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MORNING STAR

Business Report

DON-LEE does that for 50 YEARS!

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Business Report | January 2017

By Mike McClure

Publisher’s notes

Your finances and how you manage your money is important, especially when you own a business. You need help with this important matter and there are many institutions that provide assistance in managing your finances.

This month’s edition of the Business Report is the financial edition. Check out pages 16-19 for stories on financial institutions that help businesses.

The Delaware Federal Credit Union looks to help small businesses not only succeed but also have a positive impact on economic development in their communities.

The Lyons Companies can help businesses save money through options such as the self-insured program.

Shared United offers a mix of old and new programs to custom fit its customers’ needs.

If you need help succeeding in today’s business climate, visit these businesses to see how they can help you.

The February edition of the Business

Report has a theme of Energy and Technology. Contact your ad rep today to see how you can be a part of this issue.

Morning Star Publications also owns the Seaford and Laurel Star weekly newspapers, which are the papers of record for western Sussex.

In 2016 the Stars celebrated their 20th

anniversary. The Business Report is closing in on that milestone as well.

Thanks to all of our advertisers and readers for helping us to succeed.

McClure

RIBBON CUTTING - The Central Delaware Chamber of Commerce (CDCC) joined Jennifer’s Fine Jewelry for a ribbon cutting ceremony to celebrate their grand opening in Dover at 222 S. DuPont Hwy., Ste. 204, and their membership with the CDCC. Owner Jennifer Stevenson, who grew up in Dover and has been doing jewelry repair for 25 years, opened her Middletown store 20 years ago. In addition to jewelry repair, the store offers trendy to high end pieces, customized designs, signature engraving and thumb printing.

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Business Report | January 2017

CHAMBER LISTINGS

Chamber

Bethany-Fenwick Chamber of Commerce

539-2100

Phone

Kristie Maravalli

Key Contact

Dues*

Members 800

539-9434

Delmar Chamber of Commerce

846-3336

Diane Johnson

$75

67

846-3336

Georgetown Chamber of Commerce

856-1544

Angela Emerson

$150

460

856-1577

Laurel Chamber of Commerce

875-9319

Don Dykes

$130

175

280-6365

Lewes Chamber of Commerce

645-8073

Betsy Reamer

$210

432

645-8412

Milford Chamber of Commerce

422-3344

Jo Schmeiser

$165

310

422-7503

Millsboro Chamber of Commerce

934-6777

Amy Simmons

$150

260

934-6065

Milton Chamber of Commerce

684-1101

Lisa Sumstine

$150

120

684-1101

Rehoboth-Dewey Chamber of Commerce

227-2233

Carol Everhart

$210

1,303

227-8351

Seaford Chamber of Commerce

629-9690

Lynn Brocato

$150

340

629-0281

Central Delaware Chamber of Commerce

734-7513

Judy Diogo

$260

1,000

678-0189

Delaware State Chamber of Commerce

655-7221

Chuck James

$315

2,000

654-0691

Delaware Small Business Chamber

482-2120

Bob Older

$285

215

Delmarva Black Chamber of Commerce

450-4501

Clay Hammond

$211

Fax

* Annual membership cost based on businesses with fewer than 10 employees. For Delaware State and Central Delaware chambers membership cost figure is for 1-5 members.

Strategic Tax Planning Audit Services Profit Analysis Fraud Protection

Business Valuation Human Resource Consulting Forensic Accounting Litigation Support

www.horty.com • 302.652.4194 Horty & Horty, P.A. • Certified Public Accountants 503 Carr Road, Suite 120 • Wilmington, DE • 19809 • 302.652.4194 3702 North DuPont Highway • Dover, DE • 19901 • 302.730.4560 4

Business Report | January 2017

inside January 2017

Beebe recognizes committees for their dedication. Additional photo on page 12. Pictured left: Members of the Team Daily Management with Beebe leadership are, from left, back row: Dr. Fanto and The Honorable William Swain Lee; middle row, Regina Newell, Tara Cooper and Jeffrey Fried; and front row, Margaret Porter, Sandra Hewett and David Herbert. Pictured right: Members of the Reducing Hospital-Onset Clostridium difficile Infections team, with Beebe leadership, are, from left, back row: Rich Matthews, The Honorable William Swain Lee, Tim Gwaltney, and Will Allen; middle row, Dr. Fanto, Kathi Fryling, Cheryl Hopple, and Jeffrey Fried; and front row, Jennifer Blakeney, Kathy Podbesek, Beth Richardson, and David Herbert.

Features 4- Chamber Listings 6 - Business Digest 8 - Health 12 - Tourism Column 22 - Business Licenses 24 - Marketing Column 26 - Business Directory

COVER PHOTO- Shown on the cover are Jack Chambers, Vice President.; Crystal Chambers, Secretary/Treasurer; and Denise Dickerson; President/Owner of Don-Lee Margin. Story on page 14. Shown, right, is a picture of damage done to the company’s office during one of two floods. Photos by Ronald MacArthur

January Theme: Finance 16 - Delaware Federal Credit Union 18- Lyons Companies 19- Shore United

February Theme: Energy and Technology Contact Chris Redman at (302) 629-9788 or credman@ mspublications.com.

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Business Report | January 2017

BUSINESS DIGEST Law firm expands services

The Castro Firm, Inc. has expanded its services to include e-consultation and greater access to mediation.

The firm, founded by president and managing attorney Tabatha L. Castro, possesses expertise in a wide variety of practice Castro areas, including family law and divorce, business law, personal injury, wills and probate, workers’ compensation, employment and immigration law.

E-consultations – or online consultations – provide a quick and easy way for clients to ask a legal question without the hassle of taking time from work or driving to one of the firm’s offices in Wilmington and Dover.

Clients receive an answer within 48 hours for a flat fee, paid online.

For more information, visit www.thecastrofirm.com.

New name for credit union

HOME OF HOPE DONATION - The Bank of Delmarva made a $500 donation recently for Delmarva Teen Challenge’s Home of Hope Women and Children’s Center. Upon completion, the campus will include dormitories to house students enrolled in their residential program which focuses on providing women with the tools and education necessary to help them overcome life controlling issues. Bank employees contribute money throughout the year to a Casual Day Fund in order to dress casual on Fridays. The monies collected are then donated to various organizations serving our community. Pictured from left: Christine Waller, customer service representative, The Bank of Delmarva, and Robert Carey, executive director, Delmarva Teen Challenge.

Mon.-Sat. 9 am - 9 pm • Sunday 10 am - 6 pm

Long Neck, DE Middletown Crossing Rehoboth, DE Milford, DE 6

302-945-2113 302-376-1616 302-226-2300 302-424-8373

Business Report | January 2017

Smyrna, DE 302-653-1515 Seaford, DE 302-628-1001 Or Any of Our 27 Locations! www.concordpetfoods.com

Sussex County Federal Credit Union has changed their name to Tidemark Federal Credit Union.

Tidemark FCU CEO Pamela Fleuette stated, “We aren’t shifting our focus or changing our direction, we’re just changing our name; it’s a sign of growth as we expand our services from Sussex County into Wicomico, Worcester and Somerset counties in Maryland. The change better reflects our members and our goals for the future.”

For more information, visit www.tidemarkfcu.org.

Becker Morgan recognized

Becker Morgan Group ranked #195 among the 2016 Top 300 Architecture Firms nationwide in Architectural Record Magazine, the #1 source for architecture news in the nation.

The firm also received recognition in Engineering News-Record (ENR) as a 2016 MidAtlantic Top Design Firm and by Building + Design Construction magazine on the Giants 300 list of the Top Architecture/Engineering Firms.

Del Tech instructor receives award

Justin Strader, from Delaware Technical Community College’s Owens Campus in Georgetown, was recently awarded the $2,500 Jack Erjavec Innovative Instructor Award at the 43rd annual NACAT Conference.

Strader is a 2007 graduate of the Owens Campus automotive technology program.

BUSINESS DIGEST

RIBBON CUTTING - The Central Delaware Chamber of Commerce (CDCC) joined 1st Preference Mortgage for a ribbon cutting ceremony to celebrate their membership with the CDCC and their location at 800 N. State St., Ste. 202, Dover. For more information, contact 1st Preference Mortgage at 302-674-2700.

Mark Swarbrick, department chairperson, who also was one of Strader’s instructors, said, “I had the pleasure of teaching Justin during his time at Delaware Tech, and I told him back then I felt he would be an excellent instructor. He graduated, worked for Strader Toyota, was in TIME Magazine, and he worked in an independent shop for years, eventually becoming the lead technician. With his education and diverse experience, Justin is now the first year instructor, incorporating the latest technology into the classroom and laboratory.”

In the classroom, Strader utilizes Socrative (app), Pocket Prep (ASE test prep app), Mind Tap, and Blackboard Interactive.

He further integrates QR codes and YouTube videos into lessons, creates educational videos by using a GoPro camera, and has students utilize electronic repair orders.

The annual Jack Erjavec Innovative Instructor Award is granted to an instructor who demonstrates innovative and effective use of technology in the classroom.

Sponsored by textbook publisher Cengage Learning, and administered by the NACAT Education Foundation, the award is a tribute to Jack Erjavec for his contributions to automotive education.

JANUARY 2017 CALENDAR

HAPPY NEW YEAR!

JAN 2 - Chamber office is Closed.

Jan. 4- Economic Meeting held 12-1 PM at Georgetown Wesleyan Church.

Jan. 18 - Monthly Mixer 4:30 to 6:30 Host to be announced.

Jan. 25- Georgetown Chamber of Commerce Installation of our 2017 Board Officers and Directors.

It will be held at 12 Noon, Luncheon at Cheer Center Call 856-1544 for more info!

The Chamber Staff and Board wish everyone a happy, safe and prosperous 2017!

Call Us If You Want to Grow Your Business

302-856-1544 302-856-1577 Fax 827 East Market St.,

P.O. Box 1, Georgetown, DE 19947

info@georgetowncoc.com www.georgetowncoc.com 7

Business Report | January 2017

HEALTH Bayhealth receives accreditation

Bayhealth’s Bariatric Program and Surgical Centers have been nationally accredited as Comprehensive Centers under the Metabolic and Bariatric Surgery Accreditation and Quality Improvement Program (MBSAQIP®), a joint program of the American College of Surgeons (ACS) and the American Society for Metabolic and Bariatric Surgery (ASMBS).

Bayhealth Kent General and Bayhealth Milford Memorial are two of four MBSAQIP accredited Bariatric Surgery Centers in Delaware, and Bayhealth Milford Memorial is the only Bariatric Center accredited in Sussex County.

“In addition to both the Kent and Milford Centers now being nationally recognized for their level of care and multifaceted program, this new accreditation designation allows us to offer weight loss services to a wider range of patients, including those with a higher body mass index (BMI) and those within an expanded age range — specifically, adults ages 18 and older,” said Patricia Deer, BSN, RN, CNOR, CBN, Bayhealth bariatric program coordinator.

Bayhealth nurse wins award

Adrianne Shane, MSN, RN, is the most recent recipient of the 1A Peer Award at Bayhealth Kent General. Shane received the award based on nominations from her coworkers on 1A where she has worked for six years.

Shane According to her coworkers, Shane is the helper of all helpers with an infectious smile who is truly a patient advocate.

Shane chose nursing when she needed to choose a career pathway in high school, and it ended up being the right decision for her.

“I have a passion for the health and wellness of others. I love interacting with our patients and working with them at the bedside,” Shane said. “That’s why even though I’ve completed my master’s degree, I haven’t necessarily used it because I love working with patients and educating others.”

Shane is a preceptor to new staff and works as a relief charge nurse on the unit, a 28-bed medical surgical unit that cares for adult patients.

The 1A Peer Award is given twice a year and recognizes service excellence and exceptional teamwork.

Bayhealth earns tobacco grant

The American Lung Association in Delaware has announced that Bayhealth has been awarded a $12,000 tobacco prevention mini-grant.

The funds will be used to support seven tobacco cessation classes, the Better Breathers Club, and for asthma education for children, according to Clinical Educator Terry Towne, MSN, RN-BC, NE-BC, in Bayhealth’s Education Department. This is the 13th tobacco prevention grant that Towne has administered. “It provides items, such as incentives and travel time, that we wouldn’t have otherwise,” she said.

The mini-grant program is made possible through the Delaware Division of Public Health’s Tobacco Prevention Community Contract. Funding for the contract is provided by the Delaware Health Fund.

Visit bayhealth.org/classes for more information on Bayhealth’s Tobacco Cessation program and the Better Breathers Club. For more information on the American Lung Association, visit lung.org.

Beebe opens clinic in Long Neck

Beebe Healthcare announces the opening of an Advanced Care Clinic, based at Beebe’s Long Neck location, which offers comprehensive services for patients after a hospital stay,

SERGOVIC CARMEAN WEIDMAN McCARTNEY & OWENS, P. A.

406 S Bedford St, Suite 1, PO Box 751 Georgetown, DE 19947-0751

Attorneys at Law

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Business Report | January 2017

including follow-up care, coordination of community resources, behavioral health services, and palliative care consultation.

The clinic is staffed by care coordinators and nurse practitioners who serve as the next stop after hospitalization at Beebe Healthcare in Lewes. The clinic’s mission is to make sure all patients’ needs are being met and followup services are coordinated.

Research has shown that clinics like this help reduce continued illnesses, prevent patients from being readmitted to the hospital, and improve outcomes.

Hospice partners with Nanticoke Health Delaware Hospice has partnered with Nanticoke Health Services to strengthen and grow palliative care in Sussex County.

Through the joint venture, both organizations will be able to provide a better assessment of the community’s medical needs through palliative care, which helps seriously ill patients who are receiving active, curative treatment.

The goals identified for the initiative are for Delaware Palliative, a program of Delaware Hospice, to assist Nanticoke in expansion and provide support for the palliative care services that are already in place; improve care transitions and coordination as patients return home; and enhance the advance care planning for inpatients, outpatients, and Cancer Care Center patients at Nanticoke Health Services. Delaware Palliative will also continue to provide continuing education on palliative care services for providers, clinical staff, and the local community.

Susan Lloyd, MSN, RN, president and CEO of Delaware Hospice, spoke about the new initiative: “Delaware Hospice looks forward to cultivating this partnership and we hope to develop through time a more statewide encompassing, supportive end of life care program for all Delawareans.”

Healthier Sussex Hospitals unite

The Healthier Sussex County Task Force, consisting of representatives from the three hospitals in the county and multiple community partners, came together for the second time to complete a Community Health Needs Assessment.

Working together, the member hospitals, including Bayhealth Milford Memorial, Beebe Healthcare, and Nanticoke Health Services, identify areas of need that are common throughout the county. The goal is to develop initiatives where the organizations can pool resources to make a greater impact for all.

Among the projects Healthier Sussex County Task Force has tackled are care initia-

HEALTH

TIME CAPSULE PLAQUE - Beebe Healthcare 100th Anniversary committee members and Beebe team members gathered recently to unveil the new time capsule plaque. In early November, workers removed the sidewalk in front of the historic Shaw building to bury a time capsule full of information about Beebe’s 100-year-history. The sidewalk was then replaced with a plaque stating that the time capsule would be uncovered 100 years from now – in 2116. The unveiling also recognized all of the members of the 100th Anniversary Steering Committee, the 100th Anniversary Committee Chairs Janet B. McCarty and Christine Moore, the 100th Anniversary Coordinator Leanne Prosser, and the hundreds of Beebe team members and volunteers who made all of the events possible.

tives such as providing quarterly hemoglobin A1c testing for patients with diabetess and increasing awareness about Breast Cancer screening and early detection. The group is currently working to ensure lung cancer screenings are available across the county.

“The latest assessment has identified healthcare issues that impact all of our communities,” said Terry Murphy, FACHE, President and CEO, Bayhealth. “Mental health and substance abuse issues are a big challenge for Delaware and for Sussex County.” Another widespread concern is the high percentage of residents that are either overweight or obese.

For Healthier Sussex County, the overriding goal is to continue to work to improve the health of Sussex County residents. In 2016, the Robert Wood Johnson Foundation reported in its annual national report that Sussex County ranked Number One of the three counties in Delaware for Health Outcomes. Although Sussex County was ranked Number Two for Health Factors overall, Sussex ranked Number One for Length of Life and Number One for Quality of Life within the Health Factors category.

For more information about Community Health Needs Assessments or the Healthier Sussex County Task Force, visit www. healthiersussexcounty.com.

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Business Report | January 2017

HEALTH

PARADE OF TREES - KSI participated in the 2016 Parade of Trees at Grotto Pizza in Milford. The Chamber of Commerce for Greater Milford sponsored the tree for KSI. From Nov. 22, 2016 through Jan. 1, 2017, guests made donations in support of their favorite nonprofit group’s tree. At the end of the Parade of Trees, Grotto will determine which nonprofit received the most donations.

All nonprofits will receive the envelope donations that people have made, as well as the $100 sponsorship fee. The nonprofit with the most donations will also receive an extra $250 from Grotto.

Pictured, last year, KSI’s tree was decorated by (lfrom left) Derek Eliason, Lilliam Figueroa-Otero, KSI Program Manager Dedra Norwood, KSI Director of Community Relations Alicia Hollis, Chamber of Commerce for Greater Milford President Terri Favata, and CCGM Treasurer Christine Rust.

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Business Report | January 2017

HEALTH

Pictured (from left) are 1A Nurse Manager Dianne Halpern, MSN, CNML, RN, and 1A Staff Nurse Jasmine Davis, RN.

ORTHOPAEDICS RECOGNIZED - Beebe Healthcare has been recognized by Becker’s Healthcare Infection Control & Clinical Quality as being among 36 hospitals with the lowest 30-day readmission rates for hip and knee replacement surgery, according to data from CMS. In addition to being listed with these high-quality hospitals, Beebe’s rate tied for second in the nation. Information was gathered from Hospital Compare for dates from July 2012 through June 2015. All of the hospitals on the list have a readmission rate for hip and knee replacement of 3.4 or lower. The national average readmission rate for those procedures is 4.6. Beebe’s readmission rate during this time frame was 2.9.

From left: Amy Fuller, CNA; Natalie Heller, OTA; Cindy Canevari, PTA; Melissa Heldreth, RN, Orthopaedic Service Line coordinator; Lisa Meade, RN, Utilization Review; Ivory Odums, CNA; Jaime Bradley, RN; Ellen Faber, RN, Beebe Home Care Services liaison; Dr. Joe DeRanieri, executive director of Orthopaedic Service Line; Regina Newell, nurse manager, Orthopaedic Services; Jennifer Wingate, RN; Pam Prettyman, CAN; Lisa Kelshaw, discharge planner; Jessica Glass, PTA; Megan Draper, RN; and Theresa Lynch, RN.

AWARD- Members of the Surgical Infection Prevention Process Improvement Team pictured with Beebe leadership are, from left, back row: The Honorable William Swain Lee, Beth Richardson, Moises Montano and Tim Gwaltney; middle row, Kathi Fryling, Regina Newell, Melissa Heldreth, Tracy Williams, and Jeffrey Fried; and front row, Dr. Stephen Fanto, Jennifer Hazzard, Mary Lou Warren, and David Herbert. Teresa Hitchens is holding the award.

Halpern receives Patriot Award

When 1A nurse Jasmine Davis, RN, isn’t busy caring for Bayhealth patients, she’s out protecting the United States as a staff sergeant in the Delaware Air National Guard.

For the past six years, she’s balanced two careers in the healthcare field and the military, and it isn’t an easy feat. This is why she nominated 1A Nurse Manager Dianne Halpern, MSN, CNML, RN, for the ESGR (Employer Support of the Guard and Reserve) Patriot Award, to thank Halpern for her continued support.

The Patriot Award is given to supervisors who provide support to staff in the military through flexible schedules, time off prior to and after deployment, and more.

“I nominated Dianne because she’s a great supervisor and has always worked with me to allow me to serve our country,” Davis said.

Davis has worked at Bayhealth for more than two years. “She’s willing to work with me, even if it’s a last minute need for time off. A lot of employers don’t want to employ staff who are in the military.”

Halpern is honored to receive the award and proud to have Davis on 1A, noting Davis is a smart and bright nurse. Halpern’s close relationship stems beyond what happens on their unit, as the two emailed while Davis was in Qatar.

During the deployment, Davis worked as a healthcare administrator, making sure the nurses and EMTs had what they needed to care for wounded soldiers. This meant 60-hour work weeks, and yet, Davis also took online classes while overseas. She’ll graduate in December with a bachelor of science in nursing.

Davis is back at work on 1A and plans to keep working in both careers because of her drive and determination. She wants to experience life to the fullest and seek every opportunity to make a difference.

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Business Report | January 2017

TOURISM

Get the most from your marketing dollars

By Lana O’Hollaren

Southern Delaware Tourism

It’s a new year, the time when many businesses are fine tuning their annual budgets. In the tourism industry, as in any business, you want to get the most for your money and you certainly have plenty of choices where marketing is concerned.

Whether your marketing budget is large or small, you’ll want to consider whether and how each of the following may benefit your business: advertising, public relations, strategic marketing, and media planning and buying. Before making selections, look at how each discipline can help you achieve your business goals.

When you plan an ad campaign, you control the content, length and shelf life of the message. You can deliver your message exactly the way you want. Depending on your budget, you can have 15, 30, or 60 second television or radio ads, print ads in sizes selected to suit your budget, and online ads that appear on the Internet and can, in many cases, be targeted geographi-

cally and/or behaviorally. Memorable ads create and enhance public awareness of your business.

Your ad can run for as long as you are willing to pay. So if you’re looking for continuous exposure and a consistent message (and have the budget), advertising might be the right fit.

On the other hand, your customers may be more likely to trust a credible third party than a paid advertisement.

Using public relations, you can leverage the power of third-party endorsements through positive stories about your business in print, online, on radio or on television. A targeted PR effort can get your organization in front of the right audience, whether you seek a specific demographic, a specific locale or the general public.

Advertising and public relations work towards the same goal: drawing people to your business. In tourism-related businesses, each discipline will have its advantages and drawbacks, but when planned in tandem, the campaigns can complement each other to powerful effect. Do it right and you achieve both credibility and consistency of message.

Just remember, while advertising and PR are both very effective marketing strategies, they

are only two of many options. You might benefit more from direct marketing, social media marketing or another alternative. Think about your target audience and the most effective way to connect with them. Take a hard look at your business and choose the marketing discipline — or disciplines — that will reach your customers and deliver the most value for your money.

When you’re evaluating which discipline(s) to choose, make sure to also explore all available means of measuring the return on your marketing investment so you’ll be able to determine at the end of a campaign how well a particular marketing strategy has worked for your business.

Marketing is absolutely essential to the success of your business. A marketing budget should not be the first expense cut in your budget, as it so often is. There is a marketing mix to reach every conceivable audience niche and fit even the tightest budget.

If you are interested in information about cooperative advertising opportunities for your tourism-related business available through Southern Delaware Tourism, contact Lana O’Hollaren, marketing manager, at lanao@ VisitSouthernDelaware.com.

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Business Report | January 2017

Holidays can be an extremely difficult time, especially for single members of our military who are stationed abroad. To provide support during this time of year, and show appreciation for their commitment to our country, the Dover Chiefs Group/Dover Spouses Club at Dover Airforce Base has created an annual Holiday Cookie Drop project. This small gesture collects homemade baked goodies that are then packaged and distributed to single airmen during the Christmas holiday.

These cookies are made and distributed to provide a reminder of the courage and commitment that is given to protect our freedom.

For the last few years, Dover Federal Credit Union’s team members have participated in the Cookie Drop project, baking more than 1,000 cookies this year alone. Their contribution is a small reflection ofthe support they provide to our local military.

Dover Federal Credit Union is the largest credit union in the state of Delaware, with a membership of over 45,000. Dover Federal has offices in Smyrna, New Castle, Milford, and Dover, including one at Dover Air Force Base. To experience the Dover Federal Credit Union difference, visit www.doverfcu.com.

TOURISM

Tourism group holds annual awards ceremony Four winners from among a nominee list of events, attractions, and organizations have been chosen by a panel of travel writers to receive the 2016 Southern Delaware Tourism Awards. The awards were presented on Dec. 12, at the Annual Southern Delaware Tourism Awards Luncheon held at The Atlantic Sands Hotel and Conference Center in Rehoboth Beach.

Tourism in Sussex County generates $1.7 billion in revenue annually and supports 18,000 jobs. These annual awards recognize individuals or organizations that have made outstanding and significant contributions to the enrichment of tourism in Sussex County over the past year.

“All of this year’s nominees are very deserving of the award as they provide wonderful experiences for our visitors and help make Sussex County a special destination,” says Scott Thomas, executive director, Southern Delaware Tourism. Winners were named in each of four categories in 2016 including Best Attraction, Best Event, Best New Event, and Tourism Partner of the Year.

The 2016 Southern Delaware Tourism Awards winners are: Best Attraction - Cape Henlopen State Park’s Gordons Pond Trail & Junction and

Breakwater Trail - The trails have contributed significantly to tourism, year-round, in Sussex County and have contributed to Delaware’s ranking as 3rd Best Bicycle Friendly State in the U.S. by the League of American Bicyclists. Visitors on the Gordon’s Pond Trail alone topped 62,000 in calendar year 2015 and exceeded 53,000 in just the first nine months of 2016.

Best Event - Return Day - Return Day has become a Delaware state holiday and is absolutely unique to Southern Delaware. In addition to Return Day’s historical significance, it is a local economic driver, attracting thousands of visitors to the Circle on Return Day Eve and Return Day, and resulting in mentions in publications such as The New York Times and others.

Best New Event - First Annual Boo-B-Q by the Sea - Boo-B-Q partnered with the Kansas City Barbeque Society which brought competitors from more than 10 states to Sussex to compete for the chance to earn a spot at the Jack Daniels World Championship Invitational. The first annual Boo-B-Q in 2015 brought almost 2,000 visitors to Sussex County.

Tourism Partner of the Year - Western Sussex Tourism Committee – sponsored by

the Greater Seaford and Greater Laurel chambers of commerce - In the past two years, members of The Greater Seaford and Greater Laurel chambers of commerce partnered to form the Western Sussex Tourism Committee to attract tourism and promote the area. In consultation with Southern Delaware Tourism, the committee designed and hosted a travel writers’ familiarization tour in the fall of 2015.

A second tour took place in September of 2016 and has also resulted in numerous articles in a wide range of publications. There has also been a substantial increase in local hotel occupancy rates reflecting about a 20 percent increase in accommodation tax dollars coming back into Western Sussex County for the last two years. This fiscal year’s first quarter revenues (July, August & September, 2016) equal almost half of the total revenue generated in fiscal 2016.

Southern Delaware Tourism supports and encourages the identification, development and promotion of sustainable, year-round tourism in Southern Delaware that contributes to economic growth and improves the quality of life.

For more information, call Southern Delaware Tourism at 302-856-1818 or visit, www.VisitSouthernDelaware.com.

Award recipients included Bev Blades, Lynn Brocato, Debby Jones, Rosalie Walls, Jim Bowden, Susan Moerschel, Pat Cooper, Sandy Fulton, Don Dykes, Darrell Meade, Rob Harman, and Eva Dupont.

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Business Report | January 2017

COVER STORY

Don-Lee Margin celebrates 50 years

By Carol Kinsley Whether your need is due to lack of time, energy or expertise, if you need someone to take care of maintenance or janitorial services on your property — business, residential or industrial — Don-Lee Margin Corp. of Seaford can do the job.

Surprised? Perhaps you thought Don-Lee Margin only performs janitorial service. That may have been true 50 years ago. Don-Lee

Margin was founded in 1966 and will celebrate its 50 year anniversary in 2017. The company was founded by Donald Dickerson and Leroy Tull, whose names were combined into Don-Lee. Tull’s wife was Margaret; Dickerson’s was Ginny. Put together, they made Margin. “Keith became involved in 1973 when he bought Don-Lee Margin from his father and Mr. Tull,” Denise explained.

The company was acquired in 1973 by Keith Dickerson, who expanded the company’s services to include building maintenance,

Don-Lee Margin Corporation’s office is located at 20901 Sussex Hwy., just north of Seaford.

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Business Report | January 2017

painting, sand blasting, local trucking and general labor. When Keith passed away in 2010, his wife, Denise, continued the business and has expanded the realm of services even more.

According to Denise, a former secretary who was with the company for 20 years, can remember coming into the office in the morning and having to step over Keith. “He’d work all night, sleep a few hours in the office, get up and start working again.”

Since Denise became president, Don-Lee Margin has doubled in size and the number of employees on staff totals 60. “We do business all over Delmarva,” she said.

Today, maintenance extends to furniture moving, minor repairs or renovations, property management, epoxy coating, steam and high pressure washing, insurance work and snow removal.

Don-Lee Margin’s janitorial services will leave your business spotless. You can arrange for daily or weekly office cleaning, carpet and upholstery care, construction clean-up or floor maintenance including stripping, recoating, waxing and buffing.

In the late ‘80s and early ‘90s, Don-Lee Margin had 400+ employees, many of whom were responsible for cleaning, maintenance,

and contracted labor at the DuPont plant in Seaford. The corporation also had an office in Deep Water, N.J., operating as Contracting Services. “We still have two employees there, doing janitorial services,” said Denise.

They weathered two “100-year” rainstorms which caused flooding and a lot of damage to their original business location off Rt. 20, just outside of Seaford. In 2006, 13 inches of rain turned nearby Chapel Branch into a raging river with a 10-foot wall of water. That flood “cleaned out our building,” Denise said.

“There was nothing left.”

Ronald MacArthur, in an editorial in the Seaford Star on June 29, 2006, wrote, “It looked as if someone had exploded a bomb in the (Don-Lee Margin) building. Large trucks were washed away into the woods.”

The corporation had sold janitorial supplies under the name L D Sales. “We closed that side of the business after the ’06 flood,” Denise said, “but customer demand was so great that we re-launched it. It’s all under the same name now.”

After a second storm/flood in September of 2011, the business’ main office was moved to the Barton’s Mini-Storage building on Rt. 13, north of Seaford. They quickly outgrew this location and relocated again in May of 2015 to the old Entenmann’s bakery outlet building, just down the highway.

Janitorial and paper supplies are stocked ranging from office supplies, computer and printer supplies to furniture, food service supplies, party supplies, all sorts of cleaning products and material handling and packaging needs. There are hundreds of products in-stock to choose from or customers can come in and order from a catalogue of thousands of products.

In June of 2007, Jack and Crystal Chambers joined the team. Denise recalled, “Jack’s mom was a customer. Jack had just moved back to Seaford from Pennsylvania when she came in and was talking with Keith about business. Keith commented he was looking for someone to be a supervisor. She told him about Jack. Keith told her to send him in. He interviewed Jack and hired him to start right away.”

“Jack’s first job was to find a secretary, so he called his wife, Crystal. She came in, and the rest is history. They’ve been with us for nine years.” Jack Chambers is the current vice president of operations and Crystal Chambers is secretary/treasurer. She heads the retail side of the business. Don-Lee Margin services over 200 customers.

“Keith and I worked together for years, so it was great to find another husband/wife team,” Denise continued. “We’re a good team here, that’s for sure. We pride ourselves on

customer service. When you call, you don’t get an answering machine; you get a live person.”

That happens even beyond normal business hours of 8 a.m. to 4:30 p.m. “We’re 24/7,” Denise said. “Our employees work around the clock. We have supervisors and dispatchers all over.”

Jack added, “We have a full snow removal crew. We manage 20 locations here on the Shore. We’re ready for it.”

Jack said their crews take care of outside chores such as leaf removal, branch removal, over-seeding and grass planting — “but we do not mow grass.”

He continued, “We do very light plumbing and electrical work. It’s part of facility maintenance. We are capable of full remodels — we just contract out some of the work. We remodeled Allen-Harim’s corporate headquarters here in Seaford and the main office of Century Seals.

Crystal said, “We get a lot of repeat customers for ‘honey do’ lists. That’s Jack’s role.

They love him just for those things, and I don’t mind sharing.”

Along with Budget truck rentals, DonLee Margin offers manpower for the move.

“We’ve gotten into moving furniture, whole houses. We’ve gone all the way to Florida for a move,” Jack said. This aspect of the business has taken off pretty well, he added. “You pay for what you get, not by the weight or number of pieces of furniture or the miles on the truck.

It’s a lot easier to forecast a move’s cost.” He explained that an employee will go in before

the move to do an audit of pieces that are going to be moved. “We take pictures before and after.”

“You can even get help to move furniture from one room to another,” Denise added.

“We do a lot of moving at the Manor House, between apartments.”

Crystal said, “In 2017 we are launching a new system. We’re going POS (point of sale) all digital. Our shipping and receiving will be all digital. Scan in and out. In the second quarter, we’ll introduce an e-commerce site so customers can order directly from the web. We will be fast tracking all retail sales, supplies and ordering. Don-Lee Margin will be one of first companies in this area to launch this type of technology. This system is being built specifically for our company. It will make things easier, more efficient and offer a cost-savings to our customers. It will streamline everything customers use through us.”

The 50th year celebration began during a Chamber of Commerce function in October of 2016. Throughout 2017 there will be sales and promotions associated with the anniversary.

A new line of party supplies was launched in October of 2016 to promote the party aspect of the 50th anniversary. This product line offers many options for any occasion.

As the slogan says, “Don-Lee does that.”

Find out what the company can do for you, what products and services are available, by visiting the website, www.don-leemargin. com. If you have questions or are looking for something specific, call 302629-7567 or email info@don-leemargin.com.

Shown (l to r) are: Jack Chambers, Vice President; Crystal Chambers, Secretary/Treasurer; and Denise Dickerson, President/Owner in the fully stocked warehouse of supplies ready to meet all customer needs.

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Business Report | January 2017

Make Delaware Federal Credit Union a part of your success

By Deb Jewell, DFCU

Taking your business to the next level requires all the right ingredients, such as an understanding of the local market place, a business plan, financial strength and stability as well as a trusted financial partner. Small business owners in Delaware are a driving factor in our state’s workforce and an influencer of economic development.

Managing the financial needs of your business should be easy so you can focus on the strategic growth and development of your business.

As a local, not-for-profit, financial cooperative, Delaware Federal Credit Union (DFCU) understands the importance of helping your business succeed and the impact your success can have on economic development in the community.

To support your business needs, choose a trusted financial partner who can provide flexible and affordable options. Look for a financial partner who understands the influence of the local economy and is dedicated to your company exclusively. Choose a financial partner who can provide the loans that support your business needs and offer high yield

deposit accounts to maximize the return on your savings. Also, look for a financial partner who supports local charities and initiatives which directly impact the well being of your community.

Dover Federal Credit Union is the right ingredient for your business. DFCU is honored to serve as the premier financial partner for more than 45,000 members who are your family, friends, neighbors and local businesses.

From commercial real estate and equipment loans to affordable lines of credit, DFCU can help you and your business. Get started today at www.DOVERFCU.com.

GROUNDBREAKING CEREMONY - Dover Federal Credit Union held a groundbreaking ceremony recently for their new 2,400 sq. ft. branch that will be located at 418 Atlantic St., Dover AFB. Dover Federal Credit Union was first chartered in 1958 by a handful of Air Force and civilian workers at Dover Air Force Base. The new branch is scheduled to be complete in July.

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Business Report | January 2017

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Business Report | January 2017

Businesses can save with self-insured programs

By Carol Kinsley

Businesses that are looking for ways to save on property and casualty insurance costs in the new year may want to consider self-insured programs called captives, suggested David Lyons Jr. of Lyons Companies, the largest privately held insurance broker in Delaware and one of the largest in the mid-Atlantic region.

“We help a lot of businesses we work with to foster a work environment in which we try to reduce the amount of losses they are incurring, ” David said.

Most of these are family firms with 100 or more employees.

When losses are lowered and exposures managed, a lot of money is being left on the table.

Enter captive arrangements, which have been around since the 1970s. For the insurance carrier, 40 cents of the premium dollar goes for fixed costs. The balance, or 60 percent, is used to pay out claims.

Risk Control

Captives

At the end of the year, the carrier invests whatever is left.

“By grouping with like-minded companies, it is possible to take the insurance carrier out of the picture and put our clients in that seat,” David continued. “By controlling losses, they have the opportunity to earn back that 60 percent.”

For personal property insurance, Tim Lyons, David’s brother, works with “reciprocal exchanges,” which are similar to mutual companies but more selective.

Individuals with high net worth (say, a million dollar home) and a history of fewer claims are welcomed as members of an exchange, Tim explained. Individuals within these groups build up a bank account with the carriers — if there are few losses — and when they leave the arrangement, they get money back. “You have ownership in the carrier and representation through an advisory board,” Tim said. Although few in number, carriers such as this are becoming more prevalent.

Founded in 1984 by David Lyons Sr.,

Workers Compensation

lyonsinsurance.com Wilmington 302.658.5508

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Business Report | January 2017

Rehoboth 302.227.7100

the Lyons Companies now has three locations: Wilmington, Rehoboth Beach and a satellite office in Bethesda, Md. Contact Lyons Companies by email at info@lyonsinsurance.com, call toll-free at (800) 456-5508, or visit online at www. lyonsinsurance.com.

CHEER honors PASA employees

CHEER, Inc. hosted its fall training session recently for employees of its Personal Assistance Services Agency (PASA) at the CHEER Community Center in Georgetown.

Highlights of the evening were the announcement of outstanding employees named as Direct Care Workers of the Quarter and presentation of service pins for five-year intervals of employment. Receiving the honor of Director Care Worker of the Summer 2016 Quarter was Edith Rowley of Georgetown, and named Direct Care Worker of the Fall 2016 Quarter was Pauline Wescott of Bishopville, Md. Edith Rowley has been an employee of CHEER for 10 years. Her customers compare her to the Energizer Bunny because she has “endless energy.”

Customers report that she is always on time and reliable. “A true friend” is what a family member stated about the relationship between Edith and her mother.

Pauline Westcott’s customers all say she “goes above and beyond” when assisting them. They describe her as “a true gem” who is very thoughtful.

It’s the little things that Pauline does for her customers that make her stand out. For instance, she puts together matching garments on hangers so her legally blind customer does not have to struggle to select clothing. Pauline has worked for CHEER for 20 years.

Receiving service pins for their years of employment with CHEER were: 20 years – Laura Pusey, Seaford, and Pauline Wescott, Bishopville, Md.; 15 years – Angeline Hurst, Milton; 10 years – Yvonne Cannon, Millsboro, Darlene Furry, Georgetown and Edith Rowley, Georgetown; and 5 years – Susan Condron, Milford.

For more information about PASA, call 854-9500 or visit www.cheerde. com.

Custom products at Shore United Bank

By Carol Kinsley

Shore United Bank is “not our parents’ bank,” said John Augustus, vice president and commercial banking officer.

Augustus describes the bank’s business practice as a refreshing mix of old and new; relationship banking meets 21st century.

“Our approach to banking is different from everyone else’s. We try to customfit whatever we do, whether lending, deposits or investment, to the clients’ needs, so they feel more like they are dealing with a trusted advisor rather than just someone there to take their order.

We treat customers as individuals. None of our products come out of a box. We approach each client relationship as unique,” Augustus added.

“In our initial discussions, we don’t enter the conversation with preconceived notions about the client. We get to know them and their goals first before we provide any recommendations. Banking

products have become a bit of a commodity, so if I’m not able to provide something of value beyond just a rate, I haven’t done my best for that client,” said Augustus.

Because of this attitude, Shore United Bank is easy to do business with, Augustus said. “I need to be able to sit down with my clients, look them in the eye and explain how they will benefit from what I’m presenting to them. At the same time, we focus on new delivery methods and empower staff to compete in the marketplace to provide solutions in real time. We also offer all of the technology a client might expect from a much larger bank, such as mobile banking, remote deposit capture, and merchant services.”

Shore United Bank has a rich history dating back to 1876. The bank was formed by the marriage of two sister banks, CNB and The Talbot Bank on July 1, 2016. “It was the easiest merger I’ve seen,” said Augustus, who has been in banking since 2001. “We were all part of

the same holding company, staffed with the same people, so merging together allowed us to create efficiencies and focus more on our customers.”

“We offer a full range of products and services from residential mortgages to personal loans and we specialize in small business lending. Whether you are looking to finance a commercial property or a construction loan, we can help,” said Augustus.

Shore United Bank is a member of the Shore Bancshares community of companies, the largest independent financial services company on the Delmarva Peninsula to offer banking insurance, and investment services to families and businesses in the Mid-Atlantic region.

Our community of companies also includes: Wye Financial & Trust, AvonDixon Agency, Freestate & Son, Elliott Wilson Insurance (trucking) and Jack Martin & Associates (boat & yacht insurance).

For a complete list of branch locations, go to ShoreUnitedBank.com.

How can we help you achieve your financial goals?

Whether you’ve been in

Commercial Banking Lenders • Experienced Lenders

business for years or you’re

• Locally Made Decisions

interested in starting a new

• A Trusted Partner

venture, Shore United Bank has flexible loan products and terms to fit the growing needs

• Lines of Credit

of your business.

• Business Expansion Stephen Wright 302.284.1631

Brian Cannelongo 302.449.6320

John Augustus 302.284.1635

ShoreUnitedBank.com Shore United Bank has been rated as a superior 5-Star bank by Bauer Financial for strength, security and reliability.

Rating current as of 12/13/16 based on 9/30/16 financial data

CONNECT WITH US:

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Business Report | January 2017

Realtors to transition to new MLS

BATTLE OF THE BARTENDERS - For the second year, Bethany Blues in Lewes hosted Delaware Hospice’s Battle of the Bartenders. Through their generosity they were able to donate $1,680 to support the programs of Delaware Hospice. This year, patrons tipped their favorite bartender and 100 percent of guest bartender tips were donated to Delaware Hospice. Also, if diners mentioned Delaware Hospice, 20 percent of their dinner orders were donated. The event featured the pouring talents of Steve Alexander, Kara Brasure, Carol Fezuk, Bob Greason, Kathy Jacobs, Jeannie Mack, Bill and Denise McCormick, Steve Morgan, Missy Nalewaik, Kathy Sperl-Bell, and Allison Stine.

BOYS AND GIRLS CLUB DONATION - On behalf of the Chamber of Commerce for Greater Milford, Executive Director Jo Schmeiser (right), presented the Greater Milford Boys and Girls Club Executive Director Tod Van Eyken (left) with a $3,000 check for their help and participation with the 10th Annual Holiday Auction and Tastes of Milford. In 2016, the Chamber of Commerce for Greater Milford donated over $14,000 to local non-profit members. Schmeiser and Eyken are pictured with several members of the Boys and Girls Club’s preschool class.

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Business Report | January 2017

The board of directors of the Sussex County Association of Realtors (SCAOR) is pleased to announce the transition to a new multiple listing service (MLS), which they’re confident will better serve the association’s more than 2,000 members, as well as southern Delaware’s home buying and selling public.

An MLS is a private database that is created, maintained and paid for by real estate professionals to help their clients buy, sell and lease their properties.

The new “Bright MLS” is the merging of two separate services, the Metropolitan Regional Information Systems, Inc. (MRIS) and the Delaware Valley Real Estate Information Network, Inc. (TREND).

The two companies currently serve real estate associations in six states and the District of Columbia.

The merger will unite more than 100,000 agents and brokers under one MLS umbrella and will include 36 realtor associations in its membership.

The creation of Bright MLS will mean the ushering in of the nation’s newest mega MLS system and promises far-reaching benefits to realtor members. Perhaps the most important of these is financial in nature, as agents who currently conduct business in more than one geographic area will now pay dues to just one Multiple Listing Service.

Bright MLS will officially launch on Jan. 1, but SCAOR will not convert until most likely the fourth quarter of 2017.

The states that will be a part of the new Bright MLS, also referred to as “MLS Evolved,” include Delaware, Maryland, Virginia, Pennsylvania, New Jersey, West Virginia and the District of Columbia.

GROUNDBREAKING CEREMONY - Chesapeake Utilities Corporation held a groundbreaking ceremony recently at its new Dover campus, a 20.6 acre site on South Bay Road. The new campus will accommodate employees of Eastern Shore Natural Gas Company (ESNG), Chesapeake Utilities and Chesapeake Utilities Corporation administrative staff and a customer care center. Facilities on the new campus, which are projected to be completed in early 2018, will include a 57,000-square-foot office building and a 36,000-square-foot warehouse. Construction of the new campus is expected to provide up to 300 construction jobs. Approximately 250 employees will move to the new facility from existing locations throughout Dover. The new campus will also be the future location of the company’s second Compressed Natural Gas (CNG) fueling station for public use on the Delmarva Peninsula.

Pictured from left: Jeffry M. Householder, president, Florida Public Utilities Company and Peninsula Pipeline Company, Inc.; Nicole T. Carter, assistant vice president of customer care, Chesapeake Utilities Corporation; James F. Moriarty, vice president, general counsel and corporate secretary, Chesapeake Utilities Corporation; Beth W. Cooper, senior vice president, chief financial officer and assistant secretary, Chesapeake Utilities Corporation; Stephen C. Thompson, senior vice president, Chesapeake Utilities Corporation and chief operating officer, Eastern Shore Natural Gas Company and Sandpiper Energy, Inc.; Robin R. Christiansen, mayor of Dover, Delaware; Michael P. McMasters, president and chief executive officer, Chesapeake Utilities Corporation; Thomas Carper, U.S. Senator for Delaware; Elaine B. Bittner, senior vice president of strategic development, Chesapeake Utilities Corporation; Kevin J. Webber, vice president – business development and gas operations, Florida Public Utilities Company; Jeffrey R. Tietbohl, vice president, Eastern Shore Natural Gas Company; and C. James Moore, vice president, Chesapeake Utilities and Sandpiper Energy, Inc. RIBBON CUTTING - The Greater Millsboro Chamber of Commerce (GMCC) held a ribbon cutting recently at The Wellness Junction with Dr. Randal Horsley and staff. Pictured from left: Kevin Turner, president, GMCC; Kurt Herring, GMCC, board member; Susan Horsley; Dr. Randal Horsley; Sue Cecil; Joe Beail, vice president, GMCC; and Amy Simmons, executive director, GMCC. The Wellness Junction is located at 28253 DuPont Blvd. Millsboro.

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RESTORE DONATION - Discover Bank contributed $100,000 to the new Sussex County Habitat for Humanity Lewes ReStore. This $1.5 million ReStore expansion includes the purchase and renovation of a 10,000 square-foot building, located in Lewes on Rt. 9, three miles west of Rt. 1. The store is scheduled to open on Saturday, Jan. 28. The Georgetown ReStore, located on Depot Street, will continue to serve donors and customers from throughout Sussex County. Pictured, ReStore Manager Mark Quigley, Sussex Habitat Executive Director Kevin Gilmore, Discover Bank Assistant CRA Director Amy Walls, and Sussex Habitat Development Director Jay Gundy.

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Business Report | January 2017

BUSINESS LICENSES BETHANY BEACH Go Wireless Inc.; 33292 Coastal Hwy., Unit 4, Bethany Beach; retailer-electrical goods BRIDGEVILLE Moore, Steven J.; 17836 Meadow Dr., Bridgeville; contractor-residential CAMDEN Aldi Inc., Aldi #92; 390 Walmart Dr., Camden; retailer-grocery supermarket BW Properties; 261 Thomas Harmon Dr., Camden; lessee of tangible property DELMAR Island Concessions LLC, Holy Smoke; 501 N. BiState Blvd., Delmar; retailerrestaurant Matthews, Ashley Lockwood; 36811 Red Berry Rd., Delmar; personal servicesbeautician Poultry Pharmacy LLC, The; 500 N. Bi-State Blvd., Ste. 200, Delmar; retailerchemicals, paints & drugs DOVER 7 El Publishing, 7-El; 411 S. Queen St., Apt. 303, Dover; professional and/or personal services Adams, Cicely H., Phluffy Rides, Dover Mall; 1365 N. Dupont Hwy., Dover; amusement machine owner (decals) All Kare Construction LLC; 32 W. Inner Cir., Dover; contractor-residential Crissman, Charles T., Crissman Cleaners; 1131 N. Dupont Hwy., Dover; professional and/or personal services-unclassified Delicate Taste; 171 Stoney Dr., Dover; retailer-restaurant DSS Services Inc.; 373 W. North St., #B, Dover; contractor-residential Elim Transport Inc.; 301 William St., Dover; drayperson/mover Enyam; 314 Topaz Cir., Dover; lessor of tangible personal property, lessee of tangible property GLCS Company LLC, Green Line Supply Company; 3972 Forrest Ave., Dover; retailer-various products Go Wireless Inc.; 1365 N. Dupont Hwy., #1044, Dover; retailer-electrical goods Harris-Jones Staffing Recruiting; 39 Spruance Rd., Dover; professional and/or personal services Intercom Marketing Inc.; 8 The Grn., Ste. A., Dover; wholesaler-any products Mid-Delaware Family Medicine LLC; 1673 S. State St., Ste. A, Dover; professional services-medical office Nazario, Emilio, Cyber Wardens; 160 Willis Rd., Apt. C, Dover; professional and/ 22

Business Report | January 2017

or personal services Pegasus Management Inc., Mattress by Appointment Dover-DE; 482 Walnut Shade Rd., Unit C., Dover; retailer-furniture & fixtures Phillips, Sherry D.; 103 E. Division St., Dover; retailer-various products Quing, Zhao Wen; 1675 S. Dupont Hwy., Dover; professional and/or personal servicesunclassified Quintessential Style Fix; 148 Willis Rd., Apt 1, Dover; wholesaler-any products Seasons Real Estate Investments LLC; 1810 Windswept Cir., Dover; professional and/or personal services Trotman, Frank W., SDSF Transport; 72 Greentree Dr., Dover; drayperson/mover Wild Rhompus Media, Shelley Koon Photography; 68 Huntley Cir., Dover; photographer GEORGETOWN Erley, Jacqueline M., Erley Riser Renovations; 26412 Fells St., contractorresidential Lima Cleaning; 2 Marcella St., Georgetown; professional and/or personal services Miller, Timothy R.; 26300 Gabby Ln., Georgetown; professional and/or personal services-unclassified Perfect Misfits LLC; 22440 Lewes Georgetown Hwy., Georgetown; retailervarious products HARRINGTON Bordley, Dennis K., Topic Tees; 843 Pleasant Pine Cir., Harrington; retailer-dry goods & apparel Jameson, Lawrence D., Elite Computer Backup, 203 Weiner Ave., Harrington; professional and/or personal services Moffet, William R., WTM Builders; 1262 Gun and Rod Club Rd., Harrington; contractor-residential Steele, Christina R., Staytonville Auto; 1413 Staytonville Rd., Harrington; personal services-motor vehicle service LAUREL Tacaco Alpacas of Delaware LLC; 33 Wilmington Ave., Unit 3, Laurel; retailer-dry goods & apparel LEWES Ash and Dee LLC; 103 2nd St., Lewes; commercial lessor Bartley, Susan A., The Arts Ltd.; 423 W 3rd St., Lewes; retailer-various products Brightwork Partners, Deanna’s and Piccolino; 117 Jefferson Ave., Lewes; retailer-dry goods & apparel

Carmine, Brice J., Brice Carmine Construction LLC; 23182 Camp Arrowhead Rd., Lewes; contractor-residential Delaware Auction House LLC; 16192 Coastal Hwy., Lewes; auctioneer-residential Devin Cornett Services, Trees; 51 Bay Breeze Dr., Lewes; retailer-various products Go Wireless Inc.; 18388 Coastal Hwy., Unite 30, Lewes; retailer-electrical goods Hopkins, Colby T., C and M; 21 Cardiff Rd., Lewes; contractor-residential Mike Keim LLC; 34732 Bookhammer Landing Rd., Lewes; commercial lessor RBFEC LLC; 36450 Plaza Blvd., Lewes; personal services-amusement conductor/ amusement machine owner (decals) MILFORD Joseph, Tamara; 207 NW 3rd St., Milford; professional and/or personal services Lularoe, Abi and Amy; 5 W. Bullrush Dr., Milford; retailer-various products Shockley, Brandon; 795 Milford Harrington Hwy., Milford; personal servicesbail enforcement agents Smith, Norman T, IV; 105 Causey Ave., Milford; personal services-barber MILLSBORO Alfredo’s Painting LLC; 36597 Millsboro Hwy., Millsboro; contractor-residential Bailey, Larry L. Jr., BF & M Services; 28306 Harmony Cemetery Rd., Millsboro; professional and/or personal services Brown, Karen G.; 32973 Shoppes at Long Neck Blvd., Millsboro; direct care worker Elksnis, Justin, J&J Mechanical Services; 16574 Old Mill Rd., Unit 3, Millsboro; contractor-residential Go Wireless Inc.; 31507 Trading Post Plaza, Millsboro; retailer-electrical goods Holmes Roofing LLC; 32641 W. Carteret Ct., Millsboro; contractor-residential Huber Home Services LLC, DBA Huber the Handyman; 26400 Pine Cone Dr., Millsboro; residential contractor/developer Jarron Burton; 26487 Burton Blf., Millsboro; wholesaler-any products Just Integrity LLC; 31284 Riverwood Rd., Millsboro; taxicab/bus operator Thielemann, Richard; 31845 Schooner Dr., Millsboro; contractor-residential SEAFORD Baker, Franklin M.; 26259 Bethel Concord Rd., Seaford; contractor-residential Cedar Creek Marina Inc., Cedar Creek Marine Center; 20676 Sussex Hwy., Seaford; motor vehicle dealer/retailer-various prod-

100 YEARS - O. A. Newton in Bridgeville held a ribbon cutting recently to celebrate their 100th year in business and to introduce their full-service farm and ranch store offering customers the option of purchasing all of their farming, irrigation, and household needs in one location. Over the years, Newton’s has re-invented themselves many times to accommodate the community and their evolving needs. In keeping with “shopping local,” O. A. Newton sells items that are produced locally such as Amity Coffee (Greenwood), T.G. Adams Deer Corn (Bridgeville) and handmade cutting boards (Bridgeville). Owners Rob and Susan Rider look forward to serving the community for many years to come.

ucts DNL Trucking LLC; 21 Woodland Dr., Seaford; drayperson/mover Frank Baker LLC; 26259 Bethel Concord Rd., Seaford; contractor/residential M&R Engraving; 22988 Sussex Hwy., Seaford; professional and/or personal services Milton Cigarette Outlet; 900C Palmer St., Seaford; retailer-grocery supermarket/ retail E911 prepaid wireless services/retailervarious products Tiny Tots Corner; 22137 Atlanta Rd., Seaford; professional and/or personal services SMYRNA First Class Home Care LLC; 113 Needham Dr., Smyrna; professional and/or personal services Olga, Katherine Kilian LLC, Grooming Tails; 116 E. Glenwood Ave., Smyrna; professional and/or personal services Quereshi, Wajih Ul Haq, S H Qureshi Freight Lines; 95 Durham Ln., Smyrna; drayperson/mover Slate Cafe, LLC; 5838 Dupont Pkwy., Smyrna; personal services-pool table operator/retailer-alcoholic beverages/retailer-restaurant Stable Capital LTD; 91 Ormonde Cir., Smyrna; wholesaler-machinery equipment & supplies 23

Business Report | January 2017

Four steps to achieving marketing success in 2017

By Patricia V, Rivera

If you’re starting the new year without a clear idea of how you’ll attract and retain clients online, you may be setting yourself up for failure. Whether you’re running a nonprofit or a professional firm, creating a plan paves a path to success.

Here are four steps to ensure that you get the most out of your digital marketing efforts in 2017: Step 1: Engage your clients and prospects with content.

Give your ideal clients a reason to stay connected and maintain a relationship with you by developing content.

Why content? It’s the best way to drive more new leads, repeat sales and online referrals. Essentially you are using your knowledge and expertise to deliver informative and educational content via email, web, social, video, mobile and print. Before you know it, you have an integrated plan that builds trust, loyalty and an engaging conversation across multiple platforms.

Step 2: Think like an inquisitive journalist.

This is the part where we would need to start talking about developing a content strategy. But that sounds a little too convoluted. Let’s instead focus on answering some basic questions.

Ann Handley, the chief content officer of MarketingProfs and author of “Content Rules,” notes that like good journalism, a content strategy focuses on these fundamental five Ws:

1. Why are you creating the content you’re creating? What are your goals?

2. Who is your ideal client? Why should they turn to you?

3. What do you want the content to achieve?

4. When and how are you going to develop the content?

5. Where are you going to publish?

Your content should support your organizational goals and address the needs of your ideal clients.

The frequency of your initiatives depends on your time and resources. But at the very least, you should consider updating your website or blog once a week, sharing on social media three or four times a week, and sending newsletters once a month. As resources permit, also consider creating short videos — nothing fancy, but definitely something interesting.

Step 3: Repurpose, recycle and reuse your content.

Say you decide to start publishing weekly blogs with the goal of attracting new clients. You’ll incorporate in your blog certain keyword phrases to make it easier for the people who’re looking for your service by leveraging search engines to find you.

Perhaps one of the blogs could be used as an expert column or press release for the local papers.

You’ll also want to share the content on select social media platforms.

Then you can send a few blog excerpts to your loyal customers or supporters through an email marketing campaign. Again, repurpose, recycle and reuse as much as possible.

Step 4: Measure your marketing efforts regularly.

To ensure that you’re reaching your goals, determine in advance what metrics you will track. If your results aren’t as Rivera strong as you’d like, look for ways to improve your content. See what type of content gets the most positive response.

No two organizations are the same.

Each one has a different target audience with unique needs, and metrics will differ.

Some simple metrics to review each month could include: Blog and website: Unique visitors on website, pages viewed, average time on site, bounce rate, response to individual posts Social media posts and videos: Likes, shares, follows, views Email marketing: Click-throughs to website, click-throughs to social networks, click-throughs to additional resources Press releases: Increased website visits around distribution of press releases By implementing strategic content marketing campaigns, your organization can excel in 2017.

Patricia V. Rivera is a marketing consultant and owner of the Hook PR Group, a marketing agency in Lewes for purpose-driven organizations.

NETWORKING EVENT - On Dec. 1, members of the Delaware National Guard leadership led by Delaware’s Adjutant General, Major General Francis D. Vavala, hosted a breakfast and networking event for Kent County business and community leaders at the Smyrna Readiness Center. Over 40 participants took part in an information brief and tour. The Delaware Guard boasts 1,700 soldiers/Army Guard, and 1,100 airmen/Air Guard serving; over 95 percent of the Guard has deployed overseas, in addition to their state response activations. The group was given an overview of the community partnerships and programs the Guard places supports, including their Honorary Commanders program and their signature program, the “War on Hunger,” that has collected over 200,000 pounds of non-perishable goods to local Delawareans. The event emphasized the mission of Delaware’s hometown force of soldiers and airmen, which is to protect the lives and property of Delawareans and support the nation during war. The Delaware Guard is preparing to send over 400 soldiers and airmen to support the upcoming Presidential Inauguration Day. 24

Business Report | January 2017

Business Report Vol. 20 No. 4 PRESIDENT

Bryant Richardson TREASURER

Carol Wright Richardson PUBLISHER

Mike McClure

BECKER MORGAN RECOGNIZED - The American Institute of Architects (AIA) Chesapeake Bay Chapter recently presented Becker Morgan Group with 2016 Merit Awards for William F. Cooke, Jr. Elementary School and Lewes Public Library. The awards recognize excellence in architecture throughout the Chesapeake Bay Region, and were presented at the 2016 Design Awards Gala at the Inn at Chesapeake Bay Beach Club. The 600 student William F. Cooke, Jr. Elementary School is Red Clay Consolidated School District’s first new school in over 10 years.

The new Lewes Public Library (pictured) is the culmination of a six year planning effort which included multiple site options and extensive community involvement in the design effort. The new 28,500 square foot facility nearly doubles the size of the library it replaced in order to address growing population and service needs. The project, which was designed to be reflective of the local seaside vernacular, was designed to be highly energy efficient.

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Business Report | January 2017

BUSINESS DIRECTORY ACCOUNTING Horty & Horty, P.A. Doug Phillips, CPA, Cr.FA 302-730-4560 cpainfo@horty.com 3702 N. DuPont Hwy. Dover, DE 19901

ADVERTISING Morning Star Business Report Mike McClure 302-629-9788 302-629-9243 fax www.msbusinessreport.com sales@mspublications.com 951 Norman Eskridge Hwy. P.O. Box 1000 Seaford, DE 19973

ANTIQUES AND APPRAISALS Academy Street Antiques and Appraisals, LLC William Alexander Edward McWilliams 302-875-1111 P.O. Box 401 Laurel, DE 19956

ARCHITECTS & ENGINEERS Davis Bowen & Friedel, Inc. Michael Wheedleton AIA Randy Duplechain P.E. 302-424-1441 302-424-0430 Fax www. dbfinc.com milford@dbfinc.com 23 N. Walnut St. Milford, DE 19963

CHAMBER OF COMMERCE Bethany-Fenwick Area Chamber of Commerce Kristie Maravalli 302-539-2100 302-539-9434 fax www.bethany-fenwick.org info@bethany-fenwick.org 36913 Coastal Highway Fenwick Island, DE 19944

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Business Report | January 2017

Central Delaware Chamber of Commerce Judy Diogo 302-734-7513 302-678-0189 fax www.cdcc.net jdiogo@cdcc.net 435 N. DuPont Hwy. Dover, DE 19901 Chamber of Commerce for Greater Milford Jo Schmeiser 302-422-3344 302-422-7503 fax www.milfordchamber.com milford@milfordchamber.com 411 N. Rehoboth Blvd.

Milford, DE 19963 Georgetown Chamber of Commerce Angela Emerson 302-856-1544 302-856-1577 fax www.georgetowncoc.com info@georgetowncoc.com 827 E. Market St., PO Box 1 Georgetown, DE 19947 Lewes Chamber of Commerce Betsy Reamer 302-645-8073 Toll Free 877-465-3937 302-645-8412 fax www.leweschamber.com inquiry@leweschamber.com 120 Kings Hwy., P.O. Box 1 Lewes, DE 19958 Greater Millsboro Chamber of Commerce Amy Simmons 302-934-6777 302-934-6065 fax www.millsborochamber.com info@millsborochamber.com 102 Washington St., Suite 6 P.O. Box 187 Millsboro, DE 19966 Milton Chamber of Commerce Lisa Sumstine 302-684-1101 www.historicmilton.com

chamber@historicmilton.com P.O. Box 61 Milton, DE 19968 Rehoboth Beach - Dewey Beach Chamber of Commerce & Visitor Center Carol Everhart 302-227-6446 302-227-2233 ext. 13 302-227-8351 fax www.beach-fun.com carol@beach-fun.com 501 Rehoboth Ave. Rehoboth Beach, DE 19971 Greater Seaford Chamber of Commerce Lynn Brocato 302-629-9690 302-629-0281 fax www.seafordchamber.com admin@seafordchamber.com 304 A High St. Seaford, DE 19973

COMMERCIAL CLEANING SERVICES EASTERN SHORE CLEANING, LLC Chris and Sonice Lee (302) 752-8856 www.easternshorecleaning. com easternshorecleaning@ comcast.net EDUCATION Delaware Technical Community College Corporate and Community Programs Christopher M. Moody, Director (302) 259-6330 302-259-6759 fax www.dtcc.edu/continuingeducation cmoody@dtcc.edu Carter Partnership Center 21179 College Drive Georgetown, DE 19947 University of Delaware Professional & Continuing Studies Tara Kee

866-820-0238 302-831-3292 fax www.pcs.udel.edu continuing-ed@udel.edu FINANCIAL Bank of Delmarva Scott Rukowicz 302-875-5901 302-875-1766 fax www.bankofdelmarva.com srukowicz@bankofdelmarva. com 200 East Market St. Laurel, DE 19956 County Bank 7 Sussex County Locations 302-226-9800 302-226-3182 fax www.CountyBankDel.com 19927 Shuttle Rd. (Main Office) Rehoboth Beach, DE 19971 Del One Federal Credit Union 10 Statewide Locations Amy Resh 302-672-1492 302-739-1790 fax www.Del-One.org amy.resh@del-one.org 270 Beiser Blvd.

Dover, DE 19904 Delaware State Police Federal Credit Union Stephen Cimo 302-856-3501 ext. 120 302-856-2539 fax www.dspfcu.com scimo@dspfcu.com P.O. Box 800 Georgetown, DE 19947 Dover Federal Credit Union Six Statewide Locations Deb Jewell 302-678-8000 www.doverfcu.com 1075 Silver Lake Blvd.

Dover, DE 19904 djewell@doverfcu.com Sussex County Federal Credit Union Jeffery Murphy 302-629-0100 www.sussexcfcu.com jmurphy@sussexcfcu.com 1941 Bridgeville Hwy. Seaford, DE 19973

FUNERAL SERVICES Watson Yates Funeral Home Gary Yates 302-629-8561 302-629-7961 fax Front & King St. Seaford, DE 19973 GRAPHIC/WEBSITE DESIGN Dean Design Marketing Group Stephanie Whitcomb 302-542-9550 www.deandesign.com thestudio@deandesign.com stephanie@deandesign.com 13 Water St. Lincoln, DE 19960 HEALTH Bayhealth Kent General Milford Memorial Pam Marecki 302-744-7013 302-735-3227 fax www.bayhealth.org pam_marecki@bayhealth.org 640 S. State St. Dover, DE 19901 Beebe Medical Center Kelly Griffin 302-645-3220 302-644-9032 fax www.beebehealthcare.org kgriffin@beebehealthcare.org 424 Savannah Rd. Lewes, DE 19958 Nanticoke Health Services Sharon Harrington 302-629-6611 302-629-3211 fax www.nanticoke.org harringtons@nanticoke.org 801 Middleford Rd. Seaford, DE 19973 INSURANCE Farnell & Gast Insurance Joe Gast, CPCU 302-629-4514 302-536-6257 fax www.averyhall.com jgast@averyhall.com cwilliams-wroten@averyhall. com

500 W. Stein Highway Seaford, DE 19973 Lyons Companies David F. Lyons, Sr. David F. Lyons, Jr. Lew Harrington 302-227-7100 www.lyonsinsurance.com info@lyonsinsurance.com 19643 Blue Bird Lane, Unit 8 Rehoboth Beach, DE 19971 M Insurance William Biordi, owner 302-732-6655 302-732-6485 fax www.insuranceservices.com info@insuranceservices.com 32183-9 N. Dupont Blvd.

Savannah Square Shopping Center P.O. Box 8 Dagsboro, DE 19939 INTERNET SERVICE & WEB PAGE DESIGN Delmarva Digital Tim Smith 302-875-7700 302-875-8288 fax www.ddmg.net ddmg.netsales@ddmg.net 220 Laureltowne Laurel, DE 19956 INVESTIGATIVE & DEBT COLLECTION SERVICES Mohr Investigative Services, Inc. James W. Mohrmann 866-370-1004 www.mohrinvestigations.com jmohrmann@mohrinvestigations.com 9 East Loockerman Street, Suite 201 Dover, DE 19901 JEWELERS Holland Jewelers 302-947-1200 Excellence since 1990!

20750 John J. Williams Hwy. Peddlers Village Lewes, DE 19958 www.hollandjewelersinc@ yahoo.com

LEGAL Sergovic, Carmean & Weidman, P.A Attorneys At Law John A. Sergovic, Jr. Shannon D. Carmean Burton Seth L. Thompson Deirdre A. McCarthy Elizabeth Soucek David J. Weidman Shannon R. Owens 302-855-1260 302-855-1270 fax www.scdelaw.com 406 S. Bedford Street Suite 1 PO Box 751 Georgetown, DE 19947 Law Offices of Karen Y. Vicks, LLC 302-674-1100 888-598-8890 kvicks@vickslaw.com 500 W. Loockerman St. Suite 102 Dover, DE 19904 Smith Firm Michael R. Smith, Esq. Chad Lingefelder. Esq. Blake W. Carey. Esq. 302-875-5595 302-280-6592 fax 8866 Riverside Drive Seaford, DE 19973 302-703-6043 302-827-2046 fax 1917 Sea Air Avenue, Suite 2 Rehoboth Beach, DE 19971 MARKETING & PUBLIC RELATIONS Hook PR Group Patricia V. Rivera 302-858-5055 www.hookpr.com patricia@hookpr.com 135 2nd Street, 2nd Floor Lewes, DE 19968 PAYROLL/HUMAN RESOURCES SUPPORT ADP, LLC Kevin Neale, District Manager 610-357-0218 www.adp.com Kevin.Neale@adp.com 800 Delaware Avenue 27

Wilmington, DE 19801 PORTRAITS Portraits In The Sand Dave Koster 302-226-9226 302-226-8424 fax www.portraitsinthesand.com businessreport@portraitsinthesand.com 110 White Oak Rd. Rehoboth Beach, DE 19971 PRINTING & PROMOTIONS Rogers Graphics Darrell Fearin 302-856-0028 dmvprinting.com print@rogersgraphics.com 26836 Lewes Georgetown Hwy Harbeson, DE 19951 Print Shack Inc. 302-629-4430 302-629-4056 fax www.printshackde.com 9203 Brickyard Road Seaford, DE 19973 REAL ESTATE Callaway, Farnell and Moore, Inc. 302-629-4514 800-966-4514 www.cfmrealestate.com admin@cfmnet.com 500 W. Stein Hwy. Seaford, DE 19973 Coldwell Banker Resort Realty Skip Faust 302-227-5000 office 302-745-8764 cell 302-227-5008 fax www.skipfaust.com skip@skipfaust.com 20184 Coastal Hwy. Rehoboth Beach, DE 19971 YOUR BUSINESS Include your business in this directory.

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Business Report | January 2017