Salisbury Business Journal

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Business Journal PO Box 510 Salisbury, MD 21803-0510

The Regional Chamber Newsletter

Vol. 13 No. 10

Dedicated to the Principles of Free Enterprise

May 2010

Salisbury Area Chamber celebrates 90 years of service, honors leaders Going Green

Going green makes sense for businesses looking to help protect the environment. And it can be the less costly route to follow over time.

Pages 16, 17

anniversary

More than 200 attend the Salisbury Area Chamber of Commerce 90th Anniversary Celebration on March 19.

Page 15

INSIDE

Ad Directory........................................ 29 Barometer............................................. 9 Business After Hours........................... 7 Business Directory............................. 28 Business Mix...................................... 20 Calendar............................................... 6 Education........................................... 26 Health................................................. 24 Investing............................................. 30 Insights............................................... 18 New members...................................... 8 Personnel........................................... 31 Real Estate......................................... 19 Renewals............................................ 29 Salisbury University............................ 27 Technology......................................... 23

The Salisbury Area Chamber of Commerce held their 90th Annual Banquet on Thursday evening, April 15, at Black Diamond Lodge.

Phil Tilghman, a past president of the Chamber, was the master of ceremonies for the celebration of the Chamber’s 90 years of service to Salisbury and Wicomico County. Two Chamber past presidents presented a historic review. Jon Sherwell of M&T Bank discussed Chamber accomplishments and John McClellan of Sperry Van Ness Miller Commerce Real Estate offered stories about the people who formed and led the Chamber over the past nine decades. The “Paving the Way to the Future” Paver Program was also presented. This effort to replace a sidewalk with a plaza with names engraved on pavers has been very popular with chamber members and the public.

PNC Bank sponsored the evening’s cocktail reception. The Wicomico Mentoring Program held a silent auction to benefit their efforts. The Wicomico Mentoring Project, with the support of the Chamber and many other organizations and individuals, serves 820 at risk youth in our area, but still has over 1,000 children on the waiting list.

Government proclamations honoring the Chamber anniversary were presented from U.S. Senator Benjamin Cardin, Congressman Frank Kratovil, the Governor and Maryland General Assembly, Senator Lowell Stoltzfus, Senator Richard Colburn and Delegate Norman Conway, Wicomico County Council by Stevie Prettyman and Jim Fineran, and City of Salisbury’s Mayor Jim Ireton. Wicomico County Executive Rick Pollitt also declared April 15, 2010 as Salisbury Area Chamber of Commerce Day.

The Salisbury Area Chamber of Commerce recognized two prominent community leaders at their Annual Banquet on April 15. Dr. James L. McNaughton of AH Pharma presented the Agriculture Award to W. Blan Harcum. Maryland Senator J. Lowell Stoltzfus with his wife, Sharon and Luis Luna of Perdue Farms, Inc. who presented Senator Stoltzfus with the Chamber of Commerce Award for 2010.

New officers and member of the board of directors were installed, plus the several awards were presented.

Incoming President Dawn Tilghman is the owner of Burnett White Tire & Auto. She was born and raised in Salisbury. After graduating from Wicomico High School, she helped her father in the family business, taking over in 2000. Tilghman is the mother of three children: oldest son Jed is part of the Burnett White team, daughter Cassidy is a teacher in Snow Hill and youngest son David is a recent graduate of Parkside High School. She teaches exercise classes at the World Gym. Tilghman is active in many community organizations such as the Elks and Wicomico Rotary Club, and shows considerable support to charitable fundraising activities such as The Wellness

Salisbury Area Chamber of Commerce Patrons

www.salisburyarea.com

Community. She is the 75th president of the Salisbury Area Chamber of Commerce and fifth woman to lead the organization.

Outgoing president is J. Scott Robertson, principal in the law firm of Robertson & Robertson, P.A. and partner in the Beaglin Crossing Business Park development. He will assume the role of immediate past president on the Chamber’s Executive Committee.

In addition to his Chamber activities, Robertson is the current chairman of the administrative board of Trinity United Methodist Church. He previously served as chairman of the Wicomico County Charter Review Committee; president of the Salisbury Jaycees; president of the Wicomico County Bar Association; and chairman of the Continued to page 12

Advisor Focus SALISBURY, MD│FOR LEASE

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• Excellent Rt. 13and visibility • Pre-Engineered Steel with Split Face • Drive-In Doors Truck Dock Block Office; w/20’ Ceilings • High endClearspan office and office/warehouse • Easy Town accessof to Delmar Rt. 50 Light Industrial • Zoned • Paved Parking and Truck Area suites available • Located in the G&M Sales Complex • Ample parking • Multiple Drive-Thru Doors • Office/warehouse suites • In the Enterprise Zone Contact: John McClellan, CCIM Contact: John McClellan, CCIM http://sale.svn.com/102Park http://lease.svn.com/8999OceanHighway Contact John McClellan, CCIM or Karen Cherry http://Lease.SVN.com/ESAdkins MLS #551363 MLS #437628, 438370

• •5,000 Sq. Ft.tenants Office/Warehouse Two national – new 5 year leases • •Warehouse Features 2 Roll-Up Directly on U.S. Rt. 13 with access Doors & Parts Room • Great signage • •2User Private Offices and Conference Room or investor property • Last Unit in Complex Contact: John Cox, McClellan, Contact Wesley CCIM orCCIM http://lease.svn.com/2040Shipley Henry Hanna, CCIM, SIOR MLS #437339

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

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404 E. MAIN ST. 31400 WINTERPLACE PKWY.

$12.00/Sq. Ft. • 1,283 Sq. Ft. Professional Office Space • 3 Offices, Reception Area, Large Open Area & File Room $4 per square foot • Kitchenette, Restroom and Lots of Storage • 5,950 +/- sq. ft. of office/warehouse space • End•Unit Located in Winter Place Bus. Park 2 beautifully remodeled offices & kitchen CCIM seconds or Rick Tilghman, Contact: Brent Miller, location from Rt. 50CCIM & Rt. 13 • Convenient http://Lease.SVN.com/WinterPlacePark Contact Bill Moore MLS #439632 http://Lease.SVN.com/404EMain

106 PINE BLUFF 10231 OLD OCEAN CITY RD.

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• 1,600 Sq. Ft. Medical Office Space in psf $3.50 $330,000 Class A Medical Facility • On• 4,000 Atlantic Campus sq ft General of medical Hospital’s office • 5 exam rooms, 7 offices • 3 Exam Rms., Break & Chart Rm., 2 Nurse • Includes equipment Stations, Office, Reception & Waiting Areas Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Contact Rick Tilghman, CCIM http://Lease.SVN.com/JamesBarrettMedical http://Sale.SVN.com/106PineBluff15-17 MLS#441004

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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

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Business Journal • May 2010

PAGE 3

Working together to protect business interests

By Dawn M. Tilghman Chamber of Commerce President

It is an honor to become the Salisbury Area Chamber of Commerce President, especially this year as we celebrate our 90 years of service to my community.

This is a critical year for the business community with the election in November. The Chamber must educate our member businesses about the challenges we face from the recovering economy, governments dealing with budget deficits and other external forces. We want to help members make good “pro-business” choices in the voting booth.

The Chamber will provide our mem-

bers with opportunities to hear the candidates’ views on the issues important to the Lower Shore business community, and more importantly, ensure the politicians hear our concerns. Our best chance of influencing the policies coming from Washington and Annapolis are to work together as a group and to be informed voters.

Failure to influence our elected leaders to consider the impact on business of their legislative actions could end the recovery.

The Chamber has many opportunities in place for our members. In these present difficult economic times, you need to take advantage of them in order to draw new customers. Networking

is a great tool and the Chamber offers Business After Hours socials, classes in networking and a speed networking program “Connect for Success” on May 13, which drew 83 business people last year.

We have formed committees to deal with the many issues that are threatening our businesses, such as the new health care insurance mandates and rising crime. We also have a committee studying ways to address the challenges facing the construction industry. Our legislative and industry support committees continue to work monitoring

Chamber keeps members on top in rough economy

By J. Scott Robertson Immediate Past President

The 2010-2011 Chamber officers are in the front row, from left, Victor G. Lowe, Dawn Tilghman, Ernie Colburn, Sandy Fitzgerald-Angello. Back row, from left, are Bradley Gillis, Matthew Maciarello, and J. Scott Robertson. Those not pictured are: Bill Tingle, Robert Mulford, and Henry L. Vinyard.

2010-2011 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

Dawn Tilghman Ernie Colburn Sandy Fitzgerald-Angello Victor G. Lowe Bill D. Tingle Robert Mulford, Jr. Bradley Gilllis Henry L. Vinyard Matthew Maciarello J. Scott Robertson

Burnett White Tire and Auto Comcast Spotlight Pohanka Automotive Group Peninsula Neurosurgical Associates Delmarva Tele-Plus, Inc. Market Street Inn Sperry Van Ness - Miller Commercial Henry L. Vinyard, Attorney at Law Hearne & Bailey, P.A. Robertson & Robertson, 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

our governments, advising the board of directors and members of the impact of pending legislation, and providing feedback to our elected officials.

The Chamber offers you superb support and worthwhile programs put together with the assistance of our excellent staff.

Take advantage of the many opportunities in place to help your company, organization or yourself. My goal as this year’s president is to get more of our current 830 members active in the Chamber, thus helping you with the challenges facing us all.

Wow! Has it been a year already?

I don’t know how many events, committee meetings, seminars, Business After Hours, Business Before Hours, ribbon cuttings, general membership luncheons, social events, and meetings with public officials the Chamber has had this year, but clearly that number is in the hundreds.

All of these activities provided value to our members in the areas of networking, business promotion, education, lobbying and community improvement.

I realize, now more than ever, that it is our fantastic staff that allows us to be in perpetual motion with activities to benefit our members and our community.

It is their diligence and commitment that makes it possible for the rest of us to “keep our day jobs” while they follow through with the details of the many events and programs throughout the year. Thank you!

Brad Bellacicco does a fantastic job overseeing all operations, staff and facilities.

Brad also took the time to keep me constantly informed, get my feedback and direction on issues of the day and to prepare me for meetings throughout the year.

To the extent that I have occasionally looked like I knew what I was doing, to Brad I say thank you!

The Chamber itself has been impacted by the current economic downturn, as have all member businesses. It would have been easy for the Chamber to reduce the number of events and services, but we believe that the Chamber is even more important, more valuable, and more relevant in poor economic times. Obviously, our members feel this way, as they overwhelmingly

maintained their support of the Chamber despite their own tight budgets.

The Chamber ran more events this year, not less. We held Chamberfest and the Business Expo, which are typically only held every other year. We held a new Connect for Success business networking event. We also had more frequent Business After Hour and Business Before Hour events.

The Chamber faced a few difficult legislative issues this year. Joni Waldych led our Healthcare Task Force that monitored the healthcare legislation as well as made our positions known to our elected officials.

We also successfully lobbied for relief from the Maryland Department of the Environment’s onerous new stormwater regulations, which were scheduled to go in effect this May and would have had a further negative act upon the construction industry.

Our committees did a fantastic job this year. There were too many excellent projects to mention, but a few of my favorite were the railroad bridge renovations coordinated by the Beautification Committee and Career Day at Salisbury University put on for all county 9th graders by our Young Professionals Committee.

The Salisbury Festival was a huge success (Thank you Clay Tarpley), as was our 90th Anniversary Celebration (thank you Stephanie Willey, Dawn Tilghman, and other committee members)!

I congratulate my friend, Dawn Tilghman, on her presidency. I have a great deal of confidence in Dawn. She is a great leader and has a great passion for our community and our Chamber. I know it will be a great year.

It has been extremely rewarding to serve as your president this year. I thank each of you for your support, participation and friendship.

Business Journal • May 2010

PAGE 5

Small business tax credits part of the health care act

By Joni Waldych

Health Care Task Force chair

The Chamber’s Health Care Task Force will be providing monthly updates and information on the impact of the recently passed federal Patient Protection and Affordable Care Act on your business, the American health care system and the insurance industry.

Under the Patient Protection and Affordable Care Act (PPACA; P.L. 111-148) small businesses that choose to provide health insurance could be eligible for a credit toward their cost of health insurance.

Though certain businesses may be exempt from any employer responsibility to provide health insurance or any penalties for non-compliance, the new law would offer an incentive to small businesses by helping pay for their employees’ coverage through a tax credit toward the purchase of health insurance.

Eligibility: The new small business tax credit is effective for amounts paid or incurred after December 31, 2009, and applies for the determination of AMT credits after that date and their carryback. It is not restricted to those with a tax liability.

Small businesses that currently provide health care for their workers could receive immediate help with their premium costs, and additional firms that initiate coverage this year could receive the tax assistance.

To be eligible, small employers would

have to contribute at least 50% of the cost of premiums towards a qualified health plan (or 50% of a benchmark premium).

Small businesses with 10 or fewer fulltime employees and with average taxable wages of $25,000 or less could claim the full credit amount. §1421(a): IRC §45R(a) and (d) as amended by §10105.

In addition to business size (full credit for 10 or fewer employees/tiered credit for 11-25 employees), the credit is also linked to the average wage of employees.

A small business must pay their workers $25,000 or less in order to qualify for the full credit. The amount of the credit is tiered for those with workers making up to $50,000. An employer paying average taxable wages above $50,000 is not eligible for the tax credit.

Employers will not be eligible to use the credit for certain employees, including defined “seasonal workers,” self-employed individuals, 2 percent shareholders of an S corporation (as defined by section 1372(b), 5 percent owners of a small business (as defined by section 416(i)(1)(B)(i)), and dependents or other household members. However, leased employees are eligible employees for the credit. §1421(a): IRC §45R(e). The selfemployed are eligible for the individual premium assistance available in 2014 if they meet the income requirements (individual making below $43,320 or family of

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four with income below $88,200.)

Non-profit organizations would be eligible. The credit amount would be the lesser of (1) a 25% credit (2010–2013) and a 35% credit (beginning in 2014), or (2) the amount of employer-paid payroll taxes (including the Medicare contribution) for the relevant calendar year. §1421(a): IRC §45R(f)and (g) as amended by §10105 Employers receiving credits will be denied any deduction for health insurance costs equal to the credit amount.

Credit Amount & Duration: A 35% credit in years 2010-2013. A 50% credit (beginning in 2014 for no more than two consecutive taxable years) is offered for employer costs for the lesser of (1) the employer premium contribution toward plans offered by the employer through an exchange, or (2) the contribution the employer would have made if each of those same employees had enrolled in a qualified health plan with a premium equal to the average (determined by the HHS Secretary) for the small group market in the rating area in which the employee enrolls for coverage. To avoid an incentive to choose a high-cost plan, an employer’s eligible contribution is limited to the average cost of health insurance in that state. This average was expected to be released April 2010. For 2010-2013, “average” would be determined by the Secretary based on the average premium for the small group

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market in the state, or area in the state, in which the employer offers health insurance). §1421(a): IRC §45R(b) and (g) as amended by §10105 The tax credit phases out as average employee compensation increases from $25,000 to $50,000 and as the number of full-time employees increases from 10 to 25. Full-time employees would be calculated by dividing the total hours worked by all employees during the tax year by 2,080 (with a maximum of 2,080 hours for any one employee). Seasonal workers would be exempt from this calculation. Average annual wages would be determined by dividing the aggregate amount of wages paid by the employer by the number of full-time equivalent employees, for the taxable year. §1421(a): IRC §45R(c) and (d) as amended by §10105 The average wage threshold for determining the phase-out of credits will be adjusted for inflation after 2013.

Firms can claim the credit for 2010 through 2013 and for any two years after that.

To continue receiving a tax credit in 2014, a small employer must drop their existing coverage and purchase group coverage in the newly created Exchanges.

For more information you can visit this link on the IRS website: http://www.irs. gov/newsroom/article/0,,id=220809,00. html?portlet=6

Business Journal • May 2010

PAGE 6

Calendar of Events

Salisbury Chamber

Tuesday, May 4 - Ambassadors, Denny’s, 8 a.m.

Wednesday, May 5 - Young Professionals Committee, Chamber Business Center, 5:30 p.m.

Thursday, May 6 - “60 Second Drill” Workshop, Chamber Business Center, 9-11 a.m. Presented by Dan Williams of The Networking Community. Learn how to write and present your 60 second pitch...and practice it on the participants in the room before you leave. Free to paid “Connect for Success” participants.

given one minute to pitch their business to nine people at their table and then it’s time to move on to the next group. An exciting and fun way to meet people and get your business noticed.

Thursday, May 13 - Technology Task Force, Chamber Business Center, 9 a.m.

Friday, May 14 - Executive Committee, Holiday Inn, 8 a.m.

Tuesday, May 18 - Agri-Business Committee, Chamber Business Center, 7:30 a.m.

Thursday, May 6 - Beautification Committee, Chamber Business Center, noon.

Tuesday, May 18 - Elder Care Provider Network, Genesis Healthcare, 8:30 a.m.

Monday, May 10 - Workforce Development, Chamber Business Center, noon.

Tuesday, May 18 - Budget & Finance Committee, Chamber Business Center, noon.

Monday, May 10 - Business After Hours, Olde Crisfield Crab & Steakhouse, Crisfield, 5 p.m.

Wednesday, May 19 - Business Affairs Committee, Chamber Business Center, 8 a.m.

Tuesday, May 11 - Health Care Task Force, Chamber Business Center, 8:30 a.m.

Wednesday, May 19 - Business After Hours, E.S. Adkins & Company, 5 p.m.

Wednesday, May 12 - Membership Committee, Bob Evans Restaurant, 8 a.m.

Thursday, May 13 - Local Legislative Committee, Wor-Wic Community College, 7:30 a.m.

Thursday, May 13 - Connect for Success, Chef Fred’s Chesapeake Steakhouse, 8-11:30 a.m. Connect with over 90 other business people over a three hour time period. Each participant is

Thursday, May 20 - General Membership Luncheon, Holiday Inn, noon.

Parks and Rec group honored Wicomico Recreation, Parks & Tourism and the work of one of its volunteers was honored by the Maryland Recreation & Parks Association (MRPA) during its annual conference in Ocean City, on April 15.

The Department’s Kids Klub Summer Escape day camp received an award for the ‘Best Program Logo’ while Volunteer Hunter Disharoon was recognized for his work benefiting the Westside Community Center.

The Best Program Logo Award received by Kids Klub Summer Escape was one of several categories, which were a part of the MRPA’s 13th Annual Agency Showcase. The MRPA Agency Showcase was developed to provide an opportunity for Maryland’s park and recreation agencies to showcase their talent, share ideas and recognize the best marketing and promotions materials in the state.

Hunter Disharoon received a Community Volunteer Award from MRPA for his work at the Westside Community Center. Disharoon used his expertise and his own equipment to help design and construct the Westside Community Center’s new 20-foot indoor rock climbing wall. The wall is one compo-

The logo for the Kids Klub Summer Escape day camp received an award for the ‘Best Program Logo’.

Hunter Disharoon received a Community Volunteer Award for his work at the Westside Community Center.

nent of Westside’s new Adventure Education Programs, which is designed to promote team building, creative problem solving, decision making and boost personal confidence.

Monday, May 24 - Executive Committee, Chamber Business Center, noon.

Wednesday, May 26 - Board of Directors, Chamber Business Center, noon.

Thursday, May 27 - Recycling Committee, Common Grounds, 8 a.m.

Habitat for Humanity: $11,750

Thursday, May 27 - PR & Marketing, Chamber Business Center, noon.

Pohanka

$140,000

DonateD+!

aS of Dec

ember, 20

pays it LEADERSHIP LECTURE - SU alumnus Robert Livingston (left), president and CEO of Dover Corporation, recently returned to campus to share his perspectives on business with students. Also in attendance were members of the greater community, including Perdue Incorporated Chairman Jim Perdue and Richard Bernstein (right), founder of Salisbury-based K&L Microwave, Inc. After earning his B.A. in business administration from SU in 1975, Livingston worked at companies including K&L Microwave, which was later acquired by Dover.

www.pohankaofsalisbury.com

09

Business Journal • May 2010

PAGE 7

Business After Hours Lower Shore Enterprises

Jack Heath, chief executive officer for Lower Shore Enterprises, Inc., welcomed everyone to the Business After Hours.

Welcome to new members, Linda and Frank Tobat from HVAC Services Unlimited.

Doris Shenton, sales consultant for Morning Star Publications, Inc.; Ann Wiseman, National League of Junior Cotillions, Eastern Shore Chapter; and Martha Stover, Stover Marketing Group.

Greg English of C&D Concrete and Sean Sigwalt of Pritchett Controls (prospective member).

Tom Hehman, Wicomico Public Library, with Charles Jones and Kaye Jones of Long and Foster Real Estate.

Lower Shore Enterprises, located at 28475 Owens Branch Road, Salisbury, opened their doors to Salisbury Area Chamber of Commerce members on Thursday, April 8, for a Business After Hours.

Lower Shore Enterprises (LSE) is a non-profit organization that encourages, trains and supports individuals with disabilities to enable them to achieve their highest level of vocational opportunities and independence through employment.

Visit their website, www.lseworks. org, to see a full listing of products and services they can provide for your business.

LSE staff gave tours of their newly renovated facility, serving refreshments to attendees. Thank you to Lower Shore Enterprises for a wonderful evening.

Business Journal • May 2010

PAGE 8

SALISBURY AREA

CHAMBER OF COMMERCE

24/7 LLC

Rep: Andreas Kastrunes P.O. Box 1622 Glen Burnie, MD 21060 410-420-0097 410-420-9188 (fax) www.247llcmd.com Full service construction and painting company as well as a home watch program.

Arcadia Enterprises, Inc.

Rep: Elaine H. Patterson 9351 Colonial Mill Dr. Delmar, MD 21875 410-742-2682 410-742-2708 (fax) ehpatterson@earthlink.net www.orion5000.com Offering products to reduce emissions and publishing books of historical significance to the local area. To view a listing of books available, go to www. buyarcadiabooks.com.

Referred by Lynn Creasy of Innovative Benefit Solutions

Ballroom Made Simple

Rep: Pam Wood 1032 E. Schumaker Manor Dr. Salisbury, MD 21804 443-783-3060 ballroommadesimple@yahoo.com www.ballroommadesimple.com Beginner ballroom dance instruction for novice dancers, rhythmically challenged and dancing impaired.

Edward Jones Investments

Rep: Dennis Hopson 1411 Wesley Dr. Salisbury, MD 21801 410-742-3264 877-566-3757 (fax) dennis.hopson@edwardjones.com www.edwardjones.com Offering personalized invrestment advice, face-to-face. Edward D. Jones & Co. has been providing high quality, conservative investments to individual investors and small business owners since 1871. Keep your portfolio on track with a free portfolio review today.

Family Life & Cultural Center @ First Baptist Church Rep: Samuel Henry III 528 Booth St. & Delaware Ave. Salisbury, MD 21801

410-548-5486 www.firstbaptistsby.org/FLandCC.html Providing banquet and event space as well as a gymnasium for use to the public and businesses. Including a commercial kitchen facility.

Referred by Jesse Watson of FWB Transportation

NICK, Inc.

Rep: Neelum Moondra 1400 Bell Island Trail Salisbury, MD 21801 410-251-6773 410-742-6879 (fax) neelum@comcast.net Archiving services for medical, legal and professional entities as well as transcription services.

Referred by Tony Nichols of BBSI

SURE Public Relations & Marketing

Rep: Jenni Pastusak P.O. Box 83 Willards, MD 21874 443-944-6285 jenni@sureprmarketing.com www.sureprmarketing.com Offering an la carte approach to public relations and marketing to allow your business to pick and choose a specific focus when it comes to promoting your product or service. You see the value in what you are paying for because you know exactly what you are going to get.

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The Cellular Connection

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Salisbury, MD 21804 410-677-4606 410-677-4607 (fax) jpowell@mooreheadcomm.com www.ecellularconnection.com Your premium retailer for Verizon Wireless with over 190 locations in Maryland, Indiana, Michigan, Ohio, Kentucky, Wisconsin, Missouri, Pennsylvania and Minnesota. Your cell phone is personal to you and we take the time to get to know you by name, helping you to select the phone that fits your needs. We are also one of the leading DISH Network dealers in the area providing family HTV, premium movie packages and more.

Girl Scouts chose Debbie Abbott for ‘Women of Distinction’ honor The Girl Scouts of the Chesapeake Bay Council held the Lower Shore Women of Distinction Luncheon on Friday, April 30, at The Fountains Wedding and Conference Center in Salisbury. This year’s celebration honored Deborah S. Abbott, a 30 year plus banking veteran.

Abbott is a senior vice president and business development manager for The Bank of Delmarva, which she joined in 2008. She serves on the bank’s officer loan committee and senior management team.

Abbott is a graduate of Salisbury University, Maryland Banking School and Maryland Advanced Banking School at the University of Maryland, National Commercial Lending School of American Bankers Association at Indiana University and Advanced Commercial Lending School at East Carolina University.

Her community responsibilities include the Girl Scouts of the Chesapeake Bay Council Lower Shore Advisory Council, treasurer of Coastal Hospice, vice chair of Peninsula Regional Medical Center Foundation, board member of Salisbury University Foundation (former board chairperson), member of the

Salisbury Sunrise Rotary Club (former president), and chairperson of the Southern Delmarva Regional Advisory Board of the Blood Bank of Delmarva.

Abbott is also a board member of HALO. For the past five years, she Debbie Abbott has hosted Salisbury University “On The Air” on PAC 14.

She is married to Rodney Abbott, a retired school teacher for Worcester County. She can be found behind the counter on weekends at her husband’s antique and collectible shop.

The Girl Scouts of the Chesapeake Bay Council founded the Women of Distinction Celebrations to honor women who have made significant contributions on the Delmarva Peninsula.

As Women of Distinction, they have broken through the glass ceiling in their respective fields, pioneered new and innovative ideas and business strategies, acted as positive role models for girls and embodied the values of Girl Scouting.

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Barometer

Business Journal • May 2010

Salisbury-Ocean City-Wicomico Airport 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

Wicomico County Sales Tax Collections by category March ‘10

February ‘09

March ‘09

Food & Beverage

$1,088,786

$1,009,018

$1,064,592

Apparel

$239,945

$205,054

$260,924

General Merch.

$1,466,790

$1,301,481

$1,582,907

Automotive & Oil

$316,721

$327,822

$379,165

Furniture & Appl.

$145,416

$190,849

$188,705

Building Supplies

$379,112

$426,952

$473,939

Utilities & Trans.

$472,355

$492,816

$640,206

Hardware & Equip.

$196,389

$180,452

$212,710

Miscellaneous

$463,929

$471,013

$593,101

TOTAL

$4,769,443

$5,396,249

$4,605,457

January ‘10 . . . . . . . . . 9,080 February ‘10 . . . . . . . . 7,900 March ‘10 . . . . . . . . . . 9,838

11.8 8.1 17.7

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

Oct Nov Dec Jan Feb

National

Information courtesy of Comptroller of the Treasury, Retail Sales Tax Division.

Updated information not available at presstime.

PAGE 9

Mar

9.5

9.2

9.7

10.6

10.4

10.2

Maryland

7.2

7.2

7.1

8.3

8.2

7.7

Wicomico

8.3

8.9

9.2

10.5

10.5

9.3

Worcester

10.0

14.4

16.2

18.5

18.8

16.5

Somerset

9.5

9.3

9.4

12.2

11.5

10.6

Information courtesy of the Maryland Job Service at the One Stop Job Market. (Not seasonally adjusted.)

Congratulations to the Salisbury Chamber of Commerce for

90 Years of Service

in supporting local business.

Thank you for all that you do.

Your Friends at APPI Energy APPI ENERGY • 224 Phillip Morris Drive, Suite 402 • Salisbury, MD 21804 • 800-520-6685 • www.appienergy.com

PAGE 10

Business Journal • May 2010

The General Assembly’s affect on business

By Benjamin Lowe and Kevin Jenkins

Salisbury Area Chamber of Commerce Interns

On April 12, 2010, the Maryland General Assembly ended their 90-day legislative session. The Senators and Delegates spent most of their time dealing with the impact of the recession on state finances.

Over 2700 bills were introduced, but most died in committee.

The Budget: On April 9, a $32 billion budget was enacted and will take effect on July 1, 2010. This is a 1% reduction from the current budget. Delegate John L. Bohanan called the budget “historic,” because for the first time the General Assembly voted to spend less in operating costs than the previous fiscal year.

The budget was balanced with transfers from surpluses built in state accounts, but these transfers were down 55% from last year because previous year transfers had reduced the surplus. A required 5% rainy day fund was included in the budget.

Federal stimulus funds, which may not be available next budget year, represented 9% of the General Fund revenue. Total income received from all federal programs was 29% of the budget.

Many republicans have criticized the plan, saying that future financial issues are not being taken into consideration.

They claim the current budget failed to deal with the increasing gap between state spending and state revenue, estimated at between $1.5 and 3 billion in the 2012 fiscal year.

Revenue projections for the 2011 budget show a 7.1% decline in Corporate Income Tax, a sign of the economic times. The state will increase spending on health care by 8.8%, largely to cover the increasing costs of Medicare/Medicaid.

This represents 27% of the total budget and is the largest spending area. Transportation revenue is projected at $1.6 billion, but expenditures will be $3.4 billion, down 2.5% from 2010.

Positive legislation was the passage of House Bill 484, allowing small businesses with real property tax bills of less than $50,000 to pay their taxes in semiannual installments, starting in 2011.

Economic Recovery: The Governor proposed legislation that passed to provide employers who hire individuals that have been unemployed for more than six months a tax credit of $5,000 per new employee and up to $250,000 per employer.

Workplace Regulations: The Healthy Retail Employee Act will require retail employers with 50 employees or more to offer non-working shift breaks if they work 20 weeks or more a year. The shift breaks must be 15 minutes for every 4 to 6 hours worked and 30 minutes for every 6 hours or more worked. The Department of Labor, Licensing and Regulation will enforce this law with fines. As amended, the bills do not apply to restaurants; state, county and municipal governments; employers exempt from overtime pay

requirements under the Fair Labor Standards Act; franchises with five or fewer employees on site; and those covered by a collective bargaining agreement or employment policy that includes a shift break policy equal or greater than this bill.

Credit Reports and History: Legislation to prohibit employers from using an applicant’s credit report or credit history when making hiring decisions was defeated.

FMLA Expansion: An expansion of Maryland employers’ obligations under the federal Family and Medical Leave Act (FMLA) was also defeated. The bill would have required employers to provide leave to employees to care for siblings, grandparents, grandchildren, domestic partners, and children of domestic partners.

Also defeated was a mandate for an employer to pay an employee their normal compensation, less any government per diem, when the employee is called to jury service.

Requirements for every Maryland employer to annually provide an electronic or written notice to employees who may be eligible for the earned income credit was defeated, too.

Civil Liability: Maryland businesses again were the target of numerous bills that would have exposed them to increased liability and lawsuits. Legislation passed to send the voters this fall a constitutional amendment that would raise the minimum dollar threshold for cases in which a jury trial may be requested to $15,000. Legislation to increase the cap on noneconomic damage awards for lawsuits alleging personal injury or wrongful death resulting from medical malpractice was defeated.

Unemployment Insurance: The biggest issue of the session for most Maryland employers was the Administration’s unemployment insurance bill. As introduced, the legislation would have liberalized several standards for granting unemployment insurance benefits in order for the state to receive a one-time payment of $127 million in federal stimulus funds.

While well-intentioned, the bill would have increased state borrowing from the federal government and increased longterm costs to employers. The Maryland Chamber stood united with other business organizations to insist on amendments to the bill that contained employer costs. The resulting compromise was enacted in a manner that will qualify the state for the federal funds, strengthen the long-term health of the unemployment insurance trust fund, reduce interest on late payments, and allow employers to use payment plans to extend unemployment insurance payments this year.

Environmental Regulations: Under pressure from the legislature, the Maryland Association of Counties, Maryland Municipal League, and dozens of business groups, including the Salisbury Area Chamber of Commerce, the Maryland

Department of the Environment (MDE) made proposed storm water management regulations fairer to all. The Chesapeake Bay Foundation stated that “the proposed revisions preserve the high water quality standards exactly as they were established in the 2009 regulations.” According to Delegate Jeanie Haddaway-Riccio, who was instrumental in helping Eastern Shore groups opposed to the original rules, “This is a win for the environment and the economy.”

Education: To be eligible for additional education funding, counties must provide at least the same amount of funding that they did in the previous year.

This policy is referred to as Maintenance of Effort (MOE). Several bills were introduced this year to provide counties with a waiver to the MOE because of budgetary constraints. Legislation was also introduced to set up a criteria for a waiver before it could be granted. However all of the bills failed in the House Ways and Means Committee. Failure to modify the MOE rules could result in many revenue starved counties losing state funding.

The Fairness in Negotiations Act establishes a Public School Labor Relations Board (PSLRB) to administer and enforce labor laws for local boards of education and their employees. It also

repeals the authority of the State Board of Education and local school boards to make decisions on public school labor relations disputes. The bill passed despite being extremely controversial, since it will likely result in increased costs for local school boards.

The Safe Schools Act of 2010 requires courts to notify school administrators when a public school student is placed under the supervision of the Department of Juvenile Services for serious and violent crimes. It also requires the State Board of Education to develop a policy that can be adopted by local boards of education to address gang activity.

Another controversial issue was state employee pensions. Around $843 million will be needed for the public school teachers’ pension plan currently funded by the state. The new plan requires the counties, starting in fiscal year 2012, to pay half of the pension plans for the teachers in their schools. But, this is only part of the $32 billion in pension liability for state employees that need to be funded in the future. Spending in 2011 for state employees is up 13.6% despite the elimination of hundreds of state positions as the state deals with funding pensions.

One major concern was spending on the University of Maryland school sys-

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Business Journal • May 2010 tem. The House of Delegates considered withholding some funding for the school system over an environmental lawsuit filed by University of Maryland law school clinic students against Perdue and an Eastern Shore farmer claiming illegal drainage of chicken manure into the Chesapeake Bay. The issue will be studied over the summer, but legislators, especially the Eastern Shore Delegation, were unhappy to have students and University of Maryland money spent to attack a key state industry. In the final budget higher education received $5.1 billion, up 1.7%.

Health Care: It is estimated that the Eastern Shore has a 60% shortage in primary care physicians. The lack of primary care is part of a national problem, since fewer than 2% of new physicians are choosing primary care as a field.

Nurse Practitioners can help fill the gap, but legal and regulatory constraints in Maryland have made it difficult for them to practice. Legislation passed this session will remove some of these barriers and improve access to health care.

Most new state health care initiatives were deferred as Congress enacted sweeping new health care legislation.

However, this will set the stage next session for significant state legislation to implement the federal law, including establishment of a health insurance exchange and major modifications to group and individual health insurance laws.

Revitalization: Legislation was passed to reestablish the Maryland

Heritage Tax Credit through Fiscal Year 2014. In addition to encouraging infill and redevelopment of downtown areas, the Heritage Tax Credit has been an important economic development tool for the Eastern Shore. The Sustainable Communities Act of 2010 also expands eligibility for the rehabilitation tax credit to some non-historic properties. The Maryland Historic Trust can award an unlimited number of credits to residential properties, however the commercial program is limited to the amount of money the Governor puts in the budget through FY 2014.

The Maryland Wineries Modernization Act clarifies that Maryland wineries can perform four retail functions: (1) sell wine for on-premise consumption, (2) sell wine for off-premise consumption, (3) serve a limited menu of food and (4) allow the sampling of wine. The bill also standardizes the hours and days of operation for wineries across the State and for once provides a clear set of standard guidelines.

This is but a sampling of the legislation that was passed/defeated during the 90-day session. As the senators and delegates prepare to reconvene the Chamber will continue to monitor and update members on bills that will effect our future.

This article contains data from Delegate Jeanie Haddaway-Riccio, the Maryland Chamber of Commerce and several publications and websites.

PAGE 11

LUNCH AND LEARN - On April 13, Michael James (center) was the featured speaker at the Young Professionals’ Lunch & Learn.

James informed attendees of his campaign and the issues facing our area in the next few years. He urged Young Professionals to be involved in their local government and to make sure they are aware of issues affecting them. He gave a background of his own career, highlighted his experience in business and how it has affected his platform for the campaign.

Shown here with James is Sean Fahey, Peninsula Roofing and Donald Scholl, Nationwide Insurance.

For more information on Michael James and his campaign, visit www.ElectMichaelJames.com. For more information on the Young Professionals Committee, call Tiffanie at 410-749-0144 or visit www.salisburyyoungprofessionals.com.

PAGE 12

Business Journal • May 2010

Salisbury Area Chamber of Commerce Banquet Continued from page one

Wicomico Public Library Board of Trustees. He has served on the Board of Governors and Executive Committee of the Maryland State Bar Association and was the 2004 statewide recipient of the Maryland Bar Foundation’s Shea Professionalism Award. Robertson’s wife, Laura, is also his partner in the law firm.

They have two young daughters, Alexis and Mariah.

President-Elect Ernie Colburn is general manager for Comcast Spotlight, the cable television advertising sales arm of its parent company, Comcast. In addition to his Chamber activities over the past year, Colburn was the catalyst for the idea to sell pavers for the Chamber’s 90th Anniversary celebration. He is also active with the Chamber’s Budget and Finance committee, the Crime Reduction Task Force, and supported the beautification project for the railroad bridge in downtown Salisbury.

Colburn is on the board of directors of the Maryland Chamber of Commerce in Annapolis and is a member of the Maryland Chamber’s Legislative SubCommittee. He is also on the board of directors of the Lower Shore Chapter of the American Red Cross and also serves on several sub-committees. He is involved with the American Cancer Society and American Heart Association.

Colburn previously served as an All State Post Commander for the Veterans of Foreign Wars, and is a Vietnam veteran serving as an Air Force air traffic controller.

He is past president of the Dover, Delaware Jaycees, past vice president and state director of the Delaware Jaycees, and has served on the State of Delaware Governor’s Commission to Reduce Crime. Colburn received a national award from Comcast Corporate as “Manager of the Year” in 2001.

First Vice President is Sandy Fitzgerald-Angello, vice president and dealer/ operator of Pohanka Automotive Group of Salisbury. Fitzgerald-Angello is the driving force behind the Pohanka “Pays it Forward” campaign which has paid out over $160,000 to local non-profits in Delmarva since 2009. She has been an asset to the Chamber as a board member and active participant in the Beautification Committee, Young Professionals and Workforce Development committees. Fitzgerald-Angello is a 2009 recipient of the Maryland Top 100 Women’s Award and this year’s champion of the Habitat for Humanity Women’s build.

She lives locally with her husband George and son AJ and has two grown children, Meghan and Ryan along with a two-year-old grandson, Sammy.

Second Vice President is Victor Lowe, practice administrator for Peninsula Neurosurgical Associates. Lowe is very active in Lions Clubs International serving in all of the leadership positions of the Salisbury Lions Club and, most recently, as district governor of Maryland’s nine counties on the Eastern Shore. He is a past president of the Eastern Shore Medical Group Managers Association and continues to serve on the organiza-

tion’s Executive Committee. In addition, he has been a Wicomico County Housing Authority Commissioner since 2006.

Third Vice President Bill Tingle owns Delmarva Tele-Plus, Inc. He was born and raised in Salisbury. Immediately after high school, Tingle joined the Navy where he served 10 years in the Nuclear Submarine Force. While in the Navy, he attended Hawaii Pacific University earning a degree in business administration.

In 1991, Tingle returned to the shore and joined his father in the communications field and earned an advanced certification as the shore’s only registered communications distribution designer. In 2002, Tingle and his wife, Donna purchased Delmarva Tele-Plus, Inc. Tingle is very active in the community and has served as the treasurer and then president of the Chamber of Commerce Foundation Board. He has served as secretary on the Salisbury Christian School Board, his church board, WorWic Community College Technical Advisory Board and The Girl Scouts Finance Advisory Board. Bill is also an active member of the American Legion, Elks, Green Hill Yacht and Country Club and Wicomico Yacht Club. Tingle and his wife Donna have three boys, Bill Jr. (23), Alex (13) and Brad (9).

Secretary/Treasurer is Robert Mulford Jr., owner of the Market Street Inn. Born in southern New Jersey, Mulford graduated from Glassboro High School in 1987. He attended Salisbury University and then ran the Royal Exchange Pub/ Flying Club. From the Pub, Mulford accepted a job as the on-premise manager for Coors Brewing Company for the Eastern Shore of Maryland.

With over 14 years of experience in service and hospitality, in 2001, Mulford purchased Market Street Inn. Over the past nine years he has transformed the once open air sandwich shop and bar into a casually elegant dining room, deck and pub. He is on the Salisbury University Town Gown Council. Mulford is a member of Trinity United Methodist Church. Rob and wife Amy have a daughter, Brooke.

Assistant Secretary/Treasurer is Bradley J. Gillis, CCIM, a senior advisor for Sperry Van Ness/Miller Commercial Real Estate, specializing in the sale and lease of medical/professional office, industrial and investment properties on the Eastern Shore of Maryland and Delaware. Starting his commercial real estate career in 2004, Gillis has secured more than 75 transactions resulting in a career brokerage volume in excess of $50 million. Gillis was recognized by the Coastal Association of Realtors as a “Young Gun” in 2007. He is licensed in both Maryland and Delaware, and holds the industry’s most prestigious designation, Certified Commercial Investment Member (CCIM).

Active in his community, Gillis serves on the board of directors for the Salisbury Area Chamber of Commerce and Maryland Manufacturing Services.

Gillis is also the chairman for both the Traffic and Safety Advisory committee for the City of Salisbury and the Del-

Chamber recognizes two area community leaders

The Salisbury Area Chamber of Commerce recognized two prominent community leaders at their Annual Banquet on April 15.

The Agriculture Award is given to help bring attention to the most under recognized but critical part of the Lower Shore economy. Dr. James L. McNaughton of AH Pharma and the Chamber’s Agri-Business Committee presented the award to W. Blan Harcum for his decades of leadership in the farm community. The award was presented to Jim Perdue in 2009.

Harcum operates Beechnut Farms, the only dairy in Wicomico County.

He is active in the Wicomico and Maryland Farm Bureau. He has also served in leadership positions with the Wicomico County Republican Central Committee and Wicomico County Republican Club.

Every year a special select chamber committee selects a community leader to be honored with the Chamber of Commerce Award. Board member Luis Luna announced the winner for 2010, retiring Maryland Senator J. Lowell Stoltzfus.

Senator Stoltzfus attended Salisbury State College, earning a bachelor of arts degree in English and sociology in 1973. He also attended Eastern Mennonite Seminary. He has been a plant nursery proprietor, farmer and marva Chapter Committee of CCIM. He is a member of the Salisbury Wicomico Economic Development and Ocean City Chamber of Commerce. He is also a graduate of Shore Leadership.

Gillis earned a bachelor’s degree in business administration from Hawaii Pacific University in Honolulu, Hawaii and lives in downtown Salisbury.

Henry Vinyard is coming out of retirement to serve one more year as the Chamber’s legal counsel. He previously served 20 years in this role. Vinyard is a founding member of the board and the past president of the Salisbury Area Chamber of Commerce Foundation.

He also served as legal counsel to the Wicomico County Board of Elections, a board member of the Mid Delmarva Family YMCA and president of the Rotary Club.

Matthew Maciarello is the Chamber’s assistant legal counsel. He is a partner in the law firm of Hearne & Bailey, P.A. and practices law in both Maryland and Delaware. He serves on the Chamber’s Salisbury Festival Committee, is an active member of the Salisbury Rotary Club, and is on the board of directors of the Wor-Wic Foundation. He is an adult leader in the St. Francis De Sales Cub Scout Pack and is a past-president of the Wicomico County Bar Association. Ma-

parochial school principal.

He served on the Somerset County Planning and Zoning Commission, 1980-85 and was chair in 1984-85. He was also the chairman of the Somerset County Board of Zoning Appeals from 1985-1990.

In 1990, he was elected to the Maryland House of Delegates; however, his tenure as a Delegate was short, January 1991 to January 1992. He was appointed to the Maryland Senate in January 1992 to replace Lewis Riley in the District 38 Senate seat.

He serves on the Budget and Taxation Committee. He became Minority Leader in the Maryland Senate in 2001 and received the First Citizen Award for the Maryland Senate in 2009.

In addition to the General Assembly, Senator Stoltzfus has served many community and national groups such as the Area Agency on Aging, MAC Inc., Board of Directors, Forum for Rural Maryland, the Tri-County Council for the Lower Eastern Shore of Maryland, Association of Christian Schools International, Somerset County Farm Bureau, National Kraut Packers Association and Rehobeth Ruritan Club.

Lowell Stoltzfus and his wife Sharon have four grown children. They are members of Holly Grove Mennonite Church.

ciarello and his wife Sarah, who works at the Ward Museum, have two boys, Jonathan and Luke.

The deliberative, decision-making arm of the Chamber is its board of directors. The board members were sworn-in

by Past President Tim Feist of Peninsula Regional Medical Center. Those continuing to serve on the board are Ruth Baker of Wor-Wic Community College, Joe Beail of Delmarva Broadcasting, Millie Cappello of Long & Foster Real Estate, Lynn Creasy of Innovative Benefit Solutions, John C. “Chris” Davis of Davis Properties and the Fountains Wedding & Conference Center, Dr. Memo Diriker of Salisbury University’s BEACON Group, Matthew Drew of AWB Engineers, Travis Fisher of Inacom Information Systems, Gary Gaskill of Lorch Microwave, Attorney D. Nicole Green, Luis Luna of Perdue, Inc., Douglas McCabe of PKS & Co., Michelle Miles of Hebron Savings Bank, Dwight Miller of Gillis Gilkerson, Dr. James L. McNaughton of AH Pharma and Clay Tarpley of a.s.a.p.r.

Joining the board of directors, effective April 1, are David Eccleston of Delmarva Recycling, Duane Larmore of Shore Appliance, Tony Nichols of Barrett Business Systems, Inc., Dr. Farouk Sultani and Edward Q. Wilgus of Wilgus Insurance.

Business Journal • May 2010

PAGE 13

SCORE looking for volunteers

Attending the Salisbury Area Chamber of Commere Banquet are Suzanne Murray, Blood Bank of Delmarva; Linda Mundt, M&T Bank and Karen Cherry of Sperry Van Ness – Miller Commercial Real Estate.

Others enjoying the Salisbury Area Chamber of Commere Banquet are John Pres-

burg, Bayrunner Shuttle and Stevie Prettyman, Wicomico County Council.

If you are an active or retired business owner or manager and would like to give something back to the local business community, SCORE can use your help. Consider becoming a SCORE business counselor by mentoring start-up and existing businesses.

SCORE “Counselors to America’s Business” is a resource partner of the SBA (Small Business Administration) and has a local chapter in Salisbury.

Lower Shore (Salisbury) Chapter #298 provides free and confidential business counseling where the only goal of their counselors is to help businesses to succeed.

Salisbury SCORE provides faceto-face business counseling for start-up businesses and also helps to address issues faced by existing businesses. SCORE provides local workshops and can also act as an advisory board for a business. As a business

counselor you can also participate in email counseling which is offered through the SCORE’s national website, www.score.org.

SCORE counselors are needed from many backgrounds including, but not limited to, accounting, legal, marketing, retail, construction, manufacturing, banking, insurance, agriculture and non-profit.

The Lower Shore (Salisbury) Chapter of SCORE also needs counselors willing to take on a support (marketing, recruiting, etc.) or leadership role with a strong desire to accomplish goals with both regional and national recognition.

To learn more, call 410-749-0185, email score@salisburyarea.com or visit www.salisburyscore.org. SCORE meets the third Tuesday at noon at the Salisbury Area Chamber of Commerce building, 144 E. Main St., Salisbury.

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Business Journal • May 2010

Volunteers work hard to clean up Salisbury Zoo

By Jackie Gast ESBLN director

Volunteers come in all shapes, sizes and ages as evidenced by the Eastern Shore Business Leadership Network’s Able to Work Community Event at the Salisbury Zoo. On April 10, over 75 volunteers and zoo staff gathered on a perfect Saturday morning to spruce up the zoo in preparation for its upcoming Earth Day festivities. Besides beautifying the grounds, the primary purpose of the event was to raise awareness that people with disabilities can and want to work.

They are also very willing volunteers who want to give back to their communities.

Volunteers gathered at 9 a.m. and were divided into eight teams, each made up of employers and job seekers with disabilities. The zoo assigned the teams to zones where they raked, mulched and did whatever the zoo staff asked them to do.

Smiles were on everyone’s faces especially when volunteers walked around with drinks donated by Pepsi Bottling Ventures, who also had a team. Teaming up with people from Deaf Independent Living Association, Pepsi’s team worked around the bear and monkey exhibits. Their youngest team member, Cheyenne, about four-years-old, was working hard with her dad to fill up a wheelbarrow with old leaves. It was a family affair for Pepsi volunteers who also helped tremendously with our setup.

The team from Avery Hall Insurance Group was assigned the areas around the gift shop. One member, Kristin, brought her four young siblings, one of whom enjoyed being in the bed of the zoo’s truck where he pushed leaves out of the way for more to be added. They were teamed up with hard working stu-

The Community Foundation of the Eastern Shore recently awarded a $500 National Volunteer Week Technical Assistance Grant to the Eastern Shore Business Leadership Network (ESBLN) to provide t-shirts and refreshments for over 75 volunteers from 14 disability related organizations and employers in Wicomico, Somerset and Worcester Counties. From left are Joel Hamilton, Zoo director; Jackie Gast, ESBLN director; and Erica Joseph, Community Foundation program officer.

Team Pepsi, Mike and Karen Tull

dents from Parkside High School.

Team K&L Microwave’s member, Joe, won the unofficial award of having the dirtiest t-shirt by lunch. Working with K&L Microwave’s team were folks from Lower Shore Enterprises who took on two areas.

The Community Foundation of the Eastern Shore/ShoreCAN worked the Bird of Prey zone near the entrance at Ben’s Red Swings. They worked with people from Deaf Independent Living and their team had the youngest volunteer, three-year-old Andrew. Let me tell you, he loved the camera.

Home Depot had a team as well, donating most of the tools for all the volunteers and their labor to build a wood duck overlook near the flamingos.

Wicomico County Board of Education brought two teams and worked with people from Go-getters, Shore Employ-

Robin Hall, Lynne Robertson-Mitchell and Joe Searing, Team K&L Microwave.

ment Services and Somerset Community Services. They cleaned up a large area near the wolf exhibit.

At 11:30 a.m., volunteers finished up for lunch that was provided by Chef Fred’s Chesapeake Steakhouse.

Funding for the event was provided by the employer sponsors and grants from Home Depot and the Community Foundation of the Eastern Shore/ShoreCAN. For more information, contact jackie@esbln.org.

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Business Journal • May 2010

PAGE 15

Chamber celebrates 90th Anniversary A Celebration for the Salisbury Area Chamber of Commerce’s 90th Anniversary was held on Friday, March 19, 2010 at the Chamber Business Center.

More than 200 tickets were sold for the event honoring the Chamber’s founding in 1920.

One of the goals of the 90th anniversary celebration was an effort to learn more about and honor all of the past presidents. Over the 90 year history, the Chamber has had 75 presidents. In order to permanently honor these great leaders of the past, a new Presidential Plaza will be built near the entrance to the Chamber Business Center. Engraved pavers measuring 12 x 12 with the name, years of service and sponsor will be showcased for every past president. 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. Pavers are available until June 2010 for purchase. Those pavers bought through June will be laid in the first wave of construction for the paver project. This project Celebrating the Chamber’s 90th Anniversary helps in Paving the Way to the Future, enabling the Chamber to repave the parking lot and then endowing the Chamber for the future.

All those in attendance enjoyed food and beverages donated by LORA, a live auction, and music by Doug Naarup.

Sponsors for the event included Burnett White Tire & Auto Company, Peninsula Regional Medical Center, Avery Hall Insurance, Becker Morgan Group, E.S. Adkins & Company, Holloway Funeral Home, Pohanka Automotive Group and Comcast Spotlight. Thank you to all those who attended and sponsored.

With your help, this event was a great success! On to the next 90 years!

Salisbury Area Chamber of Commerce celebrated 90 years on Friday, March 19, 2010.

Over 200 people attended the 90th Anniversary of the Salisbury Area Chamber of Commerce held on Friday, March 19.

Russell C. Winters, past president of the Salisbury Chamber with his wife, Sharon, enjoy the Celebration.

Memo Diriker of the Perdue School of Business at Salisbury University fills out a form for a Commemorative Presidential Plaza paver for Arthur M. Cooley.

Pavers are still available to purchase through June for placement in this year’s Presidential Plaza construction.

PAGE 16

Business Journal • May 2010

Going Green

Going green makes sense for businesses looking to help protect the environment. And it can be the less costly route to follow over time. The following businesses tell how you may benefit from going green.

Becker Morgan Group

Becker Morgan designed the new James M. Bennett High School in Salisbury with several green initiatives.

The new high school features large expanses of glass with high performance glazing which provides substantial natural light while holding back UV rays and heat.

Founded in 1983, Morgan Group Inc. is an architecture and engineering firm with the philosophy, “Planning Our Clients’ Success.” Today, part of that success depends on “green” and environmentally friendly design. Becker Morgan has 15 LEED accredited professionals on staff.

“We take the environment very seriously,” said Vice President Brad A. Hastings, AIA, LEED AP. “We are pursuing all opportunities for green and energy responsive design.”

Becker Morgan has been doing its part for the environment for years with practices as simple as orienting a building to take advantage of the sun’s movement, to more complex technologies such as geothermal HVAC systems. “Making use of natural light doesn’t cost anything,” Hastings said.

“Green goes beyond energy efficient fixtures and water-conserving plumbing fixtures to healthier indoor environments with low VOC materials, for example.”

Becker Morgan designed James M. Bennett High School in Salisbury with several green initiatives. Developed in an east-west orientation, the building provides north-south daylight for classrooms and utilizes “daylight harvesting,” which means it uses automatic window blinds and light dimming controls to take advantage of a bright day or compensate for a cloudy day, always providing the best light for any given room.

Business Journal • May 2010 The school has a very large geothermal HVAC system and polished concrete flooring which is low VOC as well as low-maintenance. Large expanses of glass have high performance glazing which provides substantial natural light while holding back UV rays and heat.

Landscaping incorporates native and drought-resistant plants, and where irrigation is required, water is pumped from a storm water containment pond system.

Working from offices in Salisbury, Dover, Del., and Wilmington, N.C., Becker Morgan Group provides comprehensive design services in-house, including architecture, civil engineering, surveying and interior design. For more information, call 410-546-9100 or visit www.beckermorgan.com.

Delmarva Recycling Inc.

Delmarva Recycling Inc. has made it easy to “go green” by recycling office paper, newspapers, magazines, cardboard, plastic, metal and even textiles.

The Salisbury firm provides containers to help maintain a professional appearance in your office and collects materials on a regular basis. The charge is based on the number of containers, billed quarterly in advance.

While the company serves the entire

peninsula from Dover south, bay to ocean, proximity to Salisbury factors into the cost. There is no charge to remove plastic and aluminum containers, and newspapers and magazines from your lunchroom.

For businesses other than offices, Delmarva Recycling takes scrap metal from manufacturing, auto parts and construction materials.

“We provide rolloff service for any construction jobsite and can do demolition,” said Gregory Stein, president of the company his uncle and grandfather started in 1936. He noted that LEED certification mandates separating disposables and recycling whatever can be recycled. LEED certification is important to more and more owners these days, and state projects demand it, Stein said.

Recycling pays when it comes to aluminum, copper, brass and stainless steel. These can be exchanged for cash, based on weight and market value for that particular commodity at the time received.

With the “Roving Recycler” program, a truck equipped with a scale can weigh your recyclables and make payment on the spot. The service is a convenience to contractors, electricians, roofers and siding installers and auto

PAGE 17

mechanics who otherwise accumulate materials in their shop or yard and have to haul it to a recycling facility.

“Our Roving Recycler comes on a regular basis you specify,” Stein said.

Ready to green up? Call 410-5461111.

Shore Energy Systems, Inc.

Shore Energy Systems, Inc., a locally owned business, could save your company 5, 10, 15 percent or more off your total electric bill.

“We’ve been in the energy conservation business for more than 10 years,” said Pete Bubas. “We offer total and complete turnkey services.”

He explained, “We find ways of reducing kilowatt usage by using different types of technologies, and guarantee the electrical kilowatt savings by an independent third party insurance carrier. Our program will help improve the environment, by showing how many pounds of carbon dioxide, barrels of oil, tons of coal and pounds of sulfur can be saved using our technologies.”

“By using a whole system approach, we are able to create a customized savings program specifically for your facility based on types of equipment, hours of operation, and motor loads including lighting and air conditioning,” Bubas

continued. Even a fairly small commercial or industrial facility can have an enormous number of factors influencing the overall efficiency and cost of electrical operations.

“We evaluate your entire facility and focus on eliminating electrical waste and increasing the capacity of the facilities’ electrical distribution system. Benefits include reduced maintenance expense and equipment replacement cost while increasing cooling capacity of air conditioning systems,” Bubas said.

Shore Energy also offers a complete lighting program designed to help your business with the current incentives offered by the power companies. This includes filing all necessary documentation required. “By conducting a lighting audit we will be able to ascertain what treatment is eligible for a rebate,” Bubas added.

“Our slogan, ‘Save today’s kilowatts at tomorrow’s prices,’ acknowledges the need for immediate action to develop a long term energy conservation program,” Bubas concluded.

Shore Energy also offers a program for recycling fluorescent bulbs that contain mercury, which is hazardous to the environment.

For more information, call Pete Bubas at 410-896-4749.

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Business Journal • May 2010

PAGE 18

What does China’s securities unload mean?

Insights

By E. Tylor Claggett and Lijuan Zhang According to the U.S. Department of the Treasury, Japan overtook China as the largest holder of U.S. Japan overtook China Treasury (UST) securities as the largest holder in December 2009. It is important to note, Hong Kong of U.S. Treasury (UST) possesses approximately $146 billion of UST securisecurities. ties which are not included in the total for the Chinese the current circumstances, this type of mainland. If Hong Kong and Chinese subtle unloading and structural diversimainland totals were combined (apfying of its foreign assets is understandproximately $901 billion), Japan would able and probably reasonable. remain the second largest investor in China is the world’s largest holder of UST securities. foreign exchange reserves at approxiNevertheless, China reduced its hold- mately $2.4 trillion as of the end of ings in UST securities by $34.2 billion 2009, but China is not yet a rich nation. during that month. This caused some The size of China’s economy, as meaconcerns about what China’s unloading sured by gross domestic product (GDP), means and how China is going to lever- is about one fourth that of the United age its bilateral relations with the U.S. States and its per capita GDP is only China became the largest holder about five percent of the U.S. per capita of UST securities in September 2008.

GDP. Consequently, China’s motivaAfter that, China increased its buying tion for investing in U.S. securities was of UST notes, due in large part to its not because China is rich, but because conversion of its huge foreign exchange the Chinese government was comfortreserves to tangible assets. Chinese able buying U.S. securities as a reliable holdings of UST securities peaked at option for accommodating its quickly $801 billion in May 2009. growing foreign reserves. In addition, Unfortunately, the U.S. financial China’s increasing wealth, income discrisis and its continuing economic retribution issues and asset allocations cession have caused China to rethink began to challenge the Chinese central its wisdom with respect to maintaining bank. How best to manage the rapidly its peak holdings in UST securities. increasing foreign exchange reserves Indeed, holding UST paper is a doublehas become a key concern of the Chiedged sword for China. There is the nese government. very real risk of future U.S. currency For a very long time, U.S. dollar deexchange weakness and maybe even nominated securities were China’s vehisome form of default, but, at the same cles of choice when making foreign astime, is it in China’s best interest to set investments. But, since the financial harm the already fragile U.S. economy crisis began, the Chinese public has beand is there really a safer international come more and more critical of holding investment alternative? Therefore, neiU.S. bonds and this sentiment has been ther buying nor selling may be an ideal expressed with a tougher and tougher choice for China. Cognizant of this, public voice. Similarly, many Chinese China has reduced its UST portfolio by scholars have also suggested that the simply allowing many of its U.S. secuChinese government should diversify its rities to mature without a one-for-one investment of foreign exchange reserves reinvestment in similar securities. Given Respecting People. Impacting Business.SM

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away from dollar dominated assets.

However, given its limited power and capability to date, the People’s Bank of China has not been able to do so by aggressive trading activities and has had to rely on a more passive strategy. Facing the issues is hard enough, but solving these issues is even harder.

There is no doubt that the buying and/or selling of UST securities has political implications for both China and the U.S. As we know, the economic interdependence of the United States and China has never been more prominent in their respective bilateral histories.

Any policy initiative from one side can become a very sensitive political matter to the other. And, least we not forget, China’s continued interest in buying U.S. treasury notes is most likely critical to the American economic recovery.

Therefore, the degree of Chinese buying and holding of UST obligations becomes important leverage in balancing American strategies toward China.

On the other hand, a strong U.S. economy can simultaneously support China’s economic recovery as well. No doubt, this nontrivial dynamic will serve to temper Chinese strategies toward America. In other words, if the United States continues to proceed with what are viewed as negative policies against China, China may chose to unload some of its U.S. securities in order to send a strong signal of disapproval. Nevertheless, China will have to carefully calculate and evaluate the very significant cost to its own economy of suddenly selling U.S. securities in mass.

But will China simply stop investing in U.S. government bonds? Probably not and here are some reasons: First, the U.S. dollar remains a reliable international currency (most likely, much better than others).

Second, the Chinese government needs a dependable place to park its huge foreign exchange reserves, and the U.S. is still a reasonable location for a host of reasons, such as its steadfast legal system, sophisticated capital mar-

kets and political stability.

Third, the world economic recovery and the entire international community are increasingly dependent on a cooperative Sino-US relationship rather than one of confrontation. Therefore, it is unlikely that either side is willing to deviate too far from behaviors of the past.

Even though the Chinese government is stepping into a new phase of structural change for its foreign assets, holding U.S. government bonds is likely to continue to be one of the largest mutually beneficial engagements between the U.S. and China. In any case, no matter which path China chooses (buying, selling or neither); it will affect both nations in economic terms and diplomatic affairs.

It is also worth mentioning that China is not alone in recently reducing its holdings of UST securities. As the U.S. Department of the Treasury revealed, of the major foreign holders of UST securities, Russia and India were also unloading their holdings in December 2009. Perhaps this compounded the troubling recent actions by China and was seen as a disturbing trend by American policy makers.

Regardless, in order to reverse this trend and to increase the desire of foreign governments and institutions to own UST assets, the United States will have to show strong signs of economic recovery and effective policy initiatives.

Obviously, part of the larger debate is how long will it take the U.S. economy to fully recover, how strong will the U.S. dollar be during and after the recovery, how high will the U.S. federal budget deficit get, and how much of that deficit will have to rely on foreign investments?

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.

Business Journal • May 2010

PAGE 19

Avert buying disasters and improve returns

By Brent C. Miller

Real Estate

One of the most important parts of the commercial real estate lifecycle is the acquisi- Don’t get into a deal tion phase. I believe most that you don’t know reasonable people would admit that the best way to how to get out of. have a successful outcome to any real estate venture is to get off on the right foot to begin with. While it’s certainly possible to “rescue” a troubled project, the best way tions process that keeps a deal from to safeguard against a troubled scenario running amuck. is to minimize future risk through the What sophisticated buyers underimplementation of a sound acquisition stand that the masses do not, is that plan. In the text that follows, I’ll offer sound process doesn’t stifle opportunity, some thoughts about some of the most it enhances it. A well crafted business common acquisition mistakes and how process surrounding your acquisitions to avoid them. criteria keeps impulse and emotion at Put simply, bad acquisitions are not bay, while serving to validate or invalihealthy for financial sustainability. I’ve date information and instincts. There is had the displeasure of watching lenders, simply nothing bad that can come from investors, tenants and owners all sufframing your buy-side opportunities fer through the devastation and turmoil within the construct of a well reasoned created by a bad acquisition. Whether it acquisition plan. was due to lack of planning, leasing the While textbooks have been written wrong space, lending or investing in the on the finer points of the acquisitions wrong asset class or in the wrong marprocess, I’ll leave you with these actionket, getting whipsawed by buying into able steps to incorporate into your acchanging market conditions, paying too quisitions plan, which if implemented, much for a property, or missing a critican help you avert disaster and improve cal window of opportunity, a bad acqui- returns: sition usually spells trouble down the 1. Build a Model: While there is road. The sad part about what I’ve just no perfect acquisitions model, there is described is that in most cases, these a perfect acquisitions model for you. bad acquisitions could have been easily Take the time to understand your orgaavoided by filtering them through a well nizational capabilities and build around conceived acquisition model. those. A few representative examples Before I go any further, I want to of things to consider are: a. Geographic dispel the myth that bad acquisitions Constraints: Define which markets you only happen to inexperienced buyers… will or won’t invest in. this is simply not true. Experience, b. Deal Sizing: Define property size while certainly a good hedge against a minimums and maximums. Having sizbad acquisition, won’t save you in all ing parameters banded by floors and instances. Over the years, I’ve observed ceilings helps to refine your sweet spot some very bright industry veterans end and narrow your focus. up on the wrong side of a bad deal. c. Capital Formation: Have your debt Don’t believe me? Go ask the smartest and equity ready to go. Having capital real estate investor you know to tell you partners in tow, allows you to move about the worst acquisition they ever quickly and affords you a competitive made. I’ll guarantee that if they’re being advantage. honest, they’ll have a painfully enterd. Deal Structure: Understand the taining story to tell you. market that you’re buying into and Having been involved in literally structure your offers to be competitive. countless acquisitions over the years, Submitting offers with non-standard what’s interesting to me is how many terms and conditions will do nothing bad acquisitions occur when buyers get but expose your naiveté. most things right. All it takes to have e. Asset Class: While all real estate a deal go sideways is to miss one key has similar characteristics, not all propelement, or misinterpret just a single erty types function similarly. Pick the critical piece of information. An underasset classes in which you possess or standing of this subtle, yet important have access to domain expertise and concept is what separates the amateurs play to your strengths. Do not venture from the professional. alone into unchartered territory.

Successful acquisitions require the f. Qualitative Constraints: Construcproper blending of access to deal flow, tion quality, age, location, tenant mix, timing, opportunistic instinct, actionlease roll-over assessments, etc., are all able market intelligence, sound due items that need to be vetted. diligence, access to professional coung. Competitive Constraints: Absorpsel, and the integration of the target tion/vacancy, new inventory coming on acquisition into capital, operating and line (projects under construction and exit plans, which in turn fit into the permitted), appetite from lenders, invesoverarching business strategy. But most tors, tenants, and buyers for the market, importantly, it is placing all of these asset class, quality and size of the asset elements under the rigor and scrutiny of being evaluated, and other competitive being managed within a sound acquisifactors should be evaluated.

h. Risk Management: Don’t get into a deal that you don’t know how to get out of. If you cannot identify your exit, then you have no business thinking you have an exit. Also, having a “what if” plan for alternate operating strategies (should the market change direction) is also a good way to not get caught flatfooted.

2. Do Your Homework: Never jump into a deal without conducting thorough due-diligence that at a minimum includes: appraisal/market study, legal, environmental, structural/engineering, title/survey, and rent-roll/lease/tenant analysis. Remove liabilities and contingencies before your close to avoid being blind-sided after you take ownership.

3. Stay in the Deal Flow: Most buyers simply don’t see enough of the universe prior to entering into a transaction. The best way to know the market is to see everything in the market that fits your investment guidelines. If you’re only seeing a few deals and not getting access to the entire deal flow, you don’t know the entire story. Get a new broker.

4. Seek Professional Counsel: Involve your professional advisors early and often in the process in a proactive fashion. Increased transactional costs of professional fees by a small amount in the early stages of an acquisition can

keep you from spending literal fortunes after the fact.

5. Don’t Participate in “Good” Deals: Yes, you read that correctly… “good” deals rarely live up to their billing, and are a dime a dozen. Focus on finding “excellent” deals that fall within your investment guidelines. Lowering the chinning bar might get you more looks at opportunities, but it will also chew up more time, increase your risk, and lower returns. Don’t settle for something less than what you can get by being impulsive or undisciplined.

In the final analysis, your financing, operating and disposition experience will only be as good as your acquisitions experience. If you need any assistance with any phase of the acquisitions process feel free to reach me at any of the contact points listed below.

About the author

Brent C. Miller, CCIM, CPM, is Managing Director and Senior Advisor at Sperry Van Ness in Salisbury. With more than 20 years of real estate experience, Miller has closed more than 750 transactions resulting in a career brokerage volume in excess of $150 million.

Contact him by phone at 410-543-2440, by email at brent.miller@svn.com, or visit his website at www.svnmiller. comw An East Coast Leader in Commercial, Industrial, Religious & Medical Construction & Renovation

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Business Journal • May 2010

PAGE 20

Group partners with Heirloom

Innovative Real Estate Solutions announces the formation of a strategic partnership with Heirloom Wealth Advisors, a dedicated team of investment professionals who focus on wealth management and helping investors achieve their financial goals.

Heirloom Wealth Advisors includes Thomas McGlone, registered principal, MBA, ADPA and Craig Lusco, registered principal and quantitative choice manager.

Innovative Real Estate Solutions was formed in 2009 by Casey Kenton who obtained his registered investment advisor license after successfully passing the Series 65 exam. Kenton is also a licensed real estate broker with Sperry Van Ness - Miller Commercial specializing in commercial and investment sales on the Delmarva Peninsula.

For more information, contact Casey Kenton at Casey.Kenton@svn.com or call 302-227-0768.

Edward Jones opens office

Dennis Hopson has opened an Edward Jones office in Salisbury. Edward Jones provides financial services for individual investors in the United States and, through its affiliate, in Canada. For more information, call the office at 410742-3264 or visit www.edwardjones. com.

New website for Pro Coat LLC

Dana Seiler, principal of Vantage Point Solutions Group, announces the launch of the new website for Pro Coat LLC, www.procoatdmv.com.

The website outlines the systems and services they offer, in an easy to navigate design. The website showcases a gallery of their completed work, which includes the Park Building, the Salisbury Area Chamber of Commerce, Perdue AgriBusiness and Gillis Gilkerson.

Pro Coat LLC is a Mid-Atlantic region full-service industrial and commercial coatings company, headquartered in Salisbury. They offer a wide variety of services including painting, caulking, waterproofing roofs, floor coating, and

Business Mix

other industrial and commercial systems covering a multitude of businesses and industries.

New waterfront community

Schneider, Richardson and Davis announce their representation of Wicomico County’s premier waterfront community, Village Down River.

Nestled between the Wicomico River and the Saber and White tidal creeks, this quiet community of estate home sites beginning at $99,000 offers environmentally friendly living.

Village Down River is open daily with agents on duty from 10 a.m. to 2 p.m. on weekends. A special Business After Hours event will take place on Thursday, July 15, on the dock at Village Down River.

For more information, call 410-6770909 or visit www.villagedownriver. com.

Local businesses donate dinners

The HALO Café served a few restaurant favorites to their guests, thanks to recent food donations made by two local businesses, Jimmy’s Grille of Salisbury and Break Time Sports Grill and Pub. Fried chicken and various side dishes were served thanks to Jimmy’s Grille, while diners enjoyed ribs and chicken wings from Break Time.

Daily dinners, served 365 days a year at the Café, would not be possible if it were not for the generous donations and support from local community members, businesses and organizations.

Hope and Life Outreach is a local Christ centered non-profit organization, meeting the spiritual, physical and emotional needs of men, women and children who are homeless or in need of hope. For more information about HALO, call 410-742-9356.

Brick Oven Pizzeria opens

John McClellan, CCIM, senior advisor, and Karen Cherry, advisor, Sperry Van Ness – Miller Commercial Real Estate, has announced a new tenant at Mill Pond Village Plaza on East Naylor Mill Road in Salisbury.

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RIBBON CUTTING - The Cellular Connection, the largest Verizon wireless premium retailer in the midwest, announces the opening of its Salisbury location. This is the seventh new store opening in Maryland. The Salisbury Area Chamber of Commerce held a ribbon cutting ceremony for Chamber members and dignitaries on Friday, March 19, at The Cellular Connection’s new location in Salisbury at 2423 N. Salisbury Blvd. A prize wheel featured exclusive coupons, promotions and giveaways. The new store features a fresh look with interactive monitors that allow customers to see every feature that a phone has to offer.

Mambo Brick Oven Pizzeria & Grille recently opened a 2,400 sq ft eatin/carry-out restaurant. They will also feature a walk up/carry-out window selling gelato and Italian ice. Delivery service is coming soon. The company also operates Amici Pizzeria & Italian Grill in Atlantic City, N.J.

Rebate program expands

Delmarva Power has expanded its Appliance Rebate Program for Maryland residential customers by adding more rebate dollars for the purchase of higher efficiency ENERGY STAR® products.

The new mail-in rebate offers will include ENERGY STAR® qualified electric heat pump water heaters ($300), higher efficiency clothes washers ($100) and higher efficiency refrigerators ($50) that are at least 25 percent more efficient than the federal standard. Appliance dealers can provide information on efficiency standards.

These additional rebates are offered through funding from the Maryland En-

ergy Administration (MEA). Higher efficiency appliances purchased on or after April 22 will be eligible. Rebate applications are available online at www. delmarva.com/homeenergysavings. For more information, visit http://energy. maryland.gov/appliancerebateprogram. asp.

Delmarva Power will also continue to offer Maryland residential customers rebates up to $50 on select ENERGY STAR® qualified refrigerators, room air conditioners and certain energy-efficient water heaters purchased at any retail store.

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Business Journal • May 2010

Facebook 101 Workshop

With over 110 million users in the U.S. alone, using Facebook to market your business is one of the best strategies to come along in years.

“Facebook 101: Are you Marketing Your Business with Facebook?” will be held on Thursday, May 20 at the Salisbury Area Chamber of Commerce from 9 a.m. to noon. The workshop will be presented by workforce trends expert and author Ira S. Wolfe.

Learn what Facebook is, tips and shortcuts for getting your business started on Facebook and the best practices for promoting your business.

Fee for the session is $39 and includes refreshments and materials. Registration is a must and seating is limited.

To register, contact Brooke Berezowski at the SBDC at 410-543-6516 or baberezowski@salisbury.edu or Kristen Bacon at Maryland Capital Enterprises at 410-546-1900 or kbacon@marylandcapital.org.

Hanna hosts luncheon, tour

Henry Hanna of Sperry Van Ness - Miller Commercial Real Estate in Salisbury, in cooperation with the town of Princess Anne and the Maryland Department of Business and Economic Development Commission for Somerset County, hosted a luncheon and tour of the Princess Anne Industrial Park Spec building on April 14.

The event raised awareness of the building and the town, county and state’s willingness to support and encourage new industries to locate to Princess Anne.

The 52,125 square foot facility is available for lease or sale and contains office, warehouse, and manufacturing space. The property has several incentive programs.

For more information, contact Henry Hanna, CCIM, SIOR at 410-543-2440 or email Henry.Hanna@svn.com.

Pilots apply for mediation

The pilots of Piedmont Airlines, represented by the Air Line Pilots Association, Int’l (ALPA), recently applied for mediation from the National Mediation Board, the government entity that over-

PAGE 21

sees airline labor relations. This application comes after 11 months of contract talks with the company resulting in only two contract sections being agreed upon. The National Mediation Board is expected to assign a mediator who will assist in moving the two sides toward an agreement.

During negotiating sessions, the airline, under considerable stress from the current economy and difficult conditions in the airline industry, has requested continuation of the current language in many sections of the contract.

Energy saving programs

Delmarva Power has launched three new programs exclusively for Maryland customers as part of its Home Energy Savings Program - the HVAC Efficiency Program, Income Eligible Energy Efficiency Program and Home Performance with Energy Star Program that includes the Quick Home Energy Survey program.

These programs encourage Delmarva Power’s Maryland customers to conserve energy consumption by assessing energy saving opportunities in the home and installing energy efficient products which in turn save money.

HVAC Efficiency Program - Receive $100 for the tune-up of an HVAC system or up to $300 for the replacement of an HVAC system, depending upon the efficiency of the new unit.

Income Eligible Energy Efficiency Program - Receive a comprehensive whole house diagnostic energy audit, at no cost, performed by a Building Performance Institute Certified professional.

Quick Home Energy Survey (QHES) and Home Performance with Energy Star Program - Receive an in-home, walk-through, energy survey with the online My Account tool to identify ways to improve energy efficiency, identify possible health and safety issues and start an action plan to reduce overall energy use.

The next phase of the Home Performance with Energy Star Program offers customers a comprehensive whole house diagnostic energy audit performed by a Building Performance

RIBBON CUTTING - On April 11, HALO celebrated the dedication and ribbon cutting of the HALO Café with the Salisbury Area Chamber of Commerce.

The HALO Café, which serves as a shelter, food pantry and hot meal café for the less fortunate, is located in the Harvest Center on Eastern Shore Drive and South Boulevard. The café was dedicated in memory of Dave Wilkins, known as the “Gentle Giant,” who worked tirelessly to help those less fortunate. The event, which featured a full schedule of speakers, including Mayor Jim Ireton and Assistant City Administrator Loré Chambers, also featured tours of the facility, which included a look at plans for future expansion. For more information, contact Celeste Savage or Kristi Richardson at 410-742-9356.

RIBBON CUTTING - On Saturday, March 27, over 70 people gathered to celebrate the grand opening and ribbon cutting of the Specific Gravity Bottle Shop, the second component of the Specific Gravity Pizzeria & Bottle Shop. Located near Salisbury University at the corner of South Division Street and East College Avenue, the brand-new store offers a variety of craft brews, first rate liquors and specialty wines. The Specific Gravity Pizzeria and Bottle Shop team including owners John Knorr, Tom Knorr, Edward Maguire, Jeff Dashiell and Brian Polczynski welcome you to check out the store Monday through Wednesday, 11:30 a.m. to 10 p.m. and Thursday through Saturday, 11:30 a.m. to 11 p.m. For more information, call the store at 443-859-8412.

Institute Certified professional. The audit is $100, paid by the customer directly to a registered participating contractor of Delmarva Power’s Home Performance with Energy Star Program.

Typically more than $100, the program will pay the contractor the additional audit cost for the customer up to $300.

Rebates to customers for completing energy efficiency installations based on the audit results are 15 percent of the cost for air sealing and insulation; and $200 for duct sealing or replacement, a

maximum rebate of $1,200 per customer residence. Customers eligible for this rebate must reside in a single family, row home, town house, or dwelling that has no more than four units. The residence must also have a central air conditioner or electric heating.

To schedule a Quick Home Energy Survey or for any other inquiries about Delmarva Power’s Home Energy Savings Program, call 1-866-353-5799 or visit www.delmarva.com/homeenergysavings.

Win More Business 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

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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 • May 2010

PAGE 22

Business Before Hours All American City

Quilt square for Salisbury.

Members of the Salisbury All American Cities Committee include from left: Lore’ Chambers, assistant city administrator; George Whitehead, Salisbury University; John Pick, City of Salisbury; (in front) Nancy Althaus; Andy Kitzrow, Wicomico Recreation, Parks & Tourism; and Geet Jeswani, Parkside High School.

Louise Smith, Salisbury City Council president, welcomed attendees to the Business Before Hours.

Networking

tip

Learn networking skills

Turn off the TV, settle into a comfy chair and read a good book!

Grab a copy of one of the many networking books out there and see what other successful people do. A few you might want to try are “Tales From the Networking Community” by Dan Williams, “Make Your Contacts Count” by Anne Baber, or “Good Bye Shy” by Lei Lowndes Enjoy a good read and increase your skills!

Spicer Bell, Community Foundation of the Eastern Shore; Anthony Darby, Merchant Brokers; Vance Morris, Chem-Dry On The Shore; and Ira Wolfe, Success Performance Solutions.

Watt’s in Your Future?

Find out at www.choptankelectric.coop & www.togetherwesave.com

Choptank Electric Cooperative

On Tuesday, March 30, a Business Before Hours was held at the Holiday Inn, located at 300 S. Salisbury Blvd. in Salisbury, for the All American Cities.

An All-America City has a proven capacity for communitybased problem solving, grassroots civic engagement and cooperation between sectors (public, private and nonprofit). To become a finalist, each participant must complete an application documenting three community projects that address local challenges such as job creation/economic development, environmental sustainability, neighborhood revitalization and disaster recovery.

The City of Salisbury is honored to be among the 32 cities, towns, counties and communities selected to compete for this prestigious award.

Louise Smith, Salisbury City Council president, welcomed everyone on behalf of the City and introduced the members of the All American Cities Committee which is led by George Whitehead from Salisbury University. The Salisbury All American Cities committee of nearly one dozen civic-minded community members met for more than a year putting together the city’s application.

During the Business Before Hours, a quilt was on display with each square representing a city in the country who was selected to compete for this award.

Congratulations to the All American Cities committee for Salisbury for a job well done!

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Business Journal • May 2010

PAGE 23

Exploring options SALISBURY in physical AREA security

By Todd Justice

Atlantic Technology Services, Inc.

In today’s uncertain economy, it has never been more important to realize the benefit of physical security systems.

From simple burglar alarm systems to integrated video and access control, the possibilities are nearly endless.

The first step is determining what type of security you need. Retail and financial establishments may require video security, while medical facilities may require access control systems.

Let’s discuss the benefits of each.

Burglar Alarm systems: Burglar Alarm systems are the standard in physical security. They are relatively inexpensive to install, and quite effective at deterring unwanted activities. Most burglar alarm systems are monitored by a “central station” and deter activities by activating a siren or strobe, and notifying the central station of an intrusion.

Video Surveillance: Video Surveillance systems are also quite standard in today’s world. Chances are at any given point in your day you are viewed or recorded on a surveillance system at least once. Video surveillance systems are installed by fast food restaurants, retail establishments and even the government. Video

CHAMBER OF COMMERCE Surveillance systems are becoming less of a deterrent than in years past due to the discreetness of the cameras and the fact that they are commonplace. The largest benefit of video surveillance is the video evidence that is generated during an incident.

Access Control: Access Control systems have evolved tremendously since the widespread use of the microprocessor. Access Control systems vary widely from something as simple as a keypad lockset, to a complex card or biometric access system.

The benefits of access control are twofold. The first is the credential.

Without having the proper credentials, a person is not allowed access to the controlled area.

The credential could be an access code, a magnetic stripe card, a “proximity” card, or even their fingerprint, or a combination of many. The second benefit is the reporting aspect. By tracking access by time and credentials there is logical evidence that allows the administrator to recreate an accurate timeline of an event.

Finally, let’s discuss how these systems work together. Few people will deny that we live in an Internet-driven world today. Most security systems have embraced the Internet and its un-

Matech donates to HALO Cafe The HALO Café recently received over 1,000 pounds of donated food thanks to the employees of Matech Incorporated of Salisbury.

In an effort to raise funds for this annual project, Matech employees participated in a variety of fundraising events.

“This is a project that we take great pride in,” stated Tammy Byrd, work order analyst at Matech. Each division of the company competes against each other to see who can be the most creative in raising their funds. “It does not matter to us which division wins, we all know that the recipient of the donation is the true winner.”

In addition to four pallets of food, the Engineering Department at Matech donated $348 to HALO. Since opening its doors on Jan. 2, the Café has served over 5,000 nutritional meals. Serving dinners, 365 days a year, the HALO Café would not be able to serve those in need if it were not for the generous donations and support from the local community members, businesses and organizations.

Hope and Life Outreach is a local Christ-centered non-profit organization, meeting the spiritual, physical and emotional needs of men, women and children who are homeless or in need of hope.

For more information, call 410-7429356 or email info@HALOministry. org.

The employees of Matech recently donated $348 and over 1,000 pounds of food (four pallets shown here) to the HALO Cafe.

derlying technology, IP. IP stands for Internet Protocol and, without it, the Internet could not function in its capacity today. By utilizing IP, most systems can interoperate and be accessed from remote locations to improve their functionality.

For instance, if an authorized employee enters through an exterior door, the video surveillance system can be triggered by the card access system to record the entrance, 30 seconds before and 30 seconds after. This ensures that the entire event is captured on video, and is tracked in the access control system. The level of integration and interoperability are limitless when using compatible systems.

Because everyone’s needs are different, it is important to talk to a professional about your options and the most cost effective method of securing your assets.

About the author Todd Justice is president of Atlantic Technology Services, Inc. He has been in the technology industry for over 12 years, and has experience with voice, data, video and security products and applications. He can be reached at 410860-9899 or todd.justice@atlantictechs. com.

Thanks for helping us grow!

The Chamber Board of Directors thanks those who helped our membership grow this past month. Many thanks to: Lois Haggerty, Small Business Development Center Mitch Marriner, Chesapeake Mortgage Funding LLC Lynn Creasy, Innovative Benefit Solutions Karen Cherry, Sperry Van Ness, Miller Commercial real Estate Dawn Tilghman, Burnett White Auto & Tire Katie Weisner, Weisner Real Estate Each of these members is now entered into the Chamber’s special drawing to thank those who help us grow.

PAGE 24

Business Journal • May 2010

Health Technology for caregivers efforts recognized In an annual competition sponsored

by McKesson, Peninsula Regional Medical Center earned top honors for its use of technology to help caregivers improve patient safety related to the use of high-risk medications.

The medical center achieved an overall 85% adoption rate for using computerized physician order entry (CPOE) to order medications electronically, update patient records and support process change.

Peninsula Regional was one of multiple top-performing inpatient organizations to participate in McKesson’s annual “Celebrating CPOE Success Award” competition held in mid-February in Atlanta.

Peninsula Regional’s CPOE system provides the ability to electronically submit patient orders for pharmacy, nursing, laboratory and radiology, eliminating errors related to poor handwriting. The system also alerts caregivers to patient allergies or potential adverse drug reactions.

In addition, it updates patient data in a single, secure electronic health record that is readily available to authorized

members of the care team.

Peninsula Regional uses Horizon Expert Orders computerized physician order entry (CPOE) solution from McKesson Provider Technologies, a division of San Francisco-based McKesson Corporation.

McKesson is a Fortune 15 healthcare services and information technology company dedicated to helping its customers deliver high-quality health care.

AGH Auxiliary receives award

Atlantic General Hospital and Health System’s Auxiliary was recently honored with a Governor’s Volunteer Service Award in Annapolis during National Volunteer Week.

The 328-member body, which donates more than 39,000 hours of service to the hospital each year and has contributed nearly $500,000 to the hospital’s foundation since its inception, was nominated by Del. Jim Mathias for the annual award. A selection panel of nonprofit and business professionals, volunteers, and AmeriCorps members and alumni convenes each year to review all nominations for the awards.

Ray Adkins, chief information officer, PRMC, second from right, accepts the “Celebrating CPOE Success Award” from McKesson executive liaison for HEO/Physician Solutions Gerry Bannister, far right. Joining them are, from left, Cindy Lunsford, executive vice president/COO at PRMC, Dennis Killian, pharmacy director, PRMC and Chris Snyder, DO, chief medical informatics officer, PRMC.

Business Journal • May 2010

PAGE 25

DPI recognizes area growers

Brian Stiegler (SU), far left, and James Bryan Burrows-McElwain (UMES), far right, two members of the Sister City committee who recently visited Tartu on behalf of their respective universities, presented Mayor James Ireton with a gift from the mayor of Tartu.

Sister Cities group celebrates relationships, seeks members Did you know that Salisbury has formal Sister City relationships with Salisbury, England and Tartu, Estonia? We have been fostering these relationships for the past several months.

Salisbury, Md. is one of several Salisbury’s in the U.S.A. You may have heard of Salisbury, N.C., but have you heard of Salisbury, N.Y., Salisbury, Conn., Salisbury, Mass., Salisbury, N.H., and Salisbury, Vt.?

Recently, we hosted Simon Maher from Salisbury, England. He visited most of the Salisbury’s to evaluate their similarities and differences. He took a number of pictures to display in a show in Salisbury, England. We look forward to his return to our city with the display of pictures.

Beside the same name, Salisbury, N.C. and Salisbury, Md. are now connected in a new way. Recently, Pepsi Bottling Ventures LLC in Salisbury began distributing Cheerwine, a 92-yearold sparkling soft drink that was created in Salisbury, N.C., in local grocery and convenience stores. Both beverage companies were founded in the same decade. In 1915, Lewis Morgan co-created, and soon owned The PepsiCola Bottling Company (then named The Peninsula Bottling Company) in Salisbury, Md.; in 1917, L. D. Peeler launched Cheerwine in Salisbury, N.C. Cheerwine has always been bottled in Salisbury, N.C. and controlled by the Cheerwine Bottling Company. It is still owned and managed by the Peeler Family. Cliff Ritchie, president of the company, recently indicated that Cheerwine is distributed as far north as Salisbury, Md. and northern Virginia. He continues “to find qualified partners to make Cheerwine a national brand.” He also indicated that in the selling of soft drinks, different flavors, such as Cheerwine, have seen growth.

Our relationship with Tartu, Estonia has been nurtured through the arts. On March 1, Salisbury University Cultural Affairs sponsored an “Evening of Estonia Music and Film,” which began with musicians Bonzo and Toun who played and sang Estonian and American songs.

Their performance was followed by the film, Detsembrikuumus (December Heat), 2008. This epic, historical actiondrama was produced for the 90th anniversary of the Republic of Estonia and tells the story of the attempted Communist coup that occurred in the capital city of Tallinn on Dec. 1, 1924.

Then, on March 14, the Salisbury Film Society presented the film, “The Singing Revolution,” the story of the Estonian people peacefully regaining their freedom from decades of Soviet occupation by gathering in public to sing forbidden patriotic songs and rally for independence.

Both films were excellent. We appreciate Salisbury University Cultural Affairs and the Salisbury Film Society for their support of our Sister city relationship with Tartu.

At a recent meeting, Brian Stiegler of Salisbury University and James Bryan Burrows-McElwain of the University of Maryland Eastern Shore, and members of our Sister City committee who recently visited Tartu on behalf of their respective universities, presented Mayor James Ireton with a gift from the mayor of Tartu. The gift, a DVD of the history of Tartu by noted architect, Arnold Matteus, was shown at the Chamber of Commerce during Salisbury’s third Friday.

For more information about Sister Cities of Salisbury/Wicomico County, visit www.salisburysistercities.org or email giwhitehead@salisbury.edu. The group is always looking for new members.

Delmarva Poultry Industry, Inc. (DPI), the trade association for the Delmarva Peninsula’s chicken industry, held its 54th annual Booster Banquet recently in Salisbury, Md., and recognized 15 outstanding poultry growers and three individuals for their work on behalf of the chicken industry. Nearly 900 people attended the banquet.

The J. Frank Gordy, Sr. Delmarva Distinguished Citizen Award, DPI’s highest honor, was presented to Roger D. Marino of Worcester County, a longtime DPI volunteer and past president.

Marino, the corporate director of public relations/community relations for Mountaire Farms, Inc., was cited for his many contributions to DPI as a committee member and chairman, member of the board of directors, as 2006 and 2007 president, and for being a willing volunteer for many other DPI programs during his nearly two decades on Delmarva. Additionally, DPI recognized his work in the communities of Delmarva and his and Mountaire’s positive messages about the chicken industry.

DPI’s Medal of Achievement awards were presented to Delaware Senator Bob Venables of Sussex County and the University of Maryland Eastern Shore educator and researcher Dr. Jeannine Harter-Dennis.

Senator Venables was honored for his more than two decades of support for the chicken and agricultural industries. Born in Sussex County, Venables has served in the Delaware Senate since 1988. He was recognized for his knowledge and support of the chicken industry and agriculture in general. His work on the Senate Small Business Committee, Agriculture Committee, and Natural Resources and Environmental Control Committee has been important to the chicken industry.

Dr. Jeannine Harter-Dennis was hon-

ored for her nearly 30 years of teaching and research at the University of Maryland Eastern Shore. She has worked on many issues related to nutrition. One of her current research efforts involves developing a litter-less floor for poultry houses that could significantly reduce the amount of ammonia gas produced.

Dr. Harter-Dennis has been a member of several DPI committees over the years.

Additionally, DPI recognized 15 outstanding poultry producers. Selected by their companies from Delmarva’s nearly 1,800 poultry growers, this year’s recipients are: Earl and Karla Beardsley, Nanticoke – Tyson Foods, Inc. Mary and Robert Bryan, Laurel, Del. – Mountaire Farms of Delaware Lori and Chip Croswell, Marion Station – Mountaire Farms of Delmarva Lee and Marilyn Ellers, Harrington, Del. – Perdue Farms Inc. Herman and Florence I. Kauffman, Greenwood, Del. – Allen’s Hatchery, Inc. Eddie Kelley, New Church, Va. – Perdue Farms Inc. Jerry and Patricia Lambertson, Snow Hill – Tyson Foods, Inc. Ronald and Tammy Massey, Seaford, Del. – Allen’s Hatchery, Inc. Chicken House Lane, LLC, Clayton, Del. – Allen’s Hatchery, Inc. Larry and Brenda Nagel, Federalsburg – Perdue Farms Inc. Schrock Family Farm, Greenwood – Allen’s Hatchery, Inc. Randy and Marcia Spence, Dover, Del. – Mountaire Farms of Delaware Ray and Sheila Tull, Seaford – Perdue Farms Inc. Ronald and Audrey Tyndall, Seaford – Tyson Foods, Inc. Ralph Wilson, Salisbury – Mountaire Farms of Delmarva

HABITAT DONATION - Uno Chicago Grill in Fruitland recently presented a check for $1,000 from their Dough Raiser program to Habitat for Humanity of Wicomico County. From left are Joe Rosales of Uno Chicago Grill and Marly Link, development director, Habitat.

PAGE 26

Business Journal • May 2010

Education Knollege, LLC winner of Achievement Award Theatrical Warehouse, a one-stop retail shop providing theatrical products including sets, lighting equipment, hardware, lumber, tools paint and other specialty items.

The finalists presented their plans in Holloway Hall. A four-member judging panel picked the winner. The 2010 judges were: Warren Citron of Glotocorp, Renee Stephens, the Eastern Shore manager of the Maryland Department of Business and Economic Development; Hayley Gallagher, executive director of Maryland Capital Enterprises, and Lee Kirwan, the Eastern Shore representative for the TEDCO Rural Business Innovations Initiative.

The Bernstein Achievement Award for Excellence was launched in 1987 by local entrepreneur and SU alumnus Richard Bernstein (’76), founder of BAI Aerosystems, Inc. in Easton and K&L Microwave, Inc. in Salisbury. He created the competition to recognize students who develop original, well-researched and potentially successful proposals for a business startup or for the transformation of an existing business.

The award is designed to encourage and to provide resources for young entrepreneurs to move forward with their visions. SU graduate and undergraduate students in any program of study may participate. Several award winners have gone on to operate successful businesses.

For more information call 410-5436030 or visit the SU Web site at www. salisbury.edu.

The winner of Salisbury University’s Bernstein Award Competition on Saturday, April 24, was “Knollege, LLC,” an online educational network for college students created by (L-R) SU junior Hunter McIntyre of Highland, MD; senior Charles Gray of Fruitland; and M.B.A. student Ryan Chacon of Laytonsville, MD.

BUSINESS & SUPERVISION

Salisbury University’s 2010 Bernstein Achievement Award finalists created new businesses—and competed for a top prize of $5,000.

The winner of Salisbury University’s Bernstein Award Competition was “Knollege, LLC,” an online educational network for college students “We tend to look for innovation from relatively new industries, where technology is central to the product or service,” said Dr. Stephen Adams, who teaches entrepreneurship in SU’s Perdue School of Business and is director of the Bernstein Awards.

Knollege LLC was created by M.B.A. student Ryan Chacon of Laytonsville, MD, senior Charles Gray of Fruitland, and junior Hunter McIntyre of Highland, MD. They created an exclusive online educational network for college students nationwide to share ideas, questions and knowledge.

Seniors Michael Silvers of Salisbury and Matthew Dotterer of Westminster, MD, were selected for Deals On Deck, a company designed to deliver locationbased advertising to the recreational boaters using cell or smart phones.

In addition to these two teams, two individual plans were also selected.

Junior John Kline of Rockville, MD, developed AIR (Atmosphere Improvement and Renewal) Lawn Care, a new company that will provide environmentally-friendly and sustainable residential lawn services.

Repeat finalist Erik Butler, a junior from Burtonsville, MD, created the

JA VISITS PRINCE STREET - M&T Bank and Junior Achievement (JA) recently partnered to bring financial literacy and work readiness skills to kids at Prince Street Elementary. M&T Bank’s $2,000 sponsorship provided all of the classroom materials for more than 440 students in first through fifth grade. Seated from left are students Marissa Mendez, Razhan Grayson, Jadan Seligler, Kiahya Camper. Standing are students Sarah Ullman, Anthony Roberts, Jamie Ortega, Paul Joseph. Also pictured are Jayme Weeg, president, Junior Achievement; Jon P. Sherwell, administrative vice president, M&T Bank; Gene Malone, board of directors, M&T Bank; and Scott Fowler, principal, Prince Street Elementary.

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.”

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Finance Grant Writing Marketing Office Skills Small Business Operations Supervision & Leadership Time Management

Continuing Education & Workforce Development www.worwic.edu (410) 334-2815

Business Journal • May 2010

PAGE 27

SU Named Among ‘Greenest’ U.S. Colleges

By Wayne Shelton Director of Campus Sustainability and Environmental Safety Salisbury University

From left are Dr. Jurgen Schwarz, director and associate professor, Food Science and Technology Ph.D. Program, UMES; Dr. Gladys Shelton, interim dean, School of Agricultural and Natural Science, UMES; Dr. Dave Owens, vice president corporate research, Perdue; Mark Gooden, UMES doctoral student; Bridget Hagens, UMES doctoral student; and Dr. Bob Vimini, director, research and development, Perdue.

Perdue awards UMES students Bridget E. Hagens and Mark C. Gooden, doctoral students in the University of Maryland Eastern Shore Food Science and Technology Program, are recipients of $5,000 Perdue Food Science and Technology Scholarships. The Perdue scholarship, a competitive award based on the merit of the applicants, is awarded annually, with 2008 being the first year two scholarships were awarded.

Hagens is part of an ongoing re-

search study to determine the impact of wild bird population movement and related environmental factors on the prevalence of Salmonella and Campylobacter on grazing animals of farmlands through fecal contamination. The study is being conducted at UMES and Virginia State University.

Gooden’s research is centered on lamb and goat meat in hopes of taking the knowledge gained here back to his home in Jamaica.

Next Lunch and Learn

The rise of social networking is helping businesses extend their reach to connect more effectively with suppliers, partners and customers. Organizations that are adopting online community and social networking as part of their culture and business strategies are opening up new productive and profitable lines of doing business.

Learn social media ABC’s from blogs to Twitter, social network pitfalls and landmines and developing a strategy to grow your business at the Chamber’s next Lunch and Learn.

The “ABC’s of Facebook, Twitter and Other Social Media” will be held at the Salisbury Area Chamber of Commerce on Thursday, May 6 from 11:30 a.m. to 1:30 p.m. The presentation will be led by workforce trends expert and author Ira S. Wolfe.

Cost is $20 and includes lunch and materials. Registration is a must and seating is limited.

To register, contact Brooke Berezowski at the SBDC at 410-5436516 or baberezowski@salisbury.edu or Kristen Bacon at Maryland Capital Enterprises at 410-546-1900 or kbacon@marylandcapital.org.

VISIT WITH OTTO - Motivating young children to listen to traffic safety can be a challenge for educators and parents.

However, when Otto The Auto is doing the lecturing, children pay attention.

Otto the Auto is a three foot tall, remote controlled talking car that engages children in fun, memorable traffic safety exercises. “Otto” teaches the importance of buckling seat belts, wearing bicycle helmets and looking before crossing the street.

Visit with Otto the Auto at AAA MidAtlantic Salisbury branch’s free Family Fun Day on Saturday, May 8, 10 a.m. to 4 p.m., in the Avalon Shopping Center, 8245F Dickerson Lane, Salisbury.

For more information, visit www. aaamidatlantic.com.

On April 22, 2010, people worldwide marked the 40th anniversary of Earth Day—often considered the birth of the modern environmental movement. On the first nationally recognized Earth Day, some 20 million Americans, including thousands of students, rallied for a healthy, sustainable environment.

Since then, environmental awareness has steadily grown, especially at colleges and universities. Today’s students are committing to sustainable lifestyles on campus, and off. As concerns about global warming continue, more and more schools are getting serious about going green. Salisbury University is one of them.

Recognizing this commitment, The Princeton Review, in partnership with the U.S. Green Building Council, has named SU one of the nation’s most environmentally responsible universities.

SU will be featured in the inaugural Guide to 286 Green Colleges, a new free resource for college applicants that highlights impressive environmental and sustainability programs at campuses across the country.

President Janet Dudley-Eshbach, who signed the American College and University Presidents Climate Commitment in 2007, said she was honored that SU’s strong commitment to sustainability was recognized.

“Our Teacher Education and Technology Center was the first—and right now only—new construction project on Maryland’s Eastern Shore to be LEED certified by the U.S. Green Building Council,” she said. “The University is pursuing silver-level status, and in some cases gold, for all new facilities. I’m grateful for the ongoing and unwavering dedication that SU students, faculty and staff have to protecting the environment.”

Collected from surveys of hundreds of colleges nationwide, data examined include institutional commitment to LEED building certification, environmental literacy programs, formal sustainability committees, use of renewable energy resources, recycling and conservation programs, and more.

The 286 colleges were selected based on “green rating” scores they received in summer 2009 in The Princeton Review’s online profiles and annual guidebooks.

SU received a rating of 88 (on a scale of 60-99) in The Princeton Review’s Best 371 Colleges. All of the campuses were rated in the 80th percentile or higher.

According to guidebook publisher Robert Franek, “Students and their parents are becoming more and more interested in learning about and attending colleges and universities that practice, teach and support environmental responsibility.”

Green Building Council President and CEO Rick Fedrizzi said: “Beyond the cost savings to an institution, even the simplest aspects of a green campus, such

as increased use of natural light, have been found to improve student learning and quality of life.”

Interested students and parents may download the Guide to 286 Green Colleges at www.princetonreview.com/ greenguide or www.usgbc.org/campus.

With a recycling program that started some 30 years ago, being “green” is not new at SU. Some exciting initiatives happening this spring include University Dining Services’ recent contract with Greenlight Biofuels to recycle used frying oil. The campus also celebrated “Green Week” in April with events including a recycling exhibit and alternative energy workshop.

In the classroom, award-winning environmental writer Tom Horton is teaching English students “Rhetoric of the Environment,” while former U.S. Congressman Wayne Gilchrest, who championed Chesapeake Bay issues, is teaching about “The Environment and the Political Process.” The Henson School recently hosted “Smart Growth Day,” exploring sustainable development with leaders and residents from across Maryland.

The White House also recently honored three SU education professors for dedicating over 500 hours to the Green Earth Book Awards— the nation’s first prize to laud environmental stewardship in children’s and young adult literature. Drs. Ernie Bond, Patricia Dean and Laura Marasco were nominated for the President’s Gold Volunteer Service Award by the Newton Marasco Foundation, a Virginia-based non-profit environmental charity.

Since 2005, the foundation has partnered with SU to celebrate Green Earth Book Award-winning authors and illustrators during the campus’ literature festival. In 2009, Dudley-Eshbach was honored with the organization’s inaugural award for Leading Environmental Stewardship for her commitment to sustainability on campus.

Additional honors came from the Maryland Department of Natural Resources: SU earned its “People Loving and Nurturing Trees” (PLANT) award for having a tree-friendly campus, which is a national arboretum.

Other “green” initiatives are detailed in the campus’ recently unveiled climate action plan, which outlines steps to reaching a goal of zero net greenhouse gas emissions by 2050.

For more information, visit www.salisbury.edu/president/ sustainabilityinitiatives.

Business Journal • May 2010

PAGE 28

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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 • May 2010

Membership Renewals

Salisbury Area Chamber of Commerce A+ Driving School, Inc. Accurate Optical Company Airport Self Storage Alarm Engineering, Inc. Arby’s Roast Beef Restaurants/Delmarby Arnsparger Insurance Agency Avery W. Hall Insurance Agency, Inc. Azar/Filipov, M.D. P.A. The Bank of Delmarva Bates Moving & Storage Co. Inc. Bayrunner Shuttle BB&T Bank BBSI Becker Morgan Group, Inc. Bendler Realty Corp.

Blood Bank of Delmarva Bozman’s Floor Covering Charles P. Brenner, D.D.S., P.A. Brescook, LLC/Dale Carnegie Charles Brown Glass Company Caldwell & Whitehead, P.A. CAREFIRST Cathy’s Pet Salon, Spa & Doggie Daycare Cato Gas & Oil Company Chem-Dry On The Shore Chesapeake Utilities Corp.

Choptank Electric Clear Channel Outdoor, Inc. Coastal Association of Realtors Coastal Title & Escrow Corp.

Cockey, Brennan & Maloney, PC Community Foundation of the Eastern Shore Richard G. Cooley Cooper Insurance Agency, Inc.

Country Inns & Suites Courtesy Chevrolet Cadillac Cullen, Insley & Benson, LLP Data Services, Inc. Davis, Bowen & Friedel, Inc. Delmarva Archive Delmarva Broadcasting Delmarva Collections, Inc. The Delmarva Dempseys, KFC/TB Inc. Delmarva Tele-Plus, Inc. Design Atlantic Ltd. Dove Pointe Eastern Pile Driving, LLC Eastern Shore Distributing Educational Supplies, Inc. Edward’s Marine & Sons, Inc. Gamee Elliott/State Farm Ins. Elliott/Kinnamon Construction The English Company ERA Martin Associates Evans Builders The Farmers & Planters Co., Inc. First Shore Federal Savings & Loan Generations Financial Advisors, Inc. George, Miles & Buhr, LLC Go-Glass Corporation The Gospel Shop H.O.P.E. With Support, Inc. Habitat For Humanity of Wicomico Hampshire, Hampshire & Andrews, Inc. Handcraft Linen Services Hearne & Bailey, P.A. Hebron Savings Bank G. B. Heron & Company, Inc. Holloway Funeral Home, P.A. Horner Honda How Sweet It Is, Inc. Humane Society of Wicomico County, Inc. John D. Hynes & Associates, Inc. R.C. Insley Co. JA of the Eastern Shore, Inc. Jiffy Lube/Shockley Mgmt., Inc.

Jones and Frank Corp.

Jostens Kids of Honor Kitchen Concepts Plus Kitty’s Flowers, Inc. Kuhn’s Jewelers, Inc. Laws & Sarbanes, P.A. Lens-Art Studio Life Crisis Center, Inc. Livingston, Hammond & Hill Wealth Management, LLC Long, Badger, Sheller & Smith, P.A. Lower Shore Enterprises, Inc. MAC, Inc. Area Agency on Aging Cynthia B. Malament - Attorney at Law Market Street Inn W.R. McCain & Associates, Inc. McCrone, Inc. Robert L. Messick, Inc. Metropolitan Magazine Mid-Delmarva Family YMCA MidAtlantic Farm Credit, ACA Mitchell’s Martial Arts & Fitness Morning Star Publications Nutters Crossing Golf Club Joe Ollinger The Paper People Co., Inc. John B. Parsons Home The Peninsula Insurance Company Peninsula Cardiology Assoc., P.A. Peninsula Oil & Propane Peninsula Regional Medical Center Pepsi-Cola Bottling Co. Piedmont Airlines, Inc. PKS & Company, P.A. Premier Planning Group Quality Staffing Services Regional Builders, Inc. Pete Richardson Auctions Sales, Inc. Riverside Pharmacy Rommel Electric Company Rowles & Company, LLP Thomas H. Ruark Builders-Developer, Inc.

PAGE 29 Salisbury Animal Hospital Salisbury Automotive, Inc. Salisbury Brick Company, Inc. Salisbury Moose Lodge 654 Salisbury Neighborhood Housing Sharp Water Shore Bank Shore Distributors, Inc. Shore Paper Box Company David W. Simpson, Jr., P.A. T. E. Smith & Son Mechanical Stadler Greenhouses, Inc. George G. Strott, Jr. P.A. Subside Deli, Inc. Telewire, Inc. Tidewater Physical Therapy and Rehabilitation Tishcon Corporation Tri-County Workforce Development Initiative TGM Group, LLC Milford W. Twilley, Inc. Twilley, Rommel & Stephens, P.A. United Landscaping, Inc. Value Carpet Venture Manor Farms, Inc. Wal-Mart Stores WBOC TV Webb, Burnett, Cornbrooks, Wilber, Vorhis, Douse, Mason Weisner Real Estate, Inc. Wells Fargo Advisors Westwood Development LLC Wicomico County Board of Education Wicomico County Dept. of Social Services Wicomico County Farm Bureau Wicomico Public Library Wicomico Soil Conservation District Wigglesworth, Layton & Moyers, P.C. Wilgus Insurance Wilmington University Wor-Wic Community College Zia’s Italian Grill

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 15 AWB Engineers . .742-7299 16 Becker Morgan . . . . . . . . . .

Advertising 5 Comcast Spotlight . . . . . . . . . . . . . . .341-8950 31 Money Mailer . . . . . . . . . . . 302-628-8686 Automobiles & Services 6 Pohanka . . . . . . .1-877-4-POHANKA 10 Burnett White . . . .742-2222

Business Counseling 30 SCORE. . . . . . . . .749-0185

Construction 8 Gillis Gilkerson . . .749-4821 19 Regional Builders 736-3845 Education 21 Dale Carnegie. . . .896-3053 26 WorWic . . . . . . . . .334-2815 Employment 18 Express Employment . . . . .860-8888

Health 24 Apple Discount Drugs . . . . . . . . . . 543-8401 Heating & Air Conditioning 22 Mid-Atlantic Heating . . . . . . . . .546-5404

Insurance 23 Atlantic Smith, Cropper & Deeley 835-2000 7 isg . . . . . . . . . 800-336-5659 Jeweler 8 Kuhn’s. . . . . . . . . .742-3256

Financial 4 PNC . . . . . 877-BUS-BNKG 11 Shore Bank. . . . . . . . . . . . .

Paving 20 Chesapeake Paving & Sealing, Inc. . . .742-2330

Health 24 Accurate Optical . .749-1545

Political 30 Michael James . . . . . . . . . .

Real Estate 2 Sperry Van Ness. .543-2440

Screen Printing 18 Chesapeake Screen Printing . . .749-7660 Transportation 13 Bay Runner Shuttle . . . . . . . . .912-6000 Utilities 9 APPI . . . . . . . 800-520-6685 20 Bay Area Disposal . . . . . . . .860-6607 22 Choptank Electric . . . . . . . . . . . . 877-892-0001 17 Delmarva Recycling . . . . . . . . 546-1111 17 Shore Energy. . . . 896-3636

Business Journal • May 2010

PAGE 30

Systematic investing can help ‘bumps in the road’

By Kelley Selph In the investment world, there aren’t many certainties, but here’s one of them: prices will always go up and down.

To systematically inAs an individual investor, vest, you put the same you can’t do anything about amount of money into this volatility. But the way you respond to it could make the same investments a big difference in your long- at regular intervals. term investment success.

Many investors think they To make it even easier on yourself, can “beat” volatility by trying to time the market — in other words, by you could automatically transfer those dollars from your bank account directly buying when prices are low and selling into the investment you’ve chosen. when prices are high. In theory, this is In all likelihood, your contribution an excellent strategy, but in reality, it’s will buy a different amount of shares of pretty much impossible to follow — Investment X each month. For example, because no one can really predict, with if Investment X sells for $100 per share any accuracy, market highs and lows. in January, a $500 investment will buy So instead of attempting to time the five shares. In February, if the price has market, you’re much better off by folfallen to $50 per share, your $500 will lowing a time-tested strategy known as buy 10 shares. systematic investing.

In other words, when you systematiTo systematically invest, you simply cally invest, you’ll automatically buy put the same amount of money into the more shares when the price is low and same investments at regular intervals. fewer shares when the price is higher To illustrate, you could put $100, $500, — and that’s a great way to cope with $1,000 or more into Investment X on market volatility. the first of every month.

Investing

But systematic investing also offers some other advantages, including the following: • Efficient share building — The more shares you own of an investment, the bigger your cumulative gains whenever the price of that investment rises.

Consequently, increasing your shares should be a prime objective — and systematic investing is one way of building your share ownership.

• Investment discipline — Most people realize the value of investing for their retirement and other long-term goals, but they often put it off each month and find other things to do with the money — and by then, there’s often nothing left to invest. But by setting up a bank authorization to invest systematically each month, you’ll “pay yourself first.”

• Lower cost of investing — Through systematic investing, your cost per share likely will be lower than if you made sporadic lump sum investments. And by lowering the cost of investing, you will, in effect have the potential to boost your returns.

While systematic investing is typically a good way to fight the effects of

volatility, it can’t guarantee a profit or prevent a loss in declining markets.

And keep in mind that you need to have the financial wherewithal to keep investing through up and down markets.

But if you have that ability, consider putting systematic investing to work for you. It may not be glitzy or glamorous, but it may work for you.

About the author Kelley M. Selph, AAMS, is a financial advisor for Edward Jones Investments. You can reach him at 410-8601828.

Recycling

tip

Just one plastic bottle

By recycling one plastic bottle it not only saves anywhere from 100 to 1,000 years in the landfill but also saves the environment from the emissions in producing new bottles as well as the oil used to produce that bottle.

Source: www.environment-green. com

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 • May 2010

Personnel

Black promoted at RPS ISG

RPS ISG International, local provider of business insurance and employee benefits, announces the promotion of Donna Black to senior account manager where she will be responsible for overseeing Black ISG’s key employee benefits accounts and coordinating all administrative processes during the renewal cycle.

Black received her B.A. degree from Frostburg State. She resides in Talbot County with her husband and has two children and three grandchildren.

DelliGatti joins firm

Schneider, Richardson & Davis announces the addition of Sarah DelliGatti as a licensed real estate agent.

A Salisbury native, DelliGatti is a graduate of James M. Bennett High School. She received her bachelor’s degree in advertising and public relations from Penn State University and, most recently, lived in Chapel Hill, N.C., where she worked as a client service manager for a consumer trends research firm. Prior to that, she worked

as a project manager at WB&A Market Research in Crofton, Md. DelliGatti resides in Bishopville with her husband, Brian and her dog, Rusty.

Olds attends symposium

Ernest W. Olds, AIA, vice president of Becker Morgan Group, recently attended the Fire Industry Equipment Research Organization (F.I.E.R.O.) Fire Station Symposium in Charlotte, Olds N.C. F.I.E.R.O. is a nonprofit fire service group with the objective of providing a safe, more efficient, effective and progressive fire service through the application of shared knowledge.

This symposium is developed and run by fire service personnel and focuses on educating attendees on the latest technology, equipment and design trends for improving the industry.

Haddaway-Riccio elected

The Women Legislators of Maryland have announced their slate of officers for 2010-2011 and have elected Delegate Jeannie Haddaway-Riccio (R-

District 37B) as first vice president.

During her career in the Maryland House of Delegates, HaddawayRiccio has served in numerous positions with the Women’s Caucus including co-chair of the Haddaway-Riccio legislative policy committee and second vice president.

The Women Legislators of Maryland was founded in 1972 and was the first statewide organization of its kind in the country. Their mission is to improve public policy that affects women’s lives and to increase the number of women elected and appointed to public office.

In 2003, Haddaway-Riccio was appointed to the Maryland General Assembly, making Maryland third in the nation for the number of women in the State’s legislature.

Delegate Jeannie Haddaway-Riccio represents District 37B which includes Talbot, Dorchester, Caroline and Wicomico Counties.

Johnston joins council

In March, Eric Johnston, CFP, InFocus Financial Advisors, joined the Southern Delaware Estate Planning Council. Johnston is a certified financial

PAGE 31

planner who has been working with clients on estate planning since 1993.

The Southern Delaware Estate Planning Council is a highly recognized interdisciplinary Johnston organization for professionals involved in estate planning, providing its members with opportunities to enhance their skills and expand their network through programs and interaction.

Johnston’s offices are located in Salisbury. For more information, call 410-546-0911 or visit www.infocusfin. com.

Hall earns certification

Kim Hall, a member of Nelson Insurance Agency, Inc. of Princess Anne, has achieved the classification of Certified Insurance Service Representative by The National Alliance for Insurance Hall Education & Research.

Hall, who has been in the insurance industry for 25 years, has been with Nelson Insurance Agency for more than three years.

Connect for Success With The

Salisbury Area Chamber of Commerce Date: Thursday, May 13, 2010 Time: 8 a.m. - Registration & Continental Breakfast 8:30-11:30 a.m. - Program

“60 SECOND DRILL”

Location: Chef Fred’s Chesapeake Steakhouse Come to the “60 Second Drill” hosted by 1801 N. Salisbury Blvd., Salisbury, MD 21801 Dan Williams, author of the book Tales From The Networking Community. COST:

This program allows participants to connect with over 90 other business people over a 3-hour time period.

Each participant is given one minute to pitch their business to nine people at their table and then it’s time to move on to the next group.

An exciting and fun way to meet people and get your business noticed!

Learn how to write and present your 60 second pitch … and practice it on the participants in the room before you leave!

This is extremely helpful, especially for first time participants.

FREE to paid “Connect for Success” Participants

Thursday, May 6, 2010 9 a.m. - 11 a.m.

$30 for Chamber members, $40 non-members

LIMIT OF ONE PARTICIPANT PER COMPANY! Certain Exceptions May Apply - Call to Inquire

Chamber Business Center

RSVP: Cathie Thorsten -- 410-749-0144 or membership@salisburyarea.com

144 E. Main St., Salisbury, Md.

RSVP BY MAY 11, 2010 TO GET YOUR SPOT!!

Name(s): ________________________________________________________________________ Company ________________________________________________________________________ Address: ________________________________________________________________________ Phone: _____________________________________ Payment: (Please check one):

n “60 Second Drill” - FREE to participants

n n

Chamber members: $30 for “Connect for Success” OR Non- members: $40 for “Connect for Success”

n n n

Please invoice my company at the address above for $__________ OR Please accept my check for $____________ OR Charge $___________ to my (circle 1) Visa MasterCard AMEX Discover

Number________________________________ Exp._________ CVC# ______