Delaware Business Magazine September/October 2015 by Delaware State Chamber of Commerce

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Beebe expands downstate A Publication of the Delaware State Chamber of Commerce

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In this Issue Features

BEEBE HEALTHCARE EXPANDS DOWNSTATE.......................................................... 19

Departments President’s Message............................... 2 Legislative Priority................................... 3 Pros and cons of the first half of the 148th general assembly

BY EMILY RILEY

Member News and Notes....................... 5

ADVANCED MANUFACTURING PATHWAYS............................................................... 24

Nonprofit Spotlight: Preston’s March for Energy..................... 12

Manufacturing Delaware’s future economy BY LARRY NAGENGAST

BACK TO BASICS CELEBRATES 30 YEARS.............................................................. 27

Welcome New Members....................... 14

BY BEVERLY STEWART

Chamber Scene...................................... 16

Q&A WITH ERNIE DIANASTASIS BY MATT AMIS............................................................................................................. 30

Newsbites................................................ 49

Q&A WITH BERNICE WHALEY.................................................................................. 40 DEDO promotes one of its own

Calendar.................................................. 51 Chamber Committees........................... 53

BY RANA FAYEZ

Chamber Member Benefits.................. 54 For Assistance, Contact the Chamber........................................... 56

On The Cover

Beebe Healthcare Photo by Nick Wallace DELAWARE BUSINESS | Se pt e m be r/ Oct o be r 2 0 1 5

Volume 19, Number 5 / Delaware Business (USPS 012098) (ISSN 153253542) is published bi-monthly by the DSCC Center for Business Management. Subscription price is $18 a year (included in membership dues). Known office of publication is 1201 N. Orange St., Suite 200, Wilmington, DE 19801. Periodicals postage paid Wilmington, DE 19850. Postmaster: Send address changes to Delaware Business, c/o DSCC Center for Business Management, P.O. Box 671, Wilmington, DE 19899-0671. Telephone (302) 655-7221. 1

Message from the President The last Legislative session ended two months ago the sun was rising on the morning of July 1st. What was not addressed in any appreciable way was the possibility that the state could face a looming revenue decrease in the range of $100-$200 million for the next budget year. Politics played a Rich Heffron role in affecting decisions that found ways to cover the current fiscal year’s budget gap. Among those decisions was using $31 million of the $61 million financial institutions paid as restitution relating to the 2008 foreclosure crisis. The use of one time money, such as this to help cover this year’s budget deficit, is a practice frowned upon by earlier General Assemblies and the business community. Legislators also decided not to act on implementing some of the Governor’s cost cutting proposals like reducing the senior citizen property tax credit and a plan to save $21 million by having state employees pick up a larger portion of health care costs. Neither proposal is popular with certain constituencies, but neither will be any of the cost cutting or revenue raising proposals that currently appear to be required for balancing next year’s budget. With the next legislative session being held during an election year politics will certainly play a role in next year’s spending decisions. This is not being critical of politics, it is built into representative form of government as it is the grease that keeps the wheels turning. A question should be asked, was it politically wise for legislators to back themselves into decision making corner? The more important question for the future should be how do we address the greater good? For the last couple years members of the business community, along with others, have clearly stated-Delaware’s current revenue structure is not sustainable in the long run. This issue will need to be addressed sometime in the near future. The Delaware State Chamber of Commerce is prepared to partner with the states leadership to address this looming problem. Then again maybe the economy will pick up speed and the deficit problem will be solved. Wouldn’t count on it, but one can always hope.

DELAWARE BUSINESS EDITORIAL STAFF Mark Stellini Chairman

A. Richard Heffron President

Rana Fayez Managing Editor

Christina Jones Graphic Design

BOARD OF DIRECTORS Donald T. Fulton George J. Weiner Associates

Chad Moore The Bellmoor Inn & Spa Dennis M. Salter Martha S. Gilman Summit Realty Advisors, Inc. Gilman Development Company Gary R. Stockbridge Michael Houghton Delmarva Power Morris, Nichols, Arsht & Mark Turner Tunnell, LLP WSFS Bank Scott Malfitano Richelle Vible CSC - Corporation Service Company Catholic Charities, Inc. Nicholas Marsini Katie Wilkinson Fulton Bank, N.A. PNC Bank, Delaware

CHAIR

Mark Stellini Assurance Media, LLC VICE CHAIR

Salvatore J. “Chip” Rossi Bank of America TREASURER

Barry Crozier Belfint, Lyons & Shuman Certified Public Accountants Sylvia Banks DuPont

BOARD OF GOVERNORS William R. Allan Delaware Community Foundation

Rita P. Hollingsworth Alfred Lerner College at University of Delaware

John Owens Capital One

Tyrone Jones

Theodore J. Prushinski Citizens Bank, N.A.

Mike B. Berardi Wohlsen Construction Company

Christopher L. Kenny ShopRites of Delaware

James Randall Caldwell Staffing

Marray Berstein Nixon Uniform Service

Richard Kenny ShopRites of Delaware, Retired

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

Julian H. “Pete” Booker Delmarva Broadcasting Company

Bernhard Koch AAA Mid-Atlantic

Robert (Rob) Rider, Jr. O.A. Newton

Jennifer Gimler Brady Potter Anderson & Corroon LLP

Nicholas P. Lambrow M&T Bank

Mark Brainard Delaware Technical Community College

Richard H. LaPenta Insurance & Financial Services, Ltd.

Linda Ammons Widener University School of Law

Kevin C. Broadhurst Comcast Robert L. Byrd The Byrd Group Timothy J. Constantine Highmark Delaware, BCBS Thomas J. Cooper Cooper Realty Associates Charlie Copeland Associates International, Inc. Ernest Dianastasis CAI Brian DiSabatino EDiS Company E. Andrew DiSabatino EDiS Company, Retired Denis Dunn AT&T, Delaware G. Kevin Fasic Cooch & Taylor, P.A. Dave Hargadon TD Bank

Stephan Lehm VanDemark & Lynch, Inc. Alan Levin SoDel Concepts Renee Lewandowski Agilent Technologies Andy Lubin Delaware Financial Group Hinton J. Lucas, Jr. DuPont, Retired John McCarthy AstraZeneca Pharmaceuticals, LP William E. Manning Saul Ewing LLP Paul M. McConnell McConnell Development, Inc. Bonnie Metz Verizon, Delaware Calvert Morgan, Jr. WSFS Bank Peter Morrow The Welfare Foundation

John S. Riley Ashland, Inc. William B. Robinson George & Lynch, Retired Richard D. Rowland Rowland, Johnson & Co., PA Greg Sawka Bancroft Construction Company Fred C. Sears, II Delaware Community Foundation W. Laird Stabler, III, Esq. Laird Stabler & Associates, LLC Richard K. Struthers Ashford Point Dian C. Taylor Artesian Water James A. Tevebaugh Tevebaugh Associates William M. Topkis Daniels + Tansey LLP, Retired Michael S. Uffner AutoTeam Delaware Clinton Walker Barclaycard US William S. Wallace JPMorgan Chase Robert W. Whetzel Richards, Layton & Finger

Pete Hayward University of Delaware, Retired

Janice E. Nevin, M.D., MPH Christiana Care Health System

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

Brian Nixon Invista

Harry L. Williams Delaware State University

A. Richard Heffron President

Mark A. DiMaio Acting Sr. Director, DPPI

Chuck James Senior Vice President, Membership

Marianne K. Antonini Sr. Vice President & CFO

Linda D. Eriksen Accounting Associate

Fred Miller Advertising/Retention

Cheryl Corn Executive Assistant to the President, Senior Vice President, Communications

Ken Evans Account Executive

Kelly Wetzel Program & Communication Specialist

Stuart Widom Calpine Corporation

STAFF

James DeChene Director, Government Relations

Rana Fayez Communications Manager

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

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

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| DELAWARE BUSINESS

LEGISLATIVE PRIORITY

Chamber Highlights Pros and Cons of the First Half of the 148th General Assembly BY JAMES DECHENE

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Transportation Infrastructure Funding In the aftermath of last year’s failed measure to raise the gas tax to help fund infrastructure projects, the goal this year was for the General Assembly to find $50 million to dedicate to infrastructure funding, with Governor Markell pledging to borrow another $50 million. After spending months negotiating on how to come up with the required money, the General Assembly passed legislation that will raise just under $24 million by increasing a number of DMV fees as well as the document fee associated with new car sales. In addition, $5 million of DOT operating expenses was transferred out of the Transportation Trust Fund responsible for funding infrastructure projects. As part of the negotiated deal, the money will be placed into a “lock box” dedicated for spending on transportation, the threshold for prevailing wage projects was raised, and prevailing wage will not be applied to the $20 million allocated to municipal street aid and the Community Transportation Fund, both of which fund local transportation improvements, such as filling potholes. The State Chamber expressed early support for all three add-ons, and lobbied diligently in support of a larger overall package that would have raised the goal of $50 million, and we hope that further action is taken in 2016 to help overcome the expected $780 million in anticipated shortfall over the next six years in much needed infrastructure projects.

PHOTO BY DICK DUBROFF/FINAL FOCUS

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Beginning to Transfer DOT Operating Expenses from Transportation Trust Fund In 1991, due to the recession, the General Assembly moved a portion of DELDOT operating expenses out of the General Fund and into the Transportation Trust Fund in order to balance the budget without resorting to a tax increase. Over the intervening years, with increases in salaries, retirements, health care expenses and other costs continually rising, the ratio of operating expenses to actual money used to fund projects has increased dramatically, resulting in an estimated $780 million shortfall over the next 6 years for transportation projects. The General Assembly took the first step of transferring $5 million of operating expenses back into the General Fund, and has indicated the goal of both continuing the process, and increasing the amount transferred, in future years. DELAWARE BUSINESS

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Abandoned property Two bills were passed related to how Delaware collects abandoned property, also known as escheat. Currently representing 14% of the state’s operating budget, this $500+ million revenue stream has come under fire from the business community at large over the last few years, resulting in a taskforce that met over the summer and came up with many of the proposals that were contained in these bills. They include limiting the total number of audits any one outside contractor can be assigned and requires all contracts with such contract auditors to assure that they will not employ or compensate senior officials from the Department of Finance involved with their work for two years after such officials leave state employment. It also directs the Secretary of Finance to prepare and promulgate a detailed manual containing procedural guidelines for the conduct of Delaware unclaimed property examinations and to update its regulations accordingly. The second bill shortens significantly the “look back” period from 1981 to 1991, and going forward will be a rolling 22 year “look back” starting in 2017. The bill also changes how companies can be audited, specifying they must first be offered the opportunity to enter a Voluntary Disclosure Agreement program. The State Chamber was involved in the process from the outset, and is pleased to see sustentative modifications made to the program. 3

Legislative Priority

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Studies on Revenues and Spending The Delaware Economic and Financial Advisory Council (DEFAC) was directed by Executive Order to create a taskforce charged with reviewing Delaware’s revenue streams and how to plan for the future. The taskforce issued a lengthy report outlining ways in which to increase revenues to keep up with state spending. During the process, it was lamented that no similar taskforce was created to review state expenditures, and a concession was made by budget writers this year to have Pew Charitable Trusts study how and what the state spends money on in an effort to make government more efficient. That study should be completed in time for next year’s budget process.

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Budget As mentioned above the budget this year was a difficult process for the General Assembly to undertake, and ultimately did little to plan for the next fiscal year. The State Chamber was disappointed that one-time monies stemming from bank mortgage settlements were used to fill budget gaps, that there was no requirement that state employees contribute more to their health insurance costs, and that no serious review of overall state spending was undertaken this year. The State Chamber will continue to review areas in which the state can be more effective and efficient when creating its budget.

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No change to the Estate Tax The Chamber has called for the elimination of the Estate Tax, but no action was taken this year. A disincentive to retirees, as well as a costly and inefficient program, the state has not seen the tax perform as a revenue stream in any meaningful way, and it puts Delaware at a competitive disadvantage to states like Florida.

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P.O. Box 232 Wilmington, DE 19899 Phone 302.655.7718 Fax 302.655.7918 rdubroff@finalfocus.com

see it all at www.ﬁnalfocus.com

DICKDUBROFFFINALFOCUS

Minimum Wage A bill expected to be introduced next year will call for an increase in the minimum wage. This comes on the heels of a taskforce created to study low wage workers and the impact an increase in the minimum wage would have on the economy, on workers and on businesses. With impacts being felt in cities like Seattle and Los Angeles, both of which saw dramatic increases in minimum wages—up to $15 an hour, the General Assembly should look to those examples as a cautionary tale before considering a mandated wage hike, and instead look to how businesses like Walmart and Target have already raised their minimum wages to above the Federal level as the economy has improved.

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Adjustments to PIT, Corporate Franchise Tax and Gross Receipts Tax Already on the table is a proposal to add two top tiers of personal income tax levels as well as a proposal to increase corporate franchise tax thresholds. These come on top of earlier proposals to cut corporate income tax rates, and increase the Gross receipts tax. The State Chamber is on record urging the General Assembly not to simply raise taxes to close budget holes, but to focus first and foremost on areas in state government that can be trimmed or eliminated. Se p t e m b er / Oc t o b e r 2 0 1 5

| DELAWARE BUSINESS

Member

news&Notes CCR specialists evaluating hardware

Commonwealth Computer Recycling BY HEATHER GRIES, DSCC INTERN

Protecting confidential information in today’s age can be a challenge. Most private material is easily accessible, and an easy way to know you’re protected is by properly disposing the private content you no longer need. Commonwealth Computer Recycling (CCR) provides clients with a number of services for proper disposal. Currently serving all across the MidAtlantic with locations in Pennsylvania, Commonwealth Computer Recycling offers: computer and electronic disposal, data destruction (hard drives, floppy disks, etc.), asset recovery, E-Waste

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DELAWARE BUSINESS

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Collection events, and universal waste management. This sprouting company is R-2 certified in responsible recycling, a member of National Association for Information Destruction (NAID), and a registered Federal Government GSA SAM small business. CCR is a unique business committed to convenience, security, and adding value to your recycled systems. Their services pose no environmental hazards and guarantees nothing goes to a landfill. Commonwealth Computer Recycling tries to reuse all materials, including selling the remaining metals and plas-

tics. CCR will also recycle old lightbulbs and batteries for an additional charge. Joseph Connors, Business Development, Commonwealth Computer Recycling says you can “Never be too careful, you need a certified recycler to do the job, and you need proof the jobs been done”. Thanks to their asset recovery, the fear is eliminated by giving customers a list with the hardware’s serial code destroyed, assuring you that the jobs been completed. Newly launched is the CyberCrunch mail back program that allows customers to mail in their hard drives and CCR will videotape the destruction and send you the video clip! These services are for anyone who maintains data, individuals and business. Perfect for doctors’ offices and anyone with classified information needing disposal. Joseph Connors stresses the importance of recycling your equipment and destroying old data and keeping an annual checklist of what is being done with the data and when it will no longer be needed. Anytime a new system at work is put in place or data is replaced, proper disposal is needed and saving old hard drives is not recommended. The company offers destruction on site and off site, depending on the security clearance of the product needing disposal, you can schedule for it to be picked up and drop offs can be done at their office or at one of their recycling events. Visit their website for a list of accepted items and more information: www.ccrcyber.com.

Member

news&Notes Gold Investments in Wilmington BY GRACE STOCKLEY In 1997, Jon Potts, then Vice President in the Precious Metals Division of Wilmington Trust, was contemplating his uncertain future. The bank announced that it would be exiting its decade old precious metals custody and sales business, and the jobs of the division’s employees were on the line. Rather than hoping for reassignment within the bank, Jon made an unusual proposal to the bank’s senior management – a buyout of the precious metals business. His proposal went something like this: Rather than asking longtime customers to take their assets elsewhere and terminating the division’s employees, Jon would take Jon Potts next to stacks care of the customers, and hire 5 of of 1,000 oz silver bars the employees. The bank, concerned about the best solution for its speaks volumes, when you consider the customers and employees, accepted. growth FideliTrade has experienced. FideliTrade began operations FideliTrade has several subsidiaries, in early 1998, taking on 5 of the including Delaware Depository. It is bank’s employees, and occupying one of the nation’s largest precious approximately 720 square feet of metals depositories, holding bullion office space with a small floor safe. for individuals, financial institutions, Today, FideliTrade employs 55 full time IRA custodians and the world’s major employees and occupies four, company commodity exchanges. FideliTrade is owned buildings, comprising nearly also an Authorized Purchaser of the US 72,000 square feet of secure space. Mint; a designation achieved by only 10 Jon’s philosophy for FideliTrade has companies worldwide. been “Take care of our customers and Bullion in the vaults and the our employees, and they will take care company’s future both shine bright. of the business.” 17 years have passed Economic and geo-political concerns and this simple, guiding principle has among investors have created proved successful for his firm. The unprecedented demand for services. leading source of FideliTrade’s new Sophisticated money managers business is through referrals. This

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and individuals alike have sought out FideliTrade for its cost effective, straightforward, and honest approach to precious metals investing. FideliTrade buys, sells, ships and custodies gold, silver, platinum and palladium bullion coins and bars for investment. Unique in nature, FideliTrade is one of the few precious metals firms that offers all these services under one roof. In 17 years, FideliTrade has become a leader in precious metals trading & custody. Established in Wilmington, Delaware, FideliTrade serves Delawareans & individuals nationwide by offering personal appointments. Call 302-762-6200 or visit www.FideliTrade.com for more information.

Se p t e m b er / Oc t o b e r 2 0 1 5 | DELAWARE BUSINESS

PPG Industries

ENHANCEMENT WORLDWIDE BY HEATHER GRIES, DSCC INTERN

PPG Industries, founded in 1883 by Captain John B. Ford and John Pitcairn, is a global manufacturer of paints, coatings, optical products, specialty material, glass and fiber glass. What started as the first commercially successful U.S. plate glass factory more than 130 years ago is now a Fortune 200 company, with operations in 70 countries. Headquartered in Pittsburgh, Pennsylvania, PPG is home to more than 40,000 employees of wide-ranging backgrounds and 156 manufacturing facilities worldwide. The company’s vision is to continue as the world’s leading coatings and specialty products company. PPG strives to supply inventive and sustainable solutions of the highest quality that customers can trust. To achieve their vison, the company abides by a PPG code of ethics, a set of principles and commitments that meet the consumer’s needs. Serving customers through 15,000 points of distribution, PPG Architectural Coatings is the global industrial leader in residential and commercial coatings. Popular brands include PPG Paints, PPG Pittsburgh Paints, Glidden, Homax and Olympic paints and stains. PPGAC manufactures and sells interior and exterior paints, stains, caulks and adhesives and sealants for homeowners and professionals. All of PPG’s products enforce environmental innovation; these are green goods with the ability to increase your products preservation. They help your home and business reduce energy

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consumption by keeping the outside cooler and sealing the heat inside, provide canned foods with longer shelf life and protect the outside of your car. Beyond the product, this groundbreaking company has multiple involvements in charitable projects supporting education, volunteering and sustainability. Through the PPG Industries Foundation, PPG utilizes their talents to give back by providing generous financial contributions and the use of PPG products. Projects such as

“Community involvement has always been a part of the PPG corporate culture. PPG is proud to pitch in to help a great cause for the sake of just wanting to make a difference in another person’s life. It’s not done for money and it’s not done for glory. It’s done to create a stronger community.” Sticking to their vision to improve the quality of living, PPG’s Colorful Communities is working to revitalize community spaces that over time have faded. PPG industries is donating an

serving customers through 1500 points of distribution Colorful Communities and Project Lead The Way are strong examples of PPG’s contribution. PPG Industries and the Delaware Department of Education have partnered to contribute funds for Project Lead The Way (PLTW), an engineering program being executed this upcoming 2015-2016 school year. Additionally, the partnership will sponsor the intensive teacher professional development necessary to implement the PLTW program. The sponsored teachers will complete a two-week summer training course at the University of Delaware. PPG’s plant in Dover celebrated its 40th anniversary in August and has partnered with the Central Delaware Habitat for Humanity to supply, paint, caulk and adhesives to their build sites. Neal Nicastro, Plant Manager shared

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additional 10 million dollars over 10 years to enhance, protect and beautify neighborhoods worldwide. The Colorful Communities Project is working with community partners and employee volunteers around the world to create bright murals for libraries, re-paint hospitals and local classrooms and replace graffiti. PPG Industries is a company that continues to stand by their products and services. They push to stay ahead with new developments and proceeds to lead with their increasing innovations. Aside from their growing paints and coatings business, PPG continues to specialize in glass products like fiber and flat glass, on top of optical and silica products. You can learn more about PPG, career opportunities and their contributions to the community at www.ppg.com.

Member

news&Notes Help the Veterans

HIGH SCHOOL SOPHOMORE STARTS A NONPROFIT

BY RANA FAYEZ

Charter School of Wilmington sophomore, Meera Garg, started a nonprofit organization after sympathizing with our nation’s veterans. Her mother woks at the Veteran’s Hospital, so she was exposed to many stories about the needs of Veterans. Garg became inspired. “They have sacrificed so much for our nation and they still don’t live the lives they deserve. Many of them have an indomitable spirit.” With her mother’s help, Meera was able to assess the needs of veterans and tailor the organization’s efforts to target problem-solving solutions. Help the Veterans has a couple of basic goals; to increase awareness about veteran causes by helping one veteran at a time. Instilling values of patriotism, leadership and respect for others. Over the past

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two years, the organization has collected about $17,000 worth of comfort items, such as toothbrushes and shampoo, and monetary donations. With no operating costs, each and every dollar of these contributions has been passed onto veterans in need. The organization’s affiliation with the Delaware Community Foundation has been an added bonus, which has made all of the donations tax-deductible. In the future, the organization hopes to provide transportation for veterans to doctor’s appointments, daily errands and whatever else they would otherwise be unable to accomplish on their own. Above: Meera Garg arranging supplies for veterans. At left: Disabled veterans enjoying a musical performance, organized by Meet the Veterans.

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AT&T completes acquisition of DirectTV

BECOMES LARGEST PAY TV PROVIDER IN THE WORLD BY DENIS DUNN, PRESIDENT, AT&T-DELAWARE AT&T Inc. in July completed its acquisition of DIRECTV. The newly combined company – the largest pay TV provider in the United States and the world – will offer millions of people more choices for video entertainment on any screen from almost anywhere, any time. “Combining DIRECTV with AT&T is all about giving customers more choices for great video entertainment integrated with mobile and high-speed Internet service,” said Randall Stephenson, AT&T chairman and CEO. “We’ll now be able to meet consumers’ future entertainment preferences, whether they want traditional TV service with premier programming, their favorite content on a mobile device, or video streamed over the Internet to any screen. “We’re now a fundamentally different company with a diversified set of capabilities and businesses that set us apart from the competition,» Stephenson said. AT&T now is the largest pay TV provider in the U.S. and the world, providing service to more than 26 million customers in the United States and more than 191 million customers in Latin America, including Mexico and the Caribbean. Additionally, AT&T has more than 132 million wireless subscribers and connections in the U.S. and Mexico; offers 4G LTE mobile coverage to nearly 310 million people in the U.S.; covers 57 million U.S. customer locations with high-speed Internet; and has nearly 16 million subscribers to its high-speed Internet service. Current customers of AT&T and DIRECTV do not need to do anything as a result of the merger. They’ll continue to receive their same services, channel lineups, and customer care. Customer

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account information, online access and billing arrangements remain the same. The integration of AT&T and DIRECTV will occur over the coming months. In the coming weeks, AT&T will launch new integrated TV, mobile and high-speed Internet offers that give customers greater value and convenience. As a result of this transaction, AT&T leads the industry in offering consumers premier content, particularly live sports programming, such as the exclusive rights to NFL SUNDAY TICKET, which gives customers every out-of-market NFL game, every Sunday afternoon, on any screen – TV, mobile devices or PCs. Additionally, the company owns ROOT SPORTS, one of the nation’s premier regional sports networks, and has stakes in The Tennis Channel, MLB Network, NHL Network, and GSN (Game Show Network). AT&T is also developing unique video offerings for consumers through, among other initiatives, its Otter Media joint venture with The Chernin Group. The

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joint venture was established to invest in, acquire and launch over-the-top (OTT) video services. This includes its purchase of a majority stake in Fullscreen, a global online media company that works with more than 50,000 content creators who engage 450 million subscribers and generate 4 billion monthly views. The DIRECTV acquisition significantly diversifies AT&T’s revenue mix, products, geographies and customer bases. As a result of this acquisition, as well as AT&T’s acquisition of Iusacell and Nextel Mexico, AT&T expects that, by the end of 2015, its largest revenue streams will be, in descending order: Business Solutions (both wireless and wireline); Entertainment & Internet; Consumer Mobility; and International Mobility and Video. Learn more by visiting: http://about.att. com/newsroom/2015_dtv.html. 1

Includes DIRECTV Latin America pay TV subscrib-

ers as of March 31, 2015, including subscribers of Sky Mexico, in which DIRECTV holds a minority stake.

Member

news&Notes Global Delaware TAKING BUSINESS ABROAD BY MEG CAMPBELL Delaware companies that want to realize their full financial potential will need to join the global economy. That’s the message the Delaware Department of State is driving home to local businesses, and the mission of global Delaware (global.delaware.gov), its ambitious initiative to help companies identify opportunities and expand operations abroad. Launched earlier this spring, the global Delaware initiative includes a host of services, activities and resources to

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help Delaware businesses find trading partners overseas, ranging from a packed calendar of events to spur international business to a network of international trade reps and a powerful online platform to identify distributors. “Crafting and executing an international strategy can be tricky for any company, especially small- and medium-sized businesses,” says Andrea Tinianow, the Division’s director. “There are a lot of questions and a lot of unknowns. That’s where we can help.” For instance, the division provides guidance and can even help identify trading partners abroad. “We have expanded our network of trade representatives to include Canada, Mexico,

Germany and South Korea, which are the four target countries that our research revealed are top markets for Delaware businesses,” Tinianow explains. “The reps can do market research, identify partners and distributors, set up matchmaking meetings and help companies navigate the country’s rules and regulations.” If a company wants to work with a trade rep, an export advisor at global Delaware will vet the project and help define the scope and then send it to the rep to cost it out. “The company is responsible for the cost of the project, although there are matching grants available for up to half of the cost, up to $2,000, so long as certain criteria are met,” Tinianow notes.

Global Delaware: Export-related services and resources Foreign trade representatives in Germany, Mexico, Canada, South Korea, Israel and Brazil can help Delaware companies find partners overseas. To contact global Delaware trade reps, email Export Advisor Beth Pomper at Beth.Pomper@state.de.us and Export Trade Director David Máthé at David.Mathe@state.de.us. Trade missions are currently in the works for Mexico, September 2015 and February 2016. If you’d like to learn more about a trade mission, contact Beth Pomper at Beth. Pomper@state.de.us or David Máthé at David.Mathe@state.de.us. Market Access Grant offers eligible Delaware businesses a grant to assist in expanding your export business. The grant can reimburse Delaware businesses up to 50% of all pre-approved, eligible, export

marketing expenses up to a maximum of $2,000 per fiscal year per company. To apply, email Emma. Cowdery@state.de.us. Other export events are on the calendar to assist Delaware companies with export activities, including an opportunity to meet with Chinese business partners and investors on September 28, and a chance to meet all of Global Delaware’s trade reps on October 12. For more events, check out the global Delaware calendar, “Happening Now” or contact Emma Cowdery at Emma. Cowdery@state.de.us. The Kompass Database can be used to generate distributor lists for almost any country in the world. For more information, contact Beth Pomper at Beth.Pomper@state.de.us. Global Delaware Ambassadors provide ideal forums to exchange infor-

mation and share resources. Learn more about how to join these LinkedIn groups from Emma Cowdery at Emma. Cowdery@state.de.us. Global Delaware’s website provides information and resources related to export activities in its “Expand” section. Check out global.delaware.gov/ expand/ to learn more about strategies for growth, global markets and export assistance. The Global Delaware Expand Blog features news, events and activities for businesses looking to join the global marketplace. Read posts at global. blogs.delaware.gov/expand-blog/, and click on “Sign Up for Email Updates” to receive updates right in your inbox. Global Delaware Twitter, @ DelawareGlobal, also provides the latest on news, events and activities related to doing business abroad.

Se p t e m b er / Oc t o b e r 2 0 1 5 | DELAWARE BUSINESS

Canadian rep Ludovic Ortuno recently visited Delaware and met with local businesspeople to discuss how he can assist them to identify opportunities in Canada. “The great thing about this State initiative is that Mr. Ortuno is able to work with companies across different industries,” says Sandra Burton, a local entrepreneur who attended the session. Burton, whose company Linne Industries makes solar-powered aeration systems for remote ponds, noted that the event drew a diverse cross-section of companies. Delaware companies will have another opportunity to meet Ortuno as well as the other trade reps on October 12, and learn about opportunities in each of the countries represented. To further bolster efforts, the State now subscribes to the Kompass database that can be used to identify potential distributors for businesses overseas in all major countries. “We can use the database to generate a solid list of possible distributors for a company, which can save a lot of time and effort,” notes Beth Pomper, Export Advisor for global Delaware. Companies ready to do business internationally can join a trade mission to one of the target countries. Qualifying companies can participate for a fee of $500, plus travel and lodging costs. This covers services valued at $6,500, including business meetings with distributors arranged by reps, in-country transport, interpreters, in-country briefing, onsite assistance and a debrief session upon return to evaluate the trip and determine follow-up. The State is willing to absorb much of the cost of trade missions because there is real potential for success, explains Tinianow. continued on page 51

DELAWARE BUSINESS | Se pt e m be r/ Oct o be r 2 0 1 5

Checking In

AFFORDABLE CARE ACT & SUPREME COURT RULING BY NICK MORIELLO, HEALTH INSURANCE ASSOCIATES

In late June, the Supreme Court of the United States released their decision on the highly publicized King v. Burwell case regarding the Patient Protection and Affordable Care Act. The Court considered two possible scenarios in its decision: Adhere to the strict reading of the law that subsidies may only be available in exchanges established by each state. This would leave consumers of states that opted into the federal exchange unable to apply for tax credits. Rule based on the intent of the law for universal availability of subsidies in all states and all exchanges. This would

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through the FFM (Federally-Facilitated Marketplace exchange). Delawareans were at risk of losing their tax credits had the Court ruled under the strict reading of the law. Now, consumers who purchase health insurance coverage on their own need to focus on what to do next. Here are key dates that consumers should discuss with their agent or broker: November 1st, 2015: Is the beginning of the “open enrollment” period where consumers can select and enroll in a 2016 plan. It is also the time for currently enrolled consumers to make changes to their plan for 2016.

Subsidies will continue to be available for all eligible consumers… not just in those with state-based exchanges allow all eligible consumers whose coverage is through the exchange to apply for tax credits. The Court’s decision states that subsidies will continue to be available for all eligible consumers who purchase health insurance through the exchange in all states, not just in those with state-based exchanges. Delaware has a “partnership” exchange where the state and federal government work together. There are a significant number of Delawareans currently receiving tax credits to reduce their insurance premiums for the plans purchased

December 15th, 2015: Is generally the last day to enroll in a new plan that will begin on January 1st, 2016. January 31st, 2016: Is the last day of the “open enrollment” period. There will not be another opportunity to purchase coverage without a “qualifying life event” until the following year’s open enrollment. You can reach Nick Moriello at nmoriello@hiaofde. com

Member

news&Notes NONPROFIT SPOTLIGHT

Preston’s March for Energy

BY DENEE CRUMRINE

half. My husband and I looked at each Think back to your very first other, and we knew we had to pay it bike ride - the wind in your hair, forward, we knew we had to help other the rushing adrenaline, the newfound kids experience their first bike ride.” freedom. Now, imagine not having that In October of that same year, the memory. Preston Buenaga, a spirited Buenagas created Preston’s March for 16-year-old, has mitochondrial disease, Energy. Its mission: “To provide therapeutic resulting in low muscle tone and developmental delays. He never knew that feeling, the exhilaration and excitement of riding a bike. That changed when a bike adapted to meet his unique needs was donated through the power of friends, family and social media. Now, Preston’s March for Energy works tirelessly to bring that feeling to as many other children across the country as possible, as well as raise awareness for mitochondrial disease. Mitochondrial disease, according to the United Mitochondrial Disease Foundation’s website, is a failure of the mitochondria, which is responsible for creating the energy required to sustain life and support growth within the body. Depending on the cells affected, mitochondria can cause damage to the brain, heart, liver, Evan is happy to receive the 99th bike skeletal muscles, kidney and the endocrine and respiratory systems. and physical exercise equipment to In Preston’s case, physical activity can be children with special needs, and to support exhausting and is mostly limited. education, awareness and a cure for “It was August 10, 2011, that was the Mitochondrial Disease.” Preston’s bike cost day of Preston’s first bike ride,” shares over $2,000, and other bikes might require Deb Buenaga, “I will never forget that twice the amount. Because of the expense day.” Mrs. Buenaga is the executive these bikes entail, and with 63 children director of Preston’s March for Energy, across the U.S. on their waiting list, this is but most importantly, she’s Preston’s no short order. mother. “Preston rode for an hour and a

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Regardless, in just four short years, Preston’s March for Energy has donated 99 bikes, and most likely their 100th, by the time you read this article! The 99th recipient was Evan in Pennsylvania, a soon-to-be high school freshman diagnosed with juvenile arthritis. Evan comes from a family of avid cyclists, but had been unable to join them. His condition will not allow him to sit upright because of the pain in his joints, and despite being referred to receive a recumbent bike by his doctor, insurance denied coverage. Evan’s family was directed to Preston’s March for Energy after an Arthritis Foundation employee heard about them through ATI Physical Therapy. Along with community and private support, businesses like ATI Physical Therapy have been extremely generous to the cause, garnering enough funding for 29 bikes since 2012. Discover is another supporter, donating funding for multiple bikes and sponsoring their 5k fundraiser. With everyone’s help, Preston’s March for Energy has given away bikes in 15 states and is even growing internationally, with two children on their waiting list residing in the UK. It sometimes seems as though things like childhood disease and disability are sadly widespread. But organizations like Preston’s March for Energy reminds us that kindness, hope and community are not far behind, meeting needs overlooked, bringing joy to others, and paying it forward.

Se p t e m b er / Oc t o b e r 2 0 1 5 | DELAWARE BUSINESS

Motivate the First State

COUNT YOUR STEPS IN CHARITABLE DONATIONS BY: HEATHER GRIES, COMMUNICATIONS INTERN, DSCC

There’s an outbreak of fitness fever popping up in our communities and Delaware is not immune to the cause. There’s an ongoing, innovative campaign called “Motivate the First State” that launched on June 1. Governor Markell is challenging Delawareans to achieve one million miles of physical activity between June 1st and December 31st. “Join me on the trails, sidewalks and bike paths.” he said. “Together, we can log one million miles of physical activity and make each step, each pedal stroke count for Delaware charities that help our kids, our families and our citizens with special needs.” The statewide campaign is aimed to encourage Delawareans to participate in regular physical activity and will reward participants with contributions to three Delaware charitable organizations Special Olympics Delaware, Boys & Girls Clubs of Delaware, and The YMCA of Delaware. All Delaware residents are invited to participate in the campaign. Track your movement through the easy to use online community powered by Plus3. com, the campaigns technology platform. Logging your activities on the website can be done manually, by hand (using the honor system), uploaded from compatible trackers like Garmin and Fitbit, or with the Plus3 app, available for Apple and Android devices. The website gives option to share your postings on other social media platforms like Facebook and Twitter.

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DELAWARE BUSINESS

Sign up for FREE at www.motivatethefirststate.com Contributions can be made by completing activities such as walking, cycling, by choosing water over soda and eating fruits and vegetables. Each healthy choice earns a specified amount of kudos determined by Plus3, one “kudos” will earn you one penny. Don’t worry if you forget to log something that day because you can log your activity completed up to one week previous. The online community allows you to connect with other participants, add “Friends” and share your activity. Motivate the First State is the Plus3 designed Clubhouse and within the clubhouse Delawareans can log, publicly or privately, as individuals, or participate as a team. Additionally, participants can join an ongoing team and incorporate their contributions. Jason Danner, Regional Vice President, Market Leader, Kelly Benefit Strategies

Se pt e m be r/ Oct o be r 2 0 1 5

Group, says this campaign is a “win, win, win” for all parties involved “Make every time your active count for charity”. Jason, who serves as a representative for Motivate the First State says the goal is to have 5,000 people logging their efforts consistently. This will serve as a baseline for the coming 2016 year. Motivate the First State is hosted by the Delaware State Chamber of Commerce in partnership with Kelly Benefit Strategies Group, Inc. Other partnerships for the campaign include Delaware Division of Public Health, Sussex County Government, Sussex Outdoors, Healthier Sussex County, Sussex County Health Promotion Coalition, Bike Delaware, Kent Kids, and Races2Run. You can sign up for FREE at www. motivatethefirststate.com to join the campaign.

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Located in Frankford and New DELAWARE BUSINESS

Se pt e m be r/ Oct o be r 2 0 1 5

Brian Nixon, Site Manager of INVISTAâ&#x20AC;&#x2122;s Seaford Operations, was honored for his service and dedication to the students of Seaford Middle School by Dr. Mark Phelps, Assistant Principal at the school. Mr. Nixon has been an active volunteer mentoring and advising students who are hard to reach or come from homes without a male role model. Mr. Nixon is Chair of the DE Manufacturing Association and serves on the DSCC Board of Governors. Thank you for your service Brian!

1. Networking Breakfast at YMCA Delaware. From left: Gina Edwards, T.H. Easter Consulting; Malana Battle, Malana J. Enterprises; Leah Gray, WorldPay US, Inc.; Christie Moretti, Griswold Home Care 2. Excel Business Systems, Inc. celebrated its 30th anniversay in July and hosted a networking breakfast for our members. 3. Chamber Leadership Breakfast with Major General Francis D. Vavala who is posing with Christine Kubik of the Delaware National Guard and Mark Stellini of Assurance Media.

Se p t e m b er / Oc t o b e r 2 0 1 5

| DELAWARE BUSINESS

What’s most important about being a leader?

I N T E G R I T Y - Major General Francis D. Vavala

Chamber Leadership Breakfast, June 24, 2015

COMMUNITY

OUTREACH DAY

Delaware Humane Association James DeChene @jamesdechene Jul 1, 2015

1. Chamber Leadership with Major General Francis D. Vavala. From left: Major General Vavala, John DiEleuterio of the Delaware National Guard, Ron Olivere, and Mike Uffner of AutoTeam Delaware

“Long night ahead @DEStateChamber”

2. From left: Dee Cairo, Excel Business Systems, Inc.; Mark Stellini, Assurance Media; Annie DiMattia, Excel Business Systems, Inc.

“HB140 passes. Establishes $24MM of new funding for transportation infrastructure. @DEStateChamber”

3. 18 young professionals met at the Delaware Humane Association in July to help the DHA landscape and prepare for its new shelter’s grand opening in September.

“House passes budget bill 30 yes, 9 no, 2 absent. On to the Senate. @DEStateChamber”

“Senate passes the budget 18 yes, 3 no. Bond committee to meet soon to incorporate needed changes from trans bill passing @DEStateChamber” “As of 5:20 a.m., we stand adjourned until January @DEStateChamber”

DELAWARE BUSINESS

Se pt e m be r/ Oct o be r 2 0 1 5

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Health and Wellness

Beebe Healthcare continues to expand downstate BY EMILY RILEY

FROM FIREWORK BURNS to sprained ankles to chronic disease, Beebe Healthcare in Southern Delaware has a wristband for it. As beach crowds turn into permanent residents and the once-hidden gem of a beach town continues to gain popularity among out-of-staters, both the town of Lewes and the medical center it boasts are experiencing a surge in population that requires a large-scale expansion. Come 2016, Beebe will enter another phase of growth and development in order to continue to provide top-of-theline healthcare in a more private, patient-centered environment. Though currently in the development stages, the planned expansion is set to build upon Beebe’s Savannah Road primary campus and will also benefit the medical center’s outpatient, walk-in and specialty care centers across Sussex County. The impetus for growth stems from a February 2014 spike in Beebe’s inpatient census that continued to rise, serving as a significant DELAWARE BUSINESS | Se pt e m be r/ Oct o be r 2 0 1 5

Health and Wellness “We realized there was a critical need for expansion 18 months ago when the census continued to show a sustained need in the area for more healthcare resources,” says Tommy Cooper, chair of the Beebe Medical Foundation Board. 6 months will be spent on counterpart to the increasing preliminary design projects number of permanent residents leading up to an 18 to 24 and the annual summer flood of month construction timeline. beach-goers. “We sit on 14 acres in the “We realized there was a town of Lewes, and we want critical need for expansion 18 to be a good neighbor to the months ago when the census people who live around us,” continued to show a sustained Fried says, acknowledging need in the area for more the challenge of completing a healthcare resources,” says large-scale construction project Tommy Cooper, chair of the in a residential area. “From a Beebe Medical Foundation community perspective, the Board. “Our census is almost board’s decision to leverage the 100 percent every month, and infrastructure that exists here the area is growing so fast. It’s rather than trying to recreate a pretty affluent community a campus in another location down here and the trend of makes it more of a costhealthcare is to provide what an efficient approach so that we affluent market wants, so the can provide the private rooms planned expansion is shaded and develop programs here that heavily toward private rooms.” make us a more communityThe first order of business based destination.” was to determine where the The most recent project expansion would occur. Was of this magnitude was the adding onto the primary $37 million Hudson Wing campus in downtown Lewes expansion to the main campus, more viable than breaking completed in 2008 and home ground on an entirely new to the hospital’s emergency structure elsewhere? Initially, department, intensive care unit the parcel of land on Route and orthopedic services. The 24 that houses Beebe’s Tunnell Photo courtesy of Beebe Healthcare and Scott Nathan Hudson Wing project aimed to Cancer Center was a prime achieve the same communityspot to break ground, Cooper driven goals as the current proposal, and did so by doubling the size of the says. However, the cost to build a full-service, state of the art facility from emergency department, expanding the critical care unit to a 20-bed facility scratch is approximately $1 million per room, a price tag that accounts for and adding more than 30 beds to the medical-surgical suite. The proposed support amenities, labs, staff and other ancillary items. “It became obvious expansion is slated to be slightly larger than the Hudson Wing’s three-andthat it would be terribly expensive to build on [Route] 24 and start over a-half story tower, though specific department dedications and allocations when we had a facility that had some up-to-date areas and some older have yet to be determined. areas. We decided instead that we’d take away the obsolete areas of the One specific area tagged for development is Beebe’s women’s services current hospital, build a new tower and stay in downtown Lewes.” department. Though Beebe has earned national and international In an ideal world, building will commence in the latter part of 2016. recognition for certain services and departments under the women’s health Jeffrey M. Fried, FACHE, Beebe Healthcare’s President and CEO, umbrella, Beebe Healthcare Executive Vice President and Chief Operating estimates that the next few months will be spent on budget approvals, Officer Rick Schaffner says that the proposed expansion is the perfect way service assessments and other logistical aspects. From there, an additional 20

Se p t e m b er / Oc t o b e r 2 0 1 5 | DELAWARE BUSINESS

Be Confident

The more you know, the better off you are.

By learning more about your risk of heart disease, you can do something about it. It’s that simple.

Beebe Heart Health Profiler For more information about the FREE Heart Health Profiler visit www.beebehealthcare.org/ hearthealthprofiler

Start by taking Beebe Healthcare’s online Heart Health Profiler. It’s free, fast and painless. Armed with the results, you can contact your primary care physician or make an appointment to see one of our cardiologists. Visit beebehealthcare.org to fill out the Heart Health Profiler. Beebe Healthcare’s cardiologists, cardiac surgeons, vascular surgeons, physician assistants and nurses provide best practice care and procedures right here in Sussex County, Delaware.

Five-Star Recipient for Treatment of Heart Attack for 2 Years in a Row (2014–2015)

DELAWARE BUSINESS

Se pt e m be r/ Oct o be r 2 0 1 5

Cardiac & Vascular Services Lewes, Delaware • (302) 645-3300 beebehealthcare.org 21

Health and Wellness to target areas of need in women’s services. “We see a very robust obstetrical service today, and as those healthcare services and the workflow around the care of women and infants have evolved, we have to design something that will make that care more effective. You can do certain things in existing spaces but oftentimes, the ability to design from the ground up is more efficient to account for the changes we’d like to make.” In addition to providing elevated privacy and comfort, Beebe also seeks to expand its basic medical care to offset the number of main campus visits and instead, provide a more efficient system of addressing common, nonemergency medical issues. “As the system experienced an influx of population in Sussex County, we were in catch-up mode for primary care,” says Jeff Fried, Beebe Healthcare’s President and CEO. “We saw that a lot of individuals were using our emergency department as their primary care facility, and we recognized that if we were going to make our system flow efficiently, we needed to take a long view of what was going to be needed.” The numbers don’t lie: Beebe’s main campus emergency department sees more than 50,000 patients per year – a figure many would like to see trimmed via expansion not just upwards, but outwards. One product of this macroscopic approach is this fall’s opening of the Rehoboth Beebe Walk-In Care location, the fourth of its kind in Sussex. The prime real estate at the Bookhammer Outpatient Center on Route 24 is less than a mile west of Route 1 and also houses Beebe Physical Rehabilitation Services, Beebe Imaging, Beebe Lab Express and the Beebe Outpatient Surgery Center. The adjacent Medical Arts Building is also home to Beebe’s Tunnell Cancer Center and other medical offices. The trend toward expanding a health system’s urgent or walk-in care facilities operates on a national scale. The Urgent Care Association of America reports that 57 percent of patients who visit wait 15 minutes or less to be seen, a far more efficient window of time when compared to emergency room trips for conditions or injuries that may require less intense medical intervention. Eighty-five percent of urgent care facilities are open seven days a week with an average of 357 weekly patient visits per center. “We’re going to continue to expand our outpatient network of satellites so that more and more care can be provided on an outpatient basis,” Fried says. “We’re working all the time to try to keep people out of the hospital and exploring options that are more cost-effective for outpatient care.” Preceding the proposed expansion, Beebe recently completed a $10 million expansion and modernization of the Margaret H. Rollins School of 22

Photo courtesy of Beebe Healthcare and Scott Nathan

“We’re going to continue to expand our outpatient network of satellites so that more and more care can be provided on an outpatient basis,” Fried says. We’re working all the time to try to keep people out of the hospital and explore options that are more cost-effective for outpatient care.” Nursing just in time to welcome students for the 2015 school year. Next year marks the school’s 95th anniversary, and it continues to be the state’s only hospital-based nursing program. The new 18,000-square-foot building features upgraded nursing education technologies like high-fidelity medical stimulators in the form of wireless manikins that can be programmed to produce symptoms of chronic disease, acute illness or a medical event to provide on-site medical training in a controlled environment. Other additions include advanced clinical laboratories, an expanded library and student space and other administrative and academic upgrades. The technical and structural expansion has allowed the school to double its capacity in order to increase enrollment over time. Se p t e m b er / Oc t o b e r 2 0 1 5 | DELAWARE BUSINESS

As part of the upcoming expansion, Beebe’s technological capabilities will be upgraded within each medical department as well. “We do very sophisticated cardiology procedures today, both traditional surgery as well as interventional procedures and electrophysiology, and [our capabilities] may expand in volume as new technology comes forward in that area,” Schaffner says. Beebe’s cardiology department already has a reputation of staying ahead of the medical technology curve, as evidenced by the acquisition of Cardiohelp technology, which is a portable heart-lung machine, peripheral and coronary atherectomy device Diamondback 360, and the advanced technologies artic front cryoablation and radio-frequency ablation with TactiCath, used to kill problematic heart tissue. Even after all the dynamic progress Beebe has experienced in the past few years, proposals and details for a project of this magnitude are still relatively in the beginning stages. As the upcoming months of planning, designing and budgeting generate momentum toward the overhaul, Beebe’s presence as an award-winning healthcare facility remains constant. “We as an institution have been very lucky in that our quality of life and what the beach has to offer has made us able to attract better than what a local, nonprofit hospital would typically bring,” Cooper says. “We’re getting fantastic medical staff and young top docs, and with that ability, people are staying here for medical care when they used to seek out larger institutions in the city. That’s just not the case anymore, and it’s spurring our need to expand as well.” n

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DELAWARE BUSINESS

Se pt e m be r/ Oct o be r 2 0 1 5

Guide to Education

Left to right: Students with instructor Bob Blyman, who is demonstrating the proper use of a volt meter. These adult students earned their Facilities Maintenance certificate under a Delaware Department of Labor training grant. Photos courtesy of DelTech

Manufacturing Delaware’s Future Advanced Manufacturing Pathways Program BY LARRY NAGENGAST

Se p t e m b er / Oc t o b e r 2 0 1 5 | DELAWARE BUSINESS

THE PROBLEM IS ONE that Delaware employers have talked about for years: they just can’t seem to find enough graduates from local high schools who are ready to step into a fulltime job after they receive their diplomas. Through a three-way collaboration spurred by Gov. Jack Markell, business and education leaders are attempting to tackle the issue head on, starting with the manufacturing sector. “The world’s economy has been forever changed by globalization and new technology,” explains Jonathon Dworkin, a spokesman for the governor. “We need to do more, to be more creative, to meet our employers’ needs and to ensure that our students have the best possible opportunities.” So, in February, Markell announced the “Pathways to Prosperity” initiative, an updated approach to career and technical education (CTE). The program relies on partnerships among employers, universities and school districts to prepare students for a bright future in high-demand career fields. The state is dedicating more than $1 million of its federal career and technical education funding this year to school districts to defray the costs of implementing the programs. Meanwhile, two other pieces of the puzzle were starting to come together. “It was more or less an alignment of the stars,” says Luke Rhine, director of CTE and STEM (science, technology, engineering and math) at the state Department of Education. DELAWARE BUSINESS | Se pt e m be r/ Oct o be r 2 0 1 5

Labor Secretary John McMahon, DMA chair Mitch Magee and Governor Markell together with DTCC president Mark T. Brainard are join students from William Penn who were taught welding as part of the program’s high school manufacturing training Members of the Delaware Manufacturing Association (DMA), an affiliate of the Delaware State Chamber of Commerce, recognized a new urgency as they discussed the age-old problem of not being able to find enough qualified workers – a problem intensified by technological growth in a global economy. “Manufacturing jobs are different from what they were 5, 10, 20 years ago. The brainpower required is much greater,” says Mitch Magee, director of engineering for PPG Industries in Dover and former chairman of the DMA board of directors. On top of that, the recession in 2008-09 reduced the number of manufacturing jobs, and more than 40 percent of the workers who remain have 20 or more years of experience, meaning that retirements will bring even more openings in the next few years, he says. At the same time, Delaware Technical Community College was piloting programs to make better use of its Innovation and Technology Center near New Castle. In the 2012-13 school year, Delaware Tech launched a collaboration with the Red Clay Consolidated School District that gave students from two high schools a two-year introduction into a variety of construction trades. (That program was recognized by the state chamber as a 2014 Superstar in Education.) 25

Guide to Education Students in the lab with instructor Bob Blyman Building on that experience, last fall Delaware Tech developed another pilot program, this one in manufacturing, for two groups of 20 students – one from three schools in the New Castle County Vocational-Technical School District (Delcastle, Hodgson and St. Georges) and the other from William Penn High School in the Colonial School District. About 35 of those students remained in the program at the end of the year and 25 of them received 200 hours of paid manufacturing work experience over the summer, according to Paul Morris, Delaware Tech’s assistant vice president for workforce development. This Delaware Tech pilot, called Accelerated Career Paths in Manufacturing, will expand this fall, has become the first Pathway to Prosperity in the new state program. This fall, Morris says, the program will add about 100 students: two groups of 20 from William Penn, 20 more from the vo-tech district and 20 from the Brandywine School District (Brandywine, Concord and Mount Pleasant high schools), all receiving training at Delaware Tech’s Innovation and Technology Center, and a group of 20 from Seaford and Woodbridge high schools, who will be trained by Delaware Tech faculty in a former Woodbridge school building that was being refurbished over the summer. Next year, “we hope to expand again,” most likely by adding one or more Kent County school districts, Rhine says. The ultimate size of the program will depend upon employers’ needs. “If employers say they have the capacity to take on 160 graduates a year, that will be our target number,” Rhine says. “For the short term, eight or nine sections of 20 students would be our initial capacity.” The program provides students with about 600 hours of technical and soft skills training in their junior and senior years, as well as an optional summer “craftsmanship” at a manufacturing site, and ending with certifications that will enable them to start their careers upon graduation. “We think of this as a liberal arts version of engineering,” Magee says. “The students get to know a little bit about everything.” Members of the Delaware Manufacturing Association worked with the Delaware Tech staff to create a curriculum that would not only meet technical standards but also target deficiencies employers were finding in their current workforce, Magee says. A survey of 151 Delaware manufacturers conducted last fall by the college’s Center for Industry Research and Workforce Alignment (CIRWA) identified technology and computer skills and problem-solving as the two most common deficiencies. The manufacturing program has two tracks, one in material handling and production (logistics) and one in maintenance mechanics (production). In the first semester of their junior year, all students take a class in manufacturing principles. Over the next three semesters, they take a sequence of three classes in either logistics or production. Delaware Tech faculty teach the dual-enrollment classes, for which the students earn both high school credit and seven to 13 credits toward a Delaware Tech associate’s degree in an engineering specialty. In addition, students who complete the program will be ready to take exams to receive nationally recognized certifications in their subject areas, and students in the production sequence will receive Advanced Manufacturing Integrated Systems Technology (AMIST) certification, another nationally recognized credential. 26

“The certifications are portable, so if a student goes out of state, he or she will be able to get a job there,” Morris says, “but the main purpose of the program is to improve Delaware’s workforce and assist our state’s employers.” While the high schools will not be teaching the courses in the advanced manufacturing curriculum, Rhine says they will have several important responsibilities beyond transporting the students to the training site. Schools must make sure their academic framework aligns with the technical course materials, ensure that participating students receive appropriate career and college counseling, and provide other supports as needed for students to succeed in the program, Rhine says. Since the recession, and the closing of several major manufacturing facilities, including Evraz Steel in Claymont and the General Motors and Chrysler auto assembly plants, “manufacturing has not been on as many people’s radar screens as a viable career, even though manufacturing is one of the best-paying sectors in the economy,” Magee says. But, he adds, “the current buzzword is ‘in-sourcing’ because it takes so long to get products back from [manufacturing sites in] China, and you want to tighten up the supply chain.” Also, “we have an aging workforce and for a couple of years [during the recession] we didn’t do any hiring, so we have a hole to fill,” he says. The Pathways program will expand into seven additional career areas over the next two years, Rhine says. A program in culinary and hospitality management, developed through a partnership among the University of Delaware, Delaware Tech, the continued on page 35 Se p t e m b er / Oc t o b e r 2 0 1 5 | DELAWARE BUSINESS

Guide to Education BUSINESS SPOTLIGHT:

Back to Basics Learning Dynamics, Inc. earns an “A+” BY BEVERLY STEWART, PRESIDENT/DIRECTOR, BACK TO BASICS LEARNING DYNAMICS, INC.

THIS YEAR, Back to Basics Learning Dynamics, Inc. celebrates 30 years in business. But, the word “business” is somewhat misleading. “Although we are an educational service provider, we are really in the business of changing lives,” explains Founder and Director Beverly Stewart, M.Ed. “Since Back to Basics began in 1985, we have helped over 16,500 students reach an incredible variety of educational goals.” Each one of those 16,500 students has a unique story to tell. Take Christine. As a high school student with exceptional grades, she had her eye on The Ivy League. But, her PSAT scores were only slightly above average. With months of dedicated, weekly 1-on-1 SAT prep sessions, she was able boost her scores to an impressive 2300. Or, middle school student Angel, who struggled in school from the start. Traditional school was simply not meeting his needs. But, a transition to Back to Basics Private School changed all that. He began to feel successful at school for the first time. And, the impact to his academics, happiness, health and relationships with family members was nothing short of amazing. Two different students. Two different stories. But, one familiar outcome at Back to Basics. From age 3 through adult, Back to Basics serves the needs of a range of students including those who are learning disabled, hearing or visually impaired, ADHD, Asperger’s, gifted, or those who simply need some academic support, largely through contracts with districts, schools and the State of Delaware. And, Back to Basics offers a menu of services that includes the widest array of educational options in the tri-state area. Back to Basics offers students 1-on-1 tutoring in over 60 subjects, translating and interpreting in 16 languages, speech therapy, occupational therapy, psycho-educational testing, test prep, and Delaware’s only Department of Education approved 1-on-1 Private School for K-12. Back to Basics also offers summer school and educational summer camps, original and credit recovery, and unique enrichment options. “No other education service offers the depth and breadth of our company,” says Stewart. DELAWARE BUSINESS | Se pt e m be r/ Oct o be r 2 0 1 5

But, the real secret to the company’s continued success is the commitment to the 1-on-1 teaching method that has differentiated Back to Basics from other education options since 1985. Pairing one tutor and one student, with a careful matching of both teaching and learning styles, has proven again and again to increase confidence, boost self-esteem, improve academic success markedly, and encourage a love of learning. With 30 years of success already behind it, what could be next for this remarkable company? “Our company motto is Aim High,” says Stewart. “We believe it is good advice for both our students and for our company. As we continue to add new educational services in a broad range of markets, really… the sky is the limit!” n 27

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DELAWARE MANUFACTURING EXTENSION PARTNERSHIP

NEW LOGO

THE BIG CHILL

How DEMEP Helped a Local Manufacturer Save Thousands

MARKELL ON MANUFACTURING A Q&A with Governor Jack Markell

PATHWAYS TO PROSPERITY PROGRAM

Delaware Tech’s Dual Enrollment Program Readies Future Manufacturing Workforce

DELAWARE BUSINESS | Se pt e m be r/ Oct o be r 2 0 1 5

LETTER FROM THE CHAIR 2015 has been a year of change for the Delaware Manufacturing Extension Partnership (DEMEP). At the organization’s February Board of Directors meeting, I was appointed as the new chair and Dr. Lora Johnson became vice chair as Dr. Mark Brainard took on the role of President of Delaware Technical Community College. I welcome this opportunity to serve DEMEP and to continue to help advance manufacturing in Delaware. I speak for all of the board members when I express our thanks to Dr. Brainard for his innovative leadership as Board chairman and I know he will continue to support and partner with manufacturers in Delaware in his new role. Another change for DEMEP was Rustyn Stoops’ appointment as Executive Director. Rustyn will continue with his work of reducing costs and improving productivity while maintaining quality to support DEMEP’s creative initiatives in the years ahead. Among these initiatives is DEMEP’s support of the Advanced Manufacturing Program, held at Delaware Tech’s Innovation and Technology Center. This year 40 students participated from two New Castle County high schools. The students were placed in paid summer internships and received handson, real world experience at Delaware manufacturing firms. The Governor and General Assembly continue critical support of workforce development and have provided funding in the FY16 budget to expand the Advanced Manufacturing program to southern Delaware this year. DEMEP also continues to help identify, develop and deliver national programs to help grow Delaware’s small- and medium-sized manufacturers. This year the DEMEP board developed and approved a plan to invest resources into the development of a program to help reach the smallest, under-served manufacturers. This plan additionally authorized a market study to better align DEMEP’s products and services with the needs of Delaware manufacturers of all sizes. DEMEP has also established an ExporTech program designed to help expedite the entry of Delaware manufacturers into the global markets. This program was possible because of partnerships with several entities including Global Delaware (DoS), U.S. Export Assistance Center (USEAC), World Trade Delaware and the Small Business Administration (SBA). ExporTech was presented in April to favorable reviews.

On the cover: A Bilcare technician mixes raw materials in the mixing room. OLD LOGO

As you evaluate your present and future business needs, please contact DEMEP 302.283.3131 to receive a comprehensive list of services and programs that will support your goals. Sincerely,

DELAWARE MANUFACTURING EXTENSION PARTNERSHIP

NEW LOGO

Kathy A. Janvier

Se p t e m b er / Oc t o b e r 2 0 1 5 5 | | DELAWARE BUSINESS

OLD LOGO

DEMEP SERVICES DELAWARE MANUFACTURING EXTENSION PARTNERSHIP

The below list is a sample of some of DEMEP’s most popular service offerings. However, DEMEP is able to bring together resources to provide any type of training that a manufacturer may need. • Principles of Lean Manufacturing with Live Simulation • Value Stream Mapping

YOUR PARTNER IN MANUFACTURING NEW LOGO

• 5S Workplace Organization and Standardization (Creating a Visual Workplace) • Set-up Reduction/Quick Changeover • Total Productive Maintenance (TPM) • Performance Measurement for Lean Enterprise • Leadership for Value Stream Management

The Delaware Manufacturing Extension Partnership (DEMEP) is one of the state’s “hidden” treasures. The 501(c)3 non-profit was created by Delaware manufacturers and the Delaware Economic Development Office in 1993 to help Delaware manufacturers stay competitive in a global economy.

• Poka-Yoke (Mistake Proofing)

There are 60 Manufacturing Extension Partnerships (MEPs) throughout the country. Some are run through partner organizations, while others are independent. DEMEP functions on behalf of Delaware Technical Community College, and is based at the College’s Stanton Campus.

• Standardized Work

As part of the national network of MEPs, DEMEP agents have access to the experiences and knowledge of fellow agents across the country including the National Institute of Standards and Technology’s (NIST) Hollings MEP partnership.

• Tools and Techniques for Problem Solving • Team Building for a Lean Culture

• Cellular/Flow Manufacturing • Lean Office & Administration: Value Stream Mapping for Non-Production Processes (Office Value Stream Mapping) • Pull/Kanban • Practical Statistics Tools • Design of Experiments

So what does this all mean to the small and medium-sized manufacturers in the state of Delaware? It means that they can look to DEMP as a trusted business advisor, who can help companies create (Lean) Continuous Improvement Cultures and implement Quality Management Systems. Beyond this type of training and consulting, DEMEP has access to the entire MEP network and resource partners to help companies find new ways to accomplish their goals.

• Essential Leadership Skills for a World Class Enterprise

Our Mission

• (DRG) Driving Revenue Growth

“We provide cutting edge services and leverage our partnerships, community connections and technology resources to enable Delaware manufacturers to innovate, create more jobs, increase their profitability and successfully contribute to Delaware’s economy.”

• ISO9001 Overview of the Standard • ISO9001 Internal Auditing – A Process Approach. • Six Sigma Greenbelt and Blackbelt • Strategic Planning

• First Line Supervisory Training • Health & Safety • Health & Safety Training

Our Vision

• Lean Product Development: Reducing Time in New Product Development

Grow and transform manufacturing in Delaware, leading to new jobs, profitable companies and renewed pride in our manufacturing sector.

• Lean Product Design: Reducing Cost in New Product Development

To learn more about DEMEP’s services and training, visit www.demep.org or call 302.283.3131.

• 3P: Production, Process, Preparation • Supply Chain • A3 Report Writing • ISO 14000 • ISO/ TS 16949 – 2002: The new global automotive QMS standard • Additional ISO Course Available Upon Request • Innovation Engineering Jump Start, For Small & Mid Sized Companies

DELAWARE BUSINESS | Se pt e m be r/ Oct o be r 2 0 1 5

Governor Markell meets with students during Manufacturing Week 2014.

MARKELL ON MANUFACTURING We asked Governor Jack Markell to share his thoughts on the state of manufacturing in Delaware. Here’s what he had to say. Why is manufacturing important to Delaware? Manufacturing is important because growing the industry is a great way to supply Delawareans with opportunities to obtain good paying jobs. Beyond that, the state also benefits from growing the industry because it accounts for such large share of private sector research and development. This means that when we are able to attract more manufacturing firms and jobs to Delaware, we not only enhance the quality of our labor market, but we improve the climate for new innovation and entrepreneurship in the state as well. In 2009, Delaware’s manufacturing sector was significantly impacted. Numerous manufacturing plants were closed or downsized including the loss of two automotive plants. What is Delaware’s strategy for rebuilding the manufacturing sector? The primary strategy my administration has adopted to rebuilding our manufacturing sector has been to develop the skills of our workforce. Companies today have the option to locate operations anywhere in the world- so to convince them that Delaware is the best option, we need to be able to provide them with a level of talent that they cannot find anywhere else. Programs such as the Manufacturing Pathways initiative, which we partnered with DEMEP, the DSCC, and

Del Tech to build, are key to achieving our goal of turning Delaware’s workforce into one of the most talented in the world. Every state in the nation, as well as foreign countries, are seeking manufacturers to expand, relocate or start-up within their borders. Why should a manufacturer choose Delaware? Manufacturers should choose Delaware because our workforce offers a base of talented applicants to choose from. We have the second most PhDs per capita of any state in the nation, and are home to several high quality institutions of higher learning which are renowned for their engineering programs. The work we are doing in building workforce development through career pathways and other initiatives will only serve to enhance this quality. From a market accessibility perspective, we have close proximity to several major transportation hubs – major international airports, ports, rail lines, and highways. Delaware is situated in the heart of the eastern seaboard, with 40% of the U.S. population within a 500 mile radius. Finally, our Manufacturing Extension Program is an active and inclusive member of our manufacturing sector. DEMEP is always working on new strategies to help our companies remain at the

cutting edge of their fields- seeking new ways to help them improve their product quality, workforce productivity, and business profitability. The government of the state of Delaware has a great relation with DEMEP and its members, and the lines of communication are always open. So many manufacturers have moved to low wage rate countries. How can Delaware’s manufacturers compete against those markets? Competition from abroad is always going to be something that the industry and our state and our country is going to have to contend with. Where our advantage lies is in the superior quality of our workforce, in our system of developed and stable legal protections for new innovations, and our reliability in preserving supply chain continuity. Companies are beginning to recognize these benefits in a way that they may not have appreciated in the past, and have begun to “reshore,” bringing their facilities back to America to take advantage of these benefits. In Delaware, we are seeing this first hand. In recent years, several companies have chosen to relocate operations from outside the country into Delaware. We will continue to compete for this business, and, if we continue to improve upon the advantages outlined, will continue to win.

Se p t e m b er / Oc t o b e r 2 0 1 5 | DELAWARE BUSINESS

The Big Chill How DEMEP Helped a Local Manufacturer Save Thousands By Allison Hayes

DEMEP Business Specialist Kelly McKeown discusses equipment renovations with Bilcareâ&#x20AC;&#x2122;s Tom McDonough.

DELAWARE BUSINESS

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Thomas E. McDonough, interim president of Bilcare Research Inc., comes alive on his manufacturing floor. On a recent tour of the facility, he points out the pellets that become scalding hot bun-shaped lumps before being melted and rolled into sheets of plastic that are then carefully trimmed to customer specifications. The plastic will turn into the plethora of credit cards and gift cards that fills most wallets in America. Bilcare is also an innovation-led packaging solutions provider that partners with the pharmaceutical industry and others to deliver effective and affordable packaging solutions. Bilcare’s manufacturing facilities and R&D centers are spread across Europe, USA and Asia. These facilities, together with a global sales force, help the company serve a large global customer base, including local and international pharmaceutical companies. The machines at Bilcare’s Delaware City facility run 24/7, with the equipment working just as hard as the employees manning it. One broken part could cost the company thousands. Under McDonough’s leadership, the company is making sure that doesn’t happen. Helping him with that endeavor – the Delaware Manufacturing Extension Partnership (DEMEP) – an organization committed to helping Delaware’s manufacturers improve their global competitiveness though comprehensive business improvement tools.

Bilcare initially turned to DEMEP for help developing an in-house ISO9001 auditor team. Later they sought assistance with developing a Lean manufacturing culture within the Bilcare organization. This Lean culture helped the employees develop the skill set for identifying and eliminating waste within the company. The waste they were training to identify were processes and procedures that did not add value for Bilcare’s customers. This freed up valuable time and resources that can be spent on satisfying the needs of their customers. Eventually, Lean training and implementation made its way to the maintenance practices on the shop floor. It was during this phase of the implementation that the magnitude of energy consumption began to appear as an obvious opportunity to everyone and the notion of seeking out ways to reduce energy consumption began. To assist in this endeavor DEMEP brought in one of its partners – the University of Delaware’s Mid-Atlantic Assessment Center – to perform a full energy audit. The energy audit looked at all of the company’s systems from boilers to chiller systems, and provided a report with a list of 11 recommendations as well as cost of implementation (including potential hidden costs). With the results of the audit in hand, Bilcare began to implement the recommendations that could be done without seeking capital. For the remaining recommendations, the company be-

A Bilcare technician cuts plastic cardstock to customer specifications.

Se p t e m b er / Oc t o b e r 2 0 1 5 | DELAWARE BUSINESS

Plastic calendaring (large sheets of cardstock) being prepared for production.

“

DEMEP helped us to increase profits and improve capacity so we can hire more employees.

”

DELAWARE BUSINESS | Se pt e m be r/ Oct o be r 2 0 1 5

gan to explore – with DEMEP’s assistance – state and other grants to assist with the capital cost of replacing the older inefficient technologies. Recently, Bilcare successfully received a state grant for a chiller system upgrade, which is currently being implemented. The grant provides over $100,000 for the company to use to upgrade their chilling systems. The rest of the funds will come from Bilcare, but the cost will be made up by the efficiency of the chillers in about a year. In addition to the financial savings, the conversion to new chillers will have a positive impact on the environment compared to the older technology. On the sweltering shop floor, it’s hard to believe that there are chillers plugging away at all times. Making plastics, says McDonough, is a “battle of hot and cold.” A finely tuned balance of hot oil,

steam and cold water is always at work in the finely-tuned process. McDonough is looking forward to seeing the carefully studied impact of new chillers become a reality. And he’s not finished. Future planned projects include switching to energy efficient lighting, updating boiler systems, and growth oriented projects that will increase the company’s human capital – a major priority for McDonough. DEMEP will be with Bilcare every step of the way—not only in helping them to connect with the right resources, but also in training employees on a variety of topics such as quality systems, Lean manufacturing and more. Things are certainly hot – and cold – at Bilcare Research.

Dear Students, Last year I wrote to you about “The Future of Manufacturing in Delaware.” I told you about our commitments to growing Delaware’s workforce through training initiatives in fields like advanced manufacturing, information technology, and bio science. Through the work of Delaware Tech, Delaware Manufacturing Extension Partnership, Delaware Manufacturing Association, the Department of Labor, and the manufacturers themselves, we were able to create a career pathway to help students at New Castle County Vo-Tech and William Penn High school get a head start on a career in advanced manufacturing. This year, we are happy to announce an expansion of that program into Sussex County. In the coming school year, the students of Woodbridge High School will be able to participate in the same training courses others have enjoyed, and be able to obtain paid internships at some of the leading companies in this field. We are excited to be able to expand this initiative and anticipate it will remain one of the best resources available for workforce development in Delaware. With the forces at work in the modern economy, early training to develop skills in emerging industries like advanced manufacturing will be key to promoting the success our next generation. I wish you the best with this edition and moving forward. Sincerely, Jack A. Markell

Se p t e m b er / Oc t o b e r 2 0 1 5 | DELAWARE BUSINESS

HIGH SCHOOL STUDENTS FIND PATH TO SUCCESS THROUGH PATHWAYS TO PROSPERITY PROGRAM For Charles Wideline, a William Penn High School junior, the Pathways to manufacturing dual enrollment program at Delaware Tech changed his mind about the future. After finishing the first year of the program, he plans to attend college to study engineering or manufacturing, something that was decidedly not part of his plan just 12 months ago.

“Students like Charles are exactly why this program was needed,” remarked Paul Morris, assistant vice president for workforce development at Delaware Tech. “It opens their eyes to the many options available to them beyond high school,” said Morris citing the data on dual enrollment programs which have been shown to increase the chances students will obtain a college degree. Morris worked closely with President Mark Brainard, Governor Markell, the Department of Education, Delaware legislators and its manufacturing community to help create the manufacturing pathway program as an option for Delaware

high school juniors and seniors. “We need all of our high school graduates contributing to Delaware’s economy and this program prepares students for today’s in-demand jobs and provides them with a foundation for the next step in their education.” Last fall, Delaware Tech piloted the manufacturing program with the Colonial and New Castle County Vocational Technical School Districts. Students gain hands-on training through the College’s Innovation and Technology Center in New Castle and real world experience through a paid summer “craftsmanship.” Participants will graduate from high school with Delaware Tech credit, industry credentials and a jumpstart on a career in manufacturing. “I’ve witnessed a motivated group of students who are gaining a leg up for the future,” said Cassandra Freeman, a Delaware Tech counselor who works with dually enrolled students like Joe Zecca, another participant from William Penn High School, who enjoys the hands-on teaching that occurs in his manufacturing classes. Zecca will graduate from high school with a diploma and several manufacturing certificates that make him instantly employable. He plans to continue his education and said he is looking forward to finding a well-paying job in the field. The program expands to Sussex County this fall, serving students from both Seaford and Woodbridge High Schools. It’s just the first of several career pathways currently in development as part of Governor Jack Markell’s Pathways to Prosperity Initiative. They include allied health, business,

Students in the Pathways to Manufacturing program work both in the lab and in the classroom.

DELAWARE BUSINESS | Se pt e m be r/ Oct o be r 2 0 1 5

HIGH SCHOOL STUDENTS FIND PATH TO SUCCESS THROUGH PATHWAYS TO PROSPERITY PROGRAM (continued) computer science, culinary arts and hospitality management, and engineering. Markell recognized the support of Delaware Tech at a recent event, thanking Delaware Tech President Dr. Mark Brainard for his personal commitment to the “critical initiative.” The state is dedicating more than $1 million of its federal career and technical education funding over the next year to offer school districts grants to defray the cost of providing these programs. “The manufacturing program has demonstrated the power of partnering our business community and college with school districts to create a curriculum that engages students in learning skills most valued in the economy,” said Brainard. “Delaware Tech has an important role in these efforts given our work with industry. We look forward to taking part in other pathways to prepare students for jobs in other high-demand industries.” For the program’s first class of manufacturing students, and the many who will follow in their footsteps, the future is full of possibility and potential. Students in the Pathways to Manufacturing program from William Penn High School stand with instructors.

Quick Facts about Agilent Technologies in Delaware

   

700 employees at 2 sites, payroll of $75M Jobs in Manufacturing, Sales, Service, Marketing, R&D Recognized for Innovation, Work Life Balance and Green Every employee gets paid time for community service

Located on Centerville Road in Wilmington and in First State Industrial Park in Newport, Agilent Technologies manufactures analytical equipment and consumables used by scientists all over the world. Customers use our products in chemical, energy, environmental, forensics and pharmaceutical applications to determine the content of their samples for R&D, QA/QC and Process Control. Our products have been used to catch doping at the Olympics for years. Specific products built in Delaware are Gas Chromatographs (GC), GC Mass Spectrometers (GCMS), Liquid Chromatography Columns and other peripheral devices used by chemists in their laboratories. We are #1 in our core markets with these products. We have careers for Chemists, Buyers, Engineers, Technicians, Operators, Material Coordinators, Planners and many other career focus areas. Visit us at www.agilent.com

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Se p t e m b er / Oc t o b e r 2 0 1 5 | DELAWARE BUSINESS

Located in Dover, Delaware, Edgewell Personal Care is passionate about helping people be at their best when it matters most. The Edgewell family of brands has a product for everyone -- with well-established brand names such as Schick® and Wilkinson Sword® men's and women's shaving systems and disposable razors; Edge® and Skintimate® shave preparations; Playtex®, Stayfree®, Carefree® and o.b.® feminine care products; Banana Boat® and Hawaiian Tropic® sun care products; Playtex® infant feeding, Diaper Genie® and gloves; and Wet Ones® moist wipes. We have careers for Supervisors, Engineers (Quality, Process, Mechanical, Electrical and Industrial) Production, Administrative, and Management. Quick facts about Edgewell Personal Care  514 colleagues in Dover and continuing to grow  Global team of 6,000 visionaries, doers & makers  Portfolio of over 25 brands touching lives in more than 50 countries  Over 80 years in Dover, Delaware Visit us at www.edgewell.com

Procter & Gamble Dover Wipes Plant What makes our site a great place to work and live? Our PEOPLE— who are passionate & competitive and able to build capacity in the relentless pursuit of excellence.

And LOCATION— We are centrally located to many major cities enabling us to work hard and play harder!

DELAWARE BUSINESS | Se pt e m be r/ Oct o be r 2 0 1 5

Here at the Procter & Gamble Dover Wipes Plant, we are the makers of Pampers & Luvs baby wipes which we distribute to families throughout the United States, Canada, and Puerto Rico. Located in West Dover, our site was built in 1973 with approximately 5,000 square feet of the facility under roof. Since P&G acquired the site, our business production capacity has more than doubled to keep up with consumer demand and we directly employ approximately 185 P&G employees .

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Guide to Education

Reimagining learning Q&A with Ernie Dianastasis BY MATT AMIS

ERNIE DIANASTASIS—

So whose vision is this, exactly?

perhaps more than ever—is eager to go back to school this fall. The longtime business leader and education advocate serves as chairman of the Vision Coalition Leadership Team, a cadre of local influencers who work collaboratively and cooperatively to improve Delaware schools. This month, the coalition releases Student Success 2025. Like its well-known predecessor, Vision 2015, Student Success 2025 is an ambitious 10-year plan designed to boost Delaware’s public education system to world-class status. Delaware Business caught up with Dianastasis—who, when he’s not leading his CAI (Computer Aid, Inc.) global IT firm, also leads the Delaware Business Roundtable Education Committee—to talk about the plan and the vision for the future of Delaware schools.

The ideas in this report don’t come from me. They don’t come from the Department of Education. Over the last few years, our group talked and collaborated with more than 4,000 Delawareans—including 1,300 students. They reached out online, in surveys, at community meetings, cups of coffee—you name it. The people of Delaware told us where they think we need to go as a state. They told us their hopes for providing more social and emotional support for kids, and for more collaboration between families and schools. And the kids themselves said they wanted more real-life career experiences and flexibility in their school experience. We took the student input very seriously. They’re at the center of this whole thing. We also called upon leading experts in Delaware, across the country, and around the world—to help inform our thinking.

Tell us about a little about Student Success 2025.

Ernie Dianastasis is the chairman of the Vision Coalition team

This is a 10-year vision for public education in Delaware. We started back in 2014 by asking a question: What are the skills and attributes that an educated Delawarean needs to have by the year 2025?—and worked backward from there to develop the strategies to achieve that vision. And we’re not just jumping straight to 2025—these are issues we can begin working on today. The plan itself deals primarily with six core areas: quality early learning, personalized learning, postsecondary and career attainment, educator support, school funding, and governance. The thinking is, by aligning those six areas better, Delaware can build a more modern and seamless education system, and our kids can take advantage of that in numerous ways.

This is a follow-up to Vision 2015. Did that plan work? Is this the sequel? Vision 2015 came out in 2006, and since its release around 75 percent of its recommendations have been acted upon in Delaware. That includes higher academic standards overall, new investments in teacher prep programs, and huge increases in the number of children enrolled in high-quality early learning environments. We have more kids than ever taking and passing AP courses, taking foreign language immersion classes, applying to college, and participating in career pathways. So, I’d say it has worked, but to be candid some things simply haven’t— like improvements to our funding system, and big shifts that we didn’t anticipate a decade ago, like the explosion of technology in our daily Se p t e m b er / Oc t o b e r 2 0 1 5 | DELAWARE BUSINESS

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tributes than an educated Delawarean needs to have by the year 2025?” lives. When the community sees Student Success 2025, they will see that we looked to address those gaps and build on the foundation we started. There’s still so much more we can do to support our schools and our kids. We also need to remember that transforming a multi-century old system does not happen overnight. It is a multi-year journey with many phases. There is no finish line where we declare victory. Rather, it is a life-long commitment to excellence that we must all embrace.

What happens next? How do you transition the plan into action? Well, we’ll officially release the report on September 16 at a special event at the Del Tech Dover campus, and from there, we’ll follow up with our Annual Conference on October 28, where we’ll try to reenergize Delawareans around these issues and keep the momentum going. From there, we’ll establish some dedicated implementation teams to dig in on putting these recommendations into practice. Some will be easier than others, and some of them are already underway. That said, at the end of the day, this is about results, so we are going to hold ourselves accountable by producing a report card on the progress we make every fall. We hope the Chamber and the community as a whole keeps the pressure on to make sure we collectively deliver on what we’ve promised. We all need to own this.

We haven’t seen a whole lot of harmony when it comes to education policy in Delaware lately. What makes this any different?

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I think it goes back to the collaborative nature of the plan. At the end of the day, of course we will need political and legislative action to enact some of these recommendations. And we know the state is facing some major revenue issues. But the truth is, we aren’t all going to agree on everything. As a group, the coalition is committed to working on the 80 percent or more that we all agree on, and keep the work moving forward. We accept that there will be real disagreements on the margins, but we can’t let that slow us down. And in fact, everyone in Delaware can play a part. You already have members of the business community energized around career pathways for students; you have all these wonderful family and community organizations providing support; you have school districts collaborating on things like personalized learning. There are already so many great things happening in pockets throughout Delaware, so our biggest challenge right now is connecting them all together across the state, and doing more of what works. Let’s focus on the things we already agree on, and work toward this vision for the future. It’s closer than we think. For more info on Student Success 2025, visit www.visioncoalitionde.org. n Se p t e m b er / Oc t o b e r 2 0 1 5

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DELAWARE BUSINESS | Se pt e m be r/ Oct o be r 2 0 1 5

Bringing Delaware business leaders and educators together...

2 0 1 5 D E L AWA R E FOR A

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October 12-16, 2015

The Delaware Principal for a Day program began in 1993. Since 2004, it has facilitated more than 1,400 school visits, joining principals with local business leaders to build grassroots partnerships that are key to developing the workforce of tomorrow. More than 130 schools participated statewide in 2014. Sign up today and meet YOUR future workforce! The Partnership, Inc. was created to promote charitable and educational activities by developing and fostering programs that encourage private sector involvement in workforce development and education through programs like Superstars in Education and Delaware Principal for a Day. To register for Delaware Principal for a Day, please contact Kelly Wetzel at kwetzel@dscc.com or (302) 576-6564. * Pictured above is Pete Booker with the students of Serviam Girls Academy. **The Partnership, Inc. is the 501 (c)3 education affiliate of the Delaware State Chamber of Commerce.

Se p t e m b er / Oc t o b e r 2 0 1 5

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Principal for a day, making a difference for a lifetime BY MARK DIMAIO

U.S. Senator Tom Carper participates in Delaware Principal for a Day.

ANDY WILLIAMS FAMOUSLY SANG about “the most wonderful time of the year” and of course he was crooning about the holiday season but here at the State Chamber, The Delaware Principal for a Day Program is “the most wonderful time of the year”. Maybe a little over the top but not really for a program that started in 1993 and over the past ten years has facilitated over 1,400 school visits by Delaware’s business leaders. This year’s “wonderful time” happens from October 12th to October 16th. The Delaware Principal for a Day Program recognizes a need to foster working relationships between business leaders, educators and schools. The State Chamber, through its affiliate The Partnership, Inc. created this program to provide CEOs and business leaders an opportunity to spend the day in a Delaware school carrying out the daily responsibilities of a principal. Business leaders and elected officials participate in the Program for many and varied reasons, but ultimately the goal is to build a closer connection and relationship between school, college and career. This connection provides business leaders the opportunity to meet the next generation of prospective employees and provides a firsthand look at your future workforce. Every year we receive tremendous positive feedback from our The Partnership, Inc. was created participating business leaders and we want to promote charitable and to provide an opportunity for anyone who’s educational activities by developing interested to participate in 2015. Last year, and fostering programs that private we had over 130 schools participate and your sector involvement in workforce opportunity to sign up is now. development and education. We all So far this year, more than 100 schools know that the future of Delaware will open their doors to host a guest depends on the foundation we principal. Email Kelly Wetzel at kwetzel@ build in our schools today. dscc.com to participate this year.

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Advanced Manufacturing Pathways Program continued from page 26 Delaware Restaurant Association and the National Restaurant Association, will be offered at eight high schools, starting this fall. A collaboration involving UD, Delaware Tech, Delaware State University and Project Lead the Way, a nonprofit developer of curricula in STEM subjects, has created pathways in engineering and biomedical sciences. Both will also debut this fall, with seven schools offering engineering and three offering biomedical sciences. Computer science, the fourth pathway being launched this year, will be offered at six schools, including the new First State Military Academy charter school in Clayton. The curriculum for this pathway includes two Advanced Placement courses in computer science. Three additional pathways are scheduled to start in the 2016-17 school year – allied health, finance and Cisco networking, Rhine says. For each of the pathways, the Department of Education and the partnering organizations are mapping out a curriculum and a program framework that includes early college credit, industry credentialing, work experience with local businesses and, in some cases, Advanced Placement courses. “We’re trying to make it as easy as possible for the school districts” to implement the pathways, Rhine says. Delaware’s Pathways programs are linked to the national Pathways to the Future Network, an initiative of the Jobs for the Future nonprofit and the Harvard University Graduate School of Education. The network started in 2013 with eight states – California, Georgia, Illinois, Massachusetts, Missouri, New York, Ohio and Tennessee. Delaware and Arizona joined last year, followed by Minnesota and Wisconsin. The network enables states to share ideas and experiences about what works well and what does not, Dworkin says. Delaware Tech’s Morris says the collaborations involved in creating each of the pathways will improve graduates’ skills in multiple career areas, not just manufacturing. “If we kept doing the same things we had always done, we would keep getting the same results. We want to do better at offering students the prospect of good jobs or advancement through higher education,” he says. “This is a good example of everyone getting together and creating a meaningful program.” n

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WSJ article outlines 26% of Delaware’s budget at risk BY JAMES DECHENE

IN A FRONT PAGE Wall Street Journal article last month, Delaware’s continued status as the premier corporate friendly location is called into question. The article highlights two specific provisions, fee-shifting and appraisal arbitrage, as the primary stumbling blocks to Delaware’s long standing reputation. Legislation on fee-shifting, authorized by a state Supreme Court decision last year, was passed in order to reverse the Court’s decision that would have curtailed shareholder derivative litigation in the state by requiring the losing party to cover the attorney’s fees and costs for both sides. In addition, the article outlined the proposal of new language that would change the rate of interest paid to shareholders until their appraisal case is decided. Shareholders now accrue 5.75 percent in annual interest on the deal price while waiting the years it takes to decide an appraisal case. There are those that feel that the rate is too high and limits the downside for hedge funds, encouraging them to exercise appraisal rights. Currently, if the court decides that the amount paid in the merger was fair and the hedge fund receives nothing extra, it still receives the interest. The proposed language permits companies to pay the amount of the merger price they do not dispute and then pay interest only on the amount of any difference if the court determines a higher value, but again, this language is not expected to be voted on by the General Assembly until 2016.At the end of the day, the takeaway from the article is that: 1. Other states are working to enact provisions making them more business friendly in an attempt to lure companies away from Delaware 2. The General Assembly needs to work to protect Delaware’s brand— corporate fees make up 26% of the state’s budget. After all, as quoted in the article on how other’s states are ramping up their efforts to attract businesses, “You look at Delaware and say, ‘why does it have to be that way’? We have 50 states,” said state Rep. Jon Echols, the Oklahoma Republican who co-sponsored that state’s bill. 3. Delaware’s judicial system will become more and more important as time goes on. As a practical matter only our judges can decide whether the referenced Dole and Ancestry cases come down on the side of “wheat” or “chaff.” What I can say is that the below examples seem to show that our Courts are clearly sensitized to the issues and are demonstrating that they tread carefully on a case by case basis based on the facts of the case. Reuters published a blogpost highlighting two cases last week where Vice Chancellors Laster and Noble sent pretty clear messages around so-called “disclosure only” settlements. These rulings are illustrative of the Delaware judiciary’s deep concerns about awarding legal fees in cases where little to nothing of substance is achieved for either the corporation or its shareholders. Two other recent cases further illustrate the Court of DELAWARE BUSINESS | Se pt e m be r/ Oct o be r 2 0 1 5

Chancery’s ability to sort out cases on their merits: • Last month’s dismissal of a derivative lawsuit against GM’s directors related to faulty ignition switches (Vice Chancellor Glasscock) • The Ramtron International appraisal case where the appraised price came in below the deal price (Vice Chancellor Parsons) The referenced bill on fee-shifting/forum selection created a vehicle allowing companies to ensure that Delaware is the venue for their internal corporate disputes and it’s altogether appropriate that the business world watch carefully to see if the State’s judges fairly and actively filter out weak cases brought to Delaware. No doubt there will be many strong cases where litigants (and their counsel) will be well rewarded — but each of the above rulings show that Delaware’s courts are well equipped to combat meritless litigation and mindful of a responsibility to separate the wheat from the chaff. n

Addressing recent GDP concerns BY JAMES DECHENE There are a few things to consider when reading recent reports about Delaware’s isn’t matching the national average: • Delaware is still in a state of recovery from losing 1500 manufacturing jobs between Chrysler and GM leaving the state, and it’s difficult to find jobs paying between $70100K a year, but there are signs we are slowly making those numbers up • Incyte is looking to add 400 jobs in the near term, that SevOne is also expanding, and that other nationally known entities are looking to expand here (more on that to come as details are available to be released) • Wilmington is looking to create a local stock exchange that will add a number of high paying jobs locally • Middletown approved the plans for a data center to be built Those items, taken collectively point to some positive economic development in the state. While we are certainly still behind where we once were, we need to make sure we take the time to appreciate the gains we are making, and continue to find new and innovative solutions to bringing quality jobs into Delaware.

Se p t e m b er / Oc t o b e r 2 0 1 5 | DELAWARE BUSINESS

Q&A with Bernice Whaley I love to garden, I love the outdoors. I love to swim and ride my bike and play with my dogs. I have two rescue boxers. They want you to be happy all the time, they’re really good for me. the reorganization mission. The new administration is focused on job growth and rediversifying. So we placed business leaders within our community. Helpful with not only retraining them but also expanding their businesses. I want to accomplish as much visibility as possibly with our staff out in the community. We’re not just about the big business attraction efforts, we’re not going to lose any traction in regards to that, but we’re really supporting all types of businesses and really tell the story of that’s happening here. It’s our job to tell that story and that people are connected with each other and we continue to build on that. It’s not really just one thing, I’d like to continue what we’ve done well but delve a little bit deeper in terms of our outreach to our small biz community and entrepreneurial community and do a good job about telling the story of what’s going on in our community. We have strong incubators, the horn program at UD and the optics center at DSU. As a part of the plan of this building that they’re finishing, sort of like an incubator type space, primarily serving Kent and Sussex counties, providing equipment for those in those counties to use. Also Hatch House, which is another live-work type incubator. There’s also Start-It Up Delaware which is in the Coin Loft. Those are exciting things that are just naturally happening in the state and we want to make sure that they’re all connected and helping each other.

What would you do differently? If nothing, each person has a different approach, how do you feel your approach will benefit the state of Delaware? If I was brand new to DEDO, that would be an easier question to answer, but since I’ve been involved with DEDO for the past six years being so involved with internal operations, it’s tough to say. Alan Levin and I are obviously two different people, he’s a profound speaker, that is what he likes to do. He was a business man, that’s his expertise. But because I’ve been involved with it for so long, it’s really tough to say that I would do anything any different. DEDO was one of the organizations called in front of the joint business sunset committee this year. There are a lot of small businesses out there that are not familiar with our programs. HSBCI program is a loan participation program, we heavily rely on our lenders to understand this program. (EXPLAIN) What we’ve been doing and we will continue to do pretty heavily is we’ve been meeting with all the lenders that have not been using the program to get the word out on the street. It benefits both nonprofits and for profits. It can benefit a restaurant, a retailer, manufacturer, startup. We’ve had a lot of positive outcome from that program, so we will push it heavily. We also have our Delaware capital access program, it’s a reserve program for the banks that participate to mitigate risk. IT’s really focused 42

heavily on minority owned, veteran owned business. We’ve continued to push that, we’ve tried to get more vendors to join the capital access program. Those are a couple examples.

What do you think is the most pressing issue(s) at hand in the state? Well, probably the budget. I would say that the budget, if you’ve been following the legislative process this year, and some of the predictions that there will be a continued budget shortfall for the next year. All of the agencies are trying to take a good look at out budget and expenditures. As far as DEDO is concerned, we’re focused on economic development, continued job growth and trying to increase tourism revenue in the state because that will help balance the budget. We just did a campaign out of the state, we continue to get tourism dollars and we’ll push sports events and tourism events. It increases the tax base here and that’s very important.

What are your top priorities? One of our priorities is obviously some of the small business outreach that we’re doing in terms of both education and making sure that they understand there are programs. Second priority is to continue to expand our group tours and sporting events, our leisure and travel in terms of tourism dollars. To really expand our workforce development program, we get blue collar funding through the department of labor. It’s a matching grant program for businesses to help them do customized training. There are a lot of businesses that understand the program and have been taking advantage of it for many users. Our goal is to get new businesses that have never used the program, explain it to them so they can hopefully use it as well. There’s a lot of lean manufacturing dollars. My workforce development team is working on a proposal that will help small businesses to avail themselves to those dollars. Either joining in partnership with each other through some sort of consortium. But in the next few months we will have that identified and pushed forward. I think those are the big areas.

A job like this can be very stressful, what do you do to keep balance in your life? I’m trying to finish my dissertation for my doctorate too, so I have a pretty busy life beyond work. But I have a supportive husband that reminds me to keep a balance and two grandsons. You just turn it off when you’re around your family and turn it on when you have to. I love to garden, I love the outdoors. I love to swim and ride my bike and play with my dogs. I have two rescue boxers. They want you to be happy all the time, they’re really good for me. n Se p t e m b er / Oc t o b e r 2 0 1 5 | DELAWARE BUSINESS

We can do it

One woman’s journey through the ranks of manufacturing BY GUEST WRITER

WHEN ONE THINKS ABOUT MANUFACTURING, many times they have an outdated image of a dirty environment with an emphasis on tough physical labor. Women displayed their capability in the field of manufacturing during World War II, as they kept the factories humming. Today’s manufacturing environments, especially in high tech companies, are very different than that. In some cases, they sanitized controlled environments. Historically, it has been difficult to find many women in higher-level jobs. But in today’s world of manufacturing, women who have graduated with degrees in engineering, sciences and business are progressing through the ranks to management and executive roles. These individuals are seeing how exciting a career in manufacturing can be and are energized by the fast moving pace and global nature of roles in the industry. Locally, Agilent Technologies is a high tech company that manufactures instrumentation for the Analytical and Life Sciences markets. Products produced here in Delaware are Gas Chromatographs and Mass Spectrometers. Liza Bartle is a Senior Director of Manufacturing, located in Wilmington,

In today’s world of manufacturing,

off Agilent Technologies in 1999 and in 2006; Liza’s role grew bigger as she began managing both the Wilmington and Shanghai manufacturing teams, taking a much more global view. Meeting suppliers in China and helping them to understand the quality level required for Agilent products required developing better communication skills. And in 2014, Liza expanded her job again and took over managing the manufacturing team in Singapore. With each additional team, the job got more interesting and fun. Opportunities to bring people together, across cultures and time zones, to share their experiences and knowledge is a true pleasure for Liza. Developing others and seeing them grow to bigger roles has been the most rewarding aspect of all. As manufacturing jobs are growing again, both in Delaware and in the US, it is a great time for women to engage in the function of manufacturing and enjoy the benefits of a career that is rewarding and fun. n

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women who have graduated with degrees in engineering, sciences and business are progressing through the ranks to management and executive roles. Delaware, where she manages instrument manufacturing in Wilmington, Singapore and Shanghai. She is a good example of how individuals move around to different jobs today and eventually find areas that they love. Having graduated from the University of Delaware with a degree in Mathematics, she began teaching high school math and working on getting an MBA. After receiving the MBA, also from her alma mater, she moved to Hewlett-Packard where she held positions in several departments, such as human resources and quality assurance. However, the opportunity to move into the world of manufacturing introduced her to the role she has enjoyed most, her current one. The fast pace of needing to meet shipment and revenue plans and introducing new products made for a very interesting and challenging job. HP spun DELAWARE BUSINESS | Se pt e m be r/ Oct o be r 2 0 1 5

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Three Delaware privacy bills businesses should know about BY CARL N. KUNZ, III*

ON SUNDAY, JULY 26, 2015, The News Journal® published an article titled, “Some still unaware of identity-theft bill.” Mordock, J., (2015, July 26), The News Journal, p.1E. (Editor’s note: It was also published online earlier under a different headline.) The News Journal article highlighted passage by the Delaware legislature in 2014 of House Bill 295, now codified as 6 Del. C. §5001C et seq.: Safe Destruction of Records Containing Personal Identifying Information. Much of the article, however, focused on the fact that, despite the law going effective in January 2015, businesses either do not know about the law or do not know what they might need to do to comply. As Governor Markell is slated to sign into law two additional pieces of privacy related legislation on Friday, August 7, 2015, this article provides a summary of the currently in effect Safe Destruction law and the two that will be signed imminently: the Delaware Online Privacy Protection Act, primarily applicable to businesses with websites, and the Student Data Privacy Protection Act, which seeks to regulate the activities of operators of websites and applications designed and marketed for K-12 public school purposes, or those who collect, maintain or use student data in digital or electronic form for K-12 public school purposes.

Safe Destruction of Records Containing Personal Identifying Information The law relating to safe destruction of records that was the topic of The News Journal piece provides that a commercial entity (corporation, business trust, partnership or limited partnership, estate, trust, LLC, LLP, association, organization or other legal entity, whether or not for profit) seeking to permanently dispose of records containing consumer’s personal identifying information (PII), “shall take reasonable steps to destroy or arrange for the destruction of each such record by shredding, erasing, or otherwise destroying or modifying the personal identifying information in those records to make it unreadable or indecipherable.” The law defines “Personal identifying information” as “a consumer’s first name or first initial and law name, in combination with any 1 of the following data elements that relate to the consumer, when either the name or the data elements are not encrypted: Social Security number; passport number; driver’s license or state identification card number; insurance policy number; financial services account number; bank account number; credit card number; debit card number; tax or payroll information or confidential health-care information including all information relating to a patient’s health-care history; diagnosis condition, treatment, or evaluation obtained from a health-care provider who has treated the patient which explicitly or by implication identifies a particular patient.” A “record” includes information in virtually any tangible, electronic or other 44

medium, but does not include any publicly available directories or sources of information that a customer has consented to have publicly available. Entities transacting business in Delaware should be aware of this law. While a civil suit may be brought against an entity only for reckless or intentional (but not negligent) violation of the law, one doesn’t want to be the source of a data breach resulting from the improper keeping or destruction of records. And with technology changing rapidly from day to day, what might constitute “reasonable steps to destroy” today, might not be reasonable tomorrow. Since the law requires an entity to “take reasonable steps to destroy or arrange for the destruction of ” such records, businesses should carefully control and monitor those steps. If an entity contracts with a third-party for such destruction, careful review of the contract and an understanding about how the third-party protects such information is paramount. Indeed, reasonableness might require adherence to a chain of custody with the third-party ultimately certifying to the destruction of such records. One has to be sure that when the physical records, computer hard drives, thumb drives, CD’s, copier hard-drives, etc. are sent to third-party for destruction that they are actually being destroyed in a manner which renders them “unreadable or undecipherable.” As with many of the privacy laws being enacted in Delaware and around the country, the law provides an encryption safe harbor. If the data is encrypted, then, by definition, it does not constitute “Personal identifying information” under the law, and the law would not require specialized destruction of encrypted data.

Delaware Online Privacy Protection Act The Delaware Online Privacy Protection Act (DOPPA), slated to be codified as 6 Del. C. § 1201C et seq., has three stated purposes: (i) to prohibit the operator of an internet service directed at children from marketing or advertising certain products or services on a website that are deemed harmful to children; (ii) to require an operator of an internet service to conspicuously post its privacy policy, if the internet service collects PII from Delaware residents for commercial purposes; and (iii) to protect the personal information of users of digital book services by prohibiting a provider of book services from disclosing personal information regarding users of book services to law enforcement entities, governmental entities or other parties except under specified circumstances. DOPP defines PII differently than the safe document destruction law. DOPPA defines PII as “any personally identifiable information about a user of a commercial Internet website, online or cloud computing service, online application, or mobile application that is collected online by the operator of that commercial internet website, online service, online application, or mobile Se p t e m b er / Oc t o b e r 2 0 1 5 | DELAWARE BUSINESS

application from the that user and maintained by the operator in an accessible form, including a first and last name, a physical address, an e-mail address, a telephone number, a social security number, or any other identifier that permits the physical or online contacting of the user, and any other information concerning the user collected by the operator of the commercial Internet website, online service, online application, or mobile application from the user and maintained in personally identifiable form in combination with any identifier described in this paragraph. See DOPPA at § 1202C(15) (emphasis added). Owners of commercial websites directed at children will need to make sure that their sites are not marketing any of the prohibited items listed in section 1204C(f ) of the new law. For example, websites directed to children may not market or advertise alcoholic beverages, tobacco products, firearms, fireworks, tanning equipment, lotteries, body piercing, branding, tattoos, drug paraphernalia and tongue splitting. See DOPPA at §1204C(f )(1) – (15). Such websites also may not advertise or market “any material … which predominantly appeals to the prurient, shameful, or morbid interest of minors, is patently offensive to prevailing standards in the adult community as a whole with respect to what is suitable materials for minors, and taken as a whole lacks serious literary, artistic, political, social, or scientific value for minors.” DOPPA at § 1204C(f )(16). The law also mandates that a website’s privacy policy either be conspicuously available on a website, or that a link to the privacy policy be conspicuous. It also specifies certain types of information that must be disclosed in such a policy, including what information a website gathers, how it responds to “do not track” signals, the effective date of the privacy policy, and whether the operator of a website maintains a process for the user to review and request changes to that user’s PII, and a description of that process. The law specifies that a website operator will only be in violation of the privacy policy posting requirements only if the operator fails to make its privacy policy conspicuously available within 30 days after being notified that it is noncompliant. Finally, the law proscribes the circumstances in which a “book service” (defined as “an entity, [which] as its primary purpose, provides individuals with the ability to rent, purchase, borrow, browse, or view books electronically or via the Internet”) may disclose information about the users of their services to “to any person, private entity or government entity.” Generally, proper legal process and/or court order will be required as will notice to both the user and/or book service provider sufficient to permit the user or book service provide to timely appear and quash the request or contest issuance of any court order. In the case of a user of such services, a minimum of 35 days advance notice is required. Website operators will need to carefully review their websites and privacy policies to be sure that they will be in compliance with the new law. And they should not wait until the Delaware law goes into effect to do so. Indeed, although DOPPA will not become effective until January 1, 2016, many other states have already enacted similar statutes to protect their own residents. If a website is collecting information from those states’ residents, a website operator may already be in violation of those others states’ laws.

Student Data Privacy Protection Act With the continuing push for more prolific and creative use of technology in Kindergarten through 12th grade classrooms, student data has become more valuable, and the protection of that data of greater concern. In the face of the perceived need for greater protection of student data, the Delaware DELAWARE BUSINESS | Se pt e m be r/ Oct o be r 2 0 1 5

General Assembly, on June 25, 2015, approved SS1 for SB 79, slated to be codified as 14 Del. C. § 8101A et seq. (the “Student Data Privacy Protection Act” or “SDPPA”). Expressly modeled on California’s Student Online Personal Information Privacy Act, the SDPPA is designed to prohibit educational technology service providers from selling student data, using student data to engage in targeted advertising to students and their families, or creating student profiles for non-educational purposes. When the law goes effective, the SDPPA will regulate the activities of operators of websites and applications designed and marketed for K-12 public school purposes, or those who collect, maintain or use student data in digital or electronic form for K-12 public school purposes. In particular, operators must provide reasonable security to prevent unauthorized access to, destruction of, use, modification or disclosure of student data. Operators must also delete a student’s data within a reasonable period (not to exceed 45 days) following a school or school district’s request for such deletion. Operators also must not engage in targeted advertising using student data or state-assigned student identifiers where the data or student identifiers have been obtained as a result of use of a website, online or cloud computing service, online application or mobile application. Such data also may not be used to create a student profile except in furtherance of K-12 public school purposes. Student data may not be sold – except in instances of sale, merger or acquisition of an operator by another entity, and provided that the operator and/or successor entity continues to be subject to the SDPPA with respect to previously acquired student data. Operators also must not disclose student data except in certain specified instances, including responding to judicial process, to protect the security of the operator’s website or application, and protecting the safety of users of a website or application. Operators, however, may disclose student data when another provision of federal or state law requires disclosure, or for other legitimate research purposes. Finally, operators may use student data when supporting, evaluating or diagnosing the operator’s website, and may also use student data or de-identified student data to develop and improve an operator’s website or application, or to demonstrate the effectiveness of an operator’s products or services. In addition to the proscriptions on the use and disclosure of student data, the SDPPA establishes a Student Privacy Task Force to “study and make findings and recommendations regarding the development and implementation of a comprehensive framework to govern the privacy, protection, accessibility, and use of student data within and as part of the State’s public education system.” SDPPA at Section 3. The act also gives to the Consumer Protection Unit of the Delaware Department of Justice the power to enforce the new law. When the SDPPA is signed into law, the proscriptions applicable to operators will not take effect until August 1 of the first full year following the act’s enactment into law, with all other provisions taking effect immediately upon the Governor’s signature. SDPPA at Section 5. *Carl N. (“Chuck”) Kunz, III is a co-chair of the Morris James Data Privacy and Information Governance Group. n This article is for informational purposes only. It is not to be construed as legal advice or to create an attorney/client relationship. The views stated herein are the views of Mr. Kunz, and not necessarily the views of Morris James LLP, or its clients. If you would like additional information, please visit our webpage for the Morris James Data Privacy and Information Governance Group, or follow us on Twitter. 45

Save the Date

Delaware State Chamber of Commerce presents

179th Annual Dinner MONDAY JANUARY 11, 2016 Chase Center on the Riverfront

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| DELAWARE BUSINESS

BE A

SUPERSTAR IN BUSINESS Sponors to date: Platinum Saint Francis Healthcare Diamond Bank of America The Gilman Family TD Bank Gold BDO USA, LLP Belfint, Lyons & Shuman, CPAs Cover & Rossiter MilliCare by EBC PNC Bank Wilmington University WSFS Bank Silver ab+c Creative Intelligence Artisansâ&#x20AC;&#x2122; Bank Assurance Media, LLC Blood Bank of Delmarva Delaware Cadillac, Saab, Subaru and Kia of Wilmington Delaware City Refining Company Doherty & Associates, Inc. Goldey-Beacom College Horty & Horty, P.A. McConnell Johnson Real Estate New Castle Insurance, Ltd. PSEG Nuclear, LLC VanDemark & Lynch, Inc. Bronze Delaware Community Foundation DiSabatino Construction Company Environmental Alliance, Inc. George J. Weiner Associates Friend Community Service Building Ronald McDonald House of Delaware William M. Topkis

Small Business, Great Big Event

SAVE THE DATE The 17th Annual Marvin S. Gilman Superstars in Business Awards Luncheon

Tuesday, November 10, 2015 Keynote Speaker:

Hal Real World Cafe Live at the Queen

Video Teleduction Advertising Design Mease Communications Print/Online Media Delaware Business Times Delaware Today Radio Ads, Application Hosting Delmarva Broadcasting Company

Sponsorships & advertising opportunities are available. Call (302) 576-6564 for details.

Awards A.R. Morris Jewelers Newspaper Coverage The News Journal Media Group

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Two Delaware employers are the first recipients of an award from Chambers of Commerce for support of the Guard and Reserve BY DOUG RAINEY

Phoenix Restoration, Newport and large employer Christiana Care Health System received the Delaware Warrior Friendly Business Award for their ongoing support of the men and women who serve the state and nation. This awards were sponsored by the State, New Castle County and Central Delaware Chambers of Commerce and awarded through their Joint Military Affairs committees. The employers were honored last month at the Delaware Employer Support of the Guard and Reserve (DE ESGR) Annual Awards Recognition Banquet at the Chase Center on the Riverfront in Wilmington. “This was a special night bringing together Delaware businesses and our military to honor their workplace leadership, successes and support for those who selflessly serve our country, said Gary Stockbridge,” state chair for DE ESGR. “We look forward to continuing this tradition for years to come.” For more information on this, volunteering with DE ESGR, or to schedule a free employer education seminar at your worksite, contact Nicole Ortiz, at the Delaware ESGR office, at (302) 561-8415.

CERTIFIED PUBLIC ACCOUNTANTS & ADVISORS

In 1939, Byron Nelson won the U.S. Open Championship. We opened in Delaware that same year and have maintained a reputation for trust and client satisfaction ever since. /CoverRossiter @CoverRossiter

Wilmington | Middletown www.CoverRossiter.com | (302) 656-6632 48

The 2015 ESGR Award winners included the following Delaware employers and individuals: PATRIOT AWARD Jason Caparelli of the Apple Store in Newark Steve Walker of Savage Rail Services of Delaware City. ABOVE & BEYOND Solar City SPI Pharma Elwyn of Delaware Waste Masters Solutions Saint Francis Healthcare Bloom Energy Discover New Castle County Government Appoquinimink School District Delaware Department of Transportation SEVEN SEALS John Still David Keyser Vince Jacono

FREEDOM AWARD NOMINEES Dassault Falcon Delaware Department of Correction Delaware Hospital for the Chronically Ill Delta Engineering JP Morgan Chase M&T Bank Pat’s Family Restaurant Saint Francis Healthcare Town of Bridgeville Woodbridge School District FREEDOM AWARD SEMI FINALIST B.D. Abel Engineering, A Pennoni Company Discover Wilmington Police Dept PRO PATRIA Horizon Services EXTRAORDINARY EMPLOYER AWARD State of Delaware

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| DELAWARE BUSINESS

Newsbites The Margaret H. Rollins School of Nursing at Beebe Healthcare completes $10 million expansion and prepares to welcome students in August

contributions to the community. Chesapeake Utilities Corporation is a diversified energy company.

F&M Trust Chooses ab+c Creative Intelligence for Social and Digital Media

Starting August of the 2015 school year, the Margaret H. Rollins School of Nursing at Beebe Healthcare prepares to welcome new students after completing its $10 million expansion and modernization project. Located at the Beebe Healthcare campus in Lewes, the school will celebrate its 95th anniversary in 2016. The new, three-story, 18,000-square-foot building includes the latest in nursing education technologies. Partnering with the University of Delaware and Wilmington University, students have the opportunity to earn bachelors and master’s degrees in nursing.

F&M Trust, an independent community bank, has selected ab+c Creative Intelligence, a fullservice marketing communications agency, to develop social and digital media campaigns. Headquartered in Chambersburg with approximately $1 billion in assets, the campaigns will support this financial services company in reaching its growing base of individual and business customers. In business for 44 years and counting, ab+c Creative Intelligence is a full service marketing communications agency, with offices in Wilmington, Delaware, Philadelphia, and Bloomsburg, Pennsylvania.

Chesapeake Utilities Corporation Named Corporation of the Year by Central Delaware Chamber of Commerce

Richards, Layton & Finger’s Catherine Dearlove Named among the Nation’s Top 250 Women in Litigation

Chesapeake Utilities Corporation were the recipients of the Excellence in Business Award for Corporation of the Year at 2015 CDCC Awards for Excellence Dinner at Dover Downs Hotel & Casino in Dover, Delaware. The Central Delaware Chamber of Commerce recognized Chesapeake Utilities for their significant long-term contributions made by company and staff. Chesapeake has continued to grow, creating jobs for Delaware, serving its customers and making a positive impact on local communities. This achievement is based on

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EDiS Company Only Delaware-Based Contractor to Make Philadelphia Business Journal’s Top Ten Contractor’s List EDiS Company has recently been ranked in the top ten on the Philadelphia Business Journal’s Top Ten Contractor’s List for 2014. Headquartered in Wilmington, Delaware, EDiS is a construction management firm and the only contractor from Delaware to make the journal’s top ten listing. The Philadelphia Business Journal ranks the contractors in the region based on the local projects billed through the year. EDiS had $130 million in billings for local projects in 2014 with 28 awarded contracts.

Geoffrey Rogers Appointed to The Nemours Foundation Board of Directors

Delaware resident Geoffrey M. Rogers has been named to The Nemours Foundation Board of Directors. Mr. Rogers has more than twenty-five Catherine Dearlove, director years of experience in estate at Richards, Layton & Finger, planning and financial services, has been acknowledged by and is a graduate from Harvard Benchmark Litigation in the Business School’s Advanced 2015 edition of Top 250 Women Management Program. Mr. in Litigation. For the third year in Rogers currently serves as a row as one of the nation’s top a Managing Director with women litigators, Ms. Dearlove Glenmede Trust and Director of is one of only three attorneys the firm’s Wilmington location. chosen from Delaware. Catherine Dearlove Through the years, Mr. Rogers Catherine Dearlove represents has demonstrated a deep Delaware corporations, LLCs, commitment to his community limited partnerships, their directors, and through his involvement with a number other constituencies in corporate litigation. of professional and community Richards, Layton & Finger is Delaware’s organizations. largest law firm and one of its oldest.

Newsbites Delaware CEO Top Rated in the Country Todd Bavol, President & CEO of Integrity Staffing Solutions, is the recipient of Glassdoor’s Highest Rated CEO recognition for 2015. Bavol is ranked number 21 amongst thousands of CEO’s acknowledge by Glassdoor, and carries an approval rating of 91% based on voluntary and anonymous reviews. Integrity Staffing Solutions specializes in temporary and direct-hire employment and tailored staffing models that assist the growth of careers, communities and companies. Glassdoor is a jobs and careers marketplace, and has approximately 30 million members from more than 190 countries.

Senior Living Design Expert Joins the Bernardon Team Mr. Derek A. Perini, IIDA is an experienced Senior Interior Designer well-known in the region for senior living design, and is joining the Bernardon team. Mr. Perini has close to twenty years of design experience, and has designed the interiors for several multi-million dollar Continuing Care Retirement Communities (CCRCs). In his new position at Bernardon, Mr. Perini will be heavily involved in Bernardon’s senior living, multifamily, and hospitality projects. Established in 1973, Bernardon is a regional architecture, interior design, and landscape architecture firm.

Robert Hagerty Appointed to Delaware Tech Board of Trustees Robert E. Hagerty was appointed June 10, 2015 as a member of Delaware Tech’s Board of Trustees. Hagerty was nominated by Governor Jack A. Markell, and has over 30 years of experience in information

technology and business. He is currently employed as the technology director and managing director at J.P. Morgan Chase in Newark, Delaware, and is also responsible for vendor management and oversight of technology teams in New York, Singapore and Mumbai. Hagerty graduated from Shippensburg University of Pennsylvania with a Bachelor of Science degree in computer science.

Wohlsen Advances 14 Places on ENR’s Top 400 Contractors Wohlsen Construction Company advances 14 spots from last year’s ranking in The Engineering News-Record’s (ENR) 2015 Top 400 Contractors List. Wohslen made the list at #303 this year, a testament to the company’s continued market growth over the past year. Wohlsen Construction Company, celebrating its 125th anniversary, is a Green Plus Certified company and one of the leading merit shop construction firms in the Mid-Atlantic States.

DSU physics researcher to develop new laser radar technology for military application Dr. Renu Tripathi, DSU associate professor of physics and engineering, has been awarded a $192,000 grant from the Army Research Office for the development of a long range, high resolution laser detection and ranging (LADAR) system. LADAR technology development is extremely important for many critical defense applications such as surveillance, autonomous guidance and hazard avoidance. The technology has widespread commercial, military and space applications, which include reverse engineering, process control, autonomous landing and other areas.

Assurance Media partners with industry leading sound management firm Assurance Media has announced their partnership with industry leading sound solutions manufacturer Cambridge Sound Management. The Massachusetts based manufacturer’s QtPro sound masking systems are based on 16 years of sound management expertise. Coupled with Assurance Media’s existing cabling and A/V offerings, Cambridge Sound’s diverse and innovative line of products will benefit Assurance Media’s clients in the form of increased workforce productivity, security and employee satisfaction.

CBI Group Launches Talent Sourcing Service, talentSOURCE CBI Group has launched a new service, talentSOURCE, a comprehensive suite of talent pipelining solutions designed to solve hiring challenges. This new recruitment sourcing service was developed after considerable feedback from clients regarding difficulty sourcing top talent for hard to fill jobs. talentSOURCE offers customers five levels of sourcing and pipeline development services for a specific position or a number of positions. As the economy improves, potential candidates have options, are well paid, and aren’t putting themselves or their experience out on the web as much; in turn, making sourcing talent more difficult.

Sallie Mae reports SecondQuarter Financial Results Sallie Mae (NASDAQ: SLM), formally SLM Corporation, today released second-quarter 2015 financial results that reflected a significant increase in net income from the year-ago quarter,

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Global Delaware continued from page 11

Calendar of Events Evening Mixer at Hyatt Place

2015 Delaware Networking Station

Dewey Beach

Date: 9/24/2015

Date: 9/9/2015

Time: 5:00 PM TO 8:00 PM

Time: 5:30 PM TO 7:30 PM

Chase Center on the Riverfront

Hyatt Place Dewey Beach

815 Justison Street

1301 Coastal Highway

Wilmington, DE 19801

Dewey Beach, DE 19971 Networking Breakfast at Networking Breakfast at

TekSolv, Inc.

1313 Innovation

Date: 10/1/2015

Date: 9/15/2015

Time: 7:30 AM TO 9:00 AM

TekSolv, Inc.

1313 Innovation

130 Executive Dr Suite 5

1313 N. Market Street, Hercules Bldg.

Newark, DE 19702

Wilmington, DE 19801

“The work done on the trade missions is more likely to lead to export and other forms of international business activity which in turn generates job growth in the State.” As with trade rep engagement, companies are carefully vetted before they are invited to attend a trade mission to ensure that they are “export-ready.” The global Delaware team works with companies to determine whether the time is right for a mission to ensure it’s a win-win for the business and everyone involved in the trade mission. Online support and resources The global Delaware website and social media platform are a core component of the global Delaware initiative and provide Delaware businesses with information, news and networking opportunities in real time. Delaware businesses can follow global Delaware on Twitter, subscribe

“We want companies to know that we are here

primarily due to earnings per-share contributions from a previously announced private education loan sale. The company originated $384 million in private education loans for the quarter, and at June 30, 2015 the private education loan portfolio totaled $9.2 billion, a 24- percent increase from June 30, 2014.

Ronald McDonald House of Delaware recently hired Laura Marek to serve as the Advancement Officer for Southern Delaware. In this role, Marek is responsible for building relationships and securing private and public support within Kent and Sussex Counties and for spreading the message of how the House benefits the families who reside in Southern Delaware. Marek is passionate about not-for-profit work and has served for nearly 10 years in the Development

field. She has worked for several non-profits, including Christiana Care Health System, the American Alliance of Museums in Washington, D.C., and Canisius College in Buffalo, NY.

George V. Jirak, MD, MBA, named President/CEO of Beebe Medical Group The Beebe Medical Group Board of Directors announces the appointment of George V. Jirak, MD, MBA, as President/ CEO of Beebe Medical Group, the employed physician medical group under Beebe Healthcare, currently comprised of 18 medical specialty offices in 25 locations throughout southern Delaware, with more than 101 medical providers and 151 support staff. “We are pleased to welcome Dr. Jirak to Beebe Medical Group as President/CEO,” says Daniel Cuozzo, DO, Chairman of Beebe Medical Group Board of Directors.

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and ready to help” to blogs and participate in the events designed to propel Delaware businesses into the global marketplace. Global Delaware has also launched a professional online network on LinkedIn called global Delaware Ambassadors for individuals who have offered to help promote Delaware businesses in the US and abroad. These individuals, many of whom have spent considerable time in the State, are natural multipliers, willing and able to provide introductions and share their experiences. A subgroup for exporters provides a forum where members can ask questions and get advice on export issues and activities. “Between the trade reps, distributor database, trade missions, online resources and networking, we have developed a full suite of strategic tools to support our Delaware business international expansion” Tinianow says. “We want companies to know that we are here and ready to help.” 51

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CHAMBER Committees

State Chamber members play a visible, active role in the business community by serving on committees. If you would like to get involved, contact the committee’s Chamber representative or register online at www.dscc.com. Ambassador Committee: The Ambassador Committee is a specially chosen group of volunteers that assists in increasing membership and retention, and acts as a liaison between the State Chamber staff and the membership at large. Contact: Chuck James at (302) 576-6562 or cjames@dscc.com. Employer Advocacy & Education Committee: The Employee Advocacy and Education Committee promotes and assists the employments interests of Chamber members. It is a forum for members of the Chamber to discuss and evaluate human resource and personnel issues facing Delaware employers; to actively engage in the legislative process to develop and implement legislative solutions; to advise the Chamber leadership on the impact of proposed legislative and regulatory measures; and to educate the membership about regulatory requirements affecting their bottom line. The committee meets at least quarterly to identify and develop strategies for current and future issues, and holds special events open to Chamber members to focus on timely topics in the field of human resources and personnel management. For more information, contact James DeChene at (302) 576-6560 or jdchene@dscc.com. Environmental Committee: Working closely with the Department of Natural Resources and Environmental Control (DNREC), members are involved in the review and shaping of environmental legislation and regulation. Contact: James DeChene at (302) 576-6560 or jdchene@dscc.com.

infrastructure and transportation systems play in creating a strong economy and quality of life. The Infrastructure and Transportation Committee monitors issues, policies, and trends affecting Delaware’s infrastructure and transportation systems, as well as advises the Chamber’s Board of Directors on related policy issues. For more information, contact James DeChene at (302) 576-6560 or jdchene@dscc.com. Military Affairs Committee: The Military Affairs Committee aims to build efforts to support the hiring of military veterans, and to support the local branches of the military on other relevant issues. Its goals include building business relationships to support the military community, and to create jobs for reserve components and veterans. The committee meets quarterly, and is chaired by Gary Stockbridge of Delmarva Power. Contact: James DeChene at (302) 576-6560 or jdechene@dscc.com. Delaware Young Professionals Network: The Delaware State Chamber of Commerce’s newest committee was formed to encourage young executives in Delaware to be involved in the Chamber, network with other young professionals and further their business growth. The DYPN, for professionals between the ages of 21 and 40, aims to develop Delaware’s young workforce through professional business networking and personal growth. Contact: Kelly Wetzel at (302) 576-6564 or kwetzel@dscc.com.

Health Care Committee: Members discuss key health care issues facing Delaware businesses and provide feedback to the Chamber legislative team to assist in formulating policy. Contact: James DeChene at (302) 576-6560 or jdchene@dscc.com. Tax Committee: This committee reviews tax legislation and lobbies for the reduction of personal and business taxes in Delaware. Contact: James DeChene at (302) 576-6560 or jdchene@dscc.com. Infrastructure and Transportation Committee: The Infrastructure and Transportation Committee recognizes the critical role that the condition and functionality of Delaware’s

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Delaware State Chamber of Commerce

SMALL STATE. BIG BENEFITS. UPS Shipping Discounts Save up to 34% on a broad portfolio of shipping services including: •U p to 34% on UPS Air letters including UPS Next Day Air®* •U p to 30% on UPS Air packages (1 lb.+) • Up to 32% on UPS International imports and exports •U p to 16% on UPS Ground shipments •S avings begin at 70% on UPS Freight® shipments over 150 lbs. DSCC members can receive these discounts even if you already have a UPS account. Whether you need your documents or packages to arrive the next day or are looking for the most affordable shipping option, UPS understands the importance of reliability, speed, and cost. Plus, the more you ship, the more you can save with UPS. To enroll and start saving today, visit www.savewithups.com/dscc. For more information, call 1-800-MEMBERS (1-800-636-2377). UD Online MBA Scholarship Through an Affiliate Partnership with the Lerner College of Business & Economics, Chamber member will receive an affiliate program scholarship for $5,000 off of their tuition for the University of Delaware Online MBA Degree Program. The Lerner College Online MBA is an AACSB-accredited program that can be completed in as little as sixteen months. This powerful new education option offers the quality, flexibility, and convenience to earn an MBA degree from a highly regarded, nationally ranked, public university. In addition to the $5,000 affiliate scholarship, Chamber member employees will also be eligible to apply for the Dean’s Merit Scholarship, which awards the most highly qualified candidates up to an additional $5,000 in scholarship funding. Visit www.apdegree.com/DSCC to get started. Prescription Drug Discount Card The Delaware Drug Card will provide savings of up to 75-percent on prescription drugs at more than 50,000 pharmacy locations across the country. The Delaware Drug Card has no restrictions to membership, income or age, and you are not required to fill out an application. This program helps all residents of Delaware afford their prescription medications. For more information, go to www. dscc.com/rxdiscount.htm. 54

Member-to-Member Discount Directory State Chamber members offer substantial savings on products and services to fellow members. To see the full list of discounts online, visit www.dscc.com and click on Member2Member Discounts. Discounted Cell Phone products and Service State Chamber members can get a 10-percent discount from T-Mobile on qualifying monthly recurring charges and other special offers. Email Melissa Williams at melissa.williams2@tmobile.com to learn more about this benefit. Notary Service Did you know that Notary Public services are free for Chamber members? Call (302) 655-7221 to make an appointment to stop in for a notary seal on your documents. Blood Bank Membership Blood Bank of Delmarva, a nonprofit organization, supplies blood to the 16 hospitals on Delmarva. Blood donors become part of the Members for Life program to sustain the local community blood supply. Members will receive valuable health and wellness benefits. There is a need for 350 blood donations every day on Delmarva; therefore, support is encouraged and appreciated. There is no cost for membership. Members will be asked to give blood a minimum of once a year and to allow the Blood Bank to contact them if their blood type is needed. Visit www.DelmarvaBlood.org for more information or call 1 888 8-BLOOD-8 to schedule an appointment. You can also download the Blood Bank app on your iPhone or Android. If you are unable to donate blood but would like to support the local blood supply, you can be part of the Blood Bank’s Friends for Life program by making a financial contribution. Contributions are tax- deductible and can be made online at www.DelmarvaBlood.org or by calling 1 888 8-BLOOD-8. Certificate of Origin Documents Certificate of Origin documents are $20 for Chamber members ($100 for non-members). Call (302) 655-7221 for more information. Delmarva Broadcasting Company Fifteen-percent in bonus airtime on commercial orders placed by new advertisers on any Delmarva Broadcasting radio station. Contact Mike Reath at mreath@dbcmedia.com or call (302) 4782700 for more information. Se p t e m b er / Oc t o b e r 2 0 1 5 | DELAWARE BUSINESS

DSCC Affinity Credit Card with WorldPoints Rewards The DSCC affinity card by Bank of America is a business credit card offered exclusively to State Chamber members that also offers a rewards program for discounted airline tickets, free hotel nights and car rentals and more. The Chamber affinity card with WorldPoints® lets members combine points from personal and business cards to get rewards even faster. Call (800) 598-8791 to apply, mention priority code FABLHRAQ. Dental and Vision Plan Dominion Dental Services provides dental and vision benefits on a group and individual basis with competitive, member-exclusive rates. Dental care coverage for most diagnostic and preventive services is 100 percent with up to 80 percent coverage for restorative care including fillings, root canals, crown and bridge work, periodontal treatment, oral surgery and more. Go to www. dscc.com/chamber/dental_plan.aspx or call (888) 518-5338 for more information. No application fee for DSCC members. Constant Contact Email Marketing Service State Chamber members are eligible to receive discounts on their Constant Contact account subscriptions. Members can save 20-percent if they prepay for 6 months and 25-percent if they prepay for 12 months. That is a 10-percent deeper discount than what is available to other customers. To sign up, visit the Constant Contact link on the State Chamber’s members-only page or call (866) 876-8464 to activate your member discount. Continuing Education Certificate Discounts The University of Delaware offers a 10% discount to State Chamber members when they choose to sign up for continuing education certificate programs. Contact Kelly Wetzel for more information.

The Small Business Plan provides member companies with legal advice and counsel on any business legal issue, contract and document review, debt collection, trial defense and more. In eliminating cost barriers associated with obtaining legal counsel, LegalShield’s Small Business Plan ensures members have access to the legal support they need to grow and protect their businesses. To get started with LegalShield, visit www.legalshield.com/ info/dscc. For more information, contact Independent Associate Mike Schwartz at (302) 275-8898 or visit mikeschwartz. legalshieldassociate.com WorldPay Worldpay offere Chamber members a variety of services designed to increase your profits, maximize your productivity, and help you get every penny you’ve earned. Worldpay is the global leader in payment processing solutions. Whether your customers do business on the phone, online, or in person, Worldpay has the products to fit your payment needs, from mobile card readers to virtual terminals, to integrated cash register systems. You’ll gain faster access to cash and flexible pricing, including an option to guarantee pricing for three years—all backed by live 24/7 US-based customer care. Visit www.worldpay.us/Partner/delaware-statechamber-140486 to enroll or contact Leah Gray, (302) 463-8989, leah.gray@worldpay.us, for more. Access full details on these benefits of membership in the members-only section of the DSCC website. For more information about obtaining your company’s members-only login credentials, please email webmaster@dscc.com.

LegalShield All Delaware State Chamber members and member companies now have the opportunity to access affordable legal services. LegalShield is one of the nation’s leading providers of legal safeguards for individuals, families, small businesses and employee groups. Member companies can join the more than 34,000 companies currently offering LegalShield’s personal legal plans as a voluntary benefit to their employees. Through LegalShield’s personal legal plans, employees gain access to unlimited personal legal advice from LegalShield provider attorneys on topics such as mortgages, wills, contracts, and more. Employees also have the option to enroll in LegalShield’s identity theft plans for the added benefits of identity monitoring and identity restoration services. LegalShield’s personal legal plans also effectively reduce employee stress and absenteeism while driving increased productivity. DELAWARE BUSINESS | Se pt e m be r/ Oct o be r 2 0 1 5

CALL THE CHAMBER The State Chamber of Commerce staff works for you, serving our member companies and organizations statewide. This State Chamber staff directory lists phone numbers and email addresses, as well as individual areas of responsibility. If you need business assistance or information, please donâ&#x20AC;&#x2122;t hesitate to call.

A. Richard Heffron 576-6563 President rheffron@dscc.com

Marianne K. Antonini 576-6567 Sr. Vice President Finance & CFO mantonini@dscc.com Cheryl Corn Executive Assistant to the President Sr. Vice President Communications

576-6572 ccorn@dscc.com

James DeChene Director, Government Relations

576-6560 jdechene@dscc.com

Mark A. DiMaio Acting Sr. Director, DPPI

576-6575 mdimaio@dscc.com

Linda D. Eriksen Accounting Associate

Rana Fayez Communications Manager Delaware Business Production Website

576-6566 rfayez@dscc.com

Chuck James 576-6562 Sr. Vice President, Membership cjames@dscc.com Ambassador Committee Fred Miller 576-6579 Advertising Sales fmiller2@dscc.com Member Retention Kelly Wetzel 576-6564 Program & Communication Specialist kwetzel@dscc.com Small Business Alliance Delaware Young Professionals Network

576-6569 leriksen@dscc.com

Ken Evans 576-6576 Account Executive kevans@dscc.com

DELAWARE STATE CHAMBER OF COMMERCE 1201 N. Orange Street, P.O. Box 671 Wilmington, DE 19899-0671 (302) 655-7221 / Fax (302) 654-0691 (800) 292-9507 Kent & Sussex counties www.dscc.com Blog: dscc.wordpress.com facebook.com/delawarestatechamber flickr: flickr.com/dscc twitter: @Destatechamber 56

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