Page 1




Business Journal PO Box 510 Salisbury, MD 21803-0510

The Regional Chamber Newsletter

Vol. 12 No. 9

Dedicated to the Principles of Free Enterprise

April 2009

27th Annual Salisbury Festival set for April 24-26 Restaurants

In this sagging economy, local restaurants are finding ways to boost sales. Page 30


Though businesses are facing economic challenges, Chamber President Scott Robertson wants you to know your Chamber membership has never been more valuable.

Page 3


Navigating the commercial real estate market during challenging economc times.

Page 14


James Gillespie, executive director of the Wicomico Arts Council receives the first “Sue Hess Maryland Arts Advocate of the Year” award.

Page 21

The 27th Annual Salisbury Festival will feature activities for all ages to enjoy.

In partnership with Comcast and the City of Salisbury, the Salisbury Area Chamber of Commerce will hold the 27th Annual Salisbury Festival April 24-26, in Downtown Salisbury and Riverwalk Park. Expected to draw over 25,000 visitors, it is the largest and most popular event the city has to offer! With Comcast’s sponsorship again this year, The Chamber is able to provide non-profits and businesses tremendous exposure within the community. For many non-profit groups, this is their largest fundraiser of the year.

Toyota and Pohanka of Salisbury have signed on as major festival contributors again this year, allowing us to expand events and activities. Their tremendous ongoing support allows us to further expand events and activities. Toyota and Pohanka of Salisbury’s contribution will help the Chamber carry on the tradition of celebrating spring time and our community. On Wednesday, April 22, the Salisbury Lions Club and the Salisbury Area Chamber of Commerce will sponsor the 10th Annual Salisbury Festival Kick-Off

Salisbury Area Chamber of Commerce Patrons

Golf Tournament at Green Hill Yacht and Country Club. Registration for the tournament includes cart, driving range, green fees, lunch, beverages, BBQ and more for $500 for a foursome or $125 for an individual player. Join us for a day of fun outdoors with raffles, a silent auction featuring sports memorabilia, giveaways and special challenges. The Riverwalk Friday Night Block Party sponsored by Pepsi takes place from 4 to 11 p.m. on Friday, April 24 and features food, drinks, rides, games Continued to page 16


Business Journal

• April 2009

BAY NATIONAL BANK find the great thing in this world is not so much where we stand, as in what direction we are moving – we must sail sometimes with the wind and sometimes against it – but we must sail, and not drift, nor lie at anchor.” Oliver Wendell Holmes, Jr.



“In 2008 I searched for a bank to finance an acquisition. I wanted “large bank” capabilities with “local bank” service. I found this middle ground with Bay National Bank. My loan structure and pricing was competitive with the larger banks; yet, I was treated like a local customer. When I requested a lastminute change to my loan structure, Bay National was very nimble and quick to respond. The post-closing transition has been smooth, customer service has been fantastic, and the staff is always friendly and responsive. I highly recommend Bay National Bank!”

“Bay National Bank offers a sophisticated service with a down-home attitude that exemplifies a home town bank. We have been in the process of moving most of our accounts from our current banks to Bay National because we no longer feel like we are an important part of the big banks’ long- term plans. At the end of the day, personal service will always win.”

Mike Rabasca, Owner

AWB E NGINEERS “Bay National Bank is a first-class business that treats their clients as valued customers! We were skeptical to change banks at first but little did we know how easy banking would be with Bay National… with accurate bank statements, no hidden charges, and a professional, friendly staff. Bay National answers their phone with a real person and is action-oriented to respond to our needs quickly, if not, immediately. We recently started inhouse check scanning of our deposits and we never have to leave the office – we save time, gas and ultimately, money! Bay National Bank treats you like family — when you need them, they are there to help!”

Matt Drew, Executive Vice President

F ULLER H ALL & A SSOCIATES , I NC . “Bay National Bank has consistently proven their commitment to providing quality products and superior service. This is evident by the dedication of Bay National staff to cultivate the relationship and be very attentive to all of our banking needs. We are extremely pleased with our association with Bay National Bank and highly recommend them.”

Mike Marshall, President & CEO

L AW F IRM OF G EORGE G. S TROTT , J R . P.A. “This firm has had a long-standing banking relationship with Bay National Bank. If we have any questions, we can pick up the telephone and talk with a local person with whom we have developed a relationship. We know that we will not be confronted with trying to navigate a voicemail system that devours our patience and time. We highly recommend Bay National Bank for your banking needs.”

Constance H. Strott

T WILLEY , R OMMEL & S TEPHENS , PA “Bay National Bank has been able to provide the specialized escrow accounts needed by my business with the technology to make my business profitable. The Bank was able to streamline the whole escrow account process, so that my clients’ 1031 exchange funds are safe and secure and earning money market rates. My clients have gladly recommended Bay National Bank to their business associates because of the service and personal relationships that they receive by using the Bank.”

Robert L. Stephens, CPA, MS, Partner

Steve Fuller, President

Hugh W. Mohler, Chairman & CEO Gregory J. Olinde, Senior Vice President & Regional Manager, Commercial Banking Robert W. Freeman, Senior Vice President, Residential Mortgage Lending Audrey E. Orr, Vice President, Private Banking 109 Poplar Hill Avenue Salisbury, MD 21801






Business Journal

Chamber news

Lower Shore Chambers of Commerce

PR & Marketing Committee

If your business is interested in receiving help with public relations or marketing, consider attending the Chamber’s next PR & Marketing Committee. Your organization can get a 15 to 20-minute brainstorming session to come up with new ideas to better market yourself. The committee meets for lunch on the fourth Thursday of every month at the Chamber. Call Cindy Feist at 410749-0144 or email sacc@salisburyarea. com to schedule your free marketing triage today.

Berlin Chamber events

Thursday, April 9 - Royal Plus ribbon cutting – noon – Route 50 and Jerry Mack Road Saturday, April 11 - Spring Celebration – pig races Thursday, April 16 – Business after Hours – 5:30–7:30 p.m. - location TBA Tuesday, April 21 - General Chamber Meeting – Masonic Lodge, Main Street, Berlin – Call the Chamber office at 410-641-4775 to make your reservations and menu selection. Cost is $12. For more information, call the Berlin Chamber of Commerce at 410641-4775 or visit

• April 2009

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

Phone 410-641-4775 410-968-2500 302-846-3336 410-341-4803 410-213-0144 410-641-5306 410-957-1919 410-651-2961 410-749-0144 410-632-0809

Key contact Bill Outten Valerie Howard John Johnson Jean Hungiville Melanie Pursel Carol Ludwig Jill Marsh Dennis Williams Brad Bellacicco Barry Laws

Dues* $100 $100 $60 $50 $150 $130 $150 $50 $200 $70

Fax 410-641-3118 410-968-0524

410-213-7521 410-641-6176 410-957-4784 410-651-2118 410-860-9925 410-632-3158

* Basic annual membership cost.

New SACC Members Providing communication services at reduced rates, including local business lines, voicemail, long distance, FiberTREX, ISDN PRI, DSL, VPN and Voice Over IP. Offering free analysis of your business communications.

Cavalier Business

Rep: Greg Allen 36878 Herring Court Selbyville, DE 19975 267-997-3010 866-758-8189

Construction sites Demoliton Tear-Downs Clean-ups Permanent Locations


Members 200 165 88 65 780 300 132 105 850 70


(plus tonnage)

DCL Office Furniture Solutions Rep: David & Cosie Metrinko 114 E Goldfinch Lane Centreville, MD 21617 410-758-4387 410-758-6634

Residential Commercial Industrial Remodels Empty that garage

to haul away your debris

Call 410-749-4072 Since 1935

Business Journal Offering products and services from initial design of office space through final occupancy. Includes office furniture for both commercial and home offices, space planning, interior design, wall and floor coverings, window treatments, demolition, office construction, moving and relocation services.

George Williams Stephens, Jr. & Associates

Rep: Douglas P. Williams 104 E. Pine St. Georgetown, DE 19947 302-856-4990 302-856-4995 Offering outstanding reputation for superior service in the areas of land planning, transportation engineering, surveying and civil engineering. Now excited to announce the addition of 3D Laser Scanning to its surveying ‘tool kit.’ 3D Laser Scanning enables GWS to locate all viewable features at previously unattainable levels of detail and at unheard of speeds.

Git R Done Cleaning Services

Rep: Lisa Warford 8337 Newark Rd. Newark, MD 21841 410-632-1252 410-632-1373

• April 2009


A full scale interior and exterior property cleaning service. Offering all types of cleaning from total clean outs, weekly, mini-week, bi-monthly or seasonal cleaning. Currently servicing hospital and clinical settings as well as residential and commercial clients. No job too big or too small. Referred by: Ronnie Ennis of Peninsula Regional Medical Center

Hands Down Vending

Rep: Stephen Hands 30233 Mallard Dr. Delmar, MD 21875 410-341-3324 A food vendor for your special events providing high quality food and service for a reasonable price.

Mt. Hermon Discount Pharmacy Rep: Waheed Aziz 337 Civic Ave. Suite 20 Salisbury, MD 21804 410-749-5900 410-749-5901 Providing comprehensive pharmaceutical care to the local area.

Robertson Law Office

Rep: J. Scott Robertson P.O. Box 710 Salisbury, MD 21803-0710 410-749-9111

RIBBON CUTTING – Mt. Hermon Discount Pharmacy, located in the Twilley Centre in Salisbury, recently opened their doors for family, friends and Chamber members for a ribbon cutting ceremony. Owner Waheed Aziz and his family are pleased to offer that special care and service that you get from a member of your community. You’ll receive the same quality care whether you’re visiting their website or a Health Mart pharmacy in your neighborhood. For more information, call 410-749-5900 or visit

410-749-1119 Mr. Robertson’s law practice is focused on personal injury claims and litigation arising out of motor vehicle accidents. Mr. Robertson is a former insurance company attorney and has practiced law in Salisbury since 1993. He is the incoming president of the Salisbury Area Chamber of Commerce and has chaired many civic and governmental organizations and committees.

Sterling Silver & Semi-precious Gemstone Jewelry Design

Rep: Pamela Hart 1209 Woodland Rd. Salisbury, MD 21801 410-546-5867 In home sales of .925 Sterling Silver jewelry with fine gem stones Referred by: Jeff Hart of ERA Martin & Associates.


Business Journal

Benefit Spotlight

Allison Cherry of Avery Hall Insurance Group

As we continue to bring you information regarding the benefits of membership, we thank those that participated in the first Membership Benefit Fair!

We had over 20 tables reserved by your fellow members. They were on site to educate you on the benefits/discounts they offer to you and your employees and to help you get more out of your Chamber investment.

Many of the discounts fall under “Retail.” These include but are not limited to Sherwin Williams, Staples Business Advantage, Kuhn’s Jewelers, Sharp Water, First Call Office Products, *That Furniture Store, Interior Motives Gallery and DCL Office Furniture. Each of these companies is offering you a discount for doing business with them. A complete list of discounts is listed on our website and updated as new ones arrive.

Doing business with other Chamber members will in turn strengthen your business. If you missed the opportunity to attend this year’s Membership Benefit Fair, stay tuned, because it will be offered again. If you have questions or would like to be a part of the Member to Member Benefit program, contact Cathie or Tiffanie at 410-7490144 or email at membership@

• April 2009

Membership Benefits Fair

Nina DiCarlo of Pohanka and Emily Rantz of Morning Star Publications

Business Journal

• April 2009


Sally accelerated the collection of her receivables. Thanks to her new CFO.


Introducing CFO: Cash Flow Options from PNC. Designed to effectively improve cash flow from the first dollar forward.


Cash flow isn’t the most important thing to a small business. It’s everything. That’s why we’re introducing CFO: Cash Flow Options. CFO helps you effectively manage and improve your cash flow. With options to accelerate the collection of your receivables like remote deposit,1 and payment-processing services that give you next-day funding on credit card payment transactions2. Take a meeting with your new CFO to discover other everyday ways you can effectively improve your cash flow.

Stop by any branch. Visit Or call 1-877-BUS-BNKG.

1 Funds may not be available for immediate credit and withdrawal. Subject to credit approval. Remote deposit users should refer to the remote deposit service agreement and the applicable Funds Availability Policy for your PNC Bank Business Checking account to determine when your funds will be credited and made available. 2 Merchant Services provided by PNC Merchant Services Company and are subject to credit approval. Next-day funding on Visa, MasterCard and Discover Network payment processing transactions when deposited to your PNC Bank Business Checking account. Bank deposit products are provided by PNC Bank, National Association and PNC Bank, Delaware, which are Members FDIC. ©2009 The PNC Financial Services Group, Inc. All rights reserved.


Business Journal

• April 2009

Seek and Find

A NEW BREW - Southern Boys Concepts, operators of Sobo’s Wine Bistro, Red Roost and Boonie’s, are completing work on their newest endeavor, Evolution Craft Brewing Company, a microbrewery in Delmar, Del. The pictured vats are being prepared for their first batch of specialty beers due in early April.

While this is not a committee that gets a lot of publicity or notice, it is an extremely important committee for our Chamber. The committee, which is comprised of members of the Executive Board, past presidents and interested individuals, is responsible for reviewing the current status of the Chamber’s financial health as well as

Every month, the Salisbury Area Chamber of Commerce places three questions that pertain to information found in the previous month’s Business Journal or a special event that happened at a Business After or Before Hours, a Chamber event, or even information regarding your Chamber staff. We invite you to e-mail your answers to If all three of your answers are correct your name will be placed in a drawing for a Free Ad in the Business Journal. The drawing prizes are subject to change each month. You are encouraged to ask your fellow Chamber Members for assistance in answering the questions. Good luck! 1. Which Chamber Member hosted a Business After Hours featuring Lazer Tag as entertainment for those in attendance? 2. Which event held in January brought experts from around the Eastern Shore to analyze the current challenges facing our region, the nation and the global economy? 3. Which Past President of the Salisbury Area Chamber of Commerce has recently been selected to receive the 2009 Distinguished Citizen Award presented by the Tri-County District of the Del-Mar-Va Council, Boy Scouts of America (BSA)? MARCH ANSWERS - Salisbury Fire Department, Young Professionals, Mail Movers

Committee Spotlight Budget & Finance planning for our future.

In these economic times, this committee’s work is especially important as they monitor revenue and expenses. The Budget & Finance Committee is also tasked with contracting for annual reviews and audits as required by our bylaws and managing our in-

vestments. In general, they address all things financially necessary to keep the organization running smoothly. They are a large part of the reason we received a four star rating during the U.S. Chamber of Commerce Reaccreditation process. Budget and Finance meets bi-

monthly on the third Tuesday at noon in the Chamber Business Center. They also meet as needed if an issue should arise. If you are interested in serving on this or any other committee, call Cathie at 410-749-0044 or email


Business Journal

• April 2009

CANDIDATES FIELD QUESTIONS - On Thursday, March 19, the Salisbury Area Chamber of Commerce asked Salisbury mayoral candidates to field questions provided by the Chamber Legislative Committee during the General Membership Luncheon. President Elect of the Salisbury Chamber, Scott Robertson, Robertson Law Office, (standing) was the moderator while the candidates, Jim Ireton and Gary Comegys (seated) answered questions. Michael Kleger (center), president of the Salisbury Chamber, was one of over 100 members who attended the event.

Salisbury Area Chamber of Commerce renewals

1st Mariner Mortgage Ace & Father’s Lock & Safe Co. Angel’s Network 24/7, Inc. Apple Discount Drugs Arnsparger Insurance Agency Beyette Tax Service BNI (Business Networking International) Classic Custom Framing and Gallery, Inc. James M. Crouse, D.D.S., P.A. Deaf Independent Living Association Delmarva Archive Delmarva Counseling Center Delmarva Sporting Clays/Fur, Fins & Feathers DeVere Insulation Co. Downes Associates Inc. Go Delmarva, LLC David Goslee, D.O.T. Training & Services J.S. Commercial

Legendary Landscape, Inc. Livingston Wealth Management, LLC Marathon Service Company LLC Thomas P. Monahan,LLC - Delmarva Peninsula B.U. Murphy Appraisals LLC Ron Nelson Ocean 98.1 WOCM Irie Radio Phippin’s Cabinetry & Custom Homes Robinson’s Clock Scarborough Fair LLC Jack Thomas Insurance, Inc. Village Profile Waste Management Dale E. Watson, Attorney-at-Law Wee Watch Child Care Center Weichert, Realtors on the Eastern Shore

Is Your Advertising Strategy Missing Its Target? We maximize the efficiency of your marketing investment with the popularity, power and prestige of cable television. And that’s just the beginning: ON AIR: Superior geographic and demographic targeting with 40+ national cable networks (CNN, ESPN, Fox News, USA and more) ON MyRTN9/WRDE: Exclusive market representation ONLINE:, and ON DEMAND: Extend your marketing message 24/7 through Searchlight Channel 888 - it’s like having your own TV network ON SITE: Presence in front of thousands of consumers For a free consultation to add power and precision to your advertising and marketing strategy On Air, Online, ON DEMAND and On Site, contact Comcast Spotlight today.


Heating & Air


2312 Allen Drive Salisbury, MD 21801

Advertising that Works

410-546-5404 We Service All Brands Of Equipment Service Contracts • We Recommend CARRIER Voted ‘Best of the Eastern Shore’ for 2006 HVAC#6358

(Quality & Service Since 1979)


Salisbury (410) 341-8950 Fenwick Island/Ocean City (302) 541-5800

Business Journal

• April 2009


Calendar of Events

Wednesday, April 1 – Self-Management Class, Chamber Business Center, Time Management Seminar presented by Veronica Correa, LCW-C; $40 per person for Chamber members and $50 for non-members. Call the Chamber for more information. Space is limited.

Wednesday, April 1 – Young Professionals Committee, Chamber Business Center, 5:30 p.m. Thursday, April 2 - Beautification Committee, Chamber Business Center, noon. Monday, April 6 - Networking on the River, Class in networking and reception at Brew River Tiki Bar. 5-7 p.m. Tuesday, April 7 – Ambassador Committee, TBA, 8 a.m. Wednesday, April 8 – Membership Committee, Bob Evans Restaurant, 8 a.m. Wednesday, April 8 – Salisbury Festival Committee Meeting, Salisbury Area Chamber of Commerce, 4 p.m. Wednesday, April 8 – State Legislative Committee, Chamber Business Center, noon. Wednesday, April 8 – Business After Hours, Marley Manor, 5-7 p.m. Thursday, April 9 – Local Legislative Committee, Wor-Wic Community College, 7:30 a.m. Friday, April 10 – Executive Committee, Bob Evan’s Restaurant, 7:30 a.m. Monday, April 13 – Workforce Development, MaTech, noon Wednesday, April 15 – Business Affairs Committee, Chamber Business Center, 8 a.m. Wednesday, April 15 – Salisbury Festival Committee meeting, Salisbury Area Chamber of Commerce, 4 p.m.

Thursday, April 16 – Annual Banquet & Installation of Officers & Directors, The Fountains Wedding & Conference Center. Guest Speaker, Jim Perdue, Perdue Farms. Cocktails sponsored by PNC Bank; hors d’oeuvres at 6 p.m., dinner at 7 p.m., cost $60 per person. R.S.V.P. by April 8 with your entrée selection. Friday, April 17 – Recycling Committee, Chamber Business Center, 8 a.m. Tuesday, April 21 – Agri-Business Committee, Chamber Business Center, 7:30 a.m. Tuesday, April 21 – Business After Hours, Courtyard by Marriott, 5-7 p.m. Wednesday, April 22 – Salisbury Festival Kick-Off Golf Tournament, Green Hill Yacht & Country Club, noon. Registration includes cart, driving range, green fees, lunch beverages, BBQ and more. Raffles, giveaways, silent auction and special challenges! Sponsorships available. $500 for foursome, individual spots also available. Call the Chamber for more information. Thursday, April 23 – PR & Marketing, Chamber Business Center, noon. Friday, April 24 through Sunday, April 27 - Annual Salisbury Festival, Riverwalk Park & Downtown. Visit the Chamber’s Home page and click on Salisbury Festival for more information. Fun for the whole family! Saturday, April 25 – Salisbury Festival Wee Race, Wicomico County Stadium, 10:30 a.m. Short distance races for children sponsored by Vernon Powell Shoes and CareFirst. Monday, April 27 – Executive Committee, Chamber Business Center, noon. Wednesday, April 29 – Business BEFORE Hours, Common Grounds, 7:30-9 a.m. Wednesday, April 29 – Board of

GROUND BREAKING - The Salisbury Area Chamber of Commerce in conjunction with the Fruitland Chamber of Commerce recently held a groundbreaking ceremony for Sonic on South Salisbury Boulevard in Fruitland. Those in attendance were: (front row) Paul Badey, Sonic manager; Holly Hearne, McCrone, Inc.; James Burns, operating partner, Sonic; Jeff Apuan, director of operations, Sonic; Brooks Anderson and George Jones, Sonic franchise owners; John McDonnell, city manager, Fruitland; Richard Tull, Fruitland City Council; Louise Smith, Salisbury City Council president; and David MacLeod, Wicomico County Council. Sonic will open in late spring.

Focus on Health With Senior Games, Relay at SU By Dr. Carol Wood, Eastern Shore Senior Games coordinator, and Lauren Friedman, SU Relay For Life chair Spring means many things: warmer days, blooming flowers, the return of robins and other birds to the region, and yes, the start of the countdown to beach season. At Salisbury University, however, springtime thoughts often turn to health, thanks to two major events. From badminton to bowling to a 5K run/walk, the Eastern Shore Senior Games celebrates its 10th anniversary this year with competitive activities for young-at-heart athletes around campus and in the community. Scheduled April 23-25, the games are open to men and women age 50 and over in Maryland, Delaware and the Eastern Shore of Virginia. New this year is a fitness challenge, during which medals will be awarded for participants based on cardiorespiratory endurance, muscular strength and endurance, flexibility, and body composition. Prior to the games, for the first time, SU athletic training students also offer a personal training service through Thursday, April 23. To sign up or for more information call Brent Fedorko at 410-677-0075. Also new is the addition of a keynote speaker, Dr. Scott Mazzetti of SU’s Health, Physical Education and Human Performance Department, who helps celebrate the 10th anniversary with the opening ceremony address “Fitness and Sport Performance Across a Lifetime” 1 p.m. Friday, April 24, in Maggs Physical Activities Center. Other events are aquatics, badminton, bowling, cycling, chest press, a 5K run/walk, floor and foul basketball shooting, golf, table tennis, tennis, and track and field. Participants also may play team volleyball. Athletes compete for gold, silver and bronze medals in age brackets based on fiveyear increments, beginning with ages 50-54. In recent years, more than 400 have competed in the games. Registration for unlimited events is $60. Additional fees apply for bowling at Cherokee Lanes, golf at Deer Run and volleyball. Event registration ends Monday, April 13. To register or for more information visit the Senior Games Web site at or contact Dr. Carol Wood, associate dean of the Seidel School of Education and Professional Studies, at 410-548-3256 or The weekend after the Senior Games, from 6 p.m. Friday, May 1, to 6 a.m. Saturday, May 2, hundreds of

SU students, faculty and staff take to the intramural fields on Wayne Street for another community celebration— SU’s annual Relay For Life. According to the American Cancer Society, more than 1.4 million Americans are currently diagnosed with cancer—over 26,000 in Maryland alone. Cancer rates are particularly high on the Easter Shore. More and more are surviving each year, however, thanks to research funded in part by hundreds of Relays For Life throughout the United States. This was the impetus of Salisbury University’s first Relay in 2002. That year, a handful of students raised some $23,000 for cancer research. Seven years later, the event has become a campus phenomenon, with more than 800 participants raising some $100,000 annually. The rules state that each team— some 90 are expected in all—must have at least one member walking the Relay track at all times. Sound difficult? Not for those whose families and friends have been touched by cancer: one night of sleeplessness to raise thousands of dollars to help those whose challenges continue far beyond the span of 12 hours. In the past seven years, SU’s Relay has raised some $550,000, placing it among the top per-capita collegiate Relays in the nation. Salisbury’s success has caught the attention of other campuses. Colleges Against Cancer (CAC), a nationwide group of more than 400 colleges and universities, including SU, dedicated to cancer advocacy, prevention and detection education, named Salisbury a “Leader of Hope,” one of only 23 in the nation, for the second consecutive year in 2008. In addition, SU’s CAC chapter won last year’s Outstanding Advocacy Award, one of only six honors given nationwide. The community is invited to attend this year’s Relay For Life ceremonies at SU. For more information call 410-543-6030 or e-mail We hope to see you there!


Business Journal

• April 2009

The financial crisis: a test of financial theory By E. Tylor Claggett, Ph.D. Recently, the US Embassy in Beijing asked Professor David Westbrook of the State University of New York (SUNY) at Buffalo Law School to come to China and We finance academics present his, outside-the-box, have given little attenviews concerning the financial crisis. tion to uncertainty and When he was here in market paralysis. Shanghai, the US Consulate invited me and a group of my students to hear his information does not exist; it’s that the presentation. As a fellow professor, I information can not be interpreted. Rereally enjoyed his lecture. So, much of gardless, this example strikes at the very the following article gets its origins from heart of the EMH. Professor Westbrook’s presentation. Third, we teach diversification and Scholars and other people with hedging can reduce many types of risks. impressive credentials are seeing the Is default risk really hedged or diversicurrent financial crisis as a significant in- fied away if all financial securities are validation of many heretofore truths that insured by one giant insurance conglomhave been taught for at least four or five erate? Nevertheless, American Internadecades. Even former chairman of the tional Group (AIG) is the world’s largest FED, Alan Greenspan, humbly admitted insurer of financial securities; especially to Congress he had put too much faith in those that are complex and/or have unthe self-correcting power of free markets derlying assets that the owners have no and had failed to anticipate the selfknowledge of. Many financial institudestructive power of wanton mortgage tions tried to hedge their risk by buying lending (New York Times, 10/24/08). insurance from AIG. So what principles seem to be suspect? They thought they were increasing First, why should anyone expect their safety by doing so. However, they corporations to self-regulate? One of had no idea about AIG’s risk profile the first things we teach new business because they had no idea about AIG’s students is that corporations have the other counterparties’ risks. We teach that advantage of “limited liability” for their the risk/expected return trade-off is the managers. Then we teach that this allows most important element in the proper corporations the advantages of being cre- pricing of assets. That is probably still ative and being able to take on otherwise true, but what difference does it make unacceptable levels of risk. If we couple if there is a long chain of counterparties this notion with a strong emphasis on and one can’t do due diligence? short-term profits, managers have every After putting $170 billion of taxpayer reason to be bold and to even try to cormoney at risk with four bailouts after rupt outside regulation. September 2008, the U.S. government For example, can General Electric now owns AIG for all intents and purFinancial or General Motors Acceptance poses. AIG is so pervasively involved in Corporation (GMAC) objectively evalubacking debt and other types of securities ate a borrower, when the borrower is (both in the U.S. and world-wide) our trying to buy a product from the parent government dares not let it fail to remit company? In order to make a sale, it is if these securities default. Otherwise, not too tempting to bypass sound lending only would the institution holding the practices and/or applicable regulations. defaulted securities become insolvent, Therefore, self-financing may be unacbut perhaps thousands of other financial ceptably dangerous. institutions would too. Second, we finance academics have That is because, without the undertaught the Efficient Market Hypothesis writing, many existing financial securi(EMH) to our students for decades. The ties would go from being investment EMH says, in a nutshell, two things: 1) grade to speculative grade (or worse). information relevant to capital and other With such downgrades, the value of markets spreads rapidly and 2) the inthese assets would be reduced signififormation is quickly reflected in prices. cantly and many firms’ liabilities would Well, maybe that isn’t true after all. be greater than their assets – hence, mass Obviously, 18 months ago, there insolvency, literally overnight. was relevant information that was not Fourth, we all understand the idea reflected in the prices for stock in such of General Motors being too big to fail. companies as Citigroup. Citigroup sold But, what if an institution or firm is too for $55.12 per share less than two years big to rescue? Is it really possible for our ago. On March 5, it closed at $1.02 per government to rescue General Motors, share. During this same period, Citigroup Citigroup or AIG? It is probably too late kept restating its balance sheet. It seems now, but after this financial crisis passes, there was relevant information in the should we not revisit some of the ideas company’s files, but it was not coming of past generations that advocated unit to the surface in the form of meaningful banking (many small banks in favor of a accounting statements. Maybe the invest- few giant banks) and a more competitive ment vehicles in Citigroup’s portfolio instead of an oligopolistic market strucare so complicated, no one, not even the ture for automobile manufacturing? most knowledgeable inside the company, Also, is it realistic to think we can can figure them out. It isn’t that the reinstill confidence in an industry by


assisting, bailing out or nationalizing selected firms? Maybe our policies to date have been treating only the symptoms and not the causes? Perhaps, in the future, Citigroup can and should be sold off in parts to other entities, with different management teams, that would value and better manage specific parts of the conglomerate’s business? Fifth, is transparency an obtainable goal? Time and time again, our history of business scandals has had elements of a lack of transparency. After Enron, Congress wrote, what was thought to be, legislation that would vastly improve transparency. Now we know SarbanesOxley has not delivered transparency to the degree that was hoped for. Still accountants are trying to figure out better ways to value derivative securities. Even if everyone involved is trying their best to tell the truth, is it possible to have transparency? I think maybe not. How does one convey all of the possible scenarios and subtleties of the real-world? Sixth, we teach risk can be priced, at least theoretically. But what is the difference between risk and uncertainty? People can cope with perceived risk by adjusting their prices. However, uncertainty causes people to do nothing - neither buy nor sell. This paralysis is costly; particularly in otherwise dynamic financial markets.

Today, we have significant amounts of uncertainty in the markets and, at least to my knowledge, we finance academics have given little attention to uncertainty and market paralysis. Finally, during and after this crisis, we in the U.S. will be forced to reexamine our thoughts about the relationship between free markets and government. We must rewrite comprehensive legislation to address technology changes, complicated financial engineering, globalization and counterparty counterparties, to name just a few of the wanting issues. For example, the Banking Act of 1933 (Glass-Steagall), which definitively separated commercial banking from investment banking from insurance businesses, served us very well for nearly 50 years before being slowly dismantled during the 1980s and early 1990s. Maybe we should take another look at this classic legislation and up-date it to accommodate modern realities while preserving its underlying principles. The Chinese word for crisis also means opportunity. So, maybe the financial crisis provides finance professors with an opportunity to reevaluate everything we have been teaching for the past 30 years. We will be out of our comfort zone for a while, but maybe that is necessary to rewrite the text books and to better serve our students and other stakeholders.


DELMARVA Salisbury-Wicomico Magazine 2009

Don’t miss your chance to be featured in the 2009 Discover Delmarva magazine and directory. Advertising discounts are offered to Salisbury Chamber of Commerce members. Contact Emily Rantz for advertising information at 410-749-0144 or email

Business Journal

• April 2009


First Job: Kala Patel, America’s Best Value Inn By Ann Wilmer

Kala Patel was 19 when she came to the U.S. from a city near Mumbai to continue her education at Rutgers University. She had intended to work toward a CPA but a friend convinced her that computer science was the way to go. She became a software engineer, certified in Novell and Microsoft applications, and worked for AT&T, Lucent Technologies, Dow Jones and Prudential before deciding that although she was good at her job and well paid, she really didn’t “love” what she was doing. It was time for a change. Her employers were constantly sending her back to class to continue her education in computer applications, acquiring more skills and more certifications. But, along the way she had married a mechanical engineer and gave birth to two children, a boy and a girl. She said, “I was spending every Saturday at the library studying instead of with my family.” And she worried increasingly about the physical risks entailed in her husband’s work. When friends bought into the hotel business in Virginia, the Patels invested with them and as a result, ended up with a lease-purchase agreement to operate the hotel on North Salisbury Boulevard where they are now the owners and Patel is the general manager. They have been here for seven years. During the three years that they operated the inn under a lease agreement with the owners, it was not a profit-making business. Just after the final papers were signed and the Patels owned the inn outright, Americans were sobered by the events of 9-11, which resulted in curtailed travel and a lowered demand for lodging accommodations. She said, “2006 was a good year; unfortunately it spurred growth in the number of hotel properties in and around Salisbury and she said the mar-

ket glut makes it a challenge for all hoteliers to show a profit. Right now paying the bills is rough.” The hotel business is scary for everyone because it represents an expenditure that is optional for many. Hoteliers respond by trimming staff, which means the Patels are working longer hours to do much of the work themselves. At the same time, they have seen good results from their efforts, recently signing a three-year contract to provide lodging for the visiting teams that come to the Shorebirds stadium. Despite its challenges, especially the long hours, she likes the activity and the opportunity to interact with people. She said it was a vast improvement over life in an office staring at a computer screen all day long. Her children, who were in grade school when the family moved to Salisbury, are now 18 and 16. Her son is studying at Georgetown University and wants to be a lawyer and her daughter, a student at Salisbury School, dreams of a career in medicine. The biggest sacrifice the Patels made was to leave a custom-built “dream house” for residence in a fourroom suite at the inn for the first several years. And the transition involved being apart – her children even spent time with their grandparents in India. Two years ago they built a house not far from the inn but she still spends 12 hours or more on site every day. Even eating was a challenge when she first arrived in Salisbury since she was without her own kitchen, had less time to cook, and she is a strict vegetarian. But all things work out over time. Patel continues to look for ways to improve what she has to offer her customers. The previous restaurant tenant lost their liquor license and business declined; when the lease on the restaurant expired, the Patels decided to move

Kala Patel

the small Indian restaurant they had launched in the Goliath Shopping Center on site. The luncheon buffet attracts nearby workers during the week but

the majority of their diners are lodgers. The restaurant does not offer breakfast but Patel has a plan for that too. They have leased the bar to another local entrepreneur who is renovating it to provide American cuisine, especially American-style breakfast, which will appeal to overnight guests. Although the property is not new, all of the rooms have been refurbished with new carpets and decor. They have even equipped a few rooms with Jacuzzi tubs. In fact, if you are looking to honeymoon on a budget, Patel has a red, heart-shaped tub for you. These rooms are also furnished with round, canopied beds – not what you would expect to find in Salisbury. Patel is full of ideas that will take time to implement but which can be profitable additions to the bottom line. She admits that as engineers, she and her husband were hardly trained for the hotel business. But “we survived because we work hard and are as flexible as possible. It takes guts to take a risk.” But she said that she believes if you “keep the faith and do right [by others] that success will follow.”

Dear faithful reader, You’re a savvy professional. You’re also a nice person. We love sending you the Business Journal for free each month. If you love receiving it, then sign this coupon and fax it back to us at 302-629-9243. You’ll be handsomely rewarded. Thanks pal.

Company Name Mailing Address




Print Name Phone # Signature

Fax # Date

If you would like additional copies mailed to your office, please fax or mail a signed coupon for each request.


Business Journal

• April 2009

Don’t let the current market intimidate you By Henry Hanna III Arriving at a decision on the best strategy for how to navigate the commercial real estate market during these The successful investor challenging economic times is vexing to many an inveshas a broader sphere of tor. Do I, or don’t I? That is influence and a larger the conundrum facing most commercial real estate inves- network helping them tors in today’s market. Do to be successful. I, or don’t I liquidate my portfolio (or at least my nonto create value for them. If the market performing assets)? Do I, or happens to move in your favor that is a don’t I stand on the sidelines and waitout these turbulent times? Do I, or don’t plus, but it should not be the sole basis upon which your investment decision I get aggressive and take advantage of is made. You need to be able to add the decline in property values and the value to an asset through operational spike in acquisition cap rates? In this improvements, repositioning, restructurarticle I’ll put forth counsel based upon ing, recapitalizing, re-tenanting, or other my years of experience in successfully proactive strategic or tactical value advising clients in both advancing and enhancements. It doesn’t really matter declining commercial real estate marwhether you’re looking at the equity kets. It is often said that you can only market, commodities market, bond marcount on two things in life: death and taxes. There is a third thing that is often ket, the commercial real estate market, or any other investment market, as all overlooked - market volatility. Whether investment markets have certain simimarkets are moving up or down isn’t larities. I hope the following five points really the issue. The issue is whether will be useful in refining your investor not value can be added or created in ment philosophy moving forward: the investment being considered. What 1. Market Timing - Let me be very tends to happen to the non-sophisticated blunt right from the outset; not only is it commercial real estate investor is that an exercise in frivolity to try and time a they rely on upward moving markets

Real Estate

market bottom, but many significant investment opportunities will simply pass you by as you stand on the sidelines waiting for that almighty market bottom to occur. I know, smart investors buy low and sell high, right? Sure, but there is a difference between recognizing value and opportunity that lead to superior investment returns, and trying to wait for that ethereal moment in time that represents the exact bottom of a market. Put simply, one in a million will correctly time a market bottom, while many investors will generate significant returns by exploiting the opportunities that a declining market provides. 2. Professional vs. amateur investors - Tough times tend to separate the wheat from the chaff. The challenge facing most commercial real estate investors today is to become honest with themselves in determining whether they are in fact astute commercial real estate professionals, or whether they were among the masses just riding a wave while it lasted. You see professional investors are always in the market, during good times and bad. They understand that more “lasting wealth” is created in declining markets than in overheated advancing markets. You see, it’s the non-professional investor (stupid money) that is both late to the market, and then overstays their welcome by hold-

ing on too long. In point number 1, I mentioned top of the market. Whenever you reach a point in the market where everyone (even your cab driver) is a “real estate investor” you know you’ve found the top of the market. 3. Invest in opportunities not asset classes - The most successful investors are fluid in their approach; they see changes in the market as being synonymous with the creation of new opportunities. While I certainly understand the synergies that come from developing a niche focus, I don’t believe they can make-up for the increase in diversification and scale that comes by exploiting opportunities across asset classes. Are you a retail investor or a commercial real estate investor? Are you a multifamily investor or a commercial real estate investor? I believe that the core of sound commercial real estate investing is present across asset classes. The same characteristics that make an investment attractive in one asset class are ostensibly the same in others. Location, current market dynamics, tenant mix and quality, entitlement and construction risk, absorption and vacancy (supply and demand), age and construction quality, micro and macro economics, NOI and valuation drivers are relevant regardless of whether you’re investing in industrial or office assets. Furthermore, it’s

Why advertise in the Business Journal? With the inception of the Business Journal, Mail Movers has used the Business Journal to market our Mailing Services and Mailing Equipment to business prospects and customers. As a business to business organization, the ability to target specifically over 1300 local business members in one media source, has proven to be most effective making our name and products known throughout several local Chambers. The incentive communicated within the Journal to “Buy Local”, identifies Mail Movers through advertising as a local business that qualifies by being a Chamber Member, to seek a fellow members’ business. A business that wishes to be recognized among its’ peers, I recommend the Business Journal as a thing to do today. Let your prospects know you mean business! Alan Dykes, President Mail Movers Comcast Spotlight has faithfully advertised in the Salisbury Business Journal for over two years. We couldn’t be happier with our service. The graphic design team consistently surprises us with cutting edge design and quality. Advertising in the Salis-

bury Business Journal is an excellent way to reach the business community in the Salisbury area and a great way to support the chamber. Stephanie Willey, Local Sales Manager Comcast Spotlight “When a new business comes into the area, first contact is extremely important. The business owner needs insurance right away and they want it from a local reputable agent. Advertising in the Journal lets those business owners know who we are and what we have to offer even before they arrive in town. We often get calls from business owners and families who are moving into the area, stating they saw our ad or read about us in the Business Journal. We know it works.” Tom Wisniewski, President Avery Hall Insurance Group

“The Salisbury Business Journal has been an excellent venue for promoting the brand and mission of Bay National Bank. Since our inception in 2000, we have placed full-page ads in premium positions and have realized a great benefit in terms of raising awareness of our young institution. The Salisbury Business Journal has made it possible for Bay National Bank to effectively communicate our mission — to create mutually-supportive relationships with small and mid-sized businesses that are the backbone of our economy. The Salisbury Business Journal is professionally managed and through its journalistic accomplishments has become an invaluable part of the eastern shore business culture.” Hugh W. Mohler, Chairman & CEO Bay National Bank Call Emily Rantz today to find out how your business will benefit from advertising in the Business Journal


email -

Business Journal

• April 2009

important to be flexible in the structuring of your investment opportunities. For example, as long as the risk/reward ration falls within your investment guidelines it shouldn’t matter whether you are a principal in entirety, have a limited ownership interest, where your investment falls in the capital structure or any number of other considerations. You either like the opportunity or you don’t. The rest of the issues are just details to be worked out at the negotiating table. 4. Understanding opportunity Rarely will you come across a static opportunity in the sense that it will stand idle and wait for you to act. Significant opportunities are not only scarce, but they typically operate on the principal of diminishing returns. The longer you wait to seize the opportunity the smaller the return typically is.More likely is the case that the opportunity will completely evaporate if you wait too long to seize it. Keep this thought in mind; when opportunity knocks, answer the door. I can’t even begin to count the number of times I watched people miss great opportunities due to a poor sense of timing. Not too surprisingly, people who possess a poor sense of timing usually don’t even understand that timing is an issue. How many times have you witnessed someone holding-out for a higher price, better valuation, evolving markets, technology advances, or any number of other circumstances that either never transpire, or by the time they do, the opportunity has disappeared?

Announcing Wii Fit Call to see how this can be used in your rehabilitation!


The greedy negotiate too long, the impulsive jump the gun and the plodders move to slow. As the saying goes “timing is everything.” The proverbial window closes on every opportunity at some point in time. 5. Seeking sound counsel - The smartest commercial real estate investors surround themselves with professional advisors who extend their strengths, shore up their weaknesses, improve their access to market knowledge and provide more visibility and broader access to investment opportunities. What really separates the successful investor from the average investor is that the successful investor has a broader sphere of influence and a larger network helping them to be successful than the novice investor. If you ever wonder why certain investors seem to get access to the best deals, it is usually because the professional investor simply enlists more resources working on their behalf. Don’t let the current market conditions intimidate you. Rather, create an opportunistic approach to commercial real estate investment that will simply adapt your investment guidelines to the current market dynamics. Get into the market and take advantage of these “once in a generation opportunities” that exist now. About the Author Henry H. Hanna, III, CCIM, SIOR serves as a senior advisor for Sperry Van Ness/Miller Commercial Real Estate. To reach Hanna, call 410-543-2440 or email

Harkins is pleased to have received the Excellence in Construction Award from Associated Builders and Contractors Eastern Shore Chapter for Marley Manor Phase II

• Handicap accessible. • One-on-one therapy • Therapists get in the pool

Marley Manor II Snow Hill Rd. and Robins Ave. Rinnier Development Company, Owner Davis Bowen & Friedel, Inc., Architect

Many thanks to our subcontractors for your quality workmanship. Specializing in: Aquatic & Land Therapy • Hand Therapy • Balance & Vestibular Rehabilitation Orthopedic Rehabilitation • Spine Rehabilitation • Injured Workers’ Rehabilitation Lymphedema Management • Osteoporosis Management •Incontinence/Pelvic Pain Fibromyalgia & Arthritis • Multiple Sclerosis • Sports Medicine Wound Management Pre/Post Pregnancy • Breast Cancer Recovery Warm Water Aerobic Classes • Personal Training Pool & Gym Memberships

Not all services available at all locations

Salisbury, MD • 410-548-7600 (Milford St.) 410-677-0700 (Injury Center) Easton, MD • 410-770-9720 • Millville, DE • 302-539-3110 Lewes, DE • 302-945-0200 • Millsboro, DE • 302-945-4250 410-750-2600


Business Journal

• April 2009

Salisbury Festival to feature ‘Scrolls for Troops’ Continued from cover

and fun for the entire family. The opening ceremony will start at 6 p.m. with the singing of our National Anthem and a presentation of colors by the Wicomico High School J.R.O.T.C. Local dignitaries will cut the festival ribbon and then the weekend’s festivities will commence. Wes Davis Band and Moondance will kick off the weekend festivities by providing non-stop music all night long. You can’t miss this block party! On Saturday, April 25 we expand activities starting at 8 a.m. with the popular Park & Flea market in their normal location at the parking lot in front of the State Office Complex off Route 13. The festival will include Saturday’s “Arts on the Plaza,” a showcase of local artists, children’s activities and entertainment sponsored by Urban Salisbury, Inc., Salisbury Wicomico Arts Council and Art Institute and Gallery. On Saturday, April 25, the festival block party sponsored by Aaron’s Sales & Lease continues from 4 to 8 p.m. featuring CAT Country’s Delmarva Star Challenge from 3 to 5 p.m. followed by Crossroads singing country and blues tunes from 5 to 8 p.m. Returning this year are such favorites as strolling costumed characters, non-profit booths, City of Salisbury Public Works Department

equipment displays and children’s activities all on Saturday. Wicomico High School, County Stadium is the site of the Annual Wee Race, sponsored by Vernon Powell Shoes and CareFirst BlueCross BlueShield. The Wee Race is a good old fashioned foot race for children ages 2 to 9. A huge antique car show hosted by the Wheels That Heal Car Club, sponsored by Burnett White Tire & Auto, is also planned for the Downtown area from 9 a.m. to 3 p.m. and will benefit the Isaiah Elliott Cancer Fund. Make sure to visit the “Hidden Under Our Hats” booth, presented by H.O.P.E. With Support, Inc., a local brain tumor awareness and support group. “Hidden Under Our Hats” is a National Brain Tumor Awareness Project. Brain Tumor Action Week is held the first week of May every year in Washington D.C. H.O.P.E. With Support would like for brain tumor survivors and loved ones of brain tumor patients who have passed to donate a hat at their booth that will then become a permanent part of the National Exhibit in Washington D.C. H.O.P.E. With Support will carry these hats to Washington D.C. during Brain Tumor Action Week and add our local donated hats to the National Exhibit. Also visit the dunking booth sponsored by the Roop Group with proceeds going

to benefit H.O.P.E. Come dunk some of Salisbury’s most prominent citizens. Later head over to DiCarlo Digital Copy Center for their 2nd annual DiCarlo Digital Copy Center Photo Booth. This exciting attraction offers festival goers the opportunity to be photographed by a professional photographer against an award winning backdrop. The photographs are imprinted with the Festival logo & date and will be ready in less than an hour. This is a great way to remember your special day at the 2009 Salisbury Festival. New this year on Main Street is the “Scrolls for Troops” activity. Event goers can write their messages of thanks and good wishes to deployed U.S. troops on giant scrolls. Once completed, these scrolls will span hundreds of feet in length! They will then be sent overseas to various U.S. troops. This is a great opportunity for the community to show our appreciation. Crown Sports Center will host an interactive kid’s zone on the Salisbury Greens for children ages 18 months to 9-years-old. There will be activities, games and displays where kids can learn the basic skills of soccer and baseball. Demonstrations by martial arts groups, dance teams, aerobics groups and church choirs are always crowd favorites. These performances will take

place at Court Street Stage, Government Plaza Stage, and Downtown Plaza Stage. A new and exciting event on Saturday is the “Quest for the Silver Paddle” Raft Race along the Wicomico River sponsored by Wicomico County Convention & Visitor’s Bureau. Previously known as the Ramblin’ Raft Race, competitors are challenged to build their own raft before the festival and then race it down the river on Saturday afternoon at 1 p.m. Later Saturday evening, the 4th Annual Ben Layton Memorial 5K Run will take place with proceeds benefiting the Leukemia & Lymphoma Society. Registration begins at 5:30 p.m. and the run/walk begins at 6:30 p.m. The event will start at the Salisbury Zoo and continue on to the Elks Lodge, where food will be provided by the Local Owners Restaurant Association (LORA). On Sunday, April 26, the carnival continues downtown where all day wristbands are available from noon to 5 p.m. Festival parking is available in the Parking Garage off Market Street free of charge during the Festival weekend. We are still seeking commercial, arts and crafts and non-profit vendors for this event. We also need volunteer to help during the festival. For information on becoming a vendor or to volunteer, call 410-749-0144 or visit

I swim because I care about me I choose ISG because I care about my employees

Workers' Compensation Employee Benefits Human Resources Consulting Commercial Property & Casualty

Serving Delmarva since 1977


Business Journal

• April 2009


The Act affects COBRA costs By Colleen D. Richardson

Landmark Insurance & Financial Group

President Obama recently signed into law the American Recovery and Reinvestment Act of 2009 (the Act). The Act has several sections affecting employers and employees with group benefits. This includes the government subsidizing employee COBRA premiums as well as offering a special enrollment period and plan change opportunity for eligible individuals. Eligible individuals are those employees involuntarily terminated between Sept. 1, 2008 and Dec. 31, 2009. Employees terminated for gross misconduct are not eligible. The Federal government will subsidize 65% of the individual’s COBRA premiums for up to nine months. The subsidy also applies to State law continuation premiums, such as the Maryland Continuation Coverage, and is not retroactive. For example, an eligible individual whose qualifying event was Sept. 1, 2009 may qualify, but the subsidy applies only to periods beginning on or after March 1, 2009. Employers are responsible for providing the subsidy to eligible individuals (by discounting premiums) and “collecting” reimbursement from the federal government. The employer applies a credit applied to their federal income and payroll taxes due to the Treasury. When the employer’s income and payroll taxes due are less than the subsidy reimbursement due from the Treasury, the employer may file for a direct payment from the Treasury. The subsidy ends when the individual becomes eligible for other group coverage or Medicare, after nine months of subsidy, or when the maximum period of COBRA coverage ends, whichever occurs first. It is the eligible individual’s responsibility to notify the employer, in writing, of the occurrence of one of these early termination events or face a penalty equal to 110% of the subsidy. Another component requires the employer to offer a special COBRA enrollment period for eligible individuals, involuntarily terminated from Sept. 1, 2008 through Feb. 16, 2009, who did not elect COBRA or those who did elect COBRA, but are no longer enrolled. The U.S Department of Labor

(DOL) revised the model Qualifying Event Notice in mid-March. In addition, this opportunity does not extend the period of COBRA continuation coverage beyond the original maximum period. The Act adds that the gap in coverage between the eligible employee’s Qualifying Event and March 1, 2009 may not be counted as a gap in coverage under HIPAA’s 63day gap rule for pre-existing condition exclusion purposes. It is the employer’s option to allow eligible individuals to change plans to another product the employer offers to active employees. The selected plan cannot be more expensive than the original coverage the individual was enrolled at the time the qualifying event occurred. Certain plans are not included, such as plans that are only dental, vision, counseling, referral or Health Flexible Spending Account. All affected individuals must be notified by April 18, 2009 about the subsidy by the employer or plan administrator. The employer’s Qualifying Event Notice must be revised with the required information about the subsidy. In addition, eligible individuals must be provided, the “second chance” election notice by April 18, 2009. The language of the Act has raised a number of issues requiring clarification. Until then, employers are expected to operate using good faith and use reasonable interpretation of the Act. Employers and plan administrators should consult with their insurance brokers, carriers and COBRA administrators for additional guidance and updates. In summary, employers need to: • Send a notice to involuntarily terminated employees since Sept. 1, 2008 with a description of their rights and obligations regarding the subsidy. • Update all COBRA forms and enrollment materials to reflect the changes. • Take a full tax credit out of payroll taxes for expenditures associated with the subsidy. About the author Colleen D. Richardson is a Certified Employee Benefits Specialist and Life & Health agent with Landmark Insurance & Financial Group in Somerset County.



• Asphalt Repairs • Striping • Seal Coating • Paving

Residential & Commercial FREE ESTIMATES



MHIC 68616

April 24-26 2009

4-11 p.m. - entertainment by Wes Davis and Moondance National Anthem and presentation of colors by the Wicomico High School J.R.O.T.C. at Riverwalk Park

East Main St. and Division St. Local clubs and businesses will have displays

10 a.m. - 4 p.m. (Main Street) 10 a.m. - 8 p.m. (Riverwalk & Market Street) Held in the parking lot in front of the State Office Complex off Rt. 13 10 a.m. - 4 p.m. Arts on the Plaza stage, Gov’t plaza stage, Court St. stage

Hosted by Wheels That Heal Car Club, East Main St. Registration at 9 a.m. 3 - 5 p.m. Cat Country’s Delmarva Star Challenge 5 - 8 p.m. Crossroads 10 a.m. - 2 p.m. on Market Street



27th Annual

Registration: 5:30 p.m. Walk/Run: 6:30 p.m. at the Salisbury Zoo

Jeff Brown and Jim Brown


Business Journal

Nason receives award

Nason Construction recently received highest honors from the Design Build Institute of America (DBIA) Pennsylvania Tri-State for its work at the Delaware Veterans Home. The firm received first place in the Public Sector Building over $15 Million category. The Delaware Veterans Home is the first design-build project undertaken by the State of Delaware. Completed on a 21-month design and construction schedule, the 105,000 square foot skilled care facility can accommodate 150 of Delaware’s veterans. In addition to the DBIA Pennsylvania Tri-State award, the Delaware Veterans Home received excellence awards from the Associated Builders and Contractors (ABC) Delaware Chapter, the Delaware Contractors Association (DCA) and the DBIA National Organization.

Southern Builders recognized

Southern Builders, Inc. recently received two awards from Associated Builders and Contractors, Inc. for the 2008 Excellence in Construction 1st place – Most ABC member participation - The Meridian, Ocean City

• April 2009

Business Mix

1st place – Commercial under two million - Sun Piledriving Equipment Manufacturing, Frankford, Del. Specializing in commercial construction, Southern Builders, Inc. is a full service general contracting/construction management firm licensed in Maryland, Delaware and Virginia.

ACE expands product line

Rommel’s ACE Hardware is now carrying Toro and STIHL products. From zero-turn riding mowers and walk power mowers to water-saving irrigation systems, handheld trimmers and blowers — Toro products are loaded with innovative features to make the homeowner or landscaper’s life easier. STIHL Inc. manufactures the world’s largest selling brand of chain saws and cut-off machines, produces a full line of powerful, lightweight, and versatile handheld outdoor power equipment for homeowners and professional users. For more information, visit http://

Becker Morgan wins award

The American Council of Engineering Companies of Delaware (ACECDE) recently presented Becker Morgan

Group with a 2009 Engineering Honor Award for the Eden Hill Master Plan Drainage Study in Dover, Del. This award recognizes “engineering design innovation achievements demonstrating the highest degree of skill and ingenuity, while providing a significant benefit to the public welfare and the practice of consulting engineering.” With Delaware Lt. Governor Matt Denn and U.S. Congressman Thomas Carper in attendance, the awards were presented at the 2009 Annual Engineers Week Celebration in February at the DuPont Country Club in Wilmington, Del.

business unit strategic responsibilities as the new director of Natural Gas Energy Services. He will be responsible for creating and establishing new strategies and effective programs to enhance Chesapeake’s competitive position in the marketplace. Chesapeake Utilities Corporation is a diversified utility company engaged in natural gas distribution, transmission and marketing, propane distribution and wholesale marketing, advanced information services and other related businesses.

Chesapeake Utilities changes

Bradley Gillis, CCIM, and Tom Knopp, advisors for Sperry Van Ness Miller Commercial Real Estate, recently represented local buyers in the purchase of a CVS Pharmacy in Rincon, Ga. Rincon, a suburb of Savannah, Ga., is in one of the fastest growing communities in the state. The newly constructed free standing investment was built in 2008, comprises 1.42 acres, and is an outparcel to a Wal-Mart Supercenter anchored shopping center. For more information, visit www. or call 410-543-2440.

Darrell K. Wilson will assume responsibilities of leading the team effort for Natural Gas Energy Services and Community Gas Systems as the new director of Business Growth and Development at Chesapeake Utilities. With his extensive sales and marketing experience in competitive non-regulated industries in the past, Wilson will lead an aggressive effort in overseeing Chesapeake’s Natural Gas Distribution and CGS sales and marketing efforts. Shane Breakie will assume increased

Gillis and Knopp sell property

Prepare 1.2 million business & individual tax returns and something happens. You get really good at it. Whether you're a wedding planner or own a plumbing supply company, we're here year-round to help you with: • Bookkeeping • ITIN & Notary Services

• Tax Preparation • Payroll

Bring in your Business or Individual Tax Return for a Second Look Review (only $29)

If you didn’t use H&R Block to file your taxes, come see us for a Second Look review of your previously completed return. We will certify your return for accuracy and protect you from any penalties and interest from the IRS.  In the past, we found errors in 4 out of 5 of the returns prepared by someone else.  IT PAYS TO HAVE PEOPLE.


business services

To learn more call


Easton | Cambridge | Salisbury

Business Journal

Herl’s Bath sets up trailer

Herl’s Bath & Tile Solutions in Salisbury has formed a partnership with Rommel’s ACE Hardware. Herl’s, a bath remodeling company which has served Delmarva since 1991, is expanding its territory by reaching out to clients via an 18-foot portable trailer, housing a compact bath-remodeling showroom including three full bathrooms inside. The trailer is fully equipped with lighting, heating and air conditioning and a company representative to assist customers and answer questions. Herl’s Bath & Tile Solutions has a full size showroom at 31440 Winterplace Parkway in Salisbury. To kick-off their month long tour of the Delmarva area, Herl’s Bath & Tile Solutions trailer will visit Rommel’s ACE, Salisbury on Saturday, April 4. Other dates include: Saturday, April 11, Rommel’s ACE, Exmore, Va.; Saturday, April 18, Rommel’s Ace, Ocean City; and Saturday, April 25, Rommel’s Ace, Cambridge. The four-year old trailer, dubbed “Rudy” for the little guy with a caulking gun painted on its side, is also used at outdoor events. Everyone who stops by to tour “Rudy” will receive a free tape measure. For more information, call 410-2199033 or visit

• April 2009


PNC donates $10,000 to MCE

PNC Bank of Salisbury recently donated $10,000 to Maryland Capital Enterprises, Inc. (MCE). MCE is a charitable 501(c) 3 organization that offers business counseling, training, technical assistance and microlending programs to individuals on the Eastern Shore that have limited or no access to capital. With this donation, MCE will be able to continue providing free, one on one counseling to small business owners and offer training and workshops such as a free, two-hour session at the One Stop Job Market in Salisbury on Tuesday, April 21. For more information on any of the workshops or to register, contact Kristen Bacon, MCE, at 410-546-1900.

Pohanka supports charities

Pohanka Automotive Group in Salisbury has announced an innovative way for purchasers of new or pre-owned vehicles to help support local charitable organizations during a time of critical need. For any purchase of a new or preowned vehicle from the Pohanka Automotive Group, the dealership will donate $100 to the charitable organization of the customer’s choice. The Community Foundation of the Eastern Shore applauds Pohanka’s support of local charities in our region


ADVISORS ATTEND CONFERENCE - Henry Hanna III, CCIM, SIOR; Brent Miller, CCIM, CPM; and Rick Tilghman, CCIM from Sperry Van Ness – Miller Commercial Real Estate in Salisbury recently attended the Mid–Atlantic Idea Exchange at the Washington Convention Center in Washington, D.C. Hosted by the ICSC (International Council of Shopping Centers), the conference brought together retail real estate developers, brokers, tenants and associated vendors to discuss their opinions of the state and expected direction of the Maryland, Delaware and Virginia marketplace. From left are Tilghman, Miller and Hanna at the conference.






Welcomes James O. Burns, DO Medical Director Our staff & offices located on Mt. Hermon & Tilghman Roads have moved to our new location at Woodbrooke



Automated Copy Systems, Inc.


608 B Naylor Mill Rd Salisbury, MD

1655 Woodbrooke Drive, Salisbury, MD

410-548-2700 ■ 800-272-7188 ■ 410-543 7188 Visible from Business Route 50 heading east Enter from Tilghman Road or Mt. Hermon Road

PAGE 20 noting that demands on the resources of nonprofit organizations that provide services to those in need in the community have risen dramatically during the past year. “Especially hard hit are charities that provide services to families and seniors,” noted Spicer Bell, Community Foundation president.

Agreement made for utility corridor

Pepco Holdings, Inc. (PHI) and Maryland Broadband Cooperative have entered into an agreement to identify and choose a single utility corridor across the Chesapeake Bay to expand broadband bandwidth and electricity supply on Maryland’s Eastern Shore. PHI, the parent company of Delmarva Power, will use a below-seabed corridor as part of its proposed construction of the Mid-Atlantic Power Pathway (MAPP), a 230-mile, high-voltage transmission line that will improve electric reliability in the region. Maryland Broadband Cooperative is a member-owned cooperative that operates a fiber optic network delivering broadband service to residential and commercial customers in Maryland, especially in the rural areas of the state. “We currently utilize the Chesapeake Bay Bridge as an avenue for broadband service connection to both sides of the bay,” said Patrick Mitchell, Maryland Broadband Cooperative President and

Business Journal CEO. “Finding another crossing site will enable us to improve fiber optic service throughout Maryland.”

Telewire is customer focused

While most companies are cutting back services and technology solutions, Telewire is expanding to help organizations increase profitability and employee productivity. Telewire’s Customer Advocate Department educates companies about new technologies that could greatly benefit their business. Some examples include Voice over Internet (VoIP), SIP Trunking, call accounting, web and audio conferencing, and GPS tracking systems for vehicles. Telewire also offers managed IT services, handling the management of a company’s data network and infrastructure so the company can focus all of their energy on their core competency. For budget conscious businesses, Telewire offers a Current Technology Assurance Plan (C-TAP). Rather than paying cash up front for a depreciating asset like technology, companies pay a fixed monthly cost that is recorded in an operating budget. For more information, call Telewire at 410-749-2355 or visit

SVN opens in Rehoboth Beach

Sperry Van Ness-Miller Commercial Real Estate recently opened in Sussex

• April 2009

County at 55 Cascade Lane off of Route 1 in Rehoboth Beach, Del. Agents include William Lucks, Dean Donovan, Brittany Danahy, Dave Kenton and Casey Kenton. The Rehoboth office will bring additional listings totaling over $50 million to the Sperry Van Ness–Miller team. Their total Delaware listing volume is $122 million. Sperry Van Ness–Miller accounts for $251 million in listed assets in Maryland and Delaware combined. “The combination of experience and knowledge of the area along with the national and international connections and resources from Sperry Van Ness will create an advanced approach to commercial real estate in the local Sussex County area,” said Brent and Amy Miller, managing directors of Sperry Van Ness-Miller Commercial Real Estate. To reach the Sussex County office, call 302-227-0768 or visit www.

Inacom plans Technology Expo

Inacom Information Systems will hold the third annual Delmarva Technology Expo on Thursday, April 30 from 10 a.m. to 4 p.m. at the Fountains Wedding and Conference Center in Salisbury. This event allows local business and technology decision makers to explore technologies that are being used throughout Delmarva.

These solutions offer a high return on investment, allowing organizations to significantly boost profitability by reducing expenses and increasing productivity, even in a down economy. “This year’s theme is ‘Save Green and Go Green.’ Delmarva’s businesses are actively seeking to reduce their operating expenses to improve profitability and to be better stewards of the environment,” explains Travis Fisher, Inacom’s executive vice president. An expo-style trade floor will feature product information and demonstrations from a number of the Technology Expo’s co-sponsors, including Sharp USA, Cisco Systems, Hewlett Packard, Avaya, Comcast, Notable Solutions and Alarm Engineering. Sharp USA will provide a keynote address on document management. Breakout sessions on special topics include document management systems, web development and Internet marketing, network security, IP telephony solutions from Avaya, Microsoft software, Internet-working devices from Cisco Systems, and IP security systems. A special appearance will be made by the Cisco Systems Network on Wheels (NOW) van. To ensure adequate space for event attendees, registration to the Delmarva Technology Expo is required. For more information and to register, visit

Personalized Gifts Are the Best Visit our new Personalization Center! Our new machinery can add your feelings and logos to a great selection of gifts for all occasions: • Holidays • Anniversary • Weddings • Retirement

In addition, we have hundreds of stock logos and custom options.

Just stop in and see the great selection of gifts we have to offer and talk to us about making your gift …


We Now Carry

Trophies Too!


Business Journal

Gillespie wins Sue Hess award James Gillespie, executive director of the Salisbury Wicomico Arts Council, is the first recipient of the “Sue Hess Maryland Arts Advocate of the Year” award. The award was presented to Gillespie at the recent Maryland Arts Day ceremony in Annapolis. Maryland Citizens for the Arts, the organization that presents the award, cited Gillespie for his “tireless advocacy efforts to educate local decision-makers that the arts are a force for economic development and should be viewed as any other industry.” Gillespie, a professionally trained classical musician and graduate of Salisbury University, has been executive director of SWAC for over two years. During that time, SWAC has grown by 24%, established three new endowment funds totaling $218,000 and collected over $21,000 of used instruments for low-income students in Wicomico County public schools. He is the son of Jim and Janet Gillespie of Linkwood. Mrs. Hess served as the chair of Maryland Citizens for the Arts and is its longest serving Board of Trustees member. Mrs. Hess was with Hess Apparel in

From left, Gillespie accepts the award from Mrs. Hess.

Salisbury and was also very active in Salisbury Community Players playing lead roles in “Hello, Dolly,” “Gypsy” and many other musical productions.

• April 2009


PINEWOOD DERBY - On Saturday, March 14, Courtesy Chevrolet hosted the annual Tri-County District Cub Scout Pinewood Derby at their North Salisbury Boulevard facility. Tony Overton of Courtesy (left) assisted in providing food, drink and space for 100 Cub Scouts and parents. Matthew Maciarello and his son, Jonathan of Pack 185 at St. Francis de Sales won second place in the Wolf division. Nancy Jones, the volunteer commissioner for the Tri-County District, helped oversee the event.

Direct Mail Advertising • Target Just Your Audience. • Pay less per response. • Put your message right in their hands! Call Kevin McGraw our Postal Consultant, now!

410-749-1885 • 1-800-356-5923


112 Moss Hill Ln. Salisbury, MD 21804

• Graphic Design • Printing • Postage Meters • Mailing

Make It Apple

410-749-8401 Rt. 13 S. & Cedar Lane • Fruitland 410-543-8401 1500 Pemberton Drive • Salisbury 410-641-3130 314 Franklin Avenue • Berlin

“We’re More Than Just A Drugstore”


Business Journal

• April 2009

Business Journal

Annexation process will advance Salisbury’s goals For the past two years, the City of Salisbury has implemented new procedures when a developer files a petition for annexation, the process by which the City expands its borders. Because annexation makes a property eligible for City services and zoning rights, it is often followed by development. The new procedures recommended by the planning consulting firm of Jakubiak & Associates, Inc. advance and protect the public’s interests when annexation and future growth are contemplated. They involve more frequent reviews and oversight by the City Council and the use of concept plans and annexation agreements. Under the new procedures, a developer or property owner seeking annexation prepares a concept plan, which is a general blueprint for how a property would be developed once annexed. The City Council studies the concept plan at key points in the review process and ultimately approves the plan if it approves the annexation. Following annexation, the more detailed site plans for the property that a developer submits for City approval must comply with the annexation concept plan. Any substantive deviation would require City Council approval. In this way, the Council requires that the assurances made upfront by the developer when seeking annexation are actually followed once the land is in the City. The concept plan is part of the annexation agreement. The other new feature is the negotiation of an annexation agreement between the City and the party requesting annexation. The agreement is a contract between the parties. The City approves this contract if it approves the annexation. The new procedures allow the City time to understand the impacts of a proposed annexation and time to en-

Networking 101 Always carry plenty of business cards with you. When you meet someone, hand them two cards - one to keep and one to pass on to someone else.

sure that those impacts are addressed in a legally binding agreement. Through the use of the agreement, the City negotiates changes to the developer’s concept plan and/or obtains concessions to reduce or offset potential negative impacts. The annexation agreement is an important tool to further the City’s land use development goals. Each agreement is tailored to the specific concerns raised by the proposed annexation. Through the use of annexation agreements negotiated to date, the City has secured agreement for the following types of contributions among others: • extension of streets, sidewalks, and hiking and biking trails; • improvements to street intersections to handle increased traffic; • preservation of open spaces and wooded areas; • contributions to affordable housing; • investments in existing neighborhoods; • installation of regional water and sewer systems; and • improved development projects that reduce energy use, runoff, and water consumption, and increase the use of recycled materials in building construction. In addition, the new procedures require the party seeking annexation to pay the City’s costs in processing the annexation. Although the new annexation procedures take longer than the previous process, we are achieving our goals of providing for the City’s growth while reducing the negative impacts of such growth and maximizing the positive impacts.

• April 2009


K&L MICROWAVE HONORED - K&L Microwave was recently awarded Employer of the Year, Private Sector, from Maryland Works, Inc., a statewide membership association that focuses on advocating the expansion of employment and economic opportunities for individuals with disabilities and other barriers to employment. The award was presented at the group’s second annual Employment Awards Program & Luncheon held at the Senate Office Building in February in Annapolis.

Salisbury Zoo Stampede Race

The Salisbury Zoo is accepting race registrations for the Zoo Stampede 5K Run/Walk on Saturday, April 18 at 9 a.m. Registration is $18 in advance and $20 the morning of the race. Runners can pre-register by visiting Vernon Powell Shoes or online at Runners can also register the morning of the race starting at 7:30 a.m. at the Zoo. Long-sleeve t-shirts will be given to the first 125 runners that register. For more information about the Zoo Stampede and Earth Day, call 410-548-3188.

Sleep Inn Salisbury

Ideally located on Delmarva just minutes from Arthur W. Perdue Stadium, The Ward Museum of Wildfowl Art, the Salisbury Zoo, Salisbury State University, Wor-Wic Community College and Wicomico Regional Airport. Amenities include free fitness center, continental breakfast, coffee, local calls & high-speed internet access.

t: 410.572.5516 f: 410.677.4713 406 Punkin Court, Salisbury, MD 21804

Make your presence

known in with the


Business Report


Business Journal • April 2009




Business Journal Directory Phone




ADVERTISING Comcast Spotlight Stephanie Willey 410-341-8950 410-341-8980 stephanie_willey@ 1201 Pemberton Dr., Suite 2B, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ 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 800-789-4462 410-548-5790 206 W. Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ AUTO DEALER Pohanka Automotive Group of Salisbury Chris Hagel 410-749-2301 410-742-5168 2012 North Salisbury Blvd., Salisbury, MD 21801 ext: 8030 _________________________________________________________________________________________________________________________________________________________________________

AUTO PARTS Eden Used Auto Parts George Glovier 410-749-5116 410-742-3930 14661 Merser Rd., PO Box 43, Eden, MD _________________________________________________________________________________________________________________________________________________________________________ BUILDERS Bud Esham Homes Bud Esham 410-742-1364 410-742-0164 5966 Williamsburg Pkwy., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________

Ruark Builders Connie Ruark, Sleepy Hollow 410-677-3835 410-860-4875 4920 Snow Hill Rd., Salisbury, MD 21804 Barbi e Hannemann, VP 410-749-0193 410-860-4875 _________________________________________________________________________________________________________________________________________________________________________ COMMERCIAL BROKERAGE Rinnier Commercial Blair Rinnier, CCIM 410-742-8151 410-742-8153 218 East Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ DINING/CATERING Market Street Inn Stephanie Bellacicco 410-742-4145 410-742-3687 sbellacicco@marketstreetinn 130 W. Market St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ Black Diamond Catering Peter Roskovich 410-749-6961 410-749-2896 301 North Fruitland Blvd., Fruitland, MD 21826 _________________________________________________________________________________________________________________________________________________________________________ EMPLOYMENT AGENCY Manpower, Inc. Darlene Smyser 410-742-8861 410-742-9384 24 Tilghman Rd., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ FINANCIAL Shore Bank Rick Mathews 410-548-7125 410-548-1688 100 W. Main St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________

Main Street Financial Services, LLC Steve Hill 410-860-5200 410-860-5289 144 E. Main St., Suite 202, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ The Bank of Delmarva Robert D. Core 410-548-5670 410-742-9588 2245 Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ Merrill Lynch Robert G. “Bob” Anderson 410-860-2781 410-860-5066 224 E. Main St., Suite 1, Salisbury, MD 21801 800-416-8017 ________________________________________________________________________________________________________________________________________________________________________ GLASS

Mr. Go-Glass Dreux Campbell 410-742-1151 410-749-0265 805 Snow Hill Rd., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ INSURANCE

Allstate Insurance Fred Pastore 410-860-0866 410-860-0869 111 Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________ Atlantic/Smith, Cropper & Deeley Laura Deeley Bren 410-835-2000 410-835-2036 7171 Bent Pine Rd., Willards, MD 21874 ________________________________________________________________________________________________________________________________________________________________________ Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 308 E. Main St., Salisbury, MD 21801 Bus., Life, Personal, Health ________________________________________________________________________________________________________________________________________________________________________ Gamee Elliott Gamee Elliott 410-749-4725 410-749-4175 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________

Business Journal • April 2009 Business Journal • April 2009


Stimulus money will put local students to work By Jackie Gast

Human Resources

Whether we agree with the federal stimulus package or not, we need to take advantage of what it is trying If we expect more from students by giving projto do. Soon, there will be stimulus money coming into ects instead of filing the states targeted towards papers, for example, getting youth to work. And, when it gets to our local area, then all can benefit. we will be tasked to move fast in order to get these has to be a productive one and the goal funds into the economy. is to match students with work that The students who qualify for these interests them. We all want students work opportunities most likely will to have a positive work experience in have to meet certain criteria which order to become tax-paying, producinclude being economically disadvantive citizens. Remember, students, like taged, having a disability, and being an all people, tend to rise to the level of “at risk” student. expectation. If we expect more from The program hopes to support hunstudents by giving projects for the work dreds of students who will be paid by experience instead of filing papers, for stimulus funds. In return, the employers example, then all can benefit. Although will be asked to mentor the students times are tough, a student’s employment while in their employ. The experience can in no way replace a dislocated em-



ployee’s position. There is a time frame for the employment experience, but the hope is that the student will be considered for permanent employment if the opening is there. This has historically been the goal of internships, along with mentoring and experience. We typically think of students working independently at various businesses, however, students could work in teams. A team of students could be employed at a nursery, a landscaping business, a cleaning business, a construction business, and so on. Many students in the targeted eligibility group do not have transportation, and oddly enough, transportation needs are not expected to be paid by stimulus funds. Having teams of workers could help tremendously with that issue. Also, the growing sector of non-profits can take advantage of the stimulus work programs, as well as, our governments, for-profits, service and professional industries. All we have to do is open the door. On a side note, the Eastern Shore Society for Human Resource Manage-

ment, a group that serves the human resources professional and advances the profession, invites all business people to its “Riding the Waves” conference in Ocean City on Thursday, April 30. The morning sessions focus on corporate culture, the aging workforce, top trends in employment law and the howto on discussing the undiscussable. The afternoon is not your typical conference agenda but will be a mock trial that will include an acting judge, defense, prosecution, witnesses and jury. One thing is for sure, there will be a lot of informal, if not formal, discussion on the stimulus package at this conference! For more information on the conference, visit Watch the news for more information on youth employment. About the author Jackie Gast is the director of the ESBLN - Eastern Shore Business Leadership Network.

Business Journal Directory





INSURANCE ISG International Brad Sutliffe 410-901-0736 410-910-0836 204 Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________ Landmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 charlie@ 30386 Mt. Vernon Rd., Princess Anne, MD 21853 888-651-2111 ________________________________________________________________________________________________________________________________________________________________________ Paulette Arnsparger, Allstate Insurance Co. Paulette Arnsparger 410-677-4774 410-677-4776 501-C East Naylor Mill Rd., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________

PRINTING Delmarva Printing, Inc. Don Hitchens 410-912-0980 410-912-0984 2110 Windsor Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________

REAL ESTATE Coldwell Banker Melissa Lear 410-543-4545 410-543-9609 1131 S. Salisbury Blvd. Suite B, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________

RECYCLING Delmarva Recycling Greg Stein 410-546-1111 410-543-9005 909 Boundary St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________

SOLAR ENERGY Eastern Shore Solar Ray Emmons 410-543-1924 6288 Westbury Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ STORAGE Cubes To Go Betsy Bradford 410-742-2100 410-742-3875 102 Broadway St., PO Box 238, Fruitland, MD 21826 ________________________________________________________________________________________________________________________________________________________________________ WATER Sharp Water Lisa Rice 410-742-3333 410-543-2222 129 Columbia Road, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________

To advertise your business in the Business Journal Directory Call 302-629-9788 or Email:


Business Journal

• April 2009

Business After Hours

Cynthia Walston, Countrywide Home Loans and Martha Stover, Stover Marketing Group let loose in the Laser Tag area of the Crown Family Entertainment Center.

Crown Sports Center In the arcade section of Crown Sports, your Chamber staff took a break to go on safari.

Kim Nixon, Silpada Jewelry and Lou Anne Harris, Bassett Furniture took time out from their busy schedules to check out Crown Sports Center.

Pete Evans, Country Properties Real Estate; Dave Outten, Century 21; and Pam Cox take a break after playing Laser Tag several times.

On Thursday, Feb. 26, Salisbury Area Chamber of Commerce Members were invited to a Business After Hours at Crown Sports and Family Entertainment Center located at 28410 Crown Road in Fruitland, Crowns Sports Center is an indoor/ outdoor sports and entertainment complex. Chamber members and staff got to enjoy the new state of the art 12,000 square foot Family Entertainment Center. Members were also able to try the futuristic two-story Laser Tag arena with wild special effects and mist enshrouded passageways. The Center is open to the public for sports parties, camps, clinics and leagues. For more information, contact Crown Sports Center at 410-860-1234 or visit Thanks again to Crown Sports Center for letting all of us come out and play!

Mike Mercer, manager of Crown Sports Center, and his staff welcomed chamber members to look around and enjoy their facility for the evening.

Timo Rajala and Mitch Sterner of Potteiger – Raintree, new chamber members, came out to network at the event.

Business Journal

• April 2009

Follow these investment tips during a recession We are now finishing the 16th month of the recession, Spread your investment which began in December 2007, according to the National Bureau of Economic dollars among a wide Research. Not only is this a long recession, but it’s also range of stocks, bonds, a severe one, marked by painfully high levels of job certificates of deposit losses, a sharply reduced credit flow and a drop in the value of many investments. and other securities. Still, despite all the bad news, there are valid reasons • Diversify, diversify, diversify. to believe that brighter days lie ahead. Generally speaking, it’s not a good idea But you don’t have to wait for things to to tie up more than 5 percent of your turn around before taking steps to help portfolio in a single investment. Spread your own financial future. your investment dollars among a wide • Don’t cut back on your 401(k). range of stocks, bonds, certificates of During difficult economic times, it’s deposit and other securities. For a rough hard for many people to assume their idea on how well you’ve diversified, jobs are safe. But if you are fairly conask yourself, “If the value of a few fident your employment situation is seof my stocks and bonds declined and cure, continue investing in your 401(k) didn’t recover, would it be extremely or other employer-sponsored retirement painful for me financially?” If the anplan. The tax advantages of these types swer is “yes,” you probably need more of plans — not to mention the employdiversification. Of course, diversificaer’s match, if one is offered — make tion by itself cannot guarantee a profit them ideal savings vehicles for retirement. Of course, your plan probably has or protect against loss, but it can give you more chances for success and retaken a hit over the past year, but that’s duce the effects of volatility on your the case for many investments. portfolio. If you’ve chosen a good mix of in• Think long term. Your investments vestments, your plan should recover at may have lost 30 percent to 40 percent some point. of their value from October 2007 to the

present — which may seem like a long time. Yet quality investments often need much longer periods to show significant growth. So while it can be painful to endure short-term losses, you need to develop the discipline to hold your investments for many years. • Don’t reach for high yields. When the stock market is down, many investors turn to bonds that offer high yields, reasoning that bonds are always safer than stocks. Don’t be fooled into this line of thinking; high-yield bonds mean high-risk bonds. If the issuer defaults, you could lose your principal. Stick with investment-grade bonds. • Look for opportunities. Instead of avoiding the financial markets, look for good investment opportunities. Because investment prices have fallen so much, your dollars can now buy more shares. Historically, buying shares at lower prices has often led to higher returns over the long term. If you’re receiving dividends, now is an especially good time to reinvest them. About the Author Kelley M. Selph, AAMS, is a financial advisor for Edward Jones Investments. You can reach him at 410-8601828.


Trinity Transport CEO to speak Trinity Transport Inc. is a growing leader in the transportation industry. President and Chief Executive Officer Jeffrey Banning will speak to Salisbury University students and the community about its success at 3:30 p.m. on Thursday, April 9, in Holloway Hall Auditorium. His talk “The Narrow Path: Leading the Trinity Way” is this semester’s Executive Leadership Series Lecture, sponsored by SU’s Franklin P. Perdue School of Business. Based in Seaford, Del., Trinity was founded in 1973 by Banning’s parents and he assumed leadership of the business in 1993. Since then, the company has grown to more than 50 offices throughout the United States and Canada with over 200 team members nationwide. For the past two years, Inc. magazine has ranked Trinity one of the nation’s 5,000 fastest-growing businesses. For six years, Transport Topics has named it one of the top 20 freight brokers in the country. The Wilmington News Journal rates it Delaware’s No. 1 medium-sized business. The lecture is free and the public is invited. For more information, call 410-543-6030 or visit


Allison Cherry Joins Avery Hall’s Team of Account Executives!

Prepare for success 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: Customer Service Finance Human Resources Marketing Office Skills Small Business Operations Supervision & Leadership Writing

Continuing Education & Workforce Development (410) 334-2815

A Tradition Of Reliability Since 1925 Property Casualty Contractor’s Bonds Court Bonds Health Employee Benefits Life Long Term Care Medicare Supplements Medical Malpractice

Call Today (410) 742-5111 5 Locations across Delmarva Salisbury • Easton • Seaford • Millsboro • Bridgeville


Business Journal

• April 2009

Can you find the right candidate with a test? By Ira S. Wolfe

Wouldn’t it be nice to give a single test to job candidates that could instantly gauge their reliability, honesty, aptitude and social skills? What would it look like? What questions would it ask? These are just a few of the questions I am commonly asked. What follows are a few of the most common questions about personality and other preemployment tests. 1. If personality tests are used, can they replace the interview? Definitely not. The U.S. Department embraces the “whole person approach” for all employment decisions. The “whole person approach” encourages the manager to factor in the results of a variety of accepted tests along with prior actual performance and interview results, to get the most complete picture of an employee or candidate. 2. Why not just improve the interview process? Research has shown time and time again that the traditional interview alone is barely predictive of success. Compared to flipping a coin or rolling the dice, the interview gives you just slightly better odds. The structured behavioral interview improves reliability up to about 75 percent. But its success depends on the abilities of the manager to ask the right questions, and observe, listen and evaluate the answers without personal bias. Few managers are trained to do this and candidly, many don’t have the time

or interest to invest in structured interviews for all candidates. 3. Aren’t personality tests considered risky in today’s litigious environment? To the contrary. In fact, according to the Uniform Guidelines on Employee Selection Procedures, any inventory or procedure utilized during an employment decision is considered a test. Much to the surprise of many managers, the interview must meet the same validity and reliability standards as personality tests, ability tests, and even background and resume evaluations. Taking that into consideration, a validated and reliable assessment offers an unbiased third-party validated evaluation of candidates and when used properly may protect the employer from claims of personal bias. 4. How do you choose the right tests? There are literally thousands of tests available. Not all of these tests are recommended for use in the workplace. To be deemed acceptable, it must meet three basic criteria: The test itself must be validated that is, the test is examining what it says it is. The test must be reliable - meaning the results must be repeatable over time. The test must be job relevant and job specific.

From left are Mike Cheney, production director; EJ Foxx, music director; Mike Cobo, sales manager; Joe Beail, general manager; Ann McGuire, St. Jude fundraising representative; Brian K. Hall, promotions director; Dixie, asst. operations mgr.; and Dixie’s son Brooks display the total amount raised from the recent radiothon - $36,604 - to benefit St. Jude Children’s Research Hospital.

Radiothon benefits St. Jude’s The 11th Annual WMDT-47/Cat Country Cares for St. Jude Kids Radiothon took place on March 19-20. On-air personalities at WMDT-47 and Cat Country encouraged listeners to donate to St. Jude Children’s Research Hospital in Memphis, Tenn., which has a daily operating budget of nearly $1.4 million.

Delmarva residents pledged $36,604 to this year’s radiothon, bringing the 11-year total raised to almost $450,000. Those funds are part of the more than $354 million that radio stations across the U.S. have raised in the 20 year history of the “Country Cares” program founded by singer Randy Owen of the group Alabama.

Next Month

About the author Ira S. Wolfe is the founder and president of Success Performance Solutions (SPS), a workforce consulting firm specializing in online hiring, retention and leadership solutions.

In May, the Business Journal will be focusing on businesses who are making an effort to reduce their impact on the environment.

Going Green STOUT RECEIVES AWARD - Laura Bren, president of Atlantic/Smith, Cropper & Deeley, presents the 2008 “Ron Pasquariello Circle of Excellence Award” to Teresa Stout (right). Stout coordinated several community projects throughout the year.

Contact Emily Rantz at 410.749.0144 or email

Business Journal

Ward Championship Carving The Ward Museum of Wildfowl Art, Salisbury University, will host the 39th Annual Ward World Championship Wildfowl Carving Competition and Art Festival at the Roland E. Powell Convention Center in Ocean City on April 24-26. In addition to exhibitors selling their paintings, photography, ceramics, bronze sculptures, folk-art, home decorating items and jewelry, there are more than 1,500 bird carvings, many of which are carved by some of the world’s best artists. Competitors of all levels - from youth to world champions - compete for the chance to win some of the $70,000 prize money and recognition.

On Saturday, April 25, at 3 p.m., an auction will take place to benefit the Ward Museum. There is a special Kids’ Corner where kids can make soap carvings, carve a feather with power tools with instruction of a world champion carver and paint decoys, among other activities. Show hours are 10 a.m. to 5 p.m. on Friday, April 24 and 9 a.m. to 5 p.m. on Saturday, April 25. The awards ceremony starts at 5 p.m. on Saturday. Sunday the show is held from 10 a.m. to 4 p.m. For more information call 410-7424988, ext. 120 or visit

Becker Morgan Group was honored with a Best in American Living Award (BALA) for the design of the LeCates Poolhouse in Ocean City. The BALA award recognizes the most prestigious new home designs throughout the nation. Sponsored by Professional Builder Magazine and the National Association of Home Builders (NAHB) Design Committee, the awards gala was held on Jan. 19 at The Wynn Las Vegas in conjunction with the 65th Annual NAHB International Builders’ Show.

Becker Morgan Group received the overall award for the Best Oneof-a-Kind Custom Home for the “Sea Strand/LeCates Poolhouse.” The architectural design concept was to create a poolhouse, courtyard and lanai utilizing nautical elements from the main house. Celebrating 25 years of “Planning our Clients’ Success,” Becker Morgan Group has offices in Delaware, Maryland and North Carolina. For more information, visit www.beckermorgan. com.

• April 2009


The 39th Annual Ward World Championship Wildfowl Carving Competition and Art Festival returns to the Roland E. Powell Convention Center in Ocean City on April 24-26.

Becker Morgan Group honored

Jim Perdue, chairman of Perdue Farms, third from left, presents a check for more than $240,000 to Kathleen Momme, executive director of the United Way of the Lower Eastern Shore. Pictured from left are Gary Miller, Perdue Regional Human Resources manager; Gus Lebois, Perdue vice president, Club/C-Store/Drug Store Sales; Jim Perdue; Jennifer Cannon, Perdue Category Sales manager; Kathleen Momme; Lisa Mann, United Way director of Donor Relations; Bill Middleton, United Way Board president; and Gage Thomas, United Way Campaign chairman.

Perdue donates to United Way Perdue’s associates in Wicomico, Worcester, Somerset and Dorchester counties donated more than $240,000 to the United Way of the Lower Eastern Shore fundraising campaign. Perdue was the number one contributor to this year’s United Way campaign. Nearly half of Perdue’s 2,400 associates donated a total of $170,152. In turn, Perdue made a corporate donation of $70,000, bringing the total contribu-

tion to $240,152. This brings the United Way even closer to its campaign goal of $1.6 million. Outside of government, the United Way of the Lower Eastern Shore is the largest fund provider for local health and human services on the Lower Eastern Shore. For more information, visit or call 410-7425143.

Becker Morgan Group received a national award for the design of the LeCates Poolhouse in Ocean City.


Business Journal

• April 2009

Local restaurants ‘add value’ to keep up sales By Ann Wilmer

When the economy sags, the first things people cut are luxuries – like dining out – so restaurants are among the first to feel the pinch and industry analysts suggest things won’t improve until consumers feel confident that they will keep their jobs. Restaurants in the Salisbury area enjoy an economic situation affected positively by high employment in two of the areas that the U.S. Department of Labor says are least affected by the economic downturn: education and health care. But, nationwide, some eateries are facing difficult times. For example, stock in Ruth’s Hospitality, the company that owns Ruth’s Chris Steak House, IHOP and Applebee’s has experienced a decline in value of nearly 90 percent. Standard & Poors reports that as many as 20 members of the retail and restaurant industry are dangerously close to not meeting interest payments on their corporate debt. In metropolitan areas, fine dining establishments, heavily dependant on businesses that entertain clients for lunch or dinner, are joining forces to make their advertising dollars go further. Special rates for corporate customers may make businesses less wary of taking clients out to dine. And local res-

taurant owners are doing the same. Alex Bubas, president of Local Owners Restaurant Association (LORA) says that this is a particularly difficult time for independent restaurateurs and that they have joined forces to negotiate discounts from suppliers of everything from paper products to advertising. “The restaurant business nationwide, even worldwide, is not faring very well right now. People don’t have as much disposable income. If they do go out to eat, they are trading down, cutting out appetizers or dessert. Nationwide, restaurants are experiencing a 15 to 25 percent drop in sales. Members of our association are experiencing significant drops in sales,” he said. Recalling an article he read in an industry publication just recently, he said that marketing executives of the chain restaurants are shifting from building new restaurants to wrestling away a larger market share where they operate – if they are successful, some of that is going to come away from local restaurants. Bubas said the big chains are banking on smaller chains and independents being unable to survive the economic downturn. However, he said that locally-owned, independent restaurants are vital to the economy. Industry estimates suggest that 15 cents of every

dollar earned by national chain restaurants stays in the community it comes from whereas 45 cents of every dollar earned by a local restaurant stays in the community. Those pennies go to pay salaries to local workers, buy foodstuffs from local farmers, etc. This is particularly true when the local tourism office brings large numbers of visitors in from out of town to attend a particular event. Visitors eat out. And they can eat at the chain restaurants at home. While they are in the Salisbury area, they want to eat at restaurants that give them a taste of the area. LORA set up a website to promote association members and link visitors to member restaurants that have their own websites. Boonie’s Restaurant and Bar in Tyaskin is using technology to reach out and touch customers. Visitors to their web page,, can subscribe to receive a weekly email announcing the chef’s specials. LORA members also promote their business to the local community through their support of charitable events which member restaurants cater at no charge allowing local causes to raise money to support local organizations such as the Zoo and the Ward Museum. And in November, they sponsored a community Thanksgiving dinner that fed hundreds

of shut-ins, seniors without family and homeless individuals. Upscale restaurants hoping to weather the lean times are responding by cutting prices or adding value in other ways to retain loyal customers and to lure diners away from what one hotelier called “your basic ‘fern’ restaurant.” For customer appreciation month in March, Fred Briggeman of Chef Fred’s Chesapeake Steakhouse dropped the price of the express lunch buffet from $8.95 to $6.95. It’s been so well received that he plans to maintain the reduced cost throughout April as well. He is also offering two-for-one dinner specials Monday through Thursday, for $15.95 making the meal cost $8 each. Briggeman offers six different selections for this special price including a rotisserie prime rib during the month of April and he says, “business is picking up.” Brian Black, general manager of Famous Dave’s of America said, “we haven’t noticed a change because we are new.” Although he said they expected the novelty to wear off eventually. But after six months in operation, the Salisbury location is still “exceeding expectations. We have something new and different – a little bit of something for everyone – and we have barbecue!”

Business Journal

• April 2009

Some folks will drive a long way for barbecue, and Black says that from talking to customers, it’s apparent that some have done so. Like most Salisbury eateries, the restaurant is on a major north-south artery and near the Salisbury bypass so travelers who are hungry are likely to see their signs. However, the restaurant opened at the end of September when the beach traffic was slacking off so much of the trade is local. Although the economic climate is “lukewarm,” he said, “we’re going strong.” He added that the carryout side of the business has yet to take off here as it has at other restaurants in the chain but that catering has done well because “we can take care of a lot of people at a low price.” Another chain that has found a home in Salisbury is the Green Turtle. General Manager Stacey Riggleman said that

the restaurant has noticed a “very slight downturn in business compared to last year this time.” Company wide, Green Turtle restaurants have responded to current economic conditions with “value-based meals – five for $20 that includes a shared appetizer, soup or salad and entrees two for $20.” In addition, they are offering half-price appetizers in the bar as well as value-priced domestic and imported beer. “Happy Hour is even more popular with reduced price food,” she said. “When the market is flooded with casual dining, you have to stand out.” One of the ways that Green Turtle stands out is that it features a TV set in every booth. The restaurant is a popular place for fans to come and watch a game. “We’re excited that Maryland is in NCAA, this year. Fans can cheer for their team here and no one will tell you

to be quiet.” Gordon Weitzel, at Dayton’s Family Restaurant said that they have been pretty lucky. They really have not felt the downturn. A line that extends outside the front door in warm weather is not bad advertisement, either. Weitzel attributes business conditions to “good food and reasonable prices” and adds, “Salisbury likes it.” Their down-home approach has given them a loyal following, 60-70 percent of which are senior citizens. The only indication that the economy has changed is that “we are starting to pick up younger clientele.” “You have to treat every guest that walks in with respect and give him/her the best product and service that you can,” Riggleman said. And that’s good advice regardless of the economy.

Looking for a healthier alternative to fast food restaurants at lunchtime, or something wholesome to take home for dinner? Want to promote a healthier lifestyle for your office staff when the company is providing lunch? Turn to Saladworks on the northern end of Salisbury for delicious salads, soups and deli sandwiches. "We were interested in a healthy lifestyle," explained Shane McCarthy, who owns the franchise, but admits

his wife Erin "runs the show." Both of them had careers in the medical field and wanted to try something different, so they opened Saladworks about 18 months ago. The restaurant is at 2737 North Salisbury Blvd., behind Tokyo Steakhouse. "Our variety is huge," Shane said, "and our fresh salads are diverse enough to please any palate." Order fresh from the menu, "FireRoasted Fiesta" salad, for example, with

fire-roasted corn, black beans, red peppers, onions, chicken breast, tomatoes and cheddar. Or create your own salad starting with a lettuce mixture, spinach base or radiatore pasta, and add five toppings and your choice of dressing. Add soup to your deli sandwich or wrap for just $1.99. Takeout is available, or dine in and enjoy the relaxing atmosphere. Delivery is an option with a $20 minimum order. The McCarthys are happy to full service catering for any


Fast food restaurants fare well Regardless of economic uncertainty, most consumers still want to eat out occasionally, especially when both parents work and ferry the kids to sports practice, piano lessons and such. Even though they are holding the purse strings more tightly, most families still visit a fast food restaurant weekly. Indeed, the fast food business has found the economic downturn a boon. Nationwide, McDonald’s has seen a more than fivepercent bump in earnings during January at locations open at least a year. And many fast-food restaurants are also offering reduced price deals to tempt hungry customers.

Saladworks in Salisbury offers healthy lunch alternatives sort of event, including weddings, business lunches and company parties, anywhere on Delmarva. "You have to go everywhere you can for business these days," Shane said. Salisbury, of course, is their main area, and their main focus is on small to midsize luncheon events. The restaurant opens daily at 11 a.m. and closes at 8 p.m. Monday through Saturday and at 5 p.m. on Sundays. To order take out or arrange catering service, call 410-572-6170.

Principals talk about concerns Public high school principals from throughout lower Delmarva recently gathered at Worcester Technical High School in Newark to gain insights from each other about managing in the highpressure world of today’s schools. The meeting was co-facilitated by principals Lorenzo Hughes of Wicomico High School and Tom Davis of Snow Hill High School and organized by the Delmarva Education Foundation. Thirteen of the 29 people in attendance were principals representing schools in Accomack (Va.), Somerset, Worcester, Wicomico, Dorchester (Md.) and Sussex (Del.) counties. Other attendees included representatives from local non-profit organizations, school system resource personnel, and two university faculty members specializing in educational leadership. The meeting agenda was organized around an informal discussion of best practices and concerns regarding attendance, high school assessment procedures, funding, and helping students explore colleges economically. A representative from a company called “Explore Colleges” gave a brief presentation about its services. The group plans to meet bi-annually, with the next meetings scheduled for early August 2009 and February 2010. Funding for the event was provided, in part, by the Community Foundation of

Meeting co-facilitator Lorenzo Hughes, principal of Wicomico High School, encouraged the group to compare strategies. Photo by Delmarva Education Foundation

the Eastern Shore. For more information, contact the Delmarva Education Foundation at 410219-3336.


Business Journal

• April 2009

Personnel File

Riley named general manager

The board of directors of Green Hill Yacht and Country Club announce that David Riley has volunteered to take over the responsibilities as general manager. The board of directors voted unanimously to accept Riley’s proposal to hire him as general manager for a fee of Riley $1 per month. Riley has been a consultant to small business owners since 1980. He holds a bachelor’s degree in economics with a minor in accounting and finance and an MBA. He is the founding partner of Gemini Effect, a consulting firm that helps small to mid-size businesses take their company to the next level. Dave’s early career was spent with the Marriott Corporation and with Coopers & Lybrand in the Recovery & Turnaround Division. He also served four years in overseas assignments with the U.S. Air Force. When Dave ventured out on his own, he began by earning his Series Seven License from the Federal Exchange and Securities Commission. He teaches leadership and team building at the United States Naval Academy in the prestigious Command, Seamanship and Navigation Training Squadron (CSNTS); every midshipman must pass through this program.

Comcast honors sales winners

Comcast Spotlight, the advertising sales arm of Comcast Cable, announces the 2008 President’s Club Winners. Mark Ciriello, account executive, and Stephanie Willey, local sales manager, attended a special event in April at Universal Studios in Orlando, Fla. to recognize their accomplishments. Willey Ciriello performed in the top 7% in his budget category for

the Eastern Division. He has worked for Comcast Spotlight for five years and lives in Ocean View, Del. with his wife and two sons. Willey was recognized for her team’s exceptional performance in 2008 throughout the Eastern Division. She has been employed by Comcast Spotlight for three years and lives in Ciriello Salisbury.  The Eastern Division of Comcast Spotlight includes Maryland, Delaware, the District of Columbia, Virginia, Pennsylvania, New York, Ohio, and portions of West Virginia.

Gambrill joins Chem-Dry TDC

Chem-Dry TDC, a local carpet and upholstery cleaning company, has hired Robin Gambrill for its mid and lower shore operations. Gambrill has several years of experience having worked as a technician with a Chem-Dry franchise in Richmond, Va. She is a certified technician and is working on earning the title of certified master technician. Robin also works in animal rescue field, managing Gambrill’s Horses Field of Dreams Farm. She and her family reside in Cambridge.

Robinson joins Blood Bank board Blood Bank of Delmarva announces that Bill Robinson has joined its Regional Board. Robinson is a marketing specialist for the McCready Foundation, the organization that operates the community hospital and nursing home in Crisfield. In addition to his responsibilities for promoting McCready’s healthcare services and working Robinson as a community liaison, Robinson also manages the Foundation’s website. A graduate of the University of Maryland, Robinson resettled on the

Go Green!

Go to “Click” Touchstone Energy Savers for great tips for a more energy efficient home: Home Energy Saver Online Audit Water Heater Energy Saver Energy Savings Virtual Home Tour

Choptank Electric Cooperative

Delmarva Peninsula in 2008 after 23 years living in South Carolina, where he was a journalist for the state capital’s daily newspaper. Robinson began his communications career in the late 1970’s at his hometown newspaper, The Daily Times, where he was a general assignment reporter/photographer. Robinson resides in Salisbury with his wife, Jane Langrall Robinson, an English-language arts teacher at Delmar Middle School.

Knott named Restore manager

Rota L. Knott has joined Habitat for Humanity of Wicomico County as ReStore manager. Located out Shiloh Street Salisbury, the ReStore Home Improvement Outlet accepts donations of new and gently used home improvement items and furniture and sells them at a discounted price to benefit Habitat’s home building program. In addition to a Knott background in retail sales and store management, Knott has worked in journalism, marketing and public relations for 20 years. A graduate of Salisbury State University with a degree in communications, she previously served on the board of directors for Habitat for Humanity of Worcester County. She resides in Salisbury.

Two join Apostle Construction

Lee MacIvor and Marvin H. Huggins have joined Apostle Construction Company. Lee MacIvor, who recently returned to the United States after living in England for 12 years, has joined Apostle as the company’s executive P.A. MacIvor has an NVQ-3 in Business Administration and has over 10 years of administrative experience. He has worked in the medical, banking, clergical and construction fields, including positions of site secretary at Harrods in London and church administrator in the British Midlands. Marvin J. Huggins joins Apostle as an estimator. A 2004 graduate of Transit Technical High School in New York, Huggins is pursing a bachelor’s degree from the University Of Maryland Eastern Shore in Construction Management Technology. He completed an internship as an assistant project engineer at Gateway Grand in Ocean City and has roofing experience.

SVN-Miller receives recognition

Despite the many negative reports describing the state of the real estate industry, Sperry Van Ness – Miller Commercial Real Estate, based in Salisbury, reports sales for 2008 slightly higher than 2007. SVN-Miller has the largest market share of any other SVN office and was the top East Coast firm for the second

year. Four of SVN-Miller advisors made 2008’s top 100 list for Sperry Van Ness International: Henry Hanna, CCIM, SIOR, #15; John McClellan, CCIM, #32; Brent Miller, CCIM, CPM, #69; and Bradley Gillis, CCIM, #83. They rank in the top 8% of the 1,000 SVN advisors worldwide. Brent Miller, managing director of SVN - Miller states that “the outlook for ’09 will be strong as sellers become realistic about pricing.” When this happens, volume will increase each month as property prices decrease.

Rogers helps area farmers

Berran Rogers Jr. recently joined the Maryland Cooperative Extension at the University of Maryland Eastern Shore as the project director of the Small Farm Outreach and Technical Assistance Program. Rogers spent many summers on his grandfather’s farm where he first learned what hard work really is and the Rogers value of an honest day’s work. Roger’s grandfather was a small-scale, vegetable producer. In 1992, Rogers left home to attend Virginia State University in Petersburg, Va., where he majored in agriculture business. With no intentions of pursuing a career in agriculture, Rogers did not yet realize that this field of study would provide so many opportunities. After graduating from college, Rogers accepted a position working as an agriculture management agent for the Cooperative Extension Program at Virginia State University. After working with the program for five years, he advanced to field coordinator. When the opportunity arose for Rogers to work on a similar project at the University of Maryland Eastern Shore, he did not let it pass. In just the first year, Rogers re-established partnerships with the Department of Natural Resources, the USDA-Natural Resource and Conservation Service and the USDA-Farm Service Agency. Rogers submitted a proposal and was awarded a $100,000 grant from the USDA-Risk Management Agency to implement a community outreach and partnership project that provides informational opportunities and strategies to help farmers make sound risk management decisions. This year Rogers is in the process of planning several forestry and conservation tours, on-farm demonstrations to promote alternative agriculture and diversification, a direct marketing farm bus tour for agriculture producers interested in expanding their markets, and the Small Farm Conference slated for Nov. 6 and 7.

Business Journal

• April 2009


UMES and IBM launch new business partnership Innovation and technology met at the University of Maryland Eastern Shore (UMES), where IBM in partnership with UMES launched an “Enterprise System z” IT curriculum infusion program recently with some 60 students in attendance. IBM has partnered with the university to grant UMES students access to leading-edge technology, courseware and certification training programs based on open standards (both software and hardware platforms) and IBM proprietary technologies. The goal of the initiative is to provide students with the latest IT curriculum, thereby providing them with the skills to compete for lucrative (new) 21st century job opportunities available, in the $60,000(+) range, with various IT companies nationwide. Beginning in the fall of 2010 UMES will provide interdisciplinary courses in enterprise systems (mainframe) basics and system testing. After completing the courses, students will be prepared for internships, co-ops or full-time opportunities within IBM as well as with other Fortune 500 companies that use IBM System z machines.

In preparation for the curriculum infusion, UMES instructors have the opportunity to attend a free enterprise systems training class, hosted by IBM in Poughkeepsie, N.Y. in June. To promote System z awareness and connect students, IBM has created a System z profile on Facebook (keyword: systemz mainframe). Also available on Facebook, students can join the “System z on campus” community for school specific events or details for learning, promoting and building a career in IBM’s System z. “The fastest-growing and most lucrative jobs emerging out of our new economy will require highly skilled workers with interdisciplinary skills across business, technology and social sciences,” said John Thompson, retired IBM executive, president of Mobile Collaborative Education and curriculum infusion consultant to UMES. “Industry will be seeking IT industry professionals who can develop innovative solutions while analyzing social, financial and technical impact.” For more information, call 410-6516067.




Parking Structures

Multi-Family Residential





Construction Management

Mixed Use

Pre-Construction Services




Tenant Fit-Out


Custom Residential


Standing from left are Dr. Ayodele Alade, professor and dean for the School of Business and Technology, UMES; Dr. Gurdeep Hura, chair for the Department of Math and Computer Science, UMES; Damyon Thompson, project manager, cloud computing customer engagements, IBM; Don Resnik, System z client skills manager, IBM; William (Bill) Lawrence, senior diversity program manager, IBM; Quentin Johnson, interim vice president for student life and enrollment management, UMES; Gains Hawkins, vice president for institutional advancement, UMES; John Thompson, president, Mobile Collaborative Education Consulting; and Ramon Harris, president, Harris Solutions Services, Inc. Seated from left are Mrs. John Thompson; Dr. Thelma Thompson, president, UMES; Shari Thompson, development engineer, IBM; Shelia Bailey, dean for library sciences, UMES; and Dr. Gladys Shelton, dean of the School of Agricultural and Natural Sciences, UMES.

Simplified communication management.

Anytime, anywhere.

Change for the Better … with Unified Communications from Mitel Managing the volume and complexity of communications isn’t an easy task for any business these days. Keeping multiple locations, mobile employees, different devices and demanding customers connected is even harder. But it doesn’t have to be. Change the way your business communicates for the better with Mitel’s Unified Communications solutions. Mitel Unified Communications solutions bring together powerful features like presence management, conferencing, instant messaging and chat – and collaboration tools like document sharing and remote support – to help you communicate. Simply and seamlessly … however and wherever you do business.


With unmatched reliability and scalability, our Unified Communications solutions can improve your overall business performance and help you: • • • •

Increase productivity Enhance customer service Reduce costs Generate more revenue

Change the way you communicate. Put Mitel to work for you. For ways to better manage your communications, visit Telewire Inc. at, or call 410-749-2355.


Business Journal

• April 2009

Business Journal Advertising Index The following Directory of Business Journal advertisers provides quick reference for your convenience. The number appearing before the name of the business refers to the page number where the ad appears in this edition of the Journal.

22 De Tech Expo. . . . . .-543-8200 17 Salisbury Festival. . . 749-0144

Architecture / Engineering 9 AWB. . . . . . . . . . . . . 742-7299

Communications 10 Comcast Spotlight . . 341-8950

Financial 34 AmCorp Mgmt . . . . . 742-1904 2 Bay National Bank . . 334-3636 18 H&R Block . . . . . . . . 548-7699 36 PNC . . . . . . . . . .888-762-6226 7 PNC . . . . . . . . . .888-762-6226 5 Shore Bank . . . . . . . 543-2600 34 Wachovia . . . . . . . . . 548-5400

Construction 15 Harkins Builders. . . . 750-2600 33 Southern Builders . . 341-3800

Furniture 34 DCL Office . . . . .410-758-4387

Automobiles & Services 20 Pohanka. . 1-877-4-POHANKA

Copiers 19 Automated Copy Systems 749-6251 Education 27 Wor Wic . . . . . . . . . . 334-2815 Events

Farm & Garden 9 Farmers & Planters . 749-7151

Health 8 Accurate Optical. . . . 749-1545 21 Apple Discount Drugs 543-8401 15 Aquacare . . . . . . . . . 548-7600 19 PRMC . . . . . . . . . . . 548-2700

Do You Have Questions About

Retirement Plans & Investments ? Call today for information Timothy A. Gonzales, AAMS® Financial Advisor 410-548-5400 ext 305 800-568-5408 1131-A South Salisbury Blvd. Salisbury, MD 21801

Securities and Insurance Products: NOT INSURED BY FDIC OR ANY FEDERAL GOVERNMENT AGENCY - MAY LOSE VALUE - NOT A DEPOSIT OF OR GUARANTEED BY A BANK OR ANY BANK AFFLILIATE Wachovia Securities, LLC, Member SIPC, is a registered broker-dealer and a separate nonbank affiliate of Wachovia Corporation. ©2008 Wachovia Securities, LLC

Heating & Air Conditioning 10 Mid-Atlantic Heating. 546-5404 Insurance 27 Avery Hall. . . . . . . . . 742-5111 9 HK&T . . . . . . . . . . . . 749-0116 16 ISG. . . . . . . . . . .800-336-5659 Jewelry 3 Kuhn’s . . . . . . . . . . . 742-3256 20 Robinsons . . . . . . . . 546-0817 Lodging 6 Courtyard by Marriott 742-4405 23 Sleep Inn Salisbury . 572-5516 Mailing 21 Mail Movers . . . . . . . 749-1885 Paving 17 Chesapeake Paving & Sealing, Inc. . . . . . 742-2330 Real Estate

35 Sperry Van Ness . . . 543-2440 Restaurants 30 Saladworks . . . . . . . 572-6170 Screen Printing 13 Chesapeake Screen Printing . . . . 749-7660 Services 4 Peninsula Construction 749-4072 Technology 33 Telewire . . . . . . . . . . 749-2355 Utilities 32 Choptank Electric. . . . . . . . . . . 8 Sharp Water. . . . . . . 742-3333 Inserts Chem-Dry

BusIness Owners and selF emplOyed

Increase Financial Gains!

Each year we help our clients locate and recover millions of dollars in expenses. Office Lease Auditing - Over 80% of commercial tenants are found to be overcharged

Cost Segregation Services - Accelerate and increase depreciation by segregating real and personal property

Call me today for a free analysis! Wayne Borrmann

Business strategist


SaliSbury, MD

Business Journal




$12.00/Sq. Ft. $599,900


$930/Mo. NNN

• 4,807 Sq. Ft. Medical/Office • 9,632 sq. of ft., two buildings, heatedSpace and cooled • 3 Offices withplenty Windows • 2.54 acres, of room to expand • 7 Exam Rooms & Cabinets • Includes office,w/Sink warehouse, and open space • Rare opportunity at 4 $599,900 • 3 Nurses Stations & Restrooms

sizes from 1.05-5.63 Acres • 1,250Lot Sq. Ft. Office Space • 2 •Offices Route 13 frontage • Open Work & Kitchenette • Town waterArea & sewer • Common • Private Bathstorm withwater Shower

Contact Wesley Cox, CCIM henry hanna, SIOR, Contact: Brent Miller, CCIM ororRick Tilghman, CCIMCCIM MLS # 427617

Contact JohnMiller, McClellan, Contact: Brent CCIMCCIM or Rick Tilghman, CCIM MLS # 438162












ContactHanna, John McClellan, CCIM Henry CCIM, SIOR MLS #427361


$2,800,000 $349,000 or $9.00 PSF

•• FAA Hanger Bldg. w/6T Hangers 4,000Approval, sq. ft. freestanding retail/warehouse bldg •• 2Route Grass 13Runways frontage 3150' and 2300' Entire building heatedEquipment & cooled & Mowers •• Includes all Shop • Also available for lease

Contact John McClellan, CCIM Henry Hanna, CCIM, SIOR MLS #427047



1809 NoRtHWooD DR.








Lots from 2.63 – 20.8 Acres




• 8,000 Sq. Ft. Retail Building on 2.73 Acres • Enterprise Zone • Room to Expand Existing Building Size • No City impact fees in phase 1 • Flexible floorplan • Great access to Route 50 & Bypass • Highly on& US RouteMill 13Rd. Northbound • LocatedVisible at Rt. 50 W. Naylor

200 EASt VINE St


• April 2009






$1,275,000 $6.50/PSF

• Manufacturing/Warehouse • Stand alone 5000 sq. ft. building • Pre-Engineered Steel Face • Office/Warehouse withwith highSplit ceilings Block Office; Clearspan w/20’ Ceilings • Central Salisbury location • Paved Parking and Truck Area • Leased with or without furniture • Multiple Doors • Built inDrive-Thru 2005 Contact: JohnBradley McClellan, CCIM Contact Gillis, CCIM MLS #551363


$5.50/Sq. Ft. $14/PSF

• 2 Warehouse Units Available $3.50 psf • Adjacent to Peninsula Regional Medical Center • Drive-In • Class ADoors space and Truck Dock • PlentyTown of parking • Zoned of Delmar Light Industrial • Ready toinoccupy • Located the G&M Sales Complex • Join 21st Century Oncology

Contact: John McClellan, CCIM Contact Bradley Gillis, CCIM MLS #437628, 438370



From $225,000 Per Acre $7.50/Sq. Ft. Sale/$25,000 Yr Lease • •5,000 Sq.only Ft.mall Office/Warehouse Join the on the Eastern Shore • •Warehouse 2 Roll-Up 15,000 sq. ft. Features – 2.98 acres available Doors & •Parts StableRoom urban market • •2Unusually Private Offices and Conference Room large trade area in MD, VA, DE. • •Last Unit in tenant Complex Strong retail mix Contact: John McClellan, Contact Bradley Gillis, CCIM CCIM MLS #437339


$2,660/month • 4,560 +/- sq. ft. of office/warehouse$475,000 space available • 10,000 Office/Warehouse Flex Building • Newly renovated! Full General Zoning • •16’-18’ ceilings inCommercial warehouse w/2 10X12 •roll-op Fenced Yard Area doors • •Additional 2,600 sq. ft. fenced-in area in For Lease @ $+/5.50/Sq. Ft. of warehouse •back Convenient Location Just Off RT 13 Contact Brent Chris C. Miller, CCIM,CCIM CPM or Rick Tilghman, CCIM Contact: Peek,

MLS # 427375







L $12.00/Sq. Ft.

Starting at $750/month

• 1,283 Sq. Ft. Professional Office Space • 1,000-1,250 sq. ft. office available • 3 Offices, Reception Area,units Large Open paved parking lot Area• Private & File Room • Located Restroom at the cornerand of Route 13 Storage and • Kitchenette, Lots of Edgemore Ave. • End Unit Located in Winter Place Bus. Park • Pylon sign on Route 13 for excellent visibility! Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Contact Brent C. Miller, CCIM, CPM or Rick Tilghman, CCIM MLS #439632

$18.50/Sq. Ft. • 1,600 Sq. Ft. Medical Office Space in Starting at $650/month Class A Medical Facility • 1,050-1,350 sq. ft. office/retail space available • On• Open Atlantic Hospital’s Campus floorGeneral plans • 3 Exam Rms., Break & Chart Rm., 2 Nurse • Private paved parking lot Stations, Office, Reception Waiting Areas • Additional parking in rear of&building Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Contact Brent C. Miller, CCIM, CPM or Rick Tilghman,CCIM MLS#441004

$7.50/Sq. Ft. • 13,000 Sq. Ft. $2,500/month • 24 Ft. High Ceilings; 14x10 Ft. Door • 2,500 +/sq. ft. retail/office space available • Sprinklered Glass frontage with open floor plan • ••Separate ADA bathrooms high visibility with 24,500+ cars per day • •Great Flex Located on Space! Route 13 Contact: Chris Peek, CCIM Contact Brent C. Miller, CCIM, CPM or Rick Tilghman,CCIM MLS #436513

$995,000 • 22,500 Sq. Ft. on 5 Acres • Truck Dock & Drive in Access ••2,600 sq. ft. unitPaint in Pecan Square Shopping Sprinklered; & Sanding Booths Center off Nanticoke Rd. • Open floor plan •Contact: NEW DELI OPENING SOON! Chris Peek, CCIM MLS#429528

Contact Brent C. Miller, CCIM or Rick Tilghman, CCIM

Sperry Van Ness–Miller Commercial Real Estate (410) 543-2440 206 East Salisbury, MD 21801 View allMain of ourStreet listings• at 410.543.2440 206 East Main Street • Salisbury, MD 21801

302.846.9908 38375 Old Stage Road • Delmar, DE 19940 302.227.0768 55 Cascade Lane, Suite C • Rehoboth Beach, DE 19971

Built for Better Results.

Sperry Van Ness is a registered trademark of Sperry Van Ness International Corporation. This location is independently owned and operated.


Business Journal

• April 2009

Your life is an exciting adventure story. Let us help write the next chapter.

Success doesn’t come easy. You’ve worked hard for what you have. At PNC, we understand the wealth you’ve earned isn’t an end in itself. It’s simply a way to help you take on your next challenge. That’s why our highest priority is to thoroughly understand your situation. And help guide you on your journey ahead. CaLL 1-888-762-6226 or VIsIt

Trusts & Estates | Wealth & Retirement Planning | Investment Management | Private Banking Services

The PNC Financial Services Group, Inc. (“PNC”) provides investment and wealth management, fiduciary services, FDIC-insured banking products and services and lending and borrowing of funds through its subsidiaries, PNC Bank, National Association and PNC Bank, Delaware, which are Members FDIC. PNC does not provide legal, tax or accounting advice. ©2009 The PNC Financial Services Group, Inc. All rights reserved. Investments: Not FDIC Insured. No Bank Guarantee. May Lose Value. ADV PDF 0309-015

Salisbury Business Journal  

April 2009 edition - The monthly Salisbury Business Journal offers vital information on commercial enterprises on the Lower Shore. The Journ...

Salisbury Business Journal  

April 2009 edition - The monthly Salisbury Business Journal offers vital information on commercial enterprises on the Lower Shore. The Journ...