{"id":90038,"date":"2024-10-17T16:10:26","date_gmt":"2024-10-17T20:10:26","guid":{"rendered":""},"modified":"2024-10-23T09:20:00","modified_gmt":"2024-10-23T13:20:00","slug":"driving-success-fullmoon-autoworks-founder-has-grown-by-being-bold-and-being-smart","status":"publish","type":"rbc_my_money_matter","link":"https:\/\/www.rbcroyalbank.com\/en-ca\/my-money-matters\/business\/get-inspired\/business-success-stories\/driving-success-fullmoon-autoworks-founder-has-grown-by-being-bold-and-being-smart\/","title":{"rendered":"Driving Success: FullMoon Autoworks Founder Has Grown by Being Bold and Being Smart"},"content":{"rendered":"<div class=\"wp-block-rbc-single-article-header\">\n\t<section class=\"section-grey cover pad-t-hlf\">\n\t\t<div class=\"section-inner w-half w-mob-full centered-margin cover section-grey pad-tb-0\">\n\t\t\t\t\t\t\t<div class=\"inline-block pill-container pill-taxonomies\">\n\t\t\t\t\t<div class=\"mar-b-hlf mob-mar-b snipe pill is-style-blue-pill\">\n\t\t\t\t\t\t<a class=\"primary-taxonomy\" href=\"https:\/\/www.rbcroyalbank.com\/en-ca\/my-money-matters\/topic\/entrepreneur\/\">\n\t\t\t\t\t\t\t<span>Entrepreneur<\/span>\n\t\t\t\t\t\t<\/a>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t<h1 class=\"mar-b-hlf mar-t-0 mob-pad-lr-hlf h2 has-black-color\">Driving Success: FullMoon Autoworks Founder Has Grown by Being Bold and Being Smart<\/h1><p class=\"mar-b-0 mob-pad-lr-hlf author-text\">By Royal Bank of Canada<\/p>\t\t\t\t\t<div class=\"featured-image-wrapper pos-rel\">\n\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"1045\" src=\"https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2024\/10\/DSC01985.jpg?quality=80\" class=\" cover-image  wp-post-image\" alt=\"FullMoon Autoworks\" srcset=\"https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2024\/10\/DSC01985.jpg 2007w, https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2024\/10\/DSC01985.jpg?resize=294,300 294w, https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2024\/10\/DSC01985.jpg?resize=768,784 768w, https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2024\/10\/DSC01985.jpg?resize=1004,1024 1004w, https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2024\/10\/DSC01985.jpg?resize=1505,1536 1505w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t<\/section>\n\t<div class=\"article mar-t-dbl\">\n\t\t\t\t<section>\n\t\t\t<div class=\"section-inner socials-section\">\n\t\t\t\t<div class=\"top-socials-bar mob-mar-b-hlf\">    <div class=\"social-links mob-mar-b-hlf mob-mar-t-hlf\">\n            <a class=\"social-button-wrapper sharing-custom sharing-email\" href=\"mailto:?subject=Driving Success: FullMoon Autoworks Founder Has Grown by Being Bold and Being Smart &#038;body=Hi, I thought you might be interested in this article from RBC My Money Matters: https:\/\/www.rbcroyalbank.com\/en-ca\/my-money-matters\/business\/get-inspired\/business-success-stories\/driving-success-fullmoon-autoworks-founder-has-grown-by-being-bold-and-being-smart\/\">\n        <img decoding=\"async\" src=\"https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/plugins\/rbc-blocks\/assets\/img\/icons\/icon-email.svg\"\n          alt=\"envelope icon\">\n        <span>\n          Email        <\/span>\n      <\/a>\n      <div class=\"social-button-wrapper sharing-copy-wrapper\">\n        <button class=\"sharing-custom sharing-copy\" data-url=\"https:\/\/www.rbcroyalbank.com\/en-ca\/my-money-matters\/business\/get-inspired\/business-success-stories\/driving-success-fullmoon-autoworks-founder-has-grown-by-being-bold-and-being-smart\/\">\n          <img decoding=\"async\"\n            src=\"https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/plugins\/rbc-blocks\/assets\/img\/icons\/icon-related.svg\"\n            alt=\"copy icon\">\n          <span id=\"sharing-copyUrl-Label\">\n            Copy URL          <\/span>\n        <\/button>\n        <input type=\"text\" class=\"sharing-copy-text\" aria-labelledby=\"sharing-copyUrl-Label\">\n      <\/div>\n    <\/div>\n  <\/div>\n\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section>\n\t\t\t<div class=\"section-inner w-half w-mob-full centered-margin pad-tb-0 mob-mar-t-hlf mob-mar-b\">\n\t\t\t\t<p class=\"cover-pub-line text-xs mar-b-hlf\">Published October 17, 2024 \u2022 5 Min Read<\/p>\t\t\t<\/div>\n\t\t<\/section>\n\t<\/div>\n<\/div>\n\n\n\n<section class=\"wp-block-rbc-section-block  pos-rel\" style=\"border-radius:0px\">\n<div class=\"wp-block-rbc-section-inner-block  section-inner w-half w-mob-full\" style=\"border-radius:0x\">\n<p>Erik Wigger grew&nbsp;<a href=\"https:\/\/www.fullmoonautoworks.ca\/\" target=\"_blank\" data-dig-id=\"LP-90038-f24b860d\" data-dig-category=\"LP\" data-dig-action=\"link click\" data-dig-label=\"FullMoon Autoworks\" rel=\"noreferrer noopener\" class=\"rbc-link-format\">FullMoon Autoworks<\/a>&nbsp;slowly at first and then quickly expanded as opportunities presented themselves. By being ready for change and backed by a strong team, Wigger was able to build and grow a specialized, respected business.<\/p>\n\n\n\n<div class=\"wp-block-rbc-rbc-block drop-shadow pos-rel top-line-blue block-wpr  mar-b-hlf\">\n<div class=\"wp-block-rbc-rbc-block-inner-block block-inner\">\n<h4 class=\"wp-block-heading\" id=\"h-tldr\">TLDR<\/h4>\n\n\n\n<ul class=\"wp-block-rbc-list is-style-blue-disc\">\n<li class=\"wp-block-rbc-list-item\">\n<p>Being ready for opportunities when they surface lets you capitalize on them for growth<\/p>\n<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-rbc-list is-style-blue-disc\">\n<li class=\"wp-block-rbc-list-item\">\n<p>Relationships form the foundation of a successful business<\/p>\n<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-rbc-list is-style-blue-disc\">\n<li class=\"wp-block-rbc-list-item\">\n<p>Specializing in a product or service lets you stand out in the market<\/p>\n<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-rbc-list is-style-blue-disc\">\n<li class=\"wp-block-rbc-list-item\">\n<p>Strong, stand-out marketing goes a long way toward attracting clients<\/p>\n<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-rbc-list is-style-blue-disc\">\n<li class=\"wp-block-rbc-list-item\">\n<p>Building a dedicated team is key, letting you focus on expanding your business<\/p>\n<\/li>\n<\/ul>\n<\/div>\n<\/div>\n\n\n\n<h2 class=\"wp-block-heading\">1. Seize opportunities when they surface<\/h2>\n\n\n\n<p>Erik Wigger started out as a solopreneur, doing window tinting, paint protection and other automotive film applications. When he took his business to Orleans, in the heart of car dealership territory, FullMoon Autoworks grew steadily. He gradually took on more staff as they attracted more clients. And when the owner of the unit he was subletting was looking to sell, he found a way to purchase the property. \u201cI was a sole proprietor for a while, but we incorporated our business just over two years ago before applying for a mortgage. Our books looked really good. When the landlord who was selling the property was on a time crunch, we were able to make things work out quickly.\u201d<\/p>\n\n\n\n<p>When the opportunity arose to take on another unit and another business, Wigger\u2019s forward-thinking outlook enabled him to make that expansion happen. \u201cWe had a tight window to go in and acquire the assets,\u201d he says \u2013 an opportunity he wanted to jump on given the limited commercial space available in the Ottawa area. With the acquisition, he also expanded his business to rustproofing, which enabled him to address more client needs.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">2. Build a business based on trust and relationships<\/h2>\n\n\n\n<p>At FullMoon Autoworks, they pride themselves on breaking the typical stereotype of automotive shops. Wigger insists on creating a culture that is grounded in trust and built on solid relationships \u2013 both with retail clients and the dealerships they work with. \u201cWe train our staff to go the extra mile to form relationships with retail customers. If someone\u2019s in the waiting room, we want to strike up a conversation and really get to know them,\u201d he says. He treats dealership clients the same way. \u201cAlthough dealerships are big, fancy glass buildings, there are people in those businesses, and there are people in our businesses \u2013 it\u2019s the relationships that keep them working with us.\u201d<\/p>\n\n\n\n<div class=\"wp-block-group mar-b-hlf has-black-color has-light-grey-background-color has-text-color has-background is-layout-constrained wp-block-group-is-layout-constrained\">\n<h4 class=\"wp-block-heading\">3 Business Planning Tips for Small Business Owners from Erik Wigger of FullMoon Autoworks<\/h4>\n\n\n\n<h6 class=\"wp-block-heading\">1. Create a business plan with projections<\/h6>\n\n\n\n<p>\u201cWhen you understand your projections and make them as real as possible, you can check back later to see where you stand.\u201d<\/p>\n\n\n\n<h6 class=\"wp-block-heading\">2. Take calculated risks<\/h6>\n\n\n\n<p>\u201cSustainable growth is important and so is taking calculated risk \u2013 do one thing at a time, not too slow and not too fast.\u201d<\/p>\n\n\n\n<h6 class=\"wp-block-heading\">3. Know where you want to go<\/h6>\n\n\n\n<p>\u201cWhen you can show how your business is doing, how it\u2019s growing and how it can succeed with further growth, it\u2019s easier to get financing to fund your goals.\u201d<\/p>\n<\/div>\n\n\n\n<h2 class=\"wp-block-heading\">3. Invest in marketing<\/h2>\n\n\n\n<p>While much of their client base is made up of new car dealerships, FullMoon Autoworks also does a lot of work for the retail public. To attract customers, they invest in their brand. \u201cWe run a lot of marketing campaigns, and our branding is very important to us,\u201d Wigger explains, sharing that their company colour \u2013 orange \u2013 is featured prominently in all their marketing. Their Google ads and landing page are effective digital tools that work hard at reaching prospects and converting them to clients.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">4. Don\u2019t be afraid to specialize<\/h2>\n\n\n\n<p>Wigger explains that the services they offer are often featured on longer lists of services provided by other general automotive companies. But by specializing in window tinting and complementary services, they are an outlier in their sector. As such, they keep up with trends and technology and focus on quality installation, which means they can offer a superior service compared to their closest competitors.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">5. Build a strong team around you<\/h2>\n\n\n\n<p>Wigger credits his team for his company\u2019s ability to react to opportunities and make the most of them. That\u2019s why he consistently invests in their growth and development, compensates them fairly and shows them they are appreciated.<\/p>\n\n\n\n<p>He also shares that bringing his external partners into his inner circle \u2013 including his lawyer, accountant and RBC team \u2013 has worked in his favour. As his RBC Relationship Manager, Diana D\u2019Aoust says, \u201cWhen we work together, we\u2019re all trying to get to the same goal.\u201d<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">6. Have a customer-obsessed business model<\/h2>\n\n\n\n<p>Where business owners often find themselves focused on the backend operations of the business, Wigger believes it is important to identify with the customer experience. \u201cIn customer service, we often find ourselves too product oriented,\u201d he says. \u201cBeyond specs and pricing, we also have to remember the customer\u2019s time matters.\u201d Accommodating busy lives while really listening to the customer\u2019s priorities is FullMoon Autoworks\u2019 recipe for success and repeat business.<\/p>\n\n\n\n<div class=\"wp-block-media-text alignwide is-stacked-on-mobile pad-t-hlf pad-b-hlf pad-l-hlf pad-r-hlf mar-b has-cool-white-background-color has-background\"><figure class=\"wp-block-media-text__media\"><img decoding=\"async\" src=\"https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2023\/08\/Starting-a-Business-Banner-Image-53.jpg?w=1024\" alt=\"Business owners discussing\" class=\"wp-image-24249 size-full\" \/><\/figure><div class=\"wp-block-media-text__content\">\n<h3 class=\"wp-block-heading\" id=\"h-start-and-grow-your-business-with-rbc\">Start and Grow Your Business with RBC<\/h3>\n\n\n\n<p>Ready to turn your side hustle, passion or idea into a full-time business? Free tools and advice to get you started.<\/p>\n\n\n\n<p><a href=\"https:\/\/www.rbcroyalbank.com\/business\/advice\/starting-a-business.html\" data-dig-id=\"LP-16444-cce61d05\" data-dig-category=\"LP\" data-dig-action=\"link click\" data-dig-label=\"Learn more\" class=\"rbc-link-format\">Learn more<\/a><\/p>\n<\/div><\/div>\n\n\n\n<p><\/p>\n\n\n\n<div class=\"wp-block-rbc-rbc-default-collapsible\"><p><button class=\"collapse-toggle collapsed\" data-target=\"#collapse834a1009\" data-toggle=\"collapse\" aria-expanded=\"false\" aria-controls=\"collapse834a1009\" data-dig-id=\"LP-57738-834a1009\" data-dig-category=\"LP\" data-dig-action=\"accordion closed\" action-closed=\"accordion closed\" action-opened=\"accordion open\" data-dig-label=\"Things our lawyers want you to know\"><span>Things our lawyers want you to know<\/span><span>Things our lawyers want you to know<\/span><\/button><\/p><div class=\"collapse-content collapse\" id=\"collapse834a1009\">\n<div class=\"wp-block-rbc-collapsible-inner-block collapse-inner\">\n<p>This article is intended as general information only and is not to be relied upon as constituting legal, financial or other professional advice. A professional advisor should be consulted regarding your specific situation. Information presented is believed to be factual and up-to-date but we do not guarantee its accuracy and it should not be regarded as a complete analysis of the subjects discussed. All expressions of opinion reflect the judgment of the authors as of the date of publication and are subject to change. No endorsement of any third parties or their advice, opinions, information, products or services is expressly given or implied by Royal Bank of Canada or any of its affiliates.<\/p>\n<\/div>\n<\/div><\/div>\n\n\n\t\n\t<div class=\"wp-block-tk-spacer id-655408ef-9061-43a3-89e3-0277b10b547f\" aria-hidden=\"true\"><\/div>\n\t\n\n\n<p class=\"has-text-align-center h5 mar-b\"><strong>Share This Article<\/strong><\/p>\n\n\n\n\t\t<div class=\"socials-block\">\n\t\t\t    <div class=\"social-links mob-mar-b-hlf mob-mar-t-hlf\">\n            <a class=\"social-button-wrapper sharing-custom sharing-email\" href=\"mailto:?subject=Driving Success: FullMoon Autoworks Founder Has Grown by Being Bold and Being Smart &#038;body=Hi, I thought you might be interested in this article from RBC My Money Matters: https:\/\/www.rbcroyalbank.com\/en-ca\/my-money-matters\/business\/get-inspired\/business-success-stories\/driving-success-fullmoon-autoworks-founder-has-grown-by-being-bold-and-being-smart\/\">\n    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founder of AKM Law.\" srcset=\"https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2026\/03\/Aminder-Image.png 1918w, https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2026\/03\/Aminder-Image.png?resize=300,168 300w, https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2026\/03\/Aminder-Image.png?resize=768,429 768w, https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2026\/03\/Aminder-Image.png?resize=1024,572 1024w, https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2026\/03\/Aminder-Image.png?resize=1536,858 1536w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"card-details mob-mar-b-0 mob-mar-t-0 pad-r-0 col-md-12 col-xs-6\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"primary-taxonomy primary-link\" href=\"https:\/\/www.rbcroyalbank.com\/en-ca\/my-money-matters\/business\/get-inspired\/business-success-stories\/\">\n\t\t\t\t\t\tBusiness Success Stories\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.rbcroyalbank.com\/en-ca\/my-money-matters\/business\/get-inspired\/business-success-stories\/akm-law-setting-a-new-precedent-for-building-a-values-driven-firm\/\" class=\"card-title h4 mar-t-0\">AKM Law: Setting a New Precedent for Building a Values-Driven Firm<\/a>\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t<\/article>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<li class= 'grid-one-third grid-tb-full grid-mob-full mar-b'>\n\t\t\t\t\t\t\t\t\t\t<article class=\"col-wpr mar-b-0 mar-r-0 mar-l-0\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"postcard-img-ctr post-card-image col-md-12 col-xs-6 mob-mar-b-0 pad-l-0\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"576\" src=\"https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2026\/03\/Nicole-Piggott-Image.png?quality=80&amp;w=1024\" class=\"attachment-post-thumbnail size-post-thumbnail wp-post-image\" alt=\"Headshot of Nicole Piggott, Founder and President of Synclusiv\" srcset=\"https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2026\/03\/Nicole-Piggott-Image.png 1906w, https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2026\/03\/Nicole-Piggott-Image.png?resize=300,169 300w, https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2026\/03\/Nicole-Piggott-Image.png?resize=768,432 768w, https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2026\/03\/Nicole-Piggott-Image.png?resize=1024,576 1024w, https:\/\/www.rbcroyalbank.com\/en-ca\/wp-content\/uploads\/sites\/12\/2026\/03\/Nicole-Piggott-Image.png?resize=1536,864 1536w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"card-details mob-mar-b-0 mob-mar-t-0 pad-r-0 col-md-12 col-xs-6\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"primary-taxonomy primary-link\" href=\"https:\/\/www.rbcroyalbank.com\/en-ca\/my-money-matters\/business\/get-inspired\/business-success-stories\/\">\n\t\t\t\t\t\tBusiness Success Stories\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.rbcroyalbank.com\/en-ca\/my-money-matters\/business\/get-inspired\/business-success-stories\/synclusiv-how-cultivating-an-inclusive-workplace-fuels-business-growth\/\" class=\"card-title h4 mar-t-0\">Synclusiv: How Cultivating an Inclusive Workplace Fuels Business Growth<\/a>\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t<\/article>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t\t\t\t\t<\/ul>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t<\/div>\n<\/section>\n<style class=\"advgb-styles-renderer\">\n\t\t.wp-block-tk-spacer.id-655408ef-9061-43a3-89e3-0277b10b547f {\n\t\theight: 96px;\n\t}\n\n\t@media ( max-width: 480px ) {\n\t\t.wp-block-tk-spacer.id-655408ef-9061-43a3-89e3-0277b10b547f {\n\t\t\theight: 30px;\n\t\t}\n\t}\t\n\t\t.wp-block-tk-spacer.id-7b1222b1-cb23-49ba-b248-6887308aadc1 {\n\t\theight: 60px;\n\t}\n\n\t@media ( max-width: 480px ) {\n\t\t.wp-block-tk-spacer.id-7b1222b1-cb23-49ba-b248-6887308aadc1 {\n\t\t\theight: 30px;\n\t\t}\n\t}\t<\/style>","protected":false},"excerpt":{"rendered":"<p>Erik Wigger grew his niche business slowly at first, and then quickly expanded as opportunity presented itself. <\/p>\n","protected":false},"author":80,"featured_media":90039,"parent":57335,"menu_order":0,"template":"","meta":{"_acf_changed":false,"advgb_blocks_editor_width":"","advgb_blocks_columns_visual_guide":"","footnotes":""},"tags":[167,157],"rbc_content_type":[31],"rbc_audience":[110],"rbc_lob_group":[35],"rbc_difficulty_level":[33],"rbc_mmm_category":[305,323,388,325,382,326,390,381],"class_list":["post-90038","rbc_my_money_matter","type-rbc_my_money_matter","status-publish","has-post-thumbnail","hentry","tag-community","tag-entrepreneur","rbc_content_type-article","rbc_audience-business-owners","rbc_lob_group-business","rbc_difficulty_level-beginner","rbc_mmm_category-business","rbc_mmm_category-business-stages","rbc_mmm_category-business-success-stories","rbc_mmm_category-get-inspired","rbc_mmm_category-grow-your-business","rbc_mmm_category-right-sized-business-advice","rbc_mmm_category-small-business","rbc_mmm_category-start-a-business"],"acf":{"contently_publication_id":"","custom_author":"Royal 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