Man of the Year: Jay Berger

Woman of the Year: Mary Little

Business of the Year: Santa Barbara Bank & Trust

Entrepreneur of the Year: Joe Martin w/ Bergin’s Automotive

Service Organization OTY: Economic Development Collaborative Small Business Development Center (EDC/VC-SBDC)

Public Servant of the Year: Mary Goldberg

Educator of the Year: Carl Melhorn

Volunteer of the Year: Peggy Smith

Youth of the Year: Samantha Pinsak

Senior of the Year: Herb Holler

The Top Ten Awards Banquet will be held on Friday, March 23, 2012 from 6 – 9 pm at Spanish Hills Country Club and is open to any who would like to help honor the winners.  The cost is $80 a seat and includes appetizers, wine, and dinner. There will be a No-host bar. Click Here to register online.

Thank you to our sponsors: Santa Barbara Bank & Trust; Courtyard by Marriott-Camarillo; Landegger Baron Lavenant Ingber; Roadrunner Shuttle; TOLD Corporation; Landrover Jaguar Ventura; M.F. Daily Corp; Hampton Inn & Suites; George Erb Physical Therapy and Fitness Center; St. John’s Pleasant Valley Hospital.

Trupart Manufacturing Inc. – Ventura, CA

Before:
Growing a business during a recession is an accomplishment to be proud of. But sometimes rapid growth brings challenges. Trupart MFG, Inc., which makes parts for other companies’ equipment, had used green manufacturing techniques including waste reduction, reuse and recycling so successfully that in 2010, its sales doubled. “With the increase in work flow, we needed to look at every part of the operation and plan for the future,” says Trupart’s Business Manager, Ingrid Boehm. In early 2011, Boehm visited the SBDC for help.

Best Advise:
SBDC Business Advisor Mary Anne Rooney assisted Trupart with everything from payroll and HR to strategic planning, marketing, operations and changing the company’s business structure. She also introduced Trupart to the Ventura County Recycling Market Development Zone (RMDZ), which provided a loan for new equipment.

Lessons Learned:

• Federal, state and local governments have financial resources for businesses. “Mary Anne asked us what equipment we needed to continue our growth,” recalls Boehm, “and RMDZ coordinator David Goldstein came by to meet with us the same day. We were blown away!” The RMDZ program provided a $290,000 loan at 4 percent interest, enabling Trupart to buy a laser-cutting device.
• Go lean. Trupart is working with SBDC Business Advisor Dean Dela Cruz to implement lean principles in its manufacturing process and business operations. The changes should make the company even more efficient.
• Marketing matters. “Mary Anne helped us create a flyer to let customers know about all the services Trupart provides,” says Boehm. “She helped make the flyer I was working on much more polished and professional—now, it really explains what we do.”
• Help is out there. “Just knowing that tools are out there to help Trupart grow has been the best part of working with the SBDC,” Boehm says. “Mary Anne has put us in touch with so many people who have helped our business grow.”

After:
The new laser-cutting machine will increase efficiency, lowering production costs and prices. Already, Trupart has been able to undercut some overseas manufacturers on pricing and bring back customers who had left for cheaper prices. “[We’re] onshoring—keeping jobs and parts from going overseas,” says company owner and president Shane Prukop, who expects to hire as many as four new employees in the coming year.

As Trupart keeps growing, the company will continue to rely on the SBDC. “[Having an SBDC] Business Advisor is like having a board of directors looking out for our best interests,” says Boehm. “Any time I get stuck or have a question, the first person I contact is Mary Anne.”

“Mary Anne has brought so many tools to our facility that I never thought were out there,” says Prukop. “The SBDC is just amazing, and I am looking forward to many years of them helping us out as we grow.”

BEFORE:
Former police sergeant Dan McLeod saw a need for more progressive police-specific surveillance equipment in Ventura County, so in 2000, he established Crime Point. The Camarillo based company manufactures surveillance vehicles, turnkey video surveillance systems and customizable components engineered specifically for the challenging and unpredictable law enforcement environment. With eight employees and a team of contract engineers, McLeod
saw another need—to become more educated about running and growing his business. He and his wife, Leslie, turned to the SBDC at EDC to take advantage of its numerous business assistance programs.

BEST ADVICE:
The McLeods sought help in scaling up Crime Point’s manufacturing capability so the company could manage its growth and jump to the next level. They wanted to explore new markets and transition from an R&D focus to marketing. SBDC Business Advisor Mary Anne Rooney helped them improve internal communications, streamline processes, plan for growth and prepare for international expansion.

LESSONS LEARNED:

• Be consistent. Rooney helped the McLeods see the importance of intra-company communication and systems when managing employees and contractors in a rapidly growing business. As a result, Dan is creating a project flow process soevery task—from lead to sale—is handled in a consistent, organized way.
• Prepare for change. Because change can be scary for employees, especially in this economy, Dan is sharing information about the changes at Crime Point so employees understand the vision for the company. This will help them see the positive side of change and embrace it.
• Plan for growth. Dan is creating job descriptions and conducting an employee survey to get feedback about job satisfaction and to identify what employees see themselves doing in the future. The answers will help ensure that Crime Point’s employees can grow along with the company.

AFTER:
With the new systems and processes in place, Crime Point is poised to expand into Canada. Thanks to the changes they’ve instituted based on SBDC consulting, including an informative new website that was created through a contact at EDC’s Manufacturing Outreach Program, the McLeods are confident their expansion into the international market will be a success.

“We have taken advantage of every local resource we possibly can to help our business grow,” said Leslie. “Whenever I hear about a class, symposium or seminar, I’m there.”

Says Dan, “EDC’s staff is a very confident, very motivated collection of people who are willing and able to help out businesses seeking assistance.”

BEFORE:
Founder Robert Bushman started SRS in 1996 with a mission: to take unusable silicon and process it into usable feedstock for solar applications. The company has grown every year since its inception and is now the world leader in silicon feedstock processing for the solar industry. By late 2010, SRS was outgrowing its Camarillo location, so Vice President of Finance and Marketing Brendon Cussio visited the Small Business Development Center at EDC for assistance financing a new facility in Ventura.

BEST ADVICE:
SBDC Business Advisors Mary Anne Rooney and Dean Dela Cruz helped Cussio explore financing options, obtain necessary permits, reduce energy use in the new facility and institute lean manufacturing techniques.

LESSONS LEARNED:

• It’s who you know. “Our process uses high-intensity acids [that] we have to dispose of,” Cussio explains. “In Camarillo, we would have exceeded the permitted wastewaterlimits and would have been significantly penalized.” Rooney worked with theCity of Ventura to expedite permitting before SRS purchased the building. “[TheSBDC was] very diligent and put us in touch with the right people,” says Cussio.
• Plan to succeed. Dela Cruz’s expertise in lean manufacturing helped SRS set up the new building. “He showed us how to lay out structures for [the best] process flow,”Cussio explains. SRS also received advice on energy efficiency.
• Simplify matters with a one-stop shop. Cussio appreciated the diverse expertise he found at the SBDC. “They’ve given us a lot of options and have been useful to us in different areas — manufacturing, importing, exporting. It made it easier for us to work with one group, instead of finding individuals [in each area].”

AFTER:
SRS’s sales grew so rapidly that the company didn’t need financing to acquire the building after all. They have grown from 40 employees in early 2010 to 75 today, and expect to hire 25 more when the move to Ventura is complete in August 2011. Cussio is working with the SBDC to obtain training for the new workers, and also plans to take advantage of the SBDC’s eight-week accelerated international trade program.

The new facility will enable SRS to create a purer product and break material into a smaller form factor, making its product even more desirable to customers. Long-term plans include opening facilities closer to customers in the Pacific Northwest and Midwest. With $25 million in sales for the first half of 2011 — already surpassing 2010 sales — SRS is well positioned to achieve those goals.

BEFORE:
A survivor of the Communist regime in Cambodia, Sam Seng arrived in Los Angeles in 1984 as a refugee. In 1989, he married a fellow survivor, Chanthy. Starting with nothing, the industrious couple saved their earnings to buy an Oxnard donut shop, eventually expanding to three locations. In September 2003, the Sengs decided to venture into a new industry, purchasing a gas station. Family-run Fred’s Gas quickly became known for serving the community with reasonably priced gasoline and a mini-mart. Seeking to improve the business’s façade with new paint and signage, Sam turned to the Small Business Development Center hosted by Economic Development Collaborative for help finding financing.

BEST ADVICE:
In September 2010, Sam approached the SBDC seeking help finding financing to renovate his location. Business Advisor Mary Anne Rooney helped him develop a business plan, explore financing options and obtain a grant from the City of Oxnard.

LESSONS LEARNED:
• A business plan is a tool for growth. “I learned about the need for a proper business plan and the benefits that can be obtained by having a good plan,” says Sam. Rooney explains, “When Sam first started the renovation project, he was only planning minor renovations. After going through the [business plan] process, he determined that he wanted to do a much larger renovation.”
• Make the right connections. Rooney directed Sam to various financing options available through the City of Oxnard. “The SBDC worked with me on making connections to local officials and assisted in maneuvering my application through the City for approval,” says Sam.
• When you need help, ask. “Without the knowledge of [the city] grant, we would not have begun this renovation. We expanded to a much larger scale than we originally thought due to the assistance Mary Anne provided,” says Sam. “I learned that asking for help is a good thing!”

AFTER:
With a combination of city grants, his own money and financing he obtained from a credit union, Sam completed a $400,000 renovation of Fred’s Gas that included adding a new façade, expanding the food mart, updating signage and installing an ATM. “Our customers tell us every day how wonderful our business is with all the improvements,” says Sam. The improvements have helped more than just Fred’s Gas, says Rooney. “Mr. Seng’s business is well known and respected in this community. With his improvements to the business, the citizens’ morale was raised. Additionally, a major fast food chain next door is making improvements because of the renovation made by Fred’s Gas.” Future plans for Fred’s Gas including additional renovation, increasing sales and hiring more employees. “I intend on keeping this business indefinitely,” says Sam. “We appreciate all the assistance [the SBDC] provided.”

1. Find the right site. Daily deal sites are location-specific, so look for sites that promote businesses in your area. In addition to the big names, there are niche sites targeting specific cities or industries. Search online for sites or visit daily deal aggregator Yipit.com.
2. Join in. Subscribe to the daily deal sites you’re considering so you see what types of deals they offer and what kinds of businesses participate.
3. Investigate site demographics. Like any marketing venue, daily deal sites maintain data about customer demographics. Ask for information about the typical customer profile to see if the site’s audience matches your target market.
4. Learn how it works. Customers sign up for daily email offers to buy vouchers for products or services at discounts of 50 to 90 percent. Vouchers can be purchased for a limited time (typically 24 to 72 hours) and may include a social element (such as requiring a certain number of people to buy). Customers must redeem the voucher within a set time frame.
5. Apply to be included. You have to apply for inclusion on daily deal sites. Visit each site you’re interested in, and fill out the application form. For popular sites or those with many businesses like yours, there may be a wait.
6. Read the contract. Understand the agreement you’re entering into with a daily deal site, including such factors as when you will get paid and how the deal site is paid.
7. Figure out financials. Typically, daily deal sites receive a percentage of the sales—sometimes 50 percent or more. Calculate whether you will earn enough to justify participating, and whether you are financially prepared to fulfill all the vouchers you sell.
8. Be prepared. Daily deals can trigger overwhelming demand, so be sure your business has enough staff to keep everyone happy and enough product to fulfill orders. The deal site’s staff can suggest ways to manage demand, such as extending the deadline for using vouchers or capping the number sold.
9. Provide stellar service. Many customers who buy your deal will be new to your business. Make a good first impression so you can turn them into repeat customers.
10. Follow up. To maximize your deal, encourage new customers to connect with you on Facebook or Twitter. Get email addresses and send them special offers. Give them discounts or vouchers for their next visit. Do whatever you can to keep them coming back.

PLEASE NOTE NEW BIO:
Rieva Lesonsky is founder and President of GrowBiz Media, a media company that helps entrepreneurs start and grow their businesses. Before launching her business, she was Editorial Director of Entrepreneur Magazine. Follow Rieva at Twitter.com/Rieva, read her blog at SmallBizDaily.com, and visit her website SmallBizTrendCast to get the scoop on business trends and sign up for free TrendCast reports.

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1. Clarify your goals. Before choosing a trade show, decide what you want to achieve—whether it’s learning more about your industry, meeting prospects or buying inventory. Set measurable goals, such as “Sell X number of products” or “Get 25 qualified leads.”
2. Select the right show. Visit TSNN.com (www.tsnn.com) and Tradeshow Week (www.tradeshowweek.com) to search trade shows by industry, date or location. You can start with your industry’s trade show, or ask colleagues what shows they recommend.
3. Be prepared. Get as much information as you can in advance. Find out what companies will be exhibiting or attending. Check the show’s website for a directory, map and contact information for exhibitors. Grab a printed directory when you arrive at the show and plan out what you want to see.
4. Know the rules. If you’re exhibiting, ask about details including set-up and breakdown times, size restrictions for your booth and display, wiring and electrical outlets, location and signage. Make a list of what you need to bring—you don’t want to find out at the last minute that you’re missing one crucial extension cord.
5. Staff adequately. You need at least two people to man your booth at all times—that way one person can take a quick break. Make sure any employees in your booth are well trained in how to greet attendees and gather information.
6. Get in shape. Whichever side of the exhibit booth you’re on, trade shows are physically demanding. Wear comfortable shoes (you’ll be standing or walking all day). Have a quick energy source like nuts or granola bars on hand, and take short breaks when you can.
7. Meet and greet. Whether you’re exhibiting or attending, a friendly attitude is key. Bring more business cards than you think you’ll need, and exchange them with everyone you talk to.
8. Attend events. Trade shows aren’t just about exhibits. Be sure to take advantage of the many learning opportunities at the show, such as panel discussions, workshops or networking sessions.
9. Stay up late. Don’t head to your hotel the minute the show floor closes. Much trade-show business takes place in the evening. Join your new contacts for dinner, attend mixers or hospitality suites, and get to know the people you met during the day.
10. Follow up. Contact everyone you met at the show within two weeks. You can send information about your business, ask to connect with them on a social networking site, or suggest meeting for coffee or lunch. The goal is to move your relationship forward while the trade show is still fresh in their minds.

Rieva Lesonsky is founder and President of GrowBiz Media, a media company that helps entrepreneurs start and grow their businesses. Before launching her business, she was Editorial Director of Entrepreneur Magazine. Follow Rieva at Twitter.com/Rieva, read her blog at SmallBizDaily.com, and visit her website SmallBizTrendCast to get the scoop on business trends and sign up for free TrendCast reports.

1. Start small. To begin, pinpoint one country that has a strong demand for your product, well-established transportation methods and a good banking system. Unless you’re fluent in another language, it’s easiest to start with an English-speaking country.
2. Do your homework. Market research is essential to understanding the culture, business practices, legal issues, competitors and consumers in the foreign market you’re trying to enter.
3. Consider ecommerce. If you want to sell direct to international consumers, online sales are a simple place to start. Your website should welcome international customers and clearly state which countries you ship to.
4. Choose the right partners. Depending on your goals, you may need agents, distributors, bankers, freight forwarders, brokers and other strategic partners to export successfully. Do your due diligence on each company and be sure you feel comfortable with the relationship before proceeding.
5. Nurture strong relationships. Keep in regular communication with your overseas partners and give them the same attention you give U.S. vendors or distributors. Email has made international communication easier, but you’ll still need to talk by phone and visit in person from time to time.
6. Ensure payment. Your business bank’s international trade department can help you check references for an overseas customer, choose the best payment methods and take the appropriate steps to ensure you get paid.
7. Be flexible. You may need to adjust your products, services, marketing materials and sales practices to fit local customs, preferences or regulations. Listen to your foreign partners’ suggestions and be ready to make changes as needed.
8. Speak their language. Although English is often touted as the international language of business, there are still many potential customers who don’t speak English. Be sure your advertising, sales and promotional materials are translated into the language/s that will reach the most customers.
9. Make a commitment. Exporting offers great rewards, but only if you invest the appropriate time, effort and resources in a long-term commitment. If you look at exporting as a backup plan, focusing on overseas markets only when your U.S. sales slump, you are less likely to succeed.
10. Get help. Experts such as those at your local Small Business Development Center can put your business on the road to international success by helping you with everything from financing to finding trade partners.

Rieva Lesonsky is founder CEO of GrowBiz Media, a content and consulting company that helps entrepreneurs start and grow their businesses. Before launching her business, she was Editorial Director of Entrepreneur Magazine. Follow Rieva at Twitter.com/Rieva and visit SmallBizDaily.com to sign up for her free TrendCast reports.

new EDC‐VC SBDC, located at 1601 Carmen Drive, #215 in Camarillo, will provide consultations and training sessions to small business owners in the Ventura County area.

EDC‐VC is a regional public/private economic development organization that delivers programs that promote jobs and economic growth, and raises overall productivity and incomes. “We are honored to have been chosen as the host for the SBDC in Ventura County,” said Bruce Stenslie, President/CEO, EDC‐VC. “The entrepreneurial spirit of our small business owners and surrounding communities is truly unique. We are confident that the EDC‐VC – in conjunction with the SBDC network – will be able to support and promote economic growth for our entire region.”

The new center will further enhance the already established Los Angeles Regional SBDC Network which is hosted by Long Beach Community College District and operates six centers throughout the Los Angeles, Santa Barbara and Ventura counties.

“Long Beach City College and the SBDC Network look forward to working with the Economic Development Collaborative of Ventura County to support small businesses and create jobs,” said Eloy Ortiz Oakley, President of Long Beach City College. “EDC‐VC has a history of responsive small business programs, is a strong economic development organization and excellent addition to our Network. We are looking forward to working with Bruce and his team to serve the small businesses in our region,” adds Sheneui Weber, Regional Director for the Los Angeles Regional SBDC Network.

Currently, any small business can take advantage of the free services that are offered by the SBDC centers in their area. The SBDC program is the SBA’s most extensive economic development program which helps small businesses create jobs and strengthen local economies. The SBDC program is designed to match dollar‐for‐dollar every federal dollar that it receives with state, community or private funds. The Los Angeles Regional SBDC Network received $3.4 million in federal funds in 2009.

Since January 1, 2006, Long Beach Community College District (LBCCD) has been the host for the Small Business Development Center (SBDC) Network servicing the Los Angeles, Ventura and Santa Barbara communities. The SBDC program is the U.S. Small Business Administration’s (SBA) most extensive economic development program, helping small businesses create jobs and strengthen local economies. LBCCD as the Lead Center holds the contract with the SBA and contracts with a diverse group of six educational and community development organizations to deliver services to small businesses. For more information, please visit www.smallbizla.org