Category Archives: Black-Owned Business

Black-Owned Business, Client Success Stories

Keeping Her Community Mobile: How Josephine Odom Pivoted Her Used Car Business with a Loan from California Capital

For Josephine Odom, the Founder and CEO of Stepping Stone Auto Sales, commitment to her business journey has meant everything. With over 30 years of professional and business experience, Josephine has always had a passion for helping others and ensuring they receive the best service and experience possible. Stepping Stone Auto Sales was inspired by Josephine’s desire to provide reliable transportation for individuals in underserved communities, and was established as a wholesale used car dealership in March of 2019. With support from the WBC, and a loan from the Lending Center made possible through the Wells Fargo Open for Business Grant, Josephine entered the retail car sales space in 2021. 

SEEKING GUIDANCE

In October of 2020, Josephine began working with the California Capital Women’s Business Center. Looking to overcome the challenges of operating her business during COVID-19, while also working full time as a truck driver for Old Dominion Freight, Josephine was matched with WBC counselor, Charles Thomas. She had completed the online business plan creat

ion course available through the Women’s Business Center, but still had plenty to work on. 

“[Mr. Thomas] helped me tremendously,” explains Josephine, who had not received one-on-one business guidance before. “I had a business plan, but I wasn’t sure how to do a balance sheet, and I didn’t know how to write a profit and loss statement.”

 Over the course of several months, Josephine overcame the challenges she was facing and was ready to begin advancing her business.  

PIVOTING FOR SUCCESS

Seeking a larger return on her investments in used car inventory, Josephine transitioned from wholesale to retail used car sales in 2021—but doing so required increasing inventory, and a significant capital infusion.

Working with the Lending Center, Josephine applied for a sizeable loan that would go towards buying new inventory and having working capital. The loan application process was detailed, but thanks to the work she had done creating her business plan, Josephine was prepared. “ I had learned about the 5 Cs of Credit and other topics, which helped me to answer the questions in more detail,” explains Josephine, who was ultimately approved for a sizable loan.  

AGILE CLIENT SERVICE

All that was needed was for the closing paperwork to be signed and processed, but with the California Capital office still closed and Josephine’s truck driving job keeping her schedule packed, the Lending Center got creative. The Lending Center’s portfolio manager met Josephine at the Stepping Stone Auto Sales lot in Stockton, and the two were joined by the chief lending officer via Zoom to finalize the closing documents. 

Since securing the loan, Josephine was able to increase her inventory, and Stepping Stone Auto Sales is now located on a lot with increased visibility. In addition to leveraging word-of-mouth marketing and increasing her inventory in 2022, Josephine recently established Stepping Stone Registration Services. With this new venture, Stepping Stone will be able not only to sell used cars, but to complete the automobile registration process for their customers in-house. “I am serving my community and keeping services in my community,” says Josephine, who is looking forward to building her clientele this year. 

Black-Owned Business, Uncategorized

With Hearts Connecting LLC, Tahirah Jannah Taalib-Din Is Turning Grief Into Service

Tahirah and her husband, Antar Jannah.

January 12, 2022 | Like many entrepreneurs, Tahirah Jannah Taalib-Din started her business after identifying a problem that she could solve. Unlike most entrepreneurs, Tahirah’s business journey blossomed from the call to transform grief into a vehicle for healing in her community. The passing of her husband, Antar Jannah, in July of 2020 led Tahirah to found Hearts Connecting LLC, to offer virtual funeral services for families unable to meet in person, as well as faith-based grief counseling and support. After working with the California Capital Women’s Business Center (WBC), Hearts Connecting LLC has expanded their services, and won first place at a recent national pitch competition, earning a $15,000 award. 

A Seed Is Planted

When Tahirah’s husband passed, most of her friends and family were still in New York City, where she lived until 2012. With covid-related travel restrictions in place at the time, they could not attend the funeral. “I was completely devastated, and my family could not be by my side,” she explained. Luckily, a friend recorded the proceedings, and Tahirah was able to share the video with her loved ones. “Sharing the video brought so much comfort to my heart,” Tahirah says, explaining that the first seed of a business idea was planted then. 

Four months later, when a friend of her husband in New York passed away, Tahirah organized a virtual component to the funeral. Though her intention at that time was simply to “pay forward” the support she received, a funeral director in New Jersey let her know that they were in need of virtual services. That, says Tahirah, is when the seed started to sprout. 

Putting Ideas Into Action

Hearts Connecting LLC placed first in the Launch + Grow Pitch Competition.

She started doing market research, and learned that there were no options for faith-based virtual services. Around the same time that she was beginning business research, Tahirah was in a virtual grief support group for widows, and identified another need in her community.  

“The experience was so beneficial, and I learned a lot,” explains Tahirah. “But I was the only woman in my thirties in the group, the only African-American woman in the group, and the only Muslim woman in the group. I knew that women who reflected me needed the support, too.” With this in mind, she created a Women of Faith Widow Support Group. The group offers support to widows free of charge, and works to attain sponsorships to cover any fees.   

After identifying her target market and an accessible price point, Tahirah envisioned exactly what her business would offer. She created a spreadsheet describing what her services would be; who she should serve; how the process works, and how to hire her. To solidify her vision, she completed a business development course, and worked with the U.S. Small Business Administration (SBA) to establish Hearts Connecting as an LLC and open a business bank account. With this foundation in place, she invested funds from the first few funerals she operated and created a website. 

Inspiration, Guidance, and Results

After a referral from the SBA, Tahirah connected with the California Capital WBC. With guidance from WBC business consultant, Danielle Marshall, Tahirah completed the self-paced DreamBuilder business plan creator. Several months later, Tahirah participated in the WBC’s Pitch Competition during Small Business Success Series 2021. Hearts Connecting LLC’s pitch placed fourth–for Tahirah, that was the perfect opportunity for feedback. 

“I connected with Danielle and asked her two questions,” she says. “Why did I make it to the top five, and why didn’t I make it to number one?” The feedback provided by Danielle helped Tahirah to refine her pitch for future funding opportunities, and ultimately was instrumental in her success at the Launch + Grow Pitch Competition, hosted by Operation Hope and CIT. Hearts Connecting LLC placed first, earning a $15,000 grand prize sponsored by the Francine A Lefrak Foundation, which Tahirah plans to use to achieve her business goals. 

Planning for Success

Throughout the year, Tahirah will continue to work with the WBC–from whom she receives information on available grants and other funding opportunities–, as well as the California Capital Procurement Technical Assistance Center (PTAC), who is assisting her in completing the requisite paperwork to begin winning government contracts. In 2022, Tahirah hopes to strengthen her connections with local hospitals and funeral homes; hire on-call facilitators for virtual services; launch a monthlyadvice column in Muslim Journal; facilitate 395 funerals; serve 100 widows in the Women of Faith Widow Support Group, and to provide monthly online classes to the general public in the area of pre-, during, and post-death preparedness. 

In all of this, says Tahirah, she is staying true to the core of her mission. “It’s paramount that as a business owner, I stay in the space of inspiration and intuitive guidance,” she says. “Coupled with an undertone of urgency and knowing that my next decision in business is divinely inspired.”

Black-Owned Business, California Capital News and Updates, Client Success Stories

Meet Emily Sanders, Founder of Connect to Change and Winner of Fall 2021 Startup to Success Pitch Competition

Emily Sanders is a survivor of human trafficking and homelessness, and founder of Connect to Change.

December 13, 2021 | When speaking with small business owners, it becomes clear that for many, entrepreneurship starts with a mission. For Emily Sanders, that mission is profoundly personal. Through her nonprofit, Connect to Change, Emily has begun a mission of “Empowering Lives Today for Success Tomorrow!” by connecting women experiencing homelessness who have become victims of human trafficking on the street to the resources and support they need to escape abusive situations and build fulfilling lives.  

As a survivor of homelessness and human trafficking, Emily knows how pressing the threat of both is in the Sacramento area. “Sex trafficking and homelessness are serious issues. In fact, Sacramento is a hot spot according to detectives, KCRA3 reports,” she explains. “I have a profound passion for helping these women in need as I understand what they are currently up against.”

 

BUSINESS SUPPORT THROUGH WOMEN’S BUSINESS CENTER 

Last week, Emily graduated from the 16-week Startup to Success Generator Series offered by business consultant Natasha Palumbo via the California Capital Women’s Business Center (WBC). Over the course of the program, she worked with a cohort of other early-stage entrepreneurs to gain in-depth knowledge of how to create a workable business plan, prepare financial projections, and successfully pitch Connect to Change to possible funding sources. The course culminated in a friendly pitch competition, during which all participants pitched their businesses to a panel of judges made up of WBC consultants and local small business advocates. Emily was named the winner of the competition, with the judges commenting on her impressive preparation, knowledge of the industry, and personal dedication to the endeavor.

 

STARTING SMALL FOR BIG CHANGE

While she is in the process of establishing the business  foundation of Connect to Change, Emily has begun to network with the populations she ultimately hopes to reach with her services. She is beginning with outreach events to build relationships within these communities, and express to women in crisis the options that are available to them. 

 “Baby steps will lead to big leaps,” she says, expressing her ambition to someday offer comprehensive services within Connect to Change. As she grows, she hopes to offer housing programs and safe houses, and become the main resource center that women can depend on as a way out of crisis. 

Emily’s accomplishment and vision for Connect to Change are proof that entrepreneurship is about much more than just offering a product or service–it is about hope.

Black-Owned Business, California Capital News and Updates, Client Success Stories

“It’s made me more resilient”: Maestro Coffee House Owner Antronette Robinson Says Being a Veteran Is Key to Her Business Success

Antronette Robinson opened Maestro Coffee House in Natomas in July, 2019.

November 5, 2021 | Antronette Robsinson’s life has taken her down many paths: she is a Veteran of the United States Armed Forces, and a Registered Nurse serving as the Nurse Service Chief of Community Care with the Veteran Administration Health Care System. Most recently, she has taken on the role of entrepreneur, running Maestro Coffee House in Natomas while maintaining her full time job. In many ways, says Antronette, her training in the Army prepared her for the particular challenges of entrepreneurship.  

Antronette began her career in nursing in 1994 as a Licensed Vocational Nurse, going on to obtain her Registered Nurse license and serve as a critical care nurse in the Army for 12 years. After an honorable discharge, Antronette went on to work with the Veteran Administration Health Care System in Community Care. “Being a platoon leader in the military overseeing over 500 soldiers, in addition to the leadership classes they required, prepared me for management on the civilian side of things,” Antronette says, explaining her current role as the Nurse Service Chief, where she manages over 150 employees.

Working Towards Entrepreneurship

It took time, however, for the idea of business ownership to enter into Antronette’s plans. Around 2018, she visited the business of a friend from church, a coffee shop named Maestro Coffee House. After talking to her about what owning a coffee shop was like, she began her own research. 

“That’s when the wheel started turning and I thought, ‘I could totally do this’,” explains Antronette. “I decided I would open up a business that could give back to the community, something that I would love to keep and pass down to my kids as a family-owned business.”  

Building on her love of tea and coffee, owning a coffee shop felt like a natural choice. After visiting numerous local coffee shops, networking with other cafe owners, and completing barista training courses, the opportunity to enter the arena presented itself. When the owner of Maestro Coffee House closed her business, Antronette worked with the property owner to start a new lease, and opened her revamped Maestro Coffee House in July of 2019. She decided to keep the name that two previous owners had used for the business, building on the established reputation. With this opening under new ownership, Maestro Coffee House became the only non-franchised and black-owned coffee shop in the immediate area.

Army Training Informs Business Journey 

Antronette became certified as a Service-Disabled Veteran business owner, and through the entirety of her business journey, she has returned to her training in the Army for guidance. 

“I attribute my confidence as a business owner to the leadership courses I took during my time in the military, and my abilities as

Antronette served as a critical care nurse in the US Army for 12 years.

a manager to my experience as a platoon leader,” she explains, adding that her time in the Army also made her more resilient and determined as a business owner, equipping her to think outside the box. 

Thinking outside the box has certainly been necessary during Maestro Coffee House’s first two years in operation, as the Covid-19 pandemic hit just a few months in. While working full-time at the Veteran Administration, Antronette pivoted her cafe operations to be covid-safe. She added curbside pickup options and began selling via food delivery apps like DoorDash and Grubhub. Working with California Capital business consultant Danielle Marshall–a fellow veteran and entrepreneur, who Antronette met at the cafe and connected with immediately–Antronette has successfully pivoted and stayed up to date on the resources available to help businesses succeed during Covid-19.

Well-Deserved Recognition

Reflecting on the early days of the pandemic, Antronette says that she is glad that she kept her full-time job. Despite the long hours and competing priorities, having extra income was crucial to Maestro Coffee House staying afloat. 

“My income from the VA helped me to continue to pay my employees [at Maestro],” she explains. “I did not want to lay anyone off. Using my income from nursing to supplement business costs, I was able to keep everyone employed.” 

Antronette with California Governor Gavin Newsom outside Maestro Coffee House in January 2021.

This dedication to her staff did not go unnoticed. Maestro Coffee House was visited by California Governor Gavin Newsom in January of 2021 to highlight the importance of the proposed provisions in the State of California budget that ultimately established the California Relief Grant. Joined by Danielle Marshall, Antronette shared her perspective on what challenges small business owners face, and services that the State could offer to address them. Following this visit, Maestro Coffee House was also featured on KCRA 3 News for a piece discussing Governor Newsom’s initiative.

Connecting with Community

Looking ahead, Antronette and her team are eager to continue growing her business, and, while being mindful of covid-19 safety restrictions, looks forward to partnering with local groups to host events that uplift the community. Before the pandemic, Maestro Coffee House hosted art showcases for local high schools, and rented out their space to churches and other community groups. These types of events are key to Antronette’s vision for a business that functions as a hub for community networking, and are a great opportunity to show the youth what type of success is possible with the right mindset.  

Overall, Antronette says that her staff, her daughters, and the customers that have become regulars at the cafe are the highlights of her business journey. “I’m really blessed to be loved by my family and work family,” she says. “They’ve all taken ownership. You can’t ask for anything more than for employees to do that–that’s hard to come by.”

Black-Owned Business, California Capital News and Updates, Client Success Stories

Ernestine Winston Puts Sewn Products Training and Entrepreneurial Education To Use For Two Business Ventures

Well over a year into the COVID-19 pandemic, Ernestine Winston is on an entrepreneurial journey she never envisioned for herself. With over ten years of experience as an independent hair stylist, Ernestine is now on a dual mission: she is growing her styling business, while also building a new enterprise offering textiles and other products with custom designs—and several Women’s Business Center courses have played a key role in setting her on that path. 

Ernestine Winston has been an independent hair stylist since 2009.

Creative by nature, Ernestine Winston had long dreamed of being able to provide for herself and her family through self-employment. “I’ve had a job since I was 14. I always worked for someone else because the security of a steady paycheck was important,” she explains. “But I always wanted to be my own boss.”

STEPS TOWARD SELF-EMPLOYMENT

Ernestine began chipping away at this goal in 2009, attending cosmetology school at night, while maintaining a full-time corporate job and raising three children, aged 10, 11, and 13. After graduating, Ernestine did hair part time and built a client base while working various full-time jobs, including two years teaching sales classes at the cosmetology school she had attended. Eventually, a full-time job at ULTA Beauty led to a 5-year hiatus from independent styling, due to the possibility of conflict of interest—but when ULTA shared the news of company-wide layoffs in October of 2020, Ernestine took it as an opportunity. 

“I signed up for the [Women’s Business Center’s] Entrepreneurship Empowered course with the intention of getting a running start at self-employment,” explains Ernestine, who first discovered California Capital’s services as a manager at ULTA looking to improve her managerial skills. “[The instructor] Natasha Palumbo helped me set up a business checking account, build a business plan, and basically get prepared to run a business.” 

SEWN PRODUCTS TRAINING OFFERS PATHWAY TO ENTREPRENEURSHIP

Around the same time that Ernestine was taking the steps toward full self-employment through styling, another business opportunity was percolating. In September of 2020, Ernestine enrolled in the Sewn Products Manufacturing Training course offered by Agee Fashion Institute through the WBC. Knowing how to sew personal protective equipment (PPE) such as masks and hospital gowns seemed like a good way to earn supplemental income, says Ernestine, if subcontracting opportunities 

Bags with a custom design by Ernestine.

ever became available. But the skills she gained in the 4-part course—sewing, cutting, reading and creating designs—dovetailed conveniently with another “pandemic-project” she had recently started. 

“While we were stuck at home, I had started dabbling with my husband’s heat-press, mostly pressing vinyl designs onto t-shirts,” says Ernestine. “It unleashed a new side of my creativity.” As she got more comfortable with the press, Ernestine began taking orders from friends, and applying what she had learned during the Sewn Products Training. Being able to create and manufacture designs from scratch—including scrunchies and hair bonnets—has allowed her to create products that are made with high quality material and fully customizable, creating a competitive edge over similar businesses who print on mass-manufactured textiles and positioning her to operate at a higher price point.

Ernestine went on to take advanced prototyping courses at Agee Fashion Institute, and now works as a trainer for the same Sewn Products classes that set her on this new avenue to self-employment. Ernestine is quick to point out that, prior to the first course she took, she had never touched a sewing machine. Now, not only has she gained employment as a sewn products instructor, but building her

Ernestine’s self-designed scrunchies.

technical manufacturing skills has been key to her entrepreneurial inspiration. “Now I know how to take an idea, turn it into a prototype, and create a product I can sell. I am always thinking of new skills or processes I can incorporate to make manufacturing easier or create more unique products.” 

ENTERING THE STARTUP LANDSCAPE

With a strong manufacturing skillset, Ernestine set out to develop her business acumen, signing up for the Women’s Business Center’s first Startup to Success Generator series. During the 16-week Startup to Success series, Ernestine joined a cohort of aspiring entrepreneurs and worked with instructor Natasha Palumbo to develop a business plan, position financial projections, and prepare for the competition of the startup ecosystem. 

“What I love about [Ernestine] is her eagerness to learn and her ability to execute on what she has learned. She is a lion! And a very talented one at that,” explains Natasha Palumbo, who has continued to work with Ernestine since the course concluded and provided key insights on how to manage the growth of both of her businesses. “And though this journey hasn’t been the easiest, she has continued to show up week after week and put in the work. There is no stopping Ernestine.” 

When the course wrapped up in mid-June, Ernestine joined her cohort in a Pitch Competition, putting to use the pitch deck she created and getting a first look into what the process of securing funding will look like. 

“She truly shined during the pitch competition,” says Natasha. “Her energy was by far the best of the bunch and she gave an incredible pitch. 

Starting and operating a business takes remarkable resilience and patience, but Ernestine is optimistic that the services she offers will continue to pay off. “This is the first time that I know for certain I will be able to have an income just working for myself,” Ernestine explains. Her immediate focus now is creating a high-quality website for her design business that streamlines the ordering and customization process for customers. Further down the road, she says, her goal is to find a brick and mortar location from which she can operate both of her businesses. But for now, she continues to research and learn about the business landscape and let her creative side get the best of her as she dreams up new ways to put her manufacturing skills to use.

Black-Owned Business, California Capital News and Updates, Client Success Stories

Meet the Winners of California Capital’s First “Startup to Success” Pitch Competition

JUNE 22, 2021 |  In March, a survey conducted by Yelp revealed that nearly half a million new businesses opened in the U.S. during the Covid-19 pandemic, suggesting that the entrepreneurial spirit is difficult to quench. Illustrative of that fact is the Start-Up to Success Generator series offered by California Capital Business Consultant Natasha Palumbo, which just wrapped up its first 16-week run and saw a cohort of students graduate with a comprehensive startup business plan.

 As a first foray into the culture of entrepreneurship, the course wrapped up on Friday, June 11 with a “Pitch-Off”: each student presented their business plan to a panel of guest judges, fielded questions, and worked through feedback. Judges selected the top 3 pitches for recognition. Meet the winners of the first Startup to Success Pitch Challenge, and stay tuned for more information on the next offering of the course. 

MARINA ONACA, BOBA WITH ME

Marina Onaca is a mother of three whose business idea sprouted in response to a need she saw in her community: more spaces where teenagers and pre-teens can socialize, express themselves, and enjoy the boba beverages that are climbing in popularity among that demographic. Parents in the community, like Marina, who wanted their children to enjoy these benefits were regularly driving 15 to 20 miles several times a week. As an answer to the gap in the local market, Marina decided to start Boba With Me, a boba cafe designed as a safe space for community members of all ages to gather. Marina spent much of the Covid-19 pandemic exploring the resources available through the Small Business Administration (SBA), and working with Natasha Palumbo to develop a thorough business plan. Boba With Me’s flagship location opens this summer, and Marina has high hopes for the future. 

What are your dreams for your business? 

“We see our business as a place where ideas will be generated, artists will be promoted, friendships will develop and community will come together, which is why we look to grow to many new communities and open our doors to friends all over the state. We see our concept embraced by each community looking for a positive environment in which our young generation can interact and collaborate. Our goal is to open a new store every six months.”

JUNE ARMSTEAD, BRAIDZ N’ THANGZ

June Armstead is the owner of Body, Soul, and Spirit Salon in the San Francisco Bay Area, whose latest venture, Braidz N’ Thangz,  is a nonprofit beauty school that will provide young women from underserved Bay Area communities the opportunity to develop professional styling skills and secure apprenticeships. The inspiration for this mission-based organization came when June, a Bay Area native, began working in the beauty industry and notice that her first clientele were young women Black in need of opportunities for gainful employment. She made it her mission to create pathways to entrepreneurship in the formal sector for at-risk youth, and has self-funded the training program for 20 years. Now, seeking funding as a 501c3 non-profit, June plans to expand her offerings and elevate the impact in her community.

What are your goals for Braidz N’ Thangz?

“Our salon and training facility has a dedication to education and empowerment. We are targeting 16 to 24-year-old females at risk, and we want to build employment skills within the natural hair industry because they are far too often turning to sex work. We provide a pathway to success with a career focus, and our vision is to be the leading cosmetology training institute for black youth and young adults in Northern California. Our program values Power, Purpose, and Poise!”

LAMERE CARTER, NEW MILLENNIUM DRONE RACING 

Lamere Carter is the founder of New Millennium Drone Racing, a premium drone racing startup currently in its planning phase. With the ultimate goal of being self-employed, Lamere spent years searching for a passion he could tap into to bring that goal to life. Eventually, with support from Natasha Palumbo (a.ka. “Professor P”), Lamere landed on drone racing, and began researching the market, from industry leaders to Federal Aviation Administration (FAA) regulations. He hopes to spend the next year scaling up his capacity, launching a web presence, and have New Millennium Drone Racing off the ground by summer of 2022. 

Do you have any advice for other aspiring entrepreneurs? 

“Be consistent. So many people start then stop. I’m guilty of this bad habit as well. Secondly,  business is all about problem solving, that’s a majority of it. Forget solving your own– can you solve someone else’s problem? If you can answer this question, congratulations you’ve taken your first step to being an entrepreneur.”

Black-Owned Business, California Capital News and Updates, Client Success Stories

California Capital Clients Gain Contracts With Sacramento International Airport Retailers, Highlighting Opportunities For Other Small Businesses

Two small business owners recently found success after a California Capital matchmaking event that connected them with large retailers at the Sacramento International Airport (SMF). While their stories showcase individual success, they also highlight the ways in which minority-owned small businesses can expand through unique avenues, and the growing breadth of airport-based concessionaire opportunities. 

California Capital clients Truthful Kernel and Sugar Coated Cupcakes began talks with international retailers Marshall Retail Group and Travel + Well, respectively, last month. The opportunities each business pursued are part of the Sacramento International Airport’s broader efforts to connect local business owners with airport retailers—an outreach strategy that was reflected in a Small Business Working Group (SBWG) event in February. The virtual event, hosted by California Capital and the Black Small Business Association of California (BSBA), allowed small business owners to meet with representatives from the Sacramento County International Airport and learn about procurement opportunities with airport concessionaires. 

“Through our concessionaires there are many opportunities for small businesses to sell their products,” explains Renata Romero, Airport Economic Development Specialist at the Sacramento International Airport. “We conduct outreach events to reach the small business communities and partner with local agencies to promote our available opportunities.” 

Procurement an Avenue for Expansion

Selling at the Sacramento International Airport was of particular interest to LaQueanya Henry, who founded Sugar Coated Cupcakes with her daughter Mechiala and is focused on contracts with companies or government agencies as a way to expand beyond e-commerce. 

“I have been looking for a storefront for us for a while, so I reached out to [Airport Economic Development Specialist] Andrew Durkee who suggested working with established vendors,” explains Ms. Henry. Mr. Durkee put Sugar Coated Cupcakes in contact with the owner of the Travel + Well kiosk, and once the relationship was established, business followed. “He really went above and beyond facilitating that connection.” 

Similarly, Truthful Kernel co-founder Jon Jew recently expanded his capacity, and was looking for ways to reach more markets with his health-conscious popcorn snacks. Having worked with a California Capital Women’s Business Center business counselor as he built the foundations of his brand, Mr. Jew knew that California Capital would be a valuable resource for leveraging growth.

“California Capital put me in contact with Marshall Retail Group’s local sundries buyer, and everything clicked right away,” explains Mr. Jew. “We’re starting off by selling at their locations at Sacramento International Airport, San Francisco International Airport, and Los Angeles International Airport. Who knows how far this will go?”  

Community-Focused Buying

Facilitating the expansion of small businesses in localities across the country is a key element of Marshall Retail Group’s operations, says Renee Ellis, Local Sundries Buyer. “The Marshall Retail Group prides itself on being part of every community we are given the distinct honor to be part of. We firmly believe in promoting small business in the area and helping them to grow. We currently work with over 300 vendors across the US and in Canada and that list grows everyday,” explains Ms. Ellis, emphasizing that Marshall Retail Group also works with their vendors to expand beyond their community, as they have with Truthful Kernel. 

In many ways, Truthful Kernel and Sugar Coated Cupcakes are examples of typical Sacramento entrepreneurs: ambitious, resourceful, and dedicated to the quality of their product, often  leveraging the Sacramento region’s farm-to-fork culture to source local, fresh ingredients. And this homegrown ethos was a perfect fit for SMF. 

“The Sacramento International Airport strives to highlight local businesses in our retail and food and beverage programs. We have been participating in local outreach events in efforts to become more visible to the local community,” explains Ms. Romero, whose team is also currently revamping their website to include resources and guides for businesses interested in selling at the airport.  

Business Opportunities Through Partnerships

A valuable resource in building business connections are events such as the Small Business Working Group, which inform business owners of the opportunities available and put them in touch with the necessary decision-makers. 

“Through these partnerships [with community-based organizations], small businesses become aware of the opportunities and gain insight into the process. With the assistance of the resources provided, small businesses are better prepared and equipped to compete for the available opportunities,” explains Ms. Romero, adding that while many businesses do not think of airports as a viable location for their operation, the traveling public are a dynamic population, and opportunities to sell a variety of products and services will evolve and increase as air travel begins to return to pre-pandemic levels. “From 2022 through 2026 we will be issuing Food & Beverage and Retail Requests for Proposals (RFPs) that will effectively open most of the airport concessionaire spaces to new concepts. Now is a great time for local companies to learn and prepare for doing business with the airport to ensure they are competitive in the upcoming RFP processes.”

With communities across the nation returning to air travel, the express commitment of large entities like the Sacramento International Airport to increase participation of small businesses—and particularly small businesses that hold Airport Concessionaire Disadvantaged Business Enterprise (ACDBE) certifications—will be crucial to elevating small business ecosystems across the nation. By working with organizations like California Capital to complete the ACDBE application and stay up-to-date on RFPs, taking advantage of these evolving opportunities can be a reality.

Black-Owned Business, Uncategorized

How One Veteran-Owned Barbecue Restaurant Is Looking To Government Contracts As An Expansion Opportunity

Mack Thomas is a father, a Disabled United States Marine Corps Veteran, a Black business owner—and someone who knows good barbecue.

Mack Thomas co-founded MacQue’s Barbecue with his wife, Charlie, in 1986.

In 1986, he and his wife, Charlie, founded MacQue’s Barbecue in Sacramento as a catering business to serve customers across the area smoked meats and sides made from scratch. As a graduate of California State University Sacramento, Mack is passionate about serving his community. Over the past 30 years, The Thomas family have learned the ins and outs of the business and grown MacQue’s Barbecue into a staple of the Sacramento area: in addition to catering, they now boast two restaurant locations, a bottled hot sauce business, and earned the title of “Small Business of the Year” from the Elk Grove Chamber of Commerce in February.

Even with this success, The Thomases have had to adapt to the uncertain business environment caused by the pandemic. As agile business owners, they have looked to enter new markets with their product, and California Capital FDC is helping them get there. 

Experience Drives Expansion

Mack and Charlie began selling MacQue’s Barbecue sauces wholesale since the mid-1990s, with a presence in national grocery chains like Sam’s Club and regional outlets like Raley’s. But with the expansion of their restaurant operations—MacQue’s Barbecue opened a second location in Elk Grove, California in August of 2019, adding to their flagship restaurant in Sacramento—the wholesale sauce enterprise was less of a focus. Plus, partnerships with grocery chains proved challenging to maintain. 

“The company’s buyers would change and we no longer had a relationship, so we would get dropped as a client,” reveals Mack, who would spend hours each week sampling sauces at the stores, “or a larger brand would see our success and edge in with a lower price.”

When Covid-19 caused many office workers near both MacQue’s locations to transition to remote work, and the restaurants lost much of their reliable lunchtime clientele, the need for diversification became clear. It was time to find new wholesale opportunities for MacQue’s sauces, and Mack had an idea that felt more promising than relying on grocery chains. 

“I knew there were opportunities to sell to mess halls and commissaries on military bases from my time in the Marine Corps,” Mack says. “So I was interested in government contracts, but I wasn’t sure how to get in.” 

The Promise of Contracting Opportunities

MacQue’s BBQ Hot Sauce can be purchased at both MacQue’s BBQ restaurant locations.

Like many government agencies and operations, mess halls and commissaries—essentially the cafeterias and general stores on military bases—source their products from private business through a fine-tuned procurement process. Businesses must have the proper certifications, know how to search out contracts and bid on them, and ultimately have the capacity to perform on the contracts. 

Contracts can be particularly impactful for Black, Indigenous, and People of Color (BIPOC) owned businesses. Data for businesses of color indicate that they are highly concentrated in the retail sector, where sales volume is relatively lower—which can cause disparities in overall business growth. 

“Moving from retail into business-to-business or business-to-government sales is a huge opportunity to grow, especially for diverse businesses” explains Clarence Williams, Chairman of California Capital’s Board of Directors. “But it is one of the most difficult things for a business to do.” 

In search of guidance on navigating the procurement process, Mack turned to California Capital’s Procurement Technical Assistance Center (PTAC). Working with a PTAC counselor, Mack has been able to take the first steps to bidding on and securing government contracts. MacQue’s Barbecue has become certified with the Systems for Award Management (SAM), a necessity for any business hoping to sell their goods or services to the Federal Government. With that foundation laid, Mack is now focused on recertifying his Disabled Veteran Business Enterprise (DVBE) status, which will allow him to take advantage of programs that cater specifically to veteran-owned small businesses. 

“The fact that California Capital operates a Procurement Technical Assistance Center is extremely important to the way that our continuum of services is able to help businesses, particularly those owned by people of color, expand and succeed,” explains Clarence. 

Procurement as a Catalyst for Equity 

Seeing more businesses owned by people of color pursue procurement opportunities is reason for hope, says Clarence. Income and revenue inequality for BIPOC-owned businesses in retail spaces is prevalent at national, local, and regional levels. 

“When you look at the data, the reality is that small businesses of color are still very small in terms of revenue relative to total sales,” says Clarence. 

Mack Thomas at the original MacQue’s BBQ Stand

As Clarence explains, procurement opportunities—like those with the Federal Government that MacQue’s BBQ is pursuing—are key for addressing that disparity and building equity in the business landscape.

“[Procurement] is an avenue for them to grow their revenue in a way that can be more impactful than retail expansion,” says Clarence, “California Capital’s services are designed to build that capacity for business owners and create more inclusive opportunities for disadvantaged businesses.”

Procurement can be, in many ways, an expansion of business owners’ view of what is possible. When entering into a contract with a government agency, small businesses also gain access to networks that can lead to even more opportunities, and the fortuitous cycle continues. Building the ability of disadvantaged and diverse businesses to pursue and be prepared to take advantage of these opportunities is where the expertise of California Capital’s business counselors lays.

“You Have to Have The Best Opportunities”

Knowing this, Mack and his family are determined to take advantage of procurement opportunities, and use them as an avenue for growth. MacQue’s Barbecue is a true family operation, and with their son Michael Thomas at the helm of the restaurant locations, Mack and his wife Charlie are able to continue envisioning the future of the enterprise. 

“I’ve improved myself,” Mack says, reflecting on his decision to pivot away from traditional wholesale ventures. “I’m being more strategic with the growth opportunities I pursue.” 

MacQue’s journey is proof that even with years of experience in your industry, searching for unique opportunities and continuing to learn is crucial to expand and thrive. With decades of wisdom acquired, Mack has learned to be patient while working towards a goal. 

“You may have the best product, but you have to have the best opportunities,” Mack says. “We have the capability to make great hot sauce, now we’re just building the capacity to get it out there.” 

Black-Owned Business, California Capital News and Updates, Client Success Stories

Resolute Circles Group

As a professional fitness instructor, Riva Jean-Paul knew that the Covid-19 pandemic of 2020 would call for adaptation. With operations focused mainly on in-person classes and live events, Riva turned to the WBC’s Empowered Entrepreneur course for guidance in pivoting her business to an online platform.

“I saw that there was a need to keep people happy and healthy from home,” Riva explains. Using the Empowered Entrepreneur book, accompanying workbook, virtual group sessions, and weekly one-on-one counseling, Riva expanded her offerings and developed an online membership platform. Within weeks of launching the new program, Riva had members signed up and new interest every day. Being able to pivot her business to respond to the unique needs of her community has allowed Riva to grow and thrive as an entrepreneur. “My business now supports women emotionally and physically impacted by COVID-19 in a way that is smart, intentional, and empowered,” she says. “I am an empowered entrepreneur.”

Black-Owned Business, California Capital News and Updates, Client Success Stories

Constance Agee Creates Pathways to Entrepreneurship Amid Pandemic

Constance Agee, founder and Executive Director of Agee Fashion Institute, believes that entrepreneurs are the key to bringing sewn products manufacturing back to the United States—but her own entrepreneurial journey began largely out of happenstance.

As an 18-year-old in the United States Air Force needing organizational patches attached to her uniform, Constance was not interested in using the alteration shop on the base. 

“It seemed like a lot of money, and I knew how to sew,” she explains. “So I decided to do it myself.” 

Seizing Opportunities, Creating More

When people began asking how she got her uniforms altered so quickly, the spark of a business idea was ignited. Constance began offering her alteration services, providing competitive prices and marketing by slipping flyers under the doors of the dormitory of others on base. 

While continuing her career in the Air Force working in transportation logistics, Constance gained experience in the sewn products manufacturing industry by volunteering at an Alterations Shop on the Royal Air Force Lakenheath base in Suffolk, England. After completing her Air Force service, Constance returned home to California and started a home-based alterations business contracting with the then-McClellan Air Force Base in North Highlands. She continued to broaden her knowledge base, studying for two years at the Academy of Art in San Francisco in Apparel Manufacturing and completing another two years of school in merchandising. 

Enterprise-Building For Impact

Eventually, a successful contract with the Travis Air Force Base allowed Constance to put her manufacturing training to use. She created and produced a line of activewear, and in search of more information on selling her services to government entities, she discovered California Capital FDC’s Procurement Technical Assistance Center (PTAC). After listening in on a webinar, Constance began working with a PTAC counselor. 

“They really helped pull everything together,” Constance explains. “They went above and beyond.”

Constance’s varied background—her knowledge of transportation logistics, art school education in design, technical education in manufacturing, and experience in content creation from years working at Delta Dental in training and development—ultimately led her to establish Agee Fashion Institute (AFI). Combining her background with the technical assistance of California Capital, Constance launched AFI as a vocational institution designed to help its students create and discover career pathways in design and manufacturing. 

In fact, this goal is at the heart of AFI’s unique Education-to-Employment curriculum. 

“[Education-to-Employment] is the process of developing a pathway for students to be introduced to and discover the technicalities of a particular career field, to then work in that field,” Constance explains. 

Forging Community Connections

At the outset, Constance used AFI as a resource for youth in the Greater Sacramento Area to access unique training and opportunities. Working with the Folsom Cordova Community Partnership, the Met High School, and the Sacramento City Unified School District, AFI conducted outreach and welcomed individuals as young as 12 to programs and internships that introduced them to career pathways that are often underrepresented as options for high school graduates. 

“Everybody’s not ready to go to college at the same time,” Constance says. “But that doesn’t mean that you cannot gain the experiences to succeed.”

AFI students gain training and certifications in vocations such as Fashion Merchandising, Pattern Engineering Skills, Prototype Developer Skills, and Industrial Cutter Skills. Graduates of these programs have found success in different avenues towards employment, including higher education and internships with AFI’s resource partners. 

Collaboration For Expanded Offerings

Two such partners are SynByo Prototyping Guild and AMW Design, which have provided crucial support and access to a makerspace for AFI students. Through these partnerships, AFI was able to add 3-D Printing and Industrial Cutting to their curriculum, and graduates have the opportunity to continue their pursuit of employment in the various fields of sewn products manufacturing.  

“Sewing is a process in itself, and in the context of manufacturing it is often ignored or undervalued,” says Mike Bell, the CEO of Synbyo. 

An advocate of manufacturing overall, Mike looks to the partnership with AFI as a way to create an integrated network of designers and manufacturers that are able to approach production processes holistically.

That’s why Synbyo’s network building takes an interdisciplinary approach, building out a comprehensive Sewn Products Manufacturing training that seeks to empower individuals to develop technological skills—like 3-D printing, laser cutting, and Computer-Aided Design—that can ultimately be translated into an enterprise in a number of product sectors. 

With these partnerships, a continued relationship with California Capital FDC, and an ethic for empowering community members to create their futures, Constance was positioned to respond to the unique needs of the Covid-19 pandemic. 

After setting up a Sewing Lab at Synbyo’s Makerspace and working with California Capital’s Women’s Business Center, Constance offered a Sewn Products Training course featuring a hybrid model with virtual instruction on manufacturing and in-person technical training. The first Sewn Products Training was held during the Fall of 2020, and proved to be a successful pilot of the program. 

Constance knows that soft product manufacturing is a huge opportunity for empowerment in underserved communities. While the pilot of the Sewn Products Training focused primarily on the production of PPE masks, the ultimate goal is to bring soft product manufacturing back to the United States. Students are trained to use their home sewing machines to create prototypes and also have the opportunity to access industrial training in areas such as pattern engineering and CNC cutting. 

“It really solidified for me that this is a viable option for people,” Constance says. “Students were receptive of what they wanted to do. Suddenly they were able to say, ‘This is something I’ve thought about for a long time, and now this whole dream of mine is coming true.’”

Many of the students were women from underserved communities, who have historically lacked access to capacity-building opportunities—including the technical assistance and capital needed to start an enterprise of their own. Funding their businesses is a challenge, but can be leveraged as an opportunity to connect with community development financial institutions like California Capital. 

“The minimum they need is a sewing machine,” Constance says. “When they expand, they may require some other funding.”

Creating Pathways to Entrepreneurship

This desire for opportunity is one that is echoed across different communities Constance has spoken with. With the Covid-19 pandemic forcing many women back into the home, the chance to operate an enterprise safely from their home—especially one with the possibility of expansion like soft product manufacturing—is empowering. Several students from the first Sewn Products Training went on to assist as instructors in subsequent series offerings, and many have other aspirations for applying their new skillset. 

“I took the training initially to learn how to sew but I was quickly introduced to such a vast wealth of knowledge about the Sewn Product Industry that I decided to stay longer and keep with it,” says Pachia Vang, the Business Navigator of Hmong Youth and Parents United Covid-19 Collaborative. 

“Moving forward I hope to use the skills I learned to operate my very own small business and start a blog to experiment with new ways of making Hmong textiles.” 

Dedicated to Sustainable Success

Constance and AFI have been a resource to students unduly impacted by the pandemic, too—students like Nusheen Baig, whose studies at the Fashion Institute of New York were upended in the spring of 2020.

Nusheen began studying at AFI when she was 16, building a portfolio for her art school application. Going through AFI’s fashion program and engaging Constance as a mentor created a pathway for Nusheen to pursue fashion school in New York, a supplementary program in Italy, and a practicum with Levi Strauss & Co jeans.

“She’s always treated me as an equal and expected a lot out of me,” explains Nusheen.

“But that is because she’s doing everything she can to make sure I can succeed.”

Indeed, AFI’s commitment to its students’ sustainable success became clear when Nusheen’s studies at FIT were ended prematurely due to Covid-19 restrictions. She returned to Sacramento, and because her working relationship with Constance had remained strong, she found a role at AFI. As returning to New York to finish school became less likely for Nusheen, Constance worked with FIT to create an accredited internship through AFI that will allow Nusheen to complete all of her credits and graduate on time with the degree she has been working towards for years. 

Designing An Innovative Sewn Products Sector 

When discussing her work, Constance readily offers the statistic that sewn products make up 90% of our lives. A sewn product is anything that requires stitching, both soft products and hard, both retail and industrial. With this in mind, it is clear that manufacturing an array of soft sewn products can lead to plentiful opportunities for aspiring designers and entrepreneurs—all they need is the training.

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