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Business Journal PO Box 510 Salisbury, MD 21803-0510

The Regional Chamber Newsletter

Vol. 16 No. 8

Dedicated to the Principles of Free Enterprise

March 2013

SACC awards deadline is March 22


Agri-Business alive and well on Delmarva Peninsula and there are some new opportunities. Pages 13-21

Airways merger

US Airways merges with ‘giant’ American Airlines Page 11


Peninsula Regional invites everyone to a HealthFest. Page 25

INSIDE Business Mix............................... 27 Business Directory.................28-29 Calendar........................................ 7 Education ................................... 26 Health.......................................... 24 Investing...................................... 30 Membership Renewals................ 12 Member Spotlights................10, 19 New Members............................... 6 Patron Spotlight............................. 8 Personnel File............................. 22 SACC Committees...................... 10 Salisbury University..................... 27 Viewpoint....................................... 3

Salisbury Area Chamber of Commerce Patrons

There will be something for everyone at the 31st Annual Salisbury Festival on April 26-28, in Downtown Salisbury & Riverwalk Park. Visit for more information. Presented by Toyota and Clear Channel Media & Entertainment.

31st annual Salisbury Festival is April 26-28

Mark your calendars for the 31st Annual Salisbury Festival, scheduled for April 26-28, in Downtown Salisbury and Riverwalk Park. This family-oriented festival highlights Downtown Salisbury, showcases locally owned businesses, helps non-profits raise money, and is a way for the community to come together and celebrate spring. With a carnival, car show, arts and crafts, food, block party by the river, entertainment and so much more, there will be something for everyone. The festival’s website,, will be updated regularly with new events and activities. The 2013 Salisbury Festival is presented by Toyota and Clear Channel Media & Entertainment. Toyota and

Clear Channel Media & Entertainment have partnered with the chamber to celebrate the Salisbury community and the local traditions through the festival. As the 2013 presenting sponsors, they will help deliver an exciting weekend of family fun and entertainment. Continued to page four

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


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• Class Sq. A Office BuildingBuilding for Lease on 2.73 Acres • 8,000 Ft. Retail • Space to available fromExisting 4200 - 9500 SF • Room Expand Building Size • High Visibility/Great • Flexible floorplanAccess • Excellent Finishes

• Highly Visible on US Route 13 Northbound Contact John McClellan 410-543-2440 Henry Hanna, CCIM, SIOR MLS #427361



• Waterfront lot FAA Approval, ••Commercial ZoningHanger (CBD) Bldg. w/6T Hangers 2 Grass Runways 3150' and 2300' ••Office or condo/apts ••Parking already placeEquipment & Mowers Includes all in Shop • Had dock approvals Rick Tilghman, CCIM 410-543-2459 Henry Hanna, CCIM, SIOR

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• 1200 to 2500 SF available • Brand New HVAC • Directly across from the government office building $1200/month $1,275,000 • Manufacturing/Warehouse • 2,400 SF office warehouse $3.50 psf • Large overheadSteel door - with 14 footSplit clear span • Pre-Engineered Face Block Office; Clearspan w/20’Industrial Ceilings • Convenient Central Northwood Park • Pavedlocation Parking and Truck Area • 10 parking spaces Doors • Multiple Drive-Thru Contact: John McClellan, CCIM Contact Chris Peek, CCIM 410-603-9112 MLS #551363



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$585,000 • 1,283 Sq. Ft. Professional Office Space • 3000 SF • 3 Offices, Reception Area, Large Open Area• Built & File Room in 2008 • Professional/medical • Kitchenette, Restroomoffice andspace Lots of Storage City utilities, no city taxes Place Bus. Park • End•Unit Located in Winter • Owner finishCCIM spaceorwith finishes Rickstandard Tilghman, CCIM Contact: Brentwill Miller, Chris Davis 410-543-2440 MLSContact #439632

$5.50/Sq. Ft. • 2 Warehouse • 280 acre farmUnits Available • 240 acres are tillable • Drive-In Doors and Truck Dock • Two center pivot irrigation systems • Zoned Town of Delmar Light Industrial • Located in the G&M Sales Complex Contact: John McClellan, CCIM Contact Ben Alder 410-543-2440 MLS #437628, 438370




$18.50/Sq. Ft. $885/month plus utilities

• 1,600 Sq. Ft. Medical Office Space in • TwoAadjoining nice office/retail spaces Class Medicalvery Facility $3.50 psf • Located close to SU and Milford St. • Onmedical Atlantic General Hospital’s Campus offices • 3 Exam Rms., Break & Chart 2 Nurse • Two different floor plans approx Rm., 1250 SF each Stations, Reception Waiting Areas • Plenty Office, of free parking & easy&access to Rt.13 Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Contact Bill Moore 410-543-2440 MLS#441004

$7.50/Sq. Ft. • 5,000 Sq. Ft. Office/Warehouse • Warehouse Features 2 Roll-Up Doors & Parts Room • 2 Private Offices and Conference Room • Last Unit in Complex Contact: John McClellan, CCIM Starting at $600 MLS #437339




• Route 50 signage/visibility

• Full General Commercial Zoning • Fenced Yard Area • For Lease @ $ 5.50/Sq. Ft. Contact Bradley Gillis,Location CCIM 410-430-6838 • Convenient Just Off RT 13 Contact: Chris Peek, CCIM or Joey Gilkerson 443-880-6055 MLS # 427375


$7.50/Sq. Ft. • 13,000 Sq. Ft. Lease: $1,500/month • 24 Ft. High Ceilings; 14x10 Ft. Door • 2,315 SF office/retail building for lease • Sprinklered • High traffic - corner location • Separate • Open spaceADA offersbathrooms flexibility • Great Flex Space! Contact: Chris Peek, CCIM Contact Henry Hanna or Wesley Cox 410-543-2440 MLS #436513


• 1st floor storefront units • 10,000 Office/Warehouse Flex Building

$995,000 • 22,500 Sq. Ft. on 5 Acres • Income Producing $225,000 Truck Dock income & Drive in Access •• $35,724/yearly Paint & Sanding Booths •• 2Sprinklered; Offices and 4 apartments • Located in the Central Business District across from the court house

Contact: Chris Peek, CCIM

Contact Henry Hanna or Wesley Cox 410-543-2440 MLS#429528

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

410.279.9145 1542 Briarcliff Rd. | Annapolis, MD 21012 301.526.2594 1 Dudley Court | Bethesda, MD 20814 301.432.5466 19239 Shepherdstown Pike, P.O. Box 60 | Keedysville, MD 21756

Built for Better Results.

Sperry Van Ness is a registered trademark of Sperry Van Ness International Corporation. All Sperry Van Ness® Offices Independently Owned and Operated.

Business Journal • March 2013


Dare to dream big for the future of Downtown Salisbury By Ernie Colburn Past President and Interim Executive Director

Over the years, much has been said about the revitalization of downtown Salisbury. First, develop a three Someone asked me the other to five minute DVD for day, “what do you see for downtown?” Downtown Salisbury repMy response was “I don’t resenting the future. see what’s downtown now, I see what could be our downtown.” Envision a neat and First, develop a three to five minute cleaned-up river walk area from Mill DVD for Downtown Salisbury representStreet down to Business Rt. 13, with picing the future. Second, establish a list of nic areas for families and shiny stainless key categories of businesses we’d like to steel hot dog carts with candy striped umbrellas. Self-propelled paddle boats on see come to downtown, and third, target and market professionally. the river. Trolley type motorized vehicles Next, the city and county need to running a shuttle service loop from the work in tandem on taxation of new busipaid parking lot around and down Main nesses. Going through the hard process Street. Both sides of Main Street pepof marketing new businesses to our area pered with specialty shops appealing to only to have them pinned to the wall various age demographics. An ice cream from the start through taxation creates shop, restaurants/bars that cater to the guaranteed small business failure. I’d young professionals in our community as ask the city and county to consider some well as the 40+ demo. A cultural center type of “reverse taxation” tied to the for the arts which could be expanded first and subsequent years profit and loss should the Fitzwater Street property next statement for each business. Same can to the marina come to fruition. Bottom line, in order for this approach be said to the landlords downtown. Start low on rent to help your space stay filled. to work, Downtown Salisbury needs to One hundred percent of something is betbecome a “destination” - a reason for ter than 100% of nothing. You can grow people to go downtown not just for a specific event but on a regular basis. your tax base as these small businesses

ramp-up for success. We are so fortunate here on the lower shore, our infrastructure is already in place. We have the second largest port in Maryland; an excellent regional airport facility; the convergence of Routes 13 and 50 over the road transportation; a very serviceable railroad system in place; an outstanding medical facility in PRMC and higher education institutions with Salisbury University, University of Maryland Eastern Shore and Wor-Wic Community College. That being said, we can’t tax ourselves to success; we need to expand our business base thus increasing the tax base over years. I know, you’re saying here we go, he’s looking through “rose-colored glasses.” No, I’m not. I was a successful small business owner/operator for over 10 years and in addition to state/county/ city, I was top-side regulated by the federal government. So, let’s put our collective minds together. Get creative. Be proactive instead of slamming the door in the face of a new business and employment opportunities. This is the only way we can grow our base in the city and county moving forward. Create an incentive - have our higher education institutions look at “curriculum realignment” to educate our people to fill those jobs that go unfilled due to lack of education qualification. Let’s keep

our young people here after college and eliminate the “brain drain.” Simply put, we need to stop the political posturing and get on with the business of doing business for the betterment and growth of all in the City of Salisbury and Wicomico County. Happy anniversary Salisbury Area Chamber of Commerce! March 4 marks the 93rd anniversary of the Salisbury Area Chamber of Commerce. As reported in “The Wicomico News” in 1920, Fred P. Adkins was elected the chamber’s first president. The headlines further stated, “Board of Directors includes 50 well known business men. Annual dues $50.00. Will probably employ a trained secretary. Other Officers to be elected in near future.” In the next several months the chamber will be establishing its 100th Anniversary Committee. It is expected that throughout the 100th anniversary year of 2020, many events will take place in recognition of this milestone. The chamber continues to passionately defend the right of the business community to speak freely and participate in the politics and public affairs of our democracy without fear, intimidation, or undue regulation. The chamber will proudly and vigorously represent the business community in all of the great debates that lie ahead. Happy Anniversary Salisbury Area Chamber of Commerce!


DELMARVA Salisbury-Wicomico Magazine 2013

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

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

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

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

Payment Options Available Salisbury Area Chamber of Commerce members receive a 10% discount

Salisbury Area Chamber of Commerce 144 East Main Street, Salisbury, MD • Phone: 410-749-0144 • Fax: 410-860-9925 email: • Website: 302-629-9788 Photo by Michael Perry

Business Journal • March 2013


Annual Salisbury Festival Continued from page one

The Riverwalk Friday Night Block Party (sponsored by Pepsi) takes place from 4 to 11 p.m. on Friday, April 26, with food, drinks, carnival rides, games and lots of fun for the entire family. The opening ceremony will start at 6 p.m. which includes a ribbon cutting to kick off the weekend’s festivities. Saturday morning the 8th Annual Ben Layton 5K Run/Walk to benefit The Leukemia & Lymphoma Society will be held at the Salisbury Zoo. Registration will begin at the east entrance of the zoo at 8 a.m. with the race starting at 9 a.m. Saturday’s festivities will also include the always popular Park & Flea market in the parking lot in front of the State Office Complex off of Route 13. This market offers something for everyone including antiques, collectibles, yard sale items, produce, plants, and much more.

Lower Shore Chambers of Commerce Chamber Berlin Crisfield Delmar Fruitland Ocean City Ocean Pines Pocomoke City Princess Anne Salisbury Snow Hill

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

Key contact Aaren Collins Valerie Howard Diane Johnson Tina Callery Melanie Pursel Elizabeth Kain-Bolen Jennifer Raster Becky Robinson Ernie Colburn Dwayne Mease

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

Members 200 120 71 65 850 300 150 105 800 70

Fax 410-641-3118 410-968-0524

410-213-7521 410-641-6176 410-957-4784 410-651-5881 410-860-9925 410-632-0200

* Basic annual membership cost.

Stop by to watch local performance groups and then stroll through the Arts on the Plaza on Saturday and enjoy the local crafters and artisans. Main Street Marketplace will include dozens of local non-profit organizations and commercial exhibitors with displays and activities. The popular classic car show hosted by the Wheels That Heal Car Club will also take place on East Main Street from 9 a.m. to 3 p.m. on Saturday. As always, enjoy a taste of the Eastern Shore by sampling food from our many local food vendors. The Shore Fresh Growers Farmer’s

Market will also be set up from 10 a.m. to 4 p.m. near East Main and Division Street. Local growers/producers will have various fresh seasonal produce, homemade jams & salsas, soy candles, herb plants, fresh baked goods, and more. New this year will be an International Beer Festival on Saturday, April 27 from 4 to 8 p.m., in Riverwalk Park. Sample and learn about dozens of beers from around the world! Music by On The Edge also from 4 to 8 p.m. Saturday. Tickets for the International Beer

Festival are $25 per person prior to the event and $30 per person at the door. There is still space for commercial, arts and crafts and non-profit vendors for this event. Or, become a part of this community tradition by sponsoring a portion of the festival. We are also seeking volunteers to assist during the festival. For more information on the Salisbury Festival, visit, or call the Salisbury Area Chamber of Commerce at 410-7490144.

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Business Journal • March 2013




Greg Bassett

Individual member Business management professional specializing in communications, publishing, customer service and manufacturing.

Clearent Merchant Processing

Rep: Michael Oxbrough 29338 Piney Neck Rd. Dagsboro, DE 19939 302-858-7818 877-801-1042 - fax When it comes to credit card payment processing, Clearent was built to be different. We combine leading edge technology with a passion for customer service, streamlined PCI compliance and proprietary tools that help you increase profits and boost your business.

Daniel Martin/State Farm Insurance Rep: Daniel Martin 1205 Pemberton Dr. Ste. 103 Salisbury, MD 21801 410-742-8141 Insurance and financial services products. Our mission is to help people manage the risks of everyday life, recover from the unexpected and realize their dreams.

Eyefit Vision Center

Rep: Bertram Devonald 2657 N. Salisbury Blvd. Ste. 104 Salisbury, MD 21804 410-742-6148 410-219-3654 - fax Your eyes never had it so good. At EyeFit Vision Centers, we know there’s no substitute for personal attention – in the exam room and during the eyewear selection process. This is why we take the time to get to know your lifestyle, preferences and general state of health to examine your eyes. We create eyewear customized to your unique needs. Fashionable or funky? Function versus form? We have what you need.

Flaming Grill & Buffett

Rep: Terry Linn 2640B N. Salisbury Blvd. Salisbury, MD 21801 410-219-1122 410-219-1124 – fax The largest and most elegant Chinese, Japanese, and American cuisine restaurant in the area. Lunch and dinner buffets; Monday through Saturday, and Sunday – all day dinner.  Opening soon.

Hagerty Collector Car & Boat Insurance

Rep: Bradley Phillips 5382 Nithsdale Dr. Salisbury, MD 21801 615-945-6994 We may sell insurance, but we live classics. It’s all about passion. Over the last 25 years, we’ve grown to be the global leader for collector car and boat insurance. But we’re still just a family business built on love for the hobby. Our passion drives us to keep improving our product, and to keep giving our clients the best service imaginable. People trust us with their most prized possessions because we get it. It’s all about memories and dreams: the ’69 Camaro you’ve wanted since you were a kid. The Chris Craft boat you inherited from your granddad. The vintage Triumph motorcycle you used to impress your future wife. We protect the physical connections to the best moments in life.

Massage Envy Spa

Rep: Maisy Bailey 2657 N. Salisbury Blvd. Ste. 105 Salisbury, MD 21804 410-677-3689 410-334-2796 - fax Two ways to rejuvenate. One convenient location. At Massage Envy Spa, massage therapy and facials go beyond relaxation. These time-honored services not only relieve stress and treat physical conditions; they also provide physical and emotional benefits. The mission of Massage Envy Spa is to make customized massages and healthy skin facials available to everyone. With affordable spa memberships, flexible hours and convenient locations, Massage Envy Spa is an accessible alternative to traditional day spa massage therapy and facial treatments.  

National Kidney Foundation of Maryland

Rep: Lydia Foxwell 24771 Woods Dr. Denton, MD 21629 443-235-8407 The National Kidney Foundation of Maryland is dedicated to preventing kidney and urinary tract diseases, im-

proving the health and well-being of individuals and families affected by these diseases, and increasing the availability of all organs for transplantation. Referred by Michelle Marriner

Primo Plumbing Services

Rep: Jim Mahoney 6022 Rockawalkin Rd. Salisbury, MD 21801 443-783-0439 To provide service and installation of plumbing services for residential and commercial clients. Referred by Lucretia Mahoney


Rep: Michael Dreiseidel 308 Wallman Way Stevensville, MD 21666 443-573-6965 443-574-3400 - fax Windstream Corporation is a leading provider of advanced network communications, including cloud computing and managed services, to businesses nationwide. The company also offers broadband, phone and digital TV services to consumers primarily in rural areas. Call 410-749-0144 to learn more about the Chamber of Commerce.

Business Journal • March 2013


Calendar of Events

Salisbury Chamber

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

Council Forum, Mister Paul’s Legacy Restaurant, noon.

Wednesday, March 6 - Young Professionals Committee, Chamber Business Center, 4:30 p.m.

Thursday, March 21 - Business After Hours, Chesapeake Massage & Body Work, 5 p.m.

Wednesday, March 6 - Salisbury Festival Committee, Chamber Business Center, 4:30 p.m.

Monday, March 25 - Executive Committee, Chamber Business Center, noon.

Thursday, March 7 - Beautification Committee, Chamber Business Center, noon

Tuesday, March 26 - Green Team Meeting, Chamber Business Center, noon.

Thursday, March 7 - Business After Hours, TradeIt! Salisbury, 5 p.m.

Tuesday, March 26 - Salisbury City Council and Mayoral Debates, Wicomico Room, Guererri Center, Salisbury University, 7 p.m.

Friday, March 8 - Executive Committee, Bob Evans Restaurant, 8 a.m. Tuesday, March 12 - Membership Committee, Chamber Business Center, noon Thursday, March 14 - Legislative Committee, Wor-Wic Community College, Hazel Student Center, Room 302, 8 a.m. Thursday, March 14 - Technology Committee, Pemberton Coffee House, 9 a.m. Monday, March 18 - Workforce Development Committee, Chamber Business Center, noon Tuesday, March 19 - Budget & Finance Committee, Chamber Business Center, noon. Wednesday, March 20 - Business Affairs Committee, Chamber Business Center, 8:30 a.m. Wednesday, March 20 - Salisbury Festival Committee, Chamber Business Center, 4:30 p.m. Thursday, March 21 - General Membership Luncheon and Mayoral and City

Wednesday, March 27 - Board of Directors, Chamber Business Center, noon. Thursday, March 28 - PR & Marketing, Chamber Business Center, noon.

Free solar energy seminar

On Thursday, March 21, The Salisbury Area Chamber of Commerce will host a free Solar Energy Seminar from 8:30 to 11:30 a.m., in the Chamber Business Center located at 144 E. Main St., Salisbury. The seminar is presented by chamber members Tri-County Electrical, SM Dell and RER Energy Corp. Learn how to obtain over 80% of your solar project costs from federal and state incentives, bonus depreciation, and other programs. This seminar will include best practices for implementing solar electric systems for commercial, industrial and agricultural enterprises, and will benefit business owners, and those who are responsible for managing electric energy systems and associated costs.  Seating is limited, so contact Steve Dell at 302-956-0099 to reserve your seat.

Affordable Business Systems We specialize in making technology affordable & user friendly

• Copiers • Printers • Fax Machines • Sales • Service • Supplies • Special Programs for Non-Profits • Special Programs for New Businesses 119 Fulton St., Salisbury MD



Business Journal • March 2013

Pool Tech, Inc. family owned and operated for 30+ years

Arthur S. Lazerow, second from left, board chairman, Triea Systems LLC, and Matt McDaniel, second from right, director, Poultry Division, Triea Systems LLC, receive the commemorative check after being named first place winners in the inaugural Eastern Shore Business Plan Competition. Joining them are Mike Thielke, left, executive director of ESEC, and Hayley Gallagher, executive director of MCE, right.

Entrepreneurs receive funding A recent Harvard Business Review blog described “action” as what differentiates an entrepreneur from an inventor. Three Maryland entrepreneurs were recently awarded a total of $35,000 to turn their innovations into business enterprises on Maryland’s Eastern Shore. The startup cash and services were awarded through the inaugural Eastern Shore Business Plan Competition, presented by the Eastern Shore Entrepreneurship Center (ESEC) of Easton and Maryland Capital Enterprises (MCE) of Salisbury. The winners were announced at the Dorchester County Economic Development Technology Summit. The winners are: First place, receiving $20,000 in cash and services: Triea Systems, LLC of Bethesda Second place, receiving $10,000 in cash and services: Allegiance NanoSolutions of Baltimore Third place, receiving $5,000 in cash and services: Maryland Mycology of Easton Other finalists honored were: Cas-

cade Biotherapeutics of Washington, D.C., and Innovative Bios of Baltimore, who both received $1,000. As the top winner, Triea Systems LLC is eligible to compete as a semifinalist in the General Category of the InvestMaryland Challenge, vying for a top prize of $100,000. “We had a great response in this first year of the business plan competition. The quality of the applicant ideas was incredible. To be able to help bring these ideas into fruition has been rewarding, and is at the heart of what ESEC is all about,” says Mike Thielke, executive director of the Eastern Shore Entrepreneurship Center (ESEC). Registration for the 2013 business plan competition will open in the fall of 2013. For more information, contact Mike Thielke at 410-770-9330, mike@ or visit For more information about the winners, visit blogs/mce.

BUSINESS CENTER SOLD - Brent Miller, CCIM, CPM of Sperry Van Ness – Miller Commercial Real Estate announces the sale of Arlington Business Center located at 118-122 Arlington Rd., Salisbury. This 6,500 square foot building is comprised of five office spaces and an additional 1,500 square foot warehouse. Chris Davis, also of Sperry Van Ness – Miller Commercial Real Estate, represented the buyer and Brent Miller represented the sellers, Steve and Marcia Soulé. For more information on other available properties in the Salisbury area, contact Brent Miller at 410-5432440 or

Serving customers for over 30 years, Pool Tech, a family owned and operated company located on Beaver Run Drive in Salisbury, is one of the oldest and most experienced companies on the shore. Owner and President Bill Culver started Pool Tech in the late 1970’s. An honest and hardworking man, Bill has always prided himself on strong family values and a commitment to fairness and excellence to his customers and employees. He has passed on these beliefs to both his daughter and son who serve as vice presidents for the company. Jaime Toner, vice president of sales and design, is committed to offering clients the absolute highest quality and finest value in the industry. When designing a pool, Jaime will consider the style of your home, the desired location and sun exposure of the pool, access, and even the views from inside your home and from the pool and sitting areas. Creating the perfect ambiance involves blending the natural landscape characteristics with your home’s unique architecture, and balancing that with your family’s individual needs. Jaime

Patron Spotlight will accomplish all this within the parameters of your specified budget. This is the essence of Pool Tech pool design. Andrew Culver, vice president of service and renovations, is committed to implementing the quality that Pool Tech demands of its projects while maintaining timeliness, efficiency, and customer satisfaction. Andrew’s excellent customer service skills aid him in allowing clients to realize a smooth process for a large construction project in their backyards. Also benefiting clients are Andrew’s certifications from our equipment vendor and knowledge on properly operating the swimming pools and spas, remote systems, proper maintenance, service and renovation. This is the essence of Pool Tech service and renovations. For more information about Pool Tech, visit their website at www.

Choptank Electric Cooperative Proudly serving our members in all nine counties of Maryland’s Eastern Shore, 1938-2013.

Business Journal • March 2013



Chairman Jim Perdue joins Perdue associates in presenting a check for $271,788.17 to representatives of the United Way of the Lower Eastern Shore. Pictured from left are Gus Lebois, president of the board of directors of United Way; Jennifer Cannon, Perdue United Way campaign coordinator; Amy Wingate, Perdue United Way campaign coordinator; Jim Perdue; Kathleen Momme´, director of United Way of the Lower Eastern Shore; Amy Luppens, assistant director of United Way, and Jim Harstein, Wicomico County United Way campaign chairman.

Perdue supports United Way Perdue Farms’ associates joined Chairman Jim Perdue recently in presenting a check for $271,788.17 in support of the United Way of the Lower Eastern Shore. The contribution included associates’ pledges of $191,788.17, the single largest employee-generated contribution in the 68-year history of the organization.  Perdue’s contribution also included an $80,000 grant funded by the Arthur W. Perdue Foundation, bringing the local United Way closer to reaching its $1.55 million campaign goal for 2012. Perdue is the No. 1 contributor to the 2012 United Way campaign. Perdue associates have contributed more than $2.4 million to the campaign since 1994. Jennifer Cannon, Perdue campaign co-chairman, explained that a coordinated network of dedicated associates across Perdue facilities in Wicomico, Worcester, Somerset and Dorchester

counties helped spread the word about this year’s campaign. Cannon said this year’s campaign was bolstered by the grass-roots fundraising efforts organized by associates that raised more than $1,639 through raffles and luncheons.

Advance Auto Parts signs lease

Bradley Gillis, CCIM, a senior sdvisor with Sperry Van Ness – Miller Commercial Real Estate announces the former Floor Trader, a 10,000 square foot building located in Delmar, Del., will soon be occupied by Advance Auto Parts. An out of town broker represented Advance Auto Parts in the 10 year lease, and Bradley Gillis, CCIM represented the landlord. For more information about other available properties, contact Bradley Gillis, CCIM at 410-543-2440 or

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Business Journal • March 2013

Salisbury Area Chamber Committees


Ballroom Made Simple studio celebrates five years of dance Ballroom Made Simple, a Ballroom and Latin dance studio in Salisbury, celebrates 5 years of dance instruction in 2013. Instructor Pam Wood began her training to teach beginner ballroom classes in the fall of 2007. In April 2008 she launched her small business. Her first classes were held in a small church classroom in Salisbury. In August 2010, Wood opened her dance studio at 325 Snow Hill Rd. in Salisbury – a location that welcomes beginners and seasoned dancers looking for refresher lessons. The studio offers weekly group classes as well as private and bridal lessons by appointment. Wood teaches American Style Ballroom and Rhythm dances including Foxtrot, Waltz, East Coast Swing, Rumba, Cha Cha Cha, Salsa, Samba, Merengue and Tango. Over the past 5 years Ballroom

Member Spotlight Made Simple has been invited to dance and promote ballroom and social dancing at numerous community venues including Go Red, Atlantic General’s Vision’s Conference, and the Salisbury Wicomico Senior Services Center. Wood has also performed in the former Wellness Community’s Delmarva Celebrity Dance Off in 2009, 2010 and 2011. On Friday, May 3 she will host a ballroom dance for her students and the community. Follow Ballroom Made Simple on Facebook, Twitter, LinkedIn and YouTube.

Area Enterprise Zone expands Governor Martin O’Malley has announced that the state has approved the expansion of Baltimore City’s existing Enterprise Zone and the re-designation and expansion of the Salisbury-Wicomico Enterprise Zone, enabling these jurisdictions to provide businesses with income and property tax credits to help create and retain jobs. Last year, businesses located in the state’s 30 Enterprise Zones received $27.4 million in property tax credits, which have contributed to $2.38 billion

in capital investment in Maryland businesses over the past 10 years. “Maryland’s Enterprise Zones are one of our most powerful tools to help revitalize communities by sustaining existing businesses and attracting new businesses that create and retain jobs,” said Governor O’Malley. “The expansion of the Enterprise Zones in Baltimore City and Salisbury-Wicomico County will help spur development so these communities can better compete and win in the new economy.”

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Great Salisbury Cleanup. It will be a day when we want individuals, civic groups & clubs, neighborhood associations, and teams of friends who hate litter to help clean up our town. Saturday, April 13, 2013 will be that day; from 9 a.m. to noon. Contact the Chamber office for more details, a poster, and volunteer forms. In conjunction, The Chamber’s Eastern Shore Leadership Network will be holding its 4th annual “Putting Ability To Work” day, when teams spruce up the Salisbury Zoo. A limited number of team sponsorships are being sought for that event and for more information on it contact Jackie Gast at 443-783-5787. Secondly, the group is researching and investigating the feasibility of creating a community garden in our area. We need help from the entire community to do The Great Salisbury Cleanup. Please contact Donna at the Chamber office (410-749-0144) if you have any questions or would like to participate in The Great Salisbury Cleanup. And, we would love to have new people join our committee.

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LORA DONATES TO FUND - Community Foundation of the Eastern Shore (CFES) recently accepted $10,000 from the Local Owner Restaurant Association (LORA), an organization that established a scholarship fund in their name through the foundation last year. LORA raises money for their scholarship program through annual events like the “Tastes for Tomorrow” Gala and donations. LORA provides local students with $1,000 scholarships to pursue higher education with a focus in the culinary arts and hospitality field. For more information about LORA, visit www. For more information about the Community Foundation, visit From left: Mark Cathell, Decorating Delmarva; Erica Joseph, CFES program & development director; Pat Scott, treasurer, LORA; Ann Thompson, vicepresident, LORA; and David Wharton, president, LORA.

This committee has worked for many years to enhance the appearance of our community. Its mission is simply to “make Salisbury a more beautiful place to live”. Jon Sapp is currently chairperson and John Cannon is the Vice President overseeing the committee. Jon Sapp and committee member, Chuck Davis explained at our most recent general membership luncheon the program and responsibilities of the committee. On an ongoing basis the committee maintains four welcome signs to Salisbury and numerous Living Tribute triangles around town. In addition, there are a large number of other triangles that companies sponsor and the Chamber maintains. Taking on such projects has assisted the City of Salisbury, freeing them to focus their efforts on other areas of town. It is hoped that each splash of color in our triangles will make Salisbury a more beautiful place. This year the committee is focusing on two particular projects. One is to remove litter from our community. To initiate that effort we are planning The

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Business Journal • March 2013

US Airways merges with ‘giant’ American Airlines By Al Higgins Think back a bit. Do you remember these airlines: Eastern, TWA, Braniff, Northwest, Continental and Pan Am? Sure you do. They are all airlines that either merged with other airlines or went out of business. Well, you can add another to this list – US Airways has merged with airline giant American Airlines. American Airlines has been languishing in bankruptcy for several years and despite attempts by the airlines to bail itself out of its financial woes, the courts pressured them into forming a merger with US Airways. As a result, American has become the largest airline carrier in the world. Basically there are now four major US airline carriers: American, Delta, United and Southwest. There are others, of course, low-cost alternatives such as JetBlue, Spirit and Air Tran, but the bulk of air miles will be flown, and the

majority of passengers carried, by the big four. So how will the merger affect passengers at the Salisbury-Ocean City Regional Airport? Airport Manager Robert Bryant says things will be “business as usual” for at least the foreseeable future. “There will not be significant changes until after the merger has been completed,” said Bryant. “US Airways is expected to maintain its present schedule of flights to Philadelphia and Charlotte for some time. However, we may see some significant changes in the future.” One of the possibilities is an establishment of American Airlines service out of both Philadelphia and Charlotte, and possibly direct flights from Salisbury to major hubs such as Chicago’s O’Hare and JFK. “We are working with our consultant, Fixel Consulting Group, and they are studying a program they call connect the dots. In doing so, US Airways

would serve many existing American Airlines hubs, with American doing the same for US Airways hubs. “Under this scenario it would be possible to fly non-stop from Salisbury to Chicago O’Hare, as an example. Reportedly, present CEO of US Airways, Doug Parker, will take over the reins of the new American Airlines as CEO and he favors expansion of these various routes.” A popular question being asked is “what will become of current Frequent Flyer Miles?” Will they be transferrable from airline to airline? The answer now is – probably! The decision will not be made until after the merger is completed. It appears that air travel from Salisbury is going to change for the better, however, it will take a little time. But the wait may be worth it. Imagine being able to fly directly from Salisbury to Chicago and then on to anywhere in the world. Sure beats the drive to BWI.


Airport sets records for ‘12 Wicomico County Executive Rick Pollitt is pleased to announce that the Salisbury-Ocean City: Wicomico Regional Airport (SBY) established two new records during 2012. Wicomico County based Piedmont Airlines set a new, all-time annual airline passenger record for a total of 150,086 passenger movements through the airport in 2012. The previous record of 143,736 passengers was established in 2011. In addition, Midwest Air traffic Control Services recorded a new all-time annual number of 13,520 Military aircraft operations during 2012. Overall, the combined numbers of aircraft operations (air carrier, air taxi, general aviation and military) recorded in 2012 totaled 45,625 aircraft operations. The combined numbers of 54,507 annual aircraft operations recorded in 2002 remains the airport’s record.  SBY Airport’s proximity to numerous US Air Force and US Navy air bases results in a higher volume of military aircraft operations.  


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Business Journal • March 2013


Bausum & Duckett is honored Bausum & Duckett Electric, a fullservice residential, commercial and industrial electrical contractor serving the Delmarva region with offices in Edgewater and Delmar, Del., has been awarded the National Award of Excellence in Electrical Construction - In-

Alliance to host Employer Forum

Lower Shore Workforce Alliance (LSWA) will host an Employers Forum from 11 a.m. to 2 p.m. on Thursday, March 21, at the One Stop Job Market in Salisbury. Lunch will be served. The purpose of this forum is to engage local employers to participate in a Youth Employment Program. Employers are needed to provide work experience to local youth, ages 16 to 24. Employers interested in improving work ethics, productivity, economic stability, and employee morale should plan on attending. For more information and to RSVP, contact Eileen Cross, youth program coordinator, at 410-341– 3853, ext. 222 or by March 10.

dustrial Category - by the Independent Electrical Contractors (IEC) representing over 3,000 contractors throughout the United States.   Bausum & Duckett Electric received the award at the 55th Annual IEC National Convention and Electric Expo in Fort Worth, Texas.   The IEC National Award of Excellence in Electrical Construction is given each year to recognize remarkable electrical projects. Bausum & Duckett Electric was recognized for its work on the Wallops Island Launch Pad 0A, a privately owned rocket launch pad, which will be utilized by Orbital Sciences Corporation’s ANTARES spacecraft to deliver cargo to the International Space Station. The project was highly complex and required coordination between different parties outside the construction scope of work such as NASA, Orbital Sciences Corporation, and the Mid-Atlantic Regional Spaceport. “The Wallops Island Launch Pad required extraordinary innovation, coordination, and attention to detail and quality,” said Thayer Long, IEC national executive vice president/CEO. “This project’s size and intricacies allowed Bausum & Duckett to demonstrate their innovative craftsmanship while also showcasing the standard and quality of work performed by IEC contractors.” 

BECKER MORGAN RECEIVES AWARD - Becker Morgan Group was honored with a Best in American Living Award (BALA) for the design of South Point Residence in Berlin. Sponsored by the National Association of Home Builders (NAHB), the BALA award recognizes the most prestigious new home designs throughout the nation. This waterfront shingle-style coastal home received the Silver Award in the “One-of-a-Kind Custom Home over 6,501 sq. ft.” category and was recognized for its classic and charming elements. The home is featured in the January issue of Builder magazine. The builder, Joseph T. Dashiell was also honored with a Professional Builder Design Award for the project. The home received special recognition in the One-of-a-Kind Custom Home category and is also featured in the January issue of Professional Builder magazine.

Membership Renewals

Salisbury Area Chamber of Commerce Ameriprise Financial........................................................................... 2012 Beth Gismondi/Allstate Insurance..................................................... 2001 Chesapeake Paving & Sealing........................................................... 1999 Comcast Spotlight............................................................................... 2004 Delmarva Shredding & Recycling...................................................... 2012 Goliath Center......................................................................................2005 J. David Collins & Associates............................................................ 2012 Karen Davis/State Farm Insurance.................................................... 2000 Keller Williams Select of Salisbury.................................................... 2012 Kiefer & Colbourne Insurance............................................................ 2011 M & T Bank...........................................................................................1970 Marshall’s Nationwide Insurance....................................................... 2011 McAllister Veterinary Service............................................................. 2002 Nationwide Insurance / Bethany Miller.............................................. 2011 Pemberton Apothecary....................................................................... 2012 Pohanka Salisbury Auto Body........................................................... 2002 R. C. Holloway Company.................................................................... 2003 Ritch Photography, LLC...................................................................... 2006 Robertson & Robertson, PA............................................................... 2009 Salisbury Junior Chamber of Commerce.......................................... 2002 SECU Credit Union.............................................................................. 2009 Shore Energy Systems....................................................................... 2012 Star Associates International............................................................. 2003 Taylor’s BBQ........................................................................................1998 The Sherwin-Williams Co.................................................................... 2001 Towers Concrete.................................................................................. 2010 Universal Mortgage & Finance........................................................... 2012 Warwick Manor Behavioral Health Inc............................................... 2003 Whitehead Real Estate Executives.................................................... 2010

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Business Journal • March 2013


Agri-Business Agri-Business alive and well on Delmarva Peninsula By Al Higgins There is no disputing the fact that the poultry industry is vitally important to residents of Delmarva. When we think of the industry we immediately think of Perdue, Mountaire, Tyson and perhaps a handful of others, but we often overlook an equally important industry on the peninsula - the farmers who grow the grain that is fed to the chickens. In 2011 Delmarva farmers produced 52.4 million bushels of corn and 18.5 million bushels of soybeans – all of which went into feed for the chicken industry. Despite what seems to be endless acres of corn and soybean fields on Delmarva, area farmers can only produce about 60 percent of the feed grain needs of the poultry industry. To make up the difference, poultry producers must rely on imported grain from the Midwest, as well as from South America. Interestingly, prior to the introduction of the poultry industry, Delmarva farmers largely grew vegetables and fruits as their mainstay. Roger Richardson is one of the area’s

farmers who has dedicated his land to the growing of grains: corn, soybeans and wheat. “We farm around 3,000 acres in Wicomico, Worcester and Somerset counties,” said Richardson, “the original farm consisted of 60 acres and has grown to 550. Our current farm was built on purchases of 100 acres or so and over time it has grown to what it is today.” Approximately 50 percent of the acreage is used for growing corn, with the other half being sown in soybeans. As with most other area farmers, Richardson plants wheat following the harvest of corn, and that land is then planted to soybeans the following year after the wheat harvest. Richardson survived last year’s drought and actually did very well. “Last year was our best year ever,” he explained. “We were fortunate to receive ample rain on our Worcester and Somerset farms and we experienced yields of corn of about 150 bushels an acre. Our Wicomico farms, however, were seriously affected by the drought and only

yielded about 28 bushels of corn per acre. Thankfully, it finally started raining in August and our soybeans did very well.” Richardson said that farming is perhaps the only industry where you bury your money in the ground in the spring and hope for a return. As the ex-Maryland Secretary of Agriculture, Richardson is well aware of the perils of farming and his success is attributable to his making sound business decisions and loving the land that he farms. Robert Guy farms about 1,200 acres off Route 50 in Hebron. Each year he grows corn, soybeans, wheat, rye and vegetables. He sells the vegetables at his Route 50 roadside stand. “I plant about 800 acres in corn, 350 or so in soybeans and about 100 acres in vegetables,” he explained. “We irrigate about 600 acres of corn and have a drip line running through our vegetable plots.” Guy mentioned that even with the irrigation last year’s extreme summer heat caused some loss of yields. “Looking ahead,” he said, “it appears

we’ll be off to a good start this year; our soil moisture is high – better than it was last spring - and we’re looking forward to a good year. But, it all depends on how much or how little rain we receive.” Guy works in partnership with the Pioneer Seed Company, which tests new seeds and planting methods on his farm. “The seed business is very complicated and ever-changing,” said Guy. “In fact it is sometimes hard to keep up with the technology.” Guy added that seed companies are spending over a billion dollars a year on seed technology. “They are constantly researching ways to produce drought resistant crops and crops that will increase yields. Much of this is accomplished through genetically modifying the seed.” It has often been said that “farmers are the backbone of this country” and we have all seen the bumper sticker that says, “If you’ve eaten today thank a farmer.” Both of these sayings are so true on Delmarva. We all benefit from the hard work and sacrifices made by our farming community.

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Business Journal • March 2013


Agri-Business Patriot Environmental addresses National concerns on local level By Elaine Patterson

One cannot turn on TV, read a newspaper or be in a business or casual conversation without learning that our nation’s populace is concerned about our environment and the economy. Most people, individually and in business, really do have the desire to make the effort and sacrifices necessary to make a difference so that they, their families and future generations might benefit. We, on Delmarva, are equally concerned about our quality of life and livelihood as we investigate and adopt new technologies that help us to improve both indoor and outdoor air quality and to reduce energy consumption. A 1984 World Health Organization Report suggested that up to 30% of new and remodeled buildings worldwide may be linked to Sick Building Syndrome (SBS). Most of SBS is

related to poor air quality resulting in increased absenteeism and reduced work efficiency. Also of grave concern are the incidences of MRSA, e-coli, Norwalk Virus, H1N1, mold and other bacteria and viruses found in hospitals, nursing homes, day care centers, restaurants, athletic locker rooms and anywhere where people are in close proximity. Fortunately, there is technology (3rd party tested) that proves a 99% reduction in these bacteria/viruses on surfaces and in the air. This technology has been approved by the USDA, Government Services Association, the US Military and some foreign countries and is making end users healthier and more productive. More than ever, our country is focusing on reducing emissions as evidenced by increasing EPA mandates and other government regulations. All engines – diesel, gas, propane, natural gas – produce exhaust gases

containing carbon monoxide, hydrocarbons and oxides of nitrogen. These emissions are a result of incomplete combustion or, simply put, unburned fuel. At today’s fuel prices, who wants to see dollars go up in black smoke? Since 2008, D.J. Shannahan, President of Sharp Water/Culligan of Salisbury, Dover and Shrewsbury PA has embraced Orion technology to reduce emissions in his fleet. Shannahan states, “After just a two-week period, we had opacity reading reductions from 38% to over 70% on test vehicles .” Another local resident, owner of a 2005 Sierra 2500 HD Dura-Max Diesel truck, reports a 19.7% net savings in fuel consumption. Using this same technology, Individuals and businesses with gasoline-powered vehicles and lawn equipment are also saving on fuel while helping the environment. As consumers, we need to also become more aware of energy-saving

technologies and strive to make informed decisions to cut both residential and business operating costs .Think about installing an efficient system to lower kilowatt demand and reduce wear while helping to defer your capital investments. With lease to buy options, a company may anticipate a monthly savings and an impressive timeline for return of investment. All of the above strategies are good for us, future generations and for our environment. About the Author: Elaine Patterson, Regional Manager of Business Development with Patriot Environmental, LLC., offers measurable and sustainable products through RGF Air Purification Systems, Orion5000 Engine and Fuel Lubrication and USES Energy Reducing Technology. For more information call 410-742-2682 or visit

Customers Results using the Orion®5000-EL Lubricating System “Our 2010 John Deere 8245 tractor was smoking and having trouble with EGR valve coding. After trying a competitor’s treatment with no results, we decided to try Orion Fuel and Engine Lubricant. After only one day using Orion, the smoking was gone and we have had no smoking or coding issues since.” - Lee Richardson, Richardson Farms, Inc., Willards, Maryland John Deere 8420 tractor pulling John Deere 1790 planter Baseline 6.59 gallons per hour (ran 60.8 hours) Pilot 4.09 gallons per hour (ran 64 hours) 37.9% improvement 34.9% net (after 3% for product) ”After only 20 hours of using Orion Fuel and Engine Lubricant, I noticed a big improvement in response and the tractor stopped smoking.” - Lee Shockley, Hales Farms, Inc., Salisbury, Maryland Orion 5000-EL is a unique two step engine lubricating system that cleans and lubricates engines. It is not a catalyst. It is not an additive. Orion 5000-EL is an easy to use engine lubricating system that will protect your engine and reduce operating costs. How Orion 5000-EL Works: Using the fuel as a delivery mechanism, Orion 5000-EL flows throughout the fuel system to reach areas of the engine

that can benefit from additional lubrication, and to areas of the engine that are covered in carbon build-up. The lubricant technology in Orion 5000-EL increases engine efficiency by increasing lubrication and reducing engine wear while removing carbon buildup. The effect of Orion 5000-EL on your engine is simple: it operates more efficiently, saving you money.

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Business Journal • March 2013


Farm is first licensed herbal tea producer in state of Maryland By Habanera Farm

Over the last eight years Habanera Farm changed the character of 20 acres of land near Whitehaven. We tested adaptability and growth of numerous herbs in various locations and began to produce herbal teas on a growing scale. In 2011 we transitioned to using our solar thermal powered herb dryer, developed by Salisbury based AHPharma. With this dryer we are able to dry large amounts of herbs under controlled temperature and humidity while taking advantage of developing renewable energy technology. In 2012 the Maryland Health Department rewarded our hard work and focus on safety

– and we became the first licensed herbal tea processor and producer in Maryland. This allowed us to expand our marketing effort from the local farmers markets to restaurants and stores throughout the region and with online sales. We now grow over 30 different herbs, and create teas with blends from our locally grown harvests. The most popular herbs are chamomile, calendula, nettle and holy basil. Four years ago we bought the adjacent land. Having sat fallow for over 10 years after being farmed conventionally with corn and soy beans, we approached the land as a long-term project. We prepared the land for its re-entry back into agriculture with soil analysis and green composting – all with a

whole different kind of crop in mind. After two years of cover cropping, the beginnings of the antioxidant orchard were planted. Aronia and Elderberry were two of the main crops started for their nutraceutical qualities: a plant with a specific health value. Both are native plants in high demand globally by the supplement industry and health conscious individuals. It will take another year before we will have the first considerable harvest. Additionally we have expanded the antioxidant orchard to include other berries, such as goji berries, known for health value. The area will be further used to expand the cultivation of Holy Basil, also known as Tulsi. This plant is a native to India where it grows in low laying meadows. Our low

and moist land with the hot summers seems to please it and we grow it organically very successfully. It is an herb loved by tea drinkers for the aromatic and sweet taste. Research has shown that this herb supports the immune system, gives energy and can lower blood sugar levels – expanding the market beyond teas to the supplement industry. Habanera Farm also takes part in the new trend of agritourism. The herb garden has been developed as a show garden, with its flowers and beautiful layout. Incorporating bio-diverse practices at the farm, it is a pleasure to walk through, smell and take in the sights. Habanera Farm also offers a variety in classes, all related to nature, health and cooking.

Poultry farmers — are your investments properly covered?

By Angela McCoy

It’s important that you protect every asset of your investment, your livelihood, and your income with correct insurance. Coverage for poultry farms are complex and not always clear. Insurance premiums have increased as well, so you want the proper coverage to operate your poultry business if you sustain a loss. Brooder house coverage is important because if you have to rebuild or replace the house; it’s important to know what part of the brooder house is covered by the perils/

cause of loss listed on your insurance policy. The amount of insurance on the brooder house is just a portion of the coverage. Some insurance policies do not cover the external attachments, such as electrical components, fans, etc., that operate the brooder houses. Unfortunately, loss occurs at times that we cannot predict. If the delivery of chickens is interrupted, the grower will lose that brooder house income, but with the correct coverage the loss can be sustained. This coverage is usually calculated based on the flock income for each brooder house. Also, poultry farmers have a variety

of liability exposures that can be quite a financial loss for a farmer. Liability is complicated to understand because of the many areas that can be covered for the loss. The farm policy usually offers the premise liability coverage, which is the basic bodily injury coverage that would be on a regular homeowner’s policy. A poultry farm has other areas of exposures of liability, such as pollution which is coverage against animal waste, fuel or chemical spills and dust, when a pollution incident originates from a farmers site. If you are cultivating land that needs herbicide, most farm insurance policies will

have chemical transportation liability. Another thing to consider is if you have a lien on your brooder houses and you are in the flood zone mapped by the federal government, your mortgage company may request flood insurance coverage. You need to be informed and be sure to communicate all aspects of your farming operations to your agent to insure you have the proper coverage to sustain a loss. Angela McCoy is Commercial Lines Manager with Landmark Insurance & Financial Group

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Business Journal • March 2013


Shore Land Report focuses on Agriculture By Benjamin J. Alder Sperry Van Ness

As I write, agricultural producers, commodity traders and the agribusiness sector are waiting with bated breath for United State Department of Agriculture’s January crop reports. A total of four reports will be released but the two most important are the Annual Production Summary and Quarterly Grain Stocks Report. According to many agricultural econoAlder mists these reports will broadly shape the value of the traded commodity pricing for grain markets this winter. To an agricultural commodity trader, these reports will have immediate impacts on the trading volume and pricing of grain markets while serving to influence the billions of dollars annually traded through the agricultural financial markets. These financial markets ultimately, however, hinge on having the land to grow and produce these commodities, and it is interesting to witness locally through my own work and

research how land prices are responding to factors like grain prices and other influential factors. Recently, in Iowa, a farm commanded a $17,000 per acre price tag for 373 acres with no commercial or residential development potential. Yes, impressive indeed and I am confident this level of pricing would have significant impact on land sales if we were to see this type of value for farmland on the Eastern Shore. I can hear my phone start to ring now with willing sellers ready to line up. According to the report written by Marcia Zarley Taylor, executive editor of DTN, writing for the website, she reported this sale was more than $3,600 an acre over the analysis of a senior local appraiser familiar with the transaction. This price per acre is also 70% higher over the national average of farmland values as reported in November 2012, according to Taylor. While one sale is not indicative of the full market place in the state of Iowa, it is fair to say that in the Corn Belt land buyers are quite bullish and, according to market reports, it will remain so for some time. What is really behind this increase in the Corn Belt and the Midwest is clearly a fair question.

Factors influencing these values include, most notably, high grain prices, but also low interest rates and national farm and tax policy, both of which were reshaped through the Fiscal Cliff legislation Congress recently passed. It is clearly recognized there remains much on the legislative table that may continue to shape national tax policy. The Farm Bill has been extended for only another 9 months, so there are still fluid factors remaining that will influence the bullish nature of the current land market both in the Midwest and here on the Eastern Shore of Maryland. Recently, each of these factors were analyzed in detail through an article published in the Journal of American Society for Farm Managers and Rural Appraisers by Steven Blank, an Agricultural Economist from Virginia Tech. In the article, he pointed to energy policy relating to ethanol and historically low interest rates as being the two most influential factors today shaping farmland value. He further stated that changes in federal policy towards ethanol or increasing interest rates would likely be a critical factor in changing current land values in the Midwest and other parts of the country. These factors may however have

less of an impact on our market place in Maryland, as Blank’s concluding factors point toward the influence of “urban areas” on farmland. Blank suggested that perhaps the most influential factor in agricultural land values today and historically is the proximity of farmland to urban influences. This point was also recently highlighted in a nationwide study published by USDA in February 2012. The findings from the study conducted through statistical analysis of land values as it relates to non-farm related factors, yielded significant findings in the increase of farmland values to the proximity of population centers. The study revealed, “... as one moves farther from a population center, the average farm real estate value per acre declines regardless of population size.” The impact of urban centers quickly changes after the 10 mile radius from a town according to the study. On the Eastern Shore this urban influence effect on farmland value likely influences the majority of the Eastern Shore as our small towns are scattered throughout the Shore. To this point, USDA only recognizes 551 counties nationwide which meet the definition of rural status of not being influenced by any urban center.


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Business Journal • March 2013 These factors may or may not seem obvious to most but according to Blank’s research he states that the, “traditional theory that farmland values are influenced primarily by the land’s ability to generate profits from agricultural production,” may not always hold true for areas with increasing rates of development and urban influence. This urban influence has been witnessed in our market place on the Eastern Shore and continues to be a factor in the analysis of land value even now as development has slowed. Putting this in the context of the new tier system established through the State of Maryland’s new septic regulations, which are being implemented across the state, the future impact of urban influence on land value may be more measured as land will be more restricted to develop. Today’s land market is clearly influenced by a range of issues from the

price of corn to given zoning regulations, yet it is difficult to pin on any single influence. Above all, one factor remains true with land and that is its limited supply and the economic function of scarcity which drives the value of any asset. As the old saying goes, they are not making anymore of it and that alone will continue to make land a valued asset for farmers and investors alike. About the author The author specializes in land and agricultural based properties and has worked within the agricultural field since 1997. His current work with Sperry Van Ness Miller Commercial Real Estate focuses on providing real estate brokerage services and land consulting services to clients in Maryland, Delaware and Virginia. Send inquiries to or call 410-5432440.

Farmers & Planters has been serving Delmarva since 1894

By Al Higgins

Chances are if you are a farmer on Delmarva you have visited, or are currently doing business with, Farmers & Planters, off Route 50 in Salisbury. Since 1894 the agri-business has been serving the needs of local agriculturists. “Farmers & Planters is an integral part of the agricultural community,” said Sales Manager Charles Otto. “We offer a complete line of services to area farmers and we are the only ag-business in Wicomico County doing so.” “We custom blend fertilizers to the individual farmers needs,” he continued, “as well as meeting any and all requirements for various types of seed. Not only do we sell fertilizer, lime, herbicides, fungicides and insecticides, but we are also custom applicators of these products.” Farmers & Planters is much more than an outlet to assist the local agricultural community. They also stock complete lines of products useful to homeowners. “We stock pet food, equine feed, grass seed, a full line of pest and weed control products for the home-

Member Spotlight owner and we also provide soil testing,” said Otto. They also stock water softening salts, as well pool salts. One of the hottest concepts in deer hunting these days is the establishment of food plots. Farmers & Planters stocks a complete line of seeds – from clover to turnips – and the necessary compounds such as lime and fertilizer, to ensure successful plots. Otto is very positive regarding the agri-business climate on Delmarva. “Despite the recent two year drought we have experienced, our business remains strong, and farmers, even with reduced yields, are benefiting from higher grain prices,” he said. He went on to say, “We have been in business for a very long time and we expect to remain in business for an even longer time.” For more information, visit www.

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Urban agriculture: the next generation of farming trends By Heather Martin

A new trend in farming is growing more than just food for city-dwellers, it is growing awareness surrounding the issues we face in our food system. In 2011, three quarters of the United States population inhabited its cities. These cities make up about three percent of the nation’s land. Living in a densely-populated city typically means that there is less access to grocery markets with fresh produce and food items. These areas are referred to as food deserts. The need to alleviate food deserts has prompted the movement of urban agriculture. Urban agriculture is the practice of growing and distributing food in or around a city. Most city farms are established on less than one tenth of an acre; on rooftops, in schools, on churches properties or in vacant lots. Urban farms contribute to the future of our food system by increasing the amount of food available to people living in cities and by making fresh, locally-grown, healthy food options available as well. These farms also contribute to energy-saving initiatives. The need for transporting resources into cities requires an added

strain on the environment. By producing food on a smaller scale within a city, we will begin to leave less of a footprint. As a city begins to grow, its inhabitants transform from food consumers to food producers. This aids in the issues of poverty and malnutrition. Urban farming is an industry that responds directly to the nutritional demand of people living in cities. The economic benefits of urban farms are evident through the increase in farming entrepreneurs and the creation of farming jobs. Aside from the direct benefits of this movement, urban agriculture is strengthening the sense of pride people have for their communities. As Americans, we have all felt the burden of a weaker economy; some more than others. Urban agriculture is creating a new generation in farming; a generation that will feed the future. About the author Heather Martin is currently working with an independent film documentary on urban farming in the United States. She currently teaches in the Exercise Science Department at SU and has aspirations for community gardens in the Salisbury area.

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Business Journal • March 2013


Agri-Business Extension serves agriculture community By Jessie Renshaw

UME Agriculture Faculty Extension Assistant

Did you know that 350,000 people are employed in some aspect of agriculture in our state, making it the largest commercial industry in Maryland? Poultry is the number one commodity produced at an annual value of $903,531,000, with grains (such as corn, soybean, and wheat) being the second leading commodity, valued at $307,944,000. The production of these top commodities is true not only for Maryland, but all of Delmarva, as the poultry industry is main economic driving force for the region. Maryland’s Lower Eastern Shore (Dorchester, Wicomico, Somerset and Worcester counties) consists of 397,000 acres in farmland, constituting 36 percent of the total land area in the four lower counties. The average farm size in the Lower

Shore counties is 242 acres. With agriculture having a strong economic drive for both local and state communities, supporting farmer’s efforts to maintain local, profitable businesses is crucial. University of Maryland Extension offers support and scientific expertise to the community. University of Maryland Extension (UME) was established in 1914 through acts of Congress and is administered by AGNR (College of Agriculture and Natural Resources) at the University of Maryland. A University of Maryland Extension Office is located in each of Maryland’s 23 counties, as well as the City of Baltimore. We partner with other organizations such as state and local agencies, not-for-profits, and the national network of land-grant universities, and receive state, local, and federal funding to achieve our goals of reaching Maryland citizens. UME program



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areas are focused into four groups: Family and Consumer Sciences, Sea Grant, 4-H, and Agriculture and Natural Resources. Within each of these program areas, there are many educational programs and support opportunities that UME provides to the entire community. The purpose of Extension is to educate people to help themselves by providing timely, researched based information through educational programs and materials. In-depth consultations, classes, seminars, field demonstrations, and print and electronic resources are used to reach out to the community. This is particularly beneficial to the farming community, as many of the trainings and workshops help farmers maintain certifications they must secure to efficiently and profitably operate a farm. Each farming operation is unique, with no two farms operating in the same business endeavors. UME programs,

such as nutrient management, integrated pest management, crop production, and risk management help farmers and agriculture producers remain profitable by improving crop production efficiency and land management. UME programs reach out to all producers involved with livestock, pasture, hay, nursery, vegetable, equine, gardeners, fresh cut flowers, farmers markets, fresh produce, agro tourism, small farms, wineries, fruit and much more. UME efforts focus on increasing food production in a manner that will be sustainable and profitable, while having an abundant, affordable, and accessible food supply. For more information on University of Maryland Extension, contact 410749-6141 or visit http://extension.umd. edu. Like us on Facebook at University of Maryland Extension Lower Eastern Shore.

Business Journal • March 2013

The importance of the chicken industry Almost anybody on the Delmarva Peninsula knows the economic, environmental, and societal importance of the chicken industry. Our much desired way of life would be lost if the chicken industry disappeared. The chicken industry provides tens of thousands of local jobs, helps thousands of local businesses stay in business (even though they may not be direct industry suppliers), and pays hundreds of millions of dollars to various levels of government annually. A recent study for the U.S. Poultry & Egg Association and the National Chicken Council highlights the positive economic impact of the chicken industry. The Delmarva data confirm what has been known by many people for decades. The chicken industry is a major employer, economic contributor, donor to charitable causes, and generator of tax revenues to all levels of government. The total direct economic activity of Delmarva’s chicken industry was estimated to be in excess of $4.5 billion per year. The study shows that the chicken

industry last year paid $237 million in state and federal business taxes throughout Maryland, nearly $619 million in Delaware, and more than $590 million throughout Virginia. New data from Delmarva Poultry Industry, Inc. (DPI), the regional chicken industry trade association, show that at the end of 2012, there were more than 13,000 persons employed on Delmarva by the five chicken companies while more than 1,600 farm families grew the birds. They earned more than $633 million last year and that does not include the value of their fringe benefits. On Delmarva last year, the companies and growers spent more than $75 million for capital improvements, a benefit for hundreds of local businesses. Local corn and soybean farmers benefit from the chicken industry because feed is the largest cost of producing the birds and Delmarva farmers have a built-in market for their products. In 2012, the chicken companies spent $1.23 billion for feed ingredients. That was up $84 million from the prior year due to drought, the federal government’s bad policy on ethanol production, and other factors.

Thanks to the chicken industry, working farms stay in business and that is good for the environment while also helping to keep down government expenses. After all, corn and soybean fields do not need or desire most taxpayer supported services. Last year, the value of the chickens as they left Delmarva’s 10 processing plants was nearly $2.7 billion. That is a huge amount of economic activity considering the small geographic size and population of Delmarva. Many in the region’s business community realize the necessity of keeping the chicken industry strong and that’s why hundreds of local businesses are DPI members. They understand that it is necessary to have organizations like Delmarva Poultry Industry, Inc. working in many ways, especially in the government arena, to make sure public policies are not impeding the chicken industry’s survival and growth. More information about the recent economic impact study and other data about the chicken industry are available in the Facts section of www.dpichicken. org.


Chicken Festival seeks vendors

The 2013 Delmarva Chicken Festival, hosted this year by the Town of Snow Hill and the Snow Hill Chamber of Commerce, is seeking commercial and arts and crafts vendors to participate in the 64th annual festival. The event will be held on Friday, June 21 and Saturday, June 22, at Byrd Park in downtown Snow Hill. This highly anticipated event expects more than 20,000 visitors from across the region and beyond. The festival’s Home and Trade Show is open to businesses and other commercial groups interested in promoting their products or services to the general public. Crafters who create their own artistic wares are invited to share their products at the festival’s Arts and Crafts Show. Deadline for vendor application is Wednesday, May 1, pending space availability. Additional vendor information and vendor applications are posted at, click on 2013 Delmarva Chicken Festival (scroll down to Vendor Information) or at For more information, call the Snow Hill Chicken Festival committee at 410-896-1109 or email

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Business Journal • March 2013

Journal Personnel File Chandler passes examination

David P. Chandler recently passed the NCEES Principles & Practice exam to become a licensed professional engineer in the Commonwealth of Virginia. Chandler, a graduate of Old Dominion University with a bachelor’s degree in mechanical engineering technology, has worked as a Chandler mechanical project manager in Allen & Shariff Engineering’s Salisbury office for the past six years.

Olds attends FEDCON Summit

Ernest W. Olds, AIA, vice president of Becker Morgan Group, recently attended the North Carolina Military Business Center Federal Construction (FEDCON) & Infrastructure Summit in Wilmington, N.C. Through this summit, Olds Olds increased his understanding of the current challenges and opportunities facing the military industry and gained valuable knowledge to allow Becker Morgan Group to better meet the needs of military clients. Current Becker Morgan Group government projects include MacDill Air Force Base Outdoor Recreation Facility in Tampa, Fla.; Navy Gateway Inns & Suites Phase II Renovation at NASJRB in New Orleans, La.; and North Carolina State University Corporate Research I Laboratory for Analytical Sciences in Raleigh, N.C. The firm also recently completed Volckmann Training Center and 500 Executive Place, both located in Fayetteville, N.C., designed for the US Army and administered by the US Army Corps of Engineers.

Fisher joins RE/MAX Crossroads

Alice Fisher has joined the sales team of RE/MAX Crossroads in Fruitland. She brings over 30 years of experience. “My first responsibility is to help my buyers and sellers,” said Fisher. “And my move to RE/ MAX will be a significant benefit to my clients, because RE/MAX has the most powerful name Fisher brand in real estate.” Fisher is a mem-

ber of Bethany Lutheran Church, Somerset County Historical Trust, Wicomico Yacht Club and the Nabb Research Center. To reach Fisher, call 410-430-1739.

Dr. Silvia earns certification

Charles B. Silvia, Jr., MD, vice president of medical affairs and chief medical officer at Peninsula Regional Medical Center, has become Certified in Healthcare Compliance – a CHC designation from the Dr. Silvia Health Care Compliance Association. Earning this certification requires that candidates obtain continuing education Units, as well as the passage of a rigorous exam. Healthcare compliance is vital to institutions such as PRMC – it includes issues such as reimbursement, worker safety, accreditation regulations, licensure, and due diligence to prevent and detect violations of the law. Compliance and ethics professionals who have taken the time to obtain certification show a high level of knowledge in the field and dedication to the profession.

Dunn joins Apple Discount Drugs

Apple Discount Drugs announces the addition of Michael Dunn to the Apple Infusion team as marketing director. Dunn comes to Apple from Delmarva Public Radio as the director of corporate support, and more recently, interim general manager. Dunn also brings 12 years of experience in pharmaceutical sales to the job Dunn from his work with Sanofi Aventis Pharmaceuticals. A near lifelong resident of Salisbury, Dunn graduated from Wicomico High School and then Salisbury University with a degree in communication arts. Dunn is active in the community with Relay for Life, Red White and BOOM!, the Community Foundation of Eastern Shore, Salisbury Wicomico Arts Council and the Winter Wonderland of Lights Committee. He lives in Salisbury with his wife Karen, a clinical nurse manager at PRMC.

Miller attends summit

Brent Miller, CCIM, CPM, managing director of Sperry Van Ness – Miller Commercial Real Estate, recently attended the CRE Brokerage Owners

Success Summit at Duke University. The two day class was moderated by The Massimo Group, North America’s leading commercial real estate consulting and coaching organization. Attendees were a select group of successful brokerage owners in North America. The summit featured four speakers who focused on the most significant revenue impacts for a brokerage owner.

Garth promoted to CFO at Perdue

Perdue Farms announces the promotion of Mark Garth to senior vice president and chief financial officer. Garth joined Perdue in May 2011 as senior vice president of finance. Prior to Perdue, he was senior vice president, chief financial officer and treasurer at Wells Dairy Inc. in Le Mars, Iowa. He has also worked at Plexus Corp. in Wisconsin, ConAgra Garth Foods Inc. in Omaha and Maytag in Newton, Iowa, where he held positions of increasing responsibility. Garth holds a master’s degree in business administration from Drake University in Des Moines, and a bachelor’s degree in accounting from Central College in Pella, Iowa. He is also a certified public accountant, a certified management accountant and a certified internal auditor.

Sewell joins Shore Bank

W. Thomas Mears, Shore Bank president and chief executive officer has announced that Jean H. Sewell, CPA, CGMA, CFMP has been appointed to senior vice president and director of marketing for Shore Bank. Sewell brings 30 years of diverse business and banking experience in marketing, strategic planning, service and sales manageSewell ment, operations, finance and accounting. She will be based in the South Salisbury office. Prior to joining Shore Bank, Sewell was the executive vice president and chief financial officer of The National Bank of Cambridge. From 2007 to 2010, following the acquisition of Mercantile Peninsula Bank, Sewell served at PNC Bank as senior vice president and regional manager. From 1992 to 2007, Sewell was senior vice president and director of marketing at Mercantile Peninsula Bank, following the acquisition of The Bank of Fruitland, where she was senior vice president and chief

administrative officer. A graduate of Salisbury University, Sewell has a bachelor of science degree in accounting and is pursuing a master’s in business administration from Wilmington University. She resides in Salisbury with her husband, Mark, and two sons, Jack and Alex.

Ace announces staff changes

Rommel’s Ace Corporation has named Angelo Roscetti as its new general manager of the Dover location. James Diemel, former general manager of the Dover store, has been named assistant inRoscetti ventory manager. Roscetti, who was previously employed as operations manager of Harbor Freight Tools, Newark, will be in charge of all aspects of the Dover operation including staffing, sales, product offering, merchandising, and customer Diemel service. Diemel will be responsible for improving efficiency and the in-stock position of all 11 Rommel’s Ace locations. Diemel started out with Rommel’s Ace as an associate at the Salisbury location in 2005. Since then he has worked his way up through management as assistant manager in Salisbury and Ocean City, general manager for Exmore, and, most recently, general manager for the Dover location.

Two join Marshall Auctions

Doug Marshall, president of Marshall Real Estate Auction Company, Marshall Home & Land Company, and The Amphitheater at Heron Ponds is pleased to announce that Jennifer B. Thompson has joined the three companies as vice president of real estate operations and Scott Cocklin will work on marketing and website design, with a focus on growing the use of social and Internet marketing. Jennifer comes to The Marshall Companies with 9 years experience in real estate settlement services. Licensed in 2004 as a Maryland Title Insurance Producer, she has also taught a variety of continuing education classes to area realtors, sharing her knowledge of the real estate settlement and title insurance process. An Eastern Shore native, Jennifer has a background in marketing, and spent several years working with the Somerset County Tourism Office and the Tangier Sound Country Music Festival.

Business Journal • March 2013 Scott Conklin is a graduate of Salisbury University with a degree in marketing and public relations. At SU Conklin gained valuable experience through various marketing competitions including a Google AdWords Campaign.

Organization welcomes interns

Women Supporting Women in Salisbury is pleased to welcome two interns. Ashley Laws, a senior at Salisbury University, will serve as a public relations/ marketing intern for Women Supporting Women. Jeannine Baumgartner, also a senior at Salisbury University, will work as a marketing/promotions intern. Laws A communication arts major studying human communications and a marketing minor, Laws is originally from Elkton. She plans to graduate in May. Baumgartner, a double major in marketing and busiBaumgartner ness management, plans to gradu-

ate in December. She is also the vice president of fundraising for Salisbury University’s Women in Leadership. Baumgartner is from Mount Ephraim, N.J., residing just outside the metro Philadelphia area. As interns, Laws and Baumgartner will support this year’s 2013 Pink Ribbon Bingo, Bras for a Cause, and Walk for Awareness for Women Supporting Women.

UMES welcomes new officer

Ronald A. Nykiel has joined the University of Maryland Eastern Shore’s administrative team as its chief academic officer. Nykiel was previously founding dean of the college of business at Husson Nykiel University, a private institution of 3,500 students in Bangor, Maine. Like UMES, Husson offers degrees in hospitality and tourism management, pharmacy and physical therapy. An author, business executive and educator, Nykiel holds a bachelor’s degree in liberal arts from the State University of New York, a master’s degree in Spanish from Penn State and a doctorate in management with a focus in organizational and behavioral studies from Walden University.

His business career includes managerial and executive experience with IBM, Xerox and Marriott Corp. He has been an officer of Holiday Corp., Ramada Inc., Nestle’s, the Stouffer Hotel Co. and Grand Met’s Pearle Inc. Nykiel was a consultant for two presidential commissions, various federal and state entities, and numerous corporations. His academic credentials include serving as vice chancellor for financial affairs and treasurer of the University System of New Hampshire’s board and holding the Conrad N. Hilton Distinguished Chair at the University of Houston, where he is credited with founding the Hospitality Industry Hall of Fame. He also served as chairman of the Hospitality Industry Diversity Institute.

Leadership Maryland selects Mears

W. Thomas Mears, president and CEO, Shore Bank, headquartered in Onley, Va., has been selected for the Leadership Maryland Class of 2013. Mears, of Berlin, is one of 52 accomplished and talented Maryland leaders selected to participate in the eight-month program. Leadership Maryland is one of 34 state leadership programs nationwide and has graduated over 900 Mears

PAGE 23 statewide leaders. “The participants represent a broad spectrum of highly qualified executives from an extraordinary group of statewide applicants,” said Nancy Minieri, founding president and CEO of Leadership Maryland. “After participating in a comprehensive range of experiences during this milestone anniversary year, these leaders will serve as important participants in the unified effort to shape Maryland’s future.” More than 100 top experts representing business, government, education, and the non-profit community will serve as panelists and guest speakers.

Maas recognized for performance Chris Maas, branch manager for Manpower, in Salisbury, was recently named to ManpowerGroup’s Circle of Stars, a national recognition program that honors high performing sales people that excel above and beyond their peers. This is his second year receiving this honor. Maas was among the top sales people in ManpowerGroup’s North American organization in 2012 and earned a place at the Circle of Stars recognition event in Mexico. Maas, who joined Manpower in 2010, holds a bachelor of arts degree from the University of Maryland and is a member of Salisbury Area Chamber of Commerce and Eastern Shore SHRM. He is actively involved in Young Professionals and Junior Achievement. He resides in Salisbury.


Business Journal • March 2013

Journal Healthcare

Changes to healthcare in 2013 At the start of 2013, healthcare professionals are managing change brought by Healthcare Reform. Patients want to know, How will this affect me? Will I pay more? How will my coverage change? and more. “This is a pivotal year for the healthcare industry,” said Sandra Russ, Peninsula Home Care branch director. “The line of thinking has moved from treatment to prevention and education. Healthcare professionals across all platforms will be in direct communication with each other about the status and needs of every patient. We will work together to educate and empower our patients and engage them in their plan of care which will ultimately improve their health outcomes and control costs.” The changes that will take place in 2013 are based on the “patient-centered medical home” model. Medical Home models provide accessible, continuous, coordinated and comprehensive patientcentered care. This model has many benefits to both patients and medical staff because it provides more one-onone time with the physician, improves caregiver cooperation, and provides more preventative care. “This model is much more efficient because it puts everyone on the same page in regards to a patients’ plan of care, “said Russ. “It helps providers, across all platforms; prevent redundancies, unnecessary care, tests, hospital stays, and additional visits to specialists.” Other 2013 healthcare changes • Your Medicare taxes will increase - The Affordable Care Act has introduced two new taxes to finance Medicare. Employers already take out 7.65 percent of workers’ wages to support

the elderly and disabled. Of that, 1.45 percent goes toward paying Medicare’s hospital bills. Beginning in 2013, the Medicare hospital tax will be increased by 0.9 percent for anyone who earns more than $200,000. There will also be a new 3.8 percent tax on investment income, setting income thresholds again at $200,000. Taken together, those two provisions are expected to generate $210.2 billion over the next decade. • Primary care providers in Medicaid will get a 73% raise - A new health-care law includes a provision to boost primary care reimbursements in Medicaid to match those of Medicare for 2013 and 2014. On average, this will mean a 73 percent raise for Medicaid doctors. In addition, Marylanders will be required to have a MOLST (Medical Orders for Life Sustaining Treatment). The law, scheduled to go into effect on Feb. 1, requires a Maryland MOLST form be completed by or for all individuals admitted to nursing homes, assisted living facilities, hospices, home health agencies, and dialysis centers. The MOLST form is intended to help physicians and other health care providers discuss and convey a patient’s wishes regarding cardiopulmonary resuscitation and other life-sustaining treatments. MOLST orders should be completed for any person who: • Wants to avoid and/or receive lifesustaining treatments; • Resides in a long-term care facility or requires long-term care services; and/or • Is at risk of dying within the next year. For more information, visit www.

TEAMWORK QUILT - Peninsula Regional Medical Center nurses Peggy ReisterMorris, left, and Carol Deal, second from left, were the driving force behind a quilt featuring squares created by 55 individual departments across the medical center. Peninsula Regional President and CEO Peggy Naleppa and PRMC Board of Trustees Chairman Marty Neat were on hand for the unveiling of the quilt which will hang in the lobby of the Guerrieri Heart & Vascular Institute at PRMC.

BB&T MAKES PLEDGE - Building on a tradition of excellence in community banking, BB&T has pledged $50,000 to the Peninsula Regional Medical Center Foundation’s Operating Room Campaign. Pictured are: back row - Rick C. Springer, BB&T, Todd Burbage, PRMC Foundation, Greg Tawes, BB&T. Front row - Shirley Sultani, PRMC Foundation, Tanya Hill, BB&T and Denise Billing, PRMC Foundation president.

Business Journal • March 2013


Create a plan for your journey to health, wellness By Veronica Correa, LCSW-C Where is bliss? Bliss is not a lost island in the Caribbean where all life’s challenges can be cast away into Bliss is a beautiful the ocean. Bliss is a beautiful place inside our hearts place inside our hearts and and, because it is close because it is so close to us, we often miss it. to us, we often miss it. I started this journey to “something better” several years ago and I have come to the realization that bliss was a lot closer ing the same thing over and over again and expect different results, you create than I thought. However, I had to make insanity. a choice to begin the journey to bliss. Where to begin? Start by defining We are experiencing a fast paced a vision or purpose for your life - why world and we are feeling the stress that am I here? What do I want my legacy comes with it. In 2013 it will be critical to be? What do I want the people I care that you take the time to plan your life about to say about me at my funeral? to make it through this whitewater raftWhat do I love to do? These questions ing experience because change will not will give you a starting point. Next, deslow down in the coming year. I want fine what values you want to be guided to encourage you to tackle 2013 with a by. When it comes to decision making crafted journey for health and wellness. they are very important. For example, Create a plan so things can be different when I chose excellence to be one of and better for you this year. Remember, my values, it reminds me to strive for according to Einstein, if you keep do-

For the Health of it

Peninsula Regional HealthFest returns to James M. Bennett High on April 6

Peninsula Regional Medical Center and the Wicomico County Board of Education invite everyone on the Delmarva Peninsula to join them for HealthFest: An event for all ages, on Saturday, April 6, 2013. This year’s event, a showcase of healthy exhibits and health screenings, is free and open to the public at James M. Bennett High School on College Avenue in Salisbury. HealthFest: An event for all ages will be held from 7:30 a.m. to 1:30 p.m. Over 25 free health screenings, available the day of the event and without pre-registration. The health screenings, performed by Peninsula Regional Medical Center healthcare specialists and other area healthcare providers, will be available to anyone looking to find out how healthy they actually are, and to learn what they can do to lead an even healthier and more productive lifestyle. Digital and PSA screenings for prostate cancer requires advance registration. Men looking to participate may call 410-543-7139 on March 4, 5, 7 or 8, 2013 from 8:00 a.m. until Noon to pre-register. A limited number of appointments will be available. Blood glucose and cholesterol screenings will also be available and require a 12 hour fast by participants. At various times during the event, HealthFest will also offer participants free child safety seat checks, a fun walk, a K-9 demonstration, a rock climbing wall, fire engine and ambulance tours, a health corner for kids, and interactive demonstrations in cheer and dance, Zumba, chair aerobics, juggling and healthy cooking. The daVinci Surgical System Robot will be on exhibit, giving anyone interested a “hands on” opportunity to test drive the robot and see, first-hand, how the technology is used at PRMC during revolutionary cutting edge surgeries. Additionally, Mega Heart, the world’s largest, inflatable walk-through heart exhibit, will be at HealthFest to provide everyone an interactive view of how the human heart functions. Nearly 50 additional exhibitors and vendors will also join HealthFest with valuable information on their services. For more information on HealthFest: An event for all ages, a map and a complete list of screenings and demonstrations, please visit PRMC’s website at or call 410-543-7137.

the “excellence signature” on everything I do. Does that mean that everything I do is excellent? Of course not, the value of excellence is constantly steering me in the right direction, and it gives me the strength I need when I feel like giving up. Next, define and write down your goals for 2013. A goal needs to be SMART: Specific, Measurable, Attainable, Relevant, and Time sensitive. Next, decide what behaviors you need to embrace, and which ones you need to let go. Also, make a list of what skills and habits you need to develop, who can help you along the way, and what resources you will need. My journey was long because I resisted the process. This approach felt too constrictive for me. However, when I read in Stephen Covey’s book, The 7 Habits of Highly Effective People, that “freedom is in the discipline,” a light bulb went off in my head. I realized that if I take the time to ponder about what I want to do with my life, write down goals, and follow the steps described

above, I can have the freedom to enjoy my life, my family, my health, and my professional success so much more. I now have created the habit of going over this process every year. Bliss comes when you make the choice to bring discipline into your life, and that can be accomplished when you have a clear life’s purpose, choose the right values, and define specific goals and the path ahead. 2013 is the perfect time to plan your life the way you want it because we are going through the end of an era and the beginning of a new one. Make the choice to craft your life the way you want it, you were born with the gift of choice and the skills you need to do it. Make this year your best ever. The choice is yours. About the author Veronica Correa, LCSW-C is a licensed clinical social worker and holistic health coach. To learn more about her work and services, visit www.


Business Journal • March 2013

Journal Education Dr. Diriker named to list

The founding director of Salisbury University’s Business, Economic and Community Outreach Network (BEACON) has been named one of 2013’s Influential Marylanders. Dr. Memo Diriker was selected for The Daily Record honor, which recognizes those who have “made truly significant impacts in their fields and continue to be leaders in the state.” The Baltimorebased business newspaper applauds Dr. Diriker successful citizens in nine categories, including education. At BEACON, an outreach of SU’s Franklin P. Perdue School of Business, Diriker advises private, public and nonprofit sector organizations, and specializes in the use of scenario analysis and demographic, business and economic trend forecasting. He has led grants and sponsored research projects totaling over $16 million. Selected by Daily Record editors, the Influential Marylanders are recognized at a reception on March 21, at The Grand Lodge in Cockeysville.

10th Tim Kennard River Run

Registration is open for the 10th annual Tim Kennard 10-Mile River Run and 5K Walk, scheduled for 9:30 a.m. on Sunday, March 10. Presented by Comcast, the run starts and finishes at Salisbury University’s Maggs Physical Activities Center. Race-related events begin Saturday, March 9, with a Family Sports and Fitness Exposition from noon to 5 p.m. in the upstairs gym of Maggs Physical Activities Center. The race is held in memory of local runner Tim Kennard, who died of renal cell cancer in 2004. The 2013 run/walk aids Coastal Hospice for children who have had a sibling or parent die from cancer; the Salisbury Horizons Program for economically disadvantaged children; and Coalition of Caring, which works to rescue animals. Mail-in entries must be postmarked

by Wednesday, March 6. Online registration is available through Thursday, March 7, at or For registration forms or more information, contact race directors Linda Mills at 443-783-0558 or Harlan Eagle at 443-944-2563 or harlan@timkennard. org.

Alcohol education speaker at SU

At age 22, Chris Sandy made a decision to drink and drive, resulting in the deaths of two innocent people and eight-and-a-half years in prison. Today, Sandy travels the United States, encouraging high school and college students to make better decisions and avoid living a life of regret. He shares his story at Salisbury University 7 p.m. Monday, March 11, in Maggs Gym. Sandy’s live presentation was developed into the Emmy Award-winning documentary Enduring Regret, produced by the Georgia Governor’s Office of Highway Safety. A book by the same name is scheduled for release. Sponsored by the Health and Sport Sciences Department, President’s Office, Student Affairs Office and Sea Gull Century, admission to his talk is free and the public is invited. For more information call 410-543-6030 or visit   

SU alumnus on reality show

When Edgewater resident C.J. Fegan earned his B.S. in communication arts from Salisbury University in 2007, he hoped to put the skills he learned to use as he pursued a firefighting career. However, there were few paid entrylevel firefighting positions, so instead he joined his father at the family business, Fegan’s Taxidermy. Last year, Fegan was one of 12 taxidermists selected from a nationwide search to appear on Immortalized, a new taxidermy competition reality show on AMC. As the title suggests, Fegan was charged with creating a taxidermybased diorama depicting Armageddon. He designed the pieces in his shop, then flew it to Los Angeles, Calif., for an instudio showdown. For more information about the show, visit

Dr. Arthur Lembo of SU’s Geography and Geosciences Department assists a student who is examining images.

Students help with storm damage assessments As the East Coast continues its recovery from Hurricane Sandy, some 50 Salisbury University geography students have assisted with storm damage assessments. Working around the clock in Henson Science Hall on the weekend following the storm, the team, led by four graduate students, examined before-and-after Google Earth aerial images of New York, New Jersey and Connecticut. They labeled damage to homes and buildings on grids using a four-level classification provided by the Federal Emergency Management Agency. They also compared photographs to determine how high water levels rose. Their data was immediately shared with ImageCat, Inc., an international risk and disaster management company contracted by New Light Technologies, Inc. of Washington, D.C., to support FEMA’s effort. ImageCat compiles the data with other teams’ to help provide the federal government with an overall damage assessment.

According to Dr. Arthur Lembo, project coordinator, SU was the largest contingency to assist ImageCat and the company paid students for their time. “We used to seek out these kinds of opportunities to give our students real world experience,” said Lembo, faculty in SU’s Geography and Geosciences Department and technical director of SU’s Eastern Shore Regional GIS Cooperative. “Now, in the last few years, the reputation of our students has grown so much that organizations seek us out.” SU students engaged in similar damage assessment work when an earthquake struck Haiti in 2010. The project was led by four GIS management graduate students - Alexander Nohe of Bel Air, Chapman Cole of Annapolis, Eric Flint of Salisbury and John O’Brien of Salisbury. “It’s a good feeling to know we are helping further educate FEMA on the damage so they can provide necessary assistance to those affected as soon as possible,” said Cole.

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Business Journal BusinessJournal_02-13_Layout1 • March 2013

Honor an Educator golf tourney

The Delmarva Education Foundation will hold its first Honor an Educator benefit golf tournament at Deer Run Golf Club in Berlin on Saturday, June 8. Proceeds will benefit both DEF and the new Marian Colbert Memorial Scholarship fund. The Marian Colbert Memorial Scholarship is being established in memory of Deer Run owner Ed Colbert’s first wife, Marian, and will provide money for local students to go to college. The registration fee is $100 per player. The tournament features a

Captain’s Choice Scramble format and kicks off with a 9 a.m. shotgun start. Registration includes a continental breakfast, lunch, golf and cart, range balls, one mulligan per player, team prizes, hole-in-one prize. There will also be silent and live auctions, a putting contest, cash raffle and much more. To register, call Deer Run at 410-629-0060. Golf tournament sponsors are also needed as are silent and live auction donations. To become a sponsor or to learn more about DEF, call Rota L. Knott, executive director, at 410-2193336.

Business Mix

BAYRUNNER REACHES MILESTONE - Bayrunner Shuttle, a ground airport shuttle based in Salisbury recently boarded its 100,000th passenger to Baltimore Washington International Thurgood Marshall Airport (BWI). On Jan. 30, Robin Bowers boarded the 1:20 p.m. shuttle from Salisbury to BWI. To commemorate the occasion, John W. Presburg, founder and president of Bayrunner, presented Bowers with a bouquet and a certificate for free round trip passage on a future trip. Having started with two vans, Bayrunner now logs over 1.2 million miles annually and serves 12 destinations.

YMCA CAMPAIGN DONATION - The Community Foundation of the Eastern Shore’s Avery W. Hall Memorial Trust and Avery Hall Insurance Group has helped jump start the Mid-Delmarva Family YMCA’s capital campaign with a $10,000 donation. Under the auspices of the YMCA of the Chesapeake, the Mid-Delmarva Family YMCA location was established in 1968 and provides programs for families, children and adults. Pictured from left: Gayle Widdowson, Avery Hall Memorial Fund representative; Thomas J. Wisniewski, president, Avery Hall Insurance Group; Tom Evans, campaign chairman; Rich Stover, campaign director; and BJ Summers, donor relations officer, Community Foundation.

2/18/13 4:49 PM Page 1


Delmarva Public Radio Proposal Announced By Jason E. Curtin SU Assistant Vice President of Development and Alumni Relations, and Deputy Director of the SU Foundation, Inc. Last month, Salisbury University’s President sent a Valentine to Delmarva Public Radio (DPR) and its listeners: a proposal to provide a new home and continued operations of its two stations, WSCL (89.5) and WSDL (90.7) FM. If the plan is approved by the Salisbury University Foundation Board in March, the University will relocate DPR to space near the East Campus Complex, which houses other outreach facilities such as the Nabb Research Center for Delmarva History and Culture, with a tower nearby. The move would take place sometime during the summer, prior to demolition of Caruthers Hall, where the stations are currently located. WSCL’s classical music format would continue. For the immediate future, WSDL would be run by the University in its news-focused format with local and national coverage. However, SU would explore partnerships with other news-oriented public stations as part of plans to lower costs. An individual experienced in successful public radio operations also would assist SU with developing a business plan, exploring partnership options for WSDL, and hiring a new station manager with the experience and track record to lead DPR into a more sustainable future. While some 70 percent of all public radio stations are affiliated with universities, in recent years, a number of campuses, “including those with endowments and resources far larger than Salisbury University’s, have chosen to sell their station licenses because of fiscal pressures,” said President Janet Dudley-Eshbach. “We, too, are feeling those same pressures.” She explained that SU’s first commitment is the education of its students and the adequate funding of academic programs. “If the stations are to succeed and to enjoy continued campus support, they must become more closely aligned with the mission of the University,” she said. Such collaborations would include increasing internships with the Communication Arts, Business and Music departments. With that in mind, SU has asked the Foundation to transfer ownership of the licenses to the University. This would give campus leadership day-to-day responsibility for DPR operations and, in turn, provide the stations access to more resources and expertise. “I am very grateful to the SU Foundation and particularly to its Public Radio Committee in helping guide and

lead Delmarva Public Radio into the 21st century,” Dudley-Eshbach added. Rick Holloway, the committee’s chair, said: “As a long-time fan of public radio, I am excited by the new possibilities arising from closer cooperation between the University and DPR. Financially, the stations need to alter course. With renewed support from the campus and community, we think WSCL and WSDL can succeed.” Finances and listenership remain major concerns. WSCL was founded in 1987, the same year WESM began broadcasting from the University of Maryland Eastern Shore. Then, only two public radio stations were located in the region. Today, there are nine on the Shore. In Salisbury, during drive time, listeners can hear the same NPR programming on five different signals. The more saturated market and advances in technology with satellite radio, iPods, Webcasting and others have cut into DPR listenership. According to the most recent Arbitron ratings provided by DPR, its listenership dropped by over 20,000 between 2009 and 2011. “If the stations are to survive, let alone prosper, this downward trend must reverse and public financial support for the stations must grow,” Holloway added. The University is turning to Friends of Delmarva Public Radio, which has been vocal in its advocacy of the stations, to assist in fundraising and contribute at least $250,000 annually to support DPR operations. Currently the station has a budget of approximately $1 million with some one-fourth of that coming from SU in the forms of salary and in-kind funding. Over the last 25 years, the University has been the largest single patron, with a subsidy of over $5 million. Under President Dudley-Eshbach’s plan, the University would continue to support DPR operations, and, after three years, the success of the stations would be assessed. Ultimately, the long-term viability of the stations will depend on their maintaining a market of listeners and a higher level of donor financial support. President Dudley-Eshbach reiterated Salisbury University’s commitment to its public service mission and the hope that Delmarva Public Radio will remain sustainable well into the future.

Business Journal • March 2013


Center earns re-accreditation


7.5 DEEP UNITED WAY DONATION - The employees of Wicomico County recently presented the United Way of the Lower Eastern Shore Executive Director, Kathleen Mommé and Board Member, Dwight Miller with a check in the amount of $15,230.60 for their support of the annual United Way campaign. Special congratulations to the tremendous efforts of the Department of Corrections team of co-coordinators and employees who donated over $5,000 - a 25% increase over last year alone.



Apple Drugs Diabetes Center has recently been re-accredited by the American Association of Diabetes Educators. The accreditation comes after an annual review process through the Diabetes Education Accreditation Program (DEAP). The report revealed that Apple remains in compliance with the national standards. “Trends show that diabetes education is moving out of the hospital and into the community, so AADE’s accreditation program was created, in part, to encourage diabetes education where the patient is seeking care,” said Leslie E. Kolb, RN, BSN, MBA, program director, Diabetes Education Accreditation Program. Apple Drugs Diabetes Center offers diabetes education classes at Apple Discount Drugs, Fruitland, on the last three Wednesdays of the month. For more information or to register, contact Certified Diabetes Educator John Motsko at 410-749-8401, option 5.

Business Journal Directory





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

26538 Siloam Rd., Salisbury, MD 21802

David Ennis



Business Journal • March 2013


Ocean Pines plans Business Expo


SCHOLARSHIP FAIR - The Delmarva Education Foundation held a ribbon cutting for its annual Scholarship Fair at The Centre at Salisbury on Jan. 12. More than 500 students from 20 high schools on the lower Delmarva Peninsula attended the event to learn about college scholarships and financial aid. Scholarship Fair spokesman Kaitlyn Austin (center) cut the ribbon opening the Scholarship Fair. Also on hand were Salisbury Mayor Jim Ireton, Worcester County Commissioner President Bud Church and Maryland State Senators Rich Colburn and Jim Mathias; DEF board members Kat Harting, Jennifer Ranck and Virgil Shockley, also a Worcester County Commissioner; DEF Executive Director Rota Knott and college access advisors Linda Jagusiak and Dianne Johnson; and several volunteers and scholarship sponsors.



The Ocean Pines Chamber of Commerce will hold its 3rd Annual Chamber Business Expo on Thursday, March 20 from 5 to 7 p.m., in the former HarleyDavidson building on Route 50 in Berlin. All Worcester County business people are invited to attend and display their services or goods. There will be door prizes from local businesses and a 50/50 raffle. This is a great networking opportunity for members of all area chambers and for businessmen and women to mingle with fellow business owners, learn about new businesses in town and talk to hundreds of potential customers. This event is open to the public. All area business people, local chamber members and professionals are encouraged to attend.  For more information or to register your business, contact the Ocean Pines Chamber of Commerce at 410-6415306.

Business Journal Directory





________________________________________________________________________________________________________________________________________________________________________ INSURANCE

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

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

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

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

Business Journal • March 2013


Tax smart ways you can cut your investment taxes

By Dennis W. Hopson


Now that tax season is here, and the debate over tax rates has been resolved (at least for now), you can focus on your tax return, which If you qualify for a Roth is due on April 15. As you work on your return, you IRA, try to fully fund it may see some areas in which you’d like to make some every year. changes for 2013 and beyond — and one of these areas may be your investments. Specifically, can you find You generally contribute pre-tax dolways to become a more “tax-smart” lars to your 401(k), so the more you investor? put in, the lower your taxable income. You may be able to benefit from (Depending on your employer, you may taking the following steps: even be able to make Roth contribu• “Max out” on your IRA. Dependtions to your 401(k) plan.) So, every ing on your income level, you may be time your salary goes up, you may able to deduct some or all of your conwant to consider increasing your 401(k) tributions to a traditional IRA. And your contributions. For 2013, you can put in earnings can grow on a tax-deferred up to $17,500 to your 401(k) or other basis.* (Roth IRA contributions are not employer-sponsored plan, such as a deductible, but your earnings and even457(b) or 403(b). If you’re 50 or older, tual distributions will be tax-free, proyou can add another $5,500 on top of vided you meet certain conditions.) You the contribution limit. can contribute to your IRA for 2012 • Consider tax-advantaged investright up until the tax-filing deadline on ments. If you can afford to put money April 15. And for 2013, the annual IRA away even after you’ve reached the contribution limit has increased, from limits on your IRA and your 401(k), $5,000 to $5,500 (or $6,500, if you’re you might want to consider other tax50 or older). advantaged investments. For example, • Boost your 401(k) contributions.

Am I covered?

We can answer your employees’ insurance questions. Call Susan at 410-742-5111

you may be able to benefit from investing in municipal bonds, which provide interest payments that are free of federal taxes, and, in some cases, free of state and local taxes, too. (Some municipal bonds may be subject to the alternative minimum tax.) Another investment possibility is a fixed annuity, which offers tax-deferred earnings growth. Your financial and tax advisors can help you determine which, if any, tax-favored investments may be suitable for your individual needs. • Avoid frequent buying and selling. Many people constantly buy and sell investments, hoping to boost their returns. Such frequent trading is usually ineffective, however — and it can also be “taxing.” If you sell an investment that you’ve held for one year or less, you may have to pay the short-term capital gains rate, which is the same as your ordinary income tax rate. But when you sell an investment that you’ve held for more than one year, you’ll be assessed the more favorable long-term capital gains rate, which will be 15% or 20%, depending on your income level. So, as you can see, you have a real incentive to be a “buy-and-hold” investor. Generally speaking, taxes, by themselves, shouldn’t drive your investment decisions. Instead, you should focus on an investment’s suitability for your risk tolerance and long-term goals.

Work with your financial advisor and tax professional to see how you may be able to make progress toward your objectives and still keep control of your investment-related taxes. * Taxes are due upon withdrawal and withdrawals prior to age 59 ½ may be subject to a 10% IRS penalty.

This article was written by Edward Jones for use by your local Edward Jones Financial Advisor. Edward Jones, its associates and financial advisors do not provide tax or legal advice. Dennis W. Hopson is a financial advisor for Edward Jones Investments. You can reach him at 410-742-3264.

Matice designs new website

Matice Interactive, a local Salisbury design, advertising and marketing agency, has launched the new EVO Craft Brewing website, www. Evolution Craft Brewing Company is a small batch brewing company in Salisbury, with a new Public House and Tasting Room in the old Reddy Ice House. Owned by Tom and John Knorr, EVO is the Knorr brothers answer to excellent craft beer, brewed on the Eastern Shore.

Feeling like you

paid too much in taxes this year?

This year, evaluate whether you can benefit This year, evaluate whether you can benefit from: from:

1. 1.Tax-advantaged investments. If appropriate, consider Tax-advantaged investments. If appropriate, consider tax-free municipal bonds to provide federally tax-free tax-free municipal bonds to provide federally tax-free income.* income.* Health

Tax-advantaged retirement accounts. Consider 2. 2.Tax-advantaged retirement accounts. Consider contributing to a traditional Individual Retirement tocontributing a traditional Individual Retirement Account (IRA) or 401(k) (IRA) 401(k)income. to help lower your taxable toAccount help lower yourortaxable




3. Tax-advantaged college savings accounts. Contribute or gift 3.toTax-advantaged accounts. Contribute a college savingscollege plan for savings your children or grandchildren.


or gift to a college savings plan for your children or grandchildren.

Disability Medicare Supplement

Call or visit today to learn more about these investing strategies. *May be subject to state and local taxes and the alternative minimum tax (AMT).

Dennis W Hopson, CFP®, AAMS®

Edward Jones, its employees and financial advisors are not estate Financial Advisor planners and cannot provide tax or legal advice. You should consult with a qualified tax specialist or legal advisor for professional 1411 Wesley Drive advice on your situation.

Salisbury, MD 21801 410-742-3264

Call or visit today to learn more about these *May beinvesting subject to state andstrategies. local taxes and the alternative minimum tax (AMT).

Quality insurance. Personal attention. Peace of mind.

Edward Jones, its employees and financial advisors are not estate planners and cannot provide tax or legal advice. You should consult with a qualified tax specialist or legal advisor for professional advice on your situation.

Dennis W Hopson, CFP®, AAMS® Financial Advisor

Business Journal • March 2013

Quillen named to JA board

Andrew Quillen from Hilyard’s Business Solutions has been elected to serve on the board of directors of Junior Achievement of the Eastern Shore. “Junior Achievement is one of the pillars of our community,” said QuilQuillen len. “I am thrilled to have an opportunity to serve on the board.” Quillen has being very involved with Junior Achievement, volunteering in the classrooms and also providing technical support for the main office.

Southern Wine & Spirits to open

DB&F HELPS AREA RESIDENTS - Davis, Bowen & Friedel, Inc. (DB&F), has a long history of giving back to the local community. This year the firm decided to help three Crisfield residents who were devastated by Hurricane Sandy this past October for their annual “Adopt a Family” holiday event. Gifts ranged from winter hats and gloves to shoes, towels, and blankets. Employees also supplied the women with homemade cookies and helped restock their pantries with dry goods. The packages were hand delivered to the residents, who were extremely grateful; one recipient exclaimed, “I gave up on Christmas this year, you made my day!” The employees of Davis, Bowen & Friedel, Inc. were honored to have been able to provide a few residents of Crisfield the chance to have a great holiday.

Emerging Leaders Initiative

The U.S. Small Business Administration launched its 2013 Emerging Leaders executive-level training initiative, formerly known as e200, in 27 cities and communities across the country. Since 2008 the initiative has trained more than 1,300 promising small business owners in underserved communities, and continues to expand its impact helping small businesses grow and create jobs.  The Emerging Leaders initiative has been a catalyst for expanding opportunities for both urban small business owners and Native American communities. Sixty-seven percent of surveyed participants reported an increase in revenue while 75 percent of those surveyed reported maintaining or creating new jobs in their communities.

Surveyed participants also reported having secured more than $26 million in new financing for their businesses, and an increase in confidence when applying for government contracts. The seven-month executive leader curriculum includes approximately 100 hours of classroom time per participant and provides the opportunity for small business owners to work with experienced mentors, attend workshops, and develop connections with their peers, city leaders, and financial communities. Local recruitment for the 2013 training cycle is underway through SBA district offices, and classes are scheduled to begin in April. Baltimore is one of the hosting cities.   For more information, visit www.

One of the region’s premier distributors of wine and spirits has leased a new Salisbury facility. The company will lease approximately 2,500 square feet at 1607 Northwood Drive in Salisbury. Miami based Southern Wine & Spirits will utilize the facility for regional sales and administration as well as a customer training location. According to Rob Kenney, regional manager for Southern, “We are really excited to have secured a facility that meets our requirements perfectly. Our customers and associates will greatly benefit from this new location.” The transaction was facilitated by John McClellan, CCIM with Sperry Van Ness – Miller Commercial Real Estate.


Marshall offers online auctions

Doug Marshall of Marshall Auctions is breaking new ground in the real estate auction world by offering online property auctions. “The online auction platform and software we are using, paired with our strategic marketing plans allows us to expose our auction properties to bidders and buyers all over the world. They don’t have to travel long distances to attend an auction and don’t experience the anxiety of bidding on the spot in front of a large crowd,” says Doug Marshall, president of Marshall Auctions. The Internet has revolutionized the real estate auction process, allowing potential buyers from anywhere to search for properties all over the world at any time, when it’s convenient for them. Bidders are able to view photos and see important documents relating to the sale without having to visit the property or search the land records at the local courthouse. For more information, visit or call 410-749-8092.

Regional Business Journal  

March edition of the Salisbury Area Chamber of Commerce

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