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August 2014 • THE AWARD-WINNING PUBLICATION THAT COVERS THE fredericksburg regional BUSINESS COMMUNITY • Volume 32 • Number 8

Chamber honors “Local Legends” for their dedication to community



Exporting Virginia’s Goods

Four “Local Legends” (l-r) – Gene Bailey, Joe Greene, Bill Young and Fred Rankin – were all smiles at a special event honoring their community service. Bill Young and Gene Bailey perhaps compared speech notes before the “Local Legends” event.

.......................... pages 10-11


The Media Partners ..........4

Member News New Members...................5 Chamber Calendar.............6 Non Profit Corner . ..........8 The Fairy Godmother Project Business Tips............ 8 & 16

Seminar Corner Seminar Corner....................6

Financial Corner Financial Corner....... page 8 Business Briefs................. pages 13-16 Roundtables............ page 17

Business Link...................... 19

Joe Greene and his wife, Gail, were chipper as they arrived at the luncheon. It was a time for laughter, reminiscing and affection as the Chamber honored four pillars of the Fredericksburg community at the “Local Legends” Celebration of Service event. Gene Bailey, Joe Greene, Fred Rankin and Bill Young shared warm, humorous remarks about their careers and the Fredericksburg Region during the special luncheon commemorating their retirements. Mr. Bailey, who is wrapping up his tenure as President of the Fredericksburg Regional Alliance, joked that the best piece of advice he’s gotten was not to stay too long at the podium during the event. Mr. Young, who has already

stepped down as founding CEO of Virginia Partners Bank, briefly traced the arc of his work in banking and thanked his wife for making several leaps of faith to follow him wherever his career took him. Mr. Greene, who recently finished his work as President and CEO of Mid-Atlantic Foam, mentioned the blessings he received during his career and offered a sunny outlook for the Fredericksburg Region’s future. Mr. Rankin, who will step down later this year as President and CEO of Mary Washington Healthcare, recalled how the community has changed since he arrived more than 22 years ago. Chamber President Susan Spears,

Fred Rankin brought his wife, Barbara, to the celebration but got a surprise when his daughters, Genny(left) and Allison(right) arrived. Chamber Board Chair Mike Fidgeon and a number of guest speakers praised the four gentlemen for their

integrity, their efforts to build a stronger economy and their support of a host of community activities.

The Chamber would like to thank the following sponsors: Visionary Holmes, Riley & Associates of Merrill Lynch Mary Washington Healthcare Mid-Atlantic Foam Virginia Partners Bank Torchbearer Rappahannock Electric Cooperative University of Mary Washington

Cornerstone DLR Contracting Table Germanna Community College Rappahannock United Way Union First Market Bank


ChamberLink • august 2014


OFFICERS Michael Fidgeon, Chair, Providence Service Corporation Greg Calvert, Vice Chair, Kloke Mayflower Kathryn “Kathy” Wall, Immediate Past Chair, Mary Washington Healthcare Shawn Sloan, Treasurer, The Media Partners, LLC Susan Spears, President & CEO, Fredericksburg Regional Chamber of Commerce.

elected directors Mona Albertine, Jabberwocky Inc. Gene Bailey, Fredericksburg Regional Alliance Nick Cadwallender, The Free Lance-Star Publishing Cos. Dr. J.R. Flatter, Flatter & Associates Maria Franklin, Union First Market Bank Adam Fried, Atlantic Builders, Ltd. Bill Hession, Lockheed Martin Ron Holmes, Merrill Lynch Wealth Management Kathy Hoffman, Mary Kay Cosmetics Richard Hurley, University of Mary Washington Regis Keddie II, Davenport & Co. Dr. David Sam, Germanna Community College Woody Van Valkenburgh, Rappahannock Goodwill Industries Eric Watkins, Infinity Technologies Deirdre Powell White, DPW Training & Associates Joe Wilson, PermaTreat Pest Control

legal counsel Margaret Hardy, Sands Anderson PC

chamber staff Michele Renee Dooling, Director of Finance & Human Resources, Katie Hansen, Executive Assistant & Member Services Support, Dale Hendon, Government & Military Affairs Mgr., Stacey Hicks, Administrative Support, Tricia Benson Matthews, Membership Account Executive, Erin Meadows, Member Services Assistant, Susan Spears, President & CEO, Whitney Watts, Director of Member Services, George Whitehurst, Communications Director, Sheri Wikert, Member Services Coordinator,

contact information Telephone 540-373-9400

President’s Perspective FredTech promoting technology education, tending to region’s tech sector By Susan Spears Every day we hear from the news media about the changes sweeping across America and around the world. Nowhere do we see that more often than in the technology sector. I can still remember when my parents purchased our first microwave oven; I grew up listening to music on vinyl; and I thought the phone Bosley used to call Charlie from the car on “Charlie’s Angels” was the most incredibly luxurious item my imagination could envision. The technology explosion of the past 30 years is truly mind boggling. We now listen to our music on devices the size of playing cards, carry around phones and tablets that have more computing power than the mainframe computers that helped launch Apollo 11, and watch with amazement as scientists map and manipulate the building blocks of life. For these leaps forward to continue, we need organizations that work to promote a pro-technology, free-market climate, which is especially crucial to a region that encompasses large numbers of defense and technology firms. Fortunately, we have just such an organization – the Fredericksburg Regional Technology Council. FredTech’s mission is to create opportunities for the Fredericksburg Region’s organizations and businesses that focus on technology and innovation. Our goal is to make the area one of Virginia’s technological centers of excellence. Making these designs a reality requires encouraging the next generation of techno-whizzes to develop their minds so that they can create the tools that will

rock the world. FredTech is doing that through its Science, Technology, Engineering and Math (STEM) program. The STEM 16 initiative partners with area primary schools and higher-education institutions to encourage students to pursue study in fields related to math and science. In May, FredTech hosted its third annual STEM 16 Summit at the University of Mary Washington. This educational forum included exhibits from students and instructors across the Fredericksburg Region. FredTech promotes STEM education in area schools by presenting the FredTech Educator of the Year Awards to teachers that skillfully weave technology into their teaching. FredTech also encourages students to pursue scientific and mathematical careers by providing scholarships to graduating high school students who plan to study in STEM-related fields. To keep the dynamo of our regional economy humming, we need to continue creating a protechnology climate. FredTech is doing just that. They are currently planning several upcoming tech-focused tours of local companies that promote technology and innovation in our region. FredTech has developed a newsletter to keep members informed about current regional – and beyond – tech news. They’ve established core groups that are focused on technology in healthcare, environment, cyber, advanced manufacturing and FIRE (Finance, Insurance, Real Estate). As these groups develop, FredTech will offer the community more opportunities to learn about advances and happenings in these key areas. I invite all of you to join us in this work by visiting or by contacting Sheri Wikert at (540) 373-9400 or sheri@ Susan Spears is president and CEO of the Fredericksburg Regional Chamber of Commerce.

Facsimile 540-373-9570 Internet

ChamberLink is published monthly—12 times per year—by the Fredericksburg Regional Chamber of Commerce. Layout, design and production, including advertisements, by The Journal Press, Inc., P.O. Box 409, King George, VA 22485; (540) 775-2024. Postmaster, send 3579 to FRCC, P.O. Box 7476, Fredericksburg, VA 22404

mission The mission of the Fredericksburg Regional Chamber of Commerce is to build relationships and create competitive advantages for a healthy business environment.

vision To be the leading convener for the business community, assuring that the Fredericksburg Region is a major economic center in the Commonwealth of Virginia.

The Journal Press is pledged to the letter and spirit of Virginia's policy for achieving equal housing opportunity throughout the Commonwealth. We encourage and support advertising and marketing programs in which there are no barriers to obtaining housing because of race, color, religion, national origin, sex, elderliness, familial status or handicap.

No matter what your challenge, we can lend a hand. Complete business banking solutions, including competitive loans and lines of credit. Visit us at our dedicated lending office in Fredericksburg 1320 Central Park Boulevard 540-412-0160 888-745-2265 •

Look for our new full-service branch in Central Park in the near future. Member FDIC

August 2014 • ChamberLink

Chairman’s Report Collaboration key to molding next generation of leaders for Fredericksburg Region


Chamber members learn to deliver “customer delight”

By Michael Fidgeon It has been said that we learn best by doing. The Chamber has put that idea into practice as part of its Leadership Fredericksburg program. Each year, Leadership Fredericksburg recruits between 25 and 30 people with a passion for serving others and a desire to grow as leaders. For nine months they study and – more importantly – break into teams to plan and execute an Action Learning Project. The team members not only learn to share ideas and work responsibilities, they gain the opportunity to participate in something larger than themselves. To bring these ventures to life, the Chamber partners with area non-profit organizations that are making a difference in our community. Leadership Fredericksburg’s 2014 Class helped Michael Fidgeon four outstanding organizations – The Fairy Godmother Project, Rappahannock Area Agency on Aging, Rappahannock Legal Services, and Step Forward. In each case, the action team delivered proposals and created programs to help the organizations carry out their missions. Some of the stellar non-profits that The Fredericksburg previous Leadership Fredericksburg Region’s non-profit classes have aided include: Central Virginia organizations are Housing Coalition, Fredericksburg Area Food Bank, the City of Fredericksburg at the forefront of EDA, Greater Fredericksburg Habitat for improving the local Humanity, disAbility Resource Center, quality of life and S.E.R.V.E., Inc. (Stafford Emergency helping those in need, Relief through Volunteer Efforts) and RACCAP (Rappahannock Area Council and Leadership for Children and Parents). Fredericksburg is eager Collaboration is essential – whether to assist. it comes to running an enterprise, helping those in need or building a new generation of business and civic leaders. As we prepare to launch the 2015 Class, I would like to take this opportunity to invite non-profit organizations from around the Fredericksburg Region to submit applications to partner with one of the four teams into which the class will divide. To download the Project Manual and a Project Application, go to http:// and click the appropriate links. For more information, contact Whitney Watts at whitney@ or (540) 373-9400. The Fredericksburg Region’s non-profit organizations are at the forefront of improving the local quality of life and helping those in need, and Leadership Fredericksburg is eager to assist. Michael Fidgeon is Chief Operating Officer for Providence Service Corporation.

Steve “Zip” Zipkoff showed off his skills at delighting customers before speaking to nearly 200 Chamber members. Nearly 200 Chamber members wrapped up July by learning how to delight their customers.

In a boisterous, free-wheeling presentation, marketing gur u Steve “Zip” Zipkoff contrasted

businesses that have failed to meet their customers’ needs with Continued on page 16


ChamberLink • august 2014

Trailblazers Effective communication requires mobilizing the army inside By Shawn Sloan “To win with customers, companies large and small do in fact need to mobilize the army inside.” Council of Public Relations Firms Employees are the greatest force of strength or weakness in an organization. The idea of the “army inside” gives a mental image of our staff as an aggressive force for expansion. How can mobilization of this force be accomplished? The first step is effective communication to employees. Internal communication can utilize many of the same principles as external communication and marketing: • Target your audience – Who needs to hear what message? Direct unique messages to the prime target so employees will immediately engage. • Repetition – As much as we would like it, delivering a

message once to an employee won’t work any better than delivering a marketing message once and considering it done. Repetition is key. • Multi-channel – Having a mix of media is essential to reach as many employees as possible and aids in repetition. Diversify how you deliver messages so your employees will eventually see, hear, and respond. • Stay positive – Just about any message can be worked to have a positive spin. As managers, many times our first response is to craft a message full of what not to do. Fight against the quick message and take time to figure out a way to make it positive. When possible, wrap a message in such a way so employees will understand which actions will support the mission and which actions won’t lead to positive outcomes. • Share the benefits – Show the advantages and tie them into your mission, vision, and values. Storytelling – Highly effective in advertising, using storytelling to convey powerful messages to employees will allow internal

Business After Hours

■ ■ ■

Shawn Sloan is managing partner of Media Partners, LLC, and WorkSpace Radio. The Media Partners serves as a Chamber Trailblazer. Learn more at or

Trailblazers meet with state legislators

When 5:30 p.m., Thursday, Aug. 14

Workplace Disputes? ■

communications to be heard with the head and the heart. While challenging, engaging employees through the clutter of their daily routine and their life issues is vital for a successful organization. Being creative and dynamic, and delivering messages with as much planning as external communication, will help to mobilize the “army inside.”

Improve productivity Help employees understand your viewpoint Discover the real problem Achieve workable solutions

Where 5121 Park Dr. Fredericksburg Hosted By:

Maintain confidentiality

VIRGINIA MEDIATION Call for a free evaluation

The Chamber’s Trailblazers and members of its board of directors met with state lawmakers twice in July. (Above) State Sens. Bryce Reeves and Richard Stuart discussed the state budget and Virginia’s political landscape. (Below) Del. Bobby Orrock offered insights about the ongoing debate on Medicaid expansion.

540/373-1848 ChamberLink 1col (2”) x 3.625” 111512 B.Massey-Mediation Center ads.indd

Chamber Programs Social The Chamber’s working groups invite you to celebrate the wrap-up of summer with a special gathering! Join us for an evening of fun, networking and refreshments. FredTech

Leadership Fredericksburg Alumni Association When 5:30 p.m., Tuesday, Aug. 19 Where Snowden House 2600 Mary Washington Blvd.

Military Affairs Council

Next Generation of Business Leaders

Workforce NOW

Cost No charge for members of FredTech, Leadership Fredericksburg Alumni Association, Military Affairs Council, Next Generation of Business Leaders or Workforce NOW. All others $10. To Register E-mail or go to

August 2014 • ChamberLink


Chamber to host second annual business expo Chamber of Commerce 2014 Business Expo When Noon-5 p.m., Oct. 9

Please extend a warm hand of welcome to the following companies that have submitted applications to join the Fredericksburg Regional Chamber of Commerce. Be a good partner: remember these companies when you do business. 6/3 Networking Group Andrew Gordon 2773 Jefferson Davis Hwy. Suite 103 Stafford, VA 22554 Phone: (804) 437-4230 Non-Profit 80m Advertising Masroor Ahmed 2107 Jefferson Davis Hwy. #102 Stafford, VA 22554 Phone: (571) 383-5666 Advertising Agencies American Kitchen & Bath Lisa Lee 1445 Stafford Market Pl. Stafford, VA 22556 Phone: (540) 657-7070 Fax: (540) 657-7090 Kitchen & Bath Design/Sales Central Virginia Television Network (CVTV) Charles Thomas 10304 Spotsylvania Ave. 4th Floor Fredericksburg, VA 22408 Phone: (703) 282-9365 Fax: (877) 287-4511 Media Production ClearCare Jennifer Robinson 3940 W. Plank Rd. Suite W Fredericksburg, VA 22407 Phone: (540) 785-4494 Fax: (540) 785-2216 Dental Specialist-Orthodontics Dentists Exterior Design Branden Dodson 9712 Rapidan Dr. Fredericksburg, VA 22407 Phone: (540) 760-3480 branden@arboristconsultation. com Landscaping Services

Fredericksburg Main Street Initiative Ann Glave 904 Princess Anne St. Suite 303 Fredericksburg, VA 22401 Phone: (540) 479-1595 info@fredericksburgmainstreet. org www.fredericksburgmainstreet. org Non-Profit Open Hand of Fredericksburg Alisha Henley 200 Prince Edward St. Fredericksburg, VA 22401 Phone: (540) 834-4455 Fax: (540) 899-2291 Youth Services Non Profit Sweet Frog Keith Kline 5715 Plank Rd. Fredericksburg, VA 22407 Phone: (540) 220-2681 Ice Cream & Frozen Confections Union First Market Bank (Locust Grove Branch) Claudia Stinnie 35081 Goodwin Dr. Locust Grove, VA 22508 Phone: (540) 972-0642 customerservicecenter@ Banks & Banking Associations

Where Fredericksburg Expo & Conference Center 2371 Carl D. Silver Pkwy.

Set a reminder in your smart phone and plan to join us for the biggest business event of 2014! Come to the Fredericksburg Expo Center from noon-5 p.m., Oct. 9 for the Chamber’s second annual Business Expo. This is your chance to put your company front and center before Fredericksburg-area residents and your business peers. Don’t pause, don’t hesitate – purchase your expo table now before they’re all gone! “We are so excited about bringing back this event for a second year,” said Sheri Wikert, the Chamber’s Member Services Coordinator. “The first expo was a great success because it gave area businesses the chance to network with each other and to introduce themselves to new customers.” The second annual Business Expo will be the premier networking event of the year. Hurry! Table space is limited and the clock is counting down for the spectacular Early Bird specials. For-profit Chamber members can lock in their table for only $300 by reserving before Sept. 1. Non-members may reserve their table for $600 before Sept. 1. To reserve your spot at the expo, contact Sheri Wikert at (540) 373-9400 or e-mail

Give Give Blood Blood

Cost For-Profit Chamber member: 10’ booth only $300 before Sept. 1/$350 after Sept. 1 Non-Profit Chamber member: 10’ booth only $150 before Sept. 1/$300 after Sept. 1 Non-member: 10’ booth $600 before Sept. 1 To Register Go to www. Call (540) 373-9400 E-mail sheri@ Title Sponsor Fredericksburg Expo & Conference Center Bronze Sponsor Minuteman Press

American Red Cross Fredericksburg Blood Drives

Wine & Design – Fredericksburg Michelle Flynn Phone: (540) 809-0899 fredericksburg location/fredericksburg-va/ home Entertainment

For more information, call 1-800-GIVE LIFE

Sponsored by Birchwood Power Partners, L.P.


ChamberLink • august 2014

Chamber Calendar AUGUST 5 SPOTSYLVANIA ROUNDTABLE Tuesday, 8 a.m., at Hampton Inn & Suites South AUGUST 6 NEXT GEN MIDWEEK MOTIVATION Wednesday, noon, at Ristorante Renato AUGUST 7 RIBBON CUTTING Thursday, 4 p.m., at PRO Martial Arts AUGUST 11 RIBBON CUTTING Monday, noon, at Community Bank of the Chesapeake AUGUST 14 BUSINESS AFTER HOURS: HOSTED BY VALLEY CREST LANDSCAPE & RICHMOND INTERNATIONAL RACEWAY Thursday, 5:30 p.m., at 5121 Park Dr. AUGUST 15 BUSINESS 101 SERIES Friday, 8 a.m., at the Chamber office AUGUST 19 CHAMBER PROGRAMS SOCIAL Tuesday, 5:30 p.m., at Snowden House AUGUST 26 NON-PROFIT BUSINESS BUILDER Tuesday, noon, at the Chamber office AUGUST 28 SMALL BUSINESS BUILDER Thursday, noon, at the Chamber office AUGUST 28 RIBBON CUTTING Thursday, 4 p.m., at DaVita Kidney Specialists SEPTEMBER 1 CHAMBER OFFICE CLOSED FOR LABOR DAY SEPTEMBER 2 STAFFORD ROUNDTABLE Tuesday, 8 a.m., at Fairfield Inn & Suites Quantico-Stafford SEPTEMBER 4 BUSINESS AFTER HOURS Thursday, 5:30 p.m., at Greenfield Senior Living of Stafford SEPTEMBER 16 CNEW LUNCHEON Tuesday, 11:30 a.m., at Fredericksburg Country Club SEPTEMBER 17 RIBBON CUTTING Wednesday, 4 p.m., at Y-OPA SEPTEMBER 18 BUSINESS AFTER HOURS Thursday, 5:30 p.m., at Scott Insurance & Financial Services SEPTEMBER 19 BUSINESS 101 SERIES Friday, 8 a.m., at the Chamber office SEPTEMBER 23 NON-PROFIT BUSINESS BUILDER Tuesday, noon, at the Chamber office SEPTEMBER 24 FREDTECH EDUCATOR EXCHANGE Wednesday, 5 p.m., at Germanna Fredericksburg Campus SEPTEMBER 25 SMALL BUSINESS BUILDER Thursday, noon, at the Chamber office

Seminar Corner First Steps to Starting a Business Date(s): Aug. 11, 6-8:30 p.m. Location: University of Mary Washington’s Small Business Development Center at Eagle Village, 1125 Jefferson Davis Hwy., Suite 400, Fredericksburg Cost: $30 non-refundable materials fee To Register: Call (540)654-1096, e-mail to sbdc@ or go to Registration deadline: Aug. 8 This seminar will provide the basics of selfevaluation, the idea, entrepreneurship, defining the need, determining the feasibility, and what actions are necessary. Topics within these areas will include analytical methods; research sources; the legal forms of businesses; record keeping; laws, regulations, and policies; and a discussion on the value and importance of business plans and financial analyses. First Steps to Starting a Business Date(s): Aug. 18, 9:30 a.m.-noon Location: University of Mary Washington’s Dahlgren Campus, 4224 University Dr., Room 250, King George, VA Cost: $30 non-refundable materials fee To Register: Call (540) 654-1096, e-mail to sbdc@ or go to Registration deadline: Aug. 15 This seminar will provide the basics of selfevaluation, the idea, entrepreneurship, defining the need, determining the feasibility, and what actions are necessary. Topics within these areas will include analytical methods; research sources; the legal forms of businesses; record keeping; laws, regulations, and policies; and a discussion on the value and importance of business plans and financial analyses. Driving Profits with Human Resources Date(s): Aug. 21, 7:30-9 a.m. Location: 1320 Central Park Ave., 2nd Floor Conference Room, Fredericksburg Cost: No charge to attend. Registration required. To Register: E-mail or call (540) 223-4451. On Aug 21 at 7:30 am, Anchor TotalHR will present a seminar on how any business can improve business profitability with Human Resource initiatives. Continental breakfast will be served, with time allotted for

networking with other businesses during this 90-minute event. Registration is required and can be done by email to or by calling Anchor TotalHR’s office at (540) 223-4451. First Steps to Starting a Business Date(s): Aug. 25, 9-11:30 a.m. Location: University of Mary Washington’s Small Business Development Center at Eagle Village, 1125 Jefferson Davis Hwy., Suite 400, Fredericksburg Cost: $30 non-refundable materials fee To Register: Call (540) 654-1096, e-mail to sbdc@ or go to Registration deadline: Aug. 22 This seminar will provide the basics of self-evaluation, the idea, entrepreneurship, defining the need, determining the feasibility, and what actions are necessary. Topics within these areas will include analytical methods; research sources; the legal forms of businesses; record keeping; laws, regulations, and policies; and a discussion on the value and importance of business plans and financial analyses. Chamber Non-Profit Business Builder Date(s): Aug. 26, noon-1 p.m. Location: Chamber office, 2300 Fall Hill Ave., Suite 240 Cost: No charge to attend. Seating limited to 25 people. To Register: Go to www.fredericksburgchamber. org This one-hour brown-bag session focuses on the unique needs of non-profit organizations in the Fredericksburg Region. Come meet with other nonprofit leaders to share business tips and best practices. Chamber Small Business Builder Date(s): Aug. 28, noon-1 p.m. Location: Chamber office, 2300 Fall Hill Ave., Suite 240 Cost: No charge to attend. Seating limited to 25 people. To Register: Go to www.fredericksburgchamber. org This one-hour brown-bag session offers a chance to get practical business tips and to network with other small business owners and managers.

Business 101 Series Dave Henderson, Ph.D., led a discussion on variable, fixed and mixed cost behaviors and how these behaviors affect businesses during Accounting 101, the July installment of the Business 101 Series co-sponsored by the Chamber and UMW. The next seminar will take place at 8 a.m., Aug. 15 at the Chamber office. Lance Gentry, Ph.D., will present Customer Service 101, an overview of how companies can use consumer behavior theory to show customers that they care. On the third Friday of most months, a faculty member from UMW’s College of Business facilitates a two-hour session on a specific business topic, providing specific takeaways for each attendee that can easily be implemented in today’s fast-paced business environment. The price for attending a single session is $15. Go to or call (540) 373-9400 to register. Seating is limited to 25 participants per session.

UMW’s Dave Henderson spoke about cost behaviors at the July 18 installment of Business 101.

August 2014 • ChamberLink

Non-Profit Corner

The Fairy Godmother Project – Creating magic for the families of kids with cancer

By Andie McConnell Have you ever wished you had a fairy godmother to swoop in and clean your house, do the lawn, provide dinner, send you gas cards, cut your hair, take professional photographs of your family during a time you will never forget and just listen and support you? Who hasn’t? Imagine though, how helpful that would be if your child was facing pediatric cancer and you were traveling multiple times a month to a treatment center outside of the Fredericksburg Region because the community does not have pediatric oncology services. Imagine receiving that kind of magic as you are missing work and school, and trying to raise other children and keep their lives as normal as possible, all while watching your child fight for his or her life. Well, Fairy Godmother Project

(FGP), a Fredericksburg-based non-profit organization does just that every single day! We provide day-to-day support to caregivers of pediatric cancer patients, allowing them the opportunity to focus on their families. By providing professional house cleaning, lawn care, meals, date nights, haircuts, gas cards and emotional support, FGP is able to alleviate daily stressors and give these families the gift of community support, more time together as a family and less time on household tasks. Would you be interested in being part of the magic of helping these families? We have numerous ways to get involved in Fredericksburg to support our organization. FGP always needs event sponsors, meal makers, and volunteers to assist with events, and is always happy to put volunteers to work based on their strengths or interests.

FGP also has an upcoming event that is sure to be not just a great way to raise money but also a great evening out for couples and friends.

Consider joining us for our Sept. 26 Stardust Ball at The Silk Mill. If you are interested in learning more about how you can become an FGP Volunteer or about our events, please visit www. or call us at (540) 645-4282. Andie McConnell is the co-founder and executive director of Fairy Godmother Project. She spends her days fundraising, supporting families, raising awareness about pediatric cancer and raising three children.

Leadership Fredericksburg accepting Action Learning Project applications The Chamber’s Leadership Fredericksburg is seeking Action Learning Project Proposals from regional non-profit and community organizations for the 2015 Class. An integral part of the community, Leadership Fredericksburg has proudly worked with community partners such as the Rappahannock United Way, Historic Fredericksburg Foundation, Rappahannock Legal Services, and many others. To be considered for partnership, non-profits must be located within Planning District 16 (Stafford, Spotsylvania, King George and Caroline counties, and the City of Fredericksburg). Non-profit service areas that cover more than one jurisdiction are preferred but not required. The projects provide a hands-on learning opportunity for participants working in teams. Service learning promotes community engagement, allows for structured learning and reflection, and provides professionals enrolled in the program the chance to leverage their skills and experience to apply concepts learned in the class sessions to a community enterprise. Projects proposals are designed to meet the

partnering organization’s various needs and can include items such as: volunteer management plans; marketing plans; feasibility studies; business plans; public awareness; etc. For the 2015 class, Leadership Fredericksburg will select four projects in which teams of seven Fellows partner with the coordinating organization from October 2014-May 2015. Projects must be of a scale and scope to be completed within that timeframe. Upon receipt of a proposal, Leadership Fredericksburg’s Selection Committee may contact the organization to ask questions or request additional information prior to the final selection. To submit a proposal, please download the Project Manual and the Project Application at www. For additional project questions, please contact Whitney Watts at whitney@fredericksburgchamber. org or (540) 373-9400. Final proposals must be postmarked or emailed by 5 p.m., Friday, Aug 29, 2014. Proposals received after the deadline will not be considered.

Next Generation of Business Leaders Mid-week Motivation Join the Next Generation for lunch and to learn about the importance of mentoring. When noon, Wednesday, Aug. 6 Where Ristorante Renato 422 William St.

Speaker Denny Fallon, Mentor Chair for Leadership Fredericksburg Topic “Why Mentoring Matters”

To Register Go to or e-mail


Leadership Fredericksburg unveils 2015 Class T he Chamber’s Leadership Fredericksburg program is pleased to announce the 2015 Class, which runs from September 2014 through May 2015. The Fellows will begin their journey with an executive coaching session by Greg Hiebert or Susan Spears, program co-facilitators. Sessions take place throughout the Fredericksburg Region and include in-depth leadership skills development and meetings with various industry and community leaders. In addition, each Fellow will be paired with a trained mentor from the business community who will support his or her progress through the program. The participants will divide into teams to partner with an area nonprofit on a service project. Each team will present “deliverables” – concrete results – to the nonprofits next May. Upon graduating in May, members of the 2015 Class may join the Leadership Fredericksburg Alumni Association and have opportunities to serve on the Leadership Advisory Board, mentor future participants, take a leadership role in the Alumni, and

The Chamber would like to thank the following sponsors, whose generosity makes possible the Leadership Fredericksburg program: Title Sponsor Mary Washington Healthcare Gold Sponsors Atlantic Builders Flatter & Associates Stafford County Union First Market Bank For more information about Leadership Fredericksburg, go to http:// fredericksburgchamber. org/Leadership-Home. help implement future programs. T he Chamber will par tner with leadershipForward to plan and execute the program. Mary Washington Healthcare is serving as the program’s Title Sponsor.

Leadership Fredericksburg 2015 Fellows The Chamber congratulates the following individuals who were selected as 2015 Fellows and wishes them success as they begin their leadership journey: Dwayne Baptist, Dwayne Baptist and Associates Andrea Cordray, University of Mary Washington Justin Cruise, Rappahannock Electric Cooperative Keith Dodd, DLR Contracting Karen Drilling, Spotsylvania Regional Medical Center Melanie Edwards, Atlantic Builders Rita Girard, City of Fredericksburg Dave Grose, Marine Corps Base Quantico Dave Guzman, C&F Bank Alison Hieber, Germanna Community College Andrea Hornung, Stafford County Nikki James, Union First Market Bank Selena Kairys, Vickers & Nolan Enterprises Kyle Kneeland, Cushman & Wakefield | Thalhimer Lori Knowles, Stafford County Erica Link, Flatter & Associates Debra Marinari, Mary Washington Healthcare Laura McKinnon, Community Bank of the Chesapeake Suzie Medina, Fredericksburg Christian School Greg Mellors, Wells Fargo Ann Myers, Rappahannock United Way Barry Nielsen, Mary Washington Healthcare Frank Rhoades, Quarles James Roberson, Roberson’s Music Kathy Sandor, University of Mary Washington Dave Schiller, Schiller Enterprises Amanda Sumiel, King George County Michael Taggert, Plumb Magic, LLC.


ChamberLink • august 2014

Financial Corner Business Exit Planning – Plan today, prosper tomorrow By Jeffrey R. Scott The batter did all of his “pre-swing” rituals in precise order, made sure his glove was tight, paused to hear the crowd for a couple moments and then he spit a couple of times… the pitch came and the bat flew; the ball sailed toward the heavens…was it a home run? A base hit? Foul ball? Well, everyone watching knew because there is a home run wall in the outfield and clear in/ out sidelines. If the ball clears the wall in fair territory the batter trots around the bases. So how does that apply to us? Business owners who operate their businesses without a clear exit plan are like batters who put in all the work, go through the pressure of being a batter and swing with all of their might but are not concerned if it is a hit or not; they are back to being busy at the plate. They have no or few clear targets and do not know if their efforts are advancing them to where they want to be. Every owner will exit his or her business

someday, and steps taken early in the process will have great impact on the future results of a business sale, merger, or liquidation. Many business owners think in the back of their minds that “one day” they will sell their business to a third party, but they are too busy running the business – making decisions and putting out fires. As a result, few properly plan for their exit. Often the exit comes sooner than they thought or at an unexpected time and neither they nor their businesses are properly prepared. What exactly is a business exit plan? An exit plan asks and answers the necessary personal, business, financial, legal and tax questions involved in the selling of a privately

owned enterprise. Active exit planning makes good sense because it enables the business owner to do the following: • control how and when the exit occurs • m a x i m i z e t h e company value and monetary actualization • m i n i m i z e t h e business and personal tax impact • achieve business and personal goals • ensure survival and continuation of the business • protect continued employment of employees • facilitate retirement and “next chapter of life” pursuits • maintain control of the exit process • develop a strategic platform of options

so the business owner is not “boxed in” • preserve family harmony • facilitate the owner’s overall estate planning • achieve positive return on investment on exit planning investments • gain peace of mind and reduce stress Most owners are under tremendous pressure to keep their doors open, customers satisfied, and employees paid. Nevertheless, planning can be worked into the pace and fabric of their businesses. It is not luck by which most succeed, but by good planning. I will outline specific steps in a future article; however, it starts with knowing the current value of your business and an analysis of your personal financial position. Jeffrey R. Scott, president of Advantage Business Advisors, Inc., assists buyers and sellers of businesses, produces business appraisals and directs business owners in the development of their individual business strategic exit plan.

Business Tip

Careful steps needed to maintain finances with QuickBooks By Connie Whittingham

following categories:

Starting and managing a successful business is a challenge. But what most inexperienced business owners don’t realize is that the most important key to having a successful business is your accounting system and its procedures. Why? Because you can do sales and marketing and generate all the revenue you want, but if you don’t have a good accounting system and procedures in place to manage your funds and track what’s coming and what’s going out, your business cannot grow. There are many accounting systems out there. About 90 percent of business owners use QuickBooks, because it is a powerful and flexible program and is easier to learn than other accounting systems. When things are done correctly in QuickBooks, you have access to many reports that can help you to understand the financial position of your business. But if things are done incorrectly, it can result in incorrect balances, inaccurate financial reports, and discrepancies that make it impossible to know where your business stands. So the key is learning how to use QuickBooks the right way. The most common mistakes that are made in QuickBooks fall into the

Incorrectly setting up your company file For QuickBooks to work properly, it has to be set up correctly. All of the lists, including the chart of accounts and the items list, are directly connected to your financial transactions and reports. So be sure to invest in getting it set up right the first time. Undermining the importance of securing and protecting your data Your QuickBooks file is full of confidential data, including: account numbers, Social Security numbers, employee salaries and all of your bank and credit card balances. Therefore, you don’t want just anyone to have access to your financial information, or have the ability to change it. You don’t want to lose all of this valuable information either. There are three tools you should use to secure your QuickBooks file: • the back-up feature • user accounts and passwords • the audit trail report Failing to recognize QuickBooks’ sequencesensitive nature QuickBooks is a very sequencesensitive program, meaning that

do these things, including paying bills, recording bank transactions, reconciling your bank accounts, reviewing financial reports and closing your books.

things have to be done in a specific order. If they are not, the result is incorrect numbers. Use the arrows on the home page to help you remember what step comes next, especially when handling transactions such as entering and paying bills, as well as creating invoices, receiving payments and recording deposits. Forgetting to take time to implement standard accounting procedures Bookkeeping requires consistency. There are tasks that need to be done every day, week, month and year to make sure that your books are complete and accurate. Be sure to make time in your schedule to

Not getting the help you need to keep your books in good shape When business owners get busy, their bookkeeping system is usually neglected. Some business owners don’t like bookkeeping, or feel they are not good with numbers. Or perhaps you feel your time is better spent in business development than crunching numbers. That’s okay, but it still has to be done. So, if you’re not going to invest the time needed to do your

books regularly – then it would be best to find someone who can do it for you. You can hire an employee, outsource it to a bookkeeping firm or delegate it to a “willing” family member. Whether you’re doing the books yourself or have assigned someone else to do it, make sure you invest in getting the help you need to learn how to use QuickBooks, the right way. Connie Whittingham is president and owner of Y-OPA Consulting Group. For more information on QuickBooks, go to www.11criticalQuickBooksmistak

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August 2014 • ChamberLink

Business After Hours – The Clubs at Quantico

Chamber members got out of the heat at a cool Business After Hours on July 10, hosted by The Clubs at Quantico and Crossroads Events Center. Attendees enjoyed great refreshments and networking in a relaxing atmosphere.

Are your business forms in need of a facelift? We can reset your tired forms and make them look new again and make any changes you want too! Call 540-709-7288 or email for more information

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ChamberLink • august 2014

Focus on ...

Exporting Virginia’s Goods

Exporting key to healthy bottom line for Virginia businesses of all sizes By Bill Houck Are you exporting your products or services? Have you considered exporting your products or services? If you’ve answered “No,” then you are missing out on revenue growth of 5-20 percent per annum or more. The world’s middle class is growing:

costing? 9. Does your company have adequate knowledge of export payment mechanisms, such as developing and negotiating letters of credit? Once your company scores 75 percent or greater on this assessment, you are ready to take advantage of numerous programs provided by the U.S. Commercial Service ( or Virginia Economic Development Partnership ( These organizations provide a full range of export business development services: • • • • •

As a consequence, infrastructure improvements, domestic spending and discretionary spending in these foreign markets are growing. As a result, 95 percent of the global purchasing power is located outside of the United States. So, based on this evidence, do you now feel you should be exporting? No doubt you do. Regardless of the size of your company, there are resources out there from state and federal agencies that can take you from being a “new-to-export” company to becoming a “newto-market” business. What’s the difference? A new-to-export company is one in which exporting is not a strategic part of its overall business model. New-to-market companies are exporting on a regular basis, but regularly looking for new export markets. To get started, new-to-export companies need to take a brief assessment of their export readiness. Understanding one’s export readiness is matter of answering the following nine straightforward questions ( assessment.asp): 1. Does your company have a product or service that has been successfully sold in the domestic market? 2. Does your company have or is your company preparing an international marketing plan with defined goals and strategies? 3. Does your company have sufficient production capacity that can be committed to the export market? 4. Does your company have the financial resources to actively support the marketing of your products in the targeted overseas markets? 5. Is your company’s management committed to developing export markets, and willing and able to dedicate staff, time and resources to the process? 6. Is your company committed to providing the same level of service given to your domestic customers? 7. Does your company have adequate knowledge in modifying product packaging and ingredients to meet foreign import regulations and cultural preferences? 8. Does your company have adequate knowledge in shipping its product overseas, such as identifying and selecting international freight forwarders and freight

• • • • • • • • • • •

Trade Counseling Planning and Strategy Legal and Regulatory Issues Documentation and Product Requirements Trade Problems Business Matchmaking Contact Lists - identify potential partners, market firms directly to local companies. Partner Search Personalized Business Matchmaking Trade Missions Trade Shows In-country Promotions Market Intelligence Country and Industry Reports Customized Market Research Background Reports Trade Data and Analysis Commercial Diplomacy

These same services are also used by new-to-market companies that are already exporting, but also regularly looking for new export markets. Leveraging the services of the U.S. Commercial Service can be a very cost-effective way to systematically add new export markets without having to add additional staffing. Throughout the export business development process, businesses need to build finance and credit into their sales strategy. In addition, it is critical to understand all the export trade finance tools available before starting sales negotiating. These tools include: • INCOTERMS (International Terms of Shipment/ Sale) • Forms of payments – letters of credit, documentary collections, open account • Export working capital loans • Export Credit Insurance Resources for finding information on these tools can be found on, and However, here is a quick reference guide for access to export working programs provided by the Small Business Administration: • •

Export Express 90 percent guarantee for amounts up to $350,000 (for up to seven years) 75 percent guarantee for amounts between $350,000 and

$500,000 (for up to seven years) - lender uses its own loan approval process and documents for financing of inventory, accounts receivable and export development activities Export Working Capital Program SBA provides a 90 percent guarantee for amounts up to $5 million. The funds are used for purchase order financing, accounts receivable and inventory financing. International Trade Loan Program SBA provides a 90 percent guarantee for amounts up to $5 million. The funds are used for working capital term loans for financing and refinancing of fixed assets used for exporting (loan tenures up to 10 years for plant and equipment and 25 years for real estate). The list of programs is in the order of the stage of company’s export business. For example, the Export Express program is perfect for companies that are just beginning the development of their export business. Proceeds under this loan guarantee program can be used for “any” export development activities, including international travel, trade shows, etc. For more seasoned exporters that need a larger source of working capital for transactions or to buy new equipment or a new facility, the Export Working Capital Program and International Loan Program support those needs respectively. So, look at you company’s current sources of income. If exporting is not one of those revenue streams, your business is missing out on considerable financial opportunities and greater profits. Making excuses about risks, capacity and getting paid are can be mitigated by easily accessed state and federal programs. Bill Houck has 27 years of international trade finance, trade credit insurance and international corporate credit risk management experience. He has held management positions with the Export Import Bank of the United States and private-sector concerns specializing in asset-based lending, corporate credit card risk management and global capital market originations. He currently is the regional manager for the Mid-Atlantic Region of the SBA’s Office of International Trade. He is based out of the Northern Virginia Export Assistance Center in Arlington, VA.

August 2014 • ChamberLink


Developing relationships with overseas clients a foundation for successful exporting By Scott Kennedy How do I sell my products to other countries? This is a question companies ask themselves, and far too often they don’t have the answers or are too concerned with the risks to move forward. There are many factors involved in exporting, but the one thing that is most likely to get you a sale is travel. You need to travel to the countries and clients to which you want to sell. Face-to-face meetings are as important to international business as they are to domestic marketing. The Virginia Economic Development Partnership’s (VEDP) International Trade division can help you do just that. VEDP helps Virginia companies meet potential customers and partners through participation in trade missions. These well-planned visits are business meetings set up on your behalf, with your input, to save you time and maximize your results. VEDP International Trade arranges these trips for several companies to travel together to meet with potential buyers or distributors that are pre-qualified, based on information you provide, to meet your export market objectives. Each Virginia exporter has a customized schedule of oneto-one meetings with potential distributors and local sales representatives who have been pre-qualified in advance of a trip based on information provided to by the exporter. Every meeting matches each company’s unique product and market objectives. Before departing Virginia, each exporter also receives a detailed meeting schedule and background on companies with which they are meeting. Based on need and availability, participants also receive language assistance, facilities coordination and networking receptions. Why does this approach work so well? The objective is to help Virginia companies, like yours, sell their Virginia manufactured products and services in overseas markets. By arranging meetings with pre-qualified distributors and representatives, the expectation is that your company accelerates sales into these markets, compared to trying to sell remotely from the Old Dominion. Additionally, the amount of information you can learn about a market by being in-country is immeasurable. Rapidly expanding markets can be found among the nations of The Gulf Cooperation Council (GCC). The GCC is a regional intergovernmental political and economic union consisting of all Arab states of the Persian Gulf, except for Iraq. Its member states are the Islamic monarchies of Bahrain, Kuwait, Oman, Qatar, Saudi Arabia, and the United Arab Emirates. A recently completed Virginia Trade Mission to Saudi Arabia revealed the following “Ps” that Virginia companies should keep in mind should they consider exporting to the Kingdom: • Patience – The typical sales cycle is protracted in comparison to the business culture in the United States. Companies should plan on a long sales horizon that may take several years – not months – to result in a deal. However, when relationships are established, principals may want to move quickly, sometimes on no more than a handshake.


Persistence – Private and public sector decision makers in Saudi Arabia appreciate and reward persistence. This means you should plan consistent and timely visits to build and deepen relationships with potential partners and clients. This could also require you to establish a local office in Saudi Arabia to maintain a reliable client-facing presence. (Note: Opening an office in a neighboring GCC country is not the solution to competing in Saudi Arabia). Product – American goods and services are held in high regard compared to other nations. Build your market-entry strategy around your leading product or service and be prepared to shape the requirements for the Saudi buyer, as they don’t always know exactly what they need. Price – Although American goods and services enjoy an awareness advantage, it is important to shift your thinking away from customary U.S. pricing strategy. Saudi customers will frequently bring your proposition back to price, no matter how hard you sell the benefits. Partnerships – Market-entry into Saudi Arabia usually requires a local presence or partner. Think through which market-entry approach (JV, agent, partner) you should pursue. Be wary of exclusive partner agreements, and complete your due diligence. Successful firms are often those that package their value proposition in a win-win scenario that results in local Saudi job creation or technology transfer.

Images courtesy of Virginia Economic Development Partnership Understanding these “P’s” and emphasis on developing personal relationships with Saudi decision makers position the Saudi Arabian market as a true opportunity for Virginia businesses. Remember, nothing can open a deal for discussion or land a sale more quickly than meeting face-to-face with your prospective customer. You can do international business, every day, everywhere. The VEDP can help. For more information, visit www. Scott Kennedy is a marketing manager for International Trade with the Virginia Economic Development Partnership.

apidly expanding markets can be found among the nations of The Gulf A recently completed Virginia Trade Mission to Saudi Arabia revealed the Cooperation Council (GCC). The GCC is a regional intergovernmental following “Ps” that Virginia companies should keep in mind should they consider political and economic union consisting of all Arab states of the Persian exporting to the Kingdom: Gulf, except for Iraq. Its member states are the Islamic monarchies of Bahrain, Kuwait, Oman, Qatar, Saudi Arabia, and the United Arab Emirates. Patience • Persistence • Product • Price • Partnership


ChamberLink • august 2014

Business After Hours – Spring Arbor of Fredericksburg

Chamber members wrapped up a perfect summer day on July 24 with a Business After Hours hosted by Spring Arbor of Fredericksburg. Attendees laughed, networked and enjoyed some great refreshments.

For a limited time only, so act now! Call one of our lenders for details King George: 8065 Kings Highway (540) 775-2914

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August 2014 • ChamberLink

Business BRIEFS

Students take Electric Youth Tour

REC’s students met with Congressman Rob Wittman during the 2014 Youth Tour

Seven local high school students from Rappahannock Electric Cooperative’s (REC) service territory recently enjoyed an actionpacked schedule in Washington, D.C., learning how to be involved in the legislative process and how to become more involved in their local communities. Participants included Laura Garzon and Gavin Lowrie of Caroline County and Amy Millis of Spotsylvania County. The group participated in the June 15-19 tour hosted by REC and the National Rural Electric Cooperative Association (NRECA). These seven students joined more than 1,500 of their peers from other electric cooperatives across the United States for a look at the nation’s capital and government. “Attending the Youth Tour is a once-in-a-lifetime opportunity that helps prepare these students for their futures,” said Brian Wolfe, REC’s public relations specialist. “After touring our nation’s capital, meeting Congressional representatives, and learning first-hand about how our government operates these students returned home with knowledge they may not have learned anywhere else at this age, and memories that will last a lifetime.” REC’s students explored key issues in the electric industry, toured historical and cultural sights, attended a play at the Kennedy Center and interacted with students in team and leadership building programs.


Service offers a new channel for radiology consultations Radiologic Associates of Fredericksburg (RAF) has launched a Concierge Service for physicians who refer patients to medical facilities served by RAF, CEO Ed Swager recently announced. The service makes it easier for referring physicians to track studies and locate the best subspecialist to discuss specific studies and results. Physicians who refer patients to these facilities can contact the RAF Concierge from 8:30 a.m. to 5 p.m., Monday through Friday, at (855) 723-5463 or concierge@rafadmin. com. The concierge can expedite communication between referring physicians in the community and

the ideal subspecialized radiologists to coordinate the most beneficial imaging study, review findings, and discuss the status of a patient’s medical imaging procedure.   Like most radiologists, RAF physicians rotate among several locations. Unlike most radiology practices, however, RAF also provides 24/7 “in-house” coverage, with the radiologists rotating between daytime, evening, nighttime and weekend hours.   Radiologic Associates of Fredericksburg is the largest provider of medical imaging services in the Fredericksburg Region.  For more information visit www.rafimaging. com.

Marstel-Day wins $30 million in federal contracts Marstel-Day Environmental Consulting, LLC is pleased to announce two significant contract awards. The first is a five-year, $22.5 million contract vehicle with Naval Facilities Washington for a wide range of environmental, planning, and natural/cultural resource work. The primary work under this contract requires an in-depth knowledge of   a wide range of environmental, planning, natural resource, and cultural resource laws and regulations and professional expertise in all pertinent disciplines. The second contract, a joint venture with LRS Federal, is a five-year, $7 million award from the U.S. Department of Veterans Affairs for Environmental Assessment and Planning in the Western Region, to ensure VA compliance with National Environmental Policy Act (NEPA) and Veterans Affairs (VA) regulations. The scope of services includes Preparing Environmental Impact Statements and Environmental Site Assessments; wetlands delineation; migratory species site usage patterns; Groundwater Feasibility Studies; cultural resource documentation and/or recordation reports; and cultural and archaeological studies to identify possible historic resources sites in the area(s) of potential effects (APE) and to determine the effects of potential actions on the human environment under the National Environmental Policy Act (NEPA) and on historic resources under Section 106 of the National Historic Preservation Act (NHPA).

Johnson Realty Advisors announces leases

SRMC presents golf tournament proceeds to Micah Ministries The team at Spotsylvania Regional Medical Center was proud to present a check for more than $12,000 to Micah Ecumenical Ministries to help fund the organization’s efforts to help the Fredericksburg Region’s homeless population. The funds were raised through SRMC’s annual golf tournament.

Contact The Journal - 540-775-2024 - for advertising info.

Johnson Realty Advisors is pleased to announce the following recent lease transactions: • Surpassion Health Care Services - 1,750 square feet of office space at 4820 Southpoint Dr., Suite 203 • National Counseling Group, Inc. – 2,047 square feet of office space at 10712 Ballantraye Dr., Suite 304 • Field Management Services, Inc. – 1,375 square feet of office space at 701 Kenmore Ave., Suite 105 • Monson Fleet Management – 1,500 square feet of flex warehouse space at 71 Capital Ave., 101 • Kevin W. Poole – 1,400 square feet of retail space at 11047 Pierson Dr., Unit


ChamberLink • august 2014

Business BRIEFS

Navy civilians engage in “flash mentoring” for work colleagues

An engineer’s quest to boost the careers of Asian American and Pacific Islander (AAPI) Navy civilian professionals and increase their representation in “high grade” government positions is becoming reality. Navy engineer Gaurang Dävé’s vision is to achieve the Naval Surface Warfare Center Dahlgren Division (NSWCDD) AAPI mission – create and sustain an environment that attracts, assists, promotes, and invigorates the careers of command AAPI personnel. Mr. Dävé, the NSWCDD AAPI Special Emphasis Program manager, didn’t have to look far. He heard about recent “flash mentoring” success stories and quickly made the connection. “Once I learned about flash mentoring events, I saw its ability to make our Asian American and Pacific Islander program’s vision and mission a reality,” he said. Mr. Dävé – who is also the NSWCDD Chemical, Biological and

Radiological Analysis, Testing, and Systems Engineering Branch head – contacted the command’s mentoring program coordinator Audrey Lohr to discuss their mutual goals. The two of them scheduled an AAPI-sponsored ”flash mentoring” event in the wake of Asian American and Pacific Islander Heritage Month held throughout May. Jim Yee, the command’s AAPI senior leader champion, collaborated with Mr. Dävé to create and develop this unique human resources initiative. Together, they briefed the benefits of flash mentoring to 40 Navy civilian mentees at the event held on the University of Mary Washington Dahlgren campus. NSWCDD mentors led discussions in small group settings on four topics: increasing success in your current position; development opportunities; mentoring; and career planning. The eight mentors – including six leaders with AAPI heritage – shared their experiences and perspectives with mentees while

Gaurang Dävé (U.S. Navy photo/Released) guiding the conversations. The mentees networked with other employees in similar roles to learn about best practices and success stories. They engaged in discussions about the challenges they face as well as the development opportunities within and outside of their positions. This was the fifth in a series of NSWCDD flash mentoring events since November 2012, with the next event likely taking place this fall.

Aquia Realty, Inc.

Residential, Land, Commercial, Industrial, Rentals & Property Management JO D. KNIGHT GRI, CRS, CRB, CREA., CSP Principal Broker



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Mary Washington Healthcare wins U.S. Senate Productivity and Quality Award Mary Washington Healthcare has been named the winner of a 2014 U.S. Senate Productivity and Quality Awards (SPQA) Achievement in Performance Excellence Award, m a k i n g t h e n o t - f o r- p r o f i t , Fredericksburg-based healthcare system one of only five organizations in Virginia and Washington, D.C. to win the SPQA recognition. Only two other healthcare facilities are 2014 award recipients: Bon Secours St. Mary’s Hospital in Richmond, and Brinton Woods Health and Rehabilitation Center at DuPont Circle in D.C. The other recipients are Arlington (VA) Public Schools and the American Society of Landscape Architects in D.C. Mary Washington Healthcare, like other nominees, underwent about 1,000 hours of review and on-site visits by an independent b o a r d o f e x a m i n e r s. T h e examination focused on seven areas defined by the Baldrige Criteria for Performance Excellence: leadership; strategic planning; customer focus; measurement, analysis and knowledge management; workforce focus; operations focus; and performance results. Thousands of organizations worldwide use

2015 Community Profile The Fredericksburg Regional Chamber of Commerce is partnering with CommunityLink to produce our 2015 Community Profile/ Membership Directory. It will provide an overview of the Fredericksburg Region with an emphasis on our history, the business community, recreation, tourism and entertainment. It will reach deep into the Chamber membership and overall business community, ensuring maximum exposure for your company. The Profile offers each of you the opportunity to make the allimportant first impression on visitors and potential residents. Contact Sales Rep Cindy Kuhnert at (800) 455-5600, ext. 3401 or Cindy.Kuhnert@

the Baldrige Criteria to guide their operations, improve performance, and achieve sustainable results. Award winners are named by an independent panel of judges based on criteria established for each of the four award levels. The Achievement Award given to Mary Washington Healthcare is the third level award, second only to the highest, or fourth level, award. Additional information can be found on the SPQA website at The five awardwinning organizations will be formally presented their awards at the 33rd annual Virginia Forum for Excellence in September. Mary Washington Healthcare is a fully integrated, regional medical system that provides inpatient and outpatient care through more than 40 facilities and services including Mary Washington Hospital, a 437-bed regional medical center, and Stafford Hospital, a 100bed community hospital. Mary Washington Healthcare is a notfor-profit health system with a longstanding commitment to provide care regardless of ability to pay. For more information about its services and facilities, please visit www.

Cushman & Wakefield |Thalhimer promotes Bryant Cushman & Wakefield | T halhimer is pleased to announce Megan Bryant, CAM, has been promoted to commercial portfolio manager and will join the Fredericksburg Property Services Group. Ms. Bryant had been a property management assistant in Cushman & Wakefield | Thalhimer’s Richmond office. She is a graduate of Virginia Tech’s Property Management Program with a minor in Real Estate.

Looking for past issues of ChamberLink? • Find ChamberLink online at

August 2014 • ChamberLink


Business BRIEFS SimVentions honored for involvement in area schools Fredericksburg-based SimVentions, Inc. was named to the 2014 Business Honor Roll by the Virginia School Board Association. Local businesses have the power to shape community attitudes about public schools. Every spring, the Virginia School Board Association (VSBA) Business Honor Roll provides a way for local school divisions to recognize local businesses for their support, especially as schools face increasing budget uncertainty. The Business Honor Roll helps divisions thank these companies for their vital contributions. The King George County Public Schools have said “Thank You” to SimVentions by nominating them to the 2014 Business Honor Roll. “We are excited to be named to the 2014 Business Honor Roll! SimVentions has always had a heart for our young men and women and for the education required to help them to be successful in today’s hightechnology, rapidly changing, work

environments.” said Larry Root, president and CEO of SimVentions. “This can be seen in our paid summer internship program; our graduating high-school scholarship program for folks interested in the math and engineering fields; our College Summer Institute program; our strong support of Science Technology Engineering and Math efforts across our area and region; and a thousand other ways – like sponsoring local sports teams and local educational efforts. It all boils down to ‘Doing unto others as you would have them do unto you.’” SimVentions is a small business with corporate offices located in Spotsylvania and King George counties. Since 2000, it has delivered engineering, program management, and training solutions to America’s armed services. For additional information please visit or contact the SimVentions business development department at (540) 372-7727.

REC receives Tree Line USA Award For the 12th consecutive year, Rappahannock Electric Cooperative (REC) has received national recognition for excellence in protecting and encouraging healthy trees while maintaining utility rights-of-way. The National Arbor Day Foundation named REC a Tree Line USA utility. Only 146 utilities nationwide – and only two in Virginia – earned recognition.   The Tree Line USA® program exists to recognize best practices in public and private utility arboriculture, demonstrating how trees and utilities can co-exist for the benefit of communities and citizens. The Arbor Day Foundation collaborates with the National Association of State Foresters on this program. “We are honored to receive this recognition. It is a testament to our employees’ hard work and dedication in maintaining clear rights-of-way and providing excellent vegetation management,” said Keith Forry, REC’s director of vegetation management services. “REC shares the goals of Tree Line USA – achieving healthy forests and reliable electric service through proper planting and pruning.” Tree Line USA recognition is awarded to utilities that adhere to five core standards: quality tree care; annual worker training in best tree-care practices; participate in and sponsor a tree-planting and public education program; run a tree-based energy conservation program; and participate in an Arbor Day celebration. REC provides electric service to more than 158,000 connections in parts of 22 Virginia counties. With its general office in Fredericksburg, REC operates and maintains more than 16,000 miles of power lines through its service area, which ranges from the Blue Ridge Mountains to the tidal waters of the Chesapeake Bay.

Community Bank of the Chesapeake supports Rappahannock Goodwill Industries Community Bank of the Chesapeake is proud to support Rappahannock Goodwill Industries with a donation made through its annual Casual for a Cause program. Casual for a Cause is an annual initiative created by Community Bank to help support local organizations while allowing employees to dress casually for the summer. The bank selects deserving organizations that serve the local community to be recipients of Casual for a Cause funds each year. “In the 10 years since the Casual for a Cause program began, Community Bank has been able to support many wonderful organizations, like Rappahannock Goodwill Industries,” said Michael Middleton, Chief Executive Officer of Community Bank. “This campaign truly underscores the generosity of our employees and their commitment to giving back to the communities where they live and work.” Community Bank employees participate in Casual for a Cause by making a donation, which entitles them to “casual dress” from May 1 through Labor Day. This year, contributions to Casual for a Cause totaled $6,500. In addition to Rappahannock Goodwill Industries, the bank will donate to three other organizations within its service area: the Calvert Library Foundation, St. Mary’s Nursing Center and Charles County Dive & Rescue. “We at Rappahannock Goodwill salute your

workforce for their passion to be OF the community, not just IN the community. This unexpected contribution will help Rappahannock Goodwill fulfill its mission, to help persons with barriers to employment, particularly those with disabilities, benefit from the power of work,” said Donnie Tolson, Rappahannock Goodwill Industries’ CFO. Rappahannock Goodwill Industries’ mission is to provide people with barriers to employment –particularly those with disabilities – an array of quality vocational and educational services so that they can work most independently. They provide direct employment to more than 550 individuals, including full-time staff and workers in assembly, laundry, retail, custodial and other services, and have assisted countless others find new jobs in the community. Headquartered in Waldorf, MD, Community Bank of the Chesapeake is a full-service commercial bank, with assets of more than $1 billion. Community Bank has served the communities from Southern Maryland to Fredericksburg, for more than 65 years, making it the oldest independent community bank headquartered in this region. Through its 11 banking centers and three dedicated commercial lending centers, Community Bank of the Chesapeake offers a broad range of financial products and services to individuals and businesses. For more information, go to

Spotsylvania Regional Medical Center selects Barton-Joe as Chief Operations Officer Spotsylvania Regional Medical Center has named Roberta BartonJoe as its Chief Operations Officer of. She replaces Terika Richardson, who is now the CEO of Richmond’s HCA Retreat Hospital. “ Ro b e r t a ’s e x p e r t i s e a n d outstanding credentials will be a positive influence for our hospital as we continue to grow service lines, quality, safety and employee engagement.” said Greg Madsen, SRMC’s CEO. Ms. Barton-Joe has served as the Associate Chief Operating Officer at Brandon Regional Hospital since November 2012, where she led initiatives to improve the patient and family experience, strengthen employee culture and grow the organization strategically. She previously held the position of Associate Chief Operating Officer at The Medical Center of Aurora in Aurora, Colorado. “I am excited to be joining

Spotsylvania Regional Medical Center,” she said. “I was born and raised in Virginia and did my undergraduate and graduate education in Virginia and feel as though I am coming home to serve the community that gave me so much. During my tenure with HCA, I worked to build relationships at the hospital level and in the communities those hospitals serve, moving the organizations forward and enhancing the patient experience. I look forward to bringing these skills to the dynamic team at Spotsylvania Regional Medical Center and moving the organization into the future.” SRMC is part of HCA Virginia, which is the commonwealth’s most comprehensive healthcare network. It is a $175 million 126bed, all-private room hospital that provides a wide range of in- and outpatient services, including 24hour emergency care, obstetrics,

Chamber Networking Opportunities August 5 Spotsylvania Roundtable August 6 Next Gen Mid-Week Motivation

August 14 Business After Hours Sept. 2 Stafford Roundtable

Sept. 4 Business After Hours Sept. 16 CNEW luncheon

Sept. 18 Business After Hours

diagnostic imaging, intensive care, cardiac catheterization, surgery cancer and psychiatric care. Located on a 75-acre campus south of Fredericksburg and just off Interstate 95, Spotsylvania Regional employs over 600 staff members and pays roughly $1.5 million in taxes annually to Spotsylvania County, thereby broadening the county’s tax base.


ChamberLink • august 2014

Business Tips

Are You Prepared For Incapacity? By Evan H. Farr What would happen if you were in an accident, or had a stroke, or for another reason you suddenly became incapacitated or comatose, and were unable to make decisions for yourself ? It is difficult to think about, but if this happens, some people want to be kept alive at all costs; while others would prefer to end all measures for resuscitation. However, less than one-third of the population has completed Incapacity Planning documents, so for nearly 70 percent of Americans, family members have to make this important decision on their behalf. This often leads to wishes not being met, and significant stress and grief for loved ones. Why don’t people plan for incapacity? Reasons are many: a natural tendency to procrastinate; the

preconception that it is a costly and complex process; and sometimes even the superstitious feeling that if you talk about something it will happen. Another common belief is that if we become unable to make decisions for ourselves, our family will be able to decide what is best for us. All of these reasons can lead to difficult and emotionally charged situations if you or a loved one becomes incapacitated, which is easily avoided with proper Incapacity Planning. To begin the Incapacity Planning process, seniors should sit down with their loved ones to openly discuss their needs and the roles of loved ones in assuring those needs are met. Important topics of discussion for families should include transitioning to long-term care, caregiver roles, financial considerations, and incapacity wishes.

Once these important conversations occur, and important decisions are discussed, it is important to work with a qualified elder law attorney to ensure that the Incapacity Planning, including an Advance Medical Directive (including a Long-Ter m Care Directive), Financial Power of Attorney, and Lifestyle Care Plan are in place. Doing so is the best way to ensure that your wishes are met should you become unable to make important decisions for yourself. Evan Farr is a Certified Elder Law Attorney in Fairfax and Fredericksburg, and can be reached by phone at (703) 691-1888 in Fairfax or (540) 479-1435 in Fredericksburg. If you have Elder Law questions you’d like to have answered in future columns, please send them to Mr. Farr at Mr. Zipkoff demonstrated how not to please a customer during his presentation, “Delivering Customer Delight.”

New Hire filing for Virginia businesses – Simple, cost-effective compliance By Walter Noland Whether you have employees in one state or multiple states, New Hire reporting is an important, federally-mandated process that helps guard against fraud and locate absent parents for enforcement of child support orders, as well as helping to maintain the National Directory of New Hires. What do I have to do? What’s required? Do I have the right form? Most of the information you submit is collected with an employee W-4 form. The reporting process is an additional requirement. To ease the burden of this process, states are working closely with their employers, offering them a variety of reporting methods. Reports must be made either on a copy of the W-4 form or, at your option, an equivalent form developed by you. Some states have developed an alternate form for reporting, but its use is optional. These forms are mailed in. Each New Hire report must contain seven data elements: • employee name • address • Social Security number (SSN) • date of hire (the date an employee first performs services for pay)

• employer name • address • Federal Employer Identification number (FEIN) Most states require these seven basic data elements, some states require or request additional data. Check with your state for reporting requirements. To make sure your form is in the proper format and all data is collected and filed correctly, you must verify with the state of Virginia. Is there an easier way than paper filing? Most states accept files in an electronic format. For parameters to compile and properly format the file for Virginia, you must contact the state or take advantage of an E-File service, many of which can integrate with your accounting software, automatically pulling necessary data, creating a properly-formatted file. This file is sent directly to the state reporting agency electronically, documented, and confirmed. How does e-filing New Hire reports work? The best service will integrate directly with your accounting package and automatically gather all the data necessary for a complete, valid E-File accepted by the Commonwealth of Virginia. It will

remind you when it is time to file so you don’t miss any deadlines. That’s important in order to avoid a civil fine (monetary or non-monetary). No need to worry about correct data, to scour websites for valid forms, or to wait for downloads that you can’t open or that aren’t up-to-date. You don’t have to call multiple state offices for the best information or the correct address to mail your form. Also, you don’t have to race to the post office at the last minute to obtain a timely postmark. What happens if I don’t report my new hires? Federal law mandates that states may impose monetary and nonmonetary civil penalties for failure to comply. Why deal with the headache of monetary penalties eating into your bottom line along with unnecessary oversight and additional paperwork resulting from non-compliance? E-Filing is the best alternative to New Hire Reporting for any business. This article was written by Walter Noland for Greenshades Software, an in-house development company in Jacksonville, FL that has provided solutions to simplify internal HR and Payroll processes for thousands of companies over the last decade.

Delivering Customer Delight Continued from page 3 companies that truly strive to please those they serve. Offering examples from his

personal experiences as a customer and his career with several Fortune 500 companies, Mr. Zipkoff gave the audience specific strategies for winning and keeping customers.

The Chamber would like to thank the following businesses for sponsoring “Delivering Customer Delight”: Title Sponsor Atlantic Builders, Ltd. Platinum Sponsors Fredericksburg Expo & Conference Center LifeCare Medical Transports Gold Sponsor Greenfield Senior Living Bronze Sponsors Comfort Keepers Courtyard by Marriott Fredericksburg Historic District Landmarc Real Estate

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August 2014 • ChamberLink


Spotsylvania Roundtable Martha Hutzel with the Central Rappahannock Regional Library will speak at the Aug. 5 Spotsylvania Roundtable. The breakfast meeting will take place at 8 a.m. at Hampton Inn and Suites South, 4800 Market St. The cost of attending is $12 for Chamber members who pre-pay and $15 for members who pay at the door. The cost includes breakfast. Nonmember guests may attend one time for $20. To register, go to Contact Erin Meadows at for sponsorship information. Any Chamber member is welcome to attend the quarterly Spotsylvania Roundtable meeting, especially those businesses located in Spotsylvania or that have business interests in that part of the region. Attending the Spotsylvania Roundtable is one of the best ways to network with the Spotsylvania business community.

Stafford Roundtable Bill Kennedy with the Stafford County Sheriff ’s Department will speak at the Sept. 2 Stafford Roundtable. The breakfast meeting will take place at 8 a.m. at Fairfield Inn & Suites Stafford-Quantico, 2784 Jefferson Davis Hwy. The cost of attending is $12 for Chamber members who pre-pay and $15 for members who pay at the door. Non-members may attend one time for $20. The cost includes breakfast. To register, go to Contact Erin Meadows at for sponsorship information. Any Chamber member is welcome to attend the quarterly Stafford Roundtable meeting, especially those businesses that are located in Stafford or those that have business interests in that part of the region. Attending the Stafford Roundtable is one of the best ways to network with the Stafford business community.


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EXIT 130 A

Jeff Scott(left), president of Advantage Business Advisors, spoke at July’s Fredericksburg Roundtable. Joining him were Roundtable Chair Amy Peregoy and Bill Freehling with the City of Fredericksburg’s Department of Economic Development and Tourism.

Fredericksburg Roundtable Jeffrey Scott, president of Advantage Business Advisors, led a discussion on successful exit planning for business owners and executives during the July 1 Fredericksburg Roundtable. The next Fredericksburg Roundtable will take place at 8 a.m., Oct. 7 at Hyatt Place at Eagle Village, 1241 Jefferson Davis Hwy. The Fredericksburg Roundtable takes place quarterly – usually on the first Tuesday in the first month of the quarter. The cost is $12 for Chamber members who pre-pay and $15 for members who pay at the door. The price includes breakfast. Non-member guests may attend one time for $20. To register and pay, go to Contact Erin Meadows at for sponsorship information. Any Chamber member is welcome to attend the Fredericksburg Roundtable, especially those businesses located in Fredericksburg or those that have business interests in that part of the region. Attending the Fredericksburg Roundtable is one of the best ways to network with the Fredericksburg business community.

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CNEW members networked and enjoyed discussing “table topics” at July’s CNEW Luncheon.

CNEW Luncheon CNEW members discussed a variety of business issues during the “table topics” session at the July 15 CNEW Luncheon. CNEW will take its annual summer break during August but will return on at 11:30 a.m., Tuesday, Sept. 16, at the Fredericksburg Country Club. Community Bank of the Chesapeake will sponsor the meeting. The cost is $20 for Chamber members, $30 for the general public. To register, go to www.fredericksburgchamber. org or call (540) 373-9400 by Friday, July 11. Sponsorships are available. Contact Sheri Wikert at


ChamberLink • august 2014



Ribbon Cutting – Dogtopia Tails were wagging and paws were prancing at the July 15 ribbon cutting to celebrate the opening of Dogtopia of Fredericksburg. Located at 4272 Plank Rd., Dogtopia provides a full range of daycare services for local pups, including pampering at the doggie spa and the chance to romp and play with their canine companions.

Ribbon Cutting – Premier Eyecare Dr. Angela Tsai, O.D., snipped the ribbon at a ceremony marking the opening of Premier Eyecare. Located at 230 Butler Rd., Premier Eyecare offers a wide array of vision treatments and products that help customers see clearly, including eyeglasses, contact lenses, and treatments of conditions such as astigmatism and myopia.

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Ribbon Cutting – Anchor TotalHR Chamber members and area civic leaders came out for a July 17 ribbon cutting to mark the opening of Anchor TotalHR. Located at 1320 Central Park Blvd., Suite 410, Anchor provides high-impact HR outsourcing solutions; offering fully customized, flexible strategies to help organizations meet specific workforce needs. As an Anchor HR Solutions Company, its team delivers an array of human resources and business solutions designed to help improve business performance. August Ribbon Cuttings Come support your fellow Chamber members as they celebrate their business milestones! PRO Martial Arts 3126 Cowan Blvd. 5:30 p.m., Aug. 7 No charge to attend

Community Bank of the Chesapeake 1340 Central Park Blvd. Suite 106 Noon, Aug. 11 No charge to attend

DaVita Kidney Specialist of Northern Virginia 609 Jefferson Davis Hwy., Suite 201 4 p.m., Aug. 28 No charge to attend

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August 2014 • ChamberLink

Business Link


Listen to Business Link, Saturdays at 9 a.m. on WNTX 1350 AM & 96.5 FM GUESTS AND TOPICS FOR BUSINESS LINK Date/Time: Aug. 2 – 9 a.m. Topic: Business law Guest(s): Randy Sparks with Kaufman & Canoles Date/Time: Aug. 9 – 9 a.m. Topic: Update on the natural gas industry Guest(s): Bob Innes of Columbia Gas of Virginia

Bob Pleban(left) and Bill Hession(right), vice-chair and chair, respectively, of the Military Affairs Council, dropped by for the July 5 edition of Business Link to discuss protecting the Fredericksburg Region’s military bases from future rounds of BRAC.

Date/Time: Aug. 16 – 9 a.m. Topic: A look at the hospice industry Guest(s): Stefan Scholz of Capital Caring Hospice Jon Wallace, Fredericksburg Regional President of Union First Market Bank, gave an update on changes in the banking industry during the July 12 program.

Date/Time: Aug. 23 – 9 a.m. Topic: Marketing your business Guest(s): Shawn Sloan & Kat Kammer of The Media Partners, LLC Date/Time: Aug. 30 – 9 a.m. Topic: Helping children battling cancer Guest(s): Erica Baca & Gayla Harper with St. Jude Children’s Research Hospital

Brad Ellis(left) and George Judd(right) with Cask, LLC gave listeners an inside look at government contracting during the July 19 edition of Business Link.

Free Workshops: Learn To Protect Your Assets From The Expenses of Probate & Long-Term Care Learn from one of the foremost elder law attorneys in the country, Evan H. Farr, Certified Elder Law Attorney, how you can protect your assets from probate PLUS lawsuits PLUS nursing home expenses. July 2014 Workshop (10am to noon at the Farr Law Firm, 501 Westwood Office Park in Fredericksburg)

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Diana Bright with Poet’s Walk and Joan Rankin, whose husband is a Poet’s Walk resident, discussed caring for loved ones with dementia during the July 26 show.


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ChamberLink • august 2014 MAY IS BETTER HEARING MONTH


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August, 2014 Chamberlink  

ChamberLink, the monthly newspaper of the Fredericksburg Regional Chamber of Commerce.

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