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Business Journal PO Box 510 Salisbury, MD 21803-0510
The Regional Chamber Newsletter
Vol. 14 No.7 Dedicated to the Principles of Free Enterprise
February 2011
Economic Forecast
There were words of encouragement for Delmarva businesses at the 23rd Annual Economic Forecast. Pages 10 - 13
Relief?
A bill signed in late 2010 contains several important provisions that impact not only individuals but many businesses as well. Page 6
INSIDE
Ad Directory................................. 21 Barometer...................................... 7 Business Directory...................... 20 Calendar........................................ 5 County Executive.......................... 9 Education.................................... 18 Investing...................................... 22 Insights........................................ 17 Member Renewals...................... 13 Networking Tip.............................. 6 Salisbury University..................... 19 Technology.................................. 19
The 2011 Salisbury Festival will be held on April 29 through May 1 in downtown Salisbury & Riverwalk Park. For more information, contact the Chamber at 410-749-0144 or visit www.salisburyarea.com. Photo of 2010 festival by Cindy Feist.
Salisbury Festival plans underway Despite the wintery weather on the Eastern Shore, the Chamber is looking ahead towards the warmer days that spring time will bring. For the Chamber, the spring season also means planning for the Salisbury Festival. Plans are underway for the 29th Annual Salisbury Festival, scheduled for April 29 through May 1, in downtown Salisbury and Riverwalk Park. The Salisbury Festival is a familyoriented event that highlights downtown Salisbury, showcases locally owned organizations, helps non-profits raise money, and is a way for the community to come together and celebrate spring. With a carnival, car show, arts and crafts, food, block party by the river, entertainment and so much more, there will be something for everyone. Interested in taking part in the planning of such a well-known community event? The next committee meetings will take place on Wednesday, Feb. 2
Pictured is one of Downtown Salisbury’s Dogwood blooms. Did you know that the Salisbury Festival used to be called the Dogwood Festival? The event was originally created as an arts festival and the dogwood trees were used as a way to signify and celebrate the coming of spring each year in our community. Photo by Emily Rantz.
and Wednesday, Feb. 16 at 4 p.m., at the Chamber of Commerce. All of the events and activities
Salisbury Area Chamber of Commerce Patrons
www.salisburyarea.com
planned for the festival come from a committee of volunteers. The members are not just Chamber members; they are a varied group of committed people who want to make a difference in our community. This year’s committee will be chaired by Bradley Gillis of Sperry Van Ness-Miller Commercial Real Estate. His leadership along with the tremendous support of the committee will help to insure that this year’s festival is one of the best. The Chamber is accepting applications for community performers, nonprofit food vendors, arts and crafts and commercial booths. We are also seeking sponsors for the various events. We are always looking for new committee members and events to add to the festival. Feel free to share your ideas with us. For more information, contact Shannon Mitchell at the Salisbury Area Chamber of Commerce at 410-749-0144 or email chamber@salisburyarea.com.
Advisor Focus SALISBURY, MD│FOR LEASE
SALISBURY, MD│FOR LEASE
1415 WESLEY DR.
2120 WINDSOR DR.
POCOMOKE, MD | FOR SALE/LEASE WESTOVER, MD│FOR SALE
1324 OCEAN HIGHWAY
SALISBURY, MD | FOR LEASE
SALISBURY, MD│FOR SALE
111 OLIVE STREET
OLSEN’S ANTIQUES BLDG.
The McClellan Team
BENNETT AIRPORT
Your Source for Commercial Real Estate
Announcing new ways to do business with the McClellan Team! • Read our blog at www.mcclellanteam.com • Friend us on Facebook at The McClellan Team $12.00/Sq. Ft. $930/Mo. NNN • Follow us on Twitter @McClellanTeam $3.50 psf • 4,807 Sq. Ft. of Medical/Office Space • 1,250 Sq. Ft. Office Space • Receive our• e-blast • 3 Offices with Windows 2 Officesnewsletters and informational tips by emailing usWork at mcclellanteam@svn.com • 7 Exam Rooms w/Sink & Cabinets • Open Area & Kitchenette • 3 Nurses Stations & 4 Restrooms
Cherry Contact: BrentKaren Miller, CCIM or Rick Tilghman, CCIM The McClellan Team http://Lease.SVN.com/WesleyDrive MLS # 427617
SEAFORD, DE│FOR SALE
543 B RIVERSIDE DR. 102 PARK AVE.
E
FRE
• Private Bath with Shower
MLS # 438162
Henry CCIM, SIOR Contact Hanna, John McClellan, CCIM or Karen Cherry http://Sale.svn.com/OlsensWestover http://Sale.SVN.com/1324OceanHighway MLS #427361
Henry John Hanna, CCIM, CCIM SIOR or Karen Cherry Contact McClellan, http://Lease.SVN.com/111Olive http://Sale.svn.com/BennettAirport
SALISBURY, MD | FOR SALE
SALISBURY, MD | FOR SALE
SALISBURY, MD│FOR LEASE
1104 HEALTHWAY DRIVE
$950/month
• Great Office/Retail Location • Manufacturing/Warehouse • Conveniently Located Close to Downtown • Pre-Engineered Steel with Split Face • Plenty of Free Parking Block Office; Clearspan w/20’ Ceilings • 1200 SF including Reception Area w/3 Offices, • Paved ParkingBathroom and Truck Area Room Kitchenette, and Storage
• Multiple Drive-Thru Doors ContactJohn Bill Moore 410-543-2483 Contact: McClellan, CCIM bill.moore@svn.com http://sale.svn.com/102Park http://Lease.SVN.com/543briverside MLS #551363
CAMBRIDGE,MD│FOR DE | FOR LEASE SALE SALISBURY, CLEARVIEW AT HORN’S POINT 31400 WINTERPLACE PKWY.
SALISBURY, MD│FOR SALE
2020 SHIPLEY DR.
635 HOMER ST.
PROFESSIONAL COMMERCIAL PROPERTY MANAGEMENT
$1,595,000 $5.50/Sq. Ft.
• Frontage on Rt. 50 Available$3.50 psf • 2 Warehouse Units
$139,000 $7.50/Sq. Ft.
$475,000
•Call 10,000 Flex Building UsOffice/Warehouse Today •for Fulla General Commercial Free Analysis of your Zoning •Investment Fenced Yard Area Property • For Lease @ $ 5.50/Sq. Ft. •410-543-2440 Convenient Location Just Off RT 13 Brent Miller, CCIM, Contact: Chris Peek, CCIMCPM http://Sale.svn.com/635_Homer MLS # 427375
BERLIN, MDMD│FOR | FOR SALE BERLIN, LEASE
FEDERALSBURG, MD | SOLD FRUITLAND, MD│FOR LEASE
SALISBURY, MDMD│FOR | SOLD SALE HURLOCK,
516 BAY STREET 10231 OLD OCEAN CITY RD.
IN CROWN CTR. FACILITY 1001SPORTS CAROLINE DRIVE
FOUNTAINS100 BUSINESS PARK ENTERPRISE DR.
• 2-StoryDoors Free Standing Building • Drive-In and Truck Dock • 12,000 SF • Zoned Town of Delmar Light Industrial • Built in 1985 • Located • Elevatorin the G&M Sales Complex ContactJohn Bradley Gillis, CCIMCCIM 410-543-2491 Contact: McClellan, Bradley.Gillis@svn.com http://lease.svn.com/8999OceanHighway www.BradleyGillis.com MLS #437628, 438370
• Last Unit in Complex Contact: John McClellan, CCIM Contact Rick Tilghman, CCIM http://lease.svn.com/2040Shipley Rick.Tilghman@svn.com MLS #437339
D
D
• 1,283 Sq. Ft. Professional Office Space • 3 Offices, Reception Area, Large Open $3,500,000 Area & File Room • Gorgeous 134 Acre Waterfront GolfStorage Club with • Kitchenette, Restroom and Lots of Beautiful Clubhouse and Restaurant • End Unit Located in Winter Place Bus. Park Contact: Brent Miller, CCIM or Rick Tilghman, CCIM http://Lease.SVN.com/WinterPlacePark Contact Chris Peek, CCIM 410-603-9112 MLS #439632 http://Sale.SVN.com/Clearview
• Customized Services • Maintenance • Financial and Administration • Tenant Relations • Property Inspections
$3.50 psf • 2,400Sq. SFFt. Warehouse • 5,000 Office/Warehouse • 40’ x 60’ Features 2 Roll-Up Doors & • Warehouse • 2.73Room Acres of Land Parts • 3 Overhead Doors • 2•Private Offices 14’ Ceiling Height and Conference Room
SOL
SOL $12.00/Sq. Ft.
MLS #427047
SALISBURY, MD│FOR LEASE
6658 QUANTICO RD.
8999 OCEAN HWY.
T N E R $1,275,000
$2,800,000
• Unbeatable Lease Rates Starting at $1.50 psf
•• FAA 3,500Approval, - 7,500 SF Hanger Available Bldg. w/6T Hangers •• 2Office/Warehouse Grass Runways 3150' and 2300' Truck Dockall Loading •• Includes Shop Equipment & Mowers
410-543-2440 Contact: Brent Miller, CCIM or Rick Tilghman, CCIM karen.cherry@svn.com http://Lease.SVN.com/2120WindsorDrive
SALISBURY, MD | FOR LEASE
$295,000 Sale/$6.95 NNN Lease $699,000 4000 SF • •8,000 Sq.Retail/Warehouse Ft. Retail Building on 2.73 Acres Freestanding BuildingExisting Building Size • •Room to Expand • Rt. 13 Frontage • •Flexible floorplan Entire Building Heated and Cooled • Highly on US RouteWallops 13 Northbound • Ideal forVisible Companies Servicing Island
$18.50/Sq. Ft.
$1,500,000
• 1,600 Sq. Ft. Medical Office Space in psf $3.50 Class A CAP Medical • 10% Rate Facility • On• Six Atlantic General Hospital’s Campus Buildings • 25 Units • 3 Exam Rms., Break & Chart Rm., 2 Nurse • 5 AcresOffice, Reception & Waiting Areas Stations, Contact: Miller, CCIM or410-543-2491 Rick Tilghman, CCIM ContactBrent Bradley Gillis, CCIM http://Lease.SVN.com/JamesBarrettMedical Bradley.Gillis@svn.com www.BradleyGillis.com MLS#441004
• Our slogan is simple: “SOLD” $7.50/Sq. Ft. • 30,000 SF Pre-Engineered Steel Building • 13,000 Sq. Ft. $3.50 psf • Represented the Buyer at Auction • 24 Ft. High Ceilings; 14x10 Ft. Door • Are You a Buyer? • Sprinklered We Can Get You the Deals! • Separate ADA bathrooms • Great Flex Space! Contact: Chris Peek, CCIM http://Sale.SVN.com/CrownSportscCenter13000 Contact Henry Hanna, CCIM, SIOR MLS #436513 or Wesley Cox, CCIM
• Our slogan is simple: “SOLD”
$995,000
•• 22,500 Ft. on 5 Acres $3.50Units psf Sold - 7Sq. Commercial Condominium ••Truck Dock & Drive in Access Arranged Special Financing for Buyers • Sprinklered; Paint & Sanding Booths
• Are You a Buyer? We Can Get You the Deals!
Contact: Chris Peek, CCIM
http://Sale.SVN.com/100Enterprise Contact Henry Hanna, CCIM, SIOR orMLS#429528 Wesley Cox, CCIM
Sperry Van Ness–Miller Commercial Real Estate (410) 543-2440 206 East Main Street • Salisbury, MD 21801 View all of our listings at www.SVNmiller.com www.SVNmiller.com
410.543.2440 206 East Main Street • Salisbury, MD 21801 302.846.9908 30613 Sussex Highway • Laurel, DE 19956 302.227.0768 34634 Bay Crossing Blvd. • Lewes, DE 19958
Built for Better Results.
Sperry Van Ness is a registered trademark of Sperry Van Ness International Corporation. All Sperry Van Ness® Offices Independently Owned and Operated.
Business Journal • February 2011
PAGE 3
Economic Forecast provides hope for the future By Brad Bellacicco
SACC Executive Director
Director’s Journal
“Never deny a person hope; it may be the last thing they have left.” The 23rd Annual EcoWe still have a fragile nomic Forecast on January 13 provided some hope for economy and any of those suffering from the many possible disruprecession. According to the experts we gathered, the retions could knock the cession is officially over and recovery off track. recovery is underway. This is good news, but may be business and tight capital. too late for some businesses. We still have a fragile economy The length of this downturn has been a and any of many possible disruptions real challenge for most companies and could knock the recovery off track. One some industries have taken the brunt of factor to fear is overregulation by govthe problems caused by a slowdown in
The 2010-2011 Chamber officers are in the front row, from left, Victor G. Lowe, Dawn Tilghman, Ernie Colburn, Sandy Fitzgerald-Angello. Back row, from left, are Bradley Gillis, Matthew Maciarello, and J. Scott Robertson. Those not pictured are: Bill Tingle, Robert Mulford, and Henry L. Vinyard.
2010-2011 Salisbury Area Chamber of Commerce Officers President President Elect Vice President Vice President Vice President Secretary/Treasurer Asst. Sec./Treasurer Legal Counsel Asst. Legal Counsel Past President
Dawn Tilghman Ernie Colburn Sandy Fitzgerald-Angello Victor G. Lowe Bradley Gilllis Robert Mulford, Jr. Dr. Memo Diriker Henry L. Vinyard Matthew Maciarello J. Scott Robertson
Burnett White Tire and Auto Comcast Spotlight Pohanka Automotive Group Peninsula Neurosurgical Associates Sperry Van Ness - Miller Commercial Market Street Inn Salisbury University Henry L. Vinyard, Attorney at Law Hearne & Bailey, P.A. Robertson & Robertson, P.A.
Salisbury Area Chamber of Commerce 144 East Main Street, Salisbury, MD • Phone: 410-749-0144 • Fax: 410-860-9925 email: chamber@Salisburyarea.com • Website: www.Salisburyarea.com
ernment. It is often the reaction when problems surface. Our democratic form of government tends to be reactive instead of proactive due to the common political practices in use today. When extra inspectors are turned loose with a fine first and answer questions later mentality or new restrictive rules limit options, it hurts everyone. As the regulations become more complicated it is harder for small business to keep up with the current expectations. In these hard times more customer service and cooperation is needed to help struggling businesses. Elected leaders need to allow government inspectors to use flexibility to correct situations without going straight to treating people like criminals. Imagine an environment where people look to government regulators as a resource and use their expertise to everyone’s benefit. This could create a win-win situation for everyone. The idea of striving for win-win solutions as the basis for the interaction of government, business and citizens is novel but could reverse the image of Maryland as a state that is unfriendly to business. Now that the election is over, it is time to put aside politics and demand that our elected officials and their appointed staff focus on finding solutions that will help the majority. The small groups of vocal advocates and diehards at the ends of the political spectrum must find ways to work together. They do not have to like each other, but must respect the position the other side holds and the attitudes of the people they represent. As a democracy, America is committed to the doctrine of majority rules. We need to insure even the smallest minority is heard and that their concerns are considered as much as possible. The best courses of action will involve satisfying all constituents to some degree. We as voters must support and
encourage elected and appointed leaders to find win-win solutions. With the hard economic times and the nastiness that mark our current political contests, everyone hopes for win-win plans. Businesses hope for an environment where they can operate without undue complications. The win-win plans developed in these hard times need all businesses to find capital to operate, serve their customers and, if lucky, expand their company enough to hire new employees. We can also hope as governments deal with their growing deficits, consumers will retain enough dollars to purchase the services and products they want and need. The best win-win would be government that works with us and assists us in striving for the common good. As we look back on the November national election and forward to the April City of Salisbury elections, we can hope for more respect, more compromise, and more hope for the future. Hope is a great thing. Keep hope alive. Share hope whenever possible. Above all, hope for more hope in the future.
Recycling
tip
Get creative with laundry
Consider investing in some nifty gadgets that will reduce your drying time like dryer balls. Toss a pair of eco-friendly dryer balls in with your load, and you’ll keep your clothes soft while cutting drying time by 25 percent. Choosing dryer balls rather than disposable dryer sheets will also help you cut down on waste; think of the used dryer sheets you toss in the trash each week. For extra eco-points, consider using a clothesline or a drying rack rather than switching on your drying machine. In time, you might realize that you don’t need a dryer at all.
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Business Journal • February 2011
PAGE 4
Salisbury Area Chamber of Commerce announces new slate of officers and directors
The Salisbury Area Chamber of Commerce 2010 Nominating Committee is proud to announce the 2011-2012 slate of officers and 2011-2014 slate for the Board of Directors. The following will be sworn into office at the 2011 Annual Banquet currently being planned for Thursday, March 31, at Green Hill Yacht and Country Club. The Nominating Committee recommends the following Executive Committee who will take office on April 1, 2011.
President Ernie Colburn, Comcast Spotlight President Elect Sandy Fitzgerald-Angello, Pohanka Automotive Group Vice President Victor G. Lowe, Peninsula Neurosurgical Assoc. Vice President Bradley Gillis, Sperry Van Ness - Miller Vice President Dr. Memo Diriker, Salisbury University’s BEACON Secretary/Treasurer Tony Nichols, BBSI Asst. Sec/Treasurer Stephen Franklin, Accurate Optical Legal Counsel D. Nicole Green, D. Nicole Green, P.A. Immediate Past President Dawn Tilghman, Burnett White Tire & Auto Candidates for a three-year term April 1, 2011 to March 31, 2014 on the Board of Directors are: John Cannon, Cannon Management and Rentals, LLC Kim Lutch, Becker Morgan Group Peggy Naleppa, Peninsula Regional Medical Center Ron Boltz, Alarm Engineering Lynn Creasy, Innovative Benefit Solutions Dr. James L. McNaughton, AH Pharma James W. Taylor, III, Taylor Oil Company Filling one-year openings on the Board of Directors are: Renee Stephens, MD Department of Business & Economic Development Dr. Rosemary Thomas, Salisbury University Foundation Jaime Toner, Pool Tech Filling a two-year opening on the Board is: Steve Slocum, Slocum Insurance The continuing members of the Board of Directors are: Millie Cappello, Long & Foster Real Estate David Eccleston, Delmarva Recycling Travis Fisher, Inacom Information Systems Duane Larmore, Shore Appliance Connection Luis Luna, Perdue Inc. Douglas McCabe, PKS & Company Michele Miles, Hebron Savings Bank Dwight Miller, Gillis Gilkerson, Inc. Dr. Farouk Sultani, Plastic Surgeon Retired Edward Wilgus, Wilgus Insurance
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 $210 $70
Members 200 120 56 65 850 300 150 105 800 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.
The following are the outgoing members of the Chamber Board who have provided leadership for three years. Ruth Baker, Wor-Wic Community College Joe Beail, Delmarva Broadcasting John C. Davis, Davis Properties and the Fountains Wedding and Conference Center G. Matthew Drew, AWB Engineers Gary Gaskill, Lorch Microwave
Leaders panel plans meeting
The Salisbury Area Chamber of Commerce’s Young Professionals group will hold a Community Leaders Panel on Feb. 23, at 6:30 p.m. at the Chamber Business Center. The meeting will feature a panel consisting of Peggy Naleppa, president/ CEO of Peninsula Regional Medical Center; Tom Becker, co-founder of Becker Morgan Group; Stephanie Willey, sales manager for Comcast Spotlight; Palmer Gillis, CEO of Gillis Gilkerson Gillis, Inc.; Rafael Correa, president of MaTech Inc.; and Henry Hanna, senior advisor with Sperry Van Ness-Miller Commercial Real Estate, Inc. This distinguished group will cover a variety of topics of interest to people starting out in business or trying to get to the next level of skills. Topics include how to meet & greet, personal career stories, success & challenges along the way, breaks in your personal & career path, why Salisbury, and success & leadership tips. A Question & Answer period will follow the presentations. Light appetizers and drinks will be provided at no charge during the panel discussion and after the networking opportunity. Contact the Chamber 410-749-0144 or chamber@salisburyarea.com to get more information or to sign up for the event.
Pocomoke City officers
The Pocomoke City Chamber of Commerce Membership approved the 2011 officers and board at their November general meeting. Past President, Roy Figgs, swore in the new officers at the December general membership meeting. At the Annual Chamber Dinner on
Jan. 22, the new officers were presented. They include: President Billy Hickman, Hickman Heating & Plumbing; First Vice President Russ Shaner, Friendship Farm Bed & Breakfast; Second Vice President Jason Blair, Back n Tyme; Treasurer Sage Allen, Shore Bank. Three year directors: Josh Nordstrom, Midway GM and Dale Cook, Tyson Foods Two year directors: Greg Fentress, Sharp Energy and Brenda Kugler, NASA Federal Credit Union One year directors: Julie Holland,
Nock’s Tire & Jiffy Lube and Jeff Boardman, Associated Insurance Past president: Brian Julian, The Upper Deck The Pocomoke Chamber of Commerce is expanding their events and services this year. Chamber members can attend a series of seminars for the business person. Watch for the date and time for the February event - 90 in 90 — 90 Marketing Tips in 90 minutes. To register, call 410-957-1919 or stop by the Chamber office at 6 Market St., Pocomoke City, 9 a.m. to 5 p.m., Monday through Friday.
Business Journal • February 2011
PAGE 5
Calendar of Events
Salisbury Chamber
Tuesday, Feb. 1 - Ambassadors, Denny’s Family Restaurant, 8 a.m.
Wednesday, Feb. 2 - Young Professionals Committee, Chamber Business Center, 7:30 a.m. Wednesday, Feb. 2 - Salisbury Festival Committee, Chamber Business Center, 4 p.m. Thursday, Feb. 3 - Beautification Committee, Chamber Business Center, noon. Wednesday, Feb. 9 - Membership Committee, Bob Evans Restaurant, 8 a.m. Thursday, Feb. 10 - Local Legislative Committee, Wor-Wic Community College, 7:30 a.m. Thursday, Feb. 10 - Technology Committee, Chamber Business Center, 9 a.m. Friday, Feb. 11 - Executive Committee, Holiday Inn, 8 a.m. Monday, Feb. 14 - Workforce Development, Chamber Business Center, noon. Tuesday, Feb. 15 - Agri-Business Committee, Chamber Business Center, 7:30 a.m. Tuesday, Feb. 15 - Eldercare Provider Network, Genesis Healthcare, Speaker: Meredith Lefort, Bayview Home Care, 8:30 a.m. Tuesday, Feb. 15 - Budget & Finance Committee, Chamber Business Center, noon. Wednesday, Feb. 16 - Business Affairs Committee, Chamber Business Center, 8 a.m.
Wednesday, Feb. 16 - Salisbury Festival Committee, Chamber Business Center, 4 p.m. Wednesday, Feb. 16 - Business After Hours, Edward H. Nabb Research Center, 5 to 7 p.m. Thursday, Feb. 17 - General Membership Luncheon, Holiday Inn Downtown Area, noon. Monday, Feb. 21 - Executive Committee, Chamber Business Center, noon. Wednesday, Feb. 23 - Board of Directors, Chamber Business Center, noon. Thursday, Feb. 24 - Recycling Committee, Common Grounds, 8 a.m. Thursday, Feb. 24 - Business After Hours, Sherwood Ford, 5 to 7 p.m. Thursday, Feb. 24 - PR & Marketing, Chamber Business Center, Speaker: Jimmy Sweet & Chris Bitters from the ShoreBirds
Fee Free raffle tickets
The Ocean Pines Chamber of Commerce is holding a Fee Free raffle. Residents can win their basic assessment fee, basic cable, trash pick-up and water and sewer fees paid for one year. Non-residents can win a $1,500 cash prize which is also an option for the winner if they are a resident. Tickets are $10 and all proceeds will benefit the Ocean Pines Chamber. The drawing will be April 1. Tickets are available at the Ocean Pines Chamber office, online at OceanPinesChamber.org or by calling 410641-5306.
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Business Journal • February 2011
Taxes and jobs Act
President signs extension of Bush tax cuts, payroll tax reduction, estate tax compromise By Steve Woodward, CPA Holloway & Marvel, PA
With only a few weeks left in 2010 and a lot of anticipation, President Barack Obama signed the new Tax Relief/Job Creation Act of 2010. The President remarked before signing the bill that these changes are a win for middle class families across the nation, emphasizing that they were the hardest hit during the recession and that they need the greatest relief. However, there are several important provisions that impact not only individuals but many businesses as well. This $858 billion package kicked off the New Year with many changes. With this new tax bill, unemployment benefits will be extended, social security taxes will be reduced for one year, the alternative minimum tax has been ‘patched’ so as to avoid many middle class taxpayers, the Bush administration’s tax cuts are extended for another few years, and capital gains, dividends and estate taxes will see changes. Important changes for businesses include increased bonus depreciation and increased section 179 deductions. 2011 will be a year of change and it is important to understand exactly what this new bill means to consumers and businesses alike. Since 2008, we’ve seen unemployment rates hit all time highs. With this signed bill in effect, unemployment benefits are extended for another 12 months. It is believed that the continuation and extension of these benefits will aid and improve the job prospects of the unemployed. According to the NY Times, this tax deal is expected to reduce unemployment rates by one-half percentage point over the next year. It is expected that consumers will be incented to increase spending in 2011 by the reduction in social security taxes. With a 2% point reduction in the social security payroll tax workers should be able to keep as much as $2,136 in their pockets. This reduction is targeted towards those making less than $106,800, proportionally benefiting those with lower incomes. By extending the Bush administration’s tax cuts for another two years, the economy should remain more stable. This tax cut is great for all taxpayers by stabilizing employee wages. With this in place, taxpayers will not have to pay additional income taxes, in effect, putting more money in their pockets. With this extension, taxes on dividends and other investments will not see any increases which will further help stabilize our current economic state. Research done by Moody’s suggests that by enacting the provisions in
the new tax law, employment opportunities will double in the coming year. Under this plan, the capital gains and dividend taxes will remain the same. Before this new plan, capital gains were expected to reach 20% in 2011. Now, they will stay at the current rate of 15%. Estate taxes return with a top rate of 35% applied after an exemption of $5,000,000 per person. The exemption will be indexed for inflation beginning after 2012. The bill also encourages investment by businesses with an increase in bonus depreciation from 50% to 100% for qualified investments made after Sept. 8, 2010 and before Jan. 1, 2012. Unlike section 179, this provision is not limited to smaller companies or capped at a certain dollar level. However, bonus depreciation is only available for new property where both new and used acquisitions can be used for section 179 expensing. While 100-percent bonus depreciation is only available for 2011, 50-percent bonus depreciation will again be available for 2012. Section 179 deduction, which had been increased to $500,000 for 2010 and 2011 in the 2010 Small Business Jobs Act, was scheduled to revert to $25,000 for 2012. The new law increases the section 179 to $125,000 for 2012. These tax benefits won’t last forever. In fact, most of these changes will only last, at most, for two years. Therefore, we must keep a close eye on our representatives over the next couple of years to delay any future tax increases.
Networking
tip
Always be genuine Be genuine. Everyone knows when someone is “schmoozing” on or at them. And, nobody likes being “primed” for the pump. Be genuine in all of your interactions with others at an event. Once again, it comes back to building trust, and to building “Brand-YOU.” There is a big difference in being interested and in trying to be interesting. When you are interested in learning about someone and their business entirely for the sake of learning about the other person, you will leave a lasting impression as someone who genuinely cares. On the other hand, when you are interested only so that you can take what you learn and then use it to make yourself or your products/services more interesting to this person; you may burn your bridge before building it. Effective networking is about relationship building.
The Salisbury Jaycees Foundation would like to say
Thank You!
On December 11th 2010, the Salisbury Jaycees and the Salisbury Jaycees Foundation treated local underprivileged children to a Christmas Shopping spree at Walmart in Salisbury. This project was made possible by the generous donations of the following local businesses, organizations and individuals. Special Thanks to the Wicomico County Sherriff’s Office, Wicomico County Board of Education, Shore Appliance Connection, Jennifer Adams, Salisbury Baptist Temple, Larry Taylor, Marion Barkley, Ruark Golf and The Ward Museum.
Patron Saints
Draper Holdings Charitable Foundation PASCO, Inc. Rommel Electric Company
Shore Appliance Connection, Inc Walmart, Salisbury
Guardian Angels
Charles Brenner, DDS Comcast Duane Larmore
Paul & Wanda Ferrier Rob and Stacy Hart Tony Tank Tribe of Red Men Lodge #149
Good Samaritans
A.S.A.P. Services Lifetime Masonry American Legion Post 64 Louise & Blanche Smith Barkley Associates, LLC. Margaret Webb Bill and Susan Satterfield Market Street Inn, LTD. Burnett-White Tire and Auto Mid-Atlantic Heating & Air Cond., Inc. Charles R. & Ruby Dashiell Mid-Eastern Oil Company, Inc. Chesapeake Paving and Sealing Patrick F. and Althea J. O’Connor Coastal Comfort, Inc. PRO Coat, LLC. Community Found. of the Eastern Shore, Inc. R C Holloway Company Cooper Insurance Agency Inc Robert & Diana Dickey Debra L. Welsh, DDS Robert A. Eaton Delmarby, Inc (Arby’s) Shockley Management T/A Jiffy Lube Edible Arrangements Steven and Sara Cox Fraternal Order of Police Strategic Wealth Management Law Officers of Wicomico Group, LLC. Fredrick D. Bloom Susanne Morris Henry S. Parker The Bank of Delmarva Holt Paper & Chemical Company The Shannahan Water Company Inc Ins. Women’s Assoc. of the Eastern Shore Tri-State Engineering of Maryland Jean & Vic Laws WeedPro Charles Brown Glass Company David B. and Lynn C. Douse David and Melanie Smith Ennis Plumbing & HVAC, Inc. George T. and Valerie A. Mason Herl’s Bath and Tile Solutions
Friends
HVAC Services Unlimited, Inc. James M. Crouse, DDS PA Patrick and Nancy Lemley Shore Bank Werner L. Gruber
Reflects Donations Received as of December 31, 2010
The Salisbury Jaycees Foundation The Salisbury Jaycees Foundation, Inc. was Our Board of Directors formed in 1975. Its primary purpose was to David Robert Smith, President assist the Salisbury Jaycees with fundraising -------------------------------for their annual Children’s Shopping tour. Jim Carpenter, Vice President Over the years, thanks to the support of Duane Larmore, Treasurer our generous sponsors, the foundation Brenda Price, Secretary continues to make an important impact in Melanie B Smith, Board Member our community. Pete Hughes, Board Member For more information about the foundation Jay Pepper, Board Member and its mission visit us online at Jack Trader, Board Member www.SBYJCFOUNDATION.org Terri Shuey, Board Member
Business Journal • February 2011
Barometer
PAGE 7
Salisbury-Ocean City-Wicomico Airport
Wicomico County Sales Tax Collections by category
January ‘10 . . . . . . . . . 9,080 February ‘10 . . . . . . . . 7,900 March ‘10 . . . . . . . . . . 9,838 April ‘10 . . . . . . . . . . 10,106 May ‘10 . . . . . . . . . . . 11,327 June ‘10 . . . . . . . . . . 11,365 July ‘10 . . . . . . . . . . . 12,233 August ‘10 . . . . . . . . 13,173 September ‘10 . . . . . 11,328 October ‘10 . . . . . . . . 11,835 November ‘10 . . . . . . 11,013 December ‘10 . . . . . . 10,343 2010 Total . . . . . . . 129,341
11.8 8.1 17.7 14.2 12.8 3.7 -0.5 8.7 8.0 11.6 16.1 13.7 9.8
Airline Passengers Enplaned/Deplaned
December ‘10
November ‘10
December ‘09
Food & Beverage
$1,029,295
$1,207,231
$1,110,597
Apparel
$322,129
$293,099
$305,441
General Merch.
$1,895,720
$1,487,963
$2,067,566
Automotive & Oil
$423,845
$385,751
$389,397
Furniture & Appl.
$171,909
$147,852
$207,405
Building Supplies
$565,314
$596,818
$504,460
Jun
Jul
Aug
Sep
Oct
Nov
Utilities & Trans.
$325,408
$410,544
$597,808
National
9.6
9.7
9.5
9.2
9.0
9.3
Hardware & Equip.
$178,178
$167,105
$157,275
Maryland
7.4
7.5
7.5
7.2
6.9
7.4
Miscellaneous
$487,739
$535,440
$471,149
Wicomico
8.1
8.3
8.4
8.1
7.8
9.1
TOTAL
$5,399,537
$5,231,803
$5,811,098
Worcester
8.1
7.8
7.8
8.1
9.9
15.0
Somerset
10.4
10.7
10.0
9.7
9.4
10.2
Information courtesy of Comptroller of the Treasury, Retail Sales Tax Division.
The number in the right column is the percentage of change in passenger activity compared to the previous year.
National, State, County Unemployment Rates
Information courtesy of the Maryland Job Service at the One Stop Job Market. (Not seasonally adjusted.)
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Business Journal • February 2011
BANK OF AMERICA SUPPORTS UNITED WAY - Monty Sayler, Bank of America senior vice president; Ryan Kirby, Merrill Lynch assistant vice president; and Kathleen Mommé, United Way executive director, celebrate Bank of America’s $7,000 corporate donation to the United Way for 57 critical programs that help the less fortunate on the Lower Shore. To support the campaign, call 410-742-5143 or visit www.unitedway4us.org.
Volunteers honored at banquet Wicomico County Recreation, Parks, and Tourism held their annual Volunteer Appreciation Banquet at Wicomico Youth & Civic Center on Dec. 9, 2010. The banquet is the department’s way of thanking the past year’s volunteers for donating their time and services and for recognizing outstanding volunteers, civic organizations and businesses for their contributions within the county. This year 12 awards were given out including the Youth Sportsmanship that rewards an individual who teaches the fundamentals of sportsmanship and serves as a respectable role model. Additional highlights of the evening included keynote speaker Margie Knight, Salisbury University’s head coach of the volleyball program. Knight was an extraordinary athlete during her school years and has proven to be a superior leader and coach. Knight gave an inspirational speech that set the tone for the evening. Award recipients included: Youth Sportsmanship – Destiny Davis; Youth Coach Sportsmanship – Dave Harris; Outstanding Recreation Council Volunteer – Sheila Johnson; Outstanding Sports Coach Volunteer – Brian Adkins; Outstanding Community Volunteer – Jim Jones; Outstanding Civic Booster – American Legion Post #145; Outstanding Business Booster – Bailey’s Taxi; Outstanding Civic Center Volunteer – Tom Becker; Outstanding
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Tourism Volunteer – Barbara Furbush; Outstanding Environmental Improvement Volunteer – Blair Todd; Outstanding Youth Volunteer – Ryan Flagg; and Lorne C. Rikert Lifetime Volunteer – Donald L. Fitzgerald.
‘HELP YOUR NEIGHBOR’ FUND DONATION - First Shore Federal recently donated $500 to the Community Foundation of the Eastern Shore’s “Help Your Neighbor” Fund. The donation provides assistance to organizations serving families and seniors in Somerset, Wicomico and Worcester counties who need assistance paying utility bills, purchasing food and medical prescriptions. Since its inception in 2008, the fund has provided more than $57,000 to assist hundreds of local families. From left are Spicer Bell, president, Community Foundation of the Eastern Shore and Martin Neat, president and CEO, First Shore Federal.
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Business Journal • February 2011
PAGE 9
County sees continuous decrease in state funds By Rick Pollitt
county report
It is commonly believed that Mark Twain humorously ... it will be impossible said, “No man’s life, liberty or property is safe while the to balance the state’s legislature is in session.” Actually, Judge Gideon Tucker, $13 billion operating a former member of the New budget without squeezYork legislature said it first but it seems that Samuel Cle- ing local aid. mens appropriated the nowfamous remark. (a $900 million annual expense for the The Maryland General Assembly restate) to the counties this year. The next convened on Jan. 12, and, while perhaps day at MACo, Senate President Thomas only a few are concerned about losing V. “Mike” Miller and House Speaker their “life, liberty or property” because Michael E. Busch warned that it will of this, there are some crucial issues be impossible to balance the state’s $13 coming up that may affect our county. billion operating budget without squeezFunding of teacher pensions is probably ing local aid. the most critical. Our share of teacher pensions is On Jan. 6, Governor O’Malley deabout $13 million per year. If this livered his annual address to the Maryamount was “passed down” in total land Association of Counties (MACo) and became part of the county budget, winter conference. I was there for the Wicomico County could not absorb the speech in my capacity not only as your blow without deep and lasting reduccounty executive but also as the new tions and eliminations of services. MACo second vice-president. Governor Our current, ultra-lean operating O’Malley assured us he would not seek budget of about $113 million could not to transfer a portion of teacher pensions take this sort of a hit.
In a television interview at MACo, I said that I seriously doubted if the state would put the entire teacher pension burden on the counties but that we should expect some portion of it to be coming our way…perhaps during this session. Another budgetary issue that will come up between now and the end of the session in April is the restoration of Highway User Revenue (H.U.R.) to the counties. Just two years ago, our Roads Division received about $7 million in H.U.R. funds. That has been slashed to just over $200,000 in the current budget. This year, the fund may be completely eliminated. Remember these are taxes we, as citizens, pay and are supposed to receive back in state highway aid. While some, such as our own Delegate Norm Conway, chair of the powerful House Appropriations Committee, are resolved to recover those funds, others in the capital city want to make the cuts permanent. Our general fund is not equipped to fill that kind of gap without other revenue sources. While the General Assembly’s action with respect to HURs is devastating to
our roads program, the existence of our local Revenue Cap doesn’t make the county’s financial life any easier. My issues with the Cap are well known and do not need repeating here. However, as the state continues to grapple with more and more severe budget shortfalls, the rhetoric against counties with such self-imposed burdens is getting stronger. More often than not, our pleas to the legislature to “take it easy on local government” are met with almost a sneering, “Deal with your Cap and then ask for help.” President of the Senate Miller was particularly incensed that several counties lowered their property tax rates at the same time they criticized the state for reducing revenues. When we make an appeal for funding in Annapolis or with, for example, the State Board of Education, that is the response we are hearing more and more. I look forward to spending a fair amount of my time in Annapolis for the next few months fighting for our best interests. I shall plan on bringing you up to date on legislative activities in the March issue.
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Business Journal • February 2011
Annual Economic Forecast offers encouragement By Carol Kinsley There were words of encouragement for Delmarva businesses as the Salisbury Area Chamber of Commerce, with the help of several prestigious co-sponsors, presented its 23rd Annual Economic Forecast January 13 at University of Maryland Eastern Shore. The half day of informative presentations was planned with the help of the University of Maryland Eastern Shore, the Tri-County Council for the Lower Eastern Shore of Maryland, Wor-Wic Community College, Salisbury University’s Franklin P. Perdue School of Business and BEACON group, and the Small Business Development Center – Eastern Region. Dr. Robert T. Sweet, economist and managing director of MTB Investment Advisors, a subsidiary of M&T Bank, put things in a national and global perspective. Hopeful steps he sees include “QE2” — quantitative easing — in which the Federal Reserve will buy up treasury obligations with money the government prints. This puts money out into the economy, Sweet said, but could also lead to inflation in the long run. He sees extension of the Bush tax cuts, payroll tax benefits and details in Social Security that will benefit spending. “If they hadn’t been extended, the GDP would still be stuck instead of going up.” The job situation should be of great concern. While 9.4 sounds better than 9.6, in reality, that figure doesn’t include those who stopped looking for work or who are underemployed. “If you include those,” he said, “the unemployment number is 17 percent. In order to grow, we need 110,000 new jobs, non-farm, per month; 150,000 would be better.” Sweet added, “Business people will not hire permanent employees unless they feel they can sell products or services.” Sweet was encouraged to see the stock market headed up, but he warned, “the stock market precedes the economy. There will be corrections.” The economist, who said he has no use for gold and doesn’t believe Social Security will be privatized for 25 years, also isn’t bothered by the federal budget deficit, saying the country survived
deficits in the ‘70s and ‘80s. State and local budget deficits, however, are a problem because services must be cut or taxes increased, as in Illinois. He expects taxes will rise and services will be cut, but not essential services. Educators offered their views in the second presentation of the day. Part of a panel of three from local universities, Dr. Bob Wood, dean of the Franklin P. Perdue School of Business at Salisbury University, began with an international perspective on the economy. Some European countries are having “issues” and face a second recession, he said. Portugal, Ireland, Greece and Spain “may be worse than we are.” China is experiencing slower growth now and worried about inflation. Iran, Korea and Venezuela could cause major issues, he added. “The recession is over,” Wood asserted. “We’re just slow to crawl out of it. There will be slow growth through 2012 and 2013.” On the subject of unemployment, Wood said part of the problem is new jobs requiring skills sets the unemployed do not have. Also, “extending unemployment (benefits) keeps people from looking for a job.” And, the current housing market makes it “difficult to relocate if you can’t sell your house.” Mortgage defaults continue. “Five million homeowners are two payments behind,” he said. He doesn’t expect the housing market on the Eastern Shore to return to its former peak until 2030. Maryland’s economy is outperforming the U.S. economy, Wood continued on a positive note. “It’s one of eight states with an AAA rating.” However, there’s a 1.5 billion dollar deficit in the budget. He sees strengths: a high per capita income, diversified work forces, lots of federal and medical jobs — but Maryland also has lots of old line manufacturing, and the cost of doing business is relatively high. The Port of Baltimore is one of the nation’s largest ports, but if international trade slows, activity at the port will slow. He summed up his presentation: “The federal stimulus is over. The growth in federal jobs is over. In short, things are not terrible, but they’re not great either.” Dr. Kate Brown is chair of the De-
partment of Business, Management and Accounting at UMES, but her interest in philosophy was evident in her look at the economy. She said economics is not science, and “although essentially all economic information is presented in fact, it is likely to contain some bias.” She cited some trends that might predict ultimate losers and ultimate winners. On the loser side, “we’re tolerating a lot of hubris — people who persuade others they know what others don’t when it’s not true.” Along with that is a lot of hyperbole claiming total disaster will result if we don’t act. Losers exhibit a sense of entitlement as well as expectations of instantaneous gratification, instant communication,
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Business Journal • February 2011
Robert Sweet of MTB Investment Advisors spoke on the national and global economy.
Bill McCain, CEO of W. R. McCain & Associates, said we have reached the bottom in the real estate market, but it will take years to get back to where we were.
reward without a struggle and reward without risk. Looking backwards, one of the most dangerous trends is the idea that we should be able - are entitled to - do business as usual. “That’s not so. We have to change all the time,” Brown said. “We can’t choose one aspect of the past without including the context of that time. Mature industries that now can only survive with subsidies are not the kind of thing we want to put money in,” she added. Another downfall for losers is argument by assertion — uncritical acceptance without considering or requiring a source, she explained, asserting that the Internet itself isn’t always a good source. Ultimate winners will consider the big problems, how opportunity and entrepreneurship will get us out of this mess. “Small businesses are there to deal with tiny parts of big problems. Look for what you can do.” Find possible solutions by looking at things differently, looking for new uses for byproducts or waste products, for example. Winners don’t do business as usual. They always ask why and divide problems up differently. Re-evaluate your skill sets for new applications. Identify the weaknesses in your current skills and fix them. Brown advised business leaders to avoid adversarial discourse and planning. “Optimism, not cynicism, is more likely to succeed,” she concluded. Dr. Bryant Mitchell, associate professor in Brown’s department, noted the importance of creativity in a global economy where competition is intense. “If we do not take education seriously, we will become a third-ranked country.” He emphasized the STEM disciplines — science, technology, engineering and math. Citing the 30-year-long career path taken by a distinguished engineer in testing, Mitchell noted that many of
the positions that individual held on the way up are now eliminated due to automation. “How will new testers get the experience (and the stepping-stone jobs) to get to where he is?” Mitchell asked. “What keeps you ahead of the curve is continuing innovation and risk. There’s a delicate balance between acceptable risk and too much,” he warned. “Focus not just on engineering but human arts, too.” Delmarva real estate outlook With historic low prices and low interest rates, “why aren’t there more home sales?” asked William McCain, CEO of W. R. McCain & Associates Inc. His answer: “Buyers are still waiting. There’s not a lot of incentive to rush out and buy.” But there is a dim light for the housing market, he said. “Things are looking better.” “We have found the bottom of the housing market,” he said. “However, foreclosures will slow the housing recovery in 2011.” He explained the worst of the residential problem is over, but we’re still stuck in the bottom. “It took four or five years to get here; it will take the same to get out.” The commercial real estate market continues to be weak. “The commercial market is where residential was a year and a half ago. The corner has not turned yet.” A double dip in the housing market is not likely. Supply/inventory continues to be a problem but is improving. Sales volume has increased about 10 percent. Residential prices may fall another 5 percent but will stabilize by summer, McCain predicted. “Realtors need to reduce sellers’ expectations. The beach areas are starting to see a small increase in sales volume, but it might take seven to eight years to gain back the loss in value compared to the 2006 peak,” he added. Locally, 35 percent of sales are either short sales or foreclosures, McCain
PAGE 11
A special thanks to our sponsor of the 2011 Economic Forecast, M&T Bank. Dr. Robert Sweet from MTB Investment Advisors made a presentation on the global and national economy (not pictured). From left, Michelle Gallagher, Jon Sherwell, Ginger Donovan, Charlie Williams and Kris Ives.
said. He explained that a short sale was for less than is owed on the house and must have approval of the lien holder. He suggested changing the term to “distressed sales,” which encompasses more like half of all sales at present. He noted cultural changes that affect the market. Foreclosures and bankruptcy were designed to embarrass owners, as a dis-
incentive, but “in today’s world, that’s not the case anymore. They are ‘victims of the real estate market.’ Another cultural change after two or three decades of a very robust real estate market in which people were always trying to move up to a bigger, nicer house, “a lot of people are not stepping back, content to stay where they are. It affects the market.”
Business Journal • February 2011
PAGE 12
Will the new GeoDASHboards replace PowerPoint in 2011? The 2011 ShoreTRENDS Dashboard helped Salisbury’s Business Trend Analyst Dr. Memo Diriker concisely depict the current and expected health of the Eastern Shore at the 2011 Economic Forecast meeting (see it at http://beacon.salisbury.edu). The dashboard’s purpose is to synthesize survey results from the ShoreTRENDS 2011 1st quarter survey, and communicate the results and patterns within them, to the audience quickly and efficiently. When one interacts with this dashboard, it becomes clear that regional optimism seems to be growing across the board. Yet, there are industry specific nuances that inform us in a very clear and visual manner that in a number of industry sectors the outlook is not as rosy. Visually displaying and identify-
ing trends is an objective of charts and maps. Similarly, the ability to encapsulate many trends into one visual is a strength of this type of Dashboard. The ShoreTRENDS Dashboard gives the user the ability to select just what they want to show in the chart in an intuitive manner, and allows them to display the trend over time. This and other highly interactive and user-friendly business and economic development dashboards are the products of the regional GeoDASH Initiative. This initiative is a cooperative venture of the Business, Economic, and Community Outreach Network (BEACON) of the Franklin P. Perdue School of Business and the Eastern Shore Regional GIS Cooperative (ESRGC) of the Richard A. Henson School of Science and Technology at Salisbury UniverContinued to page 23
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Business Journal • February 2011
PAGE 13
Francis shares his journey and expertise at Economic Forecast By Carol Kinsley
James L. Francis, president and CEO of Chesapeake Lodging Trust, was the keynote luncheon speaker at the 2011 Economic Forecast. He offered his thoughts on the general economy and related the cycles of his industry to the broader economy to emphasize the importance of understanding business cycles. Francis opened his analysis by stating, “Things are getting better. Interest rates are low, but rising. Corporate profits have returned to peak levels.” He sighted some troublesome issues: unemployment, health care and the weak housing market. On the positive side are the government stimulus, low interest rates, a weak dollar, improving construction statistics and a significant amount of cash on corporate balance sheets. These mean more travel, which is good for Francis’ business, four-star hotels. Francis displayed photos of impressive hotels he and his stockholders own as part of Crestline Capital Corp. He discussed how Crestline was acquiring real estate at a rapid pace, but “felt things soften” before 9/11 — having no idea, of course, what would happen on that date. With the economy softening and asset prices still going up, he believed asset prices couldn’t stay at those levels, so he and investors cashed out, earning an acceptable return of $20 per share on the investment. Within a few years, he started Highland Hospitality Corp. and was buying again. Francis purchased $600 million in properties the first year, 2004, for Highland; another $700 million in hotels the next year. But soon, the debt markets were out of control and he felt a softening of the economy again. He saw subprime lending in the commercial market business. It drove asset prices through the roof. “I can’t buy at these prices,” he realized. “I can’t create value for my shareholders.” He got out of business again, closing the deal in July 2007. For an initial investment of $10 a share, his stockholders got $19.50. In August 2007 he began the first round of seizing up debt pockets. “If we hadn’t sold, my shareholders and I “would have lost an enormous amount of money.” Francis’ new firm, Chesapeake Lodging Trust, was started last year and has purchased several other fourstar hotels. “I would have started the new company earlier, but it was hard to raise capital under the circumstances,” he explained. He’s not buying at a “fire sale,” he said, but there are a lot of transactions out there, and a lot of people who cannot refinance. “Most owners of hotels don’t have the ability to go back to their investors for more capital. The
Keynote speaker for the Economic Forecast luncheon was Jim Francis, CEO & trustee for Chesapeake Lodging Trust. From left are Jim Francis; Dr. Bob Wood, Dean of the Franklin P. Perdue School of Business; Dr. Memo Diriker, BEACON of Salisbury University; and Brad Bellacicco, SACC. Dr. Wood and Dr. Diriker both made presentations during the Economic Forecast program.
Actively acquiring four-star hotel properties for Chesapeake Lodging Trust, Jim Francis carefully watches cycles in the hotel industry. We are on the upswing now, he said.
brands are more intense; they need capital, and that drives occupancy.” Francis expects his company to double in size this year. He expects moderate growth in the overall economy for the next few years. “Unemployment is sticky. It will tick down slowly.” The point of Francis’ story is that the hotel industry sees cycles in which occupancy drops, rates drop, then the economy rebounds, occupancy rebounds and rates eventually go up. These cycles are often tied to the na-
tional economy. Success in the hotel industry, as in any business, depends on reading the signs and reacting to the cycles. You must buy during the growth and sell before the bottom fails out. “Whatever your business is — I don’t know what drives your demand/ supply, but most business comes down to supply/demand. I don’t mean it’s easy to forecast, but if you’re running a business, you need to understand cycles. Cycles do repeat, but they aren’t
all the same. “You can make a lot of decisions, but you have to be prepared for cycles, have contingency plans, have the right capital structure to match your cash flow structure.” He warned, “Be careful of the herd mentality. If you’re early in the herd, fine. But if you’re in the back of the herd... remember, ‘pigs get slaughtered.’ It’s okay to leave a little money on the table. “Leverage is a double-edged sword. Leverage prudently for your business.”
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Business Journal • February 2011
Health
Children’s National partnership Peninsula Regional Medical Center (PRMC) and Children’s National Medical Center have expanded pediatric services for children and families on the Delmarva Peninsula. Beginning in February, Children’s National hospitalists (hospital-based pediatricians) will begin their services and later in spring 2011, Children’s National neonatologists (physicians who provide care to premature and sick newborns), will direct and provide care in Peninsula Regional Medical Center’s Neonatal Intensive Care Unit (NICU), the Newborn Nursery, the Pediatric Inpatient Unit, and will be available for consultation in the Emergency Department. These Children’s National physicians will be available 24 hours a day, 7 days a week, every day of the year. “Teaming with Children’s National guarantees Delmarva parents that we are committed to taking our existing pediatric and NICU programs, which are already outstanding, and making them exceptional through this alliance of clinical staff and services,” said Dr. Peggy Naleppa, MS, MBA, FACHE, president/CEO, Peninsula Regional Medical Center. The collaboration, locally, creates an affiliation with one of the nation’s most respected children’s healthcare providers. With nearly a century and a half of experience, Children’s National will help to ensure that PRMC’s pediatric and NICU processes best meet patient needs. Additional benefits include shared clinical knowledge and best practice ideas between the hospitals,
possible expansion opportunities based on identified community needs, new research opportunities, physician recruitment improvements, and seamless transfer, when necessary, to the specialized services provided at the main location of Children’s National. Pediatric hospitalists previously employed by PRMC have joined the medical staff at Children’s National and will continue to provide care at the Medical Center. Children’s National is also providing additional physician coverage. No clinical staff positions at Peninsula Regional were eliminated as a result of the collaboration. Children’s National Medical Center is the only exclusive provider of pediatric care in the metropolitan Washington, D.C. area and is the only freestanding children’s hospital between Philadelphia, Pittsburgh, Norfolk and Atlanta. Serving the nation’s children for 140 years, Children’s National is a proven leader in the development and application of innovative new treatments for childhood illness and injury. “Children’s National is pleased to work with Peninsula Regional Medical Center to enhance pediatric care for children and families throughout the region,” said Peter R. Holbrook, MD, chief medical officer, Children’s National Medical Center. “Given the level of training required for specialists in pediatrics, and especially in neonatology, the trend is toward collaborations like this one between PRMC and a highly specialized pediatric medical center like Children’s National.”
UNITED WAY DONATION - Peninsula Regional Medical Center’s employee contributions totaled $156,000 for the medical center’s annual United Way Campaign. Making the donation to the United Way are, from left, Peggy Naleppa, PRMC president/CEO; Tim Feist, PRMC vice president, performance improvement/patient safety officer and United Way board president; Warner Crumb, PRMC executive director of orthopaedics and neurosciences; Gwyn Kravec, PRMC director HIM, privacy officer; Kathleen Mommé, United Way, executive director; Amy Luppens, United Way donor relations director; and Mike Langley, United Way board member and Wicomico County campaign chairman.
Pediatric Neonatologist Laura Kelley, MD, left, examines 7 month old Mackenna Foreman in the pediatric unit at PRMC as Mackenna’s mother Christina Foreman looks on. Photo by Roger Follebout, PRMC.
Business Journal • February 2011
Heart Institute hosts conference
The 15th annual Coastal Cardiovascular Conference presented by the Guerrieri Heart & Vascular Institute at Peninsula Regional Medical Center will be held at the Hyatt Regency Chesapeake Bay Golf Resort, Spa & Marina in Cambridge, on Saturday, Feb. 26. The conference, which is designed to benefit all allied healthcare professionals who care for patients with cardiac and cardiac related diseases, features nine local and national speakers who present a wide variety of topics that relate to a clinically oriented, multidisciplinary approach to cardiovascular disease prevention and management. Continuing education credits will be provided. Registration is $50 and the registration deadline is Feb. 12. For more information, contact Pam Caldwell BSN, RN at 410-543-7026 or Steve Wilson PA-C at 410-543-7123. Call the Hyatt at 410-901-1234 to make room reservations.
PRMC offers first aid/CPR
Peninsula Regional Medical Center is offering a Heartsaver First Aid/CPR course from 6 to 9:30 p.m. on Wednesday, Feb. 16 and Thursday, Feb. 17, in the Avery W. Hall Educational Center on the Peninsula Regional campus. This two-night course combines onthe-scene first aid training with CPR (Adult, Infant and Child) and the use of the Automated External Defibrillator (AED). The course will teach attendees the type of emergency and lifesaving techniques they can administer between the time an accident occurs and professional assistance arrives. Those encouraged to participate include law enforcement officers, firefighters, flight attendants, lifeguards, childcare workers, scout leaders or any concerned citizens. The tuition cost is $135. Pre-registration is required. For more information, call 410-543-7126 or visit the Classes and Events section at www.peninsula.org for online registration.
Dr. Daniels joins office
Daniel K. Daniels, MD, a specialist in Gastroenterology and Internal Medicine, has joined Peninsula Regional Gastroenterology Medicine in Salisbury. Dr. Daniels received his medical school degree from Aristotelean University in Thessaloniki, Greece. He did residency in Internal Medicine for three years Daniels at the University of Virginia Hospital with an additional year as chief resident. He then completed two year fellowship training in Gastroenterology and Liver Disease at University of Missouri, Columbus, Mo. Dr. Daniels is certified by the American Board of Internal Medicine and Gastroenterology. Dr. Daniels has been voted by American Consumer Agency as one of “America’s Best Doctors” since 2003.
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Leonard promoted at PRMC
Dr. Peggy Naleppa, president/CEO of Peninsula Regional Medical Center in Salisbury, has announced that Steve Leonard has been promoted to vice president of Operations Optimization and Innovation. Leonard will now oversee the Medical Center’s Pharmacy, Materials Management, Laboratory, Operational Performance Improvement and Information Systems departments. This Leonard division and Leonard’s advancement is a recognition of the demands of healthcare reform to work more efficiently and effectively with fewer resources to meet patient needs. Leonard, who most recently served as the eexecutive director of Operational Performance Improvement, has been with PRMC since 2003. He is a graduate of Florida Atlantic University with a bachelor’s degree in management and finance, and also earned his MBA from Salisbury University. Leonard is a fellow in the American College of Healthcare Executives, has served as an examiner for the Malcolm Baldrige National Quality Award in 2009 and 2010, and is a certified Six Sigma Black Belt by the American Society for Quality. He is also an adjunct faculty member of the Perdue School of Business at Salisbury University. Leonard’s new position had been vacant following Cindy Lunsford’s promotion to executive vice president/ chief operating officer one year ago.
Beckwith receives certification
Coastal Hospice and Palliative Care announces that Human Resources Manager Valerie Beckwith was recently certified as a Professional in Human Resources by the Human Resource Certification Institute. The HR Certification Institute is the credentialing body for HR professionals and is affiliated with the Society Beckwith for Human Resource Management, the world’s largest organization dedicated exclusively to the human resource profession. Beckwith is a member of the local SHRM chapter.
Peninsula Imaging accredited
Peninsula Imaging, LLC in Salisbury, has been awarded a three-year term of accreditation in Magnetic Resonance Imaging (MRI) as the result of a recent survey by the American College of Radiology (ACR). The ACR awards accreditation to facilities for high practice standards after a peer-review evaluation conducted by board-certified physicians and medical physicists who are field experts.
PRMC labs receive accreditation
The laboratory and arterial blood gasses (ABG) lab at Peninsula Regional Medical Center have both been awarded
LABINAL SUPPORTS UNITED WAY - Labinal Salisbury, formerly Harvard Custom Manufacturing, Inc., recently presented the United Way of the Lower Eastern Shore with a check for $41,265 representing employee and corporate gifts for the 2010 campaign. Last year, the company was #5 in the United Way’s “Top 25” list of the most giving community partners. From left, Ginny Reid-Matern, United Way board member, and Kathleen Mommé, executive director of United Way of the Lower Eastern Shore, accept a check from Carmel Gray-White, Janet Phillips and Helena Hearne of Labinal Salisbury. The donation will help the United Way fund 57 critical programs to aid the less fortunate on the Lower Eastern Shore.
accreditation for the “excellence of service provided” by the Commission on Laboratory Accreditation of the College of American Pathologists (CAP) based on the results of a recent on-site inspection. Laboratory Administrative Director Robin Mandelson and Medical Director Patrick O’Reilly Jr., MD plus ABG Coordinator Tom Russ, Medical Director Gregory Thompson, MD and Respiratory Services Director John Morcom were all congratulated by the on-site
inspection team for being among a select group of laboratories nationwide to meet the rigorous guidelines established to help ensure the highest standards for patient care. Peninsula Regional’s labs are among an elite group of 7,000 CAP-accredited laboratories in the United States. The CAP designation has been continuously awarded to the Peninsula Regional lab for over 35 years. The ABG lab has received that honor for the past 11 years it has been surveyed.
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Business Journal • February 2011
Business After Hours John B. Parsons Home
Jennifer Byrd, Landmark Insurance; Bob and Linda Heim, Robert Heim Realty Group/ Remax Premier; with Stacey Weisner, Delmarva Zoological Society, Inc.
Harrison Saunders, director of the Physical Plant at John B. Parsons Home; Jay Hambright, executive chef; Ellen Saunders, owner and director of marketing for John B. Parsons Home and Dawn Carey, executive director.
Hunter Johnston and Mike Gibb from Inacom Information Systems.
The Salisbury Area Chamber of Commerce was pleased to have John B. Parsons Home invite our chamber members to a Business After Hours on Tuesday, Dec. 21, 2010. Located at 300 Lemmon Hill Lane, the John B. Parsons Home has been a member of the Salisbury Chamber since 1993. As part of the Harrison Senior Living family, the John B. Parsons Assisted Living Community accommodates residents in a beautiful, stately mansion on lovely landscaped grounds. The interior boasts an elegant ambiance enhanced with fine art and antiques that complement the historic architecture of the residence. Family members and friends enjoy visiting in cozy parlors and sunrooms or spend the day on porches filled with rockers. The John B. Parsons Assisted Living Community is recognized as a pioneer of assisted living facilities on the Eastern Shore of Maryland. The community has served seniors in the Salisbury area with devotion and dignity for over 100 years. If you are looking for assisted living accommodations for a loved one, visit www.harrisonseniorliving. com or call 410-742-1432 for more information. Thank you again to the owners and staff of John B. Parsons for hosting their Business After Hours - you started everyone’s holiday week on a great note!
TELAMON TELAMON CORPORATION CORPORATION ANNOUNCES SERVICE ANNOUNCES NEW NEW SERVICE Telamon Corporation’s Delaware and Maryland Offices have been awarded funding from the U.S. Department of Housing and Urban Development to provide housing counseling for residents of Wicomico County in Maryland and Sussex County in Delaware. If you are a Real Estate Agency, Mortgage Company or Financial Institution and would like to partner with us in providing pre-purchase and post-purchase counseling to your customers, please call Jennifer Shahan at 410.546.4604 x122. Telamon Corporation is an equal opportunity provider and employer. Auxiliary aids and services are provided upon request for those persons with disabilities.
Business Journal • February 2011
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Once established, it’s hard to get rid of inflation By E. Tylor Claggett
Insights
The Chinese economy has seen two or three months of rising inflation as measured by the official CPI numbers. ...inflation arbitrarily This past October, the CPI and capriciously redisrose by 4.4 percent and in November, the CPI rose by tributes wealth. 5.1 percent when compared to the previous year’s like months. Obviously, Chinese cona fundamental and nasty problem. sumers have felt the uncomFirst, inflation attacks sectors of the fortable effects of these accelerating economy differently. For example, the price increases as they have gone about Chinese CPI inflation rates for the past their normal shopping. These effects two months were 4.4 percent and 5.1 have been greeted with distain in the percent, but it is generally acknowlmedia. There is no shortage of articles that attempt to explain why there is Chi- edged that inflation for food during the same period was several multiples nese inflation at this time, what should higher. (This is in spite of the governbe done to slow it down and when this inflation will subside. All of these make ment selling rice and other staples from for interesting reading. However, it may state storage facilities.) In addition, actual future inflation also be a good time for us in the U.S. to review why inflation is considered such is hard to predict and it accelerates and
ReSTORE ANNIVERSARY - Staff and volunteers at Habitat for Humanity of Wicomico County’s ReStore show off an anniversary cake donated by Sam’s Club of Salisbury for ReStore’s first anniversary party on Nov. 20. The anniversary event included free hot dogs and soda, giveaways, door prizes, a live remote radio broadcast by Cat Country and mystery discounts on merchandise. Thanks to Pepsi, LankfordSysco, Walmart of north Salisbury, Giant and Target for their donations.
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levels off unpredictably. Once inflation gets well established in an economy, it is difficult to get rid of it. It feeds on itself because people get conditioned to expect more inflation in the future. If the government is to be successful in ridding the economy of established inflation, it must inflect painful measures to change people’s habits and expectations. Therefore, the political will to really fight inflation is hard to come by – either in China or the U.S. Second, it is fair to say that inflation arbitrarily and capriciously redistributes wealth. Here are two examples. Retired people on fixed incomes suffer wealth losses due to high inflation, but workers that get pay raises that exceed the inflation rate actually become wealthier because their purchasing power increases. During times of high inflation, the owners of fixed-income securities lose wealth while many owners of common equity securities enjoy wealth increases because the companies they have invested in can increase the prices of the products they sell by more than the general rate of inflation. Arbitrary and capricious redistribution of wealth is unappealing to almost everyone. Third, and perhaps the most egre-
gious effect of inflation, is it makes decision making in all areas of the economy more difficult; thereby increasing the probability that a manager will make the wrong decision. Wrong decisions within an economy harm everyone, including international entities. Perhaps another example is necessary. Suppose a manager is trying to decide between new diesel powered equipment and new gasoline powered equipment and predicting the future cost of the respective fuels is critical to making the right decision. In a high inflationary environment, the manager may select the equipment powered by the fuel that increases in price more in the future and thus, his or her decision is wrong. This represents a misallocation of resources and the proper allocation of resources is essential to improved standards of living in the domestic economy as well as all over the world. In conclusion, increases in inflation have more pronounced, but maybe more subtle, consequences than the mere distastefulness of rising prices for consumers. About the author Dr. E. Tylor Claggett is Professor of Finance at Salisbury University, Salisbury.
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Interfaith Prayer Breakfast
Tickets are available for the University of Maryland Eastern Shore’s 9th annual Interfaith Prayer Breakfast. The event will be Friday, Feb. 25, in the Student Services Center ballroom starting at 8 a.m. This year’s guest speaker will be Justine Willis Toms, a radio talk show personality and author of “Small Pleasures: Finding Grace in a Chaotic World.” Toms and her husband, Michael, can be heard Sundays at 2 p.m. on WESMFM (91.3) as co-hosts of an hour-long show, “New Dimensions.” Tickets are $40 or $350 for a table of 10. Proceeds support UMES scholarships. Call 410-651-6102 for more information.
Gift supports political interns
Three University of Maryland Eastern Shore students contemplating careers in politics will get a full semester of academic credit this spring while working for state lawmakers during the 2011 General Assembly session. A $15,000 donation from Salisbury attorney Clover Kenneth D. L Gaudreau enabled UMES to launch a political internship program a year ago. Program coordinator Kathryn Barrett-Gaines, a history professor, recruited three new participants this year - Phylicia Henry, Clifford Glover Henry and Sade Parker. Criminal justice major Phylicia Henry, a senior from Largo, will work for Del. Melony G. Griffith, District 25 (Prince George’s County). History major ClifParker ford Glover, a junior from Silver Spring, will work for Del. Luiz Simmons, District 17 (Montgomery County). Criminal justice major Sade Parker, a senior from Upper Marlboro, will work for the Legislative Black Caucus. Gaudreau’s gift is used for stipends to help the interns pay expenses while living in the Annapolis area. UMES students will work as fulltime office staffers, conduct research directed by Barrett-Gaines, keep a journal recording their experiences and write reports. Each will receive 12 credits toward their degree requirements.
Facebook marketing course
Business owners can learn how to create a customized professional presence, increase online visibility, promote events and regulate content to different groups by taking “Marketing Your Business with Facebook,” which is being offered by the continuing education division at Wor-Wic Community Col-
Business Journal • February 2011
Education lege on two Tuesdays, Feb. 15 and 22, from 6:15 to 9:15 p.m., at the college campus on the corner of Route 50 and Walston Switch Road in Salisbury. Students are required to have an active account and basic experience using Facebook. For more information, call 410-3342815 or visit www.worwic.edu. The Community Foundation of the Eastern Shore is offering scholarships for nonprofit organizations interested in this course. For more information about these scholarship opportunities, visit www.cfes.org.
New history course
Learn about the writings, discoveries, adventures and challenges of pioneer women from 1840 through 1910 by taking “Letters and Journals of Pioneer Women,” a new course being offered by the continuing education division at Wor-Wic Community College on Tuesdays, Feb. 22 through March 29, from 9:30 a.m. to noon, at the college campus. For more information, call 410334-2815 or visit www.worwic.edu.
Landscaping course
Landscape designers, contractors and homeowners can learn about different types of woody plants and conifers used for landscape design by taking “Woody Plants and Conifers –Introduction,” which is being offered by the continuing education division at Wor-Wic Community College on Wednesdays, Feb. 23 through March 30, from 6:30 to 8:30 p.m., at the college campus in Salisbury. For more information, call 410-3342815 or visit www.worwic.edu.
Employee motivation seminar
Learn how to inspire your staff to greater productivity and efficiency by taking “Motivating Employees,” a oneday seminar being offered by the continuing education division at Wor-Wic Community College on Tuesday, Feb. 15, from 9 a.m. to 4 p.m., at the college campus on the corner of Route 50 and Walston Switch Road in Salisbury. For more information, call 410-3342815 or visit www.worwic.edu.
New QuickBooks course
Builders, electricians, plumbers and other contractors can learn how to use QuickBooks Professional 2009 with job tracking and management tools such as job costing, estimating, invoicing and accounting, by taking “QuickBooks Solutions for Contractors,” a new course being offered by the continuing education division at Wor-Wic Community College on Thursdays, Feb. 10 through March 3, from 6:15 to 9:15 p.m., at the college campus on the corner of Route 50 and Walston Switch Road in Salisbury. For more information, call 410-3342815 or visit www.worwic.edu.
Supply management course
Business owners can learn about carbon imprints, the cap process, global regulations and the impact of the green
movement on supply decisions by taking “Bringing Green into Supply Management,” which is being offered by the continuing education division at Wor-Wic Community College on Wednesday, Feb. 23, from 9 a.m. to 4 p.m., at the college campus. For more information, call 410-334-2815 or visit www.worwic.edu.
Time management seminar
Learn how to plan, organize information, deal with interruptions and maintain productivity by taking “Time Management and Organizational Skills,” which is being offered by the continuing education division at Wor-Wic Community College on Tuesday, March 1, from 9 a.m. to 4 p.m., at the college campus on the corner of Route 50 and Walston Switch Road in Salisbury.
Free résumé workshop
A free résumé workshop called “Take Your Résumé from Fizzle to Sizzle” will be held on Monday, Feb. 28, from 5 to 7 p.m., in Room 105 of Henson Hall at Wor-Wic Community College in Salisbury. Topics will include effective résumé writing and job fair networking. The workshop is designed to help students, alumni and members of the community prepare for the college’s job fair on
Thursday, March 24. Pizza and soda will be served to participants. To reserve a seat, contact career services at (410) 334-2903 or careerservices@worwic.edu by Friday, Feb. 18.
Truck driver training orientation
The next Class A and B commercial truck driver training courses offered by the continuing education division at Wor-Wic Community College will begin in February at the Holly Center in Salisbury. Commercial truck driver training at Wor-Wic is designed to help students acquire the skills and knowledge required to take the state examination to earn a commercial driver’s license (CDL). The Class B CDL license enables drivers to operate dump trucks, tankers and other delivery vehicles. The Class A CDL license allows drivers to operate tractor trailers and other large trucks, as well as Class B vehicles. The orientation session for Class A and B training will be held two weeks prior to the start of classes, on Monday, Feb. 14. Both classes will begin on Monday, Feb. 28, and will continue to meet Monday through Thursday from 7 a.m. to 5:30 p.m. Class B training is six weeks and Class A training is eight weeks long. For more information, call 410-334-2815 or visit www.worwic.edu.
Business Journal • February 2011
IT decision: custom vs. off-the-shelf software? By Kevin Justice
SU Celebrates African-American History Month By Vaughn White SU Multicultural Student Services Director
Matice Interactive
Every business will face a time when they need to have a software application to support a function in their company. It may be for accounting or managing inventory or a website. Sometimes you know exactly what you want. You’ve read about the software, you believe its features will improve your business model and you can afford it. But is that really all you should consider? Let’s investigate the core differences: Price Most people think custom development is much costlier than off-the-shelf software. For a $200 word processing application that is true. But when you get into much larger systems that support specific business needs that may or may not be the case. A $40,000 customer service application may get you up and running quickly. But a custom solution may cost less as it can focus on your core needs and not include all of the extra features that you won’t utilize. For the masses Off-the-shelf software is usually designed for a broad spectrum of users – but not all. Case in point is that Microsoft Word is a great word processor for most of us. But ask a law firm and there’s a good chance that they have other business specific tools for tracking the multitude of changes in a contract or agreement. If the need that you are trying to meet is generic, you’ve made a strong case for off-theshelf software. But when you think about how your company works with a customer or fulfills an order or provides services, there’s a good chance that you have built processes that are unique to your organization. These differences are what distinguish you from your competitors. Do you want to generalize those processes to fit an off-the-shelf software package possibly forfeiting your competitive advantage? Updates and upgrades Unfortunately, updates mean change. Your users will probably not like updates on face value, but depending on what it is, they may be happier in the long run with enhanced usability, stability and features. With some software (like Windows) you get weekly updates. And sometimes those updates actually create more problems than solutions. Most software stays on a yearly update schedule that many are accustomed to. But in the custom world you aren’t tied to someone else’s development schedule. If your business model hasn’t changed, why change your software? Why go through the expense of licensing and training? Conversely, when you need to make a change because your business has changed, are
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you going to wait for an off-the-shelf update to hopefully help you? Custom software means that you control your schedule based on your needs and your budget. Customizing off-the-shelf - a.k.a. The Frankenstein Approach If an off-the-shelf package has 80% of the functionality that you need and a means of allowing you to customize it, wouldn’t it make sense to customize the extra 20% that is required for your business? Maybe? Sometimes upgrades to off-the-shelf software will require that you update your custom components or rebuild them altogether. Sometimes there is no issue whatsoever. What will help you make this decision is how much you are customizing it. If you are changing 5%, go for it. If you are changing 50% to meet your needs, you may be much better off with another off-the-shelf package or a fully custom solution. Regardless of how much you customize it, the support for this type of a solution is going to be more than either of the other scenarios because no one is the expert of this system. It’s from separate companies with separate experts and you can surely expect finger pointing when things go bad. The best answer Every scenario is different and there is no single best answer for what to do. Sometimes off-the-shelf is the best solution, sometimes custom, and even sometimes a Frankenstein is not so bad. The right answer is to call in the experts and talk to them about your needs and let them advise you to the direction you want to go. Your IT manager, consultant or one of the many tech companies in our Chamber are here just for this purpose. About the author Kevin Justice is the CEO for Matice Interactive, a marketing, advertising and PR agency in Salisbury that specializes in web development. You can reach him at Kevin.Justice@MaticeInteractive.com or 410-858-4775.
This year, the United States commemorates two milestones: 150 years since the beginning of the Civil War and the 85th year of the celebration now known as African-American History Month. Honoring these two anniversaries, the Association for the Study of African-American Life and History has announced “AfricanAmericans and the Civil War” as the theme of this year’s African-American History Month. Salisbury University joins in this celebration with a series of events relating to African-Americans in the Civil War and beyond. In 1934 the Federal Writer’s Project (FWP) sent hundreds of writers to interview the few thousand former slaves still living in the United States, who were well into their late 80s to early 100s. The FWP recorded over 40,000 pages of transcripts, from which actor Harlin Kearsley created the 90-minute stage production, Voices: Those Who Wore the Shoe. SU’s series begins with the return of this drama 7:30 p.m. Tuesday, February 1, in the Wicomico Room of the Guerrieri University Center. Voices is the stage adaptation of the historic interviews, allowing audiences to explore slavery and its aftermath through the words of those who actually experienced it. SU Dining Services hosts its annual Soul Food Dinner featuring the Bernard Sweetney Jazz Quartet 4:30-7:30 p.m. Thursday, February 10, in the Commons. Admission is $10.67, $6.48 for ages 6-12, free for children age 5 and under. Those attending the dinner are invited to join other community members for a second event that evening. From Duke Ellington to Chaka Khan, SU takes a “hip trip” through the evolution of AfricanAmerican music during the presentation “Soul Sounds” at 7 p.m. in the Wicomico Room. The unique program blends live performances with video images, including archival film footage of jazz legends Bessie Smith and Billie Holiday. Other musicians
highlighted include Smokey Robinson and the Miracles, James Brown, Aretha Franklin, Marvin Gaye, and Whitney Houston. It is presented by Key Arts Productions, Inc. Local historians Rudolph Stanley and Newell Quinton inaugurate the speakers’ series with “The Families of San Domingo,” recalling those who lived in that Wicomico County community founded by free African-Americans in the early 1800s. The talk is 7 p.m. Thursday, February 3, at the Edward H. Nabb Research Center for Delmarva History and Culture in SU’s East Campus Complex, 190 Wayne St. Dr. Christopher Whitt, SU alumnus and professor of political science and African studies at Augustana College, IL, keynotes the series with his talk “Race, Wealth and Inequality in American Government and Politics: Rooted in Slavery and the Aftermath of the Civil War.” He speaks at 7 p.m. Thursday, February 24, in the Wicomico Room. The series culminates with the Nabb Research Center’s panel discussion “Eastern Shore AfricanAmericans in the Civil War” 7 p.m. Wednesday, March 9. The talk features descendants of soldiers who joined the “U.S. Colored Troops” during the Civil War or the “Buffalo Soldiers” following it. Other related events include a workshop on African-American family history 10 a.m.-1 p.m. Saturday, April 2, in the Nabb Center Gallery. Call 410-543-6312 for reservations. Admission to all events is free unless otherwise noted. The public is invited. For more information call 410-548-4503 or visit the SU Web site at www.salisbury.edu. We hope you will join us.
Business Journal • February 2011
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Name
Contact
Business Journal Directory Phone
Fax
Website
ADVERTISING Morning Star Publications, Inc. Melissa Perdue 302-629-9788 302-629-9243 mperdue@mspublications.com 951 Norman Eskridge Hwy., Seaford, DE 19973 302-841-0887 _________________________________________________________________________________________________________________________________________________________________________ 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 chrisrobininc@aol.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 _________________________________________________________________________________________________________________________________________________________________________ COMMERCIAL BROKERAGE Rinnier Commercial Blair Rinnier, CCIM 410-742-8151 410-742-8153 rinnier.com bmail@rinnier.com 218 East Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ CONSTRUCTION Malone Homes Jason Malone 443-260-4775 443-260-1769 malonehomesmd.com manlonefarmsllc@aol.com PO Box 1109, Allen, MD _________________________________________________________________________________________________________________________________________________________________________ Ruark Builders Barbie Hanneman, VP 410-749-0193 410-860-4875 ruarkhomes.com bhanneman@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 dabott@bankofdelmarva.com 2245 Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ INSURANCE Allstate Insurance Fred Pastore 410-860-0866 410-860-0869 allstate.com/fredpastore fredpastore@allstate.com 111 Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________ Atlantic/Smith, Cropper & Deeley Laura Deeley Bren 410-835-2000 410-835-2036 ascd.net lbren@ascd.net 7171 Bent Pine Rd., Willards, MD 21874 ________________________________________________________________________________________________________________________________________________________________________ Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 averyhall.com khayes@averyhall.com 308 E. Main St., Salisbury, MD 21801 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 ________________________________________________________________________________________________________________________________________________________________________ RPS ISG International Brad Sutliffe 410-901-0736 410-910-0836 isgintl.com Brad_Sutliffe@isgintl.com 204 Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________ Landmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 landmarkinsuranceinc.com charlie@ 30386 Mt. Vernon Rd., Princess Anne, MD 21853 888-651-2111 landmarkinsuranceinc.com ________________________________________________________________________________________________________________________________________________________________________ PRINTING DiCarlo Digital Center. Joey DiCarlo 410-749-9901 410-749-9885 dicarlodigitalcopycenter.com joey@dicarlo1.com 109 South Division St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ RECYCLING Delmarva Recycling Greg Stein 410-546-1111 410-543-9005 delmarvarecycling.com gstein@delmarvarecycling.com 909 Boundary St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ Cubes To Go Betsy Bradford 410-742-2100 410-742-3875 cubestogo.com info@cubestogo.com 102 Broadway St., PO BOx 238, Fruitland, MD 21826 ________________________________________________________________________________________________________________________________________________________________________ TIRE & AUTO CENTER Burnett White Dawn Tilghman 410-742-2222 410-543-4182 burnettwhite.com burnettwhite@cavtel.com 412 East Main St., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ WATER Sharp Water Lisa Rice 410-742-3333 410-543-2222 sharpwater.com lrice@sharpwater.com 129 Columbia Road, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________
Business Journal • February 2011 Business Journal • February 2011
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MCE board welcomes three
QUOTA CLUB GRANT - Quota Club International Salisbury contributed $2,750 to the Wicomico Public Library’s main branch to purchase early literature work stations from a grant created and funded through the Community Foundation of the Eastern Shore. From left are Quota Club Intl. members Geri Brimer, Emily Saulsbury, Paula Brown; Diane Walter, vice president, Quota Club Intl.; and Tom Hehman, director, Wicomico Public Library. Chartered in 1935, Quota Club Intl. Salisbury donates to several community organizations, provides scholarships for students and supports their annual Quota of Salisbury projects.
FACILITY DONATED TO CRISFIELD - Lifetime Brands, owner of the former Carvel Hall facility in Crisfield, has donated the property located on Crisfield Highway to the City of Crisfield for use as part of their new Industrial Park. Henry Hanna, senior national advisor for Sperry Van Ness-Miller Commercial Real Estate, helped both parties reach an agreement to allow the city to accept the donation of the 23 acres and the 70,000 sq.ft shell of the former Carvel Hall facility for no cost to be used in the planned Crisfield Industrial Park. Danny Thompson, director of the Somerset County Economic Development office and the Maryland Department of Environment officials worked throughout 2010 to bring this transfer to settlement. Mayor Purnell and the Crisfield city council will begin to execute the planning to include this new parcel in their overall plans for the new industrial park.
LAST UNIT SOLD - The Hanna Team of Sperry Van Ness – Miller Commercial Real Estate in Salisbury, announces they have sold the final office suite at The Fountains Condominiums on Sweetbay Drive in Salisbury. In 2010, the team marketed seven units and sold the last unit in early January. For more information, contact Henry. Hanna@svn.com or Wesley.Cox@svn. com.
Maryland Capital Enterprises, Inc. has added Rosa Rodriguez, Ronald Molock and Ira Wolfe to its 14-member board of directors. Rosa Rodriquez, a native of the Dominican Republic who migrated to the U.S. in 1985, is the regional manager for Telamon Corporation. Located Molock in Salisbury, Telamon is the state migrant and seasonal farm worker agency which operates several programs for migrants including English as a second language and a new entrepreneurial training program. Rodriguez Ronald A. Molock, a Wallertown resident, has been a realtor for nine years and is an agent with Lacaz Meredith of Long & Foster Realty in Cambridge. He is retired from Conectiv and is a longtime president of its credit union. Wolfe Dr. Ira S. Wolfe, an Ocean Pines resident, is founder and president of Success Performance Solutions, a workforce consulting firm that helps organizations find and hire the right employees and identify high-potential leaders. He helps his clients integrate social media into their marketing and recruiting strategies and has become a popular on-line social networking teacher on the Shore. Maryland Capital Enterprises is a non-profit micro-business finance and assistance agency formed in 1998 that provides loans and assistance to small businesses on Maryland’s Eastern Shore.
Business Journal Advertising Index The following Directory of Business Journal advertisers provides quick reference for your convenience. The number appearing before the name of the business refers to the page number where the ad appears in this edition of the Journal.
Cleaning 12 Git R Done Cleaning Services . . 632-1252 Coating and Covering 7 Pro Coat, LLC . . . . . 749-7491
Accessories 8 Trinkets . . . . . . . . . . 334-6006
Education 18 Wor Wic . . . . . . . . . . 334-2815
Architecture 23 AWB Engineers . . . . 742-7299
Employment 3 Express Employment . . . . . . . 860-8888
Advertising 5 Comcast Spotlight . . 546-6610 Automobiles & Services 4 Pohanka of Salisbury . . . . . . . . . 1-877-4-POHANKA 17 Sherwood of Salisbury . . . . . . . . . 548-4600
Farm Supplies 22 The Farmers and Planters Co. . . . 749-7151 Financial 7 Shore Bank . . . . . . . . . . . . . . . 24 PNC . . . . . . . . 877-BUS-BNKG
Health 15 Accurate Optical . . . . . . . . . . . 749-1545 14 Apple Discount Drugs . . . . . . . . . . . . . 543-8401 Heating & Air Conditioning 5 Mid-Atlantic Heating . . . . . . . . . . . 546-5404 Insurance 23 Avery Hall. . . . . . . . . 742-5111 Jeweler 10 Kuhn’s . . . . . . . . . . . 742-3456 Organizations 6 Jaycees Foundation. . . . . . . . . Power Equipment 9 Horner Honda . . . . . 749-6661
Real Estate 12 Remax/ Megargee. . . . . . . . . 880-3130 2 Sperry Van Ness . . . . . . . . . 543-2440 16 Telemon Corp. . . . . . 546-4604 Screen Printing 16 Chesapeake Screen Printing . . . . 749-7660 Technology 11 Matice Interactive . . . . -877-628-4234 Utilities 13 Choptank Electric. . . . . . . . 877-892-0001
Business Journal • February 2011
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RPS ISG helps Habitat Employees from local insurance office, RPS ISG International volunteered their time on Saturday, Dec. 18, to help Habitat for Humanity Choptank at their building site on Wright Avenue in Cambridge. Since its founding in 1992, Habitat for Humanity of Choptank has helped 50 families in Dorchester and Talbot counties achieve home ownership. For more information about RPS ISG International, call 800-336-5659 or visit www.isgintl.com.
Be prepared for an early and unwanted retirement By Kelley Selph Given the economic climate we’re in, you may one day be faced with a downsizing or otherwise forced Put as much as you to retire earlier than you can possibly afford into had planned. your 401(k) or other But even if that happens, you can still maintain conemployer-sponsored trol of your financial future plan. — if you make the right moves. Unfortunately, many of And that’s why you won’t want to us are ill prepared for events such as wait until early retirement is thrust forced early retirement. In 2009, more upon you before taking action. While people filed for Social Security than any year in history, with a big increase you’re still working, consider these steps: in the number receiving reduced ben• Boost your contributions to retireefits because they filed before their full ment plans. Put as much as you can retirement age. possibly afford into your 401(k) or And they paid a heavy price, too other employer-sponsored plan. Ev— 62-year-old workers who filed for ery time your salary goes up, try to benefits early lost about 25 percent of increase the amount you contribute to their monthly benefits over waiting your retirement plan. Also, contribute until their “full” retirement age of 66, regularly to your traditional or Roth according to the Social Security AdIRA. ministration. • Be prepared to rebalance your Of course, if you are forced to take an early retirement, you, too, may need portfolio. If you’re facing a forced early retirement, or even if you think to tap into your Social Security earlier it’s a possibility, you may want to rethan you planned. balance your portfolio to provide more But that’s just the beginning — you opportunities for income. might also need to start withdrawals Talk to your financial advisor about from your IRA and your 401(k) or income strategies appropriate for your other employer-sponsored retirement particular situation. plan, even though you had planned on • Build up cash accounts. Even durleaving those accounts intact for a few ing “normal” times, it’s a good idea more years. to keep an emergency fund, in cash or
Investing
other liquid vehicles, containing six to 12 months’ worth of living expenses. If you suspect a forced early retirement is heading your way, try to beef up your cash holdings as much as possible. • Repay any 401(k) loans. Once you’ve left your employer, you may be forced to repay a 401(k) loan within two months — an obvious hardship during a stressful time. • Work part-time. Even if you were forced to retire from one job, it doesn’t mean you couldn’t find another. This might be the perfect time to take a part-time job in an area in which you’ve always wanted to work. • Get some help. By consulting with a professional financial advisor, you may find that you actually can afford
to retire early. A financial advisor can help you develop those income and spending strategies that are appropriate for your situation. And the earlier you get this type of help, the more options you ultimately may have. You may not be able to avert an unwanted, early retirement, but by preparing for it, as far in advance as possible, you can improve your chances of maintaining the retirement lifestyle you’ve envisioned. About the author
Kelley M. Selph, AAMS, is a financial advisor for Edward Jones Investments. You can reach him at 410-860-1828.
The Farmers & Planters Co. FARM - FEED - SEED - LAWN - GARDEN - WILDLIFE Rt. 50 & Mill Street
Salisbury, MD 21801
410-749-7151 Phone www.farmersandplanters.com
Founded 1894
Southern States Feed & Seed:
Triple Crown * Legends * Reliance
Lime * Fertilizer * Pro Mix Fescue * Bird Seed Veg Seed * Dog & Cat Food Animal Health * Shavings Water Conditioning Salt Fencing * Gates
Southern States Dealer
Business Journal REGIONAL CHAMBER NEWSLETTER
The March edition of the Business Journal focuses on Agriculture and its importance to our local economy.
Contact your sales rep today
302.629.9788
sales@mspublications.com
Business Journal • February 2011
PAGE 23
GeoDASH Initiative helps paint picture of the Shore’s economy Continued from page 12
sity. The other partners of GeoDASH include the Mid-Shore Regional Council and the Tri-County Council of the Lower Eastern Shore of Maryland. The initiative is partially funded by the Economic Development Administration (EDA) of the U. S. Department of Commerce and the Maryland Department of Business and Economic Development (DBED). The GeoDASH Initiative develops tools and technical capabilities to better serve the Shore’s business and economic development community. The two champions of GeoDASH are Sarah Bunch, Economic Development and Transportation Planner at BEACON who emphasizes economic impact analysis and transportation planning, and Jim Garrity, The Eastern Shore Business and Economic Development Dashboard Specialist, on loan to the GeoDASH initiative from DBED. Beyond the ShoreTRENDS dashboard, GeoDASH has worked with several public, private and non-profit entities to develop many dashboards of different types. The ShoreTRENDS Dashboard is considered a pure Data Visualization dashboard. Three other types of dashboards by GeoDASH are Performance Management Dashboards; Geographic (Spatial Query) Dashboards,
and What-if Analysis Dashboards. Performance Management Dashboards present assessments of an employee, a process, a piece of equipment or any other key performance factor to gauge progress toward predetermined goals. The Real-Time Snapshot Dashboards serve as performance monitors for centralized organizations. A goal driven organization needs a real-time snapshot of progress day to day. These dashboards need to be simple yet communicative; able to give decision makers the information they need to keep the organization moving forward; helping them see patterns, track progress, and identify areas of concern. Geographic (Spatial) Query Dashboards utilize GIS tools and know-how. The Geographic Information Systems (GIS) approach is an incredibly useful data management, spatial analysis and decision making tool which makes unanswerable questions answerable. GIS analysis requires intense training, expensive software, and specific data. The executive, who seeks answers to these difficult questions, without a staff dedicated to GIS, will meet major barriers. A Spatial Query Dashboard seeks to bring the power of GIS into the hands of all decision makers to answer difficult questions.
What-if Analysis: GeoDASH can build dashboards using simple Microsoft Excel spreadsheets to help decision makers perform sensitivity analyses.
Calculations can be made, data can be further analyzed, and charts, maps and diagrams can be created to explore various scenarios for a given situation.
MRI ACCREDITATION - Peninsula Imaging, LLC in Salisbury, has been awarded a three-year term of accreditation in Magnetic Resonance Imaging (MRI) as the result of a recent survey by the American College of Radiology (ACR). The ACR awards accreditation to facilities for the achievement of high practice standards after a peerreview evaluation of the practice. Evaluations are conducted by board-certified physicians and medical physicists who are experts in the field.
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KENNY OGILVIE / OWNER EHS SUPPORT, INC. ENVIRONMENTAL AND SAFETY CONSULTANCY PITTSBURGH, PA SINCE 2005 14 EMPLOYEES
BEING IN 8 PLACES AT THE SAME TIME CHALLENGE: Kenny’s employees cover eight states, which made managing billing, payroll and other expenses complicated and time consuming — and spread Kenny thin. He needed a better way to manage cash flow.
ACHIEVEMENT: EHS Support doubled in size in just two years — and continues to hire and expand. Kenny’s on top of his payments and more connected to his team than ever. WATCH KENNY’S FULL STORY at pnc.com/cfo and see how PNC CFO: Cash Flow Options can help solve your business challenges. Call 1-877-BUS-BNKG or visit a PNC branch to start your own Cash Flow Conversation today. ACCELERATE RECEIVABLES IMPROVE PAYMENT PRACTICES INVEST EXCESS CASH LEVERAGE ONLINE TECHNOLOGY ENSURE ACCESS TO CREDIT
The person pictured is an actual PNC customer, who agreed to participate in this advertisement. EHS Support’s success was due to a number of factors, and PNC is proud of its role in helping the company achieve its goals. All loans are subject to credit approval and may require automatic payment deduction from a PNC Bank Business Checking account. Origination and/or other fees may apply. 1 Subject to credit approval. PNC Bank, National Association is the creditor and issuer of the PNC Bank Business Credit Cards. BBK-4919 ©2011 The PNC Financial Services Group, Inc. All rights reserved. PNC Bank, National Association. Member FDIC
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SOLUTION: Kenny and his PNC banker had the Cash Flow Conversation. Soon afterwards, Kenny was using online tools to take control of payroll and vendor billing from anywhere. Business credit cards1 were also issued, making it easier for him and his employees to manage day-to-day expenses.