www.nyssbdc.org

2004

programreport

annual

The EducationalPartnership That Produces Business SuccessThrough a network of

23 regional centers, the

New York State Small

Business Development

Center has been delivering

high quality business

counseling and training

to New Yorkers for

over 20 years.

BusinessDevelopmentCenter

NYS Small

THE STATE UNIVERSITY of NEW YORK

Small Business Development Center

A Partnership Program with the SBA, administered by TheState University of New York

Written by D. Michael Ross

Design by David SchillingerThe State University of New YorkOffice of Design & Printing

This publication is based upon work supported by the US Small BusinessAdministration (SBA) under cooperative agreement number 03-603001-Z-0033-19.

The SBDC is a program supported by the U.S. Small Business Administration(SBA) and extended to the public on a non-discriminatory basis. SBA cannotendorse any products, opinions, or servicesof any external parties or activities.

With this issue of the Annual Program Report, we introduce our new NYS/SBDC logo,designed by Roberts Communications of Rochester, courtesy of Advisory Board Vice Chair Sterling Kozlowski and HSBC. The stylized arrow signifies solid economicgrowth built upon strong fundamentals in terms of small business and entrepreneurship.

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“For over twenty years, the New York State Small Business

Development Center, administered by the State University

of New York, and funded by the U.S. Small Business

Administration, the State of New York, and host campuses,

has delivered the highest quality business counseling, training,

and industry-specific research to help New Yorkers prosper as

small business entrepreneurs. In these two decades, the SBDC

has worked with over 225,000 citizens, providing them with

the professional, pro bono assistance they have needed to invest

over $2.6 billion in the state’s economy and create or save over

107,000 jobs. Small business is the backbone of New York’s

economy and the SBDC does an outstanding job in helping

New Yorkers prosper.”

George E. Pataki, Governor,New York State

messagefrom the governor

Governor George E. Pataki

2

“The State University of New York is a 64-campus network

dedicated to the success of all New Yorkers through education,

research, and public service. This issue of the Program Report

illustrates the strong ties between the SBDC and SUNY. For

over 20 years, the SBDC has been an integral part of many

SUNY campuses, helping area entrepreneurs develop effective

business plans and locate sources of funding for their businesses;

as well as providing business training courses, and doing

research vital for business success. The SBDC is an excellent

example of SUNY’s commitment to New York’s economic

vitality and growth, and the SBDC’s special programs –

directed toward high technology business development,

manufacturing, and veteran entrepreneurs, to name just

three – show our responsiveness to this great state’s constantly

evolving economic priorities.”

Robert L. King, Chancellor,The State University of New York

Chancellor Robert L. King

messagefrom the chancellor

3

“The SBDC is a prime example of how the academic resources

of the State University can help invigorate New York State

businesses and local economies. SUNY faculty members are

frequently called in to help solve especially complex marketing

or financial issues for clients, and SBDC business training

courses are often offered in conjunction with college continuing

education programs. At the same time, the SBDC serves as an

important resource for all State University campuses. SUNY

business students serve as interns at many SBDC Regional

Centers, working side-by-side with certified SBDC business

counselors as they assist entrepreneurs. This vital collaboration

once again illustrates how SUNY’s positive impact reaches

into every New York community.”

Peter D. Salins, Provost,The State University of New York

messagefrom the provost

Provost Peter D. Salins

4

The EducationalPartnership thatProduces BusinessSuccessFor over two decades, the New YorkState Small Business DevelopmentCenter (NYS/SBDC) has been pro-viding New York entrepreneurs andsmall businesses with pro bono,confidential business counseling,business training, and focused,industry-specific business researchof the highest quality. The NYS/SBDC is funded by the U.S. SmallBusiness Administration, withmatching funds from New YorkState.

Since the program was establishedin 1984, the SBDC has workedwith more than 221,000 NewYorkers, helping them locate over$2.5 billion to start or grow theirbusinesses, and creating or savingmore than 107,000 jobs.

The State University of New York(SUNY) administers the SBDC,and the SBDC’s network of 23technologically integrated servicedelivery centers located on SUNYcampuses and the campuses ofSUNY’s educational partners,including City University of New York (CUNY) and private universities.

From the start, this extraordinaryeducation-government partnership

has spelled business success for New York. Small businesses, thebackbone of New York’s economy,are a significant component of cam-pus economic development activi-ties in communities around thestate. The State University of New York and its educational part-ners demonstrate their commitmentto the economic health of all NewYorkers through their active involve-ment in SBDC service delivery.

SBDC Regional Centers, in turn,participate actively in the activitiesof their host campuses, and theirexplicit economic goals enhance thepublic service aspect of the campus’smission of education, research, andpublic service.

Following is a brief overview ofinteractions between SBDC RegionalCenters and host campuses. Thesefew examples are representative of a wide spectrum of mutually beneficial activities.

Numerous campuses on whichSBDC Regional Centers are locatedoffer undergraduate for-creditcourses in entrepreneurship andbusiness administration, businesscertificate and non-certificate coursesas part of their continuing educationprograms, and business seminarsopen to the campus and surround-ing communities. JamestownCommunity College’s SBDC will launch a three-credit-hourEntrepreneurship I course. TheSBDC at the College of Staten

US Army veteran Vanessa Holsapple, andher partner, Joseph Leto, loved to vacationin southern Columbia County. They oftenstayed at a campground/RV park owned by a group of elderly investors who werenot reluctant to put money into the facility,but found operating it burdensome.Holsappple decided she and her partnerwould make an offer to buy the property. A regional commercial lender helped themdetermine what they needed in funding.For help on the business plan, the banksuggested they contact the SBDC at theUniversity at Albany. Albany SBDC busi-ness advisers helped Holsapple rewrite thebusiness plan and sharpen the financialprojections. The result was $772,250:$378,125 from the lender, $226,875 via anSBA 504 loan, and $162,250 in ownerequity. Brook-N-Wood opened under newownership in the spring of 2004. “VeteranBusiness Adviser Howard Wildove and theAlbany SBDC were very helpful,” saysHolsapple. “They helped make a dreamcome true.”

Vanessa Holsapple and Joseph Leto

albanysuccess

“The North Country SBDC at SUNY Plattsburgh is a wonderful resource for the small businesses and entrepreneurs in our area.”

John Ettling, President, SUNY Plattsburgh

Island actively participates in teach-ing two business courses, “IdentityTheft” and “Starting Your OwnBusiness,” and provides guest lectur-ers for the college’s Food Handlers’Certificate Program. Many SBDCbusiness training programs are presented in conjunction with thehost campus, and faculty membershelp develop and deliver trainingmodules.

The SBDCs at SUNY Ulster, theUniversity at Albany, SUNY StonyBrook – and soon at BinghamtonUniversity – participate in campus-based business incubators that pro-vide entrepreneurs with a supportiveinfrastructure and business servicesat reasonable cost. Incubators are aproven method for jump-startingnew enterprises. Often, ideas gener-ated in research laboratories by fac-ulty and students find practicaldevelopment in incubators locatedin or near the campus. Many incu-bator tenants draw on the facilitiesand brain-power in universityresearch labs.

Many SBDCs – at SUNY Canton,SUNY Plattsburgh, Niagara Com-munity College, Boricua College,and the University at Albany, to citejust five examples – draw work-study business students and internsfrom their campus communities. In many instances, these students,under the supervision of SBDCbusiness counselors, have the oppor-tunity to work directly with entre-

preneurs and small business owners.The SBDC at Jefferson CommunityCollege sponsors a disabled studentintern. SBDC business counselorsdiscuss small business concepts withstudents as guest speakers and lec-turers in the classroom and in envi-ronments beyond the classroom. Incertain instances, faculty membersand graduate students are calledupon by the SBDC to provideexpert opinion in helping clientsand in solving especially complexbusiness development problems.The Field Center, located at BaruchCollege in midtown Manhattan, is anotable example. Students alsowork directly with clients to developbusiness documents, such as busi-ness plans, cash flow projections,and marketing strategies.

Wherever SBDCs deliver businesscounseling services, they showcasetheir host campuses. For example,the Onondaga Community College(OCC) SBDC participates inSyracuse inner-city programs, whichbrings OCC into contact with thearea’s minority populations. TheSBDC at Lehman College, in theBronx, coordinates the college’sHUD/HSIAC (Hispanic ServingInstitution Assisting Communities)economic development grant pro-gram. The Boricua College SBDC,in Brooklyn, co-sponsors, withCongresswoman Nydia Velazquez,workshops promoting “SuccessfulLatina Businesses.”

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When Steve Brooks, who worked for yearsfor a national credit card company, grewtired of the constant business travel, hedecided to apply his love of the culinaryarts by opening his own restaurant.Brooks, of Jamaican extraction, hadnumerous distinctive recipes that wouldmake his restaurant stand out. He came tothe SBDC at Boricua College in Brooklynfor assistance. SBDC business advisersworked with him on a business plan andequity investment review, and reviewedbank loan requirements, as well as demo-graphic information about the Greenpointneighborhood. To prepare himself, Brooksattended the French Culinary InstituteSchool and worked as a caterer. After anumber of months, Brooks was approvedfor an SBA-guaranteed $100,000 loan froma local bank, combined with $175,000 inpersonal equity. Bleu Drawes Café, namedfor a signature dessert of sweet potatopudding cooked in a banana leaf, had aGrand Opening in Greenpoint in March2004. Says Brooks, “The SBDC helped me every step of the way—with bank loanpackaging, obtaining the required NYC regulatory licenses and permits, and moralsupport. They were great!”

From left, John Tear, VP, CommunityCapital Bank; Frank Ditto, SBA; U.S.Congresswoman Nydia Velazquez, Steve Brooks, SBDC Business Adviser Miriam Colon

brooklynsuccess

“The SBDC serves approximately 1,000 clients a year inthe greater Rochester and surrounding areas, filling an

integral role in the College’s outreach to the community.”

John B. Clark, Interim President, SUNY Brockport

6

SBDC Regional Offices supportand coordinate visits by foreignbusiness representatives. These visi-tors spend significant time with stu-dents and faculty in both formaland informal settings, sharing ideasand perspectives. Mercy College’sSBDC, for example, has supportedand hosted visits by senior officialsfrom Pakistan, China, France,Hungary, and Canada.

The statewide program prioritizesunderserved populations, but worksto improve the economic viability of all small businesses in the state.Statewide, of the 16,384 SBDCclients served last year, minorityclients comprised over 34 percent.Of this number, 52 percent wereAfrican-American, 20 percentHispanic, 14 percent Asian, six per-cent Puerto Rican, two percentNative American, and four percentof undetermined minority status.In all, slightly fewer than half ofSBDC clients were women.Increasingly, small business owner-ship reflects the melting pot of NewYork’s population. This diversityhas strengthened the small businesssector of New York and promises abright future.

The SBDC routinely asks clients toevaluate services provided by con-ducting a post-counseling evalua-tion survey to find out how we canimprove services. Results from Year2004 surveys indicate that almost allclients are very satisfied:

• 95 percent said their inquiriesreceived prompt attention;

• 88 percent said they could nothave afforded private counselingservices;

• 97 percent said they would recommend SBDC services to other small businesses; and

• 89 percent said they received specific recommendations thatimproved the bottom line of their businesses.

At the heart of every SBDC officeare the talented, dedicated businessadvisers who have just one goal inmind: assisting small business own-ers and those who want to becomesmall business owners. SBDC busi-ness advisers undergo a rigorousprofessional certification process tocontinually improve their expertiseand sharpen their skills. The ambi-tious SBDC Business CertificationProgram has been augmented by anAdvanced Certification Program,which requires at least two years ofadditional training and experience,as well as active participation instatewide program initiatives and in the local business community.

John Narciso, veterans’ businessadviser at the Farmingdale StateUniversity SBDC, is representativeof the SBDC’s highly motivatedsmall business experts. Narciso, a mainstay of the SBDC’s Veteran’s Business OutreachProgram since its establishment in 1999, has personally accountedfor over $52 million in economic

Wilcor International, Inc., has operated formore than 60 years as a family businesswith headquarters in Utica. The companydistributes quality camping and wildernessproducts manufactured to Wilcor specifica-tions. The company was founded byWilliam J. and Claris Corrigan in 1935, andin 1950, their son, William L. Corrigan, fol-lowing service in the Marines, becameprincipal of the company. Wilcor employs74 people in peak season and 38 year-round. As it expanded, the company need-ed a new, flexible 120,000-square-footwarehousing facility, along with a modernmaterials handling system. Mohawk ValleySBDC business adviser Sam Russo startedworking with William’s sons, Shawn,Dennis, and David Corrigan in 2002.Together they prepared cash flow projec-tions and financial pro formas. Materialsfrom the SBDC Research Network providedimportant marketing information. Theresult was a $100,000 grant from EmpireState Development Corporation, a$250,000 loan from the Herkimer CountyIDA, a $3,772,500 loan from a nationalcommercial lender, and $727,500 in ownerequity. Total funding package: $4.85 mil-lion. After an extensive search, Wilcor willrelocate to the Schuyler Business Park anda modern 120,000-square-foot facility.Says Shawn Corrigan, “Sam Russo workedwith us for many months to help bring thisexpansion to fruition. The SBDC will alwaysgo the extra mile to help you succeed.”

From left, SBDC Director Dave Mallen, SBDC Business Adviser Sam Russo, ShawnCorrigan, William J. Corrigan, William L.Corrigan, David Corrigan, Karen CorriganRider, Dennis Corrigan

Mohawk Valleysuccess

“The SBDC at Jamestown Community College plays a key role in furthering our college’s mission to support economic development.”

Greg DeCinque, President, Jamestown Community College

impact in his 10 years with theorganization. His work with SBDCclients has resulted in the creationand retention of over 2,700 jobs.He spent 30 distinguished years inthe U.S. Navy, rising to the rank ofcaptain, and has advanced degreesin educational leadership, personneladministration, and management.In May, Narciso was named thisyear’s New York State outstandingSBDC business counselor. Hereceived the Star Performer Awardfrom the Association of SmallBusiness Development Centers at itsnational convention in New Orleans.

At its Annual ProfessionalDevelopment and Staff Trainingevent this year in Corning, theSBDC recognized five outstandingbusiness advisers with “Adviser ofthe Year” Awards, signifying consis-tent excellence in professional ser-vices, outcomes, and client satisfac-tion. The main determinant inmaking these awards is the degree ofsatisfaction expressed by the advis-er’s clients over the past year. AlRandzin (Mid- Hudson) receivedthe top honor, followed by LawrencePerras (Watertown), Allison Lehr(Midtown Manhattan), Joan Powers(Onondaga), and Ken Homer(Binghamton).

Award-Winning Professionals

The SBDC professionals whocounsel and assist New Yorkers – aswell as their clients – win numeroushonors for themselves on the basis

of their outstanding service. In thelast year, for example, Joan Powersfrom the Onondaga SBDC wasnamed 2004 Women in BusinessAdvocate of the Year by the SBA’sSyracuse District.

Clarence Stanley, director of theBronx SBDC, was honored with acommunity service award from theHunts Point Economic Develop-ment Corporation in recognition of many years of leadership andactivities in fostering small businesssuccess in the Bronx.

And Sidney Clanton, Jr., a client of the Buffalo SBDC, was named2004 Veterans’ Business Advocate of the Year by the SBA’s BuffaloDistrict. Clanton, a veteran andpresident of Clanton Real Estate inBuffalo, was selected for the awardbecause of his outstanding advocacyefforts on behalf of veteran-ownedsmall businesses.

SBDC Twentieth-AnniversaryCelebration & Hall of Fame

Late in March 2004, theNYS/SBDC celebrated its 20thAnniversary of service to the smallbusiness entrepreneurs in New Yorkwith a gala event in the well of theLegislative Office Building inEmpire State Plaza, Albany. In connection with the event inAlbany, Regional Centers across the state have held their own 20thAnniversary Open Houses to whichthey have invited campus communi-ties and local legislators.

7

Marilyn and Richard Drayer purchasedAshville Bay Marina on Chautauqua Lake inJanuary 1990. In October 1997, Richarddied suddenly, leaving Marilyn with a busi-ness to run. The location of the marina, onone of New York’s most beautiful and pop-ular recreational lakes, helped guaranteesteady business. But the marina neededrenovations and improvements. Revenuesfrom summer dockage, winter storage,boat parts, service, and sales were insuffi-cient to allow the replacement of 270docks. Herb Rice, Jamestown SBDC business adviser, worked with MarilynDrayer on cash flow projections, which ledto a loan of $410,000 from a local lendinginstitution. The new funding allowedDrayer to restructure her debt, improvecash flow, and inject working capital. Thefunding saved six jobs. Drayer can keephealthy a family business that will eventual-ly be handed down to one of her threesons. “When I met with Herb Rice,” saysDrayer, “he helped me develop a businessplan that secured the loan I needed to helpmy business grow. Herb was very insight-ful and supportive, giving me the confi-dence I needed to take the next step.”

SBDC Business Adviser Herb Rice with Marilyn Drayer

jamestownsuccess

“The SBDC has helped us grow our local economy. We are proud to host this fine program.”

Deborah F. Stanley, President, SUNY Oswego

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The highlight of the 20th Anniversaryevent was the formal induction of32 outstanding New York smallbusinesses into the NYS/SBDCHall of Fame. All inductees wereclients of the SBDC, and had madea long-term success of their busi-nesses as well as significant econom-ic and public service contributionsto their communities.

Approximately 30 New York legisla-tors attended the event and helpedin making presentations to Hall ofFame recipients. The SBDC mea-sures its success one entrepreneur ata time, and Hall of Fame inducteeswere the stars of the evening.

Inductees received framed colorphotos of themselves at their placeof business, a plaque honoring theiraccomplishments, and business-management software from Microsoft.Each participated in a taped inter-view by SUNY’s New York Network,which was transmitted by satellite tothe entrepreneur’s local TV stations.A full set of the framed photos willhang in the central office of theSBDC in Albany, as well as inRegional Centers. There are photosof the Anniversary Celebration onpages 16-17.

The process of selecting members ofthe SBDC Hall of Fame was under-taken by a statewide committee ofSBDC business advisers and centerdirectors. The selection processbegan in January and was complet-ed by March. The committee willreview nominations from the

Regional Centers and select newHall of Fame members on an annu-al basis. New Hall of Fame mem-bers will be announced at the pro-gram’s annual training event. Seepage 29 for a list of inductees.

2005 National SBIR/STTR Conference

The NYS/SBDC focuses specialattention on manufacturers,exporters, high-technology firms,and projects that advance the indus-trial development, investment, andeconomic growth priorities of NewYork State. The program’s compre-hensive business assistance includescounseling for individuals interestedin moving a product or service fromthe research laboratory to the mar-ketplace. In fall 2005, the SBDC,in partnership with the SUNYResearch Foundation and EmpireState Development, will host theNational SBIR and STTRConference in Albany. Sponsoredby the US Small Business Adminis-tration and the National ScienceFoundation, the SBIR/STTR pro-gram annually provides over $2 billion to small high-technologybusinesses to encourage the researchand development of advanced tech-nologies with both government andcommercial applications. The 2005conference in Albany will bringtogether hundreds of small high-technology firms from across theU.S. and representatives of 11 fund-ing agencies for the purpose of shar-ing information and learning aboutopportunities.

In 1998, Eric Helms was managing a groupof spas and health clubs in New York Citywhen he decided to go into business forhimself and open Juice Generation, offer-ing fresh juices, smoothies, hot soups,healthy sandwiches, and herbal products inan inviting atmosphere and by a friendlyand informed staff—a concept that hascaught on. Helms had worked with theSBDC at Pace University on locating fund-ing of $140,000 for his second store.When it came time for him to open a thirdstore on the Upper West Side in 2004, hecontacted Pace SBDC business adviserRawle Brown once again, and together theyput together a successful business planand financial projections. The result was a$160,000 SBA-guaranteed loan from acommercial lender. The latest JuiceGeneration opened in May 2004 and wasan immediate success. “Rawle Brown andthe SBDC were a great help to me over anumber of years,” says Helms. “Theybring together entrepreneurs and the lend-ing community to produce small businesssuccess.”

Eric Helms

pacesuccess

“Through their efforts in developing business plans and financial planning, the SBDC has had an enormouseconomic impact.”

Jonathan Gibralter, President, Farmingdale State University

Visit the SBDC at www.nyssbdc.org

In honor of the program’s twentiethanniversary, the SBDC launched aredesigned website. Incorporatingour celebratory logo, the siteincludes a special retrospective sec-tion devoted to the history of theprogram from 1984 to the present.Features include a timeline of signif-icant events in SBDC history, andhistorical photos.

Of highest interest is the gallery ofthe first inductees to the Client Hallof Fame. The Hall of Fame cele-brates individuals who have distin-guished themselves, overcoming sig-nificant obstacles in many cases, andserving as examples for emulationacross the state. A photo and storyof each business highlights their suc-cess. This gallery will continue toexpand with the induction of clientsof significant achievement. Visit thetwentieth-anniversary section of thewebsite, at http://www.nyssbdc.org/Anniversary/anniversary.html.

Behind the scenes, our webmastercontinues to implement changes tothe website according to accessibilityguidelines. The guidelines presentseveral levels of standards that canbe applied, thereby making the siteeasier to navigate for persons utiliz-ing screen readers and other assistivetechnologies. These same tech-niques benefit other users as well.

For all users of the SBDC site, theintroduction of online businesscounseling is an important new

feature. Launched in October,online counseling allows the user toaccess SBDC assistance via e-mail.A button on our homepage,www.nyssbdc.org, links the user toan online counseling form; comple-tion of this form is required to usethis service. A certified SBDC busi-ness adviser will respond to all busi-ness-related questions and issues. In this manner, the SBDC can reachout to more entrepreneurs, especiallythose who might be unable to meetwith a business adviser in person.

Shrinking the World, One Small Business at a Time

Developing business in the global marketplace and exporting goodsand services to markets overseas rep-resent a major growth opportunityfor small businesses in the 21st-century economy.

The NYS/SBDC’s InternationalBusiness Program (IBP) has strategi-cally positioned small- and medi-um-sized businesses in New YorkState to take advantage of trade andbusiness development opportunitiesin the global marketplace. With aspecial focus on business opportuni-ties for New York companies inChina, the SBDC has nurtured con-tacts, resources, and an unparallelednetwork within government andbusiness circles in China on local,regional, and national levels. Withrapidly changing economic condi-tions in China, the IBP is workingon revising existing partnerships and developing new cooperative

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Ann Yando, Jill Marshall, and Diane Warnerare sisters and lifelong residents ofMalone. They have also owned and operat-ed a number of successful businesses.The sisters were concerned about thearea’s lack of high-quality, professional daycare. In fall 2001, they took their vision tothe North Country SBDC at PlattsburghState University. The premium-quality daycare center they had in mind required anew building with specialty furnishings likeheated floors, cleanable surfaces, andvideo surveillance. Projected project cost:$434,829. Many lenders were skeptical.SBDC business adviser Rich Gottschallworked with the partners to develop a solidbusiness plan that conveyed their assess-ment of the market and projections thatdemonstrated the feasibility of the invest-ment. After approaching approximately 10lenders, the funding was secured. Gigglesand Wiggles Day Care opened in November2003. It quickly reached capacity of 89children. Seventeen highly qualifiedemployees have been hired. Says AnnYando, “We could not have done it withoutthe SBDC. Thank goodness for theexhaustive planning and projectionprocess. They were right on!”

Standing from left, Ann Yando, Jill Marshall; (seated) Diane Warner

north countrysuccess

“...the SBDC plays a major role in helping Lehman fulfill its mission to be an important resource in

the economic development of the Bronx.”

Michael Paull, Dean, School of Continuing Education, Lehman College

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arrangements with the Chinese, sothat optimal service will be providedto SBDC clients who are interestedor active in international businessand trade.

In the past year, the IBP has provid-ed business counseling and serviceto hundreds of clients for interna-tional trade, market identificationand penetration, feasibility analysis,project outsourcing, financial issues,regulations, customs, taxes, tariffs,and trade shows. Three agreementswere signed by NYS/SBDC and theMinistry of Science and Technology,industrial parks, and local govern-ment agencies in China. By enter-ing into cooperative agreements, theNYS/SBDC has helped create andmaximize trade and business oppor-tunities for more small businesses ina cost-effective way.

To cite one example, with the assistance of the IBP, Hydro-AirComponents, Inc., based inHamburg, New York, entered into atrade and production agreement inthe Tianjin Economic DevelopmentZone in 2002. After only one year’soperation, the company startedexpanding production and distribu-tion in China. Hydro-Air is devel-oping and manufacturing hydro-heating equipment and productstargeted to major Chinese markets,including the 2008 Olympics. Thisyear they are also exporting to SouthKorea. So when you watch theindoor sporting events at theChinese Olympic facilities in the

next few years, remember that the athletes are competing in climatescontrolled by New York-basedHydro-Air Components, Inc.

The IBP, together with SBDCregional centers, has organizedtraining sessions, seminars, andbusiness meetings that focus onbusiness information, opportunities,challenges, and practices involved ininternational business and tradedevelopment.

The IBP successfully organized thefirst Small-to-Medium BusinessExchange and CooperationConference in Shanghai that pro-moted exchange between businessesof both sides, maximized newopportunities, and helped expandthe market there. Also, this confer-ence paved the way for similarevents to be held in New York nextyear, attracting more businesses toNew York State for business cooper-ation and investment.

In accordance with the US govern-ment’s efforts for expanding overseasmarkets and a free trade agreementwith other countries, the IBP isexploring opportunities in Mexico,South and Central America,Europe, and Asian countries otherthan China. Several meetings withrepresentatives from these regionshave been held and initial contactsand communications established.This is an important step in effortsto expand trade and create jobs forNew York’s small businesses.

From left, John Tigar, Joseph Lopez

farmingdalesuccess

“Working together for 20 years, we have been able toactively advance entrepreneurship and small business as a central strategy for Buffalo’s economic future.”

Muriel A. Howard, President, Buffalo State College

Allegiance Van Lines, Inc., founded in 1976in Syosset, provides business relocation,warehousing, fixed asset management, andrecords management services to business-es around the world. The company filedfor bankruptcy in 1999 and in the interim,implemented poor management decisions.Employees Joseph Lopez and John Tigar—both with 14 years of service—vowed topurchase the company and turn it around.They contacted the SBDC at FarmingdaleState University for assistance. With theirSBDC business adviser, they created areorganization business plan. In February2004, a commercial lender agreed to an 85percent SBA-guaranteed loan for $150,000.This was combined with a $60,000 cashinfusion from the partners. The renamedAllegiance Relocation and Warehousing,LLC has created 8 new jobs and saved 12jobs, shaved operating expenses by 14percent, and exceeded sales goals by 30percent in the first six months. “Our hatsare off to SBDC business adviser MarkWan,” says John Tigar. “His concern forour progress, even after the loan wasapproved, has been very helpful. I raveabout Mark and the SBDC whenever I havethe opportunity.”

For more information on IBP, consult the NYS/SBDC website, atwww.nyssbdc.org. At the website,click on the button labeled“International” at the bottom of thefront page for information aboutthe International Business Program.

Turning Information intoProfits – the SBDC ResearchNetwork

What national trade associations are based in New York?

What is the small business profile of the Congressional districts for New York City?

What are the trends in Internet advertising?

Access to dependable and accurateinformation is the means by whichideas are translated into action. Ifused properly, such knowledge canorient a small business on a path totrue success, and enable the SBDCto implement effective new pro-grams and policies that help itssmall business clients.

New York State is one of a handfulof SBDC programs in the nation tohave a business library. The SBDCResearch Network (as it is known) isavailable not only to clients of NewYork SBDC advisers, but is increas-ingly relied upon by the SBDC’sprogram partners within SUNY andstate government to assist in thedevelopment of their initiatives.Each year, this library providesvalue-added research services to

answer thousands of questions likethose above.

The Research Network, created in1991, is located at the SBDCCentral Office. It is staffed by highly trained library personnel –including interns from theUniversity at Albany’s School ofInformation Science & Policy –who access a diverse collection ofprint, electronic, and Internet-basedresources to obtain informationneeded by in-house staff, regionalSBA offices, departments withinSUNY, offices of state government,and, most prominently, the entre-preneurial clients of the SBDC.

In addition to providing researchservices and administering an ever-changing library setting, the staff ofthe Research Network is immersedin other projects that serve theNYS/SBDC's mission. Theseinclude content management forthe organization's website, oversightof the library internship program,and acting as the SBDC liaison withthe State Data Center (a state out-post of the US Census Bureau). Inthe past year, the Research Networkhas more actively sought member-ship in local library associations, inorder to access professional develop-ment events to improve their craft.

In April 2004, the New York SBDCpublished What's Your Signage? How On-Premise Signs Help SmallBusinesses Tap Into a Hidden ProfitCenter. Its appearance was the culmination of eight months of

11

For over 50 years, the place to be on sum-mer Saturday nights is the OswegoSpeedway. The Speedway has a nation-wide reputation as the “Home ofSupermodifieds”—small, nimble racecarsthat can achieve speeds up to 150 mph.Despite the facility’s history, it had beenlosing money for years. Steve and SusanGioia, and Lee and Pat Furlong saw this asan opportunity. The Gioias own a thrivingracing tire and parts business; Steve isranked fifth among supermodifed drivers.The Furlongs run a successful carpet busi-ness and two modular home sales centers.With help from the Oswego OutreachSBDC, the partners analyzed theSpeedway’s financial records, prepared abusiness plan and financial projections.The result: a $1.2 million funding packagethat included a loan and line of credit froma local commercial bank, an SBA 504 loan,and support from the City of Oswego’sCommunity Development Office and theOswego County Industrial DevelopmentAgency. Twenty jobs were saved. TheSpeedway is generating more tourist-related income than ever before. “SBDChelp was invaluable,” says Steve Gioia.“They had the experience and expertise tobring together the financial resources weneeded. They were terrific.”

From left, Lee and Pat Furlong, Susan and Steve Gioia

oswegosuccess

“...the SBDC staff is working with our students to ensure that they have the knowledge they will need

over the course of their careers.”

Joseph L. Kennedy, President, SUNY Canton

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research, writing, and editing bythree Research Network staff. The book was developed under the sponsorship of the SignageFoundation, a nonprofit group dedicated to informing the businesssector about the legal and economicimpact of well-designed signage.An initial run of 10,000 books wasprinted. Copies were distributed toSBDCs and other SBA-managedbusiness assistance providers aroundthe country. The book has beenmade available for sale to the publicas well. It has been advertised onthe website of the International SignAssociation, www.signs.org, and waspromoted in an article in a leadingsign industry trade publication.

New projects – relating to the signindustry, as well as other initiatives– are planned for the upcomingyear. In each case, the ResearchNetwork will continue to be calledupon for its information-gatheringexpertise.

Saluting all Veterans

Five years ago, the New York StateSBDC was one of four organiza-tions in the country selected by theUS Small Business Administrationto participate in the VeteransBusiness Outreach Program(VBOP) – a pilot entrepreneurialassistance program directed at veter-ans – and especially service-disabledveterans. VBOP provides outreachin the form of targeted businesstraining, counseling, and mentoringfor eligible veterans. The program

focuses on veterans who want tostart their own businesses or whoown businesses and want to improveprofitability.

As part of VBOP, special Veterans’Business Outreach Centers wereestablished at the Farmingdale,Buffalo, and Albany SBDCs, eachwith a dedicated veterans’ businessadviser. In June 2002, Congress-man James Walsh (R-Syracuse)made possible an increase in busi-ness-counseling services to veteransin Central New York and elsewherein the system where the need wasgreatest. As a result, dedicated vet-eran business advisers were added tothe Onondaga SBDC office, theBinghamton SBDC office (servingthe Southern Tier), and the BronxSBDC, to provide assistance for veterans in New York City.

By going to the SBDC websiteveterans’ page – www.nyssbdc.org/vboc – you will find informationabout VBOP and an easy-to-fill-outelectronic application for businesscounseling.

An important ancillary program is the Veterans Behind Bars (VBB)initiative. VBB is a partnership program with the New York StateDepartment of CorrectionalServices, and is directed at veteranswho are within three years of releaseor parole. At Groveland CorrectionalFacility, a medium-security facilitynear Rochester, SBDC businessadvisers provide free business plan-ning seminars and business plan

In January 2004, when Zhi Guo contactedthe York College SBDC in Jamaica, Queens,he wanted to open an ice cream retail storeand thought a prominent national franchisechain was the answer. Upon reviewingprojected cash flows and capital require-ments with SBDC business adviser BrianYeung, however, a smaller ice cream fran-chiser – with more reasonable up-frontcosts – emerged as a much better opportu-nity. Since the ice cream business is sea-sonal, Guo needed to move quickly. Withadvice and assistance from the SBDC, Guo acquired a business using $100,000 in personal capital.

One month after contacting the SBDC –in February 2004 – Guo opened his shop at 302 Broadway, in Astoria, Queens, andthe business is going strong. “The SBDCunderstood my priorities, and workedclosely to help me achieve my goals,” saysGuo. “They have a deep commitment toyour success.”

Zhi Guo (left) with SBDC BusinessAdviser Brian Yeung

queenssuccess

“Through the efforts of our SBDC staff and programs,local citizens become involved in educational solutions toreal business challenges found here in the Southern Tier.”

Floyd F. Amann, President, Corning Community College

Transitioning DefenseIndustries to CommercialEnterprises

The Defense Economic TransitionAssistance (DETA) program was authorized by the US SmallBusiness Administration in 1995 to enable SBDCs to assist smallbusinesses impacted by reductionsin defense spending and the closing of military bases.

The New York State DETA pro-gram provides an array of no-costbusiness services to help repositionthese defense-impacted businesses tocommercial markets. Initially, fourSBDC DETA centers were strategi-cally positioned throughout NewYork State – in Utica, Farmingdale,Plattsburgh, and Stony Brook – toprovide assistance to heavily impactedareas. In FY 2003, the SBA awardedthe NYS/SBDC a new contract toexpand services to Watertown andRochester. In 2003, the DETA ini-tiative in Plattsburgh was suspendedas the demand for services waned.The Manufacturing and DefenseDevelopment Center (MDDC),located in Rensselaer, now supportsDETA business advisers at theregional centers mentioned above.

The MDDC and DETA centershave created strategic partnershipswith organizations statewide –including aerospace industry associ-ations and technology research anddevelopment programs – to addressissues impacting businesses adverselyaffected by reductions in defensespending. They are developing new

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Steve Johnson is only 28 years old, but hehas already made his mark. A graduate ofBuffalo’s Culinary High School, Johnsontrained as a chef, but then channeled hiscreativity into clothing design. His inspiredcasual apparel is now featured in over 20high-end stores across the US. Johnsonbegan working with SBDC business advis-ers at Buffalo State College in 2002. At thetime, he was operating his design businessout of his home. To grow the business tothe next level, he needed funding and hadidentified a potential investor and partner inKarachi, Pakistan. The SBDC helped find alawyer skilled in setting up internationalpartnerships. The SBDC also put him intouch with a bank that could handle inter-national transfers of funds and helped inother aspects of his expansion. Johnsonnow employs five people, and his companyhas been featured in the Buffalo News andChallenger, an African-American weekly. “I can’t say enough about the SBDC andthe services they provide,” says Johnson.“They have the know-how to help youlaunch your business and direct it towardsuccess, and they are flexible. Whateverobstacles your business faces, the SBDChas the skills and the answers you need.”

Steve Johnson

buffalosuccess

preparation workshops to veteranswho sign up for the voluntary pro-gram. The program will expand in2005 to include the McGregorCorrectional Facility in Wilton.

In five years, New York’s VBOP hasprovided counseling to over 7,000veterans, trained more than 6,000veterans, and located over $100 million in funding for veterans’businesses. According to its federalsponsor, the New York SBDC pro-gram is a national model for provid-ing business assistance to veterans.

One of the most exciting thingshappening within the New YorkVBOP is the development of a spe-cial web-based or CD-ROM-basedinteractive educational program thatteaches veterans how to be success-ful entrepreneurs and small businessowners. EntreSkills for Veterans isbased on a very successful EntreSkillsprogram developed over the last twoyears by the NYS/SBDC’s Office of Entrepreneurial Education; thisprogram is currently being used inover 150 high schools and middleschools across New York. The sixVBOP business advisers have beenworking on upgrading and refiningthis material to make it suitable forveterans and active military person-nel. EntreSkills for Veterans takesveterans through cumulative stagesas it helps them refine and develop asmall business concept, address legaland marketing issues, prepare finan-cial statements, and, ultimately, prepare a finished business plan.

“Small Business Development Centers help to turn ideas into action by providing entrepreneurs with

the tools to launch these ideas.”

Joseph Olson, President, Jefferson Community College

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programs, seminars, and strategiesto assist companies in increasingproductivity, efficiency, and com-petitiveness in order to compete incommercial markets. The MDDCapplies new technologies (includingtechnology-based inventory control),identifies new domestic and foreignmarkets for products, and redesignsoperations.

Since its inception in 1995, theNYS DETA Program has providedbusiness counseling to over 2,750companies adversely affected bydefense cutbacks. Assistance is nowfocused on helping companies andindividuals transition from defenseto commercial markets. As a directresult of the NYS DETA Program,clients have accessed over $69 mil-lion in capital and over 2,300 jobshave been saved or created.

You can access additional information about DETA atwww.defensedollars.com.

Empowering Individuals with Disabilities

The SBDC assists approximately500 self-identified disabled clientsevery year with business planning,market strategies, and help in locat-ing capital for business enterprises.In an average year, these clientsinvest about $1.5 million in theirNew York State businesses. Since itsinception, the SBDC has assistedmore than 7,400 disabled clients,and about 2,400 of those individu-als were referred to the SBDC byVocational and Educational Services

for Individuals with Disabilities(VESID). Between 1984 and 2004,disabled clients working with theNYS/SBDC invested more than$32 million in their businesses.

VESID is a NYS Department ofEducation program designed toreturn individuals with disabilitiesto the work force through self-employment opportunities. VESIDdoes this by making funds available,primarily for business-related equip-ment to qualified individuals withdisabilities. Once they qualify,VESID clients are assigned to anSBDC business adviser, who helpsthem write a business plan to applyfor bank financing. Financingranges, on average, from $6,000 to$12,000 per client. Both the SBDCand VESID follow up after the clienthas been in business for six to twelvemonths. On average, the SBDC hasfound that 25 to 30 percent of theseclients are still in business after fiveyears, and 12 to 15 percent remainin business after 10 years.

The SBDC also partners with theWestern New York IndependentLiving Project, Inc., to provideentrepreneurial training and assis-tance to the managers of indepen-dent living centers (ILCs). ILCsserve individuals with all kinds ofphysical and mental disabilities andprovide core services such as peercounseling, independent livingskills, information and referral ser-vices, and individual and systemsadvocacy. The centers are lookingto the SBDC to provide business

Rick Kovacs attended the Forest RangerSchool in Wanakena and fell in love withthe northwestern Adirondacks. Severalyears after graduation, Kovacs was resid-ing in Vermont and decided to build a hunt-ing camp on Tooley Pond, near his almamater. In 2001, Kovacs began workingwith Michelle Collins at the SUNY CantonSBDC. Together they worked on the busi-ness plan and financials he needed toobtain funding. There were challengesalong the way. A building on the propertyintended as the main lodge turned out tobe structurally unsound; a new buildingwas needed and the funding package hadto be restructured. Finally, in the summerof 2003, Kovacs and his wife, Angie Oliver,opened Packbasket Adventures, an old-fashioned Adirondack lodge and guide service, with $319,500 in funding fromNYBDC, a regional commercial bank, North Country Alliance, and AEDC. Thenew lodge attracts tourists to historicWanakena; Packbasket Adventures pro-vides contracting opportunities to thearea’s many certified independent guidesand is thriving. “I can’t say enough aboutthe help I received from Michelle Collinsand the Canton SBDC,” says Kovacs.“They are committed to the economicdevelopment of the area and its residents.”

Ron Kovacs and Angie Oliver

cantonsuccess

“SBDC assistance in helping entrepreneurs start and grow businesses is very important to the economy of New York City.”

John Elliott, Vice President & Dean, Zicklin School of Business, Baruch College

modeling services, financial projec-tions, and recommendations onaccess to capital.

The collaboration between the New York State Small BusinessDevelopment Center (NYS/SBDC)and the Centers for IndependentLiving (CIL) began in 2001 withtwo training events designed tointroduce not-for-profit indepen-dent living centers to the concept ofbusiness planning. The NYS/SBDCand CIL have established a relation-ship to provide training and busi-ness assistance to independent livingcenters interested in developing for-profit ventures. Currently, theSBDC and CIL are collaborating on a manual to provide guidance for center managers that want toestablish a for-profit venture.

An Activist Advisory Board

The NYS/SBDC Advisory Boardconsists of individuals from smallbusiness, banking, government, andindustry who have a commitmentto the future of small business inNew York. Most of these peopleown and operate their own smallbusinesses or provide services to the small business sector. TheChairperson, Loretta Kaminsky,owned her own specialty chocolatebusiness, and is now a vigorousadvocate for small business in NewYork and nationally. Ms. Kaminskyis a past Chairperson of the SBA’sNational SBDC Advisory Boardand is a leading speaker on issuesaffecting women in business.

The mission of the statewideAdvisory Board is to “advise, coun-sel, and confer with the StateDirector of the Small BusinessDevelopment Center in working toconstructively advance and improvethe New York State Small BusinessDevelopment Center program.”Advisory Board members provideinput on program goals and objec-tives, review program performance,inform the State Director abouteconomic conditions in their homeregions, and advocate for the pro-gram with legislators, sponsors, andother interested individuals. Inaddition, the Advisory Board hasstanding committees that provideimportant feedback to the LeadOffice on programmatic, advocacy,and operational activities. TheAdvisory Board also forms ad hoccommittees to come to grips withissues as they occur.

Office of Entrepreneurial Education

The Office of EntrepreneurialEducation (oe2) is the educationalarm of the NYS/SBDC, promotinginterest in entrepreneurship througheducational programs. In 2003, oe2developed and launched EntreSkillsI, an interactive, web-based programproviding students with an intro-duction to entrepreneurship andsharpening the skills they need to openand run a successful small business.

The development of EntreSkills Iwill continue, based on formal andinformal feedback from educators.

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Stephanie Mack, a registered nurse andformer health care executive, knew thatmany health care facilities were not dispos-ing of confidential medical records in linewith federal guidelines. Mack saw a busi-ness opportunity. She took her idea to theSBDC at Lehman College in the Bronx.Working with SBDC business adviserCleavan Daniel, she prepared a detailedbusiness plan. The SBDC worked with herin obtaining minority certification status inNew York City, and with an applicationpending for New York State. The SBDCalso assisted Mack with her SBA 8(a)application. Just-N-Time Dynamics, Inc.opened in January, 2003. The firm recentlyobtained a major contract with NYC Healthand Hospital Corporation. Projected salesfor 2004: $125,000, and for 2005:$300,000. Just-N-Time Dynamics, Inc.,was featured in Crains Magazine, andaccepted into the William Jefferson ClintonFoundation Small Business Initiative – aprogram to help minority businesses grow.The SBDC at Lehman College is part of thatinitiative. “There’s no doubt in my mindthat the SBDC helped me succeed. Theyunderstand business and what it takes togrow and prosper in diverse markets.”

From Left, Bronx SBDC Director ClarenceStanley, Stephanie Mack, SBDC Asst.Director Cleavan Daniel

bronxsuccess

“Workforce education is a key component of OCC’s mission; therefore, we highly value

the SBDC as a partner.”

Debbie Sydow, President, Onondaga Community College

(Continued on page 18)

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Late in March 2004, the NYS SBDC celebrated 20 years of service to small business owners and entrepreneurs in New York with a gala event in the well of the LegislativeOffice Building at Empire State Plaza in Albany.

The highlight of the Albany event was the formal induction of 32 outstanding New York Small Businesses into the NYSSBDC Hall of Fame. The approximately 30 New York legisla-tors that attended the event made special presentations to theHall of Fame members. All of the inductees were clients ofthe SBDC who have made a long-term success of their busi-nesses, as well as significant economic and/or public servicecontributions to their communities. The SBDC measures its success one entrepreneur at a time, and Hall of Fameinductees were the stars of the evening.

Inductees received framed color photos of themselves at theirplace of business, a plaque honoring their accomplishments,and business-management software from Microsoft. For acomplete listing of 2004 Hall of Fame Inductees, see page 29.

The host for the event was New York State Senate MajorityLeader Joseph L. Bruno. Sponsors included: Fleet Bank, KeyBank, First Niagara, Intuit, and Nowicki and Company.

In connection with the Albany event, Regional Centers acrossthe state held Open Houses throughout the year to mark theprogram’s 20th anniversary. These regional events featurednoteworthy speakers and attendees that included campus officials, local legislators, SBDC clients, and resource partners.

On March 22, 2004, eight pages of The Legislative Gazettewere devoted to the program. The text and pictures in the special section highlighted the programs and services the NYS SBDC has provided to small business between 1984 and 2004.

SBDC Twentieth-Anniversary

From left, Peggy Swigonski, State SenatorRaymond Meier,Robert Swigonski

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y Celebration & Hall of Fame

From left, GeorgeRodriguez, MariaRodriguez, StateSenator FrankPadavan, DiegoRodriguez

From left, Karen Hartgen,

NY Senate MajorityLeader Joseph Bruno,

Ursula Garreau-Rickenbacher

From left, BusinessAdviser Dale Rice,State Senator JamesWright, Walter Planty, Donna Planty, andDiana Goolden

From left, Pat McGee, Bia & Khalid Khan,AssemblymanWilliamParment

From left,AssemblymanJoseph Saladino,William Levine

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For example, during the summer of2004, the oe2 team held a teacherfocus group to solicit informationabout the use of EntreSkills in theclassroom. Over the summer, theoe2 team also developed and maileda survey to educators to collectinformation about tools andprocesses used to teach entrepre-neurship in their regions.

The oe2 continues to promoteEntreSkills through direct mail cam-paigns, presentations and exhibits at conferences, and attendance atregional meetings of business andmarketing teachers. Two oe2 staffmembers attended the annualBusiness Teachers of New York State(BTANYS) meeting in the fall toprovide EntreSkills training andpromote the program. One of thehighlights of the conference was asession by high school educatorsthat outlined creative uses ofEntreSkills in the classroom.

In 2003, oe2 was the recipient ofthe Hobart H. Conover Friend ofBusiness Education Award, recogni-tion from the Business Teachers ofNew York State that underscoredthe importance of oe2’s mission.The award recognized oe2’s partici-pation in the NYS Department ofEducation’s Summer Enrichmentworkshops for business and marketing educators. Visitwww.entreskills.org for more information.

AcknowledgingDynamic AlliancesThe success of SBDC clients can beattributed to their vision and “sweatequity,” to the hard work of SBDCstaff across New York State, and tothe active support of key SBDCeconomic development partners onnumerous projects and initiatives.

The SBDC’s most important partners are the US Small BusinessAdministration, the State of NewYork, the State University of NewYork, City University of New York,and host campuses. Other key partnerships include, but are notlimited to:

Empire State Development (ESD):The state economic developmentagency that provides assistance andservice to businesses to foster eco-nomic investment and prosperity inNew York State. ESD works closelywith businesses to identify creativesolutions to challenging problems,generate enhanced opportunities forgrowth, and help businesses achievetheir uniquely important short- andlong-term goals. The Director ofESD’s Division of Small Business,Jeffrey Boyce, serves on the SBDCAdvisory Board.

New York Business DevelopmentCorporation (NYBDC): A privatecorporation that works in conjunc-tion with leading New York banks

Frank Lopa, Jr., belongs to a second-gener-ation Italian family that settled on StatenIsland and has realized the AmericanDream. His father worked for the City untilhis savings enabled him to buy buildingsand upgrade them for commercial and resi-dential use. His mother and sister operatea real estate brokerage firm. In 1999, Lopacontacted the College of Staten IslandSBDC and discussed his plans to own areal estate development business. SBDCbusiness advisers helped him develop his business plan and locate sources offunding. These efforts resulted in $1.4 million from the Community PreservationCorporation. In four years, Lopa has con-structed and sold a number of houses onStaten Island, and is currently constructingtwo projects totaling eleven residences.Total investment: $5,326,742. Thirty-eightjobs have been created. The company isthriving. “The SBDC’s assistance has beeninvaluable,’ says Lopa. “Whatever the smallbusiness problem that needs solving, they are the people to turn to.”

Frank Lopa, Jr., (right) with his brotherPaul Lopa

staten islandsuccess

“The SBDC has been an integral part of a host of programs at the University that support the Long Island economy. It is a program that I am very pleased to have here at Stony Brook.”

Dr. Yacov Shamash, Vice President for Economic Development and Dean of the College of Engineering and Applied Science, Stony Brook University

and thrift institutions to providecreative and innovative financing tosmall businesses across New York.NYBDC co-administered, with theNYS/SBDC, the World Trade CenterSmall Business Recovery Fund, arevolving micro loan fund for smallbusinesses in NYC affected by theSeptember 11, 2001 terrorist attack.

New York State Department ofTaxation and Finance: Taxation andFinance is an agency that provides afair system of tax administration, isaccessible and responsive to taxpay-ers, and contributes to a favorableeconomic climate. The agency has a close working relationship withthe SBDC. Department of Taxationrepresentatives routinely participatein SBDC-hosted workshopsthroughout the state for small busi-ness owners. The agency providedcritical collaboration with theSBDC and NYBDC in providinginformation to the World TradeCenter Small Business RecoveryFund to facilitate the approval ofbridge loans to WTC disaster-impacted applicants.

Business Council of New York State(BCNYS): The primary advocacygroup for business in New YorkState, supported by some 4,000member companies and chambersof commerce from around the state.The BCNYS partners with theSBDC on special projects and ini-tiatives targeted at small businesses in NYS.

National Federation of IndependentBusiness (NFIB): The largest advoca-cy organization representing smalland independent businesses in theUS. NFIB provides timely informa-tional resources to help businessowners succeed. NFIB partnerswith the NYS/SBDC on specialprojects and initiatives targeted atsmall businesses in New York State.

Service Core of Retired Employees(SCORE): An SBA-sponsored pro-gram dedicated to aiding in the for-mation, growth, and success ofsmall businesses nationwide.NYS/SBDC Regional Centers workhand in hand with local SCOREchapters around the state.

Women’s Business Centers (WBCs):An SBA-sponsored resource partnerthat promotes the growth ofwomen-owned businesses by pro-viding business training and techni-cal assistance, access to credit andcapital, federal contracts, and helpidentifying international tradeopportunities. SBDC regional cen-ters work closely with staff at theWBCs to assist women clients atevery stage of developing andexpanding successful businesses.

US Department of Energy (DOE):DOE is in charge of BrookhavenNational Laboratory on LongIsland. The Stony Brook SBDCmaintains an outreach office atBrookhaven to provide business

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Over twenty years, Jeffrey Gold worked his way up through executive managementand sales positions in various communica-tions companies. When his formeremployer declared bankruptcy, and thetelecommunications industry collapsed,Gold lost most of his retirement savings,but none of his resolve. He pledged tohimself and his family that he would starthis own business and become economical-ly self reliant. He investigated a number of business opportunities in the Rochesterarea. Finally, in early 2002, he had anopportunity to purchase the Buckmans Car Wash chain in Monroe County. Acommercial lender referred Gold to PamelaHillengas, business adviser at the SUNYBrockport SBDC. Working together, theywere able to develop a unique financingplan which included securing an SBA-guar-anteed loan in 2002, combined with aninfusion of private equity that enabledGold to purchase the Buckmans Car Washchain. In October 2004, Gold announcedan expansion into three additional locationsin Gates, Spencerport, and Penfield – againwith SBDC assistance. One hundred peoplein the community now have jobs as a resultof Gold’s entrepreneurial spirit. “I haveworked with the Brockport SBDC and PamHillengas for over three years,” said Gold.“They are totally committed to regionaleconomic development and small businesssuccess.”

SBDC Business Adviser Pam Hillengaswith Jeffrey Gold

brockportsuccess

“Stony Brook’s SBDC has once again proved a valuable resource for the people of New York. Small

businesses remain the most important engine of job creation in our economy.”

Shirley Strum Kenny, President, Stony Brook University

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counseling to companies developingtechnologies that evolve fromresearch at Brookhaven. This is thefirst SBDC office on site at anational laboratory. It also repre-sents the first joint venture betweenthe SBA, the SBDC, and DOE.

Catskill Watershed: The SBDC hasestablished an Outreach Office inMargaretville, NY, in partnershipwith the Catskill WatershedCorporation (CWC). The outreachoffice is the result of close coopera-tion between the SBDC and theMargaretville, Arkville Community(M-Ark) Project. The CWC out-reach office is attached to the SBDCMid-Hudson Regional Center affiliated with Ulster CommunityCollege and is based in Kingston,New York. At the CWC SBDCOutreach Office, Watershed resi-dents, or those considering locatingor moving a business into theWatershed area, can receive helppreparing business plans, or simplygetting answers to questions aboutmarketing, production issues,finance, and other topics.

New York State Department of State:Through a partnership with theDOS Division of Local Government,the SBDC provides entrepreneurial

training to high schools in theSouthern Tier through a federalgrant from the AppalachianRegional Commission (ARC).Local government’s mission is toprovide training and technical assis-tance and to help local officials solveproblems involving a variety of topics including communitydevelopment. The division is alsoresponsible for management of theARC program, which providesfinancing assistance for economicand community development.SBDC’s Office of EntrepreneurialEducation participates in ARC’s initiative on entrepreneurial educa-tion and training that helps statesprovide quality entrepreneurialtraining to youths, students, andbusinesspeople, and to strengthenexisting businesses and help startnew ones, a goal shared by SBDC,the NYS DOS, and the ARC.

New York State Department ofEducation (NYSED): Officials atNYSED support the SBDC’s entre-preneurial education initiatives byproviding information aboutschools and educators, guidancewith learning standards and assess-ment exams, and by helping to pro-mote SBDC educational programsand services in their publications.

David Lee Holland has jewelry design in hisblood. His parents are longtime designersin Selma, Alabama. His own creations,“Designed by David Lee Holland/Inspiredby Nature,” are made of 18k gold and pre-cious gems. After years of operating ahome-based business, Holland and hispartner, John Kyriazis, decided in 2002 toexpand to a retail store in the SoHo districtof Manhattan. Financing was necessary,so the partners talked to the MidtownManhattan SBDC at Baruch College, part of the Field Center. An SBDC business adviser and MBA intern from the FieldCenter worked closely with them to preparea loan application. Because the new storewould be located within the 9/11 disasterarea, the SBDC recommended an applica-tion to the World Trade Center SmallBusiness Recovery Fund, administered bythe SBDC and New York BusinessDevelopment Corporation. The result wasa $50,000 loan plus $300,000 in privateequity. The store opened in December2002. New York Magazine featured thestore soon after the opening and named itin fall 2004 as one of New York City’s beststores. “The SBDC was a great help to us,”says Holland. “They had the expertise tohelp us move to the next level.”

John Kyriazis (left) and David Lee Holland

manhattansuccess

“Pace University’s SBDC is playing an increasingly important role in the Business School’s entrepreneurshipand economic development agendas.”

Arthur L. Centonze, Dean, Lubin School of Business, Pace University

“The SBDC, through its work to encourage strong, profitable, and growing businesses, strengthens our region and helps develop the area’s workforce.”

Lois B. DeFleur, President, Binghamton University

NYC Department of Small BusinessServices. Small Business Services(SBS) provides a variety of resources,from free seminars to publicationson everything from financing toincorporating. The SBDC collabo-rates with SBS to help small busi-ness owners and entrepreneurs findthe appropriate resources to resolvea range of business issues. In StatenIsland, the SBS and SBDC areworking to establish a community-based Business Solutions Center.

Interagency Small Business Task Force:The SBDC is an active member ofthe Task Force, a group establishedto address small-business issues andprogrammatic policies that affectsmall business. The task force tar-gets areas of high priority to theNew York State’s small-businesscommunity, including taxation,insurance, banking, and regulatoryreform issues, as well environmentaland energy concerns. The TaskForce also maintains a Web portalto small business information pro-vided by state agencies as well asnon-governmental organizationsfocused on small business.

NYS Tribal Nations: The SBDC values its good working relation-ships with tribal nations around the

state, including the St. Regis-Mohawk Nation, the OnondagaNation, the Seneca Nation, theShinnecock Nation, and others.

Local and Regional Chambers ofCommerce: All SBDC regional centers work with Chamber ofCommerce offices in their designat-ed service areas. The good workingrelationships developed with localchambers and other local businessand economic development organi-zations are critical to the success ofthe program. One of the advan-tages of having a regionally distrib-uted service delivery program is thateach regional office can set up work-ing relationships with other localsmall business service providers thatare appropriate to that area’s eco-nomic development priorities.

Private-Sector Partners: The SBDCappreciates its alliances with private-sector organizations, includingAmerican Express, Intuit, Microsoft,Coca Cola, Key Bank, DeutscheBank, and others. These private-sector partners provide financial and other support for a wide rangeof special projects and initiatives,including the program’s annual staffdevelopment conference and otherspecial events.

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Aaron Hart’s Station PE, Inc., producesCDs that facilitate elementary/middleschool physical education programs. Hishigh-quality products are sold to educatorsthrough catalog companies and tradeshows. In February 2004, he came to theBinghamton University SBDC for help inexpanding his two-year-old enterprise.SBDC business advisers worked with Hartto produce a business plan and accuratefinancial projections, and facilitated con-tacts with banks. In April, Hart received$240,000, including an SBA LOWDOCguarantee for $142,000. Since then, hehas expanded his product line to includebooks, academic integration programs, lesson plans, and on-line educationalresources, and he has filled six new posi-tions. A website (www.stationpe.com)provides lesson plans and information forteachers, product information/sales, and a kids’ feature for fun and instruction.Station PE, Inc., markets products and programs across the country and isinvolved in fitness, wellness, and educationprograms jointly with the NYS Departmentof Health. Hart is also active with theCortland County Health Department in pro-moting the “Eat Well, Play Hard” program.“SBDC business adviser Ken Homer was atremendous resource in helping my com-pany grow to the next level,” says Hart.

Aaron Hart

binghamtonsuccess

“The SBDC ‘s ongoing efforts in assisting small businesses are essential to the growth of our economy,

helping to create jobs, thereby ensuring a stronger future for the Niagara region.”

James Klyczek, President, Niagara County Community College

“Mercy College’s partnership with the SBDC is vital to the economy of the communities in

which we live, work and educate.”

Louise Feroe, President, Mercy College

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John and Gary Butcher established SummitGraphics in 1984 in the town of Lockportwith a leased printing press in their livingroom. As the company grew, the Butchersneeded a larger facility. The brothers con-tacted the SBDC at Niagara CommunityCollege. Assistant Director Lynn Oswaldhelped prepare a business plan and fund-ing projections. Funding in the amount of$162,000 was secured. Summit Graphicsnow occupies a 3,000-square-foot facilitywith seven employees and over 300 steadyclients. It has become Summit Print &Mail, LLC, and has expanded into directmail advertising: newsletters, postcards,and self-mailers under the direction ofCookie Butcher, John’s wife. The companyreceived the Eastern Niagara SmallBusiness of the Year Award in 2000, theCrouser and Associates 2003 Award, andthe Niagara SBDC 2004 APEX Award. “TheSBDC was instrumental in making ourbusiness possible by providing us withtimely and accurate financial projections,”says John Butcher. “We couldn’t have doneit without them.”

From left, Gary Butcher, Cookie Butcher,John Butcher

niagarasuccess

Kerry Irwin and Steve Saturno own GolfCars Unlimited in Vails Gate, NY, whichthey purchased from a former employer.They focus on selling and servicing newand used golf cars, selling new replace-ment parts to golf courses and other users,and providing rental cars for use in golftournaments, seasonal recreational activi-ties, and special events. They trace theirfriendship back to 1991. When the oppor-tunity arose to acquire Golf Cars Unlimited,the partners had no idea whether theycould get the financing they needed andwere overwhelmed by the enormous num-ber of details. Fortunately, they took theirbusiness plans to the Mid-Hudson SBDC inNewburgh. Business adviser MyriamBouchard worked with the partners on abusiness plan and accurate and realisticfinancial projections. The result was fund-ing in the amount of $270,000 from a com-mercial lending institution. The business isgrowing steadily. “Myriam Bouchard andthe SBDC were there to help us every stepof the way,” says Irwin. “We couldn’t havedone it without them.”

Kerry Irwin and Steve Saturno

mid hudsonsuccess

23

Kit Bauer and Billy Gooshaw dreamed ofopening a wine and liquor store in Elmirafeaturing wines from New York’s FingerLakes. They needed a good business planbefore they applied for funding to make thedream a reality. SBDC business advisers atCorning Community College helped themdevelop a plan for a high visibility storewithin a newly renovated shopping centeron the south side of Elmira. The plan wasrevised and approved for funding by a localcommercial bank for $125,000, with anSBA guarantee, combined with $40,000 inpersonal equity. However, a state morato-rium delayed the issuance of a liquorlicense for the store. Though disappointedand frustrated, the partners made use ofthe extra time by taking courses at theSBDC to learn the fine points of managinga small business. In October 2003, themoratorium was lifted and, with theencouragement of family and friends,Lighthouse Liquors and Wines ofSouthport opened in May, 2004 inSouthport Plaza. “We appreciate not onlythe professional assistance we received atthe SBDC, but also their advice throughoutthis long process,” says Kit Bauer. “Wenever lost sight of our goal, and the SBDCwas always there when we needed them.”

Billy Gooshaw and Kit Bauer

corningsuccess

Josie Mertens runs Colors Painting, Inc., apainting contractor in Manlius, New York,which is a certified Women’s BusinessEnterprise. Having landed three largepainting contracts with public agencies inthe area, she needed an infusion of work-ing capital, as well as a consolidation ofcredit card debt incurred in conducting her business. She met with Mike Rosanio,Business Adviser at the OnondagaCommunity College SBDC. Rosanioworked with Mertens on the best way topresent financial information to potentiallenders. They reviewed her tax returns forthe previous three years. They workedtogether on cash flow projections. As aresult, Colors Painting, Inc., was approvedfor a $40,000 loan under the SBACommunity Express program (50 percentguarantee) from a commercial lender,added to $10,000 in private capital that puther company in a better position to satisfycurrent and future contracts. Four jobswere created; and five were saved. “TheSBDC has the expertise you need to helpkeep your business on track,” saysMertens. “They understand how businessopportunities can be maximized.”

SBDC Business Adviser Mike Rosariowith Josie Mertens

onondagasuccess

Scoshire Kennels, in Aquebogue, on LongIsland, was founded in 1960 for breedingpurebred dogs. When Dwayne Early andDavid Borders purchased Scoshire in 1997,they included boarding services and real-ized the business could not handle thedemand. Their goal was a state-of-the-artfacility that combined breeding, boarding,grooming, obedience training, and showhandling classes. They came to the StonyBrook SBDC after they had difficultyobtaining funding because of poor cashflow and inadequate financial recordsmaintained by the previous owner. SBDCBusiness Adviser Patricia Karlak helpedthem reorganize their financial data intoacceptable accounting format, developcombined financial projections, and pre-pare a business plan. The result, after sev-eral months of negotiating, was a $650,000SBA 504 loan involving a lending institu-tion, Long Island Development Corporationand New York State Business DevelopmentCorporation. According to the partners,“The SBDC worked with us for as long as ittook to get the job done. I don’t think wecould have done it without them.”

From left, SBDC Business Adviser PatKarlak, Dwayne Early, David Borders

stony brooksuccess

After the terrorist attacks of September 11,2001, improved high-technology methodsof detecting explosives, hidden weapons,and other threats became critical to gov-ernment and industry. With this in mind,engineer Mark Westfield and his partnersformed Advanced Reconnaissance Group(ARC) in 2003 to develop advanced sensors capable of looking more deeply“inside” an image and analyzing accuratelywhat they found there. Cutting edge ARCtechnologies run the gamut from airbornemonitors for land mines and improvisedexplosive devices to agricultural imagingfor improved farming and forestry manage-ment. The partners took their businessgoals to the Westchester SBDC. SBDCbusiness advisers helped them developtheir business plan and analyze marketdata, so that they could access capital andnavigate government procurement sys-tems. As a result, ARC has acquired sever-al million dollars in equity capital to fulfillmulti-million dollar contracts from com-mercial and military customers. “TheSBDC was vital to our success,” saysWestfield. “They understand high technol-ogy business opportunities and can helpyou open many doors.”

(Left to right, back row) Asst. Dir. WestchesterSBDC Jerry Kobre, ARC’s Joe Jamin, Kevin Kading;(front row) Sheng-Huei Chang, Mark Westfield

westchestersuccess

24

For over two decades, Darrin Pranceworked in the Canadian tape manufacturingbusiness owned by his father. The compa-ny manufactured athletic and adhesivetape. In 1991 the company expanded, andPrance moved to Watertown to work in the US outlet. Five years later, an outsidegroup that had purchased the businessclosed the New York plant. Prance, out ofa job, saw a golden opportunity. He and a partner began looking for a plant site,machinery, and financing. Prance wasreferred to the Watertown SBDC throughthe New York State Self-EmploymentProgram. With SBDC assistance, heeventually secured $2,436,000 to start uphis business, including an SBA loan, anEmployee Skills Grant from Empire StateDevelopment Corporation, loans from twolocal IDAs, and private investment. NorthAmerican Tapes, LLC opened in January2004, and will eventually bring nearly 40high-paying jobs to the local economy. He was honored in May with an SBAExcellence in Small Business Award.“Launching this company was complexand time-consuming,” says Prance.“Fortunately, I had business adviser SarahO’Connell and the SBDC to help bring theelements together. If you’re looking forbusiness assistance, they’re the people to turn to.”

Darrin Prance

watertownsuccess

Tara Mendez, trained as a paralegal, wanted to open a day spa catering to thehealth and beauty needs of people in KewGardens, Queens. She knew she had whatit took to make a success of the business,but her financial skills were not strong.“I’m not good at financial analysis or pro-jection,” said Mendez. “The bank justhanded me a folder with the paperwork.”Fortunately, she found help at the LaGuardia Community College SBDC. Afterseveral consultations with the SBDC,Mendez not only filled out the paperwork,she qualified for the $53,000 loan sheneeded. Ascend Day Spa, Inc. opened inDecember 2003 and is going strong.“When you apply for a loan,” says Mendez,“you have to list everything you need, andthe SBDC helped me include items impor-tant to my business—like a credit cardmachine—and what it would cost permonth. If it wasn’t for Rosa Figueroa andthe La Guardia SBDC, I don’t think I’d be in business.”

La Guardia SBDC Acting Director RosaFigueroa (left) with Tara Mendez

laguardiasuccess

25

26

In May, New York State secondary school teachers met with the SBDC’s Office of Entrepreneurial Education to

make recommendations on EntreSkills I entrepreneurshiptraining program for high school students.

2004 SBDC Business Advisers of the Year (left to right): Ken Homer (Binghamton), JoanPowers (Onondaga), Allison Lehr (Midtown Manhattan), Lawrence Perras (Watertown Oswego Outreach), Al Randzin (Mid-Hudson)

U.S. Congressman Gregory Meeks (left) with SBDC State Director Jim King

NY Assemblyman Robin Schimminger with SBDC Advisory Board Chair Loretta Kaminsky

From left, SBA Administrator Hector Barreto, SBDC Buffalo Director Sue McCartney,

SBA Region II Administrator Michael Pappas

27

The SBA’s New York SBDC ProjectOfficer Dan O’Connell spoke at theStaff Training Conference in Corning

In 2004, the SBDC's International Business Program co-organized with the Shanghai government a Small-Medium Business Exchange and Cooperation

Conference in Shanghai to maximize opportunities for New York business in China.

From left, 2004 New York SBDC Star Performer John Narciso,Gail Narciso, SBDC Farmingdale Director Lucille Wesnofske,State Director Jim King

KidBiz, a national-award-winning program of the Buffalo StateSBDC, trains youngsters in grades three through six in entrepre-neurship. Over the summer, the kids open their businesses next

door to the Farmer’s Market in Buffalo’s Bidwell Park. In 2004,120 young entrepreneurs made over $5,000.

Last November, SUNY IT at Utica/Rome was the site of a press conference promoting HealthyNew York’s health insurance coverage for small business. From left, Mohawk Valley SBDCDirector Dave Mallen, Assemblyman David Townsend, NY Lieutenant Governor Mary Donohue,Oneida County Supervisor Joseph Griffo, NYS Insurance Commissioner Gregory Serio.

28

2004 SBDC Entrepreneurs of the YearCorning, NY, was the site in May of the 2004 SBDC Staff Training and Professional Development Conference, hosted by the Corning SBDC. The highlight of the event was the Awards Banquet honoring seven outstanding

Entrepreneurs of the Year. The award winners are pictured here. For more information about these entrepreneurs and their businesses, visit the SBDC Website at www.nyssbdc.org.

RURAL ENTREPRENEUR OF THE YEAR

Nancy Tabor Richards - Corning SBDC

MINORITY ENTREPRENEUR OF THE YEAR

Sally Sola - Bronx SBDC

WOMAN ENTREPRENEUR OF THE YEAR

Robin Wysokowski - Onondaga SBDC

VETERAN ENTREPRENEUR OF THE YEAR

Ken Palmer - Farmingdale SBDC

GROWTH COMPANY OF THE YEARAngelo & Deborah Rosato -

Mohawk Valley SBDC

START-UP COMPANY OF THE YEAR

Ron London - Watertown SBDC

MANUFACTURER OF THE YEAR

Phil Frederick - Albany SBDC

29

Ida Jane & Mark AlteriAlteri Bakery, Inc.Watertown SBDC at Jefferson Community College

Richard BartholomewMulti-Media Services Corning SBDC at Corning Community College

Joe Bucci, Gunther Buerman, Neil CohenAmerican Rock Salt Co. LLC Niagara SBDC Geneseo Outreach at SUNY Geneseo

Pete CasamentoAdirondack Champlain Guide ServiceNorth Country SBDC at SUNY Plattsburgh

Chris DelPrinceLife Style Street Gear Buffalo SBDC at Buffalo State University

Pete EdmundsMid-Hudson Communication CompanyMid-Hudson SBDC at Ulster Community College

Shirley FelderSullivan County First Recycling & Refuse, Inc.Mid-Hudson SBDC at Ulster Community College

Ursula Garreau-RickenbacherUrsula’s of Switzerland Albany SBDC at the University at Albany

Joe GuidoForo Marble Company Midtown Manhattan SBDC at Baruch College

Karen HartgenHartgen Archeological AssociatesAlbany SBDC at the University at Albany

Howard HellmanAll Bright ElectricWestchester SBDC at Mercy College

Liz Hughes, Carla Bruce, Marie McKennaLaurel Ave Café CorporationBinghamton SBDC at SUNY Binghamton

Michael Jelfo, Roger Reiner, Jeff GenovesePro-Mold Inc.Brockport SBDC at SUNY Brockport

Loretta KaminskyLou-Retta’s Custom ChocolatesBuffalo SBDC at Buffalo State University

Khalid and Bia KhanChautauqua Woods and UltrapakJamestown SBDC at Jamestown Community College

Rosa KasperovichRose’s Funeral Home, Inc.Stony Brook SBDC at SUNY Stony Brook

Brent LaMour and Shawn GoffSalem Organic SoilsMid-Hudson SBDC at Ulster Community College

Daryl KolankoPotsdam AgwayCanton SBDC at SUNY Canton

William LevineW.L. Concepts and Production. LLCFarmingdale SBDC at SUNY Farmingdale

Louis and Kathleen LigouriPearl Rose, Inc.Stony Brook SBDC at Stony Brook University

Margaritte Malfy and Barbara SibleyLa Palapa Cocina Mexicana and La Palapa RockolaManhattan SBDC at Pace University

Doreen MarksOtis Products Inc.Watertown SBDC at Jefferson Community College

Max MauerNever Alone, Inc.Mid-Hudson SBDC at Ulster Community College

Walter Planty and Diana GooldenRoute 11 Truck and Equipment Sales and ServiceCanton SBDC at SUNY Canton

Toni PlaskonDonut ConnectionJamestown SBDC at Jamestown Community College

Jose and Ester RiverosLes Enfants Montessori SchoolQueens SBDC at York College

Jorge, Maria and Diego RodriguezDesigner Glass, Inc.Queens SBDC at York College

Larry and Cindy SalernoTarJac, Inc.Onondaga SBDC at Onondaga Community College

Lenore SchwartzTotal Electric DistributorsStaten Island SBDC at the College of Staten Island

Robert SwigonskiSwigonski Management GroupMohawk Valley SBDC at SUNYIT Utica

Dave Weingold and Jill HollowayFlight 9 Satellite ServicesWestchester SBDC at Mercy College

John Yakich and Robert Sanderson, Sr.Candlelight Cabinetry Inc.Niagara SBDC at Niagara County Community College

2004 SBDC Hall of Fame Inductees

30

Business Sectors Economic Impactfrom Inception

Millions of Dollars

Thousands of Jobs

Retail

Serv.

Whol.

Manu.

Const.

Ag.

Other

0 100 200 300 400 500 600 700 800 900 1000

0 5 10 15 20 25 30 35 40 50 55

Program Inception to September 30, 2004

Total Investment Impact: $2,559,695,973

Total Number of Jobs: 105,900

Investment in niche market and specialized manufacturing continues to grow in New York.

180

160

140

120

100

80

60

40

20

0

70

65

60

55

50

45

40

35

30

25

20

15

10

5

0

Millionsof Dollars

Hundredsof Jobs

Retail Service Whole. Manuf. Const. Ag. Other

FundingJobs

October 1, 2003-September 30, 2004

Total Investment Impact: $240,880,822

Total Number of Jobs: 7,768

Business Sectors Economic ImpactLast Year

In just the past twelve months, SBDC clients invested almost$250 million to impact almost 8,000 jobs.

31

Thousands of Clients

Thousands of Hours

0 5 10 15 20 25

0 25 50 75 100 125

Counseling Statisticsfrom Inception

84/85

85/86

86/87

87/88

88/89

89/90

90/91

91/92

92/93

93/94

94/95

95/96

96/97

97/98

98/99

99/00

00/01

01/02

02/03

03/04

Venture Capital$108,500

Other$7,920,832

Equity Collateral$11,780,262

Private Investor$23,898,360

Equity Cash$59,748,152

Commercial Lender$87,262,325

Public$49,425,019

Other$22,325,902

Private$169,129,901

October 1, 2003 - September 30, 2004

Total Investment: $240,880,822

Scarce owner equity is leveraged by public and private funding to bring entrepreneurs’ dreams to life.

Funding/InvestmentLast Year

The number of clients and counselinghours increased significantly in 2001-2003 after the terrorist attacks.

32

SBDC ADVISORY BOARD

CHAIRPERSONMs. Loretta Kaminsky42 Thamesford LaneWilliamsville, NY 14221Tel: (716) 632-7583Cell: (716) 316-9689E-mail: lorettak@aol.com

VICE CHAIRPERSONMr. Sterling KozlowskiSenior Vice President and Small Business StrategistHSBC Bank USAOne HSBC Bank USA, Floor 24Buffalo, NY 14203Tel: (716) 841-6738E-mail: sterling.kozlowski@us.hsbc.comWeb Page: www.hsbc.co.uk

EX-OFFICIOMr. Robert L. King, ChancellorThe State University of New YorkState University PlazaAlbany, NY 12246Tel: (518) 443-5355

EX-OFFICIOMr. R. Wayne DieselVice Chancellor for Business and

Industry RelationsThe State University of New YorkState University PlazaAlbany, NY 12246Tel: (518) 443-5869Fax: (518) 443-5603e-mail: wayne.diesel@suny.edu

EX-OFFICIODr. Peter D. Salins, ProvostThe State University of New YorkState University PlazaAlbany, NY 12246Tel: (518) 443-5152Fax: (518) 443-5321e-mail: peter.salins@suny.edu

EX-OFFICIOMr. Daniel O’Connell, Project OfficerCapital Business Resource CenterUS Small Business Administration1 Computer Drive Albany, NY 12205Tel: (518) 446-1118 x231Fax: (518) 446-1228e-mail: daniel.oconnell@sba.gov

MEMBERSMr. Robert Andrews, PresidentMorse Manufacturing727 W. Manlius StreetE. Syracuse, NY 13057Tel: (315) 437-8475Fax: (315) 437-1029E-Mail: randrews@morsemfgco.comWeb Page: www.morsemfgo.com

Mr. Lee BorlandBorland Product Development, Inc.43 Saranac AvenueLake Placid, NY 12946Tel: (518) 523-3959, (518) 548-7506 (May-Sept.)Fax: (518) 523-4547(518) 548-7506 (May-Sept.)E-mail: borland@capital.net

Mr. Jeffrey BoyceAssistant Deputy Commissionerfor Small Business

Empire State Development30 South Pearl Street, 7th FloorAlbany, NY 12245Tel: (518) 292-5220Fax: (518) 292-5884Cell: (518) 669-4962E-mail: jboyce@empire.state.ny.us

Ms. Shirley Felder, PresidentSullivan County First Refuse andRecycling, Inc.

482 Hasbrouck DriveWoodbourne, NY 12788Tel: (845) 436-6772Fax: (845) 436-1481E-mail: scfrr@aol.comWeb Page: www.scfrr.com

Mr. James HartmanGrant Development Seminars11 Cottage Street, Apt #5Saratoga Springs, NY 12866Tel: (518) 587-6944

Mr. Charles F. Koehler, President and CEOCommunity Capital Bank111 Livingston StreetBrooklyn, NY 11201Tel: (718 ) 802-1212Fax: (718) 243-0313E-mail: ckoehler@

communitycapitalbank.comWeb Page: www.communitycapitalbank.com

Mr. Patrick MacKrellNew York Business Development Corporation

50 Beaver Street, 6th FloorAlbany, NY 12207Tel: (518) 463-2268Fax: (518) 463-0240E-mail: pmackrell@nybdc.comWeb Page: www.nybdc.com

Ms. Linda McQuinn, President and CEOtasmithassociates, inc. Consulting ServicesP.O. Box 544Ogdensburg, NY 13669-0544Tel: (315) 393-7991Fax: (315) 393-6250Cell: (315) 322-1125Toll Free: 877.tasmithE-mail: lmcquinn@twcny.rr.comWeb Page: www.tasmithassociates.com

Mr. Raymond M. NowickiManaging MemberNowicki and Company, CPAs LLP3198 Union Road, Suite 100Buffalo, NY 14227Tel: (716) 681-6367Fax: (716) 681-6711Cell: (716) 983-8269E-mail: ray@nowickico.comWeb Page: www.nowickico.com

Mr. John B. Rooney, PresidentAspen Group, Ltd.8 Willow PlaceP.O. Box 324Cazenovia, NY 13035Tel: (315) 655-2525Fax: (315) 655-2545E-mail: aspengrp@dreamscape.comWeb: www.aspentax.com

Mr. Brad Rosenstein, PresidentJack’s Oyster House42 State StreetAlbany, NY 12207Tel: (518) 465-8854E-mail: jacks@jacksoysterhouse.comWeb: www.jacksoysterhouse.com

Dr. Richard SteinerSenior Associate ProvostThe State University of New YorkState University PlazaAlbany, NY 12246Tel: (518) 443-5152Fax: (518) 443-5321E-mail: rick.steiner@suny.edu

Mr. Ronald C. ThomasAssociate Dean for Institutional Advancement

York CollegeThe City University of New YorkJamaica, NY 11451Tel: (718) 262-3810Fax: (718) 262-2326E-mail: rthomas@york.cuny.edu

Ms. Lorraine Charboneau WynneExecutive DirectorAlbany Center for Economic Success255 Orange StreetAlbany, NY 12210Tel: (518) 427-7804Fax: (518) 427-6203Cell: (518) 339-2086E-Mail: lwynne@acmenet.net

STATE DIRECTORMr. James KingState DirectorNew York State Small BusinessDevelopment Center

The State University of New YorkState University Plaza, 41 State StreetAlbany, NY 12246Tel: (518) 443-5398Fax: (518) 443-5275E-mail: j.king@nyssbdc.orgWeb Page: www.nyssbdc.org

SECRETARYMs. Mary Hoffman, Associate State DirectorNew York State Small BusinessDevelopment Center

The State University of New YorkState University Plaza, 41 State StreetAlbany, NY 12246Tel: (518) 443-5398Fax: (518) 443-5275E-mail: m.hoffman@nyssbdc.orgWeb Page: www.nyssbdc.org

7.1.84 Albany7.1.84 Binghamton7.1.84 Buffalo7.1.84 Niagara

10.1.85 Farmingdale10.1.85 Mid-Hudson (Ulster County

Community College)4.1.86 Watertown7.1.86 Jamestown7.1.86 Utica / Rome

9.20.86 Syracuse10.1.86 Pace University / Manhattan4.1.87 Corning4.1.87 Brockport / Rochester

The statewide network of 23 SBDC regional centers – and numerous full-time outreach locations – is a fully integrated and interactive small business consulting and training delivery system. The New York State SBDC Central Library in Albany supports the systemwith up-to-date business information and electronic search mechanisms. When you seekbusiness counseling at one of the SBDC’s regional centers, the resources of the entire systemare at your disposal. The centers and founding dates:

8.15.88 York College (CUNY)/ Queens8.15.88 Stony Brook9.1.93 College of Staten Island

(CUNY) / Staten Island6.1.94 Manufacturing and Defense

Development Office9.1.94 Baruch College (CUNY) /

Manhattan10.1.98 SUNY Canton12.1.98 SUNY Plattsburgh1.1.00 Lehman College (CUNY) Bronx1.1.00 Boricua College (Brooklyn)

10.1.01 LaGuardia Community College (CUNY) / Queens

10.1.02 Lower Hudson (Mercy College)

SBDC REGIONAL CENTERS

SUNY PlattsburghSUNY Canton

Jefferson CC

Niagara County CC

SUC Buffalo

Jamestown CC

SUC Brockport

Corning CCSUNY Binghamton

Onondaga CCSUNYIT

SUNY AlbanySBDC (System Administration)

Manufacturing and Defense Development Office

Ulster County CC

Lehman College (CUNY) Bronx

SUNY Stony Brook

SUC Technologyat Farmingdale

York College

Boricua College (Brooklyn)

College of Staten Island

Baruch College (Mid-Manhattan)Pace University

LaGuardia Community College

Mercy College

www.nyssbdc.org

“New York City benefits significantly as

a result of the economic development work

of the New York State Small Business

Development Center. Located on City

University of New York campuses, the

SBDC provides a vital and accessible portal

to entrepreneurship. Small businesses help

give New York City its unique character,

and open economic opportunities to

thousands each year. The SBDC and

CUNY were partners in the vital economic

recovery efforts following 9/11. We are both

committed to helping ensure a bright future

for all of our citizens.”

Matthew Goldstein, ChancellorCity University of New York

Matthew Goldstein

BusinessDevelopmentCenter

NYS Small

THE STATE UNIVERSITY of NEW YORK

NYS SMALL BUSINESS DEVELOPMENT CENTER

The State University of New York 41 State Street, Albany, New York 12246