A special insert to the Capitol Times Success You Can See ... Across Arizona

The Arizona Small Business Development Center (AZSBDC) Network applauds the achievements of this year’s Success Award winners. Their success stories reflect the strong entrepreneurial spirit that is — and always will be — the foundation of the Arizona economy. Arizona Small Business 2010 was an exceptionally productive year for our Network. The economic impact from our efforts outpaced 2009 and is on track to exceed 2008’s pre-recession performance — despite a still struggling economy. We achieved and Development Center Network exceeded our goals for job creation and retention, sales increases, capital formation and new business starts. State Office New programs were introduced while we focused on our core mission. Tucson’s Microbusiness Advancement Center (MAC) became our Network’s first non-profit Host institution. Satellite and service locations were added to our Network, Tempe, AZ which now has 24 locations across Arizona. The AZSBDC was one of only three SBDC networks in the nation to receive a $142,857 Energy Efficiency Clean Technology Assistance Program grant from the SBA to assist small (480) 731-8720 businesses that are involved in clean technology ventures. Second-year funding has been secured and our Clean Tech program is moving forward at an impressive pace to foster the growth of new industries, the creation of new jobs and the development of innovative clean tech businesses and Website: products over the next three years. www.azsbdc.net We achieved new visibility as a Network during 2010, thanks to the debut of a strong new brand, the AZSBDC’s popular monthly e-newsletter and increasing partnerships throughout Arizona and across the U.S. My new role as a member of the Association of Small Business Janice C. Washington, CPA Development Center’s (ASBDC) national Accreditation Committee is one example of how the State Director AZSBDC is playing an increasingly important role in small business development at both the state and national level. The AZSBDC partnered with SBDC networks in Colorado, Montana and Kansas to launch a Veterans Assistance Program that includes Internet-based consulting, counseling and training and a Veteran’s business registry. We hosted a statewide Veterans Conference in Tucson last October, which was attended by more than 130 aspiring and existing Veteran business owners. Our Network also hosted its first Procurement Opportunities Conference in November, which provided information on The statewide AZSBDC Network government contracting opportunities at the local, state and federal levels. AZSBDC Centers also helped clients obtain is honored to be hosted by the nearly $750,000 in interest-free, deferred payment ARC loans during 2010. Partnerships like these are making us even more effective in our work. Maricopa County Community Our Network received supplemental funding from the SBA twice last year to help meet the growing demand for SBDC College District. programs across Arizona. The AZSBDC has experienced a significant increase in client volume and counseling hours throughout the economic downturn. The AZSBDC is a front-line, immediate response, high-impact program that facilitates small business growth, job creation, capital creation and economic recovery throughout Arizona. The value of these benefits far outweighs the direct cost of providing services, which makes AZSBDC programs in Arizona both cost-efficient and effective. Few programs can say that. The AZSBDC Network is funded Every member of our Network is honored to be part of such a necessary, value-adding program that plays an important role in the Arizona economy. Thank you for being part of our success story. in part through a cooperative

agreement with the U.S.

Small Business Administration. The State Office Team Janice. C. Washington, CPA All opinions, conclusions or State Director recommendations expressed

are those of the author(s) and

do not necessarily reflect the

views of the SBA.

Janice Barham Danay Bell Lori Martinek Technology Coordinator Administrative Assistant Network Marketing Programs

Thank You To Our Sponsors

This insert was produced by 3 ArizonA news serviCe Custom Publishing Division.

2 3 Who We Are, What We Do Our Centers and their Hosts AZSBDC Network and Arizona Small Business Maricopa SBDC Arizona’s Statewide Network Maricopa County Community Development Center Network College District, Tempe for Small Business Assistance SBDC Arizona Western College, Yuma

Who We Are documented by our Network and by each of our Finish, Inc.); Joy Staveley (President and COO, Coconino Community Centers, and reported to the SBA as our primary Canyoneers, Inc.), and Robert Stash, (owner, The AZSBDC is Arizona’s largest and most College SBDC 2010 Economic Impact At-A-Glance program sponsor, and to the ASBDC, as our Armstrong McCall). accessible statewide source of assistance for Coconino Community College, Flagstaff accreditation compliance partner. small businesses in every stage of development. FOSB Advocates include Robert Blaney, District SBDC Our Network has 24 locations across Arizona, Director, SBA; Dr. Maria Harper-Marinick, Cochise College, Sierra Vista We’re helping to rebuild the Arizona including 11 service Centers and 13 satellite Independent research shows that businesses Executive Vice Chancellor and Provost, and other locations staffed by 51 team which utilize SBDC services grow faster, SBDC Maricopa Community Colleges; and Janice members. The AZSBDC is an innovative have lower failure rates and have a greater Central Arizona College, economy, one business at a time Washington, CPA, State Director, AZSBDC partnership between the state’s community probability of long-term success. In Arizona, that Casa Grande Network. college districts, the Microbusiness Advancement has proven to be true on a regular basis. SBDC Center in Tucson and the U.S. Small Business U.S. Small Business Eastern Arizona College, Thatcher Administration (SBA). We have been opening Friends of Small Business Advisory Board Administration (SBA) doors to opportunity in Arizona since 1988. Gila Community College SBDC Arizona Friends of Small Business The AZSBDC is funded through a cooperative Gila Community College, Payson We are fully accredited by the Association of (FOSB) is a statewide board of recognized agreement with the SBA. Our Network Summarizing Small Business Development Centers (ASBDC), a business leaders that advises the AZSBDC undergoes regular program and operational MAC SBDC national system that connects 63 SBDC networks Network. Founded in 1996, FOSB works reviews and is thankful for the guidance, Microbusiness Advancement Center, across the country and provides standards for with the AZSBDC to increase the scope and participation and support of SBA Arizona Tucson AZSBDC Network certifi cation and program delivery. We are very District Director Robert Blaney, Deputy District effectiveness of the assistance that it provides to Mohave Community proud of our accreditation, which is unique to Director Shivani Dubey and the entire SBA current and prospective business owners. College SBDC Small Business Development Centers. Region IX team. Performance in 2010: , Current Board members include: Joe Dean, Kingman What We Do Chairman (Dean Enterprises); Mary Lou Partners The AZSBDC Network provides one-on- Bessétte (Principle, Bessette & Co.); Clara Engel The AZSBDC Network is fortunate to Northland Pioneer College SBDC Clients Served one confi dential evaluation and guidance by (retired banking and community development enjoy benefi cial partnerships with agencies, ■ Our small business clients increased their collective knowledgable counselors with real-life business professional); Donna Davis (CEO, Arizona Small organizations, associations and public and Northland Pioneer College, Counseled 3,212 Business Association); Yolanda Kizer (Owner, Show Low Attended Training 4,209 sales by nearly $94 million. On the average, every dollar spent ownership and management experience. private entities that impact every area of small Our Centers provide valuable workshops, Casa Fenix Enterprises); John Adam Kowalski business development, education, training, SBDC on the AZSBDC Network helped an Arizona small business client (CEO, Pivot Productions, Inc.); Tracy Markie Jobs Created 2,168 conferences and training programs that deliver funding and growth — both in Arizona and Yavapai College, Prescott to increase his or her sales by $30.62; important information and help cultivate (President, Engenuity Systems); Sally Odette across the U.S. Please visit our website at Jobs Retained 752 necessary skillsets. The results of our efforts (Senior Economic Development Consultant, www.azsbdc.net to see our evolving list www.azsbdc.net Business Starts 306 ■ Nearly $74 million in loans and other capitalization was are measured in actual economic impact, APS); Richard Quiroz (Co-Owner, Perma- of partners. Capital Formation $73,816,391 secured by our clients. On the average, every dollar spent on Increased Sales $93,954,494 the AZSBDC Network helped an Arizona small business client to Contracts Awarded $86,813,650 access $24.05 in new capital; SBA Loans Value $12,665,940 * ■ An impressive 2,920 Arizona jobs were created or Total Loans Value $42,596,942 * retained by our clients. That’s an average of eight jobs created * included in capital formation or retained every day last year with the help of AZSBDC programs and services; The AZSBDC brings ■ More then 3,200 small businesses sought one-on-one assistance to every level of counseling from the AZSBDC. the economy. ■ More than 4,200 attendees participated in AZSBDC workshops ■ We serve a broad range of or events. Helping Small Businesses to Succeed constituents, including women, ■ More than 300 businesses were started by AZSBDC clients. The Central Arizona College Small Business Development Center (SBDC), recipient of the AZSBDC minorities and Veterans: Network 2010 Client Satisfaction Award, provides assistance to small businesses in Pinal County. ■ 46.4% of our business counseling We provide no-cost, one-on-one counseling designed to find practical solutions to business clients were women; challenges. Our job is one of education and guidance. ■ 14.6% were minorities; and Summary: The Arizona SBDC Network is a successful program Upcoming events and workshops: ■ 12.5% were Veterans. that uses funds wisely and has a positive, statewide impact that reaches throughout the community. Demand is increasing, our role Central Arizona College's Business Division is introducing a new series of four Entrepreneurship ■ 45% of our clients were women; training is expanding and we are making the most of our resources. Our workshops entitled Planning the Entrepreneurial Venture. In these workshops, you will learn how ■ 12% were minorities; and continued ability to help Arizona small businesses start, survive and to research, develop, and write detailed start-up business plans to create a successful business. ■ 7% were Veterans. succeed will be assured with continued funding and program support. Each workshop is .75 credits. You may take any one or all of the four workshops offered in the series. For more information or to register you may visit any Central Arizona College Campus or Center or Learn more at www.azsbdc.net online at www.centralaz.edu.

Visit our website at www.centralaz.edu/biz for more information on our services or events. Central Arizona College and the US Small Business Administration jointly fund this center. It is a resource available to everyone in our community.

4 5 FAST FACTS FAST FACTS Yuma ICE, Inc. Vision Center Intelligence Communications Type of Business: Type of Business: & Engineering, Inc.—Sierra Vista, AZ Professional Services Optometry Center Yuma Vision Center—Yuma, AZ Owners: Owners: Edward Molina; Melvin Albert; Dr. Tom Determan, David Olson; Danny Avant Dr. Stephen Spencer Edward Molina and his partners Danny counsel and training from the SBDC,” Molina said. At the suggestion of a Phoenix-based surgical “Randy showed us that, financially, we could Avant, Dave Olson and Mel Albert included “They helped us create our original accounting Address: Address: 500 E. Fry Blvd, Suite M-14, group that they belonged to, Determan and Spencer handle a bigger space,” Determan said. “He the 2008 Presidential Election in the business system.” 275 W. 28th Street, opened a joint practice in Yuma in 1993 that plan for their new Sierra Vista business, ICE, Inc. The partners take pride in owning a business that Sierra Vista, AZ 85635 Yuma, AZ helped us get the information that we needed included space for a part-time surgery center. For (which stands for Intelligence, Communications and provides jobs in the community. “All four of us are for our first business plan and helped with our Phone: 15 years, their surgical partners travelled to Yuma Engineering services). Veterans with a lot of experience in intelligence Phone: presentation to a local bank. It was a successful (520) 458-4321 to conduct cataract surgeries in a neighboring suite. “We could see the handwriting on the wall and and communications,” Molina said. “We all still (928) 782-7557 presentation.” Determan and Spencer knew that they needed a we figured that there would be reduced military have a strong sense of mission accomplishment and Website: larger facility with a full-time ophthalmologist on site. “Now the SBDC is working with us on our web spending,” Molina explained, “but we also knew that supporting the military is big for us. We have a strong Website: and social media presence,” he added. www.iceinc-ps.com www.yumavision.com “In 2008, we designed and built a new the Department of Defense needs better intelligence bond with them and we know how to provide support facility and helped recruit a full-time independent Determan and his partner get the most and communications, even during a down-sizing.” to what they do.” Business Began: 2007 Business Began: 1993 ophthalmologist to work in our building,” Determan satisfaction from helping patients and from being All four partners were retired Army Veterans who The company’s core values are Integrity, said. “We went from 3,400 to 8,000 square feet part of the community. “We have 16 employees knew the Sierra Vista area as the home of Fort Commitment and Excellence (also ICE) which, the Employees at Startup: 2 Employees at Startup: 5 and now have a surgeon full-time, as opposed to on staff and half of them have been with us for 10 Huachuca. “We knew the customer base and the four owners stress, “form the basis of all of our having one come in two to three times a month.” years or longer” he said. “We’re proud to be a mission,” Molina said. They founded ICE, Inc. in operations.” ICE Owners (left to right): Danny Avant, Dave Olson, Employees in 2010: 70 According to Determan, the Arizona Western Employees in 2010: 18 local ‘mom and pop’ business, instead of a chain.” 2007. Today, ICE has 70 employees, offices in Sierra Mel Albert, Edward Molina Dr. Tom Determan (seated, left), Dr. Stephen Spencer College SBDC and Center Director Randy Determan encourages new business owners to The company’s first break came when they obtained Vista, Augusta, GA and Omaha, NE and a client First Year Revenue: $693,306 (seated, right) and the Yuma Vision Center team. Nelson were critical to the successful expansion of First Year Revenue: $650,000 two small sub-contracts. Two contracts grew to four list that includes the Departments of Defense, Justice Yuma Vision Center. utilize all of the resources that are available to and ICE began to establish a presence as a quality and Homeland Security. ICE also has a commercial a true team effort that drew on the talents that all four Revenue in 2010: $8,676,440 “We started working with the SBDC in 2005 to them. “I didn’t realize that the SBDC had all of the Revenue in 2010: $1.6 million service provider. division that provides IT services to small and mid-size men had to offer. Dr. Tom Determan and Dr. Steve Spencer learn how to understand profit and loss better,” he tools that they do,” he explained. “There’s a big The group sought finance and accounting businesses in Sierra Vista and Bisbee. Their advice for aspiring entrepreneurs? “You Startup Capital: $200,000 Startup Capital: $100,000 saw a clear need for optometry and ophthalmology explained. “We were trained to be optometrists, not difference between knowing eye care and knowing Source of Initial Capital: Owner assistance from the Cochise College Small “Danny, Dave, Mel and I knew not to put all of our have to prepare a good business plan, have a good Source of Initial Capital: $95,000 services in their area, so they joined forces to form business owners, and they helped us understand the eye business. Experts like the SBDC can help Investments Business Development Center early in their eggs in one basket because of the economy,” said business strategy and really identify your market,” Bank Loan, $5,000 Owner Equity Yuma Vision Center. our business better.” you make the transition as smooth as possible.” lifecycle. ”Our business received cogent advise, Molina, emphasizing that building their business was Molina said on behalf of the partners. SBDC Counselor: SBDC Counselor: Mark Schmitt Randall Nelson Cochise College SBDC Arizona Western College SBDC (800) 966-7943, ext 5478 (928) 317-6151

FAST FACTS FAST FACTS

Studio 3 Beauty Diablo Burger Studio 3 Beauty Designs Designs Diablo Burger—Flagstaff, AZ Type of Business:

—Casa Grande, AZ Restaurant Type of Business:

Service Business Owner: Derrick Widmark Owner: Zeluff now owns an award-winning 1,000 in the growth and success that I’ve had,” she Shannon Zeluff When Diablo Burger owner Derrick Widmark locally are purchased from family-owned Western square foot operation that better reflects the beauty said. “If I ever had an idea I would run it by Jim, Address: salon business she envisioned. It boasts three and he would always hold me accountable to serves up Flagstaff’s best burger, it’s with a taste of producers whenever possible. 120 N Leroux St # 112 Address: stations, three stylists and a front desk associate. myself for the decision. He really made me think local ranch history and a heaping helping of support Widmark credits Annette Zinky and the Flagstaff, AZ 86001 1891 N. Trekell Rd. The salon has a regional year-round customer about things, like planning out your decisions and for community businesses. Coconino Community College Small Business Casa Grande, AZ. base, seasonal customers who visit from all over surrounding yourself with a ‘vital factor team,’ Diablo Burger burgers are made from 100% Development Center with playing an instrumental Phone: the world and a new nail studio that is booked which is people who know your dreams and goals local, open range-raised antibiotic and hormone-free role in Diablo Burger’s development. “Annette asked (928) 774-3274 Phone: weeks in advance. An aesthetics studio will be and will be honest with you.” beef that is raised on the two Diablo Trust ranches, all the tough questions and made us work diligently (520) 426-6079 added later this year. “Just knowing I have that resource with Jim is an the Flying M and the Bar T Bar. Both ranches have to develop a business plan that was robust, that Website: Years of working in the service industry taught been in operation in northern Arizona since the late prepared us to make inevitable adjustments and that www.diabloburger.com Website: amazing feeling,” she added. “He’s always just an Zeluff that “when you treat the people you do 1800’s. The Diablo Trust was started in 1993 by their created a solid foundation for us to start this business www.studio3beautydesigns.net email or phone call away. It’s wonderful to have business with as if they are guests in your home, that professional feedback.” owners to promote healthy ranchlands, environmental — in what turned out to be a very challenging Business Began: 2009 they will trust you to care for their family and protection and wildlife management. economic climate.” Business Began: 2006 “You always have a little doubt when you first friends”. Employees at Startup: 15 start out,” Zeluff said about her salon’s quick Diablo Burger was started by first-time business Diablo Burger was voted 2009 and 2010 ‘Best “It’s just grown like a weed,” she said of her Diablo Burger owner Derrick Widmar Employees at Startup: 1 success. You really want your business to work owner Widmark in 2009 in line with the goals of the Burger in Flagstaff’ by Arizona Daily Sun readers business. “It became an entity of its own and took Employees in 2010: 15 and, when it does, it’s a little surprising. You think Diablo Trust. “Diablo Burger was developed with the and named ‘Best Burger in Arizona’ by USA Today. Owner Shannon Zeluff (front, right) and the off.” Success encouraged Zeluff to convert her Employees in 2010: 3 ‘I did it!’ and it gives you confidence.” clear mission of supporting local, family-owned farms Diablo Burger has also been featured in the Arizona doors for business.” Studio 3 Beauty Designs team team from independent contractors to employees First Year Revenue: $480,000 and ranches and to help enhance that connection Republic, Mountain Living magazine and other Diablo Burger’s success has reinforced two very in January. Zeluff’s advice to aspiring new business owners? First Year Revenue: $46,000 “Follow your dreams and get in touch with the SBA between the community and the healthy, productive publications for its outstanding food and business important life lessons for Widmark. “You cannot Zeluff credits Central Arizona College SBDC Revenue in 2010: $573,000 and the SBDC,” she said. “Those who don’t plan, working landscapes of the West through gastronomy,” practices. please everyone, so don’t even bother trying,” he When Shannon Zeluff opened Studio 3 Center Director Jim Rhodes with guiding her Revenue in 2010: $117,000 plan to fail. You have to put it down on paper Widmark said. Widmark enjoys the interactions that a truly noted. “In that spirit, we have a small menu and we Beauty Designs in Casa Grande in 2008, her through her first year of operation. “When you first Startup Capital: $150,000 to see it clearly, so you can plan better and be “That’s just a fancy word for cheeseburger,” he community-based business offers. “Diablo Burger try to do a handful of things as well as they can be Source of Initial Capital: Private Startup Capital: $5,400 dreams were bigger than the 600 square feet that open, nobody gives you a book to tell you what prepared for the pitfalls. Your heart has to be in it.” added. benefits from the unusually high enthusiasm level done.” Investment Source of Initial Capital: Credit she started with. to do,” she explained. “You can feel a little lost. I “I’m very excited and honored that the Widmark felt strongly that Flagstaff was ideally- of our customers, which affects our employees, our “The second lesson is this: If you work on behalf of Cards and Personal Cash “I had worked at salons here and in Phoenix, didn’t know the steps to take or the direction that I suited to support a ‘local food-based burger joint’. investors and the entire energy around this business in something that is bigger than your own success, your SBDC Counselor: and what I started with was a small version of a should be going in.” community has supported my business,” she Most of the produce used at Diablo Burger is also a very positive way. That makes a big difference once chances of success are actually higher than if you’re Annette Zinky SBDC Counselor: bigger dream,” she said. “It was just a little studio, Zeluff started at the SBA office in Phoenix, which added. “It validates the dreams that I had in the from local farms. Ingredients that are not available you get past the ‘honeymoon phase’ of opening your just looking out for yourself.” Coconino Community College Jim Rhodes but I wanted to create a different environment.” referred her to Rhodes. “He’s been instrumental beginning.” SBDC Central Arizona College SBDC (928) 526-7653 (520) 494-6610

6 7 Helping Small Businesses Succeed Throughout Arizona 16 1 Northland Pioneer College SBDC 4 Page Show Low; also Eagar (2) Coconino Community College SBDC 5 (928) 532-6170 Flagstaff; also Page (5), Sedona (21) Tracy Mancuso, Center Director (928) 526-7653 Winner: Whiteriver Construction Kurt Haskell, Center Director Winner: Diablo Burger 89 SMALL BUSINESS DEVELOPMENT CENTERS 15 State Office - Tempe, AZ Mohave Community College SBDC Kingman Janice C. Washington, CPA, State Director (928) 757-0894 (480) 731-8720 SMALL BUSINESS DEVELOPMENT CENTERS MOHAVE COMMUNITY COLLEGE SBDC Kelley Keffer-Marsh, Center Director Winner: Physicians Weight Management Centers 24 Locations Statewide

20 Yavapai College SBDC 4 Prescott; also Camp Verde (23), Clarkdale (22), Sedona (21) 40 Flagstaff (928) 776-2008 Kingman 93 Rick Marcum, Center Director 21 180 191 Winner: Infamous Network 15 Clarkdale Sedona Master Award Winner: Guidance Aviation, Inc. 22 Holbrook 40 87 20 89 17 6 Gila Community College SBDC Payson; also Globe (7), San Carlos (8) Prescott 260 (928) 468-8039 93 23 6 16 Ron Nielsen, Center Director 87 260 2 Winner: Dream Manor Inn 60 Camp Verde Payson Show Low 17 87 Eagar Maricopa Community Colleges SBDC 11 60 60 Phoenix; also Mesa (12), Scottsdale (14), Surprise (13) 13 Scottsdale (480) 784-0590 SMALL BUSINESS DEVELOPMENT CENTERS 95 Surprise 11 14 MARICOPA COMMUNITY COLLEGES SBDC Mark Engle, Center Director 7 Winners: Sentinel Fence, Sokikom, W.J. Maloney Plumbing 10 Phoenix 12 Globe 8 Tempe San Carlos 191 18 Mesa 60 Central Arizona College SBDC 1 10 Casa Grande; also San Tan Valley (19) 70 (520) 494-6610 18 19 9 Jim Rhodes, Center Director Queen Creek Morenci Winner: Studio 3 Beauty Designs 24 8 Casa Grande Arizona Western College SBDC Yuma Thatcher Yuma 191 (928) 317-6151 Randall Nelson, Center Director 24 10 17 Winner: Yuma Vision Center 9 Tucson 191 Eastern Arizona College SBDC Thatcher; also Morenci (10) 10 (928) 428-8590 19 90 80 Kevin Peck, Center Director 191 Winner: Vining Funeral Home 3 Cochise College SBDC Sierra Vista Sierra Vista 82 17 92 Microbusiness Advancement Center SBDC (520) 515-5478 3 Tucson Mark Schmitt, Center Director Winner: ICE, Inc. SMALL BUSINESS DEVELOPMENT CENTERS (520) 620-1241

MICROBUSINESS ADVANCEMENT CENTER SBDC Tom Shambo, Center Director Funded in part through a Cooperative Winners: NEET, Restor-To-Nu Agreement with the U.S. Small www.azsbdc.net Business Administration FAST FACTS FAST FACTS Vining Sentinel Funeral Home Fence LLC

Type of Business: Sentinel Fence LLC—Scottsdale, AZ Type of Business: Funeral Services Vining Funeral Home—Safford, AZ Fencing Contractor

Owners: Owner: Mark and Ruth Vining Sharon Hamilton

Address: Sharon Hamilton had to overcome a lot of process,” Hamilton said. Address: 1012 S. 2nd Ave., obstacles to build a successful fencing business. 6325 E. Alta Hacienda, rural Indiana, Vining would come in before the sun The SBDC provided direction and helped identify and Assistance from Maricopa SBDC Diversity Thatcher, AZ 85552 Hamilton and husband Rick started their company Programs Coordinator and Business Analyst Scottsdale 85251 came up and stay late into the evening. “ I wanted explore opportunities for funding. in response to an opportunity to provide fencing for Lisha Garcia and SBA Deputy District Director to make sure that things were just right for our Phone: “We would not have received our start-up loan and the federal prison system. He had worked for a large Shivani Dubey was critical to Sentinel’s success, Phone: customers,” he explained. (928) 428-4000 had the blessing of serving the community without fencing contractor. She was a school administrator according to Hamilton. “Lisha has been there every (480) 961-9294 As an adult, Vining went to mortuary school in the SBDC,” Vining noted. “Mike Fox was a great with several years of management experience. It step of the way,” she said. “She supplied me with all Website: Dallas and worked in the funeral service industry in resource and a great sounding board.” seemed like a good start. kinds of ideas, supported me during the certification Website: www.sentinelfence.com www.viningfuneralhome.com the Gila Valley for nearly a dozen years. He brought “I am very grateful for their assistance,” he said. The company’s first contract led to other large process and gave me opportunities for networking.” his philosophy of hard work and personal service In 2009, the Vinings opened their newly built industrial projects, including fencing at Tempe’s Hamilton attended the Turner School of Construction Business Began: 2009 with him. Business Began: 2002 8,500 square foot facility — the first of its kind in Diablo Stadium and contracts at correctional facilities Management at Garcia’s suggestion. Garcia also In 2006, Vining began working toward his goal to across the country. “Our advantage was that we were advised her to meet with Dubey, who helped her nearly 50 years in the Gila Valley — and Vining Employees at Startup: 1 Employees at Startup: 3/2 bring his philosophy for funeral service to the area. small and maintained a low overhead and we could navigate the 8(a) certification process. Funeral Home was born. Since opening, Vining “We thought that there was a need in the market and mobilize any place in the country,” she noted. Sentinel had already earned Certified Small Employees in 2010: 4/3 Funeral Home has served hundreds of families in Employees in 2010: 15 we took a leap of faith,” he said. It was Vining’s first Challenges slowed the company’s fast start. Business Enterprise and Disadvantaged Business Graham and Greenlee counties. Vining Funeral Home staff, Back Row (L to R); venture as a business owner. Rick became ill and Hamilton was forced to run Enterprise status with the City of Phoenix. First Year Revenue: -0- Families Served First Year Vining credits the quality of his staff (who are LaMar Skinner, Nette Griffin, Jerry Hoopes, Jan McBride, Knowing that capital would be crucial to his the company mostly on her own and often while Certifications can lead to more work, noted Hamilton. Sentenial Fence owner Sharon Hamilton (2009): 24 referred to as caregivers) for the company’s success. Josh Halverson, Ruth Vining (Owner); Front Row (L to R): company’s success, his wife, Ruth, kept her job as a accompanying her husband for treatments. Becoming “8(a) is a nine-year program and the mentor/protégé Revenue in 2010: $1.6 million “If the people around you believe that they are being certified for government contracting claimed even piece allows you to work with a large construction Families Served 2010: 110 Johnathon Stailey, Mark Vining (Owner). teacher and Vining sought outside expertise to ensure that the business got off to a strong start. taken care of by you, then they will take good care of more of Hamilton’s time. company to team up on projects. You can grow by loved to learn.” Startup Capital: $110,000 Today, Sentinel Fence installs fencing and expanding the scope of your company.” Hamilton’s advice to new business owners? “Find Startup Capital: $1.2 million From the initial planning phases, Mark worked families,” he said. barriers for military installations, airports, and private “I find it very rewarding and challenging,” she a great advisor like I have at the SBDC who can be Source of Initial Capital: CIT Vining Funeral Home owner Mark Vining with Michael Fox at the Eastern Arizona College Vining offers this advice to other new business Source of Initial Capital: Owner prisons. The company earned Federal 8(a) Business said of owning her own business. “I enjoy meeting objective, and who will coach you and prod you Bank 7(a) Loan, Personal Assets has always had an understanding of what it means to SBDC, who offered input and suggestions. “Our owners: “I don’t know if there’s such a thing as too Investment from Retirement Fund, Development certification status, which allows it to bid and working with people and I like going out on the along,” she said. “It’s all about relationships with take care of people. biggest obstacle was getting the money needed to much capital,” he stressed. “Plan, plan, plan and Loan from Unicor federal contracts as a women-owned business. “You jobsites. Owning a business has a new twist every people. Learn as much about running a business as SBDC Counselor: As a clean up boy in a small town meat market in take the business from paper to reality,” Vining said. make sure that you have enough capital.” have to qualify through a pretty extensive application year. There’s always so much to learn and I’ve always you can.” Michael Fox SBDC Counselor: (former Center Director) Lisha Garcia Eastern Arizona College SBDC Maricopa Community Colleges (928) 428-8590 SBDC (480) 784-0590

FAST FACTS

Dream Manor Inn FAST FACTS

Type of Business: Bed & Breakfast Inn Dream Manor Inn—Globe, AZ Sokikom

Owners: Sokikom — Chandler, AZ Type of Business: Carl and Rebecca Williams Educational Software

Address: previously worked in construction and Rebecca had style housing that accommodates hunters, tourists and Owner: Snehal Patel 1 Dream Manor Drive once owned a small motel in Globe. Little did they workers on temporary assignment at local companies. Snehal Patel is building a real-life business areas for grades one through six,” he said. “It’s Globe, AZ. 85501 Address: know how handy those experiences would come to Gila Community College Small Business success story with a virtual teaching tool. entirely web-based, so students can play at school, 325 N. Alma School Road, be. Development Center Director Ron Nielsen ”If learning matter is presented in a fun and at home or whenever they wish.” Suite 2 Chandler, AZ 85224 Phone: A friend of Rebecca’s encouraged the couple to engaging manner, kids will learn without knowing Patel credits the Maricopa Community (928) 425-2754 worked with Carl and Rebecca during the later phase visit her home, which overlooked Globe from a perch of their project. “Ron has been integral to the success that they’re learning,” he explained. Colleges SBDC with playing an important role in Phone: (480) 788-1849 high above town and was for sale. Carl was less than Patel’s moment of inspiration came while he his company’s development. Business Analyst Website: of our expansion,” Rebecca said. “He helped us fine Website: www.sokikom.com www.dreammanorinn.com enthused, but Rebecca wanted to show him the view. tune our business plan to include more realistic goals, was offering after school math tutoring to at-risk Tom Fulcher helped Patel develop his plans for Ten minutes after arriving, Carl suggested that they explained SBA lending guidelines and helped us children in South Phoenix. A card and board Sokikom. Business Began: 2008 buy the 1968 ranch house as a retirement home. Business Began: 2006 connect with a bank that believed in our project.” game that Patel was using captivated a young “The SBDC played an early, critical role and “I told him that he was crazy, and to get back in the fourth grader. Sokikom owner Snehal Patel. Employees at Startup: 1 Dream Manor Inn has continued to grow, despite helped me apply for an AZFAST grant,” Patel Employees at Startup: 2 car,” Rebecca recalled. But Carl was persuasive and “She had ditched school that day, but came just explained. “They also helped me apply for about the economic downturn. “We filled a niche in the in February of 2005, they purchased the home and for the tutoring session,” Patel said. “It was a true $1 million in Small Business Innovation Research Employees in 2010: 11 area,” Rebecca said. “We’ve grown every year and Employees in 2010: 12 began remodeling. example of how games can motivate learning.” (SBIR) grants which helped build the company and we’ve tripled the size of our business since we started. First Year Revenue: -0- The Williamses’ retirement home evolved to become Patel created Sokikom, a multi-player online get us to our current stage.” make presentations to other investor groups that First Year Revenue: $105,000 Dream Manor Inn owners Carl and Rebecca Williams We feel so blessed, because we don’t know a lot of the Dream Manor Inn, a bed and breakfast inn social learning game designed to boost math Fulcher continues to work with Patel as Sokikom are very interested in providing the capital to help businesses that can say that these last few years.” Revenue in 2010: -0- that now boasts 16 units, 19 rooms and a banquet achievement for elementary school students. “It enters the private capital formation stage. “Tom us to our next step in the company’s evolution.” Revenue in 2010: $504,000 “We love what we do and the people we meet,” facility. Since opening in 2006, it has become the allows students to play individually or with and helped us refine our story for the business plan Patel has a clear vision for Sokikom. “I want Startup Capital: $100,000 Carl and Rebecca Williams didn’t know that place to go for a fancy meal in town, a wedding (the she added. “It has been very rewarding.” against other players,” he explained. pitch,” Patel said. “That played a critical role to turn it into a powerhouse operation that will Startup Capital: $1.2 million Source of Initial Capital: they were on the road to small business ownership inn has hosted more than 120 in the outdoor garden Rebecca offers this advice to new business owners: Sokikom enables young learners to learn in us getting selected for the InvestSouthwest positively impact a large number of people. We Source of Initial Capital: Owner Founder’s Capital, Grant Funds Investment, Lenders when they set off to visit a town that Rebecca had since opening), or to attend a Chamber of Commerce “Take a vacation before you get started, because ‘virtually’ in a fun environment. “It focuses on conference, where we were recognized as ‘best have the potential to impact millions of children, once lived in. meeting. you’re not going to get one for a long time,” she mathematics first, but teaches all major curriculum presenter’. As a result, we have been invited to and that’s extremely exciting.” SBDC Counselor: Tom Fulcher SBDC Counselor: It was 2004 and Carl and Rebecca had successful The property has undergone several expansions laughed. “Owning your own business is something Maricopa Community Colleges Ron Nielsen careers in Las Vegas. Carl worked as a Realtor and that added an outdoor garden, long-term rental units that you live and breathe,” she noted. “You have to SBDC Gilla Community College SBDC Rebecca worked for a technology company. Carl had with kitchens and a custom ‘village’ with apartment- be 150 percent committed to your dream.” (480) 784-0590 (877) 224-7232, ext. 27

10 11 FAST FACTS FAST FACTS

W.J. Maloney Restor-To-Nu Plumbing, Inc. Type of Business: Type of Business: Restor-To-Nu—Tucson, AZ Furniture Refurbishing Plumbing Contractor — Phoenix, AZ Owners: Owner: W.J. Maloney Plumbing Inc. Pete and Dianne Trinque Kathryn (Kitty) Langmade For Pete Trinque, taking control of his future said. Trinque knew enough to seek outside advice required a major makeover for both his career and and he credits Microbusiness Advancement Address: Address: his new business. Center SBDC Center Director Tom Shambo 4011 E. Columbia Street, #121, high rise was the Phelps Dodge building across from Colleges SBDC Business Analyst Linda Tucson, AZ 85714 9119 North 7th Street, and Business Analyst Bob Fick for playing key Durant’s on Central,” said Langmade, who worked for Koenes for helping her navigate the challenges of A 20-year veteran of the mutual fund industry, Phoenix, AZ 85020 roles in Restor-To-Nu’s success. the family business periodically over the years. owning a business, especially during the economic Trinque was managing two Wall Street operations Phone: and living in Washington D.C., near the Pentagon, “We use them as a quasi board of directors and Phone: (602) 944-5516 “When I returned from my wedding in 1996, downturn that affected the entire construction industry (520) 747-7401 on September 11, 2001. He lost four friends in the we meet every year for a two-day strategy meeting,” I learned that my mother’s secretary had quit,” in Arizona. “Linda introduced me to SBA classes terrorist attacks on the World Trade Center that day. Trinque said. “It helps us refocus. We’ve learned how Website: www.wjmaloney.com Langmade said. “I worked for about six months doing and helped me get on the registry for women-owned Website: Like many Americans, it gave him a new perspective. to make our business work — the whole spectrum accounting and payroll without pay until I decided businesses,” she explained. Koenes also forwards www.restor-to-nu.com “I thought to myself that I can either keep analyzing of it. They brought the level of expertise that was Business Began: to come on board.” Duke passed away in 2006 and information on business opportunities, workshops and businesses or run one,” he remembered. “Let me see required to drive this business to the next level.” Business Began: 1970 as Sole Proprietor/2010 Kitty became the company’s president in 2009. financing programs. as S-Corp. if I can run one.’” “Tom urged us to look outside the box and to Purchased 2004 “Commercial plumbing was our bread and butter, “She’s been a huge resource,” Langmade added. President Kitty Maloney-Langmade (right); Trinque had worked in the upholstery business consider opportunities that we would have otherwise but I was asked to grow the service division,” “She is my go-to person for questions of any kind.” Employees at Startup: 2 Secretary and Treasurer (and mom) Mary Maloney (left) in Tucson in the early 1980’s and he and his wife, missed or passed on,” he added. ‘He taught us the Employees at Startup: 10 Langmade said. “When things got lean in the Owning a business offers special rewards, Dianne, returned there to begin looking for business value of customer service and retention, how to Pete and Dianne Trinque of Restor-To-Nu Employees in 2010: 88 construction industry, we realized that having a according to Langmade. “The experience and ideas. “We looked at franchises, startups and existing increase productivity and how to network for new Employees in 2010: 8 Kitty Langmade didn’t plan on taking over the certified woman-owned company would be important hardship makes you stronger. The sense of businesses, and then we found a retired Air Force vendors and suppliers.” family plumbing business. It just worked out that way. to getting government work.” First Year Revenue: $444,787 First Year Revenue: accomplishment, achievement and personal growth Colonel who was selling his upholstery business,” Trinque credits Fick with teaching him the Trinque noted. “We’re proud of our work with non- ‘Not very much’ Langmade’s parents, William (Duke) and Mary Langmade took classes at night at the local union has been important.” he said. “He had done a nice job of building a core importance of working on the bottom line, instead profit agencies throughout our community.” Revenue in 2010: $495,985 Maloney, started W.J. Maloney Plumbing after hall and became a licensed journeyman plumber and Aspiring new business owners should go after business.” of just growing the top. “Because of his help, we He has this to offer to aspiring business owners: Revenue in 2010: $9.5 million moving to Phoenix from Idaho in 1964. “They started pipefitter in 2009. “That helped us get more business their dreams, she advised. “Know that there’s help “Bring passion to it,” he advises. “It will fuel your The couple purchased Restor-To-Nu in 2004, have seen our bottom line grow over the past three Startup Capital: $285,000 out of their home and I still remember blueprints on as a disadvantaged business enterprise through the out there like the SBDC. Every business has to start moved it to a larger facility, purchased new years even though the top line has suffered from the energy to be successful.” Startup Capital: $10,000 the kitchen table,” recalled Langmade. Arizona Department of Transportation,” she said. somewhere. Education has always been critical to equipment and tools to expand the service offering economy.” “The business plan is mission critical,” added Source of Initial Capital: Owner “Dad was a plumbing contractor and his first Langmade credits Maricopa Community figuring out what I can do better.” and a new truck and other equipment that enhanced Trinque. “You may think you have a plan, but what Source of Initial Capital: Family Restor-To-Nu has grown to become Tucson’s largest Investment and Bank Loan Loan productivity. upholstery, refinishing and furniture repair company. the SBDC did for us with that planning process “I was naïve enough to think that running a “We’ve been involved in two Extreme Makeover was essential. It made our business that much more SBDC Counselors: SBDC Counselor: Linda Koenes business was only about running the business,” he projects — one in Tucson, the other in Gilbert,” viable.” Tom Shambo and Bob Fick Maricopa Community Microbusiness Advancement Colleges SBDC Center SBDC (480) 784-0590 (520) 620-1241

FAST FACTS FAST FACTS

NEET Physicians Weight

Type of Business: Management Service NEET—Tucson, AZ Physicians Weight Management Centers, Inc. Centers, Inc.

Owners: —Lake Havasu City, AZ Type of Business: Rogastan Ellis Healthcare Service

Owner: Address: “We were talking about how there had to be a a Facility Service Provider, which includes green Marcia Cox didn’t need market research to and one-on-one encounters. PWMC originally only Marcia Cox 617 N. Swan Road better way,” said Ellis. “She suggested that I retire landscaping (low maintenance live plants and metal know exactly what her target customers were worked with clients who were monitored by their Tucson AZ. 85711 and open a cleaning business using green materials. plants) and green IT services for business.” Green IT looking for when she started Physicians Weight family physician. Today, the company has its own Address: I’m a computer programmer by trade, so I didn’t services include recycling old technology and offering Management Centers (PWMC). physician, dietitian and fitness specialist on staff. 1930 Mesquite Ave. #2 Phone: know about that, but I calculated the numbers and ecologically sensitive products, such as the new Apple Lake Havasu City, AZ 86403 (520) 907-6317 Cox had undergone a gastric bypass procedure in “If you don’t start a business for the right reasons, took a leap of faith.” ‘green’ PC. 2005 and was committed to maintaining her weight you’re going to fail,” she said. “I wanted to help Phone: In 2006, Ellis attended an SBA workshop on Ellis credits the business counseling that he received loss. “I was scared to death that I would regain people go through the same journey that I went Website: (928) 854-7962 www.NeetIsGreen.Biz starting a business, where he met Tom Shambo, from the SBDC with ‘keeping him going’. “Business the weight,” she said. “I needed the same tools as through.” who is now the Center Director at the in real life is different than workshop business someone losing and maintaining their weight without Cox worked with Kelley Keffer-Marsh at the Website: Business Began: 2006 Microbusiness Advancement Center SBDC in knowledge,” he explained. “I had my idea and my surgery, so I began educating myself.” Mohave Community College SBDC to refine a www.pwmcenters.com Tucson. Shambo explained government contracting business plan in hand and I took off to make my way Cox talked with local physicians and realized business plan that she had developed for her fledgling Employees at Startup: -0- processes, pricing and organizational structure. in the business world. I went down fast and the SBDC that she wasn’t alone on her journey to health company. “Kelley taught me what a business plan Business Began: 2009 Using money from a retirement plan to fund his helped me regroup the business with counseling.” maintenance. “I wanted a program that was should look like and what lenders want to see,” Employees in 2010: 7 business, Ellis started out preparing homes for move-in Employees at Startup: 2 Rogastan Ellis, owner of NEET NEET’s success has also inspired Ellis to create the medically supervised, but there wasn’t anything Cox said. “She kept me in line with the steps and Owner Marcia Cox (third from left) and the Team and home shows. That led to work cleaning outpatient around our area,” she explained. “Physicians can’t processes and told me that I needed to paint a picture Starving Mind scholarship, which he said will be help at Physicians Weight Management Employees in 2010: 3 First Year Revenue: -0- clinics for the Veterans Administration. Despite spend 30 minutes with someone every week and of my business so that everyone could see my vision.” underprivileged children living in under-developed unsuccessful attempts to get a loan, Ellis kept moving that is what’s needed with a health maintenance The plan grew to 35 pages in length (from 10) and First Year Revenue: $87,995 Revenue in 2010: $236,300 NEET founder Rogastan Ellis is a Veteran areas. ahead and won contracts with the Department of program.” Cox was approved for a loan “in less than a week” business owner who knows that there’s more than one “It’s a lot of work, but I’m fulfilling the dream my Homeland Security and the National Guard. By 2006, Cox — now a certified post-op bariatric by Borrego Springs Bank, which told the new business what you love and get paid for it’,” she stressed. “I’ve Revenue in 2010: $216,500 Startup Capital: $60,000 way to be green — and he used that knowledge to wife and I had,” Ellis said of his business. “Anyone By October of 2007, NEET had three Federal group leader and bariatric program director — had owner that her presentation was the best business had the opportunity to speak all over the country at build a business. who is thinking of starting their own business should contracts and had hired five employees. The SBDC unsuccessfully tried to establish a program with a plan that they had ever seen. “I’m so glad that I the corporate level. If I can convince even one person Startup Capital: $76,000 Source of Initial Capital: Owner visit their local SBDC. They are there to help and it’s As a computer programmer for the Department helped once again, with assistance in strategic local doctor. She incorporated instead and opened listened to Kelley,” Cox said. “She really reinforced to get healthy, then it’s all worth it.” Investment from Retirement Plan Source of Initial Capital: of Defense, Ellis found that he was so allergic to the planning, GSA contracting and cash flow. free.” PWMC in 2009. my vision and passion.” Cox encourages new business owners to “seek out cleaning supplies used by the housekeeping crews The company expanded its service offering beyond His advice to aspiring business owners? “You have professionals like the SBDC, who do this for a living." Borrego Springs SBA Patriot SBDC Counselor: The primary focus of PWMC, according to Cox, Cox said that she receives a lot of satisfaction from Express Loan, Owner Investment, in his workplace that he often had to work from his to build your company structure first,” he said. “Don’t Tom Shambo cleaning and floor care to be more competitive. “We is to provide care for individuals interested in losing helping others achieve and maintain their health “Use the tools that are out there,” she advises. Personal Loan from Owner Microbusiness Advancement home in Tucson. That’s where he and his wife got the needed to separate ourselves from other cleaning get in over your head before you’re ready, work hard weight and maintaining a healthy lifestyle through goals. “From a business perspective, you want to “Don’t think that you have to reinvent the wheel, Center SBDC idea to start a green cleaning service. providers,” Ellis said. “We did that by becoming and don’t become depressed when times get tough.” weekly interaction, which includes group meetings thrive and make a profit, but it still gets down to ‘do because it takes a lot of time to do that.” SBDC Counselor: (520) 620-1241 Kelley Keffer-Marsh Mohave Community College SBDC (928) 757-0895 12 13 FAST FACTS FAST FACTS Whiteriver Guidance Construction, Inc. Master Award Winner Aviation, Inc. Type of Business: Whiteriver Construction—Lakeside, AZ Construction Guidance Aviation, Inc.—Prescott, AZ Type of Business: Flight School Owners: Corydon Mike Cooley and Jason Carter 2000 to “learn about basic marketing principles, fine “One of our first projects was to repair a barbed wire Owner: tuning the business plan and a lot about financial fence around an elementary school play area,” Carter Master Award Winner John Stonecipher is a master at developing it work. They’ve done a lot to help us create jobs for our John Stonecipher Address: statements,” Carter said. The partners proved to be explained. “Those first years were slow growth. In new markets and his vision for Guidance Aviation is helping his community.” 5805 Wagon Wheel Lane fast learners. Whiteriver Construction was ranked as 1998 we decided to get bigger.” The company hired company soar to ever higher levels of success. Guidance realized an increase in revenues of nearly Address: Lakeside, AZ 85929 one of the fastest-growing companies in the United more people and doubled its revenue in 12 months. Guidance Aviation provides helicopter flight training and ground school fifty percent from 2009 to 2010. The company is now 6565 Crystal Lane, States in 2008, 2009 and 2010 by Inc. magazine One of Whiteriver’s highest profile projects was instruction from a modern facility in Prescott (elevation 5,045 ft.). The approaching 30 employees. Stonecipher anticipates Prescott, AZ 86301 Phone: and was profiled inForbes magazine earlier this year. completed at the bottom of the Grand Canyon, in company was founded in 1998 and it is one of only two FAA-approved continued growth due to expected benefits from the Post (928) 537-2920 The partners first worked withMark Engle and Havasupai Village. A teacher housing complex took high altitude helicopter training facilities in the country. 9-11 GI Bill, which provides funding for tuition, flight fees Phone: then with Tracy Mancuso, who came on board as six months to complete. The core of the Guidance Aviation program is ‘flight cost reduction and a living allowance for Veterans who attend college, (928) 443-9370 Website: Center Director in 2010. “We started doing market “Every nail, 2 x 4 and worker had to be training’, which enables and the debut of www.whiteriverconstruction.com analyses to find out what we’ve accomplished and to helicoptered to the bottom,” Carter said. The company Guidance to train better Yavapai College’s two- establish the value of the company,” Carter said. was also hired to renovate the local jail. “I got to do a pilots with less actual flying year degree program. Website: Business Began: 1994 Engle had recommended the E200 series of classes lot hiking that year,” Carter said. “I would hike down time and with a twenty- www.guidance.aero Whiteriver Construction owners “Millions of Federal offered by the SBA to Native American business the Grand Canyon on Friday, spend the weekend on five percent reduction in Employees at Startup: 4 Corydon Mike Cooley and Jason Carter dollars will be coming owners. “It was very helpful,” Carter noted. The the project and then hike back out.” cost to students. This is into the state of Business Began: 1998 accomplished through Employees in 2010: 34 company went on to be featured in Forbes magazine “The most rewarding part of being a business Arizona,” he noted. and Carter was named one of the Top 20 individuals owner is to be able to develop a plan and see it to the use of Redbird FMX “Guidance is leading Employees at Startup: 1 Jason Carter believes that if he had learned First Year Revenue: $46,328 under the age of 40 in the construction and design fruition,” Carter said. “Leaving a legacy behind is flight simulators — state- the way with new and about the Northland Pioneer College SBDC a of-the-art training devices business by ENR Southwest magazine. also a great feeling.” Whiteriver counts the renovation innovative approaches Employees in 2009/2010: decade earlier, it might have gotten his company into which offer 160 degrees Revenue in 2010: $9,577,404 Today, Whiteriver provides general contracting, of the Monument Valley Visitors Center as one of its to generating business, 22/27 Forbes magazine sooner. construction management and design-build services legacy projects. of wraparound visuals and jobs and tax revenues have fully-enclosed cockpits Startup Capital: $97,900 “I wish I had known about the SBDC when we first for public and private clients in Arizona and New “It takes a lot of hard work to own your own — all while proudly that allow students and First Year Revenue: $200,000 Source of Initial Capital: Owner started out,” said Carter, a partner in Whiteriver Mexico, including work for the National Park Service business,” Carter stressed. “It takes long hours, serving our U.S. Military their instructors to fly real- Investment Construction with Corydon Michael Cooley, a and for tribal entities. dedication and you can’t think that you know it all. Veterans who need world scenarios. Revenue in 2009/2010: member of the White Mountain Apache Tribe. “We Cooley founded the business in 1994 as a builder That’s where the SBDC comes in. Having a mentor career training to enter SBDC Counselors: learned the hard way for the first six years.” of chicken coops and barbed wire fencing. Carter helps. You have to listen to the advice of others who “Learning how to fly a the civilian job market.” $2.4/$3.5 million Tracy Mancuso, Mark Engle The partners began working with the SBDC in joined as a manager and later became a partner. have been there before.” helicopter is very expensive Stonecipher advises Northland Pioneer College SBDC and the teaching model new business owners to Startup Capital: $180,000 (928) 532-6170 has always been about ‘stop trying to do it all’. Source of Initial Capital: Owner getting into the helicopter “The biggest Investment, Private Party Loan to teach,” explained challenge in business is Stonecipher, who has been finding the right people SBDC Counselor: training pilots for 20 years. and letting them do their job without micro-managing Fred Kennedy “I believe that learning happens outside of them,” he added. “If you have to micro-manage people, Yavapai College SBDC FAST FACTS the cockpit,” he added. “It’s like juggling and then you need to either look at the people you’re hiring, or (928) 776-2008 riding a unicycle at the same time. You have to look at yourself in the mirror.” Infamous Network learn how to juggle first.” “I always believed in a more efficient Type of Business: process,” he said. “I had to start my own Wholesale John L. Stonecipher, company in order to realize the vision that I President/CEO Infamous Network—Prescott, AZ started with two decades ago.” Owners: Guidance Aviation, Inc. Jeff Daverman That vision included reducing the cost of training to make it more affordable for more Address: using manual silkscreen techniques. They developed honest and objective appraisal of where we were, students. Guidance secured Sallie Mae student aid financing in 1999. The 515 West Hillside Ave. a full line of sticker shapes and sizes, created their and Fred has done that for me since I first met him. company also began working with Embry-Riddle Aeronautical University’s Prescott, AZ 86301 own in-store displays and put together package deals He’s been an amazing and fundamental resource to Prescott campus in 2003 to offer one of the most comprehensive helicopter for a network of natural food stores, bookstores and our success.” academic programs in the nation. Phone: New Age shops across the country. That network The game-changer was when Guidance partnered with Yavapai College (928) 533-5353 Infamous Network expanded to offer custom connection led to some early success, according to printing services when it rolled out its new equipment in 2006 to offer the ground school portion of its training as a fully- accredited program for Yavapai students. In 2009, the college created Websites: Daverman. in 2007. Personnel additions followed, which [email protected] The company struggled as Vander Pol left the enabled Daverman to let go of his ‘do it all’ mentality, an Associate of Applied Science Professional Helicopter Pilot degree and www.neverbetter.com company in 2000 and the manual silkscreening following Vander Pol’s final departure. chose Guidance to provide ground and flight training. When the program www.customstickermakers.com process proved too time-consuming. “Letting go allowed me to focus on the bigger debuted in 2010, Yavapai College became the only collegiate helicopter “We were at the point where we were going out of vision, to smooth out the rough places, to refine the flight training program in the state. Business Began: 1996 business because the process we were using became business and to get better at what we do,” said “Guidance is a career school,” Stonecipher said. “Our goal is to have unsustainable,” Daverman said. Vander Pol returned Daverman, who credits his wife, Beth Rossi, for her every student graduate ready to be a helicopter pilot. We have not done Employees at Startup: 2 in 2005. In 2007, the company added a large support and contributions over the years. our job unless our students are successfully placed in the industry.” Infamous Network Owner Jeff Daverman format digital printer and cutter. “It transformed our The company now also offers fixed-wing flight and ground training, Employees in 2009/2010: 3-4 A website expansion will help build online sales to and his wife Beth Rossi business,” Daverman said. a growing customer base. The business has come full including jet aircraft training. Stonecipher realized the importance of seeking professional advice when First Year Revenue: $25,000 Daverman worked with Yavapai College SBDC circle, according to Daverman. he was starting his business and he sought out the services of the Yavapai Business Analyst Fred Kennedy beginning “The most rewarding part of owning this business Artist and Infamous Network owner College SBDC. Revenue in 2009/2010: in 2004 and at different stages of his company’s is being able to wake up every day and be able to $230/345,000 Jeff Daverman’s relationship with the Yavapai evolution. How to acquire the digital printer was one put out ideas in the world that encourage positivity,” “The SBDC helped us with financial projections, with revenue forecasting College SBDC ultimately taught him the art of of the issues they discussed. Over the years, Kennedy he said. “I’m an artist who became a business owner, and with understanding capital expenditures,” Stonecipher said. “I don’t Startup Capital: $60,000 business. and Daverman delved into finances, strategic and now we’re finally back in a position to get back have an accounting background and the SBDC has a great guy in (Business Fred Kennedy Infamous Network was founded in 1996, when planning, e-commerce, marketing, accounting, to our origins.” Analyst) . He treated my business like it was his own Source of Initial Capital: Invest- business and he has helped us overcome a number of hurdles over the Prescott artists Daverman and John Vander Pol came pricing, inventory management and tax issues. “Perseverance trumps everything,” he added. ment by Former Partner years.” up with an idea to ‘put positive inspiration out into “I had a bunch of questions and no answers,” “As long as you don’t quit, you’re always still in the “The SBDC is a wonderful resource and it’s the people there that make SBDC Counselor: the world’ through a line of bumper stickers produced Daverman said. “I needed someone to give me an game.” Fred Kennedy Yavapai College SBDC (928) 776-2008

14 15 PUT YOUR BUSINESS ON THE FAST TRACK TO GROWTH Learn how to land deals 10X larger than your current average account! Your success in 2011 will require a deliberate sales strategy. Attend one of our workshops across the Valley!

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