Delaware Business Magazine - November/December 2016 - Superstars in Business

BUSINESS November/December 2016

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W E S TA N D F O R BUILDING R E L AT I O N S H I P S .

Whatever you’ve got planned, WSFS Bank can help make it happen.

At WSFS Bank, we prefer to do business your way. Always right around the corner, and ready to help you grow, diversify and thrive. We offer solutions to tackle challenges, make the most of opportunities, and better manage your finances along the way.

We’re WSFS Bank, and we stand for what’s possible. We Stand For Service.

©2016 Wilmington Savings Fund Society, FSB | Member FDIC | NMLS#417673

WSFS 21554 2016 PA Building Relationships ad 8.5x11.indd 1

WSFSBANK.COM / 1.888.WSFSBANK

10/5/16 3:54 PM

Delaware Bankers Association President Sarah A. Long (center) with Representative Bryon H. Short, Chair House Economic Development/ Banking/Insurance/Commerce Committee; Rodger Levenson, DBA Past-Chair, EVP and Chief Corporate Development Officer, WSFS Bank; Senator Bryan Townsend, Chair Senate Banking and Business Committee; and Robert A. Glen, Delaware State Bank Commissioner. Photo courtesy of Delaware Bankers Association.

In this Issue Features

SUPERSTARS IN BUSINESS ..................................................................................... 15 Meet the winners: Special Olympics Delaware Metro Merchant Services Precision AirConvey Corporation EDiS Company Photos by Thomas M. Nutter What it Takes to be a Superstar in Business

GUIDE TO REAL ESTATE .......................................................................................... 26 New Leadership, New Outlook: Q&A with the Delaware Contractors Assocation What’s Happening Around the State: The State of Commercial Real Estate in Delaware Where Everybody Knows Your Name: The Town of Whitehall

GUIDE TO TECHNOLOGY & INNOVATION ................................................................. 35 Free Stuff: It is All at Microsoft Store The Next Big Thing, 50 Smaller Things: The Mill

Departments President’s Message .............................. 2 Legislative Priority .................................. 3 Member News and Notes ...................... 5 Welcome New Members ...................... 10 Chamber Scene ..................................... 12 Newsbites ............................................... 58 Calendar ................................................. 58 Chamber Committees .......................... 61 Chamber Member Benefits ................. 62 For Assistance, Contact the Chamber .......................................... 64

GUIDE TO BANKING ................................................................................................. 43 Delaware Bankers Association: Q&A with Sarah Long

On the Cover 2016 Superstars in Business Photos by Thomas M. Nutter DELAWARE BUSINESS

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Volume 21, Number 6 / Delaware Business (USPS 012098) (ISSN 153253542) is published bi-monthly by the DSCC Center for Business Management. Subscription price is $18 a year (included in membership dues). Known office of publication is 1201 N. Orange St., Suite 200, Wilmington, DE 19801.

Periodicals postage paid Wilmington, DE 19850. Postmaster: Send address changes to Delaware Business, c/o DSCC Center for Business Management, P.O. Box 671, Wilmington, DE 19899-0671. Telephone (302) 655-7221.

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Message from the President When you read this letter, the Election will be over, and barring a recount, we will know the identity of the new Governor and the make-up of the 149th General Assembly. We will also know the elected officials in our three counties and in the City of Wilmington. Still to be determined Rich Heffron during this period between Election Day and the inauguration of the new Governor is who will fill all the leadership positions for each level of government. Despite this uncertainty there is some clarity to the issues that the state’s public servants will face upon taking the oath of office.

The members of the State Chamber of Commerce, along with the Delaware Business Roundtable and each business related organization, have made it clear that there will be difficult decisions to be made in addressing issues including: stabilizing budgets and revenues, providing vitality to job creation and income growth through the implementation of sound economic development policies, funding for essential infrastructure needs, addressing the public safety challenge of increased violence, finding solutions to the dual health care dilemmas of rapidly rising costs and the addiction crisis, while continuing efforts to improve public education.

The response to these issues will be uncomfortable for some. What will be required is a willingness to work together in making difficult decisions. We at the State Chamber, along with our business partners, see this process not as overwhelming or frightening, but as an opportunity to take a path that will make life better for all Delawareans.

We congratulate all our elected and appointed officials as they prepare to take the oath of office. We welcome the discussions on how to best meet challenges both known and unforeseen. Most importantly, the members of the Delaware State Chamber of Commerce look forward to working with you to make Delaware the best place to live, work, play and raise a family.

DELAWARE BUSINESS EDITORIAL STAFF Salvatore J. “Chip” Rossi A. Richard Heffron Chairman President

Denée Crumrine Editor

Christina Jones Graphic Design

Scott Malfitano CSC – Corporation Service Company Nicholas Marsini PNC Bank, Delaware, Retired Chad Moore The Bellmoor Inn & Spa Dennis M. Salter Summit Realty Advisors, Inc.

Mark Stellini Assurance Media, LLC Mark Turner WSFS Bank Richelle Vible Catholic Charities of Delaware Katie Wilkinson Fulton Bank, N.A.

BOARD OF DIRECTORS Donald T. Fulton Salvatore J. “Chip” Rossi George J. Weiner Bank of America Associates VICE CHAIR Martha S. Gilman Gary R. Stockbridge Gilman Development Delmarva Power Company TREASURER Michael Houghton Barry Crozier Morris, Nichols, Arsht & Belfint, Lyons & Shuman Tunnell, LLP CHAIR

BOARD OF GOVERNORS William R. Alan Delaware Community Foundation

John (Jack) Healy, III Healy Long & Jevin, Inc.

Theodore J. Prushinski Citizens Bank, N.A.

Tony Allen Bank of America

Rita P. Hollingsworth

James Randall Caldwell Staffing

Stephanie Andrzejewski AstraZeneca Pharmaceuticals LP

Timothy J. Houseal Young Conaway Stargatt & Taylor, LLP

Steve Baccino Delmarva Power

Christopher L. Kenny ShopRites of Delaware

Robert (Rob) Rider, Jr. O.A. Newton

Michael B. Berardi Wohlsen Construction Company

Richard Kenny ShopRites of Delaware, Retired

John S. Riley Ashland, Inc.

Murray Berstein Nixon Uniform Service, Retired

Bernhard Koch AAA Mid-Atlantic

William B. Robinson George & Lynch, Retired

Julian H. “Pete” Booker The SmartDrive Foundation

Nicholas P. Lambrow M&T Bank

Richard D. Rowland Rowland, Johnson & Co., PA

Jennifer Gimler Brady Potter Anderson & Corroon LLP

Richard H. LaPenta Insurance & Financial Services, LTD

Rhett Ruggerio Ruggerio Willson & Associates, LLC

Dr. Mark T. Brainard Delaware Technical Community College

Stephan Lehm VanDemark & Lynch, Inc.

Michael Ratchford W. L. Gore & Associates, Inc.

Greg Sawka Bancroft Construction Company

Kevin C. Broadhurst Comcast

Alan Levin SoDel Concepts

Robert L. Byrd The Byrd Group

Renee Lewandowski Agilent Technologies

Timothy J. Constantine Highmark Delaware, BCBS

Andy Lubin Delaware Financial Group

Fred C. Sears, II Delaware Community Foundation Retired Jeffery Sills Capital One William Smith Environmental Alliance

Thomas J. Cooper Cooper Realty Associates

Hinton J. Lucas, Jr. DuPont, Retired

W. Laird Stabler, III Laird Stabler & Associates, LLC

Charlie Copeland Associates International, Inc.

William E. Manning Saul Ewing, LLP

Grace Stockley FideliTrade, Incorporated

Ernest Dianastasis CAI

Guy Marcozzi Duffield Associates, Inc.

Richard K. Struthers Ashford Point

Brian DiSabatino EDiS Company

Paul M. McConnell McConnell Development, Inc.

Dian C. Taylor Artesian Water

E. Andrew Disbatino EDiS Company, Retired

Bonnie Metz Verizon, Delaware

James A. Tevebaugh Tevebaugh Associates

Denis Dunn AT&T Delaware

Calvert Morgan, Jr. WSFS Bank

William M. Topkis

G. Kevin Fasic Cooch & Taylor, P.A.

Peter Morrow The Welfare Foundation

Jeffrey M. Fried Beebe Healthcare

Terry Murphy Bayhealth Medical Center

Julie Garner AstraZeneca Pharmaceuticals LP

Janice E. Nevin, M.D, MPH Christiana Care Health System

Dave Hargadon TD Bank

Brian Nixon Invista

Pete Hayward University of Delaware Retired

Roy Proujansky, M.D. Nemours Children’s Healthcare System

Michael S. Uffner AutoTeam Delaware Clinton Walker Barclaycard US William S. Wallace JPMorgan Chase Robert W. Whetzel Richards, Layton & Finger Stuart Widom Calpine Harry L. Williams Delaware State University

STAFF A. Richard Heffron President Marianne K. Antonini Sr. Vice President & CFO Cheryl Corn Executive Assistant to the President, Senior Vice President, Communications

The mission of the Delaware State Chamber of Commerce is to promote an economic climate that strengthens the competitiveness of Delaware businesses and benefits citizens of the state. The Chamber will provide services members want; it will serve and be recognized as the primary resource on matters affecting companies of all sizes; and it will be the leading advocate for business with government in Delaware.

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Denée Crumrine Communications Manager James DeChene Director, Government Relations Mark A. DiMaio Director, The Partnership, Inc. Linda D. Eriksen Accounting Associate Ken Evans Account Executive

Chuck James Senior Vice President, Membership Fred Miller Advertising/Retention Bill Osborne Interim President, DPPI Kelly Wetzel Program & Communication Specialist

DELAWARE STATE CHAMBER OF COMMERCE 1201 NORTH ORANGE STREET, P.O. BOX 671 • WILMINGTON, DE 19899-0671 (302) 655-7221 • (800) 292-9507 • WWW.DSCC.COM

Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

LEGISLATIVE PRIORITY

National Employment Law Trends Find Their Way to Delaware

PHOTO BY DICK DUBROFF/FINAL FOCUS

BY JAMES DECHENE

A DISTURBING TREND has distilled its way down to Delaware over the last few legislative sessions in the form of legislation designed to promote “fairness” in business with the consequence of adding unnecessary and costly regulatory burdens on small businesses.

Following in the footsteps of other states, and as a result of model legislation crafted in order to circumvent inaction at both the Congressional and federal court level, efforts such as minimum wage increases, project labor agreements, increased focus on employee privacy protections, ban the box, immigration policy, and increasing the number and scope of individuals classified as protected classes have all been measures introduced, and in many cases passed, here in Delaware.

In addition, employers are increasingly impacted by regulations promulgated at the Federal level, with the upcoming overtime regulations scheduled to become effective at the end of this year.

Specifically, the salary threshold for exempt executive, administrative, and professional employees will increase to $47,476 per year (or $913/week), meaning that salaried employees earning less than this amount, regardless of job duties, must be compensated for overtime work. This will undoubtedly result in an increase in wage and hour class actions in the coming years.

Companies that utilize third party contractors will be seeing changes in liability as well. In its first Administrator’s Interpretation of 2016, the DOL concluded that “the scope of . . . joint employment under [the federal wage and hour laws] is as broad as possible,” noting that the statutes’ definitions of “employ” and “joint employment” are broader than the traditional common law concepts. This interpretation is perhaps most impactful for companies that rely on third-party contractors, such as staffing agencies, to regularly provide services outside of such companies’ core businesses. According to the DOL, such companies are likely no longer shielded from employment-related liability merely by their use of third-party contractors.

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What all of this means for Delaware businesses is to be wary and watchful as these trends continue. As we enter the 149th General Assembly focus will be, and should be, on the budget process which is promising to be more difficult to manage than in recent years. However, in the absence of money to spend legislators will again turn, as they have in the past few years, toward continuing to shape employment law that may have an adverse impact on employers. Legislation introduced last session and failed to pass included: state employee paid FMLA, Delaware resident and union preferences on all state funded work (including Project Labor Agreements), an increase to the minimum wage, and efforts to expand ban the box to the private sector. We expect to see many of these bills reintroduced next year. The State Chamber of Commerce urges the newly elected members of the 149th General Assembly to consider the impact changes to employment law have not only on the employee, but on the employer. Creating barriers to hiring and firing practices, and attempting to disrupt the labor market and wage rates legislatively will have an adverse impact on businesses, and their ability to remain successful, expand and hire new employees.

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18TH Annual Marvin S. Gilman Superstars in Business Awards The Delaware State Chamber of Commerce’s Small Business Alliance and Superstars in Business planning committee appreciate the support and generosity of the following sponsors:

PLATINUM

SILVER continued

PSEG Nuclear, LLC Rowland, Johnson & Company, P.A. VanDemark & Lynch, Inc. Wheeler, Wolfenden & Dwares, CPAs Wilmington University

BRONZE DIAMOND

Bank of America EDiS Company The Gilman Family TD Bank

GOLD

Associates International, Inc. Belfint, Lyons & Shuman, CPAs BDO USA, LLP Citizens Bank Cover & Rossiter Delaware State University DuPont Highmark Blue Cross Blue Shield Delaware MilliCare by EBC PNC Bank Santora CPA Group WSFS Bank

SILVER ab+c Creative Intelligence Artisans’ Bank Assurance Media Blood Bank of Delmarva BrightFields, Inc. Corporation Service Company Delaware Cadillac, Saab, Subaru & Kia of Wilmington Delaware City Refining Company Delaware Economic Development Office Delaware Express Environmental Alliance, Inc. Freedom Small Business Lending Goldey-Beacom College McConnell Johnson Real Estate Company MySherpa New Castle Insurance, Ltd.

AAA Mid-Atlantic Back to Basics Learning Dynamics The Bellmoor Inn & Spa Colonial Parking, Inc. Cooch and Taylor Delaware Community Foundation Delmarva Broadcasting Company DiSabatino Construction Company George J. Weiner Associates

FRIEND

Community Service Building Home Instead Senior Care Project New Start Ronald McDonald House of Delaware

GIFT

Delmarva Broadcasting Company Diamond Technologies, Inc. Healy Long & Jevin, Inc.

VIDEO PRODUCTION TELEDUCTION

PRINT/ONLINE MEDIA Delaware Business Times Delaware Today

RADIO ADS / APPLICATION HOSTING Delmarva Broadcasting Company

AWARDS

A.R. Morris Jewelers

NEWSPAPER COVERAGE The News Journal Media Group

EVENT SIGNAGE Metrocolor

*As of 10/19/16 4

Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

Member

news&Notes DuPont 2020 Energy Goal Case Study CHANGING THE WAY WE POWER OUR LABS As a world leader in sciencebased innovation, DuPont is constantly pursuing new frontiers in agriculture and nutrition, advanced materials, and bio-based industrials.

The science of transforming the world requires a lot of things — perseverance, world-class scientists and engineers, and cutting edge research and development facilities to name a few. And, it also takes a lot of energy. In 2014, DuPont used approximately 27 million megawatt hours (direct and indirect) of energy, the equivalent consumption of 2.5 million U.S. homes over the course of a year.

The energy intensity of our operations is one of the reasons DuPont has a long history of environmental goals aimed at reducing our energy and emissions footprint.

For example, between 1990 and 2004 we reduced our greenhouse gas emission by 70% and an additional 19% between 2004 and 2014. Our 2020 sustainability goals include the reduction of our greenhouse gases by 7% from a 2015 baseline and our non-renewable energy use by 10% per price adjusted dollar revenue from a 2010 baseline.

Our energy goal strategy is executed primarily through our Bold Energy Plan, a portfolio of nearly 2,000

CONTENT PROVIDED BY DUPONT

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projects around the world designed to improve our energy, emissions, and cost efficiency. Since its inception in 2008, DuPont has realized significant energy gains with year-overyear energy cost savings of $270 million.

We recently completed one of these Bold Energy Plan targets at the DuPont Experimental Station. This 150-acre campus on the banks of the Brandywine River is home to some of the world’s most important scientific discoveries, including nylon - the world’s first fully synthetic fiber; DuPont™ Tyvek® nonwovens; Kevlar® fiber; Sorona® renewably sourced polymers, and countless others.

Until recently, the Experimental Station was one of the largest emitters of sulfur dioxide (SO2) in the state of Delaware due to a high volume of #6 fuel oil required to power its operations.

At a rate of 1,000 truckloads of fuel oil per year, a plan was needed to improve the lab’s emissions profile.

Working collaboratively with the state, Delmarva Power, and the community,

DuPont developed an energy purchase strategy that shifted the entire facility from #6 fuel oil to natural gas. The results have been significant, including the environmental improvements below: • 29% reduction in carbon dioxide (CO2), equivalent of offsetting emissions from 4,500 cars on the road today; • 73% reduction in nitrogen oxide (NOx) and 100% reduction in SO2; • 91% reduction in particulates, and; elimination of 1,000 tank truck deliveries annually and their associated emissions.

Completion of this project has been part of a broader effort to improve the environmental footprint of many of our sites, including our corporate headquarters at Chestnut Run Plaza. In total, once all projects for our four key Delaware sites are completed later this year, we will have reduced our annual CO2 emissions by approximately 30% — the equivalent of offsetting emissions from 8,400 cars each year, our NOx by 73%, SO2 by 100%, and our particulate materials by 81%.

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Member

news&Notes Financing Student Achievement AN INTRODUCTION TO RALPH KUEBLER, BOARD MEMBER OF THE PARTNERSHIP, INC.

BY DENÉE CRUMRINE

You’ve probably heard of the Superstars in Education awards, and likely the Principal for a Day program. Both are projects led by The Partnership, Inc., Delaware State Chamber of Commerce’s education affiliate. The Partnership, Inc. believes that investing in the educational experience of our children has a qualitative and quantitative return. Better students eventually become the best in business, and better business is good for Delaware.

The Partnership. Inc.’s Superstars in Education Awards is a statewide program that recognizes outstanding Delaware educators who have demonstrated best practices and programs that return significant results and increase student achievement. The Superstars in Education Awards would not be possible without the support of our business community and the

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as chair for the last 15 years. Despite retiring 11 years ago, he continues to provide counsel and support to not only Superstars in Education, but various other nonprofit community endeavors.

When Ralph moved to Delaware to work for MBNA, he was confident in his strong background in finance and marketing. From commercial and consumer lending, strategic planning, advertising and marketing, to electronic banking, etc., his bachelor’s degree in business and masters in finance served him well and made for an interesting application of skill sets. However, when Charles Cawley, MBNA founder, asked him to become the director of MBNA’s education foundation, everything changed.

With nothing more than encouragement and a free rein, Ralph was tasked with implementing both an educational grants program for Delaware

counselors, before moving forward with either project to ensure they would be successful from the start.

The MBNA teacher grant program aided hundreds of Delaware educators each year, with each classroom and school grant awarded ranging from $500 up to $100,000. The college scholarship program focused on assisting Delaware residents attending Delaware colleges and universities, in hopes that they

Superstars in Education RECOGNIZING EXCELLENCE IN EDUCATION

committee who oversees the program’s coordination.

And when it comes to educational programming, there aren’t many better suited to the task than Ralph Kuebler, chair of the Superstars in Education committee. Originally serving as MBNA’s representative on the committee, Ralph joined in 1993 and has acted

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teachers and a college scholarship and internship program for graduating high school seniors. What Ralph lacked in a formal education background, he made up for in commitment and common sense. He met with each and every Delaware school superintendent at the time, as well as with numerous principals, teachers and guidance

would become Delaware-based employees. Not only did the scholarship provide significant financial support over four years, but students received private tutoring, individual mentoring, summer internships and professional development classes as well. Over 200 Delaware students benefitted from this program each year. A special education

Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

BUSINESS SPOTLIGHT

Empowering a New Workforce grant program was later developed to fund programs for special needs students in grades K-12.

Both of MBNA’s programs were so successful and unique, Congressman Mike Castle asked Ralph to present these programs in Washington, D.C. before Congress so that other corporations would be encouraged to establish their own programs in support of education.

Though his title is no longer director of the MBNA Education Foundation, Ralph maintains his role of education advocate to a remarkable degree. In addition to his longstanding dedication to Superstars in Education, Ralph is the chairman of the board of the Red Clay School District Education Foundation, president of the board at the Center for the Creative Arts in Yorklyn, Delaware, and a council member on the Delaware Division of the Arts. He has also served in numerous advisory roles and on various committees for the New County Castle Vocational School District, the University of Delaware, Public Allies Delaware, and the Juvenile Diabetes Research Foundation, to name a few.

Ralph believes that great educators need to be recognized for their hard work and that The Partnership, Inc. and Superstars in Education program serve that need well. He cites his own experience with excellent teachers and significant professional mentors as inspiration to continue his role in celebrating Delaware’s outstanding educators, whose creativity and innovation are propelling students into the workforce.

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tional employment opportunities and The Ability Network of Delaware increase the awareness of the talents (A.N.D.) is an association of that this underrepresented workforce nonprofit organizations that provides brings to employers. services to people with disabilities and other life challenges. I am writing on ”Hiring persons with disabilities behalf of A.N.D. to thank the Delaware is fundamentally a good business State Chamber and the local business practice, which builds a ‘better botcommunity for your support of recent tom line’ by utilizing the skills of this legislation that created a tax incentive dedicated and reliable workforce,” for employers to hire Delawareans with said Thomas Cook, A.N.D.’s Executive disabilities.

Director, agreeing with the impetus The Work Opportunity Tax Credit behind Governor Markell’s yearlong (SB221), sponsored by State Senator initiative as Chair of the National Nicole Poore, passed without oppoGovernor’s Association. sition in June of this year. Disability The Ability Network of Delaware and policy advocates, disability service its member organizations applaud the providers, state legislators, and repefforts of businesses that have already resentatives from the private business recognized that hiring persons with sector who have made a substantial disabilities is a smart fiscal and operacommitment to hire people with distional employment strategy. The added abilities, gathered to celebrate this benefits that these employers realize by important piece of legislation at the diversifying their workforce and helpWestin Wilmington on the Riverfront for ing recipients of government benefits to the Governor’s ceremonial bill signing become tax-paying members of society, on August 29, 2016. are tremendous.

The venue was appropriate because If members of the Delaware State Bill Silva, General Manager of the Chamber of Commerce wish to learn Westin, has championed the hiring of more about the tax credit or how to people with disabilities throughout his source potential candidates to meet your career. “It’s a natural fit to employ all hiring needs, please contact me.

Delawareans,” he said, adding that he regards people with disabilities as a viable labor resource from which the Paul Beane company has benefitted greatly.

Director of Because employment participaEmployment Programs tion rates for persons with disabiliAbility Network of ties are far lower than those without Delaware (A.N.D.) disabilities, the hope expressed 302-622-9177 X 104 at the bill signing by Governor pbeane@abilitynetworkde.org Markell, Senator Poore, and others, www.abilitynetworkde.org was that this law will create addi-

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Member

news&Notes

James Butler was recognized by Jayson Crouch, KSI Vice President, as Employee of the First Quarter 2016.

NONPROFIT SPOTLIGHT:

KSI

James “Jimmy” Butler of Camden enjoys helping his local high school football team on the weekends and volunteering at The Food Bank of Delaware. He also enjoys his job moving stock and working with customers at Harbor Freight, where he recently found employment with the help of KentSussex Industries, Inc. (KSI).

Jimmy enrolled in KSI’s Supported Employment Program last November in attempts to find a job that fit his skillsets. KSI employment specialist John Jennings helped Jimmy to determine his strengths and weaknesses, and provided job coaching to hone and improve his work skills. With John’s direction, Jimmy was able to secure an interview at Harbor Freight, not too far from his home. Store manager, Jabbar Winward,

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appreciates Jimmy’s dedication, flexibility and customer service skills.

KSI awarded Jimmy the Employee of the First Quarter 2016 Award based on his work ethic and demonstrated reliability in his new position. He is a shining example of KSI’s mission, “to assist people with disabilities in the pursuit of their potential in employment and meaningful participation in their communities. KSI provides employment, vocational training, community inclusion activities, supported employment, day habilitation, and transportation services for people with disabilities.”

KSI serves Kent and Sussex Counties, providing assistance to approximately 270 individuals daily. Programming offered by KSI includes, but it not limited to, transportation, facility based work

services, community based work crews, supported employment, and competitive placement.

KSI is currently shifting efforts from an employment-centric focus, to a community integration model in order to create more robust and well-rounded experiences for their program participants. While they have always planned community inclusion trips for participants like Jimmy, KSI has drastically grown this aspect of their programming. In 2014, over 30 community inclusion trips were planned each quarter, making for just over 100 trips for the year. In 2015, KSI made close to 5,500 trips. These community inclusion excursions are counted by the number of times any participant leaves KSI to visit a partnering organization.

Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

Volunteer opportunities like helping Food Bank of Delaware prepare school program packs are just as valuable as work for reinforcing learned skills and integrating people with disabilities into their communities. Community inclusion sites like this are becoming increasingly important parts of KSI’s programs.

Some of those trips supported participants’ volunteerism, collectively serving over 7,400 hours at various sites like The Food Bank of Delaware and God’s Way Thrift Store. Other trips opened doors to enrichment opportunities, such as Tai Chi and Laugh Yoga classes at a local senior center, art classes at a local business, and library programs, among others. Over 140 organizations surrounding KSI’s location offer such experiences, allowing participants to develop skills and have interactions that not only reinforce their on-the-job learning, but aid in their social development and personal independence.

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“Partnering with KSI has been wonderful. The quality and consistency of their work has been spot on. The flexibility and the responsiveness to our needs has been great. In addition, all the team members I have had the pleasure of talking and working with are very friendly. Thanks KSI!” — Mike Kompare, Packaging Manager, Dogfish Head Craft Brewery 9

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The Delaware State Chamber of Commerce welcomed new members at a Meet the New Members event on October 18, 2016.

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SCHOOLEY MITCHELL OF DELAWARE 3 Montague Road Newark, DE 19713 (302) 250-3757 www.schooleymitchell.com Schooley Mitchell is the largest

With more than 16,000 business clients, Schooley Mitchell

of Peirce College. Year Up Greater

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DELAWARE BUSINESS

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with over 100 offices and more than 300 consultants.

Nove m be r/ De ce m be r 2016

lege, in addition to the services

at Peirce College, Year Up Greater Philadelphia provides them with professional development and

11

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From left: Chris Donahue of EDiS Company, Scott Kammerer of SoDel Concepts and Melinda McGuigan of EDiS Company at the Evening Mixer at Fish On in Lewes

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From left: Mike Vanderslice of Environmental Alliance, Inc., Melinda McGuigan of EDiS Company, Rick Deadwyler of University of Delaware and Bill Allan of Delaware Community Foundation

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Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

S

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23rd Annual Chamber Chase

The Delaware Young Professionals Network volunteered with Habitat for Humanity in September

From left: Tony Flynn of Young, Conaway, Stargatt & Taylor, Bill Manning of Saul Ewing LLP, Bob Perkins of Brandywine Public Strategies and Scott Perkins from the Office of Governor Jack Markell

Folks from Alpha Technologies USA, Inc. pose for a selfie in front of their exhibit table at the Delaware Networking Station in September

DELAWARE BUSINESS

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Check it out on the State Chamber’s website! www.DSCC.com

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Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

Making up more than 85 percent or our membership, small businesses are the backbone of the Delaware economy. Every year, The Delaware State Chamber of Commerce (DSCC) and the Small Business Alliance (SBA) honor businesses that have truly gone above and beyond. All of these honorees have been in business for at least three years, are small businesses based on number of full-time employees, and are members of the Delaware State Chamber of Commerce. Awards of Excellence are also granted to deserving companies. Since 1998, Superstars in Business has recognized and honored businesses that have gone above and beyond.

2016 SUPERSTARS IN BUSINESS AWARD WINNERS Special Olympics Delaware (Nonprofit category) Special Olympics Delaware had a modest beginning in 1971 with just a few hundred athletes and competition in two sports. Today, the number of athletes actively involved in SODE has grown to over 4,000; each with the opportunity to train and compete in 20 sports. Special Olympics is dedicated to changing lives by providing year-round participation in sports training and athletic competition for individuals with intellectual disabilities and their families -- providing them opportunities to strengthen their character, develop their physical skills, display their talents and fulfill their human potential.

Precision AirConvey Corporation (25-59 employee category) Precision AirConvey is a national leader in the manufacturing, installation, and service of trim and matrix removal systems for the label, paper, film & sheet, and other industries. Founded in 1995 as AirConvey Systems, the company has grown to serve customers on five continents, and in 44 states across the U.S. Precision AirConvey focuses on productivity, cost savings, waste reduction, and outstanding customer service and technical support.

Their high-quality products and services enable companies to effectively remove trim materials and eliminate costly clogs or breakdowns, and are used in the manufacturing of household, industrial & medical goods affecting each and every consumer multiple times per day.

Metro Merchant Services (1-24 employee category) In business since 1998, Metro Merchant provides merchants with the EDiS Company (60-150 employee category) ability to process electronic payments important to doing business, such With well over 100 years in business, EDiS is a company founded on as credit cards and electronic checks. They quality, community, family, and tradition. offer many different avenues to help merchants EDiS Company is a full-service construction 2016 AWARD OF EXCELLENCE streamline their processing, keep costs management firm providing comprehensive WINNERS minimized, and easily track their payments. project solutions from the pre-design phase Delaware Humane Association They also provide a wide array of services of a project through construction and facility (Nonprofit category) to help our merchants with their business occupancy. The day-to-day operations of the Sonitrol Security of Delaware Valley needs such as ATM’s, ecommerce, website company exist within six divisions: EDiS (1-24 employee category) development, payment portals, shopping carts, Company, EDiS Building Systems, EDiS Interior Assurance Media etc. Metro Merchant’s emphasis on excellent Construction, EDiS Interior Maintenance, Asset (25-59 employee category) customer service and employee training drive Management Alliance, and EDiS Development.

Duffield Associates, Inc. their success.

The company is headquartered in Wilmington, (60-150 employee category) DE, with offices in Lewes, DE, and Malvern, PA. DELAWARE BUSINESS

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S u p e r s ta r s i n B u s i n e s s Wi n n e r

THIS SUPERSTAR NONPROFIT IS MORE THAN YOU THINK Special Olympics Delaware

BY DENÉE CRUMRINE | PHOTOS BY THOMAS M. NUTTER

MORE THAN JUST A GAME, and more than an annual sporting event, Special Olympics Delaware is much more than one might assume. In addition to cultivating a comprehensive athletic program, Special Olympics Delaware is a gateway to a unique community, a diverse cohort of participants, and to a world where acceptance, open mindedness and unity is the norm.

Special Olympics was the vision of Eunice Kennedy Shriver, who was determined to change both the quality of life for those with intellectual 16

disabilities, and the negative perceptions of society toward those individuals. Special Olympics Delaware was founded in 1971, joining 26 other states and Canada in the mission to improve the lives of people with intellectual disabilities and create a public awareness to the level of skill, dedication and ability that the Special Olympic athletes possess.

More than an organization localized to its own athletes and volunteers, Special Olympics Delaware has built a flourishing community of over 40 corporate and civic partners, plus many law enforcement agencies, united Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

At left, Stuart Bradshaw, a coach for the Tigers, works out some strategy with some of his flag football players. Above, flag football player Marissa Hammond gives a high five to coach Tom Moore at a game in Middletown.

in furthering its impact and reach. Starting with several hundred athletes and two sports, they now offer 20 sports to more than 4,000 athletes at 137 schools and within five community programs. Approximately 800 athletes without disabilities act as Unified Partners and compete with their peers who have disabilities. The organization also has over 4,000 volunteers, with more than 350 of them being coaches certified through specialized training in order to provide athletes with the best guidance and resources possible.

“We are truly honored to be a recipient of the Superstars in Business Award by the Delaware State Chamber. Given the significant number of high-quality nonprofits here in Delaware, it is even more gratifying to know that the hard work and commitment of our small staff along with DELAWARE BUSINESS

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the hundreds of volunteer coaches, thousands of supporters and countless others is being recognized. The 4,000 athletes we serve inspire us each and every day ... and this recognition is further proof of just that,” says Michael Nash, Chair of the Special Olympics Delaware Board of Directors.

Special Olympics Delaware is inspired by the confidence, socialization, friendship and personal growth that comes naturally from participating in sports. To maximize the benefits, a huge focus is on the aforementioned coaching certification, as well as on athlete development. This includes the training and practice provided to the athletes in their specific sports, as well as healthcare through their Healthy Athletes program. Healthy Athletes provides dental, vision, hearing and podiatry screenings annually, in response to basic healthcare disparity available to those with intellectual disabilities. Leadership programming is also offered to athletes, providing training in interpersonal, public speaking and ambassador skills.

“We obviously see a personal benefit from the positive impact Special Olympics has on our daughter Torie’s life — friends, fitness, confidence — but have also grown to appreciate and value the positive impact Special Olympics has on our community, and how it has made us better, more aware and more accepting people,” says the Moore family, active participants of Special Olympics Delaware.

More than a nonprofit raising funds or planning events, Special Olympics Delaware is improving individual wellbeing, and championing communitywide change. n 17

S u p e r s ta r s i n B u s i n e s s Wi n n e r

CREDIT TO THE CUSTOMERS Metro Merchant Services

BY EMILY RILEY | PHOTOS BY THOMAS M. NUTTER

MAKING A CREDIT or debit purchase at your local grocery store or pizza joint is a fairly simple routine these days, complicated only by that awkward electronic signature and the recent innovation of chipped cards.

Behind the scenes at Metro Merchant Services, it’s a completely different story. The Delaware City-based merchant services company acts as the backbone of these transactions, providing the hardware, customer service and processing capacity to allow businesses to maintain efficient transaction capabilities, thereby allowing consumers to enjoy their cup of coffee with the swipe of a card.

Formed by Mark Landis in 1998, Metro was the product of Landis’ expertise in the merchant services field as well as his distaste for poor customer service he observed throughout the industry. “The corporate

service I worked for at the time, their solution to customer service was to tell someone, ‘Just call the 800 number,’ and that’s just never worked for me. That really cast the die for Metro Merchant Services,” Landis says.

The attention to clients’ needs hasn’t gone unnoticed, as Metro has been recognized by two of the largest processors in the country for its low client attrition rate, which runs around 4 percent compared to industry norms of 25 to 30 percent.

Primarily, this has been achieved through practices indicative of a loyal, local business that capitalizes on the opportunity to build a trustworthy working relationship over its bottom line. When merchants needed a rapid solution to make their terminals EMV chip-compliant, other service providers saw this as a good chance for a “money grab,” Landis says. In

Mark Landis, president of Metro Merchant Services, has an informal meeting with some of his staff.

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The Metro Merchant Services team at their office in Delaware City.

Metro’s infancy, Landis has clients bypass customer service and call him directly – a short-lived practice to say the least, but the intention remains. “Because of our size, you can call in and get the same person over and over again, or someone on the team can remember the merchant that called in. The giant call center with hundreds of service reps can’t do the same thing, and that’s a real strength for Metro,” Landis says.

Outside of their customer care services, Metro also lays claim to an A+ rating by the Better Business Bureau, which examines factors like business transparency, competency licensing, complaints and other factors that indicate best business practices. Additionally, Metro’s portfolio is comprehensively compliant with the IRS’s Taxpayer Identification Number matching system, which allows authorized payers the opportunity to match 1099 payee information against IRS records prior to filing information returns. For merchants who use a noncompliant processing company, this could mean penalties of nearly 30 percent of their daily gross income.

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The chip readers in tabletop terminals have become more commonplace, but that’s hardly the end of the road for advancements in retail technology. Metro faces the dual challenge of staying relevant in an industry that evolves with the pace of new mobile app development, e-commerce technology and customer expectations while fighting off the industry’s high client turnover rates during the “race to the bottom,” a price-cutting strategy that’s meant to draw in the largest volume of clients without the ability to adequately provide for their needs, Landis says.

Metro’s solution in this fluctuating landscape is simple: stay the same. Continue to provide comprehensive service with an individualized mindset, anticipate needs in a dynamic retail atmosphere, and treat clients as neighbors, not numbers, Landis says. “We are local, and people resonate with that. They can call us or come to our office, but either way, we’re there for them whenever they need it.” n 19

Technicians at Precision AirConvey discuss a piece of industrial trimming equipment that they are working on.

S u p e r s ta r s i n B u s i n e s s Wi n n e r

ENGINEERING PRECISION Precision AirConvey Corporation

BY DANTE LAPENTA | PHOTOS BY THOMAS M. NUTTER

TOM EMBLEY WORKED for the better part of a decade as a mechanical engineer. His colleagues were great, but the company didn’t have the vision he wanted. The company didn’t know how to grow. So the ambitious engineer with a thirst for the business side of the industry struck out on his own, leaving a good job in 1995 for the great unknown – starting a new business and directly competing with his former employer.

A short four years later, the University of Delaware graduate oversaw old 20

company merged with new. And guess who become its president and CEO. Sixteen years later, Precision AirConvey Corporation is still growing, and so is its leader.

“I’ve done this a long time. I’ve learned a lot. I’ve grown as an individual,” explains Embley. “Being in this business humbles the heck out you… But you get constant opportunities to learn and to be challenged.”

But when you talk to Embley, he won’t talk very long about himself; Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

he’d much rather tell you about the heart of the company – the employees and their incredible work ethic and values.

“We’ve invested in our people and they have flourished. I think of the people we’ve brought onto the team in the last five years; they made us who we are today. It’s our core values and how we take care of our customer. It’s not about what’s good for us in the short-term.

We take care of your customers rather than

Worker Chris Bryan takes inventory of raw materials inside the company’s manufacturing facility in Newark.

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look out for ourselves. In the long-term, it benefits everybody.”

So what business is this employee-centric engineering company in?

Precision AirConvey Corporation is in the business of waste management recycling and repurposing. Whether it’s a grocery store, labels, or blister packs, most of the organization’s portfolio falls into packaging – the flexible packaging world. The Newark company works with first-tier, national companies like 3M and Velcro, down to petite packaging suppliers. But whether the company is large or small, there is a common end result – scrap. So Precision AirConvey Corporation made its bones in designing systems that reprocess that scrap. Its high-quality cutters and pneumatic convey systems enable companies to effectively remove trim materials and eliminate costly clogs or breakdowns.

“We go in; we analyze the client’s product – the material makeup, how the scrap is being produced. Then we engineer a system that helps the client reprocess that scrap. If it can go back into their line, that’s much less raw material that the client is buying. Or maybe we help them put the material into a form that the client can thermally recycle it. There’s a lot of great places that can turn waste into fuel, if it’s processed into the mixture or configuration. Our equipment can do that.”

And speaking of equipment, Precision AirConvey’s is more expensive than its competition, a fact that Embley and his company are upfront about.

“We design a more highly engineered product that costs more, and that’s not something you can do without a very visible and valuable return on investment.”

The client’s savings come in the form of higher utilization, higher recycling rate, running machines faster, or equipment requiring less power. In order to explain that to prospective clients, Precision AirConvey embeds engineers with its sales representatives. Rather than give the client a quick quote, the interdisciplinary team purposely slows down the process in order to ask the right questions and tease out crucial information. The team peers deep into the client’s interworking to find a solution rather than a quick sale.

And these prospective clients reach out when they’re thinking green. Whether they are aiming for small improvements or something more ambitious like becoming a zero landfill operation, it’s an imposing proposition.

“What you’ll find is that every company wants to be greener, but, unless there is a return, they struggle to do it. But it can increase your bottom line. That’s when they look to us for solutions.”

Precision AirConvey’s commitment to its employees, customers, the environment, and the art of problem-solving make it a 2016 Superstar in Business. n 21

S u p e r s ta r s i n B u s i n e s s Wi n n e r

A REPUTATION ROOTED IN HISTORY EDiS Company

BY MATT AMIS | PHOTOS BY THOMAS M. NUTTER

AFTER 108 YEARS IN BUSINESS, it seems only natural for EDiS Company to be thoroughly engrained in the local community. But that fact isn’t lost on Brian DiSabatino and the 75 fulltime employees at the historic Wilmington construction management firm.

“We have a tremendous amount of respect for the heritage that got us here,” DiSabatino says. “The Delaware community has supported us as a

family and an organization for over a century—by teaching my ancestors English, welcoming us into the community, and giving us jobs with their most important projects. We don’t even think twice in our investments in local nonprofits or causes that our people connect with.”

That legacy of mutual respect is part of EDiS’ DNA, and a driver of customer loyalty and repeat business. It’s also part of the reason that EDiS

From left, Kevin Lucas, Mark Nordquist and Samara Hamilton look at blueprints for the ongoing remodeling project at Howard High School.

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EDiS workers take a look at the progress of Howard High School in Wilmington.

is the first-ever, three-time winner of a Marvin S. Gilman Superstar in Business award (it previously won in 1998 and 2011).

“Many of us knew Marvin, and we have the utmost respect for the man and the award,” DiSabatino says. “It’s such a tough business, and our people put in long hours, and do hard work. And it’s validating to be recognized for that.”

Ernesto DiSabatino, an Italian stonemason, emigrated from Italy in 1906 and in 1908 established his masonry business, Ernesto DiSabatino & Sons, Inc., in Wilmington. The original family business specialized in concrete and carpentry.

That family name is still prominent at EDiS, and a fifth generation of DiSabatinos are among the rank and file there. But as time wears on, the company has expanded its oeuvre significantly. While the company has, over the years, helped shape and reshape Delaware—with projects like the Hercules International Headquarters, the PNC Bank Center, the New Castle County Courthouse, and several landmarks along the Christina Riverfront—today, EDiS is much more than a mere construction company.

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Today’s EDiS is more of an innovative partner and collaborator, thanks to its measured approach to customer service and problem-solving. It also helps to embrace modern flourishes like Building Information Modeling (BIM), a digital tool that allows EDiS designers to “build” a complete structure in a 3D environment, from the steel frame to the plumbing, to spot—and fix—any defects or conflicts.

“The average age of people entering the industry is younger. With that brings a freshness, and our young people embrace technology that we’ve never seen,” DiSabatino says. A custom mobile app, BuildingBlok, allows customers, architectural partners and subcontractors to collaborate online.

The notion of looking forward while sharing reverence for the past is a tricky line to straddle, but for EDiS, it’s the keystone of a century-old foundation.

“We attract people that want to leave a legacy in the community, whether they’re 20 years old or 60, our people like to drive by the things that they built,” DiSabatino says. “Long throughout their career, and after they’re gone, their fingerprints will be on the physical nature of the community. That’s important to us, and the people that work for us.” n 23

Superstars in Business 2016 SUPERSTARS IN BUSINESS AWARD SELECTION COMMITTEE

2016 MARVIN S. GILMAN SUPERSTARS IN BUSINESS PLANNING COMMITTEE

Mr. Ken Anderson

Mr. Chip Rankin

Mr. Ken Anderson

Mr. Stephan Lehm

Delaware Economic

MilliCare by EBC

Delaware Economic

VanDemark & Lynch, Inc.

Development Office

Mr. James D. Randall

Development Office

Ms. Donna Masley

Mr. Terrence Barclift

Caldwell Staffing Services

Mr. Terrence Barclift

Masley Enterprises, Inc.

Bank of America

Mr. Christopher Scarpitti

Bank of America

Mr. Chad Moore

Ms. Pam Cornforth

WSFS Bank

Ms. Pam Cornforth

The Bellmoor Inn & Spa

Ronald McDonald House

Mr. Shawn Williams

Ronald McDonald House

Mr. Joe Nadel

of Delaware

Bryn Mawr Trust Company of

of Delaware

Colonial Parking, Inc.

Mr. Joseph Farley, Jr., Chair

Delaware

Mr. Lawrence DiSabatino

Mr. Chip Rankin

Associates International, Inc.

DiSabatino Construction Company

MilliCare by EBC

Mr. Donald T. Fulton

Mr. Joseph Farley, Jr.

Mr. Michael Reath, Chair

George J. Weiner Associates

Associates International, Inc.

Delmarva Broadcasting Company

Ms. Martha Gilman

Mr. Donald T. Fulton

Mr. Christopher Scarpitti

Gilman Development Company

George J. Weiner Associates

WSFS Bank

Mr. David Hargadon

Ms. Martha Gilman,

Ms. Priscilla Turgon

TD Bank

Fundraising Chair

Professional Staffing, Employee

Mr. Mark Hutton

Gilman Development Company

Training & Development

M&T Bank

Mr. David Hargadon

Mr. Shawn Williams

Mr. Geoff Langdon

TD Bank

Bryn Mawr Trust Company of

Cover & Rossiter

Mr. John (Jack) Healy III

Delaware

Healy Long & Jevin, Inc.

2016 MARVIN S. GILMAN SUPERSTARS IN BUSINESS SPONSORS PLATINUM

SILVER

M&T Bank

ab+c Creative Intelligence

Saint Francis Healthcare

Artisans’ Bank

Wheeler, Wolfenden & Dwares, Wilmington University

PRINT/ONLINE MEDIA

Assurance Media DIAMOND

Blood Bank of Delmarva

BRONZE

Delaware Business Times

Bank of America

BrightFields, Inc.

AAA Mid-Atlantic

Delaware Today

EDiS Company

Corporation Service Company

Back to Basics Learning

The Gilman Family

Delaware Cadillac, Saab,

TD Bank GOLD Associates International, Inc.

The Bellmoor Inn & Spa

APPLICATION HOSTING

Colonial Parking, Inc.

Delmarva Broadcasting

Delaware Economic

Cooch and Taylor

Subaru & Kia of Wilmington

Development Office Delaware Express

BDO USA, LLP

Environmental Alliance, Inc.

Citizens Bank

Freedom Small Business Lending

Delaware State University

Goldey-Beacom College

DuPont

McConnell Johnson Real

Highmark Blue Cross

RADIO ADS,

Dynamics, Inc.

Delaware City Refining Company

Belfint, Lyons & Shuman, CPAs

Cover & Rossiter

Company

Delaware Community GIFTS

Foundation Delmarva Broadcasting Company

Delmarva Broadcasting Company Diamond Technologies, Inc.

DiSabatino Construction

Healy Long & Jevin, Inc.

Company George J. Weiner Associates

Estate Company

AWARDS A.R. Morris Jewelers

MySherpa

FRIEND

MilliCare by EBC

New Castle Insurance, Ltd.

Community Service Building

NEWSPAPER COVERAGE

PNC Bank

PSEG Nuclear, LLC

Home Instead Senior Care

The News Journal Media Group

Santora CPA Group

Rowland, Johnson & Company,

Project New Start

Blue Shield Delaware

WSFS Bank

P.A. VanDemark & Lynch, Inc.

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VIDEO TELEDUCTION

CPAs

Ronald McDonald House of Delaware

EVENT SIGNAGE Metrocolor

Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

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Guide to Real Estate

New Leadership, New Outlook Q&A with the Delaware Contractors Association President and EVP UNDER THE LEADERSHIP of President Gladys King, the Delaware Contractor’s Association has had a busy year transitioning to new leadership. Longtime Executive Vice President John Casey retired at the end of June and Bill Freeborn was named as his successor. DSCC’s James DeChene sat down to visit with Mr. Freeborn and Ms. King about the organization and the road ahead.

What are your priorities to put DCA in a position of success for the future?

GK: Our primary task this past year was finding the new EVP and paving the path for a successful transition. Prior to John Casey’s tenure as EVP, he had been with the organization for a long time. Previous to that, John McMahon was here for many years with his own legacies. In hiring someone from outside the organization, we really were exploring new territory. It was a big task.

Gladys King Bill Freeborn In addition to that, at our planning conference, we had developed three strategic goals for this year: to significantly improve communications – including expanding social media, to enhance What is your take on the vitality of the construction industry in our political influence, and to develop strategies to improve the labor pool Delaware? for our industry here in Delaware.

BF: No question that the state is hurting right now. The downturn in the economy has led, in part, to a lack of focus on opportunities that exist in the construction industry. The work just wasn’t there so people were What has it been like to be a woman at the helm of an looking elsewhere for opportunities. But those opportunities are there now. organization that up until a few years ago was a pretty male Roads, highway and infrastructure work is where we are seeing dominated industry? immediate opportunities in Delaware. The additional state funding, GK: Honestly, I hope that my leadership is not categorized as reinforced with federal money, into the Transportation Trust Fund last year such. I was honored eight years ago when Andy DiSabatino asked was extremely beneficial and our members have seized these opportunities me to be a member of the Executive Committee, and was even more for their companies. The infrastructure challenges and the work that will so when the membership showed confidence in my abilities to elect follow, will continue to benefit our members. This work has to be done. me as president. With that being said, I’ve been in this industry for over twenty years and have seen a lot of advancement for women – probably more so than most industries. Women are represented in What trends you are seeing in construction and what is the future so many of our job positions today, from skilled trades to project focus of projects in Delaware? managers to business owners. In the past I may have been the only BF: With building construction, what is happening in the healthcare woman seated at the table, now I’m joined by other women, and sit at sector is something very dramatic. Outside of this business sector, there the head! are few exciting things happening – bringing new businesses to Delaware 26

Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

Guide to Real Estate is a challenge. Corporation Service Company’s new building is spectacular.

Incyte’s new building in Alapocas is equally spectacular. We need to see more of this happening right now. DCA is extremely supportive of that.

Education is another area to watch. The referendum initiatives now underway will create opportunities over the next three to five years. We meet regularly with the school districts that have either completed or are planning referendums. In fact, DCA members worked closely with the Brandywine School district to support the referendum and to ensure two things: first, that these projects are going to be completed with Delaware contractors and second, when it comes time to helping them shape the direction, that we will have a seat at the table.

Representing a mixed labor affiliation membership can be difficult. What challenges do DCA members currently face?

BF: Our organization is a mix of both union and merit shop companies.

Very simply, this is what gives this organization such credibility in the state and with our elected leaders. DCA is seen as the thoughtful leader within the construction industry. Having this solid mix of members with at times, divergent interests, allows us to focus on the bigger picture of what is going to make the state a better place for people in the industry and workers and companies trying to get into the industry.

The single biggest issue our members are facing right now is workforce development – finding talented and committed workers – of all ages – who want to gain the satisfaction that comes from helping create something special. It is one of the major goals of DCA’s strategic plan. We want to play a role in driving the opportunities and educating Delaware’s current and future workforce – again, at all ages. You look at the statistics of kids coming out of college saddled with debt, we want them to know what is available in the construction industry. We have opportunities for you to get training and in your first year or two of work be making $50K to $60K a year with no college debt.

As a part of this effort, we are working closely with DelTech and have also been involved with the University of Delaware’s School of Engineering. In fact, UD has a new construction management program that will officially launch in the fall of 2017, part of the engineering school.

As one of 92 chapters nationally with Associated General Contractors (AGC) of America, I collaborate daily with our peers. We are not alone here in Delaware. Nationally, AGC’s chapters face the same issues and are experimenting with many initiatives underway, all from which we can learn. There is great satisfaction in working within this industry.

with some of the technology that is being utilized in the construction industry. It is exciting. Look at the heavy equipment out there today, equipped with GPS. You are driving a video game console!

Gladys, you are CEO of J&G Building Group. What are you doing to engage young women in the industry?

GK: I try to walk the talk and whenever I have the chance relay to young women the limitless opportunities within our industry, whether as a skilled trades person, an administrator, an engineer or a business owner.

In addition, we partner with The National Association of Women in Construction (NAWIC). They have a very good chapter here in Delaware.

On the DCA level, we have had a committee to promote awareness.

BF: There is a generational shift that is happening with the membership.

Many, like Gladys’ business, are multi-generational family businesses. We are seeing more and more women entering the industry through the family connection – and from interest in the opportunities that exist. They see an opportunity to play an active role and are great contributors to the organization. We have a working board. In fact, one of the things that has struck me since I have joined DCA is how active, how involved and how much time our members put into this organization. The networking component is important as well and it is fun. Again, it takes a huge commitment of time and a very significant commitment of dollars as well.

The money that our members put into the organization is amazing.

DREAM. DESIGN. SUCCEED.

There is also a perception problem for the younger generation.

Can you address how construction today has changed?

GK: I am third generation in this industry, in my grandfather’s and father’s era, going into the skilled trades was an honorable occupation. The apprenticeship programs were just like going to college. That conversation needs to be had to get people back into the trades. To this day, I am motivated every time I walk through the construction of a new building, seeing the men and women skilled in their crafts putting that building up – without their talent, it doesn’t get done.

BF: Kids are beginning to understand is that there is a real “cool” factor DELAWARE BUSINESS

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Kennett Square, PA Philadelphia, PA Wilmington, DE www.bernardon.com

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Guide to Real Estate Bill, you are the new leader coming on board, what direction you are hoping to steer the organization?

BF: I serve the board and the executive committee. Much of what I do is driven out of the strategic plan and policies that we put forth as a group.

I am fairly high energy and my hope is to put this energy to work for the organization in a productive way. I was hit with several interesting issues early in the legislative session as I was stepping in. As this is my first time at running a nonprofit association, my experience in the private sector requires some adjustment. The decision process is a bit different and I am fortunate to have a strong and active executive committee and board. I am learning.

Earlier we talked about the mix of your membership. How do you determine what legislative issues DCA will support?

BF: Fortunately, there are very few issues that come up where the organization is really challenged. What is particularly exciting is those issues that are important to the organization and the ones that we can aggressively embrace and support. Issues, like modifications to the Coastal Zone Act, are absolutely critical. Drive along Route 13 in Claymont where you literally can straddle the PA/DE line and see stuff happening in Pennsylvania with nothing but a brownfields wasteland in Delaware. The only way this mess will ever get fixed is if there is incentive for the private sector to make it happen. There is simply not enough public money available to even make a dent in this huge problem. Pockets and areas of opportunity exist that can

bring together all constituencies – environmentalists, our friends in organized labor, our merit shop friends and, of course, the political leaders who steer the ship. These are things that we can embrace, to which we can provide direction and, ultimately fix.

What is the outlook for long-term growth?

BF: Looking forward, many of these are foundational and important to Delaware and to DCA members. The Coastal Zone Act, the clean water and clean water infrastructure needs, improved educational facilities – all will benefit our industry, will benefit Delaware’s population and will make this state a better place to live. We have got to get behind and embrace these things and make them happen. DCA members are committed to helping the members of the General Assembly to truly understand that supporting these policies is going to make this state better…our members are passionate about this. They are deeply investing their knowledge, their effort and their financial resources to making this happen. n

James DeChene Director, Government Affairs Delaware State Chamber of Commerce

DCA is a full-service trade association, comprised of both Merit Shop and Allied contractors, designed to bring strength and unity to the construction industry in Delaware. We hold a commitment to excellence and our full service staff responds quickly and effectively to the needs of its members and the industry.

“Our Strength Lies in our Diversity” Gladys King, President Bill Freeborn, Executive Vice President 527 Stanton-Christiana Rd., Newark, DE 19713 (302) 994-7442 www.e-dca.org

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Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

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Guide to Real Estate

What’s Happening Around the State The State of Commercial Real Estate in Delaware

BY JESSICA BELL

WHEN IT COMES TO THE STATE of commercial real estate in Delaware, the old real estate adage of “location, location, location” seems never to have been truer. During interviews with Neil Kilian, Principal of Emory Hill in New Castle, and Tommy Cooper, President of Cooper Reality Associates, Inc. in Lewes, the sentiment was that there is reason for optimism, at least in certain locations throughout the state.

According to Neil, retail rents appear to have stabilized, with well-located properties reporting healthy occupancy levels.

And with limited land for new construction, occupancy rates should remain high, with rents trending upward. Areas like the

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Tommy Cooper President of Cooper Reality in Lewes

Christiana market have been extremely active with new retailers like Nordstrom Rack, Jared Jewelry, Best Buy, and The Container Store. While optimistic news, there are still questions regarding the impact of online sales on some of the region’s larger retail locations.

In the New Castle County office market, well managed properties in good locations are doing fine, while marginal properties continue to suffer higher vacancy rates. Wilmington in particular, according to Neil, is struggling.

“The Central Business District (CBD) is reporting approximately 25% vacancy rates in the class B office market, which is reflective of the flight to quality.

Class A Office vacancy rates are in the high teens in the CBD. Landlords are competing when possible, with fewer users in the market for space. Users are taking advantage of lower rental rates and becoming more efficient with their space (i.e. downsizing or “right-sizing”, and reducing the amount of space per employee, or densification). Activity in the Wilmington riverfront submarket remains strong, with construction of the new bridge scheduled to Neil Kilian, commence in 2017, and reports of potential new Principal of Emory hotel development.”

Hill in New Castle Looking at Kent and Sussex Counties, Tommy’s comments are an echo of what’s going on up north – the Route 1 corridor from Lewes to Bethany is flourishing, with a feeling that it will continue to experience growth driven by the influx of new, affluent residents seeking upscale goods and services. Tommy sees other areas, though, as a different story. continued on page 34 Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

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Guide to Real Estate

Pictured Pictured from from left: left: Richard Richard Julian, Julian, Jr., Jr., Peter Peter Morrow, Morrow, Chris Chris Grundner, Grundner, and and Brian Brian DiSabatino DiSabatino –– Founders Founders of of the the Town Town of of Whitehall.

Whitehall.

Where Everybody

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IN THE 1960S, Americans were migrating to the suburbs, a trend that began in the late 1940s when housing shortages led to cookie-cutter developments. To keep up with Joneses, they willingly commuted to work, school and stores on new roads built for that purpose.

Fast forward to 2016. Suburban sprawl is creeping over farmland, and cars are crowding highways. In early September, the overturned truck that spilled unmarked pennies across I-95 brought New Castle County to a standstill.

The founders of the Town of Whitehall believe they have an answer.

Located in Middletown, Whitehall is a mixed-use community that will include single-family homes, apartments, townhomes, shops, restaurants, businesses and even an elementary school. Some residents can walk to work or, at least, to the local cafe.

The idea for the Town of Whitehall has been 13 years in the making. But the pieces are falling into place. Mapleton Village, the first of seven villages Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

and hamlets under the Whitehall umbrella, was dedicated in October 2015.

“Several homes have been sold, and the first homeowner moved to Whitehall in August,” said Chris Grundner, chief operating officer of the Welfare Foundation, which owns the 2,000-acre property. Three two-story apartments located above the Welcome Center were completed in June and fully leased within two months.

Whitehall takes its cue from the small town lifestyle saluted in shows like “The Gilmore Girls.” Picture a place where Main Street is a real address and not part of political rhetoric. The land previously belonged to Delmarva Power. “It has quite an interesting bit of history,” Grundner said.

Delmarva Power initially planned to put a nuclear power plant on the site. After the partial nuclear meltdown at Three Mile Island on March 28, 1979, the Delaware Public Service Commission decided against the plant.

In 1984, Delmarva Power sold the land to the Welfare Foundation, which Pierre S. du Pont founded in 1930.

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Wheelman Street during one of many social events for the community. The Town of Whitehall is built on the idea of socializing, recreation and fun!

The Wilmington-based nonprofit organization has traditionally focused on capital grants in such areas as social services, housing, health and hospitals, and the environment. The foundation also made land gifts for Christiana Hospital and the Blood Bank of Delaware.

After years of planning, the Welfare Foundation decided to develop Whitehall using an approach called “smart growth,” which dates back to the early 1970s. Smart growth involves building or revitalizing a community so that the housing is near jobs, shops, and schools. Ideally, it’s good for the environment and local businesses. Why drive to a coffee shop two towns over when there’s one on the corner?

Thanks in part to the Welfare Foundation’s Scott Run Business Park, which will offer more than 1 million square feet of light industrial and office space, Whitehall could be the home of 2,000 professionals, DELAWARE BUSINESS

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Guide to Real Estate Grundner said. It could also help reduce local road traffic by 20 million vehicle miles each year, he added.

To make the vision a reality, Whitehall has partnered with Eastern States, whose subsidiaries include land acquisition and development, homebuilding, leasing, sales, and other aspects of development and project management. Another partner, EDiS, offers design, construction, and facility-management services. Both are based in Delaware.

Four of Whitehall’s villages will contain commercial and residential elements. The hamlets are only for residences. There are three homebuilders: Benchmark Builders, Thompson Communities, and Montchanin Builders.

The largest of the villages, Mapleton, will feature 250 homes, restaurants, and other businesses. It will also be the home of the proposed 80,000-square-foot elementary school. Part of the rapidly growing Appoquinimink School District, it will serve 800 students. The Welfare Foundation will donate the land for the project, which is expected to start in July 2017.

This live-work-play concept is familiar to Maryland residents. Consider Columbia, a community that dates back to 1966; the Kentlands in Gaithersburg, which started in 1988; and King Farm in Rockville; which began in 1998.

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In Delaware, there are few examples other than existing towns, such as Lewes and Newark, and the Villages of Five Points, a small mixed-use community on Lewes’ outskirts. Grundner said Whitehall’s sales staff frequently must educate the buyers who’ve never heard of the New Urban design movement. “Often people vacation in communities like this, but very few have been presented with a real opportunity to live in one. At Whitehall, they will.”

As for retail, there is a “chicken-and-the-egg” effect, he said. In similar communities, businesses have struggled while the development is under construction. The Whitehall team is simultaneously working to attract both segments to avoid that happening. The number of households within a five-mile radius, who can make Whitehall’s restaurants and shops a destination, is encouraging, Grundner said.

The new U.S. Route 301 corridor should also help. Whitehall will have an interchange in late 2018 or 2019.

In the short term, Whitehall has generated jobs for more than 200 local professionals, including architects, engineers, construction workers, legal experts, Realtors, and other supporting industries. “To date, we’ve caused the investment of over $20 million in the local economy,” Grundner said.

If he and his associates have their way, that is only the beginning. They are, after all, building at a town. n

Commercial Real Estate continued from page 30 “The route 113 and 13 corridors in central and western Sussex unfortunately…are lagging far behind, and that trend will continue in my opinion until – and if – meaningful career employment comes back and is available to support new demand.”

Both Neil and Tommy agree on that trend – employment – as what’s playing such a role in Delaware’s current markets. Employment is one of the best indicators for identifying the health of the commercial real estate market, as (not surprisingly) the employment rate identifies a need for commercial real estate space.

So while Neil says he wouldn’t call the market “healthy” given the lack of employment growth in Delaware, and while Tommy points out that increased numbers of people with career level employment and income are necessary to feed commercial development, both still point to positives.

Delaware is experiencing an influx of retirees into Kent and Sussex Counties, which will lead to demand for medical and medical-related services. Sectors that experienced absorption seem to have the worst behind them, new projects are in the works in Bridgeville, and Wilmington still offers a lower cost of occupancy compared to other major regional markets.

The feeling is that the next five to ten years will see continued stabilization and new growth, which is encouraging. But for the time being, any feeling of optimism depends substantially on “location, location, location.” n

Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

Guide to Technology & Innovation

FREE STUFF It is all at Microsoft Store INTERVIEW BY CHUCK JAMES

MICROSOFT STORE OPENED IN 2012 at the Christiana Mall and upped the ante on the technology game in Delaware. You see these guys everywhere. Nick Christine, Community Development Specialist, and Eric Bentley, Business Sales Specialist, sat down with the State Chamber’s Sr. Vice President of Membership, Chuck James, recently to give us a behind the storefront look at Microsoft Retail Store #16. There is a lot you need to hear about.

Tell me about coding camp?

NC – YouthSpark Camp is a camp that teaches kids, ages 8 to 18, the basic elements of how to program or “code.” There are three different levels. You start with building the basic elements of a computer game like the background, characters, topography and water. At the next level, DELAWARE BUSINESS

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the kids are actually programming elementary games and learning how conditional statements, ifs, ands, and buts, control what they are doing with the game. The high school students learn to apply coding elements to create a business model.

How do they learn this so easily?

NC: It’s easy for them because they have grown up with it.

Why do the kids come? What is it they are excited about and what is their expectation?

NC: Kids like to play video games, they like being on computers and they like technology. They want to see what it looks like behind the scenes.

We want to teach them what coding is and how it impacts their lives.

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Guide to Technology & Innovation Coding affects everything we do with a microchip.

Kids are just excited to see how that stuff works.

To teach kids some of those skills that will grow with them as their knowledge of technology expands is a good thing. They want to learn, they want to see how it all works. They are already engaged. I don’t have to sell them.

Are the classes full?

NC: Our attendance is good but there is room to grow. We offer it year round! Weekends, evenings…Please spread the word.

Can I sign up?

NC: Uh, no Chuck. It’s only for kids.

How much does it cost for a kid to come in and have a YouthSpark Camp experience?

EB: It is absolutely FREE.

Tell us about what you can do for a small business?

EB: Many small companies don’t have their own IT department. It’s somebody’s uncle or brother that knows a little bit about computers. We often act as their tech support or answer desk team. We consult with them on hardware purchases.

We are very much about helping people find the right solution, not just selling them something. We know about integrating with display systems, presentation systems, collaboration – even if it’s not a Microsoft solution, we can help with the collaboration side. On the training side, we can do small group workshops in store or we can do training on-site for a customer.

There is a value proposition for a small business working with Microsoft Store. We already talked about the service side, but it’s also about having a direct relationship with Microsoft. If they have suggestions around product, suggestions around the way we do licensing, it is a way for them to be heard. The other part of that is the community aspect. Like small businesses, we are very focused on the community. We offer our neighborhood businesses an opportunity to partner with Microsoft and be a part of that overall give back to the local community.

What is the hot thing now?

NC: Touch. At the end of the day it’s all about touch. People want interactivity and collaboration. In a cloud first, mobile first world we need access to information across all our devices. It’s also about being able to collaborate on an article, a research paper, a PowerPoint and not having this back and forth thing of passing a document around via email or thumb drive.

Being able to edit in real time and collaborate is what is really hot right now.

Are we at a point where you can use a Microsoft Surface for work and be confident ditching the laptop dependency?

EB: Absolutely. These days it seems the smaller the better but it’s not just the size. It’s the ability to have a full featured laptop in a tablet format.

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The Surface has all the same benefits of a full size laptop but you can throw it in your backpack and you don’t feel like you are dragging around an extra 10 lbs. every day, all day.

Do you find that people are adapting to that or are they a little hesitant to forego the laptop security blanket?

NC: I think it depends. People who are on the go and traveling, it is a very easy sell for them. They do not want to carry five different devices.

They want one device that does it all. You have to demonstrate to the buyer that it is not a mobile platform, it is running a full operating system.

Once you get that concept and you have a USB port like you do on your laptop then it becomes a no brainer. It is about the same price as a laptop so why wouldn’t you? You don’t need the optical drive anymore. You can OneDrive it.

Do you host classes on new tools like OneDrive?

NC: We host about 50 hours a week of free classes for business people, educators, consumers, and youth.

We have devices for you to learn on. Our biggest challenge is getting folks to realize this is a free resource – there are no strings attached. Just come in. We want to teach you to become more productive on your device. We can even bring our classes to you.

We all have this new technology in front of us and we aren’t sure what we don’t know.

NC: Sure. It is not necessarily an age thing. Even the younger folks don’t know what they don’t know.

EB: We can help you replace all those old style ways of doing business.

Having documents in the cloud, in OneDrive, helps you eliminate the problem of using outdated forms, contracts and PowerPoints. You can Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

Guide to Technology & Innovation invite your team to access the same document without emailing it around to add edits, etc. and then, once it’s done you can lock down the final document and make it accessible to your whole work group. It even allows you to have multiple users accessing the same file at the same time and you can see real time edits.

If this replaces your group drive on your server, how do you assure people that this is a safe way to store your documents and why is this a better solution?

EB: OneDrive is HIPAA compliant. It is also DOD compliant. Four million government users now have access to Office 365. Historically if you have a shared network drive you have to be either in the building connected to the network or you have to have a VPN connection to access it from home. The beauty of the cloud is you have access from any device anywhere you have a Wi-Fi connection and the security is much greater.

There is a level of security called two factor authentication. You can be on any device – a phone, a tablet, a laptop, anywhere – the library, a cruise – and still have access to your back office safely and securely. The beauty of the cloud is not only is your data backed up inside your equipment rack in your building, it is also backed up somewhere else that is remotely located, at no additional cost. OneDrive is also available for your personal use for storing photos and documents at home. With Office 365 you now get 1TB of OneDrive storage space for all your files included in the subscription.

Where does Windows 10 fit in to all of this?

EB: Windows 10 is by far the most secure and the easiest to use version of Windows to date. With the Anniversary Update it now has even more focus on touch and the inking experience. With Windows Defender the antivirus protection is built into the operating system, with Windows Update you are always running the most up-to-date version at no additional cost. It’s a friendlier and more user focused iteration of Windows than any of the earlier versions. With Windows 10 you also have access to Cortana our intelligent personal digital assistant. Cortana works across all of your devices to keep you on track. Ask her a question, request a reminder, find a file or just play my music can all be done via voice activation.

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We discussed what’s hot, so what’s next?

EB: The one thing that is next, that we can talk about, is Surface Hub. Surface Hub is a large screen collaboration tool – it is available as a 55-inch or an 84-inch interactive touch collaboration device. It has a place primarily in business and higher education for group presentations, remote meetings and bringing teams together across space.

Anything you would like to add?

EB: We do a lot with educators. We want them to know we have programs specifically for them. Whether it’s how to use OneNote, Excel, Word, or creating a PowerPoint, it’s not just for small business.

The biggest challenge is getting attendees in for the free workshops. We offer classes 50 hours a week. We are here as a resource and it’s all free.

There is no pitch at the end. We are just here to help you. n Chuck James Senior Vice President, Membership Delaware State Chamber of Commerce cjames@dscc.com

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Guide to Technology & Innovation

The Next Big Thing, 50 Smaller Things A NEW BUSINESS and Chamber member has arisen! The Mill, a coworking space that provides unique and beneficial amenities for a wide variety of small businesses, is an emerging company right here in Wilmington and has already branded itself through several of its popular, humorous commercials, some of which feature Governor Markell.

With members and partners including Compass Threat, Fair Square Financials, Media Analytics, the University of Delaware’s Honors Program of Entrepreneurship, Brandywine Coffee Roasters, Dogfish Head Brewery, local artist William Spiker, and WiFly, The Mill is a catalyst for the resurgence of small business and entrepreneurial activity in Delaware. Its goal is for small corporations to collaborate, learn from each other, and progress together within a refined and shared setting.

Conestoga High School senior and DSCC intern RJ King, sat down with co-owner Robert Herrera of The Mill and COO Mike Palita of WiFly (An internet service provider and engine for the backend work necessary for business start-up), to find out more about The Mill.

First off, can you talk about your background and what brought you to The Mill?

Robert: I started off as an architect by trade in New York and worked from residential to healthcare to hospitality to office space, and ended up working in office space. I became an entrepreneur really by accident.

Mike: I’ve worked in Wilmington for 15 years and worked at ING Direct where I worked as an IT Operations Manager. And, I’ve always been in the data technology space. This experience later brought me to WiFly as an entrepreneur. Eventually, Robert and I intersected over the years and partnered together.

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I hear you are starting the second phase of business here – can you elaborate on that, and what your ultimate goal is with this project?

Robert: Phase two is taking up a full floor of this entire building. I think this is going to be a game changer for the state of Delaware. Already companies like WiFly have spun out at us, with dozens soon to follow. We’re going to have 50-some small businesses on one floor. And, I believe the next big thing is 50 little things. I don’t think government officials realize how powerful this is going to be for Wilmington and Delaware businesses.

With the City of Wilmington having been in an economic drought recently, why has your business been a success?

Robert: The economic drought is a safe statement to say, but at the same time it’s not. Getting the right formula for look, feel, and collaboration is one thing, but I think Wilmington and the state of Delaware have been programmed to see only large dominant corporations as good businesses. And in reality, the world doesn’t function that way. We’ve reacted to this world of small businesses, and believe we have an economic change, not an economic drought in Delaware and Wilmington.

More and more people are taking part in small businesses and from a tax revenue standpoint, 50 small businesses are more profitable than one large corporation.

On a different note, with Fiber Line, what is it and what makes it a game changer for you guys?

Mike: Basically, there are tiers. Comcast, Verizon, and those big named networks are Tier 2 providers. They sell direct to businesses or to another person where they get resold again. But, we have our own Tier 2 Fiber Line in Philadelphia that is our own unique network. We have nothing to do 39

Guide to Technology & Innovation

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with being resold by Verizon and this gives us immensely more throughput. At a flick of a switch we can reach ten gigs without being sold the network from the other Tier 2s.

Robert: Paying and using these other Tier 2s is a huge ordeal. For us starting from square one using state of the art technology is a huge benefit.

And most of all, it lessens the load for our members.

Mike: Key number one right now is fitting a giant pipe through the building and figuring a cost-effective way to distribute this in various ways, including fiber and cutting-edge wireless technology. Then, expanding to phase two and later phases three or four. We’re in a feel-good moment, I would say, with this technological advantage.

What’s your relationship with Fin Techs and could you explain what these are?

Robert: FinTech is a very broad term and is synonymous with smaller offshoots of big banks, being labeled as FinTechs. They leverage technology and are more nimble than the big banks. In my mind, they are smaller, more aggressive, nimble financial companies that apply something to big companies. They’re a step out from big banks, like Capital One, Bank of America, JP Morgan, and step out because they couldn’t build a product there. It doesn’t mean they won’t go back, but that they step out to build a product, which is a trend I’m seeing more and more.

It seems you have a wide variety of members, can you vouch that you have a typical member?

Robert: I strategically want a wide variety of members. We have interior designers, sports-focused spaces, FinTechs, law firms, web designers, and we can’t be tagged into one category. However, a trend I have noticed is more and more FinTechs coming to us and the state of Delaware.

What’s some advice you would provide to young entrepreneurs or youths interested in business like myself?

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mysherpa.com 40

Conestoga High School Class of 2017

Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

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DELAWARE BUSINESS

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Brian Simmons and Steve Masterson

CO-FOUNDERS WASTE MASTERS SOLUTIONS

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Understanding what’s important.

When Steve Masterson and Brian Simmons founded Waste Masters Solutions, there was never a question of which bank they would choose. M&T Bank’s service-oriented approach was ideal for their environmental solutions company. Since 2010, our guidance and financing resources have supported their goals for expansion. And Waste Masters Solutions is well on its way, now working with large-scale clients, including two major sports franchises across the tri-state area.

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Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

Guide to Banking

Teach Children to Save Week Proclamation Signing Ceremony at Warner Elementary School with 3rd grade students.

Proud to be a Delaware Banker!

Q&A with Sarah Long, Delaware Bankers Association WITH JAMES DECHENE

RECENTLY, JAMES DECHENE SAT DOWN to chat with Sarah Long, president of the Delaware Bankers Association. It was an informative visit that reminds us of the huge impact the financial services industry continues to make in our small state. In 2015, banks invested over $28 million in communities in Delaware and committed over 254,000 volunteer hours to over 500 community organizations. Ms. Long wants us to know that Delaware is a great place to be a banker – whether you are a community banker or work for a larger institution, you are in the community doing good work for the state of Delaware.

Tell us about the Delaware Bankers Association…

We actually support two businesses with very different missions. The Delaware Bankers Association (DBA) is our advocacy arm. The DBA is focused on keeping the financial services industry strong in Delaware. We advocate on behalf of the over 37,000 individuals employed in the Financial Services Industry in the state. Our sister association, the Delaware Financial Education Alliance (DFEA), focuses on workforce readiness, and improving DELAWARE BUSINESS

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Nove m be r/ De ce m be r 2016

consumer financial literacy through a variety of educational programs. Two of our largest initiatives are Teach Children to Save and Keys to Financial Success. Every year bankers from around the State participate in Teach Week.

Each year a different financial concept is taught in the classroom using a lesson plan paired with a book that illustrates the concept in a manner in which young children can easily understand. This year, The Great Investo and the Money Tree, authored by Greg Koseluk at the DFEA, taught what happens in a community when individuals save money in their local banks. 289 bank volunteers visited 76 schools to teach the savings lesson to over 6,500 third and fourth grade students all over the state. Keys is a full-semester elective taught in 28 High Schools and introduces students to the fundamentals of sound money management skills and basic financial planning concepts.

From the DBA’s perspective, what is on the minds of Delaware bankers?

The DBA is focused on a number of things. As an Association, we advocate on behalf of our members. We are focused on workforce 43

Guide to Banking “Delaware is a great place to do banking – it is a great place for new start up financial services companies to come…We do a lot in the communities in which we live and work…and by the way, we are focused on financial literacy education and workforce development.”

– Sarah Long, Delaware Bankers Association readiness and building a talent pipeline that will meet the changing needs of Banks in Delaware. A great example of which is our recently formed partnership with the Alfred Lerner College of Business and Economics at the University of Delaware to make Delaware home to the first accredited Trust Management Minor in the nation. We strive to strengthen our communities through programs that promote financial capability and financial literacy. And above all, we are looking at an industry going through dramatic changes. If you think about where we were in 1981 with the Financial Center Development Act and where we are now, there has been unbelievable change. Fintech startups are changing the financial services landscape. There’s a lot we are thinking about and looking forward to.

What is important on the consumer side of the business?

Consumers want to have access to financial services at a price that is reasonable. You want to be able to buy with your dollars today and tomorrow what you will need and what is important to you. You want transparency. The advent of the Consumer Financial Protection Bureau (CFPB) has done a lot for the financial services industry in a positive way. It has brought to the forefront how important the consumers’ voice is and the need to have great products and services for consumers. Quite frankly, there are so many choices now for consumers.

Can you give some examples of that?

There is really great mobile banking technology out there coming from the financial services sector. Fintech companies that enable money to be transferred between individuals using a linked card or checking account create a wrinkle around cybersecurity, fraud and oversight. Ultimately, banks are responsible for customer information. A lot of the fintech companies that are accessing and moving money on behalf of consumers are not held to the same standards as banks are. So there is always that concern about identity and fraud prevention.

We have heard about issues surrounding workforce readiness in just about every single industry we talk to. How is the banking industry tackling this?

There is Zip Code Wilmington, which is Delaware’s first coding school that was started to feed a pipeline of talent in financial services in IT. We also recognize keeping good talent in Delaware is really important. The Trust Committee that sits within the Delaware Bankers Association has recognized there is a challenge with talent moving between the various trust companies. They are focusing on what we need to do to create a tal44

ent pipeline for the trust business. Through the work of the committee, we have partnered with the University of Delaware and our members to pull together what is going to be the first Trust Management Minor in the country. It is pretty neat. It will be the first accredited minor in the country. The first students will enroll in the fall of 2017. We feel like we have a real niche here. It will be another way to position Delaware as being the first in the financial services industry.

Are there any legislative issues you would like to see the General Assembly take on this year?

The legislature understands how important the financial services industry is in Delaware. It is the largest sector in the state; we pay collectively $95 million dollars in franchise taxes. It is unusual for us to find an issue we cannot get our heads around. One area of concern is payday lending.

We are hoping we can come to a good solution for consumers as well as financial institutions that are trying to do the right thing and make good loans. We don’t believe that setting an interest rate cap is the right thing to do for Delaware financial institutions but we do believe that there is a way we can collaborate and come to a solution on that issue.

What about the federal level?

From a federal regulatory perspective, we are watching a lot of different issues. Probably the one that is the most nebulous is the notion of regulatory relief. With the creation of the CFPB, lots of things changed. The community banks are really under pressure to manage and maintain the litany of regulations that have resulted from this legislation and do it in a way that is consumer friendly. Every time you add a person that is going to be focused on compliance or regulatory oversight, it is taking away from someone who can be on the frontline talking to a consumer or taking care of a customer concern. It is really a balance and we have not been able to move the needle too much in Washington. We are fortunate because we have a great delegation who is always willing to meet with us, understands the banking industry in the state of Delaware and how important it is.

However, when you look at the great picture of the headwinds that are upon us, it is very difficult to get things done in Washington.

The other issue is cybersecurity in the biggest, broadest way. If a consumer has an issue, their account has been defrauded, their credit card has been compromised – banks are who make those consumers whole. The Durbin amendment has created an unfair playing field between retailers and financial institutions. We are at an impasse. We would like to see some good legislation come through that protects consumers, helps the financial industry in a way that we can continue doing what we are doing, but also holds retailers Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

Guide to Banking accountable for breaches, of which there have been a number. At the end of the day, it has really been up to the financial services industry to resolve issues related to data breaches and make our customers whole.

Is Delaware’s environment an advantage for the banking industry?

PNC Bank: Committed to our community CONTRIBUTED BY PNC BANK

I think it is an advantage. Our laws are the best in the country. I am convinced of that. We do everything possible each year to keep them at the forefront. Keeping Delaware new and fresh and innovative is really important because it is what is going to attract individuals to come here. We hear every day that various companies are considering moving their charters here because Delaware is considered to be at the forefront in the financial services industry and we would like to continue to maintain that advantage.

growth, innovation and

How does Delaware compare to other states?

Bank of Delaware that

From an advocacy perspective, most of the other states really struggle getting to know the folks in Washington. We have a real advantage being a small state. Regardless of whether we agree or disagree on the issues there is always a forum to have a conversation and that is very, very unique. We are also extremely agile. The trust minor at UD is a great example, we were able to get that accomplished in a short period of time. That is not something that would happen in many other states. We also have great diversity of our organizations.

There has been a massive consolidation in the industry nationally. As a result, you have been seeing a demise of the community banks. We are very fortunate that our community banks are strong and we are proud of them.

was founded in 1795,

We have seen a vast change from MBNA and the credit card industry, to traditional financial services and now to fintech. What do you think the future of banking in Delaware looks like?

government banking

The financial services industry in Delaware is certainly strong and I think it is going to continue to be strong. We have the right infrastructure, and by infrastructure I mean the Chancery Court, a strong state legislature who is supportive of the financial services industry, our Washington delegation is willing to meet with us, talk about the issues and help us in whatever way they possibly can and DEDO is very supportive of the industry.

We have a strong core. The diversity of who the financial services industry members are in the state really helps us too.

We see this natural evolution of traditional banking to banking of the future. Delaware is a great place to be that incubator. We have so much to offer. The industry is well positioned to move forward and attract new, innovative companies. I’d like to see more start-ups and fintech companies come into the state because I think ultimately those fintech companies will need traditional banks to partner with to actually get their technology out in a way that supports the financial services industry. I think we have a very welcoming community here. A place where people can find a place to live and grow. I am a Delaware native and I am proud of the state, the state has a lot to offer. n

capabilities. This focus builds on a heritage of

PNC carries forth a banking culture focused on economic community investment.

In keeping with the commitment of its predecessor bank, the

PNC today remains a vital part of the Delaware community.

In addition to retail banking services, PNC provides a range of financial services to the Delaware community, from business, corporate and commercial and

PNC Delaware Market Executive, Bruce Colbourn

solutions to wealth management, treasury management and institutional banking delivering automation and innovative solutions to banking and businesses in Delaware.

Along with supporting the banking and financial services needs of consumers and businesses, PNC’s commitment to the community brings national recognition to the First State each year through support and administration of the Common Wealth Awards. The Common Wealth Awards have bestowed more than $6 million to 192 honorees throughout its nearly 40-year history.

Through executive leadership, strategic investments and employee volunteerism, PNC is committed to helping build strong communities and creating financial opportunities for individuals, families and businesses. In Delaware, that commitment has been reflected in PNC’s presence across the state for nearly 30 years, and is seen not only through a branch presence that includes 40 locations but a regional headquarters located in the heart of downtown Wilmington and legacy of serving clients for more than 220 years. n

James DeChene Director, Government Affairs Delaware State Chamber of Commerce

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Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

Guide to Banking

Bank of America’s fifth Delaware financial center serves as a customer destination

BY CHIP ROSSI, DELAWARE MARKET PRESIDENT When Bank of America opened its newest financial center at the Limestone Shopping Center in August, we were celebrating more than an expansion to five financial centers in Delaware. This financial center was designed to showcase our commitment to helping the local economy grow and prosper by lending, investing and supporting our customers and the community.

We want to do everything we can to make our customers’ financial lives better and help build a thriving economy.

At our new financial center, customers can meet with trusted specialists they need to get personal service in the moments when they’re making their biggest financial decisions, such as buying a

For Your Commercial Business Sophisticated solutions.

Community bank service.

That’s what you can expect from your commercial banking specialist at Fulton Bank – we’ll help you make your business goals happen.

house, opening a small business, investing for the future or navigating significant life events including getting married, having children or losing a loved one.

Customers can also bank at this center whenever it’s convenient for them by using one of the ATMs. In addition to traditional ATMs,

Visit a branch to meet your local relationship manager today.

customers who want to bank outside of normal business hours and prefer to talk with a teller have the option of interacting in real time with a teller on video.

Finally, customers can come to the financial center to use wi-fi, charge their devices and learn about our mobile capabilities. Our objective was to make this financial center a useful destination for

solutions.fultonbank.com/commercial Fulton Bank, N.A. Member FDIC. Deposit and credit products are offered by Fulton Bank. Loans are subject to credit approval.

customers and the community. n DELAWARE BUSINESS

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Guide to Banking

M&T Bank: Tradition you can trust CONTRIBUTED BY M&T BANK

M&T Bank is considered one of the country’s most highly regarded

leading private sector employees with 1,850 employees. M&T has the

regional banks and is the leading SBA lender in Delaware and is #1 in

second largest branch network in the state, with 44 branches and 119

branch deposit share in the state.

ATMs in Delaware.

We’ve built our business on a tradition of reliability, accuracy and responsiveness to the needs of our customers. You’ll

One of our core beliefs is that the well-being of the bank is dependent upon the well-being of the communities we serve.

find M&T Bank to be a reliable bank that’s strong and

To that end, M&T donates $1.7 million per year to not-for-

stable, a local bank that’s committed to the communities

profits in Delaware. M&T employees serve on more than

we serve, an accessible bank that’s close and convenient,

200 boards in the state and volunteer more than 32,000

and a responsive bank that cares about what’s important

hours each year.

to you, your family and your business.

Founded 160 years ago, M&T Bank has a longstanding

Through M&T’s two brands (M&T Bank, Wilmington Trust) our clients have access to a wide array of financial

tradition of careful, conservative and consistent management.

solutions for your personal, business and commercial banking

Our mission is to be the best company our employees ever

needs, designed to accommodate the way you bank today,

work for, the best bank our customers ever do business with

while helping you build financial security for the future. Trust-

and the best investment our shareholders ever make.

related services are provided by M&T’s Wilmington Trust-

We have a strong presence in Delaware and are one of the

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affiliated companies and by M&T Bank. n

Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

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DELAWARE BUSINESS

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DELAWARE COUNCIL ON GAMBLING PROBLEMS, INC.

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AUGUST 16, 2016

•

VOL. 3 • NO. 17 •

Inside

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The Lifestyle Authority for the First State

Guide: The The Dining

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17, 18 Smartboard ......................2 2 Readers’ Guide ................23

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Newsbites New Director Joins Artisans’ Bank Artisans’ Bank is pleased to announce that Dr. Carlos J. Asarta, Ph.D. of Kennett Square, PA has recently been elected to the board of directors of Artisans’ Bank. Dr. Asarta is an Associate Professor at the University of Delaware in the Department of Economics. He is also the Director of the Center for Economic Education and Entrepreneurship at the University of Delaware in Newark.

Delaware Technical Community College’s Advanced Manufacturing Pathways Program Receives National Award Delaware Technical Community College’s Advanced Manufacturing Pathways Program has been awarded the National Council for Workforce Education (NCWE) Program Exemplary Award. Delaware Tech is one of two colleges receiving this national award for excellence in a Noncredit Workforce Development Program. Award recipients are chosen based on summary of program, description of partnerships and collaboration, potential economic impact, program results and replication.

Delaware Association of Realtors Receives National Grant for Expanding Housing Opportunities in the First State The Delaware Association of Realtors (DAR) was awarded a $3,000 grant from the National Association of Realtors (NAR) Housing Opportunity Program which supports activities that create and expand affordable housing opportunities across America. The grant will be used to support Delaware’s 2016 Governor’s Conference on Housing on September

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8 in Dover. Conference sessions will look at the latest trends, best practices and information that impacts affordable housing.

Navient Foundation contributes $6,000 to Nemours Foundation The phones rang off the hook at Nemours/Alfred I. DuPont Hospital for Children, as the local hospital hosted its sixth annual Help Our Kids radiothon this week. Navient Foundation, the companysponsored philanthropic fund, awarded a $6,000 grant to Nemours Foundation to support the hospital and sponsor the radiothon.

The Buccini/Pollin Group Announces the Acquisition of Three Buildings Downtown Wilmington-based developer, The Buccini/Pollin Group, Inc. (BPG) is pleased to announce the next expansion of their MKT portfolio along the Market Street corridor. This marks a major moment for the area that has been progressing through a redevelop-

ment that has seen great momentum over the last several years. In the last few weeks, BPG has acquired three new properties totaling over 60,000 square feet downtown that will be redeveloped into apartments above their ground level retail space.

Four health systems in Delaware form state-wide partnership to provide transformational changes in health care quality and value Four leading hospital systems in Delaware have formed a state-wide strategic partnership to increase access to health care services, improve the quality and affordability of care and offer all Delawareans an even brighter health care future through collaboration and innovation. eBrightHealth is the first-of-its-kind alliance of four health systems (consisting of six total hospitals) in the First State that serve more than 935,000 Delawareans.

Participants are Bayhealth, Beebe Healthcare, Christiana Care Health System and Nanticoke Health Services.

Calendar of Events THURSDAY, NOVEMBER 3, 2016

WEDNESDAY, DECEMBER 7, 2016

Networking Breakfast at Christiana Mall

Taste of Delaware

8:00 a.m. – 9:30 a.m.

Kennedy Caucus Room

Christiana Mall

Russell Senate Office Building

132 Christiana Mall

Constitution Avenue & 1st Street, NE

Newark, DE 19702

Washington, DC 20002

WEDNESDAY, NOVEMBER 9, 2016

MONDAY, JANUARY 9, 2017

18th Annual Superstars in Business Awards

180th Annual Dinner

11:00 a.m. – 2:00 p.m.

Chase Center on the Riverfront

Hotel duPont, 11th & Market Streets

815 Justison Street

Wilmington, DE 19801

Wilmington, DE 19801

4:00 pm - 7:00 pm

4:15 p.m. – 8:30 p.m.

Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

WHAT IT TAKES TO BE A

SUPERSTAR IN BUSINESS

The Organization Must be a member of the Delaware State Chamber of Commerce, in business for a minumum of three years and employ 150 or less Illustrate that the organization has a clear mission statement, vision statement, guiding principles or strategies for success that is demonstrated to not only business and community partners but also to those within the organization A company that is always searching for strategies to continue grow, prosper and foster a better community for its employees and Delawareans

The Application Tell a story of passion and how the organization came to be Provide detailed examples of how the organization has continued to sustain and grow through recent economic challenges Show profitability and viability of the organization Explain why the organization stands apart from the rest Present challenges and demonstrate how the organization solved those issues Prove a commitment to the community Share customer, employee and community partner testimonials

The Selection Withstand a review process comprised of 15 prominent leaders in the community Tell a compelling story that stands out from the rest

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Con artists don’t care how hard you worked.

They steal billions from Americans like you every year. We’re fighting back with the AARP Fraud Watch Network. It provides resources to help you spot and avoid identity theft and fraud so you can protect yourself and your family. Sign up to get watchdog alerts and stay up to date on con artists’ latest tricks. It’s free of charge for everyone – members, non-members and people of all ages. Because for over fifty years AARP has been committed to safeguarding Americans’ financial futures.

aarp.org/fraudwatchnetwork

Watchdog Alerts

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Tips & Resources

Free for Everyone

Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

CHAMBER Committees State Chamber members play a visible, active role in the business community by serving on committees. If you would like to get involved, contact the committee’s Chamber representative or register online at www.dscc.com.

Ambassador Committee: The Ambassador Committee is a specially chosen group of volunteers that assists in increasing membership and retention, and acts as a liaison between the State Chamber staff and the membership at large. Contact Chuck James at (302) 576-6562 or cjames@dscc.com.

Employer Advocacy & Education Committee: The Employee Advocacy and Education Committee promotes and assists the employments interests of Chamber members. It is a forum for members of the Chamber to discuss and evaluate human resource and personnel issues facing Delaware employers; to actively engage in the legislative process to develop and implement legislative solutions; to advise the Chamber leadership on the impact of proposed legislative and regulatory measures; and to educate the membership about regulatory requirements affecting their bottom line. The committee meets at least quarterly to identify and develop strategies for current and future issues, and holds special events open to Chamber members to focus on timely topics in the field of human resources and personnel management. Contact James DeChene at (302) 576-6560 or jdchene@dscc.com.

Environmental Committee: Working closely with the Department of Natural Resources and Environmental Control (DNREC), members are involved in the review and shaping of environmental legislation and regulation. Contact James DeChene at (302) 576-6560 or jdchene@dscc.com.

infrastructure and transportation systems, as well as advises the Chamber’s Board of Directors on related policy issues. Contact James DeChene at (302) 576-6560 or jdchene@dscc.com.

Military Affairs Committee: The Military Affairs Committee aims to build efforts to support the hiring of military veterans, and to support the local branches of the military on other relevant issues. Its goals include building business relationships to support the military community, and to create jobs for reserve components and veterans. The committee meets quarterly, and is chaired by Gary Stockbridge of Delmarva Power. Contact James DeChene at (302) 576-6560 or jdechene@dscc.com.

Delaware Young Professionals Network: The Delaware State Chamber of Commerce’s newest committee was formed to encourage young executives in Delaware to be involved in the Chamber, network with other young professionals and further their business growth. The DYPN, for professionals between the ages of 21 and 40, aims to develop Delaware’s young workforce through professional business networking and personal growth.

Contact Kelly Wetzel at (302) 576-6564 or kwetzel@dscc.com.

Economic Development Committee: This committee promotes policies and regulations that facilitate the expansion of existing companies and advocates for practices that expand the tax base and create higher-income employment opportunities. Contact Mark DiMaio at (302) 576-6575 or mdimaio@dscc.com.

Health Care Committee: Members discuss key health care issues facing Delaware businesses and provide feedback to the Chamber legislative team to assist in formulating policy. Contact James DeChene at (302) 576-6560 or jdchene@dscc.com.

Tax Committee: This committee reviews tax legislation and lobbies for the reduction of personal and business taxes in Delaware. Contact James DeChene at (302) 576-6560 or jdchene@dscc.com.

Infrastructure & Transportation Committee: The Infrastructure and Transportation Committee recognizes the critical role that the condition and functionality of Delaware’s infrastructure and transportation systems play in creating a strong economy and quality of life. The Infrastructure and Transportation Committee monitors issues, policies, and trends affecting Delaware’s DELAWARE BUSINESS

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Delaware State Chamber of Commerce

SMALL STATE. BIG BENEFITS. UPS Shipping Discounts

Member-to-Member Discount Directory

Save up to 34% on a broad portfolio of shipping services including: • Up to 34% on UPS Air letters including UPS Next Day Air®* • Up to 30% on UPS Air packages (1 lb.+) • Up to 32% on UPS International imports and exports • Up to 16% on UPS Ground shipments • Savings begin at 70% on UPS Freight® shipments over 150 lbs.

DSCC members can receive these discounts even if you already have a UPS account. Whether you need your documents or packages to arrive the next day or are looking for the most affordable shipping option, UPS understands the importance of reliability, speed, and cost. Plus, the more you ship, the more you can save with UPS. To enroll and start saving today, visit www.savewithups.com/dscc.

For more information, call 1-800-MEMBERS (1-800-636-2377).

State Chamber members offer substantial savings on products and services to fellow members. To see the full list of discounts online, visit www.dscc.com and click on Member2Member Discounts.

UD Online MBA Scholarship Through an Affiliate Partnership with the Lerner College of Business & Economics, Chamber members will receive an affiliate program scholarship for $5,000 off of their tuition for the University of Delaware Online MBA Degree Program.

The Lerner College Online MBA is an AACSB-accredited program that can be completed in as little as sixteen months.

This powerful new education option offers the quality, flexibility, and convenience to earn an MBA degree from a highly regarded, nationally ranked, public university.

In addition to the $5,000 affiliate scholarship, Chamber member employees will be eligible to apply for the Dean’s Merit Scholarship, which awards the most highly qualified candidates up to an additional $5,000 in scholarship funding. Visit www. apdegree.com/DSCC to get started.

Prescription Drug Discount Card The Delaware Drug Card will provide savings of up to 75% on prescription drugs at more than 50,000 pharmacy locations across the country. The Delaware Drug Card has no restrictions to membership, income or age, and you are not required to fill out an application. This program helps all residents of Delaware afford their prescription medications.

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Notary Service Did you know that Notary Public services are free for Chamber members? Call (302) 655-7221 to make an appointment to stop in for a notary seal on your documents.

Certificate of Origin Documents Certificate of Origin documents are $20 for Chamber members ($100 for non-members). Call (302) 655-7221 for more information.

Delmarva Broadcasting Company 15% in bonus airtime on commercial orders placed by new advertisers on any Delmarva Broadcasting radio station.

Contact Mike Reath at mreath@dbcmedia.com or call (302) 478-2700 for more information.

Dental and Vision Plan Dominion Dental Services provides dental and vision benefits on a group and individual basis with competitive, member-exclusive rates.

Dental care coverage for most diagnostic and preventive services is 100% with up to 80% coverage for restorative care including fillings, root canals, crown and bridge work, periodontal treatment, oral surgery and more.

Go to www.dscc.com/chamber/dental_plan.aspx or call (888) 5185338 for more information. No application fee for DSCC members.

Constant Contact Email Marketing Service State Chamber members are eligible to receive discounts on their Constant Contact account subscriptions. Members can save 20% if they prepay for 6 months and 25% if they prepay for 12 months. That is a 10% deeper discount than what is available to other customers. To sign up, visit the Constant Contact link on the State Chamber’s members-only page or call (866) 876-8464 to activate your member discount.

Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

Continuing Education Certificate Discounts The University of Delaware offers a 10% discount to State Chamber members when they choose to sign up for continuing education certificate programs.

LegalShield All Delaware State Chamber members and member companies now have the opportunity to access affordable legal services. LegalShield is one of the nation’s leading providers of legal safeguards for individuals, families, small businesses and employee groups.

Member companies can join the more than 34,000 companies currently offering LegalShield’s personal legal plans as a voluntary benefit to their employees. Through LegalShield’s personal legal plans, employees gain access to unlimited personal legal advice from LegalShield provider attorneys on topics such as mortgages, wills, contracts, and more.

Employees also have the option to enroll in LegalShield’s

affidavit

identity theft plans for the added benefits of identity monitoring and identity restoration services. LegalShield’s personal legal plans also effectively reduce employee stress and absenteeism while driving increased productivity.

The Small Business Plan provides member companies with legal advice and counsel on any business legal issue, contract and document review, debt collection, trial defense and more.

In eliminating cost barriers associated with obtaining legal counsel, LegalShield’s Small Business Plan ensures members have access to the legal support they need to grow and protect their businesses.

To get started with LegalShield, visit www.legalshield.com/ info/dscc. For more information, contact Independent Associate Mike Schwartz at (302) 275-8898 or visit mikeschwartz. legalshieldassociate.com.

Access full details on these benefits of membership in the members-only section of the DSCC website. For more information about obtaining your company’s members-only login credentials, please email info@dscc.com.

Dick’s familiarity with the business community makes him invaluable for our business needs.

Cheryl Corn, Executive Assistant to the President, Senior Vice President, Delaware State Chamber of Commerce

We are consistently pleased with high-quality, creative photos and would highly recommend Final Focus Photography.

Lauren E. Kornsey, Marketing Manager Potter Anderson & Corroon LLP

Dick provides a level of attention to detail & a commitment to excellence that matches our approach to practicing law.

Kurt M. Heyman, Founding Partner, Proctor Heyman Enerio LLP

Dick & Pam Dubroff have consistently produced results that make our attorneys look great and as a marketing professional, make my job easier.

Joanne Owens, Marketing Director Morris James LLP , Attorneys At Law

DICKDUBROFFFINALFOCUSPHOTOGRAPHY 301A Street • Wilmington, Delaware • 19801 • 302 655 7718 • finalfocus.com

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CALL THE CHAMBER The State Chamber of Commerce staff works for you, serving our member companies and organizations statewide.

This State Chamber staff directory lists phone numbers and email addresses, as well as individual areas of responsibility.

If you need business assistance or information, please don’t hesitate to call.

A. Richard Heffron President

576-6563 rheffron@dscc.com

Marianne K. Antonini Sr. Vice President Finance & CFO

576-6567 mantonini@dscc.com

Cheryl Corn Executive Assistant to the President Sr. Vice President Communications The Partnership, Inc.

576-6572 ccorn@dscc.com

DenĂŠe Crumrine Communications Manager Delaware Business Production Digital Communication, Website

576-6566 dcrumrine@dscc.com

576-6569 leriksen@dscc.com

Ken Evans Account Executive

576-6576 kevans@dscc.com

Chuck James Sr. Vice President, Membership Ambassador Committee

576-6562 cjames@dscc.com

Fred Miller Advertising Sales Member Retention

576-6579 fmiller2@dscc.com

Bill Osborne Interim President, DPPI

James DeChene 576-6560 Senior Vice President of Government Affairs jdechene@dscc.com Mark A. DiMaio Director for Grassroots and Research

Linda D. Eriksen Accounting Associate

576-6575 mdimaio@dscc.com

Kelly Wetzel Program & Communication Specialist Small Business Alliance Delaware Young Professionals Network

576-6590 bosborne@dscc.com 576-6564 kwetzel@dscc.com

HOST A NETWORKING BREAKFAST

DELAWARE STATE CHAMBER OF COMMERCE

Network and show off your business to State Chamber members

1201 N. Orange Street, P.O. Box 671 Wilmington, DE 19899-0671 (302) 655-7221 / Fax (302) 654-0691 (800) 292-9507 Kent & Sussex counties www.dscc.com Blog: delawarebusinessmagazine.com facebook.com/delawarestatechamber twitter: @Destatechamber

Contact Kelly Wetzel at kwetzel@dscc.com to book your event in 2017 64

Novem b e r / Dec em b e r 2016 | DELAWARE BUSINESS

EXPORT ROAD SHOW • Learn about resources available to assist your company to do business in foreign markets • Meet with exporting experts to discuss your organization’s needs and determine growth opportunities • Find the best strategies for entering or expanding into global markets Want the road show to stop at your location? Contact the Delaware Manufacturing Extension Partnership at 302.283.3131.

EXPORT ROAD SHOW RESOURCE PARTNERS

Emphasis on Forensics and Fraud Detection

Master’s Degree in Accounting

It all adds up.

The Neumann University master’s degree in Accounting adds up to greater opportunity.

The emphasis on forensics and fraud detection will provide you with credentials that are in demand. Neumann’s program allows you to: • Finish in just 18-21 months • Study in class and online • Focus on forensics and fraud For more information: gradadultadmiss@neumann.edu 610-361-5208

Aston, Pennsylvania

www.neumann.edu