Luis Nogueira believes that creating replacement crowns, bridges and tooth implants is an art. But running a dental lab is also a business that requires sales and marketing to develop strong partnerships with dental practices.
Luis was born in Brazil and studied there before working for large dental labs in the U.S. for more than 15 years. He knew the lab side, but the marketing tasks were difficult; for one thing, English was his adopted language.
Together with SCORE’s Randy Roody, they developed a message and, finally, a small marketing campaign that has begun to add new customers to his practice. Today he has a website for dentists to visit and a promotion campaign that is run periodically. Luis and Randy still meet several times a year.
“(Score Counselor) John (Post) has provided great ideas, helped develop our business plan and keep it updated, assisted immensely in our financial projections, and put us on course for profitability and success."
A mechanic for 30 years with Lowell Regional Transit Authority, motorcycles have long been Tom Vayo’s passion. Bush Hill Cycle works began in 2003 with Tom fixing bikes on weekends in his Hudson, N.H. garage, but zoning issues and a desire to have a real shop of his own in which to pursue his interest full-time led him on a path that ultimately put him in touch with SCORE counselor John Post.
Tom knew what he wanted to do, but needed help focusing on the business aspects. John prodded him with questions regarding the industry’s culture, the atmosphere he wanted to create with the shop, competition, staffing, pricing, products and services to be offered and more, helping Tom analyze these factors and make intelligent decisions. Several months were spent fleshing out cash flow. Ultimately, Tom found and purchased on old motorcycle shop in Hudson, financing the deal with a home equity line.
Tom cleaned up the place, opening it in 2005 as a shop where motorcycle enthusiasts of all types are welcome and comfortable. With his wife, Laurie, as finance guru and customer service contact, Bush Hill Cycle Works specializes in repairs and routine maintenance of motorcycles new and old, foreign and domestic, in addition to stocking many parts and accessories. Sales have increased each year, and even after more than four years, John Post continues to get together regularly with Tom and serve as an advisor.
“John has provided great ideas, helped develop our business plan and keep it updated, assisted immensely in our financial projections, and put us on course for profitability and success. He’s stuck with us from the beginning. SCORE is one of the only places a little guy can go to get good advice from experience businesspeople—and it’s free.”
“I really appreciated working with SCORE. Shana was helpful, but not pushy. I knew that it was still up to me to make my business succeed. She just gave me the added direction and confidence I needed to be successful.”
Judy first contacted SCORE after working on her jewelry business part-time out of her home for two years. She had unique items to sell and a great network of people already buying them, but wanted to take her business to the next level. Her biggest challenge was how to accomplish this while limiting the amount of time she spent outside the home.
Working with her SCORE counselor Shana Hoch, Judy was able to better manage her current customer base, reach out to more potential new customers, and make maximum use of her time away from home. Her hard work and commitment resulted in the business growth she was seeking, and the guidance she received from SCORE gave her the confidence to know she could succeed on her own. Recently, she has used her creativity for a outstanding cause—fighting domestic violence—with one of her signature pieces, A Heart that CAN. Bent but not broken.
“I really appreciated working with SCORE. Shana was helpful, but not pushy. I knew that it was still up to me to make my business succeed. She just gave me the added direction and confidence I needed to be successful.”
Firefly American Bistro Concord Street, Manchester, NH Diane Downing David Becker, www.fireflynh.com
“We opened the day after Christmas 2008 (as the economy was having a fit!) and we've made our monthly forecasts ever since!”
No business has a higher mortality rate than
restaurants. Why, then, would two seemingly intelligent individuals
seek to open a new restaurant in downtown Manchester, an area already
saturated with a variety of excellent dining establishments, and do so
in the midst of the worst recession in almost 70 years?
So wondered SCORE volunteer counselor Randy Roody when Diane Downing and her brother, David Becker, sought his help with their business plan. In fairness, the pair had been planning their venture for quite some time, well before the economy turned sour, and if anyone was well-equipped to make it a success, it was these two.
Both were seasoned veterans of the industry; Diane had 25 years experience in the front end of the restaurant business, much of it in downtown Manchester, and David had spent more than 20 years as a chef in New Hampshire, Florida and the Caribbean.
“Diane and David met with me to review the business plan they had begun,” says Roody. “It contained some creative ideas and sound financial modeling, as well as describing a downtown restaurant featuring good food and drink that people could afford. A key component of their plan was a bar that would serve as a comfortable social destination for Manchester business people who wanted to meet for a snack or a drink after work.”
Meeting almost monthly for more than a year, the SCORE counselor helped the partners think through the business plan, test its logic and evaluate marketing ideas. “In the end, I was a mentor,” says Roody, “and David and Diane did all the legwork. Certainly I encouraged them to keep going, but I admit I was concerned that they were entering a crowded field in downtown Manchester.”
Part of that legwork involved a very determined Diane working to secure financing to lease space and outfit the restaurant. Ultimately, she developed a couple of private sources as well as finalizing a loan with the Manchester Development Authority, which provides funding to businesses that will create jobs.
Everything finally came together when the pair found the perfect location at 22 Concord Street. Just off Elm Street, with significant parking available, the spot is convenient to area businesses as well as to the Verizon Center.
Firefly American Bistro & Bar opened for business just after Christmas 2008 and met with immediate success. Offering “inspired classic American fare in a warm, inviting atmosphere, the menu is a reverent celebration of American culinary tradition…featuring classics, prepared exactly as they should be, and artistic dishes modestly described in unintimidating fashion.”
The dining room is “an optimal setting for anything from business luncheon to first date” and the lounge “is a destination of its own…a perfect place for office gatherings, reuniting with friends or sharing a bottle of wine with someone special.” (www.fireflynh.com)
Firefly’s first year buzz was remarkable. In addition to a number of positive reviews, it was named Best New Restaurant in New Hampshire Magazine’s Best of NH 2009, and Best New Eatery in Hippo Press’ Best of 2009.
Now in its second year, the restaurant’s popularity continues to grow. Any doubts SCORE’s Roody may have had about Firefly’s ability to garner its share of the downtown Manchester dining market have been erased. The business plan SCORE helped Diane and David put together has proven itself to be solid. And with 28 employees at last count, the Manchester Development Authority’s confidence in the venture has clearly been rewarded.
“Firefly has become a favorite dining spot for my wife and me,” says Roody. “We enjoy the food very much and sometimes bring friends to show off my SCORE clients!”
Mike Lynch and Gary Adams were employees of a Massachusetts laser machining company when, in 2002, they decided to set out on their own. Using their combined savings, they purchased some of the assets of their former employer’s New Hampshire operations and established Laser Advantage, a laser job shop, service provider and systems integrator, in Nashua.
Though they possessed expertise in all the technical aspects of laser technology, they lacked experience in running a business, so they turned to SCORE. Counselor Glenn Boston was able to provide that financial and operational guidance, and the partners learned quickly. In its six years, Laser Advantage has tripled its sales, and now does work not only nationwide, but internationally.
Mike and Gary continue to meet with Glenn a couple of times a year, discussing current business issues and using him as a sounding board for their ideas.
“Knowing there is an experienced person available to discuss any issues and review ideas is a great confidence booster. To have free access to a network of expertise and information at a critical point in the development of a new venture is incredibly valuable. SCORE should be a first call for any entrepreneur looking to start or expand a business.”
Andrew Hatch had benefited from SCORE counseling in a previous business on Cape Cod in 1997, so he naturally turned to them again in early 2006 when planning his newest venture. Lotions ’n Potions was created to meet the need for professional skincare advice and specialist esthetic services in a retail setting.
SCORE counselor John Iffland was able to provide important demographic data to support the decision to locate on Main Street in Concord, offer introductions to many local resources and associations, assist in developing financial projections and help flesh out Andrew’s business plan. John also brought in another SCORE advisor, Dick Martin, whose retailing background, advice and support have been priceless.
Lotions ’n Potions growth has exceeded Andrew’s expectations, with second year sales up 50%, the result of many loyal, repeat customers and lots of word-of-mouth referrals. The store now employs one full-time and two part-time staff, with plans to add more, and has become a part of a vibrant regeneration of Downtown Concord.
“Knowing there is an experienced person available to discuss any issues and review ideas is a great confidence booster. To have free access to a network of expertise and information at a critical point in the development of a new venture is incredibly valuable. SCORE should be a first call for any entrepreneur looking to start or expand a business.”
Mid City Body And Frame Manchester, NH Susan and David D'Amore, Owners
"It was amazing how Shep Bartlett found solutions to some of our start up problems"
When David D'Amore had the opportunity to buy his employer's auto body business, the banker who wanted to help him sent him to SCORE for help with his business plan and financial planning. Shep Bartlett has a history of helping with these kinds of transactions; however, the deal became complicated when the existing owner suddenly died. Together, Shep and David worked with lawyers, bankers and the estate to keep the deal alive and ultimately carry it to a successful conclusion.
Today, David and Susan run Mid City Body and Frame together, with Susan managing the front office and David out on the shop floor.
“The SCORE people gave me the courage to make decisions. They are high quality, experienced individuals eager to share what they know. You couldn’t pay for that knowledge, yet the most amazing thing of all is that it’s free.”
An artist and former kitchen designer, Sheree Burlington had already owned and operated a chain of three local paint-your-own-pottery studios when, in 2005, she was inspired to create Museware Pottery, “Hand painted art pottery. With attitude.” When she first met with SCORE counselor John Post in late 2006 seeking help with marketing, sales volume was about $50,000 a year through retail stores, catalogues and her website.
The two talked about various marketing strategies, identifying the most promising segments to target and how to implement the plan they developed. Their efforts proved to be so successful that by mid-2007 Sheree faced a different problem: how to raise production to meet the increased demand. SCORE counselors John Benjamin and Don Horadan, both experienced engineers, were brought in, developing flow diagrams and finding ways to raise kiln efficiency and capacity. Sales increased 300% from 2006 to 2007, and Post helped Sheree obtain a loan and line of credit from TD Banknorth.
Together, the SCORE counselors assisted Sheree in developing cash flow and production plans for 2008, which they continue to fine tune in light of today’s challenging economy.
“The SCORE people gave me the courage to make decisions. They are high quality, experienced individuals eager to share what they know. You couldn’t pay for that knowledge, yet the most amazing thing of all is that it’s free.”
Fall Lineup of Workshops to be Announced: SCORE is working on their fall lineup of workshops. As soon as we have locations and dates we will post them here. You can plan on two workshops a month between September and December. Wednesday Sep 01, 2010 Register Now
Art Life Dental Labs
