Regional Business Journal - December

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Business Journal PO Box 510 Salisbury, MD 21803-0510

The Regional Chamber Newsletter

Vol. 15 No. 5 Dedicated to the Principles of Free Enterprise December 2011

Poultry Summit includes discussion of the importance of preserving jobs Job Fair With over 40 employers and thousands of job seekers, the Salisbury Area Chamber of Commerce and the One-Stop Job Market Job Fair was a great success.

10

Foundation Over 300 people gathered at The Fountains Conference Center to celebrate the Community Foundation’s accomplishments.

23

Safety The holiday season sees an increase in sales and crime. There are ways to insure the safest season for consumers and businesses.

28

INSIDE

Ad Directory................................... 6 Executive Director......................... 3 Barometer...................................... 7 Bus After Hours.................9, 15, 17 Business Directory.................28-29 Business Mix............................... 12 Calendar........................................ 5 Coaching....................................... 6 Education.................................... 26 Health.......................................... 24 Human Resources....................... 30 Insights........................................ 13 Investing...................................... 16 Member Renewals...................... 11 Member Spotlight.......................... 9 Networking Tip ............................ 3 New Members............................... 8 Personnel File............................. 31 Salisbury University..................... 27 Workforce Committee.................... 4

The Salisbury Area Chamber of Commerce and Delmarva Poultry Industry are hosting a Delmarva Poultry Summit on December 14 in conjunction with Maryland Comptroller Peter Franchot.

The program is being sponsored by the Community Foundation of the Eastern Shore, AHPharma and Bay Bank.

It will explore the importance of the industry to the Eastern Shore economy and way of life. The goal is to provide Comptroller Franchot, elected officials, stakeholders, and all interested parties with an overview of the contributions of the poultry industry and its vital role in preserving the jobs on which our region depends.

The Delmarva Poultry Summit will be held in the Franklin P. Perdue School of Business Auditorium on the Salisbury University campus. Registration will start at 8:30 a.m. and light

refreshments will be provided. The program will open with comments from Ernie Colburn, President of the Salisbury Area Chamber of Commerce; Jim Smith, President of the Delmarva Poultry Industry, Inc.; and Peter Franchot, Comptroller of Maryland.

Dr. Memo Diriker, Executive Director of the Salisbury University Business, Economic and Community Outreach Network (BEACON), will provide an analysis of the “Economic Impact of Maryland Poultry Industry”.

The summit will feature two discussion panels.

The panelists for the first panel include Andrew McLean, the Agricultural Banker for PNC Bank; Doug Green, store manager for Atlantic Tractor and President of Sandy Ridge Farm, Inc.; Bill Brown, owner of the Beulah Winds Farm and Maple Breeze Farm.

The panelists on the second panel

include Eric Callaway, President of the Maryland and Delaware Railroad; Pete Bugas, General Manager of Interstate Container Cambridge, LLC; Nash McMahan, Vice President of Business Development for Tri Gas & Oil Company and the representative of the MidAtlantic Propane Gas Association; and Spicer Bell, President of the Community Foundation of the Eastern Shore.

Dr. James McNaughton, the program moderator, will allow the invited Maryland Legislators and the audience an opportunity to provide feedback.

Interested individuals should contact the Chamber of Commerce to reserve a seat at 410-749-0144 or chamber@salisburyarea.com. Thanks to the sponsorship by Bay Bank and AHPahrma, the program will be filmed by PAC 14 for future broadcast.

Peninsula Regional presents annual Chairman’s Awards Peninsula Regional Medical Center Board of Trustees Chairman Martin “Marty” Neat and Peninsula Regional President/CEO Dr. Peggy Naleppa recently presented members of the Peninsula Regional healthcare team with Chairman’s Awards for their contributions to the medical center and the patients they serve.

In the photo at left Neat presents the first-place award for Operations to Carole Messick, Lisa Gray and Dinah Groves of the Health Information Management Department at Peninsula Regional for their efforts in clinical documentation improvement.

Complete story and more photos on page 24

SALISBURY, MD│FOR LEASE

SALISBURY, MD│FOR LEASE

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Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Wesley.Cox@svn.com ~ 410-543-2421 Wesley Cox, CCIM http://Lease.SVN.com/WesleyDrive http://Lease.SVN.com/2120WindsorDrive MLS # 427617 MLS # 438162

SALISBURY, MD | FOR SALE

SEAFORD, DE│FOR SALE

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SALISBURY, MD│FOR LEASE

21298999 NORThWOOD OCEAN DRIVE HWY.

NEW LISTING - $449,000

• 2.5 acres facing Rt. 50 across from $699,000 The Fountains • Office/Hotel/Retail • 8,000 Sq. Ft. Retail Building on 2.73 Acres • Priced to below appraised value Building Size • Room Expand Existing • Bank owned • Flexible floorplan • Bring anVisible offer on US Route 13 Northbound • Highly Contact Wesley Cox CCIM or Henry Hanna SIOR, CCIM

Henry Hanna, CCIM, SIOR 410-543-2421 wesley.cox@svn.com http://Sale.svn.com/OlsensWestover MLS #427361

$2,800,000

$337,500

• FAA Approval, Hanger Bldg. w/6T Hangers •• Downtown Salisbury office building 2 Grass Runways 3150' andfor2300' user/investor Includes all $3,000 Shop Equipment & Mowers ••Current income • 1800 SF on 1st floor available for occupancy

Contact Henry HannaCCIM, CCIM, SIOR SIOR or Wesley Cox CCIM Henry Hanna, http://sale.svn.com/130emainst http://Sale.svn.com/BennettAirport

MLS #427047

SALISBURY, MD│FOR LEASE

SALISBURY, MD│FOR SALE

2020 SHIPLEY DR.

635 HOMER ST.

$1,200,000 $350,000 $1,275,000 • High quality, multi-tenant office building • Manufacturing/Warehouse $3.50 psf • Great cash flowSteel with Split Face • Pre-Engineered • Convenient central location Block Office; Clearspan w/20’ Ceilings • Over 20 parking spaces • Paved Parking and Truck Area • 2010 MAI Appraisal for $530,000

• Multiple Drive-Thru Doors Contact ChrisMcClellan, Peek CCIM 410-603-9112 Contact: John CCIM chris.peek@svn.com http://sale.svn.com/102Park MLShttp://sale.svn.com/1118_east_main #551363

Contact John Chris Peek CCIM 410-603-9112 Contact: McClellan, CCIM chris.peek@svn.com http://lease.svn.com/8999OceanHighway http://sale.svn.com/2129_northwood MLS #437628, 438370

SALISBURY, MD│FOR LEASE SALISBURY, MD | LEASED

31400 WINTERPLACE PKWY. 200 ELMWOOD DR.

$12.00/Sq. Ft. • 1,283 Sq. Ft. Professional Office Space • 3 Offices, Reception Area, Large Open SF facility located off Eastern Area• 20,189 & File+/Room Shore Drive • Kitchenette, Restroom and Lots of Storage • 200 Elmwood Drive - LEASED • End Unit Located in Winter Place Bus. Park • COMING SOON! CCIM or Rick Tilghman, CCIM Contact: Brent Miller, EVOLUTION CRAFT BREWERY http://Lease.SVN.com/WinterPlacePark MLS #439632 Contact Brent C. Miller CCIM, CPM

• High quality, well appointed 16,120 SF office building $5.50/Sq. Ft. • Efficient blend of technical & professional areas • 2 Warehouse Unitscampus Available • Attractive, wooded in Northwood Ind. Park • Drive-In Doors and Truck Dock • Sophisticated tech infrastructure & • Zoned Town ofhigh Delmar Light Industrial communication features • Located G&M Complex • 2 acre in sitethe w/ large 72 Sales space parking lot

BERLIN,MD MD│FOR LEASE SALISBURY, | FOR LEASE

10231 OLD OCEAN CITY 1201 PEMBERTON DR., UNITRD. 1A

$7.50/Sq. Ft.

$475,000

• 5,000 Sq. Ft. Office/Warehouse • Warehouse Features 2 Roll-Up Doors & Parts Room • 2 Private Offices and Conference Room • Last Unit in Complex Contact: John McClellan, CCIM http://lease.svn.com/2040Shipley MLS #437339

• 10,000 Office/Warehouse Flex Building • Full General Commercial Zoning • Fenced Yard Area • For Lease @ $ 5.50/Sq. Ft. • Convenient Location Just Off RT 13 Contact: Chris Peek, CCIM http://Sale.svn.com/635_Homer MLS # 427375

FRUITLAND, LEASE SALISBURY, MDMD│FOR | FOR LEASE

HURLOCK, MD│FOR SALISBURY, MD | FOR LEASESALE

IN CROWN SPORTS CTR. FACILITY

1131 SOUTh SALISBURY BLVD.

$10 PSf gross or $1227/month plus utilities

$18.50/Sq. Ft.

• Great class A professional office space

• 1,600 Medical Office in • 1472Sq. SFFt. including reception area,Space 4-5 offices Class A Medical Facility w/conference room, large kitchen/ break room 1/2 bathGeneral Hospital’s Campus • On and Atlantic • PlentyRms., of freeBreak parking & Chart Rm., 2 Nurse • 3 Exam • Also available Unit 1E, 314 & SFWaiting single office Stations, Office,-Reception Areas @ $350 perMiller, monthCCIM plus or utilities Contact: Brent Rick Tilghman, CCIM Contact Bill Moore 410-543-2440 or http://Lease.SVN.com/JamesBarrettMedical bill.moore@svn.com MLS#441004 http://lease.svn.com/1201pemberton

$7.50/Sq. Ft. • 13,000 Sq. Ft. • 24 Ft. High Ceilings; 14x10$3.50 Ft. Door psf • Sprinklered • Class A professional office • Separate ADA bathrooms • Directly across from Salisbury University • Great Flex Space!

• 9 private offices Contact: Chris Peek, CCIM • Ample parking http://Sale.SVN.com/CrownSportscCenter13000 Contact John McClellan, CCIM MLS #436513 http://lease.svn.com/1131southsalisbury

100 ENTERPRISE DR.

213 W. MAIN ST.

$995,000

• 22,500 Sq. Ft. onRESTAURANT 5 Acres Truck Dock & Drive in Access ••Turn-key restaurant for lease Sprinklered; Paint & Sanding Booths ••Includes all equipment • Can seat up to 200 • Outdoor patio Chriscontribute Peek, CCIM •Contact: Owner could

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View allNess–Miller of our listings at www.SVNmiller.com Sperry Van Commercial Real Estate (410) 543-2440 410.543.2440 206 East Main Street | Salisbury, MD 21801 SussexMD Highway | Laurel, DE 19956 206 East Main Street • 30613 Salisbury, 21801 302.846.9908 34634 Bay Crossing Blvd. | Lewes, DE 19958 302.227.0768 www.SVNmiller.com 302.629.2440 302.540.5959 410.279.9145

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Business Journal • December 2011

PAGE 3

Will American shoppers help bring recovery?

By Brad Bellacicco

SACC Executive Director

Director’s Journal

The economic news continues to flux. One day Greece seems set for serious action to deal with their A record 226 million underlying fiscal problems and the next day they are in consumers shopped in chaos again. The stock market reminds me of the rolling stores and online Thurshills of Kansas with an occasional cliff that if you are not day through Sunday paying attention will send you into a fatal freefall. shopping season, what will this imporWhat will the economists tant indicator foretell? tell us to expect next? Only weather forecasters have a more volatile set of American consumers have spent us factors to digest in the course of develout of economic troubles before. But oping a prediction. So the economists can they keep the recovery moving are watching politics and employment in the right direction despite the chaltrends, global markets and main street lenges we face? attitudes, factory output and housing Historical Gallup data shows that demand, just to name a few factors. holiday retail spending rebounded As we look back at Black Friday and somewhat in 2010 after three years of forward to the remainder of the holiday highly anemic sales. Black Friday ar-

The 2011-2012 Chamber officers are in the back row, from left: Ernie Colburn, Dr. Memo Diriker, Sandy Fitzgerald-Angello, Dawn Tilghman, Bradley Gillis, Tony Nichols. Front row: D. Nicole Green, Stephen Franklin and Stephanie Willey.

2011-2012 Salisbury Area Chamber of Commerce Officers President President Elect Vice President Vice President Vice President Secretary/Treasurer Asst. Sec/Treasurer Legal Counsel Past President

Ernie Colburn Sandy Fitzgerald-Angello Bradley Gillis Dr. Memo Diriker Tony Nichols Stephen Franklin Stephanie Willey D. Nicole Green Dawn Tilghman

Comcast Spotlight Pohanka Automotive Group Sperry Van Ness - Miller Salisbury University’s BEACON BBSI Accurate Optical Comcast Spotlight D. Nicole Green, P.A. Burnett White Tire & Auto

rived with consumer sentiment at low levels previously only reached during recessions, as a record share of households said this is a bad time to spend, according to the Bloomberg Consumer Comfort Index.

Well the numbers look good for Black Friday and the Thanksgiving weekend. Total spending over the fourday weekend following Thanksgiving reached a record $52.4 billion, up 16% from $45 billion last year, according to a survey by the National Retail Federation (NRF) released Sunday, November 27, as the dust was settling.

A record 226 million consumers shopped in stores and online between Thursday and Sunday, up from 212 million last year. Individual shoppers spent more, too, the NRF said. The average holiday shopper shelled out $398.62, up from $365.34 in 2010.

Retailers offered sales and opened earlier than ever, especially at the bigbox chains like Walmart, K-Mart, Toys R Us and Target, to help boost sales.

The Centre of Salisbury was open at midnight. And it all worked.

In a separate survey released Saturday, ShopperTrak said retail sales on Black Friday alone climbed 6.6% this year to an estimated $11.4 billion.

Even with low confidence, shoppers paid more for goods and unleashed some pent-up demand, said Craig Johnson, president of consulting firm Customer Growth Partners.

Online retailers also played a bigger role this year with a slew of deep discounts and promotions well before Cyber Monday. Online sales were up 39.3% on Thanksgiving Day and 24.3% on Black Friday compared to the same days last year, according to IBM’s Coremetrics, which tracks real-time data from 500 retailers in the apparel, department store, health and beauty and home goods categories.

The new Small Business Saturday was also a successful tactic in the effort to pull consumers out on the kick-off weekend for holiday sales. The weath-

er also help make it easier for people to get out and shop.

Cyber Monday could also notch a new record, according to online tracking firm ComScore. Online sales for 2011 are projected to hit $1.2 billion, up from $1 billion last year, Andrew Lipsman, ComScore’s industry analyst, said.

We can all hope Santa will put an improved economy under the tree on December 25. The numbers will tell the story and early numbers are good.

And even in the worst of times, people want to give.

We at the Chamber hope you have a happy holiday season and improved economy in 2012.

Winter Food Drive

The Salisbury Area Chamber of Commerce is pleased to announce their 8th annual canned food drive which will last until the end of January. The Chamber will be accepting food and non-food donations to help alleviate problems of hunger and poverty in our area. All donations will be collected by the local Maryland Food Bank and distributed accordingly.

Most needed items include: canned meats, canned fruits, canned vegetables, peanut butter, macaroni & cheese, tuna, cereal, canned soup, pasta and rice. Non-food items such as diapers and toiletries are also needed.

Help make the winter season better for needy families in Salisbury.

Please drop off any items (no glass, please) to the Chamber Business Center at 144 East Main St., Salisbury, Monday through Friday, 9 a.m. to 5 p.m. For more information, visit www.mdfoodbank.org or contact Donna Griffith at the Chamber office at 410-749-0144.

Determine What You Want 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

If you don’t know what you want, how will you be able to tell others what you want? Not only that, you will be like a Sunday driver going from here to there without an intended destination. Become clear about where you want to go, but be prepared to adjust your business networking course as you go

Business Journal • December 2011

PAGE 4

Workforce Development update

By Jayme Weeg

WDC chair and president Junior Achievement of the Eastern Shore

The Workforce Development Committee’s mission is to serve as an exchange forum where the business community can interface their current and future work force needs with representatives of all aspects of the community.

From this we hope to work together to address needs in those businesses, organizations and institutions that can effectively prepare the work force for the future.

Each month, the committee brings in a speaker from a particular industry or expert in the area of work force development to speak of the changes, needs and gaps in the world of hiring and work force development. After each speaker, the committee then set forth tasks to educate their organizations and the community about those needs, all in an effort to spread change to the masses.

By working together we can make sure we are preparing a globally competitive workforce.

This month the committee had the pleasure of hearing from Dr. Ira Wolfe of Success Performance Solutions.

While he spoke of how the economy, globalization and technology are changing the way we do business and causing sustained high unemployment, he revealed what he calls the “Perfect Labor Storm.” Creating jobs in today’s world is not as simple as more government stimulus.

The Perfect Labor Storm is the convergence of not only a slow economy, but an increase in workers over the tra-

Lower Shore Chambers of Commerce Chamber Berlin Crisfield Delmar

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

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Key contact Olive Mawyer Valerie Howard Diane Johnson Tina Banks Melanie Pursel Elizabeth Kain-Bolen Denis Wagner Dennis Williams Brad Bellacicco Lee Chisholm

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Fax 410-641-3118 410-968-0524

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* Basic annual membership cost.

ditional age of retirement, more skilled, professional, and educated women in the workplace, and a new definition of work and jobs. The storm has created an unprecedented clash between workers looking for work and available jobs. Current research projects that by 2020 ninety-seven million new workers will be needed but only 43 million Americans will have the educational qualifications for these jobs. Currently 39 percent of all U.S. jobs qualify as low-pay/low-skill and require 61 million workers. Unfortunately, about 115 million Americans qualify.

In the past, most jobs were “transformational,” involving the extraction of raw material then converting to a tangible product. For example, you needed production line workers, coal miners and someone to run heavy machinery.

Jobs were also “transactional” involving interaction with customers such as cashiers and accounting clerks. What our workforce is not prepared for is a “tacit” type of job - a job that involves complex interactions, high knowledge and the ability to apply what they’ve learned to something that isn’t even

DIABETES AWARENESS - From left, Ted Kaufman, Sanofi-Aventis A1C Champions member and John Motsko, Apple Discount Drugs certified diabetes educator, worked together to bring Kaufman to Apple for Diabetes Awareness month.

Kaufman shared his own personal experience with the disease and spoke about the challenges and obstacles in maintaining control of diabetes. Kaufam shared diabetes self-management and lifestyle strategies based on extensive training and personal experience with diabetes.

invented yet. For instance, a nurse or a mediator, or even someone to look at a problem, figure out a solution and then make that solution a reality. We’ll need more computational thinking, cognitive load management, virtual collaboration, social intelligence and cross culture competencies, just to name a few.

As the demand for low paying, low skill jobs shrink, the demand for high paying jobs for high-skilled workers will increase. How do you teach a student and prepare them for a job that doesn’t exist yet? We need to ensure that our students and work force can

think on their feet, be innovative and be able to adapt to change. They need to be able to take what they’ve learned in school and use that as a base for constant growth, education and improvement of themselves and everything around them. I challenge you, your company, your family and your circle of influence to spread the importance of out of the box thinking, constant innovation and self improvement.

For more information on how you can get involved with the Workforce Development Committee, contact the Salisbury Area Chamber of Commerce.

Business Journal • December 2011

PAGE 5

Calendar of Events

Salisbury Chamber Thursday, Dec. 1 - Beautification Committee, Chamber Business Center, noon.

Friday, Dec. 2 - Macy’s Shopping Tour for Chamber members, Macy’s at The Centre at Salisbury, 8 a.m.

Tuesday, Dec.6 - Ribbon cutting, Affordable Bookkeeping Corporation, noon.

Wednesday, Dec. 7 - Young Professionals Committee, Chamber Business Center, 7:30 a.m.

Wednesday, Dec. 7 - Business After Hours - Twilley, Rommel & Stephens, 5-7 p.m.

Thursday, Dec. 8 - Ribbon cutting, Maho’s Pizzeria, 11 a.m.

Friday, Dec. 9 - Executive Committee, Brew River Restaurant, 11 a.m.

Friday, Dec. 9 - Board of Directors, Brew River Restaurant, noon.

Monday, Dec. 12 - Workforce Development, Chamber Business Center, noon.

Tuesday, Dec. 13 - Membership Committee, Bob Evans Restaurant, 8 a.m.

Tuesday, Dec. 13 - Business After Hours - Runaway Bay, 5-7 p.m.

Wednesday, Dec. 14 - Poultry Summit, Salisbury University, 8 a.m.-noon.

Wednesday, Dec. 14 - PR & Marketing Holiday Luncheon, Chamber Business Center, noon.

Friday, Dec. 16 - Legislative Forum with the Eastern Shore Delegation, Holiday Inn & Conference Center, 11:30 a.m.

Tuesday, Dec. 20 - Budget & Finance Committee, Chamber Business Center, noon.

Wednesday, Dec. 21 - Business Affairs Committee, Chamber Business Center, 8 a.m.

Monday, Dec. 26 - Chamber office closed

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PRMC LIGHTS HOLIDAY STAR - Peninsula Regional Medical Center has lit its star decoration atop the medical center for the holiday season. The star has been the centerpiece of Peninsula Regional’s holiday decorating theme for the past 19 years. In 1995, after the shooting death of Maryland State Police Trooper First Class Edward A. Plank Jr., a decision was made to light the star each year going forward in Trooper Plank’s memory. It also serves as a tribute to the Medical Center’s close working relationship with local emergency responders and law enforcement officers on the Delmarva Peninsula.

Visit us at www.ComcastSpotlight.com for more information

Business Journal • December 2011

PAGE 6

What employers can do to keep best employees

By Mary Ellen Carter The current economic climate has led to an interesting new trend in business.

In a recent study by CareerMost employees want Builder, only 45 percent of employers saw employee to do a great job for retention as a problem, while their company, and 87 percent of employees are open to a new job opportudesire to produce great nity or are actively seeking results... a new job. This extreme difference in the views of the current hiring situation shows for accomplishments and goals being that many businesses may be vulnerable met, but also feedback and constructive to losing their top employees, and may criticism to encourage growth. not even know it.

Most employees want to do a great So what can businesses do to guarjob for their company, and desire to antee that their best employees won’t produce great results, so they deserve be leaving for greener pastures? There to be recognized for their efforts. Helpare several steps employers can take to ful advice on a project or tips on what make sure the most valuable employees to do before the next presentation helps in their company are going to be there employees perform better and feel like long term. they are needed at work. And, a work Improve the work environment environment with the occasional family First, provide a work environment day or ice cream social during a break that gives employees respect, recognilets employees know the company cares tion, and feedback, with some occaabout them. sional fun mixed in for good measure.

Offer training opportunities Top employees want to know they will The next way to encourage the best be given one of the basic aspects of the employees to stay with a company is work place, respect. Remove this atto offer training and learning options. titude from the office, and be prepared Training can come in several varieties, to see the very best of the team walk including onsite computer or leaderout the door quickly. A respectful work ship classes, mentorship programs, or environment should include recognition reimbursement for classes at a local

Coaching

university or vocational school. In a survey of 1,400 chief financial officers, 29 percent planned on offering training or education in 2011, while 24 percent planned on offering a mentorship program.

These additional learning opportunities not only help employees feel more committed to the company, but also provide businesses with employees who are better trained, loyal to the company and willing to go out into the community to talk about the great benefits they receive.

Competitive compensation The final, and usually most talked about way to retain great employees, is to offer a competitive compensation and benefits package. The most obvious of ways to keep great employees is to pay them more, but in today’s economic climate, a pay raise may not be feasible for small businesses. But, that doesn’t mean there aren’t creative ways to offer the hardest working employees benefits other companies don’t have.

The best employees know their company may not be able to give them a bonus or pay raise right now, but a small form of appreciation can make a big difference in their decision to search for a new job or stay in their current position.

Consider offering a flexible work schedule one or two days a week. In a 2010 report from the president’s Council of Economic Advisers, a flexible

DECEMBER 2011 INDEX PG 4 5x5.25 Deep

work program that allowed 10 to 15 percent of its employee’s flexible hours helped increase retention rates by 15 percent.

If it’s not already offered, a corporate wellness program – whether through an onsite work gym, weight management programs, company-paid gym memberships, or wellness activities like company sports teams in local intramural leagues – is a great way to help retain your top talent. A survey by the Principal Financial Group showed that 53 percent of employees used company-offered weight-loss programs in 2010, compared to 28 percent the year before. The same survey also showed that 48 percent of employees participating in some form of company wellness programs were motivated to stay with their employer.

The best employees will always be in high demand, but that doesn’t mean companies have to lose them. With a few, cost-effective programs and work environment changes, the best employees will be more committed to their employer and, because of their contentment in their role, can attract even more hard-working, dedicated employees.

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

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.

Architecture 17 AWB Engineers . 742-7299 Advertising 5 Comcast Spotlight . . . . . . . 546-6610 Employment 12 Express Employment . . . . 860-8888 Financial 20 Delmarva Wealth Management. . . . 912-4286

Gifts 24 Edible Arrangements . . . 670-0350 Health 23 Accurate Optical. . . . . . . . . 749-1545 25 Apple Discount Drugs . . . . . . . . . 543-8401 19 Eastern Shore Pharmacy . . . . . . . 749-5253 15 Peninsula Health Mart Pharmacy. . . 546-3333 Heating & Air Conditioning 14 Mid-Atlantic Heating . . . . . . . . . 546-5404 Insurance 21 Avery Hall . . . . . . 742-5111

Jewelers 7 Kuhn’s. . . . . . . . . 742-3456

Septic 14 Towers Concrete. .479-0914

Mailing 15 Mail Movers . . . . 749-1885

Sitework & Paving 9 Terra Firma . 302-846-3350

Marketing 31 Matice . . . . . . . . . 858-4775

Storage 18 Cubes . . . . . . . . . 742-2100

Paving 13 Chesapeake Paving. . . . . . . . . 742-2330

Utilities

Real Estate

16 Choptank Electric . . . . . 877-892-0001

12 Remax Crossroads . 443-736-3373 2 Sperry Van Ness . 543-2440 11 The Roop Group . . . . . . . . 742-RENT

16 Bay Area Disposal . . . . . . . 860-6607

22 Delmarva Shredding & Recycling . . . . . 860-1425 Insert Locally Owned Restaurant Association

Business Journal • December 2011

Barometer

Wicomico County Sales Tax Collections by category

Salisbury-Ocean City-Wicomico Airport October ‘10 . . . . . . . . 11,835 November ‘10 . . . . . . 11,013 December ‘10 . . . . . . 10,343 2010 Total . . . . . . . 129,341 January ‘11 . . . . . . . . . 9,608 February ‘11 . . . . . . . . 8,796 March ‘11 . . . . . . . . . 10,698 April ‘11 . . . . . . . . . . 10,550 May ‘11 . . . . . . . . . . . 12,820 June ‘11 . . . . . . . . . . 13,512 July ‘11 . . . . . . . . . . . 15,291 September ‘11 . . . . . 13,017 October ‘11 . . . . . . . . 12,386

October ‘11

September ‘11

October ‘10

Food & Beverage

$1,379,820

$1,260,728

$1,255,924

Apparel

$330,421

$222,172

$306,497

General Merch.

$1,623,508

$1,421,014

$1,601,420

Automotive & Oil

$438,801

$456,099

$416,384

Furniture & Appl.

$163,500

$175,114

$180,521

Building Supplies

$585,091

$640,962

$556,828

Utilities & Trans.

$377,992

$391,705

$449,237

Hardware & Equip.

$188,123

$170,110

$203,483

Miscellaneous

$677,856

$729,246

$665,639

TOTAL

$5,765,111

$5,467,150

$5,635,933

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

PAGE 7

11.6 16.1 13.7 9.8 5.8 11.3 8.7 4.4 11.4 18.8 25.0 14.9 6.5

Airline Passengers Enplaned/Deplaned

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

National, State, County Unemployment Rates May

Jun

Jul

Aug

Sep

Oct

National

8.7

9.3

9.3

9.1

8.8

8.5

Maryland

6.8

7.4

7.4

7.3

7.1

6.8

Wicomico

8.0

8.5

8.6

8.7

8.4

8.2

Worcester

10.2

8.9

8.4

8.2

8.8

10.6

Somerset

9.5

10.7

10.1

9.5

9.0

8.7

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

Business Journal • December 2011

PAGE 8

SALISBURY AREA

CHAMBER OF COMMERCE

Dear Chamber Members,

I want to break the 100 new members plateau by Christmas! With the pro-

spective members that we have already invoiced, and those “Hot Prospects” we have our eyes on, we should be able to exceed this, but we need to keep up the momentum!

Please help us grow. Please keep calling. If you have been recruiting – follow

Barnes & Noble

Rep: Hannah Miller 2618 N. Salisbury Blvd Salisbury, MD 21801 410-548-9191 410-548-3773 (fax) Crm2145@bn.com http://store-locator.barnesandnoble. com/store/2145 Retail bookseller offering more than 200,000 book titles both on the shelves and as E-books, as well as a wide selection of music & movies and online resources. Barnes & Noble stores feature the best service, depth of selection, and comfortable setting and are open 7 days a week.

Center For Performing Arts of Salisbury

Rep: Ok Hardin 428 Snow Hill Rd. Salisbury, MD 21804 410-251-7123 ohardin1@comcast.net Non-profit organization committed to the youth of Wicomico County in the performing arts arena.

Chesapeake Massage & Bodywork

Rep: Lucretia Mahoney 706 Camden Ave. Salisbury, MD 21801 443-880-3477 lucretiacmt@msn.com www.chesapeake-massage.com Massage therapy for pain and stress management. Personal injury and workmans compensation insurance accepted. Receipts provided for health insurance reimbursement.

Recruited by Cathie Thorsten & Rick Holloway

Disability Advocates of Delmarva, Inc.

Rep: Paul Rendine 9313 Mulligan Lane Delmar, MD 21875 410-543-4813 quoteman3@aol.com Non-profit oganization that helps people with disabilities here on the Delmarva Peninsula to have better access to jobs, provide college scholarships, increase public awareness and to provide information to those with disabilities.

Flexera, Inc.

Rep: John Donato 22791 Dozer Lane Unit #8 Harbeson, DE 19951 302-945-6870

302-945-6872 (fax) jaydonato@flexera.net www.flexera.net Full service energy management company for residential & commercial customers. Specializing in: energy auditing, solar and wind systems, energy procurement.

Oechsli Chiropractic

Rep: Dr. Louis Oechsli 310 Civic Ave. Salisbury, MD 21804 410-742-2229 410-742-2235 (fax) Recruited by: Sandy FitzgeraldAngello

Olive Street Mall & Consignment Warehouse Reps: Gordon & Linda Johnston 111 Olive St. Salisbury, MD 21801 877-296-4910 OliveStreetMall@gmail.com www.olivestreetmall.com

Otway, Russo, and Rommel, LLP Rep: Jim Otway 108 West Main St. Salisbury, MD 21801 866-435-2716 410-749-8577 (fax) jmenavich@otwayrusso.com www.otwayrusso.com Law offices specializing in personal injury, and also represents both plaintiffs and defendants in business litigation, including real estate and construction disputes, insurance coverage actions and disputes related to noncompetition agreements, partnership agreements and buy-sell agreements.

Recruited by Nicole Green

Peninsula Adjusting Company, Inc.

Rep: Richard Bentz P.O. Box 1916 1221 Old Ocean City Rd. Salisbury, MD 21802 410-742-2271 rrbentz@peninsulaadj.com www.peninsulaadj.com Peninsula Adjusting Co., Inc. is a full service independent adjustment company offering 24 hour service 7 days a week for the insurance companies since 1947, recommended by Best Directory and a member of the National Association of Independent Insurance Adjusters and charter member of The Delmarva Claims Association. The first independent adjusting firm to offer auto physical damage appraisal service on the Delmarva Peninsula. We also offer appraisal service on heavy equipment

up with your prospects.

If you haven’t, contact someone you know whose business will benefit from

membership in the region’s largest and most respected chamber of commerce.

If you need reference materials to help with this, please call Brad or Clay at the chamber. If you are uncomfortable making the contact, pass us the name and contact information.

We have not yet had a clear leader in recruiting, so there are still great prizes

available for top recruiters, and teams; like an I-pad, a Mercedes for a week, an OC condo stay, and much more. We are the best Chamber on the Peninsula

and with your continued support we can make this the biggest.

Point of Contact for the drive is: Clay Tarpley Director of Membership Salisbury Area Chamber of Commerce 144 E. Main St. Salisbury, MD 21801 410/749-0144 410/860-9925 - fax membership@salisburyarea.com www.salisburyarea.com

Ernie Colburn President

and certified marine surveying.

Recruited by Ed Wilgus

Peninsula Plastic Surgery, P.C.

Rep: Dr. Vincent J. Perrotta, M.D. 314 W. Carroll St. Salisbury, MD 21801 410-546-0464 410-546-8529 (fax) drvince5@comcast.net www.penplasticsurgery.com Offering plastic and reconstructive surgery including hand surgery to the Eastern Shore. A local practice with extensive experience with three physicians on staff.

Recruited by Sandy FitzgeraldAngello

Red Brick Pizza

Rep: Howard Johnson 1306 S. Salisbury Blvd.

Salisbury, MD 21801 410-810-1633 410-810-0464 (fax) eatinc@verizon.net Brick oven fire roasted pizza, oven roasted sandwiches, garden fresh salads Recruited by Bonnie Smith

Robinson’s Family of Businesses

Rep: John Robinson 1520 S. Salisbury Blvd.

Salisbury, MD 21801 410-546-0817 410-742-2213 (fax) gotorobinsons@gmail.com www.GoToRobinsons.com Multi-faceted business offering watch & clock repair, jewelry sales & repair, ‘Salisbury Pewter’ outlet, print & sign shop, screen printing, awards & trophies Recruited by Chris Hagel

Salisbury Skate Shop

Rep: J. David Robinson 222 W. Main St. Salisbury, MD 21801 410-677-3558 GoToRobinsons@gmail.com www.GoToRobinsons.com Skateboarb shop with full line of skateboards, longboards and accessories.

Recruited by Chris Hagel

Spotlight Web Design, LLC

Rep: Michael Giordano P.O. Box 2082 Salisbury, MD 21802 443-455-1651 443-455-1646 (fax) michael@spotlightwebdesign.net www.spotlightwebdesign.net Website and web based application development. We build new websites, give facelifts to existing websites and also build custom web based applications that will intergrate with your current business model and workflow.

Recruited by Joe Giordano

Tim’s Pizza & Subs / Heper, Inc.

Rep: Timucin Heper 244 Tilghman Rd. Salisbury, MD 21804 410-677-0636 410-677-0635 (fax) timucinheper@comcast.net www.timspizzaandsubs.com Restaurant specializing in pizza & subs, and also salads, wraps, sandwiches and Italian & Greek specialties Recruited by Lynn Creasy

Business Journal • December 2011

PAGE 9

Business After Hours

A Business After Hours networking event was hosted by MAC, The Area Agency On Aging, on Wednesday, Nov. 9, at the Harry & Jeanette Weinberg Building, home of the new multipurpose Salisbury-Wicomico Senior Services Center in Salisbury (located behind the Holly Center).

MAC (Maintaining Active Citizens) is dedicated to the principle that older

persons are entitled to lives of dignity, security, physical, mental and social well-being; and to full participation in society.

Just in time for the holidays, MAC has compiled an array of classic MAC family favorite recipes to use over the holidays. Stop in and support MAC by purchasing the Classic Recipes Cookbook from MAC for $10.

For more information, visit www. macinc.org.

Grace Murdock of Professional Grace and new member Laura Cogswell of On The Go Marketing

Chamber Board VP Tony Nichols and Randy Gardner of BBSI

MAC, The Area Agency on Aging

Chamber Ambassador Judy Hunt Harris of Coastal Hospice and Renee Frederickson of the Ward Museum.

Our hosts from the MAC Center: Liddy Diemel, Valerie Wagner, Donna Blackwell, Cheryl Senkbeil, Pam Wood and Joan Emerick.

Member Spotlight

Sharp Water Culligan

DJ and Cindy Shannahan are proud to announce that they recently completed the acquisition of the Culligan dealerships in Salisbury, Dover, Del. and Shrewsbury, Pa. The acquisition was part of a nationwide refranchising initiative Culligan initiated earlier this year. Sharp Water was unique in this initiative as they were the only non-Culligan dealer to acquire any of these company-owned stores. With new territory in Pennsylvania, New Jersey, and the western shore of Maryland along with current territory on Delmarva, this expansion positions Sharp Water as one of the leading water treatment dealers on the East Coast.

In addition to DJ who serves as the company’s president and Cindy the company’s chief financial officer, a new management team has been established that includes some of the most experienced water treatment professionals anywhere. Steve Webb is a partner and will also serve as the company’s vice president and director of sales. Steve has been in the industry for over 30 years and was previously the VP of the Water Division of Chesapeake Utilities and most recently the VP of Dealer

Sales for EcoWater Systems in St. Paul, Mn. Karl Weber is a lifelong Culligan Man having joined them over 30 years ago, and he serves as the general manager of all three dealerships. Kegan Wise has 13 years experience with Culligan and he is the operations manager for Dover. Kegan will be supported

by Tom Manzi as service manager for Dover. Tom brings his 30+ years of experience with both Culligan and Sharp Water to customers in the Dover area.

Randy Merrill, who has been at Sharp Water since 1999, will continue in his role as operations manager for Salisbury. He will be supported by George Donoway as service manager for Salisbury. George has been the backbone of the Salisbury Culligan operation since 1974.

Sharp Water’s recipe for success has been simple - treat people as they want to be treated, provide the best in class products and services and always do what is best for the customer. Although the company might be larger now, they will never lose sight of the foundation that got them where they are today.

PAGE 10

Business Journal • December 2011

6th Annual Job Fair

The Resume Doctor was on hand to evaluate resumes of applicants and offer suggestions at no cost.

Representatives from Capital City Nurses meeting with potential employees.

The Salisbury Area Chamber of Commerce and the One-Stop Job Market held their 6th Annual Job Fair at the Centre at Salisbury on Thursday, October 13th. With over 40 employers and thousands of job seekers, the event was a great success. Job Fair sponsor, BBSI, generously provided refreshments for participating employers throughout the day of the job fair.

Thank you to the staff at the One-Stop Job Market for their outstanding volunteer efforts, this event would not be possible without their support. A special thanks to the Centre at Salisbury and the helpful staff at the Wicomico Public Library’s WILL Centre branch.

Staff from the Delmarva Broadcasting Company at the 2011 Job Fair discussing job opportunities with their company.

A representative from Peninsula Regional Medical Center speaks with prospective employees.

Tony Nichols of BBSI handing out refreshments to the employers during the 2011 Job Fair.

Business Journal • December 2011

PAGE 11

Commercial Property

REPORT

By John McClellan, CCIM Sperry Van Ness

In this month’s report, we are reporting on a mix of commercial sales that have occurred in the last several months in Wicomico, Worcester, and Somerset counties.

The vacant riverfront parcel located at 692 Fitzwater Street was acquired SBY RIVER LLC from Double Net LLC. The land is adjacent to Chesapeake Shipbuilding and gives the company expansion opportunities. The 3 acre parcel sold for $900,000.

42.83 acres of improved industrial land was transferred from Atlantic Wood Industries to Eden Land Company. The property was improved by approximately 9000 sq ft of buildings.

Total consideration was $1,425,000.

Atlantic Wood is continuing operations at the site.

The medical office condo at 560 Riverside Dr Suite 202 in the Riverside Medical Park was purchased by Riverside Holdings. The 1,528 square foot condo sold for $90,000. The seller was represented by Henry Hanna, III, CCIM of the Hanna Team at Sperry Van Ness. The property was sold by Christian Peek, CCIM of Sperry Van Ness.

84 Indemnity Company transferred their former store location at 101 East Cedar Lane in Fruitland to D Brown Land Holdings for $2,500,000. The 5 acre site is slated for retail redevelopment. 84 was represented by Henry Hanna, III, CCIM of the Hanna Team at Sperry Van Ness. The buyer was represented by John McClellan, CCIM of the McClellan Team at Sperry Van Ness.

The former Country Sunrooms property located at 2630 North Salisbury Blvd was sold to an unnamed local investor and developer. The 1.9 acre parcel with improvements sold for $700,000. The seller was represented

by Holly Campbell of Remax Premier and the buyer was represented by Matthew Trader of Rinnier Development.

Future development plans have not been announced.

The Manokin Manor Nursing Home and Assisted Living Facility in Princess Anne was sold for $8,400,000 to Sabra Health Care Inc. the 53,486 square foot facility is situated in 12.34 acres just south of Mt. Vernon Road.

Verizon of Maryland sold their former service facility located at 12734 Sunset Avenue in West Ocean City to Wade Real Estate Investments. The 8,500 square foot office and service facility is situated on 4.4 acres. John McClellan, CCIM of the McClellan Team at Sperry Van Ness brokered the $750,000 transaction. The property will

be used as a product development, sales and administration facility for process Integration Inc. Omar Todd Land Holdings transferred 2.74 acres together with 4,300 square feet of warehouse in Libertytown to Ray Nornes Inc. for $200,000.

Margaret Holloway of Long & Foster brokered the transaction. Future plans were not disclosed.

Veze Wireless of Berlin has acquired the former Buddy’s Electronics building at 1128 Ocean Highway in Pocomoke. The 1 acre property with improvements was sold by Beverly Cowger Glogovics for $375,000.

508 Gumby Rd. Salisbury 4 Bedrooms / 3 Baths $1,600/MO

903 Friar Tuck Ln. Salisbury 3 Bedrooms / 3 Baths $1,600/MO

27699 Pemberton Dr. Salisbury 5 Bedrooms / 3 Baths $1,800/MO

312 Stream Valley Ct. Salisbury 3 Bedrooms / 2.5 Baths $1,700/MO

Write John McClellan, CCIM at Sperry Van Ness – Miller Commercial Real Estate at 206 E. Main St., Salisbury, MD 21801 or email john.mcclellan@svn.com.

Membership Renewals

Salisbury Area Chamber of Commerce

Accent On Designs...................................................2010 Bausum & Duckett..................................................2001 Baxter Enterprises...................................................2007

Bay Shore Development Corp................................2010 Break Time Sports Grill & Pub.............................2003 Center for Women’s Health....................................2007

Chesapeake Paving & Sealing, Inc.........................1999 Chesapeake Shipbuilding Corp..............................2001

Cube StorageTo Go / Mills Storage, LLC.............2007 Delmarva Zoological Society, Inc...........................2009 Eastern Shore Brick Company...............................2000 Edward’s Marine & Sons, Inc................................1994

Express Employment Professionals.......................2007 First Home Mortgage Corp....................................2001

Fountains Wedding & Conference Center............2004 Git R Done Cleaning Services................................2009 Hilyard’s Business Solutions...................................2010 R. C. Holloway Company........................................2003

Krum Real Estate & Appraisal Group..................2000 Mill Pond Village Apts............................................2001

Parker & Associates................................................2003

Pool Tech..................................................................2004 Residence Inn By Marriott.....................................2006 Respess Financial Services......................................2004

Salisbury Rt. 50 Self Storage..................................2004

Three Lower Counties Community Services........2003 Whiting-Turner Contracting Company................2011 Wireless Zone...........................................................2009

25877 Delmar Rd. Mardela Springs

4 Bedrooms / 2.5 Baths $1,400/MO

710 S. Camden Ave. Salisbury 4 Bedrooms / 2 Baths $1,150/MO

PAGE 12

Process Integration acquires facility

The McClellan Team, including Senior Advisor John McClellan, with Sperry Van Ness – Miller Commercial Real Estate in Salisbury, has announced the acquisition of a new office and manufacturing center by Process Integration, Inc. The property is located at 12734 Sunset Ave., Ocean City, and consists of an 8,000-square-foot warehouse and office and is situated approximately 4 acres just west of the Ocean City harbor. The property sold for $750,000 Process integration Inc. (www.processintegrationinc.com), is a leading edge developer of integrated hardware and software solutions for food processing, bottling, pharmaceutical and a variety of other industries. They specialize in providing the latest technology for product sorting, weighing, labeling and data collection – all in the most rugged of work environments. The company is currently based in Delmar, and will be relocating to Ocean City.

According to Mike Wade, President, “We have been searching for several years for that perfect facility in a centralized location that is both convenient to our customers as well as our valuable workforce. We believe this new facility is a perfect fit to our growing company.”

84 Lumber site to be redeveloped

New retail development is planned for location presently occupied by Eighty Four Lumber. The 5 acre site on the northeast corner of Cedar Lane and North Fruitland Boulevard is surrounded by a Wal-Mart Super Center and numerous other retail and service establishments.

The sale was brokered by Senior Advisors John McClellan, CCIM and Henry Hanna, CCIM of Sperry Van Ness Miller Commercial Real Estate in Salisbury.

Preliminary plans are to redevelop the site as a mixed use restaurant and retail complex.

New location for BNI

The Salisbury Thursday Breakfast Chapter of Business Network International (BNI) is excited to announce it is moving to a new location. The growing chapter will meet weekly at 7:30 a.m. on Thursdays at The Georgia House in Salisbury.

New officers for the Salisbury Thursday Breakfast Chapter of BNI are: President - Vance Morris, Chesapeake Service Solutions; Vice-President - Brad Rayfield, EXIT Shore Realty; and Secretary/Treasurer - Marilyn Bookmyer, Salisbury Art & Framing.

A BNI chapter provides professionals in a variety of occupations an opportunity each week to meet with each other and pass qualified referrals. At

Business Journal • December 2011

Business Mix

every weekly meeting, each member has 60 seconds to introduce their business and share the type of referral they would like.

Officers work with Jerry Schwartz, BNI’s Executive Director, to identify and recruit specific professional openings in a chapter. Because only one person from a profession is allowed in each chapter, a person can “lock out” competitors by joining a new BNI chapter quickly. Some professional openings that exist in the Salisbury Thursday Breakfast Chapter include: personal trainer, janitorial service and caterer.

To find out more about BNI or attend a chapter meeting, contact Sandy Grim at 410-860-0101 or sfgrim@atlantic-hr. com.

DB&F named in top firm list

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 40th in the nation in 2010.

The publication’s July 2011 issue marks the firm’s fifth year being featured on the list. Selection criteria includes innovation, expansion, growth, revenue and scope of projects.

Some of the more recent innovative projects completed by Davis, Bowen & Friedel, Inc., have included a solar farm in Sussex County, Delaware, along with a wind farm in Talbot County and a solar farm at the University of Maryland Eastern Shore.

New brewery to open

Brent Miller, CCIM, CPM, managing director for Sperry Van Ness - Miller Commercial Real Estate in Salisbury, announces that The Evolution Craft Brewery and Public House has leased 201 E. Vine St., Salisbury. The former 22,000 square foot ice plant facility will soon be a craft brewery, office headquarters and restaurant and bar.

Evolution Craft Brewing Company is currently distributed in all of Maryland, Delaware, Washington, D.C. and northern Virginia.

Evolution is a small batch craft beer brewery which was created by brothers Tom and John Knorr with Brew Master Geoff DeBisschop in 2009. The brewery produces a wide variety of specialty beers and an established series of mainline beers. For more information, visit www.evolutioncraftbrewing.com.

The Evolution Craft Brewery and Public House should be open in the spring of 2012.

RIVERWALK PARK CLEAN UP - Saturday, Nov. 19, was a clear, beautiful fall day for the Courtesy Chevrolet Cadillac team to gather at Riverwalk Park in Salisbury to do a clean up along the river prong. Pictured are Laurie Waugh, Robert Kelly with his son, Bradley, and Joshua Nordstrom, who all volunteered to remove litter from the walkways and river’s edge. It is no easy task with the ebbs and flows of the tides, but they were up to the task and provided this service to our city and community. Thank you, Courtesy Chevrolet.

announces three new leases at the Plaza Gateway Building in downtown Salisbury which makes the property nearly 100% leased. Cox leased 3,454 sqf to the State of Maryland, 1,649 sqf to NCM Demolition & Remediation, and 400 sqf to Home Call, Inc. All three of the newly occupied spaces were vacant for less than 60 days before Cox secured the leases.

The Plaza Gateway Building on the downtown Plaza was purchased in September 2006 and was completely renovated and ready for occupancy by mid 2007. Since the renovation Cox has secured 12 tenants/leases for the property, most of which are still in place.

SVN - Miller awarded contracts

Sperry Van Ness - Miller Commercial Real Estate was recently awarded the exclusive property management contract for two retail shopping centers and one office complex in Salisbury.

College Towne Shopping Center located

SVN attends fall conference

Sperry Van Ness – Miller Commercial Real Estates Advisors, Brent Miller, CCIM, CPM, Wesley Cox, CCIM, John McClellan, CCIM, Henry Hanna, CCIM, SIOR, David Wilk, Joey Gilkerson and Bradley Gillis, CCIM recently attended the SVN “Define Your Difference” fall conference in Chicago at the Hyatt Regency Hotel.

The keynote speaker, author Mari-

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on Route 13 in Salisbury across from Salisbury University consists of a 9,500 square foot retail center with stores including The Fractured Prune, Nancy N. and The Pretzel Factory.

Mill Pond Village, located off of Rt. 13 North, consists of a total of 51,600 square feet of retail units between two buildings. For leasing information, contact John McClellan, CCIM. Philmore Commons, located off of Phillip Morris Drive is a 40,000 square foot office complex with offices.

eastonmd.expresspros.com

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Business Journal • December 2011

PAGE 13

Is any official politically strong enough to help?

By E. Tylor Claggett

Insights

The Greek financial crisis has occupied the media spotlight for many months and many Americans have grown Time and time again, tired of the on-going saga. we have seen the failed But, if the Greek crisis were not enough trouble, now we results of government have the added burden of the much larger Italian debt market interventions. crisis.

The European Central Bank (ECB) spent most of Nov. 9, buying Italian bonds in an effort to support prices ers in most developed countries (includand thus drive yields on Italian sovering the US) have elected officials that eign debt down from the unacceptable have enacted policies that essentially level of seven percent. The question is, promise more to citizens than the spe“does the ECB have enough resources cific country can afford. When revenues to support Italian debt day in and day are less than necessary to make good on out?’ the promises, officials borrow money It is my opinion the ECB will not through the world’s capital markets. have the resources to engage in such And, the world’s capital markets have tactics for more than a few weeks at responded with favorable terms based best and probably for only a few days – on the notion that surely, sovereign especially given the prevailing political debt, above all else, is safe. environment. Time and time again, we The idea that governments can turn have seen the failed results of governto taxpayers for funds when notes bement market interventions and, this come due has been taken as a given. time, the size of the problem seems Until recently, lenders did not consider overwhelming before interventions even such systematic, long term trends as start. longer life spans, sharp rises in energy The real issue in both the Greek and costs, declining fertility rates, reducItalian crises is whether the domestic tions in aggregate productivity, etc. political environments will allow for vi- Unfortunately, by the time elected ofable solutions. For several decades, votbeth Kuzmeski, presented “Building Relationships & Clients For Life” offering practical tips and advice for expanding business.

Other panels and group discussions consisted of top performers who have reinvented themselves and are excelling in today’s market, a panel discussing dealing with distressed assets and bank REOs, and an American idol contest that consisted of the best Sperry Van Ness difference presentation presenter.

DQ coming to Pecan Square

Bradley Gillis, CCIM, senior advisor for Sperry Van Ness - Miller Commercial Real Estate, announces that Dairy Queen has purchased a one acre pad site at Pecan Square Shopping Center off Nanticoke Road in Salisbury. The site was purchased for $280,000 by the same owners of the North Salisbury Dairy Queen location. Construction is due to being in the winter of 2012 with an opening date for summer 2012. Gillis represented the buyers and Brent Miller, also with Sperry Van Ness - Miller, represented the sellers.

QuickBooks courses planned

As many small business owners may already know, QuickBooks software is not always the easiest option for managing finances. However, once learned,

QuickBooks is a cost-efficient solution to managing the finances of small to medium sized businesses.

For the first time, Maryland Capital Enterprises began offering hands-on, interactive QuickBooks classes where individuals could actually follow the demonstrations on laptops.

With the assistance of the University of Maryland Eastern Shore’s Rural Development Center and Dan Kuennen, Maryland Capital Enterprises was able to purchase 15 laptops and QuickBooks software for each individual laptop.

Laptop portability was an essential aspect to the success of the piloted ‘hands-on’ approach to guiding participants through the QuickBooks curriculum. The portability of laptops also enabled Maryland Capital Enterprises to offer QuickBooks classes in both Salisbury and Easton.

Maryland Capital Enterprises is happy to announce that with the portable laptops that were purchased both QuickBooks and Excel courses will be offered again in the upcoming months.

For more information about either a QuickBooks or an Excel class in your area, call 410-546-1900 or email Christan at Maryland Capital Enterprises, cmcintyre@marylandcapital.org.

You may also visit www.marylandcapital.org.

ficials recognized the financial realities (if they were recognized at all), there were no viable solutions because the necessary aggressive solutions were not politically feasible.

Now, Greece and Italy are among the first countries to arrive at the end of the era of financing unsustainable polices with additional debt. But, without abrupt and severe changes in the way their citizens will live going forward, there is little chance of Euro Zone help.

Nevertheless, individuals are always very resistive to changes that lower their expected future standards of living.

As a result, the Greek and Italian governments have fallen and cooler heads are now trying to form governments lead by technocrats.

The hope is, with no benign options left, technocrats will have more credibility with the citizenry when attempting to initiate harsh policies that will begin the process of returning to fiscal sustainability.

Without draconian austerity measures, Greece (sooner) and Italy (later) will almost certainly descend into uncontrolled default with dire consequences for the global economy. With draconian austerity measures, a somewhat controlled default scenario is possible. (Recall, on Monday, Nov. 7, the

major European banks agreed to take 50 percent write offs on the Greek debt they hold – this is controlled default.)

But, there is no guarantee technocrats can survive the inevitable political heat that will accompany draconian austerity measures. And, if they do, there is still a high probability of uncontrolled default.

For example, with significant reductions in government spending (in order to gain some degree fiscal soundness), said economies will quickly suffer significant negative GDP growth. That will reduce tax revenues and make interest payments on existing sovereign debt ever more vulnerable.

Added risk will translate into higher debt costs for these countries which will likely trigger even more government spending cutbacks. It is a vicious cycle, to say the least.

So, it seems even with super human courage and leadership, the prospects of a controlled outcome for the greater European financial crisis is far from certain. Only time will tell if any officials are politically strong enough to avoid the unthinkable.

About the author

Dr. E. Tylor Claggett is Professor of Finance at Salisbury University, Salisbury.

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Business Journal • December 2011

SEPTIC SYSTEMS

Salisbury/Wicomico County achieved national recognition as one of America’s Promise Alliance’s 100 Best Communities for Young People presented by ING for its initiatives to help young people.

Area is one of the nation’s best Salisbury/Wicomico County achieved national recognition as one of America’s Promise Alliance’s 100 Best Communities for Young People presented by ING for its initiatives to help young people.

The competition recognizes communities across the country that focus on reducing high school dropout rates and providing service and support to their youth.

A five-time 100 Best winner, Salisbury/Wicomico County continues to make young people a top priority in programming, funding and decisionmaking.

For the past 10 years, the Wicomico Partnership for Families and Children has invested $6 million in local funds to create family-focused programs encouraging youth leadership and posi-

tive development.

Free programs are offered to students over the summer to prevent learning loss before school begins in the fall and, during the school year, mentors work closely with children to help support their academic and character development.

By emphasizing cross-sector collaboration between the Chamber of Commerce, NAACP and the Board of Education, Wicomico County’s graduation rate of 82.7 percent is above the national average.

Salisbury/Wicomico County will receive a $2,500 grant, signage identifying the community as one of the nation’s 100 Best Communities for Young People, and access to America’s Promise Alliance’s community development resources.

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Business After Hours HealthSouth Chesapeake Rehabilitation Hospital

HealthSouth’s Chesapeake Rehabilitation Hospital hosted a business after hours networking event on Wednesday, Nov. 2, at their 220 Tilghman Road complex.

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Our hosts from HealthSouth: Laurie Ondo, Angela Froman, Stephanie Powell, Greg Hartman, Kim Danley and Grace Whitaker

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Christan McIntyre of Maryland Capital Enterprises and Chris Maas of Manpower

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Business Journal • December 2011

PAGE 16

Manage your money carefully this holiday season

By Kelley Selph As you know, the holiday season can be joyous, hectic, celebratory — and expensive.

And while you certainly enTo begin with, try joy hosting family gatherings to establish realistic and giving presents to your budgets for both your loved ones, you’ll find these things even more pleasurable entertaining and your if they don’t add a lot more gift giving. weight to your debt load.

And that’s why you’ll want to follow some smart moneya guiding principal, keep in mind these management techniques over the next words attributed to Johann Wolfgang few weeks. von Goethe, the famous German poet To begin with, try to establish realand philosopher: “What you can do istic budgets for both your entertaining without, do without.” Set a budget and and your gift giving. When you host stick to it. family and friends, don’t go overboard And the same rule applies to your on your expenditures. Your guests will gifting. You don’t need to find the most still appreciate your efforts, which, with expensive presents, or overwhelm rea little creativity, can create a welcomcipients with the sheer volume of your ing and fun experience for everyone. As gifts. This is especially true if you, like

Investing

Two join CF board of directors The Community Foundation of the Eastern Shore welcomes two new members to its board of directors for a three-year term: Dr. Carolyn Johnston is the supervisor of reading Johnston for the Wicomico County Public School System.

Actively involved in the community, Carolyn is an associate member of the Junior Board of PRMC, serves on Truitt the Fruitland Community Center Board of Directors,

is active in the Wicomico Mentoring Program and is a member of the Church of the Holy Spirit in Ocean City. Carolyn was named one of Maryland’s Top 100 Women by The Daily Record in 2007 and 2009 that recognizes professional success, community leadership, mentoring and other contributions being made by women throughout the state to better their communities. Carolyn lives in Salisbury with her husband Bill.

Mike Truitt is a senior financial advisor for Merrill Lynch. He serves on the Worcester Preparatory School Board of Directors, is the Atlantic Methodist Church Finance Committee Chairman, a member of the University of Maryland Terrapin Club and is past president of the Salisbury Lion’s Club. Mike lives in Bishopville with his wife Beth and their two children.

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so many people, have been affected by the tough economy. Everyone you know will understand that gifts don’t have to be lavish to be meaningful.

Furthermore, by sticking to a budget, you won’t be tempted to dip into your long-term investments to pay for fabulous parties or mountains of gifts.

It’s never a good idea to tap long-term investments for short-term needs, but can be especially bad when your investment prices are down, as they may well be this year.

So, if you want to stick to a budget but you don’t want to raid your investments, how can you pay for your holiday season expenses? If you can spread out your purchases, you may be able to pay for them from your normal cash flow. But if that’s not possible, you might want to consider “plastic” — your credit card. Using your credit card does not, by itself, need to amount to a financial setback, especially if you’ve chosen a card that offers favorable terms and you’ve already shown the discipline not to over-use that card. Just try to minimize your credit card usage over the holidays and pay off your card as soon as you can.

Of course, you can make your

holiday season much easier, financially speaking, if you’ve set up a holiday fund to cover your various expenses.

While it’s too late to set up such a fund this year, why not get an early start on the 2012 holiday season?

All you need to do is put away some money each month into an easily accessible account, separate from your everyday accounts. You don’t have to put in a great deal, but you do need to be consistent, which is why you may want to have the money moved automatically, once a month, from your checking or savings account to your holiday fund. When next year’s holiday season rolls around, you might be pleasantly surprised by how much you’ve accumulated.

But for now, following some common-sense money management practices can help you get through the holiday season in financial shape — and that type of result can get your new year off to a positive start.

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

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PAGE 17

Business After Hours ERA/Martin & Associates

ERA/Martin & Associates hosted a business after hours at the River Place condominiums at 530 Riverside Drive on Wednesday, Oct. 26. Chamber members and guests were given tours of this fantastic waterfront complex, ending in a reception catered by Market Street Inn, in one of the penthouses overlooking the Wicomico River. For more information about River Place, contact Donna Hoy or Donna Ragland at 410-749-1818.

Alison Day of MaTech, Jayme Week of Junior Achievement, Chris Hayes of Merrill Lynch, Henry Hall of Hall Distributors and Lindsay Hall of Sperry Van Ness.

Hosts Donna Hoy, Bill Martin and Donna Ragland of ERA/Martin & Associates

Lisa Spicer of ERA/Martin & Associates, John McClellan of Sperry Van Ness and Larissa Luck of J & A Bottleless Water.

UNITED WAY CARNIVAL - Participating in Delmarva Power’s 2nd Annual United Way Carnival were United Way’s Kathleen Mommé, and Delmarva Power’s Matt Likovich, Jeri Shelton and Denise Carney. The Carnival raised over $800 to support United Way programs throughout the Lower Shore.

Lillian Overby and Michael Giordano of Spotlight Web Design.

PAGE 18

Business Journal • December 2011

From left, Tiffany and Tina Baxter present a Ronald McDonald House Charities of Baltimore check to Brenda Dingwall, coordinator of the camp and equal opportunity specialist at NASA’s Wallops Flight Center; and UMES representatives Denise Meade, director of the Honors Program; and Dr. Ronald Forsythe, vice president of technology and commercialization.

Robert Core, PNC business banker, Jennifer Joseph, PNC market executive and Ward Museum director Lora Bottinelli attend a Nature Tales for Tots reading program at the Ward Museum. The reading program will be one of many early childhood development educational services enhanced through a PNC Grow Up Great grant awarded to the Ward Museum.

Ward Museum awarded grant Salisbury University’s Ward Museum of Wildfowl Art has been awarded a $17,300 grant from the PNC Foundation to launch the Growing Up WILD: Exploring Nature with Young Children program for early learners enrolled in preschool programs and child care centers throughout the eastern shore. PNC provided the funding in support of Grow Up Great, its bilingual program in early childhood education.

Growing Up WILD is an early childhood education program that builds on children’s sense of wonder about nature and invites them to explore wildlife and the world around them.

Through a wide range of activities and experiences, Growing Up WILD provides an early foundation for developing positive impressions about nature and lifelong social and academic skills. The Ward Museum joined the Growing Up WILD network in February 2011 that now includes 39 state sponsors and 28 training partners.

“We are eager to expand our capacity to serve early childhood educators and offer a wider range of educational services to this younger audience,” said Lora Bottinelli, executive director of the Ward Museum.

The grant from the PNC Foundation will provide Growing Up WILD program training to more than 400 educators starting in 2012.

With an average classroom size of 25, these learning tools will reach more than 10,000 children. The program will

be offered to early childhood educators in private child care organizations, Head Start programs, preschools, Montessori schools, home childcare providers, after-school leaders, MSDE Title 1 schools that serve at-risk youth and non-formal environmental education centers.

The PNC Foundation grant also allows the Ward Museum to offer new resources including the Growing Up WILD early childhood activity guide which includes an instructor resource kit and an activity guide for classrooms and service centers.

Additional outreach activities at the Ward Museum will give families the opportunity to engage in activities and provide resources to parents.

PNC recently announced the extension of Grow Up Great by $250 million over 10 years to strengthen existing programs in math, science and the arts and reach more children, families and teachers.

Considered one of the most comprehensive school readiness programs of its kind, it has earned national recognition for programming through $40 million in grants to numerous non-profit organizations and other PNC funded initiatives.

This program builds on previous Ward Museum initiatives and partnerships with the Council for Environmental Education’s Flying WILD program and the institutional partnerships with Maryland Coastal Bays Program and Assateague Island State Park.

McDonald’s sponsors camp The sixth annual “Reach for the Stars!” summer camp for teens will be held in 2012 at the University of Maryland Eastern Shore, thanks to a generous grant from the Ronald McDonald House Charities of Baltimore.

Tina Baxter, an RMHC of Baltimore board member, and representatives of Salisbury-based Baxter Enterprises presented a $23,000 check to the university’s Institutional Advancement Office to sponsor next summer’s program. Baxter Enterprises is the franchisee for most McDonald’s restaurants on Delmarva.

“Reach for the Stars!” offers 40 teens from Worcester and Wicomico counties an opportunity to learn about robotics from engineers who work at NASA and UMES. Six college students enrolled in UMES’ Rehabilitation Services Program also participate to apply their skills with children with special needs.

Baxter visited the camp at UMES this past summer to investigate how it focuses on science education targeted specifically to middle schoolers.

“The Reach for the Stars program

is so representative of the type of children’s organizations that our grants program supports, by directly serving the needs of children within a community,” Baxter said. “It is a program that addresses a much underserved area in the exploration of math and science while learning how to partner with students of different abilities.”

The summer program, which began in 2007, is a collaborative project of UMES, NASA (Wallops), Worcester County Economic Development and the Mid-Atlantic Institute for Space and Technology.

The two-week camp encourages participants to pursue careers in those academic disciplines that educators commonly refer to collectively as STEM. The camp serves children with disabilities, at-risk students as well as those who are gifted and talented.

A Georgetown University economist recently produced a study that shows students who earn STEM degrees typically earn salaries that are 50 percent greater than those who major in the humanities.

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SHORE UP! Executive Director Freddy L. Mitchell with Jeanie Mason (center), SHORE UP! 2011 Driver of the Year and SHORE UP! Transportation Department Representative Tonia Jones.

PAGE 19

COMMUNITY FOUNDATION SUPPORTS NONPROFITS - The Community Foundation of the Eastern Shore (CFES) recently awarded Community Needs Grants to 15 local nonprofit organizations. Community Needs Grants provide program support to a broad range of charitable organizations in Somerset, Wicomico and Worcester counties. Pictured from left are representatives from recipient organizations: Ron Pilling, Kim Klump, Harlan Eagle, Robin Ritchie, Kat Harting, Leigh Ann Eagle, Terry Greenwood, Alexis Dashield, Lora Bottinelli, Matt Hummel, Jim Almand - CFES board Chair, Carolyn Johnston, Jim Thomas - CFES board member, Jessica SmithHarper, Joan Mulvanny, Jim Rapp, Teresa Fields, Gains Hawkins, Joan Jenkins, Karen Lukas and Dan Savoy.

Recipients include the Ward Museum of Wildfowl Art, Horizon’s at the Salisbury School, Delmarva Education Foundation, Village of Hope, Worcester Youth & Family Counseling Services, Fruitland Community Center, Rackliffe House Trust, Wicomico Environmental Trust, Cancer Support Community - Delmarva, Seton Center, MAC, Holly Community, Habitat for Humanity of Wicomico County, and The Jesse Klump Memorial Scholarship Fund to support the establishment of a formal youth suicide awareness program in Worcester County.

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400 Eastern Shore Dr. Salisbury, MD 21804 SHORE UP! Inc. Executive Director Freddy L. Mitchell with Janet Donoway, SHORE UP!’s 2011 Employee of the Year.

SHORE UP! awards employees Janet Donoway was chosen as 2011 Employee of the Year for Self-Help on Rural Economics and Urban Problems!

Inc. (SHORE UP! Inc.) and Jeanie Mason was chosen as the agency’s 2011 Driver of the Year at the non-profit’s annual Staff Development and Recognition Day, held on Sept. 23.

Donoway is a program aide in SHORE UP!’s Wicomico Senior Ser-

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Business Journal • December 2011

Shore Bank adds to board

RIBBON CUTTING - A ribbon cutting was held on Tuesday, Oct. 25, for Sub Station Express on 923 Mt. Hermon Rd. This great sandwich shop, that was formerly Heroes Famous Grill, is now part of the Station 7 family of restaurants. Sub Station Express offers the best from both menus and their cheese steak is a must try!

RIBBON CUTTING - Chamber members and guests were invited to help celebrate the grand opening of Red Brick Pizza at the new Sea Gull Square at 1306 South Salisbury Blvd., with a ribbon cutting on Oct. 21. This is Red Brick Pizza’s first Salisbury area location. For more information and to see their menu, visit www.redbrickpizza.com.

Wicomico County reorganizes two departments

Wicomico County Executive Richard M. Pollitt Jr. has announced that his proposed reorganization of the county’s Public Works and Planning and Zoning Departments is being enacted.

Pollitt noted that, “This is an important component of my plan to combine all building and development activities under ‘one umbrella’ creating a ‘onestop shopping’ permit process.”

Under this reorganization, certain functions formerly under Public Works will now come under Planning, Zoning & Community Development. These functions include Building Permits and Inspections, Fire Safety, street addressing, and related aspects of development review. Public Works will continue to be responsible for Roads, Solid Waste and engineering. Each of these departments has experienced budget and staff reductions over the past several years. According to Pollitt, this reorganization is “an important strategy for supporting critical services and furthers the commitment to the efficient delivery of County services within the context of new economic realities.”

Shore Bank, a subsidiary of Hampton Roads Bankshares, Inc., has announced that William (Will) E. Esham III, Timothy J. King, CPA and Wendy Walker have joined Shore Bank’s board of directors.

Esham is a partner in the law firm of Ayres, Jenkins, Gordy & Almand, PA in Worcester County.

He attended Worcester Preparatory School in Berlin and received his BA degree from Washington & Lee University.

He obtained his Juris Doctorate degree from the University of Baltimore’s School of Law. King is the managing partner of the Ocean City office of Faw, Casson & Co., LLP. He began working there immediately after he graduated cum laude from Salisbury University in 1979.

He is also the CEO of Bay Shore Development Corporation which is the owner/operator of three Boardwalk Hotels and the two Jolly Roger Amusement Parks in Ocean City.

Walker is an Eastern Shore native who graduated from Broadwater Academy and received her BA from the University of Richmond. She obtained her Juris Doctorate degree from the University of Denver and worked with Colorado Rural Legal Services.

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Are you ready for the winter?

Business Journal • December 2011

PAGE 21

By Ann Wilmer

The oil in your tank may become contaminated with water, sludge and algae and that may lead to clogged filters and damaged fuel pumps and injectors and shut your furnace down. The first time the temperature dips really low, we all expect our heating system to be ready to go. But without regular maintenance you might not hear the reassuring sound of the burner firing up when you switch it on. Perhaps you’ve had your burner serviced and renewed your automatic delivery contract but, how recently have you cleaned your fuel oil tank?

“At some point, all tanks have to be replaced. Property owners can extend the life of an existing fuel tank by basic preventative maintenance. On average, a new tank costs more than $1,000,” said Pat Tilghman of Tilghman Oil Company in Salisbury. “It only takes one time waking up to a cold house to remind homeowners of the importance of heating system maintenance.”

If Tilghman Oil delivers your oil, they can also maintain your fuel tanks so you’ll always be able to power up your furnace.

USA Fuel Service, a division of Tilghman Oil, not only cleans the tank but also filters the fuel to remove foreign matter that can result in no heat.

“We add a detergent chemical to the tank to break down the sludge that forms on the side walls of the tank.

Then we pump out the sludge and water from the bottom of the tank. Finally, we filter the remaining fuel and return it to the tank through a filtration process to remove any sediment, algae, sludge, etc. suspended or floating in the fuel oil tank.

The loss of fuel oil in the process is minimal. We remove the really bad stuff and then filter the rest of the oil to get it to ‘factory specifications’ so a furnace, generator, tractor, irrigation pivot, etc. will run at peak efficiency,” he said.

Pat Tilghman spends much of his time spring through fall providing cleaning and maintenance of the fuel oil tanks using this process for home heating systems and business operations that have back-up generators that keep them up and running in the event of a power outage. This is especially important for hospitals, restaurants and hotels where customer’s comfort is the business person’s livelihood. The same is true for many farm operations, especially chicken houses. Farmers keep fuel oil stored on their farms to fuel generators and other farm equipment. “We also clean fuel tanks that store fuel for power boats.”

Back-up or standby systems require periodic preventative maintenance to ensure long-term, trouble-free operation.

Not only fuel oil but also batteries, engine oil, antifreeze, belts and hoses are subject to deterioration from operation

RIBBON CUTTING - On Oct. 19, Lower Shore Enterprises (LSE) cut a ribbon to celebrate the return of their Career Development Center to the LSE main campus. The staff and board members shared with the assembled group of local and regional elected officials, chamber members and guests, future plans, and gave tours of their facility.

and from the passage of time. Oxidation, corrosion, separation and fatigue all jeopardize your power systems components and operation.

Periodic preventive maintenance saves you money. Early detection can help you identify small problems before they become major repair costs. Spark plugs, hoses, ignition systems, batteries, belt adjustments and exhaust systems inspections are all on the checklist Tilghman’s technicians use when they service a system. All preventative maintenance agreements are calculated on a flat rate basis, so no matter how long a visit takes, you are charged the same predictable amount. Parts are discounted 15 percent and maintenance parts kits provide additional savings.

Emergency back-up systems require clean, stable fuel to run. Since fuel deteriorates in storage over time, it is important that the fuel in your tank is tested annually and cleaned as necessary.

But as the Mid Altlantic region was reminded in late August when Hurricane Irene hit, power outages cause multiple problems. A standby system is there so you can be sure of electrical power when you need it the most.

Reliable back-up systems help business owners to avoid costly losses. Whether it is to protect valuable computer data and equipment or to keep your operations running at all times, when you switch the generator on, you want it to deliver. Warranty coverage. On any standby system is contingent on proper installation and regular maintenance.

USA Fuel Service and Tilghman Oil keeps permanent records of all service repairs. A preventive maintenance agreement is your best insurance to ensure that your standby systems will operate when you need it. Regular maintenance for nursing home and health care facilities is legally mandated.

Tilghman urges business owners to

prevent or minimize emergency situations by properly maintaining standby systems. Annual load bank testing can be scheduled to save you costly engine repairs and to ensure your standby sys-

tem is operating at top performance.

And Tilghman Oil schedules service calls when it’s convenient for you. To discuss your needs or concerns, give Pat Tilghman a call at 410-742-7232.

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Business Journal • December 2011

Good Beer and Autumn Wine Festival draws many As the autumn season fell upon us this year, Wicomico County readied itself for two of its hallmark signature events. Both events are organized by Wicomico County’s Recreation, Parks & Tourism Department.

The 2nd Annual Good Beer Festival, Delmarva’s largest craft beer event was on tap for Oct. 8-9. Just one week later, the staple Autumn Wine Festival aged into its ninth year and uncorked on Oct. 15-16. Under a sunny sky, attendees were drawn in record-breaking numbers to both festivals, held amongst the backdrop of Salisbury’s Pemberton Historical Park.

The Good Beer Festival The Good Beer Festival featured over 50 craft beers including local favorites EVO, 16 Mile, Eastern Shore Brewery and Dogfish Head along with other unique brews from throughout the country. Guests enjoyed samples or purchased full pints of their favorites as they strolled the festival grounds perusing the wares for sale, enjoying a snack, playing corn hole or catching the weekend’s big games in the WBOC Sports

Zone. In its inaugural year, the festival quickly garnered a strong reputation for its winning and eclectic music mix. The tradition continued this year from gates open to close as blues, underground pop, rock and bluegrass musicians performed on a combination of both a main and bar stage. New to the festival this year was the VIP Meet the Brewer’s Package on Saturday and the Hangover 5K on Sunday.

The Good Beer Festival serves as a fundraiser for Wicomico Recreation & Parks as proceeds are used to offset rising program costs. The event itself would not be possible without the sponsors and volunteers who dedicated their dollars and time to making it a success.

This year, festival attendance grew by over 33% with a total paid attendance of 3,321 – resulting in a net profit of $19,493. An additional $4,125 was earmarked for specific recreation programs by festival volunteers who were able to designate a $25 donation to the program of their choosing.

The Autumn Wine Festival The Autumn Wine Festival offers

UMES students presented Thanksgiving dinners to families at last year’s event.

Project helps the area needy A University of Maryland Eastern Shore community service project, which brought 300 Thanksgiving meals to needy families a year ago, has doubled its goal for 2011.

Two staff members of the Residence Life Department at UMES, Clifton Harcum and Philip Thomas, are working this year with the Institute for Public Affairs and Civic Engagement (PACE) at Salisbury University and the Maryland Food Bank to provide 600 holiday meals to residents in need in Wicomico and Somerset counties.

Harcum said that bringing Salisbury University on board this year makes it possible to “extend the reach of generosity to Wicomico County residents.”

Students from both universities and community volunteers will pack baskets

filled with a complete Thanksgiving dinner for four donated by area businesses and individuals. Meals will not be served.

The baskets were distributed Nov. 19, to families identified as in need of assistance through local social services offices, churches and charitable organizations. Meals were distributed to those holding a voucher from one of these groups.

“This is a great opportunity for us to help local families who are struggling this holiday season,” said Robby Sheehan, interim managing director of PACE. Businesses and organizations interest in donating to next year’s effort may call Harcum at 410-621-0497 or Thomas at 410-651-8306.

The Good Beer and Autumn Wine Festivals not only generate revenue for Wicomico County’s Recreation, Parks & Tourism Department but they also positively impact the overall local economy.

attendees the unique opportunity to explore Maryland’s vast wine country – all from one scenic location. In its 9th year, the Autumn Wine Festival featured a record number of participating wineries, craft/commercial vendors as well as food. Attendees could indulge in unlimited tastings from 22 Maryland wineries or purchase a bottle of their favorite vino. To keep things fresh, the festival layout was revamped this year, offering a market-like feel so guests could enjoy casually strolling the grounds making it more conducive to stop for a taste, grab a bite to eat or do a bit of shopping. The new raw oyster bar, also offering oyster shooters, added an exciting new element to the festival.

Its coupling of Chesapeake oysters with Maryland Wine created a delicious food pairing for festival attendees to enjoy.

The Autumn Wine Festival is produced in conjunction with and sanctioned by the Maryland Wineries Association. This year, the festival continued to see strong attendance with a total figure of 4,458, resulting in a net profit of $28,998. Wicomico County’s Tourism Division is not sustained through

county property taxes. Instead, funding is generated through a dedicated hotel room tax and directly through the events Tourism hosts itself or brings to the area. The Autumn Wine Festival is one such event, and its proceeds allow Tourism to continue its mission to promote Wicomico County as a destination for meetings, conventions, events and all other tourism related activities for the Lower Eastern Shore of Maryland.

The Good Beer and Autumn Wine Festivals not only generate revenue for Wicomico County’s Recreation, Parks & Tourism Department but they also positively impact the overall local economy. Based on demographics gathered at each festival, 17 states aside from Maryland were represented resulting in a combined economic impact of $32,760.

Wicomico County’s Recreation, Parks & Tourism Department has confirmed that both festivals will continue in 2012. The Good Beer Festival is slated for Oct. 13-14, 2012. The Autumn Wine Festival will celebrate its 10th Anniversary as it falls just one week later on Oct. 20-21, 2012.

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Community Foundation holds ‘annual awards luncheon “In spite of challenging times, the Community Foundation of the Eastern Shore remains strong, pro-active and focused on the future,” said Spicer Bell, Foundation president, at the Community Foundation’s 2011 annual meeting and awards luncheon. More than 300 people gathered at The Fountains Conference Center on Nov. 4, to celebrate the Foundation’s charitable leadership and accomplishments during the past year.

The Foundation reported on its activities during the past year to promote and support philanthropy on Maryland’s Lower Eastern Shore.

Bell reported that since its founding in 1984, the Community Foundation has distributed over $40 million in grants and scholarships and has received gifts of $78.8 million from donors. He also

noted that as of the end of the Fiscal year in June 2011, the Foundation held assets of $81.3 million.

Over the past year, the Foundation distributed 1,011 grants to nonprofits and received $3 million in new gifts from donors. The Foundation currently holds 505 charitable funds that benefit the community.

During the annual meeting, two individuals were elected to serve three-year terms on the Community Foundation’s Board of Directors.

Elected were Dr. Carolyn Johnston, a Supervisor for Reading at the Wicomico County Board of Education; and Mr. Michael Truitt CRPC, Vice President and a Senior Financial Advisor at Merrill Lynch & Co. Inc. The highlight of the Foundation’s annual meeting is

County places new easement Wicomico County Council has passed a resolution authorizing the county to acquire an easement on 472 acres within the Quantico Creek Rural Legacy Area which covers a portion of a tract known as the Tracey Properties. The county will be able to place the remaining 238 acres of the Tracey property under protective easement with funds from the Maryland Conservation Reserve Enhancement Program (CREP).

Wicomico County Executive Richard M. Pollitt Jr. said that the 472 acre parcel easement will be acquired with $1.08 million of Rural Legacy funding. $940,000 in CREP funds will acquire the easement for the remaining 238 acres. The total parcel is 710 acres.

The Tracey property is located near the corner of Nanticoke Road and Royal Oak Road extending north from Nanticoke Road to the waters of Quantico Creek. Pollit commented, “This is another important step in the preservation of our rural way of life here. The fact that this unspoiled property will remain as that is of crucial importance to us and future generations.”

Since its inception in 2002, the Wicomico County Rural Legacy program has received over $5.7 million in grant funds from the Maryland Department of Natural Resources.

For Fiscal Year 2011, the state fur-

Wicomico County Council has passed a resolution authorizing the county to acquire an easement on 472 acres within the Quantico Creek Rural Legacy Area which covers a portion of a tract known as the Tracey Properties.

ther acknowledged and commended the county’s efforts in purchasing and protecting lands within its designated Rural Legacy Area by awarding it $1 million for the second time in three budget cycles. The funds are to purchase easements on lands that fall within the Quantico Creek Rural Legacy Area. The purpose is to protect rural lands from the pressures of development and to promote the continuation of traditional, rural-based economic activities.

As a result of Rural Legacy funding, Wicomico County has protected over 2,600 acres of prime agricultural and forest lands.

Senator Richard F. Colburn receives award

The Maryland Rural Health Association has announced that Senator Richard F. Colburn (R, Mid-Shore) has received the 2011 Outstanding Rural Health Legislator Award for the initiation of and his contributions to the Med Bee Senatorial Scholarship program. The award was presented at an awards ceremony held in Ocean City on Nov. 3. Senator Colburn stated, “I am honored to receive the 2011 Maryland Rural Health Association Award for Outstanding Rural Health Legislator for my work with the Med-Bee scholarship program. Working with the Med Bee Scholarship committee to provide a scholarship to a student from the rural Mid-Shore counties has been a fantastic experience for me. One of my main objectives has always been to bring affordable, quality health care to residents of rural Maryland.

Providing a scholarship to a future med school student has been one small step in making those objectives a possibility. I will continue to work hard for the health needs of rural Maryland residents.”

the presentation of honors and awards.

Almand presented the 2011 Chairman’s Award to Karen Lischick, Community Foundation board member. Lischick served on the Foundation’s board from 1999 to 2011 and served as chair of the Community Needs Committee for seven of those years.

Three other major Foundation Awards were also announced at the meeting: the 2011 Volunteer of the Year Award that recognizes an individual who has made outstanding, sustained, and unselfish contributions in the field of direct community service; the Henson Award of Nonprofit Excellence honoring the year’s most outstanding nonprofit organization; and the Frank H. Morris Humanitarian Award honoring an individual for uncommon philanthropic service to the community.

The 2011 Volunteer of the Year Award, sponsored in part by the Maryland Governor’s Office on Service and Volunteerism, was awarded to Mary Gladys Jones, Founder of the Fruitland Community Center.

For 28 years, Mrs. Jones has been the Center’s driving force, providing students much needed love, academic support, accountability, and discipline.

Mrs. Jones has kept the door and her arms open, welcoming over 1200 stu-

dents who have passed through the door of the Fruitland Community Center.

The Community Foundation’s 2011 Henson Award for Nonprofit Excellence, sponsored by PNC Bank, was presented to Worcester Youth and Family Counseling Services, Inc. (WYFCS) for providing essential mental health counseling, social education, advocacy, mentoring, and related services to underserved populations in Worcester County.

Founded in 1975, WYFCS provides services and resource networking to anyone regardless of their ability to pay. WYFCS touches the lives of more than 2,000 individuals and families each year. Over the past three decades, the organization’s services and innovative programs have served over 42,000 local community members.

Martin T. Neat, President and CEO of First Shore Federal Savings and Loan Association was awarded the 2011 Frank H. Morris Humanitarian Award.

His lifetime commitment to community service, exemplary leadership, integrity, and generosity of time and talents reflects the humanitarian ideals and human values that epitomized Frank Morris’ life. Neat has been a leader and participant in making this community a better place to be.

PAGE 24

Business Journal • December 2011

Health

Tom Jones, ICU Clinical Manager, left, and John Morcom, Director of Respiratory Services at PRMC, accept the first-place Chairman’s Award in the Clinical category for their teams’ success in reducing the rate of ventilator-associated pneumonia, one of the most common infections acquired in hospital intensive care units, to zero for 13 months and counting.

Marty Neat presents the first-place Chairman’s Award in the Clinical category to NICU Manager Diane Hitchens and Regina Kundell, Director, Women’s and Children’s Services. The team was recognized for reducing the percentage of Neonatal ICU admissions and Pediatric readmissions for late preterm infants.

Peninsula Regional presents Chairman’s Awards Peninsula Regional Medical Center Board of Trustees Chairman Martin “Marty” Neat and Peninsula Regional President/CEO Dr. Peggy Naleppa recently presented members of the Peninsula Regional healthcare team with Chairman’s Awards for their contributions to the medical center and the patients they serve.

The Chairman’s Award recognizes achievements in Clinical and Operational Performance improvement. A

panel of five examiners from Peninsula Regional’s leadership team reviewed each submission against a standard set of performance improvement criteria to determine winners. This year’s selection process was very challenging due to the number of significant improvements made — two important projects tied for first place in the Clinical category.

One first-place Clinical winner was the Late Preterm Infant Initiative. This team was recognized for reducing the

percentage of Neonatal ICU admissions and Pediatric readmissions for late preterm infants (between 34 & 36.6 weeks). After process changes, Neonatal ICU admissions were reduced from 33% to 22%, and an 11% readmission rate to Pediatrics was reduced from 11% to 0% within 10 days of birth.

The other first-place Clinical award went to the employees behind Peninsula Regional’s ventilator-associated pneumonia reduction. Ventilator-associated pneumonia is one of the most common infections acquired in hospital intensive care units.

Using or reintroducing nearly 20 evidence-based care measures, the ICU team has achieved a rate of zero ventilator-associated pneumonia cases for Medical/Surgical patients in the ICU for

13 consecutive months and counting.

First place in the operations category went to the health information professionals behind the Clinical Documentation Improvement in acute pulmonary edema/respiratory failure.

The team was recognized for a change in the way acute pulmonary edema/respiratory failure patients were documented. Once a new documentation template was created to more accurately reflect post-operative complications, the incidence of acute pulmonary edema/ respiratory failure dropped from 97% above expected to 12% below expected.

A second-place Chairman’s Award was given for a blood transfusion initiative, and third place for changes in Emergency Department radiology patient transport.

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Anderson joins PRMC

Thomas M. Anderson, who has a more than 35 year career with supervisory positions in the fields of healthcare, engineering and facilities management, has been named the executive director of facilities and properties at Peninsula Regional Medical Center.

Anderson At PRMC, he will oversee the departments of facilities management, biomedical engineering, environmental services, patient transportation, planning/design & construction and protection services.

Anderson, most recently of URS Corporation in Washington, D.C., holds a BS in mechanical engineering from Middleham University. From 1981 through 2010, he held a series of leadership and executive positions in facilities management and plant operations at leading healthcare institutions including Johns Hopkins Hospital, the University of Maryland Medical Systems and Mercy Medical Center, all located in Baltimore.

Anderson replaces Bruce W. Patterson who retired from PRMC in November after a 27 year career.

PRMC earns top status

Peninsula Regional Medical Center has been named a top performer in Centers for Medicare & Medicaid Services (CMS), Premier healthcare alliance value-based purchasing (VBP) project that rewards hospitals for delivering high quality care in six clinical areas.

Based on year six results from the Hospital Quality Incentive Demonstration (HQID) project, Peninsula Regional received four awards for Top Improvement and Attainment in the clinical area(s) of AMI/Heart Attack, Heart Failure and Surgical Care. Because of its advancements in the treatment of AMI and improvements in the quality of care, the HQID project reported that the lives of 149 heart attack patients at PRMC were saved over the course of the six-year study. Due to its successes, the medical center will receive a small financial award which will be reinvested in capital equipment.

Over the course of the first six years of the project, Peninsula Regional has earned twelve overall awards, including one Top Performance, one Top Improvement and 10 Top Attainment Performance awards in six clinical areas.

Edney named Gallagher scholar

Mark T. Edney, MD, urologist and medical director of the Peninsula Institute of Laparoscopic and Robotic Surgery at Peninsula Regional Medical Center, was recently named the American Urological Association’s (AUA) Gallagher Health Policy Scholar for 2012.

The AUA chooses one urologist per year to participate in this intensive

policy and advocacy training.

Dr. Edney will attend a variety of national health policy training sessions and meetings.

Dr. Edney, also of Peninsula Urology Associates, P.A. in Salisbury, joins a distinguished list of previous Gallagher Scholarship recipients from institutions including the Cleveland Clinic, the UCLA School of MediEdney cine and the University of Michigan.

Dr. Edney is a former recipient of the Physician of the Quarter Award at PRMC. He has held privileges at the medical center since 2004 and is one of Peninsula Regional’s lead physicians in the use of the da Vinci high definition system for robotic surgery.

Four elected to leadership roles

At its annual Board of Directors meeting on Oct. 6, Peninsula Regional Health System members elected four of their peers to leadership roles on the Health System Board of Directors and the Medical Center’s Board of Trustees.

Martin “Marty” Neat was elected chairman of the Health System Board of Directors and chairman of the PenNeat insula Regional Medical Center Board of Trustees. Neat is president/CEO of First Shore Federal Savings & Loan Association. He was initially elected to the Health System Board of Directors and the Medical Center Board of Trustees in 2005. Neat replaces Dr. Murray “Ray” Hoy, who has served as chairman to both the Peninsula Regional Medical Center and Health System Boards from October 2009 through the October 6 meeting this year.

Elected vice chairMcCain man of both governing bodies was William McCain. McCain is president/CEO of W.R. McCain Associates. McCain was initially elected to the Board of Directors and the Board of Trustees in 2005.

Edward W. Urban was elected as secretary Urban of the Health System and Medical Center Boards. Urban was initially elected to the Peninsula Regional Board of Trustees in 1996 and the Medical Center Board of Directors in 1999.

Elected treasurer of Sayler both boards was Monty Sayler. Sayler is senior

vice president of Bank of America in Salisbury. He was initially elected to the Board of Directors and the Board of Trustees in 2007.

PRMC honors two associates

Peninsula Regional Medical Center President/CEO Dr. Peggy Naleppa and Board of Trustees Chairman Martin “Marty” Neat recently presented Carol Deal and Roger Follebout of the Peninsula Regional healthcare team with President’s Leadership Awards for their contributions to the medical center and the patients they serve.

Carol Deal, an executive director in surgical services who has been with PRMC since 1995, was recognized by Dr. Naleppa for exceeding her goals, being a fair, equitable and goal-driven leader who accepts responsibilities Deal and brings proactive solutions to her issues. She was also honored for her role in supervising the integration of a new anesthesia group into the medical center and for her leadership of the ongoing operating room renovation and expansion project.

Deal was also recognized for her role in shared leadership councils, her work to standardize work flow and communications throughout the medical center. She was thanked for her participation in nu-

PAGE 25 merous committees looking into ways to enhance the patient experience through preadmission testing and patient flow.

Roger Follebout Jr., director, community relations, has been a member of the PRMC family since 1998. He was recognized

by Dr. Naleppa for his leadership in dramatically improving community and media relations during his tenure of director, which began Follebout in August 2009. He was also recognized for his leadership as the public relations chairman of the Rotary Club of Salisbury, and for being named the club’s “Rookie of the Year” in 2011 for his role in promoting their community service activities.

Business Journal

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PAGE 26

Business Journal • December 2011

Education

W. Thomas Hershey honored for leadership When it comes to business, W. Thomas Hershey is a leader. When it comes to philanthropy, he has been called “simply among the finest of men.”

Now, he has a new title to add to his long list: Perdue Leadership Award recipient. Founded by Salisbury University’s Franklin P. Perdue School of Business in 2009, the award pays tribute to area business leaders for their contributions to the University and greater community.

Hershey began his professional career working at The Daily Times and then gained a strong background in the real estate business by managing apartments, general real estate sales and home construction.

He went on to become the owner of three Arby’s restaurants in Salisbury and served as founding chairman of the board for Chestertown’s Heron Point retirement community. He also has served on the board of Peninsula United Methodist Homes, Inc. and currently serves as vice chairman First Shore Federal Savings and Loan Association.

It is his community service efforts, however, that have touched the lives of thousands on the Delmarva Peninsula.

He served as chairman of the Community Foundation of the Eastern Shore and co-chair of its Kresge endowment

challenge. That effort developed into the Perdue-Kresge Challenge, raising over $12 million in new endowment funds for 19 local non-profits, including SU. During that campaign, Hershey chaired a successful campaign to benefit Wesley Theological Seminary.

Hershey has also served as president of the Mid-Delmarva Family YMCA and Salisbury-Wicomico Economic Development Corporation, vice president of the United Way of the Lower Eastern Shore and chairman of the Salisbury School. He has been a member of the Asbury United Methodist Church since 1965 and presently is leadership chairman.

He served on the Peninsula Regional Medical Center capital campaign advisory committee and the SU President’s Club. He also is a lifetime member of the Greater Salisbury Committee.

In addition, he has helped raise funds for Junior Achievement, Wor-Wic Community College, Del-Mar-Va Council Boy Scouts of America, Ward Museum of Wildfowl Art Foundation and Salisbury Neighborhood Housing.

An Eagle Scout, he has served at the district and council levels of the Boy Scouts of America and received its Distinguished Eagle Award, the highest honor that can be given to an adult by its national council.

W. Thomas Hershey receives the Perdue Leadership Award from SU Provost and Senior Vice President for Academic Affairs Diane Allen.

He also has been honored with the Salisbury Jaycees’ Distinguished Service Award and Rotary Club of Salisbury’s Four-Way Test Award.

“Undoubtedly, Mr. Hershey has demonstrated exceptional leadership through advancement and service to the Delmarva community,” said Marshall

Hotels and Resorts Principal Dee Marshall, who nominated him for the Perdue accolade.

The name of each year’s Leadership Award winner is engraved on a plaque in the Perdue School.

Each honoree also receives a commemorative award.

UMES business students earned runner-up honors in a qualifying round of the Federal Reserve Bank’s 2011 “College Fed Challenge.”

Team UMES’ second-place finish is the university’s best performance in the nine years it has participated in the national economics and banking policy competition, according to head coach Monisha Das, a marketing professor.

“I can confidently say our team showed it was capable of competing with any undergraduate program in the country,” Das said. The event attracts 100 of the nation’s best-known business schools each year.

UMES students made a 20-minute role-playing presentation using realtime financial and economic data, then debated policy strategies for increasing employment and lowering inflation as though they were Federal Reserve governors.

UMES team members included: Marie C. Jonas, Preston Johnson, Tobi Solaja, Kyle Wolfe, Sean Williams, Robel Lakwe and Brittany M. Thomas. They and their faculty advisers spent months doing research and practicing.

Loyola University narrowly edged UMES to qualify for the next round in the competition. Mount St. Mary’s University finished third. Other teams in the event were from Salisbury University, the U.S. Naval Academy and St. Mary’s College of Maryland.

Karen Kokernak, senior Economic Education Specialist for the Federal Reserve Bank of Richmond (Baltimore Branch), has watched UMES compete annually since 2007.

“Every year,” she said, “the team has demonstrated tremendous growth. This year, the students should be especially proud, for the presentation was very professional and well researched. A job well done!”

Das said the university’s 2011 team performance demonstrates UMES business students are learning the same “critical thinking” skills as their competitors in order to tackle complex, realworld economic challenges.

“It’s the one thing we do, if trained properly, that can really make a difference for these students not only in the competition, but also when they graduate and compete for jobs,” Das said.

UMES College Fed Challenge team excels in bank’s challenge

The 2011 UMES College Fed Challenge team, from left: Tobi Solaja, Sean Williams, Dr. Vichet Sum, Kyle Wolfe, Robel Lakwe, Marie Jonas, Dr. Monisha Das and Preston Johnson.

Business Journal • December 2011

PAGE 27

Sea Gull Athletes Celebrate Successes

By Dr. Michael Vienna Athletics Director

The Sea Gulls are looking forward to exciting winter seasons after much success on the field this fall.

The $45 million Sea Gull Square opened its doors to some 600 students this fall.

Sea Gull Square earns Silver

Just weeks after a ribbon-cutting ceremony that officially opened Salisbury University’s Sea Gull Square, the building has a new milestone to celebrate.

The mixed-use residence-retail facility recently earned Leadership in Energy and Environmental Design (LEED) Silver certification from the U.S. Green Building Council (USGBC).

The environmentally friendly mixeduse complex is the third LEED-certified building on campus. SU’s Teacher Education and Technology Center was certified LEED Silver in 2009, becoming the first LEED-certified new construction project on the Eastern Shore.

The University’s renovated Pocomoke Residence Hall followed with Gold certification earlier this year.

The $45 million Sea Gull Square opened its doors to some 600 students this fall. On the ground floor, businesses from restaurants to retail shops and a hair salon serve both the campus and the community. Rinnier Development Company collaborated in the project with SU. The 230,000-square-foot structure, the largest on campus, was built in a pre-developed area, limiting sprawl.

Its proximity to bus lines encourages public transportation use, as does an in-

side bicycle storage room for residents.

Low-volatile organic compound wood, carpet, paint and sealants reduce indoor air contaminants, while energy-efficient glass was installed throughout the building.

Sea Gull Square was designed to use 30 percent less water than industry standards while increasing energy performance by some 14 percent through the use of energy-efficient appliances.

Some 75 percent of construction waste was recycled. Its roof color was chosen specifically to help mitigate heat island effect.

The LEED Silver certification continues an era of construction sustainability at Salisbury, an extension of the American College and University Presidents Climate Commitment pledge signed by SU President Janet DudleyEshbach.

The University also hopes to achieve certification for three more renovated residence halls — Manokin, Nanticoke and Wicomico — as well as Perdue Hall and the Bateman Street Building (formerly Noland).

The designer of Sea Gull Square was WDG Architecture of Washington, D.C. The general contractor was WhitingTurner of Baltimore.

HORIZONS RECEIVES GRANT - Horizons at The Salisbury School recently received a $7,500 Community Needs grant from the Community Foundation of the Eastern Shore to start a new High School Academic Coaching program to serve the first graduating class of rising ninth grade students. From left: Terry Greenwood, honorary Horizons board member, Erica Joseph, Community Foundation of the Eastern Shore and Harlan Eagle, Horizons executive director.

The Salisbury University basketball programs are starting a new era under the leadership of first-year head coaches Josh Merkel and Kelly Lewandowski.

Lewandowski, the 10th head coach in SU women’s basketball history, spent the last three seasons as an assistant coach at Gettysburg College.

There she helped the Bullets advance to the NCAA Division III Sweet 16 in 2009-10 and compiled an overall record of 57-23 (.713). Previously, she was an assistant coach at Scranton University, her alma mater.

A 2001 SU alumnus, Merkel is the men’s program’s sixth head coach. He brings with him seven seasons of assistant-coaching experience at the Division I level. He was a graduate assistant coach at West Virginia University when the Mountaineers made a run to the 2005 NCAA tournament Elite Eight. He also spent six seasons at Eastern Kentucky University. Most recently, he was the lead assistant at Division III RandolphMacon College.

The swimming teams have begun their season using a facility that was recently recognized by Aquatics International as the 2011 Best in Aquatics for a University/School.

The 6-lane, 25-meter indoor pool in Maggs was honored for its year-round versatility and amenities. In addition to serving the teams, it also is open to students, faculty, staff and membership holders, as well as the community for learn-to-swim programs.

The indoor track and field teams are looking forward to competing in the first ever Capital Athletic Conference-sponsored championship.

The inaugural event will be held Sunday, February 19, in Fairfax, VA. The winter season follows an exciting fall. At the beginning of the semester, users of the University Fitness Club were greeted with a newly renovated facility that included updated locker rooms with improved showers and storage units. New air conditioning was installed and the entryway also received a more user-friendly facelift.

In addition, many have appreciated the new air conditioning system added for the first time in the main gym of Maggs Physical Activities Center. All of the changes have earned kudos!

During the season, five fall teams won conference championships: field hockey, volleyball, women’s soccer and

women’s cross country in the Capital Athletic Conference and football in the Empire 8 Conference. Most all of the titles were claimed at SU during Homecoming Weekend, and many lucky fans took home a celebratory championship T-shirt.

The season marked football’s first with the Empire 8, and the Sea Gulls dominated the conference with a 7-0 record. The team scored over 60 points in four of its games! Field hockey finished 18-2 (7-0 in the conference), while volleyball was 32-4 (8-0 in the conference). Both men’s and women’s soccer had a 7-1 conference record.

Also, for just the second time in University history, all seven fall teams earned the right to compete in NCAA postseason action.

In addition to success on the field, Sea Gull athletes continued to achieve national recognition for their contributions off the field.

For excellence in the classroom during 2010-11, 167 scholar-athletes earned honors on the CAC AllAcademic Team. This was the secondhighest total in the conference. Many also gave back to the community, with members of the football team mentoring local elementary school students and several teams raising funds and support for various cancerrelated initiatives.

This fall, field hockey donned pink uniforms for its second annual “Corners for Cancer” game, encouraging its fans, along with those attending a women’s soccer game, to wear the color to show support. Softball and volleyball held a silent auction and donation drive to raise funds to help a breast cancer patient.

Supporters of Sea Gull Athletics, including alumni, parents, businesses and other friends, are always invited to join the Salisbury University Varsity Club. For more details about becoming a corporate partner or exploring additional sponsorship opportunities, contact the Varsity Club Office at 410677-5069 or varsityclub@salisbury.edu.

For the most up-to-date information about Sea Gull Athletics, including schedules, news and results, visit the Web site at www.suseagulls.com.

GO GULLS!

Business Journal • December 2011

PAGE 28

How to keep your business safe during the holidays

By Clarence Bell

NOVEMBER 2011 DIRECTORY PG 2

The holiday season is here and with it an increase in sales and crime. There are several ways to insure the best and safest holiday season for both consumers and businesses. Even though common sense prevails it does not hurt to have a more conscious approach to safety. Make a point to think about safety and do not become a victim.

As consumers, taking a few extra seconds to plan and scan can protect you and your family.

• Shop during the daylight hours - if you must shop at night take a buddy or friend • Park in well lit areas and note the surroundings and location of your car • Do not carry a wallet or purse, if possible

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• Avoid carrying large amounts of cash, use credit or debit cards • Keep cash, if you have to, cards and ID in your front pocket • Avoid overloading yourself with packages, don’t restrict your visibility or freedom • Lock packages out of sight, and keep all doors locked • Never leave packages unattended in the food court, shopping basket or lounging areas • Beware of strangers approaching you for any reason, con artists appear non-threatening • Be aware of your surroundings and cars that may be following you These all seem like simple things to do but each year there are thousands of incidents of shoppers that are victimized

because they forget to practice safety.

As businesses you have a responsibility to your shop, your merchandise and your patrons. If your patrons feel safe and protected they will shop and spend with you.

• Keep windows as clear as possible • Never leave register unattended, add personnel to adequately serve customers • Keep aisles, walkways, displays as visible as possible • Check all doors and windows at closing every day • Use alarm systems and surveillance, they are well worth the investment • If you do a late night money drop, take a buddy to follow, and use well lit bank drops

7.5 DEEP

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• Use security guards, they are an active deterrent to crime • Engage your customers, criminals will not want the attention and leave Hopefully, these tips will keep you alert and remind you of other things you can do to keep you safe. It is the little things that we do that help us to not become a victim.

For more tips on business safety or for a free evaluation, call Bell Security Systems at 410-548-1110 or visit www. bellsecuritysystems.com. Bell Security Systems is owned and managed by Clarence Bell, former Chief of Police for the City of Crisfield and former Chief of Police at UMES. They offer security guards, roving patrols, private investigations, process service and background checks.

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Business Journal • December 2011

PAGE 29

Banks are offering more incentives to do a short sale NOVEMBER 2011 DIRECTORY PG 3

By Brandon Brittingham

No, that is not a typo! Banks are now, more than ever offering more incentive for homeowners to participate in a short sale. Recently, I have seen seller’s get up to $30,000 in relocation incentives to participate in a short sale.

With all the issues with robo-signing, and the economy still not in a state of full recovery, most national lenders have now decided that a short sale may be the best option for a homeowner who is in danger of going to foreclosure.

With the possibility of almost 12 million people going to foreclosure, major servicers are now looking at options to help homeowners avoid foreclosure and offer incentives that were never offered before.

Up until recently, most banks only

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paid relocation on HAFA and FHA short sales. In certain circumstances you could get relocation assistance, but it was not the norm. Now it is becoming more and more typical for lending institutions to pay for relocations on other types of loans. My suggestion to agents and consumers that are participating in short sales is to start high and you can always come down from that number.

As stated before, I have recently seen sellers getting up to $30,000 in relocation assistance. On a regular basis, I have seen sellers getting $10-15,000 to participate in a short sale. In many cases a short sale may be the best option for a struggling homeowner. If you are a homeowner that is curious about a short sale, it is something that you have to financially qualify for.

A short sale is not only based on

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if you are under water on the value of your home. With a short sale, especially to get a sizeable relocation, you have to have a verifiable financial hardship. If you are uncertain with whether or not you qualify for a short sale, ask yourself these few questions: 1. Has your financial picture changed from when your loan was originated?

For instance: has a hardship occurred (job loss, curtailment in income, divorce, health issues etc…) that prevents you from paying your mortgage?

2. Do you owe more on your house than it is worth in today’s market?

3. Are you behind, or in danger of missing your mortgage payments?

4. Are you in a situation where you really need to sell your home?

If you answered yes to any of these questions, a short sale is certainly an option you should look at to improve

your situation. A short sale can help preserve your credit and protect you from serious financial ramifications that a foreclosure could entail.

One more thing that is very important…be sure to work with a real estate agent that is experienced in the short sale process. These are very complex and difficult transactions, you need to have a qualified professional handling the short sale.

This is just a brief description of one of the many aspects of a short sale transaction, every transaction is different.

About the author Brandon Brittingham is a top producing agent with Long and Foster who has been involved in hundreds of short sales. You can contact him at brandon. brittingham@longandfoster.com.

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dennis@procoatdmv.com

26538 Siloam Rd., Salisbury, MD 21802 ________________________________________________________________________________________________________________________________________________________________________ INSURANCE

Allstate Insurance Fred Pastore 410-860-0866 410-860-0869 allstate.com/fredpastore fredpastore@allstate.com 111 Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________ Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 averyhall.com khayes@averyhall.com 308 E. Main St., Salisbury, MD 21801 Joe Gast jgast@averyhall.com ________________________________________________________________________________________________________________________________________________________________________ Gamee Elliott, State Farm Insurance Gamee Elliott 410-749-4725 410-749-4175 statefarm.com gamee.elliott.bvm6@statefarm.com 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ Gary K. Marshall Agency David Galeone 410-651-1111 garymarshallagency.com dgaleone@yahoo.com PO Box 250, 12610 Somerset Ave. Princess Anne, MD 21853 ________________________________________________________________________________________________________________________________________________________________________ Landmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 landmarkinsuranceinc.com charlie@ 30386 Mt. Vernon Rd., Princess Anne, MD 21853 888-651-2111 landmarkinsuranceinc.com ________________________________________________________________________________________________________________________________________________________________________ RPS ISG International Brad Sutliffe 410-901-0736 410-910-0836 isgintl.com Brad_Sutliffe@isgintl.com 204 Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________ PRINTING

DiCarlo Digital Copy Center.

Joey DiCarlo 410-749-9901 410-749-9885 dicarlodigitalcopycenter.com joey@dicarlo1.com 109 South Division St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ REAL ESTATE Remax Crossroads, PO Box 307 Susan Mergargee 443-736-3373 443-736-3379 LiveonDelmarva.com susanmegargee@remax.net 103 E. Main St., Fruitland, MD 21826 Broker, Owner ________________________________________________________________________________________________________________________________________________________________________

Business Journal • December 2011

PAGE 30

Dave Roberts is an ESBLN success story

By Jackie Gast

Human Resources

ceremony, Dave, as he has many times before, offered to help the ESBLN in any way he can to “pay it forward” by encouraging people with disabilities to keep trying and to encourage employers to give job seekers with disabilities a chance. Dave did pay it forward at a program we previously held and emailed me afterwards with these words (edited for length): “The ESBLN and Maryland Division of Rehabilitation Services have made such a huge difference in my quality of life. My father used to teach me ‘Son you gotta want it.’ Those of us coming through your wonderful system need to put forth at least as much effort as those who have had the vision to create the ESBLN, DORS, LSE (a service provider) and those who currently make ‘The Network’ the outstanding success that it is today. You all make people’s lives better — there’s no greater good in this world!”

Congratulations to you, Dave!

Last month, David Roberts, software technical support engineer for Nsite LLC in Salisbury, was honored for providing excelDave also had determilent service to the National Guard through his support nation, hope and a conof its Joint Lessons Learned nection to a disability Branch. This is recognition rehabilitation agency. at the federal level honoring one of our own on the Eastern Shore. tions. Mr. Roberts’ exemplary service Roberts’ earned the award because has brought credit upon himself, The of his “dedication to customer service National Guard, and the United States that has extended beyond normal busiof America.” ness hours by making himself available Dana Barry, business manager/FSO for National Guard training venues Nsite LLC presented Roberts with the on weekends and after hours. His attention to detail and commitment to HQs Chief Coin which is awarded for understanding needs has greatly conexcellence along with a certificate and tributed to the National Guard having picture representing how he has supan excellent Lessons Learned system ported the National Guard JLLIS staff. that meets (its) need for domestic operaYou would never know that more

than three years ago, Dave was disabled, unemployed, depressed at his situation and very unsure of his future. He was having back pain that was a result of separate disability. Fortunately, Dave also had determination, hope and a connection to a disability rehabilitation agency.

A little over three years ago, our chamber executive director, Brad Bellacicco, approached me with an employment need from Tom Cropper, COO of Nsite LLC. Nsite LLC is a company that provides technical support to industry, government and the military. As a service to Eastern Shore chamber members, the ESBLN, sent a request to its network of agencies that have an available job ready pool of labor to see if anyone they knew fit the requirements of the Nsite job.

Dave Roberts was recommended and, after going through the pre-employment rigors, was hired.

As I sat next to him at the award

Dana Barry, business manager/FSO Nsite LLC, David Roberts, software technical support engineer

Brad Bellacicco, Salisbury Area Chamber of Commerce executive director; Jacqueline Gast, Eastern Shore Business Leadership Network; David Roberts, award recipient; Tom Cropper, COO, Nsite LLC, and Donald (Hawk) Hawkins, past CEO and now member of the board of directors, Nsite LLC.

HK&T merges with Avery Hall Hanna, Kremer & Tilghman Insurance Inc. (HK&T) announces that they have joined the Avery Hall Insurance Group. This union comes as a result of the impending retirement of Hanna, Kremer & Tilghman’s longtime President/CEO M.W. ‘Mat’ Tilghman Jr. These two long time independent insurance agencies have been leaders in the local insurance market for decades and by joining forces they remain a leading insurance agency on Delmarva’s lower Eastern Shore.

Tom Wisniewski, president, Avery W. Hall Insurance, and Mat Tilghman believe the transition will be seamless. Every effort is being made so that

all clients will experience the same tradition of reliability and outstanding customer service both agencies have always offered.

Rather than keep two offices open that would be within three blocks of each other, the offices will consolidate at the current Avery Hall Insurance location, 308 E. Main St., Salisbury.

Wisniewski is also pleased to announce that Geraldine Littleton has joined Avery Hall. Clients of HK&T Insurance will continue to be able to contact Mat Tilghman and Geraldine Littleton and will be receiving letters as to who else can assist them at the Avery Hall Insurance Group.

RIDING PROGRAM RECEIVES GRANT - The Community Foundation recently awarded a $5,000 Community Needs Grant to 4STEPS Therapeutic Riding Program to support a part-time North American Riding for the Handicapped Association registered instructor to supervise therapeutic horseback riding lessons and animal partnership activities. If you are interested in supporting the 4STEPS Therapeutic Riding Program, visit their website at www.4stepstrp.org. From left are Erica Joseph, programs and development director, Community Foundation of the Eastern Shore and Sandy Winter, executive director, 4STEPS Therapeutic Riding Program.

The deadline for the next cycle of Community Needs Grants is Feb. 1, 2012. Copies of grant guidelines and application forms are available online at www.cfes.org or by calling 410-7429911.

Business Journal • December 2011

Botts named business manager

David Leone, president of BesTemps/Blue Hen Staffing, has announced the appointment of John M. Botts as business manager.

Botts has assumed responsibility for all financial and statistical aspects of the corporation and confers with the president about the Botts financial direction and growth of the organization. He handles general ledger accounting and taxation and five company locations in Maryland and Delaware.

Botts is a certified public accountant and graduated from Benjamin Franklin University with a bachelor of commercial science. For the past 10 years, Botts was the executive vice president and chief financial officer of NARAL Pro-Choice America. Prior to that position, he was the general manager/chief of staff for the Association of Flight Attendants in Washington, D.C.

Dennis honored for service

Robert A. Leone, president of BesTemps & Career Associates, Inc. recently awarded a 15-year plaque to Cynthia Dennis, senior staffing coordi-

Personnel File

nator at a luncheon in her honor.

Dennis started with the company in October 1996 as an administrative assistant and has consistently been promoted in levels of responsibility to senior staffing coordinator due to her in-depth knowledge and quality of services.

With 15 years comprehensive experience Dennis in the temporary staffing industry, she has established herself as a specialist in the field and has become well known and recognized for her service to client companies and the temporary staff.

Olds attends conference

Ernest W. Olds, AIA, vice president of Becker Morgan Group and leader of the firm’s public safety design studio, recently attended the North Carolina Emergency Management Association (NCEMA) Olds All-Hazards Fall Conference in Hickory, N.C. The conference provided the opportunity to participate in face-to-face

PAGE 31

discussions on issues of mutual concern with fellow response and recovery professionals from local governments throughout North Carolina, the NC Division of Emergency Management and the federal government.

Olds has written and published articles on public safety design. One article was recently featured as a part of the ‘From the Archives’ series for 9-1-1 Magazine.

his six year tenure at Davis, Bowen & Friedel, Inc., he has worked on a variety of water and wastewater engineering services. Goller holds a Professional Engineering license in the State of Pennsylvania and is pursuing reciprocity for licensure in both Maryland and Delaware. He works as an assistant project manager at the firm’s Salisbury office.

Goller obtains SHA certification

Steve Robinson, area president of local insurance agency RPS ISG International, recently welcomed Molly Hoffman to the RPS ISG International team as marketing coordinator.

In addition to marketing RPS ISG International locally through advertising and branding, Hoffman will also offer sales support to their exHoffman tensive family of agents throughout the U.S. Hoffman is a native of Richmond, Va. and graduated from Radford University in Radford, Va. with a degree in media studies and advertising. She was recently employed with The Metropolitan Magazine in Salisbury as an editorial/marketing assistant.

Davis, Bowen & Friedel, Inc., announces that Aaron Goller has been certified by the Maryland State Highway Administration as a traffic manager.

Due to a requirement that is now being enforced, Goller can obtain the Utility Access Permits needed during the design phase of utility projects prior to their Goller transfer to an awarded contractor. This will enable Davis, Bowen & Friedel, Inc., to expedite the permitting process for their municipal clients.

Goller received a B.S. in civil engineering technology from the University of Pittsburgh at Johnstown. During

Hoffman joins RPS ISG

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