Business North Carolina's Small Business Handbook by SBTDC

North Carolina

Small Business 2016

Handbook

Helping Small Businesses Find Their Way

Sponsors

Platinum

Old North State Magazines LLC Publisher Ben Kinney Editor Julie Bird Writer Kathy Blake PHOTOGRAPHER Jamie Forbes Art director Moira Johnson Small Business Handbook is produced by Old North State Magazines LLC, 5605 77 Center Drive, Suite 101, Charlotte, NC 28217. Telephone 704-523-6987. Fax 704-523-4211. Editorial content provided by the SBTDC. The SBTDC is funded in part through a cooperative agreement with the US Small Business Administration. All opinions, conclusions or recommendations expressed are those of the author(s) and do not necessarily reflect the views of the SBA. All rights reserved. The contents of this publication may not be reproduced by any means, in whole or in part, without prior written consent of Old North State Magazines LLC and the SBTDC.

Silver sponsors Delta Dental of North Carolina NC Community Colleges Small Business Center Network Poyner Spruill LLP Attorney at Law SBTDC 2016 North Carolina Small Business Handbook

2016 State of Small Business Letter from Scott Daugherty, state director, Small Business & Technology Development Center Solid economy is supporting small business growth in North Carolina Over the last several years, we have experienced very positive economic growth both at the national level and in North Carolina. This has been driven by a variety of factors including the strength of the U.S. dollar in the world economy, increased consumer spending domestically, continued declines in U.S. and NC unemployment rates, and a rise in overall public opinion about the state of economy. North Carolina has also continued to benefit from strong in-migration of working-age adults. Some would argue that this growth is driven by changes in our tax climate. A much more likely argument is that our location and our broad range of attractive assets ranging from lower costs of living, excellent public universities and community colleges as well as good schools, to highly livable communities and outstanding physical attractions from the mountains to the sea. These advantages have been drawing large numbers of people to our state for several decades; people who move to North Carolina love it here, and tell others about it.

Promising small business growth in North Carolina continues Our state is truly a small-business state. More than 97% of all businesses in North Carolina employ fewer than 500 people; nearly half employ fewer than 100. Collectively, these firms account for 50% of the private-sector workforce and 45% of our Gross State Product. They contribute much of our innovation, and outside of the major metro regions of our state – Charlotte, the Triad and the Research Triangle – the role of small firms is more visible and palpable. Overall, small business is big business in our state. There are more than 850,000 small businesses in North Carolina. Of these, 170,000 have employees beyond the owner and family members. These “home grown” companies account for a significant amount of the innovation that drives our high-tech growth. They also often provide young people with their first job experience. Finally, they are strongly committed to the communities where they live and have invested in their business.

Sponsor Comments Duke Energy’s Small Business Energy Saver Program We have programs to help small businesses make investments to save both energy and money. Our Small Business Energy Saver Program helps business owners by paying up to 80 percent of the upfront cost for energy efficiency upgrades. Over 10,000 small business customers in the Carolinas have already taken advantage of this program. Why wait? Visit duke-energy.com/sbes to get started. 2 2016 North Carolina Small Business Handbook

Startups are on the rebound Many of us watched with concern as startups across the country fell into decline following the Great Recession. According to a recent Kauffman Foundation report, startups reached their lowest point in 20 years in 2013 – but have rebounded in the last two years. This is a very promising sign for tomorrow’s economy. Driving this increase in startups have been significant increases in the number of female and minority entrepreneurs. Bureau of Labor Statistics reports show a similar improvement, with 889,000 jobs created by new business in the final quarter of 2015 alone. There are still some lingering concerns about the overall dynamics of startup activity across the country. Sustainability is the key. And where better than in North Carolina will this be proven out – with our population growth, geographic location, quality of life and great opportunities.

Quality resources focused on small business startup and growth North Carolina also has some of the best resources available in the country to start and grow successful businesses. The North Carolina Community College System’s Small Business Center Network has an office based at each of the 58 community colleges across the state. They provide a broad grassroots presence through which entrepreneurship information, training and business counseling is provided to startups and micro businesses. The University of North Carolina System’s Small Business and Technology Development Center has 16 offices based at the university’s campuses through which it serves existing businesses in all 100 counties. Its professional staff, supported by hundreds of graduate and professional students, help existing companies meet challenges, identify opportunities and achieve growth objectives. The in-depth business counseling provided by the SBTDC ranges from broad general business advice to specialized expertise in securing debt and equity capital, expanding into international markets, accessing government contracts and creating new strategies and organizational capacities for growth. The resources and support of these two leading state resources for small businesses are readily accessible. Services are free and confidential. Modest fees are charged for training programs and some specialized services. Further information about these and other resources in North Carolina are included in this handbook. Call on us if we can help you make your business better. Scott Daugherty Daugherty has led the SBTDC since its founding in 1984.

Sponsor Comments There’s the old saying, “Nothing ventured, nothing gained.” Anyone who’s ever started a business knows exactly what that means. First Citizens Bank started in 1898 as a single branch in Smithfield, North Carolina. Today, we have nearly 600 branches across the country. And we’ve made a specialty of helping small businesses become bigger businesses. Whatever your venture, you don’t have to go it alone. Visit firstcitizens.com to learn more.

Member FDIC.

DARBY COMMUNICATIONS

The Darby Communications team – Coral Darby, Shelly Smith, Mandy Giles, Suzanne Hermann, Angie Robinson, Molly Smithson and Julie Hansell.

Networking: C

Strategic plan helped Darby Communications build a small, boutique PR firm in Asheville with clients from coast to coast.

oral Darby, who once coaxed a limping Toyota Tercel 1,100 miles in pursuit of her ideal career, now owns a thriving marketing company in downtown Asheville that helps clients chase their goals with ease. Darby Communications, a boutique public relations firm specializing in the outdoor, fitness and wellness industries, was incorporated eight years ago with three employees and a single deal with a backpack and gear company. Today, its office in the historic Montford neighborhood has a coast-to-coast portfolio nurtured by a staff of nine on the ground floor of “a really cool

4 2016 North Carolina Small Business Handbook

building” with exposed brick walls and an open floor plan, where everyone is within reach. Darby, 45, is making it big by keeping it small. Individual roles – accounting, sponsorship, digital marketing – for the all-woman cast overlap to maximize output. “Being small is an advantage because we can be nimble, we can be flexible, we can make adjustments whenever we need to,” Darby says. “I’m very much about having a rapport, a relationship with the crew here. It enables me to do what I do on a day-to-day basis, because I love these people. You really want to enjoy the environment and the space.

Photography by Jamie Forbes

“On the flip side, our clients appreciate it because they feel we’re an extension of their team, because they can get in here and work with us. It just works. We’ve been able to maintain our profit margin (while providing) health insurance and matching IRA.” Services include media outreach, digital media, trade shows, athlete management and event marketing. The health-and-nature niche is Darby’s passion, born when the western Massachusetts native enrolled, sight-unseen, in Colorado State University in 1989. She lived on the Outdoor Adventure floor of a themed dormitory with students involved in rock climbing and camping. Her path to a degree in apparel merchandising wove through California, with an internship at the Ventura headquarters of Patagonia Inc. “I packed my bags and drove my beat-up Tercel crosscountry” to the job with Patagonia, she says. “That helped me build a resume. I went back to Fort Collins (Colo.) and graduated, then made my way to Montana and got a job with an ad agency that specializes in (working with) gear manufacturers. When I went independent, I started to make things work. I’ve networked with some incredible people. They trusted me and believed in me, and that gave me the confidence.” Asheville, with its mountainous terrain, vibrant lifestyle and affection for year-round outdoor activities, was the perfect place to set up shop. In 2015, Darby utilized services offered by the Asheville office of the Small Business & Technology Development Center’s (SBTDC) branch office at Western Carolina University, where Ryan Taylor is a business counselor. “I was referred to Darby Communications by a former client and was eager to work with a growing company focused on the outdoor industry, which I share a background in,” Taylor says. “During our first counseling session in early 2015, I could sense that owner Coral Darby was exceptionally passionate about her brand, employees and serving her clients, and that she would greatly benefit from SBTDC assistance.” Taylor says he and Darby started by assessing and prioritizing challenges for both business and Darby, then developed a structured approach to identify, refine and define solutions that could be implemented over time. They used a SBTDC service known as a strategic planning retreat to set growth-related goals, objectives and tactics. That helped the company add staff and serve more clients, he says. Darby Communications’ website describes each service in creative, informative diction that pulls clients in. “We did the copy writing internally. I’ve got some talented people here,” she says. Her method for success is well-outlined, but flexible. “We always have a plan, an agenda for the week based on a calendar and editorial cycles. But you never know. If someone calls, you stop and drop everything for the media. But we try to start each day with some sort of organization, which comes down to planning.” She says the company “can really nurture and develop success for our clients. We begin the process by listening to them and understanding their goals and objectives, and then customizing a plan based on getting them from Point A to Point B.”

An example is a United Kingdom company promoting a water filtration device at a U.S. trade show. “They need to build their dealer base, they need brand awareness to court the top sales reps in the business, so they came to us because of our contacts and experience with this trade show. So, we get them in as many business journals as possible prior to the show. We work to secure appointments for them, get samples into the hands of journalists, so they’ll report on the consumer level about this product,” Darby says Sponsorship director Angie Houck, 42, has been with the company six years and is the senior account leader for four brands. She works with athletes and ambassadors for her clients’ products. “An athlete is paid by the (product’s) company, and an ambassador for us is the voice for the brand in the community and on social media,” Houck says. “They get a discount for a sample product to hand out. People will do this because they love the brand and it helps cut their costs. You have to pick who’s in line with the brand, who uses this product and is really comfortable with that.” While Darby won’t discuss fees and revenue, she says, “We’re definitely profitable. We’ve grown every year since our beginning and never had a flat year. We continue to head north. I’m really proud of that.” Her five-year vision is to see the company grow slightly, and own its office space instead of renting. One step at a time. “We want to make sure we do smart growth,” Houck says.

“Being small is an advantage because we can be nimble, we can be flexible, we can make adjustments whenever we need to.” Coral Darby CEO, Darby Communications

2016 North Carolina Small Business Handbook

Small Business Resource

Marketing Define your target customer.

• Spread your content and expertise to new audiences.

Developing a

Define your objectives.

• Network with like-minded individuals and companies. • Build a community of evangelists.

digital marketing plan

• Involve your customers and prospects in co-creation. • Reach new audiences in the exact way they choose to communicate. • Be seen as a thought leader in your industry.

Design and create content.

• Easily hear literally everything that’s being said online about your brand, products or industry.

Create a messaging calendar.

tips fo r

Build

ing

Brand

• Be seen as a trusted source of information. Source: Let’s Talk: Social Media for Small Business

Define the key messages you want to communicate about your brand – all employees should know them Develop a tagline – a concise and memorable statement that captures the essence of your brand Create brand standards for your marketing materials – logos, color schemes, templates Be consistent – it takes ongoing effort and time to develop a recognized brand Deliver on your brand promise – your brand is ultimately defined by the experience your customers, suppliers, employees and other stakeholders have with your company.

The Mobile Web Rules

Internet users spend minutes per day on mobile internet

social media?

It’s important to have an integrated strategy attached to your social media. Here are some worthy marketing objectives where social media tactics can excel:

Execute your plan.

Determine your success metrics.

Why

compared with 36 minutes on desktop internet (ZenithOptimedia). Use “responsive design” to make sure your website “responds” to the device the viewer is using. 2016 North Carolina Small Business Handbook

Marketing Strategy Tips • Keep in touch with current customers to thank them for their business and remind them of your products and services. • Identify ways to solve problems for old and new customers. • Re-examine your unique selling proposition. • Consider your pricing strategy. • Make sure that your image and message are consistent. • Ask for recommendations and referrals.

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2016 North Carolina Small Business Handbook

BARRINGER MOVING & STORAGE

Financing: Barringer Moving & Storage’s climate-controlled storage facility.

Launched in a basement with a credit card and a prayer, Barringer Moving & Storage had to move itself a few times to keep up with rapid growth.

he idea seemed so perfect, so attainable, that Chris Barringer set up a company office in his basement, gathered supplies and a few employees, and charged the whole start-up on his wife’s credit card. Since that modest beginning in 2010, Barringer Moving & Storage has blossomed into a profitable endeavor with 28 staff members, an 88,000-square-foot storage facility and an arsenal of trucks ready to roll anywhere east of Texas. His company provides services including packing, office and furniture moving, loading and unloading, prepping and packing, unpacking and organizing, post-move cleaning,

8 2016 North Carolina Small Business Handbook

turnkey services, logistics and long-term storage and services for vacant homes. “Some of my old employees said, ‘Chris, start another company,’ and they said to pray about it, and I did. I talked to some of my old clients and asked, if I started a new company, if they would hire us. They all said, ‘How soon can you start?’” Barringer says. Going back into business ownership, in what would be his third attempt, had risks. Barringer, 55, previously owned a moving business that didn’t fare well. He then opened a piano restoration company, but that wasn’t the ticket, either. Still, he and his wife, Melissa, were determined. So, with an

Photography by Jamie Forbes

initial investment, he says, of about $5,000, Barringer Moving & Storage took root in Newton, with Melissa taking care of administrative tasks at home. “My uncle had a little 5,000-square-foot building, and he allowed me to start (storage) in that building, and within two years, I had six buildings. I was renting that little building, and it filled up quickly,” Barringer says. “In between the two moving companies, I also had become a Realtor, so I had a lot of contacts. The office was in our basement, but it’s in the new building in Newton now.” With everything self-funded, the Barringers were careful with spending: “We knew the expenses of the business, so we were very frugal with our money. We still are. But I knew what I was doing; I had the clientele base. And we’ve averaged 58 percent growth (in revenue) per year in five years.” Barringer purchased his first necessities, such as blankets and dollies. “There wasn’t much initial cost. We started on a shoestring. We initially rented trucks as we needed them. As you can imagine, Penske really loved me for a few years,” he says. “Now, we own five trucks and lease one. We’re going to continue to buy more as we can, when we have the time and the money.” His movers go through two weeks of training and, by law, are covered by workers compensation insurance. “When we

hire somebody new, we put them through our own training program. We have a very good reputation, so it’s important they know what they’re doing.” The company primarily works with household furniture, which includes moving furniture into storage as needed. Demand grew and expanded beyond the Hickory-Newton area, and Barringer’s new 88,000-square-foot building is already 75% full. When he needed that larger building, the Hickory office of the Small Business and Technology Development Center (SBTDC) helped. His newfound success made up for the fact that Barringer’s financial business history wasn’t spectacular. “We worked with (SBTDC regional director) Byron Hicks, and we put a packet together that was very attractive, and the bank funded the purchase of our new building,” Barringer says. Hicks previously had worked as a commercial lender, and had run a business. “So I’ve sat on both sides of the desk, and it made it easier to have that view,” Hicks says. “I was able to help him by referring to my previous career as a banker, and that really expedited the process of his buying his new building. … A lot of people are intimidated by the banker, but we helped make it easier.” Step by step, the dream begun in a basement materialized. “We average five or six moves a day; sometimes

Justin, Melissa, and Chris Barringer in front of their new building. 2016 North Carolina Small Business Handbook

more, sometime less,” Barringer says. “Sometimes, it’s a large move and takes more trucks and more guys. My goal is to get between eight and 10 (moves) a day, but that will take some time.” The Barringers’ two children, Justin and Holly, help the family effort. Justin runs the warehouse, and Holly used her artistic talent to design company logos and t-shirts. They also have influenced how Barringer advertises, and in May he switched to a website company that is helping him expand into social media, beginning with Facebook. “It’s still a work in progress, but we’ll get into a lot of social media. In the early ‘90s, it was all done with the phone book,” he says. “I would never have imagined... .” His vision is to see the company grow enough that he can offer his 28 employees benefits including health insurance. “My whole goal is to take care of my family and make sure my employees can take care of their families. We’ve been very fortunate, very blessed, in my opinion. It’s a kind of business that’s not affected by the economy, because people move all the time. People are so global, we don’t slow down.” The company made $1.265 million last year. “He knows that the growth may level off,” says Hicks, “and we’re helping him with that. He’s done very well, even in a slow housing market.”

“My whole goal is to take care of my family and make sure my employees can take care of their families. ” Chris Barringer, Owner, Barringer Moving & Storage

Barringer says he’s had help. “God’s in control. Everybody ought to stop and listen to him, in my opinion. Sometimes people try to do it the way they want, and it doesn’t work that way.”

Whatever your business challenges, we can help you bridge the gap. Since 1984, the SBTDC has helped more than 135,000 North Carolina entrepreneurs make their businesses better. We are equipped to assist you with a wide variety of strategic, financial, marketing and operational issues. Managing a business means making serious and important decisions; but you don’t have to do it alone. Experienced SBTDC staff can help you make your business better. In addition to our general business counseling, we have targeted programs that can help you • sell to the government • start exporting worldwide • commercialize technology • gain access to equity capital • reach your full potential Small Business and Technology Development Center (800) 258-0862 | info@sbtdc.org | www.sbtdc.org

10 2016 North Carolina Small Business Handbook

Small Business Resource

Financing

What a lender looks for: Capital

Conditions

How much of your own money do you have invested in the business?

What are the economic, demographic and regulatory trends that impact your business?

Collateral

What is the fair market value of the security that you are offering to guarantee repayment of the loan?

Character

Capacity to Repay

What is your track record – personal and professional – in managing finances and paying credit obligations?

Will your cash flow provide you with enough money to cover repayment of the loan?

Types of small business financing used: Personal/family Savings Business loan from bank Personal/business credit card other personal/family assets home equity loan government guaranteed/direct loan venture capital business profits/assets none needed

Source: SBA-Employer Firms

26% 19% 18% 11% 14% 10% 5% 8% 7% 3% 2% .7% .3% NA 18% 11% 40% startup

62%

expansion

5 Financial Management Strategies

1. Benchmark financial performance against similar companies. 2. Regularly review financial statements, focusing on key metrics. 3. Institute financial controls. 4. Set firm credit policies and monitor accounts receivable. 5. Review all costs for potential reductions.

Investment

crowdfunding in NC The NC PACES Act (North Carolina Providing Access to Capital for Entrepreneurs and Small business), signed into law in July 2016, enables investment crowdfunding in North Carolina. Some basics: • Companies qualified to do business in NC can raise up to $2 million during any rolling 12-month period ($1 million without providing GAAP-audited or -reviewed financial statements). • Individual non-accredited investors that are residents of North Carolina can invest up to $5,000 during any rolling 12-month period. • Companies must file disclosure documents with the NC Securities Division and pay a $150 fee at least 10 days before soliciting funds. • Companies can market their securities via an internet portal or on their own. • All investor money must be deposited into an approved escrow account. • Companies must provide quarterly reports to investors and the NC Securities Division.

SBA loan guarantees Except in rare circumstances (primarily disaster assistance), the U.S. Small Business Administration (SBA) does not make loans directly to business owners, but instead provides loan guarantees to commercial lenders and others who make and administer loans. The business applies to a lender, not the SBA, for financing. The SBA backs those loans with a guaranty that will eliminate some of the risk to the lending partners. Therefore, when a business applies for an SBA loan, it is actually applying for a commercial loan, structured according to SBA requirements, that receives an SBA guaranty. To find out more information about SBA-guaranteed loans, go to sba.gov/financialassistance/.

Since the NC crowdfunding exemption is new and the exact rules still are being written, check the NC PACES Act blog for updates at jobsnc.blogspot.com.

RESOURCE: Capital opportunities for small business The SBTDC’s Capital Opportunities for Small Businesses guide has been updated for 2016. It’s a great resource for businesses seeking start-up or expansion funding, and organizations that help small business obtain financing. Learn about bank financing, federal government loan guarantees, state government sources, angel and venture capital, and not-for-profit programs..

2016 North Carolina Small Business Handbook Available online at sbtdc.org/publications/capital-opportunities/.

Xona Microfluidics

Commercializing

Tech: 12 2016 North Carolina Small Business Handbook

Turning an invention into a small business meant navigating the world of grants, patents and partnerships.

Photography by Jamie Forbes

ith a gadget invented in California and funded by grants in North Carolina, Brad and Anne Taylor believe they are on the verge of helping scientists decipher neurological conditions such as Alzheimer’s and Parkinson’s with a tool so small it can fit in the palm of your hand. Anne Taylor, 43, is an assistant professor of biomedical engineering at the University of North Carolina at Chapel Hill. Her husband, 52, is a lawyer. While they were living in Southern California 10 years ago, Anne Taylor invented a neuron microfluidic device in the University of California-Irvine laboratory of Noo Li Jeon, a former professor now working at a university in Seoul. Made from a silicone compound called polydimethylsiloxane (PDMS), the device is 1 inch square with two tiny chambers connected by microgrooves. “It’s like an artificial brain on a chip,” Brad Taylor says. Neurons, the nerve cells that are the functional unit of the nervous system, are added to the chambers. Cell bodies grow and send out axons, the neuron appendage that transmits impulses away from the cell body, to channels 10 micrometers wide -- “Just wide enough for an axon to get itself into,” he says. “It allows the axon to grow and be isolated and be studied for neuroscientific research purposes.” It’s virtually impossible to study the axons in a laboratory vessel or experimental environment, he says, but Xona’s device provides an ideal study environment. Alzheimer’s Researchers have, for example, used the device to see how Alzheimer’s goes from neuron to neuron. One of the first to use the neuron microfluidic device was fellow UC-Irvine lab technician Joseph Harris. “He was given the device to study neurons, and it became apparent there was a demand for it,” Brad Taylor says. “So in 2008, we formed a company to sell the product.” The three held their first business meeting at a Starbucks. Xona Microfluidics, LLC – “xona” is a rearrangement of a-x-o-n – was formed, and the device was patented. Noo Li Jeon remains a member, or partner. Carl Cotman of UC-Irvine is a scientific adviser. As company manager, Harris manufactured the device as rapidly as possible at his home in Temecula, Calif., and began selling them in the U.S. and Asia. “It becomes part of a neuroscientist’s tool box. Joe becomes the workhorse, and I have to give him all the due credit, because he starts making the device and maintaining customer relations, and he still does that,” Taylor says. “We signed a licensing agreement with UC-Irvine one day, and the next day we got a sizeable check (just under $100,000) from a life sciences company that provides Brad Taylor on the left and his colleague Li Lu on the right.

“All the research and development since 2010 has occurred here, in North Carolina. There have been a couple of tests in labs, but the R&D is all here.” Brad Taylor Co-owner, Xona Microfluidics

tools and laboratory equipment for research labs, hence my work as a lawyer.” The company grew, distributing thousands of devices a year. In 2010, Anne was offered her job at Chapel Hill, and the couple and their daughters, Sophie and Elise Theodora (“Teddy”), moved to Carrboro. Around 2011 the Taylors looked for ways to make the manufacturing process less labor-intensive. Anne Taylor applied for and received a Phase I Small Business Technology Transfer (STTR) grant from the National Institute of Mental Health. In the STTR program, the product’s developer may either be employed by the small business or by a collaborating nonprofit research institution. At least 40% of the work must be done by the business and 30% by the institution. The remaining work is up for grabs. With a $678,765 STTR grant in hand, the Taylors began a work partnership with John Ujvari, the Small Business & Technology Development Center’s statewide Small Business Innovation Research (SBIR)/ STTR specialist and technology commercialization counselor, and his colleague Mike Carnes, a technology commercialization counselor at the SBTDC office at NC State University in Raleigh. “I wanted to make sure we were doing what we needed to maintain compliance, and wanted to get their assistance in some of the details of business operations, finances and marketing,” Brad Taylor says. “They are a great resource and a shoulder to lean on.” 2016 North Carolina Small Business Handbook

Lighting the path to success for businesses in North Carolina.

www.poynerspruill.com Charlotte | Raleigh | Rocky Mount | Southern Pines 301 Fayetteville St., Suite 1900, Raleigh, NC 27601

The SBTDC also found help for the Taylors from MBA students at NC State and Duke University. The students conduct market research, perform competitive analyses and identify potential customers. The interns work directly with Xona while being mentored by the SBTDC. “In addition to holding regular strategy meetings, we have reviewed Xona’s business and SBIR commercialization plans and provided feedback on each as their research and development efforts progress,” Ujvari says. In April, Xona received what’s known as a Phase II grant of more than $1.95 million to continue research and development. Phase II grants are used to improve manufacturing and commercialize new products related to the original device. The Xona device, which retails for $150 for a pack of five, has been sold to 300 institutions worldwide, Brad Taylor says, with 40 percent of the company’s clients in Europe and Asia. “All the research and development since 2010 has occurred here, in North Carolina. There have been a couple of tests in labs, but the R&D is all here,” Brad Taylor says. “Honestly, I can tell you that we’ve had conversations in the company where, financially it’s been difficult, and we’ve had to put a lot of sweat equity in to keep it going. But the knowledge that we can make a contribution, even for me as a nonscientist, is a motivation to keep going.” Ujvari says the SBTDC is fortunate to be able to work with the Xona team as they continue commercializing their technology. “We look forward to continuing to provide business counseling support at Xona as their business challenges evolve.” For the Taylors, they know they’ve come a long way from the Irvine, Calif., Starbucks. “I think that my wife, as a biomedical engineer, she was looking for a more direct way to help people,” Taylor says. “Engineers are really cool, because they can apply science and technology to solving problems for people. And I can relate to that, as a lawyer. So she was motivated by the idea of wanting to improve people’s lives, and it’s exciting to be part of this.”

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Small Business Resource

Technology commercialization

Technology commercialization is the process of translating ideas into products that have intellectual property value, followed by successful placement and sales in the marketplace.

5 Steps

to Technology Commercialization

Tech Commercialization Planning: Assessing the potential market

Execute the plan Develop a commercialization plan

(license or sell the technology, or start a company)

Important Problem

Obtain intellectual property protection Research or develop new technology Assess the opportunity

(technical feasibility, market potential)

Who has the problem?

Customer

How do they deal with it?

Competition

How do we compare?

Value proposition

How many with problem?

Market

Small Business Innovation Research Program (SBIR) In the vast majority of cases, there are no grants to start or expand a small business. One exception is the federal SBIR/STTR Program.

What is it?

A highly competitive three-phase award program that provides qualified small businesses with opportunities to propose innovative ideas that meet specific research and research and development needs of the federal government. See sbir.gov.

SBIR Basics Project duration

Phase I — Approximately 6 months Phase II — 2 years

Maximum Award Amount

Phase I — $150K to $225K depending on agency Phase II — $750K to $1.5M depending on agency

# of Federal Agencies Participating

Total Funding Available

$1.9 Billion in FY 2015

NC SBIR Matching Funds North Carolina small businesses that receive a Phase I SBIR award during fiscal 2017 (July 1, 2016, to June 30, 2017) will be eligible to apply for a matching grant from the One NC Small Business SBIR/STTR Matching Grant Program. Visit nccommerce.com/ sti/grant-programs/one-nc-smallbusiness-program for details.

SBIR Award Trends 2005 - 2015 Number of awards Total dollars awarded

United States Down 26% Down 18%

North Carolina Up 10% Up 18%

In 2015, North Carolina was ranked 12th in the nation with 120 unique SBIR awards

RESOURCE: Intellectual Property Guide

The SBTDC’s Intellectual Property Guide: Patents, Trademarks & Copyrights is designed to help small businesses and inventors develop their inventions and maintain their intellectual property rights. Available online at sbtdc.org/resources/publications/intellectual-property-guide/. 2016 North Carolina Small Business Handbook

ScanOnline

ScanOnlineâ&#x20AC;&#x2122;s Managed Services team provides customers 24/7 business support.

Management: Setting goals and developing action plans helped ScanOnline set the bar on growth, expansion.

Lee Pickler founded Locust-based ScanOnline.

16 2016 North Carolina Small Business Handbook

Photography by Jamie Forbes

From its upstairs office in Locust – population 2,955 – Lee Pickler’s company oversees hundreds of businesses’ wireless systems in the United States and Canada for which mobility is vital and walls are irrelevant. Pickler is president of ScanOnline, a provider of network infrastructures, mobile workforce solutions, data collection technologies and support systems that make business enterprises a smooth-running sum of their movable parts. An array of mobile handheld computers, tablets, bar code scanners, label printers and WLAN (wireless local area networks) capabilities allows ScanOnline to customize supervisory control and data acquisition systems (SCADA) and asset management to help employees work efficiently on the go, from anywhere. Most of the company’s early clients were warehouse companies. “The term ‘mobile workforce solutions’ refers to any place that there is point-of-use activity, anywhere people have to do inventory transactions, delivery transactions. Now we’re able to take computers and move them out to the point of use,” Pickler says. “They can scan bar codes, be directed to what to do and run the right applications to do their job. These are things that can happen outside the four walls. They have the computer with them so they can do their work.” Thus, ScanOnline manages the technical end, so companies can better manage their transactions. In 1999, Pickler and a co-worker at a bar code data collection manufacturer – Compsee, in Mount Gilead – stepped out to form their own business. “We wanted to add more software and professional services to what we were doing,” says Pickler, who has a computer programming degree from Stanly Community College. They started the business in Albemarle, but moved to commercial property he owned in downtown Locust when the city revitalized its town center. “Locust is close enough to Charlotte (25 miles) that it helps us in recruiting and pulling talent from the Charlotte market. We want to stay in Stanly County, because that’s where our families are, but we have the four-lane highway to Charlotte.” The size of ScanOnline’s office staff ranges between 10 and 15, with a management team, sales, operations management and the core technical team in technical support and engineering. The Managed Services group also is on-site, where it works 24/7. “One of the things we’ve done in the last year and a half is add Managed Services. In the past, it’s been Project Services, where you go in and fill a need and do their changes that need to be made. Now, we really engage with them on the whole life cycle, so not only are we putting (systems) in, but we maintain support with those systems, so it keeps us engaged with those people indefinitely. We can understand their business needs, become involved in their support and be involved in any changes. If they have a problem, we take care of it immediately and keep those assets working.” What started with a core group of 10 clients has expanded to between 300 and 400 active customers

Mobile, handheld devices help customers manage inventory.

and a log of some 4,000 who have used the service. ScanOnline has employees, and access to subcontractors, in Florida, Kentucky, North and South Carolina, Texas and California. “So we can dispatch our own employees if it’s a major issue, or we can dispatch a local subcontracted person to fix a smaller problem. We service all over the U.S. and Canada, and we are guaranteed to do installations and support,” he says. An example is a large tire-distribution company, which sought Pickler’s expertise about six years ago. “They came to us with a need to improve their industry and warehouse systems. They were growing substantially and very rapidly. We proposed a wireless solution they could put in a warehouse that would have handhelds and provide high-tech computers and printing. And we’ve installed that in over 150 distribution centers in the U.S. and Canada – and these are very large facilities,” Pickler says. “And we monitor that 24/7, so we can tell if a warehouse goes out in California or Canada, and we send a technician to resolve that issue. We’re monitoring

“We service all over the U.S. and Canada, and we are guaranteed to do installations and support.” Lee Pickler Co-owner, ScanOnline

2016 North Carolina Small Business Handbook

Plum Print is a member of the Business Incubation Program.

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18 2016 North Carolina Small Business Handbook

close to 2,000 access points and 2,000 mobile devices for them.” ScanOnline’s route to success has been aided by the Small Business & Technology Development Center (SBTDC) office at the University of North Carolina at Charlotte and the Small Business Center at Stanly Community College in Albemarle. “We’ve had several times that we’ve worked with them over the years and helped the management team,” says business counselor Mary Klock, who is based at UNC Charlotte. “We help them to set goals, both long term, three to five years down the road, and what we need to do over the next 12 months, and help them develop action plans. They are not tied to a geographic market, and they have experienced considerable growth. They work hard there, all of them. It’s a great team.” Pickler says he started working with the SBTDC about six years ago, and credits them with helping the company focus on and analyze its business, set goals and measure progress toward reaching those goals. “If we’re looking at a new market,” he says, “they’ve helped analyze data for us and see where we might reach out to new customers.” Pickler says his company has always been profitable, though by definition some years are better than others. Companies buy both his equipment and his service. “Obviously, it was in the millions for that tire-distribution company and about $100,000 for a warehouse. But if you’re equipping 20 or 30 warehouse workers, you may be looking at about $200,000 to install the system,” he says.“We grew (revenue) 27 percent last year, because you’re always going to have those big hits that take us up. There’s always going to be big projects and signature years.” Bringing in the Managed Services division is pushing ScanOnline beyond the warehouse into other markets. “It helps us offer a different level of relationship with our customers. And having that, along with our professional services and installation, we’re reaching into areas such as hospitality, hotels and resort property,” Pickler says. “You associate with companies and how they’re growing, and you have to be there to support that, which is always a good thing.”

Management/HR

Small Business Resource

Engaging employee minds and hearts

Due ce n e g i l i D

Studies show that only about one-third of employees are actively “engaged” in their jobs. Business owners need colleagues who are enthusiastic about their work and willing to go above and beyond to help the company succeed. To that end, leaders should strive to: Provide challenging and meaningful work.

Communicate a clear vision and cultivate shared purpose.

Set high expectations and provide ongoing feedback.

Maintain credibility and high ethical standards.

Involve employees in goal-setting and decision-making.

Mini HR audit Does your company have:

Encourage collaboration and build strong teams.

Recognize excellent work.

Share information to keep staff “in the loop.”

Pay attention to employees’ needs and help make their lives easier.

• An up-to-date employee handbook? • A process for determining employee classifications (employee vs. contractor, exempt vs. non-exempt)? • Personnel files for each employee, including completed tax forms?

Invest in employees and provide opportunities to try new things.

• A standard employment application / offer letter? • A consistent hiring and training process? • Current job descriptions and organization chart(s) on file?

Strategy How-To

• Signed performance reviews on file? • Summary Plan descriptions for applicable employee benefits?

Gather Data

Develop Strategies

Deploy Strategies

Evaluate Results

Use effective tools:

Develop plans:

Determine:

Monitor performance:

• Market/industry research

• Use data

• Action steps

• Check assumptions

• Person(s) responsible

• Compare actual results to plan

• Use critical thinking

• Timelines

• Determine key results

• Budgets

• SWOT analysis • Financial analysis • Competitor analysis

• Adjust accordingly

Resource: How to Conduct an Industry Analysis

Several key factors must be considered as you analyze your industry, including geographic area, industry trends and outlook, target customers (buyers), suppliers, competitors and the regulatory environment. This guide serves as a template to organize your research and report major findings. Visit sbtdc.org/resources/publications/industry-analysis/.

2016 North Carolina Small Business Handbook

Small Business Resource

N.C. Small Business and Technology Development Center 4

1 2

The Small Business and Technology Development Center (SBTDC) is a statewide business advisory service of the University of North Carolina system, operated in partnership with the U.S. Small Business Administration (SBA). Since 1984, the SBTDC’s experienced counselors have helped more than 135,000 small- to mid-sized business owners make better decisions, become more competitive, and improve the economy of North Carolina. National studies show that SBTDC client companies increase revenues and create jobs at significantly greater rates than the average North Carolina business.

(800) 258-0862

sbtdc.org

3 7 8

Regional Service Centers: 1

SBTDC at Appalachian State University (828) 262-2492 (Boone) • (828) 345-1110 (Hickory)

Serving counties: Alleghany, Alexander, Ashe, Avery, Burke, Caldwell, Catawba, Cleveland, Gaston, Lincoln, Mitchell, Watauga, Wilkes, and Yancey

2 SBTDC at Western Carolina University (828) 227-3504 (Cullowhee) • (828) 251-6025 (Asheville)

Serving counties: Buncombe, Cherokee, Clay, Graham, Haywood, Henderson, Jackson, Macon, Madison, McDowell, Polk, Rutherford, Swain, and Transylvania

3 SBTDC at UNC Charlotte (704) 687-0440 (Charlotte)

Serving counties: Anson, Cabarrus, Southern Iredell, Mecklenburg, Montgomery, Rowan, Stanly, and Union

4 SBTDC at Winston-Salem State University,

N.C. A&T State University (336) 750-2030 (Winston-Salem) • (336) 256-9300 (Greensboro)

Serving counties: Caswell, Davidson, Davie, Forsyth, Guilford, Northern Iredell, Randolph, Rockingham, Stokes, Surry, and Yadkin

5 SBTDC at UNC Chapel Hill, N.C. Central University (919) 962-0389 (Chapel Hill) • (919) 530-7386 (Durham)

Serving counties: Alamance, Chatham, Durham, Lee, Orange, and Person

20 2016 North Carolina Small Business Handbook

6 SBTDC at N.C.State University (919) 513-1500 (Raleigh)

Serving counties: Franklin, Granville, Halifax, Johnston, Nash, Northampton, Vance, Wake, and Warren

7 SBTDC at Fayetteville State University, UNC Pembroke (910) 672-1727 (Fayetteville) • (910) 775-4000 (Pembroke)

Serving counties: Bladen, Cumberland, Harnett, Hoke, Moore, Richmond, Robeson, Sampson, and Scotland

8 SBTDC at UNC Wilmington (910) 962-3744 (Wilmington)

Serving counties: Brunswick, Columbus, Duplin, New Hanover, Onslow, and Pender

9 SBTDC at East Carolina University (252) 737-1385 (Greenville)

Serving counties: Beaufort, Cartaret, Craven, Edgecombe, Greene, Jones, Lenoir, Martin, Pamlico, Pitt, Wayne, and Wilson 10

SBTDC at Elizabeth City State University (252) 335-3247 (Elizabeth City) • (252) 335-3334 (Nags Head)

Serving counties: Bertie, Camden, Chowan, Currituck, Dare, Gates, Hertford, Hyde, Pasquotank, Perquimans, Tyrell and Washington

CREATING SUCCESS FOR SMALL BUSINESS

The NC Community College Systemâ&#x20AC;&#x2122;s

Small Business Center Network assists in starting an average of

>1000 SMALL BUSINESS CENTERS have an economic impact in

90% OF

ALL NC COUNTIES EACH YEAR

businesses each year.

in the US in the number of BUSINESS SEMINARS & PARTICIPANTS

SMALL BUSINESS CENTERS

annually help

CREATE + RETAIN 3,100 JOBS

S TA N LY C O M M U N I T Y C O L L E G E

2016 North Carolina Small Business Handbook

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that includes: resource and referral information for a variety of business needs; free confidential one-on-one business counseling services; and high-impact seminars and classes available free of charge or for a minimal registration fee.

ncsbc.net

Western Region Jill Sparks, Regional Director

Piedmont/Triad Region Mark Hagenbuch, Regional Director

Southwest Region Renee Hode, Regional Director

Catawba Valley Community College 2664 Highway 70 SE Hickory, NC 28602 (828) 327-7000, x4102 jneuville@cvcc.edu

Asheville-Buncombe Technical Community College 1465 Sand Hill Rd, Ste1060, Candler, NC 28715 (828) 396-7949 • jillmsparkes@abtech.edu

Guilford Technical Community College Nussbaum Center for Entrepreneurship 1451 S. Elm Eugene St, Greensboro, NC 27406 (336) 334-4822 x62003 • mhagenbuch@gtcc.edu

Central Piedmont Community College PO Box 3009, Charlotte, NC 28235 (704) 330-6832 Renee.hode@cpcc.edu

North Central Region LaShon Harley, Regional Director

Sandhills Region Tamara Bryant, Regional Director

Northeastern Region Ginger O’Neal, Regional Director

Southeast Region Lee Woodard, Regional Director

Durham Technical Community College 400 W. Main St, Ste 300, Durham, NC 27701 (919) 536-7241 x4501 harleyl@durhamtech.edu

Fayetteville Technical Community College PO Box 35236, Fayetteville, NC 28303 (910) 678-8462 bryantt@faytechcc.edu

College of the Albemarle PO Box 2327, Elizabeth City, NC 27906 (252) 335-0821 x2370 Ginger_oneal@albemarle.edu

James Sprunt Community College PO Box 398, Kenansville, NC 28349 910-296-2431

Central Carolina Community College Central Piedmont Community College Durham Technical Community College Edgecombe Community College Johnston Community College Nash Community College Piedmont Community College Vance-Granville Community College Wake Technical Community College Wilson Community College

Northeastern

Beaufort County Community College College of the Albemarle Halifax Community College Martin Community College Pitt Community College Roanoke-Chowan Community College

Northwest

Caldwell Community College & Technical Institute Catawba Valley Community College Mayland Community College McDowell Technical Community College Western Piedmont Community College Wilkes Community College

Piedmont/Triad

Alamance Community College Davidson County Community College Forsyth Technical Community College Guilford Technical Community College Randolph Community College Rockingham Community College Surry Community College

22 2016 North Carolina Small Business Handbook

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The N.C. Small Business Center Network (SBCN), operated through the N.C. Community College System, is the largest state-supported small business assistance program, serving more than 70,000 North Carolinians each year. The 61 centers located at community colleges throughout the state are aligned with the state’s eight Prosperity Zones. Potential or current business owners can take advantage of high-quality, readily accessible assistance

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Jackson

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1105 Kelly Dr, Sanford, NC 27330 PO Box 35009, Charlotte, NC 28235 400 W Main St, Suite 300, Durham, NC 27701 2009 W Wilson St, Tarboro, NC 27886 135 Bestwood Dr, Clayton, NC 27520 PO Box 7488, Rocky Mount, NC 27804 105 N Main St,Roxboro, NC 27573 PO Box 917, Henderson, NC 27536 3434 Kildaire Farm Rd, Cary, NC 27518 PO Box 4305, Woodard Station, Wilson, NC 2789

919-718-7544 704-330-6832 919-536-7241, x 4501 252-823-5166, x 269 919-209-2015 252-451-8233 336-599-0032 252-738-3240 919-335-1007 252-246-1232

5337 Hwy 264 East, Washington, NC 27889 PO Box 2327, Elizabeth City, NC 27906 PO Drawer 809, Weldon, NC 27890 1161 Kehukee Park Rd, Williamston, NC 27892 PO Drawer 7007, Greenville, NC 27835 109 Community College Rd, Ahoskie, NC 27910

252-940-6306 252-335-0821, x 2370 252-536-7274 252-789-0202 252-493-7541 252-862-1279

2855 Hickory Blvd, Hudson, NC 28638 2550 Hwy 70 SE, Hickory, NC 28602 PO Box 547 Spruce Pine, NC 28777 54 College Dr, Marion, NC 28752 2128 S Sterling St, Morganton, NC 28655 PO Box 120, Wilkesboro, NC 28697

828-726-2200 828-327-7000, x 4102 828-766-1295 828-652-0634 828-448-6719 336-838-6166

1304 Plaza Dr, Burlington, NC 27215 297 Community College Rd, Thomasville, NC 27360 2100 Silas Creek Parkway, Winston-Salem, NC 27101 1451 S Elm-Eugene St, Ste 1201 Greensboro, NC 27406 629 Industrial Park Ave, Asheboro, NC 27205 PO Box 38 Wentworth, NC 27375 1461 N Bridge St, Elkin, NC 28621

336-506-4312 336-224-4557 336-757-3804 336-334-4822, x 62003 336-633-0240 336-342-4261, x 2316 336-386-3685

Sandhills

Bladen Community College Fayetteville Technical Community College Montgomery Community College Richmond Community College Robeson Community College Sampson Community College Sandhills Community College Southeastern Community College

Southeast

Brunswick Community College Cape Fear Community College Carteret Community College Coastal Carolina Community College Craven Community College James Sprunt Community College Lenoir Community College Pamlico Community College Wayne Community College

Southwest

Cleveland Community College Gaston College Mitchell Community College Rowan-Cabarrus Community College South Piedmont Community College Stanly Community College

Western

Asheville-Buncombe Technical Community College Blue Ridge Community College Haywood Community College Isothermal Community College Southwestern Community College Tri-County Community College

PO Box 266, Dublin, NC 28332 PO Box 35236, Fayetteville, NC 28303 1011 Page St, Troy, NC 27371 PO Box 1189, Hamlet, NC 28345 PO Box 1420, Lumberton, NC 28359 PO Drawer 318, Clinton, NC 28329 3395 Airport Rd, Pinehurst, NC 28374 PO Box 151, Whiteville, NC 28472

910-879-5572 910-678-8462 910-576-6222, x 216 910-410-1687 910-272-3631 910-592-8081, x 2032 910-695-3938 910-642-7141, x 419

2050 Enterprise Blvd, Leland, NC 28451 411 N Front St, Wilmington, NC 28401 3505 Arendell St, Morehead City, NC 28557 444 Western Blvd, Jacksonville, NC 28546 800 College Court, New Bern, NC 28562 PO Box 398, Kenansville, NC 28349 327 N Queen St, Box 209, Kinston, NC 28501 701 Main St, Bayboro, NC 28515 3000 Wayne Memorial Dr, Goldsboro, NC 27534

910-755-7306 910-362-7469 252-222-6127 910-938-6319 252-638-1088 910-296-2431 252-522-4676, x 2021 252-745-7348 919-739-6941

137 S Post Rd, Shelby, NC 28152 201 Hwy 321, South Dallas, NC 28034 701 W Front St, Statesville, NC 28677 PO Box 1595, Salisbury, NC 28145 4209 Old Charlotte Hwy, Monroe, NC 28110 141 College Dr, Albemarle, NC 28001

704-669-4146 704-922-6449 704-878-3227 704-216-3534 704-993-2424 704-991-0355

1465 Sand Hill Rd, Ste 1060, Candler, NC 28715 180 W Campus Dr, Flat Rock, NC 28731 185 Freedlander Dr, Clyde, NC 28721 PO Box 804, Spindale, NC 28160 447 College Dr, Sylva, NC 28779 21 Campus Circle, Murphy, NC 28906

828-398-7949 828-694-1766 828-627-4512 828-395-1667 828-339-4211 828-835-9564, x 203

State resources give veteran-owned businesses a fighting chance When it comes to helping veterans and military spouses set up their own businesses, the Small Business Centers at the 58 institutions in the N.C. Community College System are poised to help. These local Small Business Centers provide a variety of seminars on starting and managing a business. One such program is Boots to Business, a two-day seminar offered in collaboration with the Small Business Administration, the Department of Defense and Syracuse University. This free program covers a variety of topics in eight modules and is open to veterans, current service members and their spouses. In two very fast-paced days, participants are introduced to business ownership, the concepts of business feasibility, markets and competitive advantage, sources of capital, and business planning training. “We have two days to share an immense amount of information in ways that military service members can relate to,” says Steve Gill, a retired Marine major and a Boots to Business instructor. “They understand the importance of the mission and the need for planning, planning and more planning. They are eager to get started in their business, but they also know that they have to lay the proper foundation.” Help for veterans who want to start a business doesn’t end with the two-day Boots to Business seminar. Veterans and military service members also are encouraged to take advantage of other free seminars offered by the Small Business Centers and to seek one-on-one, confidential guidance from the centers’ business counselors. Counselors can

help explore business ideas more deeply, provide additional information on resources, and discuss specific questions and answers that may be unique to military entrepreneurs. Retired Marine gunnery sergeant Brian Vinciguerra and his wife Margaret, a former Marine sergeant, own Cracked it! Escape Games, in Jacksonville. “When we were thinking about starting the business, we knew a little bit of knowledge can be dangerous,” Brian Vinciguerra says, so they turned to the Small Business Center for help. Just 10 days after their first escape room experience -- an interactive game in which participants solve puzzles and riddles, decipher clues and crack codes to “escape” a room in an hour or less -- they attended their first Small Business Center seminar. “Being able to attend the seminars and run our ideas and questions by the business counselors, Pete Ellis and Steve Gill, helped us adjust our rudder,” he says. “The help we received allowed us to solidify our plans and move forward to open the business. We wouldn’t be where we are without the assistance of the Small Business Center.”

By the Numbers: • 87,000 veteran-owned businesses in North Carolina • 11% of small businesses nationwide are veteran-owned Source: N.C. Department of Military and Veterans Affairs

2016 North Carolina Small Business Handbook

Small Business Resource

State agencies N.C. Department of Commerce

N.C. Department of Labor

The N.C. Department of Commerce (NCDOC) is the state’s lead agency for economic, community and workforce development. NCDOC works with local, regional, national and international organizations to fulfill its mission to improve the economic well-being and quality of life for all North Carolinians. The department provides local communities with grants and planning services to spur infrastructure development and economic growth, and administers the state’s economic incentive programs. NCDOC is also responsible for recruiting companies to the state, helping existing North Carolina companies expand, encouraging business start-ups, enabling companies to export, and marketing North Carolina as a business and visitor destination. The department also publishes data, statistics, information and reports for citizens and policymakers interested in the state’s economy.

The N.C. Department of Labor is charged with promoting the “health, safety and general well-being” of more than 4 million workers in the state. The department administers the state’s workplace safety program and enforces employment discrimination and wage legislation. Employers can request training and technical assistance through the Education, Training and Technical Assistance Bureau. The services of the bureau, including on-site visits and telephone assistance, are free.

(919) 814-2600 • nccommerce.com

N.C. State University’s Industry Expansion Solutions (800) 227-0264 • ies.ncsu.edu

Industry Expansion Solutions (IES), an outreach and extension organization affiliated with the N.C. State College of Engineering, was established in 1955 to help North Carolina industries grow and prosper. IES’ tailored solutions, university and community connections, and engineering know-how can help companies stay abreast of the latest technologies and best practices in engineering and business management. Their mission is to help business owners increase productivity, efficiency, safety and quality, with expertise in Lean enterprise and quality initiatives such as ISO management systems and Six Sigma, environmental and energy concerns, and safety and health management.

(800) 625-2267 • nclabor.com

N.C. Department of Agriculture & Consumer Services (919) 707-3000 • ncagr.gov

The N.C. Department of Agriculture & Consumer Services can assist business owners in planning, expanding or financing new or existing agribusiness-related industries. The Marketing Division leads the “Got To Be NC” campaign, which promotes North Carolina-made products across the state. The department also oversees the issuance and regulation of licenses and permits for a wide variety of industries.

NCWorks Online ncworks.gov

NCWorks Online is a powerful online job seeker/workforce services system, designed specifically for job seekers, students, employers, and training providers. The system provides fast access to a complete set of employment tools in one website. Business owners can use the site to post jobs, recruit employees, research salaries and labor market information, and communicate with training providers.

N.C. Division of Employment Security (919) 707-1150 • desncc.com

The N.C. Division of Employment Security oversees state and federal unemployment tax collections and payment of unemployment insurance benefits. Business owners can use the Employment Security website to file their Quarterly Tax and Wage Reports, apply for an unemployment insurance tax account number and make tax payments.

N.C. Secretary of State’s Office – Corporations Division

N.C. Department of Administration Office for Historically Underutilized Businesses (919) 807-2330 • ncadmin.nc.gov/businesses/hub

The HUB Office was established to promote economic opportunities and eliminate barriers for historically underutilized businesses in state government contracting and procurement. HUB’s primary mission is to educate HUB firms and certify them to “do business” with the State of North Carolina. In addition, they encourage purchasing officers and capital project coordinators within the state agencies, departments, universities and community colleges to identify and utilize HUB vendors, contractors and service providers

(919) 807-2225 • sosnc.gov/corporations The Corporations Division is responsible for the examination, custody and maintenance of the legal documents filed by more than 400,000 corporations, limited partnerships and limited liability companies. The Secretary of State’s Office ensures uniform compliance with the statutes governing the creation of business entities, records the information required to be kept as a public record, and provides that information to the public.

24 2016 North Carolina Small Business Handbook

N.C. Department of Revenue

(877) 252-3052 • dornc.com/business/index.html The Department of Revenue oversees collection of state business taxes and provides information on changes to tax laws that concern business owners. DOR offers online filing and payment services, as well as an online business registration, which allows business owners to electronically register for an account ID number for income tax withholding, sales and use tax, and machinery and equipment tax.

Public/private nonprofits N.C. Biotechnology Center

(919) 541-9366 • ncbiotech.org The North Carolina Biotechnology Center is a private, nonprofit corporation established in 1981 as the United States’ first statewide initiative in biotechnology. The center’s primary focus is to strengthen the biotechnology research capabilities of the state’s universities; assist biotechnology business development; educate the public about the science, issues, and application of biotechnology; encourage collaborations among the state’s universities, industry and government; and strengthen North Carolina’s national and international leadership in biotechnology. Regional offices: Eastern NC (252) 328-9981 (Greenville) Greater Charlotte (704) 687-8563 (Charlotte)

Piedmont Triad (336) 725-6672 (Winston-Salem) Southeastern NC (910) 763-5747 (Wilmington) Western NC (828) 290-1432 (Candler)

N.C. Rural Economic Development Center (919) 250-4314 • ncruralcenter.org

The Rural Center’s mission is to develop, promote, and implement economic development strategies that improve the quality of life of North Carolinians in the state’s 85 rural counties, with a special focus on individuals with low to moderate incomes and communities with limited resources. Key programs include capital access and microenterprise funding initiatives, entrepreneur and youth business counseling, and a leadership development institute.

Women’s Business Center — North Carolina

sba.gov/offices/district/nc/charlotte/resources/ resources-women-business-owners The U.S. Small Business Administration (SBA) provides funding for four Women’s Business Centers (WBCs) in North Carolina in conjunction with local partners including NCIMED, The Support Center, and the N.C. Center for Economic Empowerment and Development. WBCs seek to “level the playing field” for women entrepreneurs, who still face unique obstacles in the business world. They provide entrepreneurs (especially women who are economically or socially disadvantaged) comprehensive training and counseling on a variety of topics. Asheville (828) 633-5066 Charlotte (704) 509-5884

Durham (919) 956-8889 Fayetteville (910) 323-3377

North Carolina Military Business Center (877) 245-5520 • ncmbc.us

The North Carolina Military Business Center (NCMBC) was created to leverage military and other federal business opportunities to expand the economy, grow jobs and improve quality of life in North Carolina. NCMBC’s Business Development Team includes 12 experienced business development and procurement specialists operating from 10 community colleges across the state to identify lucrative federal contract opportunities, notify firms of specific opportunities, and help businesses prepare winning proposals. NCMBC also administers the state’s official web portal for federal contracting – www.MatchForce.org.

Council for Entrepreneurial Development (CED) (919) 549-7500 • cednc.org

The Council for Entrepreneurial Development provides education, mentoring and capital formation resources to new and existing high-growth entrepreneurs through annual conferences, forums, workshops and programs on entrepreneurial management and finance.

Good Work

(919) 682-8473 • goodwork.org Good Work helps start-up entrepreneurs, existing business owners, nonprofit organizations, and social entrepreneurs advance their financial and entrepreneurship literacy through individual coaching, group trainings and ongoing support. Good Work specializes in workforce development services; the arts, heritage, natural resources and good food; health, wellness, caregiving and human services; and community development.

North Carolina Institute of Minority Economic Development (NCIMED) (919) 956-8889 • ncimed.org

NCIMED – the only organization of its kind in the country – offers 30 years of experience helping clients harness the power of diversity to achieve business and economic objectives. They bring deep industry knowledge of how to help business owners turn barriers of race, gender and disability into opportunity; companies diversify their supply chains; and communities broaden their business base. NCIMED helps clients focus on three core elements – money, markets and management – to create diverse, globally competitive companies.

Service Corps of Retired Executives (SCORE) (800) 634-0245 • score.org

SCORE is a national nonprofit dedicated to helping businesses get started and grow, supported by the U.S. Small Business Administration. Retired business executives provide mentoring, counseling, local workshops, and online webinars to business owners.

North Carolina Lawyers for Entrepreneurs Assistance Program (LEAP) (800) 662-7407 • ncleap.ncbar.org

NC LEAP provides pro bono legal services to low-wealth entrepreneurs who are starting or expanding their businesses in North Carolina. Through one-on-one representation, community education and self-help materials, NC LEAP empowers low-wealth business owners to build businesses in North Carolina that create jobs, improve communities and boost participants out of the poverty cycle. Services range from basic transactional legal needs as struggling entrepreneurs strive to establish their businesses and create jobs, to potential long-term client-counselor relations as their businesses grow.

Economic Development Partnership of North Carolina (919) 447-7777 • edpnc.com

In October 2014, the NC Department of Commerce entered a contract with a new publicprivate organization, the Economic Development Partnership of North Carolina (EDPNC), to take the lead in recruiting and marketing functions. EDPNC oversees the state’s efforts in business and job recruitment and retention, international trade, and tourism, film and sports development. The partnership fosters collaborations between business and government, and provides a robust analysis of facilities and sites available for relocation.

Business Link North Carolina (BLNC)

(800) 228-8443 • edpnc.com/start-or-grow-abusiness Business Link North Carolina (BLNC) is a division of the Economic Development Partnership of NC and offers a central source for consultations, information and referrals. BLNC counselors provide customized license information, employer and business structure forms, referrals to state agencies and state occupational licensing boards, local governments and federal agencies, and contacts for local, state and federal business programs and resources. BLNC business counselors are available to answer questions during regular business hours.

2016 North Carolina Small Business Handbook

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