Morning Star Business Report by Morning Star Publications

MORNING STAR

February 2016 Complimentary

Business Report

Expansion plans for Lewes campus unveiled

Business Report | February 2016

Publisher’s notes By Mike McClure

To steal a line from an 80’s song, “You work hard for your money.” So what you do with it is very important when it comes to investing, saving, and paying for every day costs such as insurance and taxes. Well, you’re in luck because this month’s theme is Finance. We have a great group of businesses featured in this edition with years of experience managing money. Sussex County Federal Credit Union looks to make banking simple for businesses and individuals; Peninsula Financial Group provides a large assorment of services to

its customers; Lank, Johnson, and Tull is a full service CPA; Kalbrosky Associates McClure has a whole team of professionals trained to help with financial services; Williams Insurance Agency is one of Delaware’s largest insurance agencies; CNB has serviced Delaware and Maryland for 140 years and has 12 convenient locations; County Bank prides itself on quality customer service; Edward Jones understands the importance of having the right financial advisor.

VOLUNTEER BOARD SERVICE AND LEGACY AWARD- The Greater Georgetown Chamber of Commerce presented its 2015 Volunteer Board Service & Legacy Award to Lit Dryden. Shown (l to r) are: Karin Joensen, chamber president; Dryden, and Karen Duffield, chamber executive director.

2015 SMALL BUSINESS OF THE YEAR NONPROFIT AWARD- The Greater Georgetown Chamber of Commerce’s Small Business of the Year Nonprofit Award was presented to CHEER. Shown (l to r) are State Sen. Brian Pettyjohn; CHEER Executive Director Arlene Littleton; State Rep. Ruth Briggs-King; CHEER Deputy Director Ken Bock; Anthony DelFranco, director of marketing; Beckett Harman, director of finance; Carolyn O’Neal, staff development; Joyce Westen, director of support services; and Karen Duffield, Greater Georgetown Chamber of Commerce executive director.

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Business Report | February 2016

CHAMBER LISTINGS Chamber Bethany-Fenwick Chamber of Commerce

Phone 539-2100

Key Contact Kristie Maravalli

Dues* $211

Members 800

Fax 539-9434

Delmar Chamber of Commerce

846-3336

Diane Johnson

$75

846-3336

Georgetown Chamber of Commerce

856-1544

Karen Duffield

$150

460

856-1577

Laurel Chamber of Commerce

875-9319

Don Dykes

$130

130

280-6365

Lewes Chamber of Commerce

645-8073

Betsy Reamer

$210

432

645-8412

Milford Chamber of Commerce

422-3344

Jo Schmeiser

$165

310

422-7503

Millsboro Chamber of Commerce

934-6777

Amy Simmons

$150

260

934-6065

Milton Chamber of Commerce

684-1101

Lisa Sumstine

$150

120

684-1101

Rehoboth-Dewey Chamber of Commerce

227-2233

Carol Everhart

$210

1303

227-8351

Seaford Chamber of Commerce

629-9690

Lynn Brocato

$150

300

629-0281

Central Delaware Chamber of Commerce

734-7513

Judy Diogo

$225

868

678-0189

Delaware State Chamber of Commerce

655-7221

Chuck James

$315

2000

654-0691

Delaware Small Business Chamber

482-2120

Bob Older

$295

170

Delmarva Black Chamber of Commerce

450-4501

Clay Hammond

* Annual membership cost based on businesses with fewer than 10 employees. For Delaware State and Central Delaware chambers membership cost figure is for 1-5 members.

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Business Report | February 2016

inside February 2016

VISIT- U.S. Senator Tom Carper recently visited with interns at a local hospital. Page 11

2015 SMALL BUSINESS OF THE YEAR- Lighthouse Catering received the Greater Georgetown Chamber of Commerce’s Small Business of the Year- Trailblazer Award. Shown (l to r) are: Paul Buchness, owner; Ruth Briggs-King, Rep. 37th District; and Sen. Brian Pettyjohn, 19th District. More photos on pages 3 and 29

Features

February Theme Finance

3 - Publisher’s Notes 4 - Chamber Listings 6 - Business Digest 8 - Health 13 - Tourism Column 14 - Personnel File 26 - Business Licenses 28 - Marketing Column 30 - Business Directory

18 - Sussex County FCU 19 - Peninsula Financial Group 20 - Lank, Johnson & Tull 21 - Kalbrosky Associates 22 - Williams Insurance Agency 23 - CNB 24 - County Bank 25 - Edward Jones Investments

On the Cover Artists’ renderings show what Beebe Healthcare’s Medical Center in Lewes will look like when proposed construction is complete. The $200 million project includes a five-story addition. Construction at the 100-year-old institution is anticipated to begin in 2019.

March Theme: Young Professionals Contact Chris Redman at (302) 262-9137 or credman@mspublications.com.

Business Report | February 2016

BUSINESS DIGEST DPI forms new buying group

Delmarva Poultry Industry, Inc. (DPI), the trade association for the Peninsula’s chicken industry, has formed an Electric Buying Group that will save its Delmarva Power electric customers more than $1 million over the next three years. This is the organization’s seventh electric buying group. DPI has secured a threeyear fixed price electric supply contract with WGL Energy. For the more than 200 DPI members in the program, their new fixed rate will be 7.78 cents per kilowatthour and that should result in a substantial savings versus their expiring rate. Additionally, the fixed generation supply price is substantially lower than Delmarva Power’s equivalent default tariff supply rates that members would have paid had they not become part of the DPI buying group.

FSM receives contract

First State Manufacturing (FSM) in Sussex County has been awarded a

new multi-year contract with North Carolina Department of Transportation to provide, cut and sew services for their rail car seating. This is part of a multi-year NCDOT initiative to improve the customer experience on it daily passenger trains that serve nine cities between Charlotte and Raleigh. “North Carolina Department of Transportation runs six lines through 91 stations over 117 miles of track and has over 1,100 cars in its inventory,” said CEO and President Dave Hitchens. “We anticipate several new opportunities at First State Manufacturing in the first quarter of 2016 which will see this company grow exponentially.”

Stewart recognized as ‘pioneer’

Captive Review magazine has named Insurance Commissioner Karen Weldin Stewart to its first Enterprise Risk Captive Pioneers list, recognizing 20 of the “key influencers” in the United States’ smaller captive industry. Captive Review said “Commissioner Stewart has been the driving force behind Delaware’s rapidly growing captive industry and has taken a

Real estate sees modest growth

For the fifth consecutive year, data compiled and released by the Sussex County Association of Realtors (SCAOR) recently indicates a period of modest growth in the region’s real estate markets. Again led by a dynamic coastal market, the numbers indicate nearly $1.52 billion in southern Delaware real estate changed hands in 2015, which is a modest 1 percent increase over the previous year. There were more than 5,000 properties sold during the calendar year, also a 1 percent gain from 2014. But sales exclusively in the category of “single family homes,” which excludes commercial properties, lots and land, mobile homes and condominiums, were up 6 percent over 2014 figures. “We’re continuing on this path of modest growth, and that’s really what we want to see here in southern Delaware year after year,” says 2016 SCAOR President Frank Serio. “We are fortunate to be buoyed by a strong coastal market, but overall the county is performing very well, as indicated by the fifth year in a row of positive data.” Single-family home sales for 2015 accounted for more than $1 billion, with the average residential home in the county selling for a price of $359,395. In total, 2,921 single-family homes were sold in Sussex County in 2015, with residential homes remaining on the market last year for an 6

Business Report | February 2016

average of 86 days before sale. “All in all, the data here is very positive and, most importantly, the rate of growth is slow and steady,” says Serio. “We may have had better overall years in the last decade but, as we later found out, it wasn’t sustainable. This steady rate of growth leads to a much healthier overall real estate market in Sussex County.” To summarize, year-end figures reveal that more than 5,000 real estate transactions were completed in Sussex County during the last calendar year. This data includes single-family homes, as outlined above, as well as more than $307 million in townhome and condominium sales, nearly $23 million in mobile home sales and more than $105 million in sales of lots and land. There were also 12 farms that were sold last year, with the average farm selling for approximately $475,000. Commercial real estate, which has enjoyed a robust recovery of its own in the last couple of years, showed big gains again in 2015, with nearly $34 million in commercial sales being conducted in the county. A total of 64 commercial properties changed hands during the previous calendar year. The data released by SCAOR is compiled from the Association’s Multiple Listing Service (MLS), which tracks all data regarding real estate transactions in Sussex County.

strong interest in the facilitation of captives for small and medium-sized businesses.” These captive entities, known as Enterprise Risk Captives (ERCs), have played a significant role in Delaware’s captive growth. In July 2009, when Commissioner Stewart formed the Bureau of Captive and Financial Insurance Products, Delaware only had 38 captive insurers. Today, Delaware is the world’s sixth largest and the third largest U.S. captive domicile.

Farmers’ markets sales set record

Delaware farmers’ markets broke through another record last year, surpassing $3 million in sales, demonstrating the continued interest in local foods and farm-fresh products. Sales from all 25 First State community-run farmers’ markets in 2015 totaled $3,029,831, up more than $390,000 from 2014 - an increase of 15 percent. Sales have increased ninefold - $289,706 in 2007 when the Department of Agriculture began sales tracking. Fresh produce made up 55 percent of total sales, with the remainder coming from products such as meats, cheeses, jellies, breads, salsa, eggs or honey. Delaware’s farmers’ markets are all run at the local level, by municipalities, business groups, farmers or market associations, with the Department of Agriculture providing support and marketing assistance. The 2016 market season will begin in April; most markets start their operations in May, June and July. There is currently one winter market open for the season in Millsboro. A list of the 2015 markets is online at Delaware’s Buy Local Guide, de.gov/buylocal. Farmers and others interested in becoming a vendor, or community groups interested in starting a local market, can contact Department of Agriculture marketing specialist David Smith at 302-698-4625 or davidm.smith@state.de.us.

New bus shelter in Dover

DART and the Kent County Association of Realtors (KCAR) partnered on a project to provide a bus shelter on MLK Boulevard at Courtside Apartments in Dover. KCAR received a National Association of Realtors Placemaking Grant through a micro grants program which allowed them to assist DART in funding this new bus shelter.

Entrepreneurs selected for DEDO program

The Delaware Economic Development Office (DEDO) has selected three entrepreneurs in the first round of the DEDO partnership with One Million by One Million (1M/1M), a global virtual accelerator that aims to nurture a million entrepreneurs to reach a million dollars each in annual revenue and beyond, thereby creating a trillion dollars in global GDP and 10 million jobs by 2020. The three firms selected for the program during selection process in November are: • Michael Niman, Thank Tank, LLC Thank Tank provides software as a service product that will revolutionize the way nonprofits thank and engage their donors. The self-service web based application allows users to configure custom donor correspondence in ways that are not currently available today. • Jelani McCoy, Watchful Eye Security, LLC - Watchful Eye Security is a real time response system designed to capture trigger event signals, transmit the alerts, GPS locations, live video feeds and DVR images to first responders. • Matthew Meyer, VituMob, LLC - An innovative, leading e-commerce solution serving East Africa, VituMob enables seamless no-credit card customer purchases and provides unprecedented home delivery of products from American retailers. These businesses have met the requirements for the program laid out by DEDO and have been given access to the 1M/1M Premium program. They will begin a year-long program of mentorship, online education, access to private roundtable brainstorming and consultation from 1M/1M founder Sramana Mitra. DEDO is using funds designated for entrepreneurial initiatives to cover the $1,000 premium program membership fee for 10 entrepreneurs from the area. It is a rolling application process with applications being reviewed quarterly. Selectees will be required to invest at least 50-100 hours on the core curriculum and project elective, participate in private roundtables and master other online educational resources. For more information regarding DEDO’s partnership with 1M/1M, contact Ken Anderson at 302-577-8496 or Kenneth.R.Anderson@state.de.us.

BUSINESS DIGEST

RIBBON CUTTING - The Central Delaware Chamber of Commerce (CDCC) joined Pie Five in a ribbon cutting ceremony recently to celebrate their grand opening and membership with the CDCC. Pie Five is located at 1211 N. DuPont Hwy., in Farley Plaza. Local Pie Five franchisee, Mashoor Awad, who owns six IHOP Restaurants, sees Pie Five as a natural fit for the area. “There aren’t many fast casual options in the Dover community – we are certain guests will love our fresh ingredients and fast process,” said Awad. “Pie Five caters to today’s consumer who craves quality but wants it fast — I think it will be a big hit.” Awad will be developing the brand across Delaware, Eastern Pennsylvania/ Philadelphia, Eastern Shore of Maryland and Southern New Jersey.

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Business Report | February 2016

HEALTH Bayhealth employees honored

Bayhealth pharmacists and technicians were honored recently with the PACE (Pharmacists Achieving Clinical Excellence) and DEPTH (Dedicated Excellence of Pharmacy Technicians in Healthcare) awards. The PACE Award for pharmacists and DEPTH Award for pharmacy technicians are awarded to the pharmacist or technician whose clinical skill and compassionate care exemplify the Kashmanian kind of pharmacist/ technician Bayhealth patients, their families and staff recognize as an outstanding role model. Winners were chosen based on nominations from their peers. The seventh annual PACE Award went to Alexander Kashmanian, PharmD, BCPS. Kashmanian has been with Bayhealth for over three years. The first ever DEPTH Twilley

Award went to Kandice Twilley, CPhT, at the Milford campus, and to Ashley Hill, CPhT, at the Kent campus. Hill, who has been at Bayhealth for over four years, works in the Ambulatory Pharmacy. Twilley has been at Bayhealth for eight years.

Hospice Board welcomes members

Delaware Hospice announces the appointment of five new Board of Trustee members, Alan E. Atzrott, Janet Dougherty, Tom Hoyer, Kathleen S. Matt, MS, PhD, Joan Thomas, RN, MSN, FACHE. Each member will serve a two year term. Alan E. Atzrott of Rehoboth Beach has over 41 years of experience in health/hospital management with 28 of those years as CEO. Atzrott helped established Kaplan Hospice in Newburgh, N.Y. Janet Dougherty of Wilmington is vice president/relationship manager at Fulton Bank, NA. She has been volunteering on the Delaware Hospice’s Finance Committee. Tom Hoyer of Rehoboth Beach has worked primarily in policy-making positions

TUNNELL CANCER CENTER DONATION - Andrea and Tony Senturk, owners of Long Neck Car Wash, donated $1,098 to the Beebe Medical Foundation recently with proceeds from a fundraiser which focused on raising awareness for the “Day Away Retreat” program at Beebe Healthcare’s Tunnell Cancer Center. Andrea and Tony are pictured with Tom Protack, vice president of development at Beebe Medical Foundation.

Business Report | February 2016

Hill

for the agency now called the Centers for Medicare & Medicaid Services (CMS). His interest in hospice led him to continue to manage hospice benefit policy in each of his positions until his retirement in 2002. Dr. Kathleen S. Matt of Newark is dean of the University of Delaware’s College of Health Sciences. She is also the executive director of Delaware Health Science Alliances. Joan Thomas, RN, MSN, FACHE of Milton works at Beebe Healthcare.

Beebe earns Gold Seal

Beebe Healthcare has earned The Joint Commission’s Gold Seal of Approval® and the American Heart Association’s Advanced Certification in Heart Failure. This certification reflects Beebe’s commitment to providing the highest quality of care for patients with heart failure. To earn the Advanced Certification in Heart Failure, Beebe underwent a rigorous on-site review in which a Joint Commission expert evaluated compliance with diseasespecific care standards and with heart failure-specific requirements. The certification is awarded for a two-year period and signifies that Beebe Healthcare delivers the best possible care available, not only while the patient is hospitalized, but also following discharge.

MED-SURG GRADUATES - Twenty-six nurses have graduated from the Med-Surg Fellowship offered at Bayhealth. The graduating class marks the 11th Med-Surg Fellowship graduation at Bayhealth. Building on what they already know as new nurses/graduates, fellows experience 10 weeks of innovative programs focused on key areas essential to the new nurse, including wound care, IV therapy, rapid response team codes, and crucial conversations. Nurses who enter the fellowship sign a contract to work in a med-surg area for two years.

HEALTH Bayhealth releases oncology report

In 2015, the Cancer Centers at Bayhealth Kent General and Milford Memorial celebrated milestones that improved the Oncology Service Line. These developments are detailed in the 2015 Oncology Annual Report, Building a Legacy of Collaborative Care. “Both the growth within the oncology service line and the report itself resulted from unique collaborations between physicians, clinical staff, and community members,” said John Shevock, FACHE, FACMPE, senior director of operations, Oncology Service Line and executive director of the Bayhealth Cancer Institute. Specifically, he noted the addition of the Genitourinary (GU) Conference, the expansion of the Telegenetics program, and educational initiatives that focused on evidencebased best practices. The annual report is available online for viewing and download at bayhealth.org/cancerAR. For a printed copy, call Sarah Myers at 302-744-6563.

Trout receives leadership award

Tina Trout, APRN, ACNS-BC, CDE, Certified Diabetes Educator at Beebe Healthcare, was honored with the Delaware Diabetes Coalition first leadership award. The award will also bear her name – The Tina Trout Leadership Award – and be given annually at the Diabetes Expo, held each November in Dover. The award recognizes an individual who has shown passion, leadership, and commitment to those living with diabetes. Trout is a Certified Clinical Nurse Specialist with the Beebe Healthcare Diabetes inpatient and outpatient programs. She is the coordinator for Beebe’s Diabetes Self-Management Education Program and a Certified Diabetes Educator. Since 2001, Trout has represented Beebe on the Delaware Diabetes Coalition, a statewide organization dedicated to diabetes outreach. “For more than 15 years, Tina has set the bar for those Trout joining the Delaware Diabetes Coalition. She has changed the lives of countless individuals on the Delmarva Peninsula living with diabetes,” said Susan Polikoff, executive director of the Delaware Diabetes Coalition

BEEBE RECEIVES GRANT - The Arthur W. Perdue Foundation has donated a $100,000 grant to help fund the 3D mammography location at the Beebe Health Campus in Georgetown. Pictured from left: Judy Aliquo, president and CEO, Beebe Medical Foundation; Vincent McDowell, development associate, Beebe Medical Foundation; Mammography Tech Carrie Winter, RT (R); Jeffrey M. Fried, president and CEO, Beebe Medical Center; Mammography Tech Melanie Coles, RT (R) (M); Tom Protack, director of development, Beebe Medical Foundation; Michael Marion, medical services manager, Perdue, Georgetown; and Daniel Stein, director of operations, Perdue.

Business Report | February 2016

HEALTH Therapists earn certification

HOLIDAY LUNCHEON - Beebe held its annual holiday appreciation luncheon recently at the CHEER Center in Georgetown where more than 300 volunteers, family, and friends, gathered to enjoy a catered meal served by Beebe managers, directors, and members of the executive team. Pictured is the Emergency Team at the luncheon. From left: Tracy O’Hara, Beebe Healthcare manager of Central Registration with volunteers Nancy Almacy, Harriet Woodring, Frank Robinson, Les Lester, Ed Timmons, Klaus Klein, and Linda Yekenchik, Beebe Healthcare manager of Emergency Department and Registration.

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Business Report | February 2016

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Bayhealth therapists Kim Jester, PT, CLT, and Scott Richards, DPT, CLT, have completed coursework to earn their Certified Lymphedema Therapy certification. Both earned their certificates with the Norton School of Lymphatic Therapy – a program known in the industry as the “gold standard” for lymphatic education. The physical therapists work at Bayhealth’s Outpatient Center at Milford Memorial.

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Hospice welcomes new hires

Delaware Hospice announces the addition of the following individuals to its staff: Naomi Bentz, RN, Hartly, registered nurse; Ly. Butcher, LMSC, Lewes, social worker; Diana Chavis, CNA, Camden, certified nursing assistant; Mindy Eskridge, RN, Georgetown, registered nurse; Dr. Jo Ann Fields, MD, Dover, associate medical director; Megan Green, RN, Wilmington, admission nurse; Ashley Nicole Jarman, Milford, certified nursing assistant; Brittany Keesler, Wilmington, receptionist; Joan Kinsey, MSM, CRNP, Lewes, nurse practitioner; Karen Kohlhaus, RN, Henderson, Md., registered nurse; Amanda Lilly, RN, Wilmington, registered nurse; Kevin Mabrey, RN, BSN, Magnolia, admission nurse; Karen Mika, MSN, RN, CMSRN, Milford, registered nurse; Nancy Ngaruiya RN, BSN, BC, PCCN, Dover, registered nurse; Alexis O. Paul, RN, Middletown, statewide registered nurse; Deborah Reynolds, RN, Harrington, registered nurse; Nakeia Yvonne White, CNA, Dover, certified nurse assistant; Christina Wright, RN, Dagsboro, registered nurse.

Thiele receives award

Beebe Healthcare recognized Sue Thiele, manager of Guest Relations, as the November Living Our Values Every Day recipient. Beebe Healthcare’s L.O.V.E. Letter Recognition Program was established in 2015 and gives team members the opportunity to be recognized by their peers and

supervisors for outstanding service. Sue Thiele was recognized for stepping in when one of her team members fell seriously ill. Sue, who was off that day, rushed to the Medical Center to help the team fill the spot left by the team member who was taken to the Emergency Department. After ensuring all duties were handled, Sue Thiele spent time with the team member and the team member’s family to make sure they were comfortable. Honorees receive a special parking space for one month, their name added to a wall plaque, a certificate and more.

Bayhealth names award winners

Bayhealth celebrated its success as a patient-centered care institution recently with the Spirit of Planetree Awards. The award honors physicians and caregivers who go above and beyond to improve the patient experience. The 2015 Spirit of Planetree Awards winners are Bayhealth Cardiovascular Surgeon Daniel Marelli, MD, Physician Champion; PCU nurse William Moyer, RN, Caregiver Award; Pet Therapy Volunteer Beth Peterson and therapy dog Taco, Pet Therapy Award; Anesthesiologist Neal Brickhouse, MD, Physician Champion; and Social Worker Louis Gasperetti, Caregiver Award.

HEALTH

CARPER VISITS BAYHEALTH - U.S. Sen. Tom Carper paid a visit recently to the 10 student interns who are participating in this year’s Project SEARCH at Bayhealth. A high school transitional program, Project SEARCH helps young people with disabilities find gainful employment. At Bayhealth, Carper learned about a typical day for the interns and their job coaches. Project SEARCH is a joint effort among many organizations including Bayhealth, Capital School District, the State of Delaware’s Department of Education and Department of Labor, and Division of Vocational Rehabilitation. This is the second year the program has been hosted at Bayhealth. Last year, eight students completed rotation work assignments in 14 different departments in the hospital. Of those eight students, seven have secured competitive employment. “There is a big need for this program. We want these students to leave the program with careers, not jobs,” said Lisa Enright, Project SEARCH instructor.

Beebe receives designation

Beebe Healthcare has been designated a Lung Cancer Screening Center by the American College of Radiology (ACR). The designation recognizes Beebe’s lung cancer screening initiative as one that is committed to practicing safe and effective testing with low dose computed tomography (CT) imaging technology. Beebe Healthcare’s Diagnostic Imaging Department is American College of Radiology Accredited and has earned the designation as a Breast Imaging Center of Excellence. It has 113 team members at six locations. The department is supported by 10 board certified radiologists who read every image and are available around the clock. Annually, the team provides imaging for more than 149,000 procedures.

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Business Report | February 2016

HEALTH Bayhealth honors board member

The Bayhealth Foundation’s board of directors honored member Troy Windham whose term ended in December. Windham served the Bayhealth Foundation as a board member for nine years. He joined the board in 2007 and, most recently, held the posiWindham tion of board secretary. Board members of the Bayhealth Foundation help guide and support the organization’s activities and create opportunities for future fundraising initiatives.

Fowler joins Nanticoke

The Nanticoke Physician Network welcomes Alisa Fowler, FNP, APRN, to its active medical staff. Fowler will join Dr. Wadi at Nanticoke Physician Network Gastroenterology & Hepatology in Seaford. Fowler is certified through the American Academy of Nurse Practitioners Certification Program (AANPCP) and is a member of the American Association of Nurse Practitioners (AANP). She received her bachelor of science in nursing and MS Fowler in nursing: Family Nurse Practitioner (FNP) from Wilmington University

in Georgetown. Fowler previously worked for five years as a nurse at Beebe Medical Center.

Hospice welcomes Dr. Fields

Delaware Hospice welcomes Dr. Jo Ann Fields as associate medical director. Dr. Fields will be located at the Delaware Hospice Center in Milford working with hospice and Delaware Palliative patients. Dr. Fields brings an extensive medical background and knowledge of end of life care to Delaware Hospice. Through her experiences with internal medicine and being a primary care Fields physician for 19 years in Kent County as well as a former member of the Ethics Committee at Bayhealth-Kent Hospital her expertise is invaluable. Dr. Fields holds degrees from the Medical University of South Carolina, Charleston and North Carolina Baptist Hospital in Winston-Salem, N.C. She is a member of the American College of Physicians and Medical Society of Delaware.

Bayhealth Foundation ramps up Campaign for Bayhealth – Phase III

FOUNDATION RECEIVES DONATION - Nanticoke Health Services’ Employee Activities Committee (EAC) made a $3,500 donation recently to the Nanticoke Health Services’ Foundation. During the month of October, Nanticoke employees raised money through a bake sale, a Longaberger basket bingo, and by selling “pink” merchandise for Breast Cancer Awareness Month. Pictured, Steven A. Rose, president and CEO (fourth from left) accepted the donation on behalf of Nanticoke Health Services. EAC members pictured from left are Renee’ Morris, executive director, Foundation; Linda Wheatley; Gene Beebe; Alexandrea Marino; Chris Martinez, EAC president; Kim Purnell; Tracy Fiori; Lamar Purnell; and Barbara Hendricks, VP Human Resources and Support Services.

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Through the fundraising initiative called the Campaign for Bayhealth – Phase III, the Bayhealth Foundation is soliciting support for the new health campus in southern Delaware. The Foundation kicked off the quiet portion of the campaign in 2015. The Campaign for Bayhealth – Phase III – led by Bayhealth, Inc. Board Member and Campaign Chair William “Bill” Strickland – has a goal to raise $15 million in support of the new health campus.To meet their goals, Strickland and the committee closely collaborate with the Bayhealth Foundation staff and its president, Lindsay Rhodenbaugh, D.Min. The new health campus in southern Delaware will be more than a hospital; it will provide residents with local, convenient access to a wide array of medical services. In September, Bayhealth announced a partnership with Nemours/A.I. duPont Hospital for Children and Nemours SeniorCare to provide services at a dedicated facility located on the new health campus. As of Dec. 31, the Campaign for Bayhealth – Phase III has raised $7.5 million – nearly half of the effort’s total goal.

TOURISM

Keeping up-to-date with Tourism activities By Tina Coleman

Southern Delaware Tourism

One of the many ways Southern Delaware Tourism accomplishes its goal of promoting and encouraging sustainable, year-round tourism in Sussex County is to get the word out about all of the activities, festivals, and events that take place here for visitors to enjoy during their stays. One of the most important tools our office uses to spread the word is our website calendar. Our social media posts flow largely from our website calendar, as do our

photo or graphic that we can use to promote that event. If you have a photo or graphic to share, please send your event information and the respective image to us at the above email address rather than via the website form. Businesses wishing to share events with consumers who are interested in visiting Southern Delaware also have the option of advertising in Southern Delaware e-Scapes, the monthly newsletter broadcast by our office that is distributed to thousands of subscribers. Ads consist of a sidebar photo containing a website link, and a brief line of text. Advertisers can select the month(s) that they would like their ad to appear. There are discounted rates for extended ad buys. Advertisers receive click through numbers and the email addresses of subscribers who click on their ads. For information about advertising in e-Scapes, email Lana O’Holleran, marketing manager, at lanao@visitsoutherndelaware. com.

monthly consumer newsletters and our weekly hotel alerts. People are planning their annual vacations now, so it’s important that our calendar be as up to date as possible as early as possible. We are working now to populate the calendar with events scheduled to take place throughout the coming year. In the right hand sidebar of our website at www.visitsoutherndelaware.com sits an Upcoming Events block. The bottom of the block contains an Add Event link where our tourism partners can upload event details they’d like added to our calendar and/or social media. Events can also be emailed to us at southdel@ visitsoutherndelaware.com. That said, our calendar listings and social media posts consist of tourist-centric community events, activities, and festivals. We generally do not post events to our calendar that are presented by businesses unless they are likely to draw visitors from 50 or more miles away; however, we are often able to share such events via our Facebook and/or Twitter accounts. When you send an event to Southern Delaware Tourism, we ask that you include a

FEBRUARY 2016 CALENDAR

SCHEDULE YOURSELF FOR SUCCESS~ Call 302-856-1544 Feb. 3- 1st Wednesday- Chamber Economic Development Council Meeting-12:00 Noon-1:00PM; Georgetown Wesleyan Church-Georgetown. Special Presentation: Richard Beville, General Manager of Broad Valley Micro Fiber Networks will present an update on the installation of the fiber ring in Georgetown and its long-term benefit! - Lunch is served. All are welcome! ANNUAL CHOCOLATE FESTIVAL Organizers of the Rehoboth Beach Chocolate Festival are looking for food industry professionals to participate in the chocolate festival on Saturday, April 2, at the Atlantic Sands Hotel & Conference Center. Last year’s event sold out and more than 800 attendees are expected this year. The eight judged categories include: brownie, cake, candy, cookie, pie, ice cream, other and showpiece (nonedible). Event proceeds benefit Rehoboth Beach Main Street. For more information and to participate, contact Rehoboth Beach Main Street at 302-227-2772 or email info@ downtownrb.com.

In 2016, Strickland, the committee, and the Bayhealth Foundation will continue to invite members of the southern Delaware community and philanthropic organizations to take part in the effort. To find out how you can support Bayhealth’s new health campus through the Bayhealth Foundation, call 302-744-7015 or visit bayhealthfoundation.org.

Feb. 3- 1st Wednesday- Chamber Board of Directors’ Meeting-4:00 PM; NEW CHAMBER OFFICE- 827 East Market St. in Georgetown. Call 856-1544 for more information Feb.10- 2nd Wednesday- Chamber Breakfast Meeting-7:45 AM-8:45 AM; DEL TECH-Student Services Center, Executive Dining Room; $9 per person. Special Presentation: Glenn R. Sweeten Jr. / Financial Advisor/Edward Jones: Bring Balance to Your Budget- Sharpen your spending & saving strategy. RSVP by Tues. Feb. 9th by calling 302-856-1544 or email karen@georgetowncoc.com. Stay afterwards for Del Tech’s 1 Million Cups presentation from 9:00 am-10:00am. Feb. 12-Karen is scheduled for her first COLONOSCOPY! Feb. 15- PRESIDENTS’ DAY- Chamber Office will be closed. Feb.17- 3rd Wednesday- Chamber Mixer- 4:30 PM-6:30 PM; Host & Location TBD; Great opportunity to do some great networking, enjoy great refreshments and make some great connections! Call 302-856-1544 for more info. Feb.24- 4th Wednesday- Chamber Luncheon; 12:00 noon-1:00PM; CHEER Center in Georgetown$10 per person. Special Presentation: TBD- RSVP by Tues. Feb. 23rd by calling 302-856-1544 or email karen@georgetowncoc.com.

Call Us If You Want to Grow Your Business

302-856-1544

302-856-1577 Fax

827 East Market St., P.O. Box 1, Georgetown, DE 19947

info@georgetowncoc.com www.georgetowncoc.com

Business Report | February 2016

Protack named vice president

The Beebe Medical Foundation has promoted Thomas J. Protack to vice president of Development. He has served as the Foundation’s director of Development for two years. Beebe Medical Protack Foundation was established in 1989 to raise philanthropic support for Beebe Healthcare. Over the past 25 years, it has raised more than $60 million. Before joining the Foundation, Protack served as community engagement director of Sussex County Habitat for Humanity and is well known throughout Delaware for his commitment to improving the lives of others.

Matthews joins Edward Jones

Alexander C. Matthews has joined the Seaford office of the financial services firm Edward Jones as a branch office administrator (BOA). Matthews must successfully complete the firm’s in-depth online training program within six months to graduMatthews ate from the trainee

PERSONNEL FILE

designation into the position of branch office administrator. Matthews has lived in western Sussex County for 28 years.

Truitt named CEO

MidAtlantic Farm Credit announces the promotion of Thomas Truitt to chief executive officer. He is based in the association’s Westminster, Md. headquarters office. Truitt has been employed with Farm Credit since 1993, holding positions within the sales, credit, and IT departments. Since 2013, he has served as the chief operating officer for MidAtlantic Farm Credit. In his new role, Truitt will work closely with board members and staff to ensure the association achieves its overall goals and objectives and remains focused on fulfilling the Farm Credit mission.

Morris promoted to general manager Scott Kammerer, president and CEO of SoDel Concepts in Rehoboth Beach, has announced the promotion of Nick Morris to general manager of Matt’s Fish Camp in North Bethany Beach, one of eight restaurants in the SoDel Concepts family. Morris, who graduMorris ated from Seaford High School, attended Emerson College in Boston

where he studied creative writing. After briefly living in Philadelphia, he moved to the beach full-time in 2001. Morris’s first job in the industry was at Applebee’s where he was a server and bartender. He soon graduated to the independent restaurant scene along the coast. He moved to San Francisco, but returned to Delaware to help open a(MUSE.) in Rehoboth. He joined SoDel Concepts in 2012 as a bartender at Papa Grande’s Coastal Taqueria in Fenwick Island.

Soni joins Coldwell Banker

Coldwell Banker Resort Realty announces the addition of Nitan Soni to the firm’s Rehoboth Branch. Prior to joining Coldwell Banker Resort Realty, Soni spent 10 years in sports management as a varsity soccer coach at several schools throughout the region. He transitioned into a role as an IT business analyst for Gemalto, a data protection and information security firm, before accepting a position in federal government with the Department of Justice. Soni Soni moved to the United States from the UK in 2002 after graduating with his IT degree from Middlesex University in London. He received his master’s in education from Wesley College and a master’s degree in business administration from Delaware State. He resides in Lewes with his wife and two daughters.

Local writer honored

NEW BOARD OF DIRECTORS - The Chamber of Commerce for Greater Milford welcomes its 2016 executive board of directors. Milford area realtor/broker Terri Favata with Coldwell Banker Resort Realty will serve as president. Cheryl Doucette, owner/senior consultant for Resource Link Consulting, will serve her first term as vice president. Alicia Hollis, director of community relations at Kent Sussex Industries (KSI), is serving her second term as executive secretary. Milford M&T Bank manager, Christine Rust, will serve her second term as treasurer. Pictured from left, back row: Christine Rust, Alicia Hollis. Front row: Cheryl Doucette, Terri Favata. 14

Business Report | February 2016

Local writer Virginia Esteban, a columnist for the Mexican News Agency (AMEX), was presented the 2015 José Martí Gold Award, Outstanding Editorial Column, in Dallas, Texas recently, for her column, “¿Qué cara tiene el príncipe azul?” (How is the prince charming face?). The National Esteban Association of Hispanic Publication’s (NAHP) José Martí Awards are the largest Latino media awards in the United States.

RIBBON CUTTING - Bishop-Hastings Funeral Home in downtown Selbyville held a ribbon cutting ceremony recently to commemorate its new name. Family and friends, members of the Bethany-Fenwick Area Chamber of Commerce, Selbyville Mayor Clifton C. Murray and State Representative Ron Gray joined new owner, W. Bryan Bishop Jr., at the ceremony. Having worked at the funeral home since 1994, Bishop wanted to maintain the longstanding history of Hastings Funeral Home, which was founded in 1896, by simply adding Bishop to the name. Following the ribbon cutting, a reception was held in the funeral parlor. For more information, visit www.hastingsfuneralhome.net.

Business Report | February 2016

COVER STORY

Beebe Healthcare to expand and modernize Medical Center in Lewes $200 million project will help meet needs of growing population Delaware has the fifth-highest net migration rate in the nation for persons aged between 55 to 74 years of age, the state reports. Sussex County is also the state’s fastest-growing county in terms of older persons. To meet the needs of this growing and aging population, as well as the growth in the population of young families, Beebe Healthcare plans to expand the size and services of its Medical Center in Lewes. A two-phase project, estimated to cost nearly $200 million, will include the construction of a five-story addition to allow the Medical Center to have a total of 233 private rooms. Other project specifics include demolishing older sections of the Medical Center to allow for new and expanded operating rooms, heart procedure areas, and 200 more parking spaces. “The blue-and-glass façade will reflect Beebe’s connection to the sea, as well as represent the sophisticated and modern facility we have become,” said Jeffrey M. Fried, FACHE, President and CEO of Beebe Healthcare. Beebe was established in 1916 within eyesight of where the Delaware Bay meets the Atlantic Ocean. Its clinical teams have treated visitors and seagoing travelers, as well as local residents, for many decades. “We had considered the feasibility of replacing the Medical Center with a new facility to be built at the Beebe Health Campus outpatient location a few miles away in Rehoboth Beach,” said Rick Schaffner, Executive Vice President and Chief Operating Officer. “We decided that such a project would be cost prohibitive as existing infrastructure and the many modern medical technologies added at the Lewes campus in recent years would have to be replaced.” Instead, Beebe will continue to improve inpatient, surgical, women’s

Business Report | February 2016

President and CEO Jeff Fried and and Rich Schaffner, Executive Vice President and Chief Operating Officer, examine plans for a $200 million remodeling project at Beebe Healthcare’s Lewes campus.

health, and emergency services in Lewes, while it expands and improves outpatient programs at its convenient locations in Rehoboth Beach, Georgetown, Long Neck, Millsboro, Millville, and Milton. Existing outpatient programs include: Tunnell Cancer Center, Cardiac Rehabilitation, and the Dean Ornish Program for Reversing Heart Disease at Beebe’s Rehoboth Beach campus and Beebe HealthyBack at the campus in Georgetown. Beebe also offers Physical Rehabilitation, Lab and Diagnostic Imaging outpatient services at locations throughout southern Delaware. Once the Lewes campus project is completed, the Medical Center will have 237 licensed beds. Today, Beebe is licensed for 210 beds. The project, which will be presented to the Board of Adjustment for review before it can be heard by the full City Council, also

includes improved traffic flow elements that are sensitive to the surrounding neighborhood streets of historic Lewes. In keeping with the historic nature of the community and of Beebe’s historic connection to it, part of the early 20thcentury façade of the first hospital will be incorporated into the overall design. Once the project is approved, Beebe’s clinical team will take an active part in the design of patient and medical procedure areas. The construction project is anticipated to begin by 2019. “This expansion of the Medical Center, as well as our continued focus on expanding and improving our outpatient services throughout southern Delaware, reflects our vision for the future to help create a healthier Sussex County,” Mr. Fried said.

Beebe Healthcare Walk-In Care Expands Again Beebe Healthcare Walk-In Care at the Route 24 Beebe Health Campus in Rehoboth Beach opens this month. There is plenty of parking and the location is less than one mile west of Route 1. This Walk-In Care location will be open seven days a week from 8 a.m. to 8 p.m. Also housed in this single-story building are: Beebe Physical Rehabilitation Services, Beebe Imaging, Beebe Lab Express, and the Beebe Outpatient Surgery Center. Also located on the Beebe Health Campus are Beebe’s Tunnell Cancer Center and the Medical Arts Building. Beebe Walk-In Care allows patients to receive non-emergency and immediate care at a more affordable price. Examples of the illnesses and health problems that are appropriate for treatment in Walk-In Care include: upper respiratory infections; Bronchitis; Laryngitis; Strep throat/sore throat; allergies; cough, cold, flu; sinus infections; ear

infections; Swimmer’s ear; minor eye infections; pink eye, stye and abrasions; bladder infections; sprains and strains; minor burns, cuts and simple lacerations; uncomplicated neck and back pain; incision and drainage and simple splinting. Patients who have visited Beebe Walk-In Care locations can have their physicians obtain copies of their medical record from their walk-in experience. In addition, Beebe physicians can access their patients’ records through the electronic medical record system. The Rehoboth Walk-In Care will join these three existing Beebe Walk-In Care locations: • Georgetown Walk-In Care – located at 21635 Biden Avenue (Rt. 404/18 just west of Rt. 113). It is in the same building with Beebe outpatient services including Beebe Imaging, Beebe Lab Express, Beebe Physical Rehabilitation and Beebe HealthyBack. For more information on Georgetown, call (302) 856-9729.

• Millsboro Walk-In Care – located at 28538 DuPont Boulevard (Route 113). The location also houses Beebe Imaging and Beebe Lab Express. For more information on Millsboro, call (302) 934-5052. • Millville Walk-In Care – located in the Creekside Plaza on Route 26, (about five miles west of Route 1). It is located in the same complex with Beebe Imaging, Beebe Lab Express and Beebe Physical Rehabilitation (which offers physical therapy, occupational therapy, and speech and language pathology). For more information on Millville, call (302) 541-4175. In the event of a life-threatening illness or accident, please call 911. This will allow the patient to receive immediate, emergency treatment by emergency responders and to be taken to the nearest suitable hospital emergency room.

Another view of the Lewes campus planned expansion. 17

Business Report | February 2016

Finance SCFCU offers business services, solutions By Carol Kinsley

Sussex County Federal Credit Union (SCFCU) believes banking should be simple — for individuals and for businesses. Excess fees, high minimum balance requirements and restricted account transactions can reduce your profit margin. SCFCU has been serving members for more than 55 years, from its beginning as the original DuPont Nylon Federal Credit Union. There are now four locations: Seaford, Milford, Lewes and Millsboro. SCFCU takes pride in providing business account products, services and solutions that can that help maximize your company’s potential, increase income and reduce expenses. Every business is unique, and SCFCU provides a comprehensive range of products and services designed to meet the individual needs of each company. To ensure you’re not paying

too much for your current business checking account, call SCFCU’s Business Development Team for a complimentary, no-obligation cost analysis. Charter Business Checking accounts offer free online account access, free Visa debit card, overdraft protection, online access to federal tax depository services, coin and currency services, secure night depositories and drivethrough service. What’s more, SCFCU offers, at no additional cost, a Charter Partner Benefits Package that your employees will love. They can enjoy free checking, free bill pay, free instant-issue Visa debit card, access to 4,000 affiliated branches, mobile banking with photo check deposit, telephone banking, free notary service, free direct deposit, affordable loans and auto and homeowners insurance discounts. Christine Phillips, business development officer, outlined SCFCU’s Partnership Promise: “When you partner with Sussex

County Federal Credit Union, we promise to be a lifelong business partner, providing you with a partnership you can depend on and trust. Some of the most popular ways we work with our preferred companies to maximize credit union benefits include: • Convenient onsite enrollment; • Consumer literacy seminars, payroll inserts and financial education programs; • Designated credit union representative; • New hire orientation packets; • Increased direct deposit participation; • Access to consumer education and credit counseling; • Access for preferred charter partner employees to deposit and loan specials; • Bi-annual review of business accounts to ensure optimization of cash flow; • Safe and secure after-hours depositories; and • Competitive rates and terms on commerContinued on page 20

At Peninsula Financial Group, you’ll find knowledgeable advisors who offer you a customized approach to wealth management and financial planning that starts with your goals and dreams. We can help build your assets through: • INVESTMENTS: Mutual funds, ETFs, Munis, Stocks, Bonds, REITs, CDs, and more. Michael B. Johnson, President

GUIDING THE WAY TO YOUR FINANCIAL FREEDOM At Peninsula Financial Group, we firmly believe that people seeking financial freedom can be best served when their investments, insurance plans and taxes are coordinated. Our clients can receive all these services and more under one roof at Peninsula Financial Group.

• INSURANCE PLANS: life, health, Medicare supplements, annuities, Long-term care • TAXES: consultation and preparation for individuals, businesses and estates • BUSINESS RETIREMENT PLANS: 401(K), 403(b), SIMPLE, SEP and IRA Plans

Let our team of professional advisors work for you. Ask about our free consultation by calling 302-856-9778 or visit www.peninsulafinancialgroup.com Securities offered through Questar Capital Corporation (QCC). Member FINRA/SIPC. Advisory services offered through Questar Asset Management (QAM). A Registered Investment Advisor, Peninsula Financial Group is independent of QCC and QAM.

Business Report | February 2016

PFG offers investments, insurance, tax preparation Zoning Commission, appointed by the County Council. “Our philosophy is simple. We want to get to know you in order to help you make “What matters is not so much how much the best decisions possible. As a firm, our you make but how much you get to keep after focus is to understand your goals and develop taxes,” declared Michael B. Johnson, presia plan to reach them.” dent of Peninsula Financial Group (PFG) in To find out more about financial planGeorgetown. ning and learn how a sound financial plan can Johnson founded his investment and insurhelp you achieve your goals — call Peninsula ance business in 1986. As part of Peninsula Group at 302-856-9778 or visit1 9/18/14 the charter business 7.25inx9.375in-ad -sussex_Layout Financial Group, he continued the tax prepara-341481Financial By Carol Kinsley

tion business started in 1948 by his father, Layton Johnson, who passed away last year. “Johnsons have been doing income taxes in Georgetown for 68 years,” he said. “A number of Dad’s clients are in their 80s to 90s and we still do taxes and investments for them.” Johnson continued, “We offer a variety of services: investments — stocks, bonds, mutual funds, ETFs (exchange traded funds) and annuities — and life, health, long-term care and Medicare supplement insurance. And, of course, tax preparation, which is now limited to their investment clients. “It is our belief that folks are best served when their investments, insurance and taxes are coordinated, because these are all interrelated. That’s where we feel our strength is, and all those services are available under one roof here at Peninsula Financial Group.” Johnson has been in the investment and insurance business for 30 years. “I started doing taxes as a teenager, so I’ve had over 40 years tax experience,” he added. “I kind of live and breathe all three.” For the fourth year in a row, Mike has been recognized by his Broker Dealer, Questar Capital Corp., as a Platinum Elite Producer. Johnson’s partner in the investment business, Kit Ryan, is a certified financial planner with 20 years experience with an emphasis on retirement plans. The group also includes an insurance agent who specializes in Medicare and health insurance. “We truly are a group,” Johnson said. In addition to the three professionals, the group has three administrative staff members. You won’t get voice mail when you call; a person answers the phone. A Georgetown native, Johnson graduated from the University of Delaware, then received his master’s in business management from Central Michigan University. His father was mayor of Georgetown for 26 years, then Return Day town crier for 20 years. Mike Johnson himself has served his community for the past 11 years as a member of the Sussex County Planning and

office at 13 Bridgeville Road in Georgetown. Look for the 8-foot tall lighthouse. Johnson concluded, “Our goal is to help our clients minimize taxes, maximize income, and preserve assets so you can enjoy life.” Securities offered through Questar Capital Corp (QCC).

Member FINRA/SIPC.Advisory services offered through Questar Asset Management(QAM). Peninsula Financial

10:27 AM Page 1 Group is independent of QCC & QAM.

Banking should be simple. Expand the opportunities to maximize your company’s potential without breaking the bank, with these affordable financing tools:

• Commercial Real Estate Loans • Vehicle and Equipment Loans • Business Lines of Credit • Business Credit Cards • Merchant Services • Commercial Checking Accounts Charter a course for success with a complimentary business analysis consultation. Contact our Business Services Department at 302-629-0100 ext. 116.

Federally Insured by NCUA

Business Report | February 2016

LJT is a full service CPA group SCFCU By Carol Kinsley

It’s time to start thinking about filing income taxes. If you have anything more complex than a basic tax return, then you need someone like Lank, Johnson & Tull, Certified Public Accountants. As Brandon Tull suggests, if you use software to do your taxes yourself, and something’s done wrong and you have a problem with the IRS, “do you really think one of the big box solutions like H&R Block is going to help you?” Lank, Johnson & Tull is a full service Delaware CPA firm specializing in tax return preparation, governmental and nonprofit audits, business consulting, personal financial planning and many other accounting services. LJT forges lasting relationships with its clients and provides them with the knowledge and expertise that they deserve year round. After 40 years in business, the company has welcomed many of its clients’ dependents

— and their dependents — as primary filers themselves. This year, let a Delaware accountant at Lank, Johnson & Tull help you minimize your tax liability with their extensive knowledge of the tax code. LJT accountants are trained to consider all relevant Internal Revenue Service rules and regulations, as well as to assess the current economic and political climate in which you live and do business. Such considerations are key to effective tax planning. In 2014, LJT helped its clients collect $3.7 million in tax refunds. How much are you due? LJT has convenient locations in both Seaford and Milford. Recently, the firm merged with Messick, Ruff & Company and has experienced significant growth, largely in part due to the personal and professional successes of its loyal clientele. To schedule an appointment, call 302-6299543 or 302-422-3308 or visit www.delawarecpas.org.

Continued from page 18

cial loans.” Furthermore, Phillips said, “We love the idea of co-branding with our business members and helping them promote upcoming events or special announcements. This can be done via our exterior signs and our Facebook page.” What makes a credit union different from a bank or savings and loan institution? Like credit unions, these financial institutions accept deposits and make loans — but unlike credit unions, they are in business to make a profit. They are owned by groups of stockholders whose interests include earning a healthy return on their investments. Credit unions have to make enough to sustain their operating expenses, but any excess profits are returned to memberowners in the form of higher dividend rates, lower loan rates, or additional services. In 2015, a Patronage Dividend totaling $120,000 was given back to loyal members. To apply for Sussex County Federal Credit Union’s Charter Business Solutions, visit www.sussexcfcu.com; call the SCFCU Business Development Team, 302-6290100, ext. 116; or email bdoteam@sussexcfcu.com.

Habitat for Humanity celebrates 25th anniversary

Advocates for your bottom line. Workers Compensation Premium Recovery • Merchant Services Fee Optimization • Bank Service Fee Recovery & Optimization • Zero Cost Processing •

Cost Segregation • Property Tax Mitigation • Waste & Shipping Audits • Cell Phone Audits •

We have recovered over $350 million for our clients so far. Do you want to know how much you are entitled to? Kalbrosky Associates, LLC can help you increase your cash flow and reduce expenses.

www.KalbroskyAssociates.com 877-904-5753 x101 20

Business Report | February 2016

Habitat for Humanity proudly celebrates 25 years of service bringing people together to build homes, communities, and hope in Sussex County. Friends of Habitat are invited to the kickoff celebration on Saturday, March 12 from 6-10 p.m. at the Cheer Community Center on Sand Hill Road in Georgetown. Starting Feb. 1, tickets are available for $50 per person online at www.sussexcountyhabitat.org. Festivities will include dinner, live music, silent and live auctions, and a fun 50/50. Cocktail or business casual attire is appropriate. Please no jeans and no black tie. The evening is a celebration of and for the entire Habitat family including many Habitat homeowners, partner families, sponsors, donors, community partners, staff members and volunteers. All proceeds from the event will support Habitat’s affordable home repair, new construction, and family services programs. To donate goods or services for auction, purchase tickets, or explore advertising and sponsorship opportunities please contact Traci deWolfe at 302-855-1153 x209.

Kalbrosky Williams Insurance Agency has over 60 team helps years of experience working for customers bottom line By Carol Kinsley

By Carol Kinsley

What could your business do with $200,000 added to your bottom line? That’s the question posed by Kalbrosky Associates, a team of engineers, IP attorneys, senior tax consultants and service specialists with more than 20 years of cost reduction experience. In today’s economy, many companies are struggling to stay in business. Faced with rising costs, those that are still in business are having a difficult time growing. What if there was a way to reduce your expenses? What if there were government programs available to you on a state and federal level? This is where Kalbrosky Associates comes in. “We are advocates for your bottom line,” said Ira Kalbrosky. “We have recovered over $350 million for our clients so far. Do you want to know how much you are entitled to?” He continued, “It’s a no-lose situation. If we do not find your organization savings, there are no fees.” Kalbrosky’s team begins with a basic business assessment to determine if your business qualifies for services such as: • Worker’s Compensation Premium Recovery • Merchant Services Fee Optimization • Bank Service Fee Recovery and Optimization • Zero-Cost Processing for credit cards • Property Tax Mitigation • Shipping Audit and • Waste Audit. You may save through energy management systems, energy deregulation programs or conducting a utility audit. Larger companies may save on health insurance or human resource expenses. You might participate in a group purchasing organization to save on office and cleaning supplies, printing services, or food and kitchen supplies. Find out if you qualify. Visit www.kalbroskyassociates.com or call 877-904-5753, ext. 101. Kalbrosky Associates LLC is a member of Peninsula Commercial Alliance.

Williams Insurance Agency Inc. has been doing business in Delaware since 1948 and is, without a doubt, one of the largest insurance agencies in the state. A full-service independent agency specializing in both personal and commercial insurance, Williams has offices at the top and bottom of the state — in Wilmington and Rehoboth Beach — and a native from Smyrna covering points in between. Travers Downes, who comes from an insurance family, is the main agent for Kent County. "We are an independent agency, which means we work for our customers and not one individual company," Downes said. "We work with some of the nation’s leading insurance companies to help you design a customized policy that fits your needs, whether it's for your home, auto, or condominium." Williams also offers flood insurance to protect your

property. For commercial clients, Williams offers general liability, commercial property, commercial auto, commercial umbrella insurance, employment practices liability and worker's compensation. The company specializes in working with businesses in contracting, hospitality, social services and manufacturing areas. The News Journal recognized Williams Insurance Agency as one of its "Top Workplaces 2015." This recognition is based on surveys about the workplace completed by company employees. Williams' 44 employees agree theirs is a great place to work. "Service is Williams' No. 1 priority," Downes said. "We're dedicated to protecting our customers’ assets through the use of quality products and reputable, financially strong companies." Call today to see what Williams Insurance Agency can do for you: (302) 227-2501 or (302) 584-5629, or visit online at www.williamsagency.com.

Business Report | February 2016

$tand By Me offers free tax filing services Tax filers in Delaware can save $200 in tax preparation fees by using MyFreeTaxesDE.com, an online filing platform available free of charge through $tand By Me. For the fourth year in a row, individuals and families with household incomes of $62,000 or less in 2015 can take advantage of free

tax preparation services. $tand By Me will provide the MyFreeTaxes free tax-preparation software, which includes a free hotline staffed by IRS-certified income tax preparers to help qualified taxpayers file their returns. $tand By Me is a financial empowerment program that is a joint project of the State of Dela-

GOOD PEOPLE MAKE GOOD THINGS POSSIBLE.

A successful team doesn’t arise by chance. To capitalize on individual skills and abilities, it requires dedication, integrity and collaboration. To achieve your mission in investing, insurance or banking, choose an experienced team of professionals who are committed to making your financial mission possible.

shorebancshares.com

Business Report | February 2016

MISSION: IMPOSSIBLE

ware and United Way of Delaware. “Our goal has always been to assist low-to moderate-income taxpayers file their taxes without paying costly tax preparation fees,” said Mary Dupont, director of the Delaware Financial Empowerment Office in the Department of Health and Social Services. The program also helps Delawarean file their taxes accurately so they receive all the refund due to them and not pay more taxes than they should. Offering free English and Spanish tax support, MyFreeTaxes provides qualifying filers access to tax coaches and to self-file for free using a simple step-by-step process that includes free telephone, email and online chat support. The tax preparation program, powered by H&R Block, is safe, free and easy to use. According to MyFreeTaxes.com, more than 200,000 tax returns were filed on MyFreeTaxes.com in 2015, a 2,400 percent increase since the platform launched in 2009. Nationally, the program is funded by the Walmart Foundation, supported by United Way and backed by 1,000 partners, including the IRS, colleges and universities, nonprofit organizations, and state and local government agencies. “Helping people access free tax preparation and filing assistance is a valuable service that allows families to potentially save a lot of money and time,” said Michelle Taylor, President and CEO of United Way of Delaware. Before filing, MyFreeTaxes recommends that taxpayers get organized by gathering all documents that will be needed – forms such as W-2s, 1099s, bank account numbers, and mortgage/ income/interest statements. Then assemble the documents that are tax deductible, such as childcare expenses, business expenses, and charitable donations.Speaking with a tax preparer via the hot line can help find other deductible expenses the taxpayer may qualify for. The program will run through April 2016. For more information go to myfreetaxesde.com.

Good things are possible with CNB Established in 1876, CNB has been serving communities in both Delaware and Maryland for 140 years. With 12 convenient locations, CNB meets the banking needs of our local customers and our community through personalized services and products, convenient services and secure and reliable banking solutions. We know the long-term success of our business relies on the relationships we have built with our customers. Our employees also offer a personalized approach that makes banking a positive experience for our customers. This is enriched by the fact that our staff lives and works in the communities we serve and we invest in companies located on the Delmarva Peninsula. CNB has a dedicated commercial lending team who cares about your success and is here to help make your business goals possible. A conversation with one of our experienced loan officers is the first step on the journey to making your financial mission possible. After the initial phone conversation or meeting, your commercial banking officer will work with you to further understand and structure a loan to match your business needs. Loans are available for equipment & vehicles, commercial real estate, line of credit and business expansion. When it comes time to prepare the paperwork for your lending appointment, each situation may require different things but here are a few key items that are normally required. A summary of basic information about your business and up-to-date financial records including tax returns for the last three years. Personal information and financial records are also helpful to bring to your meeting. Finally, any supporting documents related to your specific project will give your lender a good picture to ensure your loan application process starts off on the right track. The stability and health of our bank allows us the flexibility to offer

more lending solutions than our nearby competitors. CNB has been rated as a superior 5-Star bank by Bauer Financial for strength, security and reliability. We believe that being a local bank is much more than opening a branch on every corner. It’s the critical role we take in channeling loans to our depositor’s neighborhoods, thereby helping to keep our communities vibrant and growing. As a local bank, we focus our attention on the needs of local businesses and our commercial banking officers as well as executive management are accessible to our customers. CNB is a member of the Shore Bancshares community of companies, the largest independent financial services company to offer banking, insurance and wealth management services to families and businesses on the Delmarva Peninsula. We are able to provide businesses and individuals with just about any financial

service they need. The Shore Bancshares community of companies also includes The Talbot Bank, Wye Financial & Trust, Avon-Dixon Agency, LLC, Elliott Wilson Insurance, LLC, Freestate and Son, and Jack Martin & Associates, Inc. Contact a member of our Team Possible today to start a conversation about your next business transaction: Stephen Wright, Regional Manager, 302-2841631; John Augustus, V.P. Commercial Banking Officer, 302-284-1635; Brian Cannelongo, V.P. Commercial Banking Officer, 302-449-6320, Middletown Area Lending Office. For more information about CNB, visit our website at cnb-bank.com. Member FDIC. Equal Housing Lender. For more information about Shore Bancshares and its community of companies, visit the website at shorebancshares.com

Full service Insurance Agency covering Personal, Commercial, Life, Health, Employee Benefits & Financial Services. Covering businesses & families in Kent, New Castle, & Sussex counties. TRAVERS DOWNES 302-584-5629

www.williamsagency.com 23

Business Report | February 2016

County Bank focused on quality customer service By Carol Kinsley

David E. Gillan, chairman and CEO of County Bank, is bullish on the economy, optimistic about the local market and a believer in the important role of small, local banks. County Bank opened 25 years ago, created by Richard Derrickson, chairman for many years, and Harold Slatcher, CEO and president until retiring in 2012. The independent bank was formed entirely by local businessmen who started with $5 million in capital. Assets now total $337 million, and County Bank has seven full-service locations: Rehoboth, Long Neck, Millville, Milford, Georgetown, Milton and Lewes. “All banks offer essentially the same products,” Gillan said. “What differentiates them is good customer service, which County Bank truly offers. “With seven branches we have an opportunity for more meaningful customer relations. Most employees in our branches can do any job in the branch; customers are not shuffled

to another person. When you call, you don’t talk to an automated voice response unit. You talk to people. That goes a long way; it’s what customers want.”

Having several branches with a great staff is an active and integral part of County Bank’s plan. As the nature of business has changed, it’s hard for retailers and bankers to differentiate themselves unless they go online, Gillan continued. “We have online and telephone banking, which is going very well, particularly among younger people. But we’re skewed more toward older demographics here, and our branches are well received. Our folks are very well trained. They’re problem solvers, not just

Complimentary Review Do you have the right investments in place to help you meet your financial goals? At Edward Jones, our business is to help people find solutions for their long-term financial goals. Edward Jones ranked “Highest in Investor Satisfaction With Full Service Brokerage Firms, in a Tie” in the J.D. Power 2015 Full Service Investor Satisfaction StudySM. Edward Jones received the highest numerical score among full service brokerage firms in a tie in the proprietary J.D. Power 2015 U.S. Full Service Investor Satisfaction StudySM. Study based on responses from 5,351 investors who used fullservice investment institutions. 18 investment firms which received a representative sample of investor opinions were measured on 7 factors: investment advisor; investment performance; account information; account offerings; commissions and fees; website; and problem resolution. Proprietary study results are based on experiences and perceptions of consumers surveyed in January– February 2015. Your experiences may vary. Rating may not be indicative of future performance and may not be representative of any one client’s experience because it reflects an average of experiences of responding clients. Visit jdpower.com.

Melinda R Tingle, AAMS® 204 E. Front St. Laurel, DE 19956 302-875-0355

Call or visit your local Edward Jones financial advisor today. 24

Business Report | February 2016

John F Rittenhouse Sr, AAMS® 559 N. Hall St. Seaford, DE 19973 302-629-6094

check cashers.” Gillan said County Bank reaches out to customers. “We tracked 10,000 calls to customers last year.” Staff members call to follow up or to note they haven’t seen a customer lately and to Gillan make sure everything is okay. “That’s not a service you find in a bigger bank,” he said. “Here, when we ask ‘How are you?’ we actually care. We listen. We want to be reflective of what’s going on with our customers.” County Bank also is actively involved in the community. Last year the seven branches were involved in a total of 243 community service events, Gillan noted. He quoted the slogan, “We have roots here, not just branches.” A lot of people are coming to Sussex County to retire, discovering a good economy, low tax base and “a great place to live,” Gillan said. The real estate market is not quite at the 2005-2006 sales volume, he continued, but there has been very good, steady growth since the low point in 2009. “Real estate has improved quite a bit in the last five to six years, and interest rates are still low.” The recent interest rate hike by the Federal Reserve — up 0.25 percent — will not affect mortgages much, said Gillan, who is a member of the Community Depository Institution Advisory Council at the Federal Reserve in Philadelphia. Most fixed rate mortgages are priced looking at the 10-year treasury rate, Gillan explained, “so don’t anticipate huge impacts with interest rate increases.” As for savings, “on the deposit side, as all banks start to move, (interest earned on savings) will start to move as well. The deposit rate moves more slowly than commercial loans.” County Bank has a solid reputation of outstanding service to its customers and communities. Call today to see what County Bank can do for you. Corporate headquarters are at 19927 Shuttle Road in Rehoboth Beach, telephone 302-226-9800. Visit online at www.countybankdel.com.

First State Manufacturing receives pair of contracts First State Manufacturing announces that they have been awarded two new multi-year contracts with Amtrak to provide repair and refurbishment of upholstered needs and to operate a distribution center supplying new cushions for the Amtrak fleet. “We have worked closely with Amtrak for the past few years to determine how First State Manufacturing could streamline manufacturing processes, provide quality work and satisfy the tremendous needs of Amtrak. We have successfully been manufacturing and delivering new cushions, cutting carpet and shipping with on-time delivery and this is an extension of that work,” said President and CEO Dave Hitchens. Hitchens commented, “Amtrak serves nearly 31 million passengers averaging almost 85,000 daily passengers, causing a great amount of wear and tear on their fleet. First State Manufacturing is very excited to now be contributing to the effort of providing comfort to every one of Amtrak’s passengers.” First State Manufacturing currently works with Amtrak on a smaller scale as well as manufacturing proprietary products and working with other partners that include the North Carolina Department of Transportation operated by RailPlan, Massachusetts Transit operated by Keolis, WashingtonMetro Area Transit Authority and both national and international military partners that include the manufacture of V22 Osprey seats, plugs and covers; C130 cargo aircraft seating solutions; C5 aircraft refurbishment; missile and truck covers, covers and upholstery for amusement park rides and pharmaceutical supplies. “In addition to adding the custom cut and sewing of new cushion covers, foam fabrication, rehabilitating existing cushions and carpet cutting for Amtrak, First State Manufacturing is in the process of reallocating existing space and renovating the other half of our 75,000 square foot facility in order to house the new distribution center which will double the footprint of our workable space,” said Hitchens. To learn more about First State Manufacturing, go to www.FirstStateMfg. com, or contact 302 424 4520.

Finding the right financial advisor By Melinda Tingle and John Rittenhouse Edward Jones Investments

There’s a lot to know about investing, so it’s a good idea to get some professional help. But how can you choose a financial advisor that’s right for you? As you interview prospects, consider: Does this financial advisor … • Understand you? You want a financial advisor who will take the time to get to know you and your family, your goals and what’s important to you. • Clearly explain investing? You want to work with someone who will help educate you on investment topics and answer all your questions. • Know your investment style? Your advisor needs to understand your investment personality – whether aggressive, moderate or conservative. • Have a certain investment philosophy? Some financial advisors have an overriding

investment philosophy that governs many of their recommendations — and it may differ from yours. You need to find this out before you start working with someone. • Communicate frequently? You need a good communicator who will regularly let you know if you’re on track or make suggestions if you’re not. • Avoid making big promises? Be wary of financial advisors who claim they can consistently achieve high returns for you – there are very few guarantees in the investment world. • Explain how he or she will be compensated? Financial advisors get paid in various ways, often in some combination of fees and commissions. Any reputable professional will be upfront about his or her charges. Take the time you need to find a financial advisor who is well-suited to work with you. After all, you’re enlisting the help of someone who can have a big impact on your financial future. Start by calling John Rittenhouse in Seaford at 302-629-6094 or Melinda Tingle in Laurel at 302-875-0355.

Business Report | February 2016

BUSINESS LICENSES

DELMAR Hales, Reece G., Jr., Kelly’s Used Cars; 36963 Sussex Hwy., Delmar; motor vehicle dealer Hill, Joy W., Love, Byrd; 11511 E. Snake Rd., Delmar; wholesaler-any products Norval Lending; 10977 State St., Delmar; finance or small loan agency

Greene Business Support Services; 117 Lady Bug Dr., Dover; retailer-various products Hullette, Caroline C., Busy Bees Childcare; 480 Independence Blvd., Dover; professional and/or personal services Industrial Gases & Welding, IG&W LLC: 910 Walker Rd., Ste. D, Dover; mercantile or collection agency Julie Nies LLC; 1380 S. State St., Dover; commercial lessor Kabiru, Stephen, Crown Shipping USA LLC; 15 Brittingham Dr., Dover; broker Lee, Geraldine E., Gerri’s Journals; 526 Carrington Dr., Dover; professional and/or personal services Mehaffey , Alice M., Kittens Quilting & Embroidery; 1896 Upper King Rd., Dover; retailer-catalogue & mail order house Mensh, Michael, Community Computer Services; 33 Waters Edge Dr., Dover; professional and/or personal services Mover & Junk Remover; 73 Greentree Dr. #324, Dover; drayperson/mover Premier Physical Therapy; 642 S. Queen St., Ste. 101, Dover; professional servicesphysical therapist Seeney, Kristin A.; 321 Norway Dr., Dover; professional and/or personal services Therapeutic Nutrition LLC; 215 Shadybrook Dr., Dover; professional and/or personal services West Dover Dental LLC; 125 Greentree Dr., Ste. 2, Dover; professional servicesdental office Williams, Christopher A., Enact Development; 438 Country Dr., Apt. K, Dover; professional and/or personal services

DOVER Anderson Management LLC; 183 N. Fairfield Dr., Dover; commercial lessor Artful Wellness Body Works; 589 N. Dupont Hwy., Dover; professional and/or personal services Born to Game; 631 Roberta Ave., Dover; retailer-various products Christine Fox DMD LLC; 32895 Coastal Highway, Unit 102, Dover; professional services-dental office Dover Wireless LLC; 235 W. Loockerman St., Dover; retailer-eletrical goods Duka Inc.; 8 The Green, Ste. A., Dover; retailer-various products Friedman Faye, Faye Bibee-Friedman; 121 W. Loockerman St., Dover; professional services-counselor Go-Glass Joy LLC, Mr. Go-Glass; 3895 N. Dupont Hwy., Dover; contractor-residential/retailer-various products

GEORGETOWN Boni Landscaping LLC; 404 N. Bedford St., Georgetown; professional and/or personal services FBK Partners Inc.; 21649 Cedar Creek Ave., Georgetown; manufacturer-rubber/ misc plastic products Garvilla Services Inc.; 22025 Hardscrabble Rd., Georgetown; contractorresidential Harbeson Cycle LLC; 24215 Lewes Georgetown Hwy., Georgetown; personal service-motor vehicle service Herbert Holdings LLC; 20262 Donovans Rd., Georgetown; commercial lessor J Givens LLC; 26764 Avalon Rd., Georgetown; personal services-general repairperson Next Generation LLC; 21883 Hickory Dr., Georgetown; drayperson/mover RER-GLCP; 105 S. Race St., Georgetown; contractor-residential

BETHANY BEACH Estuary Development LLC; 33309 Kent Ave., Bethany Beach; professional and/or personal services BRIDGEVILLE Bridgeville BP Inc.; 18705 Sussex Hwy., Bridgeville; retailer-petroleum products/ retailer-tobacco/retailer-E911 prepaid wireless services Dickson, Joshua D., Extreme Measures by Josh Dickson; 17417 Mewadow Dr., Bridgeville; contractor-residential McDowell, Brianne, Infinite Graphics; 310 S. Laws St., Bridgeville; professional and/or personal services Redden Road LLC; 9126 Redden Rd., Bridgeville; commercial lessor Santilla Enterprises; 9121 Antique Ally, Bridgeville; retailer-various products Schroeder, Danielle L., Dani Lane Photography; 17731 Meadow Dr., Bridgeville; photographer CAMDEN Conner, Roseann, Country Rose; 15 Dill Ln., Camden; retailer-various products R Difava, LLC, Chick-Fil-A at Camden Tower Center; 4044 S. Dupont Hwy., Camden; retailer-restaurant

Business Report | February 2016

SOPB Exchangors LLC; 406 S. Bedford St., Ste. 1, Georgetown; professional services-income tax consultant Wilson Builders LLC; 403 Franklin St., Georgetown; contractor-residential GREENWOOD Buckleburys; 12058 Sussex Hwy., Greenwood; retailer-various products Greenspots; 12266 Sussex Hwy., Greenwood; retailer-various products Strader, Jonathan D., Strader’s Auto Detailing; 10161 Shawnee Rd., Greenwood; professional and/or personal services HARRINGTON Active Cleaning Service; 419 Pleasant Pine Cir., Harrington; contractor-residential Goode Cleaning Inc.; 229 Beaver Pond Rd., Harrington; professional and/or personal services Gordon, Marylyn, Let it Shine; 69 Jefferson Woods Dr., Harrington; professional and/or personal services Peebles, Ashley M., Wild Child Designs by Ashley; 3 North St., Harrington; retailervarious products Thompson, Lauren E., Lauren Ruskey Photography; 211 Delaware Ave., Harrington; photographer LAUREL Chris’s Attic; 15074 Arvey Rd., Laurel; retailer-catalogue & mail order house JGRC Inc., Skywatch Electronics; 537 E. 4th St., Laurel; retailer-various products Mattress Clearing House; 32121 Lous Discount Ln., Laurel; retailer-furniture & fixtures Santilla Enterprises; 30734 Al Jan Dr., Laurel; retailer-various products Wilson, Michael J., On the Spot; 30993 Tail Feather Run., Laurel; personal servicecar wash LEWES Adjustablebeds Center LLC; 17436 Slipper Shell Way, Unit 24, Lewes; wholesaler-furniture & fixtures Bachman, James C., Henlopen Overhead Door, Lewes; contractor-residential Carolton Group LLC, Peninsula Gallery; 520 E. Savannah Rd., Lewes; retailer-furniture & fixtures Clouting, Kevin R., Kevin4Hire; 18492 Stamper Dr., Lewes; professional and/or personal services Computational Resources Org., LLC; 313 Lightship Ln., Lewes; professional and/or personal services CR Improvement LLC; 34341 Summerlyn Dr., Apt. 305, Lewes; contrac-

tor-residential Go-Glass Joy LLC, Mr. Go-Glass; 17701 Dartmouth Dr., Unit 3, Lewes; retailer-various products Hear on the Shore; 119 W. 3rd St., Lewes; professional services-medical office Letcher, Gary R.; 35618 Peregrine Rd., Lewes; professional services-legal office Meritrust ARS LLC, Meritrust Asset Recoveries; 23290 Bridgeway Dr. W, Lewes; professional and/or personal services Military and Tactical Supply; 20062 Beaver Dam Rd., Lewes; retailer-dry goods & apparel Nickerson III, Thomas W.; 20941 Pickwicke Rd., Lewes; contractor-residential Premier Physical Therapy; 20268 Plantations Rd., Ste. B, Lewes; professional services-physical therapist Red Bandana Estates Inc.; 16192 Coastal Hwy., Lewes; finance or small loan agency Salt Bleu; 33065 Nassau Loop, Lewes; professional and/or personal services The Little Guyz LLC; 33125 W. Dorchester St., Lewes; contractor-residential Thomson, Theodore A., Pilottown Resources; 7 Blue Heron Dr., Lewes; professional and/or personal services-unclassified MILFORD Accurate Chiropractic Associates; 800 Airport Rd., Ste. 103, Milford; professional services-medical office Blue Diamond Pools Inc.; 453 Bay Ave., Milford; professional and/or personal services D&Z Accounting Services; 282B N. Rehoboth Blvd., Milford; professional services-public accountant McGee, Barbara, Hairport Family Salon; 105 Causey Ave., Milford; personal servicesbeautician Occupational Therapy of Delaware; 12 Church St., Milford; professional servicesoccupational therapist Photography by Deanna Michele; 641 Hammond Dr., Milford; photographer TRMM Industries LLC; 104 McCoy St., Milford; professional and/or personal services Zabel, Shannon R., S and D Catering; 6876 Sharps Rd., Milford; retailer-restaurant MILLSBORO Corso, John, Corso Contracting Services; 32473 Mariners Way, Millsboro; contractorresidential Del Coast Exterior LLC; 35430 Sussex Ln., Millsboro; contractor-residential Moore, Glenn Clinton III, Moore Speed & Performance; 23562 Willow Dr., Millsboro; retailer-various products

SEAFORD Arundel Company LLC, Vulcan Materials Company; 26056 River Rd., Seaford; wholesaler-various products/retailer-various products China Wok Cuisine Inc., China Wok; 9577 Bridgeville Ctr., Unit 3, Seaford; retailer-restaurant Michel Multi-Services LLC; 107 N. Pine St., Seaford; professional services-income tax consultant Rays and Sons Mechanical LLC, Rays and Sons; 307 S. Winding Brooke Dr., Seaford; contractor-residential Smack’s Contracting Services LLC; 21259 Camp Rd., Seaford; contractor-residential SMYRNA

Dunphy, Brian K., Dunphy’s Handgun Training; 385 Massey Church Rd., Smyrna; professional and/or personal services Grantlin Fabrication LLC; 872 Blackbird Greenspring Rd., Smyrna; contractor-residential Patel, Mehul and Chetan; 131 Dodge Dr., Smyrna; commercial lessor O’Brien, Spencer D., Southern View Services; 479 Southern View Dr., Smyrna; professional and/or personal services-unclassified Premier Physical Therapy; 100 S. Main St., Ste. 300, Smyrna; professional servicesphysical therapist Ralph Cahall & Son Inc.; 2180 Bryn Zion Rd., Smyrna; contractor-residential Wayne A. Barton; 526 Cindy Ln., Smyrna; contractor-residential

RIBBON CUTTING - The Central Delaware Chamber of Commerce (CDCC) joined The Salvation Army in Dover for a ribbon cutting ceremony recently to celebrate their membership with the CDCC. The Salvation Army is located at 611 Forest St., Dover. Lts. Felix and Johanalexis Torres are the Corps officers/pastor. The Salvation Army helps with crisis alleviation, offers a Soup Kitchen, and has kids/music programs on Wednesdays and church services on Sundays. For more information about their services, call 302-678-9551.

142 East Market Street, PO Box 751 Georgetown, DE 19947-0751

Attorneys at Law John A. Sergovic, Jr. Shannon Carmean Burton David J. Weidman

Leslie Case DiPietro Seth L. Thompson Elizabeth L. Souceck

Real Estate / Civil Litagation / Family Law / Wills & Estates / Probate / Guardianships Construction Litigation / Land Use Regulation / Zoning / Business Law & Formation Commercial & Residential / Landlord/Tenant

P 302-855-1260 | F 302-855-1270 | www.scdelaw.com 27

Business Report | February 2016

Email marketing done right in 10 steps By Patricia Rivera

Some email marketing providers make it so easy to send out enewsletters that many people do so without first crafting a strategy. As a result, their campaigns are ineffective or difficult to sustain. A strategy is one of the most important — and the most overlooked — elements of a successful email marketing campaign. Here’s a 10-step process to help you develop one: 1. Set goals for your email marketing. What do you want to accomplish? Are you looking to sell more of a particular service? Or do you want to rise as an authority in your industry or community. How will you will measure your email campaign’s success? Ideally, you should identify your goals for the next three to six months. 2. Determine your status and budget. Review the nuts and bolts of your strategy. How many email addresses do you have? How will you acquire more? Do you have staff to help, will you do it yourself, or will you outsource? This is the time to determine how the enewsletter will get done on a regular basis. 3. Look at the competition. Research as much as you can about your competitors. Get on their email marketing lists. Find out if their emails are informational or promotional. Think about what you like and don’t like about the enewsletters, and consider what you can provide to your ideal clients that they may not get from the competition. 4. Study your ideal client. Think through the needs of your ideal clients. Gauge how much time you think a

customer will spend reading your emails. What’s important to them, what would they be interested in reading? What do they need to know to help them progress in the engagement cycle? 5. Decide on frequency. Some companies send out enewsletters on a weekly basis and keep them short, no more than three paragraphs. See what your competitors do, then determine what works for you. Most organizations sent out a monthly newsletter. Gone are the days of long enewsletters. Nowadays, less is more when it comes to content length. 6. Brainstorm ideas for a content or editorial calendar scheduled at least six months in advance. Think about regular columns that could be included in your newsletter (and added to your website). If you send out a monthly newsletter, for example, you may want to include: • a longer “newsier” story about a development in your organization or industry • a shorter article that profiles a service or a success story • a message from the head of your organization a very clear call to action (more on • this below) As you brainstorm, consider developing a theme for each issue in advance, like magazines. Also keep in mind holidays, seasons, buying cycles, upcoming events and happenings in your industry. 7. Design an email template. Just like your website, every email that goes out should have a uniform look and feel. Consistency is important for branding. Use the same color palette as your website. Just as importantly, use responsive templates that are easy to read on a smartphone. One out of two people open their enewsletters on

Mon.-Sat. 9 am - 9 pm • Sunday 10 am - 6 pm

Long Neck, DE Middletown Crossing Rehoboth, DE Milford, DE 28

302-945-2113 302-376-1616 302-226-2300 302-424-8373

Business Report | February 2016

Smyrna, DE 302-653-1515 Seaford, DE 302-628-1001 Or Any of Our 27 Locations! www.concordpetfoods.com

their mobile device. Always keep that in mind when designing your template. 8. Write relevant content that includes actionable language. Nobody wants to read a rambling email. Keep your content clear Rivera and concise. Journalists usually write with what is called an inverted pyramid style, which places the most crucial information at the beginning. This is also a good approach for newsletter articles. A concise, wellorganized email that gets to the point shows that you value their time and are considerate of their needs. Any text longer than three paragraphs should continue via a link on your website. Otherwise, the email becomes too long. Also, don’t forget those important calls to action! Tell the reader exactly what you want them to do by using verbs like call, read, visit, etc. 9. Develop effective subject lines. If you don’t pique your readers’ interest with your subject line, they won’t open the email. It’s that simple. Play with a variety of interesting subjects and test them on your readers. Keep the subject lines short, snappy and spamfree, meaning you avoid using all caps and multiple exclamation points. Stay away from language like “buy now” or “free.” Give them a reason to open it immediately by making it about them (use “you”). 10. Look for ways to improve upon your results. Creating an email template, matching the graphics to your brand and website, and writing good content is only half of the work that needs to be done. The other 50 percent is analyzing your email tracking reports and planning your future campaigns based on what you learn about customers and how they are responding to your content. Always look for ways to improve your open rate and link results. Patricia V. Rivera, owner of Hook PR Group, is also a Master Certified Email Marketer with Constant Contact. Learn more at www.hookpr.com.

Vol. 19 No. 5 PRESIDENT

Bryant Richardson TREASURER

Carol Wright Richardson PUBLISHER

Mike McClure

2016 Chamber officers and directors: from left, first row, center: Angela Emerson, SCAOR, president. Second row: Helen Kruger, Kruger Trailers, board member; Linda Price, Fulton Bank, board secretary; Bill West, mayor, Town of Georgetown, board member; John Rieley, Citizens Bank, immediate past president; Maria Porter, La Esperanza, 1st vice president. Third row: Judy Dean, ReMax Associates, 2nd vice president; John Rodriguez, First State Community Loan Fund, board member; Ben Gray, Microtel Inn & Suites, board member; Josie Cicerale, Lavender Fields, board member, Anthony DelFranco, CHEER, board member; Chris Moody, DTCC, board member; Sarah Timmons, Raymond F. Book & Associates, board member; Karin Joensen, Confetti Dreams, immediate past president. Not pictured: Joan Tyndall, Sergovic, Carmean & Weidman, board treasurer.

COMPOSITION

Rachel Farris Elaine Schneider Tina Reaser Karen Cherrix Cassie Kraemer

Georgetown Chamber hosts lunch

The Greater Georgetown Chamber of Commerce hosted a special luncheon in December at the CHEER Center in Georgetown to recognize its extraordinary volunteers, 2015 Small Business of the Year award winners, and install its 2016 board of directors. Also recognized for their service were those board members not returning in 2016 which include Stephen Hartstein, Insurance Market; Patricia Rivera, Hook PR Group; Bernice Edwards, FSCAA; and Lit Dryden, LegalShield & Identity Theft. Lit Dryden received the chamberâ&#x20AC;&#x2122;s first

VP OF MARKETING

Chris Redman SALES

Legacy Award for his long-term service to the Georgetown Chamber as a past president, multi-term officer and director, and for his extraordinary civic leadership in the Georgetown community. Sen. Brian Pettyjohn and Rep. Ruth Briggs King presented special state tributes to the award winners. The following leaders were recognized with 2015 Small Business of the Year awards: Lighthouse Catering - Trailblazer; CHEER, Inc. - Nonprofit; Mercantile Processing, Inc. Business.

Rick Cullen Greg English Mark Waterhouse C O N TA C T

Morning Star Publications 302-629-9788 951 Norman Eskridge Hwy. Seaford, DE 19973

msbusinessreport.com

businessreport@mspublications.com sales@mspublications.com

Hereâ&#x20AC;&#x2122;s To Success!

Focusing on the ambition and innovation that make Delaware businesses uniqu

The March issue of the Business Report will focus on

young professionals Along with a half page ad, we will include a 500 word arcticle about your business. With a third page ad, there will be a 250 word article. All articles will be written by our staff writer.

please recycle

Call 302.262.9137 or email credman@mspublications.com 29

Business Report | February 2016

BUSINESS DIRECTORY ACCOUNTING Horty & Horty, P.A. Doug Phillips, CPA, Cr.FA 302-730-4560 cpainfo@horty.com 3702 N. DuPont Hwy. Dover, DE 19901 ADVERTISING Morning Star Business Report Mike McClure 302-629-9788 302-629-9243 fax www.msbusinessreport.com sales@mspublications.com 951 Norman Eskridge Hwy. P.O. Box 1000 Seaford, DE 19973

ARCHITECTS & ENGINEERS Davis Bowen & Friedel, Inc. Michael Wheedleton AIA Randy Duplechain P.E. 302-424-1441 302-424-0430 Fax www. dbfinc.com milford@dbfinc.com 23 N. Walnut St. Milford, DE 19963 BUSINESS BROKERAGE Landmark Commercial LTD Licensed in DE, MD and VA Don Blouch 410-827-7200 410-827-7790 fax www.landmark-commercial. com broker@landmark-commercial. com P.O. Box 158 Wye Mills. MD 21679 CHAMBER OF COMMERCE Bethany-Fenwick Area Chamber of Commerce Kristie Maravalli 302-539-2100 302-539-9434 fax www.bethany-fenwick.org info@bethany-fenwick.org 36913 Coastal Highway Fenwick Island, DE 19944

Business Report | February 2016

Central Delaware Chamber of Commerce Judy Diogo 302-734-7513 302-678-0189 fax www.cdcc.net jdiogo@cdcc.net 435 N. DuPont Hwy. Dover, DE 19901 Chamber of Commerce for Greater Milford Jo Schmeiser 302-422-3344 302-422-7503 fax www.milfordchamber.com 411 N. Rehoboth Blvd. Milford, DE 19963 Georgetown Chamber of Commerce Karen Duffield 302-856-1544 302-856-1577 fax www.georgetowncoc.com info@georgetowncoc.com 827 E. Market St., PO Box 1 Georgetown, DE 19947 Lewes Chamber of Commerce Betsy Reamer 302-645-8073 Toll Free 877-465-3937 302-645-8412 fax www.leweschamber.com inquiry@leweschamber.com 120 Kings Hwy., P.O. Box 1 Lewes, DE 19958 Greater Millsboro Chamber of Commerce Amy Simmons 302-934-6777 302-934-6065 fax www.millsborochamber.com info@millsborochamber.com P.O. Box 187 Millsboro, DE 19966 Milton Chamber of Commerce Lisa Sumstine 302-684-1101 www.historicmilton.com chamber@historicmilton.com P.O. Box 61 Milton, DE 19968

Rehoboth Beach - Dewey Beach Chamber of Commerce & Visitor Center Carol Everhart 302-227-6446 302-227-2233 ext. 13 302-227-8351 fax www.beach-fun.com carol@beach-fun.com 501 Rehoboth Ave. Rehoboth Beach, DE 19971 Greater Seaford Chamber of Commerce Lynn Brocato 302-629-9690 302-629-0281 fax www.seafordchamber.com admin@seafordchamber.com 304 A High St. Seaford, DE 19973

CREDIT CARD PROCESSING First Merchant Services Ronald W. Burke 302-875-5645 302-875-0935 fax www.firstmerchantservices.biz rburke@firstmerchant.us 14034 Johnson Road Laurel, DE 19956

EDUCATION Delaware Technical Community College Corporate and Community Programs Christopher M. Moody, Director (302) 259-6330 302-259-6759 fax www.dtcc.edu/continuingeducation cmoody@dtcc.edu Carter Partnership Center 21179 College Drive Georgetown, DE 19947 University of Delaware Professional & Continuing Studies Tara Kee 866-820-0238 302-831-3292 fax www.pcs.udel.edu continuing-ed@udel.edu

FINANCIAL Bank of Delmarva Scott Rukowicz 302-875-5901 302-875-1766 fax www.bankofdelmarva.com srukowicz@bankofdelmarva. com 200 East Market St. Laurel, DE 19956 County Bank 7 Sussex County Locations 302-226-9800 302-226-3182 fax www.CountyBankDel.com 19927 Shuttle Rd. (Main Office) Rehoboth Beach, DE 19971 Del One Federal Credit Union 9 Statewide Locations Amy Resh 302-672-1492 302-739-1790 fax www.Del-One.org amy.resh@del-one.org 270 Beiser Blvd. Dover, DE 19904 Delaware State Police Federal Credit Union Stephen Cimo 302-856-3501 ext. 120 302-856-2539 fax www.dspfcu.com scimo@dspfcu.com P.O. Box 800 Georgetown, DE 19947 Dover Federal Credit Union 302-678-8000 www.doverfcu.com mbrsvc@doverfcu.com 1075 Silver Lake Blvd. Dover, DE 19904 Sussex County Federal Credit Union Sharee Coleman 302-629-0100 302-629-0966 fax www.sussexcfcu.com scoleman@sussexcfcu.com 1941 Bridgeville Hwy. Seaford, DE 19973

BUSINESS DIRECTORY FUNERAL SERVICES Watson Yates Funeral Home Gary Yates 302-629-8561 302-629-7961 fax Front & King St. Seaford, DE 19973 GRAPHIC/WEBSITE DESIGN Dean Design Marketing Group Stephanie Whitcomb 302-542-9550 www.deandesign.com thestudio@deandesign.com 13 Water St. Lincoln, DE 19960 HEALTH Bayhealth Kent General Milford Memorial Pam Marecki 302-744-7013 302-735-3227 fax www.bayhealth.org pam_marecki@bayhealth.org 640 S. State St. Dover, DE 19901 Beebe Medical Center Kelly Griffin 302-645-3220 302-644-9032 fax www.beebehealthcare.org kgriffin@beebehealthcare.org 424 Savannah Rd. Lewes, DE 19958 Nanticoke Health Services Sharon Harrington 302-629-6611 302-629-3211 fax www.nanticoke.org harringtons@nanticoke.org 801 Middleford Rd. Seaford, DE 19973 INSURANCE Farnell & Gast Insurance Joe Gast, CPCU 302-629-4514 302-536-6257 fax www.averyhall.com jgast@averyhall.com cwilliams-wroten@averyhall. com 500 W. Stein Highway Seaford, DE 19973 IFS Benefits Patrick Fitzgerald

Ryan Dunn Bob Sonchen 302-645-2356 302-645-5723 fax www.ifs-benefits.com 17527 Nassau Commons Blvd Suite 208 Lewes DE 19958 Lyons Companies David F. Lyons, Sr. David F. Lyons, Jr. Lew Harrington 302-227-7100 www.lyonsinsurance.com info@lyonsinsurance.com 19643 Blue Bird Lane, Unit 8 Rehoboth Beach, DE 19971 INTERNET SERVICE & WEB PAGE DESIGN Delmarva Digital Tim Smith 302-875-7700 302-875-8288 fax www.ddmg.net ddmg.netsales@ddmg.net 220 Laureltowne Laurel, DE 19956 INVESTIGATIVE & COLLECTION SERVICES Mohr Investigative Services, Inc. James W. Mohrmann 866-370-1004 www.mohrinvestigations.com jmohrmann@mohrinvestigations.com 9 East Loockerman Street, Suite 201 Dover, DE 19901 INVESTMENTS Edward Jones Glenn Sweeten, advisor 302-856-3083 www.edwardjones.com 505 W. Market Street Suite 145 Georgetown, DE 19947 JEWELERS Holland Jewelers 302-947-1200 Celebrating 25 years in business! 20750 John J. Williams Hwy. Peddlers Village Lewes, DE 19958

www.hollandjewelersinc@ yahoo.com LEGAL Sergovic, Carmean & Weidman, P.A Attorneys At Law John A. Sergovic, Jr. Shannon D. Carmean Leslie Case DiPietro 302-855-1260 302-855-1270 fax www.scdelaw.com 142 E. Market St. PO Box 751 Georgetown, DE 19947

Darrell Fearin 410-749-6700 dmvprinting.com dfearin@dmvprinting.com Print Shack Inc. 302-629-4430 302-629-4056 fax www.printshackde.com 9203 Brickyard Road Seaford, DE 19973 REAL ESTATE Callaway, Farnell and Moore, Inc. 302-629-4514 800-966-4514 www.cfmrealestate.com admin@cfmnet.com 500 W. Stein Hwy. Seaford, DE 19973

Law Offices of Karen Y. Vicks, LLC 302-674-1100 888-598-8890 kvicks@vickslaw.com 500 W. Loockerman St. Suite 102 Dover, DE 19904 Smith Firm Michael R. Smith, Esq. Chad Lingefelder. Esq. Blake W. Carey. Esq. 302-875-5595 302-280-6592 fax 8866 Riverside Drive Seaford, DE 19973 302-703-6043 302-827-2046 fax 1917 Sea Air Avenue, Suite 2 Rehoboth Beach, DE 19971 MARKETING & PUBLIC RELATIONS Hook PR Group Patricia V. Rivera 302-858-5055 www.hookpr.com patricia@hookpr.com 135 2nd Street, 2nd Floor Lewes, DE 19968 PORTRAITS Portraits In The Sand Dave Koster 302-226-9226 302-226-8424 fax www.portraitsinthesand.com businessreport@portraitsinthesand.com 110 White Oak Rd. Rehoboth Beach, DE 19971 PRINTING & PROMOTIONS Delmarva Printing & Design 31

Coldwell Banker Resort Realty Skip Faust 302-227-5000 office 302-745-8764 cell 302-227-5008 fax www.skipfaust.com skip@skipfaust.com 20184 Coastal Hwy. Rehoboth Beach, DE 19971 Long & Foster Real Estate, Inc. Bill Cullin 302-841-7147 800-462-3224, Ext. 117 www.DelawareBeachRE.com Bill.Cullin@LNF.com 37156 Rehoboth Ave. Rehoboth Beach, DE 19971 SALON SERVICES Village Salon & Spa Raven Hudson 302-644-4247 villagesalonlewes.com The Villages of Five Points Lewes, DE 19958 YOUR BUSINESS Include your business in this directory. Rates are low; the potential to reach thousands of business-minded customers is great. Contact credman@ mspublications.com

Business Report | February 2016