New Jersey Edition 2020—U.S. Small Business…

Small Business resource guide NEW JERSEY EDITION 2020

START GROW EXPAND YOUR BUSINESS

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CONTENTS

New Jersey Edition 2020

Local Business Assistance 8 National Success Story Tim Fisher and Dr. Karen Froberg- Fejko used SBA-backed financing to help them save a dying business, preserving over 30 jobs and making the manufacturer viable long term. 11 Local SBA Resource Partners 15 Your Advocates 16 How to Start a Business 20 Workforce Recruitment 21 Emerging Leaders 22 Opportunities for Veterans 24 Write Your Business Plan 27 Entrepreneurial Resources

Funding Programs

28 National Success Story Jennifer and Jeff Herbert’s

meadery has expanded into a multimillion dollar enterprise thanks to SBA assistance.

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

International Trade 38 R&D Opportunities for High Growth Startups 40 Surety Bonds 42 National Success Story

Cheeseburger Baby owner Stephanie Vitori persevered through a financial storm and a natural disaster.

Contracting

45 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 Kevin McKeown, courtesy of the SBA; Chelsey Blake, courtesy of Hudson Paperie; Dr. Mandë Holford, left, Jessica Ochoa Hendrix, courtesy of the SBA; Dr. Karen Froberg-Fejko and Tim Fisher, courtesy of Bio-Serv/Radon Supplies

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U.S. SMALL BUSINESS ADMINISTRATION A MESSAGE FROM THE ADMINISTRATOR

I t is my honor to serve as Administrator of the U.S. Small Business Administration, leading a dedicated team of talented individuals across America who are focused on helping entrepreneurs start, grow, and expand their small businesses. The SBA is here to support the prosperity and longevity of our nation’s small businesses with timely and innovative resources to help them thrive in today’s economy. America’s entrepreneurs are innovators, risk-takers, and the catalyst for employment opportunities within their communities, and they are what makes our economy so strong and dynamic. As we enter a new decade of possibilities, small businesses have a remarkable opportunity to continue building upon the success we’ve seen in our economy over the last three years. As the voice for America’s 30 million small businesses, I am eager to advocate on entrepreneurs’ behalf as a member of the President’s Cabinet. Whether it’s seeking access to capital, government contracting opportunities, business mentoring, or assistance with disaster recovery, 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 disadvantaged communities, 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

WE MAKE SMALL BUSINESS OUR BUSINESS. START • GROW • EXPAND • RECOVER

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

PUBLISHER Nikki Bowman, nikki@newsouthmediainc.com

DESIGNER Hayley Richard, hayley@newsouthmediainc.com

MANAGING EDITOR Holly Leleux-Thubron, holly@newsouthmediainc.com

ASSOCIATE EDITORS Pam Kasey, pam@newsouthmediainc.com

OPERATIONS MANAGER Meggan Hoyman, info@newsouthmediainc.com

ADVERTISING SALES DIRECTOR Heather Mills, heather@newsouthmediainc.com

ADVERTISING SALES Kelley McGinnis, Bryson Taylor sba@newsouthmediainc.com

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 nondis- criminatory basis. Directory listings do not constitute or imply an endorsement by the SBA of any opinions, products, or services of any private individual or entity.

Printed in the United States of America.

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

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SBA New Jersey District Office 2 Gateway Center, 10th floor, suite 1002 Newark, NJ 07102 (973) 645-2434

Fax (973) 645-6265 TDD (973) 645-4653 sba.gov/nj @SBA_NewJersey

District Director Letter W small business ownership a reality. We are the only federal agency dedicated to helping our 30 million small businesses start, grow, expand, or recover after a disaster. The SBA New Jersey District Office works with an extensive network of business advisers and lenders to help New Jersey’s 844,000 small businesses at every stage of development. Across New Jersey in the last year, we empowered the state’s small businesses to: • Find an ally, advocate or mentor via the 25 local locations of our SBA Resource Partners, which includes SCORE chapters, Small Business Development Centers, Women’s Business Centers, and the Veterans Business Outreach Center, all powered by the SBA. elcome to the 2020 edition of the U.S. Small Business Administration’s New Jersey Small Business Resource Guide. The SBA helps to make the American dream of • Access over $855 million in SBA-guaranteed loans using 114 local lenders. Many of the small businesses that qualified for SBA financing then hired thousands of new employees, bought needed equipment, and built or renovated facilities. • Gain more than $2.1 billion in federal contracting awards. This guide contains valuable information, contacts, and links to help you to power your dreamof starting, growing, or expanding your small business here in New Jersey. Our resource and lending partners enable us to reach and assist thousands of New Jersey small business owners each year. Together, we look forward to providing

District Director Alfred J. Titone (973) 645-3680 alfred.titone@sba.gov Deputy District Director John M. Blackstock (973) 645-3580 john.blackstock@sba.gov District Counsel Todd H. Henderson (973) 645-2481 todd.henderson@sba.gov Public Information Officer Harry Menta (973) 645-6064 harry.menta@sba.gov Administrative Officer Cathy Priester (973) 645-6494 cathy.priester@sba.gov Lead Lender Relations Specialist Sheryl Paynter (973) 645-3582 sheryl.paynter@sba.gov

Lender Relations Specialists Claudia Yarborough (973) 645-3572 claudia.yarborough@sba.gov Erika S. Pearson (973) 645-6160 erika.pearson@sba.gov Economic Development Program Support Assistant Ursula Sanders (973) 645-2530 ursula.sanders@sba.gov 8(a) Business Development Business Opportunity Specialist Janett M. Peralta (973) 645-4651 janett.peralta@sba.gov

these programs and services to an even greater number of entrepreneurs in 2020.

Sincerely,

Al Titone District Director

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LOCAL BUSINESS ASSISTANCE

Challenge Bio-Serv had been in business for over 50 years in Hunterdon County before the company was threatened with bankruptcy. Together we had about 45 years vested in the company as employees, so when we heard it was in danger of shuttering, we knew that we could save it. We purchased all the company stock, but the final hurdle was securing ownership of the manufacturing facility. We knew that if we qualified for a business loan with reasonable rates and terms, we could ensure the business stayed profitable, creating jobs and positively affecting our neighborhood. Solution The SBA guarantees loans made by lending institutions to small businesses that cannot find financing elsewhere. We qualified for a $5 million SBA-backed 7(a) loan from TD Bank that helped us refinance debt—effectively saving the business and making it viable long term. Benefit We own the 60,000-square-foot facility, allowing us to better manage cash flow and expenditures. We’ve grown to 38 employees with sales in excess of $8 million. This last year has been the best because the SBA gave us the power to reduce and restructure our debt. We’re now exporting; nearly 15% of our business is international. We have faced challenges along the way and we’ve overcome them with the assistance of TD Bank and the SBA. How We Did It Tim Fisher & Dr. Karen Froberg-Fejko CEO & President, Bio-Serv/Radon Supplies Flemington, NJ W ith help from the SBA, Tim Fisher and Dr. Karen Froberg-Fejko used SBA- backed financing to help them save a dying business, preserving over 30 jobs and making the manufacturer viable long term. Bio-Serv, which produces lab animal diets for the biotechnical industry, is now flourishing in Flemington.

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We have faced challenges along the way and we’ve overcome themwith the assistance of TD Bank and the SBA.”

Tim Fisher & Dr. Karen Froberg-Fejko CEO & President, Bio-Serv/Radon Supplies

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LOCAL BUSINESS ASSISTANCE

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

SMALL BUSINESS DEVELOPMENT CENTERS

950 Small Business Development Centers + 20 Veterans Business Outreach Centers + 100 Women’s Business Centers + 300 SCORE chapters +

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 .

SCORE

Join the ranks of other business owners who have experienced higher revenues and increased growth thanks to SCORE, the nation’s largest network of volunteer business mentors. Experienced executives share real-world knowledge to fit your busy schedule. 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’S BUSINESS CENTERS

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

VETERANS BUSINESS OUTREACH CENTERS

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

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LOCAL BUSINESS ASSISTANCE

SBA’s Resource Partners are independent organizations funded through SBA cooperative agreements or grants. Our Local SBA Resource Partners

Rutgers Campus at Camden SBDC Serving Camden County 419 Cooper St. (856) 225-6221 rsbdc.org Serving the Voorhees area Camden County Store Somerdale & Burnt Mill Roads, Voorhees (856) 225-6221

Serving Burlington County Burlington County Library 5 Pioneer Blvd., Westampton (856) 225-6221 Serving the Marlton area

Burlington County Library 984 Tuckerton Road, Marlton (856) 225-6221 Serving the Moorestown area County Corner Store 400 Route 38, Moorestown (856) 225-6221 Serving Gloucester County Gloucester County Department of

Economic Development 115 Budd Blvd., Woodbury (856) 225-6221

Arthur and Sandra Johnson, owners of 21 Short Stop in Georgia, received assistance from their local Small Business Development Center and SCORE chapter.

Serving the Mullica Hill area Gloucester County Library 389 Wolfert Station Road, Mullica Hill (856) 225-6221 Serving Salem County Salem Community College 460 Hollywood Ave., Carney’s Point (856) 225-6221 Rutgers Campus at Newark SBDC Serving Essex County 25 James St., Newark (973) 353-5950 rnsbdc.com Serving the South Orange area Seton Hall University Stillman School of Business 400 S. Orange Ave., South Orange

Serving Cumberland County Cumberland County College Business Resource Center Vineland (609) 626-3889 Ramapo College of New Jersey SBDC Serving Bergen County Ansfield School of Business 505 Ramapo Valley Road Mahwah (201) 684-7135 sbdcbergen.com Serving central and southern Bergen County New Jersey Department of Labor Business Resource Center, first floor 60 State St., Hackensack (201) 684-7135

Small Business Development Centers SBDC Headquarters Rutgers Business School Serving Newark & New Brunswick 1 Washington Park, suite 800 Newark (973) 353-1927 njsbdc.com Stockton University SBDC Serving Atlantic & Cape May counties Rothenberg Building 3430 Atlantic Ave. Atlantic City (609) 626-3889 facebook.com/stocktonsbdc

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LOCAL BUSINESS ASSISTANCE

New Jersey City University SBDC Serving Hudson County 285 Westside Ave., suite 199, Jersey City (201) 200-2156 sbdchudsoncounty.com The College of New Jersey SBDC Serving Mercer County Forcina 253 2000 Pennington Road, route 31, Ewing (609) 771-2947 sbdcnj.com Rutgers Business School SBDC Serving Middlesex County 94 Rockafeller Road, second floor, room 223, Piscataway (848) 445-8790 business.rutgers.edu/njsbdcnb Brookdale Community College SBDC Serving Monmouth County ATeC 111 765 Newman Springs Road, Lincroft (732) 842-8685 mosbdc.com Serving Ocean County Ocean County College Library 1 College Drive, building 3 Toms River (732) 255-0404 William Paterson University SBDC Serving Passaic County 131 Ellison St., Paterson (973) 321-1378 wpunj.edu/sbdc Serving the Totowa area County of Passaic Department of Economic Development 930 Riverview Drive, suite 250, Totowa (973) 321-1378 by appointment Serving the Wayne area William Paterson University SBDC 1600 Valley Road, room 4031, Wayne (973) 321-1378 Raritan Valley Community College SBDC Serving Somerset County Workforce Training Center 118 Lamington Road, Branchburg (908) 526-1200 x8516 sbdcrvcc.com Serving the Hillsborough area Affinity Federal Credit Union 315 Route 206, suite 501, Hillsborough (908) 526-1200 x8516 Serving Hunterdon County 119 Main St., Flemington (908) 526-1200 x8516 by appointment

Kean University SBDC Serving Union County Hutchinson Hall, suite J-202-e 1000 Morris Ave., Union

Serving Cumberland County Vineland (856) 457-8372

Serving Essex County metronj.score.org 2 Gateway Center, 10th floor, suite 1002 Newark (973) 645-3982 Monday-Friday 9:30 a.m.-1 p.m. C3 Workplace 26 Park St., suite 2050 Montclair (973) 509-4650 Summit Free Public Library 75 Maple St., Summit (908) 273-0350 x823 Serving Hudson County Secaucus Library and Business Resource Center 1379 Paterson Plank Road, Secaucus (201) 330-2083 Wednesdays 9:30 a.m.-noon Union City Public Library 324 43rd St., Union City (201) 866-7500 West New York Public Library 425 60th St., West New York (201) 295-5135 Jersey City Public Library Five Corners Branch 678 Newark Ave., Jersey City (201) 547-4543 Kearny Public Library 189 Center St., Clinton (908) 526-1200 x8449 First & third Thursdays 4-5 p.m. Serving Mercer County princeton.score.org 213 Carnegie Center, Princeton (609) 393-0505 info@scoreprinceton.org Princeton Public Library 65 Witherspoon St. (609) 924-9529 Mondays 6-8 p.m. Tuesdays & Thursdays 10 a.m.-noon Serving Middlesex County Columbia Bank 60 Raritan Center Parkway, Edison (732) 346-1090 First Thursdays 10-11 a.m. Third Thursdays 1 p.m. & 2 p.m. 318 Kearny Ave. (201) 998-2666 Serving Hunterdon County Peapack-Gladstone Bank (off Route 78)

(908) 737-4070 sbdckean.com Northwest Jersey SBDC Serving Warren County 150 Mountain Ave., 2-4, second floor Hackettstown (908) 269-8475 nw-njsbdc.com Serving Sussex County Sussex County Community College building E 1 College Hill, Newton (908) 269-8475 by appointment Serving Morris County Allied Wealth Partners 14 Walsh Drive, Parsippany (908) 269-8475 by appointment SCORE Contact your closest SCORE office to set up an appointment. Serving Atlantic, Ocean & Cape May counties oceancountyscore.org Toms River Municipal Building 33 Washington St., Toms River (732) 505-6033 Tuesdays, Wednesdays & Thursdays 10 a.m.-noon Tuesdays & Thursdays 5:30-7:30 p.m. Southern Ocean County Chamber of Commerce 265 W. Ninth St., Ship Bottom (732) 505-6033, by appointment Ocean County Library Stafford Branch 129 N. Main St., Manahawkin (732) 505-6033 Lakewood Library 301 Lexington Ave., Lakewood (732) 505-6033 Serving Bergen & western Passaic counties Bergen County Administrative Building 1 Bergen County Plaza, room5B, Hackensack (201) 336-6090 northeastnj.score.org Serving eastern Passaic County Clifton Public Library 292 Piaget Ave., Clifton (973) 772-5500 x3009 Wednesdays 10 a.m.-1 p.m. Serving Burlington, Camden, Gloucester & Salem counties Mt. Laurel

(856) 457-8372 snj.score.org

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LOCAL BUSINESS ASSISTANCE

Investors Bank 645 Route 18 S., East Brunswick (732) 745-5050 Second Wednesdays 10-11 a.m. Fourth Thursdays 4-5 p.m. New Brunswick Department of Planning 75 Bayard St., second floor Civic Plaza entrance (732) 745-5050 Third Tuesdays 10-11 a.m.

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

Fourth Tuesdays 1 p.m. & 2 p.m. Woodbridge Metro Chamber of Commerce 91 Main St. (732) 636-4000 Fourth Thursdays 10-11 a.m. Old Bridge Public Library 1 Old Bridge Plaza (908) 526-1200 x8449

Third Wednesdays 7-8 p.m. Serving Middlesex County Magyar Bank 400 Somerset St., New Brunswick (732) 342-7600 First and third Tuesdays 11 a.m.-2 p.m. South Brunswick Library 110 Kingston Lane, Monmouth Junction (732) 329-4000 x7286 Second & fourth Mondays 5:45-8:45 p.m. First & third Wednesdays 5:45-8:45 p.m. East Brunswick Public Library 2 Jean Walling Civic Center Drive (732) 390-6950 First Tuesdays 5-8 p.m. Sayreville Public Library 1050 Washington Road, Parlin (732) 727-0212 x25 Second Wednesdays 6-8 p.m. Serving Monmouth County monmouth.score.org Brookdale Community College 765 Newman Springs Road, Lincroft (732) 224-2573 info@score36.org

Veterans Business Outreach Center

Veteran entrepreneurs or small business owners can receive business training, counseling and mentoring, and referrals to other SBA Resource Partners at a Veterans Business Outreach Center, sba.gov/vboc . This is also the place to receive procurement guidance, which can help your business better compete for government contracts. Arsenal Business & Technology Partnership

Monmouth County Library 125 Symmes Drive, Manalapan (732) 431-7220, option 3 Tuesdays 2-3 p.m. Thursdays 6:30-7:30 p.m. Monmouth County Library Eastern Branch 1001 Route 35, Shrewsbury (732) 683-8980 Tuesdays & Thursdays 7-8 p.m.

44 Dalliba Ave. Watervliet, NY (518) 326-6328 Director Amy Amoroso Cell (518) 960-7289 aamoroso@arsenalpartnership.com vbocregion2.com

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Monmouth County Library 2700 Allaire Road, Wall (732) 449-8877 Mondays 7-8 p.m. Middletown Township Public Library

Morris County Chamber of Commerce 325 Columbia Turnpike, suite 101 Florham Park (973) 442-6400 Mondays 8:30-11:30 a.m. Fairleigh Dickinson University 285 Madison Ave., Madison (973) 442-6400 Tuesdays 9 a.m.-noon; 6-8 p.m., other times by appointment County College of Morris 214 Center Grove Road, Randolph (973) 328-5000 Thursdays 9 a.m.-noon, other times by appointment Sussex County Community College 1 College Hill Road, building E, room 315 Newton (973) 300-2140 First and thirdMondays 9:15 a.m.-12:15 p.m. Second and fourth Tuesdays 6:30-8:30 p.m., other times by appointment northwestnj.score.org Serving Somerset County centraljersey.score.org Raritan Valley Community College Workforce Training Center 118 Lamington Road, Branchburg Tuesdays 7-8 p.m. (908) 526-1200 x8449

Bridgewater Library 1 Vogt Drive, Bridgewater (908) 526-4016 Walk-in only on most Wednesdays, 6:30-8:30 p.m. The Township of Hillsborough Municipal Building 379 S. Branch Road Hillsborough (908) 369-4313 x106 Second Thursdays 1 p.m. & 2 p.m. Fourth Thursdays 7-8 p.m. PNC Bank 675 Franklin Blvd., Somerset (732) 745-5050 First Wednesdays 1 p.m. & 2 p.m.

55 New Monmouth Road (732) 671-3700 x320 or 321

Wednesdays 7-8 p.m. Serving Asbury Park Interfaith Neighbors Business Development Center 1201 Springwood Ave., Asbury Park (732) 455-0519 Wednesdays 11 a.m.-2 p.m. Tuesdays 7 p.m. Saturdays 10 a.m. Greater Monmouth Chamber of Commerce 10 E. Main St. suite 1A, Freehold (732) 462-3030 Wednesdays 2-3 p.m. BellWorks 101 Crawfords Corner Road, Holmdel Tuesdays 7 p.m. & 8 p.m. Remote mentoring Wednesdays 7-8 p.m. contact ray.pressburger@scorevolunteer.org Serving Morris, Sussex & Warren counties northwestnj.score.org 179 US Highway 46, suite 15-245, Rockaway

Second Thursdays 10-11 a.m. Peapack-Gladstone Bank 468 Hills Drive, Bedminster (908) 369-4313 x106 Wednesdays 12:30 p.m. & 1:30 p.m. Warren Public Library 42 Mountain Blvd. (732) 745-5050 First & third Thursdays 6:30-7:30 p.m. Serving Union County Union Township Chamber of Commerce 355 Chestnut St. (908) 688-2777 Tuesdays 9 a.m.-noon Westfield Area Chamber of Commerce 173 Elm St. (908) 233-3021 Tuesdays 9 a.m.-noon

Women’s Business Centers Women’s Center for Entrepreneurship Corp. Peapack Gladstone Bank 311 Main St., Chatham (973) 507-9700 Fax (973) 507-9698 info@wcecnj.org wcecnj.org Latin American Economic Development Association 433 Market St., suite 202, second floor, Camden (856) 338-1177 Fax (856) 963-1835

wbc@laeda.com laedawbc.com

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LOCAL BUSINESS ASSISTANCE

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, find your regional SBA advocate at sba.gov/advocacy . To submit a comment about how your business has been hurt by an existing regulation, visit sba.gov/ ombudsman/comments .

The SBA’s Office of Advocacy also independently represents small business and advances its concerns before Congress, the White House, federal agencies, federal courts, and state policy makers. Ombudsman Entrepreneurs who have an issue with an existing federal regulation or policy can receive assistance from the SBA’s national ombudsman. The ombudsman’s office can help 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

Advocacy When you need a voice within the federal government for your interests as a small business owner, the SBA’s regional advocates are here to assist. The advocates analyze the effects of proposed regulations and consider alternatives that minimize the economic burden on small businesses, governmental jurisdictions, and nonprofits. Find your regional advocate at sba.gov/advocacy . Your advocate helps with these small business issues: » if your business could be negatively affected by regulations proposed by the government » if you have contracting issues with a federal agency » when you need economic and small business statistics

Make your voice heard by participating in a Regional Regulatory Enforcement Fairness Roundtable or a public hearing hosted by the SBA’s 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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LOCAL BUSINESS ASSISTANCE

SPEX CertiPrep in Metuchen, NJ expanded into the Middle East thanks to an SBA State Trade Export Promotion grant. VP of Sales Kevin McKeown used a $10,000 grant from the NJ Business Action Center’s Office of Export Promotion to attend the 2019 Arab Lab trade show. SPEX CertiPrep then secured a large order from a Saudi company for materials that are used to test pesticide levels in organic foods.

How to Start a Business in New Jersey Thinking of starting a business? Here are the nuts & bolts.

» New Jersey Business Action Center (866) 534-7789 state.nj.us/njbusiness/licenses Name Registration Register your business with the NJ Division of Revenue at least 15 days prior to the day the business opens. By completing form NJ-REG, your business will be registered for applicable taxes and related liabilities that are administered by the Department of Labor and Workforce Development as well as the Division of Revenue. » NJ Division of Revenue 33 W. State St., fifth floor, Trenton (609) 292-9292 nj.gov/njbusiness/documents/ check_list.pdf

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 permitted to conduct business out of your home or engage in industrial activity in a retail district.

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

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LOCAL BUSINESS ASSISTANCE

state.nj.us/treasury/revenue/ gettingregistered.shtml state.nj.us/treasury/revenue/njbgs/ services.shtml Taxes As a business owner, you should know your federal tax responsibilities and make some business decisions to comply with certain tax requirements. The IRS Small Business and Self-Employed Tax Center, 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 obligations may change. For the latest tax reform updates that affect your bottom line visit irs.gov/tax-reform . » NJ Division of Taxation (609) 292-6400 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. 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 . » New Jersey OSHA Avenel area 1030 St. Georges Ave., plaza 35, suite 205 (732) 750-3270

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 . » 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. » New Jersey Child Support Hotline (877) 655-4371 njchildsupport.org

Hasbrouck Heights area 500 Route 17, second floor (201) 288-1700 Marlton area office 701 Route 73 South, suite 120 (856) 596-5200 Parsippany area office 299 Cherry Hill Road, suite 103 (973) 263-1003

» NJ Division of Public Safety & Occupational Safety & Health 1 John Finch Plaza, Trenton (609) 984-0785 lwd.state.nj.us > Worker Protections > Safety & Health Employee Insurance Check with 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 Health Options Program at (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 they were a single large employer. For information, visit dol.gov/general/ topic/association-health-plans . » NJ Division of Workers' Compensation (609) 292-2515 nj.gov > Business > Workforce > About Workers’ Comp

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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 U.S. Patent and Trademark Office headquarters in Alexandria, Virginia. For inventor entrepreneur resources visit uspto.gov/inventors . • 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 may be registered at both the state and federal level. The U.S. Patent and Trademark Office only registers federal trademarks and service marks, which may conflict with and supersede state trademarks. Visit uspto. gov/trademarks . 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

Chelsey Blake, owner of Hudson Paperie, turned her online Etsy product line into a stationery design boutique in Hoboken with the help of the SBA. An SBA-backed $125,000 line of credit from Centric Bank allowed Chelsey to purchase new invento- ry and give the store a fresher look focused on invitation design. She employs six and has been growing 20% year over year.

NJ Opportunity Zones 201 Rockingham Row Princeton (609) 297-2200 choosenj.com/business-assistance/ opportunity-zones Export Assistance SBA NY/NJ Regional Manager Eduard Ekel (212) 809-2645 eduard.ekel@sba.gov export.gov/locations U.S. Department of Commerce Serving northern New Jersey & central- southern New Jersey by appointment Visit 2016.export.gov/newjersey/ contactus/index.asp to determine which office your company should contact for assistance.

Chambers of Commerce

Find your local chamber at officialusa.com/ stateguides/chambers/newjersey.html . Economic Development NJ Economic Development Agency (609) 858-6700 customercare@njeda.com. businessfacilities.com/site-selection- directory/new-jersey njeda.com New Jersey Urban Enterprise Zone Program Department of Community Affairs 101 S. Broad St., first floor, Trenton (609) 292-1912 nj.gov/dca/affiliates/uez/index.shtml

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Vocademy in Riverside, vocademy.com , trains underserved populations for vocational careers in manufacturing. Indiana Ruckus Makerspace in Indianapolis, ruckusindy.com , provides coaching and job placement complementing day-to-day job skills training. Massachusetts The Clubhouse-to-Career Pathways to Success program in Roxbury, flagshipclubhouse.org/c2c , places its participants in meaningful employment matching their skill sets. Missouri Rightfully Sewn in Kansas City, rightfullysewn.org , prepares at-risk women and underserved populations for entry level sewing positions, increasing their tailoring and production management skills. New Hampshire Monadnock Art x Tech Makerspace in Peterborough fills the need for qualified welders in construction and industry, visit monadnockartxtech.org . New Jersey New Jersey Institute of Technology Makerspace in Newark connects participants with entry level advanced manufacturing jobs, in addition to an apprenticeship program, visit njitmakerspace.com . New York The Foundry in Buffalo, thefoundrybuffalo.org , operates four makerspaces, metal and wood shops and tech and textile labs, in support of education and entrepreneurship. North Carolina Forge Greensboro connects untapped talent to employment opportunities through pre-apprenticeship programs and accreditation, visit forgegreensboro.org . Oklahoma Fab Lab Tulsa prepares participants with high-value skills to secure careers as operators and technicians in digital fabrication, visit fablabtulsa.org . Pennsylvania NextFab’s Furnishing a Future program in Philadelphia places trained carpenters, visit nextfab.com .

NJIT Makerspace works to create an environment for students to participate in American industrial development. Mechanical engineering student Mike Talbot has learned metal work and 3D Printing at the Newark makerspace, which receives SBA funding for its programs.

Workforce Recruitment Find qualified workers at these makerspace initiatives fund d by the SBA. If you are a small business employing skilled laborers, access a new talent pool for recruitment at your local makerspace. How it benefits you These community operated workspaces provide training and resources to better prepare workers for the jobmarket, offering job-specific and soft skills training. Connect with one of these organizations to see if thesemakerspace participants could work for your small business. California Workshops for Warriors, wfw.org , trains, certifies to national standards, and places veterans into advanced manufacturing careers nationwide.

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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 position 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 49. 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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Write your Business Plan

Your business plan is the foundation of your business. Learn how to write a business plan with the help of an SBA Resource Partner. TRADITIONAL BUSINESS PLAN FORMAT

When you write your business plan, you don’t have to stick to the exact business plan template. Instead, use the sections that make the most sense for your business and your needs. Executive Summary Briefly summarize your company and why it will be successful. Include your mission statement, your product or service, and basic information about your company’s leadership team, employees, and location. You should also include financial information and high-level growth plans if you plan to ask for financing. Company Description Go into detail about the problems your business solves. Be specific as to audience and location. List out the consumers, organizations, or businesses your company plans to serve. Explain the competitive advantages you have that will make your business successful. Are there experts on your team? Have you found the perfect location? Your company description is the place to boast about your strengths. Market Analysis Demonstrate a solid understanding of your industry outlook and tar- get market. This is where it pays to partner with an experienced busi- ness counselor 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--suppliers, manufactur- ers, subcontractors, and similar 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 sharing economy? Key Resources List resources you’ll leverage to create value for your customer. Your most important assets include staff, capital, or 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. If your business is already established, include income state- ments, balance sheets, and cash flow statements for the last three to five years. List collateral you could put against a loan. Include forecasted income statements, balance sheets, cash flow statements, and capital expenditure budgets. For the first year, be even more specific and use quarterly—or even monthly —projections. Make sure to clearly explain your projections and match them to your funding requests. 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.

LEAN STARTUP PLAN CHECKLIST

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

❒ Customer segments ❒ Channels ❒ Cost structure ❒ Revenue streams

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