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Business Journal PO Box 510 Salisbury, MD 21803-0510

The Regional Chamber Newsletter

Vol. 13 No. 3 Dedicated to the Principles of Free Enterprise

October 2009

ChamberFest Oct. 16, 17 Beauty Spot

It takes a lot of work to turn an eyesore into a thing of beauty. Page 30


What’s new in the world of technology to benefit businesses?

Pages 22-27

INDEX Ad Directory........................................ 29 Barometer............................................. 8 Business Directory............................. 28 Calendar............................................. 31 City of Salisbury................................. 14 Health................................................. 18 Human Resources.............................. 17 Member Spotlight................................. 6 New members...................................... 5 Personnel........................................... 21 Real Estate......................................... 20 Salisbury University............................ 21

This year’s ChamberFest will take place on Friday and Saturday, Oct. 16-17 at the Centre at Salisbury. This is a terrific marketing opportunity for Chamber members to promote and sell their products and services to the tens of thousands of people who visit the mall every day. Spaces are going fast so act now to reserve your spot in this key marketing event. ChamberFest is a two-day businessto-consumer showcase that provides the chance for Chamber members and prospective Chamber members to have a booth display at the Centre at Salisbury mall. The average number of visitors at the mall for Friday are 18,000-20,000 and for Saturday even higher at 22,00025,000, making this a very cost effec-

Job Fair October 15

The Salisbury Area Chamber of Commerce and the One-Stop Job Market will host the fourth annual fall job fair on Thursday, Oct. 15, at The Centre at Salisbury from 3:30 to 7 p.m. Booths will be set-up throughout the main corridors. The event is open to any business seeking employees in the Lower Shore area. Employers will have a wide range of job positions available. Tens of thousands of people visit the mall each day so this is a terrific opportunity to meet with many excellent potential employees. Again this year, the Resume Doctor will offer advice and suggestions to applicants and evaluate their resumes. Spaces are going quickly, so contact the Chamber today to register. For details on participating visit www. To register contact Shannon at the Salisbury Area Chamber of Commerce at 410-7490144 or

The Centre at Salisbury is the site of the 2009 ChamberFest. Photo by Daniel Richardson

tive opportunity to reach the maximum number of potential customers at one event. Some of this year’s participants include Wor-Wic Community College, Horner Honda, WMDT, Delmarva Broadcasting, Rinnier Management, Silpada Designs, Women Supporting Women, and more. Booths will be displayed throughout the mall directly in the flow of busy

Salisbury Area Chamber of Commerce Patrons

weekend traffic. Each booth will include a space of approximately 10 feet with a table and two chairs. Electricity and other special support can be arranged, but space is limited. Only a few spaces remain. The fee for the two-day showcase is $200. Additionally, a program of entertainment has been developed during the business showcase to include stage perContinued to page four

Business Journal • October 2009


It’s time for government to think outside the box By Brad Bellacicco

SACC Executive Director

Director’s Journal

The 2009 Sales and Use Tax numbers for Maryland were just released. The Comptroller collected and For government to sucsent $3,620,648,863 to the cessfully continue to general fund after all adjustments and refunds. This is provide services...they down 1.73% or $64 million need a new mind set. from 2008. Of course this drop in income is just the tip of the re-assessments is starting to hurt the problem for our state government. The property tax revenues that are critical to economy has resulted in fewer people local and state government. working, thus dropping state income At the Chamber’s September Agritax revenue. With less money, people Business Committee meeting, one poulare staying home more and the unemtry service company’s loss of business ployed are not commuting to work. was described in terms of taxes not This combines to reduce the state and paid. In 2007 the firm paid $600,000 in federal income from fuel taxes. Constate and federal taxes because of the struction related taxes and fees are volume of work contracted. Regulation down due to the reduced level of activchanges and the economy resulted in ity in that industry. With fewer houses many fewer farmers building chicken being sold, transfer taxes are down. The reduction of property values during houses. The result was a 2008 tax bill of $15,000.

The 2009-2010 Chamber officers are in the front row, from left, Dawn Tilghman, J. Scott Robertson, Sandy Fitzgerald-Angello. Back row, from left, are Matthew Maciarello, Ernie Colburn, Victor Lowe, Robert Mulford Jr., and Michael C. Kleger. Not pictured are Bill Tingle and S. James. Sarbanes.

2009-2010 Salisbury Area Chamber of Commerce Officers President President Elect Vice President Vice President Vice President Secretary/Treasurer Asst. Sec./Treasurer Legal Counsel Asst. Legal Counsel Past President

J. Scott Robertson Dawn Tilghman Sandy Fitzgerald-Angello Ernie Colburn Victor G. Lowe William D. Tingle Robert Mulford, Jr. S. James Sarbanes Matthew Maciarello Michael Kleger

Robertson & Robertson, P.A. Burnett White Tire and Auto Pohanka Automotive Group Comcast Spotlight Peninsula Neurosurgical Associates Delmarva Tele-Plus, Inc. Market Street Inn Laws & Sarbanes, P.A. Hearne & Bailey, P.A. PKS & Co., P.A.

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

We are all seeing the result of this shrinking income in news reports and speeches from elected and appointed leaders at all levels. The state is dealing with a shrinking income by cutting the budget a little at a time. This forces many of our county and municipal governments to scramble to cut their budgets to respond to changes from the federal and state level and their own shrinking tax revenue. Businesses have been dealing with the same challenge with slow sales. Most of those in the business community that are now surviving the recession, are those who made the hard decisions based on the best information that was available early on. By adjusting staffing and cutting expenses, companies positioned themselves for the worst case. With the economy showing some signs of improvement, the businesses are poised for recovery. What lesson should government take from this recession? If you can not be proactive, be prepared to react to the inevitable pain. By its nature, democratic political organizations tend to be reactive. They look to the people for guidance. They study the data, compose a plan (or new law to drive the action they want), hold public hearings to gather feedback and buy in, and action is taken. In a fluid situation, this slow plodding style can

add to the problem by delaying action. Add to that the fact that up to 75% of their spending is mandated by law or higher levels of government. For government to successfully continue to provide services without hurting the economy with more taxes and fees, they need a new mind set. Furloughs, eliminating empty positions and delaying construction and capitol projects will not be enough in this economy. The sacred cows will need to be slaughtered. Bureaucrats, who can only see things the way they have always been, should be laid off. Creativity needs to be encouraged at all levels of public service if they are going to give the people the government services they want at an affordable cost.

Networking tip Don’t Use and Abuse

Networking isn’t about using people, it’s about creating mutually beneficial relationships, helping others, meeting a wide variety of interesting people and creating solid, long-term relationships. Networking should never be used for short-term, one-sided gain. If you approach networking from a “what’s in it for me” point of view, it comes across as slimy. No one likes slime. (Hilary. com/career/networking2.html)

Business Journal • October 2009


Wise Oil and Fuel Aero Energy merge Bill Wise, owner of Cambridgebased Wise Oil and Fuel, and Tom Washburn, Aero Energy President and CEO, have announced the merger of Wise Oil and Aero Energy. Wise and his employees will continue to run the Wise-Aero operation out of Cambridge, where Wise will remain as manager. “Our goal is to maintain the local Wise traditions of customer service and savings, and to also add products and services made possible through our new relationship with Aero Energy.” Aero has been trying to establish a mid-Eastern Shore service area between locations in Salisbury and Havre de Grace. Wise Oil and Fuel is headquartered in Cambridge and operates two other locations in Wye Mills and Salisbury. Its 4,000 consumers are primarily located in Dorchester, Talbot, Caroline and Queen Anne’s counties. Aside from

ChamberFest Continued from page one

formances throughout the two-day event. Some of the performers include Footsteps Dance Academy & Footsteps Irish Dancers, Higgins Karate

distributing heating fuels, gasoline, and diesel fuel, Wise also installs and services heating and cooling systems. Aero Energy is headquartered in New Oxford, Pa. and operates out of 10 locations in south-central Pennsylvania, northern and southern Maryland, Delaware and Maryland’s Eastern Shore. Aero, founded in 1929, serves approximately 27,000 consumers with distribution of propane, heating oil, gasoline, and diesel, heating and cooling equipment installations and related maintenance services, propane cylinder refurbishment, distribution of Blue Rhino propane grill cylinders, and standby electric generators. Aero is an operating company of Mid-Atlantic Cooperative Solutions, Inc. (MACS), and is jointly owned by affiliates of Choptank Electric Cooperative, Denton, Md.; Adams Electric Cooperative, Gettysburg, Pa.; and an Aero employee stock ownership plan. Academy, “Feet of Fire” Dance Academy, Move of Praise Anointed Ministries, and many more. The Chamber is currently seeking local clubs and organizations such as dance teams, karate groups, etc. to perform on stage during ChamberFest weekend.

Present to finalize the merger of Wise Oil and Fuel and Aero Energy are, from left: Joe Cole, vice president, Finance & Corporate Services; Adams Electric Cooperative; Tom Washburn, president and CEO, Aero Energy; Bill Wise, owner of Wise Oil; and Fred Hubbard, president and CEO, Choptank Electric Cooperative.

Also this year we will again be partnering with the One-Stop Job Market to hold a job fair on the Thursday before ChamberFest at the mall from 3:30 to 7 p.m. This is a valuable opportunity for businesses to meet with many potential employees. The job fair sold out last year and this year’s event

is guaranteed to be a success. For more information on booth spaces, performing, the Job Fair, or volunteering, contact Shannon Mitchell at the SACC at 410-749-0144 or email Let the Chamber help you “Get Connected” today!

Business Journal • October 2009




John Rankin

601 N. Park Dr. Salisbury, MD 21804-8541 410-334-6333

Rommel’s Ace Home Center-Salisbury

Rep: Meredith Dedecker 121 W. College Ave. Salisbury, MD 21804 410-742-2127 410-742-2285 (fax) Offering products and services for both residential and commercial customers. Services include screen & glass repair, lock rekeying, key cutting, custom paint matching and even free grill and wheelbarrow assembly with purchase. Also, rental of everything from heavy equipment to cotton candy machines.

America’s Mattress

Rep: Meredith Dedecker 123 W. College Ave. Salisbury, MD 21804 410-742-2780 410-742-2019 (fax) Mattresses and related bedding products. Conveniently located in the Super Fresh shopping center.

Anthony’s Downtown Deli

Rep: Albert Pacitti 212 W. Main St. Suite 204A Salisbury, MD 21804 410-677-3354 410-677-3354 (fax) Locally owned deli offering sandwiches, soups, chili, desserts, breakfast items and coffee. Located on the Downtown Plaza.

Carl King Tire Co.

Rep: W. Booth Grier 909 S. Salisbury Blvd. P.O. Box 1605 Salisbury, MD 21802 410-742-3227 410-742-7782 (fax) Serving our community since 1909. Servicing your every tire need and auto maintenance such as A/C, shocks,struts,alignments,oil changes and much more. We also give free quotes.

Chesapeake Mortgage Funding LLC

Rep: Mitchel Marriner 1408 Meadow Point Ct. Salisbury, MD 21801 443-235-9521 Maryland mortgage lender offering premium mortgage interest rates, refinancing and home loans with exceptional customer service.

Denny’s - Salisbury

Rep: Joe Rosales 405 Punkin Court Salisbury, MD 21804 410-572-5866 410-572-5868 (fax) Restaurant offering a casual dining atmosphere and moderately priced meals. Best known for its breakfast served around the clock.

Exotic Sound & Tint

Rep: Kerry Thomas 1820 N. Salisbury Blvd. Salisbury, MD 21801 410-742-5778 410-742-2006 (fax) Offering products to enhance your vehicle including stereos, multi-media, tinting, rims and more. Everything you need to make your vehicle unique.

Salisbury Jaycees Foundation

Rep: Melanie Brewton-Smith P.O. Box 855 Salisbury, MD 21803 443-880-0376 Non-profit affiliate of the Salisbury Jaycees, Inc. Their mission is to raise funds to support annual Children’s Christmas Shopping Tour and other youth-related community projects.

Shore Staffing, Inc.

Rep: Bonnie Burke 3109 Fair Island Lane Marion Station, MD 21838 410-957-2800 410-957-3447 (fax) Provide staffing and human resource consulting services. Providing nurses and other healthcare professionals to supplement staff for hospitals, nursing homes, long term care facilities and other heathcare organizations. Offers evaluation services for human resources including salary, incentives and program.

Uno Chicago Grill

Rep: Joe Rosales 100 Cedar Lane Fruitland, MD 21826 410-334-6565 410-334-6564 (fax) The only full-service, casual dining restaurant with Original Chicago Deep Dish Pizza and a full-range, high quality grill menu.

Business Journal • October 2009


Pro Coat helps beautify overpass R

ecently the Chamber’s Beautification Committee undertook the worthy task of improving the appearance of the railroad overpass and pedestrian tunnel at Main Street and Route 13. Chairperson Loudell Insley enlisted the help of many resources. The actual painting was completed by Pro Coat, LLC, owned and operated by Bruce and David Ennis. Pro Coat completed the project in

Member Spotlight

Pro Coat, LLC less than three weekends, which given traffic control and other physical constraints, was quite a feat. “The entire Pro Coat team really enjoyed watching this project come together, we’re proud of the amount of

Membership Renewals

Salisbury Area Chamber of Commerce

Aaron’s Sales & Lease Allstate Insurance Co./Fred Pastore APM Termite & Pest Management ASAP Services Corp. Bay Area Disposal, LLC Bay Shore Services, Inc. Century 21/Harbor Realty Cingular Wireless - North Classic Cakes Cornerstone Ice, Inc. Creative Catering By Carol, LLC D & S Quality Paving, Inc. Dicarlo Precision Instrument, Inc. Edible Arrangements Environmental Management Solutions LLC Faith Community Church of Salisbury Girl Scouts of the Chesapeake Bay

Harkins Builders, Inc. Holly Community, Inc. Hope and Life Outreach, Inc. Krum Real Estate & Appraisal Group Lawrence Services, Inc. Dr. Mahesh Moondra Orkin Pest Control 310 Pohanka Automotive Group of Salisbury Salisbury Commercial Warehousing A. J. Starkey, CPA Startech Communications Stover Marketing Group Suntrust Mortgage Corp. Temco Builders, Inc. Vision Forestry, LLC Wilfre Company

David Ennis (far left) and Bruce Ennis (far right) owners of Pro Coat, LLC stand with their whole crew in front of the Main Street railroad overpass that was cleaned, sealed and painted over three weekends in August as part of a Beautification Committee project of the Salisbury Area Chamber of Commerce. The renovated bridge has added greatly to the appearance of Salisbury’s downtown.

hard work and attention to detail that our crew put forth,” said Bruce Ennis, president. Pro Coat, LLC was formed two years ago by Bruce and David Ennis. They operate primarily on the Eastern Shore providing commercial painting services, epoxy floor systems, warranted roof systems and other high performance coatings.

Pro Coat is currently providing caulking and waterproofing for the new James M. Bennett High School. “We’re very proud of the overpass painting project and happy to contribute toward the beautification of Salisbury’s Downtown area,” said David Ennis.

For another look at the railroad overpass and pedestrian tunnel beautification project, see page 30.

Henry Hanna (left) and Wesley Cox (right) of SVN-Miller with Kirk Kinnamon, owner of Addcon.

Construction begins on office Henry Hanna, CCIM, SIOR and Wesley Cox, CCIM, advisors from Sperry Van Ness – Miller Commercial Real Estate, and Kirk Kinnamon of Addcon Construction, announce the start of construction on Salisbury’s first professional office/retail building on the new Beaglin Park Drive in Salisbury. Beaglin Park Drive is the first major road built in the city in over 20 years. Aydelotte Commons, a 10,253 square foot center, will offer retail/office units for lease and will front The Villages at

Aydelotte Farm - Salisbury’s newest subdivision consisting of 673 homes. This will be the first commercial professional space available on the new northeast collector road that has been planned since 1986. Henry Hanna, CCIM, SIOR and Wesley Cox, CCIM are representing the owner in the leasing of the seven unit facility. The facility is expected to be completed in March 2010. For more information, contact Henry.Hanna@svn. com or



Business Journal • October 2009

Salisbury-Ocean City-Wicomico Airport

Wicomico County Sales Tax Collections by category August ‘09

July ‘09

August ‘08

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.

August ‘08 . . . . . . . . 11,427 September ‘08 . . . . . . 9,641 October ‘08 . . . . . . . . 10,054 November ‘08 . . . . . . 8,889 December ‘08 . . . . . . . 8,590 2008 Total . . . . . . . 116,705

-4.5 -1.6 -5.2 -3.2 2.1 -2.6

January ‘09 . . . . . . . . . 8,123 February . . . . . . . . . . . 7,310 March ‘09 . . . . . . . . . . 8,359 April ‘09 . . . . . . . . . . . 8,851 May ‘09 . . . . . . . . . . . 10,042 June ‘09 . . . . . . . . . . 10,957 July ‘09 . . . . . . . . . . . 12,300 August ‘09 . . . . . . . . 12,116

-5.8 -13.1 -17.0 -5.0 -1.5 7.2 6.3 6.0

Airline Passengers Enplaned/Deplaned

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

National, State, County Unemployment Rates Feb Mar Apr May Jun






























Somerset 10.3






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


Business Journal • October 2009

Melanie Pursel: Perfect mix of ambition and humility By Ann Wilmer Melanie Pursel landed her first “real” job, an internship that developed into full-time employment, while still a graduate student. Her studies in industrial organizational psychology qualified her to work in the human resources department of the Maryland State Highway Administration where she worked in employment recruiting and job analysis. She soon noticed there wasn’t a whole lot of movement, but “there is always opportunity to expand your job if you just ask,” she said. Before long, she was put in charge of job fairs and recruitment. She even found herself training departmental employees on how to present themselves in an interview. Interview skills are generally not taught but have to be learned the hard way. “I worked at expanding my job at a very young age by saying I like my job but it’s not enough,” Pursel said. She said that employers are impressed by people with a strong work ethic, when you are eager to accept responsibility and ask to be assigned additional challenges. “It was a good lesson that I learned and it has made me more marketable.

My First Job I did it out of sheer eagerness to learn and do more things, but when you tell people what you did when you are interviewing for a new position it wows them.” Along the way she taught at Salisbury University’s Perdue School of Business. Pursel is a “huge proponent of work-study experience.” She coordinated the internship program at SU. Even if students simply observe how a business functions “when faced with the real urgency of getting something done, they learn,” she said. And those lessons are valuable. Cutting edge college programs in business management devote more time to training students on how to deal with customers, employees and supervisors. These programs help students get as many experiences as possible in the real world outside of the classroom. “Everybody who knows me says this is my ideal job,” she said of her current position as executive director of the Ocean City Chamber of Commerce. The

Melanie Pursel, executive director of the Ocean City Chamber of Commerce, enjoys working with people and being creative.

job frees her creatively and allows her to work with lots of different people. The lessons learned in graduate school serve her well here too because she has had both the academic training in managing and motivating people and practical experience.

“You have to understand your employee’s capabilities and interests,” she said. Managing employees is like “putting the pieces together to make a team work.” That involves listening carefully so that you hear what people mean when they talk to you. “One of the hardest things to do is to manage people. Management should be the most important aspect of the job,” she said. “The ability to understand the structure of an organization and how it works is very important.” Pursel studied organizational leadership and development in graduate school. Pursel has always been younger than the folks she managed but said she has never had an issue with it, because “I’m humble.” She observed, “if you have what it takes, you don’t have to tell people.” She echoed some of the wisdom of other successful business people: “Be willing to admit it if you make a mistake. Don’t try to pass the blame to others because, ultimately, when you are in charge, you are responsible.” If you take care of your people, it builds trust and they are willing to work harder. “If any link breaks, the whole thing can fall apart.”

Business Journal • October 2009

Business Mix

Delmarva Power to apply for federal grant for infrastructure Delmarva Power will file applications for $93 million in federal grants under the American Recovery and Revitalization Act (ARRA) Smart Grid Investment Grant Program. The utility is seeking grants from the U.S. Department of Energy (DOE) to help cover the cost of advanced metering infrastructure, distribution automation and direct load control equipment in its Delaware and Maryland service territories. Of the total, $53 million would be targeted to Delaware and $40 million would be for Maryland. A $93 million grant, if awarded by DOE, would represent 50 percent of the total project spend, which is the maximum possible under the program. “Every dollar we obtain from the federal government offsets the cost customers would otherwise pay to make these important improvements to the system, which are designed to enable customers to better manage their energy use and costs, improve customer service and reliability and create a cleaner environment,” said Delmarva Power Region President Gary Stockbridge. “The funds also will allow us to do our part to jump start the local economy and help Delaware and Maryland meet their energy goals.” Advanced metering infrastructure (AMI) improves reliability by letting the utility know when a customer is out of service. AMI also is key to providing customers with greater usage data, which will enable them to make more informed choices regarding their energy use. Distribution automation technology enhances the reliability of the electric system, so Delmarva Power will be better able to manage the flow of power and, when the flow is interrupted, restore service more quickly and safely. Direct load control equipment gives the utility the ability to temporarily cycle on and off air conditioning equipment during times of peak demand for customers who volunteer to participate in the program. This helps to reduce overall usage, keep energy costs down and preserve the integrity of the electric system during critical load consumption periods. Becker Morgan wins project The Somerset County Commissioners recently selected Becker Morgan Group to provide architectural and engineering services for the Somerset County Health Department which will be located in the former Westover Intermediate School on Sign

Post Road. This new location will double space for Behavioral Health programs. Becker Morgan Group’s fee was the lowest of the four bids received. Circuit City building sold Henry Hanna, CCIM, SIOR and Wesley Cox, CCIM, both advisors for Sperry Van Ness – Miller Commercial Real Estate, have announced the sale of the former Circuit City building located at 2640 North Salisbury Blvd. in Salisbury. Hanna and Cox represented the seller, Mayfair MDCC, business trust, of Chicago, Ill. and the property went under contract within 60 days of signing the listing. Blair Rinnier of Rinnier Development in Salisbury represented the purchaser in the $2,580,000 sale. Spirit Halloween who sells costumes, decorations, and more will be occupying the space through the end of October. 

Realtors on ‘Gold Team’ Long & Foster Real Estate, Inc. has honored three agents of The Porter Marshall Group: Christal Marshall, Nancy Porter and Pamela Price. Marshall, Porter and Price were each named members of the firm’s Chairman’s Club of the coveted “Gold Team.” The Gold Team is comprised of 12% of the company’s 13,000 sales associates and is divided into three groups of top producers based on annual production volume: the Master’s Club for more than $20 million; the Founder’s Club for $10-$20 million; and the Chairman’s Club for $5-$10 million. Habitat purchases building Bradley Gillis, CCIM, Rick Tilghman, CCIM, and Brent Miller, CCIM, CPM, advisors for Sperry Van Ness – Miller Commercial Real Estate, recently sold

a 10,000 sq.ft office/warehouse building to Habitat for Humanity of Wicomico County. The building is located at 908 Isabella St. in Salisbury, just off Route 50 and is comprised of .68 acres.   Brent Miller, CCIM, CPM and Rick Tilghman represented the seller and Bradley Gillis represented the buyer, Habitat for Humanity. Habitat for Humanity of Wicomico County was founded in 1987 by local residents Alice and Wally Howard, Jim Leonard and Duke Shannahan. Since then, the affiliate has built 50 homes locally and financed the building of 55 homes in Ghana, West Africa through Habitat International’s global building program.  To learn more visit www. Nason completes school  Nason Construction has completed a multi-year, multi-phased


renovation at the Red Clay Consolidated School District’s Cab Calloway School of the Arts and the Charter School of Wilmington. The renovation of the threestory building that houses both schools totaled $20.5 million and was completed over multiple phases to accommodate the academic calendar. The project included football stadium renovations, science lab renovations, architectural improvements, plumbing, ADA upgrades, replacement of the HVAC system, new power distribution system, fire suppression, new fire detection system and more. Established in 1922, Nason Construction provides construction management, design-build and general contracting services for commercial, institutional, and government clients in Delaware, Maryland, Pennsylvania, Virginia and New Jersey.


Business Journal • October 2009

Health Insurance Reform: What’s it all about? By Joni Waldych In July the Chamber Business Affairs committee formed a Health Care Task Force to make some sense of the continued debate in congress on Health Care Reform. The chamber wants to ensure that all members have a resource to assist in understanding the proposals as well as an avenue to learn of updates on the latest changes as the debate continues. To help compare the three proposals before congress now, go to the following link: health-care-reform/HealthCareReform_ Stateofplay_September2209.pdf These proposals do not include “Tort Reform”. We need to change the environment for frivolous lawsuits and excessive settlements. Doctors can make mistakes and patients should be compensated for injuries and lost wages. Large settlements and unjust law suits cause higher malpractice rates and force physicians to practice defensive medicine by ordering more test and procedures than necessary. The Chamber‘s mission is to be an advocate for its members and keep them informed. We wanted to emphasize that the State of Maryland has a good health care system and provides resources and coverage for all to have access to quality care. Not all states have the same regulations that govern the health care industry and we wanted to make our members aware

that Maryland does have programs for all individuals. We believe that education in this area would help consumers be more informed. Here are a few of the major regulations already in place in Maryland: • All small business group health plan (2-50 fulltime employees) are guarantee issue with no pre-existing conditions applying to those who did not have prior coverage. • In October 2008 the State of Maryland created the Maryland Health Insurance Partnership to tackle the crisis on the uninsured and sky rocketing costs. This partnership allows for small employers (2-9 full-time employees) to obtain State subsidies based on the average wage of the group. This program is available to businesses that have been operating for at least 12 months and have not had prior group health coverage. The website is • Individuals who are turned down for individual health insurance by a health insurer because of pre-existing conditions automatically qualify for the Maryland Health Insurance Plan (MHIP). Those individuals with a Qualifying Medical Condition will automatically be eligible to enroll. Those individuals with limited income can also apply for a subsidy under MHIP+. The website is html/MHIPHome.html.

• The Maryland Children Health Program (MCHP) uses federal and state funds to provide health care coverage to lowincome children up to age 19 and pregnant women of any age. The website is www. • The Department of Health and Mental Hygiene (DHMH) provides Medical Assistance, also called Medicaid, coverage to individuals determined to be categorically eligible or medically needy. Medicaid coverage is automatically given to individuals receiving certain other public assistance, such as Supplemental Security Income (SSI), fia/cassist.htm, Temporary Cash Assistance (TCA), or Foster Care. Low-income families, children, pregnant women, women with breast or cervical cancer, and aged, blind, or disabled adults may also qualify for Medicaid. Eligibility for Medicaid is re-determined every 12 months, except that eligibility is re-determined every six months for “spend down” cases. The above is not a full list of the options available in Maryland. You can reach out to your insurance broker to learn about all options. The cost of health insurance in Maryland has increased significantly over the last few years and a major contributory factor is the State of Maryland Mandated coverages (i.e. July 2008 insurers have to cover the bariatric procedures in all group health plans) that are imposed on health

insurers. There are currently over 50 today that each insurer has to provide, another reason why our health care system in Maryland is already comparable to several of the proposed bills in the Senate and House. An emphasis on disease management, outcome-based reimbursement, and financial incentives to require greater “Personal Responsibility” will have a significant impact on cost, quality of care and most importantly outcomes. Around 5% of our citizens account for 49% of our claims while at the same time 50% of our citizens account for only 3%. (“The High Concentration of U.S. Healthcare Expenditures,” Research in Action, issue 19, June 2006). Further, there are chronic illnesses such as diabetes, heart disease, cancer, arthritis and related conditions such as obesity that account for more than 75% of our nation’s healthcare spending (The Hill, op-ed by Christine Ferguson and Ken Thorpe, August 3,2009). All of the current health care reform proposals fail to consider the strength of the health care delivery system. The health care delivery system is comprised of physicians, nurses and other allied health professional that we rely on to provide care to our communities naContinued to page 13

Business Journal • October 2009


Chamber begins new project to encourage entrepreneurship The Salisbury Area Chamber of Commerce and are proud to present a new initiative to encourage entrepreneurship among students in our area, The Future Project; The Young Entrepreneur Award. This award program is intended as an educational scholarship for high school seniors pursuing higher education and their entrepreneurial dreams. Our hope is that by assisting young entrepreneurs in their educational endeavors, they will understand the critical role that private enterprise and entrepreneurship play in the building of Ameri-

ca and the future of their community. Our goal is to provide a minimum of six $2,500 awards, but you hold the key to reaching this goal and helping the students reach theirs. If you are a financial, legal, real estate or health care professional, a targeted online marketing strategy is vital

to attracting new clients; and a way to endow this award. was built to be the most comprehensive and searchable online directory in the region. Expand your online reach beyond your company website to an audience searching for experienced, ethical and

credentialed professionals. Interactive and trackable web tools give you the control and allow for additional Internet search results. Now when you engage a Professional or Elite listing through the partnership between and the Salisbury Area Chamber of Commerce, a generous portion of the annual fee (up to 16%) will help fund The Future Project. For more information on this project, contact Randy Gregory at 410-219-9252 and help send a young entrepreneur to college.

Health care reform proposals fail to consider current strengths Continued from page 12

tionwide. On the Eastern Shore, many of the areas, if not the majority, are considered “health care shortage areas,” meaning service areas that do not have enough physician manpower. The main reason we have a difficult time recruiting and keeping physicians in this area is that reimbursement for physician services is in the lowest quartile – thanks to all of those insurance plan mandates. A physician practicing in many other states can earn 100% more than they can

earn in Maryland. Currently there is no plan on the table that addresses physician reimbursement and retention. Private insurance companies, through a series of mergers and acquisitions in the last 20 years control more and more of the market place. They control reimbursement and make it difficult for patients to be seen for services not covered or approved under their various medical plans. Physicians will become more selective in contracting with insurance companies to include excluding patients from certain private insurance companies.  This happens to some extent today in the market

place. However, it will be magnified as reimbursement pressures continue. If federal and state programs are cut, doctors will also begin to stop taking Medicare & Medicaid patients. These proposals will change as congress continues the debate. We will continue to provide updates in the News & Notes and the Business Journal. For those who would like to assist, the Health Care Task Force committee meets every other Tuesday at 8 a.m. at the Chamber office. Our next meeting is Tuesday, October 6, 2009. We encourage all employers and members to reach out to their State Representa-

tives and communicated their concerns. In the end if we don’t get it right by designing a system that is uniquely American allowing for true choice, we will not lower costs but in fact increase costs. About the Author Joni Waldych is the principal owner of Innovative Benefit Solutions and the chair of the Health Care Task Force for the Salisbury Area Chamber of Commerce. Also contributing were Robin Ferger-Hill, practice administrator of Peninsula Cardiology Associates, P.A. and Vic Lowe, practice administrator of Peninsula Nuerosurgical Associates, P.A.


Business Journal • October 2009

Isabella Street Stabilization project completed By Lee Beauchamp Salisbury Public Works

Mayor James Ireton Jr. is proud to announce the completion of the Isabella Street Shoreline Stabilization Project. This project is one of the first initiatives under the Mayor’s plan to clean the Wicomico River. The stabilization project, located in the Community Legacy priority funding area, forwards the neighborhood revitalization strategies within the Metro Core plan for the City. Completion of this project was a major undertaking because of the road closure of Isabella Street from Lake Street to Mill Street. This block of Isabella Street is the only link to the east and west sides of the City if the Route 50 drawbridge is open. As such, re-routing traffic and affecting businesses in the area was a concern. The project was undertaken in two phases; the first phase included the shoreline stabilization and dam replacement on the North Prong of the Wicomico River, while the second included the sewer, water and street improvements to Isabella Street from Lake Street to Mill Street. The Isabella Shoreline Rehabilitation Project began the second week of January with the installation of 800

linear feet of steel sheet pile bulkheading for the shoreline stabilization. The project continued with the rip-rap stone stabilization upstream and downstream of the Isabella Street culvert opening as a means of protection from scour and undermining. During the construction activities, stream bed improvements were also made. These improvements include the installation of plunge pools to allow fish to travel up and down stream, facilitating natural migration and protection of fish species. The second phase improvements to Isabella Street began in early April with the replacement of 1,000 feet of 24-inch sewer main and 12-inch water main with a new 42-inch sewer main and 12inch water main. This phase also included geometric improvements along with eastbound and westbound left-turn lanes for the Lake Street and Isabella Street intersection, LED traffic signals, handicap accessible sidewalks and road crossings, and new curb and gutter. The Lake Street and Isabella Street intersection reopened in July, and a complete road opening occurred on Sept. 4, two weeks ahead of schedule. The Isabella Street Project was originally funded from three bond sources

Mayor James Ireton Jr. proudly discusses the completion of the Isabella Street Shoreline Stabilization Project which is one of the first initiatives under the Mayor’s plan to clean the Wicomico River.

in the amount of $3,498,835. The final project cost was $211,648 under budget. This project is the first step towards the revitalization of the North Prong River Front and upgrades to the Isabella Street corridor. Stabilizing the shoreline protects the Wicomico River from

run-off and soil erosion and ultimately reduces contaminants that could flow to the Chesapeake Bay. The City would like to thank the contractor, George & Lynch, and the staff at Salisbury Public Works for making this project a reality.

Business Journal • October 2009


Business Before Hours

Chamber members gather round the spacious conference room at the Courtyard by Marriott to hear announcements.

Heather Herbert from Runaway Bay Apartments joined David Goslee, D.O.T. Training & Services and Peter Evans of Country Properties Real Estate.

Courtyard by Marriott

On Wednesday, Sept. 9, Chamber members started their morning off with a great selection of breakfast items, juices and coffee at the Business Before Hours. Courtyard by Marriott, which is located on 128 Troopers Way in Salisbury, invited members for a first-rate breakfast buffet. Director of Sales, Maria Garrison welcomed everyone to their facility and offered their services to members for any upcoming events. Tours were offered for people to view their spacious rooms, indoor pool, fitness room and business center. For more information about Courtyard by Marriott or to host your next event, call 410-742-4405.

Brian Murray of APM and Spicer Bell of the Community Foundation of the Eastern Shore.


Business Journal • October 2009

Business After Hours

Purnell-Thomas Tennis Tournament

This year’s Purnell-Thomas Memorial Tennnis Tournament was held Aug. 19-23. A Business After Hours was held at this event on Thursday, Aug. 20. The Jack Purnell-Chris Thomas Memorial Tennis Tournament brings tennis enthusiasts across the country to SU to compete. The annual event raises funds for Coastal Hospice and memorializes its namesakes, both tennis players and cancer victims from the Salisbury area. Thank you to the event coordinators for allowing the Chamber to be involved in such a worthy event. Special thanks to the Fountains Wedding and Conference Center, Market Street Inn and SoBo’s Wine & Bistro for providing a wonderful array of appetizers.

John Rankin and Tony Nichols of BBSI.

Tennis courts at Salisbury University, the site of the Purnell-Thomas Tennis Tournament. Peter Abbott, MD, chairman of the board for Coastal Hospice and Steve Smith, Premier Planning Group

Deborah Abbott, The Bank of Delmarva; Susan Purnell, Kuhn’s Jewelers with Rosemary Thomas, executive director of SU Foundation.

Gabriela Roncal and Sarah Bunch of Beacon enjoy the festivities.

Business Journal • October 2009


October is National Disability Awareness month By Jackie Gast Awareness is defined as having knowledge of something or being well-informed about what is going on in the world or about the latest developments in a sphere of activity. Did you know that a We have lots of organizacane is assistive techtions that proclaim a month nology?  to increase awareness about their cause and October has quite a few. Some do a better than others. National Breast disabilities. We all know how advanced Cancer Awareness does a good job. our world has become because of techEveryone has seen the pink ribbon. This nology. Well, this same technology has month, we have Health Awareness, also done wonders for the disability Domestic Violence Awareness, Energy community. Awareness, National Cyber Security By the way, assistive technology Awareness, Jazz Awareness and Naor technology that assists in doing tional Disability Employment Awaretasks is not always a computer based ness. Since this is a business publicadevice. Did you know that a cane is astion, we are going to raise awareness on sistive technology? Have you seen the the latter one. Also, because increasing device that helps you grab things in the employment among job seekers with kitchen that are high on a shelf? That is disabilities is one of the goals of the an example of assistive technology. BeEastern Shore Business Leadership Net- cause of these and other great invenwork (ESBLN). tions and developments, many people So how do we increase awareness with disabilities are able to go to work among employers that recruiting and that would not have years ago. And they employing job seekers with disabilities are working.  is good for business? Mostly by sharing Okay, so now we know people with success stories and dispelling the many disabilities can work. Why is it good misconceptions about the limitations of for business? How much do you spend

Human Resources

on advertising for an open job position? How much do you pay a recruiting firm? How much time do you take screening through a stack of applications or resumes? There are many agencies on the Shore that prepare job candidates with disabilities for the workforce and pre-screen them at no cost to the employer. If you are not aware of these agencies, you may be missing out on some cost savings opportunities. The Eastern Shore Business Leadership Network’s website lists most of them in our area. There are many businesses that recruit through these agencies including -

on the lower shore - K & L Microwave, NSite, Nick, Inc., Credit Plus, PRMC, Perdue Farms and Salisbury University; and on the upper shore - McCrone, Inc., Atlantic General, Cross Courts Athletic Club, Dunkin’ Donuts and Chesapeake College. There are also tax credits and deductions available to businesses for wages and altering the physical building for accessibility.  This month, look for our message “ABLE to Work” and celebrate National Disability Employment Awareness Month with us. For more information, visit or call 410-7490144.

Tri-County Council recently hosted a tour of the NASA-Wallops Island Spaceport and Facility.

Council hosts tour of Wallops The Tri-County Council hosted a tour of the NASA-Wallops Island Spaceport and Facility on Thursday, Sept. 10 for Chamber members, area legislators and other parties. Attendees were granted access to the sounding rocket workshop and testing facility, the Mid-Atlantic Regional Spaceport launching sites, and the Navy’s facility. One of the tour highlights included a discussion about the Unmanned Aircraft Systems (UAS) program which allows companies to use the airspace above Wallops Island to test products and gather data relevant to

their products and services. Some of the companies using this include BAI from Easton and AAI from Hunt Valley. The Mid-Atlantic Regional Spaceport (MARS) has secured a contract for re-supplying missions to the International Space Station beginning with their first launch in 2011. This program will employ more people and increase the economic impact of the facility. It is estimated that over $60 million has been funneled into the Eastern Shore annually. For more information or to take a tour of the facility, call 757-824-2050.

The Ocean Pines Chamber of Commerce recently distributed the following awards: Business of the Year - Git R’ Done; 2009 Citizen of the Year - Linda Dearing; Ambassador of the Year - Al Kastner; and Unsung Hero - Bert Kastner. Business of the Year - Git R’ Done and their nonprofit charity organization, Helping Hands, work closely with Delmarva fire departments, Worcester County G.O.L.D., and Wicomico County Social Services. They pick up household items and clothing and redistribute them to the community. They also donate their cleaning services in silent auctions for area fundraisers.

2009 Citizen of the Year - Linda Dearing, owner of Copy Central of Ocean Pines, has volunteered many hours to the Worcester County Commission on Women and the McGuffey Reader Program, the collection of discarded cell phones for victims of violence. Ambassador of the Year - Al Kastner was chosen to recognize his year round support and commitment to the Ambassador Program. Unsung Hero - Bert Raymond of Raymond’s Stamps and Collectibles was selected in recognition of his longtime support of the Chamber and his community.

Ocean Pines recognizes businesses


Business Journal • October 2009


PRMC designated Blue Distinction Center Peninsula Regional Medical Center has been designated by CareFirst BlueCross BlueShield as a Blue Distinction Center for Bariatric Surgery. This designation is awarded to medical facilities that have demonstrated expertise in delivering quality health care. “We have done our part by creating a bariatric surgical program that safely treats an average of approximately 25 patients per month with outcomes that rival the best programs in the nation,” stated Peggy Naleppa, Peninsula Regional Medical Center president.   Bariatric surgery may help some individuals reduce extreme obesity and its associated health risks, and Blue Distinction provides objective information to help them make informed decisions when choosing a provider.  The Bariatric Surgery program at Peninsula Regional Medical Center was established in 2002 and specializes in the laparoscopic adjustable gastric band and laparoscopic gastric bypass procedures.  Dr. Michael Sofronski, MD, bariatric surgeon, serves as the Medical direc-

From left, Surgeons Daniel McCullough, MD, and Michael Sofronski, MD, right perform bariatric surgery at Peninsula Regional Medical Center.

tor of the Bariatric Surgery program at Peninsula Regional Medical Center. Dr. Sofronski also owns Delmarva Bariatric

and Fitness Center in Salisbury. He is partnered with fellow bariatric surgeon Daniel McCullough, MD.

Institute receives designation

The Guerrieri Heart & Vascular Institute has been designated a UnitedHealth Premium Cardiac Specialty Center. This designation means the service has met rigorous quality criteria based on nationally recognized medical standards and expert advice. The Guerrieri Heart & Vascular Institute received UnitedHealth Premium Cardiac Specialty Center designation in three distinct areas: Cardiac Surgery, Cardiac Care (Interventional Services and Emergency Care) and Cardiac Rhythm Management. The designation is based on detailed information about specialized training, practice capabilities and proficiencies that Peninsula Regional Medical Center submits to UnitedHealthcare, and is designed to help consumers make informed decisions about where to seek cardiac care.

Insulin pump information night The Peninsula Regional Medical Center’s Diabetes Education Program is sponsoring an Insulin Pump Information Night on Monday, Oct. 5 from 6:30 to 8 p.m. The event will be held

Business Journal • October 2009 in the auditorium of the Avery W. Hall Educational Center on the Peninsula Regional campus. Insulin pump vendors and glucose sensor vendors will be available to answer questions, and there will be a guest speaker presenting the basics of insulin pump therapy. The event is free and light refreshments will be served. For more information, call the Diabetes Education Program at Peninsula Regional Medical Center at 410-543-7061.

PRMC enhances ICU care

Peninsula Regional Medical Center is one of six Maryland hospitals enhancing its quality of patient care by implementing a tele-ICU program in its intensive care unit. The six hospitals, known collectively as Maryland eCare, united two years ago to find a solution to the critical care physician shortage. Through eCare, Peninsula Regional will connect ICU patients and staff to a remote site staffed with a critical care team. Each ICU bed is connected via video camera, voice technology and intelligent monitoring and alarm systems to critical care physicians and nurses at the remote monitoring center based at Christiana Care Health System in Newark, Del. This technology is not a substitute for local ICU staff and does not replace any bedside caregivers; it is a supplement and provides an additional layer of


support for the local team. By providing ICU nurses with rapid access to a critical care physician during off hours, the eCare program reduces stress and improves nurse retention in this very stressful work environment. The eCare program does not cost patients extra money, as it will become a standard part of the care provided in the ICU.

Stoakley honored for work

Bevereley Stoakley, manager of Peninsula Regional Medical Center’s Lifeline Program, is the recipient of the prestigious Exceptional Performance Academy Award from Philips Lifeline. Stoakley Stoakley has received this award for seven consecutive years, placing her among the top 1% of all individuals who run a local Lifeline program out of nearly 3,000 programs nationwide. Stoakley has been in her position as the Medical Center’s Lifeline Program manager since 2001, and under her leadership, the program has grown from 68 to over 1,140 subscribers. Philips Lifeline is a medical alert service, which in the event of an emergency or fall, provides access to help at the push of a button. To learn more about Lifeline, call 410-543-4740 or 1-800-215-1031.

From left, Alan Newberry, CEO, Peninsula Regional Medical Center; Peggy Naleppa, president, Peninsula Regional Medical Center; Michael Marks, MD, Peninsula Radiology Associates; Farouk Sultani, MD, chairman, Board of Trustees; Alexander Zito, MD, Peninsula Radiology Associates; and Denise Billing, president, Peninsula Regional Foundation.

Foundation holds golf classic The Peninsula Regional Medical Center Foundation held its 10th annual Golf Classic on Sept. 14, at Ocean City Golf and Yacht Club in Berlin. The event raised a record breaking $280,000 thanks to the generosity of its sponsors. Diamond Sponsors Peninsula Radiology Associates surprised the Foundation and spectators by doubling their $50,000 sponsorship to $100,000 at the check

presentation. This year’s event was in honor of the Foundation’s current chairman of the Board of Trustees, Farouk Sultani, MD for his 28 years of dedication to health care on Delmarva. Dr. Sultani, an avid golfer, has been instrumental in shaping Peninsula Regional Medical Center into the exceptional health care facility that exists today.

Business Journal • October 2009


Great developments started with great dirt By William Moore It’s been said that commercial real estate is a ground-up business. The simple truth ...the success of any of the matter is that at some point in time every real estate development project project started with a piece of will largely hinge on land and a vision. In fact, the how you can finance success of any development project will largely hinge on the land component of how astutely you can finance your transaction. the land component of your transaction. The good news is that as sophisticated as the ing is sought, and thereby requires some commercial capital markets have beform of municipal cooperation in order come, not a lot has changed with respect for the project to be successful. Complito how land is treated. Here are some ba- cating matters further, is that depending sic thoughts on how to use land to drive on the specifics of the project, it can take project returns. several years to secure the necessary enThe one clear exception to the adtitlements which will be needed to insure vancement of real estate capital markets that the project is viable, and during that has been in the arena of land financing. time there is often no assurance that said Land is the one asset class that is lagentitlements can be procured. ging the balance of the market as far 2. Lack of income: Unlike stabilized as the number and sophistication of operating properties, in most cases land new financing options. Even in today’s is not an income producing asset, and constrained market, land is the one astherefore cannot carry itself by servicing set class whose underwriting guidelines underlying debt. Without income, land have remained fairly constant. Land is, must be underwritten solely upon its curby and large, financed today in the same rent value and/or that of other collateral fashion as it has been throughout recent or guarantees that can be provided.  history. While these two characteristics of Given that in the majority of circumland cause lenders and investors to treat stances the largest impact on the profit land conservatively, the good news is margin in a real estate project is made that the often mentioned quote that “land based upon how well the land is acis a great investment because they’re quired and financed, it seems somewhat not making any more of it” is one of the odd that the options for financing land great universal truisms in the develophave not advanced at the same pace as ment world.  that of the other asset classes. In order Over the years, I have seen land to understand why land seems to be the financed very astutely and I have also asset class exception when it comes to seen financing cobbled together in ways aggressive and favorable financing opthat cripple a project from the outset. tions, it is important to understand the The key to understanding how to maxitwo main underlying characteristics of mize the financing on your next land land as an asset that taints its appeal to transaction is to adhere to the following lenders: best practices which will in turn help 1. Timing: By its nature, land is you realize a more successful project:  financed at the beginning of a project 1. Closing: Close as slowly as the lifecycle making it the most speculative market and/or the seller will allow for; in stage of project capitalization. Early a perfect world, every transaction would stage investments (debt or equity) in any afford you a cooperative seller and little industry are the most costly to fund due market pressure. This would afford you to the increased risk profile. Adding to the opportunity to complete the entitlethe complexity of the risk profile, land is ment work before you close on the land often unentitled at the point initial fundsuch that you could be fully entitled and

Real Estate

permit ready closing the land with your construction loan. The reality is that this is often not the case. Nonetheless, you should structure as much of a delayed or phased closing as possible to generate maximum leverage with the capital markets. 2. Use of debt: If possible, resist the temptation to bring in third party equity to finance the acquisition of the land. Bringing in a partner at the early stages of a project will dilute the internal rates on return available to the investor and require you to give up a greater participation in the project. Whether you use seller financing, bridge financing, letters or lines of credit, collateral pools, tax credits, municipal assistance, a traditional acquisition loan or any combination thereof, do everything possible to maintain 100 percent of the ownership in a project at the initial stages. This will allow you to complete the entitlement work and book the land-lift prior to seeking your equity partner thereby allowing you to reduce the amount of outside equity needed and increasing overall project profit.  3. Capital structure: Use all levels of the capital structure to move up the leverage curve. Once you have secured entitlements and booked your land-lift continue to use as much leverage as possible throughout the balance of the project. By using the proper combination of senior debt, subordinated debt, and third party equity, even in today’s market it is possible to realize leverage well in excess of market norms in terms of the percent of the total project cost or value while maintaining control of the investment.  4. Dilution: You can also use different levels of the capital structure to prevent project ownership dilution. By using seller carry, second mortgages, bond issues or mezzanine financing to fill as much of the equity gap as possible, you will lower your overall cost of capital while not being forced to give up as much ownership in the project as you would by closing the entire equity gap with an equity joint venture (JV) partner.  5. Equity: Negotiating the proper type of equity joint venture can be critical to the financial success of a project. If you move up the leverage curve with the proper combination of senior and

subordinate debt, the amount of equity needed from outside investors is minimized. Using the right JV or preferred equity investment structure can leverage the sponsor co-invest to as little as 2 to 5 percent of the project equity requirement while still leaving the sponsor with the majority of project ownership. 6. Selecting equity partners: The decision to select an individual investor vs. an institutional investor is critical to your capital formation plan. Decide early where you choose to seek your capital partners and investors and be willing to live with your decision. With rare exception, if a sponsor can meet institutional suitability tests, they will be better served by accessing commercial capital markets rather than dealing with individual investors. Institutional investors have more knowledge and flexibility when structuring transactions, giving owners more operating flexibility. Institutional investors have deep pockets and can provide the appropriate level of financing to allow sponsors to engage multiple projects at one time thereby creating the ability to grow their business with greater velocity when contrasted to the leverage provided by individual investors. Additionally most institutional investors prefer passive investments and will only exercise dilution or control provisions in the rarest of circumstances. Lastly, institutional investors often times can provide tremendous non-financial value adds in the form of knowledge base, intellectual capital, market contacts, and the like. Understanding how to access and maneuver within the commercial capital markets and effectively leveraging the savvy land financing techniques can be the defining difference in optimizing the scalability and efficiency of your development efforts. About the author

William Moore serves as an advisor for Sperry Van Ness - Miller Commercial Real Estate specializing in the lease of industrial, office, and retail properties on the Eastern Shore of Maryland. To reach him, call 410-543-2440 or email

Business Journal • October 2009

Personnel File

Two named registered architects

Becker Morgan Group, Inc. congratulates Brenden D. Frederick, AIA, LEED AP and Jon M. Lipka, AIA for passing the architectural registration examination to become registered Frederick architects. Frederick, who has over five years of experience, is a graduate of Tulane University with a master’s and bachelor’s degree in architecture. His responsibilities include architectural design and specifications Lipka and project management. Frederick also recently passed the Leadership in Energy and Environmental Design (LEED) exam to become a LEED professional with the U.S. Green Building Council. Lipka, who is a graduate of the University of Hawaii at Manoa with a bachelor’s degree in architecture, has over seven years of experience. His responsibilities include architectural design and project management from the pre-design phase thru construction phase. Lipka also currently serves as AIA Maryland Chesapeake Bay Chapter Intern Development Program (IDP) coordinator and AIA Chesapeake Bay Chapter associate director.

Haynie earns CFE credentials

The Association of Certified Fraud Examiners (ACFE) has awarded Andrew M. Haynie, CPA, of Crisfield, the globally-preferred Certified Fraud Examiner (CFE) credential. In order to become a CFE, an antifraud professional must meet a stringent set of criteria and pass a rigorous exam administered by the ACFE. Haynie is an accounting & auditing manager for PKS & Company, P.A. in Salisbury.

Miller earns CPM designation

Amy Tilghman Miller, managing director of Sperry Van Ness – Miller Commercial Real Estate, has earned her CPM, Certified Property Manager, designation. A CPM is a real Miller estate professional designation awarded by the Institute of Real Estate Management (IREM) and recognized by the National Association of Realtors (NAR). The designation is considered to be among the industry’s premier real estate management credentials with over 18,000 members. Miller earned a master of business administration degree from Salisbury University and has over 15 years of

commercial real estate experience. She is the CFO of SVN – Miller and oversees the Property Management division. For more information, visit www. or call the office at 410-543-2440.  

New officers elected

Salisbury attorney Charles (Chip) Dashiell was recently elected chair of the Greater Salisbury Committee as the not-for-profit civic improvement organization entered its 43rd year of operation. Dashiell is a partner in the firm of Hearne and Bailey. The Greater Salisbury Committee is a regional organization which covers six counties including Wicomico, Worcester, Somerset, Sussex, Accomack, and Northampton and works to make the area a better place to live and work. Also elected were First Vice Chair Dr. Catherine Smoot-Haselnus, president of the Chesapeake Eye Center; Second Vice Chair Gregory Olinde, senior vice president and regional manager of Bay National Bank; and Secretary-Treasurer Michael Langley, vice president and general manager of Pepsi Bottling Ventures. Outgoing chair is James R. Thomas Jr., president of George, Miles and Buhr in Salisbury. Also elected were three new members of the Executive Committee, including Steven Robinson, president of ISG Insurance in Cambridge; Mat Tilghman of Hanna Kremer Tilghman in Salisbury, and Michelle Wright, vice president of Cornerstone Farms in Mardela Springs. During the past year, GSC has been heavily involved in region-wide projects such as the continued growth of the Mid-Atlantic Regional Spaceport (MARS) which has been called the fastest-growing economic generator on the Delmarva Peninsula as part of GSC’s long-term goal of stopping the Peninsula’s “brain drain.” A new annual work program was adopted by the membership and that, along with more community information is posted on its Citizens Working Together website at

Barrett begins internship

Rachel Barrett has recently begun an internship with the American Diabetes Association’s Eastern Shore Division under Market Manager Carlos Mir. Barrett is a marketing student from Worcester County at the Franklin P. Perdue School of Business at Salisbury University and plans to graduate in May 2010. Barrett’s internship is through SU’s ABLE (Applied Business Learning Experience) Program. For information about the ABLE program, contact ABLE Program Coordinator Tammy Donaway at 410-5485564.


SU Breaks Ground for New Perdue School Building By Dr. Richard Hoffman, Interim Dean Franklin P. Perdue School of Business The changing skyline of Salisbury University is gaining a striking addition. Construction is underway for a new home for the Franklin P. Perdue School of Business, which will open two years from now. At 112,800 square feet, the threestory $56 million project will be another dramatic landmark for campus visitors and travelers along Route 13. The building’s location as well as facilities inside will strengthen the school’s involvement with the local business community and provide state-of-the-art study spaces, resources and services to the next generation of business leaders. Located between Henson Science Hall and Route 13, the new Perdue School building will architecturally complement the Teacher Education and Technology Center, which recently was cited as one of the 10 best-designed university buildings in the country for 2009 by College Planning & Management Magazine. Like the TETC, many of the new building’s architectural elements are inspired by Holloway Hall, a classic academic Georgian complex and a historic site. Founded in 1986 by a multi-million dollar gift from the late Frank Perdue, the Perdue School of Business, until recently, lived in the north wing of Holloway Hall. The University’s first endowed school, it outgrew the Holloway wing and has temporarily moved to Caruthers Hall. In 2006 the Arthur W. Perdue Foundation announced an $8 million gift for the construction of a new home for the business school—the largest private donation for a capital project in SU history. Funding for the building will come from public and private sources, and the University is currently engaged in a major campaign on its behalf. Representatives from the Perdue School, Perdue family, University administration and SU Foundation, Inc. have tirelessly worked on planning and design for over two years. We think the campus and local communities will be pleased with the results. Of particular interest to area entrepreneurs, businesses and service organizations is a new Business Outreach Services Suite (BOSS). It will become headquarters for Perdue School community outreach efforts, including the Business, Economic and Community Outreach Network (BEACON). The Maryland Small Business Development Center (SBDC) will also use the facilities for programs. Included are incubator offices, training and collaboration rooms, and other services. BOSS will be located near the new Perdue Museum. This unique feature will become home to a treasure trove of business records, marketing and advertising materials, videos, and memorabilia, including photographs, posters and even bobble heads from the Perdue Farms, Inc. archives.

During his career, Frank Perdue made advertising history with his “It Takes a Tough Man to Make a Tender Chicken” media campaigns. He started a trend of corporate CEOs appearing in television commercials and for years was an advertising icon in New York. The museum materials also represent decades of Perdue family leadership going back to company founder Arthur W. Perdue and progressing to Jim Perdue today. Local historians should enjoy the memorabilia from such Perdue interests as Shorebirds baseball and family history which dates back to France. Exhibits will rotate to allow space to spotlight other Eastern Shore businesses as well. The building will have two striking colonnaded entrances. The north entrance for the museum, BOSS and other public services faces the TETC. The second faces inward toward Henson Science Hall and opens into a soaring space for students to gather. It includes a stock market electronic ticker, Internet café and 200-seat auditorium. Specialized business labs will allow students access to resources in their fields of study. The different-sized and specialized meeting rooms, including computer lab, training center, observation area for focus groups, and executive classrooms, featuring an M.B.A. suite with case rooms, will help students engage in team projects as well as individual research. The building has 25 classrooms, including distance learning facilities, 63 faculty offices, staff offices and a suite for business student organizations. In keeping with SU’s commitment to sustainability, the University is pursuing LEED Gold Certification for the Perdue School’s new home. Efforts include reduced water and energy usage with a partial geothermal HVAC system and use of recycled materials. Up to 15 percent of the paved area where the Perdue building is being constructed also will be returned to grass and softscape materials thus reducing storm water run-off. Contractor for the project is Holder Construction, based in Atlanta, GA. Architects are Richter, Cornbrooks & Gribble of Baltimore, and Perkins & Will of Charlotte, NC. The Perdue School of Business is the largest college-level center for business education and development in the region. The new facility underscores the importance the State of Maryland and Salisbury University place on business education and community outreach in the 21st century.

Technology Business Journal • October 2009


High-tech manufacturing attracts knowledge-based breed of talent By Lynn R. Parks


f the more than 800 members of the Salisbury, Md., Area Chamber of Commerce, director Brad Bellacicco counts nine of them as high-tech manufacturers. Having those kinds of businesses is good for the community, said David Ryan, director of Salisbury Wicomico Economic Development. They typically offer good salaries, Ryan said. They attract new workers to the area. And they offer employment to people who have grown up in Wicomico County and want to stay.

“These kinds of businesses retain knowledge-based workers who already live here, or attract new knowledgebased workers to the area,” he said. Those well-trained workers tend to be a benefit to the community, he added. A cluster of high-tech manufacturers means that other high-tech companies become interested in the area. And often, people who work for one company break off and form their own company. Lorch Microwave, for example, was started by people who used to work at K&L Microwave, Ryan said. Ryan believes that the Salisbury area is especially well-suited to high-tech businesses. Salisbury University and

WorWic Community College provide good training for potential employees. And the town, centrally located on the Delmarva Peninsula, is ideal for companies that want to be within a couple hours of large cities and their markets. Following are examples of the hightech manufacturing businesses that are located in the Salisbury area:

Cadista Pharmaceuticals


K&L Microwave

AviTech manufactures ovo-injection systems for the poultry industry. The company’s machines inject vaccines into chicken eggs, inoculating the chicks before they are born.

Cadista Pharmaceuticals is part of Jubilant Organosys, a drug manufacturing and development company based in India with manufacturing plants worldwide. The Salisbury site, which employs about 130 people, is Cadista’s only facility. It has been open for three years. Cadista manufactures 10 generic drugs. K&L Microwave employs more than 300 people at its three locations in Salisbury. The company, which has had a presence in the area for more than 35 years, designs and manufactures micro-

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Business Journal • October 2009 wave filters that are used by a variety of commercial entities as well as by the military and government. National defense applications include satellite and radio communications, radar, missile guidance systems and air traffic control. The company is a subsidiary of Dover Corporation, based in New York City and a diversified manufacturer of industrial products.


the United States as well as in Canada, Mexico and Europe. Its annual sales total about $1.4 billion. The Salisbury plant employs about 60 people and manufactures vinyl film, very thin film that is used to protect as well as to decorate surfaces. The company has had a facility in Salisbury for about seven years. Tishcon Corporation

Like K&L, Lorch designs and manufactures microwave filters that are used by the military and in commercial communications. The company has been in Salisbury for more than 30 years.

Tishcon manufactures vitamins and health products, including powdered drink mixes. The company’s headquarters are in Westbury, N.Y. The Salisbury office was opened in 1989 and employs 135 people.

Machining Technologies (MaTech)

Trinity Sterile

Lorch Microwave

MaTech is a manufacturer of machined and sheet metal parts and assemblies. The company serves customers in the aerospace, defense and commercial industries.  Spartech Polycom

The Spartech Corporation, based in Clayton, Mo., has facilities throughout


The Salisbury-based company produces custom sterile kits, including IV kits, and surgical instruments that are used in hospitals. The manufacturing site in Salisbury, which employs 105 people, is the company’s only site. Trinity Sterile was started in 2004 and sells its products throughout the country.



Business Profiles

Comcast Business Services

“I have the best Internet on the Shore,” said Gary Diskin, local business account executive for Comcast Business Class. And the best is getting better, he added. Comcast is switching its business customers to a new system which will transfer data at 50 megabytes per second. The highest speed for residential service is 16 MB per second. What’s more, Comcast is testing a 100 MB per second system in Minneapolis. The business Internet line comes with Microsoft Communications software (a $450 package), Microsoft Outlook and McAfee Antivirus software, all included. “We can do a ‘triple-play’ bundle like they do for residences,” Diskin said, “with high speed Internet, phone service and video services to all businesses for $99 a month.” Diskin said he can guarantee that limited-offer price for a 36-month period. Additional telephone lines and fax line can be added at minimal cost. The phone service comes with unlimited long distance and great international rates (free to Canada, Puerto Rico and other U.S. territories), a free business directory listing, voice mail and 12 calling features per line — all big business features on a small business budget, including three-way miniconference calling, call forwarding, call transfer, hunt group with make busy, extension dialing, call hold, call waiting, caller ID, speed dial, anonymous

call rejection and call screening. With flexible voice mail providing for employee flexibility, messages can be accessed and managed online or from any phone, and you can check call history online. When you switch to Comcast, you can keep your current phone number and equipment. No need to reprint company literature! Video is offered in two tiers, one private view, for doctors’ offices, and the other public view with six options for restaurants, bars and so forth. Billing is conveniently presented in a single invoice for all Comcast Business class products, and you can access, review and even pay your bill online. Business class support is available 24 hours a day, seven days a week. Diskin is happy to serve as a local point of contact, so that customers don’t have to use the 800 number. “I’m here

Gary D. Diskin

Comcast Business Representative



Business Journal • October 2009

in the community. I’m willing to come to you if need be.” He also offered existing Comcast customers $100 in credit per referral when that results in a new Internet or phone service account. That credit toward your bill is unlimited, so pass along the referrals, he said. There is also a one-month free or $150-credit promotion. For details, call Diskin at 410-520-2813 or on his cell at 240-483-6235. To learn more about Comcast Business services, visit http://

Impact Technology Group

Today’s market is very competitive and when you add a down economy to the picture, it’s even worse. We all have computers and know that we need them in business, but do you know why? Is your computer, network and technology working for you or against you? Impact Technology Group can help get you where you want to be by following these tips. 1. Remove technology bottlenecks. The first step is to remove the things slowing you down. If your computer is old, get a new one. Computers have consistently remained in the same price range for the last 10 years and offer more power and speed. For less than $500 you can get a new business class PC with a three year warranty that will most likely be two to three times faster than the one you may have now. 2. Protect yourself from viruses. Spyware, viruses, and other malware are killing your productivity. Many businesses are not properly protected or even aware if their anti-virus is working, up to date, or licensed. Worse yet, many businesses are using free residential solutions that are not as effective. 3. Have a back up system. Are you prepared if something happens to your computers, network or data? Are you relying on your computer tech support? When it comes to your data and maintaining connectivity with your customers, it is vital to make sure your backups are working correctly and you have a disaster recovery plan. Without it, you are risking your entire business. 4. Develop a relationship with your technology provider. One of the most beneficial things you can do is develop a real business relationship with your technology provider. Instead of viewing them as a repairman, ask questions. To develop that relationship even further, consider putting your business on a steady support plan for maintenance, support, and/or monitoring services. Impact Technology Group provides businesses with managed information technology and computer services, consulting, design, implementations, help desk support, and project management for area businesses. For more information, visit, email, or call 410-2193090.

Inacom Information Systems

By Carol Kinsley Despite the economy, many companies are investing in new technology rather than stagnate at the status quo,

Perform at the

speed of business.

and they’re receiving benefits from their investment, said Travis Fisher of Inacom Information Systems in Salisbury. “Other people are scared, hunkered down, and not spending. They’re missing an opportunity,” he commented. Inacom has been providing information and communications solutions (hence the name) since 1982. “We provide computer networking, Internet service, website development, business telephones and document management solutions,” Fisher explained. “If it integrates with a computer network, then we have experts and solutions to help your business.” One of the latest ideas developed by Inacom is a “branch in a box” which enables an employee to set up an office off-site, providing everything an associate needs to conduct business from a separate location. “We provide all the tools needed for a virtual office, quickly and easily installed onto a corporate computer, even laptop, and easily deployed,” Fisher said. Inacom created such virtual offices for The Trice Group LLC in Salisbury, a real estate appraisal company. Inacom also examined the appraiser’s document intensive environment, considering what the costs are to create and manage paper documents and what could be done to drive costs down. “We audited the costs of paper for Trice’s organization. We call it a ‘document activity analysis,’ and reworked the printing and scanning environment to reduce his costs,” Fisher continued. He noted that the correct choice of printing units can reduce the expense of a printed page by 50 percent or more. Inacom brought in new printing devices that operate at a lower cost per page. Just relocating a printer can save money. “You can see another significant savings based upon proper positioning of printers, copiers and multifunction devices,” Fisher advised. “It is not uncommon to see organizations that offer each employee a small to medium-sized printer of his or her own. While this is certainly convenient, you are paying for a large number of printers that receive relatively low utilization rates. This creates up front purchasing costs that don’t need to be there, and owning different printer models will increase your cost of carrying replacement. It’s generally better to purchase a better printing unit that offers a lower cost per page, and share the device between groups of employees to increase utilization rates. This strategy can get

Simply communicating Necessity is the mother of invention. To stay competitive in today’s always-on global marketplace, being able to communicate … anytime, anywhere … is definitely a necessity. More opportunities are coming in than ever before. You need more people in more places. Communication is the key to execution. That’s why Mitel is reinventing how successful organizations like yours are gaining competitive advantage. With a proven portfolio of smart business communication solutions to make communicating and collaborating simple. So you can perform at the speed of business and stay ahead of the competition. So why reinvent the wheel? Enhance your business performance with today’s most advanced communications technology from Mitel. Salisbury, MD 21804 410.749.2355

Business Journal • October 2009 you a faster, more reliable unit for your office while decreasing your cost of ownership at the same time.” Inacom also introduced Microsoft SharePoint to design a solution that allows Trice’s staff to scan documents so they can be stored and retried more effectively. “Studies show that lost documents cost $250 in time to find or replace,” Fisher said. “Any time you can create a system and retrieve and store documents helps on both sides of the fence — with less loss and less time to retrieve.” A document management solution can save time finding, copying or reproducing documents while also improving customer service, reducing storage space, and eliminating unnecessary retrieval costs. Fisher said, “The return on investment for implementing a document management solution can be quite significant, even for a small company that considers itself to be operating very efficiently.” In recent work with an office of 10 employees, where each employee spent less than an hour of each day looking for electronic documents, filing and locating paper documents, and recreating “lost” documents that couldn’t be located, Fisher computed that at an average salary of $30,000 per year, the company was losing more than $20,000 in productivity. Another part of the Trice project was Microsoft Office Communicator, which provides a messaging network for the organization of instant messaging, voice and video calls. The technology reduces dependence on expensive cell phones, Fisher added. Lee Trice was happy with the total package. He said, “Given the challenging economic climate, service businesses must constantly push for improvements in efficiency, productivity and communication. Our firm is regional and through our single physical location, we utilize service providers in several Mid-Atlantic states. We are relying on SharePoint, AutoStore and Office Communications Server to build an environment where every worker in or out of the office has the same access and interface. We needed a unified document and messaging environment to ensure a seamless workflow process, and Inacom provided that for us.” Inacom was founded with the mission of becoming the premier provider of Internet services on Delmarva. Its digital consulting services have been designed to support the information technology needs of local businesses. “We can implement and service the technology that your company needs to be efficient and competitive,” Fisher said. Inacom is located at 111 Davis St. in Salisbury. For more information, call 410-543-8200 or visit

Success Performance Solutions

Frustrated by friends inviting you to join Facebook? Confused by the buzz about tweets on Twitter? Wonder “what do I do next” on LinkedIN?



PROFITABLE Well, you’re not alone. “Online social networking,” according to Ira S. Wolfe, “is creating a culture of both opportunity and confusion in many businesses.” Wolfe, the author of the new book Geeks, Geezers, and Googlization, says “social media is forcing businesses to change the way customers shop and buy. It is altering how candidates seek new jobs and opportunities.” But despite all the exuberance for connecting with friends, fans, colleagues and even complete strangers, not every business is embracing this new form of communication with unconditional love. Wolfe, your social media advisor on the Eastern Shore, says he’s “on a mission” to change that. Wolfe has been coaching business owners on how social media like Facebook, Twitter, YouTube and others tools can be used to develop new business, support customers, brand products, and engage employees. Locally, he has helped several businesses and organizations create Facebook fan pages, open Twitter accounts, start a business blog, and get linked to other professionals and peers on LinkedIN. And that’s not all. With business budgets being squeezed, creating a social media strategy comes with a very affordable price tag. Since most sites are free to set up and maintain, Wolfe smiles when he tells clients that “getting started often comes with the very affordable price of three equal payments of $0.” Wolfe, president of Success Performance Solutions with offices in Ocean Pines and Lancaster, Pa., can be reached for a free consultation at 410-941-2345 or Wolfe is also available for Geeks, Geezers, and Googlization ( presentations to business groups, non-profit organizations and association meetings.

For 27 years, Delmarva has relied on Inacom for information and communication solutions that cut costs, increase productivity, and improve customer service.

Think of your toughest business challenge... Then call us today to schedule a free consultation to learn how we can help.

Telewire Communications

Communications technology has changed immensely over the last quarter century, and Telewire Communications Inc., which is celebrating its 25th anniversary this year, has stayed on the cutting-edge of that technology to provide the very latest to the Delmarva business community. Bryan Murfree, owner of the locally owned and operated telecommunications firm, has assembled the resources and expertise to provide multiple solutions for any business problem. Murfree





800.346.1225 Inacom Information Systems 111 Davis Street • Salisbury, MD 21804


Business Journal • October 2009

has established strategic partnerships with such leading edge business system providers as Inter-Tel, Mitel and Sprint. Telewire sells telephone and communication systems, voice mail, and automated attendance — that voice that directs in-coming calls for you, freeing up personnel. The company sells the most advanced applications, including Multi-Node Networking, IP Telephony, Unified Messaging, Interactive Voice Response and Voice Mail Integration. “And we provide some land communications, for example, networking two locations of a single business, connecting them together so the two work like one big system,” Murfree said. “It helps in efficiency of operations.” Among the latest technology is Voice over Wireless Local Area Network (VoWLAN). Telewire expects the demand for VoWLAN to increase because of its unique ability to support various advanced business applications that drive profitability and employee productivity, Murfree said. A wireless local area network does not rely on wired Ethernet connections; it can be an extension to a current wired network or an alternative to it. VoWLAN is a process of sending voice information in digital form over a wireless broadband network. In other words, it is Voice over IP (VoIP) delivered through wireless technology. VoIP technology, also known as the convergence of voice and data networks, has become the communications technology of choice for the majority of businesses. As with VoIP, VoWLAN contributes to cost efficiency because calls are routed over the data network internally or over the Internet externally. As a result, mobile telephone costs can be eliminated or decreased significantly. Employees have the ability to use VoWLAN phones to communicate by voice wirelessly with others inside and outside a facility. The experience is very similar to using a traditional wired telephone, except the user is free to move about the building. Additionally, a VoWLAN phone can operate from Wi-Fi hotspots, enabling a person to use the same cellular phone while within or away from the office. Some mobile phones incorporate VoWLAN capability, which enables users to make calls over traditional cellular networks when no wireless local-area network is available. This gives employees tremendous freedom to conduct business from any location thereby increasing their own productivity while driving costs down. “VoWLAN is just one example of technology that is on the horizon that will affect the way we communicate,” Murfree said. While the technology is still in its infancy, “it’s critical that not only are companies made aware of it, but more importantly how to properly deploy it. As new technologies come into play we will bring it to our customer’s attention because that is our role as their trusted communications advisor.” Ready to “go green”? Telewire can enable your company to dramatically reduce its carbon footprint, while at the same enhancing employee productivity

Unlimited IT Services One Set Monthly Rate Zero Surprise Bills

and increasing operational efficiency. Telewire has made a strategic business decision to highlight the types of technology that impact the environment and the community in a positive manner. “Lowering an organization’s carbon footprint not only makes sense for the environment, but it also makes perfect business sense,” said Murfree. “By making the right ‘green’ decisions, companies have the ability to reduce cost, retain and hire better people, and save time. ‘Green’ technologies are proven to work and are being used by companies around the world. Unfortunately, most small to mid-sized businesses are not familiar with it and don’t even realize how to proceed. It is our job to show them the way.” IP video conferencing, for example, is a phenomenal technology that has recently experienced significant advancements, making its adoption cost effective for small to mid-sized businesses. IP video conferencing eliminates the need for many traditional face-to-face meetings, reducing travel costs and employee time associated with long business trips. Furthermore, communications manufacturers are including video monitors in office phones so on-the-fly meetings occur through ease of use and immediacy. Even a procedure as simple as faxing can be improved. Fax to email eliminates the need for a fax machine altogether, thus reducing the need for physical hardware, paper, ink, and the energy utilized to run it. Email faxing is more efficient because it enables one to forward, archive or delete the fax. Regardless of the size of your business, Telewire has the resources and expertise to find multiple solutions for any business problem. Telewire can design a system which is efficient, userfriendly and cost-effective. For more information on what Telewire can do for your business, call 410-749-2355 or visit

Vantage Point

By Carol Kinsley When your business has technology needs, whether website design, application development or IT services such as computer networks or telephone systems, turn to the experts at Vantage Point Solutions Group LLC. Combining the resources and experience of Dana Seiler’s Beacon Technologies, founded in 1992, and Doug Church’s TechSolutions, founded in


Business Journal • October 2009 “The relationships with our clients are more like business partnerships rather than just client and service provider,” Church said. Vantage Point professionals work together with each client to provide a technical voice in the strategic planning for their company. In this role VPSG can help build a strategic plan that positively impacts the organization’s business and delivers a substantial business value. For example, the Coastal Association of Realtors (CAR), having experienced tremendous growth over the past few years, was looking for ways to offer more robust services for members while at the same time streamlining operations to prevent additional costs and reduce errors. VPSG was retained to identify ways in which a better use of technology would increase their efficiency and bring more value to the membership base. After an in-depth evaluation of the internal processes and systems, VPSG worked with the CAR staff and board of directors to create a new Web-based system that would provide additional services to the membership base and automate many of the labor- and paperintense tasks. This new system linked the proprietary internal system and the MLS system so that there is a real time data interchange, which removes the need for duplicate data entry. Members are now able to access CAR services and information in an easy and secure manner at

any time of day or night. Vantage Point Solutions Group is different than other IT consulting companies due to the fact that it helps small and medium-sized clients leverage technology to assist in a more competitive marketplace. Our clients are able to act “big” by obtaining access to the same economies of scale, best practices, dedicated customer service and technical expertise that normally only large companies with a dedicated IT department enjoy. As a result, Vantage Point clients achieve a number of long-term benefits, such as the ability to focus on their core business, increased employee productivity, improved internal efficiency and faster execution of new projects, products or initiatives. VPSG’s network-related services include strategic IT planning; desktop,


1999, Vantage Point Solutions Group was founded in 2008 to offer business solutions that, with the combined experience of the two companies, could leverage current technology to add value to their clients’ organizations. Seiler and Church have a strong belief in integrity above all else. “We will offer services for which we can provide a stellar level of knowledge, expertise and customer service,” Seiler said. “Our employees are highly trained and extremely knowledgeable about industry standards, allowing them to maintain a superior level of competence and deliver an excellent customer experience.” Unlike some other companies where a single figurehead is “jack of all trades,” Vantage Point Solutions Group has seasoned professionals who focus on and guide each discipline. If you need a website, you’ll work with someone who has been creating them for 15 years. If you need hardware solutions such as a network, servers, computers or telephones, you’ll get an expert who has been working in that field for 10 to 15 years. Their website designs are eye-catching, customer-friendly and communicate your organization’s vision as well as prompting a “call to action.” VPSG’s specialties include E-commerce and custom Web application development that can integrate your website with your other business tools.

PAGE 27 server and network installation and support; managed services; assistance with proprietary software solutions; proactive maintenance and plenty of help. Outsourcing all or a portion of your IT functions can lower IT expenses by up to 70 percent. VPSG’s IT services are available 24/7. Responding to customer demand, VPSG recently added a new division, Visual Impact Strategic Marketing Group, that provides graphic design services and market support. The division provides such services as logo design, corporate identity, print advertising design and multimedia. Seiler said, “Our focus is to create a brand that visually states who you are and what your company’s mission embraces.” To learn what VPSG can do for you, visit, or call 410-2197934.

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Prepare for success Prepare for a new position or gain the skills to take your career to the next level by taking non-credit courses offered by Wor-Wic Community College. Classes are starting soon in: Finance Marketing Office Skills Small Business Operations Supervision & Leadership Time Management Writing

Continuing Education & Workforce Development (410) 334-2815

Business Journal • October 2009




Business Journal Directory Phone




ADVERTISING Comcast Spotlight Stephanie Willey 410-341-8950 410-341-8980 stephanie_willey@ 1201 Pemberton Dr., Suite 2B, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ ARCHITECTS & ENGINEERS Andrew W. Booth & Associates, Inc. Matthew Smith 410-742-7299 410-742-0273 1942 Northwood Dr., Salisbury, MD 21801 Debbie Bailey _________________________________________________________________________________________________________________________________________________________________________ Davis, Bowen & Friedel Michael Wigley 410-543-9091 410-543-4172 One Plaza East, Suite 200, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ Dicarlo Precision Instrument & Dicarlo Precision Imaging John Dicarlo 410-749-0112 410-749-9323 2006 Northwood Dr., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ George, Miles & Buhr, LLC Michelle Everngam 800-789-4462 410-548-5790 206 W. Main St., 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 ________________ ________________________________________________________________________________________________________________________________________________________

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

Ruark Builders Connie Ruark, Sleepy Hollow 410-677-3835 410-860-4875 4920 Snow Hill Rd., Salisbury, MD 21804 Barbi e Hannemann, VP 410-749-0193 410-860-4875 _________________________________________________________________________________________________________________________________________________________________________ COMMERCIAL BROKERAGE Rinnier Commercial Blair Rinnier, CCIM 410-742-8151 410-742-8153 218 East Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ DINING/CATERING Market Street Inn Stephanie Bellacicco 410-742-4145 410-742-3687 sbellacicco@marketstreetinn 130 W. Market St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ EMPLOYMENT AGENCY Manpower, Inc. Darlene Smyser 410-742-8861 410-742-9384 24 Tilghman Rd., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ FINANCIAL Shore Bank Dennis Hebert 410-548-7125 410-548-1688 100 W. Main St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ The Bank of Delmarva Robert D. Core 410-548-5670 410-742-9588 2245 Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ Merrill Lynch Robert G. “Bob” Anderson 410-860-2781 410-860-5066 224 E. Main St., Suite 1, Salisbury, MD 21801 800-416-8017 ________________________________________________________________________________________________________________________________________________________________________ GLASS

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

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

ISG International Brad Sutliffe 410-901-0736 410-910-0836 204 Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________

Business Journal • October 2009


Business Journal Advertising Index The following Directory of Business Journal advertisers provides quick reference for your convenience. The number appearing before the name of the business refers to the page number where the ad appears in this edition of the Journal. Advertising 4 Comcast Spotlight . . 341-8950 Architecture / Engineering 12 AWB. . . . . . . . . . . . . 742-7299 Automobiles & Services 10 Pohanka. . 1-877-4-POHANKA Construction 6 Southern Builders . . 341-3800 10 Gillis Gilkerson . . . . . 749-4821 14 R&R Coatings . .877-543-0700 17 Regional Bldrs.. .443-736-3845



8 Avery Hall. . . . . . . . . 742-5111

27 Wor-Wic. . . . . . . . . . . 334-2815

20 HK&T . . . . . . . . . . . . 749-0116 30 IBS . . . . . . . . . . . . . . 213-8338

Farm & Garden

Screen Printing 15 Chesapeake Screen Printing . . . . 749-7660

15 isg International .800-336-5659

18 Farmers & Planters . 749-7151


Jewelry Financial

8 Robinsons . . . . . . . . 546-0817

7 PNC . . . . . . . . . .888-762-6226

12 Kuhn’s . . . . . . . . . . . 742-3456

13 Shore Bank . . . . . . . 543-2600 32 Bay National Bank . . 334-3636

Lodging 11 Courtyard


by Marriott . . . . . . . . 742-4405

18 Accurate Optical. . . . 749-1545 19 Apple Discount Drugs 543-8401


Heating & Air Conditioning

19 Chesapeake Paving & Sealing, Inc. . . . . . 742-2330

19 Mid-Atlantic Heating. 546-5404

Technology 23 26 25 27

Comcast Business . . 520-2813 Impact Technology . . 219-3090 inacom . . . . . . . .800-346-1225 Success Peformance Solutions . . . . . . . . . 941-2345 24 Telewire . . . . . . . . . . 749-2355 22 Vantage Point. . . . . . 219-7934 Utilities

Real Estate 2 Sperry Van Ness . . . 543-2440


14 Cubes . . . . . . . . . . . . . 742-2100

18 Choptank Elect. .877-892-0001

5 ASC&D . . . . . . . . . . . 835-2000


Business Journal Directory





INSURANCE Landmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 charlie@ 30386 Mt. Vernon Rd., Princess Anne, MD 21853 888-651-2111 ________________________________________________________________________________________________________________________________________________________________________ INSURANCE Paulette Arnsparger, Allstate Insurance Co. Paulette Arnsparger 410-677-4774 410-677-4776 501-C East Naylor Mill Rd., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________

PRINTING Delmarva Printing, Inc. Don Hitchens 410-912-0980 410-912-0984 2110 Windsor Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ Dicarlo Digital Center. Joey Dicarlo 410-749-9901 410-749-9885 109 South Division St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________

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

SOLAR ENERGY Eastern Shore Solar Ray Emmons 410-543-1924 6288 Westbury Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ STORAGE Cubes To Go Betsy Bradford 410-742-2100 410-742-3875 102 Broadway St., PO Box 238, Fruitland, MD 21826 ________________________________________________________________________________________________________________________________________________________________________

WATER Sharp Water Lisa Rice 410-742-3333 410-543-2222 129 Columbia Road, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________

To advertise your business in the Business Journal Directory Call 410-740-0144 or Email:


Business Journal • October 2009

Work complete on railroad structure beautification “The railroad trestle over Main Street at Route 13 has never looked so good thanks to Pro Coat, LLC and other businesses in town who contributed to our project,” commented Loudell Insley. Insley is the chair of the Salisbury Area Chamber of Commerce Beautification Committee that established a goal over a year ago to improve and beautify the railroad structure at the intersection of Route 13 & East Main Street. The planning has been a long process that could not have been accomplished without the expertise of one of our Chamber members, Pro Coat, LLC. The Pro Coat father and son team, David Ennis and Bruce Ennis, president of the company, provided the committee with direction and “know how” throughout the planning process. Once everything was ready to proceed, the actual improvement was placed in the hands of the Pro Coat workforce, who worked long hours on the weekends in the humid August heat doing the “makeover” of the train tressel, pedestrian tunnel and the railroad bridge structure. The project included cleaning, degreasing, sandblasting and painting the structure with high quality graffiti resistant paints purchased from Sherwin-Williams Co. in Salisbury. Since the contractors needed a portion of the roadway for work space, the vehicular traffic needed to be prepared for the disruption of the normal traffic flow in the area and the committee looked to Frank Ennis from the City of Salisbury to provide his invaluable expertise with the traffic plan and coordination with KAP in Fruitland. Funding for the project has come from several sources. The Chamber has provided funding through its Beautification Endowment Fund at the Community Foundation of the Eastern Shore; Pohanka contributed $5,000 and Pro Coat, LLC provided an in-kind donation of the labor costs that exceed $5,000. In addition, Sherwin-Williams provided products at a special discounted rate and KAP did the same for their services implementing the traffic plan prepared by the City of Salisbury, which were

both so vital to the project. Wicomico County provided a couple of extra highway information signs to complement the traffic plan. Comcast Spotlight saw the value in the project and helped our spring flower sale with Grist Mill Gardens and the “How Sweet It Is” gift cards sales, which benefited the project, by matching sales up to $1,000. Other donations were made by the community and local businesses, all demonstrating the truth in what Mayor Jim Ireton said at the ribbon cutting ceremony, “the project was a demonstration of partnership.” The Beautification Committee found that many people and groups had their eye on this “eyesore” and wanted to improve its appearance since it is a gateway from the east side of town to downtown Salisbury. Many would like to see the Salisbury Greenway, which extends from the Ward Museum thru and around the City Park, to flow to Riverwalk and downtown. The pedestrian tunnel at the railroad structure is critical in making that connection. The State Highway plans to improve the crosswalks at that intersection and has already installed a timed crossing signal to help improve safety. For the Chamber’s Beautification Committee the improvement of the railroad structure was Phase I. Phase II is to improve the landscaping on the embankments and add landscaping along the north side of Main Street up toward Snow Hill Road. Funding for that portion of the project will come from the Salisbury Area Chamber of Commerce fall pansy sale, which is now in progress, and contributions from community partners interested in seeing Salisbury continue to improve in appearance, walkability and “curb appeal.” Visit the chamber website at www. and click on Flicker on the left side banner to view a picture gallery of the railroad bridge work and ribbon cutting. Chamber members can call 410-7490144 to join the Beautification Committee, which meets the first Thursday of each month at noon.

Many local people gathered to celebrate the completion of the railroad bridge painting project for the cutting of the ribbon by Loudell Insley. From left, front row: Nicole Green, Chamber board member; Susan Rainey, First Allied Securities; David Ennis, Pro Coat, LLC; Loudell Insley, Long and Foster; Bruce Ennis, Pro Coat, LLC; Sandy Fitzgerald-Angelo, Pohanka and Chamber vice president; John Cannon, County Council president; back rows: Ruth Baker, Wor Wic Community College; Lee Whaley, Senator Carden’s representative;  Brennan Jones & Brad Wright, Sherwin-Williams Co.; Wes Cox, Sperry Van Ness & SACC Foundation president; Ernie Colburn, Comcast Spotlight. Also, deep in the crowd is Mayor Ireton.

Years of wear, weather and a lack of maintenance made the Main Street & Route 13 Railroad structure and tressel a prime candidate for a well deserved face lift.

The improvement, which included cleaning, sandblasting, and painting, was accomplished with the expertise of Pro Coat, LLC of Salisbury.

Business Journal • October 2009


Calendar of Events

Salisbury Chamber

Thursday, Oct. 1 – YP/After Work Networking, Rowen’s Mill Clubhouse, “Taste of the Town” event, 6-9 p.m. Thursday, Oct. 1 – Beautification Committee, Chamber Business Center, noon. Tuesday, Oct. 6 – Ambassadors, Denny’s Restaurant, 8 a.m.

Tuesday, Oct. 6 – Trade Show Boot Camp, Chamber Business Center, Learn techniques and tips for getting the most out of your trade show booth. Chamber members – free; Non-members, $10; 11:30 a.m.-1 p.m. Wednesday, Oct. 7 – Young Professionals Committee, Chamber Business Center, 5:30 p.m. Thursday, Oct. 8 – Local Legislative Committee, Wor-Wic Community College, 7:30 a.m. Friday, Oct. 9 – Executive Committee, Bob Evans Restaurant, 7:30 a.m. Monday, Oct. 12 – Workforce Development, Chamber Business Center, noon. Wednesday, Oct. 14 – Membership Committee, Bob Evans Restaurant, 8 a.m. Wednesday, Oct. 14 – Business After Hours, Wicomico Youth & Civic Center, 5-7 p.m. Thursday, Oct. 15 – General Membership Luncheon, Ramada Inn & Conference Center, Speaker: Richard D. Baldwin, VCSFA director of Operations. Topic: Wallops Island & the MidAtlantic Regional Spaceport. Tuesday, Oct. 20 – Agri-Business Committee, Chamber Business Center, 7:30 a.m. Tuesday, Oct. 20 – Elder Care Provider Network, Genesis Healthcare, 8:30 a.m. Wednesday, Oct. 21 – Business Affairs Committee, Chamber Business Center, 8 a.m. Wednesday, Oct. 21 – New Member Reception, Chamber Business Center, 11:30 a.m.-1 p.m. Come learn what the Chamber can do for you and your busi-

Key Dates

Job Fair

Thursday, Oct. 15 – Job Fair, Centre at Salisbury Mall, 3:30-7 p.m. Open to any business seeking employees in the Lower Shore area. Booths will be set-up throughout the main corridors of the mall. Space is limited, register soon. For more information or to sign up, contact Shannon at the Chamber of Commerce at 410-749-0144 or email


Oct. 16 – 17 – Chamber Fest 2009, Centre at Salisbury Mall, 10 a.m.-9 p.m. each day. Business-to-Consumer showcase that will give Chamber members and prospective Chamber members a valuable opportunity to market their products and/or services to the tens of thousands of people that visit the mall each weekend. For more information or to sign up, contact Shannon at the Chamber of Commerce at 410-749-0144 or e-mail

ness. Light lunch provided. All new members, new representatives and new employees of members are welcome. Wednesday, Oct. 21 – Business After Hours, Viva Espresso, 5-7 p.m. Thursday, Oct. 22 – Recycling Committee, Common Grounds, 8 a.m. Thursday, Oct. 22 – PR & Marketing, Chamber Business Center, noon. Monday, Oct. 26 – Executive Committee, Chamber Business Center, noon. Tuesday, Oct. 27 – “Networking Is Not Selling” Workshop, Chamber Business Center, Brown Bag Lunch, 11:30noon. Workshop noon to 1 p.m. Come learn tips and techniques for making the most of networking opportunities. All members can benefit from participating in this workshop. Wednesday, Oct. 28 – Board of Directors, Chamber Business Center, noon.


Left to right: Brian DeLawder, Executive Vice President, Southern Builders, Inc.; Greg Olinde, Senior Vice President, Bay National Bank; and David Harkins, President & CEO, Southern Builders, Inc. in front of joint project Shark Finn at 125th Street, Ocean City, MD.

CREATING A NEW STANDARD IN BANKING Hugh W. Mohler, Chairman & CEO Gregory J. Olinde, Senior Vice President 109 Poplar Hill Avenue, Salisbury, Maryland 21801


Salisbury Business Journal  

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