RIBBON CUTTING - The Central Delaware Chamber of Commerce joined Peace of Mind Billing Specialists of Milford for a ribbon cutting ceremony recently to celebrate the company’s new participation with the CDCC. The company specializes in payroll services for small businesses and medical and mental health insurance billing in Delaware and Maryland. Co-owners Penny Scott and Stacey DeHaven have 40 years of combined experience in the insurance industry. Pictured from left: Honorary Mayor Dr. Dina Vendetti, Stacey DeHaven, Penny Scott, Gary Pippin and Nick Alexander with chamber members, friends and family.
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Publisher’s notes: Agriculture and western Sussex
RIBBON CUTTING - The Central Delaware Chamber of Commerce held a ribbon cutting ceremony with Go Glass recently to celebrate the company’s rebranding. The ceremony was held at the 3895 N. DuPont Hwy. location. Pictured from left: Danielle Hufford, Rebecca Snyder, Store Manager Dean Ratliff, Erik Adams, Brett Towers, Laura Vaughn, HT Miller and Katrina Sullivan.
By Mike McClure
There are many great duos in the history of man: Batman and Robin, peanut butter and jelly, Cagney and Lacey, etc. This month’s Business Report features McClure one of those great duos: Agriculture and western Sussex, our two themes for the month. I’d like to claim credit for thinking of that pairing but I’m not going to claim to be that wise or to have that much spare time. Although there is much more to western Sussex (and its business community) than agriculture, the industry plays a big role in the community. This month we features articles on the Farm Bureau, the Delaware Department of Agriculture, MidAtlantic Farm Credit, First State Fabrication, and Vanderwende (also a western Sussex business). There is no question how big a role agriculture plays in the economy of our local communities, especially in western Sussex County. Joining Vanderwende, in the western Sussex business spotlight, is cover advertiser Peninsula, Tucker Mechanical, Ambient Care, and Coldwell Banker. Thanks to all of these businesses (and to all of our advertisers) for their support of the Business Report. These town spotlights have brought out a lot of nostalgia in my columns and western Sussex is no different. I lived in the area for over 10 years and have worked for its community papers, the Seaford and Laurel Stars, for more than 16 years. In my spare time (that sound in the background is me chuckling), I serve as the President of the Western Sussex Chamber of Commerce (formerly Seaford). The area, and its people, hold a special place in my heart. 3
Business Report | June 2018
Chamber
CHAMBER LISTINGS
Bethany-Fenwick Chamber of Commerce
539-2100
Phone
Lauren Weaver
Key Contact
Dues*
Members 800
539-9434
Delmar Chamber of Commerce
846-3336
Diane Johnson
$75
67
846-3336
Georgetown Chamber of Commerce
856-1544
Kevin Thompson
$150
460
856-1577
Laurel Chamber of Commerce
875-9319
Suzanne Barger
$130
175
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
9 34-6777
Kevin Turner
$150
170
934-6065
Milton Chamber of Commerce
684-1101
Terri Fox
$175
145
Rehoboth-Dewey Chamber of Commerce
227-2233
Carol Everhart
$235
1,303
227-8351
Western Sussex Chamber of Commerce
6 29-9690
Lynn Harman
$150
359
629-0281
Central Delaware Chamber of Commerce
734-7513
Judy Diogo
$260
1,000
678-0189
Delaware State Chamber of Commerce
655-7221
Chuck James
$315
2,000
654-0691
Delaware Small Business Chamber
482-2120
Bob Older
$285
215
Delmarva Black Chamber of Commerce
450-4501
Clay Hammond
$211
Fax
* 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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inside June 2018
TOURISM PARTNERS EXPO- Captain Steve Cardano of Cape Water Tours and Taxi is pictured during the third annual Tourism Partners Expo, which was held at Nassau Valley Vineyards.
Features 6 - Business Digest 8 - Personnel 9 - Health 12 - Tourism 28- Accounting Column 30- Business Licenses 32 - Marketing Column 34 - Business Directory ON THE COVER- Shown is John Willey II, the fourth generation owner of Peninsula. The company was founded in Blades by Willey’s great-grandfather, J. Emory Willey, in 1935. The company continues to strive to provide great service to its community. See story on pages 18-19. Photo by Ronald MacArthur
OFFICERS- Shown are the 2018-2020 Beebe Auxiliary officers: President Lesley Nance; Second Vice President Nancy Almacy; Treasurer Patricia Sandy; Assistant Treasurer Lester Levin; Recording Secretary Rosemarie Vanderhoogt; Corresponding Secretary Eileen Thompson; and Member-at-Large Lois Rubinsohn. Not pictured: First Vice President Patricia Barry. See story on the election of the new officers on page 17.
June Theme: Agriculture and western Sussex business profiles 20 - Farm Bureau 21 - Delaware Department of Agriculture 22 - MidAtlantic Farm Credit 23 - First State Fabrication 24 - Vanderwende Farm Creamery 25 - Tucker Mechanical 26 - Ambient Care 27 - Coldwell Banker July Theme: Retirement Living and Milford area business profiles Contact Chris Redman at (302) 629-9788 or credman@ mspublications.com.
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BUSINESS DIGEST
Entrepreneurship for military spouses By Michelle Christian
SBA Mid-Atlantic Regional Administrator
Each May we memorialize the men and women who sacrifice their lives defending our freedom. Often forgotten are the military spouses who give their all to maintain households and raise children. On May 23, 1984, President Ronald Reagan signed the first proclamation declaring Military Spouse Appreciation Day. Now celebrated the Friday before Mother’s Day, National Military Spouse Appreciation Day recognizes these heroes of the armed services – the husbands and wives of our servicemen and women. Military families make incredible sacrifices, which includes leaving their careers and career development opportunities due to frequent relocations in support of military commitments. The unemployment rate among military spouses is 23 percent, and considering 85 percent say they want to or need to work, that is unacceptable. When the average household relies on two incomes, it should come as no surprise military families find themselves in similar need. I am encouraged by employers who are increasingly looking for ways to attract military spouses through such technology as allowing them to work remotely. I’d like to point out another option supported by the U.S. Small Business Administration – entrepreneurship: military spouses running their own businesses can be empowering, liberating, and highly adaptable to a mobile lifestyle. As SBA’s Mid-Atlantic regional administrator, I am committed to helping more people have the tools and skills they need to be entrepreneurs. We and our partners have online and community-based resources
across the country offering access to capital, training, and business opportunities. We even have special outreach specifically geared to military spouses through programs on military installations. These programs are available through your local SBA District Offices and our resource partners. Visit SBA.gov to learn more about local resources (www.sba.gov/tools/localassistance/districtoffices), and more opportunities from SBA’s Office of Veterans Business Development (www.sba.gov/offices/headquarters/ovbd/resources/1485216). As we look ahead, SBA is working with the Department of Labor and Department of Defense to reduce barriers to business owner-
ship and cross-state credentialing for military spouses. For example, if someone has a real estate license or a hairstylist’s license in one state, it should be easier to transition those credentials to another state. Today, there are more than a million military spouses – 700,000 active duty and 400,000 reserve/guard. Each has a broad diversity of talents and experiences SBA can help build into careers. We must help military spouses succeed and feel empowered, because they sacrifice for all of us. After all, each and every small business contributes to America’s economic prosperity, which further strengthens this great nation our military is working to defend.
RIBBON CUTTING - The Greater Millsboro Chamber of Commerce, and members of its board, conducted a ribbon cutting ceremony at the Grand Opening of The Nook, located at 98 Rudder Rd., Unit #2, Long Neck Road, owned by Cynthia and Geoffrey Dwight
SafeWise names safest cities
SafeWise has released its “10 Safest Cities in Delaware” report. To compile the report, SafeWise reviewed the 2016 FBI crime report statistics and population data. Cities that fell below identified population thresholds (2,440) or that failed to submit a complete crime report to the FBI were excluded from the ranking system. The evaluation is based on the number of reported violent crimes (aggravated assault, murder, rape, and robbery) in each city. If there was a tie, SafeWise also 6
Business Report | June 2018
BUSINESS DIGEST
RIBBON CUTTING - The Chamber of Commerce for Greater Milford, friends and family celebrated a ribbon cutting and grand opening ceremony recently at Etta’s Catering, a full service catering and banquet facility, located at 319 S. Rehoboth Blvd. Pictured from left: Mayor Bryan Shupe, CCGM Vice President Alicia Hollis, Rep. Charles Postles, City Manager Eric Norenberg, Owners Etta Mills and Michele Mills, Senator Gary Simpson, Rep. Harvey Kenton, along with several friends and family members.
Grants available for nonprofits
Nonprofit organizations supporting the needy in Kent County are invited to apply for grants from the Potter Trust Grants Fund at the CenDel Foundation, a fund of the Delaware Community Foundation. The application deadline is June 15. The mission of the Potter Charity Trust, created in 1843, is to aid the economically underprivileged in Kent County by supporting charitable organizations serving these individuals. The following areas will be considered for funding: crisis/emergency assistance funding for basic needs, homelessness, hunger, and health care. The committee will award approximately $200,000 to qualified 501(c)3 nonprofit organizations that serve Kent County. Each grant request must be submitted on a form available online at delcf.org/grants. For more information, contact Tenish Gregory at 302-724-7538 or Tenish@cendelfoundation.org. factored in the number of property crimes (burglary, arson, larceny-theft, and motor vehicle theft). “Recent grassroots efforts and increases in police action are changing Delaware’s reputation and making it a safer place to live,” said SafeWise security analyst Laura Craner. To see the full report, visit www.safewise.com/blog/safest-cities-delaware/. 7
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PERSONNEL FILE Bauman named associate at DBF
Davis, Bowen & Friedel, Inc. (DBF) is pleased to announce the addition of a new associate to the firm’s architectural department in Milford, Michael P. Bauman, AIA. As a project manager licensed in Bauman Delaware, Bauman began his architecture career with DBF in 2002 by serving as an intern while attending the architecture program at Virginia Tech. After graduation in 2005, Michael joined the firm fulltime and has been a key contributor to the growth of the architectural department in the Milford office. “Mike has refined his skills and architectural knowledge over the years and we couldn’t be more excited to recognize his hard work and dedication with this promotion,” shared DBF Principal Mike Wheedleton, AIA.
Dr. Gulab named SVP, CMO
Beebe Healthcare and Beebe Medical Group are proud to announce that Dr. Bobby Gulab has been named senior vice president and chief medical officer for Beebe Medical Group. Dr. Gulab, board certified in internal Gulab medicine, serves as a physician with the Hospital Medicine Program at Beebe Healthcare and is an internal medicine physician, seeing patients with Beebe Primary Care – Lewes.
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DOVER DAYS FESTIVAL - Shore United Bank, a member of Shore Bancshares community of companies, sponsored and participated in the 85th Annual Dover Days Festival on May 5. Shore United Bank employees from the Dover branch helped run the bank’s booth. The Dover Days Festival is Kent county’s largest festival and one of Delaware’s longest running events drawing over 45,000 visitors each year.
A native Sussex Countian, Dr. Gulab earned his bachelor of science degree in biology from Delaware State University. He earned his doctor of medicine degree from Ross University School of Medicine. He completed his internship at MetroHealth and the Cleveland Clinic and his residency training at Christiana Care Health System. He also earned a master of business administration degree with a concentration in healthcare from the University of Delaware. Dr. Gulab returned to Sussex County in 2013 to practice internal medicine at Beebe Healthcare.
Richard named senior vice president
Meat industry veteran Kyle Richard has joined Allen Harim as the new senior vice president of sales and marketing. Richard has spent his career in sales roles at major companies, starting in 2001 at Gold Kist Inc., a chicken producer based in the south that was eventually purchased by Pilgrim’s Pride. In 2004, he moved to Mountaire Farms, where he spent 11 years working his way from regional sales manager to director of sales. His career then led him to Pilgrim’s Pride in Greeley,
Colo., as senior vice president of sales. He was most recently at Chicago Meat Authority as executive vice president of sales and marketing. Richard has a bachelor’s degree in business administraRichard tion from Newberry College, in Newberry, S.C. He’s completing his masters of business administration from Colorado State University in Fort Collins, Colo. Richard and his wife Kristen have three children.
Schott promoted at ABS
Affordable Business Systems has announced the promotion of Brent Schott to account executive. He will be responsible for sales and customer service of ABS’s full line of products in the western Sussex County region. Schott joined ABS Schott as an account associate. “We plan to continue our aggressive growth on Delmarva and we are confident that Brent will be an important asset to help our organization reach its goals,” said Dean Woroniecki, president of Affordable Business Systems. Schott was in ministry for 10 years, and before that, fabrication lead for Maxum and Bayliner Yacht. Currently a connections pastor at Renovate Church in Delmar, Md., Brent lives in Delmar with his wife and three children.
HEALTH Bayhealth uses footprint scanning
Bayhealth recently began using a new and innovative infant safety system developed by CertaScan Technologies at both of its hospitals. The system captures and stores high-resolution digital newborn footprints, which can be used for precise identification in situations like abduction, a lost baby or a natural disaster. The infant safety system, which uses LiveScan Technology, has garnered attention and praise from the National Center for Missing & Exploited Children (NCMEC), and has been included as a recommendation for hospitals in NCMEC’s most recent Infant Security guidelines. “Our hospitals are the first in Delaware to provide this innovative service to mothers for capturing their newborn’s footprints and increasing infant safety and security,” said Bayhealth Women’s and Children’s Services Senior Director Ronnie Kopec, RN, MS, NE-BC. The system is entirely safe for use on babies and provides outstanding newborn footprint quality. The digital newborn footprints and accompanying security photo can be stored efficiently in the baby’s electronic health record. And, much like fingerprints, footprints are a unique biometric for each baby, so they can be used for identification throughout a lifetime.
clinical trials compared with the Graham Cancer Center’s other partners statewide. “Patients at Tunnell Cancer Center can access new treatment options for cancer that may help them live longer or enjoy an improved quality of life, all without traveling far from home,” Dr. Desai said. “These trials also improve care for the whole society, as the progress we’ve made in treating cancer has largely come from clinical trials.” Around 10 percent of Tunnell Cancer Center patients are enrolled in clinical trials, which is far above the national average of three percent to five percent. Beebe began enrolling cancer patients in clinical trials in 1991 under the direction of Dr. Srihari Peri.
Draper Holdings makes donation
Beebe Medical Foundation is proud to announce a $200,000 donation was made in memory of Tom Draper by Draper Holdings Charitable Foundation and in recognition of Dr. Mayer Katz, who retired in April after decades of serving his country and community as a vascular surgeon. Beebe Medical Foundation hosted the Draper Family and Beebe Vascular Surgeon Dr. Mayer
Katz, along with family, friends, and Beebe team members on Monday, April 23, at Fish On in Lewes to celebrate the gift. The donation celebrates the life of Draper and honors the contributions Dr. Mayer Katz has made to Beebe and the community. Thanks to the Draper Family, the Vascular Lab at Beebe Healthcare will be named in memory of Thomas H. Draper and in recognition of Mayer Katz, MD.
Bayhealth named LGBTQ leader
Bayhealth is proud to announce its inclusion in the Human Rights Campaign (HRC) Foundation’s Healthcare Equality Index (HEI) as a Leader in LGBTQ Healthcare Equality. Bayhealth Hospital, Kent Campus and Bayhealth Milford Memorial are two of the 418 facilities to receive the honor after earning a top score of 100. The HRC is the educational arm of America’s largest civil rights organization working toward achieving equality for lesbian, gay, bisexual, transgender, and questioning people. The findings were part of the 2018 HEI, an unique survey that encourages equal care for
Continued on page 10
Dr. Desai recognized
Beebe Healthcare Medical Oncologist Nisarg Desai, MD, has been recognized for his commitment to offer his patients the opportunity to participate in cancer clinical trials. Dr. Desai received the Research Excellence Top Desai Affiliate Participation Award from Christiana Care Health System’s Helen F. Graham Cancer Center & Research Institute in Newark at an awards ceremony on May 17. The Graham Cancer Center participates in the National Cancer Institute’s Community Oncology Research Program (NCORP). NCORP is a federally funded effort to make cancer trials accessible to patients in their communities. Dr. Desai is one of several cancer specialists in Delaware who enroll their patients in clinical cancer trials through NCORP. He is receiving the award because he helped enroll the highest number of patients into 9
Business Report | June 2018
HEALTH
NATIONAL VOLUNTEER WEEK Nanticoke Health Services joined communities across the nation in celebrating National Volunteer Week from April 16-21. In 2017, volunteers achieved over 45,000 hours, an increase of over 8,000 hours from the previous year. The highlight of Volunteer Week was the Volunteer Appreciation and Recognition Banquet, “A Night of SUPERHEROES,” which was held on April 19, at the Heritage Shores Clubhouse in Bridgeville. Twenty one individuals were inducted into the 2017 500 Hour Club, a group of volunteers that have given over 500 hours in one year. Lifetime 5,200 Hall of Fame members were also recognized for their achievement. Pictured is Nanticoke’s 500 Hour Club for 2017.
Health news continued
Shown are Nanticoke’s Lifetime 5200 Hall of Fame, from left: Janet Hubbard, Gloria Burton, Rebecca Kripaitis, Sharon Mears, Norma Lee Temple, Ruth Sneller, and Ethel Ellingsworth.
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LGBTQ Americans by evaluating inclusive policies and practices related to LGBTQ patients, visitors and employees. Bayhealth earned top marks in patient-centered care, patient services and support, employee benefits and policies, and patient and community engagement. Bayhealth was named a HEI leader in 2016 and then a top performer in 2017. This year’s report states 70 percent of transgender or gender non-confirming patients surveyed experienced some type of discrimination in healthcare while 56 percent of lesbian, gay or bisexual patients experienced discrimination in healthcare. On top of this, 52 percent of transgender respondents believe they’d be refused medical services because of their LGBTQ status. Visit Bayhealth.org/LGBTQ for more information on how Bayhealth supports the LGBTQ-community. Visit www.HRC.org/ HEI for more information on the Healthcare Equality Index 2018.
HEALTH
PHYSICIANS HONORED - Beebe Healthcare and Beebe Medical Foundation honored the physicians who have served at Beebe for more than 25 years at the Rehoboth Beach Country Club recently. Jeffrey M. Fried, president and CEO of Beebe Healthcare, recognized the doctors for their commitment and Dr. Paul Peet, president of the Beebe Medical staff, acknowledged each physician for their years of service. Judy L. Aliquo, president and CEO, Beebe Medical Foundation, thanked the physicians on behalf of their many patients who have donated in honor of their care. Pictured from left, in back: Mike Klingel, son of the late Dr. Robert Klingel; Michael Cahoon, DMD; Jose Barriocanal, MD; Kirk Beebe, MD; Eric Hale, MD; John Spieker, MD; and Shirin Saberi, wife of the late Dr. Mansour Saberi. In front: Anis Saliba, MD; Mayer Katz, MD; Bhaskar Palekar, MD; Betty Mann Beebe, wife of the late Dr. James Beebe Jr.; Pravin Gohel, MD; R.U. Hosmane, MD; Debbie Killeen, wife of the late Dr. Vincent Killeen.
Send us your news
Readers are invited to send any news that they would like to see featured in the Business Report. Items can be e-mailed to mmcclure@mspublications. com. 11
Business Report | June 2018
TOURISM
SDT holds Third Annual Tourism Partners Expo Southern Delaware Tourism recently hosted its Third Annual Tourism Partners Expo at Nassau Valley Vineyards. The annual event is an opportunity for tourismrelated businesses in Sussex County including outfitters, historical societies, attractions, event organizers, transportation providers, and tour companies to showcase their offerings to hospitality representatives of area accommodations providers so they, in turn, can share the information with their guests and visitors throughout the coming season. The expo also provided an opportunity for exhibitors to highlight new offerings, and it provides a venue for tourism partners to get creative – to network and brainstorm about ways of working together to provide new experiences for visitors and locals alike. This year’s expo featured nearly 30 exhibitors. “It gives us a chance to share what we do with the community. Plus, it’s a great opportunity to build friendships and partnerships with other local tourism busi-
Matt Carter, owner of Quest Adventures and Tyler Hudson, owner of Dewey Beach Surf Shop
nesses. The expo is the best way find out about all the exciting things happening in Southern Delaware,” said Jody Dengler, owner of Sun
Otter Tours. Southern Delaware Tourism supports and encourages the identification, development and promotion of sustainable, year-round tourism in Southern Delaware that contributes to economic growth and improves the quality of life. For more information, call Southern Delaware Tourism at 302-856-1818 or visit, www. VisitSouthernDelaware.com.
Captain Steve Cardano of Cape Water Tours and Taxi 12
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Tourism groups host luncheon for legislators Southern Delaware Tourism, Greater Wilmington Convention & Visitors Bureau, and Kent County Tourism hosted a joint luncheon for the Delaware State Legislators on Wednesday, May 9. The luncheon was part of Southern Delaware Tourism’s week-long celebration of National Travel & Tourism Week (May 6-12), which unites communities across the country to celebrate what travel means to American jobs, economic growth and personal well-being. The luncheon, which was held in the Tatnall Building next to Legislative Hall in Dover, was attended by members of the Senate and the House of Representatives. Executive directors from Southern Delaware Tourism, Greater Wilmington Convention & Visitors Bureau, Kent County Tourism, and the State Tourism Office welcomed the legislators and thanked them for their support. Several board members, staff, and tourism partners were also present. Additionally, the Delaware legislature issued House Concurrent Resolution 87, proclaiming the week of May 7 to May 14, 2018, as “Travel and Tourism Week” in Delaware. Following the luncheon, a delegation from the tourism bureaus paid a visit to
From left are: Albert Shields, policy director, State of DE; Scott Thomas, executive director, Southern Delaware Tourism; Sarah Willoughby, executive director, Greater Wilmington Convention & Visitors Bureau; Governor John Carney; State Representative Gerald Brady; Wendie Vestfall, president of Kent County Tourism; Danielle Jonigan, marketing and communications manager, Kent County Tourism
Continued on page 14
TFCU MAKES DONATION - Tidemark Federal Credit Union made a donation recently to the Indian River School District’s “Our New Teacher Celebration” which took place Thursday, April 26. Pictured are Lori Hudson, district recruiter and new teacher coach of the school district; Shelley Wetzel, TFCU marketing coordinator; Patricia Jennings, head of the Intensive Learning Center, Selbyville Middle School; and Vince Setnar, TFCU chief membership officer. 13
Business Report | June 2018
From left: Lynn Harman, Western Sussex Chamber of Commerce; Carol Everhart, Rehoboth Beach-Dewey Beach Chamber of Commerce; Lana O’Hollaren, Southern Delaware Tourism; Betsy Reamer, Lewes Chamber of Commerce; Scott Thomas, executive director, Southern Delaware Tourism; Bonnie Hall, Millsboro Chamber of Commerce
Luncheon continued
the Governor’s Office where they met with Governor Carney. Southern Delaware Tourism supports and encourages the identification, develop-
ment and promotion of sustainable, year-round tourism in Southern Delaware that contributes to economic growth and improves the quality of life. For more information, call Southern Delaware Tourism at 302-856-1818 or visit www.VisitSouthernDelaware.com.
KSI RECEIVES DONATION - Dover Federal Credit Union (DFCU) presented a check for $1,000 to support KSI’s programs and services. This donation represents their ongoing commitment to support community services benefiting Delawareans with disabilities. Pictured, Travis Frey, Dover Federal Credit Union (DFCU) chief innovation officer; Tyler Kuhn, DFCU community relations officer; Chaz Rzewnicki, DFCU president/CEO; KSI director of community relations, Alicia Hollis; Lynne Schaefer, DFCU chief lending officer, and KSI CEO, B. Craig Crouch.
RIBBON CUTTING - The Chamber of Commerce for Greater Milford, City of Milford Manager Eric Norenberg, CCGM President Darel LaPrade, CCGM Vice President Alicia Hollis, CCGM Secretary Jennifer Jurczak, friends and family, celebrated a ribbon cutting and grand opening celebration recently for the new walk-in facility at The Lab At Seascape in Milford which welcomes walk-in clients and provides lab services in the home to those who find it difficult to visit local labs. For more information visit www.seascapehealthalliance.com.
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The lie about cost segregation First State Manufactured Housing scholarships By G. Holland vanValkenburgh VANCO Financial Group
Ryan Maddock was venting to his audience: “It is impossible for me to calculate the number of calls I’ve had with building owners and CPAs on the subject of cost segregation. Working some numbers in my head - OK, on my calculator - the number is likely well over 10,000. Out of all those calls there is one particular item that continues to rear its ugly, uninformed head and I can no longer stay silent. I must respond…with vigor! “The ‘item’ in question comes in the form of the following quote, which I’ve heard too often to count: ‘You can only do cost segregation on a new building or new renovation.’ I have no idea where this rumor started. I hear it weekly…” We also have no idea how the rumor started. Like Mr. Maddock, the engineer who founded Growth Management Group over 15 years ago to do cost segregation studies at reasonable rates, we are also frustrated. When we mention cost segregation to building owners we hear it as well. It is a lie. Of course, it is easy (and wise) to have a cost segregation study done when you purchase, construct, or renovate a building. In fact, anyone building a commercial property should have such a study completed. However, the true power of cost segregation is revealed on buildings that are not new! “But, you can only do cost segregation on a new building or new renovation.” To officially rebut this statement, let’s go straight to the source. The first sentence in the IRS Cost Segregation Audit Techniques Guide – Chapter 6.2 reads: “A taxpayer may conduct a cost segregation study on used property and then recompute its depreciation deductions for prior years.”* Not only “may” a taxpayer do this, but over 75 percent of our studies are on older properties. This is called the “catch up” method, and it can produce powerful results.
An example: Mr. Client acquired a commercial property for $3,500,000 five years ago and never completed a cost segregation study. Despite rumors to the contrary, Mr. Client recognizes he may now have an opportunity to benefit from a study. Mr. Client hires an expert (us, for example), who identifies 20 percent of components ($700,000) that should have been allocated a five-year life instead of 39-year depreciation. The expert prepares thorough documentation substantiating the claim. Mr. Client jumps for joy when he realizes the IRS will allow him to “capture” $700,000 of missed accelerated depreciation on his next tax return! He might even skip his next quarterly payment and/or receive a refund. Why doesn’t every building owner and CPA do this? The answer is simple; it is not their primary area of expertise. While some building owners and CPAs have substantial experience with cost segregation, most do not. There is a dearth of educators in this field, which unfortunately has led to much misinformation. Literally thousands of building owners have missed out on this powerful tax savings strategy. All is not lost! If you own a building and have not had a cost segregation study performed, you have not missed the boat. Hundreds of thousands, or even millions of dollars in tax savings may be available to you. Now that you are aware, let’s see how much you qualify for. An informal survey can estimate your potential benefit. Contact us today for more information. * Full link: www.irs.gov/Businesses/CostSegregation-ATG-Chapter-6-2-Change-inAccounting-Method About the author G. Holland vanValkenburgh, principal at VANCO Financial Group, has 40 years of experience as a financial swing coach for business owners.
First State Manufactured Housing Association is pleased to announce two recipients of the Manufactured Housing Scholarship Award for 2018-2019. The $2,000 award will be shared between the following two deserving recipients. Raynee Bramble, a 2018 graduate from James H. Groves High School, will be attending Delaware Technical and Community College in the fall majoring in Paralegal. Throughout school she maintained good grades and was always involved in some extracurricular activities such as FFA, soccer and softball. In her spare time Raynee loves to read and write. Raynee currently resides in a manufactured home in Harrington. Eric Nielsen is a rising Junior at George Mason University in Fairfax, Va. He studies Government and International Politics with a concentration in Politics, Philosophy, and Economics and is a student within the Honors College. Outside of the classroom, Eric is very active in the College Republicans. He is the Chairman of the George Mason College Republicans and the Second Vice- Chairman of the College Republican Federation of Virginia. Additionally, Eric served as the Clerk of the 38th Senate of Student Government and is currently serving as a Commissioner of the Elections and Disputes Commission. Eric is also an on campus Fellow for the organization GenFKD. While not at school, Eric resides in a manufactured home in Shawnee Acres in Milford. First State Manufactured Housing Association has provided $45,000.00 for 43 scholarships recipients since 1999, which are administrated by the Delaware Higher Education Commission. The scholarship program offered annually is available to high school seniors or former graduates who reside in manufactured housing within the State of Delaware for at least one year prior to application. Eligible candidates are also evaluated on scholastic record, financial need, essay and personal/professional recommendations. The scholarship may be used for any type of accredited two or four year degree program or for any accredited trainings, licensing, or certification program, or for any accredited degree program. Full or part time registration in an accredited program is acceptable (part time minimum – seven credits). Must file the Free Application for Federal Student Aid (FAFSA). Information about the FSMHA scholarship is available online at www.firststatemha.org.
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RIBBON CUTTING - The Central Delaware Chamber of Commerce along with Mayor Robin Christiansen and several community members joined newcomer LongHorn Steakhouse in Dover for a lasso cutting ceremony recently. The ceremony was also marked with an official “first steak” cutting by the Mayor. During the pre-opening training session, proceeds from Friends & Family events benefitted the Greater Dover Boys & Girls Club. LongHorn plans to partner with several other Dover organizations throughout the year and unused food is donated to a local food bank. Pictured from left: Gary Pippin, Managing Partner Ray Nash, Lori Jones, Mayor Robin Christiansen, Councilman Brian Lewis, Honorary Mayor Dee McCauley and Dave Hugg.
RIBBON CUTTING - The Lewes Chamber of Commerce held a ribbon cutting ceremony recently for Willow Marie & Co., a women and children’s clothing and accessories boutique with a historic barn available for a venue, located at 18422 Coastal Hwy. Pictured: Travor Payton; Ashlee Lessner, co-owner; Kelly Steele, co-owner with Charlotte; Richard Byerly; Brynn Byerly, co-owner; Ed Richardson; Michelle Long, co-owner; Wanda Richardson; Tyler Steele; Ginger Jackson; Evan Steele; David Steele; and Betsy Reamer, executive director, Lewes Chamber of Commerce. Photo by Sue Eberhart, Coastal Camera Club 16
Business Report | June 2018
Beebe Auxiliary elects new officers
At the check presentation, from left: Tom Protack, Beebe Medical Foundation; Rick Schaffner, executive vice president and chief operating officer, Beebe Healthcare; Nancy Tartaglione, outgoing president, Beebe Auxiliary; Judy Aliquo, president & CEO, Beebe Medical Foundation; and Dave Herbert, chair, Beebe board of directors.
Two hundred thirty two active members. Eighty five new members this year and 28,500 hours contributed. And, all at the young age of 82. The Beebe Auxiliary has been contributing to Beebe Healthcare in a vast number of ways for its 82-year history, and these are just a few, shared outgoing Auxiliary President Nancy Tartaglione during the annual luncheon, held May 2, at the Virden Center. Over the years, Beebe Auxiliary has raised funds for the Margaret H. Rollins School of Nursing, the chapel at the medical center, the Georgetown Health Campus, two hyperbaric chambers at Beebe Wound Healing, special wheelchairs for patients visiting the medical center and Tunnell Cancer Center, new navigational bronchoscopy equipment, and much more. In the past seven years, Beebe Auxiliary has raised more than $2.5 million for Beebe Healthcare. Last year, the auxiliary made a commitment to raise $1.8 million over five years for Beebe’s services and facilities expansion as part of the Beebe Medical Foundation’s “I Believe in Beebe” campaign. This year’s check, which totaled $315,000, will go toward that campaign and allow Beebe to continue to serve patients throughout eastern and southern Sussex County. The annual luncheon is also a time for Beebe Auxiliary to thank its outgoing officers and introduce new officers. Every two years, new officers are elected. Officers for 2018-2020 are: President, Lesley Nance; First Vice President, Patricia Barry; Second Vice President, Nancy Almacy; Treasurer, Patricia Sandy; Assistant Treasurer, Lester Levin; Recording Secretary, Rosemarie Vanderhoogt; Corresponding Secretary, Eileen Thompson; Member-at-Large, Lois Rubinsohn. 17
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COVER STORY
Peninsula offers customers top-notch services
By Rachel Lord
There are many reasons to use a local, family-owned business. Whether you are looking for a more personal experience or simply someone who understands the needs of the community you live in, it’s worth looking into your local companies. On Delmarva, that company is Peninsula. Peninsula was founded in 1935 by J. Emory Willey. Though it has expanded and refined its services in the last 83 years, including heating, cooling, and plumbing services, its main focus lies is its energy product line: heating oil and propane. When they first opened their doors in Blades – next door from where they operate from today – many people were moving into the area to work for the DuPont Plant, as well as making the switch from coal to heating oil. In the ‘90s, another switch began as some turned to propane for its versatility, so Peninsula made sure to offer this service as well. Even today, they continue to grow to better cater to their customers’ needs. Recently, they became a factory-authorized Carrier dealer, which makes some of the most efficient air conditioners, furnaces, and heat pumps on the market. This status allows for more training opportunities for their technicians, and a well-trained technician is a great asset to any consumer. In order to create a more seamless business experience, they’ve also made some enhancements to their portal for customers who want to view their account and make payments online. Now, the company is run by J.
John Willey is proud of the service his employees provide for Peninsula’s customers. The company is local and its employees live in the same towns as its customers. Photo by Ronald MacArthur
Shown is a vintage photo of Peninsula’s first office. 18
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Emory’s great-grandson, John Willey. He feels that the company’s success over four generations can be attributed to how much their employees care for the customers. “They will get up in the middle of the night to go out on Christmas morning if someone’s without heat,” John said. “They’ll go out and get them fixed up, and they love to do it. It gives them a great deal of satisfaction when they leave and everything is fixed. It’s very rewarding I think for many of them.” This is a different kind of treatment than you may receive from a larger
corporation. “We’re local,” John continued. “We live in the towns that our customers live in, and we know what it’s like when something at our house doesn’t work. It’s frustrating, and that’s why we’re here – to get that fixed for our customers.” There are always other companies that provide the same services that a small company does, but that doesn’t mean it is done in the same way. John believes many of their customers choose to do business with local, family-owned businesses to receive that personal and caring touch, which is reiterated on their website: “At Peninsula, we don’t just deliver propane heat, oil heat, or alternative heating fuels to your home. We build long-standing reputations of respect and trust, home by home, family by family. And we’re proud of that!” And they are grateful to their customers. Every year, they hold a Customer Appreciation Day to show that they care. The next event is in October and will include vendors with informational items, refreshments, and a customer favorite: grill tank refills. Whether you are looking for trained professionals or a family-atmosphere from your heating company… well, why choose just one? For more information, visit www. penoil.com or call 302-629-3001.
Shown (l to r) are John Willey Jr., John Willey II and John Willey Sr.
Pictured is the Peninsula office on Blades Causeway. Photo by Ronald MacArthur
John Willey, Jr. is shown as a youngster in front of a Peninsula Oil truck. 19
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Agriculture Delaware Farm Bureau looking for photos Sales at Delaware farmers’ markets second highest in 2017
Delaware celebrated the second highest farmers’ market season with more than $3 million dollars in sales in 2017. Both residents and visitors of the state continue to buy locally because of the fresh, high quality products that Delaware’s farm families grow. “These numbers are a reflection of the positive relationship that Delaware residents and those visiting our state have with our family farmers,” said Secretary Michael T. Scuse. “Consumers know food purchased at our farmers’ market are grown locally, picked fresh, and delivered that day by the farm. Not only do they have the opportunity to learn how their food is grown directly from Delaware farmers, but they are able to make a positive impact on the economy by keeping it local.” There were 21 community-run farmers’ markets in Delaware in 2017. These markets are economic drivers for the state’s agricultural industry generating direct sales of $3,004,174 in 2017. Fresh produce made up 53 percent of total sales, with the remainder coming from products such as meats, cheeses, jellies, breads, salsa, eggs, or honey. “Farmers’ markets play an important role in providing Delaware grown fruits, vegetables, and value-added products to both rural and urban communities across our state,” said Delaware Department of Agriculture spokeswoman Stacey Hofmann. “We are starting to see an important change in the attendance at farmers’ markets – and that is more and more children are attending with adults. This is exciting because research shows if children are able to select their fruits and vegetables, then they are more likely to eat them. Learning to making healthy choices now, with the help of role models, will encourage a lifetime of healthy eating.” In 2017, there were 13 markets that participated in the Women, Infants, and Children Farmers’ Market Nutrition Program. There were 12 markets that participated in the Supplemental Nutritional Assistance Program (SNAP). These programs help expand access for low-income residents to be able to purchase fresh local produce at Delaware farmers’ markets. Continued on page 23 20
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that showcase agriculture in the First State Attention amateur photographers! Delaware Farm Bureau has launched a photo contest showcasing agriculture in the First State. First prize in each of two age categories is $150; second prize, $100; and third prize, $75. Anyone can enter; entry fee is $5 per photo. The first entry for DFB members or their child or ward is free. Young photographers, age 17 or younger by Sept. 30, 2018, may enter the “Budding Artist” category. Agriculture in Delaware is as diverse as can be, with animals from chickens to buffalo, horses, swine, goats, sheep and more. Crops range from corn, soybeans and wheat to fresh vegetables and fruit. Original, unaltered photos should showcase Delaware agriculture, depicting subjects such as fresh food, farm products being grown or harvested, animals on the farm, family farm life, people working on a farm or ranch, technology use, consumer
outreach or a rural scene. These categories are more fully described in the official rules at www.defb.org/photocontest.html. The website includes links to download photo contest entry forms, official contest rules, judging criteria and score sheet, as well as instructions for entering online. A completed entry form must be attached to each mailed photo or accompany electronic entries. A model release form must be submitted for each identifiable person in the photograph. All photos become the property of DFB and will not be returned. Winning photos will be featured at DFB’s annual meeting and banquet and at the DFB office for one year. Mail entries with check or money order to: Delaware Farm Bureau Photo Contest, Attn: Heather Kline, 3457 S. DuPont Hwy., Camden, DE 19934. Deadline is Sept. 30, 2018.
Buying Delaware Grown vegetables, fruit supports local family farms
Delaware’s 2,500 family farms rank in the top 17 states when it comes to growing cucumbers, watermelons, sweet corn, and snap beans. Delaware is also in the top spot for the number of acres of lima beans harvested. Buying locally produced agricultural products has gained substantial interest in recent years. For consumers, the benefits of buying local are an increased consciousness in healthier living, a desire to be more engaged in the community and sustain the local economy, and the reward of knowing they are purchasing the highest quality and freshness. In working with family farms and answering requests from retailers the Delaware Department of Agriculture (DDA) identified a need for Delaware farmers to have a brand to stand behind when promoting their specialty crops, such as fruits, vegetables, tree nuts, dried fruits, horticulture
and nursery crops, floriculture, and live Christmas trees. “We realized that Delaware farmers were being denied opportunities that could increase farm profits if residents and visitors were more exposed to a Delaware brand,” said Stacey Hofmann, Chief of Community Relations. “If you think about– New Jersey produce, it’s Jersey Fresh; Maryland farmers have Maryland’s Best– but there really wasn’t anything to connect consumers to Delaware.” For the first time, DDA marketing staff decided to create a full brand that revolved around what the consumer knew and believed about Delaware agriculture and its crops. In 2017, a study was conducted among 250 Delaware residents and 100 Delaware visitors who had purchased fresh produce from Delaware, within a specified time period. The results of the study guided the brand develop-
ment to ensure relevant and meaningful communication. The top 10 key points learned about Delaware grown crops and the residents and visitors who enjoy them are: · Delaware agricultural products are fresh. · Delawareans buy local produce to support their community, for its freshness, and they enjoy shopping at farmers’ markets. · Visitors’ key reasons for buying local are value, enjoyment of shopping at the farmers’ markets, variety, and knowing where their food originates. · Eighty percent of residents and visitors believe it’s important to buy from local growers of produce. · Top six recognized Delaware grown fruits: strawberries, watermelon, berries, Continued on page 23
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Farm Credit is proud to be the expert in rural lending Farm Credit is proud to be the expert in rural lending! As part of a nationwide cooperative system, we’ve been financing farms, agribusiness, land, equipment, construction, and homes for more than 100 years. So whether you’re a farmer, just want a few acres in the country or are purchasing a home in the suburbs − we can help finance your dreams! Farm Credit was founded in 1916 by farmers who banded together to be there for agriculture through good times and bad, through fluctuating economic cycles and environmental catastrophes. Since then, we’ve built an unmatched depth of expertise in the industries we serve. We’re proud of our strong past, but our focus is on the future. Here are some advantages to becoming a Farm Credit member-borrower: We’re one of the largest agriculture lenders on the East Coast with over $2.5 billion in loans outstanding to more than 11,000 members. We have seven offices conveniently located across Delmarva. As a member-owned co-op, MidAtlantic Farm Credit has a historical record of returning 60 percent of our profits back to members/borrowers. This profit sharing is called patronage. We employ experienced staff members who are knowledgeable in agriculture and dedicated to serving you – our member and our customer. Our capacity to lend means that we can provide custom-tailored loan packages for just about any size business operation. Our expertise in marketing, processing, distribution, commodity production and other ventures is exactly what you need for the success of your operation. Most lenders don’t understand the cyclical nature of your farm business, but we do. We know what goes into building poultry houses, expanding dairy facilities, buying nursery stock, and even raising horses. Our farm operating loans provide you with money for fertilizer, seed, labor costs, or animal purchases to help you manage your acquisitions more efficiently. In addition to loans, we have a full package of services designed to help you manage both your business and your finances. These services include crop insurance to manage your risk in the field, Farm Credit EXPRESS equipment financing at dealerships, equipment leasing, and specialized technol22
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ogy like mobile apps and online banking designed to help you save time. Alongside this commitment to our members is a passion to serve the local communities in which we live and work. You’ll find Farm Credit employees supporting 4-H and FFA activities and volunteering for local food banks and charities. You’ll also find them offering their expertise in leadership roles in business and industry groups
working toward economic and industry growth and stability. And, as commitment to community is one of the guiding principles of cooperatives, you’ll find that our organizations are also strong financial supporters of community organizations. Want to know more? Visit mafc.com or give us a call at 888.339.3334. We look forward to learning how we can partner with you!
Vanderwende Farm Creamery provides ice cream that is good for the soul Vanderwende Farm Creamery and dairy farm is located in Bridgeville, sitting alongside Route 404/Seashore Highway. Vanderwende Farm Creamery which opened July of 2012 is a family owned and operated business. William and Ellen Vanderwende purchased the farm in 1954, starting with six cows. It has now grown to about 4,000 acres with 300 registered Holstein cows which are milked twice a day. This three generation family business includes William and Ellen’s son James and daughter-in-law Donna Vanderwende and their children Jesse (wife Taylor), Cody (wife Morgan) and Will. The company motto is this family owned business works their hardest to provide their community with ice cream that is good for the soul! The original interest in the ice cream business came from Donna. Her very first
job was scooping ice cream at the Lemon Tree in Seaford. With the love of ice cream, the help it would give to the dairy business, and their location helped the idea and dream come to fruition. Taylor (wife of Jesse Vanderwende) said Donna wanted to open the ice cream shop and Mr. Jimmy said he didn’t know anything about it, only cows so she would have to run it. One of the things that keeps them excited is developing new flavors! Vanderwende Farm Creamery is a growing business. The Home Shop on 404 is open year round, the Creamery in Greenwood and in Dewey both open up for seasonal in April with an additional 20 businesses in Delaware and Maryland who purchase wholesale and their Ice Cream Truck serving all of Delmarva. They participate in several events throughout the Continued on page 24
Delaware produce continued apples, peaches, and cantaloupe. · Top six recognized Delaware grown vegetables: sweet corn, tomatoes, cucumbers, pumpkins, green beans, and lettuce. · Honey is the most recognized horticultural crop. · Visitors seek out Delaware grown produce when they go back home. · Millennials want to eat at restaurants that have locally grown produce on the menu. · The Delaware Grown logo, designed and selected based on consumer input, was preferred overwhelmingly for capturing their attention, promoting Delaware agricultural products, and being more memorable. Finding a farmers’ market or farm stand is as easy as clicking on de.gov/ buylocal or heading to the grocery store when Delaware produce is in season. Knowing that the consumer wants to keep small farmers and growers viable, it is important to continue to build the connection between our family farmers and the residents and visitors who enjoy eating Delaware Grown.
Farmers markets continued Delaware 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 2018 market season will begin in April; most markets start their operations in May, June and July. A list of the 2017 markets is online at Delaware’s Buy Local Guide,de.gov/buylocal, and will be updated in late March for 2018. Farmers and others interested in becoming a vendor, or community groups interested in starting a local market, can contact Department of Agriculture at (302) 698-4542 or by email at dda.marketing@state.de.us. Delaware Farmers’ Market Sales: 2017: $3,004,174 2016: $2,901,081 2015: $3,029,831 2014: $2,636,727 2013: $2,107,265 2012: $1,960,357 2011: $1,794,265 2010: $1,330,617 2009: $1,121,024 2008: $800,679 2007: $289,706 23
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Western Sussex business spotlight Vanderwende continued year such as Dover Days, Riverfest and the Delaware State Fair to name a few. During peak season, the Creamery employs up to 60 staff with a few that have been with them since they opened. Donna, Taylor and Morgan are responsible for scheduling their employees and make great effort to work around school, sports/activities and college schedules as the majority of their staff are students experiencing their first job. They believe teamwork is essential and taking care of their employees is important, as their staff provide the front line high level customer service to their patrons resulting in repeat customers. They recognize their employees with an annual holiday party and have a cook-out over Memorial Day at the ice cream shop. Homemade ice cream is an old fashion concept but technology certainly plays a role in running their business. Social media and the internet are major strategies to market their business but doesn’t replace the good ole “word of mouth”. Benefits to using technology include the point of sale software which allows them to track all of their sales and determine what the favorite flavors were sold that day. A challenge faced as a business owner is good working internet in the rural area affects their business with running credit card sales. Looking toward the future, they would like to continue to brand and expand the business with more wholesale and be able to offer Ag Tours of the farm. The family has not only taken great pride in producing great quality milk, but also take pride in being good stewards to the land. Many of their environmental practices are cover crop and nutrient management programs and they decided to take their LOVE for both farming and the land and venture into the ice cream business. Dairy farming is a 24/7 operation including holidays and the milk market for local farms is a challenge. A calf has to be raised for two years before it can be milked, once it starts providing milk is when it becomes a cow and can start making money. Dairy farmers are selling their cows because they can’t compete with the larger farms out west and they are losing money. Recognizing the future challenges, the Vanderwende’s are aware changes will have to be made in the future. The Vanderwendes believe in supporting the community that supports them and do so by donations and community involvement. They are members of the Western Sussex Chamber of Commerce, the Small Business Association and the National Ice Cream Association. Last year Donna received an Award from the Small Business Association and about three years ago was a Chasing Trail recipient from the Chamber. Like and follow on Facebook @ Vanderwende Farm Creamery and stop by one of their locations and say hello to the family and staff and let that ice cream touch your soul!
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Tucker Mechanical Service is thankful for support of customers Tucker Mechanical Service of Bethel has been in the agricultural irrigation business for 27 years. Owners Doug and Kathy Tucker share their appreciation in the following. We would like to take this opportunity to thank our loyal customers for their valued business for the past 27 years. We look forward to serving you in the many years to
come. We would also like to recognize our employees and thank them for their hard work and dedication to our company. They work in the hottest of hot and the coldest of cold weather. Keith Price is our service supervisor and has worked in our service department since February 2000. Keith has recently started
working in the sales department as well. Keith attends Valley’s service school in Nebraska every year to keep his service skills up. D.J. Tucker is our installation supervisor and has been with us since May 1997. D.J. oversees and assists a crew of men that install new irrigation systems in the fields. D.J. also attends service school yearly in Nebraska. D.J. is also the son of Doug and KathyTucker. Greg Farlow has been with our company since August 2007. Greg is part of our installation team. He has been installing systems since the day he started and is very good at his job. Greg has recently become a father to a beautiful little girl. John Dail is also a part of the installation team. He has been with us since April 2009. John juggles his job and his baseball team which is very hard with the business we are in. Thank you John for working with those young kids. Liam Catron has worked for us since May 2014. Liam is a part time high schooler who works with the installation crew and the parts department. Liam
loves to be out in the field helping with putting up irrigation systems. Liam graduates this month and will leave for college in the fall. Howard Harding has been with us since November 2016. Howard works in service, installation and operates equipment. Howard also attends service school each year. Howard works very hard here and at home as he has his own chicken houses. When his alarms go off he has to leave but he will be back. Benjamin Schrieher has recently started with us March 2018. Ben works in installation and he welds. He is learning and doing a great job. We are happy to have him. Shannon Pusey has been with us since January 2016. Shannon is our parts manager. She is very good at her job and the farmers love her. She is pursuing her
BS in bussiness management. Shannon juggles school and work and does a great job. We are thankful to have her. William Drummond, our most recent hire. Bill has worked with us as a self employed contractor for many years. We are so pleased to announce that he has excepted a position in sales and service. Bill is a great asset to our company. Bill brings many years of knowledge in the irrigation business. He is known by many farmers on Delmarva and is well respected. Bill also attends a service school every year in Nebraska. We look forward to many more years with him. As some people know we recently lost one of our own, Brannon Mariner. Brannon was a very hard working young man and he is missed everyday. We were very thankful to have him with us for what time he was here.
Send us your news
Readers are invited to send any news that they would like to see featured in the Business Report. Items can be e-mailed to mmcclure@ mspublications.com.
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Ambient Care offers virtual care By Carol Kinsley
Imagine getting personalized health care when you need it — without leaving home — available to you 24 hours a day and seven days a week! A young, local company is putting the latest technology to use to revolutionize the current health care delivery system. Ambient Care, which has four “brick and mortar” locations in lower Delaware, now offers telemedicine and virtual visits with medical providers to anyone in Delaware or Maryland. Physician Assistant Robert Henry, who is company CEO, said, “We offer health care that everyone can benefit from through a virtual care platform which delivers the same quality care we have been giving, at a lower cost to patients, employers and insurance companies, and without a long wait to be seen. “Our Ambient Care App allows us to see any patient anywhere in Delaware or Maryland. We can send
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prescriptions to almost any pharmacy, and we send reports to your primary care physician for follow up if necessary.” The Ambient Care App can be loaded onto any droid or Apple device or pc that has a camera and microphone installed. “It’s like FaceTime over a secure platform,” Henry said. Once the app is downloaded, the patient logs into an account on the Ambient Care App, enters symptoms and medical history along with insurance information, and within moments is connected to a medical provider. Patient and doctor can dialogue back and forth, just as they would in an office visit. “I usually tell people there are certain things virtual care should not be used for,” Henry said, listing as examples chest pain or anything life-threatening which obviously would require care in a hospital. “But when I think about a lot of things we see in the office — minor issues — that we can do by
virtual care without using up a patient’s time and gas money … especially for working adults who can’t take half a day off to visit a doctor… the Ambient Care App just makes sense!” Employers who do not have a fullfledged wellness center staffed with a full-time medical provider also can take advantage of the Ambient Care App for employees who can get a quick consult for minor health problems without losing a lot of time away from the job. Most insurance companies cover virtual care, with the same co-pay you would pay otherwise. Henry added, “For patients without insurance, the regular fee is $60, which is a lot less than it costs to walk into most clinics — and the patient receives comparable care for minor illnesses.” There is no charge to download the Ambient Care App from the App Store, so why not download it now onto your device or computer, so you can get medical care that much faster when you need it?
msbusinessreport.
Coldwell Banker Resort Realty has years of experience By Carol Kinsley
When it comes to buying or selling real estate, you want a real estate company with experience. Locally owned and operated, Coldwell Banker Resort Realty is recognized as one of Coldwell Banker Real Estate LLC’s longest operating franchisees. The company first affiliated with the Coldwell Banker brand, which was founded on a commitment to ethical professionalism and customer service, in 1983. With more than 110 agents in four locations in Sussex County, Coldwell Banker Resort Realty offers full service for sales or rentals of residential, commercial and investment properties. The Seaford location became a part of Coldwell Banker Resort Realty firm in September 2011, joining locations in Rehoboth and Lewes. The company more recently added an office in Milford. Sales production by dollar volume from the Seaford branch has doubled in less than 10 years. For a second year, the Seaford branch of Coldwell Banker Resort Realty was recognized recently with the International Sterling Society office award for exceeding 370 transaction
sides. This award was given to only 173 of the 3,000 offices worldwide. Rick Bennett, broker and branch manager for the Seaford office, said, “It is an honor to reach this milestone for the company. Our agents work diligently one client at a time. The recognition worldwide for their dedication and perseverance is well deserved.” Just announced, for the first time in company history, Coldwell Banker Resort Realty was honored with the President’s Award of Honor. Only 63 companies in North America qualified for this recognition. Also, Coldwell Banker Resort Realty was among companies included in the list of “2018 Up and Comers” ranking by REAL Trends. While these firms didn’t close the minimum 1,899 residential transaction sides required to make the top 500, their transaction count still puts them among the industry’s elite. Coldwell Banker has been dedicated to the love of people and home since 1906. Currently there are over 92,000 associates worldwide. The brand participated in 730,736 transaction sides in the United States with an average sales price of $332,025, which is 14.8 percent higher than the National Association of Realtors 2017 average.
Google analytics source Coldwell Banker as the No. 1 most visited real estate brand online. Klout, a program that rates social media influence, once again recognized Coldwell Banker as the No. 1 most influential real estate brand in 2017. Visit online at www.cbanker.com or stop in any of the four offices. Agents are always on staff to assist walk-ins. • 20184 Coastal Highway, Rehoboth Beach, (phone 302-227-5000); • 22350 Sussex Highway, Seaford, (phone 302-629-5575); • 800 Kings Highway, Lewes, (phone 302-645-2881); and • 711 N. DuPont Blvd., Milford (phone 302-422-8200). Whether you are looking for a new property or have one to sell in western Sussex County, the Seaford branch has the following agents ready and available to assist: Rick Bennett, Carol Crouse, Dana Caplan, Leland Farris, Beverly Foote, Adam Gaull, Christine Grace, Patti Haney, Gerald Jester, Lee Johnson, Trina Joyner, Jeff Kemp, Bill Krieg, Mary Niles, Nancy Ann Price, Scott Reagan and Dianne Reece.
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Managing a successful Agribusiness requires more than a basic knowledge of accounting, finance By Brad Slaney, C.P.A.
There’s a lot more to running a farm than planting, fertilizing and harvesting your crops. And there’s a lot more to agricultural accounting than figuring out how many of your annual expenses qualify as deductions when you file your tax return. By adjusting your accounting system and using software tools customized for agricultural businesses, today’s farmers can not only determine which portions of their business are the most profitable (and which ones are not) but they can also see how they compare with similar agricultural operations, both in the region and nationwide. Chances are that most farmers have taken a course or two in economics or finance, but managing a successful agribusiness requires more than a basic knowledge of accounting and finance. While farmers, like many operators of small businesses, prefer the simplicity of the cash method of accounting, bankers (who you will have to please in order to win approval for loans and lines of credit) prefer seeing financial reports that use the more complex accrual method, which provides a more detailed look at farm operations. What’s the difference between the cash and accrual methods? Simply put, say you buy seed for tomatoes in April and pay for it in June, and you sell your tomatoes in July and get paid for them in August. In a cash accounting system, you’re recording an expense in June (when the bill is paid) and income in August (when cash is received). In an accrual system, you match revenue with expenses and recognize in July. In the accrual method of accounting, you will also be booking the value of your inventory – items like the seed you have purchased but haven’t used, and the value of any crops or livestock on hand that you have not yet sold. If you’re a novice at bookkeeping and accounting, the steps involved in setting up an accrual system can seem daunting, so it is best that you meet with your Certified Public Accountant (CPA) to set up your system properly. After taking this step, however, you will be able to reap the benefits. One likely benefit, as already mentioned, is a better relationship with your banker, who will see that you realize that 28
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there’s more to running a farm than simply selling what you grow. A greater benefit will be your ability to understand trends at your farm and to compare your farm with others like yours. Developers of accounting software have developed accounting packages designed for specific industries – construction and agriculture, for example – that enable business owners to record transactions in a format specific to their industries. Your CPA should be able to help you select the software package that will work best for your business. These software packages enable farmers to aggregate data related to specific portions of their operations, and to use that data to make informed judgments. The goal is to practice what professionals call “management accounting,” looking at the cost of production by farm, by field, by year, by various parts of the business, and determining which areas are the most cost-effective. For example, if a farmer can isolate the expenses and income associated with growing corn from the expenses and income associated with growing tomatoes, it would be possible to determine which crop is delivering the greater return on investment, and having that knowledge could lead to making better decisions about which crops to plant next year. After a farm has used the accrual method for two or more years, it is possible to do a trend analysis – tracking performance from year to year to determine whether the farm’s financial condition is improving, and by how much. Trend analysis can also confirm a weakened financial situation. With the information aggregated within the software package, your CPA can use this data to compare certain financial ratios of similar businesses. You can determine whether your farm is more (or less) profitable than others, or whether your expenses in a particular category are above or below the norm. In doing a trend analysis, there are a couple of points to keep in mind. First, the direction of a trend is more important than the raw numbers. For example, a low return on assets may be acceptable if the return is increasing year by year. Second, when conducting a comparative analysis, keep the figures in context. If it appears that your farm is not doing as well as others of your size or in your area, dig more deeply into the data for
clues as to what factors might account for the difference. Third, consider the impact of industrywide trends. A loss hurts, of course, but it is a little less painful if you realize that bad weather also put many farms like yours in the red. As a farmer, there are some important ratios to consider when analyzing your financial situation. Measures of your farm’s liquidity are often expressed with the current ratio (current assets divided by current liabilities) or working capital (current assets minus current liabilities). The higher these financial indicators are, the better positioned the company will be to meet short term debt requirements. Working capital should have a positive value, but too high of a value could suggest that certain assets aren’t being utilized for your farm’s benefit. For a measure of solvency, determine the ratio of your farm net worth (owners equity) to its assets. This ratio will provide the level of ownership you have in the business. A result of .75 indicates that 75 percent of the assets are owned by you. The higher the percentage the more flexibility owners will have when times are tough. Bankers will look at this ratio, but they realize that many farms are highly leveraged, and the banks main concern is whether the farm is able to support its debt payments. Another helpful figure when studying your farm’s trends is its return on investment, calculated by taking net income plus interest expense (1-tax rate) divided by average long term liabilities plus equity. This ratio measures performance and the higher the percentage the better return. There are many other ratios that you can calculate to get a better determination of how well your farm is performing. You can learn more about them from your CPA or from websites that focus on agribusiness. Using these numbers to make proper business decisions can help you increase your farm’s profitability year after year. Brad Slaney is a Certified Public Accountant with Horty & Horty, P.A., a Delaware accounting firm with offices in Dover and Wilmington.
QUALITY INN- The Georgetown Chamber of Commerce recently held a ribbon cutting for the Quality Inn & Suites in Georgetown. Also, during the event, the hotel owners presented a check to the town of Georgetown to show their community support. On hand for the event was the owner, Shashi Patel, daughter Ranak Patel, son Raj Patel, hotel regional manager Ruwan Padmawansa, hotel manager Crystal Foxwell, Mayor Bill West, chamber director Kevin Thompson and many friends of the town and chamber members.
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BUSINESS LICENSES BETHANY BEACH Bethany Beach Beer Wine and Liquors; 759A Garfield Pkwy.; retailer-alcoholic beverages Farindola LLC, Touch of Italy; 38944 Cypress Lake Circle; retailer-restaurant Fortunate Sportfishing; 35 Inlet View Ct.; professional and/or personal services BRIDGEVILLE Perfectional Cleaning; 25 Laverty Ln.; professional and/or personal services Essex, Jennifer L.; 12021 Glen Cir.; retailer-various products ML Country Store LLC; 10609 Seashore Hwy.; retailer-various products JCH Enterprizes; 14363 Deer Forest Rd.; personal services-general repairperson DELMAR Candy Man Can; 101 E. Grove St.; sales representative DOVER American Startup Inc.; 8 The Grn., Ste. A; professional and/or personal servicesunclassified Phone Dr. Inc., Fix Ur Crack; 34 Salt Creek Dr., Ste. 1; retailer-electrical goods Fuel for Fitness; 38 Upland Ave.; retailerrestaurant WJ & JA Plowman; 19 Holly Cove Ln.; wholesaler-any products Jovian Star; 157 Woodsdale Ave.; wholesaler-any products Kamara Studio; 1015 Walker Rd., Ste. 4; personal services-beautician Marie Housekeeping Services LLC; 169 Kentwood Dr.; contractor-residential Aussie Bargain Broker LLC; 8 The Grn., Ste. 7927; wholesaler-any products Handy Helpers LLC; 70 Ediman Ct.; professional and/or personal services SSNK Corporation, T/A Subway; 991 Forest St.; retailer-restaurant Revival Massage; 874 Walker Rd.; professional and/or personal services Williams, Shantae; 749 River Rd.; direct care worker Bowman, John M., 2 Men & A Rake; 1641 Nathaniel Mitchell Rd.; professional and/or personal services Emaygee Filmworks; 8 The Grn., Ste. A; professional and/or personal services Manhattan Motors; 55 Loockerman Plz.; motor vehicle dealer Paclink; 890 S. State St.; personal serviceshealth club/spa Payment Club LLC; 8 The Grn., Ste. 7920; professional and/or personal services Ju Gonzalez LLC; 1133 S. Little Creek Rd., Trlr. 43; contractor-residential Piper, Desazari T. Sr., Fruitnation Smoothie Co.; 115 Maple Glen Dr.; manufacturer-food K&L Enterprise LLC; 855 Woodcrest Turn; drayperson/mover Gloss Brothers Detailing LLC; 6463 W. Denneys Rd.; professional and/or personal services 30
Business Report | June 2018
Southern Grille Hollywood Diner, Southern Grille of Ellendale; 123 N. Dupont Hwy.; retailer-restaurant Eco-Friendly Plastic Materials; 8 The Grn., Ste. B.; manufacturer-chemical and allied products Jacob Rose, Jacob Studios; 211 Katherine Dr.; photographer Let’s Do it Again LLC, First State CPA’s; 970 S. State St.; professional services-CPA 329 Rentals; 329 N. New St.; reconciliation purpose code 204 Rentals; 204 N. New St.; reconciliation purpose code Build Renown; 300 N. State St., Apt. 11; professional and/or personal services Cross Art Designs; 64 Representative Ln.; retailer-various products Affinity Home Care Services LLC; 1040 S. State St., Ste. A; professional services-physical therapist Golden Kisses Cosmetics; 216 Bay Tree Rd., Apt. 301H; wholesaler-any products G and M Mgmt. Inc.; 809 Monroe Ter.; professional and/or personal services Affordable Lawn Care; 1115 Oak Dr.; professional and/or personal services Escobar Construction; 5835 N. Dupont Hwy.; residential contractor/developer Nature Nurture Farm; 91 Clark Ct.; retailer-various products Lafortune Transportation LLC; 124 Teak Ct.; professional and/or personal services A&E Property Solutions LLC; 117 W. Reed St.; residential contractor/developer F and B Inc.; 8 The Grn., Ste. A.; wholesaler-any products Lotts of Lashes; 783 Miller Dr.; professional and/or personal services Host in Name LLC; 8 The Grn., #4236; professional and/or personal services Curtis, Esther J., Parrot Content & Copy; 17 Chucker Xing; professional and/or personal services Brennan Holdings LLC; 17 Fenwick Ct.; professional and/or personal services TJ Swinford Enterprises, True Look Real Estate Photography; 202 Grey Fox Ln.; photographer Blofsky, Sara E., Sara Blofsky Fitness; 1008 Brazil Nut Way; professional and/or personal services Addy, Jennifer L., Kindred Spirits Massage; 250 Gateway Blvd., Ste. 307; professional and/or personal services Rare Hospitality International, LongHorn Steakhouse; 505 N. Dupont Hwy.; retailerrestaurant Ivywort LLC; 8 The Grn., Ste. 4167; wholesaler-any products Folk Design Group LLC, Great Clips #8606; 1405 Forrest Ave., Ste. 1; personal services-barber Arched by Cynthia; Gateway South Blvd., Ste. 306; personal services-health club/spa GEORGETOWN All Pro Entertainment; 309 Sussex Central Dr.; reconciliation purpose code Ten Sails LLC, Great Clips; 401 College
Park Ln., Unit 6; personal services-barber Bobbi Jo’s Stuff; 20872 Bull Pine Rd.; direct care worker Tia’s Cleaning Service LLC; 6 Lantern Ln.; contractor-residential Martinez Group Inc.; 21859 Hickory Dr.; reconciliation purpose code McClain, Cindy; 25138 Bennum Switch Rd.; professional and/or personal servicesunclassified Marino, Frances, Back on the Road Again; 18622 Whaleys Corner Rd.; personal servicesmotor vehicle service Rust, Keith A., KAR Properties; 8 Chestnut St.; lessee/lessor of tangible property Starbucks Corp., Starbucks Coffee #50514; 201 College Park Ln. #1; retailer-restaurant GREENWOOD Seal Tight Paving LLC; 8839 Greenwood Rd.; contractor-residential HARRINGTON Andrew’s Tree Service Inc., Tri-State Hay & Feed Co.; 532 Cedar Grove Church Rd.; professional and/or personal services Dupras, Bernard, BD Industries; 758 Jackson Ditch Rd.; retailer-dry goods & apparel
Bear’s Handyman Services LLC; 3 North St.; contractor-residential Roberts, Harold E. Jr., Blazin Body Essentials; 3994 Canterbury Rd.; wholesaler-any products Pool Care Plus LLC; 597 Bloomfield Dr.; contractor-residential Smith, Stephanie J., Art Spark Creations; 22 Clark St., Apt. 22; retailer-various products LAUREL Latorico, Anthony M., Anthony’s Errand Service; 18687 Johnson Rd.; professional and/or personal services-unclassified Trout, Rachael, Inspired Moments; 11067 E. 4th St.; professional and/or personal services Isaacs, Justin A., Isaacs Cleaning Services; 32432 Mount Pleasant Rd.; professional and/or personal services Johnson, Michael Wayne, Mike’s Custom Fence; 27463 Dillards Rd.; contractor-residential Eutsler, Stephanie; 14547 Trap Pond Rd.; direct care worker Miller, Kayla M., Karing Hands; 36 Sunset Dr.; direct care worker Hovatter, Jenna; 1001 S. Central Ave.; personal services-beautician Smith, Nathan, Namari Design; 18819 Phillips Hill Rd.; photographer Bullock, Laurel A., Patient Hands Equine Services; 16717 Shiloh Church Rd.; professional and/or personal services Upshur, Latrisha P., Paige’s Hair Boutique; 517 Center St.; retailer-various products LEWES Ocean Guru, The Ocean is My Guru; 17063 S. Brandt St., Unit 4308; professional and/or personal services Twinkle Little Stars Child Care; 20 Love Creek Dr.; professional and/or personal services-unclassified Booking Your Trip Travel; 37192 Sheepscot Rd.; travel agency Global Prime Seller LLC; 16192 Coastal Hwy.; wholesaler-any products Heartdrawn Studio & Tattoo; 18354 Coastal Hwy.; professional and/or personal services Medical Expert Consultants LLC; 35769 Tarpon Dr.; professional and/or personal services Shivu Inc., Uncle Willie’s; 17580 Coastal Hwy.; retailer-petroleum products Astro Traders LLC; 16192 Coastal Hwy.; retailer-catalogue & mail order house Farindola LLC, Touch of Italy; 33323 E. Chesapeake St.; retailer-food, restaurant, wholesaler-food processor Farindola LLC, Giulianova; 28626 Lewes Georgetown Hwy.; wholesaler-food (except processor) Very Cool Distribution LLC; 16190 Coastal Hwy.; retailer-various products Great Outdoors Sunrooms, Shade
Solutions; 32239 Nassau Rd.; contractorresidential Paws in Pet Care LLC; 23524 Oak St. W.; professional and/or personal services Gonzalez Painting LLC; 31709 Sycamore Ct.; contractor-residential APC Marketing LLC; 16192 Coastal Hwy.; wholesaler-any products Brow & Beauty Bar; 12 Gander Ln.; personal services-beautician Delcraft; 35924 Spinnaker Cir.; contractor-residential RV Diagnostics Mobile Repair; 29658 Hickory Rd.; personal service-motor vehicle service LSD Properties; 34634 Bay Crossing Blvd., Unit 4; contractor-residential Rocket Retail LLC; 16192 Costal Hwy.; retailer-various products BH McKinney’s Grove LLC; 17527 Nassau Commons Blvd.; residential contractor/developer Jinx Live True, Jinx; 18388 Coastal Hwy., Unit 4; wholesaler-any products Lucas Heppner Photography; 33061 Grapevine Ct.; photographer Illyrian Warehouse LLC; 16192 Coastal Hwy.; wholesaler-any products Pauley, Pamela S., Sea Fit by Pamm; 17367 Taramino Pl.; professional and/or personal services Pirates of Lewes Expeditions, Treasure Mates LLC; 400 Anglers Rd.; professional and/or personal servics-unclassified Soulfire Yoga LLC, Soulfire Collective; 176 Rehoboth Ave., Studio A.; personal services-health club/spa MILFORD Davaria’s Dust and Shine; 605 N. Walnut St.; professional and/or personal services Burton Design & Construction LLC; 19 W. Saratoga Rd.; contractor-residential L&B Anderson LLC; 17328 Isdell Rd.; contractor-residential Anita L. Layfield Irr. Trust; 902 S. Dupont Blvd.; commercial lessor Social Me 365 LLC, Pam Schaeffer; 108 Isaacs Shore Dr.; advertising agency Chance, John Clayton, Chance’s Firearms; 7663 Wells Rd.; retailer-various products Shine Your Way LLC, Divine Home Designs; 7209 Shawnee Rd.; professional and/or personal services Milford Diner, LLC; 1042 N. Walnut St.; retailer-restaurant Centifola Nails & Spa; 28257 Lexus Dr.; personal services-manicurist Maloney, Katie L., Graced by You Boutique; 301 Wisseman Ave.,; retailer-dry goods & apparel MILLSBORO Muddybird LLC; 35627 Joann Dr.; contractor-residential Leaf it to Us Lawncare; 26580
Willowmere Dr.; professional and/or personal services Maxie’s Grill; 34023 Prowler St.; retailer-restaurant Colins, Mary, Spotless Clean; 26508 Sea Mist Ct.; professional and/or personal services Complete Cleaning; 25074 Indian Branch Rd.; reconciliation purpose code Just Imagine Landscaping LLC; 35648 Boat House Ln.; contractor-residential Golden Paws; 611 Maidstone Ct.; professional and/or personal services Chad Mitchell; 32722 Oak Orchard Rd.; contractor-residential Cox, Mark A. Jr., RV Doctor; 115 Sandridge Ct.; personal services-motor vehicle services Coastal Irrigation; 220 Dodd St.; contractor-residential Pot-Nets Homes LLC; 34026 Annas Way, Unit 1; retailer-furniture & fixtures Rust to Chrome Home Creations; 134 Bobby’s Branch Rd.; residential contractor/ developer Sanvi Inc., Uncle Willies; 28194 DuPont Blvd.; retailer-petroleum products Backwater Adventures LLC; 26528 Oak Forest Ln.; lessee of tangible property/professional and/or personal services/lessor of tangible personal property Mills, Theodore George Jr.; 32290 Robin Hoods Loop; professional and/or personal services-unclassified Yardbird Traders LLC; 25709 Salt Grass Rd.; sales representative Surrat, Alma M., Alma M. Surratt PMHNP CNS BC; 32711 Long Neck Rd.; professional and/or personal services SEAFORD Cook, Stephanie; 504 Woodland Mills Dr.; direct care worker Davis Welding Service; 26075 River Rd., Seaford; personal service-motor vehicle service T-Square Construction LLC; 22866 Bloxom School Rd.; contractor-residential Dreadnought Entertainment; 325 N. Hall St.; personal services-entertainment Fletcher, Joseph, Faded by Fletcher; 221 High St.; personal services-beautician Westwood, Dustin, Redeemed Creations; 611 3rd and North St.; contractor-residential McGee, Dalton, DM Detailing & Power Washing; 22572 Bloxom School Rd.; contractor-residential King Products Inc.; 420 Pennsylvania Ave, #1; wholesaler-any products Davis, Jesse L., JD Productions; 24252 Chapel Branch Rd.; professional and/or personal services Sussex County Pawn Inc., Peninsula Pawn; 22876 Sussex Hwy., Unit 1; personal services-pawnbroker Bay, Robert; PO Box 1463; contractorresidential High Standard Electric; 20998 Atlanta Rd.; professional and/or personal services 31
Business Report | June 2018
Is your brand a Sage or Jester? Branding: The differences between jesters, outlaws, magicians and lovers By Patricia V. Rivera
What is your brand archetype? Archetypes are the 12 iconic personalities — with their unique characteristics, values, attitudes and behaviors — that have existed across culture and since the beginning of man. Brand archetypes can be tough to figure out, until you see the masters in action. Let’s start there. Take Harley Davidson. It’s easy to equate it to the Outlaw, that tough guy or gal who loves to break the rules. Its ads challenge prospects to decide if they want to be remembered as a “pasty, web-wired computer wiz, strapped to an office chair? Or, as a leather-clad adventurer who lived life to the fullest astride a Harley-Davidson?” Then you have the globe-trotting Starbucks, a true Explorer, that uses coffee to unite people around the world. By embracing a classical personality, you give a human depth to your organization and to your brand. It becomes easier
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to find that important value that consumers and employees connect with. This column will cover the basics of the 12 archetypes. The July column will dive into how Rivera to use them to build your brand. Archetypes provide a collective language to help describe your brand internally and externally. Jim Signorelli, author of “StoryBranding 2.0: Creating Stand-Out Brands Through The Power of Story,” encourages identification of brand archetypes in his book. “To help define the brand’s inner layer, we use what is referred to as archetypal analysis. The goal of archetypal analysis is to give us the language, the frames of reference we need to bring the brand’s meaning out of hiding,” he notes. Organizations can choose from one of 12 classical archetypes or unite two to
craft originals such as creative-maverick or the hero-joker. Again, the goal of identifying and using archetypes is to give a deeper meaning to your brand so that it creates an emotional affinity. Branding is as much about selling services and products as selling meaning with integrity. Carol S. Pearson and Margaret Mark, authors of “The Hero and the Outlaw: Building Extraordinary Brands Through the Power of Archetypes,” described the essence of the 12 well-recognized archetypes (with some modifications): Creator | Designs something new | Apple Good for brands that: encourage selfexpression; provide the customer with choices and options; help foster innovation Caregiver | Takes care of others | Johnson & Johnson Good for brands that: provide comfort and peace of mind; support families or associate with nurturing; offer services in health care, education and other caregiving fields Ruler | Exerts control | American Express Good for brands that: exert leadership and dominance; help people be more organized; seek to differentiate from a more
populist option Jester | Have a good time | Miller Lite Good for brands that: help people have a good time; create fun and humor; differentiate from a self-important, overconfident established brand Regular Guy/Gal | Be OK as they are | Wendy’s Good for brands that: help people feel that they belong; offer function used commonly in everyday life; create a down-home organizational culture Lover | Find or give love | Hallmark Good for brands that: help people find love or friendship; allow consumer to feel special, adored and doted on; fosters beauty, communication or closeness between people Hero | Act courageously | Nike Good for brands that: offer an invention or innovation that will have a major impact on the world; help people perform at their upper limit; address a major social problem and ask people to take action Outlaw | Breaks the rules | HarleyDavidson Good for brands that: identify with values at odds with the general public; reflect revolution or destruction (such as a bulldozer or adult video games); pride themselves on their individuality Magician | Affect transformation | Disney
Good for brands that: offer transformative products or services; appeal to cultural creatives; provide a spiritual or psychological component Innocent | Retain or renew faith | Ivory Good for brands that: provide a simple answer to an identifiable problem; connect with goodness, morality, simplicity, nostalgia or childhood; associate with cleanliness, health or virtue Explorer | Maintain independence |Starbucks Good for brands that: help people feel free, nonconforming or pioneering; relate to the outdoors, nature or adventure; allow people to express their individuality (e.g., fashion, furnishings). Sage | Understands their world | Good for brands that: provide expertise or information to customers; encourage customers or clients to think; position themselves as thought leaders or original thinkers Now that you understand the 12 classical archetypes, are you closer to identifying yours? In the next column, we’ll delve into ways to use them to characterize a brand in a simple and memorable way.
Vol. 21 No. 9 PRESIDENT
Bryant Richardson TREASURER
Carol Wright Richardson PUBLISHER
Mike McClure
COMPOSITION
Elaine Schneider Tina Reaser Karen Cherrix Kimberly Beard
Patricia V. Rivera is a marketing consultant and founder of Hook PR & Marketing in Lewes (www.hookpr.com).
VP OF MARKETING
Chris Redman SALES
Greg English Tede Griffith 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
Focusing on the ambition and innovation that make Delaware businesses unique.
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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. Seaford, DE 19973 ARCHITECTS & ENGINEERS Davis Bowen & Friedel, Inc. Michael Wheedleton AIA Zachary W. Crouch P.E. 302-424-1441 302-424-0430 Fax www. dbfinc.com milford@dbfinc.com 23 N. Walnut St. Milford, DE 19963 CHAMBER OF COMMERCE Bethany-Fenwick Area Chamber of Commerce Lauren Weaver 302-539-2100 302-539-9434 fax www.thequietresorts.com info@bethany-fenwick.org 36913 Coastal Highway Fenwick Island, DE 19944 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 34
Business Report | June 2018
302-422-3344 302-422-7503 fax www.milfordchamber.com milford@milfordchamber.com 24 NW Front Street Milford, DE 19963 Georgetown Chamber of Commerce Kevin Thompson 302-856-1544 302-856-1577 fax www.georgetowncoc.com info@georgetowncoc.com 827 E. Market St., PO Box 1 Georgetown, DE 19947
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 (Visitors Center) 306 Rehoboth Ave (Administrative Offices or Admin. Offices) Rehoboth Beach, DE 19971
Laurel Chamber of Commerce Suzanne Barger 302-875-9319 302-280-6365 fax www.laurelchamber.com info@laurelchamber.com 215 Mechanic Street PO Box 696 Laurel, DE 19956
Western Sussex Chamber of Commerce Lynn Harman 302-629-9690 302-536-1916 fax www.westernsussexcoc.com lynn@westernsussexcoc.com 26673 Sussex Highway/ P.O. Box 26 Seaford, DE 19973
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
COMMERCIAL CLEANING SERVICES EASTERN SHORE CLEANING, LLC Chris and Sonice Lee (302) 752-8856 www.easternshorecleaning. com easternshorecleaning@ comcast.net
Greater Millsboro Chamber of Commerce Kevin Turner 302-934-6777 302-934-6065 fax www.millsborochamber.com info@millsborochamber.com 102 Washington St., Suite 6 P.O. Box 187 Millsboro, DE 19966
EDUCATION Delaware Technical Community College Workforce Development and Community Education 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
Milton Chamber of Commerce Terri Fox 302-684-1101 www.historicmilton.com chamber@historicmilton.com P.O. Box 61 Milton, DE 19968
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 10 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 Ina C. Fitch 302-856-3501 ext. 140 302-856-2539 fax www.dspfcu.com ifitch@dspfcu.com P.O. Box 800 Georgetown, DE 19947 Dover Federal Credit Union Seven Statewide Locations Deb Jewell 302-678-8000 www.doverfcu.com 1075 Silver Lake Blvd. Dover, DE 19904 djewell@doverfcu.com FUNERAL SERVICES Watson Yates Funeral Home A member of the Parsell Funeral family 302-629-8561 watsonyatesfuneralhome. com Front & King St. Seaford, DE 19973
GRAPHIC/WEBSITE DESIGN Dean Design Marketing Group Stephanie Whitcomb 302-542-9550 www.deandesign.com thestudio@deandesign.com stephanie@deandesign.com 13 Water St. Lincoln, DE 19960 HEALTH Bayhealth Kent Campus 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 Healthcare Christina Deidesheimer 302-645-3220 302-644-9032 fax www.beebehealthcare.org cdeidesheimer@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 Lyons Companies David F. Lyons, Sr. David F. Lyons, Jr.
Lew Harrington Timothy Lyons John Pierson 302-227-7100 www.lyonsinsurance.com info@lyonsinsurance.com 19643 Blue Bird Lane, Unit 8 Rehoboth Beach, DE 19971 INTERNATIONAL BUSINESS World Trade Center Delaware Carla Sydney Stone 302-656-7905 wtcde.com 802 N. West St. Wilmington, DE 19801 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 PRIVATE INVESTIGATIVE 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 JEWELERS Holland Jewelers 302-947-1200 Excellence since 1990! 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 Burton
Seth L. Thompson Deirdre A. McCarthy Elizabeth Soucek David J. Weidman Shannon R. Owens 302-855-1260 302-855-1270 fax www.scdelaw.com 406 S. Bedford Street Suite 1 PO Box 751 Georgetown, DE 19947 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
Seaford, DE 19973 REAL ESTATE Callaway, Farnell and Moore, Inc. Office: 302-629-4514 Toll Free: 800-966-4514 www.cfmrealestate.com admin@cfmnet.com 500 W. Stein Hwy. Seaford, DE 19973 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
The Smith Firm Michael R. Smith, Esq. Chad R. Lingefelder. Esq. Blake W. Carey. Esq. 302-875-5595 302-280-6592 fax 8866 Riverside Drive Seaford, DE 19973 302-827-2046 fax 323D Rehoboth Ave. Rehoboth Beach, DE 19971
The Real Estate Market Randy Hill, Broker 315 N. Central Ave. Laurel, DE 19956 302-877-8100 office 302-877-8111 fax realestatemarket.pro Randy@realestatemarket.pro
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
STAFFING AGENCY Quality Staffing Services Susan Megarge, office manager 302-990-5623 ext. 21 302-990-5626- fax- attention Susan EasternShoreJobs.com susanm@qssjobs.com 308 E. Stein Highway Seaford, DE 19973
PRINTING & PROMOTIONS Rogers Graphics Darrell Fearin 302-856-0028 dmvprinting.com print@rogersgraphics.com 26836 Lewes Georgetown Hwy Harbeson, DE 19951 Print Shack Inc. 302-629-4430 302-629-4056 fax www.printshackde.com 9203 Brickyard Road 35
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 | June 2018