smicksburg.net wilkinsburgchamber.com Mountain Laurel Greater Connellsville area Somerset County (724) 593-8900 (724) 628-5676 (814) 445-6431 Economic mlchamber.com greaterconnellsville.org somersetcountychamber.com Development Northside Greater Latrobe-Laurel South Hills Allegheny Conference on (412) 231-6500 Valley region (412) 306-8090 Community Development northsidechamber (724) 537-2671 shchamber.org (412) 392-4555 latrobelaurelvalley.org ofcommerce.com alleghenyconference.org South Side Norwin Greater Pittsburgh (412) 431-3660 Allegheny County (724) 863-0888 (412) 281-1890 southsidechamber.org (412) 350-1000 greaterpittsburgh norwinchamber.com alleghenycounty.us/economic- chamberofcommerce.com development/index.aspx

18 LOCAL BUSINESS ASSISTANCE

Armstrong County Diversity Business Manufacturer and Business Riverside Center for Innovation (724) 548-1500 Resource Center Association/SMC Business (412) 322-3523 armstrongidc.org (412) 322-3272 Councils riversidecenter Pittsburgh (412) 371-1500 Beaver County dbrcpittsburgh.org forinnovation.com Erie (814) 833-3200 (724) 728-8610 East Liberty Somerset County mbausa.org beavercountyced.org (412) 361-8061 (814) 445-9655 eastliberty.org McKean County scedc.net Bedford County (814) 887-3107 (814) 623-4816 Eastern Minority Supplier Somerset Inc. mckeancountypa.org bcda.org Development Council (814) 443-1748 (412) 391-4423 McKeesport somersetinc.org Ben Franklin emsdc.org (412) 675-5020 Southern Alleghenies Technology Partners mckeesport-pa.gov/149/ Planning and (814) 863-4558 Economic Development South community-development Development Commission benfranklin.org (412) 884-1400 econdevsouth.org Mercer County (814) 949-6500 Bradford (714) 981-2412 sapdc.org Westmoreland (814) 368-7170 mcrpc.com/community- Steel Valley (724) 830-3604 bradfordpa.org development/economic- (412) 342-0534 egcw.org development Butler County steelvalley.org Crawford County (724) 284-5300 Mon Valley Alliance Titusville (814) 333-2299 co.butler.pa.us/eco-planning monvalleyalliance.org (814) 827-3668 epacc.net Mon Valley Initiative tcda.org Butler County Elk County (412) 464-4000 (724) 283-1961 Urban Redevelopment (814) 776-5335 monvalleyinitiative.com butlercountycdc.com Authority of Pittsburgh co.elk.pa.us Moshannon Valley (412) 255-6600 Cambria County Erie (814) 342-2260 ura.org (814) 472-5440 (814) 870-1272 mvedp.org USDA Rural Development cambriacountypa.org erie.pa.us/departments/ National Association of rd.usda.gov/pa economicand Cambria County Women Business Owners Meadville communitydevelopment (814) 472-7420 (412) 407-7439 (814) 336-6155 cambriacountypa.org nawbomain.sidpandit.com Erie County Greensburg Cameron County (814) 864-3885 Northwest PA Industrial (724) 853-5555 erieredevelopment.com Resource Center (814) 486-3439 Venango-Franklin area cameroncountypa.com (814) 217-6060 Fay-Penn (814) 432-4476 (724) 437-7913 nwirc.org Carnegie Library of ficda.org faypenn.org Oil Region Alliance of Business Pittsburgh Business Branch Westmoreland County Industry and Tourism (412) 281-7141 Forest County (724) 830-3050 (814) 677-3152 carnegielibrary.org/clp- (814) 755-4506 co.westmoreland.pa.us/ oilregion.org location/downtown-business co.forest.pa.us 954/racw PA Bureau of Small Business Catalyst Connection Greene County Opportunities (412) 918-4300 (724) 627-9259 Export (717) 783-3119 catalystconnection.org greenecountyida.org Assistance dgs.pa.gov/businesses U.S. Export Assistance Center for Women’s Hill Pennsylvania Women Work Center of Western PA Entrepreneurship at (412) 765-1820 (412) 742-4362 Chatham University hilldistrict.org U.S. Department of Commerce pawomenwork.org (412) 644-2800 (412) 365-1253 Indiana County Pittsburgh Central Keystone export.gov/pennsylvania/ chatham.edu/cwe (724) 465-2662 Innovation Zone pittsburgh Centre County indianacountyceo.com (412) 281-0102 SBA Office of (814) 355-6791 Jefferson County urbaninnovation21.org International Trade centrecountypa.gov (814) 849-3047 Pittsburgh Regional Alliance Eastern U.S. International jeffersoncountypa.com/ Clarion County (412) 281-1890 Trade Finance Manager department-of-development (814) 226-9045 pittsburghregion.org Patrick Hayes Kingsley Association (216) 522-4731 co.clarion.pa.us/dept/edc Pittsburgh Technology Council (412) 661-8751 Fax (202) 481-4843 Clearfield County (412) 687-2700 kingsleyassociation.org [email protected] (814) 768-7838 pghtech.org clearlyahead.com

19 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.

20 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 65. 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 21 LOCAL BUSINESS ASSISTANCE Write your Business Plan Your business plan is the foundation of your business. Learn how to write a business plan with the help of an SBA Resource Partner. TRADITIONAL BUSINESS PLAN FORMAT When you write your business plan, you don’t have to stick to the exact business plan template. Instead, use the sections that make the most sense for your business and your needs. Executive Summary Briefly summarize your company and why it will be successful. Include your mission statement, your product or service, and basic information about your company’s leadership team, employees, and location. You should also include financial information and high-level growth plans if you plan to ask for financing. Company Description Go into detail about the problems your business solves. Be specific as to audience and location. List out the consumers, organizations, or businesses your company plans to serve. Explain the competitive advantages you have that will make your business successful. Are there experts on your team? Have you found the perfect location? Your company description is the place to boast about your strengths. Market Analysis Demonstrate a solid understanding of your industry outlook and tar- get market. This is where it pays to partner with an experienced busi- ness counselor from your local Small Business Development Center, SCORE, Women's Business Center, or Veterans Business Outreach Center—all these SBA Resource Partners provide free or low-cost business assistance. Competitive research will show what other busi- nesses are doing and their strengths. In your market research, look for trends and themes. What do successful competitors do? Why does it work? Can you do it better? Now's the time to answer these questions. Business plans help you run your business. A good business plan guides you through managing your business. Organization and Management You’ll use your business plan as a roadmap for how to structure, run, Explain how your com- and grow your new business. pany will be structured Business plans can help you get funding or bring on new and who will run it. business partners. Investors want to see a return on their Describe the legal Want to see an investment. Your business plan is the tool you’ll use to convince structure of your busi- example of a people that working with you—or investing in your company—is ness. State whether you a smart investment. Brain storm with a business counselor (visit have or intend to incor- business plan? one of our SBA Resource Partners detailed on page 8) and write porate your business as View examples of business plans a C or an S corporation, a traditional business plan, which uses a standard structure at sba.gov/business-guide/plan/ form a general or limited and detailed sections. Once you've got it all down, you can then write-your-business- condense it to a lean startup business plan, which typically partnership, or if you're a plan-template contains key points on only one page. sole proprietor or limited liability company.

22 LOCAL BUSINESS ASSISTANCE

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

23 local success story

Matt Chverchko & Ethan Wendle

CO-FOUNDERS, DIAMONDBACK AUTOMOTIVE ACCESSORIES INC.

Philipsburg, PA

Matt Chverchko and Ethan • What challenge did you have? We always wanted to manufacture here in the Wendle met as engineering U.S. and make a difference in our community. We knew that meant building our students at Penn State University own facility. Access to capital is always a challenge for young entrepreneurs and while working together on a small business owners. We made the decision to sell directly to our customers, classroom project. The SBA and that has created a loyal client base and improved our long-term viability. But helped Matt and Ethan develop we still weren’t able to find traditional financing in order to build a manufacturing their project—a durable truck plant to further grow our product lines. bed cover—into a business with a production facility employing over • What was the SBA solution? Our small business qualified for an SBA-backed 504 75 in western Pennsylvania. Certified Development Company Loan. The SBA guarantees loans made by lending DiamondBack Automotive institutions to small business that would not otherwise be able to obtain financing. Accessories Inc. makes load- bearing truck bed covers built This SBA-backed loan allowed us to purchase real estate with a long-term, fixed-rate with ultra-durable and secure mortgage. We then custom built a 37,000-square-foot facility in rural Philipsburg, lightweight aluminum. Matt providing meaningful employment and giving us room to grow. We’re grateful to live in designed the product after a thief a nation where a government agency like the SBA exists. stole equipment out of the bed of his truck. Manufacturing and • What benefit did this have for you? We have loyal employees and a strong distributing out of a trailer then client base—it doesn’t get better than that. SBA-backed financing supports small a garage, the business partners business expansion, enabling us to create jobs and grow our local economy. For worked tirelessly to grow sales. DiamondBack, the SBA was the best business fit. In fact, thanks to the SBA, we’re They received expert business hoping to add more employees to our team. guidance from the SBA Pittsburgh District Office, which lead them to SBA-backed financing. Matt and Ethan produce a product line here in western PA and export around the world.

24 COURTESY OF DIAMONDBACK AUTOMOTIVE ACCESSORIES INC.

SBA-backed financing supports small business expansion, enabling us to create jobs and grow our local economy.” Matt Chverchko & Ethan Wendle Co-founders, DiamondBack Automotive Accessories Inc.

25 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 26 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.

27 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.

28 FUNDING PROGRAMS

SBAContact the lender for more information. Lenders

ALLEGHENY COUNTY Huntington BEDFORD COUNTY CAMBRIA COUNTY CNB Bank Allison Park National Bank Bedford Johnstown 31 S. Second St. Enterprise Bank 310 Grant St. Hometown Bank of 1st Summit Bank (814) 765-9621 4091 Mt. Royal Blvd. (412) 667-6390 Pennsylvania 125 Donald Lane cnbbank.com (412) 487-6048 huntington.com 638 E. Pitt St. (888) 262-4010 1stsummit.com enterprise Key Bank (814) 623-6093 DAUPHIN COUNTY bankpgh.com 11 Stanwix St. hometown Ameriserv Bank Harrisburg bankpa.com Mid Penn Bank Monroeville (412) 807-2900 216 Franklin St. key.com (800) 837-2265 2407 Park Drive Standard Bank BLAIR COUNTY ameriserv.com (717) 692-7118 2640 Monroeville Blvd. Northside Altoona midpennbank.com Community Johnstown Area (412) 856-0354 Altoona First standard Development Fund Regional Industries Savings Bank DELAWARE COUNTY bankpa.com 922 Middle St. 245 Market St., suite 200 203 N. Logan Blvd. Bryn Mawr (412) 322-0290 (814) 535-8675 Moon Township (814) 943-5411 Bryn Mawr Trust Co. nscdfund.org altoonabank.com jari.com Clearview Federal 801 Lancaster Ave. Credit Union PNC Bank Altoona-Blair County USSCO Johnstown FCU (610) 581-4910 8805 University Blvd. 1 PNC Plaza Development Corp. 532 Oakridge Drive bmtc.com (412) 269-3011 (888) 762-2265 Devorris Center for (814) 266-4987 usscofcu.org clearviewfcu.org pnc.com Business Development ELK COUNTY Regional 3900 Industrial Ridgway Pittsburgh Development Park Drive CENTRE COUNTY North Central PA Bank of America Funding Corp. (814) 944-6113 State College Regional Planning USXTower 3816 S. Water St. abcdcorp.org SPE FCU & Development 600 Grant St., 53rd floor 650 Science Park Road Commission (412) 471-1030 PennCrest Bank (800) 518-3179 rdfc.net (877) 342-5975 49 Ridgmont Drive. bofaml.com 1201 12th St. pefcu.org (814) 773-3162 West View (814) 944-2011 ncentral.com Bridgeway Capital Savings Bank penncrest.bank 707 Grant St., suite 1920 CLARION COUNTY 9001 Perry Highway Reliance Bank Clarion ERIE COUNTY (412) 201-2450 (412) 364-1911 1921 Pleasant Clarion County Erie bridgewaycapital.org wvsbank.com Valley Blvd. Community Bank Erie Bank Citizens Bank (800) 570-0876 333 W. Main St. 2035 Edinboro Road 525 William Penn Place ARMSTRONG COUNTY reliancebank.bank (814) 226-6000 (814) 868-7523 (412) 227-1558 Elderton clarionbank.com eriebank.com citizensbank.com Elderton State Bank BUTLER COUNTY Erie Federal Dollar Bank FSB 143 N. Main St. Butler Fryburg First United Credit Union 340 Fourth Ave. (724) 354-2111 Nextier Bank National Bank 3503 Peach St. (800) 828-5527 eldertonbank.com 245 Pittsburgh Road 19535 Route 208 (814) 825-2436 dollarbank.com (800) 262-1088 (814) 354-7311 eriefcu.org BEAVER COUNTY nextierbank.com Fifth Third Bank fun-bank.com 707 Grant St., 21st floor Beaver GREENE COUNTY West Aircomm Mars (412) 291-5482 CLEARFIELD COUNTY Carmichaels Federal Credit Union Mars National Bank 53.com Community Bank 485 Buffalo St. 145 Grand Ave. Clearfield 100 N. Market St. First National Bank (724) 775-6640 (724) 625-1594 CBT Bank (724) 966-5041 Of Pennsylvania westaircomm.com marsbank.com 11 N. Second St. communitybank.tv 1 North Shore Center (814) 765-7551 (800) 555-5455 cbtbank.com fnb-online.com 29 FUNDING PROGRAMS

INDIANA COUNTY MIFFLIN COUNTY WARREN COUNTY Branch Banking & Trust Indiana Belleville Warren (800) 226-5228 First Commonwealth Bank Kish Bank Northwest Bank bbt.com 600 Philadelphia St. 4255 E. Main St. Liberty & Second streets Bridge Bank (800) 711-2265 (888) 554-4748 (814) 723-9696 (408) 423-8500 fcbanking.com kishbank.com nwsb.com westernalliance InFirst bancorporation.com MONTGOMERY COUNTY WASHINGTON COUNTY 935 Philadelphia St. Business Lenders Conshohocken Charleroi (724) 349-2810 (860) 244-9202 Firstrust Savings Bank CFS Bank infirstbank.com businesslenders.com 15 E. Ridge Pike 101 McKean Ave. Indiana (800) 220-2265 (724) 483-3566 Byline Bank S&T Bank firstrust.com cfsbank.com (773) 244-7000 800 Philadelphia St. bylinebank.com Washington (724) 349-0599 PERRY COUNTY Celtic Bank Corp. Chrome FCU stbank.com Marysville (800) 854-7848 480 Johnson Road, suite 120 Riverview Bank celticbank.com Marion Center (724) 704-9055 200 Front St. Marion Center Bank chromefcu.org Eaglebank (717) 827-4039 1271 Indian Springs Road (240) 497-2044 riverviewbankpa.com Washington County Council (724) 464-2265 eaglebankcorp.com on Economic Development marioncenterbank.com SOMERSET COUNTY 273 S. Main St. Farmers & Merchants Bank Somerset (724) 225-8250 (410) 374-1510 JUNIATA COUNTY fmb1919.com Somerset Trust Co. washingtoncountypa.org Mifflintown 151 W. Main St. Farmers National Bank Juniata Valley Bank Washington Financial Bank (800) 972-1651 (330) 533-3341 218 Bridge St. 190 N. Main St. somersettrust.com farmersbankgroup.com (717) 436-8211 (724) 222-3120 jvbonline.com mywashingtonfinancial.com First Bank TIOGA COUNTY (910) 246-6662 LANCASTER COUNTY Wellsboro WESTMORELAND COUNTY localfirstbank.com Citizens & Northern Bank Lancaster Greensburg First Bank Financial Centre 90-92 Main St., The Progress Fund Fulton Bank (888) 569-9909 (570) 724-3411 1 Penn Square 425 W. Pittsburgh St. fbfcwi.com cnbankpa.com (800) 385-8664 (724) 216-9160 First Financial Bank fultonbank.com progressfund.org UNION COUNTY (870) 863-7000 Lewisburg Latrobe ffb1.com LYCOMING COUNTY Commercial Bank & Trust SEDA-COG Local First Home Bank Williamsport Development Corp. of PA Jersey Shore State Bank (727) 394-2265 201 Furnace Road 900 Ligonier St. 300 Market St. firsthomebank.com (570) 524-4491 (724) 539-3501 (888) 412-5772 seda-cog.org cbthebankonline.com First Security Bank jssb.com of Nevada Scottdale (702) 853-0900 VENANGO COUNTY MCKEAN COUNTY Scottdale Bank & Trust firstsecuritybanknv.com Emlenton 150 Pittsburgh St. Smethport Five Star Bank Farmers National Bank (724) 887-8330 Hamlin Bank & Trust Co. (877) 226-5578 of Emlenton midpennbank.com 333 W. Main St. 612 Main St. five-starbank.com (800) 747-9443 (724) 867-2311 OUT OF STATE PARTICIPATING Florida Capital Bank hamlinbank.com farmersnb.com SBA LENDERS (800) 318-3159 floridacapitalbank.com MERCER COUNTY Oil City Bancorp Bank Sandy Lake Northwest Pa Regional (302) 385-5000 Home Savings Bank Mercer County State Bank Planning & Development thebancorp.com (888) 822-4751 3279 S. Main St. Commission Bankunited homesavings.com 395 Seneca St. (724) 376-7015 (877) 779-2265 Independence Bank (814) 677-4800 mcsbank.com bankunited.com (270) 686-1776 northwestpa.org 1776bank.com

30 FUNDING PROGRAMS

Live Oak Banking Co. United Community Bank South Eastern Economic Bridgeway Capital–Pittsburgh (910) 790-5867 (800) 822-2651 Development Co. of Serving Allegheny, Armstrong, liveoakbank.com ucbi.com Pennsylvania Beaver, Butler, Clarion, M&T Bank United Midwest Savings 737 Constitution Drive, Exton Crawford, Erie, Fayette, (716) 842-4470 Bank North (610) 458-5770 Greene, Indiana, Lawrence, mtb.com (800) 686-2052 seedcopa.com Mercer, Venango, Washington, and Westmoreland counties Main Street Bank umwsb.com The 504 Company 707 Grant St., suite 1920 (304) 232-2001 US Bank–SBA Division 2009 Mackenzie Way, (412) 201-2450 mymainstreetbank.com (888) 722-3948 Cranberry (855) 504-7366 bridgewaycapital.org Newtek Small usbank.com the504company.com Excelsior Growth Fund Business Finance Valley National Bank 2009 Mackenzie Way, Cranberry (212) 356-9500 (908) 561-4606 (855) 504-7366 or newtekone.com valleynationalbank.com Community Advantage (866) 466-9232 NOA Bank Wells Fargo excelsiorgrowthfund.org (678) 385-0826 (612) 667-2710 Lenders JARI noabank.com wellsfargo.com Bridgeway Capital- Serving Blair, Cambria, Indiana Northeast Bank Wesbanco Pittsburgh and Somerset counties (800) 284-5989 (724) 225-4220 707 Grant St., suite 1920 245 Market St., suite 200 wesbanco.com (412) 201-2450 Johnstown North Valley Bank bridgewaycapital.org (614) 754-7226 World Trade Finance, Inc. (814) 535-8675 nvboh.com (818) 556-8588 Bridgeway Capital–Erie jari.com worldtradefinanceinc.com 1001 State St., suite 1400 Paradise Bank Northside Community (814) 451-1172 (561) 392-5444 Zions Bank Development Fund bridgewaycapital.org paradisebank.com (800) 974-8800 Serving Allegheny County zionsbank.com Bridgeway Capital- 922 Middle St., Pittsburgh Premier Bank Uniontown (412) 322-0290 (800) 772-6497 2 W. Main St., suite 135 nscdfund.org premierbankinc.com Participating (724) 425-0330 Washington County Council Radius Bank Certified bridgewaycapital.org on Economic Development (312) 767-2665 Development Progress Fund Serving Allegheny, Beaver, radiusbank.com Companies 425 W. Pittsburgh St., Fayette, Greene, Washington, Santander Bank Altoona Blair-County Greensburg and Westmoreland counties (877) 768-1145 Development Corp. (724) 216-9160 273 S. Main St., Washington santanderbank.com 3900 Industrial Park Drive, progressfund.org (724) 225-8245 Savoy Bank Altoona Regional Development washingtoncountypa.org (646) 775-4000 (814) 944-6113 Funding Corp. banksavoy.com abcdcorp.org 3816 S. Water St., Pittsburgh Export Spirit of Texas Bank Mahoning Valley Economic (412) 471-1030 Assistance (877) 302-1836 Development Corp. rdfc.net Lenders sotb.com (330) 759-3668 The 504 Company Enterprise Bank mvedc.com 2009 Mackenzie Way, Stearns Bank (412) 487-6048 (888) 320-2879 Regional Development Cranberry enterprisebankpgh.com stearnsbank.com Funding Corp. (855) 504-7366 3816 S. Water St., Pittsburgh the504company.com ExWorks Capital Stone Bank (412) 471-1030 (312) 443-8500 (833) 253-2265 exworkscapital.com stonebank.com rdfc.net Participating The 504 Company SEDA-COG Local Microlenders Development Corp. Small Business (800) 923-2504 Accion East 201 Furnace Road, Lewisburg Investment the504company.com (866) 245-2783 (570) 524-4491 us.accion.org Companies Unified Bank seda-cog.org (740) 633-0445 Tecum Capital unifiedbank.com 8000 Brooktree Road, suite 310, Wexford (724) 602-4399 tecum.com

31 FUNDING PROGRAMS Financing 101

1 What do you need funding for?

• Start or purchase a business

• Purchase, renovate or expand facilities

• Purchase inventory, equipment or machinery I need investors. I need to research and I’m bidding on a develop a business idea contract that requires • Revolving credit/working for commercialization. me to be bonded. capital for day-to-day expenses Look into SBICs. Research the SBIR Ask for information on • Export a product or service or STTR programs. SBA surety bonds.

2 Do you need help with your business plan or loan package? If so, SBA Resource Partners can help. Find a list at your local SBA district office.

3 Now that you have your business plan and Be prepared to discuss: loan package ready, contact an SBA Lender • size and purpose of your loan to see if you qualify. There are two options... • how long your business has operated • your credit history Check out Lender Match Visit your local SBA district office • collateral A. (sba.gov/lendermatch) to B. for a list of find an SBA Lenders who may local SBA Lenders. • financial projections specialize in your industry or • technical assistance/ type of project. mentoring needs

CDC BANK

OPEN 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. 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. Did you know buying a building is often more Regional Development Funding Corporation (RDFC) is your trusted financing source for the SBA 504 loans in Pennsylvania economical than leasing? and West Virginia. As the leading SBA 504 lender in Western Pennsylvania for the past 11 years and the only Statewide The SBA 504 Loan Program offers Certified Development Company in West Virginia, we are fixed, below-market interest rate extremely passionate small business advocates committed to our mission of fostering the economic growth of diverse small loans with ONLY 10% DOWN. businesses within our communities.

Now you can preserve cash, benefit from tax savings and build owner’s equity by utilizing the SBA 504 Loan If you would like to discuss a specific project, Program. The 504 Loan is designed for business owners or if you would like to hear more about our loan like you who are looking to buy, construct, improve products, contact our offices at 877-832-6504 or refinance commercial and industrial buildings or to purchase or refinance heavy machinery and equipment. or visit us on the web at www.rdfc.net.

46 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.

49 CONTRACTING

Get Expert Contracting & Certification Help Federal contracting can be complex, but you don’t have to do it alone. A Procurement Technical Assistance Center or Government Agency Coordination Office 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).

California University of Pennsylvania North Central PA Regional Planning Government Agency and Development Commission PTAC Coordination Office Serving Cameron, Clearfield, Elk, Serving Allegheny, Beaver, Butler, Greene, Jefferson, McKean, and Potter counties and Washington counties 49 Ridgmont Drive Director Kate Glodek Director Barbara Brennen 250 University Ave. Ridgway California (814) 773-3162 (724) 938-5881 ncentral.com calu.edu/gaco Northwest PA Regional Planning GACO California University of Commission PTAC Pennsylvania, Pittsburgh office Serving Clarion, Erie, Forest, Lawrence, Serving Allegheny, Beaver, Butler, Greene, Mercer, Venango, and Warren counties and Washington counties Director Robyn Young An O’Fallon Casting Inc. employee at Manager Tyler Verin 395 Seneca St. work in O’Fallon, MO. Owner Vince 700 River Ave., suite 220 Oil City Gimeno grew his business thanks to expert SBA business counseling. (412) 237-6098 (814) 677-4800 northwestpa.org GACO Slippery Rock University Serving Allegheny, Beaver, Butler, Greene, Southern Alleghenies Planning & and Washington counties Development Commission PTAC By the Numbers Manager Renee Decker Serving Bedford, Blair, Cameron, The U.S. government is the largest single 006 Eisenberg Classroom Building Clearfield, Elk, Jefferson, McKean, and purchaser of goods and services in the Slippery Rock Potter counties world. Every year it awards more than (724) 738-2346 Director James Gerraughty sru.edu/gcac 3 Sheraton Drive Altoona Indiana University of Pennsylvania $500 billion (814) 949-6528 in contracts. Government PTAC sapdc.org/ptac Of those prime Serving Allegheny, Armstrong, Fayette, contracts, the federal Indiana, and Westmoreland counties Southwestern PA Commission PTAC Serving Allegheny, Armstrong, Fayette, government must set Director Ron Moreau Indiana, and Westmoreland counties aside 23 percent 650 S. 13th St. for small businesses. Robert Shaw Building, room 5 Director Steven Meredith Indiana 2 Chatham Center, suite 500 This includes: (724) 357-7824 112 Washington Place • 5 percent for small iup.edu/ptac Pittsburgh (412) 391-5590 disadvantaged businesses JARI PTAC spcregion.org • 5 percent for women-owned Serving Cambria and Somerset counties Director Lenora Leasure small businesses 245 Market St., suite 200 • 3 percent for HUBZone- Johnstown certified small businesses (814) 535-8675 jari.com • 3 percent for service-disabled veteran-owned small businesses

50 51 52