Morning Star Business Report

morning star

Business Report JULY 2011

Fitzgerald Salvage and Recycling

A household name on the Delmarva Peninsula for more than seven decades

Community Spotlight

THE QUIET RESORTS HIDDEN TREASURE Delaware Center for the Inland Bays

PARTY with the Best!

JULY 21 < Chase Center On The Riverfront

PRESENTED BY

5:00 VIP Preview Party / 6:00 Main Event

TICKETS & DETAILS // bestofde.com / 302.504.1364 / tickets@delawaretoday.com CURRENT SPONSORS &

www.HorizonServices.com

Blue Cross Blue Shield of Delaware • Costco Wholesale • Pettinaro • State Janitorial Supply

Boys & Girls Clubs of Delaware • Nemours/Alfred I. duPont Hospital for Children • Ronald McDonald House of Delaware GRANT RECIPIENTS Delaware AeroSpace Education Foundation • Delaware Guidance Services for Children & Youth, Inc. BENEFICIARIES

Business Report | July 2011

Surgery on Monday.

Beach on Friday!

Get back to doing the things you love quickly, thanks to the da Vinci® Surgical System.

If you need surgery, you owe it to yourself to learn about all of your medical options, including the most effective, least invasive surgical treatments available.

The da Vinci® Surgical System allows patients to recover more quickly and with less pain than many traditional surgeries. The system puts our surgeons' hands at the controls of a state-of-the-art robotic platform, enabling them to perform even the most complex and delicate procedures through very small incisions with unmatched precision.

The da Vinci® Surgical System makes surgery seem like a walk on the beach. To learn more, you can call 1-866-BayDocs or visit us on the web at http://www.bayhealth.org.

upply

We’re transforming our care for You! Business Report | July 2011

4

from the editor Home ownership still a great investment

R

eal estate continues to be one of the best long-term investments, according to the Sussex County Association of Realtors.

“While it may be hard for people who have bought their homes in the last five years to see it right now, owning your own home is one of the best long-term decisions anyone can possibly make,” says Sandy Greene, SCAOR president.

The association reports that despite the current economy, home values in Sussex County have remained strong, especially when compared to the rest of the country.

“We have had to weather the storm, to be sure, but I think we have effectively done so and are optimistic in the months and years ahead,” says Greene. “As long as we have the Atlantic Ocean close by and a low tax rate, people are still going to want to buy homes here.”

The association reports that despite the recent turmoil in the nation’s real estate and banking markets, the majority of Americans still believe in the

value of owning their own homes..

A survey released recently by the National Association of Home Builders of 2,000 likely voters in next year’s presidential election found that 75 percent of respondents felt that owning a home was worth the risk.

And 95 percent of homeowners said that they were happy with their decision to buy a home.

According to the National Association of Realtors, the sale of a home priced at $173,000 generates $58,529 in economic activity, including fees for real estate agents and title companies, the SCAOR reports. That figure includes furniture and services such as landscaping.

“There’s no question that owning your own home, whether new or existing, is a sound financial decision over the long term,” says Greene.

The Sussex County Association of Realtors is a resource for the public, and an advocate for property rights. Learn more about the Sussex real estate industry by visiting www.scaor.com.

Daniel Richardson THE GREATER GEORGETOWN Chamber of Commerce

Linking Business with the Community 302-856-1544 | info@georgetowncoc.com

www.georgetowncoc.com

July 6, 1st Wed. - Economic Development Council Meeting, 12 noon, Georgetown Wesleyan Church - 618 North Bedford St., Georgetown. All are welcome & lunch is provided!

July 6, 1st Wed. - Board of Directors Meeting, 4 pm, the new Chamber Office at the old Insurance Market Office 20632 Dupont Blvd., Georgetown. All are welcome to attend!

July 13, 2nd Wed. - Chamber Breakfast Meeting, 7:30 pm, The Brick Hotel on the Circle. Our Special Guest Speaker is Roger Marino, Entrepreneur, Philanthropist & Corporate Community Relations Director of Mountaire Farms. $9 per person at the door. RSVP by noon on Tues. July 12th. Call 856-1544.

July 20, 3rd Wed. - Chamber Mixer from 4:30 pm to 6:30 pm. Hosted by Bayhealth’s Bryan P. Villar, M.D. - 25 Bridgeville Rd. in Georgetown. This is the chamber’s monthly ‘after hours’ event that provides excellent opportunity to network with other professionals and promote your business. For more information, call 856-1544.

July 27, 4th Wed. - Luncheon Meeting, 12 noon at The CHEER Center - Sandhill Rd., Georgetown. Special Guest Speaker TBA. $10 per person. Please RSVP by 3 pm on Monday, July 25th to 856-1544.

Business Report | July 2011

Business Report Vol.14 No.09

EDITOR

Daniel Richardson

COMPOSITION

Cassie Richardson Elaine Schneider Tina Reaser

SALES

Chris Redman Rick Cullen Sutton Joseph Melissa Perdue

C O N TA C T

Morning Star Publications 302-629-9788 P.O. Box 1000 Seaford, DE 19973 businessreport@mspublications.com sales@mspublications.com

Focusing on the ambition and innovation that make Delaware businesses unique.

please recycle this magazine Photos iphoto, stock.xchng

5

[contents] 07 / 11

16 20

23

REAL ESTATE

Real estate market seeing slow, steady progress

By LYNN PARKS COMMUNITY SPOTLIGHT - THE QUIET RESORTS

By CAROL KINSLEY FINANCE COLUMN Tenant Inducement Packages: When structured properly, they can benefit both lessor and lessee

By BRIAN STRATTON, CPA

COVER STORY Fitzgerald Salvage and Recycling. A household name on the Delmarva Peninsula for more than seven decades.

By JAMES DIEHL

24

HIDDEN TREASURE

25

26

CHAMBER NEWS

23

Delaware Center for the Inland Bays

BY CAROL KINSLEY

GUEST COLUMN Have you considered managed print services in your office?

By Sherri Holder

26

HEALTH REPORT

32

BUSINESS DIRECTORY

photo by Eric Young (www.youngsstudio.com)

6 14

photo by Tiffany Rosenberg

16

On the Cover

Fitzgerald Salvage and Recycling has been an integral part of the community for more than 70 years. Story on page 23. Pictured are (L to R) Jack Fitzgerald, Karen Fitzgerald, Kim Attix, Nick Fitzgerald, Scott Fitzgerald. Back row, John Fitzgerald, Nikki Fitzgerald, J.T. Fitzgerald.

Photo by Eric Young (www.youngsstudio.com) Business Report | July 2011

6

| CH A M B ER NEWS

Chamber

Phone

Key contact

Bethany-Fenwick

539-2100

Delmar Georgetown

Dues*

Members

Fax

Carrie Subity

$211

800

539-9434

846-3336

Diane Johnson

$60

76

846-3336

856-1544

Karen Duffield

$150

460

856-1577

Laurel

875-9319

Connie Lewis

$125

125

875-5908

Lewes

645-8073

Betsy Reamer

$195

432

645-8412

Milford

422-3344

Jo Schmeiser

$165

250

422-7503

Millsboro

934-6777 Amy Simmons

$150

260

934-6065

Milton

684-1101 Georgia Dalzell

$150

120

684-1101

Rehoboth-Dewey

227-2233

Carol Everhart

$215

1303

227-8351

Seaford

629-9690

Paula Gunson

$150

340

629-0281

Central Delaware

734-7513 Gina Aurora

$200

868

678-0189

Delaware State

655-7221

$299

2800

654-0691

Bill Stephano

* 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. For Delaware State Chamber special rate applies if business already belongs to another chamber.

PORT The Rehoboth Beach-Dewey Beach Chamber of Commerce (RBDBCC) recently held a ribbon cutting ceremony for PORT to celebrate the opening of the new Dewey Beach restaurant. Located at 1205 Highway One in Dewey Beach, PORT offers fresh, local food and drink. For more information, visit www.portdewey.com. From left, front row: Dawn Lytle, Holly Clark, Mitch King, Zack King, Diane Hanson, mayor for the Town of Dewey Beach, Marty Barrett, RBDBCC. Back row: Chris Wiggins, Citizen’s Bank, Jason Kaplan, Logan Barker, Inton Moyuynivog, Nico Allenbaugh.

EDITOR’S NOTE The article “Hiring summer staff?” on page 30 of June’s Business Report was written by Suzanne Kountourzis, Human Resource Director with Horty & Horty, P.A., a Delaware accounting firm with offices in Dover and Wilmington.

Business Report | July 2011

CHAMB ER NEWS

| 7

BOOKEND CAFé The Bethany-Fenwick Area Chamber of Commerce joined The Bookend Café in Fenwick Island to celebrate their grand opening on May 13, with a ribbon cutting. Employees, family, friends, customers, chamber staff, ambassadors and board members joined owners Janilyn Elias and Jeff Fetterman (with scissors) for the ribbon cutting ceremony. Visit The Bookend Café located at 300 Coastal Hwy., in Fenwick Island, to enjoy specialty coffees while browsing gently used books and gift items. For more information, visit www.thebookendcafe.com or call 302-537-BOOK (2665).

Strategic Tax Planning Audit Services Profit Analysis

Fraud Protection Business Valuation Human Resource Consulting

www.horty.com • 888.968.7168 Horty & Horty, P.A. • Certified Public Accountants 29 Bancroft Mills Road • 4th Floor • Wilmington, DE • 19806 3702 North DuPont Highway • Dover, DE • 19901

Business Report | July 2011

8

| CH A M BER NEWS JOSEPHINE’S DAUGHTER Josephine’s Daughter, a boutique and gallery, has opened at 40 Baltimore Ave., in Rehoboth Beach. Co-owners Debbie Wilkins and Deb Wilkins-Schiffer started the business two years ago and officially became partners when the business incorporated in February. “This move to Rehoboth (from Lewes) is the culmination of a dream,” says Deb Schiffer. “I have wanted to have a boutique in Rehoboth since I was sixteen; having Debbie join me in the business helped make it possible.” Both women grew up in the Dover area where Debbie Wilkins still resides. Deb Wilkins-Schiffer has lived at the beach since 1994 and her family roots are in Sussex County. Josephine’s Daughter is open daily, 10 a.m. to 9 p.m. For more information, call 260-9577.

MOSQUITO AUTHORITY The Rehoboth Beach-Dewey Beach Chamber of Commerce (RBDBCC) held a ribbon cutting ceremony recently for Mosquito Authority who offers a Barrier Spray Program enabling you to reclaim and enjoy your backyard free of mosquitoes. They return once every three weeks throughout mosquito season to reapply the solution. For more information, visit www.themosquitoauthority.com or call 226-2004. From left are Meghan McCalley, RBDBCC; John Ghabra, Mosquito Authority; Andrew Wertz, Mosquito Authority Service Technician; Katie Handy, Sign*A*Rama.

Business Report | July 2011

9 CAPITAL ONE The Rehoboth Beach-Dewey Beach Chamber of Commerce (RBDBCC) held a ribbon cutting ceremony for Capital One on Friday, June 3, to celebrate its grand re-opening at the Rehoboth Beach location at 19268 Old Landing Road. The Rehoboth Beach branch is a full service bank which offers variety of financial services, residential and commercial lending, and a full line of bank products. Attending the ceremony are front row, from left: Meghan McCalley, RBDBCC; Dharam Ablashi; George Patrick Canan; Craig Eichler, Capital One district manager; Robert Morton, Capital One Rehoboth Beach branch manager; Yolanda SuttonMiller, Capital One Sales & Service coach; Carol Everhart, RBDBCC. Back row: Randolph C. Smith; James Jackson; Jay Wingate, Capital One Visigoth; Katherine Hundzinski, Capital One Rehoboth Beach assistant branch manager; Eugene Chap; Jennifer Koester; Zulma Arroyo-Loomis; Joe Brake.

SOLé The Rehoboth Beach-Dewey Beach Chamber of Commerce (RBDBCC) held a ribbon cutting ceremony for Solé on Monday, June 6, to celebrate its grand re-opening. The Baltimore Avenue restaurant now called Solé originally opened 13 years ago as Café Solé, a takeout/ deli restaurant that fulfilled a dream of owner Lauren Cox-Ristenbatt.

Since its opening the “cute little café” has evolved into one of Rehoboth Beach’s favorite restaurants. Two months ago, the year-round operation closed for a major renovation project which included building a new entrance on Baltimore Avenue and moving walls to accommodate a bigger dining area. Also new are large built-in booths and a bar made of 200 year old reclaimed wood. For hours of operation and daily menu selections, call 227-7107. From left are Marvin Carney, Delaware Beach Book; Meghan McCalley, RBDBCC; Zack Parnell, RBDBCC; Beverly Cox, Solé; Lauren Cox-Ristenbatt, Solé; Ed Cox-Ristenbatt, Solé and Becky Carney, Delaware Beach Book.

THRASHER’S The Bethany-Fenwick Area Chamber of Commerce joined Thrasher’s French Fries to celebrate their grand opening at 108 Garfield Parkway in Bethany Beach, on May 27, with a ribbon cutting. Mike Jones (with scissors), president; Dean Langrall, director of sales and marketing; Les Morris, general manager were joined by employees, family, friends, customers, chamber staff, ambassadors and board members to celebrate. Through five generations and 82 years, Thrasher’s has changed hands only twice. For more information, call 410-289-9100.

Table Top Trade Show

The Rehoboth Beach-Dewey Beach Chamber of Commerce invites you to attend the 7th Annual Table Top Trade Show held in conjunction with Business After Hours. Thursday, July 21, from 5 to 7 p.m. at Outlet Liquors on Route 1, Rehoboth. For more information, contact Kate Bell at 227-2233, ext. 11 or events@beach-fun.com.

Business Report | July 2011

10

| CH AM BER NEWS

HARRY & DAVID The Rehoboth Beach-Dewey Beach Chamber of Commerce recently held a ribbon cutting ceremony for Harry & David to celebrate 16 years in Tanger Outlets Seaside. Located in Suite 1720 of the Tanger Outlets Seaside, Harry & David carries party snacks, appetizers, drink mixes and sweets. From left, front row: Cristin Carr, Stephanie Caruso, Kathy Benson. Back row: Barbara Stelle, Linda Palmer, Linda McSwain, Tanger Outlets, Michele Baker, Amy Norgate, Tanger Outlets, Beth Kristick.

DEL SOL The Rehoboth Beach-Dewey Beach Chamber of Commerce recently held a ribbon cutting ceremony for Del Sol to celebrate their move from the First Street Station to 216A Rehoboth Ave., in Rehoboth Beach. Del Sol is the worldâ&#x20AC;&#x2122;s largest retailer of color changing accessories and apparel. Founded in 1994 in Utah, they now have over 120 locations worldwide. From left are Katie Handy, Sign*A*Rama; Rhonda Franz, UPS; Greg Becker, co-owner; Lewis Dawley, co-owner; Jason Garden, IMJ Productions; and Becky Carney, Delaware Beach Book.

Business Report | July 2011

Solutions Integrated provides comprehensive development from start to finish

By Lynn R. Parks Rare is the company that can take a development project from beginning to end, providing engineering services, helping with permit processes, even designing fountains and street signs — and that is also willing to take on a small job like designing landscaping for someone’s back yard.

Solutions Integrated Planning Engineering and Management, on East Market Street in Georgetown, is just such a company, said CEO Frank Kea. “We are unusual, especially on the Eastern Shore,” Kea said. “We can do all these things.”

The company was started in February 2010. Projects it has worked on include Baywood Greens, where Solutions designed the community’s fountain and is working on plans for sections that are yet to be developed, Pelican Point at Long Neck, for which it did land planning and engineering and also shuttled plans through the county approval process, Woodlands at White’s Neck in Accomack, Va., and Forest Landing near Selbyville. It also planned and managed the recent renovation project of the McDonald’s at Route 1 and Delaware 24 north of Rehoboth Beach and is working on another McDonald’s, in Onley, Va. Most of its jobs are on the Delmarva Peninsula, Kea said. But Solutions recently completed a land plan for Eleven Oaks, a community in Fairfax, Va. Kea said that so far, his company is doing well, in spite of the fact that it was started at a time when construction starts are down. He attributes its success to the fact that with just four employees, “we are fast and lean.” In addition, “we are really tied into what our clients are trying to achieve,” he said. “We know what developers want and we get it to them fast. We don’t burden them with problems.”

As for the future, “we would like to grow a little bit,” Kea said. But he doesn’t see Solutions moving off the peninsula, or even to another town. “We like Delmarva, we like Delaware and we like Georgetown,” he said.

“We feel that here, we are close to the center of activity.”

For your information Details about Solutions Integrated Planning Engineering and Management are available by calling (302) 297-9215 or on the company website, www.solutionsipem.com.

Business Report | July 2011

W H B

HITE

OUSE

EACH

BOAT SLIP RENTALS 4 MARINAS TO CHOOSE FROM Mobile Home Park & Marina

North Shore Indian River Bay ~ Long Neck, Delaware

302-945-3032 | whitehousebeachinc.com

Business Report | July 2011

Delaware Today to host 23rd annual Best of Delaware event Delaware Today Magazine will host the 23rd annual Best of Delaware party on Thursday, July 21, at the Chase Center on the Riverfront. Designed to raise money for charities and cultural institutions, the Party features the Best of Delaware winners cited in the July issue of the magazine. With nearly 100 exhibitors, including over 50 of the First State’s best restaurants, Delaware Today’s Best Of Delaware Party will again feature some of the area’s best live entertainment, food and drink.

In its 22-year history, the event has raised more than $1 million for local charities. This year’s beneficiaries include Boys & Girls Clubs of Delaware, Nemours/ Alfred I DuPont Hospital for Children and Ronald McDonald House of Delaware.

The VIP Party begins at 5 p.m. with the main event to immediately follow at 6. For $75 per person at the door, $70 in advance, be the first to enter the VIP Party and enjoy the festivities.

The main event, 6 to 9 p.m., costs $70 per person at the door, $55 in advance.

Group rates are available at $50 per person. Additional details and the opportunity to purchase advance tickets are available at www.Delawaretoday.com.

To accommodate the event's philanthropic objectives, the Today Media Charitable Foundation was created in 2004.

The Foundation, through Delaware Today's Best Of Delaware Party each year, donates thousands of dollars for local beneficiaries.

In addition to this year's beneficiaries, the Today Media Charitable Foundation also donates grants each year to local cultural arts groups and other local charities. This year's grant recipients include Delaware Aerospace Education Foundation and Delaware Guidance Services for Children & Youth.

Marla McTeer celebrates 25th anniversary

In Touch ™ Messaging Remote Control

Of Your Security System

Gerry Thomas, broker of Robinson Real Estate, announces that Marla McTeer recently celebrated 25 years of service. Marla is the company’s executive secretary and rental property manager. She has been a licensed realtor for the past 16 years and is a top producer within the firm. To reach Marla, call 629-4574 or 228-6318.

Serenity Garden dedicated at LifeCare LifeCare at Lofland Park and Nanticoke Health Services held a ribbon cutting ceremony on May 17, with an open house for the dedication of the Serenity Garden at LifeCare at Lofland Park. Enjoyment of the Serenity Garden and refreshments were provided behind LifeCare at Lofland Park, along the water’s edge. Tours of the facility were also provided.

The Serenity Garden at LifeCare is the vision and passion of Sussex Technical High School student and Seaford resident, Scott Bell. The garden, located on the south side grounds at LifeCare, features a boardwalk, gazebo, wheelchair accessible raised gardening and planting areas for residents, patients and their families to find solace, serenity and reprieve.

Studies show that therapeutic gardens and the use of horticultural techniques can reduce up to 37% of the affects of dementia and decrease the progression of the disease.

Contact the Nanticoke Health Services Foundation at 629-6611, ext. 8944 or morrisr@nanticoke.org and learn about the different options on how you can support the Serenity Garden.

FREE Wireless Key Fob An $85.Value

Manage your security system from anywhere with your cell phone and stay in touch 24/7 whether home or away on vacation or business.

Personalized Service By

Call Today

800-244-2261

800-244-2261

Wilmington • Milton • Dover www.securityinstrument.com

Celebrating Our 50th Year

Delaware’s Only Local UL Listed Central Monitoring Center

Security • Fire • CCTV • Access Control • Residential • Commercial

Scott Bell, Sussex Technical High School student and Seaford resident, stands at one of the Serenity Garden’s wheelchair accessible raised gardening and planting areas for the residents of LifeCare at Lofland Park.

Business Report | July 2011

14

Real estate market seeing slow, steady progress

By Lynn R. Parks in May, the National Association of Realtors downgraded its earlier prediction of how many homes would be sold in 2011.

Existing home sales will rise just 5 percent over last year’s sales, the association said, down from its earlier prediction of a 7.7-percent increase.

Sales of homes in Sussex County in 2011 aren’t on track to meet that rosy prediction of a nearly 8-percent increase. But they should well exceed that 5-percent prediction, said Ruth Briggs King, executive vice president of the Sussex County Association of Realtors.

Last year, from January through May, 873 single-family homes sold in Sussex County.

This year, during that same period of time, 933 homes have sold. That’s an increase of

• Planning • Landscape Architecture • Urban Design • Engineering • Consulting • Graphic Design/Branding • Project & Development Management Owner’s Representation Tel: 302.297.9215 www.solutionsipem.com Email: ideas@solutionsipem.com

132 East Market Street, Suite B PO Box 416 Georgetown, DE 19947

Business Report | July 2011

nearly 6.9 percent.

“Things aren’t like they were during the peak in 2005 and 2006,” King said. “Our sales then were the highest we’d ever seen and we’re not even close to that yet. But we have stabilized and we are starting to see things going up.”

In fact, she said, in every month this year, sales have exceeded those from the previous month. “We are seeing slow, steady progress,” she said. “We are happy about that, and that’s what we are hoping for in the future.”

All of this does not mean that sales are up in every corner of the county. Association president Sandy Greene, who said that she sees the real estate market as “bouncing along the bottom,” added that in some areas of western Sussex County, “we are seeing nearly nothing.”

She added, “Sales of inland properties are very soft.”

The recent announcement by Allen Family Foods, based in Seaford, that it has declared bankruptcy will only make that situation worse, she predicted. “We were working with Allen’s to try to bring home ownership to its employees,” she said. “Of course, that has ended because if you’re worried about your job, you’re not going to be buying a house.”

Sales of beach-area properties are doing better, something that typically happens this time of year, Greene said. “It’s a seasonal market,” she said. “People want to buy at the beach in late winter or spring because they want to have something for the summer.”

In 2010, the total value of the homes that sold from January through May in Sussex County was $272.5 million. The average selling price of the homes was $312,224.

(According to the National Association of Realtors, the sale of a home priced at $173,000 generates $58,529 in economic activity. “Everybody is affected by real estate sales,” Greene said. “If people aren’t buying homes, they aren’t buying new furniture and placing orders for new landscaping.”)

This year, January through May, the total value of the homes sold was $288.9 million, an increase of 6 percent. The average selling price of the homes was $309,616, down about 1 percent from last year.

Another sign that things are improving: Sales of commercial real estate are also on the increase, King said. As of May 31, 22 com-

mercial properties had sold in Sussex County, for a total value of $11,841,500.

“We are starting to see improvement in commercial sales,” King said.

King attributes the increase in sales to several characteristics of Sussex County. First, as is always the case in real estate, is its location, she said. “Our proximity to the beach is attractive to a lot of people,” she said.

“As long as we have the Atlantic Ocean close by and a low tax rate, people are still going to want to buy homes here,” added Greene. “And that will keep us stronger than most areas moving forward.”

The second reason that people want to live here is the county’s low tax rate, King said.

Many people who move here are escaping from states with much higher property tax rates than Sussex County has.

Third, she said, is the quality of life that Sussex County residents enjoy.

“People still want to retire here,” she said.

Increasingly, houses are being paid for with cash, meaning that as markets slowly improve in other areas, people who have been trying to sell homes there and buy here are finally able to do so, she added.

Both King and Greene said that they are optimistic about the future. When sales really start picking up will depend on national trends in jobs and consumer confidence, Greene added. And she said that she is starting to see what she called “frugal fatigue,” when people become tired of holding onto their money and waiting for the bottom of the market.

“We won’t know when the bottom is until things start to turn upward,” she said. “People are starting to realize that there may be risk in buying a home now, but it’s worth it.”

The Sussex County Association of Realtors (SCAOR), chartered in 1949, has about 1,200 members, real estate agents as well as brokers. Its members are based in many states, King said, but primarily in Delaware and in Sussex County. The association’s mission is to “promote and enhance services for real estate professionals in Sussex County.”

It enforces the National Association of Realtors’ code of ethics, King said, offers continuing education courses and maintains a listing of properties that are for sale, for its members as well as for the public. Additional information is available at its website, www. scaor.com.

Some lessons leave an impression that will last a lifetime.

Studies show that home ownership has a significant positive impact on educational achievement, civic participation, health and overall quality of life. That’s why, for more than 100 years, REALTORS® have helped people find their piece of the American Dream. To find out how home ownership can benefit you, talk to an agent who is a REALTOR®, a member of the National Association of REALTORS®.

Every market’s different, call a REALTOR® today.

©2011 National Association of REALTORS®.

Download a free copy of the Field Guide to the Benefits of Home Ownership at HouseLogic.com/buyandsell.

Sussex County Association of REALTORS® Georgetown, DE 302-855-2300 www.scaor.com Business Report | July 2011

16

| TOW N SPOTLIGHT

An update on our

s t r o s e R t Quie

Business Report | July 2011

Photo by Tiffany Rosenberg

17

Bethany Beach photos by Tiffany Rosenberg

By Carol Kinsley

Fenwick Island, Bethany Beach, Ocean View, Millville ... this quartet of towns surrounding the trio of inland bays in the southeast corner of Delaware see their populations swell enormously during the summer months.

Bethany Beach

Mayor Tony McClenny of Bethany Beach said, "The crowds are descending upon us.

We had a very busy Memorial Day. Most merchants should be happy. The crowds were huge!"

Bethany Beach's population goes from 1,000 people in the winter to an estimated 15,000 in the summer. Based on conversa-

tions with real estate agents, McClenny expects a pretty good crowd all summer.

"Rentals are up this early in the season compared to last year."

Two trolleys are in operation, going all over town from one end to another for the token payment of 25 cents. It takes 30 minutes to make a loop of the one-mile square town. "We had 30,000 ride the trolley last summer. I'd ben willing to make a small wager it will be higher this year."

Parking, he admits, is somewhat difficult.

Residents can get free permits for parking.

The town is finishing up streetscape work, but that won't impact parking or access to anything, McClenny insisted. "They're drilling two holes per week for new poles (for electrical wiring). Only a 10-foot area is disrupted for that time."

Flag Day has come and gone but the traditional parade is scheduled for the Fourth of July, when Main Street will be blocked off and lined with people for 90 minutes or more. Volunteers manage the parade. The town gives them office space, a desk and computer without charge and "they do all the rest," McClenny said, from arranging funding for floats to encouraging kids to decorate their bikes. The town's fire department will be out in force along with representative pieces of equipment from neighboring towns. Politicians from councilmen to U.S. legislators and sometimes even the governor, make an appearance. The Boy Scouts hand out water to those in the parade and there are prizes for the best floats as well as a prize for the nicest-looking decorated home in town.

"It's an old-time, old-fashioned parade.

Business Report | July 2011

18

Fenwick Island State Park. Photos by Cassie Richardson

Everyone just has a good time," McClenny said. And afterward, people from all over relax on the beach for a half hour of fireworks.

Of course, the beach is a draw, but the town arranges other events which help line the coffers of businesses located in the twoblock area close to the beach. McClenny explained that the town arranges — and pays for — entertainment at bandstand events a couple of times a week. "The town does it, 1) to try to support businesses and 2) to try to have things for citizens (and tourists) to do," he said.

"We did make a decision at the council level to raise taxes 16 cents per $100 valuation ... because of the difficult times we've been having." He credited the town's 36 fulltime employees — "some of the nicest, most dedicated people you'd ever want to meet" — for taking on more responsibilities and duties in order to continue services without hiring more workers. Town employees are pitching in to fulfill the state's unfunded mandate on recycling, he said, "and they're doing it in a nice manner, not griping and complaining. We've very proud of our town employees."

The police force does add seasonal offiBusiness Report | July 2011

cers and, of course, life guards are on duty at the beach. Junior lifeguard training is offered in the summer.

McClenny concluded, "After Labor Day, things quiet down and by November we're back to our winter population and activities.

Fenwick Island

Town Manager Win Abbott said, "A number of different economic indicators point to this being a good if not great summer for Fenwick Island. For example, the sale of seasonal parking passes sold in May (at $400 for the whole summer) exceeded sales last May. That's a good sign.

"Also, building permits have increased leading up to summer, which means people have money to spend to add porches or fix up their properties."

Finally, an outlier in statistics, is the news of the first six million-dollar home sale on a property at the very best location in town.

"That's another indication that property values in Fenwick Island remain solid," Abbott said. "It's all good new for business."

Two more items are on tap that will be good for business and the town as a whole in the long-term. One is beach replenishment, under federal funding, which was to have

been done in February and has been rescheduled and rescheduled again and is now put off until August. The timing is "out of our control," Abbott said, "but it is something that does need to be done."

Another thing that needs to be done is installation of sidewalks, a project that has been discussed for more than 10 years. With the whole town, including one commercial mini mall, stretched along two miles of coastal highway, only 200 feet of sidewalk have been built, Abbott noted. "Families with children find it impossible to walk from their hotel to a restaurant and, unfortunately, once they're in the car, they could just as easily drive to Ocean City."

An engineering firm was hired; there have been numerous public workshops; and the town is almost ready to advertise for bids. When the value of the project is known, the town can apply to the federal Economic Development Agency for funding. The project has already been approved, Abbott said, by the Delaware Economic Development Office, "so we're pretty sure of federal funding because the state vetted the proposal first." Federal funds could pay half the cost.

"It just may happen next year and that would be good for business," Abbott said.

19 Ocean View

Located a mile from the Atlantic Ocean and a mile from the Indian River Bay, Ocean View was founded in 1889 and grew slowly, eclipsing the 1,000 population mark (fulltime residents) with the 2000 Census. That was then. Town Manager Conway Gregory said the population this summer will swell from 1882 to more than 5,000 in the summer, with transients in and out. "We benefit from tourists coming to spend time on the beach," he said. Bear Trap Dunes Golf Course and the adjacent Village at Bear Trap Dunes where development started 10 years ago and already 600 homes have been sold, have played a part in the growth of Ocean View. A lot of the homes there are rented out for a few weeks in the summer, Abbott noted. He added that rental licenses are now required, but it's impossible to tell how many people are using them. Two free events are scheduled in the Concerts in the Park series this summer. Held at John West Park, the concerts "are for our residents," Abbott said, "but open to others." In addition to the free musical entertainment, there will be free ice cream.

The Delaware National Guard Brass and Woodwind Quintets will perform at 7 p.m. on July 7. (Note, the Guard's Marching Band will be at Bethany Beach's July 4 parade at noon.) On Aug. 12, Junior Wilson will provide the musical entertainment.

One claim to fame for the town is the beginning of the poultry industry on Delmarva, which began in 1923 when Mrs. Wilmer Steele of Ocean View started a brood of 500 chicks. The number of chickens raised on the peninsula in 2010 was nearly 600 million. The 2011 Chicken Festival held in Georgetown in mid-June was expected to draw 20,000 visitors over the weekend.

RPCs - Residential Planned Communities.

Creekside and Cedar Cove are built out.

Millville by the Sea, a master plan community, when built out will contain nearly 3,000 homes. Windhurst Manor, The Coventry, Bishop's Landing and Dove's Landing â&#x20AC;&#x201D; the latter two by Beazer Homes â&#x20AC;&#x201D; are building and selling right now. Also approved are two as-yet-unnamed developments, one called H&D Subdivision and the other Millville Town Center Phase III. Several owners of the new properties plan to rent out their homes at least part of the time. "The town is financially stable," proclaimed Botchie. "We haven't had to raise taxes or fees in quite a few years. We just put a 2,900-square-foot addition onto town hall."

The second floor of the addition houses an emergency operations center and the town has struck a deal - rather than forming its own police force - to provide office space for State Police operations in exchange for added police presence. There's a good fire department which also provides ambulance service.

Skipping summer events, Millville will hold its 3rd Annual Great Pumpkin Festival in October. The event was a huge success the first two years. And next spring or summer, there is hope for a farmers' market.

The Inland Bays area seems to be growing by leaps and bounds, and not just in summer. It's a nice place to visit â&#x20AC;&#x201D; and a nice place to live.

Millville

Just a mile west of Ocean View is Millville, a little town originally a half-mile square that grew up around a saw mill in the late 19th century. Crops and livestock were raised in the fields cleared of timber.

People farmed, fished and crabbed. The 1910 Census was nearly 200; the 2009 population was 287. But the 2010 population, counting only full-time residents, was 544, according to Town Manager Deborah Botchie.

Millville started annexing property in 2000 and has quadrupled in size to 2 square miles. Millville has no beach, but it has

Business Report | July 2011

20

| FIN AN CE COLUMN

Tenant Inducement Packages: When structured properly, they can benefit both lessor and lessee

By BRIAN STRATTON, CPA

In today’s competitive real estate market, commercial property managers face major challenges in keeping occupancy rates high.

Trying to achieve that objective opens the door to significant incentives for prospective tenants, and for current tenants renewing their leases.

The type of incentives offered during negotiations can have significant tax implications for both lessor and lessee. When structured properly, these inducement packages can yield favorable tax results for both parties. When tax angles are ignored, both risk incurring hidden costs and unpleasant tax results.

As lease terms grow more complex, and as dollar values and duration increase, the more important it is for both lessor and lessee to have their CPA and their attorney review the tax implications before a contract is signed. (If the incentive is small — worth no more than $5,000 — or has an impact that lasts less than a year, there’s little need to worry about tax issues.)

Here’s a summary of the tax issues involved in some common leasing incentives.

Cash payments: To start with a simple example, let’s assume the lessor offers the tenant $20,000 to sign a 10-year lease. That may help the lessor fill the space and help the tenant pay some bills but, tax-wise, it’s a bad deal for both. Why? The lessor has to amortize the payment over the length of the lease, so the write-off is only $2,000 a year and the tenant has to report the entire $20,000 in income in the year that it’s received.

Moving expenses: If the lessor instead offers the tenant $20,000 to cover moving expenses as part of a 10-year lease, there’s minimal tax savingsfor the lessor because the $20,000 still has to be written off at $2,000 a year. This scenario is more beneficial for the tenant - even though the $20,000 has to be declared as income, the $20,000 payment to the mover offsets it, so there are typically no net tax consequences.

Lease takeover: To attract a new tenant

Business Report | July 2011

to lease more spacious quarters at $2,500 a month, the lessor agrees to take over the last 18 months of the tenant’s current $2,000 monthly lease in another building. The lessor comes out ahead in net income and deducts the $2,000 payments as a business expense. If possible, he sublets the space for some of the remaining 18 months to minimize his losses.

The tenant, presumably, is happier in the new office space and has no tax consequences.

Lease buyout: Change the takeover to a buyout and the tax issues change. Suppose the lessor offers to write a $36,000 check to cover the final 18 months of the tenant’s old lease. This doesn’t help the lessor, tax-wise, because he must amortize the payment over the length of his tenant’s new lease — writing off $3,600 a year if the new lease is for 10 years. There is typically no net tax impact for the tenant — the $36,000 incentive from the new landlord is income, but that’s offset by the matching deduction of the $36,000 payment to the old landlord to get out of the lease.

Rent holiday: Let’s assume that the lessor offers the new tenant the first six months of a 10-year lease rent-free. As far as taxes are concerned, this is a good deal for both sides.

Although the lessor loses potential income, the expenses incurred in managing the property are still deductible. For the tenant, not having to pay rent for six months is indisputably a good deal - and there are no tax consequences either.

In structuring a rent holiday, watch out for Section 467 of the IRS Code. Simply put, the Internal Revenue Service wants to make sure incentives are driven by market conditions, not by tax-avoidance considerations.

Six months without paying rent sounds reasonable on a 10-year lease; not paying rent for five years out of 10 might look like a tax dodge.

If that’s how the IRS interprets the deal, it could require both lessor and lessee to recalculate their taxes as if the rent payments were distributed equally over the term of the lease.

Section 467 does not come into play unless total rent payments, with all lease extensions included, exceeds $250,000.

Stepped rent: With stepped rent, monthly payments start low and increase as the lease term goes on – for example, $1,500 monthly for the first five years, then $1,750 for the next five years, then $2,000 for the final five.

Lessees like starting low and locking in the increases; lessors like having the higher base at the end as the starting point for renewal negotiations.

Again, the main concern here is not running afoul of Section 467. Make sure the steps are dictated by market conditions.

Starting the lease at $500 a month and boosting the second and third steps to $2,250 and $2,500 might not change the value of the lease, but it could make the first step look like tax avoidance.

Construction and finishing allowances: These incentives are the most complicated of all, both in the negotiations and in their tax treatment, but they’re an essential part of many leases because tenants want their new space to have the ideal arrangement for their operation.

The problem here is that neither party wants to be considered the “owner” of any long-term improvements, because they must be depreciated over 39 years, regardless of the lease term. (When the lease ends, any remaining depreciation can usually be written off at once, but until then it’s a slow process.)

Whenever finishing allowances are involved, it’s best to involve your lawyer and CPA, spell out the ownership considerations in the lease and be sure to abide by them when filing subsequent tax returns.

When negotiating your next lease, aim not only for a good deal but for tax-favorable terms that make the deal a great one.

About the Author Brian Stratton, CPA, is a Director with Horty & Horty, P.A., a Delaware accounting firm with offices in Dover and Wilmington.

Your Scrap is Worth Ca$h! loCAllY oWNed SINCe 1935

Fitzgerald’s Wants

Your:

• Copper • Aluminum • Brass • Stainless Steel • Batteries • Wire • Lead • Light iron • Heavy steel • Cars, trucks, trailers We deliver & pick up

roll oFF dumpSterS.

We acc ep electro nics, ce t & comp ll phones uters!

17115 Fitzgeralds Rd, Lincoln, DE Jesus recycles people. We recycle cars & more!

302-422-7584 FitzgeraldsOnline.com

Open: Monday-Friday: 8am-4pm • Saturday: 8:00-Noon Business Report | July 2011

22

| COV ER STORY

Fitzgerald Salvage and Recycling A household name on the Delmarva Peninsula for more than seven decades

By James Diehl One of America’s most watched television programs in the mid 1970s was Sanford & Son, featuring the often hilarious tales of a lovable junkyard owner, his comically frustrated son and the business the two of them ran together, for better or for worse.

It was a popular program, to be sure, but it also furthered the stereotype of the great American junkyard, one that Scott Fitzgerald and his family have been fighting ever since.

Scott is a vice president of Fitzgerald Business Report | July 2011

Salvage and Recycling, as are his brother John and his sister Kim. His business is anything but the dirty, unorganized, struggling to survive monstrosity that was featured on television – but he’s been working hard to change that perception for decades.

“Most people don’t expect to be treated well at a business like ours. They think of the stereotype of an old man chewing on a cigar and cussing a lot, with mean dogs running around and junk lying everywhere,” says Fitzgerald. “Sometimes, people who own businesses like ours aren’t the nicest people

to deal with, but hopefully we’ve been able to change that image some.”

John Fitzgerald, Scott’s grandfather, founded Fitzgerald’s Auto Salvage in 1935.

In the early years, the business pretty much dealt in car parts, collecting old automobiles and pulling pieces off of them for resale.

The business gradually converted to the customer-friendly, environmentally conscious scrap metal recycling business it is today over the course of many years. Nearly 75 people are employed by Fitzgerald’s in 2011. The company is owned by Scott's parents, Jack

P

23

Photo by Eric Young (www.YoungsStudio.com)

and Karen Fitzgerald, as well as their three children.

With their popular faith-based slogan – "Jesus Recycles People, Fitzgerald’s Recycles Cars and More" – Fitzgerald’s has been a household name on the Delmarva Peninsula for more than seven decades.

The items they’ll buy for recycling span a wide range. Anything from a soda can to a fire truck, if it’s made of metal they’ll buy it, process it and resell it. And they’ve been doing it for many years, “before recycling was cool,” says Fitzgerald with a smile.

Not only has the family been in the recycling business since before it was cool, but also since before it was as complicated as it is today. With the recent spike in commodities prices over the last few years, certain metals are now in high demand and bring top dollar.

But with the higher prices have come increased governmental and environmental regulations.

Because of the rising prices, more companies have entered the scrap metal field. As such, the Fitzgeralds have had to rely more on their name and on their reputation in southern Delaware to succeed in today’s market.

“With so many more businesses like ours trying to buy and sell the same product, we’ve been trying hard to maintain our image, and even improve it,” says Fitzgerald. “We don’t want people to think of us as a mom and pop type operation, but as a modern business that treats its customers well.”

The Lincoln-based company buys scrap metal from a multitude of different sources, from industrial facilities to farmers and everything in between – they even have an old fire truck sitting on their property right now that will need to be scrapped because of a cracked frame. In the past, they’ve bought tractors, they’ve bought carnival rides, they’ve bought jet engines, they’ll even buy the typical aluminum soda cans.

If it’s made of metal, the Fitzgeralds want to talk to you – as long as it isn’t stolen.

“With metals being more valuable, we’ve had to be even more careful lately and keep an eye out for anything that looks suspicious,” Fitzgerald says. “We require a driver’s license or government ID for anything that we purchase and we keep a copy along with all of our records in our everexpanding server. And if anything sends up a red flag, we’ll call the State Police.”

For copper and brass sales, Delaware law requires that scrap dealers collect one form of

identification and hold on to the product for seven days before reselling it. But Fitzgerald’s more stringent policy has resulted in several arrests of individuals in recent years who have tried to sell stolen property at their location.

“For a while, I was either calling or getting calls from the police five or six times a week. But that’s slowed down a lot because we finally let the people know that if you’re trafficking in stolen materials, you’re going to get caught if you deal with us,” says Fitzgerald.

“We don’t want to deal with people like that, so we would rather they go somewhere else.

We really go out of our way to cooperate with the police in any way that we can.”

There are now members of a fourth generation of the Fitzgerald family, John's sons J.T. and Nick, working at the long-time Sussex County business, which belongs to both the Georgetown and the Milford chambers of commerce. The company, and the family, has established a reputation of honesty, hard work and integrity over its 76 years in the First State.

Whether in the early years recycling car parts, or today’s 21st century business dealing in all types of scrap metal, the business has evolved from its humble beginnings into a modern, hard-run business that is an integral part of the community.

The mission of Fitzgerald Salvage and Recycling is to put its Christian values in action and help the community and the environment by paying a fair price for scrap metal and providing affordable auto parts, while maintaining a safe and environmentally-friendly place of operations for the benefit of its customers and its employees.

“I think the most successful metal recyclers today are the ones that look and act like legitimate businesses, not like the old junkyards of the past,” says Fitzgerald. “People expect more from us now than they did 40 years ago, and they should. We don’t want people to think of us as they used to think of junkyards, with the whole junkyard dog stereotype. We try not to even call them junkyards at all anymore.”

Fitzgerald Salvage and Recycling is located on the southbound side of Route 113 in Lincoln, on the corner of the highway and Fitzgeralds Road. Their hours of operation are from 8 a.m. to 4 p.m. Monday through Friday and from 8 a.m. to noon on Saturdays.

Learn more about the company by calling 302-422-7584, by visiting www.fitzgeraldsonline.com or via Facebook at www.facebook. com/fitzgeraldsonline.

Business Report | July 2011

24

HIDDEN TREASURE

Delaware Center for the Inland Bays Protecting Rehoboth Bay, Indian River Bay and Little Assawoman Bay

By Carol Kinsley Report cards are out, but before you file them away and head for the water to cool off, consider the “Wetlands Report Card” issued last year by the Delaware Center for the Inland Bays. The wetlands help supply clean water, provide wildlife habitat and protect property from flooding and coastal erosion; however, due to filling and alteration, the wetlands aren’t performing as well as they might.

The “tidal wetlands” at the edge of the bays, regularly flooded by tides, scored a D+. These wetlands are 28 percent “severely stressed” and 56 percent moderately stressed.

Recommendations are to minimize development adjacent to wetlands, restore natural distribution of water and control invasive plants.

The “riverine wetlands,” occurring next to natural streams, provides storage for floodwaters and groundwater and helps clean the water before it moves downstream. The riverine wetlands scored a D. Thirty-six percent of these areas are severely stressed.

Recommendations are to restore channelized streams to more natural streams and, again, control invasive plants.

The “flat wetlands” are found at the headwaters of the watershed and on very low sloped lands. Given a grade of B-, these wetlands are faring better, with 18 percent severely stressed and the balance divided between moderately and minimally stressed.

Recommendations are to protect large forest blocks, restore natural distribution of water and implement sustainable forest management.

Based in Rehoboth Beach, the Delaware Center for the Inland Bays is the “hidden treasure” for this month, but the real treasure Business Report | July 2011

is the three bays it serves to protect: Rehoboth Bay, Indian River Bay and Little Assawoman Bay, separated from the ocean by a narrow spit of land stretching from Dewey Beach to Fenwick Island. With the help of many partners both public and private, the CIB works to improve water quality in the Inland Bays.

Executive Director Ed Lewandowski said CIB has a full-time staff of seven, plus two part-timers and a number of seasonal instructors in the educational programs. While there are hundreds of paid members, even more important are the 200 or more volunteers who help in CIB’s programs. Pat Drizd, herself a volunteer, is the volunteer coordinator.

“We have a partnership with the Town of Bethany Beach to assist with the Bethany Beach Nature Center,” Lewandowski said.

Located just past Grotto’s Pizza on Route 26, about a mile from Route 1, the center has a nature trail that is open dawn until dusk.

Seasonal instructors and volunteers conduct a Saturday morning program for children in the summer.

Last month, Lewandowski said, a community planting day was held at the center.

Community members planted a demonstration rain garden in the swale area which collects rain runoff from nearby businesses. Since this water is discharged to wetlands, modifying the area and planting an effective rain garden will slow the flow of water, trap nutrients and remove pollutants.

CIB also works with a concessionaire at James Farm Ecological Preserve in Ocean View - an oasis of wild land on Indian River Bay. Lisa Daisey, the proprietor of Eco Bay

Kayak Adventures, provides tours for CIB along with information on inland bays issues.

CIB manages James Farm for the county, which received the property as a gift from the late Mary Lighthipe, a descendant of the James family who had farmed the land for generations. The land was given in memory of her son Harold, with the condition that it be used for environmental education and recreational activities. School programs are held there in spring and fall and there’s a kids’ camp, sunset tours, an annual barbecue in October and a “Gardening for the Bays Native Plant Sale” in May. In addition to habitat restoration, education and outreach, CIB works with scientists on research that will help people make better decisions about things that impact the bays. Lewandowski said one recent research project conducted with the Department of Natural Resources and Environmental Control was a hard clam density and distribution survey to assess the hard clam population in the inland bays.

For a beautiful evening of “friend-raising” as well as fund-raising, join CIB for “Decked Out” on July 28, for desserts, drinks and drums on the deck! Catch a fantastic sunset over the Indian River Inlet while sampling dessert creations from your favorite local eateries. Festive cocktails and steel drum music make this a don’t miss event. Perdue Farms will be a major sponsor of event as in years past. The party is at CIB headquarters at 39375 Inlet Road in Rehoboth.

For more information, membership or to volunteer, call 226-8105 or visit the website at www.inlandbays.org.

GUEST COLUM N

| 25

Have you considered managed print services in your office?

By Sherri Holder

Do you truly know the actual expenses related to the laser and ink-jet printing in your office?

Most companies are trying to reduce or control business expenses and at the same time maintain or increase office productivity. If this statement is true why have so few offices considered a managed print solution?

One of the most unknown expenses in the office is related to office laser printing; toner cartridges, maintenance kits, service costs related to fixing printers and the replacement expense when a printer “breaks.” Have you ever said, “it is less expensive to buy a new printer than to fix the broken one?”

Most companies today know exactly what they spend on the office multi-functional copier. That device was either leased or purchased and most companies pay per page for black/white and color images. There are no unexpected expenses for repairs, toner cartridges or replacement costs. Your copier vendor may have told you a few years ago that you should shift all the desktop printing to the digital copier. We now know five years later that desktop printers are here to stay because not all the volume can be shifted to the copier.

I recently came across an organization that unbelievably has more printers than employees. It is time to implement a Managed Print Services Program and bring these expenses under control.

So what can you do? Follow these recommendations to help your company save up to 30% in printing expenses.

1. Understand what Managed Print Service (MPS) really means - According to the Managed Print Services Association, MPS is the “Active management and optimization of document output devices related to business processes.” Let’s restate that definition another way; MPS is a comprehensive program combining all expenses and management related to laser printing in the office into a fixed budgeted cost per page. Once these expenses are identified and then fixed, your company should expect a substantial savings compared

to the current method of managing these devices.

2. Do a little research - Contact and interview several MPS providers. Find a company you can partner with because they are not all the same. Some provide fragments of MPS; toner but no repairs for example. Others will expect you to completely replace your entire fleet of printers in order to set up an MPS solution. Certain MPS providers are local to your area and a few are national providers but sub-contract their services. A proven long term track record may be beneficial when choosing a business partner. In other words, build your criteria for choosing an MPS solution provider 3. Get an assessment - Invite a Managed Print Solution provider into the office to provide a 30 to 90 day assessment. There should be no cost to you for the assessment. MPS providers generally know they will reduce expenses related to laser printing for your organization. Therefore, the expense should be on the MPS provider. The assessment must include every printer in your company. A “walk through” is recommended and allow the MPS provider to create a floor plan of all your print devices. The assessment must include secure data capture software designed to retrieve the meter information from the printer.

4. Identify all related expenses - This is perhaps the most challenging exercise. It is critical to be able to relate a company’s expenses to the print usage for all print devices. Be honest with yourself about all the expenses. Identify toner cartridge expenses, parts and labor expenses, including existing personnel that may have the responsibility of fixing printers in the office. Should they spend their time fixing and solving printing issues or can they be more valuable solving other IT related projects. Other expenses related to printers are overstocked inventory, old inventory not matching printers in the office, administrative expenses related to paying invoices and managing all the vendors relationships associated with the current way of doing business. Some MPS providers will expect you to accept industry standards for print costs.

My concern is when a company over-inflates

industry costs to show a higher than expected savings so the customer never receives an accurate comparison. Since the assessment is going to last a minimum of 30 days, spend the time identifying your company’s true expense for printing.

5. Expect an executive summary - An executive summary is the best way to make sure the assessment, analysis and expected recommendations match your company objectives.

This is the time to review recommendations and develop a shared vision for a three year partnership. It is also the time to make sure the information obtained during the assessment is valid. Make sure the vision is shared with several key members in your company such as the CFO/controller, purchasing/office manager and key department managers that a MPS strategy impacts the most. The anticipated outcome of the executive summary will be an appointment to discuss the financial impact and implementation agenda 6. Discuss the implementation proposal The final step in the MPS process is to discuss the financial impact and implementation agenda of the agreed upon executive summary. The final proposal should identify the significant savings available through a comprehensive MPS solution.

Managed Print Services is one of the best strategies for controlling expenses and managing multiple print devices within every business. One last suggestion is to avoid drawing a conclusion that MPS is not for your business or that your company is not big enough to implement this type of solution. Let the MPS expert’s help you decide if your business is a candidate. The analysis, when done correctly, always provides important information.

In many cases the analysis alone is valuable business information that will help you see the impact of printing in the office.

About the author Sherri Holder is the sales manager for Hilyard's Business Solutions in Salisbury, Md. You can find out more about Hilyard's by visiting www.hilyards.com.

Business Report | July 2011

26

HEALTH REPORT Nanticoke named one of the best places to work Nanticoke Health Services has been named to the 2011 Becker's Hospital Review/ Becker's ASC Review list of the Best Places to Work in Healthcare.

The 2011 list was developed through nominations and research.

Recipients were selected for their demonstrated excellence in providing a work environment that promotes teamwork, professional development and quality patient care. Recipients come from hospitals, health systems, surgery centers and large physician practices.

Employing 1,100 employees across three entities, Nanticoke Health Services runs a fullservice community hospital, a long-term care facility and a network of employed physicians.

The system has implemented several tools to communicate with its many providers, including a monthly newsletter, required staff meetings, quarterly town halls and a CEO blog posted on the employee intranet. An objective online performance evaluation tool is used to give evaluations a shorter turnaround time and provide clearer, standardized feedback.

NHS' active Employee Activity Committee plans regular events to promote staff bonding. Employee recognition programs are also

Nanticoke Health Services has been named to the 2011 Becker’s Hospital Review/ Becker’s ASC Review list of the Best Places to Work in Healthcare.

in place.

“Nanticoke’s employees work hard to support the organization, patients, each other, and the community at large,” said Barbara Hendricks, director of human resources.

Tracy Passwaters, an ultrasound technologist at Nanticoke Health Services, had been with NHS for eight years when she was

recently diagnosed with breast cancer. "The people that work at this hospital, they do the same thing for everybody. It is just now I have had the shoe on the other foot, and I have been able to see it first hand," she says. "The majority of the people that work at this hospital were born and raised here; they have that sense of 'home' here."

High-tech imaging lowers radiation exposure Bayhealth Medical Center has unveiled a new, high-tech CT-scanner which will provide higher resolution images while dramatically lowering patients’ radiation exposure. Bayhealth Diagnostic Imaging has acquired the Discovery CT750 HD, the world’s first high definition Computed Tomography (CT-scan) system, which reduces a patient’s radiation exposure by as much as 50 percent.

It is the first such CT-scanner available in Delaware.

“By providing high definition image clarity, we’ll enhance our ability to diagnose illnesses and present your physician with the information he or she needs to provide you with the very best care. At the same time, we will be able to reduce your exposure to unnecessary radiation,” said Medical Director of CT Services Ravi Kasat, MD. The Discovery CT750 HD features the GE Gemstone detector, a new scintillator (a substance which emits light when hit by x-rays) which is 100 times faster than any other CT-scanner detector and generates higher resolution images than previous systems. The quicker illumination dramatically reduces the radiation emitted. The high definition clarity enables radiologists to study images as small as a single grain of sand.

Business Report | July 2011

Bayhealth CT Supervisor Marcus Woodward assists Ryan Scott into the Discovery CT750 HD.

27 Bayhealth earns American Heart Association award

Bayhealth celebrated the GWTG Award on June 6 at Bayhealth, Milford Memorial Hospital. From left: Stephanie Rhoads, Sharon Coleman, Tasheema Galarza, Dr. Harvey Lee, Pamela James, Joanne Fletcher, Lora Harper, Michele Beauchamp and Susan E. Conley.

From left: Senior Vice President & Chief Medical Officer Gary Siegelman, Administrative Director of Operations of the Cardiovascular Service Line Louisa Phillips, Cardiac Cath Lab Manager Barbara Smith, Senior Vice President & Chief Nurse Executive Bonnie Perratto, Senior Vice President & Chief Operating Officer Deborah Watson, Laurie Saint Clair, The American Heart Association’s Stephanie Rhoads, Vice President of Medical Affairs Eric Gloss, Director of Care Management Joanne Fletcher, Sharon Coleman, Tasheema Galarza, Dianne Shlan and Diane Fithian.

Bayhealth Medical Center has earned the American Heart Association’s “Get With The Guidelines – Heart Failure Gold Performance Achievement Award.”

The Gold Performance Achievement Award recognizes Kent General Hospital and Milford Memorial Hospital for exceeding an 85 percent compliance with core standards for treating heart failure patients during the past 24 months.

“Get With The Guidelines” is a quality improvement initiative that provides hospital staff with core standards developed from evidence based guidelines for treating heart failure patients and preventing future hospitalizations.

Under GWTG–Heart Failure standards, heart failure patients immediately receive risk reduction therapies and medication.

They may also receive alcohol/drug abuse and thyroid management counseling as well as referrals for cardiac rehabilitation.

Bayhealth Medical Center has successfully maintained these quality measures for the past 24 consecutive months.

Beebe presents study at national conference Beebe Medical Center’s environmentally responsible, pharmaceutical waste program has received attention on the national level and was presented to healthcare leadership during the Joint Commission’s 2011 Annual Conference on Quality and Patient Safety in June.

The Joint Commission is an independent organization that accredits and certifies health care organizations and programs throughout the nation; its national conference represents a premier industry forum for the sharing of innovative ideas and best practices that lead to the highest standards in quality and patient safety.

Beebe Medical Center, which traditionally has followed industry standards in the disposal of pharmaceutical waste, began working with Stericycle, Inc. three years ago to implement an improved and more cost effective program that assures pharmaceutical waste does not end up in landfills or in public water systems. Instead, Stericycle incinerates all pharmaceutical waste following state and federal laws and regulations. Pharmaceutical waste includes prescription drugs, such as partially used IV bags of intravenous medications, loose tablets or capsules, and partially used tubes of cream and ointment.

Sam Roberts, RPh, MS, director of pharmacy at Beebe Medical Center, led the effort and made the presentation on June 9 in Chicago.

“The most important outcome of this program is that no pharmaceutical waste from Beebe Medical Center will end up in a landfill where it can eventually contaminate the groundwater,” said Roberts, who has

been at Beebe Medical Center for 13 years. “What also is important about this program is that 94% of the plastic containers, where the pharmaceutical waste is stored at the medical center until it is collected by Stericycle, are treated and used again, diminishing expenses to our organization and impact on the environment.”

Beebe Medical Center generated more than 32 tons of pharSam Roberts, director of pharmacy maceutical waste during the twoat Beebe Medical Center year case study which was presented at the Joint Commission’s quality and patient safety event. The case study shows two years of data detailing how much pharmaceutical waste Beebe Medical Center collected, sorted and disposed. It also revealed that the medical center saved an estimated $51,000 by reusing the plastic waste containers.

“This is the first time that a medical center has done a study of this kind, giving the industry an opportunity to see the benefits of sustainability programs and how hospitals can be good environmental stewards in a cost-effective manner,” Roberts said.

Business Report | July 2011

28 | HEALTH R EPORT Auxiliary presents Beebe Medical Center with check The Beebe Medical Center Auxiliary recently presented Beebe Medical Center with a check for $305,000 at the Auxiliary's annual meeting in May. The check represents the single largest annual gift the Auxiliary has given to Beebe Medical Center.

The funds will be used for a new, larger interfaith chapel at the hospital in honor of the Auxiliary’s 75th anniversary this year. The chapel, to be located within the hospital, is in the planning stages.

This year’s donation tops the Auxiliary’s gift in May 2010 of $300,000, which was the first donation made toward the Capital Campaign to expand the Beebe School of Nursing. That campaign officially began this past May. In recent years, Beebe Auxiliary has raised nearly $3 million for Beebe Medical Center programs and services.

Donations are made from funds the Auxiliary raises through a variety of activities. Its members contribute thousands of hours at the Beebe Treasure Chest Thrift Shop, the Medical Center Gift Shop and through various activities such as the annual Fun Fest and merchandise sales.

Fifteen members were honored for 30 or more years of service. They include: Jean Cochran (1954), Elaine Dewey-Shupe (1975), Nancy Horneck (1980), Sally Jones (1981), Marie Knox (1974), Doreen Lyons (1977), Ruth Macintire (1956), Alice Masterson (1972), Anna B. Moore (1974), Better Moore, (1960), Dorothy Pedicone (1980), Thelma Rowland (1976), Doris (Ginger) Snowden (1974), Gertrude Tharp (1955), and Jackie Travis (1954).

The Auxiliary also recognized three people for their outstanding support of the organization during the past year. They include: Gerry Smith, director, Materials and Transportation for Beebe Medical Center; Dave McGown, systems analyst, Beebe

Nurse of the Year Ruth Hudson, RN was named “Nurse of the Year” by her Nanticoke Health Services’ peers for best representing the hospital’s motto, “Always Caring. Always Here.” Ruth has given more than 35 years to nursing at Nanticoke Health Services and has gone above and beyond her every day duties as a member of the Infection Prevention Committee and of Nanticoke Health Services’ Ethics Committee. She also chairs several unit-based committees. She is a certified chemotherapy nurse and a member of the Delmarva Oncology Nurses Interest Group. Shown here, Nanticoke’s Chief Nursing Officer, Penny Short (left), Vice President of Clinical Operations, Don Tricarico (right), and Medical Surgical Director, Rachel Gardner (right), present Ruth with a “Nurse of the Year” gift. On either side of Ruth, are her husband, James L. Hudson (left) and her son, Fred Hudson (right).

Business Report | July 2011

These Beebe Auxiliary members have given more than 325 years of combined service to raising money for Beebe Medical Center: Mike Clemmer, Auxiliary president, stands in the back. Middle row, from left: Anna Beebe Moore, Dorothy Pedicone, Ginger Snowden and Nancy Horneck. Front row: Elaine Dewey-Shupe and Doreen Lyones. William Swain Lee was present during the ceremony.

Medical Center; and John Mazzotta, former Exalted Ruler of the Elks Cape Henlopen Lodge #2540 who, with other members of the Elks, served as cooks and teachers at the annual Fun Fest.

The Beebe Auxiliary, established in 1936, is the oldest fundraising arm associated with Beebe Medical Center.

The organization has 253 members, having gained 50 new members over the past year. To join or to learn more, call 6453538, leave a message and someone will return your call.

NEW GARDEN Members of the Kings Creek garden club recently began a volunteer effort to beautify the sensory garden at Gull House, Beebe Medical Center’s adult day care center in Rehoboth Beach. The garden gives guests a chance to enjoy tranquility in a space filled with vegetation, flowers, birds and butterflies.

From left are club members Judi Pezone, Carol Burn, Pat DeVoll, Beth Magnus and Jane Perkins who purchased soil and planted flowers. They will return regularly to maintain the garden. Kings Creek Garden Club is affiliated with Kings Creek Country Club. For more information about Gull House, call 302226-2160.

142 East Market Street • P.O. Box 751 Georgetown, DE 19947-0751 P 302-855-1260 • F 302-855-1270 www.scdelaw.com

Bayhealth welcomes new pediatrician The Pediatric and Adolescent Center and Bayhealth Medical Center have recruited pediatrician Maria Childers, M.D., to join Bayhealth-Milford Memorial Hospital.

Dr. Childers has Dr. Childers served as a pediatrician for 13 years. After earning her medical degree from Robert Wood Johnson Medical School at the University of Medicine and Dentistry in New Jersey in 1998, she served a pediatric residency at New York Presbyterian Hospital at Cornell University. She has served as a pediatrician in Ohio and Pennsylvania, including service as clinical instructor of pediatrics at Thomas Jefferson University Hospital in Philadelphia. Fluent in Spanish and English, Dr. Childers will be especially valuable in serving non-English speaking families in Kent and Sussex Counties. She will serve at the Pediatric and Adolescent Center in Milton.

Business Report | July 2011

30

BUSINESS LICENSES Bethany Beach A Doc at Your Door; 54055 Starfish Ct., Bethany Beach; professional services-medical office Coastal Living Market; 120 Central Blvd., Bethany Beach; retailer-food (except restaurant) Five Guys Operations LLC; Five Guys Burgers & Fries; 111 Garfield Pkwy., Bethany Beach; retailer-restaurant Bridgeville Chilel Ramirez Saturnino; 12945 Russell Rd., Bridgeville; reconciliation purpose code Hammond, Donnell E., Heaven Sent Child Care; 10551 Sunnyside Rd., Bridgeville; professional and/or personal services Lique, Benz Rene; 8804 Cannon Rd., Bridgeville; reconciliation purpose code Regal Construction LLC; 16579 Sand Hill Rd., Bridgeville; reconciliation purpose code Delmar RCI Sealing; 38444 Sussex Hwy., Delmar; contractor-residential Dover Affordable Roofing LLC; 70 Humpsman Dr., Dover; reconciliation purpose code All Kleaning Service; 1523 John Clark Rd., Dover; professional and/or personal services Ayika Elliott, Vega American; 923 McDowell Dr., Dover; professional and/or personal services Beverages and Beyond Distributors; 1131 N. Dupont Hwy., Dover; tobacco products retailer Bradbury, Tina; Circle That Date; 523 S. Red Haven Ln., Dover; professional and/or personal services Brown, Terron; 140 N. Governor Blvd., Dover; reconciliation purpose code Byler’s Store Inc.; 1368 Rose Valley School Rd., Dover; lessor of tangible personal property Capital Coin Assets, First State Coin Co.; 53 Greentree Dr., Dover; retailer-various products/wholesaler-metals Caring Hands Elder Care Services; 378 Kentland Ave., Dover; professional and/or personal services Chesapeake Waffles LLC, Waffle House #1753; 4003 S. Dupont Hwy., Dover; retailerrestaurant Daniels, John C., Delaware Correctional Officers Association, Lawn Services; 615 S. Main St., Dover; professional and/or personal services-unclassified

Business Report | July 2011

Delaware.com, Inc.; 28 Old Rudnick Ln., Dover; advertising agency ELG LLC; 108 E. Water St., Dover; broker Examnow Marketing LLC; 58 Freedom Dr., Dover; reconciliation purpose code Fred Meyer Jewelers Inc., Littman Jewelers; 1365 N. Dupont Hwy., Ste. 3096, Dover; retailer-various products Health-Com Inc.; 310 Alder Rd., Dover; retailer-dry goods & apparel Henry, David M., Skunk Workz Specialized Hauling; 1609 John Clark Rd., Dover; drayperson/mover JJE Construction Inc.; 124 W. Sheldrake Cir., Dover; contractor-residential KKris Inc.; 99 Cent Power; 784 Walker Rd., Dover; retailer-dry goods & apparel LAHE Community & Youth Center LLC; 230 E. Sheldrake Cir., Dover; professional and/or personal services-unclassified Little Guppies Family Child Care; 1013 Paw Paw Pl., Dover; professional and/or personal services-unclassified M&HO Inc.; 1051 N. Dupont Hwy., Dover; retailer-food (except restaurant) Midnight Source Inc.; 613 Fox Pointe Dr., Dover; professional and/or personal services MRH Consulting; 70 N. Fairfield Dr., Dover; contractor-residential O’Neill Alexandra; 351 Kearsney Ct., Unit A3, Dover; professional and/or personal services Rippin Twine Lacrosse; 337 N. Bradford St., Dover; professional and/or personal services-unclassified Veterans Preference Projects/VPP; 73 Greentree Dr., #162, Dover; professional and/ or personal services Vitamin Shoppe Industries Inc., The Vitamin Shoppe; 1141 N. Dupont Hwy., Dover; retailer-various products Zellman, Carl; 311 Pond View Lane, Dover; contractor-residential

Hernandez Perez; 15728 Sharps Mill Rd., Greenwood; contractor-residential Demarest Enviro & Property Management; 104 Sussex Ave., Greenwood; contractorresidential Hearn, Steven E., Steven Hearn Enterprises; 8179 Champion Ln., Greenwood; personal service-motor vehicle service White Manor Farm LLC; 11339 Sussex Hwy., Greenwood; professional and/or personal services

Georgetown Hodge, Brandon L., Nautical Star Builders Inc.; 216 W. Laurel St., Georgetown; reconciliation purpose code McDermot, Maureen A., Bark N Park; 24175 Celtic St., Georgetown; professional and/or personal services

Lewes Access Ride Transport Inc.; 31281 Lakeview Blvd., Lewes; transportation agent Adjustable Living; 31110 Mills Chase Dr., Lewes; retailer-furniture & fixtures Brian White & Associates; 32878 Ocean Reach Rd., Lewes; professional and/or personal services Consider It Done DE, LLC; 31790 Siham Rd., Lewes; professional and/or personal services-unclassified E.L. Red, LLC, DME Supply Depot; 18211 Holly Ln., Lewes; retailer-catalogue & mail order house

Greenwood Acoustic Transport LLC; 108 Draper St., Greenwood; transportation agent Countryside Produce; 1783 Hickman Rd., Greenwood; commercial lessor Delmarva Construction LLC, Juan M.

Harrington Kent County Home Improvements LLC; 556 Toby Collins Ln., Harrington; contractorresidential MLA Lighting LLC; 368 Carpenter Bridge Rd., Harrington; wholesaler-furniture & fixtures Walls Property Management; 310 Second Ave., Harrington; contractor-residential Weeks Lawn Service; 6045 Milford Harrington Hwy., Harrington; professional and/or personal services-unclassified Laurel 3D Microwave; 7795 Bethel Rd., Laurel; professional and/or personal services CP&P Drywall LLC; 30028 E. Trap Pond Rd., Laurel; contractor-residential F.E.D.U.P. Construction, LLC; 502 Pine St., Laurel; contractor-residential Feng; 32524 Aero Dr., Laurel; contractornon-residential Governmental Services LLC; 14127 Rottwaller Rd., Laurel; manufacturer’s agent or representative Niblett, III, Maurice Edward, Niblett’s Trucking LLC; 34110 Bi State Blvd., Laurel; reconciliation purpose code Sunkissed Tanning LLC; 30599 Sussex Hwy., Ste. 1, Laure; personal services-health club spa/retailer-various products

31 Home Goods Inc., Home Goods #520; 34170 Citizen Dr., Lewes; retailer-various products JM Engineering & Management LLC; 34389 Skyler Dr., Lewes; professional services-engineer Lewes Painting LLC; 16851 Kansas Ct., Lewes; contractor-residential Lighthouse Chiropractic; 1527 Savannah Rd., Lewes; professional services-chiropractor MS Lally & Associates; 10 Brittany Ln., Lewes; professional and/or personal services Manganello Marie, Sea Breeze Cleaning; 34704 Villa Cir., Unit 1205, Lewes; professional and/or personal services Regulatory & Compliance Consults; 8 Bay Oak Dr., Lewes; professional and/or personal services Scott, Rhonda D., R&D Help; Sand Dunes Village, 16843 Kansas Ct., Lewes; contractorresidential Sync ISD, LLC; 28922 Lewes Georgetown Hwy., Lewes; retailer-various products Milford ACT5 LLC; 795 Milford Harrington Hwy., Milford; contractor-residential Bell, Marcella; 220 Church Hill Rd., Milford; reconciliation purpose code Bennett, Rosemarie, Take the Lead; 302 Lakeview Ave., Milford; professional and/or personal services Cantu, Cesar A., Crystal Green Turf Mgt., LLC; 1809 Holly Hill Rd., Milford; reconciliation purpose code Roberts, I., LLC; 10 E. Clarke Ave., Milford; professional and/or personal servicesunclassified Young, Diana C., Tweetsuites; 146 Wisteria Dr., Milford; retailer-various products Millsboro A Native’s Touch Home Improvement; 27838 Oak Meadow Dr., Millsboro; contractorresidential Backus, Steven E., Backus Business Solutions of DE; 26130 Woodsmere Dr., Millsboro; sales representative Cleaning Therapy LLC; 26328 Portside Ln., Millsboro; reconciliation purpose code Conner, Kevin A., K&J Ice Cream; 26291 Cove Dr., Millsboro; retailer-food (except restaurant) G Harv General Contractors LLC; 30740 Mount Joy Rd., Millsboro; contractor-residential Harmon, Chantea L., Harmon’s General Maintenance Svc.; 27223 Wayside Dr., Millsboro; professional and/or personal services J&N Outdoors LLc; 19160 Allen Ln., Millsboro; professional and/or personal services-unclassified Seaford Berkley Transportation; 8546 Garden Ln.,

Seaford; professional and/or personal services-unclassified Contreras, Jaime, John Painting; 334 N. Market St., Seaford; contractor-residential Cyclone Transportation Corp.; 8546 Garden Ln., Seaford; transportation agent Henry Faison Day Spa; 26 S. Market St., Ste. D, Seaford; personal services-health club spa Herr, Amy J., Maid to Shine; 110 William Ross Ln., Seaford; professional and/or personal services Pinkett, Martina L., All Dolled Up Studio; 27446 Patricks Ln., Seaford; professional and/ or personal services-unclassified Scott, Charles C. III, First Class Web Designs; 24714 German Rd., Seaford; professional and/or personal services Teagle and Sons; 6 N. Street Ext., Seaford; professional and/or personal services-unclassified Thomas, David, ATWI Group LLC; 320 N. Front St., Seaford; reconciliation purpose code Thompson, Warren V., Awards & Promo Products of Delm.; P.O. Box 1850, Seaford; wholesaler-any products Smyrna Chespeake Waffles LLC, Waffle House #1550; 37 S. Cory Ln., Smyrna; retailer-

restaurant Divine Hair Designs; 4793C Wheatleys Pond Rd., Smyrna; personal services-beautician Kennedy Spencer Investments; 528 Sequoia Dr., Smyrna; transient photographer Knab, Gregory A., Big Knabby’s Caterig; 268 Garrisons Lake Blvd., Smyrna; retailerfood (except restaurant) Luciana & Rainell Harrell, Luciana & Rainell’s Home Repairs; 382 Ronald Ln., Smyrna; personal service-general repairperson Olson, Paul R., Smyrnabilly Services; 166 Fields Dr., Smyrna; personal services-general repairperson Reed, Robert J., Robert Reed Powerwashing; 295 Black Diamond Rd., Smyrna; professional and/or personal services-unclassified Shakir, Hanifah B.; 231 S. Dupont Blvd., Smyrna; professional and/or personal services-unclassified Sloan, Jessica A., Elite Comfort; 404 Kates Way, Smyrna; contractor-residential Thirst 2 Learn Academy LLC; 4877 Wheatleys Pond Rd., Smyrna; professional and/or personal services Tirado, Mario P. Jr., A&N Performance; 105 Lawn Dr., Apt. 1H; Smyrna; contractorresidential

H ave You B een D en ied SocialSecu rity or Veteran s’D isability B en efits?

W e C an H elp!

L aw O ffices ofK aren Y.V ick s,L L C 500 W .Loock erm an Street,Su ite #102

D O V E R 674-1100 Toll Free

888-598-8890

e-m ail:k vick s@ vick slaw .com

Mon.-Sat. 9 am - 9 pm • Sunday 10 am - 5 pm

Concord Pet Food & Supplies Concord Pike Shoppes of Red Mill Peoples Plaza Hockessin Suburban Plaza Shoppes of Graylyn Chestnut Run

302-478-8966 302-737-8982 302-836-5787 302-234-9112 302-368-2959 302-477-1995 302-995-2255

Middletown Crossing Community Plaza Aston, PA Edgehill s/c, Dover West Chester, PA Rehoboth Fox Run

302-376-1616 302-324-0502 610-364-1100 302-672-9494 610-701-9111 302-226-2300 302-838-4300

Elkton Milford New London Thornbury Smyrna, DE Seaford, DE Logan Township, NJ

410-398-5554 302-424-8373 610-869-8838 610-399-0124 302-653-1515 302-628-1001 856-467-0022

Business Report | July 2011

32

Chamber of commerce

Business Directory ADVERTISING

CHAMBER OF COMMERCE

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

Central Delaware Chamber of Commerce Gina Aurora 302-734-7513 302-678-0189 fax www.cdcc.net gaurora@cdcc.net 435 N. DuPont Hwy. Dover, DE 19901

ARCHITECTS & ENGINEERS George, Miles & Buhr, LLC Michelle Everngam 302-628-1421 302-628-8350 fax www.gmbnet.com meverngam@gmbnet.com 400 High St. Seaford, DE 19973 George, Miles & Buhr, LLC Michelle Everngam 410-742-3115 410-548-5790 fax www.gmbnet.com meverngam@gmbnet.com 206 W. Main St. Salisbury, MD 21801 CABINETRY U. L. Harman, Inc. Delores Bowles Jeff Riddleberger 800-346-4887 302-492-3456 410-482-8879 fax www.ulharman.com info@ulharman.com P.O. Box 56 Marydel, DE 19964

Business Report | July 2011

Georgetown Chamber of Commerce Karen Duffield 302-856-1544 302-856-1577 fax www.georgetowncoc.com info@georgetowncoc.com 140 Layton Ave., P.O. 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 millsboro@intercom.net P.O. Box 187 Millsboro, DE 19966

Milton Chamber of Commerce Georgia Dalzell 302-684-1101 www.historicmilton.com chamber@historicmilton.com 707 Chestnut St., P.O. Box 61 Milton, DE 19968 Rehoboth-Dewey Chamber of Commerce and Visitor Center Carol Everhart 302-227-6446 800-441-1329 ext. 13 302-227-8351 fax www.beach-fun.com rehoboth@beach-fun.com 501 Rehoboth Ave. Rehoboth Beach, DE 19971 Greater Seaford Chamber of Commerce Paula Gunson 302-629-9690 302-629-0281 fax www.seafordchamber.com admin@seafordchamber.com 304 A High St. Seaford, DE 19973 EDUCATION University of Delaware Professional & Continuing Studies Tara Kee 866-820-0238 302-831-3292 fax www.pcs.udel.edu continuing-ed@udel.edu Carter Partnership Center Del Tech - Owens Campus Georgetown, DE 19947

33 ENVIRONMENTAL Delaware Solid Waste Authority Mike Parkowski 302-739-5361 302-739-4287 fax www.dswa.com mdp@dswa.com 1128 S. Bradford St., P.O. Box 455 Dover, DE 19903 ENVIRONMENTAL CONSULTING Envirotech Environmental Consulting, Inc. Todd Fritchman 302-645-6491 www.envirotechecinc.com info@envirotechecinc.com 16394 Samuel Paynter Blvd.

Suite 203 Milton, DE 19968 EMPLOYMENT Essential Staffing Inc. Best Temps of Dover Patsy Ware 302-674-4357 302-674-4878 fax pware@besttemporaries.com 385 W. North St., Suite A Dover, DE 19904 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 9 Sussex County Locations www.CountyBankDel.com County Bank Rehoboth Beach Branch 302-226-9800 302-226-3182 fax 19927 Shuttle Rd. Rehoboth Beach, DE 19971 County Bank Long Neck Branch 302-947-7300 302-947-7303 fax 25933 School Lane Millsboro, DE 19966 County Bank Milford Branch 302-424-2500 302-424-2265 fax 100 East Masten Circle Milford, DE 19963

County Bank Seaford Branch 302-628-4400 302-628-4405 fax 632 West Stein Highway Seaford, DE 19973 County Bank Millville Branch 302-537-0900 302-537-0905 fax 10 Old Mill Rd. Millville, DE 19967 County Bank Georgetown Branch 302-855-2000 302-855-2005 fax 13 N. Bedford St. Georgetown, DE 19947 County Bank Laurel Branch 302-877-5000 302-877-5005 fax 1122 S. Central Ave. Laurel, DE 19956 County Bank Lewes Branch 302-645-8880 302-645-0888 fax 1609 Savannah Rd. Village of Five Points Lewes, DE 19958 County Bank Milton Branch 302-684-2300 302-684-2305 fax 140 Broadkill Rd. Milton, DE 19968 Del One 7 Statewide Locations Philip Hernandez 302-672-1448 302-739-1790 fax www.Del-One.org philip.hernandez@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

Seaford Federal Credit Union Seaford Branch Mary Adams 302-629-7852 302-629-9125 fax www.seafordfcu.com mary@seafordfcu.com Seaford Professional Center Rt. 13 South Seaford DE 19973 Seaford Federal Credit Union Dagsboro Branch Veronica Nhan-Nock 302-934-1774 302-297-0016 fax veronica@seafordfcu.com 30650 Dupont Hwy. Dagsboro, DE 19939 Sussex County Federal Credit Union Debbie Jewell 302-629-0100 302-629-0966 fax www.sussexcfcu.com djewell@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 Jane E. Dean 302-674-5007 877-407-9800 717-898-9570 fax www.deandesign.com thestudio@deandesign.com 13 Water St. Lincoln, DE 19960 Health Heritage At Milford Assisted Living Community Genesis HealthCare Cheryl Stover 302-422-8700 302-422-8744 fax www.genesishcc.com cheryl.stover@genesishcc.com 500 South DuPont Blvd.

Milford, DE 19963

Business Report | July 2011

34 Nanticoke Health Services Sharon Harrington 302-629-6611 302-629-3211 fax www.nanticoke.org harringtons@nanticoke.org 801 Middleford Rd. Seaford, DE 19973 Bayhealth Medical Center Milford Memorial Hospital Ellen Shockley 302-430-5034 302-430-5946 fax www.bayhealth.org ellen_shockley@bayhealth.org 21 W. Clarke Ave. Milford, DE 19963 INSURANCE Clifford Short Insurance Cliff Short 302-856-7773 302-856-7943 fax cliffshortinsurance@comcast.net 606 East Market St. Georgetown, DE 19947 Farnell & Gast Insurance Joe Gast, CPCU 302-629-4514 302-536-6257 fax www.averyhall.com jgast@averyhall.com dflood@averyhall.com 500 W. Stein Highway Seaford, DE 19973 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 MEDICAL TRANSPORT Lifestar Ambulance Mike Parker 800-572-9838 410-546-0809 410-860-5260 fax www.lifestarambulance.com mike@lifestarambulance.com 1024 S. Tower Dr. Salisbury, MD 21804

Business Report | July 2011

MORTGAGES The Mortgage Market of Delaware JoAnn Moore 302-855-1306 office 302-236-1229 cell 302-855-1308 fax www.themortgagemarketofdelaware.com P.O. Box 204 Georgetown, DE 19947 OFFICE FURNITURE AMI Business Interiors Tom Woodstock 800-830-0801 302-226-0801 302-226-0302 fax www.archmktg.com archmarketing@comcast.net 123 Glade Circle West Rehoboth, DE 19971 PAYROLL SERVICE Payroll Professionals Jessica Amaty 302-645-5700 302-645-0395 payroll@1040pro.com 1636-D Savannah Rd. Lewes, DE 19958 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 REAL ESTATE Coldwell Banker Commercial Resort Realty 302-227-5000 302-227-5008 fax www.cbankercommercial.com 20814 Coastal Hwy. Rehoboth Beach, DE 19971 Long & Foster Real Estate, Inc. Tracey Espada 302-227-2541 800-462-3224 302-227-8165 fax www.longandfosterde.com 37156 Rehoboth Ave. Rehoboth Beach, DE 19971

Coldwell Banker Resort Realty Skip Faust 302-227-5000 office 302-745-8764 cell 302-227-3804 fax www.skipfaust.com skipfaust@hotmail.com 20184 Coastal Hwy. Rehoboth Beach, DE 19971 TATTOO STUDIO Ancient Art Tattoo Studio, Inc. Peggi Hurley 302-644-1864 www.ancientarttattoo.net peghurley@comcast.net 34410 Tenley Ct. #1 Lewes, DE 19958 UTILITIES Artesian Water Company George Phillips 302-453-6900 302-684-2527 800-332-5114 302-453-6957 fax 302-684-5164 fax www.artesianwater.com gphillips@artesianwater.com 664 Churchmanâ&#x20AC;&#x2122;s Rd. Newark, DE 19702 28322 Lewes-Gtown Hwy. Milton, DE 19968

Business Report | July 2011