Salisbury Business Journal

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Business Journal PO Box 510 Salisbury, MD 21803-0510

The Regional Chamber Newsletter

Vol. 12 No. 6

Dedicated to the Principles of Free Enterprise

Salisbury Chamber holds mortgage burning celebration

Thinking Positive

Finding an alternative perspective to gloom and doom may be the secret to keeping a positive attitude in these tough economic times.

Page 18

spotlight Atlantic Lighting and Sign Maintenance has been helping the Chamber and its members since its inception.

Page 6

excellence The Salisbury Area Chamber of Commerce announced the winners of the Excellence in Business Award.

Page 8

politics What does Frank Kratovil, a member of the freshman class of the 111th Congress, hope to accomplish in Washington?

Page 11

January 2009

On Thursday, Dec. 4, 2008, the Salisbury Chamber of Commerce held a Mortgage Burning Party in the Chamber Business Center to celebrate the recent payoff of the mortgage for the Chamber office.

During the August General Membership Luncheon for the Chamber, Michael Kleger, president, presented a check to Rick Matthews, senior vice president and regional executive at Shore Bank, for $110,000, which included a $100,000 matching grant from the State of Maryland.

This was followed by a final payoff in October for the Salisbury Area Chamber of Commerce mortgage.

L.O.R.A. (Locally Owned Restaurant Association) provided an array of food for the event.

Thanks to the generosity of our members who are listed below, the mortgage was paid off in under six years.

Founders’ Circle (over $10,000) E.S. Adkins & Company The Bank of Delmarva Thomas M. Becker Bradley A. Bellacicco Al & Tiffanie Chandler Comcast Spotlight Davis, Bowen & Friedel Delmarva Power Gamee Elliott State Farm Insurance Gillis Gilkerson, Inc. Avery W. Hall Insurance Agency Hanna, Kremer & Tilghman Insurance Holloway Funeral Home Virginia Hall Korff State of Maryland Robert W. Nock Insurance Peninsula Roofing Company Perdue Incorporated Pohanka Automotive Group of Salisbury Shore Bank Millennium Club ($9,999 - $5,000) Alarm Engineering Bank of America Bay National Bank

Continued to page 15

Michael Kleger and Bill Tingle take turns throwing their mortgages into the fire.

Salisbury Area Chamber of Commerce Patrons

www.salisburyarea.com

AN INTELLIGENT SEARCH FOR CAPITAL The Importance of Finding the Best Lender, Not Just the Best Rate.

T

he rapidly changing competitive banking landscape raises questions about the benefits to borrowers given the banking industry’s emerging new structure. One particular uncertainty is the degree to which newly-merged banks will be more or less likely to build meaningful ties and a mutual commitment to engage in long-term lending with their borrowers.

When financial markets are flush, lenders tend to compete strictly on price and capital becomes a commodity. However, in the long-term, the bank that offers the lowest rate does its corporate customers no favor. Smart business borrowers should look beyond interest rates for a lender that can serve the broader interests of their company.

So how do companies ensure they are choosing the right lender? Perhaps more importantly, how do borrowers find a lender who will value them both in good times and bad? Here are five key attributes you may want to consider when seeking capital.

ENDURING CAPTIAL

When the economy is riding high, many companies have easy access to capital; however, when the economy inevitably turns and the capital markets retrench, a mutually-supportive relationship with your lender is invaluable. Find a lender who can grow with you and accommodate your future needs. If your cash flow turns negative, will your bank find a resolution or show you the door? At that crucial time, you will want a banker who will support you through your company’s peaks and flows.

BANKING EXPERTISE

Look for a bank that has a cadre of lenders with tremendous depth and breadth—key areas of knowledge and expertise. They will truly understand the challenges you face and are better equipped to add value to the relationship and greatly facilitate the loan process. Entrepreneurial banks are arguably more effective, as they have been on the “other side” by virtue of creating and running their own companies. They also tend to build stable business ties with their borrowers, instead of being purely transactional.

resolution by an individual who not only has their best interest at heart but also is located on the bank’s local premises. Access to upper management is also lost as the line of authority now extends to another state. Delivering personalized service, long the hallmark of all banks, is now paramount.

LIFECYCLE LENDER

Not all lenders can back your company throughout its lifecycle. A new business needs funds for capital expenditures, growth, seasonal or permanent working capital, and emergency cash. As it matures, the company may need financing to support an acquisition or expansion. At maturity, it may need assistance with spin-offs, recapitalizations or succession management. If the company hits a bump in the road, it may need a plan-ofreorganization financing. Professionals often have their own unique financial needs. Attorneys, for example, must be prepared to deposit a substantial sum of money in their firm when they make partner; while physicians must often deal with medical school debt and capital needs concurrently. A niche bank’s core clientele, small-to-middle market business owners and professionals, often fall well below the radar of most of the newlyformed financial giants. Finding a lender that can evolve with your financing needs can allow you to focus your time and talents on running your business.

BEYOND FINANCE

Financial issues of small-to-middle market businesses and professionals often cross many jurisdictions. However, by forging a strong relationship with your lender, other experts can bring the right advice to the table. Choosing a bank that has the capacity to help you meet today’s challenges in the rapidly evolving business environment of the 21st century is critical.

About Bay National Bank Bay National Bank was founded in 2000 in response to banking industry consolidation and the distinct void these mergers created in servicing, in particular, small and mid-size businesses and their owners, business professionals, and high net worth individuals.

CUSTOMER SERVICE Bay National Bank believes that it now occupies a unique niche Theoretically, bank mergers reduce bank’s costs and in the banking industry. It also believes that it has increase it revenues; however, it also increases a bank’s positioned itself between the much larger banks, complexity. In the process, customer service is whose size and bureaucracy can preclude them greatly compromised as merged institutions move from delivering exceptional and responsive their customer service call centers to non-US service, and between much smaller banks, sites where multiply-queued 800 numbers which may not be able to deliver the create tremendous frustration and full range of products and services ® inadequacy. Customers can no longer sought by growing businesses and expect a courteous and instantaneous sophisticated customers.

CREATING A NEW STANDARD IN BANKING

www.baynational.com Hugh W. Mohler, Chairman & CEO Gregory J. Olinde, Senior Vice President, Commercial Banking Bob Freeman, Senior Vice President, Residential Mortgage Lending Audrey E. Orr, Vice President, Private Banking

| | | |

410-494-2580 410-334-3006 410-334-3000 410-334-3012

109 Poplar Hill Avenue Salisbury, MD 21801 | 410-334-3636

Business Journal

S January 2009

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Director’s Journal

‘What will 2009 bring?’ is still the haunting question for businesses

By Brad Bellacicco

SACC Executive Director

We must not allow this

What will 2009 bring recession to drag on, us? After the economic but we must not let it beating we all took in 2008, everyone is hoping for relief. end without fixing our Fuel prices are helping. The retailers are trying to help system so we will not and survive with reduced have problems like this prices. Service providers are also cutting prices to again. the bare bone and returning calls promptly. Even the arrive before the year’s end. federal government is trying All of this sounds like business as to provide relief to key players in the usual thinking. A crisis requires goveconomy. ernment action now. Money will be Of course so far the only ones getspent in some cases before the situation ting direct help from the federal govis diagnosed; opening us to unintended ernment are the banks and financial consequences. Why are we doing the institutions. same old thing in the era of change?

AIG is a giant insurer and we are We must not allow this recession to told that its failure would devastate drag on true, but we must not let it end the entire insurance industry. Some without taking the chance to fix our banks and Wall Street firms have been system so we will not have problems allowed to die, but others are being like this again. selected for financial support. The 1. Oversight by stockholders should oversupply of residential properties and be stronger. These investors have more its impact on the market is hurting the of an interest in the company than the value of homes. The efforts to give evgovernment. They should exercise this eryone the American Dream of owning self serving interest more. their own home also has placed many 2. The automobile industry should loans into default and the mortgage inget help to survive under a better busidustry in fiscal peril. Federal National Mortgage Association (Fanny Mae) and ness model. Part of the solution should be the union pension funds. They the Federal Home Loan Mortgage Corshould be invested into companies that poration (Freddie Mac) are being left have generated the jobs and paid the with a lot of the defaulted mortgages money into these accounts. Family on these devalued homes. owned businesses and firms that invest Now the American-based automobile manufacturing industry needs mon- 401K and other pension funds or give stock as bonuses get employees interey. This industry has been struggling ested in the success of the company. for years and the recent escalated price It is hard to believe from some of the of fuel has really hurt their standard statements from the United Automoproduct line of SUVs, big trucks and bile Workers Union that they support high performance vehicles. The fedthe Big Three’s efforts to efficiently eral government is being begged to act produce a product that the American sooner rather than later, because without the funds now, bankruptcy could Continued to page 33

Mid-Atlantic

Front row, from left, Gaskill, Robertson, Kleger, Tilghman. Back row, from left, Mac­iarello, Tilghman, Chandler, Fitzgerald, Colburn and Sarbanes.

2008-2009 Salisbury Area Chamber of Commerce Officers President Michael Kleger President Elect J. Scott Robertson Vice President Al Chandler Vice President Dawn Tilghman Vice President Sandy Fitzgerald Secretary/Treasurer Ernie Colburn Asst. Sec./Treasurer Gary Gaskill Legal Counsel James Sarbanes Asst. Legal Counsel Mathew Maciarello Past President Philip L. Tilghman

PKS & Co., P.A. Laws & Robertson, P.A. Delmarva Homes Burnett White Tire and Auto Pohanka Automotive Group Comcast Spotlight Lorch Microwave Laws & Robertson, P.A. Hearne & Bailey Tilghman Oil Company

Salisbury Area Chamber of Commerce

144 East Main Street, Salisbury, MD • Phone: 410-749-0144 • Fax: 410-860-9925 email: chamber@Salisburyarea.com • Website: www.Salisburyarea.com

INdex Ad Directory . . . . . . . . . . . . . . . . . . . . 33 Ambassador Spotlight . . . . . . . . . . . . . 7 Barometer . . . . . . . . . . . . . . . . . . . . . 10 Business After Hours . . . . . . . . . 17, 20 Business Directory . . . . . . . . . . . . . . 31 Business Mix . . . . . . . . . . . . . . . . . . . 21 Calendar . . . . . . . . . . . . . . . . . . . . . . 29 Chamber news . . . . . . . . . . . . . . . . . . 4 Committee Spotlight . . . . . . . . . . . . . 30 Education . . . . . . . . . . . . . . . . . . . . . 24

Health . . . . . . . . . . . . . . . . . . . . . . . . 32 Insights . . . . . . . . . . . . . . . . . . . . . . . 12 Investing . . . . . . . . . . . . . . . . . . . . . . 34 Member Spotlight . . . . . . . . . . . . . . . . 6 New members . . . . . . . . . . . . . . . . . . . 5 Personnel . . . . . . . . . . . . . . . . . . . . . 27 Salisbury University . . . . . . . . . . . . . . 25 Seek & Find . . . . . . . . . . . . . . . . . . . . . 5 Young Professionals . . . . . . . . . . . . . 16

Come see the shore’s most beautiful attraction

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PAGE 4

Economic Forecast planned

The 2009 Regional Economic Forecast is Thursday, Jan. 15. Hosts include the Salisbury Area Chamber of Commerce, Tri-County Council for the Lower Eastern Shore of Maryland, Wor-Wic Community College, the University of Maryland Eastern Shore and Salisbury University’s Franklin P. Perdue School of Business and the Small Business Development Center.

With the recession looming on the business community, the recent changes in federal government and the growing deficit, this year’s economic forecast is more important than ever before.

Experts are being gathered to analyze the challenges facing our region, the nation and the global economy. The morning program is on the Wor-Wic campus with a luncheon to follow.

The program will include presentations by academics from local colleges and business leaders with a comprehensive understanding of our economic situation and recommendations for prospering in these challenging times.

A detailed look at real estate and the financial industry will help businesses plan for the new year. A luncheon speaker is being recruited to discuss the role of government in the economic recovery. The program is $40 for chamber members of any Eastern Shore Chamber. Contact the Chamber at 410-7490144 for program details or to register.

Chamber plans seminar

The Chamber will host a seminar, “Dynamics of Team Building and Team Performance,” on Wednesday, Jan. 14 from 4 to 6:30 p.m. at the Chamber office.

Presented by Sue Hahn of Green Gate Farm and Kenny Soni of Performance Unlimited, this workshop will show you how you can transform a team and gain an edge over your competition.

Topics to be discussed include the six C’s of team building, characteristics of high performance teams, a simple exercise to transform your organization and a model of business excellence through team work.

Space is limited. Cost is $29.99 per

Business Journal

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January 2009

Chamber news

Lower Shore Chambers of Commerce

Chamber

Phone

Berlin

Crisfield

Delmar

Fruitland

410-641-4775

Ocean City

Ocean Pines

Pocomoke City

Princess Anne

Salisbury

Snow Hill

410-968-2500

Key contact

Bill Outten

165

Jean Hungiville

$50

65

410-213-0144

Melanie Pursel

410-957-1919

Carol Ludwig

300

Brad Bellacicco

$195

881

Barry Laws

Are you a new member of the Chamber? A new employee of a current Chamber member?

Or, are you a member that has been so busy running your business that you have not had time to find out what the Chamber can do for you?

If you fit into any one of these three categories plan to attend the New Member Reception on Tuesday, Jan. 20, from 11:30 a.m. to 1 p.m. at the Chamber Building. The reception includes a light lunch. For details or to reserve your spot, call Cathie at 410-749-0144 or email Cathie@salisburyarea.com.

$130

780

132

410-632-0809

New member reception

$150

88

$150

Dennis Williams

person. For more information or to register, call Shannon at 410-749-0144 or email chamber@salisburyarea.com.

$60

Jill Marsh

410-651-2961

410-749-0144

200

$100

John Johnson

410-641-5306

$100

Members

Valerie Mason

302-846-3336 410-341-4803

Dues*

$50

$70

best to ensure that your investments continue to benefit you. To learn more about investment strategies, contact Sam or Joy Slabaugh at (302) 846-9201.

The Young Professionals Committee is always seeking new members. Their next major event will be Career Day

105 70

Fax

410-641-3118

410-968-0524

410-213-7521

410-641-6176

410-957-4784

410-651-2118

410-860-9925 410-632-3158

2009 which is being held March 17.

Look for more information about it on their website at www.salisburyyoungprofessionals.com. If you’re interested in joining this energetic committee contact Tiffanie at (410) 749-0144 or membership@salisburyarea.com.

YP Lunch and Learn

On December 3, the Young Professionals held their quarterly Lunch and Learn at the Chamber Business Center.

Sam Slabaugh of EST Financial discussed some investment strategies in an uncertain market. Members in attendance gained insight and knowledge on how to handle their personal finances, including 401K, ROTH IRAs, and other investment vehicles. With many concerned about the economy, Mr..

Slabaugh gave practical advice on how

celebration - Scott Robertson, president-elect for the Salisbury Chamber, addresses the membership regarding the payoff of the mortgage with Michael Kleger, president, alongside. Story and additional photo on page one.

Business Journal

New SACC Members Coastal Physical Therapy & Sports Medicine

Sterling Silver Jewelry by Kim

Dr. William Bails 6508 Deer Pointe Dr. Suite D Salisbury, MD 21804 410-251-3259 info@coastalptsm.com www.coastalptsm.com Serving outpatient physical therapy patients. Locally owned and operated with a focus on each patient’s individual needs.

Kimberley Nixon 5479 Nithsdale Dr. Salisbury, MD 21801 410-546-4637 kimwnixon@comcast.net Handcrafted sterling silver jewelry that is both unique and exclusive. Made of .925 sterling silver and only the finest stones. Offering personal consultation, home showcases (with no formal presentation), catalog sales and fundraisers.

Andrew Kirchner

The Car Store, Inc.

(Referring Travel Agent) Andrew Kirchner 27115 Patriot Dr. Salisbury, MD 21801 443-859-3849 apkirchner1@yahoo.com www.ytbtravel.com/Andrewcorps Website offering products related to travel including flights, hotels, cruises, vacation packages and more. Book your travel through website or phone.

Namaste Indian Cuisine

Kala Patel 2625 N. Salisbury Blvd.

Salisbury, MD 21801 410-742-7194 410-742-7194 (fax) Americasbestvalueinn@yahoo.com www.NamasteIndianCuisinemd.com Authentic Indian cuisine in a relaxed atmosphere.

Pasadena Properties, LLC

Gordon Johnston 111 Olive St. Salisbury, MD 21801 877-296-4910 941-894-0429 (fax) landg1@verizon.net http://lease.svn.com/111olive Commercial and residential property renovation and leasing.

Referred by John McClellan of Sperry Van Ness

Free Business Counseling!

Start-up and Existing Businesses

Edward Q. Wilgus 2520 N. Salisbury Blvd.

Salisbury, MD 21801 410-860-5559 One stop for all your pre-owned vehicular needs - from large selection of cars to in-house financing and insurance professionals.

Viva Espresso

Nancy Dix 105A E. College Ave. Salisbury, MD 21804 410-749-8482 410-749-8486 (fax) www.vivaespressosby.com Offering regular and specialty coffees, morning bakes and lite lunch fare including paninis, soups and salads.

Coffee is roasted in Annapolis and shipped to us the day it is roasted for use the next day.

If you’re not already a Chamber member, join today!

For more information call 410-7490144, visit us at 144 East Main Street, or check us out on the web at www.

Salisbury area.com. Be a part of a network of more than 880 businesses in your region. Take advantage of savings offered through membership benefits.

Showcase your business through the Chamber’s numerous methods of communication and marketing.

Business Counselors Wanted!

Volunteer and Share

Salisbury SCORE • 410-749-0185 score.org

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January 2009

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Seek & Find Every month, the Salisbury Area Chamber of Commerce will be placing three questions that pertain to information found in the previous month’s Business Journal or a special event that happened at a Business After or Before Hours, a Chamber event, or even information regarding your Chamber staff. We invite you to e-mail your answers to sacc@Salisburyarea.com. If all three of your answers are correct your name will be placed in a drawing for a Free Ad in the Business Journal. The drawing prizes are subject to change each month. You are encouraged to ask your fellow Chamber Members for assistance in answering the questions. Good Luck!

1 Which building in Salisbury participating in the Salisbury Festival of Lights is the tallest?

2 In what building is the Salisbury Area Chamber of Commerce Chamberfest held?

3 What committee initiated Career Day? ANSWERS FOR December 1 The Jaycees 2 Scorchy Tawes 3 Baxter Enterprises for their McDonalds

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Business Journal

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January 2009

Atlantic Lighting and Sign Maintenance is growing Member Spotlight Want to get your business noticed?

Looking for a unique sign to set your business apart from the crowd?

Atlantic Lighting and Sign Maintenance has been helping the Chamber and its members since its inception.

The company started 12 years ago when Richard Hall and Jay Disharoon had a vision to serve the business community.

Their goal has not changed in 12 years; the company strives to be the best at its trade, increase their business and support the community.

In the process, they have grown to service not only Maryland, but Dela­ ware, Pennsylvania, New Jersey, Virignia and North Carolina.

Whether you’re looking for vehicle lettering, magnetic signs or illuminated signs, they have you covered.

Atlantic Lighting and Sign Maintenance has a team of dynamic, creative people ready to assist you.

They are a full service company which means they design, build, install and maintain signs for their customers. They can even retrofit your current lighting systems to help you save up to 50% on your lighting costs.

They also provide condominium and commercial property lighting maintenance which includes repair and maintenance of Pylon signs, electronic message centers, time/temperature units, parking lot lights and sports lighting.

They also sell lamps and ballasts.

Atlantic’s uniqueness is their ability to be diverse and creative whenever the need arises.

They enjoy the problem solving

Atlantic Lighting & Sign Maintenance constructed the lighted Chamber of Commerce sign in front of the Chamber office at 144 E. Main St. The sign was designed by Roger Jones of Jones Signs and installed in March 2005 as part of the Chamber’s 85th Anniversary.

aspect of the business and their experienced, highly trained team looks forward to new challenges and interacting with customers, many of whom become friends.

Throughout the years, they have offered their time and service to community organizations to enable them to perform at their best and alleviate some of their business concerns. Atlantic has run the Chamber’s Annual Holiday Lighting for several years.

Atlantic Lighting and Sign Maintenance plans to continue pursuing the best workforce, finished product, service and employee morale. They are well on their way.

They credit the Chamber with enabling them to learn about our government, business environment, other business owners and individuals who can assist with their goals.

The next time you need signage or light maintenance, give Bob Bunney a call at 410-235-9644 or send him an e-

The Farmers & Planters Co. FARM - FEED - SEED - LAWN - GARDEN - WILDLIFE

Rt. 50 & Mill Street

Salisbury, MD 21801

410-749-7151 Phone www.farmersandplanters.com

Founded 1894

Southern States Feed & Seed:

Triple Crown * Legends * Reliance

Lime * Fertilizer * Pro Mix Fescue * Bird Seed Veg Seed * Dog & Cat Food Animal Health * Shavings Water Conditioning Salt Fencing * Gates

Southern States Dealer

mail at bobb@atlanticlightandsign.com.

Atlantic Lighting and Sign Maintenance is here to serve your needs, let them show you how your business can benefit from their services.

Atlantic Lighting & Sign helps the Chamber decorate for the holidays.

Business Journal

Ambassador Spotlight

Vicki Shrier

The Ambassadors recently welcomed a new member to its ranks and she has jumped in as if she has been with us for years.

Vicki Shrier is no wallflower when it comes to meeting new people or taking on new tasks. As a salesperson for Comcast Spotlight, she knows the value of networking. She uses these innate skills to welcome new members and to help them make the best of their membership by educating them on their Chamber benefits.

Vicki has arrived early to facilitate the set up for After Hours events and stayed on to man the nametag table, greeting members with her infectious smile and warm handshake. She sells 50/50 tickets when needed, has delivered packets to new members and works with current members.

Vicki is a busy lady that has found time to help support the Chamber membership. Her time and talents are appreciated by the members she serves and the Chamber staff. Thank you Vicki!

Vicki Shrier

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January 2009

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PRMC forms partnership with Nanticoke Memorial The 139-bed Nanticoke Memorial Hospital in Seaford, Del. has entered into a three year management and professional services partnership with Peninsula Regional Medical Center to provide cancer services at the hospital’s Nanticoke Cancer Care Center.

Cancer care specialists of Peninsula Regional’s Richard A. Henson Cancer Institute will offer medical oncology and hematology services and staff a new medical oncology physician office at the Nanticoke Cancer Care Center.

Well-known medical oncologist James Martin, MD of Peninsula Regional Oncology and Hematology will serve as medical director of the Nanticoke Cancer Care Center and will see patients until a permanent oncologist is recruited. Dr. Martin will also continue seeing patients at the Richard A. Henson Cancer Institute.

“For many years Peninsula Regional Medical Center and Nanticoke Memorial Hospital have worked collaboratively in coordinating and providing specialty health care options, including

cardiology services, for Sussex County residents,” stated Steve Rose, President/ CEO of Nanticoke Health Services.

Nanticoke Cancer Care Center patients will have access to oncology research and clinical trials available at the Richard A. Henson Cancer Institute through its affiliations with the National Cancer Institute trials, pharmaceutical sponsored clinical research and collaboration with academic centers such as Johns Hopkins University. In addition, patients will benefit from specialty and sub-specialty care through the Richard A. Henson Cancer Institute’s Centers of Excellence.

Peninsula Regional Oncology and Hematology is recruiting a new medical oncologist who will see patients fulltime at Nanticoke Cancer Care Center.

The two health care organizations have agreed to cooperate in the ongoing development and operation of a community-based cancer center in the Seaford area and expect additional cancer care services to be added in the future.

PAGE 8

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January 2009

Businesses honored at membership luncheon The Salisbury Area Chamber of Commerce announced the winners of the Excellence in Business Award, E.S. Adkins Award, and the Eastern Shore Business Leadership Network (ESBLN): Putting Ability to Work Certificate of Recognition and Award at the General Membership Luncheon this past November.

Michael Kleger, president of the Salisbury Area Chamber of Commerce, welcomed everyone to the luncheon that was held at the Ramada Inn and Conference Center.

The Excellence in Business Award recognizes businesses that strive for continuous improvement and have met the standards of seven key areas of business.

Applicants were judged according to the Malcolm Baldridge criteria and had the opportunity to receive a bronze, silver or gold award.

This year’s applicants were Market Street Inn and Pohanka Automotive Group which tied and received silver awards presented by Dennis Hebert of Shore Bank. The two were recognized as the Salisbury Area Chamber of Commerce Business of the Year.

The Pohanka Automotive Group of Salisbury is the largest and most diverse vehicle sales and service operation in Salisbury. Owner Sandy Fitzgerald has

STORAGE TO GO

Delmarva Recycling receives a Certificate of Recognition from ESBLN.

set a standard of excellence and community service that helped win this honor.

Owner Robert Mulford has transformed The Market Street Inn, which is located on the Wicomico River, from a sandwich shop and bar to an upscale

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The Excellence in Business Award was presented to Market Street Inn and Pohanka Automotive Group.

restaurant featuring white linen and fine wine. With the Chamber’s Beautification Committee, Market Street Inn has worked with various chamber members to conduct monthly river clean-ups. Recently Pohanka brought a team and pulled a

reclining chair and over 50 bags of trash from along Carroll Avenue and the river bank.

Jackie Gast, executive director of ESBLN, presented their Putting Ability to Work Award to Davis, Bowen & Friedel,

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Business Journal Inc. for their commitment to recruiting, hiring and retaining people with disabilities. They also presented Delmarva Recycling, Inc. with a Certificate of Recognition.

Bill Turner, president of E. S. Adkins & Company, presented The Fred P. Adkins Award for Architectural Enhancements and Certificates of Recognition to nine companies and individuals for their contributions to our community by making architectural enhancements to their property or overall beautification efforts in the greater Salisbury area. Winners were Blossom Harris; Machining Technologies, Inc.; Bordeleau Vineyards & Winery; Wicomico County Board of Education; ERA Martin Associates; Les Lutz; Dove Pointe Children’s Services Building; Southern Boy’s Concepts; and Habitat for Humanity of Wicomico County.

The winner of the Fred P. Adkins Award was Burnett-White Tire, Inc. for the renovations to their building on East Main Street.

The Chamber of Commerce applauds each of the award winners on their hard work and dedication to their business and the Salisbury community.

In the top photo at right is Davis, Bowen & Friedel accepting the ESBLN Award and in the bottom photo at right is the Fred P. Adkins Award recipient, BurnettWhite Tire, and the recipients of Certificates of Recognition

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January 2009

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Business Journal

Wicomico County Sales Tax Collections by category October ‘08

November ‘07

Food & Beverage $1,125,949

$1,198,613

$1,013,790

Apparel

$284,576

$313,354

$246,006

General Merch.

$1,611,674

$1,783,162

$1,318,157

Automotive & Oil

$452,358

$464,746

$403,436

Furniture & Appl.

$190,012

$268,581

$269,011

Building Supplies

$711,727

$702,656

$771,987

Utilities & Trans.

$647,870

$672,049

$724,393

Hardware & Equip. $217,380

$202,393

$223,094

Miscellaneous

$591,523

$712,256

$498,899

$5,833,069

$6,317,810

$5,468,773*

TOTAL

January 2009

Salisbury-Ocean City-Wicomico Airport

Barometer November ‘08

S

November ‘07 . . . 9,187 December ‘07 . . . 8,416 2007 Total . . . . . . 119,834

-4.0 -3.9 -2.6

January ‘08 . . . . . 8,669 February ‘08 . . . . 8,410 March ‘08 . . . . . . 9,316 April ‘08 . . . . . . . . 9,718 May ‘08 . . . . . . . 10,199 June ‘08 . . . . . . 10,220 July ‘08 . . . . . . . 11,572 August . . . . . . . . 11,427 September . . . . . . 9,641 October ‘08 . . . . 10,054 November ‘08 . . . 8,889

0.5 0.8 -7.5 3.7 -3.7 -7.7 -1.8 -4.5 -1.6 -5.2 -3.2

Airline Passengers Enplaned/Deplaned

The number in the right column is the percentage of change in passenger activity compared to the previous year.

National, State, County Unemployment Rates

May Jun Jul Aug Sep

National

Oct

5.2

5.7

6.0

6.1

6.0

6.1

Maryland

3.8

4.2

4.5

4.5

4.4

4.9

Wicomico

4.4

4.7

4.8

4.8

5.0

6.1

Worcester

5.2

4.4

4.3

4.2

4.7

7.6

5.5

6.0

6.7

6.4

6.4

6.9

Somerset

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

Information courtesy of Comptroller of the Treasury, Retail Sales Tax Division. * The Maryland Sales & Use taxes increased 20 percent on January 2008.

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January 2009

PAGE 11

Frank Kratovil carries concerns to Congress

By Ann Wilmer Frank Kratovil, a member of the freshman class of the 111th Congress, has been listening to the concerns of individuals and small businesses in the middle who are feeling the pinch of the current economic crisis.

In the days leading up to his swearing in on Jan. 6, constituents beat a path to his tiny campaign office squeezed into a narrow unit of a small strip mall behind the Cracker Barrel Restaurant to lay their concerns before him.

They came individually and in groups large enough to fill the tiny conference room to overflowing. Regardless of their particular concerns, they all sang a “change” refrain.

Reflective of the character of the residents of his district, Kratovil is cautious about what changes need to be made and wants to see an active discourse that includes all stakeholders.

Only moments into a relaxed discussion it seems he may be well on the way to finding it.

He has certainly sought the perspectives of folks who are dealing with the consequences of the current economic situation on a daily basis.

Some things have got to change and Kratovil lists tax policy among them.

“Tax policies have favored large corpo-

‘Tax policies need to be friendly to small business where most new well-paying jobs are created’ rations for too long,” he said “and we are seeing the results.” Business leaders in the small town of Chestertown recently expressed concern about small businesses closing their doors. And he has been hearing the same thing from business people in other towns where he campaigned just weeks ago.

“Tax policies need to be friendly to small business where most new wellpaying jobs are created,” he said. At the same time, we cannot saddle them with regulations that price them out of business.

But he pointed to a lesson reinforced by his prosecutorial experience - “We can’t simply hope that people in positions of power will do the right thing.”

Frank Kratovil

He backed that statement with ample evidence that suggests that the government should have already learned this lesson – the savings and loan crisis of a few years ago and the Enron debacle.

“The current situation was not or should not have been unforeseen.”

Although in the last days of his campaign he said that Congress needed to take action to keep the American financial system from collapsing, he is far from happy with the results. In that he is not alone.

Recent hearings on Capital Hill suggest that a number of congressional representatives who voted for the Wall Street Bailout are unhappy that they are not getting what they paid for.

Although Kratovil foresees more financial rescue plans coming before the next Congress he said that he would not vote for one that does not incorporate sufficient oversight – provisions to guarantee that it will help the people who need it the most.

“We didn’t do that the first time,” he said.

Kratovil said that improved and increased oversight of the financial market is a must. He pointed to greed and reckless behavior by the persons who were managing other people’s money.

A recent meeting with Eastern Shore bankers served to validate his position.

One local community banker told him that out of all the mortgage loans on their books, only one ended in foreclosure.

His conversations with his new constituents have only served to remind him that small business people worry about legislation that will increase the cost of doing business.

And the rising cost of health care is closely linked to those concerns.

He said that “Americans should be able to afford health care” and recognized that, to achieve that, the government will have to require everyone to have health insurance of some sort. Key to that goal will be figuring out how Continued to page 13

PAGE 12

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January 2009

China ponders the worldwide financial crisis

By E. Tylor Claggett, Ph.D. Before leaving for China in August, we were told by the U.S. State Department to expect the Chinese to ask The Chinese have not emmany questions about the 2008 November election. braced debt like Amer­icans.

I have been asked a few Older Chinese in particular questions, but everywhere save a signifi­­cant part of I go in China, the majority of questions are about the their earnings. continuing financial crisis in the U.S. derlying risk/expected return trade-offs.

In addition to the many Understanding these trade-offs is essenone-on-one questions, universities and tial to all related financial undertakings student groups have requested formal and pricing activities. presentations on the topic. Therefore, Third, under a series of permissive earlier this fall, I prepared a Power political administrations, the regulaPoint slideshow to try to explain some tory environment has become more and of the background, recent events and more relaxed. This trend along with the current developments related to the complexity issues has created a very faU.S. part of this continuing world-wide vorable environment for greed and corcrisis. ruption which has so often been implied As one would expect, after my foror directly addressed in the media. mal presentations, follow-up questions Fourth, and perhaps the most overfocus on China’s current status and its riding development during the past few possible roles in the resolution of the current world crisis. But, in my opinion, decades, is the U.S. has continued to consume more than it has produced. We before we can talk about China, there see this in our local, state and national are several points to be made as to why governments, in our typical family fithis crisis originated in the U.S. nancial profiles, in messages contained First, Americans have always bein marketing and advertising campaigns lieved home ownership is vital to many and in our massive international trade desired societal characteristics such as stable families, good citizenship, etc. So deficits.

The Chinese have not embraced much so, that our legal and economic debt like Americans. Older Chinese in history has emphasized this trait much particular save a significant part of their more than most other societies. For exearnings. China has nearly two trillion ample, our tax laws and our very large dollars of foreign exchange reserves. home building industry reflect this valAnd, unlike Europe, China purchased ue. It seems about every 20 years or so relatively little of our “bad paper”. But we experience a housing related probunfortunately, this does not allow the lem like the S&L Crisis of 1989-1992.

Chinese to escape the worldwide finanSecond, we have allowed our financial crisis. cial markets to develop and trade in To date, the Chinese economy has complicated financial vehicles such as been export driven and any inability of credit default swaps. The evolution of China’s customers to buy its exports ever more complex financial assets has has serious consequences for Chinese made it very difficult for even the most leadership. Whatever China decides to sophisticated analysts to assess the un-

Insights

do, we can assume China will try to do what is best for China. Consistent with this notion, it is not in China’s best interest to let the world’s financial system collapse; if for no other reason than to protect the value of its vast foreign financial assets. So what has China done so far and what will China do in the future?

China’s governments (national, provincial and local) are such that they can implement policies relatively quickly.

Recently, Chinese news programs have been announcing a variety of ambitious fiscal policy initiatives. For example, China has a national goal to be 95 percent food sufficient by 2020. To this end, rural provinces are spending significant amounts of money to build and upgrade agricultural assets such as grain elevators, product transportation improvements and livestock production facilities.

Also, Chinese officials are planning to divert considerable resources to affordable housing and the construction and maintenance of all types of public infrastructure. These efforts will absorb at least some of the unavoidable unemployment caused by the slow down in exports. In turn, this should reduce the probability of future political instability which is in everyone’s best interest.

While the above fiscal policy stimulation is desirable in my mind, I was disappointed by the recent decision to devalue Chinese currency in order to mitigate the slowdown in exports as this may be the start of a global race to the bottom. Such moves are a form of protectionism which is the last thing the world needs as it faces the current crisis.

China, with its large foreign currency reserves, is uniquely positioned to assist the World Bank and/or the International Monetary Fund. However, will it do this and, if so, what will be its terms and demands in return for such assistance?

Surely, China will want credible protections for this type of investment given the international state of financial affairs.

In my opinion, regardless of how the global financial crisis evolves, China will be a significant player. And, after it has passed, there will be a new financial world order with China as a leading economic nation. And this economic power will be quickly translated into increased geopolitical influence. That is the new reality.

About the author E. Tylor Claggett, Ph.D., CFA, is director, Financial Planning Track, at Perdue School of Business, Salisbury University.

Reach him at (410) 677-5021.

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January 2009

PAGE 13

Salisbury Business Network receives new designation Kenny Soni new U.S. citizen The business climate may be dreary in some sectors, but the Salisbury Business Network International Thursday B Chapter continues to generate positive economic activities.

In December, it was recognized as a Platinum Chapter of the international business networking and referral organization.

To achieve this distinction, a chapter must have at least 30 members, generate a minimum of 100 referrals per month, and participate in community activities.

Of the over 100 chapters in Maryland, only six are Platinum chapters, and the Salisbury Thursday B group is the only Platinum chapter on the Eastern Shore.

The announcement of the Platinum designation followed two special events

Frank Kratovil Continued from page 11

to reduce the cost without sacrificing quality.

A major part of that job will fall to former Senator Tom Daschle who joins the Obama administration as Secretary of Health and Human Services. Because Daschle has long maintained that the federal government should play a more aggressive role in extending health insurance to more Americans and improving the quality of care, Kratovil expects that a legislative proposal will come before the new Congress before too long.

But Kratovil said that trimming the big business end of health care is the place to start. He said, “30 cents of every health dollar should not go to overhead.”

Whether the U.S. will adopt a single-payer system of some sort of subsidy for low income Americans remains to be seen. “We can certainly increase the number of people covered, especially children,” he said.

Maryland has already taken proactive efforts in this direction by “increasing the family income levels that qualify for medical assistance.”

When he took the oath of office mandated by Article VI of the Constitution on Jan. 6, he had already spent a fair amount of time in Washington meeting the other 53 members of the freshman class of the 111th Congress.

In keeping with a trend that began some years ago, fewer of them are attorneys but he was impressed to learn that most of the new members have advanced degrees.

At this writing, he doesn’t know yet what committee assignments he will draw. He has asked to be assigned to the committees on transportation and agriculture because of the impact of those issues on the 1st district.

in November.

Member Kenny Soni of Performance Unlimited received a plaque congratulating him on becoming a U.S. citizen.

A native of India, Soni was sworn in as a citizen five days before the Presidential election, so he was able to cast his vote on Nov. 4, 2008.

Also in November, the chapter welcomed 12 guests and prospective members during Visitors’ Day on Nov. 13.

They learned about BNI and how the networking and referral organization creates more customers and profits for their business.

As Chapter President Donna Dunning says, “We refuse to participate in the recession.”

For information about BNI, contact Donna Dunning at Nationwide Insurance at 410-651-3667.

Kenny Soni receives a plaque congratulating him on becoming a U.S. citizen, presented by his BNI Thursday B members.

PAGE 14

Business Journal

RIBBON CUTTING – World Gym, located at 800 South Salisbury Blvd. in Salisbury, recently celebrated their grand opening with a ribbon cutting ceremony. John Cannon, County Council president; Melodie Carter, SACC board of directors; friends and chamber members held the ribbon while Jim Mills, cut the ribbon with fellow owner Pete Brooks. World Gym is a state-of-the-art gym where ambitious, motivated individuals work to reach their personal goals. For more information or to join the gym, call 410-677-4777.

S

January 2009

NEW TREES PLANTED - Friends, donors and representatives of the City of Salisbury recently gathered with Philip Cooper, longtime resident and former public servant for the City of Salisbury, to dedicate replacement trees recently planted along Eastern Shore Drive in Salisbury. Cooper, who worked for the City when Eastern Shore Drive was designed and developed, labored to initiate, implement and raise funding from citizens to replace any dead or dying trees along the roadway. Approximately 150 Red Sunset Maple trees were planted along the entire length of Eastern Shore Drive. Cooper presented this turnkey project to Mayor Barrie Tilghman and the City Council at the dedication ceremony where the Mayor cut the ribbon in celebration of this gift to the Salisbury community. Cooper also presented the remaining funds to Donna Griffith, executive director of the Salisbury Area Chamber of Commerce Foundation, for future landscape projects in Salisbury.

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Mortgage payoff

January 2009

PAGE 15

Is choosing the right insurance complicated?

Continued from page one

BB&T Bank Becker Morgan Group, Inc. Marie B. Calafiura Bill & Gertie Carey Cato Gas & Oil Company Art & Billie Cooley Patti & Dick Cooley Austin Cox Mechanical, Inc. The Daily Times Delmarva Broadcasting Farmers Bank of Willards First Shore Federal Savings and Loan George, Miles & Buhr, Inc. Architects & Engineers Gordon Gladden Go-Glass Corporation Hebron Savings Bank Steve Hill K & L Microwave Laws & Robertson, P.A. M & T Bank Mail Movers John M. & Stephanie A. McClellan PNC Bank Peninsula Regional Medical Center Pepsi Bottling Ventures of Delmarva Phippin’s Cabinetry & Custom Homes PKS & Company, P.A. William E. & Marilyn C. Postles Bill & Stevie Prettyman Rinnier Development Co. Telewire, Inc. Henry & Phyllis Vinyard

Cornerstone Club ($4,999 - $2,500) AWB Engineers Benedict The Florist, Inc. Bozman’s Floor Covering, Inc. Charles Brown Glass Company Comcast Delmarva Courtyard by Marriott Chip & Ruby Dashiell Giant Food LLC J. William Gordy Fuel Co. Lifestar Ambulance, Inc. Local Book Publishing, Inc. Mid-Eastern Oil Co. and Propane Salisbury Rehabilitation and Nursing Center Sam’s Club #6383 William H. “Dutch” Schwemlein, Jr. Shore Distributors, Inc. Catherine R. Thorsten Twilley, Rommel & Stephens, P.A. Wigglesworth, Layton & Moyers, P.C. Stephanie T. Willey B. Ann Wiseman & Associates, LLC William & Judy Wyatt President’s Club ($2,499 - $1,000) Deborah & Rodney Abbott Accurate Optical Company Ace & Father’s Lock & Safe Co. Adam’s Ribs/Black Diamond Catering Advanced Property Rental William J. & Maud Ahtes Allen & Shariff Corporation Apostle Construction Co., Inc. Arby’s of Salisbury - Delmarby, Inc. Atlantic & Hastings Printers Azar Eye Institute Buxton Bailey, Attorney at Law Barr International, Inc. S.L. Bassford & Associates, LLC Break Time Sports Grill & Pub Charles P. Brenner, D.D.S., P.A. Burnett White Tire & Auto Melvin J. & Pam Caldwell Canada Dry of Salisbury Cathy’s Pet Salon & Spa The Centre of Salisbury Coastline Training and Development, Inc. D & S Quality Paving, Inc. Data Services, Inc. DEMCO INC. Gerry & Mary DiBartolo Bob & Diana Dickey Law Office of Sharon Donahue, P.A. Eastern Shore Distributing John & Arlene Ebelein E. D. Supply Co., Inc. A.G. Edwards & Sons, Inc. Elliott/Kinnamon Construction Kenneth & Mary Endres ESP Design Services, Inc. Faw, Casson & Co., LLP Timothy & Cynthia Feist FWB Transportation G. B. Heron & Company, Inc. Thomas S. George, Jr. & Ellen George

Everett Spells performed for Chamber members during the mortgage burning event.

Palmer Gillis Granger & Company, P.A., CPA’s Donna Griffith Grist Mill Gardens Rob & Stacey Hart Ed & Carla Heath Dennis & Susan Hebert W Richard & Marianne Holloway Rick & Cynthia Holloway Holt Food, Paper & Chemical Co. R. A. Houseal & Associates, LLC Ray Hoy John D. Hynes & Associates, Inc. Loudell Insley Instant Shore Repair Iott Architecture & Engineering, Inc. Corey & Janet Kennington Kiefer/Crawford Insurance Agency Brian & Tammy Kilgore Paul Kratzer & Company Kuhn’s Jewelers, Inc. Bob Lawrence Victor H. Laws L G E Designs International, Inc. Lifetime Masonry & General Construction Co. Long and Badger, P.A. Victor G. Lowe Mallard Landing Retirement Community & Lakeside Assisted Living Ginnie Malone Realty, P.A. Market Street Inn W.R. McCain & Associates, Inc. McCrone, Inc. Robert L. Messick, Inc. Jeff & Jackie Middleton Miller Property Management Moore & Company, P.A. Jack & Maria Morita Morning Star Publications Marilyn & Marty Neat Audrey Orr Pasco Jay & Phyllis Pearce Penco Corporation Peninsula Cancer Care Center The Peninsula Insurance Company Vernon Powell Shoe Company Robbie T. Raffish & Clay Tarpley Michael & Sara Reath Rent-A-Man Services, Inc. Debbie Richardson Thomas H. Ruark Builders & Developers, Inc. Salisbury Automotive, Inc. Sharp Water Shockley Management, Inc. T/A Jiffy Lube Sound Advice Hearing Aid Center George & Constance Strott Pete and Marcy Thiele Tilghman Oil Co. Tishcon Corporation TRACO Mortgage Trice Geary & Myers, LLC Bill & Diane Turner Vantage Point Solutions Group Mike & Eve Waldman Gary & Joni Waldych Wal-Mart #1890 WBOC TV16 & UPN21 Weisner Real Estate, Inc. The Whayland Company, Inc. Wilfre Company Wilgus Insurance Agency Wilmington Trust Zia’s Italian Grill Friends of the Chamber Beyette Business Service Cooper Insurance Agency Delmarva Singles Delmarva Tele-Plus, Inc. Holly Frederick Builders, Inc. Robert E. Kober, CPA George White

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January 2009

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On Nov. 13, the Young Professionals held a wine tasting and tour at Bordeleau Vineyards & Winery in Eden for their After Work Networking event. Owner Tom Shelton gave tours of the winery and showed the Young Professionals the entire process from vineyard to bottle. Afterwards, members enjoyed a tasting of Bordeleau’s wines. Entertainment was provided by Wes Davis and food by The Uptown Chef.

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Business Journal

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January 2009

PAGE 17

Business After Hours

World Gym celebrates grand opening

World Gym celebrated their grand opening with a Business After Hours on Nov. 19, 2008. Pete Brooks and Jim Mills welcomed Chamber members to tour their new facility located on South Salisbury Boulevard. The gym offers a corporate discount rate. Trainers and staff demonstrated the equipment and machines.

Attendees enjoyed a warm welcome and refreshments during the event. A big thanks to Pete and Jim for hosting a wonderful evening.

Linda DiGrazio, WMDT-47; Laura Lockwood, The Paper People; and Lisa Tilghman, Clear Channel Outdoor, enjoy networking.

Pete Brooks and Jim Mills welcome Chamber members to their gym.

Bud Esham and Billie Reynolds of Bud Esham Homes try the equipment.

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January 2009

Focusing on the positive in tough times Basic problem-solving requires looking at problems as opportunities

By Ann Wilmer Is the glass half-full or half-empty?

Perhaps it depends on whether you have satisfied your thirst. But it’s clear there is more than one way to look at the situation. Finding an alternative perspective to gloom and doom may be the secret to keeping a positive attitude in these tough economic times.

“Everyone has aches and pains,” said Alan Newberry, PRMC CEO. “One thing about working in a hospital is that no matter how bad you feel, you will see someone who is worse off and be reminded that Alan Newberry you have a lot to Peninsula Regional be thankful for.”

For most of us, the same can be said about the current economic downturn – it could be a lot worse.

Being thankful for what you have is

positive thinking, even if what you have is a problem. Basic problem-solving requires looking at problems as opportunities. Successful people are most often the ones that discern such opportunities and determine how to take advantage of them.

Businesses and individuals have concerns and are more prone to act with caution these days but there can be a silver lining even in tough economic times.

“Turning a bad economy into a positive for your company requires you to focus on your core customers, even more enthusiastically than before, and to recognize that they are facing tough choices, too,” said Michael C. Kleger, CPA, president of Kleger, CPA the Salisbury Area Michael PKS & Co. P.A. Chamber of Commerce.

Many businesses find that about 80 percent of their business comes from 20 percent of their customers who need a higher volume of service on a more frequent basis. If your customer base is not

diversified then even a temporary economic downturn can be cause for worry.

Mike Abercrombie Jr., of Cato Oil said that diversification is part of what has enabled them to weather tough economic times before. Although the current crisis cannot be blamed exclusively on high oil prices, as the cost of gas spiraled upward Mike Abercrombie to four dollars a Cato Oil gallon, people cut back on driving and on many of the other activities that involved driving, such as vacationing, eating out and “recreational” shopping. And it brought concerns over U.S. dependence on foreign oil to the forefront again.

While falling demand has brought down fuel prices, which, in the past, has meant that Americans returned to their gas-guzzling ways, this time may be different.

Cato Oil, like other gas and oil suppliers, is looking to provide customers with alternative fuels, like biodiesel. In addition to reducing oil dependence it has environmental benefits that cannot

be overlooked.

Biodiesel blends eliminate the need for MTDE additives in diesel fuel that reduce air pollution but pose other serious environmental risks, particularly to our groundwater.

He foresees increasing demand for alternative fuels and the potential to be recession proof. Biodiesel can be made from all kinds of fat and he anticipates that government fleets will become major consumers of the alternative fuel.

Kleger said it’s important to “nurture and develop long-term business relationships.”

Repeat business from satisfied clients is almost like money in the bank.

Another dividend this pays is that word of mouth is the best advertising.

Good service is likely to get you recommended to another potential customer. Remember that people do business with people, not firms.

Those relationships are based on trust, good service and, where applicable, sound advice.

Abercrombie said that the first response to economic downturns is often to try to cut costs. While some of that may be necessary, it is only a short-term solution. The costs of growing your bottom line do not shrink because times are tough and there are things you just

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January 2009

cannot skimp on and continue to grow.

Trying new products and new ways of doing things involves some risk but so does not being innovative.

Bryant Richardson of Morning Star Publications in Seaford, Del., publisher of the Business Journal, said it’s always important to do the very best job you can for your customers, in tough times that becomes even more important.

Bryant Richardson “We just Morning Star Publications moved into new offices and conventional wisdom is that this was not a good time. If everyone thought that way, the wheels [of business] would fall off,” said Richardson.

In the course of renovating a space to house his operation, Richardson had many conversations with building contractors. One recently told him that a couple years ago, anyone with a pickup truck and a hammer could operate a construction business but, now, people who have worked hard and earned a reputation for quality, are the ones who are finding work and have a promising future.

The routine “maintenance” that keeps you on top of your game doesn’t have to be expensive. Kleger cautioned against eliminating the training that keeps your employees on the cutting edge. He suggested that businesses consider in-house training to continue to upgrade the caliber of employees.

He also suggested considering the opportunity to upgrade staff by acquiring talented employees who are looking for work as the result of another company’s bad luck.

Even if times are bad, they aren’t going to last forever. Snapping up available talent will enable your firm to hit the ground running when things turn around. Richardson agreed that employers are still looking for employees who can help accomplish their goals.

Another area in which businesses try to cut cost is by cutting back on advertisings. While businesses can and should be more discriminating with ad dollars, Kleger warns against eliminating advertising altogether. Businesses must still be conscious of the need to build their brand and gain customer recognition.

In a tight market, stronger, better-positioned media will hang in there while media not as well established may suffer. And that’s true of many types of business.

Kleger observed that many kinds of retail operations have found that sales are flat but not down. Some, like auto sales, are, of course, dramatically down.

The current bright spots in the economy are health care and agriculture.

Newberry said he doesn’t know anyone who hasn’t been or won’t be touched by economic downturn.

“Health care will feel it later but we will certainly feel some of the effects,” he said.

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Market forces do not always touch hospital operations directly as they do other business operations. People get sick and they must be treated. He noted a slow down in elective procedures and gradual increase in bad debt, but pointed out that, as a community hospital, providing care to those who cannot pay is a part of their mission.

The best news is that Newberry does not foresee employee layoffs ahead.

“In most cases, hospitals are still desperately seeking workers. Health care workers are not worried about their jobs and employment is pretty much stable.”

But, he added, “most health care workers are women, and that doesn’t mean some husbands have not been laid off.”

Job security contributes to a positive attitude as evidenced by employees’ generous response to the recent United Way campaign that raised over $133,000. PRMC began a five-year capital campaign three years ago. The community has responded, donating close to $14 million of their $15 million goal already.

“Agriculture should be a bright spot,” said Charles Otto at Farmers and Planters. “We have a hungry world.”

People will go without some things but – given the choice – food isn’t one of them.

“Food security is a heck of a lot more important that energy security.”

He confirmed Charles Otto that 2008 has been Farmers and Planters a pretty good year over all, but noted that commodity prices have plummeted since July. While input costs have dropped, many agribusinesses locked in long-term contracts on fuel prices that have continued to drop. Those who rely on petroleum have been caught in the middle.

But the future is not certain, in large measure because of the financial sector.

“It takes a lot of money to put a crop in the ground and a lot of faith.” And the future of farming depends on what risks lenders are willing to take.

Some of the rise in food prices is directly related to energy – ethanol from corn, and running farm equipment. Otto said that research into cost-effective solar energy for poultry houses has potential.

“There have been a couple of projects in the region. It’s a matter of making it cost effective,” he said. “If we can overcome the high cost of installation, operation is pretty cheap. Technology may make other things practical down the road.”

Richardson said that one of the causes that brought our economy to its present state could well be greed and risk avoidance.

“People still want the chance for big profits but want someone else to insure their risk.”

That’s not how business works.

Harkins Builders has been providing general contracting and design-build services on the Eastern Shore since 1986.

We're proud of our projects, our service, and being a part of the Salisbury and Eastern Shore community.

Projects by HARKINS BUILDERS Arden's Run Dayspring Townhomes The Lodges at Naylor Mill Marley Manor I & II Oyster Cove Princess Anne Townhomes Runaway Bay University Park I & II Victoria Park at Sassafras Meadows Westbrook Commons

www.harkinsbuilders.com 410-750-2600

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Business After Hours

J.S. Commercial shows off renovation project

On Nov. 11, 2008, J.S. Commercial opened the doors to Chamber members to their renovation project located at 200 Church St. for a Business After Hours.

Renovations were recently completed and the inside of the building is beautiful.

The event included tours and information about the company and their available properties. Market Street Inn provided food and beverages. Thanks to Joe Schneider and his staff for a pleasant evening.

Attendees tour the facility and network in the hallway.

Holly Worthington, Martin Realty; Pam Hart, Silpada Jewelry; Jeff Hart, ERA Martin Realty; and Cynthia Walston, Countrywide Home Mortgage.

Duane Larmore, Shore Appliance Connection; Stephen Franklin and Jennifer Briddle of Accurate Optical.

Larry Anderson, Landmark Insurance; and Barb Stack, Gillis Gilkerson.

Commercial Real Estate Prime Office Space -

1600 sq. ft. 317 Lemmon Hill Lane, Salisbury

1-877-4-POHANKA 2011 NORTH SALISBURY BLVD. WWW.POHANKAOFSALISBURY.COM • FIRST MONTH’S RENT FREE • Two blocks from downtown • High speed internet available • Reception office, 2 large offices plus a large 23 x 30 office or meeting room • One year lease required

• Could be subdivided into two or three additional offices • 2 restrooms, front & rear entrance • Plenty of free off street parking • Good neighborhood, ideal for billing or sales offices

Ron Alessi, Alessi Properties LLC

410-548-7737 • Cell: 410-430-7813 P.O. Box 168, Salisbury MD 21803

Business Journal

United honors Bates Moving

Bates Moving & Storage in Salisbury, an agent of United Van Lines, has been honored for exceptional professional achievement.

Bates received the IMPACT Award from United Van Lines, which recognizes agents who made a positive impact in the area of cargo claims reduction and prevention, as measured by cargo claims liability percentages.

The award was presented at United’s 2008 Convention in Palm Desert, Calif.

United Van Lines, with headquarters in St. Louis, is the nation’s largest household goods mover and maintains a network of 1,000 affiliated agencies in 135 countries around the world.

Galestown project awarded

George & Lynch, Inc. recently received the “2008 Construction Excellence for Highway Construction” award for the Galestown Dam and Reliance Road Reconstruction project.

Andrews Miller & Associates, a division of Davis, Bowen & Friedel, Inc., was the project engineer during design and construction. The Galestown Dam and Reliance Road was washed out during a severe storm in June 2006. This

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project has also been selected for an award by the Delaware Chapter of the Associated Builders and Contractors.

Andrews, Miller & Associates, provides a wide array of civil engineering and surveying services, including marine and coastal engineering. As a division of Davis, Bowen & Friedel, Inc., full-service architectural, engineering, and surveying services are also provided with additional Maryland offices in Salisbury, Easton and Annapolis, and a Delaware office in Milford.

Storm wall work honored

Andrews, Miller & Associates, a division of Davis, Bowen & Friedel, Inc., was recently recognized in Erosion Control’s November-December 2008 publication.

Erosion Control, The Journal for Erosion and Sediment Control Professionals, is a special interest publication and the official journal of the International Erosion Control Association (IECA).

This recognition was for the shoreline revetment on Taylor’s Island that was headed by the Army Corps of Engineers. The shoreline has experienced extreme erosion over the past few decades.

SLABAUGH RECEIVES SCHOLARSHIP - George Jankiewicz, CFP, CPA, and Dwight Mikulis, CFP of the Maryland Financial Planning Association, recently awarded a $1,000 merit-based scholarship to Joy Slabaugh of EST Financial Group in Delmar, Del. Slabaugh has completed the educational and work experience requirements to become a Certified Financial Planner (CFP) and awaits the results of the comprehensive CFP examination.

PAGE 22 Andrews, Miller & Associates designed the new revetment wall, which is three to four feet higher than the old decayed structure that was being overtopped during storm events.

Andrews, Miller & Associates was also able to keep construction costs down by recycling the majority of the existing stone. Gary Williams was the project manager.

K&L recognized in Forbes

K&L Microwave Inc. was recently recognized by the American Heart Association as a 2008 Fit-Friendly Company. The program recognizes employers that champion the health of their employees by offering physical activity programs within the workplace.

The program also provides encouragement and resources for companies that seek to improve their employees’ health and well-being.

In 2008, K&L partnered with The WellAdvantage, LLC to implement a Health and Wellness Program for its employees. The program will be expanded in 2009.

Along with other Fit-Friendly companies, K&L Microwave Inc. received a plaque and was included in the Nov. 2008 issue of Forbes Magazine.

PNC Bank donates to DEF

The Delmarva Education Foundation (DEF) recently received a $500 grant from the PNC Fund at the Baltimore

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Community Foundation.

DEF is a local nonprofit organization with a mission to improve educational opportunities for residents of all ages on the lower Delmarva Peninsula, using a regional approach and focusing on access and quality. For more information, visit www.delmarvaed.org.

Rotary Club seeks nominations

The Rotary Club of Salisbury is seeking nominations for the 2009 FourWay Test Award which will be presented on March 26.

The Four-Way Test asks the following questions: Is it the truth? Is it fair to all concerned? Will it build goodwill and better friendships? Will it be beneficial to all concerned?

Since 1963, the Rotary Club has observed Four-Way Test Week during which they recognize a local citizen who conducts his or her personal and professional life according to the tenets of the Test. Rotarians regard the FourWay Test as a creed for our business and personal lives and hope that the activities and recognition will foster better human relations and understanding within our community.

Do you know a non-Rotarian who conducts his or her personal and professional life according to the tenets of the Four-Way Test? Send your nomination to Gary Mackes by Feb. 15 to Salisbury Rotary Club, 6444 Freedom Way, Salisbury, MD 21801.

JOSEPH HOUSE RECEIVES GRANT - The Community Foundation of the Eastern Shore (CFES) has awarded $2,000 to support the Joseph House Center’s utility assistance program for needy families. This funding is expected to assist 20 to 25 local families with utility bills. The grant was made from donations to the Foundation’s Help Your Neighbor Campaign that provides assistance to nonprofit agencies on the Lower Eastern Shore providing critical support to families and senior citizens in meeting basic needs. From left are Spicer Bell, CFES president and Sister Connie Ladd of the Joseph House Center. Donations are still being accepted for the Help Your Neighbor Campaign. To participate, visit www.cfes.org.

Next Month

Business Journal’s

F.I.R.E.

edition

Next month’s edition of the Business Journal will focus on finance, insurance and real estate trends and opportunities.

Contact Emily Rantz at 410.749.0144 or email mspublications@gmail.com

Business Journal

Roop Group establishes company The Roop Group has established their own real estate brokerage and is now operating as The Roop Group Real Estate Company.

Managing Broker Harry Roop has over Harry Roop 30 years of real estate expertise. Adam Roop, a graduate of Salisbury University, has six years of real estate and marketing experience.

The company includes a full service Property Management Adam Roop and Rental Division managed by Valerie Rovin, a sales department overseen by Senior Management Advisor John P. Phillips, and a customer care division directed by Debbie Donaway.

For more information, visit www.

TheRoopGroup.com or call 410-9120310.

Tax code may help your business Telewire, a locally owned and operated telecommunications company, urges area businesses to take advantage of significant tax deductions when acquiring new technology under Internal Revenue Code (IRC) Section 179. The deductions may change under the new administration in 2009.

“Section 179 of the Jobs and Growth Tax Relief Reconciliation Act was specifically designed to give businesses the ability to increase their spending on new equipment and generate growth in order to stimulate the economy,” said Bryan Murfree, president of Telewire, Inc..

In early 2008, President Bush raised the deduction limit under Internal Revenue Code (IRC) Section 179. Business taxpayers may elect to take an outright deduction of up to $250,000 of the cost of equipment placed in service during a tax year.

If the aggregate cost of qualifying equipment placed in service during the tax year is greater than $800,000, then the deduction is reduced by $1 for each

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dollar by which the aggregate cost exceeds $800,000. For qualifying assets, the cost of which has not been deducted under Section 179, the remaining cost of the equipment is then depreciable in accordance with the ordinary tax depreciation rules.

“During these uncertain economic times, companies must continue to

PAGE 23 change the way they conduct business and invest in technology,” added Murfree. “These deductions give businesses of all sizes the ability to do just that. Many organizations haven’t made a change to their voice and data technology in quite sometime and the latest advancements have an amazing impact on profitability and productivity.”

RIBBON CUTTING - Namaste Indian Cuisine owner, Kala Patel, her husband, Ben and daughter, Chaundi recently opened their doors to Chamber members at their new location at 2625 N. Salisbury Blvd. in Salisbury. Scott Robertson, president elect from Laws and Robertson, PA offered congratulations on behalf of the Salisbury Area Chamber of Commerce. Chamber members enjoyed the tranquil atmosphere and wonderful Indian cuisine during the reception following the ribbon cutting. Namaste Indian Cuisine is open for your enjoyment whether it be for a quiet dinner for two, family night out or catering services. For more information, contact Kala Patel at 420-742-7194.

GRAND OPENING - Nancy Dix recently celebrated a dream come true with the opening of Viva Espresso Coffee Bar & Cafe in Salisbury. Nancy and her husband, Chuck, invited Chamber members to take part in the ribbon cutting at the cafe which is located at 105A E. College Ave. Guests enjoyed fresh pastries and biscotti, coffee, tea and espresso, and breakfast sandwiches. Celebrating with Nancy from left are Ed Maguire, Temco Builders; Stephanie Fowler, local author; County Council President John Cannon; Chuck and Nancy Dix; City Council Vice President Gary Comegys; County Councilman David Mac Leod; and City Council President Louise Smith. For more information, call Nancy at 410-749-8482 or visit www.vivaespressosby.com.

Go Green!

Go to www.choptankelectric.coop “Click” Touchstone Energy Savers for great tips for a more energy efficient home: Home Energy Saver Online Audit Water Heater Energy Saver Energy Savings Virtual Home Tour

Choptank Electric Cooperative

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Education

Volunteer during National Mentoring Month Mentors have a huge impact on the success of children in school. The Wicomico Mentoring Project invites mentors to go with their middle school students on Youth Career Tours to area businesses and colleges.

“WOW!” “This is so cool!” “How do they do that?” “I’m going to live in the dorm when I come here.”

These and many other comments came from the mentored middle school students who recently went on Youth Career Tours to Perdue, UMES, Peninsula Regional Medical Center and WorWic Community College.

Perdue’s Innovation Center hosted a group, showing the students how a food scientist develops new flavors.

Students also visited the packing department and spoke with a nutritionist.

They were amazed at how many different jobs are available in the poultry industry, and came away knowing that most jobs would require at least a high school diploma and further study.

Students also visited UMES where

they learned about scholarship opportunities that are available to students who have good grades, good attendance and good behavior.

The campus tour took in a variety of disciplines. Students were able to mingle with college students at the buffet in the student center.

Another group visited Peninsula Regional Medical Center where the departments discussed the skills that are needed to become a pharmacist, an accountant, a nurse, a physical therapist, a radiology technician and a pulmonary technician.

Employees told the students about the education that is needed for their fields and the starting salaries they could expect.

The group also visited Wor-Wic Community College where they saw several specialty classrooms. They got to listen to a mannequin’s heart beat in the nursing class, look at electronic equipment in the technology room, and decorate freshly made donuts in the cu-

Salisbury University Foundation approves 19-acre acquisition $45 million building program will break ground next fall

The Salisbury University Foundation has approved its largest acquisition of land in the last quarter century: 19 acres at the corner of East College Avenue and South Division Street, known locally as the Dresser property.

“The University has been interested in the Dresser property for some time,” said SU President Janet Dudley-Eshbach.

“If you look at maps charting campus expansion over the past few years, Dresser is a logical next step. The land offers possibilities for future campus development which will benefit our students and the community.”

With this addition, SU expands to 173 acres on both sides of Route 13.

The public university, which has a student body of over 7,800 and more than 1,700 faculty and staff, has been designated a growth institution by the University System of Maryland.

The $5.5 million acquisition was authorized by the SU Foundation and was negotiated by its affiliated Real Estate Foundation.

The property borders another University purchase: 9.5 acres on South Division Street Extended, previously occupied by Shoreland Freezers.

Possible future uses of the two sites may include any number of academic, cultural, athletic and support facilities such as a fine and performing arts center or a new fieldhouse.

The University regularly updates its Facilities Master Plan and those decisions will be made in the future.

One use of the property now is parking. For the last two years, SU has been leasing 645 parking spaces at Dresser.

The University will continue to utilize those lots.

In a process similar to the Shoreland purchase, ownership of the land is expected to be transferred after Dresser R.E., the current owner, razes the buildings, which have been unoccupied for several years.

The University has been undergoing a rapid expansion in recent years. This semester SU started construction of its first parking garage at the corner of Bateman and Wayne streets.

In fall 2009, it breaks ground on a new $45 million home for the Perdue School of Business on Route 13 near Henson Science Hall and a new residence hall at the site of the current Allenwood shopping center.

linary kitchen.

Youth Career Tours open children’s minds to new opportunities and help them decide to be good students so they can get the high school courses they need that will allow them to go on to college – and maybe even get a scholarship.

If your business would like to conduct a tour for middle school students, call 410-677-4586.

Mentoring responsibilities All it takes is one hour a week, meeting with a student during the school day, on school property.

Mentors help their students with seatwork, go to the media center and read books, do a “walk and talk” down the hallway, sit outside in good weather, play board games and discuss experiences and issues.

Mentors show students that there are people in the community who care about them and want them to be successful.

PREPARING TOMORROW’S

To be a mentor, call the Wicomico Mentoring Project at 410-677-4586 or visit www.wicomicomentors.org for an application. You can start a new relationship in January which is also National Mentoring Month.

Mentors will be honored throughout the month. The Maryland Mentoring Partnership, Eastern Shore branch, will host a “Thank Your Mentor Day” breakfast on Thursday, Jan. 22, at UMES. Programs on the Lower Shore will invite mentors to the event in recognition of their work with children.

Salisbury Area Chamber of Commerce members who support mentoring will be honored at January’s General Meeting luncheon.

January is a new year and a fresh start and a great time to become a mentor.

The Perdue School MBA provides you with “real-world” knowledge and skills for leading 21st century organizations.

s r e d Lea TODAY

Wondering what your next step will be?

What about an MBA? For more information on SU’s Perdue School of Business Master of Business Administration and application requirements, visit the MBA Web site at: http://mba.salisbury.edu or call 410-548-3983 today!

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SU Offers a Variety of Events for ‘Staycationers’

By Lesley Staffeldt Conference Services Director Salisbury University Take a vacation without leaving home?

It may sound strange, but it’s a growing trend.

Instead of traveling to far-off places, more and more families are taking “staycations,” spending their time off engaging in activities closer to home.

HOLIDAY DINNERS DELIVERED - Sheila Hickman, claims manager of insurance agency, ISG International, leads the Food Drive Committee - Donna Black, Diann Critzer, Nita Goodwin, Norman Nuton, Sheila Hickman, Tina Stephens and Allyson Newcomb - as they deliver Thanksgiving dinners to needy families in Cambridge. The families were chosen with help from the Dorchester County School System. ISG International’s annual food drive collected over 500 pounds of food from its employees.

Maryland Food Bank - On October 15 the Maryland Food Bank broke ground on a very important addition to their facility. They are adding a cold storage unite to the location and this will enable them to accept more donations in order to continue to serve our community. This facility, the Perdue Farms’ Cold Storage Facility, will greatly increase their ability to store and feed the area hungry and this number is growing during these economic times. Many community leaders were on had for the ceremony and to enjoy the lunch that was provided after. Helping to break ground were from left to right: Deborah Flateman, Maryland Food Bank CEO, Delegate Norman Conway, Delegate Steve Deboy, Delegate Jim Mathias, Yvonne Terry -Maryland Food BankEastern Shore Director, James Perdue, Chairman of the Board, Perdue Inc., Steve Schwab, President, Maryland Food Bank-Eastern Shore Advisory Board, Wayne Evans, Evans Builders.

Peninsula Regional Medical Center acquires building

John McClellan, CCIM, senior advisor with Sperry Van Ness–Miller Commercial Real Estate in Salisbury, announces that Peninsula Regional Medical Center has settled on the former Daily Times building located at 115 E. Carroll St. in Salisbury.

The facility was the former home of The Daily Times which relocated to the Northwood Industrial Park in Salisbury.

Peninsula Regional has not yet announced its plans for the building. The location of the facility directly across from the hospital will be convenient for future expansion or support services. The property sold for $1.8 million.

Sleep Inn Salisbury

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Amenities include free fitness center, continental breakfast, coffee, local calls & high-speed internet access.

t: 410.572.5516 f: 410.677.4713

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According to Wicomico County Tourism Director Sandy Fulton, local residents are in an especially good location to try out “staycations” for themselves: “Wicomico County and the surrounding Delmarva area have so much to offer even to local residents. We encourage you to Discover Delmarva’s Hidden Treasures.”

For “staycationers” on the Lower Eastern Shore looking for something new, Salisbury University offers a variety of experiences from academics to athletics, fine art to live performances.

Outreach Organizations From the beautiful award-winning carvings at the Ward Museum of Wildfowl Art, named by USA Today as one of the “10 Great Places to Admire American Folk Art,” to the Edward H. Nabb Research Center for Delmarva History and Culture, a treasure trove for genealogists and local historians, SU is home to many outreach organizations catering to inquisitive minds.

SU hosts two Salisbury Symphony Orchestra performances during the spring semester, beginning with the orchestra’s Valentine’s Day Concert featuring Gershwin’s Rhapsody in Blue. The SSO performs Mozart’s “Violin Concerto in A Minor” on Saturday, May 9.

Performing Arts SU’s other music ensembles also take center stage in the spring. The SU Opera Workshop hosts the production Talk Opera!

April 23-26. Additional tuneful events include the University’s annual spring music festival with the SU Chorale, Jazz Brazz Big Band and Salisbury Pops from May 3-7.

SU’s Bobbi Biron Theatre inaugurates its winter/spring season with a Children’s Theatre Ensemble performance. This year’s production, Dragons!, is January 1618 and 23-25. Other theatre offerings include The Gospel at Colonus from February 26-March 1 and March 4-8, and The Adding Machine from April 23-26 and April 30-May 3.For dancers in the family, the SU Dance Company’s annual spring concert is April 22-25.

Cultural and Academic Events Every semester experts in science, education, business and the arts speak or perform. Dr. John Wenke of the English Department examines “Literary Magic: The Seven Harry Potter Novels” on Saturday, January 24, as part of the Humanities Seminar Series.

Dr. Kariamu Welsh, chair of Temple University’s Boyer College of Music and Dance, presents SU’s second annual Distinguished Lecture in Dance on Monday, February 2, followed by a performance of the Kariamu Dance Company.

Award-winning environmental writer and longtime Baltimore Sun reporter Tom Horton speaks during the seminar “Growth is Killing the Chesapeake Bay: A Challenge to Maryland’s Government and Environmentalists” on Wednesday, February 4.

Dr. Pedro Noguera, director of the Metropolitan Center for Urban Education in New York, is this semester’s E. Pauline Riall Lecturer in Education Tuesday, March 10. This popular series highlights some of our nation’s most admired educators.

While the fall is known for such familyfriendly events as Fun Day, Homecoming and the Sea Gull Century at SU, the spring gets children and families involved through events including the University’s annual Children’s and Young Adult Literature Festival, Newton-Marasco Foundation Green Earth Book Award presentation and Undergraduate Research Conference.

This year’s literature festival and Green Earth Book Awards are Wednesday-Thursday, April 15-16. It features speaker Holly Black, author of The Spiderwick Chronicles.

With presentations on everything from Eastern Shore history to molecular science, television to music, the annual Undergraduate Research Conference in April spotlights the work of some of SU’s finest.

SU supports the visual arts with regular exhibitions in several gallery spaces, including the University Gallery in Fulton Hall, Atrium Gallery and Cool Beans café in the Guerrieri University Center, and new Electronic Gallery in the Teacher Education and Technology Center. A nationally accredited arboretum, SU’s main campus includes a collection of bronze sculptures, many of them from Eastern Shore Virginia artists William and David Turner.

Also of note is the “Learn With SU” lifelong learning series offered for ages 50 and up. For a full schedule visit www.salisbury.edu/lifelonglearning.

Athletics SU fields 21 Division III athletics teams. Winter sports include men’s and women’s basketball and swimming. Spring sports include baseball, softball, men’s and women’s tennis, swimming, men’s and women’s basketball, men’s and women’s track and field, women’s lacrosse and the men’s defending NCAA Division III championship lacrosse team. For a full schedule visit www.suseagulls.com. For those who want to do as well as watch, SU hosts the 10th annual Eastern Shore Senior Games from April 23-25.

More Information This is only a sampling of the activities SU offers “staycationers.” Many are free or have minimal admission. For details visit SU’s Web site at www.salisbury.edu.

In addition, SU publishes a semi-annual publication, Panorama, featuring activities listings and cultural events highlights. To be added to the Panorama mailing list or for more information about events at SU call the Public Relations Office at 410-5436030. We look forward to seeing you on campus this semester. Bring the family!

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January 2009

‘New time religion’ is reaching new heights

By Ann Wilmer

Vacant units in local shopping centers provided creative solutions for Oak Ridge Baptist Church and for the Community of Joy Church of the Brethren and both include coffee.

Oak Ridge had outgrown their building in Salisbury’s eastern suburbs and started searching for a suitable property on which to build a larger facility. In 2004, they rented 30,000 square feet of space in a local shopping center and learned that the entire complex was for sale.

After prayerful consideration, the congregation took a leap of faith and decided to buy it, Not only did it provide for their present needs and allow room to expand but it produced an income that helped to pay expenses.

Morgan Hazel, business manager, admitted to a few sleepless nights before the decision was made. The congregation reasoned that there was value in the land and that it was an income-producing property, which suggested that it was a sound business move.

They launched a capital campaign to raise a portion of the $9.5 million purchase. They raised enough to put them close to the break-even point and two years later they are operating in the black.

“Now it’s an asset,” he said. The immediate benefit was an additional 15,000 square feet of space for church programs and room to expand as the need arises.

Long term, tithes and the income from the rented units in the shopping center are helping them to pay off the mortgage on the purchase that includes “nine acres of land to the east that we will use to expand at some later date.”

They still have plans to build a traditional sanctuary on the nine acres but Hazel foresees that the shopping center facility will continue to be linked to their ministry, housing some of their activities.

“There is some resistance to a nontraditional atmosphere [they are in what was once a furniture store] but the church is growing. Once people overcome the initial barrier of a strip center, they find it is a place of worship.”

A flexible one, too! Retail spaces are designed with walls that are easily relocated so, if they need more room, they can always tear out a wall. And when a lease expires or a business moves, they have the option of claiming that space for their ministry.

A coffee shop on the premises, Java Hut, operates as a for-profit corporation owned primarily by the church and generates income and also reaches out to the community.

Hazel expects that it will eventually pay for itself as well as offering a community outreach ministry. During the week, it hosts business groups but on Sunday, it provides space for youth worship geared to middle school-aged members. If you are interested in using the space for a meeting, you can all the church at 410-742-4424.

There is also a thrift store on the premises. Most of the merchandise comes from church members who donate

used items for resale. The proceeds funds the Hope and Life outreach service to the poor and homeless.

Property maintenance is an expense that many churches find difficult as the price of utilities rise and the number of congregants dwindles.

This is nothing new. One has only to take a drive through the countryside to notice church buildings that have fallen into disrepair as economic conditions forced members to move away in search of jobs. Many large church campuses rent space for other compatible uses during the week.

A number of not-for-profit entities acquire property either through charitable gifts or purchase for future expansion; rather than let the property sit idle, they usually lease unused space for income.

But actually renting out a large segment of a church property for commercial use is something new, at least in Salisbury, and it poses some challenges to the ministry as well.

“Not to take away from the fact that one of the important disciplines is giving [tithe] but this venture helps to finance outreach ventures,” said Hazel. “It’s very important to put your faith in action.”

This is something that members of Community of Joy Church of the Brethren also subscribe to. When searching for a larger facility to accommodate a growing congregation, they were inspired to learn about a church holding services in a coffee shop they owned and operated during the week in D.C.’s busy Union Station.

The “third-place” concept is a neutral meeting place where customers can come for a product or service they want but also access religious guidance if they are so inclined. Coffee shops like Ebenezer’s that serves the D.C. Metro users are businesses “with a conscience,” Walter Townsend explained.

Members calculated that they needed about 2,500 square feet but, as they explored the idea, they realized that the space they needed for worship was too large to be operated profitably as a coffeehouse. Eventually they settled on a site on South Boulevard as their new place of worship.

But Townsend and two other church members continued to be intrigued by the coffeeshop idea and decided to pursue it on their own. They incorporated as PT Beans LLC and continued to scout for a location, eventually settling on a 1,200 square foot storefront at Millpond Village.

They expect to open the doors of Common Grounds, the Fair Trade Coffeehouse in January 2009 serving coffee that is grown in a ecologically sustainable manner. They will also feature teas and light snacks chosen based on the same criteria.

Townsend said that in so far as possible, everything including coffee spoons will be eco-friendly. Bottled water for sale at the shop comes from a vendor that channels the proceeds into building wells in many parts of the world.

There will also be a gift shop. Two members of their church are currently working with a remote mountain village

Morgan Hazel of Oak Ridge Baptist Church shows what’s behind the scenes at Java Hut, a large classroom/worship area used by middle school students for Sunday School.

in Guatemala whose inhabitants are poor and little impacted by the nation’s profitable tourism industry.

The women in the village weave beautiful products that will be available for sale at the coffeehouse along with fair trade chocolate products.

If you are familiar with a mail order catalog called “A Greater Gift,” which is operated by SERRV International,

then you have already read about Divine Chocolate products.

These and other gift and utilitarian items are manufactured by small village cooperatives in remote corners of Africa, Asia and South America and sold by the corporation. The profits return to the local economy of the people who handcraft the items. For more information, call Townsend at 410-548-9930.

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Personnel

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Harper’s Riverfront Restaurant

i Hanna completes workshop

Henry H. Hanna, CCIM, senior advisor, recently completed the Advanced Negotiations workshop in Chicago, Ill. The workshop was a communications course offered to Certified Commercial Investment members to bring better understanding between buyers and sellers.

Hanna has been involved in real estate in the local market since 1970 and specializes in Commercial & Industrial Real Estate and Tax Deferred Exchanges. Hanna joined the Sperry Van Ness-Miller Commercial team in 2007.

For more information, visit www.SVNmiller.com or call 410-543-2440.

Romero joins Roop Group

Jenifer Romero has joined The Roop Group Real Estate team. For the past two years, Romero was associated with Whitney-Wallace Real Estate Services in Salisbury.

Romero A native of Mexico, Romero is fluent in both Spanish and English. She is a part-time student at Wor-Wic and has a five-yearold son.

To reach Romero, call 443-523-8004 or email Jenifer@TheRoopGroup.com.

PKS promotes four associates

PKS & Company, P.A., Certified Public Accountants and Advisors to Business, announces the promotion of E. Lee McCabe, CPA to manager; Ginger A. Heatwole, CPA to supervisor; and Wendy L. Bradshaw and Kristina M. Leether to senior accountant.

McCabe, in his fourth year with PKS, supervises and performs audits of small to medium sized business, common interest real estate associations, governments and not-for-profit entities.

Heatwole, a graduate of Salisbury University, joined PKS in 1999 and performs auditing duties and specializes

in government and non-profit auditing.

Bradshaw has been with PKS since 2005 and Leether joined the firm as an intern in 2003 before being hired full-time in 2004. Both are graduates of Salisbury University and perform a broad range of tax and accounting duties for all types of clients.

&

RAMADA INN Salisbury

Ruff named executive director

Jeanne E. Ruff, MS, FAACVPR, was recently named executive director of the Guerrieri Heart & Vascular Institute at Peninsula Regional Medical Ruff Center.

Ruff holds a BS in community health education and an MS in exercise physiology/cardiac rehabilitation from the University of Wisconsin-La Crosse in La Crosse, Wis. She has been employed at PRMC since 1986 and served the Guerrieri Heart & Vascular Institute as director of Cardiovascular & Pulmonary Rehabilitation and Preventive Cardiology.

During her 20 plus years in health care, Ruff has served in various positions in primary and secondary prevention in her native Wisconsin and also in Chicago, Ill. and Pittsburgh, Pa. She holds several professional certifications in clinical cardiovascular physiology/sports medicine, and has served on an assortment of growth and clinical development committees at Peninsula Regional working to implement or enhance patient care and safety programs.

Ruff has also published and presented at conferences, both nationally and internationally, in her field of expertise, and has served as the national president of the American Association of Cardiovascular and Pulmonary Rehabilitation (AACVPR). She was appointed to Governor O’Malley’s Maryland State Advisory Council on Physical Fitness in May 2008.

Do You Have Questions About

Retirement Plans & Investments ?

Call today for information Timothy A. Gonzales, AAMS® Financial Advisor 410-548-5400 ext 305 800-568-5408 timothy.gonzales@wachoviasec.com 1131-A South Salisbury Blvd. Salisbury, MD 21801

Securities and Insurance Products: NOT INSURED BY FDIC OR ANY FEDERAL GOVERNMENT AGENCY - MAY LOSE VALUE - NOT A DEPOSIT OF OR GUARANTEED BY A BANK OR ANY BANK AFFLILIATE Wachovia Securities, LLC, Member SIPC, is a registered broker-dealer and a separate nonbank affiliate of Wachovia Corporation. ©2008 Wachovia Securities, LLC

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PAGE 28

Business Journal

S

January 2009

Maryland General Assembly in session January 14 Maryland General Assembly starts their 2009 session on January 14 for 90 days.

In that short time, the O’Malley administration and the legislators will need to pass the 2009- 2010 budget.

They must deal with reduced income due to the bad economy and increasing demands for services. They must also decide how to handle the federal efforts to energize the economy with infrastructure spending. Many special interest groups

will want the legislature to focus on social and environmental issues, but clearly the lack of resources will consume the majority of the legislators’ time.

On December 18, the Eastern Shore Delegation joined the Salisbury Area Chamber of Commerce for lunch and a lively discussion of the issues. Chamber President Elect Scott Robertson moderated the session with Senators Lowell Stoltzfus and Richard Colburn and Delegates

Norman Conway, Addie Eckardt, Page Elmore, Jeannie Haddaway, and Jim Mathias.

This will be a challenging year for businesses trying to survive the recession.

New taxes and fees or costly new regulations coming out of the General Assembly could make a difference in the battle for survival.

The Chamber’s State Legislative Committee will be monitoring the activity in

Annapolis closely. They could use your help. If you are very interest in the process, join the committee.

If you hear about an issue of importance to your business, share the information with the Chamber staff and State Legislative Committee.

If the committee identifies an issue affecting your industry, you may be asked for your opinion to help us develop or support our position.

Members of the Eastern Shore Delegation presented attendees with their views of the issues they would face in the 2009 Legislative session. The presentation was followed by a question and answer session. Those in attendance were: Senator Richard F. Colburn, Senator J. Lowell Stoltzfus, Delegate Jeannie Haddaway-Riccio, Delegate James N. Mathias, Jr., Delegate D. Page Elmore, Delegate Adelaide C. Eckardt, and Delegate Norman Conway.

Approximately 100 chamber members attended the December 18, 2008 General Membership Luncheon.

BURNETT-WHITE Get connected to your Chamber TIRE & AUTO CO. Have you considered polling Chamber members to find out whether your services or products could benefit them?

Do you need market research for your company? Would having a survey sent to the Chamber membership help your business?

A new member benefit has been created to help your business. As a member, the Chamber will help create, distribute and track the results of a survey for your company for $50.

Survey information and links are

placed in the “News and Notes” at the beginning of the month. With one notice, you can reach over 1,400 people and members can easily access and complete the survey.

Your company representative is given a link to track responses in real time.

If you are interested in this new benefit, call Tiffanie at 410-749-0144 or e-mail membership@salisburyarea.com.

The Chamber is always looking for ways to improve your membership and add value. If you have any ideas, contact Tiffanie or Cathie.

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Business Journal

Salisbury Chamber

Wednesday, Jan. 7 – Young Professionals Committee, Chamber Business Center, 5:30 p.m.

Thursday, Jan. 8 – Local Legislative Committee, Wor-Wic Community College, 7:30 a.m.

Thursday, Jan. 8 – Beautification Committee, Chamber Business Center, noon.

Friday, Jan. 9 – Executive Committee, Bob Evans Restaurant, 7:30 a.m.

Monday, Jan. 12 – Workforce Development, TBA, noon.

Tuesday, Jan., 13 – State Legislative Committee, Chamber Business Center, 8 a.m.

Wednesday, Jan. 14 – Membership Committee, Bob Evans Restaurant, 8 a.m.

Wednesday, Jan. 14 – “Dynamics

January 2009

PAGE 29

Tuesday, Jan. 20 – Budget & Finance Committee, Chamber Business Center, noon.

Calendar of Events

Tuesday, Jan. 6 – Ambassadors, Dayton’s Family Restaurant, 8 a.m.

S

Tuesday, Jan. 20 – New Member Reception, Chamber Business Center, 11:30 a.m.-1 p.m.

of Team Building & Team Performance” workshop, 4 to 6:30 p.m., Chamber Business Office.

Wednesday, Jan. 21 – Business Affairs Committee, Chamber Business Center, 7:30 a.m.

Thursday, Jan. 15 – Economic Forecast, Wor-Wic Community College,7:30 a.m.

21st Annual Economic Forecast ($40 members/50 non-members).

Followed by a General Membership Meeting at Noon ($15).

Wednesday, Jan. 21 – Business After Hours, The Fountains Table

Wednesday, Jan. 28 – Board of Directors, Chamber Business Center, noon.

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PAGE 30

Business Journal

S

January 2009

BUSINESS OF THE YEAR - Mann & Gray Insurance Associates was chosen as the “Outstanding Business of 2008” by the Fruitland Chamber of Commerce at their annual Awards Banquet. Founded in 1979, Mann and Gray is a multi-line agency that serves over 4,500 policyholders on the Delmarva Peninsula. From left are Hunter “Bunk” Mann, president; agency associates Carol Grant, Robbin Gray, Tina Callery; and vice president, Charlie Gray.

Committee Spotlight

SACC PR & Marketing

Your PR & Marketing Committee is a creative and energetic group that focuses on educating three entities themselves, the Chamber and other business members.

As support to the membership at large, PR & Marketing hosts PR-ER at their monthly meetings. This session was devised to help companies, large or small, evaluate their current strategies and develop new ones.

Companies provide information regarding their current marketing plan by answering a few questions ahead of time.

The committee then asks questions and brainstorms ideas to either expand or diverge from the company’s current plan. Staff take notes during the session and give them to the member.

The committee also provides educational speakers of interest. They range from a journalist with tips on writing a press release that will actually get published, to the opportunities for trade marketing and copywriting. Topics are

recommended by members and are always changing.

The Media Showcase, hosted the last three years in the spring, is the brainchild of this group. A two hour program, the showcase provides members with an easy way to meet people that provide marketing and advertising.

The showcase is a great way to gather information that would otherwise take hours, if not days, to compile.

Armed with information, members can sort through it at their leisure and make decisions as to where they will spend their marketing dollars.

The group is made up of public relations and marketing professionals, marketing managers and people who are just interested in learning more about marketing.

They meet the fourth Thursday of each month at noon in the Chamber Business Center. New members are always welcome. For more information, call Cindy Feist at 410-749-0144 or email sacc@salisburyarea.com.

Salisbury Area Chamber of Commerce renewals

InvCompany Absoulute Transport, Inc. AT&T Mobility-North Buxton R. Bailey, P.C. Baxter Enterprises Bay Country Building Specs.

Center for Women’s Health Clear Channel Communications Creighton’s Trailer Sales, Inc. Delmarva Recycling Inc. Designer Principals, LLC The English Company

First Home Mortgage Corp.

Food Lion Robbin W. Gray Marketing on Wheels Mill Pond Village Apts.

Pemberton Pharmacy Salisbury Center--Genesis ElderCare Salisbury Junior Chamber of Commerce Salisbury Rt. 50 Self Storage Shelter Development, LLC The Sherwin-Williams Co. Wicomico County Liquor Control Board

Business Journal

PAGE 31

Name

Contact

• January 2009

BUSINESS JOURNAL DIRECTORY Phone

Fax

Website

Email

ADVERTISING Comcast Spotlight Stephanie Willey 410-341-8950 410-341-8980 comcastspotlight.com stephanie_willey@ 1201 Pemberton Dr., Suite 2B, Salisbury, MD 21801 cable.comcast.com _________________________________________________________________________________________________________________________________________________________________________ ARCHITECTS & ENGINEERS Andrew W. Booth & Associates, Inc. Matthew Smith 410-742-7299 410-742-0273 awbengineers.com msmith@awbengineers.com 1942 Northwood Dr., Salisbury, MD 21801 Debbie Bailey dbailey@awbengineers.com _________________________________________________________________________________________________________________________________________________________________________

Davis, Bowen & Friedel Michael Wigley 410-543-9091 410-543-4172 dbfinc.com mrw@dbfinc.com One Plaza East, Suite 200, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ George, Miles & Buhr, LLC Michelle Everngam 800-789-4462 410-548-5790 gmbnet.com meverngam@gmbnet.com 206 W. Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________

AUTO DEALER Pohanka Automotive Group of Salisbury Chris Hagel 410-749-2301 410-742-5168 pohankaofsalisbury.com chrisrobininc@aol.com 2012 North Salisbury Blvd., Salisbury, MD 21801 ext: 8030 _________________________________________________________________________________________________________________________________________________________________________ AUTO PARTS Eden Used Auto Parts George Glovier 410-749-5116 410-742-3930 eden11@comcast.net 14661 Merser Rd., PO Box 43, Eden, MD _________________________________________________________________________________________________________________________________________________________________________ BUILDERS Ruark Builders Connie Ruark, Sleepy Hollow 410-677-3835 410-860-4875 ruarkhomes.com cruark@ruarkhomes.com 4920 Snow Hill Rd., Salisbury, MD 21804 Barbi e Hannemann, VP 410-749-0193 410-860-4875 bhannemann@ruarkhomes.com _________________________________________________________________________________________________________________________________________________________________________ COMMERCIAL BROKERAGE Rinnier Commercial Blair Rinnier, CCIM 410-742-8151 410-742-8153 rinnier.com bmail@rinnier.com 218 East Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ DINING/CATERING Market Street Inn Stephanie Bellacicco 410-742-4145 410-742-3687 marketstreetinnsalisbury.com sbellacicco@marketstreetinn 130 W. Market St., Salisbury, MD 21801 salisbury.com _________________________________________________________________________________________________________________________________________________________________________ Black Diamond Catering Peter Roskovich 410-749-6961 410-749-2896 blackdiamondcatering.com rosko@blackdiamondcatering.com 301 North Fruitland Blvd., Fruitland, MD 21826 _________________________________________________________________________________________________________________________________________________________________________ EMPLOYMENT AGENCY Manpower, Inc. Darlene Smyser 410-742-8861 410-742-9384 us.manpower.com salisbury.md@na.manpower.com 24 Tilghman Rd., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ FINANCIAL Shore Bank Rick Mathews 410-548-7125 410-548-1688 shorebank.com customerservice@ShoreBank.com 100 W. Main St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________

Main Street Financial Services, LLC Steve Hill 410-860-5200 410-860-5289 capitolsecurities.com shill@capitolsecurities.com 144 E. Main St., Suite 202, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ The Bank of Delmarva Robert D. Core 410-548-5670 410-548-1328 bankofdelmarva.com bob@bankofdelmarva.com 2245 Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ Merrill Lynch Robert G. “Bob” Anderson 410-860-2781 410-860-5066 fa.ml.com/bob_anderson bob_anderson@ml.com 224 E. Main St., Suite 1, Salisbury, MD 21801 800-416-8017 ________________________________________________________________________________________________________________________________________________________________________ GLASS

Mr. Go-Glass Dreux Campbell 410-742-1151 410-749-0265 go-glass.com customerfirst@go-glass.com 805 Snow Hill Rd., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ INSURANCE Allstate Insurance Fred Pastore 410-860-0866 410-860-0869 allstate.com fredpastore@allstate.com 111 Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________

Atlantic/Smith, Cropper & Deeley Laura Deeley Bren 410-835-2000 410-835-2036 ascd.net lbren@ascd.net 7171 Bent Pine Rd., Willards, MD 21874 ________________________________________________________________________________________________________________________________________________________________________

Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 averyhall.com khayes@averyhall.com 308 E. Main St., Salisbury, MD 21801 Bus., Life, Personal, Health ________________________________________________________________________________________________________________________________________________________________________ Gamee Elliott Gamee Elliott 410-749-4725 410-749-4175 statefarm.com gamee.elliott.bvm6@statefarm.com 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ ISG International Brad Sutliffe 410-901-0736 410-910-0836 isgintl.com Brad_Sutliffe@isgintl.com 204 Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________

Business Journal • January 2009 Business Journal S January 2009

PAGE 32

AGH appoints new board officers Atlantic General Hospital Corporation recently named new officers to the board of directors - Dr. Robert Durkin, Michael James and Kathy Clark.

Dr. Robert Durkin was a member of the hospital’s medical staff for 12 years, serving as medical directory of pulClark monary and critical care and as the chief of staff from 2004 to 2005. Dr. Durkin is a member of the American College of Chest Physicians and the Society of Critical Care.

He resides in Ocean City with his wife, Kim, and James two children, Mike and Matthew.

Michael James manages the Carousel Resort Hotel and Condominium in Ocean City. James and his wife, Marilyn, live in Ocean City and have four children.

Durkin Kathy Clark works with Monogram Build-

Name

PAGE 32

Health

ing and Design, where she serves as vice president. She serves on the board of directors for the Bank of Ocean City and is a past treasurer for Habitat for Humanity. Kathy is also a real estate broker. She resides in Ocean City with her husband, Mark.

in New Orleans, La., where she also provided care as an airborne transport nurse for critically ill pediatric patients.

Caldwell replaces Jeanne Ruff, MS, FAACVPR, who was named executive director at the Guerrieri Heart & Vascular Institute.

Caldwell named director

Dr. Ohrum joins Coastal Hospice

Pamela T. Caldwell, RN, BSN was recently named director of Cardiovascular & Pulmonary Rehabilitation and Preventive Cardiology at the Guerrieri Heart & Vascular Institute at Peninsula Regional Medical Center. She has served in the unit as a cardiovascular and pulmonary rehabilitation nurse since 1987.

Caldwell, who holds a BSN from The University of Maryland School of Nursing, has worked as a registered nurse at PRMC since 1984 carCaldwell ing for patients in the newborn nursery and the intensive care unit. She has also served as a nursing supervisor.

Before joining PRMC, Caldwell worked as a pediatric intensive care unit registered nurse at Oschner Hospital

Contact

Patty Ohrum, M.D. has been appointed a full-time physician at Coastal Hospice. She works under Medical Director Dr. David Cowall to oversee the care of all Coastal Hospice patients.

Dr. Ohrum is a specialist in hospice and palliative care, internal medicine and critiOhrum cal care medicine. She will provide hospice care to patients at home, in assisted living facilities, nursing homes, and at Coastal Hospice at the Lake, and palliative care services to patients at Peninsula Regional through Coastal Hospice’s partnership with the Medical Center.

She received her medical degree from Drexel University School of Medicine in Philadelphia, and completed

an internship and residency in internal medicine at St. Vincent’s Catholic Medical Center in New York, N.Y. During her residency, Dr. Ohrum served as chief medical resident before moving on to complete a fellowship in critical care medicine, also at St. Vincent’s.

Dr. Ohrum is board-certified by the American Board of Internal Medicine and the American Board of Critical Care Medicine.

Before joining Coastal Hospice, she served two years as a hospitalist and intensivist at Hanover Hospital in Hanover, Pa. and most recently as a hospitalist at Atlantic General Hospital in Berlin.

PRMC offers AccuBoost

Peninsula Regional Medical Center is the first and only facility on the Delmarva Peninsula to offer patients treatment with AccuBoost, a new radiation therapy specifically designed to improve breast cancer treatment.

Using real-time image guidance, AccuBoost - which is only offered at 20 other facilities in the U.S. – is a non-invasive radiation therapy technique that accurately targets the radiation dose that

BUSINESS JOURNAL DIRECTORY Phone

Fax

Website

Email

INSURANCE Landmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 landmarkinsuranceinc.com charlie@ 30386 Mt. Vernon Rd., Princess Anne, MD 21853 888-651-2111 landmarkinsuranceinc.com ________________________________________________________________________________________________________________________________________________________________________

Paulette Arnsparger, Allstate Insurance Co. Paulette Arnsparger 410-677-4774 410-677-4776 allstate.com/12697 PArnsparger@allstate.com 501-C East Naylor Mill Rd., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________

PRINTING Delmarva Printing, Inc. Don Hitchens 410-912-0980 410-912-0984 delmarvaprinting.com don@delmarvaprinting.com 2110 Windsor Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ Oddi Atlantic Pam Gregory 410-651-5447 410-651-5534 OddiAtlantic.com Pam.Gregory@OddiAtlantic.com 30899 Park Dr., Princess Anne, MD 21853 ________________________________________________________________________________________________________________________________________________________________________

RECYCLING Delmarva Recycling Greg Stein 410-546-1111 410-543-9005 delmarvarecycling.com gstein@delmarvarecycling.com 909 Boundary St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ SOLAR ENERGY Eastern Shore Solar Ray Emmons 410-543-1924 easternshoresolar.com ray.emmons@easternshoresolar.com 6288 Westbury Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________

STORAGE Cubes To Go Betsy Bradford 410-742-2100 410-742-3875 cubestogo.com info@cubestogo.com 102 Broadway St., PO Box 238, Fruitland, MD 21826 ________________________________________________________________________________________________________________________________________________________________________ WATER Sharp Water Lisa Rice 410-742-3333 410-543-2222 sharpwater.com lrice@sharpwater.com 129 Columbia Road, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________

To advertise your business in the Business Journal Directory Call 302-629-9788 or Email: sales@mspublications.com

Business Journal a breast cancer patient receives.

Many women with early stage breast cancer choose to have the cancer surgically removed and then receive followup treatments of radiation therapy to reduce the risk of reoccurrence.

One common type of radiation therapy patients receive is whole breast irradiation, which for over 30 years has resulted in excellent outcomes.

The procedure includes a “boost” phase, which is a higher, localized dose of radiation targeting the area where the cancer was removed.

Minimizing exposure to the surrounding healthy tissue reduces side effects common to invasive methods.

Patients receive treatment each day for five to eight days.

For more information, call 800-9-CANCER (922-6237) or 410543-7006.

MS Society to award scholarship

The Maryland Chapter of the National MS Society scholarship program provides financial assistance to students affected by multiple sclerosis who are pursuing a college or technical school education.

MS can take a terrible toll on the family, emotionally and financially.

The 2008 local recipient was Alicia Zahn.

The National MS Society Scholarship Program is administered by Schol-

arship America. Scholarship applications are available on the National MS Society website. The 2009 application process closes on Jan. 15.

For more information, call 800537-4180, ext. 471 or visit www.nationalMSsociety.org.

AGH appoints new board chair

Atlantic General Hospital Corporation recently appointed Winn Booth as chairperson during their annual meeting.

Booth is the president of PKS Investment Advisors LLC, a financial planning and investment Booth advisory firm with offices in Salisbury and Ocean City.

Booth serves as the treasurer for the Ocean City Parrot Head Club and for the Ocean City/Berlin Optimist Youth Foundation. He also chairs the Planned Giving Committee of the AGH Foundation Board and serves on the Finance and Investment Committees of the Board of Directors.

Booth resides in Ocean Pines with his wife Janet.

Send us your Health news

Send Health news to editor@mspublications.com. Send photos as jpg attachments and news information as text.

S

January 2009

PAGE 33

‘What will 2009 bring?’

Continued from page three

consumer will purchase, thus helping everyone when the industry continues to operate.

We could emerge with a stronger manufacturing operation if the animosity that has marked the relationship between the Big Three management and the UAW could be a victim of this recession. Just image the kind of cars coming out of Detroit if every workers future pension depended on their vehicle being a world leader in quality and technology. Could you imagine a team approach to manufacturing where the stockholders, management and workers had the same level of interest, control and motivation? It exists in the Japanese manufacturers and could become part of the reborn American Business Spirit.

The new “Car Czar” should use the billions of dollars as leverage to make a real difference in the operations and relationships of Ford, General Motors and Chrysler Jeep.

3. The federal money being invested to help the above companies needs to be spent in a way that puts the money into circulation. If the money sits supporting the bottom line of struggling bank, it will have little real impact on the broader economy. The funds need to be spent or loaned out to help other businesses.

4. Finally, the bail-outs need to include payback mechanisms to insure the taxpayer is not left holding a multigenerational debt when the economy recovers or the businesses collapse anyway. When the business recovers, the taxpayers need to share in the good times since they are being made to share in the bad times. If a company fails, some of the assets might need to be allocated to the government to help them recover some of the tax dollars spent.

Join the Chamber and our partners Wor-Wic Community College, Salisbury University, the University of Maryland Eastern Shore, the Small Business Development Center, SU’s BEACON group and the Tri-County Council on January 15 for an in depth review of the economy. As always, the emphasis will be on looking at the national and global developments and relating the macro trends to show how your business will be affected. The program will be at Wor-Wic Community College from 8 a.m. to noon. The program will be followed by the January General Membership Luncheon also at Wor-Wic. Maryland’s Lieutenant Governor Anthony Brown is scheduled to speak on the efforts of state government to deal with the current economic recession.

Business Journal Advertising Index The following Directory of Business Journal advertisers provides quick reference for your convenience. The number appearing before the name of the business refers to the page number where the ad appears in this edition of the Journal.

Architecture / Engineering 23 AWB . . . . . . . . . . . . . 742-7299 Automobiles & Services 28 Burnett-White . . . . . . 742-2222 9 Pittsville Motors . 877-760-5870 20 Pohanka . . 1-877-4-POHANKA

Communications 7 Comcast Spotlight . . . 341-8950 Construction 10 Delmarva Homes . . . 543-2344 19 Harkins Builders . . . . 750-2600 8 Southern Builders . . . 341-3800 Dining 27 Harper’s Riverfront Restaurant . . . . . . . . 546-4400

Education 24 Salisbury University . 548-3983 Employment 28 Express Employment 860-8888

Insurance 15 Atlantic Smith . . . . . .

17 Avery Hall . . . . . . . . .

4 HK&T . . . . . . . . . . . .

6 IBS . . . . . . . . . . . . . .

Farm & Garden 6 Farmers & Planters . . 749-7151

Jewelry 16 Robinson . . . . . . . . . . 546-0817

Financial 2 Bay National Bank . .

36 Bay National Bank . .

16 H&R Block . . . . . . . . .

11 Shore Bank . . . . . . . .

27 Wachovia . . . . . . . . .

334-3636 334-3636 548-7699 543-2600 548-5400

Lodging 13 Courtyard by Marriott 742-4405 25 Sleep Inn Salisbury . . 572-5516

Mailing 10 Mail Movers . . . . . . . . 749-1885

Health 34 Accurate Optical . . . . 749-1545 17 Apple Discount Drugs . . . . . 543-8401 34 PRMC . . . . . . . . . . . . 543-7140

Paving 29 Chesapeake Paving & Sealing, Inc. . . . . . . 742-2330

Heating & Air Conditioning 3 Mid-Atlantic Heating . . . . . . . . . . . 546-5404

835-2000 742-5111 749-0116 213-8338

Real Estate 20 Alessi Properties . . . . 548-7737 35 Sperry Van Ness . . . . 543-2440

Recreation 3 Ward Museum . . . . . . 742-4988

Screen Printing 4 Chesapeake Screen Printing . . . . . 749-7660 Services 21 Delmarva Tele-Plus . 546-5150 29 Peninsula Construction . . . 302-629-3001 5 SCORE . . . . . . . . . . . 749-0185 Storage 8 Cubes . . . . . . . . . . . . 742-2100 Technology 30 Impact Network . . . . . 219-3090 18 Telewire . . . . . . . . . . 749-2355 Utilities 23 Choptank Electric . . . . . . . . . .

5 Sharp Water . . . . . . . 742-3333

PAGE 34

Business Journal

S

January 2009

Investing

Is it time to sell or is it time to buy? in day-to-day price movements? Almost certainly. But keep in mind that, over the long term, a portfolio that contains a reasonable amount of stocks, along with bonds, government securities and other investments, gives you the best chance of achieving your financial goals.

And here’s another reason to keep investing - as measured by the price-toearnings ratio (P/E), stocks are currently inexpensive. If you buy more shares when prices are down, your increased ownership stake should become more valuable when stocks recover — as they have done following every bear market in the past.

It’s tough to stay positive during a gloomy market environment. But the most successful investors are the ones who have the courage to be optimistic when everyone around them is not.

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

THE

Date

However, no one can really predict when stocks will reach that low point.

It’s possible we’ve already hit it, but it’s just as likely that we’ll see further drops.

And yet, even if you can’t say that we’ve hit a market low, should you sell your stocks to “cut your losses” and use the proceeds to buy what you perceive as less risky investments? Before making this move, you need to consider some important facts. For example, if you pulled out of the stock market and purchased certificates of deposit (CDs) from a strong financial institution, you could reasonably expect that your principal will be safe and that you will receive the interest payments promised to you. But the interest rate you receive may not even keep up with inflation, so, over time, your investment could end up costing you purchasing power.

On the other hand, if you were to remain invested in the stock market, and if it does follow historical patterns, you do have a chance of making up your losses. Will there be continued volatility

Save

We’re in a recession, which could be severe.

If you buy more shares Several financial services companies have either colwhen prices are down, lapsed or been bailed out by the government. And the your stake should stock market is down about become more valuable 45 percent since hitting its peak in Oct. 2007. Is this a when stocks recover. “perfect storm” that should blow investors out of the market — or is it actually an opportunity for investors to jump back in? gests that, during a period such as we If you’re an investor, your first imare now in, you may indeed benefit by pulse might be to join the “get out while not only staying invested, but also inyou can” camp. After all, it’s no fun creasing your investment dollars in the seeing the market plunge hundreds of financial markets. Consider this: In nine points one day — and then hundreds of the last ten recessions, dating back to more the next day. And we keep getting 1949, the S & P 500 had moved up by hit by waves of bad economic news. at least 29 percent just 12 months after What possible reason could there be for hitting its lowest point during the recesremaining invested in the market, or sion. Of course, as you’ve no doubt even adding more dollars to your curheard, past performance is no guarantee rent investments? of future results, but it’s interesting to Actually, you might be surprised. note that the market eventually recovSome strong historical evidence sugered after each recession.

Save the Date Fore…

Peninsula Regional Medical Center Foundation’s

10th Annual Golf Classic Honoring Dr. Farouk A. Sultani

Monday, September 14, 2009 Ocean City Golf Club For more mo information, please contact the Foundation office at 410-543-7140 or

peninsula.org

and click Ways to Give

SALISBURY, MD | For sale SALISBURY, MD│FOR LEASE NORTHWOOD DRIVE 1415 WESLEY DR.

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SALISBURY, MD | For LEASE PHILMOREMD│FOR COMMONS SALISBURY, SALE

OLSEN’S ANTIQUES BLDG.

BENNETT AIRPORT

2120 WINDSOR DR.

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$12.00/Sq. Ft.

$699,000

• 4,807 Sq. Ft. of Medical/Office Space • 9600 sq.ft., two buildings, heated and cooled • 3 Offices with Windows • Includes office, warehouse and open space • 7 Exam w/Sink & Cabinets • 2.54Rooms Acres, room to expand • 3 Nurses Stations & 4 Restrooms • Rare opportunity - $699,000

Contact Contact: BrentWesley Miller,Cox, CCIMCCIM or Rick Tilghman, CCIM http://Sale.SVN.com/1957Northwood http://Lease.SVN.com/WesleyDrive MLS # 427617

OCEAN PINES, md | For SALE/LEASE SEAFORD, DE│FOR SALE

VILLAGE SQUARE 102 PARK AVE.

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SALISBURY, MD | For SALE FULL SERVICE RESTAURANT WESTOVER, MD│FOR SALE

$1,350,000 OR $15 psf

• Six retail units for SALE totaling 9,322 +/- sq ft • 1,190- 2,022 +/- sq. ft. retail units available $1,275,000 for LEASE • Manufacturing/Warehouse • Located at entrance to Ocean Pines residential development • Pre-Engineered Steel with Split Face • Painted carpet/vinyl flooring & Block Office;drywall, Clearspan w/20’tile Ceilings acoustical ceilings • Paved Parkingtile and Truck Area

• Multiple Drive-Thru Doors Contact Rick Tilghman, CCIM Contact: John McClellan, CCIM http://Sale.SVN.com/VillageSquareOP or http://sale.svn.com/102Park http://Lease.SVN.com/VillageSquareOP MLS #551363

Salisbury, md | For SALE/LEASE SALISBURY, MD│FOR LEASE 560 RIVERSIDE DRIVE 31400 WINTERPLACE PKWY.

LE $930/Mo. NNN

Sq. Ft. Office Space $2,800,000 • 1,250 • Industrial Manufacturing Facility • 2 Offices • 63,000 sq.ft. / 5.64 Acres • Open Work Area & Kitchenette • Overhead doors, dock doors & office area • Private Bath with Shower Contact: Henry Hanna , CCIM, SIOR or

WesleyBrent Cox, CCIM Contact: Miller, CCIM or Rick Tilghman, CCIM http://Sale.SVN.com/824Chesapeake http://Lease.SVN.com/2120WindsorDrive MLS # 438162

•• 8,000 Sq.fully Ft. Retail Building Successful equipped restauranton 2.73 Acres •• Room to Expand Existing Building Size Prime location • Flexible floorplan Large Dining Room, Full Service Bar and Lounge • Highly Visible on US Route 13 Northbound Ample Parking Contact Henry Hanna, Henry Hanna, CCIM,CCIM, SIORSIOR or Donna Savage CBI, CBC 410-543-2440 http://Sale.svn.com/OlsensWestover

MLS #427361

SALISBURY, MD | For LEASE

WILLIAMSPORT CIRCLE

718 NAYLOR MILL ROAD

SALISBURY, MD│FOR LEASE

SALISBURY, MD│FOR LEASE 2020 SHIPLEY DR.

8999 OCEAN HWY.

$2,800,000

$625 /mo

• FAA Approval, Hanger Bldg. w/6T Hangers

• Unit #105- 1,001 sq ft of office space Grass open Runways 3150' and&2300' • •22Offices, area, kitchenette 2-stall • Includes all Shop Equipment & Mowers restroom • Comcast Hi Speed Internet available • Lease is triple-net Contact Tilghman, CCIM HenryRick Hanna, CCIM, SIOR http://Lease.SVN.com/PhilmoreCommons http://Sale.svn.com/BennettAirport

MLS #427047

Salisbury, MD | For LEASE SALISBURY, MD│FOR SALE 926 EASTERN SHORE DR. UNIT E 635 HOMER ST.

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$5.50/Sq. Ft.

$3.50 psf • 2 Warehouse Units Available$1,500/mo

• Drive-In Doors 3,000 and Truck • Unit #104/106+/- sq ftDock office/warehouse spaceTown of Delmar Light Industrial • Zoned • High Ceilings • Located in the G&M Sales Complex • Heated Warehouse

Contact: CCIM ContactJohn Brent McClellan, C. Miller, CCIM, or Rick Tilghman, CCIM http://lease.svn.com/8999OceanHighway http://Lease.SVN.com/106WilliamsportCircle MLS #437628, 438370

Salisbury, md | For SALE BERLIN, MD│FOR LEASE

112 WEST CHURCHCITY STREET 10231 OLD OCEAN RD.

LD

• 1,283 Sq. Ft. Professional Office Space $13/psf Lease $449,000 Sale • 3 Offices, Reception Area, Large Open Area• 3,069 & FileSqRoom Ft Medical Office Condo • Close Proximity to PRMC • Kitchenette, Restroom and Lots of Storage Ample Parking in & ADA Acessible • End•Unit Located Winter Place Bus. Park • Easy Route 50 Tilghman, CCIM CCIM or Rick Contact: BrentAccess Miller, to Contact John McClellan, CCIM http://Lease.SVN.com/WinterPlacePark http://Sale.SVN.com/560Riverside MLS #439632

$699,000 $1,100,000

salisbury, md | For LEASE

SO $12.00/Sq. Ft.

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CAMBRIDGE, MD | For SALE CHESAPEAKE PARK SALISBURY,INDUSTRIAL MD│FOR LEASE

$18.50/Sq. Ft. • 1,600 Sq. Ft. Medical Office Space in Class A Medical Facility $650,000 • On• Central Atlantic General Hospital’s Campus Salisbury Maryland Location • 3 Exam Break & Chart Rm., 2 Nurse • Us RtRms., 50 Visibility Stations, Reception & Waiting Areas • On SiteOffice, Parking Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Contact: Bradley Gillis, CCIM 410-543-2440 To view my other properties visit my web site http://Lease.SVN.com/JamesBarrettMedical www.bradleygillis.com MLS#441004

$7.50/Sq. Ft.

$8.95 psf

• 5,000 Sq. Ft. Office/Warehouse • 6,875 Sq Ft Office Building • •Warehouse Features 2 Roll-Up Doors & Easy Access to Route 50 & Route 13 Parts Room • Open Work Areas & Private Offices • 2 Private Offices and Conference Room • Ample On-site Parking • Last Unit in Complex • Enterprise Zone – Tax Credits Available Contact: John McClellan, CCIM Contact John McClellan, CCIM http://lease.svn.com/2040Shipley http://Lease.SVN.com/718NaylorMill MLS #437339

$475,000

psf • 10,000 Office/Warehouse $5.00 Flex Building Full General Commercial Zoning • •2,500 Sq Ft Warehouse with Small Office Fenced Yard Area • •Drive-in Door • •18’ ForCeiling LeaseHeight @ $ 5.50/Sq. Ft. • •Located on BusyLocation Eastern Shore DriveRT 13 Convenient Just Off Contact JohnChris McClellan, Contact: Peek,CCIM CCIM http://Lease.SVN.com/easternshoreunite http://Sale.svn.com/635_Homer MLS # 427375

Salisbury, MD | For LEASE212SALISBURY, MD | For SALE/LEASE FRUITLAND, MD│FOR LEASE

SHERMAN SQUARE Sweetbay dr.

IN CROWN1820 SPORTS CTR. FACILITY

NG I T S

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L W NE

$7.50/Sq. Ft. $750/mo

• 13,000 Sq. Ft. • •24 Ft. High 14x10 Ft. Door 1,000 +/- sq.Ceilings; ft. office space available 2 large open areas, office, restroom & • •Sprinklered kitchenetteADA area bathrooms • Separate FREEFlex RENTSpace!

TIL FEB.1st with a 3-yr. lease!

• •Great • Corner location Contact: Chris Peek, CCIM Contact Brent C. Miller, CCIM, or Rick Tilghman , CCIM http://Sale.SVN.com/CrownSportscCenter13000 http://Lease.SVN.com/ShermanSquare MLS #436513

HURLOCK, MD│FOR SALE

800 SNOW HILL ROADDR. 100 ENTERPRISE

ED C U

RED

$535,000 or $9.75 psf

$995,000

• 5,050 +/- sq. ft. free-standing office building • 22,500 Sq. Ft. on 5 Acres • Several private offices, large open areas, • Truck Dock & Drive inroom Access restrooms & kitchen/break • Sprinklered; • Private parking lotPaint & Sanding Booths • Adjoining lot also available for sale

Contact BrentChris C. Miller, CCIM, or Rick Tilghman , CCIM Contact: Peek, CCIM Http://Sale.SVN.com/800SnowHillRd or http://Sale.SVN.com/100Enterprise Http://Lease.SVN.com/800SnowHillRd MLS#429528

Sperry Van Ness–Miller Commercial Real Estate (410) 543-2440 206 East Main Street • Salisbury, MD 21801 www.SVNmiller.com

410.543.2440

Built for Better Results.

206 East Main Street • Salisbury, MD 21801 View all of our listings at www.SVNmiller.com

Sperry Van Ness is a registered trademark of Sperry Van Ness International Corporation. This location is independently owned and operated.

BAY NATIONAL BANK find the great thing in this world is not so much where we stand, as in what direction we are moving – we must sail sometimes with the wind and sometimes against it – but we must sail, and not drift, nor lie at anchor.”

Oliver Wendell Holmes, Jr.

A NDERSON F ENCE C OMPANY

M ARSHALL M ANAGEMENT , I NC .

“In 2008 I searched for a bank to finance an acquisition. I wanted “large bank” capabilities with “local bank” service. I found this middle ground with Bay National Bank. My loan structure and pricing was competitive with the larger banks; yet, I was treated like a local customer. When I requested a lastminute change to my loan structure, Bay National was very nimble and quick to respond. The post-closing transition has been smooth, customer service has been fantastic, and the staff is always friendly and responsive. I highly recommend Bay National Bank!”

“Bay National Bank offers a sophisticated service with a down-home attitude that exemplifies a home town bank. We have been in the process of moving most of our accounts from our current banks to Bay National because we no longer feel like we are an important part of the big banks’ long- term plans.

At the end of the day, personal service will always win.”

Mike Rabasca, Owner

AWB E NGINEERS “Bay National Bank is a first-class business that treats their clients as valued customers! We were skeptical to change banks at first but little did we know how easy banking would be with Bay National… with accurate bank statements, no hidden charges, and a professional, friendly staff. Bay National answers their phone with a real person and is action-oriented to respond to our needs quickly, if not, immediately. We recently started inhouse check scanning of our deposits and we never have to leave the office – we save time, gas and ultimately, money! Bay National Bank treats you like family — when you need them, they are there to help!”

Matt Drew, Executive Vice President

F ULLER H ALL & A SSOCIATES , I NC .

“Bay National Bank has consistently proven their commitment to providing quality products and superior service. This is evident by the dedication of Bay National staff to cultivate the relationship and be very attentive to all of our banking needs. We are extremely pleased with our association with Bay National Bank and highly recommend them.”

Mike Marshall, President & CEO

L AW F IRM OF G EORGE G. S TROTT , J R . P.A. “This firm has had a long-standing banking relationship with Bay National Bank. If we have any questions, we can pick up the telephone and talk with a local person with whom we have developed a relationship. We know that we will not be confronted with trying to navigate a voicemail system that devours our patience and time. We highly recommend Bay National Bank for your banking needs.”

Constance H. Strott

T WILLEY , R OMMEL & S TEPHENS , PA “Bay National Bank has been able to provide the specialized escrow accounts needed by my business with the technology to make my business profitable.

The Bank was able to streamline the whole escrow account process, so that my clients’ 1031 exchange funds are safe and secure and earning money market rates. My clients have gladly recommended Bay National Bank to their business associates because of the service and personal relationships that they receive by using the Bank.”

Robert L. Stephens, CPA, MS, Partner

Steve Fuller, President

Hugh W. Mohler, Chairman & CEO Gregory J. Olinde, Senior Vice President & Regional Manager, Commercial Banking Robert W. Freeman, Senior Vice President, Residential Mortgage Lending Audrey E. Orr, Vice President, Private Banking 109 Poplar Hill Avenue Salisbury, MD 21801

|

410-334-3636

®

CREATING A NEW STANDARD IN BANKING

www.baynational.com