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Business Journal PO Box 510 Salisbury, MD 21803-0510

The Regional Chamber Newsletter

Vol. 14 No.12

Vol. 15 Dedicated No. 3 Dedicated to the Principles to the Principles of Free Enterprise of Free Enterprise

October July 2011

Job Fair October 13

SCORE and Chamber Business After Hours SCORE and the Salisbury Area Chamber of Commerce have much to offer.

Page 16

INSIDE Ad Directory................................... 6 Commercial Property................... 10 Executive Director......................... 3 Barometer...................................... 7 Business After Hours........6, 13, 16 Business Directory.................28-29 Business Mix............................... 22 Calendar........................................ 5 Education.................................... 26 Health.......................................... 24 Human Resources....................... 30 Investing...................................... 12 Insights........................................ 20 Member Renewals...................... 11 Member Spotlight........................ 14 New Members............................... 8 Personnel File............................. 18 Salisbury University..................... 27

The Chamber’s Business Expo is scheduled for Thursday, Nov. 17. New this year, the expo will be held at the Wicomico Youth & Civic Center. Special thanks to our Supporting sponsors: Vantage Point Solutions Group, BBSI, Nock Insurance Agency, and General Membership Luncheon sponsor a.s.a.p.r. Integrated Marketing.

The Salisbury Area Chamber of Commerce and the One-Stop Job Market will host the sixth annual fall job fair on Thursday, Oct. 13, at the Centre at Salisbury. The event will take place from 3:30 to 7 p.m. Booths will be set-up throughout the main corridors of the mall. 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, the Resume Doctor will be on hand to offer advice and suggestions to applicants and evaluate their resumes. For more information on participating visit www.onestopjobmarket. com. To register or for more information, contact Shannon at the Salisbury Area Chamber of Commerce at 410-749-0144 or

‘Get Connected’ Business Expo Looking for ways to directly connect with potential customers? Then mark your calendar for the “Get Connected” Business Expo on Thursday, Nov. 17, at the Wicomico Youth & Civic Center. The expo is the premiere networking event for the Salisbury Area Chamber of Commerce. Specific to the business community, the showcase will offer a unique opportunity for members to market their products and services and to seek out sources of supply for their own individual enterprises. Special thanks to supporting sponsors BBSI and Vantage Point Solutions Group. The Chamber has a variety of events that will take place during the expo,

including the monthly General Membership Luncheon at noon as well as a Business After Hours from 5 to 7 p.m. Seminars and workshops will also take place throughout the day. Robbie Raffish of a.s.a.p.r. Integrated Marketing will present a seminar, “One Voice Marketing: How to Get the Most from Your Brand.” This session will address how to determine your company’s unique selling points, how to build messaging that will resonate with your customers, and how to select tactics that are right for your company that can carry those messages to your prospects. The Chamber will also host a panel discussion on “Technology and Your

Salisbury Area Chamber of Commerce Patrons

Business – An Open Q&A Session with Your Technology Committee.” Come and take advantage of a free, all-access pass that allows you to have your questions answered by the technology experts in the Salisbury Area. Main topics will include security with today’s technology, Internet, voice and phone, software & open source alternatives, malware, viruses, and spyware, licensing software and any other tech questions that you would like answered. Act now to reserve your space at the Expo. For more information, contact Shannon at the Chamber at 410-7490144 or visit Let the Chamber help you “Get Connected” today!







$12.00/Sq. Ft.

$930/Mo. NNN


• 4,807 Sq. Ft. of Medical/Office Space • 3 Offices with Windows • 7 Exam Rooms w/Sink & Cabinets • 3 Nurses Stations & 4 Restrooms Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Interested MLS # 427617

• 1,250 Sq. Ft. Office Space • 2 Offices • Open Work Area & Kitchenette • Private Bath with Shower



E. MAIN ST. 102601 PARK AVE.

Contact: Brent Miller, CCIM or Rick Tilghman, CCIM sponsoring next years forum? MLS # 438162

• 8,000 Sq. Ft. Retail Building on 2.73 Acres • Room to Expand Existing Building Size • Flexible floorplan • Highly Visible on US Route 13 Northbound Henry Hanna, CCIM, SIOR ...Please call. MLS #427361








$2,800,000 • 36,200 +/SF Riverfront Industrial Facility • 4,500 +/- SF 2nd floor office • FAA Approval, Hanger Bldg. w/6T Hangers • Located off Route 50 2 Grass Runways 3150'Leased and 2300' ••Investment Property/Currently Includes all Shop Equipment & Mowers ••Riverfront Contact Brent Miller, CCIM, CPM 410-749-7600 Henry Hanna, CCIM, SIOR

MLS #427047




$7,095/month • Terrific high-traffic location $1,275,000 • 21,000 SF total on 1.92 acres • Manufacturing/Warehouse $3.50 psf • 5,000 SF retail/showroom • Pre-Engineered • 1,000 office Steel with Split Face Block Office; w/20’ Ceilings • 15,000 SFClearspan heated warehouse • 2 drive-in doors, dock door • Paved Parking and1 Truck Area

• Multiple Drive-Thru Doors Contact Henry Hanna, CCIM, SIOR or Wesley Cox, CCIM Contact: John McClellan, CCIM 410-543-2421 MLS #551363



$12.00/Sq. Ft. $350,000

• 1,283 Sq. Ft. Professional Office Space • High quality, multi-tenant office building • 3 Offices, • Great Reception Cash Flow Area, Large Open Area & File Room • Convenient Central Location • Kitchenette, Restroom and Lots of Storage • Over 20 Parking Spaces • End•Unit in Winter Place Bus. Park 2010 Located MAI Appraisal for $530,000 Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Contact Chris Peek, CCIM 410-603-9112 #439632 _East_Main

$5.50/Sq. Ft. • Bring all offers!! • 2 Warehouse Units Available $3.50 psf • Brick &Doors Masonryand building • Drive-In Truck Dock • 6,822 SF on 2 acres • Zoned Town of Delmar Light Industrial • 7 drive-in doors • Convenient location Rt. 50 Complex • Located in the G&MtoSales

Contact: CCIM Contact John WesleyMcClellan, Cox, CCIM 410-543-2421 MLS #437628, 438370



526-540 HAMMOND ST.

• 5,000 Sq.units Ft. Office/Warehouse $3.50 psf • Only two left • Warehouse Features 2 Roll-Up Doors & • Enterprise Zone tax benefits Parts Room • Excellent finishes • 2• Loading Privatedocks Offices and Conference Room available • Last Unit in Complex John McClellan, 410-543-2428 Contact: JohnCCIM McClellan, CCIM MLS #437339

••College Shopping Center Flex Building 10,000Towne Office/Warehouse ••1,200 SF Full General Commercial Zoning ••Retail or office Fenced Yard Area ••Across from University For Lease @ $ 5.50/Sq. Ft. ••Tons of car & foot traffic Just Off RT 13 Convenient Location • Next to Fractured Prune

Contact: Chris Peek, CCIM

Contact Rick Tilghman, CCIM 410-543-2459 MLS # 427375





$18.50/Sq. Ft.

$319,000 • 1,600 Sq. Ft. Medical Office Space in Class A Medical • 8 three bedroom Facility townhouse units 15,980 SF open area & paved parking • On• Includes Atlantic General Hospital’s Campus lot fronting on Break Jefferson • 3 Exam Rms., & St. Chart Rm., 2 Nurse • Great investor Stations, Office,opportunity Reception & Waiting Areas Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Contact Bill Moore 410-543-2483 MLS#441004

$1,300/month $475,000

$7.50/Sq. Ft.

$7.50/Sq. Ft. • 13,000 Sq. Ft. • 24 Ft. High Ceilings; 14x10 Ft. Door • Sprinklered • Separate ADA bathrooms • Great Flex Space! Contact: Chris Peek, CCIM MLS #436513

$995,000 • 22,500 Sq. Ft. on 5 Acres • Truck Dock & Drive in Access • Sprinklered; Paint & Sanding Booths Contact: Chris Peek, CCIM MLS#429528

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Business Journal • October 2011


Accreditation process is worthwhile investment in time By Brad Bellacicco

SACC Executive Director

The following philosophical note was stolen (shamelessly) from Father Ed Aigner, pastor of St. Francis de Sales Parish. He stated in his weekly church bulletin that there are five things that you cannot recover in life:

Director’s Journal

In a world where time is a very valuable commodity, taking some time to get feedback is priceless.

1. The stone after it is thrown 2. The word after it is said 3. The occasion after it is missed 4. The time after it is gone 5. A person after they die

He stated: “Lots to consider there, things we wish we might not have done or said, opportunities to do things that have passed us by, wasting time on things that are not important, missing people who are no longer with us, especially loved ones with whom we would like to have done more or said more.”

Now you may be wondering how you keep from missing an opportunity, wasting time or missing what a person might share. In a world where time is a very valuable commodity, taking some time to get feedback is priceless. That is why our chamber spends considerable time and effort in the United States Chamber Accreditation process. Completing the program insures we are taking time to look at our organization and its processes.

The 2011-2012 Chamber officers are in the back row, from left: Ernie Colburn, Dr. Memo Diriker, Sandy Fitzgerald-Angello, Dawn Tilghman, Bradley Gillis, Tony Nichols. Front row: D. Nicole Green, Stephen Franklin and Stephanie Willey.

2011-2012 Salisbury Area Chamber of Commerce Officers President President Elect Vice President Vice President Vice President  Secretary/Treasurer Asst. Sec/Treasurer Legal Counsel Past President   

Ernie Colburn Sandy Fitzgerald-Angello Bradley Gillis Dr. Memo Diriker Tony Nichols Stephen Franklin Stephanie Willey D. Nicole Green Dawn Tilghman

Comcast Spotlight Pohanka Automotive Group Sperry Van Ness - Miller Salisbury University’s BEACON BBSI Accurate Optical Comcast Spotlight D. Nicole Green, P.A. Burnett White Tire & Auto

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

We are seeing ways to improve our service to the members and the community. We are letting go of programs that are good, but too time consuming relative to the return. Of the 6,936 chambers in the United States, 230 of these are accredited or 3%. Our chamber is the only US Chamber accredited organization in Maryland. The hours invested in this every five-year review result in a stronger chamber for our members. Our board of directors is a group of 21 business community leaders with a nine-member executive committee and a dozen ex officio members supporting them. This brain trust reviews all the actions of the chamber with their far ranging experience and knowledge.



Ask open-ended questions

This is a great skill for anyone who can’t stand all the repetitive small talk associated with meeting people the first time. The goal here is to always ask people questions that can’t be answered with a simple yes or no.

At least annually the Salisbury Area Chamber of Commerce gathers its best minds for a feedback and grounding session. The past presidents gather over lunch to reflect on where the chamber was during their term of leadership and where it is today. This is a great opportunity for the current leadership to learn from those who have “been there and done that.” These are just three ways the Salisbury Area Chamber tries to avoid doing something from which we cannot recover. What are you doing in your organization to review operations and get the satisfaction that you are running it the best you can?

Pick questions that demand a real answer, like, “How has your industry changed in the past 10 years?” “What are your customers asking for the most?” and “Why do you think that is?” As a general rule of thumb, “why” questions generate the most interesting answers and conversations.

Business Journal • October 2011


Group forms to raise funds for Hudson family’s legal defense

The Wicomico County Young Farmers and Ranchers, the Maryland Farm Bureau and Perdue have announced the launch of, a group of agriculture interests who have come together to raise much-needed funds for the legal defense of a Berlin farm family involved in a protracted and crippling lawsuit with the New York-based Waterkeeper Alliance since March 2010. The Waterkeeper Alliance filed a federal lawsuit against Alan and Kristin Hudson accusing them of violating the Maryland Clean Water Act. At the heart of this suit is a pile of fertilizer, believed by the Waterkeepers to be poultry litter, which the activists identified from a small plane they flew over the Hudson’s property. Since the suit was filed, the Maryland Department of the Environment (MDE) confirmed the pile was actually biosolids, which the Hudsons obtained from nearby Ocean City, as part of a successful environmental program to recycle municipal waste for agricultural purposes. MDE determined that no action was required other than to spread the biosolids on the farm’s crops. However, the Waterkeepers – as part of their campaign to end contemporary animal agriculture – have persisted with the suit, which has put a massive financial strain on the Hudson family and could force a settlement or bankruptcy while they wait to make their arguments in court sometime in 2012. In their suit, the Waterkeeper Alliance contends the Hudsons are a “factory farm,” despite the fact that they have only two chicken houses and has been farmed by members of the Hudson family for four generations. is concerned because, if successful, the Waterkeepers’ bankruptcy-by-litigation tactic could be a damaging precedent for America’s family farmers, who could be dragged into court just for following everyday farming practices. “The Waterkeepers litigation is a job killer for Maryland,” said Lee Richardson, a member of the Wicomico County Young Farmers and Ranchers and “If this extremist group succeeds in forcing

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the Hudson family to settle or declare bankruptcy before arguments are even heard in court, they’ll do it to other family farmers here and across the country, just because we don’t conform to the Waterkeepers misguided image of how animals should be raised.” The lawsuit marks a watershed moment for the agriculture community, particularly in Maryland, where the farming industry plays a large role in the state’s economy and is responsible for 14 percent of its workforce, the largest percentage of any sector in the state. Many local farmers believe that if this lawsuit proceeds it would open up



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the flood gate for more frivolous litigation. “By pursuing this malicious lawsuit, this extremist group is sending a message to American farmers: if you raise chickens, hogs or cattle – and don’t do it their way – then the Waterkeeper Alliance is willing to use the courts to force you out of business,” said Val Connelly, with the Maryland Farm Bureau and encourages members of the agriculture community and those who care about sustaining family farming to visit, to learn about the

threats and consequences of misguided environmental litigation and to make a donation to the Hudsons’ legal defense fund. “The Hudsons can’t do it alone, they need help,” said Richardson. “This lawsuit is just the start and we need to send a loud and clear signal to these radical groups, otherwise there will be dire consequences for family farms across the state of Maryland and around the country. We need to act now, or we could lose a great American asset – our farming community.” For more information, visit www.

Business Journal • October 2011


Calendar of Events

Salisbury Chamber

Tuesday, Oct. 4 - Ambassadors, Denny’s Restaurant, 8 a.m.

Tuesday, Oct. 4 - Business After Hours - Life Crisis Center, 5 - 7 p.m. Wednesday, Oct. 5 - Young Professionals Committee, Chamber Business Center, 7:30 a.m. Thursday, Oct. 6 - Beautification Committee, Chamber Business Center, noon. Sunday, Oct. 9 - SACC Freedom 5K & Ride, Arthur P. Perdue Stadium, Bike - 9 a.m. See the chamber’s home page for details or call 410-749-0144. Monday, Oct. 10 - Workforce Development, Chamber Business Center, noon. Wednesday, Oct. 12 - Membership Committee, Bob Evan’s Restaurant, 8 a.m. Wednesday, Oct. 12 - Business After Hours - Dr. Anderson’s Medical Weight Loss, 5-7 p.m. Thursday, Oct. 13 - Local Legislative Committee, Wor-Wic Community College, 7:30 a.m. Thursday, Oct. 13 - 6th Annual Job Fair, The Centre at Salisbury, 3:30 to 7 p.m. Friday, Oct. 14 - Executive Committee, Bob Evans, 7:30 a.m.

Tuesday, Oct. 18 - Eldercare Provider Network, Genesis Healthcare, 8:30 a.m. Tuesday, Oct. 18 - New Member Reception, Chamber Business Center, 11:30 a.m. to 1 p.m. Tuesday, Oct. 18 - Budget & Finance Committee, Chamber Business Center, noon. Wednesday, Oct. 19 - Business Affairs Committee, Chamber Business Center, 8 a.m. Thursday, Oct. 20 - General Membership Luncheon, Holiday Inn & Conference Center, topic - membership drive update and committee presentations, noon. Monday, Oct. 24 - Executive Commitee, Chamber Business Center, noon. Wednesday, Oct. 26 - Business After Hours - ERA Martin at River Place, 5-7 p.m. Wednesday, Oct. 26 - Board of Directors, Chamber Business Center, noon. Thursday, Oct. 27 - Recycling Committee, TBA, 8 a.m. Thursday, Oct. 27 - PR & Marketing Committee, Chamber Business Center, noon.

M&T BANK SUPPORTS ‘PROJECT OPPORTUNITY’ - Joe Giordano, SACC Foundation workforce coordinator, accepts a check from Linda Mundt, vice president of M&T Bank, in support of “Project Opportunity,” an educational series of workshops designed to assist veterans in starting their own businesses. This 11-week course addresses topics such as businesses planning and market analysis, management and financial tools, government oversight and a host of other issues and skills needed to start and run a business in today’s competitive world. With the help of groups and businesses like M&T Bank, “Project Opportunity” will provide 13 veterans with the tools they need to be successful entrepreneurs.


Business Journal • October 2011

Business After Hours Holiday Inn Downtown

The staff of the Holiday Inn: Allison Cherry, general sales manager; Rod Vara, restaurant & bar manager; Cindy Watson, catering & events manager.

On Tuesday, Aug. 16, the Holiday Inn Downtown hosted a Business After Hours networking event in its “Rivers Edge Bar & Grill.” Chamber members enjoyed learning about the renovations made to the facility and hearing plans for the future at the Holiday Inn, the club, Harper’s Restaurant and the event facilities, all on the riverfront in downtown Salisbury. For more information, visit www.holidayinn. com/salisburymd.

Neelum Moondra of Nick Inc., Stacey Stargel of Delmarva Daylighting, Linda Parry of the Wicomico County Library, Judy Hunt-Harris of Coastal Hospice, Judy Grimm of Atlantic HR Connection.

Randy O’Neal of Edward Jones Investments, Spicer Bell of the Community Foundation of the Eastern Shore.

Betsey Harrington of Betsey Harrington Bookkeeping Services, Martha Stover of Stover Marketing, Bob Stover of Bay Area Disposal, Vickie Shrier of Frugals – The Local’s Source for Coupons.

Ad Index goes here

Business Journal • October 2011


Wicomico County Sales Tax Collections by category


Salisbury-Ocean City-Wicomico Airport September ‘10 . . . . . 11,328 October ‘10 . . . . . . . . 11,835 November ‘10 . . . . . . 11,013 December ‘10 . . . . . . 10,343 2010 Total . . . . . . . 129,341 January ‘11 . . . . . . . . . 9,608 February ‘11 . . . . . . . . 8,796 March ‘11 . . . . . . . . . 10,698 April ‘11 . . . . . . . . . . 10,550 May ‘11 . . . . . . . . . . . 12,820 June ‘11 . . . . . . . . . . 13,512 July ‘11 . . . . . . . . . . . 15,291 August ‘11 . . . . . . . . 14,222

8.0 11.6 16.1 13.7 9.8 5.8 11.3 8.7 4.4 11.4 18.8 25.0 7.9

Airline Passengers Enplaned/Deplaned

August ‘10

July ‘11

August ‘10

Food & Beverage








General Merch.




Automotive & Oil




Furniture & Appl.




Building Supplies










Utilities & Trans.











Hardware & Equip.








































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

National, State, County Unemployment Rates

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

Business Journal • October 2011





Rep: Anthony D’Antonio 402-J S. Brown St. Fruitland, MD 21826 443-260-2673 866-919-6436 (fax) CoreFirst offers a host of services to enhance human performance in all aspects of life. CoreFirst has three divisions – Performance Nutrition, Movement Performance and Mental Conditioning. CoreFirst has unique human performance offerings to meet the needs of everyone from youth and competitive athletes, to deconditioned adults who are committed to making lifestyle changes leading to positive wellness rituals and habits to include physical conditioning and daily nutrition.  

Dylan Energy

Rep: Martin Cain 510 W. College Ave. Salisbury, MD 443-614-8745 Steam electricity generation company, using known concepts related to combined heat and power, but utilizing Dylan’s proprietary thermal encased design, the Dylan System produces heat and power that could potentially allow users of the system to ultimately become independent of the grid.

Georgia House

Rep: Jay Prouse 1801 N. Salisbury Blvd. Salisbury, MD 410-742-8000 Georgia House takes great pride in serving you the freshest, highest-quality food possible. Everyday, we pour our passion into every one of our soups, salad dressings and classic sides. Our hand-cut meats are proof of the standard we hold ourselves to. Fresh from the oven comes homemade desserts and sweet potato biscuits. We never compromise when it comes to quality ingredients and neither should you. The Best Food… Fresh. Eat GH!

Mainstreet Wealth Management

Rep: Dennis Hudson P.O. Box 1380 Ocean Pines, MD 21811 410-600-0434 410-600-0633 (fax) financial services, business planning, estate planning

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 programs.

Taylor Associates Inspection Services, Inc.

Rep: Jack Pusey 805 Camelot Dr. Salisbury, MD 21804 410-219-7352 410-334-6445 (fax) Taylor Associates Inspection Service, Inc. is a provider of home and property inspection services in Salisbury and all surrounding areas.

Valley Proteins, Inc.

Rep: Rich Ballard 1515 Open St. Baltimore, MD Comapany specializing in the recycling of used cooking oil and grease trap pumping services. Serving the food service community. Referred by Brenda Briggeman

Marquis Manor B&B Weekend Getaway Package

Haunted Halloween in Crisfield 10/29

1 night lodging at an old historic home, with breakfast for 2 and Halloween Festivities at our bar! Specials all weekend! $145.00

Rockwell Thanksgiving - Sample local flavors of the Fall season with a special dinner and two nights lodging at a fantastic Bed & Breakfast, breakfasts and traditional eastern shore dinner included. $375.00 240-298-1195

Blue Crab Garden Cafe

Enjoy the fabulous seafood of the Fall Season at our Café and Bar. NFL Sundays, Weekend Specials, Movie Night with free popcorn last Tuesday of each month, with outdoor deck!

8th St. Crisfield • 240 298-1195

Ground broken for new parking lot for Wicomico Civic Center Over 30 local and state officials, business owners and stakeholders came together at the Wicomico Youth & Civic Center (WY&CC) recently for a groundbreaking ceremony. The ceremony marked the commencement of a Parking Lot Expansion Project. This project will develop the 5-acre tract of land purchased by Wicomico County in 2010 using funding made available through Program Open Space. Wicomico County Executive Richard M. Pollitt Jr. along with Recreation, Parks, Tourism and the WY&CC Director Gary Mackes, stressed the important role that Maryland state officials and the Department of Natural Resources’ Program Open Space played in bringing this project to fruition. Mackes shared project details explaining that, under the guidance of project engineer Parker & Associates, the contracting firm AP Croll & Son of Georgetown, Del., will oversee the development of the land which includes both paving and lighting as well as the introduction of clearly marked parking spaces. Representing the state, Delegate Norm Conway described the day as another “Delmarvalous Day” here in Wicomico County. He stressed the important role multitudes of people


have played in both the success of this project and so many projects brought to fruition in Wicomico County with funding provided by Program Open Space. Program Open Space, in existence for over 40 years, is funded through a transfer tax assessed to every property sale. Wicomico County alone has benefited enormously through the program, as it has received and spent over $11,000,000 to buy land and develop its park system. WY&CC Commission President Ed Urban emphasized the growth potential the parking lot project brings to the WY&CC. With over 400 events a year and over 250,000 patrons entering the building, attendance is limited due to parking constraints. The parking lot expansion project, as just another example of how the venue continues to grow, will increase parking capacity by 33% allowing for a total of 1,500 spaces. Bringing the ceremony to a close, Delegate Conway, Executive Pollitt, County Council President Gail Bartkovich, Councilwomen Stevie Prettyman, Sheree Sample-Hughes and WY&CC Commission President Ed Urban came together to ceremoniously turn the dirt for the Parking Lot Improvement Project.

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Business Journal • October 2011


Commercial Property


By John McClellan, CCIM Sperry Van Ness

By John McClellan, CCIM Sperry Van Ness

In this month’s report, we are reporting on a combination of commercial sales and leases that have occurred in the last several months in Wicomico County. The vacant medical office located at 108 Pine Bluff Rd. was acquired by 108 Pine Bluff LLC and is being slated for renovation to professional offices. Henry Hanna, CCIM of The Hanna Team at Sperry Van Ness represented the seller, The Farmers Bank of Willards and Paul Richardson of Schneider Richardson Davis represented the buyer. The 1,928 square foot building sold for $100,000. The 4,483 square foot downtown Salisbury building at 118 North Division St. was sold by C&C LLC to Gilkerson Properties LLC for $150,000. Joey Gilkerson and Bradley Gillis, CCIM of The Gillis Team at Sperry Van Ness brokered the transaction. Although immediate renovations are not planned, the property is slated for future upgrades to a mixed use of apartments and retail/office uses. The medical office condo in the Brickshire Condo at located 224 West Main St. was purchased by Nance Real Estate LLC from GE Bowers LLC. The 3,165 square foot condo sold for $403,114. The property will continue to be used as dental offices. The Georgia House acquired the former Chef Fred’s restaurant and banquet facility located at 1801 N. Salisbury Blvd. The 12,100 square foot facility sold for $950,000. Georgia House has since re-opened the facility as Georgia House Salisbury.

JW Property Investments has acquired two acres of unimproved land located on east side of Naylor Mill Road from Kristin Williams. The property is adjacent to Vernon Powell Shoes and traded at $220,000. A dental office is proposed for the property. Tide Mill Apartments at 701 Edgewater Dr. in Salisbury recently sold for $6,800,000 to Tide Mill Realty LLC. The sale of the 105 unit complex was brokered by the Baltimore multi-family team at CB Richard Ellis with the assistance of Joe Schneider at Schneider Richardson and Davis. The well known and popular Fountains Banquet and Conference Center was transferred from Fountains LLC to Ulysses Real Estate Holding Company. The 36,860 square foot facility situated on 4.55 acres sold for $2,300,000. Culiquip Commercial Food Service Equipment has leased the 17,650 square foot showroom and office located at 1223 N. Salisbury Blvd. Renovations are underway. The building formerly housed Rexell Electric. Bradley Gillis, CCIM and Joey Gilkerson of The Gillis Team at Sperry Van Ness brokered the transaction. The 2,819 square foot medical office suite at 1201 Pemberton Dr. was leased to Delmarva Home Care Solutions for a five year term. William Moore of Sperry Van Ness represented the landlord, RER Inc. and Christian Peek, CCIM of Sperry Van Ness represented the tenant. Write John McClellan, CCIM at Sperry Van Ness – Miller Commercial Real Estate at 206 East Main St., Salisbury, MD 21801 or email

BACK TO SCHOOL BASH - Courtesy Chevrolet-Cadillac of Salisbury recently sponsored the First Annual Big Brothers Big Sisters “Back to School Bash,” featuring a variety of food and games while providing many local children with free school supplies for the new school year. Over 100 backpacks were given away to the young students, stuffed with notebooks, pencils, pens, folders, rulers and loose-leaf paper. Held at the Hazel Outdoor Discovery Center in Eden, the kids were able to eat and play – as well as learn how to fish. The young students and their families enjoyed a picnic dinner, slushies donated by Sonic, and s’mores around a campfire to end the evening. Shown here is Wicomico Mentoring Project Mentor, Jim Doyle with his mentee. To get involved with Big Brothers Big Sisters, call BBBS Eastern Shore Director Jessica Mimms at 410-543-2447 or go to


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Business Journal • October 2011


Membership Renewals

Salisbury Area Chamber of Commerce Aaron’s Sales & Lease.......................................2007 Angel’s Network 24/7, Inc.................................2002 Art Institute & Gallery........................................1999 Bay Shore Services, Inc......................................2000 BB&T Bank........................................................1970 Century 21/Harbor Realty...................................2000 Cornerstone Ice, Inc............................................2000 Dicarlo Digital Copy Center...............................2000 Eastern Shore Chapter of March of Dimes........2010 Eastern Shore Forest Products, Inc.....................2009 Expert Collision, Inc...........................................2000 Hope and Life Outreach, Inc..............................2008 Jones Signs..........................................................2000 Lawrence Services, Inc.......................................2000 Moore & Company, P.A.....................................2002 Orkin Pest Control 310.......................................2003 PNC Bank...........................................................1980 Pohanka Automotive Group of Salisbury...........2000 S.C.O.R.E. Chapter 298......................................2010 Salisbury Christian School.................................2003 Salisbury Commercial Warehousing..................2005 Shore Staffing, Inc..............................................2009 The Cottages at River House..............................2009 The Salvation Army............................................1995 Vernon Powell Shoe Company...........................1970 Vision Forestry, LLC..........................................2007 Wicomico County, Md.......................................1980 Wilfre Company.................................................2000 Workforce Tactix................................................2006

15 TO 35 YEAR SERVICE AWARDS - Wor-Wic Community College employees received awards for 15, 20, 25, 30 and 35 years of service at a recent all-staff meeting at the college. In the front row, from left, are Suzanne T. Alexander of Salisbury, recognized for 15 years of service, and Mark Sullivan of East New Market, recognized for 20 years of service. In the back are Dr. Scott D. Dahlberg of Snow Hill, Deborah E. Jenkins of Delmar, Del., and Cynthia E. Lawson of Salisbury, recognized for 25 years of service, and Mark V. Rudnick of Salisbury, recognized for 35 years of service. Not pictured are Kimi S. Lichty of Willards, recognized for 15 years of service and Thomas R. Owens of Hebron, recognized for 30 years of service.

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Business Journal • October 2011


Potentially scary investments you should avoid By Kelley Selph


If you have kids — or even if you don’t — you’re probably aware that spreading your loween is fast approaching. dollars among an array Of course, you may find the of investments you can ghouls, witches and creepy impersonations of celebrireduce the effects of ties to be more amusing than volatility. alarming, but, as you go through life, you will find some things that are generoffer a higher preservation of principal ally frightening — such as investment in exchange for little or no growth pomoves that are misdirected or go awry. tential. But if your portfolio is full of Here are some potentially scary inthese vehicles, you may never achieve vestment moves to avoid:  the growth you need to reach your longInvesting too aggressively term goals. In the investment world, here’s one of the fundamental truths: The greater Failing to diversify the risk, the greater the potential reIf your portfolio mostly consists ward. So, by investing aggressively, you of the same type of investment, and can potentially achieve greater returns. a downturn hurts that particular class But if you invest too aggressively, you of assets, you’ll take a big hit. But by can, quite simply, get burned and lose spreading your dollars among an aryour principal. ray of investments you can reduce the effects of volatility on your overall Investing too conservatively holdings. Keep in mind, though, that diYou can’t invest with no risk. Howversification can’t guarantee a profit or ever, you can find investments that protect against loss.

Chasing “hot” investments By the time you hear about a “hot” investment, it will probably already be cooling off. And whether it’s hot or not, it might not be appropriate for your individual needs and risk tolerance. Trading too frequently If you’re constantly buying and selling investments to maximize your profits, you may end up actually minimizing your success. Frequent trading will run up commissions and other investment costs — and the greater your expenses, the lower your real rate of return. Plus, by always adding and subtracting investments to your portfolio, you’ll find it difficult to follow the type of long-term, consistent, comprehensive strategy that’s necessary to help you attain your objectives, such as saving for retirement. Starting too late As an investor, you’ll find that time is one of your greatest allies. The earlier you start saving and investing for your goals, the better your chances of attaining them. “Save early and save often”

may sound like a cliché, but it’s good advice. Taking a “time out” Whether it’s a market slump, a political trauma, a natural disaster or some other event, you can always find a reason to head to the investment sidelines for a while until things cool off, straighten out or return to what seems like “normal.” Depending on your goals, not participating in the market may cause you to miss out on any opportunities that the market can present. At times, it can be tough to stay invested, but over the long run, a steady, disciplined approach can be a good strategy. Halloween comes and goes in a single day. But by steering clear of these menacing investment moves, you can help take some of the fear out of investing and make it a more productive experience. About the author

Kelley M. Selph, AAMS, is a financial advisor for Edward Jones Investments. You can reach him at 410-860-1828.

Business Journal • October 2011


Business After Hours The Georgia House

Elaine Patterson of Arcadia Enterprises, Greg English of C & D Concrete.

The Georgia House hosted a Business After Hours networking event for chamber members and guests on Thursday, Sept. 1, to celebrate the grand opening of their new restaurant at 1801 N. Salisbury Blvd. Their newest location is the first in Maryland, with their existing Delaware locations in Millsboro, Milford, Laurel and Selbyville. Attending guests were treated to items off of the Georgia House menu, music by Phil Perdue, and heard from Owner & Partner, Paul Longshore. To find out more about the Georgia House, visit  

Our hosts from the Georgia House: Shawn Hall, Margaret & Paul Longshore, Jay & Rick Prouse.

Mike Weisner of Weisner Real Estate, Pete Evans of Country Properties Real Estate and Mike Murdock of Professional Grace.

John McClellan, Bill Moore, Brent Miller and Wes Cox of Sperry Van Ness Miller Commercial Real Estate.

50 th




Business Journal • October 2011

Member Spotlight


Maryland Capital Enterprises

By Al Higgins

You have a great idea for a business. You’ve done your due diligence, you know your competition and you are absolutely sure you have a winner. But you have a problem. The banks are reluctant to lend money to a startup business and you lack the business experience necessary to convince them that your business will soon be viable and profitable. So what to do? Don’t despair; there may be a solution to your problem. Maryland Capitol Enterprises (MCE) is a non-profit organization based in Salisbury that makes its business by lending to both existing and new business. They also offer consulting services and training specific to businesses. Irina Piatselchyts, community relations director, explains, “We get the majority of our funding in the form of grants from governmental agencies such as the U.S.D.A, C.D.F.I. and the S.B.A. We in turn loan money to businesses to help get them off the ground or to enhance their existing operation. Banks tend to lean toward established businesses when making loans and are very concerned with credit scores. “We, on the other hand, are more interested in the business plan, strength of cash flow, and individual character and experience of the person proposing the business. We often suggest that the prospective entrepreneur attend various classes to strengthen their business knowledge. Once we are satisfied with the viability of the business and the ability of the person(s) to run it, we submit the idea to our loan committee for their review. The committee is

Pepco asks for delay in MAPP project

Pepco Holdings, Inc. (PHI) has notified the Maryland Public Service Commission and Virginia State Corporation Commission that the company is requesting temporary delays in the commissions’ reviews of the respective applications filed by the utility’s subsidiaries, Pepco and Delmarva Power, for state regulatory approval for the Mid-Atlantic Power Pathway (MAPP). MAPP is a proposed, high-voltage, 152-mile interstate transmission project planned to originate at the Possum Point substation in northern Virginia, traverse under the Chesapeake Bay and end at the Indian River substation in Delaware. PJM’s notification states that the need for MAPP has moved from 2015 to the 2019-2021 timeframe. However, PJM also noted that transmission planning “uncertainties could accelerate this schedule.”

comprised of individuals from outside MCE.” Once a loan has been awarded, MCE monitors the performance of the company often and provides guidance when necessary. MCE works closely with the Association for Enterprise Opportunity (AEO), which creates economic opportunities for underserved entrepreneurs. AEO points out that if one in three microenterprises (those with 10 or less employees) in the United States hired an additional employee, the US would be fully employed. Currently 88% of all businesses in the United States are classified as microenterprises. Piatselchyts further points out that for every business MCE helps, two jobs are being created. Joe Morse, special advisor to MCE, works closely with the funding of the business. He explained, “Basically we operate as a revolving loan fund. We obtain our funding mostly in the form of grants from governmental agencies, but we also obtain funds from private individuals, banks and from fundraising. Our current level of funding from grants is $1.5 million and it is the interest we receive from these funds that supports our in-house expenses.” He added, “We are the only organization in the state with these governmental connections and our success has us now exploring expanding our business across the Chesapeake Bay to serve Baltimore and Annapolis.” MCE is a small company – six employees – but it plays an important part in helping fledgling businesses. They can be contacted at 410-546-1900 or online at

The letter states that PJM’s action “does not constitute a directive by PJM to cancel or abandon the MAPP project,” and also directs PHI to proceed with those development efforts “reasonably necessary to allow the MAPP project to be quickly re-started…” The notification also states that PJM will be using a new stakeholder process to evaluate its transmission planning methods, which could lead to changes in PJM’s assessment of MAPP’s in-service date. PJM does not expect the new evaluation to be completed until sometime in 2012. “Reliable power is critical to the economy and security of this region and the country,” said PHI Chairman, President & CEO Joe Rigby. Rigby also stated that “PHI remains committed to the MAPP project due to the many benefits it will provide to the region, including enhancing electric system reliability, transporting renewable wind energy from off-shore to the Mid-Atlantic region, and fueling economic growth.”  

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Business Journal • October 2011


Business After Hours

SCORE, Salisbury Chamber

Ernie Colburn from Comcast Spotlight and president of the Salisbury Area Chamber of Commerce, discussed the benefits of membership in the Salisbury Chamber.

Thank you to SCORE and Chuck Lemak, chapter chairman of the Score Lower Shore Chapter #298, for sponsoring the Business After Hours for the evening.

Every day YOUR competitors are talking to YOUR CUSTOMERS...

On Tuesday, Sept. 13, members of the Salisbury Area Chamber of Commerce were invited to attend a Business After Hours Sponsored by SCORE and the Salisbury Chamber. Chuck Lemak, SCORE Chapter chairman for the Lower Shore Chapter #298 explained to attendees the services SCORE provides to help small business entrepreneurs with free and confidential business advice.  New, existing and potential members mixed and mingled with chamber board members, committee members

and staff during the event. Ernie Colburn, president of the Salisbury Chamber, announced that evening that the Salisbury Area Chamber of Commerce would be kicking off their Membership Drive beginning Tuesday, Sept. 20.  Thank you to everyone who attended for making this Business After Hours a great success. For more information regarding SCORE, contact them at SCORE.htm and if you or someone you know is interested in joining the Salisbury Chamber, call 410-749-0144.


Dawn Tilghman, past president of the Salisbury Area Chamber of Commerce with prospective member, Tina Tingle of Delmarva Digital.

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Business Journal • October 2011


Personnel File

Derr joins PKS & Company

PKS & Company, P.A., Certified Public Accountants and Advisors to Business, announces the hiring of Ronald E. Derr, CPA. Derr has joined PKS as the manager of the new Lewes, Del. office. He brings over 30 years of experience in public accounting and specializes in the areas Malone of tax and small business consultation.  Derr, who received his B.S. in accounting from The University of Delaware, lives in Rehoboth Beach.

Hanna appointed national director

Sperry Van Ness – Miller Commercial Real Estate announces that Henry Hanna, CCIM, SIOR has been appointed national director of industrial properties for Sperry Van Ness International. Hanna will serve as a liaison for Sperry Van Ness brokers in 165 offices covering 350 markets nationally to help serve industrial clients Hanna with facilities or needs. With over 35 years of real estate experience, Hanna has brokered industrial sales; has worked with national and international companies; and has listed, marketed and sold a variety of pharmaceutical, defense, hi-tech, manufacturing, modular homes and boat building companies. He has also actively worked with the State of Maryland, the Department of Business and Economic Development, and MEDCO – the Maryland Economic Development Corporation. Hanna serves as senior advisor for Sperry Van Ness - Miller Commercial Real Estate in Salisbury. He holds the prestigious Society of Industrial and Office Realtors designation (SIOR) and

the Certified Commercial Investment Member designation (CCIM). He was recently ranked #7 out of over 800 advisors in three countries.

well as accounting for other company holdings. She graduated cum laude from Marywood University in Pennsylvania with a bachelor of fine arts degree.

Nelson is licensed CPA

Meenehan earns designation

Scott Tawes & Associates, CPA, P.A. of Princess Anne announces that Jenna M. Nelson has passed the CPA exam and is licensed to practice as a Certified Public Accountant in the State of Maryland. Nelson graduated Nelson summa cum laude from Salisbury University in 2009, earning her BS in accounting and finance. She began working for Tawes & Associates as an intern in 2004 and was hired full time as a staff accountant in 2009. Nelson lives in Princess Anne.

Klein joins Bank of America

David E. Klein has been appointed small business banker at Bank of America for Salisbury. Klein comes to Bank of America from Marco Community Bank and brings 33 years experience working with small businesses. Active with the Salisbury Area Chamber of Commerce, Klein is a lifetime member of the University of Maryland Alumni Association. He resides in Berlin.

Riggi recognized for service

Robert A. Leone, president of BesTemps & Career Associates, Inc., recently recognized MaryAnn Riggi for five years of service to the corporation as accounting manager. Riggi handles genRiggi eral ledger accounting, insurance consultation, complex reports and tax management as

The Farmers & Planters Co.

Charles M. Meenehan, partner with TGM Group, LLC has completed the certification process with the National Association of Certified Valuation Analysts (NACVA) to earn his designation of Certified Valuation Analyst (CVA). This CVA designation for CPAs is an indication Meenehan to the professional community that Meenehan has met NACVA’s rigorous standards of professionalism, expertise, objectivity and integrity in the field of business valuation, litigation support and related consulting disciplines. An initial requirement to becoming a Certified Valuation Analyst is that the applicant be a licensed Certified Public Accountant (CPA) in good standing and has extensive experience in the field of accountancy.

Melson joins SVN - Miller

Vaughn Melson has joined Sperry Van Ness – Miller Commercial Real Estate in Salisbury. With more than 12 years of residential and commercial real estate development and management experience, Melson has been an active real estate developer and investor since 1998. Melson He has also worked in the insurance industry. Most recently, he co-founded Aegis Development Group and Aegis Distressed Fund. Prior to Aegis, he was involved with acquisitions, project planning and project management at Ocean

Atlantic Companies. Melson specializes in site selection and analysis, predevelopment coordination, investment analysis and valuation, financial modeling, contract negation, commercial retail, student housing and other various forms of real estate. To reach Melson, email

ReStore hires new manager  

Gains Hawkins, president of the Board of Habitat for Humanity of Wicomico County, announces that Jim Phillips has been hired as the new manager of the ReStore. Phillips spent 25 years as the chief of the Salisbury University Police and five years as the Eastern Shore regional director of the American Lung Association of Maryland. The ReStore, located on West Isabella Street, sells new and used building and home improvement materials, furniture, appliances, doors, windows, lighting fixtures, flooring and more to benefit Habitat’s home building program in Wicomico County. ReStore prices are from 50 to 90 percent off regular retail. For more information, call ReStore at 410-749-6325.

Ritz joins PKS

PKS & Company, P.A., Certified Public Accountants and Advisors to Business announces the hiring of Ronald A Ritz, CPA. Ritz has joined PKS as a supervisor in PKS’ tax department. He brings over 20 years of experience and specializes in individual and federal taxation, estates and trusts and tax reporting Ritz for not for profit entities. Ritz received his bachelor’s degree and his master’s in taxation from the University of Akron. He lives in Berlin with his wife, Debbie.



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Business Journal • October 2011

Klein joins Bank of America

David E. Klein has been appointed small business banker at Bank of America for Salisbury. Klein comes to Bank of America from Marco Community Bank and brings 33 years experience working with small businesses. Active with the SalisKlein bury Area Chamber of Commerce, Klein is a lifetime member of the University of Maryland Alumni Association. He resides in Berlin.

liams. “Most of the world relies on radios for important news, education and information. And during emergencies when TVs, computers and phones won’t work, radio is still the one source people can rely upon for critical information. It remains the most powerful meMariner dium around the world.”  Williams hopes to grow and expand WESM to better serve the listening region. He will remain the broadcast voice of WESM’s local news weekday mornings from 8 to 11.

Williams named general manager Mariner earns LEED accreditation The University of Maryland Eastern Shore has named Stephen A. Williams the new general manager for its public radio station, WESM 91.3 FM. Williams joined WESM in 2006 as news and public affairs director and most recently as interim general manager.  Williams, a UniverWilliams sity of New Hampshire graduate, spent two years in Cameroon as a Peace Corps volunteer, an experience which he says left a deep impression on him. “I learned of the importance of radio in the developing world,” says Wil-

Stephen A. Mariner, an electrical project manager in Allen & Shariff Engineering’s Salisbury office, recently obtained Leadership in Energy and Environmental Design Accreditation with the U.S. Green Building Council. To earn this LEED AP BD+C registration, an individual must pass the LEED exam created by the U.S. Green Building Council. A LEED certified building or “green building” is considered environmentally responsible in that it benefits the environment, economy and community in which it is designed. Mariner is a graduate of the University of Maryland with a bachelor’s degree in electrical engineering.


‘Young Professionals’ honorees By Shawn J. Soper News Editor, The Dispatch

Some of the area’s leading “Young Professionals” recently learned they will be honored this fall in the latest installment of The Dispatch’s Shore Stars awards program. The “Young Professionals” campaign - the third and final Shore Stars installment for 2011 - was launched in early July when organizers sought candidates who at a young age or early point in their career had impressed by their work ethic, accomplishments, desire, lifestyle and/or success. About 85 residents in Sussex, Wicomico and Worcester counties were nominated, and 60 residents responded to a letter seeking basic biographical information by the Aug. 19 deadline. A volunteer committee then selected the 42 honorees - 23 men and 19 women. The honorees will be honored at a business casual awards reception at Seacrets on Oct. 4. The honorees are Jeffrey Auxer, Helen Barnaba, James “Ryan” Bergey III, Andrea Bowland, Anna Dolle Bushnell, Sam Card, Phillip Cheung, Jason Cole, Phillip Cropper, Natalee DeHart, Aaron Finney, John Gehrig, Bradley Gillis, Ryan Haley, Todd Hershey, Christopher D. Hoen, Erica Joseph, Meagan Krause Kohut, Deserie Lawrence, Lauren

Laws, Amy Luppens, Justin McGinnis, Meredith Moore, Robert Mulford Jr., Scott Mumford, Ryan Murphy, Melanie Pursel, Mariratina Quillen, Michelle Sommers, Brian Stoehr, Nikki Strickler, Christopher Takacs, D.M.D., Cole Taustin, Amy Tingle, Amy Unger, Erin Westman, Jon Westman, Dave Wilson, Amy Wood, Travis Wright, Jason Yonker, M.D. and Preeti Yonker, M.D. The Dispatch Editor/Publisher Steve Green said the distinguished group represents a variety of fields across the lower shore. “Nearly all the local industries are represented with this diverse group of leading citizens … we have doctors, publishers, artists, restaurateurs, conservationists, tourism workers, finance leaders, information technology experts, retail operators, non-profit and for-profit professionals, sales representatives and variety of local business owners,” Green said. “Despite their varying backgrounds, what they have in common is they each fascinated members of their community at an early stage in their respective careers, are 40ish and under in years and are successful.” The next Shore Stars campaign in early 2012 will focus on Hometown Heroes, spotlighting public safety employees who have served their communities for more than 15 years.

We at Kuhn’s Jewelers Want to Thank You for Voting Us “Best in Fine Jewelry” for the Last 16 Years! Your vote of confidence every year means the world to us! We are so grateful for our treasured customers who make us part of so many special moments in their lives. Susan & Ann Purnell


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Business Journal • October 2011


The societal and political costs of September 11th By E. Tylor Claggett


Some writers have drawn a parallel between the events of 911 and the attack on ...much of the motivaPearl Harbor in December of 1941. They point out that the tion for the wars in US was forever changed by Iraq and Afghanistan Pearl Harbor and the same stemmed from fear of a has been said about the US future 911. with respect to 911. In both cases, Americans feared for their physical safeday, 10 years after 911, the war on terty while their daily lives were altered rorism is on-going with no end in sight. in many ways long after the violence. Culturally, Americans are programmed However, there is one, very important, to believe they can solve problems rathdifference that I believe has been gross- er quickly and, once a given problem is ly overlooked. solved, they can move on to better and While Pearl Harbor was “a day more productive activities. which will live in infamy,” the struggle Immediately after 911, there was that followed had an anticipated endwidespread fear. As then Vice President ing. The Japanese defeat in August of Cheney said in his newly published 1945 brought the struggle to an end and book, In My Time, “we were in the fog Americans felt they could move on. To- of war.” This widespread fear influ-

KRUM WELCOMES NEW ASSOCIATE - Ralph Krum Real Estate Company welcomes Lauren E. Melnick, Salisbury University senior, as his new secretary and computer operator. She replaces Stacy Sweadner who is leaving to pursue other career opportunities. Krum provides sales and appraisals of residential and commercial properties in Maryland and Delaware and can be reached at 410-548-9209.

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enced individuals, businesses, institutions and national policy. Rightly or wrongly, it can be said, much of the motivation for the wars in Iraq and Afghanistan stemmed, in large part, from fear of a future 911. The cost of these continuing wars is estimated to be in the trillions of dollars. Then, there is the cost of national homeland security including national, state and local expenditures. Again, these costs are estimated to be in the trillions of dollars. Next, there are the indirect costs such as the millions of hours spent by the public waiting in airport security lines and the billions of dollars in interest payments paid on borrowed money used to pay for the wars and increased security, etc. It is not too far of a stretch to extend these costs to the current political gridlock in the US which is embedded in the context of unacceptable national debt and pervasive fiscal irresponsibility – much of it, the product of 911. If this is indeed the case, the societal and political costs of 911 become even more massive. But wait, there can be even more extrapolations. One can make the argument that the political chaos and the accompanying

economic doubt has contributed greatly to the US’s inability to recover from the 2008-09 financial crisis. The on-going high unemployment costs, which include social wreckage such as substance abuse and failed marriages, in addition to lost productivity, add significantly more to the total. What is more, a wide-spread perception of uncertainty makes business managers reluctant to hire, invest and otherwise expand. Bottom line: The ‘911 opportunity costs’ are unfathomable trillions of dollars and the true cost of 911 cannot be measured. Today, Americans have few illusions that their lives will ever return to the way it was - like no waiting for airport security checks. The public is reminded daily that society must keep its guard up indefinitely; with all of the before mentioned associated costs. That belief alone is very depressing. And it is a significant drag on national morale that will remain for a long time to come. About the author Dr. E. Tylor Claggett is Professor of Finance at Salisbury University, Salisbury.

Business Journal • October 2011


Whayland to construct facility

When Wicomico County-based Bennett Companies decided to build a new state-of-the-art processing facility on the Delmarva Peninsula, they called on Whayland Co. The new Bennett processing facility, to be located in Fruitland, will feature 15,000-square-feet of work space and will offer many of the modern features Whayland is known for, including a standing seam roof. The facility will also feature a General Kinematics finger screen and a 14man picking station. It will also be the only permitted construction and demolition debris and land clearing processing

Business Mix

facility on Maryland’s Eastern Shore once it is completed later this year. The Bennett Companies are involved in many different facets of their industry, including roll-off and commercial waste hauling, demolition, storage containers, excavation, site work and road construction. Work on the Bennett Processing Facility project has begun with a grand opening date scheduled for late 2011.

BNI builds business on Shore

The Salisbury Thursday Breakfast Chapter of Business Network International (BNI) sent a care package of goodies to US troops in Afghanistan this summer. The box was filled with snacks, magazines and other goodies

Matice Interactive Matice Interactive is a professional, interactive design agency. What does that mean? It means that we are capable of influencing others on your behalf. Do you need marketing material? We can do that. Do you need to rebrand your company? We can do that. Do you need business consultation? We can do that too. We are here to learn about your business, work with you to determine your needs and take action to make you successful. We specialize in creating websites that work with real time results. We understand that having a great website for your business, a print piece, and even a beautiful logo is not enough. You need results. We are a results-focused and driven organization. Located in Salisbury, we are centrally situated to offer our unique services to the entire Eastern Shore, Washington, D.C. and Baltimore. We have clients with start-up businesses, clients with many years in business and everything in between. We have helped solve problems for many clients. The bottom line is that we are here to help you be successful and to help make your business look terrific. We create solutions. As one client said recently, “You are the only vendor that brings us solutions, not problems.” What can we help you with? For more information, contact Kevin Justice at or 410-858-4775.

Beware of energy phantoms Did you know you’re sharing your home with “energy phantoms” — electronic and electrical devices that continue to suck electricity even when turned off? On average, these items are responsible for an estimated 10 percent of the electricity you use every month. Here’s a tip from Choptank Electric Cooperative that can help you chase away the phantoms, saving energy and money. One way to identify energy phantoms is to look for devices with remote controls, such as TVs, DVRs and audio equipment, then target gaming consoles, computers, monitors and printers as well as chargers for cell phones, iPods and laptops. Chargers draw energy even when they’re not charging anything.

An easy way to do away with these phantoms is to plug components of your computer or home entertainment system into a power strip. With a single flip of a switch, you can fully cut power to them. In addition, don’t forget to unplug appliances with digital clocks such as coffee makers and toaster ovens when you aren’t using them. Pulling plugs and employing power strips could save you about $200 in electric bills per year, according to For other tips on how to save energy and money, visit www.energysavers. gov, the Touchstone Energy Cooperatives energy-saving website, www., or call the efficiency experts at Choptank Electric Cooperative, 877-892-0001.

that can be shared. While the local BNI chapter is focused on strengthening and building business on the Eastern Shore, the group was pleased to be able to use its resources to show our troops we care. The chapter meets weekly at 7:30 a.m. on Thursday at UNO Chicago Grill in Fruitland. BNI is an international word-of-mouth referral organization with over 4,000 chapters in 26 countries. BNI currently has over 80 chapters in Maryland. Chapters range in size from 20 to 50 members. A BNI chapter provides professionals in a variety of occupations with an opportunity to meet with each other and pass qualified referrals. At every weekly meeting, each member has 40 seconds to introduce their business and share the type of referral they would like. Officers work with Jerry Schwartz, BNI’s executive director, to identify and recruit specific professional openings in a chapter. Because only one person from a profession is allowed in each chapter, a person can “lock out” competitors by joining a new BNI chapter quickly. Some professional openings that currently exist in the Salisbury Thursday Breakfast Chapter include banker, janitorial service and caterer. “This excellent group of officers

is a testimonial to the high quality of professionals in the Salisbury Thursday Breakfast Chapter. I encourage anyone who is looking to expand their business horizons to take advantage of any opportunity to learn from and work with these individuals,” said Schwartz. To find out more about BNI or attend a chapter meeting, contact Sandy Grim at 410-860-0101 or sfgrim@ or Kara McClymont at 410-251-1854.  

Insurance Market division expands

The Insurance Market has announced that its financial services division, IM Financial Services, will relocate its headquarters to their Salisbury offices located at 1409 S. Salisbury Blvd., while maintaining a presence in its Laurel, Millsboro, Rehoboth Beach and Milford, Del. locations. “IM Financial Services expanding into the Salisbury office is an important step towards realizing our goal of being Delmarva’s leading financial advisor,” said Matt Parker, chief operating officer. “The new office will be the first of many important changes for the company in the next several months. We are excited about the ability to expand our services into more of Delmarva.”

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212 212 W. W. Main Main St., St., Salisbury, Salisbury, MD MD 410-858-4775 410-858-4775

Business Journal • October 2011

SOLAR INSTALLATIONS - Becker Morgan Group recently completed surveying, engineering and permitting services for the Solar Installations at a corporate campus in Salisbury and a feed mill in Bridgeville, Del. Combined, these projects consist of 11,000 ground mounted solar panels resulting in one of the largest commerciallyowned solar power systems in the eastern United States. Becker Morgan Group’s services for these solar projects included preparation of topographic survey, grading and site plans. Becker Morgan Group also provided complete layout services for the installation of the panels and fencing on each site.For more information about Becker Morgan Group, visit

Are you one of those business owners who have been avoiding social media like the plague? Well, new marketing research reveals staggering statistics why businesses who use social media are dominating the competition. For instance, businesses who blog 16 to 20 times per month get 2 times more traffic than those who blog weekly or less. Compare that to businesses that blog more than 20 times per month and the numbers will blow you away: the frequent blogger gets 500% more traffic than those that blog less than 4 times per month. More traffic is one thing but where’s the money? Businesses who blogged 16 to 20 times per month get 3 times more leads than those who didn’t blog. Increase the blogging frequency to more than 20 times per month, lead generation increases 4 times. Blogging is just one way to generate more traffic and leads. Facebook is beginning to pay dividends for businesses that build an active community. Businesses with 501 to 1,000 Facebook fans had 3.5 times more traffic and 4 times more leads than those with 1 to 25 fans. That’s a drop in the bucket for those

businesses who build a community of over 1,000 fans. The reward for businesses with over 1,000 is enormous: 22 times more traffic and 12 times more leads. Now here’s where the rubber really hits the road… or should I say where social media puts a jingle in your pocket. Using strategies that attract visitors through organic search engine optimization, blogging and other social media sites, businesses can lower the cost of a lead by 60%, or from $332 per lead to $134. Social media marketing has become a powerful and essential business tool. Getting found on the Internet when a customer searches for what you sell requires a combination of a search engine friendly website, a blog for posting frequent content and engagement of customers via social networking. How social media ready is your business? Contact Social Media Architects of Delmarva for a free site evaluation and consult to optimize your social media and Internet marketing plan. Call Ira Wolfe at 410-941-2345 or visit www.socialmediaarchitectsofdelmarva. com.

·· Advertising Advertising ·· Marketing Marketing · Public Relations

Social media generates leads

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Business Journal • October 2011


Peninsula Regional shares best practices with experts

Peninsula Home Care (PHC) and Nanticoke Health Services (NHS) announced the launch of the partnership “Peninsula Home Care at Nanticoke” in Seaford. CHMG Capital, PRHS Health Venture Partners and Nanticoke Health Services will share equal ownership in the Sussex County branch office. In the photo: (front) Todd Wiebusch, CEO, CHMG Capital; Steven Rose, president/CEO Nanticoke Health Services; Peggy Naleppa, president/CEO, PRMC; Carol West, VP, Home Health, PHC. Back row: Penny Short, CNO, Nanticoke Health Services; Darr Hall, CFO, Nanticoke Health Services; Keith Doughty, executive director of finance, PRMC; Bruce Ritchie, vice president of finance/CFO, PRMC; and Cindy Lunsford, executive vice president/ COO, PRMC.

Peninsula Home Care launches partnership Peninsula Home Care and Nanticoke Health Services have launched the partnership “Peninsula Home Care at Nanticoke” in Seaford, Del. The agreement provides Nanticoke Health Services with an ownership stake in Peninsula Home Care’s Sussex County branch office. “Our goal is to more closely align the discharge of our patients from the hospital setting to home care and in doing so speed patient recovery rates,” said Steven Rose, RN, MSN, CEO and president of Nanticoke Health Services. Peninsula Home Care, which was founded in 1985 on Maryland’s Eastern Shore, has been providing home health care to patients throughout Sussex County since 2004. Services include nursing, physical therapy, occupational therapy and access to medical social workers and home health aides. Peninsula Regional Health System (PRHS) Health Venture Partners, which has a separate joint venture agreement with Peninsula Home Care’s management company, CHMG Solutions, will continue its partnership as well. The three entities – CHMG, PRHS Health Venture Partners and Nanticoke Health

Services – will share equal ownership in the Sussex County branch office. “Much of a patient’s recovery depends on his or her comfort and ability to focus,” said Carol West, vice president of CHMG. “Home health care allows the patient to recover in the place he or she feels the most comfortable – at home. Partnerships such as this one with Nanticoke Health Services increase the viability of recovery by creating an unbroken chain of care between the patient, doctor, hospital and home care staff.” In addition to serving Sussex County, Peninsula Home Care has offices that serve Somerset, Wicomico and Worcester counties in Maryland. The agency has recently surpassed serving 30,000 patients and has been named to the “Home Health Care Elite” for the second consecutive year. The Home Health Care Elite, awarded by OCS Home Care, recognizes the top 25-percent of home health agencies based on performance measures in quality outcomes, quality improvement and financial performance. For more information, visit www. or call 866548-9091.

More than 250 healthcare experts from across the nation, recently convened in Nashville, Tenn., to share proven strategies and best practices to prevent harm, and reduce readmissions and costs while providing the best patient experience. The clinical, financial and administrative experts’ organizations are part of the Premier healthcare alliance’s QUEST: High Performing Hospitals collaborative, in which 250 hospitals saved an estimated 25,235 lives and $2.85 billion in costs in 30 months. “Better patient care saves lives and keeps our community healthy. And given the requirements of health reform, committing to make changes now is essential,” said Susan Elerding, RN, BSN, performance improvement specialist at PRMC. Elerding and Jo-Ann Lewis, RN, BSN, CIC, infection preventionist at PRMC, spoke about harm avoidance

and safety during the meeting. At the national meeting, PRMC received an honorable mention award for reducing mortality and cost of care while increasing adherence to clinical evidence. Peninsula Regional was just one of three Maryland hospitals to be so honored by Premier and the only healthcare facility on the Delmarva Peninsula to receive the designation. PRMC improved the delivery of recommended evidence-based care measures by 12.67% as a participant in the voluntary QUEST collaborative. Evidence-based care measures include interventions such as administering aspirin upon arrival and discharge and smoking cessation for heart attack patients. In doing so, PRMC reduced its case mix and inflation adjusted cost by an average of $860 per patient, while reducing mortality in its organization by 5%.

Business Journal • October 2011

New help for stroke patients

After a stroke, fast treatment is critical. A new procedure offered at Peninsula Regional Medical Center in Salisbury brings patients an alternative to traditional pharmaceutical therapy. Mechanical thrombectomy is a stateof-the-art, minimally invasive procedure that allows doctors to mechanically remove a blood clot that has caused a stroke. It is used in the larger vessels of the brain, and can help patients up to six hours after the start of symptoms. In mechanical clot removal, specially trained physicians guide a tiny catheter from the femoral artery (in the leg) to the site of the blood clot, grab it and remove it from the body. Blood flow then resumes immediately, minimizing the effects of the stroke. At Peninsula Regional, Drs. Andrew Vennos, Michael Marks and William Reid are trained to perform mechanical thrombectomy. Peninsula Regional is the only hospital on Delmarva currently performing the procedure, which brings new hope to people who have suffered an ischemic stroke, for which the standard pharmaceutical treatment has a smaller, three-hour window of use..

“Nancy brings tremendous experience and energy to Peninsula Home Care, and we look forward to her insights and leadership,” said Carol West, managing partner of CHMG, parent company of Peninsula Bagwell Home Care. “Her focus will be on quality outcomes, patient satisfaction outcomes and the growth of the office, and we are

excited to have her on board.” A driving force in the home health care industry, Bagwell led Bon Secours to become recognized as the Best Performing Home Health Care agency in Richmond in 2008, by Medicare Home Health Compare. Bagwell also spent time in the pediatric hospice and palliative care division of Bon Secours in Richmond. There, she spearheaded the integration of Noah’s Children into Bon Secours as the first fully licensed pediatric hospice and pal-

PAGE 25 liative care program in Central Virginia. As the director of Children’s Outreach, Bagwell started the program Healthy Beginnings which offers education and assistance to mothers of unborn children. She also worked with the Safe Kids program, an injury prevention program and a childhood obesity program in addition to CARMA, “Controlling Asthma in the Richmond Metro Area,” a collaborative working to improve asthma management among urban children.

Bagwell joins PHC

Nancy Bagwell has joined the management team of Peninsula Home Care (PHC), a leading, award winning home care company. Bagwell comes to PHC from Bon Secours (meaning Good Help in French) in Richmond, Va. and Greenville, S.C.

EMERGENCY KITS FOR SENIORS - The Community Foundation and ShoreCAN Volunteer Center observed the tenth anniversary of 9/11 by hosting a Just In Case Emergency Kit Event on Sept. 10, at the MAC Senior Center building. Citizens of all ages volunteered alongside each other while assembling emergency disaster kits designed for older adults and their caregivers. These kits contained important disaster items such as, weather radios, flashlights, dust masks, first aid kits and a special handmade card. In partnership with Meals on Wheels, the emergency kits were distributed to 425 homebound seniors the week of 9/11.


Business Journal • October 2011


Salisbury University Foundation adds to directors Incorporated, now Cato Gas & Oil. Her husband, Michael, ran the company for 34 years, and their son, Michael, a 1990 SU graduate, is currently president and chief executive officer. Bernstein is president of Lorch Microwave in Salisbury. He earned an M.B.A from SU in 1992, and his wife, Petra, later earned a B.F.A. with a concentration in painting. Each year, students develop business plans for the $5,000 Bernstein Achievement Award competition, which was founded by his father, alumnus Richard “Dick” Bernstein. Brosmer is chief operating officer for the Y of Central Maryland. A former SU football team captain, he earned a B.S. in 1981, and later, a master’s from the University of Delaware. His wife,

Dr. Allan Gorsuch, marketing consultant for Energy Education, from left, presents an Award for Energy Stewardship to Mark V. Rudnick, vice president for administrative services at Wor-Wic Community College, and Dr. Ray Hoy, president of Wor-Wic.

Wor-Wic reduces energy use Wor-Wic Community College recently received an Award for Energy Stewardship from Energy Education, a national company that develops customized behavior-based energy conservation programs, for implementing a new energy management process that resulted in a reduction of the college’s energy usage and costs. Since entering into a partnership with Energy Education 15 months ago, Wor-Wic reduced energy consumption by about 18 percent and saved about $217,000 in energy costs. In addition, the college has saved 8,447 MMBTU, which is the equivalent of 920 metric tons of carbon dioxide emissions being prevented, 165 cars removed from the road or 23,529 pine trees grown for 10 years.

The energy conservation program at Wor-Wic involves preserving comfortable environments during class and scheduled activities while saving on costs associated with using electricity and natural gas. Energy-saving practices include making sure that energy is not wasted in classrooms, offices, hallways and kitchens, and that heating and air conditioning systems are running optimally. To ensure progress, periodic energy audits are conducted to track and analyze the college’s energy consumption patterns, and to identify and correct areas that need improvement. In addition, employees are encouraged to practice smart energy strategies and use energy wisely.

Kimberly, also received a B.A. from SU, and their daughter, Kara, currently studies elementary education. Elmore retired as director of curriculum and professional development for Wicomico County Public Schools in 2005 and now serves on the Board of Education. She earned an undergraduate degree from the University of Richmond, a master’s in education from SU and a doctorate from Wilmington University. She briefly represented District 38A in the Maryland General Assembly, completing the term of her late husband, Delegate D. Page Elmore, who also served the Foundation board. Garigliano is the director of quality assurance at K&L Microwave in Salisbury. Prior to coming back to Salisbury in 1999, she spent almost 15 years in a series of roles at Hewlett-Packard Company. She earned a B.S. in biology from SU in 1983, and her father, Dr. Leonard Garigliano, was a longtime education department faculty member.  Holloway, a licensed funeral director, is co-owner of Holloway Funeral Home in Salisbury. He is incoming


The Salisbury University Foundation, Inc. recently welcomed 10 new members to its board of directors. They are: Joanna Cato Abercrombie of Salisbury, Kevin Bernstein of Salisbury, Bob Brosmer of Ellicott City, Dr. Carolyn Elmore of Salisbury, Michele Garigliano of Salisbury, Richard “Rick” Holloway Jr. of Salisbury, Dwight “Duke” Marshall Jr. of Fruitland, Dr. Thomas Rosenthal of Laurel, Del., Dr. Christopher Snyder of Ocean City and Benjamin Willey of Washington, D.C. Abercrombie is a long-time supporter of the arts at SU, including the Salisbury Symphony Orchestra and Delmarva Public Radio. She is past president of the Salisbury Chamber of Commerce and founding Salisbury Festival chair. Her father, Elliott Cato, founded Cato

chair of the Coastal Hospice board, and past president of the Salisbury Area Chamber of Commerce and the Salisbury Host Lions club. He helped found SU’s student radio station (then WSSC) before earning a B.S. in business in 1976. He joined SU’s Alumni Association board in 2005, and continues a long family tradition on the Foundation board. His wife, Cynthia, earned a B.S. and M.S.W. from SU and now works in the Counseling Center. Marshall is the owner and president of Marshall’s Insurance & Financial Services in Pocomoke. He earned a B.S. from SU in 1988. Since 2003, he has been an active member of SU’s Alumni Association board, and is the immediate past president. He also has been involved with SU’s Worcester County alumni chapter and, on campus, serves as chapter advisor for the Sigma Alpha Epsilon fraternity. Rosenthal is an anesthesiologist specializing in procedures that treat pain. He is the owner of Mid-Atlantic Pain Medicine and has offices in Continued on page 27

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:

“I use social networking to market my business. In the classroom, not only do I teach how to use Facebook and other tools, I provide real-life strategies as well.” Dr. Ira Wolfe instructor

Customer Service Human Resources Materials Management Nonprofit Management Office Skills Small Business Operations Social Media Supervision & Leadership

Continuing Education & Workforce Development (410) 334-2815

Business Journal • October 2011


New SU Buildings Change Route 13 Skyline By Dr. Bob Wood, Dean of the Franklin P. Perdue School of Business, and Dr. Dane Foust, Interim Vice President of Student Affairs

Drs. Donald Spicker (left) and Stephen Adams (right) with SU President Janet Dudley-Eshbach.

SU honors faculty members An expert in the development of California’s renowned Silicon Valley and one of the campus’ leading student research mentors are the 2011 Salisbury University Distinguished Faculty Award honorees. They are Drs. Stephen Adams of the Management and Marketing Department and Donald Spickler of the Mathematics and Computer Science Department. “Dr. Adams epitomizes all that is right with higher education,” said Dr. Bob Wood, dean of the Franklin P. Perdue School of Business. “His efforts and achievements in teaching, research and service are an example for all faculty members.” Adams’ academic endeavors also go beyond the classroom — and even the country. In the past five years, he has published three book chapters and five articles. During that period his first two books, appeared in paperback. He is currently working on a third book. In nomination materials for Spickler, Drs. Homer Austin and Kathleen Shannon called the professor “the most student-centered person we know, spending countless hours working on

directed studies [and] undergraduate research, and delivering courses in which he not only challenges students to rise to high expectations, but enables them to do so.” Dr. Spickler, associate chair of the Mathematics and Computer Science Department, has mentored more than 20 students who have presented at the SU Student Research Conference (SUSRC), National Conference on Undergraduate Research and Mathematical Association of America (MAA). He also has received the prestigious John M. Smith Teaching Award from the Maryland-D.C.-Virginia Section of the Mathematical Association of America, as well as the University of Maryland Board of Regents Award for Excellence in teaching. He has made over 30 presentations during his time at SU at meetings hosted by the MAA, American Mathematical Society and others. In addition to co-authoring articles for publications, he has developed numerous mathematical visualization software packages. He also has supported grants for education projects to benefit local county school teachers of mathematics.

SU Foundation welcomes 10 Continued from page 26

Salisbury, Berlin and Ocean View, Del. Originally from Canada, he came to Baltimore in 1987 for his post graduate training at Sinai and Johns Hopkins hospitals. He relocated to Delmarva in 1996 with his wife, Amanda, a perfusionist with the cardiac surgery program at Peninsula Regional Medical Center. Snyder is chief medical information officer and a hospitalist at Peninsula Regional Medical Center. He earned a B.S. in physical education from SU in 1988, and later, a D.O. from Kirksville College of Osteopathic Medicine. His wife, Kimberly, also received a B.S. in

elementary education from SU. Willey served 21 years in the U.S. Navy JAG Corps and now owns the Law Offices of Benjamin Willey, LLC in Bethesda. He specializes in energy, corporate and commercial law and government contracts. He earned a B.A. in history and secondary education from SU in 1971. He received his J.D. from the University Maryland School of Law.  Guided by a 32-member board, the SU Foundation was created in 1973 to accumulate funds by gift and investment and to foster, encourage and enrich the activities, educational programs, athletics and scholarships of SU.

Barely a day has gone by in the past few months that someone has not mentioned to us how much he or she enjoys the aesthetics of Salisbury University’s two new buildings along Route 13. Whether it’s the stately columns of Perdue Hall or the eye-catching clock and fountain welcoming visitors to Sea Gull Square, these features make an impression. Fortunately, the interiors are equally as appealing. The $55 million Perdue Hall is the new home of SU’s Franklin P. Perdue School of Business. It officially opened in September with a festive ribbon-cutting including Governor Martin O’Malley, Jim Perdue and members of the Perdue family, Delegate Norman H. Conway and SU President Janet Dudley-Eshbach. Those venturing into the 113,000square-foot building’s main entrance immediately see examples of some $3.1 million in technology: A 30-foot digital stock ticker and a nine-screen video wall for business news and campus information. They complement a soaring Atrium, featuring a three-story grand staircase. To the right is Mr. Arthur’s Café, named in memory of Arthur Perdue, who founded what became Perdue®. A nearby bust of Frank Perdue, complete with a copy of his ethical will, celebrates the famous poultry magnate, who endowed the Perdue School in 1986. Down the hall, the Franklin P. Perdue Museum of Business and Entrepreneurship chronicles the history of Perdue® and spotlights other business leaders such as Richard Bernstein. One of the nation’s few campus-based business museums, it is open from 1-4 p.m. Monday-Friday. Admission is free. Other features of the building include the 200-seat John J. and Dolores F. Bennett Auditorium, Robert and Rebekah Moyle Market Research Laboratory, Judkins Family Financial Research Center, a Student Services Suite, and Advanced Information Technology and Enterprise System laboratories. The Business and Community Outreach Network (BEACON) and Small Business Development Center will continue to serve the area from the Business Outreach Service Suite. The hall also offers executive-level classrooms. Two are named for Frank Perdue heroes, Andrew Carnegie and Alexander Hamilton, made possible by Mitzi Perdue. The building’s sustainable design includes a geothermal climate control system for the museum and four electric vehicle charging stations, believed to be the first available for

public use on the Eastern Shore. The University hopes the building will become its first LEED Gold-certified new construction project. Funding for Perdue Hall came from an $8 million gift from the Arthur W. Perdue Foundation – the largest single endowment for a capital project in SU history – as well as state support and private donations. Another partnership helped make the University’s new Sea Gull Square residence hall-retail complex a reality. The 230,000-square-foot, $45 million building is the largest on campus. Featuring more than 600 beds in apartment-style units for students on the top levels, it also offers retail space on the ground floor, managed by Rinnier Development Company. The state-of-the-art residence facility includes a fitness room and SMART classroom, as well as open space for student meetings and recreation. Rooms come equipped with appliances, including washers and dryers, stoves, and full-sized refrigerators. Like Perdue Hall, Sea Gull Square supports SU’s commitment to substantiability. A bicycle storage room encourages “green” transportation, and the building’s roof is designed to help mitigate heat island effect. All appliances are Energy Star-rated, and HVAC equipment is energy efficient. Even the wall and floor coverings are sustainable, with recycled textile flooring and low volatile organic compound paint. The new facility gives more upperclassmen the opportunity to live on campus for the duration of their time at SU. National studies show that undergraduates who reside on campus have tend to return the next year and ultimately graduate at higher rates than those living off campus. A ribbon-cutting to celebrate the opening of the new complex is 2:30 p.m. Saturday, October 8. Construction of the two new buildings created some 500 local jobs over the past two years, adding an estimated $300 million to the local economy. As a whole, SU has an annual estimated economic impact of more than $400 million. As the campus grows, so does our gratitude to our benefactors, partners and supporters for helping to provide such remarkable facilities for students, faculty, staff and the community. In difficult times, that commitment is something to celebrate.

Business Journal • October 2011


Vantage Point Solutions Group launches website Doug Church and Dana Seiler, principals of Vantage Point Solutions Group, headquartered in Salisbury, have launched a new website for Secure Networks for Small Business at The new website is built upon the WordPress platform, giving the client the capability to update the content and photos on the website any time. The revised structure of the website allows for ease of navigation and finding pertinent information and provides rotating images and messages at the top of the website. Secure Networks for Small Business, Inc. is an information technology consulting services company headquartered in Massachusetts.



7.5 DEEP FOUNDATION CELEBRATES $3.5 MILLION IN GRANTS - The Board of Directors of the Community Foundation of the Eastern Shore (CFES) recently celebrated achieving the distribution of $3.5 million in grants to the community for fiscal year 2011. During the past 12 months the Foundation distributed 1021 grants to nonprofit and faith-based organizations to help improve the quality of life for area citizens. From left, forefront, are CFES board members: Melody Nelson, Ernie Satchell, Jane Corcoran, Jim Morris, Dr. Julius Zant, Karen Lischick, Jackie Cassidy, Lauren Taylor, Don Taylor, Stephanie Willey, Susan Purnell, David Vorhis. Back row: Jay Bergey, John Barrett, John Stern, Jim Almand, Lou Taylor, Todd Burbage, Jim Thomas, Charles Goslee, Duke Marshall, Kathleen McLain.


Business Journal Directory





ADVERTISING Morning Star Publications, Inc. Melissa Perdue 302-629-9788 302-629-9243 951 Norman Eskridge Hwy., Seaford, DE 19973 302-841-0887 _________________________________________________________________________________________________________________________________________________________________________ ARCHITECTS & ENGINEERS Andrew W. Booth & Associates, Inc. Matthew Smith 410-742-7299 410-742-0273 1942 Northwood Dr., Salisbury, MD 21801 Debbie Bailey _________________________________________________________________________________________________________________________________________________________________________ Davis, Bowen & Friedel Michael Wigley 410-543-9091 410-543-4172 One Plaza East, Suite 200, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ George, Miles & Buhr, LLC Michelle Everngam 800-789-4462 410-548-5790 206 W. Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ ARCHITECTURAL & ENGINEERING SUPPLIES DiCarlo Precision Instrument & DiCarlo Precision Imaging John DiCarlo 410-749-0112 410-749-9323 2006 Northwood Dr., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ AUTO DEALERS Pohanka Automotive Group Chris Hagel 410-749-2301 410-742-5168 2012 North Salisbury Blvd., Salisbury, MD 21801 ext: 8030 ________________ ________________________________________________________________________________________________________________________________________________________ Sherwood of Salisbury Matt Romanowski 410-548-4600 410-548-4662 1911 N. Salisbury Blvd., Salisbury, MD 21804 _________________________________________________________________________________________________________________________________________________________________________ COMMERCIAL BROKERAGE Rinnier Commercial Blair Rinnier, CCIM, CPM 410-742-8151 410-742-8153 218 East Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ CONSTRUCTION Malone Homes Jason Malone 443-260-4775 443-260-1769 PO Box 1109, Allen, MD _________________________________________________________________________________________________________________________________________________________________________ Ruark Builders Barbie Hannemann, VP 410-749-0193 410-860-4875 4920 Snow Hill Rd., Salisbury, MD 21804 410-677-3835 _________________________________________________________________________________________________________________________________________________________________________ FINANCIAL The Bank of Delmarva Debbie Abbott 410-548-1100 410-742-9588 2245 Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ Delmarva Wealth Management Bob Anderson 410-912-4286 410-912-4287 543 B Riverside Dr., Salisbury, MD 21801 855-566-6362 ________________________________________________________________________________________________________________________________________________________________________

Business Journal • October 2011


Ocean Pines Chamber names Citizen, Business of the Year


The Ocean Pines Chamber of Commerce Board of Directors and staff announce the 2011 Citizen of the Year and 2011 Business of the Year - PJ Aldridge of the PJ Aldridge Foundation and Deer Run Golf Course, Ed Colbert. These two local heros will be honored at an awards ceremony on Thursday evening, Oct. 13, at the Ocean Pines Yacht Club. The ceremony will be held in conjunction with the installation of the 2011/2012 board members: Amy Unger of Atlantic General Hospital, Celeste Dove of Farmers Bank of Willards and Will Cathell of Williams, Moore, Shockley & Hammond LLP. The event is black tie optional and everyone is welcome to attend. Tickets are $45 per person and can be purchased online at or by calling the Chamber at 410-641-5306. For more information or to RSVP, visit


RIBBON CUTTING - The Deli “Casual Gourmet” held a ribbon cutting on Sept. 7, to celebrate their new expansion and grand opening of their “Last Call Liquors” located right next store. The Deli is located across from Salisbury University on Route 13, and provides catering, lunch, dinner and a full bar. For more information, visit  


Business Journal Directory





HEATING AND AIR Mid-Atlantic Heating and Air 410-546-5404 410-546-5418 2312 Allen Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ INDUSTRIAL COMMERCIAL PAINTING ProCoat, PO Box 2154

David Ennis



26538 Siloam Rd., Salisbury, MD 21802 ________________________________________________________________________________________________________________________________________________________________________ INSURANCE

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

DiCarlo Digital Copy Center. Joey DiCarlo 410-749-9901 410-749-9885 109 South Division St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ REAL ESTATE Remax Crossroads, PO Box 307 Susan Mergargee 443-736-3373 443-736-3379 103 E. Main St., Fruitland, MD 21826 Broker, Owner ________________________________________________________________________________________________________________________________________________________________________ TIRE & AUTO CENTER Burnett White Dawn Tilghman 410-742-2222 410-543-4182 412 East Main St., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________

Business Journal • October 2011


October FEAST & FUN

The Cancer Support CommunityDelmarva (formerly the Wellness Community) invites everyone to attend October FEAST, on Friday, Oct. 7, at Seacrets from 6 to 9 p.m. October FEAST is a celebration of food that will also help raise funds to help two local organizations continue to support local people affected by cancer and their families. Food will be featured from some of the top local restaurants including Seacrets, Galaxy 66, Sunset Grille, La Hacienda, BJ’s on the Water and more. Entertainment will be provided by the Bonedaddys and the emcee for the evening is DJ Flea. Tickets are $35 and include all food and one signature drink. There will be Silent and Chinese auctions. PJ Aldridge and Vera VickersTaylor of the PJ Aldridge Foundation are the honorary chairs and proceeds will benefit the PJ Aldridge Foundation and the Cancer Support Community-Delmarva. Tickets may be purchased at the Cancer Support Community office at 1506 S. Salisbury Blvd., Salisbury, by calling 410-546-1200 or online at For more information, call the Cancer Support Community-Delmarva at 410-546-1200.

Disability Employment Awareness By Jackie Gast

Human Resources

Who are people with disabilities? They are you and I. Maybe not now, but it could happen. As director of the Eastern Shore BusiOpen your eyes to see ness Leadership Network, I promote to employers ability in all. Ask some the benefits of recruiting, employing and retaining questions. people with disabilities on the Eastern Shore. This is why I have a job. Recently, I was told excuse when it has nothing to do with by a job developer representing a perwork. “I’m close enough but I can’t ride son with a disability that when she a bike to work because I have no use of approached a large regional employer one of my hands.” Hmmmm.  Does that in September about a client, she was person really want to work? Is it about told she had to go to volunteer serdisability or motivation? vices for that kind of person. That Another problem is working around human resources manager shut down government assistance dollars. This the conversation almost as soon as it summer, I helped an individual find started. Unfortunately for that company, employment only to have him not show the client was very qualified for the job, up the first day of work. Unknown to had experience and had a good work me, the person moved in with another record. The job developer’s services are family member who was afraid he paid by our tax dollars, not the employ- would lose his social security check if ers. When is the last time you recruited he was paid for work. After providing with next to no recruitment costs? With some education to this family member, tax dollars so tight, employers need to the person was able to go to work. To take advantage! be clear however, this is not a disability Admittedly, there are problems issue but more a social and education with some individuals. There is the issue. person who uses the disability as an

And yes, there are those individuals who want to work but on their terms. Wouldn’t we all like that? However, there are many, many people who do want to work but are not given a chance because we want to group people who are ungroupable (add that word to Wikipedia!) like the aforementioned client. These are some questions I ask when approached for help by a job developer representing job seekers with disabilities.  1. Does the person truly want to work?  2. Does the family support this person in getting this job?  3. Does the person have reliable transportation for the long run?  4. Does the person focus on their can’t-do’s or their can-do’s?  5. What are their hobbies and interests or skills acquired though unpaid experiences? 6. Is there an On-the-Job program available so I can “try out” this person?  7. What supports do you offer to assist this person in becoming a successful placement? A young man lost his hand last year in an accident. One day he was fine. The next, disabled. October is National Disability Employment Awareness Month. Open your eyes to see ability in all. Ask some questions.

Business Journal • October 2011


Salisbury Area Chamber of Commerce & one Stop Job Market presents the

6 Annual th

3RD FRIDAY ‘GREEN’ EXPO - On Friday, Sept. 16, the Salisbury Area Chamber of Commerce Recycling Committee participated in Salisbury’s 3rd Friday event on the Downtown Plaza. Hundreds of people come to Downtown Salisbury to enjoy visual arts, music, dance and culture during 3rd Friday. The Recycling Committee created this event for its members as the 3rd Friday “Green” Expo and invited chamber members whose companies are involved with recycling, are environmentally friendly or just concerned about the environment to participate.  Some of the chamber members who participated this year include Dylan Energy, Delmarva Daylighting, LLC, Dove Point and Shore Energy Systems, Inc. Thank you to everyone who participated in the event and to those who came out to enjoy the evening.

Job FAir

Thursday, October 13th 3:30-7 p.m. The Centre at Salisbury 2300 N. Salisbury Blvd.

Find your next employee at the 6th Annual Job Fair! • Sign up now to participate in a job fair at the Centre at Salisbury mall • Booths will be set-up throughout the main corridors • Open to any business seeking employees in the Lower Shore area • 10 ft. space with an 8 ft. table and two chairs (tablecloth and skirting provided) • Extensive advertising to local job seekers • $100 per booth space. Space is limited, register now!

To register for a booth at the job fair visit For more information contact:

Salisbury Area Chamber of Commerce Contact: Shannon Mitchell Phone: 410-749-0144 • Fax: 410-860-9925 E-mail:

Sponsored by:

Regional Business Journal  

October 2011 edition - The monthly Salisbury Business Journal offers vital information on commercial enterprises on the Lower Shore. The Jou...

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