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Business Journal PO Box 510 Salisbury, MD 21803-0510
The Regional Chamber Newsletter
Vol. 13 No. 2 Dedicated to the Principles of Free Enterprise
September 2009
ChamberFest
Connect with potential customers at the Salisbury Area Chamber of Commerce ChamberFest. Page 17
AUTOmotive
What’s in store for the American Automotive Industry?
Pages 27-30
INDEX Ad Directory........................................ 33 Barometer............................................. 9 Benefit Spotlight................................... 7 Business Directory............................. 32 Business Mix...................................... 34 Calendar............................................. 35 Chamber news..................................... 4 City of Salisbury................................. 13 Education........................................... 24 Health................................................. 20 Investing............................................. 16 Member Spotlight................................. 6 New members...................................... 5 Personnel........................................... 23 Real Estate......................................... 12 Salisbury University............................ 25
AWB Engineers celebrates 30 years on Delmarva - When Andrew W. Booth founded his engineering firm in 1979, he intended it to be a “company that provided across-the-board services” for owners, developers and contractors. Thirty years later, Booth says, AWB Engineers in Salisbury is fulfilling his vision. Find out how AWB has grown and what the new vision is for the future on pages 18 and 19. Shown above is one of AWB’s projects, the Sysco Food Services building in Knoxville, Tennessee.
Salisbury Area Chamber of Commerce ‘Get Connected’ Business Expo at the Fountains
Looking for ways to directly connect with potential customers? Then
mark your calendars for the Salisbury Area Chamber of Commerce “Get Connected” Business Expo on Thursday, Sept. 17, at the Fountains Wedding & Conference Center. The showcase takes place from 10 a.m. to 7 p.m. Specific to the business community, the showcase will offer a unique chance for members to market their products and services and to seek out sources of supply for their own individual enterprises. The show is almost sold out so con-
tact the Chamber today to sign up. This year’s expo is sponsored by Comcast Spotlight, BBSI, Vantage Point Solutions, Inc., and Robert W. Nock Insurance Agency. Dale Carnegie Training will present a sales seminar from 10 a.m.–noon: Effective Sales Prospecting. Understand the key principles that successful sales people follow and learn how to beat the competition in this two-hour interactive workshop. A second workshop is the Foundations of Leadership seminar from 2-4 p.m. The seminar’s primary theme will be to develop confidence in supervi-
Salisbury Area Chamber of Commerce Patrons
www.salisburyarea.com
sory skills with an emphasis on leadership. Main topics include management theories, concepts, and functions, discussion and assessment of motivational leadership styles, and the traits of effective leaders. Since the “Get Connected” Business Expo will fall on the same day as the monthly General Membership Luncheon, we will not have a Membership Luncheon in September and, as an alternative, invite all of our Chamber members to stop by and visit the expo. The Fountains Table Restaurant & Bar will offer special discounted lunchtime Continued on page four
SALISBURY, MD | FoR SALE/LEASE N. SALISBURY BLVD. SALISBURY, MD│FOR LEASE
SALISBURY, MD | FoR SALE 924 W. ISABELLA ST. SALISBURY, MD│FOR LEASE
SALISBURY, MD | FoR SALE 1915 N. SALISBURY BLVD. WESTOVER, MD│FOR SALE
SALISBURY, MD | FoR LEASE 404 WINFIELD DRIVE SALISBURY, MD│FOR SALE
2120 WINDSOR DR.
OLSEN’S ANTIQUES BLDG.
BENNETT AIRPORT
1415 WESLEY DR.
W NE
G
IN IST
L
$1,000,000 $12.00/Sq. Ft.
W NE
G
IN IST
L
$179,000 $930/Mo. NNN
• .76Sq. Acres of Land Zoned GeneralSpace Commercial • 4,807 Ft. of Medical/Office • Located just Windows North of Chili’s Restaurant in • 3 Offices with Salisbury, MD • 7 Exam Rooms & Cabinets • Ground Leasew/Sink $3,335/month • 3 Nurses Stations & 4 Restrooms Contact Brent C. Miller, CCIM, CPM
• 1,500 sq.Office ft. stand-alone • 1,250 Sq.+/-Ft. Spaceoffice/warehouse building • 2 Offices • Includes residential home that is currently leased • Open Work • Located off Area Route & 50Kitchenette in Salisbury, MD • Appraised $210,000 • Private Bathatwith Shower
http://Sale.SVN.com/NSalisburyBlvdLand or Contact: Brent Miller, CCIM or Rick Tilghman, CCIM http://Lease.SVN.com/NSalisburyBlvdLand
ContactBrent Brent C. Miller,CCIM CCIM,orCPM Contact: Miller, Rick Tilghman, CCIM http://Sale.SVN.com/924WIsabella http://Lease.SVN.com/2120WindsorDrive
http://Lease.SVN.com/WesleyDrive MLS # 427617
SALISBURY, MD | FoR SALE
SEAFORD, DE│FOR SALE
602 SNoW HILL RD. 102 PARK AVE.
D L O S$1,275,000
• Manufacturing/Warehouse • Pre-Engineered Steel with Split Face $215,000 Block Office; ClearspanSold w/20’@ Ceilings • Paved Parking and Truck Area • 6000 Sq Ft Office/Warehouse • Multiple Doors • SnowDrive-Thru Hill Road Frontage Contact: John McClellan, CCIM Contact Bradley Gillis, CCIM http://sale.svn.com/102Park To view my other listings, visit www.bradleygillis.com MLS #551363
• 29,004 +/- sq. ft. Auto Showroom/Facility $699,000 located on 2.48 acres • 8,000 Sq. Ft. Retail Building on 2.73 Acres • High Visibility • Room Building Size • LocatedtoinExpand the Heart Existing of the Car Dealerships • Flexible floorplan • High Traffic Volume
MLS # 438162
• Great Northwood Industrial Park Location
Contact Brent C. Miller, CCIM, CPM Henry Hanna, CCIM, SIOR http://Sale.SVN.com/1915NSalisburyBlvd http://Sale.svn.com/OlsensWestover
Contact Bradley Gillis, CCIM Henry To view Hanna, my other CCIM, listings,SIOR visit www.bradleygillis.com
http://Sale.svn.com/BennettAirport MLS #427047
CAMBRIDGE, MD | FoR SALE
SALISBURY, MD│FOR LEASE
SALISBURY, MD│FOR LEASE
2417 N. SALISBURY BLVD.
817 WooDS RD.
2020 SHIPLEY DR.
8999 OCEAN HWY.
$5.50/Sq. Ft.
$7.50/Sq. Ft. $2,100,000
psf • 2 Warehouse Units Available $3.50 $895,000 • Drive-In Doors and Truck Dock • Retail Strip Center • Zoned • 5,000Town sq.ft. – of 1.22Delmar Acres Light Industrial • Great Frontage, Visibility & Access • Located in the G&M Sales Complex
• 5,000 Sq. Ft. Office/Warehouse • 83,764 sq.ft. Industrial Facility • •Warehouse Features 2 Roll-Up Doors & 4.44 Acres Parts Room • Zoned Heavy Industrial • 2 Private Offices and Conference Room • 5 Dock Doors / 2 Drive-In Doors • Last Unit in Complex Henry Hanna, SIOR orCCIM Wesley Cox, CCIM Contact: JohnCCIM, McClellan, http://Sale.SVN.com/817WoodsRoad http://lease.svn.com/2040Shipley MLS #437339
Contact: John McClellan, Henry Hanna, CCIM, SIORCCIM or Wesley Cox, CCIM http://lease.svn.com/8999OceanHighway http://Sale.SVN.com/2417NSalisburyBlvd MLS #437628, 438370
SALISBURY, MD│FOR LEASE
BERLIN, MD│FOR LEASE
FRUITLAND, MD│FOR LEASE
31400 WINTERPLACE PKWY.
10231 OLD OCEAN CITY RD.
IN CROWN SPORTS CTR. FACILITY
Even Now.
Sperry Van Ness can maximize your business with the right location. $12.00/Sq. Ft. • 1,283 Sq. Ft. Professional Office Space • 3 Offices, Reception Area, Large Open Area & File Room • Kitchenette, Restroom and Lots of Storage • End Unit Located in Winter Place Bus. Park Contact: Brent Miller, CCIM or Rick Tilghman, CCIM http://Lease.SVN.com/WinterPlacePark MLS #439632
L
• FAA Approval, Hanger Bldg. w/6T Hangers Leased @ $6.90 • 2 Grass Runways 3150' and 2300' psf •• Includes Shop Equipment & Mowers 5000 Sq Ft all Office/Warehouse
• Highly Visible on US Route 13 Northbound
MLS #427361
SALISBURY, MD | FoR SALE
D SE $2,800,000 A E
SALISBURY, MD | FoR SALE
SALISBURY, MD│FOR SALE
117 CoLUMBIA DRIVE
635 HOMER ST.
$475,000 $219,900 10,000 Flex Building • •3,891 sq.ft.Office/Warehouse Free-standing building General Commercial Zoning • •8Full Overhead Doors Fenced • •500 Sq.Ft.Yard OfficeArea Area & 2nd Floor Storage For Lease 5.50/Sq. Ft. • •Located Just @ off$Rt. 13 • Convenient Location Just Off RT 13
Henry Hanna, CCIM, SIOR or Wesley Cox, CCIM Contact: Chris Peek, CCIM http://Sale.SVN.com/117Columbia http://Sale.svn.com/635_Homer
MLS # 427375
HURLOCK, MD│FOR SALE
ENTERPRISE DR. DON’T SIGN A NEW 100 LEASE!!!
Without Calling Us First
If your business is looking to save on occupancy costs and increase profits, you need to be educated.
Call us first for a comprehensive overview of today’s market and $18.50/Sq. Ft. let us help you find the best $7.50/Sq. Ft. leasing or purchase terms • 1,600 Sq. Ft. Medical Office Space in • 13,000 Sq. Ft. available. Class A Medical Facility • 24 Ft. High Ceilings; 14x10 Ft. Door • Sprinklered • On Atlantic General Hospital’s Campus Great profits are made during re• Separate ADA bathrooms • 3 Exam Rms., Break & Chart Rm., 2 Nurse cessions by knowledgeable • Great Flex Space! Stations, Office, Reception & Waiting Areas investors and users of real estate Contact: Chris Peek, CCIM Contact: Brent Miller, CCIM or Rick Tilghman, CCIM http://Lease.SVN.com/JamesBarrettMedical Callhttp://Sale.SVN.com/CrownSportscCenter13000 us FIRST! MLS#441004 MLS #436513
Call for more information:
$995,000 • 22,500 Sq. Ft. on 5 Acres • Truck Dock & Drive in Access • Sprinklered; Paint & Sanding Booths Contact: Chris Peek, CCIM Karen Cherry John McClellan CCIM http://Sale.SVN.com/100Enterprise 410-543-2422 410-543-2428 MLS#429528
Sperry Van Ness–Miller Commercial Real Estate (410) 543-2440 206 East Salisbury, MD 21801 View allMain of ourStreet listings• at www.SVNmiller.com www.SVNmiller.com 410.543.2440 206 East Main Street • Salisbury, MD 21801
302.846.9908 38375 Old Stage Road • Delmar, DE 19940 302.227.0768 55 Cascade Lane, Suite C • Rehoboth Beach, DE 19971
Built for Better Results.
Sperry Van Ness is a registered trademark of Sperry Van Ness International Corporation. This location is independently owned and operated.
Business Journal • September 2009
PAGE 3
Have we hit the bottom of the recession? By Brad Bellacicco
SACC Executive Director
Director’s Journal
Many would like to believe that we have hit the bottom of the recession. Government leaders, media analysts The best way to avoid and the public are praying for disaster is for government the recession to be over. The Governor was optileaders to view business mistic at a recent meeting as a partner. with some of the leaders of our Chamber and the Lower Shore business community. stimulus funds. His Department of Business and EcoThe Stock market is showing some nomic Development Secretary Chrisconsistent growth. The Japanese tian S. Johansson, proudly points out, economy, the world’s second largest, is “Maryland’s economy as a whole is finally showing strong signs of coming continuing to outperform the nation and out of their long, painful business chalmany of our surrounding states.” lenges. The Federal government continues Are you seeing the bottom? Most of to spend billions to help bail out banks, the business leaders I have spoken with car companies, investment firms and are much less confident that recovery is insurance giants. Many states were only on the horizon. able to come close to a balanced budDepending on the industry they get this fiscal year with the addition of operate in, some people are seeing
improvements in their business’ bottom line. But, for many, this change is due to cuts in staffing, economizations, and/or modifications of their business model. Sales tax numbers show higher sales in July over June, but numbers are still down greatly from last year. Hotels, restaurant and recreation businesses report visitors are coming, but staying for shorter visits and spending less money while they are here. Consumer confidence has been slow to recover. Therefore, many business people are seeing very little that inspires confidence in the economy. While a lot of the numbers being released show improvement and many experts are optimistic, the business community needs more before we are going to relax. We need the government and media to send a consistent message. At one event the economy is given a positive spin, but the next report is how much this or that government entity is hurting and needs more revenue to survive. Too often the solution to government financial problems are new taxes or fees on businesses. As an advocate for business, the Salisbury Area Chamber of Commerce must ask government to consider the
broader impact of any new revenue they generate. All these increases take money away from our customers, as the costs are added to the bill; and our employees as their take-home pay is reduced or their position must be eliminated to balance the company books. When companies are struggling to keep the firm running, an increase in expenses can push the company over the edge. Any increase in taxes can be devastating. Too many companies have already fallen victim to this recession. Let’s not drive any more into bankruptcy or closure. The best way to avoid disaster is for government leaders to view business as a partner. Do as Governor O’Malley, our Eastern Shore delegation and Congressman Kratovil just did: listen to and consider our concerns. Without our businesses there are no jobs and a lot less tax revenue.
Thank you!
On a brighter note, thanks to the employers who helped the Salisbury Area Chamber of Commerce Foundation with 80 summer jobs for our interns. All the young people in the program learned important life lessons that they can take with them into adulthood.
Mark your calendars...
/ / “Get Connected” Business Expo
The 2009-2010 Chamber officers are in the front row, from left, Dawn Tilghman, J. Scott Robertson, Sandy Fitzgerald-Angello. Back row, from left, are Matthew Maciarello, Ernie Colburn, Victor Lowe, Robert Mulford Jr., and Michael C. Kleger. Not pictured are Bill Tingle and S. James. Sarbanes.
September 17th Fountains Wedding & Conference Center
2009-2010 Salisbury Area Chamber of Commerce Officers President President Elect Vice President Vice President Vice President Secretary/Treasurer Asst. Sec./Treasurer Legal Counsel Asst. Legal Counsel Past President
J. Scott Robertson Dawn Tilghman Sandy Fitzgerald-Angello Ernie Colburn Victor G. Lowe William D. Tingle Robert Mulford, Jr. S. James Sarbanes Matthew Maciarello Michael Kleger
Robertson & Robertson, P.A. Burnett White Tire and Auto Pohanka Automotive Group Comcast Spotlight Peninsula Neurosurgical Associates Delmarva Tele-Plus, Inc. Market Street Inn Laws & Sarbanes, P.A. Hearne & Bailey, P.A. PKS & Co., P.A.
Salisbury Area Chamber of Commerce 144 East Main Street, Salisbury, MD • Phone: 410-749-0144 • Fax: 410-860-9925 email: chamber@Salisburyarea.com • Website: www.Salisburyarea.com
2009 Job Fair
October 15th Centre at Salisbury
ChamberFest
October 16 & 17th Centre at Salisbury
Contact the Chamber for more information at 410-749-0144 or visit www.salisburyarea.com
PAGE 4
College students welcomed
The Salisbury Area Chamber of Commerce is once again welcoming returning students to our local colleges. August marked the sixth year of the College Welcome Program that connects local businesses and residents with Salisbury University, the University of Maryland Eastern Shore and Wor-Wic Community College students. The Chamber’s College Welcome Program headed by SACC past-president, Stephanie Willey, organized a welcome campaign during the 3-week period of Aug. 21 through Sept. 11. PNC Bank is once again the major corporate sponsor for the “College Student Welcome Program.” The additional sponsors this year include Clear Channel Outdoor, Clear Channel Radio, Comcast Spotlight: TV Commercial, and SAPOA: Salisbury Area Property Owners Association. With the help of these sponsors, the program was able to have five billboard spaces, welcome posters printed for businesses to display in their windows and yard signs that were distributed in neighborhoods surrounding all three colleges. Through the College Student Discount Program, SU, UMES and WorWic students can receive discounts and/or free gifts at over 130 locations. Students use their college ID as the primary validation for the discount or gift. The College Student Discount program was developed to strengthen ties between businesses and their college consumers. The Salisbury Area Chamber of Commerce asks all businesses owners to help us welcome back returning students to our local colleges this fall by displaying “Welcome College Students” on your business marquee through Sept. 11. For more information about the program, contact Cindy Feist at 410-749-0144.
Chamber hosts Fall Job Fair
The Salisbury Area Chamber of Commerce and the One-Stop Job Market will host the fourth annual fall job fair on Thursday, Oct. 15, from 3:30 to 7 p.m., at The Centre at Salisbury. Booths will be set-up throughout the main corridors. The event is open to any business seeking employees in the Lower Shore area. Tens of thousands of people visit the mall daily so this is a terrific opportunity to meet with many excellent potential employees. The Resume Doctor will be on hand to offer advice and suggestions to applicants and evaluate their resumes. The show sold out last year so register soon to reserve your spot. For more information or to register, contact Shannon at the Salisbury Area Chamber of Commerce at 410-7490144 or chamber@salisburyarea.com.
Business Journal • September 2009
Chamber news
Lower Shore Chambers of Commerce
Chamber Berlin Crisfield Delmar Fruitland Ocean City Ocean Pines Pocomoke City Princess Anne Salisbury Snow Hill
Phone Key contact 410-641-4775 Bill Outten 410-968-2500 Valerie Howard 302-846-3336 John Johnson 410-341-4803 Jean Hungiville 410-213-0144 Melanie Pursel 410-641-5306 Carol Ludwig 410-957-1919 Jill Marsh 410-651-2961 Dennis Williams 410-749-0144 Brad Bellacicco 410-632-0809 Barry Laws
Dues* $100 $100 $60 $50 $150 $130 $150 $50 $200 $70
Members 200 165 88 65 850 300 132 105 825 70
Fax 410-641-3118 410-968-0524
410-213-7521 410-641-6176 410-957-4784 410-651-5881 410-860-9925 410-632-3158
* Basic annual membership cost.
Railroad bridge gets makeover
Over a year ago the Salisbury Area Chamber of Commerce Beautification Committee established a goal to improve and beautify the railroad structure and intersection at Route 13 & East Main Street. We learned that the State Highway already had plans to improve the intersection to increase pedestrian safety by installing timed pedestrian lights and new crosswalks. But Norfolk Southern Railroad had no plans for improving the railroad tressel or bridge structure in the future. The committee, under the leadership of Loudell Insley, began the planning and preparation process needed to get the job done. Years of dirt, exhaust residue, rust and mildew had darkened the structure so that it has become quite the eyesore. The planning has been a long process, but work began in August and will be complete sometime in the near future. The Beautification Committee plans to publish before and after photos next month and recognize the efforts and support of everyone involved. In the meantime, you can visit our website at www.salisburyarea.com to see a Flicker photo show of the progress of the work being done by our contractors, Pro Coat, LLC. The transformation is amazing and we are all very excited to see the final results.
Adkins Award nominations
The Salisbury Area Chamber of Commerce seeks nominations for its annual Fred P. Adkins Award program that provides recognition for member businesses, non-profits and individuals who have made significant contributions to our community by making architectural enhancements and overall beautification to existing properties in the greater Salisbury area. When making your nomination, consider the following: improvements to the exterior, landscape, parking,
lighting, signage and the overall cohesiveness of the entire design. Nominations forms can be found on the Chamber website, www.salisburyarea. com, and should be submitted by Oct. 31, 2009.
Pansy sale
The Beautification Committee of the Salisbury Area Chamber of Commerce has begun its 23rd annual fall flower sale to help provide funds to establish and maintain landscaped triangles and other projects around town. The Chamber maintains approximately 30 triangles. These “spots of beauty,” as Beautification Chairwoman Loudell Insley calls them, would not be possible without the help of sponsors, our beautification endowment fund and fundraisers such as this flower sale. Winter pansies can be pre-ordered for pick up at the Chamber of Commerce Business Center on Wednesday, Oct. 7. The cost of an individual 3.5” potted pansy is $1.40 and a flat of 18 plants is $25.40 (tax included). To order your pansies, call 410-749-0144. Order forms are available online at www.salisburyarea.com.
Lunch & Learn
On Aug. 11, Wicomico County Executive Rick Pollitt was the speaker for the Young Professionals (YP) Lunch & Learn. The County Executive spoke about the history of his position and then discussed ways the County is trying to improve the quality of life for residents. Pollitt stressed that his administration is actively working towards making the government a partner of citizens and an extension of its citizenry. The presentation enlightened YP members about the role of a county executive and the impact it has on the efficiency of government. Pollitt answered questions and thanked the committee for inviting him to speak
to them and share his vision for the County. Lunch & Learns are only one of the many programs offered by the YP Committee. To learn more, visit www. salisburyyoungprofessionals.com, contact Tiffanie at 410-749-0144 or email membership@salisburyarea.com. Look for upcoming events on www. salisburyarea.com.
Business Expo Continued from page one
prices for anyone who would like to have lunch after visiting the expo. Stop by the Chamber’s booth at the expo for more information. Additionally, a Business After Hours has been planned for 5 to 7 p.m. that evening at The Fountains. You won’t want to miss this great event! The showcase is free and open to the public. RSVP is required for the seminars and Business After Hours events. Trade Show Boot Camp New this year, the Chamber is offering a brand new workshop called “Trade Show Boot Camp” before the business expo and ChamberFest 2009. Directed towards trade show participants, this workshop will help businesses understand the value of participating in trade shows, how to set up and maintain their booth, staffing considerations, how to get your word out, and much more. The lunchtime seminar will be offered on Tuesday, Sept. 8, and Tuesday, Oct. 6, from 11:30 a.m. to 1 p.m. at the Chamber. The seminar is free, but you must RSVP. Contact the Chamber for more information. For more information on any of these events, contact Shannon at the Chamber at 410-749-0144 or visit www.salisburyarea.com. Let the Chamber help you “Get Connected” today!
Business Journal • September 2009
PAGE 5
Salisbury Area Chamber of Commerce New Members Rommel’s Ace Home Center
Rep: Patrick Curran 802A Woods Road Cambridge, MD 21613 410-228-9391 (fax) 410-228-2875 Offering products and services for both residential and commercial customers. Services include screen & glass repair, lock re-keying, key cutting, custom paint matching and free grill & wheelbarrow assembly with purchase. Also offers rental of everything from heavy equipment to cotton candy machines.
Breeger Media Group
Rep: Debbie Donaway 316 Handy St. Salisbury, MD 21801 443-783-7687 757-873-7619 (fax) debbie.donaway@gmail.com www.breegermediagroup.com Advertising specialists with in-house printing and full-time graphic artists for designing logos and artwork, online ordering system and storage facility.
Denny’s - Cambridge
Rep: Brenda Marine 781 Sunburst Hwy. Cambridge, MD 21613 410-221-0003 410-221-1197 (fax) Restaurant offering a casual dining atmosphere and moderately priced meals. Best known for its breakfasts served around the clock.
Frugal, A Coupon Source for the Thrifty
Rep: Lisa Taylor 4215 Payne Rd. Pocomoke, MD 21851 410-957-3414 info@frugals.biz www.frugals.biz Uniting thrifty consumers with coupons to locally owned retailers and service providers.
PDCA
Rep: Mitch Sterner 302 S. Division St. Fruitland, MD 21826 410-219-7980 410-219-3320 (fax) mitch@potteiger-raintree.com www.pdca.org PDCA (Painting, Decorating Contractors of America) is developing industry standards, industry-specific publications and programs essential to the success of your business. From business
Is choosing the right insurance complicated?
management publications, to training and reference videos, to employee safety training programs and manuals, we are continually providing the resources contractors need to manage a successful painting company. PDCA standards benefit the painting and decorating industry and the entire construction and design community, as well as provide consumers with an important resource for their contracts.
Powerhouse Gym
Rep: Nick Taghipour P.O. Box 2277 Salisbury, MD 21802 410-742-7697 410-742-7650 (fax) NickT386@gmail.com www.powerhousegym.com ‘The best service and health club on the Eastern Shore!’ Established locally in 1999 they cater to all fitness enthusiasts. Referred by Adam Roop of The Roop Group/EXIT Shore Realty.
Auto • Primary & Secondary Homeowners • Life
Pulliam International Trading
Workers Compensation • Transportation • Flood
Rep: Cliff Pulliam and Karl Bin 1138 W. Central Ave. Davidsonville, MD 21035 202-494-7947 International trade and development company. Operates the first Checkers on the Eastern Shore of Maryland.
Rommel Holdings
Rep: Patrick Miller 103 E. Main St. P.O. Box 310 Fruitland, MD 21826 410-749-3600, ext. 127 410-749-7698 (fax) pmiller@rhinc.net Consists of 12 Ace Hardware stores, four Denny’s restaurants, an Uno Chicago Bar and Grill, a Skateland roller skating rink in Baltimore, and several commercial properties located from Baltimore to Ocean City.
Watercraft • Commercial Property • Condo General Liability • Contractor • Commercial Auto
Health • Employee Benefits • Liability • Umbrella
Insurance. Simplified. ASC&D.
Call Us Today At 410-835-2000
Business Journal Requester
Those who receive the Business Journal by mail may help us reduce our mailing costs by emailing us at editor@mspublications.com and asking for a “Requester” form. By signing the form and returning it via fax or email, you can help us reach our goal for requester status. We need 2001 requesters to reach this goal. Please help us today.
7171 Bent Pine Road At Route 50 | PO Box 770 Willards, MD 21874 | www.ascd.net
It doesn’t have to be.
Business Journal • September 2009
PAGE 6
Restoration work satisfying and rewarding S
ince 1983, Royal Plus has been helping people restore their property after disaster strikes. Matt Odachowski started the business by cleaning carpets out of the back of his Chevette. The company has grown to three branches with plans to expand.
Royal Plus mitigates damage caused by flood, fire, mold, and other disasters with the goal of getting property owners back in their business or home as quickly as possible. They offer not only complete and total restoration, but plumbing, heating, air conditioning and flooring products and services. Shawn Murphy states that, “if it relates to property damage, we can handle it.” The company has been called in to help in recent natural disasters both at home on the Shore and across the U.S. In the aftermath of Hurricane Katrina their work was essential to getting a grocery store opened so residents could buy much-needed food and supplies. Last year they went to Iowa to help residents and businesses after massive flooding. Their membership in Disaster Kleenup International is a testament to their abilities.
Member Spotlight
Royal Plus
The favorite thing about the work they do is knowing they are helping people get back into their homes or businesses after they’ve suffered a loss. Royal Plus employees feel as though they are making a difference.
In addition to their business, they also donate a lot to the community. They have donated space to the Worcester County chapter of Habitat for Humanity and are assisting in their projects; held their second annual golf tournament to benefit Parkinson’s disease; and contribute to organizations such as the Worcester County Developmental Center and local Ravens Roost that offer scholarships to area students. Their future plans are to build the brand both locally and nationally. They currently have two branch offices — Philadelphia, Pa. and Jacksonville, Fla. However, the company will continue to focus on their local office since it is where they started.
Membership Renewals
Salisbury Area Chamber of Commerce Anchorage Nursing & Rehabilitation Center Angel’s Network 24/7, Inc. Art Institute & Gallery Atlantic Business Forms Avrio Consulting Group, Inc. Beaglin Crossing Business Park Break Time Sports Grill & Pub Career Assoc./BesTemps/ Resume Services Copier/Printer RejuvenatorS, Inc. Creative Services, Inc. Curves Delmarva Dental Services Division of Rehabilitation Services Eastern Shore SHRM Edward Jones--Kelley Selph Essential Accounting, LLC Fairfax Station Enterprises, LLC. Famous Dave’s of America, Inc. Flavors Italian Grille Go-Getters, Inc. Green Hill Yacht & Country Club Hampton Inn--Salisbury Holiday Inn Express Hotel & Suites Local Book Publishing Inc. Lombardi’s
Machining Technologies, Inc. Maryland Broadband Cooperative, Inc. (MdBC) Maryland Capital Enterprises, Inc. Moore & Company, P.A. Omni Technology Professionals Peninsula Neurosurgical Associates, P.A. Performance Unlimited Pond’s Edge PT Beans LLC Rise Up Coffee Scooter Boy, LLC Sharp Energy Sleep Inn Sound Advice Audio Specialities Southern Boys Concepts Sysco Eastern Maryland, LLC Tri-County Council for the Lower ES of MD US Security Associates, Inc. Vinny’s LaRoma Susan E. Vickers, DMD, P.A. The Wellness Community-Delmarva Wicomico County Executives Wicomico County Council World Gym Salisbury
From left are Dennis Lawson, Joel Gutierrez, Becky Payne, Robin Schiftic, Nancy Hoeflich, Ann Hund and Tracy Lynch of Royal Plus.
Ensuring a long and healthy relationship with the local business community is a priority, which led them to join the Chamber. They enjoy the “fantastic” networking opportunities afforded by the Chamber. For more information on Royal Plus
and their products and services, contact Shawn Murphy at murph@royalplus. com.
Royal Plus is committed to finding ways to offer the best in property restoration services and providing exceptional customer service in the process.
Business Journal • September 2009
PAGE 7
KEEP IT LOCAL
GRAND OPENING - Exotic Sound & Tint recently celebrated their grand opening with a ribbon cutting. Kerry Thomas was joined by staff, County Councilman David MacLeod and members of the Chamber as they officially opened for business. Exotic Sound & Tint showcased their mobile unit outfitted with the latest technology with a wall of speakers and a big screen plasma in the back. OC104 provided entertainment and Chef Stewart refreshments. Congratulations to Kerry and his staff and best wishes for future success.
SAVE YOUR BUSINESS MONEY
RIBBON CUTTING - Ocean Pines Area Chamber board members and ambassadors from Taylor Bank, T & G Builders, The Courier and The Delmarva Chorus enjoyed a morning with Patti Adams, Pat Hardy, staff and family at their new Ruff Cuts Pet Salon located at 11070 Cathell Road in Pines Plaza. Ruff Cuts held their grand opening event on July 29.
Benefit Spotlight
Networking Programs
As business people, we all work to make the most of our “work-time” to benefit our bottom line. More and more often we are told to network, network, network whether you are in a sales position or a service position. The Chamber has been researching what our members need and can use in this area. Offering seminars to support and enhance skill sets, offering more opportunities with the addition of new events, and researching and providing quick tips in many formats were some of the suggestions from members that have been implemented. One format not yet discussed is the use of “Leads Groups.” There are many types and styles available and there is sure to be one that will suit your company’s needs. Two such groups that are already active in our area are BNI (Business Networking International)
and SALT (Salisbury Area Leads & Tips). These organizations, while they offer different structures, serve the same purpose, to give business people the forum to share contacts and qualified business referrals. Most groups are structured to allow one member from each business sector, so you must check the availability of an opening. The Chamber is often asked about networking groups, so if you are currently in a group not listed here, contact us (410-749-0144) and provide the group’s information so that we may refer a potential member to your group. If you are interested in more information regarding BNI, contact Jerry Schwartz at 410-484-6109 or jerry@ bnimaryland.com. For more information about SALT, contact Donna Johnson at 410-742-4563 or delmarvadirectdata@comcast.net.
Gary D. Diskin
Comcast Business Representative
410.520.2813
Business Journal • September 2009
PAGE 8
Three join Salisbury University Foundation board Salisbury University Foundation, Inc. recently welcomed three new members to its board of directors: Amy Tilghman Miller of Salisbury, Bruce Rogers of Easton and Tony Sposato of Milton, Del. Miller is managing director of Sperry Van Ness/Miller Commercial Real Estate and Property Management, Inc. and has more than 10 years of commercial real estate experience. She earned a B.S. in business administration and an M.B.A. from SU. A former member and chair of the Salisbury Symphony Orchestra advisory board, Miller also belongs to the President’s Club and Public Radio Delmarva. Active in the community, Miller also serves on the Eastern Shore March of Dimes board and is involved with the Salisbury Area Chamber of Commerce. She and her husband, Brent, have two boys, Bryce and Wyatt. Rogers is president and chief executive officer at Sherwood of Salisbury. A longtime friend of SU, he is a member of the President’s Club and has supported University programs. In the local community, he serves on the Wilmington Trust Advisory Board, and also on the Ford/Lincoln/Mercury Washington Dealer Council. In the past he has served on boards for the Community Foundation of the Eastern Shore and the Maryland Auto Trade Association.
Rogers earned his B.S. in business from Northwood Institute in Midland, Mich. He and his wife, Alice, have three children, Taylor, Maggie and David. Sposato is owner and president of Sposato Landscape Company, Inc., which provides services including land-
scape management, pest and nutrient management, landscape architecture, and irrigation installation. While at SU, he was a member of the football and lacrosse teams, and over the years he has continued to support the SU Athletics Department and the
Varsity Club. Sposato earned a B.S. in liberal studies at SU, and his wife, Karen, earned a B.S. in elementary education and was a member of SU’s cheerleading squad and swim team. They have three children, Brooke, Frederick and Michael.
Sperry Van Ness-Miller Commercial Real Estate assists with Riverwalk Cleanup Program In July, Sperry Van Ness-Miller Commercial Real Estate participated in the Salisbury Area Chamber of Commerce’s RiverWalk Cleanup Program. As past participants, the Sperry Van Ness team came well prepared with 13 people to clean the walkways, riverbanks, and the waterway that runs through the area of downtown Salisbury. Market Street Inn kindly provided food to refresh the group once their task was complete. The Beautification Committee extends a big thank you to the Sperry team. From left are Henry Hanna, John McClellan, Bill Moore, Brenda West, Ann Morris, Teena Rice, Lindsay Moore, Rick Tilghman, Chris Peek, Karen Cherry; in the boat are Melanie Griffin, Bart Miller and Martin Fuhr. Photo by Megan Boyd
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Barometer
Business Journal • September 2009
PAGE 9
Salisbury-Ocean City-Wicomico Airport
Wicomico County Sales Tax Collections by category July ‘09
June ‘09
July ‘08
Food & Beverage
$1,317,404
$1,240,211
$1,368,256
Apparel
$304,388
$288,666
$339,684
General Merch.
$1,924,392
$1,764,730
$2,114,548
Automotive & Oil
$486,160
$432,983
$600,331
Furniture & Appl.
$204,096
$184,576
$289,911
Building Supplies
$759,236
$623,526
$922,653
Utilities & Trans.
$639,830
$612,131
$734,876
Hardware & Equip.
$249,100
$237,327
$245,643
Miscellaneous
$651,429
$590,779
$784,179
TOTAL
$6,536,035
$5,974,929
$7,400,081
Information courtesy of Comptroller of the Treasury, Retail Sales Tax Division.
July ‘08 . . . . . . . . . . . 11,572 August . . . . . . . . . . . 11,427 September . . . . . . . . . 9,641 October ‘08 . . . . . . . . 10,054 November ‘08 . . . . . . 8,889 December ‘08 . . . . . . . 8,590 2008 Total . . . . . . . 116,705
-1.8 -4.5 -1.6 -5.2 -3.2 2.1 -2.6
January ‘09 . . . . . . . . . 8,123 February . . . . . . . . . . . 7,310 March ‘09 . . . . . . . . . . 8,359 April ‘09 . . . . . . . . . . . 8,851 May ‘09 . . . . . . . . . . . 10,042 June ‘09 . . . . . . . . . . 10,957 July ‘09 . . . . . . . . . . . 12,300
-5.8 -13.1 -17.0 -5.0 -1.5 7.2 6.3
Airline Passengers Enplaned/Deplaned
The number in the right column is the percentage of change in passenger activity compared to the previous year.
National, State, County Unemployment Rates Jan Feb Mar Apr May
National
Jun
8.5
8.9
9.0
8.6
9.1
9.7
Maryland
6.7
7.2
6.9
6.6
7.1
7.5
Wicomico
9.1
9.4
9.2
8.1
8.2
8.5
Worcester
16.8
16.4
15.0
11.6
9.4
7.8
9.8
10.3
9.6
8.7
8.9
9.7
Somerset
Information courtesy of the Maryland Job Service at the One Stop Job Market. (Not seasonally adjusted.)
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Business Journal • September 2009
PAGE 10
Perdue to supply barley to ethanol bioprocessing facility Osage Bio Energy has entered into an exclusive agreement with Perdue AgriBusiness to source barley to operate its first barley-to-ethanol bioprocessing facility. Perdue, a leading grain supplier in the Southeast and Mid-Atlantic, is committed to working with local farmers to supply Osage Bio Energy with its barley needs for the Appomattox Bio Energy plant in Hopewell, Va., the first of its kind on the East Coast. Osage Bio Energy is creating a new agricultural economy for barley. The company will use barley as its primary feedstock in ethanol production, creating a viable and consistent local market for the crop. Osage Bio Energy also will produce a high-quality barley protein meal animal feed, along with renewable fuel pellets and food grade carbon dioxide. Barley offers local growers a number of benefits. As a winter crop, it can be planted in fields that might otherwise be
unused and provides growers with an incremental cash crop. Additionally, barley enables high soybean yields when double-cropped with soybeans. Osage Bio Energy’s goal is to procure all of its barley feedstock from within 100 miles of its facilities. “Osage Bio Energy has a strong business model dedicated to creating opportunities for local agriculture,” said Dick Willey, president of Perdue AgriBusiness. Perdue AgriBusiness is launching a barley contracting program for the 2009-2010 crop to supply the Appomattox Bio Energy plant, with plans to contract up to 30 million bushels. Growers interested in contracting barley for Osage Bio Energy should contact Steve Norris at Perdue AgriBusiness at steve.norris@perdue.com or 410-726-9104. For more information, visit www. perdueagribusiness.com.
WHAT YOU NEED FROM A BUILDER...
OPTIONS
Community Investment Committee Chairman, Bruce Bright and United Way Assistant Director, Aaron Reid celebrate United Way’s $1,135,000 investment in local nonprofit programs on the Lower Shore.
United Way distributes funds United Way of the Lower Eastern Shore recently announced a total community investment of $1,135,000 for local nonprofit programs and services in Wicomico, Worcester, Dorchester, and Somerset Counties. United Way’s Community Investment Committee, which is responsible for deciding where dollars are most
needed in the community, spent four months during the winter and spring
determining programs addressing the
most important and pressing needs on the Lower Shore.
The community investment will di-
rectly impact the lives of over 100,000 Lower Shore residents this year.
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Business Journal • September 2009
PAGE 11
Business Journal • September 2009
PAGE 12
Increasing net operating income in adversity By Rick Tilghman Declining commercial real estate markets created by turbulent economic times and ...the opportunities that exist in today’s worries of an uncertain future market climate go to those willing to can vex even the most expeadapt their operating philosophies. rienced property owners. While it’s very easy to get caught-up in the herd mentality of the pundits and other industry naysayers who Renegotiate with lenders portray a doomsday mentality, it’s conIn many cases today, lenders have no siderably more profitable to get creative idea what your property is worth, and in your approach to increasing your whether or not they’re under water on cash flow. your debt. Remember that more significant It is not uncommon to find properties and lasting wealth is created in down where the current debt far exceeds the markets than is ever created in robust current market value. markets. If you find yourself in a situation like However, the opportunities that exthis, it is quite possible to restructure ist in today’s market climate only go to your debt via a loan modification that those willing to adapt their operating can both reduce the principal amount philosophies to creative and flexible of the debt you owe, while immediately strategies and tactics. Here are seven improving your NOI (net operating indifferent strategies to increase your cash come). flow now.
Real Estate
Accelerate your depreciation
Even though cost segregation is nothing new, I’m amazed at the number of commercial real estate owners who have not taken advantage of the financial benefits that are so easily available to them. In a down market where times are tough, cost segregation is one of the few operating tactics that can immediately decrease your tax burden while increasing cash flow. The reason cost segregation is so valuable is that it can be applied when constructing a building, buying an asset, to an existing asset you currently operate, or in certain circumstances, years after disposing of a building so long as the year of disposition is open under the statute of limitations.
Use creative signage
If you view signage as just another item to negotiate with tenants, then you may be missing a significant opportunity. Depending on the size and location of your property, there are any number of companies who will pay you for the privilege of placing advertising on your building. The creative use of wallscapes, traditional and digital billboards, banners, and other forms of signage afford the possibility of increasing your revenue.
Monetize the sun
Depending on the size of your roof and the climate of the geographic area in which your building is located, you can place solar panels on the roof to generate energy.
You can receive federal and state tax credits as well as revenue from selling the energy. Alternatively, if you don’t want to deal with the time and expense of retrofitting your roof, you can turn the entire process over to solar energy aggregators by simply leasing the roof space and they’ll do all the work.
Can you hear me now?
Again, depending on location, as well as the carriers serving your market, mobile communications and wireless Internet providers may be willing to lease a portion of your property or roof space for cellular towers, Wi-Fi hot spots, etc.
Leverage that asphalt
Many property owners don’t leverage their weekend and evening parking capabilities. If you’re located in close proximity to sports arenas, conference venues, concert halls and the like you can easily turn your parking area into a revenue generator by leasing the parking concession to a third party, or doing it yourself. Alternatively, if you have significant parking space available, flea markets, farmers markets, car shows, gun & knife shows, hobby shows, etc., are always looking for large open areas on the weekends.
If at first you don’t succeed
If you have a large vacancy, consider using it as an opportunity to reposition your property for a higher and better use. A market shift that created the demise of a certain use or tenant mix may also present a significant opportunity for property owners to cater to a different use or tenant mix not affected by problems that plagued previous tenants.
Serve the community
Many churches and civic organizations need evening and weekend meeting space and are very willing to pay for it. These can be long-term relationships that can generate significant cash flow off of space that might normally go unused.
Find a partner
If you can’t continue to hold an asset based upon your current financial strength, or lack thereof, consider taking on a partner. Aside from all the usual suspects (lenders, investors, developers, other owners, etc.), an often overlooked category of partners are existing tenants. You may find a current or prospective tenant that wishes to transition from a lessee to a principal with a carried ownership interest. The opportunity to secure a source of additional liquidity and balance sheet strength could be just what it takes to hold onto a property in this market. The reality is that while many owners can take advantage of the items discussed above, not all principals are in a position to navigate current market complexities by riding out the tough times, and may need to consider cutting their losses. Whether you need help executing any of the strategies above, or need assistance in exiting a property while minimizing risk and loss, I can help. About the author Rick Tilghman serves as advisor for Sperry Van Ness/Miller Commercial Real Estate specializing in the sale and leasing of retail, medical and office properties in Eastern Maryland and Delaware. To reach him, email Rick.Tilghman@svn.com or call 410-543-2440.
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Business Journal • September 2009
PAGE 13
Task Force works to keep City of Salisbury safe By Susan Phillips
Housing Supervisor, Neighborhood Services & Code Compliance Department
In May 2005, former Mayor Barrie P. Tilghman created the City of Salisbury Neighborhood Services Task Force (NSTF). The Task Force is made up of representatives from the following departments: Neighborhood Services & Code Compliance (NSCC), Salisbury Police Department, Salisbury Fire Department, Salisbury Public Works Department, Building Permits and Inspections, and Wicomico County Fire Protection Services. The chairperson for the task force is Tom Stevenson, director of Neighborhood Services & Code Compliance. The mission of the NSTF is to emphasize public safety, focusing on the reduction of crime and fire hazards
while simultaneously enforcing housing codes and enhancing neighborhood beautification. The eventual goal of this coordinated effort is to increase community pride in our neighborhoods and appreciably advance the quality of life for our citizens. The NSTF serves to coordinate activities of various departments and promotes communication between those departments. For example, through the work of the task force, if police officers observe housing code violations, they know they can call on Neighborhood Services & Code Compliance to respond and investigate. The same is true when inspectors of Neighborhood Services view situations that need to be handled by the Police Department or Fire Department. These situations have paid tremen-
dous dividends, allowing the proper department to apply services and improve the quality of life for City residents. Members meet on a monthly basis to discuss any issues that fall under the jurisdiction of the NSTF or any of its member departments. The members also maintain a “Property Watch List” that is reviewed and updated monthly. These properties typically have violations and/or issues that fall within the enforcement of one or more departments. These properties are high priorities of each department. The “Property Watch List” is posted on the NSCC website at www.ci.salisbury.md.us. Monthly commercial inspections are also performed by the NSTF. Members meet to plan a 12 month schedule of commercial properties throughout the
City limits that may need a comprehensive inspection by each department. The inspections consist of code compliance, building codes and life safety issues. These inspections have proven to be very beneficial. Some very severe life safety issues have been found and corrected, saving damage, and most importantly potential loss of life. Mayor Jim Ireton adds, “At a recent Neighborhood Services Task Force meeting, I told the group that changing the face of Salisbury has its roots in a task force like this one. I applaud the creation of the group and will continue to utilize the group in implementing the vision that I brought with me in becoming mayor.” If anyone has questions regarding the Neighborhood Services Task Force, call the NSCC Department at 410-341-9550.
Monopoly tourney will benefit MCE
First Shore Federal President Marty Neat is Mr. Monopoly for the “Party on Park Place” Monopoly tournament sponsored by Maryland Capital Enterprises on Friday, Oct. 16, at Black Diamond Lodge in Fruitland. The evening includes a field of 24 players competing for the title of Delmarva Monopoly champion. The semi-formal gala includes dinner, a silent auction and live entertainment by Peter Wood, a Vegas style illusionist. Sponsorships, donations for the silent auction, tickets and registrations to play in the tourney are available until September 30. The tourney is the only Monopoly competition held on Delmarva approved by Hasbro, who holds the rights to the “fast-dealing property trading game.” Tournaments are held around the world. UMES is sponsoring its own team. WMDT TV Morning Show anchors Terrence Lee and Linda Kurtz will be on hand at the event. WMDT CW TV is serving as a media partner. MCE is a non-profit 501(c) (3) micro-business assistance organization that provides business counseling, training, technical assistance and loans to small businesses on Maryland’s Eastern Shore that have limited or no access to capital. For more information or to participate, contact Kristen Bacon at 410-546-1900.
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Business Journal • September 2009
PAGE 14
Businesses partner to offer youth work experience The Salisbury Area Chamber of Commerce Foundation, Telamon Corporation, the Wicomico County Board of Education (Parkside Career and Technology Center) and the Lower Shore Workforce Alliance partnered this summer to provide 80 youth (ages 14 to 21) with an opportunity to acquire job readiness and life skills along with a meaningful work experience. Accurate Optical, Wicomico Heating and Air, Lakeside Assisted Living at Mallard Landing and Market Street Inn reflect the diversity of work sites and skill sets these youth were able to take advantage of. Accurate Optical Jennifer Briddell Shores, director of advertising/marketing for Accurate Optical has taken interns from the Summer Youth Employment Program for the past few years. This year, Keishla Febres, an 18-year-old who graduated from high school in June, helped out in the advertising/marketing department. Keishla plans to attend Wor-Wic Community College in September with the career goal of obtaining a four year degree in education. Briddell Shores commented, “Since my intern and I had the pleasure of working together two summers ago, I have had the opportunity to see her mature dramatically this summer. Throughout the program this summer she has demonstrated responsibility and a stellar work ethic. She has been able to achieve knowledge and confidence that only an experience like the summer employment program can provide.” Lakeside Assisted Living at Mallard Landing Michelle Metz, activity director at Lakeside Assisted Living at Mallard Landing in Salisbury, took on intern, Chelsea Parsons a 20-year-old who previously worked as a GNA and enjoys working with the elderly. “Chelsea Parsons has benefited our activity program in several ways. She has aided us in executing daily activities with our residents. With her help, we’ve been able to run more concurrent activities as well as activities on the weekend. Her help on outings has been imperative for the safety of our residents. She has also been a big help in keeping com-
mon areas and bulletin boards decorated with monthly themes and/or holidays. Chelsea has also greatly helped engage residents through face-to-face encouragement or reminder phone calls,” explained Michelle Metz, activity director. Chelsea’s career goal is to obtain a degree in either social work or psychology. Wicomico Heating and Air Wicomico Heating and Air Owner, Vic Disharoon employed Brittany Wilkerson this summer as his summer intern. Brittany is 17-years-old and just completed 11th grade. She is an HVAC student at the Parkside Career and Technology Center. Disharoom commented, “The Summer Youth Program has provided us with motivated, temporary summer help, which helps our company to finish projects on time or earlier, while previewing future permanent employees.” Returning back to school this fall, Brittany is on track for her career goal of becoming a licensed HVAC journeyperson. Market Street Inn Ebony Thompson took advantage of the summer youth program and interned with Executive Chef, Joel Olive of Market Street Inn. Ebony is 18-years-old and graduated high school in June. She also received a certificate of completion from the Parkside Career and Technology Center in Culinary Arts. Joel Olive, executive chef, explained, “Ebony has learned the high standards of Market Street Inn and what it takes to keep those standards high. She always gave 100% and did what was asked of her. Market Street Inn has benefitted because Ebony was a very fast learner and did not require a large amount of supervision. She worked well with staff and was always able to brighten the mood of the staff.” Ebony is going to attend Baltimore International Culinary College in September and her career goal is to become a chef. In addition to the four employers featured in this article, the Salisbury Area Chamber of Commerce Foundation, Telamon Corporation, the Wicomico County Board of Education (Parkside Career and Technology Center) and the Lower Shore Workforce Alliance would like to thank the following employers
The Farmers & Planters Co. FARM - FEED - SEED - LAWN - GARDEN - WILDLIFE
Rt. 50 & Mill Street
Salisbury, MD 21801
410-749-7151 Phone www.farmersandplanters.com
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Jennifer Briddell Shores, director of advertising/marketing for Accurate Optical and Keishla Febres, summer intern.
Chelsea Parsons, summer intern at Lakeside Assisted Living at Mallard Landing, with Michelle Metz, activity director.
Brittany Wilkerson, summer intern for Wicomico Heating and Air with Vic Disharoon, owner of Wicomico Heating and Air. Ebony Thompson with Executive Chef, Joel Olive from Market Street Inn.
for participating in the youth summer employment program and providing a meaningful work experience: Bay Shore Services, Big Brothers/ Big Sisters, Christian Shelter, City of Fruitland Police Department, Crown Sports Center, Deaf Independent Living Association, Delmarva Homes, Goodwill Industries, Greater Salisbury Area Chamber of Commerce, Habitat for Humanity, Health South, Junior Achievement, Lower Shore Workforce Alliance, Mallard Landing, Mount Her-
mon Health Mart Pharmacy, Parkside Maintenance Department, Peninsula Regional Medical Center, Pepsi Bottling Ventures, Pohanka, Pohanka Body Shop, Salisbury University Dining Services, Salisbury University Horticulture/Grounds Department, Salisbury Urban Ministries, Salisbury Wicomico Arts Council, Salvation Army, Shore-Up, Inc., Telamon Corporation, Trinity Sterile, Wicomico County Department of Social Services, Wicomico County Library, Wicomico Heating and Air, Wicomico Partnership for Families and Children and Wor Wic Community College Maintenance Department.
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Business Journal • September 2009
PAGE 15
Choosing a site for a new County Main Library By Tom Hehman Library Director
After six months of investigation, architectural and engineering analysis and study, the Wicomico Public Library asked Salisbury City Council on June 1 to acquire Parking Lot 10 (facing the courts building to the West and fronting on Route 13 business to the East) as a site for a 72,000-square-foot new Main Library building. City Council President Louise Smith appointed a Joint Task Force of City, County and community representatives to study the issues of parking, access and development impact. The Task Force reported at the Aug. 3 City Council work session. Council split 3-2 in favor of the Library’s acquisition of Lot 10, but opposition has surfaced. How did the Library decide on Lot 10? The Library’s service area population is all 94,000 citizens of Wicomico County, spread over 400 square miles. Accordingly, visibility, accessibility and parking are primary requirements for a site. This site is highly visible from Route 13 Business and Route 50 Business. More than 34,000 vehicles drive past this site daily on Route 13 and with another 20,000 vehicles on Route 50. Local traffic along these roadways includes visits to schools, churches, grocery stores, shopping centers, post offices, restaurants, gas stations, convenience stores, Peninsula Regional Medical Center, doctor’s offices and
Salisbury University, among others. This site provides excellent access from the surrounding region. It offers good delivery and drop off access and is accessible from three sides. Maryland State Highway Administration District Engineer Donnie Drewer stated that current roadways, traffic directions and traffic signals would easily accommodate the additional traffic that would come to a new library building on Lot 10. The Centre Branch at the Centre at Salisbury opened its new and greatly expanded facility in June 2007, near an outside entrance and across from Chuck E. Cheese. The Branch’s usage numbers skyrocketed and it found new customers to whom it was visible and accessible for the first time. Despite a 10-year presence in the Centre at Salisbury in various places, many people did not know it was there. Macerich Corporation, managers of the Centre at Salisbury, provides 2,700 square feet of prime retail space to the Centre Branch lease-free, based on its value to the community as well as the merchants and shoppers at the Centre. The Pittsville branch opened on Jan. 17, 2006 in a small trailer located behind Pittsville Elementary and Middle School. On June 30, the new Branch opened in front of the school, highly visible and accessible from Old Ocean City Road. Again, usage numbers are skyrocketing, with many first time visitors saying, “I didn’t know there was a
library in Pittsville!” Visibility and accessibility made the difference. Lot 10’s nearly three-acre size and 18’ vertical drop allow ample space for the building footprint and onsite parking, possibly some under the building. In various customer surveys over the years, Main Library customers have said their number one concern is convenient, onsite parking, without having to cross a public street with small children in tow. Seniors and those with mobility issues feel the same way. New public library buildings can serve as a stimulus for economic development, but that is not a guaranteed outcome. Locating the library on Lot 10 may catalyze development and investment on the eastern edge of Historic Downtown and invite users Downtown by providing a gateway and economic development anchor. A new, attractive, highly visible Main Library would provide a permanent beacon announcing the beginning of Historic Downtown Salisbury. What would McDonald’s do? From a recent book on public library buildings: An important consideration is to locate a library near or en route to places where people need to go regularly. Koontz notes that it costs money to go to a grocery store, that is, there are travel expenses, not just the costs of grocerie. An isolated location away from normal travel routes will not at-
What would Thomas Jefferson do? Scholar Vartan Gregorian wrote: In our democratic society, the library stands for hope, for learning, for progress, for literacy, for self-improvement and for civic engagement. The library is a symbol of opportunity, citizenship, equality, freedom of speech and freedom of thought, and hence, it is a symbol of democracy itself. It is a critical component in the free exchange of information, which is at the heart of our democracy. In these challenging times, the Library cannot afford to fail in its mission of “Supporting Learning, Building Community and Enriching Lives.” A highly visible, easily accessible site with adequate onsite parking is essential to creating a successful new Main Library for all Wicomico County citizens.
effectively decrease harmful emissions and corrosion, while increasing cetane number and engine and system efficiency. This will benefit commercial trucking, farming, marine and residential heating customers. Salisbury-based Tilghman Oil, Inc. is a family owned business that has been operating in Maryland since 1952. The
company serves the area’s residential heating needs as well as commercial fleets and marinas with quality diesel fuel. “Monster Diesel gives Tilghman Oil the ability to offer a true premium grade diesel fuel to our customers,” says Pat Tilghman, president of Tilghman Oil, Inc. “But, perhaps just as important, it helps produce a greener, more envi-
ronmentally friendly fuel option to our customers.” “We are privileged to be working with such a respected and long standing family owned and operated business as Tilghman Oil,” said Christina M. Angel, national sales manager of Alkane, Inc. For more information about Tilghman Oil, contact 410-742-7232 or info@tilghmanoil.com.
tract users, and the library will fail in its mission. William Sannwald advises locating near a fast food outlet for the simple reason that people go there. The Library’s mission Most of all, the Wicomico Public Library’s mission is “Supporting Learning, Building Community, Enriching Lives” for all 94,000 residents spread over 400 square miles of Wicomico County. This site offers the greatest possibility for increasing usage, serving the greatest number of Wicomico County residents and providing the best value for the public dollars invested.
Tilghman Oil forms partnership with Alkane, Inc. Alkane, Inc. and Tilghman Oil, Inc. will partner to offer businesses and consumers an environmentally friendly, affordable premium grade diesel fuel and home heating oil. The family owned and operated Tilghman Oil, Inc. will begin blending diesel fuel additive, Monster Diesel, into its oil and fuel products. The addition of Monster Diesel will
Business Journal • September 2009
PAGE 16
Investing
It’s time to educate yourself about smart investing By Kelley Selph If you have children at home, you’re no doubt aware that it’s the traditional backto-school time. But even if your days of parent-teacher conferences are in the past, or even in the future, you can still find a place in your life for education — and you might want to start by educating yourself about investing. To get the most out of your investment education, ask yourself these questions: • What are my goals? Your financial goals should drive your investment decisions. You probably have short-term goals, such as making a down payment on a home or paying for a vacation, and long-term goals, such as saving for your children’s college education or building resources for your retirement. Once you’ve identified your goals, you can create an investment strategy to help
The investment world can be complex, so the more knowledge you have on your side, the better off you’ll be. achieve them. • What is my risk tolerance? Selfawareness is important in every aspect of life — including your approach to investing. As you create your investment portfolio, you need to understand your own views on risk. Would you consider yourself an aggressive investor — that is, someone who can accept a relatively higher degree of investment risk in exchange for potentially higher returns? Or are you a more conservative investor — someone who is willing to
WETIPQUIN BRIDGE - Past County Councilman Ed Taylor, County Councilwoman Stevie Prettyman and County Executive Rick Pollitt, along with local residents, celebrated the completion of the long awaited Wetipquin Bridge on July 28. This bridge reconnects a portion of the southwest corner of Wicomico County and has been raised to allow more boat traffic to pass through the Wetipquin Creek.
take lower returns in exchange for lower potential risk? Or perhaps you’re a moderate investor, less risk-averse than some but less aggressive than others. However you’d characterize yourself, it’s essential that you factor in your risk tolerance when choosing investments. Otherwise, you’ll likely end up causing yourself needless worry over your investment portfolio’s performance. • When should I make changes to my investments? Once you’ve built an investment portfolio, you shouldn’t leave it on “autopilot.” Over time, you most likely will need to add new investments or sell others. However, try to avoid selling quality investments just because their share price has dropped — they may still have good long-term prospects. In general, you should sell an investment under certain circumstances. For example, if your goals have changed, you may find the need to sell some investments and purchase others. You may decide to sell an investment if it’s no longer what it was when you purchased it. For example, maybe
you’re invested in a company whose products are less competitive than they once were, or perhaps the company belongs to an industry now in decline. And finally, if your portfolio has become “overweighted” with certain types of investments, you may decide to sell some of them to bring your holdings back into balance, based on your goals, risk tolerance and time horizon. • Whom should I consult for help? You can do a lot to educate yourself about investing — but when it comes to making the right choices for your future, you may need help. A professional financial advisor who is familiar with your family situation, short- and longterm goals and investment preferences can help you build and maintain a portfolio that can help meet your needs. The investment world can be complex, so the more knowledge you have on your side, the better off you’ll be. Take the time to learn as much as you can about investing. It’s an education that can pay off in the long run.
Business Journal • September 2009
PAGE 17
Showcase your business at ChamberFest ‘09 The 2009 ChamberFest is right around the corner and will be the per-
fect opportunity to connect with potential customers this fall. Held at The Centre at Salisbury on Friday and Saturday, Oct. 16-17, this year’s ChamberFest will be a terrific and cost effective marketing opportunity for Chamber members to promote and sell their products and services to the tens of thousands of people who visit the mall every day. In these challenging economic conditions, it is more important than ever to have a presence at key events like the ChamberFest. What is ChamberFest? It is a business-to-consumer showcase that provides a chance for Chamber members and prospective Chamber members to have a booth at The Centre at Salisbury. With over six million visitors annually, The Centre at Salisbury is a super regional shopping mall that serves portions of Maryland, Virginia and Delaware. With no other regional mall competition within 50 miles, it serves as the retail hub of our area. Typical numbers for Friday are 18,000-20,000 people and even higher on Saturday at 22,000-25,000, which
clude a space of approximately 10 feet with a table and two chairs. Electricity and other special support can be arranged, but space is limited. If you sign up before Sept. 11, the fee for the twoday showcase is $175; after, the cost is $200. We will again be partnering with the One-Stop Job Market to hold a job fair on the Thursday before ChamberFest at the mall from 3:30 to 7 p.m. Contact the Chamber for more information or visit www.salisburyarea.com. Additionally, the Chamber is developing a program of entertainment for the business showcase. The Chamber seeks local clubs and organizations (dance teams, karate groups, etc.) to perform on stage during ChamberFest weekend.
The Centre at Salisbury is the site of the 2009 ChamberFest. Photo by Daniel Richardson
makes this a valuable marketing opportunity for your business. This event relies on the thousands of people who visit the mall during the weekend as potential customers. ChamberFest provides Chamber members with the opportunity to showcase their
business, spotlight services, sample products, and network and build relationships with area businesses and consumers. Booths will be displayed throughout the mall directly in the flow of the busy weekend traffic. Each booth will in-
How do I sign up? Visit www.salisburyarea.com to obtain registration forms for ChamberFest and the Job Fair. For more information on booth spaces, performing, or volunteering at the free advice booth, contact Shannon Mitchell at the Salisbury Area Chamber of Commerce at 410-7490144 or email chamber@salisburyarea. com. Let the Chamber help you “Get Connected” today!
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Business Journal • September 2009
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AWB Engineers celebrates 30 years on Delmarva By Lynn R. Parks
W
BUSINESS & SUPERVISION
hen Andrew W. Booth founded his engineering firm in 1979, he intended it to be a “company that provided across-the-board services” for owners, developers and contractors. Thirty years later, Booth says, AWB Engineers in Salisbury is just that. “I could not be prouder of this company,” says Booth, who is semi-retired and still serves as chairman of AWB’s five-member board. “I only work 120 days a year, and I find it very difficult to limit myself to that. This is a great organization whose employees are committed to a strong work ethic. And we do what we say we’re going to do.” “We have a fantastic group of people here,” adds Matt Smith, principal engineer and president. “They work very hard and take personal ownership in the projects they are working on.” AWB provides services in all construction disciplines: electrical, mechanical, structural and civil engineering as well as architecture. While it designs and oversees construction of many types of buildings, including hotels, auto dealerships, fire halls and community buildings, its niche, Smith says, is projects connected with food processing: feed mills, poultry processing plants, hatch-
eries and cold storage buildings. Over the years, AWB has completed multiple projects for all the local poultry integrators: Perdue, Mountaire, Allens and Tyson at all plants on Delmarva. They have also done projects for a Chinese processor in Brooklyn, N.Y., another for the largest Kosher Poultry processor (at the time) and at the largest turkey plant in the world. The company completes close to 250 projects a year. At any one time, Smith says, it has about 60 projects in the works. In the last five years, Booth says, the company’s business has doubled. “Matt Smith and [principal engineer and executive vice president] Matt Drew have been very innovative in expanding business and at the same time keeping to the overall integrity of the company,” he adds. And members of the board — in addition to Booth, Smith and Drew, the board includes Kevin Oldland, principal architect, and John Shahan, principal engineer — want to do more projects. “Andy has brought an incredibly strong company to us and we look forward to developing it and making it even stronger,” says Drew. To continue to increase its volume of business, Smith says, the company will play on its strengths, primarily its abil-
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ity to provide integrated services with multiple disciplines. “Engineering firms usually have one
or two disciplines, structural and architectural maybe, and then when you need mechanical engineering you have to go
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Business Journal’s
Technology edition
Next month’s edition of the Business Journal will focus on technology and its impact on today’s business community. Contact Emily Rantz at 410.749.0144 or email mspublications@gmail.com
Business Journal • September 2009 to a different firm and when you need electrical engineering you have to go to yet another firm,” he says. “We have all of those in one house.” AWB uses new building information modeling (BIM) software that allows it to combine design details from all of those disciplines in one model. “That makes the building easier to build and means that there are fewer mistakes,” Smith says. The company also maintains good relationships with the many building contractors with which it does projects. “We include the contractors at every level of planning and building,” Drew says. “The contractor is a very important member of the process.” Another selling point, adds Booth, is AWB’s record keeping. “We have a very sophisticated archive system, with data on the very first jobs that we did,” he says. The earliest building plans were actual drawings, preserved on paper. Records from later jobs, Booth says, are stored on computers. Booth, who is trained as a structural engineer, started his company, formally titled Andrew W. Booth and Associates Inc., in the basement of his Salisbury home. He had just one employee and his wife served as secretary. Just two years later, in 1981, AWB moved into space that Booth leased in the former Webcraft building in Northwood Industrial Park. In 1985, Booth and Ron Gore with Nationwide Insurance constructed a building at Priscilla Street and U.S. 13 and Booth moved his company onto the second floor. The company made another move in 1991, into a new building on North-
wood Drive. In 2006, AWB doubled the size of the building, to 10,000 square feet. The company remains there still. AWB Engineers has 20 employees, half of whom are registered professionals. It is registered to do business in 20 states as well as in the District of Columbia. It has worked on projects across the country, including several for which it won awards. In November, it was awarded the top prize by the Design-Build Institute of America for projects over $15 million for a 360,000 square foot food distribution facility and office that it designed in Knoxville, Tenn., for Sysco Food Services. Contractor was BE&K Building Group, Greenville, S.C. “I think that the building’s architectural features really stood out,” Smith says. “The offices are very high end. We used green technologies, including insulated panels in the warehouse. And our building cost per square foot was low — it was a good value for the client.” AWB also won a national award for additions it built for a Bell & Evans poultry processing plant in Fredericksburg, Pa., owned by Farmer’s Pride. The company designed a new evisceration and chilling area, including installation of new technology that uses air instead of water to cool chickens. Eliminating water “reduces the potential of cross contamination,” Shahan says. That construction had to be completed while the plant remained in operation. In 2005, Food Engineering magazine named the Farmer’s Pride plant expansion the “project of the year.”
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United Way makes donation to Horizons From left, Tony Sarbanes, United Way volunteer; Kathleen Mommé, United Way executive director; Harlan Eagle, Horizons executive director; Terry Greenwood, Horizons board president; and Bill Middleton, United Way past president and Horizons board member, celebrate Horizons’ $6,788 in funding from the United Way of the Lower Eastern Shore. The Horizons program provides elementary-aged students from economically disadvantaged backgrounds with a wide array of academic, social and recreational activities.
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Blood Challenge continues
Perdue employee Glenn Costa is an engineer by trade – but one of his passions is recruiting blood donors. His wife, Cindy, recently lost her life to lung cancer, and Glenn is honoring her legacy by continuing her dedication to service. As an EMT with the Allen Volunteer Fire Department in Allen, Cindy saw the tremendous need for blood to treat patients with every kind of illness. In March 2007, Cindy was diagnosed with lung cancer and needed chemotherapy, radiation and numerous blood transfusions throughout her treatments. “Those transfusions made an immeasurable difference. There was life again,” said Glenn. Glenn encourages all of his coworkers at Perdue and their families to participate in this year’s Summer Blood Challenge (SBC) by giving blood or becoming Blood Bank members. The Challenge continues through Sept. 5. For more information, call 1-888-8-BLOOD-8 or visit www.delmarvablood.org.
Dr. Lavelle joins PRMC
John Lavelle, MD was recently granted active staff membership with clinical privileges in the Department of Pathology at Peninsula Regional Medical Center. Dr. Lavelle, a specialist in Pathology, received his medical degree from the UniverDr. Lavelle sity of Alabama in Birmingham, Ala., where he also completed an internship and residency. Dr. Lavelle also completed two fellowships, one at the University of Virginia in Charlottesville, Va. and another at the University of Louisville School of Medicine in Louisville, Ky. Dr. Lavelle is board-certified by the American Board of Pathology and has joined Peninsula Pathology Associates, P.A. in Salisbury.
Dr. Tabatabai joins PRMC
Sayed Tabatabai, MD was recently granted active staff membership with clinical and admitting privileges in the Department of Medicine, Specialty of Nephrology at PeninDr. Tabatabai sula Regional Medical Center. Dr. Tabatabai, a specialist in Internal Medicine and Nephrology, received his medical degree from Albany Medical
Business Journal • September 2009
Health
College in Albany, N.Y. He completed his residency at Tufts Medical Center in Boston, Mass. and a fellowship at Johns Hopkins Hospital in Baltimore. Dr. Tabatabai is board-certified by the American Board of Internal Medicine and has joined Peninsula Nephrology Associates, P.A. in Salisbury.
Dr. DelliGatti joins PRMC
Brian DelliGatti, MD was recently granted active staff membership with clinical privileges in the Department of Emergency Services at Peninsula Regional Medical Center. Dr. DelliGatti Dr. DelliGatti, an Emergency Medicine specialist, received his medical degree from the University of Maryland School of Medicine in Baltimore. He completed both his internship and residency training at the University of North Carolina School of Medicine in Chapel Hill, N.C. Dr. DelliGatti is board-certified by the American Board of Emergency Medicine. He has joined Emergency Services Associates, PA in Salisbury, and is providing emergency care in Peninsula Regional’s Robert T. Adkins, M.D. Emergency/Trauma Center.
Dr. Haverty joins PRMC
Sara Haverty, MD was recently granted active staff membership with clinical and admitting privileges in the Department of Obstetrics and Gynecology at Peninsula Regional Dr. Haverty Medical Center. Dr. Haverty, an OB/ GYN specialist, received her medical degree from George Washington University in Washington, D.C. She completed her internship and residency at Thomas Jefferson University Hospital in Philadelphia, Pa. Dr. Haverty is board-certified by the American Board of Obstetrics and Gynecology and has joined Eastern Shore Obstetrics and Gynecology, a division of TLCCS, Inc.
Luttrell joins PRMC
Kelli Luttrell, DO was recently granted active staff membership with clinical and admitting privileges in the Department of Obstetrics and Gynecology at Peninsula Regional Medical Center. Dr. Luttrell, an OB/GYN specialist, received her medical degree from Nova
Southeastern University in Fort Lauderdale, Fla. She completed both her internship and residency at University of Tennessee Medical Center in Knoxville, Tenn. Dr. Luttrell is boardDr. Luttrell certified by the American Board of Obstetrics and Gynecology and has joined Eastern Shore Obstetrics and Gynecology, a division of TLCCS, Inc.
Nursing scholarships available
The Salisbury University Department of Nursing has received funding to award eight scholarships from the Robert Wood Johnson Foundation (RWJF) through the RWJF New Careers in Nursing Scholarship Program. Grants will be used for scholarships to maximize diversity and increase the quantity of students enrolled in Salisbury University’s accelerated baccalaureate nursing program. This significant national initiative, launched by RWJF and the American
Association of Colleges of Nursing (AACN), aims to help alleviate the nation’s nursing shortage by dramatically expanding the pipeline of students in accelerated nursing programs. Scholarships in the amount of $10,000 each will be distributed to entry-level nursing students in accelerated programs during the 2009-2010 academic year. The RWJF New Careers in Nursing Scholarship Program supports accelerated programs, which offer the most efficient route to licensure as a registered nurse for adults who have already completed a baccalaureate or graduate degree in a discipline other than nursing.
PRMC named top performer
Peninsula Regional Medical Center has been named a top performer in a Centers for Medicare & Medicaid Services (CMS), Premier healthcare alliance value-based purchasing (VBP) project that rewards hospitals for delivering high quality care in five clinical areas. The Hospital Quality Incentive
Business Journal • September 2009 Demonstration (HQID) project tracks process and outcome measures in five clinical areas – acute myocardial infarction (AMI or heart attack), heart failure, coronary artery bypass graft (open heart surgery), pneumonia, and hip and knee replacement. Based on fourth-year results from the project, Peninsula Regional earned a total of six Top Improvement and Attainment Awards in all five possible clinical areas. Peninsula Regional Medical Center was also awarded Joint Commission Disease-Specific Care Certification for the treatment of Acute MI. PRMC is the only hospital or medical center in Maryland, Delaware or Washington, D.C. to hold this prestigious distinction. Improvements in quality of care saved an estimated 2,500 acute myocardial infarction (AMI/heart attack) patients across the first three years of the project, according to an analysis of mortality rates at hospitals participating in the project. In addition, patients received approximately 300,000 additional recommended evidence-based clinical quality measures, such as smoking cessation, discharge instructions and pneumococcal vaccination. Due to its successes, the Medical Center will receive a bonus payment of
$88,655 from CMS. The HQID is the first national project of its kind, designed to determine if economic incentives to hospitals are effective at improving the quality of inpatient care.
PRMC receives 5-star rating
U.S. News and World Report recently awarded the Transitional Care Unit (TCU) at Peninsula Regional Medical Center a 5-Star overall rating for the quality of care provided to its residents in a July “Best Nursing Homes” report. Peninsula Regional’s TCU was one of 32 skilled nursing facilities in Maryland to earn the 5-Star designation, indicating it is performing “far above average” when compared to the other 15,500 nursing homes in the United States. Peninsula Regional’s TCU was awarded 13 out of a possible 15 stars in the three categories U.S. News and World Report used to determine a center’s overall rating; Health Inspection, Nurse Staffing and Quality Measures. The Transitional Care Unit at Peninsula Regional Medical Center is a clinically staffed, skilled nursing facility that provides treatment for patients who no longer require inpatient care, but are in transition between returning home or moving into an extended care facility.
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Maryland’s health insurance subsidy program is renewed
By Lynn Creasy
Great news – Maryland’s health insurance subsidy program has renewed with higher amounts available starting in October. The Maryland Health Insurance Partnership is up and running. The program began in September 2008 to subsidize health insurance premiums for small businesses and their employees. Small businesses located in Maryland that meet certain qualifications can participate. These include: • at least two and no more than nine full-time employees (full-time is defined as any individual who is not a temporary, seasonal, or substitute employee and works 30 hours or more per week. Owners and partners working more than 30 hours per week at the business count as full-time employees); • the business has not offered insurance to its employees in the most recent 12 months; and • the average wage of the full-time employees is below $50,000. Employers should select a health insurance broker/agent who will assist with the subsidy application pro-
cess. The employer will provide the required information in an application for health insurance plus additional information about the wages of each full-time employee. Based on that information, the broker/agent will calculate the total subsidy per employee for different health plans as well as the total cost to the employer after the subsidy is applied. The employer and broker/agent will then work together to select a small employer health benefit plan that includes a wellness benefit. CareFirst, Coventry Healthcare, United Healthcare and Aetna will be participating carriers providing the benefit plans and required wellness benefits. To learn more about the Health Insurance Partnership, see your insurance broker/agent promptly about qualifying. Additional information is also available at http://mhcc.maryland.gov/partnership/. About the author Lynn Creasy is an account executive with Innovative Benefit Solutions. You can reach her at 410-213-8338.
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Business Journal • September 2009
PRMC publishes new research The heart surgery team at Peninsula Regional Medical Center’s Guerrieri Heart & Vascular Institute has recently published several ground-breaking research articles in well-respected medical journals. These studies were performed on patients with end-staged coronary artery blockages and debilitating angina (heart and chest pain). Kurt Wehberg, MD, a cardiothoracic surgeon at the Guerrieri Heart & Vascular Institute, presented these research studies at several international medical conferences in San Francisco, Calif.; Milan, Italy; Miami, Fla.; and Kona, Hawaii. In the medical journal, Cell Transplantation, which is the premier medical journal for stem cell research, Dr. Wehberg and his colleagues presented a ground-breaking study in which platelet rich plasma (PRP) - which contains a patient’s own stem cells and healing growth factors - was injected around Transmyocardial Revascularization
(TMR) heart laser channels in patients with end-staged coronary artery disease. This study found that 80% of patients had complete resolution of their debilitating chest pains, and that the injections improved heart function by 8% within six months. Dr. Wehberg and senior Cardiothoracic Intensive Care Unit nurse Debra Jackson, CSC, CCRN, published an article, “Fast-track TMR” in which 80% of patients undergoing minimally invasive heart laser TMR were discharged to home within 23 hours after the procedure. This is the first study ever to demonstrate that patients undergoing a major open heart surgery can be safely discharged to home within 24 hours and back to a normal life within weeks, and without the debilitating heart pain. Other research articles published by Dr. Wehberg’s team demonstrate improved outcomes and fewer complications when the TMR laser was added to traditional bypass operations in patients with end-staged coronary blockages.
From left are Carlos Mir, market manager for the ADA on Delmarva; Sandra Sturgis; Community Foundation President Dr. Spicer Bell; and ADA Marketing Intern Matthew Horst.
Diabetes program is approved The diabetes self-management education program at McCready Memorial Hospital has received the prestigious American Diabetes Association Education Recognition Certificate – the ADA’s official sanction. The certificate signifies that the program offers the high-quality education that is an essential component of effective diabetes treatment. The certificate is good for three years before the program’s application is reviewed again. An important aspect of the association’s recognition is that it means the diabetes program is staffed by knowledgeable health professionals who
adhere to the national standards. McCready’s program is led by diabetes nurse educator Sandra Sturgis, R.N. The diabetes education program at McCready Hospital was initiated by Sturgis with the aid of a Community Foundation of the Eastern Shore community needs grant of nearly $7,000 and a supplemental grant from the Kota and Bina Chandrasekhara Fund administered by the Community Foundation. Any area diabetic who wishes to register for McCready’s diabetes selfmanagement education course will need a prescription. For more information, contact Sturgis at 410-968-3194.
HEART PROGRAM MOBILE - The Women’s Heart Program at Peninsula Regional Medical Center’s Guerrieri Heart & Vascular Institute, is going mobile. On Friday, Sept. 11 and Monday, Sept. 14, the non-invasive screening assessment for heart disease will be offered to women aboard the Wagner Wellness Van. The Medical Center’s mobile health services van will be located at Peninsula Regional’s Maintenance Cardiovascular and Pulmonary Rehabilitation & Preventive Cardiology Program office in the Berlin Shopping Center at the intersection of Routes 50 and 346 in Berlin. Two screening appointments will be available per hour from 8 a.m. until noon on both days and appointments are required. For more information or to set up an appointment, call 410-543-7026.
Business Journal • September 2009
Personnel File
Tolley receives license
Andrews, Miller & Associates, a Division of Davis, Bowen & Friedel, Inc., congratulates Eric Tolley on the completion of the State of Virginia Land Surveyors licensing examination. Tolley has been affiliated with Andrews, Miller & Associates Tolley since 1997 and has been in charge of all survey operations at the firm since 2002. He has held his Maryland Property Line Surveyors license since 1989 and has been a part of the surveying profession since 1982. Tolley performs surveying services at Andrews, Miller & Associates in the firm’s Cambridge office.
ing and construction. He brings over 15 years of construction experience focusing on higher education, institutional and corporate clients. Craig Hawkins has been appointed director of Nason’s Federal/Military Division. Craig is a Nason veteran with over 25 years of industry experience. He will focus on both federal and military markets including work associated with BRAC and the American Recovery and Reinvestment Act. Fred Doster, who joined Nason in 2002, has been promoted to project executive in charge of Nason’s Delmarva Division. “The addition of the Federal/Military Division will allow Nason to take advantage of the current economic situation with federal work through the President’s stimulus plan,” said Tom Nason.
Dr. Fredericksen elected to board Perdue announces changes Dr. John Fredericksen, superintendent of Wicomico County Public Schools, has been elected to serve on the board of directors of Junior Achievement of the Eastern Shore. “I’m very pleased to work with the Junior Achievement Board as an opportunity to help grow business knowledge and education in our school system. Our collaboration holds the promise of helping our community grow it’s own crop of entrepreneurs, ready to make a difference in the lives of our fellow residents and the larger world.” For more information, visit www. ja.org.
Gilkerson passes exam
Sperry Van Ness – Miller Commercial Real Estate announces that Joey Gilkerson has passed the Maryland Real Estate Exam and will obtain a Maryland Real Estate license. Gilkerson is an intern with Sperry Van Ness – Miller assisting Senior Advisor, Bradley Gillis, CCIM. Before joining Sperry Van Ness – Miller, Joey founded the real estate investment company Gilkerson Properties, LLC. He is entering his junior year in the Perdue School of Business at Salisbury University as a Finance major. He also plans to earn the ranks of CCIM, a designation given to recognized experts in the disciplines of commercial and investment real estate.
Nason announces promotions
Nason Construction announces the hiring of a new corporate vice president of operations and promotions of key members of the Nason leadership team. John Cacciola, PE, LEED AP was hired as vice president of operations and comes to Nason Construction from Villanova University where he served as assistant vice president for engineer-
Perdue Inc. has announced several changes within the company’s senior management team: Jim Leighton has been named Foodservice Division president; Clint Rivers is senior vice president of Operations and Supply Chain Management; and Luis A. Luna is vice president of Corporate Communications. Jim Leighton has been named president of the Foodservice Division of the Perdue Food Products Group, effective April 6. He also assumes additional responsibility for the international channel. Leighton, who brings more than 25 years of food industry experience, joined Perdue in 2006 as senior vice president of Operations and Supply Chain Management. Before joining Perdue, he was senior vice president of Operations at ConAgra Foods, and held positions of increasing responsibility with Hain Celestial Food Group, Celestial Seasonings Inc., Nabisco and Richland Bakeries Inc. Clint Rivers has joined Perdue as senior vice president of Operations and Supply Chain Management, effective July 7. He brings more than 28 years of food industry experience to Perdue and was most recently president and chief executive officer with Pilgrim’s Pride Corp. Luis A. Luna was named vice president of Corporate Communications, effective Aug. 3. Luna, who grew up on Maryland’s Eastern Shore, was most recently a senior advisor for the U.S. Senate Committee on Environment and Public Works. He earned a law degree from Georgetown University Law Center in 1987. Luna holds a bachelor of arts in government and politics with a minor in journalism from the University of Maryland, College Park.
PRMC reorganizes department
Peninsula Regional Medical Center announces the reorganization of its former, combined Community Relations & Marketing Department. Donna I. Richardson has been named the director of Marketing and Roger A. Follebout Jr. has been appointed the director of Community Relations. “The ways in which we provide assistance to our patients and our communities and keep them informed of advancements at our Medical Center have changed tremendously in just the past few years,” said Peggy Naleppa, Peninsula Regional president. Richardson, who has been with PRMC since 1984 as director of Community Relations & Marketing, graduated from Syracuse University with a BFA degree, and has over 30 years experience in advertising, design and marketing. Follebout, who joined the Medical Center in 1998 as a Community Relations & Marketing specialist, has most recently served as the department’s manager since 2006. He is a graduate of the University of Maryland Eastern Shore with a BGS degree Telecommunications emphasis, and is a former television broadcast journalist. The Community Relations team and the Marketing team will continue to work closely in the internal and external promotion of PRMC.
Two receive LEED certification
AWB Engineers announce that Chadwick Stewart, LEED AP and Matthew M. Morgan, LEED AP, have obtained LEED certification through the U.S. Green Building Council (USGBC) AND Green Building Certification Institute (GBCI). Leadership in Energy and Environmental Design (LEED) is the accepted benchmark for the design, construction, commissioning and operation of environmentally friendly “green” buildings across the United States. Stewart joined AWB Engineers in 2006. He resides in Fruitland with his wife, Maria, and four children. Morgan, who graduated from the University of Maryland – College Park with a degree in Mechanical Engineering, has five years of experience in mechanical design. He resides in Salisbury.
Kissam joins St. Peter’s Church St. Peter’s Episcopal Church in Salisbury announces the arrival of new rector, the Rev. Todd Wm. Kissam and his wife Heather. Father Todd comes from the Church of Our Saviour, Brookland
Kissam
PAGE 23
Parish in Washington, D.C. His background includes serving nearly 10 years with the Conventual Franciscan Friars, hospital chaplaincy, teaching, and ministry with the Spanish speaking. Fr. Todd’s wife Heather is a librarian and archivist in Washington, D.C.
Yucel earns recognition
Andrews, Miller & Associates (AMA), a division of Davis, Bowen & Friedel, Inc., announces that Oner Yucel, Ph.D., P.E. has advanced through the American Society of Civil Engineers (ASCE) to the grade of Life Member. Dr. Yucel, who resides in Annapolis, was Yucel formally honored for this achievement at the ASCE Membership Appreciation Dinner in June at the Baltimore Museum of Industry. Dr. Yucel has over 43 years of teaching, research and practical engineering experience in the general area of civil site engineering. He earned his bachelor’s and master’s degrees from Middle East Technical University (METU) in 1965 and 1966, respectively, and his Ph.D., as a Fulbright Scholar, from Lehigh University in 1973.
Two join DEF board
The board of directors of the Delmarva Education Foundation (DEF) has elected two new members, Jane Richstein of Chincoteague, Va., and Vernon Rivers of Salisbury. Richstein spent more than 20 years as a college access program director and counselor in Boston and Washington, D.C. Richstein and now owns Sundial Books in Chincoteague with her husband. Rivers and his wife moved to Salisbury after both retired from careers in upstate New York, where Mr. Rivers taught for 12 years and was a Rivers principal for 20. He finished hs career in education as director of Professional Services for the Brewster, N.Y. school district. The Delmarva Education Foundation is a nonprofit organization that works to improve educational opportunities for residents of all ages on the Lower Delmarva Peninsula, using a regional approach, focusing on access and quality. For more information, visit www. delmarved.org.
Business Journal • September 2009
PAGE 24
Harleston chosen as conductor
Dr. Sheila McDonald Harleston, director of choral activities at the University of Maryland Eastern Shore, was one of four conductors during a performance of “The 105 Voices of History,” the nation’s first Historically Black Colleges and Universities (HBCUs) national choir. The choir performed at the Kennedy Center in Washington, D.C. at Dr. Harleston the end of August. Two of UMES’ Concert Choir members and music education majors, Amma Debrah and Shakia Paylor, were chosen to perform in the choir. Under Harleston’s 19-year direction, the UMES Concert Choir has performed nationally and internationally. She holds a bachelor’s and master’s degree from Norfolk State University and a Doctor of Education from Wilmington University.
HRM program accredited
The University of Maryland Eastern Shore Hotel and Restaurant Management (HRM) Program has been granted accreditation by the Accreditation Commission for Programs in Hospitality (ACPHA). Among the University System of Maryland schools, the Hotel and Restaurant Management Program is unique to UMES. The Princess Anne location is aug-
Education mented by an additional upper division program of HRM study situated at the Universities at Shady Grove in Rockville. The UMES HRM degree program celebrates a 100 percent placement rate for its graduates with such prestigious national and international industry giants as Marriott and Hyatt Hotels, T.G.I.Friday’s and Red Lobster Restaurants and more. Graduates of the newly accredited program, beginning in December, will receive the designation of Certified Hospitality Graduate (CHG), an industry endorsed designation that will distinguish graduates of accredited programs. The HRM Department is fast approaching the culmination of a goal to boast a 100 percent Certified Hospitality Educator (CHE) faculty as determined by the American Hotel and Lodging Association - Educational Foundation. For more information, call the HRM department at 410-651-6563.
May co-authors book
In 1905, mathematician R.L. Moore developed a unique teaching method using no textbooks, no lectures and no conferring. More than a century later, Dr. E. Lee May of Salisbury University’s Mathematics and Computer Science Department has taught hundreds of students using an adapted version of that method. Now, he’s helping others do the same as a co-author of the Mathematics Association of America’s The Moore Method: A Pathway to Learner-Centered Instruction.
May includes a sample syllabus in the book, as do his co-authors: Charles A. Coppin and W. Ted Mahavier of Lamar University in Beaumont, Texas; and G. Edgar Parker of James Madison University in Dr. May Harrisonburg, Va. May has chaired or co-chaired three “Legacy of R.L. Moore” conferences and attended seven out of the 11 held. He has used Moore’s methods throughout his teaching career, which has included stops at Emory, Kennesaw State and Wake Forest universities, as well as SU.
SU named to Best Colleges list
For the 11th consecutive year, Salisbury University is ranked among the nation’s best colleges in The 371 Best Colleges by The Princeton Review. Princeton Review has also named SU one of its 2010 Best Northeastern Colleges. SU’s students give their campus high marks. According to those responding to Princeton Review’s survey, on which the list is based, Salisbury is gaining “a reputation as a challenging, high-level academic institution. … Basically anything you want, SU has.” Along with the University of Maryland, College Park, and the University of Maryland, Baltimore County, SU is one of three University System of Maryland campuses represented this year. Other colleges also named include
the University of Delaware, Villanova University and The Johns Hopkins University. The list represents the top 15 percent of colleges and universities, both public and private, in the nation.
Professor recognized by FEMA
Dr. Michael Scott of Salisbury University’s Geography and Geosciences Department was recently named the 2009 3rd Quarter HAZUS User of the Year for his analysis of potential flood damage in Maryland. HAZUS-MH is a risk assessment tool developed under the Federal Emergency Management Agency (FEMA) for analyzing potential losses from floods, hurricane winds and earthquakes. Each quarter, FEMA spotlights the contributions of a HAZUS user who has provided exceptional services to help expand the program. Scott has been a forerunner nationwide in using HAZUS-MH. As the director of the Eastern Shore Regional GIS Cooperative (ESRGC) at Salisbury University, he was an author and leader in the project “An Assessment of Maryland’s Vulnerability to Flood Damage.” During a weather disaster, the awareness raised by studies such as Scott’s may help to save lives, reduce economic impact and create faster response and recovery times, said FEMA.
SU professors earn award
Although Drs. Michael Scott and Danny Ervin of Salisbury Univer-
Program helps students gain practical experience By Jackie Gast, ESBLN It’s back to school, but for many students school never really ended. Several employers Hundreds of students asked to have the six in the tri-county area were involved in summer employweek term extended ment that also included an and some are hoping academic piece. This article to hire on a permanent showcases one example of these great programs that are basis. happening in our communities. Over the past 12 months, 14 students ics in the workplace, expectations of employers and employees, and other participated in a program designed to work related subjects. By the end of the prepare them for the workforce. These school year, the students and instruchigh school students from throughout tors had developed a student handbook Wicomico County were recruited from Career and Technology Education at designed to help them be successful Parkside High School. The students acemployees. The next step was to gain cepted in the program participated in summer employment. workforce training beginning in Sept. Partnering with the Salisbury Area 2008. Chamber of Commerce, all 14 students Each month they met for two hours found employment with 12 different learning about customer service, ethemployers in industries such as con-
HR
struction, landscaping, office work, custodial, horticulture and hospitality. Employment was for six weeks and wages were paid by a grant from the Lower Shore Workforce Alliance - a nice benefit to employers particularly in this economy. It is important to note that none of the students replaced displaced workers. A handbook was also developed for participating employers to ensure that the student was getting a good job experience and the employers were giving clear expectations. One of the male students in the program was very quiet, did not care much for classroom learning and had long hair that was a bit of a concern to the instructor when it came to interview time. The day before this student was to interview for a construction job, he showed up with his hair neatly cut. When the surprised instructor asked why, he said he wanted to look good to his employer. After working for a while, the employer commented that the student has a won-
derful personality, is a hands-on learner, appreciates everything anyone does for him and is a hard worker. The interesting piece to this Wicomico County program is that it concentrated on students with disabilities, which ranged from various types of mental illness including Attention Deficit Disorder, to learning disabilities, to a student who is deaf. No special accommodations were necessary for employment. The student who is deaf worked with folks that knew sign language. Accommodations were necessary for him at the trainings during the school year but not with the employer. Every student successfully completed this program and work experience. Several employers asked to have the six week term extended and some are hoping to hire on a permanent basis. Fortunately, this program will begin again this year. If your company would like to participate next summer, contact the Chamber at 410-749-0144.
3175 Business Journal • BusinessJournal September 8_12_9:BusinessJournalEditorial 2009
sity teach in different schools, they share a passion for sustainability. For their respective efforts in this evolving field of study, Scott, of the Geography and Dr. Scott Geographic Sciences Department in the Richard A. Henson School of Science and Technology, and Ervin, of the Economics and Finance Department in the Franklin P. Perdue School of BusiDr. Ervin ness, have earned the University System of Maryland’s (USM) prestigious Wilson H. Elkins Professorship. The honor includes an $80,000 award for each professor. In 2004 Scott established the Eastern Shore Regional Geographic Center, an organization that seeks to provide geographic information systems (GIS) technology, data, support and training to local governments. He is also the founder of SU’s GIS— public administration master’s program, which became the first of its kind in the nation in 2007. That same year, he co-founded the local Digitizing Delmarva Heritage and Traditions initiative with PAC 14. Scott plans to use his Elkins Award to create software toolkits that bring the power of GIS technology to regional governments, communities and non-
profit organizations, as well as provide training to help officials use these toolkits to address such problems as environmental decay and concentrated crime. Ervin has long been interested in energy markets and regulation, a passion that in 2006 led him to found ShoreENERGY, an advisory group that addresses the need for practical and scholarly research on Eastern Shore energy sources and consumption. He will use the award to expand ShoreENERGY in 2009-10.
SU named one of top schools
Salisbury University is again ranked among the top schools in 2010 national college guidebooks. In U.S. News & World Report, SU places high among its peers. For the 13th consecutive year the magazine named SU one of the Top Public Universities—Master’s category (North). Ranked at No. 7, SU maintains its status as the highest-placing public Master’slevel university in Maryland. Other institutions in the Top Public Universities—Master’s category (North) include The College of New Jersey (1), SUNY College of Arts And Sciences— Geneseo (2) and Rowan University (3). The other Maryland campus on the list was Towson University (tied for 8). U.S. News uses several criteria to measure academic quality including academic reputation, graduation and retention rates, financial resources, faculty resources, student selectivity, and alumni giving.
Volunteer with A.C.E.S. group By Charles Walter
The Americans for Competitive Enterprise program, A.C.E.S, is a partnership between the business and education communities that provides teachers with an opportunity to enhance their economic education with hopes of relaying what is learned to their students. The program gives teachers an opportunity to interact with business executives to learn what opportunities are available locally for students. Today’s students are tomorrow’s workforce. As a local business, there are many reasons you should want to be a part of the A.C.E.S program. This program gives you an opportunity to take part first hand in how students and teachers view and understand business. This in turn provides insight into economics and how the American market system works. Also, this program will allow you to begin to educate the future workforce through direct interaction with public educators. As real world situations and experiences are shared with students they become prepared for their role as future employees. A.C.E.S. is also a chance for a business to show their goodwill and commitment to the local community. The
good deeds that are done by a business, whether it is through financial contributions or a donation of products and time, should not go unrecognized. Being involved in the A.C.E.S. program provides your business opportunities for the positive publicity you deserve. A.C.E.S only asks for a small donation of your time. After the completion of the program you will feel that your time was a great investment. In the long run you will see how your contribution to the program has benefited your business, as well as your future employees. We need your commitment to this worthwhile experience. About the author Charles Walter is a physical education teacher with the Wicomico County Schools. He and his team of fellow educators participated in the Chamber sponsored ACES program during the 2008-2009 season. The Chamber received superior feedback from the area businesses that hosted the teacher ACES visits. For more information about becoming a company participant, call Steve Hill, ACES coordinator, at Livingston, Hammond & Hill Wealth Management, LLC (410-742-6413), or Donna Griffith at the Chamber office, 410-749-0144.
8/13/09 4:14 PM Page PAGE 1
Celebrating Good News From SU By Dr. Janet Dudley-Eshbach, President, Salisbury University It’s no secret that Salisbury University is a Maryland campus on the move. Rankings in national publications; new state-of-the-art, environmentallyfriendly facilities; and a growing reputation for excellent and affordable academics make it a great time to be a Sea Gull. And, our students agree. According to their responses to a Princeton Review survey, SU has “a reputation as a challenging, high-level academic institution.” Other students called it a “perfectly sized university” small enough to be “your home away from home,” but large enough to “offer a top-notch education.” One student summed it up best: “Basically anything you want, SU has.” Comments like these have garnered the campus its latest accolade: For the 11th consecutive year, it has been named one of The Princeton Review’s Best 371 Colleges. SU also was one of the Best Northeastern Colleges. There’s more good news. In July The Chronicle of Higher Education recognized SU as a 2009 Great College to Work For®. These honors are a testament to the remarkable quality of the faculty and staff, and the excellent students the University continues to attract. Right now, SU faculty include two new Fulbright Scholars who will be teaching and researching in Israel and Ghana this academic year, and two other professors who each earned the University System of Maryland’s prestigious $80,000 Wilson H. Elkins Professorship for their scholarly efforts in sustainability. Their work with SU outreach organizations, the Eastern Shore Regional GIS Center and ShoreENERGY, are just two examples of the “environ-mentality” that thrives here. Sustainability efforts are also evident in the University’s changing skyline visible from Route 13. The $65 million Teacher Education and Technology Center, which opened last fall, features recyclable materials including flooring and framing, ultraefficient systems, and a “green” common space. The new parking garage at the corner of Bateman and Wayne streets has special spaces for low-emissions, fuel-efficient and carpool vehicles. An upcoming project, a new home for the Franklin P. Perdue School of Business, with an official groundbreaking ceremony this month, will include such features as a 15-ton geothermal heat pump and carbon
dioxide sensors to help reduce heating and cooling energy by some 24 percent. All of the new buildings are being designed according to U.S. Green Building Council LEED specifications. These projects, including a new residence hall and retail complex at the Allenwood shopping center site, will accommodate SU’s growing student body. This fall, the campus received more than 7,500 applications for just 1,200 seats. According to The Princeton Review’s Inside Word, SU’s expansion is “a reaction to a growing national profile. … It’s about a lot more than just the numbers at Salisbury.” This increasing interest is also due to many students and parents seeing the campus as a great value, something Kiplinger’s Personal Finance confirmed when it named SU one of the nation’s Top 100 “Best Value” public colleges. Part of this value is a thriving academic program. New for this year are a music technology track and a master’s in conflict analysis and dispute resolution, both distinctive in the state of Maryland, and a highly sought after earth science major. Also, classroom work and community service are occurring around the globe: SU nursing students provide aid in Africa, education majors teach in China and New Zealand, and others will spend spring break 2010 helping social service agencies in Aguascalientes, Mexico. Despite the uncertainties of the daily headlines, Salisbury University remains committed to excellence in higher education. We try to have fun doing it, too! Please join our students, faculty and staff in cheering for the Sea Gulls on the athletic fields this year. Consider attending one of the fall cultural events in the series “The Arts and Culture of the Arab World” or enjoying a play or concert. A personal favorite of mine is the Salisbury Symphony Orchestra. My husband and I also frequently ride in the Sea Gull Century in October with thousands of others from across the nation. The “good news” of Salisbury University would not be possible without the support of the community whose name we bear. Come see what’s happening on your campus!
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Business Journal • September 2009
Alumnus establishes fund at UMES UMES students can benefit from the generosity of the university’s largest alumni donor, Allen J. Singleton, class of 1959. His recent gift, valued at $355,000, combines future lifetime giving and a bequest to establish the Singleton-Stone Endowed Scholarship Fund. Singleton increased his commitment in the past three Singleton years by creating two other endowment funds. The Allen J. Singleton Endowment Fund for Business and Education provides scholarships to students majoring in either business or education and the Singleton Student Leadership Fund provides funding for student leadership development. The latest gift, the Singleton-Stone Endowed Scholarship Fund honors Singleton’s former professor, Dr. Vernon Stone, who taught at the university during the late 1950’s and ‘60’s. The Singleton-Stone Scholarship will be awarded to an undergraduate or graduate student at UMES who demonstrates, among other attributes, academic excellence as well as a devotion to the betterment of humanity and the public good through community service. The Singleton-Stone Scholarship is open to receive additional gifts. The endowment will be managed by the University System of Maryland Foundation, Inc. For more information, contact Dumpson at 410-6517686 or kdumpson@umes.edu.
Discover
DELMARVA Don’t miss this chance to be featured in the 2009 Discover Delmarva magazine & directory. Advertising discounts are offered to Salisbury Chamber of Commerce members. Contact Emily Rantz for advertising information
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Business Journal • September 2009
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Industry leaders hopeful about the future By Carol Kinsley After bailouts to the tune of more than $100 billion, Americans still can only hope that the U.S. automotive industry will survive and that GM and Chrysler will become viable companies again. GM's Web site sounds confident, with an array of all-new cars, crossovers and trucks to be introduced in the next two years. The new Chevy Volt, due off the assembly line late next year, is expected to get 230 mpg in the city, or 25 kilowatt hours per 100 miles. It will
get up to 40 miles on electricity from a single battery change, and with its flex-fuel engine-generator, will be able to extend its overall range to more than 300 miles. That's great for commuting, but not your vehicle of choice for a family vacation. According to an article in Forbes, Ford looks poised to emerge as the largest and most profitable American car company; however, because Ford avoided bankruptcy, the company doesn't have the similar advantage of having been relieved of a ton of debt. "Cash for Clunkers" gave all car
companies a shot in the arm, but as of the last day, Monday, Aug. 24, payments to dealers were lagging far behind the promised 10-day period. Some dealers halted the program fearing they would not be compensated. Transportation Secretary Ray LaHood pronounced the rebate program "wildly successful." Department spokesmen said consumers, on average, had traded in pick-ups or SUVs for vehicles with about 60 percent better fuel efficiency. Despite the benefit to the environment of removing gas guzzlers, some
have charged that this removal of large numbers of affordable used cars will hurt purchasers with low incomes. On the other hand, not all "clunkers" were immediately whisked away to the scrap heap. Certified salvage yards across the nation, such as Eden Used Auto Parts, are gleaning a supply of used parts to keep older cars running for years. Only the engines themselves were required to be destroyed by the dealer who received the trade-ins. A recent article in USA Today offered some good news: Sticker prices on some of the new cars coming out are
Business Journal • September 2009
PAGE 28 less than the price of the previous year's model. In some cases, the price difference is attributed to competition; in others, it's due to changes in the vehicle itself. Of course, the "manufacturer's suggested retail price" is only a suggestion, and the actual price you'll pay comes down to whatever bargain you can strike with the dealer. Chris Hagel at Pohanka Automotive Group in Salisbury is confident that the automotive industry will be just fine. "The future's uncertain, just like anything else in the economy," he said, "but people are always going to need to drive."
BFGoodrich, Uniroyal or BridgestoneFirestone. The firm’s expert tire professionals can help you choose the right tire based on your specific driving needs. Prices include free mounting, balancing and valve stems. Burnett White also offers a “day spa” for your car with preventive maintenance including alignment, front end service, shocks and struts, brakes, wheel balancing, tune-ups, and, of course, oil change with lube and filter. Technicians are certified to assure expert service. Hours are 7:30 a.m. to 5:30 p.m., Monday through Friday, 8 to noon on Saturday. No appointment necessary for new tires. To schedule service, call 410742-2222.
Automotive Profiles
Eden Used Auto Parts
Burnett White Tire and Auto Center
You’ll find the right tire at the right price at Burnett White Tire and Auto Center, a family owned business that has been serving the Salisbury area for 68 years, said Dawn Tilghman, whose father, Dave Tilghman, bought the company in 1976 and kept the name. The business has 14 employees. Conveniently located at 412 E. Main St. in Salisbury, Burnett White can get you in and out in one hour when you buy new tires, choosing from Michelin,
When it’s time to repair your car, you can save money by turning to Eden Used Auto Parts. “Using recycled auto parts is always sensible, economically and environmentally. In the current economic environment, with the recession creating a need to spend wisely, used parts are an even greater value,” said George Glovier. He explained that the company buys vehicles that are no longer wanted for a variety of reasons and removes parts to add to its inventory. “Pretty much any part on the car, if it’s good, is available for sale, whether mechanical or body part.” When a vehicle comes in, the parts
are logged into the computer database. The computer’s software allows an interchange on most parts — for example, a 2.4-liter engine from a 2000 Grand Am might fit a Chevrolet Cavalier, and the computer will indicate that. Much of this information has come from those working in the field, in addition to information from parts manufacturers’ databases. “When a customer calls with a parts request, we look it up to see what we have. We remove parts and put them in a warehouse, additionally we have 1,000 cars on location at any given time. They rotate through in a year or so, then we recycle them, and more come in. Not only is our inventory quite extensive but we also have access to a nationwide parts locating service.” In the past, a customer could save about half the price of new parts. According to Glovier, now the savings is more. For example, alternators sell for about $45; a rebuilt alternator can cost $180 or more. A computer box could go for $100 rather than the $600 a dealer might charge. “We’ve opened an installation shop to install most of the parts we sell,” Glovier added, so the savings may be even greater. The government’s “Cash for Clunkers” program has increased his inventory. As dealers destroy the clunker’s engine, they send the car to certified salvage yards such as Eden Used Auto Parts where they can remain for up
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Jiffy Lube
Jiffy Lube pioneered the quick oil change business and continues to be the No. 1 quick oil change service business in the United States, said Bill Shockley, president of Shockley Management Inc. which owns five franchise locations on Delmarva. But Jiffy Lube offers more than a change of oil, he stressed. Jiffy Lube’s “Signature Service Oil Change” is full preventive maintenance service. It includes checking and topping off five different fluids, vacuuming the interior, cleaning the windows, airing the tires, and checking the vehicle’s air filter, wiper blades, lights and more. It’s the same “prevent, protect and preserve” service Jiffy Lube has been offering for 30 years. Jiffy Lube International is celebrating its 30th anniversary in 2009. The Shockley family is celebrating the 25th anniversary of Jiffy Lube in Salisbury, the first store to be opened on the Delmarva Peninsula. Nationally, Jiffy Lube is remodeling many stores in conjunction with the anniversary. The stores in Salisbury, at 900 S. Salisbury Blvd., and West Ocean City, located on an outparcel at White
Business Journal • September 2009 Marlin Mall, have both been remodeled within the past few months. Shockley invites car owners to come in and see the attractive, modern facilities, remodeled with customer comfort in mind. Relax and have a cup of coffee while your car is serviced. In most cases, you’ll be in and out in 30 minutes or less, Shockley said. No appointment is necessary. Be sure to ask about the new Jiffy Lube Reward Program which offers a 50 percent savings on every third signature service oil change on your vehicle. It’s a national program; most stores are participating.
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Located at 34690 Old Ocean City Road in Pittsville — 15 minutes from Salisbury and 20 minutes from the Ocean City/Berlin area — Pittsville Ford is open for sales Monday through Friday from 8:30 a.m. to 8 p.m., closing at 5 p.m. on Saturday. The service department is open from 8:30 a.m. to 5 p.m. Monday through Friday, closing at noon on Saturday. To schedule service or make an inquiry, call (410) 835-8338. The Web site, www.pittsvilleford. com, is always open and you’ll find printable coupons that will save 10 percent on factory-scheduled maintenance service — up to 20 percent on cars with more than 200,000 miles! If your questions aren’t answered by the Web site, Wilson offers his personal cell phone number for you to call 24/7.
Pittsville Ford
Customers from all over Maryland travel to Pittsville Ford because of the company’s reputation for outstanding service and low prices. Family-owned and operated for 55 years, Pittsville Ford merged three years ago with the Preston Automotive Group. “Even though we’re small in size, we have the capabilities of a much larger inventory through the resources of the Preston Automotive Group,” said H.G. Wilson Jr., general manager. “We have a full line of Ford products, and there are always more than 75 quality used cars, trucks, 4x4s and vans on the lot.” Known for service, Pittsville Ford has more than eight certified Ford mechanics. The service department is also known for heavy-duty diesel work.
BURNETT-WHITE TIRE & AUTO CO.
Pohanka Automotive Group
Anyone familiar with the northern end of Salisbury knows the real estate occupied there by the Pohanka Automotive Group. Honda, Hyundai, Mazda, Mercedes-Benz, Nissan, Scion, Toyota ... is there any auto made that Pohanka doesn’t sell? Pohanka is the oldest automotive dealership group in the Washington metropolitan area under the same family ownership. Frank S. Pohanka founded the first Pohanka dealership in 1919, selling and servicing Chevrolets in downtown
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Business Journal • September 2009
Washington, D.C. He quickly established a reputation as a master mechanic and service consultant, and for 30 years called his company “Pohanka Service” to emphasize that fact. In addition to Salisbury, Pohanka Automotive Group has locations in Marlow Heights and Bowie, Md., and in Chantilly and Fredericksbury, Va. The business has grown through the years by providing four generations of very loyal customers a variety of easy ways to meet their transportation needs: wide selections of new and used cars; innovative, multiple methods and sources of financing; advanced training and equipments in its service departments, stateof-the-art techniques in its body shops; and friendly, well-trained and professional personnel in all of locations. Pohanka’s Mission Statement says it all: “1. Right the first time. 2. Make it easy for the customer. 3. Make it easy for the team member. 4. Find a way to do it better, faster and cheaper without sacrificing service.” See what Pohanka can do for you — and for the community, through the “Pays it Forward” program. Call, tollfree, (877) 4-POHANKA.
Tilghman Oil Co. Monster Diesel
Imagine a product that increases mileage and gives your diesel engine more power while reducing harmful
emissions and lessening the need for maintenance. That’s what Dr. Matthew Zuckerman did when he invented Monster Diesel, “energy in a bottle.” His patented diesel fuel additive provides environmental benefits while saving you money. With that in mind, since spring, Tilghman Oil Company, located at 121 Columbia Drive in Salisbury, has partnered with Zuckerman’s company and has been blending Monster Diesel into its oil and fuel products. “Monster Diesel works with all kinds of diesel fuel,” said Lou Petrucci, vice president of sales and marketing for the product. “It works in trucks, farm equipment, boats — any vehicle that uses diesel.” Petrucci explained that diesel fuel is “not a sophisticated fuel. It produces black smoke. Monster Diesel turns the smoke from black to white by burning the soot for energy.” So what used to be a pollutant instead provides increased fuel efficiency. Monster Diesel cuts diesel consumption by as much as 15 percent and increases lubricity — reducing metal-tometal engine wear and friction — by as much as 40 percent. It also winterizes diesel fuel to allow low temperature operation. To learn more about Monster Diesel, visit www.monsterdiesel.com or call Petrucci at 410-MONSTER (666-7837).
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Viva Espresso celebrates their first year in business By John Rankin We’re all familiar with the recession’s unpleasant effects: stagnant sales, declining employment and consumer uncertainty. So how did a Salisbury coffee shop succeed at a time when a national coffee chain closed 600 locations? Proving that growth is possible even during a recession, Viva Espresso will mark its one year anniversary in October. The coffee shop, located at 105A East College Ave., is the creation of Nancy and Chuck Dix. After a year of planning, they opened their doors in October, 2008 when the recession was already in full swing. But business was brisk and steady, so it seemed safe to increase their seating by 50 percent during the eighth month of operations. Nancy Dix attributes Viva’s success to quality coffee, unique food selections and excellent customer service. This seems like an obvious approach, but there is more to her winning formula. “You have to be open to evolving” says Dix, who expanded the menu beyond just coffee. Today’s menu features creative sandwiches, salads, soups, quiche and pastries. She watches customer’s preferences and knows how well a new menu item is received. By changing the menu frequently, customers don’t tire from eating there. Dix’s commitment to “evolving” helped the business grow. In addition to
offering an ever-changing menu, Viva hosts special activities. Monday night is movie night and a game night is being planned. Other events will be added during Viva’s second year. The activities create a sense of interest, and customers will drop in to see what’s going on. To Dix, variety is part of keeping the business model fresh. Although just a few blocks from the Salisbury University campus, Viva’s largest market segment is women age 40 and over. College students are certainly a large part of the customer base, but Dix has been successful at appealing to a broad base of potential customers. The in-house sound system plays a variety of music, not just artists with college-age appeal. The shop’s comfortable ambiance encourages customers to linger to read or people-watch after enjoying their coffee. Employee hiring and training is another factor in Viva’s success. Each employee receives individual training not only in food and drink preparation but in customer service. Dix believes that her attention to employee development returns benefits through the connection employees feel for the business. It hasn’t hurt that Dix hires employees who seem to smile a lot. “We have a family feel here at Viva,” she says. Frequently, off-duty employees can be seen sipping coffee or surfing the Internet in the dining area.
Viva Espresso, located at 105A East College Ave. in Salisbury, will celebrate their first anniversary in October.
They enjoy being there, even when not scheduled to work. The owners plan to expand hours to seven days a week with evening hours until 9. Soon the website will enable online ordering so customers can order in advance.
And like many restaurants, Viva will expand into catering. Despite the challenges ahead, Dix seems confident about growing her business while awaiting the economic recovery. “It’s been a busy year,” she says. “But it’s still fun.”
Word-of-mouth can boost local business traffic By Chuck Lemak, SCORE Chapter Chair #289 We have a great, vibrant local economy. I believe “all economics is local” (my apologies to Tip O’Neal) and each of us can make sure we don’t let the “noise” from around the country drag us into the quagmire. Some of our local companies deal with national accounts, but many of our small business owners (farmers included) survive on a customer base made up of you, me and our neighbors. More than once I’ve heard a distinguished SU economist comment that our local economy does see the swings (high or low) witnessed by the rest of the country. Unlike the Wall Street financial sector, our community banks are strong and all have neighbors or friends that sit on the boards of these banks making sure that sound business practice is at the core of their decisions. And we benefit from the annual pilgrimage of the
returning SU and UMES students. They stimulate our economy a lot more than any bailout! So what can each of us do to keep our local economy moving and growing? Give a local company the opportunity to provide service. If you buy from a company outside our community and know of a local company that can provide the same (or similar) product or service, tell that company what you are about to buy and ask if they are interested in your business. If you both approach the deal with an eye on the benefit it becomes a win-win situation. Even in an age of high-tech communication, the most powerful and effective means of generating new business is also the oldest: word-of-mouth. People naturally listen to trusted friends or colleagues for recommendations regarding product or service providers. You’ve probably used it yourself when searching for a mechanic, making major purchases, or weighing an outlet to pro-
mote your business. And because word-of-mouth referrals are free, you can’t beat the return on investment that a positive referral can generate. While a successful wordof-mouth chain can sometimes start on its own, don’t assume that the phone will just start ringing off the hook. Any successful effort requires a proactive, patient approach to ensure that the right message gets to the right people. A good way to get started is to share success stories or testimonials from real situations. These can have a tremendous pass-along impact. To stimulate word of mouth, you might also consider asking customers for referrals and recommendations. Above all, recognize that people will happily spread the word about your local business if you treat them well. Tales of negative experiences or poor performance can be difficult to correct once they are passed on. That’s another reason why it’s important to continually provide superior service, ad-
dress problems quickly, and anticipate your customers’ needs. Those are the things they’ll remember and talk about. Put your networking efforts into high gear. If you network and get to know people in your community or industry, they will think of you when they need your product or service. Donating your time, products or services to local nonprofits can generate goodwill and get your name around. SCORE is always there to help local businesses by answering their questions or just providing a sounding board to help think through a perplexing issue. To learn more about how you can help SCORE help our local economy, contact SCORE at the Chamber Building or online at www.salisburyarea.com/ SCORE.htm. SCORE needs counselors so please consider joining or becoming a sponsor.
Business Journal • September 2009
PAGE 32
Name
Contact
Business Journal Directory Phone
Fax
Website
ADVERTISING Comcast Spotlight Stephanie Willey 410-341-8950 410-341-8980 comcastspotlight.com stephanie_willey@ 1201 Pemberton Dr., Suite 2B, Salisbury, MD 21801 cable.comcast.com _________________________________________________________________________________________________________________________________________________________________________ ARCHITECTS & ENGINEERS Andrew W. Booth & Associates, Inc. Matthew Smith 410-742-7299 410-742-0273 awbengineers.com msmith@awbengineers.com 1942 Northwood Dr., Salisbury, MD 21801 Debbie Bailey dbailey@awbengineers.com _________________________________________________________________________________________________________________________________________________________________________ Davis, Bowen & Friedel Michael Wigley 410-543-9091 410-543-4172 dbfinc.com mrw@dbfinc.com One Plaza East, Suite 200, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ Dicarlo Precision Instrument & Dicarlo Precision Imaging John Dicarlo 410-749-0112 410-749-9323 dicarlo1.com john@dicarlo1.com 2006 Northwood Dr., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ George, Miles & Buhr, LLC Michelle Everngam 800-789-4462 410-548-5790 gmbnet.com meverngam@gmbnet.com 206 W. Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________
AUTO DEALERS Pohanka Automotive Group Chris Hagel 410-749-2301 410-742-5168 pohankaofsalisbury.com chrisrobininc@aol.com 2012 North Salisbury Blvd., Salisbury, MD 21801 ext: 8030 ________________ ________________________________________________________________________________________________________________________________________________________
AUTO PARTS Eden Used Auto Parts George Glovier 410-749-5116 410-742-3930 eden11@comcast.net 14661 Merser Rd., PO Box 43, Eden, MD _________________________________________________________________________________________________________________________________________________________________________ BUILDERS Bud Esham Homes Bud Esham 410-742-1364 410-742-0164 budeshamhomes.com quality@budeshamhomes.com 5966 Williamsburg Pkwy., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________
Ruark Builders Connie Ruark, Sleepy Hollow 410-677-3835 410-860-4875 ruarkhomes.com cruark@ruarkhomes.com 4920 Snow Hill Rd., Salisbury, MD 21804 Barbi e Hannemann, VP 410-749-0193 410-860-4875 bhannemann@ruarkhomes.com _________________________________________________________________________________________________________________________________________________________________________ COMMERCIAL BROKERAGE Rinnier Commercial Blair Rinnier, CCIM 410-742-8151 410-742-8153 rinnier.com bmail@rinnier.com 218 East Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ DINING/CATERING Market Street Inn Stephanie Bellacicco 410-742-4145 410-742-3687 marketstreetinnsalisbury.com sbellacicco@marketstreetinn 130 W. Market St., Salisbury, MD 21801 salisbury.com _________________________________________________________________________________________________________________________________________________________________________ EMPLOYMENT AGENCY Manpower, Inc. Darlene Smyser 410-742-8861 410-742-9384 us.manpower.com salisbury.md@na.manpower.com 24 Tilghman Rd., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ FINANCIAL Shore Bank Dennis Hebert 410-548-7125 410-548-1688 shorebank.com customerservice@ShoreBank.com 100 W. Main St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ The Bank of Delmarva Robert D. Core 410-548-5670 410-742-9588 bankofdelmarva.com bob@bankofdelmarva.com 2245 Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ Merrill Lynch Robert G. “Bob” Anderson 410-860-2781 410-860-5066 fa.ml.com/bob_anderson bob_anderson@ml.com 224 E. Main St., Suite 1, Salisbury, MD 21801 800-416-8017 ________________________________________________________________________________________________________________________________________________________________________ GLASS
Mr. Go-Glass Dreux Campbell 410-742-1151 410-749-0265 go-glass.com customerfirst@go-glass.com 805 Snow Hill Rd., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ INSURANCE
Allstate Insurance Fred Pastore 410-860-0866 410-860-0869 allstate.com/fredpastore fredpastore@allstate.com 111 Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________
Atlantic/Smith, Cropper & Deeley Laura Deeley Bren 410-835-2000 410-835-2036 ascd.net lbren@ascd.net 7171 Bent Pine Rd., Willards, MD 21874 ________________________________________________________________________________________________________________________________________________________________________ Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 averyhall.com khayes@averyhall.com 308 E. Main St., Salisbury, MD 21801 Bus., Life, Personal, Health ________________________________________________________________________________________________________________________________________________________________________ Gamee Elliott Gamee Elliott 410-749-4725 410-749-4175 statefarm.com gamee.elliott.bvm6@statefarm.com 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________
ISG International Brad Sutliffe 410-901-0736 410-910-0836 isgintl.com Brad_Sutliffe@isgintl.com 204 Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________
Business Journal • September 2009
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Business Journal Advertising Index The following Directory of Business Journal advertisers provides quick reference for your convenience. The number appearing before the name of the business refers to the page number where the ad appears in this edition of the Journal. Advertising 9 Comcast Spotlight . . . 341-8950 Architecture / Engineering 19 AWB . . . . . . . . . . . . . 742-7299 15 Becker Morgan Group Automobiles & Services 28 Eden Used Auto Parts . . . . . . . . . 749-5116 29 Jiffy Lube . . . . . . . . . . 543-4466 27 Pittsville Ford . . . . . . 310-8903 30 Pohanka . . 1-877-4-POHANKA
Name
Construction 10 Southern Builders . . . 341-3800
Heating & Air Conditioning 35 Mid-Atlantic Heating . 546-5404
Real Estate 2 Sperry Van Ness . . . . 543-2440
6 R&R Coatings . . . 877-543-0700 17 Gillis Gilkerson . . . . . 749-4821
Insurance 5 ASC&D . . . . . . . . . . . 835-2000 17 Avery Hall . . . . . . . . . 742-5111 16 HK&T . . . . . . . . . . . . 749-0116 12 IBS . . . . . . . . . . . . . . 213-8338 8 The Business Power Group . . 302-337-3433
Screen Printing 15 Chesapeake Screen Printing . . . . . 749-7660
Jewelry 10 Robinsons . . . . . . . . . 546-0817
Technology 7 Comcast Business . . 520-2813
Lodging 13 Courtyard by Marriott 742-4405 Paving 19 Chesapeake Paving & Sealing, Inc. . . . . . . 742-2330
Utilities 14 Choptank Elect. . 877-892-0001
Education 18 Wor-Wic . . . . . . . . . . . 334-2815 Farm & Garden 14 Farmers & Planters . 749-7151 Financial 11 PNC . . . . . . . . . 888-762-6226 21 Shore Bank . . . . . . . . 543-2600 36 Bay National Bank . . 334-3636 Health 22 Accurate Optical . . . . 749-1545 20 Apple Discount Drugs 543-8401
Contact
Services 29 Burnett-White . . . . . . . . 742-2222 30 Tilghman Oil Co. . . . . . 742-7232
Inserts Peninsula Regional Medical Center
Business Journal Directory
Phone
Fax
Website
INSURANCE Landmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 landmarkinsuranceinc.com charlie@ 30386 Mt. Vernon Rd., Princess Anne, MD 21853 888-651-2111 landmarkinsuranceinc.com ________________________________________________________________________________________________________________________________________________________________________ INSURANCE Paulette Arnsparger, Allstate Insurance Co. Paulette Arnsparger 410-677-4774 410-677-4776 allstate.com/12697 PArnsparger@allstate.com 501-C East Naylor Mill Rd., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________
PRINTING Delmarva Printing, Inc. Don Hitchens 410-912-0980 410-912-0984 delmarvaprinting.com don@delmarvaprinting.com 2110 Windsor Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ Dicarlo Digital Center. Joey Dicarlo 410-749-9901 410-749-9885 dicarlodigitalcopycenter.com joey@dicarlo1.com 109 South Division St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________
RECYCLING Delmarva Recycling Greg Stein 410-546-1111 410-543-9005 delmarvarecycling.com gstein@delmarvarecycling.com 909 Boundary St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________
SOLAR ENERGY Eastern Shore Solar Ray Emmons 410-543-1924 easternshoresolar.com ray.emmons@easternshoresolar.com 6288 Westbury Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ STORAGE Cubes To Go Betsy Bradford 410-742-2100 410-742-3875 cubestogo.com info@cubestogo.com 102 Broadway St., PO Box 238, Fruitland, MD 21826 ________________________________________________________________________________________________________________________________________________________________________
WATER Sharp Water Lisa Rice 410-742-3333 410-543-2222 sharpwater.com lrice@sharpwater.com 129 Columbia Road, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________
To advertise your business in the Business Journal Directory Call 410-740-0144 or Email: erantz@mspublications.com
PAGE 34
BPG helps area businesses
The Business Power Group (BPG), a subsidiary of Future Endeavors, has been created in an effort to help businesses of all sizes cut costs, retain employees and increase the bottom line. BPG will provide businesses with a way to tap into resources that can help them through recessive periods and beyond by providing solutions from experts in their field. The group also provides free consultations to help identify and resolve issues that have kept companies from thriving. The BPG will travel to deliver seminars and workshops to audiences of business owners on the Eastern Shore. Susan Rae Baker, founder of the Business Power Group, created this program with the intent to add similar services to homeowners in the near future. For more information, call 443944-2717.
DBF selected as Top 50 Firm
Each year, Building Design & Construction magazine conducts an exclusive survey of America’s foremost architecture, engineering and construction firms, known as the “Giants 300 List.” Recognized in the category for the country’s Top 50 Engineers/Architects, Davis, Bowen & Friedel, Inc. ranked 37th in the nation in 2009. Selection criteria included innovation, expansion, growth, revenue and scope of projects. Davis, Bowen & Friedel’s acquisition of leading marine engineering firm, Andrews, Miller & Associates (AMA), was an important factor in the selection process. With offices in Cambridge and Annapolis, the merger has allowed Davis, Bowen & Friedel, Inc. to expand its staff and services to meet the increasing needs of the Eastern Shore. The firm has also shifted its focus towards sustainable design and LEED best practices. Studio 3D, a Division of Davis, Bowen & Friedel, Inc., provides the firm with cutting edge computer graphics services. Geographical Information Systems (GIS) services have also been expanded in reaction to improved technology, providing clients with more accurate information in a shorter time span.
Turner joins bank board
Edward M. Thomas, president of The Bank of Delmarva, has announced the election of Jeffrey F. Turner to the Bank’s board of directors. Turner was also elected a director of the Bank’s holding company, Delmar Bancorp and will serve on the board’s Loan committee. Turner has been an active member of the region’s banking comTurner munity for 35 years. Most recently, he served as president and CEO of Mercantile
Business Journal • September 2009
Business Mix
Peninsula Bank, a $1.4 billion community bank, which was acquired by PNC. A Salisbury native, Turner, and his wife Dottie, reside in Chance. They have two children and three grandchildren.
Mallard Landing recognized
Mallard Landing Retirement Community has been selected for the 2009 Best of Salisbury Award in the Assisted Living & Elder Care Services category by the U.S. Commerce Association. Each year, the U.S. Commerce Association (USCA) identifies companies that have achieved exceptional marketing success in their local community and business category. These are local companies that enhance the positive image of small business through service to their customers and community.
Middle School completed
Nason Construction recently joined Dorchester County Public Schools in the ribbon cutting ceremony for the new middle school, North Dorchester Middle. This 93,000 square foot middle school holds 600 students and unites technology and education by bringing hi-tech learning tools into the classroom. The school has computers in every classroom, LCD projectors have been linked to teaching stations, and the school has a wireless network and TV studio. Green features include increased daylight and a geothermal heating and cooling system to make the school more energy efficient. Water saving and waterless fixtures were installed to minimize water usage in the school. “Nason is honored to be a part of the changing face of Maryland education facilities,” said Nason President Michael B. Berardi.
Demand to increase for VoWLAN
Telewire, an industry leader in unified communications, expects the demand for Voice over Wireless LAN technology (VoWLAN) to increase by year’s end because of its unique ability to support various advanced business applications that drive profitability and employee productivity. Voice over Wireless LAN (VoWLAN) is a process of sending voice information in digital form over a wireless broadband network. Simply put, VoWLAN is VoIP delivered through wireless technology. The VoWLAN system includes all of the regular functions and messaging applications available on wired phones on the VoWLAN devices. Similar to VoIP, VoWLAN also contributes to cost efficiency because calls are routed over the data network internally or over the Internet externally. As a result, mobile telephony costs can be eliminated or decreased significantly. Employees have the ability to use VoWLAN phones to communicate by voice wirelessly with others inside and outside a facility. The experience is very similar to using a traditional wired telephone, except the user is free to
100 YEARS - Booth Grier, flanked by Goodyear Tire & Rubber Company representatives Bill Friel, Denny Connor and Dave McAffee accepts recognition for being in operation for 100 years. Grier Tire hit that mark in 2008.
move about the building. Additionally, a VoWLAN phone can operate from the rapidly growing Wi-Fi hotspots, enabling a person to use the same cellular phone while within or away from the office. Some mobile phones incorporate VoWLAN capability, which enables users to make calls over traditional cellular networks when no wireless localarea network is available. This gives employees tremendous freedom to conduct business from any location thereby increasing their own productivity while driving costs down. For more information about VoWLAN, call Telewire at 410-749-2355 or visit www.telewireinc.com.
Southern Builders finishes projects
Southern Builders, Inc. recently completed the Worcester County States Attorney building in Snow Hill. Completed ahead of schedule, this building is a three-story, steel frame brick structure that will be occupied later this summer. Southern Builders also completed the Ocean Pines Volunteer Fire Department. This project consisted of a three-bay facility with living quarters. Specializing in commercial construction, Southern Builders, Inc. is a full service General Contracting/ Construction Management firm licensed in Maryland, Delaware and Virginia. They can be reached at their main office located in Salisbury.
Becker Morgan honored
Becker Morgan Group was recognized among the “Best of Delaware 2009” winners in the July issue of Delaware Today magazine. The firm was selected as “Best Residential Architect” upstate, downstate and reader’s choice and “Best Commercial Architect” upstate and reader’s choice. The Best of Delaware party was held on July 30 at the Chase Center on the Riverfront in Wilmington, Del. During the celebration, Becker Morgan Group showcased some of their award
winning designs. Becker Morgan Group provides architecture, civil engineering, surveying, landscape design, sustainable design and interior design services. The firm has offices in Delaware, Maryland and North Carolina. For more information, visit www.beckermorgan.com.
Over $9K raised for Toys for Tots
The 8th Annual Toys for Tots Open held on Aug. 14 at the River Run Golf Club in Berlin, and sponsored by Rommel’s ACE, The Pohanka Automotive Group, WBOC-TV and K&L Microwave, was the most successful since its inception. Salisbury Toys for Tots Coordinator, Ed Hearthway said, “Thanks to our sponsors, the entire $9,573 will be spent on toys from local area merchants.” For more information on Salisbury Toys for Tots, call 410-860-0167.
Nason to build office
Nason Construction’s Delmarva Division will build the Onley Community Health Center in Onley, Va. for the Eastern Shore Rural Health System. This competitively bid, general contracting job is valued at $3.6 million. It totals 21,000 square feet of new construction to house exam rooms for multiple medical providers, administrative offices, reception and waiting rooms, laboratory and X-Ray rooms, as well as related staff and support areas.
Rommel’s donates Toro mower
Rommel’s ACE donated a Toro Zturn mower to the Horizon for Hope Dinner and Auction which was held on Aug. 21 at The Fountains Wedding and Conference Center in Salisbury. The mower, valued at $2,800, will benefit Women Supporting Women’s programs. Rommel’s ACE stores across Delmarva recently raised $6,500 for Women Supporting Women’s during the month of May. Ten Rommel’s ACE hardware stores participated in the fundraising effort.
Business Journal • September 2009
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Calendar of Events
Salisbury Chamber
Tuesday, Sept. 1 – Ambassadors, Bob Evans Restaurant, 8 a.m. Wednesday, Sept. 2 – Yong Professionals Committee, Chamber Business Center, 5:30 p.m. Thursday, Sept. 3 – Beautification Committee, Chamber Business Center, noon. Wednesday, Sept. 9 – Membership Committee, Bob Evans Restaurant, noon. Thursday, Sept. 10 – Local Legislative Committee, Wor-Wic Community College, 7:30 a.m. Friday, Sept. 11 – Executive Committee, Bob Evans Restaurant, 7:30 a.m. Monday, Sept. 14 – Workforce Development, Chamber Business Center, noon. Tuesday, Sept. 15 – Agri-Business Committee, TBA, 7:30 a.m. Wednesday, Sept. 16 – Business Affairs Committee, Chamber Business Center, 8 a.m. Thursday, Sept. 17 – “Get Con-
nected” Business Expo — Location: The Fountains Wedding & Conference Center. 10 a.m.-7 p.m. Business-to-Business Showcase. This is a great way to make valuable business to business connections. Several seminars will be presented throughout the day at the expo including Dale Carnegie Training and a Leadership workshop. Visit the expo and receive coupons for special lunch prices at the Fountains Table Restaurant & Bar. There will also be a Business After Hours event from 5-7 p.m. that evening. Friday, Sept. 18 – Recycling Committee, Chamber Business Center, 8 a.m. Thursday, Sept. 24 – PR & Marketing, Chamber Business Center, noon. Monday, Sept. 28 – Executive Committee, Chamber Business Center, noon. Wednesday, Sept. 30 – Board of Directors, Chamber Business Center, noon.
From left, Lorch Microwave United Way Campaign Coordinator Kara Miciotto joins fellow employee Kasandra White as First Shore Federal’s Marty Neat and United Way’s Kathleen Mommé present White with $1,000 in gas cards.
Lorch employee wins prize Kasandra White, an employee of Lorch Microwave, recently received $1,000 in gas cards as the winner of the grand prize drawing for United Way of the Lower Eastern Shore Leadership Circle members at this year’s Leadership Luau. The gas cards were donated
by First Shore Federal Savings and Loan to recognize United Way’s leaders in giving. Lorch Microwave’s 2008 campaign totaled $21,448 and ranked the organization #22 in United Way’s prestigious “Top 25 List” of corporate campaigns.
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BAY NATIONAL BANK BUILDING SUCCESS THROUGH TEAMWORK
Left to right: Brian DeLawder, Executive Vice President, Southern Builders, Inc.; Greg Olinde, Senior Vice President, Bay National Bank; and David Harkins, President & CEO, Southern Builders, Inc. in front of joint project Shark Finn at 125th Street, Ocean City, MD.
CREATING A NEW STANDARD IN BANKING Hugh W. Mohler, Chairman & CEO Gregory J. Olinde, Senior Vice President 109 Poplar Hill Avenue, Salisbury, Maryland 21801 www.baynational.com
410-334-3636