March-April 2014 Delaware Business by Delaware State Chamber of Commerce

DELAWARE

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BUSINESS March/April 2014

• Guide to Financial Services

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The Honor Guard from the Delaware National Guard presented the colors at the 177th Annual Dinner. PHOTO BY DICK DUBROFF/FINAL FOCUS

Departments Chairmanâ&#x20AC;&#x2122;s Message .............................. 2 Meet Mark Stellini Legislative Priority .................................. 3 Is our economy improving? Member News and Notes ...................... 9

In this Issue Features

Q&A: E. Norman Veasey Nonprofit Spotlight: Easter Seals Delaware Business Spotlight: O.A. Newton & Son Welcome New Members ...................... 14

SUPERSTARS IN EDUCATION SAVE THE DATE .......................................................... 5 Chamber Scene ..................................... 17

CONSTRUCTION AND REAL ESTATE ........................................................................ 24 The rental market is booming in Delaware.

BY LARRY NAGENGAST

Newsbites ............................................... 39

TAX AND FINANCIAL SERVICES ............................................................................. 29

Calendar ................................................. 43

Northwestern Mutual Delaware provides clients with valuable financial guidance and life insurance. BY DENEE CRUMRINE

Chamber Member Benefits ................. 45

HEALTH .................................................................................................................... 33

Chamber Committees .......................... 47

What the heck is going on with the Affordable Care Act? The latest from Rita Landgraf and Choose Health Delaware. ART AND STORY BY DELAWARE HEALTH AND SOCIAL SERVICES

On The Cover The latest on Choose Health Delaware DELAWARE BUSINESS

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For Assistance, Contact the Chamber .......................................... 48

Volume 19, Number 2 / Delaware Business (USPS 012098) (ISSN 153253542) is published bi-monthly by the DSCC Center for Business Management. Subscription price is $18 a year (included in membership dues). Known office of publication is 1201 N. Orange St., Suite 200, Wilmington, DE 19801. Periodicals postage paid Wilmington, DE 19850. Postmaster: Send address changes to Delaware Business, c/o DSCC Center for Business Management, P.O. Box 671, Wilmington, DE 19899-0671. Telephone (302) 655-7221. 1

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DELAWARE

BUSINESS

Message from the Chairman

EDITORIAL STAFF Mark Stellini Chairman

I am honored and excited about being the next chairman of the Delaware State Chamber of Commerce. I first discovered the power of the DSCC around 20 years ago, when my then start-up company, Info Systems, failed to land an IT Mark Stellini contract. We missed out on the bid not because of our pricing or our services; we missed out because we didn’t have the right connections. It was a textbook case of, “it’s not what you know; but who you know.” I vowed never to let that happen again. So I stuck my foot in the door and became involved with the Chamber —really involved! Committees, events, anything that would promote networking and visibility for our company was the mission. And then, everything changed. Suddenly, my smalltime company was growing leaps and bounds. The connections I made with chamber members, legislators and people in our local community helped transform Info Systems into a dominant IT provider with

You need to become involved in order to take advantage of the connections the Chamber provides. Simply “being” a Chamber member isn’t enough. You must use it for all its worth—and it’s

offices in four states. We learned the value of community service and how important giving back is to success. That’s what the Chamber did for me. It can do the same for you. Just remember: Chamber membership isn’t a passive exercise. You need to become involved in order to take advantage of the connections the Chamber provides. Simply “being” a Chamber member isn’t enough. You must use it for all its worth—and it’s worth a lot. Somewhere along the way, John Burris, the president of the State Chamber at that time, added me to its Board of Directors. The Chamber grew and prospered under John’s leadership. It was a great learning continued on 4

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Matt Amis Managing Editor

EXECUTIVE COMMITTEE CHAIRMAN

Sylvia Banks DuPont

William E. Manning Saul Ewing LLP

IMMEDIATE PAST CHAIR

Ernie Dianastasis CAI

Chad Moore The Bellmoor

Hinton Lucas DuPont

Martha S. Gilman Gilman Development Company

Dennis M. Salter Summit Realty Advisors, Inc.

VICE CHAIR

Michael Houghton Morris, Nichols, Arsht & Tunnell, LLP

Gary R. Stockbridge Delmarva Power

Mark Stellini Assurance Media

Chip Rossi Bank of America TREASURER

Mark Turner WSFS Bank

Alan Levin Delaware Economic Development Office

Barry Crozier Belfint, Lyons & Shuman

Katie Wilkinson Fulton Bank Scott Malfitano Richelle Vible CSC - Corporation Service Company Catholic Charities of Delaware

BOARD OF DIRECTORS Linda Ammons Widener University School of Law

Rita P. Hollingsworth Bank of America

Bonnie Metz Verizon, Delaware

Julian H. Booker Delmarva Broadcasting Company

Tyrone Jones AstraZeneca Pharmaceuticals LP

Theodore J. Prushinski Citizens Bank

Kevin C. Broadhurst Comcast

Chris Kenny ShopRites of Delaware

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

David B. Brown Potter Anderson & Corroon, LLP

Bernhard Koch AAA Mid-Atlantic

Timothy J. Constantine Highmark Delaware

Nicholas P. Lambrow M&T Bank

Thomas J. Cooper Cooper Realty Associates

Rob Rider O.A. Newton Richard D. Rowland Rowland, Johnson & Co., PA

Richard H. LaPenta Insurance & Financial Services, Ltd.

Charlie Copeland Associates International, Inc. Brian DiSabatino EDiS Company Donald T. Fulton George J. Weiner Associates Orlando J. George, Jr. Delaware Technical & Community College

Robert J. Laskowski M.D. Christiana Care Health Systems Renee Lewandowski Agilent Technologies Andy Lubin University of Delaware

Fred C. Sears, II Delaware Community Foundation W. Laird Stabler, III Laird Stabler & Associates, LLC Michael S. Uffner AutoTeam Delaware Clinton Walker Barclaycard US William S. Wallace JPMorgan Chase

Nicholas Marsini PNC Bank, Delaware

Kristine M. Wellman Capital One Financial Corporation

Dave Hargadon TD Bank

John McCarthy AstraZeneca Pharmaceuticals, LP

Robert W. Whetzel Richards, Layton & Finger

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

Paul M. McConnell McConnell Development, Inc.

Harry L. Williams Delaware State University

Matt Amis Communications Manager

Chuck James Account Executive

Cheryl Corn Senior Vice President, Communications

Arlene Simon Committees Manager

STAFF A. Richard Heffron Interim President Senior Vice President, Government Affairs

worth a lot.

A. Richard Heffron Interim President

Marianne K. Antonini Senior Vice President John H. Taylor, Jr. Senior Vice President & Executive Director, DPPI

Linda D. Eriksen Accounting Associate Ken Evans Member Relations Manager

Patrina Wallace Government Relations Assistant Kelly Wetzel Program & Communication Specialist

ADVERTISING SALES / Miller Publishing, Inc.

Fred Miller President

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

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

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LEGISLATIVE PRIORITY

Improvement is Tricky to Track

PHOTO BY DICK DUBROFF/FINAL FOCUS

BY RICH HEFFRON

IS THE ECONOMY IMPROVING? If so, how fast? Where is Delaware’s economy in relation to neighboring states and the rest of the nation? The answers to these questions aren’t always as clear as they seem. Some will tell you there is improvement in Delaware’s economy. Indicators tell us this is true. But there are conflicting pieces of information. So where are we heading? What do future projections indicate? Businesses, non-profits and government all make plans based on expectations. Consumer and voter confidence, likewise, serve as important measures for businesses and elected officials during their decision-making processes. To get some indication of where Delaware’s economy is heading, let’s look at the numbers: The December edition of the Labor Department Monthly Employment report showed an optimistic growth of 8,900 nonagriculture jobs with increases in the areas of education, informaDELAWARE BUSINESS

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tion, leisure and hospitality, professional and business services. The report also showed unemployment dropping to 6.2 percent from 7.1 percent the previous year. On the other hand, we must consider that there were 2,700 fewer Delawareans employed at the end of 2013 than there were in 2012. Additionally, workforce size has dropped by 6,900 citizens in the last year and weekly earnings have shrunk by $54. Employment has decreased slightly in the areas of construction and manufacturing, the two areas where we find well-paid, blue-collar jobs. Another area where we’ve witnessed a loss of employees is wholesale and retail trade, a vital indicator in the land of tax-free shopping. To take the temperature of the state’s economic health, we must also review the Delaware Economic and Financial Council (DEFAC) projections. The latest report, published in December, 2013, showed revenues down $2.6 million for the remainder of this 3

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Legislative Priority this fiscal year, and down $1.2 million in FY15, while increasing a paltry $4.9 million for FY 2016. If we compare these numbers to a state operating budget somewhere in the $3.7 billion range, these numbers tell us that revenue growth is essentially flat. Sure, inflation plays a role in projections, and we know already that Medicaid costs will grow by approximately $26 million this year (while education and health care costs continue on an upward path), but flat revenue projections foretell future budget deficits. History tells us that DEFAC numbers tend to improve as we approach June 30, but there is little indication that there will be a monumental improvement that will produce large revenue increases or significant economic expansion. Today business leaders are facing increases in workers’ compensation costs and the unemployment tax. Although the effects of the Affordable Care Act on health care costs are still largely unknown, all signs point to this coming fall as a time of cost increases— potentially sizable ones—for employers and their employees. Add this to our current slate of regulatory burdens, (although Governor Markell deserves credit here for his efforts in streamlining Delaware’s regulatory process) and more potential costs applied by the local, state and federal governments, and you can see why private sector decision-makers are being cautious. There are natural risk considerations that influence all business decisions. Functioning in an uncertain economic landscape makes the decision-making process more onerous. The silver lining here is that Delaware’s economy is no longer shrinking. But the fact remains: current state economic growth is not occurring rapidly enough to provide the revenue necessary to meet expected government budget requirements. So the question becomes: How can we speed this up? When we look to members of the Chamber, answers are all over the map. Some say business is good, others tell us business is okay, but not yet where they need it to be. Some tell us flat-out that business is lousy. Simply, we cannot pinpoint one segment of the business community where the answers are consistent or uniform. Maybe there is no single answer. But we know what’s helpful. We need more decisions from all levels of government designed to lessen the regulatory burden on business. Any increase in fees or taxes should be looked upon as an obstacle to increasing economic growth (unless the increases can be shown to provide infrastructure improvements or programs that can be tied to a direct economic benefit). Educational programs and job training are also essential to any economic development efforts. The final element of a growing economy is cooperation between local and state government, along with citizens understanding that job creation is a critical element of a growth economy. A slow economy benefits a very few. If we work together, more Delawareans will enjoy the benefits of a healthy and growing economy.

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Message from the Chairman continued from 2

experience and I valued his mentorship. Four presidents later, it’s my time to help lead. As the Chamber’s new chairman, I will make it my goal to spread this message as we grow in 2014. At the same time, we have much to do in order to improve Delaware’s standing as a business-friendly state while rehabbing our sputtering economy. Most of you reading this have a basic understanding of a concept: You understand that, before any tax gets generated—be it personal income tax, corporate income tax or even the ever popular gross receipts tax—somebody has to sell something. A startup company with its first offering, a growing company looking to expand, an international company looking for a new home office—these generate the kind of tax revenues our state needs to thrive. I will strive to carry out our vision to provide great value to our members, focusing on those jobs, the education needed to support them and a safe place to live and work. I look forward to helping the Chamber evolve as an organization, utilizing the latest innovations and technology to provide

I look forward to helping the Chamber evolve as an organization, utilizing the latest innovations and technology to provide our members with increasingly mobile services that will help them keep pace in today’s world. our members with increasingly mobile services that will help them keep pace in today’s world. As always, we will help our members to grow and gain visibility through our great networking events and opportunities. And with our strong legislative ties, we will continue to address our members’ top issues of concern with our friends in Dover. We will continue to devote ourselves to improving Delaware’s schools. The Chamber is, and has always been, deeply tied to education reform. Flip to page 5 and mark your calendars for the Superstars in Education Cocktail & Awards Reception, held this year on May 5 at the Sheraton Wilmington South Hotel. And we will continue addressing issues in areas like health care and the environment, and to help shape public policy as best we can. I’m confident in the leadership of Rich Heffron, and I will make it my duty to amplify his leadership, and to help the hardworking crew at the Chamber office to reach their goals, and yours. Again, I’m honored and truly looking forward to being the new chair of the Delaware State Chamber. Thanks for reading. Mark Stellini Chairman

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Save the date... Monday, May 5, 2014

Superstars in Education Cocktail Reception n 4:45 p.m. - 7:30 p.m. Sheraton Wilmington South Hotel 365 Airport Road New Castle, DE 19720 For more information, fo please visit www.dscc.com or call (302) 2 65 2) 655-7221.

Superstars in Education Cocktail Reception THE SUPERSTARS IN EDUCATION program is heading in a new direction in 2014. This year’s event will be a cocktail reception followed by an awards ceremony on May 5, 2014 at 4:45 p.m. at the Sheraton Wilmington South Hotel. While we have changed up the timeline and format to give the rebranded program some new energy, we have even more exciting changes in store. We remain committed to rewarding quality instruction and commitment to student achievement, but it is important that this program also serves the business community and its investment in the future. Today’s students are tomorrow’s workforce. The Partnership was created to promote charitable and educational activities by developing and fostering programs that encourage private sector involvement in workforce development and education. We all know that the future of Delaware depends on the foundation we build in our schools today. It is imperative that today’s students have tangible skills when they are ready to enter the workforce. Whether college bound, preparing for a trade job or working in the manufacturing world, students need to be equipped with the knowledge and skills to be productive employees and citizens. It is no secret that many of today’s graduates are not entering the workplace with the skills businesses need and require. The Superstars in Education program is charged with recognizing outstanding educational programs and individual achievements. We realize that many organizations are working to create new programs DELAWARE BUSINESS

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to foster workforce development; however, these programs cannot be sustained without strong public-private partnerships. These partnerships are key to developing the workforce of tomorrow. This year’s event will highlight educators that focus on critical workplace need areas like science as well as on programs that support the development of student personal and vocational skills. Schoolbusiness partnerships will also be recognized for their systemic contributions to increasing student achievement, career awareness and workplace skills.

Sponsors Needed We are counting on your generous sponsorship support to guarantee the success of this program. Sponsors are recognized at the ceremony and throughout the event’s promotion and publicity. We ask you to pledge sponsorship by March 17, 2014 to maximize visibility for your support. The levels of support are enclosed for your consideration. If you have any questions, please contact Cheryl Corn at (302) 576-6572 (ccorn@dscc.com). Please join us in celebrating excellence in education and our commitment to forging strong business partnerships with schools in Delaware. We promise you that you will be pleased with the changes we have in store.

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2014 Superstars in Education Awards Program

Awards Nomination Beginning Monday, February 24, 2014, this nomination form may be downloaded for completion on www.dscc.com. Nomination forms may be submitted to Robert Andrzejewski at 1201 N. Orange Street, P.O. Box 671, Wilmington, DE 19899 or RAndrzejewski@dscc.com.

Over the last two decades, more than 250 educational programs have received the Superstars in Education award. Each day, Delaware’s teachers go above and beyond to deliver quality classroom instruction to their students. Superstars in Education celebrates the commitment and dedication of outstanding educators by recognizing their achievements. Any Delaware school (public and private/independent) may be nominated for recognition. What is the Superstars in Education Awards Program? Superstars in Education is a statewide program that recognizes Delaware educators who have implemented and sustained best teaching practices and unique educational programs. Incepted in 1989 and funded by the business community, Superstars in Education also promotes and shares best education practices that have contributed to improved student skill development and increased academic achievement. The Superstars in Education Program culminates in a recognition reception attended by corporate sponsors, business leaders, educators and elected officials. The winners will be featured in a special edition of the Delaware Business publication and presented with awards. Mark your calendar and plan to be part of the celebration at the Sheraton South Wilmington on Monday, May 5, 2014. How can I be nominated for an award? Simply complete the following steps: • Complete the section labeled “Awards Nomination” • Prepare a list of individuals responsible for the program • Provide a written response to the Evaluation Criteria • Attach additional supporting documentation to your nomination (optional) • Comply with the Family Rights and Educational Privacy Act • Mail or drop off your completed nomination materials on or before 4:30 pm on Monday, March 17, 2014 to Robert Andrzejewski, Ed.D at the address listed below. Applications can also be emailed to randrzejewski@dscc.com. What will I receive if I win? Each winner will receive: • Recognition at the celebration reception on Monday, May 5, 2014 • A Superstars in Education winner’s banner for your school, a trophy and a framed certificate • Inclusion in a feature article in the May/June 2014 issue of the State Chamber’s magazine, Delaware Business • Inclusion in press releases to promote winning programs • An opportunity to share your program with other educators • An opportunity to use Superstars recognition in support of school funding and grant applications

Superstars in Education is brought to you through The Partnership, Inc., the 501(c) 3 education affiliate of the

Delaware State Chamber of Commerce. 1201 N. Orange St., P.O. Box 671, Wilmington, DE 19899 ● Phone (302) 655-7221 ● Fax (302) 654-0691 ● www.dscc.com 6

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2014 Superstars in Education Awards Program

How does the selection and evaluation process work?

All completed nominations will be reviewed by the Superstars in Education Selection Committee, which is composed of business leaders and educators. Nominations will be evaluated on a 100-point scale. The rubric used with evaluation criteria is listed below. All materials submitted will become property of the Delaware State Chamber of Commerce and will not be returned.

How do I know if I am eligible?

Eligibility requirements are as follows: • Programs must be in place for at least two years and show measurable results • Programs must be student-growth oriented (personal skill development and academic growth) • Programs must represent and support best teaching and professional practices that systematically improve student skill development and raise student achievement • Previous applicants may be nominated • Previous winners may be nominated

What is the program timeline?

• • • x •

Monday, February 24, 2014 – Nomination forms sent to all Delaware schools Monday, March 17, 2014, 4:30 p.m. – Deadline for nomination submissions Thursday, March 20 – April 3, 2014 – Nominations will be read and evaluated Monday, April 7 - 11, 2014 – Finalists will be notified Monday, May 5, 2013 – Winners will be announced during the awards program

NOW YOU ARE READY TO PREPARE AND SUBMIT YOUR NOMINATION. Complete the “Awards nomination” section on the following page. 1. Prepare a list that names all individuals responsible for the program including job titles. Individuals listed will be recognized by name at the awards reception if the educator and/or program is selected as a winner. 2.

Provide a written response to the following Evaluation Criteria. The Evaluation Criteria response must be prepared on 8 1/2” x 11” paper, one-sided, single-spaced, 12 point, and Times New Roman font, not to exceed 6 pages.

Evaluation Criteria •

Summary (10 points): Write a 250-word-or-less summary that describes the teaching practice and/or program. This summary may be included in promotional material for the Superstars program.

•

Needs Assessment (10 points): State the objective of the teaching practice and/or program in the context of how the program contributes to improved student skill development and increased academic performance. Describe why the program was developed and the specific area of student growth it addresses (personal, academic, and/or vocational)

•

Action Plan (20 points): Specify how you implemented the practice/program and offer recommendations as to how it might be replicated in other school settings. Describe how the program will be sustained and possibly expanded.

•

Results (25 points): Describe the program’s measurable results and show how the implementation of the program contributed to improved student skill development and higher student achievement. Produce evidence of positive impact from the practice/program that is verified by as many sources as possible (i.e. standardized tests, state tests, survey data, qualitative indicators, testimonials, etc.).

•

Educational Impact (35 points): This is a critical element. Demonstrate the long-term educational impact of the practice/program. Specifically identify key academic standards, skills being taught and mastered and other student outcomes that are likely to be improved.

3. Additional supporting documentation may be attached.

DEADLINE: 4:30 p.m., MONDAY, MARCH 17, 2014.

DELAWARE BUSINESS

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2014 Superstars in Education Awards Nomination NAME OF PROGRAM: (Please print legibly or type.) NAME OF CONTACT PERSON:

PHONE:

SIGNATURE OF CONTACT PERSON:

DATE:

APPLICANT E-MAIL: (An e-mail confirmation will be sent to you upon receipt of your application.) DISTRICT (if applicable): SCHOOL NAME: ADDRESS: CITY:

STATE:

WORK PHONE:

FAX:

COUNTY:

□ New Castle

SCHOOL:

□ Public

SCOPE OF PROGRAM:

ZIP: CELL/HOME PHONE: ___________________

□ Kent

□ Sussex

□ Public Charter

□ Private/Parochial

□ Districtwide

THIS PROGRAM FOCUSES ON:

□ Schoolwide

□ Private/Independent

□ Classroom

□ Academic Achievement

□ Skills Development

□ Both

HOW LONG HAS THIS PROGRAM BEEN IN EFFECT: ____________ years GRADE LEVEL: (circle all that apply)

□ If the above becomes a winning practice/program, we agree to participate in a sharing forum to assist other schools in

learning about and using this program.

DEADLINE FOR SUBMISSION IS: 4:30 P.M., MONDAY, MARCH 17, 2014. Mail or e-mail completed nomination forms and attachments to: Robert J. Andrzejewski RAndrzejewski@dscc.com Delaware State Chamber of Commerce 1201 N. Orange Street, Suite 200, P.O. Box 671 Wilmington, DE 19899-0671 If you have questions regarding the nomination form or process, please call Robert J. Andrzejewski, Ed.D, Superstars in Education Program for the Delaware State Chamber of Commerce at (302) 576-6575 or (800) 292-9507 from Kent and Sussex Counties.

Superstars in Education is brought to you through The Partnership, Inc., the 501(c) 3 education affiliate of the Delaware State Chamber of Commerce. 1201 N. Orange St., P.O. Box 671, Wilmington, DE 19899 ● Phone (302) 655-7221 ● Fax (302) 654-0691 ● www.dscc.com 8

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Member

news&Notes E. Norman Veasey, former Chief Justice of the Delaware Supreme Court (and pictured here with his wife Suzy), took home the Josiah Marvel Cup at this year’s Annual Dinner. PHOTO BY DICK DUBROFF/FINAL FOCUS PHOTOGRAPHY

Hail to the Chief Q&A WITH CHIEF JUSTICE E. NORMAN VEASEY During a career in law that is in its seventh decade, former Chief Justice E. Norman Veasey helped guide Delaware courts into the future. Beginning at the prestigious firm of Richards, Layton & Finger, through a 12-year clip as Chief Justice of the Delaware Supreme Court, Veasey oversaw reform to the state criminal code and technological updates, all while championing professionalism and civility throughout his profession. Today he serves as special counsel with the Wilmington firm of Gordon, Fournaris & Mammarella. His impact on Delaware

››

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BY MATT AMIS

continues today with the recently published “Veasey report,” his revealing look into campaign finance. The DSCC awarded Veasey the Josiah Marvel Cup at its 177th Annual Dinner on January 13. Delaware Business checked in with Veasey a few weeks later to recap the evening.

Take us back to the Annual Dinner. What was going through your head leading up to the presentation of the award? I was new to this firm as of January, and Peter Gordon said the firm has a table, and he invited me to join as the new

person in the office. And so I went, to be introduced to whoever was around. I’m sitting there, and Governor Mike Castle and Justice Randy Holland get up on stage and start talking about the award. I had no idea, even when they went up there, that it would be I. I had never even thought of it. I just thought I was there as part of this table of people. They started talking, and at some point I thought—“no!” It was certainly clear when they said “This person was the president of the Delaware Bar Association in 1982,” and there would be only one person who would have that

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Member

news&Notes job at that time! So I was just totally surprised and honored beyond belief.

After that initial shock, how did it feel in the afterglow? The afterglow was terrific. You look out among all those people, the sea of faces, and I said whatever it was I said—it seemed to make sense at the time—and then I went back to sit down at the table of this firm, thinking that was it. And Justice Holland said my family was in the back of the room. And that was just unbelievable.

What attracted you to Gordon, Fournaris & Mammarella? And what areas will you be specializing in? So, for background, I was with Richards, Layton & Finger right out of law school, and part of the time I was Deputy Attorney General. But I was at Richards, Layton & Finger for 34 years, being a trial lawyer, corporate litigator and counsel. Then I was appointed to the Supreme Court by Governor Castle, and confirmed by the State Senate in 1992, and served that 12-year term. Then I became a senior partner at the firm of Weil, Gotshal & Manges, which is a huge, international firm with 1,100 lawyers-plus, 20-plus offices around the world. I enjoyed it there very much, and I had an office here in Wilmington, and an office and an apartment in New York. So I was there for nine and a half years, and I did a lot of counseling of clients and my partners when I was there. But I wanted to get more arbitrations and mediations and other alternate dispute resolution issues—out of a lot of which I was being conflicted. So I talked to Peter Gordon, because he’s my lawyer—estate planning. And he said, come on in. And here I am!

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What is it about dispute resolution and private practice that appeals to you, especially when you compare that to your time in the judiciary world? Well, what I experienced in the judiciary included deciding cases, as a neutral. So what I do now is basically like a private neutral. And I enjoy that very much. And I enjoy sitting basically as a trial judge at a lot of these arbitrations, ruling on evidence and listening to witnesses, just like I would as a trial judge. So that’s one thing I enjoy about arbitrations. Mediations are a little different. In mediations you’re the neutral trying to shuttle between two sides to get them to agree on a settlement. That’s the goal, to get them to agree. You’re not deciding their case, but telling them the pros and cons of their case and the other person’s case, trying to reach a compromise. That’s more of an art form. And it’s different from being a judge, when you’re the decider. And I like doing both of those things. The same is true for being a special master appointed by the court to resolve part of a case before the court. Another thing I like doing is helping lawyers prepare for a trial or an argument by conducting a moot argument or a mock trial as a service. And I’ve done that before.

decided on the system we now have. And that is unique—especially the part about a bipartisan judiciary. So the judges should not come in with any political agenda. That works in Delaware. Another thing they did in 1897 is they authorized a general corporation law, and enacted it two years later. So Delaware started having this litigation of corporate governance issues just about a century ago. For a century the Delaware judges have been deciding these cases, and as you know today Delaware has over 60 percent of the Fortune 500 companies. There are 10 judges in Delaware that decide these corporate issues. Five judges in the Court of Chancery and five justices in the Supreme Court. So these 10 judges are the ones who for the nation and the world decide these issues. Not all corporations are Delaware corporations—but even if the adjudication takes place in another state, those judges usually look to what happens in Delaware as a guide. The great respect people have had over the years for the Delaware judiciary—its expertise, efficiency, integrity— has been great. And it’s the reason so many came to Delaware.

How vital is an efficient and fair court system as it relates to the business community?

Was it daunting for you to join those ranks, considering the legacy and reputation of the state judiciary?

The continued proper functioning of the court system is indispensable to Delaware’s place in the world. And it all goes back a century or more, when Delaware developed the judicial selection system we have. Many states at that time were electing judges, which is not a good system, so in 1897 the Constitutional Convention

Yes, it was daunting in this sense. It’s the highest judicial honor you can have. And I was never even a judge first—I was a trial lawyer, but I knew how the system worked. But it was daunting to have that responsibility to run the whole courts system. To run the Supreme Court in the sense of being first among equals, and coming to a consensus on cases.

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Learning the cases, the records for every case, and deciding them promptly. One of the things that businesses around the world like about us is the speed of the Delaware courts. People want an answer—whether they like the answer or not—they just want an answer.

You’ve been lauded for your integrity, fairness and for your championing of ethics and professionalism in the legal profession. Where does that stem from? I like to think it’s in my DNA. I grew up in a family of professional people; my father was a dentist, and later a periodontist, and my mother was a professional singer, a soprano. And they always instilled in me to always tell the truth, always do the right thing. And if you ever think about doing or saying something borderline, think about how that would read in the paper the next day. So I just never flinched from doing the right things. When I was a lawyer I became very interested in legal ethics, and then when I was on the court, I was appointed to chair a commission of the American Bar Association to rewrite their model rules of professional conduct. That was “Ethics 2000.” I learned more about ethics doing that, right down in the engine room. The guiding principle in dealing with the world of professional ethics is integrity.

Has all your work on ethics produced the improvements or results you’ve wanted? Have I seen improvement? Yes. Have I seen the results I wanted? No. When I was president of the Conference of Chief Justices, I decided that professionalism, civility and ethics were very important. And I thought that the Conference should have a national action

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plan to instill in lawyers and judges around the country to do away with the Rambo tactics and uncivil conduct. And so we came up with an action plan, and one of the things that inspired that was our decision on a case where we found that a lawyer had misbehaved. It was in a case called Paramount v. QVC, 1994. It was a corporate takeover case, where the question was: Did the board of directors do the right thing to try to get the right

price for the stockholders. We determined no, they didn’t. When we read through this huge record of depositions, and in one we found that a lawyer in Texas representing one of the directors of the target company had misbehaved, and we laid out his misbehavior in our opinion. That opinion, and that striking down of Rambo tactics was then talked about throughout the country. continued on 44

Word on the Tweet THE DSCC’S BEST FROM THE TWITTERVERSE Sen. Bryan Townsend @BryanTownsendDE Feb 11 @DEStateChamber president reminds us of how bad weather discourages customers & hits businesses’ bottom lines. http://delonline.us/MHIm1e #netDE Capital One 360 Cafe @CapitalOne360DE Feb 6 Heading to our networking breakfast this morning w/ @DEStateChamber? We’d love to see you. More info: http://z.capitalone360.com/01dCz Comcast Philly NJ @ComcastFreedom Jan 15 Delaware Business guest column from @DLCohenComcast: Investing in the Digital Future (pg 26) http://issuu.com/ destatechamber/docs/233903_dscc_ janfeb14_f … @DEStateChamber Amy Cherry @acherry13 Jan 14 VIDEO: Former Chief Justice Norman Veasey gets @DEStateChamber

Marvel Cup: http://wdel.com/story. php?id=56099 … via @laurenlibetti. #NetDE BBB Delaware @BBBdelaware Jan 14 Hey @DEStateChamber did you know that on 1/1/2014 you celebrated 35 years of BBB Accreditation? #Kuddos #NetDE #BBB http://ow.ly/ szMXN AARP Delaware @AARPDE Jan 13 David Cohen @comcast calls for better broadband access for low-income individuals @ DEStateChamber dinner Richard Heffron @RHeffron21 Jan 23 The Governor will announce additional investment in infrastructure. The questions are how much and for what types of projects?

3/7/14 4:20 PM

Member

news&Notes NONPROFIT SPOTLIGHT

Easter Seals of Delaware

Easter Seals—for nearly a century—has become well-known for the services it provides for children with disabilities, be they developmental delays or complications of diseases like spina bifida or cerebral palsy. Advocating for early interventions, which are often a key first step toward medical rehabilitation, are a specialty of the non-profit. However, what many don’t realize is that Easter Seals’ services extend far beyond helping little ones. “One in every five people will have a disability at some point in their lives,” says Rosi Crosby, director of annual giving for Easter Seals Delaware and Maryland’s Eastern Shore. Even nongenetic disabilities can result from tragedies such as illness, an accident or some type of violent crime, she says. The local chapter suffered its own version of devastation last year when

BY APRIL HALL

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For nearly a century, Easter Seals has been assisting children and adults with disabilities through various programming and outreach. its beloved president and CEO, Bill Adami, died suddenly. In the aftermath of loss, the organization founded “The Bill Adami Fund for Innovation” to honor his legacy. Crosby says Adami was known for his embrace of innovation and using technology to help the group’s constituency. Through the fund, Easter Seals hopes to endow new programs including internships for young people with intellectual disabilities, and to bankroll new technology—like iPads—for clients. The fund also helps Easter Seals in Delaware provide low-interest loans to people who are adapting their lives to disabilities. For instance, when someone suffers a stroke, often there are mobility issues that require, at the least, the installation of hand rails in the home. In some cases entire rooms need to be adapted with ramps, lower cabinetry and wider doorways.

“At The Resource and Technology Demonstration Center we help adapt toys, offices, bathrooms,” Crosby says. “Many people don’t even know about that.” The loans eliminate the need for families to take out home equity loans for these types of renovations. “The Bill Adami Fund for Innovation will continue Bill’s commitment to independence, dignity and opportunity. This fund will make it possible for Easter Seals to continue innovative services that have become the hallmark of the organization,” Easter Seals board member Walt McEvilly said when the fund was unveiled. After losing Adami, Easter Seals of Delaware and Maryland’s Eastern Shore was tasked with finding a new leader. The search yielded Kenan Sklenar from an Easter Seals affiliate in Ohio to take the reins. He started in November. For more, visit www.easterseals.com.

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BUSINESS SPOTLIGHT

O.A. Newton & Son

Rob Rider Jr. steers O.A. Newton & Son into the future.. PHOTO BY NICK WALLACE

BY APRIL HALL

O.A. Newton & Son has a long, rich history in Delaware. On the eve of its centennial anniversary, the company remains nimble and flexible enough to adapt in a changing world, accepting new technology and the growth of the global marketplace to thrive for nearly 100 years. Rob Rider, CEO and part owner of O.A. Newton, says the company’s and the family’s loyalty to Delaware has been passed from generation to generation. The Bridgeville company was founded by his great-grandfather, Oliver A. Newton in 1916. Rider’s grandfather Warren Newton was the “& Son” who joined after graduating from the University of Delaware. The company, in addition to raising chickens, also serviced the growing poultry industry in southern Delaware by designing and building feed systems for chicken farms. “Whatever he could do for himself, he wanted to get into the business to do for everyone else,” Rider says of his greatgrandfather. Oliver and Warren followed the trends and needs of industry and moved focus when necessary, he says. As plastics came into the picture during the 1960s, Warren Newton took notice, and began incorporating plastic production processes into the company’s line. After all, if his machines could mix and blend chicken feed, why not plastics? Soon, PVC resin was brought in by rail, mixed with other materials and extruded into their final form. Mixes were made into the PVC pipe used for

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plumbing, plastic decking or fences, wood composite decking, or vinyl siding. Plastics processing now makes up the majority of O.A. Newton’s business. The company’s reach has also expanded along with technology that allows salespeople to meet with clients all over the world. “What we do is specialized and it’s a fairly small universe of customers,” Rider says. “We do have a few people who work from remote offices, but overseas we mostly work with strategic partners. They know what we do and will bring us in on sales. “We have one guy who does our international traveling, but sometimes we don’t even need to travel to close a deal. We will send someone to supervise the installation.” It’s a far cry from the small family business that started on the Delmarva Peninsula. “My great-grandfather may not have imagined what we are now, but he was always an innovator and willing to change,” Rider says. “The change (in the industry) would have been the part he would have embraced. He may not have

believed the worldwide business we do.” And while there may have been chances to move the company elsewhere over the years, the Newton/Rider family stays committed to the Diamond State through commerce and service. Both Warren Newton and Rob Rider’s father (Rob Rider, Sr., who died in 2012) were recipients of the Delaware State Chamber of Commerce’s prestigious Josiah Marvel Cup, in 1966 and 2012, respectively. The award, named for the founder of the modern-day Chamber, honors a Delawarean who has made an outstanding contribution to the state, community or society. The Newton/Rider family certainly fits that bill. With former state senators, a secretary of agriculture, and a long history of serving on the board of trustees at University of Delaware, the family’s commitment to community is ingrained through the generations. “It’s a culture of service,” Rider says. “We’re going to help do what we have to do to make Delaware a great place. Lucky for us, it’s already a great place.”

3/4/14 11:21 AM

WELCOME New Members ANHEUSER-BUSCH

grades K thru 12 strives to educate all stu-

environmental solutions that help custom-

Mr. Scott Corbitt 700 Schrock Road Columbus, OH 43229 (614) 847-6250 www.anheuser-busch.com

dents to their full potential so that each stu-

ers save energy, minimize costs, and reduce

dent may excel in the world community and

greenhouse gases.

Anheuser-Busch is Americaâ&#x20AC;&#x2122;s largest brewer,

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

Ms. Vijaya Rao 605 N. Market St 2nd Floor Wilmington, DE 19801 (800) 617-6450 Fax: (302) 834-2385 www.deliverycircle.com

Care Consulting delivers sales and cus-

Delivery service.

operating 13 breweries in the United States.

THE ARCHER GROUP Mr. Tim Mihok 233 King Street, 1st Floor Wilmington, DE 19801 (302) 429-9120 Fax: (302) 429-8720 www.archer-group.com

develop a passion for life-long learning.

DELIVERYCIRCLE CARE CONSULTING

tomer service for small and mid-size companies.

The Archer Group is an award-winning digi-

CHEMICAL INDUSTRY COUNCIL OF DELAWARE

tal marketing and technology agency.

Mr. Josh Young 700 Second St, NE Washington, DC 20002 (202) 249-6223 Fax: (202) 204-5816

AUSTEN MARKETING & COMMUNICATIONS Ms. Dora Cheatham PO Box 363 Camden-Wyoming, DE 19934 (302) 697-1623 Fax: (302) 697-1908 www.austenconsulting.com

CICD represents companies that manu-

ENCOMPASS RISK SOLUTIONS, INC. Mr. Matt Mullen 1405 W. Street Road, Suite C Warminster, PA 18974 (215) 874-3030 Fax: (215) 874-3033 www.encompassrisksolutions.com Encompass provides consultation and facilitation of transportation related P & C insurance.

facture chemicals or petrochemicals in Delaware. Its primary focus is environmental

FITZGERALD CONSULTING, INC.

legislation and regulations and its members

Mr. Joseph F. Fitzgerald P.O. Box 7304 Wilmington, DE 19803 (302) 294-2060

Austen specializes in marketing and com-

are committed to using the best science to

munications consulting services.

ensure health and safety.

BRANDYWINE SCHOOL DISTRICT

CONSTELLATION, AN EXELON COMPANY

Fitzgerald delivers government relations and

Dr. Mark Holodick 1311 Brandywine Blvd Claymont, DE 19809 www.brandywineschools.org (302) 793-5000 Fax: (302) 762-1163

Mr. Wayne L. Barnett 300 Exelon Way Kennett Square, PA 19348 (610) 165-6635 Fax: (443) 213-6910 www.constellation.com

communications/consulting.

This school district with schools servicing

Constellation Energy delivers energy and

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FORTUNOFF BACKYARD STORE Mr. David Cline 4723 Concord Pike Wilmington, DE 19803 (609) 287-4144 Marc h / Ap r i l 2 014

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www.fortunoffbys.com www.fortunoffb

service, headquartered in Wilmington.

Since 1922 Fortu Fortunoff has developed a

Established in 1967 by John S. Hanna, a for-

Fax: (302) 477-1246 www.manhattanbagel.com

recognized and trusted brand noted widely recognize

mer pharmaceutical sales representative and

As the nation’s largest operator of bagel

for quality, select selection, service and value.

pharmacy owner, Hanna’s Pharmaceutical

bakeries and the leader in the quick casual

Its commitment tto bringing only the high-

Supply Co., Inc. has flourished to become

segment of the restaurant industry, Einstein

outdoor furniture at prices that est quality outdo

a premier distributor of pharmaceutical and

Noah Restaurant Group is moving with the

make sense has made it “The Source” for

healthcare related products.

cultural shift toward food that is fast, but

generations of customers, who have trusted cu creating their dream backyard. Fortunoff for crea

FRANTZ MULTI S SERVICES Mr. Frantz Desir 1679 S DuPont Hwy, Suite15 Dover, DE 19901 (302) 653-3681 Fax: (302) 264-9242

never tastes that way. Think fresh-baked

INDEPENDENCE WEALTH SERVICES

goods, made-to-order sandwiches, crisp

Ms. Judith Czyzewski 726 Yorklyn Rd., Suite 300 Hockessin, DE 19707 (302) 763-1180 Fax: (302) 234-1540 www.iwadvisors.com

salads and gourmet coffee.

OFFICE DEPOT, BSG

GEORGE ELY ASSOCIATES, INC.

achieve them with a comprehensive plan.

Mr. Zachary T. Dowell P.O. Box 396 Carlisle, PA 17013 (800) 262-8448 Fax: (717) 243-0439

Close collaboration and frequent commu-

Mr. Larry Elliott Five Neshaminy Interplex Suite 101 Trevose, PA 19053 (215) 244-2230 Fax: (215) 244-2233 www.officedepot.com

nication keep you in control so you can be

Office Depot specializes in office equipment,

confident about the health and growth of

supplies, and much more.

George Ely sells park architecture, playgrounds,

INITIAL 28 INC.

athletic equipment, shade canopies, freestand-

Mr. Howard Chai 427 N Tatnall St #95492 Wilmington, DE 19801 (800) 455-3270 www.businessplantoday.com

Mr. David Bacher 29416 Power Plant Road Dagsboro, DE 19939 (302) 934-3500 Fax: (302) 934-3519 www.nrgenergy.com

Initial 28 specializes in web based business-

NRG Energy provides nationwide services

to-business and business-to-consumer

to operate, maintain and repair electric-

software.

generation facilities.

JACQUES FERBER

OMEGA MEDICAL CENTER/DOHR

Ms. Sandy Drzewicki 4001 Kennet Pike, Suite 118 Two Greenville Crossing Greenville, DE 19807 (302) 652-4340 www.jacquesferber.com

Ms. Deirdre O’Connell 15 Omega Drive, Bldg. K Newark, DE 19713 (302) 368-5100 Fax: (302) 454-7733

Independence Wealth Services will help you define your personal financial goals, and

ing shelters, and skate parks to schools, municipalities, parks, and private businesses.

GORDON, FOURNARIS & MAMMARELLA Mr. Ray Cook 1925 Lovering Avenue Wilmington, DE 19806 (302) 652-2900 Fax: (302) 652-1142 www.gfmlaw.com Gordon, Fournaris & Mammarella, P.A. is a law firm located in Wilmington. The GF&M staff boasts a number of highly skilled attorneys and paralegals who are able to assist you in any of a comprehensive list of our areas of practice.

your financial world.

NRG ENERGY, INC.

Health Care Services

Jacques Ferber is a luxury outerwear

HANNA’S PHARMACEUTICAL SUPPLY CO., INC.

resource for furs, outerwear and many

OPEN DOOR MEDIA

accessories. It also offers complete services

Mr. Mark Hanna 2505 W. Sixth Street Wilmington, DE 19805 (302) 571-8761 Fax: (302) 571-1549 www.hannapharm.com

to keep garments looking great, including

Ms. Danielle Van Drew-Dick 3828 Kennett Pike, Suite 204 Greenville, DE 19806 (302) 545-0653 www.opendoormedianj.com

Hanna’s Pharmaceutical is a National Company with personalized customer DELAWARE BUSINESS

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cleaning, alterations, remodeling, fur storage.

MANHATTAN BAGEL, INC. Mr. Gonzalo Cruz-Saenz 3209-B Concord Pike Wilmington,, DE 19803 (302) 477-0700

Open Door Media is a public affairs and communications firm that helps our corporate and non-profit clients to promote their projects, issues and programs. 15

3/4/14 11:21 AM

WELCOME New Members PSEG SERVICES CORPORATION

spectrum of products and services for person-

SUSSEX PRINTING CORPORATION

Ms. Marion C. O’Neill 80 Park Plaza - T11 Newark, NJ 07102-4194 (973) 430-7842 Fax: (973) 297-1480 www.pseg.com

al, business, and corporate banking customers.

Ms. Amy Higgins P. O. Box 1210 Seaford, DE 19973 (302) 629-5060 Fax: (302) 628-9207 www.theguide.com

TATTLE TAIL OUTDOORS INC.

publicly traded diversified energy company

Mr. Steve Orr 751 Rue Madora Dr. Bear, DE 19701 (302) 595-2695 www.tattletailoutdoors.com

headquartered in New Jersey, and one of the

Tattle Tail Outdoors creates products for the

ten largest electric companies in the U.S.

deer hunting industry.

SANTANDER

THIRD SIGMA INVESTMENT ADVISORS LLC

Mr. Shawn Standen 824 N Market St Wilmington, DE 19801 (302) 654-5184 Fax: (302) 658-5018 www.santanderbank.com

Mr. George E. Cones 1000 North West Street, Ste. 1200 Wilmington, DE 19801 (302) 256-8260 Fax: (302) 504-6000 www.thirdsigmaadvisors.com

Santander is a locally-focused bank backed by

Third Sigma is a registered investment advi-

triangulation services, is a privately-held

the strength of the Santander Group, a lead-

sor, providing institutional investment ser-

company in operation since 1996.

ing global financial institution. It offers a broad

vices to companies and select individuals.

Public Service Enterprise Group (PSEG) is a

Sussex Printing Corporation are the publishers of the popular “The Guide.”

X5 NETWORKS CORPORATION Ms. Mary Ann Burcott 1220 N. Market Street, Suite 806 Wilmington, DE 19801 (800) 784-5228 Fax: (800) 784-7793 www.x5.net X5 Networks, the leading producer of enterprise data acquisition, IP rotation and data

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| DELAWARE BUSINESS

3/4/14 11:21 AM

1. Michael Ratchford of W.L. Gore and Associates, His Excellency Rachad Bouhlal, Ambassador to the Kingdom of Morocco, and New Castle County Councilman Robert Weiner at the 177th Annual Dinner, held January 13 at the Chase Center on the Riverfront. Photo by Dick Dubroff/Final Focus.

State Chamber SCENE 2. Charlie Tomlinson of Today Media and Miss Delaware

Rebecca Jackson smile for the camera during the 177th Annual Dinner, held January 13 at the Chase Center on the Riverfront. Photo by Dick Dubroff/Final Focus.

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3. The Honorable Mike Castle, with wife Jane at the 177th Annual Dinner, held January 13 at the Chase Center on the Riverfront. Photo by Dick Dubroff/Final Focus.

4. Chief Justice E. Norman Veasey was caught by surprise when he was named the winner of the Josiah Marvel Cup, which is given yearly at the Annual Dinner, by his longtime colleagues, Justice Randy Holland, and the Honorable Mike Castle. Photo by Dick Dubroff/Final Focus.

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5. Mark Stellini of Assurance Media accepted the ceremonial gavel as new Chairman of the Board of Directors from Hinton Lucas of Dupont during the 177th Annual Dinner, held January 13 at the Chase Center on the Riverfront. Photo by Dick Dubroff/Final Focus.

6. Gov. Jack Markell once again graced the stage during the 177th Annual Dinner, held January 13 at the Chase Center on the Riverfront. Photo by Dick Dubroff/Final Focus.

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State Chamber SCENE 7. Keynote speaker, David Cohen

of Comcast, addressed the crowd about the importance of investing in infrastructure during the 177th Annual Dinner, held January 13 at the Chase Center on the Riverfront. Photo by Dick Dubroff/Final Focus.

8. Jim Soutar of Crown Trophy and Jake Ruddy of PCS exchanged business cards during a networking breakfast at Capital One 360 CafĂŠ on February 6. Photo by Brian Mulligan.

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9. Douglas Adamson, Monica Dudley of Germon Enterprises, and Robert Wilner of VersisVisalign mingled during a networking breakfast at Capital One 360 Café on February 6. Photo by Brian Mulligan.

10. Melissa Kirk of Get Life Coaching, Shanna Westfall of J. Hilburn, and Brad Hunter of Autism Delaware took a coffee break during a networking breakfast at Capital One 360 Café on February 6. Photo by Brian Mulligan.

10.

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State Chamber SCENE 11. Andrew Burg and Dave

11.

Troise of Capital One 360 served as hosts for the networking breakfast on February 6. Photo by Brian Mulligan.

12. John Schoff and Rourke Moore of A Center for Relational Living/A Second Chance paused for a picture during a networking breakfast at Capital One 360 CafĂŠ on February 6. Photo by Brian Mulligan.

12.

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Guide to Real Estate

Rise of the Renters Social, economic factors create a perfect storm for residential real estate rentals. Our experts weigh in. BY LARRY NAGENGAST AN INCREASINGLY MOBILE WORK FORCE, a steady stream of corporate transfers and tightened borrowing requirements for prospective homebuyers have combined to create a strengthened market for residential real estate rentals—both homes and apartments—industry experts say. “The last three years have been super strong for rentals,” says Sally Prendergast, director of corporate services and marketing for Pettinaro Relocation and Pettinaro Residential. Key factors in the strong market, according to Brian Pomije, a property manager for Patterson Schwartz, Delaware’s largest real estate firm, are incoming transfers, people who transitioned from owners to rentals as a result of short sales when the housing bubble burst four years ago and older homeowners downsizing into rental properties so they no longer have to deal with maintenance and repair issues. “To say that everyone is making money, no, they’re not. But we are seeing more stabilized occupancy rates that will help them dig out” from the expenses of refinancings in the past few years, says Melinda S. Bosco, president of the Delaware Apartment Association, an organization of apartment owners and property managers. Bosco is senior vice president for residential DELAWARE BUSINESS

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High-end condominiums like LuxiaSuites and Christina Landing from developers Buccini/Pollin Group are appealing to potential renters. operations with the Buccini/Pollin Group, a leading developer of rental and owner-occupied housing in Wilmington’s downtown and riverfront areas. The rental market is stronger at the high end than in the lower-priced brackets, Bosco says. Higher-income individuals can choose between owning or renting their housing, she says, while those with lower incomes may still be struggling during the slow economic recovery. “We need more jobs,” says Bosco, making a point echoed by Buddy West, president of Emory Hill Residential. Two distinct types of corporate relocations play a significant role at the high end of the rental market. First, large Wilmington businesses, including banks, multistate law firms and the DuPont Co., are bringing key personnel to Delaware for shortterm stays, typically six months to a year, property managers say. 25

3/4/14 11:22 AM

Guide to Real Estate Many of these short-term transfers prefer the convenience of staying in a luxury apartment within walking distance of their office. Buccini/Pollin’s recently rebranded LuxiaSuites offers short-term rentals at two downtown locations, 84 units in its City Center site (the Nemours Building at 10th and Orange streets) and 40 more in its Residences at Rodney Square at Ninth and Market streets. Another 36 LuxiaSuites units on the riverfront are available for corporate rentals, 18 in the Christina Landing high-rise and 18 in the Justison Landing midrise, Bosco says. Another big player in the corporate residential market is Pettinaro Relocation, whose primary offering is the seven-story Towers at Greenville, just west of Wilmington on Kennett Pike. But Pettinaro’s 10 rental communities in New Castle County also serve a second type of relocating tenant, those who are coming into the area for a long-term stay but want to get to know the community better before making a lasting housing choice. They’re taking a “rent before we buy” approach to housing, Prendergast says. One reason for the change, Prendergast says, is that “companies have dramatically changed their relocation packages,” making a lump-sum payment the key component of the package. Gone are the days, Prendergast and Pomije said, when companies would buy a transferred employee’s home if it didn’t sell quickly and then have it resold through a third-party broker. This change in corporate policies can reduce an employee’s sense of security within the housing market, they said, prompting transferees to take their time and carefully assess their options when moving into a new community. Pettinaro has adjusted to this change by making its apartments available on monthly leases, Prendergast says. “We’re finding that a lot of them stay for two or three months, but many stay a lot longer.” Employees transferring from Delaware also have an impact, increasing the number of properties on the rental market if they decide not to sell their homes when they move from the state. “They may not want to sell [because they expect to return to the area], or they may not be able to sell [because of market conditions], so they decide to get a good tenant, one who will cover their expenses as they pay down their mortgage,” Pomije says. It is rare, however, for outgoing transfers to rent their homes to the person who will be taking over their desk at work, he says. “Their preferences don’t often match up.” In suburban New Castle County, “Patterson Schwartz rents a lot of single-family homes,” Pomije says, with the market very active in a rent range of $1,600 to $2,500 a month. “More and more people are willing to pay more for houses that are nicer,” says Buzz Moran, an agent with Long and Foster’s Greenville office. “They tend to rent quickly, and at a premium.” Corporate transfers who have worked in larger cities “are used to paying higher rent, so they feel they’re getting good value in Wilmington,” Moran says. As one example, he mentioned recently placing a banker from Chicago in a Trolley Square building where apartments rent for $1,500 to $1,600 a month. 26

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While Trolley Square has long been a popular neighborhood for young professionals looking for good rental housing, Moran noted a strong rental market on Wilmington’s riverfront and a resurgence in rentals in downtown Wilmington, along Market Street between Martin Luther King Boulevard and Rodney Square. At the south end, in the now trendy LOMA district, 85 of the 86 apartments above the ground-floor storefronts in the 200 block are rented, says Debbie Schwartz, property manager for the Lofts at Second and LOMA. Tenants are a mix of people who walk to work nearby or commute via Amtrak as far as New York City and Washington, D.C., she says. Buccini/Pollin has another 40 apartments in the 300 through 800 blocks on Market Street and all but one of them are now occupied, Bosco says. This growing interest in city living has helped Buccini/Pollin maintain strong occupancy rates at its Riverfront and downtown Wilmington properties. Their 361 rental units at the Christina Landing high-rise and Justison Landing midrise are more than 96 percent rented, and another 116-unit midrise at Justison Landing, the Residences at Harlan Flats, is under construction with a fall occupancy planned, says Julia Mason, Buccini/Pollin’s residential marketing manager. The occupancy rate for the 240 units at the Residences at Rodney Square, in the old Delaware Trust Building, stands at 90 percent, Bosco says. Some of the tenants at the Residences at Rodney Square are members of the 55-and-up demographic who have tired of the maintenance responsibilities of home ownership and like the business and social conveniences of downtown living, Bosco says. Besides being able to walk to work, she says, “they don’t even have to go outside to get to the restaurant downstairs, the Wilmington Library just did a huge renovation, and they can walk to the DuPont Theatre and the Grand.” Prendergast also noted that a small but significant portion of the shortterm rental market consists of homeowners whose houses are undergoing major renovations. “Some of them do the math and conclude that even if they stay for less than our 30-day minimum [in a furnished unit] it’s less expensive than a Marc h / Ap r i l 2 014

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hotel,” she says. “And we’re pet friendly and we offer a gym on site and a continental breakfast.” West, the Emory Hill Residential president, says that tightened qualification requirements for mortgages, coupled with continued uncertainty in the job market, have made rental housing the primary option for more people. “It’s harder to get a mortgage than it is to qualify for a lease,” he says. And, he says, newcomers to the area, in addition to not knowing where they want to look for a house may also be uncertain how their new job will work out. The recession and the bursting of the housing bubble also transformed some homeowners into renters, West says. “People lose jobs, they can’t make their mortgage payments, they lose their homes, the move into a smaller rental property,” he says. But those smaller rental properties weren’t often the ones managed by Delaware Apartment Association members, Bosco says. People who lost their homes because they had lost their jobs typically would not have the income to qualify for a lease, “so they would double up,” moving into homes occupied by friends or family members, she says. “It’s a challenge to get housing [either leased or purchased] for honest people who have experienced a short sale,” Moran says. “A lot of times people have to put down a larger deposit, possibly six months’ rent up front, plus an explanation for why their credit score has gone down.” ■

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Guide to Taxes DON’T LET NORTHWESTERN MUTUAL’S TAGLINE— “The Quiet Company”—fool you. There aren’t many companies that can boast more than a century of solid business. There aren’t many that can claim the highest client retention and highest advisor productivity rates in their industry. Fewer still have landed on Fortune magazine’s list of best places to work multiple times. Consider Northwestern has also been named one of the magazine’s most admired companies for 28 of the last 30 years, and ‘quiet’ is one of the last words that come to mind. The Northwestern Mutual Life Insurance Company opened in 1857, beginning its operations in Milwaukee, Wisconsin. The Delaware area is part of its longest-served region, dating back to 1862, and is comprised of three districts that cater to the Delmarva Peninsula, southern Chester and Delaware Counties in Pennsylvania, and South Jersey. These district offices are overseen by the Network Office in downtown Philadelphia and account for about 100 financial reps and advisors. Other offices in the region include Center City Philadelphia, Radnor, Pa., and Mount Laurel, N.J. In its earliest stages, Northwestern Mutual was a company that focused on providing life insurance. It has since grown and evolved into a holistic financial planning organization covering the needs of a client’s lifetime. Today, Northwestern Mutual is the largest provider of individual life insurance in the country, as well as the fourth largest broker dealer with 7,500 representatives. If you still haven’t heard much about Northwestern Mutual despite its size and productivity, it’s because the company relies heavily on client referrals, and spends little on advertising, at least compared to its competitors. As a company without stockholders, Northwestern Mutual prides itself on being held accountable by policyowners alone. Instead of advertising, Northwestern focuses on putting funds back to work for their policyowners. Its mission statement—The Northwestern Mutual Way—states that, “The ambition of The Northwestern has been less to be large than to be safe; its aim is to rank first in benefits to policyowners rather than first in size. Valuing quality above quantity, it has preferred to secure its business under certain salutary restrictions and limitations rather than to write a much larger business at the possible sacrifice of those valuable points which have made The Northwestern preeminently the policyowner’s company.” “This is the bedrock of our company and affects the decisions we all make on a daily basis. If you will, this is our true north,” says John Bland, a financial advisor from the Wilmington office. “If I could only say one thing about Northwestern Mutual and our culture, this is what I would say. We are in business to pay claims and to make a difference in people’s lives and it all comes back to this.” Northwestern Mutual offers life, disability and long-term care insurance, as well as wide range of various investment products including cash management, retirement plans, mutual funds and more. Financial Security Planning is how the company refers to the holistic approach, looking to cover people’s risk needs as a priority, then building on that foundation by attending to financial planning needs. Policyowners with Northwestern Mutual currently exceed over 4 million individuals. Each year Northwestern Mutual pays the highest policyowner-based dividends in the industry. In 2013, it paid an excess of Marc h / Ap r i l 2 014

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$5 billion in dividends to its policy owners and more than $70 billion has reached policy owners over the last 25 years. There are over 7,500 policyowners in Delaware alone who have received dividends upwards of $9 million in 2013. Paul Truax is the owner of a new business, SELAH, which offers cloudbased solutions such as document management and litigation support to law firms. He has been a client with Northwestern Mutual for decades. Originally a policyowner in Chicago, John Bland became his advisor when he decided to settle in Delaware instead. That was over 20 years ago. â&#x20AC;&#x153;Northwestern Mutual is most importantly predictable and reliable. They are conservative in their approach to my funds, handling them within reasonable parameters. Delivering on my expectations is everything, and they consistently deliver on what they say they are going to do. My funds are delivered in timely manner and they have never disappointed. I trust them,â&#x20AC;? says Truax. Itâ&#x20AC;&#x2122;s also interesting to note Northwestern Mutualâ&#x20AC;&#x2122;s Policyownerâ&#x20AC;&#x2122;s Examining Committee, something unique to the industry. Five individual clients are chosen from among 84 network offices to serve on the committee, giving them access to all of the board of trustees meetings in Milwaukee. These policyowners, typically successful business people satisfying a set of predetermined criteria, are asked to inquire and question the philosophy and direction of the Northwestern Mutual during these meetings.

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As a company without stockholders, Northwestern Mutual prides itself on being held accountable by policyowners alone. Instead of advertising, Northwestern focuses on putting funds back to work for their policyowners. Taking care of clients isnâ&#x20AC;&#x2122;t Northwestern Mutualâ&#x20AC;&#x2122;s only goal. The company remains active within the community, serving as corporate sponsors of all NCAA sports in the United States, not including college football, and of Alexâ&#x20AC;&#x2122;s Lemonade Stand. With various accolades that include Fortune magazineâ&#x20AC;&#x2122;s â&#x20AC;&#x2DC;Worldâ&#x20AC;&#x2122;s Most Admired,â&#x20AC;&#x2122; Glassdoor.comâ&#x20AC;&#x2122;s â&#x20AC;&#x2DC;Best Places to Work,â&#x20AC;&#x2122; and Diversity Employers magazineâ&#x20AC;&#x2122;s â&#x20AC;&#x2DC;Top 100 Employers,â&#x20AC;&#x2122; employee satisfaction is just as important. â&#x20AC;&#x153;Our organization is different in that we teach our advisors to build their own business, not develop a sales career. We feel that we hire great business people, give them the best training in the industry and most importantly give them high expectations based on their personal vision, which is written and re-written annually,â&#x20AC;? says managing partner Kevin Hassan of the regionâ&#x20AC;&#x2122;s Philadelphia Network Office. On average, Hassan says, a Northwestern Mutual advisor will build a business of around 400 active clients, many of whom will buy from Northwestern Mutualâ&#x20AC;&#x2122;s many offerings between nine and 12 times during their working lifetime. Itâ&#x20AC;&#x2122;s a lucrative business that offers a strong DELAWARE BUSINESS

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Guide to Taxes foundation for success. But just to make sure, each office implements an individual advisor attitude survey every three years. This allows the company to measure where representatives, advisors and staff feel they are represented most strongly and where opportunities for improvement exist. Charles ‘Chic’ Perry is a financial representative at the Wilmington office and has been with Northwestern Mutual since 1971. He was there when ‘The Quiet Company’ was coined for what was the first of very few advertising campaigns, launched during the 1972 Summer Olympics. He also recalls a time when calculators and computers were not yet a commodity, providing cash projections to clients using a rate book and manual calculations. “Today is a much different world for Northwestern Mutual as we now offer the full spectrum of services including fee-based investment management and trust services,” he says. “But providing low net cost life insurance for our policyowners is still a cornerstone of our business model. I joined Northwestern Mutual because my research told me they were the best at what they did. I stayed for 43 years because they continued to hold that dominate position. But more importantly, our creed of putting clients first is what makes Northwestern Mutual great. When young folks ask me if they should go into the financial services industry, I tell them I can’t make that call. But I do know that if they are going into the business, it should be with Northwestern Mutual.” ■

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Healthy Choice What business leaders need to know about Choose Health Delaware BY RITA LANDGRAF, SECRETARY OF THE DEPARTMENT OF HEALTH AND SOCIAL SERVICES

THOUSANDS OF DELAWAREANS have gained access to affordable, quality private health care in 2014 thanks to the Affordable Care Act, and we expect thousands more to join them by the time the open enrollment period ends March 31. For these individuals, access to affordable health insurance has replaced vulnerability and anxiety with security and peace of mind. It has also put them on the path to good health. Connecting more Delawareans to health insurance and to quality care is the first step toward improving the health and well-being of all our residents. It’s also the start of our larger effort to transform the health34

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care delivery system in Delaware. Our goal is to improve care and reduce the state’s health-care costs, which are an estimated 20 percent above the national average. Only a coordinated approach among the public and private sectors – federal, state and local governments; hospitals and other health-care providers; insurance companies; and businesses, large and small – can achieve these goals. In Delaware and across the country, the Health Insurance Marketplace created by the Affordable Care Act has brought new transparency to the health insurance market. Delawareans can compare plans based on price, quality, benefits and other important features. By increasing comMarc h / Ap r i l 2 014

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For more information Online: ChooseHealthDE.com, Healthcare.gov, CuidadoDeSalud.gov By phone: 800-318-2596 (24-hour help line for Individual Marketplace) 800-706-7893, 9 a.m.-7 p.m. weekdays (SHOP Marketplace for small businesses) By mail: Download a SHOP application and apply by mail: www.healthcare.gov/how-do-i-apply-for-coverage-in-the-shopmarketplace/ About the Employer Shared Responsibility Payment: www.healthcare.gov/what-is-the-employer-shared-responsibility-payment/ KEY DATES March 31 – Open enrollment ends for individual coverage in 2014. Enroll throughout the year for SHOP Marketplace coverage. November 2014 – Online enrollment for SHOP Marketplace available January 2016 – Mandate (potential for penalty) for employers with 50 to 99 employees takes effect

petition among insurance companies and allowing individuals and small businesses to band together to purchase insurance, the Marketplace will help lower costs. As any employer knows, offering health benefits to workers makes good business sense. It helps employers attract and retain qualified employees, contributes to the health and well-being of staff through preventive care, and increases employees’ compensation packages while giving businesses an income-tax deduction for their contribution. March 31 is the last day that individuals can sign up for Marketplace health insurance for 2014 to avoid facing a financial penalty when tax time comes around in spring 2015. What does the deadline mean for Delaware’s business community? A couple of things. First, while no business of any size will be subject to a penalty for not offering health insurance to its employees this year, their employees – and most other individuals in Delaware – are still required to get covered in 2014. So now is the time for business owners to make sure their employees know about the March 31 deadline, how they can sign up for coverage and get free help if they need it, and how they can find out if they qualify for lower costs. (See box.) Individuals who miss the March deadline will be unable to get coverage through the Marketplace until the next open enrollDELAWARE BUSINESS

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ment period in November, unless certain life changes qualify them for a special enrollment period. Second, while open enrollment for individuals ends March 31, most employers with fewer than 50 full-time employees (or the equivalent in full- and part-time workers) can start offering Marketplace health insurance coverage to their employees anytime during the year through the Affordable Care Act’s Small Business Health Options Program (SHOP) Marketplace. If the small group signs up by the 15th of any month, they will be covered starting the first of the following month. Additionally, some businesses will qualify for the Small Business Health Care Tax Credit – available only through the SHOP Marketplace – to help lower their costs. This tax credit covers as much as 50 percent of the employer contribution toward premium costs for eligible employers who have low- to moderatewage workers. Third, if they haven’t already, now is a good time for business owners to make sure they understand the new law’s Employer Shared Responsibility Payment, which will apply to some businesses with more than 50 full-time employees who don’t offer insurance or whose coverage doesn’t meet certain minimum standards. Federal regulations announced in February updated which employ35

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Guide to Health Care ers must make the payment, which years they must make the payment, and other conditions. No employer with fewer than 50 full-time employees is subject to the payment in any year. The payment won’t take effect until 2016 for employers with 50 to 99 employees, and larger employers that offer coverage to 70 percent of their employees in 2015 (increasing to 95 percent in 2016) won’t have to make the payment. See the accompanying box for a link to more information, including questions and answers from the Internal Revenue Service and a summary from the Treasury Department.

How does the SHOP Marketplace work? Online enrollment through the SHOP Marketplace begins in November 2014. But eligible employers who wish to sign up now for coverage can contact an agent, broker or insurance company that offers a SHOP Marketplace plan. With their help, employers can apply for SHOP eligibility, find and compare available plans, and find out how much the plans will cost. Just like the individual Marketplace, the SHOP Marketplace includes plans from private insurers. In Delaware, 11 qualified medical plans are available through Highmark Blue Cross Blue Shield and Coventry Health Care. The SHOP Marketplace also offers 18 stand-alone dental plans. Enroll. Once employers have been deemed eligible and have shopped

among the plans, they will decide on one plan that’s best for the group and make sure those employees who accept it submit their enrollment forms to the agent, broker, or insurance company. The employer doesn’t need to wait for a SHOP eligibility notice to purchase coverage. Claim the tax credit. If the business meets the requirements for the expanded Small Business Health Care Tax Credit, employers will apply for it when they submit their tax return for 2014. To claim the credit, they will need to receive their SHOP eligibility notice from the SHOP Marketplace. Small employers often have a difficult time finding health insurance that meets the diverse needs of their employees and fits their budget. The SHOP Marketplace is designed to do just that. The SHOP gives business owners choices and lets them decide up front exactly how much they can afford to contribute toward insurance costs, so they have more control over their company’s health insurance spending. Under the Affordable Care Act, insurance companies can’t charge more for workers with high medical costs and can’t hike up premiums when an employee needs care. Employers can protect their workers in a way that makes sense for their business. ■ Rita Landgraf is the Cabinet Secretary for the Delaware Department of Health and Social Services.

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Newsbites

Long & Foster Real Estate Absorbs the Mottola Group R.T. Christopher, branch manager with Long & Foster Real Estate’s Greenville, Del., office, is pleased to announce that leading real estate team The Mottola Group and its founder Stephen Mottola have joined the Long & Foster family. The Mottola Group, which is ranked as one of the top real estate teams in the country by The Wall Street Journal and REAL Trends, Inc., will operate under the Long & Foster brand at the company’s Greenville, Del., office going forward. “I’ve known Stephen for nearly 30 years, having worked with him as both a competitor and a colleague, and I’m thrilled to welcome him and his team to the Long & Foster family,” said Gary Scott, president of Long & Foster Real Estate. “At Long & Foster, we strive to bring together the best professionals in the real estate business—all in an effort to help our clients accomplish their homeownership dreams—and I’m confident that with Stephen and The Mottola Group now a key part of our company and R.T. leading the charge, we’ll find further success in the business.

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“Additionally, buyers and sellers in the Delaware and Pennsylvania real estate market will now get even more opportunities to work with a family-owned and operated company that’s not only the No. 1 independent real estate company in the United States, but also maintains deep ties to the local community.” Mottola and his team of more than 20 licensed agents come to Long & Foster from a competing firm, where they built a reputation for helping clients to make wise real estate investments. They specialize in general residential and luxury properties, as well as new construction homes, and provide remodeling and interior design advice, thanks to Mottola’s expertise in those areas. Additionally, the team brings a vast knowledge of the Delaware market, including the area’s resorts and beaches, as well as the Pennsylvania markets of Chester County, Delaware County and Philadelphia. The Mottola Group also partners with individuals in the shore communities of Stone Harbor and Avalon, N.J., ensuring their clients

receive exceptional service throughout the Tri-State area. “The Mottola Group is well known and well respected in our community, and having worked with Stephen for much of my career, I know that he and his team will make a great addition to our Long & Foster family here in Greenville,” said Christopher, who joined Long & Foster in December 2012. “With our combined commitment to the local market and the strength of the Long & Foster brand, we’ll be able to build upon and expand the already high quality of support and services we offer home buyers and sellers in New Castle County and the surrounding communities.” Mottola, who’s worked in real estate for more than 25 years, is a lifetime member of the New Castle County Board of REALTOR’s “Million Dollar Sales Club” and has received numerous awards for his real estate accomplishments during his career. He is an active member of his community and volunteers on several boards, including St. Francis Hospital, East Side Charter School, and Friends of Wilmington Parks (Brandywine Park). He also maintains strong relationships with area businesses and government agencies within the community, which have supported his instrumental contribution in the redevelopment of the Riverfront Wilmington area. Over the past few years, Long & Foster has focused on becoming the leading real estate company in the state of Delaware and in 2013 its business grew significantly, allowing the company to secure the No. 2 position for sales volume across the state. The addition of The Mottola Group furthers Long & Foster’s efforts to expand its services in Delaware and helps ensure more comprehensive coverage from Brandywine Hundred to Bethany Beach.

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Newsbites Widener Law welcomes two new senior administrators Widener Law is pleased to welcome two new people to the school’s senior administrative staff. Both are based on the Wilmington, Del. campus. Nicole C. Barkley, Esq. has joined the school as assistant dean and multicultural affairs officer. In this role she will provide support and services to assist the law school in attracting, retaining and graduating students of diverse backgrounds. Barkley, a 2004 alumna of the law school, comes to the position from The Restaurant School at Walnut Hill College in Philadelphia, where she served as director of institutional advancement. Her previous work experience also includes three years as an assistant district attorney in the Philadelphia District Attorney’s Office and four years at Lexis Nexis, where she managed law firm accounts in Delaware, New Jersey and Pennsylvania. Barkley is a resident of Norwood, Pa. Download her photo here. She replaces Troy Riddle, who left the law school for a new position in Chicago. LaRasz Moody, Esq., has joined the school as director of bar programs. In this role she will develop programs for students that support success both on the bar exam and in their legal careers. She will work with faculty to develop initiatives that support a culture of bar passage. Moody, an alumna of the University of Wisconsin Law School, comes to the position from Villanova University School of Law, where she served as director of the academic success program. Her previous work experience also includes four years as an assistant staff judge advocate with the U.S. Air Force and two years as a special assistant U.S. attorney in New Jersey. She

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has also worked as a consultant to the American Bar Association/Council for Legal Education. Moody is a resident of Downingtown, Pa. Download her photo here. She replaces Micah Yarbrough, who now works in consulting.

Sonitrol Security Celebrates 50 Years of Alarm Verification Sonitrol, the innovator of verified electronic security solutions, known for the apprehension of burglars and intruders, celebrates its 50th anniversary this year. Since pioneering verified surveillance alarms with its first franchise in 1964, Sonitrol has dedicated the past half century to refining and updating its unique impact-activated audio verification technology to deliver 100% volumetric coverage of businesses, schools and homes — all monitored in real-time. Founded to maximize the efficiency of local law enforcement agencies’ time and resources, Sonitrol’s alarm verification technology and protocols have built an unrivaled reputation with police departments throughout the United States, Canada and the United Kingdom. In 1964, Robert Baxter and Al Cronk, based in Daleville, IN, co-founded Sonitrol when they began to use technology from Baxter’s pest extermination company to detect larger intruders — humans. The acoustic device used to pinpoint the exact locations of termites in walls was adapted and modified to become an early model of the modernday impact-activated audio alarm verification technology available through over 125 Sonitrol Dealers around the United States, Canada and the UK. Cronk, a 17-year veteran of the Anderson Police Department in Indiana, recognized the benefit of Sonitrol’s

audio verification technology, and how it could be applied to better inform local police about the real-time details of an activated alarm. This visionary breakthrough in technology, far ahead of its time, established the standard of alarm verification throughout the security industry. “When Al Cronk walked into Bob Baxter’s office 50 years ago, and told him that, as a police officer, he had never actually caught a burglar in-progress because of an alarm system — but he had an idea of how to do it — Sonitrol and verified security alarms were born,” said Bill McNabney, Founder, Sonitrol U and Sonitrol’s first employee. “That was the inception of verified alarms. They were created by a police officer—for police officers.” Since 1977, when Sonitrol began recording apprehension statistics, the verified electronic security company has assisted local law enforcement agencies throughout the United States, Canada and the United Kingdom in over 170,000 apprehensions — a rate of one apprehension every 111 minutes. In the past decade, the United States Department of Justice reported that up to 98% of all burglar alarm activations are false alarms, and that in just one year, approximately $1.7 billion of taxpayers’ money was wasted on funding law enforcement responses to these false alarms. These statistics, which suggest extreme inefficiencies resulting from traditional, non-verified security systems, have increasingly prompted “Verified Response Protocols” to be introduced by municipalities throughout the United States.

Artisans’ Bank’s Lawson Promoted to Vice President Artisans’ Bank is pleased to announce the promotion of Michael

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Lawson to Vice President, Security & Loss Prevention Officer. Mr. Lawson is responsible for overall security at the Bank’s Headquarters’ as well as all twelve (12) branch banking locations in Delaware. He is also responsible for fraud identification and prevention, physical security, investigations, and security based banking regulations at the Bank. Mr. Lawson joined the Bank in 2012 and has over 23 years of experience in financial crimes investigations and law enforcement. Prior to joining the Bank, Mr. Lawson was a Financial Crimes Investigator in the Financial Crimes Unit of the Wilmington Police Department. He joined the Wilmington Police Department in 1989 and has been investigating major crimes since 1998. An active member of our community, Mr. Lawson is Past President of the Fraternal Order of Police Lodge #1 and is a member of the Executive Board of Directors with the Delaware State Lodge FOP. He is also a board member for several other organizations: Delaware Crime Stoppers, the Greater Hockessin Area Development Association and Delaware Technical Community College Development Council. He is also President of the Hampton Pointe Homeowners Association. He is a graduate of Salesianum High School, with an Associates’ Degree in Criminal Justice from Delaware Technical Community College, Mr. Lawson is currently completing his Bachelor’s Degree in Criminal Justice at Wilmington University. Mr. Lawson resides in Hockessin, DE.

NAI Emory Hill Agents Receive Top Awards from NAI Global NAI Global, the largest, most powerful network of owner-operated commercial real estate brokerage firms in the world,

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Nickle Electrical sets another company safety record On Saturday, February 1 Nickle Electrical reached another safety milestone. With another year of continuing education and safety training under their belts, employees successfully worked four years without a lost-time accident, equivalent to approximately 1.25 million man-hours. The company’s most recent highlight was reaching one million man-hours without a lost-time accident in March 2013. “This is a major milestone and awesome accomplishment by everyone at Nickle,” said President/CEO Steve Dignan. “The magnitude of this feat is tremendous, especially in the construction industry. I commend all 157 employees for this tremendous achievement.” In order to further instill the importance of safety and continue this record-breaking streak, one of Nickle’s goals for 2014 is to implement a Behavior-Based Safety Program. This is an attempt to improve safety culture by analyzing what an accident is and why it may have happened. Then based on those evaluations, a strategy is put into place to prevent similar accidents in the future. Nickle will also improve its Safety Incentive Program, which rewards field employees on a quarterly basis for avoiding lost-time accidents. An event was held on February 12 to celebrate four accident-free years and extend our Nickle Elite program, which recognizing long-standing employees, to those who have been with the company for five years. Previously, the Elite program only recognized personnel with 10 or more years with Nickle.

has announced that NAI Emory Hill’s Jon Hickey and Kevin O’Hara received top honors in its annual incentives and recognition program, the NAI Global Elite. The program honors individuals placing multimarket business requirements

with fellow NAI members as well as top performers who are handling the highest volume of multimarket business among the NAI network. The awards were presented last week at the 2014 NAI Global Convention in Las Vegas.

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Newsbites “This award represents outstanding performance within the organization,” said Jay Olshonsky, President, NAI Global. “We are proud of Jon and Kevin’s success, and the dedication and commitment to service excellence they have shown. It underscores the power of the NAI Global network in building business, and showcases the deep local roots and professionalism of our brokers.” Jon Hickey was awarded the Elite Top Producer Award. Jon joined Emory Hill in 2002 and is a licensed realtor in Delaware, Maryland and Pennsylvania handling the sales, leasing and development of commercial and industrial properties. He is a graduate of West Virginia University and has over 35 years of sales, marketing and management experience. Kevin O’Hara was awarded the Elite Top Performer Award. Kevin has several years of experience in commercial office and retail brokerage and joined NAI Emory Hill in 2011. Kevin attended Wesley College with a Major in Business Administration and is a licensed realtor in Delaware, Maryland and Pennsylvania.

BH Sky Associates Moves To Larger Location National government consulting company, BH Sky Associates, has recently moved to a more spacious location at 782 Alexander Road, Princeton, NJ 08540. “BH Sky has had very strong growth over the past year and, as a result, we have chosen to move to a new, larger location in Princeton that will better allow us to meet the growing demand for our services. We are very pleased that this move will allow our staff the opportunity to continue to maintain the close oneon-one working relationship our clients have come to expect from BH Sky,” said

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BH Sky president Michelle Hermelee. Previously located at 4390 US Route 1 North, this Princeton, NJ (and Washington, D.C.) based business helps companies effectively position and market their products and services to the government. BH Sky Associates assists companies to increase their sales opportunities to the government by identifying, securing, negotiating, managing and marketing government contracts at the federal, state and local level. BH

Sky specializes in GSA schedule proposal preparation and GSA contract management including contract modifications and GSA Advantage uploads. Additionally, they work with their clients to identify new bid opportunities through their Bid Alert Service and perform government market research on behalf of their clients. BH Sky provides guidance and assistance to companies seeking to grow their business through government contracts.

VanDemark & Lynch Offers ThreeDimensional Laser Scan Surveys Through the acquisition of a Faro Focus 3D scanner, VanDemark & Lynch has added three-dimensional, high-definition, high accuracy laser scanning technology to its repertoire. The technology’s obvious use is to create detailed documentation of existing conditions; but at V&L, we’re taking it beyond a single purpose. We’re also using the scanner to take virtual tours of sites, design facilities, and even create detailed three-dimensional CAD models. In addition to the 3D scanner, the company has incorporated the latest in laser scan processing software. Clients can now receive an exact reproduction of existing conditions in a 3D environment in which distances and dimensions of any scanned object can be analyzed. Technicians are also able to take three-dimensional point cloud data and create two-dimensional linework. From this data, the company can produce standard drawings and plans on request, giving clients a diversified and customized range of options to suit their individual needs. Beyond documenting existing conditions, laser scanning is ideal for: Threedimensional modeling for Building Information Modeling (BIM); piping and ductwork design, analysis, and retrofitting; determining wire heights; utility/structural interference analysis; construction as-builts; mechanical and structural as-builts; monitoring and settlement detection; volume analysis; architectural façade surveys; historical documentation; crime scene and accident analysis; data collection in hazardous areas, confined spaces, and other hard to reach locations, such as roads and bridge structures; topographic analysis of features and solid surfaces; and drainage analysis of solid features, such as asphalt parking lots and concrete platforms.

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Wilmington University Speaker Series presents: Tony Coelho The Wilmington University Speaker Series and The College of Business will present Tony Coelho, Former U.S. Congressman and author of the Americans with Disabilities Act (ADA). “The Fight for disability rights— Then and now” will take place on Wednesday, March 19 from 6:00–7:30 PM at Wilmington University, New Castle Campus, Doberstein Admissions Center Auditorium. To register for this event visit: wilmu. edu/Coelho. Registration is recommended, but not required. In 1990, the Americans with Disabilities Act (ADA) was signed into law. In 2014, the fight for disability rights continues. What has changed? How do these issues affect you? Tony Coelho, author and champion of the ADA, comes to Wilmington University

to answer these questions and to share his remarkable journey as an individual with epilepsy, a lawmaker, and a man committed to pursuing the rights of his fellow disabled Americans. The Wilmington University Speaker Series was created to enlighten and engage students, faculty, staff, and the community on current issues of interest.

M Insurance Services Presents Wealth Protection Seminar M Insurance presents: “Help Defend Your Retirement, Protect Your Wealth and Your Family” You have worked hard to build your retirement assets. Now you and your family enjoy a special quality of life because you’ve wisely nurtured your financial well-being. Yet what would happen to your financial independence if you were to suddenly fall ill and

require long-term care? Who would help pick up the pieces for unplanned expenses? How could the cost of care impact what you’ve carefully saved for retirement? Join us for some unique solutions to a growing concern! Friday, April 11, 2014 12:00pm – 2:00pm Wilmington Country Club 4825 Kennett Pike, Wilmington, DE 19807 Speakers: Bill Biordi, CEO, M Insurance Services LLC Elizabeth Lyons Bennett, MBA, CFP®, M Insurance Services LLC Brian Crowe, Pacific Life Insurance Co. RSVP to M Insurance Services by April 4th reserve your seat by calling 302-732-6655 or email info@minsuranceservices.com.

Calendar of Events MARCH 12

Location: Delaware City Refinery

New Member Meet and Greet

For more information, please contact Arlene Simon at

8:00 a.m. – 10:00 a.m.

asimon@dscc.com (302) 576-6586.

Location: DSCC Board Room For more information, please contact Chuck James at

APRIL 8

cjames@dscc.com or (302) 576-6562.

2014 Spring Legislative Brunch & Manufacturing Conference 9:00 a.m. – 12:30 p.m.

MARCH 13

Location: DSU Student Center, Dover, DE

Networking Breakfast at Easter Seals of DE and MD Eastern Shore

For more information, please contact Cheryl Corn at ccorn@dscc.com or (302) 576-6572.

7:30 a.m. – 9:00 a.m. Location: 61 Corporate Circle, New Castle, DE

APRIL 9

For more information, please contact Kelly Wetzel at

Networking Breakfast at Pettinaro Relocation

kwetzel@dscc.com or (302) 576-6564.

7:30 a.m. – 9:00 a.m. Location: 230 Presidential Drive, Greenville

MARCH 20

For more information, please contact Arlene Simon at

Environmental Committee Meeting/Delaware City Refinery

asimon@dscc.com (302) 576-6586.

11:30 a.m. – 1:30 p.m.

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Q&A continued from 11

You mentioned how, when you sit on the Supreme Court, a judge needs to know every detail about the case, but also all the antecedent decisions and things on record. That must take a tremendous amount of preparation and mental fitness. How do you do it? I had a lawyer and a mentor named Ned Carpenter. What a great role model he was. He would say that the trial is preparation, preparation, preparation, preparation. You have to be prepared to know all the facts, all the record, all the law, and to be able to anticipate what’s going to happen, or go wrong. So I was brought up professionally in that environment. So what I try to tell young lawyers and law clerks is that preparation is the key. You can’t go into anything unless you’re totally prepared. As a judge, you have to be prepared, because it’s not fair to the litigants to have a judge who hasn’t read the papers or hasn’t thought about it. Delaware judges are always prepared. And one of the things we have in Delaware which is really good is a “hot bench.” That means that the judges ask questions. Take the appellate system: there’s an appeal of a decision, a record after trial, and briefs. So you have to master them. The lawyers come before the Supreme Court to argue the case and they don’t get to make a speech, but a five-minute introduction. And then they get peppered with questions by these five justices. “Where on the record is X?” and the lawyer has to know that it is on page 77. Or they will ask “What is the most important case that you rely on in support of your position?” And you have to know that, too.

HAMBER BENEFITS

I learned a lot from Justice Holland on the Supreme Court on this. His questions would be like, “Counsel, tell the court how you would write an opinion in your favor that wouldn’t have bad ramifications on future cases.” That way you get the lawyer thinking about what’s on the judges’ minds. I teach a course that I call The Real World of Ethical Corporate Lawyering, and a lot of students say, “there’s too much reading in this course!” And I say, “Well what are the first three words of this course?” The real world! That’s what the real world is. But they stick with it, and they complain. [laughs]

Are you still teaching actively? I do. I teach at NYU, at Penn Law School and in the fall I teach at Wake Forest. I do like the give and take of the classroom. I learn a lot from students. They’re smart people; they’re young people. I’m an old guy. But they always ask questions that maybe I’ve never even considered.

What else do you try to imbue on young professionals? Just for them to consider professional excellence and integrity. But also to never give a disingenuous answer. If the court or a client asks you something, give a direct, honest answer. Don’t sugar-coat it, or give it a spin. There’s a tendency to do that in lawyers from other jurisdictions who come to Delaware. With our “hot bench,” we tend to reveal those shortcomings.

Under your watch, Delaware courtrooms became furnished with computer systems. How is technology reshaping the legal arena today? Digital discovery is dominating the world of litigation. When I was growing up as a trial lawyer, there were warehouses filled with file cabinets where one had to go in order to get productions of documents. Today, there are paper documents, but the big issue is electronic discovery. Emails. We all advise clients to be careful what you put in emails or on Facebook—it can come back and haunt you. I tell students, you might think something is benign, but it just might come back. Emails are like cockroaches. You can’t see them, you can’t get rid of them, they multiply, and they always show up when company comes.

Do you make time for hobbies at all? Grandchildren. Golf. Travel. And being with my wonderful wife.

Chamber Members receive 15% in bonus airtime on commercial orders placed by new advertisers on any Delmarva Broadcasting radio station.

For more information, call (302) 478-2700. 44

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Anything else you wanted to discuss? One of the things I did toward the end of my career was to be independent counsel investigating campaign finance issues. The federal government had prosecuted a man named Christopher Tigani, and during the course of their investigation they saw something that involved state candidates, so they turned it over to Attorney General Biden, who appointed me as independent counsel. So I assembled a team, and we were able to reveal some of the things that went wrong, that candidates did, but the statute of limitations had run, but of most importance we developed some ideas for reform. I’ve met with a couple legislative committees after this report came out in January, and suggested that they look into these reforms, so that these things won’t happen again. Marc h / Ap r i l 2 014

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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 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. DELAWARE BUSINESS

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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@tmobile.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 Blood Bank of Delmarva, a nonprofit organization, supplies blood to the 16 hospitals on Delmarva. Blood donors become part of the Members for Life program to sustain the local community blood supply. Members will receive valuable health and wellness benefits. There is a need for 350 blood donations every day on Delmarva; therefore, support is encouraged and appreciated. There is no cost for membership. Members will be asked to give blood a minimum of once a year and to allow the Blood Bank to contact them if their blood type is needed. Visit www.DelmarvaBlood.org for more information or call 1 888 8-BLOOD-8 to schedule an appointment. You can also download the Blood Bank app on your iPhone or Android. If you are unable to donate blood but would like to support the local blood supply, you can be part of the Blood Bank’s Friends for Life program by making a financial contribution. Contributions are tax- deductible and can be made online at www.DelmarvaBlood.org or by calling 1 888 8-BLOOD-8. continued on 46 45

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Message from the Chairman continued from 45 Certificate of Origin Documents Certificate of Origin documents are $20 for Chamber members ($100 for non-members). Call (302) 655-7221 for more information. Delmarva Broadcasting Company Fifteen-percent in bonus airtime on commercial orders placed by new advertisers on any Delmarva Broadcasting radio station. Contact Mike Reath at mreath@dbcmedia.com or call (302) 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 WorldPointsÂŽ lets members combine points from personal and business cards to get rewards even faster. Call (800) 598-8791 to apply, mention priority code FABLHRAQ. Dental and Vision Plan Dominion Dental Services provides dental and vision benefits on a group and individual basis with competitive, 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.

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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 Chamberâ&#x20AC;&#x2122;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 companyâ&#x20AC;&#x2122;s members-only login credentials, please email webmaster@dscc.com. Marc h / Ap r i l 2 014

| DELAWARE BUSINESS

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CHAMBER Committees & Forums State Chamber members play a visible, active role in the business community by serving on committees. If you would like to get involved, contact the committee’s Chamber representative or register online at www.dscc.com.

Ambassador Committee: The Ambassador Committee is a specially chosen group of volunteers that assists in increasing membership and retention, and acts as a liaison between the State Chamber staff and the membership at large. Contact: Chuck James at (302) 576-6562 or cjames@dscc.com. Employer Advocacy & Education Committee: The Employee Advocacy and Education Committee promotes and assists the employments interests of Chamber members. It is a forum for members of the Chamber to discuss and evaluate human resource and personnel issues facing Delaware employers; to actively engage in the legislative process to develop and implement legislative solutions; to advise the Chamber leadership on the impact of proposed legislative and regulatory measures; and to educate the membership about regulatory requirements affecting their bottom line. The committee meets at least quarterly to identify and develop strategies for current and future issues, and holds special events open to Chamber members to focus on timely topics in the field of human resources and personnel management. For more information, 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.

Infrastructure and Transportation Committee: The Infrastructure and Transportation Committee recognizes the critical role that the condition and functionality of Delaware’s infrastructure and transportation systems play in creating a strong economy and quality of life. The Infrastructure and Transportation Committee monitors issues, policies, and trends affecting Delaware’s infrastructure and transportation systems, as well as advises the Chamber’s Board of Directors on related policy issues. For more information, 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) 576-6564 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.

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

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

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

Marianne K. Antonini Sr. Vice President Finance & CFO

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

rheffron@dscc.com

576-6567 mantonini@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

576-6569 leriksen@dscc.com

Patrina Wallace Government Relations Assistant

655-7221 pwallace@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

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 facebook.com/delawarestatechamber flickr: flickr.com/dscc twitter: @Destatechamber

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May / Jun e 2012

DELAWARE BUSINESS

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Emphasis on Forensics and Fraud Detection

Master’s Degree in Accounting

It all adds up. 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: • • • •

Finish in just 18-21 months Study in class and online Focus on forensics and fraud Save money with our new $549/credit tuition

For more information: gradadultadmiss@neumann.edu 610-361-5208

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Aston, Pennsylvania

www.neumann.edu

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Art by renowned illustrator Alex Nabaum.

RENOWNED EXECUTION For more than 100 years, we’ve orchestrated the most complex institutional transactions, and provided the highest quality trust administration. For global experience you can trust and execution you can count on, call Nick Adams at 302-636-6103, email nadams@wilmingtontrust.com, or visit wilmingtontrust.com.

GLOBAL CAPITAL MARKETS

CORPORATE TRUST

RETIREMENT PLAN SERVICES

INSTITUTIONAL INVESTMENT MANAGEMENT

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