Sacramento Edition 2020—U.S. Small Business…

Small Business resource guide SACRAMENTO EDITION 2020

START GROW EXPAND YOUR BUSINESS

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CONTENTS

Sacramento Edition 2020

Local Business Assistance 8 National Success Story Jerado and Joyce Reynolds know their local landscape for entrepreneurship support. 11 Local SBA Resource Partners 13 Your Advocates 14 How to Start a Business 20 Opportunities for Veterans 22 Workforce Recruitment 24 Write Your Business Plan 26 Local Success Story

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 Go Global with

International Trade 36 R&D Opportunities for High Growth Startups 38 National Success Story

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

With guidance from the SBA Sacramento District Office, Allen and Tracy Gill learned how to better compete for government contracts.

42 Surety Bonds 44 Need Financing? 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 Jennifer and Jeff Herbert, courtesy of Superstition Meadery; Allen & Tracy Gill, courtesy of Allen Gill Construction Inc.; Dac Tran, courtesy of the SBA; Ernesto Delgado, courtesy of La Cosecha; Adriana Medina, courtesy of the SBA

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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 Sacramento District Office Serving Alpine, Amador, Butte, Calaveras, Colusa, El Dorado, Glenn, Lassen, Modoc, Nevada, Plumas, Placer, Sacramento, San Joaquin, Shasta, Siskiyou, Sierra, Sutter, Tehama, Trinity, Yolo, and Yuba counties 6501 Sylvan Road, suite 100 Citrus Heights, CA 95610 (916) 735-1700 sba.gov/ca/sacramento @SBA_Sacramento

District Director Letter W elcome to the 2020 edition of the U.S. Small Business Administration Sacramento District Small Business Resource Guide. The SBA helps make the American dream of 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. Northern California’s vast territory supports many opportunities for entrepreneurs, from agricultural exporting to technological innovation andmanufacturing. Lower real estate costs in northeastern Californiamake it a prime area for starting up or relocating a business. To get started, visit an SBA office or one of our SBA Resource Partners. Starting on pg. 9 you will find listings for free or low-cost business advisers, which include Small Business Development Centers, SCORE mentors, Women’s Business Centers, and the Veterans Business Outreach Center. Interested in small business financing? Find out if SBA-backed financing is right for you by consulting with an SBA specialist at one of our partner lending institutions, listed in the green Funding Programs section. This guide also details SBA disaster assistance loans as well as SBA-backed loans exclusively for small business exporting. If you are interested in getting started in government contracting, read about SBA certifications and our business development programs in the red Contracting section. SBA programs and services help you better compete in the public marketplace. We're also helping create economic possibility in low-income communities. The SBA works with the U.S. Department of Housing and Urban Affairs to increase investments in Opportunity Zones located in our district, often expanding from HUBZones.

District Director Heather Luzzi heather.luzzi@sba.gov Administrative Officer Kathy Chapman (916) 735-1721 kathy.chapman@sba.gov Supervisory Lender Relations Specialist Carrie Ellinwood (916) 735-1722 carrie.ellinwood@sba.gov Lender Relations Specialist Darrell Dante (916) 735-1702 darrell.dante@sba.gov Lead Economic Development Specialist Janelle Green (916) 735-1707 Janelle.green@sba.gov Economic Development Specialists David Castaneda (916) 735-1706 david.castaneda@sba.gov Lead Business Opportunity Specialist/8(a) Paul Tavernia (916) 735-1720 paul.tavernia@sba.gov

Business Opportunity Specialist/8(a) Kristan Ingebretsen (916) 735-1705 kristan.ingebretsen@ sba.gov Program Support Assistant Michelle Campbell (916) 735-1700 Michelle.campbell@ sba.gov Attorney Christina L. Goebelsmann (415) 744-8494 christina.goebelsmann@ sba.gov Regional Communications Director Miryam Mora Barajas (916) 735-1703 miryam.barajas@sba.gov International Trade Export Solutions Group Northern California Regional Manager Jeff Deiss (415) 744-6820 jeff.deiss@sba.gov

Stay up to date on SBA events and get local business information by following us@SBA_ Sacramento. Use our Small Business Resource Guide to power your dreamof starting, growing, or expanding your small business in northern California.

Sincerely,

Heather Luzzi District Director

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LOCAL BUSINESS ASSISTANCE

Made to Last Joyce and Jerado Reynolds used SBA support to succeed. Written by Micaela Morrissette How We Did It

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LOCAL BUSINESS ASSISTANCE 5 Tips for Success Find a great business mentor.

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eynolds Welding & Fabrication has grown steadily, building a loyal customer base, since Jerado Reynolds founded

the company in 2005. “At first the company was just Jerado,” recalls his wife and co-owner, Joyce Reynolds. “Then it was him and me part time.” During the day she worked as a nurse and spent her evenings doing all the company’s paperwork. The Reynolds sank everything they earned into the business—money, time, and energy. She remembers with pride helping Jerado weld a stair railing at a local school. Her son later attended that same school, and she watched her child and others using the rail, benefiting from the hard work the couple did together. It was then Joyce decided as much as she loved her day job, she wanted to devote herself full time to the family business in Windsor, Connecticut. She wanted to work side-by-side with her husband, fully focused on administration and business growth. As they both hoped, word of mouth spread; clients made referrals. Joyce was soon overwhelmed with paperwork. They brought on two employees—doubling up in the busy seasons. They were able to maintain four full-time employees by 2009. After this, Joyce says, they saw that “things were not moving.” She wanted to scale up. Challenge The company wasn’t growing in part because it wasn’t certified with the state department of transportation or prequalified with the Connecticut State Department of Administrative Services, Joyce says. She decided to tackle the certification problem full time, leaving her nursing career. This was the change she'd been wanting to make, but since her background was in health care, Joyce didn’t feel fluent in the languages of construction or business. Joyce wanted to learn, and she had incentive: they needed the certifications to bid on bigger jobs. “Never be afraid to ask questions”, she says. Joyce needed to find people with answers. Solution She and Jerado connected with the University of Hartford Entrepreneurial Center &Women’s Business Center, an

To find your local SBA office and resource partners in your area, visit sba.gov/localresources .

Have a healthy view of competition. We’re not always competing.

We’re a competitor, but if a similar business has extra work, they’ll send it to us and vice versa. That’s the relationship to have.

SBA Resource Partner, where “from day one it was, Eureka! Everyone wanted to see us win.” Women entrepreneurs receive essential business counseling and training from this national network of community-based centers. Most helpful was the detailed personal attention available through free one-on-one business counseling. Joyce also learned about workshops offered by providers like the Metropolitan District, a Connecticut nonprofit municipal corporation offering water and sewer services. At a meet- and-greet, Joyce understood howmuch the SBA could help her business. An SBA professional walked Joyce through the extensive paperwork and, crucially, helped her register the company in the System for Award Management (sam.gov), positioning the company for new federal contracts. “Resources like the Entrepreneurial Center and the SBA will train you from bottom to top”, Joyce says. “They have finance classes that open your eyes regarding taxes. You'll learn how to register your business. They’ll help with a contract or your website or accountability statements. Everything!” Before the SBA, Reynolds Welding attempted the DOT certification on five separate occasions, always falling short because the process was so complicated. Joyce secured the certification with SBA guidance on the first attempt. Benefit Reynolds Welding now employs more than 15 workers, constructing stairs, rails, structural beams, and columns throughout the region. Jerado is working

Record everything you do. Navigating business relationships in this age means keeping an email record of everything you do. Leave a clear paper trail.

Sacrifice to ensure quality. We don’t cut corners. Sometimes you have to lose money to do quality work— it’s rough, but nothing is more important.

Seek SBA assistance to see if you qualify for business certifications. We used to look for jobs. Now that we’re on the SBA Subcontracting Network database, SubNet, and sam.gov , we have a continuous flow of contractors reaching out to us. on two bridges—a lifelong dream. Joyce continues to move forward, getting Reynolds qualified for the SBA 8(a) Business Development Program, which provides free business development education to small businesses so they can better compete in the public sector. “When I came on full time, I set a goal for what I would like for the company, and I’ve achieved 80% of that”, Joyce says. When she secures 8(a) certification for Reynolds, she’ll have hit all her objectives. Then, she admits, she’ll probably come up with some new ones.

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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

Small Business Development

Centers Siskiyou SBDC

Serving Siskiyou County Director Tonya Dowse 1512 S. Oregon St. Yreka (530) 842-1638 Fax (530) 926-6676

siskiyoucounty.org/sbdc Shasta-Cascade SBDC Serving Shasta and Trinity counties Director David Walker 5800 Airport Road Redding (530) 222-8323 sbdcsc.org SBDC at Butte College Serving Butte, Glenn, and Tehama counties Director Sophie Konuwa 2480 Notre Dame Blvd. Chico (530) 895-9017 Fax (530) 566-9851 buttecollegesbdc.com Capital Region SBDC Serving Sacramento, Yolo, Sutter, Yuba, Colusa, Lake, western Placer, and El Dorado counties 1 Capitol Mall, suite 700 Sacramento (916) 319-4268 Fax (916) 443-2672

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

Sacramento Serving Sacramento, El Dorado, West Placer, Colusa, Sutter, and Yuba counties by appointment only 6501 Sylvan Road, suite 100 Citrus Heights (916) 635-9085 sacramento.score.org Stockton Serving San Joaquin, Calaveras, and Amador counties Waterfront Warehouse 445 W. Weber Ave. (916) 635-9085 sacramento.score.org

SCORE Visit sba.gov/score to start working on your business goals. Contact your local office to schedule an appointment. Chico Serving Butte, Glenn, Lassen, Modoc, Plumas, Shasta, Sierra, Siskiyou, Tehama, and Trinity counties 1324 Mangrove Ave., suite. 114 (530) 342-8932 greaterchicoarea.score.org

capitalregionsbdc.com SBDC Finance Center

918 Fifth St. Sacramento (916) 234-6551

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LOCAL BUSINESS ASSISTANCE

SBDC at San Joaquin Delta College Serving San Joaquin, Calaveras, Amador, and Alpine counties Director Nate McBride 56 S. Lincoln St., second floor Stockton (209) 954-5089 sbdc.deltacollege.edu Sierra SBDC Serving Sierra, Nevada, Plumas, Lassen, Modoc, eastern Placer, and El Dorado counties Director Kristin York 10183 Truckee Airport Road, suite 202, Truckee (530) 582-5022 sierrasbdc.com Tech Futures Group Tech startups and small companies can attract capital and grow into successful businesses with the assistance of the SBDC Tech Futures Group, a programof the NorCal Small Business Development Center Network. ADD 2120 University Ave., Berkeley (415) 494-7232 techfuturesgroup.org Women’s Business Centers California Capital Financial

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

Development Corp. Women’s Business Center 1792 Tribute Road, suite 270 Sacramento

(916) 442-1729 cacapital.org

Satellite location Waterfront Warehouse 445 W. Weber Ave. Stockton (916) 715-0600 Jefferson Economic Development Institute Women’s Business Center e-jedi.org 205 Chestnut St. Mt. Shasta (888) 926-6670 Redding satellite location 1670 Market St., suite 112 (530) 319-8560 e-jedi.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. CEO & Executive Director Coreena Conley 3831 N. Freeway, suite 105 Sacramento (916) 527-8400 vbocix.org

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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

With SBA-backed financing, Ernesto Delgado opened La Cosecha by Mayahuel inside Cesar Chavez Plaza. His new restaurant represents the spirit of México in the heart of downtown Sacramento. A venue for live music and Mexi- can cultural events for everyone, Ernesto also credits the city and the Sacramento Downtown Partnership with making his new concept a success.

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

business out of your home or engage in industrial activity in a retail district. Name Registration Register your business name with the county clerk/recorder where your business is located. If you’re a corporation, also register with the state. Alpine County, Markleeville 99 Water St., Markleeville (530) 694-2283 alpinecountyca.gov Amador County, Jackson 810 Court St. (209) 223-6468 co.amador.ca.us Butte County, Oroville 155 Nelson Ave. (530) 538-7691 buttecounty.net or buttevotes.net

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. Youmay 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. Carefully investigate the laws affecting your industry. Being out of compliance could leave you unprotected legally, lead to expensive penalties, and jeopardize your business. The California Business Incentives Gateway, cbig.ca.gov , provides information on site selection services, targeted tax breaks, training grants, fee waivers, permit assistance, low-cost or tax exempt financing, reduced utility rates, and employee recruitment.

Market Research Need to do research on your clients and location? 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 permitted to conduct

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LOCAL BUSINESS ASSISTANCE

» Tax Assistance Centers Employment Development Department 3321 Power Inn Road, second floor, Sacramento Toll free (888) 745-3886 TDD (800) 547-9565 taxes.ca.gov » State Taxes California Department of Tax and Fee Administration 3321 Power Inn Road, suite 210 (916) 227-6700 or (800)400-7115 Sellers permit number verification (888) 225-5263 cdtfa.ca.gov Tax information/refunds/forms (800) 338-0505 Other assistance (800) 852-5711 Small business liaison (916) 845-4669 Social Security If you have any employees, including officers of a corporation but not the sole proprietor or partners, youmust 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 fileW-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 call (800) 870- 3676. For the employer hotline call (888) 464-4218 or email I-9central@dhs.gov. E-Verify, operated by the Department of Homeland Security in partnership with the Social Security Administration, electronically verifies the Social Security number and employment eligibility information reported on Form I-9. It’s the quickest way for employers to determine the employment eligibility of new hires. Visit e-verify.gov , call (888) 464-4218 or email e-verify@dhs.gov.

Calaveras County, San Andreas 891 Mountain Ranch Road (209) 754-6371 calaverasgov.us or clerkrecorder. calveras.gov.us Colusa County, Colusa 547 Market St., suite 111 (530) 458-0440 countyofcolusa.org El Dorado County, Placerville 360 Fair Lane (530) 621-5490 edcgov.us Glenn County, Willows 516 W. Sycamore St. (530) 934-6412 countyofglenn.net Lassen County, Susanville 220 S. Lassen St., suite 5 Clerk (530) 251-8217 Recorder (530) 251-8234 lassencounty.org Modoc County, Altura 108 E. Modoc St. (530) 233-6205 204 S. Court St., suite 106 (530) 233-6218 co.modoc.ca.us Nevada County, Nevada City 950 Maidu Ave., suite 210 (530) 265-1221

Shasta County, Redding 1643 Market St. (530) 225-5730 co.shasta.ca.us Sierra County, Downieville 100 Courthouse Square #11 (530) 289-3295 sierracounty.ca.gov Siskiyou County, Yreka 510 N. Main St. (530) 842-8084 or (888) 854-2000 x8084 co.siskiyou.ca.us Sutter County, Yuba City 433 Second St. (530) 822-7134 suttercounty.org Tehama County, Red Bluff 633 Washington St. (530) 527-3350 co.tehama.ca.us Trinity County, Weaverville 11 Court St. (530) 623-1215 trinitycounty.org Yolo County, Woodland 625 Court St., room B01 (530) 666-8130 yolorecorder.org yolocounty.org Yuba County, Marysville 915 Eighth St., suite 107 Recorder (530) 749-7850 Clerk (530) 749-7851 yuba.org

mynevadacounty.com Placer County, Auburn 2954 Richardson Drive Recordings (530) 886-5600 Clerk (530) 886-5610 placer.ca.gov Plumas County, Quincy 520 Main St. #102 Clerk (530) 283-6256

Taxes As a business owner, you should know your federal tax responsibilities and make some business decisions to comply with certain tax requirements. The IRS Small Business and Self-Employed Tax Center, go.usa.gov/xPxYR , offers information on a variety of topics including: obtaining an Employer Identification Number, paying and filing income tax, virtual workshops, forms, and publications. As the IRS continues to implement some of the Tax Cuts and Jobs Act provisions, your tax obligationsmay change. Visit the Tax ReformProvisions that Affect Businesses page on irs.gov for the latest tax reform updates that affect your bottom line.

Recorder (530) 283-6218 countyofplumas.com Sacramento County, Sacramento 600 Eighth St. (916) 874-6334 East area service center 5229-B Hazel Ave., Fair Oaks 8239 E. Stockton Blvd., suite A, South Sacramento (916) 874-6644 saccounty.net or ccr.saccounty.net San Joaquin County, Stockton 44 N. San Joaquin St., suite 260 Recorder/clerk (209) 468-3939 Assessor (209) 468-2630 sjgov.org

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LOCAL BUSINESS ASSISTANCE

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

» Equal Employment

» Disability insurance claims Employment development department 645 Salem St., Chico (800) 514-0301 Se habla español (866) 658-8846 edd.ca.gov » OSHA Oakland 1515 Clay St., suite 1901 (510) 286-7000 Sacramento 2424 Arden Way, suite 165 (916) 263-2800 dir.ca.gov/dosh 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 . Department of Labor 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 . » California State Department of Industrial Relations 1515 Clay St., 17th floor Oakland (844) 522-6734 dir.ca.gov » State Compensation Insurance Fund (888) 782-8338 statefundca.org 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 complex 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 .

Opportunity Commission San Francisco district office (415) 522-3131 or (800) 669-4000 eeoc.gov Health & Safety All businesses with employees are required to comply with state and federal regulations regarding the protection of employees, visit dol.gov for information. 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 . » State safety & health regulations Wage and hour division 2800 Cottage Way, roomW-1836 Sacramento (866) 487-9243 or (916) 978-6123 dol.gov/whd » California Division of Labor

Standards Enforcement 2031 Howe Ave., suite 100 Sacramento

(916) 263-1811 dir.ca.gov/dlse

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LOCAL BUSINESS ASSISTANCE

» Business Environmental Resource Center 3331 Peacekeeper Way, suite 200 McClellan (916) 874-2100 sacberc.org » California EPA 1001 I St., Sacramento (916) 323-2514 calepa.ca.gov » Sacramento Metropolitan Air Quality Management District 777 12th St., third floor (916) 874-4800 or (800) 880-9025 airquality.org 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 are responsible for collecting 75% of support nationwide through payroll deductions. The Office of Child Support Enforcement at Health and Human Services offers employers step-by-step instructions for processing income withholding orders for child support. Download the fact sheet about the Employer’s Role in the Child Support Program at the Office of Child Support Enforcement’s website at acf.hhs.gov/programs/css > employer responsibilities . You can also find information about other employer responsibilities and tools that can make meeting those responsibilities easier, such as electronic income withholding orders and the Child Support Portal. Send questions to employerservices@ acf.hhs.gov. » California child support service childsupport.ca.gov Intellectual Property Patents, trademarks, and copyrights are types of intellectual property that serve to protect creations and innovations. The United States Patent and Trademark

Office is the federal agency that grants U.S. patents and registers trademarks. For information and resources about U.S. patents and federally registered trademarks consult uspto.gov . Call the patent and trademark office help center at (800) 786-9199 or visit Silicon Valley USPTO in San Jose, California, uspto.gov/siliconvalley . A patent for an invention is the grant of a property right to an inventor, issued by the U.S. patent office. The right conferred by the patent grant is the right to exclude others from making, using, offering for sale, or selling the invention in the United States or importing the invention into the country. For information visit uspto.gov/inventors . 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 an article of manufacture. • 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 or intended to be used to identify and distinguish the goods/services of one seller or provider from those of others and to indicate the source of the goods/services. 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. Federally registered trademarks may conflict with and supersede those registered only at the state level. Visit uspto.gov/trademarks . » State Registration of a Trademark 1500 11th St., second floor, Sacramento (916) 653-3984 sos.ca.gov/business-programs Copyrights protect original works of authorship including literary, dramatic, musical and artistic, and certain other

intellectual works. Copyrights do not protect facts, ideas, and systems, although they may protect the way they are expressed. For general information 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 Export Assistance Small business owners and entrepreneurs looking to increase their capacity to export or import can receive assistance from the California’s Centers for International Trade Development. CITD Feather River College Serving the far north (916) 205-6473 CITD Northern California Serving Amador, Calaveras, El Dorado, Lassen, Nevada, Placer, Sacramento, San Joaquin, Sierra, Sutter, Yolo, and

Yuba counties (916) 563-3200 sacramentocitd.org

If you need market intelligence, trade counseling, business matchmaking, and diplomacy support, contact the U.S. Department of Commerce’s International Trade Administration. (916) 566-7170 International Trade 1 Capitol Mall, suite 700 Sacramento (916) 447-9827 Sacramento Regional Center for International Trade Development 1410 Ethan Way Sacramento george.tastard@trade.gov WorldTradeCenter for

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Greater Sacramento Vietnamese American Chamber (916) 900-6880 gsvacc.org Greater Stockton (209) 547-2770 stocktonchamber.org

Sacramento Asian Pacific Chamber (916) 446-7883 sacasiancc.org Sacramento Black Chamber (916) 231-0416 sacblackchamber.org Sacramento Metro (916) 552-6800 metrochamber.org Sierra County (800) 200-4949 sierracountychamber.com Siskiyou County siskiyouliving.com San Joaquin County Hispanic Chamber (209) 943-6117 sjchispanicchamber.com Tracy (209) 835-2131 tracychamber.org

Chambers of Commerce Amador County (209) 223-0350 amadorchamber.com Auburn (530) 885-5616 auburnchamber.net Calaveras County (209) 754-5400 calaveras.org California Black Chamber (916) 463-0178 calbcc.gov California Chamber (800) 331-8877 calchamber.com California Hispanic Chamber (916) 444-2221 cahcc.com Central Valley Asian American Chamber (209)-405-2630 cvacc.org Chico (530) 891-5556 chicochamber.com Colfax area (530) 346-8888 colfaxchamber.com Corning district (530) 824-5550 corningcachamber.org Davis (530) 756-5160 davischamber.com East Sacramento (916) 221-2772 eastsacchamber.org

Happy Camp (530) 493-2900 happycampchamber.com Lassen County (530) 257-4323 lassencountychamber.org Lincoln area (916) 645-2035 lincolnchamber.com Lodi (209) 367-7840 lodichamber.com Loomis Basin (916) 652-7252 loomischamber.com Manteca (209) 823-6121 manteca.org Mount Shasta (530) 926-4865 mtshastachamber.com Nevada City (530) 265-2692 nevadacitychamber.com Klamath (800) 200-2335 klamathchamber.com North Lake Tahoe (530)581-6900 gotahoenorth.com Oroville (530) 538-2542 orovillechamber.com Paradise Ridge (530) 877-9356 paradisechamber.com Rancho Cordova (916) 273-5700 ranchocordova.org Red Bluff-Tehama (530) 527-6220 redbluffchamber.com Rio Linda/Elverta rlechamber.org Rocklin (916) 624-2548 rocklinchamber.com Roseville (916) 783-8136 rosevilleareachamber.com

Trinity County (530) 623-6101 trinitycounty.com Truckee Donner

(530) 587-2757 truckee.com Weed (530) 938-4624

weedchamber.com West Sacramento (916) 371-7042 westsacramentochamber.com Willows (530) 934-8150 willowschamber.com Winters (530) 795-2329 winterschamber.com Woodland (530) 662-7327 woodlandchamber.org Yreka (530) 842-1649 yrekachamber.com Yuba-Sutter (530) 743-6501 yubasutterchamber.com

El Dorado Hills (916) 933-1335 eldoradohillschamber.org Elk Grove (916) 691-3760 elkgroveca.com Fall River Valley info@fallrivervalleycc.org fallrivervalleycc.org Folsom (916) 985-2698 folsomchamber.com Greater Grass Valley (530) 273-4667 grassvalleychamber.com Greater Redding (530) 225-4433 reddingchamber.com

Economic Development Startup companies, economic development organizations, business groups, and venture capitalists can receive help from iHubs, which stimulate partnerships, economic development, and job creation around specific research clusters. business.ca.gov

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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 48. 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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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 .

Workshops for Warriors welding student Nikolas Williams trains in the San Diego makerspace, which receives SBA funding for its welding and machining programs. Workshops for Warriors places program graduates into advanced manufacturing careers nationwide.

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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Online Resources Find free short courses and learning tools to start and grow your small business at sba.gov/learning . The free SBA Online Learning Center is a great resource for every entrepreneur, especially rural business owners looking for easy access to vital business training. Courses include: • writing your business plan • buying a business • financing options • digital and traditional marketing to win customers • disaster recovery • understanding your customer Native American Workshops Tribal enterprises and business organizations can receive training at an SBA Entrepreneurial Empowerment Workshop. These workshops cover business concepts important for starting, growing, or expanding a small business. RedWind instructors identify and help participants avoid common pitfalls. Learn how to prepare a business plan, gain access to capital, and basic book keeping. Request a workshop in your area by visiting nativesmallbusiness.org . Entrepreneurial Resources

Visit sba.gov/learning for free courses and learning tools to start and grow your small business.

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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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