Morning Star Business Report

morning star

Business Report SEPTEMBER 2012

Delmarva Cleaners

This Sussex County discount dry cleaning business loves a challenge!

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Family Owned Businesses Chimes Family of Services

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Business Report | September 2012

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from the editor Being involved in a Family Business

T

his month’s Business Report is focusing on Family Businesses. This topic is near and dear to me because this company, Morning Star Publications, is itself a family owned business.

Bryant and Carol Richardson, my father and mother, started this business more than 16 years ago while I was still a student at Epworth Christian School in Laurel.

My parents started this company with one newspaper that was in direct competition with The Leader and State Register, a newspaper that had dominated the Seaford market for more than 100 years.

With a lot of hard work and sleepless nights, the newspaper grew to be the number one paper in the western Sussex County marketplace.

I am so proud to be a part of this company and have a great deal of respect for the hard work and determination of my mother and father. They have taught me that you really can accomplish anything if you are willing to dream big.

My father has now decided to take on take on a 24-year veteran of the Delaware Senate in the November election. I wish him the best and only hope that I have inherited just a fraction of his determination.

Daniel Richardson Editor’s Note - Last month in the Women in Business section Jo Schmeiser was incorrectly listed with the Milton Chamber. Jo works with the Milford Chamber. We apologize and regret the error.

Business Report Vol.15 No.11

EDITOR

Daniel Richardson COMPOSITION

Cassie Kraemer Elaine Schneider Tina Reaser SALES

Chris Redman Rick Cullen Sutton Joseph 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

Business Report | September 2012

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[contents] 09/12 6 14

CHAMBER NEWS HIDDEN TREASURE

Chimes helps area individuals with cognitive disabilities

By CAROL KINSLEY

16

COVER STORY

Delmarva Cleaners love a challenge! Find out more about this Sussex County business.

18

FAMILY OWNED BUSINESSES

23 25

HEALTH REPORT GUEST COLUMN

23

Running a successful family business By MIKE EASTON

26

BUSINESS LICENSES

28

BUSINESS DIRECTORY

On the Cover Delmarva Cleaners, in front of their Laurel location. Front - Left to Right: Roxana Andrade and Araceli Gil; back - Left to Right: Paco Hernandez and Jesus Espinoza.

Photo by Young’s Studio Business Report | September 2012

6

CHAMBER NEWS

Chamber

Phone

Key contact

Dues*

Members

Fax

Bethany-Fenwick Chamber of Commerce

539-2100

Carrie Subity

$211

800

539-9434

Delmar Chamber of Commerce

846-3336 Diane Johnson $75

67

846-3336

Georgetown Chamber of Commerce

856-1544

$150

460

856-1577

Laurel Chamber of Commerce

875-9319 Don Dykes

$125

125

875-5908

Lewes Chamber of Commerce

645-8073

Betsy Reamer

$210

432

645-8412

Milford Chamber of Commerce

422-3344

Jo Schmeiser

$165

310

422-7503

Millsboro Chamber of Commerce

934-6777 Amy Simmons

$150

260

934-6065

Milton Chamber of Commerce

684-1101 Georgia Dalzell $150

120

684-1101

Rehoboth-Dewey Chamber of Commerce

227-2233

Carol Everhart $215

1303

227-8351

Seaford Chamber of Commerce

629-9690

Paula Gunson

$150

340

629-0281

Central Delaware Chamber of Commerce

734-7513

Judy Diogo

$225

868

678-0189

Delaware State Chamber of Commerce

655-7221

Bill Stephano

$299

2800

654-0691

Delmarva Black Chamber of Commerce

450-4501

Clay Hammond

Karen Duffield

* 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.

RIBBON CUTTING a.(MUSE) The Rehoboth Beach-Dewey Beach Chamber of Commerce held a ribbon cutting ceremony recently for a.(MUSE) which is located at 44 Baltimore Ave., Rehoboth Beach. a.(MUSE) is a dream come true for first time restaurant owner Hari Cameron. The restaurant features modernist food, sourcing the best ingredients of the mid-Atlantic region from within a 200 mile radius. For more information, feedback, recipes, and photos, visit Chef Hari’s blog at TheCombAndWattle.com. Pictured from left: front row - Jamie Knapp; Alex Garfinkel, sous chef; Josh Cameron, sous chef; Clifton Cochran; Stephanie Cameron; back row Marvin Carney, Chris Gebhardt, Karin Logan, Gavin Radka - WSFS; Colleen Carney, Delaware Beach Book; Scott Swingle, WSFS; Glen Walker, Pam McCutcheon - WSFS; Donny Hallowell, Jay Allen, Cassidy Dobratz, Kate Rehnstrom, Zach Gallagher, Nick Morris, Palma Salerno, David Engel, Chandler Schultz, Hari Cameron, Becky Carney‚ Delaware Beach Book.

Business Report | September 2012

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Business Report | September 2012

8 RIBBON CUTTING Ryan Homes The Rehoboth Beach-Dewey Beach Chamber of Commerce held a ribbon cutting ceremony recently for Ryan Homes to celebrate its new Delaware Regional Sales Center located at 18924 John J. Williams Hwy., Rehoboth Beach. For more information, call 645-8491 or visit www.

RyanHomesDEBeaches.com. Pictured from left: Becky Carney, Delaware Beach Book; Mike Schaeffer, Carter Eggleston, Ashley Nutter, Shannon Flinn, Phyllis Krolicky, Mike Krolicky, Joy Kidd, RBDBCC; Marvin Carney, Delaware Beach Book.

RIBBON CUTTING Fox’s Pizza Den The Bethany-Fenwick Area Chamber of Commerce joined Fox‚Äôs Pizza Den in celebrating the grand opening of their restaurant and bar with a ribbon cutting ceremony recently. Employees, family, friends, customers, chamber staff, ambassadors, and board members joined owner Aleksejs Buinovskis and general manager Deniss Klimins (with scissors) to celebrate. Fox’s Pizza Den, located at 200-C Atlantic Ave. on Rt. 26 in Millville, offers fresh pizza and subs which are made using only the best ingredients around. For more information call 539-6900 or visit www. foxspizzamillville.com.

RIBBON CUTTING Mary’s Wake Up & Reminder Service The Central Delaware Chamber of Commerce recently held a ribbon cutting ceremony to officially kick off Mary’s Wake Up & Reminder Services. This unique service will help you never be late for another doctor’s appointment, conference meeting or important task. Mary Felts, family and friends attended the ceremony. To learn more, visit www.maryswakeup.com.

RIBBON CUTTING Frankfurt Bakery Frankfurt Bakery and Sandwich Shop recently celebrated their brand new location on 323 S. Governors Ave. in Dover. Owner, Andreas Janke and his wife, Nancy, hosted a Central Delaware Chamber of Commerce ribbon cutting ceremony with longtime supporters, chamber members and the Dover community. For more information about the bakery which features fresh baked breads, muffins, fine pastries and other desserts, visit www.frankfurtbakery.com.

Business Report | September 2012

CHAMBER NEWS

9

Bethany Beach Boardwalk Arts Festival to be held The Bethany-Fenwick Area Chamber of Commerce presents its 34th Annual Bethany Beach Boardwalk Arts Festival on Saturday, Sept. 8. This signature annual fine arts festival will run from 10 a.m. to 5 p.m., featuring jewelry, glass, pottery, watercolor and oil painting, basketry, woodworking, and much more. More than 100 artists, both local and from around the country, will be displaying their fine work along the bandstand and boardwalk areas as well as the street festival areas of Parkwood Street and Garfield Parkway in downtown. For a complete list of artists, sponsors and more information, visit www.TheQueitResorts.com.

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 | September 2012

10 RIBBON CUTTING Kingston Gourmet

The Rehoboth Beach-Dewey Beach Chamber of Commerce recently held a ribbon cutting ceremony for Kingston Gourmet. Bruce Kingston, former owner and chef at Kingston Grille in Bethany Beach, has opened Kingston Gourmet located at 510 Rehoboth Ave., Rehoboth Beach.

While Kingston Gourmet’s feature item is a lobster sandwich, the menu also includes salads and sandwiches with lobster, tuna, shrimp, crab or chicken. Smoothies, coffee, espresso and many more gourmet foods are also available. For more information, call 727-5959 or visit www. kingstongourmet.com. Pictured from left: front row: Kathry Ara, Fulton Bank; Bruce Kingston; Gail Jones; Ray Sokola; Mary Ann Sokola; Karen Ventura; Patty Burkentine, RBDBCC. Back row: Bill Jones, Tim Cheeseman, Cindy Mullins, Amy Jones, Veronica Pelty, Marcellus Pelty.

RIBBON CUTTING Milford Museum The Chamber of Commerce for Greater Milford recently hosted the grand re-opening and ribbon cutting for the Milford Museum. Established in 1983 in the original post office building in Milford, the museum’s mission is to promote the history of Milford, its surrounding communities, and general Delaware history through exhibits and special programs.

For more information about the museum, call 424-1080 or visit www. milfordmuseum.org. Pictured from left: Don Abrutyn; Russell French; Charles Hammond; Claudia Leister, executive director; Al Lauckner; Ruth Rogers; Harry Humes; Mayor Ronnie Rogers; Bob Voshell and Deanna Smith, CCGM treasurer.

First State Manufacturing, Inc.

(Recipients of the 2012 U.S. SBA Small Business Persons of the Year for Delaware)

Growing businesses...

Growing jobs...

Growing communities... it’s what we do!

At FSM, we believe family is everything.

Thank you FSM family for all your hard work and dedication.

Our success is your success!

Sher and Eli Vezula and Asey Wolfe , Owne

301 S.E. 4th Street, Milford, Delaware 19963 302.424.4520 | 302.424.4526 (fax) www.firststatemfg.com

Business Report | September 2012

CHAMBER NEWS

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RIBBON CUTTING Tea for Two Tea for Two, a tea house specializing in finger foods and afternoon tea, recently opened in Dover. Pictured in the front row (from left) is Central Delaware Chamber of Commerce member Herb Konowitz, Economic Development director William Neaton, Central Delaware Chamber of Commerce president Judy Diogo, Dover Mayor Carleton E. Carey Sr., Tea for Two owner Randolph Kinsey, Tea for Two owner Paula Kinsey, Rep. Darryl Scott, D-Dover, Central Delaware Chamber of Commerce representative Ryan Doherty, and Dover Councilman David Bonar. Also pictured are MaryLois Barnas, Sherry T. Wilkins, Mark Wilkins, Kevin Phillipson, Bobbie Schmittinger, Paul Scverski, Maxine Scverski, Shirley Steele, Doris Pugh, Shirley Hall, Peggy Snow and Elizabeth Birch.

RIBBON CUTTING The Tupperware Store The Rehoboth Beach-Dewey Beach Chamber of Commerce held a ribbon cutting ceremony for the Tupperware Store located at the intersection of Routes 9 and 5 in Harbeson recently. Managed by Forrest and Marilyn Robinson, the Tupperware store offers a variety of Tupperware brand products and can help you plan your next home party/ fundraiser. For store hours and more information, call 664-1071. Pictured from left: Patty Burkentine, RBDBCC; Forrest Robinson, Tupperware; Marilyn Robinson, Tupperware; John F. Lingo, Starkey & Co., PA and Katie Handy, Sign*A*Rama.

RIBBON CUTTING Kay’s Kitchen The Rehoboth Beach-Dewey Beach Chamber of Commerce recently held a ribbon cutting ceremony for Kay’s Kitchen. Located just one block from the beach at 4 North First Street in Rehoboth Beach, Kay’s Kitchen is a family affair with mom Rita Kilgore – the boss, son Patrick Kilgore – the cook and daughter – Katie Kilgore – the baker. Named in memory of the Kilgore’s late Nan, Kay’s Kitchen uses family recipes and believes that the best food is made from scratch. The cafe offers eat in or carry out breakfast and lunch.

For more information, visit www.kayskitcheninc.com. Pictured from left: Patty Burkentine, RBDBCC; Katie Kilgore; Patrick Kilgore; Rita Kilgore, Katie Handy, Sign*A*Rama.

Business Report | September 2012

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RIBBON CUTTING Element Design Group The Rehoboth Beach-Dewey Beach Chamber of Commerce (RBDBCC) held a ribbon cutting ceremony for Element Design Group recently. Celebrating their eighth year in the area, Element Design Group is a multidisciplinary design firm that provides land planning, civil engineering, architecture, and landscape architecture services throughout the Delmarva region. For more information, visit www.elementdg.com or call 645-0777.

Pictured from left: front row, Leonardo Schubert, Jeff Erant, Shawn Campbell, Meghan McCalley, RBDBCC; Back row: Oana Turton, Faw Casson; Doug Warner, David Kuklish, Charlie Thompson, Eric Wahl.

RIBBON CUTTING The Corner Apothecary The Central Delaware Chamber of Commerce (CDCC) held a ribbon-cutting for Kent County’s first compounding only pharmacy, The Corner Apothecary.

Owners Sandra Zaragoza and Ruth Dixon were joined

by CDCC members, community members and friends and family. The Corner Apothecary is located on 2 S. Main St., Camden. For more information, contact The Corner Apothecary at 387-1590. Pictured from left: honorary mayor of the Central Delaware Chamber, Steve Artz; co-owner, Ruth Dixon; Dr. Rafael Zaragoza; Sandra Zaragoza, owner and Dr. Michael Zaragoza.

RIBBON CUTTING Doggies at the Beach The Rehoboth Beach-Dewey Beach Chamber of Commerce held a ribbon cutting ceremony for the expansion of Doggies at the Beach. Doggies at the Beach is dedicated to doggie owners who want the very best for their partner and best friend. The new extension business, which is located next to the original business at 18806 John J. Williams Hwy., Rehoboth Beach, offers more space for additional playrooms and an expanded grooming room. For more information, visit www.doggiesatthbeach.com. Pictured from left: Kathy Davidson, Comcast Spotlight; Freckles, Colin Richman; Brain, Dutch Brothers; Jim Reiter, owner; Mary Jane Truglio; Janet Redman, Merrill Lynch; Steve Lewandowski; Bubble Gum, Nikki Nacchia; Biscuit, Nicole Binnix; Katie Handy, Sign A Rama and dogs, Samantha, Charlie, Buster and Chica.

Business Report | September 2012

13

CHAMBER NEWS

QRCF awards grants, scholarships The Quiet Resorts Charitable Foundation (QRCF) has awarded $28,000 in grants and scholarships to local organizations and students.

Grants were made to the Indian River High School (IRHS) Girls Basketball team, the Pop Warner Football Program, IRHS Soccer Boosters, and Easter Seals of Delaware and Maryland’s Eastern Shore. Additionally, the Outdoor Education Center at Ingram Pond was awarded a grant through the Back Our Schools program. A grant of more than $997 was awarded to the Outdoor Education Center at Ingram Pond through the Back Our Schools program of the QRCF. The grant will be used to upgrade the equipment used by teachers in the Outdoor Education Center’s fifth-grade Macro invertebrate/Producer/ Consumer unit which involves the study of water quality and aquatic food chains.

The Pop Warner Football Program will serve more than 197 children in lower Sussex County next season. The $5,000 QRCF grant will help them purchase new, safer helmets for the children in the program. The QRCF grant to Easter Seals of $1,500 will allow one child to attend camp at Camp Fairlee Manor in Chestertown, Md. Ashley Conroe of Ocean View and Max Wilkinson of Dagsboro, both Indian River 2012 graduates, have received $8,000 each ($2,000 per year for four years) to help fund their college tuition.

For more information about the grants and scholarships, visit www.

QRCF.org.

Farmers support rural organizations through program Farmers across the country work hard to build their businesses that help fuel their rural communities. For the third consecutive year, America’s Farmers Grow Communities, sponsored by the Monsanto Fund, will give farmers the opportunity to win a $2,500 donation for their favorite local nonprofit organization.

This year, the program expands to 26 new counties and will provide an online platform to aid community involvement. Jessica Snow, Grow Communities winner from Kent County, understands firsthand how $2,500 can impact a nonprofit organization.

“As a farmer, I think the FFA is a wonderful organization,” Snow said. “The program helps spread agriculture beyond the farm and allows children the opportunity to learn about agriculture and other related fields.”

With more than 90 percent of the U.S. corn and soy production currently impacted by the drought, a farmer’s ability to invest in his or her community is affected. To help, the Monsanto Fund will provide additional financial support. Winning farmers from counties that have been declared natural disaster areas by the USDA will have an opportunity

to direct an additional $2,500 donation to a local non-profit to address community needs that have surfaced due to the drought. To date, nearly 700 counties have been declared disasters areas within the 1,271 eligible Grow Communities counties. Since the inception of America’s Farmers Grow Communities, thousands of farmers have nominated their favorite local nonprofit groups, such as FFA chapters, schools, fire departments, local food pantries or other civic groups. This year, rural community members can suggest an idea or initiative that needs funding in their local community.

Eligible farmers may review the ideas and consider them in their application. Community members who wish to plant an idea and encourage farmers to support their cause can do so at www.growcommunities.com.

Now through Nov. 30, eligible farmers can apply online, and rural community members can submit their ideas at www.growcommunities.com or by calling 1-877-267-3332.

The Monsanto Fund will select one winner at random from each of the eligible counties and announce winning farmers and recipient nonprofits in January 2013.

DBC launches new radio station Delmarva Broadcasting Company, Delaware’s leading electronic news provider, announces the launch of Delaware’s newest radio station, “Delaware 105.9,” serving Kent and Sussex counties. The station will commence operations on Tuesday, Sept. 4, featuring a blend of authoritative local, regional, national and international news coverage presented hourly; Delaware’s own Trafficwatch coverage and weather updated several times per hour and entertaining, informative and provocative talk anchored by Delmarva’s signature talk host Dan Gaffney who will be joined by respected local and national hosts in a presentation that is unique in the region.

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Business Report | September 2012

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Chimes helps area individuals with cognitive disabilities

By Carol Kinsley The Chimes Family of Services has been serving individuals with intellectual disabilities for 65 years, but you may never have heard of the organization. That's why it is this month's Hidden Treasure.

Chimes began in 1947, when the School of the Chimes was founded in Baltimore, Md., helping five students achieve their fullest potential. Chimes has grown many times its original size and currently provides services in Delaware, Maryland, Virginia, District of Columbia, Pennsylvania, New Jersey, North Carolina and in Israel.

Business Report | September 2012

Chimes Millsboro food service training program instructor Darrin Sheppard and trainees Grant Dorman, Sherman Carter, and Stephen Denn look on as Del Tech Dover Hospitality Department Chairperson Ed Hennesy demonstrates a new food preparation technique.

Chimes came to Delaware in 1994 and opened its first Sussex County location in 1997. Chimes is now Delaware’s largest provider of day, vocational and residential services for individuals with cognitive disabilities including mental retardation, mental illness, behavior disorders and autism.

"In Delaware we currently provide services for over 350 individuals with intellectual disabilities of varying degrees," said Michele Mirabella, coordinator for sales, marketing and placement of Chimes Delaware, whose office is in Newark. Services include clinical/ health services, clinical/behavioral and case management services, as well as school, voca-

tional and residential support and services.

Chimes' award-winning services and facilities are licensed by the Division of Developmental Disabilities Services and accredited by the Commission on the Accreditation of Rehabilitation Facilities. Funding is available through state sources.

The philosophy which guides Chimes is based on the belief that every individual has the right to develop his or her fullest potential.

"Chimes' programs focus on choice and opportunities and how a person wants to live and work," Mirabella said. The agency recognizes the uniqueness of each individual and promotes feelings of human dignity, a sense

HIDDEN TREASURE

of self-worth and the right to make informed choices. Mirabela added, "Our main vocational goal is to assist program participants to become integrated members of the community workforce. Currently 49 percent of our program participants have jobs in the community.

"We accomplish this goal through many business partners, including some of the larger employers in Delaware: DuPont, Papa Johns, Staples and WalMart. We are very grateful to these business partners for their support and in return they have hired very hard working employees.

"Other employment opportunities in Sussex County include the State of Delaware," she continued. "We are contracted through the State Use Law Program and the Delaware Association of Rehabilitation Facilities to provide janitorial services to the Sussex County Court Houses. This program focuses on providing employment opportunities for individuals with disabilities with the State and allows several of our program participants to work in the community on a daily basis and earn valuable income."

Many of the individuals Chimes Delaware supports have multiple severe disabilities. They may need special prevocational programs before they can undertake on-the-job training. They may also need to develop basic skills in hygiene, personal care, mobility and socialization.

Mirabella said, "We also provide successful vocational training programs, an example of this is the culinary arts training program that is located at the Lions Club in Dewey. Through the generosity of the Lions Club and the assistance of Chimes Board Member Bill Drake, this program has allowed Chimes participants to acquire hands-on kitchen skills, which in turn opened the opportunity for work in food service at the Harrington Casino.

In July of this year Chimes Delaware opened its new Irvin and Phyllis Levin Center in Millsboro.

"This location provides much needed additional space for our participants and will allow us to expand our services in Sussex County," Mirabella said. "This location was opened through the great support we have from our families and business partners throughout Delaware. We currently have 32 program participants in Millsboro and have nine employees providing supports to these individuals. We provide full services including nursing and will soon be providing clinical services at this location as well."

For more information on Chimes Delaware, contact Mirabella at 452-3400, by email at mmirabella@chimes.org, or visit www.chimesdel.org/index.php.

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Business Report | September 2012

16

COVER STORY

Delmarva Cleaners Delmarva’s new discount cleaner!

T

he dry-cleaning game has changed. Contrary to many views, the dry cleaning business is actually growing at a fast rate nationally. Yes, mom- and-pop cleaners are shutting down, but in their place, new discount cleaners have emerged that offer ridiculous value to consumers by thriving on volume. The value they offer is so compelling that many consumers are setting aside their own cleaning routines to simply drop off their items at a discount cleaner, saving time, money and actually ending up with better quality apparel to wear.

Discounts Are Us

The name of this new game is profitability by discounting in exchange for high volume sales just like Wal-Mart’s retail formula.

Delmarva Cleaners has thrown its hat into this ring and opened 3 locations in Sussex County providing dry-cleaning services at discounted rates. Most garments are cleaned for $1.99 and shirts are cleaned and pressed for even less, starting at $1.50!

“We find clients drop off 10 shirts at a time or multiple garments every week – taking advantage of the price and convenience we provide. In this tough economy, discounts add up. We also find that people are working much more than in the past, having someone else do the cleaning is a huge help and a valuable time saver for our clients. It’s not just the cleaning but the pressing too. People don’t need to slave with an iron for hours on end, when we can do it, and do it better with professional equipment.” Says Paco Hernandez, Regional Manager for Delmarva Cleaners.

Soon after opening in Laurel, Delmarva Cleaners entered into a strategic agreement with Service General Corporation that operates a number of retail service centers in Sussex County and, in association with them, Delmarva Cleaners has built out two drop off locations – one in Georgetown and another in Seaford. In Georgetown and Seaford Delmarva Cleaners is located inside the Service General Retail locations – but offers separate entrances for clients, so they do not have to go through the laundromats to drop off or pick up their dry cleaning items.

Delmarva Cleaners expects to continue this relationship by opening two more locations at Service General’s Milford and Millsboro locations next year.

Repair and Alterations

In addition to discount dry cleaning, Delmarva Cleaners provides repair and alteration services. It’s much more than putting on buttons or sewing new hems for pants. With a staff of experience tailors and technicians, then can do literally anything from complete zipper replacement to patching holes in clothing. In addition to clothing and shoe repair, qualified technicians are available to repair jewelry and electronics for our clients at extremely competitive rates. One of the Service General retail stores has repair technicians inside its retail unit, and Delmarva Cleaners was able to take advantage of their tech-

Locations

The main operating plant is located in Laurel, DE. Laurel was an especially attractive site to Delmarva Cleaners for many reasons. First of all, there was no dry cleaner in town and there is a demand there – not just in Laurel, but many of the surrounding communities (all the way across the Maryland border). Second, but also very importantly, Laurel has the lowest utility rates in Sussex County. Water and sewage rates are below Seaford and Georgetown. Laurel also has natural gas service, which is not available in Georgetown. Additionally, working with the Town of Laurel is especially attractive because of their supportive planning and zoning team that allowed the operation to quickly make the changes necessary to open this location. This reduced the cost of opening and increased the business unit’s speed to market. When you are in the discount dry cleaning business, low costs matter, and all these factors have enabled Delmarva Cleaners to set up a very competitive business that can compete with anyone due to low costs.

Business Report | September 2012

Araceli Gil helps out a customer, Delmarva Cleaners strives for excellence in customer service. Photo by Young’s Studio

17

Roxana Andrade and Jesus Espinoza carefully treat customer’s garments. Photo by Young’s Studio

nicians at wholesale rates to provide excellent repair services across a large number of consumer products.

In truth, small towns cannot justify, i.e. do not provide the critical consumer mass to attract and maintain, independent repair technicians with their own shops. Delmarva Cleaners has been able to develop a pick up and drop off system that gives everyone in these communities access to the highest quality repair technicians. If you have a pair of shoes that you love to wear, but it needs a new sole, you don’t have to buy a new pair - you can have it repaired now. It’s cheaper and better. If you have a cracked screen on your iPhone, they can repair it. If your watch needs a new battery, they can install one.

Commercial Accounts

Delmarva Cleaners has been able to garner several major commercial accounts since its recent opening. One service it has provided is cleaning and restoring bulk items for fire or flood damaged homes.

This is in support of companies that specialize in insurance related restoration services.

Another key service has been household and commercial space cleaning. They have a separate team that can provide maid service or regular office cleaning including carpet cleaning, floor polishing and also provide uniform and linen services (cleaning and returning uniforms, towels, sheets etc.). Paco Hernandez says they specialize in areas where the dry cleaning linkage adds value, for example janitorial jobs that require provision of non-paper, higher end alternatives to disposable products. As another example in addition to home or office cleaning Delmarva Cleaners also provides towel and linen washing.

By eliminating disposable products, Delmarva Cleaners is also helping protect our environment and eliminates consumer waste. It’s simply better.

Another interesting case study of how Delmarva Cleaners can support commercial customers is through wholesale cleaning service with Service General in support of their entry into the retail thrift business.

Service General had a long standing interest in getting into the thrift (or apparel re-sale) business. Many of their clients are working folks

that need regular resupply of work clothing or are otherwise attracted to cheap apparel. With the help of Delmarva Cleaners, Service General has now entered into the thrift business with a new retail location in Seaford and market stalls throughout Delmarva.

Service General buys bulk apparel (clothing, shoes, etc.) from the general public inside its retail stores at $.15 a pound, or will pick it up at no cost and then send these items to Delmarva Cleaners for cleaning, alteration and preparation for re-sale at Service General Thrift.

Apparel is completely renewed – meaning sanitized, cleaned, and pressed, ready for resale. Literally thousands of pounds of clothing have been received since our opening a few weeks ago! And Service General’s thrift sales have skyrocketed.

Retail Manager Yolanda Trammell says: “Even with the cost of cleaning, we can take bulk clothing and present it for sale at unbelievable prices. When you can buy work clothing like jeans, t-shirts etc. at one third the cost of Wal-Mart, why go anywhere else? And then look at the incredible deals with jackets. Right here is a gently worn leather jacket for sale at not even a tenth of what it would cost new, and quite honestly I think its cooler to wear this, with a little wear on it, than a new jacket. This is all possible because to the ultra-low rates charged to us by Delmarva Cleaners.”

That’s the power of having a discount dry cleaner in Sussex County; both consumers and local businesses can win – and get ahead.

Mr. Hernandez sums it up nicely. ”We are proud of being part of the business community in Sussex County, and having met an unfulfilled need in the region. We are proud discounters, but that does not mean our service is inferior to anyone else in the market. If anything, because of the volume of cleaning we do, we have more equipment, more resources, and more support systems than anyone else, which in turn means we offer even better service.”

Mr. Hernandez also declared “We truly want to be a valued contributor to the business community here in Sussex County. One example of how we can help is our recent sponsorship of Senior Softball World Series held here in Sussex County. We cleaned every team’s uniforms every night and had it ready for them by 7am every morning! We love challenges like that.”

Business Report | September 2012

18

FEATURE STORY

the Business Report celebrates

Family Owned Businesses UPS Store - Ocean View

John Harland for 20 years. Now, their store is a top-performer in printing revenue, quite a feat in such a small market. The Barretts can set up your printing project for you. Just email the files with instructions to store4681@theupsstore.com or call 302-537-8300.

The UPS Store #4681 is located at 29L Atlantic Avenue in Ocean View. Hours are Monday through Friday, 8 a.m. to 6:30 p.m., and Saturdays, 9 a.m. to 3:30 p.m. For a full list of services, visit www. theupsstorelocal.com/4681.

John Barrett and his wife Joan opened The UPS Store in Ocean View — the first in Sussex County — in November 2003. For them, it’s a retirement business that is really keeping them busy, but they enjoy being together at work and at home.

“I was a business executive, a chief financial officer, working with businesses as small as 20 million dollars in annual sales to more than a billion in sales,” said Barrett, who recently celebrated his 70th birthday. “I helped troubled companies get out of or avoid Chapter 11.

UPS Store - Rehoboth “Our kids were raised — they’re both professionals. We had two houses, one in Annapolis and one at the beach. It didn’t make sense.

Ed O’Brien, co-owner of The UPS Store in Rehoboth Beach, So we sold the house in Annapolis and came to the beach. knows he and his family are lucky.

“I spent a year doing nothing. I wasn’t a good candidate for retire“I remember being taught in my ninth grade general business ment; I’m a lousy fisherman and golfer. I enjoy working.” class, some 50 years ago, that ... it can be risky when an enterprise He evaluated business opportunities in the area, eliminating most. is not only family-owned but family-run. What if there is fricSince he wanted something he could ramp up quickly, he looked at tion between family members who are trying to work together? I franchises, including fast food operations. The UPS Stores had not yet surfaced, but UPS had a stake in Mailboxes, Etc., and bought the company out entirely at just the right time for the Barretts.

“I realized this was a golden opportunity. Having come to the beach for many years as a business person and seeing the need for business services, I knew this was the ideal thing to do. We could function even in off-season months.”

When The UPS Stores expanded beyond packing and shipping to printing and graphic arts, Barrett was more than prepared to seize the opportunity.

He had spent a good part of his career in printing at a Baltimore company with 12 printing plants. Products included Parade Magazine, Highlights for Children, AAA tour guides, Readers Digest, medical publiThe O’Brien’s offer a family-owned and family-run John Barrett and his wife Joan are enjoying their retirement cations and textbooks. business at their UPS Store located in Rehoboth years in Ocean View with their business venture, The UPS His wife also had a printing and graphBeach.

Store. ics background working for check printer Business Report | September 2012

Business Report | September 2012

20

guess we are just lucky or fortunate that our daughter Kyla and her husband Alex along with my wife Jan and I are in our fourth year of operation and there hasn’t been any jolt to our family relationships.”

Pooling their talents, the family has focused on making packing and shipping a unique experience for their customers.

“We increased customer awareness of other services such as copying, printing and formatting,” O’Brien continued.

“We have notary service, mailboxes, meter mail and postage stamps. Scanning, faxing and computer usage are popular services — all with a smile and ‘Thank you for your business.’”

The O’Briens offer Chamber of Commerce, e-Bay, AARP and AAA member discounts.

“Customers say they feel the family connection and caring that the employee-owners share for each other and for them.... We know what customers like. We know and appreci-

ate the feel of family and treat our customers to that feeling while providing them with whatever service they need.

We believe in family and believe it makes all the difference in the world! We wouldn’t want it any other way.”

Experience the difference yourself.

Visit The UPS Store at 18766 John J. Williams Highway in Rehoboth Beach, Monday through Friday from 8 a.m. to 6 p.m. or Saturdays, from 8 a.m. to 4 p.m.

Or call 302-369-0264.

The UPS Store in Seaford opened its doors two years ago and continues to operate at a profit, no small feat in this economy.

UPS Store - Seaford The UPS Store in Seaford, Del., just celebrated its second anniversary and a profitable year, which is no small feat in times like these, noted Laura Rogers, who runs the store for her parents, Steve and Connie Ennis.

Rogers explained how the store came to be. “My parents didn’t like what was happening to their retirement fund, so they invested in a UPS franchise — they bought me a shiny, new job.”

An only child, Rogers admits that, in a different time, she might not have left her old job to jump into something new, “but this was 2010 and the economy was in the tank.” So she went through the training offered by UPS and went to work for her parents.

Eventually, if they open another store, one parent may give up full-time employment and take over this store and Rogers will take on a new challenge. The UPS Store in Seaford offers the standard packing and shipping services but also does custom printing.

“We do large format like canvas and outdoor banners. Some stores farm out some of their print work. We do. Those in business longer can afford the specialized equipment.”

Print projects include tri-fold brochures, business cards, name badges and more.

Projects can be emailed to the store and the finished product picked up when ready,

Business Report | September 2012

21

eliminating an extra trip.

The store carries some office supplies, just as a convenience to its customers, and also offers notary services. “We have a big greeting card following,” Rogers said. “We have some really funny cards.”

She added that mailbox services are available, mostly for businesses that need a street address and someone to receive packages.

Located in the Seaford Village shopping center at 23000 Sussex Highway near Peebles, The UPS Store is open Monday through Friday from 8 a.m. until 6:30 p.m. and Saturdays from 9 a.m. until 2:30 p.m.

Call 302-629-8771 for more information.

Holland Jewelers J.C. Holland’s family had lived in Sussex County, Del., for eight generations when, in the 1980s, Holland Jewelers was opened in Rehoboth. The store is now located at 20750 John J. Williams Highway (Route 24) in Peddler’s Village.

You’ll find nearly the whole family working there — Holland’s mother, Carol; aunt, Pat Morgan; son, John C. Holland III; and daughter-in-law Sara Horwitz. A neighbor, William Schell, is also a trusted employee.

Holland graduated in 1989 from the Gemological Institute of America as both a jeweler and a gemologist.

He went on to earn a graduate diploma in diamonds. Combining respect for others with his knowledge and skills of craftsmanship, Holland has been able to build relationships that have kept customers coming back year after year.

Holland Jewelers offers fine jewelry, appraisals, repairs, and custom designs that are one-of–a-kind pieces of art. All work is done on the premises, never sent out for repairs. Holland Jewelers houses state-of-theart equipment on the premises.

“Our laser jewelry welder allows me to do so many repairs and projects that were not possible with a traditional jeweler’s torch. I can do fragile stones and not have to remove the stone itself from the setting,” said Holland.

“We can even do things like eye glasses and costume jewelry, things we couldn’t touch before because the high temperatures would have melted or damaged the item. It really allows me to offer the best job at the best price.”

Holland Jewelers offers individualized attention to all, from the $35,000 engagement ring to the $125 charm bracelet.

Stop in and see for yourself the vast array of gorgeous items, from pearls to glittering gold chains, crosses, bracelets and charms that fill the jewelry cases.

You’ll also find colored gemstones from around the world in settings like rings, bracelets, pendants, and earrings, as well as estate items such as watches, pins and rings.

Call 302-947-1200 for more information, visit online at www.hollandjewelersinc.com or stop by Tuesday through Friday from 9:30 a.m. to 4:30 p.m. or Saturdays, from 10 a.m. to 2 p.m.

Holland Jewelers in Rehoboth is a family operation that has been in business since the 1980’s.

A Sprinkle of Sparkle • GIA Certified Jeweler

• Gemologist on Premises • Jewelry Sales • Custom Design Jewelry

• Same Day or Express Service • Jewelry Repair, Laser Welder • All Repairs Done on Site • Appraisals • Free Jewelry Cleaning/Inspection • Watches and Watch Batteries • We Buy Gold, Silver and Coins

Holland Jewelers

Sussex County Family Owned

20750 John J. Williams Hwy (Rt.24 Peddlers Village) | Lewes, DE 302-947-1200 | www.hollandjewelersinc.com Business Report | September 2012

22

Loan program helps area bakery open new shop in Dover Governor Jack Markell joined small business owner, Andreas Janke to celebrate the grand opening of his new store, Frankfurt Bakery and Sandwich Shop, located at 323 S. Governors Ave., in Dover recently.

The event was attended by U.S. Senator Tom Carper; U.S. Senator Chris Coons; Delaware Economic Development Office Director Alan Levin; and, Vandell Hampton, president & CEO of First State Community Loan Fund. In addition, several other state officials and community members, as well friends of the Janke family joined the celebration.

Frankfurt Bakery was the first business in Kent County to be approved for a low interest loan through the Delaware State Small Business Credit Initiative, now marking its first year. The assistance allowed the bakery to purchase its own building and make renovations to the new, larger space. The move will create two new part-time jobs at the shop.

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“Supporting small businesses in Delaware is critical to our overall economic development and growth,” said Governor Markell.

“They provide valuable goods and services, enhance the quality of life for the communities in which they operate and, most importantly, help put Delawareans back to work.”

The SSBCI loan participation program was funded by a $12.1 million commitment from the U.S. Treasury in July 2011. To date, five participating banks and one credit union have partnered in the program, providing financial assistance to 8 Delaware businesses that have been loaned a total of $12.3 million ($13.5 private lending/ $2.8 million in federal monies.)

“The State Small Business Credit Initiative is helping small businesses gain access to capital to make improvements, expand and hire more workers,” said Sen. Tom Carper (D-Del.) “This important lending program creates a nurturing environment for

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Business Report | September 2012

the businesses that support our communities to grow, even during challenging economic times, while also generating a great return on taxpayers’ investment. That’s what I call a win-win for Delaware.”

A SSBCI participation loan involves one borrower, DEDO and one lender. The lender is able to offset a portion of its risk exposure and is incentivized to offer more lending.

The benefit to the borrower is a lower interest rate. First State Community Loan Fund participated in underwriting for the Frankfurt Bakery loan. The total loan was for $200,000, of which $50,000 was awarded from the federal program monies.

“We feel very fortunate to have worked with Frankfurt Bakery on the relocation of their business in downtown Dover, and equally fortunate to have partnered with DEDO to bring this project to reality,” said Vandell Hampton, president & CEO of First State Community Loan Fund.

“This loan is representative of the pivotal role First State Community Loan Fund plays in connecting business owners and communities to the vital capital needed for economic growth and prosperity throughout Delaware.”

“I am thankful to the state of Delaware and the city of Dover for supporting my dream of owning my business and providing a service which I am passionate about - baking,” said Owner Andreas Janke. “I am also most grateful for my wife supporting me in this journey.”

Janke was born and raised in Germany where he first developed his skills as a baker’s apprentice at the age of 15. He served eight years in the Army, then attended a state run program where he achieved a bachelors and a masters degree in baking as well as a bachelors in pastry. Janke moved to the United States in 1997 where he held positions as a bakery manager, production manager and a restaurant chef.

Upon relocating to Delaware, Janke opened his own bakery and has been successfully operating it for more than five years.

Frankfurt Bakery has received numerous awards, including the Best of Delaware award for Best Downstate Bread (2008, 2009, and 2010); Best Downstate Bakery (2008 and 2010) as well as the Dover Post’s, Best Bakery Kent County (2009, 2010 and 2011.)

The bakery/sandwich shop is open Tuesday through Friday from 6:30 a.m. to 3 p.m. and Saturday from 6:30 a.m. to 1 p.m.

23

HEALTH REPORT Pursue your passion by volunteering at Bayhealth RIBBON CUTTING New Cath Lab Nanticoke Health Services held a special dedication event in the newly unveiled second cardiac catheterization lab recently. The second cardiac cath lab will help ease possible delays emergent cases cause since time is of the essence when treating heart attacks and strokes. Thank you to the many physicians, staff and community members who supported this project. Pictured are physicians and staff in the newly constructed catheterization lab at Nanticoke Memorial Hospital.

Patriot Award For his unwavering support of the National Guard and Reserve members, Bayhealth Safety, Security, and Valet Manager Rob Rogers was presented the ESGR Patriot Award. The award is given by the Employer Support of the Guard and Reserve (ESGR) from the Secretary of Defense to employers who support National Guard and Reserve soldiers.

Bayhealth Security Officer Dustin Myers is a member of the Delaware National Guard who nominated Rogers and Bayhealth for accommodating him throughout his tenure. Myers is pending a deployment and has the peace of mind of knowing that his future is secure with Bayhealth. “Rob has been very flexible and understanding with my hectic schedule and my training commitment these past few months. I really appreciate the support I’ve received from Rob and from Bayhealth,” said Myers. Pictured from left: Becky Wingate of the Employer Support of the Guard and Reserve, Bayhealth Safety, Security and Valet Manager Rob Rogers and Bayhealth Security Officer Dustin Myers.

Bayhealth encourages you to “pursue your passion” by volunteering at the hospital.

“Everybody has a passion. Whether you bake cookies, whether you read, whether you play a musical instrument, you can share your passion with patients by becoming a volunteer,” said Bayhealth Manager of Volunteer Services Terry Schrenker. “By sharing your special gift, you’re making people feel better during a difficult time.

According to Schrenker, Bayhealth has 400 adult volunteers year round, and 100 student volunteers during the summer. The volunteers come from all walks of life, and perform a wide variety of functions at the hospital. This runs the gamut from baking and serving cookies, to sharing their pets, to being a good listener.

Bayhealth Kent General volunteer Mary Ann Couture developed the nickname, “The Cookie Lady” for sharing her passion for baking with patients. Once a week, Couture bakes chocolate chip and vanilla cookies right at the hospital and brings them to patients.

“It always makes them smile and makes them feel good.

And, when they feel good, I feel good,” said Couture.

Bayhealth Milford Memorial volunteer Gladys Reynolds shares her passion for people by volunteering at the Reflections Gift Shop. Reynolds has served in the gift shop for more than 19 years, helping countless store patrons during the past two decades.

“When people come into the store, I’m happy to help them find what they need. Since the Milford Memorial Auxiliary donates the shop’s proceeds to the hospital, I know I’m helping all of the patients and our entire community,” said Reynolds.

No matter what passion you have to share, you can make a difference by joining the Bayhealth volunteers.

Find out more by calling Bayhealth Kent General Volunteer Services at 744-7153 or Bayhealth Milford Memorial Volunteer Services at 430-5635 or by visiting www.bayhealth.org/volunteers.

Business Report | September 2012

24 Bayhealth Kent General recognized

NHS welcomes Dr. Ward

Becker Hospital Review has named Bayhealth Kent General as one of the nation’s top 100 community hospitals.

To compile this list, the Becker's Hospital Review editorial team analyzed information, recognition and rankings from a variety of industry sources, including iVantage Health Analytics, Thomson Reuters, HealthGrades and the American Nurses Credentialing Center.

Becker Hospital Review is a publication from ASC Communications, the leading source of cutting edge business and legal information for hospital and health system leaders, owners and operators of ambulatory surgery centers and leaders of orthopaedic and spine practices.

Becker Hospital Review acknowledged Bayhealth Kent General as one of the first in Delaware to offer intensity-modulated radiation therapy treatment for cancer. The publication also recognized Bayhealth for its new Wound Care Center which provides specialized treatment for chronic and non-healing wounds.

Nanticoke Health Services welcomes Michael Ward, DO to its medical staff. Dr. Ward joins Nanticoke Health Services as an orthopedic surgeon at Nanticoke Memorial Hospital.

Dr. Ward is a graduate of the Dr. Ward Philadelphia College of Osteopathic Medicine and completed his internship at the Allentown Osteopathic Medical Center in Pennsylvania.

He completed his residency at the Kennedy Memorial Hospital System in Stratford, N.J. He is board certified by the American Osteopathic Board of Orthopedic Surgery.

Dr. Ward received specialty training in general fracture care, hand surgery, sports medicine, adult reconstructive surgery, and foot and ankle surgery. Dr. Ward has been trained in Level I trauma care for orthopedic patients and was named “Top Doc” by

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Business Report | September 2012

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Bayhealth reduces infections

By emphasizing education and training, implementing new protocols, and joining a national project, Bayhealth has significantly reduced Central Line Associated Bloodstream Infections (CLABSI) of patients at both Bayhealth Milford Memorial and Bayhealth Kent General. Patients in the Intermediate Care Unit and Intensive Care Unit at Bayhealth Milford Memorial have not had a bloodstream infection in 23 consecutive months, dating back to August of 2010. IMC/ ICU Clinical Nurse Specialist Cathy Gegaris, MSN, ACNS, RN, credits Bayhealth’s participation in the Comprehensive Unit-Based Safety Program (CUSP), a national project originating from Johns Hopkins University Hospital in Baltimore.

According to Gegaris, nursing staff has improved outcomes by utilizing a “bundle,” which is a standardized set of steps when placing central lines in patients.

At Bayhealth Kent General, the Intensive Care Unit went 15 consecutive months without a central line infection, while the Cardiovascular-Surgical Intensive Care Unit registered 16 consecutive months without a central line infection.

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his peers in 2009 and 2011 for “What’s Up Eastern Shore” magazine. Dr. Ward is a member of the American Osteopathic Association, the American Osteopathic Academy of Orthopedic Surgeons, and the Maryland Osteopathic Association of Physicians.

Dr. Ward is accepting new patients at 1340 Middleford Rd. in Seaford. To schedule an appointment, call 410-901-8370.

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At Nanticoke Memorial Hospital, the linear accelerator has been upgraded to include dynamic targeting image-guided radiation therapy. The upgrade provides oncologists high-resolution, three-dimensional images to pinpoint tumor sites, adjust patient positioning when necessary, and complete a treatment.

This technology also accounts for a patient’s motion to ensure that the target is in the same position every treatment session.

This assists in completing a more comprehensive treatment plan and in the reduction of harm to nearby healthy tissue.

Another part of the upgrade includes the Aria Electronic Medical Record. Along with utilizing the hospital’s current electronic medical record system, oncology patients at Nanticoke will benefit from the addition of electronic medical records specific to the care and treatment of the oncology patient.

For more information, call Nanticoke Cancer Care Services at 628-6344.

GUEST COLUMN

25

How to run a successful family business for generations

By Mike Easton, CPA Delaware’s iconic corporation, the DuPont Co., started out as a family business. So did Wal-Mart. One-third of all the companies in the S&P 500 Index are defined as family businesses - one in which a family owns a significant share and can influence important decisions.

Chances are your family business, whether it is a construction company, a restaurant or a hardware store, won’t grow up to be a DuPont or a Wal-Mart, but you do want it to prosper into a second or third generation and, who knows, perhaps even longer.

To attain that objective, the family business must meet two significant and interrelated challenges: achieving strong business performance and keeping the family committed to and capable of carrying on into the future.

Doing so is not easy. In fact, fewer than 30 percent of all family businesses survive into the third generation.

The factors associated with strong business performance are those that apply to all businesses, family-owned or not. Solid management, strong training, smart hiring, excellent customer service, attention to detail, carefully watching the bottom line — all these characteristics are essential. Within family businesses, however, problems tend to occur when family considerations trump business necessities.

For example, the oldest son automatically becomes the second-generation CEO even though his younger sister has an M.B.A. and stronger marketing skills. Or, none of the children get any training outside the company because the founder believes knowledge of the business is in their genes, or they’ll somehow acquire it by osmosis.

Good family-run businesses have learned how to avoid such dangerous missteps. They do it by knowing where and how to draw the lines between family and business and by recognizing the importance of good communication and strong documentation.

What works within the family doesn’t necessarily work within the business. At home, it is easy enough to tell the children that they

have to take out the trash or mow the lawn.

But when they are doing maintenance work at the shop, those duties have to be spelled out in a supervisor-to-employee conversation and in a written job description, just as they would with an employee who isn’t a member of the family.

As the owner/CEO brings family members into the business, it is critical that brothers, sisters, sons and daughters be matched with positions for which they are qualified. Birth order does not matter, but skill does. Starting from the bottom up (or at least from near the bottom) is a good idea. This will give members of the next generation a chance to learn many aspects of the operation as they climb the ladder.

Family members must also understand that a job within the family business is neither an obligation nor an entitlement, but an opportunity. Senior managers of the business should set a high bar for younger members of the family, making it clear that they must excel if they want to advance. If a family member does not want to work for the business, there is no point in offering a job; if the family member feels entitled, he will likely be unproductive and stir up resentments. Many successful family businesses require that children spend several years working for another company before joining the fold. Not only does this give the business an experienced employee when they start with the company, they have also learned how other businesses operate, giving them a broader perspective that will be valuable as they move up to assume greater responsibilities.

As family members grow within the business, it is important that they receive training outside the family structure. While there’s much to be said for handing down information from generation to generation, that sort of traditional approach is not enough to ensure that the business will prosper in the increasingly technical, highly-competitive, contemporary economic environment. To stay on the cutting edge, the family business, like any other, must keep abreast with industry trends, and with those that affect our overall society and economy.

As any family business prospers, it is almost inevitable that employees from outside the family will demonstrate the skill and ambition to move into management positions. In many instances, these talented outsiders will possess skills that are in short supply among family members. The addition of managers from outside the family ranks is essential to business growth. (Think back to DuPont and Wal-Mart. Where would they be today if they had put a “family-only” restriction on management positions?)

Dedicated managers from outside the family should have the opportunity to purchase shares in the business and top management should consider the value of non-family members as they develop succession plans. While most owners would like to see their children lead the business into the next generation, I believe they would rather see it succeed under the direction of someone from outside the family than see it fail with their son or daughter at the helm.

Family businesses should also be open to seeking outside advice. Fresh ideas can get lost in the web of family relationships.

Trustworthy outside advisors can give the business a healthy reality check.

With all these issues to consider, it is important that all family members employed in the business or sharing in its ownership have an understanding of management’s goals and guiding principles. That’s why many family-owned businesses regularly schedule “family meetings” to keep all family employees “in the loop” and to ensure that they recognize the importance of their contributions to helping the business remain prosperous for future generations.

Before closing, there is one more important point to make. While it’s essential to run the family business like a business, it’s equally important for the family to remain a family.

So, set some guidelines to guarantee that vacations are for relaxing, and declare a ban on shop talk during family gatherings.

About the author Mike Easton, CPA, is a director with Horty & Horty, P.A., a Delaware accounting firm with offices in Dover and Wilmington.

Business Report | September 2012

26

BUSINESS LICENSES Bethany Beach Gardening Angels; 35026 Andrew St., Bethany Beach; professional and/or personal services Sands, William P.; 33356 Walston Walk Court, Bethany Beach; professional and/or personal services-unclassified Bridgeville Francisco Domingo Miguel; 11402 First St., Bridgeville; drayperson/mover Pritchett, Joshua K, Gas House Metal Works; 15091 Dogwood Cir., Bridgeville; professional and/or personal services-unclassified The Votive Shop, LLC; 102 A Elliott Dr., Bridgeville; retailer-various products Camden Biggins, Gale D., 114 Lone Tree Dr., Camden; personal services-seamstress/tailor Harman, Jill N., Jill Harman SLP; 288 Cambridge Rd., Camden; professional and/or personal services Lawson, Kimberly M., A Step Above Shoe Boutique; 369 Theater Ln., Camden; retailer-dry goods & apparel Mitra QSR KNE LLC; 344 Walmart Dr., Camden; retailer-restaurant Delmar Atlantic Wholesalers LLC; 10977 State St., Unit 6, Delmar; wholesaler-any products Brobst, Bryan D., Royal Automotive Services; 14260 Oak Branch Rd., Delmar; personal services-motor vehicle service Dover Adkins, Vincent, All Clear Sounds; 423 E. Wind Dr., Dover; reconciliation purpose code Beaupre, Sarah, Carstel Pet; 20 Quillen St., Dover; professional and/or personal services Burke’s Sealcoat; 22 Howell St., Dover; contractor-residential Cowboy Up Saloon Inc.; 1036 Lafferty Ln., Dover; retailer-restaurant Croft, Gail M.; 142 Stoney Dr., Dover; professional services-counselor D&S Transport Delivery Inc.; 3500 S. Dupont Hwy., Dover; drayperson/mover Dad, Roland Bambara; 304 Frear Dr., Dover; motor vehicle dealer/wholesaler-transportation equipment Delmarva Commercial Svcs. LLC; 534 Marshtown Rd., Dover; professional and/or personal services-unclassified Eilers, Christian M., Christina Eilers LCSW; 884 Walker Rd., Ste. 5C, Dover; professional services-counselor Fortress Security Group LLC; 4547B New Jersey Dr., Dover; professional and/or personal

Business Report | September 2012

services-unclassified Freshleaf Salads of Dover, Saladworks; 1365 N. Dupont Hwy., Ste. 3040, Dover; retailerrestaurant GMF Sports; 1365 N. Dupont Hwy., Dover; retailer-dry goods & apparel Gregor, Martha C.; 10 Clara St., Dover; professional services-psychology office HEM Custom Carpenter LLC; 50 Evergreen Dr., Dover; contractor-residential JM Design and Consulting LLC; 2529 Lockwood Chapel Rd., Dover; professional and/ or personal services Johnson, Shane; 1200 N. Dupont Hwy., #230, Dover; reconciliation purpose code KMTD Auto LLC; 55 Loockerman Plz., Dover; motor vehicle dealer MC Plumbing & Contracting LLC; 423 Dogwood Ave., Dover; contractor-residential McEwen & Partners LLC; 1304 Afton Ct., Dover; professional and/or personal services Meagher, Teryl Ann, Doggie Styles & More; 135 N. Fairfield Dr., Dover; professional and or personal services-unclassified Medical Billing and Management; 88 Mary Anna Dr., Dover; professional and/or personal services Milanos Pizza Inc.; 1030 S. Little Creek Rd., Dover; retailer-restaurant Miller Operations Inc.; 435 N. Dupont Hwy., Dover; professional and/or personal services Mitra QSR KNE LLC; 223 S. Dupont Hwy., Dover; retailer-restaurant Mran Technologies; 2 Burnham Ln., Dover; retailer-various products Payne, Cosby J., Baby Beginnings Photography; 10 Fairway Ct., Dover; photographer R&J Contracting; 968 S. Governors Ave., Dover; contractor-residential Red Frog Events LLC, Dover International Speedway, 113 N. Dupont Hwy., Dover; outdoor music festival promoter/retailer various products Rt. 8 Hand Wash N. Detailing LLC; 650 W. Division St., Dover; reconciliation purpose code Set Apart Creations LLC, P.O. Box 388, Dover; professional and/or personal servicesunclassified Shrader, Jesse G., Shrader I/T Consulting; 140 Dorian Dr., Dover; professional and/or personal services Shree, Lalji LLC, Red Roof Inn; 652 N. Dupont Hwy., Dover; motel Sugar Group 1 LLC; 242 Derby Wood Circ., Dover; reconciliation purpose code That Perfect Party Store; 523 S. Red Haven Ln., Ste. 101, Dover; retailer-various products Wooleyhand, Michael A., MBC General Svcs. LLC; 128 Crimson Dr., Dover; contractorresidential

Wright Jr. LLC; 236 S. Dupont Hwy., Dover; personal service-motor vehicle service Yoder, Daniel H., Yoder Enterprise; 462 Rose Valley School Rd., Dover; commercial lessor Zober, Rosalie A., Rosalie A. Zober CPA; 1609 S. State St., Dover; professional servicesCPA Georgetown CompuAccounting, David B. Baker; 32 The Cir., Georgetown; reconciliation purpose code Creative Dallas LLC; 30 E. Pine St., Georgetown; professional and/or personal services Filter Network Solutions LLC; 2 Arbutus Dr., Georgetown; professional and/or personal services Georgia House Georgetown LLC; 2246 Sussex Pines Rd., Georgetown; retailer-restaurant Gibson, Susan P.; 4 Clover Dr., Georgetown; professional and/or personal services Montana Mike’s Smokehouse/Grill; 24199 Lewes Georgetown Hwy., Georgetown; retailerrestaurant Santizo, Sonia Lynn, Pampered Pet; 202 Charles Way, Georgetown; professional and/or personal services-unclassified Walker, Luther Jr., Walker Handyman Services LLC; 508 Dunbarton Apts., Georgetown; contractor-residential Greenwood Stonybrook Logistics LLC; 12977 Beach Hwy., Greenwood; professional and/or personal services Harrington Waldon & Company; 18500 S. Dupont Hwy., Harrington; professional and/or personal services-unclassified Laurel Catherine A. Butterworth, Catherine A. Butterworth Cleaning; 33273 Little Hill Rd., Laurel; professional and/or personal servicesunclassified New Georgia House of Laurel LLC; 300 Delaware Ave., Laurel; retailer-restaurant Lewes Beachinit; 34762 Anchor Way, Lewes; personal services-self svc laundry/dry clean Brandon, Loretta, Bayside Pathology Services; 424 Savannah Rd., Lewes; professional and/or personal services-unclassified Delmarva Services LLC; 36 Henlopen Gdns., Lewes; contractor-residential Ewers, Robert A., Electric Bobylon Studios,

27 Unit 12, 20750 John J. Williams Hwy., Lewes; professional and/or personal services-unclassified Forestieri, Sr., John A.; 16885 Devon Rd., Lewes; reconciliation purpose code JTJ Engineers LLC; 30856 Molly B Rd., Lewes; professional services-engineer Moon, Asha U., Blue Moon; P.O. Box 370, Lewes; direct care worker Top Notch Lawn Care and Home Improvement; 22948 Pine Rd., Lewes; personal services-general repairperson Vespa, Lillian, Seaberry Gift Baskets; 32874 Inlet Way, Lewes; retailer-dry goods & apparel Milford Addus Homecare Delaware; 1003 Mattlind Way, Rm. A., Milford; professional and/or personal services Allinx Inc.; 686 N. Dupont Blvd., Ste. 160, Milford; professional and/or personal services Barrow, Donald W.; 701 Cedarwood Ct., Milford; professional and/or personal services Bottom Line Asset Management LLC; 800 N. Shore Dr., Milford; professional and/or personal services Brooks, Michael D., Delaware Gravesite Care; 60046 Griffith Lake Dr., Milford; professional and/or personal services Cagle, Megan Irene, Salon M; 294 N. Rehoboth Blvd., Milford; personal servicesbeautician Courageous Hearts; 23132 Rutt Rd., Milford; professional services-counselor DJJ Auto Sales LLC, Sunny’s Auto Sales Mart; 916 N. Dupont Blvd., Milford; motor vehicle dealer Dog Walkers; 6 Royal Dr., Milford; professional and/or personal services-unclassified Duckpond Lawn Care LLC; 6475 Big Stone Beach Rd., Milford; reconciliation purpose code Hidden Gem Boutique; 28 SW Front St., Milford; retailer-various products Information Services; 2903J Heather Dr., Milford; professional and/or personal services Metropolitan Remodeling, Demartin Renovations; 39 N. Walnut St., Ste. 104, Milford; contractor-residential Mitra QSR KNE, LLC; 649 N. Dupont Blvd., Milford; retailer-restaurant New Georgia House of Milford; 18 S. Walnut St., Milford; retailer-restaurant Ramos, Adela; 701 Silver Hill Apts., Milford; reconciliation purpose code Soares, Jessica, Traveling Paws Walking Services; 24 SW Front St., Milford; professional and/or personal services-unclassified Strickland, Jennifer L., Just Hair; 294 N. Rehoboth Blvd., Milford; personal servicesbeautician Sufit, Ekaterina, Kat’s Dog Walking Business; 5899 Old Shawnee Rd., Milford; professional and/or personal services-unclassified TJ Cleaning; 603 Mispillion Apts., Milford; professional and/or personal services Unique Concrete Surfaces, UCS; 2095 Deer Valley Rd., Milford; contractor-residential

Millsboro Butler Musical Service and Sales; 32479 River Rd., Millsboro; reconciliation purpose code Empire Construction Group LLC; 28205 Walt Carmean Ln., Millsboro; contractor-residential Haugh, Sylvia E., S&J Pole Buildings; 25175 Winter Rd, Millsboro; contractor-residential Holmes, Kurt B., KBH Contracting LLC; 29269 Honeysuckle Knl., Millsboro; contractorresidential Monroe, Shaun; 28324 Elizabeth St., Millsboro; reconciliation purpose code New Beginnings Prayer & Worship Center; 22376 Phillips Hill Rd., Millsboro; reconciliation purpose code New Georgia House of Millsboro; 119 Main St., Millsboro; retailer-restaurant Seaford Beard, Carolee J., Southern Delaware Senior Care; 25631Rocky Rd., Seaford; professional and/or personal services-unclassified Elle; 114 Pond View Ln., Seaford; retailer-dry goods & apparel Jessica S. Dicerbo; 350 Virginia Ave., Seaford; professional services-dental office Smith Educational Consulting; 24531 Pine Bark Ln., Seaford; professional and/or personal services Stillwell Custom Drywall LLC; 507 Cypress

Risk Control

Captives

Dr., Apt. 305, Seaford; retailer-various products Tropical Tools, Authorized Matco; 414 N. Porter St., Seaford; retailer-various products Turner, Corinthia I., Turner’s Lovely Lady Cleaning Service; 24720 Jewell St., Seaford; professional and/or personal services SELBYVILLE New Georgia House of Selbyville; 2 E. Church St., Seaford; retailer-restaurant Smyrna Defeo, Mary J., Defeo’s Tiny Treasures; 437 Sunnyside Rd., Smyrna; retailer-various products Diguardi, Mark, Fishinsproshopsinfo.com; 47 Locust St., Smyrna; retailer-various products Mitra QSR KNE LLC, KFC; 134 N. Dupont Blvd., Smyrna; retailer-restaurant Muigai, Janet; 43 Liborio Ln., Smyrna; direct care worker PFS Inc.; 133 N. School Ln., Smyrna; reconciliation purpose code Shalk, Benjamin; 816 Fayette Rd., Smyrna; contractor-residential Smith Management Solutions Inc., Delaware Divorce Services; 1112 Smyrna Landing Rd., Smyrna; professional services-counselor Up to Scratch; 282 Needham Dr., Smyrna; retailer-food (except restaurant)

Workers Compensation

lyonsinsurance.com Wilmington 302.658.5508

Rehoboth 302.227.7100

Business Report | September 2012

28

BUSINESS DIRECTORY ACCOUNTING Horty & Horty, P.A. Doug Phillips, CPA, Cr.FA 302-730-4560 cpainfo@horty.com 3702 N. DuPont Hwy. Dover, DE 19901 ADVERTISING Morning Star Business Report 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 ARCHITECTS & ENGINEERS Davis Bowen & Friedel, Inc. Randy Duplechain, P.E. 302-424-1441 www.dbfinc.com 23 N. Walnut St. Milford DE 19963 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 BUSINESS ORGANIZATION Better Business Bureau of Delaware Christine Sauers 302-221-5255 302-221-5265 fax www.delaware.bbb.org info@delaware.bbb.org 60 Reads Way New Castle, DE 19720 CHAMBER OF COMMERCE Bethany-Fenwick Area Chamber of Commerce Carrie Subity 302-539-2100 302-539-9434 fax www.bethany-fenwick.org info@bethany-fenwick.org 36913 Coastal Highway Fenwick Island DE 19944

Business Report | September 2012

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

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

Georgetown Chamber of Commerce Karen Duffield 302-856-1544 302-856-1577 fax www.georgetowncoc.com info@georgetowncoc.com 229 E. Market St., PO Box 1 Georgetown, DE 19947

EDUCATION

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 Beach - Dewey Beach Chamber of Commerce and Visitor Center Carol Everhart 302-227-6446 302-227-2233 ext. 13 302-227-8351 fax www.beach-fun.com carol@beach-fun.com 501 Rehoboth Ave. Rehoboth Beach, DE 19971

Delaware Technical Community College Corporate and Community Programs Christopher M. Moody, Director 302-855-1665 302-858-5456 fax www.dtcc.edu/owens/ccp cmoody@dtcc.edu Jason Technology Center PO Box 610 Rt. 18, Seashore Highway Georgetown, DE 19947 University of Delaware Professional & Continuing Studies Tara Kee 866-820-0238 302-831-3292 fax www.pcs.udel.edu continuing-ed@udel.edu 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 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 302-226-9800 302-226-3182 fax www.CountyBankDel.com 19927 Shuttle Rd. (Main Office) Rehoboth Beach, DE 19971

29 Del One Federal Credit Union 7 Statewide Locations Amy Resh 302-672-1492 302-739-1790 fax www.Del-One.org amy.resh@del-one.org 270 Beiser Blvd.

Dover, DE 19904 Delaware State Police Federal Credit Union Stephen Cimo 302-856-3501 ext. 120 302-856-2539 fax www.dspfcu.com scimo@dspfcu.com P.O. Box 800 Georgetown, DE 19947

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

Health

Lyons Companies David F. Lyons, Sr. David F. Lyons, Jr. Lew Harrington 302-227-7100 www.lyonsinsurance.com info@lyonsinsurance.com 19643 Blue Bird Lane, Unit 8 Rehoboth Beach, DE 19971 Pratt Insurance Inc. Howell Wallace 302-653-6681 800-282-8590 DE 800-497-7288 MD 302-653-2370 Fax www.pratt-insurance.com pratt-insurance@pratt-insurance.com Four Village Square Smyrna, DE 19977

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

Watson Yates Funeral Home Gary Yates 302-629-8561 302-629-7961 fax Front & King St. Seaford, DE 19973

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

Bayhealth Kent General - Milford Memorial Pam Marecki 302-744-7013 302-735-3227 fax www.bayhealth.org pam_marecki@bayhealth.org 640 S. State Street Dover, DE 19901

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

FUNERAL SERVICES

INSURANCE

Nanticoke Health Services Sharon Harrington 302-629-6611 302-629-3211 fax www.nanticoke.org harringtons@nanticoke.org 801 Middleford Rd. Seaford, DE 19973

First Merchant Services Ronald W. Burke 302-875-5645 302-875-0935 fax www.firstmerchantservices.biz rburke@firstmerchant.us 14034 Johnson Road Laurel, DE 19956 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

GRAPHIC/WEBSITE DESIGN

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30 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

Law Offices of Karen Y. Vicks, LLC 302-674-1100 888-598-8890 500 W. Loockerman Street, Suite 102 Dover, DE 19904 kvicks@vickslaw.com OFFICE FURNITURE

Holland Jewelers 302-947-1200 20750 John J. Williams Hwy. Peddlers Village Lewes, DE 19958 hollandjewelersinc.com

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

LEGAL

PAYROLL SERVICE

Sergovic, Carmean & Weidman, P.A Attorneys At Law John A. Sergovic, Jr. Shannon D. Carmean Leslie Case DiPietro 302-855-1260 302-855-1270 fax www.scdelaw.com 142 E. Market St. PO Box 751 Georgetown, DE 19947

Payroll Professionals Jessica Amaty 302-645-5700 302-645-0395 fax payroll@1040pro.com 1636-D Savannah Rd. Lewes, DE 19958

JEWELERS

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 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 TRANSPORTATION Pyramid Transport 302-337-2210 800-754-7775 www.pyramidtransport.com 18119 Sussex Highway Unit 2 Bridgeville, DE 19933 TRAVEL Misty Travel Barb Stetzer, MCC, CTC 302-629-4422 www.misty-travel.com barb@misty-travel.com UTILITIES Artesian Water Company Stuart Lindner 302-453-6900 302-645-7751 800-332-5114 302-453-6957 fax www.artesianwater.com slindner@artesianwater.com 664 Churchmans Rd. Newark, DE 19702 14701 Coastal Highway Milton, DE 19968

Business Report | September 2012