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Business Journal PO Box 510 Salisbury, MD 21803-0510
The Regional Chamber Newsletter
Vol. 15 No. 6 Dedicated to the Principles of Free Enterprise January 2012
Economic Forecast 2012
What opportunities await businesses this year? Summit
The importance of the poultry industry on Delmarva is the focus of a summit at Salisbury University. 14
Connect Thanks to the 50 vendors in attendance, ‘Get Connected’ was a great success, providing valuable networking opportunities. 16
Foundation The Community Foundation of the Eastern Shore presented schools and educators with $57,000 in grants. 20
The 2012 Economic Forecast will be presented on Thursday, January 19, in the new Perdue Hall on the Salisbury University campus. The 24th annual regional presentation on the expected economic conditions for 2012 is organized by the Salisbury Area Chamber of Commerce, Tri-County Council for the Lower Eastern Shore of Maryland, the University of Maryland Eastern Shore, Wor-Wic Community College, Salisbury University’s Franklin P. Perdue School of Business, the Eastern Region Small Business Development Center, and B.E.A.C.O.N., the Business Economic and Community Outreach Network. The program begins at 7:30 a.m. with registration, continental breakfast & networking in the lobby of Salisbury University’s newest building, Perdue Hall, the home of the Franklin P. Perdue School of Business.
The program begins at 8 a.m. with a presentation on the national economy by J. Michael Scarborough, President and CEO of The Scarborough Group, Inc. He earned his M.B.A. in finance from Baldwin-Wallace College and his Bachelor of Science degree in finance from then Salisbury State University. He has taught personal finance and economics courses at Johns Hopkins University and Salisbury University. Mike travels the country giving educational seminars about their 401(k) plans to clients and employees of Fortune 500 companies. He is also a frequent speaker on the topic at industry conferences and on CNBC. His comments have appeared in numerous national publications, including Business Week, Financial Planning Magazine, Kiplinger’s Personal Finance Magazine, Money Magazine, Pensions & Investments, The Chicago Tribune, USA
The cost of the Economic Forecast program is $50 for members of the Salisbury Area Chamber of Commerce or other area Chambers of Commerce plus $15 if you wish to stay for lunch. Non-members are welcome to attend at a cost of $75. The Speakers reception is $50. To sign up call 410-749-0144 or email your request to chamber@ Salisburyarea.com Today, The Wall Street Journal, The Washington Post and the Los Angeles Times. His Scarborough Group, Inc. is a pioneer in the 401(k) advice industry. It offers education, advice, and allocation management to help people maximize the value of their retirement plans. The Continued to page 12
INSIDE
Ad Directory................................... 6 Executive Director......................... 3 Barometer...................................... 7 Bus After Hours.....................21, 22 Business Directory.................28-29 Calendar........................................ 5 Coaching..................................... 19 Education.................................... 26 Health.......................................... 24 Human Resources....................... 11 Insights........................................ 17 Investing...................................... 13 Member Renewals........................ 9 Member Spotlight.......................... 9 Networking Tip ............................ 3 New Members............................... 8 Salisbury University..................... 27 Workforce Development.............. 13
BEAUTIFICATION PROJECT GETS BOOST - Stakeholders recently gathered to accept a $5,000 check from the Community Foundation of the Eastern Shore Dick and Betty Wootten Fund toward a garden project at the Wicomico Nursing Home. From left: Donna Griffith, director, Salisbury Area Chamber of Commerce Foundation; Spicer Bell, president, Community Foundation; John Sapp, Chamber Beautification Committee member; Betty Wootten, fund representative, Dick and Betty Wootten Fund; Loudell Insley, Chamber Beautification Committee member; Mary Schwartz, Director, Wicomico Nursing Home; Candace Hiatt, Chamber Beautification Committee member; and John Broyhill, Chamber past president (1966-1967); and Ron Basumallik, an Eagle Scout candidate partnering with the committee on this project. Story on page 4.
SALISBURY, MD│FOR LEASE
SALISBURY, MD│FOR LEASE
1415 WESLEY DR.
2120 WINDSOR DR.
SALISBURY, MD | FOR LEASE WESTOVER, MD│FOR 201 MARKET SALE ST.
OLSEN’S ANTIQUES BLDG.
SALISBURY, MD | FOR SALE/LEASE SALE 10044SALISBURY, OLD OCEANMD│FOR CITY BLvD. BENNETT AIRPORT
Sale from $175 psf Lease from $16 NNN
$12.00/Sq. Ft.
$699,000 $900/month
$930/Mo. NNN
• 4,807 Sq. Ft. of Medical/Office Space • 3 Offices with Windows • 7 Exam Rooms w/Sink & Cabinets • 3 Nurses Stations & 4 Restrooms
• 1,250 Sq. Ft. Office Space • 2 Offices • Open Work Area & Kitchenette • Private Bath with Shower
• 8,000 Sq.near Ft.courthouse Retail Building on 2.73 Acres • Located downtown • Gross lease (all utilities included)Building Size • Room to Expand Existing • Ample on-site parking • Flexible floorplan • Highly Visible on US Route 13 Northbound
Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Joey Gilkerson http://Lease.SVN.com/WesleyDrive MLS # 427617
Contact: Brent Miller, CCIM or Rick Tilghman, CCIM http://Lease.SVN.com/2120WindsorDrive MLS # 438162
joey.gilkerson@svn.com Henry Hanna, CCIM, SIOR www.bradleygillis.com http://Sale.svn.com/OlsensWestover MLS #427361
SALISBURY, MD | FOR SALE
SEAFORD, DE│FOR SALE
1118 MAIN ST. 102EAST PARK AVE.
Contact Joey Gilkerson 410-543-2493
SALISBURY, MD | FOR SALE
SALISBURY, MD | FOR LEASE
SALISBURY, MD│FOR LEASE
SALISBURY, MD│FOR LEASE
2129 NORTHWOOD DR. 8999 OCEAN HWY.
EAST PARK PROFESSIONAL CENTER 2020 SHIPLEY DR.
• Brand new Class A Medical & Professional office space $2,800,000 • 2,000-14,000 SF suites available •• 20% FAApre Approval, Hanger Bldg. w/6T leased, 7 miles west of Ocean CityHangers 2 Grass Runways and 2300' ••Located close to Rt. 50 3150' & Rt. 113, Atlantic Hospital, downtown Berlin and other •General Includes all Shop Equipment & Mowers professional services Contact Bill Moore 410-543-2440 bill.moore@svn.com Henry Hanna, CCIM, SIOR http://Sale.SVN.com/AtlanticCorporateCenter http://Sale.svn.com/BennettAirport
MLS #427047
SALISBURY, MD | FOR SALE
SALISBURY, MD│FOR SALE
101 ALEXANDER AvE. ST. 635 HOMER
$895,000
$1,200,000 $350,000 $1,275,000 • High quality, multi-tenant office building • Manufacturing/Warehouse $3.50 psf • Great cash flowSteel with Split Face • Pre-Engineered • Convenient central location Block Office; Clearspan w/20’ Ceilings • Over 20 parking spaces • Paved Parking and Truck Area • 2010 MAI Appraisal for $530,000
• Multiple Drive-Thru Doors Contact ChrisMcClellan, Peek, CCIM CCIM 410-603-9112 Contact: John chris.peek@svn.com http://sale.svn.com/102Park MLShttp://Sale.SVN.com/1118_East_Main #551363
• High quality, well appointed 16,120 SF office building $5.50/Sq. Ft. • Efficient blend of technical & professional areas • 2 Warehouse Unitscampus Available • Attractive, wooded in Northwood Ind. Park • Drive-In Doors and Truck Dock • Sophisticated tech infrastructure & • Zoned Town ofhigh Delmar Light Industrial communication features • Located G&M Complex • 2 acre in sitethe w/ large 72 Sales space parking lot
$14/PSF $7.50/Sq. Ft. • 4,200 Sq. SF Professional Office • 5,000 Ft. Office/Warehouse $3.50 psf • Class A Office/Medical plan • Warehouse Featuresfloor 2 Roll-Up Doors & •Parts 8 Offices (exam rooms) w/ full bathrooms Room • Waiting, reception, lounge, conference rooms
• 2 Private Offices and Conference Room • Last Unit in Complex Contact Rick Tilghman, CCIM CCIM Contact: John McClellan, rick.tilghman@svn.com http://lease.svn.com/2040Shipley http://Lease.SVN.com/EastParkSleepCenter MLS #437339
Contact John Chris Peek,CCIM 410-603-9112 Contact: McClellan, CCIM chris.peek@svn.com http://lease.svn.com/8999OceanHighway http://Sale.SVN.com/2129_Northwood MLS #437628, 438370
SALISBURY, MD│FOR LEASE DELMAR, MD | FOR SALE
31400 WINTERPLACE PKWY. 30174 FOSKEY LN.
BERLIN,MD MD│FOR LEASE SALISBURY, | FOR LEASE
10231 OLD OCEAN CITY RD. 921 MT. HERMON RD.
FRUITLAND, MD│FOR LEASE SALISBURY, MD | FOR SALE/LEASE
IN CROWN SPORTS CTR. FACILITY
1018 NORTH SALISBURY BLvD.
• High quality, well appointed 16,120 SF Automotive Service Center for sale $475,000 • 9 vehicle bays and 3 tractor trailer bays 10,000 ••All attachedOffice/Warehouse equipment included Flex Building Full General ••Clean & attractiveCommercial Zoning Fenced Yard Arealocation ••Great central Salisbury
• For Lease @ $ 5.50/Sq. Ft.
Contact Henry Hanna, Location SIOR, CCIM Just Off RT 13 • Convenient 410-543-2420, henry.hanna@svn.com Contact: Chris Peek, CCIM Wesley Cox, CCIM 410-543-2421, wesley.cox@svn.com http://Sale.svn.com/635_Homer http://Sale.SVN.com/CarCare MLS # 427375
HURLOCK, MD│FOR SALE 100 ENTERPRISE DR.
NEW LISTING
$12.00/Sq. Ft.
$18.50/Sq. Ft.
• 1,283 Sq. Ft. Professional Office Space • 3 Offices, Reception Area, Large Open SF Area• 25,200 & File+/Room • Recreational Facility onand 4.15Lots acresof Storage • Kitchenette, Restroom • Zoned Community Business District • End Unit Located in Winter Place Bus. Park • Located off Route 13 in Delmar, MD CCIM or Rick CCIM Contact: Brent Miller, • Appraised for $2 million MayTilghman, 2011 http://Lease.SVN.com/WinterPlacePark MLSContact #439632 Brent C. Miller CCIM, CPM
• 1,600 Sq. Ft. Medical Office Space in Class A Medical • Professional officeFacility for lease • On• Open Atlantic General Hospital’s Campus work areas • 3 Exam • PrivateRms., officesBreak & Chart Rm., 2 Nurse Stations, Office, Reception & Waiting Areas Contact: Brent Miller, CCIM or Rick Tilghman, CCIM http://Lease.SVN.com/JamesBarrettMedical Contact John McClellan, CCIM MLS#441004
http://Sale.SVN.com/DiamondDreams
http://Lease.SVN.com/1131SouthSalisbury
$229,000 - Priced to Sell
$7.50/Sq. Ft. • Lighted Intersection • DirectlySq. Rt. 13 • 13,000 Ft.exposure & access • New lot, & 14x10 HVAC Ft. Door • 24 Ft.roof, Highparking Ceilings; $3.50 psf • 2,400 SF-700 SF is leased for • Sprinklered $7,800/yr for 5 yrs • Separate ADA bathrooms • Adjacent property is also included • Great Flex Space! Contact: ChrisCox, Peek, CCIM Contact Wesley CCIM http://Sale.SVN.com/CrownSportscCenter13000 410-543-2421, wesley.cox@svn.com Henry#436513 Hanna, SIOR, CCIM MLS 410-543-2420, henry.hanna@svn.com
$995,000 • 22,500 Sq. Ft. on 5 Acres • Truck Dock & Drive in Access • Sprinklered; Paint & Sanding Booths Contact: Chris Peek, CCIM http://Sale.SVN.com/100Enterprise MLS#429528
View allNess–Miller of our listings at www.SVNmiller.com Sperry Van Commercial Real Estate (410) 543-2440 410.543.2440 206 East Main Street | Salisbury, MD 21801 SussexMD Highway | Laurel, DE 19956 206 East Main Street • 30613 Salisbury, 21801 302.846.9908 34634 Bay Crossing Blvd. | Lewes, DE 19958 302.227.0768 www.SVNmiller.com 302.629.2440 302.540.5959 410.279.9145
604 Porter Street | Seaford, DE 19973
Built for Better Results.
110 South Poplar Street Suite 103 | Wilmington, DE 19801 1542 Briarcliff Rd. | Annapolis, MD 21012
Sperry Van Ness is a registered trademark of Sperry Van Ness International Corporation. All Sperry Van Ness® Offices Independently Owned and Operated.
Business Journal • January 2012
PAGE 3
Misinformed radicals declare war on poultry industry By Brad Bellacicco
SACC Executive Director
Director’s Journal
On December 14, the Chamber had the privilege of helping the Delmarva Poultry Industry, Inc. and BEACON On the Eastern Shore deliver an important message to our community. The of Maryland just raising Delmarva Poultry Summit chickens generates over at Salisbury University allowed us to highlight that $2 billion in economic agriculture and especially the poultry industry are imporvalue. tant to our local economy and to the health of the state and impact on the state’s economy of $8 bilregion. The program, which lion. On the Eastern Shore of Maryland was the idea of Maryland Comptroller just raising chickens generates over $2 Peter Franchot, was sponsored by Bay billion in economic value. Dr. Memo Bank, the Community Foundation of Diriker of Salisbury University’s BEAthe Eastern Shore and AHPharma. CON group has placed a complete acThis industry is spread across the counting of the value of agriculture and region in 1,696 family farms and in poultry on Maryland on their website supporting industrial operations that http://BEACON.salisbury.edu. directly employee 14,900 of our neighUnfortunately for our local economy, bors. Agriculture is the top industry in misinformed environmental radicals Maryland and has an annual economic and politicians from outside our region
The 2011-2012 Chamber officers are in the back row, from left: Ernie Colburn, Dr. Memo Diriker, Sandy Fitzgerald-Angello, Dawn Tilghman, Bradley Gillis, Tony Nichols. Front row: D. Nicole Green, Stephen Franklin and Stephanie Willey.
trying to gain notoriety and votes have declared war on this industry. Without scientific studies to support their accusations, these groups have accused the farmers and industry that supports them of committing many unfounded sins. Some Maryland and federal regulators are taking this misinformation and creating unrealistic and unfair regulations against the local farms to hurt the industry we rely on. The Environmental Protection Agency (EPA) and Maryland Department of the Environment (MDE) have openly levied a higher level of regulatory and reporting requirements on our region that seem designed to try and push the industry out of the Chesapeake watershed. Our Maryland Comptroller sees the importance of this industry to the state and initiated the Delmarva Poultry Summit to create public awareness. As an excellent analogy, Comptroller Peter Franchot compared the way Florida treats its citrus growers. These farmers are fortunate to have the support of their state government. Our neighbors in Delaware are not under overwhelming and unfounded pressure from their state officials. Meanwhile regulatory overkill helped prevent the construction of new chicken houses for more than a year. Our local economy would suffer if the 1.4 billion pounds of chicken from our Maryland farms were taken off the market. Add to the excessive government, attacks by radical groups like the New York-based Waterkeeper Alliance who launched a protracted and crippling lawsuit on a Maryland farm family in March 2010. The Waterkeeper Alliance filed a federal lawsuit against Alan and Kristin Hudson accusing them of violating the Federal Clean Water Act. At the heart of this suit is a pile of fertilizer, believed by the Waterkeepers to be poultry litter, which the activists identified from a small plane when they flew over the Hudson’s property. Since the suit was filed, the MDE confirmed the pile was actually biosolids (human
waste), which the Hudsons obtained from nearby Ocean City, as part of a successful environmental program to recycle municipal waste for agricultural purposes. MDE determined that no action was required other than to spread the biosolids on the farm’s crops. However, the Waterkeepers – as part of their campaign to end contemporary animal agriculture – have persisted with the suit, which has put a massive financial strain on the Hudson family and could force a settlement or bankruptcy while they wait to make their arguments in court sometime in 2012. In their suit, the Waterkeeper Alliance contends the Hudsons are operating a “factory farm,” despite the fact that they have only two chicken houses and members of the Hudson family have farmed this land for four generations. To add insult to injury, The University of Maryland Law School is helping pursue this lawsuit to punish the Hudsons. Even our Governor has called this case an unjust attack on the Hudson family. Comptroller Franchot also pointed out scientific studies have confirmed that the vast majority of nitrogen and phosphorous that enters the Chesapeake Bay comes from the Susquehanna, Potomac and James Rivers where there are no chicken farms. As our Chamber President Ernie Colburn stated, “It is time to roll up our sleeves and create a plan that will give the poultry farmers and their industry a fair, consistent market place. The constantly tightening noose of regulations and legal challenges are hurting businesses that are important to the rural character of the Eastern Shore. This Chamber and our many partners are willing to fight for fairness for our local farmers and businesses that are trying to comply with the rules and be eco-friendly, but are being held to a constantly changing and unrealistic standard. Working together we can and will create a win-win solution for the poultry industry, consumer and the environment.”
2011-2012 Salisbury Area Chamber of Commerce Officers President President Elect Vice President Vice President Vice President Secretary/Treasurer Asst. Sec/Treasurer Legal Counsel Past President
Ernie Colburn Sandy Fitzgerald-Angello Bradley Gillis Dr. Memo Diriker Tony Nichols Stephen Franklin Stephanie Willey D. Nicole Green Dawn Tilghman
Comcast Spotlight Pohanka Automotive Group Sperry Van Ness - Miller Salisbury University’s BEACON BBSI Accurate Optical Comcast Spotlight D. Nicole Green, P.A. Burnett White Tire & Auto
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
A professional email address
For those lucky enough to have corporate e-mail addresses, you really don’t have to worry about this one. Think about those email addresses you have seen on some business cards - those questionable addresses through AOL, Hotmail or Yahoo. Not only are those email servers frustrating and ineffective for business communication, but just imagine how it looks when someone has to send business emails to: HotLips98@aol.com, KaylasMommyRules@yahoo.com or Isellcars2U@hotmail.com. Nothing against AOL, Hotmail or Yahoo, but if possible, always send and receive emails using the address of your organization’s website, i.e., scott@hellomynameisscott.com. If you must use free servers like MSN, SBC and the like, choose a simple username that doesn’t question your professionalism, i.e., JackSmith@yahoo.com.
Business Journal • January 2012
PAGE 4
Beautification gets boost
Throughout its 92-year history the Salisbury Area Chamber of Commerce has dealt with various projects and efforts to address the appearance of our city and county. In 1983 the Beautification Committee was established to allow the organization to have a greater impact on the beauty of our community by implementing programs designed to enhance its physical beauty. John Broyhill, a Chamber past president, recently approached the Beautification Committee about the need for updating and improving the landscaping at the Wicomico Nursing Home for the enjoyment and improved quality of life of its residents. The Wicomico Nursing Home has been owned and operated by the Wicomico County Council since 1972 and some of the original vegetation needs severe pruning and removal. A lot of behind the scene work has been accomplished and led up to the Beautification Committee’s December meeting where stakeholders met to establish a plan for accomplishing this work at the nursing home. Landscaping plans were reviewed and the group decided that a winding path to a patio in the front of the building would be great for folks in wheelchairs. Pruning the vines on the arbor in the court yard, adding planters and more bird houses and feeders, as well as garden areas would all enhance the existing landscaping. No community project like this can be accomplished without many partners. The Community Foundation of the Eastern Shore Dick and Betty Wootten Fund donated $5,000 to the Salisbury Area Chamber of Commerce Foundation. This along with other generous
Lower Shore Chambers of Commerce Chamber Berlin Crisfield Delmar Fruitland Ocean City Ocean Pines Pocomoke City Princess Anne Salisbury Snow Hill
Contact info 410-641-4775 410-968-2500 302-846-3336 tina028@comcast.net 410-213-0144 410-641-5306 410-957-1919 410-651-2961 410-749-0144 410-632-0809
Key contact Olive Mawyer Valerie Howard Diane Johnson Tina Banks Melanie Pursel Elizabeth Kain-Bolen Denis Wagner Dennis Williams Brad Bellacicco Lee Chisholm
Dues* $125 $100 $60 $75 $175 $145 $150 $50 $225 $75
Members 200 120 56 65 850 300 150 105 780 70
Fax 410-641-3118 410-968-0524
410-213-7521 410-641-6176 410-957-4784 410-651-5881 410-860-9925 410-632-3158
* Basic annual membership cost.
donations has provided $10,000 of the $25-30,000 needed to accomplish all that the group would like to see done at Wicomico Nursing Home. If you or your organization would like to assist financially or in some other way, contact us. Contributions may be sent to the SACC Foundation and are tax deductible.
Retirement seminar
Approaching retirement? If you are within a few years of retirement this is the seminar for you. Eric W. Johnston, CFP, financial advisor, will be giving the first of a series of presentations on Working Towards A Successful Retirement on Tuesday, Jan. 31 from 11:30 a.m. to 1 p.m., at the Chamber Business Center in Salisbury. Johnston will cover some of the most common retirement concerns such as the 5 Retirement Mistakes to Avoid, Investing for Income and Long-term Growth, Developing a Sound Plan For Retirement Income, and Assessing Whether You’re on Track For Retirement.
Lunch will be included. To RSVP, call or email Natalie Chaffinch at 410677-4848 or natalieC@infocusfin.com.
Winter Food Drive
The Salisbury Area Chamber of Commerce is pleased to announce their 8th annual canned food drive which will last until the end of January. The Chamber will be accepting food and non-food donations to help alleviate problems of hunger and poverty in our area. All donations will be collected by the local Maryland Food Bank and distributed accordingly.
Most needed items include: canned meats, canned fruits, canned vegetables, peanut butter, macaroni & cheese, tuna, cereal, canned soup, pasta and rice. Non-food items such as diapers and toiletries are also needed. Help make the winter season better for needy families in Salisbury. Please drop off any items (no glass, please) to the Chamber Business Center at 144 East Main St., Salisbury, Monday through Friday, 9 a.m. to 5 p.m. For more information, visit www.mdfoodbank.org or contact Donna Griffith at the Chamber office at 410-749-0144.
Choptank Electric Cooperative
Affordable. Innovative. Member focused. BREW RIVER WINS CHALLENGE - Members of the Salisbury Area Chamber of Commerce Young Professionals Committee presented an award to Brew River for winning the inaugural Iron Chef Challenge at the YP’s annual Taste Of The Town event held this past fall. Brew River, along with six other local restaurants, presented signature dishes that were judged by the attendees. From left: Anthony Darby of Merchant Brokers, Joey Gilkerson of Sperry Van Ness Miller Commercial Real Estate, Chris Maas of Manpower, Tom Ogilvie & Natalie Booth of Brew River, Michelle Marriner of Maryland Broadband Cooperative, and Mitch Marriner of Pohanka Automotive Group.
www.choptankelectric.coop www.togetherwesave.com 877-892-0001
Business Journal • January 2012
PAGE 5
Calendar of Events
Salisbury Chamber Wednesday, Jan. 4 - Young Professionals Committee, Chamber Business Center, 7:30 a.m.
Tuesday, Jan. 17 - Budget & Finance Committee, Chamber Business Center, noon.
Thursday, Jan. 5 - Beautification Committee, Chamber Business, noon.
Wednesday, Jan. 18 - Business Affairs Committee, Chamber Business Center, Succession Planning, 8 a.m.
Monday, Jan. 9 - Workforce Development, Chamber Business Center, noon. Tuesday, Jan. 10 - Membership/ Amassador Committee, Bob Evans Restaurant, 8-9 a.m. Wednesday, Jan. 11 - Chicken Festival Meeting, Chamber Business Center, 9 a.m. Wednesday, Jan. 11 - Business After Hours, Mojo’s, 5-7 p.m. Thursday, Jan. 12 - Legislative Forum, Wor-Wic Community College, 7:30 a.m. Thursday, Jan. 12 - Tech Committee, location TBD, 9 a.m. Friday, Jan. 13 - Executive Committee, Bob Evans Restaurant, 8:00 a.m. Tuesday, Jan. 17 - Agri-Business Committee, Chamber Business Center, 7:30 a.m. Tuesday, Jan. 17 - Eldercare Provider Network, Genesis Healthcare, 8:30 a.m.
Wednesday, Jan. 18 - New Member Reception, Chamber Business Center, 11:30 a.m. to 1 p.m. Wednesday, Jan. 18 - Salisbury Festival, Chamber Business Center, 4 p.m. Wednesday, Jan. 18 - Economic Forecast Speakers’ Reception, Scarborough Student Leadership Center at Salisbury University, 6 to 8 p.m. Thursday, Jan. 19 - Economic Forecast, Salisbury University, Perdue Hall, 8 to 11:30 a.m. Thursday, Jan. 19 - General Membership Luncheon, Salisbury University, Perdue Hall, noon. Monday, Jan. 23 - Executive Committee, Chamber Business Center, noon. Wednesday, Jan. 25 - Board of Directors, Chamber Business Center, noon. Thursday, Jan. 26 - PR & Marketing, Chamber Business Center, noon. Thursday, Jan. 26 - Business After Hours, Courtesy Chevrolet, 5-7 p.m.
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TURKEYS DONATED - United Way of the Lower Eastern Shore board members recently donated turkeys to the M.A.C., Inc. to help provide for the Meals on Wheels holiday meals. In partnership with M.A.C., Inc., United Way provides funding for job training, Alzheimer’s day care and food programs for local seniors. First row - Dr. John Fredericksen, Tim Feist, Ginny Reid-Matern, Kathleen Mommé. Second row - Tony Sarbanes, Ron Hickman, Laurie Twilley, Dwight Miller, Gus LeBois, Karen Reddersen, Jay Parker.
Visit us at www.ComcastSpotlight.com for more information
Business Journal • January 2012
PAGE 6
Vantage Point merges with Mosaic Solutions
Cloud, application and website services will be offered
Vantage Point Solutions Group, LLC, headquartered in Salisbury and Mosaic Solutions Group, headquartered in Rockville, will merge, effective Jan. 1. Under this agreement, the principals of Mosaic Solutions Group will become equity members of Vantage Point Solutions Group, LLC. The combined resources, expertise and experience of the consolidated company will enable Vantage Point to better adapt to emerging technology trends and deliver stellar technology solutions to the rapidly expanding client base. Each entity brings new services and expertise to the larger consolidated company. Vantage Point can now offer privately hosted (cloud) solutions that were previously outsourced. Likewise, the Mosaic client base will benefit from the advanced application development and website design services. With this consolidation, Vantage Point will realign the executive leadership roles to better serve the larger client base. Andrew Roe (Mosaic) will act
JANUARY 2012 INDEX PG 4 5x5.25 Deepw RPS ISG HONORS EMPLOYEES - RPS ISG International employees recently gathered to honor Randy Pryor and Sheila Hickman for 25 years of service. Pryor received his bachelor’s degree in business administration from Salisbury University and was a Property & Casualty agent with another local company before joining RPS ISG International in 1986. Not only is Pryor RPS ISG’s vice president of customer service, he is also a certified instructor with the State of Maryland for the Maryland Property/Casualty Licensure course. After joining RPS ISG in 1986, Hickman received her Property and Casualty license in 1988 and her certified insurance service representative license in 2000. When not running RPS ISG’s claims department, Hickman is an active member of Linkwood-Salem Volunteer Fire Company and is an honorary member of Rescue Fire Company.
as the chief technology officer; Dana Seiler (Vantage Point) will act as the chief operations officer; Scott Samborn (Mosaic) will act as the chief business development officer; Doug Church (Vantage Point) will act as the chief financial officer. “Our clients will benefit from a wider pool of resources, each with unique industry and business experience; our staff will be afforded the opportunity to grow professionally with the organization by taking advantage of educational opportunities; our vendors will have a renewed commitment to ensuring we can apply their solutions in a effective and efficient manner thus improving the customer experience,” said Doug Church, Vantage Point principal who facilitated the transaction. To accommodate the continued growth, Vantage Point will be relocating the current Washington, D.C. and Rockville operations into a new, larger facility on Gude Parkway. An open house at the new facility will be held in the first quarter of 2012.
Business Journal Advertising Index 15 Apple Discount Drugs . . . . . 543-8401
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.
19 Peninsula Health Mart Pharmacy. . . . . . . . . . . .546-3333
Architecture 17 AWB Engineers . . . . . . . . . .742-7299
Heating & Air Conditioning 18 Mid-Atlantic Heating. . . . . . . .546-5404
Advertising 5 Comcast Spotlight . . . . . . . .546-6615
Insurance 12 Avery Hall . . . . . . . . . . . . . . . 742-5111
Employment 8 Express Employment . . . . . .860-8888
Lodging 11 Holiday Inn Express . . . 302-629-2000
Financial 17 Delmarva Wealth Management. . . . . . . . . . . . .912-4286
Mailing 22 Mail Movers Marketing . . . . .749-1885
32 PNC Bank. . . . . . . . . . . . . . . . . . . . . . Health 25 Accurate Optical . . . . . . . . . .749-1545
21 Eastern Shore Pharmacy . . .749-5253
Marketing 7 Matice . . . . . . . . . . . . . . . . . .858-4775
Paving 22 Chesapeake Paving . . . . . . .742-2330 Real Estate 18 Remax Crossroads. . . . 443-736-3373 2 Sperry Van Ness. . . . . . . . . .543-2440 Septic 9 Towers Concrete. . . . . . . . . .479-0914 Sitework & Paving 13 Terra Firma . . . . . . . . . . 302-846-3350 Storage 14 Cubes . . . . . . . . . . . . . . . . . .742-2100 Utilities 14 Bay Area Disposal . . . . . . . .860-6607 4 Choptank Electric. . . . . . 877-892-0001
Business Journal • January 2012
Barometer
Wicomico County Sales Tax Collections by category
Salisbury-Ocean City-Wicomico Airport November ‘10 . . . . . . 11,013 December ‘10 . . . . . . 10,343 2010 Total . . . . . . . 129,341 January ‘11 . . . . . . . . . 9,608 February ‘11 . . . . . . . . 8,796 March ‘11 . . . . . . . . . 10,698 April ‘11 . . . . . . . . . . 10,550 May ‘11 . . . . . . . . . . . 12,820 June ‘11 . . . . . . . . . . 13,512 July ‘11 . . . . . . . . . . . 15,291 September ‘11 . . . . . 13,017 October ‘11 . . . . . . . . 12,386 November . . . . . . . . . 11,565
November ‘11
October ‘11
November ‘10
Food & Beverage
$1,406,022
$1,379,820
$1,207,231
Apparel
$266,879
$330,421
$293,099
General Merch.
$1,516,496
$1,623,508
$1,487,963
Automotive & Oil
$413,187
$438,801
$385,751
Furniture & Appl.
$145,052
$163,500
$147,852
Building Supplies
$626,589
$585,091
$596,818
Utilities & Trans.
$405,741
$377,992
$410,544
Hardware & Equip.
$174,124
$188,123
$167,105
Miscellaneous
$543,731
$677,856
$535,440
TOTAL
$5,497,823
$5,765,111
$5,231,803
Information courtesy of Comptroller of the Treasury, Retail Sales Tax Division.
PAGE 7
16.1 13.7 9.8 5.8 11.3 8.7 4.4 11.4 18.8 25.0 14.9 6.5 21.9
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
Oct
National
8.7
9.3
9.3
9.1
8.8
8.5
Maryland
6.8
7.4
7.4
7.3
7.1
6.8
Wicomico
8.0
8.5
8.6
8.7
8.4
8.2
Worcester
10.2
8.9
8.4
8.2
8.8
10.6
Somerset
9.5
10.7
10.1
9.5
9.0
8.7
Information courtesy of the Maryland Job Service at the One Stop Job Market. (Not seasonally adjusted.)
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Business Journal • January 2012
PAGE 8
SALISBURY AREA
CHAMBER OF COMMERCE
Bell Security Systems
Clarence Bell 111 Baptist St. Salisbury, MD 21801 410-548-1110 410-548-1115 (fax) eastcreek55@aol.com Locally owned and providing security guards, private investigation, roving car patrols and civil paper service. Services offered to both citizens and businesses. Referred by Al Chandler
Delaware Elevator, Inc.
Charles E. Meeks P.O. Box 412 Salisbury, MD 21803 410-749-3489, ext. 104 and 115 410-341-7220 (fax) cem@intercom.net www.Deleware-Elevator-Inc.com Locally owned and operated elevator company. Established at this site for 10 years. Commercial and residential construction, installation, service and maintenance of elevators.
Delmarva Digital
Alan Cole 220 Laureltowne Laurel, DE 19956 302-875-7700 302-875-8288 (fax) Alan@ddmg.net www.ddmg.net Since 1997, the Delmarva Digital team has become one of the region’s leading developers of web sites. Now, with hundreds of web development clients throughout the United States and around the world, our team can offer your organization a great deal of experience in many different areas of web site design and software development. Call us today for a no cost consultation. Referred by Dawn Tilghman
Delmarva Education Foundation
Kat Harting 1320 Belmont Ave. Suite 403 B Salisbury, MD 21804 410-219-3336 410-219-1155 (fax) kharting@delmarvaed.org www.delmarvaed.org The mission of Delmarva Education Foundation (DEF) is to improve college access and success for residents on the lower Delmarva Peninsula. DEF, a 501(c)(3) nonprofit organization, connects those who seek scholarships with those who have scholarship money to give.
Dr. Rick Dawson, DDS
Rick Dawson 551 Riverside Dr. Salisbury, MD 21801 410-546-7770 General Dentistry Referred by Sandy FitzgeraldAngello
Empower Real Estate S3 Properties, LLC
Cindy Walter 1004 South Division St. Salisbury, MD 21804 410-341-4463 410-546-5168 (fax) cindy@empowre.com www.empowre.com Empower is a new concept in real estate brokerage. We offer customers non-traditional options when buying or selling properties, as well as traditional full-service options. We also represent buyers with their best interests in mind.
Executive Women’s Golf Association
Ruth Jones 124 E. Market St. Salisbury, MD 21801 410-860-1494 410-543-8956 (fax) rpjones54@verizon.net Connecting women to learn, play and enjoy golf for business and fun; through a community of thousands of women nationally (over 250 locally) of all life and professional stages who share the love of golf, staying active, staying connected, building business & friendships, and having fun!
Greens at Schumaker Pond
Stacey Bertrand 701 College Lane Salisbury, MD 21804 410-749-8461 410-749-5593 (fax) sbertrand@udr.com www.thegreensapts.com One, two and three bedroom apartments are available in several expansive floor plans. Some homes include dens, stainless steel appliances, gallery styled kitchens, wrap-around breakfast bars, washers and dryers and wood burning fireplaces. Residents are invited to enjoy the park like setting and cozy courtyards at their leisure. Also offering a 24-hour fitness center, pool, playground and a beautiful clubhouse relax in.
443-736-4807 866-712-4354 (fax) hmorgan@mortgagenetwork.com HopeEMorgan@mortgagenetwork. com Providing conventional, jumbo, rural housing, FHA, and VA mortgages for people buying or refinancing their home. Referred by Nicole Green
Maho’s Pizzeria
Hazel Koltuk 720 E. College Ave. Salisbury, MD 21804 410-749-9246 410-749-9247 (fax) mahos_kitchen@yahoo.com Homemade pizza, homemade salads, free delivery, homemade pastas & subs.
Main Street Gym
Hal Chernoff 105 Tuxent Branch Fruitland, MD 21826 410-430-6687 hchernoff204284@comcast.net Youth oriented boxing facility with extracurricular activities in the youth educational field icluding health awareness, drug prevention, gang awareness, and building character. Referred by Sandy FitzgeraldAngello
Millennium Microwave Corp.
Steven Rumney 402-C South Brown St. Fruitland, MD 21826 410-742-8858 410-548-7860 (fax) www.microwave2000.com Manufacturer of switched filter banks, integrated sub-assemblies, and solid state switches serving the defense electronics, SATCOM and commercial industry, and you will find Millennium Microwave products on ground, naval and airborne platforms as well as test labs and commercial communications systems throughout the world. Referred by Chris T. Maas
William Eskridge Jr. P.O. Box 2441 Salisbury, MD 21802-2441 410-860-1400 410-860-9253 (fax) mrmeticulous@verizon.net www.mrmeticulous.com Mr. Meticulous is a full service commercial cleaning company dedicated to meeting the needs of our customers. A clean facility sets the stage for impressing customers and clients as well as boosting the collective morale of your employees. Mr. Meticulous Cleaning Service Inc. is a leading janitorial and office cleaning services provider on the Delmarva Peninsula. We currently service over 105 different facilities totaling over 650,000 square feet of space. Referred by Sandy FitzgeraldAngello
On The Go Marketing
Laura Cogswell 31821 Dexter Ct. Delmar, MD 21875 410-343-7959 laura@onthegomktg.com www.onthegomktg.com Provides mobile marketing strategies to local area businesses via mobile devices, website creation and optimizing electronic visibility. Our marketing innovations are designed to increase a local area business’ exposure and profits from the growing segment of smart phone users as potential customers looking for information and services ‘on the go.’
Sweet Serenity Chocolates
Rachel Benjamin 1001 Norman Eskridge Hwy. Seaford, DE 19973 302-628-8883 info@sweetserenitychocolates.com www.sweetserenitychocolates.com Chocolate company specializing in hand-dipped truffles, and assorted chocolates. Great for gifts and parties. Soon to have location in Centre at Salisbury.
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Business Journal • January 2012
PAGE 9
SEPTIC SYSTEMS
From left, Pat Davis and Paige Davis of Accent on Designs in Salisbury.
Member Spotlight
By Al Higgins
Accent on Designs
When Pat Davis opened her business – Accent on Designs – 30 years ago in New Jersey she had no way of knowing that eventually she would be creating her beautiful designs and embroidery in Salisbury. Yet two years ago Pat, and her daughter Paige, did just that and today they are producing products and services that truly enhance just about any type of surface. Our motto for our business is “Live
Membership Renewals
Salisbury Area Chamber of Commerce
Anchorage Nursing & Rehabilitation Center.......2004 Clear Channel Radio...............................................1987 Comcast Spotlight....................................................2004 Culling Innovations.................................................2010 Del-Mar-Va Beauty Academy................................2002 Goliath Center LLC................................................2005 Helping Hands Around The World.......................2007 Impact Technology Group, Inc. ............................2008 Jennifer Seay Photography.....................................2008 Machining Technologies, Inc. . ..............................1990 McAllister Veterinary Service................................2002 Papa John’s Pizza....................................................2001 Ritch Photography, LLC.........................................2006 Salisbury Junior Chamber of Commerce.............2002 Salisbury School.......................................................1995 SECU Credit Union.................................................2009 Servpro of the Lower Shore....................................2000 The Sherwin-Williams Co. . ...................................2001 Taylor’s Chicken & Ribs........................................1998 Thoro-Good’s Concrete Co., Inc. . ........................2003 Warwick Manor Behavioral Health Inc. . ............2003 Wicomico County Liquor Control Board.............2003
a decorated life,” said Pat Davis. “We offer services such as embroidery, garment printing, quilting, rhinestone applications and digitizing services. We pride ourselves on being able to embroider many different media and we can affix rhinestones to anything from thermos bottles to cheerleader’s outfits.” Paige Davis is the high-tech guru of the duo. “We have the ability to digitize artwork, or things such as a company’s logo, and then convert the artwork to a design file and use it to embroider items such as team jackets, towels, sheets, coats, windbreakers, pet collars, baby blankets, team wear, sports duffle bags, etc.” Rhinestones are a very trendy type of bling these days and Accent on Designs is able to apply them to such diverse items as water bottles, car windows and backpacks. Pat Davis’ wealth of knowledge in her industry results in many satisfied customers. “We are a small business and customer satisfaction is very important to us. We often take jobs that other embroidery companies cannot handle due to the difficult requirements of the customer and we are also often called upon to rework jobs that were performed by others but did not meet the customer’s expectations.” Accent on Designs offers a specialized service that produces high quality gifts with a very personal touch. Whether it is a gift for weddings, a family reunion or the perfect gift for a newborn, Accent on Designs has just the gift for you. Visit their website at AccentonDesigns.com or call them at 410-219-9093.
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PAGE 10
Business Journal • January 2012
DP&L donates smoke alarms
Baxter Enterprises CEO Thomas Baxter (center) presents a check for $2,500 to Department of Hotel and Restaurant Management faculty, from left, Dr. Karl Binns and Dr. Ernest Boger, at UMES. Student members of the winning team in a facilities design competition will share the award.
Delmarva Power has donated residential smoke alarms to the Maryland State Fire Marshal’s office for distribution throughout Maryland’s Eastern Shore. Through the company’s Emergency Services Partnership Program, the fire marshal’s office received 2,000 regular smoke alarms and 60 special needs smoke alarms for the deaf and hard of hearing. The special needs alarms emit a bright strobe light as well as an extremely high-volume, audible. “State agencies throughout the country are faced with ever increasing pressures to provide resources and services to their residents,” said William E. Barnard, Maryland State Fire Marshal. “We truly value the partnership with Delmarva Power and their continued ef-
Future entrepreneurs at the University of Maryland Eastern Shore recently vied for a “contract” in a mock competitive bidding scenario presented to representatives of Baxter Enterprises, owners of 21 local McDonald’s franchises. “One of the teams walks away with $2,500 from Baxter Enterprises to split among members,” said Dr. Karl Binns, director of the Hospitality Entrepreneurial Institute at the university. Students faced a five-member panel of judges from the company. McDonald’s USA, Baltimore Washington Region Field Operations Manager Almous Harrod was among the judges. The winning team was Casey’s Crepes which included Jahmael Todman, Amanda Ngangana, Gisan Kankanamge, Ashley Davis, Allen Quinton
RIBBON CUTTING - Owners Greg and Rita Stevens, builder Russ Harrison and Sales Manger Syd Rust accompanied by Salisbury Chamber of Commerce officials, cut the ribbon to open the 7,300 sq. ft. clubhouse at Summersgate for residents recently.
Entrepreneurship encouraged
and Tysheen Twitty. The event is in its fifth year at UMES. This is Baxter Enterprise’s first year as sponsor of the end-of-semester project in the Facilities Design 304 course for seniors. Six teams were challenged to “put together a business plan proposal for a quick service concept that hasn’t been done before in the industry,” Binns said. Students had a hypothetical $1.2 million budget to “create a concept, make it profitable and convince professionals in the industry (the judges) to ‘invest’ in their deal.” Team research and presentations included marketing, operations and financial plans for 36 months. Elements they presented were a concept statement, market analysis, menu strategy, method of execution and a management plan.
fort to contribute something meaningful to the communities they serve. These smoke alarms will help protect the residents that need them most.” Additional organizations supporting this effort include: the Maryland State Firemen’s Association, Fire and Burn Safety Coalition of Maryland, Maryland State Fire Prevention Commission and Maryland Fire Chief’s Association. Lowe’s Home Improvement Warehouse and Harris Communications of Minnesota provided these alarms to Delmarva Power at a reduced cost to help support this safety effort. Since 2000, Delmarva Power has donated 16,400 regular smoke alarms, 882 special needs smoke alarms and 1,450 carbon monoxide alarms to fire safety officials in Delaware and Maryland.
Marathon nets 14,508 cans
RIBBON CUTTING - Chamber members recently came out to welcome Maho’s Pizzeria to their new location. Members gathered outside of Maho’s Pizzeria at 720 College Ave., in the College Avenue Shoppes to cut the ribbon for their grand opening in Salisbury. Hazel Koltuk, owner of Maho’s, is no stranger to the restaurant business having two other locations in Ocean Pines and Crisfield. Maho’s Pizzeria is a family run pizzeria, offering dine in, carryout, and delivery of your favorite pizzas, pastas, hot subs and much more. Visit them on Facebook at www.facebook.com/pages/Mahos-Pizzeria or call 410-749-9246 for more information or to place an order. Welcome to Salisbury!
The 18th Annual CAT COUNTRY/ WMDT-47 “Feed-A-Friend” Marathon ended Dec. 9, in a big way – with 14,508 cans and non-perishable food items to help hungry people in Maryland and Delaware. This year’s event was presented by Hocker’s SuperCenter in Clarksville, Del. and G&E Supermarket in Ocean View, Del. This year’s Tote Board sponsor was the Centre at Salisbury. Food pantries that will benefit from this year’s “Feed-A-Friend” donations include: the Salvation Army; Salisbury Outreach Services; the Worcester County Sheriff’s Office SANTA House; the Christian Storehouse; Dagsboro Church of God; Millsboro 7th Day Adventist Church; Cape Henlopen Food Basket and Wesley United Methodist Church in Georgetown, Del. Since 1994, the CAT COUNTRY “Feed-A-Friend” Marathons have collected over 500,000 cans & non-perishable food items to feed those in need.
Business Journal • January 2012
PAGE 11
Proposed rule most significant since Disabilities Act By Jackie Gast
Human Resources
A large number of federal contractors and subcontractors here on the shore and across the nation will be affected by the possible chang- Most disabilities are es in the Office of Federal hidden with 20% of the Contract Compliance ProU.S. population having grams’ proposed rulemaking a disability. on Section 503 of the Rehabilitation Act of 1973. Secretary of Labor Hilda of 1973 obligating federal contractors L. Solis said, “This proposed rule and subcontractors to ensure equal emrepresents one of the most significant ployment opportunities for qualified advances in protecting the civil rights of workers with disabilities. The proposed workers with disabilities since the pasregulatory changes detail specific acsage of the Americans with Disabilities tions contractors must take in the areas Act.” of recruitment, training, record-keeping Public comments on the rule, identiand policy dissemination — similar to fied by RIN number 1250-AA02, are those that have long been required to invited and must be submitted by Feb. promote workplace equality for women 7, at www.regulations.gov. and minorities. In addition, the rule The following are excerpts taken would clarify OFCCP’s expectations for directly from the U.S. Department of contractors by providing specific guidLabor’s website, http://www.dol.gov/ ance on how to comply with the law. ofccp/regs/compliance/sec503/Sec503_ The following are highlights of the Media_Release_2011-12-07.htm. proposed rulemaking: The department’s Office of Fed• Federal contractors and subconeral Contract Compliance Programs tractors would be required to set a hir(OFCCP) proposed rule, published Dec. ing goal of having 7 percent of their 9, 2011, would strengthen the affirmaemployees be workers with disabilities tive action requirements established in in each job group of the contractors’ Section 503 of the Rehabilitation Act workforce.
• Improve collection of data by requiring that contractors invite all applicants to voluntarily self-identify as an “individual with a disability” at the preoffer stage of the hiring process. • Contractors also will be required to invite post-offer voluntary self-identification and to survey all employees annually in order to invite their selfidentification in an anonymous manner. • Contractors will be required to maintain records on the number of individuals with disabilities applying for positions and the number of individuals with disabilities hired. • Require: for the first time, that contractors develop and implement written procedures for processing requests for reasonable accommodation; that contractors engage in a minimum of three specific types of outreach and recruitment efforts to recruit individuals with disabilities; that contractors list job openings with One-Stop Career Centers or other appropriate employment delivery systems; previously recommended steps contractors must take to review their personnel processes, as well as their physical and mental job qualifica-
tions; incorporate updates made necessary by the ADA Amendments Act (ADAAA) of 2008. According to the USBLN, the national form of the ESBLN, “The main comments that OFCCP seeks concern the following topics: • The proposed text of the voluntary self-identification invitations that contractors would use when asking an applicant or employee to identify as an individual with a disability. • The possible inclusion of a 2% sub-goal for individuals with certain particularly severe or targeted disabilities. OFCCP seeks comment on both the concept of using a sub-goal, and on the disabilities that should be included in such a sub-goal. • The use of a utilization range rather than the fixed 7% national goal the rule proposes. OFCCP seeks comment on a range of values between 4% and 10%. Most disabilities are hidden with approximately 20% of the U.S. population having a disability. The rule basically changes Section 503’s ruling from the honor system to a documented system.
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HELP YOUR NEIGHBOR FUND - First Shore Federal Savings & Loan and David F. Rodgers Memorial Fund recently donated $10,000 to support the Community Foundation of the Eastern Shore’s Help Your Neighbor Fund. First Shore Federal Savings & Loan established a memorial fund in honor of former Board Chairman, President and CEO David F. Rodgers. A generous man, Rodgers supported small nonprofit organizations that provided direct support to those most in need in local communities. The Help Your Neighbor Fund provides financial support to organizations serving families and seniors in Somerset, Wicomico and Worcester counties who need assistance paying utility bills, purchasing food and medical prescriptions. To support the fund, visit www.cfes.org/help or call 410-742-9911. Pictured from left, Marty Neat, CEO and president, First Shore Federal Savings & Loan and Spicer Bell, president, Community Foundation.
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Business Journal • January 2012
PAGE 12
Economic Forecast 2012 Continued from page one
firm currently manages more than $2 billion in retirement assets and is one of the nation’s largest providers of allocation management for 401(k) plan participants. A panel of regional experts will present the “Opportunities and Challenges We Face on the Lower Shore in 2012.” The panel included Michael Gershenfelt, president of the food industry giant, Sysco Eastern Shore; accountant John Stern of PKS & Co., and Michael James, managing partner of the Carousel Hotel who has served on the Ocean City Tourism Committee, the Governor’s Economic Development Committee, the board of directors of Atlantic General Hospital, a member of the Industry Advisory Board of the University of Maryland Eastern Shore and served for four years on the Maryland Tourism Development Board during the Ehrlich administration. The panel will be moderated by Dean Clifton Griffin of Salisbury University. The regional real estate summary will be provided by William McCain, W.R. McCain & Associates. A break-out session at 11 a.m. will give attendees a choice of two programs. In this election year with governments at all levels struggling under the slow economy, Wayne Strausburg of Hall Consulting & Management and Dr. Bob Wood, Dean of the Franklin P. Perdue School of Business, will discuss Politics and the Economy in an election year. Mr. Strausburg will discuss the Wicomico County Executive Rick Pollitt will provide an introduction. Or attendees can attend a panel discussion on the local workforce and human resources we face on the Lower Shore. The panel includes Ray Gross-
man of the Shore Health System representing the Eastern Shore Chapter of the Society of Human Resource Managers (SHRM), Marie Waller owner of Quality Staffing Services, a training and placement agency, and Dr. Douglas Wilson Peninsula Regional Medical Center who can address the shortages of medical professionals in our area. The Chamber’s January General Membership Luncheon will be served in the atrium of Perdue followed by the keynote presentation by Dr. Memo Diriker of the B.E.A.C.O.N. group on the recently completed Regional Visioning. The same group who organized the Economic Forecast has held meetings over the past six months with regional leaders to capture the challenges and opportunities we face and use them to update the Lower Shore Vision created 10 years ago. The report will be integrated by the Tri-County Council into the Comprehensive Economic Strategy for the Lower Eastern Shore of Maryland, a federally mandated document used for the U.S. Dept. of Commerce, Economic Development Administration to allocate federal dollars to our region. New this year is a Speakers Reception at the Scarborough Student Leadership Center, a facility donated by opening speaker Michael Scarborough. Anyone interested in talking to the program speakers in a casual setting are invited to the 6 to 8 p.m. social on Wednesday, January 18, 2012. Tours of the new Perdue Hall will be offered. The cost of the Economic Forecast program is $50 for members of the Salisbury Area Chamber of Commerce or other area Chambers of Commerce plus $15 if you wish to stay for lunch. Non-members are welcome to attend at a cost of $75. The Speakers reception is $50.
Client extends multi-million dollar contract David Leone, president of BesTemps of Seaford, Georgetown and Cambridge/
WILLIAMS RECEIVES AWARD - Craig Williams of Becker Morgan Group recently received the Award for Excellence in Digital/Hybrid Media in the 37th Annual Ken Roberts Memorial Delineation Competition for his 3D illustration titled “Red.” The international Ken Roberts Architectural Delineation, Drawing, and Illustration Competition is considered the most senior architectural drawing competition currently in operation worldwide. Williams’ piece demonstrated excellence through an innovative use of media and was showcased during the competition’s Awards Presentation at the Dallas Museum of Art. “Red” was also the recent recipient of the American Society of Architectural Illustrator’s AIP26 Koichi Yasuda Juror award. Williams combines more than 15 years of architectural rendering and 3D modeling experience with the firm’s in-house graphic design department to provide clients with state-of-the-art presentation materials.
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Easton, recently announced the extension of a multi-million dollar contract with one of their current clients. “At first we were told that our contract would be for supplying temps to this area manufacturer and would run in the million dollar range. We have just been notified that our client has secured more orders and has asked BesTemps to extend our contract and continue to find workers for them,” said Leone. “Of course we are thrilled to be asked to do this and equally thrilled at the confidence that our client has put in us as their supplier of temporary staff. Some of our workers have been on assignment for 6 months or more and will continue until we are told that the assignment is ending,” Leone said.
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Business Journal • January 2012
PAGE 13
What does investment landscape look like in 2012?
By Kelley Selph As an investor, you know that 2011 was a somewhat “choppy” year, with the financial markets go...diversification, by ing through many ups and itself, can’t guarandowns. So what can you expect in 2012? tee profits or protect As baseball Hall of against loss. Famer Yogi Berra is quoted as saying: “It’s hard to make predictions — especially deficit and the European financial situabout the future.” And these words are ation tended to drown out some fairly certainly applicable for anyone who good news: U.S. businesses’ balance would like an accurate forecast of the sheets were strong for the most part, investment climate. borrowing costs remained low, and corYet we do know of some factors that porate profits were good — and corpomay affect your portfolio in the months rate profitability remains a key driver of ahead. Here are a few of them: stock prices. Heading into 2012, these • Strong business fundamentals — fundamentals continue to look positive, This past year, all the noise about the which may bode well for investors. debt ceiling debate, the size of the U.S. • Europe’s debt crisis — Greece’s
Investing
Workforce Development update By Jayme Weeg, Chair
President of Junior Achievement of the Eastern Shore
The Salisbury Area Chamber’s Workforce Development Committee meets on the second Monday of each month. During those meetings, the committee hears from local organizations on workforce needs, gaps and upcoming changes. In December, we heard from Chris Maas, branch manager of Manpower, a leader in creating and delivering highimpact solutions that enable their clients to achieve their business goals and enhance their competitiveness. Chris shared Manpower’s “Human Age” a “new era,” one much like the “industrial” or the “technology” age where industry and technology were in high demand and booming. In “The Human Age” optimizing a human’s potential will be the most important determining factor of a business’s future success and growth. This new era will require businesses, government leaders and perhaps educational systems to re-evaluate how they develop their employees, leverage their potential and flow with a new definition of “work.” Industry and business are constantly changing, increasing their reach to more diverse customers. In order to fill the needs of the customer, they are working with new technology and looking at new ways of doing things. As a result the need for a highly talented and resourceful employee becomes extremely important. As you can imagine, finding this talent is more difficult and creates a “mismatch” between talent and
the job needing to be filled, resulting in high levels of unemployment. The day of workers “chasing” employers is long gone. Talented and highly skilled employees dictate the terms of their employment. So what can an employer do to prepare? Ask yourself if you currently have or will have the talent needed to drive and grow your business. Knowing what the demand for talent will be within their company in the future will allow for cross training and the necessary development of employees to increase their skill to fit the company’s needs. This proactive process could save you lag time in gaps of talent within your organization. Be comprehensive, long-term and current with development opportunities for current employees. What can an employee do to prepare? Make sure you are taking advantage of company development and training opportunities. Ensure your skills are relevant to the company. Will your current skills be sufficient and relevant in the future say 10, 20, 30 years from now? Remember, 30 years ago computers were not in the picture so what will a company look like 30 years from now? For more information on the “Human Age,” Manpower’s Employment Outlook Survey with quarterly job forecasts, or on Manpower in general, contact chris.maas@manpower.com. Contact the Chamber for more information on the Workforce Development Committee. The speaker for the meeting on Jan. 9, will be from PRMC Human Resources.
economic problems made a lot of news in 2011, but they weren’t the end of the story in Europe, as major financial difficulties also face Italy, Spain, Portugal and Ireland. It’s by no means clear how these problems will be resolved, so don’t be surprised to see them lead to intermittent, if short-lived, shocks to the markets. • Election-year patterns — As you’re well aware, we’re voting for president in 2012. But you might be surprised to learn that the S&P 500 index has shown negative returns in only three of the last 21 presidential election years. Coincidence? No one can say for sure — and at this point, no one can say if this pattern of positive returns will continue during this election year. Still, it’s an interesting phenomenon. So there you have it: the good, the bad and the quirky. Take them all together, and you still may not be able to foresee what will happen with the markets this year, but you’ll have a lot to think about. But instead of trying to predict what will happen in 2012, you may be better off following these tried-and-true investment strategies:
• Diversify your holdings. By spreading your money among a wide range of investments, you can reduce the effects of volatility on your portfolio. Keep in mind, though, that diversification, by itself, can’t guarantee profits or protect against loss. • Don’t ignore your risk tolerance. If you worry excessively about market fluctuations, you may have too much risk in your portfolio, which means you may need to make some changes. • Always look at the “big picture.” Financial markets will always fluctuate. But if you can keep your focus on your long-term objectives, and make decisions accordingly, you can avoid overreacting to short-term events. Like other years, 2012 will bring with it periods of both turbulence and smooth sailing. But by making the right investment moves, you can still chart a course that can allow you to move ever closer to your future goals. About the author Kelley M. Selph, AAMS, is a financial advisor for Edward Jones Investments. You can reach him at 410-8601828.
Business Journal • January 2012
PAGE 14
Farmers, officials attend Maryland Poultry Summit By Al Higgins
On Dec. 14, 2011, state and local elected officials, poultry farmers, business leaders supporting the poultry industry and interested parties met at the Franklin P. Perdue School of Business on the campus of Salisbury University. The stated focus of the meeting was to explore the importance of the poultry industry on Delmarva and to define methods to stress the positive aspects of the industry to the public. The goal was to create public awareness about the deep reach of the Delmarva poultry industry into the economy. Peter Franchot, comptroller for the State of Maryland, thanked the poultry farmers for being the life blood of the community. He noted it was through their hard work that many jobs were created and their contributions to society were many. He noted that the State of Maryland’s economic health was dependent upon their industry. He went on to say that studies have proven that the vast majority of nitrogen and phosphorous that enters the bay is carried by the Susquehanna, Potomac and James rivers, where there are no chicken farms. He likened Delmarva’s chickens to Florida’s oranges and wondered out loud why you never hear of regulators jumping on Florida’s orange growers. Representatives of the poultry farming industry, as well as those involved with business that worked closely with, or are impacted by the poultry industry, formed two panels. Each panelist gave a brief talk about their business and how it relates to the poultry business. Andrew McLean, agricultural banker for PNC Bank, said that currently $1 billion dollars is loaned to approximately 18,000 farmers on Delmarva and that the poultry industry supports about 150,000 thousand jobs on Delmarva. He also mentioned that the grain industry is
Attendees at the recent state Poultry Summit at Salisbury University learn about the importance of the industry to Delmarva.
greatly supported by the poultry industry. Also of interest is the fact that very few chicken houses have been built in the past few years and he attributes that to the uncertainty of the poultry market. Doug Green, president of Sandy Ridge Farms, raises about 100,000 chickens per year, which feeds about 6,000 people. He also farms 200 acres for grain and utilizes chicken litter as a fertilizer. His John Deere dealerships contribute $10 million a year in the form of payroll. Bill Brown is a poultry farm owner. He raises five flocks of chickens each year and believes they feed 66,270 people. He stressed that without the poultry business there would be very few grain farmers and much of our open space would be lost. Eric Callaway is the president of the Maryland and Delaware Railroad.
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He has 120 miles of rail on Delmarva which brings necessary grain into the peninsula. Eighty percent of his business relates to the poultry industry and along with corn he hauls fertilizers, propane and soybean meal. On average he brings 5,000 rail cars of corn to Delmarva each year. Pete Bugas, general manager of Interstate Container Cambridge, LLC, is the manufacturer of a product that replaces the commonly used waxed boxes for the shipping of chickens. His business is entirely dependent upon the poultry business. His biodegradable shipping boxes are far superior to the waxed type, which cannot be reused and are very slow to degrade in a landfill. He currently has 103 employees and a $6.5 million dollar payroll. His company is the number one contributor to the United Way in Cambridge and all of his
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employees are involved in their community. Without the poultry industry he would not have a business. Spicer Bell, president of the Community Foundation of the Eastern Shore, mentioned that non-profit organizations account for 7 percent of Delmarva’s workforce and that the poultry industry has been exceptionally generous to the community. Mountaire Farms and Perdue have donated hundreds of thousands of pounds of chickens to the needy over the years, as well as funds to food banks. In addition, their contributions to local communities result in new fire engines, baseball uniforms for kids, funds for college, jobs, etc. He stated that everyone on Delmarva benefits from the generosity of the poultry industry. Of particular interest is the fact that, contrary to popular belief, Delmarva’s poultry farms are family owned and op-
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Business Journal • January 2012 erated. The nearly 1,700 poultry farmers of Delmarva operate approximately 4,700 chicken houses, producing nearly 600 million broiler/roaster/Cornish hens a year. Across Delmarva 25,000 folks are directly employed within the poultry industry resulting in a gross payroll, excluding benefits, of $462 million. The impact of Delmarva’s poultry industry goes far beyond that of the chickens. Approximately 80 percent of the grain used to feed the chickens is grown on the peninsula. In 2010, 71
million bushels of corn was fed, along with 27 million bushels of soybeans. Comptroller Franchot closed the meeting by saying he had never seen an industry more on the outside (referring to its lack of political clout in Annapolis) than the poultry industry. He felt it was high time for the State of Maryland to recognize and appreciate the benefits of the poultry industry and that perhaps they could arrange to hold a poultry day in Annapolis sometime in the future.
From left, Jim King of Delmarva Power and president of the board of Delmarva Poultry Industry; Brad Bellacicco, executive director of the Salisbury Area Chamber of Commerce and Peter Franchot, comptroller of Maryland.
What the poultry industry Is doing for Delmarva
Facts about Maryland’s Meat Chicken Industry • Approximately 40% of Maryland’s cash farm income was from meat chickens in 2010. • Maryland ranked 10th among the states in the pounds of meat chickens produced in 2010 with 1,398,700,000 pounds. • Maryland produced 291,400,000 meat chickens in 2010. Maryland ranked 8th among the states in the number of meat chickens produced. • The average live weight of a Maryland-produced meat chicken was 4.8 pounds. • In 2010, Maryland meat chicken production value was $639,206,000. (Value is gross income received by the agricultural sector for the production of broiler chickens.) Maryland ranked 10th in the nation in value of production. • According to the most recent Census Bureau figures, the following Maryland counties were among the leaders in meat chicken production in America - Somerset #25, Worcester #26, Wicomico #36, Caroline #40, Dorchester #63 2010 Facts about Delmarva’s Meat Chicken Industry • Annual broiler/roaster/Cornish production 559,000,000 • Total pounds produced 3,417,000,000 • Number of broiler/roaster/Cornish houses 4,679 • Broiler/roaster/Cornish house capacity 126,007,000 • Broiler/roaster/Cornish, and breeder growers 1,696 • Poultry company employees 14,900 • Annual feed bill $817,670,000 • Bushels of corn used for feed 71,201,000 • Bushels of soybeans used for feed 26,854,000 • Grower contract payments $173,263,000 • Poultry companies payroll, excluding benefits $462,245,000 • Wholesale value of broilers/roasters/Cornish $1,902,000,000 Prepared by Delmarva Poultry Industry, Inc.
PAGE 15
Community Foundation encourages Small Grants Program applications The Community Foundation of the Eastern Shore (CFES) is encouraging local nonprofits to submit Letters of Inquiry for programs or projects that may qualify for grants from the Foundation’s Small Grants Program. The program provides funding for nonprofit and faith-based community service organizations in Somerset, Wicomico and Worcester counties to address a wide range of needs including pilot projects, emergencies, organizational improvement, capacity building, equipment purchases, as well as attendance at programs. Grants are typically in the $200 to $2,000 range. The following programs/funds are part of the Small Grants Program: • Technical Mini Grant Program • Help Your Neighbor Program • ShoreCAN Mini Grant Program • Chairman’s Fund • Field of Interest Funds • Designated Funds There is no deadline for submission. Letters of inquiry are reviewed on an ongoing basis. Following an initial review by the CFES staff, requests to the Small Grants Program will be referred to the appropriate CFES Fund, which may have additional application requirements. Interested applicants to CFES should review the guidelines for the Small Grants Program available at www.cfes.org/grants. Any questions or comments should be directed to Erica Joseph, program & development director, at joseph@cfes.org or call 410-742-9911.
PAGE 16
Business Journal • January 2012
2011 ‘Get Connected’ Business Expo The Salisbury Area Chamber of Commerce held the 2011 “Get Connected” Business Expo on Thursday, Nov. 17, at the Wicomico Youth & Civic Center. Thanks to the 50 vendors in attendance, the event proved to be a great success by providing valuable networking opportunities to many Chamber members. The Chamber’s General Membership Luncheon, sponsored by a.s.a.p.r. was held the same day at the Civic Center. Maryland State’s Attorney, Matt Maciarello led a discussion on employee theft and how to identify and prevent theft situations occurring in the workplace. A Business After Hours was held
during the evening of the Business Expo. Thanks to Affordable Business Systems for sponsoring the Business After Hours and providing an enjoyable networking event for the Chamber. Special thanks to our supporting sponsors, Apple Discount Drug, BBSI, Chesapeake Massage & Bodywork, Nock Insurance Agency and Vantage Point Solutions Group. This event would not have been possible without the support from our event sponsors. The Chamber would also like to thank our volunteers for helping throughout the day at the Business Expo as well as the Wicomico Youth & Civic Center and their outstanding staff!
Supporting Sponsor Vantage Point Solutions Group offered games for expo attendees to play for the chance to win prizes. From left: Susan Martin, Vantage Point Solutions Group, Stacey Weisner, Delmarva Zoological Society, and Doug Church, Vantage Point Solutions
Business After Hours sponsor Affordable Business Systems
Business Expo Supporting Sponsor, Emily Nock of Nock Insurance Agency
New Chambers members, Arnie Stein and John Donato of Flexera, Inc.
Supporting Sponsor Chesapeake Massage & Bodywork gave complimentary massages to raffle winners throughout the day of the Expo.
The smiling team from a.s.a.p.r. Integrated Marketing sponsored the Chamber’s monthly General Membership Luncheon during the expo. From left: Eric Rider, Debi Rus, Robbie Tarpley Raffish and Melissa Hampton
Business Journal • January 2012
PAGE 17
Will the mountain be big enough for two tigers? By E. Tylor Claggett
Insights
Recently, President Obama hosted the Asia-Pacific Economic Cooperation ...the reality is that (APEC) summit in Honolulu, Hawaii. In tough talk in front both nations need each of 21 other APEC nations other in multiple ways and a world audience, the US in order to advance. President chided China (by saying it was time for China to grow up) and its economic soning is China’s claim of sovereignty policies that, in the minds of many, over the entire South China Sea and this have left the Chinese currency artifiis in conflict with many other Southeast cially low which in turn has harmed Asian nation claims. American companies and increased US From a strategic perspective, by conunemployment. China retorted by saytinuing its military presence in Japan ing the US does not dictate terms to and South Korea and by initiating a China on trade and other international military presence in Australia, the US affairs unless Chinese policy makers may be able to keep China’s military agree. This dialogue is a continuation in preoccupied and pinned down in its a long running spate that has heated up own backyard. recently. Against this background, increased One has to speculate that part of the US military posturing gives the US recent tougher talk from the US side is more leverage in its negotiations with the approaching 2012 elections. The US China. Nevertheless, the reality is that President wants to counter Republican both nations need each other in multiple claims that his administration has been ways in order to advance. For example, too easy on China and that part of the an easy way for the Chinese to let the current US economic malaise is China’s RMB strengthen against the US dolfault. The Trans Pacific Partnership lar is for the People’s Bank of China (announced at the APEC) is billed as to reduce its buying of US Treasury a precursor to a broad pan-pacific free (UST) securities. By just not lending as trade zone. However, it appears to the much or by simply failing to rollover Chinese as an American lead effort to all UST debt that matures the Chinese isolate China among its Southeast Asian would cause significant strengthening neighbors by (again) setting the rules of of the RMB because the demand for US trade and commerce. dollars would be dramatically reduced. The Chinese consider the announceHowever, there would be significant ment that the US will station military consequences of such a move. aircraft and up to 2,500 troops in AusFirst, the US government would have tralia as offensive and tangible evidence to pay much more for any new debt and that the US wants to weaken Chinese for the debt it already has. This would influence in the region even though significantly impact all federal spending such a military presence is 5,500 miles programs because the US budget would from China. Part of the unspoken reabe much tighter than it already is. Next,
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the monetary policy laid out by the US Federal Reserve (the FED) - to keep interest rates very low through 2013 would be in total disarray. Third, more expensive Chinese products in American markets would put upward pressure on consumer prices in the US. These three aspects of a stronger RMB, by virtue of less Chinese lending, would cause all but certain negative economic growth in the US. And a fourth point to consider is, a stronger RMB would allow China to buy raw materials (process trade) from foreign sources cheaper; therefore, some Chinese finished goods might actually be cheaper in US dollars – assuming Chinese labor costs do not continue to escalate rapidly. In China, a stronger RMB would make American products cheaper and foreign exports would surely be reduced causing higher Chinese unemployment. Higher Chinese unemployment could very well increase civil unrest which is already on the rise. A less stable China is certainly not in the best interest of the US. So, both sides have much at stake
in the current stage of the ongoing dialogue. As Warren Buffet said in a November 14th interview, “it’s not in our interest to start getting really furious with each other. And there will be tensions. We’ll want to play the game our way. They’ll want to play the game their way and we’ll both have to give in some cases.” With all of this being said, it appears the US and China should engage in serious, behind closed doors, continuous negotiating sessions, if this is not already occurring. In the meantime, both parties should try their best to understand as much of the background reality as possible. This too is in all likelihood already occurring. Finally, the Chinese have an old saying, “No mountain is big enough for two tigers.” Today, the world seems to be the mountain and the two tigers are China and the US. The two tigers need to treat each other as littermates. About the author
Dr. E. Tylor Claggett is Professor of Finance at Salisbury University, Salisbury.
Business Journal • January 2012
PAGE 18
PKS a ‘Best Financial Advisor’
PKS & Company, P.A. and PKS Investment Advisors LLC has been named as one of 2011’s Best Financial Advisors for Doctors by Medical Economics magazine. The list, published annually, is comprised of financial advisors from across the United States who have demonstrated the qualifications and expertise that specifically addresses the unique needs of doctors and their medical practices. According to the magazine, securing the services of a qualified specialist can help physicians and their practices “increase and protect” their wealth and provide an “impartial ‘reality check’” for their finances. PKS offers specialized services to both physicians and medical practices including tax planning, general business consulting, insurance contract negotiation and both personal and practice financial planning and wealth management.
Annual Nonprofit Resource Day Pictured from left: back row: Jamie Knapp, Aaron Gregory, Del Walter, Dr. Smith; front row: Eleanor Brewer and Dottie Konrad, Charlie Briddell III, Paul Sherwood of St. John’s United Methodist Church and Gary Kleiman.
Parks & Rec thanks volunteers Each year, community members dedicate over 4,000 hours of time to Wicomico Recreation, Parks and Tourism programs and events. These volunteers, who are working to make a positive difference in Wicomico County, were honored at the annual Volunteer Appreciation and Sportsmanship Awards Banquet on Dec. 8, 2011, at the Wicomico Youth & Civic Center. Over 30 volunteers were nominated this year by their peers. Based on the nominations submitted, the Recreation Commission selected 11 recipients. A silent auction was also held to raise money for the Friends of Recreation & Parks in providing scholarships for programs and camps. Award recipients include: Youth Sportsmanship - Aaron Gregory; Youth Coach Sportsmanship – Jamie Knapp; Outstanding Youth Volunteer – Del Walter; Outstanding Sports Coach Volunteer – Thomas Bowden; Outstanding Community Volunteer – Michael Morris; Outstanding Citizen Volunteer – Dottie Konrad & Eleanor Brewer; Outstanding Civic Booster – St. John’s United Methodist Church; Outstanding Tourism Volunteer – Gary Kleiman;
Outstanding Environmental Improvement Volunteer – Brooks & Chase Bowden; Unsung Hero Volunteer Award – Charlie Briddell III; Lorne C Rickert Lifetime Volunteer – Dr. Charlie F. Smith Jr.
In partnership with the Community Foundation of the Eastern Shore and Wor-Wic Community College, the annual Nonprofit Resource Day is Wednesday, Jan. 18 at the Community Foundation Nonprofit Support Center from 9 a.m. to 3 p.m. Registration is $30 and lunch is included. The day will feature three informative seminars that will focus on fundraising and networking to promote your organization. Area trainers Hank Lewis and H.G. Wilson will share their knowledge and expertise to enhance and engage new audiences. Join your colleagues and gain valuable tips and tools to help increase your methodology of raising money and identify new donors to help meet your organization’s mission. For more information regarding Nonprofit Resource Day, call 410-7429911 or visit www.cfes.org/events to register.
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Business Journal • January 2012
PAGE 19
A mind, body and spirit approach to feeling great By Veronica Correa, LCSW-C Every New Year we begin with a resolution (whether we say it out loud or we keep it to ourselves). We all ... you will make deciwant to be healthier, lose unsions that will suswanted pounds and become tain your well being more focused on achieving throughout your life. our goals. And we want to feel more energetic in our daily lives. Most of us know what we enough will power we’ll get there. We should do. We’ve been told (or read) think that the mind can push the body that we should eat well, exercise and to get things done and we’ll take care get enough rest. “Think positively!” we of our spirit later. And guess what? You hear the experts say. The fact is, the great majority of us are unable to follow got it! It doesn’t work in the long run. Yes, we can have great short term sucthrough with New Year’s resolutions. The year speeds along to the same place cess without spirit but can we sustain it where we left off or worse. Why? What over time? Not likely. Some area of our life will pay the price and oftentimes we are we missing? sacrifice our health and relationships. The answer is a mind, body and When the heart and the mind are spirit approach to feeling great and at odds do you know who wins? The achieving our goals. What does this mind always wins, trumping the spirit. really mean? Do you know how to conThe heart, the home of our spirit, is nect these three in a way that is simple, very gentle and subtle; it needs to be effective and inexpensive? cultivated and nurtured, like a beautiful Many of us believe that if we have
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garden, to be strong and overcome the mundane urges of the mind and immediate needs of the body. You want to be in a place where the spirit encourages the mind and the mind drives the body. As you begin to achieve this natural heart and mind balance, you will discover that eating healthy foods, exercising and staying focused on your goals becomes natural and fun. You’ll find that your relationships become more positive because your satisfaction with life doesn’t depend on anyone else’s behavior. You will see the results your new spirit will produce. You will feel centered and grounded; you can easily trust others and, most importantly, you will make decisions that will sustain your well being throughout your life. All that sounds fine and good. How do you do it? To begin follow these steps: 1. Define what principles you want to be driven by to help eliminate the reactive mode of responding to what comes your way with what you think is right at the moment. Principles are
timeless and they take you through good and bad times. One of my principles is excellence. In everything I do I ask the question, was that done with excellence? Can others say I did that with excellence? I plan with excellence in mind. Excellence and two other principles guide my choices and my daily actions. Making choices based on principles eliminates regrets, guilt and bad choices. 2. Develop habits based on principles. These two are very unique to each person and it requires that you know yourself and what drives you. Good habits take you places. 3. Reflect, reflect, reflect until you get it right, right, right. And after reflecting make the necessary changes. Always be open to what is new and exciting. About the author Veronica Correa, LCSW-C is a licensed clinical counselor and life coach. To learn more about Veronica or her services, visit www.health-and-hypnosis.com or call 410-742-6016.
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Business Journal • January 2012
Foundation awards $57,000 in education grants The Community Foundation of the Eastern Shore honored Maryland Lower Shore schools and educators with $57,000 in grants through the Foundation’s 2011 Education Award Grants Program. Education Awards are made annually in conjunction with National Education Week through a competitive process to public and private schools on the lower Eastern Shore of Maryland. Grants are made to those schools that have developed innovative programs to be particularly beneficial to their students and communities. Calcott Award of Excellence The Community Foundation honored the Wicomico County T.A.D. Program with the Seventh Annual Mary Gay Calcott Award of Excellence. The award was presented to the T.A.D. Program for Issues Investigation: Climate Science, an in-depth program highlighting the issues of climate change. The following 24 programs received Education Award Grants for 2011 during ceremonies held at the Community Foundation of the Eastern Shore’s Nonprofit Support Center in Salisbury: In Somerset County: • Carter G. Woodson Elementary School – Read Naturally Live software program • Carter G. Woodson Elementary School – iPads2: Teaching to the Next Generation • Carter G. Woodson Elementary School – FIRST Lego Team • Holly Grove Christian School – Promethean board • Somerset County Public Schools – Challenge of Champions • Somerset County Public Schools – Somerset County Voyager Afterschool Program
The Community Foundation awarded education grants to six Somerset County schools at the foundation’s annual Education Grants Awards program in November. The foundation honored Maryland Lower Shore schools and educators with $57,000 in grants through the foundation’s 2011 Education Award Grants Program. Pictured from left: Patti West-Smith, principal, Somerset Intermediate (SIS); Kevin Taylor, dean of students, SIS; Keith O’Neal, principal, Washington High School; Phaedra Spencer, 5th grade teacher, Woodson Elementary (WES); Sharon Daniels, Somerset County Voyager Afterschool Program coordinator, Somerset County Public Schools; Lisa Dize, special education teacher, WES; Lilly Welch, principal, WES; Keisha Evans, third grade teacher, WES; Ginger Wilson, special education teacher, WHS. Seated: Aves Ruffin-Justis, project coordinator, Holly Grove Christian School and Traci Schneider, supervisor of RTTT/Math & STEM/Elementary Gifted & Talented.
• Somerset Intermediate School – Quest Community Outreach Program • Washington High School & Academy – iPad Math Project In Wicomico County: • East Salisbury Elementary School – Exploring Non-Fiction Text • Fruitland Primary School – SelfRegulation Program • James M. Bennett High School – Promoting Positive Preschooler Development through Literacy and Art • Lower Eastern Shore Children’s
Center – Improving Student Achievement with the NEO2 • North Salisbury Elementary School – Lady Mustangs Program • Wicomico County TAD Program – Issues Investigation: Climate Science • Northwestern Elementary School – Change of Equation Program • Pittsville Elementary & Middle School – Play It Forward • Prince Street Elementary School – Nothin’ but Net • Prince Street Elementary School – Skateboard Challenge
• Salisbury Middle School – The ATeam Project • St. Francis de Sales Catholic School – SMART Board Technology • Wicomico Mentoring Project – The Youth Career Tours Program In Worcester County: • Cedar Chapel Special School – Communication for all Students • Snow Hill Middle School – Young Author’s Project • Snow Hill Middle School – “Thumbs Up Club” “Young Men United” Programs
Now you can become indispensable at work Given the country’s sluggish economy, not a single worker feels safe in their current job, wondering if they will be laid off next as companies continue to struggle to remain profitable and stay in business. Unfortunately, most employees become paralyzed with fear and they focus on hanging on to the jobs they do have, but a new book suggests that employees must do the exact opposite to survive, working even more aggressively to move themselves up the
corporate ladder. “The secret to becoming indispensable in any economy is to simply keep solving your boss’s problems,” explains Pete Verbansky, author of the book Becoming the Ultimate Employee. “Unless a business is completely closing its doors, managers will always want to keep effective employees around to help them run things and to keep making them money. Workers who are just another face in the crowd will simply be numbers on a spread-
sheet that can easily be let go.” According to Verbansky, even if companies want to outsource some of their workforce, the employees who have demonstrated their value to a company will always be repurposed into another role. “If you make your superiors’ life easier, are a joy to work with and simply get “it,” you will always be in the top-tier of any company, never being considered for a lay-off because you are way too valuable.”
Verbansky suggests that employees immediately discover their boss’s primary goals and do everything necessary to align with those objectives. “This is not the time to sit back to see what happens,” concludes Verbansky. “You need to make an aggressive point about showcasing your commitment and desire to partner with your leadership team to achieve their definition of success.” To learn more, visit www.verbansky.com.
Business Journal • January 2012
PAGE 21
Business After Hours
Twilley, Rommel, & Stephens, P.A.
Bob Stephens (center) of Twilley, Rommel, & Stephens with Brent Miller and Joey Gilkerson of Sperry Van Ness Miller Commercial Real Estate.
Chuck Davis of Orkin Pest Control, Jessica Chelton & Sara Kriger of Twilley, Rommel, & Stephens, and Sam Slabaugh of EST Financial Group
Twilley, Rommel, & Stephens, P.A. hosted a Business After Hours networking event on Dec. 7, at their offices located at 1405 Wesley Dr., Salisbury. While chamber members, clients and guests mingled and enjoyed light fare from Taylor’s BBQ, senior partner, Ed Rommel gave a brief overview
of the company, which has been serving the Salisbury area since 1974. Twilley, Rommel, & Stephens is a full service accounting firm specializing in business accounting, tax preparation, cash flow management, management advisory services and much more. For more information, visit their website, www.trscpa.com. visit www.runawaybayapts.com.
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Business Journal • January 2012
Business After Hours Runaway Bay Apartments
Runaway Bay Apartments hosted a Business After Hours networking event on Tuesday, Dec. 13, at their Spinnaker Clubhouse located at 103 Overlook Drive in Salisbury behind the Centre at Salisbury. The clubhouse was decorated for
the holidays, and chamber members and guests were treated to a fantastic selection of desserts to kick off the holiday season. Runaway Bay Apartments offer 2 & 3 bedroom floor plans to fit your active lifestyle. Move beyond ordinary to Runaway Bay. For more information, visit www.runawaybayapts.com.
Our hosts - the staff of Runaway Bay: Kritin Morris, Courtney Deason, Heather Herbert and Melissa Davis.
Sam Ennis of Total Energy Consultants, Shawn Schoolcraft of the Delmarva Shorebirds, and new chamber member Virginia Habich, an independent agent for AFLAC.
Millie Patterson representing new chamber member Flexera, Faye Walston of AbsentDiet.com, and David Cropper of Delmarva Power.
CHESAPEAKE
Wendy Blough of The Business Journal/Morning Star Publications, and past chamber board president, Dawn Tilghman of Burnett-White Tire & Auto.
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Business Journal • January 2012
PAGE 23
CALCOTT AWARD - The Community Foundation recognized the Wicomico County T.A.D. Program with the Seventh Annual Mary Gay Calcott Award of Excellence at the foundation’s annual Education Grants Awards Program in November. The award was presented to the T.A.D. Program for a project entitled, Issues Investigation: Climate Science, an in-depth program highlighting the issues of climate change. The program will service 3rd – 5th grade students in the T.A.D. gifted and talented program in Wicomico County. Approximately 280 students in 11 Wicomico County public schools will participate. Pictured from left: Amanda Markos, T.A.D. Teacher; Ruby Brown, principal, North Salisbury Elementary School; Jen Watson, Kelly Hamilton and Nancy Rowe, TAD teachers; and Linda and Pete Hutchinson, Mary Gay Calcott Memorial Fund representatives.
NRG cancels wind power contract with Delmarva Power
NRG, the parent company of Bluewater Wind, on December 27 notified Delmarva Power it is cancelling the long-term power purchase agreement with Delmarva Power, which the parties signed in 2008 to provide Delaware customers with up to 200 megawatts of offshore wind energy. Delmarva Power officials accepted the termination, which was allowed under the terms of the agreement, and said they would continue to support the state’s long-term renewable energy goals. “Delmarva Power and NRG worked hard to see this project come to fruition,” said Gary Stockbridge, Region President for Delmarva Power. “But the inability to secure a financing partner prevents us from moving forward.” Stockbridge said Delmarva Power has put in place land-based wind projects, solar energy projects and, more recently, supported the state’s effort to bring fuel-cell developer Bloom Energy to Delaware. “We have a very diverse and balanced clean energy portfolio in place and are confident that we will continue to be able to meet the goals that have been set of 25 percent by the year 2025.” Under the power purchase agreement, Bluewater Wind posted security during the development period of the contract. With the contract having been cancelled prior to Jan. 1, 2012, $2 million of that security will be credited to Delmarva Power customers.
Ira S. Wolfe presents at management consultants conference
Ira S. Wolfe was a presenter at the 34th annual Confab Conference for the Institute of Management Consultants in Reno, Nevada recently. Wolfe’s session, Making $$ and Sense Out of Social Media, was one of the most popular sessions at the annual meeting. Wolfe, an industry thought leader in workplace trends and social media, is an instructor for many Eastern Shore workshops including Chambers of Commerce, Maryland Capital Enterprises and Wor Wic Community College. He is founder of Social Media Architects and president of Success Performance Solutions. Social Media Architects, based in Ocean Pines, specializes in small business search engine and social media marketing. The annual IMC Confab conference allows opportunities for consultants to learn, share and network with other successful management consultants in a variety of disciplines worldwide. Attendees include individual consultants, consultants from small to mid-size firms, internals consultants, executive coaches and mentors. For more information, visit www.confabusa.org.
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Anderson named director
Thomas M. Anderson, who has a better than 35 year career with supervisory positions in the fields of healthcare, engineering and facilities management, has assumed the role of executive director of facilities and properties at Peninsula Regional Medical Center. At PRMC, he oversees the Anderson departments of facilities management, biomedical engineering, environmental services, patient transportation, planning/design & construction and protection services. Anderson brings to PRMC not only a vast knowledge of healthcare engineering and facilities operations; he additionally has a background in architectural and engineering design. He is also pursuing a master’s degree in homeland security from the University of Maryland University College. Anderson has worked with numerous emergency management and bio-terrorism groups on the Western Shore, and has lectured nationally on those topics. Anderson, most recently of URS Corporation in Washington, D.C., holds a BS in mechanical engineering from Middleham University. From 1981 through 2010, he held a series of leadership and executive positions in facilities management and plant operations at leading healthcare institutions including Johns Hopkins Hospital, the University of Maryland Medical Systems and Mercy Medical Center, all located in Baltimore. Prior to his healthcare career, Anderson worked for the Baltimore consulting engineering firm Mueller Associates, Inc. for seven years as a mechanical systems engineer.
Dr. Pradhan joins PRMC
Amit P. Pradhan, MD, was recently granted active staff membership with clinical and admitting privileges in the Department of Psychiatry at Peninsula Regional Medical Center. Dr. Pradhan received his medical degree from the Armed Forces Medical College, Pune, India. He completed a residency at Seth GS Medical CollegeKing Edward Memorial Hospital in Mumbai, India, and another residency at the University of Texas Southwestern Medical Center in Dallas, Texas. He completed a fellowship at George Washington University/Inova Fairfax Hospital in Fairfax, Va. Dr. Pradhan is board certified in psychiatry by the American Board of Psychiatry and Neurology, and is employed by the Sheppard Pratt Health System in Baltimore. His services at Peninsula Regional are made possible by a collaboration of PRMC and Sheppard Pratt.
Business Journal • January 2012
Health
Foundation adds board members
The Peninsula Regional Medical Center Foundation recently welcomed Phyllis A. Vinyard and Todd Burbage as new members of its board of directors. Vinyard, a wellrespected advocate for children with disabilities, is a graduate of Madison College and a former middle school instructor in history and geograVinyard phy. She has also had a career in retail. She was married to Henry Vinyard for 32 years before his passing in March of 2011. She is the proud mother of two sons; Henry who is in the service and stationed at Fort Burbage Bragg in North Carolina and Joseph, who resides in New York. Burbage is a builder, developer and owner of commercial and residential projects in Maryland, Delaware, Virginia and Washington, D.C. He is a graduate of Salisbury University with a degree in business marketing. Burbage currently also serves on the board of directors for the Community Foundation of the Eastern Shore, the Maryland Coastal Bays Program and the Calvin B. Taylor Bank. He and wife Amy live in West Ocean City with children Chase and Caroline. In addition to welcoming these two new members to their two year terms, the Peninsula Regional Medical Center Foundation also thanked retired board member Debbie Abbott and Jane Massey, who will be leaving in March.
PRMC adds new board members
Peninsula Regional Medical Center and the Peninsula Regional Health System recently welcomed two new members to its board of trustees and board of directors respectively: Deborah Abbott and Thomas Coates. Abbott has a career in banking that spans 30 years. She is currently a senior vice president and business development manager for The Bank of Delmarva. She holds a BA in communication arts from Salisbury University and is a graduate of the University of Maryland’s Banking Abbott and Advanced Banking Schools. She is also a graduate of the National Commercial Lending School of American Bankers Association at Indiana University and a graduate of the Advanced Commercial Coates Lending School at East
DR. EAGLE HONORED - The Salisbury Horizons Board of Directors is proud to announce that Dr. Harlan Eagle, executive director, received the Horizons National Leadership Award at the Horizons National Conference in Norwalk, Conn. With this honor Harlan was awarded a $1,500 grant for the program and a new iPad for his own personal use. This award was presented to the executive director who embodies the spirit of Horizons and contributes both on a local and national level. Harlan was nominated by the Salisbury Horizons board and selected by a designated panel comprised of National staff and board members. From left: Chris Nunzio, Horizons board chair, Harlan Eagle, Horizons executive director and Jenni Pastusak, Horizons development director.
Business Journal • January 2012 Carolina University. She is the treasurer of the Board at Coastal Hospice in Salisbury, a member of the Southern Delmarva Advisory Board of Girl Scouts of the Chesapeake, a board member of HALO and a board member of the Salisbury University Foundation. She is a former board member of the Peninsula Regional Medical Center Foundation’s board of directors. Abbott is married to husband Rodney. Coates is a member of Coates, Coates & Coates, P.A. and has practiced law in the Berlin and Ocean City area for over 25 years. He is a graduate of The Mercersburg Academy, Washington and Lee University and the University of Baltimore Law School. Coates is also a member of the Worcester County and Maryland State Bar Associations. He is a past chairman of the board at Atlantic General Hospital. He is married to Cathi, who is also a member of the family law firm, and they have two children. Both new members will serve three year terms on the medical center and health system’s boards. Abbott and Coates replace Jeff Turner and Brian Shockley.
Sleep Waves to run Sleep Center
Recently Sleep Waves moved to Peninsula Regional Medical Center. The medical center has signed a contract with Sleep Waves to run day-to-day operations at their sleep center. Sleep Waves has been in business since 2006 and has established itself as a premier provider of sleep services on the Peninsula. An estimated 30 million Americans suffer from sleep disorders, many undiagnosed. Diagnosis and treatment could dramatically improve their quality of life. “Patients will continue to receive the comfort, convenience and efficiency for which Sleep Waves is well known, combined with the strength Peninsula Regional Medical Center offers.” said Sleep Waves President, Linda Hurley, RPSGT. Valet parking service is available at the Volunteer Services entrance for sleep center patients. For more information on sleep studies, call Peninsula Sleep Waves at 410-749-4040.
PRMC welcomes three doctors
Drs. Heather F. Collins, Craig A. Sable and Lamia M. Soghier have been granted staff membership with clinical and admitting privileges in the Department of Pediatrics at Peninsula Regional Medical Center in Salisbury. Dr. Collins received her medical degree from the Virginia Commonwealth University Medical School in Richmond, Va. She completed her internship and residency at Eastern Virginia Medical School Children’s Hospital of the King’s Daughters in Norfolk, Va. Dr. Collins is board certified in pediatrics, and is employed by Children’s National Medical Center. Her services at PRMC are made possible by a collaboration of PRMC and Children’s National. Dr. Sable received his medical de-
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PRMC SUPPORTS UNITED WAY - Peninsula Regional Medical Center recently presented United Way of the Lower Eastern Shore with a check for $151,000 representing employee contributions toward United Way’s Annual Community Campaign. The hospital is currently ranked #2 in United Way’s prestigious “Top 25” local business campaigns on the Lower Shore. Pictured from left, Tim Feist, PRMC vice president of performance improvement and United Way board immediate past president; Steve Leonard, PRMC vice president of operations optimization and innovation and United Way board vice president of community investment; Ginny Reid-Matern, United Way board vice president for Wicomico County; Kathleen Mommé, United Way executive director; Peggy Naleppa, PRMC president/CEO; Gwyn Kravec, PRMC director of HIM and campaign co-chair; Debra Sheets, PRMC director of special projects and campaign co-chair; and Cindy Lunsford, PRMC executive VP/COO.
gree from University of Chicago in Chicago, Illinois. He completed his internship, residency and fellowship at Children’s National Medical Center in Washington, D.C. Dr. Sable is board certified in pediatrics and pediatric cardiology, and is employed by Children’s National Medical Center. His services in pediatric cardiology at PRMC are made possible by a collaboration of PRMC and Children’s National. Dr. Soghier received her medical degree from the University of Alexandria in Alexandria, Egypt. She completed internships at the University of Alexandria and SUNY Pediatrics in Albany, N.Y.; residencies at the University of Alexandria and the Children’s Hospital of Philadelphia in Pennsylvania; and a fellowship at Montefiore Medical Center, Bronx, N.Y. Dr. Soghier is board certified in pediatrics and neonatology, and is employed by Children’s National Medical Center. Her services in neonatology at PRMC are made possible by a collaboration of PRMC and Children’s National.
Imaging receives MRI accreditation
The Medical Imaging department at Peninsula Regional Medical Center has been awarded a three-year term of accreditation in MRI Breast Imaging as the result of a recent review by the American College of Radiology (ACR). The MRI Breast Imaging accreditation of the Medical Imaging department at PRMC is for a three year period, and is a new accreditation for the medical center. The Medical Imaging department, additionally, is currently accredited by the ACR in CT for adult and pediatric patients, Breast Ultrasound, Ultrasound Guided Breast Biopsy, MRI
of the Head, Spine, Body, and Musculoskeletal System and Magnetic Resonance Angiography.
The ACR gold seal of accreditation represents the highest level of image quality and patient safety.
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Students to participate in GAME
Some 20 economics and finance students from Salisbury University’s Franklin P. Perdue School of Business will travel to New York this spring to participate in the Global Asset Management Education Forum (GAME), thanks to a $10,000 gift from PNC Foundation. The gift supports the PNC Foundation GAME Student Travel Program, which will help cover travel expenses related to the forum, sponsored by Quinnipiac University in March. The event brings together top investment professionals from around the world to interact with students.
Professors publish article
Profs. Thomas Calo, Olivier Roche and Frank Shipper of Salisbury University’s Management and Marketing Department in the Franklin P. Perdue School of Business recently published an article in the January/February edition of the Journal of Business Case Studies. The article, “Principled Entrepreneurship and Shared Leadership: The Case of TEOCO (The Employee Owned Company),” describes a unique corporate culture, focused on employee ownership and employee-centered human resource practices. This helps foster employee loyalty and motivates employee focus on the company’s objectives, according to the authors. The TEOCO study was funded, in part, by a grant from the Beyster Insti-
Business Journal • January 2012
Education tute’s Foundation for Enterprise Development (FED). The case shares space with studies from other universities such as Ohio State, Rutgers, and Michigan on the Aspen Institute’s Caseplace Web site, www.caseplace.org.
DEF to host scholarship fair
As college financial aid deadlines start to loom, Delmarva Education Foundation (DEF) is helping connect students to available aid by hosting the first annual Scholarship Fair for this region on Saturday, Jan. 14, at The Centre at Salisbury from 10 a.m. to 4 p.m. DEF is a local non-profit organization that helps people find money to continue their education. “The DEF Scholarship Fair is designed to connect students who need financial aid with scholarship sponsors who seek applicants,” said Katherine Harting, DEF’s executive director. “We want to get the word out now because we are still actively recruiting scholarship sponsors to participate in the fair. Our online database lists over 500 local scholarships for students in this region. A representative of any scholarship is welcome to staff a table and be listed in our database. It’s a great way to find applicants and showcase the organization behind the scholarship.” DEF plans include a resource area where students can get help with the application process. The cost to participate for scholarship sponsors is $20, which will include
SU RECEIVES GIFT - Salisbury University officially opened its new Richard A. Henson Medical Simulation Center during a festive ribbon-cutting on Dec. 1. The ceremony was marked by the announcement of a $1 million gift for the center from the Richard A. Henson Foundation, Inc. Pictured, from left, are Charles Capute, chair of the Salisbury University Foundation, Inc. Board of Director; Dr. Janet DudleyEshbach, president of Salisbury University; and Jon Sherwell, chair of the Richard A. Henson Foundation, Inc. Board of Trustees.
a listing on the program and map. Registration deadline is Jan. 6. For more information or to register, contact DEF at 410-219-3336 or email def@delmarvaed.org.
Register now for spring classes
Wor-Wic Community College is currently accepting registrations for credit classes that are being offered this spring. In addition to the regular 14-week spring semester that begins Jan. 13, Wor-Wic offers two eight-week sessions, the first starting on Jan. 7 and the second beginning on March 10. Students interested in taking classes offered during the first eight-week session can register through Jan. 6. Registration for the 14-week semester ends on Jan. 12, and registration for the second eight-week session is available through March 9. For more information or a credit class schedule, visit www.worwic.edu or call 410-334-2895.
Farm management for women
SU EARNS RELAY FOR LIFE AWARD - At the American Cancer Society’s 2011 South Atlantic Division Collegiate Awards Banquet, SU received the award for “Outstanding Administration Support.” During halftime at the SU football team’s annual Regents Cup game vs. Frostburg State University, Relay For Life co-chairs presented the award to President Janet Dudley-Eshbach, Relay advisor Agata Liszkowska and Dr. Rosemary M. Thomas, vice president of University Advancement. Thomas is also a member of the South Atlantic Division board of directors and Relay’s Nationwide Leadership Training Team. Pictured, from left, are Debbie White, Salisbury area community manager for the American Cancer Society; 2012 SU Relay Chair Casey Gaul; 2011 Relay Co-Chair Maggie Sullivan; Dudley-Eshbach; Liszkowska; Thomas and 2011 Relay Co-Chair Marshall Boyd. More than 1,250 students, faculty and staff on some 97 teams raised over $82,000 during the 10th SU Relay in April. SU’s per capita contribution of $11.85 was well above the national average.
The University of Maryland and Delaware Cooperative Extension will conduct Annie’s Project during the winter of 2012 at sites in Maryland and Delaware. Annie’s Project focuses on the many aspects of farm management and is designed to empower women in overall farm decision making and to build local networks throughout the state. The target audience is farmwomen with a passion for business, agriculture and involvement in the farm operation. Topics for the sessions cover the five areas of risk management – production, marketing, financial, legal risk, human resources. This includes topics such as estate planning, farm insurance, crop insurance, marketing, business planning,
two evenings in the computer lab using Excel and QuickBooks and much more. The course, which is eight sessions, is open to anyone interested in farm management practices. The course will be held at Wor-Wic Community College, Salisbury. Classes will begin Jan. 25. Cost of the course including meals and materials is $75. Register by Jan. 18. Space is limited. For more information, visit www.anniesproject.umd.edu or call 410-632-1972. If you require special assistance to attend the classes, contact the site at least two weeks prior. Annie’s Project has been approved for FSA Borrower Training. If you require training through the FSA loan process you can attend Annie’s Project and complete a follow up workbook for your training requirement. There will be an additional $100 fee for the FSA Borrower Training. For more information, contact your FSA loan officer.
New eCommerce site
Vantage Point Solutions Group has recently launched a new ecommerce site (www.seagullcenturystore.com) for the Sea Gull Century, an annual cycling tour that is hosted by Salisbury University. This new online store is built using a customized platform called Magento which allows businesses to seamlessly and efficiently launch and maintain an online store. Magento gives the event coordinators the ability to update products, details, specials, prices and other content with ease. Overall, the new site design is easier to navigate and provides shoppers more intuitive product categories, better product images and easier to read descriptions.
Business Journal • January 2012
Student earns $30,000 Salisbury University junior Max Millhausen made more than $30,000 this year. From home. In about 120 hours. The Timonium, MD, resident, who is pursuing a B.F.A. in new media, is putting his classroom training to good use, entering — and winning — online advertising production contests. Companies host the competitions to encourage media creators to think about their products in new ways. In the end, the winning ads often are used online and sometimes even on television. And the prizes aren’t bad. Millhausen won his first, for Acuvue’s Oasys-brand contact lenses, last spring, netting $7,500 for a 30-second commercial. He starred in the ad as a young man who had to write himself multiple reminders to remove his Oasys contacts — so comfortable, he forgot he was wearing them — at night. Since then, he has won two more contests with a 90-second spot for cost analysis advisor IHS and a 30-second commercial for Poptent Media, the company that works with advertisers to host many of the competitions. The payout: $10,000 each. His success has led to paid commercial work outside the contests. Recently, Reed Street Productions, a Baltimorebased event planning company where his brother, Jon, is an employee, offered him $3,000 to design a website promoting its “Run for Your Lives” 5K. He also helped the firm’s media department, Happy Go Lucky Productions, produce a nationwide commercial for the event. The race features a number of obstacles, not the least of which are zombies who chase the runners. Millhausen estimates he spends between 15 and 40 hours working on each commercial he produces. “Sometimes the simplest ones take the longest,” he said. All-animated spots like the one for IHS can take up to a full work week, while those shot with film can be completed within a matter of hours. A recent entry for Yellow Pages, which
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SU’s New Richard A. Henson Medical Simulation Center Benefits Students, Community By Dr. Karen Olmstead Dean of the Richard A. Henson, School of Science & Technology
SU student Max Millhausen of Timonium, Md., has won several online advertising production contests.
combines animation and live action, took about 35 hours to complete, including audio dubs, he said. He personally creates and records the audio for most of his work. When Millhausen won his first contest, he filmed and edited the entry completely in his room at SU’s Chesapeake Residence Hall using his laptop and a video camera his parents gave him for Christmas. Since then, he has devoted half of his winnings to upgrading his equipment. Planned future purchases include a crane, slider and shoulder rig for his camera, as well as new lenses and audio equipment. While these items can be quite expensive, Millhausen said some of his best resources cost nothing at all. He encouraged those interested in entering advertising competitions to watch free online tutorials to get the most from their editing software. “There is so much creative and commercial potential in new media, especially when video, audio and animation come together to create new hybrid artwork,” said Preston Poe, head of SU’s new media program.
WORCESTER PREP RECEIVES GRANT - Mike Abercrombie, president of Cato Gas & Oil, Salisbury, recently presented a check from the Exxon-Mobil Corporation for $500 to Worcester Prep’s Lower School. The funding is to be used for science studies. With the grant, digital video cameras will be purchased to help students with the projects they are working on in the regular classroom and in the computer lab. Here Worcester Prep Grade 5 students show Abercrombie some of the work they are doing in science through the use of technologies. From left, Baera Bischoff, Millsboro; Andrew Stickler, Lewes; Head of Lower School Celeste Bunting, Salisbury; Maya Natesan, Lewes; Mike Abercrombie, Salisbury; Thomas Adkins, Fenwick Island; Computer Instructor Erika Phillips, Ocean City; Delaney Abercrombie, Salisbury; and Dominic Anthony, Seaford.
The late Richard A. Henson, a community philanthropist and national pioneer of the commuter aviation industry, has left another indelible mark on the Salisbury University campus — and on the Delmarva region. In early December, SU officially opened its new Richard A. Henson Medical Simulation Center with a festive ribbon-cutting. The ceremony was marked by the announcement of a $1 million gift from the Richard A. Henson Foundation, Inc. to establish and support the state-of-the-art facility. From scholarships and new science equipment to a multi-million-dollar endowment of the School of Science and Technology, Mr. Henson has provided opportunities for thousands of SU students for more than two decades. Now, his legacy continues, helping students across disciplines and health care providers throughout the region learn and hone critical skills. “Without question, Mr. Henson would have wanted to be involved with the Henson School’s latest endeavor,” said Foundation Chairman Jon Sherwell. He added that the board of trustees made a near instantaneous decision to support the important project based on Mr. Henson’s belief in the need for quality education and health care. The University is grateful to the Foundation for maintaining Mr. Henson’s vision and commitment to progress and innovation, particularly in the sciences. Located at 106 Pine Bluff Road in Salisbury, the Medical Simulation Center will provide opportunities for Nursing and Health Sciences department students and others to practice potentially life-saving skills in a safe and regulated environment. Offering nearly 5,000 square feet of practical space, it replicates a medical office, with a waiting room and nurses’ station. Four specialized labs and highfidelity, computerized, life-like mannequins simulate demanding and unpredictable clinical situations. In a mental health wing, actors serve as psychiatric “patients” to help students learn effective intervention protocols. Cameras throughout record interactions for later critique by peers and faculty. In the future, applied health physiology graduate students may use lab space for fitness, rehabilitation and sports performance analysis.
“Today we have another example of a new and creative facility, made possible through partnerships,” said SU President Janet Dudley-Eshbach. “The center will enhance the University’s ability to provide excellent educational experiences for students and to serve the region that Dick Henson loved.” The gift follows his 1988 endowment and his 1998 contribution of $1 million for equipment. Planning for the new center began in 2010 when SU won a $937,000 grant from the Maryland Hospital Association to purchase simulation equipment. The redesign and renovation was led by Design Collective, Inc. of Baltimore and contractor Harper & Sons of Easton. For over 30 years, the University has been a leader in educating health care professionals who serve across the Eastern Shore and throughout the State of Maryland. This project is part of our ongoing efforts to help reduce the national nursing shortage in the local area and beyond. “We envisioned a place where students and regional health care providers are able to sharpen their clinical skills,” said Dr. Lisa Seldomridge, Nursing Department chair. “Learning never stops, especially in these professions, and SU is committed to providing top-notch science education and training.” The SU Nursing Department has earned the highest five-year average pass rate of all B.S.-granting institutions in Maryland on the National Council Licensure Examination. In 2010-11, SU’s rate topped all other University System of Maryland campuses and Johns Hopkins University. These are exciting times for the Henson School! Our first doctoral program, in nursing practice, begins fall 2012. We also offer Maryland’s only baccalaureate in respiratory therapy and only graduate program in applied health physiology. For more information about this latest high-tech initiative, visit www.salisbury.edu/henson/simcenter.
www.salisbury.edu
Business Journal • January 2012
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JANUARY 2012 DIRECTORY PG 2
7.5 DEEP RIBBON CUTTING - Thank you to Affordable Bookkeeping Corporation for welcoming the Salisbury Area Chamber of Commerce into their new home! Affordable Bookkeeping Corporation was thrilled to share their excitement with the Salisbury Chamber on Dec. 6, when after 10 years in business, they expanded into their new office on East Naylor Mill Road with a ribbon cutting. The new office at 501-D East Naylor Mill Rd., located across the street from Toys R Us in Mill Pond Village Plaza complex, allows room for growth, in both employees and new clients. Chamber members and staff were invited in for tours and a light lunch after the ribbon was cut. Affordable Bookkeeping Corporation utilizes QuickBooks to provide all your accounting needs, including payroll, customer billing, bill pay, financial reporting, budgets and more. Call Joyce Burkett, president/owner of Affordable Bookkeeping Corporation, and her staff at 410-543-1159 or visit www.affordablebookkeeping.biz for more information.
Name
Contact
Business Journal Directory
Phone
Fax
Website
ADVERTISING Morning Star Publications, Inc. Wendy Blough 302-864-7227 302-629-9243 mspublications.com wblough@mspublications.com 951 Norman Eskridge Hwy., Seaford, DE 19973 _________________________________________________________________________________________________________________________________________________________________________ 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 _________________________________________________________________________________________________________________________________________________________________________ ARCHITECTURAL & ENGINEERING SUPPLIES DiCarlo Precision Instrument & DiCarlo Precision Imaging John DiCarlo 410-749-0112 410-749-9323 dicarlo1.com john@dicarlo1.com 2006 Northwood Dr., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ AUTO DEALERS Pohanka Automotive Group Chris Hagel 410-749-2301 410-742-5168 pohankaofsalisbury.com chagel@pohankaofsalisbury.com 2012 North Salisbury Blvd., Salisbury, MD 21801 ext: 8030 ________________ ________________________________________________________________________________________________________________________________________________________ Sherwood of Salisbury Matt Romanowski 410-548-4600 410-548-4662 sherwoodofsalisbury.com mattromo@sherwoodofsalisbury.com 1911 N. Salisbury Blvd., Salisbury, MD 21804 ________________ ________________________________________________________________________________________________________________________________________________________ AUTOMOTIVE Burnett White Dawn Tilghman 410-742-2222 410-543-4182 burnettwhite.com burnettwhite@cavtel.net 412 East Main St., Salisbury, MD 21804 _________________________________________________________________________________________________________________________________________________________________________ COMMERCIAL BROKERAGE Rinnier Commercial Blair Rinnier, CCIM, CPM 410-742-8151 410-742-8153 rinnier.com brinnier@rinnier.com 218 East Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ CONSTRUCTION Malone Homes Jason Malone 443-260-4775 443-260-1769 malonehomesmd.com jason@malonehomesmd.com PO Box 1109, Allen, MD _________________________________________________________________________________________________________________________________________________________________________ Ruark Builders Barbie Hannemann, VP 410-749-0193 410-860-4875 ruarkhomes.com bhannemann@ruarkhomes.com 4920 Snow Hill Rd., Salisbury, MD 21804 410-677-3835 _________________________________________________________________________________________________________________________________________________________________________ FINANCIAL The Bank of Delmarva Debbie Abbott 410-548-1100 410-742-9588 bankofdelmarva.com dabbott@bankofdelmarva.com 2245 Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________
Business Journal • January 2012
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JANUARY 2012 DIRECTORY PG 3
Name
Contact
RIBBON CUTTING - A ribbon cutting was held for the Pemberton Apothecary located in the new Sea Gull Square, located at 1306 S. Salisbury Blvd., near Salisbury University. Apothecary is the newest extension of Pemberton Pharmacy, Salisbury’s first and only boutique pharmacy. For more information, visit www.pembertonapothecary.com.
Business Journal Directory
Phone
Fax
Website
FINANCIAL Delmarva Wealth Management Bob Anderson 410-912-4286 410-912-4287 delmarvawealth.com bob.anderson@lpl.com 543 B Riverside Dr., Salisbury, MD 21801 855-566-6362 ________________________________________________________________________________________________________________________________________________________________________ HEATING AND AIR Mid-Atlantic Heating and Air 410-546-5404 410-546-5418 midatlanticheatandac.com 2312 Allen Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ INDUSTRIAL COMMERCIAL PAINTING ProCoat, PO Box 2154
David Ennis
410-749-7491
443-944-9924
procoatdmv.com
dennis@procoatdmv.com
26538 Siloam Rd., Salisbury, MD 21802 ________________________________________________________________________________________________________________________________________________________________________ INSURANCE
Allstate Insurance Fred Pastore 410-860-0866 410-860-0869 allstate.com/fredpastore fredpastore@allstate.com 111 Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________ Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 averyhall.com khayes@averyhall.com 308 E. Main St., Salisbury, MD 21801 Joe Gast jgast@averyhall.com ________________________________________________________________________________________________________________________________________________________________________ Gamee Elliott, State Farm Insurance Gamee Elliott 410-749-4725 410-749-4175 statefarm.com gamee.elliott.bvm6@statefarm.com 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ Gary K. Marshall Agency David Galeone 410-651-1111 garymarshallagency.com dgaleone@yahoo.com PO Box 250, 12610 Somerset Ave. Princess Anne, MD 21853 ________________________________________________________________________________________________________________________________________________________________________ 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 ________________________________________________________________________________________________________________________________________________________________________ RPS ISG International Brad Sutliffe 410-901-0736 410-910-0836 isgintl.com Brad_Sutliffe@isgintl.com 204 Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________ PRINTING
DiCarlo Digital Copy Center. Joey DiCarlo 410-749-9901 410-749-9885 dicarlodigitalcopycenter.com joey@dicarlo1.com 109 South Division St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ REAL ESTATE Remax Crossroads, PO Box 307 Susan Mergargee 443-736-3373 443-736-3379 LiveonDelmarva.com susanmegargee@remax.net 103 E. Main St., Fruitland, MD 21826 Broker, Owner ________________________________________________________________________________________________________________________________________________________________________ TIRE & AUTO CENTER Burnett White Dawn Tilghman 410-742-2222 410-543-4182 burnettwhite.com burnettwhite@cavtel.net 412 East Main St., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________
Business Journal • January 2012
PAGE 30
Veterans graduate from Boot Camp training On Nov. 16, the Salisbury Area Chamber of Commerce Foundation hosted the second annual Project Opportunity Graduation ceremony for 11 veterans who completed the 10-week Entrepreneurship Boot Camp training. Each graduate of this training program completed a business plan and are now prepared to take the next step in their dream to own and operate a small business. Topics that were covered during the course include discussions on Marketing and Analysis Planning, the 4 P’s (Product, Price, Placement and Promotion), Managing Money, Financial Tips and Tools, Networking, Government Regulations, Management, Websites and Social Media, and Procurement Opportunities for Veteran Business Owners. Each session was supplemented by presentations from subject matter experts - a lawyer, CPA, business bank-
ers, commercial insurance agent and a federal contracting program manager. The guest speaker for the ceremony was Secretary Edward Chow Jr., Secretary of the Maryland Department of Veterans Affairs, who spoke about opportunities available for veterans as well as why veterans are successful small business owners. Each graduate gave a summary of their business plan and were awarded a certificate of completion. This program would not be possible without the support of the following donors who provided financial support and other contributions: M&T Charitable Foundation, Lower Shore Workforce Alliance, Bank of America Foundation, Rural Development Center for UMES, BB&T Bank, American Legion Wicomico Post No. 64, Meuse VFW Post 194, Delmar VFW Memorial Post 8276 and Pepsi Bottling Ventures.
Bell Security Services awarded apartment contract
Bell Security Services, a local security and surveillance firm, has recently been awarded a contract to provide security and surveillance services at Pemberton Manor Apartments in Salisbury. Bell Security Services, formed in 2006 by former Chief of Police Clarence Bell, provides an array of security and protection services throughout Delaware, Maryland, Virginia and Washington, D.C. The company provides security guards, roving patrols, private investigations, employee background checks, process service and other security related services. Bell Security Services currently provides security services to a number of hotels, convention sites and special events, retail centers, construction sites and residential communities. For more information, call 410-548-1110 or visit www. bellsecuritysystems.com.
New website launched for Fusion Dental Group
Matice Interactive, a Salisbury design, marketing and advertising agency, has launched a new website for the Fusion Dental Group, www.fusiondentalgroup. com. Matice was approached by Fusion Dental to redesign and implement their new website, which highlights their seven locations in Maryland and Virginia and their 41 dentists. MI implemented a Content Management System (CMS) for Fusion Dental that is an online administration system. This allows staff to make changes to any web page on the website – without any programming skills required.
PRMC ACCEPTS DONATION - From left, Salisbury School kindergarteners Siddhartha Gosh and Tenley Handel give Ryan Killough, clinical manager of the Emergency Department Peninsula Regional Medical Center, a box of coloring books and other fun presents. The coloring books were collected by the school’s kindergarten class, and were distributed to children in the Emergency Department during the holidays.
Project Opportunity graduates of the veterans’ entrepreneurship training program gathered for a photo with the Secretary of the Maryland Department of Veterans Affairs after his comments at their graduation ceremony. Pictured from left to right are Naham Perry, Robert Smith, Patricia Hawkins, Secretary Edward Chow, Jr., George King (kneeling), Pamela Grinnell, Gail Schnell, James Mingey, Allyson Williams, James Tingle, and unable to attend the graduation and not pictured were Bryan Potter and Joshua Richardson.
Nominations open for Tibbetts and SBIR Hall of Fame Awards The U.S. Small Business Administration is seeking nominations for awards honoring the critical economic role small businesses play in federally funded research and development through SBA’s Small Business Innovation Research (SBIR) and Small Business Technology Transfer (STTR) programs. Three awards will be given, one for companies that have participated in the SBIR/STTR programs, one for individuals who advocate on behalf of the programs, and a third “Hall of Fame” award recognizing companies that have an extended period of extraordinary success of research, innovation, and product commercialization within the SBIR or STTR program. The Tibbetts Awards are named after Roland Tibbetts, who was instrumental in developing SBIR, a highly competitive program to ensure small businesses get a chance to compete for federal research and development funding, along with the opportunities it provides to profit from commercialization of the technologies they develop. The SBIR and STTR programs cur-
rently account for more than $2.5 billion per year in federal R&D funds and are coordinated by the SBA in cooperation with 11 other federal agencies with large external research and development budgets. The awards are presented to companies and individuals that are beacons of promise and models of excellence in high technology. Typical of past award winners are a Maine company that created a self-propelled and eco-friendly “AquaPod” for sustainable aqua-culture. A previous Hall of Fame award winner that won numerous SBIR grants – a major west coast chip manufacturer – started with a staff of 35 and has expanded to a global work force of 17,500. Selections for Tibbetts Awards are based on several factors, including the economic impact of the technological innovation, overall business achievement and demonstration of effective collaborations. Nominations for these awards will close 5 p.m. on January 31. Awards will be presented in Washington, DC, in April` 2012. To submit a nomination, visit http://tibbetts.challenge.gov.