Delaware Business, July/August 2010

Fi

n In Gu a s n u id c r e ia a t l nc o s e e r & v ic e

s

2010

Restaurant, Meeting & Banquet Guide

THREE D OLLARS

179668 DSCC_JulyAug10.indd 1

J u l y / A u g u st 2 0 1 0

7/7/10 9:58 AM

Are you aware of what’s in your backyard?

Contact us when planning your wedding, reunion, meeting or social events and we’ll save you time and money. Simply visit our website and submit a request for proposal and we’ll connect you with the best local resources for your needs – free of charge!

So if you’ve been missing out on the convenience of our services you have to ask yourself...

& O FO NTAL ,

D

G IN

RO OM RE

BEV

ME E T

E R AGE

Are you Delaware?

GREATER WILMINGTON CONVENTION AND VISITORS BUREAU

VisitWilmingtonDE.com | (800) 489-6664

179668 DSCC_JulyAug10.indd 2

Connect with us:

7/7/10 9:58 AM

departments 2

President’s Message

3

Legislative Priority

55

Small Business Report

The next Superstar in Business could be you.

59

Calendar of Events

61

Manufacturing

In This Issue

63

Newsmakers

66

Welcome New Members

68

features

State Chamber News

4 GUIDE TO INSURANCE & FINANCIAL SERVICES

19 RESTAURANT, MEETING & BANQUET GUIDE

Chamber Member Benefits

5

37

Chamber Committees

Q&A with Bank of America’s Chip Rossi

Event Technology

Events get interactive.

7

Events for employees build morale in tough times.

11

41 EDUCATION GUIDE

See our list of professionals who can help you.

Race to the Top

What Delaware needs to do next to secure these funds.

14

Loans Get a Makeover

Learn the new rules of borrowing.

17

72

For Assistance, Call the Chamber

Employee Teambuilding

Find a Broker

Road to Success

71

39

Brokers Can Help

Health insurance brokers get creative to save their clients money.

70



R, M  B G

43

Picture This

A Superstars in Education photo gallery.

Financial advisers give their best tips on being successful.

On The Cover The 2010 Restaurant, Meeting & Banquet Guide is a one-stop resource for planning your next event.

Volume 16, Number 4 / 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.

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 1

1

7/7/10 9:58 AM

Mess a ge P r es i d en t ’ s

Editorial Staff

James A. Wolfe

Message from the President

Here we are in July, now halfway through 2010, and we’re hearing optimistic messages that suggest the glass is half full, no longer half empty. This optimism is based on positive developments in the state. Plans to resurrect the former Valero oil refinery are underway, as is production of the Fisker hybrid electric vehicle plant. Both of these facilities will help restore lost jobs and support industry.

This issue of Delaware Business carries some businessstrengthening information and tools. See how effective it is to work as a team – in business and in the classroom.

Read about the importance of teamwork and community at one of Delaware’s largest employers on page 5 and consider how team building in your own company (page 39) can prepare you to take full advantage of the recovery of our economy.

A great example of teamwork is the Superstars in Education Awards program. Through this program, businesses and educators join to recognize models of excellence in education. Highlights of this year’s awards ceremony begin on page 43. An update on Race to the Top federal funding is also provided in this issue.

Enclosed in this issue is the new Delaware Drug Card.

Use this free card for discounts on all FDA-approved prescription drugs.

Through initiatives such as the discount drug card, our new and improved member-exclusive State Chamber Health Plan underwritten by Blue Cross Blue Shield of Delaware, and the Wellness at Work conference that we hosted on June 14 to help businesses adopt wellness as a business strategy, the Chamber continues to beat this drum. Health care costs must be driven down.

And finally, we encourage every Chamber member to consider the enclosed Superstars in Business application.

If you’re a small to medium-sized business or a non-profit organization, and you have fewer than 150 employees, tear out the application and start your entry – or go to ssb. dscc.com to apply online. An article on page 56 and tips throughout the application will guide you through it. And if you’re not a small business or a non-profit, consider nominating a firm with whom you work.

We’re looking for the next superstars in business to recognize at our annual awards luncheon on November 10, 2010. It could be you!

2

179668 DSCC_JulyAug10.indd 2

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

Katie Grasso Managing Editor Sharon R. Reardon Editor

Kelly Cofrancisco Editor

Executive Committee CHAIRMAN Thomas J. Cooper Cooper Realty Associates IMMEDIATE PAST CHAIRMAN Richard K. Struthers Bank of America CHAIRMAN-ELECT Connie Bond Stuart PNC Bank VICE CHAIRMAN William R. Allan Verizon Delaware TREASURER Richard D. Rowland Rowland, Johnson & Co., PA

Tony Allen, PhD Bank of America

William E. Manning Saul Ewing, LLP

Sylvia S. Banks DuPont

Dennis M. Salter Summit Realty Advisors, LLC

Ernest J. Dianastasis CAI

Fred C. Sears II Delaware Community Foundation

Donald T. Fulton George J.Weiner Associates

Mark S. Stellini Virtual Resources, LLC

Pierre du Pont Hayward University of Delaware

Mark Turner WSFS Bank

Richard Kenny Delaware Supermarkets, Inc.

Michael S. Uffner AutoTeam Delaware

Hinton Lucas DuPont

Richelle Vible Catholic Charities, Inc.

Board of directors Linda Ammons Widener University School of Law Julian H. Booker Delmarva Broadcasting Company David B. Brown, Esq. Potter, Anderson & Corroon LLP Robert L. Byrd The Byrd Group, LLC Timothy J. Constantine Blue Cross Blue Shield of Delaware Charlie Copeland Associates International, Inc. Chip Davis AstraZeneca Pharmaceuticals LP E. Andrew DiSabatino EDiS Company Christina Favilla Discover Bank Donald G. Gagnon AAA Mid-Atlantic Dr. Orlando J. George, Jr. Delaware Technical & Community College Martha S. Gilman Gilman Development Company

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

Paul H. Mylander The Bank of Delmarva

Michael Houghton Morris, Nichols, Arsht & Tunnell, LLP

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

Tyrone Jones AstraZeneca Pharmaceuticals LP Richard H. LaPenta Insurance & Financial Serv., Ltd. Robert J. Laskowski, MD Christiana Care Health Systems Alan Levin Delaware Economic Development Office

John S. Riley Ashland, Inc. Chip Rossi Bank of America Thomas A. Shoemaker TD Bank W. Laird Stabler III, Esq. Laird Stabler & Associates Gary R. Stockbridge Delmarva Power

Cathy MacFarlane ING DIRECT

Ed Sutor Dover Downs Hotel & Casino

Paul M. McConnell McConnell Development, Inc.

William Wallace JPMorgan Chase

Michael McMullen Agilent Technologies

Robert W. Whetzel Richards, Layton & Finger

Chad Moore The Bellmoor

Katie Wilkinson Wilmington Trust Company

Bret Morris A. R. Morris Jewelers

Lloyd Wirshba Barclaycard US

staff James A.Wolfe President/CEO Marianne K. Antonini Senior Vice President A. Richard Heffron Senior Vice President Sharon R. Reardon Senior Vice President & Executive Director, Small Business Alliance Janine G. Sorbello Senior Vice President & Executive Director, The Partnership

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

Greg Gross Director of Government Relations

Kelly Cofrancisco Program & Communications Specialist Cheryl Corn Executive Assistant to the President

Chuck James Account Executive Liz Pretz Events Manager

Linda D. Eriksen Accounting Associate

Arlene Simon Account Executive

Katie Grasso Communications Manager

Bill Stephano Director of Sales

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.

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

By A. Rich Heffron

ng

r s, LLC

ity

LC

r re

nc.

a

d Inc.

er

sq. ates

e

asino

ger

any

Relations

e

e

ab o uc r dvei f eg w

Legislative Priority

T

hree long-standing and influential Delaware House of Representative members will be retiring at the end of the current session: Rep. George Carey (R-Milford), Rep. Pam Thornburg (R- Dover West) and Rep. Bill Oberle (R-Beecher’s Lot). All three have served on important committees, and have worked on and sponsored legislation that has impacted our state. They have experienced times when they agreed with each other and other times when they’ve held opposing opinions. They know what it is like to make difficult decisions, and that making these decisions is part of their duty as a legislator.

George Carey

Carey is a farmer who has represented a district lying east of Milford and south as far as Milton since first being elected in 1984. There was a time not long ago that several legislators made their living as farmers and they represented a powerful block in both houses. With his retirement, Carey will be the last member who makes a living tilling the land. When you see Carey in Legislative Hall or at an outside function, he always says hello and most often follows the greeting with a funny story or joke. He has served both as chairman and ranking member of the Natural Resources Committee since the late 1980s, and his quick wit has made contentious meetings take on a more amiable tone. Since his election to the General Assembly, he has served on the House Agriculture Committee. Carey’s opinions usually lean to the conservative side of the political ledger, and he has been a loyal member of the Republican caucus, but he has good relationships with those in the Democratic caucus as well as those who might not agree with him on policy or political philosophy.

Pam Thornburg

In 1996, Thornburg took on the monumental task of running as the Republican State Senate candidate running against Nancy Cook, the long-term incumbent and well known co-chair of the Joint Finance Committee. She did not pull off the upset, but four years later she had the opportunity to run for an open House seat in her Dover West district. The feisty candidate, who cut her political teeth running against a popular incumbent when no one else would, went on to win her race. Industrious would not adequately describe Thornburg’s ten-year legislative career. She has served on both the powerful Joint Finance and Capital Bond Bill Committees as well as Agriculture, Natural Resources, Para Mutual, Banking and Insurance, Public safety

D e l awa r e

B u s i n e s s July / Aug u st 2010

179668 DSCC_JulyAug10.indd 3

and Homeland Security, Transportation, Sunset and Internet Committees, while serving the constituents of her district and sitting on the board of directors for several organizations. Like her district, her general political philosophy is conservative, but she is pragmatic and takes a common-sense approach to issues. Thornburg will leave behind a legacy of hard work and honesty when she leaves Legislative Hall, but she will have many friends who will look forward to her return as the Executive Director of the Farm Bureau.

Bill Oberle

Sometimes eras end suddenly, but most of the time they fade into the next era. Bill Oberle’s term in office marks a distinct passage. From 1974 with the election of the Watergate class, the Delaware General Assembly began a change that held influence up until today. Those legislators that became part of that era went through some trying, but extraordinary times. Over the next 35 years, they were responsible for the Financial Center Development Act, the Delaware Financial Advisory Council, the 98 percent budget cap, cutting the personal income tax by almost 300 percent, the creation of the Delaware Department of Natural Resources and Environmental Control, unprecedented economic growth, huge changes in public education including desegregation and the subsequent release of Delaware schools from the Federal desegregation order and the first overhaul in the state’s workers compensation system. Many played a role in this era when Delaware become more prosperous and a popular destination for business and residents. Oberle is one of a few legislators who has participated in all of these monumental changes. Oberle was elected as a Republican in a Democrat-dominated district in Newark in 1976. He won by less than 20 votes and has never looked back. During his tenure he served as Minority Whip and Majority Leader, chairman of several committees including Labor, Desegregation and Education as well being co-chair of the powerful Joint Finance Committee and he currently serves on the Capital Bond Bill Committee. A fiscally conservative legislator, Oberle kept a close eye on state finances, while keeping an eye out for citizens. He saw the labor union member in the same light as the small business owner, both struggling to make a decent living for their family and possibly needing a little help from the government along the way. Whenever Oberle was passionate about an issue, there was a personal story behind the passion. Both Democrats and Republicans acknowledge his leadership and enthusiasm will be missed in Dover and that we are unlikely to see another Oberle any time soon. n

3

7/7/10 9:58 AM

se r v i c es financial

MORE BANK

i ns u r a n c e

&

FOR YOUR

Good Luck Summer Blood Challenge Participants:

21st Century Insurance Accenture ACE USA Agilent Technologies, Inc. Amazon.com AMTRAK Arlon, Inc. Artesian Water Ashland Inc. AstraZeneca Atlantic Smith Cropper and Deeley ATK Atlantic General Hospital Avery Hall Insurance Bancroft Construction Bank of America Bank of Delmarva Bank of Ocean City Barclaycard US Bayhealth Medical Center Beebe Medical Center Benchmark Builders, Inc. Blood Bank of Delmarva Blue Cross Blue Shield of Delaware Brandywine Chrysler Jeep Dodge Cardiology Consultants, P.A. Cardiology Physicians, P.A. CATO/Goose Creek Cecil County Government Celeste Industries Corp Christiana Care Health System Citi City of Cambridge City of Dover City of Newark City of Salisbury City of Wilmington Clarion Hotel – The Belle/ Augusta Grille Clear Channel Radio – Delaware CloseCall America Coastal Association of Realtors Comcast Cable Commissioners of Caroline County Connections CSP, Inc. Dassault Falcon Jet - Wilmington Davis Bowen & Friedel, Inc. Deers Head Hospital Delaware Claims Processing Facility Delaware River and Bay Authority Del-Mar-Va Council, Boy Scouts of America Delmarva Power DENTSPLY Caulk Diamond Technologies, Inc. Dodd Dental Laboratory Dorchester County Dept. of Social Services Dorchester County Government Dorchester County Health Department Doroshow, Pasquale, Krawitz & Bhaya Dow Electronic Materials

Dupont Company Easton Bank & Trust Excel Business Systems/Technicare First Shore Federal Foxfire Printing Gillis-Gilkerson Girl Scouts of the Chesapeake Bay Council, Inc. Goodwill of DE & DE County HBCS Hebron Savings Bank Holloway Funeral Home Holly Center Horizon House HSBC North America ING DIRECT Insta Signs Plus JCPenney-Easton Johnny Janosik Inc JPMorgan Chase & Co Leon N. Weiner & Associates, Inc./ Arbor Management Kent County Levy Court K & L Microwave MaTech McCready Foundation Moon Nurseries, Inc. Morale Activities Committee/ Wallops Island Nanticoke Memorial Hospital Nason Construction, Inc. Nemours/Alfred I duPont Hospital for Children New Castle County Chamber of Commerce New Castle County Government Noramco Inc. Nurses ‘N Kids Office of Senator Thomas R. Carper Papastavros Medical Imaging, Inc. Patterson-Schwartz Real Estate Peninsula Cardiology Associates, P.A. Peninsula Health Group Peninsula Regional Medical Center Perdue Farms-Corporate Office PKS & Company, P.A. Pohanka Automotive Group of Salisbury Potter Anderson & Corroon LLP Preston Automotive Group Printpack, Inc. Procter & Gamble Dover Wipes PRO Physical Therapy QPS, LLC Queen Anne’s County Board of Education RE/MAX 1st Choice Salisbury Center Genesis HCC Sheridan Ford Sheridan Nissan Shore Bancshares, Inc. Shore Distributors, Inc. Shore Health System Siemens Healthcare

Sisk Fulfillment Skadden Arps Slate Meagher & Flom LLP SolarSmarts, LLC Somerset County Commissioners St. Francis Hospital State of DE – Court of Chancery State of DE – Delaware Economic Development Office State of DE – Delaware State Police State of DE – Dept. of Corrections State of DE – Dept. of Education State of DE – Dept of Elections for New Castle County State of DE – Dept. of Finance State of DE – DNREC State of DE – Dept. of Safety and Homeland Security State of DE – Dept. of State State of DE – Dept. of Technology and Information State of DE – DelDOT State of DE – Dept. of Health and Social Services (DHSS) State of DE – Family Court State of DE – Office of Management & Budget (OMB) State of DE – Public Defender’s Office SDIX (Strategic Diagnostics, Inc.) TA Instruments Talbot County Government Taylor Bank TD Bank Terumo Cardiovascular Systems Terumo Medical Corporation Tetra Tech The Kenny Family ShopRite of Delaware The News Journal The Reybold Group The Training Center Town of Berlin Town of Middletown Union Hospital United Electric Supply United Water Delaware United Way of Delaware University of Maryland Eastern Shore Wicomico County Board of Education Wicomico County Government Willis Auto Group Willow Construction, LLC Wilmington Trust Company W.L. Gore & Associates Worcester County Commissioners Worcester County Developmental Center, Inc. Worcester County Health Department Worcester County Public Schools WSFS Bank Young Conaway Stargatt & Taylor, LLP YWCA Delaware

BUSINESS. MORE CONVENIENCE. MORE SERVICE. MORE CONTROL. • FREE High-Performance TD Bank BusinessDirect Online Banking • Deposit ‘Til 6pm, Available Next Day • Open Early, Open Late • Live Customer Service 24/7

Visit your nearest TD Bank, connect to www.tdbank.com or call at 1-888-751-9000 and open a business account today.

Thank you employers for helping maintain the blood supply this summer.

To join in, email lgravely@bbd.org.

1000+ convenient locations from Maine to Florida

Be Someone's Hero. Give Blood.

www.delmarvablood.org 1 888 8-BLOOD-8 4

179668 DSCC_JulyAug10.indd 4

With TD Bank BusinessDirect a fee may apply to business analysis customers. Fee applies to wire transfers Restrictions may apply for next-day availability. Please see deposit account agreement for details. | TD Bank, N.A

July / Aug 8201-MKT State COC Annual Report.indd 1 u st

2 0 1 0 D e l a w a r e B 11/30/2009 u s i n e 8:57:46 s s AM

7/7/10 9:58 AM

i ns u r a n c e & financial

Banking Leadership with Delaware Roots

se r v i c es

By Katie Grasso

W

hen Chip Rossi was in college, he learned about teamwork from his coaches and teammates on the football field and basketball court. A member of both teams at Gettysburg College, Rossi was drawn to the same camaraderie he found at MBNA as an intern. Now, 25 years later, Rossi still thrives on the team environment at Bank of America as he assumes the role of Delaware Market President.

“What gets me excited to go to work is the people I interact with every day,” says Rossi. Many people in leadership positions at the bank grew up locally, as did Rossi, who graduated from William Penn High School in New Castle. Leaders with local roots make a difference through their dedication to the community. “Most of our leadership in Delaware were born and raised here,” he says.

“Their families and siblings are here. It’s a part of who they are.

“And our new teammates are quickly integrating into local civic affairs. This includes our leader, Susan Faulkner, who recently joined the Delaware Bankers Association, and my colleague and good friend David Owen, who joined the United Way of Delaware Board of Directors.”

Rossi is involved in the bank’s corporate social responsibility and business integration strategies, while he continues to perform his position of overseeing credit and first line of defense risk functions for the Global Card Services division of the newly combined Deposit and Card Products organization.

“In Delaware, Bank of America is known largely as a credit card organization,” Rossi says. “The truth is that Delaware has access to our full suite of financial solutions for consumers, companies – large and small – and institutional investors. We are working very hard to create awareness of those offerings in the market.”

In recent years, the bank has increased its offerings to customers through the acquisition of Merrill Lynch, U.S, Trust and Countrywide, and more recently began increasing its consumer presence with branch openings off of Naaman’s Road, in Wilmington, Del., a future location in Concordville, Pa., and by remodeling its Greenville, Del. branch.

Rossi is paying close attention to the economic recovery, which will depend on jobs, he says. “We are cautiously optimistic. We are seeing consumers begin to spend a bit more.

And small and medium-sized business lending through Bank

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 5

Chip Rossi. Photo by Joel Plotkin

of America is up $3 billion over the first quarter of 2009. We need to ensure we’re making every responsible loan we can.”

Another facet of Rossi’s job is to manage philanthropic giving. As an enterprise, Bank of America has a 10-year, $1.5 trillion community development goal, a $20 billion environmental initiative to address climate change, and a 10-year, $2 billion philanthropic goal, among its many other community programs. In fact, Bank of America has the second-largest corporate foundation in the country, the first being Walmart. In Delaware, funding priorities are focused around health and human services, education and community development.

Rossi pointed out that the company doesn’t just give money, Bank of America teammates give their time as well. Bank of America employees volunteered 300,000 hours in Delaware during the past three years, and many associates serve in leadership roles on boards of non-profit organizations.

“We realize that giving back is the right thing to do. Everywhere we do business, our associates are directly linked to the communities where they work and live. And it is humbling to see the everyday impact that my teammates in Delaware have on many lives just by their simple, consistent acts of kindness.

“That’s why I am so proud to be serving in this capacity.” n

5

7/7/10 9:58 AM

She’s an expert in insurance benefits for employees.

financial

se r v i c es

Meet Diane.

World-class capabilities are closer than you think.

i ns u r a n c e

&

Personalized service from an experienced team is our priority— insuring individuals, families, and businesses across Delmarva.

Bank of America Merrill Lynch provides a direct line to unrivaled expertise, solutions and resources. All seamlessly delivered by a dedicated client manager who understands the nuances of your business and the Delaware market. For local access to a full range of world-class financial capabilities, from lending to working capital and liquidity management, advisory capabilities and more, we’re closer than you think. Call Terrence D. Barclift at 888.852.5000 ext 1246 to learn more.

Quality Insurance. Personal attention.

Peace of mind.

Call Diane today!

302-584-4104 410-287-5646

www.averyhall.com Health | Life | Dental | Vision | Disability | Medicare Supplement Proudly an affiliate of Avery Hall Insurance Group

2363Gun St Chamberad(duck):Layout 1

4/8/10

12:02 PM

“ Bank of America Merrill Lynch” is the marketing name for the global banking and global markets businesses of Bank of America Corporation. Lending, derivatives, and other commercial banking activities are performed globally by banking affiliates of Bank of America Corporation, including Bank of America, N.A., member FDIC. Securities, strategic advisory, and other investment banking activities are performed globally by investment banking affiliates of Bank of America Corporation (“Investment Banking Affiliates”), including, in the United States, Banc of America Securities LLC and Merrill Lynch, Pierce, Fenner & Smith Incorporated, which are both registered broker-dealers and members of FINRA and SIPC, and, in other jurisdictions, locally registered entities. Investment products offered by Investment Banking Affiliates: Are Not FDIC Insured * May Lose Value * Are Not Bank Guaranteed. ©2010 Bank of America Corporation.

Page 2

Certified Public Accountants and Consultants

Follow the leader.

Gunnip & Company has been leading businesses with tax and accounting advice since 1947.

• Corporate advisement and consulting • Strategic tax planning and preparation • Assurance and accounting services • Business valuations

Experience is the difference®

Contact us at 302.225.5000 6

179668 DSCC_JulyAug10.indd 6

www.gunnip.com July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

i ns u r a n c e & financial se r v i c es

Brokers Can Help

By Eileen Dallabrida

H

ealth benefit costs are still expanding as many companies’ profit margins are squeezed, leaving business people looking for an elusive remedy.

Insurance brokers say there is no cure for ballooning health care costs yet, as government reform will take years to unfold.

So, for now, businesses are taking a Band-Aid approach, trying to keep fiscal bleeding to a minimum.

“We look at anything that can help to keep their rates down,” says Calysta Amos, president of Benefit Solutions Inc. in Newark.

Several years ago, there was a shift toward Health Savings Accounts, or HSAs, in which employees could elect a highdeductible, low-cost plan and also earmark money for a special account to save for out-of-pocket health-care expenses.

But the discount isn’t as deep these days.

“When HSAs first came out they were underpriced, perhaps 40 to 50 percent less than other products,” Amos notes. “Now the premiums aren’t that much less expensive than other plans.”

In the current climate, relationships with carriers have lost their luster. Employers are shopping for price, pure and simple.

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 7

“There used to be a lot of loyalty and now there is only a little bit of that left,” Amos says. “We recently had a group ready to switch to save 1 percent – and that has never happened before.”

Ultimately, the company stuck with its original carrier – but only because the insurer came up with a counteroffer that was lower than the competitor’s bid.

Because plans are always being refined, brokers and agents are acutely aware of opportunities to save businesses as much money as possible with minimal impact on their employees.

Most recently, that has been in the cost of prescription plans.

Amos says one small business was able to trim a 20-percent rate hike to single digits by increasing the co-payment for drugs by $10 to $15.

At M Insurance in Dagsboro, agent Katie Floyd says the rate increase for one company shrank from 16 percent to 3 percent by increasing the co-pay on generic drugs from $10 to $20 and name-brand drugs from $20 to $60.

“And we are still shopping with other carriers,” she says. “A business owner who is already hurting isn’t jumping for joy at even a 3-percent increase, so we are trying to do even better.”

7

7/7/10 9:58 AM

se r v i c es i ns u r a n c e

&

financial

Floyd says companies also have been turning to alternative plans for dental and vision offered by niche carriers, such as GemStar, a subsidiary of Security Life. Employers are happy because premiums are less expensive than the major insurers; workers are happy because they don’t have to choose dentists and doctors who are associated with a network.

But the competition in Delaware is not as fierce as in larger, more populous states in which there are more carriers to choose from, says John Downes, president of the Insurance Market in Laurel. Blue Cross Blue Shield of Delaware and Coventry hold the lion’s share in the state, with Aetna and United Health Care holding smaller slices.

“We bid as many companies as we can, but there just aren’t that many,” he says.

Carriers base their rate on the demographic of a company’s workforce, although private information on employees’ health is not shared with their employer.

In essence, the healthier the employees, the lower the premiums. The system also favors younger workers. Downes notes that the rates for a 25-year-old male who does not smoke are 25-30 percent lower than a 50-year-old who also is a non-smoker.

While many employers continue to contribute 100 percent of the premiums for employees, few are willing to shoulder the entire expense for dependents, says Sally Breingan, sales manager at JLI Associates in Concordville, Pa. The state of Delaware, University of Delaware and a number of large employers no longer will provide benefits to spouses of workers who have access to their own plans through an employer.

“It costs too much,” Breingan says. “It’s not fair to employers for employees to double dip – and with government workers, it’s not fair to the taxpayers to have to pay for that.”

Still, cutting back on benefits is a wrenching decision for employers, many of whom have been asking workers to take on more responsibilities in hard economic times.

“We are hearing that the majority of employers want to take care of their employees,” Breingan says. “This is very hard for them, too.”

Your Business Needs A Banking Ally E-Payments

Business Banking Checking & Savings Term Loans*

Merchant Acquiring Check 21 Processing ACH Processing

Lines of Credit* Uncollected Lines* MSB Services

Commercial Banking

Money Remittance Service

Construction Lines of Credit*

Remote Deposit Capture

Working Capital Lines of Credit*

Check Casher Services

Commercial Mortgages* & Term Loans*

Coin/Currency Ordering

Asset-Based Lending*

Count on First Bank of Delaware to be a trusted ally in the world of finance. Designed to simplify your banking needs, our array of quality products and services can assist with your financial goals.

www.fbdel.com 888-FBD-3511

Brandywine Commons II 1000 Rocky Run Parkway Wilmington, DE 19803 302.529.5984

5301 Limestone Road Suite 106 Wilmington, DE 19803 302.239.3627

The first step in federal health-care reform – extending benefits to dependents until age 26 – will be enacted in September.

Insurance industry watchers believe reform will not result in a significant reduction in medical costs in the short term. But programs in both the public and private sector that encourage workers to eat healthy, exercise and avoid smoking will ultimately bear fruit by reducing chronic, expensive conditions such as diabetes, heart disease and high blood pressure.

‘In the long run, wellness programs will pay off because employees won’t be sick as often.’

— Sally Breingan “Blue Cross Blue Shield has a program in which employees can accumulate wellness points and redeem them for rewards, such as an iPod,” Breingan says. “In the long run, wellness programs will pay off because employees won’t be sick as often.”

Increasingly, personal accountability is viewed as an important factor in containing health care costs.

“People need to accept responsibility for the way they live,” says Harry Daisey, president of Daisey Insurance in Bridgeville. “A healthy lifestyle usually results in fewer medical bills.”

Daisey speaks from personal experience. After he learned he has high cholesterol, he took advantage of free counseling sessions with a nutritionist that are part of his health care plan.

He was able to control his condition without medication.

Instead, Daisey changed his diet, saying “yes” to whole-grain cereal and “no” to eggs over easy. At dinner, he substituted skinless chicken for beef marbled with fat.

As a result, Daisey saved the co-pay he would have spent for a prescription drug. And his insurance carrier saved the portion it would have paid for his medication.

Daisey says some small business owners are finding relief in high-deductible plans. For example, a plan with a $250 deductible might cost $900 per month, while a plan with a $2,000 deductible might be priced at $600 per month.

“It doesn’t take a math whiz to figure out that the premium for the high-deductible plan is $3,600 less, which more than offsets the deductible,” he says.

Still, many businesses continue to struggle in a protracted sour economy and are no longer able to afford even modest plans.

“We see very small businesses – two or three employees – that are considering dropping insurance altogether,” Daisey says. n

*Subject to application and credit approval. © 2010 First Bank of Delaware. Member FDIC.

8

179668 DSCC_JulyAug10.indd 8

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

WSFS6443 SmBusiness_8.5x11.qxp:Layout 1

5/14/10

3:49 PM

Page 1 i ns u r a n c e & financial se r v i c es

Meet the WSFS small business fan club.

WSFS Bank understands the challenges business owners face. We realize that taking care of customers and managing employees leaves little time for developing a banking relationship. Our team of Relationship Managers can help. WSFS customers have relied on our experience, stability and service for 178 years. We have the funding and expertise to help grow your business.

For more information on how we can be of service, please stop by any one of our conveniently located banking offices, call one of our Relationship Managers at 1-877-WSFSBIZ, or visit www.wsfsbank.com.

©2010 Wilmington Savings Fund Society, FSB | Member FDIC

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 9

9

7/7/10 9:58 AM

se r v i c es financial

RISK MANAGEMENT INSURANCE BROKERAGE

&

BENEFITS CONSULTING

i ns u r a n c e

PERSONAL INSURANCE

COMPANIES COMPANIES

COMPANIES COMPANIES

lyonsinsurance.com 10

CC_LYONS_2010_final.indd 1

179668 DSCC_JulyAug10.indd 10

6/4/10 11:13 AM

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

i ns u r a n c e & financial

State Chamber Member Insurance Brokers

se r v i c es

Below is a list of State Chamber member brokers. Contact them today for assistance with insurance for your business. Be sure to ask for a quote on the DSCC Health Care Plan, designed especially for small to medium-sized businesses.

21ST CENTURY INSURANCE

Newark, DE 19713

P.O. Box 215

(302) 658-0218

(302) 995-2247

Montchanin, DE 19710

www.weinerbenefitsgroup.com

Ms. Jaynine Warner

www.bh-insurance.com

(302) 652-4700

3 Beaver Valley Road Wilmington, DE 19803

BROWN & BROWN OF DELAWARE, INC.

www.davisinsurancegroup.com

GIOFFRE BENEFIT SERVICES, INC.

DELAWARE INSURANCE AGENCY

Mr. George Gioffre

Ms. Holly Gorman

AETNA

200 Continental Drive, Suite 402

Mr. William L. Curry

Wilmington, DE 19803

Ms. Christine Coneeny

Newark, DE 19713

400 West 9th Street, Suite 400

(302) 478-1985

1 Beacon Lane

(800) 996-0999

Wilmington, DE 19801

Newark, DE 19711

www.bbinsurance.com

(302) 651-9191

www.aetna.com

CHESAPEAKE INSURANCE ADVISORS

DELMARVA INSURANCE SOLUTIONS

Mr. Richard H. LaPenta

AFLAC INSURANCE-NEWARK

Mr. Mike Buchler

Mr. Irvin Chewning, Jr.

P.O. Box 7210

2701 Kirkwood Highway

8827 Gumboro Rd.

Wilmington, DE 19803

Mr. Michael Riesenberger

Wilmington, DE 19805-4911

Pittsville, MD 21850

(302) 239-2355

11 Cardiff Court East

(302) 366-8500

(410) 835-8805

www.ifs-de.com

Newark, DE 19711

www.thechesapeakecompanies.com DOWNES INSURANCE ASSOCIATES

THE INSURANCE MARKET

Mr. Gary W. Downes

P.O. Box 637, 450 N. Central Ave.

(302) 252-2115

(302) 234-7865

(302) 893-1422

2505 A Concord Pike

INSURANCE & FINANCIAL SERVICES

1523 Concord Pike, Suite 301

Mr. Matthew T. Parker

THE BENEFIT GROUP

CREATIVE FINANCIAL GROUP

Mr. Ron Simmons

Ms. Ginger Weiss

1047 N. Walnut Street

Laurel, DE 19956-0637

254 Chapman Road, Suite 107

3801 Kennett Pike, C-104

Milford, DE 19963

(302) 875-7591

Newark, DE 19702

Greenville, DE 19807

(302) 422-8863

www.insurancechoices.com

(302) 368-9010

(302) 658-9000 www.creativefinancialgroup.com

THE INSURANCE MARKET

BENEFIT SOLUTIONS, INC.

EMPLOYEE BENEFITS SOLUTIONS

DAISEY INSURANCE, INC.

Mr. Michael Geary

1 Chelsea Square

Ms. Susan Amos

Mr. Harry C. Daisey

1200 Pennsylvannia Ave.

Millsboro, DE 19966

P.O. Box 8011

8959 Fruitland Ave.

Wilmington, DE 19806

(302) 934-9006

Newark, DE 19714-8011

Bridgeville, DE 19933

(302) 655-1005

www.insurancechoices.com

(302) 234-8111

(302) 337-9400

www.benefitsolutions-de.com

www.daiseyinsurance.com

GEORGE J. WEINER ASSOCIATES

INTEGRATED BENEFITS, INC.

BRAMHALL & HITCHEN, INC.

DAVIS INSURANCE GROUP, INC.

Mr. Donald T. Fulton, CLU

Ms. Karen Stewart

Red Clay Center at Little Falls

1031 Liberty Road, Suite 201

Ms. Laura Hitchens

Mr. William H. Davis, Jr.

2961 Centerville Road, Suite 300

Wilmington, DE 19804

121 Continental Drive, Suite 110

Rt. 100 & Rockland Rd., Suite M

Wilmington, DE 19808

(302) 633-4717

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 11

Mr. Stephen M. Hartstein

11

7/7/10 9:58 AM

se r v i c es

JLI ASSOCIATES, INC.

(302) 658-5508

Ms. Sally Breingan

www.lyonsinsurance.com

67 Christiana Road

Mr. Scott Foltz, CPCU

(302) 328-1888 www.thegoodagency.com

Concordville, PA 19331

M INSURANCE SERVICES

625 S. DuPont Hwy., Suite 101

(302) 379-1252

Ms. Katie Floyd

P.O. Box 756

New Castle, DE 19720

Dover, DE 19901

Dagsboro, DE 19939

(302) 674-3100

SELECT FINANCIAL GROUP

Mr. Scott P. Yerkes

(302) 732-6655

www.pfisterinsurance.biz

Mr. Andrew R. Sammons

1300 N. Grant Avenue, Suite 210

www.minsuranceservices.com

&

32183 Dupont Blvd., Unit 9 K.T.& D., INC.

Wilmington, DE 19806

i ns u r a n c e

financial

P.O. Box 38

PFISTER INSURANCE, INC.

(302) 429-8500

MARSH USA, INC.

www.KTD-ins.com

Mr. Steven J. Russell 1201 Market Street, Suite 500

KELLY BENEFIT STRATEGIES

Wilmington, DE 19801

Mr. Jason J. Danner

www.jhmarshmc.com

(302) 888-4310

1201 North Orange St., 11th Floor Wilmington, DE 19801 (302) 655-6310

MERCER HEALTH & BENEFITS

www.kaig.com

Mr. Mark Mossman 1201 N. Market Street, Suite 500

KING CROP INSURANCE AGENCY

Ms. Jackie King 600 E. Market St. Georgetown, DE 19947 (302) 855-0800 KISTLER TIFFANY BENEFITS

Mr. Kevin P. Conners 2 Mill Road, Suite 206 Wilmington, DE 19806 (302) 425-5010

Wilmington, DE 19801 (302) 888-4300 www.mercerhr.com METLIFE - DELMAR AGENCY

11 Bay Street Easton, MD 21601

Ms. Debbie Short

POLAND & SULLIVAN INS., INC.

Mr. John Yasik 106 Haines Street

Mr. Andrew Cousins

Wilmington, DE 19809

1154 South Governor’s Avenue

(302) 633-4100

Dover, DE 19904 NEW CASTLE INSURANCE

Mrs. Sandra L. Keele

Seaford, DE 19973 (302) 629-0999 STATE FARM – JACK LEWIS AGENCY

(302) 738-3535

Mr. Jack Lewis

www.poland-sullivan.com

2018 Naamans Rd.

POTOMAC TITLE CORPORATION

Mr. David A. Henken

(540) 948-6630

906 Highland Ave.

133 N. Cannon Street

Newark, DE 19711

Madison, VA 22727

MID-ATLANTIC BROKERS

www.selectfinancial.us

www.pioneer-insurance.com

Newark, DE 19713 www.metlife.com

(302) 424-7777

SHORT INSURANCE ASSOCIATES

111 Continental Drive, Suite 305 (302) 781-1058

Milford, DE 19963

(410) 820-8844

P.O. Box 1202

Mr. Dennis C. Drake

www.lwinsurance.com

Mr. Gregory Frankos

Mr. William Denzer, MBA

L & W INSURANCE AGENCY, INC.

(302) 674-3500

556 S. DuPont Hwy., Suite G PIONEER INSURANCE AGENCY, INC.

Wilmington, DE 19810 (302) 475-2010 STATE FARM INSURANCE COMPANIES

Mr. Bryan M. Cochran 3540 Old Capital Trail

PROPERTY CASUALTY INSURERS

Mr. Richard M. Stokes 28 West State Street, Suite 719 Trenton, NJ 08608 (609) 396-9601

Wilmington, DE 19808 (302) 995-0362 STATE FARM – CHRIS HAIST AGENCY

Mr. Chris S. Haist 5301 Limestone Road, Suite 124

RM ASSOCIATES

Wilmington, DE 19808

Ms. Revonda J. Moody

(302) 234-1116

15 Sixth Avenue Wilmington, DE 19805 (302) 777-5752

STILL INSURANCE AGENCY

LIBERTY MUTUAL INSURANCE

621 Delaware Street

Mr. Douglas Waltz

(302) 328-6111

ROCKWELL ASSOCIATES

Dover, DE 19904

131 Continental Drive, Suite 108

www.newcastleinsure.com

Mr. Richard H. Rockwell II

(302) 734-4448

Brandywine Plaza West,

www.stillinsuranceagency.com

New Castle, DE 19720

Newark, DE 19713

www.rm-associates.net

Mr. John C. Still 872-C Walker Road

(302) 369-9904

NUCLEAR ELECTRIC INSURANCE

LYONS COMPANIES

Mr. Richard White

Mr. David F. Lyons

1201 Market Street, Suite 1200

Delaware Corporate Center,

Wilmington, DE 19801 (302) 888-3000

S.T. GOOD INSURANCE, INC.

900 Philadelphia Pike

One Righter Pkwy., Suite 110 Wilmington, DE 19803

www.nmlneil.com

Mr. Jeffrey E. Good

(302) 764-1000

12

179668 DSCC_JulyAug10.indd 12

1521 Concord Pike, Suite 305 Wilmington, DE 19803 (302) 655-7151

THOMAS J. HORNUNG & ASSOC.

Mr. Thomas J. Hornung Wilmington, DE 19809

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

Wilmington, DE 19801

Ms. Marty Varone

www.zutzgroup.com

1816 West 4th St.

WILMINGTON INSURANCE COMPANY

Mr. Daniel Koch

Beyond audits and tax returns, McBride Shopa &

1313 North Market Street,

Company, P.A., delivers personalized service from

Mr. Seth Costello

Hercules Plaza, Suite 3230 SW

professionals who understand your business and can

P.O. Box 1174, 20220 Coastal Highway

Wilmington, DE 19801 (302) 655-0800

provide you with your next steps for growth.

Rehoboth Beach, DE 19971

WILLIAMS INSURANCE AGENCY, INC.

www.williamsagency.com WILLIAMS INSURANCE AGENCY, INC.

Mr. Anthony DiMarzo 4543 Mermaid-Stoney Batter Rd., Suite B, P.O. Box 1240 Hockessin, DE 19707

Profitability Solutions

Mr. Thomas R. Wyshock

Business Valuation

2702 Capitol Trail, Kirkwood Highway

Retirement Planning

Newark, DE 19711

Personnel Outsourcing

(302) 995-6000

Wealth Management

(302) 239-5500

YERGEY INSURANCE AGENCY

www.williamsagency.com

Mr. Robert A. Yergey

WILLIS OF DELAWARE, INC.

Individual & Business Tax Preparation

WYSHOCK & ASSOCIATES, INC.

se r v i c es

(302) 227-2501

financial

(302) 655-3331

(302) 658-8000

&

Wilmington, DE 19801

i ns u r a n c e

VARONE INSURANCE/ FINANCIAL

7420 Heritage Village Plz., Suite 101 Gainesville, VA 20155-3081

Ms. Joyce Zutz

(571) 248-6665

300 Delaware Ave.,16th Floor

www.yergeyins.com n

Litigation Support IT Solutions Rehoboth, DE 302-227-4872 Wilmington, DE 302-656-5500 mcbrideshopa.com

A Pledge to Serve You. A Plan to Suit You. Hockessin, Delaware l 302-658-0100 West Chester, Pennsylvania l 610-696-2394

www.arthurhall.com D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 13

13

7/7/10 9:58 AM

se r v i c es financial & i ns u r a n c e

A New Day for Business Borrowing

By Larry Nagengast

B

ankers and business owners of a certain age remember the days when they could hammer out the details of a loan over lunch and the business owner could pick up the check the next morning.

Those types of deals, all predicated on a business having a healthy relationship of 10 years or more with its bank, “don’t exist anymore,” says Katie Wilkinson, vice president of Delaware commercial banking and dealer finance at Wilmington Trust Company.

Operating in an economic landscape in which the terrain has been altered dramatically in the last two years, businesses can still secure loans, but they’ll have to do more heavy lifting than they’ve been accustomed to handling, Delaware financial experts say.

With federal regulators giving increasing scrutiny to banks that have underperforming loan portfolios, lending officers at all banks are not only defending their existing portfolios but also looking more carefully at requests from prospective borrowers, Wilkinson says.

Ralph Citino, senior vice president for small business lending at WSFS Bank, says he’s noticed that small businesses

14

179668 DSCC_JulyAug10.indd 14

that would likely qualify for additional financing are being more cautious in their borrowing. Meanwhile, Wilkinson says she’s seen more requests from “noncredit-worthy borrowers,” often companies that had been using high-interest credit cards or had financed equipment purchases through their suppliers.

“Part of this is a natural cycle,” adds Jayne Armstrong, Delaware district director of the U.S. Small Business Administration (SBA). “Banks may have cut credit lines. Sales are down. If you don’t have the sales to justify a loan, you’re not going to qualify. That’s the harsh reality.”

Bankers emphasize their lending standards haven’t changed, but regulatory pressures are forcing them to do more work verifying that borrowers do meet those standards. And borrowers, unaccustomed to seeking financing in a down economy, can be overwhelmed by the work involved in documenting their qualifications.

“I don’t know any bank that’s offering financing now without seeing a business plan,” Armstrong says.

However, “some small businesses don’t have the expertise or resources to put one together,” Wilkinson notes.

In addition to completing the basic loan application and

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

se r v i c es

• Be clear: How much money do you need? What is the purpose of the loan? How will you use the proceeds? How do you intend to pay it back? What will you pledge as collateral?

• Have your paperwork in order: Tax returns; annual and interim financial statements; business plan projections; agings on accounts receivable and payable.

• Have reasonable expectations: Allow appropriate time for the request to be considered, underwritten and approved; be prepared for requests for additional information.

• “Cash is king:” Ability to repay will weigh more heavily than collateral in the decision process.

• Be willing to do the heavy lifting: Be prepared if the bank offers options or requests additional documentation or forms.

Source: Katie Wilkinson, Wilmington Trust

financial

for a loan request.

“We try to guide them in the right direction,” he says.

“Sometimes that guiding means we have to say no.”

These days, the reason banks most often turn down a loan application is because the borrower can’t demonstrate the ability to repay the loan. While collateral is important as well as having both business and personal finances in order, “cash flow is most important,” Citino says. “We don’t want to take the collateral.”

But banks typically don’t say no to their clients until they’ve explored options beyond conventional financing.

“They’ll turn to SBA if there’s a collateral shortfall, if it’s a startup, or if the owner could benefit from longer repayment terms than the bank can offer,” Armstrong says. Businesses pay higher interest rates on loans with SBA guarantees than with regular bank financing.

“An SBA guarantee doesn’t make a bad loan good. The client still has to be credit-worthy and meet all the criteria,” Armstrong says. “But it is another option in the bank’s toolbox for financing startups or existing businesses.”

In addition to SBA programs, another attractive borrowing option is the state’s Small Business LIFT (Limited Investment for Financial Traction) program.

“We tried to make it simple,” says Stephen Bach, business finance specialist with the Delaware Economic Development Office. “When a business asks about the program, we can say ‘Here’s how it works. That’s all there is to it.’ ” How simple? To qualify, a company must have been in busi-

&

Here are some suggestions on how to prepare

i ns u r a n c e

presenting a business plan, existing businesses should be prepared to provide financial statements for the past three years.

New businesses will need a projected balance sheet and income statement. Banks will request additional documentation that includes listings of collateral and in most cases, personal financial statements and records. (While individual bank requirements may vary, a good source of this information is the SBA Web site, www.sba.gov.)

First-time dealings with banks can be daunting for operators of small businesses, Armstrong acknowledges. While contractors, designers or landscapers might be experts within their professions, their expertise doesn’t naturally carry over into the world of finance. “Small business owners know their businesses,” Citino says. “If there’s a shortfall [in their knowledge], it’s in how they handle their finances.”

SBA does offer services that can help small businesses develop their plans and better understand their finances, Armstrong says. Volunteer counselors at SCORE offer workshops and confidential counseling on starting and managing a business. The Small Business and Technology Development Centers, based at the University of Delaware and Delaware State University, offer management assistance, education programs and other assistance. YWCA Delaware’s Center for Women’s Entrepreneurship, funded in part by SBA, offers similar services, geared primarily to women in business.

And banks, to varying degrees, can also offer support.

“We have always been relationship-oriented [at WSFS],” Citino says. “Small businesses do not have boards of directors. We want them to know that we want to be not only their relationship manager but also their trusted advisor.

Their banker, their attorney, their accountant, their insurance advisor – they should look at us like we’re their board of directors.

Global resources.

A world of possibilities.

Just Around The Corner.

In today's global economy you need a banking partner who not only understands your goals, but who has the resources to make them happen. Together we'll create a financial solution that works for you.

Member FDIC. Citizens Bank is RBS Citizens, N.A. and Citizens Bank of Pennsylvania. 111018

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 15

15

7/7/10 9:58 AM

se r v i c es i ns u r a n c e

&

financial

ness for three years, have three to 50 employees and an existing line of credit with a participating Delaware commercial bank. The maximum loan is $25,000 and the state pays the interest for two years, then the business pays back the state, interest-free, over the next five years.

For example, a business qualifying for a $24,000 loan would receive $1,000 a month, interest-free, for 24 months. Then it would repay the state $400 a month for 60 months.

As of late April, 43 loans had been approved to a diverse group of businesses, including retailers, manufacturers, doctors, dentists, beauticians and construction companies, Bach said. Most are using the funds to keep employees on the payroll or to help cover costs at a time when customers aren’t making payments as promptly as they did in better economic times, he said. The program will accept applications until June 30, 2011.

Whether they’re seeking a conventional loan, or one guaranteed by the SBA or subsidized by the state, business owners must recognize that in a tough economy and a tightened regulatory environment, the rules haven’t changed but the decisions are being made more carefully.

“Sometimes a client will say, ‘getting a loan is tough these days,’” Wilmington Trust’s Wilkinson says. “We say, ‘be clear in your request, be thorough in your paperwork, and have reasonable expectations.’ The recession has strained business owners in many industries, but we continue to lend to qualified borrowers.” n

Untitled-1 1

16

179668 DSCC_JulyAug10.indd 16

5/12/10 3:47 PM

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

i ns u r a n c e & financial se r v i c es

Financial Advisers’ Road to Success

By Larry Nagengast

W

hen he started his second career as a financial adviser, Mike Mullen heard this piece of wisdom from someone who had been in the business for years: “Being a financial adviser is the worst $30,000 a year job, but it’s the greatest $300,000 a year job.”

The reasoning underlying that sage description is quite simple, Mullen explains. “The first couple of years, you really have to slog it out. But if you build your base successfully, you’ll do very well because so much of your business is recurring over time.”

While the quality of a financial professional’s planning and advice will ultimately determine his success, at the start, nothing is more important than building a roster of clients.

The key to building that list, advisers agree, is networking, networking, networking.

“From the beginning, I’ve operated almost exclusively from a referral base, working with existing clients, getting referrals from them and continuing to build,” says Donald T. Fulton, managing partner at George J. Weiner Associates in Wilmington.

Mullen, now an adviser at Donnelly Steen & Co. in Wilmington, got started by reaching out to many of the people

D e l awa r e

B u s i n e s s July / Aug u st 2010

179668 DSCC_JulyAug10.indd 17

he knew while working for 17 years as a lawyer with MBNA. “Like me, a lot of them were moving around [into new jobs],” and employment changes often lead to questions about handling retirement investments and maintaining adequate life insurance coverage, he says.

Both Mullen, and Nick Hoeschel who joined Rockwell Associates a year ago, take advantage of multiple networking opportunities, including those offered by the Delaware State Chamber of Commerce. Hoeschel joined the Chamber’s Young Executives group and its Ambassadors Committee, giving him the opportunity to advance the Chamber’s mission while meeting executives who might someday become clients.

Fulton, Mullen and Hoeschel all say they’ve made contacts with prospective clients through their community involvement. “Join groups geared toward a higher purpose, not just for building business,” Hoeschel says.

Fulton joined a Rotary Club and serves on several nonprofit boards. Mullen joined the Delaware Technology Forum, a group of information technology and medical technology professionals, and Hoeschel joined the Delaware Saengerbund, a club that promotes German culture.

17

7/7/10 9:58 AM

se r v i c es

“I’ve gotten involved in organizations because I believed in their mission,

financial

not because I thought of it as a prospecting source. That said, I do a lot of business from contacts I’ve made in those organizations.”

i ns u r a n c e

&

“I’ve gotten involved in organizations because I believed in their mission, not because I thought of it as a prospecting source. That said, I do a lot of business from contacts I’ve made in those organizations,” Fulton says.

All three engage in some online networking. Fulton has renewed some old contacts through the LinkedIn service. Mullen has used LinkedIn to locate some former MBNA colleagues and a few have become clients. Hoeschel does some networking through Facebook, sometimes contacting online friends who have posted news of a marriage, birth or a new job — all indicators that they might be in the market for some financial services.

Cold-calling is out, they say, and so is writing letters to people whose promotion or wedding has just gotten some newspaper publicity. “I did it [letter writing] for a while, and ended up getting one new client. For the amount of effort required, it was not really efficient,” Mullen says.

Newcomers to the financial services industry should read as much as they can and be prepared to take continuing education classes regularly.

Sinc

e 19 3 9

Advancing Tradition since 1939 Providing complete Tax, Audit and Accounting Services in Delaware for: • Individuals and Families • Small Businesses • Corporations • Non-profit Organizations Find out how we can put our experience to work for you!

Coverrossiter.com

www.

— Donald T. Fulton

For Fulton, the Wall Street Journal is required reading but he relies on the Internet, too. “All professional organizations in the industry have Web sites, with amazing resources on their internal Web sites and through links. You can go anywhere on the major industry Web sites and can get more information than you can possibly use,” he says.

Mullen recommends four trade publications: Financial Advisor, Research, Boomer Market Advisor and Registered Representative.

Hoeschel subscribes to Financial Advisor and several other publications, and scours the Internet for industry news.

Training comes in various forms and is essential to success, the advisers say.

At Rockwell Associates, an associate development adviser conducts weekly education sessions with newer employees, Hoeschel says.

Industry groups and higher education institutions, including the University of Delaware, offer classes on campus, online or through self-study, Mullen says.

“When you’re dealing with their finances, people want someone they perceive as proficient in the industry. An advanced degree and other credentialing reflect that proficiency,” Fulton says.

Earning new credentials does far more than adding a few client-impressing initials after your name.

“As much as the industry changes, if you’re not continuing your education, the industry will pass you by very, very quickly,” Fulton says. n Since they’re in the business of giving advice, Delaware Business asked three financial advisers with varying levels of experience for the most important tip they would give someone starting out in the industry. Here’s what they said.

• Donald T. Fulton, George J. Weiner & Associates, 30 years: “Love what you do. Those who fail, view the industry as an opportunity to do well financially, but don’t really like what they’re doing. You’ve got to like the biz before you can do well in it.”

• Mike Mullen, Donnelly Steen & Co., 4 years: “Figure out what you want to do. Set up a daily, weekly, monthly tracker to execute the plan.

Stick to it. Track your activity so you know you’re reaching your goals.”

• Nick Hoeschel, Rockwell Associates, 1 year: “Position yourself within a firm that gives you the freedom to put the client first, to work with whatever investment is best for the client.”

Certified Public Accountants & Advisors 62 Rockford Road • Wilmington, DE 19806 • (302) 656-6632

18

179668 DSCC_JulyAug10.indd 18

July / Aug u st 2010 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

2010 Restaurant, Meeting and Banquet Guide

abcdefg

Restaurant, Meeting & Banquet Guide

2010

The Delaware State Chamber of Commerce’s Restaurant, Meeting and Banquet Guide is a one-stop resource for planning an event.

This guide is also available on www.dscc.com.

D e l awa r e

B u s i n e s s July / Aug u st 2010

179668 DSCC_JulyAug10.indd 19

19

7/7/10 9:58 AM

2010 Restaurant, Meeting and Banquet Guide

HOTELS – NEW CASTLE COUNTY Best Western Brandywine Valley

Fax: (302) 428-1440 E-mail: sales@clarionbelle.com Web site: www.ClarionBelle.com

1807 Concord Pike, Wilmington

Courtyard by Marriott

Outstanding hotel accommodations, state-of-theart video conferencing, an executive meeting center and more. Expect the highest degree of hospitality and service for your business needs. Also, State Chamber members will receive a 10 percent discount.

This Courtyard by Marriott has two meeting rooms, both 25 feet by 26 feet. Hotel staff is able to accommodate all meeting needs, including audiovisual equipment. The on-site restaurant can provide breakfast and lunch for meetings. A professional and courteous staff is eagerly waiting to provide all guests with outstanding service.

Meeting room capacity: 40 theater-style, 20 conferencestyle and 24 classroom-style.

Contact: Mary Taylor and Joanna Perkowska Phone: (302) 658-4531 Fax: (302) 656-8564 E-mail: manager@brandywine inn.com Web site: www.brandywineinn.com

Clarion Hotel - The Belle 1612 North DuPont Hwy., New Castle

Southern hospitality, with the ideal blend of modern elegance and classic charm, just minutes south of Wilmington. 125 beautifully appointed guest rooms and suites. All guest rooms appointed with refrigerator/microwave, coffee maker, alarm clock with mp3 connectivity, whirlpool suites, two-room suites, handicapped accessible and pet-friendly accommodations.

Complimentary continental breakfast, free WIFI and parking, fitness and business center, Augusta Grille & Lounge, room service.

8500-square-feet of flexible meeting and banquet facilities from 10 – 600. Built in projection and screen, free high speed Internet throughout hotel and tele-conferencing Contact: Ginny Schatzman Phone: (302) 428-1000

20

179668 DSCC_JulyAug10.indd 20

48 Geoffrey Drive, Newark

Contact: Sales Department Phone: (866) 815-9736 Fax: (302) 456-3824 Web site: www.marriott.com/ilgwc

Courtyard by Marriott Newark – University of Delaware 400 Pencader Way, Newark

Working with the School of Hotel, Restaurant, and Institutional Management and University of Delaware Conference Services, the Courtyard by Marriott is the ideal environment to discover, experience and enjoy welcoming accommodations.

The hotel’s 126 guest rooms, with complimentary highspeed Internet, can serve as a group headquarters. Working cooperatively with other first-class Newark-area hotels, the hotel can provide up to 700 group rooms for your event.

The adjoining Clayton Hall Conference Center’s 40,000 square feet of meeting space includes 21 meeting rooms and a 500 seat auditorium. A 7,000-square-foot ballroom

accommodates 500 banquetstyle or 450 classroom-style.

Additional services include video conferencing, high-speed Internet access and exhibit capabilities.

Contact: Bill Sullivan Phone: (302) 391-2261 Fax: (302) 737-0990 E-mail: billsull@udel.edu Web site: www.udel.edu/hotel

Doubletree Downtown Wilmington 700 N. King Street, Wilmington

Full catering and banquet facilities available.

Contact: Eric Chapman Phone: (302) 661-4316 Fax: (302) 429-5979 E-mail: eric.chapman3@hilton.com Web site: www.wilmingtondowntown. doubletree.com

Days Inn 900 Churchman’s Rd., Newark

The newly-renovated, threestory property is conveniently located off I-95 at exit 4B. Complimentary continental breakfast available and in-room coffee makers are offered.

Several restaurants are within walking distance. An on-site classroom seats up to 50 people.

Contact: Anupe Patel Phone: (302) 368-2400 Fax: (302) 731-8620 E-mail: daysinndos@yahoo.com Web site: www.daysinn.com

Days Inn Wilmington 5209 Concord Pike, Wilmington

Doubletree Hotel – Wilmington 4727 Concord Pike, Wilmington

More than 11,000 square feet of meeting and function space on two levels makes Doubletree Wilmington ideal for any size group. The Concord Ballroom can accommodate up to 350 guests for banquet seating and 600 for a reception. The Canterbury Ballroom can hold up to 300 for a reception or up to 200 for banquet seating.

Eight breakout rooms will accommodate up to 50 people.

Doubletree Wilmington’s expert planning and catering staff can customize menus and special touches to make every occasion successfully memorable.

Days Inn Wilmington is located in the heart of the Brandywine Valley, near all area attractions. There are 96 spacious rooms with a microwave, refrigerator and high-speed Internet. Rooms include a complimentary continental breakfast with a hot waffle bar.

Contact: Shireen Kline Phone: (302) 478-6000 Fax: (302) 478-6049 E-mail: Shireen.Kline@hilton.com Web site: www. doubletreewilmington.com

Contact: Pearson L. Williams Phone: (302) 478-0300 Fax: (302) 478-2401 E-mail: daysinnwilm@comcast.net Web site: www. mydaysinnwilmington.com

640 South College Ave., Newark

Homewood Suites

by Hilton

The Caesar Rodney executive meeting room is a warm and intimate setting that is 480 square feet and accommodates

July / Aug u st 2010 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

2010 Restaurant, Meeting and Banquet Guide

abcdefg

up to 40 people. It also includes on-site catering.

Contact: Zach Black Phone: (302) 453-9700 Fax: (302) 453-9600 Web site: www.newarkwilmington. homewoodsuites.com

Howard Johnson Inn & Suites 1119 S. College Ave., Newark

The newly-renovated Howard Johnson Inn & Suites furnishes four different banquet rooms for its guests. The Garden Room is cozy for up to 20 people. The Iron Hill Room is perfect for meetings of up to 30 people.

The Constitution and Polly Drummond Rooms seat up to 50 people each or 100 when combined. All of the rooms are quaint and inexpensive.

Meeting room discounts are available to guests of the hotel.

Contact: Kirsten Bradley Phone: (302) 368-8521 Fax: (302) 368-9868 E-mail: hojonewarkdos@yahoo.com Web site: www.hojonewark.com

Sheraton Suites Wilmington 422 Delaware Ave., Wilmington

This all-suite upscale hotel is conveniently located in downtown Wilmington.

Facilities include a restaurant, bar, gift shop, business center, indoor pool and sauna, fitness center and Club Suites. Flexible meeting space is perfect for both corporate meetings and social events. A state-of-the-art Legal Center is available for trial teams and high-speed Internet access is available in all suites and meeting rooms.

Contact: Sales Department Phone: (302) 576-8000

D e l awa r e

The Hotel du Pont’s Gold Ballroom holds up to 500 people. Photo provided by the Hotel du Pont

Hotels – New Castle County Hotel du Pont 11th and Market Streets, Wilmington

Noted for its European distinction, the Hotel du Pont contains 217 guest rooms and several first-rate restaurants, as well as 30 conference rooms with more than 30,000 square feet of available meeting space. There are two self-contained conference areas, each with its own individual style: the traditional Executive Conference Center with five dark-paneled rooms (one seating up to 60) and the Conference Center, more contemporary in feeling, with 11 rooms, the largest holding 120. Both have their own registration and dining areas. The French neo-classic Gold Ballroom will hold groups up to 500. The Business Center provides any needed printing and faxing. All guest rooms have four telephones and dual phone lines. The Hotel du Pont also offers amenities such as 24-hour room service, complimentary shoe shines and concierge service.

Contact: The Sales Office Phone: (302) 594-3100 or (800) 441-9019 Fax: (302) 594-3108 Web site: www.hoteldupont.com Fax: (302) 576-8010 Web site: www.sheraton.com/ suiteswilmington

HOTELS – KENT COUNTY Hampton Inn-Dover 1568 N. DuPont Highway, Dover Phone: (302) 736-3500 Fax: (302) 736-6402

B u s i n e s s July / Aug u st 2010

179668 DSCC_JulyAug10.indd 21

Hilton Garden Inn 1706 N. DuPont Highway, Dover

The Hilton Garden Inn has 95 guest rooms and 1,800 square feet of meeting space. A full complement of AV services, including wireless Internet access, is available. The business center has 24-hour access. A full-service restaurant and indoor pool with Jacuzzi complete the picture. The

professional staff is ready to help you create a successful meeting.

Contact: Ann M. Brown Phone: (302) 757-0600 E-mail: Ann.Brown@Hilton.com Web site: www.Hilton.com

Residence Inn by Marriott Dover 600 Jeffric Blvd., Dover

When every detail must be perfect, guests can count on

21

7/7/10 9:58 AM

2010 Restaurant, Meeting and Banquet Guide

Residence Inn’s advanced facilities and expert meeting professionals to deliver a productive and successful outcome. Two meeting rooms, 697 square feet of total meeting space, on-site meeting rooms ideal for small groups of 15-50 people and AV can be accommodated.

Phone: (302) 677-0777 Fax: (302) 672-8017 Web site: www.marriott.com/ default.mi

Sheraton Dover Hotel 1570 North DuPont Highway, Dover

The Sheraton Dover Hotel is the perfect place to hold a meeting. Flexible meeting rooms with state of the art audio and visual that can seat 10 to 1,000 people. Contact one of the talented hospitality professionals to assist in planning your event.

Accommodations including audio and visual technology equipment, the staff of professionals, menu options and a 21,000-square-foot facility, The Sheraton Dover’s new spacious rooms will provide a large gathering the ultimate satisfaction when it comes to doing business.

Phone: (302) 678-8500 Fax: (302) 678-0107 Web site: www.sheratondover.com

HOTELS – SUSSEX COUNTY Atlantic Sands Hotel & Conference Center 101 North Boardwalk, Rehoboth Beach

The Atlantic Sands Hotel & Conference Center is located directly on the Atlantic Ocean, in quaint, downtown Rehoboth

22

179668 DSCC_JulyAug10.indd 22

Beach. The Atlantic Sand’s personal, professional staff and excellent cuisine will surely make a special event, corporate function or convention one to remember. The Swan Ballroom features 3,300 square feet of banquet space with floor-toceiling windows boasting a beautiful ocean view and can accommodate a banquet of up to 300 guests. In addition, the Atlantic Sands offers state-ofthe-art audio visual equipment and a variety of smaller function spaces for groups of 40 to 70 attendees. The 179 luxuriously appointed guest rooms and suites offer such amenities as complimentary wireless Internet, in-house coffee shop, restaurant and bar, room service, full-service salon, outdoor pool, Tiki Bar and free parking. Make sure to stay in one of the newly renovated Ambassador or Ocean Front rooms. Capacity: 300.

Contact: Courtney Lankford Phone: (302) 227-2511, ext. 295 Fax: (302) 227-5574 E-mail: courtney.lankford@ gmail.com Web site: www.atlanticsands hotel.com

a successful conference or social gathering. Banquet/meeting room capacity for 10 to 100 people is available.

Contact: Chad Moore Phone: (302) 227-5800 Fax: (302) 227-0323 E-mail: chadmoore@thebellmoor.com Web site: www.thebellmoor.com

Best Western Gold Leaf 1400 Highway One, Dewey Beach

Located in the ocean block between the beach and Rehoboth Bay, the Best Western Gold Leaf Hotel offers vacationers and business travelers affordable packages and value rates. Deluxe accommodations include 76 king and double rooms with ocean and/or bay-view balconies. Schedule a meeting or reception for groups of up to 150 in the multi-conferencing facilities.

Contact: Sami Awayes Phone: (302) 226-1100 Fax: (302) 226-9785 Web site: www. bestwesterngoldleaf.com

The Bellmoor Inn & Spa

Boardwalk Plaza Hotel

6 Christian Street, Rehoboth Beach

2 Olive Avenue & the Boardwalk, Rehoboth Beach

Combining modern sophistication with the seaside retreat atmosphere of Rehoboth Beach, the Bellmoor provides the ideal setting for any event.

Conference rooms offer a feeling of warmth, elegance and charm – a perfect environment for any gathering. The Bellmoor also offers the lovely Magnolia Garden and Fountain Courtyard, Rehoboth Beach’s most luxurious outdoor reception space. The professional staff is happy to assist with all aspects of creating

Meet in oceanfront, Victorian elegance at the Boardwalk Plaza Hotel. The oceanfront Kent and Sussex Halls offer state-ofthe-art audio-visual equipment, T1 and wireless Internet and beautiful views of the Atlantic Ocean. Or choose the intimate Plaza Cottage for executivestyle sessions. Groups of up to 110 people will enjoy fullservice meals catered in-house

by Victoria’s Restaurant (open seven days a week, all year, for breakfast, lunch and dinner), the cozy Plaza Pub lounge for

cocktails and light fare, a variety of gracious accommodations and Victorian charm, full-menu room service, a heated spa and AAA Four Diamond award-winning service and hospitality.

Contact: Sales Department Phone: (302) 227-7169 Fax: (302) 227-0561 E-mail: bph@boardwalkplaza.com Web site: www.boardwalkplaza.com

Inn at Canal Square 122 Market Street, Lewes

Located on the water in the heart of the Lewes historic district, the Inn at Canal Square offers 22 guest rooms and two two-bedroom deluxe suites with a magnificent view of the harbor. Two meeting rooms are available, the Waterview Room overlooking the canal and the Parkview Room. Any level of service a meeting or event may require can be accommodated.

Contact: Jesse Burns Phone: (302) 644-3377 Fax: (302) 644-3565 E-mail: innatcanalsquare@ verizon.net Web site: www.theinnatcanal square.com

Lord Baltimore Lodge 16 Baltimore Avenue, Rehoboth Beach Phone: (302) 227-2855

RESTAURANTS – NEW CASTLE COUNTY Big Fish Grill on the Riverfront 720 S. Justison St., Wilmington

Casual fish and steak restaurant.

Private dining room can hold up to 45 people.

July / Aug u st 2010 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

Filingeri Bros, LLC 224 W. Market Street, Newport

Dom’s Pizza and Steaks provides catering for any sized event.

From large meetings to small office parties, Dom’s Pizza and Steaks can customize a menu to fit specific needs. Voted “Best Pie for the Regular Guy” by the News Journal in June 2008.

Contact: Dominick Filingeri Phone: (302) 998-7154 Fax: (302) 998-7254 E-mail: catering@ilovedoms pizza.com Web site: www.ilovedoms pizza.com

Firebirds Restaurant

1616 Delaware Ave., Wilmington

Center Pointe Plaza, 1225 Churchman’s Road, Newark

The Irish Pub & Restaurant winner of “Best Irish Pub” two years in a row. Sports bar and restaurant featuring 23 high-definition televisions.

A wood fired grill. The Red Room holds up to 8 people.

Phone: (302) 654-9700 Fax: (302) 654-0549

Contact: Mike Lieber Phone: (302) 366-7577 Fax: (302) 366-8011 Web site: www. firebirdsrestaurants.com

Web site: www.catherinerooneys.com

Feby’s Fishery

The Green Room at the Hotel du Pont

3701 Lancaster Pike, Wilmington

11th & Market Streets, Wilmington

Feby’s Fishery has been in business for 36 years, has a retail store and an upstairs dining room.

Timeless charm and beauty are reflected in the recent renovations; a combination of new and old with rich wood paneling, gold-leaf ceilings and chic Versace-pattern china.

Service at the Hotel du Pont is exquisitely old-fashioned SD-834 DE Chamber friendly, attentive, gracious6/7/10 and

Contact: Philip DiFebo Phone: (302) 998-9496 Fax: (302) 994-9406 Web site: FebysFishery.com

2010 Restaurant, Meeting and Banquet Guide

Dom’s Pizza & Steaks

C.R. Hooligan’s

abcdefg

Contact: Angela Hasting Phone: (302) 652-3474 Fax: (302) 652-3475 Web site: www.bigfishgrill.com

refined. The Green Room offers American cuisine with a European flair in an elegant atmosphere that is both comfortable and intimate.

Classic dining without the stuffiness, the Green Room features innovative dishes that are certain to please both the most discerning and adventuresome palettes. Enjoy a chef’s tasting menu each evening to broaden your culinary experience.

Contact: Dining Reservations Phone: (302) 594-3154 Fax: (302) 594-3070 Web site: www.hoteldupont.com

Greenery Food Court 1201 N. Market Street, Wilmington

The Greenery Food Court is available in the evenings for 2:55 of PM50 Page 1 in casual groups to 100,

Luxurious overnight accommodations the best steaks in Dover and lavish facilities for gatherings of 15 to 1500.

Everything you want is here for you!

Delaware’s full-service hotel and conference center

1570 N. DuPont Highway • Dover, Delaware • 302-678-8500 www.sheratondover.com

D e l awa r e

B u s i n e s s July / Aug u st 2010

179668 DSCC_JulyAug10.indd 23

23

7/7/10 9:58 AM

2010 Restaurant, Meeting and Banquet Guide

COUNTRY/MEMBERS CLUBS

Phone: (302) 656-TOFU Fax: (302) 656-RICE Web site: www.mikimotos.com

Hartefeld National Golf Club One Hartefeld Drive, Avondale, Pa.

Hartefeld National Golf Club features an award-winning 18-hole, Tom Fazio-designed golf course and the comfortably cool Grille and pub, which is open to the public. Golf memberships are available. It is a destination for expertly planned special events such as weddings, anniversaries, meetings, golf outings, luncheons, dinners and more.

Contact: Jennifer Paterson Phone: (610) 268-8800 Fax: (610) 268-7425 E-mail: Jpaterson@hartefeld.com Web site: www.hartefeld.com

Newport Restaurant 601 Newport Pike, Newport

For 25 years, Newport Restaurant, located in Greystone Plaza, has served breakfast, lunch and dinner.

The restaurant offers delicious homemade chicken croquettes and crab cakes. Newport Restaurant is a casual, family restaurant.

Contact: Maria Perdikis Phone: (302) 998-1073

Potstickers Asian Grille Hartefeld National Golf Club’s lush green landscape is a great background to an event.

Photo provided by Hartefeld National Golf Club

dining rooms overlooking the city. Off-site catering is available as well. Personalized menus and service for corporate and private events for more than 26 years.

Contact: Craig and Patti Trostle Phone: (302) 652-1426 Fax: (302) 652-0811 E-mail: info@greenerycaterers.com Web site: www.greenery caterers.com

Hibachi Sushi and Supreme Buffet, Inc. 429 South Walnut Street, Wilmington Phone: (302) 658-8580 Fax: (302) 658-8581

Melting Pot 1601 Concord Pike, Wilmington

Serving the community for more than 38 years, Gallucio’s offers the best dining deal in Trolley Square. Enjoy traditional Italian fare along with the best fresh-dough pizza in town in a warm and friendly neighborhood setting.

Fondue is a fun and interactive dining experience – and for more than three decades, The Melting Pot has defined the niche across the American dining scene. At The Melting Pot, fondue truly becomes a memorable fourcourse dining experience where patrons can dip into something different – and discover all the ingredients for a unique dining experience including a relaxed atmosphere, private tables, attentive service, fine wines and signature fondue dinners.

Phone: (302) 655-3689 Fax: (302) 655-9120

Contact: Brad Oberholzer Phone: (302) 652-6358

Gallucio’s Restaurant & Pub 1709 Lovering Avenue, Wilmington

24

179668 DSCC_JulyAug10.indd 24

Fax: (302) 652-8101 Web site: www.meltingpot.com

Mikimotos Asian Grill & Sushi Bar 1212 Washington Street, Wilmington

The sophisticated urban decor enhances the Pacific Riminspired cuisine. A chic 24-seat round sushi bar embraces the freshest seafood available. Many sushi rolls are original recipes and clever takes on area favorites, including smoked salmon and cream cheese. The creative kitchen menu carries hints of India, Thailand, China and Indonesia. New York strip steak and filet mignon satisfy landlubbers. Savor rare sake selections or cocktails at the cosmopolitan bar. Catering menu available. A meeting/ banquet room is available next door at the Washington Street Ale House for events of 20 to 150 people.

Centre Point Plaza II 1247 New Churchman’s Road, Newark Phone: (302) 731-0188 Fax: (302) 731-9188

Presto!

1204 Washington Street, Wilmington Phone: (302) 777-3786 Fax: (302) 658-9950

The Spare Rib Express at Bowlerama 3031 New Castle Ave., New Castle

The Spare Rib Express is a carryout/restaurant facility located at Bowlerama with a full bar featuring 10 large plasma TVs. It specializes in restaurant food at carryout pricing and also provides delivery to cater office meetings. Meeting capacity: 75 people.

Contact: Anthony Georgette Phone: (302) 655-7427 Fax: (302) 655-2080 E-mail: thesparerib@comcast.net Web site: www.spareribx.com

July / Aug u st 2010 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

2010 Restaurant, Meeting and Banquet Guide

abcdefg

Toscana Kitchen + Bar 1412 N. DuPont St., Wilmington

Casual dining, lively entertainment, award-winning wine selection and the latest in Italian cuisine.

Contact: John Narvaez Phone: (302) 654-8001 Fax: (302) 654-8250 E-mail: staff@bigchefguy.com Web site: www.toscanakitchen.com

Washington Street Ale House & Restaurant 1206 Washington Street, Wilmington

History is served along with fine food and handcrafted beer in this restored downtown building. Exposed brick walls, oak floors and a fireplace provide warm ambiance.

Choose from more than 20 beers on tap and an extensive wine and single malt scotch selection. A creative, affordable and inventive menu features everything from sandwiches and pizzas to seafood and steak. A catering menu is also available.

A new banquet space on the second story can host private meetings, cocktail parties, private functions, corporate events, rehearsal dinners, showers and more for 20 to 150 guests. The new space features high ceilings and exposed beams with a contemporary, sophisticated and fun atmosphere and state-of-the-art audio-visual equipment.

Phone: (302) 658-2537 Fax: (302) 658-2755 Web site: www.wsalehouse.com

RESTAURANTS – SUSSEX COUNTY The Buttery Second & Savannah, Lewes

D e l awa r e

White Clay Creek Country Club can accommodate 250 seated guests in an banquet room overlooking the fairway. Photo provided by White Clay Creek Country Club

COUNTRY/MEMBERS CLUBS White Clay Creek Country Club 777 Delaware Park Boulevard, Wilmington

Hold an annual or once-in-a-lifetime event at White Clay Creek Country Club. The spacious Clubhouse overlooks the picturesque fairway and can accommodate 250 seated guests. An experienced banquet team will help you select the perfect food and beverage options to make your occasion a memorable one. Elegant ambiance, coupled with service-oriented professionals, make White Clay Creek the perfect venue. Capacity: 300 seated guests or 250 seated guests with dance floor.

Contact: Banquet Team Phone: (302) 994-2521, ext. 7215 Fax: (302) 892-3129 E-mail: banquetmanagement@delawarepark.com Web site: www.whiteclaycreekcc.com

The Buttery occupies a beautifully restored Victorian home in the heart of Lewes.

The restaurant has been applauded and awarded for excellence in cuisine and service for 16 years. Offering the kind of friendly but professional dining establishment that locals want to call their own but proudly share with visitors. The perfect venue for a special executive retreat! Capacity: 80

B u s i n e s s July / Aug u st 2010

179668 DSCC_JulyAug10.indd 25

Contact: Lisa McDonald Phone: (302) 645-7755 Fax: (302) 644-4909 Web site: www.buttery restaurant.com

Dogfish Head Brewings & Eats 320 Rehoboth Avenue, Rehoboth Beach

Experience craft-brewed ales and spirits made in Delaware and a

brew rub specializing in wood-grilled seafood and steaks.

A casual, fun environment with great food and drinks. Upstairs, a private function room overlooks the distillery. An enclosed deck is also available in the spring, summer and fall. Dogfish is open for lunch and dinner, seven days a week, year round.

Contact: Mariah Calagione Phone: (302) 226-BREW Fax: (302) 226-0792

25

7/7/10 9:58 AM

2010 Restaurant, Meeting and Banquet Guide

COMMUNITY, CONFERENCE & CONVENTION CENTERS Brandywine Executive Center 1521 Concord Pike, Suite 301, Wilmington

Executive office space, shared office space, business identity, meeting space.

Contact: Chuck Boyce Phone: (302) 352-9948 E-mail: chuck@bwecenter.com Web site: www.bewcenter.com

Nicola Pizza 8 North First Street, Rehoboth Beach Phone: (302) 227-6230 Fax: (302) 226-3721

Cavaliers Country Club, the best-kept secret in northern Delaware, is located just off I-95 and 10 minutes south of Wilmington. Golf outings available on Mondays and Thursdays. Banquet and meeting accommodations available for five to 350 people.

Phone: (302) 737-1200 Fax: (302) 737-1212

Second Street Grille 115 W. Second Street, Lewes

Located in the heart of historical Lewes, Second Street Grille takes grille to a whole new level.

Everything is house made and they offer a versatile seasonal menu.

Phone: (302) 644-4121 Fax: (302) 644-0187 Web site: www.secondstreet grille.com

COUNTRY/ MEMBERS CLUBS Cavaliers Country Club 100 Addison Drive, Newark

26

179668 DSCC_JulyAug10.indd 26

Deerfield Golf & Tennis Club

One Kings Creek Circle, Rehoboth Beach

with golf, tennis or an event in White Clay Creek State Park for your next retreat or teambuilding exercise. With spectacular views of the golf course and the park, a meeting at Deerfield is sure to refresh and reinvigorate.

The peaceful setting of the beautifully lush golf course and ample facilities for all your needs has made Kings Creek Country Club a popular destination for all weddings, receptions, meetings and banquets. Able to accommodate parties of nearly any size; staff of food and function specialists can readily make arrangements for indoor or open-air ceremonies.

Contact: Jeffrey Robinson Phone: (302) 368-6640 Fax: (302) 366-0345 E-mail: dfinfo@deerfield golfclub.com Web site: www.deerfield golfclub.com

Contact: Gary Wheeler Phone: (302) 227-7172 Fax: (302) 227-7015 E-mail: gwheeler@ kingscreekcountryclub.com Web site: www. kingscreekcountryclub.com

DuPont Country Club & Brantwyn Estate

Rock Manor Golf Club

507 Thompson Station Road, Newark

The “D” at Deerfield is Delaware’s most unique and memorable meeting, conference and special event destination.

Meetings from 20 to 500 guests can be scheduled in any one of our many meeting rooms. A wide array of rooms from conference rooms to trade-show venues are available for your next special event. Menus from simple breakfast and lunch options to extravagant dinners are available. Conference service packages make planning easy, and any event can be paired

Contact: The Sales Office Phone: (302) 421-1730 Fax: (302) 421-1770

Kings Creek Country Club

The Brandywine Executive Center offers meeting space in Wilmington. Photo provided

by Brandywine Executive Center

E-mail: mariah@dogfish.com Web site: www.dogfish.com

elegant and unique setting for any event. Conference and wedding packages and golf outings are available.

Membership is not a requirement to host events at the Club or Brantwyn.

1001 Rockland Road, Wilmington

Minutes from downtown Wilmington, the DuPont Country Club & Brantwyn Estate offers a variety of meeting and social venues accommodating groups from five to 500. The Clubhouse features two spacious ballrooms, eight banquet rooms and a lovely outdoor terrace. A former du Pont family residence, Brantwyn Estate offers an

1319 Carruthers Lane, Wilmington Phone: (302) 295-1400 E-mail: info@rockmanorgolf.com

The Rookery Golf Club 27052 Broadkill Road, Milton

Inside the Rookery Golf Club is the Blue Heron Grille, a restaurant offering breakfast and lunch every day and dinner on Fridays. The Rookery Golf Club specializes in golf outings, small

July / Aug u st 2010 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

University & Whist Club of Wilmington 805 North Broom Street, Wilmington

The University and Whist Club of Wilmington is known for its quiet elegance and charm. The Club offers first-class service and an award-winning culinary team.

This turn-of-the-century mansion is the perfect setting for a get-together for 10 or 200. The Club is recognized for its longstanding reputation for fine dining and attentive service and can accommodate business meetings, a three-day seminar or a

Contact: Margaret Reilly Phone: (302) 658-5125 Fax: (302) 658-6415 E-mail: mreilly@universtywhist.com Web site: www. universityandwhistclub.com

UNIVERSITIES & COLLEGES The Bob Carpenter Sports/Convocation Center University of Delaware 631 South College Avenue, Newark

The Bob Carpenter Sports/ Convocation Center (BCC) is a 5,000-seat multipurpose facility at the University of Delaware.

The BCC is the home of the Fightin’ Blue Hens men’s and women’s basketball teams. It also serves as a venue for contemporary entertainment for the University and the local community and offers approximately 20,000 square feet of floor space for exhibits, conferences, meetings (capacity 5,000) and banquets (capacity 1,000).

Contact: Domenick Sicilia Phone: (302) 831-4015 Fax: (302) 831-4019 E-mail: dbs@udel.edu Web site: www.udel.edu/bcc

Delaware State University 1200 N. DuPont Highway, Dover

Delaware State University can accommodate one to 1,000 people. The facility is centrally located, includes courteous and friendly service and is handicapped accessible.

Phone: (302) 857-6063 Fax: (302) 857-6080

Delaware Technical & Community College, Conference & Training Centers Dover, Georgetown, Stanton & Wilmington

Experience the best of both worlds – a learning environment grounded in academic tradition, with the finest in hospitality amenities and high-tech meeting facilities. There are four locations, with at least one in each of Delaware’s three counties. Each center offers fully equipped breakout rooms, networked

2010 Restaurant, Meeting and Banquet Guide

Contact: Glenda Adkins Phone: (302) 684-3103 Fax: (302) 684-3389 E-mail: gadkins421@aol.com Web site: www.rookerygolf.com

corporate retreat. Catering is available to the public. With a new menu package, the Club strives to meet all budgetary needs.

Weddings, showers, bar and bat mitzvah and other special events are held at the country club.

Catering director Margaret Reilly will assist in planning an event from the beginning to the end.

abcdefg

receptions and dinner parties.

Capacity: 80 to 100.

Expectations Exceeding Corporate Events for your

Reserve Now for Your Special Event • 5 Star Service • Award Winning Chefs • Private rooms to accommodate 50 to 1000 • International Cuisine • Operated by the Lamberti family 3416 Philadelphia Pike • Claymont, DE 19703

302-792-2600

www.waterfallbanquets.com D e l awa r e

Business Meetings and Conferences, customized floor plans are available to accommodate all types of settings and themes.

B u s i n e s s July / Aug u st 2010

179668 DSCC_JulyAug10.indd 27

Please Call Us Today to Speak to One of Our Banquet Specialists to Learn More About Our Corporate Packages!

27

7/7/10 9:58 AM

2010 Restaurant, Meeting and Banquet Guide

multipurpose computer labs, video conferencing facilities and ample parking at all locations, all less than 20 minutes from any point in Delaware. A team of experienced conference and meeting planners will work with you to develop a flawless meeting that exceeds expectations. Every detail from menu planning to the most sophisticated technology will be handled. Capacity: five to 1,300.

the historic Brandywine Valley.

The 1700s-era stone mansion is a favorite site for weddings and social gatherings. Arsht Hall is supremely designed for mingling and buffets. The building itself is designed in a contemporary style and is full of light, comfort and convenience.

The meeting and banquet room capacity for meetings is 10 to 100, 200 banquet style and 300 for receptions.

Contact: Pat Callahan Phone: (302) 857-1414 Fax: (302) 857-1452 E-mail: pcallaha@dtcc.edu Web site: www.dtcc.edu/ccp

Phone: (302) 573-4401 Fax: (302) 573-4402 Web site: www.udel.edu/conf

Goodstay Center & Arsht Hall University of Delaware 2700 Pennsylvania Avenue, Wilmington

Goodstay Center has the character and charm typical of

corporate meeting. Old-world charm lends itself to a memorable celebration. From the splendor of Immaculata’s campus, with landscaped lawns and gorgeous vista, you will enjoy the ambiance of the ballroom designed in the early 20th century.

Contact: Kathie Baker Phone: (610) 647-4400, ext. 3054 Fax: (610) 647-7635 E-mail: kbaker@immaculata.edu Web site: www.immaculata.edu

1145 West King Road, Malvern, Pa.

A spacious ballroom with an entrance hall and terrace, the Great Hall is a perfect place to hold your wedding, anniversary, birthday celebration or a

Contact: Polly Weir Phone: (302) 831-2214 Fax: (302) 831-2998 E-mail: pweir@udel.edu Web site: www.udel.edu/ conferences

Virden Conference & Retreat Center

John M. Clayton Hall The Great Hall at Immaculata University

include a dedicated conference staff, state-of-the-art audio visual, 7,700 square feet of exhibit area, 22 conference and meeting rooms and a 500-seat auditorium.

University of Delaware New London Road, Newark

University of Delaware 700 Pilottown Road, Lewes

Clayton Hall’s conference facility houses superlative, state-of-the-art facilities and is flexible in accommodating a wide range of conferences, from an intimate gathering for 10 to a full-scale 1,200-person conclave. Clayton Hall features

The University of Delaware’s Virden Center is a full-service conference and retreat facility situated in a quiet secluded setting in historic, seaside Lewes. The Center features comfortably appointed overnight accommodations for

FREE!

The Delaware Drug Card from the Delaware State Chamber of Commerce No application! Everyone qualifies!

Simply take this pre-activated card to your pharmacy for up to 75% discount on all FDA-approved prescription drugs.

FREE Delaware Drug Card instructions: 1. There are no forms to fill out. Simply present the Delaware Drug Card at your pharmacy along with your prescription or refill to receive a discount. Please visit our website www.dscc.com/rxdiscount.htm for the list of available regional and national pharmacies that includes Walgreens, CVS, Target, Walmart, Kmart, Safeway and more.

2.

Print more free cards at www.dscc.com/ rxdiscount.htm

The pharmacy should keep your Delaware Drug Card information on file in their computer system, but please carry it with you in case you need to provide the information again or change pharmacies.

The Delaware Drug Card will provide savings of up to 75% on prescription drugs at over 50,000 pharmacy locations across the country. This card is a point of sale discount plan and does not expire. This program is not insurance.

28

179668 DSCC_JulyAug10.indd 28

July / Aug u st 2010 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

COMMUNITY, CONFERENCE & CONVENTION CENTERS A. Felix duPont Memorial House Retreat and Conference Center 54 Oak Avenue, Rehoboth Beach

Nestled in the Pines section of Rehoboth Beach, Memorial House is operated by the Episcopal Diocese of Delaware as a retreat and conference center for non-profit organizations. It is an ideal location to conduct an off-site meeting, and is available for daily or overnight stays.

Complete catering service is available for meals and refreshments. The house has 30 beds spread throughout 10 bedrooms offering a variety of sleeping arrangements. There are a number of meeting areas to accommodate the entire group and breakouts. The house is located in a quiet oasis two blocks from the beach and four blocks from Rehoboth Avenue.

Contact: Kathy Moore Phone: (302) 656-5441 ext. 105 Fax: (302) 656-7342 E-mail: kathymoore@ dioceseofdelaware.net

Chase Center on the Riverfront 815 Justison Street, Wilmington

D e l awa r e

COMMUNITY, CONFERENCE & CONVENTION CENTERS Waterfall Banquet and Conference Center 3416 Philadelphia Pike, Claymont

This elegant and upscale banquet and conference center offers a spectacular waterfall flowing over the main entrance with traditional and contemporary chandeliers throughout. There are three ballrooms and six meeting-room configurations and a professional culinary staff on premise that offers international cuisine with five-star service. The facility offers free on-site parking and is close to major highways, fine hotels and the Philadelphia International Airport.

Wilmington Area Planning Council (WILMAPCO)

Contact: Lucy Scotto Phone: (302) 792-2600 Fax: (302) 792-0120 E-mail: info@waterfallbanquets.com Web site: www.waterfallbanquets.com

A meeting/conference room is available for public meetings.

Capacity: 45 Contact: Randi Novakoff Phone: 302-737-6205 ext. 111 E-mail: rnovakoff@wilmapco.org Web site: www.wilmapco.org

MUSEUMS Biggs Museum of American Art 406 Federal Street, Dover

The Biggs Museum of American Art houses a personal collection that has

B u s i n e s s July / Aug u st 2010

179668 DSCC_JulyAug10.indd 29

The banquet rooms at the Waterfall Banquet and Conference Center offer configurations to accommodate the size of your group. Photo provided by Waterfall Banquet & Conference Center

Contact: Kerrie Van Horn Phone: (302) 425-3929 ext. 138 Fax: (302) 425-4897 E-mail: info@ centerontheriverfront.com Web site: www. centerontheriverfront.com

850 Library Ave. Suite 100, Newark

2010 Restaurant, Meeting and Banquet Guide

Contact: Jay Taylor Phone: (302) 645-4110 Fax: (302) 645-4113 E-mail: hjtaylor@udel.edu Web site: www.udel.edu/ confrences

The largest special-event facility in the Brandywine Valley for meetings, tradeshows and celebrations, featuring 87,000 square feet of versatile event space. The venue includes spacious meeting rooms, a 266 seat auditorium, dedicated exhibit space and two beautifully appointed ballrooms. The award-winning executive chef’s delectable culinary creations, combined with professional, accommodating service, will elevate your event. The Chase Center is located on Wilmington’s riverfront with ample complimentary parking.

Amenities include a business center, free Wifi access, 24-hour security, and in-house audio visual services. Capacity: 2,400 theater style; 1,600 banquet.

abcdefg

50 people and meeting/dining space for 100-plus people.

been in the making for over half a century. The paintings span 200 years and survey major periods in American art, from colonial portraiture to twentieth-century Impressionism. The furniture and silver represent some of the best Delaware and Philadelphia craftsmen in the Colonial and Federal periods.

The museum has a small space that can be used during non-public hours. Tours of the galleries can be provided.

There is a pantry available, but no kitchen facilities. Meeting/

banquet room capacity: 20 at tables; 30 theater-style; 65 for receptions.

Contact: Linda Danko Phone: (302) 674-2111 Fax: (302) 674-5133 Web site: www.biggsmuseum.org

Rockwood Park and Museum 610 Shipley Road, Wilmington

Rockwood offers newly renovated, state-of the-art meeting facilities, a Victorian

29

7/7/10 9:58 AM

2010 Restaurant, Meeting and Banquet Guide

house museum and Victorian style cafe, historic landscape garden, and a park with more than two miles of lighted walking trails that connect to the Northern Delaware Greenway.

produced more than 150 plays for over one million residents and visitors to its community.

DTC offers rentals of its full stage, apron, gallery/lobby, rehearsal hall and more.

THEATERS

Contact: MaryAnn “MJ” Jones, rentals manager Phone: (302) 594-1104 ext. 251 Fax: (302) 594-1107 E-mail: mjones@delaware theatre.org Web Site: www.delaware theatre.org

Delaware Theatre Company

The DuPont Theatre

Contact: Regina Marini Phone: (302) 761-4342 Fax: (302) 761-1723 E-mail: rockwood@nccde.org Web site: www.rockwoodpark.org

200 Water Street, Wilmington

Founded in 1979, the Delaware Theatre Company (DTC) is the flagship professional theatre in the state and one of Delaware’s largest cultural institutions.

Recognized as the cornerstone in the Brandywine Valley’s rich cultural landscape, DTC has

1007 N. Market St., Wilmington

The DuPont Theatre is among the oldest continually operating theaters in the nation. Located in the luxurious Hotel du Pont, the brightest stars of stage and screen have graced the lovely Victorian stage since 1913. This

1,200-seat theater is the perfect setting for large meetings and events.

Contact: Diana Hunt Phone: (302) 656-4401 or (800) 338-0881 Fax: (302) 594-1437 Web site: www.dupont theatre.com

Fax: (302) 652-5346 E-mail: jbowman@grandopera.org Web site: www.grandopera.org

A LITTLE DIFFERENT Bowlerama 3031 New Castle Ave., New Castle

The Grand is a Victorian opera house which has been meticulously restored to its original grandeur and outfitted to serve Delaware as a performance facility. It includes a 1,190-seat theater, a 300-seat theater and studios with capacities from 16 to 300 people.

Newly renovated in 2008, Bowlerama offers more than 1,000 square feet of meeting space for up to 100 people.

Available for meetings, training, team building, parties and more. A flat-screen TV, DVD, sound system, wireless Internet and ample free parking is available. Bowlerama is handicap accessible. Many packages are available including snacks, food, refreshments, bar and bowling! Capacity: 100.

Contact: Jaime Bowman-Bohn Phone: (302) 658-7897

Contact: Steve Gross Phone: (302) 654-0263

The Grand Opera House 818 North Market Street, Wilmington

everything s ta r t s w i t h t h e v ie w.

Conferences, meetings & Events

The pink hotel on the boardwalk.

30

179668 DSCC_JulyAug10.indd 30

Olive Avenue & the Boardwalk ✦ Rehoboth Beach, DE 19971 (800) 33 BEACH ✦ (302) 227-7169 www.boardwalkplaza.com July / Aug u st 2010 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

300 W. 9th Street , Suite A, Wilmington

The coIN Loft is a shared office space in downtown Wilmington.

It features space for up to 21 different entrepreneurs, freelancers and those who work-at-home. The coIN Loft offers membership much like a gym, except members only pay for what they use. Other amenities include a multi-media conference room, small conference room, a lounge, free wifi and free coffee.

Contact: Steve Roettger Phone: (302) 668-5263 E-mail: coinloftde@gmail.com Web site: thecoinloft.com

Dogfish Head Craft Brewery, Inc. 6 Cannery Village Center, Milton

Free tours of Dogfish Head’s Milton, Delaware, brewery include sampling (only for those of legal drinking age), and a chance to get all beer and merchandise in our on-site gift shop. The tours are fun and give you a chance to get a behindthe-scenes peek at our brewhouse, the cellars (including our 3 huge wooden tanks) and our packaging hall.

Contact: Mariah Calagione Phone: (302) 684-1000 Fax: (302) 226-0792 E-mail: mariah@dogfish.com Web site: www.dogfish.com

Delaware Park Racetrack & Slots 777 Delaware Park Blvd., Wilmington

D e l awa r e

Hold an annual or once-in-alifetime event at one of Delaware Park’s prominent banquet venues. Delaware Park’s elegant and spacious New Castle Room is also available to host a special event. An experienced banquet team will help you select the perfect food and beverage options to make an occasion a memorable one.

Delaware Park offers a smokefree environment, free admission and free parking with shuttle service. Valet service is available for a minimal cost.

Contact: Banquet Office Phone: (302) 994-2521, ext. 7212 Fax: (302) 993-8931 Web site: www.delawarepark.com

The new conference center at Easter Seals can accommodate nearly 100 people. Photo provided by Easter Seals

COMMUNITY, CONFERENCE & CONVENTION CENTERS Easter Seals Conference Center

Junior Achievement of Delaware 522 S. Walnut Street, Wilmington

Junior Achievement’s Experiential Learning Center provides a unique backdrop that is perfect for any type of event. The facility offers more than 13,000 square feet of space and is appropriate for small intimate gatherings or receptions accommodating as many as 200 people. A mini-version of a town can simulate a meeting in a village square, a local bank or a mayor’s office. This one-of-a-kind setting will make any function memorable. State-of-the-art audio/visual equipment includes 14-foot screens for DVD/VHS and PowerPoint presentations, a smart board, Internet access and a computer lab. DirectTV, including satellite radio, is also available.

Contact: Perry Bacon Phone: (302) 654-4510 Fax: (302) 654-0783 E-mail: Perry@JADEL.org Web site: www.delaware.ja.org

B u s i n e s s July / Aug u st 2010

179668 DSCC_JulyAug10.indd 31

2009 Restaurant, 2010 Restaurant, Meeting Meeting and and Banquet Banquet Guide Guide

The coIN Loft

abcdefg

Fax: (302) 654-1564 E-mail: sgross@bowlerama.us Web site: www.bowlerama.us

61 Corporate Circle, New Castle

Easter Seals offers a beautiful, brand-new 1,400-square-foot Conference Center. The Conference Center is conveniently located just off of Commons Boulevard and is perfect for professional trainings, conferences, workshops or meetings.

Depending on seating and table arrangements, this room can accommodate between 65 – 100 people. The Conference Center is fully accessible and includes Internet connection, video connection, a wireless mouse and keyboard, a wireless microphone, a DVD/VHS player, and a speaker phone. The room also has an audio loop for the hearing impaired. Limited food service is available, as are breakout rooms. Parking is free and just steps from the front door. Our rates are very reasonable, and all funds are used to support disability services.

Ask about our Dover and Georgetown locations.

Contact: Nancy Ranalli Phone: 302-324-4444 E-mail: nranalli@esdel.org Web site: http://www.de.easterseals.com

Monster Racing Enterprises, Inc. 26 Starlifter Avenue, Dover

Monster Racing provides an authentic, exciting and safe NASCAR-type driving experience at Dover International Speedway. Both ride-along and driving experience events are conducted from April through October. Our venue provides the

opportunity to tame Dover’s famed “Monster Mile!” Gift certificates, corporate outing, fundraising, team building, and incentive packages are also available.

Contact: Gerry Wright Phone: (800) 468-6946 Fax: (302) 672-9168 E-mail: info@monsterracing.com Web site: www.monsterracing.com

31

7/7/10 9:58 AM

2010 Restaurant, Meeting and Banquet Guide

Web site: www. delawarephotographers.com

Digital Music Express (DMX) 4008 North Dupont Highway, New Castle

Final Focus 301 A Street, Wilmington Contact: Dick Dubroff Phone: (302) 655-7718 Fax: (302) 655-7918 Web site: www.finalfocus.com

Provides background and foreground music.

Phone: (302) 575-1800 Fax: (302) 655-0774

FastSigns Portraits In The Sand 110 White Oak Rd., Rehoboth Beach Contact: David Koster Phone: (302) 226-9226 Web site: www.portraitsin thesand.com

Terence Roberts Photography Inc.

MUSEUMS

109 Warwick Drive, Wilmington

Delaware Art Museum 2301 Kentmere Parkway, Wilmington

The Museum offers indoor and outdoor facilities in a variety of sizes. For Spring 2011 only, the Museum’s large Gallery 10 will be available for rental, perfect for a sit-down event (up to 180 people) or greatly expanded capacity for a reception (up to 400). In addition, the Chihuly Bridge, running along Dale Chihuly’s Persian Window, is appropriate for smaller gatherings. The Museum is available for corporate, non-profit and social event rental.

Tucker Photographic P.O. Box 397, Rockland Contact: Kevin Tucker Phone: (302) 764-8040

Capacity: 250; 400 for Gallery 10 Contact: Liz Derosier Phone: (302) 571-9590 ext. 530 Fax: (302) 571-0220 E-mail: lderosier@delart.org Web site: www.delart.org

PHOTOGRAPHERS

Contact: Terence Roberts Phone: (302) 478-1132 Fax: (302) 478-1161 Web site: www.terenceroberts.com

32428 Curley Drive, Millsboro

Contact: Eric Crossan Phone: (302) 378-1700

Contact: David Koster Phone: (302) 226-9226

Phone: (610) 622-2100 Fax: (610) 622-0773

179668 DSCC_JulyAug10.indd 32

3203 Concord Pike, Wilmington Phone: (302) 479-5686 Fax: (302) 479-5680

Foxfire Printing 750 Dawson Drive, Newark

Foxfire is a full-service, technology-driven marketing solutions company, delivering turnkey solutions for retailers, manufacturers, direct marketers, and service industries.

CATERERS

Delaware Professional Photographers, Inc.

32

FastSigns

404 Industrial Park Drive, Yeadon, Pa.

Offering meeting and event photography for more than 25 years.

479 Blackbird Landing Road, Townsend

Phone: (302) 998-6755 Fax: (302) 998-7542

BSI Exhibits

BSI Exhibits offer designers and builders of tradeshow exhibits (custom, modular, portable systems) and branded environments including complete turnkey show site services and graphic design and production for all types of media.

Crossan Studios LLC

Sign manufacturers that can do one-day service and displays/ exhibits.

Phone: (302) 368-9466 Contact: Seif Hussain E-mail: thussain@foxfire printing.com Web site: www.foxfireprinting.com

SIGNS/EXHIBITS/ AV

Fax: (302) 378-8856 E-mail: eric@ericcrossan.com Web site: www.ericcrossan.com

4577 Kirkwood Highway, Wilmington

Marble Slab Creamery 1215 Churchman’s Road, Newark

From birthday parties to reunions, company picnics to trade shows, office parties and other special events, Marble Slab Creamery can help turn any event into a special occasion.

July / Aug u st 2010 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

610 Shipley Road, Wilmington

The Greenery Caterers are the exclusive caterers at the newly renovated Rockwood Park Carriage House located on the grounds of New Castle County’s Rockwood Park. The Carriage House is designed for both outdoor garden wedding ceremonies, as well as indoor wedding receptions with a fabulous new climate-controlled patio area. In addition to weddings from 60 – 225 people, the Carriage House is also ideal for any social or corporate event of distinction: anniversaries, showers, bereavement gatherings, corporate retreats or business meetings. A state-of-the-art audio visual business room is available, as well as several other meeting rooms. The menus are customized to meet anyone’s budget and culinary desires, and the food is presented in a creative artistic display with hand-carved fruits and vegetables. Capacity: Seated 20-225; Cocktail: 350 Contact: Craig and Patti Trostle Phone: (302) 472-CHEF (2433) Fax: (302) 462-1885 E-mail: ctrostle@greenery caterers.com

ShopRite of Christiana Crossing 501 South Walnut Street, Wilmington Contact: Becky Gilley Phone: (302) 225-6900 x-2030 Fax: (302) 429-1872

Take-a-Break & Contract Food Service Company 413 Eighth Avenue, Wilmington Contact: Alan Blum Phone: (302) 224-9213 Fax: (302) 658-3321

FLORISTS Boyd’s Flowers 2013 Pennsylvania Avenue, Wilmington 824 Market Street, Wilmington

Boyd’s Flowers has been recognized as one of the top 50 florists in the U.S. for the past eight years. This is a fourthgeneration, family-run business.

Boyd’s can deliver from Claymont to Middletown daily, and there is no sending fee for out-of-town orders. Specializing in weddings, custom floral designs, plants, fruit and gourmet baskets – all by a professional design staff.

Phone: (302) 421-2900 Fax: (302) 421-2912 Web site: www. boydsflowerconnection.com

Hoffman Design Group, Inc. 10 Crozerville Road, Aston

Le Chateau Gourmet 805 South Harrison Street, Wilmington

Providing interior and exterior landscaping, floral, holiday decor.

Contact: Charles Grier Phone: (302) 654-2585 Fax: (302) 429-1872

Contact: Donna Zettle Phone: (610) 459-1407 Fax: (610) 459-1408

D e l awa r e

B u s i n e s s July / Aug u st 2010

179668 DSCC_JulyAug10.indd 33

2010 Restaurant, Meeting and Banquet Guide

The Greenery Caterers at Rockwood Park Carriage House

abcdefg

Phone: (302) 224-7522 Fax: (302) 224-1340 Web site: www.marbleslab.com Phone: (302) 575-1800 Fax: (302) 655-0774

STAT Office Solutions provides office space in downtown Wilmington. Photo provided by STAT Office Solutions

COMMUNITY, CONFERENCE & CONVENTION CENTERS STAT Office Solutions 1201 North Market Street, Wilmington, DE 19801

STAT Office Solutions offers first-class workspace without the risk and expense of traditional office space. Unique packages of furnished office space, virtual offices and meeting facilities are available to enjoy the luxuries of a world-class headquarters.

STAT Office Solutions enjoys watching clients grow their business while taking care of all the tedious office space details.

Contact: Linda Grund Phone: (302) 884-6746 Fax: (302) 573-2507 E-mail: lgrund@statofficesolutions.com Web site: www.statofficesolutions.com

E-mail: info@hoffman designgroup.com Web site: www. hoffmandesigngroup.com

EVENT SERVICES/ SPEAKERS/ STAFFING Liberty Staffing Services

administrative help to make any meeting or event a success.

Contact: Jim Randall Phone: (302) 655-9500 Fax: (302) 655-7228 E-mail: jrandall@liberty staffing.com Web site: www.libertystaffing.com

8 S. Dupont Rd., Wilmington

LLuminari, Inc./ BeWell.com

Supplies servers, waitpersons, setup personnel and

300 Water Street, 2nd Floor, Wilmington

33

7/7/10 9:58 AM

2010 Restaurant, Meeting and Banquet Guide

LLuminari is an independent health media company comprised of leading physicians and health experts who are highly regarded in their individual fields and recognized as powerful communicators. They are committed to working together to inspire and guide people to live healthier, more balanced lives. Lluminari is committed to providing highly effective speakers for virtually any special event.

Booking a keynote speaker for a business conference or event is easy – and Lluminari will help you every step of the way.

Experts are available at their individual appearance fees for corporate events, association conferences, charity fundraisers and colleges.

Contact: Irma E. Hernandez Phone: (302) 654-5192 E-mail: ieh@lluminari.com

Web-site: luminari.com or bewell.com

Michael A. Poppiti, P.A. 301 Old DuPont Road, Suite C, Wilmington

gardens and historic hotels, GWCVB will help you find the perfect setting for your next event. GWCVB will save time and money by doing the legwork for you ... free of charge!

Contact: Esther Lovlie, CMP Phone: (302) 295-2213 Fax: (302) 652-4726 E-mail: elovlie@wilmcvb.org Web site: www.

VisitWilmingtonDE.com n

A law firm in the practice of those areas involving foodand-beverage; alcohol licensing; hospitality; restaurants and banquet facilities.

Contact: Ciro Poppiti, III Phone: (302) 521-5461 E-mail: ccpoppiti@aol.com Web site: www.poppitilaw.com

Greater Wilmington Convention and Visitors Bureau 100 West 10th Street, Suite 20, Wilmington

Simon & Co.’s specialty gifts can compliment a corporate meeting or business event. Photo provided by Simon & Co.

From stately mansions and museums to opulent

EVENT SERVICES/SPEAKERS/ STAFFING Simon & Co. 130 Hickman Rd. Suite 10 Claymont (By appointment only).

Masterpiece

Simon & Co. is a gift and specialty food business specializing in the most unique fine foods, combining them together with just the right packaging – creating the most elegant gifts that are “Simply Delicious!” Do you need a special favor for a corporate meeting or a wedding? How about fabulous chocolates or nuts for your tables? And if you have guests or associates staying in a local hotel for your event, we will prepare welcoming gift bags or boxes that will make them “ooh and aah.” Our gifts can be customized to meet anyone’s budget and desires. Simon & Co. also offers “fresh baked trays” that are perfect for any office, a meeting, or just to send to your favorite host or hostess. Also ideal to send as a condolence, “thinking of you” gift. Our delicious cakes, cookies and rugelach are baked from scratch for us by wonderful bakeries in Philadelphia and Boston. LaColombe coffee, Harney & Sons Tea or some fresh fruit can be added as well.

make your event a

Photograph by Pat Crowe.

The Museum’s largest indoor space, Gallery 10, will be available for rental only in Spring 2011. Call for more details.

Contact: Jennifer Simon Phone: (302) 792-2515 Web site: www.simonandco.com E-mail: Jennifer@simonandco.com

2301 Kentmere Pkwy Wilmington, DE 302.351.8530 LDerosier@delart.org

34

179668 DSCC_JulyAug10.indd 34

July / Aug u st 2010 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

2010 Restaurant, Meeting and Banquet Guide

abcdefg

NICKLE Electrical Companies

BUILT F R O M

T H E

INSIDE OUT RESIDENTIAL

•

INDUSTRIAL

•

COMMERCIAL

Inside NICKLE Electrical Companies, you’ll find the most committed and talented people providing excellence in craftsmanship and business ethics for more than 20 years.

14 Mill Park Court

540 S. Bedford Street

Newark, DE 19713

Georgetown, DE 19947

302.453.4000

302.856.1006

302.453.4493 - Fax

302.856.6119 - Fax

www.nickleelectrical.com

D e l awa r e

B u s i n e s s July / Aug u st 2010

179668 DSCC_JulyAug10.indd 35

35

7/7/10 9:58 AM

2010 Restaurant, Meeting and Banquet Guide abc defg

New and improved member-exclusive

Delaware State Chamber Health Plan

Reduced rates effective June 1.

Four plan options.

From one to 150 employees.

Choose the best fit for your company.

Get a quote on the State Chamber Health Plan. Rates have just been reduced.

Call (302) 576-6580 or visit www.dscc.com/healthplan.htm

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

36

179668 DSCC_JulyAug10.indd 36

July / Aug u st 2010    D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

2010 Restaurant, Meeting and Banquet Guide

Planning Events in a Connected World By kim kostes

By Kim Kostes

I

n today’s technology-driven society, event goers are looking for more than just an opportunity to sit and listen, they want to interact. With social networking tools such as Twitter, Facebook and LinkedIn, events are no longer just an opportunity to network, listen to speakers and leave. Events have become a total experience complete with engagement, dialogue, networking and opportunities to reconnect long after the closing remarks.

Not only is the technology promoting a shared dialogue, it’s changing the way events are marketed to the public. “It’s no longer just a promoter promoting an event,” Mikles says.

Many event organizers are associating Twitter hashtags (a way to search for tweets with a common topic) with their event as a way of promotion. “Through these online conversations you’re able to see who else is going,” says Mikles. “If the people you respect are telling you about an event you’re more likely interested in going. Now the event has more credibility.”

Getting Started Before the Event Begins

“Before all of these technologies it was just the event,” says Lee Mikles, CEO of the Wilmington-based digital marketing agency, The Archer Group and author of the book “Engage Your Brand.” “Now you’re connecting before, during and after the event.”

With Facebook, organizers can create fan and event pages to engage both attendees and potential attendees. Event updates, stories related to the event’s topics, videos, photos and more allow followers to comment and discuss ideas.

D e l awa r e

B u s i n e s s July / Aug u st 2010

179668 DSCC_JulyAug10.indd 37

Connecting at the Event

As technology has changed, audience needs at events have also changed, says Katie Fahrer, sales manager at the Chase Center on the Riverfront in Wilmington. “The audience expects more of a show. They’re expecting there to be screens, video or some type of visual presentation rather than just sitting through a lecture.”

Despite shrinking budgets, event organizers are carefully looking at their audio visual (AV) needs. “The technology

37

7/7/10 9:58 AM

2010 Restaurant, Meeting and Banquet Guide abc defg

that is available to them changes what the event can be,” says Fahrer. “And there are ways to enhance your event with AV without going over the budget.”

Live Twitter feeds using hash tags require screens and projection and encourage attendees to share their thoughts in real-time. “These live feeds make the event itself visible to more people than just those who attend the event,” says Mikles. “It’s like you have an exhibit hall full of reporters,” he points out. “When we were at [a recent conference] you would be listening to the conversation, watching the tweets and seeing how people are feeling about each topic in real time.”

With virtual conversations taking place throughout the event, new dynamics are added for event organizers to consider. “Speakers need to captivate the crowd and understand that these thoughts are going on anyways. Live tweeting can actually help speakers improve their conversations moving forward – it’s really a live, real-time survey form,” explains Mikles.

Many events have become a complete experience. “I think technology is amazing for allowing people to connect at the conference,” Mikles says. “It’s not just about the exhibits or speakers, but who you run in to. When you’re able to see others who are having similar conversations and connect, it really adds value to being at that function.”

38

179668 DSCC_JulyAug10.indd 38

For many, technology has improved the overall networking experience. It’s not uncommon for event goers to organize their conference or event plans around those they follow on Twitter. Social networking utilities like FourSquare and Gowalla allow event goers to “check in” at new places and Mikles indicates it’s an important way for people to find out who else is at the event.

Continuing the Conversation After the Event

To keep the dialogue going long after the closing remarks many event organizers are choosing to record their events, says Fahrer. “We have a lot of organizers that record and then reproduce DVDs so people have the conference available to them after the event,” she says.

In addition to DVDs, providing speaker presentations on jump drives is increasingly popular. “We’ve seen a lot of conferences and meetings where all attendees receive as part of their registration a jump drive rather than everyone getting a printout of the presentations. Everything they need is there without wasting paper.”

It’s important to view the actual event as one point in the relationship continuum, says Mikles. “There are conversations that start before the event, relationship building at the event and opportunities to reconnect afterwards.” n

July / Aug u st 2010 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

2010 Restaurant, Meeting and Banquet Guide

Make Time for Team Building

W

hen the economy takes a dip, management tightens the budgetary belt. Staff development seems to be an easy trim compared to the possibility of losing staff itself, but consultants suggest a second look for the sake of economic recovery.

And while it may seem counter-intuitive to spend more money when less money is coming in the door, taking out time and money to work on team building (a consultant can cost $5,000 or even less) can put a company in a prime position when the economy rebounds.

“During a slow time this is the time to do team building and coaching, and to create action plans. This way when it picks up again, you’re ready to go,” says Janice Gianini from Paradigm Associates, LLC in Newark. “Companies that are hanging back and not preparing now will be slower out of the gate and slower to recover and build new business.”

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 39

By April Hall

“It can reassure employees that they are valued,” says Priscilla Turgon of Wilmington’s Professional Staffing, Employee Training & Development. “Productivity, morale, creativity – all of that improves.

“It’s really funny because on the first work day of 2010, my phone started ringing again. The first three weeks in January we had three requests. For a year and a half, people felt like they couldn’t afford to do any team building (programs). When they started feeling better and got some positive signs (team building) was the first thing employers started looking at.”

Business consultants can come in and address work team issues, putting the spotlight on trust and communication.

Across the board, consultants say these two issues are at the base of making any team more successful.

Activities are used to demonstrate the communication between team members and, in many cases, to give teams

39

7/7/10 9:58 AM

2010 Restaurant, Meeting and Banquet Guide

an opportunity to give management feedback about what they need to be successful. Through activities and exercises, roleplaying and the like, a facilitator can help management with plans to address team challenges. Having a forum to give feedback can also earn the trust of employees.

“In a down economy it’s important for companies to turn their attention to their employees,” Turgon says. “Companies need an environment of open communication and trust; it’s imperative that a company fosters that during challenging times. “ … It’s really critical to take stock of what’s working and what isn’t. And it’s a valuable opportunity for employees to provide feedback.”

Consultants say they all have initial meetings with management to evaluate company and team needs. How successful and efficient are the teams currently? Is there a culture of trust and communication?

Deborah Welch, owner of Respect, Incorporated in Hockessin, says, as in life, there are different personalities on every work team. Identifying strengths, weaknesses and roles is vital to having an effective and strong team. Without both the “blue sky” thinkers and the “detail-oriented” refiners, no project would ever come to fruition.

“Teams are different from work groups,” Gianini says. “In a work group people want to know ‘what’s in it for me.’ In a team there’s a ripple effect and people know that what they do

40

179668 DSCC_JulyAug10.indd 40

affects the other team members.”

Working with a consultant to illuminate the ripple effects takes some precise work, more than group recreation can accomplish, Welch says.

“Simple ‘morale activities,’ golf outings or bowling, these do not give you a good level of insight,” she says. “The fun doesn’t really last once you get back to work. If you bring in someone who has teambuilding expertise, you can come in and address a particular risk or lack of trust. That lasts.”

‘Companies need an environment of open communication and trust; it’s imperative that a company fosters that during challenging times.’

— Priscilla Turgon The key to successful teambuilding lies in the execution.

Particularly in a climate where time is more expensive than ever before, it’s important to find the value in taking staff away from their everyday work.

“Communication is the base of everything,” Turgon says.

“The bottom line is you want to get people to talk and feel safe sharing what’s on their minds. Relationships will be strengthened and the group will operate better as a team and an organization.

“Employee morale is such a huge piece of that. People need to feel that they are being heard.”

Sure, a day or more of team building exercises isn’t as much fun as a pizza party and maybe it will cost more money, but it’s not only about the team’s productivity. Each member is feeling the pressure of the work unit.

“The economy is really stressful and many, many people are struggling,” Welch says. “The work-life balance – we all laugh and throw up our hands. There is no balance when you’re consumed with your job. If there’s a bad team member it can become a health issue, a family issue. The organization needs to step in and say we really need to focus on this team and the human value, not just the business value.”

But if money is still too tight to bring in a professional, Turgon hopes teambuilding will still get some attention around the office. She recommends picking up “Quick Teambuilding Activities,” a book of free ideas using supplies from around the office. These five to 10 minute activities can be a refreshing way to start a staff meeting, she says.

“These are simple things the department manager can do to reinforce value, encourage feedback and provide energizers for the staff. They say, ‘You’re important and I’m paying attention to you.’” n

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

education

Delaware’s Secretary of Education Lillian Lowery, pictured here at DSCC’s Superstars in Education Recognition Dinner, developed the winning Race to the Top plan. Photo by Ron Gough

Race to the Top Update

By John H. Taylor Jr.

I

n March, Delaware was awarded more than $100 million as the top winner in the federal Race to the Top program (RTTT). Delaware scored higher than 15 other finalists. The only other winner out of 40 initial applicants was Tennessee. Other states are now competing for a part of the $3.4 billion in federal education funds that still remain.

RTTT was a competition designed by U.S. Secretary of Education Arne Duncan’s department at the behest of President Barack Obama. The president had campaigned on increasing federal incentives for public education. In announcing the RTTT program he said, “the competition will not be based on politics, ideology, or the preferences of a particular interest group. Instead it will be based on a simple principle – whether a state is ready to do what works.”

Duncan made it clear early on that state plans had to be bold and that points would be awarded to those states where all parties involved agreed to the plan being presented to federal officials.

Delaware’s RTTT plan was developed by Delaware Secretary of Education Lillian Lowery based on the strategic plan for

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 41

education that Governor Jack Markell adopted in the autumn of 2009. The Markell-Lowery plan was an outgrowth of the four years of work on education reform led by the Delaware business community known as Vision 2015, the governor’s campaign ideas on public education and last summer’s Innovative Action Team work headed by Lowery.

The money, which will begin arriving in Delaware this summer, is not an unrestricted gift; it must be used to fund the specific state and local programs that were detailed in the RTTT application. About half of the money will go to local school districts and charter schools and the other half to the state Department of Education. The state must approve local district programs under RTTT guidelines.

The money will fund four principal areas: • Adopting world-class academic standards and assessments: Among other things, this money will go to developing more rigorous curricula and developing and implementing new tests that will align with the new standards. There will be extensive training for teachers and funds for every 11th grade student to take the SAT test.

• Increasing the number of highly effective teachers and

41

7/7/10 9:58 AM

education

The eyes of the nation will be on Delaware during the next three years.

Everyone will be watching to see how we measure up to the promises for improved student achievement in our Race to the Top application. school leaders, especially in low performing schools. Included in this effort are funds for recruitment incentives, retention bonuses and academic achievement awards for high performing schools.

• Turning around schools that have been persistently low performing. These schools will receive added resources and special support. They will be given strong leadership and considerable flexibility.

• Building a statewide data system that can measure student progress throughout the year thus enabling teachers and principals to design academic programs to meet each student’s needs.

The eyes of the nation will be on Delaware during the next three years. Everyone will be watching to see how we measure up to the promises for improved student achievement in our Race to the Top application.

Delaware was successful, by virtually all accounts, because Markell and Lowery were able to develop an outstanding plan and to secure approval of the plan from all sectors: school

boards, the teacher’s union, the superintendents and the business community.

Delaware was also successful because the state had been preparing for major education reform for several years.

Vision 2015 had developed six basic principles that were the foundation blocks upon which the governor built his strategic education agenda. Those principles – high standards, investment in early childhood education, development and support for high-quality teachers, empowerment of principals, establishment of a simple funding system and encouragement of innovation – are subsumed in the RTTT undertaking.

The solidarity of the Delaware application was personified by the team Markell led to Washington D.C. for an interview.

The team included Marvin S. (Skip) Schoenhals, head of Vision 2015 and former chair of the Delaware State Chamber of Commerce, Diane Donohue, president of the Delaware State Education Association, and Merv Daugherty, superintendent of the Red Clay Consolidated School District. n

Helping you reach your goals

•

Helping your organization thrive

INVEST IN YOUR FUTURE Certificate Program Information Session

Thursday, July 22, 6:00 p.m.

UD Downtown Center

•

8th and King Streets, Wilmington

• Business Analyst • Clinical Trials Management • Finance for Non-Financial Managers • Health Care Risk Management and Patient Safety • Legal Nurse Consultant

• Paralegal • Project Management • Six Sigma Green Belt • Strategic Human Capital Management • Financial Planning (a separate information session for this program will be held August 12, 2010 in Newark) Please register by calling 302/831-7600.

302/831-7600 EW071709 continuing-ed@udel.edu www.pcs.udel.edu/certificate/info/ DB070010

42

179668 DSCC_JulyAug10.indd 42

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:58 AM

education

Superstars in Education Honors Excellence Nearly 500 business, community and education leaders came out to support the winning Superstars in Education programs at the Chase Center on the Riverfront in Wilmington on May 3, 2010.

 Dinner attendees share a laugh during the reception before the ceremony. Photo by Ron Gough

 Freeman William of JP Morgan Chase, Heather Bordas of Joseph M. McVey Elementary School and Yvette Santiago from Nemours Health and Prevention Services stop for the camera at the Superstars in Education dinner. Photo by Ron Gough

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 43

43

7/7/10 9:58 AM

education

 from left: Ruth Harris of the Seaford School District, Stephanie Smith of Seaford Middle School and Michele Widen of the Seaford School District chat during the pre-dinner reception.

Seaford Middle School won a Superstars in Education award for its program, “Spotlight on Success.”

Photo by Matthew Waters

 William Johnston and Patricia Dwyer from Wesley College came out in support of Delaware’s educators. Photo by Ron Gough

44

179668 DSCC_JulyAug10.indd 44

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:59 AM

education

 from left: Lisa Barile of Junior Achievement of Delaware, Mike Tuosto of PSEG Nuclear LLC and Rebecca Byrd of The Byrd Group, LLC stopped for the camera at the pre-dinner reception. Photo by Ron Gough

 Ross Armbrecht of the Delaware Foundation for Science and Mathematics Education talks with two attendees at the pre-dinner reception. Photo by Matthew Waters

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 45

45

7/7/10 9:59 AM

education

 U.S. Senator Tom Carper (D-Delaware) and Skyline Middle School teacher Robert Lingenfelter worked together on the Superstars in Education winning program, “How a Bill Becomes a Law.” During Carper’s remarks, he applauded the educators, who teach the “next generation of people who will make this country great in the 21st Century.” Photo

by Ron Gough

 DSCC President and CEO Jim Wolfe presents Linda Poole with a Superstars in Education Replication Award for her work on the program “Meet the Challenge IV.” Photo by Ron Gough

 U.S. Representative Mike Castle (R-Delaware) told the audience that he attends this event each year because the program honors those who make “a huge difference in the lives of our children.” Photo by Ron Gough

46

179668 DSCC_JulyAug10.indd 46

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:59 AM

education

1 night x 2 years = MBA! d

Classes meet one night a week, or on alternating Saturdays, allowing you to design a schedule meant to accommodate your busy lifestyle.

Don’t wait! Apply online today: www.gbc.edu

Goldey-Beacom College Scholarship opportunities for all applicants Graduate transfer credits accepted New classes begin every 8 weeks Appointments available weekdays until 6:30 p.m.

Fall Classes begin August 23rd & October 18th Call: (302) 225-6259 or email: graduate@gbc.edu

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 47

47

7/7/10 9:59 AM

education

Superstars in Education Hits the Road After the Superstars in Education Recognition Dinner ended, the program hit the road! The Delaware State Chamber of Commerce held assemblies at each of the winning schools to present their trophy and banner.

 May 4, 2010 Students at Richardson Park Learning Center in Wilmington stand with a banner awarded by DSCC for the school’s program, “Saving for Success,” which improved learning and behavior through a monetary reward system.

Photo provided by Richardson Park Learning Center

 May 5, 2010 Skyline Middle School students and teacher Robert Lingenfelter show off their Superstars in Education banner they won for the program, “How a Bill Becomes a Law,” which teaches students about government, law and debate. Photo provided by Skyline Middle School

 May 5, 2010 A school assembly at Thomas McKean High School brought together students and teachers to celebrate its winning Superstars in Education program, “Freshman Advisory Program.” Photo

by Janine Sorbello

48

179668 DSCC_JulyAug10.indd 48

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:59 AM

5657 Fall ads MBA_Layout 1 5/25/10 9:35 AM Page 1 education

WE’LL PROVIDE A HAND WITH YOUR NEXT MAILING.

Advance Yourself with a Masters in Business Administration from Delaware State University

DIGITAL PRINTING • DIGITAL STOREFRONT • E-MAIL • PURLS LIST SERVICES • LETTERSHOP • MAILING & FULFILLMENT Call Modern Mail (302) 391-1200 Ask Jim Basso about new Direct Mail benefits for Delaware State Chamber members.

n A Provide Group Company • 100 Pencader Drive • Newark, Delaware 19702-3321 P: 302.391.1200 F: 302.391.1206 E: jim.basso@modernmail.com

Accelerated 8-week program geared toward working adults

n Best value, lowest cost in the tri-state area

Earn Your Master’s Degree in Just 18 Months Strategic Leadership: An Ethical and Effective Road to Success

n MBA can be obtained in 12 to 18 months n Evening and weekend format n Highly-trained professors n Program accredited by the AACSB n Small class settings n Centrally located–multiple campuses

Contact Kishor Sheth, MBA Program Director, College of Business 302.857.6906 “Delaware State University has prepared me to be a leader in the 21st century. I feel confident that I am prepared and equipped to take on any business task put before me.

Thanks, Delaware State University.”

—Debbie Smith

Aston, Pennsylvania neumann.edu D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 49

WILMINGTON | DOVER | GEORGETOWN WWW.DESU.EDU | 302.857.6351

49

7/7/10 9:59 AM

education

 May 5, 2010 Central Middle School won a Superstars in Education Replication Award for its program, “Meet the Challenge IV.” Photo provided by Central Middle School

 May 12, 2010 from left: Janine Sorbello, senior vice president of education at DSCC, and Jim Wolfe, president and CEO of DSCC, present the Superstars in Education banner to Phillis Wheatley Middle School teacher Pamela Venderwende, who is flanked by her students in the Conservation Club, a program which won the Bridgeville school a Superstars in Education award. Photo provided

by Phillis Wheatley Middle School

50

179668 DSCC_JulyAug10.indd 50

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:59 AM

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 51

51

7/7/10 9:59 AM

education

 May 20, 2010 Students at Frankford Elementary School pose with Assistant Principal Sharon DiGirolamo and Principal Duncan Smith in recognition of their Superstars in Education award for the program, “Mastering the Schedule for Student Success.” Photo provided by Frankford Elementary School

 May 20, 2010 Phillip Showell Elementary School student Samuel Johnson smiles for the camera after showing off his drum skills with the band during the school’s Superstars in Education celebration.

The school won for its program, “Data-Driven Differentiation.” Photo provided by Phillip Showell Elementary School

52

179668 DSCC_JulyAug10.indd 52

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:59 AM

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 53

53

7/7/10 9:59 AM

★★★★★★★★★★★★★★★★★★★★

★ Apply to be a

SUPERSTAR in business.

2010 could be your company’s year to win big. Tear out the application printed in this magazine or head to ssb.dscc.com to apply online for the 2010 Superstars in Business Awards.

The deadline to apply is August 26, 2010 so get your application started today.

This year’s business superstars will be recognized at the 2010 Marvin S. Gilman Superstars in Business Awards Luncheon on

Wednesday, November 10, 2010 Gold Ballroom, Hotel du Pont, Wilmington Tickets: $65/Members; $80/Non-Members For information about the program or to register online, visit the events page at www.dscc.com.

Sponsorships are welcome, call (302) 655-7221 for more details.

★★★★★★★★★★★★★★★★★★★★ 54

179668 DSCC_JulyAug10.indd 54

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:59 AM

abcdefg

2010 SMALL BUSINESS ALLIANCE BOARD OF MANAGERS William B. Parks Colonial Parking Co-Chair Stephan Lehm VanDemark & Lynch, Inc. Co-Chair Timothy U. Boulden Boulden, Inc. Nash M. Childs Bancroft Construction Company Pam Cornforth Ronald McDonald House of Delaware Lawrence D. DiSabatino DiSabatino Construction Company Joseph Farley, Jr. Farley Printing Company Chair, Benefits & Services Committee G. Kevin Fasic Cooch & Taylor P.A. Donald T. Fulton George J. Weiner Associates Chair, 2010 Superstars in Business Awards Program

THE D ELAWARE S TATE C HAMBER OF C OMMER C E

Small Business Report

Janice Giannini Paradigm Associates, LLC Gregory M. Gurev MySherpa

small bu siness su perstardom

56

su perstars in bu siness news

58

calendar of events

59

John E. Healy, III Healy Long & Jevin, Inc. Co-chair, Legislative Committee Chad Moore The Bellmoor James D. Randall liberty Staffing Services Michael Reath Delmarva Broadcasting Company Scott Thomas Southern Delaware Tourism Priscilla Turgon Professional Staffing Chair, Education & Development Committee William F. Ward, Jr. Bill Ward, Inc. 2010 SMALL BUSINESS ALLIANCE SENIOR ADVISORY COUNCIL Cynthia Dwyer Wellness Community- Delaware Martha Gilman Gilman Development Company William Major Wilmington Trust Company James B. O’Neill, Ph.D. University of Delaware William B. Robinson, Jr. George & Lynch, Inc. Richard D. Rowland Rowland, Johnson & Company, P.A. Dennis M. Salter Summit Realty Advisors, LLC William M. Topkis Topkis Financial Advisors, LLC Michael S. Uffner AutoTeam Delaware sharon R. Reardon SMALL BUSINESS ALLIANCE EXECUTIVE DIRECTOR DSCC

D e l awa r e

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

B u s i n e s s July Januar / Aug y /u st Febr 2 0uar 1 0 y 2010

179668 DSCC_JulyAug10.indd 55

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

55

7/7/10 9:59 AM

Small Business Report

Seeking Small Business Superstardom

by Chip Rankin, Sharon Reardon and Kelly Cofrancisco

S

mall business is a big deal at the Delaware State Chamber of Commerce. Especially when you’re talking about the Marvin S. Gilman Superstars in Business Award given by the Chamber every November in the Gold Ballroom at the Hotel du Pont. This year, four Business Superstars, four Awards of Excellence and a Gilman Bowl winner will be recognized at the twelfth annual awards luncheon on November 10, 2010.

There’s a good chance that your business is worthy of superstardom.

But we know … you’re too busy working to stop and tell your story! So this year, we’re making it simple.

• The application is revised and friendlier, with tips to coach you through it; • It’s enclosed in this issue of Delaware Business; • The application is also online at ssb.dscc.com. You can work and save your entry in stages and submit it when you’re through.

If you’ve applied before, dust yourself off and try again. Most of the work is done. Read below for some tips and past winners’ experience, make some revisions to your application and resubmit it. If you haven’t applied in the past, make this your year.

The Small Business Alliance of the State Chamber wants to hear your small business story.

The Application

The Superstars in Business Awards application is basically divided into two parts – Business Profile and Business Distinction. As you respond to both sections, consider the prompts in the application that we call “ideas for success.”

These are tips designed to help make your answers more robust with details or give you ideas on material to accompany your application. These are not requirements but will help the Selection Committee compare your business against others and even more importantly, help you on your journey to build a successful company. The genesis of the Superstars in Business program was just that, to serve as a self-evaluation for small businesses to grow to excellence.

Belfint, Lyons & Shuman (BL&S) (2005 winner) said completing the application “was a great way for the Firm to visualize what we have already accomplished and more importantly a motivator for accomplishing our future goals.”

56

179668 DSCC_JulyAug10.indd 56

The Business Profile section asks for a description of your business and a mission statement or philosophy. If you have a mission or vision, explain how you came up with it.

Was it customer driven or leadership driven?

How do you drive the message through internally to ensure it is understood by your entire company? Are there team building meetings, strategy sessions, safety meetings? All of these can be opportunities for regular discussion on your company’s guiding statements.

Your guiding mission or vision should be tied to the strategies you will use to reach your goals and key measurements and benchmarks should be chosen to keep you on track. Tell us the dreams and goals you have for your company and the ways you plan to reach those goals.

Brennan’s Office Interiors (2003 winner) responded this way: “…We view the organization like a multi-million dollar corporation. We have a strategic plan, performance goals and objectives, formal processes and procedures, a thorough awareness of the markets we serve, respect for our competition and an in-depth knowledge of the products and services we sell.”

The Business Distinction part of the application gives you the opportunity to explain what makes your company a superstar. Talk about how you’ve identified your customers’ needs and how you’ve learned of or measured their satisfaction. Do you have years of loyalty among customers and employees, have you won awards or received community recognition? This is where you brag and back it up.

Home Instead Senior Care and Landmark Engineering (2009 winners) received bundles of thank you letters and attached some choice customer testimonials to their applications.

This section also asks for examples of challenges and how you have addressed them. Some companies highlight their hiring and retention programs here. Others may speak of financial or competitive challenges and how the leaders of the organization rallied their associates to meet them.

Catholic Charities (2009 winner) identified the regional economic crisis as their number one challenge. “Catholic Charities is meeting

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:59 AM

The application also gives you an opportunity to tell about the importance of community service to your company. From the employees to the leadership, does your company actively “pay it forward” and encourage such investment of time? This would also be the place to describe green efforts to recycle, re-use and conserve materials to care for the environment.

AB&C (2009 winner) stated they had “committed nearly 1,500 hours of pro-bono work to community organizations,” and listed their projects for many of Delaware’s non-profits.

Bigger Small Businesses

If you’re a small business with more than 25 employees, the next part of the application gives you the chance to distinguish yourself by describing quality programs and continuous improvement initiatives that may be in place.

BL&S reported a quality control system that “addresses the following five elements: independence, integrity and objectivity,

Small Business Report

the challenge by managing our resources wisely … while efficiently reporting the measurable outcomes required by our supports.

Recognizing economic realities and the increasing service needs of our neighbors, we are focused on improving internal efficiencies to raise service levels within the boundaries of our operating resources.”

personnel management, acceptance and continuation of clients and engagements, engagement performance and monitoring.

All employees are provided a copy of our standards and regular discussions are held regarding the content and analysis to determine if the standards should be modified based on changes in technologies and resources available.”

A final question in this section asks about employee development. Descriptions of diversity programs, language skill education and continuing education programs are all relevant to this.

Just Do It

The Superstars in Business application is a simple self-evaluation that can actually impact and improve your business management skills, and put you in the running to win the 2010 Marvin S. Gilman Superstars in Business Award. You are eligible if you are a member of the Delaware State Chamber of Commerce, have been in business for at least three years and have less than 150 employees. Previous winners may re-apply after five years.

Make This Your Year to Apply

Application questions and sponsorship inquiries may be directed to Sharon Reardon, executive director of the Small Business Alliance, at (302) 576-6578 or by e-mail at sreardon@ dscc.com. The application deadline is August 26, 2010. n

WE’RE IN YOUR NEIGHBORHOOD! Meet David Yunghans, your local Constant Contact® marketing expert in the Philadelphia Metro Area. ®

Enjoy the advantage.

Start saving today with Staples.

The Delaware State Chamber and Staples Advantage have partnered, giving your organization discounted pricing on office supplies, furniture, copy and print and promotional products. ®

To learn more about this program, simply email Dorothy Knauss at dorothy.knauss@staples.com.

David has helped thousands of small businesses succeed with email marketing. Attend one of David’s dynamic and informative FREE seminars.

The Power of Email Marketing — Learn the strategies and proven techniques that drive a successful email marketing program.

Getting Started with Constant Contact — Gain an in-depth knowledge of the tools and features of Constant Contact's Email Marketing.

Register for a FREE seminar today!

For a full listing of times and locations, visit his registration page: www.ConstantContact.com/philadelphiametro or call our Seminar Registration Desk: 1-888-523-8197.

© 2009 Constant Contact, Inc.

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

4954 Delaware State Chamber Ad.indd 1

179668 DSCC_JulyAug10.indd 57

12/7/09 5:07:02 PM

09-1229

57

7/7/10 9:59 AM

Small Business Report

Superstars in Business News Compiled by Alexandra Kiernan

Volunteers from the University of Delaware and FOOD BANK OF DELAWARE (2006 Superstar in Business) began planting at the University of Delaware’s Garden for the Community in May. Volunteers worked on mulching, spreading compost and straw, harvesting radishes and planting cabbage and potatoes. Located on a third of an acre of land on the University of Delaware’s College of Agriculture and Natural Resources, the garden will provide a steady stream of fresh vegetables, herbs and fruits to Delaware’s hungry this season.

Volunteers will be needed at the Garden for the Community throughout the summer months to help harvest, pull weeds, plant early and late-summer crops and other tasks. Those interested in learning more may visit http://ag.udel.edu/communitygarden/.

Frank Dowling of Primerica was the lucky winner of a Flip Video Camera at the State Chamber’s Networking Breakfast at SSD Technology Partners in Wilmington. SSD Technology Partners recently opened their office on the Riverfront and hosted the networking breakfast for approximately 50 people. Photo by Bob Horton

THE ARCHER GROUP (2007 Superstar in Business) claimed gold and silver awards last week in the prestigious Philadelphia Advertising Club’s 2010 ADDY Awards competition. The Web site created by the Wilmington interactive marketing firm for “The Farmer and the Chef,” a fundraiser for the Delaware chapter of the March of Dimes, won the gold award in the interactive non-profit category. The micro-sites created to promote Wawa’s Hoagiefest campaign earned the Archer Group a silver award for consumer flash interactive media web sites. The ADDY Awards competition is the industry’s largest and most representative competition for creative excellence. Sponsored by the American Advertising Federation (AAF), the awards are designed to honor advertising excellence and to cultivate the highest standards in the industry.

Volunteers work on the University of Delaware’s Garden for the Community that benefits the Food Bank of Delaware. Photo provided by the Food Bank of Delaware

58

179668 DSCC_JulyAug10.indd 58

The WELLNESS COMMUNITY-DELAWARE (2002 Superstar in Business) proudly accepted the Hometown Hero Award from the American Cancer Society, in April at the Delaware Museum of Natural History. Chaired by David and Mary Ellen Gibson of the Wilmington Trust Company, this special event honored heroes from several categories including corporate, not-forprofit, education and medical who have made significant contributions in supporting the mission of the American Cancer Society. “The Wellness Community is honored to receive this prestigious award, particularly because it is from such a respected partner in the delivery of cancer services,” says Cynthia Dwyer, executive director of the Wellness Community. “The American

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:59 AM

ALOYSIUS BUTLER & CLARK (2009 Superstar in Business) also took home a gold and silver ADDY award. AB&C was honored with a gold award in the category of advertising industry self-promotion for its “Unplug” holiday card. The agency encouraged recipients to take a break from the “wired in” stresses of the work environment and “unplug” during the holiday season. The theme was carried through every detail of the design, down to the logo and stamp. The unique theme helped the card stand out from the typical holiday messages received by clients, prospects and friends. AB&C won a silver award on behalf of the Delaware Department of Public Health–Tobacco in the category of Local Television for “The Outsider.” The idea for the 30-second spot was developed in collaboration with fellow Wilmington marketing

Small Business Report

Cancer Society and The Wellness Community have always acted as a team, complimenting each others missions.”

firm Barron Marketing Associates, and shows smokers stuck outdoors looking in on social events they are missing because they are smoking. The commercial reminds Delaware smokers that “Life’s better on the inside.”

Delsy Morales of Wilmington, a member of the Clarence Fraim BOYS & GIRLS CLUB (2000 Superstar in Business), has been named the 2010 Youth of the Year for the State of Delaware. At the Clarence Fraim Boys & Girls Club, she served as President of the Keystone Club and led several initiatives, including a Stop the Violence Rally that led to more than 200 Wilmington youth to sign an agreement to solve their problems and conflicts non-violently.

She worked with other teens at the club to plan a “Taking Back the Streets” basketball tournament, which mixed teens with club staff, local law enforcement and local fire department officials to help foster positive interactions and relationships between the groups. n

Calendar of Events July 7, 21 & August 4, 18 WEST SUSSEX LEAD GROUP

8:00 a.m. – 9:15 a.m.

Location: Jefferson, Urian & Doane, 651 N. Bedford St., Georgetown Cost: Free Pre-registration required.

For more information, contact Chuck James at (302) 576-6562 or cjames@dscc.com.

July 8, 22 & August 12, 26

DOVER LEAD GROUP MEETING

8:30 a.m. – 9:30 a.m.

Location: Hilton Garden Inn, 1706 N. DuPont Highway, Dover Cost: Free Pre-registration required.

For more information, contact Chuck James at (302) 576-6562 or cjames@dscc.com.

July 9, 23 & August 13, 27

WILMINGTON (2) LEAD GROUP MEETING

8:15 a.m. – 9:15 a.m.

Location: State Chamber Board Room, 1201 N. Orange Street, 1st Floor, Wilmington Cost: Free Pre-registration required.

For more information, contact Chuck James at (302) 576-6562 or cjames@dscc.com.

July 12 & August 9

AMBASSADOR COMMITTEE MEETING (OPEN TO COMMITTEE MEMBERS ONLY)

12:00 p.m. – 1:00 p.m.

Location: State Chamber Board Room, 1201 N. Orange Street, 1st Floor, Wilmington Cost: Free For more information, contact Chuck James at (302) 576-6562 or cjames@dscc.com.

July 12

YOUNG EXECUTIVES LUNCHEON

Guest Speaker: Collin O’Mara, DNREC Secretary 12:00 p.m. – 1:30 p.m.

Location: Doubletree Downtown Hotel, 1700 King Street, Wilmington Cost: $20/members; $30/nonmembers For more information, contact Kelly Cofrancisco at (302) 576-6564 or kcofrancisco@ dscc.com.

July 13, 27 & August 10, 24

NEWARK LEAD GROUP MEETING

8:15 a.m. – 9:30 a.m.

Location: 5301 Limestone Road, Suite 123, Wilmington Cost: Free Pre-registration required.

For more information, contact Chuck James at (302) 576-6562 or cjames@dscc.com.

July 14 & August 11

SUPERSTARS IN BUSINESS PLANNING COMMITTEE (OPEN TO COMMITTEE MEMBERS ONLY)

8:00 a.m. – 9:00 a.m.

Location: State Chamber Board Room, 1201 N. Orange Street, 1st Floor, Wilmington Cost: Free For more information, contact Sharon Reardon at (302) 576-6578 or sreardon@dscc.com.

July 16 & August 6, 20

WILMINGTON (1) LEAD GROUP MEETING

8:15 a.m. – 9:30 a.m.

Location: State Chamber Board Room, 1201 N. Orange Street, 1st Floor, Wilmington

Cost: Free Pre-registration required.

For more information, contact Arlene Simon at (303) 576-6576 or asimon@dscc.com.

July 20

NETWORKING BREAKFAST

7:30 a.m. – 9:00 a.m.

Location: New Castle Farmer’s Market, 110 North Dupont Highway, New Castle Cost: Free Pre-registration required.

For more information, contact Liz Pretz at (302) 576-6586 or lpretz@dscc.com.

August 31

NETWORKING BREAKFAST

7:30 a.m. – 9:00 a.m.

Location: Russell W. Peterson Wildlife Refuge, South Madison Street, Wilmington Cost: Free Pre-registration required.

For more information, contact Liz Pretz at (302) 576-6586 or lpretz@dscc.com. n

Register for events online at www.dscc.com. For more information, please call (302) 655-7221 or (800) 292-9507 unless otherwise noted.

These dates are subject to change. Please check with the staff person in charge to confirm time/speaker/cost, etc. To receive event notices via e-mail, send your name, company affiliation and e-mail address to dscc@dscc.com.

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 59

59

7/7/10 9:59 AM

60

179668 DSCC_JulyAug10.indd 60

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:59 AM

DEMEP Profile:

Masley Enterprises, Inc.

By Eileen Dallabrida

M

asley Enterprises Inc. is on a mission, designing and manufacturing highly specialized gloves for the U.S. military.

Based in Wilmington, the company has annual sales of $2.9 million and is owned by Donna and Frank Masley, who launched the business in 2000, a time of peace for America.

In the beginning, Frank, who had developed military gloves for 11 years for W.L. Gore & Associates in Elkton, Md., served as a consultant to glove makers. Donna, a pediatric intensive care nurse, worked at the Children’s Hospital of Philadelphia to provide a steady income and benefits for the couple and their three children.

The business evolved into manufacturing trial gloves for the military, as well as gloves for individuals and small military units.

“We felt that we would have a distinct advantage over other manufacturers who don’t have their own design capability,” Frank recalls.

In 2005, the company took the next step, winning its first big order, a $1.3 million contract to make 22,263 pairs of fuel-handling gloves for U.S. troops in Iraq and Afghanistan.

Donna continued to work full time as a nurse, taking long shifts on weekends, and also assumed a more active role with the company as human resources director. Both Masleys worked without pay, channeling resources into operations.

To fulfill their personal commitment to providing jobs for low-income people in Wilmington, the couple recruited workers from low-income housing within walking distance of the 2,500-square-foot factory they leased in Germay Industrial Park. They also contacted local job programs to identify people looking for work.

“Our founding principle is respect for the end user and respect for the employees who make the product,” Donna says.

With Frank’s innovative designs and a willing workforce of 20 employees in place, the Masleys felt poised for profitability.

They set up a batch manufacturing system, in which goods are produced in groups, rather than a continuous stream.

But the workflow wasn’t efficient and the number of worker hours required to make a profit eroded the already-slim profit margin associated with government contracts.

Plus, mistakes might not be discovered for a day or two, as gloves sat in boxes waiting for testing. In theory, that meant

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 61

Frank and Donna Masley used the help of DEMEP to rethink their glove manufacturing company’s processes. Photo provided by DEMEP

workers could continue to make the same errors multiple times until they were caught and corrected.

“We had boxes of wasted product at the end of the contract – just heartbreaking,” Donna says. But Frank, a 10-time U.S. champion in the sport of luge and a three-time Olympian, is accustomed to fierce competition. He knows that the key to winning, in business and in sports, is finding ways to reach the finish line faster.

In order to prepare for the company’s largest order so far, a $7 million contract for 100,000 gloves, the Masleys turned to the Delaware Manufacturing Extension Partnership (DEMEP), which helps businesses put best practices in place to boost productivity and quality control.

This time, Masley was manufacturing a cold weather flyer’s glove with a GORE-TEX® insert. The glove – CWF in military speak – is waterproof, yet breathable, and the lining will not melt. It can stand

61

7/7/10 9:59 AM

up to wind and weather, yet maintain the dexterity required to accurately fire weapons. To date, it is the only comfortable, fireresistant combat glove that can be used both inside and outside a vehicle and withstand a soaking rain.

John Barone, DEMEP manufacturing specialist, encouraged the couple to rethink their processes.

“He said lean manufacturing is the way to go,” Frank recalls.

Lisa Weis, a DEMEP field agent, evaluated the way workers had been assembling, testing and packing gloves. She analyzed each step of the process, mapping the workflow and performing timing studies.

She developed a lean manufacturing plan, a strategy that focuses on eliminating waste. That includes not only scrap, but all steps or processes that do not add value to the final product. For example, Weis rearranged and redesigned worktables to shorten the time workers spent moving between stations, shaving wasted minutes off the clock.

“Thanks to Lisa, there is much less walking to and from stations,” Frank says. “Those kinds of efficiencies help us to get the job done with fewer people.”

Frank had promised to fulfill the contract in 12 months or less, which would require beefing up the workforce to 40 employees, all of whom would receive DEMEP training in lean techniques.

.

Grow your REWARDS Grow your business.

WorldPoints® Rewards

The Delaware State Chamber of Commerce Business Card with WorldPoints® Rewards

> Earn 1 point for every $1 in net retail purchases with no points earning cap

> Combine points from your personal Delaware State Chamber of Commerce WorldPoints® account and all your employees’ business accounts to earn points faster

> Reward redemptions start at just 2,500 points

> Choose from rewards such as gift cards, electronics, cash, travel, and much more!

No annual fee Low APR Instant capital

Call 1.800.598.8791 to apply (Mention Priority Code UAA6VP)

62

6232_BoA_DE Chamber Ad_quarterpage.indd 2

179668 DSCC_JulyAug10.indd 62

‘Our founding principle is respect for the end user and respect for the employees who make the product.’

“Lean manufacturing has a magical feeling, a balanced workflow,” he says. “It’s a more comfortable environment for the worker.”

Instead of turning out gloves in batches, the lean process takes each pair from start to finish, from assembly to testing to packaging.

Assembly is broken down into 11 different tasks, with employees trained to handle each task on the line. Workers rotate positions every hour, rather than the previous system of twice a week.

Because sewing is such a specialized skill, there are designated workers for that task.

“But they all work on the same size glove, which is more efficient, where before they would work on different sizes,” Frank says.

Thanks to lean manufacturing, the worker hours needed to produce gloves has been reduced by 20 percent.

“The gloves don’t sit around in piles,” Frank says. “We know if a mistake occurred in the hour before – and precisely who was working on that task the hour before.”

Previously, one employee worked full time to repair gloves with minor mistakes. Lean manufacturing reduced the time devoted to repairs to two or three hours a day.

“We have better quality because we catch mistakes quicker,” Frank says.

The company has set a lofty goal for its defect rate, less than 1 percent for every 700 to 800 gloves that are made. As a further incentive, employees are offered a reward.

“If we make our goals, everyone gets a gift card to Walmart,” Donna says.

The efficiencies created through lean manufacturing also enable the Masleys to channel more money back into the business, installing air conditioning on the factory floor.

“This new way of doing things has transformed our business, greatly increasing our productivity – and greatly reducing our headaches,” Frank says. “It’s even more rewarding because it has helped us to make work a better and more comfortable place for our employees.”

The Masleys’ hard work, tenacity and entrepreneurial spirit was recently recognized by the Small Business Administration.

They are the SBA’s Delaware Small Business Persons of the Year and were among the small business owners and champions at the Delaware Small Business Week awards dinner on June 8 at the Waterfall Banquet and Conference Center in Claymont. n

1/13/10 11:33 AM

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:59 AM

N e w s m a ke r s

Newsmakers

Compiled by Matthew Waters and Alexandra Kiernan

SSD Technology Partners Comes to Wilmington SSD Technology Partners, an innovative, customer-focused technology firm, recently relocated to the City of Wilmington.

The company, a leading provider of software, services, and strategies for the Tri-State area’s SMB market, moved from New Castle County to the Shipyard Shops at 1024 Justison Street within the City’s Riverfront District. The City of Wilmington’s Economic Development Office provided an incentive package in order to attract the company to the city. The City of Wilmington is providing $70,000 from its Economic Development Strategic Fund to help the company with its relocation. In exchange for the financial assistance, SSD agreed to expand the number of employees from the current 26 to 45 by June of 2012 because the new facility can hold a 25 percent larger workforce.

Cecala Retires from Wilmington Trust Wilmington Trust Corpor­ ation Chairman and Chief Executive Officer Ted T. Cecala retired after 31 years with the company. Cecala joined Wilmington Trust in 1979 as controller and was elected Chairman and CEO in 1996. He organized the company around

D e l awa r e

its singular mission of helping clients succeed and transformed Wilmington Trust into a global wealth advisory and institutional client services firm with a strong regional banking base.

Cecala, who is a former chairman of the Delaware State Chamber of Commerce Board of Directors, said, “It has been a great privilege to work for and lead such an outstanding and enduring institution for the majority of my career. I am proud of the success we have achieved together in refocusing and growing the business.”

Director Donald E. Foley succeeded Cecala as CEO. Easter Seals raises $275,000 The 2010 CAI/Easter Seals Volleyball Challenge raised more than $275,000. The top fundraising teams were Net Assets from Barclays, Orange Seals from ING DIRECT, Republicans – 10 in ‘10 and Spike Force from Bank of America. The individuals who raised the most money were Roger Barry of New Castle, Greg Lavelle of Wilmington, Bianca Fraser-Johnson of Hockessin and Patty Peterson of Newark.

The Delaware State Chamber of Commerce participates annually with a team of staff members.

All funds raised during the

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 63

Bayhealth Awards Nurses Bayhealth Medical Center has announced its Nurses of the Year. Adrianne Comstock, RN, BSN, CCRN, is Bayhealth Nurse of the Year for Kent General Hospital and Robyn Dittoe, RN, BSN, is Bayhealth Nurse of the Year for Milford Memorial Hospital. Both nurses will become nominees for the Delaware Excellence in Nursing Practice Awards, given by the Delaware Nurses Association each year to the top nurse in Delaware. The Bayhealth Nurses of the Year each receive a framed certificate and embroidered tote bag, and will attend the National Magnet Conference this October in Louisville, Ky. The Bayhealth Nurse of the Year Award recognizes nurses who consistently promote, excel, and exemplify a positive approach to the nursing profession. The announcement of Bayhealth Nurse of the Year culminates Nurses Week celebrations at Bayhealth Medical Center.

Volleyball Challenge will go toward Easter Seals’ exceptional services for children and adults with disabilities and their families. Services and

programs include outpatient rehabilitation therapies, early intervention services for children, day services for adults with physical and cognitive

63

7/7/10 9:59 AM

N e w s m a ke r s

disabilities, and assistive technology services to increase the functional capabilities of people with disabilities.

Del. Tech Dedicates Nursing Lab The Delaware Technical and Community College – Terry Campus has dedicated its nursing laboratory in honor of Bayhealth Medical Center.

The Bayhealth Medical Center Nursing Science Laboratory will continue to be an invaluable training ground for the next generation of Delaware’s nurses.

In recent years, Bayhealth has donated furniture, hospital beds, bassinets and a special birthing bed to the Delaware Tech nursing lab. These donations create a realistic hospital environment for students who are learning basic nursing skills. The nursing students utilize the lab to practice a wide range of nursing duties, from administering injections to measuring doses of medication to inserting catheters.

Since the 1970’s, Delaware Tech students complete a significant portion of their

Newsbites n Anne Priester will serve as the new vice president of Administrative Services for Delaware Hospice. Priester is a cancer survivor who volunteered at the Delaware Hospice as a board member for 15 years and she is honored to join the Delaware Hospice team.

Anne Priester n Neil Kilian, Principal of Emory Hill in New

Castle has been designated CCIM (Certified Commercial Investment Member) by the CCIM Institute. There are more than 9,000 U.S. commercial real estate professionals and only six percent of commercial real estate practitioners have achieved the CCIM designation which is considered one of the most coveted designations in the industry. n Clayton

Neil Kilian

Hill has been named Director of Property Management for Emory Hill Real Estate Services, Inc. Hill joined Emory Hill in 2004 as a commercial real estate agent before assuming the role of Property Manager in 2009. Prior to joining Emory Hill, Hill held the position of analyst for Walker and Dunlop, a commercial mortgage Clayton Hill brokerage firm and analyst for CIM Group, a pension fund investment manager for opportunistic real estate ventures, both located in the Washington D.C. Metro area.

64

179668 DSCC_JulyAug10.indd 64

clinical training at Bayhealth.

The real-life training gives the students valuable experience and the opportunity to learn from seasoned nursing professionals. They also offer up to 20 to 30 scholarships each year to reimburse Delaware Technical and Community College nursing students up to $3,000 for tuition, books and fees.

Parental Involvement Awards Announced Lieutenant Governor Matt Denn announced that Howard High School of Technology in Wilmington and W. Reily Brown Elementary School in Dover had received the state’s first two Excellence in Parental Involvement awards.

The awards are designed to encourage schools to focus on the issue of parental involvement, and provide schools with models of excellence to follow.

The Excellence in Parental Involvement Awards were announced by the Lieutenant Governor, State PTA, and the Delaware State Chamber of Commerce last fall, and more than 30 schools applied for the awards in the first year of existence. Winning schools were recognized at the Superstars in Education awards in May and received a banner for their school.

Teachers and statistics say that having parental involvement in student’s lives is the key to success. Students have higher grades, test scores, and have more positive attitudes and behaviors when their parents are involved. This award was created to help the long-term goal of maximizing parental involvement in Delaware schools.

Reading ASSIST Institute Honors Volunteers The Reading ASSIST Institute (RAI) honored Sylvia Dorsey and Gracia Ratliff with the Betty Kane Award for Extraordinary Volunteer Service. Ratliff and Dorsey are volunteer reading tutors in RAI’s Volunteer Tutor Program.

Dorsey and Ratliff were presented with their awards at RAI’s annual Volunteer Appreciation Luncheon at the Waterfall Banquet Center. The Betty Kane Award is named for its first recipient, one of RAI’s first volunteers. This award has been given in each of the past 11 years to individuals whose volunteer service to RAI is unsurpassed.

Wohlsen Construction Nets Green Award Wohlsen Construction Com­pany received a green building award from the Green Building Association of Central Pennsylvania at the association’s annual dinner and awards program. The Campus Square Building in Midtown Harrisburg was constructed for GreenWorks Development, LLC and was designed by Ganflec Architects and Engineers. The new facility was designed and constructed to receive LEED Gold certification from the U.S. Green Building Council.

The award was received in the Sustainable Sites category.

Sustainable site highlights include removal of nine underground storage tanks, remediation of an existing brownfield site, erosion and soil control measures, including basins and moats with a sedimentation filtration system. n

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:59 AM

CONGRATULATIONS MAN & WOMAN OF THE YEAR

The Leukemia & Lymphoma Society congratulates all candidates of Delaware Chapter’s 2010 Man & Woman of the Year campaign!

Join the 2011 Man & Woman of the Year campaign by contacting Tarra Ketley at 302.661.7300 ext 23 or emailing Tarra.Ketley@lls.org.

JOHN MELASECCA, Fidelity Investments & JENNIFER BRENDLE, Applied Bank

see it all at www.finalfocus.com

DICKDUBROFFFINALFOCUS

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 65

P.O. Box 232 Wilmington, DE 19899 Phone 302.655.7718 Fax 302.655.7918 rdubroff@finalfocus.com

65

7/7/10 9:59 AM

NEWS S TAT E

C H AM B E R

Welcome New Members AETNA

CARUCCI BUTLER LLC

Aetna Medicare Advantage offers health and prescription drug plans.

Ms. Christine Coneeny

Areas of practice include estate planning, family law, bankruptcy, civil litigation and business disputes.

1 Beacon Lane

Ms. Catherine DiLorenzo

Newark, DE 19711

1216 N. King Street

Full-service construction and fabrication company.

Demolition, sewer and water, structural steel work, concrete and welding.

(302) 234-7865

Wilmington, DE 19801

Ms. Jaclyn Czachorowski

Fax: (302) 234-4064

(302) 654-5083

P.O. Box 645

www.aetna.com

Fax: (302) 654-5084

Clayton, DE 19938

www.caruccilaw.com

(302) 943-9131

AMERICAN ENGINEERING & SURVEYING, INC.

Services include civil engineering, land surveying and site planning.

Legal services.

G. Kevin Fasic, Esq. 1000 West Street, 10th Floor, P.O. Box 1680 Wilmington, DE 19899

224 East Main St.

(302) 984-3800

Elkton, MD 21921

Fax: (302) 984-3939

(410) 398-5000

www.coochtaylor.com

Fax: (410) 398-9615

AVERY HALL BENEFIT SOLUTIONS

Insurance services including health, dental, life and disability. Avery Hall represents all carriers.

Ms. Diane S. Foster 560 Peoples Plaza, Suite 192 Newark, DE 19702 (410) 287-5646 Fax: (410) 287-5615 BUCKLEY’S, INC.

Automotive repair and service. Family owned and operated since 1966. SBDC Small Business of the Year for 2003.

CORE BTS, INC.

A leading business technology infrastructure company, providing organizations comprehensive IT solutions through its data center, security, application development, collaboration, carrier services, managed services and Inacom Learning practices.

Mr. William L. Ringler 757 Springdale Drive Exton, PA 19341 (302) 584-4790 www.corebts.com DELAWARE DIVISION OF LIBRARIES

Mr. Greg Buckley

State agency responsible for library development.

1604 E. Newport Pike

Ms. Annie Norman

Wilmington, DE 19804-2529

121 Duke of York St.

(302) 999-8285

Dover, DE 19901

Fax: (302) 999-0084

(302) 739-4748

www.buckleysautocare.com

www.lib.de.us

66

179668 DSCC_JulyAug10.indd 66

Mr. Richard M. Savona 92 Reads Way, Suite 111 New Castle, DE 19720 (302) 356-1546 Fax: (302) 356-1544 www.genesisstrategygroup.com JASON BELL, DPM

Specialist physician for all foot and ankle conditions; diabetes podiatrist.

Fax: (866) 604-5389 COOCH & TAYLOR P.A.

Mr. Timothy G. Granger

www.americanengineering.net

DEL FAB CONSTRUCTION LLC

www.delfabconstruction.com

Ms. Marcy Le 1 Centurian Drive, Suite 101 Newark, DE 19713

DELAWARE ELITE ALL STARS, INC.

Non-profit youth athletic gym catering to cheerleading, dance, gymnastics and a summer camp.

Ms. Jaime Synder 13 Parkway Circle New Castle, DE 19720 (302) 562-4978

(302) 994-5275 Fax: (302) 994-1794 MINISTRY OF CARING, INC.

Social services non-profit organization incorporating 19 interactive programs to assist the poor and homeless.

Ms. Louisa Teoli

Fax: (302) 368-1639 www.delawareelitecheer.com FRAUNHOFER USA, CENTER FOR MOLECULAR BIOLOGY

Private, not-for-profit, translational research organization specializing in novel, plant-based production of proteins for vaccines and therapeutics.

Ms. Dale A. Ervin

506 N. Church St. Wilmington, DE 19801 (302) 652-5523 (302) 652-1919 www.ministryofcaring.org MOYNAHAN MANAGEMENT COMPANY

Retirement plan advisory firm.

Mr. Gary L. Johnson, CFA 102 Moynahan Lane

9 Innovation Way

Avondale, PA 19311

Newark, DE 19711

(610) 268-8576

(302) 369-3635

www.moynahanmanagement.com

Fax: (302) 369-8955 www.fraunhofer-cmb.org

MV ENTERPRISES GENESIS STRATEGY GROUP

Business management consulting firm.

Strategic planning services, business management consulting, public speaking.

Mr. Marcus VandeVliet

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:59 AM

aSbTAT c dE e fC gH AM B E R

Dover, DE 19901

Wilmington, DE 19808

(302) 678-8700

(302) 239-6612

Fax: (302) 678-8702

Fax: (302) 239-6876

www.delawaredefenders.com

NEWS

130 Belmont Dr.

http://mventerprises.biz WILLARD AGRI-SERVICE OF GREENWOOD, LLC

PFIZER, INC.

4601 Flat Rock Road, Suite 8

Independent liquid fertilizer and custom application company.

Philadelphia, PA 19127

Mr. Michael Twining

(727) 515-4811

22272 S. DuPont Highway

Fax: (215) 359-0649

Greenwood, DE 19950

Bio-pharmaceutical company.

Ms. J’aime M. Conrod

(302) 349-4100 SCHWARTZ & SCHWARTZ ATTORNEYS at law, p.a.

Fax: (302) 349-4300 www.willardag.com n

Legal services.

Mr. Benjamin A. Schwartz 1140 South State Street

Development Voice

Video Online

Data Applications

one call for iT all.

Network

Security

Email

Software

Hardware

Technology ServeS BuSineSS. We Serve BoTh.

Call us today!

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 67

Bill Ringler 484.875.3235 www.CoreBTS.com 67

7/7/10 9:59 AM

NEWS C H AM B E R S TAT E

State Chamber Scene Young Executives Committee Meeting

Young Executives Committee Meeting

March 31, 2010

March 31, 2010

More than 80 people attended a meeting of the chamber’s newest committee, the Young Executives Committee, at the Doubletree Suites Hotel in Wilmington. Photo by Katie Grasso

Patrick Callahan and Lee Mikles of the Archer Group greet Matt Sullivan, editor of Spark, during a signing of their new book, “Engage Your Brand,” at the Young Executives Committee Meeting. Photo by Matthew Waters

Evening Mixer

Networking Breakfast

April 15, 2010

April 20, 2010

Evening mixer attendees were treated to a clinic by Strategic Solutions International on the Deerfield Golf and Tennis Club’s golf course. Photo by Matthew Waters

Networking breakfast attendees hear about the business side of baseball at Frawley Stadium, the home of the Wilmington Blue Rocks. Photo by Matthew Waters

68

179668 DSCC_JulyAug10.indd 68

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:59 AM

S TAT E

May 7, 2010

Jim Wolfe, president and CEO, Delaware State Chamber of Commerce, Nick Romano, Vice President and SSD Partner, Nancy Froome, Vice President and SSD Partner, Joe DiPinto, Wilmington’s director of economic development, Barbara Hines, president and founder of SSD, Governor Jack Markell, Wilmington Mayor James Baker, Gregg Petinaro and Rich Neuman from the City of Wilmington help cut the ribbon in front of SSD’s new headquarters at the Wilmington Riverfront.

Photo by Kelly Cofrancisco

NEWS

Economic Outlook Luncheon

April 29, 2010

C H AM B E R

SSD Ribbon Cutting

from left:

Charles Plosser, president and chief executive officer of the Federal Reserve Bank of Philadelphia, spoke to 80 people about the economic conditions in Delaware and the region at the DuPont Country Club in Wilmington. Photo by Matthew Waters

Small Business Alliance Workshop: Leadership Luncheon Series May 19, 2010

University of Delaware Professor and Corporate Governance expert Charles Elson spoke at the Leadership Luncheon at the Hotel du Pont about the financial crisis and the role of boards within a company. Photo by Kelly Cofrancisco

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 69

Small Business Resource Panel May 20, 2010

The Small Business Alliance held a workshop for business owners on the government and community resources available to help their business thrive. Photo by Kelly Cofrancisco

69

7/7/10 9:59 AM

NEWS C H AM B E R

Delaware State Chamber of Commerce

Small State. Big Benefits.

S TAT E

The New and improved State Chamber Health Plan

The cost of employee health care is a top concern among Delaware business owners. DSCC has devised an affordable, quality health care plan for its members. Blue Cross Blue Shield of Delaware announced new reduced rates on this exclusive program for DSCC members effective June 1, 2010. Visit www.dscc.com/healthplan.htm today or call (302) 576-6580 for more details.

Delmarva Broadcasting Company

Discount Radio Advertising Fifteen percent in bonus airtime on commercial orders placed by new advertisers on any Delmarva Broadcasting radio station. Contact Mike Reath at mreath@dbc1.com or call (302) 478-2700 for more information.

DSCC Affinity Credit Card with WorldPoints Rewards

State Chamber members can get a 10-percent discount from T-Mobile on qualifying monthly recurring charges and other special offers. Call Brian Greene at (610) 653-8902 to learn more about this benefit.

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

Modern Mail

Member-to-Member Discount Directory

Discounted Cell Phone products and Service

15-Percent Discount on Direct Mail Would you like to get your marketing message out to other State Chamber members? Modern Mail can handle printing, fulfillment and mailing. Contact Jim Basso at (302) 391-1200 ext. 225 or jim.basso@modernmail.com to see how you can save 15 percent on your mailing needs.

Notary Service

Free for DSCC Members 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.

Staples Business Advantage

Discounted Office Supplies Staples Business Advantage offers Chamber members 25-to-75 percent off their most commonly used items and 25-percent off the list price of everything else in their catalog. Call Dorothy Knauss at (302) 234-4614 or e-mail her at dorothy.knauss@ staples.com to receive a welcome kit and a password to access www.stapleslink.com.

Blood Bank Membership

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

Certificate of Origin Documents

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

70

179668 DSCC_JulyAug10.indd 70

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 Benefits of Membership.

Discounted Constant Contact E-mail Marketing Service

State Chamber members are eligible to receive discounts on their Constant Contact account subscriptions. Members can save 20 percent if they prepay for 6 months and 25 percent if they prepay for 12 months. That is a 10-percent deeper discount than what is available to other customers. To sign up, visit the Constant Contact link on the State Chamber’s members-only page.

Access full details on these benefits of membership in the members-only section of the DSCC Web site. For more information about obtaining your company’s members-only login credentials, please e-mail webmaster@dscc.com. n 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 was launched to help all residents of Delaware afford their prescription medications. Find your free card on page 28. For more information, go to www.dscc.com/rxdiscount.htm.

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:59 AM

S TAT E C H AM B E R

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.

Benefits & Services Committee: This committee identifies group-oriented benefits, such as health care coverage, discounted office supplies, phone service, direct mail, shipping and much more to help Chamber members be healthy and competitive. Contact: Sharon Reardon at (302) 576-6578 or sreardon@dscc.com.

NEWS

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.

Ambassador Committee:

Members, lobbyists and legislative representatives work together to address legislative issues of interest to Chamber members. Monthly lunchtime meetings feature guest speakers who cover current topics of interest to the business community. Contact: Greg Gross at (302) 576-6568 or ggross@dscc.com.

Legislative forum:

This committee reviews tax legislation and lobbies for the reduction of personal and business taxes in Delaware. Contact: Greg Gross at (302) 576-6568 or ggross@ dscc.com.

Tax Committee:

Committee: The transportation committee creates a unified voice when making recommendations to the Delaware Department of Transportation. Contact: Greg Gross at (302) 576-6568 or ggross@dscc.com.

Transportation

This committee provides practical, valuable and affordable education and development programs to help existing members and potential members be more successful. Contact: Sharon Reardon at (302) 576-6578 or sreardon@dscc.com.

Education

&

Development

Committee:

The Employee Relations Committee: This committee

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

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, State Reps. Deborah Hudson and Valerie Longhurst, State Sens. Liane Sorenson, Patti Blevins, Bethany Hall-Long and Karen Peterson, Rodel VP Dori Jacobson, Secretary of Education Lillian Lowery, and Connie Bond Stuart of PNC Bank. Register at www.dscc.com to attend. Contact: Sharon Reardon at (302) 576-6578 or sreardon@dscc.com.

Women in Business forum:

committee spotlight:

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

Young Executives Committee

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: Katie Grasso at (302) 576-6566 or kgrasso@dscc.com.

Executives Committee, for professionals between the ages of 21

Provides a forum to discuss issues affecting Delaware holding companies on the state and national levels. Contact: Katie Grasso at (302) 576-6566 or kgrasso@dscc.com.

Resources and Environmental Control (DNREC) Secretary Collin

Environmental Committee:

Holding Company Committee:

D e l awa r e

B u s i n e s s July / Aug u st 2 0 1 0

179668 DSCC_JulyAug10.indd 71

The Delaware State Chamber of Commerce’s newest committee was formed this year to encourage young executives in Delaware to get involved in the Chamber, network with other young professionals and further their business growth. The Young and 40, aims to develop Delaware’s young workforce through professional business networking and personal growth. The next luncheon meeting will feature a talk by Department of Natural O’Mara on July 12 at the Doubletree Hotel in Wilmington. To register, go to www.dscc.com and click on the events calendar.

71

7/7/10 9:59 AM

For Assistance, Call the Chamber

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

James A. Wolfe President & CEO

576-6560 jwolfe@dscc.com

Marianne K. Antonini Sr. Vice President Finance & CFO

576-6567 mantonini@dscc.com

A. Richard Heffron Sr. Vice President Government Affairs

576-6563 rheffron@dscc.com

Sharon R. Reardon Sr. Vice President Marketing & Exec. Director, Small Business Alliance Superstars in Business Media Relations Membership Marketing Benefits & Services Committee Education & Development Committee Women in Business Committee

576-6578 sreardon@dscc.com

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

576-6575 jsorbello@dscc.com

Cheryl Corn Executive Assistant to the President Linda D. Eriksen Accounting Associate

576-6566 kgrasso@dscc.com

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

576-6568 ggross@dscc.com

Chuck James Account Executive

576-6562 cjames@dscc.com

Liz Pretz Events Manager

576-6586 lpretz@dscc.com

Arlene M. Simon Account Executive Bill Stephano Director of Membership

John H. Taylor, Jr. 576-6590 Sr. Vice President & jtaylor@dscc.com Exec. Director, Delaware Public Policy Institute Kelly Cofrancisco Program & Communications Specialist Young Executives Committee

Katie Grasso Communications Manager Delaware Business Production Web Site Health Care Committee Holding Company Committee

576-6576 asimon@dscc.com 576-6574 bstephano@dscc.com

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

576-6579 fmiller2@dscc.com

576-6564 kcofrancisco@dscc.com Delaware State Chamber of Commerce

576-6572 ccorn@dscc.com 576-6569 leriksen@dscc.com

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

72

179668 DSCC_JulyAug10.indd 72

July / Aug u st 2 0 1 0 D e l a w a r e B u s i n e s s

7/7/10 9:59 AM

NCI Chamber Ad

3/26/07

11:00 AM

Page 1

WANT GREAT PROTECTION

FOR YOUR BUSINESS? We’ll Help You Pick Coverage That Provides Extra Protection!

Every business wants affordable insurance coverage. And for more than 50 years New Castle Insurance has been providing choices that create the best value for our customers. That’s why we offer high quality, affordable business coverage through Donegal, an “A” rated insurer.

With great rates, great service, fast claims processing and personal service, New Castle delivers the value of Donegal to Commercial clients of all types and sizes.

Commercial Auto • Property Insurance General Liability • Commercial Umbrella Workers’ Comp

Comprehensive coverage for hundreds of commercial classes.

Call or Stop By New Castle Insurance Today!

New Castle Insurance, Ltd. Serving Delaware - Maryland - New Jersey - Pennsylvania P.O. Box 391 • 621 Delaware St • New Castle, DE 19720

(302) 328-6111 • NewCastleInsure.com

179668 DSCC_JulyAug10.indd 73

7/7/10 9:59 AM

We can each make a difference.

We support those who do.

For more than 100 years, the Wilmington Trust corporate family has been privileged to work with, and support, individuals and organizations committed to providing quality of life and opportunity to all members of our communities.

In our second century of serving clients, our commitment to improving the lives of our neighbors remains steadfast.

We are proud to support the

Delaware State Chamber of Commerce

Katie Wilkinson—302.651.1460

Š 2010 Wilmington Trust Corporation.

179668 DSCC_JulyAug10.indd 74

7/7/10 9:59 AM