Made to Grow: Tools for Entrepreneurs & Manufacturers Workshop
- @mybluefieldwv
- May 21
- 11 min read
Watch the video below or scroll down to read the recap
This workshop was hosted on May 20, 2025, with guest speakers from the U.S. Small Business Administration’s (SBA) West Virginia Office, WV Department of Economic Development, WV Small Business Development Center, and U.S. Export Assistance Centers. Learn about support programs and valuable resources designed to help your business start, grow, and succeed, no matter the type or stage. Below are notes from each presentation given. You can also find the full slide deck at the bottom of this post.
West Virginia District Office – U.S. Small Business Administration (SBA)
SBA’s Programs & Services
SBA offers many resources for businesses through Resource Partners such as WBC, VBOC, SCORE, SBDC, various Funding Programs, and Federal Contracting
SBA Funding Programs
Loan Guarantees
7(a) Loans
504 Loans
International Trade
Community Development Financial Institutions (CDFIs)
Mission-driven
Community-based
Community Advantage program
Technical assistance
Microloans
SBA Microloans up to $50K
Local organizations
Competitive terms
Lower down payments
Flexible overhead
Technical assistance
Surety Bonds
SBA Surety Bond Program
Bid, Performance, Payment, Maintenance
Government/private sector up to $6.5M
Direct federal contract, max $10M
Federal Contracting
World’s largest customer
Small Business purchasing
Federal Contracting Assistance
Advice on selling to governments: Federal, State, Local
SAM.gov registration
One-on-One Counseling
Disaster Assistance
25% of businesses don’t reopen after a disaster
Businesses need an action plan
SBA Disaster Loans
Officially declared disasters: Real estate, Personal property, Machinery & Equipment, Inventory, Economic Injury, Active-duty military
Office of Manufacturing & Trade – U.S. Small Business Administration
SBA Export Loan Programs and Introducing Working Capital Pilot Program
Edward A. Schick, Export Finance Manager | Office of Manufacturing and Trade 202-941-1191 edward.schick@sba.gov
Small Business are capitalizing on international sales opportunities
95% of consumers live outside of the U.S
98% of exporters are small businesses
33.3% of U.S. export value is from small businesses
Business Growth: 10 years of longer, 3x employees, 2x sales
To view International Payment Terms see PDF page 17
SBA Export Loan Programs*
Export Express (EE): Avg. $264,200
Flexible; can be structured as term loan or line of credit
90% guarantee for loans up to $350K
75% guarantee for loans between $350K and $500K
Export Working Capital Program (EWCP): Avg. $2.1MM
Monitored lines up to $5MM; 90% guaranty
Asset-based or Transaction-based structure
Support for Standby Letters of Credit with 25% collateral
For experienced exporters with higher working capital needs
International Trade Loan (ITL): Avg. $2MM
Term financing up to $5MM; 90% guaranty
Used for Capital assets, permanent working capital, refi, acquisitions
Must be existing exporter or planning to become one
Indirect Exports - applies to all SBA export loans
Products/services that enter export channel but not directly exported
Supported by all three core export loan programs
*Permanent 90% guaranty of the Export Loan Programs allow a bank to set aside only 28% of the capital required for a conventional loan
SBA Export Loans Provide Solutions
Loan guaranties like 7(a) and SBA Express - Same eligibility
Highest guaranty (90%) to incentivize lenders
Flexible structuring
Competitive tools for borrowers
Export Express - One Program, Multiple Uses
Loan Guaranty Options:
90% guaranty on loans up to $350K
75% guaranty on loans between $350K and $500K
Term Loan Options:
10-year amortization (equipment, permanent working capital, debt refinancing and business acquisitions)
25-year amortization (real estate)
Revolving Credit Line Options:
Up to 7 years
Prior to the Authorization expiring, the line can be:
• Paid off by an Export Working Capital Program (EWCP) loan
• Paid off by a conventional line of credit or term loan
Export Express – Special Features / Definitions
Any “export development activity” to support export growth qualifies
Applicant must have been in business for at least 12 months though not necessarily exporting (or have proven experience)
Export Express loan limits are independent from SBA Express limits and can be used in combination
For lines of credit, unlike for SBA Express, no mandatory term- out period is required. The lender can decide if one is needed, and at which point payments should begin.
To see export loan terms and conditions and sample export express questionnaire see PDF page 24
Export Working Capital Program (EWCP)
Working capital line of credit to fulfill export orders
90% guaranty on loans up to $5MM
Lines of credit Must be monitored monthly
Asset-Based
Borrowing base certificate on inventory and A/R
90% advance on A/R, 75% advance on inventory
Transaction-Based - for export PO's and contracts
90% advance on contract or 100% of borrower’s cost (including overhead) whichever is less
Control account required
Standby Letters of Credit - export bed bonds & advance payment guarantees
25% cash collateral requirement
Collateral is limited to export-related working assets
Delegated authority is limited to PLP-EWCP lenders
To participate, lender must have 750EX or new 750 agreement
EWCP Fee Structure
Lowest cost of any 7(a) program
Unique fee structure that allows it to support 2-year and 3-year EWCP maturities.
Guaranty fees:
0.25% for ≤12 months maturity
0.525% for 13–24 months maturity
0.80% for 25–36 months maturity
EWCP loans have a maximum authorization of three years and can be easily extended during the life of the loan via Etran.
Standby Letters of Credit
To support bid, performance bond, advance payment guaranty.
Cash deposit into control account equal to 25% of SBLC.
Lender may allow export inventory, A/R or other acceptable collateral to replace cash deposit requirement.
ABL structure – Lender must determine that BBC will support at least 25% of the SBLC.
SBLC must expire before EWCP maturity date.
International Trade Loan (ITL)
Term loans for capital purchases & permanent working capital
Term loan only, similar to Standard 7(a) and uses the same agreement and PLP authority. No special agreement needed for ITL.
90% guaranty on loans up to $5MM; max guaranty $4.5MM.
Eligible for sale on secondary market
Eligible Uses: RE, equipment, refinancing, permanent working capital, business acquisition
Any purpose that
Leads to an increase in export sales or export markets AND
Improves the firm’s competitive position.
If 1st lien on assets financed, PLP lenders may use PLP authority.
All ITL loans require and Export Business Plan
ITL – Identifying Opportunities
ITL supports a wide variety of term loan solutions, all supported with a permanent 90% loan guaranty.
Traditional Term Loan Applications
Equipment purchases
Real estate purchase / buildout
Business acquisition
Working Capital
Permanent working capital
Can support projects where a traditional line is not the optimal solution
Works well with inventory-heavy industries and with E-Commerce
Debt Refinance
Consolidate higher interest rate debt into a lower cost solution
Often used to refinance unsecured debt as part of a business expansion
To see ITL Loan Terms and Conditions see PDF page 33
Working Capital Pilot (WCP) Program
New pilot loan program available to all SBA lenders under 7(a) Loan Program - CP has been designed to serve as the SBA’s premier working capital program, engineered to meet the needs of modern small businesses
Offering an annual fee structure modeled after the Export Working Capital Program (EWCP), the SBA guaranty fee is assessed in annual increments, allowing Lenders the ability to tailor the loan to the specific need of their clients
Provides 75% guaranteed lines of credit up to $5MM, can support both domestic and international transactions
Lenders will be able to use the WCP to issue revolving lines of credit with the
flexibility to structure both asset-based and transaction-based facilities
Supported by Export Finance Managers
WCP Loan Types
Transaction-Based:
Line of credit to support single or multiple transactions
A Transaction-Based WCP may be established on a revolving or non-revolving basis based on the needs of the business
Monitored pre-shipment financing allows a business to purchase materials, components, or other related expenses necessary to start a project
Lender establishes a cash collateral account to monitor for payment, applying all receipts against the outstanding principal balance
Asset-Based Loan (ABL):
ABL loans are revolving lines of credit supported by a Borrowing Base Certificate (BBC) which
measures the collateral position, normally accounts receivable and inventory, of the loan
ABL loans are typically committed for 12 months and then renewed or re-issued annually
The Lender must obtain updated financial statements on the Borrower annually and perform a full credit analysis annually, coinciding with any applicable renewal
Key Benefits of Transaction-Based Lending
For the Lender
Transaction-based allows lenders to extend capital at an earlier point than they would
using traditional lines of credit
Transaction-based lending allows lenders to advance in support of upcoming projects or
orders before any asset or billing is created
For the Borrower
Ability to access working capital to fund the direct costs (materials and labor) related to a project or order
Can support significant increases in working capital needs that are not otherwise supported
Key Benefits of Asset-Based Lending
For the Lender
Asset-based loans allow Lenders to extend working capital against a pool of assets while monitoring using a Borrowing Base Certificate to ensure the loan always remains in margin
With the support of a BBC to monitor the facility, the Lender can issue larger lines of credit with increased advance rates on accounts receivable and inventory
For the Borrower
Asset-based loans allow the borrower to obtain a greater amount working capital than what is typically available under an open revolving facility
Asset-based loans provide the flexibility to meet the current and future needs of a business
An ABL loan allows borrowers to monetize their otherwise illiquid assets (account receivables and inventory) to help fund upcoming purchases and overhead expenses
Edward A. Schick, Export Finance Manager – PA, DE, Southern OH edward.schick@sba.gov
West Virginia Small Business Development Center (WVSBDC)
Who We Are
The West Virginia Small Business Development Center (WV SBDC) is a statewide organization that provides expert guidance and resources to help small businesses start, grow, and succeed. Through one-on-one business coaching, training, and access to funding opportunities, the WV SBDC supports entrepreneurs and strengthens the state’s economy.
Governor: Patrick Morrisey | WV Dept. of Economic Development: Mike Graney | WVSBDC Director: William Miller
WVSBDC Regions
Northern Region: Wheeling, Parkersburg, Morgantown (2), and Fairmont
Eastern Region: Summersville (2), Buckhannon, Keyser, and Martinsburg (2)
Southern Region: Charleston (2), Huntington, and Bluefield
What We Do
Information & Targeted Training
Help businesses connect to other resources and partners
Professional Business Coaching
Areas of Expertise
Marketing
Business Management
Funding
Technology Commercialization
Business Planning
HR
Succession Planning
Cybersecurity
Financial Analysis
International Trade
Government Contracting
Disaster Recovery
2024 WVSBDC Performance
New Business Starts: 72
Jobs Supported: 3,188
Clients Served: 1,516
Jobs Created: 371
Jobs Retained: 77
Loans/Equity: $48,630,385
Return on Investment:
3,242% (Federal & State)
6,484% (State Only)
Harold Patterson, Certified Business Coach harold.d.patterson@wv.gov 304-767-0532
Covers Raleigh, Mercer, McDowell, and Wyoming counties
U.S. Export Assistance Center – U.S. Commercial Service
The U.S. Commercial Service supports U.S. job creation and economic and national security by promoting exports and ensuring fair international trade for U.S. companies. With offices in 106 U.S. cities and 127 locations across 80 countries, it helps U.S. businesses succeed globally and defends against unfair trade practices and market barriers.
Market Intelligence
1. Country Commercial Guides: Prepared by trade and industry experts, Country Commercial Guides provide information on market conditions, opportunities, regulations and business
customs for over 125 countries. Country Commercial Guides detail important factors
to help you decide if a market is right for your product or service
2. Customized Market Research: This service answers questions about an overseas market
including; market trends & size, customary distribution and promotion practices, market
entry requirements, product standards and registration, regulations, key competitors and
potential agents, distributors, and strategic Partners.
3. Initial Market Check: An initial assessment of the market potential of your
product or service in the targeted market. The service gauges the potential of a specific
product or service in a market by gathering feedback from up to five industry participants
and provides recommendations on whether to pursue the target market.
4. International Company Profile: Provides U.S. companies and economic development
organizations with a comprehensive background report and full analysis on a
specific foreign company. Reports provide general business information, background and
product information, key officials, references contacted by ITA, financial data/credit
worthiness, reputation, results of site visits and interviews with principals; information
sources consulted in preparing the report; and analysis of information.
*Rural America's Intelligence Service for Exporters (RAISE) Determining if there is export opportunity, and where, including prioritized country rankings based on data and on-the-ground realities.
Business Matchmaking
Single Company Promotion: Provides U.S. companies with promotional services to help increase the awareness of their product or service in a specific market. The promotional event may consist of a technical seminar, press conference, luncheon, dinner, or reception with targeted direct mail or email campaigns.
International Partner Search: Provides U.S. firms with a list of up to five prospective agents, distributors and partners that have expressed an interest in your product or service. Virtual introduction via teleconference to the identified contacts also available.
Featured Exporter Listing: A listing in the directory of an overseas U.S. Commercial Service’s website gives U.S. exporters targeted exposure to more effectively help them find foreign business partners in specific local markets. It allows local importers to find U.S. exporters interested in exporting to a specific local foreign market. *Very inexpensive marketing took, $150/year for 5 markets
Business Service Provider Listing: An online program to help U.S. exporters identify a professional export service provider to support them in the assessment, financing,
or completion of an export transaction.
Gold Key Service: Provides U.S. firms traveling to a foreign market with up to five
pre-screened appointments to establish relationships with potential overseas agents, distributors, sales representatives, business partners and other local, in-country entities
The Rural Export Center
Quick Start to Exporting
Website Globalization Review: Technical assessment focused on internationalization - $100
REC Check: A quick due diligence report on a potential partner - $150
Export Management Company Directory: Develop overseas distribution channels for your company - No Cost
In-Depth Research
Questions RAISE Helps Answer
Matrix: Which markets should I prioritize?
Country Reports: What are the trends, size, and growth of my chosen market? Who can I partner with or sell to?
Potential Partner List: Who can I partner with or sell to?
State Impact
186 Jobs created or sustained through CS assistance (FY 22-24)
1,047 Companies In West Virginia sell to customers in 147 countries. The top countries for West Virginia’s products included Canada, China, India, Ukraine, and Brazil.
79% of West Virginia's exporters are small to medium sizes companies
$188.2M value of exports and investment impact (FY 22-24)
Leslie Drake, Director CS West Virginia, Charleston, WV | 304-347-5123
Enybe Diaz, International Trade Specialist, Appalachian Rural Export Center | 304-542-8904
Diego Gattesco, Director CS Wheeling, Trade Americas Team Leader | 304-243-5493
West Virginia Department of Economic Development: Export Promotion Program
Our Programs
Trade Mission Shows
Website Assessment
Market Research
STEP Grant Funding
Governor's Export Awards
2025 Events List
Avalon Airshow – Geelong, Australia – March 25–28, 2025
Trade Winds – The Americas – São Paulo, Brazil – April 3–10, 2025
Identity Week – Amsterdam, Netherlands – June 17–18, 2025
Taipei Aerospace & Defense (TADTE) – Taipei, Taiwan – September 18–20, 2025
Spain & Portugal Trade Mission – October 20–25, 2025
Website Globalization Review
Website audit through the U.S. Commercial Service
Views your website through the lens of a foreign buyer
Examines how your website ranks with your competitors
Makes recommendations to improve the website
Cost: $100 – FREE to West Virginia companies
RAISE Market Research Initiative
Available to all WV small and medium-sized businesses (All of WV is classified as rural)
Company pays $200 participation fee to the WV District Export Council
WVDED Export Promotion Program pays for TWO (2) customized market research reports
Cost estimate: $950 per report
Research is conducted by the U.S. Commercial Service Rural Export Center
STEP Grant Funding
Eligible companies include West Virginia small and medium sized businesses (by SBA standards)
75% reimbursement, capped at $15,000 per grant cycle (2024–2026)
Eligible expenses include:
Trade show expenses
International travel
Website development / SEO
Shipping of samples
Design of marketing materials
Translations
Certifications & compliance testing
West Virginia Department of Economic Development – International Trade Managers
Jesús Velasco Espín | 304-352-3957 Jesus.Velasco@wv.gov Counties: Barbour, Brooke, Cabell, Calhoun, Doddridge, Gilmer, Hancock, Harrison, Jackson, Lewis, Marion, Marshall, Mason, Monongalia, Ohio, Pleasants, Preston, Ritchie, Roane, Taylor, Tyler, Wayne, Wetzel, Wirt, Wood
Hanna Kruhlova | 304-352-3997 Hanna.Kruhlova@wv.gov Counties: Berkeley, Boone, Braxton, Clay, Fayette, Grant, Greenbrier, Hampshire, Hardy, Jefferson, Kanawha, Lincoln, Logan, Mercer, Mineral, Mingo, Monroe, Morgan, McDowell, Nicholas, Pendleton, Pocahontas, Putnam, Raleigh, Randolph, Summers, Tucker, Upshur, Webster, Wyoming
Let's Get in Touch!
Sam Wolford, Executive Director
Bluefield WV Economic Development Authority | wswolford@bluewv.org | (304) 902-2332 x 2405
Dee Puckett, Operations Manager
Bluefield WV Economic Development Authority | dpuckett@bluewv.org | (304) 902-2332 x 2408
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