H&H Farm Machinery | Monroe, NC
Brian Nance www.hhspray.comQ: Describe your business: H&H is a sprayer manufacturer. Every crop and every piece of land is unique, so they all require specific needs in spraying—whether for water, fertilizer or herbicide. That’s what we do. We take their needs and produce an effective sprayer. Customizing is pretty unique, most sprayers are just a one size fits all so this is appealing to a lot of farmers. Q: What’s your story? I grew up working on farms. I know what it takes to run one and anything that makes a job easier is really important. H&H started out selling farming equipment when a gentleman requested a custom sprayer to apply herbicide and it just kind of took off from there. H&H had been around; I bought sprayers from them. So, when I heard the owner was looking to retire, I knew it was a good opportunity. I worked for H&H for an entire year learning the industry, the market and the business before taking it over in 2004. Q: How has the SBTDC helped? I knew the industry and the sprayers, but there were still things about running the business that I needed help with. I reached out first to the county agriculture extension agency who referred me to the SBTDC. They helped me analyze the financial side and develop a budget. The collaboration has really been an education. I look at numbers completely different. Now I know how to find the numbers I need and understand what they mean. Now I can assess the health of the business, see where problems are developing and fix those areas to stay on track. We’ve also been working on management skills through the SBTDC’s Strategy and Growth Services and that has made an impact on how fast we turn a product. Recently, I started talking to Mary Romano about expanding into the international market and she’s helping me with the paperwork. Q: What impact have you seen on the business? H&H has grown significantly with doubled revenue growth and the addition of 10 new employees to make a total of 18. We have expanded our customer base into Tennessee, Virginia, South Carolina, Georgia, and Alabama ,and we have plans for other expansion both locally and internationally. We’ve also moved into a new building which has streamlined the manufacturing process and is large enough to accommodate future growth. We’re ready to continue expanding but we’re working with the SBTDC on planning that growth to make sure it is controlled growth. Q: What advice do you have for other new business owners? Contact the SBTDC and keep utilizing their available resources. They are great to work with. It’s free of charge and provides understandable business advice from professional people that is worthwhile.
Story originally featured in the SBTDC’s 2013-2014 Annual Report.
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Our international presence began the day our international business counselor called to let us know about the possibility of obtaining an NC Step grant to support travel to a trade show in Thailand. Since participating in the Thailand trade show, we’ve traveled to Hong Kong, Beijing and South America with support from grants that SBTDC helped procure. This is the perfect example of how the SBTDC counselors are constantly thinking of ways to use the resources at their fingertips to help the small businesses in their community grow and thrive.
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H&H has grown significantly with doubled revenue growth and the addition of 10 new employees to make a total of 18…. We’re ready to continue expanding but we’re working with the SBTDC on planning that growth to make sure it is controlled growth.
The SBIR grant assistance is the most valuable thing the SBTDC has provided. Receiving the SBIR funding is what allowed us to move forward and we’ve actually been able to win three grants, although we had to turn one down. They have provided much needed advice on business development and we have also paired up with several student interns for marketing analysis.
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Probably the biggest impact on the business I’ve seen as a result of working with the SBTDC is the funding for the new office. With the help of my counselor I was able to borrow $201,000 and open up $35,000 in new credit lines. The new space is a much better fit and will allow for future growth.
I had the customers and knew the industry, but the SBTDC was able to help me come up with and implement new strategies for success.
The SBTDC has made us a stronger company by providing better intelligence, counseling, and resources. In a lot ways, it has been like a board of directors or an extension of our organization and team, which is how I’m modeling my own company to be a resource to our own clients.
I have taken advice from the SBTDC counselors at every major decision point through the last couple of year and my business has benefited greatly from the sound advice and research provided by the SBTDC.
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A.W. Brinkley Hardware
One of the most important ways the SBTDC has influenced the business was by helping us receive a workforce development grant. We’re using it to send two of our mechanics to specialized training for standby generators. We will be the only business in 75 miles licensed to work on these types of generators.
Speech 4 Kidz
The SBTDC is a fountain of never-ending information. If they don’t have the answers ready, they will tell you exactly where to look to find the answers you need. I have learned more, truly, in my 30-60 minute sessions about small business and strategies than in all my years of just breathing.
Sanesco International, Inc
The SBTDC is a great program with a fantastic vision for helping small businesses succeed. We have a wonderful relationship with our mentor and advisory. She always keeps us in mind and regularly informs us about opportunities or partnerships that could positively impact and grow our business.
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We increased our revenues by over 550% in four months, we have tripled the number of direct labor employees and added three new engineers to our staff.
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East Coast Umbrella
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Game Theory Group
Raising capital has to be the most influential way the SBTDC has helped. Our counselor literally took us through the projections for five years and helped us get the rest of our paperwork in shape. With those in hand we’ve been able to win some local grants, which our counselor brought to the table. He also introduced us to IMAF and they’ve been our largest investor.
First Flight Adventure Park
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Mind Your Business
Mind Your Business has accomplished impressive results in government sales, including award of a GSA schedule contract for background screening and EEO services, certification as an 8a firm by the Small Business Administration, recognition for owner Karen Caruso as the NC Small Business Person of the Year in 2011, and countless contract awards across a broad range of Federal, state and local agencies. The business has steadily grown their government sales to an all-time high in 2015, with no sign of slowing down.
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Barringer Moving and Storage
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We thought we had a pretty good idea of what we were doing, then we met these awesome guys and realized how far away we really were. They prepared us for talking to the banks. It’s tough for start ups and they knew what red flags to look for so we were prepared…. The SBTDC sat with us through the meetings and helped us figure out why they were hesitant and what we could change. We’ve never done this before, so it’s awesome to be able to call someone who has answers at the drop of a hat.
Baker’s Southern Traditions
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Green Clean Auto Spa
John sat down with his SBTDC counselor to crunch some numbers. He was ready to build a brand new facility, but his counselor pushed instead for a retrofit. John eventually purchased a building from the city of Charlotte and describes putting it together like blocks of Legos. He expanded the existing building from 53 feet to 81 feet, saving tens of thousands of dollars. “I didn’t want to hear it when Robin said I needed to find an existing site, but it was smart. If I had been stubborn and built something new, I wouldn’t be here.
His counselors introduced him to EXIM Bank and the credit insurance that they offer before walking him through the application process. Now, Thilo is able to give customers 30-day terms, allowing the product to reach the customer before they are required to pay, or with 60-day credit terms they have a chance to sell the product before paying Versatrim. This flexibility can be the difference between making a sale and watching your potential customer walk away.
Before Benny came on board, the SBTDC helped Dignify write a business plan and SBIR/STTR grant application, landing them $150,000. Benny says, “We really appreciate the support of the SBTDC and think it’s a great organization for early-stage technology companies that just need someone to show them the path to getting the company off the ground and funded through these SBIR/STTR opportunities.”
She came across an ad for the SBTDC in Business North Carolina magazine and gave the number a call, which started her relationship with counselors Robin and Nick. “It can be so lonely as a business owner when you have to make hard decisions. They are my objective sounding board. They don’t have any skin in the game, so it has been really helpful getting their support and feedback to help me make decisions.”
Goat Lady Dairy
By 2015, they had made it. The business was profitable enough to put the dairy up for sale. There was interest from many prospective buyers, but eventually, they chose to sell to long-time employees Bobby and Carrie Routh Bradds in May, 2017. Now Steve is technically retired, though he is still invested through owner financing and helps with sales and marketing. Steve says he cannot overemphasize the role that Andy and the SBTDC played in getting to this point. “I think we would have had just to stop and then all those jobs and everything we built would have been lost. It was crucial to our success.”
Lakeside Project Solutions
“For me, internships were about getting a little bit of work done for the business, but it was more of a community service project.” Then she became involved with the SBTDC’s internship programs and her whole philosophy changed. One of LPS’ first interns created a 12-month marketing program including all of the content created, addresses loaded and ready to launch. “It was good enough to use without editing. Suddenly I realized we could be more effective and profitable with the SBTDC interns.”
Alfredo Ristorante Italiano
If they were going to award him $200,000, they were going to need some substantiated information to warrant that kind of money. They suggested reaching out to the SBTDC, so he did. Alfredo’s counselor Ron said, “Let’s shave this thing down and give a little more detail to it.” And that’s what they did. Ron sat with Alfredo several times, asked the necessary questions to pinpoint what was needed and then provided the details including market research that placed Alfredo’s Ristorante within the context of industry averages. “It was critical to my success and that grant, no doubt.”
ASI has already grown to 40 employees since working with the SBTDC, a 33% increase. Revenues are up 15%, and in the machinist division, they are up 50%. They added the new metal bonded wheel in January, and they are now in 26 countries.