Central and Eastern Missouri Edition 2020–2021—U.S. Small

Small Business resource guide CENTRAL AND EASTERN MISSOURI EDITION 2020—2021


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CONTENTS Central and Eastern Missouri Edition 2020–2021

Local Business Assistance

Funding Programs


26 National Success Story Jennifer and Jeff Herbert’s meadery has expanded into a multimillion dollar enterprise thanks to SBA assistance.

Local Success Story With the help of business guidance, Pilar Gonzalez’s entrepreneurial dream became reality.

11 Local SBA

29 SBA Lenders 34 Financing 101 35 Need Financing? 36 Go Global with

Resource Partners


13 Your Advocates 14 How to Start a Business 18 Entrepreneurial Resources 19 Emerging Leaders 20 Opportunities for Veterans 22 Write Your Business Plan 24 Building Your Business Support Network During COVID Recovery

International Trade 38 R&D Opportunities for High Growth Startups 40 COVID-19 Economic Recovery 42 Surety Bonds Contracting 44 National Success Story Jennifer Rahn steers the course for Admiral Engineering, succeeding as a small business subcontractor. 48 SBA Certification Programs 49 Woman-Owned Small Business Certification







ON THE COVER Tameka Stigers, owner of Locs of Glory, courtesy of the SBA; Pilar Gonzalez, courtesy of Dip It; Exquadrum Inc. President Eric Schmidt, left, and CEO Kevin Mahaffy, courtesy of Exquadrum Inc.; Vera Hall, Innovative Performance Construction Co.; Sridhara Gutt, courtesy of Essnova Solutions

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I t is my honor to serve as Washington, and in communities across America—that is laser-focused on helping entrepreneurs recover from the impacts of the COVID-19 pandemic. The SBA is here to support our nation’s small businesses by providing timely economic relief and access to invaluable resources for planning, launching, and expanding small businesses. America’s entrepreneurs are innovators and risk- takers. They are the catalyst for employment Administrator of the U.S. Small Business Administration, leading a team of dedicated professionals—in opportunities within their communities. During these unprecedented times, I am confident the small business sector will once again propel our economy to prosperity, just as it has over the last three years. As a member of the President’s cabinet, I am honored to be the voice for America’s 30 million small businesses, advocating on behalf of every entrepreneur. Whether it’s seeking assistance with economic disaster recovery, access to capital, government contracting opportunities, or business mentoring, the SBA is ready and determined to help our customers succeed. The SBA remains committed to continuing our support of America’s entrepreneurs and making an even bigger impact in communities across the country. In particular, the SBA is focused on elevating female entrepreneurs and our military veterans, expanding access

to SBA resources among entrepreneurs in underserved markets, and continuing to prioritize disaster relief. Within this resource guide, you will learn more about the tremendous tools the SBA provides small businesses through our 68 District Offices and numerous Resource Partners, such as our Small Business Development Centers, our SCORE mentoring network, Women’s Business Centers, and Veterans Business Outreach Centers. Featured in this guide are some of the remarkable success stories of entrepreneurs who partnered with the SBA to take their businesses to the next level. The SBA encourages you to also utilize these resources to help strengthen and meet your business goals. Sincerely,

Jovita Carranza SBA Administrator


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

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Copyright: New South Media, Inc. Reproduction in part or whole is strictly prohib- ited without the express written permission of the publisher. © 2020 NEW SOUTH MEDIA, INC., ALL RIGHTS RESERVED The U.S. Small Business Administration’s Office of Marketing & Customer Service directs the publication of the Small Business Resource Guide under SBA Contract #SBAHQ-17-C-0018. SBA publication winter 2020 national edition #mcs-0134

WRITER/EDITOR Becky Bosshart (202) 205-6677 rebecca.bosshart@sba.gov DIRECTOR OF MARKETING Paula Panissidi Tavares paula.tavares@sba.gov

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

Printed in the United States of America.

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

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SBA St. Louis District Office 1222 Spruce St., suite 10.103 St. Louis, MO 63103 (314) 539-6600 stlouis@sba.gov sba.gov/mo/stlouis @SBA_StLouis

W elcome to the 2020-2021 edition of the Central and Eastern Missouri Small Business Resource Guide. Our team at the St. Louis District Office is in the business of helping the American Dream come true for entrepreneurs like you. e provide services and tools for those starting, growing or expanding their businesses. This guide points you toward a network of resources in your area. You will find local offices for SCORE, the nationʼs largest network of volunteer business mentors. You will also find a contact list for Missouri Small Business Development Centers, our Veterans Business Outreach Center, and our two Women’s Business Centers. As our community continues its recovery from the health, social, emotional and economic effects of the Coronavirus pandemic, we hope you know you can continue to count on SBA for small business assistance. Weʼre in this together. Be sure to follow us on Twitter @SBA_StLouis to stay up to date on SBA events near you and to get valuable local business information. Register for email updates at sba.gov/updates . As our community continues its recovery from the health, social, emotional and economic effects of the coronavirus pandemic, we hope you know you can continue to count on the SBA for small business assistance. We're in this together.

District Director Maureen Brinkley (314) 539-6609

maureen.brinkley@sba.gov Deputy District Director Tom Yochim (314) 539-6615

thomas.yochim@sba.gov Administrative Officer Nicki Massie (314) 539-6608 nicholson.massie@sba.gov Business Opportunity Specialist Gary Alexander (314) 539-6612 gary.alexander@sba.gov Outreach & Marketing Specialists Trish Freeland (314) 539-6606 patricia.freeland@sba.gov Nicki Massie (314) 539-6608 nicholson.massie@sba.gov Sean Boshard III (202) 941-8024 Lead Lender Relations Specialist Tom Daiber (314) 539-6614 thomas.daiber@sba.gov


Maureen E. Brinkley District Director

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Recipe for Success BA resources provided Pilar Gonzalez with the key ingredients for small business success in Mission, TX. written by becky bosshart How I Did It

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5 Tips for Success Find a great business mentor. To find your local SBA office and resource partners in your area, visit sba.gov/localassistance . Surround yourself with people who are smarter than you; they will complement your weaknesses and bring out your strengths. You will share your passion and drive with them.

Join up with other entrepreneurs for virtual networking, see pages 24–25 for ideas.

W ith the help of entrepreneurial dream became reality. Dip It can now be found in grocery stores in Texas and Mexico. An Emmy Award nominee from her radio/TV career, Pilar started Dip It 10 years ago out of her home kitchen. Pilar took a family recipe and crafted it into a line of natural yogurt dips including business guidance, Pilar Gonzalez’s cilantro, chipotle, jalapeño, piquin, and green olive. Despite her early struggles with production, design, and marketing, Dip It volume continued to grow. With the business guidance of an SBA Resource Partner, Pilar was able to take her concept to the next level, qualifying for financing and becoming a job creator in Texas. Challenge Pilar needed the help of a business adviser in drafting her business plan, eventually taking her to the place where she could qualify for business financing. It can be difficult for small businesses, especially those in the food industry, to secure capital to expand. She wasn’t able to find the financing she needed

As a small business owner, We don’t cut corners. Sometimes you have to lose money to do quality work—it’s rough, but nothing is more important. Are you a woman-owned small business? The SBA offers free WOSB certification at beta.certify.sba.gov . short or long-term costs necessary to sell goods or services abroad. Pilar used her loan proceeds as working capital to finance foreign sales, helping her better compete globally. Benefit Dip It sales have increased over 200% since 2016; her product can be found in over 250 HEB stores with 300 total distribution locations. She employs eight in her Mission, Texas facility. Pilar recently added cream cheese dips into her line, expanding to include zesty avocado, bacon and spinach, and water chestnuts. Recently her product was awarded a HEB belt buckle for reaching the $1 million sale mark.

with the right terms, even though her revenue was steady and she was creditworthy. Pilar was ready to expand but couldn’t find a lender to back her venture. Solution Pilar worked closely with advisers at her local Small Business Development Center, seeking counseling as her business grew. She attended several trainings that helped with running the financial side of the business. Pilar’s product ranked high in many local and regional food competitions, which increased her marketability and investor appeal. Providing funding to boost production and sales, Pilar confidence grew as she continued to gather accolades. She won the second-place grand prize in HEB’s Primo Picks Quest for Texas Best, which placed her product in over 100 stores. The SBA also guarantees loans made by lending institutions to small businesses that cannot find conventional financing elsewhere. Pilar was also able to enter the international marketplace using a State Trade Expansion Program grant and training. SBA international trade programs cover

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

950 + 100 300 + +


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


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


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


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

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SBA’s Resource Partners are independent organizations funded through SBA cooperative agreements or grants. Our Local SBA Resource Partners Missouri Small Business Development Centers sbdc.missouri.edu Columbia State Director Greg Tucker

416 S. Sixth St. (573) 884-1555 Mark Christian (573) 884-8087 Hannibal Regional Economic Development Council hredc.com Brittany Weldy 3817 McMasters Ave., suite D (573) 221-1033 Lincoln University-Jefferson City Director Lauren Carter 917 Leslie Blvd. (573) 681-6075 Missouri University of Science & Technology-Rolla 900 Innovation Drive, suite 145 (573) 341-4690 Northeast Region-Kirksville Director Carolyn Chrisman 315 S. Franklin St. (660) 665-3348

Southeast Missouri State University-Cape Girardeau Jakob Pallesen 920 Broadway (573) 651-5156 engage.semo.edu/business

Locs of Glory was faced with a great problem for any small business to have: it was attracting a lot of clients and adding new services. Owner Tameka Stigers wanted to handle her business’s tremendous growth with care, so she turned to the SBA for expert advice and to help finance her expansion. With the help of an SBA-backed loan, Tameka expanded from a home salon to a 3,000-square-foot salon and spa in St. Louis. Tameka is serving her community with a cutting-edge styling technology called Sisterlocks, specially developed for textured hair. While a master’s student at St. Louis University, Tameka started styling as a side gig until it evolved into a service and retail enterprise, creating jobs and lifting the local economy.

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St. Charles Economic Development Center Justin Schulz 5988 Mid Rivers Mall Drive (636) 229-5276 edcscc.com/businessconsulting/about-sbdc St. Louis Region Regional Director Lynette Watson 911 Washington Ave., suite 813, St. Louis (314) 241-1005 St. Louis Economic Partnership Colleen Mulvihill 7733 Forsyth Blvd., suite 2200 (314) 615-7694 SCORE Call for an appointment or visit sba.gov/score . St. Louis Chapter 21 stlouis.score.org Kirkwood Commerce Bank

O'Connor Belting, a Delaware family-owned business, expanded with the help of an SBA-guaranteed 7(a) loan.

300 N. Kirkwood Road (866) 726-7340, option 2 North County-Florissant Commerce Bank 8190 N. Lindbergh Blvd. (866) 726-7340, option 5

St. Charles Economic Development Center 5988 Mid Rivers Mall Drive (866) 726-7340, option 4 Tower Grove Commerce Bank 3134 S. Grand Blvd. (866) 726-7340 stlouis.score.org Women’s Business Centers GraceHill Women’s Business Center 6722 Page Ave. St. Louis (314) 584-6700 gracehillwbc.org Missouri Women’s Business Center Program Director Jessie Yankee 500 E. Walnut St., suite 103 Columbia (573) 818-2980 mowbc.org

Veterans Business Outreach Center Director Darcella Craven 911 Washington Ave, suite 705 , St. Louis (314) 531-8387 stlouis.score.org vetbiz.com

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Your Advocates The SBA offices of advocacy and ombudsman are independent voices for small business within the federal government.

To report how a proposed federal regulation could unfairly affect you, contact advocacy.sba.gov . To submit a comment about how your business has been hurt by an existing regulation, visit sba.gov/ombudsman/ comments .

Advocacy When you need a voice within the federal government for your interests as a small business owner, SBA advocates are here to assist. They analyze the effects of proposed regulations and consider alternatives that minimize the economic burden on small businesses, governmental jurisdictions, and nonprofits. The office, advocacy.sba.gov , helps with these small business issues: » if your business could be negatively affected by regulations proposed by the government » when you need economic and small business statistics The SBA Office of Advocacy also independently represents small business and advances its concerns before Congress, the White House, and federal agencies.

Ombudsman Entrepreneurs who have an issue with an existing federal regulation or policy receive assistance from the SBA national ombudsman. The ombudsman’s office helps you: » resolve regulatory disputes with federal agencies » reduce unfair penalties and fines » seek remedies when rules are inconsistently applied » recover payment for services done by government contractors Make your voice heard by participating in a Regional Regulatory Enforcement Fairness Roundtable or a public hearing hosted by the SBA national ombudsman. These events are posted periodically on the ombudsman website, sba.gov/ombudsman .

To submit a comment or complaint through the online form, visit sba.gov/ ombudsman/comments . Your concerns will be directed to the appropriate federal agency for review. The SBA will collaborate with you and the agency to help resolve the issue.

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Adriana Medina, owner of Fuerte Fitness, in Seattle, WA, received counseling from a SCORE mentor and a Women's Business Center adviser. How to Start a Business in Missouri Thinking of starting a business? Here are the nuts & bolts.

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

Business License & Zoning Licenses are typically administered by a variety of state and local departments. It is important to consider zoning regulations when choosing a site for your business. Contact the local business license office where you plan to locate your business. You may not be per mitted to conduct business out of your home or engage in industrial activity in a retail district. Name Registration Register your business name with the county clerk where your business is located. If you’re a corporation, also register with the state. The Secretary of State supports Missouri and Kansas businesses by registering and authenticating business entities and trademarks, enabling secured creditors to protect their financial interests.

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

» Missouri Secretary of State 600 W. Main St., Jefferson City (573) 751-4936 info@sos.mo.gov

Kansas City Union Station 30 W. Pershing Road (816) 966-2840 St. Louis

sos.mo.gov/business/corporations/startbusiness bsd.sos.mo.gov/businessentity/besearch.aspx Taxes As a business owner, you should know your federal tax responsibilities and make business decisions to comply with tax requirements. The IRS Small Business and Self-Employed Tax Center, irs.gov/businesses/small-businesses-self-employed , includes information on paying and filing income tax and finding an Employer ID Number. As the IRS continues to implement some of the Tax Cuts and Jobs Act provisions, your tax obligationsmay change. For the latest tax reformupdates that affect your bottom line, visit irs.gov/tax-reform . » IRS Tax Assistance Centers

1222 Spruce St. (314) 339-1950

» State Taxes Missouri Department of Revenue Taxation Division Harry S. Truman Office Building 301 W. High St., room 102m

Jefferson City (573) 751-5860 dor.mo.gov/contact/taxation Social Security

If you have any employees, including officers of a corporation but not the sole proprietor or partners, you must make periodic payments, and/or file quarterly reports about payroll taxes and other mandatory deductions. You can contact the IRS or the Social Security Administration for information, assistance, and forms at (800) 772-1213 or visit socialsecurity.gov/employer . You can file W-2s online or verify job seekers through the Social Security Number Verification Service. Employment Eligibility Verification The Federal Immigration Reform and Control Act of 1986 requires employers to verify employment eligibility of new employees.

Cape Girardeau 137 S. Broadview (573) 334-1552 Chesterfield 1122 Town and Country Commons (636) 255-1599 Joplin

402 S. Main St. (417) 206-5052

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The law obligates an employer to process Employment Eligibility Verification Form I-9. The U.S. Citizenship and Immigration Service offers information and assistance through uscis.gov/i-9- central . For forms, see uscis.gov/forms . For the employer hotline call (888) 464-4218 or email I-9central@dhs.gov. E-Verify is the quickest way for employers to determine the employment eligibility of new hires by verifying the Social Security number and employment eligibility information reported on Form I-9. Visit e-verify.gov , call (888) 464-4218 or email e-verify@dhs.gov. Health & Safety All businesses with employees are required to comply with state and federal regulations regarding the protection of employees, visit employer.gov and dol.gov . The Occupational Safety and Health Administration provides information on the specific health and safety standards used by the U.S. Department of Labor. Call (800) 321-6742 or visit osha.gov . » MO Department of Labor-Jefferson City 3315 W. Truman Blvd., room 205 (573) 751-3403 » St. Louis OSHA Robert A. Young Federal Building 1222 Spruce St. suite 9.104

(314) 425-4249 Jefferson City 3315 W. Truman Blvd., room 205

(573) 751-3403 labor.mo.gov » Missouri Division of Workers’ Compensation 3315 W. Truman Blvd. (800) 775-2667

Kari Weigel provides educational services to rural communities through her Sylvan Learning Center in Fargo, ND, which she expanded with the help of SBA-backed financing.

labor.mo.gov/injured-workers Employee Insurance

» Environmental Protection Agency Small Business Division epa.gov/resources-small-businesses Accessibility & ADA Compliance For assistance with the Americans with Disabilities Act, call the ADA center at (800) 949-4232 or the Department of Justice at (800) 514-0301. Direct questions about accessible design and the ADA standards to the U.S. Access Board at (800) 872-2253, TTY (800) 993-2822, ta@access-board.gov or visit access-board.gov . Child Support Employers are essential to the success of the child support program and collect 75% of support nationwide through payroll deductions. You’re required to report all new and rehired employees to the State Directory of New Hires. If you have employees in two or more states, you may register with the Department of Health and Human Services to report all your employees to one state. Find electronic income withholding orders and the Child Support Portal, which can be used to report information to nearly all child support agencies, at acf.hhs.gov/programs/css/employers . Send questions to employerservices@acf.hhs.gov. » Missouri Department of Social Services Child Support Services

Check your state laws to see if you are required to provide unemployment or workers’ compensation insurance for your employees. For health insurance options, call the Small Business HealthOptions programat (800) 706-7893 or visit healthcare.gov/ small-businesses/employers . Association Health Plans allow small businesses, including self- employed workers, to band together by geography or industry to obtain healthcare coverage as if theywere a single large employer. For information, visit dol.gov/general/topic/association-health-plans . » Missouri’s Health Insurance Exchange healthcare.gov/small-businesses/shop-rates/missouri Environmental Regulations State assistance is available for small businesses that must comply with environmental regulations under the Clean Air Act. State Small Business Environmental Assistance programs provide free and confidential assistance to help small business owners understand and comply with environmental regulations and permitting requirements. These state programs can help businesses reduce emissions at the source, often reducing regulatory burden and saving you money. To learn more about these free services visit nationalsbeap.org/states/list .

(866) 313-9960 (855) 373-4636

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Reeves Clippard used the business knowledge he acquired in the SBA Emerging Leaders program to grow A/R Solar in Seattle, WA.

» State Trademarks Missouri Office of the Secretary of State St. Louis Patent and Trademark Center (Inside St. Louis Public Library)

Intellectual Property Patents, trademarks, and copyrights are types of intellectual property that serve to protect creations and innovations. For information and resources about U.S. patents and federally registered trademarks consult uspto.gov , call (800) 786-9199 or visit the Texas Regional Office in Dallas, uspto.gov/texas . There are three types of patents: • Utility patents may be granted to anyone who invents or discovers any new and useful process, machine, manufacture, or composition of matter, or any new and useful improvement. • Design patents may be granted to anyone who invents a new, original, and ornamental design for a manufactured article. • Plant patents may be granted to anyone who invents or discovers and asexually reproduces any distinct and new variety of plant, other than a tuber propagated plant or a plant found in an uncultivated state. A trademark or service mark includes any word, name, symbol, device, or any combination, used to identify and distinguish the goods/services of one provider from others. Trademarks and service marks can be registered at both the state and federal level. Copyrights protect original works of authorship including literary, dramatic, musical and artistic, and certain other intellectual works, such as computer software. Copyrights do not protect facts, ideas, and systems, although they may protect the way they are expressed. Visit uspto.gov/trademarks .

1301 Olive St. (314) 539-0390 sos.mo.gov

Copyrights protect original works of authorship including literary, dramatic, musical and artistic, and certain other intellectual works, such as computer software. Copyrights do not protect facts, ideas, and systems, although they may protect the way they are expressed. For general information on copyrights, contact: » U.S. Copyright Office U.S. Library of Congress James Madison Memorial Building 101 Independence Ave. SE Washington, DC (202) 707-3000 or toll free (877) 476-0778 copyright.gov

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Entrepreneurial Resources

Online Learning Find free short courses and learning tools to start and grow your small business at sba.gov/learning . The SBA’s free Online Learning Center is a great resource for every entrepreneur,

Native American Workshops Native American, Alaska native, and native Hawaiian entrepreneurs are eligible to receive free training on how to start and grow their business from experienced industry leaders in the field of Native American business development. The SBA Office of Native American Affairs, sba.gov/ naa , works with Sister Sky Inc. and RedWind to reach as many locations as possible. Network with native peers and get connected to business assistance in your area. To register for a workshop near you, visit nativesba.sisterskyinc.com or nativesmallbusiness.org .

especially rural business owners looking for easy access to vital business training. Courses include: • writing your business plan • understanding your customer • buying a business • marketing to win customers

• legal requirements • financing options • disaster recovery

Small businesses power our economy.

The SBA powers small businesses.

During these uncertain times, we’re still here for you. Whether you’re in need of financial assistance or reworking your business plan, SBA has your back… because small business is our business. Contact sba.gov/mo/stlouis to learn how to move your business forward with confidence.

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Emerging Leaders

Learn the skills to grow your small business in this seven-month course.

Accelerate Growth Small business executives looking to grow their business, create jobs, and strengthen their communities will find their next challenge

in the SBA Emerging Leaders program. This seven-month course offers about 100 hours of training and provides the opportunity for high-potential small business owners to work with experienced coaches and mentors while developing connections with peers, local leaders, and the financial community. How it benefits you Since the start of the program in 2008, Emerging Leaders graduates have reported creating over 6,500 jobs, gaining more than $300 million in new financing, and securing over $3.16 billion in government contracts. Participants produce a three-year strategic growth plan that connects them with the necessary tools and resources to reach major performance targets. What you learn The curriculum is research-based and nationally scalable, enabling you to engage in focused development and expansion strategies, including options for accessing new capital and securing government contracts. Who’s eligible Small businesses having annual revenues of at least $250,000, in business for at least three years, and with at least one employee.

HOW THE SBA HELPED ME SUCCEED When April Broderick wanted to expand into government contracting, she turned to the SBA. A&A Fire and Safety Co. in Cabot, AR serves the fire protection and service needs of businesses, schools, and fire departments across Arkansas. She took over from her father, Alan, in 2014, becoming one of the few women executives in her industry. With the help of the SBA Emerging Leaders program, April received business training and networking opportunities to help her better compete in the public marketplace. April committed to the program because she wanted to develop a three- year growth plan with business experts. Since graduating from Emerging Leaders, she has grown her business to six full-time employees, seven part time, with a projected 2019 revenue of $1.7 million.

Get involved To register online, visit sba.gov/ emergingleaders .

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HOW THE SBA HELPED ME SUCCEED U.S. Navy veteran Roberto Ortiz puts his 40 years of aviation management experience to use as a small business owner in Chesapeake, VA. Bert expanded AVMAC Inc. into the government sector fulfilling aviation and maritime logistical services with the help of his local SBA Veterans Business Outreach Center. VBOCs are the first stop for military community entrepreneurs looking to start, grow, or expand a small business. The VBOC located at Old Dominion University helped Bert obtain government contracting business certifications. With support from his local VBOC, Bert has strategically positioned AVMAC in the federal marketplace to better compete for large-scale government contracts. From AVMAC’s first contract in 2010, this veteran-led company has nearly doubled in revenue and grown to over 400 employees.

AVMAC President/CEO Bert Ortiz, left, and fellow U.S. Navy veteran and electrician Ken Morey manufacturing a power panel bracket.

Opportunities for Veterans

Military community members become more successful entrepreneurs with the help of the SBA.

Who’s eligible? Service members transitioning out of active duty and military spouses. Boots to Business: Reboot, for veterans, National Guard or Reserve members and military spouses, teaches this entrepreneurship curriculum off base in communities. Register for either B2B program at https://sbavets.force.com . For women veterans Receive entrepreneurial training geared toward women veterans, service

members, and spouses through these SBA- funded programs: » Veteran Women Igniting the Spirit of Entrepreneurship in Syracuse, New York

Entrepreneurship training In Boots to Business, explore business ownership and other self-employment opportunities while learning key business concepts. Walk away with an overview of entrepreneurship and applicable business ownership fundamentals, including how to access startup capital using SBA resources. Boots to Business is conducted on all military installations as part of the Department of Defense’s Transition Assistance Program.

» LiftFund in San Antonio, Texas For service-disabled veterans Learn how to start and grow a small

business using these SBA-funded programs: » Entrepreneurship Bootcamp for Veterans with Disabilities in Syracuse, New York

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

Financing Employee called to active duty?

You can receive funds that enable your business to meet ordinary and necessary operating expenses when an essential employee is called up to active duty in the military reserve. Ask your local SBA specialist or lender about the Military Reservist Economic Injury Disaster Loan. Government contracting Veteran-owned and service-disabled veteran-owned small businesses that want to better compete in the public market receive training from the Veteran Institute for Procurement, nationalvip.org . VIP Start Enter the federal market and become ready for procurement. VIP Grow Strategize to expand and operate within the federal marketplace. VIP International Enter or expand your federal and commercial contracting opportunities overseas. Get certified Learn about the service-disabled veteran- owned small business certification program on page 50. Need assistance? Veteran and military entrepreneurs receive business training, counseling, and referrals to other SBA Resource Partners at a Veterans Business Outreach Center, sba.gov/vboc . For veterans business information visit sba.gov/veterans .

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LOCAL BUSINESS ASSISTANCE Write your Business Plan Lay the foundation for success with a concise business plan.

TRADITIONAL BUSINESS PLAN FORMAT When you write your business plan, you don’t have to stick to the exact business plan template. Instead, use the sections that make the most sense for your business and your needs. Executive Summary Briefly summarize your company and why it will be successful. Include your mission statement, your product or service, and basic information about your company’s leadership team, employees, and location. You should also include financial information and high-level growth plans if you plan to ask for financing. Company Description Go into detail about the problems your business solves. Be specific as to audience and location. List out the consumers, organizations, or businesses your company plans to serve. Explain the competitive advantages you have that will make your business successful. Are there experts on your team? Have you found the perfect location? Your company description is the place to boast about your strengths. Market Analysis Demonstrate a solid understanding of your industry outlook and tar- get market. This is where it pays to partner with an experienced busi- ness counselor fromyour local Small Business Development Center, SCORE, Women's Business Center, or Veterans Business Outreach Center—all these SBA Resource Partners provide free or low-cost business assistance. Competitive research will showwhat other busi- nesses are doing and their strengths. In your market research, look for trends and themes. What do successful competitors do? Why does it work? Can you do it better? Now's the time to answer these questions. Organization and Management

Business plans help you run your business. A good business plan guides you throughmanaging your business. You’ll use your business plan as a roadmap for how to structure, run, and grow your new business. Business plans can help you get funding or bring on new business partners. Investors want to see a return on their investment. Your business plan is the tool you’ll use to convince people that working with you—or investing in your company—is a smart investment. Brain storm with a business counselor (visit one of our SBA Resource Partners detailed on page 10) and write a traditional business plan , which uses a standard structure and detailed sections. Once you've got it all down, you can then condense it to a lean startup business plan, which typically contains key points on only one page.

Explain how your com- pany will be structured and who will run it. Describe the legal structure of your busi- ness. Statewhether you have or intend to incor- porate your business as a C or an S corporation, forma general or limited partnership, or if you're a sole proprietor or limited liability company.

Want to see an example of a business plan? View examples of business plans at sba.gov/business-guide/plan/ write-your-business- plan-template

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LEAN STARTUP PLAN FORMAT Write a lean startup plan if requested from an investor, or if your business is relatively simple or you plan to regularly change and refine as you go. Lean startup plans use more visual organization tools and only a handful of elements to describe your company’s value proposition, infrastructure, customers, and finances. They’re useful for visualiz- ing your company's fundamental facts. Your business counselor can help you edit down into the Business Model Canvas, used here—the most well known style, or another lean startup template. Key Partnerships Note the other businesses you’ll work with, such as suppliers, manufacturers, subcontractors, and strategic partners. Key Activities List the ways your business will gain a competitive advantage. Will you sell direct to consumers or use technology to tap into the shar- ing economy? Key Resources List resources you’ll leverage to create value for your customer. Your most important assets include staff, capital, and intellectual property. Leverage business resources that might be available to women, veterans, Native Americans, and HUBZone–certified businesses. Value Proposition Make a clear and compelling statement about the unique value your company brings to the market. Customer Relationships Describe how customers will interact with your business. Think through the customer experience from start to finish. Is it auto- mated or personal? In person or online? Customer Segments Name your target market. Your business won’t be for everybody; it’s important to have a clear sense of who you serve. Channels List the most important ways you’ll talk to your customers. Cost Structure Will your company focus on reducing cost or maximizing value? Define your strategy, then list the most significant costs you’ll face. Revenue Streams Explain how your company makes money: direct sales, member- ships fees, selling advertising space? If your company has multiple revenue streams, list them all.

Use an organizational chart to show the hierarchy. Explain how each person’s experience will contribute to the success of your venture. Consider including CVs of key members. Service or Product Line Describe what you sell or what service you offer. Explain how it ben- efits your customers and the product lifecycle. Share your plans for intellectual property, like copyright or patent filings. If you're doing research and development for your service or product, explain it. Marketing and Sales Your marketing strategy should evolve and change to fit your needs in each context. Describe how you'll attract and retain customers. Show how a sale will actually happen. You'll refer to this section later when you make financial projections, so be thorough. Funding Request If you're asking for funding, outline your funding requirements. Specify whether you want debt or equity and the terms you'd like. Your goal is to clearly explain how much funding you’ll need over the next five years and how the investment will be used. Specify if you need funds to buy equipment or materials, pay salaries, or cover specific bills until revenue increases. Explain how ❒ Executive summary ❒ Company description ❒Market analysis ❒ Organization and management ❒ Service or product line ❒Marketing and sales ❒ Funding request ❒ Financial projections ❒ Appendix TRADITIONAL BUSINESS PLAN CHECKLIST

you'll pay off the debt. Financial Projections

Supplement your funding request with a prospective financial outlook for the next five years. Show how your business will be a financial success. Include forecasted income statements, balance sheets, cash flow statements, and capital expenditure budgets. For the first year, be even more specific and use quarterly—or even monthly—projections. Explain your projections and match them to your funding requests. If your business is already established, include income statements, balance sheets, and cash flow statements for the last three to five years. List collateral you could put against a loan. Use visual organization tools--graphs and charts—to tell your business's financial story. Appendix Here you'll attach supporting documents or other requested materials. Common items to include are credit histories, CVs, product pictures, letters of reference, licenses, permits, patents, legal documents, and other contracts.


❒ Key partnerships ❒ Key activities ❒ Key resources ❒ Value proposition ❒ Customer relationships

❒ Customer segments ❒ Channels ❒ Cost structure ❒ Revenue streams

Small Business Resource Guide 23


Building Your Business Support Network During COVID Recovery

Expand your virtual network for small business success.

1 School ties Reconnect with former professors/teachers/mentors via email. Ask if they have any opportunities to speak in their virtual classrooms or on panels about your post- graduate experience. Sign up for alumni e-newsletters. Class notes sections in your alumni publications are a great way to let former classmates and teachers know what you're doing now. As you succeed and expand, this could open up avenues for hiring seasonal workers, starting an internship program, or bidding on a project. The same holds true if you have children. You could offer a special virtual workshop for students and/or parents on your expertise or industry—expanding your reach in your community.

Even though entrepreneurship has many benefits, operating a small business presents its own type of stress. Not every family member or friend will understand or empathize with your entre- preneurial journey, especially not during difficult economic times. The key is connecting with other entrepreneurs who can offer advice, share opportunities, and listen to your big ideas. Value your inner circle while also broadening your virtual network of support. Consider these following strategies to engage with others virtually while growing and expanding in a pandemic recovery economy.

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2 Chambers of Commerce

9 Social Media Groups Interfacing with other business owners in your community, let alone the world, is as easy as signing on to Facebook or LinkedIn. Building connections that go beyond day-to-day business matters can provide new ideas and different perspectives. Online groups have burgeoned in the new economy. If you don't see one that matches your industry or specialization, start it up. Many entrepreneurs have made an online pivot using social media videos and teaching sessions. Others use Twitter to notify clients about mobile locations, delivery specials, and at-home kits. 10 SBA webinars or online workshops Find your local district office at sba.gov/ localassistance and follow its events/news on Twitter. Sign up for email updates. Register for free webinars on diverse business topics like financing options, business certifications for government contracting, and navigating SBA disaster assistance. Where ever you are in the business lifecycle, the SBA is here to help.

Follow your local or state chambers on social media and sign up for their online events. You may learn how to better navigate a government process via an online

workshop. You can connect with other professionals at a virtual happy hour. Follow those new contacts on social media and share your own industry with them on your own platforms. 3 SCORE Experienced executives who now volunteer with an organization called SCORE share real-world knowledge to fit your busy schedule. SCORE mentors are available for free as often as you need. Visit sba.gov/score to connect with a mentor via email or video chat. 4 Faith-based community Your spiritual relationship with the members of your religious community can positively effect your personal life and business goals. During this time, faith-based organizations will promote healthy, productive small group and virtual meetings for members to connect. 5 Special interest classes Find small-group or online classes that match your interests or professional goals. It’s easy to forget that we form bonds with people we meet through leisure activities. Wanting to learn how to make a desk for your home office? Want to improve your writing or public speaking skills? Now is a great time to find a creative class, since so many teachers and craftspeople are opening up their rosters virtually—you no longer have to be in a big city to take advantage of all it has to offer. 6 Former coworkers Email andconnect over socialmediawithprevious coworkers. Their skillsets might be useful for your next idea, or they can provide insights or contacts for growth and expansion. 7 Professional conferences Most professional conferences will still be meeting—but online. Check out the conferences you have attended in the past. Search for new networking and growth development conferences specific to your industry or other special group. Now is the time to renew memberships. You can get a lot of inspiration and information by not only attending virtual events, but potentially sponsoring or speaking at one. 8 Economic Development Authorities The monthly informative brunches and social hours at your favorite restaurant may be on hiatus, but chances are your local EDA has moved those sessions online. Sign up for all local and regional EDA e-newsletters and book up your calendar without leaving home.

written by Ijeoma S. Nwatu , contributor and Becky Bosshart , writer/editor

Small Business Resource Guide 25

FUNDING PROGRAMS Financing Your Small Business

Crafting a Business SBA-backed financing helped Superstition Meadery expand into a multimillion dollar enterprise. written by Becky Bosshart How We Did It

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Solution Thanks to guidance from an SBA Resource Partner, the Small Business Development Center at Yavapai Community College, Jennifer and Jeff learned about financing that worked for them. The SBA guarantees loans made by lending institutions to small business that would not otherwise be able to obtain financing. Their small business qualified for two SBA-backed loans totaling more than $600,000. The Herberts’ first SBA-backed loan allowed them to acquire commercial property to design and build their mead production facility. Their second SBA-backed loan provided the funding for professional brewing equipment to complete their 7,450-square-foot production space. The Herberts recently purchased a historic building in downtown Phoenix, Arizona to open a mead-pairing restaurant. Benefit The Herberts started with two employees and now have over 20 producing 29,000 gallons this year. From a homegrown setup, Jennifer and Jeff are now charting revenue in excess of $2.6 million and distributing to 37 states, across Europe and Southeast Asia. They have plans for another expansion, including a shipping warehouse to manage their online retail and wholesale orders.

ennifer and Jeff Herbert’s home-based brewing has expanded into a global, multimillion dollar enterprise thanks to SBA

assistance. Using Arizona honey and ingredients they’ve sourced from around the world (such as Tahitian vanilla and Moroccan saffron), the Herberts are selling nearly 30,000 gallons annually of their honey-based fermented beverage. They operate a downtown Prescott, Arizona tasting room and state-of-the-art production facility, creating jobs and building a local craft industry. The Herberts, founding members of the American Mead Makers Association, have traveled around the world hosting pairing events and pouring at craft beverage festivals. Challenge The Herberts wanted to scale up their meadery while also staying true to their values of quality ingredients and craft process. It is often difficult for new entrepreneurs or unique concepts like a meadery to get traditional financing, even though they knew they had a great idea, the backing wasn’t there to expand. They say that choosing to do something new breaks the mold, which can be uncomfortable for traditional lenders.

5 Tips for Success Get guidance. Develop a working relationship with an SBA Resource Partner (see page 10). Your business adviser will help make your business ready for financing. Define your lending needs. Determine if a loan is right for you and if this is the right time. Define your needs. How much do you need? What are you going to use it for? Include this in your business plan. Keep clear records. Track your cash, inventory, accounts payable & receivable, payroll, sales, purchases, loans payable, owners’ equity, and retained earnings. Most lenders will want to see this data, balance sheets, and profit & loss statements for multiple years. Talk to multiple lenders Talk to multiple lenders and see who best matches your business. Lenders have different levels of risk and types of industries they take on. Check all options. SBA Lenders determine if you’re eligible for SBA financing programs based on your industry & experience, collateral, credit score, and the relationship & transparency you develop with the lending agent.

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

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