Reflective Images

Still, Marc and Helen wondered whether the gains were worth the stress and constant uncertainty about the future. Marc felt uncomfortable trying to be a salesman, and the day-to-day pressures of running the business left little time for strategic planning. In order to maintain production capacity for the holiday buying season, Reflective Images always operated at a loss during the first three quarters of the year. Yet, the couple was determined to provide their employees fair wages and a good work environment.

While searching for sources of business advice in the spring of 2000, Marc learned about SCORE. He began meeting regularly with a team of seasoned business professionals who offered counseling on a wide range of issues. For example, they advised Marc to work toward building Reflective Images’ retail and e-commerce aspects, which he identified as being the most profitable parts of the business. They also recommended advertising in publications targeted to Scottish and Celtic culture enthusiasts. Perhaps most important, they helped Marc analyze the company’s financial data, identifying figures that would alert him to emerging trends and potential problems.

Over the past two years, Reflective Images has enjoyed a steady increase in revenue, but with a more stable operational foundation. Helen’s designs are represented in several major catalogs, including Marshall Fields. Their Web site, which generates nearly a quarter of their sales, receives 9,000 hits a week. Along with reducing their debt, Marc and Helen have expanded their employee benefits package with health coverage, vacation and sick leave, and—in the near future—a retirement plan. 

Marc also regularly touches base with his SCORE counselors to pass along Reflective Images’ financials and brainstorm ideas. “An outside perspective is critical to a young business such as ours,” Marc says.  “Put three people from SCORE together, and you have at least 100 years’ worth of experience in one room. It is a fantastic organization that provides an invaluable service to small businesses.”

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