November/December 2013 Delaware Business by Delaware State Chamber of Commerce

DELAWARE

BUSINESS November/December 2013

PLUS: Guide to Banking, Real Estate

$3.00

2013 Superstars in Business

A Publication of the Delaware State Chamber of Commerce

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Today WSFS Customers are experiencing world-class service in more ways than ever. They’re transferring funds on tablets and laptops. Depositing checks on smartphones. And, as always, stopping by a branch for good advice and hands-on attention. Here at WSFS, our Customers experience world-class service – even when they’re not here at WSFS. For service at the branch and beyond, stop by any banking office, call 1-888-WSFSBANK, go to wsfsbank.com or sign on to your WSFS app.

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Departments President’s Message .............................. 2 Little Delaware has the stuff to be numero uno. Legislative Priority .................................. 3 It’s not all doom and gloom in Delaware. Member News and Notes ...................... 5 Meet the high-flying Delaware 87ers, Combined Campaign for Justice’s million-dollar idea, and the DSCC hits the road with DEBE and the Partnership Tour.

Santa Claus made a guest appearance at the 2013 Delaware Networking Station.

In this Issue

Q&A: Gary Stockbridge, Delmarva Power Nonprofit Spotlight: Committee of 100

Features

Business Spotlight: Comcast Business Class

2013 SUPERSTARS IN BUSINESS............................................................................ 25

Welcome New Members ...................... 16

Introducing the 2013 class of Marvin S. Gilman Superstars in Business winners. Take a bow.

Chamber Scene ..................................... 19

GUIDE TO REAL ESTATE .......................................................................................... 35

Newsbites ............................................... 58

Thanks to an aggressive approach and some surprising allegiances, Long & Foster is emerging as a real estate force in Delaware. BY DOUG RAINEY

Calendar ................................................. 61

GUIDE TO TECHNOLOGY .......................................................................................... 41

Chamber Committees .......................... 62

AT&T is sharpening Delaware’s edge as leaders in technological innovation. BY J. MICHAEL SCHWEDER, PRESIDENT, AT&T MID-ATLANTIC

Chamber Member Benefits ................. 63

GUIDE TO BANKING ................................................................................................. 45

For Assistance, Contact the Chamber .......................................... 64

Things are looking up for three Delaware banking giants. Delaware Business checks in. BY EILEEN SMITH DALLABRIDA

On The Cover 2013 Superstars in Business Photos by Tom Nutter DELAWARE BUSINESS

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Volume 18, 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. 1

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Message from the President We’re Number One! Such a brief sentence, but oh so meaningful. The fact is, we’re number one in broadband deployment in the country. That’s right; numero uno. Being on top is a great feeling, and technology is the key to future Joan Verplanck prosperity, so we’re all set. Not so fast. Technology is just one key on the night watchman’s chain. Delaware has a history of being number one in a lot of areas, and in the top ten nationally, but history happened a long time ago. Over several decades, our star has diminished – a little bit here and a little bit there – to the point that it’s time to take a good look at where we are, and fashion a plan to take us where we want to be. We still have the assets that made us the envy of other states. We are small and nimble, with a great court system that attracts outside corporations like moths to a flame. Our location is outstanding, with easy access by road, rail or ship, and we are a gateway for foreign goods and services to penetrate the US economy. Foreign direct investment is a good thing. Our beaches are some of the best in the country, with tourism a major economic driver. In short, we have it all. Perhaps it’s time for those of us who have a voice occasionally heard outside of our state to start talking proud. Too often we repeat things we’ve heard about our schools being substandard, even though the majority are doing well. Our Principal for a Day participants will tell you that what they experienced in their visit was surprisingly positive… and they shouldn’t have been quite so surprised. And school performance is just an example of the negatives I’ve heard. Make no mistake, we have negatives that need to be turned around, and I’m confident that we can do it. The trick will be to get agreement on our destination, understanding that once we know where we’re going, there will be many ways to get there and many opportunities to compromise. In the end, we all want the same things; good jobs for ourselves and our children, quality education, clean and safe communities, and a future that enables multiple generations to enjoy our great state. And did I mention that we’re number one in broadband deployment?

DELAWARE

BUSINESS EDITORIAL STAFF Hinton J. Lucas Chairman

Joan Verplanck President

Matt Amis Managing Editor

EXECUTIVE COMMITTEE CHAIRMAN

Sylvia Banks DuPont

Salvatore J. “Chip” Rossi Bank of America

IMMEDIATE PAST CHAIRMAN:

Thomas J. Cooper Cooper Realty

Dennis M. Salter Summit Realty Advisors, Inc.

William R. Allan Delaware Community Foundation

Ernest J. Dianastasis CAI

Mark A. Turner WSFS Bank

CHAIRMAN-ELECT

Donald T. Fulton George J. Weiner Associates

Richelle Vible Catholic Charities, Inc.

Alan B. Levin Delaware Economic Development Office

Katie Wilkinson Fulton Bank, N.A.

Hinton J. Lucas DuPont

Mark S. Stellini Assurance Media TREASURER

Barry A. Crozier Belfint, Lyons & Shuman, P.A.

William E. Manning Saul Ewing LLP

BOARD OF DIRECTORS Linda Ammons Widener University School of Law

Tyrone Jones AstraZeneca Pharmaceuticals LP

Chad Moore The Bellmoor

Julian H. “Pete” Booker Delmarva Broadcasting Company

Christopher L. Kenny ShopRites of Delaware

Theodore J. Prushinski Citizens Bank, NA

Kevin C. Broadhurst Comcast

Bernhard M. Koch AAA Mid-Atlantic

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

David B. Brown, Esq. Potter Anderson & Corroon LLP

Nicholas P. Lambrow M&T Bank

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

Tim Constantine Highmark

Richard H. LaPenta Insurance & Financial Services Ltd.

Fred C. Sears, II Delaware Community Foundation

Charlie Copeland Associates International, Inc.

Robert J. Laskowski, M.D., MBA W. Laird Stabler, III, Esq. Laird Stabler & Associates, LLC Christiana Care Health System

Brian DiSabatino EDiS Company

Renee Lewandowski Agilent Technologies

Gary R. Stockbridge Delmarva Power

Dr. Orlando J. George, Jr. DE Tech. & Community College

Andy Lubin University of Delaware

Michael S. Uffner AutoTeam Delaware

Martha S. Gilman Gilman Development Company

Michael S. MacFarland TD Bank

Clinton Walker Barclaycard US

John (Jack) E. Healy, III Healy Long & Jevin, Inc.

William S. Wallace Scott Malfitano CSC – Corporation Service Company JPMorgan Chase – Card Services

Rita P. Hollingsworth Bank of America

Nicholas Marsini PNC Bank, Delaware

Kristine M. Wellman Capital One Financial Corporation

Michael Houghton, Esq. Morris, Nichols, Arsht & Tunnell, LLP

John McCarthy AstraZeneca Pharmaceuticals LP

Robert W. Whetzel Richards, Layton & Finger

Paul McConnell McConnell Development, Inc.

Harry L. Williams Delaware State University

Bonnie Metz Verizon Delaware

Joan Verplanck DE State Chamber of Commerce

John H. Taylor, Jr. Senior Vice President & Executive Director, DPPI Matt Amis Communications Manager Cheryl Corn Senior Vice President, Communications Linda D. Eriksen Accounting Associate Ken Evans Member Relations Manager

Chuck James Account Executive Arlene Simon Committees Manager Patrina Wallace Government Relations Assistant Kelly Wetzel Program & Communication Specialist

STAFF Joan Verplanck President Marianne K. Antonini Senior Vice President A. Richard Heffron Senior Vice President, Government Affairs Carol Gabel Executive Vice President Janine G. Sorbello Senior Vice President & Executive Director, The Partnership

ADVERTISING SALES / Miller Publishing, Inc.

Fred Miller President

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

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

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LEGISLATIVE PRIORITY

The Sky Ain’t Falling…Yet

PHOTO BY DICK DUBROFF/FINAL FOCUS

BY RICH HEFFRON

INITIALLY, I CONSIDERED WRITING about the difficulties Delaware is facing. But the more I thought about it, the more it became apparent that we need to examine what Delawareans are doing right, and the great things we can offer existing and potential businesses. Our state faces obstacles, to be sure, and the business climate is far from perfect. There is a lot of work to do in areas like workers’ compensation rates, energy availability and cost, overall infrastructure improvements and education—just to name a few. Our state’s leaders realize the needs, and are working toward improving the economic climate. On the other hand, there are positives that we need to recognize and tout to those business owners and leaders who are looking to expand or locate their business. Delaware is a one of the few states where you can actually get to know political leaders on a firsthand basis. There is no business too large or too small that the governor is not happy to engage in meaningful discussion. The line he often repeats is: “How can we help your business be successful?” Our congressional delegation constantly inquires about visiting business sites throughout the state. As one national business leader once told us at the State Chamber: “Two U.S. senators are two U.S. senators.” Translation: Delaware has just as much clout as any other state. And given Senator Tom Carper’s experience as governor, Senator Chris Coons as New Castle County Executive, and Representative John Carney’s experience in cabinet and staff positions in both state and county government as well serving as lieutenant governor, each of them have a much better understanding of the relationship between government and business than many of their federal-level colleagues. A strong effort continues to improve Delaware’s public education system. What doesn’t get mentioned enough is that the Charter School of Wilmington and Cab Calloway School of the Arts are among the top public schools in the nation. There are other schools—both charter and traditional—that are implementing innovative educational programs all over the state. Look no further than the State Chamber’s “Superstars in Education” awards for proof. Caesar Rodney and Christina school districts have introduced Chinese immersion programs for lower grades, and several high schools offer an International Baccalaureate program. Leaders from within our vocational school system converse regularly with local businesses to determine what their needs are, so they can tailor their curricula to the ever-changing job market. The University of Delaware has just built a world-class engineering and science building that will provide students the ability to perform hands-on classroom projects and research. This facility will also permit the university to compete for federal grants and private sector contracts. UD’s College of Health Sciences is moving to the STAR DELAWARE BUSINESS

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campus, with plans to expand the health sciences curricula, and coordinate with Christiana Care, Nemours, DelTech and Jefferson University health care alliance in educating and training health professionals at a time when employment in the health care sector is rapidly growing. This facility will also provide community health care facilities, which will allow students to gain critical experience and allow the university to participate in medical research. Delaware State University has built an optics research and training facility and is in the process of establishing a STEM charter school on its campus. Delaware Technical and Community College has established a manufacturing training facility near the New Castle Airport, and through the Delaware Manufacturing Extension Partnership, the school is working with manufacturers in designing programs for current and future employees. At the Wilmington campus, DelTech has updated its dental education facility, and in cooperation with the Delaware Dental Society, can offer community dental services. Wilmington University is known for its ability to adapt programs to students’ work schedules and, along with the University of Delaware, partners with Teach for America in a program that prepares some of the nation’s brightest college graduates to teach in the states most challenging schools. These are just a few of the many ongoing efforts to prepare Delaware’s students for the job market of today and tomorrow. The reopening of the Delaware City Refinery by PBF taps into the revival of the United States energy industry. The plant is one of only two on the East Coast that can refine Canadian oil sands, which it imports by rail along with crude oil from the upper Midwest. The company spent hundreds of millions of dollars to modernize, and has subsequently reduced emissions by more than 80 percent, while preserving and creating hundreds of jobs. This refinery plays a large role in the nation’s ability to reduce the importation of oil from the Middle East by 20 percent, according to recent reports. continued on 63 3

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Member

news&Notes Sevens Up MINOR LEAGUE DELAWARE 87ERS BEGIN INAUGURAL SEASON Make room alongside your Blue Rocks cap, Hornets shirt, and Fightin’ Blue Hens jersey—there’s a new team in town, and it deserves your attention. The Delaware 87ers are setting up shop in the First State, and they are working hard to make themselves known, even before playing their first game. “It’s a challenge beginning from scratch,” says team president Aaron Moszer. “There are still a lot of people who don’t know who we are yet.” In case you’re one of those aforementioned Delawareans, here’s the rundown: the Sevens are the Philadelphia 76ers’ minor league affiliate and are one of a few D-League basketball teams owned directly by its big-league club. That organizational association, combined with the team’s proximity to Philadelphia, has led to a singular brand and joint community outreach programs, and will eventually result in nearly identical coaching styles when the 87ers take the court at the Bob Carpenter Center this December. The goal, Moszer says, isn’t just to have two basketball teams within 40 miles of each other. It’s to have one unified organization that is known and respected throughout the area.

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“It’s one company,” he says. “We are all working together toward one goal, and part of that goal is for us to have a strong presence in the community. We don’t want our involvement to end when the season ends.” Aiding local organizations is a strong start for the Sevens—all members of the 87ers organization pledged to volunteer 87 hours toward community service—but the public’s acceptance of the team will ultimately come down to its performance on the hardwood. For basketball fans, the appeal is clear: affordable, high-caliber basketball that’s close to home. The team will

BY BOB THURLOW

serve as almost as a test lab, experimenting with new coaching techniques and pushing young players to hone certain aspects of their skill sets. The D-League has served as a training ground for successful NBA players like Jeremy Lin, J.J. Barea, and Aaron Brooks, and it will be no different for the Sevens as they look to help build the Sixers’ future. The team’s proximity to Philadelphia will also lend itself as an ideal location for players looking to rehab from injuries, which means an injured rookie like highly-touted, first-round pick Nerlens Noel could spend some time in Newark before he heads to Philadelphia. But the real reason to see Noel (aside from his gravity-defying flat-top hairdo) or any other player in Newark this season is pretty simple: access. “One of the great things about minor league sports is access,” Moszer says. “We want people to come down and get autographs, see the pre-game and post-game interviews. Just feel close to the action.” Sports fans will appreciate that level of intimacy, but it will be families, especially ones with children, who will enjoy it the most, says Nicole Pender, mancontinued on 11

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Member

news&Notes Technology powers up electrical contracting GUEST COLUMN:

BY DAVE SPITTLE AND LAURA DIGNAN, NICKLE ELECTRICAL COMPANIES

Businesses that choose to overlook the obvious shift towards technology-heavy work will certainly be left behind. No matter the industry, company size, or trade you may be in, more and more we are looking at screens instead of papers. Change can be scary, but these days it’s necessary to survive in the corporate world. One way Nickle has begun to transform its processes, specifically those related to our estimating department, is the implementation of On-Screen Takeoff software. This technology assists with methods such as ensuring accurate counts of pieces like fixtures and receptacles. On-Screen Takeoff is synchronized with another program called Electrical Bid Manager, and with just a few clicks estimates are made without the hassle of calculators or scribbling on scrap paper, so desks are less cluttered with drawings, pencils, highlighters, and tally counters. All of the data from OST comes together in EBM in a dual screen, including labor rates, and a final bid number is produced and presented to the company asking for a price. Nickle has also started to work with Computer-Aided Design software and its counterpart Building Information Modeling in order to provide clear renderings of drawings and optimize project design. These tools have the capability to create 3-D models of projects, allowing all parties involved to not only see a more realistic picture, but also the functionality of the structure. With this type of technology, job information is easily

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We have a glimpse into the future of construction and are making great strides to successfully adapt to these changes. shared between each company for more accurate cost estimates, schedules, compliance, and reduced risk. Because this information is presented upfront, productivity is enhanced. These tools are beneficial to our industry because they save money and time, two of the most important aspects of a business. They also streamline our processes and significantly reduce errors. We are no longer printing as many drawings as we used to, cutting down on paper and ink costs that could potentially add up to thousands of dollars per year. With the ability to see a 3-D model of the project, we’re able to detect

potential problems before construction begins. This could save us from the hassle of adjustments to costs while in the middle of wiring the project. Fewer errors means a high quality project is completed under budget and on schedule. When building from a 2-D model, we’re more likely to run into costly hiccups too late. Our estimates involve a lot of numbers and calculations and sometimes we spend hours counting and recounting. We’re beginning to put our trust in these software programs to compute a number in mere minutes. By securing a number quickly we are able to produce more estimates in the same time

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Word on the Tweet

THE DSCC’S BEST FROM THE TWITTERVERSE frame as before, potentially leading to more work. The increase in work can be attributed to the modernized approach in which these technologies work together seamlessly. Electronic drawings are easily passed between our departments and potentially to the engineers, architects, general contractors, and anyone else involved. When changes are made to the drawings by one party, everyone is aware of the adjustment. We don’t have to worry about whether we have the most updated version or not, it’s simply on the screen in front of us. While these advances are a great step forward, we need to remember that the true value of an employee’s skills in the industry shouldn’t be overlooked. The software is easy enough to use, once learned, but nothing can replace the sound mind of an experienced worker who has the ability to look at the bigger picture and bring innovation to the design, rather than relying on these new tools. No, we may not be completely paperless in the next few years, but we’re taking all steps possible to prepare. We have a glimpse into the future of construction and are making great strides to successfully adapt to these changes. The Nickle team attends webinars, holds pre-planning meetings, and continues to take training classes on a regular basis. The technology is only going to get bigger and better and we’re taking advantage of it to continually produce high quality projects.

DELAWARE BUSINESS

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DCA @DelContractors We’re looking forward to having Ms. Joan Verplanck, Pres & CEO of DSCC, speak at our 4th Legislative Breakfast of the year on Wed morning, Oct 16th at 7:30 a.m. Gov. Jack Markell @ GovernorMarkell Heading to my h.s. #almamater to launch 2013 Principal for A Day program with @DEStateChamber & @deDeptofEd #eduDE

Cover & Rossiter @CoverRossiter We had a great time last night at the DE Networking Station. Nice turnout! #netde

Select Greater Phila @SelectPHL Even with gov shut down @GovernorMarkell & @ DEStateChamber kick-off their Principal for a Day program http:// ow.ly/pnGsz @WGMDRadio

Lisa Detwiler @LMDssd24 Sep Get your Ice Cream tonight! RT@ BBBdelaware The MooMobile has arrived! #netde @udcreamery @ DEStateChamber pic.twitter.com/ u4XJMpim5d

Sen. Bryan Townsend @ BryanTownsendDE @DEStateChamber Pres. Verplanck is exactly right: we must upgrade our #energy #infrastructure. http://delonline.us/1aNNyYM @ desierraclub

Stephanie Barnes @stephjbarnes Come see us table 54 @ DeerfieldGTC we have yummy cookies #networkingstation @ BBBdelaware @DEStateChamber pic.twitter.com/IsYTbe3XiZ

Debra Heffernan @DebraHeffernan Great time last night @ DEStateChamber @BBBdelaware Networking Event at Chase Center even @UDairyCreamery yum! http:// fb.me/6okfrvTZ7

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Member

news&Notes Show Us the Light Q&A WITH GARY STOCKBRIDGE BY ALEX ROENKE

As president of Delmarva Power, Gary Stockbridge is a luminary in our business community, providing statewide insights into new technology, energy conservation, and infrastructure. A Drexel graduate with a degree in engineering, Stockbridge began working for the company in 1997 and became president in 2005. Delaware Business recently spoke to the longtime leader of the state’s largest energy concern about the need for infrastructure investment in Delaware, and how to deliver improvement.

We’re more reliant now on our electronics than ever. Same for digital connectivity. How dire is the need for Delaware to be investing in its infrastructure and the support systems that power those electronics? When we look at the infrastructure, especially the electric infrastructure, we see three trends that are driving the investment. The first is that our customers are demanding it more than ever. We hear it through our customer surveys, we have a pretty intense link between how well we provide reliability and how well our customers like us. They’re very closely tied because it just shows the importance to our customers of having that reliability. So whether we see it in the surveys or we see in the reaction of our customers as we’re out restoring,

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we continually get customer feedback that they demand a higher level of reliability than they ever have. The second trend we see driving the investment is the changing weather patterns. Even just recently if you look at Hurricane Sandy hitting in New Jersey, or if you look at the derecho in June—which I must admit we didn’t even know what a derecho was before it hit us—it’s been explained as a land-based hurricane, that came from west to east, and it’s very new to us. So changing weather patterns, and the potential for those weather patterns to disrupt the economy of the state, is a significant driver in the need to continue to invest in your system. And then the third is technology. We’re so dependent on technology, there’s so much more technology integrated into what we do, and we see that in our business as well. For instance, we have new technology that’s driving automation on our system. That automation requires upgrades to the system to be able to communicate and handle that automation. So for instance if you’re in a community where we can

use what we call distribution automation, when there’s an outage we might be able to isolate that outage electronically without having to do anything; it sort of happens instantaneously to get as many customers back on. It’s really nice to be able to do that, but you have to have an infrastructure that’s capable of doing that. So you may have heard of the term smart meters, and smart grids. Those are really beefing up the technology of the system. In addition, on the same technology front, you have a lot of new green energy, and some of that new green energy requires a system that is much more robust to be able to handle it. With solar energy, when you have a lot of solar distributed through your system, and solar can go on and off in the blink of an eye with the sun coming in and out, the system has to be able to adapt to that. So some of that technology is driving advances across our grid as well. And then finally, we’re just starting to hear more and more about cyber security, and we have the same issues. This grid

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PHOTO BY NICK WALLACE

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DSCC Launches the Delaware Employee Benefits Exchange

that we own in this state is critical to this state’s infrastructure, and businesses in the state, so we have to be very diligent to making sure that we’re not subject to any cyber security type threats.

Wondering where to start with the Affordable Care Act? You’re not alone. For employers, the federal government’s newly enacted health care mandates can seem daunting and downright confusing. The Delaware State Chamber is here to help. The Delaware Employee Benefits Exchange offers a private exchange platform with both standard and customized benefits plans for both full-time and part-time employees. The exchange—which is compliant with the Patient Protection and Affordable Care Act—provides the employer an opportunity to manage benefits through an online benefits store, which offers multiple medical plans, and voluntary ancillary benefits, making it a one-stop shop for benefits enrollment. In partnership with major carriers such as Aetna, Highmark Blue Cross Blue Shield of Delaware, Metlife and Transamerica, Delaware Employee Benefits Exchange allows employers

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Why are we in this spot? Do we not refurbish those grids and telecom stuff as much as other states? Good question. When you say, “in this spot,” let me describe where we are. When you look at that particular spend level, the $400 million—that was a number that we referenced in one of our filings. We said look, we think over the next five years, when we look at just our grid related investment, it’s going to be about $400 million dollars. So some people may think that that’s incredible, like wow--why do we have to spend $400 million dollars more? Every year we spend millions and millions of dollars just to stay where we are. So a good piece of that $400 million is not incremental. It’s what we’ve always done to keep the system where it is. So if you think of that, what’s changed over the past few years is that it’s started to creep up. I don’t want people to think of that $400 million as all new stuff we’re spending on. A good piece of that $400 million is what we’re already spending. Year after year we have to spend money just to keep our grid current. Even if we didn’t want to improve anything, we have to spend millions of dollars just to keep our grid current. So that’s the first thing, I just don’t want people to think it’s all-new. And I think what’s gotten us into the position of it incrementing up is the three things we talked about. Those are driving changes in the system, so what we really want to

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do is when we think of businesses, we want to provide a balance to our business community. We recognize that it’s really important to have that infrastructure working, and it’s important especially for businesses, because they can’t afford to be out of electricity. Most businesses nowadays, because of the economy, are kind of on the edge. And so if their business is down for any length of time, they

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to set a defined contribution in order to simplify managing their health benefits budget. Each employer receives one consolidated bill from the exchange platform, eliminating the need for multiple bills from multiple carriers. Comprehensive benefit portfolios allow custom benefits for each employee, increasing employee retention. The Delaware State Chamber of Commerce will make this unique benefits exchange available to its members, as well as those businesses associated with local chambers of commerce throughout the state. Other carriers represented in the marketplace include: Allstate, ConsultADoctor, Coventry, Delta Dental, Guardian, Symetra, TelaDoc, United Healthcare, and VPI Pet Insurance. For more information, visit www. debexc.net or call (302) 224-5202.

lose more money. So businesses really need the reliability, and we hear that from them, that they want the investment.

What exactly is the $400 million dollars, or these incremental changes as you said, going toward? That particular number refers to basically all the requirements we have to build continued on 13

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Member

news&Notes

BUSINESS SPOTLIGHT

Comcast Business Class

Kevin Calvey realizes many small business owners don’t stop to think about utilizing Comcast services. “Up and down Main Street, the pizza shops, nail salons, hair salons, that’s our bread and butter,” says Calvey, small business director for Comcast Business. “That’s our core business.” Wireless internet access even while you’re having a pedicure does not grow on trees. To make free wifi available for customers, businesses sign on to Comcast services, but Calvey says there is an added benefit to his company’s service. “Every time we install wifi for a business, we install a separate box for customers,” he says. That way, customers aren’t logging onto the businesses network, keeping it secure and fast. If a Cadillac dealership in Delaware wants to become a hotspot, the entire perimeter of the business will have wifi access.

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BY APRIL HALL

Setting a business up with voice solutions is low on up-front costs and saves maintenance costs in the long-term. Increasingly, it’s what customers want and expect, even while car shopping. “It doesn’t matter if it’s other business owners or soccer moms,” Calvey says. “People are always online.” Advanced voice solutions is another service Comcast is offering to small businesses. Setup is low on up-front costs and saves maintenance costs in the long-term, he says. Comcast will come in and install phone lines to work stations for free, Calvey says. It will set up phone services that can be maintained remotely in the cloud, but “never touches the public internet. It’s a private network that is secure.” There is a monthly fee per station, but he says without the upfront costs of installation or the

handsets, it proves to be economical for both small local businesses and mid-sized regional ones. Calvey estimated that Delaware has 12 dedicated Comcast sales representatives in the business department. He says any of those representatives are happy to go into a small business to go over the services Comcast provides compared to the business’s current providers. In many cases, he says, Comcast can trim those bills by 20-30 percent. “We continue to enjoy positive growth trends in the state,” he says. “We really have a fantastic relationship with the business community in Delaware and we treat it with respect. “We’re grateful to have the relationship.”

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11/5/13 9:33 AM

Combined Campaign for Justice’s million-dollar idea BY NICK LAMASTRA

What would you do with a million dollars? The Combined Campaign for Justice (CCJ) would give it all away in the name of justice. The CCJ–an all-volunteer fundraising organization–began in 1999 as a partnership of the Delaware State Bar Association, Community Legal Aid Society, Inc. (CLASI), Delaware Volunteer Legal Services, Inc. (DVLS) and Legal Services Corporation of Delaware, Inc. (LSCD). CLASI, DVLS and LSCD are Delaware’s three agencies that provide critical legal services to the poor. CCJ raises funds each year from businesses large and small throughout Delaware. Banks, attorneys, law firms and judges support funding for these essential agencies. In doing so, CCJ helps remove the obstacles to success faced by many low-income Delawareans each day. For the 2013 campaign, the CCJ has set an ambitious $1 million goal. CCJ is well on its way to reaching that goal, having received a sizeable donation of $110,000 in April from the Delaware State Bar Insurance Services, Inc. In 2012, the CCJ greatly exceeded its goal of $950,000 by raising an impressive $1,328,523. “The CCJ in Delaware has the highest per capita giving by attorneys of any state in the country,” says Jason Stoehr, program administrator for CLASI. “Thanks

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to minimal overhead, CCJ donations go directly to our organizations.” In 2012, Delaware’s three legal services providers helped 5,322 families improve their lives. Supporting the CCJ helps keep mothers safe from abusive partners, helps parents feed their children and keep a roof over their heads, and helps families address their health issues so they can go to work and school. In one case, the CCJ helped threeyear-old Jessica, who suffers from cerebral palsy and severe asthma. Medicaid denied nursing services to assist Jessica’s mother with the 24-hour care she needed. CLASI represented Jessica and her mother at an administrative hearing, where the hearing officer reversed the decision and granted essential benefits to the family. “It is important that everyone, regardless of his or her means, have access to justice in our court systems,” says DVLS executive director Janine N. Howard-O’Rangers, Esq. “The business and legal community’s contributions to the CCJ are imperative in providing access to justice for those less fortunate in Delaware,” says CLASI executive director William J. Dunne, Esq. For more information about the Combined Campaign for Justice, call 302-575-0660, ext. 247 or visit www.delawareccj.org.

87ers continued from 5 ager for marketing, public relations and community engagement. “This opportunity really humanizes these superhuman athletes. It gives people access before some of these players go on to be stars in the NBA,” she says. “It’s something, as a kid, you really remember.” It’s those families, Moszer says, that will really appreciate heading out to the games. From a dedicated Kid Zone behind one of the baskets to regular on-the-court mini games for children, there are activities for all ages. “But there’s a fine line between entertaining and interrupting,” he says. “We want to make sure people are enjoying themselves, but we know the game comes first.” Lest it seem that these games will cater solely to children, they are working with the University of Delaware to test some changes to the floor of the Bob during Sevens games, such as courtside seats, specialized ticketing and a special lounge area that will serve alcohol. Some eager fans, including Newark mayor Vance Funk, have already ordered their season ticket plans, which include tickets for the Celtics-Sixers pre-season game at the Bob, but individual games are also available. For less than the cost of a movie, the 87ers are hoping to provide their guests with a memorable outing, and they only ask for one thing in return: “We need Delaware’s support. We really want people to see what the 87ers experience is all about,” Moszer says. “Whether you’re a huge sports fan or not at all, we’ll have something for everyone. You won’t be disappointed.” For ticket information, contact the Delaware 87ers at (302) 504-7587.

10/31/13 6:26 PM

Member

news&Notes NONPROFIT SPOTLIGHT

Committee of 100

BY APRIL HALL

The impact of smart, responsible development is not lost on Delawareans. In fact, a group of businesspeople came together in 1967 to help state administrators and legislators monitor and analyze Delaware’s population growth. Originally formed to address problems associated with land use and the use of funds on the state and local level, The Committee of 100 has expanded to all manner of infrastructure and quality-of-life issues across the state. Paul H. Morrill, Jr., executive director of the group, says solutions to transportation, utility and educational needs are vital when growing a community. “Our education system would stimulate economic development in the immediate and the distant future,” Morill says. “Whether we’re talking about getting technology in the schools or energy conservation, if we want kids to mainstream into the technological economy, we need to make an investment.” During the economic downturn, Morrill says infrastructure development and planning weren’t urgent issues, but as the state gets back on track and hires a new planning coordinator, he expects debates to pick up steam again. “[Infrastructure] is always going to be a hot topic, it’s just the nature of the beast,” Morrill says. The group became a lead player in new storm water policies and supporting the creation of transportation improvement districts. In the TIDs,

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Paul Morrill and Lanor Ryder lead the business-focused Committee of 100 PHOTO BY NICK WALLACE

developers would contribute to a pool of money that would be used for infrastructure as an area developed, rather than “the first people in get free capacity, the last guy gets a $1 million bill.” During its monthly dinner meetings, the committee discusses current issues and invites guest speakers from around the state, whether they are legislators, other business leaders or key policy makers. The Committee set their agenda and work

in partnership with forums, task forces and other committees with similar goals. “I guess I’m pleased at the impact we’ve had on some serious environmental regulations and becoming more cognizant of how business operates,” he says. “Now we’re starting to build up to engage in a real conversation of how planning should operate. I’m looking forward to that – the juxtaposition of land use planning and transportation planning.”

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Q&A continued from 9 our infrastructure. So it’s wires, poles, transformers, substation upgrades, and basically all the types of things we need to accommodate three things: One, new customers coming on. When we have new customers, we have to hook them up. Two, an increased load. So when there’s more load on the system, you have to make your system more robust. Three, it’s just getting the system’s reliability statistics up to where they are by reinforcing the new and replacing the old. So you’ve got new customer load, growth in the demands on the system, and then you have just going out and replacing things that are wearing out.

Tell me a little about how infrastructure ties into the state’s overall economic health? How would our economy benefit from this type of investment? Interestingly enough, one of my other roles is the chair of the Delaware Workforce Investment Board, and so I get very involved with the Department of Labor as it relates to job growth. In that activity, I see a lot of what we do to bring in new businesses into the state. And one of the important aspects that businesses look for when they come into a state, and I think our existing businesses look for when they’re already in the state, is infrastructure. And I mean that in a broad sense. Are the road system and the rail system capable of handling what I need? In our business, is the electric grid reliable, am I going to be able to keep my business running on a normal basis? So from my perspective, it has a big influence on economic development, because it’s almost one of those platform-level questions that come in from anybody moving their business into the state—how is the infrastructure, and how is the electric grid?

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So you would consider infrastructure something that could make or break a business relocating to Delaware? A lot of it depends on their dependency on the electricity. If I’m a business that can change my shifts and adapt to an outage, then I may not be as dependent. But if I’m a business that has power quality issues, and if you think about it, a lot of businesses have equipment that is very sensitive to power. And those businesses that are sensitive to power, they need a grid that’s very robust in a way that they don’t see a lot of fluctuation. So if down the road a pole gets hit and wires come down, and they become impacted, they need to know how strong that grid is. So it will depend on the type of business, but we find that for most businesses, it is a threshold question for them. They do need reliability with electricity. A lot of places don’t have the flexibility to send everyone home because they have a storm coming. A lot of them don’t have that kind of luxury. So a majority of businesses are very dependent on a solid grid to operate on. So that will be one of their key questions, and we think the infrastructure is a key piece to the grid of the state, and we take it pretty seriously in terms of making sure the state doesn’t get a black eye.

Obviously upgrades cost money, and Delmarva Power customers experienced a rate increase this year. Does that put you in a tough spot as president? How do you keep customers happy? Always. A very difficult spot. We see our role as providing the right balance. If we go too far and invest too much into the system, and provide a level of reliability beyond what the customer really needs, then they’re going to have higher

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bills and that’s going to cause an issue. On the other hand, if we let the grid go, and we don’t do the right investments into the grid, well the rates may be a little easier to bear, but it only takes a little bit of an outage on a business to lose a lot of money. When you look at the research, and there’s been reports from the White House, what they point out is that we underestimate the economic damage from the downtime resulting from the grid being out. That’s a long way of answering the question and saying that yes, it’s very difficult to manage the balance correctly. We see ourselves having to manage both sides of that. Our role isn’t just to keep the grid operating effectively, our role is to do it and to find ways to be creative about lessening the impact of rates on our customers. In October, we’re doing some activity with the Public Service Commission, where we’re going to file a plan that we think changes the way we’ve done things in the past. It will specifically be done in a way to balance these concerns that you’ve brought up. Historically, the way we do our rate process is that we go out and spend money and then we go into the commission and say we think we’ve done the right thing here. Then they can second guess you and say, “Well this should’ve been done or that should’ve been done,” and then they rule on our request for rate increases. It’s a very backward looking process, traditionally, but it’s typical, it’s what’s done across the country. In October we’ll be working with the commission, and have put before them an innovative plan that looks forward, and works with the commission as well as other stakeholders to say that “over the next several years, what do we think we continued on 14

11/5/13 9:52 AM

Member

news&Notes Q&A continued from 13 should be spending?” Not only that, but “what should we be providing in terms of the reliability to our customers?” So from our perspective, when you think of businesses, they need to be planning for it. They need to know “what are my costs going to be over the next several years?” So a plan like this that looks forward, instead of them kind of wondering “what’s the next rate increase going to be,” this plan would tell them year after year what the impact is going to be from our investment in the infrastructure. So that’s a big difference.

Some public advocates have voiced concern over Delmarva Power requesting another rate increase when the corporation is already so profitable. How do you justify asking for this increase as opposed to using internal funds to rebuild infrastructure? The underlying assumption there is that we’re making huge profits. If you look at the past three to four years, when we go in for rate increases, we basically consider our Allowed Return on Investment, or what we earn for our shareholders. We have, in the past three to four years, not even come close to earning what we’re allowed to return. So we are substantially underearning compared to what the commission says we’re allowed to earn. So I think one of the underlying assumptions in that question is that we’re earning a lot of money, and actually the opposite is true. When you have situations like we’re in now, where the economy is not growing, we have no customer growth, but we’re investing a lot into our infrastructure, typically what happens is that you under-earn. And that’s actually the case. Any of the numbers we’ve

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filed with the commission will confirm that. So basically, that’s the answer. We’re making a lot of investments, and we’re coming in and asking for those funds, and we’re unable to recover them because it’s the nature of how it works. We invest the money, we come in and ask for it, and we get it down the road, or what we refer to in the industry as “regulatory lag.” It’s a lag between when you spend money and when you get it. It basically supports what I was saying earlier, which is that we’re not making gobs of money on our customers, we’re really just trying to recover what we earn. It’s another reason that this change in the way that we do things for us is better. When we talk about filing something that is different from the way we used to do it, it has benefits for us as well. We then know what we should spend, we also get recovery of that as we spend it, so it’s much more predictable not only for the customer, but for the company as well. So there are benefits on both sides.

Tell me about Delmarva Power’s commitment to renewable energy. On the renewable energy side, I’ll give you a little bit of background. Most states have what they call a renewable portfolio. It’s a requirement, a policy document that usually comes out of the legislature that says how much of your portfolio should come from renewable energy. So for instance, in Delaware, 25 percent of our energy that we buy for our customers by the year 2025 should come from renewables. We were part of the discussion about what that number should be, and part of the debate about where we should set our standards. I’m very supportive of our renewable energy goals that were set by the state.

So for Delaware, what we have in place right now is three wind contracts, two in Pennsylvania and one in Maryland, we have a 10-megawatt solar farm in Dover that we’re participants with, and it’s one of the largest on the East Coast, and as you’ve probably seen in the news we’re one of the only utilities that has partnered with Bloom Energy to put fuel cells in Delaware. We actually have two of their applications, one in Brookside and one by Red Lion, 30 megawatts of fuel cell capability, and they were tied into an economic development package that resulted in the building of the factory on the University of Delaware’s campus. So from our perspective, we probably have one of the most aggressive renewable portfolios on the East Coast in terms of utilities, and it’s diverse. In other words, it’s not all reliant on wind. It’s wind, it’s solar, it’s fuel cells, so there’s a lot of diversity to it. So we have a pretty strong commitment. We also have a lot of solar work that goes on. In addition to the Dover solar farm, we have a partnership with the Sustainable Energy Utility, and that group helps to channel funds to mom-and-pop type solar units that get put on top of businesses, residential homes, and basically helps us meet our solar goals. There’s a carve-out of that 25 percent that is just for solar; for Delaware it’s around three percent of our renewable energy that must be solar. So we work all throughout the year with the local business, driving local jobs, creating opportunities for solar on our roofs and around the business community. Our commitment to renewable energy is pretty significant. We’re meeting all of our goals, we’re working with all the different partners and we have a pretty robust portfolio.

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| DELAWARE BUSINESS

11/5/13 9:54 AM

15TH ANNUAL MARVIN S. GILMAN

SUPERSTARS IN BUSINESS AWARDS

Small Business, Great Big Event > Wednesday, November 13, 2013

RECOGNITION FOR OUR SPONSORS The Delaware State Chamber of Commerce’s Small Business Alliance and Superstars in Business Planning Committee appreciate the support and generosity of the following sponsors: PLATINUM

SILVER - CONTINUED

Bank of America M&T Bank St. Francis Hospital

VanDemark & Lynch, Inc. Wheeler, Wolfenden & Dwares, CPAs BRONZE

DIAMOND

The Gilman Family ANNIVERSARY

Citizens Bank DuPont WSFS Bank GOLD

Associates International, Inc. Belﬁnt, Lyons & Shuman, CPAs Colonial Parking, Inc. Corporation Service Company (CSC) Cover & Rossiter EBC Carpet Services Corp. Gunnip & Company Highmark Blue Cross Blue Shield DE PNC Bank TD Bank SILVER

ab+c Creative Intelligence Artesian Water Company Artisans’ Bank Assurance Media, LLC The Bellmoor Inn & Spa Blood Bank of Delmarva Christiana Care Health System Delaware Cadillac, Saab, Subaru & Kia of Wilmington Delaware City Reﬁning Company Delaware Economic Development Ofﬁce Dukart Management Corp./McDonald’s Emory Hill Companies Goldey-Beacom College New Castle Insurance, Ltd. Ronald McDonald House of Delaware Rowland, Johnson & Company, P.A.

AAA Mid-Atlantic Delaware Community Foundation Corp. DiSabatino Construction Company Environmental Alliance, Inc. George J. Weiner Associates Horty & Horty, P.A. Janssen’s Market MidCoast Community Bank FRIEND

Community Service Building Corp. Delaware Hospice Home Builders Assoc. of Delaware Professional Stafﬁng, Employee Training & Development ADVERTISING DESIGN

Mease Communications VIDEO PRODUCTION

Teleduction RADIO ADS / APPLICATION HOSTING

Delmarva Broadcasting Company AWARDS

A.R. Morris Jewelers GIFTS

Delmarva Broadcasting Company Healy Long & Jevin, Inc. PRINT/ONLINE MEDIA

The News Journal Media Group Delaware Today

Sponsors as of 10/22/13

DELAWARE BUSINESS

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WELCOME New Members 1-877-FIX-ASPHALT Mr. Steven M. Brahney 1148 Pulaski Highway, Suite 214 Bear, DE 19701 (856) 432-4420 www.fixasphalt.com

Fax: (302) 838-3222 www.bilcare.com

Wilmington, DE 19801 (302) 571-9198

Bilcare specializes in pharmaceutical pack-

This retail convenient store features gen-

aging innovations, specialty films, cards,

eral merchandise, retail lottery for state of

anti-counterfeiting, and non-clonable ID

Delaware including keno and sports lottery.

solutions.

CORPCO

Fix Asphalt is a full-service asphalt and concrete partner for all your parking lot and

BRAND LAUNCHER

exterior concrete needs.

Ms. Soraya M Gutman 26 Kenwick Road Hockessin, DE 19707 (201) 207-1777 www.brandlauncher.com

AMERIPRISE FINANCIAL SERVICES, INC. Mr. Keith Jaskulski Brandywood Office Plaza 2500 Grubb Road, Suite 211 Wilmington, DE 19810-4796 (302) 246-0990 Fax: (302) 246-0994

BranLauncher puts entrepreneurs back on

Ms. Alison Kochie 910 Foulk Road, Ste. 201 Foulk & Wilson Prof Centre Wilmington, DE 19803 (302) 652-4800 Fax: (302) 652-6760 www.corpco.com

track and into growth mode with more sales

Corpco is a full service incorporation firm

and marketing, better business manage-

handling LLC/Inc formation, registered

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Ameripriseâ&#x20AC;&#x2122;s mission is to help you reach your financial goals through a personal rela-

CARDS BY ABDULLAH

tionship based on personalized, knowledge-

Mr. Abdullah R. Muhammad 4 E. 41st St. Wilmington, DE 19802 (302) 762-1157 Fax: (302) 351-2591 www.delhistorybook.com

able advice.

BAMBOO TECHIE Mr. Cuong Pham 17 Amberfield Hockessin, DE 19707 (302) 290-5566 www.bambootechie.com

Cards by Abdullah specializes in Islamic

Mr. Aaron Moszer 300 Martin Luther King Jr. Blvd., Suite 200 Wilmington, DE 19801 (302) 504-7587 www.sevens.com

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Enjoy family-friendly entertainment with the official minor league basketball team of the

Custom technology with Bamboo Techie

CASE FAMILY PRACTICE AND SPORTS

includes websites, software, mobile apps,

Dr. Mark Case M.D. 272 Carter Drive, Ste 200 Middletown, DE 19709 (302) 449-1710

and more.

BILCARE RESEARCH INC Mr. Nelson Lopez 1389 School House Rd Delaware City, DE 19706 (302) 838-3220 16

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DELAWARE 87ERS, LLC

CONVENIENT STORE Mr. Sam Patel 201 W. 9th Street

Philadelphia 76ers.

DELAWARE BUSINESS BULLETIN Mr. Doug Rainey 1 Chambly Court Newark, DE 19702 (302) 753-0691 www.DelawareBusinessDaily.com Delaware Business Bulletin is a weekly elecNovem b e r / Dec em b e r 2013

| DELAWARE BUSINESS

10/31/13 6:26 PM

Fax: (302) 300-4241 www.diamondspineclinic.com

exciting concerts, 24 hour gaming including

Delaware Sport is a chiropractic and physi-

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live table games, unique shopping and a

cal rehabilitation clinic.

D-TECH REPAIR, LLC DELAWARE THOROUGHBRED HORSEMEN’S ASSOCIATION, INC.

nity in Delaware and adjacent areas of

Ms. Bessie Gruwell 777 Delaware Park Blvd. Wilmington, DE 19804 (302) 994-2521 Fax: (302) 994-3392 www.dtha.com

Maryland and Pennsylvania.

The DTHA is here to assist Owners, Trainers

tronic business journal and a website featuring news of interest to the business commu-

Mr. Dean Turturici 236 Tamarack Ave Wilmington, DE 19805 (302) 763-3053 www.dtechrepair.com DTech Repair, LLC offers the very best in portable device repair. We repair iPhones, iPads, iPods, and various other smartphones and tablets.

and backstretch employees that work and

DELAWARE CHILDREN’S THEATRE Mr. George Rotsch 1014 Delaware Avenue Wilmington, DE 19806 (302) 655-1014 www.DEchildrenstheatre.org Delaware Children’s Theatre serves young families by introducing love of theatre to children and their families.

race thoroughbreds at Delaware Park.

DELMARVA SAFETY ASSOCIATION Ms. Adele Abrams 4740 Corridor Place, Suite D Beltsville, MD 20705 (301) 595-3520 Fax: (301) 595-3525 www.delmarvasafety.org

ECONNECT CARD SYSTEMS , INC. Mr. Jamie Cubeta 12 Jarrell Farms Drive Newark, DE 19711 (443) 690-2117 www.econnectcard.com eConnect specializes in online digital business and sports trading cards.

The Delmarva Safety Association is a non-

ENTERPRISE RENT-A-CAR

DELAWARE INTERACTIVE, LLC

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Ms. Christiane Reinhold 116 E Water Street Dover, DE 19901 (302) 526-2197 Fax: (302) 526-2318 www.egov.com/Partners/Pages/ Delaware.a

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DOVER DOWNS HOTEL & CONFERENCE CENTER

With quality auto/truck rental and leasing

A subsidiary of NIC, Inc., Delaware

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Mr. Denis McGlynn 1131 North DuPont Highway P.O. Box 1412 Dover, DE 19903 (302) 674-4600 www.doverdowns.com

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Dover Downs Hotel & Casino is Delaware’s

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Interactive, LLC has formed a private-public partnership with the State of DE, specifically the Dept. of State, to rapidly develop elec-

injuries, occupational illnesses and economic loss in the workplace and communities on the Delmarva Pennisula.

available, Enterprise will be servicing you

ENTRE DONOVAN WOMAN’S CUSTOM CLOTHING

DIAMOND SPORT & SPINE CLINIC

Delaware’s leading casino hotel and offers

Mr. Matthew Weik 1426 N. Clayton St. Wilmington, DE 19806 (302) 300-4242

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Ms. Linda D. Farquhar Hotel Dupont 1007 North Market Street Wilmington, DE 19801 (302) 543-8054 Fax: (302) 543-8056 www.entreDonovan.com

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DELAWARE BUSINESS

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gourmet, a AAA rated four diamond hotel, 17

10/31/13 6:26 PM

WELCOME New Members FACILITY SERVICES GROUP, INC.

LEEANN MORRIS FITNESS & NUTRITION, LLC

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Mr. Chip Grimes 12 Penns Way New Castle, DE 19720 (302) 442-7681 www.fsgmaintenance.com

Ms. Leeann Morris 2304 Creekside Dr Newark, DE 19711 (570) 233-0174 www.advocare.com/120919560

phase services.

Facility Services group is a flooring solution

Since 1993, AdvoCare has been a world-

provider. We focus on specifying and main-

class nutrition company specializing in

taining flooring products.

health and wellness, weight management,

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vibrant energy and sports performance.

Mr. Bernie Janoson 22 Archer Circle Newark, DE 19702 (410) 920-8677 www.swamd.com

FIMINECO

Our products are formulated by an elite

SWAM features rainwater management,

Mr. Ali Arar 503 Mt. Lebanon Rd. Wilmington, DE 19803 (917) 861-1990 www.fimineco.com

Scientific and Medical Advisory Board with

drainage system design and installation, as

over 200 years combined experience in

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ronmentally sensitive hard-scaping.

The goals of Fimineco are to establish, invest,

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finance, and manage viable companies.

Mr. Drake Forester 906 W 2nd Ave Suite 100 Spokane, WA 99201 (509) 768-2249 www.northwestregisteredagent.com/ delaw

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performance and pediatrics.

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Ms. Betty Adkins 21649 Cedar Creek Ave. Georgetown, DE 19947 (302) 855-0139 Fax: (302) 855-5792 www.excelon.com TPI are manufacturers of plastic products and spiral wound tubing.

registered agent service and business formation services in Delaware and throughout

TRI-STATE BATTERY

A leading textile manufacturer offering cut

the U.S. We provide our clients a secure,

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online account to view and download

mercial clients nationally and internationally.

service of process and state documents,

Industries include military, aircraft, restaurant,

annual report reminders, business resources

transit, hospital, amusement and more.

and free legal forms.

Mr. Gary Sutch 107 Albe Drive #H Newark, DE 19702 (302) 292-2330 Fax: (302) 292-2313 www.tristatebattery.com

HAIR CUTTERY

NORTHWEST UNITED STATES INTERNATIONAL INC.

Ms. Laila Shaby 5607 Concord Pike Wilmington, DE 19803 (302) 478-9978 Fax: (703) 269-5419 www.haircuttery.com

Ms. Dina Zhang 1201 N. Orange Street, Ste 700 #7249 Wilmington, DE 19801 (302) 268-6228 Importer and exporter to China.

Hair Cuttery is a full service family salon open

Tri-State Battery has all of the batteries you need for just about any use there is.

TS SMITH & SONS, INC. Ms. Greer Stangl P.O. Box 275 Bridgeville, DE 19933 (302) 337-8271 Fax: (302) 337-8417 www.tssmithandsons.com

seven days a week with services including

RK&K DELAWARE

waxing, and color at affordable prices.

Ms. Joanne Lautenbach 1200 Liberty Ridge Drive, Suite 220 Wayne, PA 19087 (484) 533-6831

Hon. Carolann Wicks One Riverwalk Center 110 S. Poplar St. Suite 102 Wilmington, DE 19801 (302) 468-4881 Fax: (877) 421-7265 www.rkk.com

IPR specializes in managed data center servic-

RK&K is a multi-disciplinary transportation

sourcing fresh, tree, vine, and field ripe pro-

es, production, disaster recovery and backup.

company with services including planning,

duce within 100 miles.

IPR INTERNATIONAL

DSCC_NovDec13.indd A18

TS Smith & Sons is Delawareâ&#x20AC;&#x2122;s oldest commercial fruit grower. Since 1907, our family farm has offered consistently superior produce at reasonable prices. Historically a regional, national, and international packer and shipper, TS Smith & Sons now enjoys

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| DELAWARE BUSINESS

10/31/13 6:26 PM

1. Gov. Jack Markell signs up for the Delaware Principal for a Day Program at the eventâ&#x20AC;&#x2122;s kickoff press conference, which was held October 1 at Newark High School. By Tom Nutter.

State Chamber SCENE 2.

2. Freeman Williams, superintendent of Christina School District, addresses the crowd at the Delaware Principal for a Day kick-off press conference on October 1. By Tom Nutter.

DELAWARE BUSINESS

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11/5/13 9:59 AM

State Chamber SCENE 3.

3. Atlantic Sands Hotel employees Lindsay Odenwelder and Justin Damiani enjoy the view with Greg Simeone, of Chesapeake Insurance Advisors, at the Evening Mixer at Atlantic Sands Hotel on September 4.

4. The foursome of Greg Ballance, Tom Gergel, Chic Trakas and Gary Sutch enjoy the sunshine and beautiful greens of Kingâ&#x20AC;&#x2122;s Creek Country Club at the annual Chamber Chase golf tournament on September 5.

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| DELAWARE BUSINESS

10/31/13 6:26 PM

5. Bonnie Metz and Karen Campbell of Verizon join in on the action at the annual Chamber Chase golf tournament, held September 5 in Rehoboth Beach.

6. Julie Landy, Linda Farquhar, and Pamela Reiger traveled to DSCC on September 18 to hear Wilmington Police Chief Christine Dunning speak about her experiences in a male-dominated career field.

DELAWARE BUSINESS

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10/31/13 6:26 PM

State Chamber SCENE 7.

7. Ally Heiger and Jeff Raybould of Host Merchant Services pose in front of their exhibitor table at the 2013 Networking Station, held September 24 at the Chase Center on the Riverfront.

8. John Nagy and Bill Swezey of Data Management Internationale are all smiles at the 2013 Delaware Networking Station, held September 24 at the Chase Center on the Riverfront.

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9. Kris Kringle himself stopped

10.

by to network during the 2013 Delaware Networking Station, held September 24 at the Chase Center on the Riverfront.

10. Carol Gabel, Executive Vice President of DSCC, speaks to attendees on September 30 at the launch event to announce the arrival of Delaware Employee Benefits Exchange.

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State Chamber SCENE 11.

11. Rich Heffron of the DSCC speaks to attendees at one of the Partnership Tour stops in Bridgeville on September 3. The Partnership Tour will be making various stops throughout the state in November.

12. DSCC staff and members of the local business community meet and greet at the Partnership Tour stop in Bridgeville on September 3. Check out www.dscc.com for more on the Partnership Tour.

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SUPERSTARS in Business

Making up more than eighty percent of our membership, 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 also presented to worthy companies. The following businesses are decorated with the 2013 Marvin S. Gilman Superstars in Business Award.

2013 SUPERSTARS IN BUSINESS AWARD WINNERS Sunday Breakfast Mission (Non-profit category) For 120 years, the Sunday Breakfast Mission has served the homeless, addicted and impoverished through Christ-centered programs to meet their spiritual, social and physical needs. Community outreach and various projects serve the community with food boxes, backpacks, clothing, furniture, hygiene products and other items throughout the year. Unique Impressions (1-24 employees category) Unique Impressions is a full-service imprinted products company with a cache of 800,000-plus customizable items at its disposal. Catering to schools, non-profits, businesses, sports teams, fraternities and sororities, the Unique Impressions team screen-prints, embroiders, and even rhinestones items in-house. DELAWARE BUSINESS

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Community Bank Delaware (25-59 employees category) A community bank with locations in Lewes and Rehoboth Beach, Community Bank Delaware offers a full range of commercial and retail community banking services. Keeping in mind customer, shareholder and employee loyalty, as well as its credo, “Community Matters,” the bank has grown substantially in just over seven years. Trellist Marketing & Technology (60-150 employees category) Trellist offers high-level strategic consulting and tactical design and development as a full-service agency or a resource management organization for global, national and regional clients. The company’s guiding principles—analytical thinking, creativity and entrepreneurial spirit—have made it an industry leader.

2013 AWARD OF EXCELLENCE WINNERS The 2013 Awards of Excellence, presented to runners-up in each category, include exemplary businesses worthy of note. They are: Jewish Family Services of Delaware (non-profit category), Simon & Co., (1-24 employees category), Pro Computer Service (25-59 employees category), and Belfint, Lyons & Shuman, CPAs (60-150 employees category).

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Superstars in Business

2013 MARVIN S. GILMAN SUPERSTARS IN BUSINESS PLANNING COMMITTEE Mr. Kenneth Anderson Delaware Economic Development Office

Mr. Chad Moore

Bank of America

The Bellmoor Inn

Mr. Kenneth Anderson

Ms. Martha Gilman

Delaware Economic Development

Gilman Development Company

Ronald McDonald House

Office

Mr. Stephen Lehm

of Delaware

Mr. Terrence Barclift

VanDemark & Lynch, Inc.

Bank of America

Mr. James Randall

Mr. William Parks

Mr. Christopher Rankin

Colonial Parking, Inc.

EBC Carpet Services Corp.

Ms. Pamela Cornforth

Mr. Christopher L. Scarpitti

George J. Weiner &

Ronald McDonald House of

M&T Bank

Associates

Delaware

Ms. Kelly Wetzel

Mr. Joseph Farley, Jr.

Delaware State Chamber of

Associates International, Inc.

Commerce

Mr. Donald T. Fulton

Mr. Shawn Williams

Fundraising Chair/Gilman

George J. Weiner & Associates

TD Bank

Development Company

Ms. Janice Giannini

Ms. Pamela Cornforth

Mr. William Parks Colonial Parking, Inc. Mr. Christopher Rankin

Mr. Lawrence DiSabatino DiSabatino Construction Company

EBC Carpet Services Corp. Mr. Christopher L. Scarpitti M&T Bank

Mr. Donald T. Fulton

Ms. Cathy Stauffer Wozniak The TEAM Approach Ms. Priscilla Turgon

Ms. Janice Giannini

Professional Staffing, Employee

Paradigm Associates, LLC Ms. Martha Gilman

Training & Development Ms. Kelly Wetzel

Mr. John Healy, III

Paradigm Associates, LLC

Program Chair/VanDemark & Lynch, Inc.

Mr. Terrence Barclift

2013 SUPERSTARS IN BUSINESS AWARD SELECTION COMMITTEE

Mr. Stephan Lehm

Delaware State Chamber of Commerce Mr. Shawn Williams

Healy, Long & Jevin, Inc.

TD Bank

2013 MARVIN S. GILMAN SUPERSTARS IN BUSINESS SPONSORS PLATINUM

SILVER

BRONZE

PRINT/ONLINE MEDIA

Bank of America

ab+c Creative Intelligence

AAA Mid-Atlantic

Delaware Today

M&T Bank

Artesian Water Company

Delaware Community

St. Francis Hospital

Artisans’ Bank Assurance Media, LLC

RADIO ADS/APPLICATION

Foundation Corp. DiSabatino Construction

The Bellmoor Inn & Spa

The Gilman Family

Blood Bank of Delmarva

Environmental Alliance, Inc.

Christiana Care Health System

George J. Weiner Associates

Delaware Cadillac, Saab,

ANNIVERSARY Citizens Bank DuPont WSFS Bank

Associates International, Inc. Belfint, Lyons & Shuman, CPAs Colonial Parking, Inc. Corporation Service Company (CSC)

GIFTS

Janssen’s Market

Delmarva Broadcasting

Wilmington

MidCoast Community Bank

Delaware Economic Development Office Dukart Management Corp./ McDonald’s Emory Hill Companies Goldey-Beacom College New Castle Insurance, Ltd. Ronald McDonald House of

Shield Delaware

Delaware

Company Healy, Long & Jevin, Inc.

Delaware City Refining

EBC Carpet Services Corp. Highmark Blue Cross Blue

Company

Horty & Horty, P.A.

Cover & Rossiter Gunnip & Company

Company

Subaru and Kia of

Company GOLD

HOSTING Delmarva Broadcasting

DIAMOND

FRIENDS Community Service Building

AWARDS

Delaware Hospice

A.R. Morris Jewelers

Home Builders Association of NEWSPAPER COVERAGE

Delaware Professional Staffing, Employee

The News Journal Media Group

Training & Development SIGNAGE VIDEO PRODUCTION

Parcels, Inc.

Teleduction

Rowland, Johnson & Company, P.A.

PNC Bank

VanDemark & Lynch, Inc.

TD Bank

Wheeler, Wolfenden & Dwares,

ADVERTISING DESIGN Mease Communications

CPAs

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*as of 10/21/13

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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

YIELDING SUCCESS

Customer, employee, and neighborhood focus drive Community Bank Delaware BY LARRY NAGENGAST | PHOTOS BY TOM NUTTER

WHEN HER PHONE RINGS, LYNDA MESSICK ANSWERS. And that, she says, helps explain why Community Bank Delaware is different from most other banks in the state, and why it has earned recognition as a Superstar in Business. “Accessibility and connectivity make the difference,” says Messick, the bank’s president and chief executive officer. And those traits are evident throughout the organization, starting at the top. “Imagine calling the CEO of any other bank in the state. It would take more than one phone call,” she says. As for the staff, “when you walk in the door, they stand up and smile and shake your hand,” she adds. In some respects, Community Bank Delaware is the new kid on the banking block, having opened in 2006. And it’s on the small side, with headquarters in Lewes, a branch in Rehoboth Beach, four executive officers, 25 fulltime staff, and five part-time and seasonal employees. But it survived the banking industry crash in late 2008, started turning a profit the following year and now has deposits of about $145 million. DELAWARE BUSINESS

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While its growth in a slogging economy has been impressive, Messick says Community Bank Delaware is “the tortoise, not the hare. We are a very conservative organization and take the slow and steady road.” One key to success has been the connections of the bank’s team to the community, a community that stretches from Lewes and Rehoboth across to western Sussex and north to the Kent County line. The bank requires its officers to hold leadership positions in community organizations and asks its employees to do some sort of volunteer work. “This gives us a visibility you can’t get if you’re managing a bank from Pittsburgh, New York, or even Wilmington,” she says. And, she points out, while the bank is based near the coast, its key officers live well inland. Messick’s home is near Bridgeville, chief lending officer William Jack Riddle lives in Seaford and chief operating officer Ronda Myers in Georgetown. “With the contacts we have in the community, it’s fairly easy to leverage that into a countywide presence,” she says. The bank’s top four lending officers have a total of more than 130 years’ experience in banking, all in Sussex County. 27

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Superstars in Business

Messick herself is a veteran of Sussex banking, having started in the early 1970s as a teller with WSFS Bank. In 1979, she moved to a new bank, the First National Bank of Georgetown, which changed its name six years later to Delaware National Bank. She rose through the ranks, and eventually became its president. In 1995, Pennsylvania-based Fulton Financial Corp. acquired the bank. Messick stayed with Fulton for 10 more years, then came to the realization that “it was becoming a big bank, and that’s not what I signed up for.” When Dewey Beach businessman Alex Pires called her in 2005 to say he was organizing a group of investors who wanted to create a new community bank, Messick found the idea intriguing. “Their idea of what a community bank should be, and mine, were quite similar. It was so energizing. It didn’t take a lot of thought [to join the team],” she says. Ten months later, the bank opened its main office in Lewes. In 2009, after the housing bubble burst, the bank saw an opportunity. With mortgage companies closing their doors and larger banks shying away from the housing market, Community Bank Delaware became the first bank in Sussex to get back into construction lending. Then, when larger banks re-entered to the market for small business loans, Messick found a new way to compete. She reached out to a handful of smaller banks and developed an informal cooperative agreement for sharing commercial loans. In essence, if a business wants to borrow more than the bank can lend, due to regulations governing risk and concentrations in specific industries, the bank will sell a portion of the loan to 28

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another local bank. The arrangement, Messick says, enables local businesses to maintain relationships with their local banks while allowing the banks to grow their portfolios and balance their risks. Messick stresses that the bank’s growth would not be possible with its dedicated staff. She hails the loyalty employees demonstrated in accepting a 10 percent pay cut for 15 months after the economy tanked. (The lost wages were restored after the bank returned to profitability in late 2009.) Successful job candidates go through four interviews, even for entry-level positions. “We want lean and mean. If you want to come to work and know what you’ll be doing every day, this is not for you,” Messick says. For example, tellers, who are titled as customer service representatives, not only accept deposits and process withdrawals, but they also open new accounts and resolve problems. In addition, they keep the lobby neat, water the plants outside “and do kitchen duty a couple of times each year,” Messick says. And then there’s the bank’s courier, 80-year-old Roy Gorson. “He buys everybody a birthday present and he’s the coolest guy you’ve ever met,” Messick says. Gorson’s gifts aren’t the only thing keeping employees happy. The bank also presents an annual “great innovator award” to the employee whose work makes the most outstanding contributions to improved operations, efficiency and customer service. The award keeps everyone focused on the bank’s mission, day after day. “Our board doesn’t want us to be a big bank,” Messick says. “They just want us to be a really, really good community bank.” ■ Novem b e r / Dec em b e r 2013

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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

FUSION SOLUTION

Trellist blends marketing, IT, consulting and more to fuel its growth BY LARRY NAGENGAST | PHOTOS BY TOM NUTTER

TRELLIST MARKETING AND TECHNOLOGY started small: two guys in a second-story office over Joe’s Barber Shop, the longtime landmark on Concord Pike, north of Wilmington. Barber Joe Gioffre was one of Trellist’s first investors, “and he did quite well,” says Pat Toman, who founded the business with David Atadan in1995. Toman and Atadan have done quite well too, building the company to 50 employees by 2005, to 75 by 2011, and soaring in the past two years to 110 fulltime and about 20 part-time “Trellistees,” their preferred designation for all the folks on the payroll. Trellist’s growth, and its continuing success in providing local, regional and national businesses with innovative and cost-efficient solutions to their marketing, branding and information technology issues have brought it recognition this year as a Superstar in Business. Once upon a time, marketing and IT were separate business disciplines. “We recognized the convergence of marketing and technology in 1995,”

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Atadan says. “We saw that wave coming and realized we could help provide services by having both disciplines in house.” The result was what Toman calls “a solutions-based approach” that fueled the company’s early growth by giving clients a convenience they couldn’t find anywhere else. “We were one of the few early one-stop shops for people that needed both the marketing side and the technology side,” Toman says. The company moved to an office park near Christiana in 1997 and into its current location in the “whale building” at the corner of Market Street and Martin Luther King Boulevard in Wilmington three years later. As Trellist continued to grow, Atadan and Toman realized they had the capability to expand beyond marketing and technology, and the design work inherent both of those areas. In its climb from small to mid-sized business, it has morphed into a professional services firm, offering strategic consulting and tactical design services. continued on 32

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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

LASTING IMPRESSION

Newark’s Unique Impression graduates from Greek life BY DANTE LAPENTA | PHOTOS BY TOM NUTTER

IN DOWNTOWN NEWARK, flanked by the student houses of Cleveland Avenue, the North College train tracks, and the litany of Main Street businesses, sits Unique Impressions. Unlike its finicky neighbors, this full-service imprinted products company is a Newark mainstay. In the fast-paced college town, Unique Impressions this year celebrated its silver anniversary. Any design you can dream up, be it embroidery, screen printing, or promotional products, Donna O’Dell Hoke and her team can pull it off. Unlike its customizing kin, this company doesn’t live in a cloud of anonymous websites. Despite the constant buzz of online rivals, this brick-andmortar remains firmly rooted in Newark. Few promotional products/customized apparel companies have achieved the tenure, size and reputation of Unique Impressions. “When the Internet came in play, the business became more of a commodity than a relationship. We remained focused on the relationship,” says O’Dell Hoke, founder and president of Unique Impressions. “In addition 30

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to fortifying good relationships, we have invested in top-quality machinery and re-invented how Greek is done.” Back in 1988, O’Dell Hoke was a fresh-faced Penn State graduate. After speaking to friends down in Delaware, she knew they had to travel far and wide to order apparel. So at 21 years old, Donna went to work. Bursting with enthusiasm, she opened the doors to Unique Impressions. Almost immediately, a direct competitor came knocking, one with a better location and more business seasoning. “I was deflated for about five minutes,” O’Dell Hoke says. “Then I thought, ‘I’m young. I have a lot of energy.’ It motivated me to work harder. The store became my sole focus, my passion.” Waiting on customers by day, and sewing and pressing by night, O’Dell Hoke’s focus won over UD Greeks. Three years later, the rival closed its doors. The store’s spread across the region’s colleges faster than a rumor in a sorority house. With the Hens in tow, Unique Impressions hit the road, continued on 32 Novem b e r / Dec em b e r 2013

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MISSION TO RESTORE

Sunday Breakfast Mission repairs the lives of damaged souls BY DANTE LAPENTA | PHOTOS BY TOM NUTTER

THE NUMBERS ARE STAGGERING: 319,000 meals served, 66,750 nights of shelter, and 3,800 families supported—and that’s just within the past year. Wilmington’s homeless, addicted, and impoverished have depended on Sunday Breakfast Mission since before the turn of the 19th century. Its formation dates back to 1893, when the Christian Endeavor Society of Wilmington deliberated on how to reach out to the homeless. After studying a similar effort in Philadelphia, the Society began inviting the city’s despondent to Sunday morning gatherings. The charity also included a free meal and an effort to find them work. Within a year, the generosity had expanded to include overnight shelter. Amazingly, the non-profit has stayed true to its original outreach. “Since our commencement, our leaders have continually called themselves back to the mission of the Mission,” says Rev. Laymon, president for the past decade. “We wanted to reach out to the homeless, the hungry, the

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hurting—and do so with a Christian emphasis.” Sunday Breakfast Mission’s Christ-based outreach thrives in our increasingly secular society. Take the organization’s addiction recovery programs. In the past three years, 80 percent of graduates do not return to a life of homelessness—compared that to only 10 percent in detoxification-only programs. And no local religious-based program is so large. Most who enter through the North Poplar Street doors have battled drug and alcohol abuse, but the program reaches further; it tackles major life issues—reinstituting work ethic and repairing relationships. Whether the participants are struggling with mental illness, strained work or family connections, anger issues, or abuse, recovery begins with the restoration of the most important bond. “Our primary goal is to restore people’s relationship with God. That relationship is not something we can force,” Laymon says. “It comes down to personal choice. This restoration is the main focus of our staff and we continued on 33

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Superstars in Business Trellist continued from 29 Trellist provides service in four distinct areas—business strategy, marketing and branding, IT and applications development, and e-learning—but its work for individual clients is seldom limited to a single area. And, with the breadth of its offerings, its competition is “everybody,” Atadan says— mentioning IBM and Accenture for IT jobs, marketing and graphics firms for branding and design work, and local and national advertising and digital marketing businesses for work in those areas. The message to prospective clients, according to George Rotsch, who handles Trellist’s partnerships and public relations activities, is this: “We can understand your business challenge, and apply a more creative set of skills to meet that challenge, and this office results in an innovation you had not thought of before.” Taking that theme one step further, when Trellist develops a solution, Rotsch adds, “we’ll conceive it, we’ll build it, and we’ll manage it for you.” One key to Trellist’s success in professional services is the balance of its team—about one-third each of technology specialists, marketers and creative/design pros—who are passionate, quick learners and thrive in an environment that values collaboration above all else. The office structure is essentially horizontal, but that doesn’t mean there are no leaders, Atadan says. “I could be telling you what to do in one case, and the next time you could be telling me what to do, but there’s always accountability.” The arrangement gives new Trellistees an opportunity to shine. “If a 22-year-old makes it into this building. You have to listen to that 22-year-old. If he says to me, ‘Dave, you don’t get this,’ that’s a great thing because they’re going to challenge you to make sure we come to a better conclusion. The people in the trenches love this, because we told them this was the environment they’d be getting into,” Atadan says. Trellist likes its team members to have strong knowledge in a key area (health care and finance, for example, because it does a lot of work in those areas) and a breadth of interests that enable them to fit instantly into a variety of projects. And Trellist doesn’t only hire young. In a twist to the traditional board of directors, last year it created a “board of activators,” a group of successful executives who not only provide oversight for the company but also dig in and participate in some of its day-to-day projects. Trellist keeps its client list confidential but, according to its website, it has worked with more than 150 companies in the past two years, including 35 industry leaders and ten Fortune 500 companies (six of which are in the top 100 Global Fortune 500 companies). Trellist has demonstrated consistent growth even through the recession and the slow recovery that has followed. The company has turned a profit in every month for the past seven years and in 95 percent of all quarters since 1996. Last year, revenues grew by 30 percent. “From the beginning,” Toman says, “Dave and I wanted to build a company that was sustainable and would provide employees a work home that would give them the opportunity to do interesting work and to make money for ourselves and all our investors.” So far, they have succeeded, and there’s no sign of slowing down. “Our clients recognize that our models are smart, effective and efficient,” Atadan says. “So they keep on giving us more to do.” ■ 32

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Unique Impression continued from 30

“We’ve developed steady relationships because they trust us and know we can deliver. Many customers have really become great friends.” adding Explorers, Owls, Dragons, Quakers, Marauders and more to its client roster. Quality products, fair prices and unquestioned reliability kept the customers coming back for more. Trends and styles change on a dime, especially among this fashionforward crowd. But the Unique Impressions team constantly adds new styles to its inventory (they’re got 800,000 items in case you can’t make up your mind), and dream up creative, delicious promotions. The company recently hosted a chocolate party for 80 clients and prospects—full of staffmade desserts and a behind the scenes tour of the facility. But college clubs aren’t the only ones ordering something unique. When students trade their mortarboards for desk jobs, they remain loyal customers. If a company, non-profit, school, or team needs shirts, bags, lanyards, umbrellas, or even gum packs, her alums know just who to call. Subsequently, Unique Impressions’ reach into the corporate world continues to grow. “Corporate clients are at least 50 percent word-of-mouth referrals,” O’Dell Hoke says. “Working with them has become my biggest enjoyment. We’ve developed steady relationships because they trust us and know we can deliver. Many customers have really become great friends.” To keep up with growing demand, Unique Impressions invested in infrastructure. A new eight-station screen print machine and high-speed dryer drops turnaround times by a week a half – even during the busiest of times. The team is pumping out 300 percent more rush orders. Says O’Dell Hoke : “When a client tells us that we’ve made their job easy, or that they love the finished product, only then do we feel we’ve accomplished what we set out to do.” ■ Novem b e r / Dec em b e r 2013

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Sunday Breakfast Mission continued from 31 do it congenitally, coherently and congenially.â&#x20AC;? The process is indefinite for these men. The average stay is between 12 and 18 months. The program offers counseling, worship, and work therapy and teaches life skills. While the path to restoration is filled with roadblocks, the successes are truly transformationalâ&#x20AC;&#x201D;like that of Barry Harms. The former Air Force veteran lost his job when his employer went out of business, exacerbating his alcohol addiction. Unable to hold onto a job, Harms found himself wandering the streetsâ&#x20AC;&#x201C;paranoidâ&#x20AC;&#x201C;with voices in his head. Initially unable to stick with Sunday Breakfast Missionâ&#x20AC;&#x2122;s program, Barry landed in the emergency room following a brutal gang beating. The next day he restarted the recovery program and graduated one and a half years later. With his sanity and dignity restored and armed with the teachings of Christ, Harms earned his Commercial Driverâ&#x20AC;&#x2122;s License and now works as a long distance trucker. â&#x20AC;&#x153;In addition to driving all over the country, he has repaired his relationship with his family, his now grown daughter, and reaching back to men in similar situations,â&#x20AC;? Laymon says. After many triumphs in the menâ&#x20AC;&#x2122;s programs, the Mission has expanded its reach. State data indicated a rise in homelessness among women. While the Missionâ&#x20AC;&#x2122;s menâ&#x20AC;&#x2122;s program remains its largest, programs for women and families are now in force, though still in their infancy. The Women and Families Center graduated its first female class in June. These inaugural nine women are now transitioning back to self-sufficiency. â&#x20AC;&#x153;Families can live in a residential setting and work through the program together,â&#x20AC;? Laymon says. â&#x20AC;&#x153;There is nothing like it in Delaware.â&#x20AC;? The mission is fueled by the power of private donations. During the recession, this meant some extremely lean years, but the Mission rose to the challenge, replacing one million dollars in operating expenses. In fiscal year 2012, Sunday Breakfast Mission raised $3,400,000 in cash and $1,500,000 in gift in-kind donations, an all-time high in each category. With a staff of only 30, the Mission also depends heavily on its volunteers. In 2012, volunteers allowed the non-profit to serve the most meals in its history, including 340 in a single night. More than 4,000 volunteersâ&#x20AC;&#x201D;unskilled and skilledâ&#x20AC;&#x201D;have donated their time in the past year. The Mission frequently recruits Delaware business leaders to teach financial skills to residents. And even after graduation, it provides mentors to assist with the transition back into society. Whether a fellow Delawarean has been knocked down for a night, month, or for years, Sunday Breakfast Mission is always ready to answer the bell. When people have lost everythingâ&#x20AC;&#x201D;even themselvesâ&#x20AC;&#x201D;the Mission can guide them on the often long and windy path to restoration. â&#x2013;

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Guide to Real Estate

LONG STORY SHORT Thanks to an aggressive approach and some surprising allegiances, Long & Foster is emerging as a real estate force in Delaware BY DOUG RAINEY

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AS THE LARGEST PRIVATELY HELD real estate broker in the nation, Delaware could easily be an afterthought for a company as large as Long & Foster. But when one of your key executives is Gary A. Scott, the First State will never get second billing. “We’re focused on becoming the dominant broker across all of Delaware, from Brandywine Hundred to Bethany Beach,” says Scott, who grew up in the real estate business in Delaware. First a little history: Scott’s father, B. Gary Scott, acquired a one-office Wilmington-area firm in the early 1960s and put his name on the door. The real estate business was changing and smaller firms were feeling the pressure. The Multiple Listing Service book was being supplemented by computers, a sizable expense. Financing, once a matter of marching the buyer to the local bank, was becoming more complex. Many firms would become part of franchise systems, such as Century 21. In other cases, the choice was expansion, selling or joining a competing firm. B. Gary Scott continued to build his brand by adding offices, running large newspaper ads and gaining the market presence that brings listings and top agents. 35

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Guide to Real Estate It did not hurt that the state had emerged from a serious financial crisis in state government with a more business-friendly tax structure. The economy moved into the fast lane in the 1980s as banks flocked to the state to take advantage of Financial Center Development Act, a landmark piece of legislation that gave banks tax and interest rate advantages. A couple of hours away in northern Virginia, another real estate company was getting off to a quick start. In 1968, Wes Foster and Henry Long opened a single 600-square-foot office in Fairfax, Va. Foster handled the residential side, with Long working in commercial real estate. In 1979, Foster became the sole owner and positioned the company for a long-running boom in a popular market. He remains the chief executive officer of the company. The Washington metro area, which includes northern Virginia, was growing and Long & Foster was well positioned to serve those buying and selling homes. Back in Delaware, B. Gary Scott had grown to 21 offices and remained a serious rival to Patterson-Schwartz. Patterson-Schwartz, now celebrating its 50th anniversary, has held the No. 1 spot in the state for much of its existence.

Personalized service & collaborative teamwork

The growth left B. Gary Scott at a crossroads as estate firms were diversifying into areas such as mortgages. In 1985, B. Gary Scott chose to sell the firm to Star States, the holding company that grew out of Wilmington Savings Fund Society, one of the nationâ&#x20AC;&#x2122;s oldest banks operating under its original name. The ambitious company that at one time proposed a high-rise office that would dominate the Wilmington skyline wanted to offer a full range of services for banking customers and homebuyers. B. Gary Scott fit the bill. The Scott name stayed on the door and the company maintained its No. 2 spot. Gary Scott joined the firm in 1986 and became the top-performing sales associate. Later, Scottâ&#x20AC;&#x2122;s parent company struggled with bad commercial loans and an economic downturn that felt especially painful after a sustained boom, so B. Gary Scott was sold to what is now known as Prudential Fox and Roach, the largest real estate brokerage firm in the Delaware Valley. Gary Scott later went to Patterson-Schwartz, where he served as general manager from 1993 to 1998. He was responsible for six offices and 300 agents for a company that generated $1 billion in sales. He left Delaware for leadership posts at Allen Tate, the largest residential

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Your business is our business. Personalized service and collaborative teamwork form the core of our commitment to client satisfaction. We provide comprehensive solutions focused on your business strategies. Allow us to turn your next real estate challenge into a success.

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10 Corporate Cir, Ste. 100 New Castle 302.322.9500 18335 Coastal Hwy., Lewes 302.827.4940 www.emoryhill.com Novem b e r / Dec em b e r 2013

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Guide to Real Estate firm in the Carolinas with 1,400 agents. At Allen Tate, he oversaw day-today residential office operations in an area extending from Greenville, S.C. To Raleigh, N.C. He also worked with affiliated businesses in mortgage, insurance, builder services and other areas. In the meantime, Long & Foster had been moving out of its stronghold in the Washington, D.C. area into the Baltimore area, North Carolina and the Delmarva Peninsula. The Delaware Valley was later added to the company’s footprint. Scott joined Long & Foster last year to head its President Long & Foster Brokerage business, which has more than 10,000 sales associates in seven states and the District of Columbia. He spotted an opportunity in his home state and went to work, hiring R.T. Christopher, Jr., who spearheads real estate strategy and growth for the company in the region. Christopher is the son of Richard Christopher, the long-time president of Patterson-Schwartz. The elder Christopher had retired from the company he headed for three decades in 2012. “I am thrilled to have the opportunity to do business in my hometown with a brand and a market that are second to none,” said Christopher at the time of the announcement. “Long & Foster truly understands the constantly evolving nature of the real estate business – it has identified a huge opportunity to grow its business here in Delaware and expand its reach to serve more buyers and sellers than ever before.”

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agents as of Aug. 31, an increase of more than 55 percent compared to last year. Patterson-Schwartz reports it has 350 agents, according to its website. In the second quarter of this year, Long & Foster increased to No. 2 in sales volume and No. 3 in transactions/units in Delaware, according to Scott. Patterson-Schwartz, which reports more than 350 full-time agents, remains the state’s largest broker. As of the end of August, Long & Foster’s sales in Delaware increased by more than 60 percent year-to-date for a total of more than $400 million. The number of units sold has grown to more than 1,300, up more than 65 percent. Long & Foster is now believed to be vying for the No. 2 spot held by Prudential Fox and Roach followed by Keller Williams and ReMax. In the meantime major changes are coming to Prudential Fox and Roach. Prudential Fox and Roach was acquired in a national real estate “roll up” of companies bought by a Berkshire Hathaway company. The firm will soon carry the HomeAmerica name that is being used to create a national real estate giant. Berkshire is headed by legendary investor Warren Buffett, who is not afraid to lavish marketing and advertising resources at its businesses, one example being auto insurance giant Geico. “While the acquisition of Prudential Fox and Roach is a significant event, it’s not an unusual occurrence for our business, especially in recent times,” Scott says. “As the real estate industry has continued its recovery, we’ve seen more and more firms go through a similar transition and lose their independence. This buy-out alone eliminated one of the top 10 independent real estate firms in the country.” He added that “consolidations like this make me prouder than ever to be part of The Long & Foster Companies” To date, Delaware reflects the soundness of the company’s strategy, Scott says. “While Long & Foster sales are increasing everywhere we do business, I am proud to see the state of Delaware increasing at an even faster pace.” ■

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Guide to Technology

WIRED AT&T sharpens Delaware’s edge as leaders in technological innovation

GUEST COLUMN BY J. MICHAEL SCHWEDER, PRESIDENT, AT&T MID-ATLANTIC

EARLIER THIS YEAR, AT&T was honored to participate in the Delaware State Chamber’s endof-session event recapping the accomplishments of the First State’s policymakers. We commend Delaware’s policymakers for a successful 147th legislative session. They developed and passed many smart, forward-looking policies that will foster a competitive business environment, support the emergence of innovative technologies and serve as a catalyst for business development in the state for years to come. Smart public policies allow technology companies like AT&T to continually invest and expand access to the innovative products and AT&T’s multi-billionservices that consumers demand, and that position dollar Project VIP Delaware as one of our nation’s “most wired” states. expands network access, At AT&T, our goal is to provide our customers and improves connection in Delaware and across the nation with access to the speeds. most advanced and reliable products, services and devices. We know that access to the latest technolopower to operate more efficiently and reach a broader customer base. gies, and the network that delivers them, is essential in today’s digital age. Mobile technologies now make it possible for businesses of all sizes to To achieve this goal, we have been investing relentlessly in our networks respond to email on the go; easily connect with suppliers half way around across the First State. Between 2010 and 2012, AT&T invested nearly $75 million in our wireless and wireline networks in Delaware. And, we contin- the world; and enable employees to work from remote locations. Farmers can now monitor irrigation systems, on smart devices, from miles away. ued this momentum through the first half of 2013, investing another nearPatients can consult with doctors using videoconferencing. Teachers are ly $15 million in Delaware to expand and enhance our networks, in order using mobile learning platforms and digital content to make curriculum to give our customers the most seamless and reliable wireless experience more interactive, and to increase students’ understanding of important possible. This is all part of AT&T’s Project VIP—a multi-billion-dollar, concepts both inside and outside the classroom. The possibilities are endmultiyear investment to expand access to the latest network and technololess, and these new technologies are proving to be especially crucial for gies across the nation, expected to be complete by year-end 2015. small businesses. This investment means that Delawareans will have improved access In AT&T’s annual small business survey, nearly two-thirds of small to blazing-fast connection speeds and Internet-based technologies—like business owners responded that they thought they would not be able to smartphones and tablets—that connect them to their world. These techsurvive, or that it would be a major challenge to survive, without wireless nologies not only provide our customers with the many benefits of having the Internet at their fingertips, but it also improves the ability of Delaware’s technology. Many of these businesses see mobile apps as key to saving time, increasing productivity and reducing costs. With nearly 85 percent of small entrepreneurs and businesses to compete locally, regionally and globally. businesses using smartphones for operations—more than double the usage Specifically, Internet-based technology gives companies in our state the DELAWARE BUSINESS

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Guide to Technology from five years ago—it is more important than ever that our communications infrastructure keep up with this increasing demand, and provide seamless and reliable access to latest products, services and technologies. This will be especially important for Delaware to continue growing our flourishing economy. Delaware is one of the nation’s leaders in business, job growth and development thanks to our state’s strong work ethic and great entrepreneurial spirit. To keep this spirit alive, and continue to lead the nation in business and job growth, Delaware must continue to encourage investment in new technologies through smart public policies. AT&T is proud of the work being accomplished in the First State, and we believe the best is yet to come for consumers and businesses as the evolution of communications technology continues. We are confident that forward thinking policymakers in Delaware will continue to create a regulatory environment that ensures consumers have access to today’s technology, and will update laws and regulations to reflect the competitive marketplace. In a July 2013 blog post, Gov. Jack Markell said “…Delaware has a strong foundation to compete, lead and win on the global stage for many years to come.” At AT&T, we agree, and believe that private investments in the state’s technology infrastructure are one way to help Delaware compete, lead and win. ■

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Guide to Banking Things are looking up for three Delaware banking giants BY EILEEN SMITH DALLABRIDA

High Finance CAPITAL ONE’S HIRING SPREE Capital One Financial Corp. is in hiring mode, on track to fulfill its pledge to hire 500 people in Delaware by the end of the year. That means the bank will ring in 2014 with a total of 2,100 employees in the First State. Capital One announced in August that it was actively recruiting 170 workers. The bank, which operates locally as Capital One 360, an online bank, is boosting its recruiting efforts with signage that touts its pay and benefits under the slogan “Greener Grass.” The bank is looking for employees to fill jobs in retail banking, information technology, human resources and risk management. There’s an especially high demand for software developers, said Mark Andrews, a spokesman at Capital One’s headquarters in McLean, Va., in suburban Washington, D.C. DELAWARE BUSINESS

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“Recruiting great people and providing them with an innovative, dynamic and fulfilling work environment has always been an imperative at Capital One,” says Jim Kelly, head of Direct Banking. “We look for bright, energetic individuals who will be committed to Capital One’s cause: helping customers succeed financially.” Building a great workforce in Delaware is less of a challenge than it might be in other locations. The state has a rich history as a banking center and an educated, skilled pool of labor. The unemployment rate is 7.6 percent. “There is a wealth of talent to draw from in Delaware and we are looking to grow our workforce with team players who bring a broad range of skills, innovative ideas and diverse backgrounds that will not only contribute to our success, but also anchor us further in the region,” Kelly says. 45

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Guide to Banking Recent listings for the Wilmington center on the careers section of the Capital One website describe a variety of positions, including debit card fraud investigators, part-time, work-from-home customers service representatives, a senior statistician, a bilingual customer service coordinator, director-level financial advisor positions and, not surprisingly, recruiting specialists and human resources coordinators. Under an expansion agreement with the state, Capital One will receive a Delaware Strategic Fund Job Creation Incentive of $5.6 million, plus an improvements-and-equipment cash incentive equal to 3 percent of the total capital expenditures the bank makes for its facility in Wilmington, up to a maximum of $1.5 million. Hiring must be completed by December. The deal was announced in September 2011, three months after Capitol One acquired ING Direct USA for $9 billion and one month after the bank announced plans to acquire HSBC’s domestic credit card business for $2.6 billion. HSBC’s Delaware employees also came on board with Capital One. Kelly expects the bank to remain in growth mode in Delaware even after the current flurry of hiring is complete. “Capital One continues to invest in Wilmington with new job opportunities in a variety of roles, including technology development, customer service and sales,” he says. “Capital One is committed to Delaware and we look forward to adding local talent to the Capital One team.”

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Toronto Dominion Bank is in expansion mode south of the Canadian border, growing its credit card operation in Wilmington after acquiring Target’s credit card operation. TD has leased space in the newly renovated Hercules Plaza on Market Street, says spokesman Eric Springer. The bank has no plans to close or relocate Target’s existing credit card base in the retailer’s home state of Minnesota, but will focus future growth in Delaware, where the bank expects to add to the payroll in the coming year. TD has not announced specific hiring goals. Target completed the sale of its entire consumer credit card portfolio to TD earlier this year in a deal valued at $5.7 billion. The transaction won’t impact Target’s popular REDcard Rewards program, which offers shoppers 5 percent off purchases charged to the card at Target stores. One of the 10 largest banks in the country and the second-largest in Canada, Toronto-based TD maintains its U.S. headquarters in Cherry Hill, N.J. That is the former HQ for Commerce Bancorp, which TD acquired in 2007 along with the slogan “America’s Most Convenient Bank.” TD continues to capitalize on its consumer-friendly persona, offering extended hours, weekend banking, free coin-counting machines, gratis pens and complimentary dog biscuits. Also expect a fresh look at ATMs, where TD will offer digital imaging. Consumers like free—but they don’t like fees, according to the results of TD’s inaugural Bank Checking Experience Index. While 83 percent of customers believe their bank is doing a good job, only 10 percent believe they should have to pay for checking. Further, more than a third—36 percent—are extremely or very likely to switch banks to avoid fees; 14 percent have switched banks because of the Novem b e r / Dec em b e r 2013

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Guide to Banking

M&T earned $546 million in wealth management income in 2012, nearly triple the $187 million the bank generated before

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the Wilmington Trust deal. cost of maintaining their accounts. The most-disliked fees: non-bank ATM fees and overdraft fees. With interest-rates at rock bottom levels, TD is enticing consumers to get in the saving habit with TD Simple Savings, which allows customers avoid monthly maintenance costs during the first year by linking a TD checking account and establishing a monthly transfer of $25. Monthly maintenance fees are waived with a minimum balance of only $300. The program was developed in response to consumers who want to start a nest egg without committing a significant amount of money, says Lindsay Sacknoff, senior vice president of retail products. Customers also don’t want their savings eroded by fees. To up the convenience factor another notch, TD has launched Remote Deposit Capture (RDC) technology aimed at consumers and sole proprietors via a free app that allows customers to scan an image of a check using an iPhone or Android. The is contemplating the development of apps for BlackBerry and Microsoft phones. A similar program that would allow businesses to deposit checks in bulk via smartphones and tablets will be introduced in the first quarter of 2014. “It is the most-requested service by consumers, who embraced the technology with greater speed than we ever expected,” said Spencer Jones, head of TD’s US Online Channel.

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Guide to Banking M&T earned $546 million in wealth management income in 2012, nearly triple the $187 million the bank generated before the deal. While M&T signage has replaced the Wilmington Trust marquee on retail branches, Wilmington Trust continues to serve clients in wealth advisory, investment services and corporate and institutional services. The stately Classical Revival-style building on Rodney Square remains as Wilmington Trust’s headquarters. And to raise awareness that the brand established in 1903 is alive and thriving, the company has rolled out its Renowned campaign, which harnesses the creativity of noted illustrators to promote key aspects of the brand. “We were looking from a departure of the investor image of the silverhaired couple with the grandchildren and the golden retriever,” Farrell says. Indeed. Isabelle Arsenault’s fanciful image of a family tree blossoming with people depicts Guidance. Alex Nabaum interprets Execution with a rendering of a conductor with infinite coattails directing a symphony. To show Collaboration, Chris Silas Neal creates a flock of birds, winging together to lift an investor in a gondola far above a city skyline. When M&T announced it would acquire Wilmington Trust in 2010, the brand was synonymous with Delaware, a nationally respected banking center. But Wilmington Trust is recognized far beyond the First State, with a presence in such monied climes as Palm Beach and Boston, as well as offices in Dublin, London and Frankfurt.

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Guide to Banking “You could go to any of the big European law firms and they would know Wilmington Trust very well,” Farrell says. The bank also has the distinction of being the largest owner trustee of aircraft. “If you have been on a plane recently, you probably have flown on a plane for which Wilmington Trust is the trustee,” Farrell says. On the ground, M&T is also focused on growing its retail and commercial operations, as well as the local economy. “We are very interested in bringing jobs to Delaware,” says Nicholas Lambrow, Delaware region president. “It’s an outstanding state for doing business.” M&T is intent on being a good neighbor, too, contributing to local nonprofits and becoming the state’s top Small Business Administration lender. M&T also operates a data center in Millsboro, which employs more than 500 people. Lambrow says M&T and Wilmington Trust are proving a compatible match, sparking a spirit of camaraderie rather than competition. “There was not a huge cultural divide between the two organizations to start with,” he says. M&T continues to grow. The bank is in the process of acquiring New Jersey-based Hudson City Savings Bank. Lambrow notes that expansion is focused on contiguous markets in the Northeast and Mid-Atlantic, where it makes the most sense for customers. “We don’t want to be the biggest bank,” he says. “We just want to be the best performer.” ■

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Ä&#x17E;ĹŻÄ&#x201A;Ç Ä&#x201A;Ć&#x152;Ä&#x17E;Í&#x203A;Ć? Ć&#x2030;Ć&#x152;Ä&#x17E;ĹľĹ?Ä&#x17E;Ć&#x152;Ä&#x17E; ĹśĹ˝Ĺś Ć&#x2030;Ć&#x152;Ĺ˝ÄŽĆ&#x161; ĹśĹ˝ ĹŹĹ?ĹŻĹŻ Ä&#x201A;ĹśĹ?ĹľÄ&#x201A;ĹŻ Ć?Ĺ&#x161;Ä&#x17E;ĹŻĆ&#x161;Ä&#x17E;Ć&#x152; Ä&#x201A;ĹśÄ&#x161; Ä&#x201A;Ä&#x161;Ĺ˝Ć&#x2030;Ć&#x;Ĺ˝Ĺś Ä?Ä&#x17E;ĹśĆ&#x161;Ä&#x17E;Ć&#x152; ĹŻĹ˝Ä?Ä&#x201A;Ć&#x161;Ä&#x17E;Ä&#x161; Ĺ?Ĺś tĹ?ĹŻĹľĹ?ĹśĹ?Ć&#x161;Ĺ˝ĹśÎ&#x2013;Ć? ZĹ?Ç&#x20AC;Ä&#x17E;Ć&#x152;Ä¨Ć&#x152;Ĺ˝ĹśĆ&#x161; Ä&#x201A;Ć&#x152;Ä&#x17E;Ä&#x201A;

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Temporary shelter Ä&#x201A;Ć&#x161; Ä&#x201A;ĹśÄ&#x161; Ä&#x161;Ĺ˝Ĺ? Ä&#x201A;Ä&#x161;Ĺ˝Ć&#x2030;Ć&#x;Ĺ˝ĹśĆ? Low cost spay/neuter services ĎłĎŹĎ ^Ć&#x161;Ć&#x152;Ä&#x17E;Ä&#x17E;Ć&#x161; sÄ&#x201A;Ä?Ä?Ĺ?ĹśÄ&#x201A;Ć&#x;Ĺ˝Ĺś Î&#x2DC; ĹľĹ?Ä?Ć&#x152;Ĺ˝Ä?Ĺ&#x161;Ĺ?Ć&#x2030;Ć&#x2030;Ĺ?ĹśĹ? Ä?ĹŻĹ?ĹśĹ?Ä?Ć? tĹ?ĹŻĹľĹ?ĹśĹ?Ć&#x161;Ĺ˝ĹśÍ&#x2022; ĎĎľĎ´ĎŹĎ ,ĆľĹľÄ&#x201A;ĹśÄ&#x17E; Ä&#x17E;Ä&#x161;ĆľÄ?Ä&#x201A;Ć&#x;Ĺ˝Ĺś (302) 571-0111 sĹ˝ĹŻĆľĹśĆ&#x161;Ä&#x17E;Ä&#x17E;Ć&#x152; Ĺ˝Ć&#x2030;Ć&#x2030;Ĺ˝Ć&#x152;Ć&#x161;ĆľĹśĹ?Ć&#x;Ä&#x17E;Ć? Ç Ç Ç Í&#x2DC;Ä&#x161;Ä&#x17E;Ĺ&#x161;ĆľĹľÄ&#x201A;ĹśÄ&#x17E;Í&#x2DC;Ĺ˝Ć&#x152;Ĺ? Ä¨Ä&#x201A;Ä?Ä&#x17E;Ä?Ĺ˝Ĺ˝ĹŹÍ&#x2DC;Ä?Ĺ˝ĹľÍŹÄ&#x161;Ä&#x17E;ĹŻÄ&#x201A;Ç Ä&#x201A;Ć&#x152;Ä&#x17E;Ĺ&#x161;ĆľĹľÄ&#x201A;ĹśÄ&#x17E; ...and more! We speak for those who cannot speak for themselves.

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Nove m be r/ De ce m be r 2013

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Newsbites Beebe Medical Foundation Names New President and CEO

comptroller, earned her Bachelor of Science degree in business administration with a major in accounting from Goldey Beacom College in Wilmington.

The Board of Directors of the Beebe Medical Foundation is pleased to announce that Judy Ludlow Aliquo, CFRE, BilCom Group becomes Hook will serve as the new President and CEO of Translations the Beebe Medical Foundation. Judy will assume overall responsibility After 10 years of serving state and for all of the ongoing operations of the national clients with translations for Foundation, which supports Beebe in real- the Hispanic marketplace in the US, izing its vision of Sussex County becomDelaware’s home-grown translation agening one of the healthiest counties in the cy has a new name, Hook Translations. nation. Her primary focus is Founded in 2003 as the BilCom on philanthropic efforts, such Group by Patricia V. Rivera, a as the Beebe Annual Fund, bilingual marketing communicaplanned giving and program tions professional, the business fundraising, and future capital has provided English-to-Spanish campaigns. She also will overtranslation services to clients see our premier fundraising ranging from Perdue Farms, the events, such as the annual Art Nemours Foundation, Beebe Auction in the spring and the Medical Center and Delaware Beebe Ball in the fall. Judy Ludlow Aliquo Technical Community College in “I am familiar with the strides Delaware to AAA of Arizona, the that Beebe has made in recent years,” Texas Hispanic HealthCare Initiative and says Mrs. Aliquo, a Delaware native from the Amputee Coalition of America. Wilmington who has regularly visited “Our new name clearly describes our the area with her husband Jim Aliquo. “I mission — to engage Hispanic readers am honored and excited to continue the with lively and accurate translations that important work of the Foundation and to prompt them to take notice and take raise funds to support Beebe, which proaction,” says Rivera, Hook Translations vides quality medical care and services to owner-manager. “From personnel and the people in southern Delaware.” training manuals to newsletters and marMrs. Aliquo joins Beebe Medical keting materials, our translations preserve Foundation from Wilmington Friends the client’s intent while using phrasing School, where she has worked in funthat will resonate with the intended audidraising, development, and community ence, whether they’re college graduates outreach roles for 23 years. Since 2001, or lower-literacy readers.” she served as Director of Development, All of Hook’s translators have univerwhere she worked with the head of the sity degrees in translation science and at school and board members to raise least five years of industry experience. funds for a $35 million comprehensive Hook Translations, based in Lewes, fundraising campaign. In addition, Judy serves businesses throughout Delaware was responsible for alumni and donor that desire to improve communications relations, stewardship, and events. with current and prospective SpanishMrs. Aliquo, who has a strong backspeaking clients and employees, espeground as a business manager and a cially nonprofits, healthcare facilities and

DSCC_NovDec13.indd A58

companies that have significant Hispanic employee and customer bases. The company also coordinates translations in other languages, including Haitian Creole, Burmese, Arabic and Korean.

Highmark Delaware Awards $6,000 to Exceptional Care for Children In August, Highmark Blue Cross Blue Shield Delaware presented $6,000 to Exceptional Care for Children before the start of the Blue Rocks game. The donation was part of our Ks for Kids program, which recognizes organizations in the community that promote good health among Delaware youth. Throughout this baseball season, we contributed $10 to Exceptional Care for Children for every home game strikeout pitched by a Blue Rocks pitcher, up to $5,000. On Tuesday, Ashley Barnas, reporter for The News Journal, threw the first pitch of the game to earn an additional $1,000 donation from us to the nonprofit group.

New Delaware Humane Association Board Officers and Members Announced In 2013, the Delaware Humane Association (DHA)’s Board of Directors re-elected the following officers: President, Daniel E. Cruce, Esq.; Vice President, Richard M. Wright; Treasurer, Dawn E. S. Shore, CPA. In addition, existing member Anne E. Wier was newly elected as Secretary. Seven new members were welcomed to DHA’s Board of Directors for 2013: Carla V. Andrews, DVM, Longwood Veterinary Center; James M. Baker, Former Mayor of the City of Wilmington, Anthony (Tony) G. Bariglio, Vice President & Partner, Patterson Woods & Associates, LLC,

Novem b e r / Dec em b e r 2013

| DELAWARE BUSINESS

10/31/13 6:27 PM

Elizabeth (Becky) A. Cahill, Chief Financial Officer, Delaware Community Foundation, Chandlee Johnson Kuhn , Chief Judge, Family Court of the State of Delaware, Robert F. MacGregor, VMD, Crest View Animal Clinic, LLC, and JoAnna B. Ventresca, Ventresca Brothers, Inc.

Hotel du Pont awarded Best of the East 2013 The Hotel du Pont is pleased to announce that it has been chosen by the readers of Meetings Focus magazine as “Best of the East” property in the Eastern United States and Eastern Canada for 2013. According to Meetings Focus, readers are asked to choose their favorite properties based on the guest rooms, quality of meeting space, service, food and beverage, amenities and activities that the property offers for any space that they have used within the last year. Karen Smith, VP of Group Brand solution adds, “You should be very proud to receive this honor, and know that the competition was steep. Your property was chosen by top national meeting planners as an outstanding meeting facility, and, unique in our market, we do limit the number of winners.” Less than 50 properties from the entire Eastern region of the US and Canada were selected. The 217-room Hotel du Pont is located in the heart of Wilmington, less than 25 minutes from the Philadelphia International Airport and only minutes from Amtrak and Interstate 95. The Hotel is a member of Preferred Hotels & Resorts Worldwide and Historic Hotels of America.

Bank of America Awards Community Development Grants to Delaware Nonprofits The Bank of America Charitable Foundation announced $849,000 in com-

DELAWARE BUSINESS

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in the next three to five years for artists munity development grants to 18 nonon the western edge of the Downtown profits in Delaware to help individuals and Wilmington Business District. families achieve and sustain financial staThe Bank of America Charitable bility. This is in addition to the $875,000 Foundation is also awarding grants announced in July for local workforce to Cornerstone West, Delaware Art development and education needs. Museum, Delaware Children’s Museum, The investment will help improve Delaware Community Reinvestment access to affordable housing, preserve Action Council, Delaware Housing neighborhoods, and provide financial education and coaching for future home- Coalition, Downtown Visions Mainstreet Wilmington Program, Interfaith owners, and support organizations and Community Housing of Delaware, Interinitiatives that contribute to the success Neighborhood Foundation of Wilmington, of local communities. Milford Housing Development “We’re working with community partCorporation, National Council on ners to help connect individuals and Agricultural Life and Labor Research families to affordable housing as a first Fund, Nehemiah Gateway Community step toward long-term financial stabilDevelopment Corporation, Neighborhood ity,” said Chip Rossi, Delaware market House, the Nemours Foundation, The president for Bank of America. “It’s part Grand Opera House, and of our broader efforts to help the Wilmington Housing improve the financial lives of Partnership. Delawareans and the local In addition to more than communities we serve.” $23 million in housing grants The Delaware nonprofits across the U.S., the company receiving grants include: addresses housing issues in a Delaware Financial Literacy number of other ways including Institute, which will use the extending approximately $52 funding to support the Money billion in mortgage loans in the School. Money School stuChip Rossi first half of 2013 to more than dents learn personal finance strategies to help retain and build assets, 218,000 borrowers. Thirty-five percent of these loans have been made to low- to reduce debt, improve credit, plan for moderate-income individuals and famiretirement, explore home ownership and lies. Bank of America offers assistance create business start-ups. and educational support to provide more Habitat for Humanity of New Castle transparency and clarity about the home County, which will use the fundbuying process, including working with ing to support the next phase of the more than 550 housing counseling agenNeighborhood Revitalization Initiative cies approved by the U.S. Department (NRI) Program focused in the Prices Run of Housing and Urban Development. community of northeast Wilmington. Additionally, through its Community Wilmington Renaissance Corporation, Development Banking business, Bank which will use the funding to support of America Merrill Lynch provided more the Artist Live/Work Initiative (ALWI). The than $1.6 billion in financing and equity initiative will integrate arts and culture commitments in the first half of 2013, into comprehensive community revitalwhich will help create more than 6,500 ization efforts by constructing 50 artist live/work spaces in a four-city-block area affordable housing units.

| Nove m be r/ De ce m be r 2013

10/31/13 6:27 PM

Newsbites Piccolina Toscana Introduces FarmTable Dinners Piccolina Toscana has launched a new FarmTable dinner program, allowing a group of diners to enjoy a night of really good food around Toscana’s “new” FarmTable. Installed right near the kitchen, the FarmTable itself was crafted from reclaimed barn wood, especially for Toscana by Milk Truck Vintage. A new farm-inspired prix fixe menu is created by Chef Dan Butler each month and is available only by reservation. The entrees are served family style. The September menu includes: a whimsical amuse bouche of the chef’s choice, an arugula salad featuring produce from Maryland’s Priapi Gardens, hand rolled cavatelli, roasted local beef with vegetables from Maryland’s Crow

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Farm, and tiramisú with homeMySherpa clients value Tancredi made cappuccino gelato. for his keen ability to relate to and decipher their IT needs, leading to Butler says, “Our FarmTable their satisfaction with technology promises a lot of good food and systems set up and managed by good times. Our customers round MySherpa. He joined MySherpa up some good friends—the table in 2005 and has held various seats 8-10—and keep the table positions through the company’s all night. The family style service Ethan Tancredi growth. He will now oversee all adds to the festivity and camacompany daily operations and employees. raderie of the evening. The menu has wine pairings available which turns the event into MySherpa provides locally unrivaled, a fun wine dinner—great for a ladies’ night world-class managed computer services to out, group date night or business function.” Greater Wilmington Delaware and southeastern Pennsylvania businesses. We seek out best-of-breed technologies to offer guarMySherpa’s Ethan Tancredi anteed, turnkey solutions, reducing clients’ promoted to President Sherpa overall technology ownership costs, and implement them using highly efficient proIT managed services firm MySherpa cesses to generate results. MySherpa is your promoted Ethan Tancredi from VP of business technology guide. Operations to President Sherpa.

Novem b e r / Dec em b e r 2013

| DELAWARE BUSINESS

10/31/13 6:27 PM

Calendar of Events NOVEMBER 5

DECEMBER 3

DYPN Presents: Generational Dynamics

Train Trip to Washington

8:30 a.m. – 10:00 a.m.

All Day Event

Location: TBD

Location: Capitol Hill

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

For more information, contact Carol Gabel at (302) 576-6578 or

kwetzel@dscc.com

cgabel@dscc.com

NOVEMBER 6

DECEMBER 4

West Sussex Lead Group

SBA Workshop (TBD)

8:00 a.m. – 9:15 a.m.

7:30 am Registration – 9:30 am

Location: Jefferson, Urian & Doane, 651 N. Bedford St. Ext.,

Location: DSCC Board Room

Georgetown, DE

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

Pre-registration required For more information, call Chuck James at (302) 576-6562 or

DECEMBER 4

cjames@dscc.com

Taste of Delaware in Washington DC 4 p.m. to 7 p.m.

NOVEMBER 13

Location: Kennedy Caucus Room, Washington, D.C.

15th Superstars in Business Luncheon

For more information, contact Matt Amis at (302) 576-6566 or

11:30 a.m. – 2:00 p.m.

mamis@dscc.com

Location: Hotel du Pont Gold Ballroom For more information, contact Kelly Wetzel at (302) 576-6586 or

DECEMBER 10

kwetzel@dscc.com

Holiday Networking Breakfast 7:30 a.m. – 9:30 a.m.

NOVEMBER 19

Location: Delaware Children’s Theatre, 1014 Delaware Avenue

Environmental Committee Meeting - Panel and Lunch

For more information, contact Arlene Simon at (302) 576-6586

Cost TBD

or asimon@dscc.com

9:30 a.m. – 2:00 p.m. Location: Goodstay Center Ballroom

DECEMBER 17

For more information, contact Arlene Simon at (302) 576-6586

Chamber Leadership with Mary Kate Mouser

or asimon@dscc.com

7:30 a.m. – 9:15 a.m. Location: University & Whist Club

NOVEMBER 20

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

DSCC Partnership Tour

kwetzel@dscc.com

12:00 p.m. – 1:30 p.m. Location: Middletown Rotary Club, Frog Hollow Golf Club Pre-registration required, $ 10.00 per person For more information, contact Arlene Simon at (302) 576-6586 or asimon@dscc.com

DELAWARE BUSINESS

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| Nove m be r/ De ce m be r 2013

11/5/13 10:17 AM

Delaware State Chamber of Commerce

SMALL STATE. BIG BENEFITS. Delaware Employee Benefits Exchange Managed and operated by Chesapeake Insurance Advisors, DEBE offers a private exchange platform with both standard and customized benefits plans for both full time and part time employees. The exchange provides the employer an opportunity to manage their benefits through an online benefits store, which offers multiple medical plans, and voluntary ancillary benefits, making it a “one stop shop” for benefits enrollment. Each employer receives one consolidated bill from the exchange platform, eliminating the need for bills across multiple carriers. DEBE has forged partnership with major carriers such as Aetna, Highmark Delaware, Metlife and Transamerica, so that the employer can set a defined contribution in order to simplify managing their health benefits budget. 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. Member-to-Member Discount Directory State Chamber members offer substantial savings on products and services to fellow members. To see the full list of discounts online, visit www.dscc.com and click on Member2Member Discounts. Discounted Cell Phone products and Service State Chamber members can get a 10-percent discount from T-Mobile on qualifying monthly recurring charges 62

DSCC_NovDec13.indd A62

and other special offers. Email Melissa Williams at melissa.williams2@t-mobile. com to learn more about this benefit.

from personal and business cards to get rewards even faster. Call (800) 598-8791 to apply, mention priority code FABLHRAQ.

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.

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

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-members). Call (302) 655-7221 for more information. 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) 478-2700 for more information. 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

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 Contact link on the State Chamber’s members-only page or call (866) 876-8464 to activate your member discount. Continuing Education Certificate Discounts The University of Delaware offers a 10% discount to State Chamber members when they choose to sign up for continuing education certificate programs. Contact Kelly Wetzel for more information Access full details on these benefits of membership in the members-only section of the DSCC website. For more information about obtaining your company’s members-only login credentials, please email webmaster@dscc.com. Novem b e r / Dec em b e r 2013

| DELAWARE BUSINESS

10/31/13 6:27 PM

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) 5766562 or cjames@dscc.com.

Chamber members. Contact: Arlene Simon at (302) 576-6586 or asimon@dscc.com.

The Employee Relations Committee: This committee 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: Arlene Simon at (302) 576-6586 or asimon@dscc.com.

Infrastructure and Transportation Committee: The infrastructure and transportation committee creates a unified voice when making recommendations to the Delaware Department of Transportation. Contact: Arlene Simon at (302) 576-6586 or asimon@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: Arlene Simon at (302) 576-6586 or asimon@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: Arlene Simon at (302) 576-6586 or asimon@dscc.com. Legislative Forum: Members, lobbyists and legislative representatives work together to address legislative issues of interest to DELAWARE BUSINESS

DSCC_NovDec13.indd A63

| Nove m be r/ De ce m be r 2013

Tax Committee: This committee reviews tax legislation and lobbies for the reduction of personal and business taxes in Delaware. Contact: Arlene Simon at (302) 576-6586 or asimon@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: Arlene Simon at (302) 5766586 or asimon@dscc.com. Delaware Young Professionals Network: 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: Arlene Simon at (302) 576-6586 or asimon@dscc.com.

Legislative Priority continued from 3

Meanwhile, a Korean company is investing hundreds of thousands of dollars to transform an abandoned Sussex County pickle plant into an active chicken processing plant, which would add 300 jobs to the local economy. Calpine has madeover the Edgemoor generation facility from coal-burning to cleaner and cheaper natural gas, and is building a natural gas generation facility near Dover. This facility will not only bring additional electric power to Kent County, it will also provide a new natural gas pipeline that local businesses will be able to tap into for cleaner and cheaper energy. NRG has invested millions into pollutioncontrol systems that have reduced air and water emissions at their Indian River coal fired power plant. AstraZeneca is planning to upgrade their pharmaceutical plant in Newark. CITI Bank is planning to add hundreds of jobs, and the Amazon shipping facility in Smyrna continues to add jobs as the company expands operations. The Data Centers, LLC is planning to invest $1 billion in constructing a 900,000 square-foot data center and a state-of-theart natural gas power plant at the University of Delaware STAR campus. The power plant will provide the necessary 100-percent power reliability to the data center, and will sell additional power to the grid serving Newark as well as other municipal power companies. This center will service the university, financial institutions located in the northeast, as well as other businesses and institutions that require data services. This endeavor is expected to provide 1,000 construction jobs along with 250 permanent jobs, most which will require technically skilled employees. These are just a few of the positive developments occurring or simmering for Delaware. We can’t ignore the fact that the state’s economy expanding at a slower than hoped for pace, or the multitude of issues that need to be addressed in order to stimulate more rapid economic development. We still have a steep climb out of the recession, but sometimes we need to remember: We’re pointed in the right direction. ■ 63

11/5/13 10:19 AM

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 donâ&#x20AC;&#x2122;t hesitate to call.

Joan Verplanck President and CEO

576-6560 jverplanck@dscc.com

Linda D. Eriksen Accounting Associate

Marianne K. Antonini Sr. Vice President Finance & CFO

576-6567 mantonini@dscc.com

Ken Evans Member Relations Manager

576-6576 kevans@dscc.com

Chuck James Account Executive Ambassador Committee

576-6562 cjames@dscc.com

Arlene M. Simon Committees Manager

576-6586 asimon@dscc.com

Patrina Wallace Information Secretary

655-7221 pwallace@dscc.com

A. Richard Heffron Sr. Vice President Government Affairs Carol Gabel Executive Vice President 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 576-6578 cgabel@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 Cheryl Corn Sr. Vice President Communications

576-6566 mamis@dscc.com

576-6569 leriksen@dscc.com

Kelly Wetzel Program & Communication Specialist Women in Business Young Executives Committee Benefits & Services Committee Education & Development Committee Miller Publishing, Inc. Fred Miller President, Miller Publishing, Inc. Advertising Sales

576-6564 kwetzel@dscc.com

576-6579 fmiller2@dscc.com

576-6572 ccorn@dscc.com DELAWARE STATE CHAMBER OF COMMERCE 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

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DELAWARE BUSINESS

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Art by renowned illustrator Julianna Brion.

RENOWNED DEDICATION We understand your drive and determination, because we share it. You should expect nothing less from the ﬁrm handling your wealth planning. For access to the highest caliber wealth management team in the business, call Carl Hostetter at 302-651-8800, email carl.hostetter@wilmingtontrust.com, or visit wilmingtontrust.com.

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