PRSRT STD US POSTAGE
Business Journal PO Box 510 Salisbury, MD 21803-0510
Salisbury Area Chamber of Commerce
Vol. 17 No. 3
Dedicated to the Principles of Free Enterprise
Eighth Annual Job Fair
Find your next employee at the 8th Annual Fall Job Fair, hosted by the Salisbury Area Chamber of Commerce and the One-Stop Job Market and sponsored by Quality Staffing Services. Page 7
Energy & Technology
Local businesses have the experts to help your company. Pages 17-24
INSIDE Barometer ................................... 38 Business After Hours.................. 10 Business Before Hours............... 14 Business Mix .............................. 30 Business Directory ................36-37 Calendar ....................................... 5 Education .................................. 34 Health ......................................... 32 Human Resources...................... 28 Investing ..................................... 15 LORA Recipes............................ 30 Membership Renewals ............... 11 Member Spotlights .................4, 16 New Members ............................ 13 Personnel File .............................. 8 Tech Committee ......................... 23 Tourism......................................... 9 Salisbury University .................... 35 Viewpoint ...................................... 3
Salisbury Area Chamber of Commerce
MEMBER SPOTLIGHT - Chesapeake Shipbuilding has a high profile along the Wicomico River. One of its projects,the “Pearl Mist,” owned by American Cruise Lines, will be at the shipyard for a year or so for renovations and equipment updates. Learn more about this specialized business on page 4. Photo by Al Higgins
2013 Business-to-Business Expo
Mark your calendars for the 2013 Business-to-Business Expo, presented by Comcast Spotlight, on Thursday, Nov. 21, at the Wicomico Youth & Civic Center. This is the chamber’s premiere networking event of the year. The expo continues to grow and expand each year and we are hoping to make this one the biggest yet. The theme of this year’s expo is “Where do we go from here?” This question means something different for every individual, their business, and their industry. Whether it is a firmly established business in the community looking to expand or a small start-up, the chamber is here to help businesses navigate through their own road map to success. New this year, we are opening the expo to any business that is a member of one of the chambers across Del-
marva. SACC members are offered a discounted rate but since many of our members conduct business outside of the Salisbury area, we find it fitting to expand our expo to everyone on Delmarva. The day will begin with a “Sneak Peak” of the expo floor from 11 a.m. to noon. Chamber members are invited to stop by the expo prior to the advertised start time of the show. The chamber’s General Membership Luncheon, sponsored by a.s.a.p.r. integrated marketing, will begin at noon with an expected attendance of 150+. The keynote speaker will be Brian Cohen, vice president & city manager of Liberty Property Trust. Cohen oversees all development, leasing and property management of the company’s properties in Center City Philadelphia and the Philadelphia Navy Yard.
The Business Expo floor will then open to the public at 1:30 p.m. From 2 to 3 p.m., there will be a panel discussion with industry leaders. In the discussion, “What’s Next?,” leaders in the energy, news and insurance industries will discuss how their firms have adapted to a changing landscape and how the changes in their industries will impact all businesses. This is a great way to learn from them while you visit the expo and see other business opportunities. New this year, the chamber in partnership with hotDesks.org, will host a “StartUp-MeetUp” during the expo from 4 to 5 p.m. The goal of this event is to inspire would-be entrepreneurs with a penchant for innovation to provide them with a glimpse of product development and to show the work that Continued to page four
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Business Journal • October 2013
Job Fair and Business Expo part of the fall lineup By Ernie Colburn SACC CEO
It’s that time of year when our chamber calendar ...the venue will be really gets busy. Later this in the Normandy month, our annual Job Fair will be held at the Centre Arena so that we at Salisbury from 3:30 to 7 can offer space to p.m. on Wednesday, Oct. more exhibitors. 23. With the soft economy we expect a huge turnout of try. Whether it’s a firmly established applicants. We continue to see business business in the community looking to participation increase every year and expand or a small start-up business, this year is no exception. your chamber is here to help businesses If your business wants to find your navigate through the road map to sucnext employee, sign-up for the 8th Ancess. Move your business forward and nual Job Fair. Space is limited. For make valuable b2b connections. more information, contact the Salisbury A couple of changes this year are Area Chamber of Commerce at 410this event is open to any business that is 749-0144 or register online at www. a member of a Chamber of Commerce salisburyarea.com. on Delmarva. Salisbury Area Chamber The chamber’s Business Expo of Commerce members are offered a 2013 is coming Thursday, Nov. 21, at discounted booth rate but since many of the Wicomico Youth & Civic Center our members conduct business outside from 1:30 to 7 p.m. This event takes of the Salisbury area, we find it only fitplace every other year. This year’s ting to expand our expo to everyone on theme is “Where do we go from here?” Delmarva. This question, and the answer, means Second, the venue will be in the something different for every indiNormandy Arena so that we can offer vidual, their business, and their indusspace to more exhibitors.
Third, our monthly General Membership Luncheon will be held from 11:30 a.m. to 1:30 p.m., in the center of the Normandy Arena with a very special guest speaker. And finally, to cap off the day, the chamber will hold a Business After Hours from 5 to 7 p.m. This is Salisbury’s Premiere Business Expo so call the chamber to signup at 410-749-0144 or go online at www.salisburyarea.com to register.
The Economy While the stock market may be breaking record highs (at least at the writing of this column), back here at home, we’re experiencing some highs and some lows. Our city and county governments continue to push forward with updates, changes and deletions of some ordinances and laws that are outdated by today’s standards. In doing so, our city and county governments are continuing to create a “business friendly environment” that hopefully will continue to attract growth and vitality to our economy. We especially continue to see growth in downtown Salisbury. Hats off to Mayor Jim Ireton and City Council President Jake Day for their team’s positive approach to clearing the way for economic expansion. County government representatives just returned from New York City meetings with various firms to preserve our bond rating. County Executive Rick Pollitt’s initiative to explore possible mathematical shortcomings in the revenue cap legislation and his insistence to protect the county’s fund balance in the face of strong public pressures are to be commended. It’s dedication like this through a collaborative effort with the Chamber and local government that helps Wic-
omico County maintain a solid financial foundation. The synergy between the Salisbury Area Chamber of Commerce and our city and county governments is at an all-time high, working side-by-side to help our businesses grow and expand their economic base. On the downside, Peninsula Regional Medical Center has experienced some changes that unfortunately have caused a small reduction in workforce. What I need to say here is this situation is not just unique to PRMC. A total of 46 hospitals in Maryland reported a combined operating profit drop of 71 percent in fiscal 2013 which ended June 30. Some of this drop is driven by a small increase to hospital rates while other causes include lower hospital inpatient volume. Basically what we’re seeing here is we’re becoming a healthier society. With the evolution of modern technology in the field of medicine, this is a “good thing.” In the meantime, we applaud PRMC CEO Dr. Peggy Naleppa and her team for being proactive and proceeding with “right sizing” PRMC and equipping the hospital and its satellite facilities to service the “wellness” and reducing the need for extended hospital stays when not necessary. You might say we’re victims of our own technological success. PRMC is a wonderful facility and we’re so fortunate to have such a hospital here on the Lower Shore. We know that Dr. Naleppa and her staff are working day and night to do “the right thing” for the community and we commend her for the vision to be proactive. If you have an opinion or viewpoint, express it on The Chamber Voice blog on our website www.salisburyarea.com.
Check out ‘Chamber Chat’ Have you checked out the chamber’s brand new PAC14 television program? “Chamber Chat” is a 30-minute, monthly broadcast on PAC14 discussing relevant community, business and industryrelated topics, as well as what’s going on at your chamber. Go to www.salisburyarea.com and click on the YouTube link to view past editions. Sponsorships are available. New editions are released monthly and run about 100 times per month on PAC 14, are available on PAC14’s on-demand website feature and are also available on SACC’S website, blog and YouTube channel. Editions are 30-minutes long and consist of 3 segments. “Chamber Chat” sponsors have 9 minutes to discuss news in their business’ particular industry. Sponsorship is $500 for chamber members and $750 for nonmembers. Email firstname.lastname@example.org for information.
Business Journal • October 2013
Local company works on cruise ships, builds tugboats By Al Higgins Who on Delmarva hasn’t seen tugboats pushing barges, laden with everything from fuel to aggregate, up and down the Wicomico River and the Chesapeake Bay? Many of the tugs stand three stories tall and the deep rumble of their mighty diesel engines can be heard for quite a distance. Have you ever wondered where these large, beautiful tugs that toil along the East Coast come from? The answer may surprise you since many of them are built right here in Salisbury at Chesapeake Shipbuilding. Tony Severn, CEO of Chesapeake Shipbuilding says, “there are approximately one thousand tugs working along the coast,” said Severn. “At Chesapeake Shipbuilding we produce, on average about one or one and a half tugs each year. We have built eight tugs for Vane Brothers of Baltimore and are presently building two more for them. Our tug business is strong enough that we are constructing a new building to house the shipbuilding. That will give us three such buildings dedicated to the building of tug boats. “Chesapeake Shipbuilding is the only private shipbuilding facility on the bay,”
Chesapeake Shipbuilding constructs tug boats that are used up and down the East Coast. Photo by Al Higgins
said Severn. “While the manufacturing of tug boats is important to us, we are also involved in the construction of other vessels. For example, in 2012 we launched Queen of the Mississippi, the first authentic paddlewheeler to be built for the Mississippi in nearly twenty years. We are also currently working on a cruise ship for American Cruise lines. The ship will be in Salisbury for more
Business-to-Business Expo being presented by Comcast Spotlight Continued from page one
goes into getting a product or service to market. The event will include presentations by individuals and organizations relevant to the startup community, specifically those within the technology industry. The culmination of the day’s activities will take place during the Business After Hours from 5 to 7 p.m., sponsored by Maryland Capital Enterprises (MCE) and Eastern Shore Entrepreneurship Center (ESEC). They have joined together to launch the Eastern Shore Business Plan Competition. Both organizations strive to advance and expand the entrepreneurial ecosystem on Maryland’s Eastern Shore and are collaborating to lead a business plan competition that will draw greater attention to the Eastern Shore and attract entrepreneurs to the opportunities and resources available in the region. The application process for the competition has begun and they are looking forward to more submissions. The final round
of the competition will take place during the business expo. A maximum of five individuals or teams will make it to this round and will present in front of a panel of judges. The winner will then be announced during the Business After Hours. Sponsorship opportunities are available for the Business Expo. There are multiple levels of sponsorship so don’t miss out on this great opportunity to promote your business. For more information or to sign up as an exhibitor or sponsor, contact Shannon at the chamber at 410-7490144, e-mail slayton@salisburyarea. com, or visit www.salisburyarea.com.
than a year.” Much of the technology utilized in shipbuilding is in the use of 3D computer models. Severn said that they have been using such models for about three years. “But, in reality shipbuilding is still in the Stone Age,” he explained. “Much of our work involves heavy lifting and the cutting and welding of heavy steel. There is a lot of high-tech
equipment installed in all of our ships, but the actual construction is simply hard work.” Chesapeake Shipbuilding is a unique business and one that those of us living on Delmarva should be proud to call our own. Vessels built here may travel up and down the coast, and beyond, but their home will always be the head of the Wicomico River, in Salisbury.
Business Journal • October 2013
Wicomico implements new alert siren system Wicomico County Executive Rick Pollitt and the Department of Emergency Services announce the implementation of a new Citizen Warning/Alert Siren System. The warning system is designed to alert residents and visitors of Wicomico County about an imminent hazard to include weather-related danger such as a tornado warning. The specific emergency alerts will be broadcast over any or all of the 13 sirens located at local fire departments and the two maintained by the Wicomico County Department of Emergency Services. Wicomico’s siren system can be activated for either the entire county or for specific affected areas. In the event of an imminent hazard the alert tone – which differs from fire station alarms – will sound for a sustained 2 minutes. When the sirens sound, citizens should seek shelter immediately and then tune into local news media for additional information. Citizens should not call 9-1-1 to determine the hazard causing the activation.
“The siren system will be used to alert citizens of an imminent hazard,” said David Shipley, director of emergency services for Wicomico County, “September is National Preparedness Month. It’s a great opportunity to talk with your children and elderly parents to ensure they know proper procedures.” A tornado warning means that a tornado has been sighted or that a developing tornado is reported by trained spotters or indicated on Doppler radar. A warning is typically issued for a small area for less than an hour. Wicomico County’s sirens do not sound an “All Clear” tone, so consult the news media to learn when the danger has lifted. The Department of Emergency Services strongly suggests citizens purchase a NOAA Weather All-Hazards Radio. NOAA Weather All Hazards Radios (NWR) are a nationwide network of radio stations broadcasting continuous weather information directly from the nearest National Weather Service office.
NWR broadcasts official weather service warnings, watches, forecasts and other hazard information 24/7 providing comprehensive weather and emergency information. Frequently Asked Questions 1. What is the Citizen Alert/Warning Siren System? The warning system is designed to alert residents and visitors of Wicomico County about imminent hazards. The specific emergency alerts will be broadcast over any or all of the 13 sirens located at local fire departments and the two maintained by the Wicomico County Department of Emergency Services. In the event of an imminent hazard, the alert tone will sound for a sustained 2 minutes. 2. Why do the sirens go off every first Monday? They are tested at 7:30 p.m. the first Monday of every month. During the monthly test, the siren emits a single 10 second sustained alert tone. Residents should use this test as an opportunity to review emergency procedures.
In the event of a disaster, the alert tone will sound for a sustained 2 minutes. 3. What if I hear the siren at another time? If you hear the siren at a time other than its regular tests on the first Monday of the month at 7:30 p.m.: • Stay calm • Stop what you are doing • Seek shelter immediately • Tune into local news media for additional information • Avoid using the telephone. Do not call 9-1-1, unless you have a life-threatening emergency • Wicomico County’s sirens do not sound an “All Clear” tone, so consult the news media to learn when the danger has lifted. The Wicomico County Department of Emergency Services will be posting severe weather awareness tips and information on its Facebook page: https:// www.facebook.com/WicomicoCountyE mergencyServices?ref=hl
Calendar of Events
Tuesday, Oct. 1 - Ambassadors Committee, Chamber Business Center, 8 a.m. Tuesday, Oct. 1 - Business After Hours, hosted by Women Supporting Women, Community Foundation, 5 p.m. Wednesday, Oct. 2 - Young Professionals Committee, Chamber Business Center, 4:30 p.m.
Thursday, Oct. 3 - Beautification & Environmental Affairs, Chamber Business Center, noon Thursday, Oct. 10 - Legislative Roundtable, Chamber Business Center, 8 a.m. Thursday, Oct. 10 - Business & Economic Development Division, noon, Chamber Business Center. Thursday, Oct. 10 - Business After Hours, hosted by The Salisbury School, 5 p.m.
Thursday, Oct. 17 - General Membership Luncheon, Wicomico Youth & Civic Center, noon. Thursday, Oct. 17 - Taste of the Town, City Banquet & Conference Center, 6 p.m.
Tuesday, Oct. 22 - New Member reception, 11:30 a.m., Chamber Business Center.
Wednesday, Oct. 23 - 2013 Job Fair, The Centre at Salisbury, 3:30 p.m. Thursday, Oct. 24 - Young Professionals Coffee Connection, Pemberton Coffee House, 7:30 a.m.
Thursday, Oct. 24 - Business Affairs Network, 8:30 a.m., Chamber Business Center. Thursday, Oct. 24 - Business After Hours, Key Title & Escrow, 5 p.m. Wednesday, Oct. 30 - SACC Executive Board, Chamber Business Center, 11 a.m.
Tuesday, Oct. 15 - Eldercare Provider Network, Harbor Point, 8:30 a.m.
Wednesday, Oct. 30 - SACC Board of Directors, Chamber Business Center, noon.
Tuesday, Oct. 15 - Budget & Finance Committee, Chamber Business Center, noon
Thursday, Oct. 31 - Marketing & Media Network, Chamber Business Center, noon.
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Business Journal • October 2013
LADEE’s mission to explore the lunar atmosphere By Rebecca J. Davis
LADEE has launched. The Lunar Atmosphere and Dust Environment Explorer was successfully shot into space on Sept. 6 at 11:27 p.m., from the Wallops Island Space Center on the eastern shore of Virginia. Its mission is to study the thin atmosphere of the moon as well as moon surface conditions and the environmental influence of lunar dust. “Our moon has what we call a surface boundary atmosphere and it is the most common of the moon atmospheres,” Brian Day, the educational public outreach lead for LADEE, said. “What we learn will help us with the
rest of the solar system. We know very little about it.” Two days before LADEE’s launch, several organizations that are tied to the LADEE project were at Wallops Island Space Center to talk to the public about the project. Their seven displays represented the equipment and experiments on LADEE. “The project is very exciting,” Lunar Laser Communications Demonstration Project finance manager Sherrie Wood said. Wood is part of the team that oversees a two-way communication radio that is on LADEE. Rob Suggs, who is the space environment team lead from the NASA Marshall Space Center, studies meteor-
Brian Day, educational public outreach lead for LADEE (Lunar Atmosphere and Dust Environmental Explorer) is shown with a LADEE model. Photos by Rebecca J. Davis
oids that hit the moon. These impacts appear as flashes and the average impact happens about every two hours. “It would be ideal for an impact to happen in front of LADEE,” Suggs said. “It would be great to see it [in detail] at least once.” Visitors Bob and Diane Farnam found the event wonderful. “We had no
Bob and Diane Farnam talk with Bridget McInturff about lunar rocks at the Wallops Island Space Center.
Airport receiving $2.5 million grant U.S. Senators Barbara A. Mikulski and Ben Cardin (both D-Md.) announce that Wicomico County has been awarded a $2,500,000 Federal Aviation Administration (FAA) grant from the U.S. Department of Transportation (DOT) for runway rehabilitation at the Salisbury-Ocean City Wicomico Regional Airport (SBY). “Our regional airports play a key role in maintaining Maryland’s robust economy,” said Senator Mikulski, Chairwoman of the Senate Appropriations Committee, which funds DOT. “These funds in the federal checkbook mean improvements to the SalisburyOcean City Wicomico Regional Airport runway infrastructure that are critical to keeping the Eastern Shore’s economy moving and Marylanders on the go.” “Airports on the Eastern Shore keep our regional economy growing with strong businesses and good jobs. We need to do all we can to maintain safety and improve efficiency so they can better serve the neighboring communities,” said Senator Cardin, a member of the Senate Environment and Public Works Transportation and Infrastructure Subcommittee. “I am proud that we can
continue to deliver federal investments that will enhance flight operations at Salisbury-Ocean City Wicomico Regional Airport.” The funding, which is administered through the FAA’s Airport Improvement Program (AIP), will be used for Phase 1 of the rehabilitation project of cross-wind Runway 5-23. During Phase 1, one third of the runway’s sub base and pavement surfaces, as well as the associated runway edge lighting and navigational aids will be updated. Phases 2 and 3 of the rehabilitation are expected for 2014 and 2015. Once completed, Runway 5-23 will be able to accommodate all aircraft types expected to operate at SBY through 2040. Tåhe AIP provides federal funding for the planning and development of public-use airports that are significant to national air travel and included in the National Plan of Integrated Airport Systems. AIP funds are supported by user fees, fuel taxes, and other similar revenue sources. The funds can be used for exterior capital improvements and repairs including: new runways, aprons, lighting, planning and land purchases.
idea this was happening,” Diane Farnam said while Bob Farnam added that it was an “extraordinary experience.” LADEE was launched on the Minotaur Five and will spend 100 days examining the moon. For more information about LADEE and other programs, visit the NASA website at www.nasa.gov.
Business Journal • October 2013
Colburn is promoted to CEO
The Resume Doctor returns to the Fall Job Fair at the Centre at Salisbury on Wednesday, Oct. 23.
Over 40 employers to attend fair
Companies are hiring! Area employers will be available to meet with potential employees at the 8th Annual Fall Job Fair, hosted by the Salisbury Area Chamber of Commerce and the OneStop Job Market on Wednesday, Oct. 23, at the Centre at Salisbury from 3:30 to 7 p.m. This year’s Job Fair is sponsored by Quality Staffing Services. Over 40 employers are expected to attend and are hiring for a wide range of positions. Companies include Bankers Life & Casualty Company, Bloosurf, Chesapeake Eye Center, Express Employment, Local Book Publishing, Mountaire Farms of Delaware, Salisbury Donut Shops, Inc., Sysco Eastern Maryland, Tri-County Council, Delmarva Broadcasting, Salisbury Police Department, Avon Products, Sherwood of Salisbury, Delmarva Nursing & Berlin Nursing, Joy! 102.5, Three Lower
Counties, Wexford Health Services, WMDT Channel 47, Quality Staffing Services and more. For a full listing of participating employers and open positions, visit www.onestopjobmarket.org. Those attending the job fair should bring plenty of resumes and dress to impress. Again this year, the Resume Doctor will be on hand to offer free advice and suggestions to applicants and evaluate their resumes. Employers who would like to have a table should contact the Salisbury Area Chamber of Commerce at 410749-0144 or visit www.salisburyarea. com. Tens of thousands of people visit the mall each day so this is a terrific opportunity to meet with many excellent potential employees. The event is open to any business seeking employees in the Lower Shore area. Booths are $125 for a 10-foot space.
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At their August meeting, members of the Salisbury Area Chamber of Commerce voted unanimously to promote Executive Director Ernie Colburn to the newly created position of Chief Executive Officer. The promotion comes at the end of a year-long strategic planning process that maps the course of the Four-Star Accredited Chamber for the next five years. “It is with great pride and pleasure, that we have asked Ernie Colburn to become our first ever Chief Executive Officer (CEO),” said President Bradley Gillis. “Ernie has the leadership skills and management experience needed to guide us as we embark on our journey to becoming the only Five-Star Accredited Chamber in the State of Maryland. He will help us become the indispensable business resource to our members by truly leading the Chamber, not just running the day-to-day operations.” “With Ernie at the helm, the Salisbury Area Chamber of Commerce will excel at its dual mission of serving our members and enhancing the quality of life in our community,” said PresidentElect Memo Diriker, one of the authors of the new strategic plan. “I’m both humbled and inspired to
be the first CEO of the Salisbury Area Chamber of Commerce. I look forward to continuing to serve our area to the highest degree of professionalism and greatly appreciate the support of our Chamber membership and our community” said Colburn.
Ginnie Malone 410-251-6188
I Love My Job… My Clients Love The Job I Do! errals f e r r u o y t me withal sales since 2001, s u r t n a c You in loc al, 50 million profession
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Choptank names vice presidents
Choptank Electric Cooperative has named two new vice presidents. Todd R. Bireley was promoted to vice president of engineering Services. He has been the co-op’s planning engineer since 1990. A licensed professional engineer, he holds a degree in physics from Salisbury University and a degree in electrical engineering from the University of Maryland, College Park. A native of Berlin, Bireley and his family reside in Delmar. William L. “Lance” Lockerman was promoted to vice president of distribution services. A co-op operations employee since 1986, he was most recently the manager of regional operations in the Denton District. A native of Caroline County, LockerBireley man attended East Stroudsburg State College. He is a graduate of the Robert I. Kabat Management Internship Program of the National Rural Electric Cooperative Association in partnership with the UniLockerman versity of Wisconsin. Lockerman and his family reside in Denton.
Two join Landmark Insurance
Landmark Insurance Agency welcomes Janet Beckett and Karen Buck. Janet Beckett, a licensed life & health agent, joins Landmark as a life and health producer. Beckett has over 25 years of profesBeckett sional sales experience, 10 of which, as a licensed Maryland realtor. She is a committed member of her local church in which she serves on the youth staff, worship team, and the children’s church department. Erika Lind joins Landmark Insurance as a personal lines customer service rep. She comes to Landmark with 6+ years
Business Journal • October 2013
of customer service experience. While working, she completed Parkside’s Certified Nursing Assistant program. At Landmark, she is the smiling face and voice at the front desk for the Personal Lines Department, available to answer client’s questions and help with payments. She Lind resides in Hebron.
Morgan promoted to director
PNC Wealth Management, a member of the PNC Financial Services Group, has promoted Lisa Morgan to Wealth Management team director on the Eastern Shore. She leads teams of wealth management professionals in Easton, Salisbury and Lewes, Del., in delivering PNC’s Morgan comprehensive investment, trust, financial planning and private banking services to clients. PNC Wealth Management continues to expand its presence on the Eastern Shore, tripling the number of local wealth management professionals in the last five years, acquiring a larger office space in Easton and adding staff in Salisbury and Lewes to accommodate the growing demand for wealth management services. Morgan joined PNC in 2011 as a senior relationship manager. She previously worked for BNY Mellon as a senior director in the Wealth Management division. She received her bachelor’s degree from Ohio State University. She holds Series 7, 63 and 66 professional licenses. Active in the community, she serves on the board of the Academy Art Museum and is a member of Shore Leadership.
Two join RPS ISG International
Estelle Cummings, area vice-president of RPS ISG International, has announced the addition of two employees to the sales team at their office in Cambridge. Recent graduates Nick Carozza and Ross Evans join RPS ISG International
as sales executives for ISG’s national Technology & Cyber Liability Insurance Program. Both Evans and Carozza have roots on the Eastern Shore. Evans graduated with a degree in risk management Evans and insurance from the Terry College of Business at the University of Georgia and Carozza received his bachelor’s degree in communications from the Grehan School of Communications Carozza at the University of Kentucky. Both reside in Salisbury. Evans and Carozza will focus on working with independent insurance agencies throughout the U.S. to write all lines of insurance coverage for technology companies and Cyber Liability coverage for all types of business.
Luppens is named to VIP List
Amy Luppens, assistant director of United Way of the Lower Eastern Shore, was recently honored for being named to the 2013 VIP List — Very Important Professionals Successful by 40 — by Maryland’s The Daily Record. The VIP List was created to recognize professionals 40 years of age and younger who have been successful in Maryland. Hundreds of nominees were considered by the 8-person selection panel on the basis of professional accomplishment, civic involvement, the
impact of their achievements, and a written recommendation. Of the 40 honorees selected, Luppens is the only resident of Maryland’s Eastern Shore. Luppens serves as assistant director of United Way of the Lower Eastern Shore and has been with the organization Luppens since 2010. Among her professional accomplishments, Amy launched the local Imagination Library program, providing free books mailed monthly to children under 5 years, and co-founded and manages the Young Leaders Society providing area young professionals with volunteer opportunities. Prior to joining United Way, Luppens held positions with Johns Hopkins University and Memorial Hospital Foundation in Easton. An Eastern Shore native, Luppens resides in Salisbury with her husband David and has two children, Reed and Nicholas. She was recently honored with her award at a cocktail reception at The Baltimore Museum of Art.
Adams earns CFE designation
Jordan S. Adams with TGM Group, LLC has completed the certification process with the Association of Certified Fraud Examiners (ACFE) to earn his designation of Certified Fraud Examiner (CFE). This CFE designation denotes proven expertise in fraud prevention, detection and deterrence.
BOB ANDERSON CERTIFIED FINANCIAL PLANNER™
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Business Journal • October 2013
The majority of the 300,000 guests come to the county for specific events including sports tournaments, festivals and conventions.
NEWS FROM WICOMICO COUNTY TOURISM
Visitors to Wicomico County spend $17.5 million each year Each year, Wicomico County welcomes approximately 300,000 visitors. These visitors spend an average of $17.5 million. This spending allows the tourism industry to employ almost 10% of the work force, with over 4,000 jobs composing the leisure and hospitality sector in Wicomico County. The majority of the 300,000 guests come to the county for specific events including sports tournaments, festivals and conventions. Wicomico County’s Recreation, Parks & Tourism Department hosts 30+ such events annually, and is able to do so by leveraging its assets. Over half of the events held fall under the sports marketing umbrella. Recreation and park facilities hosted 60%, with the main facility being the Henry S. Parker Athletic Complex. The remaining 40% of events were held at the Wicomico Youth & Civic Center. The events held last two days or more, and a few examples include: • The United States Specialty Sports Association’s (USSSA) Girls Softball World Series, the three-week event spanned from mid-July to August and brought 400 teams from 14 states and Canada, requiring 11,000 hotel room nights. • The International Poodle Club of America’s National Specialty Show attracts 3,400 owners, handlers and exhibitors annually. • The Middle Atlantic Regional and Eastern National Wrestling Tournaments draws crowds of 3,000 per event including participants, families and coaches and are held at least twice per year.
Tourism-related events directly and indirectly affect the bottom line of area businesses, particularly those within the food & beverage, lodging, retail, attraction and transportation sectors. According to the latest economic impact report released by the State of Maryland Office of Tourism, demonstrating tourism industry sales, the $17.5 million impact was felt by the key tourism sectors in the following proportions: Food & Beverage (25%) - $4.4 million annually Lodging (22%) - $3.85 million annually Retail (22%) - $3.85 million annually Attractions (11%) - $1.9 million annually Transportation (20%) - $3.5 million annually The county’s goal is to continue to retain, attract and grow its current book of tourism-related events so that the community continues to benefit from them. The cost to host each event is expensive though and competition is fierce, as other locales are vying for the same events. If the county is to succeed in its efforts, it must ensure its facilities remain competitive in the marketplace. It must also have the support from the business community. To learn more about the impact of tourism on Wicomico County, and how your business can help protect and grow the current book of events, contact Tourism Manager Steve Miller at 410548-4914 or smiller@wicomicocounty. org.
Business Journal â€˘ October 2013
Business After Hours Main Street Gym Stateâ€™s Attorney, Matt Maciarello, Laurie Crawford of ERA and John Cannon of Cannon Management
Bob Stewart of Lower Shore Enterprises and Jill Heathfield of Wor-Wic Community College
Greg Reddell of State Farm, Josh Taylor of Davis, Bowen and Friedel and Keith Conkle of Comcast Spotlight
Host Hal Chernoff discusses his various techniques in his programs at the gym.
Main Street Gym hosted a Business After Hours in their facility off of Northwood Drive in Salisbury on Wednesday, Sept. 4. Main Street gym is a youth oriented boxing facility with extracurricular activities in the youth educational field including health awareness, drug prevention, gang awareness, and building character. Coach Hal Chernoff demonstrated for Chamber members exercises with the young boxers in his program.
Business Journal • October 2013
SUPPORT FOR VETERANS - The Pam and Macky Stansell Fund at the Community Foundation of the Eastern Shore has committed $50,000 toward Veterans Support Centers of America, Inc. - Camp Royal Oak in Quantico, a local program serving rural disabled and homeless veterans. The $50,000 check represents a yearlong commitment to the organization. From left: Macky Stansell, fund representative; Lt. Col. Donald S. Hawkins, USMC Retired, chairman, board of directors, Veterans Support Centers of America, Inc.; BJ Summers, director, Development and Philanthropic Services, Community Foundation. For more information, visit www.vscoa.org.
Salisbury Area Chamber of Commerce Angel’s Network 24/7, Inc. APM Termite & Pest Management Art Institute & Gallery Angela B. Assadi, LLC Bay Shore Services, Inc. Century 21/Harbor Realty Dale Carnegie Mid-Atlantic Dr. Rick Dawson, DDS Edible Arrangements Expert Collision Repair, Inc. Fairfax Properties at Salisbury Faith Community Church of Salisbury, MD, Inc. Flawless Transitions
Girl Scouts of the Chesapeake Bay Hope and Life Outreach, Inc. Johnson-McKee Animal Hospital Key Title & Escrow Kona-Ice of Greater Salisbury Manpower Mercantile Processing, Inc. Moore & Company, P.A. Oechsli Chiropractic Paradise Energy Solutions, Inc. Peninsula Plastic Surgery, P.C. Pond’s Edge Ponzetti’s Pizza Robert Heim Realty Group/Premier Property Rental Mngt. Salisbury Area Property Owners Association Salisbury Christian School The Salvation Army Servpro of the Lower Shore William Staples Insurance & Financial Services Suntrust Mortgage Corp. Sysco Eastern Maryland, LLC Three Lower Counties Community Services, Inc. Tim’s Pizza & Subs / Heper, Inc. Valley Proteins, Inc.
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When & Where: Wednesday
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3:30 - 7:00 p.m. The Centre at Salisbury (2300 N. Salisbury Blvd.)
Tens of thousands of people visit the mall each day, can you afford to miss an opportunity to reach so many?
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Booths start at only $125 For more information contact the Salisbury Area Chamber of Commerce (P) 410-749-0144 | (F) 410-860-9925 www.salisburyarea.com | chamber@Salisburyarea.com
Business Journal • October 2013
PAGE 13 SALISBURY AREA
CHAMBER OF COMMERCE
Sigma Pi Phi Fraternity, Inc./ Gamma Theta Boule
Rep: David Mitchell 7871 Bitler Way Hebron, MD 21830 410-742-6252 410-742-4704 email@example.com Our goal is to foster brotherhood among members and to work in the community to support and improve opportunities for local youth. Referred by Phillip Tilghman
The Dressing Room
LEED GOLD DESIGNATION - Team members from Perdue, Gillis Gilkerson, Mitchell Associates and AWB Engineers celebrate the LEED gold plaque for the sustainable renovation of Perdue Farms headquarters building in Salisbury. From left: Chris Eccleston, LEED AP, Gillis Gilkerson project manager; Lou Rosenberg, AIA, Mitchell Associates; Diane Panartis, LEED AP, interior designer, Mitchell Associates; Patti Damiri, associate principal, Mitchell Associates; Mark Beachboard, Perdue Farms; Dwight Miller, president, Gillis Gilkerson; Matt Drew, P.E., executive vice president, AWB Engineers; Amy Bechard, AIA, LEED AP; Matt Morgan, P.E., LEED AP, project engineer, AWB Engineers; Pawel Szczurko, staff engineer, AWB Engineers.
Rep: Anne Heavner 1303 S. Salisbury Blvd., Ste. A Salisbury, MD 21801-6825 410-546-4749 firstname.lastname@example.org The Dressing Room (where great changes happen) is a women’s boutique providing style, sophistication and elegancy in all types of clothing from casual, business casual, dressy and special occasion. We pride ourselves in offering quality inventory, personal shopping, free alterations, affordable accessories, special orders, and friendly customer service.
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318 East Main Street Salisbury, MD 21801
Disclosure: Securities and Advisory Services offered through Cetera Advisors LLC, member FINRA / SIPC. CFS is independent of Cetera Advisors LLC.
Business Journal • October 2013
Business Before Hours Eastern Shore Coffee and Water E13408 Dave Wooten, Comptroller of Maryland & John McClellan of Sperry Van Ness
Josh Thomas of Hammond Wealth Management, JD Marshall of Transamerica, Clay Tarpley of Salisbury Neighborhood Housing and Mike Petito of Sharp Energy
E13411 Barbara & Dave Wharton of Cakes by David, Justin Senter of Sentech and Diana Merritt of Minuteman Press
Brian Kilgore, owner, Sarah Chandler and Troy Cash of Eastern Shore Coffee & Water.
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Eastern Shore Coffee and Water hosted a Business Before Hours at the Salisbury Area Chamber of Commerce on Tuesday, August 20 to show chamber members their products and services for both commercial and residential customers. Eastern Shore Coffee and Water is the shore’s largest provider of coffee services, serving offices, convenience stores, restaurants and hotels throughout the peninsula, along with offering a bottled water delivery service.
Business Journal • October 2013
How to generate income during your retirement Like most people, you probably save and invest throughout your working years so that you’ll be able to afford a comfortable retirement. Once you retire, you’ll ...if you wait until after want to focus on strategies your full retirement age to help you make the most before you start colof your retirement income lecting benefits, your — and you might want to checks can be larger... become familiar with these ideas well before you retire. Basically, you’ll have take so much that you outlive your savsome “must do” moves and ings. some “think about doing” moves. Let’s • Maximize your Social Security take a look at the “must do” ones first: benefits. You can start collecting So• Take the right amount of distribucial Security as early as 62, but if you tions from retirement plans. Once you wait until your “full” retirement age, turn 59½, you may be able to take penwhich will probably be around 66, your alty-free withdrawals, or distributions, monthly checks will be larger. And if from some of your retirement accounts, such as your traditional IRA and 401(k). you wait until after your full retirement age before you start collecting benefits, But once you turn 70½, you generally your checks can be even larger, though must start taking distributions from these accounts. Your required minimum they’ll “top off” when you turn 70. What should you do? Start taking the distribution, or RMD, is based on the money as early as possible or delay previous year’s balance in your retirepayments, waiting for bigger paydays? ment plan and life expectancy tables. There’s no one right answer for everyYou can take more than the minimum, one. To get the maximum benefits from but you’ll want to make sure you don’t
WSW RECEIVES DONATIONS - Above, the Nanticoke River Swim and Triathlon present a check for $2,000 to WSW. Pictured from left: Carlos Mir, Mary Prince, Marly Lynk, Sue Revelle, Mary Henderson, Cindy DuBuque, Mike DuBuque and Nancy Murphy. Below, Drs. Vincent Perrotta and Christopher Pellegrino present a $1,500 sponsorship check to Carlos Mir of Women Supporting Women towards the 12th Annual Walk for Awareness.
Social Security, you’ll need to factor in your health status, family history of longevity and other sources of retirement income. Now let’s consider two moves that you may think about doing during your retirement years: • Purchase income-producing investments. Outside your IRA and 401(k), you may have other investment accounts, and inside these accounts, you’ll need a portfolio that can produce income for your retirement years. You may choose to own some investmentgrade bonds and certificates of deposit (CDs), both of which can help provide you with regular interest payments at relatively low risk to your principal. However, these investments may not help you stay ahead of inflation, which, over a long retirement, can seriously erode your purchasing power. Consequently, you also may want to consider dividend-producing stocks. Some of these stocks have paid, and even increased, their dividends for many years in a row, giving you a chance to obtain rising income. (Keep in mind, though, that stocks may lower or discontinue dividends at any time, and an invest-
ment in stocks will fluctuate with changes in market conditions and may be worth more or less than the original investment when sold.) • Go back to work. In your retirement years, you may decide to work part time, do some consulting or even open your own business. Of course, the more earned income you take in, the less money you’ll probably need to withdraw from your investments and retirement accounts. However, if you’ve started collecting Social Security, any earned income you receive before your “full” retirement age will likely cause you to lose some of your benefits. Once you reach full retirement age, you can keep all your benefits, no matter how much you earn. Keep these strategies in mind as you near retirement. They may well come in handy. This article was written by Edward Jones for use by your local Edward Jones Financial Advisor. Dennis W. Hopson is a financial advisor for Edward Jones Investments. You can reach him at 410-742-3264.
Business Journal • October 2013
AHPharma focuses on 3D printing By Al Higgins
When Dr. James McNaughton came to the Eastern Shore he did so as a scientist with an extensive background in animal research. He earned his BS, MS and Ph.D. at Mississippi State University and spent seven years as a research nutritionist at South Central Poultry Research Laboratory at Mississippi State University. Following a two year stint in Brazil and Basel, Switzerland as a senior nutritionist with Hoffmann-LaRoche Chemical Company, McNaughton assumed the position of director of nutrition and research for Perdue Farms, Inc. in Salisbury. “In 1986 I formed the PARC Institute, Inc. in Easton,” he said, “with the purpose of providing unique services and products to the food animal industry. I later formed Solutions Biosciences, Inc. here in Salisbury, and in 2006 I consolidated the businesses into what we now call AHPharma, Inc. Since the founding of PARC Institute, through to Solution BioSciences and now AHPharma,long-standing professionals in the companies have worked in the private research area and have conducted over 300 animal studies, with special emphasis on food safety measurements during live production, processing and consumption. Mick Roberts, director of research, has been an important part of this success.” McNaughton’s extensive background in the food animal industry has moved into a new and exciting area. Recently, in cooperation with Wor-Wic College and their Tech Transfer Program, McNaughton has developed, using a 3D printer, a Biofilm Imaging Monitor which can visually detect unsanitary conditions where animals are prepared for human consumption, and it will be used in the post sanitation process.
Member Spotlight “Grease and fat can harbor bacteria,” said McNaughton. “Our device can detect these deposits down to 1/32 – 1/64 of an inch (smaller than can be seen by the naked eye), allowing a more thorough cleaning of these work stations.” The 3D printer is capable of producing these machines at a rate of about two per day. Once the machine work has been done McNaughton installs a tiny camera, and various other high-tech electronic components, all board designs owned by AHPharma. Currently, there are 19 such machines working in the industry, and McNaughton hopes to produce about 1,000 of them in the next two years. After that he will be seeking an intermediate prototype manufacturer who can produce 10,000 to 40,000 annually. “The 3D printer is expensive,” explained McNaughton. “Our machine cost about $92,000 and the software to run it costs another $36,000. Currently, we are limited to the size of the product we can produce and by the time it takes to make an item. Hopefully, however, faster and bigger machines will soon be developed. It’s important to keep in mind that 3D printers are a tool and that over time they will prove to be very beneficial to people. For example, we can now design a plastic model of a conceptual product much cheaper than making it out of metal injectable molding. Our mistakes are much less costly and quicker and easier to make changes in design.” Mike Barnas is a managing member of AHPharma and is heavily involved with 3D printing. “We refer to 3D print-
ing as Tri-Dimension,” said Barnas. “Through efficient product development achieved by employing 3D printing, Tri-Dimension is able to give everyone the opportunity to invent something to better his or her own, or even millions of other person’s lives. Ponder this reallife issue,” he continued. “Everyone has an imagination, but not everyone can create. Have you ever had a great idea that you were truly passionate about, yet, you lacked the skill required to sculpt, build, or design that idea from scratch? Tri-Dimension will provide a solution to this problem.” “We hope to help our community by providing a highly-sophisticated 3D printing service to those who wish to invent and imagine. 3D printing is such an incredibly powerful technology, that we want to share it with the world. Many people do not understand the process, so
we hope to educate them. We will offer internships to local college students to provide a new area of study in the community. These interns will learn to design with 3D CAD software.” AHPharma is still very much involved in trying to solve problems for the agricultural community. They are currently working on the use of chicken manure for the production of energy; including manure fermentation and using the energy to provide radiant heating of floors in chicken houses. There is a manure fermentation project underway at a farm in Whitehaven. When asked what he enjoyed the most about his profession, McNaughton replied, “I love to invent important agricultural and food safety products.” One has only to look at the accomplishments of this man to understand and appreciate his innovative nature.
FARM FOR SALE - Ben Alder, senior advisor with Sperry Van Ness – Miller Commercial Real Estate, has 4566 Harrisville Rd., in Woolford, available for auction on Nov. 14 from 11 a.m. to 3 p.m. Property inspection days are Nov. 6 and Nov. 13 from 9 a.m. to 1 p.m., or by appointment on either day. The 237 acre former cattle farm has 90 tillable acres, with the remaining acreage in timber and wildlife habitat ponds. The land includes over 25,000 sqf of multiple barns and outbuildings, specifically a four bedroom farmhouse with caretaker quarters situated on 10 acres. The farm is unencumbered with any federal or state programs and the farm development rights remain intact with the property. The starting bid of the auction is $385,000. For more
Sperry Van Ness – Miller Commercial Real Estate Managing Director Amy Miller, CPM announces the expansion of the Property Management Division within the company. SVNMiller is now partnering with real estate agents and on-site property managers nationwide to provide their property management services throughout the country. 24/7 maintenance, finance and administration are the core services provided by SVN-Miller Property Management. SVN-Miller PM also has extensive experience and success in assisting with property management for properties that are in various levels of distress – including default, bankruptcy, pre/ post foreclosure and receivership. “Our new business model allows us to reach outside of our local market area while
providing the same level of customer service our regional clients are accustomed to,” said Miller. With this new business model comes the opportunity to expand the SVNMiller management portfolio to include multi-family property management. SVN-Miller has partnered with SVN affiliate Bo Barron, CCIM, to manage Kingston Square, a 48 unit apartment complex in Owensboro, Kan., and Brentwood Apartments, a 12 unit complex also in Owensboro. These complexes total over 45,000 SF, broadening their already large 2M square foot management portfolio. For more information about Sperry Van Ness Miller Commercial Real Estate Property Management Services, contact Rick Tilghman, CCIM at rick. email@example.com or Ann Morris at firstname.lastname@example.org.
Dr. James McNaughton, CEO of AHPharma.
SVN-Miller expands services
Business Journal • October 2013
Energy & Technology
Increase profits with ‘Good IT’
By Eric Allen Card’s Computers
In the modern business world, IT is the backbone of every industry. Having “Good IT” makes you more competitive, your employees more productive, and collaboration between customers and vendors more streamlined. Without good IT, a business will fail. If you are like most business owners, you judge how good your IT is based on the speed at which issues are resolved, the personal treatment you receive from your support technicians, and the price that these services cost. Many IT support provider models have a glaring flaw which is paying to fix IT when something breaks. If you are like most business owners, you will “put up” with common issues such as programs loading slowly, viruses, spam, poor project planning, emails not being delivered, printing issues, and the lack of a proper backup/recovery solution.
Having unplanned expenses such as these usually makes you feel reluctant about contacting your IT specialist and as a result, your business is adversely affected. Costs go beyond what you are paying your IT vendor to fix problems. Problems cost you money. Forget about downtime; the financial impact a few minutes of interruption that a small IT issue can cause is staggering. You may be funneling all IT issues through a single person at your company to your support vendor. This wastes the time of two people and costs you even more money. An IT support company following the “fix it when it breaks” model has a natural instinct to just fix the issue at hand rather than resolving the underlying problem. Their motivation for profit is solely based on an underperforming network that brings revenue to them when problems occur. This model is impractical for small businesses where every bit of staff
productivity counts and IT issues affect their bottom line. Hiring a full time IT person is a very inefficient proposition too. A full time IT person who is qualified should easily cost $60,000+ per year, plus benefits and other burden costs. Additionally, this person will take vacation, call in sick, and often may not be capable of resolving complicated issues that require extensive knowledge. Hiring an IT support company makes much more sense, where you can count on a bunch of talent with technicians and engineers who do this work for a living, instead of just a single resource. Having “Good IT” means that problems that cost you money like virus infections, printer issues, accidentally deleted data, etc. are few and far between. When the rare problems come up, a good IT company responds to your request for help within minutes and resolves the problem shortly after. The first person
you speak with is a knowledgeable and certified technician with years of experience, not a level one help desk tech who started the job a few months ago. “Good IT” goes beyond just support by truly having your business’s needs at heart. It continues with a high level overview of your business and its goals. Assistance with IT budgeting and planning, project management, and continual consulting are all cornerstones of good IT. By properly and continually aligning IT with your business goals (and not the other way around), your business is guaranteed to be more successful. Most business owners want to see how their IT compares to other businesses of similar sizes and complexity. Card’s Computers can help shed light on this with a low key, fact finding meeting that takes no more than 20 minutes of your time. Take the meeting today, and find out what “Good IT” is all about.
The Farmers and Planters Company changes with times By Carol Kinsley
In 1894, when The Farmers and Planters Company was founded in Salisbury, steam tractors had been introduced, but most agricultural machinery depended on horsepower. Agriculture has come a long way since then, but Farmers and Planters Company has kept pace as technology changed the needs of farmers and community residents. An independent, full-service farm supply and retail dealer for Southern States Cooperative, Farmers and Planters sells feed, seed, fertilizer, herbicides, pesticides and more. The company offers custom spraying, a good example of how technology has revolutionized agriculture. Charles Otto, crop advisor/field sales, said, “With GPS (global positioning satellite), we are able to pinpoint a location anywhere on earth and go back to same location. That has allowed more ‘prescription’ management, right down to the test plot level.” With sensors and
GPS, a variable rate of product can be applied according to the needs of a particular site, right down to a few feet. “Biotechnology and genetics have played a big part in recent years in changing our industry. Technology is going into seed, with traits that resist pests or protect against diseases.” These introductions, along with herbicide-resistant crops, have brought a lot of value to the table on the production side, Otto continued. Coming soon is the use of drone aircraft to scout fields. Drones will be able to capture problems before they explode, Otto said. A certified crop adviser, Otto knows from experience that hidden problems have always been a problem. He would conduct random checks, but there are still isolated spots he might not see. Drones will enable a more thorough scouting. “It’s not something we have at this point, but the costs I’ve seen make it a possibility.” All this technology costs money and takes time for research, development
and adaptation. Technology has also changed Farmers and Planters’ way of doing business. Record keeping has become more important; technology has made that easier with computers. A lot of communications now are digital or communicated via Internet. “Sometimes that saves
time; sometimes it wastes time,” Otto said. It has made it easier to reach out to customers and to respond more quickly. Farmers and Planters will respond quickly to your call at 410-749-7151 or email to email@example.com. Visit in person at 210 Mill St., Salisbury or online, www.farmersandplanters.com.
The Farmers & Planters Co. FARM - FEED SEED - LAWN GARDEN WILDLIFE Rt. 50 & Mill Street Salisbury, MD 21801 410-749-7151 Phone www.farmersandplanters.com
Business Journal â€˘ October 2013
Energy & Technology
Create more positive business image enhanced by the use of technology You may wonder why a marketing, advertising and PR company has so much involvement with the tech industry. If you are, you havenâ€™t kept up on how pervasive technology is used in modern day advertising. Marketing has changed dramatically from the times of yellow page and newspaper ads. An effective inbound marketing campaign relies on a variety of media outlets but is grounded in the use of social media, SEO (Search Engine Optimization), PPC (Pay Per Click) advertising, email marketing and analytics. All of these platforms require a combined understanding from a technology
perspective as well as how to position them in the marketplace. Did you know that you could have a phone number used in an ad campaign that measures the number of calls from each type of media so you can adjust your media spend to take advantage of the highest ROI? This is done with a platform that we develop to track and process the call while recording user data such as the phone number and caller ID. Or what about all those QR codes (3d barcodes) that people scan with their smartphone? Did you realize that companies that utilize this
technology are increasing their lead acquisition substantially over traditional paper methods? By embracing the technology available, you are providing tech savvy buyers with a new way of communicating with you. At Matice, we fully understand how to take advantage of a variety of technologies to make a positive impact with your marketing efforts. Our goal is to help you spend your marketing dollars where they will influence the most people, with the least investment, making your money work harder. Connect with Matice â€“ we will help you succeed.
Business Journal • October 2013
SecureNetMD offers specialized services
As a health care provider, do you specialize in all areas of medicine? Health care is far too complicated and overwhelming to stay up-to-date on everything there is to know about each different specialty. So when looking for a company to provide information technology services, why choose a company that services accounting firms, restaurants, lawyers, and all other types of business, along with medical facilities? Trying to keep up with the latest changes and updates for every field is just not feasible. With changing HIPAA regulations and trying to accomplish “Meaningful Use” stages, you want to be confident that the company you partner with will be as up-to-date and proactive as possible. Choose a company that specializes in solutions for healthcare IT. Then you can worry less about your IT and
focus more on your patients. Casey Bradham, director of sales, offered several reasons you should consider SecureNetMD™, based in Lewes, Del., as your IT company. “SecureNetMD™ focuses 100 percent on the medical industry for many reasons, mostly because healthcare is far too important and complicated to do otherwise,” Bradham said. “Healthcare professionals need a company that has studied and understands the business, the software, the compliance, and the sensitivity of materials specific to healthcare IT.” SecureNetMD is a HIPAA compliant organization available to help the healthcare industry with all things IT. From existing medical practices, hospitals, sleep centers and laboratories to new construction medical facilities, SecureNetMD has the expertise to improve on current
processes or get you up and running. SecureNetMD employs an expertly trained, professional staff to complete projects large and small. From designing cabling and network infrastructures for new medical facilities to implementing HIPAA compliant email solutions, EMR/EHR training and support, network engineering and security, SecureNetMD has you covered. The company’s HIPAA Compliant Voice Over IP Phone systems and service can not only help increase the productivity of your office, but can also reduce your monthly phone expenses. On-call and after-hours answering solutions are also available. Bradham continued, “Being dedicated to healthcare, we are able to stay on top of new software, hardware and compliance changes so that you can rest assured that your
practice is secure and that your IT infrastructure is being handled properly. We are far ahead of the curve in emerging healthcare IT. Not only are we experts in evaluating new technology, we can ensure that the solution we implement for you today is not out of date tomorrow. “Our exclusive focus gives us a unique perspective. To a less specialized eye, one solution may seem like a clear choice, whereas we tend to probe beneath a generic quick fix, ensuring that a solution is comprehensive, cost effective and long lasting.” SecureNetMD offers complimentary evaluations. The company’s transparency and professionalism have earned it the reputation as a leader in Healthcare Information Technology. Call 302-645-7770 today to learn what SecureNetMD can do for you, or visit www.securenetmd.com.
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Business Journal • October 2013
Energy & Technology
Paradise Energy Solutions When Dave Kenney, owner of The Hardware Store in Mardela Springs, MD, decided to adopt solar, he had many reasons but his main reason was to take control of his company’s rising energy costs. After researching his options, Kenney contracted Paradise Energy Solutions, a solar installer with five branches serving nine states and a local branch in Salisbury to install his system. The system was completed and activated in July 2011. A majority of the cost of the system was offset by the 30% Federal Tax grant, the Maryland State grant and 50% Bonus Depreciation. Kenney’s roof-mounted system consists of 168 solar panels and is guaranteed to produce nearly 50,000 kWh annually, enough power to cover his store’s energy needs and more. The excess power that the system produces is sold back to the utility. In addition to the credit he receives from the power company from the excess electricity produced, he also receives additional revenue through the sale of SRECs, or
Solar Renewable Energy Credits. “The system has been everything that we hoped for and more,” said Kenney, who can expect to have his system pay for itself in just four more years leaving The Hardware Store enjoying free electricity for many more years. “We’ve basically locked in our electric rates for the next 30 years, and when the system produces more than we need, the extra goes into the grid, and we get credit for it.” Kenney worked with Jason Beiler, Paradise Energy Solutions’ Branch Manager and Principal, during the whole sale and installation process for his system. Beiler believes that now is the time for Eastern Shore businesses to embrace solar as a source of additional revenue; almost like a second business or profit center. “Solar allows a business to increase their bottom line by utilizing unused land or building space, like their roof, to generate substantial additional revenue,” said Beiler. “For any business, Continued to page 25
“Going Green with Alternative Fuels” By: Mike Petito-Sharp Energy
Increased demand for oil worldwide, instability in the Middle East and a weaken U.S dollar have all contributed to high gasoline prices during the past few years. In addition to higher fuel prices, business and government agencies that operate vehicle fleets are facing budget cuts and searching for ways to lower their transportation fuel cost. As prices for regular fuel keep climbing and have reached $4 per gallon in some parts of the country, alternative fuels have become a more attractive option. Unfortunately, American fleets have limited alternatives that offer immediate solutions to financial and environmental challenges. Among the alternatives, propane autogas is the most viable vehicle fuel available on the market today. With the dramatic increase in known natural gas reserves in the U.S, the domestic supply of natural gas liquids, including propane will increase as well. So, even as the U.S continues to rely on foreign crude for the vast majority of its gasoline supply, domestically produced autogas (98%) will continue to become more abundant and competitive in the market. Increased autogas vehicle deployment will lead to more foreign oil displacement. Unlike natural gas, propane distribution and infrastructure does not rely on an inflexible underground pipeline network. Propane is easily transported over land, and fueling station placement does not depend on proximity to gas pipelines, as is necessary for compressed natural gas (CNG) stations. Now to the real nuts and bolts, did you wonder how much money you can save on transportation cost while using autogas? Studies show that fleets across the country are saving between 35-40% on their fuel cost per month. Autogas historically cost $1.25 per gallon less than gasoline, including a $.50 cent per gallon federal alternative fuel tax credit. To learn more about AutoGas, I invite you to visit our website; www.sharpenergy.com. If you are interested in a detailed quote tailored to your fleet, contact Mike Petito at (410) 251.3020 or by email firstname.lastname@example.org .
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Business Journal • October 2013
D3Corp offers full service web design and development, marketing and more As a full-service, web-development and marketing agency, D3Corp specializes in a wealth of web and print services, including but not limited to: web design and development, email marketing, social marketing, mobile apps and sites, print, search (SEO and SEM), e-commerce, hotel reservations, and destination marketing. The D3 team can provide beneficial insights and a valuable foundation through the design, development, and implementation of any web or print project. D3Corp offers innovative and cost effective website and print design for organizations, corporations, hotels, restaurants, professionals, individuals, and more. Staying up to date on the web is paramount
in today’s business world. D3Corp’s team of graphic designers and developers can turn any boring, stale website into a dynamic, fresh, and up-to-date site. Add content, new products, a shopping cart, or multimedia to any website to enhance your business. As a full-service graphic design firm, D3Corp specializes in printing and design needs, offering cutting-edge print design solutions. D3Corp understands the marketing impact of working with your business to create a fresh, personalized print and web campaign that will direct attention to your business. All D3 designs are created in-house, for print products such as logos, business cards, brochures, rack cards, post cards, direct mail
campaigns, and much more. Beyond graphic and print design, D3Corp provides a wealth of knowledge and assistance in social marketing, search engine optimization (SEO), e-mail marketing, mobile marketing, and e-commerce. Learn how to use social tools to make your business more attractive, utilize D3’s professional solutions to get improved organic rankings in online search engines, ensure your site is working effectively with mobile devices and tablets, or sell your products, services and gift cards online with D3Corp’s secure ecommerce engine, customized specifically for your business. Call D3Corp at 410-213-2400 or email firstname.lastname@example.org.
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Business Journal • October 2013
Energy & Technology New corporate offices for Perdue
Since its beginning in 1920, Perdue Farms has consistently grown, and has repeatedly expanded its facilities to meet this demand. In 2009, Perdue made a bold move to completely overhaul its corporate offices with one goal in mind: improve the working environment for employees and reduce impact on the surrounding environment, all while working within the existing building envelope. Mitchell Associates, Gillis-Gilkerson, Inc. and AWB Engineers helped Perdue develop a practical, efficient approach to meet the needs of the building’s occupants in an efficient and responsible manner. Several innovative systems were incorporated in the design. Energy efficient light fixtures with automatic occupancy sensors were used throughout the building. The sensors turn lights on when a person enters a space, then automatically turn lights off when the space is unoccupied. In addition, personal work spaces were outfitted with task-level lighting to minimize overall lighting require-
ments. Ventilation systems were designed to exhaust stale air from the building and replace it with fresh air. Waste energy from the stale air was used to temperature condition fresh air through an Energy Recovery Ventilator (ERV). Air quality sensors and automatic controls vary fan speeds to maintain safe conditions inside the building and reduce energy requirements. A modular Variable Refrigerant Flow (VRF) system was designed to maintain comfortable indoor conditions for employees. Each VRF system consists of multiple fan units within the building spaces, a single roof-top mounted heat pump, and an intelligent “Smart” controller. The intelligent controller interacts between the building units and the heat pump and controls the flow of heating and cooling energy between the units. When conditions within the building call for some areas to require heating and others cooling, the intelligent controller can move the excess heat energy from cooling areas Continued to page 23
Advance with Affordable Business Systems
Since 1996 Affordable Business Systems has been helping Delmarva businesses succeed. We love knowing that by helping businesses control operating costs and improve office productivity we are playing a small part in helping them win in the marketplace. We find that many of our business owners are not fully aware of the productivity enhancing features that some of today’s multifunctional copiers offer. Many businesses designate a key operator who handles things like adding toner and placing service calls for equipment. One feature many businesses are not aware of is the ability of the copier to email the key operator if it has a problem for example, error code, out of toner or out of paper. Another productivity-enhancing feature is the ability to scan hard
copy documents in and have them converted to MS Word files that can be edited. This can often save hours of re-typing. We are now living in what office experts are referring to as the BYOD age. BYOD stands for “bring your own device” where many office workers are bringing their own laptops, iPads and smartphones to work. We have expertise in helping you leverage those devices by showing you how they can work with your copiers and printers. As you can see, office technology is constantly changing and we can help explain how those changes can have a positive impact on your business’s bottom line. For more information, call Affordable Business Systems at 888727-2679, visit www.affordablebusinesssystems.com or like us on Facebook.
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Business Journal • October 2013
Retrofit to more efficient lighting By J. Michael Crosby Ph.D.
Certified Green Advantage, Energy Star Partner MidAtlantic Lighting Solutions
In an effort to reduce per capita electricity use 15% by 2015, the 2008 EmPOWER Maryland Act allows the five main utilities to add a small surcharge to all Maryland ratepayers. This adds up to millions a month and results in huge rebates available for Maryland businesses. As an approved trade ally of BGE, Delmarva Power and Pepco for this region, rebates are available through MidAtlantic Lighting Solutions. Here’s how it works. First, MidAtlantic Lighting Solutions conducts a free lighting audit, inside and out, and prepares a free proposal. Next, clients submit a Delmarva Power rebate application, expedited exclusively through MidAtlantic Lighting Solutions; approved trade ally in the region. When approved, eligible businesses receive a 30-80% rebate; depending on their size. For other utilities, funds are available through Constellation Energy or Brandywine Capital. These companies work exclusively with our clients
to integrate the payback into your electric bill utilizing the shared energy savings. It gets even better. MidAtlantic Lighting Solutions boasts the largest selection of quality American-made products from Capital Tri-State Electric; many with a 5-year warranty. CTE has 43 locations in three states and a 60,000 sqf warehouse in Salisbury. MidAtlantic Lighting Solutions is also the only company with an in-house recycling program to eliminate the old toxic luminaries; a step required by law. The following businesses, right here in Salisbury, have benefited from a MidAtlantic Lighting Solutions retrofit: David Moore PA, Manhatten Square, Market Street Inn, Marshall Hotels & Resorts and Trade It. Need another reason to act now? The EPACT 2005 Federal tax deduction of $.60/SF expires this year, so all projects must be placed into service by Dec. 31, 2013. Take advantage of this disappearing deduction. For your free audit and proposal, contact Michael Crosby at 410-353-6814 or mikecrosbyenergy@ aol.com before Oct. 30.
Join the SACC Tech Network By Kevin Justice Tech Network, Chair
The focus of the Tech Network is to promote an in-person social network for anyone in a technology related industry or job function. We get together to meet others in the area that share a similar focus on working in technology. In the past we have also developed events for the chamber that included speakers, panel discussions and Lunch & Learns for a variety of technology subjects. We welcome any chamber member who has an interest in technology – any technology. In the past this has been people who work for technology service companies or people in technology oriented roles at companies, non-profits and government agencies. You don’t have to be a techie or geek to attend.
Continued from page 22
to heating areas. As such, the energy requirements for the heat pump are greatly reduced. This modular approach also allows for a more customized sizing of fan units within the building, allowing increased architectural flexibility in configuring interior spaces. These innovative practices and
We plan to mix up the schedule to keep it interesting. We are already planning a session in the future that will be an on-site visit to some neat technology happening right here on the Shore. We are also planning an after-work event to give all you techies the chance to have a drink and get to know the others in the group. Right now we are planning an upcoming meeting at the SU Perdue Hall (date TBA). Stay tuned for more information on where the Tech Network will be exploring next! About the author Kevin Justice is the chair of the Tech Network and also the CEO of Matice, a local Marketing, Advertising and PR firm. He can be reached at 410-8584775 or email@example.com.
designs met Perdue’s project goals, and have led to a direct 25% plus reduction in building energy costs. Coupled with many other aspects, including the company’s landmark solar farm, Perdue was recently able to achieve LEED Platinum certification for the project. AWB Engineers congratulates Perdue Farms on setting a positive example of environmental stewardship and corporate business responsibility.
Business Journal • October 2013
Energy & Technology New approach to electricity CNC Solar adding array for Credit Plus
CNC Solar is nearing completion of construction on a 668.5 kW solar array for Credit Plus in Salisbury. Bob Whyte, Mid-Atlantic sales manager for CNC Solar notes, “The energy-efficiency of solar technology will eliminate Credit Plus’ electric bill and save the company millions of dollars in energy costs over the next 25 years of guaranteed production. By choosing the innovative CNC Solar solution, Credit Plus’ project is 100% financed and will be cash flow positive on day one. Additionally, they will receive about half of the project cost back in 2013 in the form of Federal Tax Incentives.” This new solar array will
produce enough power for 828 homes, offsets 61.5 tons of carbon dioxide and is the equivalent of planting 308 trees per year. CNC Solar and Credit Plus, along with the Salisbury Chamber of Commerce, will celebrate the startup of this solar array at 5 p.m. on Wednesday, Oct. 30. Elected officials, local businesses, and civic leaders will attend the official ribbon cutting ceremony with a reception afterwards. If you would like to attend, call 877-440-9590 or email firstname.lastname@example.org for more information. The event will be held, rain or shine, at Credit Plus’ location at 3155 Winterplace Pkwy., Salisbury.
One of the most widely available and effective ways to better manage electricity costs is “demand response.” In its broadest definition, demand response provides the opportunity to receive financial incentives for voluntarily reducing electricity usage during peak demand times when electricity prices and consumption are highest. Peak demand occurs only a few times per year, mostly during afternoon hours in the summer. “Demand Response programs help to prevent blackouts, reduce demand on the grid, and benefit the environment,” said Michael S. Payne, JD, LLM, executive vice president & corporate counsel of independent consulting firm APPI Energy in Salisbury. Reducing electricity usage during peak demand times is important because it reduces the number of “peaker plants,” similar to the Vienna Generating Station, that must go online to generate enough power to meet peak load. Peaker plants are old, dirty, and expensive to operate. Demand Response programs are generally either incentive-based or time-based programs. Under incentive programs, customers are prompted to reduce electricity consumption during periods of peak demand in exchange for financial incentives or lower
electricity bills. Customers typically reduce their electricity load by operating onsite generators, shutting down equipment, adjusting HVAC or lighting, or changing operations from peak to off peak periods. Incentive-based demand response programs are most common and deliver the majority of energy savings. Time-based programs charge customers different rates depending on the time of day that electricity is consumed. This concept is much like buying a low-cost airline ticket based on low travel demand days. The U.S. electricity infrastructure is expensive, challenging to maintain, and rapidly aging. Trillions of dollars must be invested nationally in the next few decades to upgrade from the current infrastructure to a modernized, fully interactive Smart Grid. Looking forward, Smart Grid technology will greatly improve demand response and its ability to better manage electricity costs. Demand response programs are becoming an increasingly important resource for grid operators during periods of system stress. For more information about APPI Energy or how to participate in demand response, contact 410-749-5507 or email@example.com.
Member Benefits • Electricity Procurement • Natural Gas management • Energy Efficiency measures • Green Energy “APPI took care of everything from collecting our use, gathering bids from various electricity suppliers and explaining the price and contract differences in understandable language. We were able to lock in a very affordable rate for 36 months.” Marty Neat, President First Shore Federal Savings and Loan
Business Journal • October 2013
MCE launches a new loan fund
MEALS ON WHEELS DONATION - The Community Foundation of the Eastern Shore awarded MAC, Inc. $20,000 to support the organization’s Home-Delivered Meal Program, better known as “Meals on Wheels.” The initiative provides a lifegiving service to the homebound elderly who are confined to bed, lack transportation, or are too frail to cook for themselves. This grant was supported by three Field of Interest Funds held at the Community Foundation: $10,000 from the Albert J. Bailey Wicomico County Fund; $5,000 from the James G. Barrett Worcester County Fund; and $5,000 from the Somerset County Fund. Pictured are: Peggy Bradford, executive director, MAC, Inc. and Doug Wilson, president, Community Foundation.
Studio celebrates anniversary Debbie Whelan is celebrating the 30th anniversary of her company, D’Ann Danse Studios, Inc. When D’Ann Danse Studios opened in 1983, Whelan’s goal was to offer the most comprehensive dance education via the highest quality dance classes that prepare children for professional opportunities in the arts and in other academic fields. This goal has been achieved over the past 30 years and is constantly expanding. The studio has been featured in four national periodicals including Dance Magazine, Dance Pages and Dance Teacher. Whelan has been recognized personally by the National Foundation for Advancement in the Arts and New York City Dance Alliance and is an award winning choreographer, producer and adjudicator for state and national scholarship programs and pageants. Some of Whelan’s students’ achieve-
Continued from page 20
reducing energy costs helps brighten and secure its future.” About Paradise Energy Solutions Paradise Energy Solutions, LLC is an experienced and qualified solar energy contractor with offices in Pennsylvania, Illinois, Maryland, Massachusetts, New York and Ohio. They are a fully licensed and insured Solar Energy Contractor in Pennsylvania (PA), New Jersey (NJ), Maryland (MD), Delaware (DE), New York (NY), Massachusetts
ments include earning over 80 national titles, modeling for national catalogs, receiving scholarships to prestigious schools for the performing arts and performing numerous times for Disneyland, Disney Whelan World & Royal Caribbean Cruise Lines. Whelan has formed a non-profit dance foundation, The Angel Project, which offers scholarships to study dance under their Shockwave program for at risk youth and under their Danse Art with Heart program for children with special needs. For more information on D’Ann Danse Studios, visit www.danndansestudios.com. (MA) and Ohio (OH). They are also an “Approved Solar PV Installer” under many state rebate programs in the states listed. Paradise Energy has 45 employees and has installed a total of over 6.5 megawatts of solarpower as of the September 2012. In addition, Paradise Energy Solution’s CEO Tim Beiler and many team members have earned the industry’s leading recognition of expertise as a certified installer of solar electric systems (aka “photovoltaic” or “PV” systems) and certified technical sales from the North American Board of Certified Energy Practitioners (NABCEP).
A new Women-Owned Business Loan Fund has been launched by Maryland Capital Enterprises, Inc. making small business loans from $5,000 to $50,000 available to businesses owned by women on the Eastern Shore of Maryland and the Baltimore/Annapolis area. Two prominent women in business have given their support to the fund and volunteered to be honorary co-chairs of the fund’s advisory committee. They are Mitzi Perdue, author, artist, public speaker, philanthropist and widow of the late poultry magnate Frank Perdue, and Dr. Maya Rockeymoore Cummings, president and CEO of Global Policy Solutions and wife of U.S. Congressman Elijah Cummings (D-Maryland-7th). MCE is a nonprofit micro-business finance and assistance agency formed in 1998 that provides loans, education, and assistance to small businesses on Maryland’s Eastern Shore and provides loans to small businesses in the Baltimore/ Annapolis area. Based in Salisbury with an office in
Baltimore, the firm is certified by the U.S. Treasury Department as a Community Development Financial Institution. It is also certified as an Intermediary Micro-lender for the Small Business Administration, the Perdue U.S. Department of Agriculture, and the State of Maryland. It has made nearly $3 million in loans to small businesses. For more information or to inquire about a small business loan, contact MCE at 410-5461900 or email info@ Cummings marylandcapital.org. To find out more about Maryland Capital’s loan programs, visit www. marylandcapital.org.
PROJECT OPPORTUNITY DONATION - Linda Mundt, vice president M&T Bank, business and professional banking relationship manager, presents check to Nina East, SACC Foundation president, to support Project Opportunity, the foundation’s entrepreneurship training program for veterans.
ALS DONATION - The Community Foundation of the Eastern Shore’s Mark and Patty Engberg Fund awarded a $1,000 grant to ALS Association – Salisbury Walk to support their efforts to provide care services, direct research and enact public policy for lives of people with ALS and their families. Pictured from left: Sherry Singer, M.S., CCC-SLP patient & family services coordinator, The ALS Association DC/MD/ VA Chapter; Nancy Sterling; Mark Engberg, fund representative; and BJ Summers, director, development and philanthropic services. The Walk to Defeat ALS was held in Salisbury on Sept. 21.
Business Journal • October 2013
Salvation Army welcomes the Tidmans to Salisbury The Salvation Army welcomes Major Vic Tidman and his wife Ellen. Major Vic Tidman is a fourth generation Salvation Army Officer who was born in Spartanburg, S.C. He graduated from high school in Flat Rock, Mich. and attended college at Asbury College in Wilmore, Ky. where he met his wife Ellen Tanzey. Ellen is a first generation officer who was born in Portsmouth, Va., grew up and graduated from high school in Bedford County, Pa. After graduation from college and a short stint in the public school system, Vic accepted a position as a youth program director for the YMCA and Ellen began her own business as a professional seamstress and dress maker. Twelve years later, while living in Perry, Okla., where Vic was the chief executive officer of the YMCA, they responded to the call to ministry as Salvation Army officers. The Tidmans were commissioned as officers in June of 1993 from the School for Officer Training in Atlanta, Ga. They were appointed to their first Corps Command in Bartlesville, Okla. They have also served as Corps commanding officers in Shawnee, Okla., Lawton, Okla., Fairfax, Va. and as the area commanders for Gainesville, Ga. The Tidmans come to Salisbury from a six year assignment in Saint Petersburg Russia where they were appointed as the area coordinators for The Salvation Army in Northern Russia.
UNITED WAY DONATION - Bank of America’s Andrea Adams recently presented United Way of the Lower Eastern with a $5,000 grant to support local programs in the community. Accepting the grant is Kathleen Mommé of the United Way. Bank of America has developed a longstanding partnership with United Way, helping to improve lives in communities across the Lower Shore. To learn more about United Way’s programs and community works, and how to get involved, visit www.unitedway4us.org or call 410-742-5143.
Major Vic Tidman and his wife Ellen
Vic was also in charge of public relations, fundraising and men’s programs for all of Russia. Ellen was responsible for grants and projects in Russia as well as the Overseas Child Sponsorship program. The Tidmans have two children. Their daughter Misti is a children’s librarian in Newark, Ohio and their son Matthew works for The Salvation Army while preparing to enter training next year with his wife Laura to become officers.
Airlift Group recognizes airport The Maryland Air National Guard’s 135th Airlift Group made a special stop recently to show appreciation to Salisbury-Ocean City: Wicomico Regional Airport (SBY) for their support of the airlift unit’s flying operations. Lieutenant Colonel Gordon Kinney and members of his crew flew the C27J to the airport to make the presentation to County Executive Rick Pollitt, Airport Manager Bob Bryant and Brent Miller, representing the Airport Commission. The Maryland Air National Guard’s 135th Airlift Group was a frequent visitor to the SBY Airport and contributed to the record number of 13,713 military aircraft operations recorded by the SBY Air Traffic Control Tower during 2012. The United States Air Force recently decided to deactivate the 135th Airlift Group and discontinue the C-27J program. Lt. Col Kinney commented, “Your willingness to support our flying opera-
tions, especially our short-field landing zone training, has been unprecedented from a civilian airfield. The Letter of Agreement between the airport and the 135th Airlift Group enabled our crews to maximize their local training and prepare themselves for successful combat airlift in Afghanistan.” The Maryland Air National Guard’s 135th Airlift Group supported a number of worldwide missions, including troop and armament delivery on rugged landing strips to emergency evacuation and humanitarian relief services. The Salisbury-Ocean City: Wicomico Regional Airport has a long history of support to aircraft operation from all branches of the military. Its proximity to a number of Air Force, Navy, and Air National Guard flight operations makes the SBY Airport an ideal location for specialized pilot training like the Assault Landing Zone exercises performed by the Maryland Air National Guard’s pilots in the C-27J Spartan.
Delmarva Power to raise rates
ADVISORS ATTEND CONFERENCE - Brent Miller, CCIM, CPM, Henry Hanna, CCIM, SIOR, and John McClellan, CCIM, advisors with Sperry Van Ness – Miller Commercial Real Estate in Salisbury, attended the ICSC PA/NJ/DE Idea Exchange at the Atlantic City Convention Center in Atlantic City, N.J. The International Council of Shopping Centers (ICSC) is the premier global trade association of the shopping center industry and is made up of over 60,000 members in over 90 countries. The event took place Sept. 9-11, and included a variety of educational sessions in management, marketing and technology. Hanna states, “From attending the ICSC Idea Exchange I learned that fast food and dessert franchises have a strong interest in expanding in the Salisbury and Eastern Shore markets.” Pictured from left: McClellan, Miller and Hanna.
The Maryland Public Service Commission (PSC) has authorized Delmarva Power to increase delivery rates for its Maryland customers, effective for electric service rendered on and after Sept. 15, 2013. The change will add 3.6 percent to monthly residential bills. A typical bill for a residential customer using 1,000 kilowatt-hours a month would increase by approximately $5.09, moving the average monthly bill from $140.22 to $145.31, or approximately 16 cents more per day. The bill impact on commercial and industrial customers would vary according to usage. The approval of the $14.98 million revenue increase is less than the company’s request for $22.57 million. The PSC also approved a Grid Resiliency Charge which amounts to approximately $0.03 cents per month, starting
in 2014, for the average residential customer. This charge will cover costs associated with Delmarva Power’s plans to accelerate its reliability improvements by upgrading key equipment in the next two years. Delivery rates cover the cost of poles and wires that carry electricity to customers’ homes and businesses and are separate from supply rates. Supply rates are determined by wholesale energy markets and reflect the cost of power that Delmarva Power purchases on behalf of its Maryland customers who do not buy power from an alternate supplier. Supply costs are driven primarily by the cost of fuel to make electricity. Customers who buy electricity from a competing supplier will see the same increase in their delivery rates. For more information, visit www. delmarva.com.
Business Journal • October 2013
Horizons at The Salisbury School rising 5th graders learned to read the newspaper this summer. Volunteer teacher, Sidney Eagle taught them how to understand and discuss different topics in the newspaper. From left: Amya Tull of Salisbury, Sidney Eagle of Berlin, Alex Dameus of Salisbury.
SCHOOL SUPPLIES DONATION - Dennis Hopson, Edward Jones financial advisor, presents Joyce Lewis of Northwestern Elementary School in Mardela, with school supplies for students who are less fortunate. Hopson’s office held a school supply drive for schools in need of supplies for elementary school age children. Supplies were delivered to elementary schools in Crisfield, Princess Anne and Mardela.
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From left, back row: Heather Davidson of Salisbury, Hope Morgan of Salisbury, Jayme Hayes of Salisbury, April Abbott of Hebron. Front row: Alisha Mondestin of Salisbury, Sephora Frejuste of Salisbury.
Horizons presents JA program Horizons at The Salisbury School rising 5th graders participated in Junior Achievement this summer. Each week, April Abbott and Tori Nichols from First Shore Federal Savings & Loan volunteered their time to teach the Junior Achievement “More Than Money” Program.
Hope Morgan, district sales manager, MNET Mortgage Corp, made the program possible by donating the funding. For more information about Salisbury Horizons, contact Dr. Harlan Eagle, executive director, at 410-7424464, ext. 320.
Becker Morgan selected for Ocean City Fire Department project
Ocean City has selected Becker Morgan Group to provide Architectural and Engineering Services for the Ocean City Fire Department Headquarters Renovation project. Becker Morgan Group fulfilled qualification requirements and their fee was the lowest of 12 proposals received. Proposed improvements include a 6,000 square foot building addition, as well as a new roof design. The expansion will include administrative offices, equipment and storage space, and additional amenities, such as an exercise facility. Becker Morgan Group and their team of consultants will provide all architectural and engineering services necessary to complete the proposed Ocean City Fire Department Headquarters renovations.
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Business Journal • October 2013
Receiving assistance presents challenges By Jackie Gast
Brittany has a college degree in communications and conflict analysis and dispute resolution and really wants to work. As employers, finding SSA sent a letter saying this type of person is half the she was in default and battle – the other half is having job candidates be able to pass a would have to pay the drug test. entire amount. Seriously, Brittany can and wants to work and Brittany does not have a problem passthe right people at SSA. So when Briting a drug test. As a matter of fact, she has tany received a W-2 in January, SSA was had a part-time job on the mid-shore for a informed and sent Brittany a letter saying year, has excellent attendance and her emshe would have to return over $2,500. Britployer tells me how much they value her tany quickly learned the proper procedure at work. However, Brittany would like to for reporting wages and agreed to SSA’s utilize her college degree and is looking for plan of returning the money through an aufull-time work. tomatic monthly deduction taken directly Brittany also receives a Social Security from future monthly SSI checks. Okay, check each month because she qualifies Brittany continues to work and all is now as a person with a disability which then good. Not. qualifies her to receive Social Security InBrittany is paid by her employer evsurance (SSI) benefits. The amount of her ery other week. May 2013 had three pay check is reduced due to her work wages periods. This gets interesting. According according to a government formula. to the SSA computer, Brittany made too Soon after Brittany began work, she much income in May and therefore, did had inquired about reporting her wages to not issue her an SSI check which meant the Social Security Administration (SSA) the automatic payback amount was not but wasn’t sure how to go about it and was deducted. SSA sent Brittany an automatic not having luck in getting in touch with letter saying she was in default and would
have to pay the entire amount back immediately. This after all the stress of just having figured out how to report and set up a payment schedule. Okay, after multiple phone calls by me (we have a contract with SSA to assist people like Brittany who want to become independent from government assistance) and by Brittany and by her mother, SSA tells us this is an automatic letter SSA sends and to disregard it. I asked, “That would happen two or three times/year. Doesn’t that cause people to panic?” SSA’s response was, “yes.” Hmmm. This finally got straightened out - so we thought. Stay tuned next month to hear what was in the next SSA letter to Brittany. And you wonder why people on public assistance may choose not to work if they have to worry unnecessarily and about losing their benefits so quickly that they fought so hard to get? For more information about disability employment, visit www.esbln.org or contact Jackie Gast at 443-783-5787 or firstname.lastname@example.org. About the author Jackie Gast is director of the ESBLN Eastern Shore Business Leadership Network.
Wor-Wic called military friendly by G.I. Jobs
For the third year in a row, WorWic Community College was named as one of the top Military Friendly Schools for 2014 by G.I. Jobs, a veteran-owned magazine for military personnel transitioning to civilian life. The Military Friendly Schools list honors the top 20 percent of all colleges, universities and trade schools nationwide that are doing the most to embrace America’s military service members and veterans as students. Wor-Wic recognizes and adheres to Veterans Administration standards and strives to assist veterans as much as possible. Fred Howard, financial aid scholarship and veterans coordinator, is available at Wor-Wic to help current and prospective students who are veterans or active military. “Since the fall of 2006, more than 900 Wor-Wic students have used the GI Bill while attending Wor-Wic,” said Howard. “After the Post 9/11 GI Bill was passed by Congress in the summer of 2009, we began to see an increase in veterans attending WorWic. Last year, more than 300 veterans were enrolled at Wor-Wic.” A U.S. Navy veteran, Howard serves as the advisor for the veterans and military association at Wor-Wic, a student club that is open to all students who have served in the U.S. armed forces. The club raises awareness of issues and organizes events.
Business Journal • October 2013
Telewire helps the auto industry
NEW FUND - The Community Foundation of the Eastern Shore was the beneficiary of the estate of Dr. Gladys M. Allen, who passed away November 2012. With this generous gift, the Community Foundation established the Gladys Martha Allen Aid to Education Fund. A daughter of missionaries in India, Gladys was born in Jorhat, Asam, India. Gladys started elementary school at the Campus Elementary School of the Normal School, now Salisbury University. When she was 8, she returned to the Orient with her mother and sister, returning to America to finish high school and graduate from the University of Maryland Medical School in Baltimore in 1947. Following her residency specializing in obstetrics and gynecology at the associated Women’s Hospital of Philadelphia, she returned to the land of her birth as a medical missionary for the American Baptist Foreign Mission Society. In 1959, she returned to Salisbury where she established a private practice in obstetrics and gynecology. She became public health officer in Wicomico County in 1974 and retired in 1986. Pictured, from left: Charles R. Dashiell Jr., Hearne & Bailey, PA; Mary Ellen Shupe, fund representative; and Doug Wilson, president, Community Foundation.
Telewire, Inc., an industry leader in unified communications, has launched a program that is accelerating the growth of the automotive industry. The momentum in the financial markets has brought a few industries back to pre-recession levels, and with this recovery many automotive dealers are seeing the opportunity to secure a foothold in the marketplace. Telewire has developed a unique program that is changing the way in which automotive dealers operate, increase employee productivity and bolster customer service. The ultimate objectives of automotive dealerships are to deliver exceptional customer service and a great buying experience. Ultimately, the automotive dealer is fueled by the people who are running it and the technology supporting those key employees. Until recently, technology has played a minor role, but new functionality has changed the ways that customers interact with dealerships. Telewire has identified several technologies that make employees more productive and streamline operations. One example is the functionality offered by Automatic Call Distribution (ACD). ACD phone systems distribute incoming calls to a specific group of terminals that agents, salespeople, customer service, parts departments or administrative staff use. Routing incoming calls is the task of the ACD system. ACD systems are often found in offices that handle large volumes of incoming phone calls from callers who have a specific need (e.g., customer service representatives) at the earliest opportunity. This
significantly reduces the amount of time that a customer has to wait on-hold. Customers can connect with employees faster which drives customer service and satisfaction for all parties involved. Another example is the functionality offered by the ever popular; “Find Me, Follow Me” feature. “Find Me” refers to the ability to receive incoming calls at any location. “Follow Me” refers to the ability to receive calls at any number of designated phones, whether ringing all at once, or in sequence. An example of this in action is when salespeople are walking around the lot showing cars to prospective buyers and suddenly a customer calls their desk phone. Historically, a salesperson would miss all of these calls and just return them whenever they walk back inside and sit down at their desk. Today’s technology enables them to have that same call ring both their desk phone and their cell phone, at the exact same time. Salespeople no longer have to waste time playing “phone tag” and can spend more time selling cars and increasing revenue. Dealerships are in an extremely competitive marketplace and finding ways to streamline operations, keep the customer connected to salespeople and increase customer service levels are of the utmost importance to success. By working with a provider like Telewire, dealerships can increase their productivity and give themselves a unique competitive advantage. For more information on Telewire, call 410-749-2355 or visit www. telewire-inc.com.
SCHOLARSHIP FUND - Ocean City Berlin Optimists contributed $16,000 to the Community Foundation OC Berlin Optimist Youth Foundation Scholarship Fund. This scholarship benefits graduates from Stephen Decatur High School. Pictured from left: Charles Smith, OC Berlin Optimist Youth Foundation, Inc. member; Doug Wilson, CFES president; and Richard Caproni, OC Berlin Optimist Youth Foundation, Inc.
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DOVE POINTE ACQUIRES BUILDING – John McClellan, CCIM and Brent Miller, CCIM, CPM with Sperry Van Ness – Miller Commercial Real Estate in Salisbury, announce that locally-based Dove Pointe has purchased a new location at 1315 Mt. Hermon Rd. in Salisbury. The location includes a 15,000 SF structure situated on a 2.08 acre parcel that has been home to Long & Foster since 2002. Miller represented Dove Pointe and McClellan represented the seller, Long & Foster. Dove Pointe has been expanding their core services in the Mt. Hermon Road area since first acquiring the former Service Merchandise building in 1997. According to Executive Director Donald B. Hackett, “We have been seeking additional space to better serve our clients and their families. The opportunity to acquire a free standing building so close to our existing operations allows us to expand and meet those needs, enabling us to better serve the community.” Long & Foster will be relocating in the Salisbury area in the spring of 2014.
Business Journal • October 2013
TGM Group announces promotions TGM Group, LLC, Certified Public Accountants, announces the promotions of Elizabeth Eicher, Daniel Ensor, Christina Carrier, Audrey McKenrick and Michelle Muir. Betsy Eicher was promoted to manager. Eicher started her accounting career in December 2004 as an accounting intern and joined the firm as a full time staff accountant in July 2005. She received her bachelor of science degree in accounting from Salisbury University in 2005. She resides in Salisbury. Daniel Ensor was promoted to manager. Ensor started his accounting career in August 2005 as an accounting intern and joined the firm as a full time staff accountant in July 2007. He received his bachelor of science degree in accounting from Salisbury University in 2007. He lives in Salisbury with his wife, Jamie and daughters, Avery and Maya. Christina Carrier was promoted to supervisor. Carrier joined the firm in 2009 as a full-time staff accountant. She received her bachelor of science degree in accounting from Salisbury University
Apple Cheddar Muffins Sub Runners Sub Runners has been part of the Salisbury business community since 1986. A locally owned family business since 2003, Sub Runners offers delivery to most Salisbury area businesses and residents. They proudly support the community with donations of food and manpower to area nonprofit groups. Apple Cheddar Muffins 2 c flour 1 T baking powder 1/4 t cinnamon 1/2 t salt 1/4 c unsalted butter 1/4 c sugar 2 large eggs 1 c sour cream 2 medium apples (Golden Delicious) peeled, cored and finely chopped 1/2 c grated Cheddar cheese
in 2008. She lives in Berlin with her husband, Ken and daughters, Kendra and Kahlan. Audrey McKenrick was promoted to supervisor. McKenrick started her accounting career in November 2009 as an Muir accounting intern and joined the firm as a full time staff accountant in August 2010. She received her bachelor of science degree in accounting from Salisbury University in 2009. She resides in Easton. Michelle Muir was promoted to senior accountant. Muir O’Neal began as an intern with TGM in January 2011 and joined the firm full time in August 2011. She received her bachelor of science degree in accounting from Salisbury University in 2010. She resides in Salisbury. Miranda O’Neal Chance and Matthew Chance were hired as fulltime staff accountants. Miranda O’Neal started her accounting career in January 2012 as an intern and joined the firm full time in August 2013. She received her bachelor of science degree in accounting from Salisbury University in 2011. She resides in Seaford, Del. Matt Chance started his accounting career in January 2013 as an intern and joined the firm full time in August 2013. He received his bachelor of science degree in accounting from Salisbury University in December 2012. He resides in Fruitland with his wife Lucy and 3 children.
1. Preheat oven to 425 degrees. Butter 16 muffin cups, each 2 1/2 inches in diameter. 2. In a large bowl, mix the flour, baking powder, baking soda, cinnamon and salt. 3. In a separate large bowl, cream the butter with the sugar until light and fluffy. Beat in the eggs one at a time. Stir in the sour cream. 4. Add the wet ingredients to the dry ingredients all at once and stir to blend. Do not overwork the batter or the muffins will be tough. Stir in the apples and cheese. 5. Spoon the batter into the muffins cups, filling each about halfway. Bake 15 to 20 minutes or until a toothpick inserted into the center comes out clean. Turn the muffins out of the tins and serve at once. Sub Runners is a proud member of LORA (Local Owner Restaurant Association).
Business Mix Perdue Farms recognized
Six Perdue Farms’ facilities on Delmarva were among 20 company locations recently recognized by the Joint Industry Safety and Health Council for outstanding safety performance for consistently implementing innovative and effective safety and health processes and systems. Perdue Farms received the awards at the 2013 National Safety Conference for the Poultry Industry in Amelia Island, Fla. Perdue facilities received 20 of the 92 total awards given, the most received by any council member company. Perdue plants in Accomac, Va., Georgetown, Del. and Salisbury, were among eight of the company’s food processing facilities to receive the Award of Distinction, the council’s highest honor. This marks the third straight year these facilities have earned the Award of Distinction since the inception of the safety award program in 2010. The council also presented its Award of Honor to Perdue’s processing facility in Milford, Del. and hatchery in Hurlock. These facilities, two of nine Perdue operations to receive the award, were credited with maintaining OSHA safety metrics at least 25 percent better than the industry for three straight years. The company’s feed mill in Hurlock earned the council’s Award of Merit for maintaining its OSHA safety metrics at least 25 percent better than the industry average for two consecutive years. This facility received the same award last year. Perdue has a standard, companywide safety culture that encourages active associate participation and input.
New rules will help veterans
The U.S. Department of Labor has announced two final rules to improve hiring and employment of veterans and for people with disabilities. One rule
updates requirements under the Vietnam Era Veterans’ Readjustment Assistance Act of 1974; the other updates those under Section 503 of the Rehabilitation Act of 1973. For more than 40 years these laws have required federal contractors and subcontractors to affirmatively recruit, hire, train and promote qualified veterans and people with disabilities respectively. For more information, visit www. dol.gov/ofccp/VEVRAARule/ and www.dol.gov/ofccp/503Rule/.
Angel Project seeks mentors
D’Ann Danse Company’s Angel Project - Adopt An Artist Fine Art Scholarship Program is designed to bring dance, music, and drama to “at risk” youth. By participating in Shockwave, a positive artistic outlet, the community of Salisbury can improve students’ lives and academic attitudes. Individuals from some of the area’s most respected companies are coming together to provide funding, mentoring, time and talent, volunteerism, and more to make this project a reality. The Angel Project offers a safe, constructive, and engaging positive environment for young people who lack adult supervision during non-school hours, a time when they are most vulnerable to violence and gangs. An increasing number of communities are realizing that art programs for at-risk youth offer an effective and more affordable alternative to detention and police-centered crime prevention. We invite you to become an Angel to a special youth in our community. An artist can be adopted for $50 a month which provides a scholarship to study with professional artists in their field of interest and the necessary supplies to expand their artistic talent. To become an Angel sponsor or Shockwave mentor, contact us at dansenews@gmail. com or 410-742-3388.
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Business Journal • October 2013
THIRD FRIDAY - Chamber members gathered to cut the ribbon for Delmarvalous Occasions during September’s Third Friday. Delmarvalous Occasions offers weddings, a wedding chapel, officiant services, parties, corporate events, event venue festivals, nonprofit fundraisers, gifts and more. Afterwards, Chamber members were invited to preview the venue located on the 2nd floor of the City Center building downtown. Delmarvalous Occasions is partnering with Market Street Inn for their events and attendees
Our hosts, Brian Townsend of Delmarvalous Occasions and Rob Mulford of Market Street Inn
Al Higgins of Morning Star Publications and Colette Higgins of Body Beautiful
Perdue AgriBusiness to open sales agency
Dianne Pitcher and Heather Herbert of University Orchard and Millie King of Flexera
Perdue AgriBusiness, in conjunction with DuPont Pioneer, will establish a new, multi-outlet seed sales agency on the Eastern Shore. This new agency will help farmers in the state of Delaware optimize production and offer helpful insights into crop management. A new seed processing, storage and distribution center is being constructed at the site of Perdue’s existing grain facility on Adams Road in Bridgeville. The center will have 8,400 square feet of floor space and will open in early 2014 to support the Pioneer brand seed sales and service business.
10th Annual Small Farm Conference
The 10th Annual Small Farm Conference happens on the campus of the University of Maryland Eastern Shore Friday, November 8, and Saturday, November 9, in the Richard A. Henson Center. The two-day educational conference furthers the theme and the goal of the University of Maryland Extension Small Farm Outreach Program in “Sustaining Small Farms . . . 360 Degrees.” On-site registration for the conference begins at 1 p.m. on Friday. Workshops and tours start promptly at 2 p.m. Participants may choose among four topics that cover a broad array of subject matter, including poultry processing, social media, using sheep and goats to aid in weed control and home food preservation. Saturday’s seminars fall under three educational tracks: Alternative Agriculture, Farm Business & Marketing and New & Beginning Farming. Highlights for the conference include the new and innovative “New & Beginning Farmer Track,” with seminars chosen to equip participants with the knowledge and resources needed to own and operate a farm business more successfully. The “Home Food Preservation Class,” which was new to the conference last year, is back by popular demand. Participants will learn the basic USDA approved canning techniques, including pressure canning and water bath canning. Also returning from the previous year is the youth program theme, AGsploration. Youth of all ages, who come with or without parents, are encouraged to participate. Lesson topics include animal and plant agriculture, agriculture and the environment and agriculture technology. Ben Burkett is the keynote speaker for the event and will address participants during the luncheon on Saturday. Burkett has worked throughout the south on behalf of small farmers to ensure their livelihoods through a movement known as food sovereignty, wherein proponents assert the right of producers, distributors and consumers to define their own food systems. To further define his work, Burkett is building the framework to sustain a new generation of small farmers. For more information or to register online for the 2013 Small Farm Conference, visit www.umes.edu/1890-mce. Registration fees are $25 per person, $40 per couple, and $10 for each child who is registered without a registered parent. Youth who will attend with at least one accompanying parent may register and attend for free. All registrations must be received no later than Friday, November 1. Also, arrangements must be made 2 weeks in advance of the conference for anyone in need of special accommodations to participate.
Business Journal • October 2013
Peninsula Regional reducing workforce Peninsula Regional Medical Center (PRMC) has announced a reduction in its workforce with the permanent elimination of 58 positions. All departments, programs and services were evaluated for possible reductions. Separated employees are being provided a severance package based on their years of service. The hospital announced that even with this workforce reduction, there will be no impact on the quality of care provided and PRMC will maintain the level of care and the ratio of care providers at the bedside. “This was an extremely difficult decision but a necessary action to rebalance our hospital,” said Roger A. Follebout Jr., PRMC’s community relations director. “With inpatient volumes declining, it’s clear we needed to make staffing adjustments across all levels of the organization, and we’ll continue to reassess those levels and other budget and supply needs throughout this current fiscal year and going forward. This is healthcare’s new reality.” Employees affected by the workforce reduction will have the opportunity to apply for any open positions within the Medical Center and the PRMC Health System for which they are qualified following their separation. In tandem with the workforce reduction, a voluntary early retirement package is being offered to approximately 130 staff members meeting the requirements, including 15 years of service and being 62 years of age. Both early retirement and
the possible rehiring of employees could adjust down the actual number of staff permanently separating from PRMC, but that won’t be known for a while. “Those offered the option of early retirement, as required by law, are being given time to decide if they voluntarily want to accept that package,” added Follebout. “So it’s difficult now to say how many positions could possibly be open and when, and in what departments and divisions until all 130 or so make their decisions known.” Regardless, the re-balancing of PRMC now was a necessary step. Inpatient volumes across the United States are down; in Maryland they are declining as well. Maryland has recently eliminated 703 licensed beds; 406 of them were lost in the past two years alone. At PRMC, there are 66 fewer patients in the hospital, on average, each day than just a year ago. The Medical Center is now licensed for 288 beds and expects that number to decrease to 250 within the next two years as inpatient demand continues to decline. PRMC was licensed for 363 beds four years ago. With a greater emphasis on outpatient services, the provision of care is shifting and more often happening outside hospital walls, nearer to the patient in the most cost effective location. As services transition away from an inpatient setting, locations like Peninsula Regional’s existing Woodbrooke Medical Complex in Salisbury and the soon to open Delmarva Health Pavilion
Rotary supports ‘Healthy Us’ It’s estimated that one in three U.S. children is overweight or obese. In the past three decades, the number of obese children ages six to 11 has quadrupled. Today, more than 12 million children or adolescents are obese and at risk for a number of serious health issues including diabetes, fatty liver disease, depression and impaired cardiovascular functioning. The Rotary Club of Salisbury, a longtime proponent of initiatives to improve the health of children, has joined forces with the YMCA of the Chesapeake and Peninsula Regional Medical Center (PRMC) in the “Healthy Us” program to combat obesity in children aged six to fourteen The Rotary Club of Salisbury, using a Rotary International District Grant of $3,600 and $1,500 in additional club funds, has pledged its support for the sponsorship of 34 families to participate in the Healthy Us program
through April of 2014. The club will also provide funding for the purchase of supplies and incentives to encourage continued participation. Healthy Us is an 8-week program dedicated to improving the health of the pediatric community by preventing the cycle of obesity in high risk children. Families are required to participate in the program that provides them nutrition and exercise counseling, offers health screenings and ideas to modify behaviors, and continued surveillance in collaboration with their family pediatrician. If you know of a child you feel could benefit from Healthy Us or a family that may be in need of one of the Rotary Club of Salisbury’s sponsorships, contact YMCA of the Chesapeake Wellness Coordinator Amy Sorg at 410-7490101, ext. 23. The next 8-week session begins Oct. 16. Space is limited.
at Millsboro will become essential to providing that style of care closer to the patient. PRMC has discussed plans for additional health pavilions in other areas of Delmarva in the coming years. “Hospitals in the next decade or two will become designed for very critically ill people or those requiring surgical or emergency care. We are no longer exclusively in the sick business, but will be focused on prevention and wellness initiatives designed to keep patients healthy and out of the hospital,” added Follebout. The recent economic downturn has accelerated the push for efficiency for all American healthcare providers. At the federal level, Medicare reduction through sequestration has hurt all hospitals. For PRMC, that amounted to $4 million in lost revenue. In addition, Maryland’s reimbursement system for hospitals is unique, and must respond to federal pressures as charges for our hospital-based services are set by the Health Services Cost Review Commis-
sion (HSCRC). This year, the HSCRC granted hospitals a 1.65 percent adjustment, while at the same time inflation climbed 2.31 percent. For PRMC, each percent falling behind inflation is a $4 million loss in revenue. “Patients aren’t going to other hospitals and this is not a reflection on the quality of care being provided by our hospital or any Maryland hospital,” said Christopher Hall, vice president of strategy and business development at PRMC. “The volume changes are based on a multitude of factors: in these difficult economic times, they’re just choosing not to utilize those inpatient hospital services unless it’s absolutely necessary, there’s also a reduction in re-admissions, more care in the outpatient setting and enhanced medical management to name just a few. As we meet the challenges ahead - PRMC will remain committed and focused on our overall mission to provide the highest quality care with the greatest patient experience at the most affordable cost.” LifeMatters™ is recognized and approved by the Maryland Dept. of Health and Mental Hygiene Office of Quality Care as a licensed Residential Service Agency.
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Business Journal • October 2013
Traveling Flu Shot Clinic
Local businesses have the opportunity to provide convenience to their employees by scheduling an on-site flu shot clinic with Apple Discount Drugs. Apple is prepared to bring flu shots to local businesses to help keep employees healthy and prevent them from getting sick and having to miss time on the job. Flu activity often peaks in January or February, but can begin as early as October and continue to occur as late as May. While there are many different flu viruses, the flu vaccine is designed to protect against the three main flu strains that research indicates will cause the most illness during the flu season. Getting the flu vaccine as soon as it becomes available each year is important and the protection you get from vaccination will last throughout the flu season. For more information on how to schedule a flu clinic at your place of business, call Dean at 410-726-7524 or email Dean@appledrugs.com. Apple will vaccinate anyone 18 years of age or older.
Expanded health care technology The U.S. Department of Agriculture (USDA) has partnered with the Department of Health and Human Services (HHS) Office of the National Coordinator for Health IT (ONC) to expand funding for advanced health care technology in rural America.
“Digital technology holds tremendous promise for the future of health care, and we must ensure that rural Americans have access to the latest in health technology,” Vilsack said. USDA is partnering with HHS and the Department of Veterans Affairs to leverage funds to support advanced health care technology in rural hospitals. This partnership is an extension of a successful pilot launched in Illinois, Iowa, Kansas, Mississippi and Texas to identify rural critical access hospitals in persistent poverty areas in need of advanced health care technology.
Bell receives DAISY Award
Nurses at Peninsula Regional Medical Center are being honored with the DAISY Award for Extraordinary Nurses, a national program to recognize the outstanding efforts of nurses in their daily work. The award reBell cipient for August is Carol Bell, RN, OCN (oncology nursing certified) of Peninsula Regional Oncology and Hematology. Her nomination described how she treated the nominator’s father, who has cancer, and his family with care and compassion. “Carol Bell has been an integral part of my father’s care throughout the entire
process. She has met with us several times, explaining treatments and side effects in an understandable manner. She is always pleasant and compassionate, and sets a wonderful example for all nurses to follow,” the nominator wrote. To nominate a nurse, visit www.peninsula.org/DaisyAward.
PRMC closes TCU
When Peninsula Regional Medical Center’s Transitional Care Unit (TCU) was opened in 1997, it was created to fill a need for sub-acute services in the Salisbury community. Since then, factors such as the changing healthcare delivery model, advances in care, and practice patterns, especially in orthopaedics, mean that many patients no longer require inpatient hospital rehabilitation and can go home with the assistance of outpatient services. These factors, along with declining lengths of stay and an increase of rehabilitation options in the community, have led Peninsula Regional Medical Center to close its transitional care unit (TCU). The 30-bed, non-acute unit, located on the third floor of PRMC, is operated with joint venture partner Genesis Healthcare and cares for a limited number of patients who require non-acute, skilled medical services. Approximately 43 employees will be affected by these changes. PRMC will try to find them other positions within the health system or with other skilled nursing facilities in the area.
Expansion project will bring jobs
When pharmaceutical firm Jubilant Cadista began planning to more than double the size of its manufacturing facility last year, it immediately demonstrated its commitment to “buying local” by naming Gillis Gilkerson of Salisbury construction managers. Gillis Gilkerson, celebrating its 30th anniversary, sees the 96,720 square foot expansion as an excellent opportunity to bring jobs to the market – construction and long-term – and to promote the City of Salisbury and Wicomico County as a location with a strong business community and labor pool. “Every time a company such as Jubilant Cadista decides to locate or expand here, it is validation for our region,” said Dwight Miller, president, Gillis Gilkerson. “We are very excited to begin this project with Jubilant Cadista and look forward to developing a facility that seamlessly blends a formal headquarters office with production, packaging and distribution under one roof.” Miller projects that in addition to the estimated 200 jobs Jubilant expects to add over the next five years, the construction portion will include more than 85 jobs through the close of 2014, including carpenters, electricians, plumbers, architects, engineers, space planners, inspectors and more. The project is expected to be completed by the fourth quarter of 2014. AWB Engineers, also based in Salisbury, is the architect/engineer of record.
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Business Journal • October 2013
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 Quetta L. Smith of Salisbury, recognized for 35 years of service, Ronald G. Dolch of Allen, recognized for 25 years of service, and Dawn M. Thompson of Sharptown, recognized for 20 years of service. In the back, from left, are Terrie L. Stevenson of Pittsville and Fredricka B. Harrington of Snow Hill, who were recognized for 20 years of service, and Dr. Allison S. Bartlett of Ocean City, recognized for 15 years of service. Not pictured are Mary V. Webster of Delmar, Del., recognized for 30 years of service, and Ellen C. Wallace of Snow Hill, recognized for 20 years of service.
TEN YEAR SERVICE AWARDS - Wor-Wic Community College employees received awards for 10 years of service at a recent all-staff meeting at the college. In the front row, from left, are Jill C. Buchert, Shirley Foreman, Chanda Harris and Marcus McBride of Salisbury. In the back, are James Hochmuth of Hebron, Daniel R. Webster Jr. of Pittsville, Angel West of Delmar, Md., and Sharon Dyke of Dagsboro, Del. Not pictured is Janice Kolbeck of Dagsboro, Del.
FIVE YEAR SERVICE AWARDS - Wor-Wic Community College employees received awards for five years of service at a recent all-staff meeting at the college. In the front row, from left, are Pamela M. Jones, Dr. Karen Myers, Lucinda E. Stanley and Dr. Janine Vienna of Salisbury. In the back, are Cheryl Brown of Delmar, Md., Donna Moore of Snow Hill, Ellen Soulis of Hebron and Ryan Messatzzia of Delmar, Del.
Fund will help new businesses A Baltimore-based foundation has committed $1 million to the Franklin P. Perdue School of Business at Salisbury University for grants and loan guarantees to start new businesses. Over a five-year period, the Philip E. and Carole R. Ratcliffe Foundation will offer as much as $200,000 annually to entrepreneurs looking to create startups. One of the foundation’s goals: to have new businesses opening within six months with the potential of employing five or more within a year. Two- and four-year college graduates residing in the Mid-Atlantic region are eligible. With a nod to its Eastern Shore location and home within the Perdue School, the fund is titled The Philip E. and Carole R. Ratcliffe Foundation Shore Hatchery. A unique feature is an assigned mentor who will consult with the selected entrepreneurs throughout the startup process. Mentors will be from Shore Hatchery’s 25-member board of directors, which includes Jim Perdue, president/CEO of Perdue Inc.
“An interesting aspect of the selection process is a Shark Tank-style interview,” said Dr. Bob Wood, dean of the Perdue School. “In the first round, selected applicants make a one-minute presentation to the Shore Hatchery board, followed by a four-minute question-and-answer session about their proposals. In round two, finalists deliver a 10-minute presentation with a 15-minute Q-and-A. Successful applicants will be notified within 48 hours and will meet mentors within two weeks. The process stimulates quick thinking and thorough preparation.” Carole and the late Philip Ratcliffe have had a love of the Chesapeake and have had a home in Talbot County. Their foundation has a history of supporting entrepreneurial education and programs at college campuses including Anne Arundel Community College, the University of Baltimore and Mrs. Ratcliffe’s alma mater, Baldwin Wallace University in Ohio. For more information, e-mail email@example.com.
Start Here...Go Anywhere! 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: Business & Leadership Child Care Computers & Technology Floristry & Landscaping Health & Safety Hospitality & Culinary Industry, Trades & Manufacturing Personal Enrichment Real Estate & Insurance Transportation Veterinary Assistant Continuing Education & Workforce Development www.worwic.edu (410) 334-2815
Business Journal • October 2013
SU among ‘Best Colleges’
U.S. News & World Report has named Salisbury University one of its Best Colleges for 2013. The 621 universities in the Best Regional Universities category are split among four geographic areas — north, south, midwest and west. In the northern region, SU ranked 66 among 182 publics and privates. U.S. News uses several criteria to measure academic quality including academic reputation, graduation and retention rates, financial resources, faculty resources, student selectivity and alumni giving. Last month, The Princeton Review named SU one of its Best 378 Colleges for the 15th consecutive year. Its rankings represent the top 15 percent of colleges and universities, both public and private, in the nation. Kiplinger’s Personal Finance also has named SU among its Top 100 “Best Values in Public Colleges” for the fourth consecutive year.
Gamm joins Wor-Wic
Wor-Wic Community College recently welcomed Stephanie Gamm of Berlin as a continuing education allied health instructor. In addition to working as the director of wellness at Gull Creek Senior Living, she was a part-time allied health instructor at WorWic and a part-time certified rehabilitation registered nurse at Health South Rehabilitation Hospital in Salisbury. Gamm has 25 years of experience Gamm in the nursing field, including management and teaching. She received her bachelor’s degree in nursing from York College of Pennsylvania in York, Penn.
Parks named dean of Seidel School A leader from one of the nation’s top-ranked schools of social work has been appointed dean of the Seidel School of Education and Professional Studies at Salisbury University. Dr. Cheryl Parks assumed her new role July 1. Parks said the SU role intrigued her because of the natural connections between the disciplines of social work, education and health. “I see an opportunity to better integrate Seidel’s four departments and to
talk across boundaries,” she said. Parks comes to SU from the University of Connecticut’s School of Social Work, where she served as associate dean for research and established an office for research and scholarship. Prior to joining UConn’s faculty in 1999, Parks taught at Florida State University and Bryn Mawr College. She earned her Ph.D. in social work from Bryn Mawr Parks and M.S.W. from the University of Washington in Seattle. For nearly two decades, she was a private social work practitioner. At SU, Parks oversees the departments of social work, teacher education, education specialties, and health and sport sciences.
Dumpson promoted at UMES
UMES President Juliette B. Bell has announced that Kimberly Conway Dumpson will move from vice president for institutional advancement into the president’s office, where she will assume the newly created position of executive vice president. Dumpson will play a lead role in developing and executing the university’s major strategic initiatives. Working closely with the president, provost and other senior colleagues, she also will oversee Dumpson government relations and the office of marketing and communications, which includes public relations. Dumpson was selected after a national search a year ago to fill the vice president for institutional advancement position previously held by Gains B. Hawkins Jr., who retired. A new vice president for institutional advancement will be identified to fill this post. Dumpson is a graduate of Towson State University and Ohio Northern University College of Law. She joined UMES in 2005. A Wicomico County native, her civic and community work earned her recognition in 2010 as a “Hometown Hero” from Gov. Martin O’Malley. Dumpson is married to Wicomico County educator Jeffrey K. Dumpson Sr. They have two children, Taylor and Jeffrey II.
Delmarva Public Radio Looks Toward the Future By Dana Whitehair General manager, Delmarva Public Radio Chamber music from Lincoln Center; works from the “Great American Songbook” with Michael Feinstein; Broadway classics; news, information and culture (including from a Latino perspective); music from Mountain Stage and World Café; expanded local news, as well as the latest in medicine, education and technology — all these and more are now available on Delmarva Public Radio (DPR). DPR’s two stations — WSCL (89.5 FM) and WSDL (90.7 FM) — have expanded their music and news formats while remaining true to their well-established missions. We are making good use of our opportunity to take existing and new programs and create a blend that is fresh and engaging, and available nowhere else on Delmarva. The character of WSCL, traditionally a combination of classical music and NPR news, now reflects a broader spectrum, encompassing arts, culture and the spoken word. Such popular, leading shows as NPR’s Morning Edition and All Things Considered, along with Performance Today, remain. During weekday evenings, The Chamber Music Society of Lincoln Center has joined a lineup of world-class orchestras in recorded live performances. Another new program, The Record Shelf, reviews a variety of classical recordings, highlighting the best currently available. WSCL’s weekends — particularly Saturday nights — offer a revamped musical lineup appealing to an array of listeners. Programs include: Song Travels with Feinstein; A Night on the Town with George Harter, which celebrates the American musical; and Swingin’ Down Memory Lane with David Miller, dedicated to keeping the big band sound alive; as well as shows spotlighting American popular song and jazz. Sunday mornings now include Selected Shorts, featuring actors from stage, screen and television bringing intriguing stories to life from the stage of New York City’s Symphony Space, and Sunday Baroque, with such beloved names as Vivaldi, Handel and Bach, and lesser-known surprises. A goal for the future is to record regional live performances for later broadcast on DPR. There is a place for local musicians on these airwaves. WSDL also has maintained its strong news and information presence — with a twist. The Delmarva Today newsmagazine has expanded to an hour. Many popular programs such as NPR’s Morning Edition, All Things Considered, Fresh Air with Terry Gross, The Diane Rehm Show, PRI’s
The World (with access to the BBC’s 250 global correspondents) and APM’s Marketplace also are continuing. Branding its new format as “Rhythm and News,” the musical portion of WSDL’s schedule has been bolstered with popular NPR staples. Weekdays have evening and overnight broadcasts of World Café, called “the premier public radio showcase for contemporary music.” Late night broadcasts include PUBMusic. [“It’s like AAA (Adult Album Alternative) that got over itself,” its website says.] Popular WSDL favorites such as Wait, Wait … Don’t Tell Me, the award-winning and thought-provoking This American Life, 2 Boomer Babes and Marc Steiner’s On Delmarva continue on weekends. In addition, new information/news shows have been added, such as the TED Radio Hour, Sound Medicine, Living on Earth and eTown (featuring environmental news and top musical performers), among others. Musically, WSDL’s format has expanded with the award-winning Mountain Stage, the longest-running program of its kind, joining the locally-produced Saturday Night With Robin; Acoustic Café, with its focus on contemporary song-writing talents; and the now-classic The Midnight Special, a combination of music, novelty and comedy. This hybrid of news, information, and both traditional and cutting-edge music I hope will attract an eclectic audience. It appeals to myriad age groups. I foresee people of varying backgrounds saying, “You listen to WSDL? Hey, so do I!” Changes are necessary to make DPR sustainable. We realize the full repositioning of both WSCL and WSDL will not be accomplished with one reformatting. It will be an ongoing process, and adjustments will be considered based on credible audience response and membership levels. Many here at the station have been carefully considering ways to better engage listeners. I’m grateful for their work. For more information, including our complete new programing schedule, please visit www.delmarvapublicradio.net or call 410-543-6895. And, as we like to say in broadcasting, stay tuned!
Business Journal â€˘ October 2013
GROUNDBREAKING CEREMONY Local officials gathered to break ground recently at the Amphitheater at Heron Ponds, a large outdoor venue that will bring music festivals, sporting events, drive-in movies and other entertainment to Delmar. From left, Greg Smith, commissioner from Delmar, Del.; Sara Bynum-King, town manager of Delmar; Karen Wells, commissioner from Delmar; Ernie Colburn, CEO of the Salisbury Area Chamber of Commerce; Doug Marshall, founder of the Amphitheater at Heron Ponds; Joe Holloway, Wicomico County councilman; Bob Culver, Wicomico County councilman; Bunky Luffman, commissioner from Delmar; Mike Gibb, commissioner from Delmar; and Carl Anderton, mayor of Delmar.
OCTOBER 2013 DIRECTORY PG 2
BUSINESS JOURNAL D IRECTORY Phone Fax Website Email
ADVERTISING Morning Star Publications, Inc. Greg English 302-629-9788 302-629-9243 mspublications.com firstname.lastname@example.org 951 Norman Eskridge Hwy., Seaford, DE 19973 _________________________________________________________________________________________________________________________________________________________________________ ARCHITECTS & ENGINEERS Andrew W. Booth & Associates, Inc. Matthew Smith 410-742-7299 410-742-0273 awbengineers.com email@example.com 1942 Northwood Dr., Salisbury, MD 21801 Debbie Bailey firstname.lastname@example.org _________________________________________________________________________________________________________________________________________________________________________ Davis, Bowen & Friedel Michael Wigley 410-543-9091 410-543-4172 dbfinc.com email@example.com One Plaza East, Suite 200, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ AUTOMOTIVE Courtesy Chevrolet Cadillac George Malone 410-749-7100 410-749-1017 courtesyofsalisbury.com firstname.lastname@example.org 2531 North Salisbury Blvd., Salisbury, MD 21802 ________________ ________________________________________________________________________________________________________________________________________________________ Pohanka Automotive Group Chris Hagel 410-749-2301 410-742-5168 pohankaofsalisbury.com email@example.com 2012 North Salisbury Blvd., Salisbury, MD 21801 ext: 8030 ________________ ________________________________________________________________________________________________________________________________________________________ Sherwood of Salisbury Matt Romanowski 410-548-4600 410-548-4662 sherwoodofsalisbury.com firstname.lastname@example.org 1911 N. Salisbury Blvd., Salisbury, MD 21804 _________________________________________________________________________________________________________________________________________________________________________ CLEANING SERVICE Merry Maids Tara Barr 410-749-0100 410-749-4637 merrymaids.com email@example.com 540 Riverside Dr., Suite 4, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ CONSTRUCTION Malone Homes Jason Malone 443-260-4775 443-260-1769 malonehomesmd.com firstname.lastname@example.org PO Box 1109, Allen, MD 21810 _________________________________________________________________________________________________________________________________________________________________________ Ruark Builders Barbie Hannemann, VP 410-749-0193 410-860-4875 ruarkhomes.com email@example.com 4920 Snow Hill Rd., Salisbury, MD 21804 410-677-3835 _________________________________________________________________________________________________________________________________________________________________________ FINANCIAL The Bank of Delmarva Debbie Abbott 410-548-1100 410-742-9588 bankofdelmarva.com firstname.lastname@example.org 2245 Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ HEATING AND AIR Mid-Atlantic Heating and Air Keith Owens 410-546-5404 410-546-5418 midatlanticheatandac.com ko.midatlanticheatandac.com 2312 Allen Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ INDUSTRIAL COMMERCIAL PAINTING
ProCoat, PO Box 2154 David Ennis 410-749-7491 443-944-9924 procoatdmv.com email@example.com 26538 Siloam Rd., Salisbury, MD 21802 ________________________________________________________________________________________________________________________________________________________________________ INSURANCE Allstate Insurance Fred Pastore 410-860-0866 410-860-0869 allstate.com/fredpastore firstname.lastname@example.org 111 Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________
Business Journal â€˘ October 2013
OCTOBER 2013 DIRECTORY PG 3
RIBBON CUTTING - Telewire invited chamber members to visit their new facility on South Salisbury Boulevard. Telewireâ€™s mission is to help businesses utilize technology to improve and maximize their employees, processes and profitability. Telewire has been providing the greater Salisbury area with business phone systems, networking, cabling solutions and more for over 25 years.
BUSINESS JOURNAL D IRECTORY Phone Fax Website Email
INSURANCE Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 averyhall.com email@example.com 308 E. Main St., Salisbury, MD 21801 Joe Gast firstname.lastname@example.org ________________________________________________________________________________________________________________________________________________________________________ Gamee Elliott, State Farm Insurance Gamee Elliott 410-749-4725 410-749-4175 statefarm.com email@example.com 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ Gary K. Marshall Agency David Galeone 410-651-1111 garymarshallagency.com firstname.lastname@example.org PO Box 250, 12610 Somerset Ave.
Princess Anne, MD 21853 ________________________________________________________________________________________________________________________________________________________________________ Landmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 landmarkinsuranceinc.com email@example.com 30386 Mt. Vernon Rd., Princess Anne, MD 21853 Jill Hall 888-651-2111 firstname.lastname@example.org ________________________________________________________________________________________________________________________________________________________________________
RPS ISG International Dean Goodwin 410-901-0736 410-910-0836 isgintl.com email@example.com 204 Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________ Thomas A. Prunty - State Farm Thomas A. Prunty 410-543-0333 410-546-0715 tomprunty.com firstname.lastname@example.org 1131 S. Salisbury Blvd., Ste. A2, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ PORTABLE STORAGE Cubes To Go Betsy Bradford 410-742-2100 410-7423875 cubestogo.com email@example.com 102 Broadway St., Fruitland, MD 21826 ________________________________________________________________________________________________________________________________________________________________________ PRINTING/GRAPHIC DESIGN Minuteman Press Diana Merritt 410-548-7122 410-548-7124 salisbury.minutemanpress.com firstname.lastname@example.org 1008 S. Salisbury Blvd. Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ REAL ESTATE Remax Crossroads, 104 West Cedar Lane
Suite 300, Fruitland, MD 21826 Broker, Owner ________________________________________________________________________________________________________________________________________________________________________ 1131 S. Salisbury Blvd., Salisbury, MD 21801 Realtor 410-543-4545 _____________________________________________________________________________________________________________________________________________________________________ TIRE & AUTO CENTER Burnett White Dawn Tilghman 410-742-2222 410-543-4182 burnettwhite.com email@example.com 412 East Main St., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________
To Advertise in the Salisbury Business Journal Advertising Directory Call Greg English at 302-629-9788 or email firstname.lastname@example.org
Business Journal • October 2013
Salisbury-Ocean City-Wicomico Airport
Wicomico County Sales Tax Collections by category June ‘13
Food & Beverage
Automotive & Oil
Furniture & Appl.
Utilities & Trans.
Hardware & Equip.
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August ‘13 . . . . . . . . . 11,808
Airline Passengers Enplaned/Deplaned
The number in the right column is the percentage of change in passenger activity compared to the previous year.
National, State, County Unemployment Rates Jan
National Maryland Wicomico Salisbury Worcester
7.9 7.2 9.6 10.0 18.1
7.7 6.6 9.2 9.5 16.8
7.5 6.5 8.2 8.5 12.0
7.6 6.7 8.4 8.7 9.8
7.1 7.4 8.4 8.7 7.6
7.6 7.0 9.0 9.4 8.5
Information courtesy of the Maryland Job Service at the One Stop Job Market. (Not seasonally adjusted.)
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September ‘12. . . . . . 11,313 October ‘12 . . . . . . . .11,007 November ‘12 . . . . . .12,489 December ‘12 . . . . . . 11,466 January ‘13 . . . . . . . . .8,960 February ‘13 . . . . . . . .8,082 March ‘13 . . . . . . . . . .8,897 April ‘13 . . . . . . . . . . .10,200 May ‘13 . . . . . . . . . . .10,559 June ‘13. . . . . . . . . . .10,595 July ‘13 . . . . . . . . . . . 11,405
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