unleashing
national impact
igniting local
transformation
Perry and Diane Sandy began their entrepreneurial journey when they started a yard sign business in Pennsylvania during the COVID-19 pandemic.
"That business wasn't intended to be permanent," Perry says. "But it helped me discover the freedom of being my own boss."
Perry, a 23-year military radio specialist and 14-year government IT manager, and Diane, a veteran and nurse practitioner, began looking for a business they could own and manage full-time. They found Communications-Applied Technology (C-AT) in Reston, deemed it "a good fit," and purchased it in May 2023.
Already in operation for several decades before the Sandys took ownership, C-AT produces communications systems designed to link rapid responder communications across a variety of systems and platforms.
After previously working with the Pennsylvania SBDC, the Sandys wasted little time in connecting with the Mason Small Business Development Center (SBDC). Starting in June 2023, they participated in a training titled Organization of Daily Business. Then, with the goal of "learning more about export markets as part of our long-term strategy," says Perry, they connected with the Virginia SBDC's International Business Development (IBD) Program and Senior International Trade Specialist Dulce Zahniser.
"Dulce put in a lot of hours helping us with that," Perry adds. "We couldn't have done it without her."
"We have confidence in the SBDC's trusted experts. It's a great resource that's helped us a lot."
"Learning the international side of business was very useful," Diane comments. "We reach out to Dulce a lot — and still do."
The SBDC recognized that C-AT's team needed comprehensive training in international trade documentation, particularly in the Harmonized Code and Schedule B Systems.
Through the SBDC IBD program, the Sandys were able to identify and update outdated product classifications that C-AT had been carrying from the business' 30 years in international markets. With these product updates, C-AT successfully engaged the U.S. Department of Commerce and received formal product export control classifications.
"Dulce put in a lot of hours helping us with that," Perry adds. "We couldn't have done it without her."
The company's commitment to international growth led to its participation in the inaugural Summer 2024 Global on Ramp program, supported by the Small Business Administration's Growth Accelerator Fund Competition. Additionally, the SBDC provided student-led market research information on four target markets: Argentina, Chile, Indonesia, and Kuwait. Following this research and assistance from the SBDC, C-AT relaunched its export program in the Kuwaiti market.
The Sandys are also taking advantage of SBDC training on business-related topics. Perry is currently engaged in a three-part training session on financing with the Director of the Mason SBDC Timm Johnson, who also helped the Sandys revamp the C-AT website.
C-AT's partnership with the SBDC has yielded additional benefits. In October 2023, the company was accepted into the Global Defense Program (GDP) that helps Virginia defense companies diversify into international markets and received a $10,000 grant for an international export initiative.
"Since May 2023 we've increased our revenue and started new product development," Perry says. "We also added two more employees for a total of eight."
As their company continues to grow, Perry and Diane plan to continue their connection with the SBDC.
Impact: Received updated international product classifications; enrolled in several training sessions; added two employees; received $10,000 grant for international export initiative.
After two decades in the military and stints as a communications officer for two separate United States presidents, taking caring for people became second nature for Pamela Lucas. When retirement led her to a second career in real estate, it's no surprise she found herself doing more for her tenants than just providing them with a place to live.
"I was always helping people, helping my tenants, helping them with rent, taking groceries over there, turning the lights on," Pamela says. "My mom, who's a retired school principal, told me that I should run a group home."
Pamela took that advice, educated herself on the adult special needs care industry, and opened her first licensed group home in 2014. Within three years, PAMCO Care was operating three different group residences in Gainesville and Manassas that served adults with intellectual and developmental disabilities. By 2022, just shy of PAMCO Care's 10-year anniversary, Pamela had opened six homes, established an office space, and earned her Executive MBA (EMBA) from Georgetown University.
But even for a combat veteran, successful real estate agent, and defense contractor, the pivot to running a full-on business was challenging. Questions that had inspired Pamela to earn her EMBA in 2020 — about how to properly take care of her employees, such as providing healthcare and retirement benefits — led her to the Mason SBDC in the fall of 2023. "I met [Mason SBDC Director] Timm Johnson, and he has been a great mentor and sounding board."
"I met [Mason SBDC Director] Timm Johnson, and he has been a great mentor and sounding board. I went to Georgetown and got an EMBA, but that's textbook. Timm has actually operationalized that. He's taken the textbook and given meaning to what my spreadsheets are, what my profit and loss statements are, and general guidance on what I need to look for to run my business successfully."
After connecting through the Prince William Chamber of Commerce, Timm initially helped Pamela modernize her bookkeeping and gain a deeper understanding of her business metrics. They continue to meet monthly, and Pamela also attended an SBDC-facilitated conference. However, for all the help she has already received, Pamela notes that she has only scratched the surface of what the SBDC offers.
In addition to providing invaluable business advice, Timm played a crucial role in supporting PAMCO Care's growth. He introduced Pamela to M&T Bank and Navy Federal Credit Union, which will be instrumental in helping her secure the financing needed for property acquisition.
Today, PAMCO Care has six group homes in Virginia and provides adult day care services. Pamela has also opened a job training and placement program that helps individuals with disabilities find paid employment. With more than 150 clients, and over 80 employees, she enters the second decade of her business' existence and has a trusted advisor and the SBDC at her side.
"I'm an old army girl, so I believed that all you needed to do was get somebody who is passionate," Pamela says. "I started out leading men and women in combat, and now I'm leading this company, helping individuals with disabilities live better lives, and it's not about me — it's about my team that comes alongside me."
Consider Timm Johnson — Pamela's "trusted advisor" — part of that team.
Pamela's success in business and impact on her local community led to her nomination for the 2024 Virginia Small Business Veteran of the Year. She was awarded first place and honored over Veteran's Day.
Impact: $600,000 in capital formation; created 30 new jobs; purchased four new properties; 2024 Virginia Small Business Veteran of the Year.
In 2022 Tanya and Jeff Taylor sold their home and business in Greenville, South Carolina, and moved to "the side of a mountain" near Pennington Gap. Soon afterwards, they launched Stone Mountain Yogurt in 2023 using personal funds. After launch, the Mountain Empire Community College (MECC) SBDC provided grant writing assistance. Stone Mountain Yogurt's opening helped spark a surge in the town's revitalization.
"We were looking for vacation property when we purchased 42 acres on Stone Mountain," Jeff explains. "Once we built a small cabin there, we realized we were too young to retire."
In addition to investing in a vacation property, Jeff, who previously worked at General Electric, and Tanya, who had worked at a local bank in Greenville, SC, also felt called to invest "in a small town in need of help." In exploring Pennington Gap, they found a Main Street that was mostly deserted. Once based around coal mining and tobacco, the town's economy had faded — and so had the businesses in the town's main thoroughfare.
"We saw Pennington Gap as Norman Rockwell's America," Tanya adds. "We wanted to bring that small town feeling back with a store downtown — and that's exactly what we did."
They started Stone Mountain Yogurt with personal funds and later sought out a matching grant after opening to add additional equipment to better serve the community. Jeff found it in the form of the Virginia Coalfield Economic Development Authority (VCEDA)'s Seed Capital Matching Grant, which provides support for economic development projects.
"The SBDC has the tools you need to open a business. I encourage every small business owner to contact the SBDC. Becki walked us through details we needed for a matching grant. She does a great job answering questions — I can email or call her any time."
Even though Jeff had previous business experience running a high-end auto detailing business in South Carolina with his son, he still sought guidance in applying for the grant. That's when the SBDC joined the picture.
"The town manager told me about the Mountain Empire Community College SBDC, so I called Director Becki O'Quinn-Purdie and made an appointment," Jeff relates.
Becki met with Jeff and Tanya and helped them through the application process. The application was approved, and a $10,000 VCEDA Matching Grant was finalized and awarded to Stone Mountain Yogurt in June 2024.
"Becki walked us through details we needed for a matching grant," Tanya says. "She does a great job answering questions — I can email or call her any time."
From there, Jeff and Tanya worked with the Town of Penning Gap to find an appropriate location; which turned out to be a 100-year-old building on Main Street. The Town of Pennington Gap provided instrumental assistance with the renovations through a downtown revitalization project along with the HK Lee properties, the owner of the building. The shop's frozen favorites quickly created a snowball effect all along Main Street.
"When we opened last July, there was nobody on this street," Tanya notes. "Since then, a coffee/sandwich shop, hair salon, candle shop and arts and craft store opened. We've about filled up the street!"
Stone Mountain Yogurt hired its first employee in February 2024, and as Tanya reports, the shop sees new customers every day.
Impact: Secured $10,000 VCEDA grant; hired first employee.
