Business location, owner's military experience literally pay-off
Julius "Jay" Howell Sr., president and founder of Deep Reflection Products & Services Incorporated in North Wilkesboro, started his business in 1992 after retiring from the United States Air Force. "It didn't happen overnight, and I faced numerous challenges growing the business from a one-man operation to a $1.5 million business with over 40 employees," says Jay.
Early on, Jay engaged the Small Business & Technology Development Center (SBTDC) and has requested assistance from this University of North Carolina-based program since 2000. In January of 2001, Jay started working with the Procurement Technical Assistance Center (PTAC) addressing cost and budget issues on a proposal he was working on for FEMA. In June of 2002, Jay's local PTAC counselor introduced him to the small business liaison officer of a Department of Defense (DoD) prime contractor. During this time, the local PTAC counselor researched potential solicitations on which he could possibly bid. Jay also took advantage of the Federal Preference Programs as Deep Reflection is located in a HUBZone, is 8(a) certified, and Jay is a service-disabled veteran.
In 2003, Jay continued to pursue business with the federal government and landed two contracts with Department of Homeland Security and the United States Department of Agriculture's Southern Research Center. During this time, Jay continued to work with an SBTDC general business counselor on issues such as managing cash flow, refining spread sheets, and arranging working capital. In 2004, the SBTDC provided Jay and his staff with a two-day strategic marketing retreat as Jay was looking for new markets to tap into to increase the commercial side of his business.
In December of 2004, a PTAC counselor was invited to review a solicitation from a DoD prime contractor. During the meeting, Jay and his PTAC counselor addressed specific items such as the scope of work involved, technical submittal, and pricing. Deep Reflection was selected as a finalist for the bid, so the DoD prime contractor requested an oral presentation from Jay. His PTAC counselor assisted Jay in creating a Power Point presentation and provided other tips for making an effective oral presentation. In January 2005, Deep Reflection was awarded a one-year contract (with four optional years) with the DoD prime contractor.
Currently Deep Reflection is competing for a contract valued at $3.5 million
at Seymour Johnson Air Force Base and, if awarded, will be working with the
local PTAC in that region of the state. Jay was quick to recognize the importance
of the PTAC and the SBTDC in assisting his company with continued growth through
the years.