Delaware Business November-December 2012

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November/December 2012

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MEET THE

SUPERSTARS IN BUSINESS

A Publication of the Delaware State Chamber of Commerce

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WHEN YOU’VE BEEN AROUND AS LONG AS WE HAVE,

YOU TEND TO LEARN A FEW THINGS. Especially about what people want from a bank.

How does a bank stay in business for 180 years?

By knowing what’s important to its Customers. That’s why we provide Delaware’s largest free ATM network1. Free checking.

Free debit card transactions2. And a standard of service you won’t find anywhere else. Where can you find a bank like this?

At your nearest WSFS. Call us at 1-888-WSFSBANK or visit us online at wsfsbank.com.

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Free ATM transactions for WSFS Customers at WSFS ATMs. Multi-currency international transaction fee applies to ATM and debit card transactions. ©2012 Wilmington Savings Fund Society, FSB | Member FDIC 2

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Follow us on Twitter at twitter.com/wsfs.

10/25/12 12:05 PM

DSCC Chariman Bill Allan hung in the hallways of McKean High School during the Delaware Principal for a Day kickoff press event. PHOTO BY TOM NUTTER

Departments President’s Message .............................. 2 Banking, tech industries and the real estate market are intertwined.

In this Issue Features SUPERSTARS IN BUSINESS ..................................................................................... 22 The 2012 winners of the Marvin S. Gilman Superstars in Business Awards take a well-deserved bow, and share their success stories with the world.

Legislative Priority .................................. 3 With the elections over, it's time to problem-solve.

Member News and Notes ...................... 5 Delaware Moving and Storage and Sunday Breakfast Mission forge a helpful bond, DelTech launches an energyefficient manufacturing program, and much more.

BY ELLE BORNEMANN

TECHNOLOGY........................................................................................................... 31 Mike Bowman’s Delaware Technology Park has become a magnet for innovation and start-up businesses, adding $100 million a year to the regional economy, and the creation of 16,000 new jobs. We speak to the park-master himself. BY LARRY NAGENGAST

Q&A: Christiana Mall GM Steve Chambliss Nonprofit Spotlight: National Kidney Foundation Delaware Valley Business Spotlight: Diamond Technologies

CONSTRUCTION AND REAL ESTATE ........................................................................ 35 Battered and bruised, the Delaware housing market is eyeing a comeback.

But will it be enough? Delaware Business investigates.

Welcome New Members ...................... 12

BY EILEEN SMITH DALLABRIDA

Chamber Scene ..................................... 14

GUIDE TO BANKING ................................................................................................. 41

Newsbites ............................................... 46

A full rundown of the many fine financial institutions counted among the DSCC membership. COMPILED BY EVAN GAMBLE

Calendar ................................................. 48 Manufacturing........................................ 56

Correction: In the September-October issue of Delaware Business, we wrote that Delaware Hospice serves 3,000 families in Delaware. The organization in fact serves 41,000 families in Delaware and in Southern Chester and Delaware Counties in Pennsylvania. Delaware Business regrets the error.

Chamber Committees .......................... 58 Chamber Member Benefits ................. 59 For Assistance, Contact the Chamber .......................................... 60

On The Cover 2012 Superstars in Business PHOTOS BY TOM NUTTER

DELAWARE BUSINESS

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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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DELAWARE

Message from the Vice President The three business areas covered in this issue are construction/real estate, technology and innovation, and banking. Most interesting is the relationship between these three business sectors in the economy and the role they can play in quickening the pace of the slow recovery Rich Heffron from the recession instigated by a 2008 financial collapse.

Delaware’s construction employment figures are about onethird of what they were in 2007, while the real estate market appearing to be picking up at an anemic rate. Common wisdom tells us that technology and innovation will need to become leaders in the battle to overcome economic malaise.

Financial institutions, particularly local banks, suffered the brunt of the damage done by the global financial collapse.

But if the economic recovery is to move at a more at a rapid rate, banks will need to play a significant role by providing the capital needed by businesses of all sizes to expand.

The relationship between these three sectors can be described simply: Financial institutions provide the capital that allows educational institutions and tech businesses to develop and manufacture the products, which, in turn, can be offered for sale on the domestic and global marketplace. This relationship also helps create efficiencies that allow businesses to become more profitable and provide consumers with products that can improve their standard of living. The success of this sector will create increasing demands on the real estate market, which will then translate into amplified construction opportunities. With the success of these markets, the banks will show improved earnings, which allow them to provide additional capital.

Some experts say the housing market is beginning to show signs of life. Be sure to check out Eileen Smith Dallabrida’s update on page 39. And for a full rundown of those all-so critical DSCC bank members, flip to page 45.

Obviously this is an elementary example of how the economic system functions. But, many economists will argue that the way out of the recession can be found with the improvement of consumer and business confidence. The articles in this edition of Delaware Business provides examples of how local businesses involved in three sectors are moving forward with the means for providing the elements necessary for boosting confidence and strengthening economic growth.

BUSINESS EDITORIAL STAFF William R. Allan Chairman

A. Richard Heffron Interim President

Matt Amis Managing Editor

EXECUTIVE COMMITTEE Tony Allen Bank of America

Chip Rossi Bank of America

IMMEDIATE PAST CHAIRMAN

Sylvia Banks DuPont

Richard D. Rowland Rowland, Johnson & Co., PA

Thomas J. Cooper Cooper Realty Associates

Ernie Dianastasis CAI

Dennis M. Salter Summit Realty Advisors, Inc.

CHAIR ELECT

Donald T. Fulton George J. Weiner Associates

Fred C. Sears, II Delaware Community Foundation

CHAIRMAN

William R. Allan William Allan & Assoc., LLC

Hinton Lucas DuPont

Pierre du Pont Hayward University of Delaware

VICE CHAIR

Mark Stellini Assurance Media TREASURER

Alan Levin Delaware Economic Development Office

Barry Crozier Belfint, Lyons & Shuman

William E. Manning Saul Ewing LLP

Mark Turner WSFS Bank Michael S. Uffner AutoTeam Delaware Richelle Vible Catholic Charities of Delaware

BOARD OF DIRECTORS Linda Ammons Widener University School of Law

Tyrone Jones AstraZeneca Pharmaceuticals LP

Chad Moore The Bellmoor

Julian H. Booker Delmarva Broadcasting Company

Chris Kenny ShopRites of Delaware

Bret Morris A.R. Morris Jewelers

David B. Brown Potter Anderson & Corroon, LLP

Bernhard Koch AAA Mid-Atlantic

Theodore J. Prushinski Citizens Bank

I.G. Burton i.g. Burton & Co., Inc.

Richard H. LaPenta Insurance & Financial Services, Ltd.

Michael Ratchford W.L. Gore & Associates, Inc.

Timothy J. Constantine Highmark Blue Cross Blue Shield

Robert J. Laskowski M.D. Christiana Care Health Systems

John S. Riley Ashland, Inc.

Charlie Copeland Associates International, Inc.

Renee Lewandowski Agilent Technologies

E. Andrew DiSabatino EDiS Company

Michael MacFarland TD Bank

Orlando J. George, Jr. Delaware Technical & Community College

Cathy MacFarlane ING DIRECT

W. Laird Stabler, III Laird Stabler & Associates, LLC Gary R. Stockbridge Delmarva Power Clinton Walker Barclaycard US

Martha S. Gilman Gilman Development Company

Scott Malfitano CSC - Corporation Service Company

Robert V.A. Harra, Jr. Wilmington Trust Company

Nicholas Marsini PNC Bank, Delaware

Robert W. Whetzel Richards, Layton & Finger

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

John McCarthy AstraZeneca Pharmaceuticals LP

Katie Wilkinson Fulton Bank

William S. Wallace JPMorgan Chase

Harry L. Williams Delaware State University

Michael Houghton Paul M. McConnell Morris, Nichols, Arsht & Tunnell, LLP McConnell Development, Inc.

STAFF Marianne K. Antonini Senior Vice President A. Richard Heffron Senior Vice President, Interim President Janine G. Sorbello Senior Vice President & Executive Director, The Partnership John H. Taylor, Jr. Senior Vice President & Executive Director, DPPI

Matt Amis Communications Manager Cheryl Corn Executive Assistant to the President Senior Vice President Communications Katie Dunn Communications Specialist Linda D. Eriksen Accounting Associate Greg Gross Director of Government Relations

Chuck James Account Executive Arlene Simon Account Executive Bill Stephano Director of Membership Patrina Wallace Information Administrator Kelly Wetzel Events Manager

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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PHOTO BY DICK DUBROFF/FINAL FOCUS

LEGISLATIVE PRIORITY

The Political Off-Season: Time to Solve Problems

BY RICH HEFFRON

BY THE TIME YOU READ THIS column, the results of Election Day 2012 will be final. At least we hope there is a decision—a repeat of the 2000 presidential election deadlock and the subsequent circus like atmosphere is the last thing the nation needs, especially with an uncertain future for the economy and the threat of international turmoil looming.

Our nation, state, counties, cities and towns are navigating through some very rough seas, and all of us are in the same boat.

To successfully reach calmer waters and a safe harbor we all need to be rowing in the same direction. The purpose of the elections is to allow citizens everywhere the opportunity to select people who will represent them in government. Although not everyone’s favored candidate wins, and voter philosophies remain as diverse as the population, it is imperative that we abandon political rancor after the election results are complete.

The facts are, no matter who wins at the federal level: the Medicare, Medicaid, and social security programs are not sustainable in the long run; the current rate of economic growth cannot produce the robust economy necessary to generate enough jobs to increase revenue; and various simmering situations overseas will remain unstable and dangerous. The state budget will still need to be balanced, despite an anticipated decline in revenue, and small DELAWARE BUSINESS

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businesses continue to face increasing costs. Public education, though showing signs of improvement, is not where we need it to be, and job creation is still lagging.

Local governments face daunting fiscal hurdles and public safety remains a serious problem in many jurisdictions. Political bickering will not resolve these issues, let alone the many other pressing issues that will surely surface in the coming months and years.

Only cooperation, hard work, frank discussion, ingenuity, patience, and wisdom—combined with an honest consideration of reality—can lead to a forward path designed to resolve these thorny issues. This process will not be easy. It will not be quick. And frankly, we simply do not have the time for political or personal grandstanding. The citizens of our country and our state expect more from their public officials, and they deserve to have these expectations addressed.

These are difficult times, but these are also a time of opportunity.

Winston Churchill once said, “Americans will always do the right thing after they have tried everything else.” I’m not sure whether we’ve tried everything else yet, but it is time to do the right thing. We have faced down even more daunting tasks in the past, and we’ve been successful in resolving our problems not through political affiliation or status, but because we are Americans, because we are Delawareans, and because in the end, we work together to do the right thing.

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LUNCHEONS Upstate Network December 6 Chase Center Share Keynote speaker Susan Lloyd Connect Downstate , president and CEO, Delaware Hospice

December 5

Bear Trap Dunes Keynote speaker Liane Hansen, NPR Personality and American Journalist

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Member

news&Notes Sixty percent of the furniture and house wares are distributed to people in the community who are in need.

Transition Mission DELAWARE MOVING AND STORAGE, SUNDAY BREAKFAST MISSION TEAM UP FOR THE GREATER GOOD BY APRIL HALL

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Ed Kulesza sees a lot of people in transition. Maybe it’s a new job, a new house, relocating or downsizing. Some of the clients who come in to his Delaware Moving and Storage, Inc. are looking forward to change, some are dreading it.

Clients don’t always want to take all of their stuff on to the newest chapter in their lives, and moving companies charge by the pound and the mile.

Moving a cheap bedroom set across the country is not always the most economical ting to do.

After years of witnessing clients leave furniture and other household goods behind, Kulesza thought there must be a better, less wasteful way to put dis-

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carded house wares to good use.

As a member of the Delaware State Chamber of Commerce, Kulesza regularly attends networking events and started brainstorming with J. Morgner, mission advancement manager at Wilmington’s Sunday Breakfast Mission.

When clients express an interest in leaving furniture or other house wares behind, Kulesza gives them contact information for Sunday Breakfast Mission. The charity then collects from the moving family and is able to use all of the goods to further its, well, mission.

Mattresses are sterilized and reused.

Sixty percent of the furniture and house wares are distributed to people in the

community who are in need. The rest goes into the charity’s thrift store and the proceeds for sales are cycled back into the Sunday Breakfast Mission, mostly for gas to pick up other donations, Morgner said.

It’s a simple, elegant solution to something all too common today, the disposability of nearly everything.

Kulesza said he is just connecting people who can help each other.

“Everybody’s busy, busy, busy today,” Kulesza says. “It’s a very humbling experience. What Sunday Breakfast Mission does is absolutely wonderful.

It’s a Christian organization and they get people off the street, clean them up and get them educated on skills to get them back on their feet.”

Morgner said the Mission receives one to three calls a week thanks to the Delaware Moving tips and those tips lead to pick-ups nine out of 10 times.

In addition the moving company also collects non-perishable food clients plan to discard for the Delaware Food Bank.

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Member

news&Notes

DelTech’s Energy-Efficient Manufacturing Program will help save companies money while reducing energy use.

Energy-Efficient Manufacturing Rolls Out at DelTech

BY ROSE SUMMERS

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Beginning in August, Delaware Technical Community College’s Innovation and Technology Center (ITC) ran a six-week Energy Efficient Manufacturing training program at its recently renovated center in New Castle.

The program is a response to “the expressed needs of Delaware business,” and was designed using input from local manufacturers, says Tom McCarthy, ITC department chairman.

The program was funded by a U.S Department of Labor grant to connect Delawareans with jobs, particularly within Delaware’s manufacturing sector. The program targeted unemployed and underemployed workers, who were

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placed into the program with the help of the Department of Labor. At the end of the six-week beginner level course, workers were officially prepared for entry-level positions. For graduates looking to further advance their skills, an intermediate course is offered. In addition, businesses looking to upgrade their employees’ skill levels were allowed to enroll them in customized advanced training sessions, with the ultimate goal to advance each graduate’s education.

The ITC collaborated with local manufacturing companies to make sure the program was tailored specifically to meet Delaware’s needs, and to train approximately 120 students by September 30,

2013. With an increased focus on energy efficiency, businesses statewide are looking for production technicians and machine equipment operators to help them reduce their energy use, save money, and get the highest performance from vital equipment. Topics such as maintenance, prep math, precision measurement, hand and power tools, torque specs, blueprint reading, mechanical systems, electricity, and more are covered in the course. The program’s student-enrichment coordinator will work with students from start to finish, helping them to find funding for tuition, and be placed into jobs.

Program leaders hope to help move Delaware’s manufacturing industry forward using state-of-the-art simulators.

Graduates of the program will be ready to contribute high-performance work, with the latest and most relevant training available under their belts.

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GUEST COLUMN: SEITZ CONSULTING, LLC

Is Your Company at Risk? Fraud Schemes Pose Significant Business Threats

BY PAUL C. SEITZ, CPA, ABV, CVA, CFFA

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Businesses have always been victimized by employee fraud, but recently, fraud schemes are being reported with greater frequency. The Association of Certified Fraud Examiners “2012 Report to the Nations” (ACFE Report) estimates that frauds usually go undetected for 18 months and result in a median loss of $140,000. More alarming is the report’s statistics indicate small businesses—those with fewer than 100 employees—appear to be more susceptible to fraud and incur “the largest median losses.”

There are many types of fraud schemes including billing, payroll, expense reimbursements, cash register disbursements and corruption to name a few. It is impossible to describe and discuss all the various fraud types in one article; however, I will briefly highlight some billing schemes and provide a few ideas on protecting your business from fraud losses.

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Causes While there are many reasons employees commit fraud, today’s difficult economic environment is contributing to the increase. Businesses are under significant economic pressure to do more with fewer resources and are reducing costs by eliminating personnel. While there are certainly short-term benefits gained through a reduction in payroll costs, longer-term problems might arise if workforce reductions are implemented without regard to the organization’s internal controls designed to safeguard its assets. Additionally, individual employees might be facing an economic crisis such as a medical emergency or a spouse losing a job. Confronted with the prospect of being unable to pay the monthly rent or mortgage, or even buy food, an opportunistic employee aware of control deficiencies might well look to embezzle cash from his or her employer as a temporary

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financial solution. Unfortunately, once fraud begins, the employee rarely stops until the fraud is detected.

Cash Larceny As defined in the ACFE Report, cash larceny involves “any scheme in which cash is stolen from an organization after it has been recorded in the organization’s books and records.” (Not discussed in this article is skimming, which is the opposite of cash larceny and involves stealing cash before it is recorded in the financial records.) One of the most popular cash larceny schemes is billing. In his book “Fraud Examination,” W. Steve Albrecht notes in such a scheme: “The perpetrator submits or alters an invoice that causes his or her employer to willingly issue a check or make other types of payments.”

One of the more popular billing schemes involves the creation of a fictitious or dummy company by an employee. This would include the establishment of a mailing address and bank account in the name of the dummy company. In these instances, the employee committing the fraud most likely is authorized to approve a fictitious invoice as to the receipt of goods or services and for payment. The approved invoice is eventually paid and the perpetrating employee receives the check and deposits it into the newly created bank account.

A variation of the billing scheme discussed above involves the double payment of a legitimate vendor invoice. The continued on 9

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Member

news&Notes Talking Shop Q&A WITH CHRISTIANA MALL GM STEVE CHAMBLISS

BY KATIE DUNN

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Steve Chambliss has seen a lot of change and growth in his five years as the general manager of the Christiana Mall, by far the state’s largest shopping complex. And it continues to grow. Chambliss was originally brought on to the Christiana team to help with the beginning stages of redevelopment, but he remains a fixture as the mall continues its aggressive expansion. Ready for some holiday shopping?

How have you seen the mall expand?

There has been a dramatic change to the center in the past five years due to our aggressive expansion and renovation plan. The center construction began in November 2007 and completed with the Nordstrom opening in April 2011. We’ve changed the center from a local shopping center to the best fashion shopping destination between Philadelphia and Baltimore. And we’re working on expanding again to add a large outdoor destination with Cabela’s and a large theatre Cinemark with 2014 openings planned.

This transformation has been very successful in helping to establish our goals as the place to shop for all our local customers and the surrounding states due to our ability to offer tax free shopping.

What is happening with the mall now?

We’re currently preparing for the busy holiday season that’s just around the Christiana Mall GM Steve Chambliss wishes for more great tenants and lots of customers this holiday season. PHOTO BY MALCOLM VAN ATTA

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corner. Putting the finishing touches in place with the new stores opening this fall, getting our holiday promotional plans and events in place and working with our tenants on their marketing plans.

What stores can we expect to move into Christiana?

For the balance of 2012, we have four more stores to open that include Microsoft, Capital Luggage, Marbles— that’s the brain store—Fanzz, and a newly expanded Apple Store. We’re constantly reviewing our store assortment and working toward keeping up with customers’ shopping demands so you’ll continue to see new and exciting stores coming to the center in the future.

How important is bringing new stores to the mall?

This is the lifeblood of retailing. Customer needs are constantly changing and there is always a demand for the latest trends in fashion and retail shopping. In order to continue to be the shopping center of choice, you need to always be ahead of the customer demand curve with the proper assortment of merchandise uses to meet customer expectations.

What kind of an impact do you think the expansion will have on jobs in Delaware?

The stores here at Christiana currently employ about 3,000 employees both full and part time and provide a great opportunity for the local population to find jobs with varying levels of responsibilities that suit their qualifications and desires.

How many jobs do you think the development of the mall has created so far?

It’s hard to know exactly, but at least 1,000 jobs have been added with the renovation.

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Do you think the construction on I-95 has had a negative impact on attracting shoppers?

I don’t think so. There has been construction in and around the mall for so many years, that most customers have adapted their shopping habits and have figured out how to navigate around it. We are constantly reviewing our traffic flow and adjust our plans to meet the changing traffic flow at the center.

What can we expect when construction is finished?

The DelDOT team has really partnered with the mall to minimize the disruption to our center and their work is forecasted to have all the new roadways leading to the mall complete before 2013 holidays.

What can we expect out of the upcoming shopping season?

As with every year, we want this year to be stronger than the previous year. We will have quite a few new tenants that offer even a better assortment than last year and we’re very confident we will have what customers expect. Our plan is to provide a family friendly positive shopping experience for all our customers.

Do you have any insider shopping tips?

How can we embrace the madness of the holiday season?

The best times to shop at the center are in the mornings before noon both weekdays and weekends. It allows for a much more relaxed shopping atmosphere.

What is your favorite retail store and favorite counter in the food cart? Why? I’m a huge Apple Store fan, and mostly you’ll find me bouncing between Saladworks and Panera Bread as they have the healthy lunch assortment that I enjoy.

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Guest Column continued from 8 person initiating the double payment to the vendor will then call the vendor and request a refund or return of the second check to his or her attention and converts the refund or check for personal gain.

Prevention There is no guarantee that a company will not be victimized by fraud. There are countless fraud schemes with the common denominator generally being a lack of controls. However, even with a smaller workforce, there are ways to limit exposure. In each of the schemes noted above, proper internal controls were not present. For instance, payments should only be made to vendors included on approved listings and no individual should be authorized to both acknowledge receipt of goods and services and approve an invoice for payment. In short, companies must be mindful of financial transaction systems which vest too much authority in one individual. Further, systems used for processing financial transactions should be reviewed periodically to ensure appropriate segregation of duties exist among employees and that established controls are operating effectively.

Paul Seitz is the founder and managing director of Seitz Consulting, LLC which provides profitability and performance strategy consulting and emerging business and valuation advisory services.

In addition to providing assistance with working capital management and debt restructuring matters, the firm provides fraud and forensic accounting, litigation support, expert witness, and individual tax services. He can be contacted by email at paulseitz@seitzconsultingllc.com.

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Member

news&Notes BUSINESS SPOTLIGHT

Diamond Technologies, Inc.

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In less than 20 years, the Internet has changed the way we gather and share information. In about half that time, cloud technology has become as commonplace as the Internet itself. Think about being able to check work email from a local coffee shop or working on a complex business project from home.

Greg Ballance, owner of Diamond Technologies, Inc., says his company started 16 years ago by helping Fortune 500 companies find solutions to their computing complications, but in the last five years or so, Diamond has concentrated more on small and medium-sized businesses.

“When you go in your home and turn on the light switch, electricity comes on,” Ballance says. “People just expect the light to come on when it comes to computer data. Both employees and customers are used to using it.”

And the key to that is the cloud—a central location from where users can pull information, wirelessly.

Ballance says there are different pieces to cloud technology. Diamond Technologies guides businesses through the decision-making process when it comes to the hardware they’re using and what should be moved to the cloud—email, proprietary software, applications, and more. Then there’s whether to use a public or private cloud.

If information and applications are particularly sensitive to security, a private cloud may be necessary, though no other users can see business data even on the public cloud, he says.

“People jump in or just stick their toe in,” Ballance says. “We can start

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BY APRIL HALL

Diamond Technologies helps connect small and medium-sized businesses with emerging technology.

PHOTO BY NICK WALLACE

Ballance says there are different pieces to cloud technology.

Diamond Technologies guides businesses through the decision-making process when it comes to the hardware they’re using and what should be moved to the cloud by moving the company’s email to the cloud without moving the businesses data and applications.”

Companies that take advantage of cloud technology can benefit greatly, as can their clients, Ballance says. Those that don’t could be left behind in the lurch.

“Where I think it’s going to impact businesses is when they aren’t open to change,” he says. “Employees aren’t going to be able to do the job they want.

Most employees are used to this now,

being able to work remotely, for instance.

“And the most talented employees are going to go where they have the tools they need to do their job most effectively.”

He says competitors embracing cloud technology will not only steal market share from those businesses afraid to change, but also the best employees.

“There are more and more adopting this technology every day, but those that don’t—they’re going to be behind the 8-ball.”

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Community support at fundraising events helps drive NKF Delaware Valley’s mission, says Mary Elizabeth Sullivan (front row, right). PHOTO BY NICK WALLACE

National Kidney Foundation Delaware Valley

NONPROFIT SPOTLIGHT

BY APRIL HALL

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One in three adults in America have chronic kidney disease, and through its educational programs, community outreach and fundraisers, the National Kidney Foundation works to spread the word about early detection, treatments and organ donation.

The Philadelphia office of the NKF serves the entire Delaware Valley, including New Castle County and some of Kent County.

Signature events for the group including the Kidney Ball, scheduled for March 2013 in Philadelphia, the Kidney Early Evaluation Program screening November 8 at Bethel AME Church in Wilmington and the annual Wilmington Kidney Walk, held yearly in October.

The Kidney Walk raised $107,000 in

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2011 and this year’s goal was $115,000.

Mary Elizabeth Sullivan, community outreach assistant for NKF, says she expected to have about 1,000 people participate in the walk.

Sullivan says the level of support for the NKF is impressive, with University of Delaware’s Gamma Sigma Sigma chapter raising more than $10,000 alone. She says a number of other teams of walkers and walk sponsors are also generous with their support.

In addition to the KEEP screenings, the money also goes toward programs including Continuing Medical Education programs for health professionals and educational materials for the general public.

“Basically what we want to do is focus on prevention and education,” Sullivan

says. “There are a number of risk factors people need to know about.”

She says those factors include high blood pressure, a history or family history of Diabetes. Early detection is the best weapon against the disease, she added.

Last year the NKF screened nearly 70 people at KEEP and more than about 15 people learned for the first time that they had Chronic Kidney Disease. Others found out their risks for hyper tension and high cholesterol.

“As long as you’re not in the end stages, there are ways to make sure you are treated properly,” Sullivan says. “If you do have kidney disease there is dialysis and perhaps a transplant. Not to mention, in some forms, the disease can be preventable.”

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downtown Wilmington.

A privately owned law office based out of

ASDEN OIL, LLC

Union has been committed to offering,

Ms. Uzoma O. Azubike 12 Willow Creek Court Parkville, MD 21234 Phone: (434) 249-5680

financial products and services that provide

MICROSOFT STORE

financial strength and stability. Del-One FCU

Provider of energy and oil services.

ings, checking and loan options, shared branching, student scholarships, free finan-

Ms. Caryn Rosica 137 Christiana Mall Newark, DE 19702 Phone: (302) 669- 0200 www.microsoftstore.com

cial education, and more.

Microsoft Store offers hardware and soft-

BILCOM, INC. Ms. Patricia Rivera P.O. Box 391 Georgetown, DE 19947 Phone: (302) 228-6689 www.bilcomg.us Translation services for employers and nonprofits.

offers statewide branch locations, deposit insurance up to $500,000, a variety of sav-

ware solutions through their vast catalogue.

DILLON ROAD

The store also offers a community theater

Ms. Susan Forbes 1401 N. Clayton Street, Suite B-5 Wilmington, DE 19806 Phone: (302) 584-7610 Dillonroad.com/consultant/sforbes

room for training, workshops and events.

Custom clothing, specializing in shirts and

BLOOMING BOUTIQUE LLC

suits. Affordable luxury, personal service

Ms. Michiko Seto 107 Second Street Lewes, DE 19958 Phone: (302) 644-4052 Fax: (302) 644-2463 www.bloomingboutique.com

brought to you.

Seven women’s boutique stores that carry 12

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GEMINI JANITORIAL SERVICES Ms. Janet Killian 30 Lukens Drive, Suite B New Castle, DE 19720 Phone: (302) 654-5310

MID-ATLANTIC HISPANIC CHAMBER OF COMMERCE Dr. Jorge Ribas P.O. Box 910 Germantown, MD 20875 Phone: (301) 404-1946 Fax: (202) 587-5601 www.MAHCC.org Multistate Chamber of Commerce serving the Mid-Atlantic states and advocating for economic, workforce, and community development.

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MILTON & HATTIE KUTZ HOME

PSG FINANCIAL

2 FISH GROUP

Mr. David Albert 704 River Road Wilmington, DE 19809 Phone: (302) 764-7000 Fax: (302) 764-1734 www.kutzhome.org

Ms. Laura Crean 2401 Pennsylvania Avenue, Suite 114 Wilmington, DE 19806 Phone: (302) 655-3961 Fax: (302) 384-6878

Mr. Mike Gracie 8 West 3rd Street Wilmington, DE 19801 Phone: (302) 425-3939 www.2fish.com

A skilled-nursing facility and

Financial services - protection,

development, marketing strategy,

rehabilitation center.

savings, and growth.

SEO assistance.

NWN CORPORATION

R.D. GREEN PLUMBING & HEATING LLC

Mr. John M. Gaughan 130 Gaither Drive, Suite 100 Mount Laurel, NJ 08054 Phone: (856) 914-5630 www.NWNIT.com NWN helps customers solve business s

Web design, logo creation, brand

Mr. Randy Green 1025 Coleman Street Wilmington, DE 19805 Phone: (302) 429-5970 Providing plumbing and heating services.

problems through technology.

PATTERSON-SCHWARTZ REAL ESTATEE 524 Kennett Pike Chadds Ford, PA 19317 Phone: (610) 388-6100 www.pattersonschwartz.com

PBK PHOTOGRAPHY LLC Mr. Jim Jones 1305 Foulk Road Wilmington, DE 19803 Phone: (302) 764-9469 www.pbkphotography.com PBK specializes in photo and document ent restorations, business events photography aphy with on-site printing for business events, nts, weddings and portraits.

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1.

1. Nikki Lavoie of the Delaware Economic Development Office and Stephanie Fitzpatrick of the National Multiple Sclerosis Society of Delaware share a laugh during a Young Executives Committee Mixer on August 2 at Union City Grille in Wilmington.

Photo by Malcolm Van Atta.

State Chamber SCENE 2.

2. Dawn Reimschussel of Bayard and friend take a break in conversation during a Young Executives Committee Mixer on August 2 at Union City Grille in Wilmington. Photo by Malcolm Van Atta.

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3.

3. Melinda McGuigan of EDiS Company and Arlene Simon of the DSCC pose for the camera during an evening networking mixer at Deerfield on August 15.

Photo by Abby Sayeg.

4. Deerfield’s Jeff Robinson holds court during an evening networking mixer at Deerfield on August 15. Photo by Abby Sayeg.

4.

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State Chamber SCENE 5.

6.

5. State Representative Pete Schwartzkopf cuts the ceremonial ribbon at the grand opening of Emory Hill Real Estate in Lewes on August 21. Photo by Abby Sayeg.

6. Delaware State Senator Gary Simpson and State Rep. Harvey Kenton mingle during the midday mixer at Emory Hill Real Estate in Lewes on August 21.

Photo by Abby Sayeg.

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7. Emory Hill’s Michele Chynoweth

7.

greets visitors during the midday mixer at Emory Hill Real Estate in Lewes on August 21. Photo by Abby Sayeg.

8. Secretary of Economic Development Alan Levin and Emory Hill president Carmen Facciolo address the crowd assembled during the midday mixer at Emory Hill Real Estate in Lewes on August 21.

Photo by Abby Sayeg.

8.

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State Chamber SCENE 9.

9. A “cop� from Sonitrol Security Systems accosts Grant Firestone and Fritz Land during the 2012 Delaware Networking Station at the Chase Center on September 27.

10. Cookies and hospitality from the Clarion Belle Hotel were on display during the 2012 Delaware Networking Station at the Chase Center on September 27.

10.

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11.

11. Presenting sponsors Horizon Services, Inc. hold court at the 2012 Delaware Networking Station at the Chase Center on September 27.

12. Coventry Health Care displays its wares during the 2012 Delaware Networking Station at the Chase Center on September 27.

13.

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State Chamber SCENE 13. Jennifer Allen and

13.

Dina Orpello of Diamond Technologies stop and say hi during the 2012 Delaware Networking Station at the Chase Center on September 27.

14. Many a prize wheel was spun during the 2012 Delaware Networking Station at the Chase Center on September 27.

14.

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15. Father-son team William

15.

Swezey and William Swezey, Jr. of Data Management Internationale pose during the 2012 Delaware Networking Station at the Chase Center on September 27.

16. PNC Bank displays during the 2012 Delaware Networking Station at the Chase Center on September 27.

16.

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Superstars in Business Small businesses really are the backbone of the Delaware State Chamber of Commerce. Each year, the Small Business Alliance honors those businesses and non-profit organizations for their exceptional accomplishments and model approaches to business and management.

The Marvin S. Gilman Superstars in Business Award is named for one of Delaware’s finest 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 presented to the runners-up in each category.

The following businesses are decorated with the 2012 Marvin S. Gilman Superstars in Business Award.

Emory Hill Companies (Category of 60 to 150 employees) Now in its 31st year, Emory Hill provides commercial brokerage, construction, property management and maintenance, as well as residential real estate sales to Delaware and the Mid-Atlantic region. The company prospers thanks to its beliefs in quality and integrity, an innovative team approach, and community involvement. Emory Hill began as a real estate development company in Newark, but soon grew into the company it is today, with outstanding performance, customer service, and a loyal customer base. Emory Hill was a 2011 Award of Excellence recipient.

2012 SUPERSTARS IN BUSINESS AWARD WINNERS Blooming Boutique (Category of up to 24 employees) Over the last six years, Blooming Boutique has grown from one small boutique into seven stores located throughout the Delaware beach region.

Blooming Boutique sells jewelry, handbags, wallets and more, to women of all ages. The stores offer great prices along with even better customer service. Owner Michiko Seto throws customer appreciation parties and keeps patrons informed through monthly newsletters. The company’s fun atmosphere and unique products keep business strong even through the cold season.

Cover & Rossiter, P.A. (Category of 25 to 59 employees) Cover & Rossiter has been serving the Delaware community for more than 70 years. It loyally provides individualized accounting, audit, tax and financial planning services to its range of clients. With its team based approach to business, Cover & Rossiter thrives by maintaining a family oriented and challenging work climate that attracts clients. Cover & Rossiter cultivates a great environment for its employees, and was honored with the News Journal’s Top Workplaces Award in August 2012. The company was a 2011 Award of Excellence winner.

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Blood Bank of Delmarva (Non-profit organization category) The Blood Bank of Delmarva is a non-profit community service organization dedicated to providing blood and blood products to the Delmarva Peninsula region. Over the past 58 years, the Blood Bank of Delmarva has earned the trust of its community, and has grown into a strong and capable network that serves more than 20,000 patients a year. Blood Bank employees value their important cause as much as each individual patient.

2012 AWARD OF EXCELLENCE WINNERS Unique Impressions (Category of up to 24 employees) This one-stop-shop for imprinted products caters to schools, nonprofits, sports teams, fraternities and sororities and more. The owner and employees believe that personal attention is the key to a thriving business.

Community Bank Delaware (Category of 25 to 59 employees) A full-service community bank located in Lewes and Rehoboth Beach, Community Bank Del. offers a full range of commercial and retail banking services.

The combined experience of the president and the directors give the bank a specific, accurate and sophisticaled perspective of the community’s banking needs.

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Back to Basics Learning Dynamics, Inc. (Category of 60 to 150 employees) Founded in 1985, Back to Basics is a premier education provider for students of all ages and needs. The award-winning tutors and instructors at Back to Basics have provided over 12,500 children and adults with exceptional one-on-one tutoring and enrollment.

2012 MARVIN S. GILMAN SUPERSTARS IN BUSINESS SPONSORS PLATINUM Bank of America

Sunday Breakfast Mission (Non-profit organization category) Sunday Breakfast Mission comprehensively serves the homeless and impoverished in and around Wilmington. The organization has met the demands of the community and opened a new facility to provide an opportunity to women and children to escape potentially dangerous living situations. Thanks to its new facility, the organization houses 200 men, women and children each night.

M&T Bank

Delaware Community Foundation Diamond Technologies, Inc. DiSabatino Construction

DIAMOND The Gilman Family

Company Environmental Alliance, Inc. George J. Weiner &

GOLD

Associates

Associates International, Inc.

2012 MARVIN S. GILMAN SUPERSTARS IN BUSINESS PLANNING COMMITTEE

Belfint, Lyons & Shuman,

Mr. Kenneth Anderson

Mr. John Healy, III

Citizens Bank

Corexcel

Delaware Economic

Healy, Long & Jevin, Inc.

Colonial Parking, Inc.

Professional Staffing

Mr. Steve Lehm

Delaware Economic

Development Office

CPAs

FRIENDS Community Service Building

Associates, Inc.

Mr. Terrence Barclift

Program Chair, VanDemark &

Bank of America

Lynch, Inc.

DuPont

Ms. Pam Cornforth

Mr. Chad Moore

EBC Carpet Services Corp.

Ronald McDonald House

The Bellmoor Inn

EDiS Company

MARKETING &

Mr. Bill Parks

Highmark Blue Cross Blue

ADVERTISING DESIGN

of Delaware

Development Office

Ronald McDonald House of Delaware

Mr. Lawrence DiSabatino

Colonial Parking, Inc.

DiSabatino Construction

Mr. Chip Rankin

PNC Bank

Ms. Katie Dunn

Selection Committee Chair, EBC

TD Bank

VIDEO PRODUCTION

Delaware State Chamber

Carpet Services

WSFS Bank

Teleduction

of Commerce

Shield Delaware

Mease Communications

Mr. Christopher L. Scarpitti

Mr. Donald Fulton

M&T Bank

SILVER

PROMOTIONAL MEDIA &

George J. Weiner & Associates

Ms. Kristen Shaw

Artesian Water Co.

APPLICATION HOSTING

Ms. Janice Giannini

ParenteBeard, LLC

Artisans’ Bank

Delmarva Broadcasting

Paradigm Associates, LLC

Ms. Priscilla Turgon

Assurance Media, LLC

Ms. Martha Gilman

Professional Staffing

AutoTeam Delaware

Fundraising Chair, Gilman

Ms. Cathy Stauffer Wozniak

Delaware City Refining

Development Company

The TEAM Approach

Company LLC

Company AWARDS A.R. Morris Jewelers

Dukart Management/

2012 SUPERSTARS IN BUSINESS AWARD SELECTION COMMITTEE

McDonald’s

GIFT SPONSORS

Mr. Terrence Barclift

Mr. Stephen Lehm

Glenmede

Healy, Long & Jevin, Inc.

Bank of America

VanDemark & Lynch, Inc.

Gunnip & Company, CPAs

Delmarva Broadcasting

Ms. Pam Cornforth

Mr. James Randall

MySherpa

Ronald McDonald House

Mr. Chip Rankin

New Castle Insurance

of Delaware

Company

EBC Carpet Services

ParenteBeard LLC

PRINT/ONLINE MEDIA

Ms. Katie Dunn

Mr. Christopher L. Scarpitti

VanDemark & Lynch, Inc.

Delaware Today

Delaware State Chamber

M&T Bank

Wheeler, Wolfenden &

of Commerce

Ms. Kristen Shaw

Dwares, CPAs

Ms. Cynthia Dwyer

ParenteBeard, LLC

Wellness Community Delaware

Ms. Cathy Stauffer Wozniak

BRONZE

Mr. Donald Fulton

The TEAM Approach

ab+c Creative Intelligence

George J. Weiner & Associates Ms. Janice Giannini

NEWSPAPER COVERAGE The News Journal Media

Back to Basics Learning Dynamics, Inc.

Group SIGNAGE Parcels, Inc

Paradigm Associates, LLC DELAWARE BUSINESS

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S u p e r s ta r s i n B u s i n e s s Wi n n e r (  -   e m p l oy e e s c at e g o ry )

BLOOMING BOUTIQUE

BY ELLE BORNEMANN | PHOTOS BY TOM NUTTER

WITH THE MOUNTAINS OF EXQUISITE BEADS, necklaces, clothes, hats and shoes displayed in her Blooming Boutique, owner Michiko “Micha” Seto has found her way into the hearts of shopaholics everywhere. Thanks to the success of her seven gift stores located throughout lower Delaware, Seto is a 2012 Superstar in Business.

For Seto, the idea for opening a boutique sparked while vacationing in St. Martin. She came across a line of exquisite handbags, and “they were as pricey as they were beautiful,” she says. Seto recreated the bags, injecting her own unique personality into the design. Requests for her hand-crafted bags poured in quickly. And though she quickly found herself overwhelmed with orders, Seto sensed an opportunity.

The Ocean City, NJ native made her way back to the shore in 2006 when she opened her first Blooming Boutique on West Market Street in Lewes.

With sales nearly doubling each month, Seto decided to expand, and since then has blossomed into six more locations throughout Sussex County.

“It is still hard to believe that we started in a tiny store on Market Street and grew to this size in only six years,” Seto says. “But I love being able to offer unique, useful, fun and affordable products to a broad range of customers.”

By 2010, Seto had brought Blooming Boutique to Rehoboth Beach, Bethany Beach and Milford. Her company’s growth granted Seto the opportunity to provide an even larger variety of products to her custom24

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ers, including lines such as Lindsay Phillips shoes, Popcorn Shirts clothing, TrollBeads, Chamilia, Delaware Beach Beads, Donna Sharp handbags, Mud Pie Accessories, and more.

“Blooming Boutique stands apart from peers because we find unique products that are affordable and we provide excellent service,” Seto says.

The essence of Blooming Boutiques can be boiled down to its customer service. Seto’s workforce is made up of 23 part-time employees, many of whom are recent retirees. “Her enthusiasm is contagious,” says Rosann Desmond, a long time employee who has been working for Blooming Boutique since 2006.

“Work isn’t like going to the dentist, you actually enjoy coming here.”

To reward employees for their dedication, a 401k profit sharing program was installed. Seto describes her employees as a “product of the product,” and their enthusiasm rubs off on customers.

Blooming Boutique shows no signs of stopping. On Memorial Day weekend, the Lewes community officially welcomed Seto’s newest store, Treasures, which sells products for the homes. Accent furniture and artwork—often portraying local icons like Dolle’s Candyland, the Rehoboth Boardwalk, and the beach area’s World War II towers—can be found at Treasures.

Seto says the next step for Blooming Boutique involves designing private-label clothing lines and finding new ways to exercise Blooming Boutique’s philosophy of catering to every woman’s fashion needs.

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S u p e r s ta r s i n B u s i n e s s Wi n n e r   -   E m p l oy e e s C at e g o ry

COVER & ROSSITER, P.A.

BY ELLE BORNEMANN

AS ONE OF DELAWARE’S OLDEST and most respected certified public accounting firms, Cover & Rossiter, P.A. boasts an ability to serve a unique cross-section of Delaware businesses, organizations, families, and individuals, as it has for more than 70 years. The firm’s dedication makes it a true Superstar in Business.

Employees at Cover & Rossiter provide clients with a full range of financial services, including accounting, auditing, taxes and financial planning, among many others. The company’s commitment to minimizing tax burdens and providing valuable business advice has kept its many clients—which include the Blood Bank of Delmarva, Longwood Gardens, University of Delaware Research Foundation and Read-Aloud Delaware, to name a few—happy and coming back each year.

In 1939, Clarence Cover opened a branch of his Philadelphia-based firm in Wilmington. Cover & Co. eventually became Cover & Rossiter, P.A. in 1965 with the addition of Paul Rossiter as a partner. Though the times have changed, Cover & Rossiter’s mission to provide clients with individu-

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alized and innovative services to its clients has not strayed.

When the recession of 2008 hit, Delaware business leaders needed a firm that would provide accounting guidance to endure and recover during a financial crisis. Managing Director Geoff Langdon says that in times of economic strife, clients need psychological encouragement more than anything else. “By taking the time to get a client on the phone, telling them that we are there for them and we are going to help them make it through goes a very long way,” says Langdon. “They just need to know that you’re in this with them and that you will stick it out together until the very end.

We want our clients to know that we want them to succeed, because their success means our success,” says Langdon.

Cover & Rossiter guided its clients through the recession, and prevented even a single client from declaring bankruptcy. The firm itself thrived postrecession and opened a second branch in Middletown in August of 2010.

Since 2008, Cover & Rossiter’s net revenue increased 2.9 percent over continued on 28

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S u p e r s ta r s i n B u s i n e s s Wi n n e r (   -    e m p l oy e e s c at e g o ry )

EMORY HILL COMPANIES

BY ELLE BORNEMANN

THE FORMULA AT EMORY HILL Companies allows it to continue to provide quality services while it grows as an enterprise. A 2011 Award of Excellence winner, Emory Hill’s continued evolution as a superior company is no fluke. With the addition of new technological advancements and continued focus on customer service, Emory Hill is a 2012 Superstar in Business.

The company began life as a real estate development company based in Newark, but by 1989 Emory Hill Real Estate Services Inc. had grown into a company that also provided comprehensive construction management, design-build services, commercial brokerage, residential real estate brokerage, property management and maintenance. To date, Emory Hill has built and developed more than 15 million square feet of property with a combined value of well over $600 million.

Emory Hill was founded in 1981 by Robert H. Hill and R. Clayton Emory, with Carmen Facciolo Jr. becoming a partner in 1983. The expansion of the company’s services came as a result of their client’s demands, and

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the resulting growth allowed Emory Hill to become a one-stop real estate resource. In 1997 Emory Hill’s brokerage services division aligned with NAI Global, the world’s largest managed network of real estate providers.

Three distinct reasons allow Emory Hill to stand out from its peers: outstanding client service, leadership by example, and a focus on a team approach and team building efforts. The services Emory Hill provides are client-driven and are developed to meet the particular needs of any financial or real estate area. Client services include strategic planning, portfolio analysis and management, lease audits/lease administration, financial reviews, demographic/regional analysis and IT functions, and more. The company’s leadership strives to make property maintenance hassle-free and less burdensome on clients. “If you give clients the opportunity to be successful, then they will be,” says Facciolo.

Walking through an Emory Hill office building reveals a professional, corporate environment. But these are no corporate robots. Comprised of 79 total continued on 28

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S u p e r s ta r s i n B u s i n e s s Wi n n e r N o n - P ro f i t C at e g o ry

THE BLOOD BANK OF DELMARVA

BY ELLE BORNEMANN

MOST NONPROFIT ORGANIZATIONS ASK for donations in the form of money, clothing, food or time. The Blood Bank of Delmarva simply asks for your blood. For 58 years, the Blood Bank of Delmarva has provided blood products to more than 1.3 million patients, and continues to save lives in the community.

More than 70,000 blood donations are needed each year for about 20,000 patients across the Delmarva Peninsula. Last year, 91,839 people registered to give blood, platelets, and plasma. The Blood Bank of Delmarva, which is headquartered in Newark, continues to provide the blood products to patients in 16 hospitals in the Delmarva Peninsula.

However, there will always be a need for blood. “Blood is not something that we can manufacture—it has to come from a person and their will to give,” says Michael Waite, director of marketing and community relations.

For the Blood Bank of Delmarva, community involvement plays a huge role in the organization’s success. “We are the community. We live and support the community in need and therefore we need the rest of community to help,” says Roy Roper, manager and CEO. To reward the community DELAWARE BUSINESS

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for their involvement, the Blood Bank of Delmarva instituted a unique membership plan that provides blood products to approximately 163,000 member families. The plan promises immediate blood product coverage to a member as well as their dependants in any emergency situation—and reinforces the notion that members and donors are crucial instruments in saving lives. “Our community is our business. If it weren’t for donors, the lights wouldn’t even be on,” Waite says.

Mary Konwinski, manager of community relations, says donors become more active when they see who their donation benefits. “Faces are the key to getting someone to donate. By putting a face to the recipient, it now becomes more personal for the donor and it makes their donation feel more rewarding,” she says.

In 2007, 14-year-old Andrew McDonough became a face for platelet donations at the Blood Bank. Awareness of Andrew’s condition—he suffered from leukemia—soon led to the establishment of the B+ Foundation, which dedicates support to families of children with cancer. Joseph continued on 28 27

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Superstars in Business Cover & Rossiter continued from 25 2009, 10.6 percent over 2010 and 9.3 percent over YTD July 2011. When many organizations were forced to cut back or lay off employees, Cover & Rossiter increased by 6 percent in 2011 and will increase another 6 percent by the end of 2012.

Cover & Rossiter commits fully to its employees, too. In 2012 the firm won The News Journal’s Top Workplaces Award, and a Psychologically Healthy Workplace title from the Delaware Psychological Association in 2010.

Understanding that happy staff members usually means happy clients, Cover & Rossiter employees are encouraged to choose a desired work week that fits around their family obligations.

Staffers at Cover & Rossiter also trace deep community roots, and give back to it every chance they get. In 2012, the staff pledged $50,000 over the next five years to the University of Delaware in memory of their friend and co-worker, Julie Gricol, a former intern with the firm. The Julie G. Gricol ‘08 Memorial Scholarship grants an undergraduate student with the financial ability to study in the University of Delaware’s Lerner College of Business and Economics as an accounting major.

With confidence, honesty, and family values folded into every aspect of the workplace, Cover & Rossiter shows no signs of slowing, and continues to serve Delaware just as it has for more than 70 years.

Emory Hill continued from 26 employees (including five who have logged at least 20 years of company service), the staffers of Emory Hill are the core of the business. Winning the Mid-Atlantic Real Estate Journal’s 2011 Best Place to Work award proves that the work environment at Emory Hill is anything but dull.

Like many companies, Emory Hill was greatly affected by the economic downturn of 2008.

Since then, the company has managed to maintain growth and strives to keep the company relatively small to avoid loss. “This protects us and our employees in case we see another economic crisis,” says Hill. Amidst the economic crisis, Emory Hill was still able to meet client demands for real estate services in the lower Delaware region. In June 2012, Emory Hill opened an office in Lewes to support growing 28

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expansion in Kent and Sussex counties. The new office had already listed 25 properties as of press time, including a few that resulted in lease and sale transactions.

In the past year, Emory Hill has implemented two new programs to reward employees that attract new clients. The “Lead Referral Program” rewards employees for bringing in new business while the “Pinnacle” award is given to the employees who voice new ideas and opinions. Launched following a Pinnacle suggestion, Team Theme Lunches were born to maintain stronger unity and camaraderie between the employees in all departments.

Emory Hill constantly finds new ways to increase customer service. New software and technology advancements have been put into practice within the last year. With the addition of two new state-of-the-art customer service programs called “Workspeed” and “Fleet GPS,” employees are able to regularly communicate with clients and inform them on progress.

“Workspeed,” a web-based system by which tenants and property owners can simultaneously monitor when repairs may be needed in their buildings. If a light bulb goes off in a building, the web system points it out, and then informs the tenants, landlords and Emory Hill’s maintenance team simultaneously. In the “Fleet GPS” response system, technicians in the field are able to respond to service calls and maintenance problems. “It is highly important to stay in contact with our clients,” Hill says. “Customer service is key to running a good business.”

Emory Hill encourages employees to form longlasting relationships with clients and the community at large. Some clients have been with Emory Hill for more than 10 years and include businesses such as the Goodwill of Delaware, WSFS Bank, Chimes of Delaware and Royal Farms.

Emory Hill boasts a long proud history of community contributions, and is led by partners Hill and Facciolo. “Since Bob and Carmen are so involved,” says marketing director Michele Chynoweth, “it encourages everyone else to help their community as well.”

Blood Bank continued from 27 McDonough, Andrew’s father, was recently inducted into the Fenwal Blood Donation Hall of Fame and continues to give blood today.

Young blood proves to be more useful and

versatile for donations and saving lives, so the Blood Bank’s marketing department revamped its approach and began targeting younger donors.

Utilizing social media and creating friendly, competitive blood drives for local high schools, colleges and businesses, proved successful. In 2011, the Blood Bank was witness to and a participant in the Colonial Athletic Association Blood Challenge at the University of Delaware—the largest one-day blood drive in the history of the state. A total of 1,350 individuals registered to give blood at four simultaneous locations. During the 2011 Summer Blood Challenge, blood donations increased by 20 percent, with 8,611 blood donations and 1,691 new Blood Bank members.

Today, employees and volunteers work together to actively contribute working towards one main goal: providing blood and blood products to patients in need. Employees, volunteers and donators are constantly reminded of the help they are providing and the value their donations hold. Roper conducts ongoing “town hall” meetings for staff members that give them a chance to voice their opinions and ideas on development. It allows staffers to feel a connection with upper management, and fosters the idea that they play an important role in the organization.

“We are a team, working towards one common goal- to save lives,” Roper says. The GEM program, which stands for Going the Extra Mile, encourages employees to reward one another when they see another one doing extra work for a patient or product.

In the last 12 months, the Blood Bank has pursued partnerships with other area non-profits, including the American Diabetes Association, American Cancer Society, Leukemia & Lymphoma Society, American Heart Association, CureSearch for Children’s Cancer, and others.

Staff charitable activities supported United Way, Toys for Tots, and Ronald McDonald House.

“With 4 to 5 percent of our population giving the rest of the population blood, the people who are constantly giving are the ones keeping everybody else alive.” Waite says. The Blood Bank includes four permanent blood donation centers in Newark, Wilmington, Dover, and Salisbury, Md., and more than 30 locations are visited by bloodmobiles and accommodate all areas of the community.

“It’s the most personal type of philanthropy that a person can give,” Waite says, “their own blood, a personal part of them.” ■ Novem b e r / Dec em b e r 2012

| DELAWARE BUSINESS

11/2/12 3:40 PM

2012 MARVIN S. GILMAN

SUPERSTARS IN BUSINESS AWARDS

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Novem b e r / Dec em b e r 2012

| DELAWARE BUSINESS

10/25/12 12:06 PM

Guide to Technology Mike Bowman has transformed the Delaware Technology Park into an incubator for promising science and tech companies. PHOTOS BY DICK DUBROFF/FINAL FOCUS PHOTOGRAPHY

Tech On Deck Mike Bowman and the Delaware Technology Park drive the next wave of innovation BY LARRY NAGENGAST AS CORPORATE CAREERS GO, Mike Bowman had a pretty good one.

Starting fresh out of college with a bachelor’s degree in chemical engineering, Bowman got to know the DuPont Co. inside out. After spending 30 years in a variety of research, marketing and manufacturing assignments, he wrapped it up in 1996 as vice president and general manager for advanced materials and systems, a billion-dollar global business with 2,500 employees whose headquarters Bowman had decided four years earlier to place in the brand new Delaware Technology Park in Newark.

For many executives, that would be enough. For Bowman, it was time DELAWARE BUSINESS

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to launch a second career, one that would make him a magnet at the center of dozens, perhaps hundreds, of advances in science and technology in Delaware.

From 1996 to 1998, Bowman dabbled in a new venture, one that would have taken him to Arizona. But the technology park’s board of directors, which he had been chairing, persuaded him to take on a new role as the park’s president.

When he stepped in, the park had one building, the one that had originally housed DuPont’s advanced materials and systems business, which had become a casualty of the company’s reprioritizing in the mid-1990s.

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Guide to Technology Bowman promptly turned that building into an incubator for promising science and technology companies. They grew and grew, and so did the technology park.

Today the park is home to 54 businesses with nearly 1,000 employees in its five buildings, not to mention another 30 or so that have grown up, moved out and are enjoying continued success throughout the region. The park’s impact on the regional economy amounts to about $100 million a year, and since 1998 it has directly or indirectly accounted for the creation of about 16,000 new jobs, Bowman says.

As Bowman tells it, the park is successful because its pieces are so well put together—the “perfect triangle” of collaboration among the University of Delaware, the state and the private sector, and the easy access the fledgling businesses have to everything from wet labs and conference rooms to UD interns, business development consultants, accountants and marketing professionals.

As others tell it, the park is successful because of Bowman.

“Mike is a magnet for anyone who is growing in the biosciences industry,” says Bob Dayton, a former Delaware Economic Development Office manager who is now executive director of the Delaware Bioscience Association, a not-for-profit trade group based in the park.

“People in technology companies [in Delaware], in any number of areas, come to Mike for counsel,” Dayton says. “If they don’t go to him directly, they go to somebody else, and then Mike gets roped into it.”

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“He has a nose for opportunities,” adds David S.Weir, director of the university’s Office of Economic Innovation and Partnerships and founding director of the Delaware Biotechnology Institute (DBI), which occupies one of the park’s five buildings.

“His connectivity with people and events throughout the state and the region is mind-boggling,” Weir says. “He is the consummate networker, pollinator and team player.”

Bowman’s network “ranges from engineers looking for a job to the CEOs and chairmen of the largest companies,” Dayton says. “He’s connected to executives at the highest level and is working with guys who have ideas, who want to start something and don’t know where to go.”

Weir calls Bowman “a model mentor.”

That, Bowman insists, is because new businesses need a lot of advice, and scientists, especially those who grew up in another country or have spent most of their lives on a university campus, don’t necessarily know how to turn a good idea into a profitable one.

“It’s a lot of free consulting—how to get going, where things are around Delaware, and how it works,” he says.

And, Bowman adds, the support is ongoing, even after a business has left the park. “There’s not just one meeting. If you’re here, it’s sort of for life.”

Bowman, Dayton says, “works the spectrum from all angles.”

In working the spectrum, Bowman has built a technology park whose tenants focus on four key areas: life sciences, advanced materials, information technology and renewable energy.

Two of the park’s most notable success stories, Bowman says, are QPSUSA, originally Quest Pharmaceutical Services, a DuPont Co. spinoff founded in 1996, and the Fraunhofer Center for Molecular Biotechnology, which incubated at DBI and how has its own building in the park. Both are contract research organizations (CROs) for the pharmaceutical industry, performing lab and clinical testing and providing a variety of other May / Jun e 2012

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11/6/12 12:44 PM

Guide to Technology services to help pharmaceutical manufacturers bring new products through research, development and regulatory approval.

QPS-USA started with three employees and has grown to 930, as of the end of August, said Ben Hsu, the company’s chief financial officer. The company now has two labs in the park, another in Delaware, one in Missouri, and others in the Netherlands, Taiwan and India, Hsu said. In addition, QPS recently acquired another life sciences business in Austria, he said.

QPS started in the park, moved out, moved back in and has changed office areas several times to accommodate its growth. “Mike has been very helpful in accommodating our needs in space, facilities and infrastructure.

His team always tries to solve the hurdles small businesses face,” Hsu said.

Fraunhofer, among other things, develops vaccines used in the prevention and treatment of avian flu, malaria and anthrax. The company has also received government grants to develop reagents to combat biological warfare threats. .

In addition to nurturing successful ventures at the park, Dayton said Bowman was instrumental in the state’s successful courting of two significant businesses, Air Liquide and Incyte, although neither was a candidate for location at the technology park.

Air Liquide, a multibillion-dollar French company that supplies specialty gases for the pharmaceutical and chemical industries, opened its Delaware Research and Technology Center in 2007 in Glasgow. Incyte, which is developing small molecule drugs for treatment of cancer and other serious medical needs, started in California, came to Delaware and eventually made its headquarters at the DuPont Experimental Station. “If not for

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Mike and DuPont, Incyte would have been a Pennsylvania company,” Dayton said.

Bowman, 71, isn’t expecting to retire anytime soon. “My bandwidth is another five years or so,” he says.

One of his remaining goals is to develop a “tighter organization” for the state’s entrepreneurial technology ecosystem, a web of alliances that includes, among others, UD and its multiple research and business development units, Delaware State University, Delaware Technical Community College, the chambers of commerce, the Delaware Bioscience Association, and First State Innovation, a nonprofit that aims to locate sources of seed money for early-stage businesses.

Bowman’s “personal mission” also includes filling out the technology park with construction of one more building and establishing a solid connection with the university’s STAR (Science, Technology and Advanced Research) campus on the site of the former Chrysler automotive plant.

“That’s a very exciting process for us. We look at ourselves as a feeder,” he explains, nurturing new ventures until they become large enough to move to the new campus and identifying established businesses that might find a new home there. “If they’re the major leagues and we’re the farm team, we’ll help to scout and develop the talent,” he says.

Looking ahead, and looking out for others, is typical Bowman, Dayton says.

“He has the knowledge and the passion like no one else I’ve ever known,” he says. “He consumes himself with helping other people, and moving technology forward.” ■

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| DELAWARE BUSINESS

10/25/12 12:06 PM

Guide to Real Estate

Brighter Horizons

Battered and Bruised, the Delaware Housing Market Eyes a Comeback BY EILEEN SMITH DALLABRIDA

AS BOB WEIR SURVEYS the housing market, he sees dark clouds lingering on the horizon—with a bit of sunshine peeking through the gloom.

“The mood of the working real estate agent in New Castle County is a bit more hopeful because prices are starting to stabilize,” he says. “But there is still frustration because there are so many variables no one has any control over.”

Weir is CEO of the New Castle County Board of Realtors. At the height of the housing boom in 2005, there were 2,700 licensed members. Today, there are 1,700.

The brokers and agents who are still in the game are the pros, a mix of seasoned veterans and dedicated newcomers, many of whom are establishing new careers in real estate after being downsized from corporate positions.

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“At the top of the market, a lot of people were simply order takers instead of serving their clients,” Weir says. “The people who are succeeding in real estate today are working hard to promote their clients’ interests.”

One potential speed bump to recovery is a proposal to eliminate Americans’ cherished tax deduction for mortgage interest. So far, the movement has not gained momentum and Weir hopes it never does.

“As a country, we have supported homeownership for a long time,” he says. “We don’t even want to talk about the elimination of the mortgage interest deduction.”

Weir sees movement in sales on both ends of the spectrum, the high end as well as the low end.

Over all, single-family home sales in August were up 14.9 percent in 35

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Guide to Real Estate “Buyers have a lot of choices. The home that sells needs to be a shiny penny, the best-looking property in the price range.”

New Castle County, 15.1 percent in Kent and 32.9 percent in Sussex, compared to the same month last year.

Still, getting a good price remains a challenge for sellers. In New Castle County, the average home price is $222,144, a tick up from $220,088 in 2011.

But the median price continues to decline, notes Harry Wooding of Re/ MAX of Wilmington. In 2011, the median in New Castle County was $205,000; in 2012 to date, it’s $189,000.

The hottest bracket is for homes priced from $175,000-$225,000, he says.

Wooding attributes the decline to foreclosures that continue to keep the inventory of properties high. Middletown and some areas of Wilmington are especially hard hit. Statewide, foreclosures tripled in two years, vaulting from a steady average of about 2,000 properties a year to 6,000 homes a year in 2010 and 2011.

“Buyers have a lot of choices,” he says. “The home that sells needs to be a shiny penny, the best-looking property in the price range.”

Currently, there are 2,443 homes listed for sale in New Castle County, a six-month supply. The average length of time on the market is 107 days.

Not all properties sell. At least 400 homes went off the market in the county during the past 12 months for a variety of reasons. In some cases, the sellers decided to stay put rather than take a hit on the sales price.

Others opted to rent their homes.

Still, becoming a landlord is often more hassle than it’s worth.

“Unless you are prepared to be a landlord, it’s probably not a great idea,” Wooding says. “You could get a tenant who is great—or a tenant who is not good at all.”

In Sussex County, buyers are looking for second homes as well as primary residences, including homes for well-heeled retirees from New Jersey and Maryland, says Justin Healy, broker at Ocean Atlantic Sotheby’s International Realty in Rehoboth Beach.

“Sales are going very well in terms of the volume of transactions,” he

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says. “The problem is prices are down.”

That is because the majority of buyers are focused on the lower end of the market. Of sales to date in coastal Delaware, 49 percent of sales were under $300,000. That’s a sharp contrast to the crest of the housing boom in 2006, when only 28 percent of sales were under $300,000.

Conversely, the high end is stagnant. In Rehoboth, for example, the inventory of homes priced at more than $1 million is large enough to last three years, while there is a six-month supply of properties in the under$300,000 pool. Sales of homes priced at more than $900,000 are a thin 5-percent slice of the pie; in 2006, sales in that bracket represented 13 percent of the market.

Healy attributes the trend to a profound psychological shift in the mindset of buyers.

“They want luxury—granite counter tops and hardwood floors—but they aren’t competing with the Joneses in terms of square footage any more,” he says. “People are very interested in energy efficiency. They don’t want a lot of maintenance.”

This year, sales of condominiums and townhomes are up 40 percent in resort communities. Because that part of the market is more competitive, prices have not been dinged as hard. The average condo or townhouse in the coastal market is selling at $313,107 in 2012, a 2 percent dip from 2011.

For single-family residences, the average price is $430,328, 13 percent less than in 2011. The volume of sales is up 19 percent.

Even in the sweet spot, homes are taking longer to sell. The average time on the market for homes priced at less than $300,000 is 194 days. For homes priced at $900,000 or more, it’s 304 days.

Still, Healy detects growing power among power sellers, who have been on the ropes for more than five years. “Sellers are getting the word that the market is improving and are less willing to negotiate,” he says.

Across Delaware, there’s a bright note for agents intent on showing homes to their best advantage. It is easier these days to get sellers on board in making their properties attractive to buyers.

That means putting away family photos. After all, you want the buyers to imagine themselves in the home. Ditto for extensive collections that might make the property appear cluttered.

“They are all watching HGTV,” says Carole Kisner of PattersonSchwartz in Dover. “We actually had sellers who had already packed up a huge collection of china and crystal and were storing it because they knew the house would show better without it.”

That also goes for painting walls in neutral colors, washing windows, oiling squeaky hinges and manicuring the landscaping.

Why are these strategies important? Because they work, she says. Kisner points to a lovely four-bedroom, two and a half bath home just north of Magnolia. The house was clean as a whistle, impeccably staged and priced to sell at $250,000.

The result: a quick sale. The seller received two qualified offers in eight days.

Novem b e r / Dec em b e r 2012

| DELAWARE BUSINESS

10/25/12 12:06 PM

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Guide to Real Estate Connecting prospective buyers with programs that can make home ownership affordable is important, too. Kisner is always on the alert for incentives offered by both lenders and government.

The Delaware State Housing Authority offers a variety of programs, including low-interest loans for firsttime buyers. Income restrictions apply, depending on location and family size. There are added incentives for buyers who purchase properties in areas that are targeted because of social and economic challenges.

Interest rates are tantalizingly low, dipping under 4 percent for a 30-year, fixed-rate mortgage. But credit remains tight.

Borrowers are expected to produce lots of documentation, ticking the boxes on an extensive checklist presented by the lender. “Banks are still strict in making certain buyers can prove they can afford a home,â€? Kisner says. “I tell buyers to bring every scrap of paper they can lay hands on, including tax returns, when they meet with a lending officer.â€? â–

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Novem b e r / Dec em b e r 2012

| DELAWARE BUSINESS

10/25/12 12:06 PM

Guide to Banking

2012

Guide to

Banking The Delaware State Chamber of Commerce counts many fine banking institutions among its member companies. For more information, visit www.dscc.com COMPILED BY EVAN GAMBLE Artisans’ Bank Contact: Mr. Stephen Nelson Phone: (302) 658-6881 Fax: (302) 654-0559 www.artisansbank.com Red Clay Center at Little Falls 2961 Centerville Road, Wilmington Founded in 1861, Artisans’ Bank has grown to 12 branches across Delaware to help meet the financial needs of working men and women, retirees, students, small businesses, developers and craftspeople.

Bank of America Contact: Mr. Chip Rossi Phone: (800) 441-7048 Fax: (302) 432-0264 www.bankofamerica.com 11th & King streets, Wilmington Bank of America Corporation is a bank holding company, and a financial holding company. Bank of America also serves as a financial institution, serving individual consumers, small and middle market businesses, corporations and governments with a range of banking, investing, asset management and other financial and risk management products and services. They have three branches dealing with Home Loans in Delaware.

The Bank of Delmarva Contact: Mr. Paul Mylander Phone: (302) 226-8900 Fax: (302) 645-0846 Email: paul@bankofdelmarva.com DELAWARE BUSINESS

DSCC_NovDec12.indd A41

www.bankofdelmarva.com 910 Norman Eskridge Highway, Seaford Bank of Delmarva offers personal and commercial banking services.

The bank was founded in 1896 and is based in Seaford, Delaware.

Bank of Delmarva operates as a subsidiary of Delmar Bancorp.

Barclays Bank Delaware Contact: Mr. Clinton Walker Phone: (302) 255-8001 Fax: (302) 255-8277 Email: cwalker@barclaycardus.com www.barclays.com 100 S. West Street Wilmington Spending money is a rewarding experience for holders of Barclays Bank Delaware cards. With cobranded credit cards from Barclays Bank Delaware customers accumulate points that can be redeemed for air travel, hotel stays, and other perks. The company was founded as Juniper Financial in 2000; it became a part of Barclays in 2004.

Bryn Mawr Trust Company of Delaware Contact: Ms. Karen A. Fahrner Phone: (302) 798-1790 www.bmtc.com 20 Montchanin Road, Suite 100, Greenville Since 1889, the professionals at Bryn Mawr Trust have focused on helping individuals, families, businesses and organizations create, manage, preserve and transfer wealth.

| Nove m be r/ De ce m be r 2012

CITI Contact: Ms. Terri Hasson Phone: (800) 285-3000 www.citi.com 1000 North West Street – 5th Floor Wilmington With 200 years of experience meeting the world’s toughest challenges and seizing its greatest opportunities, Citi strives to create the best outcomes for our clients and customers with financial solutions that are simple, creative and responsible. It is an institution connecting over 1,000 cities, 160 countries and millions of people.

Fax: (302) 658-7219 Email: ctc@comtrst.com www.comtrst.com 29 Bancroft Mills Road, Wilmington CTC provides unparalleled Delaware directed trustee services to clients as part of a highly specialized and responsive team of trust advisers. Its commitment to delivering client-focused administrative services allows the other fiduciaries serving the client to do what they do best, resulting in a superior experience for mutual clients.

Community Bank Delaware Citizens Bank Contact: Mr. Theodore Prushinski Phone: (302) 421-3568 Fax: (302) 421-2223 Michele.morris@citizensbank.com www.citizensbank.com 1308 Centerville Road, Wilmington Citizens Financial Group, Inc. is a $132 billion commercial bank holding company. It is headquartered in Providence, RI, and through its subsidiaries has more than 1,500 branches, approximately 3,900 ATMs and more than 20,900 employees.

It operates its branch network in 12 states and has non-branch retail and commercial offices in about 40 states. Citizens Bank has 25 locations operating in Delaware.

Commonwealth Trust Company Contact: Mr. Peter Horty Phone: (302) 658-7214

Contact: Ms. Lynda Messick Phone: (302) 348-8600 Fax: (302)348-8610 Email: Lynda.Messick@ CommunityBankDelaware.com www.communitybankdelaware.com 16982 Kings Highway, Lewes Community Bank Delaware offers personal and commercial banking services. The bank was founded in 2006 and is based in Lewes.

County Bank Contact: Mr. Harold Slatcher Phone: (302) 226-9800 Fax: (302) 226-9114 www.countybankdel.com 19927 Shuttle Road, Rehoboth Beach Since its inception in 1990, County Bank’s primary mission has been to serve the banking needs of southern Delaware, and this continues to be the driving force behind the bank 41

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Guide to Banking Risk Control

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today. High quality customer service is the true mission of the bank.

County Bank has nine branches currently operating in Delaware.

Phone: (302) 378-4575 Fax: (302) 378-6938 Email: vbuckley@fultonbank.com www.fultonbank.com 468 W. Main Street, Middletown

Delaware Community Investment Corporation

Fulton Bank has been providing strength and support to its communities since 1882. As one of the leading financial institutions in the region, it provides consumer retail and business customers with the best in banking services and products, investment management and trust services. The full-service commercial bank operates 116 offices and 133 ATMs. Fulton Bank currently has 14 branches open in Delaware.

Contact: Mr. James Peffley Phone: (302) 655-1420 Fax: (302) 655-1419 Email: jpeffleydcic@comcast.net www.dcicnet.org Two Mill Road, Suite 102, Wilmington The Delaware Community Investment Corporation (DCIC) serves as a vehicle for community revitalization through the financing of, and investment in housing and related activities designed to address the needs of low and moderate income people and areas in Delaware.

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First Bank of Delaware Contact: Mr. Elliott Canning Phone: (302) 529-5984 Fax: (302) 529-5987 www.fbdel.com 1000 Rocky Run Parkway, Wilmington,

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First Bank of Delaware is a full-service, state-chartered bank dedicated to serving the needs of individuals, businesses, and families throughout the state of Delaware. It offers competitively priced products and services you need to reach your goals.

Fulton Bank, Delaware National Division

The Glenmede Trust Company, NA Contact: Mr. Geoffrey Rogers Phone: (302) 661-2900 Fax: (302) 661-4550 Email: geoff_rogers@glenmede.com www.glenmede.com 1201 N. Market St., Suite 1501, Wilmington Glenmede is an independent investment and wealth management firm with offices in Philadelphia, New York, Wilmington, Morristown, Princeton and Cleveland. Glenmede is small enough to provide highly personalized service and yet, with over $20 billion in assets under management, large enough to provide access to a wide range of asset classes and worldclass financial advice.

ING Direct Contact: Ms. Cathy MacFarlane Phone: (302) 658-2200 Fax: (302) 255-3980 www.ingdirect.com 1 South Orange Street, Wilmington ING Direct a branchless direct bank with operations in Australia, Austria, Canada, France, Germany, Italy, Spain, the United Kingdom and the United States. It offers services over the web, phone, ATM or by mail. The service currently focuses on simple interest-bearing savings accounts for retail customers.

JPMorgan Chase Contact: Ms. Helen Stewart Phone: (302) 634-1000 Email: helen.m.stewart@chase.com www.jpmorganchase.com 500 Stanton Christiana Rd 2/CS Newark J.P. Morgan Chase & Co. is a leading global financial services firm with

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assets of $2 trillion and operations in more than 60 countries. The firm is a leader in investment banking, financial services for consumers, small business and commercial banking, financial transaction processing, asset management, and private equity.

M & T Bank Contact: Mr. Mark Hutton Phone: (302) 255-4972 Fax: (302) 661-2266 Email: mhutton@mandtbank.com www.mandtbank.com 1220 N. Market Street., Ste. 202, Wilmington Established in 1856 as Manufacturers and Traders Bank, M&T Bank Corporation is one of the 20 largest U.S.-headquartered commercial bank holding companies, with current assets of $79 billion (as of June 1, 2011) and over 700 branches, free account access at more than 2,000 M&T Bank ATMs and nearly 13,000 employees. M & T Bank currently has 48 branches operating in Delaware.

Swift Capital Contact: Mr. Greg Buckley Phone: (302) 374-7000 Fax: (302) 792-7903 Email: laura.rossi@swiftfinancial.com www.swiftfinancial.com 501 Carr Road, Suite 301, Wilmington Founded in 2006 by banking veterans from the nation’s largest banks, Swift Capital provides fair and transparent working capital solutions for those who don’t want the hassle of and red tape of applying for a bank loan.

TD Bank Contact: Mr. Michael MacFarland Phone: (302) 683-6818 Fax: (302) 455-0358 Email: Michael.macfarland@td.com www.tdbank.com 2035 Limestone Road, Wilmington TD Bank, America’s Most Convenient Bank, is one of the 10 largest banks in the U.S., and provides customers with a full range of financial products and services at thousands of convenient locations and ATMs from Maine to Florida. TD Bank currently has 13 branches open in Delaware.

Midcoast Community Bank Contact: Mr. Brian Bailey Phone: (302) 353-1164 Email: bbailey@midcoastbank online.com www.midcoastbankonline.com 5161 West Woodmill Drive, Suite 15, Wilmington In March of 2007, a group of community-oriented business leaders and commercial bankers joined together to build a community bank dedicated to serving their own local communities. Since its inception, this combination of personal service, competitive products, and local decisions has been well received.

PNC Bank Contact: Mr. Nicholas M. Marsini Jr. Phone: (877) 762-2000 www.pnc.com 222 Delaware Avenue, Wilmington PNC offers a wide range of services for customers, from individuals and small businesses, to corporations and government entities. No matter how simple or complicated the need, PNC has the products, knowledge and resources necessary for financial success. PNC Bank currently has 43 branches open in Delaware.

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Westside Community Bank Contact: Donald Dalton Phone: (253) 565-9737 Fax: (253) 565-9705 www.westsidecommunitybank.com 4922 Bridgeport Way, West University Place, WA 98467

CERTIFIED PUBLIC ACCOUNTANTS & ADVISORS

Westside Community Bank provides superior online banking security, and does everything it can to provide good old-fashioned banking with people in mind.

WSFS Bank Phone: (302) 571-7080 Fax: (302) 571-7081 www.wsfsbank.com 500 Delaware Avenue, Wilmington WSFS Bank is the seventh oldest, continuously-operating bank in the United States. A permanent fixture in this community, the bank is a service-oriented, locallymanaged, community banking institution. WSFS has underwritten many homes in the Delaware Valley, advanced local businesses with a wide range of banking services and continues to implement innovative tactics to streamline personal and business banking. There are currently 33 branches in Delaware. ■

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"EWBODJOH 5SBEJUJPO TJODF 0ROVIDING COMPLETE 4AX !UDIT AND !CCOUNTING 3ERVICES IN THE $ELAWARE 6ALLEY FOR UÑÑ ` ä `Þ> ÈÑ> `Ñ > iÈÑ UÑÑ- > Ñ ÞÈ iÈÈiÈ ÑÑÑÑÑUÑÑ Å° Å>Ó ÈÑ UÑÑ °Å xÓÑ"Å > ë>Ó È

&IND OUT HOW WE CAN PUT OUR EXPERIENCE TO WORK FOR YOU Wilmington Office: 62 Rockford Road s Suite 200 s Wilmington, DE 19806 Middletown Office: Bunker Hill Professional Centre II 102 Sleepy Hollow Drive s Suite 201 s Middletown, DE 19709

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What can a pharmaceutical company do to help people afford their medicines?

What are the AstraZeneca AZ&Me Prescription Savings Programs?

Programs that provide AstraZeneca medicines at no cost to qualifying people with no prescription drug coverage or Medicare Part D enrollees who experience difficulty affording them.

Who is AstraZeneca?

AstraZeneca is a pharmaceutical company that makes brand-name prescription medicines and has offered prescription savings programs for over 30 years.

The AZ&Me Prescription Savings Programs have over 20 AstraZeneca medicines available in the program. To learn more about the program or see a complete list of available medicines please scan the tag below or visit www.azandme.com

Call. Ask. Enroll.

1-800-AZandMe (1-800-292-6363) or AZandMe.com Full Prescribing Information is available at www.astrazeneca-us.com, or by calling AstraZeneca at 1-800-236-9933.

You are encouraged to report negative side effects of prescription drugs to the FDA. Visit www.FDA.gov/medwatch, or call 1-800-FDA-1088.

AZ&Me is a trademark of the AstraZeneca group of companies. Š2012 AstraZeneca Pharmaceuticals LP. All rights reserved. 1576703 12/11

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Newsbites Philadelphia Phillies, Comcast Business Services Team Up

Salvation Army Majors Philip and Connie DeMichael Announce Retirement

Comcast Corporation, one of the nation’s leading providers of information and communications products and services, announced that The Philadelphia Phillies have selected Comcast Business Class Ethernet services to upgrade their network connectivity at 43,647-seat Citizens Bank Park. As the oldest continuous, one-name, one-city franchise in all of professional sports, The Phillies will now be fully outfitted with the latest in reliable, scalable highspeed Internet connectivity to enhance the operational efficiency and overall ballpark experience for staff, guests and members of the media alike.

Citizens Bank Park is outfitted with two separate Ethernet Dedicated Internet lines from Comcast, one to connect all office personnel to the team’s internal computer network and the other

In June 2012, Majors Philip and Connie DeMichael entered retirement after serving as Salvation Army officers and ordained ministers since 1966. Their last appointment was as Delaware Regional Coordinators. The DeMichaels led us through the successful renovation of our Booth Emergency Housing Residence for women and children, and began The Salvation Army Angel Tree in Delaware which grew into a fabulous program supported by our community to provide toys, clothing and other gifts to Majors Philip and Connie DeMichael thousands of children whose families came to The Salvation Army for help.

Majors Tim and Jan Duperree were introduced as the new Delaware State Coordinators. Both are graduates of The Salvation Army School for Officer Training in Suffern, NY, and Certified Grief Counselors through Booth University College in Winnipeg, Manitoba. They also hold other certifications that better equip them for service in God’s Army.

Highlights of their officership have included the opening of a new corps in Riverhead, Long Island, NY, ministry during the TWA Flight 800 Disaster and during the September 11, 2001 attacks in New York, and the construction of the new Pittsburgh Temple Worship & Service Center in Pittsburgh. They are delighted with their new appointment as the Delaware State Coordinators, especially since they’ve vacationed at Rehoboth Beach on numerous occasions during the past 25 years.

for the stadium’s guest media network, which is used by reporters, broadcasters, photographers, TV trucks, and production companies. During the off-season, the network is used by trade show planners, concert organizers, and sporting event coordinators. For example, the ballpark was the host of this year’s NHL Winter Classic and was able to utilize much of the existing infrastructure to improve its internal communications prior to and during the game.

In addition, The Phillies are using Comcast Ethernet services for all Internet-based content that enters the ballpark, including its right field outof-town scoreboard and its left field Hi-Definition video board. Concession stand retailers take advantage of the

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faster speeds and greater bandwidth that is provided by the stadium through Comcast, which helps expedite credit card order processing to enhance the experience of all guests.

Padua Academy Named One of America’s Top 50 Catholic High Schools Padua Academy has been named one of America’s Top 50 Catholic high schools. The award was announced by The Cardinal Newman Society, which

recognized Padua as a top school in the United States for excellence in Catholic identity, academics, and civic education. Padua is the only Delaware school to receive this honor and will be included on the 2012-2013 National Catholic High School Honor Roll.

Padua’s Head of School Cindy Hayes Mann said that being named among the nation’s Top 50 Catholic high schools is a great honor. “I applaud our teachers, staff, students, and parents for their hard work and commitment to the transformational

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the 143 students in the graduating class has been rewarded by a more than 10% of 2012 were awarded more than $13.7 increase in enrollment over a three-year million in academic and athletic scholarperiod--and this during a period when ships to colleges and universities across many Catholic schools are sadly closing the country. or restructuring.”

Padua Academy has 615 students from Delaware, Morris Nichols’ New Jersey, Pennsylvania, Haskins Appointed and Maryland. The curVice-chair to ABA riculum includes honors classes in every subject, as Secured Lending well as fourteen Advanced Subcommittee Placement courses. In recent years, course offerings have Tarik Haskins, Partner in expanded to include new elecMorris Nichols’ Delaware Tarik Haskins tives in Engineering, Business Commercial Law Counseling Leadership, Multimedia Journalism, Group, has been appointed to a Broadcasting, and cutting edge technol- three-year term as vice chair of the ogy courses including Cyber Security.

Secured Lending Subcommittee of the Padua consistently achieves a 100 Commercial Finance Committee of the percent college acceptance rate, and American Bar Association’s Business Law Section, effective August 1, 2012.

The mission of the Secured Lending Bank of America Opens New Fox Run Banking Center, Subcommittee is to provide a forum for discussion of legal issues related Grants $50K to Boys & Girls Clubs of Delaware to security interests in personal property in a variety of financing arrangeBank of America in September ments, from traditional asset-based announced the official opening of a new loans and factoring arrangements to banking center at 230 Fox Hunt Drive securitizations and more exotic forms in Bear. During the ceremony, the Boys of receivables sales and financings, & Girls Clubs of Delaware received a whether under UCC Article 9, com$50,000 grant to support their efforts. mon law, international conventions, The full-service banking center feaor otherwise. The subcommittee weltures four teller stations and a 24-hour comes discussion relating to collateral ATM inside the building. The banking of all types. center is designed to be efficient, funcTarik’s practice covers a wide range tional and accessible, with plenty of of commercial transactions includroom for parking. ing mergers and acquisitions, joint U.S Sen. Tom Carper addressed ventures, loan agreements and busiattendees during the official grand ness counseling. He also focuses on opening, and Bank of America organizational and operational issues Delaware market president Chip Rossi related to limited liability companies, presented a $50,000 grant to the Boys limited partnerships and statutory & Girls Clubs of Delaware. Accepting trusts, and is involved in the preparaon behalf of the Boys & Girls Clubs tion of third party legal opinions in of Delaware were board chair Martha connection with a wide range of transCarper and president/CEO George actional matters.

Krupanski. education that Padua provides for young women.”

Although nearly 1,300 Catholic high schools were invited to apply, only the top 50 receive recognition on the Honor Roll for excellence in Catholic education. With the many education choices available to families, “the Honor Roll has been a helpful tool for administrators, families, and benefactors in recognizing the quality of a Catholic high school,” said Patrick J. Reilly, President of The Cardinal Newman Society.

Board member Jeffrey Nelson, Executive Vice President for the Intercollegiate Studies Institute, said Padua’s growing enrollment is evidence of how worthy the school is of such recognition. “Padua Academy is an educational treasure. Padua’s commitment to the highest quality academic experience

DELAWARE BUSINESS

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Calendar of Events NOVEMBER 14

137 Christiana Mall, Newark

Location: DSCC Board Room

14th Annual Superstars in Business Luncheon

For more information, contact Kelly

For more information, contact Katie Dunn

Wetzel at (302) 576-6586 or kwetzel@

at (302) 576-6578 or kdunn@dscc.com

11:30 a.m. – 2:00 p.m.

dscc.com

DECEMBER 13

Location: Hotel DuPont Gold Ballroom For more information, contact Katie Dunn

DECEMBER 5

at (302) 576-6578) or kdunn@dscc.com

Small Business Alliance Workshop

Chamber Leadership Series with JJ Davis

7:30 a.m. – 9:00 a.m.

7:30 a.m. – 9:15 a.m.

NOVEMBER 20, 2012

DSCC Boardroom

Location: University & Whist Club

Networking Breakfast at DelTech’s Innovation & Technology Center

Priscilla Turgon, Professional Staffing

805 N. Broom Street, Wilmington

Associates, Inc.: “Work Personalities”

For more information, contact Kelly Wetzel at (302) 576-6586 or kwetzel@

7:30-9:00 a.m.

Location: 97 Parkway Circle, (Churchman’s

DECEMBER 6

Center) New Castle, DE 19720

Taste of Delaware

Pre-registration required

5:00 p.m. – 8:00 p.m.

DECEMBER 19

For more information, contact

Location: Kennedy Caucus Room, Russell

Benefits and Services Committee

Kelly Wetzel at (302) 576-6586 or

Senate Office Building, Washington D.C.

9:00 a.m. – 10:00 a.m.

kwetzel@dscc.com

For more information, contact Greg Gross

Location: Chairman’s Room, DSCC 1201

(302) 576-6568 or ggross@dscc.com

N. Orange St

DECEMBER 4

dscc.com

For more information, contact Katie Dunn

Holiday Networking Breakfast

DECEMBER 11

8:30 a.m. – 10:00 a.m.

Women in Business Forum

Location: Microsoft Store

9:00 a.m. – 10:00 a.m.

at (302) 576-6578 or kdunn@dscc.com.

DELAWARE’S DIGITAL AND PRINT LEADER Let us help you grow your business.

To advertise contact: Eric Mayberry, VP/Advertising (302) 324-2631 or e-mail emayberry@delawareonline.com

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DEMEP Profile

Delmaco repositions equipment on the way to improved efficiency

BY EILEEN SMITH DALLABRIDA

DELMACO MANUFACTURING INC. makes industrialstrength reels, essentially coiled spring steel lengths housed inside a round cup with a cable wrapped around it, much like a fishing line and reel.

Commercial applications include static discharge grounding reels used to bond aircraft with support fueling equipment. Specialized reels also ground defense missiles during the manufacturing process and keep elevator doors closed between floors, among other uses.

Located in Georgetown, Delmaco is a privately held corporation, founded in 1983. Delmaco is an affiliate of John Evans’ Sons of Lansdale, Pa., established in 1850, the oldest spring maker in the United States.

In Delaware, Delmaco had been housed in the same building for 25 years without rethinking the space.

“Every time we added a new piece of equipment or a new line, we just sort of fit it in,” says Mike Bender, facilities manager.

That changed in 2010 when a howling blizzard took the building down to the ground. For 10 months, the company operated out of temporary quarters before moving into a reconstructed plant with a warehouse annex.

Starting fresh gave Delmaco an opportunity to reposition equipment in a new, more efficient layout.

“We wanted to take our organization to the next level,” Bender says. “So when we moved in we made a deliberate and planned effort to set up a configuration that was logical and effective.”

Both management and workers were impressed with the positive impact.

To keep the momentum going, Bender attended a workshop on the principles of lean manufacturing presented by the Delaware Manufacturing Extension Partnership.

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DEMEP, as part of Delaware Technical Community College, is devoted to helping Delaware’s manufacturers and small businesses. While DEMEP is housed at the Stanton Campus, services are available on a state-wide basis. DEMEP is accredited by the National Institute for Standards and Technology.

“I was inspired and excited by the opportunity to be even more efficient,” he recalls. “We had made improvements but there was still a lot more to learn.”

Like many businesses, Delmaco has been challenged by a protracted soft economy. Frank Davey, co-owner of Delmaco, says working with DEMEP is an investment in the future.

“When the economy does improve, we have the capability to ramp up 50-75 percent in a week or two because of all the new efficiencies we have put in place,” he says.

One significant improvement is in the production of static discharge reels. Instead of producing reels in batches, work now flows in a continuous line, a process that has reduced production time by 25 percent.

“We were picking up the parts 10 times as we put them together,” Davey says. “The number of times we handle a part has now been cut in half.”

Delmaco obtained a grant from the Delaware Economic Development Office to train all 12 employees in the plant in 5-S techniques.

Originally developed in Japan, 5-S focuses on effective organization and standardized procedures to simplify the work environment, reduce waste and activities that don’t add value to the bottom line, while increasing quality efficiency and safety. The 5-S principles translate to: Sort, Set in Order, Shine, Standardize, and Sustain.

Novem b e r / Dec em b e r 2012

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10/25/12 12:07 PM

DEMEP field agents meticulously mapped steps taken by workers during the manufacturing process to identify opportunities to squeeze wasted movement out of the value stream. They also looked for ways to make the workflow more intuitive by translating the information stored in individual workers’ brains into standardized work, visual controls, and signage everyone could understand.

“Workers were operating on tribal knowledge,” says Jim Jones, field agent. “There were no visuals to tell people how to do something or where to place something.”

Visual guides are helpful, but they need not be expensive or complicated. Now, there are stripes on the floor delineating safe walkways.

Directional arrows take the guesswork out of which way to turn. Shipping lanes are marked to show workers where finished products should go.

Arbors—the parts at the center of spring reels—are separated by size and stored in clearly labeled bins.

“That has virtually eliminated those rare times in which someone would use the wrong arbor,” Bender says.

Hand tools are stowed on pegboards at each individual work station, with the shape of each tool clearly outlined. No more wasted time trying to figure out where to find the pliers.

“At the end of the day, you can clearly see if the pliers aren’t put back on the board,” Jones says.

To more efficiently manage inventory, stock is arranged to make the biggest sellers the most accessible, saving steps when merchandise is pulled for shipping. Under the new system, infrequently ordered products are stored in the annex and the most-requested products are in the main building, cutting the time needed to retrieve them by 50 percent.

“Slow-moving items were taking up quality space,” Jones recalls. “You want your fastest-moving items to have that prime real estate.”

Additional space for racking was created by selling off a bulky punch press machine that was only used four or five times a year.

“We put what we had learned about innovation into practice. We could use another machine to do those jobs, so the equipment was unnecessary,” Bender says.

In the past, cutting stainless steel cable and attaching a crimp-end fitting was a two-person job. Now, one person seamlessly performs both tasks, eliminating the time involved in moving the piece and handing it off to another worker. The result is a 30-percent savings in labor.

Bender points to other marked improvements in productivity. For example, Delmaco fulfilled a 960-piece elevator reel job in May that required 39.34 hours in labor.

“After DEMEP training, we ran the exact same job in July and the labor hours were 29.76,” Bender says. “This shows a significant improvement in our efficiency.”

The bottom line: a 24-percent reduction in labor.

The second job was for 1,152 pieces for an elevator reel order in April, with a total of 57.12 hours in labor. Delmaco ran the order again in August and the total hours were 44.63. The savings in labor: 22 percent.

DEMEP also brought a fresh set of eyes in evaluating items that were DELAWARE BUSINESS

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gobbling up space without adding to the bottom line. More than 100 heavy-gauge cardboard drums were at the ready to provide storage in the warehouse. But in practice, only about 20 were ever in use at any given time. Getting rid of 80-odd drums translated to an increase in floor space of about 80 percent in that area of the plant.

Although Delmaco has reduced the time needed to complete jobs, that has not yet translated to increased sales due to difficult market conditions.

But the company has found innovative ways to put that captured time to good use. Employees are continuing to organize, taking on such tasks as managing cables, maintaining airlines and making the plant a bright and pleasant place to work. Morale is flourishing.

“It’s a great atmosphere, clean, organized and highly functional,” Bender says. “Employees have taken on a sense of ownership for their work spaces.”

Delmaco also inaugurated a fast-paced close-of-day procedure in which every worker enters the number of completed pieces into the computer and straightens up his or her workspace.

Initially, a five-minute window was designated for the task. But that wasn’t enough time to get the job done. Ten minutes would be too much.

“So we settled on eight minutes,” Bender says. “That turns out to be just right.”

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CHAMBER Committees & Forums State Chamber members play a visible, active role in the business community by serving on committees. 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: Bill Stephano at (302) 576-6574 or bstephano@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: Katie Dunn at (302) 576-6578 or kdunn@dscc.com.

The 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.

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.

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.

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: Katie Dunn at (302) 576-6578 or kdunn@dscc.com.

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Delaware State Chamber of Commerce

SMALL STATE. BIG BENEFITS. The State Chamber Health Plan 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.

bers). Call (302) 655-7221 for more information.

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.

DSCC Affinity Credit Card with WorldPoints Rewards 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) 5988791 to apply, mention priority code FABLHRAQ.

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.

Dental and Vision Plan Dominion Dental Services provides dental and vision benefits on a group and individual basis with competitive, member-exclusive 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.

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.

Delmarva Broadcasting Company 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) 4782700 for more information.

Constant Contact Email Marketing Service 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 Member-to-Member Contact link on the State Chamber’s Discount Directory members-only page or call (866) 876-8464 to activate your member discount.

State Chamber members offer substantial savings on products Access full details on these benefits of and services to fellow members. membership in the members-only section To see the full list of discounts of the DSCC website. For more informaonline, visit www.dscc.com tion about obtaining your company’s and click on Member2Member members-only login credentials, please Discounts. email webmaster@dscc.com.

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.

Certificate of Origin Documents Certificate of Origin documents are $20 for Chamber members ($100 for non-mem-

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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.

A. Richard Heffron Sr. Vice President Government Affairs/ Interim President Marianne K. Antonini Sr. Vice President Finance & CFO Janine G. Sorbello Sr. Vice President Education & Exec. Director, The Partnership Business Mentoring Alliance Principal for a Day Superstars in Education

576-6563 rheffron@dscc.com

576-6567 mantonini@dscc.com 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

Katie Dunn Communications Specialist Women in Business Young Executives Committee Benefits & Services Committee Education & Development Committee

576-6578 kdunn@dscc.com

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

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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 Ambassador Committee

576-6562 cjames@dscc.com

Arlene M. Simon Account Executive

576-6576 asimon@dscc.com

Bill Stephano Director of Membership Patrina Wallace Information Secretary

576-6574 bstephano@dscc.com 655-7221 pwallace@dscc.com

Kelly Wetzel Events Manager

576-6586 kwetzel@dscc.com

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

576-6579 fmiller2@dscc.com

576-6572 DELAWARE STATE CHAMBER OF COMMERCE

ccorn@dscc.com

1201 N. Orange Street, P.O. Box 671 Wilmington, DE 19899-0671 (302) 655-7221 / Fax (302) 654-0691 (800) 292-9507 Kent & Sussex counties www.dscc.com Blog: dscc.wordpress.com facebook.com/delawarestatechamber flickr: flickr.com/dscc twitter: @Destatechamber

May / Jun e 2012

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We take your leading role very seriously.

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