JOB INITIATIVE

VETERANS

ASSISTANCE

INTERNATIONAL

TRADE

BUSINESS &

TECHNOLOGY

INCUBATORS

GOVERNMENT

CONTRACTINGArizonaSmall BusinessSuccess Starts Here

TECHNOLOGY

2014SUCCESSAWARDS

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The network’s ability to accuratelymeasure and report economic impactdata makes it possible to gage the trueeconomic impact of its clients on theArizona economy. The AZSBDCNetwork measures its impact on keyperformance indicators including jobcreation and retention, new businessstarts, sales increases, capitaldevelopment and governmentcontracts received. A detailed systemof checks and balances ensures thatthe numbers that are reportedrepresent the true impact on theArizona state economy. Clients sign anagreement for services and are polledon a regular basis to track the impactof AZSBDC services on their company. Reported economicimpact is first substantiated by the client before it is enteredinto our management information system. It is thenreviewed by the Center Director. An additional review by theNetwork’s Associate State Director who overseesperformance and operations is conducted to assess the

validation and appropriate attribution. Reports of highimpact growth may be required to be verified by a third partysuch as formal financial statements, loan documents or aDun & Bradstreet report before the economic impact isreported by the AZSBDC. A national initiative is underway toensure that all SBDC networks follow a similar process whenreporting economic impact for their regions.

Accuracy Matters – Understanding Economic Impact

www.maricopa.edu

Chandler-Gilbert | Estrella Mountain | GateWay | Glendale | Mesa | Paradise Valley | Phoenix | Rio Salado Scottsdale | South Mountain | Corporate College | Maricopa and Southwest Skill Centers

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Arizona Small Business DevelopmentCenter Network State Office2411 W. 14th Street, Suite 112 | Tempe, AZ 85281www.azsbdc.net | 480.731.8720

Janice C. Washington, CPAState Director

Janice BarhamAssociate State Director, Performance & Operations

Larisa GreenbandManager, Technology & MIS

Annette MillerAdministrative Assistant, State Office

Patricia Rhodes, M.Ed.Manager, Marketing & Public Relations

Hosted by:

The statewide AZSBDC Network is honoredto be hosted by the Maricopa CountyCommunity College District.

In Partnership with:

The AZSBDC Network is funded in partthrough a cooperative agreement with theU.S. Small Business Administration. Allopinions, conclusion or recommendationsexpressed are those of the author(s) anddo not necessarily reflect the view of theSBA.

Accredited by:

The AZSBDC Network is a fully accreditedmember of the Association of SmallBusiness Development Centers. Theaccreditation process, conducted on behalfof the SBA, is based on the MalcolmBaldridge standards of quality and must becompleted every five years. We are proudto boast, in 2013, the AZSBDC received fullaccreditation with no conditions and threecommendations.

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Measurable Impact, Statewide SuccessOn behalf of the Arizona Small Business Development Center (AZSBDC) Network,welcome to the 2014 Success Awards celebrating small business excellence throughoutour state! For over 25 years, the AZSBDC has been Arizona's largest and most accessiblestatewide source of assistance for small businesses in every stage of development. OurNetwork has 26 SBDC locations and six Arizona Procurement Technical Assistance Center(AZPTAC) locations across Arizona. The AZSBDC is accredited by America’s SmallBusiness Development Centers, and is an innovative partnership among nine communitycolleges, one non-profit, the U.S. Small Business Administration and the Department ofDefense.

Each Center provides confidential no-cost, one-on-oneadvising to Arizona businesses and community members whoare starting a new business and growing existing ones.Quality training services are provided at no cost or low costs.We are proud to help small businesses succeed and make aneconomic impact in their communities.

This year, we are celebrating our 25th Anniversary! During thelast decade alone, we served more than 21,000 clientsthrough one-on-one counseling and taught more than 80,000business owners in workshops and training sessions. Duringthat same time period the AZSBDC helped businesses createor retain more than 20,000 jobs; increase sales by morethan $804 million; create nearly $629 million in capital andassist more than 2,600 new businesses to start in Arizona.

The Network is a great investment! For every dollar spent on the AZSBDC Network lastyear, Arizona small business clients increased sales by $17 and accessed $12 in newcapital. On average, six jobs were created or retained every work day last year with the helpof AZSBDC programs and services.

Our Network utilizes high impact strategic initiatives designed to help Arizona smallbusinesses achieve strong economic impact through: international trade assistance; smallbusiness counseling to incubators around the state; support for Veteran ownedbusinesses; targeted assistance for technology businesses; and guidance withgovernment procurement contracts.

The AZSBDC Network is here with a comprehensive business model of programs andservices to guide and support the growth and development of local businesses. Today, wecelebrate the difference we make when we connect together and intentionally supportsmall business success and sustainability. This is vital for the health and strength of oursmall businesses, communities and the entire State of Arizona.

Janice C. Washington, CPAState Director

Janice C. Washington, CPAState Director

AZSBDC Network State Team: Annette Miller, Patricia Rhodes, Janice Barham and Larisa Greenband

2013 Economic Impact At-A-GlanceWe’re helping to rebuild the Arizona

economy, one business at a time

Summarizing AZSBDC Network Performance in 2013:

Clients Served Counseled 3,423 Attended Training 4,495Jobs Created 1,130Jobs Retained 273Business Starts 347Capital Formation $55,433,738Increased Sales $75,996,190Contracts Awarded $13,459,320Total Loans 106Total Loans Value $21,779,047 ** included in capital formation

The AZSBDC brings assistance to every level of the economy.We serve a broad range of

constituents, including women, minorities and Veterans:

46.1% of our business counseling clients were women;

17.7% were minorities; and18.8% were Veterans.

55.6% of our training clients were women;

18.5% were minorities; and12.0% were Veterans.

Our small business clients increased their collective sales by nearly $76 million. On the average, every dollar spent on the AZSBDC Network helped an Arizona small business client to increase his or her sales by $17;

More than $55 million in loans and other capitalization was secured by our clients. On the average, every dollar spenton the AZSBDC Network helped an Arizona small business client to access $12 in new capital;

An impressive 1,403 Arizona jobs were created or retained by our clients. That’s an average of six jobs created or retained every work day last year with the help of AZSBDC programs and services;

Nearly 3,500 small businesses sought one-on-one counseling from the AZSBDC.

Nearly 4,500 attendees participated in AZSBDC workshops or events.

Nearly 350 businesses were started by AZSBDC clients.

Summary: The Arizona SBDC Network is a successful program that uses funds wisely and has a positive, statewide impact that reaches throughout the community. Demand is increasing, our role is expanding and we are making the most of our resources. Our continued ability to help Arizona small businesses start, survive and succeed will be assured with continued funding and program support. The AZSBDC is funded through a cooperative agreement with the SBA and local hosts. The host for the state network is the Maricopa County Community College District. All ten SBDC Center hosts are listed below. Special thanks to these local partners.

Learn more at www.azsbdc.net

Summarizing AZSBDC Network Performance in 2013:

AZSBDC State Network | Making a Big Difference for Small Business in ArizonaHosted by: Arizona Western College | Central Arizona College | Cochise College | Coconino Community College

Eastern Arizona College | Maricopa Community Colleges | Microbusiness Advancement Center | Mohave Community CollegeNorthland Pioneer College | Yavapai College

Specialty Program: Arizona Procurement Technical Assistance Center Network

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Who We AreThe Arizona Small Business Development Center Network has been Arizona’s largest and most accessiblestatewide source of assistance for small businesses in every stage of development. Our Network has 26SBDC locations across Arizona and six Arizona Procurement Technical Assistance Centers or PTACsstatewide. The AZSBDC is an innovative partnership among nine community colleges, one non-profit, theU.S. Small Business Administration and the Department of Defense. Our Network has been opening doors toopportunity in Arizona since 1988 and we are celebrating 25 years of facilitating small business success.

Additionally, the AZSBDC is an accredited member of America’s Small Business Development Centers. Theaccreditation process, conducted on behalf of the SBA, is based on the Malcolm Baldridge standards ofquality and must be completed every five years. We are proud to boast, in 2013, the AZSBDC received fullaccreditation with no conditions and three commendations.

Our mission is to provide high quality, high-impact one-on-one counseling, resource assistance, and trainingto preserve and create small business jobs and revenue, and to facilitate capital formation throughoutArizona at no cost or low costs to businesses.

What We DoEach Center provides confidential no-cost, one-on-one advising by knowledgeable counselors with real-lifebusiness ownership and management experience to Arizona businesses and community members who arestarting a new business and growing existing ones. Many training services are also provided at no cost orlow cost. These valuable workshops, conference and training programs deliver important information andhelp cultivate necessary skill sets. The results of these efforts are measured in actual economic impact,which is documented by our Network and by each of our Centers, and reported to the SBA as our primaryprogram sponsor, and to the ASBDC, as our accreditation compliance partner. We are proud to help smallbusinesses succeed and make an economic impact in their communities.

U.S. Small Business Administration (SBA)The AZSBDC is funded through a cooperative agreement with the SBA. Our Network undergoes regularprogram and operational reviews and is thankful for the guidance, participation and support of SBA ArizonaDistrict Director Robert Blaney, Deputy District Director Shivani Dubey and the entire SBA Region IX team.

PartnersThe AZSBDC Network is fortunate to enjoy beneficial partnerships with agencies, organizations, associationand public and private entities. These partnerships impact every area of small business development,education, training, funding and growth — both in Arizona and across the U.S.

Arizona Small BusinessDevelopment Centers and Their Hosts

AZSBDC Network and Maricopa Community Colleges SBDC

Maricopa County Community College District, Tempe

Arizona Western College SBDCArizona Western College, Yuma

Coconino Community College SBDCCoconino Community College, Flagstaff

Cochise College SBDCCochise College, Sierra Vista

Central Arizona College SBDCCentral Arizona College, Casa Grande

Eastern Arizona College SBDCEastern Arizona College, Thatcher

MAC SBDCMicrobusiness Advancement Center, Tucson

Mohave Community College SBDCMohave Community College, Kingman

Northland Pioneer College SBDCNorthland Pioneer College, Show Low

Yavapai College SBDCYavapai College, Prescott

Who We are, What We DoArizona’s Statewide Network

for Small Business Assistance

After retiring from the automotivedistribution industry in 1995,Howard Fleischmann Sr. helpedhis grown children finance a tirestore that they had purchased.Over the next few years, the familyaccumulated eight stores,including four that Fleischmannbought himself. The expandedfamily-run operation appeared tobe running smoothly andFleischmann tried retirement onceagain.

In 2003, the bank called andFleischmann learned that internalembezzlement at Community TirePros had cost the company itscredit line and placed it in danger.He then returned to take over thecompany’s management. It was during this time HowardFleischmann Sr. and his son Howard Fleischmann Jr.discovered the Maricopa Community College SBDC andBusiness Analyst Michael D'Hoostelaere. D’Hoostelaerementored the pair in finance, marketing and strategicbusiness planning.

Community Tire Pros has been in business for 23 yearsnow and operates six shops around the Valley. It is thefirst tire dealer in Arizona to cater to the female clienteleand their needs in the automotive industry. Targetmarketing has proven to be a successful strategy for thecompany. “I asked my managers who their favoritecustomers were and they said women,” Fleischmannnoted. “Women customers don’t tell the technicians howto fix the car and, once the job is done well at a fair price,they keep coming back. Understanding this changed ourbusiness dramatically and helped us to make strategic

choices,” Fleischmann said.

“We do business just a bit different,” says Fleischmann.“We engage and create facilities of the clients’ comfort,hire advisors with talent at the counter as well as certifiedtechnicians working on vehicles. We never sell a client,our mantra is ‘we advise — you decide.’ We have themost up-to-date equipment to diagnose the ever-changing technology in today’s vehicles. Our teams arevery conscious of always going above and beyond —‘Do the Right Thing!’ We are locally owned and give backto the communities where we do business,” statesFleischmann. As a leader in the community forequality, Community Tire Pros practices inour six locations that everyone iswelcomed. Community Tire Pros is amember of AskPatty.com, certified as aFemale Friendly facility and dedicated

to give a pleasurable repairexperience with utmost respect andthe chance to educate clients ontheir vehicles with safety prioritiesat the forefront.

Community Tire Pros and AutoRepair prides itself on beinglocally owned and a member ofthe community. Team members areencouraged to seek ways to give backto those communities where CommunityTire Pros does business. Whether its giving a usedcar to a young mother through Helping Hands forSingle Mothers, supplying much needed blanketsfor LGBT youth on the street, serving food athomeless shelters, or other outreach efforts,Community Tire Pros is committed to theircommunity. The newest community project is the“Community Tire Salsa Garden.” This is an actualvegetable garden located in two lots across fromthe corporate facility at Central and Durango. Thisgeneral vicinity is called a food desert, simplybecause there is no grocery store within 3-5 miles.This project will engage, involve, create curiosityand educate through growing vegetables. Thisself-sustaining garden will have aspects to includechildren and adults as volunteers and in returngive vegetables from the harvest based on hoursdonated. Thus far, since April 2013, theCommunity Tire Salsa Garden has managed to giftmore than 700 pounds of food to this community,

even after withstanding the 122degree summer. The garden willsoon encompass cooking,children’s seasonal projects,harvesting, recycling and work withthe Friendly House charter schoolacross the street for campusgardening activities. To read moreabout the garden check outcommunitytiregarden.org forupdates.

When asked what his secret tosuccess was, Fleischmann replied,in today’s market place a smallbusiness owner must be betterthan ever before. We all must havegood knowledge of finance,funding, taxes property, employeeretention, rewards, discipline,

healthcare rules, negotiations, and the list goes on andon. The Maricopa Community Colleges SBDC canprovide all of the support necessary to help a businessowner work through these issues if you are willing toask. Michael D’Hoostelaere was a great fit for me as amentor. Since my financial knowledge was limited, and itis one of Michael’s many strengths, this became a majorasset. As many small business owners, I wasuncomfortable admitting to my short comings butMichael was able to open the doors without causing any

embarrassment and has taken me to a new level ofunderstanding. He has included me in projects

that involved others allowing my vision toexpand and we continue to work togetheras we have moved our company from $6million a year to a successful $10.6million in 2013. I cannot express enough

thanks to the SBDC for all the help!

Community Tire Pros and Auto Repairhas received multiple honors forexcellence, quality, customer serviceand community involvement. Recently,they were honored at the SpecialtyEquipment Market Association(SEMA) show in Las Vegas with the

2013 National, Canada and Mexico“Top Shop” Award Winner by Tire Review

magazine. This award indicates that Community TirePros are the best of the best. In 2010, Community TirePros was honored as one of the TOP 5 SHOP finalist inthe Nation in Tire Review Magazine-Tire Industry. Theyhave received the AAA TOP SHOP Award for four yearsrunning, the AZ Central Reader’s Choice Award in 2012and 2013. One Community “Spotlight on Success”award, were honored by being the 2013 Phoenix GayPride Grand Marshalls, among other outstandinghonors.

Community Tire Pros & Auto Repair H Phoenix, AZ

Fast FactsCommunity Tire Pros and Auto RepairOwner: Howard Fleischmann Sr., Claude Case,

Kim Sigman, Howard Fleischmann Jr.Address: 123 E. Durango Street, Phoenix, AZ 85004Phone: 602.569.4930Website: www.communitytirepros.comBusiness Began: 1991Employees at Startup: 62013 Employees: 52First Year Revenues: $630,0002013 Revenues: $10,665,000Startup Capital: $100,000Source of Initial Capital: Owner Investment –

Howard Fleischmann Sr.SBDC Counselor:

Michael D’HoostelaereMaricopa Community Colleges SBDC108 N. 40th Street, South BuildingPhoenix, AZ 85034 | 480.784.0597

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Kim Sigman with Pat and Howard Fleischmann Sr. Owners, Community Tire Pros & Auto Repair

Arizona Western College SBDC1351 South Redondo Center DriveSuite 101 | Yuma, AZ 85365http://awc.azsbdc.net | 928.317.6151

The Arizona Western College SBDCteam served 327 counseling clientsand 106 training clients in 2013.

Daniel Bombard had worked at YumaOffice Equipment for many years andhad grown with the company. When theformer owner was planning to retire,Bombard began discussing purchasingthe business. With this transition inmind, Bombard first approached theArizona Western College (AWC) SBDCfor assistance. Bombard says theadvice he received from the AWC SBDCboth justified the value of the businessand different pathways to complete thepurchase. Our discussions not onlyjustified the business valuation buthelped to develop the business plan for

managing thebusiness. Once thathurtle wasaccomplished, Bombard beganthe financial training to becomea better manager of thebusiness by enrolling in ProfitMastery training through theAWC SBDC. It was after thistraining Bombard acknowledgeshe learned the value of workingon his business was as much ormore important than working inthe business.

“Randy Nelson was extremely helpful by providing aprofessional level of analysis and insight on what ithas taken for my success. The financing, financialmanagement, social media education and just beinga resource for small businesses is an amazing toolevery business owner should be aware of and I’m sopleased I did,” acclaims Bombard.

Bombard also acknowledges the valuable insightthat came through the SBDC counseling that moresales did not always mean the company would show

more profits, or was stronger. The key to successwould always be managed growth.

One key area that helped the company navigate thegreat recession is now also leading the growth of thecompany, investment in professional development.Yuma Office Supply has invested in employeetraining and is now the area leader in computerrepair, computer networking, and IT services andequipment sales. Additional skills have allowed thecompany to develop new revenue streams to offseta declining industry.

Today, not only has Yuma Office Supply surviveda change in ownership, but in fact has thrived.Every job has been retained while the companyhas grown revenues through new and innovativetechnologies and service offerings. Yuma OfficeSupply has added new product lines andreinvented the way it can be an IT partner withany entity in the area.

Yuma Office Supply is the uncontested leader inoffice equipment and IT solutions in our area.

Yuma Office Equipment H Yuma, AZ

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Fast FactsYuma Office EquipmentOwner: Daniel BombardAddress: 340 S. Main Street,

Yuma, AZ 85364Phone: 928.246.3765Website:

www.yumaofficeequipment.com/Business Began: 2000Employees at Startup: 152013 Employees: 15First Year Revenues: $2,500,0002013 Revenues: $2,500,000Startup Capital: $750,000Source of Initial Capital:

Owner carrySBDC Counselor:

Randy NelsonArizona Western College SBDC 1351 S. Redondo Center DriveYuma, AZ 85365928.317.6151

Arizona Western College SBDC H Yuma, AZ

Daniel Bombard,Owner

Yuma OfficeEquipment

Arizona Western College SBDC Team: VanessaBlackburn and Randy Nelson

Dr. Glenn MaylerPresident

Arizona Western College

Jeff Babb was born with the spirit of anentrepreneur. When he was a kid, he used to walkaround to all the houses in his neighborhoodcollecting newspapers from their houses andattempting to resell them to the homeowners. Hepicked up odd jobs like picking dandelions for 10cents each—budding with creativity and taking fulladvantage of the neighbor’s generous offer, eachdandelion when presented for the payoff count hadmysteriously broken and reformed into smaller,separate dandelions. Since those early days, Babbhas grown up and reformed his ways, choosing tobuild a business based on honesty and integrityinstead of creative license. Babb explains, he metJim when he was working at the Central ArizonaCorporate Center. This meeting eventuallyintroduced Babb to the Small Business DevelopmentCenter and resources for small businesses. While astudent at Central Arizona College and working forthe Central Arizona College Corporate Center, Babbbecame involved in DECA (Distributive EducationClubs of America) and wrote a business plan for acompetition. Babb’s plan won an Award of

Excellence in the 2010 nationalcompetition in Kentucky. Though Babbhad always wanted to own his ownbusiness, he had thought up until thispoint that, if it were possible at all, hewouldn't be able to begin the processuntil he was much older and with yearsof experience. “It was the faith JimRhodes had in me and the skillslearned through the Central ArizonaCollege SBDC that helped me realizethat I didn't have to wait. I already havea marketable skill that is highly valued.”explains Babb. The SBDC helped Babbrevise his business plan, and with therevised plan in hand he was able to set

out into the world of commerce. In addition, JimRhodes introduced Babb to Scott Morin with theOasis Pavilion Nursing and Rehabilitation Center,where he was given the opportunity to bid on acontract to build their entire computer infrastructurefrom the ground up. After presenting his plan ofaction to Scott Morin, Babb was awarded thecontract and began working with Oasis Pavilion.During his time there, he was introduced to JosephOladukun with Oasis Home Health Care. Thisintroduction eventually led to Babb taking overmanagement of their computer infrastructure aswell. Thus was the beginning of a great smallbusiness providing a vital service to the communityand generating economic impact for Arizona.

Babb notes, “I couldn't have come as far as I havetoday without the help of Jim Rhodes and theCentral Arizona College Small BusinessDevelopment Center. With no startup capital, I havebeen able to turn what was once just an interest incomputers into a fast-growing business. I also hopeto one day be able to mentor others as I have beenmentored by Jim and the SBDC.”

Netswat H Casa Grande, AZ

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Fast FactsNetswatOwner: Jeff BabbAddress: 568 S. Tropical Drive,

Casa Grande, AZ 85122Phone: 520.582.5111Website: http://netswat.com/Business Began: 2010Employees at Startup: 02013 Employees: 0First Year Revenues: $7,0002013 Revenues: $40,000Startup Capital: NoneSource of Initial Capital: N/ASBDC Counselor:

Jim RhodesCentral Arizona College SBDC 540 N. Camino Mercado Casa Grande, AZ 85122520.840.3778

Central Arizona College SBDC H Casa Grande, AZ

Jeff Babb, owner of Netswat

Central Arizona College SBDC Team: Jim Rhodes, Lorrie Peña, Dan Shaffer and Jack Malpass

Central Arizona College SBDC540 N. Camino Mercado, Suite 1Casa Grande, AZ 85122www.centralaz.edu/biz520.494.6610

The Central Arizona College SBDC teamserved 82 counseling clients and 81training clients in 2013.

Doris Helmich, Ed.D.President & CEO

Central Arizona College

Cochise College SBDC Team: Bob Mucci, Mark Schmitt and

Rachel Norton

J. D. Rottweiler, Ph.D.President

Cochise College

Cochise College SBDC901 N. Colombo, Room 717Sierra Vista, AZ 85635www.cochise.edu/sbdc | 520.515.5478

Satellite LocationCochise College Douglas CampusAdministration Building, Room 1064190 W. Highway 80 | Douglas, AZ 85607

The Cochise College SBDC team served 581 counselingclients and 1,477 training clients in 2013.

Unmanned Aviation and Global Securityare Thompson-Wimmer’s corecorporate pillars. They are committedto providing smart solutions to thechallenges faced in unmanned aircrafttechnology integration and pioneeringmethodologies in global security.Guided by their strong commitment toexcellence within these arenas,Thompson-Wimmer Inc. desires to leadthe way to a safer global culture andmore robust global economy. As asmall business located in Sierra Vista,Arizona they are well adept inperforming research and training forindustry and government clients.

According to Brian Wimmer, Owner,Thompson-Wimmer, Inc. is a leader ininnovative services that meet the uniqueneeds of their clients. They currently delivertechnology and personnel to implementprogram management, procurement andadministrative task support, and are assisting with avariety of projects critical to the security of themilitary, law enforcement, transportation and criticalinfrastructure.

Thompson-Wimmer, Inc. has been a trusted andreliable partner in support of C4ISR (Command,Control, Communications, Computers, Intelligence,Surveillance and Reconnaissance) platforms andoperations for government agencies and industryleaders. The Thompson-Wimmer team hasextensive experience in providing advanced technicalknowledge, along with military technical electronicsknowledge, software and hardware installation,scheduling and maintaining complex C4ISR systemsin accordance with the Department of Defense and

Department of Homeland Security standards. Theyapply their technical skills to enhance theircustomer’s ability to have both the information anddecision making advantage.

Brian Wimmer acknowledges, “Mark and his teamhave been instrumental in connecting us to the rightpeople and the right information to grow ourbusiness. As a community and business leader,Mark is our solution to overcoming challengesrelated to international trade and businessdevelopment opportunities. Over the last severalyears Mark has continued to demonstrate hisleadership and knowledge which has led to ourgrowth and confidence as a company and teamenabling us to compete on a global scale with otherlarge corporations.”

Fast FactsThompson-Wimmer, Inc.Owner: Trish Thompson and

Brian WimmerAddress: 500 E Fry Blvd. Suite M-1,

Sierra Vista, AZ 85635Phone: 520.458.2765Website:

www.thompsonwimmer.comBusiness Began: 2010Employees at Startup: 22013 Employees: 15First Year Revenues: $02013 Revenues: $2.5 MillionStartup Capital: $10,000Source of Initial Capital: Line of

Credit, Capital Active Funding –Phoenix Inc.

SBDC Counselor: Mark SchmittCochise College SBDC901 N. Colombo AvenueSierra Vista, AZ 85635520.515.5478

Thompson-Wimmer, Inc. H Sierra Vista, AZ

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Xxxxxx H XxxxxxxCochise College SBDC H Sierra Vista, AZ

From bottom left starting on left hand side of railing: Louie Brock, AndreaAspeytia, Pamela Barrett, Wendy Jacob, Susan Betancourt. Bottom right on

right hand side of railing and: Brian Wimmer, Trish Thompson.

Pizzicletta is the first business Caleb Schiff hasowned and the only kitchen he has evermanaged. He wanted a restaurant to be a sizethat would enable him to succeed by giving himthe ability to oversee all aspects of a fledgingbusiness. Schiff wanted to have hands not only inthe dough, but the hiring, bookkeeping,purchasing, and all the while having attention todetail. He wanted to know his way around everyphysical and fiscal nook and cranny. The simplemenu and overall size of Pizzicletta allowed himto do just that, and equally as important, focuson making a pizza that would stand out amongstthe sea of slices and styles that are available inFlagstaff. Making pizza is his passion. It issomething he loves to do. He didn’t want to losethat love and simultaneously wanted thebusiness to be an avenue toward a stableincome. Former restaurant owner and CoconinoCommunity College SBDC analyst Jim Hunterwas a perfect resource for Schiff.

Schiff spent time in Europe before he consideredopening a restaurant and it was there that herecognized and began to embrace the belief thatless is more. Such a place –where less is more— was missing in the Flagstaff food scene. Tostand out and enable success, he knewPizzicletta couldn’t be just another pizza place,so he set out to combine a model of old-worldsimplicity with a kitchen that was inspirational inits food and wine. Pizza, home-made gelato, aunique selection of wine and beers, and friendly,knowledgeable and unpretentious serviceestablished the perfect recipe for success. Withthat model he has relied on word-of-mouthreferrals since day one. Therefore, advertisingexpenses rarely exceed $100 a month. Each dayis new and fresh. Schiff says he learnssomething new every day and still makesmistakes, but feels like his business has hit acomfortable stride in 2013. Pizzicletta has beenrecognized as an Arizona Highways top 25restaurants, Phoenix Magazines top 50restaurants, and three times in Sunset Magazine.His loyal customer base is expanding and salesare increasing!

Schiff gives significant credit for the execution ofhis business plan to support and advice from theCoconino Community College SBDC. “Jim Hunterwas an invaluable resource! He walked methrough cash flow spreadsheets, amortization ofloans and pay-off times, in addition to adviceabout employee retention, pricing, customerengagement and future growth. Many ambitiousentrepreneurs across the country have reachedout to me for advice and one of my firstrecommendations is to seek out and approachtheir local SBDC for guidance.”

Coconino Community College SBDC Team: Bret Carpenter, Magi VanCleave and Jim Hunter

Leah Bornstein, Ph.D.PresidentCoconino

Community College

Pizzicletta H Flagstaff, AZ

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Fast FactsPizziclettaOwner: Caleb SchiffAddress: 203 W. Phoenix Avenue,

Flagstaff, AZ 86001Phone: 928.774.3242Website: http://pizzicletta.com/Business Began: 2011Employees at Startup: 62013 Employees: 9First Year Revenues: $260,0002013 Revenues: $350,000Startup Capital: $115,000Source of Initial Capital: Owner

Investment and Private LendersSBDC Counselor:

Jim HunterCoconino Community College SBDCPage/Lake Powell Campus 475 S. Lake Powell Blvd.Page, AZ 86040928.526.7653

Coconino Community College SBDC H Flagstaff, AZ

Coconino Community College SBDC3000 N. 4th Street | Flagstaff, AZ 86004www.coconino.edu/sbdc | 928.526.7653

Satellite LocationCoconino Community College Page/Lake Powell Campus475 S. Lake Powell Blvd | PO Box 728Page, AZ 86040

The Coconino Community College SBDCteam served 243 counseling clients and101 training clients in 2013.

Caleb Schiff, Owner, Pizziceletta

Who could have guessed that a first date on aPolaris quad would turn into a marriage andeventually purchasing and owning their ownPolaris dealership, but that is exactly how thingsturned out for Lance and Terri Shupe, owners ofGila Valley Polaris in Safford. “Our first date wasliterally me on the back of Lance’s quad, runningout through the desert and him showing off doingwheelies” says Terri. Since that date, the Shupe’shave had a long history throughout their lifetogether with Polaris off-road vehicles so theireventually having the opportunity to purchase aPolaris franchise was very fitting.

Lance had been in law enforcement for almost 18years, but due to numerous shoulder surgeries, wasnow facing a medical retirement from the force andtrying to decide what to do next. “I had alwayswanted to do some kind of business but the rightone really never came along. I knew at some point Iwas going to, but this opportunity came along muchearlier than expected” says Lance. Lance and Terrihad been long time and regular customers of GilaValley Cycle and Ski, an off-road vehicle dealershipthat had been in business for over 20 years. Achance conversation about Lance’s upcomingretirement with the owner caused the future hopesto become current opportunities. “He just asked meif I wanted to buy the business and I told him Ineeded to think about it a little bit.” But Lance waiteda bit too long. When he finally got back to the owner,it was already in process of being sold to anotherpotential buyer, who was also a client of the SBDC.Terri’s casual comment to the owner as they walkedout that day was, “If it falls through, give us a call”. A short time later, the call came and the Shupe’swasted no time in getting things in order.

After making arrangements for personal and privateinvestors to assist in purchasing the business, Lance

and Terri approached Eastern Arizona College SBDCDirector Kevin Peck in August of 2013 with hopes ofgetting some assistance in working out all the littledetails. Terri was referred to the Eastern ArizonaCollege SBDC by her sister, another previous clientof the SBDC and by one of their investors. “We hadso many things to get organized, especially in tryingto get a business plan written that made sense,”Terri says. “Kevin really helped me gain theconfidence in what I was doing and what needed tobe a part of the business plan. He helped me makesense of everything that we needed to address. Ialways felt confident that we were in good handsand that he was helping us move this in the rightdirection”.

Eastern Arizona College SBDC provided additionalresearch on traffic counts, demographics andcensus information as well as assistance workingthrough details for the dealership agreement andapplication needed for the franchise. The Shupe’swere quickly approved and officially purchased thebusiness in October 2013 and changed the name toGila Valley Polaris.

Terri and Lance Shupe, OwnersGila Valley Polaris

Eastern Arizona College SBDC Team: Kevin Peck, Julie Davis, Charmaine Chidester

and Steve Burke

Mark Bryce, J.D.President

Eastern ArizonaCollege

Fast FactsGila Valley PolarisOwner: Lance and Terri ShupeAddress: 304 5th Street Highway 70,

Safford, AZ 85546Phone: 928.428.4694Website: www.gilavalleypolaris.comBusiness Began: 2013Employees at Startup: 22013 Employees: 5First Year Revenues: $355,900Startup Capital: $750,000Source of Additional Capital:

Private InvestorsSBDC Counselor:

Kevin PeckEastern Arizona College SBDC615 N. Stadium AvenueThatcher, AZ 85552928.428.8590

Gila Valley Polaris H Safford, AZ

11

Eastern Arizona College SBDC H Thatcher, AZ

Eastern Arizona College SBDC615 N. Stadium Avenue | Thatcher, AZ 85552www.eac.edu/sbdc | 928.428.8590

Satellite LocationsPayson | Gila Community College Payson Campus201 Mud Springs Road | PO Box 359 | Payson, AZ 85547

Globe | Gila Community College Gila Pueblo Campus8274 Six Shooter Canyon Road | PO Box 2656Globe, AZ 85502

The Eastern Arizona College SBDC team served 119counseling clients and 265 training clients in 2013.

Dr. Maria Harper-MarinickExecutive Vice Chancellor

and ProvostMaricopa County

Community CollegeDistrict

Dr. Rufus Glasper,Chancellor

Maricopa CountyCommunity College

District

Three partners began triARC Architecture andDesign in 2006 enjoying immediate success andbegan to hiring staff. Their business continued tosoar in 2008 when the economy came to a haltgiving them a false sense of security. In 2010, therecession hit triARC and billings plummeted. Thedecision was made for one partner to leave in Mayof 2011, since the business could not sustain allthree. In September 2011, partners Jill Hamblenand Marlene Seitz met Maricopa CommunityCollege SBDC Business Analyst MichaelD’Hoostelaere in a business-mentoring program. Atthis time, revenues had plummeted to a low of 25%of their monthly expenses. D’Hoostelaere guidedthe partners to outline their current situations andstrategize possible solutions without sugar coatingreality. Both Hamblen and Seitz agree, “We may notbe in business today without Michael’s help. Wewere frozen looking at the brutality of our situation.Michael, without fluff, communicated the realitiesand then helped us march through the actionrequired to save our business.”

Hamblen and Seitz made the toughdecisions, and within a year began toenjoy solid success, albeit with awatchful eye. Their new knowledge offinancial indicators allows for quickdecisions to be made when necessary. Inaddition, the partners establishedfinancial goals to pay off the businessdebt so they could feel financial freedomand avoid the SOS call they had to makein late 2011. Throughout 2012 and 2013,Hamblen and Seitz continued to receiveincreased knowledge and focus. triARCArchitecture and Design cut debt, hiredstaff based on our values, and outpacedtheir business financial projections in

2012 by 110% and by 113% in 2013. By the end of2013 they began paying off debt. When triARC’sdownturn started in 2011, they carriedapproximately $114K in debt. Over the next twoyears, the debt ceiling grew to $128K. But by theend of 2013, business debt had dropped to $75Kand is projected to be paid off in 2014. The next twoyears are forecasted to be growth years for triARC.This growth will not only be in size and revenues,but more importantly in continued businessacumen with the focus on company values, goalsand culture. The partners agree, “We finally feel thefinancial freedom we need to grow our business.Without a doubt the knowledge, guidance andopportunities opened to triARC by MichaelD’Hoostelaere and the Maricopa CommunityColleges SBDC are a huge factor in this success andgrowth. There were no other resources availablethat could have possibly provided the vastknowledge and means Michael at the SBDC has thelast two and half years. triARC is still around sevenand half years after opening their doors hugelybecause of Michael and the SBDC.”

triARC Architecture and Design H Phoenix, AZ

12

Fast FactstriARC Architecture and DesignOwner: Jill Hamblen and

Marlene SeitzAddress: 99 E. Virginia Avenue, Suite

175, Phoenix, AZ 85004Phone: 602.229.1100Website: http://triarcdesign.com/Business Began: 2006Employees at Startup: 32013 Employees: 6First Year Revenues: $788,0002013 Revenues: $634,000Startup Capital: $37,500Source of Initial Capital: Owner

InvestmentSBDC Counselor:

Michael D’Hoostelaere, MaricopaCommunity Colleges SBDC108 N. 40th Street, South BuildingPhoenix, AZ 85034480.784.0597

Maricopa Community Colleges SBDC H Tempe, AZ

Maricopa Community Colleges SBDC Staff:Back row: Sanjay Dhole, Jeff Swenson, CopeNorcross, Michael D'Hoostelaere, Tom Swann

Front row: Jenny Herschaft, Nancy Sanders, ClaudiaSmietana, Yvette Estrada Not pictured: Alicia

Marseille, Debra Roubik, Kristin Slice, Tom Fulcher

Marlene Seitz and Jill Hamblen, OwnerstriARC Architecture and Design

13

Maricopa Community Colleges SBDC H Tempe, AZ

Maricopa Community Colleges SBDCGateWay Community CollegeLead Center | 108 N. 40th StreetSouth Building | Phoenix, AZ 85034www.maricopa-SBDC.com480.784.0590

Satellite Locations• Avondale | Estrella Mountain

Community College Skill Center 3000 N. Dysart Road, Ocotillo HallRoom 199 | Avondale, AZ 85392

• Chandler | City of Chandler InnovationIncubator | 145 S. 79th StreetChandler, AZ 85226

• Mesa | Mesa Community College165 N. Centennial Way, Room 209Mesa, AZ 85201

• Peoria | Biolnspire13660 N. 94th Drive, Peoria, AZ 85381

• Peoria Chamber of Commerce16165 N. 83rd. Ave., #101 Peoria, AZ 85378

• Phoenix | Center for EntrepreneurialInnovation (CEI)275 N. Gateway Drive Phoenix, AZ 85034

• Phoenix | Paradise Valley Community College18401 N. 32nd Street, Building JRoom 101 | Phoenix, AZ 85032

• Scottsdale | Scottsdale Area Chamber of Commerce7501 E. McCormick Pkwy #202-NScottsdale, AZ 85258

• Surprise | AZTechCelerator12425 W. Bell Road, Suite 128Surprise, AZ 85378

• Surprise | Rio Salado Life Long Learning Center12535 Smokey Drive, Room 1037Surprise, AZ 85378

The Maricopa Community Colleges SBDCteam served 1,425 counseling clients and1,654 training clients in 2013.

Established in 1978, Rio Salado College is dedicated to providing innovative educational opportunities to meet the needs of today’s students. Rio Salado offers affordable access to higher education through college bridge pathways, community-based learning, corporate and government partnerships, early college initiatives, online learning, and university transfer.

RioSalado.edu

“Rio Salado College is proud to be a community partner of the Arizona Small Business Development Center Network. Together we facilitate business growth and success within our communities.”

Dr. Chris BustamanteRio Salado College President

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William LeedyExecutive Director

MicrobusinessAdvancement Center

Microbusiness Advancement Center SBDCTeam: Cheli Martinez, Karen Burns, Ellen

Kirton, Rick Loveland and Rosanna Bejarano

Microbusiness Advancement Center SBDC330 N. Commerce Park Loop, Suite 160Tucson, AZ 85745www.mac-sa.org/sbdc520.620.1241

The Microbusiness Advancement Center SBDCteam served 274 counseling clients and 456 training clients in 2013.

Mary Darling, principal owner of Darling Geomatics,didn’t dream of becoming a million dollar businessowner. She evolved into the position serendipitouslyas the consulting firm she was working for grew toofast and lost it all. Darling started as a sole proprietorgrowing her business from scratch in 1997. Aftertwo years, her husband Richard joined the effort andthey formed an S-Corporation. The couple crosstrained each other, Mary with her wildlife biologybackground taught Richard how to identifyendangered species of owls, desert tortoises falconsand more, while Richard, a land surveyor, taughtMary how to find section corners, run survey-gradeGPS equipment and jump out of helicopters in steepmountain terrain to find obscure survey monumentsin remote roadless areas.

In the beginning, Mary performed businessplanning, financial and marketing tasks as well asenvironmental and survey work. As the companygrew she took various business courses, securedbusiness loans and hired administrative staff.However, the business could only achieve certainlimits with any individual bank, so credit wasestablished with multiple banks. This left thebusiness cash strapped when the need forequipment financing or capital growth wasconsidered.

After 16 years of banking chaos, Mary exclaims, Imet with Ellen Kirton from the MicrobusinessAdvancement Center SBDC. She immediatelynoticed that I had more bank accounts and creditcard accounts for my company than I should. I hadlines of credit with four banks, business credit cardswith high balances, and an extremely expensivecredit card merchant agreement. Kirton used herfinancial expertise and banking insights from more

than 35 years of experience in the banking industryto provide my company with an incredibleperspective on our finances. Kirton’s objectiveanalysis of our books led me to consolidate all debt,lowering interest rates and bank fees more than50%. The new financial package included a singleline of credit with a low interest rate that is ample forour planned growth, a remote deposit machine tosave valuable time running to the bank, and lowinterest business credit cards for our employees thattravel paid from a single account. The savings alonethe first six months alone has been several thousanddollars, not to mention the time and peace of mindthat has been saved.”

Mary Darling testifies, “Our local Tucson SBDC is thebest business resource I know, whether you arestarting a business or a mature enterprise. TheirProfit Mastery Course is a must not only forbusiness owners but, also for office managers andother upper division employees. Learning to look atour business the same way a banker looks at ourbusiness has changed the way I run the business.The results are amazing. 2014 will be our best profityear ever!”

Darling Geomatics H Tucson, AZ

14

Microbusiness Advancement Center SBDC H Tucson, AZ

Fast FactsDarling GeomaticsOwner: Mary and Richard DarlingAddress: UofA Tech Park,

9040 South Rita Road, Suite 2350,Tucson, AZ 85747

Phone: 520.298.2725Website: www.darlingltd.comBusiness Began: 1997Employees at Startup: 22013 Employees: 15First Year Revenues: $60,0002013 Revenues: $1.4 MillionStartup Capital: $30,000Source of Initial Capital: OwnersSBDC Counselor:

Ellen Kirton MAC SBDC330 N. Commerce Park Loop, Suite 160Tucson, AZ 85745520.620.1241

Rich DarlingMary Darling

Owners, Darling Geomatics

Three former military pilots foundedFlying Leap Vineyards, Inc. in 2010.These lifelong best friends withdiverse backgrounds in the wine andfarming industries – Mark Beres,Marc Moeller and Thomas Kitchensentered the Arizona wine businesswith a goal of developing a newbrand based on local, self-sourcedviticulture and high quality, small-batch winemaking.Flying Leap Vineyards is an Arizona domestic farmwinery based in Santa Cruz County. The companyspecializes in customer and community service, andhas extensive experience in operating wine tasting, fineart and retail sales operations across the region. Thiscommitted team of local family farmers, talentedwinemakers and passionate wine merchants grow aselect portfolio of both red and white wine grapes intwo vineyards, and they produce their fine wines at theirestate winery in Elgin, Arizona. They are proud to be aVeteran owned business and give back to otherveterans as the opportunities arise.

The first vineyard was planted in April 2011. The firstblock encompassed slightly more than 10 irrigatedacres of exclusive French, Italian and Spanish certifiedgrapevines on a 20-acre parcel in the KansasSettlement south of Willcox. Additional acreage wasplanted in 2012, completing the company’s first 20-acrefarm. In 2013, Flying Leap acquired the Canelo HillsVineyard and Winery in Elgin, which added another 6.5acres of mature vineyard acreage and gave thecompany an established foothold along Arizona’sfamous Sonoita/Elgin wine trail in the state’s onlyofficial American Viticultural Area.

With the acquisition of Canelo Hills, Flying Leapcommenced estate winemaking in 2013, producingnearly 1,500 cases from its initial combined harvests ofthe Block 1 vineyard in Cochise County and the estatevines in Elgin. The company’s Block 2 vineyard will bein production in August 2014, and an additional 8.5

acres are planned for 2015, withexpected initial production in 2017.Flying Leap is a small, local producerwith an annual vintage productionexpected to be about 3,000 cases ofestate wine by 2019.

Currently, Flying Leap Vineyardsowns and operates four tasting

rooms and three fine art galleries, which are located atits estate winery in Elgin and in historic downtownWillcox, Old Bisbee and Tucson’s St. Philips Plaza.Flying Leap’s award-winning wines are sold regionallyin specialty and major wine retailers.

Mark Beres, President and CEO of Flying LeapVineyards commends Karen Burns and theMicrobusiness Advancement Center SBDC team forbeing instrumental to Flying Leap Vineyards in teachingthem how to develop a comprehensive strategy forrequesting bank financing. “Karen showed us how toaccess the various sources of financing that wereavailable and how to communicate our needs to thoseentities. Most people entering into the business worldare generally familiar with traditional lending, such ascar loans and mortgages. But commercial lending is anentirely different world with unique requirements andspecifications,” remarks Beres. The MAC SBDC andKaren Burns in particular were instrumental in teachingus how to navigate these new waters. She helped usprepare bank loans requests, which were key in ussuccessfully securing the necessary capital to fullydevelop our Block 1 vineyard,” continues Beres. “Ourbusiness is fundamentally an agricultural enterprise andBurn’s extensive background in commercial agriculturallending was invaluable to Flying Leap Vineyards inshaping the business plan to include specific elementsof particular interest to commercial agricultural lenders.The MAC SBDC has been an important part of FlyingLeap Vineyard’s growth and development, and we areindeed truly fortunate to have them as a resource,”concludes Beres.

Flying Leap Vineyards, Inc. H Elgin, AZ

15

Fast FactsFlying Leap Vineyards, Inc.Owners: Mark Beres, Marc Moeller,

Thomas KitchensAddress: 342 Elgin Rd, Elgin, AZ 85611Phone: (520) 455-5499Website: www.flyingleapvineyards.com/Business Began: 2010Employees at Startup: 22013 Employees: 12First Year Revenues: $02013 Revenues: $279,000Startup Capital: $1.12 MillionSource of Initial Capital: Personal

Financial assets, Great Western Bank,Stock Purchases

SBDC Counselor:Karen BurnsMAC SBDC330 N. Commerce Park Loop, Suite 160Tucson, AZ 85745520.620.1241

AZSBDC Network Celebrates 25 Years of Small Business Success!

The Arizona Small BusinessDevelopment Center Network is

proud to have served smallbusinesses for 25 years! Ourconsistent commitment and

leadership will continue to guideentrepreneurs to generate

economic impact throughout thestate of Arizona.

Mohave CommunityCollege SBDC Team: Mark Retersdorf and

Lisa Card

Dr. Michael KearnsPresident

Mohave CommunityCollege

Rim Country Backhoe and Trucking, Inc. is a familyowned business, which began 23 years ago on apromise by a truck boss of "two weeks work" haulingaggregate on a road construction job outside ofPayson, Arizona. That was 1991, when Adam andKatherine embarked on their dreams to start a familyowned and operated business. The Greene’s workedhard to earn a reputation through honesty, hard workand quality service. They enhanced and broadened theirabilities in the excavating, transportation, landscapingand retail industries. These different venues have allmeshed and allowed the business to expand. Today,Rim Country Backhoe and Trucking, Inc. dba RimCountry's Rock N Yard, is a retail and services businesslocated in Bullhead City, Arizona specializing in "MakingYour Dirt Look Good!"

By 2008, Adam had logged well over 2 million miles,delivering decorative landscape rock to Las Vegas andthe surrounding areas. When business in Las Vegasplummeted, due to the economic downturn, theGreene’s were confident they had the experience andability to adapt and modify their business. Facing thesenew challenges and turning them into opportunitiescombined with the expertise that was provided byMohave Community College SBDC for furthereducation, training and developing a plan set the

business on a bright path for the future!

In 2010, the Greene’s seized the opportunity topurchase a competitors existing retail landscape rockyard. This became one of the best decisions they couldhave made. The Mohave Community College SBDCprovided guidance and assistance the Greene’s neededto apply for and successfully secure an SBA 504 Loanto purchase their current location.

In 2011, Katherine participated in the scholarshipprogram offered by SBDC and Mohave CommunityCollege to attend the NxLevel Program, which guidedher in the process of formulating and developing aBusiness Plan. Katherine continued expanding her

business knowledge by attending the Profit MasteryCourse in 2013. She also participated in the AZPTACprogram and continues to rely on SBDC trainingcourses and counseling to guide their business growth.The Greene’s realize they have the perfect blend with aretail landscape rock yard, transportation andcontracting services for a solid platform to organize asuccessful business. They have been able to apply all oftheir experiences to provide services to retail,construction/landscape contractors and municipalities,with a masterful landscape!

With the business’s increased market share, theGreene’s dream of a family owned business hasbecome a reality. The business will be able to employtheir oldest son, Brent Greene, who is a US MarineVeteran and his wife, Dominie beginning in 2014.Country's Rock N Yard has awesome customers whocome back to visit and purchase their rock and sendfriends and family referrals.

Adam affirms, “We have been blessed to live theAmerican Dream! The Mohave Community CollegeSBDC has been an asset to our growth. The expertisethat SBDC offers to small business owners is atestimony to their commitment to business owners.Thank you SBDC for partnering with us and giving usthe assistance, encouragement and training to pursueand strategize to become a successful business!”

16

Fast FactsRim Country’s Rock N YardOwner: Adam and Katherine GreeneAddress: 2963 Friendly Place,

Bullhead City, AZ 86442Phone: 928.704.7625Website: www.landscaperock4u.comBusiness Began: 1991Employees at Startup: 12013 Employees: 2 plus contact laborFirst Year Revenues: $60,0002013 Revenues: $505,000Startup Capital: $28,000Source of Additional Capital: SBA

504 Loan for $124,000 withMountain West Bank and MissionBank was secured with assistancefrom SBDC in 2010.

SBDC Counselor:Mark Retersdorf 1971 Jagerson AvenueKingman, AZ 86409928.757.0895

Rim Country’s Rock N Yard H Bullhead City, AZ

Mohave Community College SBDC1971 Jagerson AvenueKingman, AZ 86409www.mohave.edut/sbdc928.757.0894

The Mohave Community CollegeSBDC team served 89 counselingclients and 75 training clients in 2013.

Mohave Community College SBDC H Kingman, AZ

Katherine, Adam and Brent GreeneOwners and son, Rim Country's Rock N Yard

Northland Pioneer College SBDC Team: Jim Austin, Rich Chanick and Tracy Mancuso

Dr. Jeanne SwarthoutPresidentNorthland

Pioneer College

Tim and Laurie Sykes have workedfor many years in the restaurantindustry. Tim had always wanted toopen his own restaurant but it wasonly a dream because he couldnever come up with the moneyneeded. After Tim married Laurieand their combined family grew toconsist of yours, mine and ours, theshared vision seemed even moreout of reach. That was until Timcame up with the idea of “sellingtables” to investors! The investorswould receive 20% of the incomefrom the table for the first year – avery creative and original version of“crowd funding.” This would allowfamily and friends to join them on theirjourney to success.

The Sykes identified ten investors who agreedto sponsor tables in TLC’s Family Kitchen. Notonly did the Sykes create their own crowdfunding, but they also established a very loyalcustomer base. This concept was sosuccessful; the investor’s didn’t have to wait afull year to receive their dividends. Within 2.5months all ten investors had a return of theirinvestment.

“The Northland Pioneer College SBDC was acritical partner in our venture. We foundinformation at the library about the SBDC andcalled Northland Pioneer College. Rich Chanickwas so responsive; he even traveled the hour tomeet us at the St. Johns Northland PioneerCollege location. We believed in “us” but were

intimated by all of the business aspectsincluding structure, taxes and record keepinginvolved in starting a business. Chanick wasreassuring and walked us through all of theareas we were unsure. The Northland PioneerCollege SBDC became a valuable resource forour venture. We were able to create a businessplan that would guide us and help us succeed.The SBDC assisted us with everything fromlearning tasks such as bookkeeping through aQuick Books class to developing our overallbusiness strategy. They offered so muchinformation and support. This is a greatgovernment program that truly impacts people.We made it with the support from the SBDC,and they continue to guide and support ustoday as we continue to grow,” Sykes exclaims.

Fast FactsTLC’s Family KitchenOwner: Tim, Laurie and Calysta SykesAddress: 106 W. Cleveland

PO Box 1109 | St. Johns, AZ 85936Phone: 928.337.2030Website/email: tlcsykes@gmail.comBusiness Began: 2013Employees at Startup: 52013 Employees: 7First Year Revenues: $300,000Startup Capital: $15,000Source of Additional Capital: St. John’s

version of crowd funding – seenarrative

SBDC Counselor:Rich ChanickNorthland Pioneer College SBDC1001 W. Deuce of ClubsShow Low, AZ 85901928.532.6170

Northland Pioneer Colleges SBDC1001 W. Deuce of ClubsShow Low, AZ 85901www.npc.edu/sbdc928.532.6170

The Northland Pioneer CollegeSBDC team served 90 counselingclients and 57 training clients in 2013.

TLC’s Family Kitchen H St. Johns, AZ

17

Northland Pioneer College SBDC H Show Low, AZ

TLC's Family Kitchen

Frontier Techni-Kote is based in Chino Valley atJerome Junction, and is proud to serve as a partnerin the manufacturing industry. As a former railroadstop between Prescott and Jerome, JeromeJunction has always had a history of countless andstrong industrial partnerships. Frontier Techni-Kote,a 20 year old company, built and maintained bythree generations of metal finishing professionals, isa vital link to its customer base, and, now, hasbecome one of those strong industrial partnerships.Frontier Techni-Kote’s primary goal to its customeris quality, expedience and excellence in customerservice.

Andrew Furrer, CEO of Frontier Techni-Kote, hasbeen a client of the Yavapai College Small BusinessDevelopment Center (YC SBDC) since July of 2008.Initially, he approached the SBDC to learn moreabout business so that he may follow in his father’sfootsteps and eventually take over Frontier Techni-Kote. Frontier Techni-Kote provided a neededservice to local, state, and national manufacturersdoing specialty aluminum anodizing (a hardeningprocess) of components for their finished products.The SBDC provided one-on-one counseling,recommended specialty classes provided by theSBDC, and arranged strategic planning assistanceoffered to them by a senior business class at a localuniversity by the SBDC.

In January of 2009, Andrew’s father unexpectedlypassed away, placing Andrew in the owner’s seat.

An incredibly astute and youthful Andrew, alongwith Tim, April, Sarah, and Rebekah (his siblings),had no choice but to take responsibility for FrontierTechni-Kote, its employees, its customers, and itsservices. The SBDC provided assistance andAndrew was able to make the transition seamlessly,including major expansion issues that meantacquiring more buildings, more service capacity,and an increased employee base. Frontier Techni-Kote is one of Chino Valley’s largest employers,pays a living wage, and has a bright future. Thanksto Andrew’s amazing ability to manage his latefather’s dream and make it his own, Andrew hasdemonstrated a true entrepreneurial spirit.

Andrew has recognized the YC SBDC with thefollowing quotes:

“Fred Kennedy is the most knowledgeable businessadvisor I have ever met. Fred's enthusiasm for smallbusiness is unmatched. Frontier has been fortunateto enjoy a consistent growth rate over the years andthe SBDC has played a large role in this growth."

"We have greatly appreciated the role of the SBDC inour growth over the years. With Fred Kennedy'ssolid business advice we have grown to levels thatwe could not have conceived of when we firststarted our process with the SBDC."

"The SBDC is an amazing resource that all smallbusinesses should take advantage of. While workingwith Fred Kennedy, our business advisor, we haveachieved goals that we once thought wereunattainable."

As stated by the YC SBDC, “Working with Andrewhas been, and will be, an absolute pleasure andprivilege for the SBDC. Frontier Techni-Kote hasbecome a tremendous asset and will continue to bean outstanding asset to our communities, ChinoValley and, our State of Arizona. We wish Andrew,his brothers and sisters, and Frontier Techni-Kotecontinued success with their future endeavors.”

Frontier Techni-Kote H Chino Valley, AZ

18

Fast FactsFrontier Techni-Kote ManufacturingOwner: Timothy and Andrew FurrerAddress: 2210 Tree Farm Lane, PO

Box 234, Chino Valley, AZ 86323Phone: 928.636.0130Website: www.frontier-tech.comBusiness Began: 1993Employees at Startup: 52013 Employees: 34First Year Revenues: $50 Thousand2013 Revenues: $2.3 MillionStartup Capital: $15 ThousandSource of Initial Capital: Father –

James FurrerSBDC Counselor:

Fred KennedyYavapai College SBDC240 S. Montezuma Street, Suite 105Prescott, AZ 86303928.776.2008

Yavapai College SBDC H Prescott, AZ

Yavapai College SBDC240 S. Montezuma Street, Suite 105Prescott, AZ 86303 | www.yc.edu/sbdc | 928.776.2008

Satellite LocationSedona | Sedona Chamber of Commerce4215 Arts Village Drive | Sedona, AZ 86336

Cottonwood | City of Cottonwood Economic Development Office 821 N. Main Street | Cottonwood, AZ 86326

The Yavapi College SBDC team served 193 counselingclients and 223 training clients in 2013.

Dr. Penny WillsPresident

Yavapai CollegeYavapai College SBDC Team:

Kurt Haskell, Mary Ward and Fred Kennedy

Rebekah, Tim, April, Andrew and Sarah Furrer

Thank You to Our SponsorsThe Arizona Small Business Development Center Network is proud to have

made a BIG difference for Small Businesses in Arizona for 25 Years! We are stronger together and appreciate our partners:

HOSTED BY:

IN PARTNERSHIP WITH:

ACCREDITED BY:

PROGRAM PRINTING PROVIDED BY:

MEDIA PARTNER:

FRIENDS OF SMALL BUSINESS PARTNERS:

The AZSBDC is partially funded by a cooperative agreement with the U.S. Small Business Administration (SBA).SBA funding is not an endorsement of any products opinions or services. All SBA-funded programs are

extended to the public on a non-discriminatory basis.

19

Arizona SBDC Clients Listed in the SBA 100

Company Name: Odle Management Group

Location:  Scottsdale, AZ

After years ofexperience managingJob Corps programs inthe public and privatesector, Lisa Odle felt asthough she had theexperience andknowledge needed tostart her own company.Lisa started OdleManagement group inMay 2004.

The company receivedits first governmentcontract from the U.S.

Department of Labor in June 2005. Two years later,Odle Management was able to acquire a $6.2 millioncontract to handle both student enrollment andoutplacement services for a number of Job CorpsCenters. Odle Management soon had Job Corpscontracts in Iowa, Nebraska, North Carolina, Arkansas,Georgia, and Michigan.

In August 2009, the firm won certification under theSBA’s 8(a) program, providing access to previouslyunavailable 8(a) federal set aside contracts.

The firm currently has contracts in Louisville, Kentuckyand Long Beach, California which exceed $90 million.The company began with Lisa Odle as the soleemployee. Today, Odle Management employs morethan 100 people.

http://www.sba.gov/sba-100/odle-management-group

Company Name: All Source Global Management, LLC

Location:  Sierra Vista, AZ

AllSource Global Management, LLC wasfounded in 2005 by Cecilia Mata. Early on,Mata recognized that she needed guidanceon the opportunities available in governmentcontracting for a minority woman. Shesought the assistance of the SBA and soonconnected with a counselor at the SmallBusiness Development Center (SBDC) inTucson Arizona.

Mata says, “I was able to leverage theexperience of the Small BusinessDevelopment Center, and it did not cost meanything. Normally, companies chargemoney for business information andguidance, but with the SBDC I received

excellent information, invaluable advice and service every step of the way.”

Marta worked with one of SBA’s 8(a) specialists and developed a businessplan to certify her company as an 8(a) business. Her hard work paid off inNovember, 2006, with a contract to provide professional services at FortBliss, Texas.

In 2010, just five years after its founding, AGM had a banner year. Projectedrevenues exceeded $26.9 million* and employment grew to more than 500staff members. The company started with less than 5 employees in a singlelocation. Today, the company has nearly 550 employees at eleven differentlocations in 6 states.

Unwilling to miss opportunities for growth and experience, Mata recentlyentered into a Joint Venture with a graduate of the 8(a) program to conductbusiness at Davis Dam in Arizona. As a result, the company is venturinginto yet another new area of business.

“Today,” as Mata puts it, “we are very sophisticated, financially sound, andan extremely flexible company.”

*updated projected revenue

http://www.sba.gov/sba-100/all-source-global-management-llc

Lisa Odle, Owner Odle Management

Group, LLC

Cecilia Mata, OwnerAllSource Global

Management, LLC

20

SBA 100 features one hundred businesses that have created at least 100 jobs sincereceiving SBA assistance. The 100 companies are from across America and dobusiness in a variety of industries, from manufacturing, to food and beverage, toshipping. Each business received SBA support in the form of capital, contracting,counseling or investment before going on to create at least 100 jobs. We are honoredto have two of these élite businesses right here in Arizona!

John Stonecipher, President andCEO of Guidance Aviation inPrescott, Arizona was named theSmall Business Person of the Yearby the United States Small BusinessAdministration in Washington, D.C.,during the 50th Anniversary of theU.S. Small BusinessAdministration's National SmallBusiness Week. The awardsluncheon took place at theRenaissance Washington, D.C.Downtown Hotel, June 21, 2013.

Stonecipher not only took home theNational SBA Award for GuidanceAviation, but also for the State ofArizona as it is the first time in the50 year history of National SmallBusiness Week that an Arizonabusiness has won.

Stonecipher established GuidanceAviation in 1998 with one aircraft and himself as the only employeeand instructor pilot. As Guidance grew, Stonecipher sought the

assistance of Yavapai College SBDC to secure thecompanies future. Business Analyst, FredKennedy directed Stonecipher in areas of finance,operations and marketing. Today, GuidanceAviation is a leading helicopter flight trainingorganization in partnership with Yavapai College,offering a professional degree program forhelicopter flight students. Currently Guidancehas 50 employees, 15 aircraft and 120 full timestudents, many of which are U.S. MilitaryVeterans utilizing their GI Bill for helicopter flighttraining.

Stonecipher accepted the award from KarenMills, who was the United States SBA Administrator at the time,stating, "This is a great honor for me and I thank the SBA along withthe SBDC as well as congratulate all the other business owners. Iam humbled to be part of such an esteemed group of professionals.I am extraordinarily proud to be bringing this award home for theState of Arizona. Most importantly, I couldn't have accomplished allof this without my extraordinary parents, wonderful wife, the mosttalented group of professionals working with me at GuidanceAviation, and of course the students and U.S. Veterans working andtraining with us at Guidance."

John Stonecipher, CEO, Guidance Aviation and Karen Mills, U.S. SBA Administrator

John Stonecipher,CEO, Guidance

Aviation

www.sba.gov/sba-100

National Small Business Person of the Year!

John Stonecipher, CEO, Guidance Aviation

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Arizona ProcurementTechnical Assistance CenterGlendale Community CollegeState Lead Office6000 W. Olive AvenueInstruction Building 2, Room 105Glendale, AZ 85302623.845.4700www.azptac.com

Satellite PTAC locations:Mesa | Mesa Community College165 N. Centennial Way, Room 209Mesa, AZ 85201

Phoenix | Maricopa SBDC @GateWay Community College108 N. 40th Street, South BuildingPhoenix, AZ 85034

Tucson | Business DevelopmentFinance Corporation335 N. Wilmot Road, Suite 420Tucson, AZ 85711

Sierra Vista | Sierra VistaEconomic DevelopmentCorporation750 E. Bartow DriveSierra Vista, AZ 85635

Yuma | Greater Yuma EconomicDevelopment Corporations899 E. Plaza Circle, Suite 2Yuma, AZ 85365

Hosted by:

Since 2011, the AZPTAC has been aspecialty program of the AZSBDC andhosted by the Maricopa CountyCommunity College District andfunded in part by a grant from theU.S. Department of Defense.

‰ More than $1.16 Million in primecontacts

‰ More than $1.86 Million insubcontracts

‰ More than 340 clients

‰ Served nearly 1,000 businessowners through outreach events

(Reflective of the first full year of operation)

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Helping small businesses to navigate thegovernment market place and masterprocurement processes are the ArizonaProcurement Technical AssistanceCenter (AZPTAC) Program strategicinitiatives. AZPTAC ProcurementSpecialists provide specializedcounseling; training, certificationinformation and other services thatconnect small business owners to theopportunities that exist within the realmof government contracting andprocurement. AZPTAC aids smallbusiness owners identify contracting,subcontracting and teaming opportunities; learn how to prepare government bids and proposalresponses; and learn how to actively market to the government.

The AZPTAC is a specialty program of theAZSBDC, hosted by the Maricopa CountyCommunity College District, and funded inpart by an operational grant from the U.S.Department of Defense. The statewideprogram is headquartered at GlendaleCommunity College, with satellite offices atMesa Community College in Mesa, GateWayCommunity College in Phoenix, the SierraVista Economic Development Corporation inSierra Vista Business Development FinanceCorporation in Tucson, and at the Greater Yuma Economics Development Corporation in Yuma.This statewide presence is reinforced through collaborative events and client assistance with SBDClocations throughout the state.

After one full year in operation, AZPTACis proud to report that the programcontributed a positive economic impactto Arizona. Preliminary data shows that$1,156,198 in prime contracts wasawarded to small businesses assisted bythe AZPTAC in 2013; and $1,858,934was awarded in subcontracts. This datademonstrates that AZPTAC Programresources are consistently in use andproving to be a critical service for thestate. The AZPTAC has 345 active clientsand has served 995 small businessowners through outreach events.

AZPTAC Team: Angela Hill, Marianna Magno, Narendra Desai,Amber Medrano, Lori Haozous, Daniel AyalaNot pictured: Jim Vickers and Steve Tirone

International TradeAZSBDC has expanded its capacity to provide programs and services tosmall businesses interested in exporting. The network has 13 BusinessAnalysts certified in export trade assistance by the SBA. Four AZSBDCBusiness Analysts have obtained the prestigious national designation ofCertified Global Business Professional from the North American SmallBusiness International Trade Educators (NASBITE). AZSBDC plans toincrease the number of Business Analysts with NASBITE certification. Due totremendous technological enhancements and affordability that now exists,small businesses, with assistance, can successfully take advantage ofeconomic development opportunities from exporting. AZSBDC will providetargeted training sessions designed to educate small businesses about theseopportunities. Business Analysts with advanced level training andcertification will provide counseling services, tools, and resources to supportthe businesses that move into this area.

Business and Technology Incubator supportThe AZSBDC Network is in the final year of a special initiative grant from theSBA to provide support services to business and technology incubators inArizona. Providing technical and counseling support to Arizona business andtechnology incubators has become an area of increasing focus for theAZSBDC. We have solid relationships with business and technologyincubators across Arizona, and will continue to focus support on this vitalinitiative.

The AZSBDC provides counseling services and training to entrepreneurs atthe City of Chandler’s Innovations Science and Technology Incubator and theCenter for Entrepreneurial Innovation (CEI) at Gateway Community Collegethrough on-site offices of the Maricopa SBDC. In partnership with CEI, theMaricopa SBDC also provides support the student incubator, FahrenheitStudent Business Incubator Lab at the college. In addition, our Networkoffers services or partners on projects with the Northern Arizona Center forEntrepreneurship and Technology in Flagstaff, the AZ TechCelerator inSurprise, and the Arizona Center for Innovation in Tucson.

Veteran AssistanceAZSBDC Centers are actively involved in Veteran outreach and businessdevelopment. Many Centers present business plan outline courses duringthe SBA’s Boots to Business Workshops and individual classes at bases andVA Centers throughout the state. Other Centers host Veteran’s businessdevelopment seminars or large scale expos and regional conferences. Ourwebsite provides a direct link to a Veteran’s Business Registry and dedicatedbusiness development resources for Veterans who are working to start orgrow a business. We continue to make education, networking, procurementtraining and certification key areas of focus.

AZSBDC Network Initiatives

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Sierra Vista

Tucson

Thatcher

TempeMesa

Scottsdale GlobeSan Carlos

Kingman

Yuma

FlagstaffSedona

Clarkdale

Prescott

PaysonCamp Verde

Casa GrandeQueen Creek

Nogales

Show LowLakeside Eagar

Holbrook

SurprisePhoenix

Page

Safford

40

40

10

10

10

19

17

17

8

89

89

180

93

95

70

60

60

191

191

191

191

60

93

260

260

87

87

87

90

Douglas

Apache Junction

St. Johns

2014SUCCESS AWARDSPizziceletta

Flagstaff, AZCoconini Commuinty

College SBDC

TLC’s Family KitchenSt. Johns, AZ

Northland Pioneer College SBDC

Frontier Techi-KoteChino Valley, AZ

Yavapai College SBDC

Rim Country’s Rock N YardBullhead City, AZ

Mohave Community College SBDC

triARC Architecture & DesignPhoenix, AZ

Maricopa Community Colleges SBDC

Yuma Office EquipmentYuma, AZ

Arizona Western College SBDC

NetswatCasa Grande, AZ

Central Arizona College SBDC

Darling Geomatics ServiceTucson, AZ

Microbusiness Advancement Center SBDC

Flying Leap Vineyards, Inc.Vail, AZ

Microbusiness Advancement Center SBDC

Thompson Wimmer, Inc.Sierra Vista, AZ

Cochise College SBDC

Gila Valley PolarisSafford, AZ

Eastern Arizona College SBDC

Community Tire Pros and Auto RepairPhoenix, AZ

Maricopa Community Colleges SBDC