2016 Semi-Annual Report

2016 SEMI-ANNUAL REPORT JANUARY 1, 2016 - JUNE 30, 2016

MISSION ........................................................................................................................................ 1 PENNSYLVANIA SBDC LOCATIONS....................................................................................... 1 IMPACT ......................................................................................................................................... 2 2016 GOALS v. ACTUALS ........................................................................................................... 2 SUMMARY OF SBDC SERVICES .............................................................................................. 2 100 CAPITAL FORMATION ........................................................................................................ 4 200 INNOVATION, TECHNOLOGY TRANSFER, AND TECHNOLOGY ASSISTANCE ..... 5 300 INTERNATIONAL TRADE ................................................................................................... 7 400 PROCUREMENT .................................................................................................................... 9 500 MANUFACTURING ............................................................................................................ 11 600 SPECIAL EMPHASIS GROUPS .......................................................................................... 12 Energy Industry ......................................................................................................................... 12 800 WOMEN’S BUSINESS DEVELOPMENT .......................................................................... 14 900 VETERANS, RESERVISTS, SERVICE-DISABLED VETERAN-OWNED BUSINESSES AND ALL OTHER MEMBERS OF THE U.S. MILITARY ....................................................... 15 1000 RURAL ASSISTANCE ....................................................................................................... 16 1100 ECONOMIC DEVELOPMENT, FAITH BASED AND COMMUNITY INITIATIVES . 16 1200 RESEARCH......................................................................................................................... 17 1300 ONLINE ACTIVITIES ........................................................................................................ 18 1400 OTHER ACTIVITY ............................................................................................................ 19 1500 SUCCESS STORIES ........................................................................................................... 19 1600 ADVOCACY ....................................................................................................................... 19 1700 RESOURCE DEVELOPMENT .......................................................................................... 20 1800 COLLABORATING AND LEVERAGING ....................................................................... 21 1900 UNPLANNED TRAVEL .................................................................................................... 21 2000 KEY PERSONNEL CHANGES ......................................................................................... 21 2100 PROBLEMS ........................................................................................................................ 22 2200 BUDGET TO ACTUAL COMPARISON........................................................................... 22 2300 ECONOMIC IMPACT ........................................................................................................ 22

Established in 1980 with a mission to grow the economy of Pennsylvania through its entrepreneurs, the Pennsylvania SBDC’s 18 university- and college-based Centers provide timely consulting, education, and information to new and existing business owners. The SBDC focuses on three core areas: no-fee confidential business consulting, educational programming, and timely, useful information.

The SBDC utilizes a staff of experienced professionals to serve their customers in both traditional business assistance as well as offering specialized consulting. So far in 2016, the SBDC delivered 41,863 hours of no-fee management consulting. Consulting is confidential and provided at no charge by a staff of skilled professionals that emphasize education and guidance in finding practical solutions to business problems. Educational workshops and conferences aid entrepreneurs in articulating goals, evaluating and improving business ideas, researching and attracting needed advisors and resources, and writing business plans to build their businesses. During this reporting period, 3,518 individuals and firms benefited directly from 238 educational programs.

The mission of the network of Pennsylvania SBDC is to provide entrepreneurs and small business owners with the knowledge needed to make smart decisions and prosper.

1. Bucknell University SBDC 2. Clarion University SBDC 3. Duquesne University SBDC 4. Gannon University SBDC 5. Indiana Univ. of Pennsylvania SBDC 6. Kutztown University SBDC 7. Lehigh University SBDC

8. Lock Haven University SBDC 9. Penn State University SBDC 10. Saint Francis University SBDC 11. Saint Vincent College SBDC 12. Shippensburg University SBDC 13. Temple University SBDC 14. University of Pittsburgh SBDC

15. University of Scranton SBDC 16. The Wharton School, University of Pennsylvania SBDC 17. Widener University SBDC 18. Wilkes University SBDC

Since its inception, the Pennsylvania SBDC has provided over 3 million hours of consulting to more than 260,000 entrepreneurs and offered over 18,000 courses, workshops and seminars attended by 414,000 Pennsylvanians. SBDC services have helped small firms throughout the Commonwealth raise more than $3 billion in start-up and expansion capital, start more than 34,000 new companies, and sell $13 billion worth of Pennsylvania products and services globally. As a result, SBDC clients have created over 157,000 new jobs and generated more than $796 million in new state income tax revenue.

In the first half of 2016, the Pennsylvania SBDC network reported the following outcomes:    

Bought/Started a Business Jobs Created+Retained Increased Sales (domestic) Increased Sales (int’l)

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360 389 $13,196,334 $22,422,263

Long-term Clients New Business Starts Capital Infusion

SBA Loans (22) Non-SBA Loans (155) Equity Capital (143)

GOAL 2,233 470 $138,000,000

$7,316,200 $18,655,630 $15,368,411

ACTUAL 2,051 (92% of goal) 201 (43% of goal) $47,236,900 (34% of goal)

In the first half of 2016, the Pennsylvania SBDC served 4,558 entrepreneurs and small business owners through a total of 41,863 consulting hours. A detailed breakdown may be found in the deliverables section following this narrative and is described throughout this report.

Consulting Hours by Topic Business Plan Start-Up Assistance Marketing/Sales Managing a Business Financing/Capital International Trade Buy/Sell Business Engineering/R&D Business Accounting/Budget Human Resources/Employee Mgt. Legal Issues Technology/Computers Social Media Cash Flow Management Exporting Customer Relations eCommerce

0

2,000

4,000

6,000

Consulting Hours

8,000

10,000

The Pennsylvania SBDC network collectively educated 3,518 individuals in 238 seminars and workshops in the first six months of 2016.

Individuals assisted by the Pennsylvania SBDC in the first half of 2016 represented Pennsylvania’s diverse populace. 64 percent of clients assisted were woman- and jointly-owned firms and 17 percent identified as minorities. Clients also represent a variety of industries as shown.

Business Ownership Both (Male/Female) 42%

No Response 6%

Hispanic 4%

Female 23%

No Response 15%

Client Ethnicity

Non-Hispanic 81%

Male 29%

Industry Sector

No Response 23%

Service 41%

Wholesale 2% Construction 3%

Not in Business / Other 6% Retail 12%

Manufacturing 12%

Veteran Clients No Response 43%

ServiceDisabled Veterans 1%

Veterans 4%

Asian 4% African American 13%

Non-Veteran 52%

Native American <1%

Native Hawaiian <1%

No Response 12%

Client Racial Diversity

White 71%

Securing financing will always be a challenge facing small businesses. The inability to obtain financing can create problems causing businesses to fall behind on their short-term payment obligations and in turn can cause a ripple effect with the cash flow of their suppliers. New businesses are also finding it difficult to secure funding to start their operations. Financing organizations require significant capital investments into new projects or are requesting more secure collateral. In years past, as long an individual had good credit and adequate collateral, the financing was usually available. Today, with new banking regulations, credit is everything and credit scores need to be well above 600 for funding to be approved by both banks and low-interest government loans. Some financing gaps are being filled with alternative financing programs and more collaboration is occurring to spread the credit among many financing organizations.

Small business owners are utilizing online lending platforms now more than ever. Often perceived as easier and more accessible, online marketplace lending platforms have increased in popularity. However, these platforms often present business owners with unconventional options that may be confusing than traditional debt. It is important that clients understand interest rates and payback terms. Businesses that have taken on expensive debt often run into cash flow issues, and then difficulty refinancing debt due to the absence of collateral or equity.

Examples of client success stories relating to capital formation can be found in Appendix B. So far this reporting period, 22 SBA-guaranteed loans were approved, totaling $7,316,200. As for non-SBA loans, 155 were approved for a total of $18,655,630. Examples of other capital formation activities include: 

The Clarion University SBDC continues its work with lenders through an initiative to form closer relations with the region’s financial institutions. This started with a presentation to S&T Bank hosted at the Clarion University SBDC. A SBDC Business Consultant led the discussion that started with an overview of the SBDC and its services. A sample client portfolio was created and distributed to each attendee to showcase the resources available through the SBDC and how valuable they are to both start-up and existing businesses. Following the presentation, the SBDC fielded many questions from the bankers and then engaged them in a discussion to discover how the SBDC can help the bankers serve their clients better. The SBDC was looking to identify how to enhance its work with clients to strengthen relationships with the bank representatives and show them how the SBDC services go beyond the business plan. Initial feedback received from many of the bank representatives in attendance was extremely positive indicating the success of this targeted outreach effort. The Clarion University SBDC has identified a total of 20 more banks in the 10county region that the Center consultants will contact to set up similar meetings.

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In May, the Penn State SBDC hosted a Bankers’ Roundtable in State College, PA. There were 24 attendees, eight more attendees than in 2015. Attendees included lenders, legislators, and other economic development partners. The Roundtable was sponsored by the Law Office of Alan Kirk.

Speakers, including representatives from SBA and SEDA-COG Business Finance Department, educated lenders on SBA and other small business capital. The keynote speaker, Donald Johnston, a CPA with Grossman Yanak & Ford LLP in Pittsburgh, spoke about “Identity theft Issues, tax planning in an election year, and other important issues relevant to bankers.”

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The St. Francis University SBDC has developed a new partnership with the Blair County Community Action Agency. They have started a Micro Grant Program that targets low income individuals that are seeking to start their own business. The grant is for a maximum of $5,000.

The agency contacted the SBDC early in 2016 to discuss forming a relationship. The SBDC will assist these individuals in developing their business plan. Potential users of the program will be required to attend one of the SBDC’s First Step workshops and/or work one on one with an SBDC consultant in developing their business plan. The SBDC will also be available for followup consulting as well. The SBDC is also a referral source to the agency for potential clients

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The Temple University SBDC increased its outreach efforts to financial institutions and participated in events designed to educate business owners about access to capital in the Philadelphia area. Most of the Center’s new contacts were made at networking events which were followed up by individual meetings with lenders. In each of these meetings/encounters the SBDC made a presentation about its services and operations. The SBDC also learned about new resources, how these institutions operate and the type of projects that could be funded. The SBDC also participated in the annual Meet the Lenders and Counselors organized by the Small Business Administration Southeast Pennsylvania District Office. Several banks, certified development companies, micro-lenders and other technical service providers participated in the lending forum for entrepreneurs. The SBDC Associate Director and a Business Consultant represented the SBDC at the event where they disseminated information about Center services. A representative of the SBDC also participated in a training program for lenders hosted by the SBA on the 504 refinancing program. The events were held in King of Prussia. New relationships developed with lending institutions included the following: Customers Bank, 504 Company, United Bank, M & T Bank, Philadelphia Federal Credit Union (PFCU), Finanta, Santander and TD Bank.

The Pennsylvania SBDC continued to offer confidential, no-fee technology services which include a fully integrated statewide service designated as a Core Service in the Strategic Plan and Key Markets and Services. In addition, the Pennsylvania SBDC is one of only 12 SBDC programs nationwide with “T” accreditation, receiving supplemental technology accreditation in 2006, 2011, and 2015.

Services provided by the Pennsylvania SBDC Technology Team and resource partners include:  Early stage product feasibility – market research, financial analysis, assessing market potential, commercialization potential  Access to resources – tools, partnerships, regional expertise & referrals  Access to financing – identification of financing sources, financial analysis, R&D grant identification and proposal reviews, pitch development & preparation for equity financing, gateway to Innovation Partnership Pennsylvania SBDC continues to be a member of Innovation Partnership, a consortium of economic development and business assistance organizations located throughout the Commonwealth of Pennsylvania. The goal of the organization is to help early-stage technology companies in Pennsylvania secure federal funding opportunities. Pre-proposal reviews and micro-grants and vouchers to assist with proposal preparation are provided to early stage technology companies.

In the past six months, technology consultants provided 192 hours of consulting to 79 small firms looking to advance, protect, and commercialize their research, innovations and new technology.

Examples of Center-specific technology and innovation activities include:

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The Pennsylvania SBDC network was successful in securing $50,000 of the $200,000 FAST funds awarded to Pennsylvania through SBA. The SBA FAST funds will be used to support the consulting and professional development activity of the SBDC Tech Team members to provide services to clients who are in the process of commercializing or innovating technology. Each center hosting a Team member will receive approximately $4,000 to support these activities and the Center where they are located will provide an equal amount of cash match, which will be used to further support the activities of the Tech Team consultants.

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The Clarion University SBDC continues to develop a collaborative relationship with the Center (CARIPD). CARIPD is co-located at the Barnes Center, the same facility as the SBDC. This relationship has resulted in an increased knowledge in the area of technology commercialization and intellectual property. In addition, this relationship has offered incubator opportunities and the development of executive-in-residence and entrepreneur-in-residence programs. CARIPD oversees the Innovation Laboratory, which is also located in the Barnes Center. The Innovation Laboratory is the most high-tech laboratory in northwest Pennsylvania that delivers facilities for prototype development and analysis, biotechnology, pharmaceuticals, medical devices, sterile packaging, semiconductors, and nanotechnology.

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The Clarion University SBDC coordinated a product development and commercialization forum, which discussed a variety of issues surrounding product development with speakers from private industry, venture capitalists, Ben Franklin Technology Partners, the SBDC and Clarion University CARIPD. Presentations covered topics from business and market research, applied research support and product development to feasibility analysis and intellectual property commercialization. The forum also included speakers from a start-up company, a patent attorney, and two business consultants that spoke on market research and user-first product design.

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A business consultant with the Duquesne University SBDC provided technology services to approximately six businesses during the first half of 2016. Many of these clients were referred by Carnegie Mellon University and Innovation Works. Most specifically, these clients were interested in submitting proposals for the Small Business Innovation Research-Small Business Technology Transfer Research Programs (SBIR/STTR). Additionally, many were seeking support and grant funding from PA Innovation Partnership. Three of the companies are focusing on sustainable technologies. Others included a cloud technology consulting startup, a medical data app company, an early stroke detection device, and a company developing robotic prosthetic legs. Those interested in the SBIR-STTR program were focusing mainly on the National Institutes of Health (NIH), the National Science Foundation (NSF), and the Department of Defense during this time period.

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A Kutztown University SBDC consultant heads the technology division of the Center, providing technical assistance specializing in SBIR and STTR grants and technology commercialization.

The consultant provided valuable background information on the SBIR program, including the different phases and phase amounts, the success factors needed to win an award, the time commitment and resources involved, the process towards suggesting a solicitation to a technical point of contact, and the steps and elements needed to create an effective commercialization plan.

Among the clients consulted to date in 2016 were the following: o o o

An individual looking to start a cast glass products manufacturing business serving the architectural and interior design industry utilizing a large scale glass pouring process.

An individual working on developing a utility sized wind turbine generator that will be cost effective in the moderate winds of the north east and north central sections of the United States.

A business whose mission is to improve medication safety through the specialized and innovative development of clinical applications. The company provides information

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solutions for high-pressure critical patient care situations improving pharmacy workflow and communication between key staff members.

The University of Pittsburgh SBDC was one of only five winners of the U.S. Small Business Administration’s (SBA) “Lean for Main Street Training Challenge” competition. The competitive grant enables its SBDC to provide free, proven “lean business” training programs to Main Street small businesses and entrepreneurs. Lean methodology – which involves increased consumer feedback and adaption to it – has long proven popular in technology start-ups, driving companies from a traditional business plan to a more simplified, step-by-step approach. Through their designation as an official National Science Foundation I-Corps site, Pitt has already been offering this methodology to technology related businesses. The SBDC was awarded $25,000 to support travel expenses associated with the I-Corps program, the adaptation and development of curriculum and the delivery of that curriculum. The SBDC will pilot the program geared towards a small number of businesses in the retail, manufacturing and service-based companies. That curriculum provides a framework of principles and practices that challenge conventional notions about business model planning.

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The Shippensburg University SBDC partners with Ben Franklin Technology Partners in the “TechCelerator” housed in the Murata Business Center in Carlisle, PA. The TechCelerator is a partnership between Ben Franklin, the Capital Region Economic Development Corporation, the SBDC and other regional/local economic development providers, designed to offer entrepreneurs designated space, business support and mentoring services, loan and investment programs and entrepreneurial training all is a one stop shop. The business mentoring and entrepreneurial training boot camps offered in Carlisle allow potential business owners to gather the information they need in order to make an informed go/no-go decision on launching a company.

Shippensburg SBDC business consultants work closely with clients in the TechCelerator program and help refer potential businesses. Once again in 2016, three SBDC clients participated in the spring TechCelerator program in Carlisle. Two clients tied for first place and won $5,000 each.

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Wharton SBDC’s Commercialization Acceleration Program (CAP) continued to collaborate with the Penn Center for Innovation and other research organizations in the region to assist start-ups based on local research to develop strategic plans, identify markets and applications, and attract financing. Wharton SBDC also provided training and consulting support to teams participating in Penn I-Corps. The Penn I-Corps Site is an NSF (National Science Foundation) program designed to facilitate commercialization of university research. The accelerator is a joint collaboration between the Penn Center for Innovation (PCI), Penn Law’s Detkin IP and Technology Clinic, the City of Philadelphia, Ben Franklin Technology Partners of SE PA, Wharton Entrepreneurship, and Penn Medicine Center for Health Care Innovation.

The Pennsylvania SBDC continues to advance its international business offerings for small- and medium-sized businesses. The network continues to support its international trade partners including the U.S. Department of Commerce’s Commercial Service, the U.S. Trade Development Administration, and the Pennsylvania Department of Community and Economic Development. In June, the Pennsylvania SBDC renewed its strategic partnership MOU with the Commercial Service for the fifth year.

From January 1, 2016 to June 30, 2016, the SBDC consulted with hundreds of clients on international trade issues while executing five export-related educational programs that were attended by 89 individuals. 22 clients reported an increase in export sales, totaling $22,422,263 during the first half of 2016. During this reporting period, 123 clients received exporting assistance. SBDCs recorded nine referrals to the Pennsylvania Regional Export Network, other Federal Agencies, and the U.S. Department of Commerce.

The SBDCs have been designated as a major contributor to fulfilling the goals of the National Export Initiative. To assure the network has the expertise to help more small firms sell Pennsylvania products and services around the world, staff at each Center are receiving certification in international business. The Pennsylvania SBDC is proud to work toward fulfilling this requirement and currently has 17 out of 149 full-time employees certified in international trade. The following staff members of the Pennsylvania SBDC network can be counted toward this goal (Names in bold received certification in the first half of 2016): 1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

11.

12.

13.

14.

15.

16.

17.

Darlene Atta, Temple University SBDC, SBA/TPCC certified, 2014 Martin Brill, Kutztown University SBDC, NASBITE certified, 2006 Robin Burtner, Shippensburg University SBDC, SBA/TPCC certified, 2012 Lindsay Gilkes, University of Pittsburgh SBDC, SBA/TPCC certified, 2012; NASBITE certified, 2013 Vickie Gyenes, Saint Vincent College SBDC, NASBITE certified, 2006 Brenda Holdren, Lock Haven University SBDC, NASBITE certified, 2012 James Kunkel, St. Vincent College SBDC, NASBITE certified, 2013 Cora Landis, Lehigh University SBDC, SBA/TPCC certified, 2012 Dorothy Lane, Wilkes University SBDC, SBA/TPCC certified, 2015 Mary McKinney, Duquesne University SBDC, SBA/TPCC certified, 2012; NASBITE certified, 2012 Miranda Mease, Clarion University SBDC, SBA/TPCC certified, 2014 Jill Newcomer, Gannon University SBDC, SBA/TPCC certified, 2013 Tony Palamone, Indiana University of Pennsylvania, SBA/TPCC certified, 2012 Brent Rondon, Duquesne University SBDC, NASBITE certified, 2007 Donna Simpson, The University of Scranton SBDC, SBA/TPCC certified, 2012; NASBITE certified, 2015 Maria Spencer, Penn State SBDC, SBA/TPCC certified, 2012 Mary Beth Zingone, Lehigh University SBDC, SBA/TPCC certified, 2012

Examples of activities in international trade activities occurring at the Center level so far in 2016 include:  Many business consultants from across the Pennsylvania SBDC network attended the 2016 NASBITE International Conference in Newport, Rhode Island. The conference was held from April 6-8, 2016, and provided an opportunity for the SBDC to gain more knowledge on international trade to better serve export clients in the region. The Duquesne University SBDC presented a panel workshop titled: “A Panel Discussion of Entry into Latin America Pacific Alliance Markets: Opportunities and Partnerships.” In addition to cooperating with the U.S. Department of Commerce Look South and Trade Winds initiatives and their leaders, Anthony Cambas, Director of the Oklahoma State SBDC University International Trade Center (OSUITCSBDC) joined the panel. The Duquesne University SBDC Director was re-elected to the NASBITE Board of Directors for a three year period. 

This year, the Duquesne University SBDC’s Export Certification program was turned into a two day comprehensive program offering education on the resources, strategies, financing, methods of payment, logistics, documentation and free trade agreements that are involved when doing business internationally. One attendee commented: “I flew in for the Export Certificate Course after searching for such a course as comprehensive on the topic of exporting. I learned even more

than I expected and came back with practical knowledge that I have immediately put to use. The speakers were excellent, answering all of my questions, and the price fit my budget. I can't wait until the next one.” 

In April, a consultant with the University of Pittsburgh SBDC along with Steven Murray of the U.S. Commercial Service presented to the Airport Chamber of Commerce on the 10 biggest export myths.

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The Saint Vincent College SBDC hosted the Consul General of Canada, John Prato, on Thursday evening, February 11th, 2016. A dinner reception was held followed by his presentation. The event drew 24 attendees from the local business community. In addition, 50 students from the Alex G. McKenna School of Business, Economics & Government were in attendance for the Consul General’s presentation.

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Saint Vincent College SBDC’s Center for Global Competitiveness once again hosted its Annual Global Growth Conference on in May. This one-day conference was designed to ensure ongoing compliance with U.S. Export Controls and Regulations. Topics included Export Control Reforms, Changes in Foreign Trade Regulations, AES Filing Requirements, and Updated Federal Requirements.

Presenters included: Jim Anzalone, President of Compliance Assurance, LLC from Palm Beach, Florida, Susanne Cook, Esquire and Bruce Chiu from Cohen & Grigsby P.C.

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Temple SBDC’s International Business Department (IB) continued to provide consulting services designed to assist businesses identify new markets overseas. As part of SBDC outreach efforts, the International Business Specialist represented the Center at various international business events in an effort to market the program and expand the SBDC’s client base. Some of the international events attended were as follows: a networking reception at the Cira Centre, celebrating the trade relationship between Pennsylvania and Canada; a monthly meeting of the Mid-Atlantic District Export Council (DEC); a workshop sponsored by the U.S. Export Assistance Center (USEAC) titled “Russia Sanctions and Opportunities in Ukraine and Other Eurasia Markets.” The SBDC also collaborated with key partners in the international business arena such as the US Export Assistance Center, Pennsylvania Department of Community and Economic Development, and the World Trade Center of Greater Philadelphia (WTC). The SBDC was also invited to participate in the launch of the regional export plan for the Philadelphia area. The plan was developed to showcase the role of exports to the growth of the Philadelphia regional economy. The SBDC Director had an opportunity to provide input and discuss the plan implementation at a stakeholders meeting hosted by the Federal Reserve Bank of Philadelphia.

The Pennsylvania SBDC is host to the Southeast Pennsylvania Procurement Technical Assistance Program (PTAP), a non-SBA project that assists companies with selling products and services to federal, state and/or local government agencies. Educational programs included “Doing Business with the Government” and “Certification Made Simple” where attendees can learn more about Disadvantaged, Minority and Women’s (DBE/MBE/WBE) business enterprise certifications.

Government markets are not a universal remedy for increasing revenues, and all Centers encourage companies to self-evaluate products, processes and facilities to determine if they are prepared to compete efficiently in this marketplace. In educational seminars, Centers also discuss the importance of Pennsylvania certifications, the certification requirements and benefits, how to identify state contracting opportunities, and how the state purchases goods and services. Examples of SBDC participation in the procurement arena include: 

Clarion University SBDC participated in two events to help businesses find opportunities to sell to the local and state government. The seminar titled “Doing Business with the Defense Logistics Agency” was held in February and featured speakers from the Northwest Procurement Technical Assistance Center and the SBDC.

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The Clarion University SBDC hosted the seminar, “Veterans! Start or Expand Your Business,” in March. Speakers included Melissa Becker of the Northwest PTAC, Donna Hottel of the North Central PTAC, and Kelly Hunt and Jonathan Bennett of the U.S. Small Business Administration – Pittsburgh office. The seminar was attended by 19 individuals who learned about various topics such as the Veteran’s Verification Process, The Veteran’s Initiative Program, the Veteran’s Advantage Loan Program, PTAC services and government contracting, and services available through the SBDC.

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The Kutztown University Procurement Technical Assistance Center (PTAC) team kicked off the new calendar year seminar schedule by hosting a seminar on Federal Certifications, which was held in the Reading Berks County Community Foundation in January. Traditionally, the Center has had light attendance at Reading, PA, events, but due to their marketing efforts, they had a total of 18 participants which was excellent for the event. George Tapia, SBA’s Business Opportunity Specialist in the Eastern Pennsylvania District Office was the presenter and gave an overview of the 8(a) Program, HUBZone, and WOSB/EDWOSB status, going over the requirements needed and how further to explore these options.

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Two consultants from the Kutztown University SBDC attended the Spring 2016 Association of Procurement Assistance Centers (APTAC) Conference in St. Louis, MO in April. The conference was attended by about 350 participants who heard presentations by representatives of the GSA, US Women’s Chamber of Commerce, and various legal and consulting professionals involved in doing business with the government. This is a bi-annual conference, which serves to network and keep APTAC members current with industry trends. This conference serves a significant professional development metric and assists consultants in their daily roles as they serve their client base.

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The staff of Widener University SBDC includes a Procurement Technical Assistance Program (PTAP) consultant. This consultant is charged with representing both the Center and the Wharton SBDC. In the first half of 2016, 71 of the Center’s clients have taken advantage of PTAP. There were 201 consulting sessions held for these clients totaling 207 hours of consulting. The Center participates in sponsored and non-sponsored procurement outreach events with the Delaware County Chamber of Commerce and the Delaware County chapter of SCORE in order to let the community at large know of the services of PTAP. As part of the Center’s education and government agency outreach efforts the Center co-hosts programs presented at the Delaware PTAC on opportunities for businesses with various government agencies and topics on business development for government procurement policies and procedures.

The Pennsylvania SBDC has a long history of providing assistance to manufacturers, a significant industry in Pennsylvania. The SBDCs continue to focus on marketing plans and marketing research to help manufacturers find new customers at home and abroad through international trade and government marketing. In addition, the SBDCs provided financial analysis assistance to help manufactures identify operating efficiencies and to reduce costs, and refer them to the Environmental Management Assistance Program (EMAP) as needed. So far in 2016, 533 manufacturers, representing 12 percent of the total client base turned to the SBDCs for such assistance. Examples of specific assistance provided to manufacturers include: 

In April, a consultant with the University of Pittsburgh SBDC was asked to facilitate a meeting being hosted by Catalyst Connection, together with America Makes, to form a Consortium for Additive Manufacturing (AM) to drive the development of a regional Additive Manufacturing cluster. Leading institutions like the University of Pittsburgh, CMU and Penn State are conducting extensive research into AM materials and processes. The intent of the meeting was to help ensure that the region realizes its full potential and becomes a powerhouse, not only in manufacturing technology, but also in its real world application as a manufacturing process.

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In May, the Shippensburg University SBDC offered a new 4-hour workshop called “LEAN for Small Business.” This initial pilot session was offered at no-cost to attendees and registrations quickly filled the 25-seat workshop. The SBDC also had its WEDnetPA Partner present on the program to provide funding for one-on-one follow-up training with interested businesses. Survey and person-to-person feedback from the program evidenced that it was a very well-received session and the SBDC is scheduled to offer the LEAN for Small Manufacturers in York in August and have put a cost of $30 for the session.

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The Lock Haven SBDC began partnering, in January 2016, with Supply Chain Visions/Vistas, who was awarded the SBA’s ScaleUP America program in North Central Pennsylvania. With the ScaleUp America coordinator locating the regional hub in Williamsport, the Center staff will be working with the ScaleUP program in the North Central PA region in a collaborative way, providing consulting services to the quarterly cohort members and working with ScaleUP and Supply Chain Visions to provide sustained support following the cohort members graduation from their program. During the first half of 2016, the Lock Haven SBDC engaged eight Scale Up cohort members as follow-up clients during or upon completion of the program. In addition, two presentations were made to introduce each cohort to LivePlan, with five of the business owners utilizing the 6-month SBDC introductory version of the business planning tool.

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In partnership with the St. Vincent College SBDC, Quality Mold, Inc. (QMI) held a ribbon-cutting grand opening on Friday, May 6th for their new manufacturing facility located in Latrobe, PA. The SBDC worked with a local banking institution along with the Southwestern Pennsylvania Commission (SPC) to enable QMI to acquire the financing to move from their 13,000 squarefoot facility to their new 33,000 square-foot facility. Nearly 100 people were in attendance for this grand opening. The Executive Director and the Global Trade Manager represented the SBDC at the event. Also in attendance were representatives from U.S. Representative Tim Murphy’s office, SPC, SBA-Pittsburgh office, Somerset Trust, and the local chamber office.

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The Widener University SBDC provides a number of business services to manufacturing enterprises. Some of these services relate to support of manufacturers efforts to obtain government contracts. Requirements for government contracts for manufacturers usually require specific quality control standards and quality certifications such as ISO certifications. In addition, prime contractors require small manufacturers supplying components to be quality certified. The Center’s efforts for small manufacturers include research on quality standards and methods to comply with standards. Education programs and additional support have been provided through cooperative relations with the Delaware Valley Industrial Resource Council specializing in manufacturing support. The Center is also cooperating with the Delaware County Chamber of Commerce on programs focused on the business requirements of manufacturers in the county. In addition, efforts in government procurement include establishing relationships with government engineering groups that set the standards for manufacturing and provide certification assistance.

These engineering groups often set requirements for products such that only certified manufacturers can bid on contracts. In the first half of 2016 the Center provided consulting services to 19 manufacturing companies with 67 consulting sessions for a total of 135 hours.

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To date in 2016, the Clarion University SBDC worked with at least 18 clients that are looking to capitalize on the Shale Gas supply chain activity. The Clarion University SBDC has a designated business consultant that continues to gain more in depth expertise on doing business in this industry. This business consultant attends training events and networking expos hosted by various area economic development organizations in the western Pennsylvania region to keep up-to-date with the industry.

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In the coal related supply chain, the Northwest region has experienced a significant decline in activity. In particular, Joy Mining is in the process of closing its manufacturing plant in Venango County and plans are to sell the facility. In Armstrong County Rosebud Mining laid off over 400 employees, or about half of its employees in early 2016 due to the significantly warm winter and its high level of inventories. As of the spring of 2016 the company has started to slowly call back its employees but has not yet resumed full operations to date.

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An economic boost to the western Pennsylvania and eastern Ohio region came in early June 2016 when Shell Chemical announced the long awaited decision to build a petrochemical complex in Beaver County. This plant is projected to bring 6,000 construction jobs to the region and 600 permanent jobs once it is operational. The site will house the cracker, three units that will convert ethylene into polyethylene pellets, a natural gas-fired power plant, a loading dock, and a waste water plant. Construction will start in about 18 months with commercial production expected to begin early in the next decade.

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The geographic target area in Western PA served by the Indiana University of Pennsylvania SBDC had been a bit shielded from the effects of the credit meltdown, but is hard hit by the decline of coal brought about by low natural gas prices and environmental regulations. This area has an energy based economy. Two factors that helped in the region had been a great deal of construction activity at the university and the resurgence of the natural gas industry in connection with the development of the Marcellus Shale gas deposits. These two factors had kept area hotels, motels, and campgrounds relatively full. That activity has slowed to a standstill and begun a reversal in Pennsylvania and began migrating to Ohio. Halliburton had maintained a presence in Indiana County since 1970 and employed 430. They have moved their operations to Ohio where there is more activity in the Utica Shales and further south in Pennsylvania as the counties of Green, Fayette and Washington Counties have experienced a boom.

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The University of Pittsburgh SBDC continues to consult and teach “1st and 2nd Steps to Becoming a Business Owner” in Greene County, targeting participants who are laid off or displaced coal miners.

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The University of Scranton SBDC teamed up with Northern Tier PREP partners to plan and present at the Susquehanna County Open for Business Expo, where participants learned the advantages of doing business in Susquehanna County, opportunities in Marcellus Shale, and resources for business development. (see photo at right)

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The St. Francis University SBDC has been attending meetings with other local economic development officials in regard to funding that may be available to communities affected by mining cutbacks. Saint Francis has been working with the Pennsylvania SBDC Lead Office as part of a POWER grant application to bring additional resources to regions of the Commonwealth impacted by the downturn of the coal industry.

The SBDC is also a minor participant in a POWER grant proposal that will serve three of the SBDC’s six county region (Blair, Cambria, and Somerset Counties).

Assistance with certification programs, development of business plans, SBA 8(A) loan applications, and partnerships to increase outreach are just some of the ways the Pennsylvania SBDC supported minority business owners so far in 2016. So far this year, the SBDCs consulted with 783 minority clients, representing 17 percent of the total client base. In addition, 4 percent of SBDC clients counted themselves as Hispanic and 74 percent of the minority group identified themselves as African-American.

Examples of activities to support Pennsylvania’s diverse population include: 

Duquesne University and the Duquesne University SBDC have been very active in working with distressed populations. Duquesne University is located on the edge of downtown, close to the Hill District, one of the region’s poorest communities. Both Duquesne and the SBDC have conducted and continue to run programs that are utilized by Hill residents. The SBDC was the driving institution for the creation of the Pittsburgh Central Keystone Innovation Zone (PCKIZ), now expanded to Urban Innovation 21, which was a partnership between Duquesne University and the Hill House for Community Development which engaged 15 other community partners from the public, private, university and non-profit sectors. The Duquesne SBDC plays a leading role in assisting entrepreneurs in this KIZ.

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The U.S. Small Business Administration (SBA) celebrated Black History Month by saluting minority-owned small businesses. In February the SBA leaders visited with Angela Huyghue, CEO and founder of One on 1 Accounting & Consulting, a procurement client of the Kutztown University SBDC. (see photo at right)

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In May, the Kutztown University SBDC’s Latino Business Resource Center graduated 17 early stage entrepreneurs from the eight-week session entitled, Business Skills for Success for Latino Entrepreneurs.

The graduation ceremony was held at the Crown Plaza Hotel in Wyomissing. (see photo at right)

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The University of Pittsburgh SBDC continues to work with the Southwestern Pennsylvania Engineering Outreach (SPEO). The primary objective of the program is to support and mentor minority and women-owned business enterprise (MBE/WBE) engineering firms in Southwestern Pennsylvania and to enhance their long-term viability by providing opportunities and resources.

The following programs were offered so far in 2016: Making Your Business Relevant in 2016; Social Media: Defining & Capturing Your Customers; Operations & Managing Growth; and, Human Resources Do’s and Don’ts.

The Pennsylvania SBDC continued to support women-owned businesses through targeted outreach, personalized consulting, and educational programs in 2015. 61 percent of all clients represented women- and jointly-owned businesses. Examples of outreach and successes include: 

Chatham University was awarded the SBA designation as an SBA Women’s Business Center (WBC). The WBC is working with the Duquesne University SBDC to provide outreach to clients and assist clients in exporting. The SBDC will be conducting joint training programs which will provide both Centers opportunities to reach new clients.

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In April, the Gannon University SBDC was pleased to welcome Natalia Olson-Urtecho, Regional Administrator of the Small Business Administration, as the Keynote Speaker for the 9th annual Women in Leadership Development (WILD) Conference. The program is focused on leadership education in three tracks: Women Business Owner/Entrepreneur, Executive Leadership and Rising Leaders. Seven sessions were held and well attended by the participants focusing on topics instrumental in career development, entrepreneurship and leadership.

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In March, the Kutztown University SBDC and the SBA’s Eastern Pennsylvania District Director, Tony Leta, Assets Women’s Business Center, and SBA staff visited That Shuu Girl, a Lancaster, PA womanowned boutique to celebrate Women’s History Month. (see photo at right)

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Also in March, the SBA and PA State Senator Judy Schwank partnered to hold the first “WE ROAR” Summit at the Doubletree Hotel in Reading, PA. This was an opportunity for women in business or thinking about starting a business to get some education on various topics and to network. Organizations that support small businesses were all represented. The Director of Jump Start Incubator was the

moderator of a panel of experts on starting a business. Kim Stout, SBA representative and the Assistant Director of the SBDC were some of the experts who were on the panel. 

Efforts continued to further develop programs and services offered by The University of Scranton Women’s Entrepreneurship Center (WEC), a partnership between the SBDC and the Kania School of Management (KSOM), which was established in 2009. WEC student interns and SBDC staff offer business start-up information, guidance, and encouragement to lower income women, those in transition or those trying to make a better life for themselves and their families. To date in 2016: o

5 University of Scranton students completed WEC internships, assisting with program development and presentation, business consulting, writing blog posts, and contributing articles to the Northeast PA Business Journal.

o

18 women completed StartUP. Attendees learned start-up basics, marketing and social media essentials, business plan development, accounting and budget skills, and financing options and requirements. Local women business owners served as guest speakers, offering guidance and encouragement.

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3 Coffee & Confidence sessions were held with a total of 18 women attending. Each session featured a guest mentor to share her story and offer encouragement.

o

Partnership continued with Scranton Area Community Foundation’s Women in Philanthropy initiative micro lending program, including sharing information with StartUP attendees, connecting participants with WIP mentors, and helping women prepare business plans. The group launched a new workshop Financial Confidence, designed to o give participants the tools they need to take control of their personal finances.

During this reporting period, the SBDCs supported a total of 164 veterans and 45 service-disabled veterans, and educated another 245 veterans in seminars. Many Centers continue to offer no-charge or reduced admission to veterans who attend educational programs. Examples of outreach to veterans so far this year include: 

In March and again in May, business consultants with the Shippensburg University SBDC presented modules of the Boots to Business program offered in Carlilse, PA. Both consultants were pleased with the response of the audience to their presentations in the March session, noting that there was much audience participation with active questioning throughout the session. The May session only drew a few attendees and the response was more muted.

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The primary activities of the Widener University SBDC focused on veterans have been assistance in identifying government and commercial contracting opportunities designed to leverage their status as a veteran owned business with a particular emphasis on service-disabled veteran owned businesses. These programs provide assistance in government contracting at the federal and state levels. This assistance includes the Procurement Technical Assistance Program (PTAP) programs designed to assist with government procurement opportunities for veterans and contacts with

prime contractors for subcontracting opportunities. Outreach and cooperation with the Veterans Administration and their Vet Biz organization are also part of the assistance program offered to veterans including information on the VA program that verifies veteran status for procurement opportunities. The Veterans Administration Department of Vocational Rehabilitation has recognized the business planning services of the Center and has referred veterans who are attempting to start businesses to the Center for business development planning and advice. In the first half of 2016 the Widener SBDC provided 68 consulting sessions with 19 veteran owned businesses for a total of 95 hours of consulting with 9 of these businesses owned by Service Disabled Veterans.

48 out of 67 Pennsylvania counties are considered rural according to The Center for Rural Pennsylvania. The Pennsylvania SBDC provides services to all businesses, no matter their location.

Examples of outreach to these counties during this reporting period can be seen throughout other sections of this report as reported by the Bucknell University, Clarion University, Duquesne University, Gannon University, Indiana University, Lock Haven University, Penn State, St. Francis University, St. Vincent College, Shippensburg University, University of Pittsburgh SBDC, The University of Scranton SBDC, and the Wilkes University SBDC.

Pennsylvania SBDC’s goal is to grow the economy of Pennsylvania through its entrepreneurs which means participation in regional and statewide economic development initiatives. Examples of the network’s economic development activities are numerous; activities during this reporting period include: 

The Duquesne University SBDC reports that its region’s overall unemployment rate continues to trail that of the country as a whole, particularly in two of their outreach areas: Lawrence and Beaver counties. The SBDC received an SBA funded Portability grant which started in January 2016 and continued research indicates that the unemployment rate still trails that of other regions and layoffs continue. There is a training gap in the skills that the unemployed workers currently have and what the advertised jobs demand which the PA Jobs program sought to address.

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In June, the Duquesne University SBDC held its 18th Annual Entrepreneur’s Growth & Networking Conference. They added the words “And Networking” to the conference name because clients reported that they wanted more opportunities to meet other business owners like themselves. Hence, the SBDC dedicated the morning general session to networking. Another new feature this year was the “Sales Power Hour” which included three workshops all revolving around the topic of sales – Business to Business, Business to Consumer and Selling to Big Business. SBA Regional Administrator, Natalia Olson-Urtecho kicked off the event and also spoke at the morning session on raising capital. At lunch, Jeff Broadhurst, President and CEO, Eat’nPark Hospitality Group gave a motivational speech about “Building a Place for Smiles.”

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In March, Penn State President Eric J. Barron hosted a ceremonial ribbon cutting and dedication at Happy Valley LaunchBox in downtown State College. The University’s new no-cost business

pre-accelerator is a signature program of the Invent Penn State initiative. The Penn State SBDC Director and staff were instrumental in helping to launch this new initiative and were present at the ribbon cutting. In January 2016, the first five business startups began working in Happy Valley LaunchBox. Teams complete ten weeks of business startup training, have access to nocost legal and marketing consulting, have access to the Penn State SBDC’s new on-site office in the Happy Valley LaunchBox that provides consulting assistance to both the cohorts and other entrepreneurs, and enjoy free co-working space that’s available 24-hours daily for up to nine months. 

Work continued to further develop the University of Scranton SBDC’s Small Business Internship Initiative. The initiative offers small businesses the opportunity to grow their businesses with the help of local student interns, while providing students access to experiential learning steps away from campus. The initiative has grown its capabilities to serve both businesses and students; serving businesses with newly developed educational tools, strategies, and marketing, and students with stronger Career Development partnerships and promotional pieces. Since it was established in 2013: 33 internships completed; 6 in progress or in the process of being filled; 19 total small business sites; Approximately 250 applications have been received from students representing all 7 of the 7 participating institutions. The Small Business Internship Initiative is a collaboration between the Scranton SBDC, The University of Scranton Office of Community Relations, Lackawanna County Commissioners, Greater Scranton Chamber of Commerce, the City of Scranton, and Scranton Tomorrow; and including Career Services partners of Clarks Summit University, Johnson College, Keystone College, Lackawanna College, Marywood University, Penn State University (Worthington), and The University of Scranton.

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In February the Wilkes University SBDC became part of Wilkes-Barre CONNECT. WilkesBarre Connect acts as a clearing house for business development in Northeastern Pennsylvania by formulating strategic partnerships with the academic and business community to spur business and job creation, retention, expansion, and business attraction through support services, including mentoring, training, networking, technical assistance, access to capital, and facilities. Connect is administered by the Greater Wilkes-Barre Chamber, and run through a committee comprised of strategic partners. The partners are, Ben Franklin Technology Partners, The Wilkes University Family Business Alliance, The Allan P. Kirby Center for Free Enterprise and Entrepreneurship, The Institute for Public Policy and Economic Development, and the Diamond City Partnership.

Through this partnership the Wilkes SBDC has seen an increase in the number of existing business in need of assistance.

Market, industry, and other research provided to clients plays an important part in the Pennsylvania SBDC consulting services. In many cases, research is conducted by students with the oversight of senior consultants. This has been a mutually beneficial arrangement; clients benefit from getting in-depth research to help them make better business decisions and students are given the opportunity to participate in a real-world learning experience.

Robust resources are available at host university libraries, through the Penn State Data Center, and databases provided through the Regional Export Network and the Pennsylvania SBDC Lead Office, including Hoovers Online, First Research, Fintel, CultureGrams, SBDCNet, and Alteryx. Examples of research projects completed this reporting period include: 

Business research, the cornerstone for new venture development and existing company expansion, continued to be in high demand as always. Entrepreneurs and business owners who know the value of research sought such assistance on a regular basis. The Temple University

SBDC continued to strengthen its partnership with the Fox School International Business Department by providing real world business cases for its undergraduate capstone course. The SBDC international business clients selected to participate in the course provided 6 projects that students worked on throughout the spring semester. The students conducted research on various markets around the world for select SBDC clients. An example of a research project conducted involved a company that currently exports proprietary devices that aids cooling in locomotive engines looking for New Markets in Russia and England. The department researched the countries, industries, trade shows, current use and type of locomotive engines, production forecasts for the next 5 years, inventory, builders, the European rail network, possible distributors and trade shows. The client was looking for distributors in England, and has since signed a distributor in Russia. The client also attended a trade show in Russia and was referred to U.S. Export Assistance Center and the World Trade Center Philadelphia (WTC) for a travel grant. The clients were impressed with the final results and the students gained valuable consulting experience. In addition, the Department recruited and trained 11 undergraduate research interns from the International Business Department and one post doctorate chemistry research fellow to assist with client research projects not associated with the IB Capstone class (see photo at right). These students provided assistance on specific industries, highlighting trends and market potential.

As technology continues to improve and enhancements are made to move our society to use the Internet as a primary information resource, the use of social media has increased dramatically. Historically one of the more popular forms was Facebook, but now there are numerous social media options that businesses can integrate for a more robust online marketing presence. Social media has evolved into a resource that is a tremendously valuable business tool. Today businesses are not only enhancing their integrated online marketing activities, but now businesses must be mobile compatible for this growing number of users. As of January 2016, there were over 2.307 billion active social media accounts globally, 3.790 unique mobile users, and 1.968 active mobile social users. This shift is easy to spot and as a result companies are posting their URLs on television commercials, and they are asking their followers to join them on Facebook, Twitter, and Instagram, just to name a few.1

1

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The Clarion University SBDC utilizes Facebook to distribute information pertaining to helping businesses start, grow, and prosper. Items such as news articles, client publicity, client activity pictures, training event pictures, and workshops are published on the Clarion University SBDC Facebook page. In addition, the Center continues to focus on offering a number of marketing seminars that discuss social media networking as well as consulting hours devoted to social media. In the first six months of 2016, the Clarion University SBDC offered two marketing seminars titled, “Effective Writing for Public Relations” and “How to Grow your Customer Base and Sales using Online Marketing in 2016.” In total these seminars provided training to 28 business owners or key management of small businesses in the region.

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The Temple University SBDC was very active in identifying resources that would be of great value to entrepreneurs and business owners in the Philadelphia area. Partnerships with local organizations provide resources that were leveraged for entrepreneurial development such as the

Source: http://wearesocial.com/special-reports/digital-in-2016

relationship with WURD (a local radio station) in Philadelphia. The SBDC was once again invited by the radio station to participate in the “Mind Your Own Business” social media competition for entrepreneurs. The program is a community initiative organized to promote business development in Philadelphia. The program provided a platform wherein entrepreneurs could pitch their business ideas to a panel of business experts and the audience voted for the best idea via social media. Various technical service providers such as the Temple SBDC and business experts were invited to serve as panelists for the event.

A major component of SBDC consulting involves students (undergraduate and graduate) in a variety of capacities. Whether it is to help community business owners with industry research, or to launch their own startup while still taking courses, students play a vital role in helping to grow Pennsylvania’s economy. Centers have strong relationships with their host Universities and Colleges and are seen as a key contributor to the community, internally and externally. A new section of this report includes additional detail on how SBDCs engage with students and their host institutions. See Appendix C – Examples of Student & Host Institution Engagement.

See Appendix B – Success Stories.

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The Pennsylvania SBDC was very proud to have six small businesses and the Bucknell University SBDC win awards from the U.S. Small Business Administration (SBA) during the 2016 National Small Business Week. o o o o o o o

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Pennsylvania Exporter of the Year Award: Bernadette Ward and Ladd Forsline, Owners, Colorfin, LLC (Nominated by: Kutztown University SBDC) Eastern Pennsylvania’s Minority-Owned Small Business of the Year Award: Jennifer Gill, President, Managing Member, Exact Match Masonry Staining, LLC; Matthew Gill, Vice President, Exact Match Masonry Staining, LLC (Nominated by: Kutztown University SBDC) Eastern Pennsylvania Small Business Person of the Year Award: Patrick G. Nasser, William K. Nasser, III, Eric D. Miller, Anthony V. Potis, (owners), Backyard Ale House (Nominated by: The University of Scranton SBDC) Eastern Pennsylvania Veteran-Owned Small Business of the Year Award: John James McGeehan, Owner, Gaver Industries, Inc. dba Barker & Barker Paving; Gavin John McGeehan, Owner, Gaver Industries, Inc. dba Barker & Barker Paving (Nominated by: Lehigh University SBDC) Western Pennsylvania & Overall Pennsylvania Small Business Person of the Year Award: Dr. Wei-Shin Lai, CEO, AcousticSheep (Nominated by: Gannon University SBDC) Eastern Pennsylvania Family-Owned Small Business of the Year Award: Dennis, Nancy, Ryan and Michael McFarland, Owners, Buttonwood Campground (Nominated by: Penn State SBDC) Small Business Development Center Excellence and Innovation Award: Steven Stumbris, Director, Bucknell University SBDC

During National Small Business Week 2016 the Bucknell University SBDC coordinated a series of educational programs on marketing and a celebratory event engaging local and state legislators, business leaders, and university officials that announced the Center as the recipient of the SBA’s Excellence and Innovation Award.

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In collaboration with Pennsylvania Department of Community and Economic Development, Keith Yurgosky, Business Consultant, presented the webinar “Starting a Small Business” to kick off Pennsylvania Small Business Week, which was part of National Small Business Week. 60 people registered and 36 attended the webinar, which provided an introduction to the basics of starting a small business in Pennsylvania, including information about registrations, licenses, business structures, and business plan development.

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In honor of Small Business Week, the Lehigh University SBDC partnered with Congressman Charlie Dent (PA-15) to host a day-long event of educational programming for small businesses.

The Congressman’s office and SBDC worked in concert to develop the topics, secure the venue, and market the event. Representative Dent was on hand at the beginning of the program to welcome the attendees and entertain a question and answer session. SBA representatives also joined the audience to answer questions from and distribute program materials to attendees. The day-long program received high marks from the 30+ attendees for the quality and range of the content and presenters as well as the collateral materials made available by Congressman Dent’s office, the SBDC, and the SBA.

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In June, Pennsylvania Labor & Industry Secretary Kathy Manderino & Pennsylvania Department of Community and Economic Development Secretary Dennis Davin toured the Kutztown University SBDC’s Jump Start Incubator, as part of the governor’s “Jobs that Pay” tour. Manderino and Davin also participated in a business roundtable discussion with some of the incubator’s current clients. The “Jobs that Pay” tour is an effort by state agencies to promote good-paying, family-sustaining jobs and career paths available to job-seekers across the commonwealth, and to listen and learn from employers and employees about workforce development needs.

Centers continue to form stronger partnerships within their respective communities to not only serve clients, but to also support continuation of SBDC services in times of reduced State funding. As noted throughout many sections of this report, many Centers are receiving additional funding through new grant programs to help serve the businesses in their communities. Examples of this so far in 2016 include: 

In 2016, Wells Fargo is continuing its support for the Wharton SBDC. Wells Fargo’s recent gift to the Wharton SBDC enables the School to continue advancing entrepreneurship as one of our strategic priorities. Because of Wells Fargo’s generosity, the Center is creating an environment where startup businesses can engage with Wharton’s amazing students, faculty, and staff and form partnerships with experienced professionals and leading organizations to move their developing ventures forward. The Wharton SBDC also continues to be a grantee of Capital One 360. Capital One 360 continues to support the WSBDC workshops – key next steps for entrepreneurs innovating new ideas.

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During the first half of 2016, the St. Francis University SBDC has continued it funds raising efforts with local banks. The bank fundraising generated $12,500 in unrestricted funds for the Center. The Center will continue this effort throughout the remainder of 2016. Local accounting and legal firms will be targeted as well. Future plans call for working with the Advancement Office to target students that have worked for the SBDC during their time at the University.

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The Shippensburg University SBDC continues to maintain close collaborative partnerships with other economic development organizations in the region. They have continued to work with our regional SCORE Chapter, now the known as Susquehanna SCORE. The SBDC attends monthly SCORE Chapter meetings on a regular basis and presented at the June 2016 meeting. The SBDC also participates regularly in a panel presentation as part of the “Go-No Go” workshop series that SCORE offers. The SBDC is also co-branding several educational programs with SCORE that will be offered in York during the summer and fall of 2016 and we coordinate our First Step offerings in York to complement, not compete, with their workshop offerings.

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In 2016, Wharton SBDC continues to leverage partnerships to create even more value for the community. Wharton has participated in specific outreach events with PIDC, Goldman Sachs 10KSB and City Councilperson Cherrelle Parker’s 9th District Town Halls. Wharton SBDC also participates in the University of Pennsylvania’s Procurement Working Committee for Economic Inclusion. Purchasing Services strives to bring inclusiveness to Penn's supply chain by focusing efforts on two categories of suppliers: Local Suppliers - those suppliers with locations in West Philadelphia as well as those within the broader City of Philadelphia and Diversity Suppliers those suppliers that are minority-owned, women-owned, or hold other diversity classifications (e.g. Protected Veteran).

Out-of-State travel expenses not included in the original 2016 proposal that occurred during this reporting period include: 

A Business Consultant from the Kutztown University SBDC traveled to Washington D.C. in January/February to attend the America’s SBDC Spring Meeting and SBDC Client Showcase.

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The Assistant Director of the Kutztown University SBDC traveled to New Orleans, LA for the America’s SBDC “Maximizing Millennial Minds” event in June.

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The Director of the Kutztown University SBDC traveled to Washington D.C. to attend the Hispanic-American Entrepreneurs Summit in June.

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January: Barry Surma Named Director of the St. Francis University SBDC May: Celeste Corrado Named Director of the Wharton SBDC

As mentioned in previous reports, level state funding for the past five years has made it difficult to meet the continued demand for one-on-one consulting and provide the same level of programming to small business owners and aspiring entrepreneurs, especially those looking to launch a new venture. Many Centers report staff positions remain unfilled due to the lack of funds. Centers have also had to cut back programming, outreach locations as well as reduce marketing and promotion related to services due to funding concerns and limited staff time. Centers also report that demand for services is high but the capacity to deliver services to clients has declined thus extending the time it takes until clients can be seen

by SBDC consultants.

All related financial forms have been submitted by the Pennsylvania SBDC Lead Office.

All related uploads were submitted to EDMIS by the Pennsylvania SBDC Lead Office. Additionally, see Appendix A â&#x20AC;&#x201C; Deliverables.