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Business Journal PO Box 510 Salisbury, MD 21803-0510
The Regional Chamber Newsletter
Vol. 13 No. 9
Dedicated to the Principles of Free Enterprise
April 2010
Commercial Real Estate downturn is not as pronounced in Wicomico T By Lynn R. Parks
Tournament The 11th Annual Salisbury Festival Kick-Off Golf Tournament is Wednesday, April 21. Page 10
HONORS The Salisbury Area Chamber of Commerce is honoring its past presidents. Page 4
TOP 100 Four area women are named to Top 100 Women list in the state of Maryland.
Page 19
Security How can members of the community work together to make Salisbury safer and more secure?
Page 27
he outlook for commercial real estate in the United States is bleak. A report issued in February by the Congressional Oversight Panel predicts a “wave of commercial real estate losses over the next four years.” And that wave of losses “could jeopardize the stability of many banks, particularly community banks,” it adds. The Congressional Oversight Panel report isn’t the only warning about commercial real estate. Federal Reserve chairman Ben Bernanke told Congress in February that commercial real estate “remains the greatest credit issue we have.”
But the picture in Wicomico County isn’t as bad as the national picture, several real estate agents say. “On the national level, there’s a lot of doom and gloom,” said 16-year agent Roger Sansom, who is a broker with Long and Foster. “But I’m not seeing that on the Eastern Shore.” “Salisbury never has the highs that other, larger markets have,” added Bradley Gillis, certified commercial investment member (CCIM) and senior advisor with Sperry Van Ness – Miller Commercial Real Estate. “But on the other hand, we don’t see the lows here that other markets nationally see.” In its February report, the Congressional Oversight Panel predicts that
throughout the United States, starting next year and going through 2014, $1.4 trillion in commercial real estate loans that were made over the last decade will require refinancing. Commercial properties include land for development, stores and restaurants, office space, industrial facilities and hotels and apartments. The problem is that nearly half of those properties are “under water,” meaning that the borrower owes more on the loan that the property is worth, raising the risk of default. The loans most likely to fail are those that were made at the height of the real estate bubble, the panel said. Continued to page 24
28th Annual Salisbury Festival April 23-25 In partnership with Comcast and the City of Salisbury, the Salisbury Area Chamber of Commerce will hold the 28th Annual Salisbury Festival on April 23-25. Held in Downtown Salisbury and Riverwalk Park, this event is expected to draw over 25,000 visitors and is the largest event of its kind in the City of Salisbury. The primary goal of this family-oriented event is to support local non-profit organizations by helping them raise money and promote their cause, and to highlight the Salisbury community in the spring. Comcast has again partnered with the Chamber to celebrate the Salisbury community and the local traditions through the Festival, and as one of the 2010 corporate sponsors, they will help deliver another exciting weekend of family fun and entertainment. For years, Comcast has provided Salisbury Continued to page 10
The Wheels That Heal Car Club returns with their popular classic car show on Saturday, April 24, from 9 a.m. to 3 p.m., on Main Street. Photo by Fotojoe Photography
Salisbury Area Chamber of Commerce Patrons
www.salisburyarea.com
Advisor Focus SALISBURY, MD│FOR LEASE
SALISBURY, MD│FOR LEASE
1415 WESLEY DR.
2120 WINDSOR DR.
SaliSbury, md | FOr lEaSE
WESTOVER, MD│FOR SALE
724 EaST maiN ST.
OLSEN’S ANTIQUES BLDG.
LEASING NEEDS DOWNTOWN?
SEaFOrd, dE | FOr SalE
MD│FOR SALE 302SALISBURY, HEalTH SErviCES dr. BENNETT AIRPORT
Call Joey for results! • Highly Motivated • Newest Sperry Van Ness Miller Commercial Real Estate Advisor $12.00/Sq. Ft. $930/Mo. NNN • Teamed with Bradley Gillis, CCIM Senior Advisor $3.50 psf • 4,807 Sq. Ft. of Medical/Office Space • 1,250 Sq. Ft. Office Space • Specializing• 2inOffices professional/medical office • 3 Offices with Windows • 7 Exam Rooms w/Sink & Cabinets • 3 Nurses Stations & 4 Restrooms
• Open Work Area & Kitchenette • Private Bath with Shower
MLS # 438162
Henry Hanna, Contact BradleyCCIM, Gillis, SIOR CCIM http://Sale.svn.com/OlsensWestover http://Lease.SVN.com/724eastmain MLS #427361
Contact me today 410-543-2440 Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Contact: Brent Miller, CCIM or Rick Tilghman, CCIM http://Lease.SVN.com/WesleyDrive http://Lease.SVN.com/2120WindsorDrive Joey.Gilkerson@svn.com MLS # 427617
SaliSbury, md | FOr SalE
SEAFORD, DE│FOR SALE
636-652 S. SaliSbury blvd. 102 PARK AVE.
W
NE
Lease $10/psf $699,000 • 3,696Sq. sq.ft. Office Space • 8,000 Ft.Professional Retail Building on 2.73 Acres • Ownertowilling to complete interior • Room Expand Existing Building Size improvements • Flexible floorplan • Free standing building • Frontage on East Street 13 Northbound • Highly Visible on Main US Route
SaliSbury, md | FOr lEaSE
SALISBURY, MD│FOR LEASE
• 24 parking spaces
SaliSbury, md | FOr SalE/lEaSE
SALISBURY, MD│FOR LEASE
SOuTH SaliSbury PlaZa
106 milFOrd ST.
2020 SHIPLEY DR.
8999 OCEAN HWY.
NG
• 8 parcels totaling 1.15 + acres located on Rt. 13
• Manufacturing/Warehouse • Located next to PRMC • Pre-Engineered Steel with Face • Highly visible location on theSplit main thoroughfare Block Office; Clearspan w/20’ Ceilings • Close proximity to downtown and SU • Paved Parkingparcel andavailable Truck Area • Additional with purchase • Multiple Drive-Thru Doors Contact: John McClellan, CCIM CPM Contact Brent C. Miller, CCIM, http://sale.svn.com/102Park http://Sale.SVN.com/636-652ssalisburyblvd MLS #551363
SaliSbury,MD│FOR md | FOr lEaSE SALISBURY, LEASE
SHErmaN SQuarE 31400 WINTERPLACE PKWY.
$12.00/Sq. Ft.
$521 perOffice month + NNN • 1,283 Sq. Ft. Professional Space • 3 Offices, Reception Area, Large Open • Reduced to $5 sq. ft. Area• 1250 & Filesq.Room ft. office/retail space on Rt. 13 • Kitchenette, Restroom and Lots of Storage • Large open area, 2 offices, kitchenette, 2 bathrooms & storage area Place Bus. Park • End Unit Located in Winter • Rt. 13 signage Contact: Brent Miller, CCIM or Rick Tilghman, CCIM http://Lease.SVN.com/WinterPlacePark Contact Bill Moore MLS #439632 http://lease.SVN.com/shermansquare
$5.50/Sq. Ft.
• 2,521 +/- sq. ft. of retail space in the South
• 2 Warehouse Units Available $3.50 psf Salisbury Plaza • High traffic location • Drive-In Doors and Truck Dock • 6 location ofof ingress/egress • Zoned Town Delmar Light Industrial • Only 1 space left • Located G&M Sales Complex • Leasedinto the Lloyd’s Asset Management Contact: CCIM ContactJohn BrentMcClellan, C. Miller, CCIM, CPM http://lease.svn.com/8999OceanHighway http://Lease.SVN.com/SouthSaliburyPlaza MLS #437628, 438370
SaliSbury, | FOr lEaSE BERLIN,md MD│FOR LEASE
E.OCEAN PEmbErTON dr. 102311502 OLD CITY RD.
$7.50/Sq. Ft. • 5,000 Sq. Ft. Office/Warehouse • •Warehouse Features Class A medical space 2 Roll-Up Doors & •Parts 4,877Room sq ft exam rooms • •210 Private Offices and Conference Room Excellent • •Last UnitCondition in Complex Contact: John McClellan, Contact John McClellan, CCIMCCIM http://lease.svn.com/2040Shipley http://sale.svn.com/106milford MLS #437339
dElmarFRUITLAND, dE, millSbOrO dE, POCOmOkE md MD│FOR LEASE 3 rESTauraNTS FOr SalE IN CROWN SPORTS CTR. FACILITY
$18.50/Sq. Ft. • 1,600 Sq. Ft. Medical Office $750/month Space in psf $3.50 Class A Medical Facility • Harbor Point Plaza • On• Atlantic Hospital’s Campus Come join General Apple Drugs! • 1,000-1,700 s/f of retail/office • 3 Exam Rms., Break & Chartspace Rm., 2 Nurse • Only vacant in center& Waiting Areas Stations, Office,space Reception • Landlord will cutCCIM greatordeal coffee/food use Contact: Brent Miller, RickforTilghman, CCIM http://Lease.SVN.com/JamesBarrettMedical Contact Rick Tilghman CCIM MLS#441004 Rick.Tilghman@svn.com
• Close to Route 13
Henry Bradley Hanna,Gillis, CCIM, SIOR Contact CCIM http://Sale.svn.com/BennettAirport http://Sale.SVN.com/seafordmedical MLS #427047
SaliSbury, md | FOr SalE
SALISBURY, MD│FOR SALE
32908 JOHNSON rOad
635 HOMER ST.
E TICING C T A PRLOCA RE
IT LIS
$1.6 M $1,275,000
Sale $1,350,000 $2,800,000
$3.50 psf Leases Medical OfficeBldg. Investment ••100% FAA Approval, Hanger w/6T Hangers •• 2 Three creditable medical tenants Grass Runways 3150' and 2300' • Great location •• Includes all Shop Equipment & Mowers Close to hospital
$7.50/Sq. Ft. • 13,000 Sq. Ft. $950,000 - $1,300,000 • 24 Ft. High Ceilings; 14x10 Ft. Door • •Sprinklered Turn-key ready to open • 9,500 SF –ADA 12,500 SF • Separate bathrooms • Equipment • Great Flex included Space! Contact: Chris Peek, CCIM http://Sale.SVN.com/CrownSportscCenter13000 Contact Wesley Cox, CCIM or Henry Hanna, CCIM, SIOR MLS #436513 Wesley.Cox@svn.com, Henry.Hanna@svn.com
$425,000 • Clean, dry 43,500 +/- sq. ft.
$475,000
psf warehouse/manufacturing facility $3.50 on 10Building acres • 10,000 Office/Warehouse Flex 2 dock high doors and one enclosed •• Full General Commercial Zoning drive in dock •• Fenced Yard Area Floor drains throughout •• For Leaseacreage @ $ 5.50/Sq. Additional available Ft. •• Convenient Location Just Off RT 13 Divided into multiple secured sections Contact: Chris Peek, CCIM Contact Chris Peek, CCIM http://Sale.svn.com/635_Homer http://Sale.SVN.com/43932 MLS # 427375
SaliSbury, md | FOr lEaSE HURLOCK, MD│FOR SALE 547 rivErSidE dr.DR. 100 ENTERPRISE
$995,000
1,200 SF - Only month!! • 22,500 Sq. Ft. on 5$995 Acres per $3.50 psf Dock Office & Drive in Access •• 1Truck Professional for Lease •• Newly remodeledPaint & Sanding Booths Sprinklered; • Good central location • Signage available
Contact: Chris Peek, CCIM
http://Sale.SVN.com/100Enterprise Contact Wesley Cox, CCIM or Henry Hanna, CCIM, SIOR MLS#429528 Henry.Hanna@svn.com Wesley.Cox@svn.com,
Sperry Van Ness–Miller Commercial Real Estate (410) 543-2440 206 East Main Street • Salisbury, MD 21801 View all of our listings at www.SVNmiller.com www.SVNmiller.com
410.543.2440 206 East Main Street • Salisbury, MD 21801 302.846.9908 604 Porter Street • Seaford, DE 19973 302.227.0768 34634 Bay Crossing Blvd. • Lewes, DE 19958
Built for Better Results.
Sperry Van Ness is a registered trademark of Sperry Van Ness International Corporation. This location is independently owned and operated.
Business Journal • April 2010
PAGE 3
Businesses and non-profits adjust to survive By Brad Bellacicco
SACC Executive Director
It is time for govern-
The economy continues ment to look beyond to be the number one topic the current shortfalls for the business community. and study the whole This topic is also worrying system to create a those who depend on the businesses for support and simpler, more flexible funding such as non-profit financial system. organizations and government. Some firms which took opportunities to expand income. action early and aggressively are seeing People and organizations with rethe result of their forethought in their sources are finding it a great time for bottom line. Others are making progacquisitions or upgrades. The cost of ress out of the hard times thanks to the construction is down due to the lack of nature of their product or service. competition for resources. The price of But most of us continue to spend most materials is also lower. Salaries carefully, use overtime or temporary are drifting down. It is a real lesson in employees rather than hiring additional supply and demand. workers to get the job done and closely The casualties of the recession are monitor expenditures while looking for visible as we drive around town and
see stores closed. Those left without jobs due to closings or employee draw downs are struggling to find employment. Every job opening being advertised is getting literally hundreds of applications and resumes. Another growing part of the list of those suffering during the tight economic times are non-profit organizations and government at all levels. We are seeing staff and services being cut. National charities are closing local offices to save money. Unfortunately, they are also losing a lot of the donations raised locally. On the other end of this recession, we are likely to see fewer but stronger service agencies that have adjusted to the economic climate and are providing their base services economically. Another important casualty of the recession is our confidence in our government. The constant flood of announcements by government officials of potentially dire fiscal shortfalls, unavoidable tax increases and/or reductions in critical services add a new element of fear to the horror that is our current global crisis. Politicians and of-
ficials of state and local government are trying to keep the voters informed and prepare them for the coming bills that must be paid. Unfortunately, this transparency is breeding fear. Health care reform is causing a backlash by the Medicare community as they hear of increased patient costs and likely delays in service. Citizens worry about the availability of services they need and how to find money to pay for them. This compounds their current concern regarding the increasing taxes and fees for government services. The complexity of the government financial system adds to this concern because most people do not understand all the sources of income and the many special rules of how the money must be spent. It is time for government to look beyond the current shortfalls and study the whole system to create a simpler, more flexible financial system. Our governments will need many years to dig out from under the deficits and deferred actions. Those with antiquated and inflexible financial processes and procedures may not survive.
Win More Business The 2009-2010 Chamber officers are in the front row, from left, Dawn Tilghman, J. Scott Robertson, Sandy Fitzgerald-Angello. Back row, from left, are Matthew Maciarello, Ernie Colburn, Victor Lowe, Robert Mulford Jr., and Michael C. Kleger. Not pictured are Bill Tingle and S. James. Sarbanes.
2009-2010 Salisbury Area Chamber of Commerce Officers President President Elect Vice President Vice President Vice President Secretary/Treasurer Asst. Sec./Treasurer Legal Counsel Asst. Legal Counsel Past President
J. Scott Robertson Dawn Tilghman Sandy Fitzgerald-Angello Ernie Colburn Victor G. Lowe William D. Tingle Robert Mulford, Jr. S. James Sarbanes Matthew Maciarello Michael Kleger
Robertson & Robertson, P.A. Burnett White Tire and Auto Pohanka Automotive Group Comcast Spotlight Peninsula Neurosurgical Associates Delmarva Tele-Plus, Inc. Market Street Inn Laws & Sarbanes, P.A. Hearne & Bailey, P.A. PKS & Co., P.A.
Salisbury Area Chamber of Commerce 144 East Main Street, Salisbury, MD • Phone: 410-749-0144 • Fax: 410-860-9925 email: chamber@Salisburyarea.com • Website: www.Salisburyarea.com
At the Sales Advantage program, you’ll learn how to: • Connect with decision makers • Display confidence in yourself and your company • Identify buying and warning signals • Discover the customer’s buying motives • Use 6 tactics to win commitment • Create the solution
Starting Monday, May 3 To learn more about the course and receive a Free Sales Wallet Card, call H.G. Wilson, 410-896-3053 or E-mail: hg.wilson@dalecarnegie.com
Business Journal • April 2010
PAGE 4
Plaza project honoring past presidents and members By John McClellan
Sperry Van Ness, Miller Commercial Real Estate
Many truly great organizations are great today because of the foundation upon which they were built. The Salisbury Area Chamber of Commerce is no exception. One of the elements of our 90th anniversary celebration was an effort to learn more about and honor all of our past presidents. To my knowledge, the Chamber has never researched the history of past leaders or attempted to document their background and service. We started with a list of names and years served. Some of the names sounded familiar while others were unknown to just about everyone we asked. We made calls, sent letters and emails, asked questions, threw out ideas and did some real detective work. Over our 90 year history, we have had 75 presidents. Some of these amazing leaders served multiple years and multiple terms as president. Avery Hall, founder of Avery Hall Insurance served five terms. He set a great example with two other prominent Avery Hall employees also serving as Chamber presidents equaling seven terms by one company – the most in our 90 year history! The presidential roster includes some of the best known companies and leaders of our community over the last 90 years.
There have been three from ES Adkins, three from the Holloway Funeral home family, four from Delmarva Power, the owners of both Coca Cola and Pepsi Cola, a mayor of Salisbury and many other great local leaders. One of the most notable stories we found was in the New York Times in 1935 describing the sudden death of former Chamber President Dave Dallas (1924-26). Judge Dallas died of an apparent heart attack while hearing a case in the Wicomico County Courthouse. Our plan is to permanently honor these great leaders on a new Presidential Plaza located near the entrance of the Chamber Business Center. We will install an engraved 12 x 12 paver with the name, years of service and sponsor for every past president. As of this article, we have pavers sponsored for 53 of our 75 past presidents. However, we still have some presidents who are unknown to us or that we don’t have a good connection to an employer or family member willing to sponsor a paver in their honor. Perhaps you know someone who may know more about William Morton (1929-30), Frank Dryden (1932-33), Frank Mitchell (1935-36), Harland Huston (194445), Jerry Valliant (1951-52), Eleanor Stagg (1970-71), or M. Joseph Manzer (1968-69). If you have ideas for us to pursue, call or email Brad Bellacicco at the Chamber at
A rendering of the new Memorial Sidewalk by Becker Morgan is pictured above.
410-749-0144 or brad@salisburyarea.com. If you would like to know more about sponsoring a paver in honor of a past leader, contact Brad. Thanks to Tom Becker for assisting me in this search as well as the many folks who were happy to provide information about some of these presidents. Most importantly,
thank you to those willing to sponsor pavers to permanently honor these great leaders. Flanking the Presidential Plaza will be a section for any member of the Chamber or individual to have their name added to the paver project. Contact the Chamber to reserve your space in this new landmark in historic downtown Salisbury.
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To find out how to advertise your business on WDRE call: 410-341-8950 and 302-541-5800
Business Journal • April 2010
PAGE 5
Salisbury firm partners with state-contracted real estate firm to serve Eastern Shore Holding Court by Jim Ritch
Wild Flower by Jim Ritch
Intertwined by Jim Ritch
Area photographer wins awards Jim Ritch, wedding and portrait photographer, recently won an award for wedding photography from the Maryland Professional Photographers Association. Ritch received an award for First Runner Up and Wedding Candid Photographer of the Year at an awards ceremony in Baltimore. The award was based on scoring of work at four print judgings over 12 months. Three judgings were conducted by panels of three master photographers, a fourth was conducted by five master photographers at the association’s annual convention in January. All judges were recruited from out-of-state. His artwork judged at the convention included a print entitled, “Intertwined,” which earned a blue ribbon and was designated a Merit Print. The image, made at the Museum of the Shenandoah Valley in Winchester, Va., featured a bride and groom from northern Virginia. Three other prints received Awards of Quality and red ribbons at the convention: “Split Personality,” a stylized senior portrait of Shane Noonan, a student at Bennett Senior High School and son of Sharon and Jim Noonan of Salisbury.
Split Personality by Jim Ritch
“Holding Court,” a portrait of John Ryan, captain of the Bennett High School tennis team and son of David and Christine Ryan of Salisbury. “Wild Flower,” a senior portrait of Leah Wilson, a student at Delmar High School and daughter of H.G. Wilson of Delmar and Cheryl Wilson of Salisbury. Ritch is a former newspaper photo editor and owns Ritch Photography, LLC. He resides in Salisbury with his wife, Gloria; daughter, Julia, and son, Mac. To see his work, visit www.ritchphoto.com.
Regional Airport receives federal grant
The Salisbury-Ocean City Wicomico Regional Airport will receive a $1,175,000 grant from the Department of Transportation Salisbury Airport will use the funds for construction that will extend the runway and make air traffic safer for the residents of Wicomico County as well as those travelling to the region. “Salisbury-Ocean City Wicomico Regional Airport plays a key role in maintaining the Eastern Shore’s economy. This runway extension will give more Americans access to beautiful Eastern Shore, while providing easier access to the area’s historical landmarks and tourist attractions,” said Senator Barbara Mikulski.
Maryland Board of Public Works has approved a three-year contract for CB Richard Ellis of Baltimore to serve as the state of Maryland’s real estate services provider for brokerage, transaction management and strategic planning services in commercial leases where the state is the lessee only. Under the contract, CB Richard Ellis will assist the state with the more than 4.7 million square feet of real estate the state leases in multiple locations across Maryland. Joe Schneider of Schneider, Richardson & Davis, a Salisbury-based affiliate partner of CB Richard Ellis, is helping in the Eastern Shore effort. CBRE and Schneider, Richardson & Davis have agreed to jointly market properties and provide other real estate services on the Eastern Shore. Schneider is working on five transactions for the state in various towns around the Eastern Shore totaling about 35,000 square feet, but has a roster of approximately 40 deals in the works totaling 250,000 square feet.
Business Journal • April 2010
PAGE 6
Calendar of Events
Salisbury Chamber
Thursday, April 1 - Beautification Committee, Chamber Business Center, noon. Tuesday, April 6 - Ambassador Committee, Denny’s, 8 a.m.
Wednesday, April 7 - Salisbury Festival Committee, Chamber Business Center, 4 p.m. Wednesday, April 7 - Young Professionals Committee, Chamber Business Center, 5:30 p.m. Thursday, April 8 - Local Legislative Committee, Wor-Wic Community College, 7:30 a.m. Thursday, April 8 - Technology Task Force, Chamber Business Center, 9 a.m. Thursday, April 8 - Trade Show Boot Camp, Chamber Business Center, 11:30 a.m. - 1 p.m. Learn techniques and tips for getting the most out of your trade show booth. Chamber members free; non-members - $10. Thursday, April 8 - Business After Hours, Lower Shore Enterprises, 5-7 p.m. Friday, April 9 - Executive Committee, Chamber Business Center, 7:30 a.m. Friday, April 9 - State Legislative Committee, Chamber Business Center, 4 p.m. Monday, April 12 - Workforce Development, Chamber Business Center, noon. Tuesday, April 13 - Healthcare Task Force, Chamber Business Center, 8:30 a.m. Wednesday, April 14 - Membership Committee, Bob Evans Restaurant, 8 a.m. Wednesday, April 14 - Salisbury Festival Committee, Chamber Business Center, 4 p.m. Wednesday, April 14 - Crime Reduction Task Force, Chamber Business Center, noon.
Salisbury Area Chamber 90th Annual Banquet Thursday, April 15 - 90th Annual Banquet, “Reflections on the Past; Eyes on the Future,” Black Diamond Lodge. Cocktails sponsored by PNC Bank. Hors d’oeuvres at 5:45 p.m., dinner at 6:45 p.m. Music by Doug Naarup. RSVP by April 9 with your entree selection - rockfish, prime rib or vegetarian lasagna. $60 per person. For more information, call 749-0144 or email chamber@salisburyarea.com.
Tuesday, April 20 - New Member Reception, Chamber Business Center, 11:30 a.m. - 1 p.m. Learn what the Chamber can do for you and your business. Light lunch provided. All new members, new representatives and new employees of members are welcome. Wednesday, April 21 - Salisbury Festival Kick-Off Golf tournament, Green Hill Yacht & Country Club. Registration includes cart, driving range, green fees, lunch, beverages, BBQ and more! Raffles, giveaways, silent auction and special challenges. Sponsorships available. $500 for foursome, individual spots also available. Call the Chamber for more information. Wednesday, April 21 - Business Affairs Committee, Chamber Business Center, 8 a.m. Thursday, April 22 - Recycling Committee, Common Grounds, 8 a.m. Thursday, April 22 - PR & Marketing, Chamber Business Center, noon. Friday, April 23 thru Sunday, April 25 - 28th Annual Salisbury Festival, Downtown Salisbury Area & Riverwalk Park. Monday, April 26 - Executive Committee, Chamber Business Committee, noon.
Tuesday, April 20 - Elder Care Provider Network, Genesis Healthcare, 8:30 a.m.
Tuesday, April 27 - “Networking is Not Selling” workshop, Chamber Business Center, 11:30 a.m. - 1 p.m. Brown Bag Lunch - 11:30 a.m. - noon, workshop - noon - 1 p.m. Learn tips and techniques for making the most of networking opportunities. All members can benefit from this workshop.
Tuesday, April 20 - Budget & Finance Committee, Chamber Business Center, noon.
Wednesday, April 28 - Board of Directors Meeting, Chamber Business Center, noon.
Tuesday, April 20 - Agri-Business Committee, Chamber Business Center, 7:30 a.m.
Working to repair relationship between government, business
By Sean Fahey
Chairman, Business Affairs Committee
Have you ever considered why Salisbury has been so successful and has been considered the “hub” of commerce on the Eastern Shore for many years? Salisbury should not have become the center of commerce on Delmarva; Cambridge has a more accessible port, Easton is much closer to the commercial centers on the western shore. But it has been Salisbury that has grown and attracted new business. In the past, Salisbury had one advantage that these other cities did not have — a strong working relationship between businesses and city and county governments. Government and business leaders came together, putting personal agendas aside, and found solutions that were best for the entire city of Salisbury, bringing improvements and new businesses to the area. I am sure these leaders had their share of differences in how a particular issue was to be addressed; they surely had their share of debates and disagreements but likely did so behind closed doors. However, when the solution was established, they all supported “Salisbury’s position” as a group. Some would say that “times are different” and indeed they
are, but working together to find common ground is a concept that can serve everyone well no matter the time or situation. It seems now however that the partnership between business and government has degenerated into, at best, an adversarial relationship. At the same time, Cambridge is growing; it has new industry, has attracted new businesses and revitalized its waterfront. Easton is also continuing to grow; it has revitalized its downtown attracting internationally known bands to play in its theater and has continued to expand as people flee Annapolis and the western shore. Pocomoke and Delmar have also attracted new industry. Pocomoke is in the progress of revitalizing its downtown. Growth and opportunity surround Salisbury, but we do not seem to be interested in taking part. This year’s goal of the Business Affairs Committee is to start repairing this relationship, to once again build a partnership between government and business that can help the Salisbury region flourish. We welcome anyone who is interested in being a part of this plan. If you do not have time, please reach out to us with your ideas or constructive feedback.
Free Business Counseling!
Start-up and Existing Businesses
Business Counselors Wanted!
Volunteer and Share Your Knowledge
Salisbury SCORE 410-749-0185
Email:SCORE@salisburyarea.com
INFORMATION and LINKS => www.salisburyscore.org
Business Journal • April 2010
PAGE 8
Benefit Spotlight
SALISBURY AREA
CHAMBER OF COMMERCE
AAA-MidAtlantic
Rep: Biddi Nixon 8245F Dickerson Lane Avalon Plaza Shopping Center Salisbury, MD 21804 410-860-2885 410-860-8962 (fax) bnixon@aaamidatlantic.com www.aaamidatlantic.com Offering our members around the world services including: AAA Insurance, Car Maintenance & Repair, Maps, TripTiks & TourBooks, AAA Vacations and retail travel supplies! Stop in and see what you have been missing.
All Pro Placement Service, Inc.
Rep: Scott Frost 116 Old Padonia Road Suite D Cockeysville, MD 21030 410-308-9050 410-308-9055 (fax) scott@allproplacement.com www.allproplacement.com Professional staffing firm with temps, temp-to-perm and permanent placements. Also offering payroll outsourcing. Staffing available for positions ranging from general office to executives. Referred by Dr. Ron Forsythe, University of Maryland-Eastern Shore
Eastern Shore Coffee & Early Dawn Mountain Spring Water Rep: Amber Gargano 31404 Old Ocean City Road Salisbury, MD 21804 410-749-4494 410-219-9262 (fax)
amber@easternshorecoffee.com www.easternshorecoffee.com The Shore’s largest provider of coffee service - serving offices, convenience stores, restaurants and hotels throughout the entire Delmarva Peninsula. Also offering bottled water delivery service to residential and commercial customers and serving as a proud distributor of DrinkMore Water.
Greenlight Biofuels
Rep: Carol Walston 11501 Progress Lane Princess Anne, MD 21853 410-621-0171 410-621-0173 (fax) carol@glbiofuels.com Producing Biodiesel fuels. Referred by Matthew Drew, AWB Engineering
Peninsula Pharmacy
Rep: Virabala Patel 2417 N. Salisbury Blvd., Unit C Salisbury, MD 21801 410-546-3333 410-546-1096 (fax) peninsula_rx@yahoo.com Providing prescription medications and medical supplies to consumers.
Professional Pest Services
Rep: Jeff Lau P.O. Box 4154 Salisbury, MD 21803 443-944-3687 410-968-1325 (fax) jefflau333@aol.com Offering pest services to both commerical and residential customers.
The Farmers & Planters Co. FARM - FEED - SEED - LAWN - GARDEN - WILDLIFE
Rt. 50 & Mill Street
Salisbury, MD 21801
410-749-7151 Phone www.farmersandplanters.com
Founded 1894
Southern States Feed & Seed:
Triple Crown * Legends * Reliance
Lime * Fertilizer * Pro Mix Fescue * Bird Seed Veg Seed * Dog & Cat Food Animal Health * Shavings Water Conditioning Salt Fencing * Gates
Southern States Dealer
Long term care insurance As a member of the Salisbury Area Chamber of Commerce, you have a number of member benefits available to you. One benefit that is often overlooked is long term care insurance from John Hancock, a recognized leader in the long term care insurance marketplace. While there is no underwriting benefit to this program, premiums are discounted due to your Chamber membership. This discount is also available to family members. The cost of long term care is of increasing concern as we age. Long term care is generally defined as the care we receive when we have difficulty with the “activities of daily living.” These include bathing, continence, toileting, dressing and mobility. Care may be needed as a result of physical or mental incapacity. Care can be provided in the home, assisted living or in a nursing home. The cost of care can exceed $50,000 or more per year. Almost everyone reading this article knows someone receiving care or providing care. Not only is care expensive it is also a very difficult situation that causes great strain on everyone involved. With advances in health care and an aging population, it is clear that the need and cost for such care is a great threat to our financial future. Failure to plan for the potential need for long term care will create financial and mental stress on both the person needing care and those providing care. Long term care insurance (LTCI) is one of only two real answers to the problem. A very wealthy person could self insure, but that is risky. For most of us, LTCI is the only answer. With LTCI, you are sharing the risk with John Hancock and limiting your liability to the premium paid. LTCI premiums are not inexpensive, but there are tax benefits available. LTCI premiums can be paid by your company and are at least partially deductible, and in certain circumstances completely so. For information on the program, call the Chamber or Steve Smith at Premier Planning Group at 410-546-9725.
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410-742-3256
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Business Journal • April 2010
PAGE 10
Salisbury Festival features good family fun Continued from page one
residents and businesses with commun ications, entertainment and information products and services they rely upon every day. They also strongly believe in giving back to the communities they serve. Toyota and Pohanka of Salisbury have also signed on as major festival contributors again this year, allowing the Chamber to expand events and activities. The support that these companies provide make the Salisbury Festival possible each year. On Wednesday, April 21, the Salisbury Lions Club and the Salisbury Area Chamber of Commerce will sponsor the 11th Annual Salisbury Festival KickOff Golf Tournament at Green Hill Yacht and Country Club. Registration for the tournament includes cart, driving range, green fees, lunch, beverages, BBQ and more for $500 for a foursome or $125 for an individual player. Join us for a day of fun outdoors with raffles, silent auction, giveaways and special challenges. The Riverwalk Friday Night Block Party sponsored by Pepsi takes place from 4-11 p.m. on Friday, April 23, with food, drinks, carnival rides, games and fun for the entire family. Danny Shivers will provide music leading up to the opening ceremony starting at 6 p.m. with the singing of our National Anthem where local dignitaries will cut the festival ribbon announcing the beginning of the weekend’s festivities. The Permilla Project will kick off the weekend festivities by providing non-stop music all night long. You can’t miss this block party! On Saturday, April 24, we expand activities starting at 8 a.m. with the always popular Park & Flea market in the parking lot in front of the State Office Complex off Route 13. This market offers something for everyone including
antiques, collectibles, yard sale items, produce, plants and much more. The Salisbury Fire Department Medal’s Day Ceremony will be held on the steps in front of the Government Office Building Saturday from 10 a.m. to noon. The ceremony was created to honor the men and women of the Salisbury Fire Department and the citizens of Wicomico County who have displayed selfless acts of bravery during the last year. Demonstrations by martial arts groups, dance teams and church choirs are always crowd favorites. These performances will take place at the Court Street Stage, Government Plaza Stage and Downtown Plaza Stage from 10 a.m.-4 p.m. The festival will include Saturday’s “Arts on the Plaza,” a showcase of local artisans and crafters, presented by Urban Salisbury, Inc., Salisbury Wicomico Arts Council and Art Institute and Gallery. This event is designed to showcase the work of regional artists, while providing interactive art activities for children and a full day of musical entertainment.
Wicomico High School, County Stadium is the site of the Annual Wee Race at 10 a.m., sponsored by Vernon Powell Shoes and CareFirst BlueCross BlueShield. The Wee Race is a good old fashioned foot race for children ages 2-9. As always, enjoy a taste of the Eastern Shore by sampling food from our many local food vendors. The always popular classic car show hosted by the Wheels That Heal Car Club will take place from 9 a.m.-3
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The Salisbury Area Chamber of Commerce and Salisbury Lions Club present the 11th Annual Salisbury Festival Kick-Off Golf Tournament on Wednesday, April 21, at Green Hill Yacht and Country Club. Registration for the tournament includes cart, driving range, green fees, lunch, beverages, BBQ and more for only $500 for a foursome or $125 for an individual player. Join us for a day of fun outdoors with raffles, a silent auction, giveaways and special challenges. Don’t miss out on the chance to market your company at the Salisbury Festival Kick-Off Golf Tournament. This is a great way to have your company name displayed and to be recognized at the Tournament Awards Ceremony. For more information or to become a sponsor, contact Shannon Mitchell at the Salisbury Area Chamber of Commerce at 410-749-0144 or Chamber@Salisburyarea.com. The Chamber is in need of a variety of raffle items and/or goodie bag items to be donated for the Golf Tournament. If your company has anything they would like to donate or if you would like to make use of your promotional items, contact Shannon at the Chamber.
Returning this year are such favorites as strolling costumed characters, non-profit booths featuring a wide array of activities, City of Salisbury Public Works Department equipment displays and children’s activities all on Saturday.
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Business Journal • April 2010 p.m. on Main Street and will benefit the West Salisbury Challengers Little League. The “Quest for the Silver Paddle” Raft Race will return this year with the hopes of bringing out even more teams. Hosted by Junior Achievement of the Eastern Shore, Inc., competitors are challenged to build their own raft prior to the festival and then race it down the river Saturday at 1 p.m. The raft race has been a Salisbury tradition for years and Junior Achievement plans to bring it back in full force. The competition requires a minimum of 10 teams to register. The winning teams will have their names displayed along with a silver canoe paddle, which will remain mounted on the walls of Market Street Inn throughout the year. Market Street Inn’s docks will be the location of the start and finish line of the race. All the proceeds raised from this event will be used to support Junior Achievement’s STEM programs which promote the fields of science, technology, English and mathematics. If you have questions or would like to sign up,
contact Junior Achievement of the Eastern Shore, Inc., at 410-742-8112. Make sure to stop by DiCarlo Digital Copy Center for their 3rd annual DiCarlo Digital Copy Center Photo Booth. This exciting attraction offers festival goers the opportunity to be photographed by a professional photographer against an award winning backdrop. The photographs are imprinted with the Festival logo & date and will be ready in less than an hour. This is a great way to remember your special day at the 2010 Salisbury Festival with an official festival photograph. Again this year on Main Street is the “Scrolls for Troops” activity. Event goers can write their messages of thanks and good wishes to deployed U.S. troops on giant scrolls. Once completed, these scrolls will span hundreds of feet in length! They will then be sent overseas to various U.S. troops. This is a great opportunity for the community to show our thanks for all of the hard work our troops do each and every day around the world.
On Saturday, April 24, the festival block party continues from 4-8 p.m. featuring CAT Country’s Delmarva Star Challenge from 3-5 p.m. From 5-8 p.m., the band CherryBud will take the stage. Festival goers can enjoy great music, food, beverages and much more Saturday evening. On Sunday, April 25, the carnival continues downtown where all day wristbands are available from noon-5 p.m. Festival parking is available in the Parking Garage off Market Street free of charge during the Festival weekend. The newest addition to this year’s festivities is the Salisbury Festival Craft Beer Tasting Event on Sunday from 12:30-5 p.m. in Riverwalk Park. The Chamber has partnered with Southernboys Concepts to offer attendees a unique chance to sample and learn about a variety of craft brews. Over 45 different beers from 20 breweries will be offered. Live entertainment will be provided by the band No Byscuyts and local food vendors will be selling a variety
PAGE 11 of food throughout the day. Tickets are on sale now for $30 and include all beer samples. For a list of events check out the Festival schedule on page 15. We are still seeking commercial, arts and crafts and non-profit vendors for this event. We also seek volunteers to assist during the festival. For information on becoming a vendor or to volunteer, call 410-749-0144 or visit www. salisburyarea.com.
Networking
tip
Know your hosts
Get to know who invited you! Know the company that is hosting the event you are attending (as well as the Chamber involved if it is a Chamber event). Know who they are and what they do and make sure you introduce yourself to them. Follow up with a thank you, which will set you apart from the other attendees.
AWB Engineers assisting community organizations
AWB Engineers recently volunteered its resources to assist two Salisbury area community organizations, the Christian Shelter and Habitat for Humanity. With both projects, AWB Engineers provided architectural design and management services to help these organizations expand their operations and outreach to the local community. The Christian Shelter provides safe, temporary housing and nutritious meals to persons in need. In recent years, the shelter has had to turn away families due to a lack of adequate space. AWB Engineers and the Shelter’s management team developed a floor plan that incorporated eight new family rooms, a large women’s dorm, a children’s room, mechanical room and a laundry room within the existing building footprint. Wicomico County Habitat for Humanity purchased an existing pre-engineered metal building that required significant interior renovations in order to relocate their administrative offices and store. The change of building use required construction document review and approval from the County Building Department and Fire Safety Office. AWB Engineers developed detailed construction documents, assisted in the permitting process and provided construction administration services throughout the renovation project.
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PAGE 12
Business Mix
Annual Technology Expo
Inacom Information Systems has announced that the 4th Annual Delmarva Technology Expo will take place on Thursday, April 22, at the Fountains Wedding and Conference Center in Salisbury, from 10 a.m. to 4 p.m. This event will allow local business and technology decision makers to explore many technologies that are being used throughout the Delmarva Peninsula. These solutions offer a high return on investment, allowing organizations to significantly boost profitability by reducing expenses and increasing productivity, even in a down economy. An expo-style trade floor will feature product information and demonstrations from a number of the Technology Expo’s co-sponsors, including Inacom, Sharp USA, Cisco Systems, Hewlett Packard, Avaya, Comcast and AT&T Wireless. Breakout sessions on special topics include Internet marketing, network virtualization, IP telephony solutions, Microsoft software and computer networking. By pre-registering for specific breakout sessions, attendees are provided the opportunity to explore specific technologies on individual topics. A special appearance will be made by the Cisco Systems Network on Wheels (NOW) van, a mobile demonstration vehicle containing Cisco’s latest technology products that tours the country showcasing solutions created by the world’s largest networking company. Registration is required. For more information and registration, visit www. delmarvatechexpo.com.
BayRunner launches new shuttle
BayRunner Shuttle has begun scheduled shuttle service to the CruiseMaryland super port at Baltimore’s Locust Point. BayRunner Cruise Direct, the new service, continues the BayRunner tradition of consumer innovation and pursuit of eco-friendly policy. BayRunner Shuttle is the only scheduled airport ground
transportation provider from the Eastern Shore to BWI. Initially, BayRunner Cruise Direct will operate on Sundays, offering convenient access to the Carnival Cruise Lines departures to the Bahamas. Departing both Salisbury and Easton, the service is priced at $150 round trip per couple ($75 round trip for singles) and includes free parking at both locations. For reservations and more information, call 410-912-6000 or 410-8225444.
Sharp Water receives top award
Sharp Water, with offices in Salisbury and Dover, Del., was recognized by EcoWater Systems LLC as one of the top performing 2009 dealerships in the United States. Sharp Water, owned and operated by DJ and Cindy Shannahan, received the 2009 Top Dog award, 2nd top dealer in the sapphire tier (mid-sized markets), 2nd top dealer in the southeast market and 2nd top commercial dealer in the sapphire tier. Steve Cropper received the Admiral award as the top salesperson in the nation in the sapphire tier, was a member of the Fleet Admiral’s Circle and earned a Captain’s award for excellence in sales. Jerry Long and John Sensi also earned Captain’s awards. Based in St. Paul, Minn., EcoWater Systems LLC is the world’s leading manufacturer of residential water treatment products. For more information, visit www.ecowater.com.
NEW CHARITABLE FUND - During the Hebron Savings Bank’s 100th Anniversary Celebration at The Fountains in Salisbury on Feb. 25, HSB President and CEO Gregory Johnson (right) presented Community Foundation of the Eastern Shore President Spicer Bell (left) with a check for $10,000 to establish a charitable fund at the Foundation. The new fund will provide a variety of grants from Hebron Savings Bank to help support charitable causes throughout the region.
for the past 32 years, and has owned her own consulting business for the past 25 years. She has written approximately 700 grant applications over the course of her career, with 75-80% of those
applications having been successful in winning funds. Her clients include municipalities, counties, law enforcement agencies, fire departments and non-profits.
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Mann publishes book
Valerie J. Mann, a grant consultant based in Fruitland, has a book scheduled for publication with Praeger Publishers entitled, “Getting Your Share of the Pie: The Complete Guide to Finding Grants.” This book, which is a comprehensive “how to” for obtaining federal, state and foundation funds, will contain enough information that it can take the place of a grant-writing course. Mann has worked as a grant writer
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Business Journal • April 2010 Her book, which will be published in June, will be available at bookstores throughout the country and online at www.greenwood.com.
Miller, Hanna attend conference
Brent Miller, CCIM, CPM and Henry Hanna, CCIM, SIOR, recently attended the International Council of Shopping Centers (ICSC) Mid-Atlantic deal-making session held at the Gaylord Conventional Center at National Harbor. In attendance were various shopping center owners, brokers, retailers and vendors making their annual appearance to discuss the current state and expected direction of the Baltimore-WashingtonNorthern Virginia marketplace. Overall, the outlook was positive with attendees optimistic about the year ahead.
Nason awarded SU project
Nason Construction was recently awarded general contracting services for the renovation of Manokin Hall at Salisbury University. Manokin Hall is a three-story residence hall that is home to approximately 85 students on an annual basis. Renovation work will include a complete interior gut of the building, replacement of the entire MEP system and retrofitting the interior of the building. After the renovation is completed, Manokin Hall will be LEED Silver Certified and feature a geothermal HVAC
system as well as state-of-the-art, energy efficient electrical and mechanical systems. The entire renovation is expected to be complete in time for the 2010-2011 academic year.
version of the resource guide, (2) introduction to the world of green, (3) entry level green jobs, and (4) green entrepreneurship. To serve in an advisory capacity with
PAGE 13 this project, be a sponsor in our resource guide, be notified of an upcoming symposium or receive more information, contact project coordinator Ivy Bonk at 410-546-4604, ext. 118.
M&T Bank honored
M&T Bank took multiple honors in the Greenwich Associates 2009 Small Business Banking Excellence Awards. M&T was one of only three banks cited for “excellence” in at least eight of 10 national categories, including: “overall satisfaction,” “financial stability,” “credit policy,” and “relationship manager performance.” M&T Bank was the ninth largest SBA lender in the country in 2009, ranked by 7(a) loans, and the top bank lender in the SBA’s Buffalo, Rochester, Syracuse and Baltimore districts.
Telamon receives grant
Train to Sustain (T2S), the result of a U.S. Department of Labor Federal ARRA Grant, Green Jobs Capacity Building, has been granted to Telamon Corporation for the purpose of designing and developing resources and training for entry level workers in the green job industry. The project will include development of a resource guide and four training modules each consisting of a trainer version and a customer version. Modules will include an (1) expanded
ST. JUDE KIDS RADIOTHON - The 12th Annual “Cat Country Cares for St. Jude Kids Radiothon” was held March 18-19, to benefit St. Jude Children’s Research Hospital in Memphis, Tenn. This year’s event raised $33,590. Since 1999, Cat Country has raised over $430,000 to benefit St. Jude’s. From left are Brian K. Hall, promotions director; Mike Cheney, afternoon drive host; E.J. Foxx, music director; Frank Shade, Punkin’ Chunkin’ Association/St. Jude volunteer; Dixie Kelly, assistant operations manager; Jack Pavlat, St. Jude volunteer; Joe Edwards, operations manager; and Grace Ramos, associate director/ALSAC.
Barometer
PAGE 14
Business Journal • April 2010
Wicomico County Sales Tax Collections by category January ‘10
December ‘09
January ‘09
Food & Beverage
$1,280,337
$1,110,597
$1,393,245
Apparel
$542,206
$305,441
$518,661
General Merch.
$3,194,402
$2,067,566
$3,398,179
Automotive & Oil
$432,862
$389,397
$496,117
Furniture & Appl.
$262,886
$207,405
$340,883
Building Supplies
$492,310
$504,460
$551,189
Utilities & Trans.
$655,463
$597,808
$662,658
Hardware & Equip.
$210,066
$157,275
$201,216
Miscellaneous
$668,006
$471,149
$478,717
TOTAL
$7,738,538
$5,811,098
$8,310,865
Information courtesy of Comptroller of the Treasury, Retail Sales Tax Division. Updated information not available at presstime.
Salisbury-Ocean City-Wicomico Airport February . . . . . . . . . . . 7,310 -13.1 March ‘09 . . . . . . . . . . 8,359 -17.0 April ‘09 . . . . . . . . . . . 8,851 -5.0 May ‘09 . . . . . . . . . . . 10,042 -1.5 June ‘09 . . . . . . . . . . 10,957 7.2 July ‘09 . . . . . . . . . . . 12,300 6.3 August ‘09 . . . . . . . . 12,116 6.0 September ‘09 . . . . . 10,487 7.0 October ‘09 . . . . . . . . 10,603 5.5 November ‘09 . . . . . . . 9,486 6.7 December ‘09 . . . . . . . 9,095 6.3 2009 Total . . . . . . . 117,829 .096 January ‘10 . . . . . . . . . 9,080 February . . . . . . . . . . 7,900
11.8 8.1
Airline Passengers Enplaned/Deplaned
The number in the right column is the percentage of change in passenger activity compared to the previous year.
National, State, County Unemployment Rates Aug Sep Oct Nov Dec
National
Jan
9.6
9.5
9.5
9.2
9.7
10.6
Maryland
7.0
7.0
7.2
7.2
7.1
8.3
Wicomico
7.6
7.6
8.3
8.9
9.2
10.6
Worcester
6.8
7.4
10.0
14.4
16.2
18.5
Somerset
9.1
9.4
9.5
9.3
9.4
12.2
Information courtesy of the Maryland Job Service at the One Stop Job Market. (Not seasonally adjusted.)
Elect
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*Leadership & Experience With Results*
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Independent Thinking * Conservative Values * Fiscal Responsibility *I’ll bring common sense and business sense to Annapolis* *I’ll work for you, your family and our community* www.ElectMichaelJames.com Committee to Elect Michael James-Phil Whitman Treasurer
Business Journal • April 2010
PAGE 15
New council to help with the operating budget for Wicomico By Rick Pollitt
county report
It’s no secret that the Wicomico County governThe group is to proment faces unprecedented revenue and expense chalvide me with advice on lenges as we strive to provide revenue generation and the quality of services our the formulation and citizens have come to expect over the years. We have, of execution of county course, lots of company in operating budgets. this fiscal struggle as most states, counties and municipalities are struggling as our pillar of this administration and one that country fights its way out of a national will serve as a resource for this office recession. for many years to come. The challenges presented by the recession, when coupled with our own The Council’s charge is to: self-imposed fiscal limitations, require • Gather timely and authoritative a comprehensive community effort if information concerning the economic we are going to continue to function. developments and trends, both current Accordingly, I recently formed The and prospective, which have an influExecutive’s Council of Economic Advi- ence on county revenue sors. The charge of the group is to pro• Appraise programs and activities vide me with independent and objective with a focus on the General Fund but advice on revenue generation and the not excluding special and enterpriseformulation and execution of county funded activities which have an impact operating budgets. on or are partially funded by the GenThe Council is doing its work as I eral Fund and my budget team prepare a balanced • Poll citizen civic groups to ascerbudget for Fiscal Year 2011. tain preferences and priorities in fundDr. Memo Diriker, the founding ing key county government and educadirector of BEACON (Business, Ecotional services nomic and Community Outreach Net• Develop and recommend policies, work) of the Perdue School of Business programs, budgetary actions, state or at Salisbury University, is the Council’s local legislation, court actions and pubchair. He is joined by a team of dislic information initiatives that will help tinguished leaders from the Wicomico bring a balance between the desires of County business, financial, academic the electorate and the duties of county and public world. I am extremely forgovernment to provide sustainable, aftunate to be getting advice from Dr. fordable services to our citizens. Diriker and these other outstanding I look forward to a long relationship volunteers. with this outstanding group of volunteer Considering the gravity of our situcommunity leaders and deeply appreciation, I expect creation of this vital ate their willingness to serve their combridge to the community to become a munity in this endeavor.
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Business Journal • April 2010
Health Peninsula Regional given the Fred P. Adkins Award The Salisbury Area Chamber of Commerce announced the winner of the Fred P. Adkins Award at the February General Membership Luncheon. J. Scott Robertson, president of the Salisbury Area Chamber of Commerce, welcomed everyone to the luncheon that was held at the Holiday Inn Conference Center in Salisbury. Bill Turner, president of E.S. Adkins & Company was introduced to present The Fred P. Adkins Award, which provides recognition for businesses, non-profits and individuals who have made significant contributions to the community by making architectural enhancements and overall beautification to existing properties in the greater Salisbury area. The winner of the Fred P. Adkins Award for 2010 was presented to Peninsula Regional Medical Center (PRMC). Peggy Naleppa, president/CEO of PRMC received the award along with Bruce Patterson, executive director of Facilities and Properties. Peninsula Regional Medical Center (PRMC) is the region’s premier health care facility serving Salisbury and the entire Delmarva Peninsula. PRMC’s dedication to providing the best care for the community is evident through their recently completed expansion project. The hospital invested over $110 million in improving their services to the community. New building facades are a
modern reflection of PRMC’s commitment to providing the latest technology for their patients while simultaneously harmonizing with the architecture of the existing facility. Becker Morgan Group, Inc. provided civil engineering, landscape architecture, and surveying services to conceive an all-encompassing site. Multiple entrance improvements help to disperse and upgrade the circulation and parking, create safe pedestrian circulation, and adds landscaping to create a new green campus environment. Peninsula Regional Medical Center’s commitment to its patients, community, and environment provides a world class facility enhancing the region’s quality of life while beautifying Salisbury. The Chamber of Commerce applauds Peninsula Regional Medical Center on their hard work and dedication to their business and the Salisbury community. In addition, Turner recognized Vantage Point Solutions Group for their renovation of 700 E. Main St. in Salisbury. The existing facility was a complete gut and renovation. Owners, Doug Church and Dana Seiler, worked with Gillis Gilkerson, Inc. and Becker Morgan Group to create a beautiful home for Vantage Point Solutions and a stunning marketable second floor. The facility provides a positive end result for the neighborhood and Salisbury.
Becker Morgan Group provided site master planning, civil engineering, landscape architecture and surveying services for the Peninsula Regional Medical Center project, which improved the exterior, landscape, parking, lighting, signage and cohesiveness of the entire campus.
Bill Turner, president of E.S. Adkins & Company presented the 2010 Fred P. Adkins Award to Peninsula Regional Medical Center. Receiving the award are: Peggy Naleppa, president/CEO of PRMC along with Bruce Patterson, executive director of facilities and properties. Also in the photo are Jeff Harmon of Becker Morgan Group, who was a vital part of the project for PRMC, and J. Scott Robertson, president of the Salisbury Area Chamber of Commerce.
Business Journal • April 2010
Personnel
Surgeon presents at conference
The Peninsula Regional Medical Center Foundation recently welcomed four new members to its board of directors. They are, from left, Thomas Becker, Heather Hammond, Gary Desjardins and David Harkins.
PRMC Foundation adds four board of directors members Peninsula Regional Medical Center Foundation recently welcomed four members to its 26 member board of directors. They are Heather Hammond, Gary Desjardins, Thomas Becker and David Harkins. Hammond, a native of Rehobeth, is a partner at Livingston, Hammond & Hill Wealth Management. She holds a BS in business administration from Old Dominion University. She resides in Salisbury with husband Steve and their two children. Desjardins, who was raised in Concord, N.H., moved to Salisbury in 1985. He is a graduate of Salisbury University with a BS in business administration. He is also a graduate of the College of Financial Planning in Denver, Colo. and conferred as a Certified Financial Planner. Desjardins is a financial advisor with the Strategic Wealth Management Group of Salisbury. He resides in Salisbury with his wife Tracy and two children.
Becker is a native of Washington, Pa., who moved to the Eastern Shore in 1973. He holds a bachelor of architecture from Penn State University and is vice president of Becker Morgan Group in Salisbury. Becker, who resides in Salisbury with his wife Betsy, has two grown children. Harkins, a Washington, D.C. native who moved to the Eastern Shore in 1973, is president and co-owner of the Harkins Group, which includes Harkins Contracting, Harkins Concrete Construction, Harkins Ready Mix, Four H Investments and Black River Development. He is a graduate of the Robins School of Business/Finance at the University of Richmond. He resides in Salisbury with wife Audrey and their son. The Foundation also thanks retiring board members Anne Miller; Jackie Cassidy; Farouk Sultani, MD; Brenda Wade and Rod Flowers.
Scott C. McGovern, MD, orthopaedic spine surgeon with Peninsula Orthopaedic Associates, P.A. and The Spine Center at Peninsula Regional Medical Center in Salisbury, recently authored the study “Patient Perceptions of SurgeonIndustry Relations” and presented his findings McGovern at the 2010 American Academy of Orthopaedic Surgeons (AAOS) conference in New Orleans. In the study, Dr. McGovern and his colleagues surveyed 1,000 patients, half of whom had prior spinal surgery implants or hip or knee replacements, and half who had been treated for similar conditions without surgery. The study showed that most patients trust their physician to choose the best implant for them, and that 93 percent believe surgeon-industry relationships are beneficial and appropriate. “The vast majority of patients in this survey indicate that physician relationships with industry are beneficial for
PAGE 17
their health care,” added Dr. McGovern. “They trust their doctors to steer their medical decisions appropriately.” Robert T. Trousdale, MD and Bradford L Currier, MD co-authored the study. While at the AAOS conference, Dr. McGovern was also asked to sit on an Ethics Committee panel to discuss orthopaedic patients’ perceptions and the future direction of surgeon industry relations.
Dotterer interns at ADA
Matthew Dotterer is participating in an internship with the American Diabetes Association’s Eastern Shore Division under Market Manager Carlos Mir. Dotterer, a marketing Dotterer student at Salisbury University, plans to graduate in May. The internship is through SU’s ABLE (Applied Business Learning Experience) Program. For more information about the program, contact ABLE program Coordinator Tammy Donaway at 410-548-5564.
PAGE 18
Green Earth Book winners
The 2010 Newton Marasco Foundation (NMF) Annual Green Earth Book Award winners reinforce the importance of environmental stewardship to our nation’s youth. Every year, NMF, a non-profit environmental charity, partners with Salisbury University to honor and promote environmental books that inspire young readers to appreciate and care for the environment. Since 2005, the NMF has honored 19 books with the Green Earth Book Award and recognized 39 Honor Books. The awards are part of the annual Children’s and Young Adult Literature Festival at Salisbury University. Over 110 books were nominated for the 2010 Green Earth Book Awards in four categories: children’s fiction, for readers up to age 12; young adult fiction, for readers between age 13 and 21; and nonfiction, for readers up to age 21. Panels of literary and environmental professionals chose the winning books for their emphasis on environmental stewardship. Each award includes $2,000 to the winning author and illustrator, as well as the contribution of winning books to schools and youth organizations in the Washington, D.C. area. Awards will be presented on April 9, at Poplar Hill Mansion in Salisbury. Authors are scheduled to make class presentations and book signings at local schools and bookstores.
Gift creates internship program
Education
begun a political internship program in Annapolis. Two UMES seniors, Quanika R. Lewis and Jasmine M. Logan, started interning with Maryland legislators in mid-January and will continue through the spring General Assembly session that ends April 12. The Gaudreau Law Firm made a $15,000 gift to provide $5,000 stipends for students, providing them with living expenses while residing in the Annapolis area throughout the legislative term. An additional federal political internship is being considered for the summer. “When I was told UMES does not have a Political Science Department, I thought a good way to generate interest in political careers would be through a political internship program,” said Kenneth D. L. Gaudreau. “This might be the initial impetus to bring a political science major to the campus.” Lewis, a 2006 graduate of DuVal High School in Prince George’s County, is an English major with a career goal of becoming a civil servant. She is interning with Del. Henry Heller (D) of Montgomery County. Logan, a 2006 graduate of Forestville High School in Prince George’s County, is a criminal justice major. Logan is interning for Sen. Jennie Forehand (D) of Montgomery County. In addition to their duties as interns for their respective legislators, Lewis and Logan will conduct research on that lawmaker and keep weekly journals about their legislative experience. The course carries 12 credits. For more information, contact the UMES Division of Institutional Advancement at 410-651-7773.
LEGISLATIVE FELLOW - Maryland Delegate Talmadge Branch, who serves the 45th Legislative District, is Salisbury University’s 2010 John R. Hargreaves Distinguished Legislative Fellow. Designed to recognize outstanding legislators for effective and honorable public service, the award was presented by SU President Janet Dudley-Eshbach during a recent ceremony at the Lowe House Office Building in Annapolis. Branch, who is the ninth recipient of the Hargreaves Fellowship, will meet with PACE (SU’s Institute for Public Affairs and Civic Engagement) students later in the legislative session and visit the SU campus to speak to students and community members about his service in the House of Delegates. From left are SU President Janet Dudley-Eshbach, Maryland House Speaker Michael Busch, Delegate Talmadge Branch and Maryland Senate President Thomas V. “Mike” Miller.
BUSINESS & SUPERVISION
Thanks to a charitable gift by a Salisbury-based law firm, the University of Maryland Eastern Shore has
Business Journal • April 2010
SU STUDENT WINS SWEEPSTAKES - Salisbury University senior Michelle Thiess receives her $1,000 grand prize from Perdue Farms CEO Jim Perdue recently. The prize was part of Perdue’s “Savor The Rewards: Instant-Win Cash Sweepstakes held last fall at colleges and universities nationwide to highlight Perdue Farms’ products and reward student-customers. Thiess ordered one of 11 SU menu items prepared with Perdue products at the Gull’s Nest which came with a scratch off game card she entered online for a chance to win the $1,000 national grand prize.
Prepare for success Prepare for a new position or gain the skills to take your career to the next level by taking non-credit courses offered by Wor-Wic Community College. Classes are starting soon in:
“I use social networking to market my business. In the classroom, not only do I teach how to use Facebook and other tools, I provide real-life strategies as well.” Dr. Ira Wolfe instructor
Finance Grant Writing Human Resources Marketing Office Skills Small Business Operations Supervision & Leadership Time Management
Continuing Education & Workforce Development www.worwic.edu (410) 334-2815
Business Journal • April 2010
Four area women are named to Top 100 Women list in state Four area women have been named among Maryland’s Top 100 Women for 2010 list: Dr. Janet Dudley-Eshbach, Dr. Ellen Neufeldt, Christina (Tina) Perotta and Ann Wiseman. Dr. Janet Dudley-Eshbach serves as president of Salisbury University. Since Dudley-Eshbach became SU’s eighth president in June 2000, the first woman to hold the office in the University’s 75year history, the campus has grown in size and reputation. Dudley-Eshbach was formerly president of Fairmont State University in West Virginia and held faculty and administrative positions at three other campuses. She earned her Ph.D. from El Colegio de Mexico. Dudley-Eshbach was also selected in 2007 and 2005, and as a three time honoree, she will be inducted into the Circle of Excellence. Dr. Ellen Neufeldt is vice president of student affairs at SU. Since coming to SU in 2005, Neufeldt has championed student success and engagement initiatives while overseeing the areas of enrollment management, student services, student life and athletics. Neufeldt earned her Ed.D. from the University of Tennessee at Knoxville, and her M.A. in counselor education and B.S. in business administration from Tennessee Technological University. Tina Perotta is co-founder and administrator of La Merced Medical Mission and Community Outreach to Nicaragua. Perotta is working on LaMerced’s third mission trip in June. Last year, 12 team members from Salisbury traveled to Managua, serving 88 patients in that week which included 15 major pediatric plastic surgeries. They established a small procedure room at the Roberto Clemente Clinic for Women and Children in the capital city of the second poorest country in the Western Hemisphere. Perotta is working on a dual master’s
Dr. Adams presents article entitled ‘Follow the Money’
Dr. Stephen Adams of Salisbury University’s Management and Marketing Department has twice taken his expertise in entrepreneurship and regional economic development to a center of U.S. inAdams novation: Silicon Valley, Calif. While on sabbatical last spring, Adams was a visiting fellow at the Bill Lane Center for the Study of the North American West at Stanford University, in the midst of this high-tech region. Adams recently returned to Stanford to share his article, “Follow the
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SU Celebrates Reading and Community Outreach By Dr. Laura Marasco SU Education Specialties Faculty Lauren Friedman, SU Relay For Life Chair
Dudley-Eshbach
Perotta
Neufeldt
Wisemann
degree in healthcare administration and an MBA at the University of Maryland’s, University College. Ann Wiseman is the director of the Eastern Shore Chapter of the National League of Junior Cotillions and serves as the Eastern Shore director for Business Networking International (BNI) of Maryland. Previously, Wiseman was a national award-winning certified legal nurse consultant who headed up B. Ann Wiseman and Associates after working as an operating room nurse at PRMC and the Delmarva Surgery Center. Created by The Daily Record, a Baltimore-based business newspaper, the award recognizes the outstanding achievements of professional women who reside or work in Maryland. Recipients will be honored at an awards ceremony on Monday, May 3, at Myerhoff Symphony Hall in Baltimore. Money: Engineering at Stanford and UC Berkeley During the Rise of Silicon Valley,” published in the December issue of Minerva: A Review of Science, Learning and Policy. Adams wrote “Follow the Money” while at the Lane Center in 2009. The 22-page article analyzes the engineering schools of Stanford and the University of California at Berkeley during the 1940s and 1950s. He shows how the two schools’ approaches in these areas differed, resulting in Stanford engineering’s earlier cultivation of relationships with industry, an important factor in the growth of Silicon Valley. Adams said that comparing these two top-notch schools showed that “having an excellent engineering program is necessary, but not sufficient to anchor a high-tech region.”
From celebrating literature and honoring some of the nation’s most green-minded authors and illustrators to helping area neighbors and raising thousands of dollars for cancer research, Salisbury University and its students embrace the community in April. The annual Children’s and Young Adult Literature Festival is April 8-10 at SU. Events include recognition of the Green Earth Book Award, the nation’s first prize to laud environmental stewardship in this type of literature. Since 2005, the Newton Marasco Foundation, a nonprofit environmental charity, has partnered with SU to recognize those who encourage sustainability among readers, young and old. We are proud to announce the 2010 Green Earth Book Award winners: • Earth in the Hot Seat: Bulletins from a Warming World by Marfe Ferguson Delano (non-fiction), • Operation Redwood by Terrell French (children’s fiction), • The Carbon Diaries: 2015 by Saci Lloyd (young adult fiction), and • Miss Fox’s Class Goes Green by Eileen Spinelli and illustrator Anne Kennedy (picture book). “Through their words and illustrations, these books not only raise awareness of environmental issues, but also instill a sense of responsibility for nurturing, protecting and defending the natural environment,” said Amy Marasco Newton, the foundation’s president and founder. “I encourage educators, parents, grandparents and youth clubs to include these books in their programs to help spread the word of what the next generation of environmental stewards can accomplish!” Twelve judges from across the country, including two SU faculty, selected this year’s winning books from some 127 submissions. Copies are being donated to SU’s Curriculum Resource Center in the Teacher Education and Technology Center (TETC), to Blackwell Library, and to 150 students at Pinehurst and Pemberton elementary schools, and Mardela and Salisbury middle schools. The winning authors and illustrators discuss their work during the Literature Festival, which begins Thursday, April 8. New York Times bestselling author Michael Buckley delivers the keynote address at 6 p.m. in Holloway Hall Auditorium. Buckley is the author of the wildly successful Sisters Grimm series, and is getting rave reviews for his new series NERDS. Buckley’s talk is followed by a book signing and reception with the Green Earth Book Award winners at 7 p.m. in the Social Room of Holloway Hall. Recipients in attendance include Spinelli, Kennedy, Delano and French.
The evening concludes with an Eastern Shore Writing Project-sponsored presentation by author Peter Gould at 7:45 p.m. in the Great Hall of Holloway Hall. Gould won a 2009 Green Earth Book Award for his novel Write Naked. Literature Festival events continue Friday, April 9. Panels include Spinelli and Kennedy at 9 a.m., French at 10 a.m., Buckley at 11 a.m., and Delano at 1 p.m., all in the TETC, Room 153. Gould presents a physical comedy workshop at 9 a.m., and a talk on Shakespeare and writing at 11 a.m., both in the Black Box Theatre in Fulton Hall. The festival concludes Saturday, April 10, with a community day at Barnes & Noble Booksellers in Salisbury. Local organizations will be on hand with environmental information, and the Green Earth Book Award winners sign books from 10 a.m.–12:30 p.m. All festival events are free and students of all ages, as well as parents and teachers, artists and writers, and environmental advocates will find something to appreciate. The awards are supported by SU, along with Project Performance Corporation, Booz Allen Hamilton and Tetra Tech. For more information visit www.newtonmarascofoundation.org. For festival information call 410-543-6509 or visit http://faculty.salisbury.edu/~elbond/ childlitfestival.html. Later in the month, SU students reach out to the community en masse through the sixth annual Big Event cleanup day on Saturday, April 17. Sponsored by the Student Government Association, the project allows hundreds of students to say “thank you” to University neighbors and help them with such household chores as raking leaves, cleaning attics and painting. For more information call 410-548-4757. On Friday, April 30, students turn their attention to helping people nationwide, as they join faculty, staff and community members in raising money for the American Cancer Society through its annual Relay For Life. Held at the SU Intramural Fields on Wayne Street, the event has blossomed in recent years to include more than 80 organizations and 800 participants. In the past eight years, SU has raised more than $600,000 for the society, and since 2003, SU’s Relay has consistently been named one of the top per-capita collegiate Relays in the United States. For more information visit www.relayforlife.org/su.
www.salisbury.edu
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Business Journal • April 2010
The Salisbury Zoo’s annual Earth Day celebration will be held on Saturday, April 24, the same weekend as the Salisbury Festival.
Becker Morgan Group was recently recognized for their work at The Monster Mile in Dover.
Zoo celebrates Earth Day ‘10 Becker Morgan is recognized The Salisbury Zoo will hold its annual Earth Day celebration and Zoo Stampede 5K Race on Saturday, April 24, from 10 a.m. to 4 p.m. This year, the Earth Day Celebration falls on the same weekend as the Salisbury Festival, making this weekend full of fun activities for the entire family. The day begins with the Zoo Stampede at 9 a.m. at the Zoo’s east gate entrance. Vernon Powell Shoes, event sponsor, will be giving out free tech shirts to the first 125 applicants. Salisbury University’s Saferide vans will transport visitors back and forth from the Zoo to the Festival grounds. Earth Day, which is sponsored by Delmarva Power and Clear Channel, is free to the public. The event’s mission is to promote an appreciation for nature and an understanding of the environment through educational demonstrations, environmental exhibitors and activities. There will be over 15 environmental organizations exhibiting throughout the Zoo, including: Coast Kids, Pemberton Historical Park, City of Salisbury Water Treatment Plant, The National Aquarium, Wicomico Co.
Health Dept., Sierra Club, Wicomico Soil Conservation District and the Chesapeake Bay Foundation. Salisbury University students will be conducting a Butterfly Garden Raffle that will benefit the Salisbury Zoo Education Department. Raffle tickets are on sale now and will be available the day of the event. Delmarva Power will be giving away CFL light bulbs and Dogwood trees while supplies last. The animal focus of this year’s event is the Coatimundi. Special Earth Day t-shirts will be on sale celebrating this amazing creature. The event schedule includes: 9 a.m.Zoo Stampede 5K; 9:45 a.m.-Tai-Chi w/Truly Tigerlilly; 10 a.m.–4 p.m.City of Salisbury Ecycling in the east parking lot; 10:30 a.m.-Zoo Stampede Race Awards; 11:45 a.m.-P.L.A.N.T. Awards; Noon - 3:30 p.m.-lectures & demonstrations. For more information about Earth Day, call 410-548-3188. For Zoo Stampede 5K run/walk registration forms, visit www.vpshoes.com or call 410860-6880.
The American Council of Engineering Companies of Delaware (ACECDE) recently presented Becker Morgan Group with a 2010 Engineering Excellence Conceptor Award for Dover International Speedway - Monster Makeover, Phase II & III in Dover. This award recognizes “engineering design innovation achievements demonstrating the highest degree of skill and ingenuity, while providing a significant benefit to the public welfare and the practice of consulting engineering.” The awards were presented at the 2010 Annual Engineers Week Celebration held in February at the DuPont Country Club in Wilmington, Del. The Dover International Speedway Monster Makeover project was designed to enhance the race experience, particularly related to safety. Phase II focused on the fans and created Victory Plaza which includes a pedestrian Fan Zone, 46 foot iconic statue of the Speedway’s mascot, Miles, and medical services building. Phase III kept the participants in
The Monster Makeover project enhanced the overall race experience.
mind with the installation of SAFER Barriers and a reconfigured pit road. Both phases feature unique application of materials, coordination of varied technologies and were completed ahead of schedule and under budget. For more information, visit www. beckermorgan.com.
RIBBON CUTTING Re/Max Premier Properties invited Salisbury Area Chamber of Commerce members to their new location at 2815 N. Salisbury Blvd., Salisbury, on Friday, Feb. 26, for a ribbon cutting. Re/Max Premier Properties, operated by Robert Heim, provides a wide range of real estate services and utilizes the most current technology, processes and systems to assist you with all of your home buying and home selling needs. Congratulations to Re/Max Premier Properties on their new location. For more information regarding Re/Max or their services, call 410-749-0057.
Business Journal • April 2010
PAGE 21
Volume licensing can lower software expenses By Travis Fisher
Inacom Information Systems
Technology
Software represents one of the largest IT expenses for area businesses. After all, a Essentially, you are computer without the right given discounts based software isn’t going to make you any more productive, is upon the number of it? To help control the costs licenses that you purrelated to purchase and manchase. agement of your business software, consider taking advantage of Volume Licensand you purchase license keys for each ing Programs to lower your overall computer you wish to install the softexpenditures. ware on. Most software companies have a You can also move licenses from form of a volume licensing program one computer to another. If you didn’t in place. While the specifics of each know, licenses purchased with a new program vary widely, the overall goal PC are usually restricted to the machine of the programs is the same: to reward you purchased the software with. customer loyalty and encourage busiThis approach reduces the Total Cost nesses to purchase more licenses of of Ownership of Microsoft software by their products. Essentially, you are making license management easier and given discounts based upon the number making your software purchases less of licenses that you purchase. expensive over time. It would be difficult to explain the There are many different MOLP nuances of each software company’s programs, giving you many options to volume license program here, but choose from. Variations are available chances are there is an option available for charities, small and large businesses, to you. educational institutions and government In this article, I’ll discuss the proorganizations. gram that likely touches everybody: the Open Business – This is MicroMicrosoft Open License Program. soft’s basic volume licensing program, If you have a server or at least five which most companies can use. You computers running Microsoft Software, can qualify by initially purchasing one you should strongly consider moving server application or five desktop apinto the MOLP. By participating in this plications. By joining this program, you program you only need one copy of will receive discounts between 7% and the installation disk of any given title, 30% percent. Once in the program, you
can purchase individual applications at the same discount. Open Value – The Open Value program allows you to pay for your software with three annual payments to Microsoft. The advantage of Open Value is that it allows your company to budget for predictable software payments over time while reducing your upfront software costs, conserving your cash for income producing purchases and activities. You also receive Software Assurance in this program, which allows you to upgrade to the next version of the software while your agreement is active. At the end of your three-year term, you have full rights to use the software as long as you want. Open Value Subscription – In this licensing scenario, you are essentially renting use of the software over time. You pay a fee annually to Microsoft, and can upgrade your software as new versions become available. As you add employees, you “true up” your license count each anniversary. For most companies, this can offer the lowest up-front costs of the three scenarios. This agreement is especially valuable in seasonal environments, where you need more licenses during busy times but you time your anniversary to slower periods when your license counts are low. To help you see the value of using MOLP, I have prepared three scenarios: Scenario #1 – A small business with five employees wants to purchase their
first server and provide each employee with a copy of Microsoft Office. Open Business will save this business 13%, more than $400, compared to retail Office licenses. Scenario #2 – A 501(c)3 non-profit with 10 employees wants to deploy a new Small Business Server and Office Standard for everybody. By using MOLP, they will save over $4,500 compared to retail licenses. Scenario #3 – A seasonal business has 10 year-round employees and hires six seasonal employees. They all need Office Small Business. If timed properly, Open Value Subscription payments would be about $1,200 per year, or $3,600 over a three year period. 16 retail licenses of Office Small Business would cost about $7,200. Open Value Subscription could save this organization 50%. These are just a few examples. Everybody’s licensing needs are different, so it’s best to talk with a professional certified in Microsoft’s Volume Licensing Solutions to address your particular needs. About the author Travis Fisher is Executive Vice President of Inacom Information Systems. He has helped Delmarva businesses design and implement technology solutions that solve real world business problems for more than 10 years. You can contact him via telephone (410.543.8200) or email (travis@ inacom-sby.com).
Be aware of symptoms of allergies that can kill By Waheed Aziz
Health
Anaphylaxis is rare. But it can be j ust as serious as a heart attack. This severe alThe most common triglergic response affects the whole body and can come on gers are insect stings, within seconds or minutes. latex, foods, and mediStill, two out of five people cines – often antibiotwait to seek medical help for ics. it as shown by a survey of 58 people who landed in the E.R. severe allergic reaction in the past and Why did these people delay? Behad a prescription for epinephrine. This cause they thought the symptoms would manmade form of adrenaline works by go away. But this waiting game can be relaxing airways and constricting blood deadly. About 50 Americans die from vessels. It is available as a shot you can insect stings and 100 from food-related easily give yourself. EpiPen and Twinallergies each year. ject are two examples. Half of those in the study used alHave you ever had a severe allergic lergy medications to treat their sympreaction to a substance? These are signs toms. But less than a third used the only and symptoms that you may need to effective treatment that works quickly have a supply of epinephrine: hoarsefor anaphylaxis: epinephrine. And, this ness, throat tightness, wheezing, or was true even though they had had a trouble breathing or swallowing from a
swollen airway. Other symptoms are usually from two or more body systems. Examples include hives, swollen eyes or lips, runny nose, dizziness, abdominal pain or diarrhea, and confusion or anxiety. After taking epinephrine, have someone take you directly to the hospital emergency room. You may need other treatment. What triggers these types of reactions? The most common triggers are insect stings, latex, foods, and medicines – often antibiotics. Common food triggers are: peanuts, tree nuts such as walnuts and cashews, fish or shellfish such as shrimp, milk, eggs, soy and wheat. Are you severely allergic to certain foods or medications? Once you know what you’re sensitive to, be sure to read both food and medication labels carefully. Also discuss ingredients with chefs at restaurants. Sometimes it takes only a very small amount to cause a severe re-
action. If you’re allergic to insect stings, you can reduce your chances of getting stung. Don’t wear perfume, cologne or brightly colored clothing. If you’ve ever had a severe allergic reaction, be sure to discuss this with your doctor. You will likely need epinephrine. Your pharmacist can teach you how to use it. Carry it with you at all times. When traveling, alert airlines about your life-threatening allergy. Also wear a medical alert bracelet or neck tag. And, carry a document with signs and symptoms of your allergy and instructions about treatment. If your child is the one with the severe allergy, be sure to share an emergency action plan with childcare providers and teachers. About the author Waheed Aziz Rph, M.S. is a pharmacist with Mt. Hermon Discount Pharmacy located in the Twilley Center in Salisbury.
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Business After Hours Business Journal • April 2010
Hebron Savings Bank
Greg Johnson, senior vice president – commercial lending, presented a check to Spicer Bell of the Community Foundation of the Eastern Shore.
Community leaders, Chamber members, Hebron Savings customers and staff all participated in the 100th birthday extravaganza.
Hebron Savings Bank celebrated their 100th birthday on Thursday, Feb. 25, with a party at the Fountains Wedding and Conference Center in Salisbury. Chamber members, community leaders, business owners, customers and Hebron Savings staff enjoyed a wide array of food and beverages, live entertainment and special presentations all evening. The bank, which still has its headquarters in Hebron, was founded June 10, 1910. Artifacts used at the bank from years gone by were displayed at the party. Hebron Savings will celebrate its 100th birthday throughout the year with several special events. Thank you to everyone who helped us celebrate this monumental event. Congratulations to Hebron Savings Bank on your 100th birthday and may there be many more to come!
Membership Renewals
Salisbury Area Chamber of Commerce Nick Mason, Local Book Publishing; Anthony Darby, United Merchant Processing Association; Jack Morita, Local Book Publishing; Vic Lowe, Peninsula Neurosurgical Associates; and Kristopher Todd, Morgan Stanley.
The ladies and gentlemen providing you services from Hebron Savings Bank in Wicomico, Dorchester and Somerset Counties.
Scott Robertson, president, Salisbury Area Chamber of Commerce, with Scott Frost, All Pro Placement Service, Inc; and John Murray of Hebron Savings Bank.
Adam Manning, The Bury Training Club; Charles Meenehan, TMG Group, LLC; Kim Harrison, Moore & Company; and Michael Kleger, PKS & Company.
Hebron Savings Bank celebrated 100 years in business on Thursday, February 25, 2010
Wanda Henderson, He-
bron Savings Bank with
Wesley Cox, Sperry Van Ness.
1st Mariner Mortgage Ace & Father’s Lock & Safe Co. Anchorage Nursing & Rehabilitation Center Angel’s Network 24/7, Inc. Affiliated Power Purchasers (APPI) Apple Discount Drugs Atlantic Lighting & Sign Maintenance Beyette Tax Service Certified Tile LLC Classic Custom Framing and Gallery, Inc. Country Properties Real Estate James M. Crouse, D.D.S., P.A. Deaf Independent Living Association Delmarva Counseling Center Delmarva Sporting Clays/Fur, Fins & Feathers Designers Edge Hair Studio & Bella Vita Spa DeVere Insulation Co. F.W.B. Transportation First Call Office Products Beth Gismondi/Allstate Insurance Go Delmarva, LLC D.O.T. Training & Services Instant Shoe Repair of Salisbury ISG International Jack Thomas Layton’s Chance Winery Legendary Landscape, Inc. Machining Technologies, Inc. Ron Nelson Peninsula Home Care Peninsula Imaging, LLC Peninsula Printing, Inc. Runaway Bay Apts. Schneider, Richardson & Davis Sentech Security & Communications Sonic Drive In Stanley Steemer The Insurance Market, Inc. Tri-County Chapter, IAAP Village at Mitchell Pond Dale E. Watson, Attorney-at-Law Wee Watch Child Care Center Weichert, Realtors on the Eastern Shore
Business Journal • April 2010
PAGE 23
Universal design is often beneficial to everyone Human Resources
By Jackie Gast A universal challenge for business is determining how to effectively market its goods and services in a way that will maximize market Its key principles are share through the addition simplicity, flexibility and retention of customers. Consider universal deand efficiency. sign. According to Dr. Christopher Button, U.S. Department of Labor, Office of Discommercial builders for decades. Many ability Employment Policy, “Universal contractors building over-age-50 residesign is a strategy for making proddential communities use the concept by ucts, environments, operational systems making wider hallways and interior and and services welcoming and usable to exterior entrances, installing levered the most diverse range of people posdoor handles instead of knobs and desible. Its key principles are simplicity, signing open floor plans. The design flexibility and efficiency. And whether opens the sales market to people with we realize it or not, most of us benefit disabilities, the elderly, Baby Boomers from UD on a daily basis.” who are downsizing and those anticipatIn construction, the concept of uniing future mobility limitations. versal design has been implemented by Wider hallways and open floor plans
are nice for everyone because it feels spacious, looks appealing and it also helps when moving around furniture! The concept of universal design is being applied in the service industry. Businesses have found that what may have started as an accommodation for someone with a disability has turned out to be a great improvement for all customers. Take for example when restaurants use pictures on their menus instead of words. This helps people with learning disabilities and also people who do not speak English. Using pictures also leads to faster service for everyone. In office waiting rooms that have streaming video or TV, turning on the captioning option designed for people who are deaf or hard of hearing, helps keep the volume low. In pubs or bars that are loud, captioning allows people to understand what is being broadcasted. Offering brochures or materials in
a mixture of written, audio or pictorial form, is also a strategy that increases understanding by the reader. Most importantly, however, to apply the strategy of universal design, it is essential that all employees, not just front office or front line staff, are properly trained in the procedures for welcoming and serving customers. All hospital staff, for example, should have a general understanding of what services are provided by its various departments and specialties. OneStop Career Centers are another example. These centers house a variety of agencies, all somewhat related by the services they provide but each operating as separate entities. Without universal design, customers can get lost in the myriad of agencies. The bottom line of universal design is that it improves customer service and customer satisfaction and good customer service means return business.
Business After Hours
Holly Community
Linda Pepper, HCI volunteer, enjoys refreshments with JoAnn Holt, Massage Me!; and Biddi Nixon from AAA.
Back row, from left: David Parke, Walter Warren, Lee Lewis, Kathy Daly, Janet Parke, Rose Carey. Front row: Whitney King, Demont Elsey, Pattie Tingle, Michele Corron.
On Tuesday, March 9, from 5 to 7 p.m., Salisbury Chamber members and the community were invited to a Business After Hours to learn more about Holly Community, Inc. as they celebrated their new office located in the brand new MAC center at 909 Progress Circle, Suite 300 in Salisbury. HCI showcased their wide array of products and services offered to the community at large. Tours were given of the new offices and refreshments provided by Arby’s were enjoyed by all while networking. Thank you to Holly Community, Inc. for opening your doors to us for this networking event. For more information about Holly Community, Inc., visit www.discoverhci.org.
Jeani Warren with Walter Warren, HCI president, Board of Directors; Diana Merritt and Jeff Merritt of Minuteman Press.
Dave Goslee Sr. of D.O.T. Training & Services with his wife, Jane.
Jackie Gast, Eastern Shore Business Leadership Network; Sandy Grim, Atlantic HR Connection, Inc.; Linda Mundt, M&T Bank; Regina Trader, Delmarby, Inc./Arby’s; and John Hooker, Delmarby, Inc./Arby’s.
Neelum Moondra, of Nick, Inc. with Susan Megargee of Long & Foster Real Estate.
Business Journal • April 2010
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How to identify a strong work ethic in others Workforce
By Mary Ellen Carter According to Webster’s Dictionary, work ethic is defined as “a system of values in which central importance Depending on your is ascribed to work, or purposeful activity, and to quali- generation, how you ties of character believed to define a strong work be promoted by work.” It could be said that a per- ethic may vary. son who possesses a strong work ethic perceives work to be very important to their life marked by years of service are deeply and personal satisfaction. But, in a new intertwined with their personal identity world of work, just exactly what value and career achievements. does work ethic have – and what exThese generations lived through actly does it mean in a time when many work from home, work flexible hours or world wars, the Great Depression and civil rights movements. They were work for themselves? Before understanding the term “work taught from an early age that a strong work ethic meant working overtime and ethic” in today’s world you must first ask yourself: What does having a strong being faithful to your employer. Employers, in turn, rewarded this work ethic mean to you? work ethic with monetary, positional Depending on your generation, how and provisional rewards for many years. you define a strong work ethic may But, today’s workplace reality paints a vary. Mature workers, such as Tradimuch different picture of loyalty. Laytionalists and Baby Boomers, typically offs, slashed benefits and a struggling value face time and dedication. For economy mean the rewards of loyalty these generations, long hours at the don’t always pay off as they did years office and loyalty to their company ago.
Younger generations, like Gen Xers and Millennials, have a much different understanding of a strong work ethic. They are extremely hard workers, but their first loyalty is to their own dreams and careers. They define a strong work ethic by how well they do their jobs, how quickly they complete an assignment and how satisfying their work is to them personally. Growing up in an era of video games, cell phones and personal computers, these generations are fully aware that it doesn’t take the time it once did to complete many tasks. Also, they value a flexible schedule and believe that most work doesn’t have to be done in the traditional workplace or during the traditional nine-to-five work day. A hard work ethic for this group of workers will often be demonstrated in industry involvement outside the office as young workers collaborate with professionals in social networks, contribute to community projects and put their team-oriented approach to work in different places. These workers are defined by who they are outside of work and struggle with the rigid confines many employers place on them.
With the different perspectives on the meaning of a strong work ethic, it’s important not to group everyone into one category when determining who has a strong work ethic and who doesn’t at work. You can no longer define work ethic simply as time spent in the office – you must look at the total picture of the employee’s professional life. Time, people and advances in technology continue to evolve the meaning of “work” and also of “work ethic.” Soft skills such as a strong work ethic are important when determining who to hire, promote and give increases in salaries. Consider everything an employee does for the company as well as in their professional life outside of work when looking at one’s work ethic. This will help you make informed decisions during an interview and performance evaluation, and ensure you have the right people on your team.
available, stronger concerns can see opportunity there and take advantage of it,” he said. “Right now, I’m seeing business opportunities for buyers and for tenants,” Sansom added. “Sellers are often interested in being flexible in their terms,” offering incentives like owner financing and lease-to-own options. Gillis is not concerned that there will be more distressed properties in the Salisbury area than the market can bear. “There are a good amount of people in the community who can help keep us afloat,” he said. And Sansom said that, while values of commercial properties are slipping nationwide, in the Salisbury area they are staying pretty constant. “Wicomico County is in a growth pattern,” he said. “We are seeing slow but steady growth. And so we aren’t seeing declining property values. We are doing OK.” Even so, there aren’t a lot of property transactions going on, Sansom said. He attributes that to worries about the future. “Consumers and small business owners are concerned about the economy,” he said. “They aren’t sure how much they should stretch their resources right now.” Gillis has hope for sales of property for retail concerns in the Salisbury area. “Nationally, retail sales are suffering,” he said. “But locally, retailers are now looking at Salisbury for buildings and for land to develop.” In particular, he said, retailers, including restaurants like Taco Bell and Kentucky Fried Chicken, are interesting
in land along the southern corridor of U.S. 13, due largely to the expansion of the Salisbury University campus. “The national market is recognizing that as a good place to do business,” he said. Gillis points to the recent sale of the former Silverton plant in the Northwoods Industrial Park as evidence that sales of industrial property are still alive. The 60,000-square-foot building was bought early this year by Trinity Sterile, which makes medical supplies. “That sale is following the trend of users seeing value in real estate and taking the opportunity to expand their businesses,” he said. Sales and leasing of office space “have really picked up,” Gillis said, especially with the development in east Salisbury of medical and professional centers. A lot of medical professionals want to be located on the east side of the city so that their offices are easily accessible to people coming to town from Berlin, Ocean City and eastern Sussex County, he added. Sales of multi-family units have never been big in Salisbury, he said. “There are just a few businesses in town that own apartment complexes and they don’t trade properties that often,” he added. And sales of land to investors who are speculating that someone else will want to develop it are flat, Gillis said. On the other hand, investors who intend to develop properties themselves are still buying property. “They are realizing that they can take advantage of good real estate prices now as opposed
to waiting,” he said. As for rentals of commercial properties, Gillis said that the landowners who have deep pockets and who understand the market are doing well. They are able to reduce their prices, maybe even to the point of giving several months of tenancy for free, to attract customers, and they understand the advantage of doing so. “They know that it is better to have a bird in the bush rather than to wait forever on the chance that you’ll get three or four birds,” he said.
About the author Mary Ellen Carter is the owner of Express Employment Professionals – a full service HR and employment agency. She can be reached at maryellen. carter@expresspros.com.
Panel report emphasizes importance of Commercial Real Estate growth Continued from page one
The report’s dire predictions don’t end there. “A significant wave of commercial mortgage defaults would trigger economic damage that could touch the lives of nearly American,” the report says. That’s because when commercial properties fail, that creates a downward spiral of economic shrinking that could include job losses, deteriorating downtowns and trouble for community banks that hold the loans. “Because community banks play a critical role in financing the small businesses that could help the American economy create new jobs, their widespread failure could disrupt local communities, undermine the economic recovery and extend an already painful recession,” the panel adds. The report calls for federal intervention to contain the real estate losses. “The coming trouble in commercial real estate could pose painful problems for communities, small businesses and American families already struggling to make ends meet in today’s exceptionally difficult economy,” it says. Gillis agrees that there are a “splattering” of commercial properties in the Salisbury area that are in the “default cycle.” Owners have notified banks that they are unable to continue paying on their loans and banks are deciding what course to take. And through this year, Gillis said, he expects even more defaults. But that isn’t necessarily a bad thing, he added. “When distressed assets become
Recycling
tip
Smart landscaping
Here’s an incredibly simple way to save on energy costs: plant trees. Strategically planting trees and shrubs to shade your home can lower surrounding air temperatures during warm summer months by up to nine degrees fahrenheit – and can reduce your wall and roof temperatures by 20 to 40 degrees fahrenheit, keeping your home naturally cooler. In winter, trees can function as windbreaks as well, reducing your heating bill. Over the course of a year, the average home could save between $150 and $250 on energy costs – simply with smart landscaping. Source: Go Green, Live Rich by David Bach with Hillary Rosner
Business Journal • April 2010
PAGE 25
The great farm debate that China must face Insights
By E. Tylor Claggett and Lijuan Zhang China is still a large farming nation. With 1.3 billion people relying on domestic farm products, to what extent For years, the governChina can develop its agriment invested too culture, will be definitive for little, but squeezed too China’s sustainable development in the coming years. much from the farm During the 11th National sector. People’s Congress (NPC), overall farm policy and farm farmers try to work full-time in towns subsidies were mentioned and cities. Furthermore, they bring their again in Premier Wen Jiabao’s governentire families with them and send their ment work report which was delivered kids to urban schools. Fewer and fewer on Friday, March 5. Farm subsidies farmers, except for the aging, chose to have become a permanent and continustay in rural areas and live on cash-crop ing government policy since the beginfarming. For years, decreasing farmning of 21st century. This is because land and a lack of skilled farmers have farm and farm related issues are central raised serious concerns about sustainto China’s national interests. able growth of staple grains and food Along with China’s rising economic security for China. This was evidenced power since the 1980’s, there is no at a recent media conference during the doubt that inequality between rural and 11th NPC, when Chinese Premier Wen urban has increased significantly, and Jiabao encouraged journalists to visit there is a common understanding that rural China, because this part of the real more should be done to resolve this inChina is disappearing. equality (see chart*). Farmer, rural and agricultural issues, Although rural disparity in China the so-called San-nong problems, are will most likely worsen, at least in the playing a critical role in China’s further short run, government actions — such sustainable development. Without inas in education, farm support, and agriculture stimulating initiatives — all call creased spending from rural households, China’s stated desire to stimulate doout for immediate attention. Compared mestic demand will remain theoretical. with the increased costs of farming, Therefore, direct and strong policy supgovernment subsidies are increasing at port by the government will be required a much slower rate. Even with governto stimulate rural consumption in any ment farm subsidies, the annual income meaningful way. for farm households is still very low. To date, world agricultural competiMost farmers will face near overwhelmtion has been driven by government ing financial problems, if they try to subsidies. The current international send their kids to college. arena provides the Chinese government Since the 1990’s, more and more with the rationale to use farm subsidies farmers have moved into the cities and, during these two decades, this trend has as a legitimate tool to promote Chinese agriculture. been accelerating. Now, many young Farm subsidies are popular and com-
monplace to this day in international trade practices. Even under the free trade regime of the World Trade Organization (WTO), farm subsidies still remain a gray area. This means international agricultural trade liberalization is far behind the general free trade movement in other economic sectors. The reason is simple. Both the United States and the EU have provided farm subsidy programs to protect their respective agricultural sectors for decades. In contrast, the Chinese government has taxed farming rather substantially for decades. For all intents and purposes, during most of the years of economic reform (starting in the late 1970’s), China’s agricultural sector subsidized its industrial sector. For years, the government invested too little, but squeezed too much from the farm sector. So today, Chinese agriculture is far behind the rest of the fast growing economy and it is becoming a costly bottleneck for the future of China’s transitional economy. Will world-wide farm subsidies last forever as dominate government policy?
Probably not, but it is most likely the WTO will overlook the farm subsidy issues until 2012 and beyond. Before it is put back on the WTO’s multilateral negotiation agenda, farm subsidies may serve as reasonable leverage for preserving and increasing China’s current welfare distribution which is considered critical by many social experts. In conclusion, no parts of China (geographic and economic) warrant more government appropriations than do rural areas and rural enterprises. Rural infrastructure, rural education, as well as farming in general, need more investment. China cannot afford to leave its farmers behind. Source: National Statistical Bureau, China About the authors
Dr. E. Tylor Claggett is Professor of Finance at Salisbury University, Salisbury. Dr. Lijuan Zhang is professor of School of Economics at Shandong University, P.R.China.
RIBBON CUTTING On Monday, Feb. 22, MAC Incorporated invited Chamber members, dignitaries, volunteers and other area agencies to a ribbon cutting of their new facility. MAC is now located at the Harry & Jeanette Weinberg Building, home of the new multi-purpose Salisbury-Wicomico Senior Services Center in Salisbury behind the Holly Center. After the ribbon was cut by Margaret Bradford, executive director of MAC, attendees were given a tour. New programs and services will be added as MAC continues to grow to meet the needs of the community. For more information, call MAC at 410-742-0505 or e-mail seniorcenter@macinc.org.
Young Professionals After Work Networking Business Journal • April 2010
PAGE 26
Specific Gravity
Jim and Andy Hartstein, The Insurance Market; Aaron Boehn, Local Book; and Stuart Schmidt, Martin & Moore.
Stuart Schmidt, Martin & Moore; Brandy White-Van Sant, Schneider, Richardson & Davis; Amanda Buckley and Chrissy Dembowski, BB&T.
Lee Beauchamp, City of Salisbury; Ryan Nelson, Shore Distributors; and Jennifer Seay, Jennifer Seay Photography.
Brian Kuhn, Somerset County Schools; Vilma Dapkute, Gillis Gilkerson; Alicia Foster, Stepping Stones Early Learning Center; Adam Miller, Trinity Transport; Jessica Nichols, Caldwell & Whitehead, PA; and Jordan Nichols, Intervet.
On Feb. 18, the Young Professionals Committee (YP) hosted an After Work Networking event at Specific Gravity. The event allowed members the chance to get away from all the snowy weather and enjoy some good food, good friends and networking. Over 60 people attended the event and were able to sample Specific Gravity’s pizza. For more information on the YPs, visit www.youngprofessionals.com or call Tiffanie at 410-7490144.
The YPs enjoy some time networking and catching up with other members.
Smart ways you can spend your annual tax refund By Kelley Selph It’s tax refund season again. This year, if you’re going to get a check from your Uncle Sam, why not put The lower your debt it to work to help you meet payments, the better your financial goals? Last year, the average your cash flow and the tax refund was more than $2,700, according to the IRS. more money you’ll have to invest for the future. The size of your refund, or whether you will get one at all, depends on your individcontaining six to 12 months’ worth of ual circumstances. But if you are going to get a refund, plan ahead for living expenses, you could use your tax refund to start one. Without such a what you’ll do with it. Here are a few fund, you may find yourself constantly possibilities: dipping into your long-term investments • Pay down some debts. In these difto pay for unexpected costs, such as a ficult economic times, you may be carnew furnace or an expensive car repair. rying a higher debt load than usual. If Keep your emergency fund in a liquid so, you may want to use some of your refund to pay down some of these debts. account — one that you don’t draw on for your day-to-day expenses. The lower your debt payments, the bet• Help fund your IRA. In 2010, you ter your cash flow and the more money can put in up to $5,000 to your IRA. you’ll have to invest for the future. Consequently, if you received a $2,700 • Build an emergency fund. If you refund, you’d have more than half of don’t already have an emergency fund
Investing
what you need to fully fund your IRA for the year. (If you’re 50 or older, however, you can contribute up to $6,000 per year.) You might not think that your $2,700 would make much of a difference in the long run. But by investing your refund and giving it many years of growth potential, you could end up with a sizable amount. Consider the following: If you put $2,700 in your IRA, and you earned, on average, seven percent a year for 30 years, you’d end up with about $20,000, even if you never invested another dime. If you put $2,700 every year in that same IRA, again earning an average seven percent annual return, you’d end up with more than $270,000 after 30 years. (These examples are hypothetical illustrations and do not represent any currently available investments.) You’d eventually have to pay taxes on your earnings, typically when you make withdrawals at retirement. And if you qualified for a Roth IRA, you’d never have to pay taxes on your earnings, as long as you had your account for at least five years and didn’t start
taking withdrawals until you were at least 59-1/2. • Contribute to a Section 529 plan. If you have children or grandchildren, you may want to establish Section 529 plans to help them pay for college. You can contribute virtually any amount, and the earnings grow tax-free, provided the money is used for higher education expenses. (Withdrawals used for expenses other than qualified education expenses may be subject to federal, state and penalty taxes. Contributions are tax-deductible in certain states for residents who participate in their own state’s plan. Please note that a 529 college savings plan could impact a beneficiary’s ability to qualify for financial aid.) You may be tempted to spend your tax refund on things you want today — but, with a little planning, you can use it for things you need tomorrow. About the author Kelley M. Selph, AAMS, is a financial advisor for Edward Jones Investments. You can reach him at 410-8601828.
Business Journal • April 2010
PAGE 27
A safer Salisbury is topic of special workshop
Planning is underway to bring a team of national experts to Salisbury on Saturday, April 10, at Wor-Wic Community College’s Guerrieri Hall to discuss how we as a community can make Salisbury safer. Only when we as a community work together, can we make Salisbury a safe and secure place to live, work and play. Creating a safe and secure environment requires more than good law enforcement. As a community, we need to understand the issues and factors that lead to crime. We need to know what we can do as individuals, as businesses and as a community to turn the problem on its’ ear. With the unanimous support of the Salisbury Area Chamber of Commerce’s Crime Prevention Task Force, Salisbury Safe and Secure is designed to address these issues. Sponsors include the Salisbury Area Chamber of Commerce, Wor-Wic Community College, the Salisbury’s Promise Alliance, Kids of Honor, IDEAS Inc. and Design Atlantic Ltd. The event will bring together homeowners, business leaders, community groups and government officials for a day of hands-on workshops designed to help the community work together toward a safe and secure future for Salisbury. The team invited for the symposium is made up of national experts in Crime Prevention Through Environmental Design (CPTED), the preferred U.S.
government and international standard for safety and security planning. Research has shown that the decision to commit a crime is influenced more by the perceived risk of being caught than by dreams of reward or ease of entry. CPTED emphasizes ways to increase criminals’ perceived risk of detection and apprehension. Using these principles businesses and communities are able to create strategies that influence criminal’s decisions before they act. Anyone with an interest in learning more about how we as a community can make Salisbury a better and safer place is invited to attend. Businesses, members of the public and local government officials are all urged to attend. Registration for all programs costs $25 and scholarships are available. Contact the Salisbury Area Chamber of Commerce at 410-749-0144 for registration details. Invited speakers include: Retired Police Captain Stanley L. Carter and Sherry Plaster Carter, AICP, are a unique and dynamic partnership of law enforcement and urban planner that have developed a nationally recognized model for achieving safe, attractive and economically viable communities. Drawing on their experience with a variety of planning projects, including their award-winning Administrative Crime Prevention Through
Environmental Design Task Team, the Carters have provided CPTED training and technical assistance to public and private sector planners, architects, landscape architects, engineers, and law enforcement officers in more than 35 American cities. Management expert, James Hyslop is president of Standing Stone Consulting Inc., one of the country’s premier safety and security consulting firms. Hyslop brings a unique understanding of how to manage diverse groups from an upper management perspective that balances security and emergency response priorities with community resources. His 30 years of strategic planning and management experience in companies ranging from Fortune 25 to small start up firms has included working with hundreds of communities, emergency services departments and government agencies to create solutions that integrate with community needs and will succeed in the community’s culture. Crime prevention experts, Ian and Lori Thompson are vice-presidents of Standing Stone Consulting Inc. Mr. Thompson is the originator of the process of Response Enhanced Design (RED), a process that serves to balance security needs with those of emergency response. He has developed comprehensive security and emergency planning methodologies and processes that have been adopted by the Department of Homeland Security, US Coast Guard
and other agencies. Mrs. Thompson holds the highest level of certification for the internationally recognized discipline of Crime Prevention through Environmental Design and is one of only 16 Certified CPTED-Advanced (CCPA) practitioners in the world. They have provided assistance to schools, government agencies, law enforcement departments and communities for projects such as Salisbury’s Bennett High School and the Easton Police Department. Organizer of the conference is Salisbury architect, educator, writer and publisher Finith Jernigan. Jernigan is an internationally recognized expert in integrated design practice and high performance teams. In this role he has championed the integration of environmental safety and security in the planning and design of communities, facilities and institutions. With Standing Stone Consulting Inc., he was responsible for safety and security planning for Montgomery College, the Easton Police Department, fire departments in Maryland and Pennsylvania and government agencies nationwide. Moderator of conference workshops is the director of the criminal justice program at Wor-Wic Community College, James Beatty. Beatty is a retired Baltimore County Police Major and has also worked with the Rouse Corporation and the Maryland Port Authority. He has taught at Wor-Wic since 1998.
Business Before Hours ReStore
Barry King of ReStore with Mickey Justice from Eastern Shore Solar.
Betsey Harrington, Betsey Harrington, LLC; Fran Severn, Fran Severn & Associates; with Linda Mundt from M&T Bank start their morning off with breakfast at the ReStore Business Before Hours.
Front row, from left: Temeka Richardson, Sarah Dennis, Gwen Ferrand, and Rota Knott, ReStore manager. Second row: Barry King, Bob Blanton, Ron Foreman, Jim East.
Mickey Justice, Eastern Shore Solar; Rachel Manning, Residence Inn By Marriott; and Robert Heim, Re/Max Premier Properties.
A Business Before Hours was hosted by ReStore located at 908 W. Isabella St. in Salisbury, on Wednesday, Feb. 24, from 7:30 to 9 a.m. ReStore sells new and gently used building and home improvement materials, appliances, doors, windows, lighting fixtures, flooring and more to benefit Habitat for Humanity in Wicomico County. All ReStore items are donated and proceeds benefit Habitat’s mission of providing affordable housing to low income families through no interest loans. Donating to ReStore also helps keep items out of the landfill, saves donors landfill tipping fees and provides an opportunity for donated items to find a new life in someone else’s home. New sales start every Tuesday so the Business Before Hours was perfectly timed for Chamber members to browse newly displayed items. Attendees were treated to a wide array of breakfast foods. Thank you ReStore for a wonderful event!
Business Journal • April 2010
PAGE 28
Name
Contact
Business Journal Directory Phone
Fax
Website
ADVERTISING Morning Star Publications, Inc. Doris Shenton 410-742-3333 302-629-9243 dshenton@mspublications.com 951 Norman Eskridge Hwy., Seaford, DE 19973 302-448-6547 _________________________________________________________________________________________________________________________________________________________________________ ARCHITECTS & ENGINEERS Andrew W. Booth & Associates, Inc. Matthew Smith 410-742-7299 410-742-0273 awbengineers.com msmith@awbengineers.com 1942 Northwood Dr., Salisbury, MD 21801 Debbie Bailey dbailey@awbengineers.com _________________________________________________________________________________________________________________________________________________________________________ Davis, Bowen & Friedel Michael Wigley 410-543-9091 410-543-4172 dbfinc.com mrw@dbfinc.com One Plaza East, Suite 200, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ Dicarlo Precision Instrument & Dicarlo Precision Imaging John Dicarlo 410-749-0112 410-749-9323 dicarlo1.com john@dicarlo1.com 2006 Northwood Dr., Salisbury, MD 21801 George, Miles & Buhr, LLC Michelle Everngam 800-789-4462 410-548-5790 gmbnet.com meverngam@gmbnet.com 206 W. Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________
AUTO DEALERS Pohanka Automotive Group Chris Hagel 410-749-2301 410-742-5168 pohankaofsalisbury.com chrisrobininc@aol.com 2012 North Salisbury Blvd., Salisbury, MD 21801 ext: 8030 ________________ ________________________________________________________________________________________________________________________________________________________ 410-677-3835 410-860-4875 ruarkhomes.com cruark@ruarkhomes.com Ruark Builders Connie Ruark, Sleepy Hollow 4920 Snow Hill Rd., Salisbury, MD 21804 Barbie Hannemann, VP 410-749-0193 410-860-4875 bhannemann@ruarkhomes.com _________________________________________________________________________________________________________________________________________________________________________ COMMERCIAL BROKERAGE Rinnier Commercial Blair Rinnier, CCIM 410-742-8151 410-742-8153 rinnier.com bmail@rinnier.com 218 East Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ EMPLOYMENT AGENCY Manpower, Inc. Darlene Smyser 410-742-8861 410-742-9384 us.manpower.com salisbury.md@na.manpower.com 24 Tilghman Rd., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ FINANCIAL The Bank of Delmarva Robert D. Core 410-548-5670 410-742-9588 bankofdelmarva.com bob@bankofdelmarva.com 2245 Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________
INSURANCE Allstate Insurance Fred Pastore 410-860-0866 410-860-0869 allstate.com/fredpastore fredpastore@allstate.com 111 Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________ Atlantic/Smith, Cropper & Deeley Laura Deeley Bren 410-835-2000 410-835-2036 ascd.net lbren@ascd.net 7171 Bent Pine Rd., Willards, MD 21874 ________________________________________________________________________________________________________________________________________________________________________ Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 averyhall.com khayes@averyhall.com 308 E. Main St., Salisbury, MD 21801 Bus., Life, Personal, Health ________________________________________________________________________________________________________________________________________________________________________ Gamee Elliott Gamee Elliott 410-749-4725 410-749-4175 statefarm.com gamee.elliott.bvm6@statefarm.com 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ RPS ISG International Brad Sutliffe 410-901-0736 410-910-0836 isgintl.com Brad_Sutliffe@isgintl.com 204 Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________ Landmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 landmarkinsuranceinc.com charlie@ 30386 Mt. Vernon Rd., Princess Anne, MD 21853 888-651-2111 landmarkinsuranceinc.com ________________________________________________________________________________________________________________________________________________________________________ INSURANCE Paulette Arnsparger, Allstate Insurance Co. Paulette Arnsparger 410-677-4774 410-677-4776 allstate.com/12697 PArnsparger@allstate.com 501-C East Naylor Mill Rd., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ PRINTING Dicarlo Digital Center. Joey Dicarlo 410-749-9901 410-749-9885 dicarlodigitalcopycenter.com joey@dicarlo1.com 109 South Division St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________
RECYCLING Delmarva Recycling Greg Stein 410-546-1111 410-543-9005 delmarvarecycling.com gstein@delmarvarecycling.com 909 Boundary St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ Cubes To Go Betsy Bradford 410-742-2100 410-742-3875 cubestogo.com info@cubestogo.com 102 Broadway St., PO BOx 238, Fruitland, MD 21826 ________________________________________________________________________________________________________________________________________________________________________ WATER Sharp Water Lisa Rice 410-742-3333 410-543-2222 sharpwater.com lrice@sharpwater.com 129 Columbia Road, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________
Business Journal Journal •• April April 2010 2010 Business
PAGE 29 29 PAGE
Ward Museum World Championship Wildfowl Carving Competition April 23-25 The Ward Museum of Wildfowl Art, Salisbury University celebrates art, nature and tradition by hosting the 40th Annual Ward World Championship Wildfowl Carving Competition and Art Festival. Held at the Roland E. Powell Convention Center in Ocean City on April 23-25, carvers from all skill levels, ranging from youth to world class, compete for over $70,000 in prize money at the largest and most prestigious event of its kind. Over the past 40 years over $2.25 million in prize money has been awarded at the World Championship. Competitors from around the world present carving styles and bird species that span the globe. Over 1,500 bird carvings are entered into 38 different categories of competition. Children’s activities such as soap and feather carving and decoy painting, under the direction of former world champions, inspire the next generation of carvers while teaching about our waterfowling heritage. For those visitors who are avid collectors or for those wanting to begin their own decoy or bird carving collections, Saturday’s 3 p.m. silent auction benefiting the Ward Museum offers a chance to purchase original carvings. Visitors may also purchase carvings directly from artists at the Carver’s Art Shop. There is also a silent auction from 1 p.m. Saturday to 3 p.m. Sunday for the two winning carvings of the Champagne Waterfowl Division. Running at the Ward Museum, in Salisbury from April 2-May 9 is a special exhibit honoring the 40 year history of the Ward World Championships. In addition, the Ward Museum and Comcast Spotlight are proud to sponsor the 40th Anniversary Spotlight Cruise, a tour of Maryland’s coastal bays.
Departing at 5:30 p.m. on Friday, April 23, on board the Judith M., this sunset cruise includes hors d’oeuvres and two complimentary drinks as well as a birding experience for the participants. Tickets cost $40, are limited to 90
guests and should be purchased in advance from the museum gift shop. Show hours are 10 a.m. to 5 p.m. on Friday and 9 a.m. to 5 p.m. Saturday. The awards ceremony starts at 5 p.m. Saturday. The show is held from 10 a.m. to 4 p.m. on Sunday.
Tickets are $10 for adults, $8 for seniors and students, and free for children 12 and under who are accompanied by an adult. Three-day passes to the event are available for $18. For more information, call 410-742-4988, ext. 120, or visit www.wardmuseum.org.
Boat operators workshop
FIRST MEETING - Charles R. “Chip” Dashiell Jr. recently convened the first County-City Planning & Zoning Commission meeting as chair. In January, Dashiell was nominated to the key leadership post by Wicomico County Executive Richard M. Pollitt Jr., and Salisbury Mayor James Ireton. Both the Salisbury City Council and the Wicomico County Council unanimously approved the nomination. Dashiell succeeds Corinne LesCallette who led the Planning & Zoning Commission since 1983. She recently announced her retirement from the Commission on which she served since 1978. Dashiell is the president of the law firm of Hearne & Bailey, P.A. He is also the chair of the Greater Salisbury Committee and served on the Wicomico County Council from 2002 to 2006.
The eighth annual Delmarva Charter Boat Operators Workshop is Thursday, April 8, from 9 a.m. to 2:30 p.m., at Harrison’s Chesapeake House, Tilghman Island. Organized jointly by the Delaware and Maryland Sea Grant Programs, the workshop will focus on charter business management, maritime law and customer liability issues, charter boat business marketing, sport fishing resource updates and safety at sea. The program is dedicated to assisting charter boat operators and maritime professionals in dealing with current and anticipated challenges in small business management and staying competitive. Attendance is limited to 40 participants and advanced registration is encouraged. Registration cost for the workshop, which includes a continental breakfast, luncheon buffet and all materials, is $40 per person. On-site registration is limited and the registration fee increases to $45. Special rate overnight accommodations are available at Harrisons Chesapeake House. Call 410-8862121 for reservations. Registration deadline is Friday, April 2. For more information, contact John Ewart at 302-645-4060 or ewart@udel.edu.
Business Journal Advertising Index The following Directory of Business Journal advertisers provides quick reference for your convenience. The number appearing before the name of the business refers to the page number where the ad appears in this edition of the Journal. Architecture 30 AWB Engineers . .742-7299 Advertising 4 Comcast Spotlight . . . . . . . . . . . . . . .341-8950 31 Money Mailer . . . . . . . . . . . 302-628-8686 Automobiles & Services 10 Pohanka . . . . . . .1-877-4-POHANKA
Banquet Facilities 11 Courtyard by Marriott . . . . . . . . .742-4405 Business Counseling 6 SCORE. . . . . . . . .749-0185 Business Technology Expo 9 Delmarva Tech Pro . . . . . . . . . . . . . . . . . . . . . .543-8200 Construction 12 Gillis Gilkerson . . .749-4821 Education 3 Dale Carnegie. . . .896-3053 18 WorWic . . . . . . . . .334-2815
Farm & Garden 8 Farmers & Planters . . . . . . . .749-7151 Financial 32 Bay National Bank 334-3636 7 PNC . . . . . 877-BUS-BNKG 13 Shore Bank. . . . . . . . . . . . . Health 16 Accurate Optical . .749-1545 17 Apple Discount Drugs . . . . . . . . . . 543-8401 Heating & Air Conditioning 15 Mid-Atlantic Heating . . . . . . . . .546-5404 Jeweler 8 Kuhn’s. . . . . . . . . .742-3256
Paving 10 Chesapeake Paving & Sealing, Inc. . . .742-2330 Political 14 Michael James . . . . . . . . . . Real Estate 2 Sperry Van Ness. .543-2440 5 Schneider Richardson & Davis. . . . . . . . . . .677-0909 Screen Printing 17 Chesapeake Screen Printing . . .749-7660 Utilities 12 Choptank Electric . . . . . . . . . . . . 877-892-0001
PAGE 30
Morgan receives promotion
Donna Franklin, president of BesTemps of Georgetown, recently promoted Amber Morgan to staffing coordinator at the Georgetown office. Morgan started as a receptionist and quickly became a qualified staffing coordinator. She will serve as liaison between the client company and the temporary candidates. Morgan has completed accounting courses at Wor-Wic Community College and is a graduate of Washington High School.
HSB recognizes employees
Gregory W. Johnson, president & CEO of Hebron Savings Bank, announces the following employee awards: Sandy Becker received the esteemed 2009 President’s Award. The recipient of this Becker award is personally chosen by the Bank president for their extraordinary dedication and contribution towards the bank’s successful operation over the past year. Becker, who has been with the bank for five Brimer years, works at the Hebron location as a loan administrative assistant. She resides in Delmar, Del. Erin Brimer was voted “Associate of the Quarter.” Each quarter, management recognizes an associate who has exBlessing hibited superb effort and dedication in their work performance. Brimer, who began her career with the bank nearly four years ago as a teller, works in the bookkeeping department. She lives in Salisbury with her husband, David. Billy Blessing was chosen as the “Employee of the Year” for 2009. Blessing was recognized by senior management for the outstanding level of customer service he exhibited while dealing with both bank customers and his co-workers. He has been employed with the bank for five years and works in the bookkeeping department. Blessing lives in Hebron with his girlfriend, Tish Merrich, and their two dogs.
Cimo earns license
Becker Morgan Group congratulates Eric C. Cimo, P.E., for passing the Professional Engineering Licensure Examination to become a licensed Professional Engineer. Cimo is a civil engineer in Becker Morgan Group’s Dover, Del. office. He earned a bachelor of science in civil engineering from Widener University in 2004.
Business Journal • April 2010
Personnel
HSB announces promotions
Gregory W. Johnson, president & CEO of Hebron Savings Bank, announces the following promotions. Michele Lane, manager of the bank’s Mt. Hermon Road branch, was promoted to assisLane tant vice president. After starting with the bank as assistant branch manager in July 2005, Lane has been managing the Mt. Hermon Road branch for the past four years. She resides in Salisbury with her four sons and their Miles father, Robert Schultz. Michelle Miles, the bank’s Nanticoke Road branch manager, was promoted to assistant vice president. Miles came to Hebron Savings Bank with more than 23 years banking experience in June 2005 as an asBeauchamp sistant branch manager. She has managed the Nanticoke Road Branch location for the past four years and serves on the Board of Directors for the Salisbury Chamber of Commerce. Miles lives in Bivalve and has two daughters and four Layfield grandchildren. Carolyn Beauchamp, loan administrator at the Carroll Street location, was promoted to assistant vice president. Beauchamp began her career as a teller at Carroll Street. She lives in Jones Parsonsburg with her husband, Kevin, and their two children. Kara Layfield, business development associate at the Mt. Hermon Road location, was promoted to assistant vice president. Layfield, who joined the bank in 2006, graduated from Salisbury University summa cum laude with a bachelor’s degree in communication arts. She lives in Hebron with her husband, Rick, and their two children. Teri Lynn Jones was promoted to senior teller. Jones began her banking career when she joined the Hebron Savings Bank team more than four years ago as a floating teller. Shortly thereafter, she made the Carroll Street branch her home. Jones lives in Mardela Springs with her husband, Matthew. Jennifer Travers was promoted to senior teller. She became a member the Hebron Savings Bank team in 2006, bringing more than six years of experience. She lives in Salisbury and has a daughter, Amanda Andrews.
Davis joins local brokerage
Lisa Davis, a native of Pittsburgh, Pa., has joined the real estate brokerage firm of Schneider, Richardson & Davis as a real estate agent. Davis, a graduate of Indiana University of Pennsylvania, is a memDavis ber of the Coastal Association of Realtors. Her personal experience with buying and selling real estate property over the years has allowed her to gain a working knowledge of the process. An 18 year resident of the Eastern Shore, she resides in Salisbury with her husband and three children. To contact Lisa about your real estate needs, please call the office at 410-677-0909 or email her at Lisa71@ comcast.net. Schneider, Richardson & Davis specializes in commercial, residential & recreational real estate services.
Bottinelli appointed to council
Governor Martin O’Malley recently announced the nomination of Lora Bottinelli, executive director of Salisbury University’s Ward Museum of Wildfowl Art, to the Maryland State Art
Council. In addition to her current position, Bottinelli has been deputy director, curator and folklorist for the museum. She is the editor of the publication Wildfowl Art Journal Bottinelli and administrator for the Maryland Traditions Database. She is also a member of the Middle Atlantic Folklife Association board of directors and the Lower Eastern Shore Heritage Council. Bottinelli earned her B.A. from Rutgers University and her M.A. in American studies from Wyoming University.
Myers earns P.E. license
George, Miles & Buhr, LLC (GMB), a local architectural and engineering firm, announces that employee David L. Myers, P.E., S.I.T., has recently obtained a Professional Engineer (P.E.) license in Myers Maryland. Myers, who joined the firm in 2007, is a project manager with the Civil Engineering Division in the Seaford, Del.
Business Journal • April 2010 office. He holds a bachelor’s degree in civil engineering from the University of Akron, and a certificate degree in land surveying. Myers is also a licensed P.E. in Delaware and Ohio.
Ware represents industry
Patsy Ware, president of BesTemps of Dover, in representation of the staffing industry, accepted Congressman Castle’s personal invitation to the second Delaware Works Job Fair that was held at the Delaware State UniWare versity’s Martin Luther Kings Student Center. Ware was also recently honored in the December issue of Delaware Today for being one of the top 30 Business Women of the Year.
Richardson joins HALO
Hope and Life Outreach has hired Kristi Richardson as the new marketing and development coordinator. Richardson brings five years of marketing experience in both the profit and non-profit sec- Richardson tors. She holds a B.S. in marketing from Salisbury University. Hope and Life Outreach is a local Christ centered non-profit organiza-
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tion, meeting the spiritual, physical and emotional needs of men, women and children who are hurting, hungry or homeless.
Taylor receives license
Davis, Bowen & Friedel, Inc., announces that Joshua J. Taylor has been approved for licensure by the Delaware Association of Professional Engineers as a professional engineer. Taylor graduated with Taylor a bachelor of applied sciences in engineering technology from the University of Delaware in 1999. During his 10 year tenure, he has primarily provided water and wastewater engineering services to various clients in both Delaware and Maryland. He continues to perform civil engineering services at the firm’s Salisbury office.
Wilgus honored
Susan E. Wilgus of Wilgus Insurance Agency in Salisbury was recently awarded the designation of being one of the Top 50 Nationwide agents in the country. Wilgus, who finished 21st out of 3,300 Nationwide agents, qualified for travel to Las Vegas and attended the Nascar Nationwide Series. She has served the Delmarva Peninsula for over 30 years.
From left are Henry Hanna, Wesley Cox, Rick Tilghman, Brent Miller, Bradley Gillis, Karen Cherry and John McClellan.
SVN-Miller names top agents
Brent Miller, CCIM, CPM, and Amy Miller, CPM, managing directors for Sperry Van Ness–Miller Commercial Real Estate in Salisbury, announce the top commercial real estate agents for 2009. Henry Hanna, CCIM, SIOR, Wesley Cox, CCIM, and assistant Flo Adams ranked #1; Brad Gillis, CCIM, and assistant Melissa Marcum, #2; John McClellan, CCIM, Karen Cherry, and assistant Brenda West, #3; and Brent Miller, CCIM, CPM, Rick Tilghman, CCIM and assistant Christina Rice, #4. These four teams also ranked in the top 50 nationally with SVN corporate, a firm with over 900 agents and presence in over 37 states. Henry Hanna, CCIM, SIOR and
team ranked #22. Bradley Gillis, CCIM and team ranked #24 and John McClellan, CCIM and team ranked #34. Brent Miller, CCIM, CPM, and team ranked #49. In 2009, SVN-Miller added 10 additional advisors and opened two new offices in Lewes, Del. and Seaford/Laurel, Del. The number of total firm advisors in 2009 increased from nine to 18. This and the contributions of the seasoned veterans helped SVN–Miller continue to be ranked as the #2 firm nationally with SVN corporate for the third year in a row, outperforming agents and offices in many major metropolitan and regional areas throughout the country.
BAY NATIONAL BANK BUILDING SUCCESS THROUGH TEAMWORK
Left to right: Michael P. Marshall, President and CEO, Marshall Hotels & Resorts, Inc., Charles L. Marshall, Chairman and Founder, Marshall Hotels & Resorts, Inc. and Gregory J. Olinde, Senior Vice President, Bay National Bank.
CREATING A NEW STANDARD IN BANKING www.baynational.com Hugh W. Mohler, Chairman & CEO Gregory J. Olinde, Senior Vice President
109 Poplar Hill Avenue Salisbury, Maryland 21801 410-334-3636