Success-Stories - Florida SBDC at the University of Central Florida

Craig Technologies

Carol Craig has done it all. And she has only just begun. But for now, based upon her leadership, business success and service to the community, she has been named the SBA’s Small Business Person of the Year for the State of Florida and is a finalist for the SBA’s highly-regarded national Small Business Person of the Year award.

Carol is CEO of Craig Technologies, an engineering, technology and manufacturing business that she founded in 1999 and has built it to approximately 430 employees and $40 million in revenues. She is or has been on the boards of at least 27 different community and/or charitable institutions. She chose to relocate and expand her business in the City of Cape Canaveral, partly to tap into the highly talented workforce living on the Space Coast but also, and more importantly, as a means to spur economic development in her community that was so negatively affected by the end of the Shuttle program. And she is a wife and mom, deeply involved in her family and raising her children.

Initially, Craig Technologies was a high-end engineering and technical services company serving military and commercial customers. Over the past 15 years, as the company’s reputation for delivering high-quality products and exceptional customer service has grown, Carol has reinvested profits that enabled the company to add product lines and divisions – all based on Craig Technologies’ ability to support projects from concept to real world application with end-users in mind. To help her along, over this period Carol attended seminars, participated in events and received government contracting consulting from the FSBDC at UCF’s sub center at Eastern Florida State College.

It was during this time that Craig Technologies partnered with the Florida SBDC at UCF, supported by Enterprise Florida, to develop an international marketing strategy. Working with Jill McLaughlin, the FSBDC’s International Trade Consultant, the company took advantage of what Carol calls a “great opportunity” to develop an Export Marketing Plan. The Plan targeted foreign markets for Craig, recommended market entry strategies and opportunities for identifying trading partners. “The plan gives a really good basis and foundation for our global push,” Carol says. “We can now go to the international markets with confidence and be far more competitive.”

When asked about her experience with FSBDC, Carol states, “I would tell other business owners to take advantage of the SBDC now, even if you think you don’t have the time. It’s important. They have great programs and will shorten the amount of time it takes to succeed.”

As for her award, Carol concluded by saying, “I am extremely honored to be recognized as the Florida Small Business Person of the Year, not only personally and for my company, but also because it highlights that Brevard County is significant, we are growing and we have new and great things going on here.”

JK2 Construction and Scenic

At the height of the recession, Paul Holmes had a choice to make about his construction company: sit by and ride out the downturn or use the time to move his business forward. He chose to move his business forward.

JK2 Construction & Scenic describes themselves as “One Company. Two Divisions.” The Construction Division of the company was founded 27 years ago and is a classic general contracting, design-build, and construction management company serving commercial clients, residential and time share developments, and the theme park industry. Five years ago the Scenic Division was launched to expand the construction services by self-performing themed and specialty items. The Scenic Division specializes in architectural millwork, custom props/specialty items, and scenic/theme painting for the Construction Division as well as serving clients in the retail, theme park, entertainment, hospitality, and restaurant industries.

Prior to the great recession Paul, like many entrepreneurs, believed he was too busy to seek outside resources to assist him. When the economy put the construction industry into a decline and he had some available time, he took the opportunity to look around and find out if there were services available to help him focus “on” the business and the best strategies for growth rather than simply working “in” the business and managing its day-to-day operations.

That’s when Paul found the Florida SBDC at UCF and its CEO XChange, a facilitated peer-to-peer executive roundtable program serving business leaders and owners that offers a confidential setting to discuss the challenges, threats and opportunities they face as managers and leaders. “The CEO XChange has been and still is a great experience,“ Paul says. “It enables a group of chief executives to collaborate and work through the issues we all face as small and medium-sized businesses.”

CEO XChange was just the beginning of the services offered by the FSBDC that Paul took advantage of. He went on to enroll in its Small Business Institute® (SBI®) which connect FSBDC clients with the resources and management expertise of UCF’s College of Business Administration. In the program, a team of students, supervised by UCF faculty, provide management consulting services tailored to the needs of the client. In Paul’s case, the UCF students analyzed JK2’s business and came back with recommendations on business strategy and ways to improve its marketing effort.

Paul followed up on the SBI® program by having the FSBDC put together an advisory board through the Advisory Board Council (ABC), a no-cost board of experts providing advice and council to help businesses grow. It acts as a matchmaker between established businesses and area professionals who volunteer their expertise as members of an advisory board, with the volunteers selected to address the specific needs of the FSBDC client. “The ABC has been a great asset for us,” commented Paul. “They have helped us determine the right moves and the right ways to expand our business, and at the same time have challenged us to exceed our goals.”

“We’ve had great success by taking advantage of the FSBDC’s CEO XChange, SBI® and Advisory Board Council. Our business results have been phenomenal; we’ve doubled our revenues, our Scenic Division facilities and our work force, and are on plan to achieve another year of 20% growth” Paul states. “I would highly encourage any entrepreneur to seek the services of the FSBDC. I only wish I had sought their services much earlier in the company’s development. They have consistently helped us make those tough-to-make decisions that every entrepreneur faces. The FSBDC at UCF is an outstanding resource to have and depend on.”

Bennett Law Center

For the first three years, practicing law meant a full plate for attorney Bridgette M. Bennett of the Bennett Law Center. Between launching her immigration practice and representing more and more clients, she didn’t have time for much else. She had a nagging feeling, however, that she could be doing more to strengthen the foundation of her firm and manage its growth more effectively. It was then that Bridgette turned to the Florida SBDC at UCF’s office in Lake County. She’d heard FSBDC offered seminars that could help her answer her many business questions. And she found she had the opportunity to have a no-cost, expert business consultant from the FSBDC dedicating their knowledge and experience to guiding her and her business. Without a business background of her own, the FSBDC represented an opportunity to get, as she says, “real information and real life experience in a highly digestible way.”

And so it began in April, 2014. Bridgette attended the FSBDC’s New Venture seminar series and took classes in marketing, finance, business plan writing and more. She connected with Stan Austin, an FSBDC consultant and the Area Manager for Lake County. Together, they began an evaluation of Bennett Law Center’s current situation and the goals Bridgette had for it. She quickly came to understand “You don’t know what you don’t know,” as they say. She found no question or idea was too big or too small for the FSBDC, whether it be about human resources issues or finalizing her business plan. She enjoyed the benefits of consulting tailored to her situation which helped get her plans in focus and her actions better targeted at her long term goals.

In the short term, up first was Bridgette’s desire to refinance her mortgage on the building that housed her firm and move from a private mortgage to a commercial financing, as well as having the ability to use some of the loan proceeds to increase her working capital. However, she was afraid her credit score and the value of the property might keep her from obtaining a loan.

After Bridgette put together an initial loan application package for presentation to the lenders, she brought it to the FSBDC for review. There Stan Austin provided suggestions and answered her questions, enabling Bridgette to complete the loan application and present it to the lender. After the usual back and forth with them, with Stan at her side throughout, her application was approved and Bridgette received her $250,000 SBA-guaranteed loan, with a healthy piece for working capital.

“I’m very grateful for the assistance of the FSBDC,” Bridgette commented. “They were an invaluable resource in helping me get my business into a much stronger position. For all of you business owners out there, I say ‘Just do it; it’s a no brainer,’” Bridgette went on. “The Florida SBDC at UCF will take you through the process, help you meet your business challenges and become your accountability partner for achieving success.”

Polyglot Analytics, LLC

Keith Breedlove and his wife Cheryl had both recently retired from government service and they had an idea. They felt that, with their backgrounds, they would be able to operate a successful consulting and training business. Keith Breedlove has an M.S. degree in Information Systems and Systems Management from the University of Southern California. After serving as a Major in the U.S. Army for 23 years specializing in electronic warfare/signals intelligence, he has served as a senior systems engineer for several major defense contracting companies including Booz Allen Hamilton, Boeing and Northrup Grumman. Cheryl Breedlove was also retired, in her case from the Central Intelligence Agency, with extensive management experience that they believe would enhance their consulting business.

The Breedlove’s had a clear vison of what their company would be about. Their targeted market would be small and mid-sized businesses that want to more effectively use their business data to grow their revenues. The Breedloves’ company would provide these target organizations- U.S. and international private, commercial, non-profit and governmental clients -with business intelligence, information analytics and business analysis consulting.

Beyond directly serving their own clients, the Breedloves also have an opportunity to serve as a sub contractor with a consulting firm located in Marietta, Georgia and have recently been invited to join a consortium of small firms doing marketing and business development with the Department of Defense in Tampa, Florida. And Mr. Breedlove also has the unique ability to deliver training and consulting in English, German, French and Russian, which he believes will give his company many exclusive opportunities.

With this as the backdrop, the Breedloves came to the Florida SBDC at UCF office in Southern Lake County, Florida to talk about their business idea with Dr. Dallas Garrett, the FSBDC consultant in South Lake County. Together with Dr. Garrett, they worked diligently and completed their business plan with a projected start date for their company of July 1, 2014. Their company, Polyglot Analytics LLC, is a home based business with very little overhead and within the first few months Mr. Breedlove attended several different training sessions and had the opportunity to deliver on two small development contracts to get his business started. They are currently working on a website and have been attending local Chamber events to develop local and regional contacts. And the company is at this time preparing a proposal on a major software development effort that would bring them a very large contract. Additionally, Mr. Breedlove is exploring business intelligence opportunities with a network of contacts in Burkina Faso, Africa.

“For anyone considering or already in the process of starting their first business I highly recommend the Florida SBDC,” commented Mr. Breedlove. “While I had a vision of what I wanted to do, the SBDC consultant, Dr. Dallas Garrett, really helped my focus on the business, assisting with development of a coherent business plan and a realistic financial plan to support it. He has also been instrumental in helping me develop local contacts, especially through the local Chamber of Commerce. My wife and I will also be taking advantage of relevant training courses offered through SBDC, especially those related to business taxes, whiPch is undiscovered territory for us.”

All Clean Pressure Washing

Like many entrepreneurs, William Scott Dau had a business idea but didn’t know the best way to turn that idea into a reality or where to turn for assistance to make his dream come true.

Mr. Dau is a retired Maryland Park Police Captain that enjoys pressure washing homes, garages anddriveways for his own home and several of his neighbors. His idea and plan was to start a business doing pressure washing jobs within a very close distance from his home in Clermont Florida.

That’s when Mr. Dau made a great first decision: he came to the Florida SBDC at UCF in South Lake County with his business idea and asked for help with a business plan. The FSBDC worked through the business plan process with him, and he shared that he had several children that would be entering college soon and that he was going to build a saving account for them with his new business.

Mr. Dau and FSBDC worked through all of the details of starting a business with him and helped him establish a limited liability company, All Clean Pressure Washing, LLC; determine the necessary local city and county business licenses; and evaluate and obtain liability insurance. Investing his own funds, he was able to purchase all of his equipment and supplies and, upon completing his business plan, he started advertising in a church publication and local newspapers. He also began attending local chamber events. Almost immediately, he was contacted for a job that was too big for his small company. Mr. Dau had fun reviewing the offer with the FSBDC and considering the fact that he would probably need to develop a new business plan to handle a multi-year opportunity!

“As I went to obtain information about setting up a business, I found information about the Florida SBDC at the City Hall in Groveland, Florida,” commented Mr. Dau. “I made an appointment with Dr. Dallas Garrett for counseling and assistance. He shared his personal experience with me and guided me through the entire process. Today I am averaging three jobs per week, which is exactly my goal. I am pleased to have met Dr. Garrett and I highly recommend that anyone planning to open a business make an appointment with the FSBDC,” he concluded.

“William Dau maintains contact with our office on a monthly basis and provides me with a financial update each month,” said Dr. Garrett. “He has also sent us several new clients, already has a new business idea and is now working with me on a prototype for a new window screen idea for homes. Thanks to the right first decision – coming in to see the FSBDC at UCF – he is really on his way!”

Kissimmee Granite and Marble

Reviving a failing business and then leading it to new peaks of success are challenges that are not meant to be taken on alone and without assistance from multiple sources. Balouch “Aleem” Muhammad and Tariq Iqbal wisely recognized these important facts when, in 2012, they purchased Kissimmee Granite & Marble, Inc., a ten year old company that was temporarily shut-down and, shortly after taking it over, reopened with predecessor financing and mentor support. Their goal was simple: to establish Kissimmee Granite & Marble, Inc. as a premiere manufacturer of custom granite countertops for both residential & commercial markets in all of Central Florida.

From the start, the Aleem and Tariq took action to get as much assistance as they could find and, in an effort to be proactive business owner(s), they decided to stop by the Kissimmee / Osceola Chamber of Commerce looking for strategies to help with growth and expansion of their countertop business. Upon arrival, they were quickly plugged-in to the Florida SBDC at UCF Kissimmee office. There they took advantage of the business training, “no-cost” consulting sessions, and business data and information resources available from the FSBDC.

Almost immediately, the FSBDC consultant Rafael Martinez-Pratt started to work with Aleem and Tariq to expand the operations of the business from a 2,000 square feet facility to over a 13,000 SF facility near Kissimmee Gateway Airport. In particular, the FSBDC at UCF Kissimmee office helped Kissimmee Granite & Marble access several economic development incentives from both the City of Kissimmee and Osceola County. As a result, not only did Kissimmee Utility Authority (KUA) provide and install a much needed high voltage transformer, but also Osceola County Economic Development provided additional machine and equipment incentives for capital equipment improvements.

“The FSBDC at UCF partnered with us and helped us in so many ways, including visiting our facilities on different occasions and providing us with insights into a variety of pressing issues throughout the year. The list is endless: a cost/benefit analysis, industry market research, human resources support, aid in securing an additional capital equipment loan, and guiding a new product expansion,” Aleem stated.

As a direct result of the FSBDC’s assistance, an additional $42,000 capital injection occurred which puts the company in a position to post strong revenue growth and make projections that the company will reach the $1 million revenue mark by end of 2014, a 275% sales increase from the previous year.

Today, Aleem and Tariq look back at what seemed to be the insurmountable obstacles they faced together, the early financial insecurities, long hours invested and hard work, as the price to pay to enjoy their current success. And they appreciate those that assisted them, saying “thanks to the FSBDC at UCF for their continued support and unwavering commitment in helping us grow our small business.”

Drive Solutions

Drive Solutions Inc., a Central Florida business based in Clermont, FL is a manufacturer’s representative company in the bearing and power transmission segment selling products used in the mining, forestry, air handling and pumping industries.

Fred Louwersheimer, CEO and owner, identified an opportunity to significantly grow the business by entering the manufacturing arena producing customized small-size couplings that complement the core business, provide fast turnaround for customers and create a significant point of differentiation from competitors.

This growth initiative required “capital” in a difficult environment.

“Our bank recommended we get help from the SBDC which was the best advice that they could have given us. The SBDC Growth Acceleration consultant, Roger Greenwald command of business growth concepts and financial analysis guided us in producing an expansion plan and loan request package that greatly enhanced our understanding of the entire financial picture that impressed the bankers and helped us attain the financing we needed”; said Fred Louwersheimer, CEO and owner.

On the strength of a nearly quarter million dollar SBA Express loan form Regions Bank Drive Solutions expects to double its 2010 revenue to nearly $2,000,000 in 2012, adding 5 new jobs over the next 18 months.

Certified Slings & Supply, Supplying the World

Certified Slings & Supply has a strong tradition of innovation and service led by the Worswick family since 1978. The company’s current leadership is made up of dedicated second and third generation family members with a combined 67 years of experience in the rigging, overhead lifting, load securement, and contractor supplies industry. Certified Slings and Supply is headquartered in Casselberry, Florida, employs 95 full-time staff members and operates independent Rigging and Contractor Supply divisions located throughout Florida: West Palm Beach, Miami, Tampa, Ft. Myers, and Ocala. The core business of each branch is the distribution, sale and manufacture of a variety of marine, mining, industrial and general contractor supplies.

Juan Lopez, the International Sales Director for Certified Slings & Supply approached the Small Business Development Center at the University of Central Florida (SBDC at UCF) with a goal of growing the company by increasing export sales. He had previously attended the Export 101: An Introduction to Exporting workshop in 2011 and heard about the Export Marketing Plan Services, a new program awarded through the State Trade and Export Promotion (STEP) grant by the U.S. Small Business Administration. It is offered in partnership with Enterprise Florida, Inc., and the U.S. Commercial Service to assist new-to-export manufacturers in developing their international growth strategy. SBDC at UCF’s International Trade Specialist met with Mr. Lopez and Certified Slings’ upper management in order to gather information and understand the company’s short- and long-term international trade goals. A customized export marketing plan was crafted for the company that included industry and customer analyses along with recommended target markets, overseas trade opportunities and an action plan.

In addition to the plan, the company received a $1,500 scholarship to be used towards a trade mission, trade show or standalone Gold Key Matching Service to connect the company with potential buyers overseas. Certified Slings & Supply will continue expanding in Central and South America and the Caribbean, and recently traveled to Trinidad and Tobago with the Export Sales Mission. As a result of this, the company expects an increase of $120,000 in export sales over the next 24 months. The SBDC at UCF will continue to work closely with Certified Slings to assist in implementing the recommendations from the plan.

“If your company is thinking about exporting products or services abroad, the first thing you should do is meet with a member of the SBDC. No matter how large or small your company is, a UCF International Trade Specialist will be able to lay out a customized export marketing program personally designed for your company. It will be filled with data, statistics and facts targeting any region your company wishes to do business with. This is the best investment any company could make if looking for help with an international marketing program.” -Juan Jose Lopez, International Sales Director, Certified Slings and Supply

AITC, Gabriel Ruiz, Advanced IT Concepts, Business Consulting, FSBDC

Advanced IT Concepts, Inc.

Lieutenant Colonel Gabriel (Gabe) Ruiz retired from the U.S. Air Force in 2006. Since then he has leveraged a military career in information technology and an entrepreneurial spirit as owner and CEO of Advanced IT Concepts, Inc. which provides IT consulting services and value added resale of computer hardware and peripherals to both the government and private sectors.

AITC, Inc. was not an overnight success; Gabe spent four years as a consultant assisting telecommunications companies do business with the DOD, and concurrently engaged with CDW (an $8 billion business-to-business technology infrastructure and computer resale enterprise). Blending his military, consulting and corporate experiences Gabe and his wife Sandra founded AITC, Inc. in 2010; AITC, Inc. is a Service Disabled Veteran Owned Small Business and has recently earned its 8(a) certification.

Since incorporation the company has achieved outstanding results with sales exceeding $1.5 million in the first fiscal year. Year two was a breakout year which saw sales nearly double with a net profit margin exceeding 12.5%. Sales in this current year will again double exceeding the $5 million milestone. In the three year period {2010-2013} the company has added 11 full time employees reaffirming the fact that “small business” is this country’s economic engine.
The company’s rapid growth has been accompanied with business challenges and Gabe turned to the Small Business Development Center at UCF.

In Gabe’s words; “The SBDC at UCF has been a true and invaluable partner to AITC. From our first meeting with Growth Acceleration Services consultant Roger Greenwald who showed a true caring attitude and superb business knowledge we have received expert advice in areas such as Marketing, Business Development, Budgeting and Forecasting, Operational Effectiveness and more. Additionally, the SBDC at UCF has facilitated AITC’s participation in the SBDC’s Advisory Board Council program which has provided a team of senior business experts that provide guidance in all business areas. Today, we are a much improved, stronger and better positioned company in great part to the outstanding support and guidance provided by the SBDC at UCF”.

Old Hearth Bread Company

SBDC’s Growth Acceleration Services’ Analysis Makes a Difference

Central Florida has among the country’s most delicious, all-natural artisan bread and pastries thanks to The Olde Hearth Bread Company and its owner and hands-on manager, Shannon Talty. Like many entrepreneurs, Talty had started his business on the strength of his passion and talents, and as a result the business has enjoyed success. Even as the business thrived, however, Shannon Talty asked himself if there was more that he could be doing to grow his business. To help him answer that important question, he turned to the Small Business Development Center at the University of Central Florida (SBDC at UCF) and it’s Growth Acceleration Services for assistance.

As a graduate of the Culinary Institute of America with experience at some of the finest bakeries in the country, Shannon Talty decided to bring high-quality artisan bread and pastries to Central Florida and opened Olde Hearth Bread Company in 1998. As a result of Talty’s unwavering commitment to providing the highest quality, natural ingredients and old-world, hand-made processes, Olde Hearth Bread Company has come to provide its fresh-baked artisan breads and pastries to Central Florida’s finest hotels, restaurants and caterers. With further growth opportunities available for Olde Hearth Bread Company, Talty began working with the SBDC at UCF’s Growth Acceleration Consultant, Jill McLaughlin, to help devise plans to accelerate future growth.

The Growth Acceleration Services offered by the SBDC at UCF are designed to provide in-depth professional business consulting, at no cost, to qualified emerging and growth businesses in Florida by delivering the tools, strategies and expertise businesses need to accelerate the growth and success of their business. Talty recognized the value of the service right away, saying, “The Growth Acceleration service is exactly what a young entrepreneur like myself needed. I had the dream and the skills to produce the products I wanted. What I was lacking was someone who could objectively look at my business and offer constructive advice and show me what I am missing. The program has shined light in areas that needed to be looked at and considered today not tomorrow.”

The Growth Acceleration consultant provided an in-depth financial analysis of the business and identified key performance indicators to monitor performance, as well as identified strategies for new business development. According to Talty, “Before I began working with Growth Acceleration, my typical accounting procedures were to print out a P&L for the month and look at what jumped out at me compared to the previous month. The SBDC’s Jill McLaughlin used our financial results and her knowledge base to produce a report with financial ratio analysis that was interesting and eye opening. I had heard of a lot of these ratios but was unfamiliar with what they really meant. For her to explain their significance and tie them back to your particular industry shows you where you are doing well and where you are underperforming.”

Growth Acceleration Consultant McLaughlin recommended strategies and tactics to optimize cash flows and achieve financial goals. “Other than an opening budget, we have not been working off written goals. We have been more reactive than planning oriented. This is not the way to sustain success. For 2013, the SBDC’s Growth Acceleration Services are helping us to produce a budget and identify accountability for our growth and success.”

With record sales in 2012, Olde Hearth Bread Company is well positioned for further growth. They will continue to work with the SBDC’s Growth Acceleration Services to implement their growth strategies. Talty said, “One of the other great things about this program is they don’t just hand you a laundry list and say ‘good luck.’ They are here to help you achieve your goals. I highly recommend all growing businesses reach out to the SBDC at UCF and the people who make up the Growth Acceleration program. When you see what they can do and realize there is no out of pocket cost, it seems almost too good to be true.”

The Florida SBDC’s no-cost Growth Acceleration services are available to companies throughout the state. To qualify for the services, the company must have growth as a goal, be in operation for at least three years, have annual revenues ranging from $500,000 to $10 million, and employ five or more workers. Florida SBDC Growth Acceleration consultants are available statewide to provide assistance to qualified emerging and growth business who are looking to advance. Specifically, the SBDC at UCF Growth Acceleration services consultants will provide high level consulting of 50 – 100 hours (fair market value of over $10,000) to help qualified SMEs develop sustainable growth strategies.

For more information about the SBDC’s Growth Acceleration services, contact SBDC at UCF Regional Director Eunice Choi at 407-420-4850 or echoi@bus.ucf.edu.