2009 Annual Report - New York State Small Business Development ...

ANREP-0210
NewYork State Small Business Development Center
State University Plaza, 22 Corporate Woods
Albany, NY 12246
(Toll-Free) 800-732-7232
518-443-5398
www.nyssbdc.org

During its nine years of operations, Christina Steel,
Inc. has worked on such large-scale projects as
RPI’s Performing Arts Center, the GE Healthcare
Digital X-Ray facility in North Greenbush, and the
Golub Corporation’s new headquarters in
Schenectady. “We’re really thrilled we got our foot
in the door,” said Christina.” Christina Audi, owner
and full-time manager of Christina Steel, started the
structural steel erection company in 1999 when she
and her husband, George, a union ironworker,
decided to go into business together. She met with
an SBDC Business Advisor for help with starting
and her new venture. In 2000, she returned to the
SBDC for help with a business plan and financial
statements to access capital from a local Minority
and Women Businesses Enterprise revolving loan
fund. With Business Advisor Matt Staccone’s help,
the Audi’s accessed a $25,000 line of credit to
stabilize cash flow and take on additional business.
The company participated in the Albany SBDC’s
Minority Contractor Bonding Initiative in 2008.
Recently, the firm was awarded a contract with
GlobalFoundries (AMD) to erect 1,800 tons of
steel for the company’s new chip fabrication plant
in Saratoga County. The contract represents a
significant portion of the company’s projected $3
million revenue for 2010. Christina Steel’s
GlobalFoundries project will employ between 25
and 35 union workers over a two-month period,
Audi said. The job involves erecting the steel for the
central utilities building, an ancillary structure to
the 800,000-square-foot primary facility.
Finding Opportunities
Within Challenges
2009 was a challenging year for
business, and by extension, a
challenging year for the New York
State Small Business Development
Center (NYS SBDC). Finding
opportunities within those challenges
is the cornerstone of what the SBDC
represents – giving hope to business
owners and entrepreneurs with
adversity standing between them and
their dreams. The NYS SBDC has
assisted hundreds of thousands of
small to medium-sized businesses
with high quality, pro bono,
confidential business counseling,
training and business research. SBDC
business professionals have been
helping small businesses for 25 years.
The NYS SBDC program reached
several milestones this past year.
Since the program was established in
1984, the SBDC has worked with
more than 301,300 citizens in this
state. It has helped them locate more
than $4 billion to start or expand their
businesses, and create or save more
than 140,000 jobs.
In 2009, small and medium-sized
businesses in New York endured the
continuing economic crisis. For some,
the turbulence of the marketplace
brought hardships and challenges; for
others, it presented opportunities. The
SBDC assisted businesses in both
situations. SBDC business advisors
helped struggling business owners
evaluate their current situation, plan
strategically, and take steps toward a
productive and profitable future.
Likewise, business advisors helped
those with growth and expansion
opportunities to evaluate the potential
and the cost, plan for the long-term,
and take action. In this way, the
SBDC is helping to rebuild the small
business community, and through it
the local and State economy, one
business at a time.
The SBDC works to cultivate New
York’s economy by promoting the
formation and stability of businesses.
It nurtures sound business practices
among small business entrepreneurs
by focusing on innovation,
productivity, quality, efficiency,
finance, marketing, exporting, costbenefit
analysis, and technology
innovations. The SBDC helps New
Yorkers with entrepreneurial dreams
build and grow strong, stable
businesses to anchor economically
healthy business communities that
support the State economy.
Any resident of New York that wants
to start a business – or stabilize and
expand an existing business – can
make an appointment with an
experienced business advisor at any
SBDC regional office. He or she can
find an SBDC office by calling a tollfree
number or visiting the SBDC
website: www.nyssbdc.org. Potential
clients can request counseling via the
website and the service centers
throughout the State offer flexible
options for meeting with advisors.
Clients receive personalized,
confidential, and free business
counseling and moderately priced
training, and focused, accurate, and
timely research related to his or her
business and the industry in which it
operates.
The SBDC program also emphasizes
services for people with special
needs, including veterans, members
of the Guard and Reserve and
individuals serving in the armed
forces; ethnic minorities and new
immigrant communities; disabled
individuals; women business owners;
small exporters and manufacturers;
businesses and individuals in
economically distressed areas of New
York; and technology-based
businesses. One of the SBDC’s top
priorities is helping businesses
achieve improved productivity and
profitability in New York’s 21st
century innovation economy.
The SBDC core mission is to assist
small business owners, and those
planning to go into business, with the
help they need to be successful.
SBDC business advisors do not
supply the business decisions or
judgments; rather, they provide
education and tools so that owners
can make their own informed
business decisions.
As illustrated by its client success
stories, the SBDC has been helping
small business owners achieve their
goals since 1984. In addition to
tangible measurements of success, the
SBDC provides its clients with
support, guidance, and nurturing
every step of the way. The SBDC
goal is to provide whatever assistance
New York residents need to achieve
business success, regardless of the
challenges they face.
A Diverse Clientele
NYS SBDC-assisted businesses are
exceptionally diverse, including hightech
manufacturers, pizza parlors,
software developers, artists and
crafters, physicians, clothing
designers, inventors of devices, and
others representing innumerable
industry niches. The ability to assist
owners of this range of businesses is
testimony to the range of expertise
among SBDC center directors and
business advisors.
Among the businesses assisted by the
SBDC are a landmark hotel; gourmet
food creators; a mine selling tons of
rock salt to New York and
neighboring states; innumerable
restaurants and eclectic cafes; a
manufacturer of armor plating for
Humvees; a family farm converting
cow manure to electricity; a research
firm developing human blood
replacement for critical care; a worldfamous
designer of women’s clothing;
a New York harbor tugboat; and a
company that monitors driver’s
licenses to help keep dangerous
drivers off our roads.
The NYS SBDC recognizes
outstanding small businesses in a
variety of ways. There are 23 stories
printed in this report, one from each
of the regional centers. The SBDC
presents Entrepreneur of the Year
awards to a select group of business
owners at its annual awards dinner in
May. In addition, a committee of
directors and business advisors selects
“the best of the best” for inclusion in
the Small Business Hall of Fame. As
2 3
Gust Freeman was referred by his bank to the
Binghamton University SBDC to discuss the
purchase of Heatall, Inc. a retail seller of outdoor
wood furnaces. With the growing trend of homeowners
searching for lower cost fuel alternatives,
the business has expanded to become one of the
largest wood furnace companies in upstate New
York. Gust developed an interest in the business
when he purchased his own wood furnace four
years earlier and installed it himself. When Gust
found out that the previous owner was looking to
retire, he and his wife Yvonne decided the time was
right to take a chance on owning the business. The
Freeman’s belief in the business and the product
made this the perfect opportunity for them.
Business Advisor Steve Amell was able to structure
a proposal that made sense to the Freemans, the
bank and the seller by restructuring the purchase
in order to make the deal “bankable.” The
opportunity came together in August with the
purchase. Plans are underway to resolve zoning
issues associated with a relocation of the business to
a site where they hope to be able to build a new
showroom, office space and warehouse facility.
They hope to begin construction in the spring and
be in their new site by June. “None of this could
have happened without Steve Amell and the
SBDC.” Freeman said.

In 1994, Mel Brooks was faced with losing his job
because his employer was going out of business. He
decided to take matters into his own hands and
started MGM Insulation. MGM started out as a
commercial insulation service provider doing
asbestos abatement, commercial painting, fire
stopping, spray on fire proofing, caulking material
distribution, and general contracting, primarily as a
subcontractor to mechanical contractors. Brooks,
the part-owner of MGM was ready to expand, but
found it difficult to grow without possessing the
right level of bonding that is required of contractors
to operate on municipal construction projects. In
2008, Brooks contacted Business Advisor Drake
Thomas at the Brockport SBDC. Together they
developed a plan to obtain financing and a
significant bonding increase for the business. After
working together for several weeks, Brooks was able
to identify an additional $200,000 in NYBDC bank
loans that would play a major part in the growth of
MGM. In 2009, MGM received an increase in
bonding totaling $2.5 million, and Brooks’s dream
came true as MGM was awarded its first million
dollar prime contract on a municipal school
construction project in western NY providing
insulation services. Brooks forecasts continued
growth with sales expected to reach $7 million in
2010 with 10 new employees. According to Mr.
Brooks, "the SBDC has helped me take my business
to the next level” when Drake Thomas worked with
him obtain a $2.5 million bonding increase.
of 2008, 41 exceptional businesses
have been named to the Hall of Fame.
The SBDC prioritizes assistance for
manufacturers, exporters, companies
in economically distressed areas of
New York, and projects that advance
the job development, investment, and
economic growth priorities of New
York State. In addition to the
aforementioned, the SBDC
emphasizes business assistance
programs for women, minorities, and
individuals with special needs.
What do SBDC Clients Think
About SBDC Services?
The SBDC evaluates the services
clients receive by conducting a postservice
survey, as well as periodic
follow-up surveys, to find out how
services can be improved. Results
from the surveys conducted in 2009
indicate that most clients are very
satisfied:
• 93% said their inquiries
received prompt attention
• 88% said they couldn’t have
afforded private counseling
• 90% said they would
recommend SBDC services to
other small businesses
• 86% said they received specific
recommendations that improved
their business’ bottom line
Following are sample comments from
satisfied clients:
“Without the assistance of the SBDC,
it would be very difficult to get the
needed help. They were instrumental
in making our business successful
through tough economic times.”
We are going to implement our plans
with the help of our SBDC advisor.
She has been very informative and
supportive. She exhibits foresight,
understanding, and intelligence in a
pleasant, motivating way. We look
forward to your and her continued
support in making our business a long
term success, and navigating in these
difficult economic times.”
“What an incredible program! I
would definitely advise my friends to
take advantage of the wealth of
information available!!”
“My SBDC advisor is a huge asset for
my business planning. He takes a
very consultative approach, learning
your business by asking questions,
helping you to fine tune your
assumptions in order to improve my
company. Beyond business planning,
he also provides good input on nuts
and bolt management and marketing
issues. I would highly recommend
him to my peers.”
“I would like to thank your advisor
for his enthusiasm, understanding and
knowledge in assisting me. It was
greatly appreciated and I’m sure I will
be seeking his help in the future.”
“My SBDC advisor is a great asset
when it comes to getting answers. If
she doesn’t know the answer, she
usually knows someone that does and
can put you in touch with this person.
I know I would still be mired in the
mud without you guys!”
“My advisor was very helpful. I had
another business and was switching to
a new one. I came in with a specific
set of questions and she helped me
with all of them. I ended up referring
some other people to her.”
“This service was very helpful from
several perspectives. It helped me
make choices based on my individual
needs and also helped me find ways
to determine if full-time private
practice was financially feasible.
Thank you!”
“My SBDC advisor was very helpful
with the cost profit analysis and also
cost projections for my restaurant
business. He also had great input and
suggestions. He was a pleasure to
work with and was fast and efficient.”
“They were wonderful. When I
needed advice that they couldn’t
provide, they connected me with
someone who did have the
knowledge.”
Professional Business
Advisors
Every SBDC business advisor is
dedicated to assisting small business
owners and those who want to
become small business owners.
SBDC business advisors are
professionals well versed in the latest
financial and management tools
available to small businesses. Most
have small business experience and
many have advanced business degrees
such as MBAs.
SBDC business advisors help
identify technology options that best
suit the client’s needs, and help
analyze the factors in decisionmaking
to ensure that the client
arrives at the best decision. They do
not endorse the purchase of goods or
services from any one individual or
firm. In the same way, if the business
advisor recommends that the client
retain legal, business accounting, or
business insurance assistance—and
almost every business requires these
resources—a list of professionals in
the area is provided along with
criteria to make an informed
selection. It is always the client that
makes the business decision.
SBDC business advisors undergo a
rigorous professional development
and certification process to
continually improve their expertise
and sharpen their skills. An ambitious
advisor certification program
implemented in the early 1990s was
enhanced in 2004 by advanced
certification. The advanced program
requires five years of additional
training and experience, active
participation in statewide program
initiatives, and participation in the
local business community.
Atmosphere of Excellence
For more than two decades, the
NYS SBDC has been an outstanding
provider of small business
management and technical assistance,
and the program’s excellence has
been noted by a range of agencies and
associations. Beginning in 1997 with
the Governor’s Award for Small
4 5
Monika Mantilla was born in Bogota, Colombia.
She graduated from high school at age 16, earned a
law degree at 21 with top honors, and then
achieved an MBA from Columbia University. After
graduation she decided to start her own firm, Altura
Capital. Altura Capital is a firm that provides
investment management consulting, private equity,
management consulting and general management
assistance. Monika’s goal was to understand the
needs and opportunities of large institutional
investors, introduce smaller firms to these
institutions, and expose the institutions to new
talent. The Altura Platform seamlessly integrates
information on diverse emerging managers in an
easy-to-use package. Part of the firm’s competitive
advantage is unique research, data, analytics, due
diligence, market intelligence, and collaborative
tools. Altura provides a comprehensive solution for
institutional investors seeking to gain exposure to
EM’s. Monika put together an extensive business
plan expressing her firm’s need for additional
capital to expand its business portal. Working with
Clarence Stanley, Director of the Bronx SBDC at
Lehman College, and Hector Molina-Casillas, Vice
President at The New York Business Development
Corporation, the firm was able to obtain the first
phase of financing - $150,000 in an SBA 7(a) loan
and $150,000 from the World Trade Center Fund.
Additional financing of $100,000 is pending.
Monika believes that access to capital is a major
hurdle emerging firms need to overcome to be
successful, and is grateful for the assistance
provided by the SBDC.

Dr. George Falus is dedicated to the advancement
of biomedical research in the field of inflammation,
coagulation, and tissue regeneration with
commercial and military applications. He is the
President and CEO of Biomedica Management
Corporation, an 8(a) certified R & D company
established in 1999 and based at SUNY Downstate
Biotech Center in Brooklyn. The company supports
advances in biomedical research and health related
service, as demonstrated by ClotFoam, a
technology used in laparoscopic procedures as a
hemostatic sealant. It’s an application that
significantly decreases the amount of time required
for patients’ recovery. The product is used by the
military in combat situations. Dr. Falus approached
the Brooklyn SBDC for technical and financing
assistance with an expensive short term loan that
was creating a cash flow problem for the company.
Business advisor Miriam Colon discussed options
for refinancing the loan and to create more working
capital for the business with Dr. Falus. She helped
him put together a comprehensive loan package,
which was submitted to Park Avenue Bank. The
bank approved the loan application within a week
and recommended that the client obtain a line of
credit for future capital needs. A $35,000 line of
credit was used to refinance the existing loan,
thereby providing working capital for every day
operations. Currently Biomedica Management
Corp. employs 14 people including scientists and
lecturers.
Business Not-for-Profit Organization
of the Year, the SBDC has received
21 awards for excellent service,
special programs, disaster recovery
efforts, business education, and
advocacy for small business.
The awards are due in large part to
the atmosphere of excellence created
and sustained by high-quality SBDC
business professionals that devote
significant time and expertise to
counseling and training entrepreneurs
and small business owners in New
York State. The commitment to small
business resonates throughout the
program, extending to Advisory
Board members who are intensely
interested in helping small business
grow stronger. A number of our
Business advisors and Advisory
Board members have been recognized
by the U.S. Small Business
Administration with “Small Business
Advocate” awards.
This atmosphere also dramatically
impacts the small businesses assisted
by the program, many of which have
also been recognized for their
contributions to the community.
The SBDC Small
Business Hall of Fame
The SBDC measures its success one
entrepreneur at a time. Every small
business member of the Hall of Fame
member represents thousands of New
Yorkers that contribute to the
economic health of the State by
starting or expanding a small
business.
The owners of Hall of Fame
businesses are long-term clients of the
SBDC that built successful businesses
with assistance from the SBDC. Each
member of the Hall of Fame
symbolizes the long-term impact of a
healthy and vibrant small business
environment: success and prosperity
for the owner and employees, for the
communities in which they do
business, and for the State as a whole.
In 2004, the NYS SBDC established
its Small Business Hall of Fame and
inducted 32 outstanding New York
small businesses at its inaugural
ceremony. In the three years that
followed, six additional businesses
were inducted. In 2008, three more
outstanding businesses were selected
for addition to the Hall, and will be
inducted in 2009 in a two-year
ceremony.
See page 25 for a complete list of
Hall of Fame members.
Technology and Productivity
Building stronger and more
productive small businesses is key to
rebuilding the NYS economy, as is
developing new companies with
innovative products and services.
The SBDC has seen an increase in
clients with needs in developing
technologies and products involving
innovation and technology, and in
response launched an initiative to
help business owners with special
needs. Five regional centers – Albany,
Binghamton, Brockport, Rockland-
Westchester, and Stony Brook – now
have advisors dedicated to helping
clients with technology issues.
One of these centers, the Albany
SBDC, is in the third year of
providing focused counseling to
technology companies with its
Technology Entrepreneur in
Residence (TER) model, which
provides specialized mentoring and
strategic advice to support startup and
mid-sized technology companies. The
SBDC TERs are experienced
technology entrepreneurs with
concentration in the areas of strategic
planning, corporate marketing, sales
strategy, license agreements,
acquisition, due diligence, product
management, and angel and venture
capital investment. The services are
targeted to emerging, start-up and/or
spin-off firms or entrepreneurs,
especially in the manufacturing and
regional cluster industries.
Our SBDC Productivity-Technology
advisors are equipped to help existing
businesses through the product
development and design process, to
advise them in the financing phase,
and to provide them with information
about intellectual property issues to
help them protect their creative
products. The advisors are
knowledgeable about research and
development funding, and can advise
business owners about the process of
applying for SBIR grants. The Stony
Brook SBDC works closely with
high-technology, biotechnology, and
manufacturing initiatives on the Stony
Brook campus.
Productivity-Technology advisors
also are capable of guiding business
owners through the identification,
assessment, selection and
implementation of new equipment
to improve productivity and the
capability to compete in the
innovation economy. Energy
efficiency is a priority of the SBDC,
and often the new equipment and
new technology installed will help
the business owner use energy more
efficiently while improving
profitability.
These special Advisors can identify
key partners to further assist small
business owners in addressing
productivity issues, including;
university resources, associations,
federal/state labs, NYS Centers of
Excellence and others. The Brockport
SBDC has an outreach office at the
local technology incubator in
conjunction with High Technology of
Rochester (HTR). The HTR Lennox
Technology Center provides the
infrastructure and refers clients to the
SBDC, which provides counseling
and potential tenant referrals.
A Web-Based Management
Tracking System
One of the keys to success for the
SBDC has been an electronic
management tracking system, called
WebMQS (Web-based Management
Quality System). WebMQS enables
SBDC staff in 23 regional offices to
manage client relationships and
capture information about every
aspect of those relationships,
6 7
Yongmi (Amy) Oddo was born in Seoul, Korea and
immigrated to the US in 1983. She is a naturalized
US citizen and the owner of Oddo Construction
Services, LLC, a demolition and concrete
construction company in an extremely competitive
industry. Amy competes in this mostly male
dominated business, although she is female, Asian
and speaks English as her second language. Amy
started the business in May 2005 with just one
employee, as a sole proprietorship. She became a
limited liability company in January of 2006 with
capitalization of $90,000 $65,000 in equipment.
She has grown this business to five employees and
acquired a $50,000 line of credit from HSBC Bank.
In April 2008, Amy contacted the SBDC for
assistance in applying for a woman’s business
enterprise certificate. Certified Business Advisor
William Grieshober assisted her with the NYS WBE
application and in applying for SBA 8(a) status. In
March 2009, she received WBE certification status,
and in October 2009 she became an SBA 8(a)
certified contractor. While she was working on the
certifications, Amy attended the 10 week WBE
Contracting Program at Buffalo State College
sponsored by the SBDC, and successfully
completed the program. She is currently bidding on
her first Federal project as an 8(a) contractor.
According to Amy Oddo,“ Mr. Grieshober has been
instrumental in helping me apply for NYS WBE
certification and the SBA 8(a) program.”

including the services provided to
of the site remained the same in 2009,
281 “fans” of our SBDC Facebook
government and business circles in
them and the outcomes of the
the addition of dropdown menus
page. This page allows us to post
China on local, regional, and national
assistance. This statewide service
simplified site navigation, allowing
news items, photos and links to
levels. The speed at which economic
manager allows the SBDC to
users to find information in fewer
articles, but also allows our “fans” to
conditions are changing in the
anticipate changes and trends in the
clicks. Specialty programs, like the
make comments and ask questions
marketplace, the SBDC IBD works
New York State small business
veterans’ business program or infor-
that we can answer right on the page.
with partnerships to develop new
community, issue accurate and
mation on women and minority
It also provides an additional web
cooperative arrangements, so that
detailed periodic reports on progress
certification, are now more easily
presence for the SBDC, can be found
business and trade opportunities will
and services rendered, and ensure that
accessible and visible from any page
through search engines, and
be available to SBDC clients
individual clients receive the highest-
in the site.
contributes to the flow of traffic to the
interested or active in international
Michael and Pamela Northrop were both employed
at the General Motors plant in Massena, NY. When
General Motors started discussing the possible
closure of the plant, employees hoped to be offered
a transfer or buy-out. Pam and Mike decided that
relocating with General Motors was not a viable
option for them. They decided to move in a totally
separate direction and start their own business.
Mike had several years experience in landscaping,
and Pam was willing to learn to do the bookkeeping
for their greenhouse and landscaping business. The
Director of Economic Development from the
Village of Massena referred the Northrops to the
SBDC for assistance. They worked with Business
Advisor Julie Williams to develop a business plan,
apply for permits, and obtain the required zoning
variance. Mike and Pam made a personal
investment of $60,000 to fund the business venture.
Northrop's Hilltop Nursery & Landscaping offers
more than18 years of experience in landscaping.
The store has a large variety of trees and shrubs, as
well as mulch, topsoil, peat moss, and many other
things gardeners need. Pam and Mike stated that
“sorting through the details of starting a new
business was overwhelming, and the assistance that
the SBDC provided made the process much easier.”
Pam and Mike have had two successful seasons
with their business, are meeting the financial goals
established in their business plan, and have added
many new customers.
quality business counseling, training,
and research. WebMQS maintains the
records of over 301,160 New York
businesses and entrepreneurs that
have been served by the NYS SBDC.
WebMQS enables SBDC staff at
regional centers and the central office
to enter data and see counseling and
training activity in a real-time
environment via a secure web site.
The system gives an up-to-the-minute
view of the entire NYS SBDC
network, expediting assessment of
services, and permitting a highly
accurate analysis of demographics
and economic trends across the State.
Our Website
With more than 126,000 visitors in
2009, the NYS SBDC web site
remains a vibrant presence, allowing
visitors to learn about and interact
with the program. Visitors can make
an appointment or ask a question
from within the site. They can also
learn about the specialty services
offered by the SBDC, view upcoming
training events, read success stories or
find their local center.
While the general format and layout
In terms of content, the site is
increasingly focused on online
information that visitors can use and
learn from. New content, including
the recession survival guide, veterans
planning guide and mature
entrepreneurs planning guide, allow
visitors to download and keep “howto”
type small business guidance in
PDF form. Online videos provide
practical content on government
procurement, the restaurant business
and drug-free workplaces. Links to
SBDC-offered online courses provide
additional avenues for online
education.
2009 also saw the addition of web
pages for the OLE (Organization of
Latino Entrepreneurs) program. Each
page features the same text in both
English and Spanish, offering much
more content to our Spanish speaking
clients and Latino entrepreneurs. The
site continues to offer “About Us”
information to our Chinese speaking
visitors.
Social networking remains a valuable
tool for the NYS SBDC’s online
presence. The NYS SBDC Facebook
presence increased dramatically in
2009. As of January 2010 we have
main SBDC web site. With 392
followers, Twitter, the micro-blogging
social networking tool, also remains
an active social media outlet for the
SBDC. Staff members from across
the state participate by adding their
events or news events, and these posts
appear to our followers and on our
SBDC home page.
Global Opportunities
Business in the global marketplace
represents major growth opportunities
for the New York State economy. In
the economic downturn, business
strategies must be adjusted not only to
recognize the challenges but seize the
opportunities in the global marketplace,
and ensure that businesses are
prepared to be at the forefront of an
economic recovery.
The NYS SBDC International
Business Development (IBD)
strategically positions small- and
medium-sized businesses to take
advantage of trade development
opportunities in the global marketplace.
With a focus on opportunities
in China, the SBDC has nurtured
contacts, resources, and an
unparalleled network within
trade.
The IBP provides business counseling
to hundreds of new clients each year
for market identification and
penetration, feasibility analysis,
product sourcing, financial issues,
regulations, customs, taxes, tariffs,
trade shows, and latest information on
opportunities for trade, investment,
and business development.
Agreements, signed by the NYS
SBDC and Chinese economic
development agencies, industrial and
economic development zones, and
local governmental agencies benefit
interested firms. Cooperative
agreements help maximize trade and
business opportunities for small
businesses in a cost-effective way.
In 2009, the New York State SBDC
opened an office in Beijing, China
under Chinese sponsorship. This
presence in China, for New York
small business, was the logical
outcome of the past years of SBDC
effort in promoting New York. The
focus of the SBDC Beijing Office is
to provide assistance to businesses
entering and expanding trade
initiatives in the Chinese market,
matchmaking arrangements with local
businesses and coordinate travel and
Business can be a real jungle, just ask Brenda
Gleason, owner of Jungle Critters, a pet store and
grooming parlor located in Corning, New York.
Jungle Critters is a hometown pet store run by
people who own and love many kinds of animals.
The store sells dogs, cats, exotic birds, mice, and
snakes and carries retail products ranging from pet
beds, foods, flea products, and shampoos to cat
trees and toys. The store offers educational classes
on dog training and for first time pet owners.
Volunteers help by walking the dogs and helping to
keep the animals clean. After renting her building
for 13 years, Brenda decided to make the
renovation changes she had dreamed about. Brenda
came to the SBDC for assistance in putting together
a business plan and applying for a Small Business
Administration micro-loan from REDEC, a local
economic development organization. Fellow
animal lover and Business Advisor Susan Buchanan
came to her rescue. Brenda was able to secure a
loan for $25,000, which enabled her to expand the
store’s inventory and renovate the building. These
changes also enabled her to add services, expand
her client base, and maintain a healthy business in a
weak economy. “If not for the help of Susan
Buchanan and the SBDC team, I would not have
been successful getting the finances I needed,” said
Brenda.
8 9

Legend Limousines, Inc. is owned by Augustine R.
Xavier, a Vietnam Era Veteran of the US Army and
retired NYC fireman. The business was established
in July 2003 as a full service ground transportation
company serving the Nassau/Suffolk area.
Beginning with one stretch limousine, Legend has
grown a fleet of 12 vehicles consisting of sedans,
SUV’s, antique autos, and a limo/party bus. From
inception, Legend Limousines’ vision was to build a
company that would be recognized as a leader in
airport, weddings, nights-on-the-town, and special
occasion transportation. Mr. Xavier’s plan was
simple - to provide consistent outstanding service
and professional, courteous attention to the
customers. In October 2008, it became increasingly
more evident that the historic downturn in the
economy was going to negatively affect small
businesses. Mr. Xavier brought his plan for the
company’s survival and continued growth to
Farmingdale SBDC Veterans Business Advisor
John Narciso. After reviewing the plan and
providing advice, Mr. Narciso facilitated contacts to
help Legend Limousines reduce its debt by nearly
40%, effectively ensuring the company’s solvency
and profitability during this historic economic
downturn. The company received a $300,000 SBA
loan for 5 years and saved 10 jobs. With a sound
financial plan in place, a dedication to perform at a
“cut above” and an ongoing marketing strategy of
advertising, networking and word of mouth,
Legend Limousines, Inc. is poised to move ahead in
years to come.
business activities, as well as
investment from Chinese businesses
into New York.
The SBDC IBD, with SBDC regional
centers, have organized training,
seminars, and business meetings that
focus on business information,
opportunities, challenges, and
practices involved in international
business. The IBD successfully
organized and hosted the Tech Valley
Business and Trade Development
Matchmaking event with Chinese
business delegations in Albany. This
event brought the latest information
and opportunities to regional
businesses interested in the Chinese
market or attracting Chinese
investment, helped Capital Region
companies network with Chinese
firms as well as develop global
strategies for Chinese market.
In October, Richard Gorko, New York
State Small Business Development
Center, was invited to speak at the
China International Small and
Medium Enterprise Conference in
Shenyang, China. This three day
international conference attracted
over five hundred participants from
all parts of Asia including China,
Japan, Korea, Indonesia, Thailand
and the Ukraine.
The conference addressed the global
financial crisis and strategies being
implemented as solutions. The
conference focused on international
economic development issues
including: international cooperation
among small and medium enterprises,
management and technical
innovation, marketing and promotion,
growth prospects for the future and an
introduction to new technology and
products.
Mr. Gorko attended with Mr. Timothy
Slattery, Chief Counsel for the Small
Business Committee of the United
States House of Representatives.
They were the two United States
representatives invited to the
conference. Mr. Gorko’s speech at the
conference described the New York
State Small Business Development
Center (SBDC) delivery network and
program services to small and
medium enterprises in New York
State. He talked about the recession
and how it has constricted credit for
small businesses in the United States.
Mr. Gorko offered solutions through
a detailed description of SBDC
services.
During his stay in Shenyang, Mr.
Gorko met with the Deputy Mayor of
the City of Shenyang as well as highlevel
officials from Shenyang and the
Liaoning Province.
In Beijing, Mr. Gorko visited the
newly opened New York State Small
Business Development Center office.
The office assists U.S. companies in
developing new markets for New
York products in China. The office
staff works toward building
cooperative working relationships
between Chinese and U.S. companies
to enhance business development
opportunities.
The IBD also organized two business
and trade missions to China to
provide New York companies with an
exchange and cooperation between
businesses, maximize opportunities
through matchmaking, and develop
Chinese business strategies. The
missions enhanced the relationship
with Chinese agencies, officials in
foreign trade as well as economic
development. The IBD also received
several government and business
delegations from China to further
cooperation between the two sides.
In November, the SBDC IBD
received the ‘Globie Award’ as well
as recognition from the New York
Assembly for excellent in service to
businesses involved in international
business and trade. The IBD expert
counseling and assistance services on
a variety of issues and understanding
led to the recognition. IBD’s staff
assistance allowed companies enter,
develop and expand their trade
opportunities and business
development in a cost-effective way.
In accordance with the U.S.
government’s efforts for expanding
overseas markets and a free-trade
agreement with other countries, the
IBD is exploring opportunities in
countries other than China. Several
meetings with representatives from
varied regions have been held.
Successful trade is an important step
in creating jobs within New York
small and medium-sized businesses.
For more information on the
International Business Development,
consult the NYS SBDC website, at
www.nyssbdc.org. Please click on the
“International” button at the bottom
of the front page for information.
Everyone Needs Information –
the SBDC Research Network
Since 1991, the professional librarians
who constitute the Research Network
have served as a
behind-the-scenes force for the advisors
of the New York State SBDC,
providing up-to-date information to
help their clients in their continuing
need to meet and overcome the challenges
that they face in starting or
running a small business.
The clients (and their businesses) of
the New York State SBDC are the
most diverse population in the
country, as are the markets that they
hope to serve with their
entrepreneurial creations. As such, the
Research Network must continually
adapt and augment its collection to
help identify the precise data needed
by our clients.
As has been mentioned in this space
before, the information industry
continues to transform itself into one
where electronic delivery is the norm,
and not the exception. Through
judicious budgeting, the Research
Network is mirroring this
transformation in its own collection.
In the year ahead, will have at its
collective disposal access to databases
such as Reference USA (enabling
compilation of business lists),
Demographics Now (providing
remarkably flexible business and
population breakdowns for a wide
variety of geographic areas),
Galante’s Venture Capital Directory
(to help clients seeking private equity
sources of funding), TableBase
10 11
In 2009, Nolan and Ryan Swanson added the
phrase “golf course proprietors” to their impressive
list of accomplishments. In April, they closed on the
purchase of a nine-hole layout on the shores of
Lake Erie in Westfield, New York. The Pinehurst
Golf Course, built in 1967 and owned by a
retirement-ready family, was in need of young
energy to drive it forward. Nolan and Ryan stepped
up to the tee, fulfilling their high-achievement
needs with the dream business. Both brothers have
been multi-sport athletes, practically since birth.
Nolan was a collegiate All-American in cross
country, and Ryan was a collegiate golf stand-out.
In the fall of 2008, they consulted with Business
Advisor Beth Reed at the Jamestown SBDC. The
SBDC assisted with feasibility analysis, financing
information, business plan development, industry
research, and permit issues. On April 22, 2009,
under the ownership of Swanson Boys Recreation,
LLC, Pinehurst Golf Course was reborn. Extensive
improvements have already been accomplished,
including the addition of a driving range and golf
school, course improvements, landscaping, new
leagues, and restoration of the club house and pro
shop in a turn-of-the-century barn. Their original
half-million dollar project is on the fast track to
success. After playing the course, a golfer from
Buffalo commented, “Pinehurst is an outstanding
layout with great management dedicated to
constantly improving the course and providing a
great golf experience.”

In March 2009, Emmanuel Toussaint of
Hempstead noticed an auto repair shop that
sparked a thought. He always wanted to have his
own business, however, like many start-up
entrepreneurs he had the experience and skills but
knew nothing about running a business. With his
partner Doris, he met with Business Advisor Rui
Wang at the LaGuardia SBDC. Ms. Wang provided
information to help them decide whether to open a
franchise or start their own business. Over the
course of the next several months, Emmanuel and
Ms. Wang formed a corporation, reviewed the lease
agreement, obtained required licenses and drafted
financial projections. In July 2009, Toussaint Auto
Repair officially opened for business. Emmanuel
invested $80,000 into his business and hired three
full-time employees. After discussing marketing
ideas with Ms. Wang, Emmanuel developed
incentives to attract new clients including a 10%
grand opening discount coupon. He also advertises
on local cable television system, radio stations, and
newspapers. "The key was being more aggressive,"
Doris says. In spite of the current economy, the
Toussaint Auto Repair is growing due to the quality
service and competitive pricing. Emmanuel
continues work with Ms. Wang to plan his next
steps, including obtaining auto shop management
software to improve the efficiency of his workforce
and pursuing financing for equipment. "We are so
appreciative of Ms. Wang's help. She was always
there when I needed a guiding hand.”
(featuring statistical data published in
hard-to-find publications on a wide
variety of industries), STAT-USA
(providing a wealth of data and
market reports for clients who are
vested in importing and exporting),
and the Local Market Audience
Analyst (spotlighting consumer
spending preferences and lifestyle
choices from around the country).
In addition, the librarians have access
to the multitude of business-related
databases offered by the J.J. Hill
Reference Library, the main library at
the University of Albany, and the
New York State Library. The SBDC
librarians have come to rely upon
these vital sources, and have also
grown to establish relationships with
the librarians at those locations where
they are maintained.
In fact, maintaining relationships with
other librarians has grown more vital
in this expanding electronic
environment. Two SBDC librarians
serve on the Executive Board for the
Upstate New York chapter of the
Special Libraries Association,
providing them both a unique
opportunity to gauge current trends in
library services. Another librarian
serves on a committee formed by the
State Library, giving him a voice in
the direction in which their electronic
database services will be taking.
Much like our advisors need to stay
on top of their game, helping clients
of the New York SBDC to overcome
challenges put forth by the current
economic climate requires the
Research Network to stay on top of
the best resources, and the best
practices performed by similar
information professionals. It’s the
least we can do.
Teaching Entrepreneur
Concepts
The Office of Entrepreneurial
Education (Oe2) provides a variety of
educational products and services to
promote interest in entrepreneurship.
These educational concepts include: a
web-based curriculum on basic
entrepreneurial concepts in two
versions - EntreSkills and
EntreSkills for Veterans;
supplemental resources including
vocabulary exercises, web activities,
educational articles, case studies, etc.;
workshops for teachers and veterans;
SBDC guest speakers for the classroom;
and an electronic newsletter
targeting educators. Oe2 provides
one-on-one training via the web,
using Voice over Internet Protocol
(VoIP) for teachers, veterans, and
others that want to teach or study
the curriculum.
The content and functionality of
EntreSkills were recently
expanded. The Oe2 team completed
work on four new chapters. They are:
Risk Management for Small
Business, Doing Business on the
Internet, Doing Business in the
Global Marketplace and Succession
Planning in Business. A fifth chapter
on Procurement is currently in the
development phase.
In 2009, the Oe2 team completed
development of an online version of
EntreSkills for Veterans, a version
of EntreSkillsTM . This version was
developed by SBDC veterans’
business advisors across the state for
veterans and members of the active
Reserve and National Guard. The
program is available online and in CD
format. The ability to work with the
curriculum from anywhere at any
time will be especially valuable for
severely disabled veterans and those
with limited travel capabilities. The
new chapters developed for
EntreSkills will be modified for
inclusion in EntreSkills for
Veterans.
Oe2 promotes its products and
services in a variety of ways. Oe2
staff members attend and exhibit at
teacher association conferences and
meetings throughout the state,
Newsletters and surveys are
periodically sent out to the network
of teachers that use EntreSkills to
provide them with the latest updates
to the program. Speaking
engagements are scheduled through
the year at school faculty meetings.
In 2009, New York State Small
Business Development Center
received a grant from the U.S. Small
Business Administration to enrich the
curriculum content of EntreSkills.
All chapters will be re-written to
ensure that the program is offering the
most current information that
conforms to the New York State
Education Department (NYSED)
learning standards in Career
Development Occupational Studies,
Business Ownership and Marketing
Syllabus and the Career and Financial
Management Syllabus.
Another component of the grant calls
for the development of a business
plan template through the use of
EntreSkills. As students and
veterans complete the activities and
respond to questions posed in the
chapters, the data will be
automatically captured and compiled
into a business plan. Once the
chapters and questions are completed,
a draft business plan will be available
for the participant to review, modify
and use.
Saluting Veterans
In 1999, the NYS SBDC was one of
four organizations in the country
selected by the U.S. Small Business
Administration to participate in the
Veterans Business Outreach Center
program (VBOC)--a pilot
entrepreneurial assistance program
directed at veterans — especially
service-disabled veterans. In 2005 the
NYS SBDC was one of five national
VBOCs whose funding was renewed
by the Small Business
Administration. In 2009 VBOCs in
Massachusetts, Michigan and
Missouri were added to the program.
VBOC provides outreach in the form
of targeted business training,
counseling, and mentoring for
veterans, and service-disabled
veterans in particular. The focus on
veterans who want to start their own
businesses or who own businesses
and want to improve profitability is
particularly timely during this period
12 13
New York City garment industry veterans Anthony
and Celeste Lilore launched Restore Clothing to
produce timeless, well constructed, essential
garment collections using socially responsible
practices. Their “Buy Better, Buy Less” philosophy
is one of the building blocks of Restore Clothing,
which is responsibly crafted in NYC using Earth
Friendly components. When they first came to the
Baruch College SBDC in 2005, the Lilores had
already been in the clothing business for 11 years,
with a focus on corporate uniforms and promotional
items. The Lilores source and manufacture
domestically in NYC from North American textiles
using low impact dyes, and they incorporate fabrics
made from pre-consumer and post-consumer waste
made from plastic bottles. The Lilores came to the
SBDC for assistance in improving their business
operations with a view to expansion. Over the years
they have attended several SBDC workshops and
met with advisors to discuss a variety of operational
issues. They wanted to change and improve their
business model in a socially and environmentally
responsible way. The Baruch SBDC helped them
evaluate a number of possibilities including growth
and sales issues, manufacturing issues, partnership
and investment problems. The SBDC conducted
financial analyses to assist in setting priorities and
overall strategy as the company moved forward,
and the Lilores invested $175,000. They formed a
team of highly qualified garment designers and
support staff to create a men’s active wear sports
line with accessories while maintaining their
existing business.

of widespread military deployment
and large numbers of troops being
rotated home.
Educational Services for Individuals
with Disabilities (VESID), the SBA,
the Veterans Administration, Rural
Veterans behind Bars Program
(VBB), conducted in partnership with
the New York State Department of
well as a direct link that will be
featured at the NYSSBDC home
page. EntreSkills for Veterans was
After 20 years as a union painter, Patti Heins
established Perfezione Painting, Inc. in 2005.
Initially, it was just Patti, working hard and pitching
for jobs. Word spread quickly and before long Patti
was attracting major clients from the Hudson
Valley, Manhattan and Connecticut. With the
professional business guidance provided by
Business Advisor Al Griggs, she secured a $25,000
loan in the form of a line of credit from the Mid-
Hudson Valley Federal Credit Union. Today, her
team has grown, and soon could include as many as
15. Starting out as an all-female team, this serviceoriented
company specializes in professional
painting, wallpapering and drywall installation.
Despite the recessive lull in the economy in general,
and more specifically, the construction industry,
Perfezione Painting has grown steadily. The
reason: Patti’s reputation for excellence and
on-time completion, which has set her apart from
the competition. Patti Heins has opened new doors
for women in a heretofore male-dominated
industry. With her all-female team, Patti encourages
women to investigate employment opportunities in
fields that were considered off limits. Perfezione
Painting, and its leader Patti Heins, are an inspiring
example of strength, perseverance, commitment-topurpose,
and a prime example of what a healthy
display of elbow grease can accomplish. Says Patti,
“I could have never made it... been where I am
today, without the help of the guys from SBDC.”
As part of New York’s VBOC
program, special Veterans’ Business
Outreach Centers were established at
the Farmingdale, Buffalo, and Albany
SBDC, each with a dedicated
Veterans’ Business Advisor. A
dedicated Veterans Business Advisor
in the Brooklyn SBDC provides outreach
and service delivery to veterans’
population in New York City. This
advisor enables the VBOC program to
conduct targeted outreach in an area
that has a dense population of
veterans, implement online
counseling and distance learning
technology, and coordinate resources
to improve access for veterans. By
going to the SBDC website veterans’
page — www.nyssbdc.org/vboc —
you will find information about the
VBOC program and an easy-to-fillout
electronic request for business
counseling.
The Veterans’ Resources Day event
assembles a number of funding and
business assistance experts at a VFW
or American Legion Post in or near a
metropolitan area. Veterans’ Small
Business Resources Days have been
held in Syracuse, Elmira, Albany,
Buffalo, Corning, Long Island,
Rochester, Glens Falls, Staten Island,
and Manhattan. Local veterans
interested in starting a business, or
improving the performance of an
existing business, are invited to
attend. Experts from local chambers
of commerce, commercial lending
institutions, Vocational and
Opportunities, and others, talk
directly to veterans about the climate
for small business formation and
growth in their area and strategies to
achieve their small business goals. In
a half a day, veteran entrepreneurs
acquire more helpful information than
they could in six months of making
phone calls to individual
organizations and agencies.
Increasingly, attendees include
National Guardsmen and Reservists
home from active duty in Iraq and
Afghanistan.
The NYSSBDC has increased
participation by SBDC Advisors in
transition assistance programs at
military facilities for servicemen and
women separating from the armed
services. The Watertown SBDC has
partnered with the Army Career
Alumni Program (ACAP) at Fort
Drum to provide counseling and
training to veterans and civilian
Department of Defense workers who
are out-processing or retiring and
interested in self-employment. Many
soldiers in transition hold the dream
of starting their own business and the
SBDC provides meaningful analysis
of the soldier’s plans and specific
guidance to make these plans a
reality. SBDC Business Advisors use
a variety of methods, including
monthly job fairs, collaborative
events with the ACAP, regular workshops
and direct one-to-one
counseling.
The unique ancillary VBOC program
Correctional Services, continue to
produce results in its eighth year. The
VBB initiative is directed at veterans
who are within three years of release
or parole from a NYS Correctional
Institution. SBDC business advisers
from Buffalo, Binghamton, the
Capital District, the Hudson Valley,
and Staten Island have provided
business planning seminars and
business plan preparation workshops
to incarcerated veterans to equip them
with the tools needed to start a
business. The SBDC has donated
basic business reference libraries for
use by veterans. The Department of
Correctional Services has noted the
positive influence entrepreneurial
preparation has had upon the veteran
inmate population.
The NYSSBDC understands that
veterans interested in small business
ownership need to know the basics.
The Office of Entrepreneurial
Education in collaboration with the
VBOC Business Advisors developed
an online curriculum called
EntreSkills for Veterans. This
educational tool teaches the basic
concepts of business ownership. It
takes veterans through the steps of
developing a small business concept,
addressing legal and marketing
issues, financial statements, and
ultimately enables them to build a
business plan suitable for financing.
The curriculum is available on the
web with a link from the Veterans
page on the NYSSBDC website, as
designed specifically for veterans and
active military personnel by veterans.
It is available for all veterans,
particularly those unable to
participate in more traditional
educational and work environments.
The SBA Patriot Express Loan
Initiative and the NYBDC’s Veterans
Loan Program provide affordable,
long term financial assistance to
veterans to start or grow a small
business. The loans can use for most
business purposes including start-up,
expansion, equipment purchases,
working capital and inventory
purchases.
VBOC has opened the lines of
communication with the New York
State National Guard and Military
Reserve Units to make those small
business owners who are deploying
aware of the Military Reservists
Economic Injury Disaster Loan. In
addition to the usual concerns about
personal safety and the security of
their family, reservists, guardsmen
and other members of the military
that are small business owners face
the question of whether their business
can survive without their most
valuable and irreplaceable asset:
themselves. Mobilization can be
catastrophic to someone who is selfemployed
or a small-business owner.
The best advice for guardsmen and
reservists who own small businesses
is simply to prepare. MREIDL can
help to alleviate their concerns.
Darman Manufacturing Company has manufactured
cloth towel dispensers for more than 70 years. The
company is a certified NYS woman owned small
business and the only US manufacturer of cloth roll
towel dispensers. In recent years, the company
began developing hand wave technology and
alternative towel materials for its dispensers. The
company has made a concerted effort to educate
the public that their product is the most hygienic,
and “green” method for hand drying. Darman
introduced its unique automatic no-touch sensoractivated
cloth roll towel (CRT) dispenser in 2008.
The combination of “DriGiene” and CRTs creates a
system superior to all other hand drying methods
available. The CRT hand drying method is the most
environmentally friendly, most hygienic, and least
expensive hand drying method available. Darman
entered the 2009 business plan contest sponsored
by the local economic development corporation,
Mohawk Valley EDGE. Darman Sales Manager
Dan McCoy contacted MV SBDC Business
Advisor Sam Russo for help with refining Darman’s
business plan. When MV EDGE selected Darman
as a finalist, Russo assisted with structuring and
fine-tuning the plan for the final presentation.
Recognizing the value of this local green
manufacturing company, the panel of judges
selected Darman as the winner of the contest.
The prize was $15,000 in cash and $15,000 in
professional services for a total prize of $30,000.
14 15

Message from
The State University
of New York
Message from
The City University
of New York
From educating the workforce to coordinating joint research projects to licensing inventions that will
become the products of tomorrow, SUNY is undoubtedly an economic engine that helps drive New
York. Through strategic partnerships with business and industry, SUNY is advancing the economy of
the 21st century.
SUNY’s Small Business Development Center, in cooperation with the U.S. Small Business
Administration, helps New York small business owners improve productivity and profitability while
contributing to a strong and productive business environment, environments in which SUNY
graduates build and advance careers. The SBDC provides a critical link to the business community
that generates jobs and a stronger economy for the State. The Small Business Development Center at
SUNY and our partnering campuses assist New Yorkers with a dream and the drive to succeed,
guiding them through the business challenges of today’s economic climate.
Small business owners confronting challenges of competition, expansion, cash flow, technology
implementation, marketing and other issues get invaluable, pro bono and confidential advice from
experienced business advisors located throughout the state. The SBDC helps small businesses
through the current economic downturn so they can help lead the State economic recovery.
Governor Paterson has stated that ‘the road to economic development runs right through our schools.’
SUNY puts into action the Governor's vision for the future of New York through advances in
education, health care, energy and innovation. SUNY health care institutions serve New Yorkers of all
ages across our State, research drives clean and sustainable energy solutions with environmental
innovation. Our colleges and universities are preparing the skilled workforce of New York's future.
The SBDC is helping rebuild New York's economy and as Governor Paterson has eloquently stated,
‘producing a better New York for all our families’.
Sincerely,
For more than 160 years, The City University of New York (CUNY) has served as a center of
educational opportunity for New Yorkers of every background. Through its 23 colleges and
professional schools, CUNY honors the essential promise of public higher education, providing
access to the world of ideas and true opportunities for advancement. Today, as New Yorkers grapple
with the effects of a difficult economic recession, increasing numbers are turning to CUNY to gain
new skills and retool their careers. The University currently serves more than 260,000 degree-credit
students across the city’s five boroughs.
CUNY is also reaching out to New Yorkers through its partnership with the Small Business
Development Center (SBDC), helping to spur creative entrepreneurship throughout the city. New
York City’s 220,000 small businesses employ half of the city's private-sector workforce—1.5 million
people—and are essential to the city’s vitality. Together with the SBCD, we take pride in supporting
innovative efforts to develop and maintain a flourishing small business community.
For 25 years, CUNY has partnered with the SBDC to serve as a catalyst for economic development in
a city that symbolizes initiative, entrepreneurship, and innovation. Six strategically located CUNY
campuses host SBDC regional offices. Here, individuals can participate in professional, confidential,
pro-bono counseling sessions focused on starting an enterprise or improving the profitability of an
existing business. The SBDC offers low-cost seminars in business-related subjects, many in
conjunction with CUNY faculty members and students.
More than ever, economic conditions require that all of us work together to foster New York’s
recovery and resiliency. During these very challenging times, CUNY values its ongoing collaboration
with the Small Business Development Center, a partnership committed to preparing tomorrow’s
entrepreneurs and assisting today’s businesses in fulfilling their critical role in revitalizing our
struggling economy.
Sincerely,
Nancy L. Zimpher
Chancellor
Matthew Goldstein
Chancellor
16 17

If you have watched the hit TV show, “The Biggest
Loser,” you have seen the contestants work out on
Robert Palka’s product --- Jacob’s Ladder - a unique,
patented cardio fitness machine. Jacobs Ladder was
invented in the early 1990s, but due to poor
marketing, mechanical flaws, and cash constraints,
the manufacturer ceased operations in 2002. Two
years later, in July 2004, Mr. Palka purchased the
patents and assets and began rebuilding the brand.
He initially became a client of the Niagara SBDC in
September 2004, and was assisted with business
plan preparation and securing a small loan for initial
costs. Under Mr. Palka’s leadership, sales have
shown a steady and dramatic increase of at least
40% each year. He returned to the Niagara SBDC
in 2009 and worked with Business Advisor Pauline
Soeffing to update his business plan and
successfully apply for two loans: a loan from the
Niagara County Industrial Development Agency
and an SBA-guaranteed loan from M&T Bank. The
infusion of capital has enabled the business to hire
additional assemblers to meet increased demand
and to speed the development of a new model for
home use. In five years Robert Palka has
transformed a business in decline into a profitable,
well-run operation whose customers include health
clubs, professional sports teams, and universities
throughout the United States and internationally.
His philosophy is, “Business is about one thing:
creating value for customers and doing it better
than anyone else on the globe.”
Since 1999, New York SBDC VBOC
has provided counseling to 13,462
veterans, trained 13,618 veterans, and
located more than $212 million in
funding for veterans’ businesses. The
New York SBDC VBOC in
partnership with the Small Business
Administration is prepared to assist
veterans in their entrepreneurial
ventures into the next decade, a task
we look forward to delivering upon.
Empowering New Yorkers
with Disabilities
The SBDC assists approximately 500
self-identified disabled clients every
year with business planning, market
strategies, and help in locating capital
for business financing. In an average
year, these clients invest about $1.5
million in their New York State
businesses. Since its inception, the
SBDC has assisted more than 7,400
disabled clients, and about 2500 of
those individuals were referred to the
SBDC by the Office of Vocational
and Educational Services for
Individuals with Disabilities
(VESID). Between 1984 and 2006,
disabled clients working with the
NYS SBDC invested more than $32
million in businesses owned by
disabled New Yorkers.
VESID is a NYS Department of
Education program designed to return
individuals with disabilities to the
work force through certain selfemployment
opportunities. VESID
does this by making funds available,
primarily for business-related
equipment to qualified individuals
with disabilities. Funds are also
available for approved training
programs that will contribute to the
success of a self employment venture.
Once they qualify, VESID clients are
assigned to an SBDC business
advisor, who helps them write a
business plan to apply for VESID
financing. Self-employment grants
range, on average, from $5,000 to
$11,000 per client whose self
employment plans are approved by
VESID. Both the SBDC and VESID
follow up after the client has been in
business for six to 12 months. While
these clients may not have a major
dollar impact on the economy, they
each represent a life transformed by
self-employment and self sufficiency,
and there is no way to attach a dollar
figure to that.
Strategic Partners and Allies
The NYS SBDC’s collaborative
relationships with innumerable
partners and allies enable its business
professionals to offer comprehensive
business and management assistance
on a range of small business issues.
Effective working relationships with
these organizations, as well as
affiliations with chambers and other
local business and economic
development agencies, contribute to
the success of the SBDC program –
and to the productivity, efficiency,
and sustainability of SBDC clients.
The SBDC’s key partners are the US
Small Business Administration, the
State of New York, the State
University of New York, the City
University of New York, and several
private universities. The SBDC works
hand in hand with its SBA resource
partners, SCORE and the Women’s
Business Centers, both of which are
dedicated to aiding in the formation,
growth, and success of small
businesses nationwide. Other strategic
partnerships and alliances include, but
are not limited to:
• The Governor’s Small Business
Task Force
• State agencies and authorities
such as the Empire State
Development Corporation, the
state economic development
agency; Department of
Education; the Division of
Minority and Women’s Business
Development, Governor’s Office
of Regulatory Reform;
Department of State, New York
State Energy Research and
Development Authority,
Department of State, Department
of Insurance; and the Interagency
Small Business Task Force - a
collaborative forum composed of
representatives from several state
agencies
• Federal agencies, including the
Department of Labor, the
Department of Commerce, and
the Internal Revenue Service
• Regional organizations such as
the Center for Economic Growth,
Development Authority of the
North Country, Catskill
Watershed Corporation, Southern
Tier Economic Growth, Inc., and
Long Island Development
Corporation that create jobs and
improve the economic climate of
the region
• City and municipal agencies such
as the New York City Department
of Small Business Services
• Community and neighborhood
based groups such as regional
Green Markets, the Capital
District Community Loan Fund,
Equinox, and the United Way
• Traditional and non-traditional
lenders and the New York
Business Development
Corporation, a private
corporation that works in
conjunction with leading New
York banks and thrift institutions
to provide creative and
innovative financing to small
businesses across New York
• Small business technical
assistance providers such as
Space Alliance Technology
Outreach Program, Technology
Development Organizations and
Regional Technology
Development Centers around the
State, Long Island Forum for
Technology, and the Alliance for
Manufacturing and Technology
(in the Southern Tier), NYS
Centers for Advanced
Technology, and the New York
State Foundation for Science,
Technology and Innovation
• Professional, business and trade
associations, including the
Business Council of New York
State, the NYS chapter of the
18 19
Champlain Valley Specialty of NY, Inc. had a
significant year of growth in 2009. “We made a
strategic decision to focus our operation strictly on
slicing apples and being the best at that,” said
Jeremy Dygert, Vice President of Operations. The
strategy has paid dividends, as Champlain Valley
Specialty has realized almost a 100% growth in
annual revenues versus the previous year’s
performance. They recently received financing from
Berkshire Bank to purchase a Fresh Appeal® food
processing system, which should be installed by
spring of 2010. The state of the art system will be
the first introduction of the technology into the
United States. Processing their apples with the
system will provide an unrivaled level of sanitation
and increase the shelf quality of their fresh apple
slices through a patented process. The company
invested in the technology to improve their market
position as an industry leader in food safety best
practices. Champlain Valley Specialty returned to
the North County SBDC in 2008 to develop
financial projections for a loan to consolidate debt
that resulted from the rapid expansion of their
business. They were approved for an SBA
guaranteed loan with Berkshire Bank. Jeremy
Dygert commented, “We are so thankful for the
SBDC. Without the help of the SBDC, we would
not have executed on several of our projects. We
will continue to count on the SBDC for assistance
as we continue to explore new markets for growth.”

Developing a business plan and bringing MPH
Recruiting & Placement to fruition has been a
vision under development for several years while
executive director Gary Stelter was working in the
corporate environment as a trainer and manager in
the healthcare industry. His transition to
entrepreneurship was not without some difficult
personal and career decisions, not to mention
giving up the security of being employed. MPH
Recruiting & Placement focuses on a specialized
recruiting niche in the job placement market --
physician placement. The agency’s key strategy
centers on building relationships with both
customers, understanding each customer’s
objectives and creating a ‘best fit’ scenario to
achieve a high placement rate—a key differential in
a competitive market. The agency’s initial focus has
been regional, but Stelter plans to expand its reach
as operations become more efficient and add
associates to perform recruiting and placement
functions. Personal financing for the agency was
chosen as the most appropriate option, although
commercial funding was explored with the
assistance of the SBDC staff and with financial
institutions, most notably Solvay Bank. According
to Gary Stelter, “The business plan development
assistance provided by the SBDC at OCC was
instrumental in developing a sound foundation of
how the agency would operate—the tenacity of
SBDC business advisor, Tom Moore, was
especially helpful in the area of linking strategies to
accurately reflect measurable goals.”
National Federation of
Independent Business, and
numerous Chambers of
Commerce
• Private sector partners including
American Express, Principal
Financial Group, Coca Cola,
Deutsche Bank, Intuit, and
Microsoft that provide financial
and other support for a wide
range of special projects and
initiatives
• Overseas agencies and
organizations including the
Tianjin Economic-Technological
Development Area (TEDA),
High-Tech Industry Development
Center of Ministry of Science &
Technology of China, industrial
parks and economic development
zones, and government agencies
for foreign trade and economic
cooperation at national, regional,
and local levels
There is not enough space in this
publication to acknowledge all of the
organizations that collaborate with the
NYS SBDC to help small businesses
in New York grow and thrive. The
agencies and organizations on this list
is representative of the
comprehensive list of SBDC’s
partners and allies.
Improving Profitability
through Energy Efficiency
Efficient use of energy resources can
have a significant impact on small
business profitability. The goal of the
NYS SBDC energy savings program
is to help small business owners
improve their business’ energy
efficiency and the bottom line. The
program is available to all small and
medium-sized businesses with less
than $75,000 in annual electric bills.
The NYS SBDC launched its energy
program in 2009 with two partners -
the New York State Energy Research
and Development Authority (NY-
SERDA) and the New York Business
Development Corporation (NYBDC).
During the course of the first year of
the program, SBDC recruited
National Grid, the Long Island Power
Authority (LIPA), and Central
Hudson and Gas to join the program,
while targeting several other utilities
for recruitment. As utility companies
recognize the benefits of the energy
savings program, we anticipate more
of them will be eager to participate.
During 2009, the SBDC and its
partners hosted 16 public workshops
throughout the state to promote the
initiative and reach the owners of
small businesses with substantial
energy usage. In addition, Tony
Presti, the program coordinator,
conducted training workshops for
advisors and staff in all 24 SBDC
regional centers. As public awareness
of the program grew, so did the
number of requests for energy audits.
Each utility’s audit or review process
is a little different, but in each case a
power engineer reviews the business’
energy operational systems, and then
provides an audit or survey report.
SBDC Business Advisors actively
participate in the audit process by
reviewing recommended efficiencies
with the business owner, and
projecting the bottom line impact of
implementing the efficiencies. If the
owner wants to proceed with
implementation, the Advisor
discusses financing options with him
or her and helps the owner prepare a
loan package for the business to
optimize attainment of financing. The
Business Advisor also recommends
additional strategies for improvement
of the business’ bottom line.
Federal, State and local governments
have mandated improved energy
efficiency and renewable energy
programs, and the SBDC energy
savings program helps achieve these
goals. In the words of NYS SBDC
State Director Jim King when the
program was launched, "We're
enthusiastic about the potential to
identify and work with small
businesses throughout New York
State, and to work with NYSERDA
and NYBDC to help implement
changes in business operations that
will save energy while helping the
environment through reduced
emissions and cutting back on
imported oil. This simply makes good
sense for the business and the State."
For more information about the
energy savings program, visit:
www.nyssbdc.org /
services/energy/energy.html.
Supporting Latino and
Immigrant Business Owners
The NYS SBDC’s Organization of
Latino Entrepreneurs (Olé) program
was launched in November 2008 to
provide targeted outreach to the
Latino entrepreneurial community.
Olé is dedicated to developing
resources to support Latino business
owners or aspiring entrepreneurs
through one-on-one management
assistance and educational programs.
All services offered by Olé, along
with printed materials, are available
in both English and Spanish. Olé
supports the creation of small
businesses and supports efficient
business practices in the Latin
American community. Olé’s program
goals are to promote the growth of
Hispanic-owned small businesses,
encourage and facilitate investment in
Hispanic-owned small businesses,
create jobs and generate growth in the
Hispanic community, raise the profile
of Hispanic business owners, and
provide a forum to raise awareness of
Hispanic business issues.
In 2009, the Brooklyn SBDC at the
City College of Technology and the
Olé program hosted the First Tri-State
Hispanic Business Forum, a full day
program for entrepreneurs, all in
Spanish, in collaboration with the
IRS.. Approximately 90 people
attended the event, which featured
speakers from SBA, DOL, IRS, SSA,
Hispanic Chamber of Commerce and
several lenders. The event attracted
attendees from New York City, New
Jersey, and Connecticut.
Visit Olé’s bi-lingual page on the
SBDC website for more information:
www.nyssbdc.org/services/
OLE/ole.html.
20 21
John McGraw, a full-time firefighter for the City of
Fulton, decided to open his uniform store after
reading in a 1995 Cornell Cooperative Extension
study that a uniform outlet was needed in Oswego
County. As an EMT, John was in contact with
police, fire and EMS personnel on a regular basis.
He launched Uniforms, Etc. in a 500 square-foot
building on Schuyler Street in Fulton with two
employees. The future looked promising for John
and his small enterprise, but a May 2003 fire
resulted in total destruction of his business along
with several other businesses in the building.
Undeterred by the setback, McGraw found space in
a smaller location and was up and running within
two days. It soon became painfully obvious that
more space and higher visibility were needed. He
worked with Business Advisor John Halleron to
prepare a business plan, obtain funding from local
development agencies, and move the business into
a new larger and better location. As a result of their
efforts, McGraw obtained an SBA 7(a) loan
through Alliance Bank for $447,020.00. This along
with his contribution of $23,780.00 in cash and
equity enabled him to purchase the space, build it
out, and purchase additional equipment and
inventory. At the grand opening, John McGraw
told John Halleron that it wouldn’t have been
possible without SBDC help and the cooperation of
all involved.

Although Dr. Jerome Cariaso enjoyed working at a
pediatric practice in Vermont, he felt that something
was missing. He had an urge to open a
medical practice in Harlem, a place whose cultural
impact he appreciated. He spoke to his banker and
was referred to the Pace SBDC for assistance.
Business Advisor Rawle Brown informed Dr.
Cariaso about the lethargic conventional bank
financing environment for small businesses, and
advised him to apply for a loan from the World
Trade Center Small Business Relief Fund (WTCS-
BRF). With the guidance of the SBDC, Dr Cariaso
put together a business plan and loan package for
North Manhattan Pediatrics (NMP). Throughout
the process, from site viability analysis through cost
analysis to supplier negotiations, the SBDC worked
with him to make NMP a reality. Dr. Cariaso soon
realized that in a challenging economic
environment, the local, state and federal
governments may be one of the best customers to
have, as NMP’s client base relies heavily on these
government institutions for reimbursements. When
he approached the NYBDC about a WTCSBRF
loan, Dr. Cariaso was greeted enthusiastically by
Linda Zou. He was eventually approved for a
$100,000 loan from the WTCSBRF fund. NMP
opened in the summer of 2009, and the practice
has already had a positive impact on the vibrant
uptown community. Dr.Cariaso looks forward to
serving the community for many years to come.
22 23
The seeds of Rosedale Gifted Academy Elementary
& Preschool were planted in 1996 in a home
daycare operated by Ms. Pauline Brown. At
Rosedale, children are trained to achieve academic
excellence. Its success is demonstrated by the
consistent praise from parents and other
educational institutions which RGAP’s children
have attended. Within a few years of opening, the
daycare received an influx of children and had to
relocate to a larger facility. The increasing
popularity of the school underlined the need for an
even larger facility. Ms. Brown approached several
institutions about a business loan for the expansion,
but was deterred by the ‘squeezed liquidity’ in the
banking world. A banker at Washington Mutual
referred her to SBDC at York College, where
Business Advisor Chirag Mehta assessed the
situation and helped Ms. Brown review viable
options. Ms. Brown considered applying for an SBA
Community Express loan for $50,000, but needed
more for the expansion. She went to the Greater
Jamaica Local Development Company (GJLDC),
and after a few meetings was able to secure
$150,000 at 5%. The business expanded by 25%
with the capital infusion. Ms. Brown added five new
employees & retained 14 others. In Ms. Brown’s
words, “Our school is growing with daily
enrollment and young lives are being changed. It’s
a pleasure working with the SBDC team and I
would certainly not hesitate to highly recommend
the SBDC at York College to small business
entrepreneurs.”

National and Regional Awards
NYS SBDC Hall of Fame Members
Sheryl Santi-Luks first sought the assistance of the
Rockland SBDC when the untimely passing of her
husband required she take over day-to-day
management of their moving business. Although a
skilled woman entrepreneur, Sheryl had little
experience in the moving business and sought the
assistance of the SBDC to get, and keep operations
on track. Sheryl quickly learned the moving
business and applied her own management and
marketing skills to develop an effective business
plan and stabilize the business. Working from a
solid operating foundation, Sheryl began to
incrementally improve the operation of Santi
Express. She has worked with the Rockland SBDC
several times over a number of years for assistance
with planning, MWBE certification, procurement
with local governments, moving her own business
to a location in an Empire Zone, developing
marketing and financial plans, an SBA EIDL loan,
new equipment financing and more. Under Sheryl’s
direction, Santi Express has grown to be Rockland’s
premier boutique moving company focused on
making the moving experience the best it can be for
customers. With residential and commercial
moving, climate-controlled storage, and packing
services and supplies, Santi is a complete moving
solution. Her recent choice of Wheaton as a market
affiliate is further expanding her opportunities.
Sheryl has grown Santi Express to 14 employees
and five trucks providing customers across the
metro NY region with an excellent, local small
business choice in moving services.
US Small Business Administration Awards
2009 SBDC Service Center Excellence and Innovation Award
(for the innovative way it champions small businesses while providing
programs and services for entrepreneurs)
Albany SBDC
2008 Veteran Small Business Champion
Patrick MacKrell, president and CEO
New York Business Development Corporation, Albany
SBDC Advisory Board
2003 National Phoenix Award
Outstanding Contributions to Disaster Recovery by a Public Official
Jim King, State Director
NYS SBDC
Vision 2000 - Model of Excellence 1999
Vision 2000 - Model of Excellence 1998
New York State Awards
2006 Small Business Advocate of the Year
Ray Nowicki, SBDC Advisory Board
2005 Notable Document Award
NYS SBDC Research Network - What’s Your Signage?
2003 Governor’s Award - Small Business Organization of the Year (non-profit)
NYS SBDC - World Trade Center Small Business Recovery Loan Fund
2002 Small Business Advocate of the Year
Loretta Kaminsky, SBDC Advisory Board
1997 Governor’s Award - Small Business Organization of the Year (non-profit)
NYS SBDC
Other Awards
2009 Trade Partner of the Year from Tech Valley Global Business Network
(for active participation in the international trade arena)
NYS SBDC International Business Development Program
2008 NYBDC Community Partner of the Year
(For close working partnership in delivering assistance to small businesses)
NYS SBDC
2007 US Department of Commerce Export Appreciation Award
(For work to support export development)
LaGuardia SBDC
2005 Mohawk Valley Chamber of Commerce Business of Year (non-profit)
Mohawk Valley SBDC
2003 BTANYS Friend of Business Education Award
Office of Entrepreneurial Education, EntreSkills TM
Adirondack Champlain Guide Service (Plattsburgh) - 2004
All Bright Electric (West Nyack) - 2004
Alteri Bakery, Inc. (Watertown) - 2004
American Rock Salt (Retsof ) - 2004
Audubon Machinery Corporation (North Tonawanda) - 2007
Candlelight Cabinetry, Inc. (Lockport) - 2004
Cedar Knoll Log Homes, Inc. (Plattsburgh) - 2008
Chautauqua Woods (Dunkirk) - 2004
Designer Glass, Inc. (Queens) - 2004
Donut Connection ( Jamestown) - 2004
Flight 9 Group, Inc. (New City) - 2004
Foro Marble Company (Brooklyn) - 2004
Gooding Company, Inc. (Lockport) 2007
Hartgen Archeological Associates, Inc. (Rensselaer) - 2004
La Palapa (Manhattan) - 2004
Laurel Ave Café Corp. (Binghamton) - 2004
Les Enfants Montessori School (Astoria, Queens) - 2004
License Monitor (New City) - 2006
Life Style Street Gear (Buffalo) - 2004
Lou-retta's Custom Chocolates (Buffalo) - 2004
Matrix Imaging Solutions (Sanborn) 2005
Mid-Hudson Communications Inc. (Pine Bush) - 2004
Multi-Media Services (Corning) - 2004
Neil’s Archery (Endicott) 2008
Never Alone, Inc. (Hurley) - 2004
Otis Products, Inc. (Lyons Falls) - 2004
Potsdam Agway (Potsdam) - 2004
Pro-Mold, Inc. (Rochester) - 2004
Relax on Cloud Nine (Staten Island) - 2005
Rose's Funeral Home, Inc. (North Bayshore) - 2004
Route 11 Truck and Equipment Sales (Canton) - 2004
Salem Organic Soils (Staatsburg) - 2004
Shining Stars Daycare (Manlius) - 2007
Sullivan County First Recycling & Refuse, Inc. (Woodbourne) - 2004
Swigonski Management Group (Sherrill) - 2004
TarJac (Waterloo) - 2004
Total Electric Distributors (Staten Island) - 2004
Tutor Time (Medford) - 2004
United Biochemicals (Sanborn) - 2008
Ursula of Switzerland (Waterford) - 2004
W.L. Concepts and Production (Uniondale) - 2004
24 25
It’s all in the family at the French Twist Hair Salon.
Sisters Anna Bella Bracco, Kathy Quadrato, and
Rose Orlino had the courage to take their business
– an upscale hair salon – to the next level. A fourth
sister also works at the salon part-time. The unisex
salon, which was started in 1996 in the Huguenot
section of Staten Island with four employees, has
grown substantially over the years. In 1999, the
salon relocated to its current spot on Page Avenue
in Richmond Valley. French Twist specializes in
color, haircuts, updos, styling and hair extensions.
The sisters came to the SBDC for assistance in
acquiring the store adjacent to the salon and
dramatically expanding the business, from eight
stations to 21. The SBDC helped the sisters develop
a business plan, which enabled them to secure
funding for the expansion. Their business has
evolved over time through hands-on management
and a strong customer service focus. The family
influence provides an air of camaraderie and
honesty that might not otherwise exist. The salon’s
large clientele is a testament to the high quality of
the work performed there. ”Before the expansion,
our salon was half the size it is now with 19 separate
work stations” said co-owner Rose Orlino.”My
sisters and I thank Dean Balsamini and his staff at
the SBDC for all the fine advice and support for
helping make our family dream a reality.”

ADVISOR OF THE YEAR
SBDC ADVISORY BOARD
At the Annual Staff Training event, the SBDC recognized eight outstanding
business advisors from across the State with “Advisor of the Year” Awards,
signifying consistent excellence in professional services, outcomes, and client
satisfaction. Key determinants in selecting these award winners is the degree
of satisfaction expressed by the clients throughout the past year and the
outcomes achieved.
Al Randzin (Mid-Hudson) received the top honor in 2009, followed by
Rawle Brown (Pace), Sam Kandel (Mid-Hudson), Ulas Neftci (Baruch),
Patricia Karlak (Stony Brook), Ritu Wackett (Farmingdale), Joan Powers
(Onondaga), and Walter Reid (Farmingdale).
The NYS SBDC Advisory Board serves the program by providing
insight, guidance, and support to the State Director and the network
of regional centers. The Board members, a diverse group of small
business owners and others with small business interests, meet a
few times a year to discuss SBDC and small business issues. In 2009,
Advisory Board members attended the annual Staff Training event and
met with SBDC Business Advisors. The Business Advisors provided
valuable feedback for the program’s leadership. The SBDC appreciates
the board’s tremendous contributions to the program.
Melissa Boyd was certain that she could help
people live fuller lives through yoga and Pilates and
believed that it was her calling to have her own
studio in order to directly help people heal
themselves physically, mentally, and spiritually, but
she was not thoroughly comfortable with her ability
to operate a business. Together with her advisor
Ronni Rosen, Melissa developed a business plan as
a road map to becoming a successful business
owner. With an investment of $28,000, she opened
her studio in July 2008. It was a big step for her.
Melissa signed a lease, arranged for the leasehold
improvements, created a website and marketing
materials while at the same time continuing her
classes at another location. Although she was
taking on responsibilities that were not often
tackled by someone her age, she never wavered in
her belief that she would be successful. Although
she has only been in business for a year and a half,
Satya Pilates and Yoga Studio are doing very well,
even in this economy. Melissa has a very full
schedule of classes and employs eight part-time
teachers (she has more than 200 clients). She looks
forward to purchasing a building and has started
researching commercial properties in the area.
“As a first-time business owner, my counselor at the
SBDC at Stony Brook has been an invaluable
resource,” said Melissa.
In addition, William Grieshober, Advanced Certified Business Advisor at the
Buffalo SBDC, was honored with the 2009 Star Performer Award by the
Association of Small Business Development Centers at their annual
convention in Orlando, Florida. In just two years, Grieshober has counseled
400 small business owners and entrepreneurs. ese individuals have invested
$4 million in capital in their local communities and created or saved 330
jobs. e Advisors of the Year and Star Performer are examples of the
dedication and expertise of the SBDC’s extraordinary cadre of advisors.
Top NYS SBDC Advisors for 2009 – (from left) Al Titone, Acting SBA
NYC District Director, Patricia Karlak (Stony Brook), Rawle Brown
(Pace), Walter Reid (Farmingdale), Al Randzin – Advisor of the Year
(Mid-Hudson), Donald Katt, President, SUNY Ulster, Sam Kandel
(Mid-Hudson), Arnaldo Sehwerert, Director, Mid-Hudson SBDC,
Ritu Wackett (Farmingdale), Jim King, SBDC State Director
CHAIRPERSON
Ms. Loretta Kaminsky
Development Director
Amherst Chamber of Commerce
Centerpointe Corporate Park
350 Essjay Road
Williamsville, NY 14221
VICE CHAIRPERSON
Mr. Brad Rosenstein
President
Jack’s Oyster House
42 State Street
Albany, NY 12207
EX-OFFICIO
Cathy Pokines, Project Officer
U.S. Small Business Administration
Syracuse District Office
401 S. Salina St
Syracuse, NY 13202
EX-OFFICIO
Mr. Lee Borland
Borland Product Development, Inc.
P.O. Box 124
Speculator, NY 12164
MEMBERS
Mr. Robert Andrews, President
Morse Manufacturing
727 W. Manlius Street
E. Syracuse, NY 13057
Mr. Jeffrey Boyce
Assistant Vice President
The Research Foundation of the
State University of New York
Office of Sponsored Programs
35 State Street
Albany, NY 12207
Steven Cohen
Deputy Commissioner,
Division for Small Business
Empire State Development
30 S. Pearl St
Albany, NY 12207
Mr. R. Wayne Diesel
Consultant
22 Yardley Court
Loudonville, NY 12211
Ms. Shirley Felder, President
Sullivan County First Refuse and
Recycling, Inc.
482 Hasbrouck Drive
Woodbourne, NY 12788
Carl Figueroa
President
CCF Consulting
Bronx, NY
Mr. James Hartman
Grant Development Seminars
P.O. Box 874
Saratoga Springs, NY 12866
Mr. William Kahn
CPA, Partner
UHY Advisors NY, Inc.
66 State Street, Suite 200
Albany, NY 12207
Mr. Patrick MacKrell
President
NY Business Development Corporation
50 Beaver Street, 6th Floor
Albany, NY 12207
Mr. Raymond M. Nowicki
Managing Member
Nowicki and Company, CPAs LLP
3198 Union Road, Suite 100
Buffalo, NY 14227
Mr. Ronald C. Thomas
Dean of Administration
York College
The City University of New York
Jamaica, NY 11451
Kevin Wilcox
Assistant Vice President and Controller
University at Albany
1400 Washington Ave
Albany, NY 12222
STATE DIRECTOR
Mr. James King
State Director
New York State Small Business
Development Center
The State University of New York
22 Corporate Woods, 3rd Floor
Albany, NY 12246
SECRETARY
Ms. Mary Hoffman,
Associate State Director
New York State Small Business
Development Center
The State University of New York
22 Corporate Woods
Albany, NY 12246
After starting his agricultural career as a herdsman
in 1988 and working for a local spray service
company, Dean F. Wheeler and his wife Kimberly
decided to investigate owning their own business.
He was referred by his local bank to the Watertown
SBDC for assistance with a business plan. In 2006,
the Wheeler’s dream became a reality when D & D
Spray Services was born. The business provides sales
and application of herbicides and pesticides to
improve crop yields, fertilizer sales and application,
and wholesale seed sales including a discount
program for early orders and payments. When the
Wheelers won a contract with a Farmers’
Cooperative in another county, they requested
SBDC assistance to secure funding for a second
sprayer. They returned to the SBDC the following
season to secure an SBA loan to finance a newer
sprayer. According to the Wheelers, “The SBDC
has been an invaluable resource to us as we started
our business, and throughout the last four seasons,
SBDC have helped D&D Spray Service progress
into a very successful company.” Since its start, the
business has grown from servicing 16,000 acres to
26,000 acres and from selling 1,500 seed units to
more than 4,000 seed units. Despite the hardships
facing the agricultural community in 2009, D&D
was still able to service 22,000 acres. The Wheelers’
son Dean Junior, who began working in the
business while in high school, completed his
apprenticeship training in 2009.
26 27

Senator Charles Schumer (left) and Staten Island SBDC Director
Dean Balsamini announce the America's Recovery Capital Loan
Program in June on Staten Island.
Governor David Paterson and NYS SBDC State Director Jim King
at the 2009 Small Business Taskforce meeting.
NYS SBDC State Director Jim King signs a cooperative agreement
with Shushan He, Chairman of Tianjin Economic-Technological
Development Area (TEDA), for supporting trade and business
development between New York State and China.
Congresswoman Nydia Velazquez (3rd from left) visits with SBDC
Operations Director Brian Goldstein (left), Brooklyn SBDC
Director Catalina Castano and NYS SBDC State Director Jim King
at the Brooklyn SBDC.
Guanyi Tang, Director of Beijing Office, and Arnaldo Sehwerert,
Director of SBDC Mid-Hudson Regional Center, attend the June
opening of the NYS SBDC office in Beijing, China.
Jinshui Zhang, NYS SBDC International Business Development
Program Director (middle) receives the 2009 Trade Partner of the Year
from Tech Valley Global Business Network for active participation in
the international trade arena by supporting and/or providing services to
companies involved in international trade.
Lucille Wesnofske, Farmindale Director, shares a ride with Tom
Morley, Rockland Director, during the Annual SBDC Golf Outing at
the ‘09 Staff Training session.
NYS SBDC Advisors that earned advanced certification in 2009:
Rick Gorko, Director, Niagara SBDC, Cindi Thomason (Buffalo),
John Halleron (Oswego), Ann Durant (Watertown), Don Dods
(Mid-Hudson), Andrea Lizak (Buffalo), Jim King, SBDC State
Director, Ritu Wackett (Farmingdale), John Narciso (Farmingdale),
Larry Perras (Oswego), Tom Morley, Director (Rockland)
2009 ASBDC State Star-Star Performer William Grieshober,
Buffalo SBDC (left) with Jim King, NYS SBDC State Director.
Cathy Pokines, SBA Project Officer, addresses SBDC staff the annual
28 awards dinner during Staff Training.
29

Business Sectors
Economic Impact
(from Inception)
Business Sectors
Economic Impact
(last year)
Counseling Statistics
(from inception)
Funding/
Investment
(last year)
Millions of Dollars
0 100 200 300 400 500 600 700 800 900 1000
Millions
of Dollars
200
Hundreds
of Jobs
80
Thousands of Clients
0 5 10 15 20 25
Retail
Serv.
Whol.
Manu.
Const.
Ag.
Other
0 5 10 15 20 25 30 35 40 50 55
Thousands of Jobs
Program Inception to September 30, 2009
Total Investment Impact: $3,966,731,460
Total Number of Jobs Created: 88,944
Total Number of Jobs Saved: 49,798
Investment in niche market and
specialized manufacturing continues
to grow in New York.
($1,605,942,735)
(59,379)
180
160
140
120
100
80
60
40
20
0
Funding
Jobs
Retail Service Whole. Manuf. Const. Ag. Other
October 1, 2008-September 30, 2009
75
70
65
60
55
50
45
40
35
30
25
20
15
10
5
0
85/86
86/87
87/88
88/89
89/90
90/91
91/92
92/93
93/94
94/95
95/96
96/97
97/98
98/99
99/00
00/01
01/02
Private
$179,770,865
Public
$39,128,523
Other
$26,378,485
October 1, 2008 - September 30, 2009
Total Investment: $245,277,873
Other
$80,162,233
Equity Collateral
$9,525,308
Private Investor
$21,269,065
Equity Cash
$59,038,247
Scarce owner equity is leveraged by
public and private funding to bring
entrepreneurs’ dreams to life.
Commercial Lender
$75,283,020
Total Investment Impact: $245,277,873
02/03
Total Number of Jobs Created: 4,036
03/04
Total Number of Jobs Saved: 2,042
04/05
In just the past twelve months,
SBDC clients invested more than
$240 million to impact more than
6,000 jobs.
05/06
06/07
07/08
08/09
0 25 50 75 100 125
Thousands of Hours
* The number of clients and counseling hours increased
significantly in 2001-2003 after the terrorist attacks.
30 31

SBDC REGIONAL CENTERS
The statewide network of 24 SBDC regional centers – and numerous full-time outreach
locations – is a fully integrated and interactive small business consulting and training
delivery system. The New York State SBDC Central Library in Albany supports the system
with up-to-date business information and electronic search mechanisms. When you seek
business counseling at one of the SBDC’s regional centers, the resources of the entire system
are at your disposal. The centers and founding dates:
Message from
The Governor
7.1.84 Albany
7.1.84 Binghamton
7.1.84 Buffalo
7.1.84 Niagara
10.1.85 Farmingdale
10.1.85 Mid-Hudson (Ulster County
Community College)
4.1.86 Watertown
7.1.86 Jamestown
7.1.86 Utica / Rome
9.20.86 Syracuse
10.1.86 Pace University / Manhattan
4.1.87 Corning
4.1.87 Brockport / Rochester
8.15.88 York College (CUNY)/ Queens
8.15.88 Stony Brook
9.1.93 College of Staten Island
(CUNY) / Staten Island
6.1.94 Manufacturing and Defense
Development Office
9.1.94 Baruch College (CUNY) /
Manhattan
10.1.98 SUNY Canton
12.1.98 SUNY Plattsburgh
1.1.00 Lehman College (CUNY) Bronx
10.1.01 LaGuardia Community College
(CUNY) / Queens
1.1.08 Rockland Community College
4.1.08 City College of Technology
(Brooklyn)
1.15.09 Columbia University
At this pivotal moment in New York’s history, a time of historic challenges and unprecedented crisis,
our path to economic recovery and a more prosperous State runs through our small business
community. Across the State, corner stores and computer sellers, restaurants and repair shops,
technology start-ups and upstart entrepreneurs form the backbone of our cities, towns, and villages. It
is these businesses that drive job creation, and in order to rebuild our economy and better our future,
we must place them at the center of our economic agenda.
The New York State Small Business Development Center (SBDC) will play a vital and immediate
role in this endeavor. Since 1984, the SBDC has helped more than 302,000 New Yorkers expand their
local economies by investing more than $4 billion in their businesses while creating and preserving
more than 141,000 jobs. Through SBDC, New York entrepreneurs build stronger, more vibrant
futures for themselves, their families, their communities, and our State.
Jefferson CC
SUNY Plattsburgh
SUNY Canton
A partnership between New York State, the U.S. Small Business Administration, the private sector,
and institutions of higher learning, the SBDC fosters entrepreneurship and innovation targeted to the
individual needs and strengths of localities. Through regional centers and service locations at the
State University of New York, the City University of New York, and private universities across the
State, the SBDC empowers small business owners with the tools they need to achieve their dreams,
create jobs, and assist in growing the State’s economy.
Niagara
County CC
SUC Buffalo
SUC Brockport
Onondaga CC
SUNYIT
SUNY Albany
SBDC (System Administration)
On behalf of all New Yorkers, I commend the New York State Small Business Development Center
for helping small business owners and entrepreneurs find opportunities in these challenging times.
Now more than ever, this invaluable assistance organization will help unlock the potential of our
greatest resource – our people – and bring lasting growth to New York State.
Jamestown CC
Corning CC
SUNY Binghamton
Manufacturing and Defense
Development Office
Ulster County CC
Rockland CC
Baruch College (Mid-Manhattan)
Pace University
College of Staten Island
LaGuardia
Community College
York College
Lehman College (CUNY) Bronx
Columbia University
SUNY Stony Brook
SUC Technology
at Farmingdale
City College of Technology (Brooklyn)
David A. Paterson
Governor of New York State
1 32

Written by Mary Hoffman
Design and editing by David Carnevale
Funded in part through a cooperative agreement with the
U.S. Small Business Administration.All opinions, conclusions
or recommendations expressed are those of the author(s)
and do not necessarily reflect the views of the SBA.