When it comes to small-scale thermal measurements, Laser Thermal serves a need that hasn’t been fully realized in the market for decades: testing the thermal conductivity of items 1,000 to 10,000 times smaller than the average diameter of a human hair. Until John Gaskins launched Laser Thermal with Patrick Hopkins in February 2020, that kind of measurement science wasn’t available commercially — meaning that John and Patrick were literally designing their business model from scratch. For the large industrial and academic companies Laser Thermal works with, information is everything, especially regarding optimization, performance, and cost cutting. The Laser Thermal team takes lab scale equipment that, for most people, is very unapproachable and packages it so that anyone can use it. Laser Thermal needed assistance on the business front to help them design their business model and prepare for growth.
"I've probably recommended the SBDC to half a dozen different businesses I've run into since we started working with them. The entrepreneurial community in general is very giving. They're giving of advice. They're giving of resources. They're giving of connections to other people. Be willing to take advice, and let it inform how you choose to grow your business in the future."
In October 2020, John sent a consultation request to the Central Virginia SBDC, and the next day, he met with Director Rebecca Haydock. That’s where the SBDC offered assistance with priming the business for growth. As John’s main advisor, Rebecca connected him with specialists who helped support Laser Thermal in different areas, including finances, bookkeeping, web development and marketing. Laser Thermal also worked with both the Virginia SBDC’s Innovation Commercialization Assistance Program (ICAP) and the International Business Development Program (IBD). Ultimately, John points to mentorship as the most valuable resource he gleaned from the SBDC. Throughout the product development process and growth of the business, he notes that it would have been easy to feel like he was making decisions in a vacuum. Rebecca and the SBDC provided a sounding board that allowed an idea formulated in a University of Virginia lab to grow into a thriving small business boasting 17 employees, two granted patents, two additional filed patents, and over one million dollars in sales. The SBDC has also helped connect John to the entrepreneurial community, an essential support for all aspiring small-business owners.
Today, Laser Thermal continues to scale with commercial tool sales, testing and contract services, and three government grants, including funds for new product development through the Air Force and the Defense Advanced Research Projects Agency. As John looks to 2024, he predicts plenty of growth and innovation, and he knows it will happen with the SBDC by his side. Laser Thermal has raised $6.5 million in equity investments; created 16 new jobs; licensed two patents; filed two patents; and achieved over $1 million in sales from October 2022 to October 2023.
With an established business, high-quality products, and sound processes, Charlottesville-based pharmaceutical contract manufacturer Afton Scientific, a 30-year-old business, was primed for growth. Afton Scientific was seeking information on expanding their existing export efforts in the international pharmaceutical marketplace. Specifically, they wanted to develop a plan to gain a greater footing in traditional direct sales to customers as well a tap into and maximize e-commerce sales. Afton Scientific had long excelled as a manufacturer of pre-sterilized vials and small-batch filling of pharmaceutical products but faced a different set of challenges in expanding their export target market. Their target customers range from small biotechs to large pharmaceutical companies, research labs, hospitals, and universities.
"We love working with the SBDC. We had heard about the SBDC but had no idea they offered so many programs at no cost. We're so glad they found us!"
Marketing Sales Manager Katherine Brandt and Business Development Specialist TJ Kliefoth turned to the Virginia SBDC Network for assistance with international expansion where they connected with Senior International Trade Specialist Dulce Zahniser and the Virginia SBDC's International Business Development (IBD) office. The SBDC's IBD programming is tailor-made for businesses like Afton, providing training, resources and contacts for everything from distribution to region and industry-specific regulations. The SBDC initiated a three-part IBD program to provide assistance with exporting and pharmaceutical regulations." That program included participating in the International E-Commerce Program/Accelerator, Trade Compliance Cohort, and International Business Plan Cohort. The E-Commerce Program helped Afton Scientific move their inbound marketing strategy to a more strategic outbound marketing with websites in target market areas. Afton also utilized the IBD's International Trade Research to explore target markets. The International Business Plan Cohort offered additional guidance and mapped out specific steps, goals, and metrics for the expansion.
During the IBD program, the IBD team provided tailored feedback, which led to Afton establishing websites in Germany and the United Kingdom, which lead to an increase in Afton’s presence and an increase in customers in both markets. Business Development Specialist TJ Kliefoth noted that the E-Commerce Program showed us how to move our inbound marketing strategy to a more strategic outbound marketing with websites in target market areas. TJ also notes that Afton Scientific’s marketing strategies have been very reactive in the past and this helped them become more proactive. The IBD Program’s market research helped Afton create a doable market expansion plan to reach potential international customers. Employment numbers at Afton Scientific have increased from 50 to 85, which has helped the business meet the increased demand from the international expansion.
For 25 years in their native Colombia, Jeniffer Sanchez and her husband owned a successful machinery parts manufacturing business. When they decided to move to Virginia and replant their entrepreneurial roots stateside, a partnership with the Greater Roanoke + New River Valley SBDC was crucial in helping them establish a new business venture. As a Colombian, Jeniffer had to start from scratch in the United States. She wanted to re-start her business in her new country and needed guidance on American business regulations. Jeniffer came to the US with a tourist visa, she needed assistance with the required business plan for the E-2 visa application, which would allow her and the three technicians she brought from Columba to work in the USA.
"As a Colombian I had to start from scratch in the US. I found the SBDC online and made an appointment with Tom Tanner. The SBDC supported us the whole way. Pulaski is projected to grow, and we want to be part of that growth. With SBDC, we believe we can do it."
Working with Tom Tanner, a Business Advisor with the Greater Roanoke + New River Valley SBDC , Jeniffer found help for everything she needed to open JC Spare Parts and Consulting. That process started with acquiring a specific work visa and continued with financial projections, capital formation, and marketing — all of which the SBDC assisted with. The SBDC also connected Jeniffer with key educational resources, like SBDC marketing webinars, and profit and budget forecasting and management. After laying those early foundations, Jeniffer followed Tom's guidance and began networking within the new community she and her husband now called home. That included joining the Pulaski Chamber of Commerce and connecting with local manufacturing groups.
After receiving her E-2 Visa, Jeniffer was able to officially open her business in the USA. In May 2020, JC Spare Parts and Consulting officially opened for business. In the three-plus years since, the company has expanded its services by offering Class A electrical installations to its existing services of providing industrial parts, sharpening, and maintenance services. That growth has been sustained by the formation of a large repeat client base that has grown from one to five, and a team that has grown from one employee to eight.
Impact: Jeniffer started her business after receiving her E-2 Visa, and increased employees from one to eight, and grew the repeat customer base from one to five.
