PAID
MAIL MOVERS
PRSRT STD US POSTAGE
Business Journal PO Box 510 Salisbury, MD 21803-0510
The Regional Chamber Newsletter
Vol. 12 No. 12
Dedicated to the Principles of Free Enterprise
July 2009
Commercial construction industry preparing for a brighter tomorrow By Carol Kinsley
Building Trades Profiles of businesses in-
volved in the building trades are found on pages 14-16
SPOTLIGHT
If it needs to be printed, Darrell and Andrea Fearin and their team can help you out. See this month’s Member Spotlight.
Page 7
FIRST JOB
Robbie Raffish of a.s.a.p.r. learned a lot about the work ethic in her first job with a major restaurant chain.
Page 10
HEALTH
The Peninsula Regional Medical Center Foundation achieves its $15 million campaign goal thanks to some generous contributors.
Page 22
There’s a glimmer of hope in the construction industry as housing starts, nationwide, inched a little higher in May, compared to April — up 16 percent — but May starts were 6.2 percent lower than the same period in 2008, according to Reed Construction Data. Palmer Gillis of Gillis Gilkerson Inc. of Salisbury said he feels we may have hit bottom. “It’s not getting worse. Right now, it’s steady. I just hope the light at the end of the tunnel isn’t a freight train!” Gillis Gilkerson’s work is commercial and industrial, rather than residential, and that’s an extremely challenging area at present, Gillis said. “There are a limited number of projects due to a slowdown in the market as a whole.” Competition is stiff, he added, with more people in the market scrambling “for whatever morsel they can find.” Gillis plans to continuing nurturing the company’s existing customers while garnering new ones. Financing is a major problem for the construction industry today. If a project can’t get financing, construction will be cancelled. Strained state and local budgets are bringing cutbacks or delays in public construction projects. Ernest W. Olds, a principal and vice president with Becker Morgan, an architectural firm founded in Salisbury in 1983, said “things are as bad as I’ve ever seen, and I’ve been in this business for five years.” Olds continued, “There are always pockets of optimism. Some companies are doing better than others. For bigger contractors and design firms, there’s no question [business] is down, and down substantially. We were in a real robust
Shown is a 3D rendering of the interior of the James M. Bennett High School, courtesy of Becker Morgan Group, which is providing architecture, civil engineering, surveying, interior design and landscape design for this project.
area, and there’s still robust demand, but almost every component is affected [by the recession], especially in the residential sector. People are not building, not buying, not selling.” Home foreclosures are rising again since the expiration of moratoriums on foreclosures, dropping hundreds of thousands of homes on the resale market to compete with new homes. There is hope for commercial construction businesses as contracts are offered for projects in the stimulus pack-
SALISBURY AREA CHAMBER OF COMMERCE PATRONS
www.salisburyarea.com
age, which includes highway, bridge and water and sewer projects. Mark Purcell, business development manager and project executive at Nason Construction Inc., said his company, which has begun a new focus on federal and military work, is looking closely at the stimulus plan. “As we understand it, there is a very large rush to get funding. Most agencies are competing for grants. It will be interesting to see, once they get grants, how construction rolls out.” Continued to page 13
SALISBURY, MD | FoR SALE/LEASE MAIN STREET, DoWNToWN SALISBURY, MD│FOR LEASE
SALISBURY, MD | FoR LEASE 2016 WINDSoR DR SALISBURY, MD│FOR LEASE
SALISBURY, MD | FoR SALE 117 CoLUMBIA DRIVE WESTOVER, MD│FOR SALE
SALISBURY, MD | FoR LEASE 953 MT.MD│FOR HERMoN SALE RD. SALISBURY,
2120 WINDSOR DR.
OLSEN’S ANTIQUES BLDG.
BENNETT AIRPORT
1415 WESLEY DR.
IS
L EW
N
G ITN
$260,000
$930/Mo. NNN $8.85 psf
$12.00/Sq. Ft.
• 3 Nurses Stations & 4 Restrooms
• 1,250 Office Space Space • 5000Sq. SqFt. Ft Warehouse/Office • 2 Offices • 1/2 Mile to Route 13 and 2 Miles to Route 50/13 Bypass • Open Work Area & Kitchenette • Fenced/Paved YardShower • Private Bath with
http://Lease.SVN.com/WesleyDrive MLS # 427617
Contact: Brent Miller, CCIM or Rick Tilghman, CCIM http://Lease.SVN.com/Windsor http://Lease.SVN.com/2120WindsorDrive MLS # 438162
Contact Brent C. Miller, CCIM, CPM or Rick Tilghman, CCIM http://Sale.SVN.com/208EMain or Tilghman, CCIM Contact: Brent Miller, CCIM or Rick http://Lease.SVN.com/208EMain
SALISBURY, MD | FoR LEASE SEAFORD, DE│FOR SALE
SPRING HILL PLAZA 102 PARK AVE.
ED
S
A LE
$1,275,000 • Manufacturing/Warehouse • Pre-Engineered Steel with Split Face • 1,200 sq. ft. Retail Unit • End Unit ofClearspan Center Block Office; w/20’ Ceilings • Glass Frontage • Paved Parking and Truck Area • HobbyDrive-Thru Store Opening Soon! • Multiple Doors Contact: John McClellan, CCIM CPM Contact Brent C. Miller, CCIM, http://sale.svn.com/102Park or Rick Tilghman, CCIM MLS #551363
DELMAR, MD | FoR SALE
SALISBURY, MD│FOR LEASE
FoSKEY LANE 31400 WINTERPLACE PKWY.
IS
L EW
N
$14 psf Lease/$165 psf Sale • 1,200- 8,183 +/- sq. ft. of Class A Office Space • AllSq. NewFt.Construction; 2nd Story Office Space • 4,807 of Medical/Office Space With New Elevator • 3 Offices with Windows • Entrances on Main and Market Streets • 7 Exam Rooms • Finish to Suit w/Sink & Cabinets
G ITN
Contact Bradley Gillis, CCIM
• 3,891 Total sq. ft. $699,000 • 3,391+/- sq. ft. Warehouse • 8,000 Sq. Ft. Retail Building on 2.73 Acres • 500 +/- sq. ft. Office • 8 Overhead Doors Existing Building Size • Room to Expand • No City Taxes • Flexible floorplan
• Highly Visible on US Route 13 Northbound Contact Wesley Cox , CCIM or Henry Hanna, CCIM, SIOR Henry Hanna, CCIM, SIOR http://Sale.SVN.com/117Columbia http://Sale.svn.com/OlsensWestover MLS #427361
BISHoPVILLE, MD | FoR LEASE
SALISBURY, MD | FoR LEASE
ST. MARTINS CoMMoNS
1305 S. DIVISIoN ST.
SALISBURY, MD│FOR LEASE 8999 OCEAN HWY.
ED
S
A LE
$5.50/Sq. Ft.
• 2 Warehouse Units Available $3.50 psf • 1,000 sq. ft. Office/Warehouse • Drive-In Doors and Truck Dock • Up to Town 2,000 sq. AvailableLight Industrial • Zoned offt.Delmar • 4 Units Left • Located in the G&M Sales Complex • New Tenant is an Environmental Consultant ContactJohn BrentMcClellan, C. Miller, CCIM, CPM Contact: CCIM or Rick Tilghman, CCIM http://lease.svn.com/8999OceanHighway MLS #437628, 438370
SALISBURY, MD | FoR LEASE BERLIN, MD│FOR LEASE
1520 S. SALISBURY BLVD. 10231 OLD OCEAN CITY RD.
SALISBURY, MD│FOR LEASE 2020 SHIPLEY DR.
D
E AS
LE
$2,800,000 •• FAA Approval, Hanger Bldg. w/6T Hangers 4,081 SF Professional Office •• 2Conference Grass Runways Room 3150' and 2300' Furnished all Shop Equipment & Mowers •• Includes • Good Parking • Great Location
HenryWesley Hanna, Contact CoxCCIM, , CCIMSIOR or Henry Hanna, CCIM, SIOR http://Sale.svn.com/BennettAirport MLS #427047
SALISBURY, MD | FoR SALE
SALISBURY, MD│FOR SALE 2029 NoRTHWooD DRIVE 635 HOMER ST.
D
E AS
LE
$7.50/Sq. Ft.
$475,000 $239,000
• •5,000 Sq.Visibility Ft. Office/Warehouse Excellent • •Warehouse Features 2 Roll-Up Doors & Retail Strip Center •Parts Only 1Room Unit Left • •2Coffee Private Offices Conference Room Shop comingand soon! • Last Unit in Complex Contact Brent Miller, CCIM,CCIM CPM Contact: JohnC.McClellan, or Rick Tilghman, CCIM http://lease.svn.com/2040Shipley MLS #437339
10,000 Flex Building • •2,400 sq. Office/Warehouse ft. Warehouse/Office Building General • •2Full Drive-In DoorsCommercial Zoning Fenced Yard Area • •HVAC in 2/3 of Building
• 900 sq. ft. Office/Retail Space
• For Lease @ $ 5.50/Sq. Ft. • Convenient Location Just Off RT 13 Contact JohnChris McClellan, CCIM Contact: Peek, CCIM http://Sale.SVN.com/2029Northwood http://Sale.svn.com/635_Homer MLS # 427375
FRUITLAND, MD│FOR LEASE
HURLOCK, MD│FOR SALE
IN CROWN SPORTS CTR. FACILITY
100 ENTERPRISE DR.
D VE N O IO PR AP DIVIS B SU $12.00/Sq. Ft.
$1,500,000 • 1,283 Sq. Ft. Professional Office Space • 3 Offices, Reception Area, Large • 30+ Acres on High Traffic CornerOpen Area• 2,000+ & File Room Feet of Highway Frontage • Kitchenette, and Lots • Water & Restroom Sewer at Property Lineof Storage Approved 14 Lot • End•Unit Located in Subdivision Winter Place Bus. Park Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Contact John McClellan, CCIM http://Lease.SVN.com/WinterPlacePark MLS http://Sale.SVN.com/FoskeyLane #439632
$18.50/Sq. $7.95 Ft. psf
• 1,600 Sq. Ft. Medical Office Space in • 2,720 - 8,720 SqFacility Ft Retail / Office Building Class A Medical • Large Lot with 90 Parking Spaces • On• Route Atlantic General– Hospital’s Campus 13 Frontage Great Visibility • County Location – No Taxes • 3 Exam Rms., Break & City Chart Rm., 2 Nurse Stations, Office, Reception & Waiting Areas Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Contact John McClellan, CCIM http://Lease.SVN.com/JamesBarrettMedical http://Lease.SVN.com/1520SouthSalisbury MLS#441004
$7.50/Sq. Ft. • 13,000 Sq. Ft. • 24 Ft. High Ceilings;214x10 Ft. Door Sperry Van Ness – Miller Commercial Real Estate • Sprinklered Welcomes Bill Moore to our Salisbury Office! • Separate ADA bathrooms Bill specializes in the lease of Industrial, Office, and Retail • Great Flex Space! properties on the Eastern Shore of Maryland. Contact: Chris Peek, CCIM He joins us with 26 years Real Estate experience. http://Sale.SVN.com/CrownSportscCenter13000 Contact Bill Moore at 410-543-2440 MLS #436513
$995,000 • 22,500 Sq. Ft. on 5 Acres 2 Sperry Van Ness – Miller Commercial Real Estate • Truck Dock Drive in Access Welcomes Karen &Cherry to our Salisbury Office! • Sprinklered; Sanding Karen specializes in the Paint sale and & lease of industrialBooths and office property on the Eastern Shore of Maryland and Delaware. With 9 years experience, Karen joins Contact: Chris Peek, CCIM John McClellan and his team.
http://Sale.SVN.com/100Enterprise Contact Karen Cherry at 410-543-2440 MLS#429528
Sperry Van Ness–Miller Commercial Real Estate (410) 543-2440 206 East Salisbury, MD 21801 View allMain of ourStreet listings• at www.SVNmiller.com www.SVNmiller.com 410.543.2440 206 East Main Street • Salisbury, MD 21801
302.846.9908 38375 Old Stage Road • Delmar, DE 19940 302.227.0768 55 Cascade Lane, Suite C • Rehoboth Beach, DE 19971
Built for Better Results.
Sperry Van Ness is a registered trademark of Sperry Van Ness International Corporation. This location is independently owned and operated.
Business Journal • June 2009
PAGE 3
Director’s Journal Consequences of doing business in uncertain times By Brad Bellacicco
SACC Executive Director
Business confidence is
Are we still in recession built on a foundation of or has the recovery started? When will the unemploystable economic factors ment rate drop? Where are fuel prices going this fall and next year? including fair taxation Should I continue to economize in running my and regulation. business? All of these are good questions and you will get am sure this is not the kind of change different answers from different people. President Obama wanted to bring to Even those who follow the economic America. indicators closely are not finding clear Business leaders need more answers trends or giving straight answers. We and less change to successfully run are facing a very challenging economic their operations. period and the situation is constantly Change often brings uncertainty, changing. As the saying goes, “The which is bad for business. The current only thing constant is change.” But I
level of uncertainty is hurting everyone. With consumer confidence down, people are afraid to spend money. This is hurting the companies they would normally support. The effect of this fear of spending can be broad and debilitating. We must work hard to reverse this trend as quickly as possible to survive. Business confidence is built on a foundation of stable economic factors such as available capital to operate or expand the business; predictable costs for labor, services and raw materials; and fair government taxation and regulation. Consumer confidence is built on steady income from employment or retirement investments, fair prices for products and services and many psychological factors, such as security. If you are going to make changes, you have to make sure that the parties involved become comfortable with the new status quo or problems arise. We need to make sure the changes are the right ones. Unfortunately, many people do not have that warm and fuzzy feeling. Too many people in leadership positions are giving us conflicting stories about how the changes are working and if they are helping the situation. Positive indicators need to be heralded by the media and pundits. The recent growth in the stock market is a sign of improvement in investor confidence as they start looking past the current economic fears for opportunities. Many businesses are reporting improved
sales. The inventory of products available to sell is down, creating a demand for manufacturers. Some companies are hiring and others have brought laid off workers back. While the unemployment rate continues to climb, the growth rate has slowed and employment agencies are reporting more openings to fill. But as soon as we get comfortable with the positive signs in the economy, someone throws more negative indicators at us or business slows or input prices go up. The real concern for business remains the factors that we have little or no control over. Weather and real shortages of key commodities could short circuit our recovery quickly. Man-made problems, like major terrorist attacks and piracy crippling shipping in key regions, could devastate the recovering world economy. Problems in other parts of the nation or world can impact us on the Eastern Shore, despite the commonly held view that we are insulated from the rest of the world on our side of the bridge. The interdependence of the world economy continues to grow. Imports are needed to supply our consumers and industry and our exports keep local people working. Poor grain harvests in South America can drive up the price farmers are getting here to their benefit, but hurt our poultry growers. Change is a given that must be dealt with, but let us hope that the change will be managed well.
INDEX The 2009-2010 Chamber officers are in the front row, from left, Dawn Tilghman, J. Scott Robertson, Sandy Fitzgerald-Angello. Back row, from left, are Matthew Maciarello, Ernie Colburn, Victor Lowe, Robert Mulford Jr., and Michael C. Kleger. Not pictured are Bill Tingle and S. James. Sarbanes.
2009-2010 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
J. Scott Robertson Dawn Tilghman Sandy Fitzgerald-Angello Ernie Colburn Victor G. Lowe William D. Tingle Robert Mulford, Jr. James Sarbanes Matthew Maciarello Michael Kleger
J. Scott Robertson, P.A. Burnett White Tire and Auto Pohanka Automotive Group Comcast Spotlight Peninsula Neurosurgical Associates Delmarva Tele-Plus, Inc. Market Street Inn Laws & Robertson, P.A. Hearne & Bailey, P.A. PKS & Co., P.A.
Salisbury Area Chamber of Commerce 144 East Main Street, Salisbury, MD • Phone: 410-749-0144 • Fax: 410-860-9925 email: chamber@Salisburyarea.com • Website: www.Salisburyarea.com
Ad Directory . . . . . . . . . . . . . . . . . . . 30 Barometer. . . . . . . . . . . . . . . . . . . . . . 9 Business After Hours . . . . . . . . . . . . 26 Business Directory . . . . . . . . . . . . . . 28 Business Mix . . . . . . . . . . . . . . . . . . 18 Calendar . . . . . . . . . . . . . . . . . . . . . . 17 Chamber news . . . . . . . . . . . . . . . . . . 4 City of Salisbury . . . . . . . . . . . . . . . . 11 Education . . . . . . . . . . . . . . . . . . . . . 27 First Job . . . . . . . . . . . . . . . . . . . . . . 10
Health . . . . . . . . . . . . . . . . . . . . . . . . 22 Investing . . . . . . . . . . . . . . . . . . . . . . 30 Member Benefit . . . . . . . . . . . . . . . . . 5 Member Spotlight . . . . . . . . . . . . . . . . 7 New members . . . . . . . . . . . . . . . . . . 6 Personnel . . . . . . . . . . . . . . . . . . . . . 29 Real Estate. . . . . . . . . . . . . . . . . . . . 20 Renewals . . . . . . . . . . . . . . . . . . . . . 13 Salisbury University . . . . . . . . . . . . . 27 Young Professionals . . . . . . . . . . . . 24
Discover DELMARVA
Don’t miss your chance to be featured in the Chamber’s 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 erantz@mspublications.com
PAGE 4
Coming events for the Salisbury Area Chamber of Commerce
Summer is in full swing but the Chamber is busy preparing for the fall season with events that will benefit Chamber members. Along with the always popular Business After Hours, this fall will bring a variety of opportunities for Chamber members to connect with potential customers, market their businesses or organizations, network with fellow Chamber members, and even meet with potential employees. The “Get Connected” Business Expo will be held on Thursday, Sept. 17, at the Fountains Wedding & Conference Center. This business-tobusiness expo is a great opportunity to directly connect with potential customers. Specific to the business community, the showcase will offer a unique chance for members to market their products and services and seek out sources of supply for their own individual enterprises. The event is open to all local Chambers. Space is limited and the show sold out the last time it was held in 2007. We are looking for additional event sponsors so be sure to contact the Chamber for more information. Since the “Get Connected” Business Expo will fall on the same day as the monthly General Membership Luncheon, we are canceling September’s luncheon. All of our Chamber members are invited to stop by and visit the expo. New this year, The Fountains Table Restaurant & Bar will offer special discounted lunchtime prices for anyone who would like to have lunch after visiting the expo. We are also planning seminars throughout the day at the expo. A Business After Hours will take place from 5 to 7 p.m. that evening at The Fountains. You won’t want to miss this great event! Applications for the expo are included in this edition of the Business Journal. October brings our fourth annual Job Fair, hosted by the SACC and the One-Stop Job Market on Thursday, Oct. 15 from 3:30 to 7 p.m. at the Centre at Salisbury. Booths will be set-up throughout the main corridors of the mall. The event is open to any business seeking employees in the Lower Shore area. Tens of thousands of people visit the mall daily so this is a terrific opportunity to meet with many potential employees.
Business Journal • July 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 410-641-4775 410-968-2500 302-846-3336 410-341-4803 410-213-0144 410-641-5306 410-957-1919 410-651-2961 410-749-0144 410-632-0809
Key contact Bill Outten Valerie Howard John Johnson Jean Hungiville Melanie Pursel Carol Ludwig Jill Marsh Dennis Williams Brad Bellacicco Barry Laws
Dues* $100 $100 $60 $50 $150 $130 $150 $50 $200 $70
Members 200 165 88 65 850 300 132 105 825 70
Fax 410-641-3118 410-968-0524
410-213-7521 410-641-6176 410-957-4784 410-651-5881 410-860-9925 410-632-3158
* Basic annual membership cost.
Immediately following the Job Fair is ChamberFest on Friday and Saturday, October 16-17 at the Centre at Salisbury. This is a valuable opportunity for Chamber members and prospective Chamber members to get connected to potential customers and promote their products and services by participating in this two day businessto-consumer showcase. Booths will be set up along the main corridors in the mall directly in the flow of the busy weekend traffic. With no other regional mall competition within 50 miles, it serves as the retail hub of our area with over six million visitors annually. Typical numbers for Friday are 18,000-20,000 people and, for Saturday, even higher at 22,000-25,000 people, making this an extremely beneficial marketing opportunity for your business. This event relies on the thousands of people who visit the mall during the weekend as potential customers. To kick off this year’s ChamberFest activities, the Wicomico Youth & Civic Center will host a Business After Hours on Wednesday, Oct. 14 from 5 to 7 pm. Learn more about what the Civic Center has to offer and find out more information about the companies participating in ChamberFest. For more information on any of these events, contact Shannon at the Chamber at 410-749-0144 or visit www.salisburyarea.com. Let the Chamber help you “Get Connected” today!
Essay contest winners
The Young Professionals Committee congratulates the winners of the 2009 Career Day Essay Contest. Over 100 ninth-grade students submitted essays. First place prize was a $100 gift card, second place was four movie passes and a $10 gift card to Regal Cinemas, and third place was four combo meals from Chick Fil-A. Winners are:
Parkside High School – 1st - Jenna Scott, 2nd - Blake Grudzien, 3rd Devin Bradley James M. Bennett High School – 1st - Matthew Bellistri, 2nd - Alexis Beattie, 3rd - Jake Jagusiak Mardela High School – 1st - Kristin Hoehler, 2nd - Anthony Rivera Wicomico High School – 1st- Brook Graham, 2nd - Diana Dittmer, 3rd Shannon Vaughan
Minimum wage increase
On July 24, the current Federal Minimum Wage rate of $6.55 per hour will increase to $7.25 per hour. Overtime pay at a rate not less than one and one-half times the regular rate of pay is required after 40 hours of work in a workweek. There are exceptions. For details contact the U.S. Department of Labor at 410-742-0270.
Benefit Spotlight Long term care insurance As a member of the Salisbury Area Chamber of Commerce, a number of benefits are available to you. One that is often overlooked is long term care insurance from John Hancock. While there is no underwriting benefit to this program, premiums are discounted due to your Chamber membership. This discount is also available to family members. John Hancock is recognized as a leader in the long term care insurance marketplace. The cost of long term care is of increasing concern as we age. Long term care is generally defined as the care we receive when we have difficulty with the “activities of daily living.” These include bathing, continence, toileting, dressing and mobility. Care may be needed as a result of physical or mental incapacity. Care can be provided in the home, assisted living, or in a nursing home. The cost of care can exceed $50,000 or more a year. Almost everyone knows someone receiving or providing care. Not only is care expensive it is also a very difficult situation with great strain on everyone involved. With advances in health care and an aging population, it is clear that the need and cost for such care is a threat to our financial future. Failure to
plan for the potential need for long term care will create financial and mental stress on both the person needing care and those providing care. Long term care insurance (LTCI) is one of only two answers to the problem. A very wealthy person could self insure, but that is risky. For most of us, LTCI is the only answer. With LTCI, you are sharing the risk with John Hancock and limiting your liability to the premium paid. LTCI premiums are not inexpensive, but there are tax benefits available. LTCI premiums can be paid by your company and are at least partially deductible. For information on the program, call the Chamber or Steve Smith at the Premier Planning Group at 410-546-9725.
Business Journal requester
Those who receive the Business Journal by mail may help us reduce our mailing costs by emailing us at editor@ mspublications.com and asking for a “Requester” form. By signing the form and returning it via fax or email, you can help us reach our goal for requester status. We need 2001 requesters to reach this goal. Please help us today.
When opportunities knock, will your business be ready?
{ CFO: Cash Flow Options from PNC.
Specially designed solutions to meet the unique needs of your growing business.
}
Let PNC Cash Flow Options open doors for your business. Designed to effectively improve cash flow, Cash Flow Options help accelerate the collection of receivables, improve your payment methods, and ensure access to cash when you need it. Which allows you to entertain words like “acquire,” “hire” and “expand.” In fact, we lent $1.2 billion to businesses in the first quarter alone. Because we know, with resources at the ready, you can pursue opportunities — and invite them in.
To find out how we can help, call 1-877-BUS-BNKG or visit pnc.com/cfo.
Includes new and renewed loans to businesses up to $30 million in annual sales size in the first quarter 2009. All loans subject to credit approval and require automatic payment from a PNC Bank Business Checking account. Other fees and charges may apply. 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.
Business Journal • July 2009
PAGE 6
New SACC Members Chelsea Builders Inc.
Rep: Michael M. Eline 11307 Trussum Pond Rd. Laurel, DE 19956 302-875-7232 302-875-9349 mike@chelseabuilders.com www.chelseabuilders.com Providing the Eastern Shore with quality workmanship including porch and patio enclosures, decks, replacement windows, doors and additions.
ExpressTech Computer Company Rep: Brent Voigt 1415 S. Salisbury Blvd. Salisbury, MD 21801 410-341-6630 410-341-0937 www.myspace.com/expresstechsby Sales and repairs of computers, laptops, monitors (LCD), printers. Providing memory upgrades, data backup, virus-spyware scans, computer tuneups, OS reload/repair, power jacks and more. Providing on-site and off-site repairs.
Father & Sons Unlimited, Inc.
Rep: Glenn Woodhull 1406 Camden Ave. Salisbury, MD 21801 410-860-4687 410-860-4687 woodhull@juno.com www.fatherandsonsunlimited.com Locally owned and operated, honest and dependable painting contractors using the latest products and techniques to efficiently meet the customer’s needs. A full service painting contractor specializing in residential repaints with capabilities to install wall coverings, perform minor home repairs and other services listed on our website.
First Allied Securities, Inc.
Rep: Daniel Collins 2801 Old Ocean City Rd. Ste. D Salisbury, MD 21804 410-677-3425 410-677-3429 dcollins@1stallied.com www.1stallied.net Locally owned company offering full service financial planning including but not limited to: stocks, bonds, mutual funds and insurance.
Go Green Energy, LLC
Rep: Dave Houseal 132 E. Main St. Suite 311 Salisbury, MD 21801 410-546-1044 410-546-1005 info@gogreenwithus.net www.gogreenwithus.net Retailer of Go Green Energy KEC (KVAR Energy Controller), a customized electromagnetic control system that will reduce energy consumption of
Is choosing the right insurance complicated?
an electrical panel or individual motor. Savings of 8 to 25% on electricity bills are guaranteed. Referred by Russ Houseal of Twilley, Rommel & Stephens, P.A.
How Sweet It Is, Inc.
Rep: Brent Malone 3430 Redden Ferry Rd. Eden, MD 21822 410-742-8600 410-742-3987 howsweetgarden@verizon.net www.howsweetgarden.com How Sweet It Is is a family-owned Produce Market, Nursery & Garden Center located in Eden. Offering a wide selection of fresh fruits/vegetables and fresh local seafood, 11 large greenhouses and six acres of nursery stock from which to serve retail and wholesale customers, and an online store with literally thousands of lawn and garden products available for immediate delivery. Visit us in person or shop our online store and you’ll really see how sweet it is! Referred by Sandy Fitzgerald-Angello of Pohanka Automotive Group of Salisbury
MAD Engineering, Inc.
Rep: Harry B. How III, P.E. P.O. Box 802 Ocean City, MD 21843 410-289-1859 410-208-1234 madengineering@gmail.com Providing engineering and architecture services for over 19 years. Referred by Judy Hunt-Harris of Coastal Hospice
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.
Picture People
Rep: Kim Scholl 2300 N. Salisbury Blvd. Salisbury, MD 21801 650-315-6247 kscholl@picturepeople.com www.picturepeople.com Providing quality professional digital images in both per sheet format or value based portrait packages. Also offering frames, portrait club options, Child ID Kits and digital CD’s.
Call Us Today At 410-835-2000
Sassafras Senior LLC
Rep: Collette Camper 875 Victoria Park Dr. Salisbury, MD 21801 410-742-3232 410-742-4255 sassafras@habitatamerica.com www.sassafrasmeadows.com Salisbury’s newest affordable apartment community for adults over 62. Community will offer carefree, convenient and sociable living. Design elements of the apartments offer charm, comfort and accessibility with one or two bedrooms.
7171 Bent Pine Road At Route 50 | PO Box 770 Willards, MD 21874 | www.ascd.net
It doesn’t have to be.
Business Journal • July 2009
PAGE 7
Member Spotlight: Delmarva Printing & Design We are fortunate to have a local business for every need in our area. One such business is Delmarva Printing & Design. Darrell and Andrea Fearin formed the business in 2003. In February 2007, they were able to purchase a portion of DiCarlo Printing and rename it. They are a commercial offset printing company with digital copy capabilities. Their services include printing 1, 2 and 4 color jobs (with quantities as low as 1,000), short-run magazines, newsletters, brochures, books, as well as large copy jobs in either black and white or color. If it needs to be printed, Darrell and his team can help you out: business cards, checks, posters, invitations, tickets and more. If you have the idea, but are in need of direction, they have experienced and creative staff able to provide you with graphic design services that will facilitate the completion of your project. Using the most technologically advanced machinery, the staff is able to produce just about anything for their customers. Darrell states that, “I love seeing paper and ink become something that communicates in a way that surprises the customer.” His staff of very talented graphic
From left are Diana Merritt, Tony Millard, Gemma Boyer, Larry Rhoads ,Kelly Darrigo, Greg White and Darrell Fearin
artists allows them to take a concept and photos and create something that exceeds the customer’s expectations. Customer service is clearly important to the staff of Delmarva Printing & Design. They are constantly striving to improve their service to make sure that every customer is pleased with the end
results. All are committed to making the company the primary regional printer. They are not interested in being the biggest, just the best at meeting the needs of our growing community. By handling jobs in-house they are able to have total control over the quality of the product. In addition to the business they
handle, Darrell also believes in donating to the local area. Each year they donate the design and printing of the United Way Annual Report. Darrell says, “This has been a wonderful relationship over the years and is an exciting way to help convey the impact of the United Way on the community.” In addition to helping the United Way, Darrell has also given his time and talents to the Chamber of Commerce through the printing of brochures for the Salisbury Festival, ChamberFest and more. Through their Chamber membership, they have found that Business After Hours are a great way to meet new potential customers and networking partners. Darrell proudly displays several products that are a direct result of a connection made at one of the Chamber events. So, if you attend a Business After Hours don’t be surprised to find Darrell or one of his employees. Darrell and Andrea plan to continue to differentiate themselves from the competition in the products and services they offer and to continue to invest in technology, people and the community. To find out more about Delmarva Printing & Design, call Darrell Fearin at 410-749-6700 or e-mail dfearin@ dmvprinting.com. To place an order, e-mail printme@dmvprinting.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 • July 2009
PAGE 8
Foundation elects new board
The newly elected SACC Foundation Board of Directors gathered at the Chamber Business Center in May for their first meeting of the new fiscal year. From left, front row: Wesley Cox, president; Al Chandler; Suzanne Murray, secretary; Linda Mundt; Back row: William Turner, treasurer; Tom Knorr; Charles Dashiell Jr.; and Henry Vinyard. Board members not pictured are Robert Nock, Bill Tingle, Jeff Middleton, Michael Kleger, and Nina East, president elect.
The Salisbury Area Chamber of Commerce Foundation is a 501(c) 3 organization with a mission to “address the needs of the community and to improve the quality of life of its residents by striving to promote economic and educational opportunities, while maintaining the highest of ethical standards.” In November 2008 the Board contracted with Joe Giordano to provide grant writing services, training and workshops, and coordinate workforce development programs that may arise as a result of grants obtained. These services are being provided in partnership with other organizations such as the One Stop Job Market, Lower Shore Workforce Alliance, Telamon Corpora-
tion and the Board of Education. The Foundation is providing employment placement for youth ages 16 to 21 in or just out of foster care; at risk out-of-school youth, and low income youth. Giordano is providing job readiness and life skills workshops in preparation for job placement. Watch for further updates on the progress of these programs in an upcoming issue of the Business Journal. The Foundation Board has set the following deadlines for grant requests to be received at the Chamber Business Center; Aug. 15, Oct. 15, Jan. 15, and April 15. Grant request forms may be obtained by calling Donna Griffith at 410-749-0144.
RIBBON CUTTING - On Tuesday, June 16, Etch-Art Awards LLC cut the ribbon at their new location on 931 Mt. Hermon Road in Salisbury. Etch-Art, having been purchased by the Pfingst family in 2007, relocated their facility from North Salisbury Boulevard. Attendees were treated to a tour of the new facility and breakfast. Dave Pfingst, owner, cut the ribbon as it was held by his son, Mike. Joining the Pfingst family in the celebration were Lynn Creasy, Chamber Board; J. Scott Robertson, Salisbury Area Chamber of Commerce president; Gail Barkovich, County Council; James Ireton, Mayor of Salisbury; and Chamber members and customers. We were also pleased to be joined by the Ocean City Chamber including Executive Director, Melanie Pursel on the right.
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
Manufacturing
A Tradition Of Reliability Since 1925 Property Casualty Court Bonds Health Life Employee Benefits Contractor’s Bonds Long Term Care Medicare Supplements Medical Malpractice
410-341-3800 www.southernbuildersinc.com
Call Today (410) 742-5111 www.averyhall.com 5 Locations across Delmarva Salisbury • Easton • Seaford • Millsboro • Bridgeville
Barometer
Business Journal • July 2009
PAGE 9
Salisbury-Ocean City-Wicomico Airport
Wicomico County Sales Tax Collections by category May ‘09
April ‘09
May ‘08
Food & Beverage
$1,124,482
$1,329,728
$1,143,381
Apparel
$301,933
$328,769
$306,165
General Merch.
$1,622,975
$1,801,983
$1,615,776
Automotive & Oil
$409,348
$450,310
$441,965
Furniture & Appl.
$165,033
$187,866
$245,125
Building Supplies
$602,743
$555,647
$806,664
Utilities & Trans.
$621,680
$621,060
$1,074,590
Hardware & Equip.
$250,907
$239,501
$225,906
Miscellaneous
$668,303
$546,365
$559,600
TOTAL
$5,767,404
$6,061,229
$6,419,172
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
-3.7 -7.7 -1.8 -4.5 -1.6 -5.2 -3.2 2.1 -2.6
January ‘09 . . . . . . . . .8,123 February . . . . . . . . . . .7,310 March ‘09 . . . . . . . . . .8,359 April ‘09 . . . . . . . . . . . .8,851 May ‘09 . . . . . . . . . . .10,042
-5.8 -13.1 -17.0 -5.0 -1.5
Airline Passengers Enplaned/Deplaned
The number in the right column is the percentage of change in passenger activity compared to the previous year.
National, State, County Unemployment Rates Nov Dec Jan Feb Mar
Information courtesy of Comptroller of the Treasury, Retail Sales Tax Division.
National
6.5
7.1
8.5
8.9
9.0
8.6
Maryland
5.1
5.6
6.7
7.2
6.9
6.6
Wicomico
6.8
7.4
9.1
9.4
9.2
8.3
Worcester
11.2
13.4
16.8
16.4
15.0
11.7
Somerset
7.4
7.6
9.8
10.3
9.6
9.0
Information courtesy of the Maryland Job Service at the One Stop Job Market. (Not seasonally adjusted.)
Construction sites Demolition Tear-Downs Clean-ups Permanent Locations
Only
$99
(plus tonnage)
Apr
Residential Commercial Industrial Remodels Empty that garage
to haul away your debris
Call 410-749-4072 www.penconstruction.com Since 1935
Business Journal • July 2009
PAGE 10
Robbie Raffish: Lessons from first job guide her By Ann Wilmer
Robbie Raffish, the power behind a.s.a.p.r., inc., a public relations firm based in Sharptown, learned a lot about the work ethic, including what was expected from both employers and employees, on the job. “My first real job was as cashier for McDonald’s in suburban LA and it was a great first job,” she said. “It taught me about teamwork. I understood how a group of people could work together to create a product. Even a happy meal took four people” to assemble the sandwich, fries, drink and toy. “One of the things I loved about working there was that it was a large group of people and there was a lot of camaraderie.” Calling other co-workers old enough to be her parents or grandparents by first names was something of a cultural shock at first. But an environment where a 15-year-old called her manager and co-workers by their first names and vice versa helped reinforce the concept that every employee was important to the firm’s success. “McDonald’s trained their people extremely well,” Raffish said. And training was a cooperative venture. She started by learning to work the cash reg-
ister from a 50-something employee, a mother of grown children. “The week I was hired they brought in new-fangled machines on which you pushed the menu item instead of the dollar amount.” Her trainer was a little flustered, but Raffish had already used computers at school so it wasn’t quite as foreign to her. She and her coworker ended up training each other to use the new machines. The first lesson: Teamwork counts. She said she learned “simple things” like being on time, counting out change, the importance of always saying “please” and “thank you,” something she was taught at home that served her well at work. “Working in a fast food restaurant is important work, customer centric.” Most businesses are, at their core, customer centric, so it was an important lesson to learn and serves her well today. Raffish said the corporate philoso-
phy was that every customer deserved to be treated with respect and served efficiently. The next lesson: customer satisfaction is key to business success. “Everyone who steps up to the counter has a right to be respected. I also learned that I had a right to be respected. I can remember a couple of times when a customer treated me badly,” she said. F a s t food restaurants serve people in a hurry, who are often tired, stressed or just plain cranky. Early in her career she took note that when a customer was rude to her or another cashier that her manager stepped in and quietly communicated that his employees also deserved respect, too. Lesson learned about employers: You take care of your people. What she learned about employers has also held her in good stead over the years. “[McDonald’s] looked for talent to nurture. I was asked to do all kinds of things even at a very young age.” Her boss owned several stores and
“Before I left the job, I became a vegetarian. I had this vision of the cows coming in the back door and out the front as patties.”
Simplified communication management.
Anytime, anywhere.
participated in a regional management group that produced newsletters among other activities. “I was his rep to a regional group where everyone else was much older and more experienced.” She said that serving on the regional work group taught her two valuable lessons: “I learned to ask questions,” she said, and “I learned to keep my mouth shut.” Asking questions comes naturally to bright kids, keeping their mouths shut does not. So Raffish learned a useful lesson by working on the regional newsletter with employees who had been with McDonald’s for much longer. Who would have known then that newsletters were right up her alley? But by noticing her talent for interpersonal communication, her manager gave her a chance to stretch her skills to include mediated communication. A combination of training and work experience allowed her to become a more valuable employee. Lesson: Invest in employees; they are your most valuable resource. “Someone who goes to work there with the objective of moving on can learn a tremendous amount. Or, if that’s your recovery job, you can still draw useful lessons from the experience.” Lesson: Make the most of your opportunities. Continued to page 11
Personalized Gifts Are the Best From your child’s sports uniform... to a plaque for an outstanding employee... We have it all!
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.
“We’re not just jewelry and clocks anymore!”
Business Journal • July 2009
PAGE 11
Salisbury Fire Chief David See retires after 30 years By John Thomas Mayor’s Office
The long and distinguished career of one of Salisbury’s finest firefighters, Fire Chief David B. See, came to an end June 30, 2009, after 30 years of service to the City and the community. Chief See is a long time resident of Delmar, Del., where he began his fire service career in April 1976 as a volunteer firefighter with the Delmar Volunteer Fire Department. After 18 years and a brief retirement, Chief See returned to active status with the Department as a driver/operator and chief safety officer. Chief See began his career with the Salisbury Fire Department on July 1, 1979. He served as an operational firefighter and administrative assistant to the department for 13 years. In March 1992, he became the first full-time ca-
First job
reer training officer at the Department’s training facility where he was promoted to fire lieutenant in July 1993. In January 2000, he was transferred to Fire Station #2 and promoted to fire captain. Less than two years later, he was promoted to deputy fire chief. In December 2003, Chief See was appointed fire chief by Mayor Barrie P. Tilghman. Chief See also served as an active Maryland Fire and Rescue Institute emergency services instructor for 18 years and holds numerous state and national emergency services certifications. Chief See serves as board directorat-large on the International Association of Fire Chief’s (IAFC) Volunteer and Combination Officers Section (VCOS). His other organizational memberships include the Maryland State Fire Chief’s Association (MFCA), where he was
recently re-elected treasurer, and the International Fire Chiefs Association (IAFC) and its Eastern Division (EDIAFC). During his tenure as chief of the Fire Department, Chief See focused the Department’s efforts in improving firefighter safety through the modernization of its apparatus fleet, the replacement of firefighting tools and personal protective equipment, and continuing to ensure the safety of the community. He has overseen the renovation of Fire Station #1 and the construction of a new 41,000 square foot fire station and administrative headquarters facility on the City’s west side. He also increased the total number of career and volunteer positions, implemented volunteer position descriptions and promotional processes, and appointed the Department’s first female
fire line officer. His immediate plans for retirement include gardening, golfing and fishing. “I realize the sacrifices made daily by the troops and am extremely proud of what they do - day in and day out,” said Chief See. “I’m also proud of the numerous accomplishments and achievements made during my tenure and am honored to have served as fire chief for a brief period of time in the Department’s history. However, for the past 30 years I’ve put everybody else first and me last - now I’m putting me first…at least for a few months.” The City of Salisbury wishes Chief David See all the best in his retirement and thanks him for his dedication to serving the citizens of the City and the Salisbury Fire District.
Continued from page 10
She came to the job with a strong work ethic and has not lost it. Not all teens have a well-developed work ethic before they take a first job. McDonald’s still employs a number of older workers. Having older people as role models was good for teen workers, she said. Working with others who share a strong work ethic inspires it in youthful employees. Some of the things she recalls about her first job still provokes a wry smile. She had to ride her bike to work until she was old enough to drive and LA traffic was bad even then. Perhaps the funniest insight she gained on the job was her ability to draw metaphors from life experience. “Before I left the job, I became a vegetarian. I had this vision of the cows coming in the back door and out the front as patties.” The lesson is you never know how your life experience is going to affect your future. Working for McDonald’s was a positive experience. “I have clients who work with McDonald’s to this day and I always feel very good working on a project that partners them with the chain,” she said. She said that her first job taught or reinforced some very basic life lessons that she carried with her into her professional career. The last lesson: Everything you learn is valuable.
10% OFF YOUR NEXT MEETING WITH MENTION OF THIS AD
Business Journal • July 2009
PAGE 12
Chamber awards scholarship to Mardela graduate The Salisbury Area Chamber of Commerce Foundation presented its Salisbury Area Chamber of Commerce Scholarship to Mardela High School graduating senior, Leah McWilliams, at the school’s Senior Award Ceremony on the evening of May 29. The $1,000 scholarship is awarded to a graduating senior in Wicomico County who will be entering Salisbury University in the next academic year. The selection is based on the best essay about the topic, “How and why the Chamber of Commerce is important in our community.” Leah is the daughter of Michael and Loretta McWilliams. Her proud parents sat in the audience flashing their camera as Leah received her scholarship, which was made possible by an anonymous donation to the SACC Foundation. Leah was also honored by Principal Stauffer with the privilege of providing the “reflection” speech at her senior class graduation. Leah is a member of the National Honor Society and a part of the duel enrollment program at Wor-Wic Community College where she earned at least 12 credits. Leah has been a part of her church’s disaster relief efforts in Mississippi after Hurricane Katrina and church renovation efforts in Brooklyn, N.Y.
How and why the Chamber of Commerce is important in our community
By Leah McWilliams
Leah McWilliams, Mardela High School senior, was awarded the Salisbury Area Chamber of Commerce $1,000 scholarship to attend Salisbury University this fall.
She served as senior class president and participated in both basketball and track at Mardela. The SACC Foundation was pleased to present its first scholarship to Leah McWilliams who hopes to become an occupational therapist.
The Farmers & Planters Co. FARM - FEED - SEED - LAWN - GARDEN - WILDLIFE
Rt. 50 & Mill Street
Salisbury, MD 21801
Founded 1894
410-749-7151 Phone www.farmersandplanters.com
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
CHESAPEAKE
PAVING & SEALING INC.
• Asphalt Repairs • Striping • Seal Coating • Paving
Residential & Commercial FREE ESTIMATES
OVER 18 YEARS EXPERIENCE
QUALITY WORK GUARANTEED
410-742-2330
PARSONSBURG, MD.
MHIC 68616
Jeff Brown and Jim Brown
In today’s uncertain and challenging economic times the Chamber of Commerce is more important than ever and is best summed up by its mission statement, which is as follows: “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.” Why do we need a voice? An advocate? One reason is that our quality of life is directly affected by the businesses that are located in our area. These employers are the engine of the local economy; they provide the jobs that our families depend on to pay the mortgage and place food on the table. Considering the many locations that an employer can choose from to build his next factory or set up his storefront, it is important to provided a stable and thriving community that is a place where people want to live and work. The local Chamber has the responsibility of helping to create a pro business environment that will at-
tract, as well as keep current businesses in the area. For example, my Dad works at a large local poultry company. We depend on his job to provide for our family. If the cost to do business in this area is adversely affected due to high energy cost, environmental over regulation or higher taxes they may decide to do business elsewhere. Providing a voice for the business community is where the Chamber of Commerce can play a vital role. By pooling resources and taking advantage of its strength in numbers, many voices can influence public policy that impacts the businesses in the area. An example of the “voice” of the Chamber of Commerce is that it is respected by politicians. The Chamber of Commerce does hold some political clout because of the many votes that may or may not elect a candidate. For example, two Salisbury mayoral candidates are scheduled to speak at the Chamber’s monthly membership luncheon this March. The Chamber can organize training workshops so that small business can have access to resources that they may
Business Journal • July 2009 not have otherwise. For example, the Salisbury Area Chamber of Commerce is sponsoring a workshop “Hiring & Retaining Quality Employees” in February, which will help small business owners learn new skills related to personnel issues. To be honest I never gave the Salisbury Chamber of Commerce much thought before writing this essay. Af-
ter doing some reading and research I gained an appreciation for all they do. It is the type of organization that does so much but does it in a way that it does not draw much attention to itself but more to the businesses it represents. Without the Chamber I doubt that the Salisbury that I now live in would be the same. It makes our town a better place to live.
Membership Renewals Salisbury Area Chamber of Commerce
Adam’s Ribs/Black Diamond Catering Affordable Bookkeeping Corp. Alessi Incorporated AviTech LLC Bates Moving & Storage Co. Inc. Brescook, LLC/Dale Carnegie Brew River Restaurant & Bar C & M Data Supplies Camp Odyssey at Salisbury School The English Company First Shore Federal Savings & Loan Fraternal Order of Police, Lodge 111 Granger & Company, P.A., CPA Grant’s Exxon The Greene Turtle/Salisbury Herl’s Bath & Tile Solutions Lorch Microwave Machining Technologies, Inc. Maggie Magazine McCrone, Inc.
Billie Morris, Realtor One Hour Heating and Air Conditioning Peninsula Financial Services PNC Bank Ramada Inn & Conference Center Safety Resources, LLC Salisbury Health Pavilion David Shipley Shorebirds Club, LLC Small Business Development Center-Eastern Region Twilley, Rommel & Stephens, P.A. UniFirst Corporation United Check Cashing UMES The Village at Harbor Pointe Whitney - Wallace Commercial Real Estate Service, LLC
PAGE 13
Commercial construction industry preparing for a brighter tomorrow Continued from page 1
Nason Construction is currently working on a design/build project for Dover Transit Center and has another transit job building a DART facility. Purcell forsees major changes in the industry as architects, engineers and construction firms take computer-aided design to the next level, not just threedimension, but 4-D and 5-D as time and constructibility are integrated into the schedule. It’s called Building Information Modeling, or BIM. “All components of the building are looked at and constructed and modeled in the computer, so it catches conflicts. It’s a tremendous way to help coordinate the program,” Purcell said. “It’s going back to the old way of doing things, with architects speaking to constructors on how to build a building, so it’s an integrated design process.” The term BIM and other names describing a similar digital process are used and defined differently, but consensus is that it will fundamentally change how buildings are built. BIM will streamline workflow, increase productivity and improve quality. It saves time, reduces waste and breaks down communication barriers. And the software itself is still under construction, getting better all the time.
The nation is also “going green” with sustainable designs and LEED certification, which stands for Leadership in Energy and Environmental Design, observed Purcell, a member of the U.S. Green Building Council and founder of the local chapter in the PhiladelphiaDelaware Valley area. “This is very much where the industry is going,” he said. “A contractor being able to assist and coordinate the LEED process is very important.” Purcell and others are actually developing classes to train contractors to deliver LEED projects. Working with the Associated Buildings and Contractors Association, they train subcontractors on what LEED is all about. On a hopeful note, Purcell said right now he is seeing an uptick in the number of requests for proposals rolling out. “Whether it’s a trend, I don’t know, but it certainly is a start of something we’ve noticed in the past month. “The key is to prepare for the future,” as Nason Construction has by taking the time to start its new federal/ military division. “Be prepared for the upturn. Our economy is going to turn. It’s just a matter of when.”
Business Journal • July 2009
PAGE 14
Commercial COnstruction Becker Morgan Group
Profiles
“Planning our clients’ success” is the philosophy of the Becker Morgan Group, an architecture and engineering firm which was founded in 1983 in Salisbury, by Tom Becker and Ron Morgan. The firm has since expanded to Dover, Del., and Wilmington, N.C., with about 70 employees at present. Offering a range of services from surveying to architecture, civil engineering, sustainable design, graphic design, even landscape and interior design, the group provides design solutions that are site responsive, constructible, innovative and environmentally conscious. “We’re designers,” said Ernest W. Olds, a principal with the company and vice president. “We create the image of what the building will look like, help put together the structural part — mechanical, electrical, air conditioning and plumbing. We are the architect. We hire out other specialties such as engineering, to create the final product. “We’re about doing good work for the client,” he continued. “Some design companies are out to make a name for themselves; we are interested in making the client successful. That has taken us into a lot of arenas.” On more than 100 projects at Dover Downs International Speedway — including the 46-foot-
tall stone man holding a full-size car at the entrance — to the Gateway Grand 70-milliondollar-plus condo project in Ocean City, to an indoor sky dive training facility in North Carolina and some very successful school design projects in Maryland and Delaware, Becker Morgan Group is able to effectively manage quality control from start to finish. The diversity keeps work for enjoyable for the staff. With projects stretched from north of Wilmington, Del., to the South Carolina line, Olds admitted, “we spend a lot of money on gas.” To have Becker Morgan put the drive in your project, call the Salisbury office at 410-5469100, drop in at 312 West Main St., or visit online at www.beckermorgan.com.
Gillis Gilkerson Inc.
“On Time and Within Budget” is the slogan of Gillis Gilkerson Inc., founded by Palmer Gillis in 1983 to serve the construction needs of the Delmarva Peninsula. As the business grew, Gillis sought out Tony Gilkerson to bolster the sales, estimating and project management part of the business. In 1989, Gilkerson became a full partner, and the company name was changed to Gillis Gilkerson, Inc. The company has grown to one of the largest, most versatile full-service general contractors
Business Journal • July 2009 on Maryland’s Eastern Shore, with 60 talented employees. Since then, the company has completed more than 1,000 projects, ranging from medical facilities to schools, manufacturing and poultry processing facilities, mercantile and general office projects, and hotels and condominiums, Gillis said, including the Fountains Wedding and Conference Center, Salisbury School, Perdue’s corporate office, the Perdue School of Business at Salisbury University and PKS & Company. John M. Stern Jr., senior partner at PKS, said, “Gillis Gilkerson did an excellent job of constructing a quality office building for our firm. What I particularly liked was the joint venture nature of the project - you are a part of the Gillis Gilkerson team and they are a part of your team. The work was done in budget and completed in a timely manner. I highly recommend them.” In addition to building from the ground up, Gillis said, “We do a tremendous amount of small work, breathing life into historic and commercial buildings through thoughtful renovations. That’s our meat and potatoes.” Projects range from $2,000 to $20 million. All projects are managed out of offices in the restored Woolworth’s building, on Main Street in the heart of Salisbury’s downtown plaza community. Going 150 miles in any direction, Gillis Gilkerson covers the Delmarva Peninsula. For creative solutions to construction challenges, attention to detail and a focus on client satisfaction, contact Gillis Gilkerson at 410-7494821 or visit www.gillisgilkerson.com.
PAGE 15
Nason Construction Inc.
Offering excellence in construction since its founding in 1922 by Walton Nason, Nason Construction Inc. — then known as Nason & Cullen Inc. — survived the Great Depression and transitioned from primarily residential construction to exclusively commercial. Separating from the Cullen family in 2000, the company is looking to survive the current recession by a new focus on federal and military work, explained Mark Purcell, business development manager and project executive. Since completing work for the Army Corps of Engineers at Dover Air Force Base several years ago and a recent project at the Salisbury Armory for the Maryland National Guard, Nason Construction has created a new “Federal/Military Division” headed by Director Craig Hawkins. This division does projects for GSA, the Veterans Administration and the Corps of Engineers, among others. Nason Construction has steadily grown beyond the Philadelphia market area to service institutional markets, corporate and federal, in northern Virginia, Maryland, Delaware, southeastern Pennsylvania and southern New Jersey. With revenue of approximately $125 million per year, the firm employs 80 to 100 people and maintains three offices, one in Center City, Philadelphia; another in Salisbury; and headquarters in Wilmington, Del. Today’s company leaders carry on the founder’s philosophy that the personal involvement of the principals is paramount to ensuring quality customer service and client satisfaction. “Our greatest accomplishment is the ability
I exercise because I care about me I choose ISG because I care about my employees Workers' Compensation Employee Benefits Human Resources Consulting Commercial Property & Casualty
Serving Delmarva since 1977 www.isgintl.com
800-336-5659
Business Journal • July 2009
PAGE 16 to have repeat clients. It shows we really do strive to provide professional service in construction management,” Purcell said, emphasizing the word professional. “We bring expertise to our clients even before the shovel hits the ground, with work in pre-construction through construction.” Nason is not a design firm, but works with designers, often as lead on a design/build team. The company was recently awarded a design/build job at Aberdeen Proving Grounds, and will hire designers. The company offers general construction and construction management. Nason has done several projects at Atlantic General Hospital in Berlin, the University of Maryland Eastern Shore in Princess Anne, Nanticoke Memorial Hospital in Seaford, Del., Easton Memorial Hospital and Dorchester General in Cambridge. Projects under way include Seaford’s new library, the new North Dorchester Middle School, Kent County Courthouse in Delaware and renovations at the Alice Byrd Tawes Nursing Home. For more information, call 302529-2524.
Regional Builders Inc.
Commitment to quality is the number one goal of Regional Builders Inc. (RBI). The company was founded in 1996 by Robert S. Boyd in Seaford, Del., as a cost-effective construction
alternative for transportation and warehousing companies. It has evolved into a multi-faceted construction management company, still specializing in commercial construction but also serving professional, retail, religious, medical and other groups. There’s also an overhead door and dock equipment division. RBI expanded this year, opening a new office in Salisbury at 951B Mount Hermon Road to better serve clients in Maryland and Virginia. Recent RBI projects include Bassett Furniture Direct in Delmar, a medical complex on Route 24 just east of Millsboro, and the Halpern Eye Associates buildings in Ocean View and Seaford. “Having clients who come back for repeat business is an extremely high compliment,” said Diana Whitney, director of marketing. “It says a lot about our services.” The new library in Bridgeville is an RBI project. “We were able to bring this project in at a very good price per square foot,” Whitney said. While the Bridgeville library is just about finished, the Seaford library is going up rapidly, with involvement by RBI. The company has also recently broken ground on a state-of-the-art pediatric center for Nemours in Seaford. “We love to get involved on a project early in the process, to get involved with the architect on the design of a building, to help ensure the design fits
within the budget. An architect is an artist, creating something beautiful and functional. Our job is to partner with the architect and the client to take their ideas and help make them cost-efficient and affordable,” Whitney said. For more information, visit www. regionalbuilders.com; for a free estimate on your next commercial building project, from the ground up or remodeling, call 302-628-8660 or email dianawhitney@regionalbuilders.com.
Southern Builders Inc.
Specializing in all types of commercial construction and construction management projects, Southern Builders Inc. has been serving the Eastern Shore area with exceptional service since 1997. Licensed in Maryland, Delaware and Virginia, the company’s areas of work span from Cape Charles, Va., to Dover, Del., and from Ocean City to Kent Island. SBI also has a vast knowledge of the subcontractor base in the areas it serves. From conceptual budgeting and design coordination, through project planning and construction management, SBI ensures that each project benefits from the breadth of experience offered by both on-site personnel, as well as the principals of the company. For over 10 years, SBI’s philosophy has been to provide quality construction
at an economical price, while maintaining honest, professional relationships with clients, architects and business associates. This philosophy has been the cornerstone of the company’s success. “We’re very proud of our track record when it comes to being at or ahead of schedule and on or under budget,” admitted Steve Hentschel, SBI’s general manager for the past seven years. “We feel it’s what sets us apart from the competition and what makes clients seek us out even during a precarious economic climate.” “Everyone can boast of past accomplishments,” Hentschel continued, “but what sets SBI apart from the competition is the quality people with which SBI has been blessed. The staff of project superintendents, most of whom have 20 or more years of experience in the construction industry, is one of the best on Delmarva. All members of the project management and estimating staff were hand picked from the top echelon of the industry. We also have a team of dedicated and talented support staff.” “Choosing the right general contractor for your project is a difficult decision. But we’re not just any general contracting company,” he said. “We’re Southern Builders Inc.” Before you choose a contractor, call SBI at 410-341-3800 or visit www. southernbuildersinc.com.
BusIness Owners and selF emplOyed
Increase Financial Gains!
Each year we help our clients locate and recover millions of dollars in expenses. Office Lease Auditing - Over 80% of commercial tenants are found to be overcharged
Cost Segregation Services - Accelerate and increase depreciation by segregating real and personal property
1-877-4-POHANKA 2011 NORTH SALISBURY BLVD. WWW.POHANKAOFSALISBURY.COM
Call me today for a free analysis! Wayne Borrmann
Business strategist
410-742-1904
SaliSbury, MD Wayneborrmann@verizon.net www.amCorpFinancial.net
Business Journal • July 2009
PAGE 17
Calendar of Events Wednesday, July 1 – Young Professionals Committee, Chamber Business Center, 5:30 p.m. Thursday, July 2 – Beautification Committee, Chamber Business Center, noon. Tuesday, July 7 – Ambassadors Committee, Bob Evans Restaurant, 8 a.m. Wednesday, July 8 – Membership Committee, Bob Evans Restaurant, 8 a.m. Friday, July 10 – Executive Committee, Bob Evans Restaurant, 7:30 a.m. Monday, July 13 – Workforce Development, Chamber Business Center, noon. Wednesday, July 15 – Business Affairs Committee, Chamber Business Center, 8 a.m. Wednesday, July 15 – New Member Reception, Chamber Business Center, 11:30 a.m.-1 p.m. Come learn what the chamber can do for you and your business. Light lunch provided. All new
members, new representatives and new employees of members are welcome. Thursday, July 16 – General Membership Luncheon, Ramada Inn & Conference Center, Speaker: Richard D. Baldwin, VCSFA Director of Operations, Topic: Wallops Island; noon. Tuesday, July 21 – “Networking is not Selling” Workshop, Chamber Business Center, 11:30 a.m. - 1 p.m. Brown Bag Lunch, 11:30 a.m. - noon. Workshop, noon - 1 p.m. Learn tips and techniques for making the most of networking opportunities. All members can benefit from participating in this workshop. Tuesday, July 21 – Budget & Finance Committee, Chamber Business Center, noon. Thursday, July 23 – PR & Marketing, Chamber Business Center, noon.
Harkins is pleased to have received the Excellence in Construction Award from Associated Builders and Contractors Eastern Shore Chapter for Marley Manor Phase II
Monday, July 27 – Executive Committee, Chamber Business Center, noon. Wednesday, July 29 – Board of Directors, Chamber Business Center, noon.
Marley Manor II Snow Hill Rd. and Robins Ave. Rinnier Development Company, Owner Davis Bowen & Friedel, Inc., Architect
Many thanks to our subcontractors for your quality workmanship.
STUDENT DISCOUNT PROGRAM - The Chamber of Commerce is looking for businesses to participate in the College Student Discount Program. Annually, Salisbury University, Wor-Wic Community College and University of Maryland Eastern Shore students contribute over $300 million to the local economy. By taking advantage of the discount program, businesses can expand their stake in the college market. Business owners with a marquee are asked to welcome new incoming college students with a “Welcome” message from Aug. 17 thru the end of August. To participate, call Cindy Feist at 410-749-0144. If you currently participate and wish to continue, only notify the Chamber office of changes or new discounts.
www.harkinsbuilders.com 410-750-2600
Business Journal • July 2009
PAGE 18
Business Mix
ABC to offer apprenticeship
Associated Builders and Contractors, Inc (ABC) Eastern Shore Chapter announces that it has been approved by the State of Maryland Apprenticeship and Training Council to conduct an apprenticeship program for the occupations of HVAC technician and plumber. Classes for the first and second years of apprenticeship training for both HVAC and plumbing will begin in September. We are currently in the initial stages of recruitment for both instructors and apprentice students. For more information, contact Joe Giordano at 410-8606664 or email tjgiordano_2000@yahoo. com.
Bradley/Nason to build facility
Bradley Enterprises and Nason Construction has been awarded a design-build contract by the US Corps of Engineers for a new $21 million nonmedical chemical biological facility at the Aberdeen Proving Ground as part of the Defense Base Closure and Realignment Commission (BRAC) program. The project will be completed in 2011.
STORAGE TO GO
The Non-Medical Chemical Biological Facility will provide administrative support areas for military and civilian personnel from three bases in Texas and Virginia. The three-story, building will accommodate 360 employees. State-of-the-art Department of Defense Anti-Terrorism Standards will be incorporated into the design, and the building is registered for LEED Silver Certification.
Uno donates fresh pizzas
UNO Chicago Grill in Fruitland is supporting our servicemen and women with the delivery of fresh UNO deepdish pizzas to the front lines through the “Pizzas 4 Patriots” program. Patrons of UNO’s purchased a $4 coupon book worth $40 in savings through the end of June to support the program. Thousands of pizzas packaged in temperature-controlled containers flew from John F. Kennedy Airport in New York directly to the Middle East, with delivery to forward operating bases in time for July 4. Ret. Master Sergeant Mark Evans of Elk Grove Village, Ill. conceived
YOU RENT WE DELIVER
this pizza program. In 2008, Evans’ 15-year-old son Kent asked if there was a way to deliver Chicago-style pizzas to service men and women stationed throughout Iraq in time for Independence Day celebrations.
Real Property Maintenance opens
Real Property Maintenance LLC has opened a new location, the South Branch in Crisfield. The new office will be managed by Scott Goodson and supported though the main branch located in Fruitland. Karl Kimlel has been named vice president of all three branch locations which include Crisfield, Fruitland and Onley, Va. Real Property Maintenance specializes in residential and commercial HVAC, plumbing, carpentry and general trades. To reach Real Property Maintenance, call 410-860-1277.
ReStore seeks volunteers
Habitat for Humanity of Wicomico County needs volunteers to help run its ReStore home improvement outlet in Salisbury. ReStore accepts donated home improvement items, appliances
and furniture and sells them for the benefit of Habitat’s home building program. Requirements for volunteers are simply a knowledge of and commitment to the philosophy of Habitat, an open, cooperative attitude for working directly with donors, customers and staff and willingness to learn. No home improvement or retail experience is necessary. Available volunteer positions include cashier/customer service pro, pricing assistant, repair volunteer and donation collection assistant. Volunteers are needed to work any day or time during regular business hours, which are Monday through Friday from 9 a.m. to 5 p.m. and Saturday from 9 a.m. to 3 p.m. To volunteer, contact Rota Knott, ReStore manager, at rota@wicomicohabitat.org or call 410546-1551.
HawkSat-1 flies on rocket
The Hawk CubeSat (HawkSat-1), the first CubeSat-class satellite designed, developed, fabricated, tested and launched entirely from the Eastern Shore of Maryland and Virginia, recently made its mark – in space and in
Your full service General Contractor for all size projects.
Seaford Commons Shopping Center
410-742-2100
1-866-49-CUBES (1-866-49-28237)
PROBLEM SOLVER
26 years of new and renovation experience.
For all your Residential & Commercial Storage Needs! Residential: • Moving • Organizing Garage or Attic • Renovating or Remodeling
Commercial:
• Contractors Job Site Storage • Overstocked or Seasonal Merchandise • Record Storage
For all your Emergency Needs due to Fire & Water Damage! Insurance Company Approved.
Offices | Mercantile | Medical Facilities | Hospitality | Churches | Schools Manufacturing | Food Processing Facilities
www.gillisgilkerson.com 410-749-4821
Business Journal • July 2009 history. The Hawk CubeSat, developed by the Hawk Institute of Space Sciences LLC (HISS) in conjunction with the National Aeronautics and Space Administration at the Wallops Flight Facility, sat on board the Air Force Minotaur 1 rocket launched from the Mid-Atlantic Regional Spaceport on Tuesday, May 19. “The launch of the HawkSat1 from the NASA Wallops Space Flight Facility comes as the culmination of over two years of hard work by the Maryland Hawk Corporation (MHC), an affiliated non-profit of the University of Maryland Eastern Shore, and by HISS scientists and engineers,” said Daniel S. Kuennen, MHC executive director.
Old Boulevard Theatre for sale
Bradley Gillis, CCIM and Henry Hanna III, CCIM, SIOR, both Senior Advisors for Sperry Van Ness – Miller Commercial Real Estate, together have announced they have listed a unique commercial building lot, formerly the Old Boulevard Theatre, in downtown Salisbury. This landmark and one-of-a-kind lot is comprised of .37 acres with central business district zoning and great US 13 visibility. The only piece of land for sale in downtown Salisbury, this is a fabulous opportunity to own a piece of history. For more information contact Bradley Gillis or Henry Hanna at 410543-2440 or email Bradley.Gillis@svn. com or Henry.Hanna@svn.com.
PAGE 19
Telewire offers green program
Telewire, Inc., an industry leader in unified communications, is launching a program to help businesses go “green”. The latest advancements in communications technology have enabled companies to dramatically reduce their carbon footprint, while at the same time enhance employee productivity and increase operational efficiency. “Green” technologies include Voice over Internet Protocol (VoIP), which plays a critical role in giving businesses the ability to deploy a remote workforce with virtual offices; IP video conferencing, which eliminates the need for face-to-face meetings; and email faxing, which eliminates the need for the fax machine.
Uno offers gluten-free menu
Uno Chicago Grill in Fruitland offers a large gluten free menu especially for those with wheat allergies or celiac disease. Some grains and starch sources are considered acceptable for a gluten-free diet and are featured in the pizza crusts at Uno Chicago Grill. Uno Chicago Grill has been named one of “America’s Healthiest Restaurants: Our List of the Best Casual Dining Spots” by http://eating.health.com.
WBOC receives award
WBOC has been honored with a 2009 Edward R. Murrow Award for Overall Excellence for News in Region 12, small market by the Radio Televi-
UNITED WAY DONATION - PNC Bank recently presented United Way of the Lower Eastern Shore with a check for $20,490, representing $10,245 in employee pledges and PNC Bank’s matching corporate gift. The donation supports the United Way’s Annual Community Campaign, and ranks PNC Bank #11 in United Way’s prestigious “Top 25” of local business campaigns on the Lower Shore. From left are Debbie Goodman, PNC Bank Peninsula Regional manager and United Way Board member; Lisa Mann, United Way director of Donor Relations; Tom Mears, PNC Bank Regional president; and Jean Sewell, PNC Bank Atlantic Regional manager.
sion News Directors Association. To win this award, WBOC submitted entries in multiple categories including Breaking News and Continuing Coverage. From those entries, the judges determined that WBOC’s work deserved the highest award, Overall Excellence. “We competed against stations in Maryland and Virginia, in cities like
Roanoke, Richmond, and Hagerstown,” said John Dearing, WBOC News director. The Edward R. Murrow Awards are named for a man, whom many in the broadcast industry consider to the father of electronic journalism. WBOC’s entry will now compete against entries from 13 other regions for a National Edward R. Murrow Award.
Commitment
to excellence since 1922
USACE Non-Medical, Biological & Chemical Facility (LEED Silver) Aberdeen Proving Grounds – Aberdeen, MD www.NasonConstruction.com 224 Phillip Morris Drive Suite 400 Salisbury, MD 21804
p 410 749 5300 f 410 219 9239
Business Journal • July 2009
PAGE 20
Strategic planning tips to follow in a recession By Bradley Gillis, CCIM
Real Estate
As I speak with clients, co-workers, and industry pundits, the one thing we Prudent real estate proall agree upon is that the fessionals manage and economy is bad, and that we haven’t found the botmonitor the balance of tom yet, especially where risk and opportunity on commercial real estate is a consistent basis. concerned. While opinions may vary as to exactly where the It doesn’t take a rocket scientist to market is headed, and the timing surunderstand that this sudden up-tick in rounding any major shifts in direction, late payments and defaults has many everyone reading this paper underobservers feeling that the next shoe to stands one thing; the markets are fluid, drop on the economy will be a collapse evolving and ever changing. of the commercial real estate market. Therefore the conundrum that those While the risk is still difficult to in the practice of professional commer- quantify, we do know that it is highly cial real estate are faced with is how probable it was underestimated in the to best position their portfolio to miniFED’s recent stress test of 19 major mize the risks associated with market banks. uncertainty, while at the same time The results of the stress test released maximizing current and future returns. just a few weeks ago projected that What we know should the recession worsen, the losses All of the recent financial data that from commercial real estate loans has been released over the past several could hit $53 billion, or 8.5 percent of weeks has indicated that an economic their overall loan losses over the next recovery won’t happen anytime soon. two years. In a recent public speech, President We know that the government hisObama indicated that unemployment torically underestimates declines. This will continue to rise in the near term, I believe is particularly true given that and we all know that the trickle-down the stress test did not include the maof rising unemployment does not bode jority of the regional and local lenders, well for commercial real estate. which hold a big chunk of the nation’s While most of the media attention $3.5 trillion commercial property loans has clearly been focused on the trouble on their books and who remain particuin residential real estate markets, I feel larly vulnerable to further economic the larger risk to the economy lies in declines. the risks associated with defaults on So how bad is the commercial real commercial assets. estate market really? In the bullet According to data provided by points that follow, I’ll state the facts REIS, defaults and delinquencies on and you can draw your own concluhospitality, retail, and office properties sions: have more than doubled in the last six • Approximately $1.3 trillion in months alone. Even more disconcerting loans on commercial properties will be is that default rates for industrial and coming due between now and 2013; multifamily properties have increased • More than $270 billion in commore than 80% during the same period.
mercial property loans are expected to come due this year alone; • According to Real Capital Analytics, nearly $73 billion worth of commercial real estate loans are in some level of current financial distress; • A recent report by Deutsche Bank estimates that at least half of all commercial loans and two-thirds of those packaged and resold as securities, will not qualify for refinancing when they mature. • Fannie Mae recently stated that apartment building loans that were at least 90 days past due almost quadrupled between December and March to a rate of 0.34 percent. As a result, Fannie Mae’s credit-related expenses for apartment loans jumped to $542 million from $59 million at the end of last year. • The market has experienced unprecedented commercial failures in recent months including the failure of Circuit City, Linens ‘N Things, and General Growth Properties filing the largest bankruptcy in U.S. commercial real estate history. In a nutshell, the problem can be summarized by understanding that there is a perfect storm in play as a result of the confluence of the following five factors: 1. A recession 2. A severe decrease in flow of funds 3. A substantial decrease in operating income 4. Increased vacancies 5. A substantial decrease in valuations These current conditions combined with tough new underwriting standards and tight money supply has eviscerated the refinancing ability of commercial property owners. However refinancing is just one issue, perhaps a bigger issue is that many properties are just not trading at numbers that sellers can stomach.
While I could probably fill several pages with depressing economic data surrounding mounting trouble in the commercial real estate markets, I don’t see the need to belabor the point as the undeniable reality is that commercial markets are in trouble, and rapidly worsening. While there is great speculation that the FED will extend/offer additional assistance to commercial lenders to help offset mounting losses incurred by lenders, my concern is one of “good money after bad.” The bailouts, subsidies and unprecedented government intervention haven’t stabilized the residential markets or the recessed economy, so why would any rational person believe these types of actions will resolve similar issues in the commercial markets? What you can do Don’t panic, plan. The reality is that markets cycle, and while boom isn’t always followed by bust, boom is always followed by some type of market retraction. While many drank the Kool-Aid of over exuberance created by the frothy market conditions of prior years, markets simply cannot sustain uninterrupted advances in perpetuity, and it’s a fool’s gambit to fall prey to this type of irrational thinking. Prudent real estate professionals manage and monitor the balance of risk and opportunity on a consistent basis. They don’t allow themselves to be whip-sawed by market volatility, or other changes in economic/financial conditions. Whether or not you believe there is an eminent collapse of commercial markets looming in the shadows, you must admit that market conditions have fundamentally changed. Therefore you must adapt your operating practices accordingly if you hope to minimize the damage to your portfolio, your investors and your company.
education
The August edition of the Salisbury Business Journal will highlight specialized and continued education opportunities for those in business in the Salisbury area.
Contact Emily Rantz today at 410.749.0144 email - ERantz@mspublications.com
Business Journal • July 2009 I would encourage everyone to consider the following five suggestions: 1. Seek sound advice and counsel: Analysis paralysis is not your friend. Rather than attempt to travel in uncharted territory, seek out intelligent people who have successfully blazed the trail before you. No single person has all the answers, and rather than finding yourself stymied by a lack of resources and/or information, I suggest you surround yourself with sound counsel, seek their advice, and then trust your instincts. 2. Identify your risks and opportunities: Immediately take stock of where you have the most risk and where you have the most opportunity. Contrary to popular business theorists, they may not be one in the same. Evaluate portfolios and individual properties, asset classes, geographic markets, tenants, leases, lenders, investors, suppliers, and even staff. Assign your best talent to your biggest problems and your greatest opportunities. 3. Speed is your friend: Move fast, don’t allow yourself to fall behind the curve of market conditions being relegated into a reactive position. Be proactive in your approach and drive changes via proactive leadership. 4. Negotiate, negotiate, negotiate: Realize that most of your stakehold-
ers are feeling the same pain you are. This is the time to restructure leases, operating agreements, loan covenants, etc. Virtually anything is in play right now. Cut your deals from a position of strength, before you end up negotiating against yourself from a position of weakness. 5. Know when to hold ‘em, and know when to fold ‘em: Once you’ve identified untenable risks, eliminate them immediately, and similarly, once you identify solid opportunities, exploit them immediately. Don’t fear taking a loss if it protects the solvency of other assets or your enterprise as a whole. You can either stop the bleeding, or live to play another day, or count the days until you’re just another casualty of the recession. The choice is yours so choose wisely. About the author Bradley J. Gillis, CCIM serves as a senior advisor for Sperry Van Ness/ Miller Commercial Real Estate, specializing in the sale and lease of medical/professional office, industrial and investment properties on the Eastern Shore of Maryland and Delaware.
PAGE 21
Taste of Salisbury to be held at Ward Museum on July 26 The Ward Museum of Wildfowl Art, Salisbury University, partners with the Local Owner Restaurant Association (LORA) to sponsor the “Third Annual Taste of Salisbury.” From noon to 3 p.m. Sunday, July 26, the museum opens its doors for food lovers to sample dishes from their favorite locally owned restaurants. The cuisine is served in the indoor Atrium Lobby. Seating is available under the outdoor pavilion overlooking Schumaker pond and in an indoor dining area. Admission to the museum is free during the event. A $5 donation which benefits the Ward Museum is collected at the door for food sampling. The “Taste of Salisbury” offers “Pick-A-Prize” raffles in which guests purchase raffle tickets and choose which prizes they want to take a chance at winning. Prizes are donated from local businesses and organizations. Drawings are at 3 p.m. New this year is the first exhibition of the series, A Taste of Salisbury: The Voice of the Artifact, featuring historic Salisbury artifacts and historic docu-
ments collected by the Edward H. Nabb Research Center for Delmarva History and Culture. The exhibit opens at the “Taste of Salisbury” and is on display through September 27. The event also showcases the museum’s year-round activities such as membership benefits, volunteer opportunities, and educational programs for children and adults. Activities are available for children during the event. LORA is a group of Wicomico county restaurants that increase awareness of locally owned businesses and support charitable causes. LORA’s members include Adam’s Ribs, Fiesta Mex, Break Time, Chesapeake Steakhouse, Catering by Chef Stewart of Flannery’s, Market Street Inn, Old West Steakhouse, Cakes by David, Back Street Grill, Sobo’s, Lombardi’s, Vinny’s LaRoma and Zia’s. Together, members have raised over $150,000 for the surrounding community. For more information, call Helen Rogan at 410-742-4988, ext. 106, or visit www.wardmuseum.org.
PAGE 22
Business Journal • July 2009
Health
PRMC Foundation achieves $15 million campaign goal At a Heritage Society reception honoring donors, Leighton Moore, chairman of the Peninsula Regional Medical Center Foundation Board announced that their five year “Journey to a Legacy” Capital Campaign in support of the Medical Center’s $100 million expansion and renovation project has achieved its $15 million goal. This milestone was made possible by a generous $1.5 million gift from Frank B. Hanna Sr. In recognition of his generosity, the Medical Center’s new outpatient center will be named the Frank B. Hanna Outpatient Center. “We are grateful for Mr. Hanna’s significant gift to the campaign. His generosity, along with that of other lead contributors and members of our community, has made the Medical Center’s recent expansion a reality,” stated Denise Billing, president of the Peninsula Regional Medical Center Foundation. “I would be remiss if I didn’t also recognize and thank our Campaign Co-Chairs, Leighton Moore, Hugh McLaughlin and Dr. Farouk Sultani.” Hugh McLaughlin, a long-time friend of Mr. Hanna, secured his campaign contribution and noted, “Frank’s donation of $500,000 was one of the first lead gifts to the campaign when it kicked off in March of 2005. It’s only fitting that he would insure the campaign’s success by contributing an additional $1 million that put us over our goal.”
In addition, the campaign received donations of $2 million each from the Guerrieri Family Foundation and the Richard A. Henson Foundation which resulted in the naming of the Guerrieri Heart & Vascular Institute and Richard A. Henson Cancer Institute. The Medical Center’s Junior Auxiliary Board was also a lead contributor to the campaign, pledging $1 million for the new Emergency/Trauma Center. The culmination of the Capital Campaign comes at a time when the construction project itself is nearing completion. The ambitious $100 million expansion and renovation project was designed to position Peninsula Regional to meet the growing demands of a continuously growing community. As each phase of the project has been completed a number of new areas and changes have occurred on the Medical Center campus resulting in the: • expansion to one million gross square feet of useable Medical Center space • construction of a new Emergency/ Trauma Center and the Layfield Tower • construction of the Frank B. Hanna Outpatient Center • expansion and naming of the Richard A. Henson Cancer Institute • redesigned atrium entrance and naming of the Guerrieri Heart & Vascular Institute • expansion of Surgical Services • construction of Parking Garage B
NURSING CENTER DONATION - The building fund for the new Alice B. Tawes Nursing & Rehabilitation Center has reached the $905,000 mark on its way to the million dollar goal with a check for $5,000 from the Community Foundation of the Eastern Shore. This donation comes from the John and Hannah Handy Crisfield Improvement Fund administered by the Community Foundation. Pictured, from left is McCready C.E.O. Charles F. Pinkerman. Community Foundation president Dr. J. Spicer Bell holds the ceremonial check – and the ladder – on which campaign chairman Jay Tawes perches to update the fund drive “thermometer” sign. The new nursing home will open this time next year with 76 skilled nursing and rehabilitation beds and a 30-bed assisted living center.
From left, “Journey to a Legacy” Capital Campaign Co-chairs Leighton Moore and Hugh McLaughlin, Frank and Nancy Hanna and Capital Campaign Co-chair, Farouk Sultani, MD, with the check representing Hanna’s gift to the successful $15 million campaign.
for patients and visitors • expansion of Radiology, Pharmacy and the Laboratory • renovation of clinical and service areas inside the Medical Center and the addition of sophisticated clinical and non-clinical equipment “There is, perhaps, nothing more
important in life than good health,” said Peninsula Regional President Peggy Naleppa. “The magnitude of this project reinforces Peninsula Regional’s commitment to remain at the forefront of state-of-the-art facilities, technology and to provide quality health care close to home.”
Business Journal • July 2009
PAGE 23
Healthy U names 2009 HUEY Award winners During its inaugural Celebration of Health at Salisbury University, Healthy U of Delmarva awarded $5,000 to local individuals and groups who strive to make their community - and themselves - healthier. The winners of the 2009 HUEY Awards are: Dot Baker and Bev Elzey for healthiest individuals, Salisbury Middle School for education, St. Stephens United Methodist Church for house of worship and Data Services, Inc. for business/corporation. Parkside High School won Most Outstanding. Dot Baker, of Delmar, Del., is dedicated to spreading the word about healthy living. She established a health outreach ministry at Trinity United Methodist Church in Salisbury to provide health-related resources and education to the congregation and community. A Salisbury resident, Bev Elzey got involved with Healthy U at its inception some seven years ago. “I love to walk,” she said, adding that she also hits the boardwalk with her husband, rides a stationary bike, and even switched from a Tastykake breakfast to a cup of Cheerios. A program coordinator for at-risk students, she’s one of the many staff members at Salisbury Middle School who is dedicated and committed to embracing healthy initiatives. “It’s an everyday topic,” she said.
“This year we started a pedometer challenge. The goal was to get off your seat and on your feet, and keep moving. We recorded our steps every day and winners earned monthly prizes.” The HUEY award-winning middle school also has an e-newsletter with weight loss and meal tips, and healthy homemade staff lunches. In the past, soda machines were even removed from the cafeteria to encourage students to choose healthier options such as juice and milk. St. Stephens United Methodist Church in Delmar, a three-time HUEY Award winner, encourages its congregation to exercise through a “Walking Across America” program. Coordinator Peggy Moore (’63) said more than 151,000 miles have been charted since February 2006. The church also purchased a Wii Fit gaming system and hosts competitions, and plans to incorporate soccer and other sports into Summer Bible School. Data Services earned its HUEY for its strong commitment to healthy living and Healthy U. Not only is each employee a registered Healthy U member, but the company also allows each employee a paid, half hour daily exercise break. Parkside High School was named ‘Most Outstanding” for its wide-range of health-related activities. A new In-
From left are Melissa Schumaker, Ashley Mocella, Sarah Flynn, Adrienne Sterling, Joe Halowich and Dawn Price.
structional Leadership Team coordinates wellness throughout school, while student and staff afterschool clubs provide outlets for physical activity such as volleyball, basketball and ping pong. Students also volunteered at Wicomico County’s Health Expo and SU’s Celebration of Health. In addition, Parkside’s “Trek to the Pacific Coast” project surpassed last year’s mileage totals, school improvement teams are examining wellness, a monthly newsletter highlights healthrelated goals and achievements, and its PTA sponsored a 5K run/walk.
“Healthy U really laid the framework for what we’ve done; we just keep building and building on our initiatives,” said health teacher Joe Halowich. Beyond Healthy U, Parkside even garnered the Blue Apple Health Education Award from the American Association of Health Education, making it one of the Top 10 programs in the U.S. Second place HUEY Award winners were Wesley Temple United Methodist Church, Chesapeake Utilities and Peninsula Regional Medical Center. For more information, call 410-742-9202 or visit www.healthyudelmarva.org.
Take the stress out of your therapy
• Handicap accessible • One-on-one therapy • Therapists get in the pool
Make It Apple
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”
Specializing in: Aquatic & Land Therapy • Hand Therapy • Balance & Vestibular Rehabilitation • Orthopedic Rehabilitation • Spine Rehabilitation • Injured Workers’ Rehabilitation • Lymphedema Management • Osteoporosis Management • Incontinence/Pelvic Pain • Fibromyalgia & Arthritis • Multiple Sclerosis • Sports Medicine • Wound Management • Pre/Post Pregnancy • Breast Cancer Recovery • Warm Water Aerobics • Personal Training Pool & Gym Memberships Not all services available at all locations
Salisbury, MD • 410-548-7600 (Milford St.) 410-677-0700 (Injury Center) Easton, MD • 410-770-9720 • Millville, DE • 302-539-3110 Lewes, DE • 302-945-0200 • Millsboro, DE • 302-945-4250
www.aquacarerehab.com
PAGE 24
Business Journal • July 2009
Young Professionals Networking
On May 28, the Young Professionals Committee held their Dockside Networking event at Brew River. Members enjoyed appetizers and drink specials while networking. Thanks go out to Brew River and their staff for making it a memorable event. If you’d like information on the Young Professionals Committee, contact Tiffanie at 410-749-0144 or membership@salisburyarea.com. Also, visit the group’s website at www.salisburyyoungprofessionals.com.
YPs network along the river at the Brew River Dock Bar. From left are Chris Eccleston, Gillis Gilkerson, Rachel Manning, Residents Inn by Marriott, and Sonya Whited, Perdue.
Jen White, Dr. Alon Davis’ office, Christie Mears, Gillis Gilkerson, Vilma Dapkute, Gillis Gilkerson and Chris Gilkerson, Gillis Gilkerson.
Sonya Spery, Coastal Hospice and Wes Young, City of Salisbury, network. In back, Jen Seay, Jennifer Seay Photography, and Rob Korb, Rob Korb Photography, discuss their camera equipment.
Christian Tapia, EXIT Shore Realty; Justin Tapia, The Daily Times; and Ronie Bounds, LPL Financial.
We do the work...
YOU ENJOY THE BENEFITS! Health & Life Insurance • Employee Benefits Programs
PHONE • 410.213.8338
TOLL FREE FAX • 866.843.6750
11944 Ocean Gateway, Ste. 5 Ocean City, MD 21842
www.ibenefitsolutions.com
Business Journal • July 2009
PAGE 25
Junior Achievement and Allstate Foundation teach teens about money Fourteen percent of U.S. teens ages 15-17 years old report the need to contribute financially to the family budget and one-third of all teens report less job availability, according to a new poll released by Junior Achievement and The Allstate Foundation. Now in its tenth year, the Junior Achievement/Allstate Foundation Teen Personal Finance Poll is an annual, financial IQ pulse check for U.S. teens. Jayme Weeg, president of the Junior Achievement of the Eastern Shore, noted, “Teens are indicating feelings of uncertainty and anxiety about the econ-
omy and its effect on their lives; however, possessing and using sound money management skills can help them feel more in control of their futures. Junior Achievement programs teach students how to budget, save, invest and use credit wisely.” Other survey results include: • One third of teens (33 percent) surveyed said there seem to be fewer jobs available. • 18 percent of 15-17 year olds polled said they have lost a job due the economy • Nearly three-in-ten teens (29 per-
Maryland Capital Enterprises (MCE) will host a local Monopoly Fundraiser and Tournament on Friday, Oct. 16 at 6 p.m. at the Black Diamond Lodge in Fruitland. Proceeds will support MCE’s efforts to help spur our community’s economic growth by building the capacity of micro-enterprises. The tournament includes two 90-minute preliminary rounds of the Monopoly game that each participant is required to play, as well as a final round of play with the top six competitors to determine the winner. According to Marty Neat, honorary chair of the event, “The cost for a seat at the tournament is $50 and we guaran-
tee a lot of fun and excitement!” Guests will also be treated to dinner and live entertainment, as well as the opportunity to participate in a silent auction. Maryland Capital Enterprises offers critical programs and services designed to remove the barriers to entrepreneurship by providing access to capital through alternative lending sources and by providing training and technical assistance to help business owners navigate through the process of creating and maintaining a viable business. For more information on the tournament, contact Kristen Bacon at 410546-1900.
MCE hosts Monopoly fundraiser
cent) said that the economy is causing them anxiety. • More than three-quarters (77 percent) of the teens polled say that their parents are talking about the economy more than they used to. • Nearly half (49 percent) said their parents had discussed family finances with them as a result of the economy. • 15 percent of teens said they have reduced extracurricular activities as a result of the economy. Junior Achievement and The Allstate Foundation have created a financial literacy program for middle grades students, JA Economics for Success, which
teaches young people money management skills using hands-on, age-appropriate lessons. The program impacts 5,000 students in Worcester, Somerset, Wicomico, Dorchester, Talbot and Caroline counties. Junior Achievement and The Allstate Foundation have also partnered to create personal finance teaching tools that parents can use to talk to their children about the importance of learning and using sound money management skills. The 12 lessons are downloadable free of charge at http://www.ja.org/programs/ programs_save_usa_materials_parents. shtml.
Rick M. Collins of Becker Morgan Group was the architect of record for Paraclete XP SkyVenture in Raeford, N.C.
Becker Morgan works on project Rick M. Collins, AIA of Becker Morgan Group served as architect of record for the recently completed “once in a lifetime project” called Paraclete XP SkyVenture, which was featured in the Spring 2009 issue of Building Profit. Paraclete XP SkyVenture, LLC located in Raeford, N.C., provides indoor training for military, professional and recreational skydivers. Collins oversaw the project from the initial design phase (while employed at Sharpe Architecture) through the construction phase ser-
Mid-Atlantic
Heating & Air
Conditioning, Inc. SALES & SERVICE
2312 Allen Drive Salisbury, MD 21801
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
vices (with Becker Morgan Group). The architectural design revolved around the massive wind tunnel and airflow system as well as the skeletal steel necessary to support this supertunnel. Two separate buildings were designed, one to house the lobby and administrative spaces and the other for the wind tunnel/flight chamber which is an acrylic cylinder to allow spectators to watch the skydivers. The buildings are linked by two walkway bridges creating the look of one unified building.
PAGE 26
Business Journal • July 2009
Business After Hours PRMC & NRH Health Ventures
On May 13, Peninsula Regional Medical Center, along with NRH Health Ventures welcomed Chamber members to their Woodbrooke Campus. Guests visited Main Street Occupational Health & Urgent Care, Peninsula Regional Medical Center Laboratory, and Peninsula-NRH Regional Rehab. Peninsula Regional provided a variety of treats starting in the Urgent Care Center with appetizers and ending in NRH Rehab with desserts. Guests were able to tour all three facilities and see how they play an important role in maintaining the health of the community and local businesses. We thank the hosts for a wonderful and educational evening.
Greg Allen, Cavalier Business Services; Travis Fisher, Inacom; Nina DiCarlo-East; and Lisa Brook, Pohanka Automotive.
Jean Hungiville, Minuteman Press and Donna Johnson, Delmarva Direct Data
Mark Cathell, Jeanette Wood and Ronnie Robinson of Nutra Metrix.
Dwight Miller, Gillis Gilkerson; Vic Lowe, Peninsula Neurosurgical; and Dan O’Connell, PKS & Co.
Seek & Find
Every month, the Salisbury Area Chamber of Commerce places three questions that pertain to information found in the previous month’s Business Journal or a special event that happened at a Business After or Before Hours, a Chamber event, or even information regarding your Chamber staff. We invite you to e-mail your answers to sacc@Salisburyarea.com. If all three of your answers are correct, your name will be placed in a drawing for a free ad in the Business Journal. The drawing prizes are subject to change each month. You are encouraged to ask your fellow Chamber Members for assistance in answering the questions. Good luck! 1. The new community map of Salisbury and Wicomico County, published for the Salisbury Area Chamber of Commerce, is now online at what website? 2. Who was the guest speaker for the Salisbury Young Professionals Lunch & Learn on June 17? 3. A Business After Hours was held on May 13 at Woodbrooke by which two Chamber members?
Woodbrooke Campus
Business Journal • July 2009
PAGE 27
Purnell-Thomas Tournament Upholds Tennis Tradition By Ed Thomas, Director Purnell-Thomas Memorial Tennis Tournament
From left in the front row are Kimberly Reddish, Middle School Teacher of the Year from Mardela Middle & High School; Susan Cullen, Intermediate School Teacher of the Year and Wicomico County Teacher of the Year 2009-2010 from Delmar Elementary School; and Kathy Nottingham, Primary School Teacher of the Year from Wicomico Early Learning Center. Back row: J. Scott Robertson, president of the Salisbury Area Chamber of Commerce; Joe Showacre, High School Teacher of the Year from Parkside High School; Wesley Cox, Sperry Van Ness/Salisbury Area Chamber of Commerce Foundation; and Bradley Bellacicco, Salisbury Area Chamber of Commerce executive director.
Teacher of the Year finalists The Salisbury Area Chamber of Commerce has long supported the efforts of the Wicomico County Board of Education to make today’s students the best possible workforce for tomorrow. Part of this support has always been the
encouragement of excellence in students and teachers. The Chamber was honored to recognize and reward this year’s Teacher of the Year finalists and winner at the Chamber’s May General Membership Luncheon.
From left are Tyrone Chase of the Wicomico County Board of Education (WCBOE); Cheri Hochstedler and Sarah Henderson of Davis, Bowen & Friedel, Inc.; and David Harner of WCBOE.
Board of Ed honors local firm Davis, Bowen, & Friedel, Inc. (DB&F), one of the area’s largest providers of engineering and design consulting services, has been recognized as an active sponsor of the new STEM program in Wicomico County. The purpose of the STEM (Science, Technology, Engineering and Mathematics) program is to foster an academic interest in STEM concepts and encourage students to pursue post-secondary education and training toward a science, technology, engineering and mathematics-related career. The firm supports the STEM vision
by: participating in career exploration events for middle and high school students; providing annual scholarships to local students pursuing careers in engineering; and exploring new ways to collaborate with schools and other companies that support the STEM vision. DB&F was honored by the Wicomico County Board of Education at the Board’s Awards and Recognitions Night on June 2 at Wicomico High School. Cheri Hochstedler and Sarah Henderson of attended the event on behalf of DB&F.
Since 2004, the Jack Purnell-Chris Thomas Memorial Tennis Tournament has brought some of the world’s upand-coming tennis players to Salisbury University. What happens off the court, however, is just as important as the championship matches that take place each year. In 2007, the tournament committee realized its initial goal, dedicating a new room at Coastal Hospice’s “Hospice by the Lake” facility in honor of the event’s namesakes. We want this room to provide comfort and hope for friends, family, neighbors and others struggling with serious illnesses. While our initial goal has been met, the tournament committee continues its commitment by fundraising for Coastal Hospice to help them provide much-needed care and support for our community. Originally held from 1982-1993, the tournament is named in honor of two late local tennis greats, Jack Purnell and Chris Thomas. Born in 1929, Purnell was an avid baseball player and went on to become the youngest general manager for a farm team of the Cincinnati Reds before moving to the public relations office of the National Baseball League. He returned to Salisbury and then worked for many years at his family’s business, Kuhn’s Jewelers. He was a community advocate and a founding board member of Coastal Hospice prior to his death in 2002. Thomas grew up in southern New Jersey and Salisbury. A natural athlete, he was a graduate of SU, where he was a member of the men’s tennis team. He left the East Coast in 1980 to work as a tennis pro in Hawaii and Guam. He returned to the area in 1981 to fight a year-long battle with cancer. He died in 1982 at age 27. After a 10-year hiatus, the tournament was revived as a fundraiser for Coastal Hospice: The current tournament celebrates its sixth year August 19-23. Many of the nation’s best young players (and several from abroad) are expected to compete for our prize money. In addition, they will receive housing, transportation and a big dose of Eastern Shore hospitality during their stay in Salisbury. The tournament committee is always looking for community members in the SU neighborhood who are willing to open their homes to provide players with a place to stay. Many players who return to the tournament each year are attracted by
the congenial atmosphere their host families provide. The players often form lasting friendships with those families, staying in touch long after the tournament. Bjorn Rehnquist, from Sweden, is one such player. He and his fiancee, Carola Larsson, have maintained almost monthly contact with my wife, Michele, and me. It was a special time last August when Bjorn returned to Salisbury to purchase Carola’s diamond ring from Susan Purnell at Kuhn’s, and it was even more special when Bjorn and Carola invited us to their September wedding in Sweden. The Rehnquists will always have a special tie to Salisbury and our family now has a lasting friendship with them. This event offers a great way to introduce youngsters to tennis. Local instructors Pam Wiseman and Teresa Wise, along with several tournament players, offer a community clinic for children and adults prior to the tournament semi-finals on Saturday, August 22. After the clinic, participants may stick around and watch worldclass athletes in action on the courts. Tournament hours are 10 a.m.-9:30 p.m. Wednesday-Friday, August 19-21; 11 a.m.-4 p.m. Saturday, August 22; and 1-4 p.m. Sunday, August 23. All spectators are admitted free. Tennis in Salisbury has come a long way since the area’s first court of record was built in the 1940s on land now occupied by Peninsula Regional Medical Center. The cement court reportedly sloped six feet into the Wicomico River! Things had gotten a lot better by 1960 when promoter Bill Riordan (who went on to coach tennis great and five-time Salisbury tournament champion Jimmy Connors) introduced the city’s first international tournament, a tradition that lasted until 1981. Salisbury also hosted the National Indoors Tennis Tournament from 1964-1978 at the old Wicomico Youth & Civic Center. Some 30 years later, we are proud to continue upholding the tradition of professional tennis in Salisbury. For more information on this year’s event e-mail shell@bankofdelmarva.com or visit the tournament Web site at www.purnell-thomas.org.
Business Journal • July 2009 Business Journal • July 2009
PAGE PAGE 28 24
Name
Contact
Business Journal Directory Phone
Fax
Website
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 ________________________________________________________________________________________________________________________________________________________________________
Dicarlo Precision Instrument & Dicarlo Precision Imaging John Dicarlo 410-749-0112 410-749-9323 dicarlo1.com john@dicarlo1.com 2006 Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________
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 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 ________________________________________________________________________________________________________________________________________________________________________
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 ________________________________________________________________________________________________________________________________________________________________________ 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 fredpastore@allstate.com 111 Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________
Atlantic/Smith, Cropper & Deeley Laura Deeley Bren 410-835-2000 410-835-2036 ascd.net lbren@ascd.net 7171 Bent Pine Rd., Willards, MD 21874 ________________________________________________________________________________________________________________________________________________________________________
Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 averyhall.com khayes@averyhall.com 308 E. Main St., Salisbury, MD 21801 Bus., Life, Personal, Health ________________________________________________________________________________________________________________________________________________________________________
Gamee Elliott Gamee Elliott 410-749-4725 410-749-4175 statefarm.com gamee.elliott.bvm6@statefarm.com 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________
ISG International Brad Sutliffe 410-901-0736 410-910-0836 isgintl.com Brad_Sutliffe@isgintl.com 204 Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________
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 ________________________________________________________________________________________________________________________________________________________________________
Business Journal • July 2009 Business Journal • July 2009
PAGE 25 PAGE 29
Personnel File
Bloxom promoted
Shore Bank announces that Bob Bloxom has been named chief lending officer. Bloxom has 23 years experience in the financial services industry, and is a vice president of Shore Bank. He also serves on the management loan committee of Hampton Roads Bankshares, the parent company of Shore Bank. Bloxom is 1985 graduate of Virginia Tech with a major in business management. He is active in the Eastern Shore community and has served on the boards of Broadwater Academy, the Eastern Shore Historical Society, the corporate board of the YMCA of South Hampton Roads and the branch boards of Eastern Shore Family YMCA and YMCA Camp Silver Beach.
Dr. Waris presents at conference
Coastal Hospice physician Ghulam Waris, M.D., FAAGM will serve as faculty for the American Association of Physician Specialists’ 2009 House of Delegates and Annual Scientific Meeting. Dr. Waris will present “Manage-
Name
ment of Pain and Non-Pain Symptoms in Palliative Care.” This presentation will show how pain and non-pain symptoms in end-of-life care are often poorly addressed and managed by most physicians. He will share his experiences working as a consultant in Coastal Hospice’s palliative care program, which includes a partnership with Peninsula Regional Medical Center. This seminar is designed to provide a forum for specialists to discuss developing and emerging issues in their respective fields. Dr. Waris is board certified in internal and geriatric medicine. In addition to seeing Coastal Hospice patients, he is medical director of the Holly Center and the current chair of the American Board of Physician Specialists Board of Certification in Geriatric Medicine. He received his medical degree from Universidad Tecnológica de Santiago Dominican Republic Medical School and completed internal medicine residency and internship programs at Jersey City Medical Center and Seton Hall University in New Jersey.
Contact
Jack Heath named CEO
The board of directors of Lower Shore Enterprises (LSE) announces the appointment of John (Jack) R. Heath as executive director and CEO. Heath returns to Salisbury after serving as president & CEO of Arkwright Inc., a wholly owned subsidiary of Oce NL, the Netherlands. Prior to Arkwright, Heath was COO of American Mirrex (formerly Occidental Chemical Corporation) of Salisbury and Delaware. During his career Heath with American Mirrex, Heath was very active in the Salisbury community. He was a member of the Greater Salisbury Committee, board of directors of the YMCA, Wicomico County Personnel Board and the Fruitland Volunteer Fire Department where he served as president. He was also a volunteer softball and basketball coach at Parkside High School.
Moore joins SVN-Miller
Brent Miller, CCIM, CPM, managing director of Sperry Van Ness – Miller Commercial Real Estate in Salisbury announces that William Moore has joined SVN – Miller as a leasing advisor. With 26 years experience in the real estate industry, Moore spent 18 years as the owner of William Moore Construction specializing in single family residential construction. He is a licensed residential building contractor in Delaware, Maryland and Virginia. Prior to owning William Moore Construction, Moore served as assistant vice president Moore of ES Adkins & Company from 1980 to 1991. He most recently served as a sales associate at Long and Foster Real Estate in Salisbury. Moore will specialize in the lease of industrial, office and retail commercial space. To contact him, email Bill. Moore@svn.com or call 410-543-2483.
Business Journal Directory
Phone
Fax
Website
INSURANCE 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 ________________________________________________________________________________________________________________________________________________________________________ Dicarlo Digital Center. 109 South Division St., Salisbury, MD 21801
Joey Dicarlo
410-749-9901
410-749-9885
dicarlodigitalcopycenter.com
joey@dicarlo1.com
________________________________________________________________________________________________________________________________________________________________________ RECYCLING Delmarva Recycling Greg Stein 410-546-1111 410-543-9005 delmarvarecycling.com gstein@delmarvarecycling.com 909 Boundary St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________
SOLAR ENERGY Eastern Shore Solar Ray Emmons 410-543-1924 easternshoresolar.com ray.emmons@easternshoresolar.com 6288 Westbury Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ STORAGE Cubes To Go Betsy Bradford 410-742-2100 410-742-3875 cubestogo.com info@cubestogo.com 102 Broadway St., PO Box 238, Fruitland, MD 21826 ________________________________________________________________________________________________________________________________________________________________________
WATER Sharp Water Lisa Rice 410-742-3333 410-543-2222 sharpwater.com lrice@sharpwater.com 129 Columbia Road, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________
To advertise your business in the Business Journal Directory Call 410-740-0144 or Email: erantz@mspublications.com
Business Journal • July 2009
PAGE 30
Investing
Don’t let your investment portfolio take a vacation By Kelley Selph Summer is almost here. If you make a habit out And for many people, summer is synonymous with of trying to avoid the “vacation.” If you have children or market’s bad days, you grandchildren, they’re most likely on vacation from may end up missing school, and if you’ve got the time and motivation, you some of its good ones. may take a family vacation over the next few months. But there’s one part of your life that should never go on some of its good ones. No one can prevacation — and that’s your investment dict when a bull market will begin, so if portfolio. you’re out of the market when it starts, How can you keep your investments your “vacation” from investing could working for you in all seasons? Here prove expensive. are a few suggestions to consider: • Don’t rely too much on “lazy” in• Don’t stop investing. If you want vestments. Some investments, by their your investment dollars to continue nature, are going to work harder to help working, you can’t pull them out of you achieve your long-term goals. To the “work force.” Unfortunately, many be precise, stocks and stock-based acpeople try to do just that by jumping out counts have the potential to help proof the financial markets when they’re vide the growth you need, though of slumping. By doing so, these investors course the value of these securities can reason, they can avoid taking heavy constantly fluctuate. losses while they bide their time until Conversely, “lazy” securities such the market recovers. But if you make as certificates of deposit may produce a habit out of trying to avoid the marreturns that barely keep up with inflaket’s bad days, you may end up missing tion. That’s not to say there’s no place
for these types of investments in your portfolio — after all, they provide both current income and a high degree of preservation of principal — but you simply can’t rely on them to offer the long-term returns that can help you retire comfortably or attain other objectives. • Don’t let your portfolio drift. If you buy a few investments here and there, without rhyme or reason, your portfolio may never work as hard for you as it should. And that’s why you need to develop a solid, cohesive, long-term investment strategy — one that accommodates your risk tolerance, time horizon and specific goals. Once you’ve established such a strategy, you can use it to determine the right investment mix for your portfolio. Over time, you may need to adjust that mix in response to changes in the financial world and your own life, but overall it should stay true to your strategy. As you go through life, you’ll find it important to take a vacation now and then, to escape from the pressures of work and to enjoy extra time with family and friends. But there’s no reason to ever give your investments a day off — so do what you can to keep them gainfully employed.
ERA announces sales leaders
Jeff Hart was named May’s top agent with 1.2 million in sales recorded in May. Jeff has over 30 years of real estate experience in the Salisbury area. Jim Mutschler was second for the month of May. Jim started with ERA in 1996 and has been among the top agents for ERA every month since then. Jim is especially skilled in handling bank foreclosures and short sales. Lois Clohessy finished in a virtual tie for second place in sales written for the month of May. Lois started with ERA in 2005 and has been among the top producers every year. Hiatt-Gibb was the top team for May. Candice Hiatt and Melissa Gibb teamed up to sell 1.2 million in residential real estate. Broker/owner Bill Martin reported that sales over the past three months have steadily improved after months of declining sales.
Business Journal Advertising Index The following Directory of Business
18 Gillis Gilkerson . . . . . 749-4821
Journal advertisers provides quick ref-
19 Nason Construction . 749-5300
6 ASC&D . . . . . . . . . . . 835-2000
erence for your convenience. The num-
21 Regional Builders 302-628-8660
8 Avery Hall. . . . . . . . . 742-5111
ber appearing before the name of the business refers to the page number where the ad appears in this edition of the Journal.
Advertising 7 Comcast Spotlight . . 341-8950 Architecture / Engineering 12 AWB. . . . . . . . . . . . . 742-7299
Insurance
Recreation 25 Ocean Pines Golf and Country Club. . . 641-6057
15 ISG. . . . . . . . . . .800-336-5659 Farm & Garden 12 Farmers & Planters . 749-7151
20 HK&T . . . . . . . . . . . . 749-0116
Screen Printing
24 IBS . . . . . . . . . . . . . . 213-8338
25 Chesapeake Screen Printing . . . . 749-7660
Financial 5 PNC . . . . . . . . 877-BUS-BNKG
Jewelry 10 Robinsons . . . . . . . . 546-0817
13 Shore Bank . . . . . . . 543-2600
Services 9 Peninsula Construction 749-4072
16 AmCorp Mgmt . . . . . 742-1904
Lodging
32 Bay National Bank . . 334-3636
11 Courtyard by Marriott 742-4405
18 Cube Storage. . . . . . . . 742-2100 Technology
Automobiles & Services 16 Pohanka. . 1-877-4-POHANKA
Health
Paving
22 Accurate Optical. . . . 749-1545
12 Chesapeake Paving
Construction 8 Southern Builders . . 341-3800 14 R&R Coatings . .877-543-0700 17 Harkins Builders. . . . 750-2600
23 Aquacare . . . . . . . . . 548-7600
23 Apple Discount Drugs 543-8401
& Sealing, Inc. . . . . . 742-2330
10 Telewire . . . . . . . . . . 749-2355 Utilities 14 Choptank Elect. .877-892-0001
Real Estate Heating & Air Conditioning 25 Mid-Atlantic Heating. 546-5404
2 Sperry Van Ness . . . 543-2440
Inserts Premier Planning Group
Business Journal • July 2009
PAGE 31
Delmarva Shorebirds launch new nonprofit community fund The Delmarva Shorebirds recently launched the Delmarva Shorebirds Community Fund, a nonprofit fund established at the Community Foundation of the Eastern Shore, to generate grants for local charities through events held at Arthur W. Perdue Stadium. The initial
focus of the fund will be to assist youth sports programs on Delmarva. “The Shorebirds Community Fund is something we’ve wanted to establish since 7th Inning Stretch purchased the team in 2007. We want to be able to give more back to the local community
The Delmarva Shorebirds have established a Community Fund at the Community Foundation of the Eastern Shore to support charitable causes on the Lower Eastern Shore. From left Chris Bitters, Shorebirds’ general manager and Sherman the Shorebirds’ mascot present the first $1,000 gift to the fund to Spicer Bell, Community Foundation president.
and this fund will give us the ability to do so,” said Chris Bitters, Shorebirds general manager. Each year the Shorebirds donate thousands of dollars in ticket and memorabilia to local charities for use in silent auctions and as door prizes. Now, with the establishment of the Community Fund, the team will be able to give cash donations to local nonprofit organizations and youth projects. In order to raise money for the fund,
the Shorebirds plan on hosting several events at the ball park ranging from jersey auctions to plated dinner social functions. Upcoming Community Fund events will be posted on the Delmarva Shorebirds website. For more information on the Delmarva Shorebirds Community Fund, or to make a donation, contact Emily Horlacher at 410-219-3112, ext. 168 or visit www.theshorebirds.com.
RIBBON CUTTING - The Ocean Pines Area Chamber recently held a ribbon cutting ceremony to welcome the Worcester County Child Advocacy C.R.I.C.K.E.T Center as an honorary member on behalf of Board Director Megan Jennings of Atlantic General Hospital. As Wendy Myers, executive director of the C.R.I.C.K.E.T Center prepares to cut the ribbon, Chamber members and guests from the U.S. Census Bureau and BNI participate in the warm welcome.
/ /
Mark your calendars... “Get Connected” Business Expo
September 17th Fountains Wedding & Conference Center
2009 Job Fair
October 15th Centre at Salisbury
ChamberFest October 16 & 17th Centre at Salisbury
Contact the Chamber for more information at 410-749-0144 or visit www.salisburyarea.com
From Farming to Finance
We’re all business. msbusinessreport.com | 302.629.9788