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New York-Syracuse - Small Busine

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    Small Business
    Start, Grow
    and Succeed
    8      Getting Started in Upstate New York
    21     Getting Approved
    35     Government Contracting • connect with us @  
                                                                                                           ENI          150 Third Street, S.W.
                                                                                                                        Winter Haven, FL 33880-2907
                                                                                               Publishers of Small Business Resource

                                                                                                Phone: 863-294-2812 • 800-274-2812
                                                                                                Fax: 863-299-3909 •

                                                            2011 SYRACUSE                       President/CEO
                                                                                                Joe Jensen         

    FEATURES                                                                                    English Small Business Resource Advertising
                                                                                                Nicky Harvey  

    4         Introduction                            40     Disaster Recovery
                                                                                                Martha Theriault
                                                                                                Kenna Rogers
              • 4 Administrator’s Letter                     There are several types of
                                                             assistance available to
              • 6 Director’s Message
                                                             qualified applicants.

    8         Getting Started                         41     Advocacy
                                                                                                SBA’s Marketing Office:
                                                                                                The Small Business Resource Guide is published
                                                             Watching out for small business    under the direction of SBA’s Office of Marketing and
              Everything you need to know
                                                                                                Customer Service.
              about setting up, marketing                    interests.
                                                                                                Editorial Content
              and managing the your business.
              12    Franchising
                                                      42     Other Sources of         
              13    Writing a business plan                                                     Graphic Design
                                                             Chambers of Commerce can be
                                                             a vital resource for the small     Shellehamer
    16        Regulations                                    business owner.
              Knowing the Rules. Paying attention                                               SBA’s participation in this publication is not an
                                                                                                endorsement of the views, opinions, products or
              to detail can save time and money.
                                                      46     Lender Listing                     services of the contractor or any advertiser or other
                                                                                                participant appearing herein. All SBA programs and
                                                                                                services are extended to the public on a
    21        Financing                                                                         nondiscriminatory basis.
              Options to start or grow
                                                                                                Printed in the United States of America
              your business.
                                                                                                While every reasonable effort has been made to
              31    SBA Loan Programs
                                                                                                ensure that the information contained herein was
                    Quick Reference                                                             accurate as of the date of publication, the information
                                                                                                is subject to change without notice. Neither the
                                                                                                contractor, the federal government, or agents thereof
                                                                                                shall be held liable for any damages arising from the
    35        Contracting Opportunities                                                         use of or reliance on the information contained in this
              SBA is working to ensure small                                                    publication.
              businesses obtain their fair share of                                             SBA Publication # MCS-0018
              government contracts and
              subcontracts with a number               “Everything you need to know             This publication is provided under SBA Contract
                                                                                                # SBAHQ05C0014.
              of programs.                                 about setting up, marketing
              36 HUBZone
              39 Glossary of Terms
                                                           and managing the revenue of
                                                           your business.  ”

2 — Small Business Resource
                                Ways To Evaluate Your
                                Strengths and Weaknesses

                                                                                  Page 9
                                                                                                                   Visit us online:
                                              The U.S. Small Business Administration

                                             FROM THE ADMINISTRATOR

                      ntrepreneurs and small                               social media presence. I encourage you to check

                      business owners like you
                      continue to create jobs and
                  drive our economy forward.
                                                                           out the latest SBA news by joining our
                                                                           communities on Facebook, Twitter and YouTube.
                                                                           Through these new online tools, we are more
                  This resource guide has                                  directly engaged in a dialogue with the small
                  everything you need to know                              business community to learn how SBA can do
                  about the tools and resources                            even more to help you grow your business.
                  that SBA has to offer: from
                  getting an SBA loan, to                                  The fact is, about two of every three jobs created
securing a federal contract, to using our                                  in America each year come from small
extensive network of 14,000 SBA-affiliated                                 businesses, and more than half of working
counselors. Through these “3 Cs” of capital,                               Americans own or work for a small business.
contracts and counseling, we help thousands of                             With your help, we can make sure the SBA is
people every day.                                                          meeting its mission and that small businesses
                                                                           like yours will continue to grow and lead our
The new Small Business Jobs Act that President                             nation to full economic recovery, as they’ve done
Obama signed a few months ago strengthens                                  throughout U.S. history.
SBA's efforts in each of these areas. For
example, we permanently raised the top SBA                                 If you have any questions that aren’t answered
loan sizes in our two most popular programs                                in this guide, please go to, or call
from $2 million to $5 million. Also, the Jobs Act                          or walk in to your local district office. We stand
strengthens the federal government’s ability to                            ready to help you in whatever way we can.
ensure that more small businesses can compete
for federal contracts on a level playing field.                            Warm regards,

In addition, we recently overhauled Now you can find information                                  Karen G. Mills
about SBA programs more quickly than ever                                  Administrator
before. At the same time, we beefed up our                                 Small Business Administration

    About the SBA
    Your Small Business Resource
   Every year, the U.S. Small Business Administration and its nationwide      • Growing a Business
   network of partners help millions of potential and current small           • Opportunities in Contracting
   business owners start, grow and succeed.                                   • Recovering From Disaster
                                                                              • A Voice for Small Business in Government
   Resources and programs targeting small businesses provide an
   advantage necessary to help small businesses effectively compete in     Visit SBA online at for 24/7 access to small business
   the marketplace and strengthen the overall U.S. economy.                news, information and training for entrepreneurs.

   SBA offers help in the following areas:                                 All SBA programs and services are provided on a nondiscriminatory
     • Starting a Business                                                 basis.
     • Financing a Business

4 — Small Business Resource   SYRACUSE                                                                            Visit us online:
                                                            Message From The District Director

SYRACUSE                                                                          Like today’s small
SBA Staff Listing                                                                 businesses, large corporate                                                           success stories started
Syracuse District Office      Lender Relations Specialist                         with only an entrepreneur
224 Harrison St., Ste. 506    Valerie Shoudy
Syracuse, NY 13202            Ext. 253                                            and a dream.
315-471-9393 ext. 221
315-471-9288 Fax              Lender Relations Specialist       Virginia Smith
                              Ext 250
                                                                                                       stabilizer, since SBA backed loans are

District Director
                                                                          tarting a business is not
Bernard J. Paprocki           Program Support Assistant                                                more immune to capital pressures
Ext. 226                      Stephanie S. Ubowski                        an easy feat.
                                                                                                       than non-guaranteed loans.
                              Ext. 233                                    Entrepreneurs must be
Administrative Officer                                                    willing to take risks that
Deborah J. Miller             Albany Office                                                         Our Resource Partners are fully
                                                                          others won’t. They work
Ext. 226                      1 Computer Dr. S.                                                     funded and available to help small
                              Albany, NY 12205              beyond the traditional 9 to 5
                                                                                                    business owners with free counseling
District Counsel              518-446-1118                  schedule, often acting not only as
                                                                                                    and low-cost training on a wide range
Nancy L. Caple                518-446-1228 Fax              CEO of their company but also as a
Ext. 228                                                                                            of topics, from business planning to
                                                            marketer, bookkeeper and whatever
                              Senior Area Manager                                                   financial projections. Contact the
Supervisory Business          Erica Choi                    else is required to get the job done.
                                                                                                    business advisors and counselors at
Development Specialist-       Ext. 231                      And for those that make it, their
                                                                                                    SCORE, Small Business
Marketing                                                   entrepreneurial success touches many
Cathy Pokines                 Elmira Branch Office                                                  Development Centers, and Women’s
Ext. 241                      333 E. Water St., 4th Fl.                                             Business Centers across Upstate New
                              Elmira, NY 14901
                                                                                                    York for assistance. Their contact
Business Development          607-734-8130                  Small business ownership allows
                                                                                                    information can be found in this
Specialist-Public             607-733-4656 Fax              people to realize their dreams, not
Information                   607-734-0557 TTY/TDD                                                  Resource Guide or at
                                                            only for the owners and their families,
Rachael Stanton                                                                           
Ext. 244                      Branch Manager                but for those they employ and those
                              Brian Qualey                  they serve. Successful small businesses
                                                                                                    The staff at my office is dedicated to
Business Development          Ext. 25                       are the economic foundation of our
Specialist - Government                                                                             reaching out to the small business
                                                            vibrant communities, employing half
Contracting                   Business Development                                                  community across Upstate New York
James W. Quackenbush          Specialist                    our private sector workforce and
                                                                                                    and helping entrepreneurs start and
Ext. 252                      Howard E. Garrity             creating about 70 percent of net new
                                                                                                    expand successful ventures. For
                              Ext. 30                       jobs.
                                                                                                    additional information and resources
                                                                                                    to help you take your small business
This publication covers the following counties:             The current economy makes the U.S.
                                                                                                    idea to the next level, I invite you to
Albany, Broome, Cayuga, Chemung, Chenango,                  Small Business Administration’s loan
Clinton, Columbia, Cortland, Delaware, Essex,                                                       make use of this Resource Guide, feel
                                                            products and business counseling
Franklin, Fulton, Greene, Hamilton, Herkimer,                                                       free to contact us or visit our website,
Jefferson, Lewis, Madison, Montgomery, Oneida,              services even more vital than ever to
Onondaga, Oswego, Otsego, Rensselaer, St.                   help small businesses start, grow, and
Lawrence, Saratoga, Schenectady, Schoharie,                 succeed.
Schuyler, Steuben, Tioga, Tompkins, Warren and                                                         Sincerely,
                                                            Through recent enhancements to our
                                                            loan guaranty programs, the SBA is
                                                            able to encourage lenders to finance
                                                            small business projects that are so  Bernard J. Paprocki
                                                            important to our regional economy.
                                                            Studies demonstrate that SBA loans   District Director of
                                                            may even act as an economic          SBA's Syracuse District Office

6 — Small Business Resource   SYRACUSE                                                                             Visit us online:
                                                                                                                     The SBA helps business
   Doing Business in Upstate New York
                                                                                                                     owners grow and expand
                                                                                                                     their businesses every day.

THE SYRACUSE DISTRICT OFFICE                                Free counseling, advice and information                A Veterans Affairs Officer is available to
The Syracuse District Office is responsible                 on starting, better operating or expanding             assist veterans. Please contact in Central
for the delivery of SBA's many programs                     a small business through the SCORE,                    NY-James Quackenbush at 315-471-9393
and services. The District Director is                      Small Business Development Centers                     ext. 252, in the Capital Region-Erica Choi
Bernard J. Paprocki. The District Office is                 (SBDC) and Women's Business Centers                    at 518-446-1118 ext. 231 or in the Southern
located at 224 Harrison Street, Suite 506,                  (WBC). They also conduct training events               Tier-Howard Garrity at 607-734-8130
Syracuse, NY 13202. Office hours are                        throughout the district - some require a               ext. 30.
from 8:00 AM until 4:30 PM, Monday                          nominal registration fee.
through Friday.
                                                            Assistance to businesses owned and
                                                            controlled by socially and economically
CONTACTING THE SYRACUSE                                                                                              District Calendar of Events
                                                            disadvantaged individuals through the
DISTRICT OFFICE                                             Business Development Program,                            Monthly for Year:
For program and service information,                        including the 8(a) and Small
please contact 315-471-9393 ext 221.                        Disadvantaged Business (SDB)                             MARCH - 2011 Operation: Start Up
                                                            certification programs. Please contact                   & Grow Veteran Business
SERVICES AVAILABLE                                                                                                   Conference, Syracuse
Financial assistance for new or existing                    James Quackenbush at 315-471-9393
businesses through guaranteed loans                         ext. 252 or e-mail:                                      MAY - 2011 Small Business Week
made by area bank and non-bank                                                   Excellence Award Luncheons,
lenders.                                                                                                             Syracuse and Albany
Special loan programs are available for                     A Women's Business Ownership
businesses involved in international                        Representative is available to assist                    SEPTEMBER - 2011 Albany
trade.                                                      women business owners. Please contact                    Matchmaker & Expo, Albany
                                                            Rachael Stanton at 315-471-9393 ext. 244
                                                            or e-mail:

                                                             I’m very happy with our line of credit through
                                                            the SBA Patriot Express program. When dealing

                                           STORY            with commodity items, your inventory is an
                                                            investment and there are times to invest $100,000
                                                                                                                    We Welcome Your
                                                            to $200,000 when prices are going up. Having
                                           Building         access to that capital is vital,” explained Lee. The    Questions
                                                            SBA-backed credit line has provided relief to any
                                           Business,        temporary accounts receivable collection issues:
                                                            “Regular customers with a good track history
                                                                                                                    For extra copies of this publication or
                                           Board By Board                                                           questions please contact:
                                                            with us are sold lumber on credit. We have seen
                                                            customers that normally paid in 10 days to get a
                                           OWNER:           discount now take the full 30 day payment               Syracuse District Office
                                           Lee Buttolph     window. Extended payment terms for customers            224 Harrison Street, Suite 506
                                                            are not a major concern, because thanks to the          Syracuse, NY 13202
                                                            SBA Patriot Express line I have a very healthy
 With the help of SBA, U.S. Marine Corps veteran            line of credit.”
 Lee Buttolph is the third generation of the                                                                        Tel.: 315-471-9393 Fax: 315-471-9288
 Buttolph family to take the reins of the 47-year           Since Lee started working for the family
 old Buttolph Lumber Company. Based in                      business, he has made important changes to the          Website:
 Oswego County, Buttolph Lumber was started                 company’s business plan to better compete in
 by John “Lute” Buttolph in 1967 to sell lumber             this cutthroat commodity industry. For the past
 products. Over the years, the company                      four years, Buttolph Lumber has used a Vendor
 expanded its customer base from residential                Managed Inventory Program to keep inventory
 builders to include retail lumber outlets in               of lumber owned by the vendor, allowing Lee to
 Central New York. John’s son Ed joined the                 keep inventory on hand but not on the books.
 family business in 1973 and bought the company             Buttolph Lumber purchases the specially tagged
 eight years later, further expanding its services          lumber when they have an order, which enables
 by selling lumber directly to contractors and              just-in-time inventory that positively impacts
 then wholesale to retail lumber yards. In 2005,            cash flow and keeps customers satisfied with
 Ed’s son Lee started working at the business and           quick delivery of orders.
 helped expand Buttolph Lumber’s customer
 geographical base to a 100-mile radius of                  Under Lee’s direction, Buttolph Lumber joined
 Syracuse. In January, Lee partnered with M&T               an elite rank of lumber suppliers by attaining
 Bank and SBA’s Patriot Express veterans                    Forest Stewardship Council (FSC) certification in
 program for a loan to buy the business and a line          2008. FSC is the worldwide certification body
 of credit to purchase inventory and meet payroll           that promotes the sustainable management of
 obligations.                                               forests through accreditation of lumber sources,
                                                                                            continued on page 24

Visit us online:                                                                                       SYRACUSE Small Business Resource —   7

                                  GETTING STARTED
                         The SBA Can Help You Start and Expand Your Business
                                                                                             country. To find your local district office
                                                                                             or SBA resource partner, visit
                                                                                                These professionals can also help with
                                                                                             writing a formal business plan, locating
                                                                                             sources of financial assistance, managing
                                                                                             and expanding your business, finding
                                                                                             opportunities to sell your goods or
                                                                                             services to the government, and
                                                                                             recovering from disaster.

                                                                                             sba’s resource partners
                                                                                                SCORE is a national network of more
            very year, the U.S. Small           • More than 20 free online courses and       than 12,000 entrepreneurs, business

E           Business Administration and           workshops available.                       leaders and executives who volunteer as
            its nationwide network of           • Online, interactive assessment tools are   mentors to America’s small business.
                                                  featured and used to direct clients to     SCORE helps entrepreneurs start
            resource partners help                appropriate training.                      businesses, grow companies and create
            millions of potential and            Course topics include a financial           jobs in local communities.
existing small business owners start,         primer keyed around SBA’s loan-                   SCORE matches you with a mentor
grow and succeed.                             guarantee programs, a course on                whose personality and skills are a good
   Whether your target market is global       exporting, and courses for veterans and        fit for your business needs. Whether you
or just your neighborhood, the SBA and        women seeking federal contracting              are a start-up business or growing
its resource partners can help at every       opportunities, as well as an online            company, you can meet with a mentor
stage of turning your entrepreneurial         library of business publications and           for free and confidential advice.
dream into a thriving business.               articles.                                         SCORE mentors are part of your local
   If you’re just starting, the SBA and its      Find the SBTN at                            community. The volunteer experts
resources can help you with loans and                          understand local business licensing
business management skills. If you’re                                                        rules, economic conditions and lending
already in business, you can use the          Where To Go To Get Started                     standards. You will find a SCORE office
SBA’s resources to help manage and               Our resources include the SBA’s             in your community and often a location
expand your business, obtain                  district offices serving every state and       at your local Chamber of Commerce,
government contracts, recover from            territory, over 350 chapters of SCORE –        bank or SBA office.
disaster, find foreign markets, and make      Counselors to America’s Small                     SCORE mentoring is available at over
your voice heard in the federal               Businesses, approximately 900 Small            350 offices nationwide. SCORE offers
government.                                   Business Development Centers,                  local small business workshops at
   You can access SBA information             approximately 110 Women’s Business             modest fees on popular topics such as
online 24 hours a day at or       Centers and 16 Veterans Business               increasing sales, managing cash flow
                                              Outreach Centers located across the            and marketing your business.
visit one of our local offices for

SBA’s Online Training                                                                    • You get to be your own boss.
   SBA provides small businesses with
free online courses, workshops, learning         ON THE UPSIDE                           • Hard work and long hours directly benefit you, rather
tools and business-readiness                                                               than increasing profits for someone else.
assessments.                                     It’s true, there are a lot of           • A new venture is exciting.
   Key Features of the Small Business            reasons not to start your own
Training Network:                                business. But for the right             • Earnings and growth potential are unlimited.
  Training is available anytime and              person, the advantages of
                                                                                         • Running a business will provide endless
anywhere—all you need is a computer              business ownership far
                                                                                           variety, challenge and opportunities to learn.
with Internet access.                            outweigh the risks.

8 — Small Business Resource   SYRACUSE                                                                           Visit us online:
   EVALUATE                                  SCORE has helped more than 8.5
                                           million entrepreneurs nationwide. You
                                                                                      management and technical assistance
                                                                                      networks in the nation. With nearly 900
                                           can count on SCORE as a trusted            locations across the country, SBDCs
                                           resource to offer in-depth mentoring,      offer existing and future entrepreneurs
   Start by evaluating your                sound advice and guidance to tools and     free one-to-one expert business advice
                                           resources that can help you succeed as a   and low-cost trainings. All counseling
   strengths and weaknesses                business owner.                            and training sessions are conducted by
                                             For 24/7 access to advice and online     qualified small business professionals
                                           webinars on topics such as starting,       and many are offered online.
                                           growing, marketing and e-commerce for         A nationwide study of the impact of
                                           small business, visit SCORE online.        the SBDC program highlights the
   1. Are you a self-starter?              With expertise in more than 600 skill      results of SBDC assistance. The study
      It will be up to you – not           areas, you can find a SCORE mentor         illustrates the significance of the SBDC
                                           online at or at one of       program's focus on establishing long-
      someone else telling you – to        SCORE’s offices. Call 1-800-634-0245       term counseling relationships with
      develop projects, organize your      for the office nearest you.                clients. Of the clients surveyed, more
      time and follow through on                                                      than 80 percent reported that the
      details.                             Albany SCORE Chapter 127                   information they received from their
                                              1 Computer Dr. S.                       SBDC counselor was valuable. Similarly,
                                              Albany, NY 12205
                                                                                      more than 50 percent reported that
   2. How well do you get along               518-446-1118 ext. 233
                                                                                      SBDC assistance was useful with the
      with different personalities?                                                   decision to start a business. More than
                                           Auburn SCORE Chapter 201
      Business owners need to develop         c/o Chamber of Commerce                 40 percent of long-term clients, those
      working relationships with a            36 South St.                            receiving 5 hours or more of counseling,
      variety of people including             Auburn, NY 13021                        reported an increase in sales and 38
      customers, vendors, staff,
                                              315-252-7291                            percent of long term clients reported an
                                                                                      increase in profit margins.
      bankers, lawyers, accountants and    Binghamton SCORE Chapter 217
                                                                                         SBDC counseling generally consists of
      consultants. Can you deal with a        49 Court St./P.O. Box 995
                                              Metro Center, 2nd Fl.                   assistance with business plans, access to
      demanding client, an unreliable         Binghamton, NY 13902                    capital, franchising, manufacturing,
      vendor or a cranky staff person?        607-772-8860                            international trade, high-tech endeavors,
                                                                                      contracting, energy efficiency,
                                           Chemung SCORE Chapter 341                  marketing, technology and other growth
   3. How good are you at making              c/o SBA                                 strategies. SBDC training is geared
      decisions?                              333 E. Water St., 4th Fl.               toward the needs of the local business
      Small business owners are               Elmira, NY 14901
                                              607-734-3358                            community, focusing on the
      required to make decisions                                                      fundamentals required to start,
      constantly, often quickly, under     Clinton, Franklin, Essex SCORE             purchase, operate and grow a small
      pressure.                            Chapter 647                                business.
                                              P.O. Box 310                               Particular emphasis in the SBDC
                                              Plattsburgh, NY 12901                   program includes green business
   4. Do you have the physical and            518-563-1000                            technology, disaster recovery and
      emotional stamina to run a                                                      preparedness, importing and exporting,
                                           Syracuse SCORE Chapter 98
      business?                               224 Harrison St., Ste. 506              electronic commerce, technology transfer
      Business ownership can be               Syracuse, NY 13202                      and regulatory compliance. A number of
                                              315-471-9393 ext. 245                   SBDC network have specialized
      challenging, fun and exciting. But
                                                                                      programs or centers dedicated to
      it’s also a lot of hard work. Can    Utica SCORE Chapter 198                    technology assistance and/or
      you face 12-hour workdays six or        200 Genesee St.                         international trade. The SBDC
      seven days a week?                      Utica, NY 13504                         programs also promote green buildings
                                                                                      and green job growth, provide assistance
   5. How well do you plan and             Watertown SCORE Chapter 170                to veterans and communities affected by
                                              200 Washington St., Ste. 409            defense cutbacks, and reach out to
      organize?                                                                       communities that have been negatively
                                              Watertown, NY 13601
      Research indicates many                 315-788-1200                            affected by industry cutbacks, closures or
      business failures could have been                                               natural disasters.
      avoided through better planning.     small business                                During the past quarter century,
                                                                                      through a unique mix of federal funding
      Good organization – of financials,
      inventory, schedules, production
                                           Development centers                        along with matching state and private
                                             The Small Business Development           sector resources, the program has
      – can help avoid pitfalls.           Center program has been vital to SBA’s     increased its return on investment.
                                           entrepreneurial outreach for more than     Through federal grants, the SBDCs in
                                           25 years. It has become one of the         every state and territory provide the
                                           largest professional small business        foundation for the economic growth of

Visit us online:                                                         SYRACUSE Small Business Resource —   9
small businesses. These small                 North Country SBDC                              WBCs often deliver their services
businesses in turn advance local and             SUNY College at Plattsburgh                  through long term training or group
regional economic development through            194 U.S. Oval, 2nd Fl., North Ste.           counseling, both of which have shown to
the generation of business revenues, job         Plattsburgh, NY 12903-3900                   be effective. WBC training courses are
                                                 518-564-2042 • 518-564-2043 Fax
creation and job retention. In fiscal 2010,                                                   often free or are offered at a small fee.
SBDC business advisors helped more            Onondaga SBDC                                   Some centers will also offer scholarships
than 13,600 entrepreneurs start new              J.F. Stanley Coyne Bldg., 2nd Fl.            based on the client’s needs
businesses or roughly 37 new business            4941 Onondaga Rd.                            While most WBCs are physically located
starts per day.                                  Syracuse, NY 13215-2099                      in one designated location, a number of
  The SBDC network provided                      315-498-6070 • 315-492-3705 Fax              WBCs also provide courses and
counseling services to over107,000                                                            counseling via the Internet, mobile
nascent entrepreneurs, approximately          Oswego SBDC                                     classrooms and satellite locations.
                                                 Oswego State University
101,000 existing businesses and training         103 Rich Hall                                   To find the nearest SBA WBC or to
services to approximately 380,000 clients        Oswego, NY 13126-3599                        learn more about SBA programs and
in fiscal 2010.                                  315-312-3492 • 315-312-3374 Fax              services, visit
  In fiscal 2010, SBDC clients acquired                                                          SBA Women’s Business Owner
loans, venture capital and the infusion of    Watertown SBDC                                  Representative is Rachael Stanton. She
equity totaling $3.8 billion, an increase        Jefferson C.C.                               can be reached at 315-471-9393 ext. 244
over the $3.6 billion SBDC clients               1220 Coffeen St.                             or at
                                                 Watertown, NY 13601-1897
obtained in fiscal 2008 and in 2009. Of
                                                 315-782-9262 • 315-782-0901 Fax              Women’s Business Center of
the $3.8 billion in capital obtained by
SBDC clients, over 19% took the form of                                                       New York State
SBA guaranteed loans with 81% in              Women’s business centers                             200 Genesee St.
                                                                                                   Utica, NY 13502
capital acquired from banks and                  The SBA’s Women Business Center                   877-844-9848 Toll Free
conventional lenders as well as angel         program is a network of approximately      
investors and venture capitalists.            110 community-based centers which
  For information on the SBDC                 provide business training, counseling,          ComLinks Women’s Entrepreneurial
program, visit             mentoring and other assistance geared           Business Center
                                              toward women, particularly those who                 343 W. Main St.
                                                                                                   Malone, NY 12953
NYS SBDC                                      are socially and economically
    Central Office - State University of NY   disadvantaged. While the services are      
    22 Corporate Woods, 3rd Fl.               focused on women, approximately 30% of
    Albany, NY 12246
    518-443-5398 or 800-732-SBDC              the WBC clients are men. WBCs are               WISE Center
    518-443-5275 Fax                          located in nearly every state and U.S.               (Women Igniting the Spirit of
                                              territory and are partially funded                   Entrepreneurship)
Albany SBDC                                   through a cooperative agreement with                 South Side Innovation Center
    Harriman Business Center                  the SBA.                                             2610 S. Salina St.
                                                                                                   Syracuse, NY 13205
    Bldg. 7A, Rm. 500                            To meet the needs of women                        315-443-0286
    1220 Washington Ave.                      entrepreneurs, the WBCs offer services
    Albany, NY 12226                                                                     
                                              at convenient times and locations,
    518-485-7647 • 518-485-8223 Fax
                                              including weekends. Many WBCs are               Woman’s Business Owner Organizations
Binghamton SBDC                               located at non-profit host organizations        Albany
    Artco Bldg.                               that offer a wide variety of services in             Women’s Business Council
    218-222 Water St., 3rd Fl.                addition to the services provided by the             Meetings held first Tuesday of every month.
    Binghamton, NY 13901-2705                 WBC. Many of the WBCs also offer                     Call 518-458-9851 for additional
    607-777-4024 • 607-777-4029 Fax           training and counseling and provide
                                              materials in different languages in order       Auburn
Canton SBDC
                                              to meet the diverse needs of the                     Women in Business Network
    SUNY Canton
    34 Cornell Dr., Wicks Hall, Rm. 23        communities they serve.                              Monthly meetings held on the 4th
    Canton, NY 13617                          In fiscal year 2010, the WBC program                 Wednesday at the Cornell Cooperative
    315-386-7312 • 315-379-3814 Fax           counseled and trained more than                      Extension in Auburn at 8 a.m.
                                              160,000 clients, creating local economic             Call 315-255-1183 for additional
Corning SBDC                                  growth and vitality.
    Corning Community College
    24 Dennison Pkwy. W., Ste. 203
    Corning, NY 14830-3297
    607-962-9461 • 607-936-6642 Fax
                                                                                          • Faster, better search capabilities
Mohawk Valley SBDC
    Kunsela Hall, SUNY IT
                                                SBA’S WEBSITE                             • Information tailored to your needs
    Rm. B206                                                                              • News about SBA programs & services
    Rt. 12 N.                                   Go to SBA’s new website today,
    Utica, NY 13504-3050                        featuring:
                                                                                          Some pages may change URLs on the upgraded site. Please
    315-792-7546 • 315-792-7554 Fax                                                       consult or your local SBA district office for

10 — Small Business Resource   SYRACUSE                                                                           Visit us online:
Binghamton                                      Syracuse                                          • Access to capital
     Women’s Business Owner Roundtable          WBOC - Women’s Business Owner                     • Minority and women-owned business
     Meetings occur on the 4th Wednesday of     Connection                                          certification
     the month, 7:30-9:30 a.m. at the              Meetings held on the first Wednesday of the    • Minority and women-owned assistance
     Binghamton Regency Hotel. Call                month at the Wyndham in East Syracuse.         • Transportation Capital Assistance
     607-777-4024 for additional information.      Call 315-320-WBOC (9262) for additional          Program
                                                   information.                                   For more information, contact:
     Women’s Business Network                   Syracuse                                         NYS Department of Economic
     Meetings are held at the Canton SBDC.      Women Ties                                       Development
     Call 315-386-7312 for additional              Meetings held on the 3rd Wednesday of the        Division of Minority and
     information.                                  month at the Craftsman Inn in Fayetteville.      Women Business Development
                                                   Call 315-471-1987 for additional                 30 S. Pearl St.
Corning                                            information.                                     Albany, NY 12245
     Women’s Business Owner Roundtable                                                              518-292-5250
     Monthly meetings held on the 2nd           Watertown                                 
     Wednesday of the month at the Corning      The Business of Women
     SBDC. Call 607-962-9461 for additional        Monthly networking meetings are held at
     information.                                  Jefferson Community College.
                                                                                                 Benefits of NYS Certification
                                                   Call 315-782-9262 for additional                   To apply, a woman and/or minority-
Mohawk Valley                                      information.                                  owned business needs to (among other
     Business Women’s Network                                                                    criteria), be:
     Monthly meetings are held the 3rd          NY State’s Division of Minority and               • in business at least one year
     Wednesday of the month. Call                                                                 • at least 51 percent women or minority-
     315-724-3327 for additional information.   Women’s Business Development                        owned
                                                  New York State’s Division of Minority           Reasons to be certified are:
Oswego                                          and Women’s Business Development                  • It gives your business the opportunity
     W.N.E.T. Program                           helps the state’s minority and women’s              to be listed in a statewide Directory for
     Women’s Network for Entrepreneurial        business community to access all the                Minority and Women-owned businesses
                                                services offered by Empire State                    to be used by state agencies.
     Meetings held on the 3rd Thursday of the                                                     • It gives owners an advantage when
     month. Call 315-343-1545, ext. 501 for     Development (ESD). They provide:
                                                 • Entrepreneurial Assistance                       marketing goods and services to state
     additional information.                                                                        agencies.

Visit us online:                                                                   SYRACUSE Small Business Resource —   11
  • It allows a business to access a variety      • How well do you get along with                 Some of the things you should look at
    of loan and bonding programs as well as         different personalities? Business           when evaluating a franchise: historical
    technical assistance.                           owners need to develop working              profitability, effective financial
    For additional information and an               relationships with a variety of people      management and other controls, a good
application, contact:                               including customers, vendors, staff,        image, integrity and commitment, and a
NYS Department of Economic                          bankers, employees, and professionals       successful industry.
Development                                         such as lawyers, accountants, or               In the simplest form of franchising,
    Division of Minority and                        consultants. Can you deal with a            while you own the business, its
    Women Business Development                      demanding client, an unreliable             operation is governed by the terms of the
    30 S. Pearl St.                                 vendor, or a cranky receptionist if your    franchise agreement. For many, this is
    Albany, NY 12245                                business interests demand it?               the chief benefit for franchising. You are
    518-292-5220                                  • How good are you at making                  able to capitalize on a business format, minority.html       decisions? Small business owners are        trade name, trademark and/or support
                                                    required to make decisions constantly       system provided by the franchisor. But
microloan program                                   – often quickly, independently, and         you operate as an independent
intermeDiaries                                      under pressure.
                                                  • Do you have the physical and
                                                                                                contractor with the ability to make a
  The Microloan program is operated                                                             profit or sustain a loss commensurate
                                                    emotional stamina to run a business?        with your ownership.
through a network of approximately 160
                                                    Business ownership can be exciting,            If you are concerned about starting an
intermediaries nationwide. It provides              but it's also a lot of work. Can you face
business based training and technical                                                           independent business venture, then
                                                    six or seven 12–hour workdays every
assistance to very small                                                                        franchising may be an option for you.
“microbusinesses” –10 employees or                                                              Remember that hard work, dedication
                                                  • How well do you plan and organize?
fewer – that are interested in starting or                                                      and sacrifice are key elements in the
                                                    Research indicates that poor planning
growing their businesses. Such training                                                         success of any business venture,
                                                    is responsible for most business
and technical assistance includes                                                               including a franchise.
                                                    failures. Good organization — of
general business education, business                                                               For more information visit
                                                    financials, inventory, schedules, and
planning training, industry-specific                production — can help you avoid many
training, and other support for new and             pitfalls.
growing microbusinesses. Microloan                • Is your drive strong enough? Running        Home-baseD businesses
program intermediaries also provide                 a business can wear you down                   Going to work used to mean traveling
small business loans of up to $50,000.              emotionally. Some business owners           from home to a plant, store or office.
The program is available to women, low-             burn out quickly from having to carry       Today, many people do some or all their
income, minority, and veteran                       all the responsibility for the success of   work at home.
entrepreneurs and others interested in              their business on their own shoulders.
starting a microbusiness.                           Strong motivation will help you             Getting Started
                                                    survive slowdowns and periods of               Before diving headfirst into a home-
are You rigHt For small                             burnout.                                    based business, you must know why you
business oWnersHip?                               • How will the business affect your
                                                    family? The first few years of business
                                                                                                are doing it. To succeed, your business
                                                                                                must be based on something greater
   Most new business owners who                     start-up can be hard on family life. It's
succeed have planned for every phase of                                                         than a desire to be your own boss. You
                                                    important for family members to know        must plan and make improvements and
their success. Thomas Edison, the great             what to expect and for you to be able to
American inventor, once said, “Genius is                                                        adjustments along the road.
                                                    trust that they will support you during
1 percent inspiration and 99 percent                this time. There also may be financial
perspiration.” That same philosophy also
applies to starting a business.
                                                    difficulties until the business becomes         Need more help
                                                    profitable, which could take months or
   First, you’ll need to generate a little          years. You may have to adjust to a
                                                                                                    writing a business plan?
bit of perspiration deciding whether                lower standard of living or put family
you’re the right type of person to start            assets at risk.                             Visit
your own business.                                Once you’ve answered those questions, for
                                                you should consider what type of                more information on writing a business
is entrepreneursHip For                         business you want to start. Businesses
                                                can include franchises, at-home
You?                                            businesses, online businesses, brick-and-
                                                mortar stores or any combination of             You can also find help from SCORE by
   There is simply no way to eliminate
all the risks associated with starting a        those.                                          visiting
small business, but you can improve                                                             and clicking on “Business Tools.”
your chances of success with good               FrancHising
planning, preparation, and insight. Start          There are more than 3,000 business           Veterans can get help writing a business
by evaluating your strengths and                franchises. The challenge is to decide on       plan by visiting their local Veteran’s
weaknesses as a potential owner and             one that both interests you and is a good       Business Development Center. Find
manager of a small business. Carefully          investment. Many franchising experts            yours at
consider each of the following questions:       suggest that you comparison shop by
  • Are you a self-starter? It will be          looking at multiple franchise                   Women can get help at their local
    entirely up to you to develop projects,     opportunities before deciding on the one        Women’s Business Center. Find yours at
    organize your time, and follow through      that's right for you.
    on details.                                                                       

12 — Small Business Resource   SYRACUSE                                                                       Visit us online:
   Working under the same roof where
your family lives may not prove to be as
                                                  Be sure to consult an attorney and
                                               your local and state departments of
                                                                                           Writing a business plan
                                                                                              After you’ve thought about what type
easy as it seems. One suggestion is to set     state, labor and health to find out which
                                                                                           of business you want, the next step is to
up a separate office in your home to           laws and regulations will affect your
                                                                                           develop a business plan. Think of the
create a professional environment.             business. Additionally, check on
                                                                                           business plan as a roadmap with
Ask yourself these questions:                  registration and accounting
  • Can I switch from home                                                                 milestones for the business. It begins as
                                               requirements needed to open your home-
    responsibilities to business work                                                      a pre-assessment tool to determine
                                               based business. You may need a work
    easily?                                                                                profitability and market share, then
  • Do I have the self-discipline to           certificate or license from the state.
                                                                                           expands as an in-business assessment
    maintain schedules while at home?          Your business name may need to be           tool to determine success, obtain
  • Can I deal with the isolation of           registered with the state. A separate
    working from home?                                                                     financing and determine repayment
  • Am I a self-starter?                       business telephone and bank account are     ability, among other factors.
                                               good business practices.                       Creating a comprehensive business
Legal Requirements                                Also remember, if you have employees     plan can be a long process, and you need
   A home-based business is subject to         you are responsible for withholding         good advice. The SBA and its resource
many of the same laws and regulations          income and social-security taxes, and for   partners, including Small Business
affecting other businesses.                    complying with minimum wage and             Development Centers, Women’s
Some general areas include:                    employee health and safety laws.
  • Zoning regulations. If your business
                                                                                           Business Centers, Veterans Business
                                                  If you’re convinced that opening a       Outreach Centers, and SCORE, have the
    operates in violation of them, you could
                                               home-based business is for you, it’s time   expertise to help you craft a winning
    be fined or shut down.
                                               to create your business plan. The SBA       business plan. SBA also offers online
  • Product restrictions. Certain products
                                               and its resource partners, such as          templates to get you started.
    cannot be produced in the home. Most
    states outlaw home production of           SCORE, SBDCs, VBOCs and WBCs can               In general, a good business plan
    fireworks, drugs, poisons, explosives,     help make the process easier.               contains:
    sanitary or medical products and toys.
    Some states also prohibit home-based
                                                                                             • Give a detailed description of the
    businesses from making food, drink or
                                                                                               business and its goals.

Visit us online:                                                             SYRACUSE Small Business Resource —   13
  • Discuss ownership of the business and
    its legal structure.
                                             reacHing unDerserveD                          In particular, many faith-based and
                                                                                           community non-profit organizations can
  • List the skills and experience you       communities                                   provide a local financing option for
    bring to the business.
  • Discuss the advantages you and your
                                             Women business owners                         entrepreneurs by becoming SBA
                                                Women entrepreneurs are changing           Microloan Intermediaries. An SBA
    business have over competitors.
                                             the face of America's economy. In the         Microloan Intermediary often acts as a
Marketing                                    1970s, women owned less than five             bank for entrepreneurs and small
  • Discuss the products and services your   percent of the nation’s businesses.           businesses that might otherwise be able
    company will offer.                      Today, they are majority owners of about      to find access to capital.
  • Identify customer demand for your        a third of the nation’s small businesses
    products and services.
                                             and are at least equal owners of about
  • Identify your market, its size and
                                             half of all small businesses. SBA serves      veterans anD reservists
  • Explain how your products and services   women entrepreneurs nationwide                business Development
    will be advertised and marketed.         through its various programs and                 The SBA offers a variety of services to
  • Explain your pricing strategy.           services, some of which are designed          American veterans who have made or
                                             especially for women.                         are seeking to make the transition from
Financial Management                            The SBA’s Office of Women’s Business       service member to small business owner.
  • Develop an expected return on            Ownership serves as an advocate for           Each of SBA's 68 district offices has
    investment and monthly cash flow for     women-owned business. OWBO oversees
    the first year.                                                                        designated a veteran’s business
                                             a nationwide network of 110 women’s           development officer to help guide
  • Provide projected income statements,
                                             business centers that provide business        veterans, Reserve Component members
    and balance sheets for a two-year
    period.                                  training, counseling and mentoring            and transitioning service members who
  • Discuss your break-even point.           geared specifically to women, especially      want to succeed in entrepreneurship.
  • Explain your personal balance sheet      those who are socially and economically            Sixteen Veterans Business
    and method of compensation.              disadvantaged. The program is a public-       Outreach Centers located in California,
  • Discuss who will maintain your           private partnership with locally-based        Florida, Guam, Louisiana,
    accounting records and how they will     nonprofits and each tailors its services to   Massachusetts, Montana, Michigan,
    be kept.                                 meet the needs of its community.              Missouri, New Jersey, New Mexico, New
  • Provide “what if” statements             Women’s Business Centers serve a wide
    addressing alternative approaches to                                                   York, North Carolina, North Dakota,
                                             diversity of geographic areas, population
    potential problems.                                                                    Pennsylvania, Texas, and Washington
                                             densities, and economic environments,
                                                                                           provide online and in-person
Operations                                   including urban, suburban, and rural.
                                                                                           entrepreneurial development services for
  • Explain how the business will be         Local economies vary from depressed to
                                                                                           veterans and reservists such as business
    managed day-to-day.                      thriving, and range from metropolitan
                                                                                           training, counseling and mentoring, pre-
  • Discuss hiring and personnel             areas to entire states. Each Women’s
                                                                                           business plan workshops, feasibility
    procedures.                              Business Center tailors its services to
  • Discuss insurance, lease or rent         the needs of its individual community,        analysis, and referrals to additional
    agreements, and issues pertinent to      but all offer a variety of innovative         small business resources.
    your business.                           programs, often including courses in             To learn more about the Veterans
  • Account for the equipment necessary      different languages. They provide             Business Outreach program or find the
    to produce your goods or services.       training in finance, management,              nearest SBA VBOC, visit the SBA Web
  • Account for production and delivery of                                                 site at
                                             marketing, and the Internet, as well as
    products and services.                                                                    SBA also partners with the
                                             access to all of the SBA’s financial and
                                             procurement assistance programs.              Entrepreneurship Boot Camp for
Concluding Statement                                                                       Veterans With Disabilities at Syracuse
   Summarize your business goals and                                                       University, University of Connecticut,
objectives and express your                  center For FaitH-baseD anD                    Florida State University, Texas A&M
commitment to the success of your            communitY partnersHips                        University, UCLA, Purdue and
business. Once you have completed            (cFbcp)                                       Louisiana State University to prepare
your business plan, review it with a                                                       service-disabled veterans for business
                                                Faith-based and neighborhood
friend or business associate and                                                           ownership. SBA has also recently
                                             organizations know their communities;
professional business counselor like         and they have earned the trust of the         developed two partnerships which target
SCORE, WBC or SBDC                           people in their communities. Because of       women veteran-entrepreneurs (V-WISE)
representatives, SBA district office         their credibility, they are uniquely          and family members of Reserve
business development specialists or          positioned to build awareness of              Component members of the military
veterans business development                programs that encourage                       (Operation Endure and Grow).
specialists.                                 entrepreneurship, economic growth and            SBDCs and SCORE and some WBCs
   Remember, the business plan is a          job creation.                                 also provide targeted management
                                                SBA is committed to reaching out to        assistance to veterans who are current
flexible document that should change
                                             faith based and community                     or prospective small business owners.
as your business grows.
                                             organizations that are eligible to            Many SBDCs have special programs for
                                             participate in the agency’s programs by       veterans and SCORE also provides
                                             informing their congregants, members          resources and counseling services online
                                             and neighbors about SBA’s programs.           at

14 — Small Business Resource   SYRACUSE                                                                  Visit us online:
   The SBA offers special assistance for
small businesses owned by activated
                                                Veterans may participate in the
                                              Veterans’ Business Outreach Program
                                                                                          native american business
Reserve and National Guard members.           (VBOP) and work with a business             Development
Any self-employed Reserve or Guard            advisor from the Small Business                The Office of Native American Affairs
member with an existing SBA loan can          Development Center. The VBOP                (ONAA) ensures American Indians,
request from their SBA lender or SBA          program consists of six stages:             Alaska Natives and Native Hawaiians
district office, loan payment deferrals,       • A pre-business workshop                  seeking to create, develop and expand
interest rate reductions and other relief      • Assessment of your business concept
after they receive their activation orders.                                               small businesses have full access to the
                                               • Preparing your business plan
   Additionally, the SBA offers special                                                   necessary business development and
                                               • Comprehensive feasibility analyses
low-interest-rate financing to small           • Entrepreneurial training (including on   expansion tools available through the
businesses when an owner or essential            site management assistance,              agency’s entrepreneurial development,
employee is called to active duty. The           develop-ing effective marketing plans,   lending, and contracting programs.
Military Reservist Economic Injury               help in locating government              ONAA provides a network of training
Disaster Loan Program provides loans             procurement contracts, and others)       and counseling services and engages in
up to $2 million to eligible small             • Mentor assistance                        numerous outreach activities such as
businesses to cover operating costs that        By the way, … there is no charge for      tribal consultations, development and
cannot be met due to the loss of an           these services.                             distribution of educational materials,
essential employee called to active duty      John Narciso
in the Reserves or National Guard.                 631-420-2765                           attendance and participation in
   To ensure that veterans, service-                        economic development events and
disabled veterans and Reserve and                                                         assisting these small businesses with
National Guard member entrepreneurs           Howard Wildove                              SBA programs.
receive special consideration in all its           518-485-7647                              More information is available at
entrepreneurial programs and resources,  
                                                                                 or contact James
the SBA has established an Office of                                                      Quackenbush, Business Development
                                              Joe Giambra
Veterans Business Development. OVBD                716-878-4030                           Specialist, at 315-471-9393 ext. 252 or
develops and distributes informational        
materials for entrepreneurship such as
the Veterans Business Resource Guide,
VETGazette, and Getting Veterans Back
to Work.
   For more information or special
assistance with government contracting,
including programs for veterans and
service-disabled veterans, please check
the Contracting Opportunities section of
this publication.
   SBA’s special financing program
targeted to the military community,
Patriot Express has new and enhanced
programs and services for veterans and
members of the active and reserve
military community (including spouses)
wanting to establish or expand small
businesses. See the Financing section for
more information on Patriot Express.
     Veterans in upstate New York may
speak with a SBA Veteran Business
Development Officer to discuss starting
or growing their business. These
advisors are Veterans themselves and
are committed to help other Veterans
become successful entrepreneurs.

James Quackenbush
     315-471-9393 ext. 252

Erica Choi
     518-446-1118 ext. 231

Howard Garrity

Visit us online:                                                           SYRACUSE Small Business Resource —   15

                        KNOWING THE RULES
                          Paying Attention to Detail Can Save Time and Money
                                                                                          partner is liable for all debts of the
                                                                                          business. Profits are taxed as income to
                                                                                          the partners based on their ownership

                                                                                          Limited Partnership
                                                                                              Like a general partnership, a limited
                                                                                          partnership is established by an
                                                                                          agreement between two or more persons.
                                                                                          However, there are two types of
                                                                                            • A general partner has greater control
                                                                                              in some aspects of the partnership. For
                                                                                              example, only a general partner can
                                                                                              decide to dissolve the partnership.
                                                                                              General partners have no limits on the
                                                                                              dividends they can receive from profit
            ven if you are running a small   structures are sole proprietorships,

                                                                                              so they incur unlimited liability.
            home-based business, you will    general and limited partnerships, “C”          • Limited partners can only receive a
            have to comply with many of      and “S” corporations and limited liability       share of profits based on the
            the local, state, and federal    companies.                                       proportional amount on their
            regulations. Avoid the              Each structure offers unique tax and          investment, and liability is similarly
temptation to ignore regulatory details.     liability benefits. If you’re uncertain          limited in proportion to their
Doing so may avert some red tape in the      which business format is right for you,          investment.
short term, but could be an obstacle as      you may want to discuss options with a
your business grows. Taking the time to      business counselor or attorney.              “C” Corporation
research the applicable regulations is as                                                   A “C” corporation is a legal entity
important as knowing your market. Bear       Sole Proprietorship                          created under state law by the filing of
in mind that regulations vary by               One person operating a business as an      articles of incorporation. A corporation is
industry. If you're in the food-service      individual is a sole proprietorship. It’s    a separate entity having its own rights,
business, for example, you will have to      the most common form of business             privileges and liabilities, apart from
deal with the health department. If you      organization. Profits are taxed as           those of the individual(s) forming the
use chemical solvents, you will have         income to the owner personally. The          corporation. It’s the most complex form
environmental compliances to meet.           personal tax rate is usually lower than      of business organization and is
Carefully investigate the regulations        the corporate tax rate. The owner has        comprised of shareholders, directors and
that affect your industry. Being out of      complete control of the business, but        officers. Since the corporation is a
compliance could leave you unprotected       faces unlimited liability for its debts.     separate legal entity in its own right it
legally, lead to expensive penalties and     There is very little government              can own assets, borrow money and
jeopardize your business.                    regulation or reporting required with        perform business functions without
                                             this business structure.                     directly involving the owners.
business organization                                                                     Corporations are subject to more
  There are many forms of legal
                                             General Partnership                          government regulation and offer the
structure you may choose for your               A partnership exists when two or more
                                                                                          owners the advantage of limited liability,
business. Each legal structure offers        persons join together in the operation
                                                                                          but not total protection from lawsuits.
organizational options with different tax    and management of a business.
and liability issues. We suggest you         Partnerships are subject to relatively
                                                                                          Subchapter “S” Corporation
research each legal structure thoroughly     little regulation and are fairly easy to
                                                                                            Subchapter “S” references a special
and consult a tax accountant and/or          establish. A formal partnership
                                                                                          part of the Internal Revenue Code that
attorney prior to making your decision.      agreement is recommended to address
                                                                                          permits a corporation to be taxed as a
                                             potential conflicts such as: who will be
                                                                                          partnership or sole proprietorship, with
                                             responsible for performing each task;
cHoosing Your business                       what, if any, consultation is needed
                                                                                          profits taxed at the individual, rather
structure                                    between partners before major decisions,     than the corporate rate. A business
  You may operate your business under        and what happens when a partner dies.        must meet certain requirements for
one of many organizational structures.       Under a general partnership each             Subchapter “S” status. Contact the IRS
The most common organizational                                                            for more information.

16 — Small Business Resource   SYRACUSE                                                                 Visit us online:
LLCs and LLPs                                 law is constantly changing. An analysis        "Key Man" – If you (and/or any other
   The limited liability company is a         of your liability insurance needs by a      individual) are so critical to the
relatively new business form. It              competent professional is vital in          operation of your business that it cannot
combines selected corporate and               determining an adequate and                 continue in the event of your illness or
partnership characteristics while still       appropriate level of protection for your    death, you should consider "key man"
maintaining status as a legal entity          business.                                   insurance. This type of policy is
distinct from its owners. As a separate         Property – There are many different       frequently required by banks or
                                              types of property insurance and levels of   government loan programs. It also can
entity it can acquire assets, incur
                                              coverage available. It is important to      be used to provide continuity in
liabilities and conduct business. It limits
                                              determine the property you need to          operations during a period of ownership
liability for the owners. The limited         insure for the continuation of your         transition caused by the death,
liability partnership is similar to the       business and the level of insurance you     incapacitation or absence due to a Title
LLC, but it is for professional               need to replace or rebuild. You must also   10 military activation of an owner or
organizations.                                understand the terms of the insurance,      other "key" employee.
                                              including any limitations or waivers of        Automobile – It is obvious that a
logistics oF starting Your                    coverage.                                   vehicle owned by your business should
                                                Business Interruption – While             be insured for both liability and
business                                      property insurance may pay enough to        replacement purposes. What is less
                                              replace damaged or destroyed equipment      obvious is that you may need special
business licenses                             or buildings, how will you pay costs such   insurance (called "non-owned automobile
  There are many types of licenses, both      as taxes, utilities and other continuing    coverage") if you use your personal
state and local as well as professional.      expenses during the period between          vehicle on company business. This policy
Depending on what you do and where            when the damage occurs and when the         covers the business' liability for any
you plan to operate, your business may        property is replaced? Business              damage which may result for such
be required to have various state and/or      Interruption (or "business income")         usage.
municipal licenses, certificates or           insurance can provide sufficient funds to      Officer and Director – Under most
permits.                                      pay your fixed expenses during a period     state laws, officers and directors of a
  Licenses are typically administered by      of time when your business is not           corporation may become personally
a variety of state and local departments.     operational.                                liable for their actions on behalf of the
Consult your state or local government                                                    company. This type of policy covers this
for assistance.                                                                           liability.

Fictitious business name
  Registering your business name, after
doing a search to make sure that it is
not already in use, protects you from
others who might want to use the same
name. For more information, contact the
county clerk’s office in the county where
your business is based. If you are a
corporation, you’ll need to check with the

business insurance
   Like home insurance, business
insurance protects your business against
fire, theft and other losses. Contact your
insurance agent or broker. It is prudent
for any business to purchase a number
of basic types of insurance. Some types
of coverage are required by law, other
simply make good business sense. The
types of insurance listed below are
among the most commonly used and are
merely a starting point for evaluating
the needs of your business.
   Liability Insurance – Businesses may
incur various forms of liability in
conducting their normal activities. One
of the most common types is product
liability, which may be incurred when a
customer suffers harm from using the
business product. There are many other
types of liability, which are frequently
related to specific industries. Liability

Visit us online:                                                           SYRACUSE Small Business Resource —   17
  Home Office – If you are establishing
an office in your home, it is a good idea
                                                       FeDeral                                               You will have to pay penalties if it is
                                                                                                             found that you should have been taxing
to contact your homeowners' insurance                  selF-emploYment tax                                   your products and now owe back taxes to
company to update your policy to include                  Every employee must pay Social                     the state. For information on sales tax
coverage for office equipment. This                    Security and Medicare coverage. If you                issues, contact your state’s government.
coverage is not automatically included in              are self-employed, your contributions are
a standard homeowner's policy.                         made through the self-employment tax.
                                                          The IRS has publications, counselors               FeDeral income tax
emploYer iDentiFication                                and workshops available to help you sort
                                                       it out. For more information, contact the
                                                                                                                Like the state income tax, the method
                                                                                                             of paying federal income taxes depends
number                                                 IRS at 800-829-1040 or                   upon your legal form of business.
   An EIN, also known as a federal tax                                                                          Sole Proprietorship: You must file
identification number, is used to identify
a business entity. Generally all
                                                       sales tax exemption                                   IRS Federal Form Schedule C along

businesses need an EIN. You may apply                  certiFicate                                           with your personal Federal Income Tax
                                                                                                             return (Form 1040) and any other
for an EIN in a variety of ways,                          If you plan to sell products, you will             applicable forms pertaining to gains or
including online, phone, and fax.                      need a Sales Tax Exemption Certificate.               losses in your business activity.
Taxpayers can obtain an EIN                            It allows you to purchase inventory, or                  Partnership: You must file a Federal
immediately by calling 800-829-4933,                   materials, which will become part of the              Partnership return (Form 1065). This is
Monday through Friday, from 7:30 a.m.                  product you sell, from suppliers without
to 5:30 p.m. customer's local time.                                                                          merely informational to show gross and
                                                       paying taxes. It requires you to charge               net earnings of profit and loss. Also, each
   More information can be found at                    sales tax to your customers, which you                                                                                                 partner must report his share of
                                                       are responsible for remitting to the state.

           S T O R Y            Savvy Startup Toasts Success
        After professional career moves to Indiana     wasn’t an option because this was it- we had
    in the 1990s and Maryland in 2006, Central         both quit our jobs and banked on this for our
    New York natives Dale Record and Allison           bridge to retirement. We had to keep going,”
    Palermo-Record began planning to return            said Allison.
    home with a different career goal altogether:          Dale and Allison’s perseverance paid off in
    opening their own business. “We figured we         April last year when The Savvy Wine Cellar
    were too young to retire, but too old to work      opened on West Genesee Street in Camillus.
    for anybody else any longer,” said Allison.        With the design assistance of two Syracuse
    “We always had this idea in the back of our        University architecture professors, the couple
    heads that we wanted to work together on a         transformed leased retail space to make The
    business.” Allison and Dale briefly considered     Savvy Wine Cellar more than just a name.
    a bed and breakfast business, but ultimately       Inside the store, customers feel as though they
    decided a store that enabled them to share         have entered a true wine cellar-backlit
    their passion for wine would be a better fit.      translucent panels of a stone wall create a false
        In 2007, the couple found assistance with      ceiling above aisle after aisle of rich, wooden
    researching the wine retail industry at the        shelves of wine bottles. Customers who are          are narratives from the couple describing each
    Library of Congress and business counseling        interested in the store’s unique experience         wine’s aroma, flavor, finish and body. Another
    at the SBA office in Maryland. Since Allison       return again and again after learning that Dale     marketing idea that has been a top performer
    and Dale planned to open their wine store in       and Allison are the “savvy” in The Savvy            is the Savvy 12 pack, which offers 12 hand-
    the western part of Onondaga County, they          Wine Cellar.                                        picked red, white and sparkling wines at a
    worked periodically with Onondaga Small                Centered on the core concept of ‘unique,        discounted price. Dale and Allison extended
    Business Development Center (SBDC) senior          affordable wines for every day,’ The Savvy          the ready-made gift line by adding the Savvy 6
    business advisor Joan Powers on the business       Wine Cellar features many bottles of wine that      pack and the Savvy Tailgate pack. “Our
    plan. “Joan is fabulous to work with and has       cost between $8 and $15 and are not available       customers buy them for birthday and wedding
    been one of our biggest boosters. Originally,      in every liquor store. “Allison and I taste every   gifts, or to host their own wine tasting parties
    we came from Maryland just to meet with her        wine that we bring into the store. For us, it has   at home,” said Allison.
    and work on the plan, and we still talk with       to be a good value. There are over 8,500                Dale and Allison believe another key
    her periodically about the business,” said Dale.   wineries in the world, so there are a lot of        element to the store’s success is making their
        “When we started planning, the economy         great wines out there that are not expensive        business part of the Camillus community. Last
    was great and there were no other stores in        that we’d like to introduce to you,” explained      October, The Savvy Wine Cellar began an
    Central NY that offered our concept of a wine      Dale.                                               annual charity event called Corks for Cancer,
    store,” explained Allison. Unexpectedly, the           To introduce new wines to customers, the        donating money to the local Susan G. Komen
    couple faced major challenges right in the         store offers free wine tastings every week and      Cancer fund for every cork brought into the
    middle of the build-out and opening- the           biweekly classes for customers to learn about       story during the month. You can see the
    economy went into a recession and a proposed       grape varietals and pairings with food. A more      hundreds of corks from the fundraiser in the
    plan for the sale of wine in grocery stores.       effective and economical approach to                store’s front window, and more are sure to be
    “That was extremely stressful for us. There        traditional advertising for Dale and Allison are    added this fall. With continued courage,
    was the chance that off the bat we wouldn’t be     different forms of online marketing to reach        creativity and focus on their customers and
    able to capture as many customers we had           their customer base: weekly e-newsletters,          community, Dale and Allison are sure to be
    planned on if wine was going to be available       regularly updated website, and Facebook.            toasting The Savvy Wine Cellar for many
    in grocery stores, convenience stores, Wal-        Integral to the marketing efforts in the store      years to come.
    Mart, Target, and so on. However, failure          and online are Allison’s tasting notes, which

18 — Small Business Resource   SYRACUSE                                                                                       Visit us online:
partnership earnings on his individual
Form 1040 based on the information
                                             emploYee consiDerations                      Social Security’s Business Services
                                             Taxes                                        Online
from the K-1 filed with the Form 1065.                                                     The Social Security Administration
                                                If you have any employees, including
  Corporation: You must file a Federal                                                    now provides free electronic services
                                             officers of a corporation but not the sole
Corporation Income Tax return (Form                                                       online at
                                             proprietor or partners, you must make        Once registered for Business Services
1120). You will also be required to report
                                             periodic payments of, and/or file            Online, business owners or their
your earnings from the corporation
                                             quarterly reports about payroll taxes        authorized representative can:
including salary and other income such
                                             and other mandatory deductions. You            • file W-2s online; and
as dividends on your personal federal                                                       • verify Social Security Numbers through
                                             may contact these government agencies
income tax return (Form 1040).                                                                the Social Security Number Verification
                                             for information, assistance and forms.
                                             Social Security Administration                   Service, used for all employees prior to
 FeDeral paYroll tax                            800-772-1213                                  preparing and submitting Forms W-2.
                                                                                          Federal Withholding
   Federal Withholding Tax: Any       
                                                                                             U.S. Internal Revenue Service
business employing a person must                                                             800-829-1040
register with the IRS and acquire an                                               
EIN and pay federal withholding tax at
least quarterly. File Form SS-4 with IRS
to obtain number and required tax
forms. Call 800-829-3676 or
800-829-1040 if you have questions.

irs Web proDucts For
small businesses
  For the most timely and up-to-date
tax information, go to

Updated Virtual Small Business Tax
  The IRS’s Virtual Small Business Tax
Workshop (
Taxpayer) is an interactive resource to
help small business owners learn about
their federal tax rights and
responsibilities. This dynamic
educational product consists of several
stand-alone lessons that can be selected
and viewed in any sequence.

social securitY carDs
   All employees must have a social
security card. It must be signed by its
owner, and you should always ask to see
and personally record the social security
number. Failure to do so may cause your
employee to lose benefits and
considerable trouble for yourself in back
tracking to uncover the error.
   Each payday, your employees must
receive a statement from you telling
them what deductions were made and
how many dollars were taken out for
each legal purpose. This can be
presented in a variety of ways, including
on the check as a detachable portion or
in the form of an envelope with the
items printed and spaces for dollar
deductions to be filled in.

Visit us online:                                                            SYRACUSE Small Business Resource —   19
Health Insurance                             Administration outlines specific health
                                             and safety standards adopted by the
                                                                                                state registration oF a
 Compare plans in your area at                          U.S. Department of Labor.
                                                                                                Trademarks and service marks may be
Employee Insurance                           builDing coDes, permits                            registered in a state.
                                                                                                Caution: Federally registered
  If you hire employees you may be           anD zoning                                         trademarks may conflict with and
required to provide unemployment or
                                                It is important to consider zoning              supersede state registered business and
workers’ compensation insurance.             regulations when choosing a site for your          product names.
                                             business. You may not be permitted to
Workplace DisabilitY                         conduct business out of your home or               Patents
                                             engage in industrial activity in a retail
programs                                     district. Contact the business license
                                                                                                   A patent is the grant of a property
                                                                                                right to the inventor by the U.S. Patent
  Americans with Disabilities (ADA):         office in the city or town where the
                                                                                                and Trademark Office. It provides the
For assistance with the ADA, call            business is located.
                                                                                                owner with the right to exclude others
800-669-3362 or visit
                                                                                                from making, using, offering for sale or
                                             bar coDing                                         selling the patented item in the United
u.s. citizensHip anD                            Many stores require bar coding on               States.
immigration services                         packaged products. Many industrial and                Additional information is provided in
   The Federal Immigration Reform and        manufacturing companies use bar coding             the publications, General Information
Control Act of 1986 requires employers       to identify items they receive and ship.           Concerning Patents and other
to verify employment eligibility of new      There are several companies that can               publications distributed through the
employees. The law obligates an              assist businesses with bar-coding needs.           U.S. Patent and Trademark Office. For
employer to process Employment               You may want to talk with an SBDC,                 more information, contact the:
                                             SCORE or WBC counselor for more                    U.S. Patent and Trademark Office
Eligibility Verification Form I-9. The
                                             information.                                            800-786-9199 •
U.S. Citizenship and Immigration
Services Office of Business Liaison offers
                                             Federal Registration of Trademarks                 Copyrights
a selection of information bulletins and
                                             and Copyrights                                        Copyrights protect original works of
live assistance through the Employer
                                               Trademarks or service markets are                authorship including literary, dramatic,
Hotline. For forms call 800-870-3676, for
                                             words, phrases, symbols, designs or                musical and artistic, and certain other
the Employer Hotline call 800-357-2099.
                                             combinations thereof that identify and             intellectual works. Copyright does not
                                             distinguish the source of goods.                   protect facts, ideas and systems,
E-Verify: Employment Eligibility
                                             Trademarks may be registered at both               although it may protect the way these
Verification                                                                                    things are expressed. For general
                                             the state and federal level. To register a
   E-Verify, operated by the Department
                                             federal trademark, contact:                        information contact:
of Homeland Security in partnership          U.S. Patent and Trademark Office:                  U.S. Copyright Office
with the Social Security Administration,        P.O. Box 1450                                        U.S. Library of Congress
is the best--and quickest--way for              Alexandria, VA 22313-1450                            James Madison Memorial Building
employers to determine the employment           800-786-9199                                         Washington, DC 20559
eligibility of new hires. It is a safe,                                       202-707-9100 - Order Line
                                                                                                     202-707-3000 - Information Line
simple, and secure Internet-based            Trademark Information Hotline                 
system that electronically verifies Social      703-308-9000
Security number and employment
eligibility information reported on Form
I-9. E-Verify is voluntary in most states
and there is no charge to use it.
   If you are an employer or employee
and would like more information about
the E-Verify program, please visit or contact our
Customer Support staff: 1-888-464-4218
Monday – Friday 8 am – 5 pm.

saFetY & HealtH                                                                           • Faster, better search capabilities
regulations                                   SBA’S WEBSITE                               • Information tailored to your needs
  All businesses with employees are
required to comply with state and             Go to SBA’s new website today,              • News about SBA programs & services
federal regulations regarding the             featuring:
protection of employees. The                                                              Some pages may change URLs on the upgraded site. Please
                                                                                          consult or your local SBA district office for
Occupational Safety and Health                                                            assistance.

20 — Small Business Resource   SYRACUSE                                                                             Visit us online:
                                           FINANCING & SURETY BONDS

                                  GETTING APPROVED
                                    Financing Options to Start or Grow Your Business
                                                                                            extramural research and development
                                                                                            budgets. The SBIR program serves to
                                                                                            fund the critical startup and
                                                                                            development stages for a technology and
                                                                                            encourages commercialization of the
                                                                                            technology, product or service. In turn,
                                                                                            this stimulates the U.S. economy.

                                                                                            SBIR Requirements:
                                                                                               Small businesses must meet the
                                                                                            following eligibility criteria to participate
                                                                                            in the SBIR program.
                                                                                              • Be 51 percent owned and controlled by
                                                                                                 one or more individuals who are U.S.
                                                                                                 citizens or permanent resident aliens
                                                                                                 in the U.S. or be a for-profit business
                                                                                                 concern that is at least 51 percent
                                                                                                 owned and controlled by another for-
                                                                                                 profit business concern that is at least
                                               capital. Licensed and regulated by the            51 percent owned and controlled by

             any entrepreneurs need
                                               SBA, SBICs are privately owned and                one or more individuals who are
             financial resources to start                                                        citizens of, or permanent resident
             or expand a small business        managed investment funds that make
                                                                                                 aliens in, the U.S.
             themselves and must               capital available to qualifying U.S. small     • Be for-profit.
             combine what they have            businesses at attractive rates.. The funds     • Principal researcher must be employed
with other sources of financing. These         raise private capital and can receive             by small business.
sources can include family and friends,        SBA-guaranteed leverage up to 3x               • Company size cannot exceed 500
venture-capital financing, and business        private capital paid-in, with a leverage          employees.
loans.                                         ceiling of $150 million per SBIC and           For more information on the SBIR
  This section of the Small Business           $225 million for two or more licenses        Program visit
Resource guide discusses SBA’s primary         under common control. Licensed SBICs
                                               are for-profit investment firms whose        U.S. Small Business Administration
business loan and equity financing                                                             Office of Technology
programs. These are: the 7(a) Loan             incentive is to share in the success of a
                                                                                               409 Third St. S.W., 8th Fl.
Program, the Certified Development             small business. The SBIC program                Washington, DC 20416
Company or 504 Loan Program, the               provides funding for a broad range of           202-205-6450
Microloan Program and the Small                industries. Some SBICs invest in a
Business Investment Company Program.           particular field or industry while others    CNY Technology Development
The distinguishing features for these          invest more generally. For more              Organization, Inc.
programs are the total dollar amounts          information visit              445 Electronics Pkw., Ste. 206
                                                                                               Liverpool, NY 13088
that can be borrowed, the type of lenders                                                      315-425-5144
who can provide these loans, the uses for      NBT Capital Corporation
                                                  19 Eaton Ave.
the loan proceeds, and the terms placed                                                     Participating Agencies:
                                                  Norwich, NY 13851
on the borrower.                                  607-337-6810                                 Each year, the following eleven federal
  Note: The SBA does not offer grants
                                                                                            departments and agencies are required
to individual business owners to start         T.S. Capital Corporation                     to reserve 2.5% of their extramural R&D
or grow a business.                               32 Second St.
                                                  Troy, NY 12180                            funds for award to small businesses
                                                                                            through the SBIR program:
small business investment                         518-270-4914
                                                                                            Departments of Agriculture; Commerce;
companY program                                small business innovation                    Defense; Education; Energy; Health and
  There are a variety of alternatives to                                                    Human Services; Homeland Security;
bank financing for small businesses. The       researcH program                             Transportation; Environmental
Small Business Investment Company                 The Small Business Innovation             Protection Agency; National Aeronautics
(SBIC) program fills the gap between the       Research (SBIR) program encourages           and Space Administration; and National
availability of private capital and the        small businesses to advance their            Science Foundation.
needs of small businesses for growth           technical potential from funds
                                               committed by federal agencies with large

Visit us online:                                                               SYRACUSE Small Business Resource —   21
small business                                                                                7(a) loan program
tecHnologY transFer                                                                              The 7(a) Loan program is the SBA’s
program                                                                                       primary business loan program. It is the
                                                                                              agency’s most used non-disaster
   The Small Business Technology                                                              financial assistance program because of
Transfer (STTR) program reserves a                                                            its flexibility in loan structure, variety of
specific percentage of federal R&D                                                            loan proceed uses, and availability. This
funding for award to small business and                                                       program has broad eligibility
non-profit research institution partners.                                                     requirements and credit criteria to
Central to the program is expansion of                                                        accommodate a wide range of financing
the public/private sector partnership to                                                      needs.
include the joint venture opportunities                                                          The business loans that SBA
for small business and the nation's                                                           guarantees do not come from the agency,
premier nonprofit research institutions.                                                      but rather from banks and other
Small business has long been where                                                            approved lenders. The loans are funded
innovation and innovators thrive, but                                                         by these organizations and they make
the risk and expense of conducting                                                            the decisions to approve or not approve
serious R&D efforts can be beyond the                                                         the applicants’ requests.
means of many small businesses. Non-                                                             The SBA guaranty reduces the
profit research laboratories are also                                                         lender’s risk of borrower non-payment. If
instrumental in developing high-tech                                                          the borrower defaults, the lender can
innovations but frequently, innovation is                                                     request SBA to pay the lender that
confined to the theoretical. STTR                                                             percentage of the outstanding balance
combines the strengths of both entities                                                       guaranteed by SBA. This allows the
by introducing entrepreneurial skills to                                                      lender to recover a portion from SBA of
high-tech research efforts. The                                                               what it lent if the borrower can’t make
technologies and products are                                                                 the payments. The borrower is still
transferred from the laboratory to the                                                        obligated for the full amount.
marketplace. The small business profits                                                          To qualify for an SBA guaranty, a
from the commercialization, which, in                                                         small business must meet the lender’s
turn, stimulates the U.S. economy.                                                            criteria and the 7(a) requirements. In
STTR Requirements:                              sba business loans                            addition the lender must certify that it
                                                                                              would not provide this loan under the
   Small businesses must meet the                  When you seek a business loan,             proposed terms and conditions unless it
following eligibility criteria to participate   familiarize yourself with the SBA’s           can obtain an SBA guaranty. If the SBA
in the STTR program.                            business loan programs to see if they         is going to provide a lender with a
  • Be 51 percent owned and controlled by       may be a viable option. Keep in mind          guaranty, the applicant must be eligible
     one or more individuals who are U.S.       the dollar amount you seek to borrow          and creditworthy and the loan
     citizens or permanent resident aliens      and how you want to use the loan              structured under conditions acceptable
     in the U.S.                                proceeds. The three principal players in      to SBA.
  • Be organized for profit.                    most of these programs are — the
  • Principal researcher need not be            applicant small business, the lender and
     employed by small business.                the SBA. SBA guarantees a portion of          percentage oF guaranties
  • Company size cannot exceed 500
     employees. (No size limit for nonprofit
                                                the loan (except for Microloans). The
                                                business should have its business plan
                                                                                              anD loan maximums
     research institution).                     prepared before it applies for a loan.           The SBA only guarantees a portion of
The nonprofit research institution partner      This plan should explain what resources       any particular loan so each loan will also
must also meet certain eligibility criteria:    will be needed to accomplish the desired      have an unguaranteed portion giving the
  • Be located in the United States and be      business purpose including the cost of        lender a certain amount of exposure and
    one of the following:                       everything, the applicants’ contribution,     risk on each loan. The percentage SBA
  • Nonprofit college or university.            use of loan proceeds, collateral, and most    guarantees depends on either the dollar
  • Domestic nonprofit research                 important, an explanation of how the          amount or the program the lender uses
    organization.                               business will be able to repay the loan in    to obtain its guaranty. For loans of
  • Federally funded R&D center.                a timely manner.                              $150,000 or less the SBA may guaranty
                                                   The lender will analyze the                as much as 85 percent and for loans over
Participating Agencies:                         application to see if it meets the lender’s   $150,000 the SBA can provide a
  Each year the following five Federal          criteria as well as SBA’s requirements.       guaranty of up to 75 percent.
departments and agencies are required           SBA will look to the lender to do much,          The maximum 7(a) loan amount is
by STTR to reserve 0.3% of their                if not all, of the analysis before it         $5 million. (Loans made under the
extramural R&D funds for award to               provides its guaranty on the lender’s         SBAExpress program, which is
small business/nonprofit research               loan or provides the microlenders with        discussed subsequently, have a
institution partnerships: Department of         funds to re-lend to the business. The         50 percent guaranty.)
Defense; Department of Energy;                  SBA’s business loan programs provide a
Department of Health and Human                  key source of financing for viable small      interest rates anD Fees
Services; National Aeronautics and              businesses that have real potential, but        The actual interest rate for a 7(a) loan
Space Administration; and National              cannot qualify for loans from the lending     guaranteed by SBA is negotiated
Science Foundation.                             institutions on their own.                    between the applicant and lender and

22 — Small Business Resource   SYRACUSE                                                                      Visit us online:
subject to SBA maximums. Both fixed          loans with maturities of more than one        also available through the SBA to help
and variable interest rate structures are    year, the normal guaranty fee is              small businesses meet their short-term
available. The maximum rate is               2 percent of the SBA guaranteed portion       and cyclical working capital needs.
comprised of two parts, a base rate and      on loans up to $150,000; 3 percent on
an allowable spread. There are three         loans over $150,000 but not more than
acceptable base rates (Wall Street           $700,000; and 3.5 percent on loans over
Journal Prime*, London Interbank One         $700,000. There is also an additional fee        Most 7(a) loans are repaid with
Month Prime plus 3 percent, and an           of 0.25 percent on any guaranteed             monthly payments of principal and
SBA Peg Rate). Lenders are allowed to        portion over $1 million.                      interest. For fixed-rate loans the
add an additional spread to the base rate    * All references to the prime rate refer      payments stay the same whereas for
to arrive at the final rate. For loans       to the base rate in effect on the first       variable rate loans the lender can re-
with maturities of less than seven years     business day of the month the loan            establish the payment amount when the
the maximum spread will be no more                                                         interest rates change or at other
                                             application is received by SBA.
than 2.25 percent. For loans with                                                          intervals as negotiated with the
maturities of seven years or more the                                                      borrower. Applicants can request that
maximum spread will be 2.75 percent.         7(a) loan maturities                          the lender establish the loan with
The spread on loans under $50,000 and           SBA loan programs are generally            interest-only payments during the start-
loans processed through Express              intended to encourage longer term small       up and expansion phases (when eligible)
procedures may be higher.                    business financing, but actual loan           to allow the business time to generate
   Loans guaranteed by SBA are               maturities are based on the ability to        income before it starts making full loan
assessed a guaranty fee. This fee is         repay, the purpose of the loan proceeds       payments. Balloon payments or call
based on the loan’s maturity and the         and the useful life of the assets financed.   provisions are not allowed on any 7(a)
dollar amount guaranteed, not the total      However, maximum loan maturities              loan. The lender may not charge a
loan amount. The guaranty fee is             have been established: 25 years for real      prepayment penalty if the loan is paid
generally paid by the borrower and can       estate; up to 10 years for equipment          off before maturity, but the SBA will
be included in the loan proceeds.            (depending on the useful life of the          charge the borrower a prepayment fee if
   On any loan with a maturity of one        equipment); and generally up to seven         the loan has a maturity of 15 or more
year or less, the fee is just 0.25 percent   years for working capital. Short-term         years and is pre-paid during the first
of the guaranteed portion of the loan. On    loans and revolving lines of credit are       three years.

Visit us online:                                                            SYRACUSE Small Business Resource —   23
collateral                                             • Retailing from $7 million to no more
                                                         than $29 million in average annual
                                                                                                           Use of Proceeds
                                                                                                              The third eligibility factor is usage of
   The SBA expects every 7(a) loan to be                 receipts
fully secured, but the SBA will not                                                                        proceeds. 7(a) proceeds can be used to:
                                                       • General construction from $7 million
decline a request to guaranty a loan if                  to no more than $33.5 million in                  purchase machinery, equipment,
the only unfavorable factor is insufficient              average annual receipts                           fixtures, supplies, leasehold
collateral, provided all available                     • Agriculture from $750,000 to no more              improvements, as well as land and/or
collateral is offered. What these two                    than $17.5 million in average annual              buildings that will be occupied by the
                                                         receipts                                          business borrower.
policies mean is that every SBA loan is
to be secured by all available assets                                                                      Proceeds can also be used to:
(both business and personal) until the               Nature of Business                                      • Expand or renovate facilities;
                                                        The second eligibility factor is based               • Finance receivables and augment
recovery value equals the loan amount
                                                     on the nature of the business and the                     working capital;
or until all assets have been pledged to
                                                     process by which it generates income or                 • Finance seasonal lines of credit;
the extent that they are reasonably
                                                     the customers it serves. The SBA has                    • Construct commercial buildings; and
available. Personal guaranties are                                                                           • Refinance existing debt under certain
                                                     general prohibitions against providing
required from all the principal owners of            financial assistance to businesses                        conditions.
the business. Liens on personal assets of            involved in such activities as lending,                 SBA 7(a) loan proceeds cannot be used
the principals may be required.                      speculating, passive investment,                      for the purpose of making investments.
                                                     pyramid sales, loan packaging,                        SBA proceeds cannot be used to provide
eligibilitY                                          presenting live performances of a                     funds to any of the owners of the
   7(a) loan eligibility is based on four            prurient sexual nature, businesses                    business except for ordinary
different factors. The first is size, as all         involved in gambling and any illegal                  compensation for actual services
loan recipients must be classified as                activity.                                             provided.
“small” by SBA. The basic size                          The SBA will also not support non-
standards are outlined below. A more                 profit businesses, private clubs that limit           Miscellaneous Factors
in-dept listing of standards can be found            membership on a basis other than
                                                                                                              The fourth factor involves a variety of
at                                 capacity, businesses that promote a
                                                                                                           requirements such as SBA’s credit
                                                     religion, businesses owned by
                                                                                                           elsewhere test and utilization of personal
SBA Size Standards:                                  individuals incarcerated or on probation
                                                                                                           assets requirements where the business
  • Manufacturing from 500 to no more                or parole, municipalities, and situations
                                                     where the business or its owners                      and its principal owners must use their
    than 1,500 employees
                                                     previously failed to repay a federal loan             own resources before getting a loan
  • Wholesaling — No more than 100
    employees                                        or federally assisted financing.                      guaranteed by SBA. It also includes
  • Services from $4.5 million to no more                                                                  SBA’s anti-discrimination rules and
    than $35.5 million in average annual                                                                   restrictions on lending to agricultural
    receipts                                                                                               enterprises because there are other

           S T O R Y            Buttolph Lumber Company                                                                                continued from page 7

    mills, and suppliers. FSC-certified lumber is    Watertown to Binghamton using two tractor           lightly: “Coming from a military background
    essential for contractors to meet requirements   trailers, with a third as a backup. This year Lee   as an officer, you are instilled with the value
    for Leadership in Energy and Environmental       will transition the company to leasing two          that the people that work for you are the most
    Design (LEED) and other environmentally-         tractor trailers from Ryder’s Lease                 important thing,” Lee said.
    conscious construction projects. Only one        Management Program, which includes
    percent of lumber companies are FSC-certified    maintenance, towing and replacement of the    Even though Lee worked with his father for
    nationwide and even fewer maintain               vehicles as well as the option for additional five years, coming on board as the sole owner
    inventory of FSC certified lumber as Buttolph    tractor trailers during the peak summer and   of Buttolph Lumber has been a new
    Lumber does. Annual audits by the FSC            fall months. The ability to minimize lost timeexperience and led to a new way of thinking.
    examine Buttolph Lumber’s documentation of       due to mechanical break downs will keep       “It’s a family business and you feel an
    all FSC-certified lumber purchases and sales,    deliveries on schedule, increase customer     enhanced responsibility to it. Nothing really
    separate warehousing of FSC-certified lumber     satisfaction and eliminate the need to carry aprepares you for when it is truly your
    and the training requirements for Buttolph       third tractor trailer as a backup year round. business. I have increased awareness of each
    Lumber’s staff to keep the certification.                                                      decision I make and the decisions I would
    Because of the large geographic area that        Prior to working at Buttolph Lumber, Lee      have easily made before now have a lot more
    Buttolph Lumber serves FSC has become a          earned his degree in manufacturing            meaning,” explained Lee. With Lee’s
    nice niche market for them.                      management from Clarkson University,          commitment to building the success of his
                                                     attended Officer Candidate School and served family business and the partnership of SBA,
    Since getting lumber delivered to customers is   in the U. S. Marine Corps as a communications Buttolph Lumber’s future is in good hands.
    the cornerstone of the company’s business        officer. Lee’s time spent as a Captain and
    model, Lee has also pursued a more efficient     company commander with the 6th
    method to ensure reliable, timely deliveries.    Communication Reserve Battalion in Brooklyn
    Buttolph Lumber delivers up to 100,000           prepared him well for his new leadership role
    pounds of lumber on a daily basis to             at Buttolph Lumber. Responsibility for his
    customers from Buffalo to Albany and             seven employees isn’t something Lee takes

24 — Small Business Resource   SYRACUSE                                                                                     Visit us online:
agencies of the federal government with            There are several ways a lender can
programs to fund such businesses.               apply to the SBA for a 7(a) guaranty
Generally, SBA loans must meet the              from SBA. The main differences
following criteria:                             between these methods are related to
   • Every loan must be for a sound             the documentation which the lender
     business purpose;                          provides, the amount of review which
   • There must be sufficient invested          SBA conducts, the amount of the loan
     equity in the business so it can operate   and the lender responsibilities in case
     on a sound financial basis;                the loan defaults and the business’
   • There must be a potential for long-        assets must be liquidated. The methods
     term success;                              are:
   • The owners must be of good character         • Standard 7(a) Guaranty
     and reputation; and                          • Certified Lender Program
   • All loans must be so sound as to             • Preferred Lender Program
     reasonably assure repayment.                 • Rural Lender Advantage
   For more information, go to                    • SBA Express                                • Patriot Express
                                                  • Export Express
                                                  • Community Express
WHat to take to tHe lenDer                         For the Standard, Certified and
   Documentation requirements may               Preferred methods, the applicant fills out
vary; contact your lender for the               SBA Form 4, and the lender completes
information you must supply.                    SBA Form 4-1. When requests for
                                                guarantees are processed using Express
Common requirements include the                 methods, the applicant uses more of the
following:                                      regular forms of the lender and just has
   • Purpose of the loan.                       a few federal forms to complete. When
   • History of the business.                   SBA receives a request that is processed
   • Financial statements for three years       through Standard or CLP procedures, it
     (existing businesses).
   • Schedule of term debts (existing
                                                either reanalyzes or reviews the lender’s
     businesses).                               eligibility and credit analysis before
   • Aging of accounts receivable and           deciding to approve or reject. For
     payable (existing businesses).             requests processed through PLP, or
   • Projected opening-day balance sheet        Express programs, the lender is
     (new businesses).                          delegated the authority to make the
   • Lease details.                             credit decision without SBA’s
   • Amount of investment in the business
     by the owner(s).                           concurrences which help expedite the
   • Projections of income, expenses and        processing time.
     cash flow as well as an explanation of        In guaranteeing the loan, the SBA
     the assumptions used to develop these      assures the lender that, in the event the
     projections.                               borrower does not repay the loan, the
   • Personal financial statements on the       government will reimburse the lending
     principal owners.
   • Resume(s) of the principal owners and
                                                institution for a portion of its loss. By
     managers.                                  providing this guaranty, the SBA is able
                                                to help tens of thousands of small
                                                businesses every year get financing they
HoW tHe 7(a) program                            might not otherwise obtain.
Works                                              After SBA approval, the lender is
   Applicants submit their loan                 notified that its loan has been
application to a lender for the initial         guaranteed. The lender then will work
review. The lender will generally review        with the applicant to make sure the
the credit merits of the request before         terms and conditions are met before
deciding if they will make the loan             closing the loan, disbursing the funds,
themselves or if they will need an SBA          and assuming responsibility for
guaranty. If a guaranty is needed, the          collection and general servicing. The
lender will also review eligibility, and        borrower makes monthly loan payments
the applicant should be prepared to             directly to the lender. As with any loan,
complete some additional documents              the borrower is responsible for repaying
before the lender reviews the request to        the full amount of the loan in a timely
ensure it meets SBA’s requirements              manner.
before sending the request for guaranty
to the SBA. Applicants who feel they            What the SBA Looks for:
need more help with the process should            • Ability to repay the loan on time from
contact their local SBA district office or          the projected operating cash flow.
one of SBA’s resource partners for                • Owners and operators who are of good
assistance.                                         character.

Visit us online:                                                     SYRACUSE Small Business Resource —   25
                                                                                              particular financing need of certain
                                                                                              small businesses. These special purpose
                                                                                              programs are not necessarily for all
                                                                                              businesses but may be very useful to
                                                                                              some small businesses. They are
                                                                                              generally governed by the same rules,
                                                                                              regulations, fees, interest rates, etc. as
                                                                                              the regular 7(a) loan guaranty. Lenders
                                                                                              can advise you of any variations.

                                                                                                 The CAPLines program is designed to
                                                                                              help small businesses meet their short-
                                                                                              term and cyclical working capital needs.
                                                                                              There are five loan programs under the
                                                                                              CAPLines umbrella. The programs can
                                                                                              be used to finance seasonal working
                                                                                              capital needs; finance the direct costs of
                                                                                              performing certain construction, service
                                                                                              and supply contracts; finance the direct
  • Feasible business plan.                      • Veterans;                                  cost associated with commercial and
  • Management expertise and                     • Service-disabled veterans;                 residential construction; finance
    commitment necessary for success.            • Active-duty servicemembers eligible for    operating capital by obtaining advances
  • Sufficient funds, including the SBA            the military’s Transition Assistance       against existing inventory and accounts
    guaranteed loan, to operate the                Program;                                   receivable; and consolidate short-term
    business on a sound financial basis (for     • Reservists and National Guard              debt. SBA provides up to an 85 percent
    new businesses, this includes the              members;                                   guarantee. There are five distinct
    resources to meet start-up expenses          • Current spouses of any of the above,       programs under the CAPLine umbrella:
    and the initial operating phase).              including a servicemember;                    • The Contract Loan Program is used
  • Adequate equity invested in the              • The widowed spouse of a                         to finance material and labor needs
    business.                                      servicemember or veteran who died               for a specific contract or contracts.
  • Sufficient collateral to secure the loan       during service or of a service-connected        Proceeds can be disbursed before the
    or all available collateral if the loan        disability.                                     work begins. If used for one contract,
    cannot be fully secured.                      The Patriot Express loan is offered by           it is generally not revolving; if used
                                               SBA’s widest network of lenders                     for more than one contract at a time,
sbaexpress                                     nationwide and features the fastest
                                               turnaround time for loan approvals.
                                                                                                   it can be revolving. The loan maturity
                                                                                                   is usually based on the length of the
   The SBAExpress guaranty is available        Loans are available up to $500,000 and              contract, but no more than five years.
to lenders as a way to obtain a guaranty       qualify for SBA’s maximum guaranty of               Contract payment must be sent
on smaller loans up to $350,000. (Note:        85 percent for loans of $150,000 or less            directly to the lender.
Through September 27, 2011, this               and 75 percent for loans over $150,000            • The Seasonal Line of Credit
has increased to $1 million.) The              up to $500,000. For loans above                     Program is used to support buildup of
program authorizes selected,                                                                       inventory, accounts receivable or
                                               $350,000, lenders are required to take
experienced lenders to use mostly their                                                            labor and materials above normal
                                               all available collateral.
own forms, analysis and procedures to                                                              usage for seasonal inventory. The
                                                  The Patriot Express loan can be used             business must have been in business
process, service and liquidate SBA-            for most business purposes, including               for a period of 12 months and must
guaranteed loans. The SBA guarantees           start-up, expansion, equipment                      have a definite established seasonal
up to 50 percent of an SBAExpress loan.        purchases, working capital, inventory or            pattern. The loan may be used over
Loans under $25,000 do not require             business-occupied real-estate purchases.            again after a “clean-up” period of 30
collateral. The use of loan proceeds is the       Patriot Express loans feature SBA’s              days to finance activity for a new
same as for any basic 7(a) loan. Like          lowest interest rates for business loans,           season. These also may have a
most 7(a) loans, maturities are usually        generally 2.25 percent to 4.75 percent              maturity of up to five years. The
five to seven years for working capital        over prime depending upon the size and              business may not have another
and up to 25 years for real estate or          maturity of the loan. Your local SBA                seasonal line of credit outstanding but
                                               district office will have a listing of              may have other lines for non-seasonal
equipment. Revolving lines of credit are
                                               Patriot Express lenders in your area.               working capital needs.
allowed for a maximum of seven years.                                                            • The Builders Line Program provides
                                               More information is available at
                                                                                                   financing for small contractors or
patriot express                                                                                    developers to construct or rehabilitate
                                                                                                   residential or commercial property.
  The Patriot Express pilot loan
initiative is for veterans and members of
                                               special purpose 7(a) loan                           Loan maturity is generally three
                                                                                                   years but can be extended up to five
the military community wanting to              programs                                            years if necessary to facilitate sale of
establish or expand a small business.             The 7(a) program is the most flexible            the property. Proceeds are used solely
Eligible military community members            of SBA’s lending programs. The agency               for direct expenses of acquisition,
include:                                       has created several variations to the               immediate construction and/or
                                               basic 7(a) program to address the                   significant rehabilitation of the

26 — Small Business Resource   SYRACUSE                                                                      Visit us online:
      residential or commercial structures.      program enables U.S. exporters to obtain     program offers flexible terms, low fees
      The purchase of the land can be            loans to fund their direct export costs.     and a quick processing time. For
      included if it does not exceed 20          The EWCP supports single transactions        information, see
      percent of the loan proceeds. Up to 5      or revolving lines of credit. The
      percent of the proceeds can be used        maximum dollar amount of an export           Eligibility of Exporter
      for physical improvements that             line of credit under this program is $5        You must have a business operating
      benefit the property.                      million. SBA guarantees up to 90% of a       history of at least one year – not
    • The Small Asset-Based Line is a
                                                 loan amount or $ 4.5 million, whichever      necessarily in exporting. The SBA may
      revolving line of credit (up to
                                                 is less. Loan maturities are generally for   waive this requirement if you have
      $200,000) that provides short term
      working capital. These lines are
                                                 a term of 12 months. The guaranty can        sufficient export trade experience or
      generally used by businesses that          be reissued for an additional 12 months      other managerial experience.
      provide credit to their customers.         through a new application process. The
      Disbursements are based on the size        guaranty fee the SBA charges is 0.25         Eligibility of Foreign Buyers
      of a borrower’s accounts receivable        percent of the guaranteed amount of the         The foreign buyer must be a
      and/or inventory. Repayment comes          loan for the initial 12 months. The          creditworthy entity and the methods of
      from the collection of accounts            borrower negotiates the interest rate and    payment must be acceptable to the SBA
      receivable or sale of inventory. It does   all other fees with the lender. The          and the export lender.
      require periodic servicing and
      monitoring of the collateral for which
      the lender can charge up to two
      percent annually to the borrower.
    • The Standard Asset-Based Line is
      similar to the Small Asset-Based
      Line, but for loan amounts over
      $200,000. It does require stricter
      servicing and monitoring and the
      lender may pass these costs along to
      the borrower.

export assistance
trade Financing
   The SBA has help for existing small
businesses wanting to export goods and

u.s. export assistance
center (useac)
   U.S. Export Assistance Centers are a
network of facilities around the U.S.
staffed by SBA, U.S. Department of
Commerce and the Export-Import Bank
of the U.S. to provide trade promotion
and export-finance assistance for small
businesses in a single location. The
USEACs also work closely with other
federal, state and local international
trade organizations. To find the nearest
USEAC, go to

Toni Corsini
     Regional Manager
     Export Solutions Group
     Office of International Trade
     U.S. Small Business Administration
     U.S. Export Assistance Center
     33 Whitehall St., 22nd Fl.
     New York, NY 10004

export Working capital
  The SBA’s Export Working Capital
program (EWCP) assists lenders in
meeting the needs of exporters seeking
short-term export working capital. This

Visit us online:                                                               SYRACUSE Small Business Resource —   27
                                                                                                Use of Proceeds
                                                                                                  • For facilities or equipment, including
                                                                                                    purchasing land and building(s);
                                                                                                    building new facilities; renovating,
                                                                                                    improving, or expanding existing
                                                                                                    facilities; purchasing or reconditioning
                                                                                                    machinery, equipment and fixtures;
                                                                                                    and making other improvements that
                                                                                                    will be used within the United States
                                                                                                    for producing goods or services.
                                                                                                    Refinancing a facility/building is also
                                                                                                    permissible if the original loan on the
                                                                                                    property could have been refinanced
                                                                                                    under regular 7(a).
                                                                                                Collateral Requirements - Collateral
                                                                                                requirements are the same as for
                                                                                                regular 7(a) loans.
                                                                                                   How to Apply - A small business
                                                                                                exporter seeking a guaranteed loan must
                                                                                                apply to an SBA participating lender.
                                                                                                Call your local SBA District Office for a
                                                                                                list of participating lenders.

                                                                                                export express
                                                                                                   The Export Express program is
Use of EWCP Proceeds:
  • To acquire inventory for export or to be
                                                international traDe loan                        designed to help SBA meet the export
    used to manufacture goods for export.       program                                         financing needs of small businesses. It is
  • To pay the manufacturing costs of              The SBA’s International Trade Loan           subject to the same loan processing,
    goods for export.                           program (ITL) helps small businesses            making, closing, servicing, and
  • To purchase goods or services for           engaged or preparing to engage in               liquidation requirements as well as the
    export.                                     international trade as well as small            same maturity terms, interest rates, and
  • To support standby letters of credit                                                        applicable fees as for other SBA loans
                                                businesses adversely affected by
    related to export transactions.                                                             except as noted below. The total Export
  • For pre-shipment working capital
                                                competition from imports. This program
                                                allows for a maximum loan amount of             Express loan cannot exceed $500,000.
    directly related to export orders.                                                          SBA guarantees 90 percent for loans of
  • For post-shipment foreign accounts          $5 million. The international trade loan
                                                                                                $350,000 and under and 75 percent for
    receivable financing.                       provides an SBA guarantee up to $ 4.5
                                                                                                loans greater than $350,000 up to the
                                                million for a term loan used for the
                                                                                                maximum of $500,000. SBA allows
Ineligible Use of Proceeds                      acquisition, construction, renovation,          participating lenders to make their own
  • To support the applicant’s domestic         modernization, improvement or                   credit decisions. SBA provides a quick
    sales.                                      expansion of long-term fixed assets or          processing time, less than 36 hours.
  • To acquire fixed assets or capital goods    the refinancing of an existing loan used        Eligible Buyers – The same as for the
    for the applicant’s business.               for these same purposes. It may also be         Export Working Capital Program.
  • To support a sale where the exporter is     used in for working capital or in
    not taking title to the goods.
                                                conjunction with any SBA working                Use of Proceeds
  • To acquire, equip, or rent commercial
    space overseas.                             capital loans, including the EWCP. The            • Finance standby letters of credit used
  • To serve as a warranty letter of credit.    SBA guaranty fee and interest rates are             for either bid or performance bonds;
                                                the same as for any standard 7(a) loans.          • Finance export development activities
                                                                                                    such as export marketing and
Collateral Requirements                                                                             promotional activities, participation in
  • Collateral for the manufacturing sector     Eligibility of Exporter
                                                  • Applicants must meet the same                   foreign trade shows, translation of
    typically consists of a first lien on all
                                                    eligibility requirements for a 7(a) loan.       product literature for foreign markets,
    export-related inventory and export
                                                  • Applicant must establish the loan will          and other activities designed to initiate
    related accounts receivable.
                                                    significantly expand or develop an              or expand the applicant’s export of its
  • Collateral for the service sector
                                                    export market, or the applicant has             products/services from the U.S.;
    typically consists of assignment of
                                                    been adversely affected by import             • Provide transaction-specific financing
    proceeds of export-related contracts or
                                                    competition, and, in addition, the              for overseas orders;
    purchase orders and a first lien on
                                                    applicant must show that upgrading            • Provide revolving lines of credit for
    export-related accounts receivable.
                                                    equipment or facilities will improve its        export purposes, the term of which
  • Other collateral may be required.
                                                    competitive position.                           must not exceed seven years. In some
                                                  • If eligibility is based on entering or          instances, as a normal course of
How to Apply                                                                                        business, the borrower may use
                                                    expanding export sales, the applicant
    A small business exporter seeking a             must submit a one or two page                   portions of revolving lines of credit for
guaranteed EWCP loan must apply to a                international business plan, including          domestic purposes, but no less than 70
lender.                                             sufficient information to reasonably            percent of the revolver to be used for
                                                    support the likelihood of expanded              export related purposes;
                                                    export sales.

28 — Small Business Resource   SYRACUSE                                                                        Visit us online:
  • Provide term loans and other financing        The SBA 504 loan is distinguished          • Most borrowers are required to make
    to enable small business concerns,         from the SBA 7(a) loan program in these         an injection (borrower contribution) of
    including small business export            ways:                                           just 10 percent which allows the
    trading companies to develop foreign                                                       business to conserve valuable
                                               The maximum debenture, or long-term             operating capital. A further injection
    markets; and                               loan, is:
  • Acquire, construct, renovate,                                                              of 5 percent is needed if the business is
                                                 • $5 million for businesses that create a     a start-up or new (less than 2 years
    modernize, improve or expand                   certain number of jobs or improve the
    production facilities or equipment to be                                                   old) and a further injection of 5 percent
                                                   local economy;                              is also required if the primary
    used in the U.S. in the production of        • $5 million for businesses that meet a       collateral will be a single purpose
    goods or services to be exported from          specific public policy goal, including      building.
    the U.S.                                       veterans; and                             • Two-tiered project financing: a lender
                                                 • $5.5 million for manufacturers and          finances approximately 50 percent of
Ineligible Use of Proceeds                         energy public policy projects.              the project cost and receives a first lien
  Proceeds may not be used to finance            Recent additions to the program allow         on the project assets (but no SBA
overseas operations, other than those          $5.5 million for each project that reduces      guaranty); A CDC (backed by a 100%
strictly associated with the marketing         the borrower’s energy consumption by at         SBA-guaranteed debenture) finances
and/or distribution of products/services       least 10 percent; and $5.5 million for          up to 40% of the project costs secured
exported from the U.S.                         each project that generates renewable           with a junior lien. The borrower
                                                                                               provides the balance of the project
                                               energy fuels, such as biodiesel or ethanol      costs.
How to Apply                                   production. Projects eligible for up to       • Fixed interest rate on SBA loan. SBA
  The application process is the same for      $5.5 million under one of these two             guarantees the debenture 100 percent.
the SBAExpress, except the applicant           requirements do not have to meet the job        Debentures are sold in pools monthly
must demonstrate that loan proceeds            creation or retention requirement, so           to private investors. This low, fixed
                                               long as the CDC portfolio average is at         rate is then passed on to the borrower
will enable it to enter a new export                                                           and establishes the basis for the loan
market or expand an existing export            least $50,000.                                  rate.
                                                 • Eligible project costs are limited to
market. The applicant must submit to                                                         • All project-related costs can be
                                                   long-term, fixed assets such as land
the lender a plan that includes projected                                                      financed, including acquisition (land
                                                   and building (occupied by the
                                                                                               and building, land and construction of
export sales for the upcoming year as              borrower) and substantial machinery
                                                                                               building, renovations, machinery and
well as the dollar volume of export sales          and equipment. Working capital is not
                                                                                               equipment) and soft costs, such as title
                                                   an eligible use of proceeds.
for the previous year.

sba’s non-7(a) loan
  In addition to the 7(a) Loan program
SBA has three other non-disaster
assistance programs which can help
small businesses gain access to capital
and bonding.

certiFieD Development
companY loan program
(504 loans)
  The 504 Loan program is an economic
development program that supports
American small business growth and
helps communities through business
expansion and job creation. This SBA
program provides long-term, fixed-rate,
subordinate mortgage financing for
acquisition and/or renovation of capital
assets including land, buildings and
equipment. Most for-profit small
businesses are eligible for this program.
The types of businesses excluded from
7(a) loans (listed previously) are also
excluded from the 504 loan program.
  Loans are provided through Certified
Development Companies. CDCs work
with banks and other lenders to make
loans in first position on reasonable
terms, helping lenders retain growing
customers and provide Community
Redevelopment Act credit.

Visit us online:                                                             SYRACUSE Small Business Resource —   29
                                               Empire State                                       PathStone Enterprise Center, Inc.
                                               Certified Development Corp.                           400 East Ave.
                                                  50 Beaver St.                                      Rochester, NY 14607
                                                  Albany, NY 12207                                   585-340-3304
                                                  518-463-2268                                       Counties covered: Cayuga, Onondaga,
                                                                              Steuben, Allegheny, Cattaraugus,
                                                                                                     Chautauqua, Erie, Genesee, Livingston,
                                               Greater Syracuse Business                             Niagara, Ontario, Orleans, Seneca, Wayne,
                                               Development Corporation                               Wyoming and Yates.
                                                  572 S. Salina St.
                                                  Syracuse, NY 13202
                                                  315-470-1888                                    tHe suretY bonD guarantee
                                               Operation Oswego County, Inc.                         The Surety Bond Guarantee program
                                                  44 W. Bridge St.                                is a public-private partnership between
                                                  Oswego, NY 13126                                the federal government and surety
                                                  315-343-1545                                    companies to provide small businesses
                                                                    with the bonding assistance necessary
                                                                                                  for them to compete for public and
                                               microloan program                                  private contracting and subcontracting
                                                 The Microloan program provides small             opportunities. The guarantee provides
                                               loans ranging from under $500 to                   all incentive for sureties to bond small
                                               $50,000. Under this program, the SBA               businesses that would otherwise be
                                               makes funds available to nonprofit                 unable to obtain bonding. The program
                                               intermediaries that, in turn, make the             is aimed at small businesses that lack
                                               small loans directly to entrepreneurs,             the working capital or performance track
                                               including veterans. Proceeds can be used           record necessary to secure bonding on a
                                               for typical business purposes such as              reasonable basis through regular
                                               working capital, or the purchase of                commercial channels.
                                               furniture, fixtures, machinery, supplies,
                                                                                                     Through this program, the SBA
                                               equipment, and inventory. Microloans
                                               may not be used for the purchase of real           guarantees bid, payment, performance
                                               estate. Interest rates are negotiated              and ancillary bonds issued by surety
                                               between the borrower and the                       companies for individual contracts and
                                               intermediary. The maximum term for a               subcontracts up to $2 million. The SBA
                                               microloan is 7 years. For more                     reimburses sureties between 70 and 90
                                               information, go to                    percent of losses sustained if a contractor
                                               microloans.                                        defaults on the contract.
                                               Adirondack Economic                                   The SBA has two program options
                                               Development Corporation                            available, the Prior Approval Program
    insurance and appraisals. Some closing
                                                  P.O. Box 747                                    (Plan A) and the Preferred Surety Bond
    costs may be financed.                        Saranac Lake, NY 12983                          Program (Plan B). In the Prior Approval
  • Collateral is typically a subordinate         518-891-5523 •               Program, SBA guarantees 90 percent of
    lien on the assets financed; allows           Counties covered: Clinton, Essex, Franklin,
                                                  Fulton, Hamilton, Herkimer, Jefferson, Lewis,
                                                                                                  surety’s paid losses and expenses on
    other assets to be free of liens and                                                          bonded contracts up to $100,000, and on
    available to secure other needed              Oneida, Oswego, St. Lawrence, Saratoga,
    financing.                                    Warren and Washington.                          bonded contracts greater than $100,000
  • Long-term real estate loans are up to                                                         that are awarded to socially and
    20-year term, heavy equipment 10 or        Alternatives Federal Credit Union                  economically disadvantaged concerns,
    20-year term and are self-amortizing.         301 W. State St.                                HUBZone contractors, and veterans, and
Businesses that receive 504 loans are:            Ithaca, NY 14850
                                                                                                  service-disabled veteran owned small
  • Small — net worth under $8.5 million,         607-273-4611 •
    net profit after taxes under $3 million,      Counties covered: Broome, Chemung,              businesses. All other bonds guaranteed
    or meet other SBA size standards.             Cortland, Schuyler, Tioga and Tompkins.         in the Plan A Program receive an 80
  • Organized for-profit.                                                                         percent guarantee. Sureties must obtain
  • Most types of business — retail,           Columbia – Economic Development                    SBA’s prior approval for each bond
    service, wholesale or manufacturing.       Corporation                                        guarantee issued. Under Plan B, SBA
   The SBA’s 504 certified development            610 State St.
                                                                                                  guarantees 70 percent, but sureties may
companies serve their communities by              Hudson, NY 12534
                                                  518-828-4718                                    issue, monitor and service bonds without
financing business expansion needs.
                                                  County covered: Columbia                        SBA’s prior approval.
Their professional staffs works directly
                                                                                                     For more information on the Surety
with borrowers to tailor a financing           REDEC Relending Corporation                        Bond Guarantee program, visit SBA’s
package that meets program guidelines             8 Denison Pkwy. E., 3rd Fl., Ste. 403
and the credit capacity of the borrower’s                                                         website at
                                                  Corning, NY 14830
business. For information, visit                  607-962-3021                                  Counties covered: Chemung, Schuyler,
                                                  Steuben and Tioga.

30 — Small Business Resource   SYRACUSE                                                                          Visit us online:
Visit us online:   SYRACUSE Small Business Resource —   31
Putting America
Back to Work
tHe small business Jobs act:                               Helping small businesses gain access
                                                           to capital
                                                             Access to capital is one of the biggest concerns
tHe tools small businesses neeD                            facing small businesses. You may have heard
  On Sept. 27, President Obama signed the Small            about the Jobs Act’s extensions of the popular
Business Jobs Act, which is the most significant           provisions which increased the guarantee on loans
piece of small business legislation in over a decade.      and reduced the borrower fees in our top two
The Jobs Act provides entrepreneurs and small              programs. This helped SBA turn $505 million in
business owners with a toolbox that includes tax           taxpayer funds into $12 billion in overall small
relief, access to capital, more contracting                business lending. This temporary provision has
opportunities and exporting assistance, so they can        drawn to a close, but the Jobs Act made a number
grow and create the jobs America needs. So,                of changes to SBA lending which will help small
whether you’re starting a business or looking to           businesses get the capital they need.
grow, here are the facts you need to know to take            For small businesses like manufacturers,
advantage of all that’s in the Small Business Jobs         exporters, and franchises, that are ready to grow
Act.                                                       but need larger loans, the Jobs Act permanently
                                                           increased the limits on SBA loans from $2 million
                                                           to $5 million. This will help more small businesses
proviDing tax relieF For small                             who need capital use SBA loans. The Jobs Act also
businesses                                                 increases SBA microloan maximums from $35,000
  As tax season approaches, there are several new          to $50,000. SBA data shows that microloans often
tax cuts that small business owners can take               benefit entrepreneurs who need startup capital and
advantage of, including:                                   business owners in underserved communities who
  • The highest ever small business expensing limits–      often find it harder to access capital.
    $500,000 for 2010 and 2011                               The Jobs Act contained two important temporary
  • Carry back for qualified small businesses of           provisions. The limit on quick-turnaround SBA
    general business credits to offset five years of
                                                           Express loans was increased from $350,000 to $1
  • Zero capital gains taxes on qualified stock            million through September, 2011. And, the Jobs
    investments in small businesses for the 2010 tax       Act will soon temporarily allow owner-occupied
    year                                                   small businesses to use SBA’s 504 loan program to
  • Increased deductions for start-up expenditures for     refinance their non-SBA commercial real estate
    entrepreneurs for the 2010 tax year                    mortgages. With a large percentage of commercial
  • Easier deductions for employer-provided cell           real estate mortgages set to mature in the next few
    phones                                                 years, many small business owners face the
  • New deductions for health insurance costs for self-    negative impact of declining real estate values.
    employed business owners and their family              Allowing good, healthy small businesses to
                                                           refinance their mortgages will help them keep their
  • Limits on penalties for errors in tax reporting that
    disproportionately affect small business               doors open and protect jobs, as well as get more
  • Extended bonus depreciation                            stable, long-term mortgage financing.

32 — Small Business Resource   SYRACUSE                                                 Visit us online:
Helping small businesses Win                           Helping small businesses groW
government contracts                                   tHrougH exporting
  Are you a government contractor? The Federal           Small businesses are the sector of the economy
government is the largest purchaser of goods and       that’s best poised for growth through exporting.
services in the world. Last year, $100 billion in      With the growth in new technology, new markets
Federal contracts went to small businesses. The        are opening up small businesses all the time. And
Jobs Act contains provisions to help build on that     since the President has made it a priority to double
and get more contracts in the hands of small           the country’s exports, now is a perfect time to begin
businesses in 2011 and beyond.                         exporting. The Jobs Act makes growing your
  For instance, the law reaffirmed “parity” among      business through exporting easier than ever.
federal small-business contracting programs. When        The loan limits in SBA’s International Trade
awarding contracts that are set-aside for small        Loans and Export Working Capital have been
businesses, contracting officers are free to choose    increased to $5 million. These loans support small
among businesses owned by women and service-           business exporters who need capital to invest in
disabled veterans, as well as businesses               exporting and fill orders coming from overseas.
participating in HUBZone and 8(a) programs.            Moreover, the Export Express Pilot is now a
  The law eliminates the “Competitiveness              permanent, with 90% guarantees for loans up to
Demonstration” program, which limited                  $350,000 and 75% for loans between $350,000 and
opportunities for small contractors in 11 industries   $500,000. Lastly, the Jobs Act provides funding for
where they excel, such as construction, landscaping    competitive grants for states to help small business
and pest control. This will build on the $24 billion   owners with exporting.
small businesses won in these industries in Fiscal
Year 2009 (effective January 31, 2011).                more tools For small businesses
  The law gives contracting officers the ability to      There are dozens and dozens of programs,
reserve orders for small business participation on     resources, and tools to support your small business
contracts with multiple awards including the           in the Small Business Jobs Act. From the new loan
Federal Supply Schedule (GSA Multiple Award            programs and tax cuts mentioned above, to the
Schedule). The law makes it harder for agencies to     Treasury Department’s Small Business Lending
“bundle” contracts, a practice that makes it more      Fund that will help many community banks around
difficult for small businesses to compete.             the country, you’re sure to find what you need to
  The law establishes a legal standing of              grow your business and create jobs. Your local SBA
“presumption of loss” when a business                  district office or resource partner can help you
misrepresents its ownership status or size in          navigate the ins-and-outs of the Jobs Act, or you
winning a government contract. This allows a           can get started by visiting
federal agency to claim a loss on the purchase,
enabling those agencies, including the Department
of Justice, to vigorously pursue fraudulent firms.
  The law holds large prime contractors more
accountable to their own subcontracting plans by
requiring written justification when plans aren’t
met and when small business subcontractors aren’t
paid on time. This helps eliminate “bait-and-
switch” tactics that occur when large primes – after
winning the prime contract – don’t follow through
with their own plans to give subcontracts to small
  Whether your small business has worked on
government contracts for years, or you’re looking at
contracting as a way to grow, there’s good news in
the Jobs Act.

Visit us online:                                          SYRACUSE Small Business Resource —   33
                                            CONTRACTING OPPORTUNITIES

                         FEDERAL PROCUREMENT
                             OPPORTUNITIES How to Apply for Government Contracts
   The U.S. government is the largest
single purchaser of goods and services in
the world, buying everything from
armored tanks to paper clips. Every
year, the federal government awards
more than $500 billion in contracts, and
a significant share of those contracts are
specifically allotted to small businesses.
   The SBA works with agencies to
award at least 23 percent of all prime
government contracts to small
businesses, with specific statutory goals
for small disadvantaged businesses,
women-owned, service-disabled veteran-
owned, or located in historically
underutilized business zones
   The agency ensures that small
businesses have access to long-lasting
development opportunities, which means
working with small businesses to help
them stay competitive, as well as
encouraging federal agencies to award
more contracts to small businesses. The
SBA features outreach programs,                  Types of Contracts                            Small Business Set-Asides
matchmaking events, and online                      Firm fixed price contracts places the         A “set-aside” for small businesses
training opportunities; and helps                responsibility for the costs and risk of      reserves an acquisition exclusively for
agencies identify opportunities for small        loss on the contractor. Firm fixed price      small business concern participation.
businesses.                                      contracts do not permit any adjustment        There are two ways in which set-asides
                                                 on the basis of the contractor’s costs        can be determined. First, if an
                                                 during the performance of the contract.       acquisition of goods or services has an
HoW government                                   This type of contract is used in all sealed   anticipated dollar value of at least
contracting Works                                bid and some negotiated procurements.         $3,000 but not exceeding $100,000, it is
Sealed bidding vs. Negotiation                      Cost reimbursement contracts provide       automatically reserved for small
   There are two methods the                     for the payment of allowable costs            businesses. The acquisition will be set
government uses to purchase goods and            incurred by the contractor, to the extent     aside only if the contracting officer
services, sealed bidding and negotiation.        stated in the contract. The contract          determines there are two or more
The first method, sealed bidding,                establishes a ceiling price, above which a    responsible small business concerns that
involves issuing an invitation for bid by        contractor may not exceed without the         are competitive in terms of market
a procuring agency. Under the sealed             approval of the contracting officer. Cost     prices, quality and delivery. Second, if an
bidding method, a contract is usually            reimbursement contracts are used in           acquisition of goods or services is more
awarded to the lowest priced bidder that         research contracts that have commercial       than $100,000, and if it’s likely offers
can meet the quantity, quality and               applicability.                                will be obtained from at least two
delivery requirements of the                        Some contracts do not fit neatly into      responsible small business concerns, and
procurement. The second method,                  these two categories, such as time and        if awards will be made at fair market
negotiation, involves issuing a request          material contracts (prices for hourly         prices, the acquisition is reserved for
for proposal or request for quotation. The       wages are fixed but the hours are             exclusively for small business concerns.
business with the best proposal in terms         estimated) and letter contracts               Reasonable expectations of small
of technical content, price and other            (authorizes a contractor to begin work on     business competition may be evaluated
factors generally wins the contract.             an urgent requirement).                       using past acquisition history of an item
                                                                                               or similar items.

Visit us online:                                                                 SYRACUSE Small Business Resource —   35
   There are several exceptions and
unique rules for specific kinds of small
                                             certiFicate oF competencY                    may fall under. These certifications are
                                                                                          divided into two categories:
businesses and industries. For R&D           program                                      SBA-Certified and Self-Certified.
small business set-asides, there must be        The Certificate of Competency                The SBA-Certified Programs were
reasonable expectation of obtaining from     program allows a small business, that is     created to assist specific businesses in
small businesses the best scientific and     the apparent successful offeror, to appeal   securing federal contracts and therefore
technological sources consistent with the    a contracting officer’s non-responsibility   can only be issued by SBA
demands of the proposed acquisition. For     determination that it is unable to fulfill   administrators. For the Self-Certified
small business set-asides other than for     the requirements of a specific               Programs, you can determine for
                                             government contract. The SBA will            yourself if your business meets the
construction services, any concern
                                             conduct a detailed review of the firm’s      requirements by referring to the Federal
proposing to furnish a product that it did
                                             technical and financial capabilities to      Acquisition Regulations (FAR).
not itself manufacture must furnish the                                                      Just as Congress has given federal
                                             perform on the contract. If the business
product of a small business                                                               agencies a goal of procuring 23 percent
                                             demonstrates the capability to perform,
manufacturer unless the SBA has                                                           of federal contracts from small
                                             the SBA issues a Certificate of
granted either a waiver or exception to                                                   businesses, so too must federal agencies
                                             Competency to the contracting officer,
this requirement. In industries where                                                     meet specific contracting goals for other
                                             requiring award of that contract to the
the SBA finds that there are no small        small business.                              categories of small firms. These goals
business manufacturers, it may issue a                                                    are:
waiver to the non-manufacturer rule.                                                        • 5 percent of contracts go to Small
Waivers permit small businesses to           WHat You sHoulD knoW                             Disadvantaged Businesses
provide any domestic firm’s product.         about Your business                            • 5 percent go to Women-Owned Small
                                                To be eligible to bid on a federal
Subcontracting                                                                              • 3 percent go to Service-Disabled
                                             contract, you must know your business.           Veteran-Owned Small Businesses
   Subcontracting opportunities are a        Answer the following three questions:          • 3 percent go to HUBZone Small
great resource for small businesses,         1. Are you a small business?                     Businesses
especially to those not ready to bid as         Is your small business:                      Federal agencies have a strong
prime contractors. Experience gained           • Organized for profit?
from subcontracting with a federal prime                                                  incentive to fulfill these contracting
                                               • Located in the U.S.?                     goals. You should apply for those SBA-
contractor can better prepare businesses       • Operated primarily within the U.S. or
to bid for prime contracts.                                                               Certified and Self-Certified programs for
                                                 making a significant contribution to
   Current regulations stipulate for             the U.S. economy through payment of      which you qualify to take advantage of
contracts offering subcontracting                taxes or use of American products,       contracting opportunities.
opportunities over $650,000 for goods            materials, or labor?
and services, or $1.5 million for
construction, large business prime
                                               • Independently owned and operated?
                                               • Not dominant in the field of operation
contractors must offer maximum                   in which it is bidding for government       The HUBZone program helps small
practicable subcontracting opportunities         contracts?                               businesses located in distressed urban
to small businesses. Large business            • A sole proprietorship, partnership,      and rural communities, known as
prime contractors must submit a                  corporation, or any other legal form?    Historically Underutilized Business
subcontracting plan describing how they         If the first six criteria apply to your   Zones, gain access to federal set-aside
will successfully subcontract to small       business, ask yourself the second            contracts and, sole source contracts as
businesses.                                  important question to find out if your       well as a price evaluation preference in
   To find subcontracting opportunities,     business meets size standard                 full and open contract competitions.
a list of Federal prime contractors is       requirements.                                There is a statutory requirement that
available through SBA’s Subcontracting       2. What is the size standard for your        HUBZone small business concerns be
Directory at and                 business?                                    awarded not less than 3 percent of the Research the list of prime         Size standards are used to determine      total value of all prime contract awards.
contractors and determine which are          whether a business is small or “other        . The HUBZone program also establishes
best suited for your business. Develop a     than small”. Size standards vary             preference for award of federal contracts
marketing strategy, and then contact the     depending upon the industry. To              to small businesses in these areas. To
Small Business Liaison Officer listed for    determine the size standard for your         qualify for the program, a business
each prime to schedule an appointment.       business, you will need a NAICS code.        (except tribally-owned concerns) must
                                             Every federal agency uses these codes        meet the following criteria:
                                             when considering your business. To             • It must be a small business by SBA
Rochester PTAC:
                                             determine your NAICS code, go to                 size standards
    Paulette Birch
                                                     • It must be owned and controlled at
    50 W. Main St., Ste. 8100
                                                                                              least 51% by U.S. citizens, or a
    Rochester, NY 14614                        Some SBA programs require their
                                                                                              Community Development Corporation,
    585-753-2015                             own unique size standards. To find out
                                                                                              an agricultural cooperative, or an                  more about these requirements and                Indian tribe            other size standard information, go to         • Its principal office must be located
                                                                    within a “Historically Underutilized
North Country PTAC:
    Claire Seiferth                          3. Do you fall under a specific                  Business Zone,” which includes lands
    1241 Coffeen St.                         certification?                                   considered “Indian Country” and
    Watertown, NY 13601                         Under the umbrella of “small                  military facilities closed by the Base
    315-788-4400                             business,” SBA has outlined several              Realignment and Closure Act                      specific certifications that businesses

36 — Small Business Resource   SYRACUSE                                                                 Visit us online:
  • At least 35% of its employees must        a group without regard to their              CCR profiles and update their ORCA
    reside in a HUBZone.                      individual capabilities. The following       profiles, making sure that both profiles
  Existing businesses that choose to          individuals are presumed to be socially      reflect their SDB status.
move to qualified areas are eligible to       disadvantaged: Black Americans, Native
apply for certification. To fulfill the       Americans, American Indians, Eskimos,
requirement that 35 percent of a              Aleuts, or Native Hawaiians, Hispanic        sDvosb
HUBZone firm’s employees reside in a          Americans, Asian Pacific Americans, and         The SDVOSB (Service-Disabled
HUBZone, employees must live in a             Subcontinent Asian Americans. An             Veteran-Owned Small Business)
primary residence at a place for at least     individual who is not a member of one of     program has a federal government-wide
180 days, or as a currently registered        these groups must establish individual       goal of awarding at least 3 percent of
voter, and with intent to live there          social disadvantage by a preponderance       prime and subcontracting dollars to
                                              of evidence. Economically disadvantaged      Service-Disabled Veteran-Owned Small
  SBA is responsible for:
                                              individuals are socially disadvantaged       Businesses each year. Large prime
  • Determining whether or not individual
    concerns are qualified HUBZone small      individuals whose ability to compete in      contractors must also establish a
    business concerns;                        the free-enterprise system has been          subcontracting goal for Veteran-Owned
  • Maintaining a list of qualified           impaired due to diminished capital and       Small Businesses in their
    HUBZone small business concerns for       credit opportunities as compared to
                                                                                           Subcontracting Plans. These
    use by acquisition agencies in            others in the same or similar line of
                                                                                           subcontracting goals are reviewed at
    awarding contracts under the program;     business who are not socially
  • Adjudicating protests and appeals of      disadvantaged.                               time of proposal by both the contracting
    eligibility to receive HUBZone               Firms owned by Alaska Native              officer and SBA prior to the award of a
    contracts.                                Corporations, Indian Tribes, Native          contract.
   For additional information, visit          Hawaiian Organizations, and                     The SDVOSB Protest is administered                          Community Development Corporations           by SBA to ensure that only businesses
                                              can also apply to the SBA for 8(a)           owned by service-disabled veterans
8(a) business Development                     business development assistance.             receive contracts reserved exclusively for
program                                          So that approved firms can obtain
                                              training, counseling, and business
                                                                                           them. When a business’s SDVOSB self-
                                                                                           certification is challenged, SBA
   The 8(a) Business Development
                                              development assistance, SBA designates       determines if the business meets the
program is a nine year program
                                              a staff person at a local SBA District       status, ownership, and control
established to assist eligible socially and
                                              Office, geographically near the business.    requirements.
economically disadvantaged individuals
                                                 SBA is responsible for                       To determine your eligibility, contact
develop and grow their businesses.
                                                • Determining whether a business
Business development assistance                                                            your local veterans business
                                                  qualifies for the 8(a) Business
includes one-to-one counseling, training          Development program                      development officer, visit the various
workshops, and other management and             • Determining whether a business           program websites, or contact SBA’s
technical guidance. There is a statutory          continues to qualify, during the nine-   Office of Veterans Business
requirement that small disadvantaged              year term.                               Development at
business concerns be awarded not less           • Approving Mentor/Protégé agreements         For more information on certifications
than 5 percent of the total value of all          between 8(a) firms and large             not described in depth here, refer to the
prime contract awards. All firms that             businesses.
                                                                                           glossary of terms..
become eligible for SBA’s 8(a) business         For additional information, visit
development assistance are also     
considered small disadvantaged business
concerns for federal contracting. To be
                                                                                           HoW to get starteD
eligible for the 8(a) Business
                                              sDb                                             Once you have identified the
Development program, a business must             An SDB (Small Disadvantaged               important information regarding your
meet the following criteria:                  Business) is defined as a small business     business, it is time to start the process of
  • It must be a small business by SBA        that is at least 51 percent owned and        procuring a government contract. Take
    size standards;                           controlled by one or more individuals        these necessary steps to begin the
  • It must be owned (at least 51 percent)                                                 bidding process:
                                              who are socially and economically
    by one or more individuals who qualify                                                   1. Identify your DUNS (Data Universal
    as socially and economically                                                                Numbering System) number
    disadvantaged, and who are US                There is a federal-government wide             To register your business, obtain a
    citizens of good character;               goal of awarding at least 5 percent of            DUNS number used to identify and
  • It must be controlled, managed, and       prime contracting dollars to SDBs each            track millions of businesses. You can
    operated by one or more individuals       year. Large prime contractors must also           obtain your free DUNS number when
    who qualify as disadvantaged, and;                                                          registering with the CCR (Central
                                              establish a subcontracting goal for SDBs
  • It must demonstrate potential for                                                           Contractor Registration) at
                                              in their Subcontracting Plans.                    or by contacting Dun & Bradstreet at
    success (generally by being in business
    for at least two full years) before          Firms self-certify as SDB for without
    applying.                                 submitting any application to SBA,             2. Identify your EIN
   Socially disadvantaged individuals are     however firms approved by SBA into the            (Employer Identification Number)
those who have been subjected to racial       8(a) Business Development program are             An EIN, otherwise known as a federal
                                              automatically certified as an SDB. To             tax identification number, is generally
or ethnic prejudice or cultural bias
                                                                                                required of all businesses. For more
because of their identity as a member of      self-certify, firms should update their           information, go to

Visit us online:                                                             SYRACUSE Small Business Resource —   37
  3. Identify your NAICS and SIC codes               obtain a government contract, you will        Federal Contracts,” is a good
     The NAICS and SIC codes are used to             not be receiving all of the money at          introduction for businesses looking to
     classify the industry a particular              once. It helps to have a clear plan of        obtain a contract with the federal
     business occupies. To register your             how your business will stage the              government. To view this course,
     business, supply at least one code.             benefits of the contract.                     among others, go to
     Refer to the Glossary for more               8. Search FedBizOpps for contracting   
     information.                                    opportunities                              4. Online Podcasts
  4. Register with the CCR                           Federal Business Opportunities, or            To make help even more accessible,
     The CCR is an online government-                FedBizOpps, is an online service              SBA has podcasts on a variety of topics
     maintained database of companies                operated by the federal government            that will provide more specific
     wanting to do business with the                 that announces available business             information on SBA, government
     federal government. Agencies search             opportunities. FedBizOpps helps               contracting, and small businesses. To
     the database for prospective vendors.           identify the needs of federal agencies        access these podcasts, go to
     The CCR is at                      and available contracting            and select the
   After completing registration, you will           opportunities. To begin searching for         topic you want to learn more about.
be asked to enter your small business                contracting opportunities, go to           5. Counseling Services
profile information through the SBA                                          SBA has a variety of counseling
Supplemental Page. The information                9. Marketing Your Business                       services aimed at targeting the various
will be displayed in the Dynamic Small               Registering your business is not              needs of small business owners. Some
Business Search.                                     enough to obtain a federal contract:          of the counseling services we offer are:
   Creating a profile in CCR and keeping             you will need to market your business            o SBA district offices: These offices
                                                     to attract federal agencies. Tips for              can provide general information
it current ensures your firm has access
                                                     good marketing are:                                about SBA and government
to federal contracting opportunities.
                                                        o Determine which federal agencies              contracts.
Entering your small business profile,                     buy your product or service, and            o SBDCs (Small Business
including your business information and                   get to know them                              Development Centers): SBDCs
key word description, allows contracting                o Identify the contracting                      provide management assistance to
officers, prime contractors, and buyers                   procedures of those agencies                  current and prospective small
from state and local governments to                     o Focus on opportunities in your                business owners in the form of
learn about your company.                                 niche and prioritize                          both information and guidance.
  5. Use ORCA                                      Although not required, you may want                o WBCs (Women’s Business
     Prospective contractors must complete      to obtain a PSC (Product Services Code)                 Centers): WBCs exist to help
     (electronically or through submission      and/or a FSC (Federal Supply                            women entrepreneurs, especially
     of paperwork), representations and         Classification). These codes provide                    women who are economically
     certifications for small business size                                                             and/or socially disadvantaged,
                                                additional information about the services
     and program status as part of the                                                                  start and grow their own business.
     process that registers your business for
                                                and products your business offers.
                                                                                                        This is achieved through
     federal contracting opportunities. To                                                              comprehensive training and
     make this process easier for everyone
     involved, the government developed
                                                available resources                                     counseling on a vast array of topics
                                                                                                        in many languages.
     ORCA (Online Representations and             SBA has a variety of services and                   o SCORE - Counselors to America’s
     Certifications Application), where         resources that can provide you with                     Small Business: One of SBA’s
     generally, businesses can complete all     more information and coach you through                  resource partners, SCORE in a
     of the paperwork online. To begin this     the necessary steps to take in order to be              non-profit organization dedicated
     process, first register your firm in       successful in your search for a                         to helping entrepreneurs and
     CCR, then go to          government contract.                                    small business start, grow, and
  6. Register with the GSA Schedule               1. The 8(a) Business Development                      succeed nationwide.
     The GSA (Government Services                    Program                                          o Office of Veterans Business
     Administration) Multiple Award                  The 8(a) Business Development                      Development: The Office of
     Schedule (aka Federal Supply                    Program provides development support               Veterans Business Development
     Schedule) is used by GSA to establish           to small businesses that are                       aims at maximizing the
     long-term, government-wide contracts            economically and/or socially                       availability, applicability, and
     with commercial firms. Once these               disadvantaged. To find out more, go to             usability of SBA programs for
     contracts are established, government                                     Veterans, Service-Disabled
     agencies can order the supplies and          2. The Mentor Protégé Program                         Veterans, Reserve Component
     services they need directly from the            The Mentor Protégé Program                         Members, and their dependents or
     firms through the use of an online              encourages approved mentors to                     survivors.
     shopping tool. Becoming a GSA                   provide various forms of business             To find the locations of these offices, or
     schedule contractor increases your              assistance to eligible 8(a) participants      to learn more, go to
     opportunity for contracts across all            as protégés to improve their ability to
     levels of government. Businesses                compete in the public and private          6. Procurement Resources
     interested in becoming GSA schedule             marketplaces successfully. To find out        There are three main resources
     contractors should review the                   more, go to       available for procurement concerns:
     information available at                     3. Online Training Programs                         o PTACs (Procurement Technical                          SBA’s Small Business Training                      Assistance Centers): PTACs
  7. Make Sure Your Business is Financially          Network is a virtual campus complete               provide assistance to businesses
     Sound                                           with courses and programs to help the              that want to sell products and
     This critical step is absolutely                small business owner. The free,                    services to federal, state, and/or
     necessary to make sure that your                30-minute course, “Business                        local government. To find a PTAC
     business is financially prepared for the        Opportunities: A Guide to Winning                  in your state, go to
     journey ahead. Even if you are able to                                                   

38 — Small Business Resource   SYRACUSE                                                                      Visit us online:
          o PCRs (Procurement Center
                                                                   GLOSSARY OF TERMS
            Representatives) and CMRs
            (Commercial Marketing
            Representatives): PCRs work to      8(a): The 8(a) Business Development          complete your registration, but be sure
            increase the small business share   Program assists eligible socially and        to list as many as apply. You may also
            of federal procurement awards.      economically disadvantaged individuals       add or change NAICS codes at any time.
            CMRs offer many services to         develop and grow their business. There       To find your NAICS code, visit
            small businesses, including         is a federal government-wide goal of
            counseling on how to obtain         awarding at least 5 percent of               www/naics/index.html.
            subcontracts. To find a PCR or      contracting dollars to small
            CMR near you, go to                 disadvantaged businesses (SDBs); and         Mentor Protégé Program: The SBA-
               firms approved into the 8(a) BD program      sponsored Mentor Protégé Program is a
                                                are automatically certified as an SDB.       subset of the 8(a) Business Development
                                                Businesses that usually have been in         program. Mentor firms are paired with
                                                existence for at least two years may be      protégé firms to provide managerial and
                                                eligible for the nine-year program that      technical assistance to compete
                                                includes counseling, training, and           successfully for federal contracts. For
                                                potential federal procurement                more information, go to

                                                CCR (Central Contractor Registration):       Service-Disabled Veteran-Owned: The
                                                The CCR is an online government-             Service-Disabled Veteran-Owned Small
                                                maintained database of companies             Business program is a subset of the
                                                wanting to do business with the federal      Veteran-Owned Small Business
                                                government. Agencies search this             program, and has a federal government-
                                                database for prospective vendors. To         wide goal of awarding at least 3 percent
                                                register with the CCR, go to                 of prime and subcontracting dollars to
                                                                       Service-Disabled Veteran-Owned Small
                                                                                             Businesses each year.
                                                FAR (Federal Acquisition Regulations):
                                                The FAR is the book of official              SIC (Standard Industrial Classification):
                                                acquisition regulations by which             SIC codes are four-digit numbers that
                                                government programs are defined and          are used to classify the industry a
                                                federal agencies determine the awarding      particular business occupies. While
                                                of contracts. To view the complete FAR,      NAICS codes have largely replaced SIC
                                                go to               codes, you will still need to provide your
                                                                                             SIC code. SIC codes can be found at
 Additional Online Resources                    GCBD (Government Contracting and   
                                                Business Development): The Office of
    ■ Department of Defense (The                Government Contracting and Business          Veteran-Owned: A veteran-owned small
      DoD is the largest purchaser of           Development is an office within SBA          business is defined as one that is at least
                                                that aims to enhance the effectiveness of    51 percent owned and controlled by one
      goods from small businesses):
                                                small business programs by developing        or more veterans; or, in the case of any
                                                policies, regulations, and statutory         publicly owned business, at least 51
                                                changes. Please refer to the official        percent of the stock is owned by one or
    ■ Office of Federal Procurement             website at          more veterans and whose management
      Policy:                                                                                and daily business operations are                   HUBZone (Historically Underutilized          controlled by one or more veterans. For
      procurement                               Business Zone): HUBZones are SBA-            more information, go to
                                                designated geographic regions that have
    ■ Acquisition Forecast:                     been historically underutilized. There is                 a federal government-wide goal of            Women-Owned: A woman-owned small
      procurement_forecasts/index.              awarding at least 3 percent of               business is defined as one that is at least
      html                                      contracting dollars to small businesses      51 percent owned and controlled by one
                                                in HUBZones. In order to be eligible for     or more women; or, in the case of any
    ■ Federal Supply Schedule (FSS):            the HUBZone program, businesses must         publicly owned business, at least 51                               have their headquarters located in a         percent of the stock is owned by one or
                                                HUBZone and 35 percent of their              more women and whose management
                                                employees must reside in a HUBZone.          and daily business operations are
    ■ GSA Center for Acquisition
                                                                                             controlled by one or more women. There
      Excellence:                                                                            is a federal goal of awarding at least 5
                                                NAICS (North American Industry                       Classification): NAICS codes are six-digit   percent of contracting dollars to women-
      content/103487                            numbers that are used to classify the        owned small businesses each year. For
                                                industry a particular business occupies.     more information, go to
                                                You will need at least one NAICS code to

Visit us online:                                                                SYRACUSE Small Business Resource —   39
                                             DISASTER RECOVERY &

                   DISASTER ASSISTANCE
                        Knowing the Types of Assistance Available for Recovery
                                                                                               More information on all of SBA’s
                                                                                            disaster assistance programs, including
                                                                                            information for military reservists, is
                                                                                            available at
                                                                                            Disaster Preparedness
                                                                                               For small businesses, surviving a
                                                                                            disaster doesn’t begin with clearing the
                                                                                            debris and returning to work.
                                                                                               Surviving begins long before the
           he disaster program is SBA’s      injury disaster loans to small businesses,     disaster strikes, or before active-duty

T          largest direct loan program,
           and the only SBA program for
           entities other than small
           businesses. SBA is
responsible for providing affordable,
timely and accessible financial assistance
to homeowners, renters, businesses of all
                                             small agricultural cooperatives and
                                             private nonprofit organizations of all
                                             sizes. The loan limit for economic injury,
                                             as a direct result of the disaster event, is
                                             $2 million. These working capital loans
                                             are intended to be made to entities
                                                                                            orders are received – with proper
                                                                                            planning. Your planning should include
                                                                                            insurance coverage, emergency power,
                                                                                            protection of company records, fire safety,
                                                                                            medical emergencies, taking care of your
                                                                                            employees and continuity planning – how
                                                                                            your business will continue during and
                                             without credit elsewhere, as determined
sizes and private, nonprofit organizations   by SBA, to help pay ordinary and               after the emergency or disaster.
following declared disasters. By law,                                                          Starting is as easy as clicking on the
                                             necessary operating expenses that would
governmental units and agricultural                                                         SBA’s Web site at
                                             have been payable barring the disaster
enterprises are ineligible.                                                                 The site includes a wealth of information
                                             event. The limit for physical and EIDL         on the SBA’s disaster recovery programs
     The SBA is authorized by the Small
                                             loans combined is $2 million.                  for homeowners, renters, businesses of
Business Act to make two types of
                                                Military Reservists Economic Injury         all sizes and private, nonprofit
disaster loans:
                                             Disaster Loans, a type of economic injury      organizations. There are articles on
                                             loan, are available for up to $2 million to    emergency planning for disasters,
Physical Disaster Loans                      assist eligible small businesses meet
   Physical Disaster Loans are the                                                          descriptions of SBA’s programs, and links
primary source of funding for permanent      their ordinary and necessary operating         to government and industry Web sites
rebuilding and replacement of uninsured      expenses that they could have met, but         with great planning information.
or underinsured disaster-caused              are unable to meet, because an essential          Additionally, to help small businesses
damages to privately-owned real and/or       employee was “called up” to active duty        with their preparedness planning, SBA
                                             in his/her role as a military reservist.       has teamed up with Agility Recovery
personal property. SBA’s physical
                                             These loans are intended to provide only       Solutions to encourage small businesses
disaster loans are available to
                                             the amount of working capital needed by        to take the necessary steps to protect
homeowners, renters, businesses of all
                                             a small business to pay its necessary          their employees, important records and
sizes and private nonprofit organizations
                                             obligations as they mature until               their business assets. SBA and Agility
of all sizes. A homeowner may apply for a                                                   have partnered to provide an educational
loan of up to $200,000 to repair or          operations return to normal after the
                                                                                            tool for small business owners via the
replace the primary residence to its pre-    essential employee is released from            Prepare My Business Web site
disaster condition. Homeowners or            active military duty.                          (
renters may apply for a loan up to              For all disaster loans, SBA can only           As small businesses are leading
$40,000 to help repair or replace personal   approve loans to applicants having a           America’s economic recovery, many of
property, such as clothing, furniture or     credit history acceptable to SBA and who       them are investing time and money into
automobiles, lost in the disaster.           also show the ability to repay the loans.      their plans to grow and create jobs.
Businesses and private, nonprofit            The terms of each loan are established in      Developing a strong disaster
organizations of any size may apply for a    accordance with each borrower’s ability        preparedness plan should be a critical
loan up to $2 million (actual loan           to repay. The law gives SBA several            and integral piece of those efforts.
amounts are based on the amount of           powerful tools to make disaster loans          Planning for a disaster is the best way of
uncompensated damage) to repair or           affordable: low-interest rates (around 4       limiting its effects.
replace real property, machinery,            percent), long-terms (up to 30 years), and
equipment, fixtures, inventory and                                                          Other helpful sites include:
                                             refinancing of prior liens (in some cases).      Department of Homeland Security
leasehold improvements.
                                             As required by law, the interest rate for      (DHS) and the Federal Emergency
                                             each loan is based on SBA’s                    Management Agency (FEMA) -
Economic Injury Disaster Loans               determination of whether each applicant
  Economic injury disaster loans provide                                          
                                             does or does not have credit available           Red Cross Ready Rating Program -
the necessary working capital after a
                                             elsewhere (the ability to borrow or use and
declared disaster until normal operations
                                             their own resources to overcome the
resume. The law restricts economic

40 — Small Business Resource   SYRACUSE                                                                     Visit us online:

                               WATCHING OUT FOR YOU
                                           The SBA is Your Voice in Washington

oFFice oF aDvocacY                              nonprofit organizations), and consider
                                                regulatory alternatives that minimize
                                                                                            owners, nonprofit organizations and
                                                                                            small government entities. Comments
   The SBA’s Office of Advocacy, the            the economic burden on small entities.      are forwarded to federal agencies for
“small business watchdog” of the                  Advocacy’s mission is enhanced by a       review, and in some cases fines may be
government, examines the role and               team of regional advocates, located in      lowered or eliminated and decisions
status of small business in the economy         the SBA’s 10 regions. They are              changed in favor of the small business
and independently represents the views          Advocacy’s direct link to small business    owners. Each year the National
of small business to federal agencies,          owners, state and local government          Ombudsman files a report with the U.S.
Congress, the President and federal             entities, and organizations that support    Congress on the responsiveness of
appellate courts as friends of the court.       the interests of small entities. The        federal agencies regarding their actions
Advocacy compiles and interprets                regional advocates help identify            of regulatory and compliance
statistics on small business and is the         regulatory concerns of small business by    enforcement on small businesses.
primary entity within the federal               monitoring the impact of federal and           To request help, send the National
government to disseminate small                 state policies at the grassroots level.     Ombudsman a complete Federal Agency
business data.                                    Learn more about the Office of            Comment Form. You may do this by fax
   Headed by the Chief Counsel for              Advocacy at               at 202-481-5719; online at the
Advocacy, the office also funds outside                                                     Ombudsman’s Web page
research of small business issues and
produces numerous publications to               oFFice oF tHe national            ; or by mail at
                                                                                            409 Third Street S.W., Mail Code 2120,
inform policy makers about the                  ombuDsman                                   Washington, DC 20416.
important role of small business in the           If excessive fines, penalties or unfair      The Ombudsman also coordinates 10
economy and the impact of government            regulatory enforcement by federal           Regional Regulatory Fairness Boards
policies on small business. In addition,        agencies are problems for your small        which meet regularly to receive
the office monitors federal agency              business, you have a voice in               comments about federal regulations
compliance with the Regulatory                  Washington, D.C., through the SBA’s         affecting small businesses.
Flexibility Act – the law that requires         Office of the National Ombudsman.              Learn more about the National
agencies to analyze the impact of their           The Ombudsman receives comments           Ombudsman from the Web site above or
proposed regulations on small entities          regarding federal regulatory                call 888-REG-FAIR.
(including small businesses, small              enforcement from small business
governmental jurisdictions and small

Visit us online:                                                             SYRACUSE Small Business Resource —   41
 Other Sources of                                TOWN OF UNION DEPARTMENT OF        ADIRONDACK ECONOMIC                    MOHAWK VALLEY EDGE
                                                 ECONOMIC DEVELOPMENT               DEVELOPMENT CORPORATION                 153 Brooks Rd.
 Assistance                                        3111 E. Main St.                   67 Main St., Ste. 200/P.O. Box 747    Rome, NY 13441
   Economic Development Organizations
                                                   Endwell, NY 13760-5990             Saranac Lake, NY 12983-0747           315-338-0393
   Economic development organizations offer
                                                   607-786-2945                       518-891-5523
   a wide array of programs and services for
                                                                                                                           ONONDAGA COUNTY
   new businesses as well as for companies in                                       FULTON COUNTY
                                                 CAYUGA COUNTY                                                             CNY REGIONAL PLANNING AND
   need of expansion or relocation assistance.                                      FULTON COUNTY ECONOMIC
                                                 CAYUGA COUNTY DEPARTMENT OF                                               DEVELOPMENT BOARD
   Typical services provided by these                                               DEVELOPMENT CORPORATION
                                                 PLANNING AND ECONOMIC                                                       126 N. Salina St., Ste. 200
   organizations includes site location, tax                                          110 Decker Dr., Ste. 110
                                                 DEVELOPMENT                                                                 Syracuse, NY 13202
   incentives and loan packages. For more                                             Johnstown, NY 12095
                                                   Cayuga County Office Bldg.                                                315-422-8276
   information contact the economic                                                   518-773-8700
                                                   160 Genesee St.
   development organization in the
                                                   Auburn, NY 13021                 GREENE COUNTY                          GREATER SYRACUSE BUSINESS
   geographic area of your interest.
                                                   315-253-1276                     GREENE COUNTY ECONOMIC                 DEVELOPMENT CORPORATION
                                                                                    DEVELOPMENT, TOURISM & PLANNING          572 S. Salina St.
                                                 CHEMUNG COUNTY                     DEPARTMENT                               Syracuse, NY 13202
                                                 CHEMUNG COUNTY INDUSTRIAL            411 Main St.                           315-470-1888
   800-STATE NY (782-8369)
                                                 DEVELOPMENT AGENCY                   Catskill, NY 12414
                                                   400 E. Church St.                  518-719-3290                         ONONDAGA COUNTY OFFICE OF
                                                   Elmira, NY 14901                                                        ECONOMIC DEVELOPMENT
   30 S. Pearl St.
                                                   607-733-6513                     HAMILTON COUNTY                          Civic Center
   Albany, NY 12245
                                                                                    HAMILTON COUNTY DEPARTMENT OF            421 Montgomery St., 14th Fl.
                                                 CHENANGO COUNTY                    ECONOMIC DEVELOPMENT & TOURISM           Syracuse, NY 13202
                                                 CHENANGO COUNTY AREA CORP.           102 County View Dr./P.O. Box 57        315-435-3770
                                                 INDUSTRIAL DEVELOPMENT AGENCY        Lake Pleasant, NY 12108
                                                   19 Eaton Ave.                      518-548-3076                         SYRACUSE ECONOMIC
   Hedley Park Place
                                                   Norwich, NY 13815                                                       DEVELOPMENT CORPORATION
   433 River St., Ste. 1003                                                         HERKIMER COUNTY INDUSTRIAL
                                                   607-334-5532                                                              223 E. Washington St., Rm. 221
   Troy, NY 12180                                                                   DEVELOPMENT AGENCY                       Syracuse, NY 13202
   518-270-1130                                                                       320 N. Prospect St./P.O. Box 390
                                                 COLUMBIA COUNTY                                                             315-448-8101                                                 Herkimer, NY 13350
                                                 COLUMBIA ECONOMIC DEVELOPMENT
                                                   401 State St.                      315-867-1373                         CNY TECHNOLOGY DEVELOPMENT
                                                   Hudson, NY 12534                                                        ORGANIZATION, INC.
   620 Erie Blvd. W., Ste. 112                                                      JEFFERSON COUNTY
                                                   518-828-3375                                                              445 Electronics Pkwy., Ste. 206
   Syracuse, NY 13204                                                               INDUSTRIAL DEVELOPMENT AGENCY
                                                                                                                             Liverpool, NY 13088
   315-425-9110                                                                       800 Starbuck Ave., Ste. 800
                                                 CORTLAND COUNTY                                                             315-425-5144                                                   Watertown, NY 13601
                                                 CORTLAND COUNTY BUSINESS
                                                 DEVELOPMENT CORPORATION/CORTLAND                                          OSWEGO COUNTY
                                                 COUNTY INDUSTRIAL DEVELOPMENT                                             CITY OF OSWEGO COMMUNITY
  207 Genesee St., Rm. 1604                                                         JEFFERSON COUNTY
                                                 AGENCY                                                                    DEVELOPMENT OFFICE
  Utica, NY 13501                                                                   WATERTOWN LOCAL
                                                   37 Church St.                                                              20 W. Oneida St., 3rd Fl.
  315-793-2366                                                                      DEVELOPMENT CORPORATION
                                                   Cortland, NY 13045                                                         Oswego, NY 13126                                                    Buck Bldg., 82 Public Square
                                                   607-753-5005                                                               315-343-3795
                                                                                      Watertown, NY 13601
 NORTH COUNTRY REGION                                                                 315-786-3494
                                                 DELAWARE COUNTY                                                           OPERATION OSWEGO COUNTY
   Dulles State Office Bldg.
                                                 DELAWARE COUNTY DEPARTMENT OF                                               44 W. Bridge St.
   317 Washington St., 2nd Flr.                                                     JEFFERSON COUNTY JOB
                                                 ECONOMIC DEVELOPMENT                                                        Oswego, NY 13126
   Watertown, NY 13601                                                              DEVELOPMENT AGENCY
                                                   One Courthouse Square, Ste. 4                                             315-343-1545
   315-785-7931                                                                       800 Starbucks Ave., Ste. 800
                                                   Delhi, NY 13753                                                Watertown, NY 13601
                                                   607-746-8595                                                            OTSEGO COUNTY
                                                                                                                           OTSEGO COUNTY ECONOMIC
                                                 DELAWARE PLANNING &                                                       DEVELOPMENT DEPARTMENT
   State Office Bldg.                                                               LEWIS COUNTY
                                                 DEVELOPMENT AGENCY                                                          242 Main St.
   44 Hawley St., Rm. 1508                                                          LEWIS COUNTY DEPARTMENT OF
                                                   Galant Ave./P.O. Box 367                                                  Oneonta, NY 13820
   Binghamton, NY 13901                                                             ECONOMIC DEVELOPMENT & PLANNING
                                                   Delhi, NY 13753                                                           607-432-8871
   607-721-8605                                                                       7660 State St.
                                                   607-746-2944                                                Lowville, NY 13367
                                                                                                                           RENSSELAER COUNTY
                                                 ESSEX COUNTY                                                              BUREAU OF ECONOMIC
                                                 ESSEX COUNTY INDUSTRIAL                                                   DEVELOPMENT & PLANNING
   400 E. Church St.                                                                MADISON COUNTY
                                                 DEVELOPMENT AGENCY                                                          1600 7th Ave.
   Elmira, NY 14901                                                                 MADISON COUNTY INDUSTRIAL
                                                   7566 Court St./ P.O. Box 217                                              Troy, NY 12180
   607-733-6513                                                                     DEVELOPMENT AGENCY
                                                   Elizabethtown, NY 12932                                                   518-270-2914                                                Canastota Business Center
                                                                                      3215 Seneca Turnpike
                                                                                                                           SARATOGA COUNTY
 BROOME COUNTY                                                                        Canastota, NY 13032
                                                 FRANKLIN COUNTY                                                           SARATOGA ECONOMIC
 BROOME COUNTY PLANNING AND                                                           315-697-9817
                                                 FRANKLIN COUNTY INDUSTRIAL                                                DEVELOPMENT CORPORATION
                                                 DEVELOPMENT AGENCY                                                          28 Clinton St.
   60 Hawley St.                                                                    MONTGOMERY COUNTY
                                                   10 Elm St., Ste. 2                                                        Saratoga Springs NY 12866
   Binghamton, NY 13901                                                             AMSTERDAM URBAN RENEWAL
                                                   Malone, NY 12953                                                          518-587-0945
   607-778-2114                                                                       City Hall, 61 Church St.
                                                                                      Amsterdam, NY 12010

42 — Small Business Resource        SYRACUSE                                                                                     Visit us online:
 ST. LAWRENCE                              CAPITAL DISTRICT COMMUNITY                   SYRACUSE AREA                                    Library Systems
 ST. LAWRENCE COUNTY                       LOAN FUND, INC.                              APPLESEED TRUST                                    Your public library is a valuable, free
 INDUSTRIAL DEVELOPMENT AGENCY               255 Orange St.                               220 Herald Place, 2nd Fl.                        resource for small business materials,
    80 St. Hwy. 310, Ste. 6                  Albany, NY 12210                             Syracuse, NY 13202                               training, Internet access and information.
    Canton, NY 13617                         518-436-8586                                 315-424-9485                                     Having the right information can mean the
    315-379-9806                                                                                                                           difference between success and failure. Do
                                           SCHENECTADY COUNTY                           JUBILEE HOMES BUSINESS                             you need help with marketing,
                                           COMMUNITY BUSINESS CENTER                    RESOURCE CENTER                                    demographics, preparing a business plan,
                                             920 Albany St.                               506 W. Onondaga St.                              international trade, franchising, finding an
    80 St. Hwy. 310, Ste. 6
                                             Schenectady, NY 12307                        Syracuse, NY 13205                               attorney, customer service, advertising,
    Canton, NY 13617
                                             518-382-3069                                 315-471-2720                                     super-visiting staff, financing... you'll find it
                                                                                                                                           all at your library! For more information
 SCHENECTADY COUNTY                        AMSTERDAM AREA                               SOUTH SIDE INNOVATION CENTER (SSIC)                and a listing of libraries near you, please
 SCHENECTADY COUNTY ECONOMIC               CENTRO CIVICO                                  2610 South Salina St.                            call the system closest to you. Counties
 DEVELOPMENT & PLANNING                      143 E. Main St.                              Syracuse, NY 13202                               covered by each system are listed in
 DEPARTMENT                                  Amsterdam, NY 12010                          315-443-8600                                     parenthesis.
   Schaffer Heights, Ste. 303                518-842-3762                                 Incubator, business development counseling     CLINTON-ESSEX-FRANKLIN
   107 Nott Terrace                                                                       and training, certified test kitchen.            (Clinton, Essex, Franklin)
   Schenectady, NY 12308                   AUBURN AREA                                                                                     Plattsburgh
   518-386-2225                            WOMEN IN BUSINESS NETWORK                    NELSON FARMS -                                     518-563-5190
                                             Cornell Cooperative Extension              MORRISVILLE AUXILIARY CORPORATION
 SCHUYLER COUNTY                             248 Grant Ave.                               3261 Rte. 20
 SCHUYLER COUNTY PARTNERSHIP FOR                                                                                                         FINGER LAKES
                                             Auburn, NY 13021                             Cazenovia, NY 13035                              (Cayuga, Cortland, Tioga, Tompkins)
 ECONOMIC DEVELOPMENT                        315-255-1183                                 315-655-8831
   2 N. Franklin St., Ste. 330                                                                                                             Ithaca
                                                                                          Food products business assistance, certified     607-273-4074
   Watkins Glen, NY 14891                  BINGHAMTON AREA                                kitchen.
   607-535-4341                            BROOME COUNTY URBAN LEAGUE                                                                    FOUR COUNTY
 STEUBEN COUNTY                              43-45 Carroll St.                          SATOP                                              (Broome, Chenango, Delaware, Otsego)
 STEUBEN COUNTY INDUSTRIAL                   Binghamton, NY 13901                       SPACE ALLIANCE TECHNOLOGY                          Vestal
 DEVELOPMENT AGENCY                          607-723-7303                               OUTREACH PROGRAM                                   607-723-8236
   7234 Rte. 54 N./P.O. Box 393                                                           235 Harrison St.
   Bath, NY 14810-0393                     MINORITIES AND WOMEN’S                         Syracuse, NY 13202                             MID-HUDSON
   607-776-3316                            BUSINESS ENTERPRISE DEVELOPMENT                315-579-2860                                     (Columbia, Greene)
                                           CENTER, INC. (MWBE)                            Provides free technical and engineering          Poughkeepsie
 TIOGA COUNTY                                115 Court St.                                assistance for small businesses, more info       845-471-6060
 TIOGA COUNTY DEPARTMENT OF                  Binghamton, NY 13901                         at
 ECONOMIC DEVELOPMENT AND                    607-724-2118                                                                                MID-YORK
 PLANNING                                                                               WOMEN'S BUSINESS OWNERS                            (Herkimer, Madison, Oneida)
    56 Main St.                            BROOME-TIOGA WORKFORCE                       CONNECTION                                         Utica
    Owego, NY 13827                          New York Center                              P.O. Box 6384                                    315-735-8328
    607-687-8255                             171 Front St.                                Syracuse, NY 13217
                                             Binghamton, NY 13905                         315-320-WBOC (9265)                            MOHAWK VALLEY
                                             607-778-2136                                             (Fulton, Montgomery, Schenectady,
   200 E. Buffalo St., Ste. 102A                                                                                                          Schoharie)
                                           EXCELLENCE CENTER FOR                        SYRACUSE UNIVERSITY LAW CLINIC                    Schenectady
   Ithaca, NY 14850
                                           ENTREPRENEURIAL LEADERSHIP (EXCEL)             Office of Clinical Legal Education              518-355-2010
                                           PROGRAM AT BROOME COMMUNITY                    Provides legal representation to low-income
 WARREN COUNTY                             COLLEGE                                        individuals starting businesses.               NORTH COUNTRY
 WARREN COUNTY REGIONAL                      P.O. Box 1017                                P.O. Box 6543                                    (Jefferson, Lewis, Oswego,
 ECONOMIC DEVELOPMENT CORPORATION            Binghamton, NY 13907                         Syracuse, NY 13217-6543                          St. Lawrence)
   234 Glen St.                              607-778-5012                                 315-443-4582                                     Watertown
   Glen Falls, NY 12801                                                                                                                    315-782-5540
                                           WOMEN’S BUSINESS                             UTICA AREA
                                           OWNER ROUNDTABLE                             THE BUSINESS TRAINING INSTITUTE                  ONONDAGA
 WASHINGTON COUNTY                          Binghamton SBDC, Artco Bldg.                  Entrepreneur Center, Radisson Center             (Onondaga)
 WASHINGTON COUNTY LOCAL                    218-224 Water St.                             200 Genesee St.                                  Syracuse
 DEVELOPMENT CORPORATION                    Binghamton, NY 13901                          Utica, NY 13502                                  315-435-1800
   County Municipal Center,                 607-777-4024                                  315-733-9848
   383 Broadway, Bldg. A                                                                                                                 SOUTH ADIRONDACK
   Fort Edward, NY 12828                   CORNING/PAINTED POST AREA                                                                       (Hamilton, Saratoga, Warren, Washington)
                                                                                        WOMEN’S BUSINESS CENTER
   518-746-2292                            REDEC - REGIONAL ECONOMIC                                                                       Saratoga Springs
                                                                                        OF NEW YORK STATE
                                           DEVELOPMENT & ENERGY CORPORATION                                                                518-584-7300
                                                                                          200 Genesee St.
 Additional Community                        8 Denison Parkway E., 3rd Flr., Ste. 403
                                                                                          Utica, NY 13502
                                             Corning, NY 14830                                                                           SOUTHERN TIER
 Resources                                                                                877-844-9849
                                                                                                                                           (Chemung, Schuyler, Steuben)
 ALBANY AREA                                                                                                                               Corning
 ALBANY CENTER FOR ECONOMIC                NORTH COUNTRY                                                                                   607-962-3141
   Orange Street Incubator                 BUSINESS CENTER                                                                               UPPER HUDSON
   255 Orange St.                            343 W. Main St.                                                                               (Albany, Rensselaer)
   Albany, NY 12210                          Malone, NY 12953                                                                              Albany
   518-427-7804                              518-483-1261                                                                                  518-437-9880

Visit us online:                                                                                                 SYRACUSE Small Business Resource —              43
 Cornell Cooperative                          ALBANY-COLONIE REGIONAL COC           CAYUGA COUNTY COC                         CORTLAND COUNTY COC
                                                5 Computer Dr. S.                     36 South St.                              37 Church St.
 Extensions                                     Albany, NY 12205                      Auburn, NY 13021                          Cortland, NY 13045
 AUBURN COOPERATIVE EXTENSION                   518-431-1400                          315-252-7291                              607-756-5005
   248 Grant Ave., Ste. 1                       Contact: Deborah Bell                 Contact: Terri Bridenbecker               Contact: Garry VanGorden
   Auburn, NY 13021-1495                     
                                              ALEXANDRIA BAY COC                    CENTERSTATE COC                           DELAWARE COUNTY COC
 CANTON COOPERATIVE EXTENSION                   7 Market St./P.O. Box 365             572 S. Salina St.                         114 Main St.
   1894 State Hwy. 68                           Alexandria Bay, NY 13607              Syracuse, NY 13202                        Delhi, NY 13753
   Canton, NY 13617                             800-541-2110                          315-470-1800                              607-746-2281
   315-379-9192                                 Contact: Tom Weldon                   Contact: Rob Simpson                      Contact: Mary Beth Silano                                      

                                              BAINBRIDGE COC                        CENTRAL ADIRONDACK ASSOCIATION COC        FAIR HAVEN AREA COC
                                                P.O. Box 2                            3140 State Rte. 28                        P.O. Box 13
   34570 St. Hwy. 10/P.O. Box 184
                                                Bainbridge, NY 13733                  Old Forge, NY 13420                       Fair Haven, NY 13064
   Hamden, NY 13782-0184
                                                607-967-8700                          315-369-6983                              315-947-6037
                                                Contact: Helen Hernandez              Contact: Bruce Condie                     Contact: Chris Drogi
 HAMILTON COOPERATIVE EXTENSION                                                                                               FORT EDWARD COC
   Rm. 20, Piseco Common School               BETHLEHEM COC                         CHAMBER OF COMMERCE OF                      11 Rogers Island Dr.
   P.O. Box 7                                   318 Delaware Ave., Main Square      SPECULATOR                                  Fort Edward, NY 12828
   Piseco, NY 12139                             Delmar, NY 12054                      Rte. 8 and Rte. 30/P.O. Box 184           518-747-3000
   518-548-6191                                 518-439-0512                          Speculator, NY 12164                      Contact: Larry Moffitt                         Contact: Marty Delaney                518-548-4521                    
                                                  Contact: Mary Anne Ryan
 HUDSON FALLS COOPERATIVE EXTENSION                                                       FULTON COUNTY REGIONAL COC
   415 Lower Main St.                         BLUE MOUNTAIN LAKE ASSOCIATION                                                    2 N. Main St.
   Hudson Falls, NY 12839                       P.O. Box 145                        CHEMUNG COUNTY COC                          Gloversville, NY 12078
   518-746-2560                                 Blue Mountain Lake, NY 12812          400 E. Church St.                         518-725-0641                       518-352-7659                          Elmira, NY 14901                          Contact: Wally Hart
 NORWICH COOPERATIVE EXTENSION                BOLTON COC                              Contact: Kevin Keely
                                                P.O. Box 368                                 GOUVERNEUR COC
   99 N. Broad St.                                                                                                              214 E. Main St., Ste. 101
   Norwich, NY 13815                            Bolton Landing, NY 12814
                                                518-644-3831                        CHENANGO COUNTY COC                         Gouverneur, NY 13642
   607-334-5841 ext. 19                                                                                                         315-287-0331                             Contact: Douglas Houghton             19 Eaton Ave.
                                                      Norwich, NY 13815                         Contact: Donna Lawrence
   3288 Main St.                              BOONVILLE AREA COC                      Contact: Maureen Carpenter              GREATER BALDWINSVILLE COC
   Mexico, NY 13114                             122 Main St.                                       12 Oswego St.
   315-963-7286                                 Boonville, NY 13309                                                             Baldwinsville, NY 13027                           315-942-5112                        CLINTON COC                                 315-638-0550
                                                Contact: Melanie Barker               P.O. Box 142                              Contact: Valerie Getman
 VOORHEESVILLE COOPERATIVE                         Clinton, NY 13323               
 EXTENSION                                                                            315-853-1735
   24 Martin Rd./P.O. Box 497                 CAMDEN AREA COC                         Contact: Ferris Betrus                  GREATER BATH AREA COC
   Voorheesville, NY 12186                      P.O. Box 134                                 10 Pulteney Sq. W.
   518-765-3500                                 Camden, NY 13316                                                                Bath, NY 14810                           315-245-5000                        COLUMBIA COUNTY COC                         607-776-7122
                                                 507 Warren St.                            Contact: Bill Caudill
                                                                                      Hudson, NY 12534                
 Chambers of Commerce                         CANASTOTA COC                           518-828-4417
   Chambers of Commerce serve as a central                                                                                    GREATER BINGHAMTON COC
                                                222 S. Peterboro St./P.O. Box 206     Contact: David Colby
   location where the local small business                                                                                      49 Court St./P.O. Box 995
                                                Canastota, NY 13032         
   community may obtain information,                                                                                            Binghamton, NY 13902
   publications and contact information.                                                                                        607-772-8860
                                                                                    COOPERSTOWN COC
                                              CAPE VINCENT COC                        31 Chestnut St.                           Contact: Frank Berrish
 1000 ISLAND CLAYTON COC                                                                                              
   517 Riverside Dr.                            173 N. James St./P.O. Box 482         Cooperstown, NY 13326
   Clayton, NY 13624-1026                       Cape Vincent, NY 13618                607-547-9983                            GREATER CAZENOVIA COC
   315-686-3771                                 315-654-2481                              55 Albany St.
   Contact: Karen Goetz                         Contact: Shelly Higgins                                                         Cazenovia, NY 13035                           CORNING COC                                 315-655-9243
                                                                                      1 W. Market St., Ste. 302                 Contact: Paula Brooks
 ADIRONDACK REGIONAL COC                      CARTHAGE AREA COC                       Corning, NY 14830               
   5 Warren St./P.O. Box 158                    120 South Mechanic St.                607-936-4686
   Glens Falls, NY 12801                        Carthage, NY 13619                    Contact: Denise Ackley                  GREATER CHERRY VALLEY COC
   518-798-1761                                 315-493-3590                                      P.O. Box 37
   Contact: Todd Shimkus                                                                           Cherry Valley, NY 13320                                                                                               607-264-3755

44 — Small Business Resource       SYRACUSE                                                                                         Visit us online:
 GREATER GREENWICH COC                       INLET AREA COC                      ONEIDA COC                         SCHOHARIE COUNTY COC
   6 Academy St.                               Rte. 28/P.O. Box 266                136 Lenox Ave.                     113 Park Place
   Greenwich, NY 12834                         Inlet, NY 13360                     Oneida, NY 13421                   Schoharie, NY 12157
   518-692-7979                                315-357-5501                        315-363-4300                       518-295-6550
   Contact: Kevin Booth                        Contact: Adell Burnette             Contact: Brett Bogardus            Contact: Jodie Rutt           

   314 Second St.                              2176 Rte. 9                         189 Main St., Ste. 201             P.O. Box 726
   Liverpool, NY 13088                         Lake George, NY 12845               Oneonta, NY 13820                  Schroon Lake, NY 12870
   315-457-3895                                518-668-5755                        877-568-7346                       888-724-7666                Contact: Christine Moella           Contact: Rob Robinson              Contact: DeeDee Chevron
   3236 Main St.                                                                 PLATTSBURGH NORTH COUNTRY COC
                                             LAKE PLACID COC                                                        SCHUYLER COUNTY COC
   Mexico, NY 13114                                                                7061 Rte. 9/P.O. Box 310
                                               216 Main St./P.O. Box 469                                              100 N. Franklin St./St. Rt. 14
   315-963-1042                                                                    Plattsburgh, NY 12901
                                               Lake Placid, NY 12946                                                  Watkins Glen, NY 14891
   Contact: BJ Green                                                               518-563-1000
                                               800-447-5224                                                           607-535-4300                                                             Contact: Gary Douglas
                                               Contact: James McKenna                                                 Contact: Neal Max
 GREATER NORTH SYRACUSE COC                                                      POTSDAM COC
   P.O. Box 324                              LEWIS COUNTY COC                      One Market St.                   SIDNEY COC
   North Syracuse, NY 13212                    7383-C Utica Blvd.                  Potsdam, NY 13676                  24 River St., Ste. 2/P.O. Box 2295
   315-458-4181                                Lowville Common, NY 13367           315-274-9000                       Sidney, NY 13838
                                               315-376-2213                        Contact: Brenda Thornton           607-561-2642
 GREATER OGDENSBURG COC                        Contact: Gary Hamburg               Contact: Nick Nuciforo
   330 4th St.                                                         
   Ogdensburg, NY 13669                                                          PULASKI/EASTERN SHORE COC
   315-393-3620                              MALONE COC                            3044 S.R. 13                     SOUTHERN MADISON COUNTY COC
   Contact: Alicia Murphy                     170 E. Main St.                      Pulaski, NY 13142                  10 Utica St./P.O. Box 3                          Malone, NY 12953                     315-298-2213                       Hamilton, NY 13346
                                              518-483-3760                                                            315-737-9538
 GREATER OSWEGO-FULTON COC                                                       RENSSELAER COUNTY REGIONAL COC
                                              Contact: Leslie Razum
   44 E. Bridge St.                                                                255 River St.
                                                                              SOUTHERN SARATOGA COC
   Oswego, NY 13126                                                                Troy, NY 12180
                                                                                                                      15 Park Ave., Ste. 7B/P.O. Box 399
   315-343-7681                                                                    518-274-7020
                                             MASSENA COC                                                              Clifton Park, NY 12065
   Contact: Jennifer Hill                                                          Contact: Linda Hillman
                                              50 Main St.                                                             518-371-7748                                           
                                              Massena, NY 13662                                                       Contact: Peter Aust
 GREATER WATERTOWN COC                        315-769-3525                       RICHFIELD AREA COC         
   1241 Coffeen St.                           Contact: Michael Gleason             P.O. Box 909, Main St.
   Watertown, NY 13601                                  Richfield Springs, NY 13439      ST. LAWRENCE COUNTY COC
   315-788-4400                                                                    315-858-2553                        101 Main St., 1st Fl.
   Contact: Karen Delmonico                  MECHANICVILLE AREA COC                Contact: Rob Robinson               Canton, NY 13617                    312 N. 3rd Ave.                    315-386-4000
                                              Mechanicville, NY 12118                                        
 GREENE COUNTY COC                            518-664-7791                       ROME AREA COC
   1 Bridge St., 2nd Fl.                      Contact: Laura Corsase               139 W. Dominick St.              TICONDEROGA AREA COC
   Catskill, NY 12414                    Rome, NY 13440                      94 Montcalm St., Ste. 1
   518-943-4222                                                                    315-337-1700                        Ticonderoga, NY 12883
   Contact: Tracy McNally                    MOHAWK VALLEY COC                     Contact: Bill Gugliemo              518-585-6619          Radisson Hotel                             Contact: Debra Malaney
                                              200 Genesee St., Ste. One                                      
 GUILDERLAND COC                                                                 SARANAC LAKE AREA COC
                                              Utica, NY 13502
   2021 Western Ave., Ste. 105, Pega Plaza                                         39 Main St.                      TIOGA COUNTY COC
   Albany, NY 12203                                                                Saranac Lake, NY 12983              80 North Ave.
                                              Contact: Frank Elias
   518-456-6611                                                                    518-891-1990                        Owego, NY 13827
   Contact: Kathy Butbank                                                          Contact: Sylvie Nelson              607-687-2020                                                       Contact: Martha Suerbrey
                                             MONTGOMERY COUNTY COC
                                              12 S. Bridge St./P.O. Box 836                                  
 HERKIMER COUNTY COC                                                             SARATOGA COUNTY COC
                                              Fonda, NY 12068                      28 Clinton St.
   28 W. Main St.                                                                                                   TOMPKINS COUNTY COC
                                              518-853-1800                         Saratoga Springs, NY 12866
   Mohawk, NY 13407                                                                                                   904 E. Shore Dr.
                                              Contact: Deborah Austelmyer          518-584-3255
   315-866-7820                                                                                                       Ithaca, NY 14850
                                           Contact: Joseph Dalton
   Contact: John Scarano                                                                                              607-273-7080                                                      Contact: Jean McPheeters
                                             NORTHERN TIER COC
 HORNELL AREA COC                              P.O. Box 44                       SCHENECTADY COUNTY COC
   40 Main St.                                 Rouses Point, NY 12979-0044         306 State St.                    TUPPER LAKE COC
   Hornell, NY 14843                           518-297-3040                        Schenectady, NY 12305              121 Park St./P.O. Box 987
   607-324-0310                                Contact: William Herzog             518-372-5656                       Tupper Lake, NY 12986
   Contact: James Griffen                                                          Contact: Charles Stiner            518-359-3328                                                   

Visit us online:                                                                            SYRACUSE Small Business Resource —     45
  Participating                          BALLSTON SPA NATIONAL BANK     CAYUGA LAKE NATIONAL BANK        ELMIRA SAVINGS BANK (E,PX)                FIRST NIAGARA BANK (E,PX)
                                         (E,PX)                         (E)                                333 E. Water St.                        107-115 Genesee St./P.O. Box 38
  Lenders                                   87 Front St.                   3 N. Cayuga                     Elmira, NY 14901                        Auburn, NY 13201
    The most active and expert
                                            Ballston Spa, NY 12020         Union Springs, NY 13160         607-734-3374                            800-421-0004
    lenders qualify for the SBA’s
                                            518-885-6711                   315-889-7358
    Preferred, SBAExpress and Patriot                                                                    EMPOWER FEDERAL CREDIT                  FIRST NIAGARA BANK (E,PX)
    Express loan programs. Lender                                                                        UNION (E,PX)
                                         TD BANKNORTH, N.A. (P,E,PX)    CFCU COMMUNITY CREDIT                                                       41 Kellogg St.
    participants are delegated partial                                                                     521 Erie Blvd. W.
                                           237 Glen St.                 UNION (E)                                                                   New Hartford, NY 13413
    or full authority to approve                                                                           Syracuse, NY 13204
                                           Glens Falls, NY 12801          1030 Craft Rd.                                                            800-421-0004
    loans, which results in faster                                                                         315-426-5735
                                           888-792-1151                   Ithaca, NY 14850
    service. Preferred lenders
                                                                          607-257-3282 ext. 225                                                  FIRST NIAGARA BANK (E,PX)
    (“P” designation) have qualified                                                                     EMPOWER FEDERAL CREDIT
                                         BANK OF AMERICA (P,E,PX)                                                                                   1 Hudson City Ctr./P.O. Box 76
    to use full delegation of lending                                                                    UNION (E,PX)
                                           268 Genesee St.              CHAMPLAIN NATIONAL BANK                                                     Hudson, NY 12534
    authority and receive a 24-36                                                                          477 State St.
                                           Utica, NY 13502                32 Cornelia St.                                                           800-421-0004
    hour turnaround on their                                                                               Binghamton, NY 13901
                                           315-797-2707                   Plattsburgh, NY 12901
    applications to SBA. SBAExpress                                                                        607-722-3455
                                                                          518-562-1776                                                           FIRST NIAGARA BANK (E,PX)
    lenders (“E” designation) have a
                                         BANK OF AMERICA (P,E,PX)                                                                                   126 N. Salina St.
    partial delegation of authority                                                                      FIRST HERITAGE FEDERAL
                                           69 State St.                 CHEMUNG CANAL TRUST                                                         Syracuse, NY 13202
    enabling them to receive a 36-72                                                                     CREDIT UNION (E)
                                           Albany, NY 12207             COMPANY (E)                                                                 800-421-0004
    hour turnaround on their                                                                                110 Village Sq.
                                           518-453-8524                   One Chemung Canal Plaza
    applications. The SBA Patriot                                                                           Painted Post, NY 14870
                                                                          Elmira, NY 14902                                                       FIVE STAR BANK (P,E,PX)
    Express loan program is offered                                                                         607-936-8402
                                         BANK OF AMERICA (P,E,PX)         607-737-3723                                                              55 N. Main St.
    by participating lenders
                                           1 Clinton Sq., NYSY0493, B                                                                               Warsaw, NY 14569
    (“PX” designation) with partial                                                                      FIRST NATIONAL BANK (E)
                                           Syracuse, NY 13202           CITIZENS BANK (P,E,PX)                                                      800-836-2265
    delegation of authority to                                                                           OF DRYDEN
                                           315-426-4492                    833 Broadway
    veterans and members of the                                                                             7 W. Main St./P.O. Box 25
                                                                           Albany, NY 12207                                                      FULTON SAVINGS BANK
    military community. These                                                                               Dryden, NY 13053
                                         BANK OF AMERICA (P,E,PX)          518-426-6486                                                            75 S. First St.
    lenders and all of SBA’s other                                                                          607-844-8141
                                           202 The Commons                                                                                         Fulton, NY 13069
    participating lenders may also
                                           Ithaca, NY 14850             CITIZENS BANK (P,E,PX)                                                     315-592-3156
    use SBA’s standard 7(a) loan                                                                         FIRST NATIONAL BANK (E)
                                           607-275-3147                    266 Genesee St.
    process.                                                                                             OF GROTON
                                                                           Utica, NY 13502                                                       GLENS FALLS NATIONAL BANK
                                                                                                            161 Main St.
                                         BANK OF BENNINGTON (P,E,PX)       315-797-2150                                                          & TRUST COMPANY (P,E,PX)
    Key: P = Preferred lender                                                                               Groton, NY 13073
                                           125 Wolf Rd.                                                                                            250 Glen St.
    E = SBAExpress lender                                                                                   607-898-5871
                                           Albany, NY 12205             CITIZENS NATIONAL BANK                                                     Glens Falls, NY 12801
    PX= Patriot Express lender
                                           518-438-8510                    19 Main St.                                                             518-745-1000
                                                                                                         FIRST NATIONAL BANK
                                                                           Hammond, NY 13646
  ADIRONDACK BANK (E,PX)                                                                                 OF SCOTIA (P,E,PX)
                                         BANK OF GREENE COUNTY             315-324-5961
    60 Main St./P.O. Box 75                                                                                 201 Mohawk Ave.
                                           288 Main St./P.O. Box 470
    Saranac Lake, NY 12983                                                                                  Scotia, NY 12302
                                           Catskill, NY 12414           COMMUNITY BANK, N.A. (E,PX)
    518-891-2323                                                                                            518-370-7200
                                           518-943-1424                   216 Washington St.
                                                                          Watertown, NY 13601             PAST SMALL BUSINESS PERSON OF THE YEAR WINNERS
                                         BANK OF RICHMONDVILLE            315-788-4503                    FROM THE SYRACUSE DISTRICT
    185 Genesee St.
                                           857 E. Main St.
    Utica, NY 13501                                                                                        2010                                     2004
                                           Cobleskill, NY 12043         COMMUNITY BANK, N.A. (E,PX)
    315-798-4039                                                                                           Stella Penizotto                         Jack F. Yonally
                                           518-234-4397                   45-49 Court St./P.O. Box 509
                                                                                                           Shining Stars Daycare, Inc.              B. Lodge & Co.
                                                                          Canton, NY 13617
  ADIRONDACK TRUST COMPANY                                                                                 East Syracuse, NY                        Albany, NY
                                         BANK OF UTICA                    315-379-4533
                                           222 Genesee St.                                                 2009
     473 Broadway                                                                                                                                   2003
                                           Utica, NY 13502              COMMUNITY BANK, N.A. (E,PX)        Les Swartz
     Saratoga Springs, NY 12866                                                                                                                     Doreen Marks
                                           315-797-2700                   64-70 Market St.                 Federal Safety Equipment, Inc.
     518-584-5844                                                                                                                                   Otis Products, Inc
                                                                          Potsdam, NY                      Candor, NY                               Lyons Falls, NY
                                         BEACON FEDERAL                   315-268-0141
  ALLIANCE BANK, N.A. (E,PX)                                                                               2008
                                           6311 Court Street Rd.
    65 Main St.                                                                                            Harold Hance                             2002
                                           East Syracuse, NY 13057      COMMUNITY BANK, N.A. (E,PX)
    Cortland, NY 13045                                                                                     Mountain Valley Teleservices, LLC        Steve Thomas
                                           315-433-0111                   240 S. Hamilton St.
    800-310-6275                                                                                           Plattsburgh, NY                          Peppercorns, Inc
                                                                          Painted Post, NY 14870
                                                                                                                                                    Oswego, NY
                                         BERKSHIRE BANK (P,E,PX)          607-936-2827
  ALLIANCE BANK, N.A. (E,PX)                                                                               2007
                                           54 State St.
    160 Main St.                                                                                           Bruce B. Phelps                          2001
                                           Albany, NY 12207             CORNING FEDERAL CREDIT
    Oneida, NY 13421                                                                                       Fulton Tool Company, Inc.                Carol Constantino
                                           518-432-8862                 UNION (E)
    800-310-6275                                                                                           Fulton, NY                               Noteworthy, Inc
                                                                          P.O. Box 1450
                                         CAPITAL BANK AND TRUST                                                                                     Amsterdam, NY
                                                                          Corning, NY 14830                2006
  ALLIANCE BANK, N.A. (E,PX)             COMPANY                          800-677-8506                     Martin J. Wawrla
    Mony Tower II, 18th Fl.                7 Southwoods Blvd.                                                                                       2000
    Syracuse, NY 13202                                                                                     ProTech Systems, Inc.                    John and James Currier
                                           Albany, NY 12211             DELAWARE NATIONAL BANK
    800-310-6275                                                                                           Albany, NY                               Currier Plastics
                                           518-434-1212                 OF DELHI
                                                                                                                                                    Auburn, NY
                                                                          124 Main St.                     2005
  ALTERNATIVES FEDERAL CREDIT            CARTHAGE FEDERAL SAVINGS &       Delhi, NY 13753                  Michael D. Grosso and
  UNION (E)                              LOAN ASSOCIATION                 607-746-0750                     Hugh J. Quigley
    125 N. Fulton St.                      313 State St.
                                                                                                           DynaBil Industries, Inc.
    Ithaca, NY 14850                       Carthage, NY 13619
                                                                                                           Coxsackie, NY
    607-216-3417                           315-493-3480

46 — Small Business Resource        SYRACUSE                                                                                                   Visit us online:
   LOAN ASSOCIATION                         327 Great Oaks Blvd.        DEVELOPMENT CORPORATION           UNION                                    245 Main St.
     42 Church St./P.O. Box 297             Albany, NY 12203            (P,E,PX)                            One Credit Union Place                 Oneonta, NY 13820
     Gouverneur, NY 13642                   518-464-6100                   50 Beaver St.                    24 Mckinley Ave.                       607-432-1700
     315-287-2600                                                          Albany, NY 12201                  Endwell, NY 13760
                                           M&T BANK (P,E,PX)               518-463-2268                      607-786-2000                        WILBER NATIONAL BANK
   GROW AMERICA FUND, INC.                  101 S. Salina St.                                                                                      5966 State Rte. 31
     51 E. 42nd St., Ste. 300               Syracuse, NY 13202          NORTH COUNTRY SAVINGS             VISIONS FEDERAL CREDIT                   Cicero, NY 13039
     New York, NY 10017                     315-424-5781                BANK                              UNION                                    800-374-7980
     212-682-1106                                                         33 Main St.                       500 Erie Blvd. W.
                                           M&T BANK (P,E,PX)              Potsdam, NY 13676                  Syracuse, NY 13204
   HSBC BANK USA (P,E,PX)                   118 N. Tioga St.              315-261-0003                       800-354-4515
     65 Court St.                           Ithaca, NY 14850
     Binghamton, NY 13901                   607-274-8948                ONEIDA SAVINGS BANK (P,E,PX)      WATERTOWN SAVINGS BANK
     607-772-5682                                                         182 Main St./P.O. Box 24        (E,PX)
                                           M&T BANK (P,E,PX)              Oneida, NY 13421                   111 Clinton St./P.O. Box 250
   HSBC BANK USA (P,E,PX)                   68 Exchange St., 2nd Fl.      315-363-2000                        Watertown, NY 13601
     360 S. Warren St.                      Binghamton, NY 13901                                             315-788-7100
     Syracuse, NY 13202                     607-779-5901                PATHFINDER BANK (E,PX)
     315-424-3441                                                         214 W. First St.
                                           M&T BANK (P,E,PX)              Oswego, NY 13126
   HSBC BANK USA (P,E,PX)                   2 Business Park Ct.           315-343-0057
     126 State St.                           Utica, NY 13502                                                Congratulations to the SBA Syracuse
     Albany, NY 12207                       315-793-3500                ROME SAVINGS BANK (E,PX)
     518-432-2004                                                         100 W. Dominick St.
                                                                                                            District 2010 Small Business Week
                                           M&T BANK (P,E,PX)              Rome, NY 13442                    Winners
   HSBC BANK USA (P,E,PX)                   113 Court St.                 315-336-7300
     520 Seneca St.                         Watertown, NY 13601                                             NATIONAL WINNER
     Utica, NY 13502                        315-424-8747                SARATOGA NATIONAL BANK
     315-798-2269                                                       TRUST COMPANY (E,PX)                SMALL BUSINESS DEVELOPMENT CENTER EXCELLENCE &
                                           MASSENA SAVINGS & LOAN         171 S. Broadway/P.O. Box 3086     INNOVATION CENTER AWARD
   JP MORGAN CHASE BANK                    ASSOCIATION                    Saratoga Springs, NY 12866          Watertown Small Business Development Center
   (P,E,PX)                                  255 Main St.                 518-583-3114                        Nominated by NYS SBDC
      12 Corporate Woods Blvd.               Massena, NY 13662
      Albany, NY 12211                       315-764-0541               SEACOMM FEDERAL CREDIT                Region II Winners
      518-433-2523                                                      UNION                                 (includes New York, New Jersey, Puerto Rico, and the U.S. Virgin Islands)
                                           NATIONAL BANK OF COXSACKIE     445 Finney Blvd.
   JP MORGAN CHASE BANK                      3-7 Reed St.                 Malone, NY 12953                  JEFFREY BUTLAND FAMILY-OWNED BUSINESS OF THE YEAR
   (P,E,PX)                                  Coxsackie, NY 12051          800-764-0566                        Sam A. Lupo, Jr., President, and Stephen J. Lupo, Vice President
      2 Court St.                            518-731-6161                                                     Sam A. Lupo and Sons, Inc.
      Binghamton, NY 13901                                              SOLVAY BANK (P,E)                     Nominated by NYS SBDC Binghamton
      607-772-2720                         NATIONAL BANK                  1537 Milton Ave./P.O. Box 167
                                           OF DELAWARE COUNTY,            Solvay, NY 13209                  FINANCIAL SERVICES CHAMPION
   JP MORGAN CHASE BANK                    WALTON (E)                     315-484-2202                        J. Kelsey Jones, Executive Director
   (P,E,PX)                                  131-135 Delaware St.                                             Schuyler County Partnership for Economic Development
      500 Plum St.                           Walton, NY 13856           SEFCU                                 Nominated by NYS SBDC Corning
      Syracuse, NY 13204                     607-865-4126                 700 Patroon Creek Blvd.
      315-448-1447                                                        Albany, NY 12206                  MINORITY SMALL BUSINESS CHAMPION
                                           NBT, N.A. (E,PX)               518-464-5357                        Steve Cook and Lindsay Tarbell
   KEYBANK (P,E,PX)                          80 Wolf Rd.                                                      Economic Development Office of the St. Regis Mohawk Tribe
     201 S. Warren St.                       Albany, NY 12205           STEUBEN TRUST COMPANY                 Nominated by NYS SBDC Canton
     Syracuse, NY 13202                      518-437-4100               (E,PX)
     315-470-5171                                                          One Steuben Sq.                  WOMEN IN BUSINESS CHAMPION
                                           NBT, N.A. (E,PX)                Hornell, NY 14843                 Mary T. Vanouse, Director
   KEYBANK (P,E,PX)                          52 S. Broad St.               800-783-8236                      City of Oswego Community Development Office
     66 Pearl St.                            Norwich, NY 13815                                               Nominated by NYS SBDC Oswego
     Albany, NY 12207                        800-628-2265               TIOGA STATE BANK (E,PX)
     518-257-9405                                                          1 Main St.                         New York State Winner
                                           NBT, N.A. (E,PX)                Spencer, NY 14883
   KINDERHOOK BANK                           555 French Rd.                607-589-7000                     SMALL BUSINESS PERSON OF THE YEAR
     567 Columbia Turnpike                   New Hartford, NY 13413                                           Stella Penizotto, President
     East Greenbush, NY 12061                800-628-2265               TOMPKINS TRUST COMPANY                Shining Stars Daycare, Inc.
     518-479-1810                                                       (E,PX)                                Nominated by NYS SBDC Onondaga
                                           NBT, N.A. (E,PX)                110 N. Tioga St.
   MAPLE CITY SAVINGS                        482 Rte. 5                    Ithaca, NY 14850                   Syracuse District Winner
    145 Main St.                             Plattsburgh, NY 12901         607-273-3210                       (includes 34 counties in Upstate New York)
    Hornell, NY 14843                        800-628-2265
    607-324-1822                                                        TRUSTCO BANK, N.A. (E)              SMALL BUSINESS EXPORTER OF THE YEAR
                                                                          3 Sarnowski St.                     Dalton Givens, President
                                                                          Glendville, NY 12302                Mercer’s Dairy
                                                                          518-377-3311                        Nominated by NYBDC

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