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Business Journal PO Box 510 Salisbury, MD 21803-0510

The Regional Chamber Newsletter

Vol. 16 No. 7

Dedicated to the Principles of Free Enterprise

February 2013

Nominations open for SACC annual awards

Economic Forecast

There are some signs of improvement in the economy, but progress is slow. Find out who is weathering the economic storm. Page 15

Fiscal Cliff

What impact will the deal to avoid the fiscal cliff have on business? Page 6

Chamber Honor

Brad Bellacicco is honored for his service to the Chamber. Page 22


Barometer.................................... 13 Business After Hours..............8, 12 Business Directory.................20-21 Calendar...................................... 10 Education ................................... 18 Edward Jones.............................. 22 Health.......................................... 16 New Members............................. 11 Salisbury University..................... 19 Technology.................................... 9 Viewpoint....................................... 3

The 31st Annual Salisbury Festival will take place on April 26-28, in Downtown Salisbury & Riverwalk Park. Visit for more information.

Festival planning is underway

Despite the wintery weather on the Eastern Shore, the Chamber is looking ahead towards the warmer days that spring will bring. For the chamber, the spring season also means gearing up for the Salisbury Festival. Plans are underway for the 31st Annual Salisbury Festival, scheduled for April 26-28, in downtown Salisbury and Riverwalk Park. A long-standing community tradition, the Salisbury Festival is a familyoriented event that highlights downtown Salisbury, showcases locally owned businesses, helps non-profits raise money, and is a way for the community to come together and celebrate spring. With a carnival, car show, arts and crafts, food, block party by the river, entertainment and so much more, there is something for everyone. The festival’s website, www.salisburyfestival. com, will be updated regularly with new events and activities. This year’s festival planning committee will be chaired by Melodie Carter, vice president of business development at Hebron Savings Bank. Her leadership, dedication to the com-

Salisbury Area Chamber of Commerce Patrons

munity, and experience will help to insure that this year’s festival is one of the best. Interested in taking part in the planning of such a well known community event? Call the chamber today to find out how you can get involved. All of the events and activities planned for the festival come from a committee of volunteers, and without their support the festival would not be possible. The chamber is accepting applications for community performers, arts and crafts vendors, and commercial display vendors. Sponsorship opportunities are also available. For more information, visit, or call the Salisbury Area Chamber of Commerce at 410-749-0144.

It’s that time of the year again! The Salisbury Area Chamber of Commerce is calling together its community leaders for a celebration of the year’s successes and the installation of the new Chamber Officers and Board of Directors. The Annual Banquet will be held this year on Thursday, April 18 at Black Diamond Catering. The Chamber has begun to look for nominations for 13 different awards going to deserving professionals in the community. The awards are as follows: 1. Chamber of Commerce Award 2. The Humanitarian Award 3. The Member (Volunteer) of the Year 4. The Recruiter of the Year 5. Small Business of the Year 6. Media Business of the Year 7. Large Business of the Year 8. Businessman of the Year 9. Businesswoman of the Year 10. Young Professional of the Year 11. Environmental Service Award 12. Agriculture Ambassador of the Year 13. Non-Profit Organization of the Year  For a full description of the award and the nomination form, please go to Deadline to submit is noon, Friday, March 22.





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Henry •Hanna, CCIM, SIOR 2 Offices • Open Work Area & Kitchenette 410-543-2419 • Private Bath with Shower Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Contact: Brent Miller, CCIM or Rick Tilghman, CCIM SALISBURY, MD | FOR LEASE SEAFORD, DE│FOR SALE


$1200/month $1,275,000 • Manufacturing/Warehouse • 2,400 SF office warehouse $3.50 psf • Large overheadSteel door - with 14 footSplit clear span • Pre-Engineered Face Block Office; Clearspan w/20’Industrial Ceilings • Convenient Central Northwood park • Pavedlocation Parking and Truck Area • 10 parking spaces Doors • Multiple Drive-Thru Contact: John McClellan, CCIM Contact Chris peek, CCIM 410-603-9112 MLS #551363





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$699,000 $8.88 per SF $799,000 • 8,000 Sq. Ft. Retail Building on 2.73 Acres • Room to Expand Existing Building Size • Two Buildings – 30,000 SF & 60,000 SF • Flexible floorplan • 11.94 Acres • Highly US Route 13 Northbound • $7,900Visible Monthly on income Henry CCIM, SIORSIOR 410-543-2419 Contact Hanna, Henry Hanna, CCIM, MLS #427361




• New Goose Creek convenience $7.50/Sq. store with gasoline Ft. • High visibility on Route 50 • 5,000 Sq. Ft. Office/Warehouse psf • 2,000-2,500 SF available within this$3.50 high volume • Warehouse Features 2 Roll-Up Doors & store Parts Room • Ideal for coffee, donut or fast food operator •2 Private Offices and Conference Room • Drive up window available

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• 10,000 Office/Warehouse Flex Building • Full General Commercial Zoning • Fenced Yard Area • For Lease @ $ 5.50/Sq. Ft. • Convenient Location Just Off RT 13 Contact: Chris Peek, CCIM Contact Bradley Gillis, CCIM 410-430-6838 MLS # 427375



UC RED $12.00/Sq. Lease: $11.15 PSF Ft. NNN

• 1,283 Sq. Ft. Professional Office Sale: Space $135,000 • 3 Offices, Reception Area, Large Open Area• Smallest & File Room Unit in Milford Street • 950 SF Restroom and Lots of Storage • Kitchenette, Former home of in Quest Diagnostics • End•Unit Located Winter Place Bus. Park • Turn KeyMiller, Medical Office Space CCIM or Rick Tilghman, CCIM Contact: Brent Contact Joey Gilkerson 443-880-6055 #439632

$18.50/Sq. Ft. Sale: $559,900 • 1,600 Sq. Ft. Medical Office Space in Class A Medical Facility Lease: $9/SF/yR • On Atlantic General Hospital’s Campus • 4807 SF • 3 Exam Rms., Break & Chart 2 Nurse • Free-standing office building withRm., parking lot Stations, Office, Reception & Waiting Areas • 1 block from SU and Rt. 13 Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Contact Chris Davis 410-543-2440 MLS#441004

$7.50/Sq. Ft. $886/month

• 13,000 Sq. Ft. • Very nice professional office space with multiple • 24offices, Ft. High 14x10 Ft. Doorpsf $3.50 openCeilings; areas, 1/2 bath • Sprinklered • Free parking and close to Rt. 13 and Salisbury • Separate University ADA bathrooms • Great Flex Space! • Across the street from SU student housing Contact: Chris Peek, CCIM Contact Bill Moore 410-543-2440 MLS #436513


• 22,500 Sq. Ft. on 5 Acres $499,000 TruckforDock Drive in Access •• Good owner &operator Sprinklered; •• Income property Paint & Sanding Booths • $45,792 Net Income • Three rental units & gas station Chrisletter Peek, •Contact: MDE closure on CCIM file

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Sperry Van Ness–Miller Commercial Real Estate (410) 543-2440 206 East Main Street | Salisbury, MD 21801 410.543.2440 33 Bridle Ridge | Lewes, DE 19958 206302.227.0768 East Main Street • Salisbury, MD 21801 302.540.5959 110 South Poplar Street Suite 103 | Wilmington, DE 19801 410.279.9145 301.526.2594 301.432.5466

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Business Journal • February 2013


Great opportunities for chamber growth on the horizon By Ernie Colburn Past President and Interim Executive Director

First, let me say how much of an honor and privilege it is to serve this great Your chamber has some chamber as its interim execu- great opportunities to tive director. further our growth in the The selection commitcoming weeks... tee has a huge obligation to fill this seat full-time with a person that has an open mind ters in District One and District Two and the conviction and desire to see in the City of Salisbury to go head-tothe City of Salisbury and the tri-county head in the General Election on April area grow through the voice of the 2. Salisbury Area Chamber of Commerce. On Feb. 19 at Perdue Hall, 156, That person will be challenged and will Salisbury University, the chamber will need “backbone” to see that what’s in hold a “City Council Debate” from 7 to the best interest of the business com8:30 p.m. munity is first and foremost. On March 26, the chamber will Your chamber has some great ophold a “Salisbury Elections Debate” portunities to further our growth in the in the Wicomico Room in Guerrieri coming weeks and months. University Center, Salisbury University Area elections Campus, from 7 to 8:30 p.m. This will The Salisbury Chamber Political include two mayoral candidates and Committee is in the process of estabtwo top vote getters in Districts One lishing a “Meet the Candidate Night/ and Two from the Primary Election. Debate.” The candidates for District One are: The primary election will take place Incumbent Shanie Shields, community on Feb. 26, to select two top vote getactivist April Jackson, and business-

The 2012-2013 officers are (seated) Asst. Sec/Treasurer Jaime Toner, President Sandy Fitzgerald-Angello and Legal Counsel D. Nicole Green (standing) Interim Executive Director Ernie Colburn, Vice President Tony Nichols, Secretary/Treasurer Stephen Franklin, President Elect Bradley Gillis, and Vice President John Cannon. Not pictured is Vice President Dr. Memo Diriker.   

2012-2013 Salisbury Area Chamber of Commerce Officers President President Elect Vice President Vice President  Vice President Secretary/Treasurer Asst. Sec/Treasurer Legal Counsel Past President 

Sandy Fitzgerald-Angello Pohanka Automotive Group Bradley Gillis Sperry Van Ness - Miller Commercial Dr. Memo Diriker Salisbury University’s BEACON Tony Nichols BBSI John Cannon                           Cannon Management & Rentals LLC Stephen Franklin Accurate Optical Co. Jaime Toner                             Pool Tech D. Nicole Green D. Nicole Green, P.A. Ernie Colburn Retired

Salisbury Area Chamber of Commerce 144 East Main Street, Salisbury, MD • Phone: 410-749-0144 • Fax: 410-860-9925 email: • Website:

woman Cynthia Polk. The candidates for District Two are: Incumbent Debbie Campbell, urban redevelopment activist Jake Day and non-profit executive Jack Heath. The candidates for mayor are incumbent Jim Ireton and businessman/blogger Joe Albero. This will be your opportunity to see and hear firsthand the viewpoints of these candidates. What’s really key here is to get out and vote in your district for your representative and mayoral candidate of your choice. The only way to stop the bickering and the apathy is to effect change and that change is voting in the upcoming election. Change starts with you going to the polls on Feb. 26 and April 2. County inventory tax The Salisbury Area Chamber supports the phasing out of this inventory tax. The proposed 7% reduction over the next 5 years eliminating this 35% anti-business tax will go a long way towards re-establishing Salisbury and Wicomico County as a “business friendly hub” on Delmarva. By creating a five-year phase-out, we will improve our competitive position attracting new business and helping existing businesses to use those tax dollars to expand operations and employment in the county. The chamber supports the efforts of the county executive and county council in this endeavor by making a commitment to the Economic Development and Business Growth of the City of Salisbury and Wicomico County. We encourage a unified positive decision to eradicate this tax. State gasoline tax The chamber does not support an increase in the gasoline tax at this time. The area is still in recovery from the recession and this tax would create an additional hardship. Over 90% of our

goods are “trucked” in to our area. This tax increase would raise our cost-ofgoods and create a cascading effect on businesses and consumers. The existing gasoline tax has not been raised since 1992. If the State of Maryland had the insight back when times were less economically stressed and indexed to inflation the current 23.5 cents per gallon tax, the annual increase would have been less than “a penny per gallon” and we’d be today, gasoline tax-wise, at the level requested and not having this conversation. Delmarva should not have to support the construction/expansion of the Baltimore Metro Rail System; Maryland suburban portion of the DC Metro Rail System and Intercounty Connector road in Montgomery County that “less than 5% of Marylanders” use! For the State of Maryland to wait 21 years to raise this tax would push our trucking businesses and consumers in general over the “gasoline tax cliff.” A lighter note... The Salisbury Festival is coming April 26-28 downtown. This is a great chamber sponsored annual event and it benefits a large number of other organizations in the community. Mark your calendars and plan to attend with opening ceremonies Friday, April 26, at 6 p.m. Your new Salisbury Area Chamber of Commerce is dedicated to promoting a positive business environment by supporting economic development through networking, teamwork and innovative thinking. We are your voice and resource for business, education, agriculture, civic and community organizations throughout Delmarva. Stop by our office anytime Monday through Friday and we’ll sit down and have a conversation about your thoughts to make our area better for all. The coffee is always on.

Chamber searching for director Sandy Fitzgerald-Angello, president of the Salisbury Area Chamber of Commerce has announced the formation of an executive director search committee, which is chaired by Past President John McClellan of Sperry Van Ness - Miller Commercial Real Estate and made up of key members and officers of the chamber.Since 1920 the chamber has been dedicated to promoting a positive business environment by supporting networking, economic development and education. The search committee has been tasked with identifying and recommending to the executive board the next executive director to lead the State of Maryland’s only Four-Star Accredited Chamber. Said Fitzgerald-Angello stated, “The really good news is that the chamber is not forced to make a quick

decision since immediate past President Ernie Colburn is our interim executive director.” McClellan said, “The search committee has already received well over 100 resumes from across the United States; a change in leadership warrants a very thorough and deliberate process and we are dedicated to locating the best person for our community and chamber. The committee has met regularly and will continue to diligently refine the leadership criteria to locate the next leader of the Salisbury Area Chamber of Commerce and its over 800 member businesses.” Anyone interested in submitting a resume for consideration should forward it to committee member Tony Nichols at

Business Journal • February 2013


Lower Shore Chambers of Commerce

Recordkeeping workshop

There are more than two dozen regulations that govern some aspect of employer recordkeeping and retention. What should you keep, and not keep, in your employees’ personnel files? How long are you required to maintain these records? What records should never be retained? What do you do when an employee demands to see and make a copy of their personnel file?  The SACC will host a Recordkeeping Workshop - a lunch and learn - on Tuesday, Feb. 19 from 11:30 a.m. to 1 p.m., which will answer these questions and address the best practices of maintaining and retaining employee-related records such as applications, background checks, work history, disciplinary notices, payroll data, medical information, and workplace injury records, to name a few.  The instructor is Pat Wirthlin, human resources director at BBSI.  The workshop will be held at the Salisbury Area Chamber of Commerce. Cost is $10 per person which includes lunch.

Chamber Berlin Crisfield Delmar Fruitland Ocean City Ocean Pines Pocomoke City Princess Anne Salisbury Snow Hill

Contact info 410-641-4775 410-968-2500 302-846-3336 410-213-0144 410-641-5306 410-957-1919 410-651-2961 410-749-0144 410-632-2722

Dues* $125 $100 $75 $75 $175 $145 $150 $60 $245 $75

There are many reasons why aspiring and current business and professional women join the Executive Women’s Golf Association - top-level networking and mentoring, meeting energetic, like-minded people, or finding time to escape the daily grind to enjoy a round. Founded in 1996, the Eastern Shore Chapter has 275 members. It is part of a network of national chapters with 15,000 members throughout the United States. “The Executive Women’s Golf As-


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sociation, EWGA, has connected over 100,000 women nation wide to the game of golf for the last 25 years” reports Vicki Harmon, President of the Eastern Shore Chapter. “Our Chapter hosts events for all levels of golf, from women who are getting out on the course for the first time to low handicap players. Chapter outings are on courses in the Salisbury, Ocean City and lower Delaware areas. We look forward to building our Chapter membership in 2013.”

The February 13th event will be held from 5-7 p.m., and will give potential members an opportunity to learn about EWGA’s organized golf events, leagues for all levels, “Nine & Dine” and other social events, business networking, mentoring programs, clinics, and tournaments. Over the past ten years, they have raised over one million dollars during their Pink Ribbon Tournament and supporting events for the American Cancer Society. Please RSVP to Ruth Jones at 410-860-1494.

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Business Journal • February 2013

Local effect of the ‘fiscal cliff’ By Al Higgins

When Congress and President Obama finally got around to working out a deal on the fiscal cliff they touted their cooperation and how they had succeeded in avoiding going over the cliff. After all their backslapping and praise for one another it’s time to take a look at just what was accomplished and how the new law is going to affect small businesses. While taxes were increased for those making more than $450,000 a year, taxes were also increased on nearly every other working American. The so-called tax holiday, that reduced payroll taxes by 2%, was lifted, meaning that Americans earning $50,000 a year can expect a tax increase of about $1,000. Unfortunately, as with the passing of most bills in Congress, this one was also loaded with expensive and questionable perks. The U.S. Chamber of Commerce states that a majority of small businesses think the economy is on the wrong track. Most of the uncertainty comes from concern over the implementation of the healthcare law, according to a survey by the U. S. Chamber of Commerce. The chamber states that despite the recent congressional agreement on some tax and spending policies, busi-

nesses say uncertainty is being churned up over concerns about the economy, debt and deficient issues, as well as implementation of the healthcare law. The U. S. Chamber of Commerce also states that their survey shows that more than one half of U. S. small businesses have not hired in the last year, and two-thirds plan to keep the same number of employees in 2013. Among small businesses, 86 percent say regulations, rules and taxes will harm their business, and health care regulations are their prime concern in addition to labor rules and environmental laws. The overall small business climate appears bleak. Of those surveyed, 82 percent think the economy is on the wrong track, 54 percent expect the climate for small businesses to deteriorate in the next two years and 88 percent they are looking for more certainty and not more assistance from Washington. Additionally, three in four small businesses expect the Affordable Health Care Act will increase their costs. Only 5 percent expect the law to make health care more affordable. Also, 71 percent said the act will end up making it harder for them to hire more workers. The total impact on local businesses was yet to be determined, and there are still many issues that Congress has yet

to address, such as Medicare, Medicaid, Social Security and the defense budget. With that in mind, a couple of local businesses shared what the impact of the recently passes fiscal cliff legislation will have on them. Steve Romney, president and CEO of Millenium Microwave, has concerns about Congress’s inability, or unwillingness, to pass the defense budget. “Nearly 100 percent of our business involves projects dealing with the defense of our country. We need strong direction from Washington. One of our largest customers is Lockheed and we have been supplying electronics for the B-2 bomber to them for several years. Without a budget in place Lockheed is not going to be ordering electronic equipment.” Romney added that the whole defense industry is in suspension awaiting action from Congress. Susan Purnell, owner of Kuhn’s Jewelers in Salisbury, has not felt the impact of the legislation. “We have not hired anyone in quite a long time and don’t see any need to do so in the near future. The jewelry business was pretty much unaffected by the fiscal cliff agreement.” The general consensus of those businesses contacted is that unless the nature of the business is specifically affected by the legislation then there has been little affect to date.

Career Day needs presenters

The Salisbury Area Chamber of Commerce Young Professionals Committee in partnership with the Wicomico County Board of Education, and Salisbury University is organizing the 7th Annual Career Day for all Wicomico County high school freshmen. The event will be held at Salisbury University on Tuesday, March 19, and will include presentations from a wide variety of professions. Students will select four career presentations of their choice from nearly 40 different career tracks, allowing them to explore different career options. Presenters are needed from all fields to introduce students to the many opportunities available after graduation. As a volunteer presenter, you will be asked to share your experience and knowledge related to your career area - how you got here, what is involved, a typical day, educational requirements, tips and lessons learned. Each presenter will be given their own classroom with audio/visual capability and classes will have a maximum of 30 students per session for 20 minutes. There is a morning schedule and an afternoon schedule, each with 4 periods. If you are interested or would like more information, contact Sophia Smecker at the chamber at 410-7490144 or Sponsorship opportunities are available and range from $100 to $500. Contact the chamber for more information.

Business Journal • February 2013


Financial resolutions for 2013 By K. Jill Hall

Lincoln Financial Securities Corporation

The Thanksgiving and Christmas holidays are a time to eat, drink and be merry. Reality typically sets in on New Year’s Day, which leads to the traditional round of resolution-making. This year (in addition to pledging to eat better and exercise more), you may want to consider these 10 resolutions to help put your financial house in order. 1. Think strategically about finances - When it comes to vacations, most people plan months ahead, carefully selecting a destination and the best way to get there. Financial decisions should involve the same type of strategic thinking. It’s advisable to choose a financial destination and then map investment, savings, insurance and household needs to arrive as planned. 2. Develop financial relationships It’s never a good idea to make major decisions in a vacuum. Therefore, it’s important to develop relationships with people who can help guide you toward your financial well-being. Get to know them, and let them get to know you. That way, it’s more likely they’ll go the extra mile to provide the kind of personalized service that can help keep your goals on track. A good accountant can help you save money. A banker can help with loans when you really need them, and a lawyer can make sure your personal affairs are in order. A financial planner can act like a quarterback. 3. Maximize savings, minimize debt - Limiting debt is critical to reaching your financial goals efficiently. Therefore, it’s important to keep nondeductible interest to a minimum. As you liquidate debt, you may want to direct those dollars to savings. It’s advisable to maximize your savings by contributing to pre-tax retirement savings plans such as a 401(k), a health savings account or a 529 college funding plan. In addition, you may want to consider making major household purchases on a “pay-as-you-go” basis. Anytime you reduce debt, you are, in effect, giving yourself a pay raise. 4. Review household expenditures and set a budget - While often overlooked, cash flow management is fundamental to financial planning. Basically, this means spending less than you earn. Try tracking your expenditures for three months so you know where your money is going. This way, it’s easier to start making intelligent decisions about spending habits. 5. Review employment and education options - Too many individuals fail to take advantage of employee benefits, especially when it comes to retirement plans. Many companies match a portion of an employee’s 401(k) contribution. Some companies also match contributions to college and health savings accounts and provide tuition reimbursement. An advanced degree can enhance your earning potential, so find out if your company can help finance higher education.

6. Plan ahead for marriage and family - You may not have tied the knot yet, but if you plan to marry someday, it’s advisable to start planning now. For example, do you and your partner see eye-to-eye on financial matters? Do you know whether you’ll use a joint checking account or separate accounts? How many children, if any, do you plan to have? How will a family change your insurance and housing needs? Financial arguments can frequently lead to divorce. By planning ahead, you can help minimize stress on your marriage. 7. Develop a crisis management plan - A financial emergency usually strikes when you least expect it. The best hedge is an emergency savings account equal to at least three—and ideally, six—months of living expenses. Repay the account promptly, even if it means cutting back on other things. The goal is to avoid piling up debt—or worse, bankruptcy. 8. Review insurance needs - You can use insurance to protect your assets. Life insurance can provide an adequate financial cushion in the event of a spouse’s death. Therefore, it’s important to regularly review your policies. Many people overlook disability income coverage, but insuring against the loss of earning power is essential to sound financial planning. A long-term healthcare policy can help you pay your expenses in the event of a serious illness or injury. And, if you have a high salary or significant net worth, you should consider a personal liability umbrella of up to $1 million to protect against liability risks. 9. Leverage assets - You should consider leveraging assets to take advantage of long-term financial opportunities. A home equity loan is usually cheaper than a consumer loan, and the interest is tax-deductible. If you have a low-interest mortgage, for example, you could think about directing any extra cash to higher-potential return investments rather than paying down the loan. 10. Manage your taxes -Taxes can take a big bite out of income and capital gains. Therefore, you may wish to consider the following steps: Maximize your and your spouse’s 401(k) and IRA contributions. Consider opening a health savings account, even if you don’t plan to use the money. Consider selling stock before the end of the year if it generates losses. Think about increasing charitable contributions or setting up a trust. About the author K. Jill Hall,, MBA, CFP® is a registered representative of Lincoln Financial Securities Corporation, a broker/dealer, member SIPC, 30386 Mt. Vernon Rd., Princess Anne, offering insurance through Lincoln affiliates and other fine companies. The content of this material was provided to you by Lincoln Financial Securities for its representatives and their clients.


Business Journal • February 2013

Business After Hours Cato Gas & Oil Company

Our hosts from CATO Gas & Oil: Mike Petito, Greg Stutzman, Fred Rogers, Tim Emge, Phil Tonelli, Chris Mergner, Charlie Moore, Russ Winters, and President - Mike Abercrombie Jr.

From M&T Bank: Gene Malone, Nestor Bleech, President John Sherwell and Ginger Donovan

Chamber Board Counsel - Nicole Green, PA, and Cathie Thomas of BBSI

Cato Gas & Oil Company hosted a Business After Hours networking event at their 1030 Marine Road showroom on Thursday, Dec. 13. Surrounded by the cozy fireplace exhibits in their showroom, Mike Abercrombie Jr. welcomed chamber members and guests and gave an update on what is new with this longtime chamber member.  Cato Oil has been serving the residents of the Salisbury area and lower Eastern Shore since 1960, and from the beginning, as a leader in the gasoline, heating oil and lubricants business, Cato has blossomed into a diversified energy company. The company’s core operations include a marine terminal; fuel distribution; commercial fleet management; propane and heating oil products for residential, agricultural and commercial purposes; convenience stores; fast food restaurants and real estate development projects. For more information, visit their website,


DELMARVA Salisbury-Wicomico Magazine 2013

This publication is directly mailed to every Salisbury Area Chamber of Commerce member and is included in the chamber relocation packets. Magazines are placed at high traffic locations throughout Wicomico; including local hospitals, doctors' offices, restaurants, and hotels.

Payment Options Available Salisbury Area Chamber of Commerce members receive a 10% discount 302-629-9788 Photo by Michael Perry

Business Journal • February 2013


Should your business use MPS? SEPTIC SYSTEMS By Andrew Quillen

Senior Account Manager, Hilyard’s Business Solutions

How do you know if your business should explore Managed Print Services (MPS)? Here are five things to consider: 1. Will this effort truly deliver a defined and hard dollar return on investment? Gartner says yes. According to their research, enterprises can save up to 30 percent on printing services by selecting the right partner. 2. Are you benefiting from your current investments? Consider what went into the decision-making process for your company’s current output environment – including the current fleet of multi-vendor copiers, printers and other hardware. Is it still delivering what you need? Could it do more – like scanning and imaging for easy access to documents? 3. Can your technology keep up? As a business changes and evolves, so must its output solution. If the current technology is unable to keep up with the demand from additional employees and increased usage, it is merely a drain on your financial and human resources. Or, if your current strategy does not provide flexibility as the total employee population fluctuates up or down, you have an opportunity for improvement. What’s more, while the economic environment may mean you need to hold onto your technology assets for a longer period of time, MPS might be able to reduce costs by combining the right technology with software, services, and proven best practices so your business can streamline workflow, eliminate time consuming manual tasks, speed up access to critical information and reduce operational costs. 4. Does downtime cost you? One of the fundamental challenges when assessing printing expenses is determining what is being spent and where. When your IT department is constantly fixing hardware while employees are unable to

effectively print, scan and handle documents, all departments suffer. What’s more, printing costs are often buried in various department budgets and each employee likely has a personalized work process that may not be optimal to reducing overall printing costs. By leveraging intelligent network-based tools to monitor all devices, proactive management strategies can be implemented to help avoid unnecessary downtime. It is reasonable to expect your employees to have access to output as needed – 100 percent of the time. 5. Do you have more important things to focus on than print? Most businesses do not have the print management knowledge internally to handle print solutions without outside help. Selecting a MPS partner can significantly reduce the amount of work involved in supporting a print fleet. From price shopping and buying toner, to deciding whether to invest in a repair or simply replace a device when a problem arises; time is money, and the more time you can save, the more money you save. While MPS is not a new solution, it is one that can maximize short-term cost savings, while adding value that will prime your business for growth in the future. The first step is to see your print infrastructure as a means of leveraging new sources of value.

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Business Journal • February 2013


Calendar of Events

Salisbury Chamber

Tuesday, Feb. 5 - Ambassadors Committee, Denny’s, 8 a.m.

Wednesday, Feb. 6 - Salisbury Festival Committee, Chamber Business Center, 4 p.m. Wednesday, Feb. 6 - Young Professionals Committee, 4:30 p.m. Thursday, Feb. 7 - Beautification Committee, Chamber Business Center, noon. Thursday, Feb. 7 - Business After Hours, Break Time Sports Grill & Pub, 5 p.m. Friday, Feb. 8 - Executive Committee, Bob Evans, 8 a.m. Tuesday, Feb. 12 - Membership Committee, Chamber Business Center, 8 a.m. Thursday, Feb. 14 - Legislative Committee, Wor-Wic, Hazel Student Center, Room 302, 8 a.m. Thursday, Feb. 14 - Technology Committee, Pemberton Coffee House, 9 a.m. Monday, Feb. 18 - Workforce Development Committee, Chamber Business Center, noon. Tuesday, Feb. 19 - Agri-Business Committee, Chamber Business Center, 7:30 a.m.

Tuesday, Feb. 19 - Eldercare Provider Network, Genesis Eldercare, 8:30 a.m. Tuesday, Feb. 19 - Recordkeeping Workshop, Chamber Business Center, 11:30 a.m. Tuesday, Feb. 19 - Budget & Finance Committee, Chamber Business Center, noon. Wednesday, Feb. 20 - Business Affairs Committee, Chamber Business Center, 8:30 a.m. Wednesday, Feb. 20 - Salisbury Festival Committee, Chamber Business Center, 4 p.m. Thursday, Feb. 21 - General Membership Luncheon, Mister Paul’s Legacy Restaurant, noon. Thursday, Feb. 21 - Business After Hours, WMDT-47 ABC & Delmarva’s CW3, 5 p.m. Monday, Feb. 25 - Executive Committee, Chamber Business Center, noon. Tuesday, Feb. 26 - Green Team Meeting, Chamber Business Center, noon. Wednesday, Feb. 27 - Board of Directors, Chamber Business Center, noon. Thursday, Feb. 28 - PR & Marketing, Chamber Business Center, noon.

NEW OWNERS - Salisbury Jiffy Lube has been sold to longtime manager, Chris Ryan and his wife Laura. Ryan has been with Shockley Management, Inc. for over 12 years, 11 at the Salisbury Jiffy Lube. Under his supervision, the Salisbury location has consistently ranked as a Superstar Store by Jiffy Lube International, based on customer satisfaction scores generated by an independent company. The Salisbury store recently represented their district, which encompasses over 40 different Jiffy Lubes, in the Jiffy Lube All Star competition which scores Jiffy Lubes on their compliance with the company’s policies and procedures for servicing vehicles, also taking into account speed of service. Pictured from left are new owners, Chris and Laura Ryan and previous owner Bill Shockley.

FORECAST SPONSORSHIP – M&T Bank representatives recently presented the Salisbury Area Chamber of Commerce Foundation with a sponsorship contribution of $2,000 for the 2013 Annual Economic Forecast. With the help of M&T Bank, this year’s Economic Forecast focused on the 2012 election and the impact that it will have on the 2013 economy. M&T Bank invited Chris Kreicker, CFA, director of investment advisory services for Wilmington Trust, to be the keynote speaker. Pictured from left: Jon P. Sherwell, administrative vice president, commercial group manager, M&T Bank; Ernie Colburn, interim executive director, Salisbury Area Chamber of Commerce; and Gene Malone, administrative vice president, retail regional manager, M&T Bank.

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Business Journal • February 2013



CHAMBER OF COMMERCE The Salisbury Jaycees Foundation would like to say

Thank You!

Home Depot

Rep: Dan Silverman 115 Northpointe Dr., Salisbury 410-548-9800 Since 1978, Home Depot has been providing the tools and materials for home owners and home improvement professionals. Get all of your home improvement needs here.  

Michael B. Mathers, P.A.

11107 Manklin Meadows, Ste. 1-A Ocean Pines, MD 21811 443-735-6144, 410-208-1562 (fax) Law Firm of Michael B. Mathers, P.A., a dedicated Estates & Trusts and Elder Law firm located in Ocean Pines. Why choose a dedicated Elder Law attorney? Unlike hiring a lawyer for a criminal or personal injury matter, clients expect to develop an ongoing relationship with an attorney working on their end of life plans. That is why Michael Mathers takes a comprehensive approach to aging and estate planning legal services. Whether you’re just starting out and planning for the future, or need to respond to a sudden life change, call our office to see how we can help you.

Tom Prunty - State Farm Agent

Rep: Tom Prunty 1506 S. Salisbury Blvd., Salisbury 410-543-0333 Our mission is to help people manage the risk of everyday life through our products and commitment, recover from the unexpected with our personal service and company resources and realize their dreams by mapping out and instituting a financial plan that meets

the personal, unique needs of each and every customer.

Right At Home

Rep: Michele Andrews 123 – C Camden St., Salisbury 410-213-2505, 410-749-4900 (fax) Right at Home has been serving patients for 17 years across the United States. We are locally owned here in Salisbury and serve Wicomico, Somerset, Dorchester and Wocester counties. We specialize in assistance with bathing, grooming, meal prep, medication reminders, doctor reminders and organization, light housekeeping and transportation. Our vision is to keep everyone living at home safe and independent as long as possible. We can also assist with transitions once living at home is no longer an option.

Wavelength Information Services

Rep: Drew Phillips 504 Franklin Ave. P.O. Box 739, Berlin 410-629-0913, 410-629-0918 (fax) Wavelength Information Services works locally and across the Mid-Atlantic region with physicians, hospitals, and small businesses to help adopt, implement or upgrade information technology systems. Our services include new technology installation, consulting, custom application development, security assessment, training and support. Wavelength is a state designated Management Service Organization (MSO) specializing in the implementation of Electronic Health Records (EHRs) and connectivity to the state Health Information Exchange (HIE) in physician offices, hospitals and other healthcare settings.




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On December 8th, 2012, the Salisbury Jaycees and the Salisbury Jaycees Foundation treated local underprivileged children to a Christmas Shopping spree at Walmart in Salisbury. This project was made possible by the generous donations of the following local businesses, organizations and individuals. Special Thanks to the Draper Holdings Charitable Foundation, Walmart, Wicomico County Sherriff’s Office, Wicomico County Board of Education, Shore Appliance Connection, Salisbury Baptist Temple, and Holloway Tours.

Patron Saints

Draper Holdings Charitable Foundation

Bless Our Children Campaign

Walmart, Salisbury, Md.

Kevin Fulmer Gen. Mgr.

Guardian Angels

Rob and Stacy Hart Comcast Spotlight

Paul & Wanda Ferrier Tony Tank Tribe of Red Men Lodge #149

Good Samaritans

David Englehardt/Capital One Fairfax Station Enterprises, LLC American Legion Post 64 Tom Robinson Charles Brenner, DDS Hebron Savings Bank Duane Larmore David & Melanie Smith Shore Appliance Connection, Inc. Lifetime Masonry Tri-State Engineering of Maryland Louise Smith Holt Paper & Chemical Company Marty Neat Insurance Women’s Assoc. of the Mid-Atlantic Heating & Eastern Shore Air Conditioning, Inc. PRO Coat, LLC. Otway, Russo & Rommel, P.C. Salisbury Elks Lodge B.P.O.E. # 817 Patrick and Nancy Lemley Charles R. & Ruby Dashiell Patrick F. and Althea J. O’Connor Market Street Inn, LTD. Pete Richardson Auction Sales, Inc. Fraternal Order of Police, Law Officers of Wicomico Robert & Diana Dickey Gillis Gilkerson Inc. Robert A. Eaton Bailey’s Taxi Service Robert W. Nock Insurance Agency, Inc. Baxter Enterprises, LLC. Royal Plus, Inc. Bill and Susan Satterfield Susanne Morris Burnett-White Tire and Auto The Bank of Delmarva Community Foundation of the Eastern Shore The Shannahan Water Company Inc Community Pharmacy Thomas & Susan Robinson Cooper Insurance Agency Inc Weisner Real Estate DJH Enterprises VII, LLC (Merry Maids)


K.C.S. Ltd, Del-Mar-Va Beauty Academy James M. Crouse, DDS PA Charles Brown Glass Company HVAC Services Unlimited, Inc. David B. and Lynn C. Douse Werner L. Gruber Ennis Plumbing & HVAC, Inc. Reflects Donations Received as of December 31, 2012

The Salisbury Jaycees Foundation The Salisbury Jaycees Foundation, Inc. was Our Board of Directors formed in 1975. Its primary purpose was to David Robert Smith, President assist the Salisbury Jaycees with fundraising -------------------------------for their annual Children’s Shopping tour. Duane Larmore, Vice President Over the years, thanks to the support of Melanie B Smith, Treasurer our generous sponsors, the foundation Brenda Price, Secretary continues to make an important impact in Jim Carpenter, Board Member our community. Pete Hughes, Board Member For more information about the foundation Jay Pepper, Board Member and its mission visit us online at Jack Trader, Board Member Jim Farwell, Board Member


Business Journal • February 2013

Business After Hours Courtesy Chevrolet Cadillac On Thursday, Jan. 17, Courtesy Chevrolet Cadillac hosted a Business After Hours networking event at their showroom located at 2531 N. Salisbury Blvd. Chamber members and Our hosts, the team at Courtesy Chevrolet Cadillac, with Ray Nordstrom (far left), and new General Manager Mark Velero (far right).

guests dined on lite fare items from the Worcester County Developmental Center, and were entertained by guitarist Jimmy Rowbottom as they walked through the showroom.  Host, Ray Nordstrom, gave guests a bit of history about this longtime chamber member, discussed what to expect in the future, and took the opportunity to introduce his new General Manager, Mark Valero.

New representative of Wilgus Insurance – Alex Wight, Ray Nordstrom – president of the Courtesy-Midway Automotive Group, chamber board member Ed Wilgus of The Car Store, and C.R. Murphy of Wilgus Insurance

Carlos Mir of Women Supporting Women, Millie King of Flexera, prospective chamber member Jerry Beauchamp of Local Eats & Drinks, Mary Henderson of Women Supporting Women

For more information about Courtesy Chevrolet Cadillac, visit their website,

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Business Journal • February 2013

Wicomico County Sales Tax Collections by category December ‘12

November ‘12

December ‘11

Food & Beverage








General Merch.




Automotive & Oil




Furniture & Appl.




Building Supplies




Utilities & Trans.




Hardware & Equip.












Information courtesy of Comptroller of the Treasury, Retail Sales Tax Division.

Salisbury-Ocean City-Wicomico Airport January ‘12 . . . . . . . . . 11489


February ‘12 . . . . . . . 11,158


March ‘12 . . . . . . . . . 13,059


April ‘12 . . . . . . . . . . 13,117


June ‘12 . . . . . . . . . . 13,466


July ‘12 . . . . . . . . . . . 14,916


August ‘12 . . . . . . . . 13,399


September ‘12 . . . . . 11,313


October ‘12 . . . . . . . . 11,007


November ‘12 . . . . . . 12,489


December ‘12 . . . . . . 11,466


Allegiant Air Service ended January 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


National 8.4 Maryland 7.2 Wicomico 8.6 Salisbury 9.3 Worcester 8.2






8.6 8.2 7.6 7.5 7.4 7.1 7.0 6.5 6.3 6.4 8.3 8.2 7.8 7.8 8.3 8.9 8.9 8.6 8.0 8.6 7.8 7.6 7.9 9.7 13.9

Somerset 10.7 10.0 9.6 9.3 9.0 9.8

Information courtesy of the Maryland Job Service at the One Stop Job Market. (Not seasonally adjusted.)

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Business Journal • February 2013

Delmar Villa Assisted Living to Finance hold grand opening on Feb. 7 Learn more on tax free income For most people, the bulk of their retirement income will be taxable, mostly at ordinary income tax rates. The cornerstone of retirement planning has been the qualified plan, such as an IRA or 401(k) where a deduction is taken today, taxes on earnings are deferred, and income is taxed when received. A great idea, but only if the tax bracket at the time of receipt is lower than when the contributions are made. Not only does one pay tax on the original contributions, but earnings are taxed as well. A traditional retirement savings plan does not work very well if taxes increase. So, will taxes rise in the future? We have just passed the “fiscal cliff,” but didn’t Congress just kick the can down the road? We have unprecedented debt and spending is out of control. Only about 50% of Americans pay income taxes, and the same percentage receives some sort of assistance (many are justifiably entitled). Add the trouble we are likely to have with Social Security and Medicare and it sure seems like a likely

scenario for a tax increase. This may be the time to consider structuring tax free income strategies. An ideal plan would have you pay taxes now, while in a lower bracket, defer taxes on future earnings, and allow you to take income tax free. Let’s define tax free. Truly tax free income would never result in tax when income is received. Truly tax free income would not subject your Social Security benefits to taxation. Traditional taxable retirement income can result in as much as 85% of your Social Security benefits being taxed - at your regular rates. Seemed like a tax when you paid into the program, sure seems like it’s being taxed again. Properly structured, you can have income at retirement that will be completely tax free. There will be a one hour workshop on the subject of tax free income strategies at the Salisbury Chamber office on Thursday, Feb. 28 at noon. Steve Smith will be presenting and a light lunch will be provided. RSVP to 410-546-9725 or

by Andrew Stump

Money makes the world go round. It pays for staff, buys equipment, makes repairs. When money is abundant everything is great. However, in seasonal areas those great times fluctuate greatly. What happens when you are in the dead of the off season and your oven breaks down? If you need to repair damage to your building or are just looking to renovate before college students come back to town? If you’re lucky you have enough capital or a line of credit to handle these situations. If not, a cash advance is the perfect solution. A cash advance is a micro loan based on a business’ average credit card processing volume. A typical cash advance loan is 100% of the average monthly volume of a business based on a 4 to 6 month assessment. This is paid back during the course of 4 to 12 months with deductions coming directly from your processing deposits. This allows loan repayment in the off season to be extremely convenient and reasonable while

business is slow. While this can and has been a great solution for many business owners there are a few things you should be aware of. If you are planning on switching to a new credit card processor, do so before getting a cash advance. Once the loan is deposited in your account you are locked into that processor for the duration of the payback period. Loans of this type do not always have the best rates either, and will not be able to compete with a loan from your bank should you be able to get one. While your business’ credit card processing account can appear to be expensive or troublesome, it can be a vital tool. Make sure you are with the processor you want to be with before taking on a loan and make sure the terms of that loan don’t require you to change your processor. A cash advance, done with the right company, can be a quick infusion of capital into your business when you need it the most, while, most importantly, providing a flexible payback plan that sticks with your budget and revenue.

The Service Corp of Retired Executives (SCORE) was formed in 1964. The Lower Shore Chapter, which was formed in 1976, is based out of the Salisbury Area Chamber of Commerce building.  SCORE provides free mentoring and counseling sessions for those who want to start a business and for those who want to take their business to the next level. A lot has changed since 1964. SCORE mentors are not just retir-

ees, but also include a variety of active business men and women who are willing to share their knowledge.  SCORE also offers e-mail counseling sessions to accommodate a wide variety of individuals who can’t meet on a 9-5 basis.  If you have years of business experience and would like to help by being a mentor, visit html to learn more. For more general information and to sign up for a mentoring session, visit

The value of a cash advance Mercantile Processing Inc.

SCORE helps local businesses

Delmar Villa Assisted Living, owned by Kelli Davey, is proud to announce its grand opening on Thursday, Feb. 7, from 4 to 8 p.m. The evening will feature live jazz, a wine and cheese reception and grand tours. Delmar Villa is conveniently located in Delmar, next door to the existing Delmar Manor Assisted Living, also owned and operated by the Davey’s. Delmar Villa is two miles from Route 13, on East Line Road, close to the Delaware/Maryland state line. The Lower Shore community has embraced home style assisted living. Delmar Villa brings all the best practices of “The Davey’s Way” by providing upscale senior living amenities without the upscale price. “We will offer a new concept in assisted living – all the amenities of the large hotel style assisted livings such as 2 bedroom suites, a movie theater, hair salon and choice dining, while maintaining the small home-like feel with just 16 residents. It is our belief that people deserve to be treated with dignity and respect and we have taken

that up a notch with a major emphasis on customer service. We pride ourselves on honoring the whole person, ranging from treating physical and medical care needs, creating a social atmosphere to enjoying companionship, as well as a nurturing spiritual enrichment. Whether you want to visit your loved one by lounging in our parlor, or sit back to watch movies in our high-tech movie theatre, or just relax and play cards in our recreation room, it’s your choice to simply enjoy,” said Kelli Davey. Can you imagine how it feels to be catered to, for your daily needs? Delmar Villa’s unique hospitality service is another way residents are honored during their golden years. The hospitality service will feature Sarah who will be available to lend a helping hand with daily chores, to plan a trip or a social event, or simply to deliver fresh linens and towels. All this extra TLC comes with no extra charge or hidden fees. To attend the grand opening on Feb. 7, RSVP at 410-543-4354.

Business Journal • February 2013


Economic Forecast: economy showing some improvement By Al Higgins

On Jan. 10, business leaders from Wicomico County and beyond met at Wor-Wic Community College to discuss the economic future of our area. The morning-long sessions opened with remarks by Salisbury Area Chamber of Commerce president Sandy FitzgeraldAngello and Dr. Ray Hoy, president of Wor-Wic Community College. Chris Kreicker, director of investments advisory services for Wilmington Trust, gave a very entertaining and energetic discussion outlining his views of the global, national and regional economy. He stated that the one aspect of the fiscal cliff negotiations that will immediately affect people is the 2 percent increase in the payroll withholding tax. He emphasized that any growth in business will be very slow due to the inability or unwillingness of Congress to address the problems that are dragging our economy down. As an example he discussed the fact that credit is very hard to come by, and without it we will not see significant growth. Kreicker believes the inflation rate over the next seven years will be about 2.4 percent and for increased economic growth we must look at being energy independent. This is something he believes can occur within the next 20 years if Congress supports the effort. He sees an increase in demand for both services and goods, as well as an effort to produce new and better storage battery technology. He ended his talk by saying that Baby Boomers will not be content to retire and sit at home on the couch. Rather, they will continue to be productive during their retirement years. Health Care Reform in 2013 was addressed by a panel comprised of Chris Hall from PRMC, Mike Robbins from the Maryland Hospital Association, and Chris Keen from Keen Insurance. Robbins discussed the impact of the Affordable Health Insurance Act (ObamaCare). Of particular interest is that the law expands eligibility to Medicaid to 133 percent of the poverty level. Hospitals have devised a plan called the Triple Aim, in which they will strive to improve a patient’s experience, to improve the health of the general population and to reduce per capita costs of health care. They are attempting to hold the annual increase in per patient costs for services to 3.6 percent. Hall discussed that Moody Financials is somewhat negative on the health care industry, perhaps due to the uncertainty surrounding the new health care legislation. He noted that rather than focusing on the total number of patients serviced by PRMC that they will grade themselves on the best possible patient care. He noted that many more physicians are choosing to become employees of the hospital rather than having their own practices and that it is difficult to attract medical professionals to Delmarva. Real estate and construction was addressed by Bill McCain of W. R. McCain & Associates and Doug Marshall of Marshall Real Estate and Auctions. McCain is seeing a gradual increase in new construction and sales of existing homes are beginning to rise. Home inventories are falling and the price of both new and existing homes is beginning to increase. He stated that this is a good time to buy

a home. He believes the worst is over and we’re now looking at the best home prices in the past six years. He believes that Delmarva will continue to be a viable second home market. Marshall discussed the foreclosure debacle that has impacted so many Eastern Shore property owners. He pointed out that whenever a property is foreclosed upon all neighboring homes lose value. “Let’s say that you purchased your home for $250,000, and your neighbor purchased his some time later for $400,000,” he said. “During the period from when you bought your home and your neighbor bought his, your home had appreciated in value to $400,000. If your neighbor defaults on his mortgage and the bank buys the home and then sells it for $250,000, your home is then reduced in value to the same amount. You have lost all the equity in your home when the reduced priced sale becomes the value of homes in your neighborhood.” The final agenda item was a panel discussion concerning Key Regional Industries. Ward Barney, COO of Cadista, led the discussion with an overview of Cadista, a pharmaceutical manufacturer and distributor in Salisbury. The company has expanded from 24 employees to 259 and they are currently looking to hire 17 more. The company is building an addition of 90,000 square feet and they are looking at increased growth over the next two years. Last year the company grew by 200 percent.

Following the Economic Forecast program, Dr. Bob Wood, dean of Salisbury University’s Franklin P. Perdue School of Business spoke at the chamber’s General Membership Luncheon. Dean Wood covered a range of topics relating to the impact of the presidential election on the economy from a global to a regional viewpoint.

Earl Vance, Maryland Secretary of Agriculture, discussed the importance of grain prices on Delmarva’s poultry industry. “The industry supports 16,000 jobs, and there are about 1,400 independent poultry producers in the region. It will be difficult for the industry to grow with current corn prices. Despite all that is grown here we still have to import 50 million bushels of corn each year. Of that, 85 to 95 percent goes into chicken production.” He also pointed out that very few chicken houses are being built and this is a cause of concern within the industry. He does not see an increase in chicken house construction until the market improves. Grain prices, much of it due to government mandated ethanol production, will continue to drive up corn prices. Steve Miller, Wicomico County Tourism assistant manager, informed the audience that his department is primarily funded by a 6 percent tax imposed on hotel guests. The funds are used to sponsor many sporting competitions and other special events. In all, approximately 268,000 people visited Wicomico County in 2012 to partake in these events and, in doing so, over 27,000 hotels rooms were booked. The total economic impact is more than $17 million. A few of these activities are Pork in the Park, wine and beer festivals, the USSSA girls softball tourney, the wrestling and basketball competitions and the poodle show at the Youth & Civic Center.

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Business Journal • February 2013


Journal Healthcare

A companion may help during your hearing evaluation visit

By Dr. Kristin L. Wilson and Allison Adkins Chesapeake Hearing Centers,

We enthusiastically welcome companions to accompany patients throughout the hearing evaluation and treatment process. While hearing loss is a physical impairment, the social result is a “communication disability.” We jokingly sometimes say, “Hermits don’t need hearing aids.” 99.9% of our patients get hearing aids because they want to hear people better, especially their closest companions. The people we live with are our most important communication partners. We rely on them for information, entertainment and basic human contact. These are the people we spend most of our time with and consequently are the most important to us. We share our hopes, frustrations, fears, excitement, and day- to -day lives with them. Hearing well is crucial for this most important human connection to flourish. Companions are also important during the evaluation. Hearing loss is gradual, and it is rarely painful. It is so gradual that often the individual doesn’t even realize it is happening. The companions usually recognize the initial symptoms when the individual misunderstands or struggles in certain situations. As the loss progresses, the companions often feel frustrated by having to repeat themselves, listen to the TV too loud, or help “fill in the blanks” in social situations. On the other hand, the person with hearing loss probably doesn’t recognize the depth of his loss. It just appears that others aren’t speaking loudly or clearly. People with hearing loss may not realize how much they miss and that can become a point of contention in their relationships with those closest to them. Companions can be very helpful in describing these issues during the appointment. The audiologist can then help sort out how hearing loss may or may not contribute to the communication problems. Further, hearing loss can be complicated. There may be other issues such as poor speech understanding, processing (neurological) disorders, or medical issues that complicate the prognosis. Again, that special companion needs to be present to understand what can and cannot be done to serve the patient. Hearing aids are not a cure; they do

Dr. Kristin L Wilson, Au.D., F-AAA., CCC-A Clinical Audiologist

Allison Adkins, H.A.D. Hearing Aid Dispenser

not bring dead nerve cells back to life. If hearing aids are prescribed, both patient and companion need to understand what they can and cannot do. Understanding the patient’s hearing loss, accepting realistic expectations, and learning other communication strategies are often just as important to success as being fit with hearing aids. To complicate the issue, amplification is expensive. Both the patient and companion must decide what investment is right for them. The companion helps us decide what the patient’s lifestyle is like so that we know what level of technology is best. All our patients receive trial periods with their instruments, and the companion is critical in determining our success in meeting communication goals. By having the “same knowledge base,” families are able to go through the trial period in a much more effective way. Sharing insights and experiences with the professional on follow-up visits is extremely helpful in making adjustments and discussing alternative strategies. Evaluating hearing loss, recommending an individualized solution, going through the fitting of instruments, making follow-up adjustments, understanding benefits as well as limitations, and adopting other strategies for improved communications constitute a process not a momentary transactional event. The results are well worth the effort, and those results are immensely enhanced when the patient and companion work together as a team with their provider. We enthusiastically encourage patients to bring their significant others with them to appointments. You will be glad you did. To reach Chesapeake Hearing Centers, call 410-546-9552 or visit www.

KOPNISKY RECEIVES AWARD - Gerard Michael Kopnisky, is the final 2012 recipient of a Certificate of Excellence from the Wicomico County Executive’s Council on Fitness and Healthy Living. Fitness Council Chair Tom Brown presented Kopnisky with the certificate at the Fitness Council’s meeting on Nov. 13, 2012. Kopnisky was born with a “serious mix” of heart defects that have resulted in numerous open heart surgeries since he was 7 months old. “I wasn’t even expected to survive. One thing the doctors did say was the less I weigh, the less work my heart will have to do,” Kopnisky said. Gerard Kopnisky, now 41, is a chef and acknowledges that in his profession maintaining a healthy weight is a struggle. At his highest, he weighed 258 lbs. His motivation to lose the weight and live a healthy and active life comes from his wife and two sons. Kopnisky changed the types of food that he eats – focusing on whole foods, fruits and vegetables and eliminating all pre-made, processed foods. Every day, regardless of the weather, Kopnisky walks two miles in 22 minutes. Since losing weight he has improved cardiac function and feels more upbeat. He now weighs 198 lbs. To nominate someone who has made a positive difference by improving their health, email their story to

Business Journal • February 2013

PRMC improves patient care Economic Forecast By Al Higgins

Peninsula Regional Medical Center (PRMC) has been studying ways in which they can improve patient hospital stays, as well as increase the amount of time medical professionals actually interface with patients. Mary Beth D’Amico, vice-president of Patient Care Services/Chief Nursing Officer has unveiled a plan to achieve both of these objectives. During the summer of 2011, 2,000 staff hours were spent in Kaizen workshops. The workshops focused on redefining processes, identifying wastes, interruptions and barriers, brain storming plans and indentifying “swim lanes” for bedside care and nursing support processes. An analysis of nursing duties showed that they spent 67 percent of their time at their nursing station, 5 percent in a hallway and only 28 percent of their time actually at a patient’s bedside. A Care Partner Staffing Plan was developed which called for a ratio of 1 RN/CNA per patient, 1 Patient Care Assistant for each unit, Charge Nurse without patient care assignment 24/7 and an increase in Clinical Manager presence on each unit. As a result of these changes, nurses now spend 43 percent of their time at

a patient’s bedside, 37 percent on the unit, 19 percent at the nurses’ station and only 1 percent of their time off the unit. Other significant changes include a policy in which a “no pass zone” has been established. This means that whenever anyone in the unit sees a patient’s call light on they will respond immediately. When there is a shift change taking place the condition of the patient will be discussed with the oncoming medical team in front of the patient and family members of hospitalized patients will be permitted to accompany the physician when making rounds. Other significant changes deal with a liberalization of when family members can call, or receive calls pertaining to the condition of loved ones and a much more detailed discharge process, which ensures that out-going patients and family members of that patient have a thorough understanding of what is expected of them, and what they can expect, once they get home. With or without Obamacare, the health care industry in America is changing and PRMC is striving to provide the best comprehensive health care possible. Our community is fortunate to have such an organization serving our medical needs.


Keynote Speaker, Chris Kreicker, CFA, director of investment advisory services for Wilmington Trust. The 2013 Regional Economic Forecast was held Thursday, Jan. 10 at Wor-Wic Community College. Hosts included the Salisbury Area Chamber of Commerce, Wor-Wic Community College, University of Maryland Eastern Shore, Salisbury University’s Franklin P. Perdue School of Business and the Small Business Development Center, and Tri-County Council for the Lower Eastern Shore. The event was sponsored by M&T Bank. Continental breakfast was sponsored by Bradley Gillis – Sperry Van Ness.

Panel discussion on Health Care Form in 2013 and beyond. From left: Chris Keen, Keen Insurance, Mike Robbins, senior vice president for Financial Policy & Advocacy, Maryland Hospital Associations, and Chris Hall, vice president of strategy and business development/chief business officer, Peninsula Regional Medical Center.

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Business Journal • February 2013

Journal Education Three Salisbury area leaders recently graduated as members of the Leadership Maryland Class of 2012. They are Dr. Clifton Griffin, Salisbury University dean of graduate studies and research; Dr. Memo Diriker, founding director of the Franklin P. Perdue School of Business’ Business, Economic and Community Outreach Diriker Network (BEACON); and Kathleen Mommé, executive director of United Way of the Lower Eastern Shore. Established in 1992, Leadership Maryland is an independent, educational, nonprofit organization Griffin designed to inform top-level executives, from the public and private sectors, about the critical issues, challenges and opportunities facing Maryland and its regions. At SU, Griffin provides administrative oversight of Mommé SU’s new Doctorate of Nursing Practice, 14 master’s degrees and five post-secondary certificate programs. At BEACON, Diriker advises a large number of private, public, and nonprofit sector organizations, specializing in the use of scenario analysis and in demographic, business and economic trend forecasting. At the United Way of the Lower Eastern Shore, Mommé oversees an annual campaign raising over $1 million for 60 community programs in Wicomico, Worcester, Somerset and Dorchester counties.

UMES names new VP

Dr. G. Dale Wesson has joined the UMES administration as vice president for research and economic development. Wesson spent the past three years at South Carolina State University in Orangeburg, where he most recently held a Samuel P. Massie Chair of Excellence Professorship in Science and (nuclear) Engineering, one of Wesson 16 such endowed

professorships in the nation. He previously served as vice president of research, economic development and public service and executive director of S.C. State’s land-grant program. Wesson is a registered professional engineer with a decade of industrial experience, most of which came at the Dow Chemical Co., where he oversaw production of its Heat Transfer Fluids plant in Midland, Mich. Prior to working at S.C. State, Wesson was associate vice president of research at Florida A&M University in Tallahassee and from June 2008 through May 2009, served as FAMU’s interim vice president for research. He holds a bachelor of science degree in chemical engineering is from the Illinois Institute of Technology and a master’s in the same discipline from the Georgia Institute of Technology. His doctorate in chemical engineering is from Michigan State University.

SU faculty member is observer

As presidential candidates Barack Obama and Mitt Romney heated up their campaigns in late October, Todd Becker kept a close watch over the election. Only it wasn’t the one happening in the United States. Through the Organization for Security and Cooperation in Europe (OSCE), Becker, faculty in Salisbury University’s Conflict Analysis and Dispute Resolution, Political Science and Becker Sociology departments, was one of some 600 volunteers from the 57 OSCE member states tasked with observing parliamentary elections in Ukraine to help improve the system. OSCE-appointed volunteers oversaw and made observations on the election process. Long-term observers traditionally begin the process about a month in advance of the election, watching the lead-up campaign, ballot preparation and delivery. Short-term observers arrive shortly before Election Day and are assigned to cover specific election precincts in teams. Becker was part of a short-term team, together with a retired Norwegian police supervisor, assigned to the coastal city of Odessa, where he and his colleagues were asked to randomly select 20 polling places to observe throughout the day. In all, Becker spent some 26 hours observing the election, including an Election Day stretch that lasted from 5:30 a.m. until about midnight.

SU FACULTY HONORED - Their former students call them “motivational,” “amazing,” “dedicated” and “inspiring.” This year’s Salisbury University Alumni Association Faculty Appreciation Award winners are all that and more. Four were honored with the accolade during SU’s recent 87th-year Winter Commencement. They include Drs. T. Paul Pfeiffer of the Charles R. and Martha N. Fulton School of Liberal Arts, Judith Stribling of the Richard A. Henson School of Science and Technology, Ken Smith of the Franklin P. Perdue School of Business, and Teena Gorrow of the Samuel W. and Marilyn C. Seidel School of Education and Professional Studies. Pictured from left are Pfeiffer, Stribling, Gorrow and Smith.


Leadership Maryland graduates

Start Here...Go Anywhere! Prepare for a new position or gain the skills to take your career to the next level by taking non-credit courses offered by Wor-Wic Community College. Classes are starting soon in: Business & Leadership Child Care Computers & Technology Floristry & Landscaping Health & Safety Hospitality & Culinary Industry, Trades & Manufacturing Insurance Personal Enrichment Real Estate Transportation Veterinary Assistant Continuing Education & Workforce Development (410) 334-2815

Business Journal • BusinessJournal_01-13_Layout1 February 2013

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SU Celebrates Women’s History Month in March By Moushumi Chakraborty Chair, Women’s History Month Committee

SNHS UNVEILS NEW BRAND - The a.s.a.p.r Creative Suite hosted a “Reveal Event” at the Community Foundation of the Eastern Shore this past December to debut the new brand and materials developed for Salisbury Neighborhood Housing Services (SNHS) which won “A Suite Dream” grant challenge last summer. Ten organizations, including SNHS, competed to win a marketing program and materials valued at $25,000. SNHS received a new website, designs for print advertising, and a community newsletter template that can be used to send out updates and current information. Celebrating at the event were the a.s.a.p.r. Creative Suite Team, (back row) Eric Rider of Two Rider Design and Michael Giordano of Spotlight Web Design, (front row) Melissa Hampton of a.s.a.p.r. integrated marketing, Cheryl Meadows, Executive Director of SNHS, Robbie Tarpley Raffish of a.s.a.p.r. integrated marketing, Jenni Pastusak of SURE PR, Cheryl Nemazie of Studio C. Design + Photography, Inc. and Debi Rus of Rus Design. A new logo was developed for Salisbury Neighborhood Housing Services to convey its mission of helping area families buy homes. The open door and warm green color are meant to convey a warm, welcoming and secure environment.

March theme is Agri-business

The March theme for the Salisbury Business Journal is Agri-business. Call Greg English at 302-519-8711 to participate.

The Farmers & Planters Co. FARM - FEED - SEED LAWN - GARDEN WILDLIFE Rt. 50 & Mill Street Salisbury, MD 21801 410-749-7151 Phone

Mitzi Perdue made her first big media deal as a teenager. While her parents were out, she signed papers allowing the exterior of their Boston home to be used in a scene for the Disney movie The Parent Trap. The experience also included a role as an extra in the film, for which she was paid $10. It was her first time in front of a camera. More than 50 years later, she has stood before many cameras and microphones, and logged countless hours on word processors and computers. As a result, she has become a celebrated writer, humanitarian, businesswoman, broadcaster, programmer, software developer, and designer of hand-carved and painted eggs. We are happy to welcome Mitzi Perdue back to Salisbury University — from which she received an honorary Doctor of Public Service in 2008 — to keynote this year’s Women’s History Month celebration, “Women in Power.” Her talk is 7 p.m. Wednesday, March 6, in Perdue Hall’s Bennett Family Auditorium. Shaped by her parents’ values and work ethic, including her father’s efforts to promote racial equality and his strong belief in fair treatment, the Harvard University graduate has dedicated her life to civic causes. An entrepreneur who bought and managed rice farms and vineyards in northern California, she is a past president of the 35,000-member American Agri-Women organization and was a U.S. delegate to the United Nations Conference on Women in Nairobi. Locally, she established a 10-year initiative to encourage healthier lifestyles on the Delmarva Peninsula. A prolific writer, she has penned more than 1,100 newspaper and magazine articles, and produced and hosted more than 400 episodes of the half-hour interview show, Mitzi’s Country Magazine, on KXTV in Sacramento, CA. In addition, she hosted and produced more than 300 editions of the syndicated program Mitzi’s Country Comments and hosted a weekly national radio series, Tips from the Farmer to You. Her books include the autobiography I Didn’t Bargain for This!, The I Want to EggScape Book, A Quick Guide to Successful Media Appearances, six cookbooks and a biography of her husband, the late Frank Perdue. She also was an environmental and philanthropy columnist for 22 years, syndicated to more than 400 newspapers nationwide by Capitol News and Scripps Howard. Perdue’s address is just one event in this year’s Women’s History Month series. Drs. Elsie Walker and Judith Pike of SU’s English Department inaugurate the celebration Monday, March 4, with a screening and discussion of the film Bright Star at 7 p.m. in Teacher Education and Technology Center

Room 153. Based on a true story, the Academy Award-nominated 2009 movie recounts the relationship between 19th-century poet John Keats and his fiancée, Fanny Brawne. Poet Francine Sterle continues the celebration with a reading of her work as part of SU’s Writers-on-the-Shore series 7 p.m. Tuesday, March 12, in the Montgomery Room of the Commons. Sterle is the author of Nude in Winter, The White Bridge and the Tupelo Press Editor’s Prize-winning Every Bird Is One Bird. Her poems have appeared in a number of literary journals, including The North American Review, Nimrod, The Beloit Poetry Journal and Atlanta Review. They also have been anthologized in 33 Minnesota Poets and The Cancer Poetry Project. Long-time Delmarva television newscaster Kelley Rouse stars as fiercely independent artist Georgia O’Keeffe in the production O’Keeffe — Sunset of an Artist 7 p.m. Thursday, March 14, in the Black Box Theatre of Fulton Hall. Directed by Nancy Mitchell of SU’s English Department, the two-act play, by Martha Furey, depicts the first woman in the American Modern Art Movement in her twilight years as she reminisces about her passion for art and life. Misty Copeland, the first AfricanAmerican female soloist in more than 20 years at New York’s American Ballet Theatre, discusses her distinguished career 2 p.m. Monday, March 25, in the Bennett Family Auditorium. The series culminates with the discussion “Trailblazers: Changing ‘Women’s Work’” 7 p.m. Tuesday, March 26, in the Bennett Family Auditorium. We are excited to have panelists from diverse backgrounds share their experiences about their journeys to success and respect in typically male-dominant fields. They include NASA engineers Lissette Mercado Martínez and Jaya Bajpayee, Salisbury Police Chief Barbara Duncan, and former Coalition of Labor Union Women President Kathy Black. We invite those who cannot attend the event in person to participate in the Twitter conversation using the hashtag #sutrailblazers. Sponsored by the Women’s History Month Committee, admission to all activities is free and the public is invited. For more information call 410-543-6030 or visit the SU Web site at We hope to see you in March!

Business Journal • February 2013


Publishing group purchases guide

Beach To Bay Publishing, Inc. has purchased the Chesapeake East Calendar Guide. The guide will be rebranded to Beach To Bay Times, and will return in March as a free publication with distribution in over 100 specialty boutiques, retail shops, galleries, restaurants and pharmacies within Dorchester, Wicomico, Worcester, Somerset and Sussex counties. Beach to Bay Publishing is led by Molly (Ignasias) Hilligoss who serves as editor-in-chief. Hilligoss, a native of the Eastern Shore, resides in Worcester County with her husband and two children.

150 American Dream libraries nationwide, and one of only 11 that received funding in 2012 and 2013. Funds will be used to create a language learning computer lab which will provide access to online language programs, citizenship education programs, basic skills programs and more. Community groups and individuals from throughout the county are invited to provide input on how to maximize benefits from the lab and how to effectively reach out to people who need the service. Contact the Outreach Department at 410-7493612, ext. 140 with input.

about business, economics and the free enterprise system. Junior Achievement programs could not have the profound impact they have on young people without the support of volunteers from the business community. To sign up yourself and/or your business to become JA volunteer(s) in the Eastern Shore area, call your local JA office at 410-742-8112. For details, visit

& casualty broker since 1993 and a member of the RPS executive team since 1995. He participated in an executive training curriculum at Harvard Business School in 2001 and originally joined RPS ISG International as the marketing manager. He resides in Salisbury with his wife and three children.

FEBRUARY 2013 DIRECTORY Miller celebrates anniversary PG 2

Library receives grant

The American Library Association and Dollar General Foundation have chosen the Wicomico Public Library to participate in the 2013 American Dream Starts @ Your Library national grant program. The library will receive $15,000 to support outreach to county residents who are learning English and becoming citizens. The library is one of


Robinson speaks at conference

Steve Robinson, area president of RPS ISG International, spoke recently at the Southern California Chapter of PARMA (Public Agency Risk Managers Association). Robinson discussed cyber liability coverages and “How to Protect Your Public Entity against Privacy/ Data Breaches” to insurance agents and risk managers who provide insurance management to counties, cities, and other local government entities in Southern California. Robinson received his bachelor of arts from the University of South Carolina and has been a licensed property

7.5 DEEP

JA recognizes volunteers

Junior Achievement (JA) of the Eastern Shore recognizes Twilley Rommel and Stephens for outstanding volunteer participation. Thanks to the employees at Twilley Rommel and Stephens, JA of the Eastern Shore recruited volunteers to teach all of the kindergarten classes at Fruitland Primary. JA volunteers act as mentors and leaders for area young people. Volunteers serve to teach young people


Tilghman Oil is proud to announce that Tom Miller is celebrating 20 years of service. Miller started as a truck driver and then moved to the head of the agricultural division in charge of increasing TilghMiller man Oil’s presence in the farming community. He is now the operations manager in charge of scheduling and routing deliveries and service calls. To reach Miller, call 410-742-7232.

Business Journal Directory





ADVERTISING Morning Star Publications, Inc. Greg English 302-629-9788 302-629-9243 951 Norman Eskridge Hwy., Seaford, DE 19973 _________________________________________________________________________________________________________________________________________________________________________ ARCHITECTS & ENGINEERS Andrew W. Booth & Associates, Inc. Matthew Smith 410-742-7299 410-742-0273 1942 Northwood Dr., Salisbury, MD 21801 Debbie Bailey _________________________________________________________________________________________________________________________________________________________________________ Davis, Bowen & Friedel Michael Wigley 410-543-9091 410-543-4172 One Plaza East, Suite 200, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ George, Miles & Buhr, LLC Michelle Everngam 410-742-3115 410-548-5790 206 W. Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ AUTOMOTIVE Pohanka Automotive Group Chris Hagel 410-749-2301 410-742-5168 2012 North Salisbury Blvd., Salisbury, MD 21801 ext: 8030 ________________ ________________________________________________________________________________________________________________________________________________________ Sherwood of Salisbury Matt Romanowski 410-548-4600 410-548-4662 1911 N. Salisbury Blvd., Salisbury, MD 21804 _________________________________________________________________________________________________________________________________________________________________________ CONSTRUCTION Malone Homes Jason Malone 443-260-4775 443-260-1769 PO Box 1109, Allen, MD _________________________________________________________________________________________________________________________________________________________________________ Ruark Builders Barbie Hannemann, VP 410-749-0193 410-860-4875 4920 Snow Hill Rd., Salisbury, MD 21804 410-677-3835 _________________________________________________________________________________________________________________________________________________________________________ FINANCIAL The Bank of Delmarva Debbie Abbott 410-548-1100 410-742-9588 2245 Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ HEATING AND AIR Mid-Atlantic Heating and Air Debbie Bradley 410-546-5404 410-546-5418 2312 Allen Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ INDUSTRIAL COMMERCIAL PAINTING ProCoat, PO Box 2154

26538 Siloam Rd., Salisbury, MD 21802

David Ennis



Business Journal • February 2013



RIBBON CUTTING - A ribbon cutting was held at Dove Pointe recently to help celebrate the grand opening of the Transitional Services Building. State and local officials were on hand, as well as chamber members, Dove Pointe clients and their families, while Executive Director Donald Hackett gave a tour of the facility that helps clients learn job skills to better integrate them into the workforce. For more information about Dove Pointe and their programs, visit



Business Journal Directory






Allstate Insurance Fred Pastore 410-860-0866 410-860-0869 111 Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________ Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 308 E. Main St., Salisbury, MD 21801 Joe Gast ________________________________________________________________________________________________________________________________________________________________________ Gamee Elliott, State Farm Insurance Gamee Elliott 410-749-4725 410-749-4175 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ Gary K. Marshall Agency David Galeone 410-651-1111 PO Box 250, 12610 Somerset Ave.

Princess Anne, MD 21853 ________________________________________________________________________________________________________________________________________________________________________ Landmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 charlie@ 30386 Mt. Vernon Rd., Princess Anne, MD 21853 888-651-2111 ________________________________________________________________________________________________________________________________________________________________________ RPS ISG International Brad Sutliffe 410-901-0736 410-910-0836 204 Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________ PORTABLE STORAGE

Cubes To Go Betsy Bradford 410-742-2100 410-7423875 102 Broadway St., Fruitland, MD 21826 ________________________________________________________________________________________________________________________________________________________________________ REAL ESTATE Remax Crossroads, PO Box 307 Susan Mergargee 443-736-3373 443-736-3379 SalisburyMarylandHomes 103 E. Main St., Fruitland, MD 21826 Broker, Owner ________________________________________________________________________________________________________________________________________________________________________ SALON Bella Blue Salon LLC Keesha Holder-White 410-334-3533 1504 Pemberton Dr., Ste. H, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ TIRE & AUTO CENTER Burnett White Dawn Tilghman 410-742-2222 410-543-4182 412 East Main St., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________

To Advertise in the Salisbury Business Journal Advertising Directory Call Greg English at 302-629-9788 or email

Business Journal • February 2013


chamber director honored - At December’s General Membership Luncheon, that featured our state government’s Lower Shore Delegation, past Executive Director, Brad Bellacicco, was recognized by both state and local government agencies and representatives from the Chamber’s board of directors for his dedication, service, and leadership in our community, for almost fifteen years, as the head of the Chamber of Commerce.

Putting the power of tax deferral to work for you As an investor, you may sometimes feel frustrated. After all, your portfolio seems to be at the mercy of the financial markets, whose volatility is beyond anyone’s When you contribute to control. Yet you can control the quality of the investments a tax-deferred account, you own and the diversificayour money has the potion of those investments to improve your chances of attaining your long-term finan- tential to grow faster... cial goals. One way in which to do so is to put as much as you can afford, year after you put that same $200 per month into year, into tax-deferred investments. a tax-deferred investment that earned When you contribute to a taxthe same hypothetical 7 percent a year, deferred account, your money has the you’d accumulate about $515,000 — or potential to grow faster than it would if nearly $200,000 more than you’d have you placed it in a fully taxable investwith the taxable investment.* ment — that is, an investment on which Of course, you will eventually have you paid taxes every year. Over time, to pay taxes on the tax-deferred investthis accelerated growth can add up to ment, but by the time you’re retired, a big difference in your accumulated you might be in a lower tax bracket. savings. For example, if you put $200 Furthermore, depending on how much each month into a taxable investment you choose to withdraw each year from that earned a hypothetical 7 percent a your tax-deferred account, you can have year, you’d end up with about $325,000 some control over the amount of taxes after 40 years, assuming you were in you’ll pay. the 25 percent federal tax bracket. If Clearly, tax deferral can be a smart


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choice, but what sort of tax-deferred vehicles are available? One of your most attractive choices will be your employer-sponsored retirement plan, such as a 401(k). Your earnings have the potential to grow on a taxdeferred basis, and since you typically fund your plan with pre-tax dollars, the more you put in, the lower your annual taxable income. If you’re lucky, your employer will even match some of your contributions. Consequently, it’s almost always a good idea to put in as much as you can afford into your 401(k), up to the contribution limits, and to boost your contributions every time your salary increases. In 2012, you can contribute up to $17,000 to your 401(k), plus an additional $5,500 if you’re 50 or older. Even if you participate in a 401(k) plan, you can probably also contribute to a traditional IRA. Your earnings have the potential to grow tax-deferred and your contributions may be tax deductible, depending on your income level. In 2012, you can put in up to $5,000 to a traditional IRA, or $6,000 if you’re 50 or older. (If you meet certain income guidelines, you might be eligible to

contribute to a Roth IRA, which offers tax-free earnings, provided you don’t start taking withdrawals until you’re 59-1/2 and you’ve had your account at least five years.) Finally, if you’ve “maxed out” on both your 401(k) and your IRA, you may want to consider a fixed annuity. Your earnings grow tax-deferred, contribution limits are high, and you can structure your annuity to provide you with an income stream you can’t outlive. The more years in which you invest in tax-deferred vehicles, the better. So start putting the power of tax deferral to work soon. *This hypothetical example is for illustrative purposes only and does not represent a specific investment or investment strategy.

This article was written by Edward Jones for use by your local Edward Jones financial advisor.            

Dennis W. Hopson is a financial advisor for Edward Jones Investments. You can reach him at 410-742-3264.

. With an Edward Jones Roth IRA, any earnings are tax-free, and distributions can be taken free of penalties or taxes.* You may even benefit from converting a traditional IRA to a Roth IRA.

At Edward Jones, we spend time getting to know your goals, so we can help you reach them. To learn more about why an Edward Jones Roth IRA may make sense for you, call or visit today.

Dennis W Hopson, CFP®, AAMS® Financial Advisor 1411 Wesley Drive Salisbury, MD 21801 410-742-3264

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*Earnings distributions from a Roth IRA may be subject to taxes and a 10% penalty if the account is less than five years old and the owner is under age 59½. Edward Jones, its employees and financial advisors cannot provide tax or legal advice. Please consult your attorney or qualified tax advisor regarding your situation.

Regional Business Journal  
Regional Business Journal  

February edition of the Salisbury Area Chamber of Commerce newsletter.