Small Business - GROW YOUR BUSINESS in san joaquin valley and central coast
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Small Business
FRESNO 2019 EDITION
resource guide
GROW YOUR BUSINESS
in san joaquin valley
and central coast
1
Let us help
give voice
to your
story.
SCOPE OF SERVICES We have all heard the phrase “content is
king.” Creating rich, engaging, and inspiring
content differentiates your brand in the
Brand Voice Catalogs marketplace. But who has time to focus on
Articles Visitor Guides anything other than running their business?
Narrative works with you to develop
Blogs Books
the tools to tell your story across all
Website Content Copywriting
media platforms. Powerful and authentic
Social Media Posts Photography storytelling helps you stand out. It inspires
Email Content Videos action. It creates an emotional impact and
Brochures forges enduring relationships. It separates
you from the competition.
To schedule a meeting or to learn more, contact
Buddy Butler at buddy@newsouthmediainc.com
or call 304.615.9884.
2
CONTENTS
San Joaquin Valley and Central Coast 2019
Local Business Funding
Assistance Programs
8 National Success Story 28 National Success Story
Rebecca Fyffe launched Landmark With the help of a 7(a) business
Pest Management with the help loan of $1.1 million, Mark Moralez
of the SBA-supported Women’s and John Briggs purchased
Business Development Center. Printing Palace in Santa Monica,
becoming small business owners.
11 Local SBA Resource
Partners 31 Need Financing?
13 Your Advocates 32 Local SBA Lenders
14 How to Start a Business 34 Investment Capital
19 Write Your Business Plan 35 Federal Research
& Development
22 Programs for Veterans
36 National Success Story
23Programs for Forest Lake Drapery and
Entrepreneurs Upholstery Fabric Center in
Columbia, South Carolina,
24 Local Success Story rebounds thanks to an SBA
About 20 years ago, the Hobab disaster assistance loan.
family purchased a small
sandwich shop in Fresno with the 38 National Success Story
goal of treating customers like Three Brothers Bakery weathers
guests in their home. two hurricanes with the help of the
SBA’s disaster assistance program.
40 SBA Disaster Loans
41 How to Prepare Your
Business for an
Emergency
42 Surety Bonds
44 Assistance with Exporting
Contracting
45 National Success Story
Evans Capacitor Co. of Rhode
Island, a leading manufacturer of
high-energy density capacitors,
ON THE COVER Clockwise from top: gains contracting success with
SBA assistance.
Fresno skyline, Grant Porter on Unsplash;
Duc Tran, Seattle, courtesy of the SBA; Valley 48 SBA Contracting Programs
Central Coast courtesy of Bob Bradburn;
David Ng, owner of Hops and Scotch, courtesy
50 Woman-Owned Small
Business certification
of the SBA; Rebecca Fyffe, Chicago, Illinois,
ABC Humane Wildlife Control & Prevention
Inc.; Mohammad Hobab, courtesy of Deli
Delicious Franchising
3
THE U.S. SMALL BUSINESS ADMINISTRATION
A MESSAGE FROM THE ADMINISTRATOR
A
merica’s 30 million small businesses are the driving Veterans Business Outreach Centers and SCORE chapters in
force of our nation’s economy, and I am proud to communities nationwide. Through education, training and
lead a team of professionals dedicated to helping mentorship, these experts help entrepreneurs increase their
them start, grow, expand and recover. For more potential and propel their businesses forward.
than 65 years, the U.S. Small Business Administration has We at the SBA like to say we power the American Dream.
been an advocate and ally of entrepreneurs, helping them Nowhere is that dream more apparent than in the work
at every stage of the business lifecycle. Whether they are entrepreneurs do to invest in their communities and create
a startup seeking capital; an established business seeking economic opportunities for others. Over half of the U.S.
guidance on expanding to new markets through export workforce either owns or works for a small business, and small
opportunities or government contracts; or a business, businesses create two out of every three net new jobs in the
nonprofit, homeowner or renter needing help recovering private sector. Small businesses invigorate neighborhoods
from a declared disaster, the SBA has their back. and cities, making them vibrant places to live, work and
I am honored to serve as a member of President Trump’s raise a family. I encourage all entrepreneurs to leverage the
Cabinet and represent the interests of America’s small opportunities detailed in this resource guide to power their
businesses. The President’s pro-growth policies, including own American Dream.
tax cuts and workforce development initiatives, are aimed at
making it easier for entrepreneurs to invest in their businesses Regards,
and employees. The President believes that when small
businesses succeed and create jobs, our economy grows and
our nation thrives.
As Administrator of the SBA, I have visited hundreds of Linda McMahon
small businesses and each of the SBA’s 68 district offices in SBA Administrator
all 50 states. Every entrepreneur has a different story about
what inspired them to take a risk on starting or growing a
small business. No matter their industry, location or level of
experience, the SBA serves as a resource to help them turn
their dreams into realities. Many entrepreneurs have told
me their business simply would not exist without the help
of the SBA—from the guaranteed loans that provided the
funding they needed to realize their goals of owning a small
business, to the advice they got on writing a business plan or
conducting market research, to the disaster aid they received
when it seemed all hope had been lost. Throughout this
issue of our resource guide, you will read stories of successful
entrepreneurs who received assistance from the SBA. These
successes are the motivation for the work we do.
Of course, we can’t do it alone. We are honored to have
the expertise of our resource partners, including Small
Business Development Centers, Women’s Business Centers,
WE MAKE SMALL BUSINESS
OUR BUSINESS.
START • GROW • EXPAND • RECOVER
4
5
published by
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Copyright: New South Media, Inc. Reproduction in part or whole is
strictly prohibited without the express written permission of the
publisher.
© 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 Spring 2018
Small National edition #mcs-0087.
businesses WRITER/EDITOR
Becky Bosshart
power our (202) 205-6677
rebecca.bosshart@sba.gov
economy. DIRECTOR OF MARKETING
Paula Panissidi Tavares
The SBA
paula.tavares@sba.gov
powers
PUBLIC AFFAIRS SPECIALIST
Kelley Daniels
kelley.daniels@sba.gov
small The SBA’s participation in this publication is not an endorsement of the
businesses.
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 nondiscriminatory basis. Printed in the
United States of America. While every reasonable effort has been made
to ensure that the information contained here is accurate as of the date
Whether you dream of transforming your of publication, the information is subject to change without notice. The
business idea into a thriving company, growing contractor that publishes this guide, the federal government, or agents
your customer base, or expanding into new
markets or locations, the SBA is here for you. thereof shall not be held liable for any damages arising from the use of or
We offer programs, expertise, and access to reliance on the information contained in this publication.
capital that will empower you to take your
small business to the next level of success.
Stop by your local SBA office or visit SBA.gov
to learn how you can move your business
forward with confidence.
6
SBA Fresno District Office
801 R St., suite 201
Fresno, CA 93721
(559) 487-5791
sba.gov/ca/fresno
@SBA_Fresno
District Director Letter District Director
Dawn Golik
W
(559) 487-5791 x2705
elcome to the SBA Fresno District Office’s 2019 Small Business Resource Guide. It is
dawn.golik@sba.gov
the privilege and honor of the Fresno district office to serve Central California and
Central Coast entrepreneurs and small business owners. We’re proud to be your Deputy District Director
partner as you take risks, start, and grow your business, creating jobs that contribute to our George B. Flores
region’s economic stability. Many of our staff are themselves entrepreneurs or former business (559) 487-5791 x2717
owners. We also have family members who own businesses. The Fresno SBA team understands george.flores@sba.gov
the challenges and opportunities that business owners face.
The SBA helps make the American dream of small business ownership a reality. We are the Business Opportunity Specialist
only federal agency dedicated to helping our 30 million small businesses start, grow, expand, and Thomas Scheu
recover after a disaster. The SBA Fresno District Office works with an extensive network of business (559) 487-5791 x2704
advisers and lenders to help our region’s small businesses at every stage of development. thomas.scheu@sba.gov
Last year, across Central California and the Central Coast, the SBA empowered this region’s
small businesses to: District Support Assistant
• Find an ally, advocate or mentor via our 17 SBA Resource Partner centers, which include William K. Hori
SCORE, Small Business Development Centers, Women’s Business Centers, and the (559) 487-5791 x2701
Veterans Business Outreach Center, all powered by the SBA. william.hori@sba.gov
• Access nearly $400 million in SBA-guaranteed loans using local banks, credit unions,
Economic Development Specialists
community-based lenders, and microlenders. San Joaquin Valley and Central Coast small
Victor Bribiesca
businesses used SBA-backed loans to create or retain nearly 10,000 jobs, buy needed
(559) 487-5791 x2713
equipment, and build or renovate facilities in local communities.
victor.bribiesca@sba.gov
• Rebuild and recover with SBA disaster assistance following the Ferguson Fire.
• Obtain more than $49 million in federal contracting awards using the SBA’s 8(a) Business Lupe Cota
Development certification program, which you will read more about in this guide. (559) 487-5791 x2702
As part of a national initiative to create a stronger economic environment for rural America, lupe.cota@sba.gov
this year, the Fresno district is working to better reach and serve our region’s many rural and Peter Estrada
agricultural businesses owners in order to increase economic prosperity. (559) 487-5791 x2703
Stay up to date on SBA events near you and get valuable Central California business peter.estrada@sba.gov
information by following us on Twitter at @SBA_Fresno. Register for email updates at sba.gov/
updates. The Fresno district office team is here to Lender Relations Specialists
serve and support you. Please let us know how the Gayoeb “Kay” Mardon
SBA can help you start and grow your small business. (559) 487-5791 x2706
gayoeb.mardon@sba.gov
Sincerely,
Andy Seeto
(559) 487-5791 x2714
andy.seeto@sba.gov
Dawn Golik
Paralegal Specialist
Fresno District Director
Leanne Ryner
U.S. Small Business Administration
(559) 487-5791 x2707
leanne.ryner@sba.gov
7
LOCAL BUSINESS
ASSISTANCE
Bitten
by the
Business
Bug
How SBA-backed loans helped
one woman turn a flagging pest
control business into an
ever-expanding enterprise.
written by Zack Harold
LANDMARK PEST MANAGEMENT
8
LOCAL BUSINESS ASSISTANCE
R
ebecca Fyffe first worked at ABC Humane
Wildlife Control & Prevention Inc., a pest
control business in suburban Chicago,
Illinois, for a college summer job. She
was on a different career path when she
got a call from her old employer. The president of ABC
needed to take a medical sabbatical, and the company
wanted Fyffe to take over in his absence. Fyffe had
studied public policy, pre-law, and epidemiology in
addition to university-level research on pesticides. Not
content with just keeping the seat warm, Fyffe began
making improvements to the company’s operations
during her year at the helm. “Because of that I was
made CEO,” she says. That was in 2001. Fyffe was just
25 years old, the youngest pest control company CEO in
the nation and one of only a few women in a business
dominated by men.
She continued to look for ways to grow the company.
At the time, ABC focused its efforts solely on nuisance
wildlife control. Fyffe saw a lucrative opportunity in
urban bird management. She had long been concerned
LANDMARK PEST MANAGEMENT
about pigeons. Growing up, one of her young cousins
contracted encephalitis from pigeon droppings, which
led to epilepsy, blindness, and eventually death. Fyffe
studied the birds and how to mitigate their threat,
which brought her to the conclusion that improvements
could be made in urban pigeon control. She found more
effective solutions were needed to make the mitigation
material more durable for city use. Fyffe knew she could
do better, but to get the new venture off the ground,
ABC needed to borrow money to invest in training,
equipment, and insurance. The company was hesitant to
take on the financial risk, so Fyffe offered an alternative
solution: allow her to launch a new company that would
specialize in pigeon management. She would run that
company in addition to her duties at ABC.
She launched Landmark Pest Management in 2010
with four employees. Fyffe still needed to borrow money,
which would be more difficult now that she didn’t have
an established business standing behind her. Thanks
to workshops hosted by the SBA-supported Women’s
Business Development Center, Fyffe applied for an SBA-
backed 7(a) loan through Chase Bank. A conventional
loan would have allowed her to mortgage the warehouse
facility she needed, but nothing more.
“We would have maxed out our ability to borrow, " Fyffe
says. "That would not have worked for our business.”
Because of SBA backing, Chase was willing to offer Fyffe a
larger line of credit, which allowed her to get the warehouse
as well as the uniforms, tools, and materials she needed.
LANDMARK PEST MANAGEMENT
“We couldn’t have done it without the SBA,” she says.
Landmark established its reputation from its first
contract, installing netting on a bridge project in Chicago.
This bridge became the Chicago Transit Authority’s
showpiece for bird control. Within two years, Landmark
was one of the main companies providing bird deterrent
systems in Chicago. Fyffe used the money she made to
purchase ABC and merge the two companies in 2012.
9
LOCAL BUSINESS ASSISTANCE
We couldn’t SBA Resource
have done it
without the
Partners
No matter your industry, location, or experience, if you have a dream, the
SBA is here to help you realize it. Our SBA Resource Partners extend our reach,
SBA.” offering free or low-cost mentoring, counseling, and training to help you start-
up and thrive at all stages of the business life cycle.
Rebecca Fyffe
Founder There are more than
Landmark Pest Management
300 SCORE chapters
The company has grown to 85
employees with 50 trucks on the 980 Small Business Development Centers
road every day, working alongside 100 Women’s Business Centers
the biggest construction firms
in the country. Still, Fyffe 20 Veterans Business Outreach Centers
challenges herself by finding
ways to expand the company. In
addition to its work in Illinois, SCORE
Landmark does business in
Michigan, Indiana, and Missouri. Join the ranks of other business owners who have experienced higher revenues
Fyffe is considering expansion to and increased growth thanks to SCORE, the nation’s largest network of volunteer
California and New York. business mentors. These business executives share real-world knowledge for no
Landmark has continued to use cost and to fit your busy schedule. SCORE mentors are available as often as you
its science-based methodology need, in person, via email or over video chat. Visit sba.gov/score to start working
and proprietary technology on your business goals.
to expand its offerings. The
company is a leader in bedbug
science, pioneering a special SMALL BUSINESS DEVELOPMENT CENTERS
DNA test to detect infestations
with a relatively small sample. Realize your dream of business ownership and then remain competitive in an
Fyffe’s team is also testing a new ever-changing global economy with assistance from your local SBDC. Access
nontoxic fungi spore that could free or low-cost one-on-one counseling and training on topics like marketing,
be used to kill the pests. The regulatory compliance, technology development, and international trade.
company’s fastest growing sector
Connect with an SBDC adviser at sba.gov/sbdc.
is food production applications.
Inspectors shut down factories
if they find a pest, even if the WOMEN’S BUSINESS CENTERS
animal has already been caught in
a trap. Fyffe’s company developed Women entrepreneurs receive essential business training from this national
a trap that is equipped with network of community-based centers. Each center tailors its services to help
sensors that allow Landmark to you navigate the challenges women often face when starting or growing their
dispatch technicians as soon as a business. For your nearest Women’s Business Center, visit sba.gov/women.
pest is captured. Although Fyffe
has used conventional loans for
these expansions, she credits her VETERANS BUSINESS OUTREACH CENTERS
first SBA-backed loan and her
Women’s Business Development Veteran and military entrepreneurs receive business training, counseling and
Center guidance with teaching mentoring, and referrals to other SBA Resource Partners at a Veterans Business
her how to craft a growth plan Outreach Center, sba.gov/vboc. These are also the places to receive procurement
and pitch ideas to lenders. guidance, which can help your business better compete for government contracts.
“We might not have been able VBOCs also serve active duty service members, National Guard or Reserve
to access that without the SBA,” members, veterans of any era, and military spouses.
she says.
10LOCAL BUSINESS ASSISTANCE
Our Local SBA Small Business
Development
Resource Partners Centers
Central CA SBDC Network
SBA’s Resource Partners are independent organizations that Lead Center
Serving Merced and Mariposa counties
are funded through SBA cooperative agreements or grants. Executive Director Kurt Clark
1735 M St., suite 111
Merced
(209) 386-1008
CSU Bakersfield SBDC
Serving Kern, Inyo, and Mono counties
Center Director Kelly Bearden
1631 17th St., suite 200
Bakersfield
(661) 654-2856
Valley Sierra SBDC
Serving Stanislaus and Tuolumne counties
Center Director Katy Winders
1020 10th St. suite 102
Modesto
(209) 422-6416
Valley Sierra SBDC
Serving Merced and Mariposa counties
Center Director Katy Winders
1735 M St., suite 111
Arthur and Sandra Johnson, owners Merced
of 21 Short Stop in Georgia, received (209) 386-1008
assistance from their local Small
Business Development Center and
SCORE chapter. Valley Community SBDC
Serving Fresno, Madera, Tulare,
and Kings counties
Center Director Rich Mostert
SCORE 390 W. Fir Ave., suite 303
Clovis
Visit sba.gov/score to start working on your business goals. (559) 324-6403
San Luis Obispo Chapter Bakersfield Chapter
Serving San Luis Obispo County Serving Kern County Cal Coastal SBDC
Chapter Chair Scott Hillis Alphonso Rivera Serving Monterey and
1228 Broad St. (661) 496-0767 San Benito counties
(805) 547-0779 Center Director Cindy Merzon
Monterey Chapter 221 Main St., suite 301
Fresno Chapter Serving Monterey County Salinas
Serving Fresno, Madera, Kings, Sylvia Reyes (831) 424-1099
and Tulare counties 565 Hartnell St. #2191
Yuliana Franco (831) 320-2530 Cal Poly CIE SBDC
801 R St., suite 201 Serving San Luis Obispo County
(559) 487-5605 Sonora Chapter Center Director Judy Mahan
Serving Tuolumne County 872 Higuera St.
Modesto Chapter Edward Mintline San Luis Obispo
Serving Merced and Stanislaus counties 222 S. Shepard St. (805) 756-5171
Judy Stark (209) 532-4316
1114 J St.
(209) 577-5757
11LOCAL BUSINESS ASSISTANCE
Veterans
O'Connor Belting, a Delaware
family-owned business,
expanded with the help of an
SBA-guaranteed 7(a) loan.
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.
Veterans Business Outreach
Center Region IX
Executive Director/CEO Coreena Conley
4608 Duckhorn Drive
Sacramento
(916) 527-8400
Women’s
Business Centers
For your nearest Women's Business Center, visit sba.gov/women.
Mission Community Services Corp.
Serving San Luis Obispo and Monterey counties
Program Director Chuck Jehle
71 Zaca Lane, suite 130
San Luis Obispo
(805) 595-1357
Serving Kern County
MCSC Kern Women's Business Center
201 New Stine Road, suite 300
Bakersfield
(805) 595-1357
12LOCAL BUSINESS ASSISTANCE
Your To report how a proposed federal
regulation could unfairly affect you,
Advocates
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
The SBA’s offices of advocacy and ombudsman are sba.gov/ombudsman/comments
independent voices for small business within the
federal government.
Advocacy
When you need a voice within the federal »» when you need economic and small »» seek remedies when rules are
government for your interests as a small business statistics inconsistently applied
business owner, the SBA’s regional advocates The SBA’s Office of Advocacy also »» recover payment for services done by
are here to assist. The advocates analyze the independently represents small business and government contractors
effects of proposed regulations and consider advances its concerns before Congress, the
alternatives that minimize the economic White House, federal agencies, federal courts, Make your voice heard by participating in a
burden on small businesses, governmental and state policy makers. Regional Regulatory Enforcement Fairness
jurisdictions, and nonprofits. Find your Roundtable or a public hearing hosted by the
regional advocate at sba.gov/advocacy. Ombudsman SBA’s national ombudsman. These events
Entrepreneurs who have an issue with an are posted periodically on the ombudsman
Your advocate helps with these small
existing federal regulation or policy can website, sba.gov/ombudsman.
business issues:
receive assistance from the SBA’s national To submit a comment or complaint through
»» if your business could be negatively ombudsman. the online form, visit sba.gov/ombudsman/
affected by regulations proposed by the comments. Your concerns will be directed to
The ombudsman’s office helps you:
government the appropriate federal agency for review. The
»» if you have contracting issues with a »» resolve regulatory disputes with federal SBA will collaborate with you and the agency
agencies to help resolve the issue.
federal agency
»» reduce unfair penalties and fines
13LOCAL BUSINESS ASSISTANCE
COURTESY OF SBA
Adriana Medina, owner of Fuerte
Fitness, in Seattle, WA, received
counseling from a SCORE mentor and
a Women's Business Center adviser.
How to Start a Business in
the Fresno Area
Thinking of starting a business? Here are the nuts & bolts.
choosing a site for your business. Contact the local business
The Startup Logistics
license office where you plan to locate your business. You may not
Even if you’re running a home-based business, you will have
be permitted to conduct business out of your home or engage in
to comply with many local, state, and federal regulations. Do
industrial activity in a retail district.
not ignore regulatory details. You may avoid some red tape in
The CalGold online permit assistance tool, calgold.
the beginning, but your lack of compliance could become an
ca.gov, provides local, state, and federal permit information
obstacle as your business grows. Taking the time to research the
for businesses. The tool provides webpage links, application
applicable regulations is as important as knowing your market.
forms, and contact information for the various agencies that
Carefully investigate the laws affecting your industry. Being out of
administer and issue these permits. For permits and registrations
compliance could leave you unprotected legally, lead to expensive
administered by the State of California, CalGold also includes
penalties, and jeopardize your business.
a forms and fee finder with direct links to applications and fee
Market Research information. Once at the website, input your city and type of
Need to do research on your clients and location? View consumer business. If your business is not listed, you can select general
and business data for your area using the Census Business Builder: business information.
Small Business Edition, https://cbb.census.gov/sbe. Filter your
search by business type and location to view data on your potential Name Registration
Register your business name with the county clerk where your
customers, including consumer spending, and a summary of
business is located. If you’re a corporation, also register with the
existing businesses, available as a map and a report.
state. The secretary of state supports California businesses by
Business License & Zoning registering and authenticating business entities and trademarks,
Licenses are typically administered by a variety of state and local enabling secured creditors to protect their financial interests.
departments. It is important to consider zoning regulations when
14LOCAL BUSINESS ASSISTANCE
COURTESY OF SBA
An O'Fallon Casting Inc. Employee at
work in O'Fallon, MO. Owner Vince
Gimeno grew his business thanks to
expert SBA business counseling.
»» California Secretary of State Salinas
1500 11th St. 928 E. Blanco Road, suite 121
Sacramento (831) 753-6895
(916) 653-6814 Visalia
sos.ca.gov 5300 W. Tulare St.
(559) 635-6001
Taxes
As a business owner, you should know your federal tax »» State Taxes
responsibilities and make some basic business decisions to The State of California Franchise Tax Board helps taxpayers file
comply with certain tax requirements. The IRS Small Business and tax returns timely, accurately,and pay the correct amount to
Self- Employed Tax Center, go.usa.gov/xPxYR, offers information fund services important
on a variety of topics including: obtaining an Employer to Californians.
Identification Number, paying and filing income tax, virtual 3321 Power Inn Road, suite 250
workshops, forms, and publications. Sacramento
Whether you are a new or an experienced business owner, (800) 852-5711
there are new tax law changes that may affect your business. As ftb.ca.gov
the IRS works to implement the Tax Cuts and Jobs Act, signed
into law December 2017, you can access the latest information
»» California Department of Tax and Fee Administration
450 N St.
on irs.gov/tax-reform to better understand the new tax law
Sacramento
implications and how they affect your bottom line. (800) 400-7115
cdtfa.ca.gov
»» IRS Tax Assistance Centers
Bakersfield »» State of California Employment Development Department
4825 Coffee Road Payroll tax information for employers
(661) 328-4399 3321 Power Inn Road, suite 220
Sacramento
Fresno
(888) 745-3886
2525 Capitol St.
edd.ca.gov
(559) 443-7741
Modesto Social Security
1700 Standiford Ave. If you have any employees, including officers of a corporation but not
(209) 900-6760 the sole proprietor or partners, you must make periodic payments,
and/or file quarterly reports about payroll taxes and other
15LOCAL BUSINESS ASSISTANCE
»» State of California
Labor and Workforce
Development Agency
800 Capitol Mall
Sacramento
(916) 653-9900
labor.ca.gov
»» California Department of Industrial Relations Cal/OSHA
Sacramento Regional Office
2424 Arden Way, suite 300
(916) 263-2503
dir.ca.gov
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.
»» California Department of Insurance consumer hotline
COURTESY OF THE SBA
(800) 927-HELP (4357)
insurance.ca.gov
Michael Kahlman expanded RCS Technologies Environmental Regulations
in Rancho Cordova, CA with financing provided
by an SBA-backed 504 Certified Development State assistance is available for small businesses that must
Company loan and a 7(a)loan. comply with environmental regulations under the Clean Air Act.
State Small Business Environmental Assistance programs provide
mandatory deductions. You can contact the IRS or the Social Security free, confidential assistance to help small business owners
Administration for information, assistance and forms, socialsecurity. understand and comply with complex environmental regulations
gov/employer or (800) 772-1213. You can file W-2s online or verify job and permitting requirements. These state programs can help
seekers through the Social Security Number Verification Service. businesses reduce emissions at the source, often reducing
regulatory burden and saving you money. To learn more about
Employment Eligibility Verification these free services, visit nationalsbeap.org/states/list.
The Federal Immigration Reform and Control Act of 1986 requires
employers to verify employment eligibility of new employees. Disability Compliance
The law obligates an employer to process Employment Eligibility For assistance with the Americans with Disabilities Act call (800)
Verification Form I-9. The U.S. Citizenship and Immigration Service 669-3362 or visit ada.gov.
offers information and assistance through uscis.gov/i-9-central.
For forms, call (800) 870-3676, for the employer hotline, call (888) Child Support
464-4218 or e-mail I-9central@dhs.gov. Employers are essential to the success of the child support
E-Verify, operated by the Department of Homeland Security in program and are responsible for collecting 75 percent of support
partnership with the Social Security Administration, electronically nationwide through payroll deductions. The Office of Child
verifies the Social Security number and employment eligibility Support Enforcement at Health and Human Services offers
information reported on Form I-9. It’s the quickest way for employers step-by-step instructions for processing income
employers to determine the employment eligibility of new hires. withholding orders for child support. A guide to an employer’s
Visit e-verify.gov, call (888) 464-4218 or email e-verify@dhs.gov. role in the child support program is available at the Office of
Child Support Enforcement’s website at acf.hhs.gov/programs/
Health & Safety css > employer responsibilities. You can also find information
All businesses with employees are required to comply with state about other employer responsibilities and tools that can make
and federal regulations regarding the protection of employees, meeting those responsibilities easier, such as electronic income
visit dol.gov for information. The Occupational Safety and Health withholding orders and the Child Support Portal. Send questions
Administration provides information on the specific health and to employerservices@acf.hhs.gov.
safety standards used by the U.S. Department of Labor, (800) 321-
6742 or visit osha.gov. »» California Department of Child Support Services
Rancho Cordova
»» Wage and Hour Division (866) 901-3212
906 N St., suite 105 childsup.ca.gov
Fresno
(559) 487-5317
dol.gov
16LOCAL BUSINESS ASSISTANCE
COURTESY OF THE SBA
Michael Gutman & Yael Gutman grew New En-
gland Urgent Care in West Hartford, CT thanks
to an SBA-backed 7(a) loan.
A trademark or service mark includes any word, name, symbol,
Intellectual Property
device, or any combination\ used or intended to be used to
Patents, trademarks, and copyrights are types of intellectual
identify and distinguish the goods/services of one seller or
property that serve to protect creations and innovations.
provider from those of others, and to indicate the source of the
Intellectual property may be valuable assets for small businesses
goods/services.
and entrepreneurs, and are important to consider in the
Trademarks and service marks may be registered at both
development of any business plan.
the state and federal level with the latter at the U.S. Patent and
Patents and Trademarks Trademark Office. Federally registered trademarks may conflict
For information and resources about U.S. patents and federally with and supersede those registered only at the state level. For
registered trademarks: Visit uspto.gov or call the U.S. Patent information visit uspto.gov/trademarks.
and Trademark Office Help Center at (800)786-9199. The Silicon
Valley office in San Jose, California, serves Alaska, Arizona, »» State Registration of a Trademark
Articles of incorporation, trademark registration with the
California, Hawaii, Nevada, Oregon, and Washington,
secretary of state
uspto.gov/siliconvalley. 1500 11th St., second floor
A patent for an invention is the grant of a property right to an Sacramento
inventor, issued by the patent office. The right conferred by the (916) 653-3984
patent grant is the right to exclude others from making, using, sos.ca.gov/business/ts
offering for sale, or selling the invention in the United States or
importing the invention. Copyrights
There are three types of patents: Copyrights protect original works of authorship, including literary,
• Utility patents may be granted to anyone who invents or dramatic, musical and artistic, and certain other intellectual
discovers any new and useful process, machine, manufacture, works. Copyrights do not protect facts, ideas, and systems,
or composition of matter, or any new and useful improvement. although it may protect the way these are expressed. For general
information contact:
• Design patents may be granted to anyone who invents a new,
original, and ornamental design for an article of manufacture. »» U.S. Copyright Office
U.S. Library of Congress
• Plant patents may be granted to anyone who invents or
James Madison Memorial Building
discovers and asexually reproduces any distinct and new 101 Independence Ave. Southeast, Washington, DC
variety of plant, other than a tuber propagated plant or (202) 707-3000 or toll free (877) 476-0778
a plant found in an uncultivated state. For information visit copyright.gov
uspto.gov/inventors.
17LOCAL BUSINESS ASSISTANCE
Economic
Development
Chambers of Commerce
Fresno ALPINE COUNTY Kern County Black MONO COUNTY San Luis Obispo
fresno4biz.com alpinecounty.com Chamber, Bakersfield slochamber.org
kcbcc.net Mammoth Lakes
The Water, Energy mammothlakes
FRESNO COUNTY Kern County Board chamber.org STANISLAUS COUNTY
and Technology
of Trade, Bakersfield
Center Central California Ceres
visitkern.com
(559) 278-4540 Hispanic Chamber MONTEREY COUNTY cereschamber.com
wetcenter.org cchcc.biz Kern County Hispanic Modesto
King City
Chamber, Bakersfield modchamber.org
Economic Vitality Clovis district kingcitychamber.com
kchcc.org
Corp. of San Luis clovischamber.com
Obispo County Monterey Peninsula, Oakdale district
Kernville oakdalechamber.com
(805) 788-2013 Coalinga area Monterey
gotokernville.com
coalingachamber.com mpcc.com
Patterson-Westley
Fresno County Ridgecrest pattersonchamber.com
Fresno area Moss Landing
Economic ridgecrestchamber.com
fresnodbh.org mosslanding
Development Corp. chamber.com Riverbank
(559) 476-2500 Taft district riverbankchamber.org
Fresno
taftchamber.com
fresnochamber.com
Kern Economic NORTH MONTEREY COUNTY Turlock
Development Corp. Fresno Metro Black northmonterey turlockchamber.com
KINGS COUNTY
(661) 862-5150 Chamber countychamber.org
fmbcc.com Hanford
Pacific Grove TULARE COUNTY
Kings County hanfordchamber.com
Greater Reedley pacificgrove.org
Economic reedleychamber Dinuba
Development Corp. Lemoore dinubachamber.com
ofcommerce.com Salinas Valley, Salinas
(559) 585-3576 lemoorechamber
salinaschamber.com
ofcommerce.com Exeter
Kerman district
kermanchamber.org exeterchamber.com
Madera County
Economic SAN BENITO COUNTY
MADERA COUNTY Lindsay
Development Sanger district
sanger.org Hollister thelindsaychamber.com
Commission Chowchilla District
sanbenito
(559) 675-7768 chowchillachamber.org Porterville
Selma district countychamber.com
cityofselma.com/ portervillechamber.org
Oakhurst area
San Benito chamber oakhurstchamber.com Tulare
Economic SAN LUIS OBISPO COUNTY
Development Corp. tularechamber.org
Madera district
(831) 636-1882 INYO COUNTY Arroyo Grande
maderachamber.com Tulare-Kings Hispanic
& Grover Beach
Bishop agchamber.com Chamber, Visalia
Opportunity mytkhcc.org
Stanislaus bishopvisitor.com MARIPOSA COUNTY
Atascadero
(209) 422-6420 Visalia
Death Valley, Shoshone Mariposa atascaderochamber.org
deathvalleychamber.org visaliachamber.org
mariposachamber.org
Economic Los Osos/Baywood Park
Development Corp. lobpchamber.org
Serving Tulare KERN COUNTY TUOLUMNE COUNTY
MERCED COUNTY
County Morro Bay
Delano morrobay.org Yosemite, Groveland
(559) 592-1349 Los Banos
delanochamber groveland.org
losbanos.com
ofcommerce.org Nipomo
Tuolumne Sonora
Greater Merced nipomochamber.org
County Economic Greater Bakersfield tcchamber.com
merced-chamber.com
Development bakersfieldchamber.org Paso Robles
Authority pasorobleschamber.com Twain Harte
Merced County Hispanic
(209) 989-4058 Greater Tehachapi twainhartecc.com
Chamber, Merced
tehachapi.com mercedhcc.com Pismo Beach
pismochamber.com
18LOCAL BUSINESS ASSISTANCE
Write your
Business Plan
Your business plan is the foundation of your business. Learn how to write a
business plan quickly and efficiently with a business plan template.
Which business
plan format is
right for you?
Traditional Business Plan
• This type of plan is very detailed, takes more time
to write, and is comprehensive.
• Lenders and investors commonly request this plan.
Business plans help you run your business
A good business plan guides you through each stage of starting and managing
your business. You’ll use your business plan as a roadmap for how to structure,
run, and grow your new business. It’s a way to think through the key elements of
your business.
Business plans can help you get funding or bring on new business partners.
Investors want to feel confident they’ll 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 choice. Lean Startup Plan
Pick a business plan format that works for you • This type of plan is high-level focus, fast to write,
• There’s no right or wrong way to write a business plan. What’s important is and contains key elements only.
that your plan meets your needs. • Some lenders and investors may ask for more
• Most business plans fall into one of two common categories: traditional or lean information.
startup.
• Traditional business plans are more common, use a standard structure, and
encourage you to go into detail in each section. They tend to require more
work upfront and can be dozens of pages long.
• Lean startup business plans are less common but still use a standard struc-
ture. They focus on summarizing only the most important points of
the key elements of your plan. They can take as little as one hour to make
and are typically only one page.
19LOCAL BUSINESS ASSISTANCE
TRADITIONAL
BUSINESS PLAN FORMAT
You might prefer a traditional business plan format if you’re very Your goal in this section is to describe how you'll attract and retain
detail oriented, want a comprehensive plan, or plan to request customers. You'll also describe how a sale will actually happen.
financing from traditional sources. You'll refer to this section later when you make financial projections,
When you write your business plan, you don’t have to stick to the so make sure to thoroughly describe your complete marketing and
exact business plan outline. Instead, use the sections that make the sales strategies.
most sense for your business and your needs. Traditional business
plans use some combination of these nine sections. Funding Request
If you're asking for funding, this is where you'll outline your funding
Executive Summary requirements. Your goal is to clearly explain how much funding you’ll
Briefly tell your reader what your company is and why it will be suc- need over the next five years and what you'll use it for.
cessful. Include your mission statement, your product or service, and Specify whether you want debt or equity, the terms you'd like
basic information about your company’s leadership team, employ- applied, and the length of time your request will cover. Give a
ees, and location. You should also include financial information and detailed description of how you'll use your funds. Specify if you need
high-level growth plans if you plan to ask for financing. funds to buy equipment or materials, pay salaries, or cover specific
bills until revenue increases. Always include a description of your
Company Description future strategic financial plans, like paying off debt or selling your
Use your company description to provide detailed information about business.
your company. Go into detail about the problems your business
solves. Be specific, and list out the consumers, organization, or busi- Financial Projections
nesses your company plans to serve. Supplement your funding request with financial projections. Your
Explain the competitive advantages that will make your business goal is to convince the reader that your business is stable and will be
a success. Are there experts on your team? Have you found the per- a financial success.
fect location for your store? Your company description is the place to If your business is already established, include income state-
boast about your strengths. ments, balance sheets, and cash flow statements for the last three
to five years. If you have other collateral you could put against a loan,
Market Analysis make sure to list it now.
You'll need a good understanding of your industry outlook and target Provide a prospective financial outlook for the next five years.
market. Competitive research will show you what other businesses are Include forecasted income statements, balance sheets, cash flow
doing and what their strengths are. In your market research, look for statements, and capital expenditure budgets. For the first year, be
trends and themes. What do successful competitors do? Why does it even more specific and use quarterly—or even monthly —projec-
work? Can you do it better? Now's the time to answer these questions. tions. Make sure to clearly explain your projections, and match them
to your funding requests.
Organization and Management This is a great place to use graphs and charts to tell the financial
Tell your reader how your company will be structured and who story of your business.
will run it.
Describe the legal structure of your business. State whether Appendix
you have or intend to incorporate your business as a C or an Use your appendix to provide supporting documents or other materials
S corporation, form a general or limited partnership, or if you're that were specially requested. Common items to include are credit histo-
a sole proprietor or LLC. ries, resumes, product pictures, letters of reference, licenses, permits,
Use an organizational chart to lay out who's in charge of what in patents, legal documents, and other contracts.
your company. Show how each person's unique experience will con-
tribute to the success of your venture. Consider including resumes or
CVs of key members of your team.
Service or Product Line TRADITIONAL BUSINESS PLAN CHECKLIST
Describe what you sell or what service you offer. Explain how it ben-
efits your customers and what the product lifecycle looks like. Share • Executive summary • Service or product line
your plans for intellectual property, like copyright or patent filings. If • Company description • Marketing and sales
you're doing research and development for your service or product,
• Market analysis • Funding request
explain it in detail.
• Organization and • Financial projections
Marketing and Sales management • Appendix
There's no single way to approach a marketing strategy. Your strat-
egy should evolve and change to fit your unique needs.
20LOCAL BUSINESS ASSISTANCE
LEAN STARTUP PLAN FORMAT
You might prefer a lean startup format if you want to explain or start your business quickly,
your business is relatively simple, or you plan to regularly change and refine your business plan.
Lean startup formats are charts that use only a handful of elements to describe your Want to see
company’s value proposition, infrastructure, customers, and finances. They’re useful for
visualizing tradeoffs and fundamental facts about your company. an example
There are many versions of lean startup templates, but one of the oldest and most well known
is the Business Model Canvas, developed by Alex Osterwalder. You can search the web to find free
templates of the Business Model Canvas, or other versions, to build your business plan.
of a business
We’ll discuss the nine components of the Business Model Canvas version here. plan?
Key Partnerships
View examples of both
Note the other businesses or services you’ll work with to run your business. Think about
suppliers, manufacturers, subcontractors and similar strategic partners. business plan formats at
Key Activities sba.gov/business-guide/
List the ways your business will gain a competitive advantage. Highlight things like selling plan/write-your-business-
direct to consumers or using technology to tap into the sharing economy. plan-template
Key Resources
List any resource you’ll leverage to create value for your customer. Your most important
assets could include staff, capital, or intellectual property. Don’t forget to 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
LEAN STARTUP PLAN
Describe how customers will interact with your business. Is it automated or personal? CHECKLIST
In person or online? Think through the customer experience from start to finish.
• Key partnerships
Customer Segments
• Key activities
Be specific when you name your target market. Your business won’t be for everybody,
so it’s important to have a clear sense of who your business will serve. • Key resources
Channels • Value proposition
List the most important ways you’ll talk to your customers. Most businesses use a mix • Customer relationships
of channels and optimize them over time.
• Customer segments
Cost Structure
Will your company focus on reducing cost or maximizing value? Define your strategy, • Channels
then list the most significant costs you’ll face pursuing it. • Cost structure
Revenue Streams • Revenue streams
Explain how your company will actually make money. Some examples are direct sales, mem-
berships fees, and selling advertising space. If your company has multiple revenue streams,
list them all.
If you fail to plan, you
are planning to fail.”
Benjamin Franklin
21LOCAL BUSINESS ASSISTANCE
both in and out of the contiguous United States.
Boots to Business: Reboot delivers the Boots to Business
curriculum to veterans of all eras, members of the National Guard
and Reserve, and military spouses in their local communities.
Register for either program at https://sbavets.force.com.
If you’re a service-disabled veteran or a spouse, the SBA’s Service-
Disabled Veteran Entrepreneurship Training Program provides guidance
on starting or growing your small business, visit sba.gov/ovbd.
Interested in doing business with the government?
Veteran-owned and service-disabled veteran-owned small
businesses interested in federal contracting opportunities
can receive training through the Veteran Federal Procurement
Entrepreneurship Training Program. This program is administered
by the Veteran Institute for Procurement, which offers a platform
with three training programs to assist veterans: VIP Start, VIP Grow,
and VIP International.
»» VIP Start is for companies wanting to enter the federal market
and become ready for procurement. Nearly 200 veteran-owned
Jack Goodison, a veteran,
grew his business in North businesses from 29 states plus Washington, DC have graduated
Kingstown, Rhode Island, from the program.
J. Goodison Co., with the
help of an SBA-guaranteed »» VIP Grow is the core curriculum which assists companies in
504 loan. developing strategies to expand and operate within the federal
marketplace. More than 700 veteran-owned businesses from 42
Programs
states plus DC and Guam have graduated from this program.
»» VIP International is for companies that want to enter or expand
their federal and commercial contracting opportunities overseas.
for Veterans
Loan Fee Relief
To encourage lending to members of the military community who want
to start or grow their business, the SBA reduces upfront guarantee fees
on select loans. That means the cost savings will be passed down to
Members of the military community can start and
you, the eligible veteran or qualifying military member. To learn more,
grow their small business with the help of SBA contact your local SBA district office or ask your SBA Lender about the
programs. Veterans Advantage program, sba.gov/loans.
Need entrepreneurship training?
Entrepreneurship training is available through the SBA’s programs Learn about the Service-Disabled Veteran-Owned
for veterans, sba.gov/veterans, at military installations around the
Small Business certification program on page 49.
world. These programs are open to active duty service members,
those transitioning out of service, National Guard and Reserve
members, veterans of all eras, and military spouses. Connect
to other entrepreneurs and your local network of SBA Resource
Partners through these services and programs.
Veterans Business Outreach Centers, sba.gov/vboc, provide Have an employee who
business training and counseling to those interested in starting, was called to active duty?
purchasing, or growing
a small business. Ask your local SBA district office or lender about the
Boots to Business is an entrepreneurial education and training Military Reservist Economic Injury Disaster Loan
program offered by the SBA as part of the Department of Defense’s program. If you meet the eligibility requirements,
Transition Assistance Program. Service members transitioning out of you may receive funds that enable your business to
active duty and military spouses are eligible for Boots to Business. meet ordinary and necessary operating expenses
During the course, you explore business ownership and other self- when an essential employee is called up to active
employment opportunities while learning key business concepts. You duty in the military reserve.
will 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 that host the Transition Assistance Program,
22LOCAL BUSINESS ASSISTANCE
Programs for
Entrepreneurs
SBA’s Emerging Leaders program helps grow businesses.
Business executives looking for their next educational opportunity will find it in the SBA’s
Online
Emerging Leaders program.
Participants in the intense seven-month Emerging Leaders entrepreneurship program
Resources for
are selected through a competitive process. The program fosters a learning environment
that accelerates the growth of high-potential small businesses, while providing training Entrepreneurs
and peer networking sessions. Emerging Leaders graduates have reported gaining more Find free short
than $300 million in new financing and securing over $2.16 billion in government contracts. courses and
For information about the Emerging Leaders program, visit sba.gov/emergingleaders.
learning tools
to start and
grow your small
business at sba.
gov/learning. The
SBA’s free Online
Learning Center is a great
resource for every entrepreneur,
especially rural business owners
looking for easy access to vital
business training.
Courses include:
• writing your business plan
• small business legal requirements
• small business financing options
• digital and traditional marketing to
win customers
• disaster recovery
• cyber security and crime prevention
Entrepreneurs receive business
counseling and assistance at the
Philadelphia SBA district office in
King of Prussia.
23local success story
Mohammad
Hobab
CEO, DELI DELICIOUS FR ANCHISING
Fresno, C A
About 20 years ago, the Hobab family • What challenge did you have? I wanted to keep growing by expanding into a
purchased a small sandwich shop new market, a bakery, but I didn’t qualify for traditional financing to build my
in Fresno with the goal of treating own space. I wanted a competitive fixed-rate mortgage with affordable terms,
customers like guests in their home. so I went to an SBA Lender.
With the help of SBA financing and
counseling, Deli Delicious has become • What was the SBA solution? In 2018, DD’s Bakery in Fresno was built and
a franchise, providing Hobab hospi- financed with an SBA 504 Certified Development Company Loan. I also
tality to customers in 28 cities across received guidance from a local SCORE mentor, an SBA Resource Partner,
California. The company has grown to help with our expansion. Our 10,000-square-foot bakery makes all the
from its original Fresno location to gourmet bread used by Deli Delicious locations across California. The bakery
53 restaurants, serving Deli Delicious created ten new jobs, and it can produce 1,000 loaves of bread daily.
sandwiches the Fresno Bee has consis-
tently named the region’s best. • What benefit did this have for you? Deli Delicious can maintain the strictest
standards of quality for our sandwiches because we make our own bread in a
new facility. In 2017, the International Franchise Association presented us with
the Ronald E. Harrison Award, which recognizes companies that have made
significant contributions to minorities in franchising. Deli Delicious is now a
multimillion dollar company employing 19. As part of my desire to give back to
the community, employees from Deli Delicious volunteer as mentors assisting
other entrepreneurs. My company has also established a scholarship program
benefitting students pursuing careers in business and the hospitality industry.
The SBA helped us achieve our American dream of successful business owner-
ship, so now we’re helping others do the same.
24COURTESY OF DELI DELICIOUS FRANCHISING
The SBA helped us achieve our American dream
of successful business ownership, so now we’re
helping others do the same.”
Mohammad Hobab
CEO, Deli Delicious Franchising
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