Agenda

8:30 am: Light breakfast & coffee

9 am: First Workshop (choose one)

This workshop will help you decide who should you target as your customer? This will be led by Lisa Garcia.

In this session, we will uncover your Selling Superpower to sell in a way that doesn’t leave you lost in the weeds and wondering what to do next to generate more clients and revenue. We will talk about the 7 phases of the emotional journey to enroll your dream clients and customers into saying “yes” to your products and services. Understanding the psychology of selling (and even your marketing) can create opportunities to double your revenue and deepen relationships so you are the only person your future clients and customers think to buy from when they are ready. This will be led by Amy Hager.

There are various avenues to look for ways to raise capital. In this session the instructor will help show you where the money is. This will be led by Carolina Medina and Greg McFetridge.

10:45 am: Second Workshop (choose one)

What should you work on? When should you work on it? Are there things you can do with assistance? This will be led by Brittani Toler.

Businesses that need to hire don’t want to do it often. What are things you can do to attract and retain the talent you need? This will be led by Lara Andrake, SHRM.

You’ve identified the customer. What are the next action steps you need to take to be successful at sales. This will be led by Eric Byrd.

12:30 pm: Lunch Panel What I Know Now That I Wish I Knew Then

Guided conversation by Eric Bryd with Culpeper businesspersons: Tabatha Fulton, Wade Schick and Pep Troilo.

Speaker Bios

Laura Andrake

Lara Andrake

Attracting and Retaining Talent
Bio
Lara Andrake is recognized for relationship building and is experienced in translating complicated organizational risk and insurance concepts, benefits administration, change management, and financial principles into useful language for all levels within an organization.

Lara brings a dynamic perspective that incorporates a practical approach to solving organizational obstacles. Currently, she serves as the Chief, Shared Services and Enterprise Risk Management at Albemarle County and adjunct Faculty at PVCC, where she teaches Human Resources, Business Law and Principles of Management. Lara has served on the Charlottesville SHRM Board as Secretary.

In her free time, you can find her spending time with Christopher, her husband, kayaking, watching movies, or visiting craft shows.

Eric Bryd

Action Steps of Successful Sales
Bio
Eric leads a team of experienced business advisors and educators to help small businesses thrive and grow. With 30 years of business experience, he has worked with companies and organizations of every size and structure. Melding strong storytelling skills from his days as a television editor, producer, director and screenwriter with skills learned from 20 years as a technology sales professional, Byrd uses proven tools to help business owners identify key areas of opportunity and challenges.
Lisa Garcia

Lisa Garcia

Selling to the Right Customer
Bio
Lisa is an advisor and coach to business leaders. She has 15 years of experience as an entrepreneur and business consultant for STEM startups and small companies worldwide. She specializes in helping scientists gather and understand data to achieve their commercialization goals. Lisa has led
instructional tools and processes, mentored and instructed for the National Science Foundation’s I-Corps program, and taught at Virginia Tech’s College of Business and College of Engineering. She previously directed the Regional Accelerator and Mentoring Program (RAMP) in Roanoke, VA, and served
as Vice President of entrepreneurial development at Verge. Lisa now works with SBDC Virginia to support STEM companies in international trade. With a background in journalism, Lisa’s career evolved through nonprofit work and
financial planning into technology-focused roles. She is actively engaged in community service, including leadership roles in the New River Valley TimeBank, Dialogue on Race, and the Town of Blacksburg’s Recreation Advisory Board. Lisa is a Virginia Tech graduate and resides in Blacksburg with her husband and is the proud parent of two grown children.
Amy Hager

Amy Hager

Finding Your Selling Superpower
Bio
Amy is a go-getter with a passion for small businesses and the community. A true marketer and community builder at heart, she uses her years of experience and expertise to help CEOs and business owners around the world build a business they love. Amy’s yoga instructor says she has lived 12 lives already because she has so many experiences. She has raced cars, been a radio DJ, built sales and marketing teams (one was for a standardized construction contracts coalition), worked at a group home to support adults with mental illness, led a B&B association, started a youth group, been a military spouse – just to name a few. Her experiences help her relate and apply strategies across many different industries by utilizing her background in marketing, communications, engagement, community development, and organizational growth.

Amy really enjoys connecting with people from all over the globe to help them spread the word about their amazing missions and movements. When presenting or facilitating, she engages audiences to leave with new and achievable ideas to improve their organizations, and communities. When she’s not working with her clients, speaking at conferences, or coaching professionals you can find her out and about, whether on her boat, at a winery, or exploring the world!

Greg McFetridge

Greg McFetridge

Sources of Capital
Bio
Greg McFetridge grew up on a 3000 acre farm in Upstate NY, which inspired him to receive his business degree from Cornell University College of Agriculture and Life Sciences. Upon graduating Greg joined Citibank, but left after a few years to pursue agriculture related lending. He held positions with savings institutions, commercial lenders, an ag-lending program through Aetna Life Insurance, credit unions, and regional loan committees. Greg’s broad lending background caused the SBDC to pull him out of retirement not once, but twice, as we find his skill set unmatched.
Carolina Medina

Carolina Medina

Sources of Capital
Bio
Carolina oversees CIC’s loan program, as well as office operational staff. She has a passion for small businesses and enjoys working with entrepreneurs as they launch and grow their businesses. She holds a Bachelor’s degree in Marketing from Lynchburg College and enjoys working with our community of entrepreneurs.
Brittany Toler

Brittany Toler

Prioritizing Your Time
Bio
As the former CEO of a D2C and wholesale consumer products company, Brittany has the informed perspective and understanding of the opportunities small and medium-sized businesses are facing. With broad experience in strategic planning, product development, alternative sales channels, pricing strategies to drive profitability and a coaching mind-set, Brittany delivers long-term value to her clients. Her unique background in entrepreneurial- owned organizations and leading a CPG company for Private Equity informs Brittany’s global perspective with a drive to make a positive impact and be a stabilizing force in companies.

When Brittany implemented EOS® in her business, she saw how these tools change businesses for the better and became an implementer herself. She helps her clients clarify their VISION, gain more TRACTION towards that vision throughout the organization, and have a HEALTHY team able to resolve conflict and align on execution while enjoying the work together. Her clients are entrepreneurial, growth-minded companies throughout the Mid-Atlantic.

Based in Richmond VA, Brittany enjoys the history, hiking, and opportunities Virginia offers her and her family.

Lunch Panel Bios

Tabatha Fulton

Tabatha Fulton

Lunch Panelist
Bio
Tabatha Fulton, originally from Oklahoma, found her home in Culpeper, Virginia, attracted by its picturesque mountains and small-town ambiance. She joined her now-husband Eric in launching “Let’s Go and Stay” in 2017, a short-term rental business that marked the beginning of their entrepreneurial journey. They expanded their portfolio with “Botanical Dwellings,” a popular home decor and gift shop focusing on house plants, and then “Fulton Found,” a masculine lifestyle boutique that has quickly become a community favorite.

Tabatha is also a proactive member of the Culpeper community, serving on the board of
Culpeper Renaissance Inc., and actively contributes through various local initiatives, including fundraising and collaborative projects that boost tourism. Her commitment to fostering a vibrant community and economic vitality in Culpeper is evident in both her business ventures and
community activities.

Wade Schick

Wade Schick

Lunch Panelist
Bio
Wade Schick, President of Chrysler Culpeper was born and lived in Northern Virginia and worked in the family auto dealership since he was 13 years old. A graduate of Northwood University with a degree in business management and automotive marketing led Wade to working full time in the family auto business for 17 years.

Wade bought the Chrysler Dodge Jeep Ram franchise in 1996 and moved to Culpepper that same year. Over the next 28 years Wade and his family have grown the business almost ten fold going from selling 15 vehicles per month to selling an average of 80 vehicles per month and taking the employee base from 12 to 30 employees. Semi retired now Wade’s son Joseph is running the day-to-day operation of the business.

Pep Troilo

Pep Troilo

Lunch Panelist
Bio

Joseph A. Troilo III, better known as Pep, married Raven in 2009 and together they have 2 children Jospeh A. Troilo IV “TJ” and Colbie Mae. He graduated from Culpeper Hich School in 2002 and attended WyoTech in Pennsylvania. He grew up working in the family business Rosson & Troilo which was established in 1928 by his Great-Grandfather. Pep serves on many community organizations and committees but most notably the Chief of Brandy Station Volunteer Fire Department. He holds numerous fire, EMS, incident management, instructor, Automotive Service Excellence, heavy equipment recovery specialist certifications as well as a Licensed Class A contractor. 

Local vendors used:

Breakfast from Ole Country Store

Coffee from Raven’s Nest

Lunch from Deli*icious

Speaker gifts from Green Roost and Raven’s Nest

Join us tonight at the Culpeper Business Appreciation Reception!

Contact Us

Culpeper Department of Economic Development
803 South Main Street
Culpeper, VA 22701

540.423.4432

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