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Business Journal PO Box 510 Salisbury, MD 21803-0510

Salisbury Area Chamber of Commerce

Vol. 15 No. 12

Dedicated to the Principles of Free Enterprise

July 2012

Women in Business

Four key leadership roles The Business Journal this month looks at the careers of four women in key leadership roles in the area: Sandy Fitzgerald-Angello, Dr. Janet DudleyEshbach, Dr. Juliette B. Bell and Dr. Peggy Naleppa.

Battle with cancer did not slow down Pohanka’s vice president

Festival Scenes

The Delmarva Chicken Festival was another great success for the Salisbury Area Chamber of Commerce. See scenes from this year’s even on pages 8 and 9.

4-Star Chamber

The Salisbury Area Chamber of Commerce has been awarded 4-Star Accreditation. Page 5


The Salisbury Wicomico Airport is now home to Allegiant Airlines with flights to Florida. Page 23

INSIDE Ad Directory................................... 6 Barometer...................................... 7 Bus After Hours.....................14, 15 Business Directory.................28-29 Calendar........................................ 4 Director’s Journal.......................... 3 Education ................................... 26 Financial column......................... 31 Health.......................................... 24 Human Resources....................... 18 Investing ..................................... 12 Member Renewals...................... 15 Member Spotlight........................ 20 New Members............................. 10 Personnel File............................. 30 Salisbury University..................... 27 Shore Land.................................. 19 Technology column..................... 21 Wicomico County........................ 14 Workforce Committee.................. 11

By Lynn R. Parks When Sandy Fitzgerald-Angello was diagnosed with Stage IV cancer two years ago, it didn’t slow her down any. The head of the Pohanka of Salisbury auto dealerships kept up her rigorous schedule, working 10 hours a day, six days a week. “I worked through it all, my illness and treatment,” she said. “I never worried about things; I just kept going. In situations like that, you can choose to sit back and wait or just keep living life. I kept living.” Today, she is a cancer survivor. And she has words of advice for anyone starting out in the business field. “Don’t let anybody tell you that you can do something,” she said. “You can do anything you want in this world. There are no limitations.” As vice president and dealer/operator with the Pohanka organization, Fitzgerald-Angello, 52, oversees six Pohanka dealerships in Salisbury. She started working for the company when she was 16, as a part-time switchboard operator. By the time she was 28, she was the general manager over a Pohanka franchise in Temple Hills, Md. In 1989, she opened the first Saturn dealership in the D.C. area. Two years later, she opened a Lexus dealership in

Sandy Fitzgerald-Angello Pohanka

Dr. Janet Dudley-Eshbach Salisbury University

Dr. Juliette B. Bell UMES

Dr. Peggy Naleppa Peninsula Regional

Salisbury Area Chamber of Commerce Patrons

See Page 14 to Meet the Patrons

Chantilly, Va. In 1996, the Acura dealership she was running was ranked No. 1 in the country. Pohanka bought the Good News auto dealerships in Salisbury in 1999. Under Fitzgerald-Angello’s leadership, they have gone from about 100 sales Continued to page 16

Advisor Focus




2120and WINDSOR 1415 WESLEY DR. • Specializing in the sale leasing of DR.

commercial & industrial properties • Over 25 years in the regional commercial real estate industry • Holds the prestigious CCIM (Certified Commercial Investment Member) designation and has written several articles on developing and investing • Graduate of the University of Maryland $12.00/Sq. Ft. College Park and is a member $930/Mo. of the NNN Salisbury Chamber ofSpace Commerce, • 4,807 Sq. Ft. of Medical/Office Space • 1,250 Sq. Ft. Office Salisbury •Rotary Club, and Salisbury Wicomico • 3 Offices with Windows 2 Offices Economic Development Commission • 7 Exam Rooms w/Sink & Cabinets • Open Work Area & Kitchenette


Sale $350,000 $699,000 Asking $3.50 SF net

• 3 Nurses Stations & 4 Restrooms

• 8,000 Building onaccess 2.73 Acres • 10,000Sq. SFFt. on Retail 1 acre fenced with rail • Room to Expand Building Size • High ceilings - Clear Existing span • Multiple overhead doors • Flexible floorplan • Dock high with rail • Highly Visible onaccess US Route 13 Northbound MLS # 427617

Henry CCIM, ContactHanna, Chris Peek CCIMSIOR MLS #427361

• Private with Shower Call orBath email me today! 410-603-9112 | Contact: Brent Miller, CCIM orAdvisor Rick Tilghman, CCIM Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Chris Peek,





Starting$1,275,000 at $2.50 PSF

• Manufacturing/Warehouse • Dock High Warehouse Space $3.50 psf • Multiple loadingSteel dockswith Split Face • Pre-Engineered • Large yardClearspan area Block Office; w/20’ Ceilings • Building improvements planned • Paved Parking and Truck Area • OfficeDrive-Thru space available • Multiple Doors Contact JohnMcClellan, McClellan, CCIM 410-543-2440 Contact: John CCIM MLS #551363


31400 WINTERPLACE PKWY. 201 E. MARKET ST. MLS # 438162






$10 PSF


• Professional Office Space FAASFApproval, Hanger Bldg. w/6T Hangers ••864 ••Receptionist area and private 2 Grass Runways 3150'offices and 2300' ••Near University Includes all Shop Equipment & Mowers Contact Henry Hanna, CCIM, SIOR 410-543-2420 or Henry Hanna, CCIM, SIOR Wesley Cox, CCIM 410-543-2421

MLS #427047





Sale $399,000 or Lease $12 PSF • 2300+/- SF Office Building $5.50/Sq. Ft. • Located on a lighted corner • 2 Warehouse Units • 6000+ cars per day Available • Drive-In Doors on and • Ingress/egress OldTruck Ocean Dock City Rd. & Guilford Ave. • Zoned Town of Delmar Light Industrial • Plenty in of parking • Located the G&M Sales Complex • Pylon sign

Contact: McClellan, CCIM Contact John Brent C. Miller, CCIM, CPM MLS #437628, 438370


$7.50/Sq. Ft. $600,000

$475,000 $13.50/SF NNN

• 5,000 Sq. Ft. Office/Warehouse $3.50 psf • SOLD • Warehouse Features 2 Roll-Up Doors & • 1.04 acres of land facing US Rt. 13 Parts Room be developed forand AT&TConference Wireless • 2• To Private Offices Room • Perseverance - Land was listed for 10+ years • Last Unit in Complex • Sold for $600,000 Contact: John McClellan, CCIM Contact Wesley Cox, CCIM 410-543-2421 or Henry Hanna, CCIM, SIOR 410-543-2420 MLS #437339

• 10,000 Office/Warehouse Flex Building • 1700SF of Professional/Medical Office Space Full General Commercial Zoning • 3•exam rooms, office, large conference room • Fenced Yard • Rt. 50 visibility and Area signage • For Lease @ $ 5.50/Sq. Ft. • Convenient Location Just Off RT 13 Contact Bradley Gillis,Peek, CCIMCCIM Contact: Chris MLS # 427375






106 MILfoRD ST.




$12.00/Sq. Ft. • 1,283 Sq. Ft. Professional Office Space $12/SF GROSS (includes utilities) • 3 Offices, Reception Area, Large Open SF available Area• 750-10,000 & File Room • DowntownRestroom Salisbury near courthouse PRMC • Kitchenette, and Lots ofand Storage On-site free parking • End•Unit Located in Winter Place Bus. Park Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Contact Joey Gilkerson or Brad Gillis, CCIM MLS, #439632

$10 psf gross (NNN inc.) or $1227/$1033 per month +utilities $18.50/Sq. Ft. • Great Class A Professional OfficeSpace Space in • 1,600 Sq. Ft. Medical Office • UnitA1Medical A, 1472 SFFacility including reception area, 4 or Class offices w/ conference room, large kitchen/ break • On 5Atlantic General Hospital’s Campus room and 1/2 bath • 3 Exam Rms., Break & Chart Rm., 2 Nurse • Unit 1 D, 1239 SF including reception area, offices, Stations, Office, & Waiting Areas kitchenette & 1/2Reception bath Contact: Brent Miller, CCIM or Rick Tilghman, • Close to downtown & plenty of free parking CCIM Contact Bill Moore 410-543-2440 or MLS#441004

$7.50/Sq. Ft.

$2,000 + utilities

• 13,000 Sq. Ft. • $2,000/mo. utilities • 24 Ft. HighINCLUDES Ceilings; everything 14x10$3.50 Ft.but Door psf • 6+/- offices or exam rooms • Sprinklered • Kitchen/Break Room • Separate ADA bathrooms • Reception office w/ large waiting room • Great Flex Space! • New wood floors and paint Contact: Chris Peek, CCIM Contact Rick Tilghman 410-543-2459 MLS #436513

$995,000 • 22,500 Sq. Ft. on 5 Acres $625,000 $3.50 psf • Truck Dock & Drive in Access ••5Sprinklered; acres Paint & Sanding Booths • Land currently subdivided • Direct exposure to 1000’s vehicles/day •Contact: Near newChris SU student housing and Royal Farms Peek, CCIM

Contact Ben Alder 410-543-2422 MLS#429528

View all of our listings at

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Business Journal • July 2012


Proud moment for Salisbury Area Chamber By Brad Bellacicco

SACC Executive Director

Director’s Journal

It is with great pride I share the Salisbury Area Chamber of Commerce has been accredited by the US Like our members we Chamber with a Four Star rating. As mentioned in the have not abandoned article in this publication, our our quest for excellence chamber has maintained this high standard since 1966 and and gone into survival is the only chamber in Maryland that is accredited. mode. This honor is a tribute to the membership who has effects of the poor economy and its imset the standard for the chamber and pact on our members. worked hard to achieve excellence. Like our members we have not Last month’s Salisbury University Presabandoned our quest for excellence and ident’s Community Leadership Award gone into survival mode. Many busiis another indicator of the impact of nesses have tried to weather the storm this group on the area. For 92 years the of this recession with more business Salisbury Area Chamber of Commerce as usual. Those who are starting to see has been a regional leader and advocate success are the companies that have for the Lower Shore business commufigured out how to do what they do nity. The current chamber leadership better or taken on new product lines or has identified a plan to deal with the

services to expand the bottom line. The chamber is doing the same. As we celebrate the 236th anniversary of the founding of our nation this month, we need to remember that the American free enterprise system has helped our country through challenging times before. Given the freedom to react to conditions, companies large and small have the creative and business sense to overcome most situations. What we need is political leadership that will either give us tools to overcome or, more simply, not slow our recovery with programs and reports that take time away from running the business. Government regulations and complex requirements for permits are especially hard on recovery. Our local officials have made an effort to simplify their processes and it is helping. The City of Salisbury is even looking at reducing some fees and declaring some waterfront lots surplus to spark development. This is the right thing to do in the conditions to create jobs and increase the city’s tax base. The Mayor has asked everyone who sees the logic of working our way out of these hard times to contact the City Council and ask for their support of

these initiatives. They can be reached at 410-548-3140 or

Farming - Pencil to Plow

The Salisbury Area Chamber of Commerce Foundation and the University of Maryland Extension are pleased to announce that they have combined their technical expertise to offer ”Farming – Pencil to Plow,” an eight-week entrepreneurial training course designed for aspiring small farmers and those producers interested in diversifying their operation. The course will run from Sept. 17 to Nov. 5. Learn components of a business plan, why, how, and where to do agricultural market research, the importance of budgeting, cash flow projections and more For additional information on the course contact Joe Giordano, Director Workforce Development, Salisbury Area Chamber of Commerce Foundation, at (410) 860 6664 This program is being sponsored by PNC Bank, Farm Credit, and the UMES Small Farms Program.

Am I covered?

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

The 2012-2013 officers are (seated) Asst. Sec/Treasurer Jaime Toner, President Sandy Fitzgerald-Angello and Legal Counsel D. Nicole Green (standing) Immediate Past President 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

Health Life Dental Vision Disability Medicare Supplement

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

Quality insurance. Personal attention. Peace of mind.

Business Journal • July 2012


Chamber, City to host concert

On Friday, July 6, the Salisbury Area Chamber of Commerce & The City of Salisbury are sponsoring an evening of music by the 78th Army Band, from 7 to 9 p.m. on the steps of the City/ County Office building, on the corner of Main & Division streets. The 78th Army band was formed in August 1943 and played for troops during World War II, all over Europe. Currently, the band calls Joint Base McGuire-Dix-Lakehurst, N.J. “home,” and they will be playing several shows in the area on the Fourth of July. Bring your family, your friends, and your lawn chairs for a great summer evening of music in downtown Salisbury. For more information, contact the Chamber of Commerce at 410-7490144.

Strike Out Hunger challenge

The Community Foundation of the Eastern Shore announces that they are matching Arthur W. Perdue Foundation’s $10 donation for every time a Shorebirds pitcher strikes out an opposing batter during Sunday home games this season making each strikeout worth $20. All of the money raised will be distributed to the three local Delmarva food banks. Food donations will be accepted during all Shorebirds’ Sunday home games this season. Visit the Maryland Food Bank’s website at www.mdfoodbank. org for more information.

Free dental clinic

Maryland’s Eastern Shore Mission of Mercy (MOM) clinic will offer a two day free dental clinic the weekend of March 13-17, 2013, at the Wicomico Youth & Civic Center in Salisbury. The focus of this mission is to pro-

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

Contact info Key contact 410-641-4775 Olive Mawyer 410-968-2500 Valerie Howard 302-846-3336 Diane Johnson Tina Banks 410-213-0144 Melanie Pursel 410-641-5306 Elizabeth Kain-Bolen 410-957-1919 Denis Wagner 410-651-2961 410-749-0144 Brad Bellacicco 410-632-2722 Dwayne Mease

Dues* $125 $100 $75 $75 $175 $145 $150 $50 $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.

vide treatment of immediate dental needs to the under served populations on the Delmarva Peninsula. Anyone 19 years of age or older is eligible to receive services including extractions, restoration (fillings) or cleanings. All of the treatment will be provided by volunteer board registered dental and medical professionals at no cost to those receiving care. For more information and to sign up to volunteer, call 443-365-5776 or visit

College Student Discount Program

The Salisbury Area Chamber of Commerce is looking for businesses to participate in the College Student Discount Program. Every year, Salisbury University, Wor-Wic Community College and University of Maryland Eastern Shore students contribute over $300 million to the local economy. By taking advantage of the College Student Discount Program, businesses can expand

Calendar of Events

Salisbury Chamber

Friday, July 6 - Free concert, 78th Army Band, Salisbury Government Building, 7 to 9 p.m.

Thursday, July 19 - General Membership Luncheon, Holiday Inn & Conference Center, noon.

Monday, July 9 - Workforce Development Committee, Chamber Business Center, noon.

Thursday, July 19 - Business After Hours, Herl’s Bath & Tile Solutions, Salisbury, 5 p.m.

Tuesday, July 10 - Membership Committee, Bob Evan’s Restaurant

Monday, July 23 - Executive Committee, Chamber Business Center, noon.

Wednesday, July 11 - Business After Hours, CoreFirst/Life Matters, Fruitland, 5 p.m.

Tuesday, July 24 - Budget and Finance Committee, Chamber Business Center, noon.

Thursday, July 12 - Beautification Committee, Chamber Business Center

Tuesday, July 24 - Green Committee, Chamber Business Center, noon.

Friday, July 13 - Executive Committee, Bob Evans Restaurant, 8 a.m.

Wednesday, July 25 - Board of Directors, Chamber Business Center, noon.

Wednesday, July 18 - New Member Reception, Chamber Business Center, 11:30 a.m.

Wednesday, July 25 - Business After Hours, University of Maryland, Wicomico Extension Office, Salisbury, 5 p.m.

their stake in the college market. To participate, contact Sophia Smecker at 410-749-0144 or visit www. to download a registration form. Current and new partici-

pants must fill out a registration form. Business owners with a marquee are also asked to welcome new incoming college students with a “Welcome” message from Aug. 13 – Sept. 2.

Business Journal • July 2012


Salisbury Area Chamber earns 4-Star accreditation

Salisbury is only accredited chamber in Maryland

After a comprehensive internal assessment, completion of an extensive application, and a review by a panel of experts from the U.S. Chamber of Commerce, the Salisbury Area Chamber of Commerce has been awarded 4-Star Accreditation. The prestigious honor puts SACC among the top 3% of all chambers in the U.S. While a total of 7 chambers were awarded some level of accreditation at the June 6 U.S. Chamber Board Meeting, Salisbury was among only three receiving this distinguished 4-star rating. “It’s a great tribute to the Lower Shore business community that we have a chamber that has been accredited by the U.S. Chamber since 1966,” stated Chamber President Sandy FitzgeraldAngello. “This represents a lot of hard work by our members to complete the accreditation application. The 4-star rating shows that the officers and the board set a high standard for this organization.” This accreditation program offered by the U.S. Chamber is the only national program recognizing chambers for their effective organizational procedures and community involvement, Accreditation allows the chamber to renew, improve, and promote sound business practices, policies, and procedures. This past year, the staff, board of directors, and volunteers of the Salisbury Area Chamber of Commerce spent countless hours completing the Accreditation process. The process requires applying organizations to demonstrate competency in nine core areas ranging from finance to facilities. The result of their hard-work is evidenced by this impressive rating. “The re-accreditation was a lot of hard work,” added Accreditation Committee Chair Tony Nichols. “The application consisted of over four hundred pages documenting the many projects

and programs of the chamber. Thanks to the hundreds of hours invested by the committee members and the staff, we are proud to announce that we are once again a 4-star accredited chamber.” The United States Chamber of Commerce provided SACC with feedback including, “The Salisbury Area Chamber of Commerce has demonstrated a good track record of operating a successful chamber and achieving desirable results for its members.” The U.S. Chamber noted that SACC had created a good Legislative Policy Manual and an outstanding technology plan and data protection and privacy policy. The chamber was recognized for its regular legislative trips to the State Capitol and also received a perfect score in the Governance and Facilities sections of the application. Local chambers are rated Accredited, 3-Stars, 4-Stars, or 5-Stars. State chambers are recognized as either Accredited State Chamber or Accredited State Chamber with Distinction. The final determination is made by the Accrediting Board, a committee of U.S. Chamber board members. SACC has earned Accreditation since 1966 and is the only accredited chamber in Maryland.

Networking Tip

Keep good records Keep a database of all the people you meet and record when you met them and all relevant details. Use your MS Outlook, contact management or customer relationship marketing software to do this because you can easily set follow-up dates and keep records of all of your interactions with your contacts.

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Business Journal • July 2012


Artists join arts & crafts market

Jay Prouse of Mr. Paul’s Legacy, Wayne Strausburg, Gary Kleiman and Stacey Schoolcraft of the Greene Turtle

Tourism holds awards event Wicomico Tourism recognized its strongest supporters during a recent reception and awards ceremony. The recipients of the 2012 Tourism Awards were announced during the event, which took place at the Wicomico County Visitor’s Center. The reception and awards ceremony tradition has been held annually since 2000. This year awards were presented to the restaurant and business of the year as well as the hotelier and hospitality person of the year. The Betty K. Gardner Tourism Person of the Year was also revealed. This award, named in honor of the late Betty K. Gardner, honors an individual who has proven him/herself instrumental in the promo-

tion of tourism in Wicomico County. Each award recipient was also awarded a citation from Senators Richard F. Colburn and James N. Mathias. Recipients were selected by the Tourism Advisory Board. The 2012 Tourism Award recipients are: Restaurant of the Year: Mr. Paul’s Legacy Hotelier of the Year: Courtyard by Marriott Hospitality Person of the Year: Gary Kleiman, SignFixers Business of the Year: The Greene Turtle Tourism Person of the Year (Betty K. Gardner Award): Wayne Strausburg

Local artists Erick Sahler and Victor Almeida and other regional artists and artisans will appear every Saturday at the Riverside Arts & Crafts Market in downtown Salisbury. Sahler is a well known for his original, limited edition, hand printed serigraphs (silkscreen art prints) featuring interpretations of familiar sites around Salisbury, Ocean City and beyond. Sahler, a graphic artist and screen printer who has designed illustrations, graphics, cartoons and logos in the region since 1983, launched Erick Sahler Serigraphs in 2011.   Almeida is a 2011 Salisbury University graduate who majored in glassblowing, ceramics and new media. He was awarded the 2011 3-D award in the Senior Art Show, was the Glass Club president and co-founder of the Art Club. Almeida will offer blown glass vases and bowls, ceramics, paintings, photography, glass paperweights, drawings, and jewelry. Riverside Market vendors vary week-to-week. In the months ahead, works will include stained glass, custom designed jewelry, hand-dyed yarn, hand-woven rugs, scarves, photography, hand-crafted wood items, decorated re-purposed furniture, knit and crochet items, hand crafted soaps, blown glass, fused glass, graphic art, paintings, prints, mixed media, pottery, waterfowl carved from reclaimed wood, wooden toys and whimsical items from recycled wood, fiber arts, woven baskets, paper art, and “upcycled” items. Riverside Market is on Saturdays (weather-permitting) from 9 a.m. to 2 p.m. on the river at West Main Street

A sample of Erick Sahler’s work

A sample of Victor Almeida’s work

and Lake Street near Chesapeake East and Brew River. Free parking across the street. This project of the Salisbury Arts & Entertainment District Committee offers regional artists a new venue to sell their original works directly to the public. Vendors must apply in advance at or call 443-735-0957.

Business Journal Advertising Index The following Directory of Business Journal

Energy 22 Paradise Energy Solutions. 888-272-0542


Entertainment 11 Shorebirds . . . . . . . . . . . . . . . . . 219-3112



Farm Supplies 13 The Farmers & Planters Co. . . .749-7151


Architecture & Engineers

Financial 19 Bay Bank . . . . . . . . . . . . . . . . . .334-3636 10 Eric Johnston . . . . . . . . . . . . . . .677-4848

13 Towers Concrete . . . . . . . . . . . .479-0914

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

12 AWB Engineers . . . . . . . . . . . . .742-7299 Advertising 5 Comcast Spotlight . . . . . . . . . . .546-6610 31 Money Mailer . . . . . . . . . . . 302-629-8686 Automotive 7

Burnette White Tire Pros . . . . . . . . . . . . 7

23 Pohanka . . . . . . . . . . . . . . . . . . . . . . . . . . Employment 25 Manpower . . . . . . . . . . . . . . . . .742-8861

Health 20 Accurate Optical. . . . . . . . . . . . .749-1545 24 Apple Discount Drugs . . . . . . . . 543-8401 7 Eastern Shore Pharmacy . . . . . . 749-5253 Heating and Air 5 Mid-Atlantic Heating & Air Conditioning, Inc. . . . . . . . . . . 546-5404 Insurance 3 Avery Hall. . . . . . . . . . . . . . . . . . 742-5111

18 Mail Movers . . . . . . . . . . . . . . . .749-1885 9 Matice. . . . . . . . . . . . . . . . . . . . .858-4775 12 Terra Firma. . . . . . . . . . . . . . . . .846-3350 Real Estate 21 Remax Crossroads . . . . . . 443-736-3373 2 Sperry Van Ness . . . . . . . . . . . .543-2440 Storage 21 Cubes. . . . . . . . . . . . . . . . . . . . .742-2100 Utilities 11 Chesapeake Utilities . . . . . 800-427-0015 23 Choptank Electric . . . . . . . . 877-892-0001


Business Journal • July 2012

Wicomico County Sales Tax Collections by category May ‘12

April ‘12

May ‘11

Food & Beverage








General Merch.




Automotive & Oil




Furniture & Appl.




Building Supplies




Utilities & Trans.




Hardware & Equip.












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

Let Us Help You With Your Pharmacy Needs


400 Eastern Shore Dr. Salisbury, MD 21804

Bob Elliott


tel 410-749-5253 • fax 410-749-6345 FREE Delivery, Senior Citizens Discounts Burt’s Bees • Yankee • Rowe Pottery Jobst Compression Stockings Diabetic Counseling

EASTERN SHORE PHARMACY Across from the hospital on the corner of Eastern Shore Drive and Carroll Street in Salisbury

Bob Elliott



Salisbury-Ocean City-Wicomico Airport June ‘11 . . . . . . . . . . 13,512


July ‘11 . . . . . . . . . . . 15,291


September ‘11 . . . . . 13,017


October ‘11 . . . . . . . . 12,386


November . . . . . . . . . 11,565


December ‘10 . . . . . . 11,473


Airline Passengers Enplaned/Deplaned

2011 total . . . . . . . 143,738 11.1 January ‘12 . . . . . . . . . 11489


February ‘12 . . . . . . . 11,158


March ‘12 . . . . . . . . . 13,059


April ‘12 . . . . . . . . . . 13,117


May ‘12 . . . . . . . . . . . 13,207


The number in the right column is the percentage of change in passenger activity compared to the previous year.

National, State, County Unemployment Rates

Dec Jan Feb Mar Apr May

National 8.3 8.8 8.7 8.4 7.7 7.9 Maryland 6.3 7.0 7.1 6.8 6.5 6.7 Wicomico 8.6 9.7 9.6 8.9 8.3 8.2 Salisbury NA NA 10.2 9.5 9.0 8.8 Worcester 15.6 16.9 16.8 14.7 11.9 9.7 Somerset 8.6 11.3 11.9 10.8 10.5 10.0

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


Business Journal • July 2012

Delmarva Chicken Festival scenes

The Centre at Salisbury hosted “Featherfest! The Artful Chickens,” a Business After Hours event on Tuesday, June 12. The Centre staff unveiled the creatively crafted 4-foot fiberglass chickens that were sponsored by local businesses and then decorated by local artists. Proceeds from the event will benefit the sponsor’s charity of choice. Pictured are the Centre staff and their “Chicken Noodle Soup” Chicken, benefiting The Christian Shelter.

Thank you for your help

On June 14-16, 2012, the Salisbury community celebrated the 63rd Annual Delmarva Chicken Festival in Salisbury, MD. Near perfect weather, huge crowds, delicious chicken prepared in a variety of ways, live entertainment, fun and games, and numerous vendors with a variety of products and services combined to make the 2012 Delmarva Chicken Festival a tremendous success. Sponsored by Delmarva Poultry Industry, Inc., the non-profit trade association working for the local chicken industry, and hosted by the Salisbury Area Chamber of Commerce, this year’s festival attracted more than 30,000 people! Thank you to festival co-chairs James McNaughton, AHPharma, Inc. and Robbie Tarpley Raffish, a.s.a.p.r. integrated marketing, whose leadership resulted in an extremely successful event that accomplished its goal of highlighting the importance of the chicken industry on Delmarva. The support of our presenting sponsors, Toyota, Mountaire Farms, Comcast Spotlight and The Pohanka

Automotive Group of Salisbury. Special thanks to all of festival sponsors and supporters: Pepsi Bottling Ventures, Great Scott Broadcasting, Perdue Farms, Inc., PNC Bank, AHPharma, Inc., a.s.a.p.r. creative suite, Choptank Electric Cooperative, Courtesy Chevrolet of Salisbury, Peninsula Regional Medical Center, Delmarva Power, Farm Credit, MARBIDCO, The Bank of Delmarva. There are also numerous business and organizations that contributed to the great success of this year’s festival. They include the City of Salisbury, Wicomico County, Salisbury Lions Club, Salisbury Jaycees, Centre at Salisbury, The Ward Museum, Wicomico Rotary, Gladden Construction, Eastern Shore Regional GIS Cooperative, Nutters Crossing Golf Course, Green Hill Yacht & Country Club, VP Shoes, Camp Odyssey, Mid-Delmarva Family YMCA, Herl’s Bath & Tile Solution, Wright’s Market, Midway RV, by Peninsula Radio Operators Society, Wheels That Heal Car Club, Eastern Shore Coffee & Water, Atlantic Tractor, Sharp Water, Easter Shore Forest Products, New Beginnings Productions, Mojo’s, Teltronic, Evolution Brewing Company, and so many more! Our sincere gratitude goes out to the numerous hard working and talented individuals that made up the 2012 Chicken Festival planning committee. This festival would not have been possible without each and every one of you!

New to this year’s festival was a 5K “Chicken Run” in which over 100 participants took part in this unique and fun athletic event. In true Chicken Festival fashion, the run was led by our own feathered friend and all participants received a fun chicken hat souvenir.

The Salisbury Lions Club fired up the 10-foot fry pan and cooked over 5 tons of chicken, provided by Mountaire Farms, over the course of two days. That’s over 10,760 pounds of chicken! Photo by Gary McCready

Business Journal • July 2012

The 63rd Annual Delmarva Chicken Festival took place on June 15-16 behind the Centre at Salisbury. Festivities opened with a ribbon cutting ceremony on Friday. City and county officials and Delmarva Poultry officials welcomed the audience to the festival and spoke of the importance of the poultry industry in our community. Summer camp students from Camp Odyssey along with local feathered mascots kicked off the festivities by leading the crowd in a rendition of the Chicken Dance.


The Home & Trade Show Tent sponsored by PNC Bank was filled with local area businesses and organizations. At far left on The Edge put on a fantastic performance on Saturday evening of the festival on the Great Scott Broadcasting Entertainment Stage. At near left, the baby chick display is always a huge hit with children’s and families.

Business Journal • July 2012




1 Fish 2 Fish Crabs & Seafood

John Connell 1019 Eastern Shore Dr. Salisbury, MD 21804 410-219-3474 410-749-0012 (fax) Seafood market and restaurant. Steamed crabs, fresh seafood, soups & sandwiches, lunch & dinner specials….all homemade. Check them out on Facebook for menu and specials.

Card’s Computers

Eric Allen 11312 Manklin Creek Rd. #2 Ocean Pines, MD 21811 410-208-3933 410-208-3996 (fax) Your business depends on technology for success. Everything from daily computer support, network security, data backup, software, Internet and wireless capabilities, telephone systems, security cameras, hardware and integration, to 24x7x365 remote monitoring. Card’s Computers gives you the support of a local, fast, reliable, and experienced IT services company and provides very personal and highly responsive service. Referred by Jerry Woroniecki  

Houlihan Real Estate

Rep: William Houlihan 30339 Foskey Ln. Delmar, MD 21875 410-896-3828 410-896-4466 (fax) gobaylandhomes@ddm Commercial, residential, and rental real estate

Kona Ice of Salisbury

Rep: Cynthia Outten 1715 W. Clear Lake Dr. 443-523-6020 Kona Ice is a one of a kind experience that serves a premium tropical shaved ice; the finest icy treat on the planet. This is not your typical snow cone. Our flavors are bold and delicious, like nothing you’ve ever had. Have Kona Ice’s one-of-a-kind mobile unit come to your event, church or school or work place to cool off your group. Kona Ice is dairy-free, glutenfree and we even offer flavors that are sugar-free and dye-free.

Legal Shield

Reps: Keyontae Willis & Damion Miles 123 Camden St. Salisbury, MD 21801

443-366-1814 609-408-4890 (fax) Everyone deserves legal protection. And now, with LegalShield, everyone can access it. Whatever your situation, we are here to help. From real estate to divorce advice, identity theft and beyond, we have your rights covered. Welcome to total peace of mind. Welcome to LegalShield. With the commitment of over 1.4 million LegalShield members, we are able to negotiate comprehensive legal services with law firms nationwide at a fraction of what they traditionally cost. Because our attorneys are prepaid, they’re motivated to treat all of our members and their needs equally. A small monthly fee gets you access to a quality law firm in your area. Call about anything you want. It’s that simple.

Merry Maids

Rep: Tara Barr 540 Riverside Drive, Ste. 4 Salisbury, MD 21801 410-749-0100 410-749-4637 (fax) Step into a home cleaned to your complete satisfaction. Cross a major chore off your to-do list and let us take care of house cleaning. Then savor the pleasure of knowing your whole home has been cleaned by a professional team you can trust. For a price that meets your needs and your budget, we put you in touch with a Merry Maids employee, and they will contact you to get a better understanding of your home, its cleaning requirements and your cleaning needs. They can then give you a price to clean your home that will fit your budget. Referred by Tony Nichols  

Primo’s Hoagies

Reps: Karen & Michael Kennedy 121 West College Ave. Salisbury, MD 21804 410-546-7776 Primo’s Hoagies offers an extensive menu featuring award winning specialty hoagies made on crisp Italian bread using only the finest gourmet quality Thumann brand meats and cheeses. Hoagies are made fresh to order and hand-sliced in our store. Health alternative hoagies and wraps are also available, as well as sampler trays, Italian specialty sides and salads. Referred by Wes Cox

Roothead decoys on display The Ward Museum of Wildfowl Art, Salisbury University presents a unique collection of roothead decoys in its Decoy Study Gallery through October 2012. The earliest non-native decoys made in North America probably had root or branch heads. The bayman who hunted and harvested nature’s bounty was very sensitive to his environment and very much an opportunist. He brought these qualities to the creation of his duck hunting lures. Before the use of power tools, a woodworker gave considerable thought to the creation of wooden objects and carefully studied the wood available to him to find efficient ways to create the stool they needed. Writing in the early 1960s, Wilbur Corwin of Bellport, Long Island suggested that many of the first rootheads were made from part of a fence rail and a tree branch. The head was carved with an extra-long neck that passed all the way through the body and was wedged so tightly that it required no other means of fastening. In a variation, a hole is bored through a length protruding from the bottom to fasten an anchor line. No one will ever know who first thought to take part of a tree trunk and a small protruding branch to fashion a decoy head. However, two examples from Long Island help us date these early roothead decoys. Joel Barber in his seminal book Wildfowl Decoys (1934)

documents a shorebird decoy by Ben Hawkins of Bellport, dated to the first quarter of the nineteenth century. A redbreasted merganser by Roger Williams of Sheepshead Bay, Brooklyn, New York illustrated in Gunners Paradise (1979) by E. Jane Townsend is dated circa 1830. The term “roothead” is a misnomer. Most were actually branch heads, made by cutting a segment of a small tree trunk, usually scrub pine or red cedar, with a branch still attached. The head was carved by using the trunk portion for the head and neck and the branch for the bill. Most heads carved later in the nineteenth or early twentieth centuries and almost all of those that have survived had a wide, flared base that was nailed to the body. Root or branch heads were used to depict a variety of waterfowl species, but were particularly effective for the heads of brant, merganser, Canada goose, and herons. The forward position of a swimming brant, geese, and Sheldrake were naturals for roothead decoys. Through their skillful use of natural materials to create a working decoy, baymen have left us some interesting and dynamic carvings. The Ward Museum is proud to present this exhibit with support from the Long Island Decoy Collectors Association and guest curators Richard Cowan and Gerard Eroksen. For more information, visit the Ward Museum website,

Business Journal • July 2012


Workforce Development Committee By Jayme Weeg

WDC chair, president of Junior Achievement

The mission of the Workforce Development Committee of the Salisbury Area Chamber of Commerce is to serve as an exchange forum where the business community can interface their current and future work force needs with representatives of all aspects of the community and then work together to address needs in those institutions that will more effectively prepare the work force of the future. Each month, the committee brings in a speaker from a particular industry or expert in the area of work force development to speak of the changes, needs, and gaps in the world of hiring and work force development. After each speaker, the committee will then set forth tasks to educate their organizations and the community about those needs, all in an effort to spread information to the local community. By working together we can make sure we are preparing a globally competitive workforce.   This month, Dr. Memo Diriker and Ms. Sarah Bunch from BEACON spoke with us. BEACON, The Business Economic and Community Outreach Network, of the Franklin P. Perdue School of Business at Salisbury University, offers business, economic, workforce, and community development consulting and assistance services to a variety of organizations, including businesses, government agencies, and non-profit community-based organizations. BEACON has a dual mission of: 1. Providing Perdue School students with a wide variety of experiential learning opportunities; 2. Providing our region’s public and private sector decision makers with the business and economic development data, information, skills and know-how they need through targeted outreach programs, applied research, trend and scenario analyses, demand forecasting, strategic planning, feasibility studies, and modeling for resource allocation, process improvement, and economic impact studies.

Dr. Diriker and Ms. Bunch gave insight into local trends in the workplace. Trend 1: Health care and allied industry continues to add jobs and pay higher wages than area averages; Trend 2: Jobs related to the construction and real estate industries are not exhibiting any measurable indications of recovery; Trend 3: Any activity sectors that rely on public funding appear to be in decline with expectations of significant worsening; Trend 4: Most other sectors are exhibiting signs of cautious optimism. Trend 5: Employers are looking for trained or trainable workers and are willing to provide or oversee on-the-job training.  Trend 6: Employee loyalty to employer seems to be at an all time low and employees seem to be ready and very willing to jump ship to another employer for relatively small changes in compensation or work conditions. For more information on BEACON, visit The Workforce Development Committee meets the second Monday of every month. Email the chamber or Jayme Weeg at for more information.

New craft brewery to open

Brent Miller, CCIM, CPM, Wesley Cox, CCIM and Rick Tilghman, CCIM of Sperry Van Ness – Miller Commercial Real Estate in Salisbury, are pleased to announce the sale of the brewery equipment and real estate of the former Evolution Craft Brewery in Delmar, at 501 BiState Blvd., to Suellen Vickers and Lori Clough, owners of 3rd Wave Brewing Company. 3rd Wave will initially brew an IPA, a porter and pale ale at the 3,500 square foot facility. 3rd Wave Brewing Co. is scheduled to open mid-summer. Visit for more information.

Smart Energy. Smart Choice.


GREAT BASEBALL IS GREAT FOR BUSINESS. There’s nothing like a season with the Shorebirds. Entertain clients. Close deals. Reward employees. As the Single A affiliate of the Baltimore Orioles, you get to see future major leaguers, right in your own backyard.

Shorebirds Group Outings “Our Tri-Gas employee outing has been a great success since we found the Shorebirds Stadium. Great food, great fun, great baseball, a winning combination!” Keith McMahan - Owner of Tri Gas & Oil • Executive Club, $29 per person , 3rd Floor indoor and outdoor seating, accommodates 135 people • Hardball Café, $25 per person behind home plate accommodates up to 175 people • Picnic Pavilion, $19 per person down right field line reserve for up to 400 people • All Catered Areas includes a hour and half buffet

Shorebirds Sky Suites “I would strongly encourage anyone or any business to consider the investment of a skybox. Whether rented for a season or just a night, a sky-box offers a tremendous value.” Jeff Holloway, President/CEO of Holloway Tours Sky Suites are perfect for any gathering. Whether you are entertaining clients, holding a company outing, celebrating a birthday party or simply looking for a fun night out with friends, you’ll have a great experience in one of our suites. Suite Mini Plans offer great saving when you book multiple suite nights! • 10 Suite Nights - $4000 • 5 Suite Nights - $2,125 • 3 Suite Nights - $1,275 • Single Suite Night - $500 • Catering options available upon request

CALL 410-219-3112

Business Journal • July 2012


Don’t fall victim to investment bias in your portfolio By Kelley Selph


If you’re like most people, you go through many complex thoughts and emotions when choosing investments. In fact, a field of study called If you were to live lon“behavioral finance” is deger than you anticipate, voted to understanding why people make their investment would you be financialdecisions. As part of their work, behavioral finance ly prepared? researchers examine “biases” that affect people’s investment selections. And as an a bias called “representativeness.” individual investor, you, too, can benefit from For example, if you see that investments from understanding these biases — so from a particular sector, such as energy, that you can avoid them. have performed particularly well in Here are some of the key biases one year, you might think these types identified by behavioral finance experts: of vehicles will do just as well the next • Overconfidence — Overconfiyear, so you load up on them. Yet every dence leads investors to believe they sector will go through ups and downs, know the “right times” to buy and sell so one year’s performance cannot necinvestments. But if you’re constantly predict the next year’s perforbuying and selling in the belief that you essarily mance. Instead of chasing “hot” investare correctly “timing” the market, you ments, try to build a balanced portfolio maybe wrong many times, and you may that reflects your individual goals, risk incur more investment fees, expenses tolerance and time horizon. and taxes than if you simply bought • Anchoring — Similar to represenquality investments and held them for tativeness, an anchoring bias occurs the long term. when investors place too much empha• Representativeness — If you make sis on past performance. If you own decisions based on preconceived ideas shares of XYZ stock, for instance, and or stereotypes, you may be suffering the stock price hit $60 per share, you

might assume XYZ will always sell for at least $60 a share. But if XYZ drops to $30 per share — perhaps as a result of a broad-based market decline — you might think it’s now “undervalued,” leading you to “snap up” even more shares. However, XYX shares could also fall due to a change in its fundamentals, such as a shake-up in the company’s management or a decline in the competitiveness of its products. As an informed investor, you need to work with your financial advisor to determine the causes of an investment’s decline and any actions you may need to take in response. • Confirmation — If you are subject to confirmation bias, you may look for information that supports your reasons for choosing a particular investment. This type of bias can lead to faulty decision making, because you’ll end up with one-sided information. In other words, you may latch onto all the positive reasons for investing in something — such as a “hot stock” — but you may overlook the “red flags” that would cause you to think twice if you were being totally objective. To fight back against confirmation bias, take your time before making any investment decision — a quality investment will almost always be just as good a choice tomorrow as it is today.

Being aware of these investment biases can help you make better decisions — and over a period of many years, these decisions can make a difference as you work toward achieving your financial objectives.

About the author Kelley M. Selph, AAMS, is a financial advisor for Edward Jones Investments.

Dr. Zoumenou elected to SNEB

Dr. Virginie Zoumenou, a certified nutrition specialist, licensed dietitian, and 1890 Family Consumer Science program leader at the University of Maryland Eastern Shore, has been elected director-at-large for the Society of Nutrition Education and Behavior (SNEB), a worldwide organization of nutrition educators working in the United States and beyond. She will serve as a liaison during her three year term between the board and the division to help facility the SNEB mission, which is to provide nutrition education and health promotion worldwide. Having earned a doctorate in biochemistry/nutrition in 1994 and a second doctorate in dietetics in 2006, Zoumenou has devoted her life’s work to nutrition education and health promotion in the classroom as well as in the community and abroad.

Business Journal • July 2012


Women’s Fund awards grants SEPTIC SYSTEMS The Women’s Fund at the Community Foundation of the Eastern Shore celebrated its initial grant awards on June 14, at a special reception hosted at the Community Foundation. The following seven local organizations received grant awards for 2012: • University of Maryland Extension Office will provide girls, ages 8-13, with scholarships to attend 4-H Summer Camp. • Salisbury University Women in Leadership student organization will implement a professional development workshop for SU students to help them develop the skills they need to reach their full potential. • Easter Seals will provide girls with the opportunity to attend summer camp at Camp Fairlee, which is one of the few camps in our region that provides safe, healthy, and success-oriented recreational opportunities for people with special needs. • Wicomico HOPE will provide support for females, ages 14-20, who are preparing for a life of independence after foster care with a unique program to help cultivate their social, cultural,

behavioral, and life skills. • Life Crisis Center, Inc. will bring a sense of normalcy to the lives of girls and women who have sought shelter from abusive situations through therapy and activities provided through the KIDD Fund (Kids Inquiring Discovering and Developing). • Village of Hope will provide mental health services to women in its transitional housing shelter.   • Diakonia, Inc. will create a weekly women’s support group at its transitional housing shelter. This group will promote healthy support networks and will provide adult homeless women with coping techniques, job skills, life skills, and a positive social network. The Community Foundation’s Women’s Fund is a permanent endowment fund created to address the unmet needs of women and girls on Maryland’s Lower Eastern Shore. Since the fund was established in October 2011, more than 100 local women have become founding members. For more information on The Women’s Fund or the Community Foundation, visit

Women in Business Profile Susan McMullen

Money Mailer of Delmarva The success of a business is measured by how many people it touches and how many lives are improved because it exists. Susan McMullen, wife, and busy mother of 3 has owned Money Mailer of Delmarva for the past 10 years. She has not only helped local businesses grow through marketing programs but has also helped the community save money every day through coupon offers in her Big Red, White and Blue Money Mailer envelope. Money Mailer is structured so that a small business can target just the area around their location, or a very large business can saturate the Eastern Shore. This is a very cost-effective way for a business to advertise whereby no advertising dollars are wasted.

Honesty and integrity are two words that best describe Susan. Some say you cannot succeed in business if you are honest. Susan has proven this to be untrue. Her honesty and integMcMullen rity have helped Money Mailer grow and thrive in today’s economy. She takes the time to develop marketing programs and puts forth the same effort, whether she is working with a large or small client. She has high standards for her envelope and personally evaluates every ad campaign; is it fair, are the offers honest, will the public receive good value? These criteria must be met before an ad goes out. It is these high standards and her strong work ethic that has proven Susan to be an outstanding role-model in the business community.

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

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System Inspections

Clarifier/Sand Oil Separator

MFR of Septic Tanks & Grease Traps Real Estate Transaction Inspections Approved Critical Area BAT Sytems Removing Nitrogen to Save the Bay

Towers Concrete 410-479-0914

Business Journal • July 2012


Business After Hours SummersGate Active Adult Community On May 23, SummersGate Active Adult Community hosted a Business After Hours in their Community Clubhouse. Chamber members, guests, and residents were treated to a tasty selection of desserts while they networked, toured the clubhouse, and model units at this active-adult community. At SummersGate you can enjoy village-style living with extensive landscaping, lighted sidewalks, pocket parks, a grand clubhouse with pool,

Jacuzzi, state-of-the-art gym, pub and lounge. SummersGate provides the perfect solution for those 55+ and older wanting a carefree active lifestyle with all the benefits of homeownership, but without the burdens of home maintenance and yard work. Just a few of the many home features offered at SummersGate include first-floor master suites, high ceilings for lots of extra light, sensible floor plans, the ability to customize, lots of storage, attached garages, home warranties, and generous detailing. For more information, visit their website: www.

Our hosts, the team from SummersGate: resident Carol Lang, builder Russ Harrison of R&L Construction, and the sales & marketing team of Sydney Rust and Barbara Howard

Dale King of MLJ Processing, Rachel Manning of Residence Inn By Marriott, Laura Hancock of Embrace Mortgage, Dana Motley of Bay Bank

Prospective Member Matt Bellacicco of Lincare, Chuck Davis and Clayton Rorie of Orkin

Robbie Tarpley Raffish of a.s.a.p.r. Integrated Marketing, Roy Figgs of State Farm/ Davis Insurance Agency

County government at work: Emergency Services Dept. Hurricane season on Delmarva may be from June through November but Wicomico County’s Department of Emergency Services is busy making preparations for this and other potential disasters year round. Wicomico County’s Emergency Services Department is a 27-person operation. Its mission is “to provide professional quality service to all the citizens of Wicomico County, to reduce loss of life and property, giving each citizen a sense of pride, security and confidence, not only in the strengths and qualities of the department, but that the department will be ready to meet their needs and challenges in any emergency event in the County. Through maximizing and utilizing all resources the Department of Emergency Services is able to effectively and successfully provide services to the citizens of Wicomico County at all times.” Coordinating the work of multiagencies in the local emergency community is becoming a more complex and challenging task all the time but David Shipley, the director of Emergency Services is up to the challenge. Shipley began working with the department in 2006, first as the deputy director and then was appointed to director in 2011. Shipley believes in running a wellorganized team, building and maintaining key relationships and getting the job done successfully. The department is comprised of the Communications Division – the 911 call takers and dispatchers who route our emergency and non-emergency calls to police, ambulance and fire companies; the Radio Division maintains three radio system tower sites and handles maintenance and repair for over 1,000 portable and more than 300 mobile radios used throughout the county and; the Emergency Management Division, responsible for maintaining the county’s All Hazard Emergency Operations Plan (EOP) for the ongoing planning and coordination of efforts that enable the county to effectively respond to both man-made and natural disasters. The employees of the Emergency Management Division conduct and participate in several disaster drills throughout the region to keep trained and systems up-to-date. They maintain 55 response plans that the department is directly responsible for covering everything from flooding to chemical spills to hurricanes; and monitors an additional 25 plans they are indirectly responsible for. These plans are continually reviewed and updated as needed. Beginning in May of each year, prehurricane season meetings are held with stakeholders that partner in the county’s emergency planning, response and recovery. The consequences, required actions, written procedures, and the resources available are reviewed. Shipley notes that because of the pre-hurricane season meetings held in May of 2011, the county was able to effectively deal

with the impact of hurricane Irene in August 2011. For the first time this year, the division hosted briefings with Peninsula Regional Medical Center, Deer’s Head Hospital Center, Coastal Hospice, the Health Department and dialysis centers. “We felt it necessary to bring all of our healthcare providers together to ensure a coordinated emergency response in a disaster,” Director Shipley said.  These briefings may take the form of table-top exercises or drills to practice step-by-step measures required for a successful emergency management response. Large numbers of partners have the opportunity to practice interdependence and communications that will be the backbone of an effective response to a catastrophic event. Participants walk through communication plans, notification system schedules, transportation, shelter, food and water needs, and reentry requirements. Throughout the year, the department checks equipment to identify any safety issues and make sure they are functioning properly. Among the equipment routinely inspected are the emergency vehicles and trailers, and the SAT (or satellite) phone. The public emergency call out system, also known as the Communicator, is tested regularly to ensure residents will receive notifications in the event they’re needed – including evacuation instructions. The Mobile Command post, fully equipped with a vast number of radios and computer technology, is checked for operational readiness on a monthly basis. This self-sufficient, emergency command post, gives Wicomico County virtually unlimited communication with other law enforcement and public safety agencies. Every day, the Department of Emergency Services staff is hard at work preparing county departments, municipalities, businesses and residents for disaster through hazard mitigation, planning, and preparedness initiatives and activities. For more information on the department and tips to keep you safe during an emergency, visit the department’s website at or invite them to conduct a workshop for your organization.

Book wins award

“Makers of the Environment: Building Resilience Into Our World One Model at a Time,” is the winner of the Environment: Green/Alternative Energy/Conservation category in the 3rd Annual International Book Awards. Written by Finith Jernigan, an architect in Salisbury, and published by 4Site Press, the book focuses on the possibilities and design futures for where technology can lead society and how each of us can prepare ourselves for tomorrow. 4Site Press is located in Salisbury. For more information, visit

Business Journal • July 2012

Business After Hours Courtyard by Marriott Chamber members and guests joined the management and staff of the Courtyard By Marriott on Thursday, June 7, for a Business After Hours networking event. Guests were treated to lite fare prepared by Executive Chef Matthew Leonard and his staff while networking with chamber members, prospective

chamber members, and guests. The property includes spacious rooms, indoor pool, fitness room, business center, meeting rooms, in-house catering, and much more. For more information, to book rooms for your next family or business event, and to book your next business meeting, contact General Manager Sarah Rogers and her staff at 410-742-4405 or visit

Our hosts from the Courtyard By Marriott: Executive Chef Matthew Leonard, General Manager Sarah Rogers, Asst. Manager Heidi Selby, and owner Michael Meoli

Brendon Johnson of Paradise Energy, Kimberly Watson and George Phippin of Phippen’s Custom Cabinetry

Past Chamber Board President Gamee Elliott of State Farm Insurance and Connie Lewes of Flawless Transitions

Prospective member, Stephanie McAllister of St. Andrew’s Montessori School in Princess Anne and Donna Anderson of Salisbury Christian School


Membership Renewals

Salisbury Area Chamber of Commerce May About Faces Day Spa Affordable Business Systems, Inc. Alessi Incorporated AWB Engineers Azar/Filipov, M.D. P.A. Barkley Associates LLC Barr International, Inc. Bayrunner Shuttle BEACON Blood Bank of Delmarva Blue Water Pool Side Services Chesterbrook Island Club, LLC/Brittingham Square Callaway Office Equipment Co., Inc. Carey Distributors, Inc. Cathy’s Pet Salon, Spa & Doggie Daycare Chesapeake Screen Printing, Inc. Choptank Electric Clear Channel Outdoor Coastal Hospice Coldwell Banker Residential Brokerage/Cooper-Stewart Consulting, Training, & Development Services Cooper Insurance Agency, Inc. Crown Sports Center The Daily Times/Gannett Co. Inc. The Delmarva Dempseys, KFC/TB Delmarva Oil, Inc. Delmarva Power Delmarva Shorebirds Baseball Team Delmarva Time & Control E.D. Supply Co., Inc. Eastern Shore Distributing Eden Used Auto Parts Edward Jones Investments -- Randy O’Neal Edward Jones Investments -- Mark Vastine G & M Sales of Delmarva, Inc. George, Miles & Buhr, LLC Goodwill Industries of the Chesapeake Grant’s Exxon Great Scott Broadcasting Habitat For Humanity of Wicomico County, Inc. HealthSouth--Chesapeake Rehabilitation Hospital Robert Heim Realty Group / Remax Premier Holiday Inn Downtown Area Holt Food, Paper & Chemical Company John P. Houlihan, Attorney How Sweet It Is, Inc. John D. Hynes & Associates, Inc. InFocus Financial Advisors, Inc. Jiffy Lube/Shockley Mgmt., Inc. Jostens K & L Microwave, Inc. Kim & Associates, P.A. Lifetime Masonry/Gen. Const. Co. Mail Movers Vantage Point Retirement Living/Mallard Landing Maple Shade Youth and Family Services, Inc. Maranatha Inc. W. R. McCain & Associates, Inc. Merry Maids Metropolitan Magazine MidAtlantic Farm Credit, ACA Mid-Delmarva Family YMCA Morgan Stanley Smith Barney Nutters Crossing Golf Club Joe Ollinger John B. Parsons Home

Peninsula Oil & Propane Peninsula Regional Medical Center The Pole Power Studio Friends of Poplar Hill Mansion, Inc. Quality Staffing Services Rinnier Development Company Rommel Electric Company Salisbury Custom Services Salisbury Rehab & Nursing Center Salisbury University Shore Bank Shoreland Inc. David W. Simpson, Jr., P.A. Soule & Associates, P.C. Stadler Greenhouses, Inc. Telewire, Inc. Trice Geary & Myers, LLC The Car Store, Inc. Peggy D. Trader - Long & Foster Milford W. Twilley, Inc. United Way of the Lower Eastern Shore Vernon Powell Shoe Company Wal-Mart Stores WBOC TV Westwood Development LLC Wicomico County Board of Education Wicomico Nursing Home Your Doc’s In Zia’s Italian Grill

June Adam’s Ribs/Black Diamond Catering Affordable Bookkeeping Corp. Anchorage Nursing & Rehabilitation Center Austin Cox Mechanical, Inc. Bank of America / Merrill Lynch Brew River Restaurant Capital City Nurses Catering by Chef Stewart (Flannerys) Chesapeake Utilities Corp. Alon Davis , MD, P.A. Etch-Art Awards Ever Well Massage & Bodywork Fisher Architecture Flawless Transitions Fraternal Order of Police, Lodge 111 Granger & Company, P.A., CPA Habanera Farm, LLC Healing Hands Animal Hospital Heritage Shores Club Herl’s Bath & Tile Solutions Hometown Builders of Delmarva Humane Society of Wicomico County, Inc. HVAC Services Unlimited K.P.G. Construction/Remodeling L.O.R.A./Local Owner Restaurant Association Machining Technologies, Inc. Mid-Atlantic Heating/Air Cond., Inc. Perdue Farms Inc. Salisbury Animal Hospital Salisbury News Sassafras Senior LLC ServiceMaster of Salisbury David Shipley Telamon Corporation Tezla Consulting Group, Inc. Wicomico County Health Department


Business Journal • July 2012

Women in Business a month to more than 500 sales per month. “It was slow going at first,” she said. The organization spent $20 million improving the dealership facilities. And, Fitzgerald-Angello said, it invested in people who were willing to work hard. The dealerships currently have 260 employees. “When you have good people working for you, you can do good things,” Fitzgerald-Angello said. Her goal is to hit 1,000 sales a month. “That’s really out there, but it’s reachable,” she said. Fitzgerald-Angello spent her early years in the Pittsburgh, Pa., area. She moved with her family to Temple Hills as a child and graduated from Crossland High School there in 1979. She then went to the University of Maryland College Park to study business administration. Before obtaining a degree, though, she took a job with Pohanka as the manager of a finance department. From there, she said, she worked her way up the management ladder, culminating in 1999 in the opportunity to operate as well as have ownership in the Salisbury dealerships. Along the way, she completed her degree at UM in 1991. Fitzgerald-Angello won the Toyota President’s award in 2002, 2009 and 2010. She was awarded the MercedesBenz Best of the Best award in 2008 and the Honda President’s award in 2007. In 2009, she was named one of Maryland’s top 100 women. In addition to her work, FitzgeraldAngello also volunteers in the community. She is the president of the Salisbury Area Chamber of Commerce, serving a one-year term that will end in April. She serves on the boards of directors of Stop the Violence of Wicomico County and the Main Street Gym and participated in the Habitat for Humanity Women’s Build in 2009. She is also the founder of Pohanka Pays it Forward, through which her dealerships contribute a portion of the sale of each car to a charity of the buyer’s choice. Three years running, in 2008, 2009 and 2010, she received the Community Leadership award from the Community Foundation. And in 2008, she received the Herbert H. Fincher Friend of Mentoring award from the Wicomico County Board of Education’s Wicomico Mentoring Project. She is married to George Angello and has three children, two grown and one, age 11, still at home. Fitzgerald-Angello attributes her success to the fact that she never gives up. “I believe that I can get things done,” she said. “And I am a very hard worker.” She scoffs at the idea that juggling a career and motherhood is too difficult.

“You find ways to get things done,” she said. And she encourages young people who are interested in success in business not to be timid about it. “If you are willing to take responsibility, people will give it to you,” she said. “Then take it and run with it. Always, just keep going.”

New UMES president brings strong science credentials to job The University of Maryland Eastern Shore welcomed a new president July 1. Dr. Juliette B. Bell is the institution’s 15th leader and the fourth woman to hold the post since its founding in 1886. Her selection culminates a two-decade journey through the ranks of higher education that began at Fayetteville (N.C.) State University for the biochemist from Talladega, Ala. Bell, 57, calls the opportunity to be Dr. Bell UMES president a “dream come true.” She initially chose a career as a scientist, doing research at the National Institute of Environmental Health Science and for the National Science Foundation. She also spent a year in the late 1970s working as a substitute middle school teacher in Beaufort, S.C. Bell comes to Princess Anne with a wealth of experience as a hands-on teacher and researcher. UMES alumni immediately expressed their support for her selection with an announcement that they will underwrite a scholarship to recognize students who excel in science, technology, engineering or mathematics. Recipients will be upperclassmen who “demonstrate an aptitude in scientific research and a commitment to advancing the number of minorities and women pursuing careers in (those academic) disciplines.” The gesture clearly touched Bell, known as an educator who encourages students to pursue careers as scientists, engineers and mathematicians. Bell credits her late parents, whom she said emphasized the importance of education, with instilling a work ethic that has served her well as an adult. The first in her family to graduate from college, she earned a bachelor’s degree in chemistry from Talladega (Ala.) College. Her Ph.D. in chemistry with a biochemistry concentration is from Atlanta University (now ClarkAtlanta University) and she did post-

Bell serves on the National Science Foundation’s Biological Sciences Advisory Board and is a consultant to the American Association of Colleges and Universities. Among her many honors are the 2001 National Role Model Citation from Minority Access, Inc.; the 2000 Millennium Award for Excellence in Teaching in Mathematics, Science, Engineering and Technology at Historically Black Colleges from the White House Initiative on Historically Black Colleges and Universities; and the National Science Foundation Young Investigator Award (199398). In 2000, Bell was featured with astronaut Mae Jameson and U.S. Surgeon General Jocelyn Elders in a Chicago Museum of Science and Industry exhibit titled “Defying Tradition-African American Women in Science and Technology.” In addition, Bell is a graduate of the American Association of State Colleges and Universities Millennium Leadership Institute and the Harvard Institute for Education Management. doctorate work in biochemistry at the University of North Carolina at Chapel Hill. Following her post-doctoral fellowship, she worked as a senior staff fellow and research biologist at the National Institute of Environmental Health Sciences in Research Triangle Park, N.C. Bell was part of a team of researchers that studied an enzyme “responsible for linking …billions and billions of building blocks that make DNA,” the genetic code that determines a person’s identity and health. She was one of the first to identify ways to manipulate that enzyme to measure its ability to make DNA accurately under a variety of natural and experimental conditions. In 1992, she accepted an appointment as a chemistry professor and director of biomedical research at Fayetteville State. She also pursued her scientific interests with a National Science Foundation Young Investigator Award and a Minority Biomedical Research Support grant from the National Institutes of Health. Bell was promoted to full professor at FSU in 1998, directed its Biomedical Research Program (1993-2006) and also established the Research Initiative for Scientific Enhancement (2002-2006). “Despite Dr. Bell’s promotions within the institution,” said Kimberly Wiggins, a former student. “She still maintained camaraderie with her students and mentees, something unexpected of faculty in her position.” Bell was founding dean of the College of Basic and Applied Sciences at Fayetteville State, which she headed

from 2004 to 2006, and then served as provost and vice chancellor for academic affairs from 2006-2008. She accepted an interim appointment in September 2008 to be chief academic officer at Winston-Salem State, where she is credited with securing an endowed professorship in physical therapy as well as implementing an academic program review. The following spring, she returned to Fayetteville to resume her research work and to focus on writing a book on mentoring students in science. In August 2009, Central State University in Wilberforce, Ohio, a historically black institution with an enrollment of 2,500 students, named Bell chief academic officer. At Central State, she oversaw the academic agenda, including improving student performance, developing new programs and enhancing academic excellence. She restructured the academic colleges to create the first College of Science and Engineering, developed an academic unit to support retention of freshmen and transfer students, oversaw the implementation of the university’s first online courses and enhanced international education programming. “As a leader, Dr. Bell had a robust sense of reality, and a strong sense of possibility,” said Dr. Reginald Nnazor, Central State professor and dean of its College of Education. “It is easily evident that she has secure values and (an) ethical base that guide her decisionmaking.” Morakinyo A.O. Kuti, director of Central State’s Sponsored Programs and Research office, described Bell as a consensus-builder and “a very patient person (who) listens to all points of view and gives them consideration before she makes her decision.” Bell assured the UMES community on her first visit to campus in March that she’s up to the task of converting “challenges into opportunities” and wants to hear from all the university’s constituencies. “I pledge my best efforts to reinforce the trust you’ve placed in me,” she said. Her husband, Willie, is a consultant who specializes in advising college administrators on campus security. She has two adult children and four grandchildren.

Salisbury University’s chief executive achieves two firsts With her arrival in 2000, Janet Dudley-Eshbach became the first woman to serve as Salisbury University’s chief executive. Affectionately known by students as Dr. Janet, today she is one

Business Journal • July 2012

of the longest serving presidents in the University System of Maryland. Her leadership has been transformational. SU has increased in size and reputation: Enrollment has grown to some 8,600 and the campus has enjoyed an unprecedented expansion of new facilities. Its regional economic impact is now estimated at $420 million annually. Early in her presidency, DudleyDr. DudleyEshbach led the Eshbach University in a new direction with an initiative designed to increase diversity among students, faculty and staff. Saying she wanted a campus that looked more like Maryland, she established an Office of Diversity and hired its first director. Since 2000, the number of minority students enrolled has more than doubled, growing 150 percent. A Latin American scholar who is fluent in Spanish, Dudley-Eshbach is a champion of international study and service. Earning her Ph.D. from El Colegio de México, she understands the importance of preparing students for a global workplace and culture. She hired SU’s first director of international programs and founded its Center for International Education. Last academic year, she opened an English Language Institute to offer full-time intensive instruction to non-native speakers with the goal of increasing international enrollment. Today, the campus attracts students from 69 countries, and the number engaged in study abroad has increased 180 percent. Because the President did not want financial concerns to prevent students from travel, she personally donated $10,000 to create a scholarship for those seeking immersion experiences in any Spanish-speaking country of Latin America. On occasion, she joins them on spring break service trips to areas such as Aguascalientes, Mexico, where they have assisted with clean water and sanitation projects. If Dudley-Eshbach thinks globally, she also acts locally. Through her 2004 “Partners for Progress in the Community” initiative, she made Town-Gown relationships a priority, establishing a council through which campus and community leaders could come together to discuss issues vital to both. She also supported the opening of a Volunteer Center: Some 7,000 students logged more than 25,000 hours during its first two years. In addition, student service programs such as “I Love Salisbury” and “The Big Event” encourage hundreds to fan out into neighborhoods, parks and public buildings for Saturdays

devoted to community cleanup. In the USM, SU is a model of shared governance. Her administration is open to ideas from students, faculty and staff. For example, when students proposed creating a smoke-free campus, DudleyEshbach supported them, making Salisbury one of the first universities in the nation to adopt such a policy. Likewise, when faculty and administrators from the Charles R. and Martha N. Fulton School of Liberal Arts recommended curriculum reform to promote more in-depth study, she listened. That reform is bearing fruit as SU recently celebrated its first student Fulbright Scholar, as well as several student scholarships to prestigious graduate schools and programs including Johns Hopkins and the American Institute of Musical Studies in Austria. An articulate writer and speaker known for her humor, Dudley-Eshbach has advocated for shared governance in national publications such as The Chronicle of Higher Education and University Business. One of her most noticeable accomplishments has been the changing campus skyline. A trio of striking new buildings – the Teacher Education and Technology Center, Perdue Hall and Sea Gull Square – create an iconic profile of the University along Route 13. Representing some $165 million in new construction, these state-of-the-art facilities have had a profound impact on the campus, at the same time providing a major boost to the area economy. Other projects, such as SU’s first parking garage, the University Fitness Club and the Richard A. Henson Medical Simulation Center, offer much-needed services to students and the community. The President has made a strong commitment to sustainability. Many of these new structures, as well as several renovated residence halls, have earned Leadership in Energy and Environmental Design (LEED) certification from the U.S. Green Building Council. In 2011, SU became the first higher education institution to receive the WMDT/ Mountaire Environmental Star Award. Princeton Review has named Salisbury among the nation’s most environmentally responsible universities in its annual Guide to Green Colleges. Academic excellence and opportunity continue to be presidential priorities. Nearly a third of SU’s current majors have been developed by faculty during her tenure, and the first doctorate, in nursing practice, begins this fall. Satellite center programs have been established throughout Maryland and distance learning is growing, as are partnerships abroad. SU is the only comprehensive university to twice host the National Conference on Undergraduate Research.

Consistently ranked for excellence and value in publications such as U.S. News & World Report, Princeton Review and Kiplinger’s Personal Finance, Salisbury, said the Princeton Review, “has recently made a transformation from regional gem to an internationally recognized institution.” Or, as Dudley-Eshbach likes to call it, “A Maryland University of National Distinction.”

Dr. Peggy Naleppa leads PRMC to new heights Dr. Peggy Naleppa, President/CEO of Peninsula Regional Medical Center and Peninsula Regional Health System, began her health care career as Director of Neurosurgical Services at George Washington University Medical Center in Washington, DC. She has served as a clinical leader or as a senior executive at several hospitals in Maryland including: Anne Arundel Medical Center, Calvert Memorial Hospital and St. Mary’s Hospital. She has Dr. Naleppa served as President of the Maryland Chapter of the Healthcare Financial Management Association (HFMA) and has held several leadership positions with the Maryland Hospital Association. Peggy is also a Fellow of the American College of Healthcare Executives. Peggy, who is a registered nurse, holds a BS in Healthcare Administration from St. Joseph’s College; a Master of Administration degree with a concentration in Finance from the University of Maryland University College; an MBA with a concentration in medical services from Johns Hopkins University and a Doctorate in Management with a concentration in organizational process management from the University of Maryland University College. Peggy has a 30-plus year history as a healthcare executive and is the President/CEO of Peninsula Regional Medical Center (PRMC) and the Peninsula Regional Health System in Salisbury, Maryland. At over 360 acute care beds, 30 transitional care beds and 28 newborn beds, Peninsula Regional is Maryland’s 6th largest hospital, by licensed acute care bed count, and the largest, most advanced tertiary care facility in the region. It has been meeting the health care needs of Delmarva Peninsula residents since 1897. Peninsula Regional is an affiliate of


the elite Johns Hopkins Clinical Research Network (JHCRN), a group of academic and community-based clinical researchers designed to provide new opportunities for research collaborations and accelerate the transfer of new diagnostic, treatment, and disease prevention advances from the research arena to patient care. The Medical Center is the recipient of over 125 national awards, certifications and recognitions over the past six years for the safety and care provided to patients and the outcomes they experience, including being named One of America’s 100 Best Hospitals by HealthGrades, Inc. in 2012. HealthGrades also ranked PRMC among the Top 5% of all United States hospitals for clinical excellence in 2009, 2010, 2011 and 2012. PRMC was also honored by U.S. News and World Report as a Best Regional Hospital in 2011-2012. Its physicians are nationally-recognized and author, lecture, proctor and teach nationwide. Highly specialized medical and diagnostic services are available 24 hour a day, every day, and led by physicians in a full complement of medical specialties including: cardiovascular care and surgery; comprehensive radiation and medical oncology and surgical cancer services; neurosurgery; orthopaedic trauma and spine care and surgery; comprehensive trauma and laparoscopic, robotic and tradition general surgery; women’s and children’s services and much more. In 2012, Peggy was named the Salisbury Area Chamber of Commerce Businesswoman of the Year and the recipient of the United Way of the Lower Eastern Shore James Barrett Community Leadership Award. In 2011, she was named one of Maryland’s Top 100 Women by the Baltimore-based The Daily Record newspaper for her outstanding achievements and contributions to Maryland healthcare, and one of the “56 Women Hospital and Healthcare Leaders to Know,” by the prestigious Becker’s Hospital Review. She and her husband Dan live in Salisbury and are the parents of two daughters, Adrienne and Renee, and the proud grandparents of one granddaughter, Addison.

August Themes

The August edition of the Salisbury Business Journal will put the spotlight on Education. Our community profile will be on the City of Fruitland. Call Greg English at 302-6299788 or email to be a part of this exciting edition.


Business Journal • July 2012

How to make a good impression on a new employee Quality Staffing Services

You never get a second chance to make a first impression. When your company is seeking to fill an opening, much of the decision making is about making the right impression, and it’s not just the impression made by the applicant. Your company courted the applicant who made a good impression on your hiring manager in order to persuade her to accept your offer. You made the offer; the applicant accepts. That’s the “wedding” but, if you think that’s the end of the courtship that could go a long way toward explaining high employee turnover. Investing the necessary attention and support in the new hire by welcoming him and providing the resources he needs to do the job will make him feel comfortable and confident from day one – able to do what you hired him to do. Have you’ve ever arrived at a new job to find yourself locked out of your new office or that no office space has been set up for you? Or perhaps your new supervisor is on vacation or will start their vacation in a few days without ever having time to get you settled into your new responsibilities. After a whirlwind tour of your department, you’re lucky if you can remember everyone’s name, much less what they do. You probably have no supplies at your desk and no idea where to find them. Forget about knowing the rules (written and unwritten). You don’t even know how to find the bathroom. By 10 a.m., you’re wondering what lapse of judgment prompted you to accept this job! That doesn’t mean that the arrival of a new employee is a picnic for the existing team. It takes effort to make a new employee feel welcome and bring her up to speed about her new responsibilities and how she fits into the operation. It isn’t the only job you have, either. Still, when you are a supervisor, managing employees effectively is a high priority. A new employee should be a major focus of your job for his first few weeks. The way you bring him onboard and orient them to their new position is fundamental to the success of the individual and your organization. Employee “onboarding” or orientation programs exist to help new hires become part of your firm. America is a nation of immigrants who, like new employees, adapted to a new culture after arriving. Whether it’s a nation’s culture or a company’s culture, becoming a part of the whole requires assimilation. Just as a newly-arrived immigrant is lost until they learn the language and customs of a new nation, new employees are lost without a process that includes them in. Onboarding requires thought and planning but your company will reap the benefits of doing a good job. Some benefits to your company include the following: • Helping a new employee get up to

speed quickly reduces the costs associated with learning on the job; • Effective onboarding increases productivity by reducing the amount of time co-workers and supervisors must spend  training the new employee; • Increases morale and reduces turnover by showing the employee she is valued. Employees who don’t fully understand their jobs make mistakes that cost their employers an estimated $37 billion/year (“$37 billion: Counting the Cost of Employee Misunderstanding” – IDP). Doing an effective job of onboarding new employees can significantly cut these losses. Here are some examples of problems experienced by new employees far too often – all things employers can prevent: • A new hire will be dismayed to discover that the job he/she was hired to do is nothing like the job they are now assigned.  • There is no written plan outlining performance objectives, strategy or employer expectations to reduce confusion. • Employers fail to have a checklist of topics to review with the new employee that cover the basics. • Supervisors interrupt orientation discussions to take telephone calls or engage in conversations with other employees. Making a new employee functional requires more than just the paperwork – although that is important and should be dealt with at once. It also requires socialization, mentoring and apprising the new employee with the criteria by which their work will be assessed. Here are some actions you can take to make sure the new hire’s first day goes smoothly:

McCrone, Inc. receives award

McCrone, Inc was recognized as one of the top five entries for the 2012 Delaware Geographic Service Award at the recent Delaware Geographic Information System (GIS) conference in Dover. Nominated by The Peninsula Home Owners Association, McCrone developed a GIS for the entire planned mixed-use development which encompassed 800 acres. This system has allowed the Peninsula property managers and homeowners immediate access to property records and as-built site infrastructure for the entire development which saves time and money.  The Delaware Geographic Service Award is presented to an individual or group that has demonstrated outstanding service to the Delaware Geospatial Community. The intention of the award is to recognize those who, through a single effort, project, or consistent commitment, have supported and/or fostered the geospatial community.

• Prepare a packet of all relevant paperwork: W-4s, direct deposit authorization, a summary and more detailed explanation of employee benefits, etc. Set aside time – and a quiet place – for the new employee to fill out the forms and review these materials. • Beyond introductions, help the new hire and co-workers actually begin to know one another. Provide an organizational chart and an employee directory to help the new kid understand who does what and where to find them. Provide the new employee’s job description to old hands and, maybe a copy of his/ her resume. • Assign a mentor who will be a resource for information for answers to questions you did not anticipate. • Set up the new employee’s workstation and stock it with basic supplies before they report to work. Make sure his/her email and voicemail accounts are operational so that the new hire only has to log on and change their password.    • Inject a little fun into the first day. Relieve the stress of so many changes coming at 90 miles an hour by taking the new employee to lunch or making sure that co-workers will invite the new person to join them. • By all means, provide a printed

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handbook – not a link to one online unless they have an assigned computer – and prepare a summary sheet outlining the company frequently needed information such as dress code and late policies. Consider the next 90 days the “honeymoon” and take steps to insure things continue to go smoothly: • Set aside one-on-one time with the new employee on a regular basis, frequently at first and less frequently as the new hire acquires “legs.” Plan a formal assessment of employee performance after 90 days. • Acquaint the new hire with your company culture but don’t assume that a 10 or 15 minute explanation on day one is all they need. The rules and the style with which you do business will have to be explained over and over again as the employee confronts new situations at work. Explain rather than attack to help them grasp the subtleties you have already internalized. Stress and information overload are endemic to starting a new job. Putting policies and procedures in writing helps to lessen the stress of getting too much new information too fast. Employees want to succeed and you want them to succeed. Create an environment that supports those goals.

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Business Journal • July 2012


Salisbury Business Journal introduces the Shore Land Report By Benjamin J. Alder Sperry Van Ness

Foremost, I appreciate the opportunity to address the readers of the Salisbury Business Journal and look forward to the interaction through this column each month to offer information about an array of issues facing landowners that invest and manage land on the Eastern Shore of Maryland. Alder Clearly, the definition of “land” is quite broad, but topics discussed will largely focus on agriculturally oriented properties, timber lands, hunting lands, as well as development or “entitled lands”.  The experience working as professional in the agricultural, and natural resource conservation field since 1997 has given me a unique understanding of the myriad of decisions land managers make to manage, improve and unlock the economic opportunity in their land. The main purpose of this monthly Shore Land Report will be to share market updates and information land managers might find interesting or useful in making sound decisions about the manage-

ment of their land assets. There are a number of transactions occurring in the land market place around the Shore and I have highlighted a few in the table with this column. Broadly and generally, these transactions center around agricultural and recreational uses. Supporting these acquisitions, is a general sense from buyers that land currently is generally a stable vehicle through which they can place liquid financial capital safely. The volatile stock market and other investment vehicles often fail to provide safe harbor from rapid market changes historically. In fact, a recent Internet poll conducted by indicated that over 67% of the participants believe the land market has improved on a year over year basis. is a unique resource where land professionals share information focused solely on land oriented issues facing landowners and professionals in the land business. I find the site engaging and there is always something valuable to learn from the rapidly updated content each day. Information is a key to the land management business as laws and regulations are regularly evolving changing the landscape of land ownership. Clearly this is also true with land

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values and keeping abreast of land sales is a key component in managing your land based assets. It is a known fact that many land transactions are never publically listed and often trade through brokers and landowners independently of public listings, so it is critical in knowing the market and that you seek up to date information about land values and advice from a land professional familiar with the market. In conclusion, land with strong income sources are sought after investments and as grain commodities remain strong agriculturally based land will maintain its current value. Recreational and timber value investors are beginning to perceive value in the mar-

ketplace as these values classes have undergone 30 percent or more price adjustments over the past few years. The combination of these two forces is driving the land market today and will likely continue to do so for the near term. About the author Ben Alder specializes in land and agricultural property recording nearly 4,000 acres in land sales since 2005. His expertise builds on a background in land use regulations, resource conservation and understanding of agricultural economics. To reach him, email Ben. or call 443-865-1344.

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ADVISORS ATTEND CONFERENCE - Sperry Van Ness – Miller Commercial Real Estate Advisors; Brent Miller, CCIM, CPM, Henry Hanna, CCIM, SIOR, John McClellan, CCIM, David Wilk and Managing Director Amy Miller, CPM recently attended the SVN “Get Connected” Spring Conference in San Diego, Calif., held at the Westin San Diego. The SVN-Miller office received the award for the 6th ranked firm in the country. John McClellan, CCIM was recognized as a top advisor ranking 20th, and Henry Hanna, CCIM, SIOR ranked 22nd in the country. In addition, Henry Hanna received the SVN Ambassador of the Year award.

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Business Journal • July 2012

Doug Marshall establishes local real estate presence By Al Higgins

“Going once! Going twice! Sold to the man in the Panama hat!” These words, or other similar phrases, are common in the world of auctioneering. What is uncommon is the highly successful auction and real estate business developed by Salisbury resident, Doug Marshall. Following Marshall’s graduation from Indiana State University, he attended the Ed Smith Real Estate School and the Mendenhall School of Auctioneering. “In 1998 I formed the Marshall Auction-Marketing Company,” explained Marshall, “and I aggressively moved into the area of personal property auctioning. During my first year in the business I grossed $30,000. By 2007 I was doing more than $30 million with the same core group of people I started with. However, the present current economic conditions continue to present difficult challenges for our business.” As the company grew Marshall‘s interest in real estate evolved to the point where it made sense for him to spin-off his auction business and to concentrate on homes and land. “In 2008 longtime employee and friend Dave Allen and I split the businesses into two divisions – Real Estate and Personal Property — and Allen & Marshall Auctioneers and Appraisers was born.” Since then Marshall continues to be involved in many facets of the real estate market, with a special emphasis on his new project – Heron Pond. The Heron Pond development is located off Route 54 in Delmar. It is comprised of 110 acres of open fields, woods and two sizeable ponds. Marshall

Member Spotlight is the fifth owner of the property. “At the time I purchased the site there were 5 homes and a pumping station on the property. Currently I have 2 additional homes under construction, and even though there are 300 house lots on the property I do not have plans to develop the site to its full potential.” Marshall is very thankful to the community for all the support they have shown him and he has plans to give back and thank his supporters. “Rather than filling the site with homes, I plan on constructing an amphitheatre and restaurant along Route 54. The restaurant will feature excellent food at a reasonable price and the theatre will host big-named groups on a regular basis. I envision something like the Rams Head Tavern in Annapolis. “In fact,” he continued, “we have scheduled an 80’s night of music for August 24th, and have already booked a headliner country star for the next evening – August 25th.” Marshall plans on keeping the admission fee as low as possible in order to attract as many folks as he can. “I need to gauge the response to the concerts,” he said, “and if the people support them I will continue with my plans.” Marshall is also considering building an all you

BELL HONORED - Dr. Spicer Bell, president of the Community Foundation of the Eastern Shore, received the coveted William Donald Schaefer Helping People Award for Wicomico County. Maryland Comptroller Franchot presented the award at the Community Foundation office. Looking on as Bell received his award were local public officials, Community Foundation board members, staff and friends. Comptroller Peter Franchot created the award to recognize organizations and individuals in each county and Baltimore City who best exemplify Schaefer’s spirit of public service and giving in the community. Winners were selected based on their demonstration of improving the community, as well as directly aiding the most vulnerable in our society.

Doug Marshall founded the Marshall Auction-Marketing Company in 1998. Ten years later, the company had grown so much that he split it into two divisions, real estate and personal property. He also welcomed a partner, Dave Allen and Allen & Marshall Auctioneers and Appraisers was born.

can eat seafood restaurant on the site. Doug Marshall, to say the least, is a very busy guy. Yet, he seems to always find time to support those around him. His companies have given generously to

the Special Operations Warriors Foundation, as well as raising several millions of dollars to support local schools. He’s a guy with a lot of goals, but he also has a very big heart.

Business Journal • July 2012


Automated document management saves time By Andrew Quillen Hilyard’s Business Solutions

Your organization generates large amounts of paper and electronic documents. Traditional methods of storing paper and electronic records require a great deal of effort to manage, distribute and find those documents. As your business grows, so do files, and so does the time and effort required to manage them. Digital document management revolutionizes the management of information and provides the ability to rapidly find, retrieve and share all the documents in your repository. So what is digital document management and how does it work? What are the essential components of an enterprise-level digital document management system, and the technical issues you must consider? Digital document management The process of digital document management begins with the conversion of paper or other documents into digitized images. These images can be easily organized and quickly retrieved, indexed and archived. When files are scanned or electronically converted, a high-resolution digital copy is stored on a hard drive or optical disc. Templates, or electronic index cards, can associate information, such as author, reference number, date created or key words, with a document. Files can still be viewed, printed, shared and stored. Which documents users can read and what actions they can perform on these documents depend on the level of security that the system administrator has assigned to them. Digital document management represents a significant advance over storing information on paper. No longer just ink on a page, the document becomes active content after processing by Optical Character Recognition (OCR) technology. A document management system should offer effective search tools for document retrieval, including full-text search, template field searches and a vi-

sual filing scheme that permits users to browse for documents. The best systems will allow you to find documents using a combination of all three methods. Document management leverages the value of paper documents. Files can still be viewed, printed, shared and stored, but with digital document management, these files have the enormous advantage of having active content. You can easily search files with active content, and you can create workflow rules to automatically route files from one user to another. Document management enables automation Your organization’s staff searches for information, acts on it, moves it and archives it every day. This process, with its manual searching, faxing, photocopying and hand distribution, is costly and time-consuming. Therefore, inefficiencies of this process can divert your staff from the crucial business of making productive use of the information. Document management solutions with an automated workflow component deliver more efficient and cost-effective document-centered work processes. A workflow solution reduces costly paper handling with intelligent document routing and saves time and money by reducing photocopying, hand delivery and repetitive dragging and dropping. Workflow rules automatically route documents from one staff member






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to the next, in the order you specify. Automated e-mail messages alert staff members when documents require their attention. A quality workflow solution doesn’t treat your valued staff as stations along an assembly line, but as responsible workers whose time is better spent on more productive tasks than making copies. A workflow solution allows your organization to do the following: • Create a virtual work process model. • Design rules-based routing systems to streamline document-handling procedures. • Copy and move documents using routing services and your computer network. • Automatically notify staff and supervisors when certain events, such as placement of a document in a folder, opening of a document or a change in an index field, take place. • Monitor user activity, guaranteeing efficiency and project completion while enabling enhanced staff efficiency reporting. Document management gives you the power to recapture lost hours, reduce your overhead expenses and increase profitability, all while improving the level of service you provide to your

customers. Time saved can be devoted to cultivating new customers and generating additional revenue. For more information on document management and automated document workflow solutions, call 410-543-9061 to schedule a no cost consultation.

Forum seeks presenters

The University System of Maryland Women’s Forum (USMWF) is calling for presenters for its 21st annual conference to be held Friday, Nov. 9, in the Richard A. Henson Center at the University of Maryland Eastern Shore. The theme for the upcoming conference is “Empowerment.” Presentations must support the theme as well as the forum’s mission to enhance the status of women and to encourage and strengthen their participation in all facets of the University System of Maryland and of their lives.  Presentation abstracts from any public or private entity involved in women’s issues, education, and personal/ professional development are welcome.  For more information, contact Hermetta Hudson, USM Women’s Forum chair-elect, at 410-651-6206 or by email at The guidelines for proposal submission are available at


Business Journal • July 2012

The owner of newly opened La Shay Bridal and Formal Wear, Felicia Goodman, holds a certificate from Maryland Capital Enterprises to celebrate Small Business Week. During a stroll through downtown Mayor James Ireton, City Council member Laura Mitchell and MCE staff visited several new businesses. From the left are Council member Mitchell, MCE Director Hayley Gallagher, Felicia, La Shay Bridal and Formal employee Tanya Handy, and Mayor Ireton.

MCE Director Hayley Gallagher, City Council member Laura Mitchell, Enza’s Organic Salon owner Zina Brechbill, her son who is managing the salon and Mayor James Ireton present the Downtown Plaza small business a certificate and cupcakes from Cake Art, another downtown small business, to celebrate Small Business Week.

MCE celebrates National Small Business Week Maryland Capital Enterprises (MCE) Easton, Cambridge and Berlin. visited several local small businesses to Maryland Capital Enterprises (MCE) kick off National Small Business Week. is a non-profit 501(c)(3) organizaArmed with cupcakes and certificates of appreciation, MCE wanted to thank small business owners for being an imAd Rate: portant economic engine in Easton and on Maryland’s Eastern Shore. “MCE helps support small business1/4 Page: $195 es and we know what it takes to make a Total: $195 business succeed,” said MCE Executive Director Hayley Gallagher. “We offered our deepest thanks to honor the work Denise Calloway of Mardela that goes into making a business a sucSprings, Maryland, has found a cess.” way to run a profitable agricultural business by eliminating almost her There are more than 27 million small entire $26,000 annual electric bill. businesses nationwide. According to Paradise Energy Solutions of Salisthe Intuit Small Business module, bebury, Maryland is currently installtween 60-80% of job creation is directly ing a 150 Kw solar electric system attributed to small businesses. Small at her property, Clay Island Farm. businesses are a critical part of the U.S. The solar ground mount array is economy and truly deserve a week of expected to produce 100% of the recognition. energy used at four poultry houses The National Small Business Week and a home. Expected payback for Conference, hosted by the Small Busithis solar investment is 5 years. ness Administration, has been recAfter the system is paid off, Denise ognizing the special impact made by will have free electric for years to outstanding American entrepreneurs come. Not only is this a financial and small business owners since 1963. investment, it is also an environSince then, many different organizations mental one, as Clay Island Farm around the country have done their part will dramatically reduce its carbon to also thank those small businesses in footprint. This system will save 95 their own community for playing such a tons of coal per year. vital role in their local economy. Paradise Energy Solutions On Thursday, May 24, MCE officials handles every part of a solar electric visited the town of Salisbury along with project from system design, engineering, construction, connection Salisbury Mayor Jim Ireton and Salisto the power grid and long-term bury City Councilwoman Laura Mitchsystem monitoring. For more inforell. Among the businesses that were mation on this project or Paradise visited were Mojos, Cake Art, Kuhns Energy Solutions, please contact, Jewelers, Felicia’s Alterations, Amber Jason Beiler, Owner/Branch ManNicole’s Bridal, and Enza’s An Organic ager at 717-824-1630 or Jason@ Salon. During the week, MCE also visited

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Business Journal • July 2012


Salisbury-Ocean City Regional Airport adds carrier By Al Higgins There was a time – and not too long ago – when all you heard at the airport was the drone of propellers. That has all changed! On Feb. 16, 2012 jets became part of the scene and they can now be seen taking off and landing several times each week. In December of 2008 Airport Manger Robert Bryant received a call “out of the blue.” “On the other end of the line,” he said, “was an official from Allegiant Airlines inquiring about establishing service out of the SalisburyOcean City: Regional Airport. Our airport is the only one on the Delmarva Peninsula but it had a very significant problem – its 5,500 foot long runway was too short for the MD-80, 153 passenger planes flown by Allegiant. In order to attract Allegiant we garnered the funds necessary to extend the runway, and as of November 2011, our airport now sports a runway that is 6,400 feet in length.” The primary air carrier at the airport continues to be US Airways. They fly 6 flights each day (4 to Philadelphia, Pa. and 2 to Charlotte, N.C.) and from these two hubs passengers can connect to nearly anywhere in the world. Al-

legiant, on the other hand, flies only on Thursdays and Sundays, with all flights going to, or arriving from, the Orlando/ Sanford airport in Florida. “When Allegiant began service they had issues with on-time departures,” explained Bryant. “Originally the Thursday and Sunday flight were scheduled to leave at 6:55 p.m., but they were often 2, and sometimes 3 hours late. The departure times were changed to 1:55 p.m. and the airline has been either on time or very close to it nearly every time. Later this year the scheduled departure time will be changed to 12:55 p.m. and this should further increase their on-time average.” The airport is coming out of a difficult time. In 1998 it saw 142,000 passengers flying via US Airways. During the next two years passenger traffic decreased slightly each year – and then September 11, 2001 happened. Air travel was greatly curtailed by many Americans and by 2003 the airport had only 85,000 passengers coming through its gates. The next nine years saw little growth at the airport. The passenger numbers totaled somewhere around 117,000 per year, but 2010 was a great year for US Airways, and the airport. During that

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The Salisbury Wicomico Airport is now home to Allegiant Airlines with regular flights to the Orlando/Sanford Airport in Florida.

year passenger traffic increased to nearly 144,000 and the outlook for the rest of this year remains very positive. “Allegiant Airlines is experiencing a little more than 2,000 passengers each month,” said Bryant. “They are pleased with the manner in which they have been accepted on the Delmarva and once they have gained confidence in this market they may consider expanding their routes to serve other Florida cities. Just four years ago Allegiant began a similar operation of non-stop flights to Orlando/Sanford from Huntington, West Virginia, and they have since expanded coverage to include four other destinations in Florida!” Interestingly, about 75% of the air-

lines passengers are Delmarva locals, with the remaining 25% being comprised of folks traveling to the Peninsula to visit. There are even some employees of the Wallops Island facility that continue to live in Florida and commute via Allegiant several times a month. The future for the airport appears to be bright. Ridership is increasing, there is a new carrier on board and it seems that more and more folks are pleased with the services the airport is providing. One thing is for sure — it’s a lot easier to drive to the Salisbury-Ocean City: Regional Airport than traveling all the way to Baltimore, Washington, D.C. or Philly.


Business Journal • July 2012

Journal Healthcare PRMC welcomes two doctors

Harsh Datta, MD, and Desalegn Nega, MD were recently granted active staff membership with clinical and admitting privileges in the Department of Pediatrics at Peninsula Regional Medical Center. Dr. Datta received his medical degree from St. Petersburg State Medical Academy in St. Petersburg, Russia. He completed an internship at the Government Medical College in Amritsar, India; an internship and residency at Beth Israel Medical Center in Newark, New Jersey; and a fellowship at the Medical College of Virginia — Children’s Hospital of Richmond, Va. Dr. Nega received his medical degree from Addis Ababa University in Addis Ababa, Ethiopia. He completed a residency at Addis Ababa University, and an internship and residency at St. Barnabus Hospital in Bronx, N.Y. Dr. Datta is board certified in neonatology and pediatrics, and is employed by Children’s National Medical Center. Dr. Nega is board certified in pediatrics, and is employed by Children’s National Medical Center. Their services at Peninsula Regional are made possible by a collaboration of PRMC and Children’s National.

Dr. Zulfiqar joins PRMC

Usman Zulfiqar, MD, has been granted active staff membership with clinical and admitting privileges in the Department of Medicine at Peninsula Regional Medical Center in Salisbury. Dr. Zulfiqar received his medical degree from King Edward Medical College in Lahore, Pakistan. He completed an internship and residency Zulfiqar at Mercy Catholic Medical Center in Fitzgerald and Darby, Pa. Dr. Zulfiqar is board-certified in internal medicine. He is joining Peninsula Regional Medical Group’s Hospitalist Service.

New home safety program

When an emergency strikes in the home, panic can take over. The patient often is not in the right frame of mind to provide critical health information to responding emergency personnel. Yet, treating a patient in the home requires that EMS crews know the patient’s medical history and medication information. To expedite this process, Peninsula Home Care is launching its new Home Health Safety Program, Find Facts on Fridge. The initiative includes the distribution of refrigerator magnets with business card size pockets to any “atrisk” homebound patient. The pockets on the magnets hold medical history and medication cards developed and provided by Peninsula Home Care. “Due to the intensity of emergency

situations, the challenge our first responders face when entering the home is collecting critical health information on the patient,” said Captain David Insley, Emergency Medical Services. “Something as simple as a refrigerator magnet that holds medical history information and a list of medications the patient is taking will help EMS crews better respond to the needs of the patient and can ultimately save lives.” The campaign also includes education and resources to “at-risk” patients in the community on common health issues (stroke, congestive heart failure, falls and chronic obstructive pulmonary disease (COPD).

Women’s health rates high at PRMC

A study released by HealthGrades, the nation’s leading, independent source of physician information and hospital quality ratings, named Peninsula Regional Medical Center among the top five percent in the nation for women’s health for the fourth consecutive year. Additionally, PRMC was named a recipient of the HealthGrades Women’s Health Excellence Award for the fourth consecutive year. Peninsula Regional is the only hospital in Maryland or Washington, D.C. to receive the distinguished Women’s Health Excellence Award during the past four consecutive years, and in 2012 is just one of six Maryland hospitals. The findings are based on an analysis of more than five million Medicare patient records from 2008 to 2010 and focused on 16 procedures and diagnoses. HealthGrades Women’s Health in American Hospitals report identified the top-performing hospitals in the nation for women’s health and compared women’s health outcomes to those of men in two primary areas: cardiac care and bone and joint health. Significant differences in women’s treatment and outcomes were found. For more information on women’s health services at PRMC, visit www. or call 410-546-6400.

Cath lab gets new imaging system

A new digital imaging system is advancing care and improving safety at Peninsula Regional Medical Center in Salisbury. The recently installed GE Innova IGS 520 is the industry’s latest all-digital imaging system for Interventional Cardiology. Cardiac catheterization is a procedure used to diagnose and treat cardiovascular conditions. The catheter, a narrow, tube-like instrument, is guided through patients’ blood vessels to the heart. “The improved imaging is a real step forward. It allows the physician to see the stent more clearly prior to deploying it,” said Peter Greenlees, director of the Catheterization Lab at Peninsula Regional Medical Center. The IGS 520 allows for better imaging during the procedure with more sophisticated digital tools. It also allows for significantly less radiation to be used during x-rays and other imaging

procedures. “It is much safer for both patients and staff,” Greenlees said. The new equipment has even expanded the catheterization lab’s range of services. The improved imaging means it can be used in non-coronary angiography, which allows for procedures on the peripheral arteries.

Blood donations rise in schools

From September 2011 to May 2012, 73 high schools and 13 colleges throughout Delmarva hosted a record 139 blood drives resulting in 8,704 blood donors drawn. That is up 11.9% from the previous record of 7,774 blood donations collected during the 2010-2011 school year.  Each unit of blood can save up to 3 lives. Blood Bank of Delmarva will hold four awards luncheons throughout Delmarva in the fall to recognize the local high schools that contributed to the success of the 2011-2012 School Blood Drive Program. The luncheons, which also serve as the official kick-off to next year’s school program, are attended by students and school advisors who will play a major role in organizing high school blood drives during the school year. For more detailed information about

the School Blood Drive Program or the contributions from individual schools, contact Michael Waite at 302-737-8405, ext. 732.

PHC announces changes

Peninsula Home Care (PHC), a leading, award winning home care company founded in 1985, announces the promotion and repositioning of two employees. Sandy Russ, formerly a field nurse for Peninsula Home Care, was promoted to branch director of the Seaford, Del. branch office. Russ joined Peninsula Home Care in 2007 after working for Peninsula Regional Medical Center in the Intensive Care Unit and medical/ surgical department for 16 years. She received her associate’s degree from Wor-Wic Community College and her bachelor’s degree from South University. Therese Ganster, formerly the Seaford branch director, has made a parallel move to the Ocean Pines office. Ganster joined Peninsula Home Care in 2007 and has served in health care industries throughout her career. She has been a certified social worker since 1980 following her master’s degree in social work from West Virginia University and a master’s in public health management from Carnegie Mellon in 1996.

Business Journal • July 2012


United Way holds Annual Leadership Donor Celebration The United Way held its Annual Leadership Donor Celebration on June 7 at Layton’s Chance in Vienna. Guests

enjoyed winery tours, catering by My Turn to Cook, and music by Cherry Bud’s Dory and Bob Hayman.

Jackie and Tom Kimball of Salisbury joined in the United Way Leadership Celebration.

Mark and Lucille Rudnick visit with Steve and Laurie Schwalb, all of Salisbury, during United Way’s Celebration, which honored donors whose 2011 Campaign contributions met or exceeded the Leadership level of giving. Guests enjoyed winery tours, catering by My Turn to Cook, and music by Cherry Bud’s Dory and Bob Hayman during the United Way Leadership Celebration held at 1 2/28/2012 2:19:14 PM Layton’s Chance in Vienna.


Renee and James Dodd of Denton celebrated with the United Way at Layton’s Chance.

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Sheila and Jim Greenwood of Secretary attended the United Way’s Leadership Celebration.


Business Journal • July 2012

Journal Education

Wor-Wic kicks off $5 million fundraising campaign

Dr. Ray Hoy, president of Wor-Wic Community College, announced the start of the public phase of a $5 million fundraising campaign at a formal kickoff celebration at the college recently, attended by key donors, and members of the board of trustees, the college foundation and campaign steering committee. Hoy announced that gifts and pledges to the “Providing for Today While Ensuring Tomorrow” campaign are almost at $3 million. During the silent phase of the campaign, the college was able to raise almost 60 percent of the $5 million goal. Two leadership gifts were announced at the kick-off, including $1 million from the Hazel Family Foundation and $1 million from the Richard A. Henson Foundation. In recognition of the $1 million gift from the Hazel family, the college announced that it is renaming the Student Center as the Hazel Center in memory of the late Richard and Patricia Hazel and their children. The $1 million Henson challenge pledge, which is dependent upon the college raising $1 million in gifts from other donors, will establish the Richard A. Henson Fund for Tomorrow. Hoy explained that there are two purposes of the campaign: to meet immediate needs and to provide a perpetual source of funding for the future. Gifts that “provide for today” help meet immediate and short-term needs at Wor-Wic, such as ensuring that technology is kept up to date and providing for the establishment of occupational therapy and physical therapist assistant programs. “We have the space and equipment at Wor-Wic for the occupational therapy and physical therapist assistant programs, but we don’t have the operating funds to get them started. We have to raise that money,” Hoy said. “These two programs can fill a community need. There are good paying jobs with family sustaining wages available in the community for graduates of these programs.”

August Themes

The August edition of the Salisbury Business Journal will put the spotlight on Education. Our community profile will be on the City of Fruitland. Call Greg English at 302-6299788 or email to be a part of this exciting edition.

In recognition of the $1 million gift from the Hazel family, the college announced that it is re-naming the Student Center as the Hazel Center in memory of the late Richard and Patricia Hazel and their children. In the front, surrounding the portrait of their parents, from left, are Jeanette and Morgan Hazel, and Colleen Hazel and Wayne Ellis. In the back, from left, are the daughters of Jeanette and Morgan Hazel, Gwyneth, 16, Alyssa, 14, Meredith, 19, Carys, 11, and Natalie, 21.

From left, Dr. Ray Hoy, president of Wor-Wic, recently accepted a $1 million challenge pledge from the Richard A. Henson Foundation chairman of the board Greg Olinde, Tom Evans, secretary, and Donna Altvater, executive director. The pledge, which is dependent upon the college raising $1 million in gifts from other donors, will establish the Richard A. Henson Fund for Tomorrow.

Gifts to “ensure tomorrow” will create endowments for the future. This will provide a continued source of funds for the enhancement of the college’s operating budget and special programs to ensure that Wor-Wic continues to meet the education and training needs of residents and businesses on Maryland’s

Lower Eastern Shore for generations to come. “Private contributions have always made a difference, but never more so than now,” Hoy said. “During this recession, public funding has been unable to keep pace with enrollment growth. We are starting this campaign at a very

challenging time – right in the middle of the recession – because we need it. And, many have already stepped up.” Anyone interested in more information about the campaign or naming opportunities that are available can call Janice Murphy, director of development at Wor-Wic, at 410-334-2808.

Business Journal • July 2012


Community Invited to Purnell-Thomas Tennis Tournament By Ed Thomas, Director Purnell-Thomas Memorial Tennis Tournament Randy Halfpap, head tennis coach at Salisbury University, describes the Jack Purnell-Chris Thomas Memorial Tennis Tournament this way: “The event is so good and organized so well. The tennis players are incredible. It’s a great opportunity for local kids to watch and learn from these young up-and-coming players.”

LORA SCHOLARSHIPS AWARDED - Above, Local Owner Restaurant Association (LORA) Secretary D. Patrick Scott of Break Time (left) and LORA President David Wharton present the Taste for Tomorrow scholarship to Jennifer Courville of Parkside High School. Below, local Owner Restaurant Association (LORA) Secretary D. Patrick Scott of Break Time (left) and LORA President David Wharton present the Taste for Tomorrow scholarship to Natalie Adams of Parkside High School.

Morris in ‘Top 100 Women’

When Paula Morris, faculty in Salisbury University’s Franklin P. Perdue School of Business, founded the non-profit organization Kids of Honor in 2001, she had just one goal: give local children the guidance and incentives they needed to graduate high school. The Baltimore-based Daily Record recently honored Morris for her success with the program, naming her among “Maryland’s Top 100 Women.” This is her second year making the prestigious list. The first was in 2008. Kids of Honor works with at-risk children as early as the fourth grade to help teach and reinforce the basic skills needed for success in school. Since 2006, Morris has also been involved with the Youth Leadership Academy at SU. She promotes community service in her marketing classes, charging student groups with designing and promoting charitable fundraisers each semester. In 2011, the amount raised for commu-

nity organizations in donations and inkind services since the program began topped $100,000. Morris has taught in SU’s Management and Marketing Department since 1997.

‘Cold Fusion’ exhibit at SU

Works from 19 artists are showcased during Salisbury University Galleries’ “Cold Fusion” exhibit June 27-Aug. 4 in the University Gallery of Fulton Hall. Submitted artworks on display represent a fusion of ideas, materials, forms and processes that result in something greater than their parts. They employ the ideas of science fiction, magic and gestalt. Gallery summer hours are noon to 4 p.m. Wednesday through Saturday. The gallery is closed Sunday through Tuesday and holidays. Admission is free and the public is invited. For more information, call 410-548-2547 or visit the University Galleries website at www.salisbury. edu/universitygalleries.

Each August for the past eight years, the Purnell-Thomas Tennis Tournament has attracted outstanding young players to Salisbury for five days of exciting competition (some of them go on to play in the U.S. Open). There is no charge to watch the matches, and Coastal Hospice benefits. Over the years, the tourney has evolved into a series of events that brings generations together and, through the love of the game, honors Salisbury’s past while extending a supporting hand to a remarkable hospice organization. Although competition begins on Wednesday, August 15, festivities actually start Tuesday with the second annual Community Tennis Night. Both social and entertaining, an evening reception (5-9 p.m.) on the north lawn of Holloway Hall is a shady backdrop for activities at the adjoining outdoor courts. At 4:30 p.m. Coach Halfpap oversees a Junior Tennis Clinic for youth under 18 years-of-age. The clinic is free, and pros competing in the tournament have been known to drop by and offer advice to the kids. “Top coaches from our area also participate, including local teaching pro Doug Wright,” Halfpap said. “It’s a great way to kick off the tournament.” Another fun aspect of the evening is the Accurate Serve Competition. Although the competition is entertaining—there’s lots of laughter, jokes and side-bets—it’s something that the pros really get into. (There are bragging rights associated with winning.) It starts at 5 p.m. Finally, at 6 p.m. is the event many of our local tennis players take seriously—the Pro-Am. The entry fee for amateur players is a $50 tax-deductable contribution to Coastal Hospice. They play side-by-side with tournament professionals in this fastpaced competition. Area players bring a combination of concentration and humor to the Pro-Am, and they relish going head-tohead with the best. (Except for the Pro-Am entry fee, all Community Tennis Night activities are free.) The second Coastal Hospice Challenge Cup is Saturday, August 18, at 10 a.m. This competition consists of doubles teams from our two Salisbury television stations, WBOC and WMDT. Last year’s inaugural match generated considerable interest. Both newsrooms achieved high ratings, but only one walked away with bragging rights. The competition is sure to be intense again this year. The Purnell-Thomas tourney gets underway 10 a.m. Wednesday, with play continuing until approximately 9 p.m. each night through Friday. The singles and doubles semi-finals are Saturday, August 18, and the singles finals are Sunday, August 19, at 1 p.m. Prior to the conclusion of the singles finals, two tickets to the 2012 U.S. Open will be given away. The prized tickets are donated by Salisbury native Rod Dulaney, executive director of the

United States Tennis Association’s Mid-Atlantic Region. The Purnell-Thomas Tournament Committee meets throughout the year and is very fortunate to have tremendous community support, including numerous volunteers. We are especially grateful for the cooperation we receive from the administration and our friends at Salisbury University. We could not hold the tournament without their help. The tournament has been successful because it brings professional-level tennis to Salisbury and because it benefits a worthy organization. To date, donations to Coastal Hospice have exceeded $150,000. Five years ago the tournament marked a milestone by dedicating a room at the “Hospice by the Lake” facility in memory of the tournament’s namesakes, Jack Purnell and my brother, Chris Thomas. Our mother, Sue, spent her final days in that room before her death in April 2011. Both Chris and Jack loved tennis and sports in general. Born in 1929, Jack was an avid baseball player. He went on to become the youngest general manager for a farm team of the Cincinnati Reds before working in the public relations office of the National Baseball League. He returned to Salisbury and for many years managed his family’s business, Kuhn’s Jewelers. He was a community advocate and a founding board member of Coastal Hospice prior to his 2002 death. Chris was a natural athlete. He graduated from SU where he was a member of the men’s tennis team. Following graduation he worked as a tennis pro in Guam and Hawaii. He returned home in 1981 to fight a yearlong battle with melanoma. He died in 1982 at age 27. The tournament is popular with the players because they are well taken care of in Salisbury. They receive housing, transportation, meals and a big dose of Eastern Shore hospitality. Jack and Chris would be pleased with the reputation that the tournament has built among tennis professionals. As always, the organizing committee is looking for SU neighbors who are willing to open their homes to players, providing them a place to stay. Many return to Salisbury each year because of the congenial atmosphere the host families provide. They often form lasting friendships. Tennis has a proud tradition in Salisbury. In the 1960s promoter Bill Riordan introduced the city’s first international tournament. The city then hosted the U.S. National Indoor Tennis Tournament from 1964-72 at the Wicomico Youth & Civic Center. Forty years later, the Purnell-Thomas Tournament is proud to continue the tradition of professional tennis in Salisbury. For more information call 410-726-9126, e-mail or visit the tournament Web site at See you at the courts!

Business Journal • July 2012


July 2012 DIRECTORY PG 2

7.5 DEEP



LIONS ESTABLISHES FUND The Salisbury Wicomico Lions Club has established a fund at the Community Foundation of the Eastern Shore (CFES) to support the club’s charitable activities. A strong fixture in the Delmarva community for over 20 years, the Salisbury Wicomico Lions Club supports area youth programs and provides free eye exams and eyeglasses to local individuals. From left, back row: Robert Pilchard, Frank Kelly, Russ Hagerman, JR Lloyd, Jeff Atkins, and Woody Taylor. Front row: Erica Joseph, Program & Development director, CFES, Steve Reed, Gary Minner, Tony Gilkerson, Mike Eder, Carlos Mir, Roger Fleming, and Bob Hortie.

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 _________________________________________________________________________________________________________________________________________________________________________ ARCHITECTURAL & ENGINEERING SUPPLIES DiCarlo Precision Instrument & DiCarlo Precision Imaging John DiCarlo 410-749-0112 410-749-9323 2006 Northwood Dr., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ AUTO DEALERS 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 David Ennis 410-749-7491 443-944-9924 26538 Siloam Rd., Salisbury, MD 21802 ________________________________________________________________________________________________________________________________________________________________________

Business Journal • July 2012


State’s attorney addresses Wor-Wic graduates During commencement ceremonies for Wor-Wic Community College at the Wicomico Youth and Civic Center, Wicomico County State’s Attorney Matt Maciarello spoke about how his experience as a Wor-Wic student gave him “a taste of success, a solid educational foundation, better writing, logic and reasoning skills, and most of all, encouragement.” Maciarello encouraged the graduates to work hard and maintain a balance by also focusing on the other things they value in life like family, friends, religion and recreation. “Don’t be afraid to move, don’t be afraid to take risks,” Maciarello continued. “I encourage you to wear your successes, along with failures like souvenirs from your journey – because



your failures should tell you and the world that you have the guts to take the chance….” Morgan Hazel, chairperson of WorWic’s board of trustees, introduced the commencement speaker, members of the board of trustees and other guests on stage. After the commencement address by Maciarello, Dr. Ray Hoy, college president, presented him with a plaque on behalf of the 2012 graduating class. Dr. Stephen L. Capelli, vice president for academic and student affairs, introduced the student speaker, Sgt. Aaron Genter of Berlin, a combat medic for the Maryland Army National Guard. Genter graduated from Wor-Wic with an associate degree in nursing. Addressing the Class of 2012, Genter shared a quote from Mahatma

Gandhi: “Be the change you want to see in the world.” Genter received the Distinguished Chapter Officer Hallmark Award at the PTK Middle States Regional Convention in 2011. Genter has served as treasurer of the nursing student organization and he helped to found the college’s Veterans Group, for which he also served as treasurer. During his time at Wor-Wic, he was also a student ambassador, and a student worker in the financial aid office. Genter plans to pursue a master’s degree in nursing. General studies was the most popular major among members of the graduating class. Receiving an associate degree in general studies Alex Tingle, 15, of Salisbury, is the youngest student to graduate from Wor-Wic since the col-

July 2012 DIRECTORY PG 3


lege was founded 37 years ago. When Tingle was in the fourth grade, test results from Johns Hopkins University indicated that he was in the top one percent in all academic areas. Because regular elementary school and homeschooling curricula weren’t academically challenging enough for Tingle, his parents investigated many options and decided it would be beneficial for him to attend Wor-Wic part time. Also receiving an associate degree in general studies, Mark Culver, 17, of Salisbury, graduated from Wor-Wic and from high school in the same month. Culver took advantage of the college’s dual enrollment program. Culver’s older brother, Matt Adkins, did the same thing in 2005.

Business Journal Directory





Allstate Insurance Fred Pastore 410-860-0866 410-860-0869 111 Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________ Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 308 E. Main St., Salisbury, MD 21801 Joe Gast ________________________________________________________________________________________________________________________________________________________________________ Gamee Elliott, State Farm Insurance Gamee Elliott 410-749-4725 410-749-4175 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ Gary K. Marshall Agency David Galeone 410-651-1111 PO Box 250, 12610 Somerset Ave. Princess Anne, MD 21853 ________________________________________________________________________________________________________________________________________________________________________ Landmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 charlie@ 30386 Mt. Vernon Rd., Princess Anne, MD 21853 888-651-2111 ________________________________________________________________________________________________________________________________________________________________________ RPS ISG International Brad Sutliffe 410-901-0736 410-910-0836 204 Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________ PORTABLE STORAGE Cubes To Go Betsy Bradford 410-742-2100 410-742-3875 102 Broadway St., Fruitland, MD 21826 ________________________________________________________________________________________________________________________________________________________________________ PRINTING

DiCarlo Digital Copy Center. Joey DiCarlo 410-749-9901 410-749-9885 109 South Division St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ 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 ________________________________________________________________________________________________________________________________________________________________________ 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 • July 2012

FFA: The future of agriculture in America By Tim Sargent MidAtlantic Farm Credit

“I believe in the future of agriculture, with a faith born not of words but of deeds…” This opening statement of the National FFA Creed written by E.M. Tiffany in 1928 stands valid in the essence of all agriculturalists, especially those residing right here on the Eastern Shore of Maryland. The National FFA Organization is the largest student-run organization consisting of over 540,000 members in approximately 7,500 chapters nationwide. FFA members, in grades 7-12, are enrolled in agriscience education, learning about a variety of subjects including animal science, business, biotechnology, mechanics, horticulture, environmental science and more. The FFA provides numerous opportunities for students to gain skills such as teamwork, communication, time management, public speaking, and many more. This organization also allows students to serve as positive role models and strong leaders within their

chapters and state in order to advocate for the agricultural industry. So, why is this important to you as an Eastern Shore businessman? FFA members entering the work force today are more prepared than ever to establish successful and meaningful careers. FFA members are also actively engaged in civic duties through volunteerism, donations, and service-oriented projects, which increase community awareness of the organization and agriculture as a whole. At MidAtlantic Farm Credit, we witness and support the success of FFA members throughout many states in our territory. You will find many past alumni among our staff, from interns to our own CEO. Loan officer Bill Schrodel, who also serves on the Maryland FFA Foundation Board of Directors, emphasizes that “FFA makes a real difference in the lives of these young adults by giving them the tools and leadership skills needed to succeed in many facets of life.” CEO Bob Frazee, reflects on his time as a FFA member and Maryland

State Officer, when stating, “I rely on the training I received as an FFA member, whereas my experiences in public speaking, parliamentary procedure, and serving as an officer are the foundation for the work I do today.” The FFA is definitely creating leaders in our workplace, as well as many others throughout the nation. Today, Maryland FFA has 28 chapters and over 2,280 members. Of those 28 chapters, only 5 are located on the Eastern Shore. Students here are missing out on important educational and leadership experiences by not being exposed to the FFA. So what can we do? Together, as businesses and community members, we need to increase awareness of this dynamic organization and propose that our local school boards add agriscience education to their curriculums, therefore chartering FFA chapters. All businesses desire the best employees, and FFA helps develop the skills needed for career success. For more information about Maryland FFA, contact Cole Bishop at cbishop@mdffa. org.

MOTSKO RAISES MONEY FOR MDA - Apple Certified Diabetes Educator, John Motsko made bail from the Muscular Dystrophy Association (MDA) lock-up fundraiser. Motsko was escorted to jail at the Texas Roadhouse in Fruitland and made bail by raising $3,659 for MDA. More than 70 friends, family members and co-workers helped post “bail.” MDA provides medical care, equipment assistance, summer camp and support groups for local children and adults affected by muscle-wasting diseases. They also support worldwide research seeking treatments and cures for muscular dystrophy and related muscle diseases. The event raised $29,000 for the local MDA chapter.

Journal Personnel File MCE welcomes staff members

Maryland Capital Enterprises welcomes Lee Kirwan and Bonnie Crockett as staff consultants. Lee joins the lower Eastern Shore office and Bonnie joins the Baltimore City office. Lee Kirwan’s career started as a process engineer. He served as Kirwan manager of the industrial division of Energizer Holdings and was CEO of a small industrial flashlight company. He now owns his own business consulting firm specializing in startups and business mentoring. He is also a state certified motorcycle safety instructor, and a Merchant Marine licensed captain. Bonnie Crockett of Bonnie Crockett Consulting in Baltimore is an attorney and the former director of the Historic Federal Hill Main Street and at Wesport Community Partnership of Crockett Turner Development Group in Baltimore. A graduate of the University Of Baltimore Law School and a member of the Maryland Bar, she has become an expert in business development, non-profit organization management, grant writing, fundraising, web design, and online newsletters.

Cherrix joins BesTemps

David C. Leone, president of BesTemps/Blue Hen Staffing, Inc. recently

announced the appointment of Frank Cherrix as vice president - Operations & Sales, for the BesTemps organization. Cherrix will direct operations and sales at all company locations to Cherrix ensure that the business and industrial communities are supplied with qualified staff. Cherrix plans to introduce and initiate specialized sales and marketing programs that will move the organization forward. He is bilingual and has an international sales background that will allow him to make a significant contribution to the company’s growth. Cherrix graduated from Franklin P. Perdue School of Business, Salisbury University with a B.S. in business administration. Cherrix will work out of the corporate office in Salisbury and report directly to the president. This office will be working in a joint effort with all BesTemps six branch locations in Maryland, Delaware and North Carolina.

Gillis attends conference

Bradley Gillis, CCIM from Sperry Van Ness - Miller Commercial Real Estate in Salisbury recently attended the Healthcare & Real Estate Conference in New York, N.Y. The conference featured important discussion on the state of healthcare in the United States, the implementation of healthcare reform and the various investment and development opportunities in the myriad of medical office buildings, research facilities and seniors’

housing. It was attended by 225 leading healthcare, real estate and capital markets executives from around the nation.

Naleppa earns SRES designation

Susan B. Megargee, broker/owner of RE/ MAX Crossroads announces that realtor Adrienne Naleppa has earned the SRES designation. SRES, Senior Real Naleppa Estate Specialist, is an agent who is especially trained to handle the needs of customers who are over the age of 50. They have gained the expertise to help their clients through transitions such as selling, moving or refinancing. SRES agents have the specialized knowledge regarding reverse mortgages, avoiding scams and using finances such as pensions and 401K’s in real estate transactions. Naleppa has been a licensed agent serving the Eastern Shore since 2005. She is also a green certified realtor. To contact Naleppa, email Adrienne. or call 443-2357288.

Selph attends training

Kelley Selph, financial advisor with the financial-services firm Edward Jones in Salisbury, and Diana Staley, branch office administrator, recently attended an invitation-only training opportunity at the firm’s headquarters in St. Louis. The three-day Advanced Practice Management Forum is offered to branch teams throughout the country who rank

among the top third most successful in the firm in helping clients work toward their long-term financial goals. Selph and Staley were among more than 180 associates, out of more than 12,000, invited to attend this session.

Murfree invited to convention

Bryan Murfree, president of Telewire, has been invited by Technology Assurance Group (TAG), an international organization representing nearly $350 million in products and services in the industry, to share his vision on the future of unified communications with some of the industry’s top manufacturers, vendors, suppliers and resellers at TAG’s national convention. The 12th Annual TAG Convention will be held in New Orleans, Louisiana on Sept. 9-12.

RE/MAX lists top agents For the Month of May, Broker Dr. Carl E. Ortman of RE/MAX Premier Properties announces the top producers in listings and sales. Marlene Ott is the top producing listing agent and Mary Ann O’Malley is the top sales agent. Joining the RPP Team is real estate professional Joanne Ortman. Ortman



Business Journal • July 2012


Women must focus on planning for retirement

By Mark Blackmer

PNC Wealth Management, PNC Bank

Women have made great strides as professionally qualified college graduates who are able to live independently, yet one unfortunate fact remains: women are lagging behind men on retirement planning and saving. Women must focus on planning for retirement, because, on average, a female retiring at age 65 can expect to live another 19 years, three years longer than a man retiring at the same age. Maximizing savings can increase a woman’s chances of reaching her goals and having enough money to last during her retirement, according to the U.S. Government. The contributing factors to why fewer women are financially prepared for the future are striking and apply to many women regardless of their age or life stage. Recent studies have indicated that: Only 45 percent of women in the workforce participate in a retirement plan, according to the U.S. Dept. of Labor. More single women (69%) said they relied on their own research or family and friends for financial guidance than married women (63%) and single women were less likely to work with a financial professional (21%) than married,


divorced or widowed women (31%). Gen Y (age 25-34) women are more likely to save for big purchases such as vacations as opposed to retirement or buying a house. Additionally, the survey found that most 20-somethings put off thinking about retirement until they’re approaching 30. Many Gen Y women also hold education debt throughout their twenties and the survey found debt overall increasing with age: 20- and 21-year-olds hold about $12,000 and those who are 28 and 29 hold more than $78,000. Only one-third (33%) of women ages 50-64 have a formal investment plan to reach their retirement goals. This does not make women bad money managers. In fact, studies show that the majority of married women actively participate or take the leading role in handling family finances. The obstacles, however, weigh-in heavy. While the income gap between men and women has narrowed in recent years, mothers tend to spend more time out of the workforce due to caregiving responsibilities. This has a significant impact on their earnings and savings potential and also reduces Social Security benefits down the road. Statistically speaking, odds are that women who are married will inherit wealth in their later years and they may have already inherited money and assets

from their parents in previous years. At PNC Wealth Management, we are seeing this trend first hand and are committed to bringing financial information and resources to successful women. The effects of “compounding,” or letting your money make money for you, is a proven way to build wealth. Here’s a starting example: if you are 22-years-old and begin to contribute just $100 a month to a 401 (k), you could have as much as $447,494 in savings at age 65 (assuming you earn the average return of 8 percent annually). However, if you put off your contribution for just one year, you will have $35,445 less. And if you wait five years, you will have $152,063 less awaiting you when you retire. It is still possible for women to plan for a successful retirement by following these key strategies: Become informed. The rules are different for defined contribution and defined benefit plans. Learn about the retirement benefits that are available through your employer, and actively participate in any plans offered. If you work and if you qualify, join a retirement plan now. Give until it hurts, and then, give some more. Definitely contribute the full amount that your company will match. Not doing so is like turning down a free gift. Every year, you should rebalance and automat-

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ically increase your contribution by 1 or 2 percent, if that option exists. Seek help. If you are able, seek the help of an experienced financial planning expert. Contact local professional/ trade associations, women’s group, community colleges, and adult education centers in your area for information on investment or personal finance seminars taking place. Take charge. Recognize the unique challenges you may face and start saving and investing as early as possible to overcome them. Spend wisely. You may want to consider trimming expenses while still enjoying life. Some suggestions include: downsize to one car from two; limit eating out at restaurants; cut memberships that are not used regularly and do household chores that are paid to others to handle. Invest wisely and learn how to improve your investment returns. Obtain as much information as possible from your employer and build a portfolio. People in their 20s should look at aggressive investing and stay the course, even during volatile markets. About the author Mark Blackmer is a relationship manager in PNC Wealth Management’s office in Salisbury. He can be reached at 410-546-6290.

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Regional Business Journal  

The July eidition of the Salisbury Area Chamber of Commerce monthly newsletter.

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