As a network of regional service centers, NYS Small Busin e the New York State Small Business De ss velopm TH C e E ST en nt ATE U te Development Center delivers quality N r IVE RSIT Yof N EWY ORK business counseling/advisement, research and training to New Yorkers who want to start or improve the performance of a business.

Enhancing Productivity for New York Small Businesses

Small Business Development Center 200 7 ann ual pro gram

www.nyssbdc.org report Written by D. Michael Ross The NYS SBDC extends its services to the public on a non-discriminatory basis. Design by David Schillinger Reasonable accommodations for persons The State University of New York with disabilities will be made if requested Office of Design & Printing at least two weeks in advance.

A Partnership Program with the SBA, Funded in part through a cooperative administered by The State University agreement with the U.S. Small Business of New York Administration. All opinions, conclusions or recommendations expressed are those of the author(s) and do not necessarily reflect the views of the SBA. Message from the Governor

I am proud that during 2007 we made significant progress in addressing many of the com - plex social, political, and economic challenges in New York’s Innovation Economy. Central to these efforts is our “City by City” Economic Development Plan, which takes a uniquely focused approach to solving the diverse issues facing each area of our large and dynamic state. Abandoning a “one-size-fits-all” approach to economic development means we can respond to specific regional state priorities in appropriate ways, while reducing the cost of doing business in New York and strengthening infrastructure throughout the State. The New York State Small Business Development Center (SBDC) – a partnership among the State of New York, the U.S. Small Business Administration, the private sector, and led by higher education – is central to New York’s efforts in helping citizens realize their dreams of economic independence through small business ownership. The State University of New York (SUNY), along with educational partners the City University of New York (CUNY) and independent universities, hosts the SBDC’s distributed network of regional centers and service outreach locations. This network enables the SBDC to foster entrepreneurship and innovation in a manner sensitive to the needs and traditional strengths of each region. Since 1984, the SBDC has helped more than 272,000 New Yorkers expand their local economies by investing over $3.4 billion in their businesses – both new and already in existence – creating and preserving 127,000 jobs in our state. These entrepreneurial citizens have built stronger futures for themselves, their families, and their communities. I commend the SBDC for its efforts that focus on the future of small businesses and the health of the statewide business community by designating Productivity and Technology Centers in key areas of our State. SBDC Advisors within these centers receive extra training in technology, efficiency, and sustainability issues which enables them to further assist New York’s small businesses. Hiring business advisors with skills in these areas will help expand the knowledge base of the SBDC network. A strong business community, with stable small businesses, is necessary for our new innovation economy. New York faces serious competition, not only from within the U.S., but from expanding economies around the world. By finding more effective ways to increase our productivity and competitiveness, we will help guarantee a bright future. The SBDC is certain to continue to have a key role in achieving this goal as we look forward to an era of unprecedented growth and leadership in the 21st century.

Eliot Spitzer Governor of New York State 1 Enhancing the Productivity of New York’s Small Businesses

For almost a quarter-century, the delivery centers, which are located New York State Small Business on SUNY campuses as well as the Development Center (NYS SBDC) campuses of SUNY’s educational has provided New York entrepre - partners, including the City Celines Toribio neurs and small businesses with the University of New York (CUNY) highest-quality, pro-bono, confiden - and a few private universities. tial business counseling, training, Bronx and industry-specific business Any New York resident who research. wants to start a small business – or improve the performance of an Celines Toribio, born in the Dominican Funded by a public-private part - existing business – can make an Republic, for the last 15 years has resided nership consisting of the U.S. Small appointment at any SBDC regional in New York City. In 1996, she graduated Business Administration, New York office. Clients receive personalized, from Lehman College with a bachelor’s confidential business counseling and degree in mass communications and the - State, local communities, and pri - ater. A year before completing her degree, vate industry, as well as host educa - training, and focused, industry-spe - she served as host of several Univision tional institutions, the SBDC works cific research related to the success Television Network shows, such as Primer to foster New York’s economy by of his or her business. Impacto and El Gordo y La Flaca . But she promoting the formation and con - is best known as co-host of the most Approximately 50 percent of the popular Spanish language morning radio tinued stability of small businesses. businesses the SBDC assists are program in New York, “Coco y Celines de The SBDC fosters sound business 6 AM-10 AM.” Her passion for entertain - practices among small business enterprises in existence for more ment and dedication to the Hispanic com - entrepreneurs by focusing on than five years that need help munity inspired her to open a beauty and resolving productivity, marketing, education facility that provides modeling, innovation, productivity, quality, financial, inventory, personnel, art, and etiquette classes. Toribio worked efficiency, finance, marketing, with Jenny Tejada, SBDC Business Advisor exporting, cost-benefit analysis, management, succession or other at Lehman College, in developing industry and technology applications. issues that are impacting profitabili - research, a winning business plan, and ty. The SBDC also helps stabilize business certification applications, as well Since the program was established existing local economies by assisting as a loan package and bank referral. The result was $400,000 in funding –a in 1984, the SBDC has worked entrepreneurs with new business $250,000 SBA-guaranteed loan from a with more than 275,000 New start-ups, a key contribution to commercial bank, plus $150,000 in owner Yorkers , helping them locate over New York’s dynamic business equity. Toribio opened Celines Toribio $3.4 billion to start or grow their environment. Academia de Arte y Belleza, in the Bronx. With classes taught by professionals, it is businesses, and creating or saving The SBDC mission is to counsel the only bilingual art and modeling center more than 127,000 jobs . in the metropolitan area that offers and assist small business owners, reasonably priced classes to low-income The State University of New York and those planning to go into busi - students. According to Celines Toribio, (SUNY) administers the SBDC and ness, with the help they need to be “Jenny Tejada and the Bronx SBDC had the its network of 23 integrated service successful. SBDC business advisors professional business expertise I needed. They were wonderful.” do not supply the business decisions

2 or judgments; rather, they provide • Research and education and tools so that owners Development Funding can make their own informed busi - • Intellectual Property Issues ness decisions. SBDC business • Technology Networking/ advisors make recommendations Resource Identification and suggestions as appropriate, • Alternative Financing (Equity) based on their extensive business training, experiences, and resources • SBIR Assistance and Promotion to assist you in your business • Industrial Effectiveness decisions. • Energy Efficiency Bob Courson and Bill Everts • Sustainability An Emphasis on • Critical Efficiency Analysis. Productivity Improvement Jamestown A system of measures of produc - During this program year, the tivity improvement, training, ser - Bob Courson is a Gulf War veteran SBDC established Productivity/ vices, networking and marketing with a number of serious disabilities. In Technology Centers at strategic activities has been committed to November 2006 he began working with SBDC locations within New York for increased competitiveness for Senior Business Advisor Bill Everts at the State. Advisors designated at each assisted businesses. Client evalua - Jamestown SBDC on realizing his dream of the selected centers are charged tions and changes in business of opening a gun shop were he could sell, repair, and recondition guns and related with raising the awareness of condition are the key milestones equipment. After evaluating a number of issues that impact small business used to gauge progress and results. locations, Courson found a building in productivity. SBDC Advisors Greenhurst that he could purchase on a identify key partners to further Historically, larger businesses land contract. Everts helped him develop assist small business owners in that thrive place a high importance a plan to finance and use this building. Courson himself performed the extensive on productivity improvement; but addressing productivity issues, building renovations, including the installa - including: university resources, for smaller enterprises other issues tion of a small machine shop to work on associations, federal/state labs, – e.g., staff, sales, and just meeting guns. The cost of renovation and initial NYS Centers of Excellence, and payroll – have more urgency for inventory amounted to $125,000, which Courson obtained through the sale of some others. These specialists also an overworked entrepreneur. This property. After being in business for a share expertise across the system, new SBDC small business focus on month, he saw the opportunity to bid on advocating and educating to productivity improvement helps providing “night vision “equipment for a make small business productivity push productivity to the forefront local law-enforcement unit, but to do this, he would need additional funding. Everts improvement a priority statewide. in small business planning and helped him apply for a small micro-enter - should have a significant impact prise loan from Chautauqua Opportunities The Productivity Advisors have on small business client profit- for Development, Inc. With this $14,000 knowledge in areas of productivity ability and survivability in New loan, Courson successfully bid on the and technology enhancement, York State. night-vision contract. Open for just five including: months, Courson’s Calibers is averaging over $3,000 in weekly sales and growing • Technology Transfer and into the area’s primary sales outlet for guns Commercialization and related equipment. Says Courson, “The services Bill Everts and the SBDC offered were phenomenal. I could never have started my business without the SBDC.”

3 The SBDC retains its priority • 94 percent said their inquiries of assistance for manufacturers, received prompt attention exporters, companies in economically • 81 percent said they could distressed areas of New York, and not have afforded private projects that advance the job devel - counseling services; opment, investment, and economic • 94 percent said they would growth priorities of New York State. recommend SBDC services to In addition to the aforementioned, other small businesses; and the SBDC emphasizes business • 93 percent said they received Elaine Wilshire assistance programs for women, specific recommendations that minorities, and people with special improved the bottom line of needs. their businesses. Pace The SBDC places a special emphasis on helping New York Award-Winning In 1997, when Elaine Wilshire was laid off veterans and members of National Professional Business Advisors from her administrative position at a large Guard and Reserve units. These New York hospital, she saw it as an oppor - patriotic men and women sacrifice At the heart of every SBDC tunity to pursue her true passion for acces - years of their lives to defend our project and initiative are talented, sory design. She took courses in handbag dedicated business advisors who and shoe design. Although hampered country. Some are called on to most of her life by a chronic optical disabil - make the ultimate sacrifice. We can have just one goal in mind: assisting ity, she found it wasn’t a problem as she help repay our debt to the small small business owners and those worked on original designs as part of her business owners in their ranks, in a who want to become small business class assignments. When her work owners. SBDC business advisors inspired appreciation and admiration from small way, by working to see that colleagues and friends, Wilshire decided to they enjoy the benefits of the free undergo a rigorous professional go into business for herself. Her company, enterprise system they have helped development and certification Elan-Sa International, has been designing, to preserve. For more information process to continually improve their manufacturing, and distributing designer expertise and sharpen their skills. handbags –“Unique Bags for Unique about the New York SBDC Veterans The ambitious SBDC basic business Women” –since 2003. With her merchan - Business Outreach Center program, dise selling briskly at street fairs and local see page 11. certification program has been aug - stores, Wilshire needed additional capital mented by an advanced certification and marketing advice to take advantage of program, which requires at least growth opportunities. At the suggestion What do SBDC Clients Think five years of additional training and of the Thypin Oltchick Institute for About SBDC Services? Women’s Entrepreneurship – an arm of the experience, active participation in Federation of Jewish Philanthropies of New The SBDC asks all clients to statewide program initiatives, and York –Wilshire contacted Pace University evaluate the services provided by participation in the local business SBDC Business Advisor Catalina Castano community. for assistance with her business plan and conducting a post-counseling evalu - marketing strategies. Working together, ation survey to find out how we SBDC business professionals are they charted a course for Elan-Sa can improve services. Results from well versed in the latest financial International. With her completed busi - surveys conducted in 2007 indicate ness plan, Wilshire received a grant from and management tools available to that almost all clients are very the New Start Fund. According to Wilshire, small businesses. SBDC business “Catalina Castano and the SBDC were a satisfied: advisors identify business technolo - great help to me and my business.” gy options that best suit the client’s

4 needs, and help analyze the factors Walter Reid, certified business in software or hardware decisions to advisor at the at Farmingdale State ensure the client arrives at the best University SBDC, was honored decision. SBDC advisors advocate with the 2007 “Star Performer for the adoption of appropriate Award” by the Association of Small money-saving technology for their Business Development Centers at clients’ businesses. their annual national convention in Denver. In just the past two years, It is up to the client to choose Reid has counseled over 684 small the best product and price. SBDC business owners and entrepreneurs. William Ketcham advisors do not make recommenda - These businesses have invested over tions to purchase goods or services $23.5 million in capital in their from any one individual or firm. local communities, and have created Binghamton Likewise, if the client needs to and saved over 540 jobs. Reid is retain legal, business accounting, symbolic of the dedication and or business insurance help – and expertise of the SBDC’s extraordi - Aviation is in William Ketcham’s blood. A almost every business requires these nary cadre of business advisors. retired US Navy Gulf War veteran, for over resources at some time – the SBDC 20 years Ketcham served as an aircraft mechanic and flight engineer at Naval air can provide a list of professionals in stations around the world. After leaving A Diverse Clientele the client’s area along with criteria the service, he returned home to the to consider. It is up to the client to Despite the perception that the Southern Tier and became an aircraft mechanic at FirstAIR, the sole-provider decide which service providers best NYS SBDC focuses primarily on aircraft repair facility at the Greater suit his or her needs and budget. “mom-and-pop” enterprises just Binghamton Airport. Over several years, getting started, the program actually Ketcham’s unique expertise and reputation for quality, federally certified repair on both Recognizing SBDC’s works with an equal number of existing and start-up businesses. commercial and private aircraft made Outstanding Advisors FirstAIR one of the most respected compa - SBDC-assisted businesses are excep - nies in the field. Ketcham was also At the annual Staff Training event tionally diverse, including high-tech responsible for the repair and certification this year, the SBDC recognized manufacturers, pizza parlors and of ground support equipment at the air - seven outstanding business advisors delis, software developers, artists port. When the owner of the business decided to explore opportunities else - from across the state with “Advisor and crafters, physicians, clothing where, Ketcham saw an opportunity. of the Year” Awards, signifying con - designers, inventors of state-of-the- Working with the Binghamton SBDC’s sistent excellence in professional ser - art processes and devices, and others Doug Boyce (himself a former Navy avia - vices, outcomes, and client satisfac - representing innumerable industry tor), Ketcham developed a business plan and set of financial forecasts for his own tion. A key determinant in making niches. these awards is the degree of satis - company, North Country Aviation Services, that allowed him to arrive at a fair purchase faction expressed by the advisor’s The diversity of these businesses is price with the owner as well as to convince clients throughout the past year. testimony to the range of expertise commercial lenders to help finance the John Narciso (Farmingdale) received among SBDC center directors and purchase. The $135,000 package consisted the top honor in 2007, followed by business advisors. Did you know, of a conventional bank loan, an SBA- guaranteed loan, a revolving line of credit, Myriam Bouchard (Mid-Hudson), for example, that among the busi - and the client’s equity investment. Says Sam Kandel (Mid-Hudson), Ulas nesses assisted by the SBDC are a Ketcham, “Doug Boyce and the SBDC Neftci (Midtown Manhattan), and landmark hotel restored to 1912 worked with me to develop a once-in-a- Bill Grieshober (Buffalo). lifetime opportunity. I couldn’t have done it without them.” 5 elegance; several gourmet food cre - as important, these companies had ators; a mine that sells tons of rock made significant economic and salt to New York and neighboring public service contributions to their states; several restaurants and eclec - communities. In 2005 and 2006, tic cafes; a manufacturer of armor SBDC welcomed six additional plating for Humvees; a farm that small businesses to the Hall of converts cow manure into electrici - Fame. ty; a research firm developing a human blood replacement; a world- Each member of the Hall of Fame symbolizes the long-term impact of From left, Robert Tian (UAlbany MBA student famous designer of women’s cloth - intern), Bill Brigham, Jim Riccardi (owner of ing; a New York harbor tugboat a healthy and vibrant small business Materials Recovery Company), Jinshui Zhang operator; and a company that moni - environment: success and prosperity Albany tors driver licenses for corporations for the entrepreneur/owner and and government agencies. employees, for the communities in which they do business, and for China today has the fastest growing The NYS SBDC recognizes out - the state as a whole. The SBDC economy in the world. If you are a small standing small businesses as success measures its success one entrepre - New York business, how do you turn this stories in this report and presents neur at a time, and each Hall of growth to your advantage? Jim Riccardi, Entrepreneur of the Year awards at Fame member represents thousands president of Materials Recovery Company (MRC), in Albany, found the key to export its annual conference. In addition, of New Yorkers who contribute to at the SBDC. MRC operates a metals a committee of regional center the economic health of the state recovery and recycling system that trans - directors and advisors selects “the by starting or expanding a small forms incinerated municipal waste into best of the best” for induction into business. low-cost, high-quality non-ferrous metals for secondary smelters. In 2002, Riccardi the NYS SBDC Small Business Hall met with Jinshui Zhang, the New York of Fame. As of 2007, 38 exception - In 2007, three outstanding com - State SBDC’s International Trade Specialist, al businesses have been named to panies were named to the SBDC and later accompanied Zhang on one of the the Hall of Fame. You can read Hall of Fame: SBDC’s frequent trade delegations to China about these diverse and successful on behalf of New York’s small businesses. Gerald J. Hace is the president Riccardi wanted to meet directly with small businesses at the NYS SBDC and CEO of Gooding Company, Inc., Chinese officials and develop partnerships. Web site, www.nyssbdc.org. At about the same time, the SBDC Regional one of the nation's oldest and most Center at the University at Albany received experienced printing firms. Gooding, a grant from UA alumnus Guy Alonge to The SBDC Small Business the oldest business in Lockport, place MBA students at local businesses. Hall of Fame manufactured snap-set and business One of these students, Jia Xu, prepared forms for several decades. Hace is MRC executives for follow-up trips to In 2004, the SBDC inaugurated the first non-family member to own China. Under the supervision of Zhang the NYS SBDC Hall of Fame and and SBDC Albany Regional Director Bill and run Gooding Co. Inc. in its inducted 32 outstanding New York Brigham, Xu translated the company’s 114 year history. Under Hace’s brochures into Chinese, designed a new small businesses. All inductees were leadership, with help from the company website in Chinese, traveled to long-term clients of the SBDC, Niagara SBDC, Gooding has China with MRC, and responded to sales and had made a success of their inquiries from China. China now accounts evolved into a 21st century supplier businesses over the course of years, for approximately 60 percent of MRC’s of packaging (inserts and outserts) sales. Says Riccardi, “The combination of a overcoming obstacles and adjusting for the pharmaceutical and con - public agency – the SBDC – and academia in response to changing market sumer industries. With assistance has helped make this a successful company.” conditions. In addition, and just

6 from the SBDC, the company’s Shining Stars Daycare, and its recent economic impact is well over principals Stella and John Penizotto, $2 million. Employment has grown have been working with the from 15 full-time employees in Onondaga SBDC for more than a 1990 to 32 employees today. The decade. The clients built a very Niagara SBDC has worked with good business in a tough industry: Hace since he began making plans childcare. They have expanded to purchase the company their center six times, starting with a in 1990. capacity of 32 children and expand - ing to facilities that accommodate Myriam Bouchard, Valerie Carelli, Chris Collins, Joseph McMahon, 244 children. Partnering with other Andy Taylor and Jim Treloar and Robert Schlehr, clients of the Syracuse agencies, the Penizottos Niagara SBDC, formed Audubon run a number of specialized pro - Mid-Hudson Machinery Corporation in 2004 and grams, including one for autistic acquired the assets of Oxygen children three to five years old. Generating Systems, Inc. (OGSI). With SBDC assistance, Shining As experienced educators, Valerie Carelli, OGSI manufactures oxygen systems Stars has won multiple health and Jim Treloar, and Andy Taylor knew that an for medical, agricultural, water online tutoring service could help large safety grants from the NYS Office numbers of youngsters supplement their treatment, and industrial purposes. of Children & Family Services. learning in an economical way. In 2006, Another acquisition by the partners, They are currently planning a new they formed LEARNER FIRST, an online Schlyer Machine Corporation, man - daycare center near a Lockheed tutoring service with a focus on students from K through 12. Their goal was to be ufactures equipment for medical Martin facility, based on corporate approved as a New York State Supplemental and other types of research. With plans to hire more engineers and an Education Service (SES) provider, part of SBDC assistance, the partners con - employee survey demonstrating the the “No Child Left Behind Act” of 2001, and solidated operations into Wurlitzer need for childcare. Shining Stars locate funding sources. Also interested in finding incubator space for the company, Capital Group LLC in 2005 and currently employs 63 people. moved to a new 40,000 square foot the team contacted the Mid-Hudson Small Business Development Center in January manufacturing facility in North and Business Advisor Myriam Bouchard Tonawanda. Audubon recently A Web-Based Management worked with them, refining their business received Green Building Tracking System plan and reviewing marketing and pricing strategies. The SBDC Research Network in Certification from the US Green One of the keys to success for the Albany provided an applications template Building Council for building its SBDC over the past 22 years has for acquiring government support. By new facility on a remediated brown - been an electronic management April, LEARNER FIRST was approved for field and implementing measures tracking system, called WebMQS space in the SUNY Ulster Small Business Incubator. They soon received all state- such as using recycled materials and (Web-based Management Quality mandated certificates and began an installing highly energy efficient System). WebMQS enables SBDC aggressive public relations campaign. systems. Currently, the SBDC is staff in 23 regional offices to man - They also closed on a $60,000 business working with Joe McMahon, from age client relationships and capture loan from a local savings bank, invested another division of Wurlitzer – information about every aspect of $12,000 of their own equity and created Wurlitzer Water Works, to develop a 14 full-time jobs. By April 2007, LEARNER those relationships, including the FIRST had become an official SES provider, business plan for manufacturing and services provided to them and the serving more than 60 students and several distributing self-contained sterile outcomes of the assistance. This key school districts and administrators. water bottles for animal testing labs. statewide tracking allows the SBDC According to the partners, “Myriam Bouchard was wonderful. We want students to feel as confident in LEARNER FIRST as we are in the SBDC.” 7 to anticipate changes and trends in Following these changes, atten - the New York State small business tion shifted to less visible aspects of community, issue accurate and the website, including search-engine detailed periodic reports on progress optimization and web-marketing and services rendered, and ensure concerns. This effort included the that individual clients receive the addition of metadata (descriptive highest-quality business counseling, words) to describe online content training, and research. WebMQS and an increased use of web analytic maintains the records of over tools to accurately track site visitor Jill Frechtman 272,500 New York businesses and statistics. The goals are twofold: to entrepreneurs that have been served. increase traffic to the NYS SBDC website and to serve as an example Farmingdale WebMQS enables SBDC staff for SBDC clients interested in at regional centers and the central promoting their own websites. office to enter data and see counsel - On weekends as a youngster, Jill ing and training activity in a real- After analyzing page content, key - Frechtman worked alongside her mother time environment via a secure web words were selected, based on words to create delicious chocolate-and-pretzel site. The system gives an up-to- and phrases typically used by those confections. Years later, while working as an assistant art director for a large the-minute view of the entire NYS searching the web for small business Madison Avenue advertising agency, SBDC network, expediting assess - assistance. These words were then Frechtman recreated some of these tasty ment of services, and permitting a incorporated into page metadata: treats for a holiday party and bowled over highly accurate analysis of demo - page descriptions, keyword tags, and her colleagues; they encouraged her to turn her hobby into a business. Thus, graphics and economic trends title tags. This data provides visitors “Fretzels by Jill” were born in 2001. across the State. with better information (title tags Fretzels by Jill are hand-dipped, gourmet, appear at the top of a browser chocolate-covered pretzels, embellished window, offering visitors a quick with an array of distinctive toppings. Visit the SBDC With her strong background in marketing, overview of page content). The data at www.nyssbdc.org Frechtman launched her business success - also provides search-engines with fully. The public can purchase Fretzels This year began with a major additional key topics to discover, online at www.fretzels.com. In 2006, Frechtman contacted SBDC Business overhaul of the NYS SBDC web - including specific names, geogra - Advisor Ritu Wackett, at the Farmingdale site’s appearance and organization. phies and services. In aligning SBDC. As a result of their interaction, Features like “What’s New” and popular search terms with webpage Frechtman received media coverage that “NYS SBDC in the News” were would make a publicist envious. She has content, the percentage of web been featured on the Today show, The added to the homepage, highlight - visitors referred by search engines Rachael Ray Show, and Channel 7 ing SBDC events and keeping has increased, and the NYS SBDC Eyewitness News. She has also appeared homepage content fresh and timely. appears in higher positions in web in OK Magazine, Long Island Pulse, and Long Island Business News. Frechtman is The homepage also gained an searches. looking into acquiring her own commercial “Expert Advice” column, promoting kitchen, rather than renting space. She the small business expertise of Attracting visitors to the NYS projects a one-hundred-percent sales SBDC advisors. Additional photos SBDC website is useful to the orga - increase in the next year. Says Frechtman, nization in several ways. Visitors “Ritu Wackett is amazing! She and the were included throughout the site, SBDC have been a tremendous source of presenting SBDC success stories can find information on upcoming information and assistance, making a through the faces of the clients. training events, read about services major difference in my business.” offered, and learn of the expertise of

8 SBDC advisors. More important, tacts, resources, and an unparalleled visitors can use the site to request network within government and online or in-person counseling. business circles in China on local, Analytic tools, then, that calculate regional, and national levels. With the number of visits, page views, rapidly changing economic condi - and time spent on the site can also tions in China, the SBDC/IBP is be used to measure the rate at which working with existing partnerships visitors to the request-for-counsel - and developing new cooperative ing tool are converted to actual arrangements, so that optimal busi - clients. By monitoring this process, ness and trade opportunities will be From left, Cathy & Michael Mitchell, we can strive to improve this provided to SBDC clients who are Laurie & Scott Paris conversion rate. interested or active in international business and trade. The inclusion of appropriate Watertown metadata helps visitors find the Each year, the IBP provides SBDC website. The use of analyti - business counseling to hundreds of Seven years ago, friends Michael Mitchell cal tools helps fine-tune the content clients for international trade, mar - and Scott Paris, of Watertown, started P & of the site, making it easier to ket identification and penetration, M Construction. It was a family business from the start, with wives Cathy Mitchell understand and more helpful in feasibility analysis, project outsourc - and Laurie Paris and other family members educating new visitors. ing, financial issues, regulations, involved in day-to-day operations. P & M customs, taxes, tariffs, and trade first used the services of the SBDC in 2002 shows. Agreements were signed by for assistance in obtaining procurement Expanding Opportunities certifications. They returned to the SBDC NYS SBDC and the Ministry of for Small Businesses in the for QuickBooks courses to make their busi - Science and Technology, Productivity ness more productive. In May 2004, Fort Global Market Promotion Center, industrial parks, Drum, home of the Army’s 10th Mountain and local governmental agencies in Division, announced a major expansion Developing business in the global requiring 2,000 additional housing units, China. By entering into cooperative marketplace, and exporting goods increasing the demand for P & M’s ser - agreements, the NYS SBDC has vices. P&M incorporated in 2006 as Paris and services to markets overseas, helped create and maximize trade & Mitchell Construction, Inc. specializing in represent major growth opportuni - and business opportunities for more residential construction, and also panelized ties for small businesses in New garages, decks, and outdoor furniture. In small businesses in a cost-effective York’s 21st-century innovation 2007 they exercised their lease agreement way. on a building in an Empire Zone. To fund economy. the building purchase and improve the For example, with the assistance building, as well as generate additional The NYS SBDC’s International of the IBP, Materials Recovery capital, Paris & Mitchell had to refinance Business Program (IBP) has strategi - their debt. SBDC Business Advisor Ann Company (MRC), headquartered in cally positioned small- and medi - Durant helped prepare financial forecasts Troy, New York, is successfully um-sized businesses in New York that allowed the company to leverage a exporting recycled metals recovered commercial bank mortgage for $212,000 State to take advantage of trade and from municipalities and other gov - and a $50,000 line of credit. As a result of business development opportunities the new funding, they were able to add ernmental organizations to Chinese in the global marketplace. Through three new positions and retain 12 jobs. consumers, and has been certified a special focus on business opportu - Says the P & M Construction group, “We by AQSIQ (Administration of commend Ann Durant for her professional nities for New York companies in Quality Supervision, Inspection, advice and personal interest in our compa - China, the SBDC has nurtured con - ny. She is a knowledgeable professional and Quarantine) of China, which and her great expertise has helped us prosper and grow.” 9 allows sellers to export materials New York State companies initiate directly to customers based upon and expand trade and business in the trust that the exported products Chinese markets as well as develop meet standards. Founded in 1995, new global business strategies. The MRC has established itself firmly in missions also promoted the SBDC the competitive market of the U.S. and its services and enhanced the as one of the major suppliers of relationship with Chinese govern - high-quality non-ferrous metals, ment agencies and officials in and has been vigorously expanding foreign trade and economic Heidi Grosser and Greg Tiemann to international markets, including development. China, India, and Belgium. MRC has been recognized by and admit - In accordance with the U.S. Onondaga ted to several organizations that set government’s efforts for expanding standards in the metals market. The overseas markets and a free-trade owner, James Riccardi, is on the agreement with other countries, the Heidi Grosser and her fiancé, Greg board of the Empire State Chapter IBP is currently exploring opportu - Tiemann, are retired from the armed forces of ISRI, the Institute of Scrap nities in Mexico, South and Central and both have service-related disabilities. America, Europe, and Asian coun - Upon leaving military service, they trained Recycling Industries. ISRI sets the to become certified dog groomers, and guidelines and standards for quality tries other than China. Several decided to use their savings to develop a products. meetings with representatives from business. Grosser had begun to put these regions have been held and together a business plan for a dog-groom - In the past year, the IBP, together contacts established. This is an ing business, using a software program, but she found the program confusing. with SBDC regional centers, has important step in efforts to expand Furthermore, to qualify for veterans’ organized training sessions, semi - trade and create jobs for New York’s benefits, the business plan had to be nars, and business meetings that small businesses. reviewed by an experienced business focus on business information, advisor. The VA recommended the couple For more information on the to the SBDC. Working closely with SBDC opportunities, challenges, and Business Advisor Nancy Ansteth, at the practices involved in international International Business Program, Onondaga Community College SBDC, they business and trade development. consult the NYS SBDC website, at soon had a business plan that passed the www.nyssbdc.org. Please click on scrutiny of the VA. They persisted again The IBP specialist has translated the “International” button at the when they encountered zoning issues in two SBDC brochures into Chinese, connection with their contemplated build - both now posted at the NYS SBDC bottom of the front page for infor - ing site. Cameo Grooming and Day Care website. mation. opened in July 2007. The total funding consisted of $345,000: $150,000 in owner This year, the IBP successfully equity for building upgrades; a $165,000 Fine-Tuning a Service: mortgage held by the building owner, and organized two business and trade The SBDC Research Network $30,000 for equipment. They offer pet missions to China that provided products for sale in their retail store, New York State companies with Cameo’s Curios. In October 2007, Cameo The Research Network has pro - opportunities for business develop - Grooming and Day Care was honored by vided value-added research services the Syracuse Chamber of Commerce as ment and trade, promoted an for SBDC clients since 1991. It Economic Champions of Central New York. exchange and cooperation between Says Heidi Grosser, “Many thanks to Nancy also serves SBDC partners within businesses of both sides, maximized Ansteth and the SBDC for all of your help SBA regional offices, the State trade opportunities through match - with our business plan. You made a University of New York, state gov - confusing process much easier.” making meetings, and helped ernment, and other affiliates. Its 10 highly trained library staff contin- Upcoming projects for the uously seeks out, evaluates, and Research Network include the addi - utilizes cost-efficient print and tion of a GIS mapping service for electronic resources to respond to SBDC clients. In addition, library

thousands of questions from New staff are currently developing a one- n a m l e York State's small business owners stop website where SBDC advisors i T l l e and entrepreneurs. can view the Research Network blog w x a M

(currently accessible at http:// y b o Last year, the Research Network t o

sbdcrn.blogspot.com/ ), access the h undertook a drastic overhaul of the P catalog, answer user surveys, view Buffalo business advisor methods by which it responds to the progress of client requests, Cindi Thomason and Ahmed Saleh client inquiries. Since November download helpful documents, and 2006, SBDC advisors have received take advantage of other services. information strictly in electronic Buffalo format. This replaced the outdated The Research Network continues method of mailing documents in to work as the liaison between the Ahmed Saleh arrived in the US from his paper form. Digital files are stored signage industry and New York’s native Eritrea (in East Africa) in 1993 on a secure internal SBDC server, small business community. The without family, friends, or resources. After finding shelter in Buffalo’s Viva La Casa, and are made accessible to SBDC primary task has been the continual a refugee transition center, he secured advisors via a website created espe - promotion of the What’s Your employment, completed studies at a cially for this purpose. Signage? website – http://whats community college, transferred to Buffalo yoursignage.com. The site gives State, and graduated with a degree in This method has proven very computer science. Working two jobs, he small business owners across the served as an immigration interpreter in popular with SBDC advisors, as it country the means to learn more Buffalo and New York City, while saving as eliminates time previously spent about this complex subject. much money as possible. At a seven-week waiting for postal delivery. entrepreneurship course, Saleh met Buffalo Turnaround time has dropped, and The Research Network director State SBDC Business Advisor Cindi Thomason, and shared his dream of open - the SBDC has seen a noticeable has participated in several seminars ing an inner-city convenience store. For decrease in spending on paper, conducted by trade associations in the next 18 months, Thomason worked mailing supplies, and postage. the signage industry. The audiences with him to develop his business plan. are those who have the power to But Saleh had yet another obstacle to overcome: A corner lot he had purchased In August 2007, the Research write regulatory codes for signage earlier was found to be contaminated and Network uploaded descriptions of in towns and municipalities. The a full remediation was required before the the 200+ books in its circulating library promoted signage as a tool SBA could guarantee a business loan. collection onto the free website beneficial to the small business Fortunately, a regional commercial lender that had provided initial funding to get his known as LibraryThing. For the community, and warned against business afloat provided additional first time in SBDC history, advisors ill-informed regulations that would resources for the remediation. Saleh in the field now have a web-based serve to stifle entrepreneurial employed minority contractors, and his means of virtually “seeing” (and activity. store, named Mandela’s Market, in honor then borrowing) the books on the of the South African patriot, serves a predominantly African-American clientele library’s shelves. Accessing these Technology and imagination, with the freshest fruit and vegetables. It items speeds up the research when used properly, help fuel employs 12. At its recent grand opening, process, and it also allows SBDC productivity. A recent report from Saleh stated, “I would not have a business advisors to have a say in future an Association of Small Business without the help and guidance of Cindi Thomason and the Buffalo SBDC. library acquisitions. My success is their success.” 11 Development Centers accreditation An ancillary VBOP program is team states that the Research the Veterans Behind Bars (VBB) Network is unique among the initiative. VBB is an SBDC partner - national SBDC community in using ship program with the New York these tools to help the New York State Department of Correctional State program. Services, directed at veterans who are incarcerated and within three years of release or parole. At Saluting Veterans Groveland Correctional Facility, a Business advisor Refaat Sawires In 1999, the NYS SBDC was one medium-security facility near and Kim Genduso of four organizations in the country Rochester, SBDC business advisors selected by the U.S. Small Business provide free business planning semi - Staten Island Administration to participate in the nars and business plan preparation Veterans Business Outreach Center workshops to veterans who sign up Program (VBOP) – a pilot entrepre - for the voluntary program. Business Kim Genduso graduated from Staten Island neurial assistance program directed advisors in other regions – College in 2002 with a degree in psycholo - at veterans – especially service- Binghamton, the Capital District, gy, but her career path took her far afield. disabled veterans. VBOP provides When she had a chance to take over a rela - the Hudson Valley, and Staten tive’s struggling iron fabrication company outreach in the form of targeted Island – also provide workshops and in California, she seized it and, working business training, counseling, and counseling for incarcerated veterans. 18-hour days, transformed it into a success mentoring for veterans, and service- The Department of Correctional story. ARC TEC Welding and Fabrication disabled veterans in particular. The Services has noted the positive influ - Company won major contracts from the biggest builders and operated out of a focus on veterans who want to start ence entrepreneurial preparation has 10,000-square-foot state-of-the-art facility. their own businesses or who own had upon the veteran inmate popu - By 2007, Genduso wanted to return east to businesses and want to improve lation and is in discussions with the friends and family and contribute to Staten profitability is particularly timely SBDC about expanding the VBB Island’s economy by establishing a new branch of ARC TEC Welding and during this period of widespread program to other facilities. Fabrication Company. She took her dreams military deployment and large num - to the Staten Island SBDC. Senior SBDC bers of troops being rotated home. In seven years, New York’s VBOP Business Advisor Refaat Sawires helped has provided counseling to over her register as a Minority and Woman- As part of New York’s VBOP 11,000 veterans, trained 12,000 Owner Business Program, and as a NYC program, special Veterans’ Business veterans, and located more than Pre-qualified Contractor and Vendor. He introduced her to representatives of the Outreach Centers were established $157 million in funding for veter - Empire State Zone Program, which offers at the Farmingdale, Buffalo, and ans’ businesses. According to the tax credits and other incentives for locating Albany SBDCs, each with a dedicat - US Small Business Administration, manufacturing businesses in economically ed Veterans’ Business Advisor. By the New York SBDC program is a challenged areas. Once again, hard work paid off. ARC TEC recently invested going to the SBDC website veter - national model for providing $375,000 in a headquarters building in ans’ page – www.nyssbdc.org/vboc – business assistance and targeted Port Richmond, and Genduso plans to you will find information about the outreach to veterans. invest up to $1 million in a new state-of- VBOC program and an easy-to-fill- the-art shop. “Refaat Sawires and the out electronic request for business One of the most innovative Staten Island SBDC understand manufac - developments within the New York turing and what it takes to succeed as a counseling. New York business,” says Genduso. VBOP is the creation of a web- “They have been a great help to me.”

12 based and CD-ROM-based interac - major tool for assisting manufactur - tive educational program that teach - ers and other businesses in New es veterans how to be successful York. DETA was authorized by the entrepreneurs and small business U.S. Small Business Administration owners. “EntreSkills for Veterans TM ” in 1995 to enable SBDCs to assist is based on the successful small businesses impacted by reduc - EntreSkills TM program developed tions in defense spending and the by the NYS SBDC’s Office of closing of military bases. DETA Entrepreneurial Education. That not only assists manufacturers nega - program has been implemented in tively impacted by shifts in military Thomas Powers over 150 high schools across New materiel priorities; it also provides York. VBOC business advisors funds to assist businesses adversely developed an upgraded and targeted affected by troop deployments. Oswego version of the material for veterans and active military personnel. The New York State DETA pro - EntreSkills for Veterans TM takes veter - gram provides an array of no-cost Obesity is a growing problem among ans through cumulative stages as it business services to help reposition American children. Poor diet and a lack of these defense-impacted businesses to exercise have resulted in an alarming helps them refine and develop a increase in serious diseases, including commercial markets. Initially, five small business concept, address legal Type II Diabetes. Thomas Powers who for and marketing issues, prepare finan - SBDC DETA centers were strategi - the last 12 years has owned and operated cial statements, and, ultimately, cally positioned throughout New a fitness center in the city of Oswego catering to the health and fitness needs of prepare a complete business plan. York State – in Albany, Utica, approximately 1,000 adult members, Farmingdale, Plattsburgh, and The SBDC is working with the New recognized the problem and decided to York State Office of Veterans Affairs Stony Brook – to provide assistance do something. He wanted to provide a to qualify EntreSkills for Veterans TM to heavily impacted areas. In FY healthy, safe, and nonthreatening environ - ment that encouraged young people and for veterans’ educational credit. 2003, the SBA awarded the NYS SBDC a new contract to continue early teens—from 12 months to 14 years-- to learn the benefits of exercise. The com - In 2005, the New York SBDC’s the program and expand services to munity and the banking establishment VBOC proposal was one of five Watertown. At that time, services were strongly in favor of the idea. But chosen in a national competition were shifted from Utica and first, Powers had to refinance, reconfigure, for renewed funding from the Small Plattsburgh to other regions. In and re-equip his club for a young clientele. Powers had prepared a business plan to Business Administration. This FY 2005, Binghamton and Buffalo seek funding, but lacked detailed financial proven partnership is prepared to were added to the roster of DETA projections. A local lender referred him to assist veterans through the end of centers under the latest DETA the SBDC Satellite Office at Oswego State the decade, a task we look forward award. University. Business Advisor John Halleron worked with Powers on the to delivering upon. DETA centers have created strate - detailed financial projections the lender required. With pro formas completed, the gic partnerships with organizations financing proceeded smoothly. The total Helping Small Businesses statewide – including aerospace project cost: $170,000, consisting of a and Communities Impacted industry associations and technology $34,000 loan from the bank, and an by the Defense Industry research and development programs $136,000 SBA guarantee under the 7(a) Program. Fit Kids America opened in July – to address issues impacting busi - 2007 and is now having an impact. Says The Defense Economic Transition nesses adversely affected by fluctua - Powers, “John Halleron and the SBDC Assistance (DETA) program is a tions in defense spending. DETA were exactly what I needed to turn my business idea into reality.” 13 staff developing new programs, sem - about $1.5 million in their New inars, and strategies to assist compa - York State businesses. Since its nies in increasing productivity, effi - inception, the SBDC has assisted ciency, and competitiveness in order more than 7,400 disabled clients, to compete in commercial markets. and about 2,500 of those individu - DETA Centers apply new technolo - als were referred to the SBDC by gies (for example, technology-based the Office of Vocational and inventory control), identify new Educational Services for Individuals domestic and foreign markets for with Disabilities (VESID). Between Jeffrey Peete products, and assist in redesigns of 1984 and 2006, disabled clients operations. working with the NYS SBDC invested more than $32 million North Country Since its inception, the NYS in businesses owned by disabled DETA Program has provided New Yorkers. in-depth business counseling to Jeffrey Peete has been hunting and fishing approximately 5,400 companies VESID is a NYS Department of around Lake Champlain for more than 20 adversely affected by defense spend - Education program designed to years. In 2006, when he wanted to open ing cutbacks and shifting priorities. return individuals with disabilities Champlain Valley Traditions, his own hunt - DETA assistance is now focused on to the work force through self- ing, fishing, and guide service, he came to the North Country SBDC at Plattsburgh helping companies and individuals employment opportunities. VESID State University. Though he owned a pon - transition from defense industry- does this by making funds available, toon boat and a van for transporting pas - related sales to commercial markets primarily for business-related equip - sengers and fishing gear, he needed to and developing new products, par - ment to qualified individuals with review business startup requirements, website optimization, and market research. ticularly technology applications. disabilities. Once they qualify, He also needed help evaluating a contem - As a direct result of the NYS SBDC VESID clients are assigned to an plated land purchase – 125 acres in DETA Program, clients have SBDC business advisor, who helps Mooers, NY – and turning it into a hunting accessed and invested over $130 them write a business plan to apply preserve for duck, geese and deer. “It was overwhelming,” recalls Peete, “getting the million in capital and over 4,600 for bank financing. Self-employ - business licenses and permits, and then jobs have been saved or created. ment opportunities range, on aver - outfitting my business. I knew what I age, from $6,000 to $12,000 per wanted to do, but not how to pay for it all.” You can access additional client for individuals referred by SBDC Business Advisor Tony Maglione information about DETA at VESID. Both the SBDC and helped Peete with business planning, mar - www.nyssbdc.org . keting strategy, and accounting issues. By VESID follow up after the client July, Peete had become a US Coast-Guard- has been in business for six to twelve Certified and NYS-Licensed Guide. He pur - months. While these clients may chased the 125-acre parcel where he offers Empowering New Yorkers not have a major dollar impact on guided deer, pheasant, and turkey hunting with Disabilities expeditions. Says Peete, “Tony Maglione the economy, they each represent a The SBDC assists approximately and the SBDC gave me great advice. My life transformed by self-employment phone is ringing and the counter on the 500 self-identified disabled clients and self sufficiency, and there is no website is clicking.” For more about every year with business planning, way to attach a dollar figure to that. Champlain Valley Traditions, visit market strategies, and help in locat - www.champlainvalleytraditions.com. ing capital for business financing. In an average year, these clients invest

14 Educating Young New Yorkers 2007 with canned exams for each about Entrepreneurship chapter and new content. The team The NYS SBDC’s Office of worked with a business advisor from Entrepreneurial Education (oe 2) the Buffalo SBDC to develop a promotes interest in entrepreneur - chapter on Risk Management for ship through educational programs. Small Business. A draft version of The primary focus of activities in the chapter was distributed at a few 2007 was high school students and teacher meetings during the year. their business and marketing educa - The team will work next to finalize tors, but the overall vision is entre - a new chapter on Succession Don and Jessica Collopy preneurial education for residents Planning for Small Business, whose of New York. narrative was drafted by an advisor at the Westchester SBDC. The Westchester Oe 2 provides a variety of team anticipates a spring release educational products and services: date for the Succession Planning • Online and Web-based curricu - chapter. Don and Jessica Collopy had a small-busi - ness dream: to provide the New York City lum on basic entrepreneurial The oe 2 team routinely receives metropolitan area market with remote concepts - EntreSkills TM news television broadcast feeds in high positive feedback from educators via • Teacher Resources such as definition. Don’s broad experience in email, during phone conversations, broadcast television production made it vocabulary exercises, web and when talking to educators at clear to him that the next generation of activities, educational articles, conferences and meetings. remote news and video required a truck case studies, etc., at the that could provide a remote high-definition EntreSkills TM website The educators are enthusiastic satellite uplink. Because the Collopys needed significant funding to cover the • Workshops for students about the flexibility of the curricu - cost of equipment and initial operating and teachers lum, supplementary resources, class expenses, they began developing a busi - • In collaboration with local and assignment manager screens, ness plan and called the Westchester SBDC auto-correction of tests by the for assistance. Westchester SBDC SBDCs, guest speakers for the Assistant Director Jerry Kobre worked system, and the excellent customer classroom closely with them to develop the necessary and technical assistance provided • An electronic newsletter financial statements and projections. by the oe 2 team. Marketing plans were developed to take full targeting educators financial advantage of the most advanced Oe 2 promotes its products satellite uplink truck in the New York mar - Oe 2’s marketing and customer and services in a variety of ways. ket. Key Bank’s Bob Schweitzer and Dana manager provides one-on-one Malley provided additional expertise in Presentations at teacher meetings teacher training remotely, via the packaging the proposal and in working and conferences have been most Web, using Voice over Internet with the SBA. All of these efforts paid off. effective for promoting use of the The Collopy’s company, American Satellite Protocol (VoIP), and upon request online curriculum, EntreSkills TM . Uplink, received $1 million in SBA-guaran - conducts presentations for a group teed financing and bank credit lines. The Each fall, the team participates in of teachers at regional teacher satellite uplink truck is in service and in the Business Teachers Association meetings. high demand. Say the Collopys, “Jerry of New York State (BTANYS). In Kobre and the SBDC had the technical 2 and business expertise to give us the The content and functionality of 2007, oe staff members presented a assistance we needed. They are a session, Teaching Entrepreneurship the online interactive educational great resource.” tool, EntreSkills TM were updated in (Continued on page 18) 15 Message from the Interim Chancellor

The State University of New York (SUNY) is the largest comprehensive public higher education system in the country, with more than 426,000 students enrolled in 7,669 degree and certificate programs on 64 campuses across New York State. SUNY is also the educational choice of over 100,000 on-line students and 1.2 million continuing education students. With a diverse and talented student body and a dedicated faculty that have national and international reputations, SUNY is a major economic engine in the state and nationally. The university system produces highly-qualified graduates and encourages these graduates and faculty members to turn their innovative energies into products, services and businesses of their own. The New York State Small Business Development Center (SBDC), administered by SUNY, offers a critical link to the business community and generates employment and wealth for the State. At Small Business Development Centers on SUNY and partner campuses, any New Yorker with a dream and the drive to succeed can – at no cost – meet with skilled advisors to guide them over numerous business hurdles. Small business owners, confronting difficulties or opportunities in cash flow, competition, expansion, technology implementation, marketing, or other issues can find invaluable, pro bono and confidential advice. The Center’s focus on small business innovation and productivity is aligned with SUNY’s educational mission. Whatever our graduates’ chosen course of study or profession, a SUNY education prepares them for the global economy. A strong and productive business environment, bolstered by assistance from SBDC advisors, helps to create and enhance the careers that SUNY graduates demand. The State University of New York is gratified to join with our partners in presenting the SBDC’s accomplishments in this report. SUNY celebrates the entrepreneurs who are so deservedly highlighted.

Sincerely,

Dr. John B. Clark Interim Chancellor 16 Message from the CUNY Chancellor

For 160 years, the City University of New York, the nation’s largest public university, has functioned as a center of educational opportunity for students, faculty, and New York City. The University is currently developing its 2008-2012 Master Plan, a blue - print for academic initiatives and priorities which will be ready for implementation in Fall 2008. Several new University-wide programs are already underway to attain increased proficiency in science, technology, engineering, and mathematics – disciplines that are essential to the future of our city, state, and nation. For example, the Teacher Academy, established in 2006 and now operating on nine CUNY campuses, is preparing students to teach math and science in high-need middle and high schools in New York City.

CUNY programs are designed to advance knowledge and help residents enhance their lives intellectually, socially, and economically. It is appropriate, then, that five strategically located CUNY campuses host regional offices of the New York State Small Business Development Center. Since 1985, the SBDC has been a force for dynamic and beneficial change in a city that symbolizes initiative, entrepreneurship, and innova - tion. At these centers, individuals can make an appointment and receive professional, confidential, pro-bono assistance in starting an enterprise or improving the productivity and profitability of an existing business. The SBDC also offers low-cost courses in business-related subjects, some in conjunction with CUNY faculty members.

As CUNY plans for the future, the SBDC will continue to play a major role in the University’s outreach to citizens with entrepreneurial aspirations. CUNY is proud of its long-established partnership with the SBDC and looks forward to the continued creation of new business opportunities for New Yorkers.

Sincerely,

Matthew Goldstein Chancellor

17 Online, and staffed a booth in the business and economic development exhibit area. Oe 2 participated in agencies, contribute to the success Entrepreneurship Week 2007 by of the SBDC program – and to introducing teachers in the greater the productivity, efficiency, and Buffalo area to EntreSkills TM at a sustainability of SBDC clients. session held at the Emerson School of Hospitality in Buffalo. The The SBDC’s key partners are the teachers at the session were attentive US Small Business Administration, and enthusiastic about the online the State of New York, the State University of New York, the City Hillary Clinton and Roxana Hurlburt curriculum, and nearly 30 of them followed up by registering to use University of New York, and several EntreSkills TM during the week after private universities. The SBDC the session. works hand in hand with its SBA Mohawk resource partners, SCORE and the In 2007, the oe 2 team continued Women’s Business Centers, both of For over a half-century, Mercer’s Dairy in development of EntreSkills for which are dedicated to aiding in the Boonville, NY has produced the richest Veterans TM , a version of EntreSkills TM formation, growth, and success of and, some say, best tasting ice cream in developed for veterans and members small businesses nationwide. Other the state. In 2002, Mercer’s was pur - of the active Reserve and National strategic partnerships and alliances chased by QDF, Inc. – a cooperative con - 2 sisting of six Mohawk Valley dairy farmers. Guard. The oe team collaborated include, but are not limited to: The new owners knew they needed to with SBDC’s veterans’ business • State agencies and authorities make significant investments in plant and advisors to modify the chapters such as the Empire State equipment in order to grow. In June 2005, and supplementary content of the Roxana Hurlburt, part-owner and manag - Development Corporation ing partner of QDF, contacted Sam Russo, original curriculum. The EntreSkills (ESDC), the state economic Mohawk Valley SBDC Business Advisor. for Veterans TM brochure, along with development agency; Working together, they prepared an exten - demonstration CDs, was distributed Department of Education; sive business plan that produced $440,000 at several SBDC events during the in funding through Farm Credit and owner Governor’s Office of Regulatory equity that allowed them to upgrade year. The team projects a Web Reform; Department of State, production capacity. Mercer’s Ice Cream launch of the program during NYSERDA, Department of also found vocal advocates in New York December 2007. Insurance; and the Interagency Senators Hillary Rodham Clinton and Small Business Task Force, a Charles Schumer, and Congressman John McHugh, among others. As of September Strategic Partners and Allies collaborative forum composed 2007, Mercer’s Dairy doubled capacity and of representatives from several increased annual sales to $1.5 million – The NYS SBDC’s collaborative state agencies. more than twice the sales volume prior to relationships with innumerable • Federal agencies, including the working with the SBDC. Hurlburt expects partners and allies enable its new wine-flavored ice cream products Department of Labor and the business professionals to offer alone will double sales again in 2008. Department of Commerce. For more information on Mercer’s prod - comprehensive business and • Regional organizations such as ucts, go to their www.mercersdairy.com management assistance on a range the Development Authority of website. “Sam Russo and the SBDC of small business issues. Effective understand finance and agricultural the North Country (DANC), working relationships with these markets,” observes Hurlburt. “Their Catskill Watershed Corporation assistance was invaluable.” organizations, as well as affiliations (CWC), Southern Tier with chambers and other local

18 Economic Growth, Inc. • Professional, business and trade (STEG), and Long Island associations, including the Development Corporation Business Council of New York (LIDC) that create jobs and State (BCNYS), the NYS chap- improve the economic climate ter of the National Federation of the region. of Independent Business • City and municipal agencies (NFIB), and numerous such as the New York City Chambers of Commerce; Department of Small Business • Private sector partners includ - Services (NYS SBS). ing American Express, Principal Gerald J. Hace Financial Group, Coca Cola, Community and neighborhood Deutsche Bank, Intuit, and based groups such as: Microsoft that provide financial Niagara • Traditional and non-traditional and other support for a wide lenders and the New York range of special projects and Business Development initiatives. In 1990, Gerald J. Hace purchased S.S. Gooding, Inc., which for 114 years had Corporation (NYBDC), a specialized in printing snap-set, or busi - There is not enough space in this private corporation that works ness forms. Hace was the first owner from in conjunction with leading publication to acknowledge all of outside the family in the company’s history. New York banks and thrift the organizations that collaborate Since the purchase, the Gooding Company has embraced new technology and diversi - institutions to provide creative with the NYS SBDC to help small fied its product mix in order to become businesses in New York grow and and innovative financing to more competitive and grow. In 2007, small businesses across New York; thrive. The agencies and organiza - Gooding decided to focus on the packaging tions on this list are representative • Small business technical assis - insert business for the pharmaceutical of the comprehensive list of SBDC’s industry. By 1999, Gooding needed to tance providers such as Space partners and allies. construct a new facility, purchase specialty Alliance Technology Outreach folding equipment, and put numerous Program (SATOP), Technology operating procedures in place to comply Development Organizations with the strict requirements of the pharma - ceutical industry. Hace got help from the (TDOs) and Regional SBDC at Niagara Community College. The Technology Development SBDC worked with Gooding representa - Centers (RTDCs) around the tives to prepare the business plan and State, Long Island Forum for financial projections for $1.2 million for the new building and equipment. In 2006, Technology (LIFT), and the Gooding was ready to expand. They again Alliance for Manufacturing and worked with the SBDC to prepare a busi - Technology (in the Southern ness plan and financing package for Tier); $625,000 to purchase new equipment. Gooding has plans for more equipment and a 10,000-square-foot addition to the building in 2008. Employment at the company has jumped from 15 to 32. Says Gerald Hace, “I consider the SBDC an extension of my business, a resource readily available to help with future plans, financing objectives, and guidance to keep Gooding moving forward.”

19 Sean Monroe and Tony Serdula From left, Natalia Arguello, NY Designs Business Incubator; Alex Barnes, Nolej Brand Strategist; Nevaris, Nolej Chief Creative Officer; Alejendro Crawford, Nolej CEO; Mike David, Nolej Marketing Manager Corning Laguardia

Sean Monroe and Tony Serdula, young Corning In 2004, in a small Manhattan apartment, Alejandro entrepreneurs and talented rock musicians, opened and Agustin Crawford, joined by creative partners Crunge Records in 2004 to sell CDs, DVDs, video Nate Turner, and Shane O’Boyle, founded a com- games, vinyl records, and rock-‘n’-roll memorabilia. munications and brand design company called At each stage of the business – from the beginning, Nolej Studios (www.nolej.net). Over the next three through two expansions – the partners turned to years, Nolej offered brand and logo development, Corning SBDC Business Advisor Carolyn Calkins for product and package design, video production, assistance. The business grew rapidly and the part - digital banner ads, and rich interactive media to a ners worked with the SBDC to obtain a loan of growing list of clients. The company was mentioned $40,000 for expansion. In 2007, Calkins developed prominently in The Washington Post and on AM cash-flow projections and reviewed the business plan New York. But, like many design businesses, Nolej to submit to the City of Corning’s Revolving Loan was short of working capital and needed a better Fund that would triple the square footage and pur - work space. So in February 2007, they contacted chase additional inventory. This yielded a $30,000 the LaGuardia SBDC. Acting Director Brian Gurski loan for expansion into Corning’s historic Gaffer helped the Nolej team assess their cash-flow needs District, a downtown shopping and restaurant area and the company’s ability to borrow from a bank. with unique shops. Crunge Records is now located Identifying appropriate lenders, Gurski helped Nolej next to the new Palace Theatre as an integral part of access $75,000 in working capital from a bank and the revitalization of downtown Corning. The partners SEEDCO,a non-profit lender. After the partners say, “Our business was treated with the utmost learned of LaGuardia Community College’s NY importance by Carolyn Calkins. She was always Designs business incubator, which provides willing to answer our questions and was great with economical rental space as well as start-up assis - follow-up support. Her expertise and guidance over tance for design businesses, they signed a lease on the years were essential to building our business.” November 1, 2007. They have since added four employees. Says CEO Alejandro Crawford, “We have always seen the potential to expand our business, but without the working capital and facilities the SBDC helped us secure, none of this growth would have been possible.”

20 Boricua business advisor Miriam Colon Michael Sanders and Jorge Rodriguez Brooklyn Brockport

Jorge Rodriguez, a naturalized American citizen born Michael Sanders’ dream was to open an ethnic in Mexico, is living the American Dream. He started beauty supply store. Since he had spent some time out 25 years ago as a short-order cook in a Brooklyn incarcerated, conventional funding sources were neighborhood restaurant. When an opportunity closed to him, and the only option was a grant. arose to go into business for himself, his employer When the city of Batavia announced a Micro helped him establish a small Mexican takeout restau - Enterprise Program that offered a $10,000 loan and rant. After he made a success of that establishment, $10,000 grant, Sanders took his dreams to Business Rodriguez wanted to develop a second Mexican Advisor Florence Worden at the Brockport SBDC’s restaurant. In 2006, he identified a commercial/resi - Batavia Outreach Office. They worked together on a dential building in the Bushwick section of Brooklyn business plan with detailed financial projections. that would make a good site. He planned to open a The plan was successful, though it yielded only half restaurant in the first-floor commercial space, and of the amount requested. Sanders Beauty Supply rent the second floor to generate a positive cash flow. opened in June 2006 and Sanders had soon built up But his application for a home mortgage was rejected a loyal clientele. But cash flow problems developed. because of tax liens on his business. In February In November 2006, Sanders returned to the SBDC 2007, he reconnected with the SBDC at Boricua for help. Worden recommended that Saunders apply College for permit assistance and credit counseling. for a VESID grant, since he has a disability, plus SBDC Business Advisor Miriam Colon worked with SSI workforce funding. (SSI is a Social Security city, state and federal tax compliance agencies. She Administration program funded through general tax was able to rectify the tax issues and forwarded proof revenues and designed to help disabled people.) of the disposition of liens to credit reporting agencies In August 2007, Sanders was awarded a VESID and mortgage bankers. She helped Rodriguez satisfy grant for $11,000 and was granted support under the requirements for a NYS Liquor Authority license. SSI. With the new funds, Sanders Beauty Supply has The total project cost was over $766,000 and includ - resumed growing. “Florence Worden and the SBDC ed a home mortgage loan that enabled him to pur - were extremely helpful,” says Sanders. “They went chase the commercial property and develop the the extra mile and made all the difference.” space. Named for his wife, Zeferiana, Zefe’s Mexican Restaurant opened in May 2007, creating five jobs. Says Rodriguez, “I am grateful to the SBDC and Miriam Colon for their prompt help and expertise in resolving many business-related problems.”

21 Juan and Ivan Vargas Simon Binder and Chris Zawacki Mid-town Queens Manhattan

Juan Vargas, born into a dynamic, business-oriented Simon Binder and Chris Zawacki met while working family in the Dominican Republic, brought with him for the same information technology consulting firm to this country a dream of owning his own business. in New York City. Zawacki previously worked in On a return trip to the land of his birth, he saw a IT sales and marketing for a consulting firm in San feminine hygiene product called La Fresca – wipes Francisco. Binder worked as an independent consul - with packaging in Spanish, which he knew would do tant for 2+ years; he is also a former Baruch College well among the Dominican population in the U.S. student. When they decided to form their own His father suggested that Juan and his brother, Ivan, company, Greenhouse IT, Binder and Zawacki looked seek business assistance from the Small Business for assistance from the Midtown Manhattan SBDC, Development Center at York College, in Queens. In located in the Field Center, at Baruch College. SBDC a short time, SBDC Business Advisor Harry Wells Business Advisor Ulas Neftci helped the partners helped them develop a business plan, and get their develop a strong business plan with extensive finan - business up and running. The Vargas brothers cial projections. Two Field Mentors, and a business started by importing the product from the Dominican graduate student, helped them negotiate with private Republic, and when they decided to manufacture investors for the $250,000 in equity they needed to locally, Wells worked with them to obtain a $400,000 get their business started. After eight months of SBA-guaranteed loan from a commercial lender, operations, Neftci helped them obtain an additional combined with $100,000 of owner equity, with which SBA-guaranteed $100,000 from a commercial lender. they established a production and distribution facility. The hard work, careful planning, and determination Vargas International LLC products are now sold in of the founders – combined with SBDC counseling – over 100 New York-area stores. The brothers are has paid off: After 10 months of operation, building a network of sales agents and they are work - Greenhouse IT is exceeding its sales projections. ing with Wells on a plan for expanding the business. The partners have created seven new jobs in addition In 2007, they signed an exclusive distribution agree - to their own. They will return to the SBDC in the next ment with a Chinese manufacturer and are distribut - few months for assistance with additional staffing ing the wipes to hotels and offices. Says Juan and recruiting in order to keep pace with their busi - Vargas, “My father has always given me good advice, ness expansion. According to Simon Binder, “The but coming to the SBDC was the best. Harry Wells’s SBDC at the Field Center has the technical expertise expertise, dedication, and assistance have proven we need to make a success of our small business.” invaluable. He was always there when I called, and worked hard on our behalf. I look forward to a long relationship with him and the SBDC.” 22 s e m i T y l i a D n w o t r e t a W / o g a L - r e l b m i K e i n a l e M Business advisor Bernie Ryba Amish farmer delivering milk from farm to factory and Stefan Gromoll Stony Brook Canton

Early in 2007, Stefan Gromoll, a PhD student at When the Heritage Cheese House in Canton closed SUNY Stony Brook, and Professor Kenneth Lanzetta, after 12 years of operation, Michael Davis, a of Stony Brook’s Department of Physics and representative of the Heuvelton Community Astronomy, founded a company called Scientific Irrevocable Trust (HCI Trust) contacted the SUNY Media. Their idea? To make content creation via Canton SBDC, on the recommendation of the Saint cell phone text messaging as easy as it is on the Lawrence County IDA. HCI Trust is a local invest - Internet. Protected by a provisional patent, the ment entity that works with Canton’s sizeable Amish Scientific Media System replicates the organizational community. The Trust needed assistance in purchas - structure of the Internet by using text-message ing the cheese plant, which had used milk from keywords that correspond to Internet domain names. Amish dairy farms to produce an array of high- The goal is to create an “SMS internet.” In February, quality products. Canton SBDC Director Dale Rice Gromoll began working with Stony Brook SBDC met with members of the HCI Trust, as well as the Business Advisor Bernie Ryba to put together a busi - members of the Amish community and worked with ness plan. Then things started to happen. In May, all the stake holders to develop a winning business Gromoll was a co-winner of the annual Stony Brook plan. Then the SBDC worked closely with the county student entrepreneurial competition, yielding a IDA, agriculture leaders, and lenders to raise the $15,000 prize. Then, when he presented his busi - needed capital. These efforts were a success: The ness idea to the Long Island Angel Investor Network, Amish community invested $100,244 in cash; the requesting $375,000, he received investment offers county IDA provided a low-interest loan of $80,000; from several angel investors. At the same time, and a private investor contributed $427,500, for a Scientific Media was awarded a $100,000 Phase I total of $607,744. Today, the Heritage Cheese House, SBIR grant from the National Science Foundation. Ltd. is fully operational and beginning to show a Says Gromoll, “Scientific Media is on the path to profit. Twelve jobs were created and three jobs were success, thanks in part to the business expertise saved. The plant purchases all the milk the Amish provided by Bernie Ryba and the SBDC.” can produce, and many tourists visit for the cheese products as well as the Amish-made goods for sale. According to Michael Davis, “Dale Rice and the SBDC were instrumental in acquiring financing for this project.”

23 An Atmosphere of Excellence

For more than two decades, the NYS SBDC has time and expertise to counseling and training entre - been an outstanding provider of small business man - preneurs and small business owners in New York agement and technical assistance, and the program’s State. The commitment to small business resonates excellence has been noted by a range of agencies and throughout the program, extending to Advisory Board associations. Beginning in 1997, when the NYS members who are intensely interested in helping small SBDC received the Governors Award for Small businesses grow stronger. A number of our Business Business Not-for-Profit Organization of the Year the Advisors and Advisory Board members have been program has received twenty-one awards for excellent recognized by the U.S. Small Business Administration service, special programs, disaster recovery efforts, with “Small Business Advocate” awards. business education, and advocacy for small business. This atmosphere also dramatically impacts the small The awards are due in large part to the atmosphere businesses assisted by the program, many of which of excellence created and sustained by high quality have also been recognized for their contributions to SBDC business professionals that devote significant the community.

Advisors of the Year – l to r, Myriam Bouchard (Mid-Hudson), first runner-up; Sam Kandel (Mid-Hudson), second runner-up; John Narciso (Farmingdale), Business Advisor of the Year; Ulas Neftci (Midtown Manhattan), third runner-up; and Bill Grieshober (Buffalo), fourth runner-up.

24 NYS/SBDC National and Regional Awards

2007 EXPORT APPRECIATION AWARD to NEW YORK STATE 200 2 SMALL BUSINESS the LaGuardia Community College SBDC by the ADVOCATE OF THE YEAR AWARD US Department of Commerce, recognizing their work Lo retta Kaminsky (SBDC Advisory Board) to support export development and for creating oppor- tunities for US businesses through export. 2001 OUTSTANDING PROJECT OF THE YEAR AWARD from the National Association of Management 2007 CHAMPLAIN VALLEY BUSINESS WOMAN and Technical Assistance Centers (NAMTAC) OF THE YEAR AWARD to Dee Clark, Director of the Square One Taxi Company (Albany SBDC) North Country SBDC, for her contributions to the economic development of the region. 2001 SBA TIBBETTS AWARD Integrated Sensors, Inc. (Onondaga SBDC) 2005 NEW YORK STATE NOTABLE DOCUMENT AWARD for What’s Your Signage? How on-premise signs 2000 OUTSTANDING PROJECTS OF THE YEAR help small businesses tap into a hidden profit center to The AWARDS from the National Association of Management Small Business Development Center Research Network and Technical Assistance Centers (NAMTAC) Aurora Project (Binghamton SBDC) 2005 MOHAWK VALLEY CHAMBER OF APACE, Inc. (Stony Brook SBDC) COMMERCE BUSINESS OF YEAR AWARD, Kosnal Floating Derrick Co. non profit category , to the Mohawk Valley SBDC (Staten Island SBDC)

2003 SBA NATIONAL PHOENIX AWARD for 1999 OUTSTANDING PROJECT OF THE YEAR Outstanding Contributions to Disaster Recovery by AWARD from the National Association of Management a Public Official to Jim King and the NYS/SBDC and Technical Assistance Centers (NAMTAC) American Rock Salt (SUNY Geneseo SBDC) 2003 GOVERNOR’S AWARD FOR SMALL BUSINESS NOT-FOR-PROFIT ORGANIZATION 1999 SBA VISION 2000 MODEL OF OF THE YEAR for the World Trade Center Small EXCELLENCE AWARD Business Recovery Loan Fund to NYBDC and the Women’s Business Roundtable (Corning Community NYS/SBDC College SBDC)

2003 OUTSTANDING PROJECT OF THE YEAR 1999 SBA VISION 2000 MODEL OF AWARDS from the National Association of Management EXCELLENCE AWARD and Technical Assistance Centers (NAMTAC) for disaster KidBiz (SUNY Buffalo State College SBDC) assistance to Lichtenstein Creative Media (Midtown Manhattan SBDC), and for the Veterans Business 1998 SBA VISION 2000 MODEL OF Outreach Program (SBDC Central) EXCELLENCE AWARD Native American Initiative (Jamestown Community 2003 HOBART H. CONOVER FRIEND OF College SBDC) BUSINESS EDUCATION AWARD from the Business Teachers of New York State awarded to the SBDC’s Office 1998 SBA VISION 2000 MODEL OF of Entrepreneurial Education EXCELLENCE AWARD Self-Employment Assistance Program 200 2 OUTSTANDING PROJECT OF THE YEAR (In partnership with the NYS Dept. of Labor) AWARD from the National Association of Management and Technical Assistance Centers (NAMTAC) NYS SBDC 1998 CHAIRMAN’S AWARD for Small Business Disaster Recovery Efforts in New York National Association of Small Business Development City Centers Outstanding Achievement and Excellence

200 2 SBA TIBBETTS AWARD 1997 GOVERNOR’S AWARD as the Small Business Mohawk Innovation Technologies, Inc. Not-for-Profit Organization of the Year (MDDC - Albany SBDC)

25 Canton SBDC’s Women in Entrepreneurship and Business event – SBA Representatives at the 2007 Staff Training Awards Dinner – From l .to r. - Dale Rice, Canton SBDC Director; NYS Assemblywoman From l .to r. - B.J. Paprocki, SBA Syracuse District Director; Jose Dede Scozzafava; Syracuse SBA Lead Business Development Sifontes, SBA NYC District Director; Gloria Glowacki, Stony Brook Specialist, Cathy Pokines; Canton Business Advisor Michelle Collins SBDC Assistant Director; Bill Manger, SBA Regional Administrator; and Dan O’Connell, SBA Project Officer

Successful Women in Business Forum at Mid-Hudson SBDC – From left, Dr. Arnaldo Sehwerert, Director, Mid-Hudson Region SBDC; Silda Wall-Spitzer, First Lady of New York; Reginald C. Fuller III, District President of KeyBank; April Volk, Vice-President/Sr. Relationship Manager, KeyBank

ASBDC Star Performer Awards in Denver – From l .to r. - Stephen Connors – Vice President Small Business Segment, Fidelity Investments; Jim King, SBDC State Director; Walter Reid, Star Performer, Farmingdale SBDC; Mark Petrilli, Illinois SBDC and Chair of ASBDC Board of Directors; Jean Holcombe, Deputy Associate Administrator, Office of Small Business Development Centers, SBA 26 Lehman College Commencement – Congressman Rangel Shares a SBDC Advisory Board Members at Staff Training Awards Reception – Few Minutes with SBDC staff – From l .to r. – Congressman Charles From l .to r. - R. Wayne Diesel, Advisory Board Vice-Chair; Sterling Rangel, 15th District, NYS ; Alzie Glickstein, Bronx SBDC business Kozlowski, Advisory Board Chair; Bill Manger, SBA Regional advisor; Clarence Stanley, Bronx SBDC Director Administrator

The SBDC Business and Trade Mission to Shandong Province, China – included among other dignitaries, Cai Limin, Lieutenant Governor of Shandong Province (5th from left); Richard Bennett, Director of Workforce Development, Hudson Valley Community College (5th from right); Lu Zaimu, Commissioner of Foreign Trade & Economic Cooperation (3rd from right); Lan Jianmin, Director of Shandong Provincial Government Office in Beijing (first from left); SBDC State Director Jim King, (4th from left); and SBDC International Business Program Director Jinshui Zhang (4th from right).

A visiting delegation from Jining, China – met with NYS NYS Senate Majority’s Hispanic Small Business Forum - Hosted Assemblyman Tim Gordon, from left, Assemblyman Tim Gordon, by the Farmingdale SBDC – From l .to r. – Senator Dean Skelos, NYS 108th District; Sun Shougang, Mayor of Jining City; Jinshui 9th District; Senator Caesar Trunzo, 3rd District; Lucille Wesnofske, Zhang, Director of SBDC International Business Program. In the rear Farmingdale SBDC Director; Senator Charles Fuschillo, 8th District; is Mark Jordan, Chief-of-Staff, Office of Assemblyman Tim Gordon Senator Carl Marcellino, 5th District 27 200 7 SBDC Entrepreneurs of the Year

Utica was the site of the 2007 SBDC Staff Training and Professional Development Conference hosted by the Mohawk Valley SBDC. The highlight of the event was the Awards Banquet honoring ten outstanding Entrepreneurs of the Year. The award winners are pictured below. For more information about these entrepreneurs and their businesses, visit the SBDC Website at www.nyssbdc.org.

START-UP COMPANY AGRICULTURAL HIGH TECH COMPANY OF THE YEAR ENTREPRENEUR OF THE YEAR OF THE YEAR Chuck & Michael Sadallah – Goold Orchard – Albany SBDC Dominic Eisinger, Laurie Stephen – Mohawk Valley SBDC North Country SBDC

WOMAN MANUFACTURER EXPORTER ENTREPRENEUR OF THE YEAR OF THE YEAR OF THE YEAR Beverly Welch – Watertown SBDC The Black and White Cookie MAC’S Antique Auto Parts – Company – Binghamton SBDC Niagara SBDC

VETERAN ENTREPRENEUR MINORITY PHOENIX AWARD PHOENIX AWARD OF THE YEAR ENTREPRENEUR Mitchell Goss – Ed Singer – Dan Kerning – OF THE YEAR Pace SBDC Staten Island SBDC Farmingdale SBDC Penny T. Richardson – York SBDC 28 2007 NYS SBDC Hall of Fame - New Members

The NYS SBDC Hall of Fame, which was established ed operations into Wurlitzer Capital Group LLC in 2005 in 1984, is now 38 members strong. In 2007, three new and moved to members were elected to this distinguished group. All a new 40,000-square-foot manufacturing facility in North are established companies; all have made significant con - Tonawanda. Audubon recently received Green Building tributions to their communities. They will be formally Certification from the US Green Building Council for inducted in 2008. building its new facility on a remediated brownfield, and implementing measures such as using recycled materials Gooding Company, Inc. and installing highly energy- efficient systems. Currently, One of the nation's oldest the SBDC is working with Joe McMahon, from another printing firms, Gooding Wurlitzer division – Wurlitzer Water Works, – to develop manufactured snap-set and business forms in Lockport for decades. Gerald J. Hace is the first non-family member to own and run the company in its 114-year history. The Niagara SBDC has worked with Hace since he began making plans to purchase the company in 1990. Under Hace’s leadership, Gooding has evolved into a 21st-centu - ry supplier of packaging for the pharmaceutical and con - sumer industries. The company’s recent economic impact is well over $2 million. Employment has grown from 15 employees in 1990 to 32 full-time employees today.

a business plan for manufacturing and distributing self- contained sterile water bottles for animal-testing labs.

Shining Stars Daycare , and its principals Stella and John Penizotto, have been working with the Onondaga SBDC for more than a decade. They have built a very strong business in a demanding industry: childcare. Along the way, they expanded six times, starting with a capacity of 32 children and growing to accommodate 244 children. Partnering with other Syracuse agencies, the Penizottos Wurlitzer Capital Group, LLC/Audubon Machinery run a number of specialized programs, including one for Corporation. Chris Collins, Joseph McMahon, and autistic children three to five years old. With SBDC Robert Schlehr formed Audubon Machinery Corporation assistance, Shining Stars has won multiple health and in 2004 and at the same time acquired the assets of safety grants from the NYS Office of Children & Family Oxygen Generating Systems, Inc. (OGSI). OGSI, a long - Services. The Penizottos are currently planning a new time Niagara SBDC client, manufactures oxygen systems daycare center near a Lockheed Martin facility, based on for the medical, agricultural, and water treatment indus - corporate plans to hire more engineers and an employee tries. Another acquisition, Schlyer Machine Corporation, survey demonstrating the need for childcare. Shining manufactures equipment for medical and other types of Stars currently employs 63 people. research. With SBDC assistance, the partners consolidat -

The Hall of Fame Selection Committee is once again soliciting nominations for new Hall of Fame members from the regional centers. 29 BUSINESS SECTORS BUSINESS SECTORS ECONOMIC IMPACT ECONOMIC IMPACT from Inception last year

Millions of Dollars Millions Hundreds of Dollars of Jobs 0 100 200 300 400 500 600 700 800 900 1000

Retail 180 70 Serv. 65 Whol. 16 0 Funding 60 Manu. Jobs 14 0 55 Const. 50 Ag. 12 0 45 Other 10 0 40 0510 15 20 25 30 35 40 50 55 35 80 Thousands of Jobs 30

60 25 Program Inceptio n to September 30, 2007 20 Total Investment Impact: $3,371,315,303 40 15 Total Number of Jobs: 127,532 10 20 5 Investment in niche market and 0 0 specialized manufacturing continues Retail Service Whole. Manuf. Const. Ag. Other to grow in New York.

October 1, 2006-September 30, 2007 Total Investment Impact: $298,733,557 Total Number of Jobs: 6,729

In just the past twelve months, SBDC clients invested almost $300 million to impact over 6,700 jobs.

30 COUNSELING STATISTICS FUNDING/ from inception INVESTMENT last year

Thousands of Clients

0 5 10 15 20 25 Other $100,000 85/86 Public Equity Collateral 86/87 $51 ,708,195 $7,664,610

87/88 Private Investor $22,810,105 88/89 Equity Cash 89/90 $68,868,313

90/91 Other $20,005,856 Commercial Lender $127,576,478 91/92 Private 92/93 $227,019,506

93/94

94/95

95/96 October 1, 2006 - September 30, 2007

96/97 Total Investment: $298,733,557

97/98

98/99 Scarce owner equity is leveraged by

99/00 public and private funding to bring entrepreneurs’ dreams to life. 00/01

01/02

02/03

03/04

04/05

05/06

06/07

0 25 50 75 100 125

Thousands of Hours

The number of clients and counseling hours increased significantly in 2001- 2003 after the terrorist attacks.

31 SBDC ADVISORY BOARD

The NYS SBDC Advisory Board serves the program by providing insight, guidance, and support to the State Director and the network of regional centers. The Board members, a diverse group of small business owners and others with small business interests meet a few times a year to discuss SBDC and small business issues. In 2007, Advisory Board members attended the annual Staff Training event in Utica and met with SBDC Business Advisors. The Business Advisors provided valuable feedback for the program’s leadership. We appreciate the board’s tremendous contributions to the program.

CHAIRPERSON Mr. Patrick Foye Mr. Brad Rosenstein Mr. Sterling Kozlowski Chairman President President, Key Bank Downstate Empire State Development Jack’s Oyster House 50 th Fountain Plaza, 17th Floor 633 3rd Avenue 42 State Street Buffalo, NY 14202 New York, NY 10017 Albany, NY 12207

EX-OFFICIO Ms. Shirley Felder, President Mr. Ronald C. Thomas Dr. John B. Clark Sullivan County First Refuse and Dean of Administration Interim Chancellor Recycling, Inc. York College The State University of New York 482 Hasbrouck Drive The City University of New York State University Plaza Woodbourne, NY 12788 Jamaica, NY 11451 Albany, NY 12246 Mr. James Hartman STATE DIRECTOR VICE CHAIRPERSON Grant Development Seminars Mr. James King Mr. R. Wayne Diesel P.O. Box 874 State Director Consultant Saratoga Springs , NY 12 866 New York State Small Business 22 Yardley Court Development Center Loudonville , NY 122 11 Mr. William Kahn The State University of New York CPA, Partner 22 Corporate Woods, 3rd Floor EX-OFFICIO UHY Advisors NY, Inc. Albany, NY 12246 Mr. Lee Borland 66 State Street, Suite 200 Borland Product Development, Inc. Albany , NY 1 220 7 SECRETARY P.O. Box 124 Ms. Mary Hoffman, Speculator , NY 12 164 Ms. Loretta Kaminsky Associate State Director 42 Thamesford Lane New York State Small Business EX-OFFICIO Williamsville, NY 14221 Development Center Mr. Daniel O’Connell, Project Officer The State University of New York Capital Business Resource Center Mr. Patrick MacKrell 22 Corporate Woods U.S. Small Business Administration President Albany, NY 12246 1 Computer Drive New York Business Development Albany, NY 12205 Corporation 50 Beaver Street, 6th Floor MEMBERS Albany, NY 12207 Mr. Robert Andrews, President Morse Manufacturing Ms. Linda McQuinn 727 W. Manlius Street President and CEO E. Syracuse, NY 13057 tasmithassociates, inc. Consulting Services P.O. Box 544 Mr. Jeffrey Boyce Ogdensburg, NY 13669-0544 Assistant Vice President The Research Foundation of the Mr. Raymond M. Nowicki State University of New York Managing Member Office of Sponsored Programs Nowicki and Company, CPAs LLP 35 S tate Street 3198 Union Road, Suite 100 Albany, NY 12207 Buffalo, NY 14227

32 SBDC REGIONAL CENTERS

The statewide network of 2 3 SBDC regional centers – and numerous full-time outreach locations – is a fully integrated and interactive small business consulting and training delivery system. The New York State SBDC Central Library in Albany supports the system with up-to-date business information and electronic search mechanisms. When you seek business counseling at one of the SBDC’s regional centers, the resources of the entire system are at your disposal. The centers and founding dates:

7.1.84 Albany 8.15.88 York College (CUNY)/ Queens 7.1.84 Binghamton 8.15.88 Stony Brook 7.1.84 Buffalo 9.1.93 College of Staten Island 7.1.84 Niagara (CUNY) / Staten Island 10.1.85 Farmingdale 6.1.94 Manufacturing and Defense Development Office 10.1.85 Mid-Hudson (Ulster County Community College) 9.1.94 Baruch College (CUNY) / Manhattan 4.1.86 Watertown 10.1.98 SUNY Canton 7.1.86 Jamestown 12.1.98 SUNY Plattsburgh 7.1.86 Utica / Rome 1.1.00 Lehman College (CUNY) Bronx 9.20.86 Syracuse 1.1.00 Boricua College (Brooklyn) 10.1.86 Pace University / Manhattan 10.1.01 LaGuardia Community College 4.1.87 Corning (CUNY) / Queens 4.1.87 Brockport / Rochester 10.1.0 2 Westchester (Mercy College )

SUNY Plattsburgh SUNY Canton

Jefferson CC

Niagara SUNYIT County CC Onondaga CC SUC Brockport SUC Buffalo SUNY Albany SBDC (System Administration) Manufacturing and Defense Corning CC Development Office Jamestown CC SUNY Binghamton

Ulster County CC

Mercy College Lehman College (CUNY) Bronx

Pace University SUNY Stony Brook Baruch College (Mid-Manhattan) College of Staten Island SUC Technology at Farmingdale LaGuardia York College Community College Boricua College (Brooklyn) www.nyssbdc.org

NYS SMALL BUSINESS DEVELOPMENT CENTER The State University of New York 22 Corporate Woods, 3rd Floor Albany, NY 12246