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Business Journal PO Box 510 Salisbury, MD 21803-0510
The Regional Chamber Newsletter
Vol. 12 No. 7
Dedicated to the Principles of Free Enterprise
February 2009
Preparations underway for the 27th annual Salisbury Festival Real Estate
How a slowdown in the market can benefit those searching for an opportunity Page 14
Forecast SACC Executive Director Brad Bellacicco shares his insights on the January 15 Economic Forecast
Page 3
Insurance
Dean Goodwin shares tips for selecting the best insurance for your business
Page 16
Member Spotlight
Spicer Brothers can help add value to your home through their renovation services
Page 7
Winter is in full force on the Eastern Shore but plans for this year’s Salisbury Festival have already begun! This year marks the 27th anniversary of the Salisbury Festival celebration, which is scheduled for Friday, April 24 through Sunday, April 26 in downtown Salisbury and Riverwalk Park. The festival kick-off Golf Tournament will take place on Wednesday, April 22 at Green Hill Yacht & Country Club. The Salisbury Festival is a familyoriented event, again sponsored by Comcast Bayshore Group, that highlights downtown Salisbury, helps nonprofit groups raise money and brings the community together to celebrate spring. With a carnival, car show, arts and crafts, food, a block party by the river, entertainment and so much more, there is something for everyone. All events and planned activities come from a committee of volunteers. The members are not just Chamber members; they are a varied group of people who want to make a difference in our community. The Chamber is now accepting applications for community performers, non-profit food vendors, arts and crafts, and commercial booths. We also need sponsors. We are always looking for new committee
members and events to add to the festival. Please share your ideas with us! The committee meetings for February are Wednesday, Feb. 11 and Wednesday, Feb. 25 at 4 p.m. at the Chamber
of Commerce. For more information, contact Shannon Mitchell at the Salisbury Area Chamber of Commerce at 410-749-0144 or email chamber@salisburyarea.com.
By Ann Wilmer While the jury is still out, local bankers do not talk gloom and doom; they just continue to do business in much the same way they have always done, carefully and conservatively. Scott Harvard, CEO of Shore Bank headquartered in Onley, Va., described financial prospects for the local area by saying, “It’s not a news flash – it’s a very difficult time out there right now.”
“Businesses paring back and laying people off. That’s an indication of the depth of the problem. Many small businesses have indicated that sales are down last year anywhere from 10 to 30 percent,” he said. “That can be pretty tough going.” But Shore Bank is still making loans. Harvard said, “We make loans to people we know, and whom we expect to pay us back.”
Greg Olinde, branch manager of Bay National Bank in Salisbury, called “downsizing staff one of the most difficult things a manager can do.” He characterized such difficult business decisions in terms of trying to preserve profits and capital. Downsizing – a gentler word for lay-offs – only saves money if it leaves the firm with enough
Planning has begun for the 2009 Salisbury Festival.
Local finances may not follow national trend
Salisbury Area Chamber of Commerce Patrons
www.salisburyarea.com
Continued to page 10
BAY NATIONAL BANK CHALLENGE
A
smooth sea never made a skillful mariner.” English proverb
VISION
W
e have a responsibility in our time, as others have had in theirs, not to be prisoners of history but to shape history, a responsibility to fill the role of path-finder…”
PERSEVERANCE
I
do not think there is any other quality so essential to success of any kind as the quality of perseverance…” John D. Rockefeller
PROGRESS
P
rogress is the activity of today and the assurance of tomorrow.”
Madeleine Albright
Ralph Waldo Emerson
MOTIVATION
VALUE
L
et us strive to finish the work we are in…” Abraham Lincoln
T
ry not to become a man of success but rather to become a man of value.” Albert Einstein
®
CREATING A NEW STANDARD IN BANKING www.baynational.com www.baynationalmortgage.com Hugh W. Mohler, Chairman & CEO 410-494-2580 | Gregory J. Olinde, Senior Vice President, Commercial Banking 410-334-3006 Bob Freeman, Senior Vice President, Residential Mortgage Lending 410-334-3000 | Audrey E. Orr, Vice President, Private Banking 410-334-3012 109 Poplar Hill Avenue Salisbury, MD 21801 | 410-334-3636
Business Journal
S February 2009
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Director’s Journal
Economic Forecast offers us predictions for the new year By Brad Bellacicco
SACC Executive Director
The Obama
The January 15 Economic Administration plans Forecast was very enlightening. Some of the lessons to put billions into learned were: “shovel ready” • The federal banking stimulus program has not infrastructure been very effective yet. The projects.. money is sitting and not circulating enough to have the desired impact. • Some industries have to recover as consumersa must rebuild been hit harder and been in recession their confidence before using disposlonger. The hospitality industry for exable income on eating out or traveling. ample has seen a consistent downward • The residential housing market trend in business since last spring. They also started suffering from declining are also likely to have to wait longer
Front row, from left, Gaskill, Robertson, Kleger, Tilghman. Back row, from left, Maciarello, Tilghman, Chandler, Fitzgerald, Colburn and Sarbanes.
2008-2009 Salisbury Area Chamber of Commerce Officers President President Elect Vice President Vice President Vice President Secretary/Treasurer Asst. Sec./Treasurer Legal Counsel Asst. Legal Counsel Past President
Michael Kleger J. Scott Robertson Al Chandler Dawn Tilghman Sandy Fitzgerald Ernie Colburn Gary Gaskill James Sarbanes Mathew Maciarello Philip L. Tilghman
PKS & Co., P.A. J. Scott Robertson, P.A. Delmarva Homes Burnett White Tire and Auto Pohanka Automotive Group Comcast Spotlight Lorch Microwave Laws & Sarbanes, P.A. Hearne & Bailey Tilghman Oil Company
values and oversupply early in this recession. The trend began in 2005 and will not turn until we get to the bottom. Some predicted we would hit bottom in the spring of this year. Others think it will be next year. • Commercial real estate has not been suffering as much as the residential sector, but that could change soon according to one prediction. • Unemployment is at the highest level in 16 years and likely to get worse. Highly skilled and talented people are having a difficult time finding new employment. College and high school graduates are also finding few openings as businesses await the recovery before risking the expense of more employees. But the President is promising to create 4.1 million jobs with his $775 billion recovery plan. • Agriculture is still providing food at reasonable costs and farmers are surviving. But careful management is needed. Corn, soybeans and wheat prices skyrocketed only to flatten out in the late fall. Farmers have the difficult task of predicting what crops will be needed, and then they must plant these crops and pray for good weather. The price of fertilizer and other inputs needed for agricultural production have not followed the decline in petroleum prices. Additional Maryland Department of the Environment regulations (effective Jan. 12, 2009) will make it more difficult to land apply poultry litter and place additional record keeping requirements upon agricultural producers utilizing poultry litter. Even in the worst of times you can find business opportunities if you look hard enough. • The Obama Administration plans to put billions into “shovel ready” infrastructure projects which should help commercial construction firms. His Green Energy initiative could help bio-fuels producers and companies that produce or install solar and wind power generation systems. • The aging of America is helping
INDEX Ad Directory . . . . . . . . . . . . . . . . . . . . 33
Health . . . . . . . . . . . . . . . . . . . . . . . . 32
Ambassador Spotlight . . . . . . . . . . . . . 7
Insights . . . . . . . . . . . . . . . . . . . . . . . 12
Barometer . . . . . . . . . . . . . . . . . . . . . 10 Business After Hours . . . . . . . . . 17, 20
Salisbury Area Chamber of Commerce 144 East Main Street, Salisbury, MD • Phone: 410-749-0144 • Fax: 410-860-9925 email: chamber@Salisburyarea.com • Website: www.Salisburyarea.com
keep the business of medicine healthy. This sector of business has added jobs consistently over the past year. Federal and state funding of Medicare is a concern, but hopefully these funds will continue at a respectable level. The need for universal health insurance is real; a reasonable plan to make it happen seems to be too hard to create. • The $1.9 billion contract to Orbital Sciences Corporation to launch rockets in support of the International Space Station from Wallops is very well timed. Many skilled jobs could come out of this effort to keep America in space. Much was said about the various bailout plans. Some think they will not work for the intended purpose as currently being used. Others are concerned about the long term costs to American taxpayers. A few people think more money is needed. The real lesson for Main Street is if Wall Street is asking for help, maybe you should too. The federal government is not likely to send your business a check, but if you need help now, do not let a good company or organization go down because they didn’t ask for assistance early enough. There are groups in our community willing to help you through these difficult times. Within the Chamber, we have a wide variety of business counselors and coaches who are willing to share their experience to help you with almost any problem. From SCORE and the Small Business Development Center to Maryland Capital Enterprises and companies that offer specialized skills, the Chamber can find you the assistance you need. Many accountants, business bankers, lawyers and other business professionals are members of the Chamber of Commerce and they care about the quality and health of the Lower Shore business community. Big corporations have not been shy about asking for help so follow their lead. The Chamber can help your firm weather the recession and be even stronger when it ends. Your Chamber is here for you.
Business Directory . . . . . . . . . . . . . . 31 Business Mix . . . . . . . . . . . . . . . . . . . 21 Calendar . . . . . . . . . . . . . . . . . . . . . . 29 Chamber news . . . . . . . . . . . . . . . . . . 4
Investing . . . . . . . . . . . . . . . . . . . . . . 34 Member Spotlight . . . . . . . . . . . . . . . . 6 New members . . . . . . . . . . . . . . . . . . . 5 Personnel . . . . . . . . . . . . . . . . . . . . . 27 Salisbury University . . . . . . . . . . . . . . 25
Committee Spotlight . . . . . . . . . . . . . 30
Seek & Find . . . . . . . . . . . . . . . . . . . . . 5
Education . . . . . . . . . . . . . . . . . . . . . 24
Young Professionals . . . . . . . . . . . . . 16
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Chamber hosts seminar
The Salisbury Area Chamber of Commerce will host a seminar, “Hiring and Retaining Quality Employees,” at the Chamber from 8 to 11:30 a.m. on Tuesday, Feb. 17. The seminar, which will be presented by Joe Giordano of Consulting, Training, & Development Services, will discuss the consequences of participating in discriminatory hiring policies and practices, and behavioral based interviewing. Attendees will also learn how to develop a standardized list of job related interview questions, and discuss the four building blocks for effective retention strategies. The seminar is $40 per person and space is limited. For more information or to register, call Shannon at 410749-0144.
Career Day 2009 seeks sponsors The Young Professionals Committee is preparing for their third annual Career Day, which will take place on
Business Journal
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February 2009
Chamber news
Lower Shore Chambers of Commerce
Chamber Berlin Crisfield Delmar Fruitland Ocean City Ocean Pines Pocomoke City Princess Anne Salisbury Snow Hill
Phone 410-641-4775 410-968-2500 302-846-3336 410-341-4803 410-213-0144 410-641-5306 410-957-1919 410-651-2961 410-749-0144 410-632-0809
Key contact Bill Outten Valerie Mason John Johnson Jean Hungiville Melanie Pursel Carol Ludwig Jill Marsh Dennis Williams Brad Bellacicco Barry Laws
Dues* $100 $100 $60 $50 $150 $130 $150 $50 $195 $70
Members 200 165 88 65 780 300 132 105 870 70
Fax 410-641-3118 410-968-0524
410-213-7521 410-641-6176 410-957-4784 410-651-2118 410-860-9925 410-632-3158
* Basic annual membership cost.
Tuesday, March 17 at Salisbury University. The committee is seeking sponsors for this educational event, which gives ninth graders in Wicomico County public high schools the opportunity to learn about four different career paths in a half-day program.
Presentations are given for over 30 professions and career tracks. Students also get to explore the campus of Salisbury University as the presentations take place in three separate locations on campus. Through the coordinated efforts of the Young Professionals Committee
and the Wicomico Board of Education as well as those Chamber members who donate both time and financial support to the event, ninth graders gain a better understanding and appreciation of careers in our area. For more information, visit www. salisburyarea.com and click on the
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February 2009
“Career Day 2009” link. You may also call Tiffanie at 410749-0144 or email membership@salisburyarea.com.
Chamber offers new map link
The Salisbury Area Chamber of Commerce announces that the enhanced gold listing offered to members on our online directory now includes a map link to identify your company’s location. The link not only shows your location on a street map, but you can also see a satellite map of your location and a hybrid map that lays the street map over the satellite view. Each Salisbury Area Chamber of Commerce member has a standard listing on our online membership directory which provides your vital information to the public, including a link to your website. In addition to the standard package that comes with your membership, three enhancement packages are available. The Bronze Package ($25/year) adds an additional phone listing and
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company description. The Silver Package ($50/year) offers a background color. The Gold Package ($75/year) further enhances your listing with a logo or photo, names of your company representatives and the new map link. In 2008, the Chamber had over 10,050 hits to the main page of its online membership directory with over 13,000 referrals to our members’ websites and over 500 e-mail sent to our members from their listings. When visits to our new member listing and searches are included, we had over 46,000 hits in 2008. Visit www.salisburyarea.com to access information about the area’s business by utilizing the Chamber’s member online directory. Also visit our online directory and view some of our members’ listings that currently have a gold package such as ISG International, Becker Morgan Group, Nelson Insurance, Perdue Farms and Salisbury School. To upgrade your listing, contact the chamber office at 410-749-0144.
Chamber offers many sponsorship opportunities
The following sponsorship opportunities are available for 2009: • Chamber’s website - $300 - sponsor any page; upgrades of your listing on website are also available • Wall of Honor - have your name on the wall in the Chamber lobby ($1,000 - $20,000 range) • Patron Program ($5,000) includes: promotional opportunities in the relocation packets; company logo, photograph, and information about your business featured in the Chamber’s Annual Magazine; articles profiling your business in the monthly Business Journal; website listing with your logo on the Chamber’s home page; free upgrade to the Gold package; signage at all Chamber events; free admission to all Chamber events for two representatives; and free booth space at the Salisbury Festival, Chamber Fest and Get Connected Expo • Salisbury Festival (April 2009) - display banners ($100-$160); golf tournament ($100-$500); sponsorship of the Children’s Arts and Crafts ($200); entertainment stages ($500$1,000); sponsorship of the Friday night block party ($1,000); sponsorship of the Saturday afternoon block party ($1,000) • Chamber’s December Eastern Shore Delegation Forum - be a key part of the annual December program
with our legislators - $500 • Membership Committee - Benefits of Membership pamphlets ($200); quarterly new member luncheon ($50/ quarter and four sponsors needed); general membership luncheon ($250$500, depending on the program) • Workforce Development - member ID cards ($2,000/2 year run); new teacher reception ($2,000/year); award of merit given to high school students ($500 and four awarded per year); night school student ($250 and two awarded per year) • Young Professionals Career Day - programs motivational speaker (estimated $2,000-$3,000); student gift sponsor - your logo/name will be given to every ninth grader ($100 to $500 levels available); essay prize sponsorships • Get Connected Expo - includes booth and two GM luncheon ($600) • Beautification - triangles, three year commitment at $350 a year; WYCC Arbor Project – to be announced • Annual banquet - reception - three sponsors ($500 each); printing of invitations ($250); printing of the program ($250) • Welcome Back College Student Program - billboards; posters/yard signs • News and Notes Sponsorship -
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Business Journal
$100/month • Economic Forecast - $1,000 to sponsor the event • Chamber Fest - naming rights ($1,000); entertainment sponsor ($500) • Excellence in Business Award two sponsors - $250 (event sponsor); one sponsor - $200 (award sponsor) The following advertising opportunities are available to members: • Monthly Business Journal advertisements
• Flyers in the monthly Business Journal • Optional upgrades to web listing • Advertise on the map of Salisbury and Wicomico County • Advertise in the SalisburyWicomico Magazine (a.k.a. Discover Delmarva) • Salisbury Festival programs • Twice monthly News & Notes • Programs published for major event
New SACC Members AmCorp Management, Inc.
Wayne Borrmann 1509 Handys Meadow Salisbury, MD 21801 757-894-2982 410-742-1904 (fax) WayneBorrmann@verizon.net www.AmCorpFinancial.net In these economic times, we strive to find ways to save your company money. Our free analyses of the company’s operational and expense, facility, and corporate tax management, can increase your bottom line. Referred by CD Hall of Hall Realty
Aquacare Rehabilitation Services, Inc.
Kim Graham 659 S. Salisbury Blvd Salisbury, MD 21801 410-677-0700 410-677-0883 (fax) kgraham@aquacarerehab.com www.aquacarerehab.com Offering healthcare/physical therapy specializing in aquatic therapy and women’s health issues. Individualized care plans are followed.
Impact Networks, Inc.
Justin Kelly 1305 South Division St., Ste. 19 Salisbury, MD 21804 410-219-3090
info@impact-networks.com www.impact-networks.com Manage computer, network, security and surveillance solutions for businesses; includes hardware, software, training, consulting and website design.
J.W. Middleton, LLC
Jeff Middleton 27885 Cross Creek Dr. Salisbury, MD 21801 443-783-7797 jwmiddleton@comcast.net A business consulting, marketing and management firm. Primary focus is on sales and marketing plans, distribution models, customer acquisition and retention, internal and external growth strategies and marketing program development. Working with individuals and companies from idea conception to launch. Providing services for startups and existing businesses in all product
David Mandelson
David Mandelson 30067 Southhampton Bridge Rd. Salisbury, MD 21804 410-548-9586 410-548-9586 DMan1210@verizon.net
Mr. Rooter of Southern Delaware Debbie Lingo 18904 Marantha Way Unit 1
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February 2009
Committee spotlight Legislative Committee
The Salisbury Area Chamber of Commerce State Legislative Committee has served as the clearinghouse of information on the activities of the Maryland General Assembly for businesses on the Lower Shore for many years. This year with a forecasted $1.9 billion budget shortfall, the work of the small, but dedicated committee is even more important. As Lieutenant Governor Anthony Brown stated in his presentation to the Chamber recently, revenue will need to be generated to provide needed services. The State Legislative Committee will monitor the O’Malley administration’s 2009-2010 budget submission and keep Chamber members aware of any proposed increases in Bridgeville, DE 19933 410-546-5027 302-337-3317 debbie@hopkins-inc.com mrrooter.com/southerndelaware Providing quality plumbing service and products with honesty making
fees and taxes and cuts in funding. The Committee also reviews all proposed legislation during the 90day General Assembly session and takes positions on bills that would affect the business community. We count on feedback from members in specific industries for the establishing positions, so help us if your business is targeted for legislative action. The State Legislative Committee is able to monitor over 2,000 pieces of legislation with the assistance of an intern from Salisbury University’s Institute for Public Affairs and Civic Engagement. To join the State Legislative Committee, contact Brad at brad@ SalisburyArea.com or 410-749-0144. our plumbers the first choice os many residential and commercial customers nationwide. We take care of plumbing and drainage needs day or night with no overtime charges. Hydro jetters can open and scrub clean commercial or residential lines with ease.
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Member Spotlight - Spicer Brothers Construction Many people want to add value to their homes. Today, more people are considering renovating their existing home instead of buying a new one. Since 2001 Spicer Brothers Construction has been helping customers by providing everything from home renovations to roofing, siding and gutter systems. Brian Spicer started the business so that he could have “his own headaches, not someone else’s.” Spicer Brothers prides themselves on customer service. They offer prompt, courteous and comprehensive service from the first contact to the end of the process. They are fully MHIC licensed and insured which gives homeowners the piece of mind that their job will be completed correctly. Brian would like to eventually build a complete home from start to finish, but is more than happy with their renovating business. Customers get exceptional service and they are able to see Spicer Brothers’ work first hand through their unique showroom - an actual house that is inside their office. The showroom house includes siding, a metal roof, soffit, gutters, a front door and even porch lights. This is a
one-of-a-kind demonstration of their handiwork. In addition, their office/showroom walls display the various siding and molding options that are available to customers. Instead of seeing a small swatch of siding, customers see a sided wall with the various color options. Their proposal process is also unique. When a phone call comes in, they immediately start working. They show a genuine interest in what the customer wants and make sure to visit the house and communicate with the customer one on one. After they have all the details, they put together a comprehensive proposal - a detailed contract with warranties on all proposed materials. These are delivered to the client in a professional presentation folder. As Brian Spicer states, “We may not be the least expensive, but we offer things that make it worth the price and our customer service sets us apart.” In addition to helping customers realize their vision, Spicer Brothers has donated materials to help Habitat for Humanity complete homes in our area. Spicer Brothers Construction, which is located at 1607 Northwood Drive,
I take extreme vacations because I care about me
Spicer Brothers Construction can help you renovate your home. Their unique showroom is an actual house that contains the materials they will use on your project.
#103, in Salisbury, is ready to help with the smallest repair to a complete overhaul of your home. They accept credit cards and offer fi-
nancing to help you realize your vision. Call Georgia Singleton-Major or Brian Spicer for more information at 410-5461190.
I choose ISG because I care about my employees
Commercial Property & Casualty Workers' Compensation Employee Benefits Human Resources Consulting
Serving Delmarva since 1977 www.isgintl.com
800-336-5659
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City of Salisbury’s new fire station receives accolades By Chief David See Salisbury Fire Department
Salisbury’s public safety facilities renaissance continues with the recent completion and opening of its newest public safety facility - Fire Station #16 and Fire Headquarters building located at 325 Cypress Street in the City’s west side neighborhood. “This project is the culmination of the efforts of a dedicated team consisting of City and fire department personnel, and professional design and construction experts working together to plan and create a modern public safety facility for the community,” says Salisbury Fire Chief David See. The project has already received national recognition for its innovative design technology and construction approach. The nationally renowned architectural firm of Cole + Russell Architects (Cincinnati, Ohio) and local Salisbury firms (Davis, Bowen and Freidel; and Design Atlantic, LTD) worked together on this project. Finith Jernigan of Design Atlantic, LTD used Building Information Model technology to help the project include more features for less money than originally estimated. This technology helped bring the 41,655 square foot project under budget by over $300,000 while permitting the addition of many beneficial features. It also identified possible problems that helped the contractor, Gillis Gilkerson, avoid potentially expensive errors. The project incorporated the designbuild process that provided for a shorter construction time than typical conventional construction processes. In July 2007 the project was identified by the Stanford University’s Center for Integrated Facility Engineering to become one of four case study projects. The focus of this study was to determine the role that virtual design and
construction played in the project. The study will be used to identify factors that can be applied to other projects throughout the country to achieve similar results. In April 2008 the project was again recognized for its design and construction processes. Fiatech is an international association that promotes the use of advanced technologies in the building industry. This project was the recipient of one of only two awards granted this year in the category “Real-time Project & Facility Management, Coordination and Controls.” Finith Jernigan and Salisbury Deputy Fire Chief William Gordy accepted the award at Fiatech’s annual convention in New Orleans and presented it to the City and the Fire Department at a City Council meeting. Recently the project was nominated as a Building of America project and will be featured in the upcoming Real Estate & Construction Review – 2009 Eastern Seaboard Edition. Every Building of America project is highlighted in a case study that intertwines the words of each key project team (owner/developer, consultants, architects, contractors) to describe how they worked collectively to design and build one of the region’s most important, innovative or unique new construction or renovation projects. The Real Estate and Construction Review is an annual journal published by Construction Communications and features the region’s top projects. Local government leaders, economic development groups, financial institutions, owners, architects and contractors read this publication, which is also available online at www.constructionreview.com. This website is accessed by industry leaders and key decision makers throughout the nation.
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Business Journal
January ‘08 . . . . . . . . . 8,669 February ‘08 . . . . . . . . 8,410 March ‘08 . . . . . . . . . . 9,316 April ‘08 . . . . . . . . . . . 9,718 May ‘08 . . . . . . . . . . . 10,199 June ‘08 . . . . . . . . . . 10,220 July ‘08 . . . . . . . . . . . 11,572 August . . . . . . . . . . . 11,427 September . . . . . . . . . 9,641 October ‘08 . . . . . . . . 10,054 November ‘08 . . . . . . 8,889 December ‘08 . . . . . . . 8,590 2008 Total . . . . . . . 116,705
Wicomico County Sales Tax Collections by category October ‘08
November ‘07
Food & Beverage
$1,125,949
$1,198,613
$1,013,790
Apparel
$284,576
$313,354
$246,006
General Merch.
$1,611,674
$1,783,162
$1,318,157
Automotive & Oil
$452,358
$464,746
$403,436
Furniture & Appl.
$190,012
$268,581
$269,011
Building Supplies
$711,727
$702,656
$771,987
Utilities & Trans.
$647,870
$672,049
$724,393
Hardware & Equip.
$217,380
$202,393
$223,094
Miscellaneous
$591,523
$712,256
$498,899
TOTAL
$5,833,069
$6,317,810
$5,468,773
Information courtesy of Comptroller of the Treasury, Retail Sales Tax Division.
NOTE: NEW NUMBERS WERE NOT AVAILABLE AT PRESSTIME. THE FIGURES WILL CHANGE NEXT MONTH.
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Salisbury-Ocean City-Wicomico Airport
Barometer November ‘08
February 2009
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0.5 0.8 -7.5 3.7 -3.7 -7.7 -1.8 -4.5 -1.6 -5.2 -3.2 2.1 -2.6
Airline Passengers Enplaned/Deplaned
The number in the right column is the percentage of change in passenger activity compared to the previous year.
National, State, County Unemployment Rates Jun Jul Aug Sep Oct Nov
National
5.7
6.0
6.1
6.0
6.1
6.5
Maryland
4.2
4.5
4.5
4.4
4.8
5.1
Wicomico
4.7
4.8
4.8
5.0
6.0
6.9
Worcester
4.4
4.3
4.2
4.7
7.4
11.2
6.0
6.7
6.4
6.4
6.9
7.6
Somerset
Information courtesy of the Maryland Job Service at the One Stop Job Market. (Not seasonally adjusted.)
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February 2009
Dow Jones average may not affect community banks Continued from cover
staff to do what they do. And while banks look at the total operation, cash is king. “We are looking for the cash flow necessary to pay back a loan,” Olinde said. Did the tight money problem problem start on Wall Street? Perhaps, at least to the degree that Wall Street over-promoted home ownership. “I believe in home ownership,” said Harvard. He said that it was good for an individual or couple’s finances, good for character and good for families. “But putting people in homes they cannot afford is bad policy.” And that’s a fundamental way that nationwide mortgage firms and local community banks do business. As Marty Neat, CEO of First Shore Federal, pointed out, “Most community banks hold their own paper. They don’t bundle residential loans together and re-sell them.” That means that bankers who are prepared to hold the loan, and the risk, for the life of the loan, make lending decisions. And they lend to people they know, who live in their communities. Trust and the loan officer’s personal judgment come into play when the lending decision is made at the community level. Home ownership is still a good thing for individuals
and the communities “as long as we can help people get into homes they can afford,” Harvard said. He said that there was nothing wrong with packaging loans and selling them to other investors. “The problem comes when you package bad loans. And that happens when you compromise underwriting standards.” Greed, which is nothing new, is at the root of a good deal of the present financial situation in the USA. When stocks were bringing a two percent return, mortgages looked like a good investment. But caveat emptor – buyer beware – applies to any investment. A lot of independents saw an opportunity to make easy money by making poorly underwritten loans they could package and resell, along with the risk, to incautious investors. But local financiers who spoke with the Salisbury Business Journal said the falling Dow-Jones average has not changed how community banks do business in any substantive way. And it raises the question, how much of the angst in the market is a product of consumer’s perception? “It’s a national problem but it has made capital precious to everyone, and that affects us even here,” Harvard said. “We are hopeful that this is more psy-
chological than systemic,” said Harvard. “But it makes people step back, hoard their money rather than spend it.” “Three years ago when someone wanted to borrow money for a project, banks could make a loan based on expected continued growth and development. Now, realistically, if a business venture is looking at a potential 25 percent downturn next year, you wonder if you should really be lending.” Olinde said that borrowers, too, wonder if they should be taking on more debt. “Every deal you do is different,” he said, but, in general, “people are borrowing less. Part of it is a result of banks tightening up but part is people wanting less debt.” Although credit has certainly tightened in the local market, Olinde said, “Not everything can be bad at once. Some business owners still think it’s a good time to grow their business.” National analysts lament that in our consumer-driven economy a slow down in spending has disastrous consequences but Harvard suggested that “it’s probably the right time for consumers to pace themselves back into their spending habits, to set priorities.” He predicted that, although the economic rebound might come more slowly, it will be more sustainable. And that’s a good thing.
“You’re a little more careful than when you are lending someone else’s money,” said Harvard. “Community banks have a dramatically better performance with regard to delinquency. We’re still making mortgage loans, still making them the old-fashioned way.” Olinde said that a few years ago mortgage loans as low as 4.7 percent were available. Current residential rates range between 5 and 5.5 percent – depending on a 15- or 30-year term. He said mortgage rates are probably not at the bottom, but certainly coming close. “The downturn on Wall Street has not directly affected our bank, but our customers who have major investments in the stock market have seen a major change in liquidity,” Olinde said. That means that personal financial decisions about retirement or home ownership may be postponed. Businesses on the verge of expansion may put that off a while. Still, if you feel confident in your ability to repay a loan, this is a good time to buy or to refinance for a lower rate. A lot of the economic problems we are experiencing are clearly a byproduct of greed. But incaution played a role, too. Money is tight and consumers are more cautious, but it doesn’t appear that the sky is falling on Main Street.
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Business Journal
Benefit Spotlight Networking
One of the reasons that is often cited for joining the Chamber is networking. How many truly know the best way to network? Do you find yourself at events waiting for someone else to talk to you? Are you unsure of the best way to break the ice and introduce yourself? You aren’t alone. Many people aren’t quite sure how to get the most out of events. That’s why we’re starting a new feature: Networking Tip of the Month. These tips will help make you more comfortable with networking or reintroduce you to some things you may have forgotten. Each month we will highlight one main tip or idea to help get your network growing. The more people who know your name, the better. Look for these helpful tips in the Business Journal. Remember that the Chamber offers several ways for businesses to network: New Member Reception, General Membership Luncheon, Business After
Chamber of Commerce Renewals American Legion Post 145 Inc. American Red Cross Arnsparger Insurance Agency S. L. Bassford & Associates, LLC Bendler Realty Corp. Bennett Construction Co., Inc. Chesapeake Utilities Corp. Comcast Spotlight Karen Davis/State Farm Insur ance Delmarva Chiropractic Eastern Shore Solar Enza’s Beth Gismondi/Allstate Insur ance Co. Gladden Construction, Inc. Interapp Development, Inc. IPPS Mentoring Program Inc. Midway-Chevy,Cadillac, Pontiac,Buick,Toyota Papa John’s Pizza Pat’s Pizzeria of Salisbury Pets ER PA Ritch Photography Servpro of the Lower Shore Shore Sheet Metal Sleep Waves, Inc. Taylor’s Chicken & Ribs Urban Salisbury, Inc. Woody’s Pest Patrol & Tree Care, Inc.
Hours, Business Before Hours, ChamberFest and Get Connected Business Expo. In addition, the Chamber has committees available to members with something for everyone. There is always something to do and someone to meet at a Chamber event. Make sure you are making your membership work for you. Attending networking events has direct benefits to your business: people put a name with a face and are willing to use and promote your product or service. If you have something to contribute that has helped you network smarter, better or quicker, share it with us at membership@salisburyarea.com. We are always looking for ways to add value to your Chamber. If you’d like to talk to us, call Cathie or Tiffanie at 410-749-0144. February’s Tip It’s as simple as always having business cards with you!
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Ambassador Spotlight Judy Hunt-Harris
We are pleased to welcome Judy Hunt-Harris back as chair of the Ambassador Committee. Judy held this position several years ago and has stepped in again. Judy’s day job is coordinator of Volunteer Services for Coastal Hospice where she recruits, trains and coordinates over 100 volunteers. Judy believes that volunteers are the lifeblood of an organization. Her volunteers serve in the areas of social work, bereavement services, pastoral care, events planning, administrative services and patient care. Judy’s commitment to training and supporting volunteers carries over to her work with the Chamber. Her primary focus as chairman is to educate ambassadors about the Chamber - its programs, benefits and mission. In turn, ambassadors will be able to help all members - old and new - get the most out of their Chamber membership. We thank Judy for her continued support of the Chamber and its mem-
Judy Hunt-Harris
bers. We appreciate her time and talents. We would also like to thank Ellen Pettingill, past-chair, for her time and energy over the past two years. Ellen will remain with the committee and continue as liaison to the Membership Committee. With her busy work schedule, we are grateful for all she has done and are happy she will remain involved.
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Business Journal
Salisbury Chamber Calendar of Events
Tuesday, Feb. 3 – Ambassadors, Dayton’s Family Restaurant, 8 a.m. Wednesday, Feb. 4 – Young Professionals Committee, Chamber Business Center, 5:30 p.m. Thursday, Feb. 5 – Beautification Committee, Chamber Business Center, noon. Monday, Feb. 9 – Workforce Development, Chamber Business Center, noon. Tuesday, Feb. 10 – Business After Hours, Chef Fred’s Chesapeake Steakhouse, 5-7 p.m. Wednesday, Feb. 11 – Membership Committee, Bob Evans Restaurant, 8 a.m. Wednesday, Feb. 11 – Salisbury Festival Committee Meeting, Chamber Business Center, 4 p.m. Thursday, Feb. 12 – Local Legislative Committee, Wor-Wic Community College, 7:30 a.m. Friday, Feb. 13 – Executive Committee, Bob Evans Restaurant, 7:30 a.m. Tuesday, Feb. 17 – Agri-Business Committee, Chamber Business Center, 7:30 a.m. Tuesday, Feb. 17 – Hiring & Retaining Quality Employees, Chamber Business Center, Seminar Presented by Joe Giordano, 8-10 a.m. E-mail Shannon at Chamber@ SalisburyArea.com for more information.
Tuesday, Feb. 17 – Elder Care Provider Network, Genesis Healthcare, 8:30 a.m. Wednesday, Feb. 18 – Business Affairs Committee, Chamber Business Center, 8 a.m. Thursday, Feb. 19 – State Legislative Committee, Chamber Business Center, 8 a.m. Thursday, Feb. 19 – General Membership Luncheon, Ramada Inn & Conference Center, noon. Thursday, Feb. 19 – YP/ After Work Networking, Black Diamond Lodge, 6-9 p.m. Friday, Feb. 20 – Recycling Committee, Chamber Business Center, 8 a.m.. Monday, Feb. 23 – Executive Committee, Chamber Business Center, noon. Wednesday, Feb. 25 – Salisbury Festival Committee Meeting, TBA, 4 p.m. Wednesday, Feb. 25 - Board of Directors, Chamber Business Center, noon. Thursday, Feb. 26 - PR & Marketing, Chamber Business Center, noon. Thursday, Feb. 26 – Business After Hours, Crown Sports Center, 5-7 p.m.
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February 2009
Join the Salisbury Area Chamber of Commerce * Be a part of a network of over 745 businesses in your region * Take advantage of actual savings offered through membership benefits * Include your voice on local and state legislative issues * Showcase your business through the Chamber’s numerous methods of communication and marketing * Improve your “bottom line” by participating in special programs offered by the Chamber of Commerce * Be part of an organization known for “giving back to its community” * Membership in the Chamber of Commerce will support your image with your customers Working to Make Salisbury and the Eastern Shore a Quality Place to Work and Live. For more information call 410-749-0144; visit us at 300 East Main Street, check us out on the web at: www.Salisburyarea.com, or send the form below to: SACC, P.O. Box 510, Salisbury, MD 21803-510. Name
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Business Journal S February 2009
PAGE 13
The financial crisis: what’s next for China? By E. Tylor Claggett, Ph.D. Now that 2009 is here and China and the U.S. have celebrated their respective ..Americans have conholiday seasons, it is time for sumed more than they each nation to get down to work on their respective porhave produced and the tions of the world financial Chinese have produced crisis. The U.S. has a new president. He has some “pomore than they have litical capital” he can spend consumed. to try to get the U.S. moving in the right economic direction. A couple of months ago, dustries. The hope is, and it may be very China announced the world’s most amflawed, this debt transfer will somehow bitious fiscal policy plans (three percent allow capital markets, financial instituof its GDP to be directed to affordable tions and a variety of other domestic housing, agricultural expansion, infraindustries to regroup and emerge more structure improvements, etc.). China robust and competitive. has the formidable task of putting these This hope does not address a very plans into practice. fundamental fact. Regardless of the deWith respect to the U.S. issues, debt tails, America must deleverage itself. can not be magically removed; only If America is going to repay its col“rearranged.” Someone has to pay it lective excess debt, it has three basic back. Either the borrower pays it by choices. It can consume less (which consuming less than what they produce is unappealing, but may be necessary or the lender pays in case of default. to some degree); it can produce more The truth is America has borrowed from (which may be possible to some degree) everybody. This includes the Chinese, or a combination of the two (which is other nations and fellow Americans. probably the most realistic choice). Any The recent bailouts (actual and proof the three will require significant time posed) obligate future U.S. taxpayers and effort in order to get our financial to billions of dollars of additional debt house in order. This is because the transferred from the various involved in- “party” has been long and the “hang-
Insights
over” is particularly large. Consuming less and producing more comes about in many ways; most of which will be market driven. There will be fewer people working in our service industries. More people will be employed in some type of manufacturing; although these may be jobs that pay much less, in real terms, than similar jobs a generation ago. As a nation, we must produce more goods that can be exported as most services, due to their nature, are often impossible to export. Hopefully, our relative technological advantages will provide us with the opportunities to sell high value goods and products instead of competing in markets already being served by less developed countries. In some sense, the Chinese have an opposite challenge. For decades, theirs has been an export driven economy. With the current global economic downturn and the accompanying decreased international demand for Chinese exports, it would be very convenient for Chinese consumers to begin to consume the resulting surpluses in Chinese production. This would absorb the anticipated increases in unemployment and it would most likely increase domestic standards of living. Another way to accomplish the same things may be to place more emphasis on providing services and less emphasis on producing more products
for export. However, Chinese policy makers have tried and failed to appreciably stimulate domestic demand in the past. Much of this is due to the persisting culture that puts significant value on individual savings. For the older generations in particular, this was a matter of survival and such habits die hard. Even the younger Chinese that I talk to say they and their parents are reluctant to reduce their saving rates. When I ask them why, they tell me they have no confidence in their government’s “social safety net.” And, it is easy to understand why when you realize, that in recent years, the Chinese government has reduced many of its social welfare entitlements such as the availability of free health care and free higher education. Apparently, the Chinese may be further along in assuming responsibility for their own financial security than Americans. So, for 30 years, Americans have consumed more than they have produced and the Chinese have produced more than they have consumed. The overall question may be, “how to change societal behavior in both countries?” About the author
E. Tylor Claggett, Ph.D., CFA, is director, Financial Planning Track, at Perdue School of Business, Salisbury University. Reach him at (410) 677-5021.
Eastern Shore SHRM Holds Second Conference
The Eastern Shore Society for Human Resource Management (ESSHRM) will be hosting their second Regional Conference ”HR Riding the Waves” on Thursday, April 30, 2009 at the Clarion Resort Fontainebleau Hotel and Conference Center in Ocean City, Maryland. This is the second conference hosted by the ES SHRM Chapter and promises to be has successful as the first one held in 2007 which was attended by over 100 human resources professional, business owners and office managers from the Delmarva Peninsula. This years conference will include several morning breakout sessions addressing the Top 10 in Employment Law and HR for 2009, Generational Diversity, Discussing the “Un-discussable in Financial Times”, and how the corporate culture impacts productivity and retention. The afternoon will feature a mock sexual harassment trial with attorneys from Maryland and Delaware representing the plaintiff and defendants, giving participants a unique opportunity to see how a “he said, she said” sexual harassment claim could pt in a courtroom. Following the mock trial, several attorneys will participate in a panel discussion and question/answer session on employment law. Attorneys from both the States of Delaware and Maryland will be included on the panel. The conference finale will include an opportunity to continue networking with other business and HR professionals. At that time, participants will have a chance to win one of the numerous door including the Grand Prize… a 5-day cruise to Bermuda. The event will be preceded by a Networking Reception the evening of Wednesday, April 29 2009. Highlighting the reception will be a comedy performance and a steel band musical performance. For more conference information including Partnership and Exhibitor opportunities and registration forms, visit the Eastern Shore SHRM website at http://easternshore.shrm.org. We hope to see you there.
Eastern Shore SHRM Host Human Resource Regional Conference Thursday, April 30, 2009 7:30 am – 5:00pm Clarion Fontainebleau Resort and Conference Center, Ocean City MD For more information and registration go to http://easternshore.shrm.org
“An affiliate of the Society for Human Resource Management”"An affiliate of the S affiliate of the Society for
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Business Journal
FINANCE
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February 2009
| INSURANCE | REAL ESTATE
Opportunities can arise in a real estate slowdown By Chris Peek, CCIM
Sperry Van Ness – Miller Commercial Real Estate
While many people correctly perceive that the condition of the national commercial real estate market is fairly dire at this point, the regional reality on the Eastern Shore market is not necessarily following that track. It is true that the market has slowed down considerably in certain sectors. Most specifically, the more speculative areas of real estate where builders and investors were building somewhat ahead of the market, anticipating that they would be positioned well when demand caught up to them, have been hard hit by the slowing market. However, like many dynamic systems increasing inactivity in some areas, this leads to more dynamic activity in others. Users versus investors who have specific needs see extraordinary opportunities in the current market, and have been moving with all due speed to take advantage of falling prices, historically low interest rates, and relatively reasonable labor costs while contractors, like many other service providers, are sharpening their pencils to stay in business. For users looking at the Eastern Shore regional market for deals, there has been significant compression in both lease and sale pricing across the board. Locally and regionally adjusted dollar per square foot lease and sale pricing for existing buildings has, on average, rolled back to levels last seen in the 2005 market. Having said this, there are obviously exceptions to this price deflation, and for properties in very desirable locations, or with relatively recent improvements these negative pricing pressures may not apply. The effect of this intersection of market forces for users has created a fairly dynamic market, with financially qualified users having more opportuni-
ties for well priced and desirable deals than they have seen in several years. Many are taking advantage of those opportunities. In addition to this, banks are stepping up to the plate for financially qualified users, and for those with good credit, it means they are able to secure loan pricing at almost historically low rates. As one of the largest commercialindustrial brokerages in the region, we have seen significant levels of activity in the industrial and commercial end user sectors over the past six to nine months as manufacturers and service providers have moved on these opportunities. On the investment end of the market, there has been more of slowdown than the user end, but activity is still percolating along. Banks have replaced magnifying glasses with microscopes in terms of looking at buyer qualifications in granting loans, but for those who pass muster regarding their credit worthiness extremely good rates are available. It is an axiom among successful, long term investors in real estate that there is considerably more money to be made in a decelerating market than in a booming market. As Bill Ahtes, a successful local investor has noted on several occasions, the key to making money in real estate is “buying it right.” Paying a premium price for a property in the supposition that inflation or market dynamics will eventually generate an investment that makes sense in terms of yield ratios is a dangerous business, and requires more luck than market savvy. Making sure the price and income-expense fundamentals of a property are correct from the purchase forward is a far safer and more reliable road to real estate wealth. In the current market environment, enough time has passed that many sellers have
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come to the conclusion that the bubble is over, and are increasingly adjusting pricing to realistic market levels. This in turn has offered many buyers the ability to “buy it right” and they are taking advantage of that window of opportunity. While it is true that on a national,
and to some extent regional, macroeconomic basis, real estate has suffered a considerable slowdown, the flip side is that a number of opportunities have opened up for savvy buyers, and they are moving rapidly to secure these opportunities while the market is favorable.
Business Journal
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Doctor moonlights as novelist
Robert Anthony Coker, DO has written thousands of discharge instructions and patient prescriptions over the course of his 13 year career as a physician. At his day job, Dr. Coker is an internal medicine specialist and hospitalist at Peninsula Regional Medical Center. It’s his night job, however, thanks largely to a lifelong struggle with insomnia, which has penned a new and exciting chapter in the life of this 45-year-old Queens, N.Y. native, husband and father of two. Dr. Robert Anthony Coker recently became a published author with the release of his first novel, the suspense thriller “The Onancoche Curse.” The book is a fictional story of an archeologist who moves to Maryland to teach at a small college and to explore a remote cave. Once there, he stumbles upon a tribe of Indians that have been hidden away from society for decades. The tribe has a horrible secret; they can change form, shape shift, and they have a hidden agenda. “The book started off as a story I was playing around with at odd hours to pass the time while battling insomnia, but over the course of five years it evolved into something much bigger,” said Coker. In The Onancoche Curse, the main character, Christian Kincaid, finds himself torn between trying to study and help the tribe, protect his family from danger and aid the military in defeating an unusual foe. Coker cautions that this is a book with adult themes and language, but it is also very interesting and has very engaging characters. “I expect everyone reading it will find at least one favorite character in the novel that they will connect with. It’s an entertaining story that has drama, humor, science fiction, love and
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spice. It’s a good, safe escape from some of life’s problems,” he said. Dr. Coker already has a second project well underway on his laptop but is in no rush to get it published. If and when he does, it will only come after the same comfort level that led to the release of his first novel. “I knew this was a huge stretch for a guy practicing medicine, and that some would scrutinize me for doing so. I just hope people enjoy the story, and I believe they will.” The Onancoche Curse is available in paperback at either www.amazon. com or www.booksurge.com.
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Business Journal
FINANCE
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February 2009
| INSURANCE | REAL ESTATE
Tips to follow to get the best insurance for your business By Dean Goodwin
ISG International, Marketing Manager
1. Evaluate your risks Premiums vary widely among insurance companies and depend on a number of risk factors including operations, business location, building type, fire protection services, and the amount of insurance you purchase. Generally, the higher deductible you agree to pay, the lower your premium. However, when you agree to take on a high deductible you are taking on some financial risk. Assess your own risks before you go shopping. Keep in mind, if you handle the personal information of employees, customers, etc., it is important to work with an agent that understands the risks associated with Privacy and Cyber Liability. 2. Understand how insurance works in today’s economy Rates in commercial Property & Casualty insurance have been decreasing over the past few years because of a decrease in weather-related catastrophes and lack of terrorism incidents. Your premiums should have reduced. Insurance companies began lowering their rates to gain market share and invested those premiums in the financial markets. With declines in investment portfolios, coupled with a quadrupling of catastrophic losses in 2008, the tide is expected to turn in 2009-2010. This will eventually mean more restrictive underwriting requirements, fewer options and higher premiums. There is no better time than now to get a second opinion from another broker. You still have a window of opportunity to gain more coverage for less money, but that window is closing fast. 3. Protect yourself from an employee lawsuit Employment Practices Liability Insurance (EPLI) provides coverage for your business against employment-relat-
ed claims such as wrongful termination, discrimination, sexual harassment, failure to hire, failure to promote and more. With downsizing and restructuring a reality for many of today’s businesses, there has never been a more important time to protect your business from allegations of this nature. Regardless of whether or not a lawsuit has merit, defense costs can bankrupt a small company. EPLI helps you weather these storms for premiums that start as low as $2,000 annually.
4. Don’t be afraid to change your current agent If your broker is not reviewing your coverage, risks and premium annually, it may be time to find a new one. Professional commercial insurance brokers not only help you find policies that match your business needs, but they also help you prevent claims before they have a chance to occur. Make sure your broker understands all the risks associated with your business. Your policy can be reviewed and changed at any time. Ask another experienced agency to look over your exposures and make sure your current agent is doing the best job for you. Look for an agency that has an inhouse claims department and is licensed in all the states where you may be doing business. 5. Review your insurance coverage on an annual basis Have you purchased or replaced equipment or changed your operations and staffing levels? Contact your insurance broker to discuss these changes in your business and how they may affect your coverage. As your business changes, so do your liabilities. Contact ISG International for more information about business insurance, employee benefits and HR consulting for your company at 800-336-5659 or www.isgintl.com.
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Business Journal
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February 2009
Business After Hours
PAGE 17
City of Salisbury Fire Department
The City of Salisbury Fire Department hosted a Business After Hours at its new headquarters on Cypress Street on Dec. 16, 2008. Over 100 community business leaders and political dignitaries assembled to network with their peers. Fire Chief See provided a brief welcome followed by comments from Deputy Fire Chief William Gordy who is also a local business owner. Gordy spoke about the department’s 41,000 square foot facility that replaced the old downtown fire station and the department’s training center which were located on Isabella Street. Deputy Chief Gordy complimented the City of Salisbury; Design Atlantic; Davis, Bowen & Friedel, Inc.; and Gillis Gilkerson, Inc. for their ability to create a successful community project that was designed and built under the City’s budget and within the projected time. Attendees participated in facility tours conducted by volunteer members of Fire Station #16 (Salisbury Fire Department, Inc.) and were impressed with the simplistic but functional design and layout of the new facility. Light refreshments were provided by members of the Salisbury Fire Department, Inc. Ladies Auxiliary. Thank you to the Fire Department and the Ladies Auxiliary for a wonderful evening.
The new Salisbury Fire Station #16 on Cypress Street.
s ! U n t sit Our atio i V a oc L w Ne
The Heritage Center holds antique fire engines and timeline displays. Over 1,000 children have visited.
Chamber members received guided tours of the facility.
Kenny Soni from Performance Unlimited in a discussion with John Rankin.
Members toured the Heritage Center at Salisbury Fire Station #16.
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February 2009
Wicomico County made great strides in 2008 By Rick Pollitt The following is an excerpt from Wicomico County Executive Richard M. Pollitt’s “State of the County” address delivered on Dec. 30, 2008.
County Report
Wicomico County has seen forward progress in credibility by the highest ranking professional money managers in the nation.
“We have just crossed the half-way point of our first term under a new form of county government. The first year was a time of transition as we worked to provide the structure of government by executive and legislative functions. With the end of our second year, I can report with confidence that the transition is complete. If the preceding two years have been a time of adjustment, the next two will be a time of action. It is time for us to make our mark and achieve real progress on the issues that you have identified as most important to our community. I believe we’re well underway. I have consistently maintained that restoring confidence in county government has been and continues to be our primary goal. I suggest that nowhere has confi-
dence been lower than in the county’s ability to wisely manage our fiscal health in recent years. This was evidenced by the grass roots taxpayer campaign that created our revenue cap as well as the job I now hold. If our confidence needed a shot in the arm, we got it from New York City just a few weeks ago when Standard and Poor’s, one of the country’s leading bond rating agencies, actually upgraded Wicomico County’s rating from A+ to AA-. This came on the heals of action by Fitch Ratings, who moved us from “stable” to “positive” last year. In other words, Wicomico County has seen forward progress in credibility by the
Next Month
Marketing
highest ranking professional money managers in the nation in both years of our administration. Such achievements are rare enough during good economic times. To have this level of success in times such as these is nothing short of remarkable and is solid evidence of the strong work being performed every day by our financial management team. If Wicomico County made great strides in improving our financial health this year, other areas of county government have prospered as well. In 2008, we: • Saw the upgrade of the Wicomico Housing Authority from the “troubled” category imposed by the U.S. Department of Housing and Urban Development. We hope to build on that success and finally achieve the classification of “superior,” removing any doubts as to the county’s ability to provide clean, safe and affordable public housing. • Saw Wicomico Nursing Home receive a four-star rating from the centers for Medicare and Medicaid Services. • Saw both our Cedar Hill and Nanticoke Harbor Marinas receive state-wide recognition for their environmentallyfriendly facilities and management.
• Saw the largest award of rural legacy funds in the history of Wicomico County by the state in the amount of $1 million to purchase easements over properties in the Quantico Creek area, removing them forever from development pressure while compensating the property owners for giving up their rights to future wealth. • Saw, for an unprecedented third year in a row, the naming of Wicomico County and Salisbury by “America’s Promise” as one of the Top 100 Communities in the country for children, an achievement won by no other community in our state. Other victories were won in other departments as well, as we continue to do good things in Tourism, Corrections, Public Safety and at the Airport, Library and Civic Center. I hope in the months ahead to begin a series of articles that will be released to the press and posted on our website that will explain more of what we do and how we do it, taking some of the mystery out of county government. We hope to show you, our bosses, just what we’re doing with your tax dollars and why we think you’re getting a good bang for your buck.”
WHAT YOU NEED FROM A BUILDER...
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Next month’s edition of the Business Journal will focus on marketing trends and opportunities. Don’t miss your chance to be featured in this edition. Contact Emily Rantz at 410.749.0144 or email mspublications@gmail.com
410-341-3800 www.southernbuildersinc.com
Business Journal
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February 2009
Business Mix Nason receives awards
Nason Construction recently received several excellence awards for two senior living construction projects. Nason was presented two awards for constructing the Cadbury at Lewes Continuing Care Retirement Community – a Construction Excellence award from the Delaware Contractors Association (DCA) and an Excellence in Construction award from the Associated Builders and Contractors (ABC) Delaware Chapter. The Design Build Institute of America (DBIA) also selected Nason as a Merit Award winner for completion of the Delaware Veterans Home in Milford, Del. This award program was a nationwide competition and was granted in the category of public sector projects over $15 million. Established in 1922, Nason Construction provides construction management, design build and general contracting services for commercial, institutional, and government clients in Delaware, Maryland, Pennsylvania and New Jersey.
Shore Bank expands network
Shore Bank has expanded its free ATM network to the Norfolk/Virginia Beach area and eastern North Carolina. Shore Bank customers can now use their cards at any of the 82 ATMs operated by Shore Bank, Gateway Bank or Bank of Hampton Roads. Shore Bank has eight retail branches on the Eastern Shore of Maryland and Virginia. For ATM locations, visit www.ShoreBank.com.
BNI Maryland wins award
BNI Maryland was voted as the 2008 Networking Group of the Year. Business Network International (BNI) Maryland was chosen over 26 other nominated business networking groups. Ann Wiseman of Salisbury, also a Salisbury Area Chamber of Commerce member, oversees the eight Eastern Shore chapters of BNI which is a business and professional networking organization offering members the opportunity to share ideas, contacts and, most importantly, qualified referrals. In the first annual Networking Group of the Year Award, nominations and
votes were cast by Beltway Networking’s community of networkers in the Washington D.C., Maryland and Virginia areas. Beltway Networking, a resource tool for anyone who wants to find networking events, Chamber of Commerce functions and business group meetings, provides a consolidated networking calendar.
Gillis promoted to senior advisor
Bradley Gillis, CCIM, of Sperry Van Ness-Miller Commercial Real Estate in Salisbury, has been promoted to senior advisor. Gillis specializes in the sale and lease of medical/professional office, industrial and investment properties Gillis on the Eastern Shore of Maryland and Delaware. Gillis, whose commercial real estate career began in 2004, has secured more than 50 transactions resulting in a career brokerage volume in excess of $18 million.
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Southern Builders wins bid
Southern Builders, Inc. has recently been awarded the construction of the Eastern Shore Regional Call Center project located in Salisbury. The new facility will provide office and training space and will be the fifth unemployment insurance claims center in the State. This location will house a new telephone service center offering electronic filing and adjudication of unemployment claims. Once completed, the department will vacate a rented facility. Construction is anticipated to begin during the first quarter of 2009 and is expected to be complete this fall. Southern Builders, Inc. is a full service general contracting/construction management firm licensed in Maryland, Delaware and Virginia.
Former Salisbury City Hall sold
Bradley Gillis, CCIM and Henry Hanna, CCIM, SIOR of Sperry Van Ness – Miller Commercial Real Estate recently negotiated the sale of the former Salisbury City Hall building located in downtown Salisbury. The historic building was constructed
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Business Journal
in the 1800s. The purchaser, St. Peter’s Church, originally built this facility in 1887 and then sold it to the county. St. Peter’s purchased the facility back and intends to use this building for Sunday school classes and office space.
Giant celebrates Black History
Giant Food celebrates Black History Month with the release of the 17th annual Profiles in Excellence brochure. This year’s edition celebrates places that hold significance in Black American history. The free brochures are available in all Giant Food stores while supplies last. Local schools and community organizations may request copies. Giant will also sponsor their third annual Martin Luther King Jr. Essay Contest, which runs through the entire month of February. The contest invites students in grades 6 to 8 to address the question, “What can I do to make a difference in my community?” Two winners will be selected from each grade level and each winner will receive a check valued from $250 to $1,000. Entry forms are available at all stores and online at www. giantfood.com. Essays must be postmarked by Feb. 28. Black History Month activity sheets and recipes can also be downloaded from Giant’s website.
Becker receives intern award
The American Institute of Architects (AIA) and the Intern Development Program Advisory Committee (IDPAC) has selected Becker Morgan Group, Inc. as the recipient of the 2008-2011 Intern Development Program (IDP) Outstanding Firm Award for their commitment to continuing education, training opportunities and professional registration. Developed by the National Council of Architecture Registration Boards (NCARB), IDP fills the gap between academic instruction and licensed practice. Becker Morgan Group is fully vested in the education and development of its interns. Under the direction of Auxiliary Coordinator and mentor, Keith P. Fisher, AIA, the in-house Becker Morgan
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Group Intern Development Forum (IDF) was established in 2007. Interns receive extensive training opportunities such as in-house mentor/ intern connections, corporate training events, intern-specific planned and hosted training sessions, and continuing education support. Net-Properties.com recently helped a client close on a $10,750,000 purchase of three zero cash flow CVS stores. The client, an exchange investor, contacted Net-Properties last fall in a search for net leased investment properties which would offer both security and a cash flow which was as profitable as the current rates in the bond markets. Net-Properties prepared a series of comparative financial analyses showing the investor how he could invest in zero cash flow net leased properties to achieve the long term security of an A-rated tenant, the market return of real estate appreciation, and still have over 80% of his equity to invest in high performing bonds. Blair Rinnier, CCIM, of Net-Properties and vice president of Rinnier Development, in Salisbury, represented the buyer. Net-Properties assists buyers and sellers in the acquisition and disposition of net leased investment properties located throughout the U.S.
Pollitt to serve second term
The Maryland Association of Counties (MACo) has again selected Wicomico County Executive Richard M. Pollitt Jr., to serve on its statewide board of directors. Pollitt was installed on the board by Maryland Governor Martin O’Malley recently at the MACo Winter Conference in Cambridge. Concerning his re-election, Pollitt said, “MACo has proved to be an extremely valuable asset for county government as we represent the views of our constituents, especially in the hall of government in Annapolis.” Pollitt also serves along with County Council President John Cannon on MACo’s legislative committee.
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Business Journal
Acreage sold in Ocean Pines
Bradley Gillis, CCIM, senior advisor at Sperry Van Ness - Miller Commercial Real Estate, and Doug Marshall, CAI owner of Marshall Auctions, announce the sale of over 20 commercially zoned acres located adjacent to the North Gate of Ocean Pines. This parcel is one of a few large developable parcels in Ocean Pines. The property was sold at auction to Palmer Gillis, a local medical/professional office developer for $700,000. The buyer plans to work with the community to create a development that will benefit and service the Ocean Pines area.
Sherwood consolidates
Local auto dealership giant, Sherwood of Salisbury has consolidated the Ford, Lincoln, Mercury, Chrysler, Jeep and Dodge brands into one central location at 1902 North Salisbury Blvd. in Salisbury. Rogers has selected Brent Miller, CCIM, CPM, managing director of Sperry Van Ness-Miller Commercial Real Estate as the exclusive listing representative for the sale of Sherwood real estate located on the east side of Route 13 north in Salisbury. The real estate for sale consists of three parcels. All Sherwood operations will continue to function and will be housed in the Sherwood Ford facility on the west side of Route 13 north. For more information, visit SVNmiller.com or contact the office at 410-543-2440.
WBOC remains leader
The Nielsen November ratings results show that WBOC remains the dominant source for news and local information on Delmarva and is the number one station in the Salisbury Designated Market Area (DMA). The Salisbury DMA, which comprises Wicomico, Worcester, Somerset and Dorchester counties in Maryland and Sussex County in Delaware, has 157,940 TV households. “By far, our most watched news is WBOC News at 6,” said John Dearing, WBOC/FOX21 news director. “Over 160,000 viewers tune in to watch our 6 p.m. news every week.” WBOC also produces Delmarva’s only 5 p.m. news, First at Five on FOX
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21. WBOC and FOX21 are locally owned and operated by Draper Holdings, which also owns WBOC Interactive and Loblolly, L.L.C.
K&L earns recertification
K&L Microwave recently received its triennial re-certification to the ISO 14001 Environmental Management System (EMS) standard. K&L has maintained this certification since 2003, and is committed to the following: reduce waste and prevent pollution; improve its processes continually; conserve natural resources; comply with environmental rules, regulations, and policies; and apply the environmental policy in its daily operations. The final report from the five day audit concluded that K&L has a wellimplemented environmental management system that protects the environment, prevents pollution, and ensures that the company manages and controls the impact of operations and products.
Shorebirds staff changes
The Orioles recently announced the coaching staff for their eight minor league affiliates for the upcoming 2009 season, and among those announcements were changes to the staff of the Delmarva Shorebirds. The Shorebirds will see a new skipper at the helm for the second straight season as they will be managed by Orlando Gomez, who replaces Ramon Sambo after just one season with the ‘Birds. Gomez, who will be entering his 14th season as a minor league manager, comes to Delmarva from Bluefield, where he managed the Appalachian League team in 2008. Gomez spent three seasons as batting practice pitcher on the Orioles major league staff. He has managed at every level of minor league baseball during his previous 13 years of coaching, as well as the Puerto Rican Amateur League. Joining Gomez will be Pitching Coach Blaine Beatty, who replaces Kennie Steenstra after four seasons. Beatty spent the last three seasons with the Frederick Keys as their pitching in-
COMPANY REORGANIZES - Marshall Management, Inc. has changed its operations to improve performance and develop more opportunity for its owner group, hotel portfolio and future developments. The company will now be known as Marshall Hotels & Resorts, Inc. Offices are located at 1315 S. Division St. in Salisbury. For more information, visit marshallhotels.com.
structor. He was drafted by the Orioles in 1986 and spent 12 seasons in the minors. Former Orioles infielder Ryan Minor rounds out the 2009 coaching staff as he returns for his second season as the Shorebirds field coach. Minor was drafted in 1996 by the Orioles and spent a season playing with the Shorebirds in 1997, where he helped lead the team to the South Atlantic League Championship. The 2009 Shorebirds season begins on Thursday, April 16 at 7:05 p.m.
Marshall purchases facility
John McClellan, CCIM, senior advisor with Sperry Van Ness – Miller
Commercial Real Estate in Salisbury announces that Marshall Management, Inc. has completed their acquisition of 1315 S. Division St. in Salisbury. The 10,000 square foot former medical office will serve as the new administrative facility for Marshall Management. It is located across from Milford Street Professional Center near Dykes Road. Marshall Management, Inc., founded in 1980, has special expertise in operating three- and four-star branded hotels and resorts, averaging 100 to 400 rooms, in urban and central business districts, suburban/drive-to and resort locations.
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Blood Bank celebrates donations
As a new year begins, the Blood Bank of Delmarva has many people to thank. Blood donors contributed a record 82,928 blood donations in 2008 — keeping the blood supply stable all year. More than 20,000 patients benefitted and no surgeries were cancelled because blood was not available. The Blood Bank celebrated National Blood Donor Month in January. Holidays, busy travel schedules, inclement weather and illness all combine to make the winter months a time when blood is often in short supply. Because of this, the Blood Bank asks local residents to make a New Year’s resolution in 2009 that is easy to keep: donate blood. For more information about the Blood Bank or to schedule an appointment to give blood, call 888-8-BLOOD-8 or visit www.delmarvablood.org.
Crumb named executive director Karen Poisker, vice president of Patient Care Services, has announced the appointment of Warner Crumb to
executive director of Orthopaedics and Neurosciences at Peninsula Regional Medical Center. Crumb, a health care professional with nearly 30 years clinical experience in orthopaedics and physical medicine, will also work closely with the Surgical Services division to assist with the coordination and delivery of orthopaedic surgery services. Crumb, who currently serves as the Medical Center’s director of both the Peninsula Wound Crumb Center and Physical Medicine and Rehabilitation Services, will retain that role in each clinical area. He will also assume administrative responsibility for Peninsula Regional’s Transitional Care Unit. Crumb has worked at PRMC for four years.
PRMC presents heart series
The Guerrieri Heart & Vascular Institute at Peninsula Regional Medical Center celebrates American Heart Month with a series of free community education programs on staying heart
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healthy. The programs will be held every Tuesday in February from 5:30 to 7 p.m. in Hallowell Conference Center’s Rooms D and E. The public is invited to attend. The following programs are planned: Feb. 3 - “Understanding Your Medications” by John Jordan, PharmD, BCPS, Clinical Pharmacy coordinator Feb. 10 - “Women and Heart Disease” by Dale Reddish, MSN, FNP-BC, program director of the Women’s Wellness and Prevention Program Feb. 17 - “Compliance is the Key To Managing Heart Disease” by Anthony Frey, MD Feb. 24 - “The Power of Humor” by Carol Moore, MS, RNC of Peninsula Regional’s Education Department The Hallowell Conference Center is located on the ground floor of the Layfield Tower on Locust Street. Free parking will be provided in Parking Garage B located directly across the street from the Layfield Tower. Light refreshments will be provided. For more information, call 410-5437026.
PRMC labs receive accreditation
The laboratory and arterial blood gasses (ABG) lab at Peninsula Regional Medical Center have both been awarded accreditation for the “excellence of service provided” by the Commission on Laboratory Accreditation of the College of American Pathologists (CAP) based on the results of a recent on-site inspection. Laboratory Administrative Director Kathy Hoffman and medical director Patrick O’Reilly, Jr., MD plus ABG Coordinator Tom Russ, Medical Director Jon Beacher, MD and department Director Mike Hewitt were all congratulated by the on-site inspection team for being among a select group of laboratories nationwide to meet the rigorous guidelines established to help ensure the highest standards for patient care. Peninsula Regional’s labs are among an elite group of 6,000 CAP-accredited laboratories in the United States. The CAP designation has been continuously awarded to the Peninsula Regional lab for nearly 35 years. The ABG lab has received that honor for the past nine years it has been surveyed.
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Business Journal
McCrone helps future leaders by donating to Junior Achievement Even during tough economic times, McCrone Inc. knows the importance of educating our youth. With their financial donation, Junior Achievement (JA) was able to provide the “Our City” program to all third grade classes at Pemberton Elementary. The “Our City” program is designed to provide practical information about businesses and the main occupations found within a typical city. Students have an opportunity to
plan and build their own miniature city. McCrone also provided volunteers for each class. JA provides economic education programs for students in schools throughout Wicomico, Worcester, Somerset, Dorchester, Talbot and Caroline County. All programs are free to schools and are directly correlated with Maryland’s Voluntary State Curriculum. For more information, call the Junior Achievement office at 410-742-8112.
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Volunteer Ashley Hutchins with third grader Aaron Stiegler showing off the business he built for his community.
Sperry Van Ness launches new Asset Recovery Team Jim Tucker, CCIM, senior investment advisor for the Richmond, Va. office of Sperry Van Ness International, one of the nation’s largest commercial real estate brokerage firms, has helped launch the Sperry Van Ness Asset Recovery Team (SVNART). The 20 member team from across the United States specializes in troubled assets providing services to
government agencies, lenders, special servicers and financial institutions. Tucker specializes in retail shopping center investment properties and retail development opportunities in Virginia and North Carolina. He has more than 30 years of corporate real estate executive, development, syndication, brokerage and consulting experience and is an active licensed
broker in Virginia and North Carolina. SVNART provides a “single full service source” for the efficient and effective disposition of distressed real estate assets including loans, portfolios and individual properties of all asset types. To ensure maximum return, the group will design and implement customized marketing plans for the repo-
sitioning and disposition of assets. Services include: broker opinion of value, customized marketing proposals, market research, property management, asset preservation, accelerated marketing/auction, sealed bid, loan/note sales, investment brokerage services, leasing services and acquisitions. For more information, visit www. svnart.com.
SHORE UP! offers tax prep For the second year in a row, SHORE UP! Inc. through a Volunteer Income Tax Assistance (VITA) site, is offering free preparation of both state and federal income tax returns and free e-filing for families and individuals making under $40,000/year. In Wicomico County, taxes will be done at the SHORE UP! facility at 500 Snow Hill Road in Salisbury. Hours for tax-preparation appointments are Mondays and Wednesdays, 4:30 to 8 p.m. and Saturdays from 10 a.m. to 2 p.m. In Somerset County, taxes will be done at the Princess Anne Townhouses, 30475 Pine Knoll Drive, Princess Anne. Hours for tax-preparation appointments are Tuesdays from 9:30 a.m. to 2 p.m. and Thursdays from 4 to 8 p.m. To make an appointment, call 410749-1142, ext. 330, 356, or 329 on weekdays. Qualifying individuals do not have to go to the office in their county of residence. Residents of other Maryland counties are welcome. Qualifying persons from other states are welcome to participate; state tax returns for Delaware and Virginia can be done. Participants will also have the opportunity to receive basic financial
education on topics such as budgeting and saving. Taxes will be electronically filed whenever possible. Tax returns will be prepared primarily by volunteers, all of whom are required to take training and become IRS certified before they can do taxes. Many volunteers are business students from local colleges. To volunteer, make a donation, or for more information about the VITA Tax Project, contact Odetta Evans at 410-546-8352.
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Business Journal • February 2009
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Name
Contact
Business Journal Directory
Phone
Fax
Website
Advertising Comcast Spotlight Stephanie Willey 410-341-8950 410-341-8980 comcastspotlight.com stephanie_willey@ 1201 Pemberton Dr., Suite 2B, Salisbury, MD 21801 cable.comcast.com _________________________________________________________________________________________________________________________________________________________________________ ARCHITECTS & ENGINEERS Andrew W. Booth & Associates, Inc. Matthew Smith 410-742-7299 410-742-0273 awbengineers.com msmith@awbengineers.com 1942 Northwood Dr., Salisbury, MD 21801 Debbie Bailey dbailey@awbengineers.com _________________________________________________________________________________________________________________________________________________________________________ Davis, Bowen & Friedel Michael Wigley 410-543-9091 410-543-4172 dbfinc.com mrw@dbfinc.com One Plaza East, Suite 200, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ George, Miles & Buhr, LLC Michelle Everngam 800-789-4462 410-548-5790 gmbnet.com meverngam@gmbnet.com 206 W. Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________
AUTO DEALER Pohanka Automotive Group of Salisbury Chris Hagel 410-749-2301 410-742-5168 pohankaofsalisbury.com chrisrobininc@aol.com 2012 North Salisbury Blvd., Salisbury, MD 21801 ext: 8030 _________________________________________________________________________________________________________________________________________________________________________
AUTO PARTS Eden Used Auto Parts George Glovier 410-749-5116 410-742-3930 eden11@comcast.net 14661 Merser Rd., PO Box 43, Eden, MD _________________________________________________________________________________________________________________________________________________________________________ BUILDERS Bud Esham Homes Bud Esham 410-742-1364 410-742-0164 budeshamhomes.com quality@budeshamhomes.com 5966 Williamsburg Pkwy., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________
Ruark Builders Connie Ruark, Sleepy Hollow 410-677-3835 410-860-4875 ruarkhomes.com cruark@ruarkhomes.com 4920 Snow Hill Rd., Salisbury, MD 21804 Barbie Hannemann, VP 410-749-0193 410-860-4875 bhannemann@ruarkhomes.com _________________________________________________________________________________________________________________________________________________________________________ COMMERCIAL BROKERAGE Rinnier Commercial Blair Rinnier, CCIM 410-742-8151 410-742-8153 rinnier.com bmail@rinnier.com 218 East Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ DINING/CATERING Market Street Inn Stephanie Bellacicco 410-742-4145 410-742-3687 marketstreetinnsalisbury.com sbellacicco@marketstreetinn 130 W. Market St., Salisbury, MD 21801 salisbury.com _________________________________________________________________________________________________________________________________________________________________________ Black Diamond Catering Peter Roskovich 410-749-6961 410-749-2896 blackdiamondcatering.com rosko@blackdiamondcatering.com 301 North Fruitland Blvd., Fruitland, MD 21826 _________________________________________________________________________________________________________________________________________________________________________ EMPLOYMENT AGENCY Manpower, Inc. Darlene Smyser 410-742-8861 410-742-9384 us.manpower.com salisbury.md@na.manpower.com 24 Tilghman Rd., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ FINANCIAL Shore Bank Rick Mathews 410-548-7125 410-548-1688 shorebank.com customerservice@ShoreBank.com 100 W. Main St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________
Main Street Financial Services, LLC Steve Hill 410-860-5200 410-860-5289 capitolsecurities.com shill@capitolsecurities.com 144 E. Main St., Suite 202, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ The Bank of Delmarva Robert D. Core 410-548-5670 410-548-1328 bankofdelmarva.com bob@bankofdelmarva.com 2245 Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________
Merrill Lynch Robert G. “Bob” Anderson 410-860-2781 410-860-5066 fa.ml.com/bob_anderson bob_anderson@ml.com 224 E. Main St., Suite 1, Salisbury, MD 21801 800-416-8017 ________________________________________________________________________________________________________________________________________________________________________ GLASS Mr. Go-Glass Dreux Campbell 410-742-1151 410-749-0265 go-glass.com customerfirst@go-glass.com 805 Snow Hill Rd., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ INSURANCE
Allstate Insurance Fred Pastore 410-860-0866 410-860-0869 allstate.com fredpastore@allstate.com 111 Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________ Atlantic/Smith, Cropper & Deeley Laura Deeley Bren 410-835-2000 410-835-2036 ascd.net lbren@ascd.net 7171 Bent Pine Rd., Willards, MD 21874 ________________________________________________________________________________________________________________________________________________________________________ Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 averyhall.com khayes@averyhall.com 308 E. Main St., Salisbury, MD 21801 Bus., Life, Personal, Health ________________________________________________________________________________________________________________________________________________________________________ Gamee Elliott Gamee Elliott 410-749-4725 410-749-4175 statefarm.com gamee.elliott.bvm6@statefarm.com 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________
ISG International Brad Sutliffe 410-901-0736 410-910-0836 isgintl.com Brad_Sutliffe@isgintl.com 204 Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________
Business Journal
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M&T BANK DONATION - M&T Bank and Junior Achievement (JA) recently formed a partnership to bring financial literacy and work readiness skills to kids at Prince Street Elementary in Salisbury. Sponsorships from companies like M&T Bank provide the necessary funding to bring the JA program to schools across Delmarva. Seated from left are: Prince Street students Kate Cazar, Mones Hajizadeh, Bruce Ellis and Brent Gross. Standing are Paris Keene, Breesa Rivas, Najeeb Awan and Luis Calderon. Back row from left are: Jon Sherwell, Gene Malone, Ms. Wauchilue Snyder, Jayme Weeg and John Hickman. To volunteer or make a donation to Junior Achievement, call 410-742-8112.
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JA RECEIVES AWARD - Junior Achievement of the Eastern Shore was awarded the non-profit organization’s Summit Award, one of Junior Achievement’s highest honors. The award is given by JA Worldwide Headquarters to local JA offices that have reached outstanding success in financial health, program quality, management effectiveness and program growth. Jayme Weeg (left), president of Junior Achievement of the Eastern Shore, accepted the award on behalf of board members and staff at the Junior Achievement Eastern Regional Leadership Conference held in Providence, R.I. The award was presented by Lyn Bergdoll, regional vice-president. For more information, visit www.ja.org.
Business Journal Directory Phone
Fax
Website
INSURANCE Landmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 landmarkinsuranceinc.com charlie@ 30386 Mt. Vernon Rd., Princess Anne, MD 21853 888-651-2111 landmarkinsuranceinc.com ________________________________________________________________________________________________________________________________________________________________________ Paulette Arnsparger, Allstate Insurance Co. Paulette Arnsparger 410-677-4774 410-677-4776 allstate.com/12697 PArnsparger@allstate.com 501-C East Naylor Mill Rd., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________
PRINTING Delmarva Printing, Inc. Don Hitchens 410-912-0980 410-912-0984 delmarvaprinting.com don@delmarvaprinting.com 2110 Windsor Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ Oddi Atlantic Pam Gregory 410-651-5447 410-651-5534 OddiAtlantic.com Pam.Gregory@OddiAtlantic.com 30899 Park Dr., Princess Anne, MD 21853 ________________________________________________________________________________________________________________________________________________________________________ REAL ESTATE Coldwell Banker Melissa Lear 410-543-4545 410-543-9609 cbmove.com/melissa.lear mlear@cbmove.com 1131 S. Salisbury Blvd., Suite B, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ RECYCLING Delmarva Recycling Greg Stein 410-546-1111 410-543-9005 delmarvarecycling.com gstein@delmarvarecycling.com 909 Boundary St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ SOLAR ENERGY Eastern Shore Solar Ray Emmons 410-543-1924 easternshoresolar.com ray.emmons@easternshoresolar.com 6288 Westbury Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ STORAGE Cubes To Go Betsy Bradford 410-742-2100 410-742-3875 cubestogo.com info@cubestogo.com 102 Broadway St., PO Box 238, Fruitland, MD 21826 ________________________________________________________________________________________________________________________________________________________________________ WATER Sharp Water Lisa Rice 410-742-3333 410-543-2222 sharpwater.com lrice@sharpwater.com 129 Columbia Road, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________
To advertise your business in the Business Journal Directory Contact Emily Rantz at 410-749-0144 or email mspublications@gmail.com
Consumer Advisory Plain Talk About Long-Term Care Planning
A Timely Word For People With Stock Market Investments
If you could ... would you have insured
yourself against losing money invested in stocks? Like investment market risk, losing your retirement savings to the high cost of long-term care is a real risk anyone living a long life faces.
Life goes on ... and so do you. One of
the main benefits of planning is preparing against a future catastrophic event. It’s smart to start. Few know that you have to “health qualify” for long-term care protection and it gets harder as we get older. Even those with existing health issues may qualify, but you should find out now before things change.
The difference is, that one you can prevent with early planning. It’s not hard to start ... getting information is the smart first step. Long-term care insurance isn’t for everyone ... and here are important facts for you to consider.
Also, each company sets their own rates and the difference from one to another can be quite significant. That’s why it really pays to work with a knowledgable professional who can help you find the best protection for the lowest price.
If you don’t act, you are accepting your default plan that’s already in place. You’re going to have to spend your own savings ... depend on family and friends. Planning ahead always pays.
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PLANNING FOR IT IS NECESSARY
LONG-TERM CARE INSURANCE PAYS
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Fundraiser raises more than $12,000 On Friday, Jan. 16, the Bonfire for Brooke was held at the Marshall Auctions/Porter Marshall Real Estate office. Donations were collected for fouryear-old Brooke Mulford of Salisbury, who was recently diagnosed with a form of cancer known as neuroblastoma. Food, entertainment, and other services were donated by many local businesses, and over $12,000 was raised to help with Brooke’s medical costs. For information on how to donate to the Brooke Mulford Foundation, visit www.brookemulford.com
Dara and Henry Hanna of Sperry Van Ness
First row from left: Doug Marshall, Alyssa Cramer, Juley Pinchak, Christal Marshall, Holly Campbell, Talane Hastings. Second row lfrom left: Andrea Chandler, Eric Morris, Hayley Howard, Mark Lupean.
Preventing drug use seminar
Special seminar on preventing drug use at home or in your workplace will be taught by American Drug Testing, Inc. at the Chamber of Commerce on Tuesday, Feb. 24, from 9 to 11:30 a.m. Cost is $20 for Chamber members $29 for nonmembers. Call 410-749-0144 to sign up. This interactive seminar will cover: • Home Testing: How to test your kids for ten different drugs and alcohol in the privacy of your home, and get results within 5 minutes; how to spot drug use; what you should do; how to gain control, and where to go for help. • Workplace Testing: Implementing a drug-free program, creating a drug policy, learning the rules and regulations about testing and, how to test, where to test pre-employment testing, and supervisor training, • School Testing: How to set up a drug testing program; how to learn if there are drugs in your school without testing one child; Parents’ Kits available. • The Wipe: A unique way to test for drugs without touching one person and instead testing surfaces. We are the only company in a multi-state region that has the capabilities to do this.
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Sharp Water recognized for reducing hydrocarbons Patrick Glennon, president of Ethos Commerical based in Valley Forge, PA and a subsidiary of Ethos Environmental, Inc., a San Diego-based company, recently recognized Sharp Water of Salisbury as a region leader in helping to reduce hydrocarbon emissions. DJ Shannahan, president of Sharp Water, emphasizes that he feels a commitment to help clean the air we all breathe. In keeping with Shannahan’s environmental mission, Kent Simon, Ethos Commercial Mid-Atlantic Master Distributor and Elaine Patterson, Ethos Account Executive, conducted a twoweek trial on four of Sharp’s vehicles. Ethos is a non-toxic, non-hazardous fuel and engine conditioner that reduces emissions, lowers maintenance costs, reduces friction and saves on fuel. Before and after opacity readings on the three diesel vehicles tested revealed emissions were reduced 33.8%, 65% and 78.1% respectively. Based on the positive results of the
trial, as of January 1, Shannahan is using Ethos fleet-wide. According to Shannahan, Sharp Water used approximately 40,000 gallons of fuel in 2008. With similar 2009 fuel consumption and with fleet-wide emissions reduction of 30% on average, Sharp Water will reduce their emission particulates into our atmosphere by 70.4 tons. A long-time resident of Wicomico County, Patterson states, “The latest figures available through Green Media Toolshed and it’s sponsored website, www.scorecard.org, lists Wicomico County as one of the worst county polluters in the nation. Shannahan is to be congratulated for taking steps to improve these statistics and the carbon footprint in our region.” Patterson also stated that Ethos is being used nationally and internationally by such large corporations as Allied Waste, Precision/Bavarian/Tri-Star Motor Transport, and municipalities like North Miami to reduce costs as well as their carbon footprints.
Sharp Water, Inc. of Salisbury and Dover recently received a certificate recognizing their positive environmental impact. From left to right are Kent Simon, Ethos Mid-Atlantic Master Distributor; Elaine Patterson, Ethos Account Executive; and DJ Shannahan, President of Sharp Water standing in front of one of Sharp Water’s vehicles displaying “Going Green” bumper sticker.
Why advertise in the Business Journal?
With the inception of the Business Journal, Mail Movers has used the Business Journal to market our Mailing Services and Mailing Equipment to business prospects and customers. As a business to business organization, the ability to target specifically over 1300 local business members in one media source, has proven to be most effective making our name and products known throughout several local Chambers. The incentive communicated within the Journal to “Buy Local”, identifies Mail Movers through advertising as a local business that qualifies by being a Chamber Member, to seek a fellow members’ business. A business that wishes to be recognized among its’ peers, I recommend the Business Journal as a thing to do today. Let your prospects know you mean business! Alan Dykes, President Mail Movers Comcast Spotlight has faithfully advertised in the Salisbury Business Journal for over two years. We couldn’t be happier with our service. The graphic design team consistently surprises
us with cutting edge design and quality. Advertising in the Salisbury Business Journal is an excellent way to reach the business community in the Salisbury area and a great way to support the chamber.
Stephanie Willey, Local Sales Manager Comcast Spotlight “When a new business comes into the area, first contact is extremely important. The business owner needs insurance right away and they want it from a local reputable agent. Advertising in the Journal lets those businessowners know who we are and what we have to offer even before they arrive in town. We often get calls from businessowners and families who are moving into the area, stating they saw our ad or read about us in the Business Journal. We know it works.” Tom Wisniewski, President Avery Hall Insurance Group
“The Salisbury Business Journal has been an excellent venue for promoting the brand and mission of Bay National Bank. Since our inception in 2000, we have placed full-page ads in premium positions and have realized a great benefit in terms of raising awareness of our young institution. The Salisbury Business Journal has made it possible for Bay National Bank to effectively communicate our mission — to create mutually-supportive relationships with small and mid-sized businesses that are the backbone of our economy. The Salisbury Business Journal is professionally managed and through its journalistic accomplishments has become an invaluable part of the eastern shore business culture.” Hugh W. Mohler, Chairman & CEO, Bay National Bank Call Emily Rantz today to find out how your business will benefit from advertising in the Business Journal
410.746.0144
email - mspublications@gmail.com
BUSINESS & SUPERVISION
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How will Maryland’s new gambling laws effect Delaware? By Carol Kinsley Who would have wagered, nearly 15 years ago, when the Delaware General Assembly legalized slot machine gambling at Delaware race tracks, that slots would net $527 million in fiscal year 2008 after bills and pay-outs? Approximately one-third of that goes into state coffers. That income is expected to drop significantly now that Maryland has followed Pennsylvania's move, in 2004, to approve the installation of slot machines. Tom Cook, Delaware deputy secretary of finance, said, "We anticipate that Maryland slots will be up and running in the spring of 2010, so they will impact the state of Delaware in the last quarter of that fiscal year by $10 million. When slots have been operating a full year in 2011, the anticipated impact is $70 million." Cook explained that the state expects 37 percent of the take in FY2010 and FY2011. In 2010, that will be close to $195 million. That does not take into account all the tourists' dollars spent while they're in the state. Many residents do not realize the close connection between slots and the horse industry in the state. The original legislation was called the Horse Racing Redevelopment Act, and the income earned at each slots venue, or "racinos, as one spokeswoman called them — Delaware Park, Dover Downs and Harrington Raceway — stays there.
Over the past decade, slots have funded racing improvements at Delaware Park including a newly resurfaced dirt track enclosing a manicured turf oval, a huge infield video monitor, an overhaul of the clubhouse, new grandstand seating and more. The state fairgrounds at Harrington has benefitted, with new show barns and exhibit halls. The casino itself saw improvements made last year. John Mooney, executive director of horse racing for Delaware, said slots "has been the saviour of racing in the state of Delaware, and racing generates a lot of jobs." Slots have allowed race tracks in Delaware to remain in business, which is economically important, especially in the area of agriculture, he continued. Not only is revenue generated for the race tracks to invest in the racing part of the business, but 10 percent of the earnings is allocated to purses for the horses. Thoroughbred racing at Delaware Park anticipates getting $26 million in FY 2010 and only $19 million in FY 2011, according to Cook. Mooney said, "Certainly we have felt the effect of Pennsylvania getting slots. We also have to factor in the present economy. It all blend negatively toward the entertainment business. We won't be sure what the numbers are until the end of the year. Delaware naturally drew a lot of people from Pennsylvania. "As for the Maryland questions, it
Discover
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Don’t miss your chance to be featured in the 2009 Discover Delmarva magazine and directory. Advertising discounts are offered to Salisbury Chamber of Commerce members. Contact Emily Rantz for advertising information at 410-749-0144 or email mspublications@gmail.com
will be quite a while before they're up and running, and we don't yet know where they will be located." Bid for those sites are due Feb. 1, but with billion dollar projects getting scrapped in gambling meccas such as Las Vegas and Atlantic City, will there be willing investors for gambling in Maryland? The owners of Ocean Downs and Laurel Park have already expressed an interest in gambling licenses for their race tracks. Maryland, too, is counting on income from slots to provide a better future for the horse industry. Slots were projected to bring in $911 million annually for the state by 2013. According to J. Robert Burk, executive director of the Maryland Horse Industry Board, one of the laws that takes effect with passage of the referendum in November requires the horse industry "to show a defined marketing plan for the industry in order for the racing facilities to receive funds for the revitalization of any and all tracks in the state." According to a recent story in the Philadelphia Inquirer, Pennsylvania slots revenue last month was $114.7 million, up $13 million from November 2007. The state's share — 55 percent — of the combined take from the seven casinos was $1.32 billion of their $2.4 billion take from the first 11 months of 2008. Ed Sutor, president of Dover Downs said the Maryland referendum "has got a lot of people in the state concerned,
especially with the current economic conditions. We've been anticipating slots in Maryland for many years." He continued, "We think our state will have to react, possibly by approving sports betting, which is something only Delaware can do (in the East.)" He explained that a federal law passed in the 1990s prohibited sports betting except in four states, Oregon, Montana, Nevada and Delaware, which had sports betting in the 1970s. "So Delaware can resume, if we choose to. If would give us a unique marketing tool that no one else east of Montana would have." Sutor envisioned a separate area at the casino where bettors could watch the games on big screen televisions, rather than off-site betting. Sports betting would attract a new demographic, he added. "Right now, slots mostly attract females. The average age is 55. Sports betting attracts 90 percent males in their 30 to 40s. This is a whole new market. Hopefully it would compensate at least partially for Maryland getting slots. "We prefer the sports betting be at the three race tracks. The alternative is to allow it at all places that sell lottery tickets." Sutor did not think that situation would draw bettors from out of state. "Who would drive to a gas station to bet on a game and go home?" he asked. The biggest benefit of on-site sports Continued to page 34
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Business Journal
Key economic reports every investor needs to understand Prudent investing takes more than detailed knowledge about different types of investment strategies. It also requires a clear understanding of the economy and how it works. The following are descriptions of some of the more important economic reports that we believe every investor should know about: Gross Domestic Product (GDP): Provided quarterly by the Bureau of Economic Analysis, GDP offers the proverbial “big picture” on the U.S. economy. It measures the value of all goods and services produced in the United States during a calendar year minus exports, government spending and products made by U.S. companies in foreign markets. When GDP increases, the economy is said to be growing or expanding. When GDP declines, the economy is said to be slowing or decelerating. When GDP declines for two consecutive quarters, many economists consider the economy to be in recession. Consumer Confidence Index: This index gives a good sense of how Americans feel about the current economic environment and about their future expectations. The index is published monthly by the Consumer Research Center of the Conference Board and is based on a representative sample of 5,000 U.S. households. When people are positive about the economy, the index tends to go up. When they are pessimistic, it tends to decline. A rise or decline in the Consumer Confidence Index can have a major effect on the way Americans spend money. This can impact the economy at large since consumers make up about two-thirds of U.S. economic activity. Employment Cost Index: This index is used to monitor inflation by measuring changes in labor costs for money wages and salaries. It also measures non-cash fringe benefits in non-farm private industry and in state and local government. It is provided quarterly by the Bureau of Labor Statistics. Index of Leading Economic Indicators (LEI or ILEI): The Conference Board provides this index every quarter. It consists of 11 economic reports, such as initial unemployment claims, stockmarket activity, building permits, new orders for consumer goods, plant and equipment orders and sensitive material prices. Since the LEI consists of so many varied economic reports, it is generally considered to be a helpful gauge of
future economic activity. In fact, three consecutive increases in the LEI suggest that the economy may have begun a longer-term expansion. Industrial Production: This index, provided each month by the U.S. Federal Reserve, offers an informed view on how key industries are faring. Specifically, it shows the change in output for three sectors: manufacturing, mining, and the gas- and electric-utility industries. Consumer Price Index (CPI): This index tells you whether prices are rising or falling. It’s published each month by the Bureau of Labor Statistics. The CPI tracks the price changes for a fixed basket of goods and services, from bread and milk to cars and energy. Rising inflation is negative for the economy because consumers must spend more money to buy the same basket of goods and services. A decline in inflation is generally positive because consumers can spend less to buy the same basket of goods and services, leaving them more disposable income to help prop up the economy. However, negative inflation, or deflation, is unfavorable, because both people and businesses minimize spending in hopes of getting the same goods and services at lower prices later. Unemployment Rate and First-Time Jobless Claims: The unemployment rate is the percentage of American workers who are out of work. “First-time jobless claims” is the number of people filing for unemployment benefits for the first time. These important indicators are provided by the Department of Labor. When unemployment rises, fewer people are working and, therefore, fewer consumers are spending money a negative for the economy. When the job market shows strength, more people are working and more consumers are spending money, which indicates economic growth. All of these economic indicators can affect the stock and bond markets, but other factors also move prices: shortand long-term interest rates, corporate earnings and earnings guidance from chief executives, geopolitical events and general investor sentiment. Your financial advisor can help you understand the potential impact of these and other economic indicators on your investment portfolio. This article was written by Wachovia Securities and provided courtesy of Timothy Gonzales, AAMS, financial advisor in the Salisbury Branch at 410548-5400.
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Seek & Find Every month, the Salisbury Area Chamber of Commerce will be placing three questions that pertain to information found in the previous month’s Business Journal or a special event that happened at a Business After or Before Hours, a Chamber event, or even information regarding your Chamber staff. We invite you to e-mail your answers to sacc@Salisburyarea.com. If all three of your answers are correct your name will be placed in a drawing for a Free Ad in the Business Journal. The drawing prizes are subject to change each month. You are encouraged to ask your fellow Chamber Members for assistance in answering the questions. Good Luck! 1. Name two networking opportunities that the Chamber provides for you? 2. Which month of the year is known as National Mentoring Month? 3. What major event was held at the Salisbury Chamber Building in December? ANSWERS FOR December 1. One Plaza East 2. The Centre at Salisbury 3. Young Professionals Committee
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Business Journal
Education
School receives accreditation
Salisbury University’s Franklin P. Perdue School of Business has maintained its business accreditation by AACSB International-The Association to Advance Collegiate Schools of Business. Only 559 schools of business - fewer than five percent worldwide - have earned this hallmark of excellence in management education. To maintain accreditation a business program must undergo a rigorous internal review every five years, during which the program must demonstrate its continued commitment to the 21 quality standards relating to faculty qualification, strategic management of resources, and interactions of faculty and students. Schools must also demonstrate a commitment to continuous improvement and achievement of learning goals in degree programs.
Scholarship winners announced
Sea Gull Century scholarships will be presented in memory of Thomas “Tim” Smith of Salisbury, a longdistance rider since the 1970s and long-time participant in Salisbury University’s annual Sea Gull Century. Smith, who was diagnosed with metastatic melanoma in 1997, passed away in July 2008. His daughter Danielle, who has been involved in the Century for several years, and seven other SU students will receive Sea Gull Century scholarships presented in his memory.
Recipients include Christine Craddock of Burtonsville, Md.; Jamison Douglas of Hampstead, Md.; Charline Festo of Baltimore, Md.; Patrick Gotham of Phillipsburg, N.J.; Kandice Hancock of Westover, Md.; Tara McGovern of Yorktown Heights, N.Y.; and Rachel Ploor of Crownsville, Md. Presented annually since 2006, Sea Gull Century scholarships range from $500 to $1,000. Hundreds of SU students volunteer at the event annually, helping bring Wicomico County’s largest one-day tourism event to life. Sea Gull Century Scholarships are awarded to students who have contributed or participated in the Century. Scholarships are renewable for up to two years.
UMES plans annual gala
“Celebrating the Blues” is the 2009 theme for the tenth annual UMES Gala, which will be held on Saturday, March 7 at 6:30 p.m. in the UMES Student Services Center ballroom. The gala raises funds for scholarships. Past themes include “Mardi Gras,” “Carnival” and “Motown.” Chairpersons of this year’s event are Jackie Cassidy, realtor and community leader; James Gillespie, executive director of the Salisbury Wicomico Arts Council; and Dr. Shirley Hymon-Parker, chair of the UMES Department of Human Ecology. For more information, to make a donation or to purchase tickets, call 410-651-8142.
SCORE seeks active or retired business owners If you are an active or retired business owner and want to give back to the local business community, SCORE can use your help as a SCORE business counselor. SCORE “Counselors to America’s Business” is a resource partner of the SBA (Small Business Administration). SCORE Salisbury Chapter #298 provides free and confidential business counseling where the only goal is to help businesses to succeed. Salisbury SCORE provides face-toface business counseling for start-up businesses and also helps to address issues faced by existing businesses. SCORE provides local workshops and can act as an advisory board for a business.
As a business counselor you can also participate in email counseling which is offered through www.score. org. SCORE counselors are needed from many backgrounds including, but not limited to, accounting, legal, marketing, retail, construction, manufacturing, banking, insurance, agriculture and non-profit. Join us at our open house on Wednesday, March 11 from noon to 2 p.m. at the Salisbury Area Chamber of Commerce building, 144 E. Main St., Salisbury. For more information, call 410-7490185 or visit www.salisburyarea.com/ SCORE.htm.
BusinessJournal 01_09:BusinessJournalEditorial 3175
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The President’s Distinguished Community Leadership Award: Recognizing Those Who Change Us By Amy Hasson Salisbury University Chief of Staff and Town-Gown Council Chair What makes a community special, transforming its members daily in ways they may not even be aware? When Sue Revelle co-founded the Women Supporting Women breast cancer support group in 1993, she saw it as a natural extension of her job working with cancer survivors in Peninsula Regional Medical Center’s radiation unit. More than a decade and a half later, hundreds of women in six counties on the Eastern Shore have called it a lifeline. “We’re all connected in humanity through our need for one another,” said Lewis R. Riley, a Parsonsburg farmer who served the people of Wicomico County, the Eastern Shore and Maryland for more than four decades. He earned a reputation for caring and fairness as a county councilman and a Maryland delegate and senator, and also served as Secretary of Agriculture under three governors from both political parties, championing policies to preserve farms and rural families. Revelle, a Salisbury University alumna, didn’t set out to do anything heroic, but her 15 years of commitment to the organization she helped start have touched more than 1,000 lives. “Each day we’re developing a heritage,” said Riley. “We have to ask ourselves, is it one that we want to hand down?” At Salisbury University, we believe in celebrating that kind of heritage. Revelle and Riley are the type of heroes who make a community special—ones whom we respect and want as neighbors and friends. They are the people SU President Janet Dudley-Eshbach seeks to honor with her President’s Distinguished Community Leadership Awards, presented each May during Spring Commencement. The award is given in two categories: � organization � individual Women Supporting Women was the most recent organization to earn it, Revelle the most recent individual honoree. The first individual winner was Riley in 2007. The Community Foundation of the Eastern Shore won the first organizational award. Celebrating its
25th anniversary this year, the foundation supports non-profit and community endeavors on the Lower Eastern Shore through grants and programs for youth as well as seniors, in areas such as the nursing shortage and other community needs. Last year the foundation presented more than 1,500 grants totaling some $4.6 million. “Believing that learning and service are vital components of civic life,” the Salisbury University mission states that SU should actively contribute “to the local Eastern Shore community and the educational, economic, cultural and social needs of our State and nation.” In honoring individuals and organizations such as Revelle and Riley, the University is able to not only say thank you to a community which has been remarkably generous to the campus, but to celebrate the honorees as exemplars of civic behavior and models of action for our students. It’s win-win for all. Nominations are currently open for this year’s awards. All community individuals and organizations throughout the Lower Eastern Shore not affiliated with Salisbury University are eligible. Nomination applications for describing the nature and breadth of the individual or organization’s contributions are available on the SU Web site at www.salisbury.edu/communityleadership. Winners will be recognized on local television and their names engraved on a plaque in the President’s Office. Nomination applications and two letters of support may be sent to me by Monday, March 16, at: Amy Hasson, Chief of Staff President’s Office Salisbury University 1101 Camden Avenue Salisbury, MD 21801 or e-mailed to ashasson@salisbury.edu One trait I’ve noticed in those I consider truly successful is “an attitude of gratitude.” What better way to celebrate the bonds of town-gown than by saying “thank you” to those who have made a difference in our lives and our community?
www.salisbury.edu
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Personnel File Cox represents Powerwave
Wesley Cox, CCIM was recently selected by Grubb & Ellis as the local representative in the sale of the former Powerwave facility, most commonly known as the Filtronic Comtek property. The property is 74,000 square feet on 28 acres located on the corner of Route 50 and Walston Switch Road opposite Wor-Wic ComCox munity College. The facility is known for its architectural design with amenities such as an onsite cafeteria, a daycare pad site, multiple conference rooms, onsite pond with fountain and more. The facility is being offered at $6,200,000. For information regarding this facility, call Cox at 410-543-2421.
Crosby joins GMB
Timothy F. Crosby, AIA has joined George, Miles & Buhr, LLC (GMB) as vice president/architectural division leader in the Salisbury office.Crosby’s primary responsibilities include managing and coordinating all architectural staff and the oversight of architectural projects firm-wide, providing direction to supervisors, handling workload allocation and resource planning, developing new business for the division, supervising
and developing staff, providing guidance on complex issues and ensuring overall productivity and quality assurance for the division. Crosby has over 36 years of architectural experience and is a registered architect in Maryland, Pennsylvania, North Carolina, Virginia, Tennessee and Florida. He holds a bachelor’s deCrosby gree from Frostburg State University and a master’s degree in architecture and city and regional planning from Catholic University of America. He and his wife Roberta recently moved to the area from Raleigh, N.C.
You'll never hear her say,
"The older my flowers get, the more I love them."
Haggerty joins SBDC
Lois Haggerty has joined the Maryland Small Business Development Center (SBDC) Eastern Region at Salisbury University as a full-time business consultant. For the past 21 years, Haggerty was a small business owner and independent business consultant assisting a wide range of clients in evaluating new and expansion business opportunities, and developing effective customer-focused strategies. Before establishing her practice, Haggerty was the director of planning and market research at a medical center in San Francisco. She holds a B.A. from Ohio State University and an M.S. from Rutgers University. For more information, call 410-548-4419.
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Enjoy a holiday from required minimum distributions By Kelley M. Selph
Investing
Although it sounds ...lawmakers recently strange, you may encounter situations in which you have placed a one-year to accept money even if you’d rather not. moratorium on taking Such is the case with required minimum distribuRMDs for 2009. tions (RMDs) from your traditional IRA, 401(k) or dies, regardless of age, you must generother employer-sponsored ally begin taking RMDs. retirement plan. And this is also true if you are the But thanks to recent legislation, you can ignore the “required” part of RMDs beneficiary of a Roth IRA, even though Roth IRA owners are never required to — at least for a year. take RMDs. Specifically, lawmakers recently But thanks to the new legislation, placed a one-year moratorium on taking you can skip the required 2009 distribuRMDs for 2009. If you’re not familiar tion if you reach 70-1/2 in 2009 or if with the rules governing RMDs, here’s you’re a beneficiary currently required a little background. to take RMDs. Generally, the IRS requires you to You also have until Dec. 31, 2010, begin taking RMDs in the year in which you turn 70-1/2, or no later than April 1 to accept the 2010 RMD, which will be based on your retirement account balof the following year. ance at the end of 2009. For example, if you turn 70-1/2 in Why did Congress decide to provide 2009, you would normally be required this RMD “holiday” for 2009? For the to take your first RMD by April 1, answer, you need look no farther than 2010. your IRA or 401(k) account balance. You must also think about RMDs if As you are well aware, 2008 was not you are a beneficiary of someone else’s a stellar year for the stock market. IRA, 401(k) or other retirement acConsequently, as 2008 draws to a count, because when the account owner
close, the market value of your IRA or 401(k) is probably considerably lower than it was in earlier years. This could have been a problem for you if you had to start taking RMDs in 2009, because these distributions are based, in part, on your account balance at the close of the previous year — which means you may well have had to sell some stocks or other investments in your retirement plan when their price was down. To help people avoid having to “sell low,” Congress acted. Ultimately, you will have to end up taking distributions again. But before that happens, take some time to decide how large of a distribution you should accept each year. If you need the money, you might have to take out more than the RMD. But if you can get by on just the minimum distribution, you may want to do so, thereby keeping as much of your retirement account as possible in a taxdeferred account. But for now, if you have any questions about taking RMDs in 2009, contact your financial and tax advisors.
About the author Kelley M. Selph, AAMS, is a financial advisor for Edward Jones Investments. You can reach him at 410-8601828.
Maryland slots Continued from page 30
betting is the other things that people do when they are here — eating in restaurants, staying overnight in hotels, pouring a lot of money into the local economy that we wouldn't get if it were proliferated through the entire state. Sutor estimated that 35 percent of Delaware's slots customers come from Maryland. "We don't expect to lose all that, but we'll have to share with Maryland. They also go to Pennsylvania and Atlantic City, and that hasn't put us out of business. We don't expect to go out of business," he said confidently. "We spent $100 million at Dover Downs to double the size of the hotel and recently expanded the casino by 70,000 square feet, including three restaurants, a night club, four retail stores and all the amenities that customers said they wanted to see. We added a first class, luxury, high end spa that customers asked for. There are hot tubs in suites, 50 new plasma televisions, billiards tables, wet bars. "We did all that to make ourselves a destination, because for people to drive an hour or two, they don't wan to gamble and turn back, but to do other things, a lot of things they're used to seeing in Atlantic City and Las Vegas." Sutor said slots are currently the fourth largest source of revenue to the state of Delaware. "We want to be first."
Business Journal Advertising Index The following Directory of Business Journal advertisers provides quick reference for your convenience. The number appearing before the name of the business refers to the page number where the ad appears in this edition of the Journal.
Architecture / Engineering 14 AWB. . . . . . . . . . . . . 742-7299 6 Becker Morgan. . . . . . . . . . . . . Auctioneers 17 Marshall Auction. . . . 749-8092 Automobiles & Services 19 Pittsville Motors . . . . 310-8903 33 Pohanka. . 1-877-4-POHANKA Communications 4 Comcast Spotlight . . 341-8950 Construction 15 Bud Esham . . . . . . . 742-1364 8 Harkins Builders. . . . 750-2600 18 Southern Builders . . 341-3800
Education 29 Wor Wic . . . . . . . . . . 334-2815 Employment 20 Express Employment . . . . . . . 860-8888 Farm & Garden 16 Farmers & Planters . 749-7151 Financial 2 Bay National Bank . . 334-3636 27 H&R Block . . . . . . . . 548-7699 36 PNC . . . . . . . . . .888-762-6226 29 Shore Bank . . . . . . . 543-2600 33 Wachovia . . . . . . . . . 548-5400 Health 12 Accurate Optical. . . . 749-1545 15 Apple Discount Drugs . . . . 543-8401 22 Aquacare . . . . . . . . . 548-7600
Heating & Air Conditioning 33 Mid-Atlantic Heating. . . . . . . . . . . 546-5404
Real Estate 20 Alessi Properties . . . 548-7737 35 Sperry Van Ness . . . 543-2440
Insurance 5 Atlantic Smith . . . . . . 835-2000 15 Avery Hall. . . . . . . . . 742-5111 12 HK&T . . . . . . . . . . . . 749-0116 7 ISG. . . . . . . . . . .800-336-5659
Screen Printing 21 Chesapeake Screen Printing . . . . 749-7660
Jewelry 33 Kuhn’s . . . . . . . . . . . 742-3256
Services 29 Delmarva Tele-Plus . 546-5150 10 Peninsula Oil . . . . . . 749-4072 13 SHRM . . . . . . . . . . . . . . . . . . .
Lodging 11 Courtyard by Marriott 742-4405 23 Sleep Inn Salisbury . 572-5516
Technology 20 Telewire . . . . . . . . . . 749-2355 22 Vantage Point. . . . . . 219-7934
Mailing 30 Mail Movers . . . . . . . 749-1885
Utilities 14 Choptank Electric. . . . . . . . . . . 6 Sharp Water. . . . . . . 742-3333
Paving 8 Chesapeake Paving & Sealing, Inc. . . . . . 742-2330
SALISBURY, MD | FoR LEASE SALISBURY, MD│FOR LEASE 28754 oCEAN GATEWAY
SALISBURY, MD | FoR SALE/LEASE SALISBURY, MD | FoR SALE/LEASE 724 E. MAIN ST. 1100 N. SALISBURY BLVD. SALISBURY, MD│FOR LEASE WESTOVER, MD│FOR SALE 2120 WINDSOR DR.
1415 WESLEY DR.
OLSEN’S ANTIQUES BLDG.
G
IN IST
WL
NE
$309,500 or $8 psf
$12.00/Sq. Ft.
$700/mo
• 4,807 Sq. Ft. of Medical/Office Space • (2) 1,200+/- sq. ft. retail units available • 3 Offices with Windows • Located in Spring Hill Plaza • 7 Exam w/Sink & Cabinets • OpenRooms floor plans • 3 Nurses Stations & 4 Restrooms
Contact Brent C. Miller, CCIM, CPM or Rick Tilghman, CCIM Contact: Brent Miller, CCIM or Rick Tilghman, CCIM http://Lease.SVN.com/SpringHillPlaza
http://Lease.SVN.com/WesleyDrive MLS # 427617
DELMAR, MD | FoR SALE
SEAFORD, DE│FOR SALE
RoUTE 13
102 PARK AVE.
$399,999 $1,275,000
• 1.76 acres (Zoned C-2 General Commercial)
• Manufacturing/Warehouse • Last lot available! Located in front of Holiday • Pre-Engineered Inn Express Steel with Split Face Block Office; visibility Clearspan w/20’ Ceilings • Excellent and traffic • Paved Parking and Truck Area • Located 1 mile north of Salisbury • Multiple Drive-Thru Doors Contact Brent C. Miller, CCIM, CPM or Contact: McClellan, RickJohn Tilghman, CCIM CCIM http://Sale.SVN.com/LighthouseSquare4 http://sale.svn.com/102Park MLS #551363
SALISBURY, MD | FoR LEASE SALISBURY, MD│FOR LEASE N. SALISBURY BLVD. 31400801 WINTERPLACE PKWY.
$12.00/Sq. Ft. • 1,283 Sq. Ft. Professional Office Space $7.90Open - $9 psf • 3 Offices, Reception Area, Large Area• 2,452 & File–Room 7,804 Sq Ft of Class A Office Space • Kitchenette, and Lots of Storage • Located Restroom in the ES Adkins Business Center • End•Unit Winter Place Bus. Park GreatLocated Route 13inAccess Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Contact John McClellan, CCIM http://Lease.SVN.com/WinterPlacePark http://lease.svn.com/esadkins MLS #439632
• 500 +/- sq ft fee-standing office building • 8,000 Ft. Retail Building on 2.73 Acres • PrivateSq. parking • Room • LocatedtoonExpand signalizedExisting corner Building Size • Flexible • Excellentfloorplan visibility
ContactBath Brent C. Miller, CCIM, CPM or • Private with Shower
• Contact HighlyBrent Visible on US Route C. Miller, CCIM, CPM13 or Northbound
http://Lease.SVN.com/2120WindsorDrive MLS # 438162
http://Sale.SVN.com/724EMainStreet or Henry Hanna, CCIM, SIOR http://Lease.SVN.com/724EMainStreet http://Sale.svn.com/OlsensWestover MLS #427361
FRUITLAND, MD | FoR SALE/LEASE SALISBURY, MD│FOR LEASE
$699,000
Rick Tilghman, CCIM
SALISBURY, MD | FoR LEASE
SALISBURY, MD│FOR LEASE
304 E. MAIN STREET
1520 S. SALISBURY BLVD.
2020 SHIPLEY DR.
8999 OCEAN HWY.
$229,500 or $8 psf
$5.50/Sq. Ft.
$3.50 psf • 2 Warehouse Units available on .28 acre Available • Drive-In Doors and Truck Dock • Total renovation in 2007 • 1st floor office-of1,480 +/- sq.Light ft. Industrial • Zoned Town Delmar • 2nd floor office- 1,315 +/- sq ft • Located in the G&M Sales Complex • 2,795 +/- sq. ft. 2-story office/service space
Contact Brent C. Miller, CCIM, CPM or Rick Tilghman, CCIM
Contact: John McClellan, CCIM http://Sale.SVN.com/304EastMainStreet or http://lease.svn.com/8999OceanHighway http://Lease.SVN.com/304EMainStreet MLS #437628, 438370
hURLoCk, MD | FoR SALE BERLIN, MD│FOR LEASE
http://Sale.svn.com/BennettAirport MLS #427047
SALISBURY, MD | FoR SALE SALISBURY, MD│FOR SALE 743 S. CAMDEN AVENUE 635 HOMER ST.
$7.50/Sq. Ft.
$475,000 • 10,000 Office/Warehouse Flex Building $595,000 or $3.75 psf • Full General Commercial Zoning • •12,300 Sq Ft Freestanding Office Building Fenced Yard Area • •Located on 2.39 For Lease @ $Acres 5.50/Sq. Ft. • •City Water & Sewer Convenient Location Just Off RT 13 Contact JohnChris McClellan, Contact: Peek,CCIM CCIM http://sale.svn.com/743scamden http://Sale.svn.com/635_Homer MLS # 427375
SALISBURY, MD | FoR SALE212 FRUITLAND, MD│FOR LEASE
2015 INDUSTRIAL pARkWAY 1820 SWEETBAy DR. IN CROWN SPORTS CTR. FACILITY
$795,000
$7.50/Sq. Ft.
• 22,500 sq ft on 5 acres
$2,800,000 Sperry Ness – Miller Commercial Estate • FAA Van Approval, Hanger Bldg.Real w/6T Hangers Welcomes Tom Knopp to our Delaware office! • 2 Grass Runways 3150' and 2300' Tom specializes in the sale of Industrial, Retail, • Includes all Shop Equipment & Mowers Office, Commercial Investment Property, and Land in Maryland and Delaware. Contact Tom Knopp 302.249.9097 Henry Hanna, CCIM, SIOR 38375 Old Stage Road I Delmar, DE 19940
• 5,000 Sq. Ft. Office/Warehouse $9 psf • Warehouse Features 2 Roll-Up Doors & •Parts Sq FtRoom Freestanding Office Building Access Room • •2Highway PrivateLocation Officeswith andGreat Conference Ample Parking • •Last Unit in Complex Contact: John McClellan, CCIM Contact John McClellan, CCIM http://lease.svn.com/2040Shipley http://lease.svn.com/1520southsalisbury MLS #437339
101OCEAN ENTERpRISE DR. 10231 OLD CITY RD.
$18.50/Sq. Ft.
• 1,600 Sq.Span Ft. Medical Office Space in& • Open Construction – Truck Dock Class A Medical Drive in AccessFacility Sprinklered - Paint & Sanding booths • On• Fully Atlantic General Hospital’s Campus in Place • 3 Exam Rms., Break & Chart Rm., 2 Nurse • Entire Office, BuildingReception Serviced with Compressed Stations, & Waiting Areas air lines Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Contact Chris Peek, CCIM http://Lease.SVN.com/JamesBarrettMedical http://sale.svn.com/100enterprise MLS#441004
BENNETT AIRPORT
$130,000 or $650/month
• 4,180 +/- sq. ft free-standing office building $930/Mo. NNN • Private asphalt parking lot with 17 spaces • 1,250 Sq. Ft. Office Space • 100’ of road frontage • 2 •Offices Centrally located in Salisbury • Open Work Area & Kitchenette • Appraised for $600,000 Rick Tilghman, CCIM http://Sale.SVN.com/724EMainStreet or Contact: Brent Miller, CCIM or Rick Tilghman, CCIM http://Lease.SVN.com/724EMainStreet
SALISBURY, MD│FOR SALE
• 13,000 Sq. Ft. $2.4 million • 24 Ft. High Ceilings; 14x10 Ft. Door • Northwood Industrial Park • Sprinklered 66,000 sq ADA ft building in 13.79 acres • ••Separate bathrooms Rail, drive in and truck dock doors • •Great Flex Space! Rail Access Contact: Chris Peek, CCIM Contact Chris Peek, CCIM http://Sale.SVN.com/CrownSportscCenter13000 http://Sale.SVN.com/silverton MLS #436513
SALISBURY, MD | FoR SALE800
HURLOCK, MD│FOR SALE
32908100 JohNSoN RoADDR. ENTERPRISE
$600,000
$995,000
• 41,000 sq ft on 10 acres 22,500 Sq. Ft. on 5 Acres • •Up to 50 acres available • •Clean warehouse-manufacturing TruckDry Dock & Drive in Access on 10 acres • facility Sprinklered; Paint & Sanding Booths • 3 dock high doors one enclosed dock • Floor Drain throughout facility
Contact: Chris Peek, CCIM
Contact Chris Peek, CCIM http://Sale.SVN.com/100Enterprise http://Sale.SVN.com/wango
MLS#429528
Sperry Van Ness–Miller Commercial Real Estate (410) 543-2440 206 East Main Street • Salisbury, MD 21801 410.543.2440 206 East Main Street • Salisbury, MD 21801 www.SVNmiller.com Delaware Office
302.846.9908 Built for Better Results.
38375 Old Stage Road • Delmar, DE 19940 View all of our listings at www.SVNmiller.com
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