Delaware Business November-December 2011 by Delaware State Chamber of Commerce

R G C EA U O L ID N S ES E T TR T O U AT C E TI & O N

 Superstars in Business

THREE D OLLARS

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NOVEMBER / DECEMBER 2011

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In This Issue 33 TECHNOLOGY GUIDE

features 14 SUPERSTARS IN BUSINESS We reveal our 2011 winners, and how they make doing business in Delaware super.

The First Click

With Content Delaware, Teleduction hopes to go where few other news programs have dared.

departments 2 President’s Message

3 Legislative Priority

5 Member News and Notes

36 Innovation Station

Blood Bank Delmarva suggests the perfect holiday gift; Goldey-Beacom celebrates the big 1-2-5; and attorney Michael Houghton accepts a national position.

25 REAL ESTATE & CONSTRUCTION GUIDE

The experts receive expert training at DelTech’s Innovation and Technology Center.

Move that Bus!

Rehoboth’s Schell Brothers hook up with ABC for an extreme home makeover.

Join the Smartphone Revolution

Five reasons why it’s time to join.

Small Business Report

10 State Chamber Scene

Building a Healthier Hospital

Calendar of Events

Nemours/Alfred I. duPont Hospital for Children embarks on $260 million renovation.

31 New Kid on Campus

Tevebaugh Associates adds some shine to the Widener University campus.

41 INSURANCE & FINANCIAL SERVICES GUIDE

51 Manufacturing

53 Welcome New Members

Financial All Stars

Don Fulton of Weiner Benefits Group gives the latest from a turbulent insurance industry.

Chamber Member Benefits

43 Biotech Briefing

55 Chamber Committees

56 For Assistance, Call the Chamber

Tom Shopa of BDO reveals the financial picture for biotech companies.

Volume 17, Number 6 / Delaware Business (USPS 012098) (ISSN 153253542) is published bi-monthly by the DSCC Center for Business Management. Subscription price is $18 a year (included in membership dues). Known office of publication is 1201 N. Orange St., Suite 200, Wilmington, DE 19801. Periodicals postage paid Wilmington, DE 19850. Postmaster: Send address changes to Delaware Business, c/o DSCC Center for Business Management, P.O. Box 671, Wilmington, DE 19899-0671. Telephone (302) 655-7221.

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ON THE COVER Photos by Tom Nutter

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MESSAGE

EDITORIAL STAFF

PRESIDENT’S

Message from the President JAMES A. WOLFE

Last month, the State Chamber and Citizens Bank welcomed Andrew McLaughlin as the keynote speaker for our Legislative Forum at UD’s Goodstay Center in Wilmington. McLaughlin, who is Group Director, Communications and Group Chief Economist for the Royal Bank of Scotland Group, said something that stuck with me: “Business requires predictability and stability to flourish.” And if we don’t have either of those in Congress, then we won’t have it in the economy, either. Our nation’s economic woes, combined with the partisan gridlock in the capital, have put our country on hold. And with another round of elections on the horizon, things could get a lot more difficult in D.C. before they get any easier. In fact, McLaughlin said it could be another three to four years before the nation’s economy regains its footing. How do we get there? For starters, we need to concentrate our efforts on turning around the economy and finding ways to generate jobs. It’s important to take a step back and examine how laws we pass affect business in our state before we burden small businesses with more regulation. With that in mind, we dedicate this issue of Delaware Business to local organizations who are making it work in tough economic times. On page 17, we profile the four winners of the 2011 Marvin S. Gilman Superstars in Business awards. These outstanding companies have found ways to navigate the murky economy and thrive. You can meet them all in person at the Superstars in Business Awards luncheon on November 9 at the Hotel du Pont in Wilmington and listen to keynote speaker Howard Stoeckel, the CEO of Wawa, Inc., share his own success story. Also in this issue, Delaware Business checks out two gigantic construction projects—one that will change the face of our biggest children’s hospital, and another that took place in front of TV cameras downstate. We also look at the smartphone revolution, a new DelTech training facility, and how Teleduction is changing the way we get our local news.

Thomas J. Cooper Chairman James A.Wolfe President/CEO

Matt Amis Managing Editor Denee Crumrine Editor

EXECUTIVE COMMITTEE CHAIRMAN Thomas J. Cooper Cooper Realty Associates IMMEDIATE PAST CHAIRMAN Richard K. Struthers

Ernest J. Dianastasis CAI

Dennis M. Salter Summit Realty Advisors, LLC

Donald T. Fulton George J.Weiner Associates

Fred C. Sears, II Delaware Community Foundation

Pierre du Pont Hayward University of Delaware

VICE CHAIRMAN William R. Allan Verizon Delaware

Alan Levin Delaware Economic Development Office

TREASURER Richard D. Rowland Rowland, Johnson & Co., PA Tony Allen, PhD Bank of America Sylvia S. Banks DuPont

Mark S. Stellini Virtual Resources, LLC Mark Turner WSFS Bank

Hinton Lucas DuPont

Michael S. Uffner AutoTeam Delaware

William E. Manning Saul Ewing, LLP

Richelle Vible Catholic Charities, Inc.

Chip Rossi Bank of America

BOARD OF DIRECTORS Linda Ammons Widener University School of Law Julian H. Booker Delmarva Broadcasting Company David B. Brown, Esq. Potter, Anderson & Corroon, LLP Timothy J. Constantine Blue Cross Blue Shield of Delaware Charlie Copeland Associates International, Inc. Barry Crozier Belfint, Lyons & Shuman E. Andrew DiSabatino EDiS Company Christina Favilla Discover Bank Donald G. Gagnon AAA Mid-Atlantic Dr. Orlando J. George, Jr. Delaware Technical & Community College Martha S. Gilman Gilman Development Company Robert V.A. Harra, Jr. Wilmington Trust Company/M&T Bank

John E. Healy, III Healy, Long & Jevin, Inc.

Bret Morris A. R. Morris Jewelers

Michael Houghton Morris, Nichols, Arsht & Tunnell, LLP

Paul H. Mylander The Bank of Delmarva

Tyrone Jones AstraZeneca Pharmaceuticals LP Chris Kenny Delaware Supermarkets, Inc.

Theodore Prushinski Citizens Bank Michael N. Ratchford W. L. Gore & Associates, Inc. John S. Riley Ashland, Inc.

Richard H. LaPenta Insurance & Financial Serv., Ltd. Robert J. Laskowski, MD Christiana Care Health Systems Cathy MacFarlane ING DIRECT Scott Malfitano CSC-Corp. Service Co. John McCarthy AstraZeneca Pharmaceuticals LP Paul M. McConnell McConnell Development, Inc.

Amer Sajed Barclaycard US Thomas A. Shoemaker TD Bank W. Laird Stabler III, Esq. Laird Stabler & Associates Gary R. Stockbridge Delmarva Power William Wallace JPMorgan Chase

Michael McMullen Agilent Technologies

Robert W. Whetzel Richards, Layton & Finger

Chad Moore The Bellmoor

Harry L. Williams Del. State University

STAFF John H. Taylor, Jr. Senior Vice President & Executive Director, DPPI

James A.Wolfe President/CEO Marianne K. Antonini Senior Vice President

Greg Gross Director of Government Relations Chuck James Account Executive

Matt Amis Communications Manager

Lisa Prickril Events Manager

A. Richard Heffron Senior Vice President

Cheryl Corn Executive Assistant to the President

Sharon R. Reardon Senior Vice President & Executive Director, Small Business Alliance

Denee Crumrine Program & Communications Specialist

Arlene Simon Account Executive

Katie Dunn Communication & Event Associate

Bill Stephano Director of Membership

Linda D. Eriksen Accounting Associate

Patrina Wallace Information Secretary

Janine G. Sorbello Senior Vice President & Executive Director, The Partnership

ADVERTISING SALES / Miller Publishing, Inc.

Fred Miller President

DELAWARE STATE CHAMBER OF COMMERCE 1201 NORTH ORANGE STREET, P.O. BOX 671 • WILMINGTON, DE 19899-0671 (302) 655-7221 • (800) 292-9507 • WWW.DSCC.COM

The mission of the Delaware State Chamber of Commerce is to promote an economic climate that strengthens the competitiveness of Delaware businesses and benefits citizens of the state. The Chamber will provide services members want; it will serve and be recognized as the primary resource on matters affecting companies of all sizes; and it will be the leading advocate for business with government in Delaware.

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AB O UC R DVEI F EG W

STEM at the Core of Economic Development BY RICH HEFFRON

everal weeks ago, former US Senator Ted Kaufman wrote a News Journal editorial extolling the virtues of the national Science Technology Engineering Mathematics Coalition (STEM). In the article he explained why it was important that Delaware schools participate in the STEM program, and how it will contribute to the future economic health of our state. The Delaware State Chamber of Commerce and its members are in agreement, and support the STEM coalition’s mission to educate this country’s youth about the importance of the academic subjects that STEM emphasizes and the value of choosing a career path in one of these disciplines. I am a “Sputnik child.” For those who are too young to understand the term, a short explanation is that in 1957 the Soviet Union put the first satellite in space. It was named Sputnik 1. I was in fifth grade and remember the shocked public reaction. How could the Soviet Union, a country with a communist economic model, beat the United States, leader of the capitalist free world, into space? The immediate impact of the Soviet success was that the math and science requirements in our nation’s schools were made more expansive and rigorous. Twelve years later, the United States put the first man on the moon, and the remainder of the 20th century saw enormous advances in communications, computer technology, safety, transportation and medicine. Can these advances be tied directly to the mid-century enhanced math and science curriculum? Maybe not, but the circumstantial evidence is persuasive. STEM is designed to begin with students at the elementary school level, providing them with the knowledge and experience to choose engineering-, science- and technology-based careers. The education efforts of the 50s and 60s are the model that STEM will replicate and expand upon. The goal is to provide an educational background that will help boost advances in science and technology that will drive economic growth. At the beginning of this century, we are faced with a crisis in education. Many schools are burdened with high dropout

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Photo by Dick Dubroff/Final Focus

rates and a curriculum that business leaders do not believe provides students with the tools to compete in today’s world economy. Students from around the globe attend our universities to study engineering and science and in growing numbers elect to return to their home counties. Once home they apply their skills and compete in the global market place. The fact is that STEM-based activities will educate our students so they can supply the ideas and products that feed our economic engine. Now we need to build a new engine, one that is designed for success in an increasingly competitive global economy. STEM will provide the platform to build that new engine. When I was in high school, my grandfather and I had a discussion about my career plans. He said it was great that I was interested in the law and politics, but the greatest changes I would see in my lifetime will come about through science. This was sage advice from a man who, during his lifetime, saw the invention of the automobile, the innovation of air and space travel, the design and construction of sky scrapers and a nationwide highway system, the inception of radio and television and the eradication of numerous diseases such as polio. He would have loved the concept of STEM because he would know that the greatest changes in our children’s lifetimes will be a result of this educational effort. ■

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Wordyle (wurt’le) n. 1. Toy for creaƟng “word

clouds” from text in which the most frequently used word appears the largest. This wordle on Delaware’s Race to the Top plans came up nicely, don’t you think? www.rodelfoundaƟonde.org 4

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MEMBER NEWS AND

Gifts from the Heart

NOTES

Tis the Season of Giving at Blood Bank of Delmarva BY: MICHAEL WAITE

For many of us, the holiday season is a joyful time filled with tradition and celebration. It’s a season for giving thanks and giving gifts. But let’s face it, the holidays can also be pretty stressful. Shoppers everywhere are beating the pavement in search of the “perfect” holiday gift for the people on their list–gifts that are meaningful, personal and will make a difference, or maybe just something to make someone smile. Add in the challenges of a tight budget and a hectic schedule, and holiday shopping becomes nearly impossible. This holiday season, consider dropping the stress. Give a gift that won’t cost you a dime, yet it will impact the lives of others in a way that money can’t buy. Call Blood Bank of Delmarva and make an appointment to give blood in honor of someone you love. “While many Americans are fortunate enough to celebrate the season with their loved ones, there are thousands of local patients in hospitals now facing life-threatening illnesses and

Marty Costello of St. Francis Hospital has the world in his hands as he donates blood at a recent blood drive.

conditions,” said Roy Roper, president and CEO of Blood Bank of Delmarva. “Giving blood is truly what the holiday season is all about. It lifts your spirits to do something so important and generous for someone else.” After donating blood, you’ll not only have the A Light Breakfast… pride of knowing you just saved the lives of up On Friday, September 23, the third to three patients, but you can also take home “I annual Pancakes for Parkinsons Donated in Honor of You” cards to present to your fundraiser, which collects money for family and friends letting them know about your the Michael J. Fox Foundation, got heroic donation. Just ask a Blood Bank receptionist underway with a pancake-themed art for the cards when you arrive for your appointment. auction. Blood Bank of Delmarva needs 350 donors every DSCC member Terry Roberts day. It can be a serious challenge to meet that submitted the photo-illustration number during the holidays and winter months. at left. Give the gift of life this holiday season. Make your In all, 20 local artists with varying family and friends proud, and give someone in styles and techniques, combined to your community a second chance at life. It just rake in $34,000 for charity. Between might make someone smile. the auction and ticket sales, the two-day event raised more than $125,000 for Parkinsons research.

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For more information or to schedule an appointment to give blood, call Blood Bank of Delmarva at 1-888-8-BLOOD-8 or visit www.delmarvablood.org.

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NOTES AND NEWS MEMBER

President Mohammad Ilyas and Vice President Gary L. Wirt proudly present a commemorative 125 year anniversary sign of the college.

Goldey-Beacom College Commemorates  Years BY KATIE DUNN

The Goldey-Beacom College community has reason to celebrate as it turns 125 years old. A year-long celebration, already in full swing, includes a series of special events: There are various archival displays, campus banners flying proud, a pictorial history featured on the website, and in September, they hosted a campus-wide 125th anniversary party. One of the biggest features of the celebration is a scholarship of $1,000 to be awarded to 125 students entering full-time in fall 2010. “We can think of no better way to celebrate our GBC success story than by helping deserving students begin their own,” says college president Mohammad Ilyas. The college first opened its doors on September 1, 1886 as Wilmington Commercial College, founded in that year by educator H.S. Goldey. The original class consisted of five students learning in a rented room. In 1900, W.H Beacom left the college as one of its best instruc-

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tors to open his own school only blocks away. In less than 30 years, Beacom College had an enrollment of more than 1,000 students. The two colleges were competitors until they merged in 1951 to become Goldey-Beacom College. In 1974, the school moved to its present Pike Creek location. Today, Goldey-Beacom’s alumni includes governors, corporate presidents across the country, and other successful professionals in many areas of the workforce. With a student enrollment of 1,600, the college offers a number of bachelor degree programs. Recently, it added Criminal Justice and English programs. The school welcomes rising enrollment, but aims to stay true to its humble origins. “We hope to grow, but we want to keep that small campus flavor,” says school vice president Gary L. Wirt. “We want to keep the reputation where students know each other and have relationships with their teachers.”

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MEMBER NEWS

First President from the First State

AND NOTES

An interview with Michael Houghton

Delaware has the opportunity to be at the forefront of shaping public policy as three professional and political figures take on leadership positions in several key state law and government organizations. Gov. Jack Markell is now vice-chair, soon to be chair, of the National Governors Association. Chief Justice Myron Steele is the president-elect of the Conference of Chief Justices. And now Michael Houghton will serve as President of the Uniform Law Commission. Houghton, a partner with the Wilmington law firm Morris Nichols Arsht & Tunnell, will be president of the ULC, a 120-year-old, multi-state organization that is committed to crafting and advocating for uniform legislation. He is the UCL’s first president from Delaware. Delaware Business spoke to Houghton about the organization and what his leadership could mean for the state’s business community. How will your experience practicing law in Delaware be an advantage in this leadership role?

Houghton: One of the advantages is the ability to develop a consensus and work with various constituencies, to sit at the table and talk about problems and to hash out solutions. That’s been a forte of the governor and his work as treasurer and governor. So the fact that we kind of come from a background which recognizes the importance of discussion as opposed to argument, and compromise as opposed to stalemate, those kinds of tools that we develop if you live and practice in Delaware I think will translate well to the national forum of the ULC. One of the benefits of uniform laws across states is reducing costs. How important is that during our current economic state?

Houghton: It’s critical. It promotes, particularly for financial institutions, a set of predictable and reliable and hopefully uniformly interpreted laws. If people know what the answers are, even if it’s not the answer they want, they can plan around them and anticipate them. Businesses do not like uncertainty and unpredictability. What do you see in the future for the ULC?

Houghton: Continued support by the states. Aggressive

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engagement in a constructive way on issues of federal state relations, which are important in a republic to have vibrant and appropriate bounds between state law and federal law. And continued examination of products that will be of value to people and to business. How does Delaware fit into that future?

Houghton: Delaware has made a success out of not having its law uniform. It has a unique corporate code and a unique alternative entity. I think what Delaware can do is continue to be a leader and demonstrating how things can get done on a national scene. I am the first Delawarean to be president in the 120 years of the conference and I’m proud to be able to represent the state. You are a very busy man. What do you do to relax and de-stress?

Houghton: Relax? I wish I could tell you I’ve got all sorts of interesting hobbies. I am very active in the Delaware political circle, and when I do have any free time, my wife and I like to travel. We have a place in South Carolina and southern Delaware.

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NOTES AND

Labor of Love

NEWS

BY DENEE CRUMRINE

MEMBER

Exceptional Care for Children (ECC), a state-of-the-art residential healthcare facility in Newark, Delaware, serves technology-dependent children and their families. The residents and staff are excited about a week-long trip to Walt Disney World in October. “‘When you wish upon a star, makes no difference who you are – anything your heart desires will come to you,’ has never had so much meaning for our children, their families, and our staff,” says Annette V. Moore NHA. The administrator of Exceptional Care for Children (ECC) is referring to the generosity of two Exceptional Care board members and brothers, Larry and David Frascella. After a recent visit to Exceptional Care for Children and learning that one of the residents adores Mickey Mouse, a weeklong excursion to Walt Disney World was set in motion. “Mobilizing a group of eight children with technology dependence, including life support, 30 staff members to care for them, and thousands of items…has become our labor of love. You can’t even imagine the excitement in our hearts to experience this trip of a lifetime with these children whose tomorrows have absolutely no guarantees,” says Moore.

Dunn, LaPenta and Lilley join the Chamber Katie Dunn joined the Delaware State Chamber of Commerce staff in September as the Communication and Events Associate. Once an intern at the Chamber, Dunn now supports the marketing and communication team as well as the events manager. She

The Delaware Drug Card from the Delaware State Chamber of Commerce No application! Everyone qualifies! Simply take this pre-activated card to your pharmacy for up to 75% discount on all FDA-approved prescription drugs.

graduated from the University of Delaware in 2011 with a B.A. in Communications. Dante LaPenta and Jennifer Lilley have joined the Delaware State Chamber of Commerce as communications interns. LaPenta will work on stories for Delaware Business magazine, contact media, and write press releases and articles for DSCC events. LaPenta will graduate from the University of Delaware in May

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2012 with a Master’s in Communication. He is currently teaching undergraduate level public speaking and business communication for the university. Previously, LaPenta worked at ING DIRECT, where his most recent project was a social media analysis of the banking industry. Lilley will assist with media and public relations, updating social media, writing articles and press releases. Last May, Jennifer graduated Cum Laude from the University of Delaware with a bachelor’s degree in communication. Lilley is also an intern with Villanova University’s athletics program, helping to develop marketing plans for teams. In the past

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Jennifer has worked at Comcast-Spectacor in Philadelphia as an event services intern, where she was able to work with her favorite Philadelphia sports teams. Most recently Jennifer was a public relations assistant at Incredible One Enterprises in Newark.

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call for nominees

Marvel Cup The Delaware State Chamber of Commerce is accepting nominations for the annual Josiah Marvel Cup Award. The Marvel Cup committee is asking members of the business community to nominate worthy recipients for Delaware’s most prestigious business award. The award was established by the State Chamber to honor a Delawarean who has made an outstanding contribution to the state, community or society, in recognition of something worthy of being remembered. The Cup is awarded in honor of the memory of Josiah Marvel, who reorganized and was the first president of the State Chamber from 1913-1914. The award was originally presented to Marvel upon his retirement and has since been imprinted with the name of each recipient. Nominations are open to all Delawareans and can be made by any organization or individual in the state. Please include a fact sheet listing the nominee’s major achievements and send it to the State Chamber by, Wednesday, November 30, c/o The Marvel Cup Committee, P.O. Box 671, Wilmington, DE 19899-0671. The Marvel Cup will be awarded at the State Chamber’s Annual Dinner, Monday, January 9, 2012 at the Chase Center on the Riverfront. For more information, call (302) 655-7221.

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NEWS CHAMBER STATE

State Chamber Scene Networking Breakfast

Networking Breakfast

July 12, 2011

FROM LEFT: Joe Schubert, Rebecca Leyson, and J. Morgner smile for the camera at the Networking breakfast held at the University of Phoenix.

George Meldrum and Jim Randall at the Networking Breakfast at the University of Phoenix.

Content Delaware - Unveiling

Evening Mixer

July 25, 2011

August 8, 2011

Wilmington Mayor James Baker and DSCC President Jim Wolfe attend the Teleduction/Content Delaware press conference in Rodney Square.

Denee Crumrine gets close with Rocky Bluewinkle at the Evening Mixer with the Blue Rocks.

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STATE CHAMBER

Networking Breakfast

August 16, 2011

FROM LEFT: Ronald Robinson, Brian Drysdale and William Swezey understand the power of networking.

David Flemming and Fritz Land enjoy early morning beverages at the DSCC Networking Breakfast at the Grand Opera House in Wilmington.

Delaware Mentoring Council

August 22, 2011

DSCC President Jim Wolfe listens to speaker U.S. Senator Tom Carper at the Delaware Mentoring Council’s Celebration of Mentoring.

DSCC President Jim Wolfe helps potting a plant at the Delaware Mentoring Council’s Celebration of Mentoring.

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NEWS

Networking Breakfast

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NEWS CHAMBER STATE

Evening Mixer

September 7, 2011

FROM LEFT: Dan Short, Don Mell, and Rob Tartaglia at the Evening Mixer at the Bellmoor.

Theresa Ciritella and Dina Hughes at the Evening Mixer at the Bellmoor.

Golf Tournament

September 8, 2011

Grant Firestone tees off at the 18th Annual Chamber Chase Golf Tournament at King’s Creek Country Club.

Mike Vanderslice tees off at the 18th Annual Chamber Chase Golf Tournament at King’s Creek Country Club.

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STATE

September 13, 2011

FROM LEFT: Wayne Mitchell, Tommy Cooper, Bill Allan, and Jim Wolfe complete the foursome at the 18th Annual Chamber Chase Golf Tournament at King’s Creek Country Club.

Dean Linda Ammons addresses audience at the Women in Business Forum.

Young Executives Luncheon

September 20, 2011

Business cards fly during the Young Executives Luncheon.

Speed networking gets underway at the Young Executives Luncheon at the Doubletree Hotel.

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NEWS

Women in Business Forum

September 8, 2011

CHAMBER

Golf Tournament

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BAUBSCI D NEF SG S SUPERSTARS

Superstars in Business E

ach year, the Delaware State Chamber of Commerce’s Small Business Alliance honors businesses and non-profit corporations for their outstanding achievements and model approaches to business and management. The Marvin S. Gilman Superstars in Business Award is named for one of Delaware’s greatest small business leaders. The awards are presented to companies that have been in business for at least three years, are small businesses based on number of employees, and are members of the Delaware State Chamber of Commerce. Another award recognizes non-profit organizations. Awards of Excellence are also granted to deserving companies. These businesses are awarded the 2011 Marvin S. Gilman Superstars in Business Awards. 2011 Superstars in Business Award Winners

Corexcel (Category of up to 25 employees) Corexcel was a Superstar in Business in 2001, thanks to its focus on onsite training for pharmaceutical companies, but has since transformed by expanding its services and products to meet the demands after the impact of 9/11. The company now specializes in online training courses and materials, employee assessments and continuing education services. The products and services it offers help individuals develop personal and business skills and assist companies in hiring, training and assessing employees. Even with revenues significantly higher since the last time the company was recognized as a Superstar, people remain Corexcel’s most important asset. Employees even personally answer the phone. Read more on page 17. Environmental Alliance, Inc. (Category of 26 to 64 employees) This environmental consulting and engineering firm was founded with a primary goal in mind: to be dedicated to superior customer satisfaction while providing a positive and rewarding work environment for employees in an effort to restore the environment. Twenty years later, Environmental Alliance, Inc. continues to solve complex problems in environmental remediation and management. While other environmental consulting firms were forced to downsize during the economic crisis, Environmental Alliance not only managed to survive, it successfully increased its client base and hired additional staff. Read more on page 19.

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EDiS Company (Category of over 65 employees) Founded on quality, community, family and tradition, EDiS has been in business for 103 years. Today, it’s a full service construction management firm providing comprehensive project solutions beginning at the pre-design phase through construction and facility occupancy. Loyalty is more than just a word to the company; it is the guiding force of its success. They have returning customers, over 90 percent have worked with EDiS in the past, and employees are loyal to the company. EDiS is a two-time winner of the Superstar in Business Award. Read more on page 21. The Ministry of Caring, Inc. (Non-profit organization category) The Ministry of Caring is an organization committed to serving the constant needs of the poor and homeless throughout Wilmington and the surrounding area. The wide array of programs and services that offer hospitality and friendship follow the company’s mission to serve the poor with love, dignity and respect. A recently revised financial plan for the Ministry of Caring has allowed the organization to meet the increasing demand with funding limitations. Read more on page 23. 2011 Award of Excellence Winners

Brandywine Executive Center (Category of up to 25 employees) A private-sector, family owned Business Incubation Center to serve the needs of business owners, entrepreneurs, and solo professionals in need of a professional office. The company focuses on the future, innovative brand building techniques and thoughts for expansion. Cover & Rossiter (Category of 26 to 64 employees) One of Delaware’s oldest and most respected certified public accounting and advisory firms. The firm has an open-door policy in which all staff members have a direct line to all of the partners and managers in an attempt to be pro-active about issues. Emory Hill Companies (Category of over 65 employees) This full-service real estate and construction firm provides commercial brokerage, property management and real estate

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sales to Delaware and surrounding states. Committed to customer satisfaction, the firm utilizes the latest in technology to maintain constant communication with clients. EVENT SPONSORS

Mr. Terrence Barclift Bank of America Ms. Pam Cornforth Ronald McDonald House Ms. Denee Crumrine Delaware State Chamber of Commerce Mr. Lawrence DiSabatino DiSabatino Construction Company Ms. Cythia Dwyer Wellness Community Delaware

Ms. Martha Gilman Gilman Development Company Mr. Tyrone Jones AstraZeneca Mr. William Major M&T Bank Mr. James Randall Mr. Chip Rankin EBC Carpet Services Corporation Ms. Kristen Shaw ParenteBeard, LLC

Ms. Janice Giannini Paradigm Associates, LLC

Bank of America M&T Bank Diamond

George J. Weiner Associates

Colonial Airport, Inc.

Habitat for Humanity New Castle County

The Gilman Family

TCIM Services, Inc.

Gold

Friend

Belfint, Lyons & Shuman CPAs

Children & Families First

Blue Cross Blue Shield of Delaware

Community Service Building

Citizens Bank

Latin American Community Center

Delaware Economic and Development Office DuPont

Ronald McDonald House

EBC Carpet Services Corporation

Marketing and

Glenmede Trust Company

Mease Communications

PNC Bank

Printing

TD Bank

Farley Printing Company

Verizon Delaware WSFS

Superstars in Business Planning Committee

DiSabatino Construction Company

Silver

AAA Mid-Atlantic

Advertising Design

Promotional Media and Application Hosting

Delmarva Broadcasting Company

Ms. Pam Cornforth Ronald McDonald House

Mr. Chad Moore Bellmoor

AutoTeam Delaware

Mr. Lawrence DiSabatino DiSabatino Construction

Mr. William Parks Program Chair Colonial Parking, Inc.

Dukart Management/ McDonald’s

Delaware Today

Mr. Donald Fulton George Weiner and Associates

Mr. Chip Rankin Selection Committee Chair EBC Carpet Services, Inc.

ParenteBeard LLC

Video

PSEG Nuclear

Teleduction

Ms. Janice Giannini Paradigm Associates

Mike Reath Promotions Committee Co-chair Delmarva Broadcasting Company

SSD Technology Partners

Signage

Ms. Martha Gilman Fundraising Chair Gilman Development Company Mr. John Healy Healy, Long & Jevin, Inc. Mr. Stephen Lehm Vandemark & Lynch, Inc. Mr. William Major M&T Bank

D E L AWA R E

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Mr. Baron Schlachter Bank of America Ms. Kristen Shaw ParenteBeard, LLC Ms. Priscilla Turgon Professional Staffing

November/D ecember 2011

Cooch & Taylor PA

University of Delaware

Print/Online Media

Parcels, Inc.

VanDemark & Lynch

Awards

Wheeler, Wolfdenden & Dwarves, CPAs

A.R. Morris Jewelers

Bronze

Healy Long & Jevin

Aloysius Butler & Clark

Delmarva Broadcasting Company

Bayhealth Medical Center Delaware Community Foundation

BUSINESS

Superstars in Business Selection Committee

Platinum

Sunday Breakfast Mission (Non-profit organization category) Sunday Breakfast Mission comprehensively serves the homeless and impoverished in and around Wilmington. They have met the demands of the community and opened a new facility this past year to provide an opportunity to women and children to escape potentially dangerous living situations.

Gift Sponsors

Newspaper Coverage

The news Journal Media Group 15

10/27/11 2:09 PM

SIGNATURE EVENT

Women in Business LUNCHEON

Be inspired by motivational

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Thursday, December 1, 2011 / Chase Center on the Riverfront / 11am-2pm

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CURRENT SPONSORS

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Taking advantage of the perks of working in a small office, Sue Bowlby, Don Bowlby and Jason Willey collaborate to reach success. Photo by Tom Nutter.

IN BUSINESS

S u p e r s ta r s i n B u s i n e s s Wi n n e r 1-25 employees

Corexcel BY JENNIFER LILLEY

en years ago Corexcel won its first Superstars in Business Award. As the ten-year anniversary approached, company president Sue Bowlby decided to apply again. “I thought it was serendipity,” she says. Her hunch was right: Corexcel is a Superstar in Business again. In 1997, Sue and her partner decided to change companies and join Corexcel. “We wanted something where we felt like we could make a difference in the world,” she says, “and this seemed like a good opportunity.” At Corexcel she is able to make a difference. Wilmington-based Corexcel is an online education company

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that reaches thousands of customers worldwide. Their website offers continuing education for individuals, providing online assessments and courses that help customers develop skills in all aspects of life, personally, professionally, and corporately. Not only do these services benefit individuals, but also the companies that need to hire, assess and train employees. Local customers include the University of Delaware, AstraZeneca, the Breast Cancer Coalition, and the Conference Group. The essence of Corexcel is boiled down in its company philosophy: “People are the core of an organization; when their people excel, the organization will excel.” The staff at Corexcel is a testament to those words.

10/24/11 5:55 PM

BAUBSCI D NEF SG S IN SUPERSTARS

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With just five full-time employees, Corexcel proves that a thriving staff will generate a thriving company. In 2001 the company won its first Superstars in Business Award, but in the wake of the Sept. 11 terrorist attacks, Corexcel faced significant challenges in a changing economy. Changes in products, customers and company direction altered the company landscape. But Corexcel overcame these challenges and has grown throughout the decade. Success, according to Sue and Don Bowlby, vice president of operations, comes courtesy of the educated staff. Without them the company could not perform its other functions effectively. Since the staff is small, the work environment at Corexcel is very personal and without hierarchy. This allows each employee to be involved and engaged in various tasks of the company, the most important being customer service. After learning the basics, employees are directed into specialized positions they desire to perform. ”Making sure the staff has opportunities to grow, and that they’re happy working here,” is key, Don Bowly says. “Everything we do requires more than one person. Winning this is a very big accomplishment. It’s an acknowledgement of the work we put in,” Sue Bowly says. And with frequent changes in technology and the economy, Corexcel has to be constantly working. ”What might have worked yesterday, might not work today,” she says. The plan to maintain success is to continue to update assessments and courses, and to continue to take care of their customers as well as their employees. Customer experience is the main focus at Corexcel, where treating people well is tantamount to success. “I know how I want to be treated,” Sue Bowly says. Corexcel is also very involved in the community, helping with non-profit organizations such as Survivors Of Abuse In Recovery and the Delaware Breast Cancer Coalition. ■

Blue Cross Blue Shield of Delaware is an independent licensee of the Blue Cross and Blue Shield Association.

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Mike Vanderslice and Tom Murphy on location at one of the Environmental Alliances clean-up sites. Photo by Tom Nutter.

S u p e r s ta r s i n B u s i n e s s Wi n n e r 26-64 employees

Environmental Alliance BY DANTE LAPENTA

estled behind the Shoppes at Limestone Hills in Pike Creek, a team of engineers, geologists and geographers ply their trade. But walking through their office, the empty desks, bare countertops, and dimmed lights are not typical signs of a thriving business. The sparse group scattered throughout the office is, at first, surprising. But the members of this team are not often found sitting at their desks. Environmental Alliance employees would rather be out in nature, in the community, and at project sites, using creativity and innovation to tackle environmental issues like groundwater, soil, and air quality issues.

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Beyond degrees and professional titles, Environmental Alliance is comprised of concerned mothers, fathers and community members who, fueled by knowledge and passion, entered the environmental consulting field. This company saw potential to improve the environment and maximize employee potential while growing its business. Because of such foresight, enthusiasm, and skillful decision-making, Environmental Alliance, Inc. is a 2011 Superstars in Business winner. A first-year applicant to SSB, Mike Vanderslice, director of sales and marketing, says he applied this year to commemorate the company’s 20-year anniversary. “We wanted to show

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not only the state of Delaware, but also the tri-state area that we have a well-run organization, which has been growing and thriving,” he says. “The award displays that Environmental Alliance does so much more than environmental consulting. Our business is very distinct. We are not just focused on gas stations or real estate due diligence; we are involved in an assortment of different industries.” Company founder Bill Smith was the driving force behind the company’s creation in 1991. The president and principal hydrogeologist remains involved in day-to-day planning and execution. Joe Rossi, Delaware operations manager and 14-year employee, believes the founder’s heavy involvement makes Environmental Alliance unique. “Bill runs projects, is here for support, and is involved in the actual science,” Rossi says. When environmental regulations were established in the early 1980s, large industrial companies were required to take better care of waste problems, but technology and research remained underdeveloped. By the inception of Environmental Alliance in the early 1990s, significant changes in the industry had occurred. Smith’s first hire at Environmental Alliance was Julie Ann Turner, now project environmental scientist and network administrator. “Since those early days, the market for environmental consulting has become savvier, and huge advances in technology and research have been made,” she says. With a more educated marketplace, Environmental Alliance must provide superb consulting service that does not waste time, effort, or expense. “In this marketplace, clients and the industry are more up to speed on regulations,” Rossi says. “They have in-house environmental people. They are looking for consultants and engineering firms that can do the specialized work needed while still being cost-efficient.” Environmental Alliance balances customer and environmental bliss. Cost is a chief consideration. Some environmental consulting clients simply want the least expensive way to clean up a site. “We want to focus on customer satisfaction, but still prioritize the environment,” Rossi says. “Every site is cleaned up in an efficient manner, while still looking out for our clients.” Another area of focus is employee satisfaction. The company’s leaders and managers analyze the strengths of employees and constantly seek opportunities for growth. Alliance has put programs in place, which pay for higher education, including courses outside of the company’s current services. Recently, an employee was interested in a wetlands delineation course and, although the company has yet to enter this market, the course was approved. Alliance’s bread and butter is cleaning up sites, including brownfields, which, as defined by the EPA, are properties or

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Mike Vanderslice checking for healthy levels on-site.

developments that can become compromised by hazardous substances or contaminants. While the team strives for cleanup of every possible site, the work will seemingly never be finished. Vanderslice says, “There are still so many brownfields out there. Something always needs to be addressed, whether it’s soil, groundwater or vapor.” Alliance is perhaps at its best when the unpredictable occurs, and in environmental consulting, time limits can shift without notice. “We will have a deadline change where we originally think we have three weeks to complete a project on a large site and suddenly, the deadline is reduced by a week,” Turner says. “Our people work together, late into the night every night, sometimes outside of their specialty, and get the job done the right way. That’s how we become a family and why so many people have worked [at Alliance] for as long as they have.” This strong employee bond, combined with lower overhead, two decades of soil and groundwater assessment and remediation experience gives Environmental Alliance some bragging rights over competitors. Alliance has developed a rate schedule that is 30 to 40 percent below regional and national competitors. Environmental Alliance is heading towards a bright future, a future which it hopes to shape. “Our people entered into [the environmental consulting field] for a specific reason,” Turner says. “Many of us have children. We are all extremely passionate about the environment. Alliance is cleaning up the environment and sees the potential to make things better for the future and for our children.” ■

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The DiSabatino clan looks over blueprints in the wake of their second Superstar in Business award. Photo by Tom Nutter.

S u p e r s ta r s i n B u s i n e s s Wi n n e r 65-150 employees

EDiS Company BY DANTE LAPENTA

OOM! The sound heard throughout the construction industry was not excavators digging out earth, or cranes hoisting heavy beams. Rather, the noise was the wrecking ball of the 2008 economic downturn, which drastically impacted construction management. The downturn became a full-on recession. Companies saw annual sales shrink and were forced to cut workforces. Yet through these challenges, EDiS remained profitable. This century-old business displayed an ability to adapt and improve an already successful business. While not immune to these recession obstacles, EDiS has outperformed industry averages with a significantly higher sales volume and a significantly lower workforce reduction rate.

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Pairing tradition with innovation, standing by its work and clients, and giving back to the community, EDiS continues to prosper in a bleak economic climate and has earned the 2011 Marvin S. Gilman Superstars in Business award. “The employees of EDiS have worked very hard so that our tradition is still thriving,” says company president Brian DiSabatino. “We applied for the [SSB] award so our peers could celebrate the good work and accomplishments of EDiS.” The DiSabatinos thank business diversification, customer loyalty, a commitment to becoming authentically sustainable and technological innovation for their success. “Our business has been greatly diversified for a reason,” Brian says. “When the recession hit in 2008, if we were a contractor that only built buildings or just did facilities

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“The first job is the easiest

to get. The second job,

SUPERSTARS

now that’s the hardest.” — Andy DiSabatino

management, odds were that we would be out of business. By virtue of the fact we have what we call a ‘building continuum,’ EDiS has remained successful. We place our business model over the life cycle of the entire building process.” The assortment of EDiS services includes land development and site selection, reconstruction services, which help clients understand the impact of various designs on costs, building construction, quality control, and facilities management. In construction management, the selection process for a project can be fiercely competitive. With nearly forty years of industry experience, Andy DiSabatino understands all of the components entering into a potential client’s decision-making. “You are selected for a project based on past experience, your project team, credentials, reputation and results,” he says. “All of these considerations go into the mixing bowl.” EDiS regularly goes above and beyond a contract in order to assure their high standard is upheld, even if it means coming back to a work site after a warranty has expired. EDiS defines success through repeat business. “The first job is the easiest to get,” Andy says. “The second job, now that’s the hardest.” This ongoing client relationship with clients has proven invaluable. Approximately 90 percent of acquired business can be attributed to clients with whom EDiS has previously worked. “When we work with a client and finish a project, we continue that relationship by being there for maintenance, renovations, or changes to the facility,” executive vice president Rick DiSabatino says. “We build and maintain a strong relationship with clients, so ten years from now, when they are ready to build again, they choose EDiS.” Before World War I, the DiSabatinos were already building Delaware. But EDiS recognizes that, in order to remain relevant, the company must couple experience with innovation, so EDiS decided to truly embrace sustainability, beyond a marketing ploy. “EDiS is one of about 20 LEED-certified contractors in country,” Brian says. “We decided to become authentically green and knew that we needed to adapt our business first.” The EDiS building on South Poplar Street is equipped with solar panels; the 42.7 kW system generates about 14% of the peak demand energy for the entire building. The company boasts more than a dozen LEED and Green Advantage certified professionals, and Andy helped create the Wilmington Organic Recycling Center, which, in a given

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Brian DiSabatino, President; Rick DiSabatino, Jr., Executive VP; Andrew DiSabatino III, Project Manager; Andy DiSabatino, Jr., CEO

year, turns approximately 180,000 tons of waste into composite. Leading a fifth generation of DiSabatinos is project manager Andrew DiSabatino III. He cites technological innovations, which have revolutionized EDiS projects, including the iPhone app “BuildingBlok” and Building Information Modeling (BIM). “BuildingBlok” allows workers and architects to make alterations in minutes that used to take days,” Andrew III says. “BIM allows us to put 2D drawings in a 3D space. By first building in this 3D world, we can catch potential problems early, which is tremendous for cost-saving and cost-estimating.” While innovation prepares EDiS for present and future success, the DiSabatinos never forget the past and the important lessons learned over a 103 year history. Growing up in Delaware, each generation of DiSabatinos was told: reputation is critically important, stand by your work and always give back to the community. In the 1920s, Ernesto DiSabatino led the volunteer effort to build St. Anthony’s Church, the focal point and gathering place for Wilmington’s Italian-American community. EDiS continued this mantra through the EDiS Institute, which makes contributions to the state’s three vocational school districts, and Generation III scholarships, targeted at students of architecture, engineering or business at local academic institutions. With a footprint already in eastern Pennsylvania and sights set on the Maryland and New Jersey markets, this Superstar in Business is moving beyond Delaware’s borders. Just as the original masonry contractors transformed into full-service general contractors and again into a comprehensive construction management company, EDiS’ evolution is continually fueled through upholding a superior reputation, diversification of the business, and strong ties to the community. ■

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Brother Ronald Giannone enjoys the spirit of the children at one of the Ministry of Caring facilities. Photo by Tom Nutter.

BUSINESS

S u p e r s ta r s i n B u s i n e s s Wi n n e r non-profit

Ministry of Caring BY JENNIFER LILLEY

ince 1977, the Ministry of Caring has been helping the helpless in Delaware. It was the first organization in the region to offer an emergency shelter for single women with its Mary Mother of Hope House I. From the single eight-bed shelter, the Ministry has evolved into 21 separate programs that not only provide for single women, but for men, women, children and families alike. Brother Ronald Giannone founded the Ministry of Caring with the intent of helping the poor and homeless meet basic human needs. Offering a wide variety of services, from meals, clothing and shelter, to education, training, child-care, and

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health and dental services, the Ministry reaches thousands daily. Although extensive, Brother Ronald says the most important service offered is emotional support. It is the philosophy of the Ministry that “the poor do not deserve to be treated poorly, but with love, dignity and respect.” The credo is also the chief responsibility of the staff and volunteers, without whom the organization’s many programs could not operate. By offering friendship and encouragement, they give clients a restored belief in themselves, and a renewed hope for their future. The comprehensive programs offered by the Ministry of Caring make a significant impact in the Wilmington commu-

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nity. Not only do they help people get off the streets and back on their feet, but they help those that are working to provide for their families. Multiple child-care services help working parents rest assured their children are receiving good care and education. Such a service can’t be understated because it allows parents to earn a living for their family, and gives children an opportunity to escape poverty. They receive a foundation of education that prepares them for their future, and also gives them a secure and supportive place to grow. Brother Ronald says he has seen people become successful after leaving, including many who have come back to become Ministry of Caring staff, volunteers, and in some cases, members of the board of directors. But as the slumping economy creates a larger pool of poor and homeless, programs at the Ministry become even more imperative, and demand for services have been on the rise. At times, shelters have reached maximum capacity and people have been turned away. With the economic downturn, the Ministry has also seen a decrease in people contributing to the cause. “If you are hurting, can you imagine how badly a poor person is hurting?” Brother Ronald says. “These people need continued support and compassion. While invisible to many, they’re real people and people who need help.” In order to overcome the challenge, a new fundraising initiative has been set for this year as the Ministry is hoping to add

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Emmanuel Dining Room serves the hungry every day free of charge.

more units for senior housing, while continuing to meet any needs that arise. “Our goal is to make sure that every penny goes towards the work of the poor. We are very proud that we are winning this award, it is a sign of good housekeeping,” Brother Ronald says. He hopes winning the 2011 Superstars in Business Award will help raise awareness for the Ministry of Caring, and inspire others to get involved. The impact to the community is invaluable, as these programs not only help the poor and homeless, but the entire Delaware community. ■

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AB R EA CL D EEFSGT A T E & CONSTRUCTION

Schell Brothers crew members are excited to get building. Photos courtesy of Schell Brothers

Move that Bus! Schell Brothers Tackles an “Extreme Makeover: Home Edition BY MATT AMIS

chell Brothers, the Rehoboth-based home builders, has a reputation and a history for undertaking community-focused projects. The company’s employees have chipped in on builds for Habitat for Humanity, the Lewes Canalfront Park project, the Sussex County Land Trust, and local events to support cancer research. But Schell had never tackled anything quite like this. “We have a history of giving back to the community,” says company president Chris Schell. “Because it’s the right thing to do and because we all have fun doing it. This team really likes to do things together.” In late-July, Schell and his staff of about 75 learned that ABC had selected them to build a house for the show “Extreme Makeover: Home Edition.” All the company had to do was construct a home in less than a week. That, plus assemble an army of volunteers, coordinate with subcontractors (and get them to work for free), gather

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materials, and navigate a bevy of logistical curveballs—all while the biggest, most destructive hurricane in decades bore down on the region. “We were thrilled,” Schell says with a laugh. “We were thrilled and we were petrified.” All in a day’s work for Schell Brothers. When the dust finally settled on a hectic month, Schell Brothers had built five structures for the Rev. Dale Dunning’s Jusst Sooup Ministry near Rehoboth. On Aug. 3, after a week of frantic building—interrupted briefly by Hurricane Irene—Schell Brothers, hundreds of volunteers and fans, plus “Extreme Makeover’s” Ty Pennington and cast, filmed the climactic reveal. With fans chanting “Move that bus!” the Dunning family’s new home was unfurled. “It was controlled chaos,” Schell says. “It was constantly dealing with curveballs along the way, a big exercise in problem management. I never felt like it was out of control, but

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it certainly wasn’t always smooth. Everything was so compressed.” The episode will air later this month as a two-hour Thanksgiving special on ABC. Getting through to the network was challenging, too. At a routine monthly company meeting, the Schell staff brainstormed briefly about taking on a home makeover project for a local family in need. The company’s marketing team took it one step further and decided to apply for the show. They produced a short video and filled out necessary paperwork, but didn’t hear back from anybody at ABC or the production company Lock and Key Productions. “So we went to a builder’s show in Orlando where they were, and I told my team to go with a laptop and force them to watch our video,” Schell says with a laugh. “It paid off. I think they picked us because they liked the people that they met from Schell Brothers.” It wasn’t until end of July that Schell Brothers knew it was a done deal, which presented yet another problem. “We broke our sales record in June, and broke it again in July,” Schell says. “And we had a lot more homes than ever scheduled for August. But now we had to take at least half the company and divert its attention to this other project, plus the whole company for about 10 days straight. “It was very challenging in the juggling sense. We had to take on this project in addition to all our other projects. So we really had to just work our butts off for over a month.” While ABC’s relationships with vendor helped assuage the burden slightly, Schell Brothers were responsible for the entire build, including hiring subcontractors, raising funds, finding food vendors, coordinating volunteers, and many more duties. ABC dispatched its head design consultants and soon a plan was in place for a new soup kitchen in the Cool Spring neighborhood, plus a home for Dale Dunning, another small home for her son, Brooks, an equipment shelter, and a pavilion for Rev. Dunning’s ministry. With the volunteers assembled, a plan in place, and sub-

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REAL ESTATE

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contractors at the ready, the rapid-fire build began. “It all seemed possible—because I have a lot of confidence in my staff,” Schell says. “And because I had no idea what I was getting myself into.” Then Hurricane Irene happened. The storm was set to unleash its fury, and Schell Brothers were not only forced to delay the build, and bunker down for a massive storm, but also to scramble and re-coordinate all the helping hands it had assembled. Plus, the company had 65 other homes around the county underway that required storm preparation. “Luckily, we have a pretty neat culture here where the staff is very excitable, very passionate about Schell Brothers,” Schell says. “I never worry about effort.” The crew navigated the storm and after a two-day delay, were back to work on the Dunning house. Meanwhile, the Lock and Key film crews arrived each morning at 8 a.m. to capture every moment. The cast and crew of the show, particularly host Ty Pennington, were surprisingly hand-on during the build. “The cast cares more than you think,” Schell says. “And a lot more informed. I was impressed with how well Ty new the story, and the details of the build and the design that weren’t necessarily part of a segment they were shooting.” Nine days, 2,000 volunteers, 250 sponsors, a hurricane, an earthquake and a few tornadoes later, the work was finished. “I really like the fountain we made in the courtyard,” Schell says. “And the soup kitchen itself is really cool. The interior design is specifically designed to suit Dale’s needs, and it’s unlike anything else out there.” To top it all off, Schell Brothers presented a professionally managed endowment fund of $300,000 to the Dunnings. Says Schell: “We’re proud to be part of this project that will bring our whole community together to impact a local family’s life for years to come.” ■

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From top and left to right: Beebe Medical Center, Army Aviation Support Facility, Nemours Mansion & Gardens, Kirkwood Library, Newark Armed Forces Reserve Center

At Wohlsen Construction we have 121 years of quality in our name. We continue that tradition with each landmark we help to create in Delaware. Our corporate pride is best UHÀHFWHG E\ RXU ZRUN 7R OHDUQ more about Wohlsen and how we can best work with you, please call 302-324-9900 or visit WohlsenConstruction.com

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By 2014, Aldred I. duPont Hospital for Children will be drastically changed. Photos courtesy of Nemours/Afred I. duPont Hospital for Children

Building a Healthier Hospital A.I. duPont Embarks on $260 Million Renovation BY MATT AMIS

t a special ceremony in September, some 800 people—among them Gov. Jack Markell, Lt. Gov. Matt Denn, U.S. Sens. Tom Carper and Chris Coons, and Rep. John Carney—gathered around Nemours/ Alfred I. duPont Hospital for Children in Wilmington. The crowd that day witnessed a “skybreaking,” the beginning of a massive expansion/renovation project that, by 2014, will drastically alter, and improve, the state’s foremost children’s hospital. “In the coming months you will see the beginning of a structure designed with and for families,” says CEO Kevin Churchwell. “It will be a place that pulls together all of our best learning and practices over the last several years, as well as allowing room for future discoveries. We are not just adding another building. It is an investment in the welfare of our children, as we move from a hospital administering to children to being a family-centered health system.” The biggest change among the $260-million renovation is the building of a five-story patient care building adjacent to the current hospital that will feature expanded services to

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meet the growing needs of children and their families. In all, the hospital will add approximately 450,000 square feet to the current campus. “We needed to build a home for moms and dads and kids; a comfortable place to go,” says Kay Holbrook, an associate administrator at Nemours. “That quality is here now, but it can be enhanced. The first step was to think as a community member, a mom and a clinician.” Once complete, the construction will allow kids and families to heal inside private, family-centered patient rooms with state-of-the-art technology and comfort. The current, semiprivate rooms have been in place for nearly 27 years. Supported in part by a $2.5 million gift from the DuPont Company, the expansion also includes: • A new emergency department with additional treatment capacity to accommodate continued growth, improve workflow, and support the hospital’s planned elevation of State Trauma designation from Level II to Level I. • A reconfigured Atrium entrance will facilitate access to all services and help to create a “Main Street” that will better

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ESTATE

enable navigation and ease way finding in the hospital. • Strategically placed “nursing neighborhoods” to more easily connect patients and caregivers for more efficient care. • A new rooftop helipad • Additional family-centered services, spaces and amenities to provide children and their families with supportive services to make their experience more comfortable, accessible and therapeutic • An underground parking garage “We have the opportunity to create an environment that enhances patient care, supports families, provides the latest in technology and supports collaboration and communication: the true 21st century model of pediatric care,” Churchwell says. The hospital’s Family and Youth Advisory Councils—made up of youths, as parents and guardians, have been involved throughout the planning process to help provide feedback, Holbrook says. “They were honest,” she says. “The kids helped with the design of the place and picked out the colors you’ll see from the outside. “They told us the current look of the hospital reminds them of a post office or a prison.” The new-look A.I., most likely, will bear little resemblance to either. Flatscreen TVs and comfy furniture in every room, quiet spaces, playrooms, and a washer and dryer on every unit are just some of the new creature comforts the hospital will add. Many facility designs and new amenities spawned directly from patients and families requests, leading to rooms that are

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A. I. CEO Kevin Churchwell oversees a $260 million renovation.

more private, with improved accessibility and navigation, more family space, plus extended services including cafeteria and concierge. Construction management firm Skanska USA heads up the three-year project, which also involves redesigning and renovating the existing hospital. Efficiency and user-friendly navigation are once again the focus of redesigned floor plans. To keep pace with the changing health care environment and meet patient needs, phase one of the expansion will support the majority of the hospital’s acute care capacity, enhance critical care for pediatric patients, and increase the hospital’s emergency and trauma care capabilities. The 71-year-old hospital remains fully functional during the project to best serve its 300,000 yearly patients, and at the reconfigured entrance, pamphlets explaining the changes are handed out to every registering family. Appointment reminders also include construction alerts. “We feel better about doing all this work because the kids help picked it,” Holbrook says. “When you look into a kid’s eyes and they smile and they gleam, I think that’s important to healing.” ■

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Widener University’s newest addition to its main campus is home to the School of Nursing and the Oskin Leadership Institute. Photo courtesy of Tevebaugh Associates

& CONSTRUCTION

New Kid on Campus BY TEVEBAUGH ASSOCIATES

idener University has completed its newest academic building on the main campus in Chester, Pa. The three-story building designed by Tevebaugh Associates, a Wilmington architectural firm, is the new home to the School of Nursing and the Oskin Leadership Institute. The 36,000-square-foot building occupies a strategic central site between the eastern side of the traditional campus dating back to 1875, with Widener’s iconic Old Main administration building and the expanded contemporary campus to the west. Tevebaugh architects created a traditional limestone building that blends the historic and the modern elements of the campus with entrances on the two “fronts” of the building. It is designed to achieve LEED silver certification for sustain-

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able/green features in energy and water conservation, renewable resources and interior environment. The academic practice center on the second floor contains eight simulation laboratories designed to create a teaching environment for various hospital situations. The building has a fully integrated audio-visual system that provides smart boards, classroom debriefing, dual projections and distance learning capability. The faculty and Class of 2015 officially occupied the building to start the fall semester. A dedication ceremony for the new building is scheduled for November. The new academic building is now located at the center of campus, a visible focal point as visitors enter the main entrance drive. ■

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society’s seventh-annual International Compliance Awards Banquet in Las Vegas. The school was recognized for its work in developing programs that promote the professions of compliance and ethics. Corporate compliance and business ethics are relatively new fields across public and private industries. Executives in these positions ensure their companies comply with state and federal regulations. The Society of Corporate Compliance & Ethics is a nonprofit organization dedicated to enhancing the role of compliance professionals, and advancing corporate governance, compliance and ethics on a global scale. Widener’s Institute of Delaware Corporate and Business Law offers the only master’s-level corporate program in the United States accredited with the society, which is an arm of the Health Care Compliance Association. Additionally, Widener offers a compliance program through its master of jurisprudence in health law. Widener is one of only two law

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schools in the nation whose program is accredited by the Corporate Compliance Board, which is also an arm of the Health Care Compliance Association. “We are honored to be a recipient of a prestigious Society award this year. Widener has worked hard to build a top-flight program in corporate compliance and ethics within our Institute of Delaware Corporate and Business Law and our Health Law Institute,” Ammons says. “While our accreditations already set us apart from the nation’s other law schools, this achievement is tremendous validation of our efforts to promote compliance programs focused on integrity and ethical behavior. We are immensely proud to be recognized in this way.”

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TECHNOLOGY

The First Click in the First State BY DANTE LAPENTA

urn on your TV. Where do you get your Delaware news? You can scroll from channel one up through the 800s--finding Delaware focused television news is a thing of the past. Local news for Delaware’s 900,000 residents usually means watching a Philadelphia or Delmarva broadcast, sitting through an hour news show only to get one or two segments on Delaware. One local company aims to give Delawareans true local news without the need for a remote control. TELEDUCTION has launched the First State’s first hyper-local news website, “Content Delaware.” Launched publicly on July 25th, the site already has more than 100 stories with top videos garnering more than 1,000 views and counting. A non-commercial website, Content Delaware features high-quality digital video stories and interviews focusing exclusively on Delaware. Like Internet giant Google, Content Delaware was designed to be clean, simple, and straightforward. The site is organized into ten “channels,” which concentrate on top stories in business, education, and lifestyle, among other topics. A series of stories rotates through the homepage and are then archived into the pertinent channel. Viewers are encouraged to take control of the news and share stories freely. Users can take the embedded code from the story and place it onto their own sites. “If you can effectively tell your story, you can develop funding, recruit volunteers, attract clients, and attract editorial attention,” says Content Delaware co-founder and senior producer Sharon Kelly Baker. “In a fractured media environment, not even the New York Times can figure out how to reach a meaningful readership. “We thought that one central, online place telling all these stories for Delaware would be a real public service.” Delaware residents currently have a selection of written news, online and print, but until now, no visual collecting place has existed. “The site will give Delaware something

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Content Delaware gives a face to numerous local stories in the state.

to crow about,” says TELEDUCTION program manager Elizabeth Lockman. From issue-oriented public affairs programs to narrative children’s programming, TELEDUCTION has produced wideranging visual media content since 1976. At the national level, the company also produces programs for PBS, Nickelodeon, A&E, The History Channel and BRAVO. In 2002, TELEDUCTION started a sister company, Serviam Inc., which enabled it to fuel non-profit projects through grant and foundation funding. Beyond sweat equity, Content Delaware began with no investment capital. Through the efforts of Serviam, Inc., funding was procured to launch Content Delaware. TELEDUCTION has developed unique programs to be broadcast on Content Delaware’s channels. For two years,

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“The broadcast industry is a Goliath enterprise. TELEDUCTION could never compete were it not for the Internet. We no longer need a multi-million dollar broadcast facility. We can concentrate on what I think we do better than anybody in the state: storytelling.” Baker and her team met with leadership up and down the state. John Taylor, executive director of the Delaware Public Policy Institute, hosts monthly chat shows on the site’s business channel. Guests include Delaware politicians and business leaders like Sen. Tom Carper, Howard Griffin, the new president and publisher of The News Journal, and Dr. Robert Laskowski, President and CEO of Christiana Care. Baker envisions a similar type of chat show under every Content Delaware channel. On Content Delaware’s non-profit channel, John Baker, executive director of the Delaware Association of Non-Profits, hosts a multi-part series in which non-profits from all over the state were explained their mission and service offerings. Organizations like Boys & Girls Clubs of DE, Homeless Planning Council, and Delaware HIV Consortium have already been chronicled. While Content Delaware is currently relying exclusively on

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social media to publicize its presence, targeted marketing efforts will be formalized this fall through partnerships, editorial placement, and media collaboration with Delmarva Broadcasting. In the 30 year history of TELEDUCTION, a critical element to its success has been a concentration on story-telling. Now TELEDUCTION wants to tell the unfolding story of the First State. According to Baker, the Internet is the right delivery platform. “Two and a half years ago, when WHYY greatly reduced its presence here in Delaware, followed by the ABC affiliate WPVI, it was clear there was never going to be any broadcast presence in Delaware because it is an old model,” Baker says. Baker sees the winds of change blowing towards Internet media. Her contention certainly has empirical support. Series like “The Confession” and “Tyranny” are rolling out onlineonly episodes to viewers each week. In April, for the first time in history, an online news organization, ProPublica, won a Pulitzer Prize for a web-only series. And, according to the Pew Research Center, 47 percent of American adults use their cell phones and tablet computers to get local news and information (as of April 2011). The Internet is opening doors for smaller production companies, capable and creative enough, to compete in broadcast media. “The broadcast industry is a Goliath enterprise,” Baker says. “TELEDUCTION could never compete were it not for the Internet. We no longer need a multi-million dollar broadcast facility. We can concentrate on what I think we do better than anybody in the state: storytelling.” Beyond the years of video production and award-winning programs, TELEDUCTION has another (endearing) attribute that makes the company a great fit to deliver Delaware news. “We love this state. Most of us grew up here,” Baker says. “Delaware is a microcosm of what is going on in the United States. We have innovative people and organizations. We have wonderful arts and non-profits organizations. How are they going to get their message out? Who is going to tell their story?” The 21st century news seeker looks beyond simply text and sound; they want to visually experience the news. The state of Delaware has always had a voice. Now, Content Delaware is giving the First State a full-time face. Watch Content Delaware at an Internet connection near you, or at www.contentdelaware.org. ■

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Innovation Station The experts receive expert training at DelTech’s Innovation and Technology Center BY LARRY NAGENGAST

o your employees need to learn the latest in welding techniques? Or how to repair an air conditioner? Do they need to know how to replace a computer’s motherboard? Or make sure that the ductwork in your plant is properly insulated? It’s hard to believe, but even if they have to know all those things, they can get their training in one place — the Innovation and Technology Center (ITC) at Delaware Technical & Community College. The college moved into the 20,000-square-foot center, in an industrial park near Del. 273 just south of the New Castle

Individual lesson units are designed for students at the Innovation and Technology Center to diagnose and problem-solve. Photos by Dick Dubroff/Final Focus

County Airport, early this year. The center houses an array of training programs that had previously been squeezed into 14,000 square feet at the college’s Stanton campus. With the additional space, “we’ve enhanced our product,” while making room on the Stanton campus for the college’s new energy management program, says campus director Mark Brainard. “Look at what’s there. It’s state of the art. Why shouldn’t manufacturers send their employees there for training?” says Steve Quindlen, director of the Delaware Manufacturing

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Extension Partnership (DEMEP), a program affiliated with Delaware Tech that offers businesses training in efficiencybuilding manufacturing and management techniques. Years ago, companies conducted most of their training on site, either using their own trainers or bringing in specialists from places like Delaware Tech or other private organizations, says Susan Zawislak, the college’s director of corporate and community programs, who is responsible for managing the ITC. Now, she says, slimmed-down companies can’t afford to set aside extra equipment for training, nor do they want to take significant numbers of personnel off the production line simultaneously for training. The ITC provides businesses with training opportunities that fit their work schedules and needs. In addition, the college offers evening classes at the ITC for individuals seeking skills and certifications in the construction and manufacturing trades. “Our experienced instructors understand the needs of incumbent workers and can translate tech-speak for the novice,” Zawislak says. A commitment to flexibility in staffing and scheduling means businesses can arrange for the training they want for their employees when they want it, she says. And the ITC enables Delaware Tech to serve businesses in virtually every industry. The center is divided into two wings, with one half devoted to traditional classrooms and offices and the other half segmented into labs, each one equipped with up-to-date equipment — environmental/hazardous waste, weatherization/insulation, refrigeration, heating/cooling and welding. There’s also a massive multi-purpose lab which the staff refers to as the “Amatrol lab,” after the company whose training devices line its walls. Students use the 16 computers in the center of the room to work on Amatrol software programs, then move to the learning stations for hands-on work in installation or troubleshooting. The combination of software and learning stations makes it possible for many students to share the space, each learning a different skill and each learning at his own pace, says Rodney Bailey, workforce training operations manager. Individual

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lesson modules are designed for students to diagnose and problem-solve, and to practice until success is achieved, he says. Within the Amatrol lab, he added, “we could have one trainer stationed at a desk in this lab, ready to help anyone who needs assistance.” The lab’s size and flexibility are unique in the area. The closest similar setups are in Reading, Pa., and Baltimore, Bailey says. One satisfied user of the new facility is PBF Energy, the new operator of the former Valero oil refinery in Delaware City, which has been sending all its equipment operators to the ITC for training, says Marc Schomerus, the refinery’s operations manager. Delaware Tech took the highlights from its two-year-long process operations certification program and created a customized two-week course for refinery workers. “It’s an excellent two-week course, a challenging course, just as we wanted it to be,” Schomerus says. “Many of our workers have told me it’s the best training they’ve ever had.” Hybrid vehicle manufacturer Fisker Automotive is using the ITC to conduct assessments of candidates for employment at its new site, the former General Motors plant near Newport, Brainard says. Fisker’s new hires are also being trained at ITC. Other companies that have arranged for Delaware Tech to provide training for their employees at the ITC, Zawislak says, include DuPont, AstraZeneca, Blue Cross-Blue Shield of Delaware, United Water Delaware and Ashland Inc. Unlike a typical college, with classes neatly blocked out by quarter or semester, the ITC designs daytime programs that meet employers’ needs. While many courses might last a week or two, forklift training takes just half a day and a couple of Ashland supervisors recently came in for a one-day refresher course on how to safely handle asbestos. With that flexible scheduling, some days are busier than others, and the ITC is poised to take on more assignments. “During the day we have room for growth,” says Paul T. Morris Jr., assistant director of corporate and community programs. Evening classes, which tend to attract individuals rather than corporate clients, “are pretty much full every night,” Zawislak says. They attract a variety of learners, too, she says, mentioning a woman about to retire from the DuPont Co. who registered for classes in small engine repair because “that’s what she and her husband want to do in their large garage after they retire.” Most of the ITC labs are designed to accommodate more than one instructional area. The weatherization lab, for example, features a scaled-down mockup of a house, complete with ductwork and heating and cooling equipment. While its prime purpose is to show insulation techniques and methods

of detecting lost and wasted energy, it doubles as a lab for basic electrical and carpentry instruction. Equipment in the heating lab ranges from a gas stove to oil and gas-powered furnaces, not to mention six commercial heating units mounted on the roof of the building, Morris

The ITC served over a thousand students in the past spring semester using state of the art equipment.

says. A box of electrical switches enables the instructor to disable certain components in each of the units so students can practice troubleshooting and making repairs. Students in the refrigeration lab work on everything from compressors made for standard kitchen refrigerators to walk-in units typically found in butcher shops to high-efficiency air conditioners and heat pumps. Delaware Tech has leased the ITC site for five years at $155,000 a year, with $243,000 of improvements built into the cost, Brainard says. It has an option for a second five years, potentially giving it use of the facility into 2021. Local businesses donated items worth about $115,000 — primarily heating, cooling and refrigeration equipment, he says. The ITC served 1,021 students in the spring semester, significantly above the average of nearly 800 served during the previous three semesters, when industrial training was offered at the Stanton campus. The numbers, however, will be difficult to compare from semester to semester, college spokesman Lora Johnson says, because no differentiation is made between students who take a class that might last a week or two and those who take a semester-long course. But the higher figure for the spring semester does reflect the intensification of the college’s effort to reach out to business and develop additional training programs, she says. “Many private businesses have multitasking employees who will work on just about any type of equipment.” DEMEP’s Quindlen says. “This is the ideal place to train them.” ■

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TECHNOLOGY

Top  Reasons It’s Time to Join the Smartphone Revolution BY HARRY MARTIN, VERIZON WIRELESS

ne of the key trends in wireless today is the adoption of the smartphone. According to the Pew Internet and American Life Project, one-third of all Americans own smartphones. Research firm Gartner expects U.S. sales of smartphones to grow from 67 million in 2010 to 95 million this year, becoming the highest-selling consumer electronics device category. So what’s driving this growing appeal of smartphones (even the E*TRADE Baby claims to have one). And, should you trade in your trusty basic phone for a smartphone? Here are five reasons to consider upgrading to a smartphone: 1. Simplify Your Life – Smartphones make our daily lives easier, offering a “one-stop shop” to help us stay organized (scheduling/calendars), access information (high-speed webbrowsing), stay connected to friends and family (Twitter/ Facebook), entertain ourselves (music, streaming video, gaming, digital camera), and, of course, make phone calls. 2. Access Helpful Apps (Tons of Them!) – With hundreds of thousands of apps, there’s an application for everyone – many of them free. Beyond Angry Birds, today’s smartphones provide access to innovative apps that can help you save money -- such as Gas Buddy to find the cheapest gas, Shop Savvy or Grocery IQ to help you manage coupons and find the lowest prices at your local grocery store. There are also apps to locate a lost cell phone and protect it from viruses (Mylookout.com), or process a credit card payment to your bank account (Squareup.com). Apps such as Evernote, which creates notes, snaps photos and records voice memos, and Shoeboxed, which tracks receipts and manages contacts on-the-go, help improve productivity. Also, GPS navigation apps can give you access to clear, turn-by-turn directions, up-to-date traffic reports, weather conditions, delays, and even directions to help find a great restaurant in your vicinity. 3. Improve Your User Experience – Larger screens, sharper displays, easy-to-use screen navigation prompts and advanced Internet surfing and e-mail features enable smartphones to provide an enhanced user experience over basic phones.

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Accessing your phone book contacts on many smartphones can be done with a swipe of the finger. The iPhone4 consistently receives high marks for ease-of-use and is a great choice for those looking to buy their first smartphone. 4. Create Your Personal Hotspot - Many of today’s smartphones offer “hotspot” capabilities that let you create a personal Wi-Fi area, enabling you to share your high-speed wireless data connection with up to eight Wi-Fi-enabled devices — such as a tablet PC, gaming console, e-reader or digital camera. 5. The value of owning a smartphone is crystal clear for entrepreneur Joel Frisch who operates ReadySetWork, one of Philadelphia’s fastest-growing start-up companies. “My smartphone keeps me connected. With my basic phone I was always accessible but now I am totally connected. I can respond to e-mails, look up information on the web, check in with users via social media, and access all of my personal financial accounts. As an entrepreneur who is always on the move, my smartphone let’s me take ‘my office’ with me on the go. A wireless device is only as good as the network it’s on. In addition to offering more features and functionality than basic phones, today’s smartphones are powered by high-speed wireless networks, like Verizon Wireless’ 4G LTE, that maximize the device’s capabilities. For example, Verizon’s 4G LTE service enables users to surf the web, download large files, stream music and video and share photos up to 10 times faster than they could with the company’s 3G wireless broadband service. These advantages, which underscore the smartphone’s value as a device that can save you money by delivering the capabilities of several tech gadgets in one powerful mini-computer, are well worth considering if you’re thinking about taking the plunge and joining the smartphone revolution. ■ Harry Martin, an avid smartphone user, is Director of Advanced Wireless Data for Verizon Wireless in Philadelphia Tri-State Region. For more information on smartphones, visit www.verizonwireless.com/smartphones.

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INSURANCE & FINANCIAL SERVICES

Financial All-Stars How to Build Your Team of Financial Pros BY DON FULTON

hen was the last time you met with your team of “financial professionals” to help you with a key business decision? If you are like many business owners, you may be thinking, “What team of professionals?” As a business owner you are probably the one running the business. Still, it is possible to run a business more efficiently and profitably by utilizing a team of professionals who can consult and guide you in the management of your company. The trick is to seek out team members for the long term to build relationships with professionals who will understand your situations and needs on an on going basis. Special Bonus: many of these professionals are also independent business owners, just like you. There are four key players who you may consider. Attorney - You may prefer an attorney who specializes in the needs of business owners and can consult with you on such topics as asset ownership, best choice business form, succession planning, contract review and employee/employer relationships. A critical component lies in establishing a relationship with your attorney so you can simply pick up the phone when you have a question.

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Accountant – Once again, you may prefer someone who understands the needs of independent business owners and if possible also knows your industry. An accountant should help you read your books more effectively, translate raw data, help you effectively plot areas of profit and loss, and perhaps most importantly, show you ways to manage your tax liability. In short, your Certified Public Accountant (CPA) should save you money. In an effort to really benefit from your accountant do not make the mistake of meeting only once a year at tax time. Give your accountant the opportunity to work with you all year long. An Officer at your Financial Institution – Credit is the lifeline of many businesses. It is always important to maintain contact with a person who can help you access the cash flow you need at the time you need it and at a favorable rate. In addition to issuing credit, many financial institutions frequently provide a wealth of other services at minimal or no charge. Regular contact with your institution will keep you abreast of new opportunities that can benefit your business. A Qualified Insurance Professional/Financial Planner – A financial broker familiar with the challenges facing inde-

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SERVICES FINANCIAL & INSURANCE

You Built Your Business with Customers’ Needs in Mind. SO DID WE.

• Dedicated Small Business Relationship Manager

pendent business owners can act as an effective problem solver. Specifically, a trained, licensed and credentialed insurance professional can play several crucial roles in your business: A. Help your company to meet its immediate risk management and insurance protection needs. This includes helping to select and fund insurance for key executive coverage, buy/sell agreements, disability buy-out, staff employee benefits including pension and other qualified plans. B. Help meet your personal insurance and financial product needs. Family decisions can be a key factor in making any business decision. The insurance professional can help you coordinate a cohesive insurance program that satisfies your needs and goals on both a professional and personal level. C. Help coordinate the work of other professionals. Insurance professionals will often help you focus on the big picture and coordinate the work that is put together by the rest of your team of professionals. Getting your team of financial professionals organized in this fashion will not only help you identify what you have but what is important to you personally and your business as an entity. It will also help your financial professionals to identify what you may need and help you bridge any gaps that may be present in your current short term and long term financial strategy. ■ Don Fulton is a managing partner at George J. Weiner Associates

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INSURANCE & FINANCIAL SERVICES

Biotech Briefing BDO Study Reveals Financial Picture for Biotech Companies BY TOM SHOPA

ecently, the Technology and Life Sciences Practice at BDO USA, LLP completed the 2011 BDO Biotech Briefing, an analysis of the most recent 10-K SEC filings of companies listed on the NASDAQ Biotechnology Index (NBI). The Briefing helps Delawarebased biotechnology and life science companies to benchmark the findings against their current financial strategy, in order to learn best practices. Here’s what we found: Research and Development (R&D) Costs: Research and development (R&D) expenditures in the biotechnology industry have declined for the second straight year as companies narrow their focus to only the most promising products and initiatives. On average, companies in the NBI spent $54 million on R&D in 2010, reflecting a seven percent decline from 2009. Revenues: Despite R&D cutbacks, the biotech sector enjoyed a robust 2010. Average revenues for all companies rose 11 percent to $77 million. Small biotechs (with less than $50

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Total Research and Development 2006 (Millions of Dollars) (Top 16 States Compared to Delaware; Delaware's Rank is 33) $80,000 71,335 $70,000

$60,000

$50,000

$40,000

$30,000 20,577 $20,000

18,189 17,059

16,259

14,493 14,366 13,609 13,585

12,929 9,867

$10,000

9,431

9,049

7,710

7,149

6,339

6,632

1,588 $0

This chart was prepared using the University of Delaware Center for Applied Business and Economic Research's Multi-State Charts Data Display Tool ©

Research and Development expenditures in the biotechnology industry has declined. Graph by How Delaware Compares.

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SERVICES INSURANCE

FINANCIAL

million in revenues) took the lead in this jump, reporting a healthy 42 percent increase. The demand for more innovative products has helped smaller, more flexible biotechs increase average revenue to $41 million, a notable jump from $24 million in 2009. Larger companies, however, reported average revenue of $124 million, a three percent decline from 2009. The overall increase in revenue has been spurred by strategic partnerships with large pharmaceutical companies who increasingly rely on biotechs to fill potential gaps in the pipeline of drugs. These partnerships have afforded biotech companies additional product and licensing revenue opportunities. Equity Remains Top Source of Financing: Despite the turbulent economy, small biotechs have shown a remarkable ability to access capital markets and raise funds. In 2010, 51 percent of smaller companies were able to raise an average of $64 million equity financing. This shows a promising rebound as companies are approaching prerecessionary levels--61 percent of smaller companies raised financing in 2007 and the average value was also $64 million. Just 13 percent of companies with more than $50 million in revenues raised equity financing which indicates that larger companies rely significantly more on cash generated from operations to fund their activities. ■ Tom Shopa is partner and office business line leader at BDO USA, LLP in Wilmington. For the 2011 BDO Biotech Briefing Executive Summary, visit: www.bdo.com/download/1791

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INSURANCE &

“We were really concerned about the continual rise in the cost of health care and wondered about our options. Blue Cross suggested a consumer-directed health plan.”

FINANCIAL

– Duane Senior Vice President Administration, Produce Marketing Association BlueAdvantage member

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Businesses of all sizes offer BlueAdvantage® consumer-directed health plans to provide quality coverage to their employees and help control health care insurance expenses – both for the employee and the employer. This lowpremium, high-deductible plan is compatible with Health Savings Accounts and Health Reimbursement Arrangements giving employees control over their health care dollars. They also receive most preventive and wellness services at no expense and have access to our large provider network. See how marketing representative Deb helps employees understand consumer-directed health plans at DelawareBlueAndYou.com. If you’d like to learn how your company may beneﬁt from this type of plan, call 800.572.4400 or speak with your broker.

Blue Cross Blue Shield of Delaware is an independent licensee of the Blue Cross and Blue Shield Association. ® Registered trademark of Blue Cross and Blue Shield Association. ©2011 Blue Cross Blue Shield of Delaware.

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THANK YOU

SPONSORS

of the 2011 Marvin S. Gilman Superstars in Business Awards Platinum Bank of America

M&T Bank

Diamond Colonial Airport, Inc.

The Gilman Family

Gold Belfint, Lyons & Shuman CPAs Blue Cross Blue Shield of Delaware Citizens Bank

Delaware Economic Development Office DuPont EBC Carpet Services Corporation Glenmede Trust Company

AAA Mid-Atlantic AutoTeam Delaware Cooch & Taylor PA Dukart Management/ McDonald’s

Master, Sidlow & Associates, PA ParenteBeard LLC PSEG Nuclear SSD Technology Partners

Aloysius Butler & Clark Bayhealth Medical Center Delaware Community Foundation

DiSabatino Construction Company George J. Weiner Associates

TD Bank PNC Bank Verizon Delaware WSFS Bank

Silver University of Delaware VanDemark & Lynch Wheeler, Wolfenden & Dwares, CPAs

Bronze

Children & Families First Community Service Building Home Instead Senior Care

Marketing & Advertising Design: Mease Communications Printing: Farley Printing Company

Promotional Media & Application Hosting: Delmarva Broadcasting Company Print/Online Media: Delaware Today Video: Teleduction

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Friend

Habitat for Humanity New Castle County TCIM Services, Inc.

Latin American Community Center Ronald McDonald House of Delaware

Signage: Parcels, Inc. Awards: A.R. Morris Jewelers Gift Sponsors: Healy Long & Jevin and Delmarva Broadcasting Company Newspaper Coverage: The News Journal Media Group

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ABCDEFG

2011 SMALL BUSINESS ALLIANCE BOARD OF MANAGERS STEPHAN LEHM VANDEMARK & LYNCH, INC. CO-CHAIR PAM CORNFORTH RONALD MCDONALD HOUSE OF DE CO-CHAIR TIMOTHY U. BOULDEN BOULDEN, INC. LAWRENCE D. DISABATINO DISABATINO CONSTRUCTION COMPANY JOSEPH FARLEY, JR. FARLEY PRINTING COMPANY CHAIR, BENEFITS & SERVICES COMMITTEE G. KEVIN FASIC COOCH & TAYLOR P.A. DONALD T. FULTON GEORGE J. WEINER ASSOCIATES JANICE GIANNINI PARADIGM ASSOCIATES, LLC GREGORY M. GUREV MYSHERPA JOHN E. HEALY, III HEALY LONG & JEVIN, INC. CO-CHAIR, LEGISLATIVE COMMITTEE

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Small Business Report

CHAD MOORE THE BELLMOOR INN & SPA WILLIAM PARKS COLONIAL PARKING, INC. CHAIR, 2011 SUPERSTARS IN BUSINESS AWARDS PROGRAM JAMES D. RANDALL CALDWELL STAFFING SERVICES CHIP RANKIN EBC CARPET SERVICES

CALENDAR OF EVENT S

TIPS FOR SMALL BU SINESSES

MICHAEL REATH DELMARVA BROADCASTING COMPANY TREASURER; CHAIR, EDUCATION & DEVELOPMENT COMMITTEE SCOTT THOMAS SOUTHERN DELAWARE TOURISM PRISCILLA TURGON PROFESSIONAL STAFFING WILLIAM F. WARD, JR. BILL WARD, INC. 2011 SMALL BUSINESS ALLIANCE SENIOR ADVISORY COUNCIL KEN ANDERSON DE ECONOMIC DEVELOPMENT OFFICE TERRENCE BARCLIFT BANK OF AMERICA NASH CHILDS BANCROFT CONSTRUCTION CYNTHIA DWYER WELLNESS COMMUNITY- DELAWARE MARTHA GILMAN GILMAN DEVELOPMENT COMPANY WILLIAM MAJOR WILMINGTON TRUST COMPANY/M&T BANK JAMES B. O’NEILL, PH.D. UNIVERSITY OF DELAWARE WILLIAM B. ROBINSON, JR. GEORGE & LYNCH, INC. RICHARD D. ROWLAND ROWLAND, JOHNSON & COMPANY, P.A. DENNIS M. SALTER SUMMIT REALTY ADVISORS, LLC MICHAEL S. UFFNER AUTOTEAM DELAWARE DENEE CRUMRINE SMALL BUSINESS ALLIANCE DSCC

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The Small Business Alliance unites State Chamber member companies with fewer than 150 employees. The Alliance, with its own by-laws, Board of Managers, and committee structure, offers strength in numbers, the security of being a part of a powerful and influential organization, savings on benefits purchased at group discount rates, and education and development for small business owners and employees.

Januar y / Febr November/D ecember uar y 2010 2011

A P U B L I C AT I O N O F T H E

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Small Business Report

Calendar of Events NOVEMBER 1

NOVEMBER 10

NOVEMBER 17

PRINCIPAL FOR A DAY BREAKFAST

DOVER LEAD GROUP MEETING

EDUCATION & DEVELOPMENT COMMITTEE MEETING

7:30 a.m. – 9:30 a.m. Location: DuPont Country Club Invitation only. Pre-registration required. For more information, contact Janine Sorbello at (302) 576-6575 or jsorbello@dscc.com.

NOVEMBER 2

8:30 a.m. – 9:30 a.m. Location: Chop’s Grill at Dover Sheraton: 1570 N. DuPont Highway Dover, DE 19901 Pre-registration required. For more information, contact Chuck James at (302) 576 - 6562 or cjames@dscc.com.

NOVEMBER 11

WEST SUSSEX LEAD GROUP

WILMINGTON (2) LEAD GROUP MEETING

8:00 a.m. – 9:15 a.m. Location: Jefferson, Urian & Doane, 651 N. Bedford St. Ext. Georgetown, DE Pre-registration required. For more information, call Chuck James at (302) 576-6562 or cjames@dscc.com.

8:15 a.m. - 9:15 a.m. Location: State Chamber Board Room Pre-registration required. For more information, contact Chuck James at (302) 576 - 6562 or cjames@dscc.com.

NOVEMBER 2 MID-DAY NETWORKING MIXER

12:00 p.m. – 1:30 p.m. Location: Exceptional Care for Children: 11 Independence Way Newark, DE Pre-registration required. For more information, contact Lisa Prickril at (302) 576-6586 or lprickril@dscc.com.

NOVEMBER 7 LEGISLATIVE COMMITTEE MEETING

12:00 p.m. – 1:00 p.m. Location: State Chamber Board Room For more information, contact Greg Gross at (302) 576 – 6568 or ggross@dscc.com.

NOVEMBER 8 NEWARK LEAD GROUP MEETING

8:15 a.m. – 9:30 a.m. Location: 5301 Limestone Road, Suite 123 Wilmington 19808 Pre-registration required. For more information, contact Chuck James at (302) 576-6562 or cjames@dscc.com.

NOVEMBER 9 13TH ANNUAL MARVIN S. GILMAN SUPERSTARS IN BUSINESS AWARDS LUNCHEON

11:15 a.m. – 1:45 p.m. Location: Hotel du Pont, Gold Ballroom Keynote speaker: Howard Stoeckel, CEO Wawa Cost per attendee: $65/members; $80/ future members Tables of ten can be reserved at $650. For more information call (302) 655-7221 or (800) 292-9507

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NOVEMBER 14 AMBASSADOR COMMITTEE MEETING (OPEN TO COMMITTEE MEMBERS ONLY)

12:00 p.m. – 1:00 p.m. Location: State Chamber Board Room For more information, contact Chuck James at (302) 576 – 6562 or cjames@dscc.com.

NOVEMBER 16 WEST SUSSEX LEAD GROUP

8:00 a.m. – 9:15 a.m. Location: Jefferson, Urian & Doane: 651 N. Bedford St. Ext. Georgetown, DE Pre-registration required. For more information, contact Chuck James at (302) 576-6562 or cjames@ dscc.com.

NOVEMBER 16 EVENING MIXER AT SIMON & CO.

5:30pm – 7:30pm Location: Simon & Co. Warehouse: 130 Hickman Road #10 Claymont, DE Pre-registration is required. For more information, contact Lisa Prickril at 302-576-6586 or lprickril@dscc.com.

NOVEMBER 17 ENVIRONMENTAL COMMITTEE MEETING

12:00 p.m. – 1:30 p.m. Location: Goodstay Center, University of Delaware: 2600 Pennsylvania Ave. Wilmington, DE Pre-registration required For more information, contact Greg Gross at 302-576-6568 or ggross@dscc.com.

9:00 a.m. – 10:00 a.m. Location: State Chamber Chairman’s Room For more information, contact Denee Crumrine at (302) 576-6564 or dcrumrine@dscc.com.

NOVEMBER 17 HEALTH CARE COMMITTEE MEETING

9:30 a.m. – 11:00 a.m. Location: State Chamber Board Room For more information, contact Matt Amis at (302) 576-6566 or mamis@dscc.com.

NOVEMBER 22 NEWARK LEAD GROUP MEETING

8:15 a.m. – 9:30 a.m. Location: 5301 Limestone Road, Suite 123, Wilmington, DE 19808 Pre-registration required. For more information, contact Chuck James at (302) 576-6562 or cjames@dscc.com.

NOVEMBER 29 DPPI BOARD MEETING (BOARD MEMBERS ONLY)

9:00 a.m. – 11:00 a.m. Location: State Chamber Chairman’s Room For more information, contact John Taylor at (302) 576-6590 or jtaylor@dscc.com.

DECEMBER 1 CHAMBER LEADERSHIP WITH THERE DU PONT

7:30 a.m. – 9:30 a.m. Location: University & Whist Club: 805 North Broom Street Wilmington, DE For more information, contact Lisa Prickril at (302) 576-6586 or lprickril@dscc.com.

DECEMBER 5 LEGISLATIVE COMMITTEE MEETING

12:00 p.m. – 1:00 p.m. Location: State Chamber Board Room For more information, contact Greg Gross at (302) 576 – 6568 or ggross@dscc.com.

DECEMBER 6 SMALL BUSINESS ALLIANCE WORKSHOP - GETTING THE MOST FROM YOUR SOCIAL MEDIA

7:15 a.m. Registration; 7:30 a.m. – 9:30 a.m. Location: TBD For more information, contact Denee Crumrine at (302) 576-6564 or dcrumrine@dscc.com.

November/D ecember 2011

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DECEMBER 8

Small Business Report

DECEMBER 7 WEST SUSSEX LEAD GROUP

Small Business Alliance Doles Out Tips for Small Businesses BY KATIE DUNN

Loaded with an experienced and qualified panel, the Delaware State Chamber of Commerce affiliate the Small Business Alliance and Junior Achievement of Delaware’s Financial Literacy Program hosted a workshop titled “From Surviving to Thriving: Smart Business Tips.” It was held at Junior Achievement’s facilities in Wilmington. The theme at hand was how to reach success as a small business in Delaware and they broached an

DOVER LEAD GROUP MEETING

array of topics. The panel: Stan Diver, who also acted as moderator, of Diver & Associates

DECEMBER 8

the panelists discussed how to take advantage of an opportunity and understand financials.

SMALL BUSINESS ALLIANCE BOARD OF MANAGERS

They also heard from a banker’s perspective on a plan for success.

8:30 a.m. – 9:30 a.m. Location: State Chamber Board Room For more information, contact Cheryl Corn at (302) 576-6572 or ccorn@dscc. com.

DECEMBER 8 DELAWARE MANUFACTURING ASSOC. BOARD OF MANAGERS MEETING

10:00 a.m. – 11:00 a.m. Location: Proctor & Gamble The Dover Wipes Company Open to Board Members and invited guests. For more information, contact Cheryl Corn at (302) 576-6572 or ccorn@dscc.com.

DECEMBER 9 WILMINGTON (2) LEAD GROUP MEETING

8:15 a.m. – 9:15 a.m. Location: State Chamber Board Room Pre-registration required. For more information, contact Chuck James at (302) 576-6562 or cjames@dscc.com.

DECEMBER 12 AMBASSADOR COMMITTEE MEETING (OPEN TO COMMITTEE MEMBERS ONLY)

12:00 p.m. – 1:00 p.m. Location: State Chamber Board Room For more information, contact Chuck James at (302) 576 – 6562 or cjames@dscc.com.

LLC; SBA board member Bill Parks, CFO of Colonial Parking; Kristen Shaw, CPA and Principal of ParentBeard; DSCC board member Richelle Vible, executive director of Catholic Charities; and Marty Infanti, vice president and credit officer of TD Bank. Junior Achievement’s executive director, Robert Eppes introduced DSCC president, and recent JA 2011 Business Leaders Hall of Fame inductee, Jim Wolfe. Attendees listened as

The Small Business Alliance is an active, influential community of business leaders who focus on the needs and issues of small business. Small Business Alliance workshops add value to State Chamber membership by providing opportunities to network and hear from some of the best in the small business world.

DECEMBER 13 NEWARK LEAD GROUP MEETING

8:15 a.m. – 9:30 a.m. Location: 5301 Limestone Road, Suite 123, Wilmington 19808 Pre-registration required. For more information, conact Chuck James at (302) 576-6562 or cjames@dscc.com.

DECEMBER 13 WOMEN IN BUSINESS COMMITTEE MEETING

9:00 a.m. – 10:00 a.m. Location: State Chamber Board Room For more information, contact Denee Crumrine at (302) 576 - 6564 or dcrumrine@dscc.com.

DECEMBER 14 DSCC BOARD OF DIRECTORS MEETING

11:30 a.m. – 1:30 p.m. Location: Brantwyn – Essonne Room Open to DSCC Board of Directors, invited guests, and Senior Staff.

DECEMBER 14 YOUNG EXECUTIVES COMMITTEE LUNCHEON

12:00 p.m. – 1:30 p.m. Location: Doubletree Downtown Hotel Pre-registration required.

For more information, please contact Lisa Prickril at 302-576-6586 or lprickril@dscc.com.

DECEMBER 15 HEALTH CARE COMMITTEE MEETING

9:30 a.m. – 11:00 a.m. Location: State Chamber Board Room For more information, contact Matt Amis at (302) 576-6566 or mamis@dscc.com.

DECEMBER 21 WEST SUSSEX LEAD GROUP

DECEMBER 22 DOVER LEAD GROUP MEETING

Register for events online at www.dscc.com. These dates are subject to change. Please check with the staff person in charge or call (800) 292-9507 to confirm time/speaker/cost, etc. To receive event notices by Email, send your name and company affiliation to publications@dscc.com.

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The Delaware State Chamber of Commerce Business Card with WorldPoints® Rewards offers you an exceptional rewards program. Every purchase charged to your account earns you points you can redeem for cash, travel, brand-name merchandise and gift cards. Request additional cards for your employees.

Call 1-800-598-8791 to apply and mention priority code UABDKH.

For information about the rates, fees, other costs and benefits associated with the use of this card, or to apply, call the tollfree number above, or write to P.O. Box 15020, Wilmington, DE 19850. Certain restrictions apply to these and other benefits described in the benefits brochure sent with your card or available upon your request. The National Society of Professional Engineers Business card with WorldPoints® Rewards is issued and administered by FIA Card Services, N.A. WorldPoints is a registered trademark of FIA Card Services, N.A.

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DEMEP PROFILE:

Steely Reserve DEMEP helps drive efficiency at Delmar’s Crystal Steel BY EILEEN SMITH DALLABRIDA

ounded in 1992, Crystal Steel Fabricators, Inc. is a leading regional provider of structural steel that forms the framework for hospitals, schools, office buildings and other larger projects. The Delmar-based company has earned a reputation for high-touch customer service, quality fabrication and on-time delivery with such high-profile projects as the control tower at Dover Air Force Base, the courthouse in Rockville, Md., and major buildings on the Salisbury University campus. A certified Minority Business Enterprise in a number of jurisdictions, Crystal Steel’s clients include such major national contractors as Whiting-Turner, Turner Construction, Clark Construction and Gilbane Building Co. In 2004, Crystal Steel expanded their operations to the Philippines, setting up an engineering center in Manila that enables Crystal Steel to offer quality detailing, engineering, and estimating at a competitive price point. Like other fabricators, Crystal Steel has been impacted by a dramatic downturn in commercial construction. Industry wide, U. S. projects have plummeted, from 1.5 trillion installed square feet in 2008 to a projected .8 trillion installed square feet in 2011, a decline of nearly 45 percent. “Companies are more aggressive to get work, and prices have gone way down,” says Emad Mohamed, Crystal Steel’s executive vice president. “When there are little or no profits, you have to find ways to become more efficient so you don’t lose money.” Workers at Crystal Steel were already aware of the challenges in the industry. With fewer contracts, the company had eliminated positions in the plant, stopped running a night shift and called a halt to overtime. In September 2010, Crystal Steel turned to the Delaware Manufacturing Extension Partnership for assistance in learning to reduce waste throughout their process while maintaining their industry leading reputation of providing top quality products to their customer on time. Accredited by the National Institute for Standards and Technology, DEMEP’s mission is to substantially improve the quality, productivity and profitability of Delaware manufacturers by identifying, transferring and implementing best practices.

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Framework projects for Delmar-based Crystal Steel include buildings on the campus of Salisbury University.

The strategy required three major steps: • Preparing and motivating the workforce • Streamlining the upfront process and flow of materials and information to the shop • Streamlining the processes in the detail and fabrication shops. DEMEP provided basic education on the Principles of Lean Manufacturing to the entire workforce. Company leadership also stressed the need for change to employees. If everyone pulled together and learned how to get the job done more efficiently, Crystal Steel would weather the economic storm and emerge a fitter company. “We held our own town hall meeting,” Mohamed recalls. “We explained the market and what we were going to do to stay in business.” Crystal Steel’s quality and customer service already was excellent; however it came at a great cost to the organization. Workflow in the shop was inconsistent. Jobs or sequences would be started, then put on hold for lack of details or changes. Beams or materials were building up in the shop, blocking aisles and preventing the smooth flow of material. To get to a specific beam to work on, employees would often have to move beams as long as 30 feet and weighing more than a ton, a cumbersome and a labor-intensive task. In the shipping bay, beams would be completed out of sequence and ahead of time, resulting in stacks of beams and parts. To load the truck, the shipper would have to search the stacks, find the specific item, remove the materials on top, restack the pile and load the truck. “Every time we handle something, it takes time without adding value to the customer,” Mohamed says. “Our goal was to reduce the number of times we handle steel as much as possible.” To improve the flow and quality of materials and information to the shop, DEMEP used Value Stream Mapping tools to analyze the upfront process, both in Delaware and in Manila.

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Mapping revealed that drawings from the detailers sometimes created bumps in the road because they were incomplete or lacking specific finishes. And because their office is in Asia, it wasn’t always possible to obtain immediate answers to questions. The team then created a Future State Map of how things should operate in the future. As a result, Crystal Steel began instituting standards throughout their processes to achieve consistent, predictable and repeatable results. They also looked at improved tools for communication and project tracking to better determine the root cause of errors and eliminate these problems over time. “Multiple revisions cost the company money,” Mohamed says. “If we reduced revisions, we would save money.” With the upfront processes improving, the next step was to look at the Detail and Fabrication shop. Once again, DEMEP used the Value Stream Mapping tool to identify opportunities for improvement and create a vision for the future. As a result, Crystal Steel has improved scheduling of the process so that parts are fabricated in the order in which they are needed by the customer and loaded on the truck. Facility improvements and relocation of processes were identified for improved flow. Equipment upgrades were also identified. An outdated saw used to cut heavy beams frequently jammed resulting in costly delays. Crystal Steel invested in a new more efficient saw. An added bonus: the new saw includes a drill and requires only one operator to run both functions instead of two.

“We can pay for it in only two years for the money we are saving in lost productivity,” Mohamed says. “Plus it’s much faster.” DEMEP also introduced the Principles of 5-S, or workplace organization and standardization. Originally developed in Japan, 5-s is a systematic approach to reduce waste and simplify the work environment, making it more efficient, effective and safe. The 5-S principles translate to Sort, Set-inOrder, Shine, Standardize and Sustain. Using these principles, Crystal Steel has freed up space by eliminating obsolete equipment and materials. The shop is better organized. Time spent searching for materials, tools and equipment has been reduced. Placing a plate next to the table where it will be drilled or outfitted with connectors eliminated a move, immediately trimming 30 percent off set-up time. Scrap steel has been reduced by more than 10 percent. Plant wide, non-value added work time (time that does not contribute to the final product), has been reduced by 11 percent. Communication and understanding with the engineers in Manila has improved. With new efficiencies in place, the company is able to do more fabrication in house. The night shift has been restored, Crystal Steel has added workers and overtime has been reinstituted. “We know that the economy will turn around in the future,” Mohamed says. “When it does, we will be ready as a more competitive company.” ■

175th annual dinner P

save the date Monday, January 9, 2012 4:45 p.m. - 8:30 p.m. Chase Center on the Riverfront, Wilmington, DE don’t miss the chamber’s largest event of the year!

Sponsorships are available. Call (302) 576-6586 for more information about this event.

www.dscc.com

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(302) 655-7221

events@dscc.com

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STATE

Mr. Azhar Malik 700 Cornell Drive, Suite E-13 Wilmington, DE 19801 www.optimal-power.com

ABLE MACHINE & SPECIALTY CO.

FIRST STATE MANUFACTURING

Machine Shops

Manufacturers

Mr. Tim Elliott 21-23 Brookside Drive Wilmington, DE 19804 www.ablemachine.net

Ms. Cheryl Valenzuela 301 S.E. 4th St., Milford, DE 19963 www.firststatemfg.com FIRST STEP SAFETY, LLC

RHETT RUGGERIO GOVERNMENT RELATIONS, LLC

ARTHUR J. TURNER, JR. SCHOLARSHIP FOUNDATION

Marketing Consultants

Government Relations

Recycling & Waste Disposal

Ms. Julie McGinnis 7 School Road, Wilmington, DE 19803 www.firststepsafety.com

Mr. Rhett Ruggerio 154 S. State St., Dover, DE 19901 www.RhettRuggerio.com

Mr. David Bart 469 Old Airport Rd. New Castle, DE 19720 www.swiftrecyclingco.com

SCHELL BROTHERS

WELLARD RURAL EXPORTS PTY, LTD. EXPORTING SERVICES

Ms. Darlene Turner P.O. Box 814 Bear, DE 19701 www.arthurjturnerjrscholarship.org AVIBROKER, LLC

Air Transportation Mr. Francesco Vergi 16192 Coastal Hwy. Lewes, DE 19958 www.avibroker.com CARMAN AUTO GROUP

Automobile Dealers Mr. Larry Giacchino 193 S. DuPont Hwy. New Castle, DE 19720 www.carmanautogroup.com

FOREVER GREEN LANDSCAPING

Landscaping

Construction – Residential

Mr. Scott Slavin 340 Churchmans Road New Castle, DE 19720 www.forevergreenlandscapinginc.com

Ms. Christina Harvey 55 Cascade Lane Rehoboth Beach, DE 19971 www.schellbrothers.com

GOLDEN INN HOTEL & CONFERENCE CENTER

SONITROL SECURITY OF DELAWARE VALLEY

Hotels, Motels & Lodging

Security Systems

Ms. Cheryl Spaulding Oceanfront at 78th Street Wildwood, NJ 08202 www.goldeninn.com

Mr. Joseph Allen 2500 West 4th Street Wilmington, DE 19805 www.sonitrolde.com

INSIGHT ENGINEERING SOLUTIONS, INC

CISCO

Engineering Services

Marketing/Advertising

Mr. Michael Robinson 640 Ravenglass Drive Townsend, DE 19734

Mr. Bill O’Neill 24 Maple Lane, Glen Mills, PA 19342 www.cisco.com CONCORD CHRISTIAN ACADEMY

Schools Mr. Jeffrey Bergey 2510 Marsh Road, Wilmington, DE 19810 www.concordchristian.com DATA MANAGEMENT INTERNATIONALE (DMI)

Document Management Mr. William Swezey, Jr 55 Lukens Drive Riveredge Park, New Castle, DE 19720 http://www.dmi-inc.com DE DIVISION FOR THE VISUALLY IMPAIRED

Employment Services Mr. Jack Holloway 1901 N. DuPont Hwy, Biggs Building New Castle, DE 19720 dhss.delaware.gov/dvi DELAWARE PTA

Education Ms. Bonnie Mucha 925 Bear-Corbitt Road, Room 101 Bear, DE 19701 www.delawarepta.org

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STRATEGY 1ST MARKETING

Marketing Mr. Dave Moffett 103 David Road, Wilmington, DE 19804 www.strategy1stmarketing.com

NEWS

Nonprofit Organizations

CHAMBER

Welcome New Members SWIFT DEMOLITION AND RECYCLING

Ms. Cherie Derouin 745 Winding Trail Holly Lake Ranch, TX 75765 www.american-genetics.com WILMINGTON HOPE COMMISSION

Nonprofit Organization Mr. Charles A. Madden 625 N. Orange Street, 3rd Floor Wilmington, DE 19801 www.wilmingtonhopecommission.org

J. R. FLETCHER CONSULTING

Employment Services Mr. Jon Fletcher 239 Forrestal Drive, Bear, DE 19701 JEWISH FAMILY SERVICES OF DELAWARE

Nonprofit Organizations Ms. Providenza Loera 99 Passmore Road, Wilmington, DE 19803 www.jfsdelaware.org MANHATTAN BAGEL, INC.

Restaurants

Special Offers for Delaware State Chamber of Commerce from T-Mobile Switch to T-Mobile today - and Join the MILLIONS from other national carriers who’ve saved on America’s Largest 4G Network! Save Hundreds yearly over other carriers with the DSCC discounts: Discounts Include: x 10% on qualifying monthly recurring charges for new and existing customers (includes voice, text & e-mail services)*exclusions apply x Waived Activation Fees ($35 savings per line) x Free 2 Day Shipping x FREE Bluetooth Headset or FREE car charger with selected device through 866# only x FREE and/or Discount Devices with new activation*:

Mr. Gonzala Cruz-Saen 3209-B Concord Pike Wilmington, DE 19803 www.manhattanbagel.com MEDIFAST, INC.

Health Services Mr. Aaron Dixey 5613 Concord Pike www.medifast1.com OPTIMAL POWER SUPPLIES, LLC

Manufacturers

November/D ecember 2011

BlackBerry® Bold™ 9780*

Samsung Vibrant*

HTC® HD7

Switch to T-Mobile Today Call 866-464-8662 option 3 with Promo Code 12795TMOFAV To Find out More and Order Service *Requires new activation on a qualifying rate plan with a two-year service agreement. Not all devices are free. May require mail-in rebate. Limited-time offer; subject to change without notice. Additional restrictions apply.† Free Bluetooth headset and car charger offering is NOT available on extranet purchases and is limited to availability. Please call 1-866-464-8664 (Option 3) to find out which handsets include a free accessory with a new activation*. Maximum value of the free accessory is $59.99. Limitedtime offer; subject to change without notice. Additional restrictions apply.Subject to credit approval; per line activation fee and other upfront and monthly charges and fees may apply – see representative for details. $200/line early cancellation fee and Regulatory Programs Fee (not a tax or government-mandated charge) of 86¢ per line/month apply. Taxes approx. 6-18% of your monthly bill. See Pricing, Services and Devices brochures and T-Mobile’s Terms and Conditions (including mandatory arbitration) at www.T-Mobile.com, for rate plan information, charges for features and services and restrictions and details. Service not available everywhere; for details see Coverage Maps at www.T-mobile.com or visit a T-Mobile store. Rebate/Discounted Phone Offers: Discounted phone limited to specific model shown. Supplies may be limited and offer available only from a T-Mobile business sales representative or online orders through a corporate extranet; not available through retail outlets or independent dealers. TMobile reserves right to substitute different phone models of equal or greater value. Customer must remain on qualifying rate plan at time mail-in rebate is processed. Rebate takes up to eight weeks. Visit store, see rebate form or contact T-Mobile Customer Care at 1-800-937-8997 with questions. T-Mobile and the magenta color are federally registered trademarks of Deutsche Telekom AG. Stick together is a federally registered trademark of T-Mobile USA, Inc. ©2008 T-Mobile USA, Inc. To receive the

trade-in credit, you must purchase and activate an eligible new T-Mobile phone and mail in the trade-in phone with valid proof of purchase (copy of UPC and receipt) and the completed trade-in voucher

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CHAMBER

NEWS

Chamber Committees & Forums State Chamber members play a visible, active role in the business community by serving on commit-

STATE

tees. If you would like to get involved, contact the committee’s Chamber representative or register online at www.dscc.com.

AMBASSADOR COMMITTEE: The Ambassador Committee is a specially chosen group of volunteers that assists in increasing membership and retention, and acts as a liaison between the State Chamber staff and the membership at large. Contact: Chuck James at (302) 576-6562 or cjames@ dscc.com.

BENEFITS & SERVICES COMMITTEE: This committee

identifies group-oriented benefits, such as health care coverage, dental and vision care, discounted office supplies, phone service, direct mail, radio advertising and much more to help Chamber members be healthy and competitive. Contact: Denee Crumrine at (302) 576-6564 or dcrumrine@ dscc.com. EDUCATION & DEVELOPMENT COMMITTEE: This committee provides practical, valuable and affordable education and development programs to help existing members and potential members be more successful. Contact: Denee Crumrine at (302) 576-6564 or dcrumrine@dscc.com.

EMPLOYEE RELATIONS COMMITTEE: This committee meets each month and brings in knowledgeable experts to discuss ever-changing labor and employment laws and regulations that impact all Delaware businesses. The interaction between speakers and committee members provides a cost-effective and efficient way to obtain up-to-date information that helps employers create or modify personnel policies and procedures before legal problems arise. Contact: Greg Gross at (302) 576-6568 or ggross@dscc.com.

THE

ENVIRONMENTAL COMMITTEE: Working closely with the Department of Natural Resources and Environmental Control (DNREC), members are involved in the review and shaping of environmental legislation and regulation. Contact: Greg Gross at (302) 576-6568 or ggross@dscc.com. HEALTH CARE COMMITTEE: Members discuss key health

care issues facing Delaware businesses and provide feedback to the Chamber legislative team to assist in formulating policy. Contact: Matt Amis at (302) 576-6566 or mamis@dscc.com.

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HOLDING COMPANY COMMITTEE: Provides a forum

to discuss issues affecting Delaware holding companies on the state and national levels. Contact: Matt Amis at (302) 576-6566 or mamis@dscc.com. LEGISLATIVE FORUM: Members, lobbyists and legislative

representatives work together to address legislative issues of interest to Chamber members. Monthly lunchtime meetings feature guest speakers who cover current topics of interest to the business community. Contact: Greg Gross at (302) 576-6568 or ggross@dscc.com. TAX COMMITTEE: This committee reviews tax legislation

and lobbies for the reduction of personal and business taxes in Delaware. Contact: Greg Gross at (302) 576-6568 or ggross@ dscc.com. TRANSPORTATION COMMITTEE: The transportation committee creates a unified voice when making recommendations to the Delaware Department of Transportation. Contact: Greg Gross at (302) 576-6568 or ggross@dscc.com.

YOUNG EXECUTIVES COMMITTEE: The Delaware State

Chamber of Commerce’s newest committee was formed to encourage young executives in Delaware to be involved in the Chamber, network with other young professionals and further their business growth. The Young Executives Committee, for professionals between the ages of 21 and 40, aims to develop Delaware’s young workforce through professional business networking and personal growth. Contact: Denee Crumrine at (302) 576-6564 or dcrumrine@dscc.com. WOMEN IN BUSINESS FORUM: The Women in Business

Forum was formed to forge relationships, break boundaries and build a better business environment for women in our community. Former guest speakers include First Lady Carla Markell, Gov. Ruth Ann Minner, Family Court Chief Judge Chandlee Kuhn, State Reps. and Sens., and business leaders. Contact: Katie Dunn at (302) 576-6578 or kdunn@dscc. com. ■

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STATE

Delaware State Chamber of Commerce THE STATE CHAMBER HEALTH PLAN

PRESCRIPTION DRUG DISCOUNT CARD

The Delaware Drug Card will provide savings of up to 75-percent on prescription drugs at more than 50,000 pharmacy locations across the country. The Delaware Drug Card has no restrictions to membership, income or age, and you are not required to fill out an application. This program helps all residents of Delaware afford their prescription medications. For more information, go to www.dscc.com/rxdiscount.htm. DISCOUNTED CELL PHONE PRODUCTS AND SERVICE

State Chamber members can get a 10-percent discount from T-Mobile on qualifying monthly recurring charges and other special offers. Email Melissa Williams at melissa.williams2@tmobile.com to learn more about this benefit.

DSCC AFFINITY CREDIT CARD WITH WORLDPOINTS REWARDS

NEWS

The cost of employee health care is a top concern among Delaware business owners. DSCC has devised an affordable, quality health care plan for its members. Blue Cross Blue Shield of Delaware announced new reduced rates and added an additional lower-cost plan choice. Visit www.dscc.com/healthplan. htm today or call (302) 576-6580 for more details.

CHAMBER

Small State. Big Benefits. The DSCC affinity card by Bank of America is a business credit card offered exclusively to State Chamber members that also offers a rewards program for discounted airline tickets, free hotel nights and car rentals and more. The Chamber affinity card with WorldPoints® lets members combine points from personal and business cards to get rewards even faster. Call (800) 598-8791 to apply, mention priority code FABLHRAQ. DENTAL AND VISION PLAN

Dominion Dental Services provides dental and vision benefits on a group and individual basis with competitive, memberexclusive rates. Dental care coverage for most diagnostic and preventive services is 100 percent with up to 80 percent coverage for restorative care including fillings, root canals, crown and bridge work, periodontal treatment, oral surgery and more. Go to www.dscc.com/chamber/dental_plan.aspx or call (888) 518-5338 for more information. No application fee for DSCC members. CONSTANT CONTACT EMAIL MARKETING SERVICE

NOTARY SERVICE

Did you know that Notary Public services are free for Chamber members? Call (302) 655-7221 to make an appointment to stop in for a notary seal on your documents. W.B. MASON OFFICE SUPPLIES

W.B. Mason offers Chamber members exclusive deep discounts off their most commonly used items. Discounts are up to 90 percent. Contact Doreen Miller for more information at doreen. miller@wbmason.com or (888) 926-2766, ext. 8358. BLOOD BANK MEMBERSHIP

Member companies with five employees or less are offered unlimited group coverage in the Blood Bank of Delmarva. Call (302) 655-7221 for more information.

State Chamber members are eligible to receive discounts on their Constant Contact account subscriptions. Members can save 20-percent if they prepay for 6 months and 25-percent if they prepay for 12 months. That is a 10-percent deeper discount than what is available to other customers. To sign up, visit the Constant Contact link on the State Chamber’s members-only page or call (866) 876-8464 to activate your member discount. Access full details on these benefits of membership in the membersonly section of the DSCC website. For more information about obtaining your company’s members-only login credentials, please email webmaster@dscc.com. ■

CERTIFICATE OF ORIGIN DOCUMENTS

Certificate of Origin documents are $20 for Chamber members ($100 for non-members). Call (302) 655-7221 for more information.

MEMBER-TO-MEMBER DISCOUNT DIRECTORY

DELMARVA BROADCASTING COMPANY

and services to fellow members. To see the full list of discounts

Fifteen-percent in bonus airtime on commercial orders placed by new advertisers on any Delmarva Broadcasting radio station. Contact Mike Reath at mreath@dbcmedia.com or call (302) 478-2700 for more information.

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State Chamber members offer substantial savings on products

online, visit www.dscc.com and click on Member2Member Discounts.

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For Assistance, Call the Chamber The State Chamber of Commerce staff works for you, serving nearly 2,800 member companies and organizations statewide. This State Chamber staff directory lists phone numbers and Email addresses, as well as individual areas of responsibility. If you need business assistance or information, please don’t hesitate to call.

James A. Wolfe President & CEO Marianne K. Antonini Sr. Vice President Finance & CFO

576-6560 jwolfe@dscc.com 576-6567 mantonini@dscc.com

A. Richard Heffron Sr. Vice President Government Affairs

576-6563 rheffron@dscc.com

Janine G. Sorbello Sr. Vice President Education & Exec. Director, The Partnership Business Mentoring Alliance Principal for a Day Teacher Externship Superstars in Education

576-6575 jsorbello@dscc.com

John H. Taylor, Jr. 576-6590 Sr. Vice President & jtaylor@dscc.com Exec. Director, Delaware Public Policy Institute Matt Amis Communications Manager Delaware Business Production Website Health Care Committee Holding Company Committee

576-6566 mamis@dscc.com

Denee Crumrine Program & Communications Specialist Young Executives Committee Small Business Alliance

576-6564 dcrumrine@dscc.com

Linda D. Eriksen Accounting Associate

576-6569 leriksen@dscc.com

Gregory L. Gross Director of Government Affairs Employee Relations Committee Environmental Committee Legislative Forum Tax Committee Transportation Committee

576-6568 ggross@dscc.com

Chuck James Account Executive

576-6562 cjames@dscc.com

Lisa Prickril Events Manager Young Executives Committee

576-6586 lprickril@dscc.com

Arlene M. Simon Account Executive

576-6576 asimon@dscc.com

Bill Stephano Director of Membership

576-6574 bstephano@dscc.com

Patrina Wallace Information Secretary

655-7221 pwallace@dscc.com

Miller Publishing, Inc. Fred Miller President, Miller Publishing, Inc. Advertising Sales

576-6579 fmiller2@dscc.com

DELAWARE STATE CHAMBER OF COMMERCE 1201 N. ORANGE STREET, P.O. BOX 671

Katie Dunn Communications & Events Associate Women in Business

576-6578 kdunn@dscc.com

WILMINGTON, DE 19899-0671 (302) 655-7221 / FAX (302) 654-0691 (800) 292-9507 KENT & SUSSEX COUNTIES WWW.DSCC.COM

Cheryl Corn Sr. Vice President Communications Executive Assistant to the President

576-6572

BLOG: DSCC.WORDPRESS.COM FACEBOOK: FACEBOOK.COM/DELAWARESTATECHAMBER

ccorn@dscc.com

FLICKR: FLICKR.COM/DSCC TWITTER: @DESTATECHAMBER

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H Christiana Care Health System H Bayhealth Medical Center H Barclaycard US H Nemours/Alfred I. duPont Hospital for Children H Terumo Medical Corporation

H Blue Cross Blue Shield of Delaware H Town of Middletown H Artesian Water Company H Bridgewater Jewelers H Horizon House

H John David Myers, Amtrak

H Town of Middletown H Wicomico County Board of Education See all our participating companies!

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M&T Bank. Local. Personal. Committed to you.

PERSONAL ATTENTION LOCAL DECISON MAKING COMMUNITY FOCUSED

At M&T Bank, we understand the importance of building long-term relationships with our customers and the communities we serve because it’s what we’ve been doing for more than 150 years. Which is why we support our neighborhoods. Why we keep banking decisions local. And why we take the time to get to know your needs. We encourage our employees to get involved in local volunteer and leadership efforts –from coaching little league to participating on local boards. After all, we live here too. We’re dedicated to exceeding your expectations with innovative products and unparalleled customer service. See the difference our personal, local and long-term commitment can make. Stop by your neighborhood branch today.

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