Salisbury Business Journal

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

Oliver Wendell Holmes, Jr.

A NDERSON F ENCE C OMPANY

M ARSHALL M ANAGEMENT , I NC .

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

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

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

Mike Rabasca, Owner

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

Matt Drew, Executive Vice President

F ULLER H ALL & A SSOCIATES , I NC .

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

Mike Marshall, President & CEO

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

Constance H. Strott

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

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

Robert L. Stephens, CPA, MS, Partner

Steve Fuller, President

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

|

410-334-3636

®

CREATING A NEW STANDARD IN BANKING

www.baynational.com

Business Journal

• March 2009

PAGE 3

Director’s Journal

SBA to receive $730 million from American Recovery Act

By Brad Bellacicco

SACC Executive Director

The American Recov-

The Maryland General ery and Reinvestment Assembly began the session in January with a real fear Act includes $787 of how they would fund the operations of the state in billion for hundreds of the current recession. But programs. the Federal government has ridden over the hill like the cavalry coming to the rescue with millions of dollars.

Unfortunately, now some planned this year have a continuing of the legislators and special interest source of funding for the life of the groups lobbying them want to get back project. We must avoid continuing the into expanding existing programs or structural deficit. creating new ones. If the revenue is The American Recovery and Reinslow returning to pre-recession levels vestment Act includes $787 billion for and there are no continued bailouts, hundreds of programs. Some may actuMaryland will just have moved the ally help the economy. Most of the rest budget shortfall problems out a year are designed to help people who are in or two. Hopefully the General Assemneed. Some of the money of course will bly will insure any ongoing programs

go to pet projects, but this is politics and that is how it works.

Regardless of where your political allegiance may lie, everyone agrees that something needs to be done to speed the nation towards a rapid recovery. Everyone is suffering to some degree.

A recent US Chamber poll found nearly 25% of respondents expect a stronger economy in six months, up from 21% in August. Some 40% expect a weaker economy, down from 41% in August. About 35% expect the economy to be the same in six months.

At a February economic program organized by Brad Gillis of Sperry Van Ness, a BB&T economist predicted the current quarter would be as bad as the last (down 3.8%), but that should be the bottom.

Some 40% of respondents said that they have experienced greater difficulty obtaining a loan. When asked what would best stimulate the economy the business leaders surveyed favored: • Investing in infrastructure 23.9% • Reducing corporate capital gains rate 18.7% • Issuing a tax credit for the purchase of vacant homes coupled with a mortgage rate buy down provision 18.7% • Extending the reduced tax rate on dividends and capital gains 16.4% • Issuing tax rebate checks 11.9% When our new Congressman Frank Kratovil visited the Chamber on February 16, he was optimistic that the compromise reached in the final version of

INDEX

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

2008-2009 Salisbury Area Chamber of Commerce Officers President President Elect Vice President Vice President Vice President Secretary/Treasurer Asst. Sec./Treasurer Legal Counsel Asst. Legal Counsel Past President

Michael Kleger J. Scott Robertson Al Chandler Dawn Tilghman Sandy Angello Ernie Colburn Gary Gaskill James Sarbanes Matthew Maciarello Philip L. Tilghman

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

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

Ad Directory . . . . . . . . . . . . . . . . . . . . 34 Ambassador Spotlight . . . . . . . . . . . . 11 Barometer . . . . . . . . . . . . . . . . . . . . . . 9 Business After Hours . . . . . . . . . . 8, 10 Business Directory . . . . . . . . . . . . . . 24 Business Mix . . . . . . . . . . . . . . . . . . . 16 Calendar . . . . . . . . . . . . . . . . . . . . . . 21 Chamber news . . . . . . . . . . . . . . . . . . 4 City of Salisbury . . . . . . . . . . . . . . . . 28 Coaching . . . . . . . . . . . . . . . . . . . . . . 15 Committee Spotlight . . . . . . . . . . . . . 31 Education . . . . . . . . . . . . . . . . . . . . . 30

the Stimulus package was acceptable.

With 60% going to spending and 40% of the assistance in the form of tax reductions the package represented an acceptable mix with a minimum of waste and pork spending.

The stimulus bill includes $730 million to Small Business Administration and makes changes to the agency’s lending and investment programs so that they can reach more small businesses that need help. The funding includes: • $375 million for temporary fee reductions or eliminations on SBA loans and increased SBA guaranteed shares, up to 90 percent for certain loans • $255 million for a new loan program to help small businesses meet existing debt payments • $30 million for expanding SBA’s Microloan program, enough to finance up to $50 million in new lending and $24 million in technical assistance grants to microlenders • $20 million for technology systems to streamline SBA’s lending and oversight processes • $15 million for expanding SBA’s Surety Bond Guarantee program • $25 million for staffing up to meet demands for new programs Contact the Small Business Development Center at 410-548-4419 for more information on how to get some of this assistance. The Chamber has access to many resources, if we can help you survive this recession, please call.

First Job . . . . . . . . . . . . . . . . . . . . . . . 12 Health . . . . . . . . . . . . . . . . . . . . . . . . 18 Human Resources . . . . . . . . . . . . . . . 25 Insights . . . . . . . . . . . . . . . . . . . . . . . 32 Investing . . . . . . . . . . . . . . . . . . . . . . 22 Member Spotlight . . . . . . . . . . . . . . . . 6 New members . . . . . . . . . . . . . . . . . . . 5 Personnel . . . . . . . . . . . . . . . . . . . . . 26 President’s Message . . . . . . . . . . . . . . 7 Salisbury University . . . . . . . . . . . . . . 31 Seek & Find . . . . . . . . . . . . . . . . . . . . 32 Technology . . . . . . . . . . . . . . . . . . . . 34

Come see the shore’s most beautiful attraction Born in our marshes, inspired by nature and raised in the studios of fine artists. Wildfowl sculpture captivates art lovers, enlightens history buffs and fascinates nature devotees.

909 S. Schumaker Drive, Salisbury MD 410-742-4988 www.wardmuseum.org

PAGE 4

Cabinet staff available to speak

On behalf of Maryland Governor Martin O’Malley, Secretary of State John P. McDonough wants to schedule speakers from the Governor’s cabinet-level staff to appear before Wicomico County clubs and organizations.

“Many problems facing our citizens involve both county and state government. Governor O’Malley believes by working closely with local government, we can best help the citizens of Wicomico County and the State of Maryland,” said McDonough.

McDonough has asked the office of Wicomico County Executive Richard M. Pollitt Jr. to assist in the coordination of the speaker’s program. County clubs and organizations are encouraged to contact Jim Fineran at 410-548-1974 or jfineran@wicomicocounty.org to schedule a speaker.

Self management workshop

The Salisbury Area Chamber of Commerce will host a Self Management Workshop at the Chamber office on Wednesday, April 1, from 8 to 11 a.m.

This class will be presented by Veronica Correa, a licensed clinical social worker. Help create long lasting habits of effective self-management. Learn how to set goals that will achieve results and clarify your guiding principles and values and how to master the skill of priori-

Business Journal

• March 2009

Chamber news

Lower Shore Chambers of Commerce

Chamber Berlin Crisfield Delmar

Fruitland Ocean City Ocean Pines Pocomoke City Princess Anne Salisbury Snow Hill

Phone Key contact 410-641-4775 Bill Outten 410-968-2500 Valerie Howard 302-846-3336 John Johnson 410-341-4803 Jean Hungiville 410-213-0144 Melanie Pursel 410-641-5306 Carol Ludwig 410-957-1919 Jill Marsh 410-651-2961 Dennis Williams 410-749-0144 Brad Bellacicco 410-632-0809 Barry Laws

Dues* $100 $100 $60 $50 $150 $130 $150 $50 $195 $70

Members 200 165 88 65 780 300 132 105 870 70

Fax 410-641-3118 410-968-0524

410-213-7521 410-641-6176 410-957-4784 410-651-2118 410-860-9925 410-632-3158

* Basic annual membership cost.

tization. Space is limited.

Cost is $40 per person. For details or to register, call Shannon at 410-749-0144 or email chamber@salisburyarea.com.

BENEFIT SPOTLIGHT Advertising & Media

Many members of the Chamber offer discounts to other members. These fall in several categories and are listed on the Chamber website. One of the categories,

Advertising and Media, lists the opportunities companies may use to market their businesses on a broad scale.

Companies that offer discounts include: Great Scott Broadcasting, Delmarva Broadcasting, Clear Channel Communication, Comcast Spotlight, The Daily Times, and our own publication, The Business Journal.

Each of these opportunities is available to new members of the Chamber and most apply to new advertisers. As

with all benefits listed on our web, they are subject to change by the purveyor.

As companies look for opportunities to do new and creative things to market their products or services, perhaps one of these would work for you.

If you have questions or would like to be a part of the Member to Member Benefit program, contact Cathie or Tiffanie at 410-749-0144 or by email at membership@salisburyarea.com.

Cable Advertising.

Reach your customers where they work, live and play! comcastspotlight.com

• ON AIR • ON LINE • ON DEMAND

Salisbury (410) 341-8950 | Fenwick Island/Ocean City (302) 541-5800 www.comcastspotlight.com

Business Journal

• March 2009

PAGE 5

New SACC Members Delmarva Design, Inc. dba Delmarva Youth Magazine

Maria Cook 1226 N. Division St. Salisbury, MD 21801 410-742-0022 410-430-8888 (fax) delmarvayouth@hotmail.com www.delmarvayouth.com A local youth and family magazine that offers opportunities for articles, press releases and postings of upcoming events. Advertising also available.

Dory Hayman Voice Over & Audio Production

Dory Hayman 606 N. Pinehurst Ave. Salisbury, MD 21801 410-251-0241 410-742-4101 (fax) dory@doryhayman.com www.doryhayman.com Providing voiceover only or full production complete with music and sound effects for your company video, website, radio or tv. Delivering a warm, professional and conversational tone.

Jennifer Seay Photography

Jennifer Seay 28195 Bishops Ct. Salisbury, MD 21801 410-726-7536 jen@jenseay.com www.jenseay.com Photographer providing services for weddings and portraits (infants, children, families and high school seniors).

Linens of the Week

Laina Massey 2020 Shipley Dr. Unit 4A Salisbury, MD 21801 302-841-9898 410-742-0482 (fax) laina.massey@verizon.net www.linensoftheweek.com From fine dining and front-of-thehouse table linens, to food service, back-of-the-house aprons, towels and garments, they’ve got it all. Additionally, their restroom services and dustcontrol products including walk off and logo mats, and our bed linens and towels for hotels, country clubs and health care facilities make them the complete source no matter what your business.

Maloney Telephone DBA Local Internet Advertising Links Sean Maloney 709 Alvin Ave. Salisbury, MD 21804 443-880-1874 410-860-5841 maloneytelephone@gmail.com www.sean.maloney LocalAdvertisingLinks.net

Melaleuca, The Wellness Company Cindy Myers 2105 Points Reach

Is choosing the right insurance complicated?

Ocean Pines, MD 21811 717-577-2334 410-208-1640 (fax) cindymyers@wedeliverwellness.com www.melaleuca.com Products for nutrition, personal care and home care items for anyone interested in better health. Offering home delivery.

Next Day Blinds

Brad Martinenza 2639 N. Salisbury Blvd. Ste. 100 Salisbury, MD 21801 443-260-4630 443-260-4632 (fax) Bradm@nextdayblinds.com www.nextdayblinds.com Manufacturer and retailer of highquality, custom window treatments.

In-house manufacturing of their “Great Windows” brand custom window treatments, in their state-of-the-art facilities, in Jessup, Md. Their mini blinds, vertical blinds, shades, and shutters are showcased at retail stores throughout Maryland, D.C. and Virginia. In addition, products can be purchased in the comfort of your home, from one of their Shop At Home decorators, or direct from the ‘Great Windows’ catalog or e-commerce site.

Potteiger - Raintree

Mitch Sterner 302 S. Division St. Fruitland, MD 21826 410-219-7980 410-219-3320 (fax) mitch@potteiger-raintree.com www.potteiger-raintree.com Offering both commercial and industrial roofing, sheet metal, coatings and painting, re-roofing, new construction, preventative maintenance and coating services.

Referred by Rob Mulford of Market Street Inn

Auto • Primary & Secondary Homeowners • Life Watercraft • Commercial Property • Condo General Liability • Contractor • Commercial Auto Workers Compensation • Transportation • Flood Health • Employee Benefits • Liability • Umbrella

Insurance. Simplified. ASC&D.

SECU Credit Union

Eric Anderson 971 Corporate Blvd.

Linthicum, MD 21090 410-487-7316 410-487-7509 (fax) cathy.idoni@secumd.com www.secumd.org Credit union offering a full range of deposit and lending products for your personal and commercial needs. Personalized service coupled with competitive credit union pricing. Sixteen convenient locations throughout Maryland.

WRDE TV/My RTN 9

Bob Backman 330 Rehoboth Ave. Rehoboth Beach, DE 19971 888-956-9999 www.wrdetv.com Serving Delmarva with My Network TV, Retro Television Network, ACC Football and Basketball, The Phillies and quality local programming.

Referred by Ernie Colburn of Comcast Spotlight

Call Us Today At 410-835-2000

7171 Bent Pine Road At Route 50 | PO Box 770 Willards, MD 21874 | www.ascd.net

It doesn’t have to be.

PAGE 6

Business Journal

• March 2009

Farmers & Planters started in business 115 years ago One of the oldest companies in our area is Farmers & Planters. Incorporated in 1912, they have been in business for 115 years.

In 1894, they sold coal for heating both homes and schools. Today, they’ve changed their focus to agricultural products and services for residential and commercial clients, following their slogan, “We have a feed for every need.”

They pride themselves on customer service and the fact that they have been at the same location for the duration of their existence. You cannot go through the center of Salisbury without passing their location on the corner of Mill Street and Route 50. Their company is a local landmark.

On any given day, you can find homeowners buying bird seed, horse feed, lawn and garden supplies; farmers buying fertilizer, livestock feed, watering troughs, crop protection products and farm equipment; and commercial customers buying landscaping, fencing and grass seed. There are products for everyone and the employees are ready and willing to help you find what you need.

Their customer service sets them apart. They enjoy meeting new people and solving crop production challenges unique to our area. Their dedication extends beyond their front door. Many of their associates are involved in numer-

Member Spotlight

ous professional and community organizations. They include Wicomico Farm & Home Show, Farm Bureau, Farm Service Agency, Wicomico Soil Conservation District, American Society of Agronomy, Mid-Atlantic Certified Crop Advisors, Maryland Grain Producers Association, Delmarva Poultry Industry and MARDEL Watermelon Association.

Their Chamber membership has given them opportunities to meet and communicate with other business leaders to address common concerns and promote positive solutions for our region.

Farmers & Planters which serves a niche market – a thriving agricultural industry – will remain a vital source for products and services for years to come.

For more information on Farmers & Planters, contact Charles Otto at 410-749-7151 or visit www.farmersandplanters.com. They look forward to helping you get ready for the planting season.

Salisbury Area Chamber of Commerce renewals

AH Pharma Anchorage Nursing & Rehabilitation Center Associated Builders & Contractors, Inc. Atlantic Lighting & Sign Maintenance Bausum & Duckett Electric Company, Inc. Bob Evans Restaurant Chesapeake East Company Courtyard by Marriott Delmarva Marketing Group Delmarva Promotional Products, LLC Designers Edge Hair Studio & Bella Vita Spa Edward’s Marine & Sons, Inc. Fuller Hall & Associates, Inc. Green Gate Farm, Inc. Landmark Insurance & Financial Group Long and Foster Real Estate

Maryland Mentoring Partnership Nelson Insurance Agency, Inc. Oceanside Underwriters LTD Roop Group Real Estate Salisbury Immediate Care and Injury Center Salisbury School Small Forest Computing Services, LLC Soft Touch Car Wash North Star Associates International Tri-County Workforce Development Initiative Village at Mitchell Pond Wicomico County Republican Club B. Ann Wiseman & Associates Women Supporting Women Word Images Wright’s Market

Farmers & Planters, located on the corner of Mill Street and Route 50 in Salisbury, has been serving Delmarva since 1894.

Business Journal

• March 2009

PAGE 7

Chamber completing another successful year

By Michael Kleger

Where does the time go? My term as president of the Salisbury Area Chamber of Commerce seems to have disappeared with amazing speed.

As the year winds down, I contemplate all Michael Kleger we have accomplished and look forward to the future. I believe the Chamber has made tremendous progress on many fronts in the past year.

Most of the really big things we do as a Chamber take time. An idea becomes a task force, which discusses the issues, makes recommendations and revisions before it becomes a reality or is consigned to the dust bin of history.

If a Chamber leader is really lucky, he or she will be president when important events occur, or decisions are made by the Board of Directors. The genesis of these decisions may have originated with a president years before and been nurtured by many others along the way.

My year is not quite over at this writ-

President’s Message

ing, but I have definitely been able to reap some crops sown by many presidents and Chamber leaders before me.

The idea of acquiring an updated and expanded Chamber business center began more than seven years ago during John McClellan’s term as president.

Subsequently, a very successful capital campaign was led by Stephanie Willey.

One of the biggest accomplishments this year was the payoff of the Chamber's mortgage. This single event will help maintain the Chamber's fiscal and operational integrity necessary to carry out the mission of the organization.

Other highlights over the last year include: • Re-launch of the Salisbury Area Chamber of Commerce Young Professionals Committee. Led by Daniel Brenner, Kim Lutch and Adam Roop, this committee offers new resources tailored to this age group. It will also help build a generation of future Cham-

ber leaders. I encourage you to visit the young professionals website at www. salisburyyoungprofessionals.com.

• Formation of a strategic planning committee task force implementing long-term goals of the Chamber.

• Successful events, including the 59th Annual Delmarva Chicken Festival and Salisbury Festival, as well as the ChamberFest and Job Fair.

• Extended business-to-business opportunities for members through increased attendance at Business After Hours.

• Provided business connections with ribbon cuttings and grand openings which recognize new and expanding businesses.

• The Chamber was a resource Center on controversial issues including the Maryland slots referendum and Wicomico County Liquor Control Board privatization.

• The Chamber continues to represent members’ interests in government and legislative issues.

As the Chamber moves forward with a variety of initiatives, I am reminded of our mission: “The Salisbury Area Chamber of Commerce is dedicated to establishing and maintaining itself as the primary advocate, voice and resource for business organizations in our area.”

With the changes that are taking place in the current economic climate, the potential for our members to further realize the benefits of belonging to the Chamber through increased networking and further enhancing business relationships is immeasurable.

In times like these, we are even more dependent on our strength as an organization to serve our members and help each other.

The strengths and successes of the Chamber come from individuals within our membership and committees who volunteer their talents and expertise.

However, there are other hardworking, dedicated employees and staff who help make our Chamber what it is today.

They diplomatically manage the volunteers, often covering for missed deadlines or events. They solve problems and take responsibility for member relations.

They are the real engines of our organization and we probably do not thank them often enough. So, thanks to all Chamber staff for all you do.

It's been a privilege and honor to serve as your president this past year and I look forward to advancing the benefits that the Chamber can offer to its members.

PAGE 8

Business Journal

• March 2009

Business After Hours

Chef Fred’s Chesapeake Steakhouse

Chef Fred’s Chesapeake Steakhouse hosted a Business After Hours on Tuesday, Feb. 10. Chef Fred’s, which is owned and operated by Fred and Brenda Briggeman, is located at 1801 N. Salisbury Blvd. in Salisbury. Approximately 200 Chamber members enjoyed the beautifully arranged buffet tables of appetizers and desserts. Chef Fred’s offers casual fine dining, express lunch buffet and is also available for special events. High speed Internet access is available for your business and corporate meetings. Thank you to Chef Fred’s for a wonderful event!

Clark Cannon, Delaware Tire Center with Prospective Chamber Member, Doug Colonna of HandCraft Linen Services and Jim Walling, Delaware Tire Center.

A beautifully arranged array of appetizers and desserts provided by Chef Fred’s

WHAT YOU NEED FROM A BUILDER...

OPTIONS

Commercial

Parking Structures

Multi-Family Residential

Environmental

Hospitality

Design-Build

Retail

Construction Management

Mixed Use

Pre-Construction Services

Healthcare

Renovation

Offices

Tenant Fit-Out

Educational

Custom Residential

Fred and Brenda Briggeman, the owners of Chef Fred’s Chesapeake Steakhouse and our hosts for the evening.

Gary Comegys, City Council with Philip Tilghman, immediate past president of the Salisbury Area Chamber of Commerce.

BusIness Owners and selF emplOyed

Increase Financial Gains!

Each year we help our clients locate and recover millions of dollars in expenses.

Manufacturing

Wayne Borrmann

Call me today for a free analysis!

Business Strategist

410-341-3800 www.southernbuildersinc.com

410-742-1904 SaliSbury, MD Wayneborrmann@verizon.net

www.amCorpFinancial.net

• March 2009

Business Journal

PAGE 9

Salisbury-Ocean City-Wicomico Airport

Barometer December ‘08

November ‘08

December ‘08

Food & Beverage

$1,084,863

$1,125,949

$912,225

Apparel

$349,381

$284,576

$293,443

General Merch.

$2,120,215

$1,611,674

$1,787,838

January ‘08 . . . . . . . . . 8,669 February ‘08 . . . . . . . . 8,410 March ‘08 . . . . . . . . . . 9,316 April ‘08 . . . . . . . . . . . 9,718 May ‘08 . . . . . . . . . . . 10,199 June ‘08 . . . . . . . . . . 10,220 July ‘08 . . . . . . . . . . . 11,572 August . . . . . . . . . . . 11,427 September . . . . . . . . . 9,641 October ‘08 . . . . . . . . 10,054 November ‘08 . . . . . . 8,889 December ‘08 . . . . . . . 8,590 2008 Total . . . . . . . 116,705

Automotive & Oil

$432,314

$452,358

$387,167

January ‘09 . . . . . . . . . 8,123

Furniture & Appl.

$252,805

$190,012

$269,136

Wicomico County Sales Tax Collections by category

Building Supplies

$561,534

$711,727

$692,277

Utilities & Trans.

$648,567

$647,870

$1,077,884

Hardware & Equip.

$170,100

$217,380

$177,679

Miscellaneous

$489,222

$591,523

$488,001

TOTAL

$6,109,001

$5,833,069

$6,085,650

National

NOTE: NEW NUMBERS WERE NOT AVAILABLE AT PRESSTIME. THE FIGURES WILL CHANGE NEXT MONTH.

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

Dec

6.0

6.1

6.0

6.1

6.5

7.1

Maryland

4.5

4.5

4.4

4.8

5.1

5.6

Wicomico

4.8

4.8

5.0

6.0

6.8

7.4

Worcester

4.3

4.2

4.7

7.4

11.2

13.4

6.7

6.4

6.4

6.9

7.4

7.6

Somerset

Information courtesy of Comptroller of the Treasury, Retail Sales Tax Division.

-5.8

Airline Passengers Enplaned/Deplaned

National, State, County Unemployment Rates Jul Aug Sep Oct Nov

0.5 0.8 -7.5 3.7 -3.7 -7.7 -1.8 -4.5 -1.6 -5.2 -3.2 2.1 -2.6

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

PRIME COMMERCIAL REAL ESTATE SOLD salisbury, md | sold

112 WEst church strEEt

D L SO $650,000 • Central Salisbury Location • On Site Parking • Rt 50 Visibility

salisbury, md | sold

salisbury, md | lEasEd

hamPshirE rd.

D L SO

309 railroad aVE.

D E S EA

L

$1,025,500 • Across From Super Wal-Mart • Located in Salisbury’s Retail Corridor • Future Home of a Hotel

salisbury, md | lEasEd

$5.00/psf • 6,000 Sqft. Office/ Warehouse • Located Close To Rt 13 and Rt 50 • Centrally Located

Is your property Sold or Leased?

View all my listings at www.SVNmiller.com

106 milFord st.

D E S EA

L

$12.00/psf • Recently Updated Professional Office Space • Two Outside Sign Locations • Visible From Milford St.

Bradley Gillis, CCIM 410.543.2491 bradley.gillis@svn.com 206 East Main Street Salisbury, MD 21801

salisbury, md | sold

700 East maiN strEEt

D L SO $325,000 • 10,000 Sqft Office Building • Close To Rt 50 • Located Directly On Main St • Home To Vantage Point Solutions Group, LLC

PAGE 10

Business Journal

• March 2009

Business After Hours

Fountains Wedding and Conference Center

On Wednesday, Jan. 21, the Fountains Wedding and Conference Center, located at 1800 Sweetbay Drive in Salisbury, opened their doors to approximately 200 Salisbury Area Chamber of Commerce members for a Business After Hours.

Buffet tables around the grand ballroom provided an array of delicious food and drinks.

The Fountains is uniquely designed for special events with 21 foot high ceilings, sparkling chandeliers and state-of-the-art sound, lighting and multi-media capabilities. It is the perfect place to hold any party, wedding reception or professional business conference for 20 to 450 people. To schedule your special event, contact Stacie Bowen Desautels at 410-749-5445. Thank you to the Fountains for making the Business After Hours a great success!

Dawn Rayne, Patti Leonard, Stephanie Christian and Tina Banks, all of PNC Bank

Chris Davis, owner of Fountains Wedding and Conference Center with Jane Seagraves, Arbonne International

The Fountains provided an elaborate buffet.

Melanie Maloney, Fitness for Life, a prospective chamber member and her husband, Sean Maloney of Maloney Telephone

Personalized Gifts Are the Best

Simplified communication management.

Anytime, anywhere.

Visit our new Personalization Center!

Our new machinery can add your feelings and logos to a great selection of gifts for all occasions: • Holidays • Anniversary • Weddings • Retirement

In addition, we have hundreds of stock logos and custom options.

Change for the Better … with Unified Communications from Mitel Managing the volume and complexity of communications isn’t an easy task for any business these days. Keeping multiple locations, mobile employees, different devices and demanding customers connected is even harder. But it doesn’t have to be. Change the way your business communicates for the better with Mitel’s Unified Communications solutions.

Mitel Unified Communications solutions bring together powerful features like presence management, conferencing, instant messaging and chat – and collaboration tools like document sharing and remote support – to help you communicate. Simply and seamlessly … however and wherever you do business.

With unmatched reliability and scalability, our Unified Communications solutions can improve your overall business performance and help you: • • • •

Increase productivity Enhance customer service Reduce costs Generate more revenue

Change the way you communicate. Put Mitel to work for you. For ways to better manage your communications, visit Telewire Inc. at www.telewire-inc.com, or call 410-749-2355.

Just stop in and see the great selection of gifts we have to offer and talk to us about making your gift …

THE BEST GIFT!

We Now Carry

Trophies Too!

Business Journal

Salisbury Area Chamber of Commerce announces officers, board members The Chamber’s Nominating Committee announced 2009-2010 officers and 2009-2012 slate for the Board of Directors.

President - J. Scott Robertson, J. Scott Robertson, P.A. President Elect - Dawn Tilghman, Burnett White Tire & Auto Vice President - Sandy Angello, Pohanka Automotive Group Vice President - Ernie Colburn, Comcast Spotlight Vice President - Victor Lowe, Peninsula Neurosurgical Associates Secretary/Treasurer - Bill Tingle, Delmarva Tele-Plus Asst. Sec/Treasurer - Robert Mulford Jr., Market Street Inn Legal Counsel - Jimmy Sarbanes, Laws & Sarbanes, P.A. Asst. Legal Counsel - Matthew Maciarello, Hearne & Bailey, P.A. Immediate Past Pres. - Michael Kleger, PKS & Company, P.A. The new Board of Directors for a three-year term (April 1, 2009 to March 31, 2012) are: Millie Cappello, Long & Foster Real Estate; Dr. Memo Diriker, Salisbury University’s BEACON Group; Travis Fisher, Inacom; Nicole Green, Nicole Green, PA; Michelle Miles, Hebron Savings Bank; Douglas McCabe, PKS & Company; and Clay Tarpley, a.s.a.p.r. Filling an open Board term from April 1, 2009 to March 31, 2011 are: Gary Gaskill of Lorch Microwave; Joe Beail of Delmarva Broadcasting; and Dwight Miller of Gillis Gilkerson.

Continuing members The continuing members of the Board of Directors are: Julie DeYoung, Perdue Farms; Stephen Franklin, Accurate Optical; Brad Gillis, Sperry Van Ness - Miller Commercial Real Estate; Jean Sewell, PNC Bank; Kenny Soni, Performance Unlimited; Joseph Stefursky, APPI; Ruth Baker, Wor-Wic Community College; Chris Davis, Davis

Properties & The Fountains Wedding and Conference Center; Matt Drew, AWB Engineers; Lynn Creasy, Innovative Benefit Solutions; and Eddie Johnson, farmer.

This leadership team is ready to represent your interests as a member of the Lower Shore Business Community and the Salisbury Area Chamber of Commerce. Contact any of the above members or the Chamber staff with any problems, concerns or opportunities that are important to you.

• March 2009

PAGE 11

Ambassador Spotlight

Kara McClymont

Kara McClymont, of Signs by Tomorrow, has been a Chamber member for several years. She recently chose to join our Ambassador Committee and lend her talents to a very active group.

Though she and her husband are busy with the day to day operations of the Salisbury and Easton locations of their business and family commitments, she still has time to take part in many of the opportunities that the committee has offer and to meet new people. She has played a vital role in helping the group create new networking opportunities and help the Chamber continue to find creative way to increase business through networking events. Kara brings energy and an enthusiasm that most of us find contagious! The Ambassadors and the Chamber staff thank Kara for her time, talents and support. If you want to know what the Chamber does or how to get involved, be sure to give Kara a call and she will help you get connected!

Kara McClymont

PAGE 12

Business Journal

• March 2009

First Job: Yvonne Terry, Maryland Food Bank

By Ann Wilmer

Yvonne Terry, executive director of the Maryland Food Bank – Eastern Shore, credits much of her success to mentoring and the rest to faith.

All of her jobs have involved helping people in some way and each has provided on-the-job training to someone willing and able to learn. Terry went to work right out of high school with Shore Up, helping people who applied for energy assistance.

Her next job was transporting special needs children for the Wicomico County Board of Education.

In 1980, she accepted short-term employment with the food bank, covering for the firm’s secretary who was out on maternity leave. When the secretary she was filling in for came back to work, the executive director asked Terry to stay on as his assistant and she did. Twenty-eight years later, she’s still there.

“What can I say, I like feeding people and animals,” she said During those 28 years, the staff has expanded from three to 12; Terry now supervises 11 employees, all doing jobs she has done herself, from managing the warehouse, driving, bookkeeping and customer service.

She said that she benefited from ground-up training and loved it. “I love working with people whether I was working with families who needed help – doing referrals – or working with volunteers who packed food.”

She also enjoyed working with the charitable groups that shop at the food bank to stock food pantries, shelters, soup kitchens or any community service program that feeds folks or provide groceries to those in need.

Even now, she says that work is a learning experience. “At the time you don’t always see the big picture, but when you look back you understand how you were being shaped and prepared for the work ahead.”

“I had a lot of mentors, professional people in the community who helped and guided me. That’s what I try to give back,” she said. After 28 years, Terry said it’s easy to get comfortable and settled “but you always want to be moving forward, making a difference for the staff and for the community.”

One good thing about the job is that it has changed progressively since she

started and her responsibilities have gone from relief secretary to operations to management. Now her job includes making presentations to community groups about the work of her organization. Naturally shy, she found it hard to get started but soon discovered that it’s not hard to talk about something she really cares about.

“God has given me the strength and the wisdom to know what to say,” she said.

Seeing the needs over and over, it would be easy to become discouraged. Terry credits her faith with helping to overcome that. “His strength is what keeps me going.”

“In the job we do, it could become discouraging,” she says. “I do wonder if there is something else I could be doing.”

As economic conditions force more people onto hard times, it’s easy to ask, “am I doing enough?”

There’s no question that community needs have increased in recent years but so has her organization’s efforts. The Maryland Food Bank now operates out of a bigger building, twice the size of their first building. And they have grown from serving three Lower Shore Counties to serving all nine on the Eastern Shore.

Necessary for that to happen has been a growing community involvement.

On Oct. 15, 2008, the board of directors broke ground on the Perdue Cold Storage Facility next to their warehouse.

Perdue Foundation donated $250,000 towards the cost of the facility and State Delegate Norman Conway successfully introduced a $250,000 bond bill, which has to be matched dollar for dollar by the organization. That puts them well on the way to the $600,00 the project will cost.

Cold storage is very important to the food bank’s long-term operation. Even though they receive 10,000 pounds of chicken products every other week from Perdue and recently got a donation of a tractor trailer-full of Turkey Hill ice cream, overall corporate donations of food are declining. Frozen food is one of the most cost effective ways of providing highly nutritious food to those in need and, in the future, Terry expects that her organization will be buying large quantities of frozen food.

She said that Perdue provides free transportation via their trucks to bring some donated food to their facility on Owens Branch Road. And cash donations not only allow them to buy in bulk, stretching

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

Yvonne Terry, Maryland Food Bank

dollars farther, but also support transportation costs. The food bank’s own truck gets four miles to the gallon – recent spikes in the cost of gasoline cut deeply into operating costs.

“For every $2 donated, we can deliver 27 meals,” Terry said. To make a donation, visit the virtual food drive on their website, www.mdfoodbank.org.

The food bank also needs volunteers.

In addition to two Perdue associates who

serve on their board, the company “lends” experts from corporate headquarters to advise the food bank on particular foodhandling projects.

Comcast is a corporate partner that donates substantial volunteer time. Every so often, the firm sends employees and their families to the food warehouse on a Saturday to pack food boxes for delivery. At one volunteer Saturday, children of Comcast employees joined forces with another corporate supporter in a fun project.

Empty Bowls, the brainstorm of Dana Simpson of Chesapeake East Pottery, involved many community residents in decorating pottery blanks (bowls) that Simpson took back to her factory to glaze and fire.

The finished bowls were sold for $5, which they could have filled with soup.

They were then encouraged to take home their ceramic treasure to display empty as a year-round reminder that someone, somewhere, in our community, is going without a meal every day. The project was well received in its first year and they plan to repeat it next fall.

The local Saturn dealership recently hosted a “Stuff-a-Bus” event. Individuals from the community brought canned food and staples to load onto a bus that Shore Transit loaned to the food bank for the event.

If you would like to feed the hungry in your community, call 410-742-0050 to find out how you can help.

Business Journal

• March 2009

PAGE 13

Comcast continues sponsorship of spring festival Continued from page one

and exclusive “Get Local” programs tailored specifically to Salisbury area customers – available any time they choose to watch, with the ability to pause, fastforward and rewind.

Comcast High Speed Internet offers faster speeds, complimentary features like McAfee Security software and access to information and entertainment sites like Comcast.net and Fancast.com.

With PowerBoost, activities like downloading videos, music and games or uploading photos gets even faster.

Comcast Digital Voice, delivered over Comcast’s privately managed network, is the fourth largest and fastest growing residential phone service in America and offers a fully-featured, less expensive and reliable alternative for traditional phone service.

In addition to popular features like call waiting and caller ID, Comcast Digital Voice offers customers unlimited local and long-distance calling, low-cost international calling plans and the ability to check voice mails, review call history and manage calling features online.

Unparalleled solutions In addition to its residential offerings, Comcast provides a Business Class Suite of services, offering small- and medium-sized businesses throughout the Salisbury area a full range of data and communications services at prices lower than the competition.

Targeted for businesses with 20 or fewer employees, the Comcast Business Class suite includes Business Class Internet which offers, at no additional cost, faster Internet speeds, advanced security and virus protection software, flexible Web hosting options and more.

The Comcast Business Class suite also includes Business Class TV for any business space, from break rooms to waiting rooms, as well as Business Class Digital Voice with advanced features and unlimited local and domestic long distance. Comcast makes all of this available from one provider, with one bill.

The Comcast Business Class suite also includes Microsoft Communication Services, which provides free access to corporate class e-mail, calendar features and document sharing – all services that have traditionally been available only to larger business enterprises with IT staffs.

With Microsoft Communication Services, small businesses can boost their productivity and competitive power and focus on running their businesses rather than worrying about IT issues – by improving communication and providing their teams with collaborative tools, removing the barriers of up-front IT costs and extending the boundaries of the office to anywhere there’s Internet access.

The entire Comcast Business Class suite is backed by 24/7 customer support with dedicated call centers, rep-

Save the date for the annual banquet!

Save the evening of Thursday, April 16, for the 89th Salisbury Area Chamber of Commerce Annual Banquet. Invitations with more details will be sent in March. The Annual Banquet will feature the installation of the 2009-2010 Chamber officers and 2009-2012 slate for the board of directors.

resentatives and technicians who are specially trained and certified to provide business-class support.

With Comcast Business Class, SMB establishments across the Salisbury area can now spend more time servicing their customers knowing their data and communications needs are all being met by one reliable provider.

In the community In addition to delivering a robust selection of quality, advanced services, Comcast believes strongly in giving back to the communities it serves.

The company’s community investments in Salisbury have included local partnerships, cash contributions, in-kind donations and complimentary services delivered to area schools and libraries.

Comcast employees, friends and family members from the Salisbury area look forward to pitching in on Comcast Cares Day – Comcast’s nationwide volunteer service initiative.

Previous Comcast Cares Day projects in the area have included painting and landscaping at the Fruitland Community Center and packing food boxes and emergency supply kits at the Maryland Food Bank’s Eastern Shore Distribution Center on Owens Branch Road.

Comcast also supports youth across the Delmarva region through scholar-

ship programs, including the annual Leaders & Achievers program that recognizes students who serve as role models for their fellow students.

The Comcast Foundation, the charitable arm of Comcast, also provides community nonprofit groups and organizations with grants to support their programs.

For more information on Comcast’s products and services, call 1-800-Comcast or visit www.comcast.com.

For more information about Comcast Business Class, call 1-800-391-3000 or visit http://business.comcast.com.

How to get involved There are plenty of opportunities to get involved in the 27th Annual Salisbury Festival. There are still spaces available to market and promote your company as a sponsor at any of the planned events.

Also, there is always a need for volunteers during the festival weekend, please don’t hesitate to be a part of this year’s special event.

For more information on marketing and advertising opportunities available to your company or to volunteer, contact Shannon at the Salisbury Area Chamber of Commerce at 410-749-0144 or email chamber@salisburyarea.com.

Dear faithful reader, You’re a savvy professional.

You’re also a nice person.

We love sending you the Business Journal for free each month.

If you love receiving it, then sign this coupon and fax it back to us at 302-629-9243.

You’ll be handsomely rewarded.

Thanks pal.

Company Name Mailing Address

City

State

Zip

Print Name Phone # Signature

Fax # Date

If you would like additional copies mailed to your office, please fax or mail a signed coupon for each request.

PAGE 14

Business Journal

• March 2009

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

Experts from around the Eastern Shore gathered to analyze the current challenges facing our region, the nation and the global economy. Presenters included academics from local colleges and business leaders with a comprehensive understanding of our economic situation. Presenters offered recommendations for prospering in these challenging times.

Panel discussions included a look at “the big picture,” and then focusing in on how the global economy affects the Delmarva Peninsula. The latest economic opportunities on the Eastern Shore were discussed. Presenters also gave a

detailed look at the real estate and financial industries in our area.

Following the Economic Forecast, the SACC January General Membership Luncheon was held at Wor-Wic with Lieutenant Governor Anthony G.

Brown as the guest speaker.

The Salisbury Chamber of Commerce would like to thank the individuals and organizations involved in making this event a success each year. Also,

a special thanks to all of the outstanding presenters who participated in the Forecast and gave the audience a very clear perspective of the current and future economic climate on the Eastern Shore.

Lt. Governor Anthony G. Brown spoke at the General Membership Luncheon about the future economic climate in Maryland.

The panel discussion on the economic opportunities on the Eastern Shore. Presenters included, from left, Darlene Smyser, ManPower Staffing Services; Peggy Naleppa, president of Peninsula Regional Medical Center; Norman Bobczynski, Orbital Sciences; Mack Shelor, Chesapeake Renewable Energy and Castlebridge Energy Development; and Dr. Dan Ervin, Salisbury University & ShoreENERGY.

Norman Bobczynski from Orbital Sciences presented the latest news about his work as launch site manager for the Taurus II at Wallops Island. His responsibilities include establishing a launch pad and the launch site operations team at Wallops.

Business Journal

• March 2009

PAGE 15

What will be the focus for employers in 2009?

By Mary Ellen Carter With the economic recession in full swing and showing no sign of letting up, companies face a tough business climate, and within it, pressures to cut costs.

Although pinching pennies seems to be the theme for a majority of businesses, other trends are expected to emerge in 2009. Here’s a short list of what’s top-of-mind for employers.

Coaching ...employers will put a lot of emphasis on the quality of hire before extending offers.

Utilizing social networks Building online communities to enrich customer relationships is something businesses from large to small are turning to in 2009. With so many competitors for consumers to choose from in today’s market, brand building has become increasingly important to businesses everywhere. And, building an online community is a highly effective way to help build brand awareness. Businesses want to reach out to their communities and connect on a personal level. By creating online communities and targeting consumers in their markets, companies are increasing loyalty and giving customers a place to

organize around a brand and its products and services. Many companies are utilizing social networks such as webbased programs to launch their online communities, and others are creating stand alone communities.

As more businesses reach out through social media, the lines between personal and business interaction may continue to blur. Employees may be encouraged to be more visible online and promote interaction among consumers as a professional representative of the company. Others may have to deal with employer policies for personal community involvement online.

Reducing costs Budget cuts will be another common denominator for most companies

in 2009. In addition to scaling back company expenses, companies will be looking for ways to stretch every dollar to maximize their efforts.

What this means is that we probably won’t see increases in salaries this year or get that bonus for reaching department goals. According to a survey of 264 companies released by Watson Wyatt Worldwide, a finance consultancy company, 49% of companies surveyed plan to decrease bonuses, while 24% plan to freeze salaries. Companies are cutting back on all facets of the budget and salary increases and bonuses will be the first to go.

Going green Global warming and diminishing resources have become a major concern for both people and businesses. Finding ways to go green will see more momentum in 2009 as companies really ramp up their strategies to counteract global warming. Businesses are going green to save money and build a socially conscious brand. Going green can be costly in the beginning, but over time, it can become cost effective and save companies lots of money.

You can expect to see more recycling bins, fewer Styrofoam products and more energy efficient lights in the

workplace. Some employers might ask for employees to work together to come up with innovative ideas to help reduce waste and energy companywide.

Recruiting quality candidates With unemployment at record levels, companies now have more candidates to choose from. Employers can take their time to make sure each person they extend an offer to is the absolute best person for the job. Businesses will focus on skills, personality and qualifications before making a decision.

Employers care about recruiting and retention in this economy because it costs a lot of money to train new employees to replace old ones. In 2009, employers will put a lot of emphasis on the quality of hire before extending offers and spend time verifying information about candidates.

All of these trends are not surprising and can help companies be more efficient and make better, more effective decisions that will ultimately help move their businesses forward.

About the author

Mary Ellen Carter is the owner of Express Employment Professionals - a full service employment agency. She can be reached at maryellen.carter@expresspros. com.

Celebrating 75 Years Ser ving the Peninsula Then: Family Owned & Operated Since 1935

Now is the time to guarantee economical heating oil rates for next winter.

CALL FOR DETAILS!

Over 25 Trucks Ready to Give Same Day & 24 Hour Service!

Now:

410-749-4072 Since 1935

www.penoil.com

EASY PAYMENT PLANS

PAGE 16

Business Journal

Rommel’s Ace opens new store

Rommel’s Ace, a division of Rommel Holdings, Inc., a mid-sized holding company in Fruitland, has opened a new store in Chincoteague, Va. This is their second store to open in Virginia. The Exmore Ace Hardware opened in 2005.

Other Rommel’s Ace stores are located in Cambridge, Ocean City, Salisbury, Perry Hall, Severna Park and Stevensville, Md., as well as Millsboro, Seaford, Selbyville and Dover, Del. The newest store is the former Parks Hardware and Paint at 6735 Maddox Ave., in Chincoteague. A grand opening will be held in May. All Parks employees will remain.

There are seven employees and Rommel’s has plans to add two or three more positions.

As a family held enterprise, Rommel Holdings, Inc., has owned and operated a variety of businesses dating back to the 1950’s. Operation of Ace Hardware stores began in 1995 with a single store in Ocean City.

ESSHRM plans conference

The Eastern Shore Society for Human Resource Management (ESSHRM) will host its annual conference, “HRRiding the Waves,” on Thursday, April

• March 2009

Business Mix

30 at the Clarion Resort Fountainebleau Hotel & Conference Center in Ocean City. The conference will focus on the economy and how to effectively manage during these challenging times.

The agenda includes a networking event on the evening of Wednesday, April 29 followed by a Thursday morning breakfast and keynote speaker. The day continues with breakout sessions, a mock trial which will focus on a sexual harassment claim, employment law updates and other relevant topics.

Eastern Shore SHRM is an affiliate of the Society for Human Resources Management. For detailed information and a registration form, visit http://easternshore.shrm.org.

ISG International recognized

Lititz Mutual Insurance Company of Lititz, Pa. recognizes ISG International of Cambridge and their personal lines team of Kathy Gabriel and Tina Ryan as members of the “Top Ten” Producers Club for the Gabriel 2008 sales year.

ISG earned this recognition as a result of increased written premium and profitability for the company and has

CHESAPEAKE

PAVING & SEALING INC.

Residential& Commercial FREE ESTIMATES

earned this designation for the last five years.

ISG International provides commercial and personal property and casualty insurance, business employee benefits and human resources Ryan consulting to businesses throughout Maryland.

They have been associated with Lititz Mutual Insurance Company for almost 25 years. For more information, call 800-336-5659 or visit www.isgintl. com.

K&L receives commendation

K&L Microwave Inc. recently received a letter of commendation from the U.S. Department of Justice for its responsiveness and ability to design innovative solutions to solve unique problems.

The letter stated, “The products that you provide protect Americans every day here in the United States and elsewhere throughout the world.”

K&L Microwave designs and manufactures a full line of RF and microwave filters, and supplies many of today’s most significant military and homeland security defense electronics programs.

Applications include satellite communications, radar, radio communications, fire control radars, telemetry applications, missile guidance systems, mobile radio base stations and air traffic control and communications.

Two join accounting firm

Trice Geary & Myers LLC, Certified Public Accounts, (TGM) announce that Ronald W. Hickman, CPA and Charles M. Meenehan, CPA have joined the firm as members.

Ron is a certified public accountant and has 23 years experience in public accounting, providing business consulting, tax, audit and accounting services to his clients.

His expertise includes attestation and financial reporting for governmental and non-profit organizations.

A native of Salisbury, Ron is a graduate of Salisbury University and is active in numerous civic and professional organizations.

He is a member of the American Institute of Certified Public Accountants (AICPA) and Maryland Association of Certified Public Accountants (MACPA). He and his wife, Lisa have two children, Greg and Eric.

Charlie is a certified public accountant and has 29 years of accounting

Save the Date Fore…

• Asphalt Repairs • Striping • Seal Coating • Paving OVER 18 YEARS EXPERIENCE

QUALITYW ORK GUARANTEED

410-742-2330

PARSONSBURG,M D.

MHIC 68616

Jeff Brown and Jim Brown

Mid-Atlantic

Heating & Air

Conditioning, Inc. Peninsula Regional Medical Center Foundation’s

FREE ESTIMATES • SALES & SERVICE

10th Annual Golf Classic

2312 Allen Drive Salisbury, MD 21801

Honoring Dr. Farouk A. Sultani

410-546-5404 We Service All Brands Of Equipment Service Contracts • We Recommend CARRIER Voted ‘Best of the Eastern Shore’ for 2006 HVAC#6358

(Quality & Service Since 1979)

MHIC#11003

Monday, September 14, 2009 Ocean City Golf Club For more information, please contact the Foundation office at 410-543-7140 or peninsula.org and click ‘Ways to Give’

Business Journal experience in both public accounting, with specialization in taxation and business consulting, and the private sector as a CFO. Charlie has duel majors in accounting and finance from Mount Saint Mary’s College and a master’s in taxation from Widener University in Philadelphia, Pa. He is a member of the AICPA, MACPA, Delaware Society of CPA’s, and the Medical Group Management Association.

Charlie moved to the Eastern Shore in 1985 and resides in Salisbury with his wife, Dr. Dianne Lubkeman, and two children, Michael and Mary Margaret.

New KFC/Taco Bell planned

Dennis Dempsey, local franchisee for Kentucky Fried Chicken, Taco Bell and Long John Silver, has announced the construction of a new KFC/Taco Bell multi-brand restaurant.

The new unit, which will be located in The Gateway Crossing Shopping Center at the corner of Tilghman Road and Route 50, will provide 50 full and part-time positions and have seating for 60.

Dempsey and his wife Patricia live in Salisbury and have been KFC franchisees since opening their first KFC restaurant in Napoleon, Ohio in April 1972. The Dempseys own and operate six other franchised locations on the Eastern Shore. An early April 2009 opening is planned.

• March 2009

PAGE 17

SIP Trunking gains popularity

Telewire, an industry leader in business communications, has announced that the company is seeing a rapid increase in the popularity for Session Initiation Protocol (SIP) Trunking among the region’s small to mid-sized businesses.

Numerous benefits of this relatively new communications technology such as cost, flexibility, and advanced business applications are driving the demand for SIP technology.

SIP Trunking typically allows businesses that have Internet ProtocolPrivate Branch Exchanges (IP-PBXs) to combine their voice and data services onto a SIP-based Trunk. SIP supports any form of real-time communication regardless of whether the content is voice, video, instant messaging, or a collaboration application.

“Until now most companies would have purchased a PRI or multiple access lines and a data connection. SIP lets them converge their traffic onto a single line,” said Bryan Murfree, president of Telewire.

For more information, call 410-7492355 or visit www.telewire-inc.com.

WBOC delays DTV transition

WBOC did not turn off its analog transmitter on Feb. 17 as previously announced. WBOC’s switch to digital will now coincide with the new nationwide date on June 12.

PNC BANK MAKES DONATION - Jean Sewell, regional manager and senior vice president of PNC Bank, presents a $10,000 check to Chris Barnes, executive director of Habitat for Humanity of Wicomico County. The donation will support the building fund of Habitat’s 51st home.

“The FCC wants to make sure there’s at least one analog station in every TV market nationwide until June 12. Since WMDT and WMPT are no longer analog, that leaves only WBOC,” says Craig Jahelka, WBOC/FOX21 vice president/general manager.

“I highly recommend that viewers who aren’t ready get ready now,” en-

courages Jahelka. “There’s a waiting list for coupons right now. It could take two months or more to get your coupons.”

Consumers can apply for coupons at www.dtv2009.gov or by calling 1-888388-2009. The coupon program is managed by the National Telecommunications and Information Administration, not local TV stations.

Respecting People. Impacting Business.SM

Find better qualified professionals.

You don’t just need a new team member. You need the person who fits your exact requirements. And your culture. Express recruits professionals in a variety of niche industries. Our goal is to find you the right person for the job. Right now. Call us today.

• Accounting • Office Management • Financial • Information Technology

• Marketing • Customer Service • Sales • Technical

410-860-8888 2013 Northwood Drive Salisbury, MD 21801

www.expresspros.com

Discover

DELMARVA Salisbury-Wicomico Magazine 2009

Do You Have Questions About

Retirement Plans & Investments ?

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

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

Don’t miss your chance to be featured in the 2009 Discover Delmarva magazine and directory.

Advertising discounts are offered to Salisbury Chamber of Commerce members.

Contact Emily Rantz for advertising information at 410-749-0144 or email mspublications@gmail.com

PAGE 18

Business Journal

• March 2009

Health

PRMC celebrates its first Endovascular Suite Peninsula Regional Medical Center recently retrofitted space to create Delmarva’s first Endovascular Operating Suite (EOS).

The highly specialized EOS features vascular interventional technology available at only a limited number of the nation’s finest university-based hospitals.

“This new EOS marries the best of the operating room with the newest in radiographic technology. It creates the ultimate setting for vascular surgery, and is unrivaled anywhere in the country for its sophistication,” stated Douglas Wilhite, MD, vascular surgeon and medical director of Peninsula Regional Medical Center’s Vascular Surgery program.

Endovascular surgery is performed from within the blood vessel, rather than open vascular surgery where an incision is made in the skin to reach the blood vessel.

During endovascular surgery, a catheter is inserted through a very small incision and a needle threaded through it to reach the problem area inside the

Clinical, radiological, surgical and executive staff of Peninsula Regional cut the ribbon to dedicate the Medical Center’s new Endovascular Operating Suite.

blood vessel.

Once identified, balloons, stents or other endovascular tools are deployed from the needle to correct the problem.

“Given its delicate nature, interventionalists must be very precise in their

movements and rely on radiographic or x-ray technology to guide them. That technology in the surgical suite greatly enhances the number of endovascular procedures we can perform, which is why this EOS is such a valuable benefit

to our patients,” stated Michael Marks, MD, interventional radiologist and assistant chief of radiology.

When not used for endovascular procedures, the room will be used as a traditional operating room.

Avery Hall Insurance Group

“A Tradition of Reliability Since 1925”

410-749-8401 Rt. 13 S. & Cedar Lane • Fruitland 410-543-8401 1500 Pemberton Drive • Salisbury 410-641-3130 314 Franklin Avenue • Berlin

“We’re More Than Just A Drugstore”

Auto

Home

Bonds Life Estate Planning

Business Health Long Term Care

(410) 742-5111

308 East Main Street, Salisbury, MD

www.averyhall.com

Business Journal

ADA announces three interns

Donna Becker, Jaime Cassell and Melissa Sager recently began an internship with the American Diabetes Association’s Eastern Shore Division under Market Manager Carlos Mir. Becker, Cassell and Sager are marketing students at the Franklin P. Perdue School of Business at Salisbury University and plan to graduate in May. The internships were organized through Salisbury University Career Services.

As interns, their responsibilities are to assist in the coordination of the Step out to fight Diabetes walk that takes place in Ocean City on Nov. 7.

Health & Wellness Expo returns

The free community Health & Wellness Expo returns to the Wicomico Youth & Civic Center on Friday, March 27 from 5 to 8 p.m. and Saturday, March 28 from 8 a.m. to 4 p.m.

The Wicomico County Convention & Visitor’s Association and Peninsula Regional Medical Center have partnered once again for this event, which features over 30 free health screenings, entertainment and health-related exhibitors.

The event is expected to draw close to 5,000 attendees.

Exhibitor applications for booth spaces are being accepted. Because one’s well-being depends on more than just physical health, event organizers encourage an array of businesses and organizations to participate. Last year’s

participants included fitness experts, alternative medicine specialists, home and lawn care companies, make-up retailers, spa treatment centers and more.

Vendor booth spaces are $375 or $100 for non-profits. A special discounted rate for Convention & Visitors Association members is also available.

For more information on this event or how to become a vendor, contact Michelle Wainwright at 410-548-4914 or visit www.WicomicoFestivals.org to download an application.

Hewitt named to committee

At the request of The Joint Commission, the American Association for Respiratory Care (AARC) has nominated two long-time members to serve on the accrediting organization’s Hewitt Ambulatory Care Professional Technical Advisory Committee (PTAC).

Michael Hewitt, RRT-NPS, FAARC, FCCM, director of Respiratory Care, Pulmonary Diagnostics, and Sleep and Neurology at Peninsula Regional Medical Center in Salisbury, will serve as a representative on the Ambulatory Care PTAC. Hewitt has presented several OPEN FORUM abstracts at the AARC International Respiratory Congress and is a regular speaker at respiratory care meetings around the country. He currently

• March 2009

serves as chair of the AARC’s Adult Acute Care Specialty Section.

Joining Hewitt on the Ambulatory Care PTAC is Suzanne Bollig, BS, RRT, RPSGT, REEGT, who will serve as an alternate representative. Bollig manages the Sleep and Neurodiagnostic Institute in the Center for Health Improvement at Hays Medical Center in Hays, Kan.

PRMC is among top five percent

Peninsula Regional Medical Center has been recognized among the nation’s top five percent of hospitals, according to an independent study of mortality and complication rates for nearly 5,000 hospitals by HealthGrades, the nation’s leading healthcare ratings company.

Peninsula Regional Medical Center has achieved HealthGrades’ 2009 Distinguished Hospital Award for Clinical Excellence based on its clinical quality performance. It is the only hospital on the Delmarva Peninsula to achieve this distinction.

In 2009, Peninsula Regional Medical Center was also recognized by HealthGrades for the following clinical achievements: • Ranked #1 in Maryland for overall orthopaedic services for the third consecutive year including a 5-Star rating for hip fracture repair.

• Ranked among the Top 5 hospitals in Maryland for heart care.

• Best rated on the Eastern Shore and 5-star rated for treatment of stroke.

PAGE 19 • 5-star rated for critical care and a recipient of the 2009 HealthGrades Critical Care Excellence Award, ranking among the top 10% in the nation.

• Best rated on the Delmarva Peninsula and 5-star rated for GI surgery; for overall pulmonary care; and 5-star rated for general surgery.

Feist earns certification

Tim Feist, FACHE, vice president of Performance Improvement at Peninsula Regional Medical Center, was recently awarded certification in patient safety by the Quality Colloquium Feist at Harvard University.

The Patient Safety Officer (PSO) certificate program features an intensive executive education curriculum focused on patient safety, health care quality enhancement and the reduction of medical errors.

Feist, who joined PRMC in 1985, was one of 85 participants to earn PSO certification in the 2008 session.

ESMGMA holds seminar

The Eastern Shore Medical Group Managers Association (ESMGMA) recently held a special lunch seminar to discuss the new Red Flag Rule that will become effective in May. This new Federal Trade Commission Rule will require all medical practices to have written identity theft protection

PAGE 20

Business Journal

procedures in place. These procedures must provide for the identification, detection, and response to patterns, practices, or specific activities – known as “red flags” that could indicate identity theft. In a medical practice, the specific risk is that a patient could try to obtain medical care using someone else’s medical identification card.

The Eastern Shore Medical Group Managers Association is a local branch of the Medical Group Managers Association (MGMA). They hold monthly meetings and seminars in Salisbury for medical groups on the Eastern Shore.

TWC-D services double in 2008

The Wellness Community-Delmarva (TWC-D), The Guerrieri Center for Hope and Support, estimates that 2,940 participants utilized their services 8,437 times in 2008, over double the participants of 2007.

This growth demonstrates the critical demand for cancer support services on Maryland’s Eastern Shore. Stress management classes saw the largest growth in 2008, with 635 more visits than in 2007.

The mission of TWC-D is to help local people affected by cancer improve their well-being. Services are provided at no charge to anyone at any point in their cancer journey and their loved ones. Programs focus on connecting with others, regaining control and increasing knowledge about cancer.

The Wellness Community-Delmarva,

• March 2009

which opened in 2001 and was founded by local cancer survivors and community leaders, is based in Salisbury, with satellite locations in Easton and Berlin.

Completely funded by the local community and generous supporters, TWC-D does not receive any insurance reimbursements or support from any governmental agencies.

For more information, visit www. thewellnesscommunity.org/delmarva or call 410-546-1200.

Dr. Wild joins PRMC

William A. Wild, DO was recently granted active staff membership with clinical privileges in the Department of Emergency Services at Peninsula Regional Medical Center.

Dr. Wild is an Emergency Medicine specialist and received his Dr. Wild medical degree from Philadelphia College of Osteopathic Medicine in Philadelphia, Pa. He completed an internship at Kennedy Memorial Hospital in Stratford, N.J. and a residency at Frankford Torresdale Hospital in Philadelphia.

Dr. Wild is board-certified by the American Osteopathic Board of Emergency Medicine. He has joined Emergency Services Associates, PA in Salisbury and is providing emergency care in Peninsula Regional’s Robert T. Adkins, M.D. Emergency/Trauma Center.

Direct Mail Advertising

Employees from PNC Bank recently donated their time to help build the “Green House” with Habitat for Humanity of Wicomico County. From left in the front row are Jean Sewell, Elizabeth Brosnahan, Jennifer Barrett and Georgina Cathell. In the back row from left are Rose Oruc, Darlene Brittingham, April Sanders, Dana Wilson, David Bafford and Thom Dix.

PNC Bank donates to Habitat A team of 15 PNC employees from all over the Eastern Shore recently volunteered their Saturday to help build Wicomico County Habitat for Humanity’s new “green” home on Martin Street in Salisbury.

With the guidance of Habitat Construction Manager, Bob Blanton, the PNC team learned how to hang drywall

and use power tools.

PNC also contributed $10,000 to the new “green” home project.

PNC’s commitment to green is extensive, with all new construction since 2000 being green.

All green branch locations are made from recycled or green materials and use 50% less energy.

• Target Just Your Audience.

• Pay less per response.

• Put your message right in their hands!

Call Kevin McGraw our Postal Consultant, now!

410-749-1885 • 1-800-356-5923

MAIL MOVERS

112 Moss Hill Ln. Salisbury, MD 21804 www.mailmovers.net

• Graphic Design • Printing • Postage Meters • Mailing

1-877-4-POHANKA

2011 NORTH SALISBURY BLVD. WWW.POHANKAOFSALISBURY.COM

PAGE 22

Business Journal

• March 2009

Investing

Give your investment portfolio a spring cleaning Spring is almost here — time to spruce up your house While diversification, and get rid of your clutter.

But this year, don’t confine by itself, cannot guaryour spring cleaning to your antee a profit or protect home and yard. Why not “freshen up” your investment against a loss, it may portfolio at the same time? help reduce the effects Of course, you can’t just take a mop and broom to of market volatility. your brokerage statement.

But some of the same prinbeyond repair — and it should go. And ciples that apply to your basic spring the same may be true of some of your cleaning can work just as well when investments. If one hasn’t performed you tidy up your investments. the way you had hoped or no longer fits into your long-term goals, this might be Consider the following suggestions: a good time to speak with a financial • Take an inventory of your belongadvisor. ings. If you’re like most people, you’ve • Dispose of your duplicates. If you got some things lying around your went through your house carefully, you house that have outlived their usefulmight be surprised at how many items ness. It might be that lawn mower you have that do the same thing. Do that died in 2004 or the toaster that you really need two colanders? And warmed its last slice during the Clinton how many radios can you listen to at Administration, but whatever it is, it’s

Announcing Wii Fit Call to see how this can be used in your rehabilitation!

Stop by our new Millsboro location 3/25 for our Grand Opening Celebration!!

Call for details

Did you know Aquacare offers more than just water therapy?

Aquatic & Land Therapy Hand Therapy • Balance & Vestibular Rehabilitation • Orthopedic Rehabilitation • Spine Rehabilitation Injured Workers’ Rehabilitation Lymphedema Management Osteopo Osteoporosis Management Incontinence/Pelvic Pain Fibromyalgia & Arthritis Multiple Sclerosis • Sports Medicine Wound Management Pre/Post Pregnancy • Breast Cancer Recovery • Warm Water Aerobic Classes • Personal Training Pool & Gym Memberships Not all services available at all locations

• Handicap Accessible • One-on-one approach • One patient with one therapist

one time? If you looked at your investment portfolio the same way, you might be surprised by some of the redundancies that pop up. For example, you may have several stocks issued by similar companies that make similar products.

This might not be a concern when the stock market is booming, but it could be a definite problem if a downturn affects the industry to which these companies belong.

Always look for ways to diversify your holdings. While diversification, by itself, cannot guarantee a profit or protect against a loss, it may help reduce the effects of market volatility.

• Put things back in order. Over time, and almost before you’re aware of it, the spaces in your home can get “out of balance.”

Perhaps you have too many chairs in one corner, or maybe your new desk takes up too much space in your home office. With some rearranging, however, you can get things back in order. The

same need for rearrangement may apply to your portfolio, which might have become unbalanced, with too much of one investment and too little of another.

This situation could undermine your financial strategy, especially if the imbalance means you are taking on too much risk or, conversely, if your holdings have become too conservative to provide the growth you need. So, look for ways to restore your portfolio to its proper balance.

By giving your portfolio an annual spring cleaning, you can help make sure it’s up-to-date, suited to your needs and well-positioned to help you make progress toward your key financial goals.

And you can do it all without going near a dust cloth.

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

Keeping Delmarva Connected Offering the best of both worlds.

Traditional Telephone Systems or Converged Network Solutions for your business needs Telephone & Voice Networking Systems | Voice Mail/Unified Messaging Voice Over Internet Protocol (VoIP) | Hospitality Telephone Systems Computer Network & Fiber Optic Cabling | Commercial Sound Systems

Salisbury, MD • 410-548-7600 (Milford St.) 410-677-0700 (Injury Center) Easton, MD • 410-770-9720 Lewes, DE • 302-945-0200 Millville, DE • 302-539-3110 Millsboro, DE • 302-945-4250

www.aquacarerehab.com

410-546-5150 300 B Mill Street Salisbury, MD 21801

Business Journal

• March 2009

PAGE 23

Marketing your business in the current economy

By Clay Tarpley

There is no arguing the fact that we are facing a down turn in our economy.

Some are not ready to call it a recession yet, but we are definitely feeling the pinch. That is the nature of business - it goes in cycles of ups and downs.

When the market slows down and sales start to drop, the business owners’ first instinct is to cut their costs. One of the first to be slashed is the marketing/ advertising budget. Ad budgets are often at the top of a cost-conscious small business owner’s hit list because it’s an easy decision to make and it has an immediate impact to the bottom line.

This is a serious mistake. Smart business owners know this is the time to spend more!

Let me explain. When the economy shrinks it tends to shrink as a whole, meaning that consumers are still buying there are just less of them; the pie has shrunk. If you currently own 3% of your market and the total market is $30m then your sales are $900,000.

During a slow down let’s say that the market potential has shrunk by 50% to $15M, assuming you are continuing to do the same income producing activities (marketing, sales, promotions, etc..) your sales should be $450,000. As a business owner that is scary because your sales on that marketing budget has gone way down and your instinct is to cut budgets, sit back and “wait for it to turn.”

What you do at times like this really depends on how you view marketing. Is your marketing viewed as an expense - something you just have to do? Or do you view it as an investment?

Smart marketers know that while all the competition is standing on the sidelines, if they have the audacity to actually spend more (invest), they will capture more of the market share (because competition is waiting for things to turn around) and when the market turns around they will reap the huge benefits because they have a greater market

share and the pie is now bigger.

This year may not be the best year that you’ve ever had, but it doesn’t have to be your worst. Take advantage of the fact that most of your competition has pulled back, slowed down and in some cases, completely left. Now is your time to push forward. You have a window of opportunity in front of you, and how you use that window is up to you.

There are several things that you can do at this time that may give you that edge against your competition. Even if you are confident - and especially if you’re not - regarding your professional skills, competency, and ability to survive, then it’s time to make plans for a more successful future. For many, now just might be that time.

Adopt technology Whether your goals have been to upgrade your contact management, overhaul your website, or convert your office to a paperless document management system, this is the perfect time to do so.

Not only is it easier to implement and upgrade technology when you’re not overwhelmed with business, but the competition and desire for profitability within the tech sector has resulted in excellent buying opportunities. If you don’t implement now, and instead wait for the market to pick up steam, you’ll once again be too busy to take on such projects and will have missed a great opportunity.

Expand your sphere of influence Working a “sphere of influence” and or a “geographical area of specialization” is always a good idea for anyone involved in sales. However, when the market is hot, everyone else is doing the same, but when the market slows down, much of your competition will relax their efforts, and particularly those that cost money to continue.

This presents an excellent opportunity for those businesses that wish to survive, and even thrive, in a slower marketplace. When the market was good, sales oriented businesses were sending

Go Green!

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

Choptank Electric Cooperative

newsletters and postcards to prospects.

But, if your market is slowing down, then fewer of your competitors will continue such marketing efforts. Rather than reducing your direct prospecting efforts, this is the time to expand them.

The newsletters, postcards and other marketing pieces that you send will now have a much greater opportunity to stand out from the shrinking crowd.

Learn new skills Odds are, you’ve been meaning to learn more about many of the technologies that you already own. Taking time out of your busy schedule to attend computer training classes is never easy, but you know that you should. If you don’t take the time to educate yourself in a slow market, when will you?

A slower market is also a great time to attend business seminars and to complete the professional designations that you’ve been working toward over the years. Again, you’ve likely put off many such activities when you were just “too busy” and promised yourself that you would invest in your skills when things slowed down. Why not go ahead and listen to yourself? What better time is there to be around exiting and motivated speakers and trainers than when you most need to be excited and moti-

vated?

Maintain your marketing Whatever you do, don’t cut back on your marketing just because area sales are softening. If you’re currently spending money on unproductive advertising, then it’s certainly a good time to cut such waste from your budget.

When consumers are faced with a tough market, they will be more likely to look for quality service. A down market may be just the right time to actually expand your marketing and to launch new campaigns that you put off when you had plenty of business.

Even if you cannot increase your sales during soft times, you can certainly strengthen your skills, your public recognition and the quality of your service. Doing so now will put you in the best possible position to capitalize on the market rebound. While there’s no way to tell when the market will pick up steam, it will eventually do so.

The actions you take now can insure that you’re ready and able to take advantage of it when the time comes.

About the author Clay Tarpley is the VP of Marketing & Operations of a.s.a.p.r., Public Relations & Marketing located in Sharptown.

Next Month

Which restaurants provide the best setting for a business lunch?

Where can you find consistently good service and cuisine?

April’s Business Journal focuses on

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

Business Journal • March 2009

PAGE 24

Name

Contact

Business Journal Directory Phone

Fax

Website

Email

Advertising Comcast Spotlight Stephanie Willey 410-341-8950 410-341-8980 comcastspotlight.com stephanie_willey@ 1201 Pemberton Dr., Suite 2B, Salisbury, MD 21801 cable.comcast.com _________________________________________________________________________________________________________________________________________________________________________

ArCHiteCts & engineers Andrew W. Booth & Associates, Inc. Matthew Smith 410-742-7299 410-742-0273 awbengineers.com msmith@awbengineers.com 1942 Northwood Dr., Salisbury, MD 21801 Debbie Bailey dbailey@awbengineers.com _________________________________________________________________________________________________________________________________________________________________________ Davis, Bowen & Friedel Michael Wigley 410-543-9091 410-543-4172 dbfinc.com mrw@dbfinc.com One Plaza East, Suite 200, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ George, Miles & Buhr, LLC Michelle Everngam 800-789-4462 410-548-5790 gmbnet.com meverngam@gmbnet.com 206 W. Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ AUtO deALer Pohanka Automotive Group of Salisbury Chris Hagel 410-749-2301 410-742-5168 pohankaofsalisbury.com chrisrobininc@aol.com 2012 North Salisbury Blvd., Salisbury, MD 21801 ext: 8030 _________________________________________________________________________________________________________________________________________________________________________ AUtO PArts Eden Used Auto Parts George Glovier 410-749-5116 410-742-3930 eden11@comcast.net 14661 Merser Rd., PO Box 43, Eden, MD _________________________________________________________________________________________________________________________________________________________________________ BUiLders Bud Esham Homes Bud Esham 410-742-1364 410-742-0164 budeshamhomes.com quality@budeshamhomes.com 5966 Williamsburg Pkwy., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________

Ruark Builders Connie Ruark, Sleepy Hollow 410-677-3835 410-860-4875 ruarkhomes.com cruark@ruarkhomes.com 4920 Snow Hill Rd., Salisbury, MD 21804 Barbi e Hannemann, VP 410-749-0193 410-860-4875 bhannemann@ruarkhomes.com _________________________________________________________________________________________________________________________________________________________________________ COMMerCiAL BrOKerAge Rinnier Commercial Blair Rinnier, CCIM 410-742-8151 410-742-8153 rinnier.com bmail@rinnier.com 218 East Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ dining/CAtering Market Street Inn Stephanie Bellacicco 410-742-4145 410-742-3687 marketstreetinnsalisbury.com sbellacicco@marketstreetinn 130 W. Market St., Salisbury, MD 21801 salisbury.com _________________________________________________________________________________________________________________________________________________________________________ Black Diamond Catering Peter Roskovich 410-749-6961 410-749-2896 blackdiamondcatering.com rosko@blackdiamondcatering.com 301 North Fruitland Blvd., Fruitland, MD 21826 _________________________________________________________________________________________________________________________________________________________________________ eMPLOYMent AgenCY Manpower, Inc. Darlene Smyser 410-742-8861 410-742-9384 us.manpower.com salisbury.md@na.manpower.com 24 Tilghman Rd., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ FinAnCiAL Shore Bank Rick Mathews 410-548-7125 410-548-1688 shorebank.com customerservice@ShoreBank.com 100 W. Main St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ Main Street Financial Services, LLC Steve Hill 410-860-5200 410-860-5289 capitolsecurities.com shill@capitolsecurities.com 144 E. Main St., Suite 202, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ The Bank of Delmarva Robert D. Core 410-548-5670 410-742-9588 bankofdelmarva.com bob@bankofdelmarva.com 2245 Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ Merrill Lynch Robert G. “Bob” Anderson 410-860-2781 410-860-5066 fa.ml.com/bob_anderson bob_anderson@ml.com 224 E. Main St., Suite 1, Salisbury, MD 21801 800-416-8017 ________________________________________________________________________________________________________________________________________________________________________ gLAss Mr. Go-Glass Dreux Campbell 410-742-1151 410-749-0265 go-glass.com customerfirst@go-glass.com 805 Snow Hill Rd., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ insUrAnCe

Allstate Insurance Fred Pastore 410-860-0866 410-860-0869 allstate.com fredpastore@allstate.com 111 Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________ Atlantic/Smith, Cropper & Deeley Laura Deeley Bren 410-835-2000 410-835-2036 ascd.net lbren@ascd.net 7171 Bent Pine Rd., Willards, MD 21874 ________________________________________________________________________________________________________________________________________________________________________ Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 averyhall.com khayes@averyhall.com 308 E. Main St., Salisbury, MD 21801 Bus., Life, Personal, Health ________________________________________________________________________________________________________________________________________________________________________

Gamee Elliott Gamee Elliott 410-749-4175 statefarm.com gamee.elliott.bvm6@statefarm.com 410-749-4725 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ ISG International Brad Sutliffe 410-901-0736 410-910-0836 isgintl.com Brad_Sutliffe@isgintl.com 204 Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________

Business March 2009 2009 BusinessJournal Journal •• March

PAGE25 25 PAGE

Is your business ready to handle an emergency?

By Jackie Gast All businesses have emergency plans for their employees. They are supposed to practice fire or disaster drills regularly. Having a plan, and practicing it, is essential to You should determine employee safety.

According to the 2007 relevant special needs Disability Status Report for the United States, Cornell for all employees.

University, for Maryland, 25.9% of the workforce working full-time/full-year not use a wheelchair. However, when has one or more disabilities. In Delapracticing their evacuation drill, this ware, that statistic is only 19.7%. Naemployee was unable to evacuate within tionally, 1 in 3 people ages 65 to 74 the required time. have a disability. For those over 75, the A fellow employee volunteered to number is 1 in 2 people. It is important bring in a wheelchair from her home to consider emergency plans that inand place it near the employee’s workclude people with special needs or with station. disabilities and older workers.

In addition, since the employee with I recently spoke with an employer the disability is not used to a wheelwho has an individual with a physichair, fellow employees made a plan cal disability who is unable to walk at as to who would help guide him to the a quick pace. He is mobile and does

Human Resources

Name

Contact

chair if the need arose. That plan was accepted by management.

The accommodation to help this employee cost nothing. Also, consider the positive corporate culture in this company as these plans were employee driven.

The above noted employee is not elderly, however, many elderly may not move as quickly as they used to. Also, consider employees who have temporary disabilities such as a broken leg, recent ankle surgery, etc.

While your company may not employ anyone currently with special needs, it could happen in the future, it could be you, and you need to be ready.

According to the Center for Disability and Special Needs Preparedness, www.disabilitypreparedness.org, your emergency plan should include establishing two evacuation routes as one may be blocked and determining “safe areas” in case of a tornado or air raid.

Include the fire marshal in designating those areas and ask if they have a reg-

ister for people with disabilities at the station.

You should determine relevant special needs for all employees including those with disabilities and emphasize to employees that they need to be as selfreliant as possible and assume responsibility for their own safety.

Make sure all employees are familiar with the company’s emergency warning system. Be sure it is both visual and audio; most cell phones have GPS. In case of a building collapse, this could be critical in finding an employee’s location. Employees may want to consider keeping a kit of necessary supplies like insulin or other medications.

Also, consider language barriers for the deaf and hard of hearing.

Schedule the time this month to (re) develop a plan. It is well worth it.

About the author Jackie Gast is director of the ESBLN Eastern Shore Business Leadership Network.

Business Journal Directory Phone

Fax

Website

Email

INSURANCE Landmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 landmarkinsuranceinc.com charlie@ 30386 Mt. Vernon Rd., Princess Anne, MD 21853 888-651-2111 landmarkinsuranceinc.com ________________________________________________________________________________________________________________________________________________________________________ Paulette Arnsparger, Allstate Insurance Co. Paulette Arnsparger 410-677-4774 410-677-4776 allstate.com/12697 PArnsparger@allstate.com 501-C East Naylor Mill Rd., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ PRINTING Delmarva Printing, Inc. Don Hitchens 410-912-0980 410-912-0984 delmarvaprinting.com don@delmarvaprinting.com 2110 Windsor Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ Oddi Atlantic Pam Gregory 410-651-5447 410-651-5534 OddiAtlantic.com Pam.Gregory@OddiAtlantic.com 30899 Park Dr., Princess Anne, MD 21853 ________________________________________________________________________________________________________________________________________________________________________ REAL ESTATE Coldwell Banker Melissa Lear 410-543-4545 410-543-9609 cbmove.com/melissa.lear mlear@cbmove.com 1131 S. Salisbury Blvd., Suite B, 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 ________________________________________________________________________________________________________________________________________________________________________

SOLAR ENERGY Eastern Shore Solar Ray Emmons 410-543-1924 easternshoresolar.com ray.emmons@easternshoresolar.com 6288 Westbury Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ STORAGE Cubes To Go Betsy Bradford 410-742-2100 410-742-3875 cubestogo.com info@cubestogo.com 102 Broadway St., PO Box 238, Fruitland, MD 21826 ________________________________________________________________________________________________________________________________________________________________________ WATER Sharp Water Lisa Rice 410-742-3333 410-543-2222 sharpwater.com lrice@sharpwater.com 129 Columbia Road, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________

To advertise your business in the Business Journal Directory Contact Emily Rantz at 410-749-0144 or email mspublications@gmail.com

PAGE 26

Taylor honored for service

Robert A. Leone, president of BesTemps recently recognized Diane Taylor for her 25 years of service.

Taylor, vice president of operations, joined BesTemps in 1984 as a part-time staffing coorTaylor dinator.

“I credit a lot of our growth and success to Diane and to her ability to get things done,” Leone said.

Taylor, who resides in the Snow Hill area with her husband Sam, has two daughters and four grandchildren.

Employees earn credentials

Becker Morgan Group is proud to congratulate eight employees on becoming Leadership in Energy and Environmental Design Accredited Professionals (LEED AP) with the U.S. Green Building Council.

To obtain this registration, an individual must pass the LEED exam created by the U.S. Green Building Council.

Thirty Becker Morgan Group employees attended a company hosted LEED seminar providing an in-depth overview of LEED principles and practices further adding client benefits through integration of LEED into the design process and project management.

Employees earning accreditation include: Garth E. Jones, P.E., LEED AP, senior civil engineer; Peter J. Vyverberg, AIA, LEED AP, associate; Michael J. Henry, LEED AP, associate; Christopher J. Weeks, LEED AP, business development manager; Christopher D. Duke, LEED AP, civil designer; Eric C. Catellier, LEED AP, designer; Kevin W. Parsons, LEED AP, professional land surveyor; and Michael E. Lane, RLA, ASLA, LEED AP, landscape architect.

The firm now has 11 LEED accredited professionals on staff and is a member of the U.S. Green Building Council.

Foundation welcomes members

Three new members were elected to the board of directors of the Community Foundation of the Eastern Shore at the organization’s recent annual meeting.

Elected to three year terms were Kathleen McLain McLain of Salisbury; Lauren Taylor of Ocean City; and Ernie Satchell of Princess Anne.

Kathleen McLain is general manager of WMDT 47 and Delmarva’s CW 3.

She has been very active in lending support to the local community serving on boards such as Salisbury Urban Ministries, PRMC Health System Advisory Council, Deer’s Head Citizens Advisory

Business Journal

• March 2009

Personnel File

Board, Women Supporting Women, Wicomico County Tourism Advisory Board, The Greater Salisbury Committee and the Salisbury Area Chamber of Commerce.

Lauren Taylor is a Taylor resident of Somerset and Worcester Counties. Her past board experience includes Peninsula Regional Hospital Foundation, Friends of Coastal Hospice, The United Way, and Somerset County Historic Trust.

Taylor serves on the Satchell board of visitors for the University of Maryland Eastern Shore, the Ocean City Economic Development Committee and the Community Foundation’s Excellence in Education Grant Committee.

Ernie Satchell is a native of Virginia’s Eastern Shore. He is the head of the Fine Arts Department at the University of Maryland Eastern Shore and is a charter member of the Somerset County Arts Council. He is also a past member of the Somerset County Board of Education.

The mission of the Community Foundation of the Eastern Shore is to strengthen the community by building charitable funds, maximizing benefits to donors, making effective grants and providing leadership to address community needs.

Hanna attends conference

Henry Hanna, III, CCIM, SIOR, a senior advisor for Sperry Van Ness– Miller Commercial Real Estate in Salisbury, recently attended a Baltimore conference sponsored by the Baltimore Business Journal and SIOR chapter.

A panel of leading lenders, commercial builders and developers discussed the Mid–Atlantic office and industrial market conditions.

The overall outlook was that Maryland is well positioned and does not

have an excess of industrial office or retail properties. They expect that by the end of 2009, any excess will be absorbed by new business or expanding businesses to bring the vacancy level back to the healthy norm.

Hanna named in top 15

Henry H. Hanna, III, CCIM, SIOR, Sperry Van Ness-Miller Commercial Real Estate, has been recognized as one of the top 15 Sperry Van Ness advisors for 2008.

He was ranked #15 of 1,000 advisors worldwide. Hanna’s success for 2008 resulted in 31 transactions and over $17 million in sales.

He serves as a senior advisor for Sperry Van Ness-Miller Commercial Real Estate specializing in the sale of retail and triple-net properties on the Eastern Shore of Maryland and Delaware.

Hanna holds the prestigious Certified Commercial Investment Member (CCIM) designation, is a member of the International Council of Shopping Centers (ICSC), and has been awarded the prestigious Partners Circle award, which is the company’s highest sales award.

In addition, Hanna holds the SIOR designation with the society of Indus-

trial and Office Realtors.

Hanna earned a master’s of business administration from Southern Illinois University in Edwardsville, Ill. and a bachelor of arts in government and foreign affairs from the University of Virginia in Charlottesville, Va.

Knopp joins Sperry Van Ness

Tom Knopp has joined the Sperry Van Ness - Miller Commercial Real Estate Delaware office as an advisor.

Knopp specializes in the sale and leasing of industrial, retail, office and commercial investment properties, as well as land in Maryland and Delaware.

He has secured over 39 transactions resulting in a sales volume of $12 million in three years. Before joining Sperry Van Ness – Miller Commercial Real Estate, Knopp served as a commercial realtor for Century 21 in Seaford, Del. Knopp, who is a member of the National Association of Realtors and the Sussex County Association of Realtors, resides in Federalsburg with his wife.

Palmer joins Allen & Shariff

Dell P. Palmer, P.E. has joined Allen & Shariff Engineering in Salisbury where he will lead marketing efforts.

A native of Pennsylvania, Palmer

First rate business news for the first state.

Morning Star

Business Report MARCH 2009

Is it all Blue Skies for

Delaware Agriculture?

Sleep Inn Salisbury

Ideally located on Delmarva just minutes from Arthur W. Perdue Stadium, The Ward Museum of Wildfowl Art, the Salisbury Zoo, Salisbury State University, Wor-Wic Community College and Wicomico Regional Airport.

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

t: 410.572.5516 f: 410.677.4713

www.choicehotels.com/hotel/md022 406 Punkin Court, Salisbury, MD 21804

Contact your advertising representative today.

302.629.9788

or email sales@mspublications.com

Business Journal brings over 40 years of experience. He has worked with firms in the Washington, D.C. area; Pittsburgh, Pa.; Atlanta, Ga.; Charlotte, N.C.; and Denver, Colo. Palmer holds a professional Palmer engineer license in nine states including Maryland and Virginia. He resides in Ocean Pines with his wife, Ann.

Moore joins SVN

Lindsay Moore has joined Sperry Van Ness Miller Commercial Real Estate as a marketing assistant. Lindsay is responsible for marketing, advertising, event planning and public relations for the Salisbury office.

Moore Lindsay graduated from Salisbury University in 2005 with a major in psychology and a minor in marketing management.

She has worked in the real estate industry for four years and holds a Maryland real estate license.

Waller named area manager

Robert A. Leone, president of BesTemps, recently announced the promotion of Mindy Waller to area manager for the BesTemps Cambridge, Easton and Annopolis territories.

Waller joined BesTemps in 2003 as a staffing coordinator. From there she

was promoted to outside sales representative and customer service supervisor. Because of her ability to get the job done her duties were expanded to cover the public relations, marketing and customer service for Waller BesTemps branches and affiliates on the entire Eastern Shore.

She will now be responsible for establishing a presence on the Western Shore.

Raised in the Cambridge area, Waller resides in Salisbury.

Advisors named in top 100

Sperry Van Ness – Miller Commercial Real Estate in Salisbury reports that sales for 2008 were slightly higher than 2007. SVN-Miller has the largest market share of any other SVN office and was the top east coast firm for the second year.

Four advisors made 2008’s top 100 list for Sperry Van Ness International.

Henry Hanna, CCIM, SIOR, #15, John McClellan, CCIM, # 32, Brent Miller, CCIM, CPM, #69 and Bradley Gillis, CCIM, #83 all rank in the top 8% of the 1,000 SVN advisors worldwide.

Brent Miller, managing director of SVN - Miller states that “the outlook for ’09 will be strong as sellers become realistic about pricing.” When this happens, volume will increase each month as property prices decrease.

For more information, visit www.

SVNmiller.com or call 410-543-2440.

• March 2009

PAGE 27

Boy Scouts set to honor Phil Tilghman with Citizen Award The Tri-County District of the Del-Mar-Va Council, Boy Scouts of America (BSA), has announced that Wicomico County businessman and civic and community leader Phil Tilghman has been selected to receive the 2009 Distinguished Citizen Award.

Tilghman will be honored at the annual awards dinner on April 4 at Salisbury University.

For 24 years, the Distinguished Citizen Award Dinner has been one of the Council’s premiere events. The award is an annual recognition of those who give freely of their time and talents to improve the quality of life on the lower shore.

Selection criteria include how the community has benefited from the individual’s contributions and the lasting effects those contributions have left on the community. Past recipients include Richard Henson, Frank Morris, Richard Hazel, Virginia Layfield, Paul Martin, Lewis Riley, Dr. William Hytche and Jim Perdue.

Tilghman served on the Wicomico County Council from 1986 to 2002 including eight years as vice-president and four years as president. He is the immediate past president of the Salisbury Area Chamber of Commerce.

In addition, Tilghman has served as president of the Delmarva Oil Heat Association, the Hebron Lions Club and the Wicomico Partnership for Families

and Children.

He hosts his own community affairs show on PAC 14, the local public access television channel. He is also active in the Democratic Party, St. Philip’s Episcopal Church and The Salvation Army.

“Phil is so well known Phil Tilghman across the Shore for his many contributions to Salisbury, Wicomico County and the surrounding area,” said Joe Ollinger and Bruce Patterson, event co-chairs. “We invite all of Phil’s friends in the three lower shore counties to join us for this event,” they concluded.

Tickets are $100 which include a donation to the Boy Scouts. To reserve a table, learn more about sponsorship opportunities to support the dinner, or purchase an advertisement or congratulatory greeting in the program, contact Kevin Les Callette, field director, BSA, at klescallette@dmvc.org or call 443523-7639. Online registration is available at www.delmarvacouncil.org. The reservation deadline is March 26.

Prepare 1.2 million business & individual tax returns and something happens.

You get really good at it.

Whether you're a wedding planner or own a plumbing supply company, we're here year-round to help you with: • Bookkeeping • ITIN & Notary Services

• Tax Preparation • Payroll

Bring in your Business or Individual Tax Return for a Second Look Review (only $29). Let us either confirm it is correct and receive our Standard Guarantee; or if we discover a tax law error, you may be due additional refunds or owe less to the IRS. 87% of returns have errors, 50% of those are in your favor, and on average we find $1300.

H&R BLOCK

business services

To learn more call

410-548-7699

Easton | Cambridge | Salisbury

PAGE 28

Business Journal

• March 2009

Work proceeds on city’s comprehensive plan

By Jack Lenox and Keith Hall

As part of a process to establish a long range comprehensive plan, the City of Salisbury has held a series of community workshops to gather public input. The first round of public meetings has been completed with two community information workshops and a meeting to analyze the City’s strengths, weaknesses, opportunities and threats.

Assisting the City and its planning staff is the Hunt Valley consulting firm, KCI Technologies. Both Chamber members and staff have been active, and the City appreciates the input provided on behalf of our diverse community.

The first workshop was held on Oct. 15, 2008 at the Salisbury Fire Headquarters. The purpose of this meeting was to introduce citizens to the requirements of the new Comprehensive Plan and its elements. A detailed presentation was given by KCI staff in order to familiarize the public with the general demographics and trends affecting the City, along with an outline of the general approach to public participation. The participants identified the major issues for the City and potential solutions.

The project team conducted the SWOT (Strengths, Weaknesses, Oppor-

tunities and Threats) analysis meeting at the Government Office Building in downtown Salisbury on Oct. 17, 2008.

The Wicomico-Salisbury Planning Commission and key City staff participated in the half-day workshop.

The SWOT analysis was conducted in two parts. The first part involved defining neighborhoods of the City of Salisbury. The second part focused on an analysis of key issues in order to identify the strengths and weaknesses of the City and to discuss new opportunities and potential challenges.

The first round of public input meetings concluded with the City of Salisbury Neighborhood Workshop on Nov. 13, 2008 at the Salisbury Fire Headquarters.

The outcomes of the first community workshop were presented to the public, focusing on a specific analysis of results both city-wide and by census tract. Participants evaluated the pre-defined planning areas of the City on the basis of a list of the characteristics of a successful neighborhood taken verbatim from the Metro Core Plan. This community workshop provided the insight on issues specific to certain neighborhoods and that have city-wide implications.

The Chamber of Commerce Economic Forecast on Jan. 15 provided a

good opportunity to collect information regarding future trends and how they relate to local growth and development. This type of information will help provide a basis for a plan element specifically dedicated to economic development.

The City of Salisbury encourages continued involvement as work on the

Comprehensive Plan proceeds. For further thoughts and ideas, a citizen survey is available through the City’s website at www.ci.salisbury.md.us. Once on the website, click on “Salisbury Comprehensive Plan,” then “Plan Survey.”

For more information, contact Keith Hall at the Salisbury-Wicomico Planning Office, 410-548-4860.

GROUNDBREAKING CEREMONY - On Feb. 17, the Chamber and Gillis-Gilkerson celebrated the groundbreaking for the very first Checkers Restaurant to be built on the Eastern Shore. The restaurant, which will be located at the corner of Route 13 and North Boulevard, is owned by Clifford and Jeaunice Pulliam and Carl Binns.

BURNETT-WHITE Commercial TIRE & AUTO CO.

Real Estate

Prime Office Space -

1600 sq. ft. 317 Lemmon Hill Lane, Salisbury

TIRES & SERVICE YOU DESERVE 67 Years Serving Delmarva

412 E. Main St., Salisbury, MD

410-742-2222 www.burnettwhite.com

• FIRST MONTH’S RENT FREE • Two blocks from downtown • High speed internet available • Reception office, 2 large offices plus a large 23 x 30 office or meeting room • One year lease required

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

Ron Alessi, Alessi Properties LLC

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

Business Journal

Chicken industry good for area New data compiled by Delmarva Poultry Industry, Inc. (DPI), the trade association for the Delmarva Peninsula’s broiler chicken industry, shows the continued strength and economic importance of the chicken industry.

In 2008, Delmarva’s four poultry companies and nearly 1,800 poultry growers produced 571,263,000 broiler chickens, roasters and Cornish hens.

To produce those chickens, Delmarva’s poultry industry used nearly 80 million bushels of corn and the equivalent of 27 million bushels of soybeans.

The feed bill in 2008 was nearly $927 million, up 35 percent from 2007.

This is on top of a 33 percent increase in feed costs from 2006 to 2007.

This unprecedented increase in feed costs, the largest expense in producing chickens, accounts for much of the financial stress in the chicken industry.

The good news for Delmarva is that most of the corn and soybeans are grown locally, which means chicken industry dollars are flowing throughout the local economy.

This income increase for farmers is significant because these dollars help keep local farmers in farming, an economic and ecological benefit to Delmarva.

Data shows that farmland produces less pollution per acre than developed

land, so a strong poultry industry buying local feed ingredients is good for the environment.

More than 14,000 poultry company employees on Delmarva earned more than $414 million in salaries while nearly 1,800 poultry growers were paid more than $178 million.

These are substantial dollars being circulated in a relatively small geographic area.

One important indicator of the strength and potential longevity of the chicken industry is the amount of money spent by growers and poultry companies on capital improvements, such as new facilities, renovations and new equipment.

Delmarva’s four chicken companies spent more than $76 million last year while growers spent $45 million.

This construction also positively affects many other businesses on Delmarva such as builders, material suppliers and financial institutions.

The wholesale value of the broiler chickens raised on Delmarva last year reached a record high, exceeding two billion dollars for the first time.

Delmarva produces about seven percent of America’s broiler chickens.

Individually, Delaware is ranked #8; Maryland #9; and Virginia is #11 based on pounds of meat produced.

• March 2009

PAGE 29

POWER HOUR BREAKFAST - Women Supporting Women (WSW), Worcester County Chapter, hosted the Power Hour Breakfast for the Ocean Pines Area Chamber of Commerce in January. Guest speakers were Jim Wahl, MD Mentor volunteer coordinator and Thomas S. Tyndall III, Energy Program coordinator for Choptank Electric Co-op. From left are Wahl, Carol Ludwig, executive director of the Ocean Pines Chamber of Commerce, and Tyndall at the breakfast. The OC Parrothead Club has selected WSW as this year’s target charity and the Chamber is proud of the three Chamber members who are running for the Royal Court - Stacy Sakai, Ed Colbert and Brandi Mellinger.

Meetings Never Looked So Good!

Office Furniture • Interior Design Home Office Furniture • Floor Coverings Window Treatments • Relocation Services ADDITIONAL 10% DIscOuNT TO chAmber members

Fu rn it u re Sol e c i f f utio O L ns DC 410.758.4387

Specializing in office furniture, interior design and space planning.

We represent over 75 of the finest furniture manufacturers in the industry and have furniture for every budget. We can provide you with wall coverings, floor coverings and window treatments to complete your office. If you are moving to a new space we can get all your existing furniture there safely.

dclofficefurniture.com email - dcloffice@atlanticbb.net

David and Cosie Metrinko

Ask us a bout our F REE space pla nning to SACC Cha mber Me mbers

PAGE 30

Business Journal

Eckhardt named fellow by SU

Salisbury University recently named Maryland Delegate Adelaide C. “Addie” Eckardt its 2009 John R. Hargreaves Distinguished Legislative Fellow during a ceremony at the Lowe House Office Building in Annapolis.

The award, designed to recognize outstanding legislators for effective and honorable public service, was presented

by SU President Janet Dudley-Eshbach.

Eckardt is the eighth recipient of the Hargreaves Fellowship. Past recipients have included House Speaker Michael Busch; Senate President Thomas V. “Mike” Miller, senators J. Lowell Stoltzfus and Brian Frosh; and delegates Sheila Hixson, Norman Conway and the late Howard “Pete” Rawlings.

Eckardt serves Caroline, Dorchester, Talbot and Wicomico counties in District 37B. One of her most notable accomplishments has been her work to improve health care. She co-sponsored a bill that established the Nurse Support Program Assistance Fund, requiring funding for competitive and statewide grants to increase the number of bedside nurses in Maryland hospitals, and to attract and retain minorities in nursing.

She has also taught nursing to SU students.

• March 2009

Education

She also has been a supporter of the agricultural industry and a leader in job creation on the Eastern Shore and expanding small business opportunities.

She was the original proponent in the General Assembly of bringing broadband Internet to the Shore. She has been a House member since 1995.

Sponsored by PACE, the Hargreaves Fellowship not only salutes public servants, but also allows SU students to meet with outstanding state legislators so they can learn about the responsibilities and rewards of public service.

Also honored during the Hargreaves ceremony were six General Assembly interns from SU who are the first recipients of the Henry H. “Buddy” Hanna Memorial Award, a scholarship established in 2007 in memory of Hanna, who served three terms in the House of Delegates.

SCS receives dual accreditation

Salisbury Christian School recently received dual accreditation status through the Association of Christian School International and the Middle States Association of Colleges and Schools.

This achievement is the culmina-

From left are Dr. Creston Long, co-director of PACE; Ginie Lynch, managing director of PACE; Dr. Janet Dudley-Eshbach, SU president; Delegate Addie Eckardt, Hargreaves Award recipient; and Dr. Francis Kane, co-director of PACE.

tion of many years of systematic improvement across all disciplines of the organization. SCS received the highest rating and was granted a seven year term of accreditation through both prestigious associations.

The accreditation process involved extensive evaluation of every area of

the school including: school philosophy, admissions, governance, finance, personnel, instructional program, library, media resources, technology, student activities, guidance services, health services, transportation, food services, safety and crisis planning, facilities and community relations.

EASTERN SHORE SHRM REGIONAL HR CONFERENCE ‘Riding The Waves’ Thursday, April 30, 2009 7:30 am - 5:00 pm

Featuring Keynote Speakers Author, Ty Howard & Humorist, Carol Moore

And an Afternoon of Intrique Clear Channel is offering billboard advertising on the Eastern Shore to non-profits at no charge for the advertising space.

There is a $300 charge for production, artwork and installation.

We realize that during these difficult times, non-profits are suffering along with the rest of the world.

Contact Betsy Cottingham at 410-543-2100 or email betsycottingham@clearchannel.com

Mock Sexual Harassment Trial & Employment Law Panel Discussion Grand Prize Drawing …

6-day cruise to Bermuda

For more conference information including Partnership and Exhibitor opportunities and registration forms, visit the Eastern Shore SHRM website at http://easternshore.shrm.org.

Business Journal

Test helps prepare for SAT

Sylvan Learning Center offers a free SAT diagnostic test and will provide students with scores that analyze their performance in writing, critical reading and math.

Diagnostic test format and content mirror the actual test. Students who take the diagnostic test gain experience with the same types of questions they will find on the real test. They also practice the SAT essay.

Sylvan scores the test by section and subject to pinpoint questions students answered correctly and provide answers to the ones they missed.

Knowing how well they performed in each category tells students what subject areas they need to review. Students can keep the testing booklet to use as a study tool.

The SAT tests knowledge, reasoning and critical thinking as well as endurance and confidence. It helps to practice pacing through a lengthy test of 3 hours, 45 minutes.

Sylvan Learning Center offers the

free diagnostic test most Saturday mornings and weekdays including school holidays. Call 410-341-4100 to schedule a testing time. For more information, call Ann Wilmer at 410341-0120.

SU presents lecture

In honor of Women’s History Month, Dr. Melanie Perreault, chair of Salisbury University’s History Department, presents the 2009 Washburn Distinguished Lecture in American History at 7:30 p.m. Wednesday, March 25, in the Wicomico Room of the Guerrieri University Center.

Titled “Servants, Slaves, and Unruly Mistresses: Interpersonal Violence in the Early Chesapeake,” her talk examines how acts of violence both challenged and reinforced community standards in the Chesapeake Bay region during the 17th century.

Admission is free and the public is invited. For more information call 410543-6312 or visit theNabb Research Center website at http://nabbhistory. salisbury.edu.

Committee Spotlight

Recycling

The Recycling Committee is comprised of local business persons that have a common interest in the environment and its protection.

Their interest is global with an understanding that it starts locally. Recycling is a process that includes residential and businesses as well.

This committee was originally known as the Environmental Committee. Over time a group of individuals that served on this committee found their interests focused mainly on recycling and thus the new task force was created.

The committee is working to educate the business community as well as the

local population as to the many ways one can easily recycle to make a long term difference in our area. They are using many of the opportunities available to educate the public on how to recycle, where to recycle and what to recycle. They are working to improve their web presence showing the dos and don’ts and to make information easily available.

If any of this sounds interesting to you, then come join the group. They meet the third Friday of each month at 8am in the Chamber Business Center.

For more information feel free to call Cindy Feist at: 410-749-0144 or email sacc@salisburyarea.com.

JA VOLUNTEER HONORED - Best Buy Children’s Foundation has awarded a $2,000 grant to Junior Achievement of the Eastern Shore through a TAG Team Award, which recognizes employees who are committed to strengthening their local communities. Best Buy employee John Reichenberg Jr. volunteered over 80 hours this past school year for Junior Achievement of the Eastern Shore. To become a part of the JA program, contact the office at 410-742-8112 or visit www.jaontheshore.org.

• March 2009

BusinessJournal 02_09:BusinessJournalEditorial 3175

PAGE 31 3:54 PM

2/18/09

SU Celebrates Reading.

Green Reading, That Is.

By Drs. Laura Marasco and Ernie Bond Education Faculty Salisbury University Salisbury University’s Children and Young Adult Literature Festival is expanding. In addition to celebrating the fifth annual Green Earth Book Awards, this year’s festival includes screenings of two film adaptations of successful literary works: Varmints and The Spiderwick Chronicles.

Visits by world renowned authors and illustrators, including Spiderwick’s Holly Black and several Green Earth Book Award winners, are also part of the celebration.

Events begin Wednesday, April 15, with panels and speakers from 11 a.m.3 p.m. in SU’s Teacher Education and Technology Center Room 153.

Caldecott honorees Betsy and Ted Lewin, who have together written or illustrated some 60 books such as Click, Clack, Moo and Pepe the Lamplighter, are among the speakers.

That evening, Varmints plays in Holloway Hall Auditorium. Doors open at 6 p.m.

David Johnson, SU English faculty and co-editor of Literature/Film Quarterly, introduces the short animated film, which was nominated for a British Academy of Film and Television Arts (BAFTA) award—England’s equivalent of an Oscar. This is one of the first U.S. screenings of the film, adapted from a Green Earth picture book.

Film festival fun continues on Thursday, April 16, with The Spiderwick Chronicles at 4:30 p.m. in the Wicomico Room of the Guerrieri University Center. This fantasy adaptation of the bestselling series by Black will be followed by a second screening of Varmints. Black speaks at 7:30 p.m. in the same location on campus.

The highlight of SU’s Literature Festival is the recognition of the Green Earth Book Awards.

This year’s winners will be saluted on Wednesday, April 15, following Varmints and a keynote speech about literature and the environment by the Lewins. Authors will sign books in the Social Room of Holloway Hall afterward.

The Green Earth Book Award, given annually by the Newton Marasco Foundation, is the first prize in the nation to laude environmentally friendly children’s literature. The mission of the Virginia-based foundation is to inspire responsible environmental stewardship—and the award is its most prestigious outreach program.

In 2005 The Sea, the Storm and the Mangrove Tangle by Maryland author Lynne Cherry became the first winner.

Since then, the foundation has proudly recognized 15 Green Earth books and 29 honor books.

More than 100 books were considered for the 2009 contest. Six winners and 11 honorees were chosen by judges from across the nation. They include scientists, teachers, librarians, scholars (two SU faculty) and representatives of the Environmental Protection Agency.

The winning books explore everything from saving Midwest prairies to an endangered toad, and there’s also an eco-guide by MySpace users.

“Whether through lively storytelling or beautiful illustrations, these books teach our youth how they can make a difference in protecting our planet,” said Amy Marasco Newton, the foundation’s president and founder.

The honorees (including two co-winners) are: • Planting the Trees of Kenya by Claire A. Nivola and Varmints by Helen Ward and illustrator Marc Craste (for picture book); • My Space/Our Planet by the MySpace Community, Jeca Taudte and Dan Santat (for nonfiction); • Night of the Spadefoot Toads by Bill Harley (for children’s fiction); and • Blind Faith Hotel by Pamela Todd and Write Naked by Peter Gould (for young adult fiction).

Each winning author and illustrator receives $2,000. Green Earth books are also being donated to schools and youth organizations, and the entire collection was recently given to SU for its Teacher Resource Room in the TETC. During the past few years, we’ve seen the award truly become an international honor. In 2008, O.R. Melling flew from Ireland to be recognized for The Light-Bearer’s Daughter. This year, Ward hails from England. Several publishers also have started printing the Green Earth Book Award seal directly on winning books— another sign of its growing significance.

We are truly excited about the films—and the outstanding authors and illustrators—that will be on campus for this year’s festival. Students of all ages, as well as parents and teachers, local artists and writers, film buffs and environmental advocates will all find something to appreciate during the festival.

And remember, all events are FREE. Support comes from SU, Comcast, Constellation Energy, APPI, Delmarva Recycling and Pepsi Bottling Ventures. For more information about the foundation visit www.newtonmarascofoundation.org.

For details about the festival call 410-543-6509 or visit the SU Web site at www.salisbury.edu.

www.salisbury.edu

PAGE 32

Business Journal

• March 2009

China predicts positive economic growth

By E. Tylor Claggett, Ph.D. It is no secret that the U.S. and China have vastly different economic and political systems. Contrasting these differences may make our In China, the political expectations regarding our structure allows aueconomic turndown more rethorities to focus withalistic. Such contrasting may also help us formulate soluout too much regard for tions for our financial crisis.

While U.S. politicians and political precedence. economic experts are preoccupied with predictions of a will not be easy because old habits are deep and protracted recession (negative very hard to change. economic growth), Chinese leadership The loss of consumption within the and experts are saying 2009 will bring U.S. economy should best be off-set by seven percent positive growth to the increases in domestic investment. This Chinese economy. This would be down is imperative if the sum of consumpfrom the double-digit growth rates of tion, investment, government spending past years, but would still be quite imand net exports (total GDP) is going to pressive given the declines in China’s experience real increases. The current export and stock markets. So, what are national debate is really about how best some of the important differences? to preserve, increase and distribute total First, some statistics may help. In GDP. the U.S., from 1970 until 1982, conThe Chinese face an opposite set sumer spending accounted for about of numbers. Theirs is a nation where 62 percent of our GDP (gross domestic investment already accounts for 40 product). After 1982, this percentage percent of GDP. With shrinking exclimbed steadily until by 2003, conports, Chinese leadership is focusing sumption accounted for a little over 70 on increasing domestic demand. Like percent of GDP. Most experts agree this the U.S., the Chinese have launched level of consumption is unsustainable. economic rescue efforts during the past Even when the U.S. economy stabilizes, few weeks. These include a huge $600 we should not expect consumption levbillion plan to ramp up government els to return to this level. spending and big interest-rate cuts. But These consumption levels were artithe Chinese government also issued orficially induced by unrealistically liberal ders that would probably be impossible domestic credit practices, a laissez-faire in the West. regulatory environment and an internaFor example, several weeks ago, tional economy that blindly accepted state industries, including steel and American investment instruments as construction, were ordered to “actively fool proof and virtually risk free. increase” their roles in the economy by So, now the U.S. is saddled with a buying new assets at home and abroad. double burden. We must reduce conRecently, when the Chinese housing sumption to a sustainable level and then market was booming, domestic bankreduce it even further in order to “deers were compelled by the government leverage our economy,” (i.e. - pay back to reduce lending for homes. Then, to the excesses of what we owe). This sec- re-stimulate demand when home sales ond reduction may last for years and it sagged faster than expected, they quickwill require radically different expectaly lowered taxes on homes. All of this tions and ways of living. Such changes would be unacceptable “intervention” in

Insights

the U.S. President Obama is only in the first few weeks of his presidency and he has already faced a divided U.S. Senate as he tries to get his economic stimulation package implemented. Much of the debate appears to be about spending money on things that either do or do not support rapid and direct job creation and preservation. For example, the latest version of the package has reductions in funding for various K-12 public education initiatives, for green energy initiatives and for direct aid to states in dire financial distress. There is vigorous debate about ideology. Many conservatives are reluctant to have the federal government involved in activities that have traditionally been the purviews of states and private entities, as this would create undesired precedence.

In China, the political structure allows authorities to focus without too much regard for political precedence.

Many years ago, the progressive Deng Xiaoping offered the Chinese people autocratic capitalism to provide economic growth, while the Communist Party retained absolute political power.

Today, Chinese people continue to be reminded of this approach by their leaders.

Apparently, in China, there is little incentive to lump multiple programs into one mega legislative package in or-

der to appease and to get enough votes from legislators with diverse agendas.

Such objectives are considered independent without the visible and public “horse trading” that often characterizes the American system. According to a recent editorial in Newsweek, “A command-and-control system run by relatively skilled technocrats allows China to get things done, quickly.” In the same editorial, David Murphy of CLSA noted, “I’m always struck by the ability of the Chinese state to move in a coherent manner and to marshal its people and the resources of the country to a common target.”

Many current top leaders in China come from engineering backgrounds.

This includes Party Chairman Hu Jintao and Premier Wen Jiabao. Most engineers are trained to build from a plan and China seems to have many plans.

If true to form, Chinese leadership will stick to those plans and give them time to work. There is a sense of focus in China that seems to be missing at home in the U.S. About the author E. Tylor Claggett, Ph.D., CFA, is director, Financial Planning Track, at Perdue School of Business, Salisbury University.

Reach him at 410-677-5021.

Seek & Find

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

1 Which Chamber Member had an Article and a Business After Hours in the February Business Journal?

2 Which Chamber Committee hosts and organizes Career Day being held at Salisbury University?

3 Which Chamber Member advertised on page 30 of the February Business Journal?

ANSWERS FOR FEBRUARY 1 General Membership Luncheon, Business After Hours, Business Before Hours 2 January 3 Mortgage Burning Celebration

STUFFED ANIMALS DONATED - Instead of gifts on her third birthday, Logan Oluvic of Salisbury asked guests to bring a stuffed animal to be donated to the Robert T. Adkins, M.D. Emergency/Trauma Center at Peninsula Regional Medical Center. The stuffed animals will be used to comfort young patients during their visit. Ryan Killough, clinical manager of the Emergency/Trauma Center, was recently presented with the stuffed animals by Logan and her parents, Mark and Sherry Oluvic.

WINNER FOR FEBRUARY Tony Nichols of BBSI won a Sixteenth Page ad in the next edition of the Business Journal. Congratulations Tony!

Business Journal

• March 2009

PAGE 33

Unlimited IT Services One Set Monthly Rate Zero Suprise Bills

Gary and Cheryl Tull are expanding the Sweet Shop bakery in a new location in Crisfield.

Sweet Shop expands in Crisfield Gary and Cheryl Tull have purchased the building located at 4840 Crisfield Highway across from Liberty Rock Church in Crisfield to expand the Sweet Shop bakery.

The purchase was made possible with a $500,000 loan from the Accohannock Indian Tribe, Inc. The Tulls plan to incorporate eco-friendly materials into the new design to make the building energy efficient, based on green practices recommended by EcoVentures International.

The Tribe will also fund employee training, consulting and marketing assistance to the business by East Coast Consulting owned by Charlotte Scott.

The loan is part of a $686,000 Community Economic Development grant that the Department of Health and Human Services awarded to the Accohannock Indian Tribe, Inc. last fall.

The bakery project is part of the Accohannock Indian Tribe’s vision of community and economic development.

The $500,000 loan is from a Revolving Loan Fund that the tribe will lend again as the loan is repaid.

The Tull’s immediate goals include renovating the building by Easter, hiring more people and selling more Smith Island cakes. They want to grow into a full-scale plant capable of producing 500 cakes a week by 2012. The store-

front will also include a sales area for locally made arts and crafts.

The Tulls are currently working out of a storefront on West Main Street, which has reached maximum production capacity.

The company plans to mass-produce the Smith Island cake and other bakery products for wide distribution through national food services and online sales.

The Tulls expect to hire nine to 12 additional workers by the end of this year.

NSC awards Spartech

The National Safety Council has awarded Spartech FCD, LLC of Salisbury with a Significant Improvement Award for reducing injuries and illnesses that involved days away from work over the previous year. Spartech FCD reduced their injuries and illnesses to zero.

This award is a component of the National Safety Council’s member-exclusive Occupational Awards Program, created to recognize outstanding safety achievements among members.

Spartech FCD is part of Spartech Corporation, a leading worldwide producer of engineered thermoplastic sheet materials, thermoformed packaging, polymeric compounds and concentrates, and engineered product solutions.

410.219.3090 info@impact-networks.com

PAGE 34

Business Journal

• March 2009

Why your business needs managed IT services

By Bryan Murfree

Technology

Managed IT services is rapidly becoming one of the hottest solutions in business today because it dramatically improves ...managed IT services an organization’s profitability, frees up internal resources and are designed to assist offers a unique competitive adcompanies in mainvantage.

Simply put, managed IT taining and supporting services are designed to assist companies in maintaining and their network. supporting their network and IT infrastructure with the assistance average employee to understand and use it of an outsourced managed sereffectively. The level of demand and sophisvices provider (MSP). tication from today’s businesses are driving Types of services may include remote up complexity. Distinct disciplines or spenetwork monitoring, programming and reporting (24/7), firewall monitoring, intrusion cialties are emerging in a variety of technology related areas such as telephony, desktop, detection, preventative tasks, disaster renetwork, application and database support. covery, data backup and help desk support.

The depth of technology an organization There are eight critical reasons why small requires immediately places the resources of to midsized businesses (SMBs) need managed IT services now and throughout the life a small to mid-sized businesses (SMBs) at a distinct disadvantage. cycle of their business.

Dependence on IT - Almost all businesses have become more dependent on computer technologies in the past few years.

And, it’s a rapidly changing environment.

Every business has become dependent on its IT infrastructure to perform at a high level, while effectively delivering its products or services. As a result, it has become more difficult to maintain the expertise to properly deploy, manage and monitor this new technology, especially as a business evolves.

Complexity - The fact that this new technology is new makes it more difficult for the

Insufficient solutions - Traditional support options such as a one man IT consultant, or a one or two person in-house IT department cannot effectively handle the occasional network breakdowns that are bound to occur. This is especially true when compared to a team of external resources that proactively monitor the SMB’s installed technology at all times.

Lack of process - An IDC study reinforces the notion of lack of process, showing that 78% of all IT downtime is caused by change. If you could simply eliminate

change from the computing environment, you would substantially decrease the risk.

Unfortunately, most SMBs lack the procedures, documentation standards, and scope of work, which often results in major disruption and downtime.

Increased use of technology - Increasing use of computers, new software and procedures, often leads to increased complaints and loss of productivity. Typically, when network or desktop problems arise and escalate inside a company, the response time of the one man shop or internal staff is quite slow.

This dramatically increases employee complaints and lowers productivity. In many situations employees have to wait in line to receive help. Downtime and low morale will impact the organization’s bottom line as well as their ability to meet their customers’ needs. By implementing a managed IT services program, the demand on internal IT resources are lessened, and they can now be utilized for other purposes such as directly supporting strategic business objectives rather than becoming bogged down in frequent break/fix issues.

Controlling costs - During these challenging times, the IT budget is frequently reduced. In a recent survey of nearly 950 IT managers at companies in North America and Europe; nearly half of the U.S. respondents said they have already cut their IT spending budgets.

Unfortunately, a cut in IT spending doesn’t mean there is a cut in demand for services. This adds tremendous stress and pressure on internal departments to sup-

port the same amount of work with fewer resources.

Technology erosion - Computer systems must be maintained just like any other systems used within the business. Vehicle fleets, manufacturing equipment and the physical plant have all moved to a preventative approach. If a company does not implement this preventative maintenance strategy for its technology components, disaster might be the unpleasant and unprofitable result.

Compliance - Finally, the technology utilized within an organization in most cases must meet specific compliance standards.

For example, a company’s business processes supported by technology may need to comply with Sarbanes-Oxely, Health Insurance Portability and Accountability Act (HIPPA), Gramm-Leach-Bliley Act (GLBA) and other requirements. Most companies don’t have the resources to fully understand and comply with all the detailed requirements of these regulations.

All of the above issues are driving the popularity of partnering with a managed IT services firm. Companies that have made the transition already answered this question. If deploying, managing and monitoring my IT infrastructure has absolutely nothing to do with the core competency of my business, why wouldn’t I outsource it to an expert?

This is a fairly easy question to answer and these organizations have reaped the rewards of increased profitability and a competitive advantage.

Bryan Murfree is the president of Telewire.

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.

Advertising 30 Clear Channel . . . . . 543-2100 Architecture / Engineering 14 AWB. . . . . . . . . . . . . 742-7299 13 Becker Morgan. . . . . . . . . . . . .

Automobiles & Services 7 Pittsville Motors . . . . 310-8903 20 Pohanka. . 1-877-4-POHANKA 28 Burnett White . . . . . . 742-2222 Communications 4 Comcast Spotlight . . 341-8950 22 Tele Plus . . . . . . . . . 546-5150 Construction 21 Harkins Builders. . . . 750-2600 8 Southern Builders . . 341-3800

Employment 17 Express Employment 860-8888 Farm & Garden 12 Farmers & Planters . 749-7151 Financial 2 Bay National Bank . . 334-3636 27 H&R Block . . . . . . . . 548-7699 36 PNC . . . . . . . . . .888-762-6226 19 Shore Bank . . . . . . . 543-2600 17 Wachovia . . . . . . . . . 548-5400 8 AmCorp Mgmt.. . . . . 742-1904 Furniture 29 DCL Office . . . . . . . . 758-4387 Health 12 Accurate Optical. . . . 749-1545 18 Apple Discount Drugs . . . . 543-8401 22 Aquacare . . . . . . . . . 548-7600 Heating & Air Conditioning 16 Mid-Atlantic Heating. 546-5404

Insurance 5 Atlantic Smith . . . . . . 835-2000 18 Avery Hall. . . . . . . . . 742-5111 6 HK&T . . . . . . . . . . . . 749-0116

Recreation 3 Ward Museum . . . . . 742-4988 16 PRMC Foundation . . 543-7140

Jewelry 10 Robinson’s . . . . . . . . 546-0817

Screen Printing 14 Chesapeake Screen Printing . . . . 749-7660

Lodging 11 Courtyard by Marriott 742-4405 26 Sleep Inn Salisbury . 572-5516 Mailing 20 Mail Movers . . . . . . . 749-1885 Paving 16 Chesapeake Paving & Sealing, Inc. . . . . . 742-2330 Real Estate 28 Alessi Properties . . . 548-7737 35 Sperry Van Ness . . . 543-2440 9 Bradley Gillis . . . . . . 543-2491

Services 15 Peninsula Oil . . . . . . 749-4072 30 SHRM . . . . . . . . . . . . . . . . . . .

Technology 10 Telewire . . . . . . . . . . 749-2355 33 Impact Networks . . . 219-3090 Utilities 23 Choptank Electric. . . . . . . . . . .

6 Sharp Water. . . . . . . 742-3333 Inserts Wicomico Chem Dry Salisbury Chamber

SALISBURY, MD | For sale/LEASE SEAFORD, DE | For SALE/LEASE PARK AVENUE SALISBURY, MD│FOR LEASE SALISBURY,102 MD│FOR LEASE DEER POINT PROFESSIONAL PARK 2120 WINDSOR DR.

1415 WESLEY DR.

E RIC

P $12.00/Sq. Ft.

From $170 psf Sale/$15 psf Lease

RE

Sale $975,000/$3 psf yr 1 Lease

$930/Mo. NNN

Contact JohnMiller, McClellan, Contact: Brent CCIMCCIM or Rick Tilghman, CCIM http://Sale.SVN.com/102Park http://Lease.SVN.com/2120WindsorDrive MLS # 438162

E

SIN

SALISBURY, MD│FOR LEASE

$12.00/Sq. Ft.

$1,350,000 $15 psf • 1,283 Sq. Ft. Professional OfficeorSpace • 3 Offices, Area,9,322 Large+/-Open • RetailReception units #4-9 totaling sq. ft.

Area• Located & File Room at entrance of Ocean Pines • Kitchenette, Restroom residential communityand Lots of Storage Traffic volume in of 17,000+ cars per dayPark • End•Unit Located Winter Place Bus. • Units available lease CCIM orforRick Tilghman, CCIM Contact: Brentalso Miller, http://Lease.SVN.com/WinterPlacePark Contact Brent C. Miller, CCIM, CPM or Rick Tilghman, CCIM MLS #439632 http://Sale.SVN.com/VillageSquareOp or http://Lease.SVN.com/VillageSquareOp

Contact Tilghman, Henry Rick Hanna, CCIM,CCIM SIOR http://Lease.SVN.com/2120WindsorDrive

http://Sale.svn.com/BennettAirport MLS #427047

SALISBURY, MD│FOR SALE

2020 SHIPLEY DR.

635 HOMER ST.

G

IN AT C O

EL

R SS

E

SIN

OCEAN PINES, md | For SALE/LEASE 31400 WINTERPLACE PKWY. VILLAGE SQUARE

ContactHanna, John McClellan, CCIM Henry CCIM, SIOR http://Sale.SVN.com/1770Westwood http://Sale.svn.com/OlsensWestover MLS #427361

$2,800,000

G

BU $9 Million

• Highly Visible on US Route 13 Northbound

8999 OCEAN HWY. • 3 Auto/Sales Service Facilities

EL

$1,275,000

ITS

N EU

••280sq ft warehouse/storage unitsHangers

FAA1,120 Approval, Hanger Bldg. w/6T •available 2 Grass Runways 3150' and 2300' • Convenient Salisbury location Includes Shop Equipment & Mowers ••From $175-all $650 • 1st MONTH FREE!

SALISBURY, md | For SALE

IN AT C O

• Manufacturing/Warehouse • Facilities total 51,756 +/- sq. ft. situated over • Pre-Engineered 7.57 acres Steel with Split Face Block Office; Clearspan w/20’ Ceilings • Appraised & listed for $9M • Paved Parking and Truck Areaalso available • Can be purchased separately; for Lease • Multiple Drive-Thru Doors Contact: John McClellan, CCIM http://Sale.SVN.com/sherwoodproperties http://sale.svn.com/102Park MLS #551363

$300,000 Sale $8.50 psf Lease

$699,000 • Flex Warehouse / Office • Enterprise Zone • 8,000 Sq. Ft. Retail Building on 2.73 Acres • 24’ Clear / Clear Span Building • Room to Height Expand Existing Building Size • Loading Docks / Drive-In Doors Available • Flexible floorplan

OR ST

SALISBURY, MD│FOR LEASEFACILITIES,SALISBURY, MD│FOR 3 AUTO SALES/SERVICE N. SALISBURY BLVD.LEASE

G

BU

BENNETT AIRPORT

AG

Contact McClellan, Contact: BrentJohn Miller, CCIM orCCIM Rick Tilghman, CCIM http://Sale.SVN.com/6500-6512DeerPointe http://Lease.SVN.com/WesleyDrive MLS # 427617

R SS

SALISBURY, MD│FOR SALE WINDSOR DRIVE

ED

• 4,807 Sq. Ft. of Medical/Office Space • Professional Office Condos • 3 Offices with Windows • 2,500 – 10,000 Sq Ft Units • 7 Exam Rooms w/Sink & Cabinets • Custom Finishes Available • 3 Nurses Stations & 4 Restrooms • High Visibility Location

102 PARK AVE.

SALISBURY, MD | For LEASE

OLSEN’S ANTIQUES BLDG.

C DU

• Pre-Engineered Steel with Split Face Block • 1,250 Sq. Ft. Office Space Office • 2 •Offices Clearspan with 20’ Ceilings • Paved Parking Area • Open Work Area& &Truck Kitchenette • Multiple Drive-Thru Door • Private Bath with Shower

SEAFORD, DE│FOR SALE

SALISBURY, MD | For LEASE WESTOVER, MD│FOR SALE WESTWOOD BUSINESS CENTER

$5.50/Sq. Ft.

$7.50/Sq. Ft. $2.7 Million

$4.7 Million

• 2 Warehouse Units Available • 29,004 Doors +/- sq. ft.and autoTruck sales/service • Drive-In Dock facility • Situated on 2.48 acres • Zoned Town of Delmar Light Industrial • Located in the heart of the car dealerships • Located in the G&M Sales Complex

• 5,000 Sq. Ft. Office/Warehouse 14,462 +/- sq.Features ft. auto sales/service • •Warehouse 2 Roll-Upfacility Doors & •Parts Situated on 2.54 acres Room the heartand of theConference car dealershipsRoom • •2Located Privatein Offices • Last Unit in Complex Contact: John McClellan, CCIM Contact: John McClellan, CCIM http://Sale.SVN.com/1915NSalisburyBlvd http://Sale.SVN.com/1913NSalisburyBlvd http://lease.svn.com/8999OceanHighway http://lease.svn.com/2040Shipley MLS #437628, 438370 Contact Brent C. Miller, CCIM, CPM MLS or #437339 Rick Tilghman, CCM

BERLIN, MD│FOR LEASE

SALISBURY, md | For SALE/LEASE 10231 OLD OCEAN CITY RD. N. DIVISION STREET

$18.50/Sq. Ft. • 1,600 Sq. Ft. Medical Office Space in $350,000 Class A Medical Facility • Historic downtown office building • On• 3Atlantic General Hospital’s Campus story building appraised at $386,000 • 3 Exam Break & Chart Rm., 2leased Nurse • StreetRms., level retail units are currently Stations, & on Waiting Areas • 4,000 Office, +/- sq. ft.Reception office space two floors • ForBrent leaseMiller, at $2,000/month Contact: CCIM or Rick Tilghman, CCIM http://Lease.SVN.com/JamesBarrettMedical Contact Brent C. Miller, CCIM, CPM or Rick Tilghman, CCIM MLS#441004 http://Sale.SVN.com/NorthDivisionStreet or http://Lease.SVN.com/NorthDivisionStreet

FRUITLAND, MD│FOR LEASE

Salisbury, MD | For LEASE212 IN CROWN SPORTS CTR. FACILITY MAIN STREET 1820W. Sweetbay dr.

$7.50/Sq. Ft.

• 13,000 Sq. Ft.$3,300/month +utilities • 24 Ft. High Ceilings; 14x10 Ft. Door 4,000 +/- sq. ft. full service restaurant & bar • ••Sprinklered Located in downtown Salisbury’s plaza • Separate ADA bathrooms (former City Bistro) • •Great Flex Space!

Outdoor Courtyard • 150+ Seating Capacity Contact: Chris Peek, CCIM • All equipment is being offered for only $25,000! http://Sale.SVN.com/CrownSportscCenter13000 MLS #436513 Contact Brent C. Miller, CCIM, CPM or Rick Tilghman, CCIM http://Lease.SVN.com/CityCenterRestaurant

EL

R SS

E

SIN

BU

IN AT C O

$1.6 $475,000 Million

• 10,000 Office/Warehouse Flex Building • 8,290 +/- sq. ft. used car sales/service facility Full General Zoning • •Situated over 2.55Commercial acres Fenced Area • •Located in Yard the hear of the car dealerships • For Lease @ $ 5.50/Sq. Ft. • Convenient Location Just Off RT 13 Contact: Chris Peek, CCIM http://Sale.SVN.com/1911NSalisburyBlvd http://Sale.svn.com/635_Homer MLS # 427375

HURLOCK, MD│FOR SALE

SALISBURY, MD | For LEASE800 100 ENTERPRISE DR. CITY CENTER

$995,000

Starting • 22,500 Sq. Ft. on 5 Acres at $10 psf • Truck Dock & Drive Access • 300-1,883 +/- sq. ft. retailinand office units •available Sprinklered; Paint & Sanding Booths

• Located in the City Center on Salisbury’s downtown plaza Chris Peek, CCIM • Contact: Passenger elevator

http://Sale.SVN.com/100Enterprise

MLS#429528 Contact Brent C. Miller, CCIM, CPM or Rick Tilghman, CCIM http://Lease.SVN.com/CityCenter

Sperry Van Ness–Miller Commercial Real Estate (410) 543-2440 206 East Main Street • Salisbury, MD 21801 www.SVNmiller.com 410.543.2440 206 East Main Street • Salisbury, MD 21801

302.846.9908 38375 Old Stage Road • Delmar, DE 19940

Built for Better Results.

View all of our listings at www.SVNmiller.com

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

From that first dollar forward, cash flow isn’t just an important thing to small business. It’s everything.

{

Introducing CFO: Cash Flow Options from PNC. Designed to effectively improve cash flow from the first dollar forward.

}

What’s more important to the success of your

the moment you switch them on. From accelerating

business than managing your cash? At PNC, we get how

the collection of receivables and improving the

critical cash flow is to what you have to do day in and

way you make payments to investing excess cash

day out, not to mention what you hope to do in the future.

effectively and making sure you have access to cash

More importantly, we’ve done something about it.

when you need it.

We’ll help you effectively improve cash flow.

Every business deserves its own CFO.

We’ll work with you to analyze your business’s

Now every business can have one. Put our

operating style, and help you choose the combination

expertise to work in your business. Take a meeting

of tools and processes that will create results from

with your new CFO today.

Stop by any branch. Visit pnc.com/cfo.

Or call 1-877-BUS-BNKG.

Bank deposit products are provided by PNC Bank, National Association and PNC Bank, Delaware, which are Members FDIC. ©2009 The PNC Financial Services Group, Inc. All rights reserved.