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Business Journal PO Box 510 Salisbury, MD 21803-0510
The Regional Chamber Newsletter
Vol. 15 No.1
Dedicated to the Principles of Free Enterprise
August 2011
FRUITLAND Fruitland is a Banner City on the move. Pages 18-24
membership
1,000 members! The Salisbury Area Chamber of Commerce is kicking off a drive to add 250 members. Page 5
INSIDE
The Franklin P. Perdue School of Business building is one of the newest additions to the campus of Salisbury University. See what is happening in the field of education on pages 28-35. Photo courtesy of Salisbury University
Financial impact of education boosts economy on the Shore By Al Higgins
Ad Directory................................... 6 Barometer.................................... 11 Business After Hours......10, 17, 25 Business Directory.................36-37 Calendar........................................ 4 Education...............................29-35 Health.......................................... 12 Investing...................................... 26 Insights........................................ 14 Member Renewals........................ 4 New Members............................... 9 Personnel File............................. 27 Salisbury University..................... 35
Education is big business on Delmarva. When we look at institutions such as Salisbury University (SU), Wor-Wic Community College (WWCC) and the University of Maryland Eastern Shore (UMES) we often think of tuition, books, room and board and other expenses associated with gaining a college degree. These expenditures are very real, but it’s important to keep in mind that these same institutions contribute greatly to the community. Alan Selser, chief budget officer at SU, is responsible for overseeing the university’s budget. “Our overall budget
for 2011,” Selser stated, “is $143 million dollars. Of that $83 million is paid in the form of salaries.” However, the financial impact of SU goes well beyond their budgeted dollars. The Business, Economic and Community Outreach Network (BEACON) released a study in 2005 which determined that SU annually contributes $350 million to the Lower Eastern Shore economy and generates the equivalent of 3,000 local jobs. The report went on to state, “The $351 million that is generated each year through the spending of Salisbury’s students, faculty, employees and visitors is vital to the strength of our regional economy.”
Salisbury Area Chamber of Commerce Patrons
www.salisburyarea.com
Brad Bellacicco, executive director of Salisbury Area Chamber of Commerce (SACC) said, “Salisbury University is a major economic engine for our community.” He went on to say that its presence is of benefit because of the quality of the faculty, staff and students it brings to the community. He further pointed out that the Perdue School outreach program helps to elevate the professionalism of the Lower Eastern Shore community. Aside from academics, SU also generates cash within the community by sponsoring the popular Sea Gull Century bike ride. Each year 6,000 or so Continued on page 28
Advisor Focus SALISBURY, MD│FOR LEASE
SALISBURY, MD│FOR LEASE
1415 WESLEY DR.
2120 WINDSOR DR.
thinking about relocating your business?
you’ve got your reasons. Maybe you’d like to work closer to home, or maybe you’re bursting at the seams and need to expand. Or maybe you’re just not content with your landlord. Whatever the case may be, finding the perfect place to house yourFt. business can be a daunting task for small NNN and $12.00/Sq. $930/Mo. large companies alike. • 4,807 Sq. Ft. of Medical/Office Space Sq. Ft. Office Space Specializing• 1,250 in Tenant Representation of • 3 Offices with Windows • 2 Offices industrial, office, and retail properties on the • 7 Exam Rooms w/Sink & Cabinets Work Area & Kitchenette Eastern Shore• Open of Maryland. Bill Moore, Advisor • 3 Nurses Stations & 4 Restrooms
SALISBURY, MD | FOR SALE/LEASE SEAFORD, DE│FOR SALE
1231-1235 PEMBERTON DRIVE 102 PARK AVE.
REDUCED
$490,000
$1,275,000
• BANk OwNED - Bring offers
• Manufacturing/Warehouse • 4,600 SF • Pre-Engineered Steel with Split Face • Across from Pemberton Elementary School Block• Potential Office; income Clearspan w/20’ Ceilings from house • Paved and Truck Area • 3 Parking lots • Multiple Drive-Thru Doors Contact Bradley Gillis, CCIM 410-543-2491 Contact: John McClellan, CCIM Bradley.Gillis@svn.com http://sale.svn.com/102Park www.BradleyGillis.com MLS #551363
SALISBURY, MDMD│FOR | FOR SALE/LEASE SALISBURY, LEASE 1000 N. SALISBURY BLVD. 31400 WINTERPLACE PKWY.
WESTOVER, MD│FOR SALE
1201 PEMBERTON DRIVE
$10 PSF
• Private Bath with Shower
MLS # 438162
Henry CCIM, SIOR ContactHanna, Bill Moore 410-543-2483 http://Sale.svn.com/OlsensWestover http://Lease.SVN.com/1201Pemberton MLS #427361
SALISBURY, MD | FOR LEASE
SALISBURY, MD│FOR LEASE
COLLEGE SQUARE
8999 OCEAN HWY.
$5,000/month • Prime retail space $5.50/Sq. Ft. • Walking distance of SU with 8,000+ students enrolled • 2 Warehouse Units Available $3.50 psf • Join theDoors US Postal • Drive-In andService, TruckRadio DockShack, Ace Hardware & others
• Zoned Town of Delmar Light Industrial • Located in the G&M Sales Complex
SALISBURY, MD | FOR LEASE
SALISBURY, MD│FOR SALE
212 w. MAIN STREET
OLSEN’S ANTIQUES BLDG.
• 4 units available in the Pemberton $699,000 Business Center • 314 - 2,819 of professional available • 8,000 Sq. Ft.SFRetail Buildingoffice on 2.73 Acres • 1st floor spaceExisting availableBuilding Size • Room to office Expand • 2nd floorfloorplan medical office space available • Flexible • Gross lease, tenant is only responsible • Highly Visible on US Route 13 Northbound for utilities
Call or email me today! 26 Years experience in Contact: Brent Miller, CCIMindustry or Rick Tilghman, CCIM410-543-2483 Contact: Brent Miller, CCIM or Rick Tilghman, CCIM | bill.moore@svn.com the real estate http://Lease.SVN.com/WesleyDrive http://Lease.SVN.com/2120WindsorDrive MLS # 427617
SALISBURY, MD | FOR LEASE
SALISBURY, MD | FOR SALE/LEASE
SALISBURY, MD│FOR LEASE
1611 N. SALISBURY BLVD.
2020 SHIPLEY DR.
BENNETT AIRPORT
BRING OFFERS
$600/month$2,800,000 GROSS
FAA SF Approval, ••1,000 suite Hanger Bldg. w/6T Hangers 2 Grass Runways 3150' and area 2300' ••Private offices, waiting area, bullpen Includes Shop Equipment ••Only availableallunit in Gallery Building & Mowers Contact Joey Gilkerson 410-543-2493 Henry Hanna, CCIM, SIOR Joey.Gilkerson@svn.com http://Sale.svn.com/BennettAirport www.BradleyGillis.com
MLS #427047
SALISBURY, MD | FOR SALE
SALISBURY, MD│FOR SALE
3226 OLD OCEAN CITY RD.
635 HOMER ST.
JUST REDUCED
Sale $795,000 Lease $6 PSF • 13,200 +/- SF. office/retail/warehouse facility • Situated on 0.92 acres $7.50/Sq. Ft. • Current business is relocating $3.50 psf • 5,000 Sq. Ft. Office/Warehouse • Excellent location on Route 13 • Warehouse Features 2 Roll-Up Doors & • Over 32,000+ cars per day Parts Room • Centrally located in the hub of Eastern Shore
REDUCED
$185,000
$475,000
• Owner retiring 10,000 Office/Warehouse Flex Building ••Restaurant & bar for sale Fullseating General Commercial Zoning ••50+ Fenced Yardfurniture Area & inventory convey ••All equipment, Lease @ $1.43 5.50/Sq. ••2For parcels totaling acres Ft. Convenient Location Just Off RT 13 ••Some owner financing available
Contact Wesley Cox, CCIM or Henry Hanna, CCIM, SIOR 410-543-2421 Contact: John McClellan, CCIM Henry.Hanna@svn.com or Wesley.Cox@svn.com http://lease.svn.com/8999OceanHighway http://Lease.SVN.com/121wcollegeave
• 2 Private Offices and Conference Room Brent Miller, CCIM, CPM 410-749-7600 •Contact Last Unit in Complex Brent.Miller@svn.com Contact: John McClellan, CCIM http://Sale.SVN.com/1611NSalisbury http://lease.svn.com/2040Shipley http://Lease.SVN.com/1611NSalisbury MLS #437339
SALISBURY, | FOR SALE BERLIN, MD MD│FOR LEASE 1018 N. SALISBURY 10231 OLD OCEAN CITYBLVD. RD.
DELMAR, MD |MD│FOR FOR LEASE FRUITLAND, LEASE 503 S. MARYLAND AVE. IN CROWN SPORTS CTR. FACILITY
SALISBURY, MD | FOR LEASESALE HURLOCK, MD│FOR MILL POND VILLAGE PLAZADR. 100 ENTERPRISE
• Major renovations underway! $7.50/Sq. Ft. • 7,000 - Sq. 25,000 space • 13,000 Ft. SF of office/warehouse $3.50 psf • 24available Ft. High Ceilings; 14x10 Ft. Door • Varying ceiling heights & loading configurations • Sprinklered • Fenced yard areabathrooms • Separate ADA • Inexpensive rental rates • Great Flex Space!
$995,000 $9.95 PSF
MLS #437628, 438370
Contact: Chris Peek, Contact Rick Tilghman CCIMCCIM http://Sale.svn.com/635_Homer http://Sale.SVN.com/VillageInn MLS # 427375
NEW LISTING Sale $215,000 $12.00/Sq. Ft.
Lease Office $1,250/monthly • 1,283 Sq. Ft. Professional Space • High ADT traffic counts & high visibility location • 3 Offices, Reception Area, Large Open Area• &Parking File Room lots front and rear • Great finish level - Nicely • Kitchenette, Restroom andappointed Lots of Storage • Includes pole sign • End Unit Located in Winter Place Bus. Park CCIM or410-603-9112 Rick Tilghman, CCIM Contact: BrentChris Miller, Contact Peek CCIM http://Lease.SVN.com/WinterPlacePark Chris.Peek@svn.com MLS #439632 http://Sale.SVN.com/91139
• Corner lot at lighted intersection • Priced to sell • Includes adjacent 2 story house zoned commercial $18.50/Sq. Ft. • Great exposure • 1,600 Sq.SF Ft. Medical Office Space in • 2,400 Class Medical Facility • 650ASF leased at $7,800/yr upgrades • On• Recent Atlantic General Hospital’s Campus • Current tenant relocating • 3 Exam Rms., Break & Chart Rm., 2 Nurse
Stations, Office, Waiting Areas Contact Wesley Cox,Reception CCIM or Henry&Hanna, CCIM, SIOR 410-543-2421 Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Wesley.Cox@svn.com http://Lease.SVN.com/JamesBarrettMedical http://Sale.SVN.com/1018NSalisburyBlvd MLS#441004
Sperry Van Ness–Miller Commercial Real Estate View all of our listings at www.SVNmiller.com (410) 543-2440 206410.543.2440 East Main Street • Salisbury, MD 21801 MD 21801 206 East Main Street • Salisbury, www.SVNmiller.com 302.846.9908 30613 Sussex Highway • Laurel, DE 19956 302.227.0768 34634 Bay Crossing Blvd. • Lewes, DE 19958 302.629.2440 604 Porter Street • Seaford, DE 19973
Built for Better Results.
Contact: Chris Peek, CCIM http://Sale.SVN.com/CrownSportscCenter13000 Contact John McClellan, CCIM or Karen Cherry http://Lease.SVN.com/503SouthMaryland MLS #436513
22,500 Ft. on 5location Acres •• High trafficSq. office/retail Truck Dock & Drive in Access • Excellent visibility • Suites from 1,000Paint - 3,000&SF Sprinklered; Sanding Booths • Close proximity to the Centre at Salisbury • Tenant finishes available Contact: Chris Peek, CCIM
http://Sale.SVN.com/100Enterprise Contact John McClellan, CCIM or Karen Cherry MLS#429528 http://Lease.SVN.com/501-801EastNaylorMill
Sperry Van Ness is a registered trademark of Sperry Van Ness International Corporation. All Sperry Van Ness® Offices Independently Owned and Operated.
Business Journal • August 2011
PAGE 3
MTA holds hearing to talk about proposed toll increases By Brad Bellacicco
SACC Executive Director
Director’s Journal
On July 14, the Maryland Transportation Authority held a public hearing in West Ocean City on proposed A few used this forum increases in the tolls for eight highways, bridges and as a chance to attack tunnels they operate. The the Governor, PresiMaryland Transportation dent and elected ofAuthority is the state agency that owns, finances, operates ficials in the room. and maintains Maryland’s toll facilities. For the William Preston spend $8 to cross the bridge today?” Lane, Jr. Memorial Bay Bridge they Many speaking at the meeting proposed changes involve a 288% to shared the pain the increase would 320% increase in two steps by July 1, cause them on a personal level. A few 2013. Most of the over 200 people atpointed out the potential impact on tending the public meeting opposed the tourism if getting here was more exproposed changes. pensive. The Salisbury Area Chamber of I talked about the effect of taking Commerce also opposed the increase as the cost for a four axle truck from $12 too much too fast. The increase would to $36, for a five axle truck from $15 take the cost of going to the Western to $48, and for a six axle truck from Shore from a small expense to a con$18 to $60. The cost of all commodiscience decision. “Do I really need to ties trucked to the Eastern Shore would
The 2011-2012 Chamber officers are in the back row, from left: Ernie Colburn, Dr. Memo Diriker, Sandy Fitzgerald-Angello, Dawn Tilghman, Bradley Gillis, Tony Nichols. Front row: D. Nicole Green, Stephen Franklin and Stephanie Willey.
2011-2012 Salisbury Area Chamber of Commerce Officers President President Elect Vice President Vice President Vice President Secretary/Treasurer Asst. Sec/Treasurer Legal Counsel Past President
Ernie Colburn Sandy Fitzgerald-Angello Bradley Gillis Dr. Memo Diriker Tony Nichols Stephen Franklin Stephanie Willey D. Nicole Green Dawn Tilghman
Comcast Spotlight Pohanka Automotive Group Sperry Van Ness - Miller Salisbury University’s BEACON BBSI Accurate Optical Comcast Spotlight D. Nicole Green, P.A. Burnett White Tire & Auto
Salisbury Area Chamber of Commerce 144 East Main Street, Salisbury, MD • Phone: 410-749-0144 • Fax: 410-860-9925 email: chamber@Salisburyarea.com • Website: www.Salisburyarea.com
increase. Companies trying to sell product across the bridge would be at a disadvantage due to the transportation costs. The Chesapeake Bay would again become a barrier to commerce as it was before the Bay Bridge connected us to the Western Shore. Businesses would be forced to do more business north into Delaware and southeastern Pennsylvania to reduce transportation costs. With the Bay Bridge actually generating a surplus, it is unfair to increase the tolls to help support other Maryland Transportation Authority infrastructure. The Chamber Board of Directors hopes the state will consider the public opposition to these proposed increases and consider the current economic conditions before doubling or tripling the cost of traveling to the rest of our state. Personally I was offended by the tenor of some of the comments in this public hearing to discuss tolls on state roads and bridges. A few used this forum as a chance to attack the Governor, President and elected officials in the room. Most of these attacks were mean-spirited and personal. Democracy depends on input from the people. But the current level of negativity in public discourse is turning
T R I N K E T S
many people off to the process. Many citizens of the Lower Eastern Shore invested 3 hours or more in attending this meeting on tolls. We wanted to insure the Maryland Transportation Authority Board received the message not to increase the tolls. But, those who hijacked the meeting for their own agenda diluted the message and damaged the image of our region in the minds of many in attendance. There are appropriate times and places for this kind of feedback, but personal attacks and hatefulness do not help make our nation better. From City Council to Congress everyone needs to put their personal agendas aside and focus on the common good.
Networking tip Think Long Term
Do not try to sell anyone you first meet because that is not the way to develop long-term relationships, a key component to effective networking. Rather than focusing on your needs, concentrate on how you can help those you meet. You will differentiate yourself from others who are too focused on what others can do for them.
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Business Journal • August 2011
PAGE 4
Membership Renewals
Salisbury Area Chamber of Commerce Anchorage Nursing & Rehabilitation Atlantic Business Forms Best Western Salisbury Plaza Bissman Enterprises, Inc. Drs. Branton and Jarrah, PA Chesapeake Wall Coatings Crown Sports Center Delmarva Document Solutions Division of Rehabilitation Services Educational Supplies, Inc. Ever Well Massage & Bodywork Fraternal Order of Police, Lodge 111 Frugals, A Coupon Source for the Thrifty GeriEd Consulting, LLC Hampton Inn & Suites Healing Hands Animal Hospital Innovative Benefit Solutions, LLC KCG Machining Technologies, Inc. Maryland Food Bank Mister Sparky Omni Land Settlement Corporation Peninsula Roofing Company Pond’s Edge
Lower Shore Chambers of Commerce Chamber Berlin Crisfield Delmar Fruitland Ocean City Ocean Pines Pocomoke City Princess Anne Salisbury Snow Hill
Contact info 410-641-4775 410-968-2500 302-846-3336 tina028@comcast.net 410-213-0144 410-641-5306 410-957-1919 410-651-2961 410-749-0144 410-632-0809
Friends of Poplar Hill Mansion, Inc. Salisbury Jaycees Foundation, Inc. Salisbury, City of Sassafras Senior LLC Ken Sehman The Jeweler Sharp Energy Sherwood of Salisbury Small Business Development Center Southern Boys Concepts Spicer Brothers Construction, Inc. The Deli “Casual Gourmet” UniFirst Corporation Philip P. Wheatley, CPA Your Doc’s In
Salisbury Chamber
Wednesday, Aug. 3 - Young Professionals Committee, Chamber Business Center, 7:30 a.m. Wednesday, Aug. 3 - Business After Hours, Hilyard’s Business Solutions, 5-7 p.m. Thursday, Aug. 4 - Beautification Committee, Chamber Business Center, noon. Monday, Aug. 8 - Workforce Development, Chamber Business Center, noon. Wednesday, Aug. 10 - Membership Committee, Chamber Business Center, 8 a.m. Wednesday, Aug. 10 - Business After Hours, Heritage Shores Club, 5-7 p.m. Thursday, Aug. 11 - Technology Committee, Chamber Business Center, 9 a.m.
Dues* $125 $100 $75 $75 $175 $145 $150 $50 $220 $75
Members 200 120 56 65 850 300 150 105 800 70
Fax 410-641-3118 410-968-0524
410-213-7521 410-641-6176 410-957-4784 410-651-5881 410-860-9925 410-632-3158
* Basic annual membership cost.
Calendar of Events
Tuesday, Aug. 2 - Ambassadors; Denny’s Restaurant, 8 a.m.
Key contact Olive Mawyer Valerie Howard Diane Johnson Tina Banks Melanie Pursel Elizabeth Kain-Bolen Denis Wagner Dennis Williams Brad Bellacicco Lee Chisholm
Tuesday, Aug. 16 - Business After Hours, The Holiday Inn’s River’s Edge Rest, 5-7 p.m. Tuesday, Aug. 16 - Budget & Finance Committee, Chamber Business Center, noon. Wednesday, Aug. 17 - Business Affairs Committee, Chamber Business Center, 8 a.m. Thursday, Aug. 18 - General Membership Luncheon, Holiday Inn & Conference Center, noon. Wednesday, Aug. 24 - Membership Drive Committee, Chamber Business Center, noon-1 p.m. Thursday, Aug. 25 - Recycling Committee, Common Grounds, 8 a.m. Monday, Aug. 29 - Executive Committee, Chamber Business Center, noon. Wednesday, Aug. 31 - Board of Directors, Chamber Business Center
Email marketing seminar at Maryland Capital Enterprises
Maryland Capital Enterprises and the Small Business Development Center presents “The Power of E-Mail Marketing: Keys to Success” Seminar on Tuesday, Aug. 9 from 11 a.m. to 1 p.m., at the Salisbury Area Chamber of Commerce. Cost is $39 and includes lunch. Pre-registration is required. The seminar, taught by Ira Wolfe of Social Media Architects, will teach you how to build a quality email list, create valuable email content, get email delivered and read, track and monitor email responses and take your email marketing social. To pre-register or for more information, contact Maryland Capital Enterprises at 410-546-1900.
Business Journal • August 2011
PAGE 5
Salisbury Area Chamber of Commerce holding membership drive with goal to add 250 members When Board President Ernie Colburn took office April of this year, one of his goals was to lead the Chamber to 1,000 members before his term ends in April 2012. The Membership & Ambassador Committees embraced this goal, spearheading an aggressive membership drive that will run from Aug. 1 to Sept. 24. Leading the effort is chamber board President Elect Sandy Angello of Pohanka Automotive Group, and board member Lynn Creasy of Innovative Benefit Solutions. Seven teams, organized by business categories, will launch their recruiting efforts this month. Each team captain
will gather their own group of highly motivated recruiters to carry out the drive toward the goal of 250 new members. The payoff is two-fold: we all get a stronger Chamber – and top membership recruiters can win terrific prizes, including a week at a condominium in Ocean City, a Mercedes for a weekend, a family membership to Deer Creek Golf Course and much more.
Medical/Education: Peggy Naleppa, Dr. Farouk Sultani Retail: Tony Nichols, Duane Larmore Real Estate: John McClellan, Brad Gillis Legal/Accounting: Scott Robertson, Mike Kleger Manufacturing/Construction/Agriculture: Dave Eccleston, Dr. James McNaughton
The teams and team captains are as follows: Insurance/Financial: Ed Wilgus, Michelle Miles
All Chamber members are encouraged to get involved by: • Joining a recruitment team • Passing leads for potential members
For a limited time, Delmarva Power customers in Maryland can earn bonus incentive money by installing energy efficient equipment through a special offering. Delmarva Power Maryland customers under the rate class, Small General Service can receive a 30% bonus incentive for prescriptive measures and an additional 10% bonus for including multiple measures within the same project. Small business bonus incentives offer 1. 30% Bonus Incentive - Qualifying customers will receive an additional 30% in cash incentives for completing prescriptive measures. The following measures are eligible: prescriptive lighting measures and lighting controls, variable frequency drives (VFDs) on HVAC motors and vending machine controls. 2. 10% Multiple Measure Bonus Qualifying small business customers will receive an additional 10% in cash incentives for installing multiple mea-
sures in the same project. Install two or more of the measure types below within the same project, and the project could be eligible for the additional 10% in cash incentives. These include lighting and lighting controls, variable frequency drives (VFDs) on HVAC, vending machine controls and enhanced HVAC bonus incentives. HVAC equipment incentives Delmarva Power is also offering enhanced incentives for HVAC equipment. Just in time for the cooling season, incentives have increased by 50% to encourage the installation of high efficiency air conditioning or heat pumps. This is open to all Delmarva Power C&I customers in Maryland. Customers can receive the 50% HVAC bonus for purchasing and installing qualified equipment. If you have questions about the program, contact the Program Office at 866-353-5799 or email DelmarvaEnergyEfficiency@LMBPS.com.
PROJECT FEATURED IN SHOWCASE - Becker Morgan Group was recently highlighted in the 2011 Athletic Business Architectural Showcase for the design of the Kent County Community Center in Worton. Athletic Business magazine has sponsored this showcase for nearly 25 years to recognize the best in recently constructed athletic, recreation, and fitness facilities around the world. The new 21,000 square foot Kent County Community Center includes a gym, multi-purpose room, meeting room, support spaces, catering kitchen and offices for Kent County Parks and Recreation. The facility has an outdoor swimming pool, wading pool, bath house and concessions building. The site also contains two new athletic fields, and upgrades to the existing baseball and softball fields.
Energy savings program
to the Chamber office • Encouraging non-member businesses to request information about membership • Talking about the value of Chamber membership to your business in general conversation There are thousands of businesses across the region that would benefit from joining our Chamber. The more people recruiting Chamber members, the fewer members each recruiter needs to reach. Get involved! Contact Chamber Membership Director Clay Tarpley at 410-749-0144 or Membership@salisburyarea.com, for more information.
PKS DONATES TO ZOO - The local accounting and business firm of PKS & Company, P.A., has pledged $10,000 to the Renew the Zoo capital campaign in Salisbury. The $3 million capital campaign will help fund three capital projects at the zoo: a new animal health clinic which broke ground in March; a new William E. Morgan Environmental Center; and an entirely new exhibit of Australian animals. For more information about the Renew the Zoo campaign or to donate, visit www. renewthezoo.com or call Stacey Weisner, executive director of the Delmarva Zoological Society. at 443-880-8627. Shown here are Renew the Zoo Campaign Chairman Marty Neat; PKS partner Jeffery Pruitt, CPA; Salisbury Zoo Commission President Ron Alessi; PKS partner Michael Kleger, CPA; PKS partner Andrew Haynie, CPA, CFE; PKS partner John Stern, CPA, PKS partner; Jeffery Michalik, CPA; PKS partner Winn Booth, CPA, PFS; Delmarva Zoological Society President J.P. DuBuque; PKS partner Daniel O’Connell, CPA, CVA; Salisbury Zoo Director Joel Hamilton; and PKS partner Susan Keen, CPA.
Business Journal • August 2011
PAGE 6
Mid-year real estate report By Dale King
Kennington Realty, A Buyers Agent
At the midway point of 2011, there were 315 residential sales in Salisbury and Wicomico County, down 11% from this time last year. The median sales price was King $134,900, a decrease of 14% over the same period. Foreclosures and short sales accounted for 42% of transactions vs. 33% at the same time in 2010. Expect these trends to continue in the short term as the inventory of distressed properties remains constant and high unemployment persists. Currently, there are nearly 800 active residential listings within Wicomico County, which includes single family, townhomes, condos and duplexes. Short sales and foreclosures make up 16% of the available properties. Mortgage rates were steady at around 4.625% for a 30 year fixed mortgage. The first week of July saw 15 listings came on the market in Salisbury and Wicomico County, with a median list price of $149,000. Thirteen residential properties went under contract in Wicomico County during the same period. The average time on market before going pending was 7.6 months. The average list price of these properties was $98,100. Six homes were on the market fewer than 30 days. Six homes sold during that week in Salisbury and Wicomico County. The average time on the market was 8.1 months and sold for an average of 94% of the list price. For a Weekly Market Report, visit www.salisburylistings.com or contact Dale E. King at Kennington Realty, A Buyer’s Agent at 410-548-3310 (office), 443-783-2230 (cell) or dale@kenningtonrealty.com.
AUGUST 2011 INDEX PG 4
GROUNDBREAKING CEREMONY - The Girl Scouts of the Chesapeake Bay held a groundbreaking ceremony recently at the location of their new regional offices at the East Park Professional Center in Salisbury. Members of the G.S.C.B. board, staff, volunteers and scouts hosted many community leaders and chamber members to share their excitement on the building of their new facilities.
HALO to open a Center of Hope Day Facility
5x5.25 Deep
HALO, a Christ-centered, non-profit organization that provides services designed to meet the spiritual, physical and emotional needs of men, women and children who are homeless or in need of HOPE, will open its Center of Hope Day Facility on Tuesday, Sept. 6. HALO’s Center of Hope Day Facility will fill a gap in service by providing a safe and protected place for homeless individuals and families to go during daytime hours. It will serve as a hub for homeless individuals and families looking to make connections with government, nonprofit and faith-based service providers. Additional opportunities will be provided for individuals to take part in life and/or job skills workshops and trainings while receiving hands-on experience. A
health and wellness component will give individuals the opportunity to be screened and to learn about specific health issues. Nutritional needs will be met through the provision of three meals per day at the adjacent HALO Cafe. We are excited about the opportunity to provide such an expansive array of programs and services in one location to the vulnerable homeless population living in and around the tri-county region. Interest meetings are being conducted and training provided to individuals, groups, businesses and organizations wishing to learn more about the center and how to best support this endeavor. For more information, call 410-742-9356 or visit www.haloministry.org.
Business Journal Advertising Business Journal Advertising IndexIndex The following Directory of Business Journal advertisers provides quick reference for your convenience. The number appearing before the name of the business refers to the page number where the ad appears in this edition of the Journal. Accessories 3 Trinkets . . . . . . . . . . 334-6006 Architecture 8 AWB Engineers . . . . 742-7299 29 Becker Morgan. . . . . . . . . . . . . 20 GMB. . . . . . . . . . . . . 742-3115 Advertising 7 Comcast Spotlight . . 546-6610 Automobiles & Services 4 Pohanka of Salisbury. . . . . . . . . . . . . . . . . 1-877-4-POHANKA 40 Mills Quality Cars . . . . . . . 742-3338
Business Solutions 14 Hilyard’s Business Solutions . . . . . .800-247-2201 Employment 12 Express Employment . . . . . . . 860-8888 Dining 7 Blue Crab Garden Cafe . . . . . . 22 UNO Chicago Grill . . 334-6565 Education 28 Delmarva Education Foundation . . . . . . . . 219-3336 33 Del-Mar-Va Beauty Academy . . . 742-7929 31 University of Eastern Shore Farm, Lawn & Garden Supplies 16 Farmers & Planters . 749-7151 Financial 25 Delmarva Wealth Management . . . . . . 912-4286
Financial 22 Edward Jones . . . . . 742-3264 34 Repress Financial . . 920-0206 Fruitland 19 City of Fruitland . . . . 548-2809 21 Fruitland Economic Development . . . . . . 548-2809 Graphic Design 39 Matice . . . . . . . . . . . 858-4775 Health 13 Accurate Optical. . . . 749-1545 20 Apple Discount Drugs . . . . . . . . . . . . . 543-8401 23 Carey Chiropractic . . 546-2225 12 Delmarva HomeCare 749-0887 Heating & Air Conditioning 14 Mid-Atlantic Heating . 546-5404 Insurance 26 Avery Hall. . . . . . . . . 742-5111
Mailing 11 Mail Movers . . . . . . . 749-1885 Paving 11 Chesapeake Paving. 742-2330 Real Estate 27 Remax Crossroads . . . . . . . . . . . . . .443-736-3373 2 Sperry Van Ness . . . 543-2440 Septic 9 Towers Concrete . . . 479-0914 Sitework & Paving 8 Terra Firma. . . . .302-846-3350 Storage 40 Cubes. . . . . . . . . . . . 742-2100 Utilities 25 Bay Area Disposal . . 860-6607 29 Choptank Electric. . . . . . . . 877-892-0001
Business Journal • August 2011
PAGE 7
UNITED WAY HELPS RED CROSS - The United Way of the Lower Eastern Shore presented the American Red Cross Lower Shore Chapter with a check for $41,000 to fund programs providing disaster relief for individuals experiencing crisis situations. The American Red Cross Lower Shore has received $1,202,897 in funding from United Way since 1983. From left are United Way’s Dina Scarpino with American Red Cross’s Mark Rudnick, Ernie Colburn and John Culp.
ZOO RECEIVES GRANT - The Community Foundation awarded a $4,000 Community Needs Grant to the Delmarva Zoological Society to support a partnership between the Kids of Honor, Inc. Connection Club and the Salisbury Zoo’s Zoo Camp to support children’s attendance at Zoo Camp. From left are: Stacey Weisner, executive director, Delmarva Zoological Society; Joel Hamilton, Zoo director, Salisbury Zoo; Leonora Dillon, education curator, Salisbury Zoo; Spicer Bell, president, Community Foundation of the Eastern Shore; Dawn Mills, executive director, Kids of Honor, Inc.; and Lore Chambers, MBA, assistant city administrator, City of Salisbury.
PAGE 8
Business Journal • August 2011
World renowned photographer to speak at inaugural festival Renowned National Geographic photographer Bruce Dale will be the keynote speaker at the inaugural Art in Nature Photo Festival hosted by the Ward Museum of Wildfowl Art, Salisbury University, Friday, Aug. 12. The photographer behind some of National Geographic’s most stunning covers, Dale’s pioneering work has distinguished him as one of the world’s leading photographers. One of the first western photographers to visit China, he has since returned at least a dozen times and worked in over 80 other countries. For 30 years, Dale worked exclusively for National Geographic. His vision and creativity twice earned him the title “Magazine Photographer of the Year” as well as “White House Photographer of the Year.” In addition to many other awards, one of his photographs now journeys beyond the solar system on board NASA’s Voyager spacecraft as testimony about planet Earth. Another was selected to grace a U.S. postage stamp. Dale’s adaptation of technology to highly complex composition challenges has always stretched the boundaries of the field. Dale was the man behind the
lens of National Geographic’s famous centennial issue in 1988 featuring a hologram of planet Earth. For a story on aviation safety, he mounted a pair of cameras on the tail of a jumbo jet to produce photos Photographer that ran on the Bruce Dale cover and as a three page fold-out, which was recently selected as one of the “50 Greatest Photographs” in National Geographic. General admission to the three-day festival is $10; senior citizens and students with IDs $8; and children under 12, museum members and SU ID holders free. Festival hours are 10 a.m. to 7 p.m. Friday, 10 a.m. to 5 p.m. Saturday, and 10 a.m. to 4 p.m. Sunday. For more information, call 410-7424988, ext. 120, or visit www.wardmuseum.org.
COUNTY IMPROVES PARKS - Wicomico County’s Parks Department recently completed improvements on Nanticoke and Tyaskin Parks. The goal of these projects was to preserve and revitalize parts of each park’s waterfront amenities. Over the years, silt had built up in the channel that leads into Nanticoke Park’s harbor, making it too shallow for boats to leave and enter. The channel was dredged to facilitate easier use of the harbor. Once the dredging was complete, two jetties that create the entrance to the harbor were rebuilt. These jetties had been worn and battered by water, storms, and wind, contributing to the build-up of silt in the channel. Existing stone was removed and repositioned as new stone was added, creating taller jetties and minimizing openings to help prevent silt from traveling into the harbor. The improvements to Nanticoke Park were completed by Corman Marine Construction. These improvements will enable Nanticoke Harbor to be utilized by boats and boaters for years to come. At Tyaskin Park, new stone was added to each side of the pier, replenishing the original stone that had been battered by years of wind and tides. The new stone will stabilize the area allowing visitors to continue to enjoy use of the pier and beach. This work was completed by 3 J’s Construction of Tyaskin. For more information on Nanticoke, Tyaskin, or any of our other parks, visit www. wicomicorecandparks.org.
Business Journal • August 2011
PAGE 9
SALISBURY AREA
SEPTIC SYSTEMS
CHAMBER OF COMMERCE
‘Bury Training Club
Rep: Adam Manning 206 Woodcrest Ave. Salisbury, MD 21804 443-523-4099 info@burytc.com www.burytc.com Soccer and tennis training for all ages serving all of Delmarva Referred by Rachel Manning
Body Beautiful
Rep: Colette Erbe 540 Riverside Dr. Ste. 12 Salisbury, MD 21801 410-334-6222 443-944-8808 cerbe@live.com www.bodybeautiful1.com Permanent hair removal through electrolysis, permanent cosmetics, IPL skin toning, lash & brow tinting, spider vein and age spot removal. All of your hair and skin needs can be found in one place.
Delmar Home Care
Rep: Stan Karlin 11073 Cathell Dr. Ocean Pines, MD 21811 410-208-9800 410-208-9814 stan@rahdelmar.com www.rahdelmar.com Companion care and assistance (nonmedical) for senior and disabled clients, primarily in their homes.
Eastern Shore Water, Inc.
Rep: Joe Aita 105 N. Dulany Ave. P.O. Box 533 Fruitland, MD 21826 410-546-6723 410-742-6723 joeaita@comcast.net www.jabottlelesscoolers.com Providing high quality Rainsoft water treatment products in the community for the last eight years. Dedicated to serving the residents, and now the business community, with the highest standards in sales and service. Referred by Tony Nichols
Flawless Transitions
Rep: Constance Lewes 9300 Colonial Mill Dr. Delmar, MD 21875 443-523-5940 constance@flawlesstransitions.com www.flawlesstransitions.com Stress free moving and estate disbursement. Constance is a Certified Transition Specialist (CRTS), and an Accredited Staging Professional (ASP)
certified. We manage the moving process from staging & selling the home to packing, moving and settling in.
Heritage Shores Club
Rep: Stephanie Barfield 1 Heritage Shores Circle Bridgeville, DE 19933 302-337-9926 302-337-9915 sbarfield@heritageshoresgolf.com www.heritageshoresgolf.com Championship golf course along with banquet & event facilities and restaurant.
Hometown Builders of Delmarva Rep: Pat Williams 1005 Mt. Hermon Rd. Salisbury, MD 21804 410-548-1710 gpatw@yahoo.com www.hometownbuildersofdelmarva Custom builder, home improvement contractor
Make-A-Wish Foundation
Rep: Diane Neary 3519 Silverside Rd. Ridgely Building, Ste. 100 Wilmington, DE 19810 302-475-9474 302-475-7308 dneary@midatlantic.wish.org http://midatlantic.wish.org Make-A-Wish Foundation of the Mid-Atlantic grants wishes of children with life-threatening medical conditions to enhance the human experience with hope, strength and joy. The chapter covers Maryland, Delaware, Northern Virginia and Washington, D.C.
Quality you can trust
Salisbury News
Rep: Joe Albero 38024 North Spring Hill Rd. Delmar, DE 19940 410-430-5349 alberobutzo@wmconnect.com www.sbynews.com Real time news, information & opinion Referred by Sandy FitzgeraldAngello
Sleep Waves, Inc.
Rep: Linda Hurley 1324 Belmont Ave., Ste. 201 P.O. Box 2292 Salisbury, MD 21802-2292 410-749-4040 410-749-4590 lindahurley@sleepwaves.net www.sleepwaves.net Sleep studies to diagnose sleep apnea, restless legs, narcalepsy and other sleep disorders. Referred by Cathie Thorsten
System Inspections
Clarifier/Sand Oil Separator
MFR of Septic Tanks & Grease Traps Real Estate Transaction Inspections Approved Critical Area BAT Sytems Removing Nitrogen to Save the Bay
Towers Concrete 410-479-0914
PAGE 10
Business Journal • August 2011
Business After Hours Apple Discount Drugs
Come out to see the new renovations and meet the helpful and friendly staff at Apple Discount Drug in Fruitland.
On Tuesday, June 28, more than 75 chamber members joined Apple Discount Drugs to celebrate the newly renovated Fruitland location at a Business After Hours. Apple associates gave personal tours of the expanded store and offered insight into the new state-of-the-art Infusion Lab, Compounding Lab and Specialty Pharmacy. In the past year, Apple Discount Drugs Diabetes Resource Center (Fruitland location) was named an accredited diabetes education program by the American Association of Diabetes Educators.
Garrett Layton, Morgan Stanley Smith Barney; Spicer Bell, Community Foundation of the Eastern Shore; Harlan Eagle, Camp Odyssey at the Salisbury School; Chris Nunzio, Horizons at the Salisbury School
Jackie Gast of Eastern Shore Business Leadership Network received the door prize given by Jeff Sherr during the Business After Hours at Apple Discount Drugs.
Paul Butler, University of Maryland Eastern Shore; Larissa Luck, Eastern Shore Water, Inc.
Bob Anderson, Delmarva Wealth Management, LLC; Luis Luna, Salisbury Area Chamber of Commerce Board; Bonnie Luna; Tony Nichols, BBSI
Barometer
Business Journal • August 2011
Wicomico County Sales Tax Collections by category
PAGE 11
Salisbury-Ocean City-Wicomico Airport July ‘10 . . . . . . . . . . . 12,233 August ‘10 . . . . . . . . 13,173 September ‘10 . . . . . 11,328 October ‘10 . . . . . . . . 11,835 November ‘10 . . . . . . 11,013 December ‘10 . . . . . . 10,343 2010 Total . . . . . . . 129,341 January ‘11 . . . . . . . . . 9,608 February ‘11 . . . . . . . . 8,796 March ‘11 . . . . . . . . . 10,698 April ‘11 . . . . . . . . . . 10,550 May ‘11 . . . . . . . . . . . 12,820 June ‘11 . . . . . . . . . . 13,512
-0.5 8.7 8.0 11.6 16.1 13.7 9.8 5.8 11.3 8.7 4.4 11.4 18.8
Airline Passengers Enplaned/Deplaned
June ‘11
May ‘11
June ‘10
Food & Beverage
$1,232,820
$1,303,366
$1,212,492
Apparel
$283,591
$306,955
$285,761
General Merch.
$1,579,808
$1,542,096
$1,626,117
Automotive & Oil
$401,739
$387,640
$377,532
Furniture & Appl.
$151,331
$137,572
$156,340
Building Supplies
$695,249
$640,557
$669,376
Jan
Feb
Mar
Apr
May
Jun
Utilities & Trans.
$331,135
$316,492
$482,744
National
9.5
9.5
9.2
8.7
8.7
9.3
Hardware & Equip.
$206,631
$214,613
$237,293
Maryland
7.3
7.3
7.0
6.6
6.8
7.4
Miscellaneous
$576,467
$548,544
$568,2589
Wicomico
9.2
9.2
8.4
7.9
8.1
NA
TOTAL
$5,458,771
$5,397,835
$5,615,913
Worcester
17.8
17.8
15.4
12.3
10.4
NA
Somerset
10.9
11.4
10.1
9.4
9.5
NA
The number in the right column is the percentage of change in passenger activity compared to the previous year.
National, State, County Unemployment Rates
CHESAPEAKE
Information courtesy of the Maryland Job Service at the One Stop Job Market. (Not seasonally adjusted.)
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Business Journal • August 2011
PAGE 12
Health
D’Amico receives certification
Mary Beth D’Amico, RN, MS, NEA, executive director of nursing at Peninsula Regional Medical Center, recently completed a 16 week training program through Villanova University and has earned LEAN/ Six Sigma Black Belt certification. Six Sigma is a manD’Amico agement discipline that uses a data driven approach to eliminate defects across every business area, stressing breakthrough improvements in management, service delivery design, production, customer satisfaction and bottom line performance. D’Amico’s training program was focused primarily on how to identify, address and correct defects in various components of a business structure. D’Amico was required to complete a healthcare-related project as part of the certification process. Her project addressed possible solutions to reducing the number of LWOT’s or patients that leave United States emergency departments without receiving treatment based on wait times that were deemed by them to be unacceptable. D’Amico joins Steve Leonard, PRMC’s vice president of operations optimization and innovation and Vishal Chaudhry, PRMC’s director of operational performance improvement as the three staff members holding Six Sigma certification at PRMC.
Free multi-vitamins for kids
Beginning in August, Riverside Pharmacy in Salisbury, will offer free multivitamins to all elementary-age school children in Wicomico County. The program is a partnership with the Wicomico County Board of Education. With the belief that “healthy kids are smart kids” the vitamin program seeks to improve student nutrition and
MOST WIRED HOSPITAL - Peninsula Regional Medical Center (PRMC) has been recognized as one of the nation’s Most Wired hospitals, according to the results of the 2011 Most Wired Survey released in the July issue of the American Hospital Association’s Hospitals & Health Networks magazine. Peninsula Regional was one of just 205 United States hospitals to win the award and the only recipient on Delmarva. Three Maryland hospitals were presented with this distinguished honor. The nation’s Most Wired hospitals are making progress towards greater health information technology (IT) adoption. As a field, hospitals are focused on expanding and adopting certain kinds of IT, such as computerized physician order entry (CPOE), to promote improved patient care and data collection. PRMC is also the 2011 recipient of the McKesson Distinguished Achievement Award in Clinical Excellence for the use of technology in support of its sepsis reduction effort, and has been designated a Stage 6 facility on the Health Information and Management Systems Society (HIMSS) Analytics model for electronic medical record (EMR) Adoption. Fewer than 2% of all US hospitals have reached this level of information technology sophistication. Shown here, members of Peninsula Regional Medical Center’s leadership and Information Technology team pose with the banner and trophy signifying their achievement as an American Hospital Association 2011 Most Wired Hospital.
performance by helping to address some of the nutritional deficits faced by many children. “Vitamins aren’t a substitute for good nutrition,” says Mary Pat Hoffman, Pharm D., of Riverside Pharmacy “but given the difficulty that many families have in providing adequate nutrition in these difficult economic times,
this is one way we can help.” Enrollment forms will go home in Wicomico County students’ back-toschool packets, and will be available at many pediatricians’ offices as well as the pharmacy. There is no cost or purchase obligation to enroll, parents simply complete the enrollment form and receive a
monthly supply of vitamins for each elementary school aged child in the household each month for a year. Students attending independent and parochial schools and home-schooled students are all eligible to participate in the free vitamin program as well. For more information, call Riverside Pharmacy at 410-742-1188.
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Business Journal • August 2011 of Maryland, Virginia, Delaware, North Carolina, South Carolina and in Washington, D.C. Mended Hearts is a national nonprofit organization which partners with over 450 United States hospitals and rehabilitation clinics to provide heart pa-
PAGE 13 tients with pre-operative and post-operative visits, group support meetings and educational forums. Delmarva Chapter 221 makes more than 1,300 visits to heart patients and their families every year at Peninsula Regional’s Guerrieri Heart & Vascular Institute.
Receiving the award for PRMC from Mended Hearts Regional Director John Maiorana, far left, were - from Maiorana’s left - Dr. Peggy Naleppa, PRMC president/CEO; Jeanne Ruff, executive director of the Guerrieri Heart & Vascular Institute at PRMC and Mended Hearts Delmarva Chapter 221 President Melinda Graham.
Mended Hearts honors PRMC Mended Hearts, Inc. recently presented Peninsula Regional Medical Center (PRMC) with its inaugural 2010 Regional Hospital of the Year Award for the support and encouragement it provides to the national organization’s
local chapter, Delmarva Chapter 221. Peninsula Regional was chosen to be the first to receive this distinguished honor from a field of Mid-Atlantic hospitals that support 29 local Mended Hearts chapters operating in the states
CoolSculpting freezes away fat CoolSculpting™, an innovative technology that freezes away unwanted fat, is now available at The Med Spa, making it the first medical practice on Delmarva to offer this breakthrough in non-invasive fat reduction. “CoolSculpting is an exciting new approach that is non-invasive and has shown significant results in clinical studies for removing fat without the potential risks and downtime of invasive procedures,” said Dr. Lorraine Jarrah. “I have found the procedure to be extremely effective, especially on resistant localized areas such as back fat, love handles, and the isolated belly fat. CoolSculpting is extremely comfortable and our patients are highly satisfied.” Cleared by the U.S. Food and Drug Administration (FDA), CoolSculpting by ZELTIQ gently cools unwanted fat cells in the body thereby inducing a natural, controlled elimination of fat cells. Based on science developed by the Wellman Center for Photomedicine at Massachusetts General Hospital in Boston, Mass., this breakthrough is based on a vast body of research that demonstrates that fat cells are more susceptible to cold and are selectively, painlessly and permanently destroyed. Starting several weeks after the procedure, cooled fat cells begin a process called “apoptosis” and begin to shrink and disappear. The body proceeds to naturally and gradually eliminate the cooled fat cells, reducing the thickness
of the fat layer. “I’m very impressed with my results – particularly for a non-invasive treatment. Within several weeks of my first treatment, I noticed my fat in the treated area had lessened considerably and my clothes fit so much better,” says Georgia Ruggiero, one of The Med Spa’s first clients to try this new procedure. “I highly recommend the CoolSculpting procedure, especially for people who have stubborn body fat that diet and exercise alone do not seem to help.” Unlike many other methods of fat reduction, the CoolSculpting procedure involves no needles, surgery or downtime. During the procedure, a noninvasive applicator delivers precisely controlled cooling to the treatment area thereby specifically targeting fat. An average procedure lasts between one to two hours. Patients can have additional procedures for more pronounced effects if they desire. On average, each CoolSculpting procedure results in a 20% reduction of fat in the treated area, and patients can start to see results as soon as three weeks following treatment, with the most dramatic results occurring over a period of two to four months in most patients. For more information about CoolSculpting, contact Drs. Lorraine Jarrah and Robert Branton at The Med Spa, 1205 Pemberton Dr., Ste. 101, Salisbury, 410-548-7578 (phone) and www.the-med-spa.com.
HOSPICE RECEIVES GRANT - The Community Foundation recently awarded a $3,000 Community Needs Grant to Coastal Hospice, Inc. to provide partial support for a two-day conference featuring national speakers on Grief and Depression in Older Adults. The conference is scheduled for Nov. 2-3. In partnership with MAC, Inc., this program will benefit health care professionals, caregivers, family members and older adults. From left are Spicer Bell, president, Community Foundation of the Eastern Shore; Alane Capen, president, Coastal Hospice, Inc.; Maureen McNeill, director of development, Coastal Hospice, Inc.; and Dr. Carolyn Stegman, volunteer, consultant, and past board chair for MAC, Inc.
Business Journal • August 2011
PAGE 14
Chinese inflation continues to resist taming By E. Tylor Claggett
Insights
In February, I wrote a brief tutorial on the evils of inflation. I used the back drop of the then recently pub- ...the average Chinese lished Chinese CPI figures spends about one-third for the months of October of his or her income on and November. Here we are six months later and Chinese food. inflation has only accelerated. In May, the number was 5.5 percent, up from April’s The government has a long and continu5.3 percent and exceeding ing tradition of intervening in the marMarch’s 32-month high of 5.4 percent. ket place. Today, Chinese consumers Even more troubling was the emare increasingly suspicious of pricing bedded 11.7 percent increase in food regulation and deregulation. These onprices. Of course, the reader should again, off-again maneuvers appear to bear in mind that these numbers are anbe manipulative, favoring the establishnualized figures. Nevertheless, they are ment more than the average person. shocking when one realizes the average Many Chinese shoppers are painfully Chinese spends about one-third of his aware that items with “Made-in-China” or her income on food. Consequently, typical Chinese, as well as most experts, labels are significantly more expensive in China than in the rest of the world. consider the official numbers to signifiAlthough the Minister of Commerce cantly understate true inflation. has promised to solve this logic defying What is happening in China is also phenomena, many people believe, for happening in almost all parts of the world; in developed as well as develop- whatever reason, the Chinese government is exporting deflation while keeping countries. All of the usual causes ing inflation at home. for increased food and commodity In China, years of drought in many prices, such as increasing populations, parts of the country have all but elimibad weather and the associated poor agricultural yields, political turmoil, etc. nated the winter wheat crop and adversely affected all other agriculture are playing a role in various degrees; depending on where geographically one from aquaculture to dairy operations. In addition to rapidly escalating prices, looks. food safety issues are hurting consumer However, in China, there are many unique government orchestrated factors. confidence. Some Chinese in suburban
Tide Mill sold
CB Richard Ellis’ Baltimore-Washington, D.C. multi-housing investment team arranged the sale of Tide Mill, a 104-unit apartment community located at 623 Edgewater Dr., Salisbury. Fairfax Station Enterprises, LLC of Fairfax Station, Va., purchased the community for $6.8 million from an entity owned by Douglas Margerum, CPM, a principal of Annapolis-based Cove Property Management and Michael B. Gross, principal of Advantage
Properties, Inc. Built in 1984, Tide Mill is located on 14.93 acres of land. With 104 existing apartment homes, the property has the capacity to add 45 more gardenstyle apartment homes or 36 more townhomes. CBRE’s Bill Roohan, Mike Muldowney, Michael Rudolph, Brian Margerum, Martha Hastings, and Trish Bonebrake joined by Joe Schneider of partner office Schneider, Richardson & Davis, LLC represented the seller in the transaction.
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areas are even tending gardens to supply their families with low cost and safe produce. Not since Mao’s era has there been such an initiative. China has just become the world’s greatest user of energy – not on a per capita basis, but in absolute terms. (The US still uses more oil and much more energy per capita than China.) China has a rapidly growing middle class that is using much more energy than ever before. As confirmation, in 2009, almost 14 million new cars were purchased in China and, just recently, China, rather than the US, became the world’s largest car market. Therefore, it is not surprising that China now uses about ten percent of the world’s oil or about 9 million barrels of oil a day – up from less than 8 million barrels in 2007. Furthermore, China is expected to use 15 million barrels of oil in the not too distant future and today, many of the world’s oil fields are mature with declining production. In addition, recent political turmoil in the Middle East, coupled with normal supply and demand mismatches, has contributed significantly to higher world oil prices. High energy prices, for any prolonged period, inevitably find their way into the prices of almost all goods
and services; especially those requiring substantial energy for production or transportation to markets. There is little doubt, this is also the case in China. Even though the above scenarios are likely major causes of Chinese inflation, perhaps the largest comes from the efforts made by the Chinese government to ward off the ill effects of the 2008-09 global financial crisis. China’s fiscal stimulus package was estimated to be three times the size of the United State’s as a percentage of GDP. Furthermore, China continues to buy foreign currency denominated investment vehicles which pumps billions of surplus Yuan into its economy. Although these policies benefits China’s export driven economy because they help to keep the Yuan weak against other currencies, they are highly inflationary at home. It may sound passé, but in China, the current inflation problem is a case of too much money chasing too few goods. The causes are several and probably relatively easy to identify. However, there is no doubt, they are all difficult to correct. Dr. E. Tylor Claggett is Professor of Finance at Salisbury University, Salisbury.
Business Journal • August 2011
PAGE 15
Have you considered managed print services in your office? By Sherri Holder
Do you truly know the actual expenses related to the laser and ink-jet printing in your office? Most companies are trying to reduce or control business expenses and at the same time maintain or increase office productivity. If this statement is true why have so few offices considered a managed print solution? One of the most unknown expenses in the office is related to office laser printing; toner cartridges, maintenance kits, service costs related to fixing printers and the replacement expense when a printer “breaks.” Have you ever said, “it is less expensive to buy a new printer than to fix the broken one?” Most companies today know exactly what they spend on the office multi-functional copier. That device was either leased or purchased and most companies pay per page for black/white and color images. There are no unexpected expenses for repairs, toner cartridges or replacement costs. Your copier vendor may have told you a few years ago that you should shift all the desktop printing to the digital copier. We now know five years later that desktop printers are here to stay because not all the volume can be shifted to the copier. I recently came across an organization that unbelievably has more printers than employees. It is time to implement a Managed Print Services Program and bring these expenses under control. So what can you do? Follow these recommendations to help your company save up to 30% in printing expenses. 1. Understand what Managed Print Service (MPS) really means - According to the Managed Print Services Association, MPS is the “Active management and optimization of document output devices related to business processes.”
Let’s restate that definition another way; MPS is a comprehensive program combining all expenses and management related to laser printing in the office into a fixed budgeted cost per page. Once these expenses are identified and then fixed, your company should expect a substantial savings compared to the current method of managing these devices. 2. Do a little research - Contact and interview several MPS providers. Find a company you can partner with because they are not all the same. Some provide fragments of MPS; toner but no repairs for example. Others will expect you to completely replace your entire fleet of printers in order to set up an MPS solution. Certain MPS providers are local to your area and a few are national providers but subcontract their services. A proven long term track record may be beneficial when choosing a business partner. In other words, build your criteria for choosing an MPS solution provider. 3. Get an assessment - Invite a Managed Print Solution provider into the office to provide a 30 to 90 day assessment. There should be no cost to you for the assessment. MPS providers generally know they will reduce expenses related to laser printing for your organization. Therefore, the expense should be on the MPS provider. The assessment must include every printer in your company. A “walk through” is recommended and allow the MPS provider to create a floor plan of all your print devices. The assessment must include secure data capture software designed to retrieve the meter information from the printer. 4. Identify all related expenses - This is perhaps the most challenging exercise. It is critical to be able to relate a company’s expenses to the print usage for all print devices. Be honest with yourself about all the expenses. Identify toner cartridge expenses, parts and labor expenses, including existing personnel that may have the responsibility of fixing printers in the office. Should they spend their time fixing and solving printing issues or can they be more valuable solving other IT related projects. Other expenses related to printers are overstocked inventory, old inventory not matching printers in the office, administrative expenses related to
paying invoices and managing all the vendors relationships associated with the current way of doing business. Some MPS providers will expect you to accept industry standards for print costs. My concern is when a company over-inflates industry costs to show a higher than expected savings so the customer never receives an accurate comparison. Since the assessment is going to last a minimum of 30 days, spend the time identifying your company’s true expense for printing. 5. Expect an executive summary - An executive summary is the best way to make sure the assessment, analysis and expected recommendations match your company objectives. This is the time to review recommendations and develop a shared vision for a three year partnership. It is also the time to make sure the information obtained during the assessment is valid. Make sure the vision is shared with several key members in your company such as the CFO/controller, purchasing/office manager and key department managers that a MPS strategy impacts the most. The anticipated outcome of the executive summary will be an appointment to discuss the financial impact and implementation agenda. 6. Discuss the implementation proposal - The final step in the MPS process is to discuss the financial impact and implementation agenda of the agreed upon executive summary. The final proposal should identify the significant savings available through a comprehensive MPS solution. Managed Print Services is one of the best strategies for controlling expenses and managing multiple print devices within every business. One last suggestion is to avoid drawing a conclusion that MPS is not for your business or that your company is not big enough to implement this type of solution. Let the MPS expert’s help you decide if your business is a candidate. The analysis, when done correctly, always provides important information. In many cases the analysis alone is valuable business information that will help you see the impact of printing in the office. About the author Sherri Holder is the sales manager for Hilyard's Business Solutions in Salisbury, Md. You can find out more about Hilyard's by visiting www.hilyards.com.
PAGE 16
Business Journal • August 2011
SVN CLEANS UP RIVERWALK - The Salisbury Area Chamber of Commerce is pleased to report that Sperry Van Ness/Miller Commercial Real Estate provided a group of their employees to help with the Riverwalk Cleanup project. Throughout most of the year the Chamber’s Beautification Committee coordinates volunteer groups to clean up Salisbury’s Riverwalk Park and the banks of the river prong in the downtown area. At the end of June, the Sperry Van Ness team of volunteers gathered along the river for clean up. From left, back row: Bart Miller, Henry Hanna, CCIM, SIOR, Chris Peek, CCIM, Joey Gilkerson, Bill Moore, Brent Miller, CCIM, CPM; middle row: John McClellan, CCIM; front row: Nicole Abresch, Krista Miller. Not pictured are Bradley Gillis, CCIM and Rick Tilghman, CCIM.
ADVISORS ATTEND CONFERENCE - Brent Miller, CCIM, CPM, managing director, Henry Hanna, CCIM, SIOR, and David Wilk, advisors for Sperry Van Ness – Miller Commercial Real Estate in Salisbury, recently attended the 2011 Sperry Van Ness National Conference at the MGM Grand Hotel and Casino in Las Vegas. Sperry Van Ness – Miller Commercial Real Estate was recognized as the #2 firm in the company. Brent Miller spoke during a panelist discussion about growing and managing a firm. Miller shared business models and strategies that have helped SVN – Miller become the second top firm in the country. Henry Hanna was recognized as a top advisor, ranking #7 in the country. George Slusser, chief operating officer and Kevin Maggiacomo, president and chief executive officer for Sperry Van Ness, presented the awards. In top photo from left are George Slusser, Henry Hanna and Kevin Maggiacomo. In the second photo are George Slusser, Brent Miller and Kevin Maggiacomo. WSW DONATION - Rommel’s ACE recently presented a check to Women Supporting Women (WSW) for $5,544. The money was raised through donations by Rommel’s ACE customers during the month of May. The money will help Women Supporting Women, a local organization whose goal is to provide awareness, education and support to local women battling breast cancer. From left are Rommel Holdings President Michael Cottingham; WSW Director Sue Revelle; Tom Caine, a manager of the Salisbury ACE store whose customers donated the most money toward the effort; and Katelyn McWilliams, a cashier at the Salisbury store.
The Farmers & Planters Co. FARM - FEED - SEED - LAWN - GARDEN WILDLIFE
WARD WINS GAS CARDS - Tammera Ward, a United Way campaign coordinator with Perdue Farms for over 25 years, recently won $1,000 in gas cards at the United Way of the Lower Eastern Shore’s annual Leadership Luau. Perdue Farms is the perennial #1 United Way campaign on the Lower Shore with a total campaign last year alone of over $317,000. From left, United Way Executive Director Kathleen Mommé and Leadership Circle gas card winner Ward with Marty Neat, Cheryl Young and Lee Johnson of First Shore Federal Savings & Loan, whose sponsorship allowed United Way to thank leaders in giving with a chance to win $1,000 in gas cards.
Rt. 50 & Mill Street Salisbury, MD 21801 410-749-7151 Phone www.farmersandplanters.com
Business Journal • August 2011
Business After Hours
PAGE 17
Re/Max Crossroads On July 7, Re/Max Crossroads in Fruitland, hosted a Business After Hours networking event. Chamber members, clients and guests gathered as owner Susan Megargee introduced her staff and welcomed attendees to their 103 East Main Street offices. Re/Max Crossroads provides a wide range of real estate services to assist the customer with their home buying and home selling needs. For more information, visit their website, www.liveondelmarva.com.
Colette Erbe of Body Beautiful, Ed Higgins, Melissa Perdue representing the Business Journal
Host Susan Megargee of Re/Max Crossroads with client Irene Moore
David Cropper of Delmarva Power’s Energy Wise, Anthony Cray of Mindfactek, Dave & Nancy Pfingst of Etch-Art Awards
Carole Kauffman of WMDT, Cathie Thorsten of B.B.S.I.
Rich Tull of the Fruitland Lions Club, Duane Larmore of Shore Appliance Connection, and the evenings “Grill Master” Paul Bradshaw
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Fruitland
Business Journal • August 2011
Fruitland is Banner City By Carol Kinsley
Rick Konrad, who became Fruitland’s new city manager on July 1, 2010, recently looked back on his first year in office. “Things have gone very well. It’s hard to believe it has been one year. I’m pleased with the direction we have taken in the city,” he said in a telephone interview. He listed what he felt were important accomplishments: “We got the purchasing policy squared away, so we are consistently bidding contracts. For example, fuel purchases had not been bid in 10 years. It helps establish a way to audit what we are doing. “We have revised and redesigned our website, www.cityoffruitland.com. “We’ve got the police station under construction. I’m pleased with the progress. It will open in the spring of 2012.” “We reworked our insurance and saved by bidding out the business comp. “We set up business practices to improve effectiveness.” It has been a busy year. When long-term Public Works Director Cooper Townsend retired, after being with the city since the mid-‘70s, Fruitland combined the utilities and public works departments. “It was an
opportunity to save almost $100,000 in salaries,” Konrad explained. “We got rid of positions that were funded, but not filled.” Even a small step can make a big difference. As of December, citizens can now pay their tax and water bills by credit card. Staff members are cross training in the finance office so as not to be so dependent if one person is out, Konrad said. “Multiple people now understand payroll, bill paying and various tasks to be covered.” The basic bidding process has been done inhouse, he continued. “We bid for IT service, city hall lights, exterior lighting there, equipment purchases, a new welcome sign for the city (on the highway north of town) and city hall. We bid to have three of four water wells rehabbed.” After a fire in the public works building in January, all bid documents were handled inhouse, saving $10,000. They are rebuilding now. “We put a bid out for a generator for city hall. It was for a federal grant through the county. “We’re opening bids today to replace the lighting at city hall and the water plant to save on the lighting bills. That’s also through the state, also a federal grant,” Konrad said. A substance abuse testing program was set up after two years of planning. A canine unit is going to be established in a few months.
Konrad also noted with pride that Fruitland was recently named a Banner City by the Maryland Municipal League. Of the 175 member cities, 44 are banner cities. They meet the criteria, which includes promoting municipal government, Konrad explained. This is the first time the designation has been made for Fruitland. All the accomplishments have been “a team effort,” Konrad insisted. “It’s not just me. I came into a good organization with dedicated people and it’s been fun!” Amanda Pollack, vice president of Fruitland’s Chamber of Commerce, commented, “The Chamber is very pleased to have been working with Rick Konrad in the year since he’s been manager. He is on the Chamber board. We’ve seen significant improvements in town since he has taken office. “Even the small things make a big difference,” Pollack continued, “such as the logo on the front of the City Hall building and the new sign coming into town from the north.” The Chamber has 50 members, but no official building. A general membership meeting is held the third Wednesday of the month in various member restaurants. There’s usually a guest speaker from the community. Pollack reiterated the Chamber’s mission, “Bringing Unity to the Community.” Chamber members get together for a chamber-sponsored
Fruitland
is a great place to live… Fruitland is small town America at its best. Superior schools, relaxed pace of living with easy access to markets and attractions and excellent, efficient, friendly city services make Fruitland the number one choice for families on the lower shore. We offer outstanding recreational opportunities, affordable living expenses and a sense of community that generates confidence and contentment. In the past year the City has updated its website, added credit card service to its Finance Department, and qualified as a Maryland Banner City. Also the Fruitland Falcons Youth Sports Organization has won two State Awards for their programs. Currently a new Police Station and Public Works Garage are being constructed. Good things are happening in Fruitland….
Come Join Us!
Fruitland—A Shore Pick!
Phone: 410-548-2809 ● Fax: 410-548-4362 E-mail: rkonrad@cityoffruitland.com or Visit our website at www.cityoffruitland.com
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Business Journal • August 2011
day of Salvation Army bell ringing at Fruitland’s Walmart in December and sponsor an annual Christmas lighting at City Hall right after Thanksgiving. In the spring, the Chamber holds an Easter parade. Seasonal flags are provided to decorate Main Street and new businesses in town are welcomed with a ribbon cutting. Basket Bingo helps raise money for the Chamber’s scholarship, which provides $500 to a local high school graduating senior who plans to attend Wor-Wic Community College. The stu-
At top is a home in the Eastfield development in Fruitland and an architect’s rendering of the Fruitland Police Dept. At right is a view of St. John’s United Methodist Church, a familiar landmark in the city.
Fruitland
dent must live in Fruitland. According to the town’s website, Fruitland is “traditional small town America at its best... with the emphasis on family. In Fruitland you’ll find easy access to major markets, a safe community, with outstanding public safety services, great recreation, excellent schools, accessible and responsive government, excellent health care services and a friendly town that’s second to none.” Visit the website to learn more at www.cityoffruitland.com.
FRUITLAND ECONOMIC DEVELOPMENT COMMISSION The City of Fruitland, a 2011 recipient of the Maryland Municipal League Banner City Award, straddles U.S. Business Route 13 and the Norfolk Southern Railroad, and is only a short distance from the second largest port in Maryland (Port of Salisbury), offering a wide range of commercial and industrial opportunities.
The Fruitland Economic Development Commission (FrED) welcomes businesses to share in the vitality of our City. We are committed to creating a climate that encourages new business to join us and existing business to grow and prosper. The Fruitland Business Park has access to rail and City water and sewer. It is currently in one of the City’s Enterprise Zones. The Cedar Lane (Route 513) corridor has become a major attraction for retail and restaurant opportunities with direct access to the Route 13 Bypass. Intersecting Cedar Lane is Fruitland Boulevard (Route 13) which offers high traffic retail opportunities.
Need help getting started? We have a Revolving Loan Fund with an interest rate two points below prime. Fruitland is a safe and affordable community. We maintain one of the lowest property tax rates of all full-service lower shore municipalities and we have an outstanding 24/ 7 Police force. We have excellent schools, recreational facilities, a motivated work force and a way of life that’s second to none. Fruitland has been recognized as having the cleanest wastewater treatment system in Maryland and was awarded the State Wastewater Treatment Plant of the Year in 2004, proving Economic Development and environmental responsibility can move forward hand in hand. If you’re thinking about starting or relocating a business, give us a look and see why we say Fruitland is a Shore Pick!
FRUITLAND -- COME GROW WITH US!
Visit us on our new web site at: www.cityoffruitland.com Contact: City Manager Rick D. Konrad
410-548-2809 • Fax 410-548-4362
E-Mail: rkonrad@cityoffruitland.com
Business Journal • August 2011
PAGE 22
Apple named McKesson Pharmacy of the Year
Apple Discount Drugs, a locally owned Health Mart pharmacy, has been selected as a 2011 McKesson Pharmacy of the Year winner in the category of Outstanding Effectiveness. McKesson’s annual awards program recognizes leading independent pharmacies for the exceptional healthcare contributions they have made to their communities over the past 12 months. McKesson selected the Pharmacy of the Year award winners based on performance against several key criteria, including: customer educational programs; use of technology to increase efficiencies and ensure accuracy; product selection; in-store programs and design; local marketing and advertisement; and community involvement. “Our Pharmacy of the Year winners were chosen because they exemplify the values and qualities all Health Mart pharmacies strive to achieve,” said Rex Catton, senior vice president, McKesson U.S. Pharmaceutical. “Their commitment to delivering the highest-quality service, while maximizing and enhancing their capabilities as a business ensures that Health Mart continues to be a valued healthcare resource in local communities. Apple is part of the fastest growing pharmacy network
in the country, which stands for the highest level of patient care and community wellness.” Founded in 1971, Apple Discount Drugs Health Mart Pharmacy will be celebrating its 40th anniversary in the fall. With a recent remodel and addition of 3,000 square feet, Apple Discount Drugs Health Mart Pharmacy provides its patients with diabetes education, hospice care, infusion services and a wide variety of home healthcare products. “At Apple we aim to serve our community and meet the needs of our customers,” said Jeff Sherr, R.Ph, owner, Apple Discount Drugs. “The healthcare landscape is changing rapidly, and independent pharmacists are facing both new challenges and opportunities as the pharmacy market continues to evolve. Our partnership with McKesson and Health Mart provides us with the support and technology to ensure that we’re staying competitive while delivering the quality of healthcare our customers deserve.” Apple Discount Drugs Health Mart Pharmacy was also a recipient of the Community Pharmacy of the Year award from the National Community Pharmacist Association.
Carey Chiropractic
A patient of Dr. Marisa Carey of Carey Chiropractic in Fruitland posted
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Fruitland
this review on Yahoo: “All I can say is, Dr. Carey, you have magic hands! I recommend Dr. Carey for all your chiropractic needs.” Carey is a native of Fruitland. She got her bachelor’s degree at Salisbury University and went on to New York Chiropractic College for her doctorate of chiropractic. She returned to her hometown and has been practicing in Fruitland since 1994. Licensed in Maryland, Delaware and New York, she uses a diversified chiropractic technique and also may use dry needling, a technique for which she became certified two years ago. It’s a treatment of muscle trigger points with microfilament needles, better known as acupuncture needles — but the treatment is not acupuncture. It is the treatment of muscle problems. Carey also does palliative physical therapy, including electric stimulation and ultrasound, as well as posture training and exercise and strength training. “I’m also big into nutritional counseling,” she said. She can recommend supplementation for nutritional deficiencies. “Chiropractic is a portal of entry into the health care system,” Carey said. “You have to be able to diagnose a variety of conditions, often not related to what we treat — conditions such as diabetes and hypertension.” Before starting treatment, she does a physical exam, a neuromusculo-skeletal exam, postural exam and nutritional
analysis. “Basically, my job is to determine if the patient needs my care or the care of an M.D. or other source and, if so, to properly refer them,” she explained. She runs diagnostic tests, orders blood work and can order CT scan, MRI or x-rays for help in diagnosing ailments of children or adults. “It’s my responsibility to navigate the patient to the care he or she needs.” You’ll find Carey Chiropractic at 103 Poplar Street in Fruitland, “off the beaten path,” she said, but near Main Street. Call for an appointment at 410546-2225.
Edward Jones Investments
It’s August. Are you thinking back to school already? Have you thought about how you’re going to pay for college, even if your child is just entering first grade this year? The best time to start planning for college is when a child is born, said Dennis Hopson, accredited asset management specialist at Edward Jones in Salisbury. “The longer you have to save for this, the better.” He noted it costs twice as much to borrow for college as to save for it, when you factor in interest on loans and interest on investments. Hoping for a scholarship or government aid? Just like most folks’ 401K and other investments, college endowments were hit hard between July and November 2008. Losses by those institutions totaled more than $94 billion in
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To learn more about your education savings options, call today.
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1411 Wesley Drive Salisbury, MD 21801 410-742-3264
Business Journal • August 2011
that period, according to a survey by the National Association of College and University business Officers and Commonfund, Inc. Edward Jones started in 1927 in St. Louis, Mo., and was expanded across the nation by Jones’ son Ted. The company has decades of experience to share and can show you how to save for longterm goals such as college. Hopson said the company has a computer program that will tell you how much it costs to attend any college in the United States, and how much you’ll need to save in inflation-adjusted dollars to pay not just for tuition but for room, board and books. One of the best investment choices for education, Hopson said, is a Section 529 college savings plan which includes tax-free accumulation and distribution of funds that are used for qualified higher education expenses. You don’t have to specify the name of the child, the college or even the state in which the college is located. The contribution limits are high and most 529 plans allow an asset allocation strategy, typically based on the number of years until college enrollment. Edward Jones uses the College America Plan in Virginia a lot right now, Hopson said. American Mutual Funds are the investment vehicle. Don’t wait for crunch time in your
child’s senior year. Call Edward Jones today at 410-742-3264 or stop by the office at 1411 Wesley Dr., Salisbury.
George, Miles & Buhr, LLC
George, Miles & Buhr, LLC (GMB) is a well-established architectural & engineering design firm serving the MidAtlantic region. In 2010 GMB proudly celebrated its 50th year of providing architectural and engineering services to clients locally, nationally and internationally. GMB’s headquarters is located in Salisbury with additional offices in Sparks and Seaford, Del. GMB’s engineers specialize in municipal engineering, stormwater management, water and wastewater treatment, land development, structural & marine engineering and electrical engineering. Architects are experienced in a range of contemporary and traditional design, as well as historic preservation, interior design and rehabilitation. GMB provides design, contract administration and inspection services on many of its projects through an in-house construction services division. GMB recently completed an Infiltration and Inflow removal project with the City of Fruitland. Infiltration and Inflow is rainwater and groundwater that enters a sanitary sewer system through cracked or leaking manholes and sewer mains. The excess water is treated at the
Wastewater Treatment Plant and utilizes plant capacity. The project consisted of designing and coordinating the rehabilitation of 122 brick manholes and over 10,800 feet of terra cotta sewers. Since the project was completed in November, Fruitland has seen a significant reduction in flows at the treatment plant which will delay the need for a plant expansion. GMB has been happy to serve the City of Fruitland with their engineering needs for 20 years. GMB provides review of subdivision plans and is currently in the process of upgrading two pumping stations in Camden Avenue.
Cubes To Go
Cubes To Go was established in 2006 in Fruitland, by the Mills Group, long-time resident A. Kenneth Mills and his son William K. Mills, owners of Fruitland and Salisbury Mini Storage. Using their years of experience in the storage industry, they made a natural progression into the portable storage business with Cubes To Go. Since its inception, the venture has seen steady growth and the delivery area has been expanded to encompass the entire Delmarva Peninsula. Five sizes of Cubes to Go are offered, from 8 to 20 feet long, and they offer on-site storage on their secure lots, or customers have the option of storing
PAGE 23
Fruitland
the unit on their own property. Cubes To Go is the perfection solution for moving, remodeling, renovating or reorganizing and are insurance-approved for emergencies or disasters. The company’s specialty trucks and trailers assure that pick up and delivery will be handled efficiently and professionally and with the utmost standards of safety. Call Cubes to Go for all your storage needs at 410-742-2100 or toll-free, 1-866-49-CUBES.
Mills Quality Cars Inc.
Mills Quality Cars Inc. is Fruitland’s premiere used vehicle dealer. The company has been in business for more than 60 years, starting with Austin Mills and Kenny Mills and now with the third generation, Bill Mills, expanding the business and proud legacy that Austin and Kenny worked so hard to establish. Mills Quality Cars has expanded from continuously providing the finest used vehicles to providing repairs for its customers and servicing vehicles from the community in its six-bay garage. The service department has a 52-point checklist that is performed on every vehicle. Car Fax is available on all vehicles offered for sale. The detail shop consistently turns out the cleanest vehicles and Maryland State Inspections are offered, as well as 24-hour towing. Mills carries a full line of inventory
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Business Journal • August 2011
which changes daily; there is always a variety of different vehicles to choose from. “If we do not have what you are looking for on our lot, we will try to locate the car of your dreams,” is a Mills promise. The employees take pride in being part of the Mills family and work to maintain the integrity and reputation that Mills Quality Cars has come to enjoy. First time buyers and repeat customers will find help with a variety of financing options. Stop in at 202 N. Fruitland Blvd., in Fruitland, visit online at www. millsqualitycarsandtrucks.com to find your next car, or call 410-742-3338 to arrange a test drive.
Uno Chicago Grill
Uno Chicago Grill of Fruitland is celebrating the one-year anniversary of the opening of its banquet room which provides an intimate setting for up to 30 people for a business meeting, birthday party, bridal shower, civic organization or family gathering. If you have more guests, the full patio is available during mild weather. The banquet room is equipped with free WI-FI Internet, two flat screen televisions, and a DVD Player. Order from the full menu or get a group rate and specialized creation for any style party. Have you seen the menu lately? (Get a glimpse at www.unos.com.) Uno may have gotten its start in Chicago back in 1943 with a deep dish pizza that caught on and became an American tradition, but today Uno Chicago Grills across the nation are high quality, full-service restaurants. The Fruitland restaurant is no exception. “We take pride in the service we
Fruitland
give to each guest,” said Julie Stewart, marketing/event coordinator. Call Stewart to arrange for your meeting or party at (410) 749-3600, Ext. 121. With school starting soon, don’t forget that fundraising has always been a true pride and joy for Uno. Both local universities and several local schools are top contenders for fundraising. Steward said, “We hope to help support the community for years on out and continue those relationships we have developed.” Look for the restaurant on Facebook at Uno Chicago Grill Fruitland.
Liver It Up! event and Raffle Benefit August 6, 2011 6pm-10pm
Liver it Up! is an event and raffle benefitting Christina Merrit, who needs a liver transplant, and the Liver for Life Foundation. Music will be provided by Rusty & The Gingers featuring Sean Kelley. Fine food from Black Diamond Lodge, Acorn Market, Uno Chicago Grill and Taylors Chicken & Ribs. Tickets are $125 a couple and $75 for one. Raffle tickets available for $10. A tax-deductible donation check can be made out to Bethesda United Methodist Church c/o Liver for Life Foundation, P.O. Box 875, Fruitland MD 21826-0875. For more information call 410860-8501 and visit www.liverforlife. yolasite.com or email liverforlifechristina@hotmail.com.
COMMUNITY CENTER RECEIVES CHECK - The Fruitland Community Center received $2,500 from the Community Foundation of the Eastern Shore’s Children’s Fund to support the center’s summer camp program. The Children’s Fund was established by Greg and Patricia Stein to support afterschool extracurricular programs that foster self-esteem, sportsmanship, leadership skill building and/or talent development for children. From left are Mary Gladys Jones, founder, Fruitland Community Center; Spicer Bell, president, Community Foundation; Greg Stein, Children’s Fund representative; and Alexis Dashiell, executive director, Fruitland Community Center.
Business Journal • August 2011
PAGE 25
Business After Hours Horizons at The Salisbury School
Nicole Green of D. Nicole Green, P.A., and Salisbury Chamber Board Legal Counsel, and Robbie Tarpley Raffish of a.s.a.p.r., Integrated Marketing.
Horizons at The Salisbury School hosted a Business After Hours networking event, on Wednesday, July 13, to showcase their summer enrichment program. Chamber members were introduced to the Horizons board, staff and students participating in the program. Horizons at The Salisbury School is part of a national program, and is one of 22 locations. The mission of Horizons is to provide an academic, cultural and recreational program designed to encourage a diverse group of students from low-income families to realize their full potential. For more information, visit www.salisburyhorizons.com.
Dr. Alex Azar of the Azar Eye Institute & Horizons Board member along with his wife Wilma, Jayme Weeg of Junior Achievement, and Horizons Board Members Judy Dashiell and Dr. Pierre Genvert.
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Robert G. “Bob” Anderson, Certified finanCial Planner™
Delmarva Wealth Management, LLC. Bob has over 10 years of experience helping clients with retirement income plans and investments. Bob can also provide comprehensive financial planning services. The office is located at 543 Riverside Drive, Suite B, Salisbury, MD 21801 behind Hebron Savings Bank. Bob can be reached at bob.anderson@lpl.com, 410-912-4286 (O) 855-566-6362 (TF) Website: www.delmarvawealth.com Securities Offered Through
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Business Journal • August 2011
PAGE 26
Plan for the expected, prepare for the unexpected By Kelley Selph To enjoy a comfortable retirement lifestyle, you’ll need to have adequate financial resources in place. And that ...your longevity will means you must plan for the obviously also affect expected — but prepare for your annual portfolio the unexpected. withdrawal rate. In planning for the “expected” aspects of your retirement, consider these factors: time employment and investments, such • Your vision of your retirement life- as your IRA, 401(k) and any taxable style — What do you want to do during investment accounts you may have. your retirement years? Spend more time You’ll need to estimate about how with your family? Volunteer? Open much income all these sources could your own business? Your expectations provide. of your retirement lifestyle will dictate, • Your withdrawal rate — If your to a large extent, your savings and ininvestments are going to provide a sigvestment strategies. nificant part of your retirement income, • Your expenses — Once you’ve you need to carefully manage annual established a vision for your retirement withdrawals from your portfolio. Your lifestyle, you can begin to estimate the withdrawal rate is key in helping to expenses you expect to incur during ensure your portfolio provides for your your retirement years. needs as long as you need it. • Your income — You can expect • Your portfolio reliance rate — Reto receive income from a variety of lated to your portfolio withdrawal rate sources: Social Security, pensions, part- is your portfolio reliance rate — how
Investing
much you rely on your portfolio to provide income. For instance, if you will need $50,000 per year in retirement, and $30,000 will come from your portfolio, your reliance rate will be 60% ($30,000 divided by $50,000). Your reliance rate will help determine how sensitive your strategy might be to outside events, such as market fluctuations. While you need to be familiar with these expected elements of your retirement, you also must be prepared for the unexpected aspects, such as these: • Living longer than you expect — How long you can expect to live is somewhat of a mystery. If you were to live longer than you anticipate, would you be financially prepared? To help make sure your money lasts throughout your lifetime, you may need to consider investments that can provide you with a lifetime income stream. And your longevity will obviously also affect your annual portfolio withdrawal rate. • Inflation — At an average inflation rate of three percent, your cost of living will double in about 24 years. That’s why, even in retirement, you will
need some growth-oriented investments, such as quality stocks to ensure you can maintain your desired retirement lifestyle. But if the unexpected happens, and inflation takes off at a much higher than average level, you may need to consider a greater amount of investments that offer the potential for rising income. • Health care — Even after you’re on Medicare, which won’t cover everything, you need to prepare for the unexpected, such as a lengthy illness or the need for some type of long-term care. You may also wish to “self-insure” to a certain extent by setting aside funds in a liquid, stable account. By positioning your investment portfolio for both the expected and the unexpected, you can go a long way toward enjoying the retirement lifestyle you seek. So plan ahead — and make the necessary adjustments as time goes by. About the author Kelley M. Selph, AAMS, is a financial advisor for Edward Jones Investments. You can reach him at 410-8601828.
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Business Journal • August 2011
Firm welcomes attorney
Hearne & Bailey, P.A., one of the Eastern Shore’s oldest law firms, welcomes Eduardo V. González to the firm as an associate attorney. A graduate of James M. Bennett High School, González is engaged in a general practice of law with emphasis on banking, real estate, traffic, family and criminal law. Gonzalez As a result of his more than 2,000 cases worth of criminal experience, participation on various local non-profit boards, and fluency in Spanish and Portuguese, González was recently honored by the MaryHooper land Daily Record as one of Maryland’s top 20 business/legal professionals under the age of 30. Hearne & Bailey, P.A. is also pleased to announce the election of Kenneth L. Hooper as its new president. Since 1984, Hooper has been practicing law in Salisbury. Hooper is engaged in the general practice of law with an emphasis on banking, commercial, corporate, real estate and estate law.
Giordano earns certification
Patrick L. Giordano recently obtained his CPD (Certification in Plumbing Design) certification, through ASPE (American Society of Plumbing Engineers). Giordano is a plumbing engineer in Allen & Shariff Engineering’s Salisbury office, and has been employed with the company for the past nine years. Giordano The CPD is the only international credential program in the plumbing engineering field, which sets the standards for leadership within the industry and provides formal recognition of outstanding professionals with advanced skills in the design and specification of plumbing systems.
SVN receives accreditation
Sperry Van Ness – Miller Commercial Real Estate, headquartered in Salisbury, has earned the Accredited Management Organization (AMO) accreditation from the Institute of Real Estate Management (IREM), an affiliate of the National Association of Realtors. The AMO accreditation is awarded to real estate firms that have a track record of high performance, experience, stability and financial accountability and have a Certified Property Manager (CPM) directing and supervising the
Personnel File
real estate management team. In addition, AMO firms must abide by a rigorous Code of Professional Ethics that is strictly enforced by the Institute. Amy Miller, CPM serves as the firm’s executive CPM and is managing director of property management with over 20 years of commercial real estate management experience. She received a master’s of business administration from Salisbury University.
MAC director receives award
MAC Inc., the Area Agency on Aging, announces that executive director, Peggy Bradford, has been awarded the Marylander of the Year award from the Maryland Gerontological Association. The ceremony took place during the 29th Annual MGA Conference in June at the Charlestown Retirement Bradford Community in Catonsville. The award was presented by The Honorable Gloria Lawlah, Secretary of Aging, Maryland Department of Aging and James Macgill Jr., management consultant to health and human services organizations. Bradford has been recognized for her exceptional leadership on behalf of Maryland’s Older Adults and their families. She has served as executive director of MAC Inc. since 1979. MAC is the Area Agency on Aging for Dorchester, Somerset, Wicomico and Worcester counties.
Hitchens named president
Becker Morgan Group announces that Rhonda Hitchens, executive assistant in the Dover office, will serve as the 2011-2012 president of the First State Chapter of the International Association of Administrative Professionals (IAAP) in Dover, Del. IAAP is a worldwide association for administrative support staff. Hitchens Hitchens also received IAAP’s Member of Excellence recognition. To achieve this recognition, members are required to satisfy eight out of 11 criteria including becoming a Certified Professional Secretary (CPS) or Certified Administrative Professional (CAP). Additional factors include excellence in communication, education and training, leadership development, marketing, research and community outreach and programs, and participation in IAAP meetings and events.
Hastings speaks at conference
Brad Hastings, AIA, LEED AP, vice president of Becker Morgan Group, recently presented on the topic of School
Construction and the Construction Management at-Risk Project Delivery Method during the Association of School Business Officials (ASBO) of MD and DC Spring Conference in Ocean City. Hastings was a presenter along with Brian Foret AIA, director of Facility Services for Wicomico County Public Schools and Scott Saxman, project manager for The Whiting-Turner Contracting Company. Hastings The presentation addressed the real life application of the Construction Management at-Risk (CMr) project delivery method which was utilized on the new James M. Bennett High School. This $74 million project was completed under budget and one year ahead of schedule. Hastings is the director of the firm’s Educational Market Sector, which has completed award winning educational facilities worth over $519 million over the last 17 years.
Edward Jones honors Hopson
Dennis Hopson, an Edward Jones financial advisor in Salisbury, has received the Winner’s Circle Award and
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the Regional Leader’s Award. Hopson was one of only 853 of Edward Jones’ more than 12,000 financial advisors to receive the Winner’s Circle award. Edward Jones provides financial services for individual investors in the United States and, through its affiliate, in Canada. Every aspect of the firm’s business, from the types of investment options offered to the location of branch offices, is designed to cater to individual investors in the communities in which they live and work. For more information, visit www.edwardjones.com.
Jakoby joins SVN - Miller
Brent Miller, CCIM, CPM, managing director of Sperry Van Ness – Miller Commercial Real Estate in Salisbury announces that Garry Jakoby has joined SVN – Miller as senior advisor at the new SVN - Miller Jakoby satellite office in Annapolis. Jakoby specializes in the sale of investment property; retail, office and tenant/landlord representation throughout Continued on page 38
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Business Journal • August 2011
Education Financial impact of education reflected in earnings potential Continued from page one
riders come to the community, bringing along with them a need for food and lodging. It has been estimated that every dollar that comes into a community rolls over five or six times. There is no doubt that SU contributes greatly to the Lower Eastern Shore. Wor-Wic Community College’s Community Relations Coordinator Cate Trego-Cordrey, says that $12.5 million of the college’s current budget is spent on salaries. “Also,” she mentioned, “$1.2 million was spent with businesses in Wicomico, Worcester and Somerset counties. In addition to training local residents, the Eastern Shore Criminal Justice Academy (ESCJA) at WWCC draws law enforcement and correctional students and instructors to the local area from all over the state of Maryland. Those from out of the area stay in local hotels and eat at local restaurants while here for training or teaching. The benefits of having an institution of higher education in the community goes well beyond the simple dollars and
cents of budgets and expenditures. As an example, 94% of WWCC students remain in the state and contribute to its economic growth. Each student who enters the workforce expands the tax base by generating higher earnings and reducing social costs. In the fiscal year 2005-06, state and local government allocated about $11.7 million in support of WWCC. For every dollar appropriated by state and local government, taxpayers see a cumulative return of $2.20 in the form of higher tax revenues and avoided social costs attributable to education. Higher student income and associated effects on business productivity add $10.9 million in income annually to the state’s economy.
Spending by the institution itself for salaries and fringe benefits, operating supplies and expenses, and other budgeted expenditures; spending by the students who attend the institutions; spending by visitors to campus such as athletic teams, parents, event/conference attendees, homecoming, etc. and spending by the institution for capital projects.” Diriker went on to say, “The direct spending by the university, its employees, its visitors, its students, and its vendors in the region is estimated to be over $150 million. It is also assumed that some of this spending churns further in the local economy, adding at least another 50% to the local economy.”
The University of Maryland Eastern Shore’s vice-president of Administrative Affairs, Dr. Ronnie Holden, says the university has a 2011 budget of $225 million, of which $69 million is salaries. Dr. Veronique Diriker is the director of development at UMES. “We break down the economic benefits to the community into these four categories:
The value of higher education From a student’s perspective, is a college degree really worth the effort and expense? Data derived from a 2008 U.S. Department of Commerce publication clearly shows that the more education a person has the better off they will be financially, as shown in the chart at the bottom of the page. It is obvious after reviewing the chart
that even a few years in college following high school pays dividends throughout one’s working career. A study at WWCC shows that the cost of obtaining an associate’s degree is recouped in only six years, and that over the course of a lifetime associate degree graduates from WWCC earn $294,500 more than someone with only a high school diploma. Area colleges and universities are a vital part of the region’s economy and their impact on the overall quality of life is tremendous. They are much more than mere mortar and bricks. They are a vibrant and exciting part of the area and their presence enriches the lives of everyone.
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Business Journal • August 2011
Becker Morgan Group
Becker Morgan Group, Inc., an architecture and engineering firm with offices in Salisbury, Dover, Del., and Wilmington, N.C., believes in the importance of education. Becker Morgan Group established a specialized educational studio devoted to educational projects in 2000. The studio has worked with four school districts in Maryland and eight in Delaware since 1994 designing nearly 4.5 million square feet of educational facilities worth over $520 million. Brad A. Hastings, AIA, LEED AP, architect and principal of the company, explained the projects run the gamut from all types of new construction to renovations, additions, and minor capital projects. “We’ve seen an increase over the years in the way technology impacts education and environmentally responsive design,” Hastings said. James M. Bennett High School, Becker Morgan Group’s most recently completed educational project is designed to be highly energy efficient as well as a “state-ofthe-art” facility for technology. The project features geothermal heating, ventilation, and air conditioning with 600 geothermal wells, making it one of the largest geothermal projects on the Eastern Shore. Other green technologies at Bennett include use of daylight harvesting, which involves adjusting lights in the room automatically so that less artificial light is used when it’s sunny. “A lot of these things start with proper building orientation along an east-west axis, so classrooms face northsouth and get the most beneficial use of natural light,” Hastings said. Spray foam insulation was used at Bennett, providing a higher R value and vapor barrier for a tighter shell. The school also features innovative stormwater management, with stormwater ponds used to irrigate athletic fields. “Technology-wise,” Hastings continued, “the school has wireless capability throughout, with special areas for charging laptops and the latest classroom technologies such as smart boards
which are replacing old-fashioned chalkboards or whiteboards. Bennett also has central video capability, with a studio and editing space in the media center which can broadcast throughout the entire facility. Founded in 1983, Becker Morgan Group has 13 LEED accredited professionals on staff which allows the company to provide green design strategies and environmentally conscious design for all its projects. “We pride ourselves in being responsive to clients with our services and understanding the economic responsibilities that come with building,” Hastings said. “We work to provide innovative, cost-effective solutions that provide long-term value.” Contact Becker Morgan Group in Salisbury at 410-546-9100 or visit www.beckermorgan.com.
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Choptank Electric
Education
Choptank Electric has several programs to educate members and the general public about electric cooperatives and energy efficiency. There are even opportunities for children to learn why Mom and Dad are always saying “Turn off the light when you leave your room!” Anne Whaples, manager of cooperative communication at Choptank, said, “We have been promoting efficiency for years now, but it’s only lately come to the forefront for most people how important it is to be efficient because it saves on the bottom line. Learning about saving energy is as easy as going online to www.choptankelectric.com. Click “learn more” at the Home Energy Suite button in the middle of the home page and select the Home Energy Calculator to figure your own home’s energy usage in a survey that takes less than 10 minutes. Answer a few questions and you’ll be provided a list of no-cost and low-cost recommendations on how to save. Under “Just for Kids” are three areas for children: Power Kids, Kid’s Korner
and Kids Zone, “a cool place to learn about electricity, energy savings and energy safety.” Another site for grown-ups, developed by Touchstone Energy Cooperatives is www.togetherwesave.com. “It’s really focused on energy savings, with lots of good information,” Whaples said. “It takes you all over the house to show you the little things you can do to make your home more efficient.” The “Beat the Heat” program is educational as well, she said. “It helps folks understand about when is a good time to use energy — when it’s at its lowest expense.” The program encourages people to avoid things like dishwashing and clothes drying during peak hours in the late afternoon. Whaples added there are people on staff available to speak to businesses, civic organizations and government groups. There’s even a hot line trailer which is almost life-size, rigged to look like electric poles and lines, which operates off a generator. People can see right in front of them why they must be careful around electric lines and how to stay safe, she said. “Call, ask for me. I will help put together a program for you — at no cost,” Whaples offered. She can be reached, toll-free, at (877) 892-001, Ext. 8640.
Good habits start young. Saving energy is a learned behavior. Find out how your local electric co-op can help you lead by example.
Choptank Electric Cooperative TogetherWeSave.com choptankelectric.coop
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Business Journal • August 2011
DEF connects area students to scholarship money and advice It’s all about connections at the Delmarva Education Foundation — connecting those who seek scholarships with those who have scholarship money to give. The 501(c)(3) foundation provides a free, online, searchable database of local-priority scholarships, as well as links to state and federal financial aid. Its trained college access advisors have a wealth of information to share about post-secondary education for students of all ages and interests. DEF’S new partnership with WMDT-TV puts the spotlight on scholarship donors, said Katherine Harting, DEF’s executive director. Again this year, WMDT will air a series during its newscasts called “Meet the Money Givers” from January through April. Each segment features a scholarship sponsor who describes a particular scholarship in detail: its purpose, the kind of student sought, the requirements and other details. DEF handles the booking of scholarship sponsors and later posts the videos on its website as a resource for applicants at www.delmarvaed.org. “We want to make celebrities of the people who give their time and money to help local students and fill the airwaves with news of this generosity,” Harting said. She noted that well over a million dollars a year goes to support people in this area who want to go on to college and career with post-secondary training. “These are local dollars supporting local students, not state or federal funds,” Harting stressed. The “Meet the Money Givers” series is timed to coincide with the peak season when students are looking for scholarships. “It’s good community service, and it’s good publicity for DEF,” said Harting, adding the foundation depends on donations for operating expenses. DEF recently narrowed its service area and
Dr. Hill earns prestigious award
For the second consecutive year, the Portrait Society of America has named work by a Salisbury University artist as one of the world’s best. Dr. James Hill, faculty in SU’s Art Department, won the Exceptional Merit Award in the society’s International Portrait Competition. His 22-inch sculpted ceramic bust, “Contemplation,” was one of only 20 pieces selected for the competition finals out of more than 1,750 entries worldwide. “Contemplation” is inspired by Hill’s wife, Marjorie, who practices yoga and meditates. Its title refers to what he calls “esoteric traditions.” Members of the society voted on the winners during its 2011 conference in Atlanta. Other countries represented
has focused its mission to provide college access services to the tri-county region of Somerset, Wicomico and Worcester counties. “Once we have strengthened our service delivery in these three counties, we may look to expand,” said Harting. In the meantime, DEF’s database of scholarships available for students in Dorchester, Sussex, Accomack and Northampton counties will remain posted, and new opportunities in those counties will be posted if submitted. New this summer is a “Scholarship Sponsors Forum” scheduled for Aug. 24. Representatives from established local scholarship programs are invited to network and share best practices on how to run such a program efficiently and effectively. “We’re trying to develop both sides of the equation,” Harting said. “We want our database to be as rich and full of scholarships as possible and easy for students to find and easy for donors to administer.” While the forum is free to participants and DEF’s databases remain freely accessible to all, Harting says DEF has found it necessary to begin asking institutions and organizations to pay for scheduled presentations by its College Access Program advisors. “Our ability to self-fund the delivery of our services is not sustainable,” Harting said. DEF continues to offer consultations with parents and students at no cost at its main office in the Community Foundation of the Eastern Shore’s NonProfit Office Center at 1320 Belmont Ave., Suite 403-B in Salisbury from 11 a.m. until 5 p.m., Monday through Friday. In a new collaboration with the Mid-Atlantic Institute for Space and Technology (M.I.S.T.), DEF opened an office in Pocomoke City in June that is open weekdays by appointment. For more information, call 410-219-3336.
included Australia, Brazil, Canada, China, Estonia, Germany and the Netherlands. Hill earned his Ed.D.C.T. from Columbia University. He came to SU in 2001 and served as chair of the Art Department until 2008, during which time the department enjoyed remarkable growth. His works have been featured in the public collections of the Chicago Art Institute and Museum of Fine Arts in Santa Fe, among others. Locally, he has worked with the Sculpture Committee of Urban Salisbury to bring student-designed art to beautify Route 13 and the downtown area. He also worked with students and faculty emeriti on the creation of SU’s acclaimed, larger-than-life sculpture of famed Underground Railroad conductor Harriet Tubman.
Education
University of Maryland Eastern Shore celebrates 125 years of service The University of Maryland Eastern Shore proudly celebrates its 125th anniversary on Sept. 13. The Centenary Biblical Institute of Baltimore and the Delaware Conference of the Methodist Episcopal Church founded Princess Anne Academy to provide higher education to African-Americans on the Eastern Shore and shared administration of the academy into the 20th century. The state of Maryland assumed control of the school in 1919, renaming it the Eastern Shore Branch of the Maryland Agricultural College. The state assumed ownership in 1926 when it was known as Princess Anne College. The name changed to Maryland State College in 1948 (a division of the University of Maryland) and was designated the University of Maryland Eastern Shore in 1970. Baccalaureate and graduate programs in the liberal arts, sciences, health professions and teacher education are its foundation. In keeping with its land-grant mandate, the university’s purpose and uniqueness are grounded
in distinctive learning, discovery and engagement opportunities in agriculture, marine and environmental sciences, technology, engineering and aviation sciences, health professions and hospitality management. UMES offers high-quality, valuesbased educational experiences, especially to first-generation college students, while also emphasizing multicultural diversity and international perspectives. The university is committed to meeting economic development needs of the region; workforce development needs of the state; international development priorities of the nation; and commercialization and entrepreneurial ventures through partnerships and related activities. As a teaching and research institution, UMES nurtures and prepares globally competent citizens through an interdisciplinary curriculum, sponsored-research initiatives, rural and economic development priorities and community service. For more information, call 410-6512200.
Alumnus works on a new application What do downloading music, emailing, tweeting and assessing flood risk data have in common? They all can be done on a smart phone. Salisbury University alumnus Zachary Baccala ‘05 works with Atkins Global in Beltsville, helping to develop the smart phone application FloodMap™ Mobile. The technology provides users tools to assess the flood hazards of properties in less than a minute, which helps keep businesses and families safe. After graduating from SU, the Salisbury native was hired as a geographic information systems (GIS) analyst working on digital flood insurance rate mapping projects for the U.S. Federal Emergency Management Agency. After a few years, he got involved with the team building FloodMap™ Desktop, a flood mapping software platform. “I helped with the design, testing, marketing and training, and managing the Help Desk,” he said. Then he was also asked to work on FloodMap™ Mobile. He has assisted with developing the design and functionality, as well as testing and marketing. “We have versions out for Apple
and Android devices, with Blackberry and Windows formats coming soon,” he said. Baccala attributes his success with Atkins Global to his dedication to and ownership of his work, traits which he learned at Salisbury. He thanks Dr. Brent Zaprowski for sparking his interest in the field: “I started as an elementary education major, but after taking his Geology 104: Earth and Space Science class, I was hooked.” Baccala ended up studying geography with concentrations in earth and atmospheric science, and environmental land use and planning. Outside of class, he was president of the Geographic Society, a Student Government Association senator and appropriations board member, and a geography tutor. After graduation, he initially worked for the Eastern Shore Regional GIS Cooperative. Baccala appreciates the mentorship of Drs. Zaprowski, Scott and Mara Chen. “The environment in the SU geography and geosciences department encourages students to go above and beyond their perceived capabilities,” said Baccala.
Business Journal • August 2011
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Education
Salisbury University honors seven with the Diversity Awards Salisbury University recently honored seven members of the campus community with its 2011 President’s Diversity Awards. They include undergraduate student Breanna Nunez, graduate student Sujuan Ma, non-exempt employee Andrea Wheatley, professional staff member Nikki Dyer, administrator Ed Cowell and faculty members Adriana Guerra and Dr. Althea Pennerman. In three years as a member of the
Student Government Association and the Organization of Latin American Students, Nunez has created campuswide initiatives including the “Stop Hatin’” civility campaign and a “Soles 4 Souls” shoe drive to benefit local families. Ma is a senior practice manager at the Business, Economic and Community Outreach Network (BEACON) in SU’s Franklin P. Perdue School of Business. An international graduate student from
China’s Shanxi province, she provides administrative support for BEACON’s Bienvenidos a Delmarva program and volunteers for the Multicultural Student Services Office. Wheatley, an administrative assistant for Multicultural Student Services, has been called that office’s “gentle comforter” and “mediator of students.” She serves as the office’s first contact for many students and families.
Salisbury University recently honored seven members of the campus community with its 2011 President’s Diversity Awards. The awards honor leaders in promoting diversity on campus. From left, SU Interim Chief Diversity Officer Linda Morales, Ed Cowell, SU President Janet Dudley-Eshbach, Sujuan Ma, Dr. Althea Pennerman, Andrea Wheatley, Breanna Nunez and Nikki Dyer. Pictured on screen: Adriana Guerra.
Dyer is the founding coordinator of services for students with disabilities and chair of the Student Affairs Professional Development Committee. She coordinated the University’s spring 2011 Strategic Planning Day. Cowell, dean of students, has guided efforts to enhance SU’s New Student Experience program and add a Spirituality Center and Mediation Room to the Guerrieri University Center. As co-chair of the University’s Council for Student Success, he led a committee in submitting a TRiO grant application that earned SU $1.2 million in federal funds for supplemental academic support. Guerra is on faculty at the Universities at Shady Grove, which partners with SU to offer a degree in respiratory therapy. She was nominated for her “enthusiasm, dedication and seemingly limitless energy.” Pennerman, a member of SU’s Education Specialties faculty, is chair of the Samuel W. and Marilyn C. Seidel School of Education and Professional Studies Diversity Committee. Her curriculum includes classes in how future educators should respond to students with special needs.
125 YEARS OF ACCESS AND OPPORTUNITY
1886 – 2011 www.umes.edu
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Business Journal • August 2011
Program seeks partnerships to help educate about the Bay In Wicomico County we are privileged to live in one of the most beautiful and ecologically diverse areas in the mid-Atlantic. Unfortunately, many of our children graduate from high school neither appreciating the beauty of the natural world around them nor understanding the myriad ways in which their lives are connected to it. Salisbury University’s Environmental Studies program seeks to help area students understand these connections by transforming environmental education in Wicomico County, and we need your support. This past winter our application for a three year, $430,000 Bay-Watershed Education and Training (B-WET) grant targeting area seventh graders was turned down by the National Oceanic and Atmospheric Administration—but just barely, and with the “strong recommendation” that we increase our matching/in-kind funding and apply again this coming fall. Wicomico County public school officials could not increase their level of support, so we are asking for your help. Our grant will bring together seventh grade teachers, SU faculty and SU students to create environmental curricula specifically tailored to local schools. Beginning with 80 seventh graders the first year, then expanding to 340 the second year and 600 in year three (for a total of 1,020 seventh graders), we will help students recognize the connections between their daily lives and the Chesapeake Bay, understand the biological, cultural and economic dynamics that have shaped the Bay, and develop a sense of stewardship towards it. Key to developing this sense of stewardship is getting students outside - both on their campuses, to establish connections between their local watershed and the Bay, and also on two of the county’s rivers, the Wicomico and the Nanticoke. We’ll provide the curricular materials (including LANDSAT, USGS, and historic maps; temperature, pH, Conductivity, Turbidity probes; water quality test kits; nets, digital cameras & GPS units), training, and collaborative groundwork to allow the program to continue after the grant is completed. Each year we’ll start with a nine-day summer institute, during which seventh grade teachers, SU professors and SU students will develop a set of hands-on, field-based investigations (with accompanying classroom lessons) that link their school grounds to the larger watershed. During the school year, students will work through the activities and
will also take two all-day field trips to the rivers. SU students will help middle school teachers teach the activities; SU faculty will support the seventh grade teachers, both informally and in four Saturday meetings throughout the year. At the end of the school year, participating seventh graders will present the results of their year’s activities to their school communities. This June the Maryland State Board of Education voted unanimously to establish an environmental literacy graduation requirement, insuring that all public school students receive a substantive environmental education. This initiative, which we fully support, came without funding. By impacting every seventh grader in Wicomico County and by laying the groundwork for a program that can be replicated at various levels, we intend to take the lead in finding financial support to transform environmental education in a time of national budget austerity. Our grant will concretely train 36 seventh grade teachers, and support what NOAA and the Chesapeake Bay Foundation call “meaningful watershed educational experiences”—MWEEs— for over 1000 students. It will also train 44 SU students in environmental education, establish a cross-disciplinary support team of nine people at Salisbury University, and develop a local network of environmental educators. Still, a $430,000 grant is a lot of money — so how much help are we asking from you? The answer is, “any amount, in any form.” We have already received support from the university, the Wicomico County Schools and local environmental organizations: we would like to extend our network of partners more broadly into the community. We were told that we missed receiving the grant by just a few points, and since matching or in-kind funding (one of a number of different subtopics in the evaluation rubric) is judged on a sliding scale, anything would be greatly appreciated. The most important element is to demonstrate community backing beyond that which we’ve already gathered: even a letter of support or volunteer labor on field trips could help us with that. For more information or to lend your support, contact Bill Nelson, Salisbury University Environmental Studies, wanelson@salisbury.edu,410-543-8105. We will also have a table at the September third Friday with letters of support available.
Education
Dr. Lucy Morrison, Honors Program associate director; Dr. George Scouten, plenary speaker; SU President Janet Dudley-Eshbach, Dr. Richard England, Honors Program director; and Dr. Tony Whall, Honors Program founder.
‘Honors’ celebrates 30 years An honors education should be rigorous, innovative and intimate, Dr. George Scouten told an audience of alumni, honors faculty and administrators at the recent 30th anniversary celebration of the Thomas E. Bellavance Honors Program. A 1994 Honors alum, the award-winning teacher and Fulbright Scholar was the first student to represent SU at the National Conference on Undergraduate Research (NCUR). Director Richard England and Associate Director Lucy Morrison hosted the day, which saw the return of Honors Program founder Tony Whall and alumni from different eras. President Janet Dudley-Eshbach’s welcome and Provost Diane Allen’s remarks noted potential changes in the program including the possible establishment of an Honors residence hall, an idea several alumni welcomed. In recent decades, Honors has played
a distinguished role in the life of campus: Honors students, representing 4 percent of the campus, presented 20 percent of the papers at this year’s SU Student Research Conference. At this year’s NCUR, SU sent more students than the University of Maryland College Park and Towson and Johns Hopkins universities, and 33% of them were in Honors. The program had one of the first Living Learning Communities on campus and it has remained popular with students. England has also served as president of the Northeast Region Honors Council. Special guests for the day included Maryland Delegate and SU alum Norman Conway, and Maryland Senator Jim Mathias. Conway brought special citations, one from the General Assembly congratulating the program on its 30th anniversary, and the other from Governor Martin O’Malley.
Foundation welcomes members
The Wor-Wic Community College Foundation recently welcomed Ginnie Malone of Salisbury and Danny Thompson of Princess Anne as new members of the board of directors. Malone is a realtor with Coldwell Banker Residential Brokerage in Salisbury. She received her bachelor’s degree from Salisbury University. Malone is a member of the board of the Peninsula Regional Medical Center (PRMC) Foundation and the Art Institute and Gallery. She is an associate member of the PRMC Junior Auxiliary Board, as well as a member of the Coastal Association of Realtors, Maryland Association of Realtors and the Salisbury Area Chamber of Commerce. Malone and her husband, Robert, attend Grace United Methodist Church in Salisbury. Thompson is the executive director of the Somerset County Economic Development Commission in Princess Anne. He received his associate degree
Malone
Thompson
from Wor-Wic. Thompson is a member of the board of the Maryland Economic Development Association and the Lower Shore Workforce Alliance. He is also a member of the Cross Pointe Nazarene in Salisbury. Thompson is a past chairman of the Crisfield Area Chamber of Commerce and is a former Crisfield councilman. He and his wife, Cheryl, have a grown son and two grandchildren.
Business Journal • August 2011
WOR-WIC HONORS RETIREES - Wor-Wic recently held a reception for employees who retired after many years of dedicated service to the college. Dr. Ray Hoy, far right, president of Wor-Wic, is shown with the retirees, from left, James M. Beatty Sr., director of criminal justice who has been with the college since 1998; Laverne George, a building attendant who joined the college in 2002; and Dr. Elaine Bishop Kennedy, professor of nursing who has been with the college since 1984. Not pictured is Larry E. Dunham, instructor of mathematics who has been with Wor-Wic since 1999.
Salisbury University honors Stegman and Dove Pointe Recipients of Salisbury University’s 2011 President’s Distinguished Community Leadership Award are Dr. Carolyn Stegman, an author, educator and volunteer, and Dove Pointe, Inc., which assists people with disabilities. Their work was celebrated during SU’s 85th year Spring Commencement on May 19, at the Wicomico Youth and Civic Center. Stegman has been called a “champion of diversity, women’s rights [and] the aging.” She is also a “thought-provoking catalyst” for global understanding and social change. For two decades, Stegman has taught communication, education and psychology to students at SU, the University of Maryland Eastern Shore and Wor-Wic Community College. A cultural events supporter, she helped bring singer/songwriter Holly Near, Nobel laureate Toni Morrison and feminist leader Gloria Steinem to SU. She also has opened her home to international visitors, from Tibetan Monks to exchange students. A longtime volunteer, consultant and past board chair for MAC Inc., Stegman is currently developing its 50+ Network for Creative Engagement to empower older adults to achieve the greatest creative potential within themselves, their relationships and their community. She recently wrote a successful $1.5 million grant for the new Salisbury-Wicomico Senior Services Center, and obtained funding to build its therapy garden for dementia and Alzheimer’s clients. She hosts MAC’s PAC-14 show, covering issues facing older adults, and writes and edits its newsletter. She is a mem-
ber of the Wicomico Commission on Aging and has served on Life Crisis Center and American Cancer Society boards. Dove Pointe is a recipient of the Richard Henson Award for Excellence in Community Service. Dove Pointe and executive director Donald Hackett are credited for helping those with disabilities develop a sense of purpose and productivity within their communities. Started in 1968 in a vacant school in San Domingo, near Sharptown, Dove Pointe is now located in Salisbury. The non-profit currently supports over 300 individuals with intellectual disabilities, traumatic brain injuries, autism, and medical and therapeutic needs. Through vocational training and placement, Dove Pointe helps adult clients work within its departments and at 10 community sites. Also offered are arts programs, daycare, music therapy, mentoring and home living skills instruction. Dove Pointe runs some 67 vehicles daily, transporting clients for trainings, jobs, appointments and community integration experiences, including volunteer work. In addition, the organization serves children, providing everything from summer camps and afterschool programs, to respite care and behavioral support for families. The Community Leadership Awards are presented annually in two categories: individual and organization. Those in Wicomico, Worcester, Somerset, Dorchester, Accomack, Northampton and Sussex counties are eligible.
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Education
WALGREENS DONATION - Walgreens, the nation’s largest drugstore chain, recently presented the University of Maryland Eastern Shore School of Pharmacy and Health Professions with a $10,000 gift. From left, Paul Butler, major gifts officer; and Dr. Nicholas Blanchard, dean of the School of Pharmacy and Health Professions; both of UMES, were presented with a check for $10,000 by Walgreens Delaware South Pharmacy Supervisor Don Holst and Delaware South District Manager Craig Clarke. Students in UMES’ inaugural Pharm. D. Program class pictured (back row) from left are Sarian Bangura, Ashley Lawrance, DeAngelo Price and Michael Geesaman. The gift is part of the company’s annual Diversity Initiative Program which awards $1 million to pharmacy schools across the country.
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Business Journal • August 2011
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Survey shows 97 percent of SU students own laptops Need to borrow a laptop computer? Ask a Salisbury University student. According to SU’s annual spring information technology survey, some 97 percent of the University’s students own laptops. That exceeds the national average of about 90 percent, said SU Chief Information Officer Jerry Waldron. Meanwhile, fewer than 20 percent have desktop personal computers. Those numbers are more than just statistics, Waldron said. They are integral in determining students’ technology needs on campus. In part because of the lack of desktop computer ownership, “computer labs are still very important places for students, and they want more University-provided computers,” he said. According to the survey, some 87 percent of students use SU’s computer labs at least once each week. Students also said the University was doing a good job keeping up with technology, with 85 percent rating it equal or superior to other campuses.
As expected, a large number of students consider themselves mainstream adopters (53 percent), early adopters (28 percent) or innovators (5 percent) when it comes to technology. Nearly 48 percent of SU students now own Smartphones, up from just 5 percent in 2009. More than 92 percent own digital media players, such as iPods and Zunes, though other state-of-the-art items are also creeping onto the list. Some 9.3 percent now own e-readers, such as the Kindle or Nook, while 6.8 percent own digital tablets. “We are noting that students own multiple devices now, while a few years ago they just owned a laptop or desktop,” said Waldron. One trend, however, continues to hold strong. “E-mail is still the preferred method of communicating with students,” he said. According to the survey, 90 percent check their campus e-mail daily, “despite what most faculty and administrators may think.”
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Education
BOARD MEMBER STEPS DOWN. After 36 years of dedicated service as a member of the Wor-Wic Community College board of trustees, Robert M. Lawrence of Salisbury recently stepped down. Shown here, Lawrence receives a proclamation from Andrew W. Booth, right, board chairperson and Dr. Ray Hoy, left, president of Wor-Wic.
Neat named to Wor-Wic board
Governor Martin O’Malley recently appointed Martin T. Neat of Salisbury to the board of trustees of Wor-Wic Community College. Neat is president and chief executive officer of First Shore Federal Savings & Loan Association, having held that position since 1991. He is vice chairman of the board of trustees of Peninsula Regional Neat Medical Center, chairman of the general public fundraising campaign for the Salisbury Zoo, a board member and past chairman of Salisbury Neighborhood Housing Service and past chairman of the board of the United Way and Community Foundation, among other offices. Neat is also a member of the American Bankers Association, Governor O’Malley’s Federal Facilities Advisory Board, the investment committee for the Community Foundation, treasurer of the Magi Fund and a member and past chairman of the Greater Salisbury Committee. In 2002, Neat chaired a capital campaign at Wor-Wic that raised $3 million for technology, nursing and child care. He has two master’s degrees from Salisbury University in business administration and history and an undergraduate degree from Frostburg State University.
Dorm receives LEED Gold
Salisbury University’s Pocomoke Hall is the first renovated building on campus to earn Leadership in Energy and Environmental Design (LEED) Gold certification from the U.S. Green Building Council (USGBC). The environmentally friendly residence hall is the second LEED-certified building on campus. SU’s Teacher Edu-
cation and Technology Center was certified LEED Silver in 2009, becoming the first LEED-certified new construction project on the Eastern Shore. The USGBC is the nation’s leading organization supporting environmentally responsible building. Pocomoke earned Gold certification, one of the top two levels available, following the council’s inspection and analysis. In renovating the building, Grim + Parker Architects of Calverton and Holder Construction Co. of Atlanta, Ga., incorporated 41 guidelines established by the USGBC for environmental quality to achieve the Gold certification. They ranged from maintaining a majority of the existing structure to reducing water consumption by more than 42 percent with updated plumbing fixtures. The LEED Gold certification continues an era of construction sustainability at Salisbury, an extension of the American College and University Presidents Climate Commitment pledge signed by SU President Janet Dudley-Eshbach in 2008. The University also hopes to achieve Gold certification for three other renovated residence halls—Manokin, Nanticoke and Wicomico—as well as Perdue Hall, scheduled to open this fall as the new home for the Franklin P. Perdue School of Business.
New officers elected
Morgan Hazel of Salisbury was recently named chairperson and Russell W. Blake of Pocomoke City was named vice chair of the board of trustees at Wor-Wic Community College. Hazel was appointed Hazel to the board in 1996 and served as vice chairman from 19971998 and as chairman from 1998-2001. Hazel is co-owner of the Westwood
Business Journal • August 2011 Commerce Park in Salisbury. He received his bachelor’s degree in business administration from the University of Delaware in Newark and is currently enrolled in the exercise science program at Salisbury University. Blake, who was appointed to the board in 1996, served as the vice chair from 2001-03 and as chair from 2003-06. Blake has been city manager of Pocomoke City for more than 30 years. He received his Blake bachelor’s degree in civil engineering from the University of Michigan in Ann Arbor and his master’s degree in business management from Western Michigan University in Kalamazoo. A past member of Wor-Wic’s foundation and past chairman of the college’s local advisory council, Blake is a member of the Maryland chapter of the American Society for Public Administration and a credentialed member of the International City Management Association. He is member and past president of the Pocomoke City Rotary Club and Maryland City/County Management Association. In addition to Hazel and Blake, Wor-
Wic board of trustees members include Velda E. Henry of Berlin, William H. Kerbin of Pocomoke City, and D. Gary Boggs, Andrew W. Booth and Martin T. Neat of Salisbury.
Conley wins silver medal
Matt Conley, a sous chef in Salisbury University’s Dining Services, was recently part of a silver medal-winning team at an American Culinary Federation competition held during the 17th annual Tastes of the World Chef Culinary Conference in Amherst, Mass. Each dish is graded individually, earning gold, silver or bronze based on its own merit rather than competing against others. Though this was Conley’s fourth medal, it was his first silver — a personal best. Though he enjoys the competitive spirit, Conley said there was much more to the conference. “It gives me a chance to meet new people in the business and see a variety of new techniques,” he said, adding that this year, he especially enjoyed visits to nearby farms. He plans to bring some of those trends and techniques back to the kitchens at SU, including creating meals with less sodium, using more organic items and sourcing more ingredients locally.
Respess Financial
You are never too young to start planning for your future Preparing for the future isn’t something you should put off until middle age, suggested James W. Respess of Respess Financial in Salisbury. “The younger you are when you start financial and estate planning, the easier it is and the better equipped you will be when you get older,” he said. “I think the time to start is when you get your first job and/or get married or have your first child. Those are the times to start making plans for the future.” Unfortunately, many people equate estate planning with getting ready to die. “That’s the farthest thing from the truth,” Respess said. “You need to build an estate,” he continued, listing three steps: building, preserving and dispersing. He noted that the generation now in their 30s are more tuned into the process than his generation was at that age. “You don’t have to put a lot of money away (to get started),” Respess said. When you have your first child, you think about what would happen to the little one if something happens to you, so you buy term life insurance. Your spouse needs
a policy, too, because if something happens to either of you, the child will need to be cared for while the other one works. Are you ready to provide for your future? Call Respess at (443) 7357707, or send an email to jrespess@ comcast.net. Respess not only offers financial services; he’s a lawyer and handles annuities and insurance also. Sit down and talk with someone who is experienced in all these matters. That’s the best way to get the job done: put a plan together. “You may have to sacrifice a little now to have a comfortable future,” Respess said. Among the provisions to consider, he listed disability insurance, since one in five people will have some period of disability before age 60; long-term care, especially for older people; and a trust which allows you to control your property while you’re still alive and avoid probate for your beneficiaries. Respess Financial is moving in August from 116 W. Main Street to the Gallery Building at 212 W. Main. Stop in and make a plan for your future.
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Picking Cotton Authors Discuss Injustice, Redemption During SU Talk By Lawanda Dockins-Gordy, Acting Associate Dean of Students Jennifer Thompson-Cannino was a 22-year-old college student when a man broke into her apartment while she slept and raped her at knifepoint. Her photo and lineup identifications sent Ronald Cotton to prison for that crime – which he did not commit. After serving more than a decade, he was exonerated and released thanks to a DNA test. She asked to meet him. Since then, the two have formed an unlikely friendship that has changed their lives. Together, Thompson-Cannino and Cotton speak at Salisbury University on Thursday, August 25, sharing a journey that exposes the pitfalls of the nation’s criminal justice system and the healing power of forgiveness. Their talk, held at 7 p.m. in the Great Hall of Holloway Hall, is free and the public is invited. In 2009, Picking Cotton: Our Memoir of Injustice and Redemption was published by Thompson-Cannino and Cotton, along with writer Erin Torneo. Based on their story, it debuted at No. 20 on The New York Times Best Seller List and earned a Soros Justice Media Fellowship. This year, it was selected as SU’s New Student Reader – a required summer reading assignment for all first-year students. Told in three parts, Picking Cotton details ThompsonCannino’s ongoing battle to heal after the assault, Cotton’s continued fight to prove his innocence even in prison and the chain of events that eventually led them to connect. Publisher’s Weekly described the book as “a devastating and uplifting crash course in the criminal justice system.” Author John Grisham said it is a “powerful account of violence, rage, redemption, and, ultimately, forgiveness.” I find it to be an inspiring story. It offers a unique glimpse, from two very different sides. It challenges ideas about memory and judgment, and addresses the issue of mistaken eyewitness testimonies, which are sometimes the cause of wrongful convictions. Former U.S. Attorney General Janet Reno noted: “Few people
have done more to put a human face on issues involving wrongful convictions than Jennifer Thompson-Cannino and Ronald Cotton. Yet through their shared pain, they have been able to forge a friendship that most of us search our lives for.” Both Thompson-Cannino and Cotton live in North Carolina with their families. She has become a strong advocate for judicial reform and will address SU students solo as the campus’ convocation speaker on Friday, August 26. For the past seven years, SU’s New Student Reader program has engaged first-year students in discussions and other projects generated by a common reading experience. The New Student Reader Committee, co-chaired by Dr. Diane Davis and me, selected Picking Cotton because of the many relevant and insightful discussions topics it spawns. The program has two important purposes: to orient students to the wealth of cultural offerings on campus and to introduce them to the rigor of our academic community. It allows them to interact with their peers and returning students, as well as faculty and staff who serve as orientation and discussion group leaders. The result is a shared experience for students, and we want the community to be involved as well! I encourage you to get your hands on a copy of the book. Read it. And, come listen to and ask questions of the authors as they share their uplifting story of grace, hope and forgiveness. There will be a brief book-signing after their talk. The New Student Reader lecture is only the first of a wide variety of events open to the public throughout the academic year ... and admission to most is free! For more details about this talk or other cultural event offerings, call 410-543-6030 or visit the SU Web site at www.salisbury.edu. See you around campus!
Business Journal • August 2011
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Social MediaAUGUST Architects 2011 of Delmarva now open for business DIRECTORY Social Media Architects of Delmarva is now open for business. The newly formed social media marketing agency is a partnership between Social Media Expert Ira Wolfe and Marketing & PR Consultant Deserie Lawrence. When Wolfe and Lawrence first met, they shared similar stories about their clients’ frustration with keeping up and managing their social media marketing campaigns. “Opening social networking site accounts might be free and easy,” Wolfe contends, “but success does not come without effort. Adding a few social media icons to your website and posting an occasional sale announcement on Facebook is not social media marketing.” Just a few years ago, a website with a few good keywords was enough for a business to be found when customers searched. Today a website just sits
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there unless a business is “serving fresh content daily,” according to Lawrence. A robust social media presence is a requirement if a business expects to be seen and heard. “If a business isn’t engaging and interacting with customers, the silence is deafening,” Lawrence tells her clients. Wolfe agrees: “A website without a social media plan is the equivalent of an attractive 4-color print brochure stored in a closet –it doesn’t do a thing if no one sees it.” Social Media Architects delivers a simple solution for marketing a business online - offer fresh, relevant content. “It doesn’t really matter what you say and where you say it as long as a customer finds value in it and … you feed the social media monster frequently,” says Wolfe. “Social media marketing done right is affordable and
effective. The other option is Pay-PerClick (PPC) programs such as Google Adwords. PPC unfortunately is trying to buy your way to the top. It’s the lazy man’s approach to marketing and gets expensive. It’s also not sustainable – once you stop paying, your online marketing comes to a screeching halt with new content.” Wolfe’s personal experience is a testament to how a small business can leverage social media marketing and outrank much larger competitors who have much bigger budgets and more staff. As the president and founder of a small business (Success Performance Solutions), he personally engineered his company’s website into the top 3 percent of all websites in the United States and has been recognized as one of the top bloggers in the human resources industry. For the past two years,
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Wolfe has been sharing his experience by teaching social media workshops and classes to local business people at local Chambers of Commerce, WorWic Community College, and SBDC at Salisbury University. Lawrence also has been incorporating social media into her clients’ and employers’ marketing plans. “The time for talk is over,” she says. “Reputation management and brand awareness are not just buzz words anymore; they are critical functions required to protect and grow a company’s customer assets.” Wolfe and Lawrence can be reached at 443-579-4411 or by visiting their website/blog, Facebook, or Twitter pages at www.socialmediaarchitects.biz, www.facebook.com/socialmediaarchitects.com and www.twitter.com/socialmediaDMV.
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ADVERTISING Morning Star Publications, Inc. Melissa Perdue 302-629-9788 302-629-9243 mperdue@mspublications.com 951 Norman Eskridge Hwy., Seaford, DE 19973 302-841-0887 _________________________________________________________________________________________________________________________________________________________________________ ARCHITECTS & ENGINEERS Andrew W. Booth & Associates, Inc. Matthew Smith 410-742-7299 410-742-0273 awbengineers.com msmith@awbengineers.com 1942 Northwood Dr., Salisbury, MD 21801 Debbie Bailey dbailey@awbengineers.com _________________________________________________________________________________________________________________________________________________________________________ Davis, Bowen & Friedel Michael Wigley 410-543-9091 410-543-4172 dbfinc.com mrw@dbfinc.com One Plaza East, Suite 200, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ George, Miles & Buhr, LLC Michelle Everngam 800-789-4462 410-548-5790 gmbnet.com meverngam@gmbnet.com 206 W. Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ ARCHITECTURAL & ENGINEERING SUPPLIES DiCarlo Precision Instrument & DiCarlo Precision Imaging John DiCarlo 410-749-0112 410-749-9323 dicarlo1.com john@dicarlo1.com 2006 Northwood Dr., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ AUTO DEALERS Pohanka Automotive Group Chris Hagel 410-749-2301 410-742-5168 pohankaofsalisbury.com chagel@pohankaofsalisbury.com 2012 North Salisbury Blvd., Salisbury, MD 21801 ext: 8030 ________________ ________________________________________________________________________________________________________________________________________________________ Sherwood of Salisbury Matt Romanowski 410-548-4600 410-548-4662 sherwoodofsalisbury.com mattromo@sherwoodofsalisbury.com 1911 N. Salisbury Blvd., Salisbury, MD 21804 _________________________________________________________________________________________________________________________________________________________________________ COMMERCIAL BROKERAGE Rinnier Commercial Blair Rinnier, CCIM, CPM 410-742-8151 410-742-8153 rinnier.com brinnier@rinnier.com 218 East Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ CONSTRUCTION Malone Homes Jason Malone 443-260-4775 443-260-1769 malonehomesmd.com jason@malonehomesmd.com PO Box 1109, Allen, MD _________________________________________________________________________________________________________________________________________________________________________ Ruark Builders Barbie Hanneman, VP 410-749-0193 410-860-4875 ruarkhomes.com bhanneman@ruarkhomes.com 4920 Snow Hill Rd., Salisbury, MD 21804 410-677-3835 _________________________________________________________________________________________________________________________________________________________________________ FINANCIAL The Bank of Delmarva Debbie Abbott 410-548-1100 410-742-9588 bankofdelmarva.com dabbott@bankofdelmarva.com 2245 Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ Delmarva Wealth Management Bob Anderson 410-912-4286 410-912-4287 delmarvawealth.com bob.anderson@lpl.com 543 B Riverside Dr., Salisbury, MD 21801 855-566-6362 ________________________________________________________________________________________________________________________________________________________________________
Business Journal • August 2011
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PAGE 37 RIBBON CUTTING - Paul and Margaret Longshore owners of the Georgia House cut the ribbon on their new restaurant in Salisbury on Friday, July 15 at 1801 North Salisbury Blvd, surrounded by family friends, community leaders and chamber members.This facility joins four other Georgia House restaurants in Delaware; the first being Millsboro established in 1998, Milford, Selbyville, and Laurel. Georgia House boasts Classic American Food with a Southern Flair, include Cream of Crab Soup, BBQ Ribs, Buttermilk Fried Chicken, Crab cakes, and Cajun Catfish with weekly specials. Hours of operations for the restaurant are Tuesday - Thursday, 11 a.m. to 9 p.m. and Friday and Saturday, 11 a.m. to 10 p.m. The Red Clay Lounge provides a full bar on Tuesday - Thursday, 11 a.m. to 10 p.m. and Friday - Saturday, 11 a.m. to 11 p.m. For more information about their hours, menu, organizational fundraising options, and specials, go to their website: www.eatgh.com or call 1-410-742-8000.
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HEATING AND AIR Mid-Atlantic Heating and Air 410-546-5404 410-546-5418 2312 Allen Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________
INDUSTRIAL COMMERCIAL PAINTING ProCoat, PO Box 2154 David Ennis 410-749-7491 443-944-9924 procoatdmv.com dennis@procoatdmv.com 26538 Siloam Rd., Salisbury, MD 21802 ________________________________________________________________________________________________________________________________________________________________________ INSURANCE Allstate Insurance Fred Pastore 410-860-0866 410-860-0869 allstate.com/fredpastore fredpastore@allstate.com 111 Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________ Atlantic/Smith, Cropper & Deeley Laura Deeley Bren 410-835-2000 410-835-2036 ascd.net lbren@ascd.net 7171 Bent Pine Rd., Willards, MD 21874 ________________________________________________________________________________________________________________________________________________________________________ Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 averyhall.com khayes@averyhall.com 308 E. Main St., Salisbury, MD 21801 Joe Gast jgast@averyhall.com ________________________________________________________________________________________________________________________________________________________________________ Gamee Elliott, State Farm Insurance Gamee Elliott 410-749-4725 410-749-4175 statefarm.com gamee.elliott.bvm6@statefarm.com 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ Gary K. Marshall Agency David Galeone 410-651-1111 garymarshallagency.com dgaleone@yahoo.com PO Box 250, 12610 Somerset Ave. Princess Anne, MD 21853 ________________________________________________________________________________________________________________________________________________________________________ Landmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 landmarkinsuranceinc.com charlie@ 30386 Mt. Vernon Rd., Princess Anne, MD 21853 888-651-2111 landmarkinsuranceinc.com ________________________________________________________________________________________________________________________________________________________________________ RPS ISG International Brad Sutliffe 410-901-0736 410-910-0836 isgintl.com Brad_Sutliffe@isgintl.com 204 Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________ PRINTING DiCarlo Digital Center. Joey DiCarlo 410-749-9901 410-749-9885 dicarlodigitalcopycenter.com joey@dicarlo1.com 109 South Division St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ REAL ESTATE Remax Crossroads, PO Box 307 Susan Mergargee 443-736-3373 443-736-3379 LiveonDelmarva.com susanmegargee@remax.net 103 E. Main St., Fruitland, MD 21826 Broker, Owner ________________________________________________________________________________________________________________________________________________________________________ TIRE & AUTO CENTER Burnett White Dawn Tilghman 410-742-2222 410-543-4182 burnettwhite.com burnettwhite@cavtel.com 412 East Main St., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________
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the Greater Baltimore area. Jakoby also serves as the president of Sperry Van Ness’ Region 10 Multifamily Brokers Council. Since 2003 he has secured numerous transactions valuing in excess of $22 million. Jakoby is a licensed commercial associate real estate broker and a member of the National Association of Realtors, and a CCIM candidate. To contact Jakoby, email Garry.Jakoby@svn.com or call 410-279-9145.
Kazala receives promotion
Mike Kazala has been promoted to regional general manager of Delmarva Broadcasting Company’s seven radio stations in Central Delaware and Salisbury-Ocean City. Kazala previously served as general manager of the company’s three station cluster in Central Delaware since January 2009. He is an experienced media professional, with a career spanning more than three decades, including nine years as GSM and station manager for Greater Media’s WRAT-FM, 95.9 The Rat (Rock) and WJRZ 100.1 (Classic Hits), as well as with Access.1 Communications in Atlantic City, N.J. and as marketing manager for The Star-Ledger, Newark, N.J.
Anderson selected as intern
Local insurance agency, RPS ISG International, welcomes Megan Anderson as its new intern. As a summer intern, Megan will work closely with the marketing and sales and service departments at RPS ISG International. She began her internship with a trip to Chicago, Ill., where Anderson she and other students from colleges across the country learned about insurance, sales and service. At RPS ISG International, Megan will have the opportunity to experience client visits, networking events, marketing projects and working together with current employees. Megan will visit a different department each week to see first-hand the opportunities for success an insurance career can present. Megan Anderson graduated from The Seton Keough High School in Baltimore and previously worked as an office assistant for Salisbury University’s Education Department. She is majoring in communications with a marketing management minor at Salisbury University. She will graduate in spring 2012.
Smith named CSR of the year
The National Alliance for Insurance Education & Research has announced that Michelle Smith is the 2011 Outstanding CSR of the Year recipient for
Business Journal • August 2011
Personnel File
the state of Maryland. To qualify for this top state honor, Smith submitted the winning essay on how insurance service professionals can preserve/enhance relationships with clients while using current technologies such as the internet, instant messaging and automated systems. Additionally, Smith Smith was selected for having demonstrated outstanding service and professionalism within the insurance community. She is now one of 40 individuals eligible to win the national honor of National Outstanding CSR of the Year Award. Smith began her career with Atlantic/ Smith, Cropper & Deeley in 1998. She started her career in the personal lines department and now as a commercial lines customer service agent. She earned her CISR (Certified Insurance Service Representative) designation in 2010.
Two pass CPA exam
PKS & Company, P.A., Certified Public Accountants and Advisors to Business announces that Ashley M. Stern and Nicholas L. Pruitt have passed the CPA exam. Stern is a graduate of Salisbury University, earning her BS in accounting in 2008 and her master’s in business administration in 2009. She began working at PKS as an intern in 2007 Stern and was hired as a staff accountant in 2009. She lives in Salisbury. Pruitt also joined PKS as an intern. He began his employment in 2009 and began working as a full time staff accountant in 2010. He graduated Pruitt from Salisbury University in 2009 with a BS in accounting and received his master’s in business administration in 2010. Pruitt lives in Newark.
This honor recognizes dedicated employees in various job roles who have shown exceptional leadership, effectiveness and consistency while locally or regionally building the brand. In addition to managing Choptank Electric’s key accounts, Rementer is in charge of the Co-op Connections Card program, a member benefit card that offers co-op members product and service discounts at participating retail businesses.
Kelley Selph receives award
Edward Jones Financial Advisor Kelley Selph of Salisbury recently received the A.F. McKenzie Achievement Award for his outstanding business building skills and client service efforts over the past year. The award is named for Al McKenzie, who developed the firm’s training program during his nearly 60 years of service with Edward Jones. The award was named for the firm’s former national sales manager, Jack Phelan. Edward Jones, which ranked No. 11 on FORTUNE magazine’s “100 Best Companies to Work For” in 2011, is headquartered in St. Louis. For more information, visit www.edwardjones.com.
Shore Appliance welcomes two Shore Appliance welcomes Diane Cichowicz and Kim Fisher to its sales team. Diane Cichowicz moved to the area after working at Miele Appliance Corporation for over 10 years in Princeton, N.J. After completing her degree at
Cichowicz
the Sheffield School of Interior Design, Cichowicz began working at the major appliance manufacturer where she assisted architects and designers throughout the United States. Kim Fisher, an Eastern Shore native, has worked in sales for over Fisher seven years. Fisher is majoring in web design through the Art Institute of Pittsburgh’s online division. Along with being part of the sales team, Fisher is also involved in the online marketing department.
New assistant director hired
Wicomico County Recreation, Parks & Tourism recently welcomed Niki Wheatley to their staff as assistant director of marketing & public relations. Wheatley comes to Recreation, Parks & Tourism with over three years experience in the marketing field as an advertising coordinator and freelance graphic artist. More recently, she worked at Urban Salisbury assisting in promoting the revitalization of Downtown Salisbury. In her new position, she will assist in promoting and advertising the Department of Recreation, Parks & Tourism and the Wicomico Youth & Civic Center, assist in the design of marketing strategies and materials, generate media attention for programs and events, and work with the marketing director, promoters, civic groups and business leaders to coordinate promotions. Wheatley is a Salisbury University alumni and holds bachelor of arts degrees in journalism/public relations and graphic design.
Rementer receives award
Deborah Rementer, manager of key accounts for Choptank Electric Cooperative in Denton, has received a Brand Champion Award from Touchstone Energy Cooperatives for her contributions and loyalty to the brand’s commercial and industrial business development programs. The award was announced during the anRementer nual Connect Conference for Cooperative Marketing, Communication & Member Services Professionals held in Denver, Colo., in May.
PORTER RECEIVES SCHOLARSHIP - Justin L. Porter of Pocomoke High School received a $1,000 college scholarship from the First Shore Federal Savings & Loan W. Leonard Brown Service Scholarship. The scholarship was awarded from a charitable endowment fund established by First Shore Federal Savings & Loan in honor of W. Leonard Brown’s years of community service. Each year, the endowment makes a $1,000 scholarship available to students from Pocomoke High School. From left is Jim Jones, Pocomoke City branch manager, First Shore Federal Savings & Loan; and Justin L. Porter, Pocomoke High School graduate and scholarship recipient.
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