January/February 2014 Delaware Business

DELAWARE BUSINESS January/February 2014

$3.00

Annual Report

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.

©2013 Wilmington Savings Fund Society, FSB | Member FDIC

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Culinary students from Delcastle Technical High School provided incredible service at the Third Annual Taste of Delaware in Washington, D.C. PHOTO BY BRIAN MULLIGAN

In this Issue Annual Report

Departments

STATE CHAMBER BOARD OF DIRECTORS ................................................................. 3

Member News and Notes .................... 13

MESSAGE FROM THE PRESIDENT ............................................................................. 4

Business Spotlight: The Koncordia Group

2014 DELAWARE BUSINESS EDITORIAL CALENDAR ................................................ 7

Nonprofit Spotlight: SCORE Delaware

THE 2014 DSCC LEGISLATIVE AGENDA .................................................................... 9

Q&A: UD’s Bruce Weber and Domenico Grasso

ECONOMIC DEVELOPMENT ..................................................................................... 42

Welcome New Members ...................... 30

2013 YEAR IN PHOTOS ............................................................................................ 45

Chamber Scene ..................................... 34

THE PARTNERSHIP, INC .......................................................................................... .56

Newsbites ............................................... 74

DELAWARE RETAIL COUNCIL .................................................................................. 64

Calendar of Events ............................... 78

SMALL BUSINESS ALLIANCE .................................................................................. 66

Chamber Member Benefits ................. 82

DELAWARE YOUNG PROFESSIONALS NETWORK .................................................... 69

Chamber Committees .......................... 83

DELAWARE MANUFACTURING ASSOCIATION ......................................................... 70

For Assistance, Contact the Chamber .......................................... 84

DELAWARE PUBLIC POLICY INSTITUTE .................................................................. 72

On The Cover DSCC Annual Report DELAWARE BUSINESS

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Volume 19, Number 1 / Delaware Business (USPS 012098) (ISSN 153253542) is published bi-monthly by the DSCC Center for Business Management. Subscription price is $18 a year (included in membership dues). Known office of publication is 1201 N. Orange St., Suite 200, Wilmington, DE 19801.

Periodicals postage paid Wilmington, DE 19850. Postmaster: Send address changes to Delaware Business, c/o DSCC Center for Business Management, P.O. Box 671, Wilmington, DE 19899-0671. Telephone (302) 655-7221.

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DELAWARE

2013 Delaware State Chamber Staff

BUSINESS EDITORIAL STAFF Hinton J. Lucas Chairman

A. Richard Heffron Interim President

Matt Amis Managing Editor

EXECUTIVE COMMITTEE 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.

CHAIRMAN

Hinton J. Lucas DuPont

Mark S. Stellini Assurance Media TREASURER A. RICHARD HEFFRON INTERIM PRESIDENT, VICE PRESIDENT, GOVERNMENT RELATIONS

MARIANNE K. ANTONINI SENIOR VICE PRESIDENT, FINANCE & CFO

CAROL GABEL EXECUTIVE VICE PRESIDENT

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

William E. Manning Saul Ewing LLP

BOARD OF DIRECTORS

JOHN H. TAYLOR, JR. SENIOR VICE PRESIDENT & EXECUTIVE DIRECTOR, DPPI

LINDA D. ERIKSEN ACCOUNTING ASSOCIATE

MATT AMIS COMMUNICATIONS MANAGER

KEN EVANS ACCOUNT EXECUTIVE

CHERYL CORN EXECUTIVE ASSISTANT TO THE PRESIDENT, SR. VICE PRESIDENT COMMUNICATIONS

CHUCK JAMES ACCOUNT EXECUTIVE

Linda Ammons Widener University School of Law

Christopher L. Kenny ShopRites of Delaware

Chad Moore The Bellmoor

Julian H. “Pete” Booker Delmarva Broadcasting Company

Bernhard M. Koch AAA Mid-Atlantic

Theodore J. Prushinski Citizens Bank, NA

Kevin C. Broadhurst Comcast

Nicholas P. Lambrow M&T Bank

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

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

Richard H. LaPenta Insurance & Financial Services Ltd.

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

Tim Constantine Highmark BCBS Delaware

Robert J. Laskowski, M.D., MBA Fred C. Sears, II Christiana Care Health System Delaware Community Foundation

Charlie Copeland Associates International, Inc.

Renee Lewandowski Agilent Technologies

W. Laird Stabler, III, Esq. Laird Stabler & Associates, LLC

Brian DiSabatino EDiS Company

Andy Lubin University of Delaware

Gary R. Stockbridge Delmarva Power

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

Michael S. MacFarland TD Bank

Michael S. Uffner AutoTeam Delaware

Martha S. Gilman Gilman Development Company

Clinton Walker Scott Malfitano CSC – Corporation Service Company Barclaycard US

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

Nicholas Marsini PNC Bank, Delaware

William S. Wallace JPMorgan Chase – Card Services

Rita P. Hollingsworth Bank of America

John McCarthy AstraZeneca Pharmaceuticals LP

Kristine M. Wellman Capital One Financial Corporation

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

Paul McConnell McConnell Development, Inc.

Robert W. Whetzel Richards, Layton & Finger

Bonnie Metz Verizon Delaware

Harry L. Williams Delaware State University

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

Tyrone Jones AstraZeneca Pharmaceuticals LP

STAFF

ARLENE M. SIMON COMMITTEES MANAGER

PATRINA WALLACE GOVERNMENT RELATIONS ASSISTANT

KELLY WETZEL PROGRAM AND COMMUNICATIONS SPECIALIST

A. Richard Heffron Interim President Senior Vice President, Government Affairs Marianne K. Antonini Senior Vice President Carol Gabel Executive Vice President John H. Taylor, Jr. Senior Vice President & Executive Director, DPPI

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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2013 Delaware State Chamber Board of Directors Executive Committee

CHAIRMAN HINTON LUCAS DUPONT

IMMEDIATE PAST CHAIR WILLIAM R. ALLAN DELAWARE COMMUNITY FOUNDATION

CHAIR ELECT MARK STELLINI ASSURANCE MEDIA

TREASURER BARRY CROZIER BELFINT, LYONS & SHUMAN

SYLVIA BANKS DUPONT

THOMAS J. COOPER COOPER REALTY ASSOCIATES

ERNIE DIANASTASIS CAI

ALAN LEVIN DELAWARE ECONOMIC DEVELOPMENT OFFICE

WILLIAM E. MANNING SAUL EWING, LLP

CHIP ROSSI BANK OF AMERICA

DENNIS M. SALTER SUMMIT REALTY ADVISORS, INC.

MARK TURNER WSFS BANK

RICHELLE VIBLE CATHOLIC CHARITIES OF DELAWARE

KATIE WILKINSON FULTON BANK

DONALD T. FULTON GEORGE J. WEINER ASSOCIATES

Board of Directors

LINDA AMMONS WIDENER UNIVERSITY SCHOOL OF LAW

JULIAN H. BOOKER DELMARVA BROADCASTING

KEVIN C. BROADHURST COMCAST

DAVID B. BROWN POTTER ANDERSON & CORROON, LLP

TIMOTHY J. CONSTANTINE HIGHMARK BCBS DELAWARE

CHARLIE COPELAND ASSOCIATES INTERNATIONAL, INC.

BRIAN DISABATINO EDIS COMPANY

ORLANDO J. GEORGE, JR. DELAWARE TECHNICAL & COMMUNITY COLLEGE

MARTHA S. GILMAN GILMAN DEVELOPMENT COMPANY

JOHN E. HEALY III HEALY LONG & JEVIN, INC.

RITA P. HOLLINGSWORTH BANK OF AMERICA

MICHAEL HOUGHTON MORRIS, NICHOLS, ARSHT & TUNNELL, LLP

TYRONE JONES ASTRAZENECA PHARMACEUTICALS LP

CHRISTOPHER L. KENNY SHOPRITES OF DELAWARE

BERNHARD M. KOCH AAA MID-ATLANTIC

NICHOLAS P. LAMBROW M&T BANK

RICHARD H. LAPENTA INSURANCE & FINANCIAL SERVICES, LTD.

ROBERT J. LASKOWSKI CHRISTIANA CARE HEALTH SYSTEMS

RENEE LEWANDOWSKI AGILENT TECHNOLOGIES

ANDY LUBIN UNIVERSITY OF DELAWARE

MICHAEL MACFARLAND TD BANK

SCOTT MALFITANO CSC - CORPORATION SERVICE COMPANY

NICHOLAS MARSINI PNC BANK DELAWARE

JOHN MCCARTHY ASTRAZENECA PHARMACEUTICALS, LP

PAUL M. MCCONNELL MCCONNELL DEVELOPMENT, INC.

BONNIE METZ VERIZON, DELAWARE

CHAD MOORE THE BELLMOOR

THEODORE J. PRUSHINSKI CITIZENS BANK

MICHAEL RATCHFORD W.L. GORE & ASSOCIATES, INC.

RICHARD D. ROWLAND ROWLAND, JOHNSON & CO., PA

FRED C. SEARS II DELAWARE COMMUNITY FOUNDATION

W. LAIRD STABLER, III LAIRD STABLER & ASSOCIATES, LLC

GARY R. STOCKBRIDGE DELMARVA POWER

MICHAEL S. UFFNER AUTOTEAM DELAWARE

CLINTON WALKER BARCLAYCARD US

WILLIAM S. WALLACE JPMORGAN CHASE

KRISTINE M. WELLMAN CAPITAL ONE FINANCIAL CORPORATION

ROBERT W. WHETZEL RICHARDS, LAYTON & FINGER

HARRY L. WILLIAMS DELAWARE STATE UNIVERSITY

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&ƌŽŵ ĚŽĐƵŵĞŶƚ ĐƌĞĂƟŽŶ ƚŽ ĚĞƐƚƌƵĐƟŽŶ͙

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ϯϬϮ͘ϰϱϯ͘ϭϱϬϬ ϴϬϬ͘ϰϲϰ͘ϬϬϮϭ

Message from the President

BY RICH HEFFRON

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ŽƉŝĞƌƐ ^ĐĂŶŶĞƌƐ EĞƚǁŽƌŬ /ŶƐƚĂůůĂƟŽŶ Θ ^ƵƉƉŽƌƚ WƌŝŶƚĞƌƐ ^ŚƌĞĚĚĞƌƐ WĂƉĞƌůĞƐƐ KĸĐĞ ^ŽůƵƟŽŶƐ

&ĞĂƚƵƌŝŶŐ

Kicking off our 30th year of business

McCarter & English, LLP proudly supports the Delaware State Chamber of Commerce

NO ONE WILL SAY 2013 WAS AN EASY YEAR at the Chamber. But the important stuff rarely comes easily. Following a year of transition and change, the Chamber presses on to bigger and better things. The fight must go on, as Abraham Lincoln said, so that’s what we’ll do.

Though our organization, and our state, faced obstacles, we came away with some great new programs and ideas that will reshape the way we deliver value to our members.

Over the summer we built a new and improved Chamber website—www.dscc.com. More than just a digital holding tank for our acclaimed “Legislative Minute” videos, the site promotes events and programs in an attractive, easy-to-navigate package.

In our continued efforts to provide access to relevant and meaningful benefits to the Delaware business community, we became an affiliate partner with the Lerner College of Business & Economics at the University of Delaware. Through this partnership, Chamber members and member employees will receive an affiliate program scholarship for $5,000 off of their tuition for the University of Delaware Online MBA Degree Program.

We partnered with UPS to provide Chamber members with valuable discounts—up to 34 percent savings—on shipping services.

And we’ve begun collaborating with the Delaware Office of Supplier Diversity to explore ways of making business in Delaware more inclusive.

As always, we continue to battle on your behalf at Legislative Hall in Dover. Conversations about workers’ compensation rates, minimum wage, energy availability and cost, infrastructure and education will always include our voice.

Our signature events—Superstars in Business, Superstars in Education, the Delaware Networking Station, and our Legislative Brunches—attracted thousands of attendees, while spreading resources, goodwill and connections throughout the business community. Even the annual Chamber Chase golf tournament was held without a drop of rain.

Here’s to more sunny days ahead.

Renaissance Centre, 405 N. King Street, Wilmington, DE 19801 T 302.984.6300 F 302.984.6399 www.mccarter.com BOSTON

HARTFORD

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NEW YORK

NEWARK

PHILADELPHIA

STAMFORD

WILMINGTON

May / Jun e 2012

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Are you in Sussex County?

Beebe Healthcare is near you.

LEWES, MAIN CAMPUS

MILTON

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424 Savannah Road • Lewes, DE 19958

Beebe Imaging . . . . . . . . . . . . . . . . (302) 645-3275 Beebe Lab Express . . . . . . . . . . . . . (302) 645-3568 Beebe Rehab Services . . . . . . . . . . (302) 645-3235

REHOBOTH BEACH

Beebe Imaging . . . . . . . . . . . . . . . . (302) 645-3010 Beebe Lab Express . . . . . . . . . . . . . (302) 645-3010 Beebe Rehab Services . . . . . . . . . . (302) 645-3010

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Beebe Lab Express . . . . . . . . . . . . . (302) 684-8579

GEORGETOWN 21635 Biden Avenue • Georgetown, DE 19947

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Bookhammer Outpatient Center at the Beebe Health Campus 18941 John J. Williams Highway (Rt. 24) Rehoboth Beach, DE 19971

Clipper Square Shopping Center 614 Mulberry Street • Milton, DE 19968

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Walk-in Care . . . . . . . . . . . . . . . . . . (302) 856-9729 Beebe Imaging . . . . . . . . . . . . . . . . (302) 856-9729 Beebe Lab Express . . . . . . . . . . . . . (302) 856-9729 Beebe Rehab Services . . . . . . . . . . .(302) 856-9729

LONG NECK

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32060 Long Neck Road • Millsboro, DE 19966 Beebe Lab Express . . . . . . . . . . . . . (302) 947-1202

MILLSBORO Rt. 113 (28538 Dupont Blvd) Millsboro, DE 19966

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Walk-in Care . . . . . . . . . . . . . . . . . . (302) 934-5052 Beebe Lab Express . . . . . . . . . . . . . (302) 934-5052 Beebe Imaging . . . . . . . . . . . . . . . . (302) 934-5052 232 Mitchell Street Millsboro, DE 19966

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Beebe Rehab Services . . . . . . . . . . (302) 934-1500

MILLVILLE Rt. 26 (203 Atlantic Ave) • Millville, DE 19970

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Beebe Imaging . . . . . . . . . . . . . . . . (302) 539-8749 Beebe Lab Express . . . . . . . . . . . . . (302) 539-1620 Beebe Rehab Services . . . . . . . . . . (302) 539-6404

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Visit Beebe’s website

404

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for more in formation:

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beebehealthcare.org

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Lewes, Delaware • beebehealthcare.org

DELAWARE BUSINESS

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DELAWARE

BUSINESS January/February 2013 $3.00

2012 Annual Report

Celebrating 175 years of serving business in Delaware

Delaware Business magazine covered a variety of topics—from education to fitness to restaurants—in 2013.

Above, the covers of 2013.

DELAWARE

DELAWARE

BUSINESS

BUSINESS

PLUS: Guide to Banking, Real Estate

November/December 2013 $3.00

July/August 2013 $3.00

PLUS: • Restaurant, Meeting & Banquet Guide • Insurance & Financial Services

2013 Superstars in Business

Higher Education

GUIDE TO

DELAWARE BUSINESS 2014 EDITORIAL CALENDAR* The Delaware State Chamber of Commerce’s Delaware Business is published six times a year, featuring a wide range of editorial content of interest to the business community. Below is the 2014 editorial calendar, including special advertising sections and advertising space reservation deadlines:

January/February State Chamber Annual Report The State Chamber’s Year in Review, and a look at Delaware’s economic development.

Space reservation: November 16, 2013 March/April Guide to Real Estate & Construction Guide to Health Care & Insurance Guide to Taxes Space reservation: January 19, 2014

May/June Superstars in Education Guide Guide to Education Guide to Legal Services, Government Affairs and Incorporating Services Guide to Wellness & Health Space reservation: March 10, 2014 July/August Restaurant, Meeting & Banquet Guide Guide to Higher Learning Insurance & Financial Services Space reservation: May 14, 2014

September/October Guide to Health + Fitness Back to School Guide Manufacturing Guide Space reservation: July 11, 2014 November/December Superstars in Business Guide Guide to Construction & Real Estate Guide to Innovation Guide to Banking Space reservation: September 12, 2014

* This calendar lists cover story topics and special advertising segments. Editorial topics are subject to change. Advertisers will be notified of any significant changes to content. All ads are due one week after space reservation deadline.

DELAWARE BUSINESS

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Proud Member... ...since 2004.

Because good business builds strong communities.

Š2013 AAA Mid-Atlantic Mktg.# 13_237

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| DELAWARE BUSINESS

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PHOTO BY DICK DUBROFF/FINAL FOCUS

2014 Legislative Agenda

BY RICH HEFFRON, INTERIM PRESIDENT, DELAWARE STATE CHAMBER OF COMMERCE

DELAWARE’S ECONOMIC CHALLENGES remain daunting as the state economy continues a slow recovery in the midst of flat revenue projections. This economic picture is stubborn and persistent. Many of the questions we faced in 2010 remain: What legislative and policy changes can be made during this coming session to address the state’s enduring fiscal challenges and encourage economic development? In response, The Delaware State Chamber of Commerce’s 2014 Legislative Agenda for the 147th General Assembly remains largely the same. It addresses issues that are still crucial to the state’s economic recovery: fiscal responsibility, education, health care, energy, infrastructure, federal legislation and economic development.

State Fiscal Policy The past few years the Delaware Economic and Financial Advisory Council (DEFAC) has been wisely conservative with revenue projections. Each June there is a bit of optimism when final DEFAC numbers show small increases in revenue for the DELAWARE BUSINESS

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current year. But the long-term outlook continues to show slow revenue growth, with key areas like lottery, personal income tax, and franchise taxes showing little movement. These reports require the administration to be cautious when constructing the budget for the upcoming fiscal year. Slow but steady growth has been the pattern. With that trend in mind, the DSCC remains supportive of efforts by the administration and the General Assembly to: • Re-examine how state government can more efficiently function • Implement further restraint on state spending • Develop new revenue sources These have been keystone issues of the Markell administration and the General Assembly since the 2008 economic collapse.

With 2014 elections less than a year away, policymakers and elected officials are wary of taking additional money out of people’s pockets through fee and tax increases. For there to be any hope that the economy’s recovery will accelerate, businesses and consumers must increase investment and spending. Government’s 9

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2014 Legislative Agenda role is to do what it can to help and avoid decisions that can hamper positive economic energy.

Call to Action: All areas of state and local government need to continue finding ways to cut expenses and increase efficiency while balancing their budgets. Tax and fee increases remain suspect options while businesses continue the long climb out of the great recession of 2008.

Public Education Delaware’s public schools are improving. But dropout rates, test scores, and student preparation for higher education and the job marker are still not where they need to be. Two years ago President Obama’s aggressive “Race to the Top” educational improvement plan awarded Delaware $120 million through a competitive grant. These funds have provided new opportunities for public school system improvement efforts. Thanks to the grant, school districts implemented more flexible decision-making routines for each school. This allows the schools to be agile when it comes to measuring student achievement, addressing failing schools, and considering teacher accountability. Delaware’s businesses, while working with community, education and government leaders, must continue to follow the Vision 2015 roadmap toward world-class status for Delaware’s public schools.

Call to Action: The State, education community and the citizens of Delaware must continue to implement the aggressive education reform agenda outlined in Vision 2015 currently aligned with President Obama’s “Race to the Top” education improvement program. This cooperative agenda provides our public school system with a road map for attaining world-class status.

Health Insurance The calamitous launch of the Federal Affordable Care Act (ACA) health exchange drastically altered the landscape for health care policy. And now the business community is left with an even more ambiguous path forward when making health care and insurance decisions. Planning ahead with confidence is a near uncertainty.

Despite this, the state is compelled to move ahead with offering citizens the option of participating in its insurance purchasing exchange. The U.S. Chamber of Commerce is supporting eight changes to the ACA that will address disparities in the Act, which range from restoring the traditional 40-hour work week as the base requirement for offering employee insurance, to simplifying the process for small businesses to receive a tax credit, and extending the credit beyond the 2016 cutoff date. We support these changes.

The Delaware State Chamber of Commerce will continue to follow developments and keep its members informed about expected changes in the implementation process.

Call to Action: The ACA needs to be reformed so that business and individuals can be confident that the problems and dysfunctionality have been resolved. Business leaders need a clear understanding of their obligations and options under the ACA. 10

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Energy Energy independence, coupled with a stable supply and a reasonable cost structure, is critical to the continued growth of our state’s economy. Numerous manufacturers have stated publicly that high utility costs are a deterrent to expanding or building facilities in Delaware. Construction of a statewide transmission line should provide more energy and a cut in cost, but because of federal regulation and construction time, this project is still years away from completion. This roadblock to economic expansion needs to be resolved if we are going to grow the Delaware’s manufacturing base.

With technological advances, new sources of oil and natural gas have come onto the market, lowering some prices and allowing the country to lower the percentage of its purchase of off shore fossil fuels. This helps, but it will not guarantee large energy cost reductions. Delmarva Power has proposed to the Public Service Commission that rate filings be granted for a three-year period,

All areas of state and local government need to continue finding ways to cut expenses and increase efficiency while balancing their budgets. rather than annually. This will allow them to better plan out infrastructure improvements and, in the long run, lower costs. We strongly support this change as a wise business decision that will ultimately benefit the rate payer.

Call to Action If Delaware business is going to stay competitive in the global marketplace, it is imperative that our state government and business leaders explore every available means of controlling and lowering energy costs. Delaware must take advantage of unique opportunities to become a leader in providing clean, reasonably priced energy for its citizens and businesses.

Infrastructure Successful economic development efforts can only succeed if the necessary communication, education, technology, transportation, and water/wastewater infrastructure is in place. Two years ago a state taskforce studied the beleaguered state Transportation Trust Fund (TTF), and issued a report outlining ideas to find means to meet the state’s transportation infrastructure needs for the foreseeable future. This report only covers one segment of the state’s infrastructure needs and funding mechanisms. What the report makes clear is that in order to meet the state’s crucial infrastructure needs, the funding process must be changed. This will require innovative thinking, coupled with some difficult decisions. Delaware’s success in meeting those much-needed infrastructure enhancements can best be accomplished through public/private partnerships, dedicated funding sources, implementation of more flexible borrowing process and the leveraging of existing revolving funds.

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Call to Action: Appropriate investment in infrastructure will foster economic growth. Delaware needs to continue considering all practical proposals that can improve our state’s infrastructure at an affordable cost.

Workers’ Compensation In the last couple years, Delaware’s workers’ compensation rates have risen by double digits, after several years of reductions thanks to 2007 changes in legislation. To address rate hikes, the governor appointed a dedicated taskforce. Its first mission? To determine why the Delaware Compensation Bureau (DCRB) recommended 40-percent rate increases. Since then, the taskforce has focused on the DCRB’s rating process, the fact that Delaware’s workers’ compensation cases stay open longer than those in our neighboring states, and how insurers set reserve levels. In addition, the Workers’ Compensation Data Committee will be reviewing medical data to uncover the primary cost drivers.

Call to Action: Changes to the workers’ compensation system are a necessity. Delaware’s should mirror those other states with low workers’ compensation costs and solid medical treatment systems.

Tax Policy In recent years the state has adjusted taxes rates in an attempt to raise revenue while at the same time promoting economic development. But some critical revenue areas have slower to improve than we hoped. There are some signs that the current tax structure will need to be revised if the state is to meet future revenue needs and encourage job creation. This will be a major undertaking—one that needs comprehensive study before implementing any reform plan. We believe this process needs to begin in 2014.

Call to Action: It is essential that the state continue to adjust tax rates in a way that will encourage economic development and partner with the State Chamber and others to scrutinize the long term sustainability of the current tax structure.

Economic Development The only way Delaware can remain competitive in the global marketplace is by expanding partnerships between our institutions of higher education, by finding ways to generate greater access to venture capital, by streamlining the government permitting and regulatory process, by looking for global market opportunities, by protecting and expanding our manufacturing base and by aggressively promoting what Delaware has to offer.

It is vital that we continue to scrutinize the state’s environmental regulatory process, land use policy, education and training programs, infrastructure needs, economic development investment, energy costs and tax structure. Some efforts have already paid dividends. A few success include: • PBF Energy’s upgrading of the Delaware City Refinery • The formation of the medical research consortium with Christiana Care Health System, Nemours, The University of DELAWARE BUSINESS

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Delaware, Delaware Technical and Community College and Jefferson University • The construction of the Bloom Energy plant at the University of Delaware’s STAR site • AstraZeneca’s investment in their Newark Plant • The announcement by several employers that they will expand their Delaware operations.

This year the State Chamber will work with the Delaware Manufacturing Association, Delaware Manufacturing Extension Partnership, DelTech, the Vo-Tech districts, local school districts, manufacturers and the state government to design a blueprint for implementing a manufacturing educational and training program that will enhance the appeal of manufacturing in Delaware. At the same time, we believe it is time look at the Coastal Zone Act as it applies to existing industrial areas to determine if changes are appropriate in light of the environmental and technological advances made since the laws were instituted in 1971. We need to move forward with construction of the Data Center in Newark, and renovation of the former Millsboro pickle factory. Along with creating much needed jobs, these projects will demonstrate that Delaware is invested in state-of—the-art industrial facilities.

Call to Action:: Delaware’s economic development success stories have been accomplished through the joint efforts of the federal, state and local governments, partnering with our institutions of higher education and the business community. It is imperative that the manufacturing blueprint be further refined in ways that will create more manufacturing jobs. A successful economic development plan is the cornerstone of a healthy and vibrant state economy.

Since September, 2008, Delawareans have contended with enormous challenges to our economic viability, fiscal stability and the capacity to meet the needs of all our citizens. Working together we have overcome many economic hurdles. It’s been a long and difficult journey, but we still have a long way to go. Working together we can meet the expectations of all Delawareans. ■

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I’M BETTER WITH BLUE Real Member Randy Tabita

When Randy Tabita wanted something more than the regional health plan his work provided, he searched for one that offered affordability, a broader network, and a history of reliable care.

And found just what he needed with Highmark.

That’s why generations of members, like Randy, are better with Blue.

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

Subject to the terms of your benefit plan.

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HighmarkBCBSDE.com

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news&Notes Getting to Know the Port of Wilmington

BY THOMAS KEEFER, DEPUTY EXECUTIVE DIRECTOR, PORT OF WILMINGTON

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Only four hours sailing time from the Atlantic Ocean, Delaware’s seaport is located at the confluence of the Christina and Delaware rivers, at the intersection of the major North-South interstate highways and on the mainline of the Norfolk Southern Railroad and proximate to the largest base of consumers in North America.

The Port’s unique location and multimodal capabilities enable it to reach more than 200 million consumers within 24 to 48 hours by truck. It is the first full-service seaport and the most active marine terminal on the Delaware River.

Ten deep-water berths ensure swift movement of a diverse mixture of cargoes from shipside to customers.

The Port’s distribution region stretches from the East Coast to the Mississippi River, and includes the Canadian provinc-

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es of Québec, Ontario and the Maritimes.

In fiscal year 2013 the Port handled over 400 ships and 5 million tons of cargo.

Annually, maritime related commercial activity at the Port of Wilmington supports 5,200 family-sustaining jobs and generates $384 million in business revenue—$360 million in personal income and $35.7 million in regional taxes. The Port, which recently celebrated its ninetieth year in operation, is owned and operated by the Diamond State Port Corporation, an entity of the State of Delaware.

Wilmington is the largest port in the United States for receiving perishable cargo. By virtue of its long term relationship with Dole and Chiquita, it is the “top banana” port in North America and number two in the world. It handles more imported orange and apple juice concentrates than any other port in the U.S. and

leads the East Coast in livestock exports.

With more than 800,000 square feet of refrigerated warehouse space, it operates the largest on-terminal cold storage complex in North America. In addition to bananas, other tropical fruit, juice concentrates and livestock, 22 percent of Chilean fruit exports to the U.S. move through Wilmington. New and used automobiles, gasoline for Wawa convenience stores, wind energy components, brewery tanks, steel, forest products, and many other breakbulk and dry bulk commodities such as petroleum coke exports from the Delaware City Refining Co. round out the Port’s cargo portfolio.

In 2000, the Port initiated its trade relationship with Fresh Fruit Maroc (FFM), a consortium of growers, packers and exporters of Moroccan citrus. The clementine season runs from late October into

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news&Notes February. Since the relationship began, cargo volume has grown from just 2,000 tons to more than 30,000 tons, and 87 million boxes of clementines (with a commercial value of $345 million) have moved over the Port during this period.

Moroccan business alone creates more than 100 family-sustaining jobs, $5.6 million in annual business revenue and $5.3 million in annual personal income.

Throughout our relationship the Port has provided key value-added services such as real-time web-based inventory and sales management and cold treatment, which have helped Moroccan business grow in the North American markets. In September, 2013, FFM signed a five-year, exclusive agreement with the Diamond State Port Corporation, which will keep Moroccan fruit coming through the Port of Wilmington through 2018.

Gov. Jack Markell and Sen. Chris Coons flank Moroccan Ambassador Rachad Bouhlal during a 2012 visit. The Port of Wilmington has imported 87 million boxes of Moroccan clementines since 2000.

Meet Ambassador Rachad Bouhlal Ambassador Rachad Bouhlal—a special guest at the 177th DSCC Annual Dinner—was appointed by King Mohammed VI as Ambassador of the Kingdom of Morocco to the United States of America on December 6th, 2011. He previously served as Ambassador to Germany and to the European Union, Belgium and Luxembourg.

Ambassador Bouhlal also held the position of Secretary General of the Ministry of Foreign Affairs and Cooperation; Senior Advisor to the Prime Minister for Economic and Financial Affairs; Secretary General of the Ministry of Foreign Trade and Investments; Director of Fisheries, Ministry of Fisheries and Merchant

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Marine; and Deputy Director of the Trade Division, Ministry of Finance.

He received his undergraduate degree in Mathematics in 1970 then his MBA in Rouen, France. He was awarded the Order of the Throne of the Kingdom of Morocco; the Commander of the Order of Leopold by the King of Belgium; the Grand Cross of the Federal Republic of Germany by the President of Germany as well as Officer of the Legion of Honor, France.

Mr. Bouhlal is a founding Member of the Ribat El Fath Association for Sustainable Development. He is a pilot and the President of the Rabat Royal Air Club. In addition, Mr. Bouhlal is the President and founding member of the Wildlife Film Festival of Rabat.

Ambassador Bouhlal was born August 26th, 1951 in Rabat Morocco, he is married to Fatiha Bennani and has two sons, Larbi and Othmane.

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Leadership Through leadership, strength and a commitment to excellence, we can reach new heights together. We proudly support the Delaware State Chamber of Commerce.

chase.com DELAWARE BUSINESS

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Š 2013 JPMorgan Chase & Co.

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news&Notes BUSINESS SPOTLIGHT:

The Koncordia Group

BY MATT AMIS

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Consider it the “Moneyball” approach to business marketing.

With an innovative strategy built around analytics, databases, measurability and predictive modeling, Wilmington’s Koncordia Group has emerged as an industry leader. The firm’s approach fuses the values of traditional marketing like creativity and branding with technologically juiced data driven solutions, like social monitoring. The synergy helps uncover deep insights for clients, and helps drive more effective and impactful marketing and communications.

“Your marketing campaigns become much more effective when you’re investing in the right message to the right customer,” says managing director Lisa Scott. “You can take that model and apply it to a new market to identify people who would have a high propensity to respond to your offer.”

Scott founded The Koncordia Group (the name was her great-grandmother’s— Danish for “big heart”) 13 years ago in Wilmington. In 2009, Detroit-based Marketing Associates purchased the company, and brought with it a deep level of expertise in technology-focused services.

“What really attracted me to selling to Marketing Associates was this dynamic they had between the CMO and the CIO, because normally the two never spoke,” Scott says.

Mark Petroff, president and CEO of Marketing Associates, recognized that the convergence of technology and marketing meant a new wave of tech-savvy business needs, and that delving into the creative services realm

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Mark Petroff and Lisa Scott have steered the Koncordia Group through tremendous growth and innovation. PHOTO BY BLAIR CALDWELL. could catalyze growth for Marketing Associates. He also recognized a perfect partner in Koncordia.

“There’s a whole new cadre of marketing managers and ad directors who have grown up since the internet, and they’re comfortable with this concept that you can get your message across digitally,” he says. “They aren’t as wed to the old ways of buying a 60-second spot during Thursday night TV.” The newly reformed Koncordia Group moved into its specially designed, highly wired new digs in September. Its new building—1201 N. Market Street—is a Wilmington Network Access Point. With 400 strands of dark fiber and robust telecom networks, it is the state’s most wired building. The perfect home for any

tech-happy firm.

With uninhibited sightlines, funky décor and the Rolling Stones piping through overhead speakers, the new office reflects Koncordia’s neo-hybrid sensibilities. Loaded with power and collaboration, today the agency is adept at revitalizing and disseminating a client’s brand, developing their custom web applications, managing digital assets and much more.

“It was about six months of designing and building out their space on the floor. Tech was at the top of the list, and so was an open and collaborative floorplan,” Scott says. “We work in teams.

You have IT professionals and creative professionals working together.”

For more, visit www.koncordiagroup.com.

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Emphasis on Forensics and Fraud Detection

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The Neumann University master’s degree in Accounting adds up to greater opportunity.

The emphasis on forensics and fraud detection will provide you with credentials that are in demand. Neumann’s program allows you to: • • • •

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news&Notes Futures Market Q&A WITH THE UNIVERSITY OF DELAWARE’S DEAN BRUCE WEBER AND PROVOST DOMENICO GRASSO

BY MATT AMIS

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In November the Delaware State Chamber of Commerce became an official Affiliate Partner of the University of Delaware’s Lerner College of Business & Economics. Through the partnership, Chamber members became eligible to receive an affiliate scholarship of $5,000 toward their tuition for UD’s Online MBA Degree Program.

The Lerner College of Business & Economics, led by Dean Bruce Weber, embraced cutting-edge technology when it launched the online MBA degree program in March, and today the program allows the busiest professionals the ease and flexibility to pursue their professional growth and development.

Delaware Business sat down with Dean Weber, and the university’s Provost, Domenico Grasso, to talk technology, professional development, and more.

“There are a lot of opportunities to work with the business community at UD,” Grasso says. “And be a major force for economic development in Delaware.”

How is new technology impacting the way we deliver education?

Grasso: There’s no question technology will influence education, and it can do it well or it can do it poorly. It’s up to us to decide how best to implement that technology. It would be foolish to be a Luddite and say we’re not going to incorporate new technology to avoid any downsides. But if we do it well, it can enhance to a significant degree the

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Domenico Grasso and Bruce Weber talk online learning and the future of delivering education.

PHOTO BY NICK WALLACE.

quality, accessibility and affordability of education.

coordinate. If one class has a particularly challenging week, or an exam, he’ll let the other faculty know to keep in sync.

Certainly there are online degree programs out there with less than dubious reputations. How did UD ensure this one would be done well?

Who is the target demographic for the program? What kind of student does online learning make the most sense for?

Weber: The first way was to ensure this was a top-quality degree was to use all of our permanent faculty to deliver the courses. This is not a course where we are renting external instructors to do something for us. This is all delivered by Lerner faculty members. They design the courses, which are sequential, so each term in the online calendar is seven weeks with two courses running simultaneously, so the two faculty

Weber: What you find is the nature of entry-level middle management jobs today is different than it was 20 or 30 years ago.

There’s more client contact, more travel.

So there’s more flexibility in one sense, but it’s also more difficult for someone who has that job to be certain they can get to Newark at 6 p.m. every Tuesday and Thursday for an evening class toward a part-time MBA. That makes online classes

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very attractive. So our target is the ambitious young manager who knows he wants to gain MBA credentials and the knowledge and exposure to those topics, but is not comfortable signing up for a part-time program when they know they’ll miss a third of the classes because they have to be with a client on those days.

How is the university adapting to the evolving ways in which students learn?

Grasso: I think it’s about accommodating different learning styles and making sure that we take advantage of the whole suite of opportunities in learning.

If the students have access to lectures or other activities online ahead of actually meeting the faculty member, then it provides a richer opportunity in the classroom. And there are things that you can do online that you can’t do in a lecture session: you could have interactive simulations, group interactions through Skype-like processes, and chat rooms.

And the concept of convenience is also important. A large percentage of our students do some type of overseas study abroad work. We’re well known for that.

Now, while they’re overseas, they can actually continue to take UD courses and not fall behind on their curriculum.

I think this is actually going to enhance the study abroad programs.

How robust currently is online learning at UD? Grasso: I think that we have a lot of online activity right now, but not a lot of online degree programs. Almost all of our courses have components online, but we’re moving increasingly toward full programs online.

Weber: Online MBA is just one instance of a much broader set of initiatives here.

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The technology is a means to the end, and the end is the student to have a better learning experience, to come out of here more competent, trained, curious and capable than they were beforehand.

Sometimes online makes that process go better. We’re not doing online MBA just to get more degree students through our program, but to use these tools to teach better. You find there’s data out there now that suggests that some people, the online learning experience exceeds what they would get in a classroom.

Conversations are very important in business school training, especially at the graduate level. Yet when you actually look at the distribution of who makes comments in a class, it tends to be a very small number of people. People might not be comfortable, or someone always pipes up first. What happens online is it’s a level playing field.

Students that wouldn’t have spoken up in class that do a great job putting in blog entries on the standardized platform we use.

With the Canvas learning management system, the faculty member can communicate with something almost like a Twitter account, and the students can chime in. What’s great is, maybe nine of the 10 questions that get posted get answered by the students themselves.

You’re creating this online learning community, and the people in it are supporting each other. It’s changing the rational hierarchy of the classroom, where the professor directs and leads everything. What happens online is you level the platform that benefits a lot of people better than the ‘raise your hand’ classroom model.

Bruce, your research interests skew toward this interception of technology and

business. What was your wishlist for the E-MBA program?

Weber: The motto here is “Dare to be First,” and I wanted to make the best use of the tech that was out there, which is very robust.

The University of Delaware in the 80s, I was told, had these courses where they would send you a video tape. That’s not a good learning platform. That’s just hearing a person speaking. I have become convinced over the past five years as a business professor—we use something called Adobe Connect, which utilizes shared video, audio, tests and documents—and I wanted us to build a quality MBA using these technology tools.

The message to the faculty was: This isn’t a way to make teaching easier or move more students through, this is a way to challenge ourselves and our students to understand and engage with this material in a deeper way that we might’ve been able to in the traditional face-to-face model.

Especially for the non-traditional, parttime MBA students. Their jobs, the pressure they’re under, and the flexibility they need today is different than it was in the 80s or 90s. We’re a business school, and that’s our market—and we’ve got to respond to our market.

And we can track our participants’ involvement: how often they log on, how long they stay logged on for, so we know they’re putting serious effort into this program. So it’s not a way of diluting what we do, but actually amplifying it.

What sort of technology supports the program? Where does it come from? Who maintains it?

Weber: There are a couple of innovative things we’re doing to make this all work.

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news&Notes The first is, we have a marketing partnership with Academic Partnerships, a Texas-based organization that works with public universities doing online programs. They emphasize the recruiting and retention for these programs. They do social media marketing, analytics, and keep an eye on the log-on records.

It’s something we’d rather use an outside expert since it’s new for us.

The second is, within the university, we have an IT group that very quickly adopts these new technologies. We recently updated to Canvas, and an Adobe Connect license that’s used campus-wide.

Was the faculty adaptive to using new technology?

Weber: The program has 16 faculty delivering the courses, and Lerner has 126 faculty, so luckily I didn’t have to convince all 126 to buy in. There was no trouble getting those 16. The faculty in general knows this is the future, a trend.

They might have a different opinion of when they want to hop on the bandwagon, but it’s pretty clear the train is leaving the station.

What’s next on the horizon?

Grasso: We’re launching a strategic plan in January and part of what we’ll be asking faculty to do is think about where the future of curriculum delivery will be.

Not just now or in five years, but where we’ll be in the next 15-20 years, and think about how to best position ourselves.

We want to be the leaders in what we decide to undertake. We don’t want to follow the pack, but be out in front and have others look to the University of Delaware for guidance on where the future is. What that is, we’re not sure yet.

But we’re going to be doing a lot of heavy

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thinking on it in the next few months.

Weber: My thinking about what’s next, even more near term, is customization and what I would call component-ization of our topics. The Online MBA program is 16 courses— pretty rigid. Because of the scale of the program, it doesn’t have electives or majors or multiple tracks. What I would like to do is create programs that are almost modular. So if you’re coming into an MBA but you don’t have a finance or economic background at all, I would want you to take a couple miniclasses before you jump into Professor Jay Coughenour’s finance course. Since we’re still so early in this, it’s sort of a hand-crafted model, what we would like to do is make it more modular so students can customize their program.

Once you build it up, you can scale it up and slice it. The faculty now are creating a standard semester-length class, but they could easily take parts of it, recombine it, and make a mini-class. Or make a concentrated class on a narrow topic. I think we’ll be there in a few years.

The MBA program is right now our only 100-percent online degree, but all our faculty are beginning to think of ways to do the occasional online session to augment what they do in the classroom.

Grasso: All of the things that we’ve come to accept as standards are going to be up for discussion. Whether it’s the length of a semester, the credits needed for a degree, the traditional lecture period, meetings. All of that’s up for conversation, and technology will play an important part in those conversations.

How has the response been so far to the online MBA program?

Weber: We had our first cohort in March, and I think we have our next

starting in January, which will include our 100th student in the program.

Are there other adaptations or chances for growth you’d like to see for the program?

Weber: I think more communication with local companies and organizations like the Delaware State Chamber of Commerce. It’s tuition-priced at $39,000 for the whole program. If you’re a DSCC member, we can provide a $5,000 scholarship, and if you’re a member and if your academic qualifications are particularly strong, we put another $5,000 in, which brings you down to $29,000 for an AACSB International-accredited MBA degree, which is really good value.

Our on-campus part-time MBA is ranked 21st in the country and 5th in the region. So the fact that we can take that same faculty and put them into the online shows how high the quality is.

And I think that connection with companies and their rising managers and employees is very important. I think there’s more and more evidence coming out that the companies that take the learning and development experience of their staff seriously and give them opportunities to grow and develop their skills and intellectual capacity of that line or work out-perform their peers.

Companies are starting to see online delivery of training programs as one of the best ways to engage their employees, keep them learning quickly, and developing skills to help them get promoted. The real talented people know before they accept a job offer whether this is a company known for developing and progressing its talent. The ones that don’t make that effort don’t retain the people they need to succeed.

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news&Notes What’s My Business Worth?

Understanding the Business Valuation Process GUEST COLUMN:

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

Many factors and circumstances can impact the business valuation process.

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A common question among business owners focuses on the value of their companies. It is an obvious concern, as entrepreneurs have invested both their time and financial resources into building a successful business entity.

Not only is the business a source of income during the working years, but, in many cases, it also represents the cornerstone of retirement planning for the entrepreneur. Accordingly, awareness of certain key business valuation principles will serve the entrepreneur well as he is creating enterprise value.

What’s the Value of My Business?

This is a question I am often asked by a business owner and my response is normally, “it depends.” This response is not designed to avoid providing an answer but instead serves as a lead into discussing the circumstances under which a business might be subject to a valuation. There are many reasons for the valuation of a company and the specific reason and circumstances will drive the value calculation. For instance, business appraisals are required for various reasons including, among others, sale transactions, litigation, buy-sell agreements, estate and gift tax planning, marital dissolutions and financings. Each circumstance usually results in a slightly different valuation approach which can result in a different value.

While this article will not delve into the

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depths of valuation theory, it is important to understand one of its driving forces is the Standard of Value which directly affects the calculation of business value.

The International Glossary of Business Valuation Terms (IGBVT) defines the Standard of Value as “the identification of the type of value being used in a specific engagement (e.g., fair market value, fair value, investment value).”

Understanding the differences among these three standards will provide insight as to why values of the same business may differ. Most people are generally

familiar with fair market value as it represents the price that would be paid for a business between a willing buyer and willing seller. However, investment value represents a difference from fair market value in that the buyer is considered a synergistic buyer and may already be competing in the same industry. Such a buyer would most likely be able to achieve cost savings through elimination of redundant operations and, therefore, be willing to pay a higher purchase price than a fair market value buyer. Finally, fair value is a concept used in courts such as

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the Delaware Chancery Court designed to provide more equitable treatment for dissenting stockholders. Also, no matter what the Standard of Value, the valuation analyst normally assumes the business will continue to operate as a going concern as opposed to being liquidated.

Business Valuation Concepts Many business owners often provide their own estimation of a company’s value relying on multiples for a particular industry based on sales or net income, such as three times sales or five times net income. Commonly referred to as “rules of thumb,” these multiples can be useful in providing an indication of value but also are highly susceptible to misapplication. For instance, the company might have had record sales or net income for the year due to a one time transaction that is unlikely to be repeated in the future or the current year’s net income is an outlier as compared to past performance. Most buyers would take such unusual performance into account and normalize the operating results for the unusual activity and adjust the value of the business downward. Now let’s explore some of the key concepts in valuing a company:

Value to the Buyer One of the more important aspects of the valuation process is understanding that the true value of a business is not based on past successes but instead is represented by the future benefits that will stream to the new owner in the form of ongoing net cash flows (broadly, cash flows are available to the owner after funding business operations and required investments and adjusted for noncash earnings charges such as depreciation

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and amortization). Therefore, a business’ value is not a specific amount but is more likely a range of values. Why? Because the business valuation process is subject to judgments by all involved and there can be differing views as to the future benefits of owning a particular business. Thus, each investor will generally have a different assessment as to the risks associated with a business’ ability to sustain or increase net cash flows in the future which will influence the perceived value of the business.

Valuation Methods The three main approaches used to value a business are the Market, Income and Asset Approaches. While each has its advantages and disadvantages, the Income approach is normally used to value privately held companies. Within the Income Approach, there are two main methodologies:

cash flows. The discount rate is based on the returns an investor expects in light of the assessed risk for the investment. The rate is commonly calculated through a build-up method which starts with the risk-free interest rate (long-term rate of US Government Bonds) and adds factors for general risks such as investing in equity instruments, the size of the company, its perceived operating exposures or industry challenges. For a privately held company in today’s economic environment, a discount rate might well be in the range of 15 to 20 percent.

The judgments involved in calculating the discount rate can significantly affect the value of a business. The net present value of the net cash flows represents the value of the business. As a point of interest, the Delaware Chancery Court gives preference to the use of the DCF Method in valuing a business.

Capitalization of Earnings Method (CE) Discounted Cash Flow Method (DCF) The IGBVT defines DCF as “a method within the income approach whereby the present value of future expected net cash flows is calculated using a discount rate.” This method is favored when the future operating results are anticipated to be different from past results for reasons ranging from facility expansion to the introduction of new products or services. A key aspect of this approach is the ability of management to provide a reasonable forecast of future operating results serving as the basis for calculating net cash flows. Obviously, an inaccurate forecast will result in a flawed calculation of value. Once the future cash flows are computed, the discount rate is used to calculate the present value (i.e. the value in today’s dollars) of the net

The IGBVT defines CE as an “approach whereby economic benefits for a representative single period are converted to value through division by a capitalization rate.” CE is the preferred method to calculate business value for a mature company which has a stable pattern of historical earnings which are expected to grow at a predictable rate into the future. The net cash flows used for the calculation are derived from the most recent year’s earnings or an averaging or weighted averaging of historical earnings. As noted, the single period net cash flows are divided by the capitalization rate to calculate a company’s value. By definition, the capitalization rate equals the discount rate (see DCF section above) minus expected growth. If the discount continued on 25

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Member

news&Notes 3-D Modeling Stars in UD Facility Design GUEST COLUMN:

BY TEVEBAUGH ASSOCIATES

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Building Information Modeling, or BIM, is the 3-D representation of a building’s physical and functional characteristics.

It is a process that varies from the preparation of 2D drawings traditionally used by architects and engineers for construction drawings.

This new technology is being used

by Tevebaugh Associates Architects and Planners for the College of Health Sciences complex at the entrance of the STAR Campus at the University of Delaware in Newark.

Planning and design with BIM begins with a 3-D architectural model of the building. As the design progresses, a single central model is developed, by combining each discipline’s (structural, mechanical, plumbing, electrical) data-rich model onto the original architectural model. The process reduces information loss and ensures accurate and efficient coordination between team members. The design is then carried through typical design and construction phases.

Design of the Annex building went through many options to investigate the building’s relation to the site, parking layouts, green space, visibility from DE-896, and material selections. The concepts were assessed on their energy performance assuring the final design would exceed Newark’s energy performance code requirements.

Using a single model to generate perspective renderings and construction documents ensures an accurate final representation of the building’s look,

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3-D Building Information Modeling helped Tevabaugh Associates map out UD’s STAR campus.

feel and character. Tevebaugh Associates worked with CHS and The University’s Media Services Department using the model to produce a narrated virtual walkthrough of the new facility. The renderings and animations for CHS are utilized as the basis of a fundraising campaign.

“The video will be an invaluable tool for recruitment of future students and an efficient way to distribute information to alumni sponsors to assist our fundraising

effort,” says Kathleen Matt, Dean of the College of Health Sciences.

Construction is underway, but prior to its start, pre-construction meetings were held with the Construction Manager, Bancroft Construction Company. The meetings utilized BIM to coordinate construction sequencing between foundations, steel and masonry. The meetings

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What’s My Business Worth? continued from 23 also execute such an agreement to avoid rate is 20 percent and expected growth possible estate tax issues). More imporrate is 3percent, the capitalization rate is tantly, the buyout provisions of the agree17 percent. Accordingly, a company with ment should contain as much specificity calculated single period cash flows of as possible, such as a formula value $1 million and a capitalization rate of 17 calculation, in order to limit judgments percent has a calculated value of $5.882 necessary by the individual performing million ($1million/17 percent) without the valuation. regard to any adjustments that might be The current value of a business is tied required based on the requirements of to its expected future net cash flows. the valuation calculation.

However, the process of valuing those cash flows is subject to many judgments Transition Planning including evaluating the risks associated One common situation encountered with achieving the anticipated future in the privately-owned company operatoperating results. The interaction of ing environment is the failure to properly such judgments and risk assessments plan for a change in ownership. This can lead to a range of values for a busiis crucial because the value of a business. Therefore, a business owner with a ness is normally the business owner’s

There are many reasons for the valuation of a company and the specific reason and circumstances will drive the value calculation. focused on the unique areas of the building and solve potential problems in the construction trailer rather than on the site.

Managing the 175,000-square-foot complex, scheduled for an early 2014 completion, will be the task of developers Delle Donne and Associates. The developers can exploit BIM’s Facility Management capabilities. The information stored in the model can be integrated into Facility Management software to track work orders, leases, assets, inventory, and building performance.

BIM is here to stay. Organizations like the General Services Administration, U.S. Army Corps of Engineers, U.S. Air Force, and the Department of Veteran Affairs (VA) have experienced the benefits of BIM. The GSA began enforcing BIM in 2003 and the VA has followed suit. As of 2009 all VA projects valued over $10 million must meet the standards of the VA BIM Guide.

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single, largest asset. Yet, it is estimated that well over half of the privately-held companies are sold or liquidated as the result of an unforeseen event such as the death of the owner. Further, it is not unusual for business partners to wage a bitter legal battle over the buyout of one of the partners or have a partner requiring a valuation of the business due to a marital dissolution. As noted above, the application of business valuation theory can result in a wide-range of values and failure to plan for an orderly transition can result in an adverse valuation.

Therefore, consideration should be given to executing a buy-sell agreement among owners of a business to avoid possible valuation problems upon the transfer of ownership interests (a single owner can

working knowledge of business valuation theory and the ability to minimize perceived operating risks is well-positioned to achieve a business valuation in line with expectations.

Paul Seitz is the founder and Managing Director of Seitz Consulting, LLC which provides emerging business and valuation advisory services as well as profitability and performance strategy consulting. In addition to providing fraud and forensic accounting investigative services, the firm assists clients with working capital management and debt restructuring matters and provides litigation support, expert witness and individual tax services. He can be contacted by email at paulseitz@seitzconsultingllc.com.

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Member

news&Notes GUEST COLUMN:

Investing In the Digital Future

BY DAVID L. COHEN, EXECUTIVE VICE PRESIDENT, COMCAST CORPORATION

››

The Internet is a potentially transformative technology that provides the capacity to level the playing field by equalizing access to education, health care, employment, government services, news and entertainment. There are two essential ingredients to ensure that all Americans can realize power of the Internet: broadband deployment and broadband adoption.

The broadband deployment story in the United States is remarkable. In less than two decades, the American broadband industry has invested $1.2 trillion to deploy From left to right, Internet Essentials Ambassador Tony Dungy, Comcast EVP David world-class infrastructure that L. Cohen and Comcast Chairman and CEO Brian Roberts with local students. now reaches 98 percent of Americans. Indeed, three of the eight largest domestic investors this past year were broadband infrastructure companies—Comcast, Verizon and AT&T. This investment has been an extraordinary boon to our economy, strong communities, improve delivery of of Wilmington, the News Journal, Bloom even through difficult times. The cable government services, and upgrade eduEnergy, SevOne, IPR International, the industry alone is estimated to have crecational systems.

YMCA of Delaware and St. Elizabeth’s ated nearly 2 million American jobs.

While most Americans today take High School all have significantly This investment is paying off in advantage of all the opportunities presentupgraded their Internet speeds through Delaware, where 100 percent of ed by the Internet, there remains a digital Comcast while also saving money.

Comcast homes can subscribe to divide in America, and it’s largely caused By almost any measure—speed, broadband speeds up to 505 megabytes by barriers to adoption as opposed to access, affordability—Delaware is a per second. Our most recent upgrades broadband deployment issues. world leader in broadband deployment. have enabled Delaware businesses to Research has shown about 30 percent In fact, TechNet rated Delaware as the subscribe to Comcast Business Class of Americans don’t have broadband third best state in using broadband to Internet service with speeds of up to 10 Internet service at home. Of those, promote economic development, build gigabytes per second. Today, the City

In less than two decades, the American broadband industry has invested $1.2 trillion to deploy world-class infrastructure that now reaches 98 percent of Americans.

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about a quarter live in rural areas that don’t have broadband infrastructure built out. The remaining three-quarters—21 percent of the nation—have broadband right in front of their homes and yet haven’t purchased it. In many highincome neighborhoods, 80 percent to 100 percent of homes subscribe to broadband, while in some lower income areas, the adoption rate is only 15 or 20 percent.

Given the opportunity the Internet offers to students and families, the digital divide should be unacceptable to all Americans.

As smartphones have become something it seems every teenager has in his pocket, some argue this is a substitute for broadband at home. But have you ever asked a child to use a smartphone to write a report or a term paper?

We live in a highly competitive digital world where students compete with kids down the hall and across the world. The importance of being online grows daily.

A recent study by the Pew Internet and American Life Project found that 79 percent of students are asked by teachers to access and download assignments from online sites regularly. Four of five Fortune 500 employers now only take job applications online.

The reasons for the digital divide are complex. Research consistently shows that the main impediment is a bucket of digital literacy-related issues—lack of understanding of the value of the Internet, not knowing how to use computers or the Internet, fear of the Internet, etc. Other barriers include the cost of service and having a computer capable of connecting to the Internet.

In 2011, Comcast set out to do something about the digital divide through a national program called Internet Essentials—an effort that the NAACP continued on 28

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Informative workshops led by seasoned experts are just one benefit SCORE offers. PHOTO BY NICK WALLACE.

NONPROFIT SPOTLIGHT

SCORE Delaware

BY APRIL HALL

››

There are plenty of potholes on the road to starting your own business. Luckily for would-be entrepreneurs, mentoring and assistance is available from those who have already traveled the bumpy landscape.

Service Corps of Retired Executives (SCORE) was founded in Wilmington in 1954 (and was established nationally in 1964) to provide entrepreneurs with the wisdom and experience of successful retired business owners. In Delaware, 52 business counselors volunteer their time to foster relationships with start-up owners. Across the country there are 12,000 counselors in 400 chapters.

Herb Konowitz, the former owner of Milford Stitching, meets with budding entrepreneurs in and around Dover. He retired seven years ago and has been a SCORE volunteer ever since, including a nearly six-year stint as the state chapter’s chairman.

“The goal is to help people stay out of trouble,” Konowitz said. “Most of the time they are looking for funding, so we try to get them to do a business plan to get what they have in their head down on paper.”

SCORE is a part of the Small Business Association and receives some financial aid from the state. Other funds are raised through workshops the organization holds. Throughout the year, SCORE hosts workshops on topics like Startup Basics & Business Concepts, Simple Steps for Writing Your Business Plan, and Simple Steps for Growing Your Business.

SCORE counselors keep trade secrets and business details confidential to protect entrepreneurs’ ideas and plans. The group also provides workshop admission to veterans for free.

For more information about SCORE, visit delaware.score.org or call (302) 573-6552. To find a mentor, sign up at Delaware.score.org/mentors.

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Member

news&Notes Investing in the Digital Future continued from 27 called “the biggest experiment ever attempted to close the digital divide” —and we first tested that program here in Delaware, where at the time 32 percent of households did not subscribe to broadband. When we turned to Governor Markell, we found an enthusiastic partner who understood how important this issue was to the overall welfare of Delaware.

Internet Essentials offers low-cost broadband service, the option to purchase an Internet-ready computer at a subsidized price of less than $150, and access to free digital literacy training.

It is the largest, most comprehensive broadband adoption program aimed at low-income Americans, and the NAACP reports that “no other digital divide effort has come close to yielding these returns.”

From our initial start in Delaware, Internet Essentials now serves more than 1 million low-income Americans around the country, including nearly 4,000 people in Delaware. While there are many more families to be reached, the program would never have gotten this far without the kind of innovative thinking toward solving public problems and partnerships with private industry that happens here in Delaware.

David L. Cohen will be the guest speaker at the DSCC’s 177th Annual Dinner on January 13th. He is Executive Vice President of Comcast and recently served as Chairman of the Greater Philadelphia Chamber of Commerce.

Before coming to Comcast, Cohen was a partner in and Chairman of a Philadelphia law firm as well as campaign manager and chief of staff for the Hon. Edward Rendell.

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Word on the Tweet THE DSCC’S BEST FROM THE TWITTERVERSE Kid Shelleen’s @KidShelleens 10 Dec Thank you @ChrisCoons @ DEStateChamber for having us as a part if the Taste of Delaware event!

Senator Chris Coons @ChrisCoons 9 Dec Thank you to @DEStateChamber, @ DelcastleCooks and all the great restaurants, breweries and wineries who made Taste of Delaware III so great!

Belfint Lyons Shuman @ BelfintCPAs 2 Dec BLS was honored with an Award of Excellence @DEStateChamber Superstars in Business Awards Luncheon! We are proud.

Delcastle Culinary @ DelcastleCooks 9 Dec @ChrisCoons is doing quality control checking out our hot #chocolate display at @DEStateChamber Taste of Delaware Senator Tom Carper @ SenatorCarper 9 Dec See you there! MT @chriscoons: Looking forward to the @ DEStateChamber’s 3rd Annual Taste of Delaware today on Capitol Hill!

Content Delaware @ ContentDelaware 25 Nov Congratulations @DEStateChamber Superstars in Business Award winner Community Bank Delaware #NetDE

Jan uar y / Fe b r uar y 2014

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Here to Help Support Business.

dedo.delaware.gov/ACCESS

dedo.delaware.gov/DRIP

dedo.delaware.gov/SSBCI

Business is serious. The Delaware Economic Development Office offers programs designed to help Delaware businesses get the resources needed to help build success. After all when businesses succeed, all of Delaware succeeds.

facebook.com/DEDOgov

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dedo.delaware.gov

twitter.com/DEDOgov

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WELCOME New Members AMBIT ENERGY

AUTISM DELAWARE

Mr. Joe Weiss 14 Shore Road Lake Hopatcong, NJ 07849 (201) 953-9198 www.joeweiss.energy526.com Ambit Energy provides electricity and

Ms. Teresa Avery 924 Old Harmony Road, Suite 201 Newark, DE 19713 (302) 224-6020 Fax: (302) 224-6017 www.autismdelaware.org

natural gas services in deregulated markets

Autism Delaware is a non-profit organiza-

tially provide tax advantages now and in the

across the United States, primarily marketed

tion dedicated to creating better lives for

future, and protect your heirs.

through a direct sales channel of more than

individuals and families affected by autism

250,000 independent consultants.

throughout Delaware.

AMERICAN EXPRESS OPEN SMALL BUSINESS CREDIT CARDS

CARPENTERS UNION LOCAL #626

Jasginder Singh 200 Vesey Street New York, NY 10080 (917) 593-8729 www.americanexpress.com/us/smallbusiness/cre

Mr. John Brown 626 Wilmington Road New Castle, DE 19720 (302) 328-9439 Fax: (302) 328-9461

(302) 691-3784 www.coastal-one.com At Coastal, a team of specialists help manage your complete financial life. Planning and investment management services include: Multi-generation Wealth Strategies that strive to create the legacy you want to leave, poten-

CREDO TECHNOLOGY SOLUTIONS Mr. Scott W. Long 110 Sunset Ave., Suite 101 Harrisburg, PA 17112 (717) 657-7017 www.credotsinc.com Credo Technology Solutions is a Minority Business Entity (MBE) and has built a tight

The United Brotherhood of carpenters is North

cadre of team members who are all focused

America’s largest building-trades union, with

on consistently delivering services that help

American Express OPEN is the leading pay-

more than a half-million members in the con-

clients meet their IT challenges.

ment card issuer for small businesses in the

struction and wood-products industries.

DELAWARE STADIUM CORPORATION

U.S. and supports business owners with products and services to help them run and

CK CAPITAL MANAGEMENT CORP

grow their businesses.

Mr. Bill McCormick 5588 Kirkwood Highway Wilmington, DE 19808 (302) 893-9288 www.ckcapitalmanagement.com

Mr. Joe McDonald 801 S. Madison Street Wilmington, DE 19801 (302) 777-5772 Fax: (302) 777-5657 www.delawarestadiumcorp.com

CK Capital Management Corporation is one

The Delaware Stadium Corporation (the

of the leading real estate short sale solution

DSC) is a private corporation formed in 1993

providers in the industry, specializing in help-

to own, manage and operate the multipur-

Archmere Academy is a Catholic, Norbertine

ing clients who owe their mortgage provider

pose facility now known as Judy Johnson

college preparatory school, valuing com-

more than the current market value.

Field at Daniel S. Frawley Stadium.

Nurturing body and soul, mind and heart,

COASTAL INVESTMENT ADVISORS

Archmere focuses on the whole person

Mr. Michael Donnelly 1201 N. Orange Street, Suite 729 Wilmington, DE 19801

DELAWARE STATE POLICE FEDERAL CREDIT UNION

ARCHMERE ACADEMY Ms. Victoria Leon 3600 Philadelphia Pike Claymont, DE 19703 (302) 798-6632 www.archmereacademy.com

munity, respect, zeal, reverence and wisdom.

through academic excellence, faith reflection, social development and service to others.

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Ms. Blanche Jackson 700 N. Bedford Street Jan uar y / Fe b r uar y 2014

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FOCUSEDBUYER.COM

www.idt911.com IDT911 is the premier provider of personal-

was organized in 1960 to help members of

Mr. Donald C. Jean 3580 Westwood Drive Easton, PA 18045-3030 (908) 265-9136 www.focusedbuyer.com

the Delaware State Police save money on

FocusedBuyer.com is an expert and free

LA RED HEALTH CENTER

financial services. Today, the credit union

online purchasing system. It helps and

serves members of the police protection

guides micro and small business personnel

community in Delaware, and select counties

and everyday consumers to “buy like a pro.”

in Maryland, Pennsylvania, and Virginia.

Buying and selling overhead costs and risks

Georgetown, DE 19947-0800 (302) 856-3501 Fax: (302) 856-2539 www.dspfcu.com Delaware State Police Federal Credit Union

touch identity management solutions, identity theft recovery services, breach services and data risk management solutions for businesses.

are driven toward zero. Purchasing of com-

Mr. Kevin Loftus 21444 Carmean Way Georgetown, DE 19947 (302) 855-1233 www.laredhealthcenter.org

DRIVING DYNAMICS, INC.

ponents, products, merchandise and goods

La Red Health Center represents a network

Mr. Arthur A. Liggio 256 Chapman Rd. Oxford Bldg, Suite 202 Newark, DE 19702 (302) 607-7222 Fax: (302) 607-7221 www.drivingdynamics.com

or services is structured for safe, easy, fast,

of quality care centered on you and your

secure and thorough contracting.

family. As a leading provider of medical,

Driving Dynamics offers driver safety training and risk management services for corporate fleets.

dental and mental health services in Sussex

FOX ROTHSCHILD LLP

County, La Red understands the effect that

Ms. Denise DeSantis 919 North Market Street, Suite 1300 Wilmington, DE 19801-3046 (302) 655-3667 Fax: (302) 656-8920 www.foxrothschild.com

quality health care can have on a person’s life, and works hard to make a positive impact for those who need it most.

LAU ASSOCIATES LLC

for more than a century, and climbing the

Ms. Debbie Chiumento 20 Montchanin Drive, Suite 110 Greenville, DE 19807 (302) 792-5955 www.lauassociates.net

ranks of the nation’s 250 largest firms for

Lau Associates offers financial Planning, tax

many years, according to The National Law

planning, estate planning, investments, and

The Energy Management Group L.L.C. is a

Journal, Fox Rothschild lawyers provide a

family office services.

full service energy procurement advisor that

full range of legal services to public and pri-

serves customers located in the Delmarva

vate companies—from family-run businesses

LONG & FOSTER REAL ESTATE

Power and Light utility service area. The

to multinational corporations.

Ms. Nancy Fleming 3801 Kennett Pike, Building D, Suite 200 Greenville, DE 19807 (302) 268-0148 www.longandfoster.com

THE ENERGY MANAGEMENT GROUP

Fox Rothschild LLP is a national law firm

Mr. Chris Wayte 297 Cooper Street Agawam, MA 01001 (413) 285-8465 www.energymg.net

with more than 550 attorneys practicing in 19 offices coast to coast. Serving clients

nature of business conducted by EMG will primarily be available to commercial, indus-

HYPNOSIS SERVICES OF DELAWARE

trial, and municipal electricity customers

Ms. Beth Keil 507 S. Maryland Ave., Suite 4 Wilmington, DE 19804 (302) 598-9642 www.HypnosisServicesOfDelaware.com

throughout the state of Delaware.

EPIC MARKETING CONSULTANTS CORPORATION Ms. Brooke Grubb 10 Jackie Circle Middletown, DE 19709 (443) 406-2427 Fax: (443) 406-2427 www.epicmarketingconsultants.com Epic Marketing is a full-service, creative advertising and marketing agency offering traditional, online, and social media solutions.

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Long & Foster’s services include relocation, buying, listing and selling real estate, mortgages, property management, and insurance.

Hypnosis Services of Delaware offers both individual and group hypnosis sessions to end

MAMIE DOYLE MANNELLA

bad habits, fears, weight loss and limitations.

100 W 10th Street, Ste 704 Wilmington, DE 19801 (302) 571-1536 Fax: (302) 571-1538 www.rodelfoundationde.org

IDENTITY THEFT 911 Mr. Page Elliott 30 Kennedy Plaza | 5th Floor Providence, RI 02903 (609) 605-3810

As a nonprofit with the goal of helping Delaware build world-class schools by 2020, 31

12/30/13 12:21 PM

WELCOME New Members the Rodel Foundation of Delaware works to

Multi-disciplinary transportation services

SEHC is an environmental, safety and health

implement this vision in many ways: We pro-

including planning, engineering, environmen-

consulting firm located in Lewes, Delaware

mote policy changes that can have a huge

tal and construction phase services.

that services the mid-Atlantic region. SEHC

impact statewide, like raising academic stan-

has extensive experience in helping clients to

dards, using timely data to make decisions,

ROY ASSOCIATES, LTD

and investing in our youngest learners.

Mr. Roger Roy 3 Citation Court Wilmington, DE 19808 (302) 239-9292

METROPOLITAN WILMINGTON URBAN LEAGUE Ms. Deborah Wilson 100 West 10th Street, Suite 710 Wilmington, DE 19801 (302) 622-4300 Fax: (302) 622-4303 www.mwul.org

SALES SOLUTIONS

people of color to achieve economic self-

Ms. Susan Miller 37 Berkley Way New Castle, DE 19720 (302) 324-9717 Fax: (302) 322-9505 www.salessolutionsde.com

reliance, parity and civil rights. The MWUL

Sales Solutions offers sales and customer ser-

envisions a community where people, from a

vice solutions for small and mid-size companies.

The mission of the Metropolitan Wilmington Urban League (MWUL) is to empower

wide array of backgrounds and experiences, contribute to and benefit from an alliance

SCORE DELAWARE

that is committed to action-oriented public

Mr. Bob O’Brien 1007 N. Orange Street, Suite 1120 Wilmington, DE 19801-1236 (302) 573-6552 Fax: (302) 573-6092 www.scoredelaware.org

policy research, and principled advocacy.

PHRMA PHARMACEUTICAL RESEARCH & MANUFACTURERS OF AMERICA Mr. Kunal Khosla 950 F Street NW, #300 Washington, DC 20004 (202) 429-4390 Fax: (202) 429-4395 www.phrma.org

SCORE, the nation’s largest volunteer business counseling service, is a nonprofit association dedicated to helping America’s small businesses. SCORE is a resource partner of the U.S. Small Business Administration (SBA).

The Pharmaceutical Research and

maintain environmental and safety compliance.

SWARTHMORE FINANCIAL SERVICES Mr. Christopher Metkiff 15 Reads Way, Suite 210 New Castle, DE 19720 (302) 325-0700 Fax: (302) 325-3659 www.swarthmorefinancial.com Swarthmore is a comprehensive financial planning and wealth management firm.

TOP QUALITY INDUSTRIAL FINISHERS, INC. Mr. Eddie Camacho 1204 E. 12th Street Wilmington, DE 19802 (302) 778-5005 Fax: (302) 778-5006 www.topqualityfinishers.com Top Quality is an industrial spray painting and powder coating company.

TROLLEY SQUARE INVESTORS, LLC Ms. Lori Dorsz 1424 N. Clayton St. Wilmington, DE 19806 (302) 658-1000 Fax: (302) 658-9929 www.trolleysquarerentals.com

Manufacturers of America (PhRMA) repre-

STEVENS & LEE

sents innovative biopharmaceutical research

TROY GRANITE

today and provide hope for the treatments

Richard J. King 1105 N. Market Street, 7th Floor Wilmington, DE 19801 (302) 654-5180 Fax: (302) 654-5181 www.stevenslee.com

and cures of tomorrow.

Stevens & Lee is a provider of high-end legal

Troy Granite offers fabrication and installa-

specialty services.

tion of granite, marble, quartz, and soap-

and discovery companies. PhRMA is devoted to advancing public policies in the U.S. and around the world that support innovative medical research, yield progress for patients

RK&K DELAWARE Ms. Carolann Wicks One Riverwalk Center 110 S. Poplar St. Suite 102 Wilmington, DE 19801 (302) 468-4881 Fax: (877) 421-7265 www.rkk.com 32

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Mr. Mustafa Tuncer 711 Interchange Blvd Newark, DE 19711 (302) 292-1750 www.troygranite.com

stone countertops, in addition to kitchen

SUSSEX ENVIRONMENTAL HEALTH CONSULTANTS, LLC 24 Ancient Oak Drive Lewes, DE 19958 (302) 947-1810 Fax: (302) 947-1350 www.SussexEnvironmental.com

cabinets, bathroom vanities, floors, tile, and backsplash sales and installation.

VINCENT A. LOFINK 9 Shagbark Court Hockessin, DE 19707 (302) 234-1994 Jan uar y / Fe b r uar y 2014

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1.

1. Jed Hatfield of Colonial Parking and Roger Roy of the Burris Firm enjoy their coffee at the early-morning networking event at the Christiana Mall on October 30.

State Chamber SCENE 2.

2. Jessica Arencibia of the ARC of Delaware, Carol Gabel of the DSCC, and a Masley Enterprises employee try out the one-of-a-kind handwear created at Masley Enterprises at the October 23 networking breakfast.

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3.

4.

3. Keynote speakers Donna and Frank Masley discuss their small business ventures at the 2013 Superstars in Business Luncheon on November 13.

4. Rebecca Phillips of Chesapeake Insurance Advisors shares insurance insights with the crowd at the Bellmoor Inn and Spa in Rehoboth Beach during an October 15 Partnership Tour stop.

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State Chamber SCENE 5.

5. The Superstars in Business

6.

Luncheon attracted attendees of all ages, like these students from Hodgson Vocational Technical High School, who enjoyed lunch and the awards ceremony on November 13 at the Hotel du Pont Gold Ballroom.

6. Donna O’Dell Hoke of Unique Impressions with Small Business Alliance board members at the 2013 Superstars in Business Luncheon.

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State Chamber SCENE 7. DSCC interim president

7.

Rich Heffron poses with Jeffrey Buckworth of the MiddletownOdessa Rotary Club at a November 20 Partnership Tour stop.

8. Jim Lee of StratFi discusses generational dynamics in the workplace at the University and Whist Club on November 5.

9. U.S. Sen. Chris Coons digs into some banana pudding with Danielle Wilson of Chic Treats at the Third Annual Taste of Delaware in Washington, D.C. on December 9. Photo by Brian Mulligan

8.

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9.

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| DELAWARE BUSINESS

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State Chamber SCENE 10. Culinary students from Delcastle High School work the room

11.

during the Third Annual Taste of Delaware in Washington, D.C. on December 9. Photo by Brian Mulligan

11. Chef Dan Butler of Piccolina Toscana serves tortellini at the Third Annual Taste of Delaware in Washington, D.C. on December 9.

Photo by Brian Mulligan

10.

12.

12. U.S. Sen. John McCain stops to pose with Mark Raphaelson of Johnnies Dog House during the Third Annual Taste of Delaware in Washington, D.C. on December 9. Photo by Brian Mulligan

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Calendar of Events

1 2 3 4 5 6 7 8

Hosting out of town clients?

9 10 11 12 13 14 15 16 17 18 19 20 Treat them to something new.

21 22 23 24 25 26 27 28 29 30 31

VisitWilmingtonDE.com/Events DELAWARE BUSINESS

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Economic Development Expansion at GE Aviation in Newark will add 70 jobs to the company’s 110,000-square-foot facility.

Jobs of tomorrow key to Delaware’s success in the present

BY ALAN LEVIN, CABINET SECRETARY, DELAWARE ECONOMIC DEVELOPMENT OFFICE

PERHAPS DELAWARE’S biggest win of 2013 came in an industry that hearkens back to our roots. In April, Allen/Harim announced its intentions to purchase the former Vlasic Pickle plant in Millsboro and bring 700 jobs to a new chicken processing operation there.

It was great to see our state can still rely on agriculture, an industry that has been a key to our economy for centuries. What’s really exciting is that we are now seeing jobs arrive in industries that represent our future as well.

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This is no accident. We have many programs and initiatives in place that target these industries and help to foster the relocation of companies and growth of businesses already in Delaware.

To further foster job growth in thriving industries, Gov. Jack Markell has put a renewed emphasis on hi-tech, innovative companies and startups.

Bloom Energy, maker of solid-oxide fuel cell servers, has hired the first of an eventual 900 people who will staff its new plant at the site of the Jan uar y / Feb r uar y 2014

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old Chrysler plant in Newark. These jobs will come to Delaware thanks to financial assistance from the Delaware Strategic Fund and the Delaware New Jobs Infrastructure Fund.

In November, Incyte Corporation announced the signing of a 15-year lease to move into the former John Wanamaker building in Wilmington, an agreement that will retain hundreds of jobs and create hundreds more.

This means that the research-based commercial biopharmaceutical company, which began as a start-up biotechnology research firm in Delaware a decade ago, will stay and grow here in the First State.

CD Diagnostics, a leader in the field of joint fluid analysis, is in the process of moving its headquarters, and 29 jobs, from Pennsylvania to northern Delaware. The company plans to create 170 full-time, high-quality science and manufacturing jobs by the end of 2016.

GE Aviation in Newark is in the process of expanding into a LEAN Laboratory to support increased production of ceramic matrix composites

Grayling Industries moved to Seaford in September.

International’s $16 million connectivity hub in the Hercules Building will bundle together numerous networks and providers to offer efficient and competitive bandwidth interconnection to Delaware businesses. The Carrier Hotel will connect Delaware to other large cities in the region such as New York, Philadelphia and Washington, D.C., which will in turn help Delaware companies grow and hopefully draw new businesses here as well.

You can’t have new ideas without new small businesses. As per the governor’s plan, we aim to fortify our state’s economic foundation by increasing the number of start-up companies.

We currently support three initiatives that support small business at every step of the way, from the seed of an idea to a grand opening.

In early 2013 we backed Start It Up Delaware, which unites the business and education communities to help entrepreneurs develop their ideas into business plans.

We continue to work with the Kauffman FastTrac program, which targets early phase entrepreneurs, businesses looking to get to the next level, and even a program for veterans returning from overseas who want to start their own business.

This support of small business continues with Project Pop-Up, which offers rent-free retail space to small businesses during the holiday season with the goal of keeping them there for the long haul. In its second year, Delaware’s Project Pop-Up has helped five new businesses open in Dover, Milton, Milford and Smyrna, and all of them signed long-term leases.

These efforts will combine to help make Delaware the Start-Up State, a place where we no longer simply make things. Our workers innovate, and create. ■

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(CMCs), which are used to make advanced aircraft engine components.

The expansion will bring 70 new jobs to the company’s 110,000-squarefoot facility off Bellevue Road.

In September, ILC Dover gave new life to a vacant DuPont facility outside of Seaford, moving recently acquired Grayling Industries and 115 cutting-edge manufacturing jobs to the remodeled facility.

Earlier this year, Ashland Inc. announced it will be adding jobs at its research and development facility near Wilmington. The expansion will help bolster its leading position in solubilization technologies while also helping Ashland further support the evolving needs of its pharmaceutical customers.

At the heart of it all is a new Carrier Hotel in Wilmington that will bring Delaware up to speed with big cities throughout the region. IPR DELAWARE BUSINESS

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A YEAR IN PHOTOS

▼ Jack Porter of Delaware Trust Company embraces family members after winning the 2013 Josiah Marvel Cup. Photo by Dick Dubroff/Final Focus.

▲ John Taylor of DPPI (with wife Maria at left) took home the Dick DiSabatino Award at the January 14 Annual Dinner. Photo by Dick Dubroff/ Final Focus.

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2013: A Year in Photos

▼ A panel discussion, led by Geoff O’Hara, Alan Levin, and Allan Best, punctuated the annual Manufacturing Conference and Legislative Brunch on March 20.

▲ J Morgner (far right) leads the charge during a March networking breakfast at the Sunday Breakfast Mission in Wilmington. Photo by Brian Mulligan.

W Attendees tour Frawley Stadium during a networking breakfast with the Wilmington Blue Rocks in April.

Photo by Brian Mulligan.

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W Also in March, the DSCC welcomed Edmondo Robinson, M.D., MBA, Physicianin-Chief of Christiana Care’s Wilmington Hospital, for an update on the hospital’s ambitious renovation.

X Mike Vanderslice and Brian Cunningham flank entrepreneur and former pro boxer Dave Tiberi during a Delaware Young Professionals Network event on April 30. Photo by Brian Mulligan.

W A networking breakfast at Jos. A. Bank Clothier in April allowed for some expert-led demonstrations on proper attire. Photo by Brian Mulligan

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2013: A Year in Photos

W As always, the Superstars in Education awards dinner (held this year on May 6) attracts the best and brightest from the world of education to the Chase Center in Wilmington. Photo by Eric Crossan.

T The DYPN served lunch at the Sunday Breakfast Mission during a May visit.

Sec. of Education Mark Murphy addresses the crowd at the Superstars in Education awards dinner. Photo by Eric Crossan.

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X The following week, it was time for some golf with the DYPN. The group teed-off its first annual golf outing at Deerfield in May. Photo by Brian Mulligan.

T In June, the Chamber took its annual bus trip to Dogfish Head Craft Brewery in Milton.

Afterward, attendees posed beneath the brewery’s artsy treehouse. Photo by Brian Mulligan.

Dennis Dunn of AT&T highlighted the Endof-Session Legislative Brunch on June 19 at the Dover Sheraton.

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2013: A Year in Photos

W The rooftop patio of the Atlantic Sands Hotel afforded breathtaking scenery for the attendees of a September evening mixer in Rehoboth Beach.

T Presenting sponsors Horizon Services set up shop at the highly attended Delaware Networking Station on September 24.

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X Keynote speakers Frank and Donna Masley of Masley Enterprises shared their entrepreneurial story at the November 13 Superstars in Business awards luncheon at the Hotel du Pont. Photo by Dick Dubroff/Final Focus.

T Well-dressed representatives of the retail world came out in force during the Chamber’s annual morning mixer at the Christiana Mall.

Photo by Alex Roenke.

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2013: A Year in Photos

S Don Fulton of George J. Weiner Associates (back left) was surprised by his family members after winning the Marvin S. Gilman Bowl. Photo by Dick Dubroff/Final Focus.

W The annual Chamber Chase golf tournament brought good weather (for once) for the foursome of Gary Stockbridge, Joe Farley, Mark Stellini and Joe Farley, Jr.

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DSCC interim president Rich Heffron poses with David Attadan at the November 13 Superstars in Business awards

S Donna Masley

luncheon at the Hotel du Pont.

assists John Fay of

Photo by Dick Dubroff/Final

Horty & Horty with

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some glove-making equipment during an October 23 networking breakfast at Masley Enterprises.

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2013 in The Partnership, Inc.

Delaware Principal for a Day, and the gift of chemistry round out the year for The Partnership, Inc.

BY JANINE SORBELLO | PHOTOS BY TOM NUTTER

FOLLOWING THE SUCCESS of the Superstars in Education awards in the spring, the Delaware Principal for a Day program kicked off its 20th year at a press conference on October 1 at Newark High School with Governor Jack Markell [1], Secretary of Education Mark Murphy [2], and State Chamber Chairman Hinton Lucas of DuPont [3]. Business leaders and principals were on hand [4] to participate in the launch of the new online program format, and the governor himself signed up to be a guest principal live during the event.

Bringing the Delaware Principal for a Day program to an online format is not only the smart thing to do—given the capabilities on today’s technology—but our dedicated Facebook page creates an environment where businesspeople and principals can share details about their visits and raise awareness of the challenges and achievements of today’s education system. This online community will become a springboard for an entirely new type of business-education partnership. For proof, see our user-generated gallery of DPFAD visits beginning on page 62.

Since 2005, the DSCC has facilitated 1,393 school visits. The program was open to all Delaware public, private and charter schools and will ran the entire month of October. Guest principals greeted students, participated in such activities as bus duty, meetings with parents, teachers or student government, visited classrooms, performed cafeteria duties, addressed student issues, as well as discussed issues such as budget management and workforce development with faculty and administrative staff.

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1.

2.

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2013 in The Partnership, Inc. The DSCC hosted a press conference on November 21 at Mount Pleasant High School in Wilmington with Brandywine School District Superintendent Mark Holodick, and various other representatives from the education and business communities.

The reason for the get-together? Chemistry labs at 23 Delaware schools had just received new chemistry lab equipment, thanks to a donation from PSEG Nuclear, LLC and coordination by The Partnership, Inc. “Connecting a major corporation like PSEG Nuclear LLC with several school districts around the state to provide some much-needed, professional-grade materials—that represents a powerful partnership,” said DSCC interim president Rich Heffron.

A change in PSEG Nuclear LLC’s operations and organization created a surplus of unused equipment. Eight refrigerator-sized boxes of brand new chemistry equipment—including burettes, pipettes, graduated cylinders, beakers and Erlenmeyer glass filter funnels and glass flasks—will now be shared by the First State’s schools.

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Class Dismissed!

Thanks to all of the schools and businesses that participated in the 20th annual Delaware Principal for a Day program, and especially to those who submitted their pictures, stories and memories of the experience.

1.

1. Bart Nave of Bancroft Construction at Forwood Elementary School

2. Bancroft Construction’s Executive VP Nash Childs participated alongside Henry B. du Pont Middle School’s Principal Aaron Selekman.

3. “What an informative day as I hung out with Stacy Cook as Principal for a Day at Smyrna High School!” — Ken Anderson, DEDO

2.

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2013 in The Partnership, Inc. 4. “Here’s Jack starting the day off right by giving students high fives as they enter the building!” — Bancroft Construction’s Jack Barr at Kathleen

4.

H. Wilbur Elementary School

5. Concord High School principal Anne Lambert hosted Michael Waite from the Blood Bank of Delmarva.

6. “What a great experience at 2013 National Blue Ribbon Award winning school, Allen Frear Elementary School in Camden. I spent the entire day there experiencing curriculum implementation, multiple classroom visitations, lunchroom duty, counseling sessions and even watching the amazing first-grade Chinese Immersion class where the children spent half the day performing all activities in Chinese. Amazing! Thank you Principal Tara Faircloth and the entire Allen Frear staff allowing me to have such a great day!” — John G. Moore, Sr., United Way of Delaware

5.

6.

7. Bancroft Construction President and CEO Greg Sawka visited Gallaher Elementary alongside Principal Jacqueline Lee.

8. Principal Clifton Hayes of Delcastle Technical High School shows guest principal Sherm Porter of Sherm’s Catering the school’s culinary program in action.

9. Jerry Doherty of EDiS Company joined the staff at Mispillion Elementary School.

10. Pete Booker of Delmarva Broadcasting Company linked up with Highlands Elementary School

7.

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8.

9.

10.

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2013 in The Partnership, Inc. 11.

11. Principal Jenny Nauman hosted Senator Ernie Lopez, 6th District, as a guest principal of Shields Elementary School in Lewes

12. Ursuline Academy Principal Carolyn Zogby hosted Rita Hollingsworth of Bank of America as a guest principal.

12.

13.

13. “[Fred] Sears, I would like to take this opportunity to thank you for coming to our school as part of the Principal for a Day program. It was great to have the chance to spend the morning with you and talk about and tour our school together. As we talked about, I would welcome any guidance or assistance you could provide as we seek additional business and community partners for our school, career programs, and students and as we look to spread the word amongst business, political, and community leaders about the great things our teachers are doing with kids. Have a great day!” — Stanley Spoor, Principal Howard High School of Technology

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2013 The Partnership, Inc. Board of Directors

FRED C. SEARS II DELAWARE COMMUNITY FOUNDATION INTERIM CHAIR

WILLIAM R. ALLAN DELAWARE COMMUNITY FOUNDATION

DOUG GRAMIAK OFFICE OF CONGRESSMAN JOHN CARNEY

DR. LINDA F. POOLE EDUCATIONALLY SPEAKING, LLC

PEGGY E. STRINE

KATIE WILKINSON FULTON BANK

DR. PAUL A. HERDMAN THE RODEL CHARITABLE FOUNDATION OF DELAWARE

JOSEPH L. YACYSHYN M&T BANK

RALPH A. KUEBLER CHAIRMAN, SUPERSTARS IN EDUCATION SELECTION COMMITTEE

WILLIE C. MARTIN DUPONT

CAROLYN ZOGBY RED CLAY SCHOOL DISTRICT

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Delaware Retail Council

Revamped Retail Council Sets its Sights on 2014 Legislation

BY CHUCK JAMES

A RECENT SURVEY BY the Delaware Tourism Bureau indicates that the number one activity for visitors to Delaware is shopping, far outdistancing gambling, touring, and even the beach by a wide margin.

Clearly, our tax-free status is a major factor in this decision, but there has to be more. Delaware offers a wide variety of shopping experiences, from the outlets to boutiques, from one of the biggest malls in the East to Main Street specialty shops. We have supermarket chains, and mom-andpop corner stores.

The newly revamped Delaware Retail Council represents the interests of large and small retailers statewide. Indeed, the DRC is the only statewide organization for all retailers. An affiliate of the Delaware State Chamber of Commerce, the DRC is concerned with the big issues that affect all busi-

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nesses: workers’ compensation, minimum wage, health care insurance, and more. We also represent the specific interests of retailers such as loss prevention, plastic bag regulation, and merchant services, to name a few.

In 2014, the Delaware Retail Council will monitor the State Legislature’s activities and advocate on behalf of our members. We will communicate with our members weekly during the legislative session, and frequently during the rest of the year. In addition to legislative advocacy, the DRC offers a variety of benefits to our members. We have programs for cybersecurity, identity theft protection, merchant services, discount program for freight and UPS as well as a host of others.

For more, stay tuned to www.dscc.com/affiliates/delaware-retail-council. aspx. ■

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Small Business Alliance

Big Plans for Small Business Alliance THE YEAR 2013 WAS ONE OF CHANGE for the Delaware State Chamber’s Small Business Alliance. Though the SBA still supports Delaware’s small business community, advocating the needs and issues of businesses comprising of less than 150 employees, the board of managers realized it was time to refocus the affiliate’s direction to better serve the membership. Making up more than 80 percent of the State Chamber’s membership, small businesses still possess an important voice.

Chaired by Chip Rankin and Joe Farley, Jr., the SBA focused on reorganization and redirection this year, resulting in the discontinuation of SBA workshops, the separation of several sub-committees, and a refocus on legislative advocacy. The Delaware Young Professionals Network, formerly the Young Executives committee, and the Women in Business forum will no longer sit within the SBA, but with the Chamber as a whole. A major 66

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BY KELLY WETZEL

accomplishment was the progress made on the ongoing reassessment of Delaware’s workers’ compensation rates. Rich Heffron, the DSCC’s interim president, has worked tirelessly this past year, serving as a member on the governor’s Workers’ Compensation Task Force to continue efforts to reduce the state’s high workers’ compensation costs. In 2014, the SBA hopes to carry on this work through Heffron.

The Small Business Alliance also hosted two large events is 2013: the Small Business Conference & End-of-Session Legislative Brunch in Dover, and the 15th Annual Marvin S. Gilman Superstars in Business awards luncheon at the Hotel du Pont. The End-of-Session brunch is held annually each June, but 2013 marked its second year with a small business focus. The event continues to grow. This year, we showcased some of Delaware’s top small businesses, and provided a legislative wrap-up from Jan uar y / Fe b r uar y 2014

| DELAWARE BUSINESS

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Senate President Pro Tempore Patty Blevins and Speaker of the House Pete Schwartzkopf. State Senator Gary Simpson and State Representative Bryon Short were awarded the “Friend of Business” award. Through the formation of an event planning committee, the SBA aims to develop this event further in 2014 to include more opportunities for business owners to interact with their legislators.

The 15th Annual Marvin S. Gilman Superstars in Business awards luncheon, held in November, was the best one yet. With 300 guests in attendance, the event featured an inspiring presentation from keynote speakers Frank and Donna Masley of Masley Enterprises, Wilmington’s premier military glove producers. Superstar winners for 2013 included Unique Impressions, Community Bank Delaware, Trellist Marketing & Technology and Sunday Breakfast Mission. Award of Excellence winners were Simon & Co., PCS, Belfint, Lyons & Shuman and Jewish Family Services of

Delaware. Don Fulton of George J. Weiner Associates was also recognized with the Marvin S. Gilman Bowl, Delaware’s most prestigious small business award.

To conclude the year, the board of managers invited the Chamber’s small business membership to an annual meeting. With a full room, members were able to express their ideas and needs to the Small Business Alliance. As a result, the SBA will continue to be a voice for small business owners, and serve as a proactive group that can set up educational sessions and networking opportunities. One such program will be launched in 2014 with help from Bank of America, which created a small business online community filled with information, educational webinars and opportunities to connect with other small business owners.

Keep an eye on the Small Business Alliance in 2014. This affiliate has some pretty big plans. ■

2013 Small Business Alliance Board of Managers

CHRISTOPHER RANKIN JOSEPH FARLEY, JR. *CO-CHAIR, EBC CARPET *CO-CHAIR AND SERVICES CORP. B&S, ASSOCIATES INTERNATIONAL, INC.

Small Business Alliance Senior Advisory Council

GREG BALLANCE DIAMOND TECHNOLOGIES

TIMOTHY BOULDEN BOULDEN PROPANE CO.

PAM CORNFORTH *SSB, RONALD MCDONALD HOUSE OF DELAWARE

KEN ANDERSON DELAWARE ECONOMIC DEVELOPMENT OFFICE

TERRENCE BARCLIFT BANK OF AMERICA

KEVIN FASIC, ESQ. COOCH & TAYLOR P.A.

DONALD FULTON GEORGE J. WEINER ASSOCIATES

JOHN (JACK) HEALY, III HEALY, LONG & JEVIN, INC.

STEPHAN LEHM VANDEMARK & LYNCH, INC.

CHAD MOORE BELLMOOR INN & SPA

LARRY DISABATINO DISABATINO CONSTRUCTION COMPANY

JANICE GIANNINI PARADIGM ASSOCIATES, LLC

WILLIAM PARKS COLONIAL PARKING, INC.

JAMES D. RANDALL CALDWELL STAFFING

MICHAEL REATH DELMARVA BROADCASTING CO.

CHRISTOPHER SCARPITTI M&T BANK

CATHY STAUFFER WOZNIAK THE TEAM APPROACH

JAMES O’NEILL, PH.D. UNIVERSITY OF DELAWARE

WILLIAM B. ROBINSON, JR. GEORGE & LYNCH, INC.

PRISCILLA TURGON PROFESSIONAL STAFFING

MICHAEL VANDERSLICE ENVIRONMENTAL ALLIANCE

WILLIAM WARD BILL WARD, INC.

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NASH M. CHILDS BANCROFT CONSTRUCTION COMPANY

MARTHA S. GILMAN GILMAN DEVELOPMENT COMPANY

DENNIS M. SALTER, SUMMIT REALTY ADVISORS, LLC

MICHAEL S. UFFNER AUTOTEAM DELAWARE

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Delaware Young Professionals Network

New Kids on the Block

The recently renamed Delaware Young Professionals Network hit the links at Deerfield over the summer. PHOTO BY BRIAN MULLIGAN

The Delaware Young Professionals Network Year in Review

BY MIKE VANDERSLICE, COMMITTEE CHAIR leagues of different ages.

The Delaware Young Professionals Network (DYPN), formerly known We also had great success with multiple evening networking mixers as the Young Executives, took a leap forward in 2013. The DYPN was prethroughout the year, including a fun night with the Wilmington Blue viously a subcommittee of the Small Business Alliance, but this year, the Rocks in August. The DYPN enjoyed its first annual golf outing held in group moved out from the shadows of the SBA. As with any move, some May at Deerfield, where young executives were paired up with members rebranding was in order. of the Chamber’s Small Business Alliance Board of Managers. I am always The DYPN provides younger employees of State Chamber members most proud of our community service event (held each May) which this with an engaging environment to build their professional networking year benefited the Sunday Breakfast Mission. It was such a rewarding relationships. The goal of the group is to encourage an exchange of ideas experience for all of the DYPN members who between peers on overcoming business chalparticipated. lenges, while helping to develop Delaware’s We are looking to step it up in 2014 with next generation of executives through business Find us on LinkedIn and Facebook more evening networking events, and more networking and personal growth. www.facebook.com/DSCCDYPN opportunities for you to build your profesDuring this past year, our Young Executives sional network. In addition, the DYPN hopes planning committee developed a number to carry the momentum from a great year into of events and programs to aid in realizing more community events and educational programs in 2014 that will bolthose goals. Some programs were focused on educating: A workshop at ster the professional growth of Delaware’s younger workforce. The group Ameriprise Financial on financial strategies for Delaware’s next generais designed to help those who are poised to be tomorrow’s senior managers tion of executives, and an engaging networking breakfast with entrepreand business leaders, and we invite you to become more involved. neur Dave Tiberi, during which the former pro boxer offered insights on For more information about the Delaware Young Professionals Network, “building your network.” In the fall, Jim Lee of StratFi offered a program please contact Kelly Wetzel at kwetzel@dscc.com or (302) 576-6564. ■ about generational dynamics in the workplace, and how to adapt to colDELAWARE BUSINESS

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Manufacturing

Successes Shine Through During Lean Times

BY MITCH MAGEE, CHAIRMAN, DMA

THE DELAWARE MANUFACTURING ASSOCIATION (DMA) is an affiliate of the Delaware State Chamber of Commerce and is the state representative of the National Association of Manufacturers (NAM). Members include small, medium and large firms with manufacturing presence in the state of Delaware. The key strategic goal of DMA is to promote the growth of Delaware’s manufacturing sector. Towards that end DMA’s priorities include: • Promoting state financial, investment and tax policies that help Delaware’s manufacturers to compete in today’s global economy and reduce those regulatory burdens that hurt job growth.

• Promote manufacturing’s value to local communities and the opportunities, especially employment, that DMA members provide.

• Encouraging investment in state infrastructure. One of Delaware’s key advantages is its location within the major markets of the United States.

The state’s infrastructure plays a large role in the ability of manufacturers to get raw materials and distribute their products.

• Workforce development: manufacturing jobs require high skills. State and local educational resources are the backbone to the state’s workforce that has to compete globally.

• Collaboration among Delaware’s manufacturers to leverage best practices.

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investment in the Delaware City Refining plant, Kraft Foods expansion, Bloom Energy’s startup, construction of the NRG energy center in Dover but challenges remain. Delaware continues to have some of the highest utility costs in the country; tax burdens and the state’s preeminent position as a home for incorporation require constant vigilance. DMA has and will continue to support educational excellence programs. In partnership with Delaware Tech and University of Delaware, DMA is focused on ensuring educational programs meet future workforce needs. Governor Markell’s Workforce Development and Blue Collar Training grants support state employment. Association collaboration continues through organizations like the Delaware Manufacturing Extension and Partnership (DEMEP) to implement “lean” and other continuous improvement programs. One of 2014’s focus topics will be the use of Access Manufacturing Accelerator program focused on supporting the small and medium sized manufacturer resources. DMA also supports Delaware’s congressional delegations efforts such as Senator Coon’s “Race to the Shop” Act. The DMA’s marquee event is the annual Legislative Brunch and Manufacturing Conference held in the spring. This is a great opportunity to network and see firsthand, the diversity, issues and positive impacts of Delaware’s manufacturers. The DMA board also would like to thank Mike Crawford of Astra Zeneca for his longtime service as the group’s chair.

Chamber members that are interested in getting involved with DMA should contact Cheryl Corn at (302) 576-6572 or ccorn@dscc.com. ■ Jan uar y / Fe b r uar y 2014

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2013 Delaware Manufacturing Association Board of Managers

MITCH MAGEE CHAIR PPG INDUSTRIES, INC.

SCOTT WELCH VICE CHAIR MOHAWK ELECTRICAL SYSTEMS, INC.

LIZA BARTLE VICE CHAIR AGILENT TECHNOLOGIES

BUFF BRUNO ENERGIZER PERSONAL CARE

• Term loans and lines of credit • Commercial real estate mortgages • Equipment financing

DAVE BUNTING ATLANTIS INDUSTRIES CORPORATION

MICHAEL CRAWFORD ASTRAZENECA PHARMACEUTICALS LP

JUSTIN CRESSLER KRAFT FOODS, INC.

ERIC GRABER CALPINE CORPORATION

LEE KIEFER SIEMENS HEALTHCARE DIAGNOSTICS

K. SCOTT MCNARY PROCTOR & GAMBLE, THE DOVER WIPES COMPANY

Let’s talk business. We have business banking solutions that make it easier for you to run your business. And longer hours than other banks, including weekends.

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JANICE MILHEIM FMC BIOPOLYMER

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HERMAN SEEDORF DELAWARE CITY REFINING COMPANY, LLC

ROBERT STEWART CRODA

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When it comes to accounting, you need the whole toolbox. Most accounting firms can offer you one very good specialist. At Master, Sidlow & Associates, our entire team of specialists in a variety of disciplines is at your disposal. For over 30 years, we have been assisting businesses throughout the Delaware Valley.

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Delaware Public Policy Institute

Quiet but Productive Year for DPPI

BY JOHN TAYLOR

THE YEAR 2013 WAS A RATHER QUIET ONE for the Delaware Public Policy Institute: DPPI focused primarily on its continuing obligations and on revising Institutes operations.

Only one bold initiative was launched: a deeper look at the permitting process in Delaware with an eye toward creating a “onestop shopping” permitting process for development. As with the first review of this process three years ago, DPPI contracted with the Consensus Building Institute of Cambridge, Mass. to perform the research and investigatory work and to file a final report. Work began in September and is expected to be completed by late summer of 2014. The day-to-day supervision of this project will be handled by Brian McGlinchey, the current president of Delawareans for Economic and Environmental Development and an official of the Laborer’s union. He is serving DPPI as a loaned executive for the duration of the project. This project has the enthusiastic support of Gov. Jack Markell and New Castle County Executive Thomas P. Gordon.

DPPI Executive Director John Taylor continued his work with contentdelaware.org by conducting several Delaware-focused interviews including with the state’s congressional delegation.

DPPI also provided both financial and other support for “How Delaware Compares” its joint venture with the University of Delaware’s Center for Applied Business Research. HDC enables users to compare Delaware with all other states and regions on more than 200 topic areas.

Taylor maintained his work with a number of organizations including

2013 Delaware Public Policy Institute Board of Directors

DR. ROBERT J. LASKOWSKI (CHAIR) CHRISTIANA CARE HEALTH SYSTEM

CAROL AMMON FOUNDER, FORMER CEO, ENDO PHARMACEUTICALS, INC.

O. FRANCIS BIONDI, ESQUIRE* MORRIS, NICHOLS, ARSHT & TUNNELL

DR. THOMAS M. CONNELLY, JR. DUPONT COMPANY

GOV. PIERRE S. DU PONT IV* RICHARDS, LAYTON & FINGER

DR. PAUL HERDMAN RODEL FOUNDATION DELAWARE

DR. DANIEL RICH UNIVERSITY OF DELAWARE

MARVIN N. SCHOENHALS* WSFS BANK

GARY STOCKBRIDGE DELMARVA POWER

JOHN H. TAYLOR, JR. EXECUTIVE DIRECTOR EX OFFICIO

RICHELLE VIBLE CATHOLIC CHARITIES

WILLIAM T. WOOD, JR.* WOOD & ASSOCIATES

ROBERT W. PERKINS

*EMERITUS

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| DELAWARE BUSINESS

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Delawareans for Environmental and Economic Development (DEED), the Nemours Health Prevention Advisory Board, and the related Nemours Community Transformation Grant Leadership Team, the Delaware Association for the Advancement of Nonprofit organizations (DANA) and the Wilmington Renaissance Corp., Kids Count Delaware and the University of Delaware’s Institute for Public Administration’s Board of Visitors.

DPPI’s eight-year involvement in education reform in Delaware continued throughout 2013. Taylor continued his work with the Vision 2015 Implementation Team and the Delaware Business Round Table’s Education Committee. Both of these groups continue to actively support education reform and have been concentrating on improving and supporting much of the work already in process, particularly the establishment of the Common Core Standards in Delaware. The DBRT Education committee was also an active supporter of Project 5000, the effort launched by DPPI Board member Rodman Ward III to collect and organize the thoughts and ideas about public education from a cross section of 5000 Delawareans. Information from this project will be available soon.

On the planning front, Taylor and Dr. Dan Rich of the University of Delaware in cooperation with the Stroud Water Research Center in nearby Pennsylvania have begun preliminary work to hold a major “KnowledgeBased Symposiumâ€? on the threats to fresh water in Delaware and the region in 2014. Also on the planning table is an effort to evaluate the rules and regulations governing Delaware’s Coastal Zone. â–

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Newsbites Annual Kidney Walks Raise $600,000+ in the Delaware Valley This fall is proving to be a thankful time for the National Kidney Foundation, as the local Delaware Valley chapter’s Kidney Walks brought in over $600,000 among walks in Philadelphia, PA; Wilmington, DE; and Chester County, PA. Over 5,000 people came out to walk with the National Kidney Foundation this October, and over 100 sponsors supported the walks. More than 350 teams were formed across the three walks, a mix of participants walking with their workplaces, friends and family, and dialysis clinics. One Philadelphia Walk team, Penn Nephrology, had a particularly exciting turnout this year, becoming the top fundraising team in the Delaware Valley.

“We are so happy and proud to serve our patients on a daily basis,” said Laura Greenberg and Robin Neubauer, Team Captains of Penn Nephrology. The team from the Hospital of the University of Pennsylvania, consisting of 23 team members which included nurses, doctors, and kidney patients, raised over $13,000 for the Philadelphia Kidney Walk this year.

“The Kidney Walk was an amazing opportunity for us to rally as a team and work together to support the greater population.”

The Kidney Walk is a fun, noncompetitive walk that raises funds to fight kidney disease and helps carry out the NKF’s mission of awareness, prevention, and treatment of kidney disease. Over 73 million Americans – or one in three Americans - are at risk for kidney disease. Anyone who suffers from high blood pressure, diabetes, or a family history of these conditions is at risk of developing kidney disease.

Comcast Business Awarded North America Service Provider of the Year Comcast Business announced last month that it won multiple awards in the Metro Ethernet Forum (MEF) Carrier Ethernet Awards for North America, including the prestigious Service Provider of the Year. The company also won Best Marketing and Best Carrier Ethernet Business Application for an Ethernet network deployment with the Denver Broncos.

The MEF is a global industry alliance whose mission is to accelerate the worldwide adoption of carrier-class Ethernet networks and services through its technical specifications and implementation agreements to promote interoperability.

The MEF’s Carrier Ethernet awards are

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designed to celebrate excellence and leadership in the development, marketing and delivery of Ethernet services.

Underscoring their importance in the industry, the judging panel for the awards included senior industry analysts from IDC, Infonetics Research, Vertical Systems Group, Gartner, Frost & Sullivan and Ovum. In a competitive judging process, Comcast Business was recognized by the MEF in the following categories: • Service Provider of the Year – this is awarded on the basis of a cumulative score across all of the award categories combined with ratings related to coverage, partnerships and interconnects, and access technology options.

• Best Carrier Ethernet Business Application – this award recognizes partnerships between service providers and their clients in the delivery of

Carrier Ethernet services for application verticals. The winning entry detailed the deployment by the Denver Broncos of multiple 100 Mbps Comcast Business Ethernet connections to the Internet and between the team’s stadium and practice facility to improve the fan experience and accelerate team operations.

• Best Marketing – this award is presented to the service provider who has run the most successful marketing campaign to promote their Ethernet service portfolio and assesses marketing campaign goals and objectives, how companies differentiated their services and the results. Comcast Business highlighted its integrated campaigns that promote Ethernet as the best option for businesses while showcasing its differentiation in Ethernet service availability, network reach and diversity, and customer focus.

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“We are delighted to have earned this recognition from the Metro Ethernet Forum and this distinguished panel. It is a powerful statement that validates Comcast’s investment in our network that is built for business and delivering the benefits of Ethernet to enterprise customers across the country,” said Bill Stemper, President, Comcast Business.

Earlier this year, the MEF announced that Comcast Business was the first service provider in the world to achieve MEF CE 2.0 Certification, an industry milestone. The company was also the first service provider to achieve all three of the previous CE 1.0 certifications (MEF 9, 14 and 18) and has served on the MEF Board of Directors since 2008.

Lodge Lane Assisted Living Community Holds Grand Opening Ribbon Cutting Ceremony On Sunday, September 29, Lodge Lane Assisted Living, a non-profit community, held its Grand Opening Ribbon Cutting Ceremony on its beautiful campus in North Wilmington, Delaware.

Over 150 guests joined in the celebration and were treated to a variety of delicious food items prepared by the Lodge Lane food and dining team. Guided tours of the building were given to guests who were very impressed with Lodge Lane’s beauty, elegance and comfort.

Lodge Lane offers may amenities which include private apartments, a secure memory care neighborhood, both kosher and non-kosher dining options, a media theater, library, fitness center, beauty shop, landscaped outside gathering areas and spacious lounges where residents and their families can relax and visit. A kosher deli opened October 20th for residents, their guests and the general public and features a variety of deli favorites.

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University of Delaware Captures Third Straight CAA Blood Challenge Victory The University of Delaware captured the CAA Blood Challenge for the third year in a row and seventh time overall with 1,173 donors.

The 12th-annual Colonial Athletic Association Blood Challenge proved to be a big success as 2,903 productive units of blood were collected from 2,776 donors on nine CAA campuses.

Over the 12-year history of the event, the CAA Blood Challenge has resulted in 39,622 productive units of blood.

“The University of Delaware is extremely proud once again this year to have captured the CAA Blood Challenge title,” Director of Athletics and Recreation Services Eric Ziady. “We are proud of our student-athletes’ accomplishments both in the classroom and on the playing fields and programs such as this play such an important role as our young men and women develop into leaders in the community. We want to thank everyone in the UD community who took part in this great program and gave a life-saving gift to those who need it most.”

Delaware used the theme “Dare to Donate” and enlisted the support of the businesses in the city of Newark as well as the campus community to spread the word of the blood drive.

“After a very successful blood drive last year, the largest in Blood Bank and CAA History, our staff was determined to make a statement and go for a ‘Threepeat’ this year. I am happy we accomplished that goal,” said Roy Roper, President and CEO of the Blood Bank of Delmarva. “As a longtime community partner and supporter, we could not be more proud of our staff, the students, administration, faculty and alumni of the University of Delaware. Students, faculty and neighbors came together again to support another hugely successful day. This is an outstanding effort and we’re proud to say the CAA Blood Challenge trophy will be staying in Newark, Delaware.”

The CAA Blood Challenge was developed by the conference presidents as a fun way to emphasize the critical importance of donating blood. Each CAA institution worked with its local blood service center and designated one day during the fall term to conduct a campus-wide blood drive. Student groups, faculty, staff and alumni were all encouraged to participate.

Commissioner Yeager will present the University of Delaware with an award in recognition of its outstanding achievement during a basketball game this winter.

Lodge Lane is associated with the Kutz Home skilled nursing facility.

The Arc of Delaware Receives Generous Donation The Longwood Foundation has generously awarded The Arc of Delaware

$96,900 to make accessibility renovations to ten community group homes for people with intellectual and developmental disabilities. These renovations will allow the 38 residents to age in place.

The Arc of Delaware is one of the largest providers of housing for people with disabilities in Delaware. The Arc

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Newsbites owns and maintains 81 group homes in all three of Delaware’s counties and 322 people with intellectual and developmental disabilities live in those homes.

Making accessibility upgrades, as well as modernizing and renovating the homes, improves the quality of life of the

residents and increases the likelihood that they will be able to age in place, rather than being forced to move to costly and unfamiliar nursing homes as they become ill and develop mobility issues.

Nursing home staff is rarely trained in the care of those with intellectual and devel-

Nickle Electrical Lands Two Associated Builders and Contractors Awards This year Nickle Electrical was awarded two Excellence in Construction awards from the Associated Builders and Contractors Delaware chapter. This brings the company’s total ABC awards count to 28.

The project given an award at the Excellence level was a fit-out and renovation in Newark for Hosting.com, a web hosting company that provides 24/7 technical support, cloud assistance, and other specialized services to more than 4,000 customers across the country. The business already had two existing data centers, which included a 2,000-amp service and a 3,000-amp service. Nickle provided work for a third data center totaling 12,000-square-feet with a 4,000-amp service. Electricians also ran conduit to six existing 500-kilowatt generators and installed two 500 kVA uninterruptable power supply (UPS) systems for backup emergency services.

A major remodel of Howard High School of Technology in Wilmington was given the second award at the Merit level. This was a $5.3 million project totaling 190,000-square-feet. The Nickle team ran more than 12 miles of conduit and 77 miles of wire throughout the school. A 350-kilowatt natural gas generator was also installed for backup power. This type of generator is beneficial to the school because it has a lower cost of operation, lower cost in fuel compared to a normal diesel generator, and it’s also clean and environmentally friendly.

“I would like to express my gratitude to all of the employees that were part of these award-winning projects,” said President/CEO Steve Dignan. “Job well done.”

The honors were presented at an awards dinner on November 21 at the Chase Center on the Wilmington Riverfront.

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opmental disabilities which increases the desirability of keeping the residents in their homes. They, like most of the population, want to “age in place.” They don’t want to leave the home they have lived in for many years.

Nemours/Alfred I. duPont Hospital for Children Receives Press Ganey 2013 Beacon of Excellence Nemours/Alfred I. duPont Hospital for Children (N/AIDHC) is proud to announce that it has been named a 2013 Beacon of Excellence Award winner by Press Ganey Associates, Inc. The Beacon of Excellence Award recognizes top-performing facilities that maintain high levels of excellence in Physician Engagement. The Press Ganey Beacon of Excellence Award recognizes leading health care facilities that have achieved and consistently maintained excellence for multiple years. The award is given to only 45 organizations per year, representing the top three performing organizations by category. N/AIDHC has ranked in the 99th percentile for physician engagement for the past three surveys.

While N/AIDHC specialists care for children from around the country and the world, the majority of patients come to N/AIDHC from Delaware, Pennsylvania, New Jersey and Maryland. N/AIDHC conducts annual surveys of community physicians in each of these four states, and the results are shared with administrators, clinical leaders and department managers as well as with the community physicians. Responses to issues raised in the survey are communicated to the community physicians by a team of three dedicated physician liaisons assigned to Delaware, New Jersey and Pennsylvania.

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N/AIDHC implemented a number of initiatives during the past several years to make it easier for community physicians to trust their patients’ specialty care to N/AIDHC, including: • Improved availability of appointments for patients by offering new patient appointments within five business days of request.

Introduced a Physician Priority Line (PPL) to allow immediate consultation with a N/AIDHC specialist about a given patient.

Making specialty services more convenient by opening new outpatient locations or expanding the specialty services available at current locations.

Richards Layton Attorneys Named among the World’s Best Merger and Acquisition Lawyers Five Richards, Layton & Finger attorneys, more lawyers than from any other Delaware firm, have been named in The International Who’s Who of Merger & Acquisition Lawyers 2014. C. Stephen Bigler, Jesse A. Finkelstein, Mark J. Gentile, William J. Haubert and Gregory P. Williams were named among the world’s leading mergers and acquisitions attorneys by Who’s Who Legal, based on its independent research with clients and peers.

Bigler, Finkelstein, Gentile, Haubert and Williams counsel corporations, officers, directors, board committees, stockholders and investors on matters involving Delaware’s General Corporation Law and related issues of fiduciary duty arising in a wide variety of transactional and operational contexts, including mergers, acquisitions, divestitures, defensive planning, capital-raising transactions and stockholder meetings.

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KSI Transportation Fleet Goes Green with Sharp Energy and Alliance AutoGas Kent-Sussex Industries, Inc. (KSI), has converted six of its transportation vans to propane as an alternative fuel. Due to the ever increasing cost of gasoline, KSI CEO, B. Craig Couch, was determined to find an alternative fuel that could help cut the cost on fuel expenses for the transportation that KSI provides to those that have disabilities.

KSI, Sharp Energy and Alliance AutoGas are excited about KSI’s conversion to propane AutoGas. KSI will save over $1.50 per gallon and propane AutoGas is a clean burning environmentally friendly alternative fuel. By reducing KSI’s vehicle fuel cost, KSI, whose mission is to assist people with disabilities in the pursuit of their potential in employment and meaningful participation in their communities, will be able to continue providing transportation, assessment, training, and employment services to approximately 290 individuals annually.

Sharp Energy recently installed an on-site refueling station featuring an Alliance AutoGas dispenser at the facility of KSI to fuel the vehicles used by the drivers. The infrastructure for propane Autogas refueling is less expensive than any other alternative fuel. Alliance AutoGas is the preferred complete program to help fleets shift to the world’s most popular alternative fuel. Working with Sharp Energy/ Alliance AutoGas to launch a successful autogas program is the easiest, most affordable way to reduce gasoline consumption.

The Alliance AutoGas nationwide network of partners includes propane companies, certified conversion and equipment manufactures that will convert and maintain autogas bi-fuel vehicles. Alliance AutoGas’ competitive financing programs enable fleet vehicle conversion at no upfront cost, a turn-key program.

KSI is currently seeking grant funding to convert more of its 48 vehicle fleet to propane Autogas. If you have interest in donating to KSI, contact Alicia Hollis, Director of Community Relations at 302-422-4014 ext. 3015 or hollisa@ksiinc.org.

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Newsbites Wohlsen Construction Receives Awards of Excellence Wohlsen Construction Company received two Awards of Excellence from the New Jersey Chapter of Associated Builders and Contractors. The awards were presented as part of the Chapter’s 1st Annual Excellence in Construction Awards program.

A 1st Place Excellence Award was presented to Wohlsen for the new Healthcare Center at The Evergreens

Calendar of Events JANUARY 13, 2014

Annual Dinner 4:45 pm – 8:00 pm Location: Chase Center on the Riverfront, Wilmington For more information, please contact Kelly Wetzel at (302) 576-6564 or kwetzel@dscc.com

JANUARY 23, 2014

Environmental Committee Meeting 12:00 p.m. –2:00 p.m.

Location: Goodstay Center, University of Delaware - Wilmington Campus For more information, please contact Arlene Simon at (302) 576-6586 or asimon@dscc.com

FEBRUARY 6, 2014

Networking Breakfast at Capital One 360 Café 7:30 am – 9:00 am Location: Delaware Avenue, Wilmington For more information, please contact Kelly Wetzel at (302) 576-6564 or kwetzel@dscc.com

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Retirement Community located in Moorestown, NJ. Eventus Strategic Partners served as the owner’s representative with Kanalstein Danton Associates providing architectural services for the new 85,000 square foot facility.

Additionally, Wohlsen received an Excellence Award of Merit for the Solana Roseland Assisted Living facility located in Roseland, NJ. The new 68,000 square foot facility was designed

by PRDG Architects and constructed for Formation-Shelbourne Senior Living Services.

Habitat for Humanity of New Castle County’s ReStore Awarded $200,000 from Bank of America Charitable Foundation The Bank of America Charitable Foundation has named Habitat for Humanity of New Castle County (HFHNCC) for the 2013 Neighborhood Builders award. The program is a strategic investment that couples a $200,000 unrestricted grant with leadership training for high-performing nonprofits that have made a significant impact addressing needs related to community development, critical needs or workforce development and education. Nonprofit leaders gain valuable skills and apply funding where it is most needed for maximum local impact.

The Neighborhood Builders award will have the greatest impact on the HFHNCC ReStore as it continues to demonstrate both the ability to generate some of its own revenue through ReStore operations and growth potential as it celebrates its first successful year at Price Corner.

“We recognize the important role

Habitat for Humanity of New Castle County plays in serving our most vulnerable residents and ensuring better lives for so many in our community,” said Chip Rossi, Delaware market president for Bank of America. “The funding to support the Habitat ReStore venture and leadership training will not only deepen their impact today but sustain their mission and services over time.”

HFNCC ReStore is a non-profit business venture supporting the community through the resale of new and used home improvement and renovation supplies. The HFHNCC ReStore specializes in the resale of overstocked/ discontinued new and gently used merchandise, donated by manufacturers, stores, contractors and individuals.

“Bank of America has been a significant supporter of our affordable housing and neighborhood revitalization efforts, and now through the Neighborhood Builders award they are demonstrating their commitment to nonprofits that are entrepreneurial as well,” said Kevin Smith, CEO of HFHNCC. “We are grateful for their varied and significant support.”

The grant funding will also increase staff, advertising and dramatically grow donations, which will drive customer interest, sales and net income. The support will place Habitat for Humanity of New Castle County in a better longterm position to continue revitalizing neighborhoods and create opportunities to provide affordable housing to more Delawareans.

The HFHNCC ReStore opened for business in 2004 at the warehouse attached to the organization’s main office in Wilmington and in 2008 moved to a 10,000-square-foot location in New Castle. With the need for more visibility and room to expand, the HFHNCC ReStore relocated to its current

Jan uar y / Fe b r uar y 2014

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Tom Shopa, Office Managing Partner, Tax Services James Doyle, Office Managing Partner, Assurance Services BDO USA, LLP 270 Presidential Dr. Wilmington, DE 19807 / 302-656-5500 Accountants and Consultants www.bdo.com © 2013 BDO USA, LLP. All rights reserved.

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Newsbites 30,000-square-foot Prices Corner last November, where it did $26,000 in sales on the first day. The store is on track to end this year with $625,000 in sales.

“Our new location helped us double our sales and we are planning to double sales again to $1.2 million in another four years,” said Joe Robertson, ReStore Manager. “This grant is going to give us the ability to meet that goal.”

According to the Bridgespan Group, Neighborhood Builders is the largest investment in nonprofit leadership development, 2.5 times the next largest program (in spending) and the third largest in number of leaders served. Through the program, now in its tenth year, Bank of America has invested $160 million in 800 nonprofit organizations and provided training

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of the agency’s Wilmington office.

“Clients and prospects are requesting more of our online animation,” says John Hawkins, president and CEO. “With Michael’s diverse advertising background, he can really help our creative team deliver on Michael English these increased demands.”

English comes to ab+c Creative Michael English Joins ab+c Intelligence from Tierney, where he Creative Intelligence as Senior worked as an interactive designer. Over Interactive Art Director the past couple of years, he mainly focused on Flash, 2D and 3D animaab+c Creative Intelligence has tion. English has 13 years of experihired Michael English as its Senior ence in the advertising industry; his Interactive Art Director. He will concenroles have ranged from developer to trate primarily on online animation and motion graphics specialist. website design. English will work out

to 1,600 nonprofit leaders.

Neighborhood Builders furthers the company’s broader philanthropic commitment to addressing core issues that are critical to the economic vitality of local economies, with a particular focus on low- and moderate-income communities.

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

What are the AstraZeneca AZ&Me Prescription Savings Programs?

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

Who is AstraZeneca?

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

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

Call. Ask. Enroll.

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

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

Prescription Savings Programs AZ&ME is a trademark of the AstraZeneca group of companies. Š2012 AstraZeneca Pharmaceuticals LP. All rights reserved. 2184301 11/12

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Delaware State Chamber of Commerce

SMALL STATE. BIG BENEFITS. UPS Shipping Discounts Save up to 34% on a broad portfolio of shipping services including: • Up to 34% on UPS Air letters including UPS Next Day Air®* • Up to 30% on UPS Air packages (1 lb.+) • Up to 32% on UPS International imports and exports • Up to 16% on UPS Ground shipments • Savings begin at 70% on UPS Freight® shipments over 150 lbs.

DSCC members can receive these discounts even if you already have a UPS account. Whether you need your documents or packages to arrive the next day or are looking for the most affordable shipping option, UPS understands the importance of reliability, speed, and cost. Plus, the more you ship, the more you can save with UPS. To enroll and start saving today, visit www.savewithups.com/dscc. For more information, call 1-800-MEMBERS (1-800-636-2377).

UD Online MBA Scholarship Through an Affiliate Partnership with the Lerner College of Business & Economics, Chamber member will receive an affiliate program scholarship for $5,000 off of their tuition for the University of Delaware Online MBA Degree Program.

The Lerner College Online MBA is an AACSB-accredited program that can be completed in as little as sixteen months. This powerful new education option offers the quality, flexibility, and convenience to earn an MBA degree from a highly regarded, nationally ranked, public university.

In addition to the $5,000 affiliate scholarship, Chamber member employees will also be eligible to 82

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apply for the Dean’s Merit Scholarship, which awards the most highly qualified candidates up to an additional $5,000 in scholarship funding.

Visit www.apdegree.com/DSCC to get started.

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

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

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

8358.

Blood Bank Membership Member companies with five employees or less are offered unlimited group coverage in the Blood Bank of Delmarva.

Call (302) 655-7221 for more information.

Certificate of Origin Documents Certificate of Origin documents are $20 for Chamber members ($100 for nonmembers). 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) 4782700 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 from personal and business cards to get rewards even faster. Call (800) 598-8791 to apply, mention priority code FABLHRAQ.

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CHAMBER Committees & Forums State Chamber members play a visible, active role in the business community by Dental and Vision Plan Dominion Dental Services provides dental and vision benefits on a group and individual basis with competitive, member-exclusive rates. Dental care coverage for most diagnostic and preventive services is 100 percent with up to 80 percent coverage for restorative care including fillings, root canals, crown and bridge work, periodontal treatment, oral surgery and more. Go to www.dscc. com/chamber/dental_plan.aspx or call (888) 518-5338 for more information. No application fee for DSCC members.

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.

DELAWARE BUSINESS

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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.

Employer Advocacy & Education 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

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: Kelly Wetzel at (302) 5766564 or kwetzel@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 DYPN, for professionals between the ages of 21 and 40, aims to develop Delaware’s young workforce through professional business networking and personal growth.

Contact: Kelly Wetzel at (302) 576-6564 or kwetzel@dscc.com.

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For Assistance,

CALL THE CHAMBER The State Chamber of Commerce staff works for you, serving nearly 2,800 member companies and organizations statewide.

This State Chamber staff directory lists phone numbers and Email addresses, as well as individual areas of responsibility.

If you need business assistance or information, please don’t hesitate to call.

A. Richard Heffron Interim President Sr. Vice President Government Affairs

Marianne K. Antonini Sr. Vice President Finance & CFO

Carol Gabel Executive Vice President

576-6563

Cheryl Corn Sr. Vice President Communications

Linda D. Eriksen Accounting Associate

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

rheffron@dscc.com

576-6567 mantonini@dscc.com

576-6578 cgabel@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

Ken Evans Member Relations Manager

576-6566 mamis@dscc.com

576-6572 ccorn@dscc.com

Kelly Wetzel Program & Communication Specialist Small Business Alliance Women in Business Delaware Young Professionals Network

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

576-6564 kwetzel@dscc.com

576-6579 fmiller2@dscc.com

576-6569 leriksen@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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