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Networking can lead to future success
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Whether it’s attending Chamber of Commerce Network Nights, joining a service club or board or signing up for a local committee, there are many ways to meet potential contacts that could be beneficial immediately or years down the road. Read about some of those low-key ways to meet people in this issue of Maximum Business with stories and columns continuing through Page 15. And don’t forget technology. Facebook is one tool for finding new clients. Learn more about how broad its reach really is on Page 16. Networking can be helpful, but as we know, there are many more tasks to complete if you want to start a new business. There are several sources of local free help. The Indiana Small Business Development Center might be the state’s best-kept secret. And if you think the Small Business Administration is slow, cumbersome and not worth your time, you don’t know today’s SBA. Learn more about those services starting on Page 17.
INDEX Page 3 ... Minority Women’s Network builds on strong foundation Page 4 ... Chamber helps make connections Page 5 ... Networking ‘doesn’t have to be difficult’ Page 9 ... Preferred Business Partners, HYPE help link professionals Page 12 ... Service clubs add to community Page 16 ... Facebook: Marketing dream of advertising mad scientists Page 17 ... SBA helps local businesses begin rolling Page 18 ... SBA makes its services more user-friendly Page 20 ... Free help available for business planning Page 22 ... ‘They really got me ready to go to the bank’ Page 23 ... Business honors; how to submit your information
BUSINESS NETWORKING
Jason Whitney of Center City Development Corp., standing, joins a group at a meeting of Center City merchants at Unwind Yarn Shop in the 900 block of East Main Street. LOUISE RONALD/PALLADIUM-ITEM
Connections can create unique opportunities Sometimes in life, especially in a small-town setting, the most important thing in business is not what you know but who you know. Creating meaningful relationships with people even if it is outside of your normal workplace or school setting can open doors and create more unique opportunities than you could ever imagine. JASON Center City DevelWHITNEY opment is proud to participate in a number of networking groups throughout Richmond that could be beneficial to you or your organization. These meetings are where many of the special events that you and your families enjoy attending throughout the year are planned and are an easy way for your organization to become involved in an active community. They create opportunities for you to get your name and mission recognized as you add to the quality of life in Richmond and Wayne County.
Several neighborhoods host monthly meetings where business leaders and non-profit leaders as well as neighbors and concerned citizens gather to talk about issues and opportunities facing their respective areas and to plan future special events to invite the community to participate in the area that they call home. Examples include meetings held in the Depot District, on Main Street and in the Starr neighborhood. Youth are not excluded from this networking either. It is important that we engage those young voices to create activities that they are interested in participating in as well as hearing what issues face them in their every day lives. The Mayor’s Youth Advisory Council and the Future Achievers program are both outlets for high school-aged youth to interact with government officials and business leaders as they learn how to shape our community and how important their voice is throughout the process. An important networking outlet for the following generation of leaders is HYPE. This organization, now
housed at Indiana University East, is designed to create social and networking opportunities for young professionals within our community. By working closely with this group, you can become personal friends with most of the young business leaders in Wayne County, which is very beneficial when it comes time to make a career move or one becomes available within their organization. For more information on any of the above-mentioned groups please contact our offices at (765) 962-8151. We can direct you to contact people for each of these meetings. Connect now to achieve future success and to help shape our community! Jason Whitney is executive director of Center City Development Corp. in Richmond.
SUCCESSFUL WOMEN
Minority Women’s Network achieves success Regional conference hosted by local organization open to everyone By Louise Ronald Staff Writer
dents is welcome. Theme of the conference is “Life’s Maze: Achieving Success Against All Odds.” Minority Women’s Network President Donna White met with members Barbara Armstead, Mary Hurd, Vanessa Mason and Judy Spicer to work on conference planning June 6 at Mount Olive Baptist Church. “There’s still a lot to do, but it’s
all worth it,” White said. Organizers expect most conference participants to be women, but said registration is open to men as well. “Our topics are non-gendered,” said Armstead. All ethnicities and all ages are welcome at the conference. “This will be an opportunity for people far and near to network with
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Each issue, Maximum Business identifies a woman who has had significant impact on our communi-
ty and profiles her road to success. The theme of this issue, however, is networking, so Successful Women will not be about an individual but about a group of women. The Minority Women’s Network will act as hosts of the 30th annual Networking Together regional conference Aug. 22-24 at Richmond’s Holiday Inn. The conference will draw people from across the country, but participation by local resi-
See SUCCESS, Page 4
Members at the June 6 meeting of the Minority Women's Network were, from left, Vanessa Mason, Judy Spicer, Mary Hurd, Barbara Armstead and Donna White, president. Not present were members Deborah Carter, Antoinette Hampton, Pamela Zaleya-Hancock, Hahn March and Allena Williams. LOUISE RONALD/PALLADIUM-ITEM
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Chamber helps with connections
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Networking is a valuable tool and creating networks can help lead to success of many different types. There are various ways to define “network.” As relates to community and chambers, those definitions that seem most closely connected include but are not limited to: » an interconnected or interrelated chain, group, or system; » a system connected by communications AMY lines; and HOLTHOUSE » a usually informally interconnected group or association of persons. The Chamber of Commerce itself is a living, breathing network. The chamber network of connections provides valuable systems, lines, groups and chains for businesses, community members and individuals to use as tools for progress and growth. Connections can be made between business professionals,
Success Continued from Page 3
one another,” said White. Networking has been important to the organization since its formation in 1980 — so important that the word is incorporated into its name. The group started after a representative of Networking Together Inc. came to speak at the Townsend Community Center. Many of the group’s original members grew up around Townsend, a neighborhood filled with strong women role models such as a group calling themselves the Mothers of Action. “The work we are doing was started years ago,” said Armstead. “It’s vital that we continue.” “Everybody was just involved back then,” Spicer said. “I think we’re trying to bring that kind of foundation back.” Both Spicer and Armstead credited their mothers with inspiring their community involvement. Mason talked about her grandmother, Ma-
individuals, owners, clients, students and others under the umbrella of business and community. There are many ways to connect within the Chamber: » Network nights — wonderful time to build relationships and learn more about other businesses and non-profits in a relaxed, social, fun atmosphere. » Committees — something for everyone no matter your passion; celebrate, beautify, award, buy local, agriculture, education, citycounty-state issues, work force — our committees study and serve on a variety of topics. » Events — Annual dinner, Spring Golf Classic, Community Improvement Awards, Taste of Wayne County, Career Conference, network nights and many others. » Educational Programs — Business education initiatives, exploring internship connections, legislation, social media assistance, member outreach. » Special projects — School is
Cool, Bright Futures, One Great Community Salutes/Chamber Champions. » Member visits and tours. » Training — connecting members with colleges and with educational seminars within the chamber and other member forums. Everyone is busy and working within his/her own business to succeed, but there can be great value in taking time to share and connect
ABOUT THE CONFERENCE » “Life’s Maze: Achieving Success Against All Odds” will be Aug. 22-24 at the Richmond Holiday Inn. » Charlie Nelms, former chancellor of Indiana University East and current chancellor of North Carolina Central University, will speak on education at the Aug. 22 luncheon. Nelms’ wife was a member of the Minority Women’s Network when the couple lived in Richmond. » Marilyn Brown-Robinson, deputy area director for the Social Security Administration’s Southern Ohio district, will be keynote speaker at the Extravaganza Dinner on Aug. 23, a fundraiser for the Minority Women’s Network’s scholarship program. Brown-Robinson graduated from Richmond High School and Earlham College. » Sessions will focus on women’s health, spiritual health, education, family, political activism and more. » For more information and for a link to registration forms, go to http://minority womensnetwork.com.
rie Johnson, longtime president of Richmond’s NAACP. White’s motherin-law, Emma Jean White, also was “part of that village,” White said. The village went beyond family relationships. Geneva Hughes, executive secretary to former Townsend director Leon Wheeler, “always had an encouraging word” for young girls coming to the center, Armstead said. She decribed Hughes as “elegant,
polite, poised and smart.” The girls in the neighborhood had many opportunities to learn about “being ladies,” according to Armstead. “You just knew how to act,” she said. “There were people watching.” As the Minority Women’s Network, they hope to give that same kind of guidance and support to young women. One way is through the schol-
with others. The chamber is a great tool and the success it can provide depends on how well it is used. All are invited to explore more thoroughly the opportunities at the chamber and find where that value is for you. Amy Holthouse is president and chief executive officer of the Wayne County Area Chamber of Commerce.
arship program the organization has continued since its second year. To date, more than 45 scholarships have been distributed. This year’s recipients were Richmond High School graduates Aubree Bowen, Yasmeen Lewis, Mariah Marsh and Emily Qin. “We are one of very few minority groups giving out scholarships,” Armstead said. The group has contributed to the college funds of young women of a variety of backgrounds, including African American, Asian American, American Indian and Hispanic American. “That’s very exciting,” Armstead continued. “Some of them didn’t really know us, but we are making some headway, I think.” White expressed hope that the conference will raise the group’s profile in the community. “We are an organization for women of color ... addressing issues that affect women of color,” she said. “We want (the community) to know the Minority Women’s Network,” White continued. “We think they will when (the conference) is done.”
BUSINESS NETWORKING
Find customers, friends and new ideas when gathering in a group By Louise Ronald Staff Writer
Larry Richards, left, and Gary Adamson talk during a Chamber Network Night at Indiana University East in the Graf Center. JOSHUA SMITH/PALLADIUM-ITEM FILE
Participants in the Small Business Education Series’ May meeting on bank financing got some simple advice from one of the presenters. “Never stop networking,” said Stephen Naas, president of BizCap in Dayton, Ohio. “Lots of people can be intimidated by networking,” Naas continued, but he reassured his audience. “Networking is as easy as talking to someone at the bus stop or waiting at the elevator,” he said. “It doesn’t have to be difficult.” Opportunities to network abound in the Whitewater Valley. Kim Poinsett, community relations officer at First Bank Richmond, is a familiar face at networking events. She understands that small talk can be hard for some people. “I push myself and think, ‘What
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things would I like to talk about with this person?’” Poinsett said. “The hardest part is walking up, sticking out your hand and introducing yourself.” “I’m not what you call real outgoing,” admitted Gary Saunders, a member of the Wayne County Council and owner of Economy Equipment, “but you meet new people and that’s good.” Saunders and Poinsett are among several area business people who shared their thoughts about why they take advantage of networking opportunities and why they recommend that others do the same.
Get acquainted
Mark Soukup, incoming president of Wayne Bank and Trust, moved to Wayne County in January and has become a regular attender of the Wayne County Area Chamber of Commerce network nights. “I think I’ve been to every one of them since I came to town,” Soukup said. “It’s just an outstanding way to visit the host’s company.” See NETWORK, Page 6
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Guests mingle during a Chamber Network Night at Indiana University East in the Graf Center. JOSHUA SMITH/PALLADIUM-ITEM FILE
Not only has Soukup become more familiar with area businesses, he also has met people from the community. Paris Pegg found networking opportunities similarly useful when she became director of MorrissonReeves Library in October 2011. “I’m sure that I would not have met or been comfortable approaching people in the community had I not gone to those events,” Pegg said. That can be true even for longtime residents. Poinsett said that face-to-face meetings change her relationships with other businesses or organizations. “Having that established” is a real advantage, she said. “I’m not just doing cold calls.” Sayward Salazar, regional director of the adult services program at Meridian Health Services, agrees. “I found when you meet somebody face to face, you know them and have a different kind of connection,” Salazar said. The acquaintance doesn’t even have to be a new one. Saunders appreciates the chance to keep in touch at events like Chamber Network Night. “You meet people you know that you hadn’t talked to in awhile,” he said. Mike Allen, president of Manpower Richmond, said it’s good simply to get out. “You sometimes get in a shell in your office,” Allen said. Pegg’s job often forces her into that shell. That’s problematic, she said, because the library exists to serve the public. “We have to know
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BUSINESS NETWORKING
The power of proximity
“One person will never know all the answers,” said Steven Price, co-owner of All Brothers Lawn Squad in Union City, Ind., and a regular at Chamber Network Night. Conversations often lead to connections, which Price finds particularly valuable as an out-of-towner doing business in Wayne County. “Say I needed to find a printer,” he said. “Somebody is going to be able to help me.” Allen gave a similar example.
Shari Veach of Veach's Toy Station, left, talks over ideas for special events with Janel Sparks of Center City Development Corp. at a June 10 meeting of downtown merchants at Unwind Yarn Shop. LOUISE RONALD/PALLADIUM-ITEM
Discussion about a problem tree could lead to a quick solution. Within seconds, someone might be telling him, “‘Hey, I know a tree guy. Here, let me help you out,’” Allen said. “You talk to someone who may have an issue with the same thing
you’re having problems with,” said Saunders. Discovering solutions together can be a real advantage in today’s economy, he said. Salazar said conversations also can lead to discovering common interests and passions.
“That’s how grassroots efforts start,” she said. Monica Koechlein, president of the Stamm Koechlein Foundation, described how one networking meeting brought about the birth of a new collaboration. At a gathering of grant recipients, a representative of Youth as Resources was talking about the problem of providing school bus service for children who do not have a fixed address. A representative from Communities in Schools thought of a possible way to identify those children, and a representative from Open Arms Ministries came up with a funding idea. The organizations are working together on a project they hope to begin in the new school year. “All of that came about because they were in the same room,” Koechlein said.
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what the needs of the community are,” she said. Networking gives her a way to hear some community voices. “I think that networking just strengthens the fabric of a community,” said Rachel Hughes, development officer with the Wayne County Foundation. She encourages going to a variety of different networking opportunities. “You can connect with people you might not otherwise meet,” she said. “It lets you expand your horizons a bit.”
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BUSINESS NETWORKING
Local professionals mingle during a Wayne County Area Chamber of Commerce network event in the restored Depot building on North E Street. JOSHUA SMITH/P-I FILE
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Poinsett responded. Price said he thinks of networking as a business tool. “There’s always a way to build your business,” he said. One way was that Price arranged to host a Chamber Network Night. “It got us in front of folks and helped build the brand a little bit,” he said. Soukup described network night as a chance to hear about “what’s
Continued from Page 7
career, even as she has changed jobs over the last 20 years. “It seems like I’ve always built this network and nurtured it,” she said. Why? “Well, like they say, it’s not about who you know, it’s who knows you,”
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happening in the business climate.” Networking can be valuable to non-profits and other organizations as well. “I think the most successful organizations are the ones that are diverse,” said Hughes. She recommends getting out and making connections with people who could add that diversity to a group. What other people have to say can be revealing. Pegg said. “I can
learn about the community from a different standpoint, a different perspective.” But networking is more than just a tool. Everyone interviewed talked about the friends they had made. Sandy Nocton, sales manager at Manpower Richmond, summed up the thoughts of many when she said, “You can find customers as well as friends when you network.”
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BUSINESS NETWORKING
Preferred Business Partners, HYPE help link professionals By Ron Greeson
It’s all about making a connection with prospective customers. And establishing friendships with other professionals, and establishing
a pipeline for more customers in the future. Both Preferred Business Partners and HYPE Richmond provide both of the above, although each comes from a different direction. Each Thursday at 11 a.m., mem-
bers of the Richmond-based Preferred Business Partners group meet at the MCL Restaurant & Bakery on the eastern side of Richmond. Specifically focused on developing qualified business leads for all of the members, this fairly new local
group has limited membership, and that is deliberate. Only one group member is allowed to come from each job specific category, and the group’s chief
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Local young professionals mingle during a HYPE Richmond network night at Cope Environmental Center in May. JOSHUA SMITH / PALLADIUM-ITEM
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Lynn Bode roasts a marshmallow over a fire during a HYPE Richmond network night at Cope Environmental Center in May. JOSHUA SMITH / PALLADIUM-ITEM
aim is to share prospects and develop customers with, and for, all the other members. And receive the same in return. Current president Amy Stone has been a member since the inception of the group in Richmond in the fall of 2011. “All of the members of our group are held accountable to each other, and we track numbers concerning the business created by our mutual contacts,” Stone explained concerning the group’s weekly meetings. “But we not only develop professional relationships, but often, also personal friendships as well.” As for Stone, she works in the home health care industry, serving as the marketing director for VNA Healthtrends. She reports that there are 33 current members, but there are more than 200 specific job categories available in the organization. The blanket group for PBP locally is called Business Networking International (BNI), and BNI-Indianapolis took the step in 2012 to try to establish a chapter in Richmond. The Richmond group chose its own name, and is one of 19 such groups in the state of Indiana. There are also groups in nearby Connersville and New Castle. Invitations to a meeting about establishing a chapter were sent out, and both Stone and current member Ashley Elstro attended that first meeting and joined the group. Elstro is the operations manager for Elstro Auto, which recently relocated to 1119 N. W. Fifth St. in Richmond. The Elstro family business involves auto sales and service. “I really like it (PBP),” Ashley Elstro said of the group. “It is nice to refer business to somebody you know, and you want that referral to go well, just like when somebody sends someone to you.” She reports great success with the group’s referrals. “I can’t recall any person sent to our business that hasn’t become a customer, and also repeat customers,” Elstro commented. Each weekly PBP meeting is built for the organization’s purpose. After meeting at 11 a.m., members may eat lunch at the restaurant, or choose not to. During the meeting,
WAYS TO REACH NETWORKING GROUPS » Preferred Business Partners (PBP) Website: www. BNI-Indiana.com E-Mails: Group president Amy Stone astone@vnahealthtrends.com Group member Ashley Elstro Ashley@elstroauto.com You may also get information and sign up on the group’s Facebook page. » HYPE Richmond Website: gethyperichmond.com E-mail: gethype@iue.edu You may also communicate with the group by Twitter or on the group’s Facebook page.
each attendee is expected to give a 60-second “commercial” about their business, for that week in particular. Then there is a special, 10-minute presentation by one member about their business. That part of the program is called a showcase, and Elstro was the original showcase coordinator for PBP. Since only one member is allowed in the group for each job category, membership can be a continual source for referrals, and each referral, and the dollars created from a resulting sale, is tracked internally by the group. The process of compiling that data is also a part of each and every meeting. “In a lot of job classifications, being a member is a coveted spot, because of the numerous referrals, and the business that can come from those,” Elstro concluded. Another networking organization that is different in scope, but also relatively new to this area, is HYPE Richmond, a group for young professionals that is based on the Indiana University East campus. The current co-chairs are Valerie Rambin from Earlham College and Lori Current of IU East. Both are fairly new members of the local group, which includes about 150 people who attend at least one event during a typical calendar year. Rambin and Current become co-chairs at the start of 2013. The prior organization leaders were co-chairs Rob Zinkan of IU East and Brad VanVleet of VanVleet Insurance Agency. Rambin works as a program associate for the Japan Study program at Earlham. “I enjoy making friends and
BUSINESS NETWORKING
Local young professionals chat and make s’mores during a HYPE network night at Cope Environmental Center. JOSHUA SMITH / PALLADIUM-ITEM
She then returned to the area with her two children, and wants them to grow up and stay here. Current works as the assistant director of admissions at IU East. “This group relates to me personally because it allows me to connect with people my own age (30), and
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The group’s July meeting is slated for 6 p.m. July 18 in the beer garden at Smiley’s Pub in downtown Richmond. Membership in the group is open to any professional, but almost all members, according to Current, are age 45 and younger. With free membership, funding for the group’s activities is provided in large part by the annual wine festival event, which takes place in November. Tickets for the fundraiser are $20 each, and this year’s event will again be at the 4th Floor Blues Club. Wine-tasting from local wineries is featured at the fundraiser. The August HYPE event is set for Aug. 18 at J & J Winery on the west side of Richmond. Current said that at that particular event, the group plans to reveal a major, special event that is planned for November of this year. Whether formally planned or informally taking place, networking has become a more important and integral part of business groups and their meetings, here and elsewhere.
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networking. Our group works towards improving the quality of life for young professionals working in our area,” Rambin said of her interest in the group, and the group’s overall mission. The HYPE group, formerly called Young Adult Professionals or YAP, stages informal networking events once a month, with a recent bonfire being staged at the Cope Environmental Center near Centerville. June’s outing was planned at a Richmond RiverRats baseball game at Don McBride Stadium in Richmond. HYPE Richmond has a close relationship with IU East. “IU East serves as a home for our group. Some of our meetings are conducted there, and the school has formed a close partnership with our group,” Rambin described. She encouraged those interested in HYPE to sign up on the group’s Facebook page. Current is a native of the area, a graduate of Northeastern High School, who went to college and resided in Fort Wayne for a period of years.
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BUSINESS NETWORKING
Centerville Lions Club Fish Fry customer Steve Brown shares a laugh with club members Bill Benedict, center, and Tom Barker, right. RACHEL E. SHEELEY / PALLADIUM-ITEM
Service clubs add to community By Ron Greeson For Maximum Business
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While some new organizations focus specifically on improving business through networking, for other entities, it is working toward the improvement of business on a community-wide scale that is the goal. Or just in doing good for other people individually, or the life of the community in general. Area chambers of commerce work on improving the business climate for the overall community, whether large or small.
One area chamber group working toward this goal is the Cambridge City Area Chamber of Commerce, established in 1948, and now led by president Beth Leisure. “Our main job is just promoting the town, and there are some exciting things happening,” Leisure said. The head of this smaller chamber group (about 50 members) says cooperation has increased among area chamber groups, and an expansion of the always-present networking of her members has come with the morning meetings her group presents.
“We offer opportunities for our members to meet, and support, each other, promoting economic growth,” Leisure added. There are traditional special events in western Wayne County such as fireworks (July 3), Canal Days (Sept. 7-8) and the Christmas Festival (Saturday after Thanksgiving). “We met other groups at the recent tourism bureau conference, and it was a great, great event,” she observed. “With the reopening of Huddleston Farmhouse, plus our efforts to
become a part of the state of Indiana’s Main Street program, we feel that many new good things are in store for this part of the area.” In terms of networking alone, Chamber Network Nights have been staged by the Wayne County Area Chamber of Commerce for many years. Network Nights typically run from 5 to 6:30 p.m. at a Chamber member’s location each month. Although the normal time for the events is right at the end of the standard work day, a special Chamber Network Morning event might
BUSINESS NETWORKING SOME LOCAL SOCIAL MEDIA CONTACTS Cambridge City Area Chamber of Commerce Website: www.cambridgecityindiana.org Wayne County Area Chamber of Commerce Website: wcareachamber.org Wayne County Foundation Website: waynecountyfoundation.org You may follow the Women’s Leadership event on Twitter or visit the foundation’s Facebook page. Richmond Lions Club Website: richmondlionsclub.com You can become a club member online and be a fan on Facebook. Richmond Kiwanis Website: www.richmondkiwanis.com or visit its Facebook page Richmond Evening Optimist Club Website: reokids.com or visit its Facebook page E-Mail: richmondeveningoptimist@gmail.com Richmond Rotary Club Website: richmondrotaryclub.com or visit its Facebook page Centerville Lions Club http://centervillelionsclub.tripod.com or visit its Facebook page
shops, and move the event around to feature different locations,” Hughes explained. “There is always a session on volunteering, the concept of giving back to our community, and meeting other people with like interests.” The three luncheons during the year, one each in the spring, summer and early fall, are in a fifth year See CLUBS, Page 14
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be staged soon, since that time of day is more conducive to the schedule of many working people. “These meetings are for networking alone, just a time for people to get together, touch base, and get to know each other,” said Denise Lanman, director of education and events for this chamber group. Locations and dates come either from members who wish to host a networking event, or the chamber might ask a particular member to host one to highlight that particular business or group, Lanman explained. Chamber Network Nights are free and open to the public. Collaborating with organizations like Richmond’s Center City program, the Wayne County Chamber also offers occasional other special programs with featured speakers on topics of interest, with the chance for networking as well. In line with the wider community view, the Wayne County Foundation offers networking events geared especially for women. Development officer Rachel Hughes of the foundation office spoke recently of the annual Women’s Leadership Conference, presented by the foundation each fall, and the three related luncheons spread throughout each year. “These events give us (the foundation) another opportunity to connect people with each other, and to connect people to missions or passions they hold, to the non-profit groups in the area,” Hughes said. This year will be the sixth for the day-long conference, which is scheduled for Friday, Oct. 11, with exact times and location still to be finalized. “We offer a full day of work-
The Richmond Lions Club raises awareness of its mission during the annual fundraising fruit sale. PALLADIUM-ITEM FILE PHOTO
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BUSINESS NETWORKING
Clubs
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of existence. Hughes said that the luncheons were a suggestion that came from attendees at the very first day-long leadership conference. Soon, the 2013 summer luncheon will be staged, likely at the end of June or early in July, with date, location and exact time soon to be determined. “The original mission of the effort was to allow women an opportunity to network with each other, but I think these events also help nonprofits, support the foundation’s overall work, and create a stronger community overall,” Hughes concluded. In a time when many community foundations have struggled because of economic conditions, the Wayne County Foundation has flourished for more than three decades, since its inception in 1979. “I think our foundation is one of the older ones still doing so well,” the group’s development officer commented. Traditional service clubs have always provided networking opportunities, although that may not be the primary focus of these groups. Organizations such as Richmond Noon Lions Club, the Richmond Evening Optimist Club and the Richmond Rotary Club have a long history of service to the area, and its group members. Idris Smith currently serves as secretary of the Richmond Lions, a club dating to 1924 in Richmond. Her family has a long tradition with the Lions, not only just as members, but as serving in the position of secretary of the group. Smith spoke of new partnerships forged by the club in key service projects conducted and funded by the Lions. “Our club’s motto is ‘We Serve,’ and that’s still true today,” Smith said. “For years, we have been involved in providing eye exams and eyeglasses for students in the Richmond Community Schools,” the Lions secretary said. “Now, we give the money for the program to the Communities in Schools organization, which can more effectively administer the program, as well as seek out other funds to help pay for
Vikki Johnson, Bruce Wissel and Howell Gatchell of the Richmond Noon Kiwanis team react during the 2012 Rotary Club Quiz Bowl fundraiser at Indiana University East. JOSHUA SMITH / PALLADIUM-ITEM FILE
what we do and provide.” Smith said that third- and eighthgrade students in RCS are being served now, but a third grade level could soon be added. And the Lions eye care program is not just for kids anymore. In a new relationship, the Lions group is working with the Salvation Army in identifying adults who could use the same eye exams and eyeglasses, the same programs that were just for school children before. Plus, the Lions Club communicates in new and different ways as well. Recently, the club has added a website with club history and information, plus a way to sign up for membership online. You can also sign up to be a fan on the club’s Facebook page. “Developing and maintaining the website has been a good thing for us (the group),” Smith said. “We are even exploring the possibility of airing the meetings online, or making a podcast available.” Smith said that the current membership number is 54, but several longtime, older members have died just this year. But the group has added four new members just this
have, most of our efforts are needed year, and has a range of from 23 to to just offer the leagues to the big 30 attendees at the weekly lunnumber of around 675 kids, and their cheons on Wednesday at the MCL families, that we serve each sumRestaurant & Bakery in Richmond. mer,” Elstro said. The group began adding women The club does offer college scholmembers around 1980, and Judy Harris is the current president, with arships for former youth league athletes, and during the holidays, Smith as the secretary. supports the fundraising efforts of Richmond’s Lions Club also dothe Salvation Army by serving as nates money for leader dogs for the bell ringers. sight-impaired, for Camp WoodRichmond’s Rotary Club was smoke and disabled campers there, formed nearly 100 years ago, way and for tornado relief efforts back in June 1917. throughout the country. The club meets each Tuesday at Still operating its youth baseball 11:45 a.m. at the Forest Hills Country and softball programs is the RichClub on the east side of Richmond, mond Evening Optimist club, which and is a smaller group today, as the is led by president Matt Elstro. club website says that there are 25 The club was chartered in 1954, active members and three honorary and now includes approximately 45 members. members, according to Elstro. The Following the Rotary motto of current president adds that a major“Service Above Self,” the club supity of the members are older, lifetime members, and the group’s focus ports several local charities, and provides scholarships for some local throughout the year is planning and students to attend college. running the summer youth sports Current president Pat James is a leagues on the west side of Richlongtime, local insurance agent, and mond. Rotary member for many years. Monthly meetings are normally “When I went into business, I staged at 6:30 p.m. on the third Monday of each month at Chuck’s Sports joined the club (Rotary), and it’s been a good thing for me,” James Bar in Richmond. said. “With the membership that we
BUSINESS NETWORKING
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Although the group has a website and a Facebook page, James said the local Rotary group still communicates primarily in the more traditional ways. “We’re (club members) not that high-tech, at least not yet,” she explained. Richmond’s Rotary Club is pretty close to a 50/50 split in terms of men and women, according to James. So networking takes many forms today, varies from the weekly meetings of service clubs to monthly events from chambers of commerce to the more infrequent and longer quarterly, or even annual, women’s leadership conferences. Whether face-to-face in meetings, or with phone calls, to the new media choices of emails, texts, Twitter or Facebook pages, traditional groups have always networked, and new groups are formed for that express purpose. But be the goal personal or business, the greater good of business or the community, communication is the key for the successful outcomes that people seek.
Indiana Gov. Mike Pence talks to members of the Rotary Club at Little Sheba’s. PALLADIUM-ITEM FILE
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Facebook: Marketing dream of advertising mad scientists I don’t use Facebook. Well, I have an account, but I don’t really populate it with anything. I have a couple of friends on there, some family and even some old high school buddies, but I’m definitely not an “active Facebook user.” I have it because I used to manage a few pages for businesses BENJAMIN and you must have an MILLER account to do that (or at least you used to). And those I did populate. But I’m not the norm, even as a member of the aging Generation-X. According to Pew Research, 77 percent of Internet users age 30-49 use social media. That’s a lot of Gen-Xers. Across all adult age groups, the number is 67 percent, and no age group is untouched. Two of every three web surfers you know use some form of social media. If there are 212 million adults online in the U.S., 142 million of them are socializing online. If American Facebook users alone were their own country, it would be one of the top 10 most-populated in the world. But what does that mean for us here in the real world? As local
businesses, we would be remiss if we didn’t take a look at social media when considering our marketing strategies. Any place that contains this concentration of our customers should not be ignored. There are many factors involved, and it can quickly become complicated. But here are a few questions to keep in mind when thinking about marketing on Facebook: Who are your customers? It’s important to know who your customer is. “Everyone” is not a good answer. You need to identify targets who are most likely to be interested and go after them. You can have more than one target, but the approach should be tailored to each. Using good targeting will increase your relevance, raise your return on investment, and lower your overall ad spend. What are your goals? This might be the most important consideration. What do you want to do in the Facebook space? Increase “likes,” generate leads, raise awareness, attract more relevant site traffic — all of these are examples of goals that can be achieved by marketing through Facebook. Where are your customers? Geography is obviously relevant to
an online marketing effort. A custom T-shirt shop that takes orders online has a much different footprint than a coffee shop that sells the best omelet in town. When will you connect? What time of day is most effective when sending out posts? Sending out too many messages can actually be more detrimental than not sending enough. Why choose you? This is a question that’s of course relevant beyond social marketing concerns, and should play a role in all your marketing efforts. What differentiates you from the pack? How will you engage? There are currently 19 different ways to advertise on Facebook (depending
on who you ask). Which type should be used depends largely on how the previous questions are answered. So the big question becomes: How do we do this? Marketing correctly using Facebook alone can seem like a daunting task. And frankly, done correctly, it is. You can expect to spend a lot of time researching and learning, and even more time in trial-and-error. And don’t stop learning. Facebook is always evolving, and keeping in step is a constant process. Many DIY Facebookers can expect to spend up to 10 hours (or more) per week keeping up with it. My advice is to hire professional help. (Shameless plug: we now do this.) Done correctly, Facebook and social media marketing can yield great returns while helping you touch many of your different marketing objectives. From a marketing perspective, it’s like a mad scientist’s dream and it can be a valuable part of your overall marketing effort — the part that’s highly targeted, very trackable, and for some people, even fun. Benjamin Miller is the digital specialist for the Palladium-Item Media Group. bmiller@pal-item.com
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BUSINESS RESOURCES
SBA helps local businesses begin rolling
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Small business is America’s most powerful engine of opportunity and economic growth. That’s where U.S. Small Business Administration (SBA) comes in. SBA offers a variety of programs and support services to help you navigate the issues you face with your initial applications, and resources to help you before and after you open for business. In Wayne County, businesses have and are receiving help from the SBA and are making a difference in the community.
Patriot Express Loan
Richmond firefighters Rick Bolen and Tom Broyles, with SHARON the help of Wayne MURFFBank & Trust Co., HARVEY received a Patriot Express Loan to assist with expenditures to help open Firehouse BBQ & Blues in 2012. The two also sought help from the Indiana Small Business Development Center (ISBDC) who walked them through projections and assistance in completing their business plan.
Richmond firefighters Tom Broyles, left, and Rick Bolen opened the Firehouse BBQ & Blues in 2012 with the help of a Patriot Express Loan from the SBA. The eatery is located in an old firehouse at 400 N. Eighth St. PALLADIUM- ITEM FILE
Counseling
Having operated a hobby business for many years, James and Delores Hazzard of Richmond had no idea what starting a business from scratch actually entailed. They were uninformed when it came to identifying their core assets or finding their competitive edge. After meeting with the EC-ISBDC, the couple was motivated to turn their hobby into a serious endeavor. The Hazzard Institute provides comprehensive special education services to charter, community, and traditional schools. They perform psycho-educational evaluations, transition planning, and consulting to schools in order to help them meet the needs of their special education students. Since their first meeting with the EC-ISBDC, the Hazzards have incorporated their business, hired three part-time employees, and generated more than $100,000 in sales.
Rural Lender Advantage
PLY LLC, doing business as the Unwind Yarn Shop, is a business
that received a $165,000 Rural Lender Advantage loan from West End Bank in December 2012 to fund the start-up of the knitting/needlework shop. Rural Lender Advantage is an initiative to promote economic development of local communities, particularly those facing the challenges of population loss, economic dislocation and high unemployment.
504/CDC Loan Program
The Milkhouse LLC was assisted by Indiana Statewide Certified Development Corporation for $53,000 for the purchase of the building for their unique small business. They are a drive-thru convenience store. This company was founded by a disabled veteran and created eight jobs. The SBA Indiana District Office can assist those that are trying to start, grow or expand their small business. We can direct your path with training and counseling, questions on advocacy, acquiring financ-
John Purcell and Samantha Miller received a Rural Lender Advantage loan for their business, the Unwind Yarn Shop in Richmond. LOUISE RONALD/PALLADIUM-ITEM FILE
ing, step-by-step instruction on how to work with the federal government, the largest purchaser of goods and services, and there is even assistance in times of disaster. For more information contact the SBA Indiana District Office at (317) 226Owners of The Milk House, Jeff and 7272 or log on to www.sba.gov/in . Sharon Murff-Harvey is public affairs specialist with the regional office of the Small Business Administration in Indianapolis.
Cindy Cregar, pictured with their daughter Mackenzie, received an SBA loan to help purchase their unique Richmond business. JOSHUA SMITH/PALLADIUM-ITEM FILE
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BUSINESS RESOURCES
Manjit Singh, owner of the BP truck stop on Indiana 1 near Interstate 70, looks at some books with manager Lisa Elliott. With the help of Dennis King at Wayne Bank & Trust, Singh received an SBA loan to purchase and improve the truck stop. LOUISE RONALD/ PALLADIUM- ITEM FILE
SBA makes its services more user-friendly By Pam Tharp Correspondent
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If you think the Small Business Administration is slow, cumbersome and not worth your time, you don’t know today’s SBA. The federal agency is no longer a lender of last resort, weighed down by complicated paperwork or requir-
ing a long wait on loan decisions. For the last three years, SBA has worked to simplify its services, making them more user-friendly, said Sharon Murff-Harvey, spokesperson for the SBA’s Indiana District Office. “We’re still fighting stereotypes,” said Murff-Harvey. “Fifteen years ago paper loans were processed in-house and took six months or
more. We’ve progressed. Loan processing is much faster now and you don’t have to have been turned down by other lenders to get one.” Dennis King, vice president of commercial lending at Wayne Bank and Trust in Richmond, said he writes many SBA loans because they’re a good tool for both borrowers and lenders.
“They’re underused by banks and because of that they’re underused by the community,” King said. “It’s a way that banks can spread some risk and make a loan. The bank makes the loan and the government protects the bank for some of the risk.” SBA has also improved its loan processing, King said. For many loans, banks may use their own
BUSINESS RESOURCES Patriot Express is a pilot loan initiative for veterans and spouses. Patriot Express loans can be used for most business purposes, including start-up, expansion, equipment, working capital and inventory or business-occupied real estate purchases. Patriot Express loans are the least cumbersome of all SBA’s products, but it also has a lower guarantee, King said. “It only guarantees 50 percent of the loan,” King said. “The Patriot loan program has a higher guarantee, but it’s not as simple as the Patriot Express program.” The SBAExpress loans are available to lenders for smaller loans up to $350,000. Experienced lenders may use mostly their own forms, analysis and procedures to process, service and disburse SBA-guaranteed loans under this program. The SBA guarantees up to 50 percent of an SBAExpress loan and loans under $25,000 don’t require collateral. Counseling is also an important part of SBA’s services. The Indianapolis SBA office is a good place to
start for anyone interested in launching a business, Murff-Harvey said. “We can help you do a business plan for free,” Murff-Harvey said. “Those plans done privately often cost $1,500 to $2,000. We have programs for those starting a business and those expanding an existing business.” Women have typically had more challenges in launching a businesses, especially in some fields that in the past were considered “male” jobs, Murff-Harvey said. SBA has programs geared for women, including single mothers, who want to begin a business. The SBA’s Office of Women’s Business Ownership oversees a network of more than 200 women’s business centers that provide training, counseling, and mentoring for women, especially those who are socially and economically disadvantaged. Indiana has a women’s center, the Central Indiana Women’s Business Center, in Indianapolis, Murff-Harvey said. SBA’s Small Business Training Network is a virutal campus com-
plete with free online courses, workshops, podcasts, learning tools and business-readiness assessments. It includes more than 30 free online courses and workshops. Online, interactive assessment tools direct clients to appropriate training courses, which are available at www.sba.gov/training. An SBA program that could open new markets for small businesses is one owners should learn about, Murff-Harvey said. SBA’s export program assists business owners in accessing international markets. SBA can set up a trip to foreign countries that includes arranging meetings with real business contacts. The cost of such trips is often less than $1,500, she said. “There are a lot of horror stories out there of people who tried to set these up themselves,” Murff-Harvey said. “SBA does all the screening and is helpful with language barriers and customs. It’s a good opportunity with very little risk.” For more information on the Small Business Administration, go to www.sba.gov.
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forms and lenders submit loan applications electronically to California, he said. When questions arise, help is as close as Indianapolis, but not every loan is approved, King said. “We get almost immediate answers,” King said. “SBA wants us to put together good deals and sometimes there are customers who don’t qualify. SBA doesn’t accept unlimited risk.” While there are no grants to start businesses, SBA’s primary loan program, the 7(a) Loan program, is the agency’s most frequently used, nondisaster financial assistance program. Loan guarantees to the banks vary, based on the size of the loan. For loans of $150,000 or less, SBA may guarantee as much as 85 percent of the loan, with the coverage dropping to 75 percent for loans above $150,000. The (7a) loans have broad eligibility requirements and credit criteria that will accommodate many financing needs, Murff-Harvey said. There are also special purpose 7(a) loan programs such as SBAExpress and Patriot Express.
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BUSINESS RESOURCES
Free help available for business planning By Pam Tharp
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Correspondent
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Scott Underwood makes an appointment to meet with Jessica Clark, one of the participants in the first-ever Wayne County Business Plan Competition, earlier this year. Underwood, a business adviser with the Indiana Small Business Development Center, has an office hosted by Ivy Tech Community College in Richmond. LOUISE RONALD/PALLADIUM-ITEM FILE
The Indiana Small Business Development Center might be the state’s best-kept secret. “Not many people know we’re here,” said Peggy Cenova, regional director of the East Central ISBDC in Muncie. “We’re working with social media, chambers of commerce and economic development corporations to get the word out that we’re here to help small businesses.” Whether it’s business planning, market research or financial feasibility, the ISBDC can provide assistance with those issues and many others, Cenova said. There is no charge to clients for ISBDC services. “A lot of good ideas aren’t businesses,” Cenova said. “We talk to people every day who have ideas, but they need a plan to see if it’s really feasible. We really want people to use our services.” In 2012 the Muncie ISBDC office helped 241 clients from its 11-county service area, which stretches from Grant County to Union County. Forty-four clients were from Wayne County, Cenova said. Scott Underwood of ISBDC’s Richmond office, recently led a training session in Union County on starting a small business. Melissa Browning, executive director of the Union County Development Corp., said five local residents participated in the workshop. “We’re working on having another one soon that will focus on filling our storefronts,” said Browning, who is in her first year as economic development director. “(ISBDC) has a lot of resources for businesses and has also been very helpful in answering my questions. I refer people to (Underwood) when they have questions about start-up costs and to get a business plan.” The ISBDC also helps with industry-specific information for the type of business an individual wants to launch, Cenova said. The agency works with businesses with fewer
WHERE TO TURN The East Central Indiana Small Business Development Center office is located at 1208 W. White River Blvd. Suite 126, Muncie, IN 47303. A satellite office is located at Ivy Tech Community College, 2357 Chester Blvd. in Richmond. For more information, call (866) 5967232 or (765) 282-9950; fax (765) 286-0565, email eastcentral@isbdc.org or go to the website www.isbdc.org
GET ATTENTION FOR YOUR NEW BUSINESS The Palladium-Item features new businesses in the Money section of Sunday’s edition at no charge. Please submit the name of your business, address, opening date, email address, phone number, hours, name of owner, number of employees, the type of business, what it specializes in and any other relevant information. Information should be sent to the attention of reporter Louise Ronald at lronald@pal-item.com or write to 1175 N. A St., Richmond, IN 47374. Please include a photo of your business (JPG format works best).
than 500 employees, everyone from small retailers to restaurants to web-based information technology businesses. Feasibility and finances are two critical areas in which the ISBDC can be helpful, Cenova said. Failing to seek professional help when considering a new business can lead to expensive mistakes, she said. It’s much better to discuss your dreams before investing in them, Cenova said. “We don’t laugh at ideas,” Cenova said. “We want to hear them. I’ve had clients who would have put up their 401(k), who hadn’t worked it through to see that the business wouldn’t make any money. Another paid $3,000 to get a loan. We see people who rent a building and then decide they can put a business in it. You need the idea first, then the
BUSINESS RESOURCES or from family members?” Wayne County residents have some other business finance options, Cenova said. Revolving loan funds for businesses in Richmond and Wayne County may be available for those who can’t get funding if they have a good business plan and can show cash flow, she said. The Young Entrepreneurs Program, an ISBDC program in partnership with the Office of Community and Rural Affairs and the Indiana Economic Development Corp., offers incentives to college-aged entrepreneurs with business ideas. Students must be currently enrolled in a state institution of higher learning or graduated within the past three years to be eligible. Assistance may include grants or free or reduced rent and utility support. ISBDC also assists businesses with access to ProfitCents, subscription software that allows a business to compare its financial statements with others in the same field, Cenova said.
LEARN MORE » Master of Science in Management Program, Indiana University East. Applications are being accepted for the 15-month program that begins in August. Applications received before July 1 will be given priority. For more information, contact Darla Lane, graduate admissions coordinator for the School of Business and Economics, at (765) 973-8366 or go to www.iue.edu/management. » Economic Development Corporation of Wayne County, (765) 983-4769 or email alaina@edcwc.com. » Indiana University East Center for Leadership Development, www.iue.edu/business/leadership/programs. » Ivy Tech Community College, 2357 Chester Blvd., Richmond. (765) 966-2656 or www.ivytech.edu/richmond » Purdue University College of Technology, 2325 Chester Blvd., Richmond. (765) 973-8228 or www.tech.purdue.edu/richmond » Earlham College, 801 National Road W., Richmond, (765) 983-1200 or www.earlham.edu » Human Resources Conference, www.indianahrconf.com or call (800) 824-6885. » Purdue Krannert School of Management, (765) 494-7595 or garrison@purdue.edu. » The Economic Club of Indiana, http://staging.economicclub ofindiana.com/ » Indiana Commercial Board of REALTORS, www.myicbr.org Send your group’s events to Louise Ronald at lronald@pal-item.com or 1175 N. A St., Richmond, IN 47374.
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building.” “Launching your Own Business: A Sound and Proven Path” is a program Cenova recommends. The classes can be taken in person or online. The program uses a workbook approach that will eventually give a “green,” “yellow” or “red” answer on a proposed business, she said. Ongoing consulting is part of the process. When finances are an issue, a “lean start-up” via the Internet is sometimes a good way to launch a business with less expense, Cenova said. Internet sales are a low-cost way to “test the waters” for a new business, she said. Many entrepreneurs are looking for grants to help them launch a business, but grants for small businesses are almost non-existent, Cenova said. Other options, though, are available, she said. “It’s a myth that you can get grants to start a business,” Cenova said. “We can help them determine if they can get loans. A downpayment of 10 to 20 percent is usually required. Can it come from savings
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BUSINESS RESOURCES
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Tyler Hamm, left, owner of Mancino’s at 217 National Road W. in Richmond, chats with Jerry Petree, center, and his brother Charles Petree. The Petrees drive 80 miles round trip from Franklin, Ohio, two or three times a month just to eat Mancino’s pizza. LOUISE RONALD/ PALLADIUMITEM FILE
‘They really got me ready to go to the bank’ “Richmond needs to stop the brain drain. We need to keep our college-educated kids from leaving.” As a community, we frequently hear that we need to take active steps to encourage our young people to put down roots and stay in Richmond. While that certainly means that we need to encourage companies to provide jobs, it is also important to encourage the entrepreneurial PEGGY dreams of those who CENOVA seek to be their own bosses. Tyler Hamm, owner of Mancino’s Pizza and Grinders, is a great example of just such an entrepreneur. Tyler worked for Mancino’s while he was still in high school, and came back to work there during his college years at IU East. After graduating from IU East with a degree in business administration, Tyler con-
tinued to pay his dues at the restaurant, learning about the daily operation of the business. Eventually, Tyler became the manager and was responsible for the various aspects of the operation. When the current owner expressed an interest in selling the business, Tyler was a natural choice. As you might imagine, Tyler had some work to do to determine whether he even wanted to own the business. Working with his personal banker, Tyler began the process of learning what he needed to learn to decide whether this was the right time and opportunity for him. With help from the East Central Indiana Small Business Development Center (EC-ISBDC), he began to research the business and the industry. Writing a business plan, with the necessary projections, was just the first step. He also did industry research on franchises, sub shops, pizza shops, and small restaurants. He did demographic research on the
Wayne County area, learning more about where people live, eat and spend their money. He gathered information about valuing businesses and learned more about what businesses are worth. Finally, he was ready to pursue financing and move forward with the purchase of the restaurant. “They really got me ready to go to the bank,” says Tyler. “They also helped me to determine whether I wanted to buy the business or not.” While Tyler might be the owner of the restaurant, he did not go on the journey of business ownership on his own. The EC-ISBDC played an important role in the process, as did the previous owner, a serial entrepreneur and mentor to Tyler. Jason
Whitney from the Innovation Center (and former pizza shop owner) shared his perspective from experience, and lastly, family and other investors helped Tyler make his dream a reality. When young, college-educated people make a run for the East or West Coast, they frequently cite the culture or the environment as a primary reason. While we cannot compete with the weather in California, the cost of living in our area certainly compares favorably. When coupled with a culture that encourages entrepreneurship, the Whitewater Valley can grow and attract new businesses and other entrepreneurial ventures. We need to make sure we are responsive to the changing needs of the new economy that is constantly evolving around us. Peggy Cenova of Hagerstown is regional director of the Indiana Small Business Development Center at its Muncie office.
BUSINESS HONORS
Insurance agency honored for giving
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