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Business Journal PO Box 510 Salisbury, MD 21803-0510

The Regional Chamber Newsletter

Vol. 16 No. 5

Dedicated to the Principles of Free Enterprise

December 2012

Holiday shopping predictions By Lynn R. Parks

job fair

The Salisbury Area Chamber of Commerce and the One-Stop Job Market held their 7th Annual Job Fair at the Centre. Page 12


Buildings in downtown Salisbury had flooded before, but Hurricane Sandy was the worst. Page 10


Peninsula Regional presents the President’s Leadership and Chairman’s Awards. Page 24

INSIDE Ad Directory................................... 6 Barometer.................................... 13 Bus After Hours.....................14, 16 Business Directory................28, 29 Calendar........................................ 7 Director’s Journal.......................... 3 Education ................................... 26 Edward Jones.............................. 23 Health.......................................... 24 Member Profile ............................. 6 Member Renewals........................ 4 Networking Tip.............................. 4 New Members............................... 4 Personnel File ............................ 21 Salisbury University..................... 27 Shore Land Report...................... 30

Predictions for the 2012 Christmas shopping season vary according to the group that’s making them. But all of the analysts predict that stores and online shopping sites will see increases this holiday season over last year’s numbers: The National Retail Federation predicts that sales overall will go up 4.1 percent. “This is the most optimistic forecast the NRF has released since the recession,” president and CEO Matthew Shay said in an Oct. 2 press release. “Variables including confusion surrounding the ‘fiscal cliff’ and concern relating to future economic growth could all combine to affect consumers’ spending plans, but overall we are optimistic that retailers’ promotions will hit the right chord with holiday shoppers.” The Strategic Resource Group is not so optimistic. The retail and consumer goods consulting firm is predicting just a 2.1-percent increase in sales, down from a 3.2-percent prediction before Hurricane Sandy hit the east coast of the United States in late October. Analysts with the group fear that “many Americans in some of the nation’s biggest cities who bought generators, bottled water and other emergency and cleanup supplies before and after the storm will be less inclined to spend over the holidays,” the organization said in a Nov. 1 press release. Consulting firm AlixPartners, on the other hand, says that Sandy won’t make any difference. The firm predicted a 3.5- to 4-percent increase over last year’s sales, and is sticking with that. Similar predictions have been made by market research company ShopperTrak and consulting group Deloitte. Purchasing over the Internet is also expected to increase:, the online branch of the National Retail Federation, says that

Holiday shoppers will be out in force the next few weeks and merchants are hoping for a good increase in sales this year.

online sales will increase by 12 percent over last year. Online sales in 2011 were 15 percent higher than they were in 2010. FedEx has said that it expects to make 13 percent more shipments this year than it did in the 2011 Christmas season. Of course, those expected increases in sales are projected to lead to new jobs. The National Retail Federation predicts that retailers will hire between 585,000 and 625,000 seasonal workers this holiday. Last year, retailers hired 607,500 seasonal employees. Dr. Memo Diriker, professor at

Salisbury University’s Franklin R. Perdue School of Business and director of that school’s Business Economic and Community Outreach Network (BEACON), agrees with other analysts that across the nation, retailers will see a boost in sales this year. Speaking via text from Istanbul, Diriker said that that increase will continue a trend that started last year. “Based on a number of leading economic indicators that suggest a slow but steady improvement in the economy; higher consumer confidence reports compared to last year, and the expected Continued to page 23

Salisbury Area Chamber of Commerce Patrons

Advisor Focus



What is a BPO?


A BPO (Broker Price Opinion) is used to value a property in a current market • Very inexpensive in comparison to an appraisal Can be used for: Refinancing Properties $12.00/Sq. Ft. $930/Mo. NNN Appealing Real Estate Taxes • 4,807 Sq. Ft. of Medical/Office Space • 1,250 Sq. Ft. Office Space Personal Knowledge



• 3 Offices with Windows • 7 Exam Rooms w/Sink & Cabinets • 3 Nurses Stations & 4 Restrooms

• 2 Offices

Call Joey Gilkerson today, your valuation specialist, • Open Work Area & Kitchenette for a free Bath pre-BPO • Private withconsultation! Shower

Contact: Brent Miller,Gilkerson CCIM or Rick Tilghman, CCIM Joey MLS # 427617





Contact: Brent Miller, CCIM or Rick Tilghman, CCIM MLS # 438162




27 FDIC Broker Price Opinions completed YTD

$699,000 • Property types include agricultural land, government/institutional, office space, • 8,000 Sq. Ft. Retail Building on retail, 2.73 Acres and multifamily residential • Room to Expand Existing Building Size • Flexible floorplan • Highly Visible on US Route 13 Northbound Contact Hanna, Joey Gilkerson Henry CCIM,443-880-6055 SIOR MLS #427361



$2,000/month • 2,400 SF of office space $2,800,000 • 8+/- offices • Conference and storage rooms •• 3FAA Approval, Hanger Bldg. w/6T Hangers bathrooms 2 Grassrenovated Runways 3150' and 2300' ••Recently ••Private Parking Includes all Shop Equipment & Mowers Contact Rick Tilghman, CCIM 410-543-2459 Henry Hanna, CCIM, SIOR

MLS #427047





$1,275,000 $285,000

• Manufacturing/Warehouse • 3,755 SF Professional office building with income! $3.50 psf • Pre-Engineered • Great cash flowSteel with Split Face Block Office; Clearspan w/20’ Ceilings • Convenient central location • Over 20 parking • Paved Parking andspaces Truck Area • 2010Drive-Thru MAI appraisal Doors for $530,000 • Multiple Contact: McClellan, CCIM ChrisJohn Peek CCIM 410-603-9112 MLS #551363





$5.50/Sq. Ft.


• 2 Warehouse Units Available • 155 total acres,and 80 tillable 75 Dock woodland • Drive-In Doors Truck • Land is currently leased for agriculture • Zoned Towncan of Delmar Light Industrial • Timberland be managed and harvested per • Located in the G&Mplan Sales Complex forest management Contact John Ben Alder 410-543-2440 Contact: McClellan, CCIM MLS #437628, 438370


• Beautifully renovated 1138 SF$7.50/Sq. Ft.

$18.50/Sq. Ft. • 1,600 Sq. Ft. Medical Office Space in Class A Medical Facility $5.65 per SF • On Atlantic General Hospital’s Campus •1500 SF office space • 3 Exam Rms., BreakShore & Chart • Located off Eastern DriveRm., 2 Nurse Stations, • Paved Office, Parking Reception & Waiting Areas Contact: Brent Miller, CCIM or Rick Tilghman, CCIM Contact Chris Davis 410-543-2440 MLS#441004

$475,000 • 10,000 Office/Warehouse Flex Building ••Former Grants Texaco Full General Commercial Zoning • Three street frontages with traffic lights •• Ideal Fenced retail,Yard bank, Area fast food site For Lease @ $all5.50/Sq. ••Owner removing tanks and Ft. buildings • Convenient Location Just Off RT 13 Contact John Chris McClellan 410-543-2440 Contact: Peek, CCIM MLS # 427375




US RT. 13


$7.50/Sq. Ft. • 13,000 Sq. Ft. • Office Warehouse facility14x10 Ft. • 24 Ft. High Ceilings; Doorpsf $3.50 • 8,850 SF on 2.80 acres • Sprinklered • Zoned C-2ADA bathrooms • Separate • Great Flex Space! Contact: Chris Peek, CCIM Contact Henry Hanna, CCIM, SIOR 410-543-2420 MLS #436513 or Wesley Cox, CCIM 410-543-2421





$12.00/Sq. Ft.


Medical/ Office • 5,000 Sq.Professional Ft. Office/Warehouse $3.50 psf • Reception area, 3 exam rooms, offices, nurses • Warehouse Features 2 Roll-Up Doors & station, 2 restrooms, break room & storage Parts Room • Plumbed for washer dryer • 2• Great Private Offices and Conference Room office for 1-2 doctors • Contact Last Unit in Complex Bill Moore 410-543-2440 Contact: John McClellan, CCIM MLS #437339


• 1,283 Sq. Ft.medical Professional • Leased office spaceOffice Space • 3000 SF • 3 Offices, Reception Area, Large Open NNN Area• $12.50/SF & File Room • Kitchenette, Restroom and Lots of Storage • End Unit Located in Winter Place Bus. Park CCIM or Rick Tilghman, CCIM Contact: Brent Miller, Contact Bradley Gillis MLS #439632 410-543-2440

Sale $118,900 Lease $725 NNN per month




• 22,500 Sq. Ft. on 5 Acres $549,000 Truck Dockstore/gas & Drive in Access •• Convenience station •• 3Sprinklered; total units Paint & Sanding Booths • Net income = $45,792 • 1.36 acres/5,700 SF building •Contact: Good for Chris user orPeek, investor CCIM

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

View all of our listings at

Sperry Van Ness–Miller Commercial Estate 206 East Main Street |Real Salisbury, MD 21801 410.543.2440 (410)302.227.0768 543-2440 33 Bridle Ridge | Lewes, DE 19958 206 East Main Street • Salisbury, MD| Seaford, 21801DE 19973 Porter Street 302.629.2440 604 302.540.5959 110 South Poplar Street Suite 103 | Wilmington, DE 19801 410.279.9145 301.526.2594 301.432.5466

1542 Briarcliff Rd. | Annapolis, MD 21012

Built for Better Results. 1 Dudley Court | Bethesda, MD 20814

19239 Shepherdstown Pike, P.O. Box 60 | Keedysville, MD 21756

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

Business Journal • December 2012


Hurricane Sandy to provide an opportunity to modernize By Brad Bellacicco

SACC Executive Director

Director’s Journal

Hurricane Sandy packed a major punch as she slammed into the East Coast. Our area was relaPresident Sandy tively lucky considering the Fitzgerald-Angello strength and duration of the looked at the situation storm. Crisfield and Ocean City took a pounding. Many and decided we would low lying spots across the turn this flood recovery Delmarva Peninsula fell into an opportunity. victim to the rising waters including chamber offices. Properties along our area Chamber President Sandy Fitzgerrivers saw the combination ald-Angello looked at the situation and of several days of soaking rain, higher decided the Salisbury Area Chamber than normal tides due to the full moon, was going to turn this flood recovery and the storm surge. The water flowed into an opportunity. We are moderninto homes and businesses and washed izing the building. Having been in this out some roads. location almost 10 years, the style was Downtown Salisbury seemed to be dated and some of the carpets and wall revisiting its past as Humphreys Lake. coverings were much older. We are Some businesses relocated and othalso considering how to make the facilers, like the chamber, worked around ity more resistant to the flooding, easier the damage. But within hours of the to clean after any future disaster, and receding waters, we had cleaning crews more energy efficient. and contractors assisting owners in the Quickly following the storm was clean-up. Weeks later, the clean-up the 2012 national elections. To many continues as we all strive for normal in the business community, the results again.

of the election came as a great relief. We now know what we face in the next four years. Already the environmental regulatory agencies have launched new rules that lack the balance and clarity businesses had hoped for. An administration that has clearly stated their anti-business bias must now work with the only people who can get the economy moving; the business owners who hire, the bankers who loan capital, and the corporations who must be active if a second recession is to be avoided. Just as some are digging out from a natural disaster, now is the time to look at the rules and conditions and plan for the future. On Thursday, Jan. 10, the chamber and its partners at Wor-Wic Community College, Salisbury University, the Perdue School of Business and its BEACON Group, the University of Maryland Eastern Shore, the Small Business Development Center, and the Tri-County Council for the Lower Eastern Shore of Maryland will conduct the annual economic forecast. We are planning to address the economic impact of the November election on our area businesses.

The opening presentation will be on the global, national and regional economy by a bank economist. Health Care Reform in 2013 and beyond will be the subject of a panel discussion. Bill McCain of W.R. McCain & Associates will discuss the health of the Delmarva real estate market and Doug Marshall of Marshall Real Estate Auctions on current and expected trends in foreclosure. A panel on key regional industries will review the situation facing manufacturing, agriculture presented by Maryland Secretary of Agriculture Earl Hance, and tourism. A major business concern of finding balance between environmental regulations versus economic development will also be a subject of review in light of emboldened environmental radicals. The keynote lunch speaker will focus on fixing our local economy. This program is being designed to provide information you can use in developing your 2013 business strategy. Watch for more information on the speakers and signing up to join us at Wor-Wic Community College for the program. Enjoy the holiday season.


DELMARVA Salisbury-Wicomico Magazine 2013

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

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

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

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

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

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

Business Journal • December 2012


Membership Renewals

Salisbury Area Chamber of Commerce

Caldwell & Whitehead, P.A.          Boscov’s Travelcenter Smith’s Professional Grounds Maintenance Chesapeake Wall Coatings Hampton Inn—Salisbury Sound Advice Audio Specialities Susan E. Vickers, DMD, P.A. Sleep Inn Eastern Shore Chapter of March of Dimes Salisbury Commercial Warehousing Eastern Shore Forest Products, Inc. Burnett White Tire & Auto Girl Scouts of the Chesapeake Bay Wilfre Company Moore & Company, P.A. Century 21/Harbor Realty Sysco Eastern Maryland, LLC Pohanka Automotive Group of Salisbury Jones Signs Expert Collision, Inc. Cornerstone Ice, Inc. Angel’s Network 24/7, Inc. William Staples Insurance & Financial Services Lawrence Services, Inc. Oechsli Chiropractic Cherrywalk Consulting Dry-Tek Environmental Ponzetti’s Pizza Bay Shore Services, Inc. Faith Community Church of Salisbury, MD, Inc. Elmer’s Tastee Freez Inc. Otway & Russo, LLP Three Lower Counties Community Services, Inc.

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

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

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

Members 200 120 71 65 850 300 150 105 800 70

Fax 410-641-3118 410-968-0524

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

* Basic annual membership cost.

Delegation Forum 2012

The members of the Lower Shore business community are invited to attend the Eastern Shore Delegation Pre-Session Forum hosted by the Salisbury Area Chamber of Commerce on Thursday, Dec. 20 from 11:30 a.m. to 1:30 p.m., at the Holiday Inn & Conference Center in Salisbury. The event is sponsored by Comcast Delmarva. In preparation for the 90-day 2013 Maryland General Assembly Session, senators and delegates representing the Lower Eastern Shore (Districts 37 & 38) will speak about key issues. Business leaders will have an opportunity to ask questions of our area representatives. The interaction is designed to help legislators understand the interests of this segment of their constituency. Lunch will be served at a cost of $15 per person, payable at the door. To place your reservation, call the Salisbury Area Chamber of Commerce at 410-749-0144 or visit www.


If you’re afraid you’ll freeze up or get tongue-tied in a networking setting, prepare yourself in advance. Think of ice-breaker questions you can ask people you meet. If you’re attending an event specifically to network, have your elevator pitch ready. Anticipate questions you may be asked, such as why you’re looking for a new job, and have clear, concise answers at the ready. Your delivery has to be attention grabbing to overcome interruptions and compensate for a lack of privacy.




Rep: Jay Bosley 12319 Ocean Gateway Ocean City, MD 21842 410-213-2400 D3Corp, a full service web development and marketing firm, offers innovative, creative, flexible and cost effective web site designs for corporations, organizations, hotels, restaurants, professionals and individuals. Whether you are a small business, individual or multi-tiered corporation, we design, implement, host and optimize state-of-the-art websites. Referred by Tan Nguyen

Dr. Beverly M. Glass, D.M.D.

Davey’s Assisted Living, LLC

The Dinner Express

Rep: Kelli A. Davey P.O. BOX 2143 Salisbury, MD 21802 443-235-9368 443-944-9889 Provides quality, 24 hour care to people in need of care outside of their homes. It is an alternative to nursing homes and provides a warm, home-like nurturing environment. Referred by Roxana Laguerre  

1410 S. Salisbury Blvd. Ste. 1 Salisbury, MD 21801 410-749-6545 410-749-1718 Beverly M. Glass D.M.D. Advanced Implantology & Periodontology Center  Specializing in bone regeneration and site development for implant placement, including ridge augmentation and sinus lifts. Immediate implant placement and TIAD (Teeth in a Day) with emphasis on prosthetic protocols are some available treatment options.  

Rep: Stacey McCallister 31688 Morris Leonard Rd. Parsonsburg, MD 21849 410-845-6753 The Dinner Express provides healthy, quality meals to families, busy executives and the elderly. We use fresh ingredients and many locally grown products. We offer a healthy and inexpensive option to fast food meals. Referred by Al Chandler

Business Journal • December 2012




Local Delmarva marketing experts for 17 years

Proud to be a new member of the Salisbury Area Chamber


High quality print services Cost effective email marketing campaigns Full-service branding and marketing firm Social marketing High-functioning mobile websites 12319 Ocean Gateway Suite 202 Ocean City, MD 21842 | 410.213.2400

Business Journal • December 2012


Johnson-McKee Animal Hospital By Lynn R. Parks

The Johnson-McKee Animal Hospital on Snow Hill Road is Salisbury has been around long enough that children and even grandchildren of original clients are taking their pets there for treatment. “We have been a center for animal care for generations,” said hospital manager Adrienne Ayres, who started work at Johnson-McKee in 1985. “It’s something to see the children of people who were long-time clients start to bring their pets here.” The facility was started in 1946 by Dr. Rufus Johnson. Current vets there are Michael Peters, who graduated from the Purdue University School of Veterinary Medicine in 1978 and who joined the practice 30 years ago, Ronald Poisker, who started there in 1996 and who has a degree from the Virginia College of Veterinary Medicine, University of Pennsylvania School of Veterinary Medicine grad Melanie Culver, who joined the practice in 2000, and newcomer Elizabeth Cranston, who started just two years ago and who has a degree from the North Carolina State University College of Veterinary Medicine. The doctors treat pets as well as farm animals, Ayres said. In addition to dogs and cats, the pets that they see include exotic animals such as birds, reptiles and ferrets, as well as “pocket pets” like mice, rats, hamsters and guinea pigs. Ayres said that the practice is

Member Profile

DECEMBER 2012 INDEX PG 4 5x4.5 Deep

ONE YEAR ANNIVERSARY - Mojo’s celebrated their one year anniversary during November’s Third Friday with a “1st Birthday Party,” featuring food and drink specials. That evening, 15% of all food proceeds benefitted the Wicomico County Humane Society. Pictured from left are Mojo’s staff: Joel Olive, chef/owner; Ben Tempel, sous chef; Ben “Beno” O’Shield, bartender; Val Angstadt, server/bartender; Lillian Saldana, restaurant & catering manager; and Kayla Christiano, events coordinator, Wicomico County Humane Society.

“passionate” about controlling pain in animals. “We try to make every procedure as pain-free as we can,” she added. That means, for example, using anesthesia as well as pain blocks around a tooth that’s going to be extracted, and injecting an incision site with pain killer to keep it from hurting several hours after surgery. “We know that pain is a big stressor for animals, even though they can’t tell us that they are hurting,” she said. “It is very rewarding to see what a difference pain management makes in the recovery of the animal.” Johnson-McKee is the only facility in the city proper that boards animals. Ayres said that animals that stay there are checked daily by a veterinarian. The hospital is located at 404 Snow Hill Road in Salisbury. It can be reached at 410-376-7059 and more information is available on its website,

Business Journal Advertising Index The following Directory of Business Journal advertisers provides quick reference for your convenience. The number appearing before the name of the business refers to the page number where the ad appears in this edition of the Journal. Architects and Engineers 14 AWB Engineers . . . . 742-7299 Advertising 19 Comcast Spotlight . . 546-6615 3 Salisbury Magazine 302-629-9788 Automobiles & Services 32 Mercedes-Benz of Salisbury . . 1-866-546-7995 Employment 12 Express Employment 860-8888

Entertainment & Dining 15 Salisbury Symphony . . . . . . . . 22 Pemberton Coffeehouse. . . .443-736-7416 Farm Supplies 16 Farmers & Planters . 749-7151

30 Eastern Shore Pharmacy. . . . . . . . . 749-5253 Heating & Air Conditioning 16 Mid-Atlantic Heating . 546-5404 Insurance 18 Avery Hall. . . . . . . . . 742-5111

Financial 17 Bay Bank . . . . . . . . . 334-3636


23 Edward Jones . . . . . 742-3264


26 Premier Planning . . . 546-9725 Graphic Design 31 Matice . . . . . . . . . . . 858-4775 Health 24 Accurate Optical. . . . 749-1545 25 Apple Discount Drugs . . . . . . . . . . . . . 543-8401

Kuhn’s . . . . . . . . . . . 742-3256

Mailing 30 Mail Movers . . . . . . . 749-1885 Real Estate 21 Remax Crossroads. . . . .443-736-3373 2, 13 Sperry Van Ness . 543-2440

Septic Systems 9 Towers Concrete . . . 479-0914 Sitework & Paving 8

Terra Firma. . . . .302-846-3350

Utilities 18 Chesapeake Utilities . . . . . . . .800-427-0015 20 Choptank Electric. . . . . . . . 877-892-0001 11 Delmarva Power 866-353-5799 Website Design 5 D3 Corp . . . . . . . . . . 213-2400 Inserts Herl’s Bath and Tile

Business Journal • December 2012


Calendar of Events

Salisbury Chamber Tuesday, Dec. 4 - Ambassadors Committee, Denny’s, 8 a.m.

Breakfast, Chamber Business Center, noon.

Wednesday, Dec. 5 - Young Professionals Committee, Aqua Italian Restaurant, 4:30 p.m.

Thursday, Dec. 13 - Business After Hours, Cato Oil, Salisbury, 5 p.m.

Wednesday, Dec. 5 - Young Professionals Holiday Mixer, Aqua Italian Restaurant, 6 p.m. Thursday, Dec. 6 - Beautification Committee, Chamber Business Center, noon. Tuesday, Dec. 11 - Membership Committee, Bob Evan’s Restaurant, 8 a.m. Thursday, Dec. 13 - Legislative Committee, Wor-Wic, 7:30 a.m. Thursday, Dec. 13 - Technology Committee, Pemberton Coffeehouse, 9 a.m. Thursday, Dec. 13 - Legislative

Friday, Dec. 14 - Executive Committee, Bob Evans Restaurant, 8 a.m. Monday, Dec. 17 - Workforce Development Committee, Chamber Business Center, noon. Tuesday, Dec. 18 - Eldercare Provider Network, Genesis Eldercare, 8:30 a.m. Tuesday, Dec. 18 - PR & Marketing Pot Luck luncheon, noon, Chamber Business Center. Wednesday, Dec. 19 - Business Affairs Committee, Chamber Business Center, 8 a.m. Thursday, Dec. 20 - General Membership Luncheon - Eastern Shore Delegation, Holiday Inn & Conference Center, 11:30 a.m.

2012 CHAMBERFEST - The Salisbury Area Chamber of Commerce held the 2012 ChamberFest on Oct. 19-20, at the Centre at Salisbury. Thanks to the many businesses that participated in this year’s showcase! The event was very successful and gave numerous businesses the opportunity to directly connect with thousands of potential customers. Pictured here is new chamber member, Davey’s Assisted Living at the 2012 ChamberFest. The chamber would like to thank the many hard-working volunteers who assisted with the chamber’s Information Booth, booth sitting, event set-up, and event promotion. Thank you to Delmarva Printing & Design for printing the event programs and WMDT-TV Channel 47 for helping promote the event. Finally, a special thanks to the Centre at Salisbury for being great hosts every year.


Business Journal • December 2012

Pasco’s newest location is on the corner of Cedar Lane on the busy Rte. 13 corridor in Fruitland. In moving from the Salisbury location, owner David Brown is able to add new product lines and consolidate his distribution operations to the other seven locations throughout the northeast.

Pasco’s expands, opens new location in Fruitland

In 1978, David Brown founded Pasco and began rebuilding starters and alternators. In the early 1980’s Pasco also started selling batteries. Over the years Pasco has diversified and grown into eight locations throughout Maryland, Delaware and Virginia, which resulted in the need for a central distribution warehouse.  Recently, the decision was made to merge the Salisbury store operation

with the distribution operation. Retail exposure was also needed, in particular a location with a minimum of 20,000 sqf. The 84 Lumber building on the corner of Route 13 and Cedar Lane in Fruitland was the perfect spot and it is now the new location for Pasco. This expansion benefits both the store and warehouse operations. Additional retail space offers customers a larger variety of products and ser-

ROSKOVICH RECEIVES AWARD - MCE’s (Maryland Capital Enterprises) Palmer Gillis Entrepreneur of the Year Award was recently presented to Pete Roskovich, owner of Adams Ribs and Black Diamond Catering in Fruitland. Roskovich received the award at MCE’s Annual Gala at the UMES Student Services Center on Nov. 3. Roskovich, who has been in business for 23 years, created and made both Adam’s the Place for Ribs and Black Diamond Catering one of the premier businesses in the Wicomico area. His continued success is due to his committed work ethic and his genuine care for the community. The award was created to recognize the entrepreneurial spirit, outstanding accomplishments and sheer determination of our local entrepreneurs who own and operate successful small businesses. The award was named after O. Palmer Gillis III who exemplifies the spirit of the award. Gillis, a Shore native, founded and grew his business, Gillis Gilkerson, Inc. into one of the leading construction and development companies on the Shore. He has also continued to give back to the community over the past 35 years.

vices plus a convenient, spacious location. Pasco now stocks “batteries for everything” including phones, cameras, computers, alarms, watches and rechargeable batteries. In addition, Pasco has added a complete line of golf carts, golf cart accessories and golf cart service. The vehicle repair department also benefitted with the addition of four new state of the art service bays. Warehouse operations

now have expanded storage space and housing for all of their products in one location. The owner and employees of Pasco are proud to be serving their customers in this new location and are committed to “providing excellent service combined with genuine Eastern Shore hospitality. A ribbon cutting will be held at the new retail and distribution center at 11:30 a.m. on Tuesday, Dec. 4.

Business Journal • December 2012


Salisbury Jaycees to continue SEPTIC SYSTEMS long running holiday traditions

The Salisbury Jaycees continue two of the city’s longest-running holiday traditions in December, hosting the 66th annual Salisbury Christmas Parade and 40th annual Children’s Christmas Shopping Tour. The parade, scheduled for 2 p.m. Saturday, Dec. 2 (rain date is Saturday, Dec. 9), has welcomed Santa Claus to Salisbury annually since being founded by the Jaycees in 1947. This year’s route is similar to recent years, starting at the corner of Civic Avenue and Mt. Hermon Road, turning left onto East Main Street and concluding at Wicomico Middle School. Judges stands are across from the school at City Park. Co-chaired by Emily Nock and Sean McCready, the parade features marching bands, floats, fire departments, car clubs and more from Wicomico County and the surrounding area with the theme “Superhero Christmas.” For those unable to make it out that day, PAC 14 broadcasts the event in the weeks leading up to Christmas. For schedule information, visit During the shopping tour, scheduled later in the month, the Jaycees and Salisbury Jaycees Foundation take some 200 underprivileged children from Wicomico County holiday shopping at no cost to them or their families. Cochaired by Kathy Kirwan and Christan McIntyre, the event also includes a party with snacks, coloring and cartoons, and a visit from Santa Claus. Children are selected by local schools and notified in November. “There are so many deserving children that the Jaycees could not even begin to choose which ones to invite for this event,” said Dr. Mike Liang, 2012 Jaycees president. “We rely on schools to distribute invitations to the children they believe are the most in need. We give them the invitations, then step out

of the process entirely until shopping day.” Liang attributed the longevity of these events to the sense of community they bring to the area. “From the hundreds of people involved in entering the parade and the thousands who watch it to the dozens of volunteers who assist during the shopping tour, these projects help bring community members together and help them get into the holiday spirit,” he said. While these are the events that tend to draw the most notice, the Jaycees also participate in newer traditions during the holiday season. For more than a decade, chapter members have volunteered during the First Baptist Church of Fruitland’s annual community Thanksgiving dinner. In recent years, they also have collected items to send to military personnel serving overseas during the holidays through Operation We Care. On Monday, Dec. 17, the chapter hosts its annual Christmas cookie exchange. About half the cookies are traded among Jaycees members in a traditional exchange, while the rest are boxed up and delivered to local firefighters in appreciation for their service throughout the year. Looking ahead into 2013, the chapter is always interested in new members. Membership meetings are 7:30 p.m. the third Monday of each month at the Salisbury Area Chamber of Commerce Business Center, 144 E. Main St. Other activities are listed on the chapter’s website at For more information, or to sign up for the Jaycees’ weekly e-newsletter, e-mail Membership Development Vice President Jess Kling at

Delmarva Power donates alarms Delmarva Power’s Emergency Services Partnership Program donated residential smoke alarms to the Maryland State Fire Marshal’s office for distribution throughout Maryland’s Eastern Shore. The fire marshal’s office received 600 smoke alarms which have a 10-year, long-life, sealed lithium battery. The company also donated 40 special needs smoke alarms for the deaf and hard of hearing. The special needs alarms emit a bright strobe light, as well as an extremely high volume audible alarm. “The Office of the State Fire Marshal encourages residents to enlist multi-levels of protection against possible injury and death from fire and smoke,” said William E. Barnard, Maryland state fire

marshal. “These new 10-year, sealed lithium battery alarms are one of the newest ways to know there may be a problem in your home that requires you to take action. By working with Delmarva Power, we are able to increase our resources and extend our reach into the community to those people who need the most help.” Lowe’s Home Improvement Warehouse and Harris Communications of Minnesota provided these alarms to Delmarva Power at a reduced cost to help support this safety effort. Since 2000, Delmarva Power has donated 17,000 regular smoke alarms, 1,042 special needs smoke alarms and 1,650 carbon monoxide alarms to fire safety officials in Delaware and Maryland.

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Business Journal • December 2012

Downtown Salisbury deals with flooding from Sandy

By Lynn R. Parks

Buildings in downtown Salisbury had flooded before. But the inundation of rain and river water that followed Hurricane Sandy in late October was unprecedented, say owners of businesses there. “We had from 1 foot to 2 feet of water throughout our building,” said Rob Mulford, owner of the Market Street Inn that sits on the banks of the Wicomico River. “I’ve been here for 11 years and I’ve never seen that, and I talked to the previous owner who was here for 12 years and he never saw that.” Brent Miller, owner with his wife, Amy, of the Sperry Van Ness real estate office on Main Street has a similar story to tell. “We are used to getting water in the front of the office,” he said. “But this time, the whole office was flooded. We didn’t know that that would happen, so we didn’t prepare properly.” Service Master is a commercial cleaning service located in Salisbury. Following Sandy, the office had about a hundred calls for help, said company owner Linda Hooker. In the middle of November, Hooker was still fielding calls for assistance in cleaning up flood damage. “I’ve been in this business for 25 years and this is probably the largest amount of claims that we’ve had from one event,” said Hooker. Her company did cleanups in Wicomico County as well as in Talbot, Somerset and Worcester counties in Maryland and Sussex County in Delaware. Hardest hit, she said, was the Crisfield area in Somerset County. Hooker said that cleaning up after a flood is more difficult than cleaning up after a ruptured pipe or broken water heater. Water that floods over the

banks of a creek or river carries with it contaminants that don’t simply go away when the carpet or wall is dried out. Carpets often have to be ripped up and thrown away, she said, and walls that were soaked with floodwaters have to be cut out. Often adding to the difficulties is the fact that many properties aren’t covered by flood insurance, Hooker said. Regular homeowner’s insurance doesn’t pay to repair damages caused by flooding, something that property owners often don’t realize until they try to make a claim. The Sperry Van Ness property is covered by flood insurance, Miller said. But a “substantial deductible” meant that his company had to pay a good portion of the repair costs, he added. The evening of the flood, Miller took a video as he walked through his office. The video, which he posted on YouTube, shows several inches of water throughout the building. With each step that Miller takes, the water ripples and sends tiny waves against desk and table legs. Miller estimated that the office flood caused $150,000 in damages. He and his staff of about 20 immediately began the cleanup — Miller was in the office the night of the flood from 7 p.m. to midnight and many employees were there the next day to help get the water out of the office. “Within 12 hours, the water had been cleared out and we immediately started removing dry wall and floors,” Miller said. “Our employees really stepped up to the table.” In fact, he added, when workers with Accord Restoration, the flood remediation company that Miller hired, came in, they were surprised at how much had already been done.

FOUNDATION DONATION - Kat Harting, Delmarva Education Foundation board member, presents a check for $18,895 to Mike Pennington, president of the Delmarva Education Foundation board of directors, on Nov. 15. The donation represents the final portion of a $175,000 bequest to the Delmarva Education Foundation from the estate of Dr. Donald Harting, the organization’s founder. Dr. Harting passed away last year. The Delmarva Education Foundation promotes college access and success for residents of Worcester, Wicomico and Somerset counties, largely by helping students find money to continue their education.

“They said that in all the jobs that they’ve done, they had never seen such teamwork and camaraderie,” Miller said. “That says a lot about the people we have working for us.” A workspace was quickly set up in temporary quarters on Camden Street, a couple of blocks from the Sperry Van Ness permanent location. In mid-November, Miller expected that employees would move back into the Main Street office the weekend after Thanksgiving and that the office would reopen that following Monday, a couple days shy of a month after Sandy hit the area. Miller said that he feels sure that downtown Salisbury will be flooded again. “The joke around here is that everyone is getting tired of that 100-yearstorm happening every 10 years,” he said. Even so, he didn’t consider moving out of downtown. “We have a great location,” he said. “The office is well laid out and we like being in the downtown area.” Mulford, owner of the Market Street Inn, said that he expects the cost of repairs to his restaurant to total up to as much as $175,000. On top of that, he estimates that he lost about $100,000 in business during the two weeks that the inn was closed for repairs. Soaked drywall, carpet and wooden floors had to be cut out and replaced, metal furniture had to be scrubbed and repainted and the inn’s wooden booths had to be removed, sanitized and put back in. Because the inn is in a flood zone, Mulford is required to carry federal flood insurance on it. But he isn’t expecting that insurance to cover all costs: After a smaller flood in September, when 6 inches of rain fell on downtown Salisbury and parts of the inn had 2

inches of water on the floor, Mulford had to take out a $60,000 line of credit to cover costs that the insurance didn’t pay. “With this second flood, I don’t know how much we’ll end up owing,” he said. “I haven’t been able to pay any bills since October. There are a lot of question marks out there.” Mulford said that the flood forced his hand in pursuing a leaner business model, something that he had already been considering. His staff is down from 40 to 24, and he expects it to stay at that number. In addition, the inn’s menu has been pared back to make food preparation simpler and more efficient. In spite of all the difficulties he has had, Mulford said that he is hopeful that the Market Street Inn will remain open. Customers have started to trickle back in after the restaurant reopened Nov. 15 and the coming season, between Thanksgiving and Christmas, is traditionally the inn’s busiest time. “One thing’s for certain,” he said. “With all the cleaning and repair we’ve had to do, we are certainly one of the cleanest restaurants in town. “I don’t know how all this will play out,” he added. “But I figured that even if the bank ends up with the keys to the inn, it’s better to have done something than nothing at all.” On November 14, the Wicomico County Department of Emergency Services hosted a tour of storm damaged areas for the Federal Emergency Management Agency and the Small Business Administration. The federal government has not yet determined if businesses will be given recovery assistance.  The Chamber will provide information on relief programs as they become available.

RIBBON CUTTING - Hopkins Automotive celebrated the grand opening of their 1922 N. Salisbury Blvd. operation with a ribbon cutting on Monday, Nov. 12, with chamber members, family, friends, customers, and a marching band from UMES. Hopkins Automotive Group has been serving Delmarva for 25 years and is proud to be celebrating the grand opening of their newest location in Salisbury. Tom Hopkins opened Hopkins Automotive in 1987 as a tire shop and continued to grow into car sales, service, towing, body shop and parts and accessories. They are now Delmarva’s largest independent dealer and like their slogan says, “We do it all!” To find out more about Hopkins Automotive, visit their website,

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Business Journal • December 2012


Salisbury Area Chamber holds 7th Annual Job Fair

The Salisbury Area Chamber of Commerce and the One-Stop Job Market held their 7th Annual Job Fair at the Centre at Salisbury on Thursday, Oct. 18. Sponsored by Manpower, this year’s event proved to be a great success with over 40 employers and thousands of job seekers.

Thank you to the staff at the OneStop Job Market for their outstanding volunteer efforts, this event would not be possible without their support. A special thanks to the Centre at Salisbury and the helpful staff at the Wicomico Public Library’s WILL Centre branch.

Staff member from WMDT Channel 47 at the 2012 Job Fair discussing job opportunities with their company.

The Resume Doctor was on hand to evaluate resumes of job seekers and offer suggestions at no cost.

Manpower was the sponsor for the 2012 Job Fair and met with numerous potential candidates.

A representative from Dove Pointe speaks with prospective employees.

Representatives from Walgreens at the 7th Annual Job Fair.

Business Journal • December 2012


Wicomico County Sales Tax Collections by category October ‘12

September ‘12

October ‘11

Food & Beverage








General Merch.




Automotive & Oil




Furniture & Appl.




Building Supplies




Utilities & Trans.




Hardware & Equip.












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


Salisbury-Ocean City-Wicomico Airport November . . . . . . . . . 11,565


December ‘10 . . . . . . 11,473


Airline Passengers Enplaned/Deplaned

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


February ‘12 . . . . . . . 11,158


March ‘12 . . . . . . . . . 13,059


April ‘12 . . . . . . . . . . 13,117


June ‘12 . . . . . . . . . . 13,466


July ‘12 . . . . . . . . . . . 14,916


August ‘12 . . . . . . . . 13,399


September ‘12 . . . . . 11,313


October ‘12 . . . . . . . . 11,007


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

National, State, County Unemployment Rates


National 7.9 Maryland 6.6 Wicomico 8.1 Salisbury 8.8 Worcester 9.6






8.4 8.6 8.2 7.6 7.5 7.2 7.1 7.0 6.5 6.3 8.6 8.3 8.2 7.8 7.9 9.3 8.9 8.9 8.6 9.0 8.2 7.8 7.6 7.9 9.8

Somerset 9.8 10.7 10.0 9.6 9.3 9.2

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


Business Journal • December 2012

Business After Hours Sobo’s Wine Bistro Sobo’s Wine Bistro hosted a Business After Hours networking event on Tuesday, Nov. 13. Chamber members had a chance to network and sample items from their menu which features contemporary American cuisine.

Lunch and dinner menus change frequently to reflect the flavors of the seasons as well as the requests of guests. Sobo’s is part of the Southern Boys group of restaurants that include The Red Roost, Boonies and the Evolution Public House.  For more information, visit their website,

Millie King of Flexera, Janice Corey of Delmarva Broadcasting and new member Jennifer Mitchell of Soul Yoga Studio which is opening soon next door to About Faces

From APPI Energy: Jennifer Samuels, Jessica Marx, Suzanne Hearn, Carolyn Hanna, Regina Klepper and Kristi Walsh

Dustin Dooyema of Fisher Architecture, Alyssa Dooyema of the Delmarva Shorebirds, Kayla Christiano of the Wicomico County Humane Society, Heather Herbert of Runaway Bay Apartments and Joe Giordano of CTDS

Tom Farina and Jennifer Prokefiew of the Hampton Inn North Salisbury and Chris Peek of Sperry Van Ness Miller Commercial Real Estate

Business Journal • December 2012

RE/MAX announces additions, special service recognition

Jeannie resides in South Point, with her husband, Dave and owns an Ocean City condo where she enjoys walking her rescue dogs, Bailey and Skittles.

Susan Megargee, Broker/Owner of RE/ MAX Crossroads at the Beach, announces Mark J.Hall of the following additions and congratulates RE/MAX CrossMark Hall on his service milestone. roads in Ocean City Jeannie Betten has completed five has joined the RE/ years of service with MAX Crossroads the RE/MAX network team. Jeannie’s exof professionals, a perience in sales, significant milestone finance, customer in his career. The service and public outstanding  effort relations is a perfect and dedication Hall fit to serve her real displays makes him estate clients and the Hall a tremendous part beach community.  of the RE/MAX A consistent Top network and the success of the RE/MAX Betten Producer, her exCrossroads team at the beach in Ocean pertise, knowledge City and the Eastern Shore..  and dedication to excellence are valuable Mark also has earned the prestiassets.  She specializes in resort and resigious Certified Distressed Property dential properties on the shore, as well Expert®(CDPE) designation, having as having a strong track record in closing completed extensive training in forecloshort sale transactions. sure avoidance, with a particular emphasis Jeannie considers honesty, integrity on short sales. At a time when millions and communication among the most of homeowners are struggling with the important traits she provides her clients.  possibility of foreclosure, the skills and Stay cutting edge, she implements new education amassed by Mark will help and innovative methods to market properbenefit the Ocean City - area residents and ties, as well as continuing to ensure she communities. is current with professional development.  Short sales allow the distressed homeProud to support local charities, she owner to repay the mortgage at the price participates in many community events, that the home sells for, even if it is lower including Susan G. Komen Race for a than what is owed on the property. With Cure, American Cancer Society’s Making plummeting property values, this can save Strides Against Breast Cancer, Worcester many people from foreclosure and even County Humane Society’s Board Walkin’ bankruptcy. More and more lenders are for Pets and also supports Autism organiwilling to consider short sales because zations, both local and national. Holiday Concert_AD_BusJournal_12_12_Layout 1 11/19/12 3:45 PM Page 1


they are much less costly than foreclosures. Alex Charfen, co-founder and CEO of the Distressed Property Institute in Austin, Texas, said that agents such as Mark J. Hall with the CDPE Designation have valuable perspective on the market, and training in short sales that can offer homeowners real alternatives to foreclosure, which can be devastating to credit ratings. The Distressed Property Institute provides live and online courses to train real estate professionals how to help homeowners in distress, with a strong focus on handling short sales. “Our goal is to help as many homeowners as possible, by educating as many real estate professionals as possible,” Charfen said. “ Mark J. Hall has demonstrated a commitment to struggling homeowners, a commitment that can provide much-needed stabilization to the community.”  For more information about dealing with distressed situations call Mark Hall at 410-726-0912 (Mobile) or 410-726-3600 (Office).  Betsy Hanulak has joined the firm as a Residential Agent. Hanulak has been in the real estate business since 1985 and brings an in-depth knowledge of all the wonderful things Delmarva has to offer homebuyers. Hanulak holds the prestigious Gradu-


ate, REALTOR® Institute (GRI) and the Seniors Real Estate Specialist® (SRES) designations which demonstrate her advance education in Real Estate as well as a specialization in the field as it relates to people over 50 years of age. Hanulak was born and raised in Maryland. She attended the University of Maryland in College Park. It was there Betsy met her future husband Chet and they were married in the beautiful chapel on campus. Betsy and Chet moved to the Eastern Shore in 1959 and raised their four sons in Salisbury. To reach Betsy Hanulak for real estate assistance, call RE/MAX Crossroads at 443-736-3373 or her mobile number at 410-726-4976. RE/MAX Crossroads is located in Wicomico County at 103 E. Main Street, Fruitland, MD 21826 and serves Delaware and the Eastern Shores of Virginia and Maryland.

School construction meeting

Local contractors, suppliers and vendors may join Whiting-Turner for an informational preview of the new Bennett Middle School project in Fruitland that is scheduled to break ground early 2013. Whiting-Turner will provide a brief overview presentation of the project with a discussion of schedule, bid packages and bidding requirements for this exciting new project in our community. The meeting is Thursday Dec. 13, from 1 to 3 p.m. at the Salisbury Area Chamber of Commerce

Salisbury Symphony Orchestra Presents OPERA CLASSICS & BROADWAY FAVORITES

A Holiday Concert with Tenor

Dominic Armstrong Saturday, December 8 • Holloway Hall Auditorium, 7:30 p.m. Concert Tickets: $20; $15 seniors age 60 & up • $5 children 18 & under For Tickets and Information: or SU Guerrieri University Center Information Desk Sponsored by

Free shuttles run from the Guerrieri University Center parking lot on Dogwood Drive to Holloway Hall from 6:30-7:30 p.m., returning after the concert.

Business Journal • December 2012


Business After Hours Wicomico Public Library The Wicomico Public Library hosted a Business Before Hours networking event on Friday, Nov. 16, to introduce chamber members to all of the business resources that the library has to offer. Library Director, Andrea Berstler, explained their online resources and gave chamber members a sneak peak to

their new website which will launch at the beginning of 2013. The event was also the kick-off of the library’s annual book sale. Along with buying books, many chamber members took advantage of becoming business members of the library.  For more information about the Wicomico Public Library, visit their website, 

Tracey Sahler of the Wicomico County Board of Education, Robbie Raffish of a.s.a.p.r. Integrated Marketing, Library Director Andrea Berstler, and Ruth Jones of the Executive Women’s Golf Association Anthony Darby of American Express Card Services, new Donor Relations Director for the United Way, Kierston Pennington and Jack Morita of MLJ Processing

Steve Smith of Premiere Planning Group, Stacey Weisner of the Delmarva Zoological Society and Chamber Board Member Mike Weisner of Weisner Real Estate

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Business Journal • December 2012

Workshop to address retirement planning, tax free income options Almost everyone will acknowledge that we are in an era of historically low tax rates. It wasn’t too long ago, that income tax rates were as high as 70%. We have record spending and record debt, and close to 50% of Americans pay little or no taxes at all. So, isn’t it likely that taxes will have to rise and spending will need to decrease to get us back on course? For most of us, the traditional retirement plans such as IRAs and 401ks have been the cornerstone of retirement planning. The basic premise is deferral of taxes, but does this strategy make sense should taxes increase in the future? After all, the IRS gets to tax not only your original contributions, but all earnings in the account as well. Tax free investment strategies may make the most sense. The Roth IRA is the best known. Contributions are not deductible, but all earnings are tax deferred and income received is tax free.

Dale Carnegie Course coming

Dale Carnegie Training, the global leadership, management and sales training company, has announced that the Salisbury Area Chamber of Commerce will be sponsoring a Dale Carnegie Course in January 2013. The course will begin on Tuesday, Jan. 22 and will be held at the Salis-

The theory is to pay your taxes now, and in the future you would forego all taxation. Another tax implication of traditional tax deferred strategies is that income received can result in taxation of your Social Security Benefits. As much as 85% of your Social Security can be subject to taxes, and very few understand this matter until they start taking distributions out of their retirement account. Distributions from Roth IRAs do not bring about taxation of your Social Security. A one hour workshop on these matters will be presented by Steve Smith at the chamber offices at noon on Tuesday, Dec. 11. A light lunch will be provided. The workshop will include a discussion of traditional retirement income planning, and the alternatives, specifically the options for funding and receiving tax free income. RSVP at 410-546-9725 or email bury Area Chamber of Commerce offices located at 144 East Main St., Salisbury. To find out more, contact Diane Beliveau of Dale Carnegie Training at 410-560-2188, ext. 114 or diane. as soon as possible to reserve a seat as space is limited.


MAKE A DIFFERENCE DAY - The Community Foundation of the Eastern Shore’s (CFES) ShoreCAN Volunteer Center hosted Make a Difference Day on Oct. 27. The Chesapeake Housing Mission (CHM) was one of several organizations that participated. Almost 25 volunteers from CHM built a wheelchair ramp for a local resident’s home in the region. Pictured are CHM volunteers who gathered to build a handicap ramp at a residence in Westover, Md.

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ZOOLOGICAL SOCIETY HONORED - The Delmarva Zoological Society, Inc. (DZS) received the Richard A. Henson Award for Nonprofit Excellence at the Community Foundation’s Annual Meeting & Luncheon recently at the Fountains Conference Center. The foundation was recognized as the region’s most outstanding nonprofit organization. Accepting the coveted award on behalf of DZS are, from left: Kathy Bassett, DZS development director and Stacey Weisner, DZS executive director.

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Business Journal • December 2012


‘Decorating Delmarva’ debuts Everyone loves driving around local neighborhoods during the holiday season to see the beautiful lights and decorations. This year in Delmar, Del., visitors can experience Decorating Delmarva - a self-driven tour with holiday displays designed by local organizations. This 36-night holiday event features a 2-mile drive through an animated tour of the North Pole, including holiday lights and displays. Decorating Delmarva will take place at the Delaware International Speedway and US 13 Dragway on US-13 in Delmar from Nov. 15 through Jan. 5, 2013. The North Pole Tour will take visitors to places like Dasher’s Diner and

Rudolph’s Raceway. Make sure you remember which display was your favorite because at the end of the tour you can cast your North Pole ballot to help your favorites win a top prize of $5,000 for their organization. The final stop of the tour is Santa’s Village complete with arts and crafts vendors, souvenirs, a food court, and even the opportunity to have pictures taken with Santa and Mrs. Claus. On New Year’s Eve, the festival will have extended hours for a family-friendly outdoor party. For more information, visit www.

Rommel’s Ace donates to Red Cross

Rommel’s Ace Hardware President and CEO, Mike Cottingham, recently presented a check for $10,000 to the Lower Shore Chapter of The American Red Cross Community Executive, John Culp. The donation is to aid in relief efforts for Somerset County Hurricane Sandy victims and is in honor of Dave Rommel’s mother, Orpah Rommel who is from the Somerset County area. John Culp, community executive for the Lower Shore American Red Cross is grateful for the generosity of Rommel’s Ace Hardware. “During the storm the Red Cross housed more than 1,900 people in 25 shelters. Crisfield and the surrounding areas were the hardest hit with the shelter in Somerset County being open the longest.”

Shorebirds add office staff in 2013

The Delmarva Shorebirds, class “A” affiliate of the Baltimore Orioles, announce the addition of two new front office staff members, Brandon Harms, director of ticket sales and Joe Long, box office manager & account executive. Both started with the Shorebirds in early November. The Shorebirds also promoted two front office staff members from within. Mike Steinhice, formerly a ticket sales executive was promoted to ticket sales manager, while Fred Schnarrs, the Shorebirds Box Office manager last season, was promoted to group sales manager.  The rest of the Shorebirds staff remains virtually unchanged including general manager Chris Bitters, who returns for his seventh season with the club.  “We’re excited about adding Brandon and Joe because both come from strong Minor League Baseball backgrounds and therefore will fit in perfectly with our returning staff,” said Bitters. “The majority of our staff members have been together for several seasons now and that bodes very well for a big 2013.” Harms and Long will join the Shorebirds staff in opening the 2013 season on April 4, at Arthur W. Perdue Stadium as the Shorebirds square off with the Hagerstown Suns. Ticket packages for the 2013 season are on sale now by calling 410-219-3112. 

Jenny Pastusak, development director of Horizons at The Salisbury School, spoke with United Way’s third grade Community Connections class about the importance of literacy in our community. Pictured are Pastusak, Salisbury School third grader Wyatt Miller, and United Way’s Donor Relations Director Kierstin Pennington.

Students enjoy Community Connections Together, The Salisbury School and the United Way offer The Community Connection Program to teach kids in kindergarten through twelfth grade about a variety of health and human service needs.

Each grade focuses on a different area of study such as hunger in kindergarten and aging in seventh grade. To learn more about the program, contact the United Way at 410-7425143.

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Business Journal • December 2012

PRMC DONATES FOOD BASKETS - PRMC Patient Care Services team members put together food baskets for local families to enjoy on Thanksgiving. Pictured, from left, United Way’s Kierstin Pennington, PRMC Patient Care Services team members Peggy Wright, Nancy Flurer, Helen Branch, Chelly Taylor and Alison Lankford.

Tony Sarbanes receives the 2012 Salisbury Award Anthony S. “Tony” Sarbanes was a bit startled at the start of the monthly board meeting at MAC, Inc. Suddenly, most of his family along with representatives from the city, county, state and federal governments, proclamations in hand, streamed into the room. In a surprise presentation by the award’s trustees, Tony was recognized as the 2012 recipient of the prestigious Salisbury Award, the community’s oldest civic award. Established in 1926 and presented 59 times since then, the Salisbury Award is given in recognition of “service that has been the greatest benefit to the happiness, prosperity, intellectual advancement or moral growth of the community.” It may be given to an individual or to an organization, for a specific achievement or a body of work over time. Past recipients include recognizable names such as Ruth Powell, James M. Bennett, Avery Hall, Richard Henson, Frank Perdue, Dick Hazel, Sam Seidel, Paul Martin, Virginia Layfield, Mitzi Perdue, Lewis Riley and Pete Cooper. Ben’s Red Swings and the Community Foundation of the Eastern Shore are among the organizations that have been recognized.

In addition to 33 years of active and reserve service to our military, retiring as a Major General in the Army; 28 years with the Wicomico County Board of Education (encompassing a Sarbanes variety of teaching, coaching and senior administrative positions including the opening of Parkside High School as its first principal); and a subsequent business career in the private sector; Tony further served his community as president of the Wicomico County Council from 2002 to 2006. But what drew the attention of the trustees of the Salisbury Award, resulting in his selection as the 2012 honoree, is the extraordinary commitment to our community demonstrated by his leadership and service to more than two dozen charitable and civic organizations throughout his life, a commitment that continues today. In addition to the presentation of a plaque commemorating his selection as its honoree, the Salisbury Award Trustees will make a donation of $500 to a charity of Tony’s choice.


PENCIL TO PLOW GRADUATION - On Nov. 12, the UMES Small Farms Office hosted the 2012 Pencil to Plow Graduation Ceremony at the UMES Henson Center. Graduates received their NxLevel Completion Certificates at the end of the eight week course which focused on developing an agricultural based business plan. From left, front row: Joe Giordano, SACC Foundation executive director; Pete Layfield, graduate; Carol Bean, graduate; Jessica Renshaw, University of Maryland Extension Office. Second row: Berran Rogers, UMES Small Farms Office; Henriette den Ouden, graduate; Matthew Taylor, graduate; Benjamin Taylor, graduate; Kyle Lewis, graduate.

Business Journal • December 2012


Great gadgets for the holidays Shopping for those perfect Christmas gifts for friends and family? The SACC Tech Committee has put together a list of their favorite gadgets perfect for holiday gift ideas. All gadgets listed are a lot of fun and can be very handy in a variety of situations and you don’t have to be a tech guru to use and appreciate them. Read on to learn more about the latest gadgets on the market that could make great gifts for the holiday season. Also, check out for more fun and unique gadgets and goodies. iPhone 5 Cost: Approximately $199.99 with a 2-year contract Where to buy: Available from your local AT&T, Verizon, and Sprint agents Apple turned the smartphone world on edge when it introduced the revolutionary iPhone in the summer of 2007. The iPhone 5 is true to the reputation of the line, offering simple, easy to use functions, a well-populated App Store, and high end hardware in a sexy package. Notable improvements over the 4s include a slimmer, lighter device, a more powerful processor, support for cellular’s fastest LTE data standard, a larger screen, and the new iOS 6 operating system. Recommended by Travis Fisher, Inacom Information Systems Arduino Starter Kit Where to Buy: Arduino is an open source project, meant to help people bridge the gap between physical computing and programming. Using an Arduino, one can prototype just about anything imaginable in a device – RC cars, robots, guitar effects pedals, environmental sensors, and web-based notifiers are just a few documented projects. Numerous tutorials are available to teach electronics and programming skills, making this a great gift for the young and the young at heart. The Sparkfun Inventor’s Kit ($99.95) ( is a great place to start with plenty of parts and a Getting Started Guide with 12 projects to teach the basics of Electronics Programming. The Arduino Cookbook provides 204 Recipes to teach advanced topics ($26.89) ( SACCArduinoBook) Recommended by Travis Fisher, Inacom Information Systems

Amazon Kindle Fire HD Cost: $199 Where to buy: Are you thinking of a tablet for Christmas but not sure? Why not start with the very affordable Kindle Fire HD. At $199 it has a 1280x800 HD display, Dolby sound and 1.2Ghz processor. It runs all sorts of apps including Facebook, Netflix, Pandora, Angry Birds and more. Recommended by Kevin Justice, Matice Interactive Cookoo Watch Cost: $129 Where to buy: This is a watch that links to your cell phone and can alert you that an email or SMS has come in or that you have an upcoming appointment. But, better yet, you don’t need to look at your phone – just look at your wrist. It can also find your phone or if you lose your watch, the phone can find it. Recommended by Kevin Justice, Matice Interactive AR Drone 2.0 Cost: $299.99 Where to buy: This is a remote quad copter controlled by your smart device (iPhone, iPad or Android powered device). There are two onboard cameras. The front camera streams 720p high-definition live video to your smart device. I recommend this because everyone is intrigued by those helicopters in the mall and this gift blows the doors off of those “toys.” Recommended by Andrew Quillen, Hilyard’s Business Solutions

Social Media Lunch & Learn

Join MLJ Processing and the Salisbury Area Chamber of Commerce for a social media Lunch & Learn, “Get liked and other effective social media techniques” at 11:30 a.m. on Tuesday, Dec. 4, at the Hampton Inn in Salisbury. This seminar will focus on increasing social media traffic on your business’ pages and is for social media users of all levels. Speakers are Ryan Baroody of MLJ Processing and Nick Gagliardi of Advantage Title Company. Lunch will be provided by MLJ Processing. To register, call Sophia Smecker at 410-749-0144.

DEF DONATION - St. Alban’s Episcopal Church in Salisbury recently donated $4,000 to the Delmarva Education Foundation (DEF) from the proceeds of the church’s annual fall silent and live auction held on Nov. 3. Church Rector Rector Frieda Malcolm and event co-chair Barbara Filipelli presented the donation to Delmarva Education Foundation’s representatives Michael Pennington, board president, Vernon Rivers, board member and event co-chair, and Rota L. Knott, DEF executive director.

Avoiding financial exploitation

MAC Incorporated, the Area Agency on Aging, and Eldercare Locator, are pleased to pass on tips for avoiding financial exploitation, particularly during the holidays. The “Protect Your Pocketbook” brochure helps you to determine if you are at risk for exploitation, defines financial exploitation, plus offers potential warning signs of exploitation. For more information, or to download the brochure, contact the Eldercare Locator at 800-677-1116, or visit eldercarelocator.

Choptank Electric Cooperative

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Business Journal • December 2012

Personnel File Wor-Wic welcomes faculty

Wor-Wic Community College recently welcomed several new faculty and staff members: Paul G. Suplee, Stephanie Shultz, Dr. Brenda J. Mister, Ruth F. Gill, Karen Berkheimer, Dr. Stacey Wilson and Bini Varghese. Paul G. Suplee of Ocean Pines has joined Wor-Wic as assistant professor of culinary arts. Suplee was previously the department chair and a Berkheimer culinary teacher for the Worcester County Board of Education. He received his associate degree in culinary arts from Johnson and Wales University in Providence, R.I., his bachelor’s Gill degree in history from Loyola College in Baltimore and a ProChef III certificate from the Culinary Institute of America in Hyde Park, N.Y. Stephanie Shultz of Delmar, Md. has joined Wor-Wic as an instructor of deMister velopmental mathematics. Prior to joining Wor-Wic, she was a mathematics teacher at the Salisbury School. Shultz has taught mathematics on a part-time basis for Wor-Wic Shultz and Salisbury University. Shultz received her bachelor’s degree in liberal studies and master’s degrees in education and English from SU. Dr. Brenda J. Mister of Hebron has joined WorWic as department Suplee head and associate professor of nursing. Prior to rejoining Wor-Wic, she was an assistant professor in the nursing department at Salisbury University. Mister also

works part time as a nurse at Peninsula Regional Medical Center. She has more than 10 years of teaching experience at Wor-Wic. Mister received her bachelor’s and master’s degrees in Wilson nursing from SU and her doctorate in leadership and innovation from Wilmington University. Ruth F. Gill of Ocean View, Del. has joined Wor-Wic as director of information technology. Varghese Prior to coming to Wor-Wic, she was director of advancement services at Montgomery College in Rockville. She received her bachelor’s degree in information systems management and her master’s degree in e-commerce management from the University of Maryland University College. Karen Berkheimer of Selbyville, Del. has joined Wor-Wic as director of human resources. Before joining Wor-Wic, she was a human resources specialist at Salisbury University. Berkheimer has more than 10 years of administrative experience, including about 6 years as the vice president for finance and human resources at Santa Catalina Island Resort Services in Avalon, Calif. She received her bachelor’s degree in English communications from Lebanon Valley College in Annville, Pa., and her master’s degree in management from the University of Phoenix. Dr. Stacey Wilson of Berlin has joined Wor-Wic as an assistant professor of biological science. In addition to teaching middle school science at Worcester Preparatory School in Berlin, she was a parttime instructor of biological science at Wor-Wic since 2007. Wilson received her bachelor’s degree in dairy science, and her bachelor’s and master’s degrees in animal science, from Virginia Tech in Blacksburg, as well as her doctorate in animal science from the University of Missouri in Columbia. Bini Varghese of Salisbury has joined Wor-Wic as an assistant professor of nursing. Before coming to Wor-Wic, she was a registered nurse at Peninsula Regional Medical Cen-

ter. Varghese has 10 years of nursing experience and five years of teaching experience. She received her bachelor’s and master’s degrees in nursing from Christian Medical College in Vellore, India. She also has orthopedic nurse and basic life support certifications.

Walsh joins APPI Energy

Kristi M. Walsh, IOM, has joined APPI Energy as customer relations director. In the newly created role, Walsh will develop new customer opportunities and be an integral part of APPI Energy’s unique relationships with trade associations and Chambers of Commerce. Since 2003, Walsh served as vice president of corporate & community relations for Pennsylvania’s York County Chamber of Commerce. In her leadership position, she managed events, marketing, membership, and customer service teams. She has 30 years of experience in


business to business sales, management, and membership-driven programs. Walsh can be reached at APPI Energy’s York, Pa., office at 717-7920630 and

Gilkerson earns real estate license Sperry Van Ness – Miller Commercial Real Estate is pleased to announce that Joey Gilkerson of the Gillis Team has earned a Delaware Real Estate License. To inquire about commercial real estate properties in Delaware or Maryland, contact Joey Gilkerson at joey. Gilkerson or 410-543-2440.

Assadi earns designation

Angela B. Assadi has successfully completed the certification process with the National Association of Cer-

PAGE 22 tified Valuation Analysts (NACVA) to earn her designation of Certified Forensic Financial Analyst (CFFA). Angela B. Assadi is a practicing Certified Public Accountant (CPA) with Angela B. Assadi, LLC. She also holds the designation of Certified Valuation Analyst with NACVA. The National Association of Certified Valuation Analysts is a global, professional association that delivers training from the nation’s leading experts in consulting fields such as business valuation, financial litigation forensics, forensic accounting, business fraud, mergers an acquisitions, business and intellectual property damages, fair value reporting, healthcare consulting, and exit strategies.

Clarke elected to committee

Dr. Maurice Clarke, veterinarian and assistant professor in the Department of Agriculture, Food and Resource Sciences at the University of Maryland Eastern Shore, was recently elected to the General Conference Committee during the 41st Biennial Conference of the National Poultry Improvement Plan (NPIP). In addition to his role at the university, Clarke has been a member of the poultry task force organized by the

Business Journal • December 2012 Delmarva Poultry Industry since 1991. Prior to joining UMES in 2008, he served as field veterinarian and acting director for more than two years in a poultry diagnostic laboratory in SalisClarke bury. His primary objective is disease diagnosis and prevention in poultry. The General Conference Committee of NPIP serves as the official advisory board to the U.S. Secretary of Agriculture. Members of the committee represent the six regions in the U.S. and work to fulfill NPIP’s mission to prevent disease through new diagnostic technology and to protect international trade.

Critzer receives CISR designation RPS ISG International Account Manager Diann Critzer recently completed the CISR (Certified Insurance Service Representative) designation course. The five sections of the course include insuring commercial property, agency operations, insuring commer-

cial casualty exposures, insuring personal auto exposures and insuring personal residential property. RPS ISG International provides commercial and personal property Critzer & casualty insurance, employee benefits and human resources consulting to businesses throughout Maryland and the Eastern Shore.

Gonzales joins PKS

PKS Investment Advisors LLC is pleased to announce the addition of Timothy A. Gonzales, AAMS to their team of investment advisors. Gonzales, who holds the Accredited Asset Management Specialist designation through the College for Financial Planning, specializes in investment planning and retirement income planning at PKS. Prior to joining PKS, Gonzales was a financial advisor. He also served for nearly a decade in law enforcement locally, and is an active member of the community, serving on the board for the Fruitland

Chamber of Commerce and Crimesolvers of the Lower Eastern Shore. To reach Gonzales, call 410-5465600 or email His office is located at 1801 Sweetbay Dr., Salisbury.


Kimball appointed to task force

Thomas V. Kimball Jr., deputy director of operations at the Wicomico County Department of Corrections, has been appointed to serve as a member of the Governor’s Task Force on Military Service Members, Veterans and the Courts. The task force studies military service-related mental health issues and substance abuse problems that may apply or arise in certain court cases and considers recommending the establishment of a special court for defendants who are veterans or members of the armed services who appear to suffer from certain problems related to military service.

Business Journal • December 2012

What to do with your 401(k) if you leave a job By Dennis W. Hopson


In the past, many people stayed at one job, or Before making any at least one company, for almost their entire working moves with your lives. When they retired, 401(k), consult with they could typically count your tax and financial on a pension, the value of advisors. which was based on their years of service and earnings. But today, workers can expect to hold several difFirst, your money will still have the ferent jobs in their lifetime, and to a potential to grow on a tax-deferred great extent, pensions have been rebasis. Second, you can invest your placed by 401(k) plans, which place much of the funding responsibility funds in virtually any investment you on employees. So, assuming you will choose — stocks, bonds, government change jobs at some point, and you securities, certificates of deposit do have a 401(k), what should you (CDs), etc. do with it? Here are your basic choices: Third, if you own more than one • Cash out your plan. If you cash 401(k) account, you could find it out your plan, your company will advantageous to consolidate them likely pay you 80% of your account into a single IRA, thereby making it value, withholding the rest for fedeasier to allocate and monitor your eral taxes. And if you’re younger than age retirement assets. 59½, you may well be slapped with And fourth, IRAs may give you a 10% IRS tax penalty. Even worse, greater flexibility if you plan to pass you’ll have lost a key source of your money to your children. retirement income. Still, if you are leaving your employer involuntarily, In fact, if your child inherits and you need the money, cashing out your IRA, he or she has the option your 401(k) is an option you may of stretching withdrawals over the need to consider. child’s entire lifetime, rather than • Keep the money in your comtaking the money as a lump sum. (If pany’s plan. When you leave a company, your employer may allow you you do transfer funds from your old to keep your money in your existing 401(k) to an IRA, be sure to use a 401(k). You may want to choose “direct rollover” to avoid the possithis route if you like the investment bility of triggering unwanted taxes.) choices available in your plan. However, you might be caught by Before making any moves with surprise if the company decides to your 401(k), consult with your tax change investment options. Furtherand financial advisors. By looking more, some employers may charge closely at your options, and by getformer employees fees to maintain ting professional guidance, you can their 401(k) plans.  • Move the money into your new make the choice that’s right for you.  employer’s plan. If your new employer has a 401(k) and allows transThis article was written by Edfers, you could roll the money from ward Jones for use by your local Edyour old plan into the new one. This might be an attractive option if you ward Jones financial advisor. like the investment options in your new employer’s plan.  About the author • Roll the money over to an IRA. Dennis W. Hopson is a financial advisor for Edward Jones Investments. You may find several advantages to You can reach him at 410-742-3264. rolling your 401(k) over to an Individual Retirement Account (IRA).


Holiday shopping outlook 2012 Continued from page one

post-election expenditures, I am predicting an even better holiday shopping season this year compared to last year, which in turn was better than the year before,” he said. He expects Salisbury to follow that national trend. “Salisbury is now a recognized metropolitan statistical area and behaves as such,” he said. “Other than a slightly lower per household spending level, I expect our shoppers to be no different than their counterparts in the rest of the state or the nation.” Several factors are pushing the increase in sales, primarily demand that has built up over the past few lean years, improved consumer confidence and personal, as opposed to national, optimism. In addition, with the national election behind us, Diriker said, consumers’ uncertainty about who will lead the country for the next four years is over. “Whether they like the results or not…this will improve consumer sentiment and thus lead to higher per capita spending during the holidays,” he said. Diriker predicted that online sales will continue to increase at a greater rate than sales in brick-and-mortar stores. “However, stores that succeed in making shopping convenient, fun and experiential (shopping as a leisure activity, not just as a transaction) will be the

clear winners,” he said. Alane Emerson is senior marketing manager at The Centre at Salisbury. She agrees that all signs point toward a strong holiday shopping season this year. “Sales at The Centre at Salisbury have been strong all year and we expect that trend to continue,” she said. “We anticipate steady traffic through December and expect the pace to quicken as we approach the week leading into Christmas.” Emerson said that retailers are using “smarter strategies” to keep shoppers visiting their stores. “They are utilizing social media as a way to fully engage their most loyal shoppers,” she added. The Centre at Salisbury too is doing that, she said, engaging shoppers through Facebook, Twitter, mobile apps, websites and e-blasts. Shoppers are looking for “value and practicality alongside fresh fashions and compelling merchandise,” Emerson said. Always popular are gift cards, in particular Centre gift cards that can be used at any store in the mall. “They are quick, easy, convenient and apply to everyone on the shopping list,” she said. “Businesses and corporations have always loved mall gift cards because they know their teams love to receive them.”

Leaving a 401(k) with a previous employer could mean leaving it alone with no one to watch over it. At Edward Jones, we can explain options for your 401(k) and help you select the one that’s best for you. If you’d like to roll it over to an Edward Jones Individual Retirement Account (IRA), we can help you do it without paying taxes or penalties. And you can feel confident that someone is looking out for you and your 401(k).

To find out why it makes sense to talk with Edward Jones about your 401(k) options, call or visit your local financial advisor today. Dennis W. Hopson, CFP®, AAMS® Financial Advisor

1411 Wesley Drive Salisbury, MD 21801 410-742-3264


Business Journal • December 2012

Journal Healthcare

2012 PRMC Chairman’s, President’s Award winners

Peninsula Regional Medical Center President/CEO Dr. Peggy Naleppa and Board of Trustees Chairman Martin “Marty” Neat recently presented members of the Peninsula Regional healthcare team with President’s Leadership and Chairman’s Awards for their contributions to the medical center. There were six submissions for the Chairman’s Award this year, reflecting many achievements in clinical and operational performance improvement. The teams submitted applications demonstrating improvement in one or more of the following areas: clinical quality; patient safety; customer service/patient experience; financial performance; community health; and operations. Earning the Chairman’s Award for 2012 was the Care Partners team. The team was honored for the development of the new PRMC Care Model in which certified nursing assistant (CAN) and registered nurse (RN) responsibilities and accountabilities for specific job classifications are defined through standard work. The new Care Model has resulted in a 53% improvement of nurse time at the bedside, a 58% reduc-

tion in time spent at the nurse’s station, and a transition of documentation from the nurse’s station to the point of care (bedside). The five finalists were: Heart Failure Success Story; Medication Decentralization; Outpatient Laboratory Specimen Throughput; Patient’s Rights and Restraint Utilization and Pharmacy Storeroom 5S The PRMC President’s Leadership Award honors individuals who embrace the philosophy that leadership is a privilege and a position of shared trust. Presented the award in 2012 were Medical Imaging Executive Director Mary Lou Melhorn and Director of Supply Chain and Support Systems Scott Phillips. Melhorn, who has been with PRMC since 2000, was recognized by President/CEO Dr. Peggy Naleppa for her leadership on numerous committees including the United Way campaign, bringing her department in under budget, for the multiple clinical affiliations established and the accreditations received by the Medical Imaging Department during her tenure and for having one of the medical center’s lowest

PRMC President/CEO, Dr. Peggy Naleppa, left, presents the 2012 President’s Leadership Award to Medical Imaging Executive Director Mary Lou Melhorn.

PRMC President/CEO, Dr. Peggy Naleppa, left, presents the 2012 President’s Leadership Award to Supply Chain and Support Systems Director Scott Phillips.

employee turnover rates. Her department’s 97% Overall Quality of Care score, as rated by patients, is among Peninsula Regional’s best. Phillips, a member of the PRMC family since 2010, was recognized by President/CEO Dr. Peggy Naleppa for his leadership in working with other departmental leaders on LEAN initiatives and cost-saving

projects and contract renegotiations that have saved PRMC nearly $3 million, while improving efficiency and streamlining the patient care process. He was also honored for his involvement on numerous committees, including the United Way campaign, and for exceeding, within his department, the organizational goal for employee satisfaction.

PRMC Chairman of the Board of Trustee, Marty Neat, right, presents the 2012 Chairman’s Cup to Nancy Flurer and Karen Dunn representing the PRMC Care Partners Team.

Business Journal • December 2012

JUNIOR AUXILIARY DONATION - Atlantic General Hospital’s Junior Auxiliary Group recently donated $5,000 to the community education department at Atlantic General Hospital to help with efforts such as Patrick Reynolds’ visit to Worcester County Schools to help fund events to share his anti-smoking messages. From left: Dawn Denton, community education manager at Atlantic General Hospital; Loretta Spinuzza, member of the AGH Junior Auxiliary Group; Rebecca Taylor, member or the AGH Junior Auxiliary Group; Kimberly Fernley, president of the AGH Junior Auxiliary Group; and Patrick Reynolds.

NURSES RECEIVE CERTIFICATION - Peninsula Regional Medical Center (PRMC) is pleased to announce that several PRMC nurses have attained CCRN certification after successfully completing the nationally recognized exam for nurses who provide direct bedside care to acutely and/or critically ill patients. CCRN certification is one of the most advanced professional credentials that can be achieved by a nurse in the field of acute and critical care. Receiving certification recently are, from left: Chris DiPasqua RN, CCRN, MS, MAT; Shelley Glasow RN, CCRN-CSC; Vicki Mobray RN, CCRN-CSC; Beth DiPasqua RN, MS, CCRN; Lunda Tuthill RN, CCRN; Jenn Crossan RN, CCRN. Not pictured are Cindy D’Aquilla RN, CCRN; Amy McGlinchey RN, CCRN; Sue Tsang RN, CCRN.

Twigg earns certification

The National Certification Board for Diabetes Educators (NCBDE) has announced that Geoff Twigg, board certified ambulatory care pharmacist at Apple Discount Drugs, achieved Certified Diabetes Educator (CDE) status by successfully completing the certification examination for diabetes educators. Twigg was certified as an ambulatory care pharmacist in 2011. Ambulatory care pharmacy practice addresses medication needs, the development of sustained partnerships with patients and the integration of pharmacy practice within the family and community. Twigg joins John Motsko, CDE, to help diabetic

patients have a better understanding of their condition and how to improve their quality of life. The Apple Diabetes Resource Center recently expanded services to include nutritional counseling by a Twigg registered dietician and monthly comprehensive group classes. For more information, call the Apple Fruitland location, 410-749-8401 or email Geoff Twigg at


NURSES JOIN HONOR SOCIETY - Peninsula Regional Medical Center’s Mary Beth D’Amico, vice president of Patient Care Services and chief nursing officer and Intensive Care Unit (ICU) Clinical Manager Tom Jones, have been elected to membership in the Honor Society of Nursing, Sigma Theta Tau International (STTI) as a nurse leader through Lambda Eta Chapter at Salisbury University. The Honor Society of Nursing, Sigma Theta Tau International, one of the largest international nursing organizations, works to foster, develop and connect nurse scholars and leaders worldwide to improve healthcare. Membership is by invitation to nurse professionals who have demonstrated achievement in nursing, hold a minimum of a baccalaureate degree and are a registered nurse.


Business Journal • December 2012

Journal Education DEF holds Scholarship Fair

Students from across the lower Delmarva Peninsula are invited to connect with local organizations and individuals offering college financial aid at the Delmarva Education Foundation’s annual Scholarship Fair at The Centre at Salisbury on Saturday, Jan. 12 from 10 a.m. to 4 p.m. DEF helps local residents find money to continue their education. Dozens of scholarship sponsors from across the lower Delmarva Peninsula will be on hand to meet with prospective applicants from Worcester, Wicomico, Somerset and Dorchester counties in Maryland, as well as Sussex County, Delaware and Accomack and North Hampton counties in Virginia. This is also a great opportunity for local scholarship sponsors to increase awareness of both their scholarship offerings and of their organization. Any group or individual offering financial aid for students is invited to participate; the cost to reserve a fair table is $25. Call DEF at 410-219-3336 or visit for more information.

Wor-Wic is military friendly

Wor-Wic Community College was named as one of the top Military Friendly Schools for 2013 by G.I. Jobs, a veteran-owned magazine designed for military personnel transitioning into civilian life. The Military Friendly Schools list honors the top 15 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 (VA) 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 personnel. “Since the fall of 2005, more than 800 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 Wor-Wic. Last year, more than 300 veterans were enrolled at Wor-Wic.” Veterans or active military personnel interested in enrolling at Wor-Wic can contact Howard at or 410-334-2882.

SDHS wins competition

Sixty three students from 21 schools in Delaware, Maryland and Virginia

recently participated in the 29th annual Eastern Shore High School Mathematics Competition at Salisbury University. Students demonstrated their math expertise on both an individual and team basis. Stephen Decatur finished in first place in the team competition, while James M. Bennett finished in second place and Wicomico took third place honors. Hee Chor Jeong of Wicomico was the first place winner in the individual student competition, while Casey Knerr of Worcester Prep in Berlin, Md., was runner-up and Zhengze Yang of James M. Bennett was the third place finisher. Other participating schools included: Delmar, Seaford, and Woodbridge in Delaware; Colonel Richardson, Crisfield, Mardela, North Caroline, Parkside, Pocomoke, Saints Peter & Paul, Salisbury Christian, Snow Hill, The Gunston School, The Salisbury School, Washington, and Worcester Tech in Maryland; Broadwater Academy in Virginia. Barnes & Noble gift cards were awarded to the top three students, as well as to the students on the three best teams.

Professor secures NIH grant

Victor Hsia, a pharmaceutical sciences professor at the University of Maryland Eastern Shore, is the recipient of a major National Institutes of Health grant he will use to underwrite research into the virus that causes cold sores and complications that can lead to Hsia blindness and brain lesions. Over the next five years, Hsia will receive just under $750,000 to fund his investigation into “the cellular and molecular mechanisms of herpes simplex (1) virus during lytic and latent infections.” The grant comes as Hsia is about to begin his 20th year of inquiry into how and why the herpes simplex (1) virus, which in most people is benign, can become virulent and cause blindness. Hsia has found evidence that people with serious health problems, such as hormone imbalance, are more susceptible to the virus becoming aggressive. There are also indications that people living in lower socio-economic conditions are more likely to develop complications from the virus as well. Prior to his appointment at the UMES School of Pharmacy, Hsia was on the faculty at the University of Louisiana Monroe’s College of Pharmacy. He taught courses of basic sciences such as pharmacology, immunology, physiology and pharmacogenetics.

Cybersecurity program at SU The cybersecurity industry is expected to grow more than 50 percent in the next four years, says The Baltimore Sun, and Salisbury University is poised to expand opportunities for students looking to enter the booming field. University officials recently gathered in Annapolis to sign a memorandum of understanding for a new academic program with a prestigious Estonian campus, Tallinn University of Technology (TUT). The collaboration, which also involves the University of Tartu (UT), will allow SU students who are pursuing B.S. degrees in computer science, mathematics or information systems to complete their senior year in the newly created Salisbury Abroad: Cybersecurity Program in Estonia. After graduation, they may seamlessly continue on to earn an M.S. degree in cybersecurity or software engineering at TUT or UT. “The new partnership builds on close relationships enjoyed between Maryland and Estonia for years. Faculty visits, cultural celebrations and

study abroad opportunities, for example, all complement Salisbury’s ‘Sister City’ friendship with Tartu. Estonia’s flagship for technical education, TUT is internationally recognized for its research and tech-related programs,” said Dr. Diane Allen, SU provost and senior vice president of Academic Affairs. “Estonia is among the most advanced countries in the world in the area of cybersecurity,” said Dr. Karen Olmstead, dean of SU’s Richard A. Henson School of Science and Technology. SU’s new cybersecurity program has been in development since 2009. Interested undergraduate students may begin studying in Estonia as early as fall 2013. Program participants also are eligible for a highlycompetitive internship at the NATO Centre. In addition, SU officials are working with Maryland-based defense industry corporations to create a streamlined hiring process for program graduates.

Business Journal • December 2012


SU Volunteers For the Holidays By Dr. Rebecca Emery Director, SU Career Services

Nick Giambra, who wrote the paper that became the milestone review, and center writing consultant Noelle Ford.

Center celebrates a milestone

When sophomore business major Nick Giambra of Fredericksburg, Va., walked into the University Writing Center, he expected to receive assistance with a literature review for his English class but he also helped set a milestone. His paper became the center’s 10,000th review. The idea for the facility began with a desire to create “a first-class, worldclass writing center that addresses the needs of the students and the University,” said Dr. Nicole Munday, center director, during a ceremony to celebrate the achievement. The Student Government Association voted to donate a portion of student fees to help create and fund the center. It opened in 2005 with six student writing consultants and mismatched surplus furniture from other offices on campus. During the inaugural year, consultants received several weeks of training and reviewed 678 papers. Today, consultants enroll in for-credit courses and review some 2,500 papers annually. “Having students who are so engaged in the writing process is very gratifying,” said Dr. Maarten Pere-

boom, dean of SU’s Charles R. and Martha N. Fulton School of Liberal Arts. “Regardless of what field you are in, being an effective writer can help you.” Dr. Tom Moriarty, director of SU’s Writing Across the Curriculum Program, agreed. Serving as the center’s interim director this semester, he helped Munday distribute T-shirts to help commemorate the 10,000th review, featuring a Benjamin Franklin quote: “Either write something worth reading or do something worth writing.” Several of the center’s consultants have done both, representing SU at the National Conference on Peer Tutoring in Writing and the Mid-Atlantic Writing Center Association Conference. All have helped students like Giambra improve their writing. Now in its second location in the Guerrieri University Center, it is scheduled to move into SU’s new Academic Commons upon that building’s anticipated completion in 2016. It also plans to expand its services in the near future to better serve SU’s growing graduate programs.

When my son was younger, this was always about the time of year he would start thinking about Christmas and asking questions I wasn’t always sure how to answer — questions like “How does Santa deliver all those presents around the world in one night?” My stock answer was “magic.” Today, however, I know better. From civic organizations to charities to everyday individuals touched by the holiday spirit, Santa has help — and that includes many members of the Salisbury University community. Administrative staff of the Richard A. Henson School of Science and Technology, for example, are collecting new pajamas in youth sizes through Friday, December 14. They will be distributed to less fortunate children in Wicomico County for the holidays. And who can forget the toys? Once again this year, our Franklin P. Perdue School of Business and Ward Museum of Wildfowl Art are accepting donations for the U.S. Marine Corps’ Toys For Tots. (The Ward Museum is offering free admission for those who donate through Saturday, December 15.) Participants in the SU Intramural Office’s annual Turkey Trot 5K Fun Run and Holiday Basketball Tournament also donated toys for the Marine’s annual holiday drive. Some of our students, like members of the Pi Gamma Mu international honor society in the social sciences, are personally taking underprivileged children shopping during the Salisbury Jaycees’ 40th annual Children’s Christmas Shopping Tour. Toys also are one focus of SU’s Eastern Shore Regional GIS Cooperative, which is not only collecting playthings for local children, but coats and non-perishable food for their families, as well. Our Student Government Association (SGA) recently collected canned goods for the less fortunate during its “Fill the Square” drive in Red Square. Blackwell Library is making sure our four-legged friends are not left out, conducting its annual “Be a Hero for Homeless Animals” supply drive through Friday, December 14, to benefit local shelters. Performing arts groups at the University also are committed to lending a helping hand. Last month, proceeds from the SU Dance Company’s annual Fall Showcase benefited WBOC-TV’s “Bless Our Children” holiday campaign. This month, the Salisbury Pops adds a unique instrument to its repertoire at its annual holiday concert: a Salvation Army hand bell. The ensemble collects donations for the organization’s annual Kettle Campaign at its performance 7:30 p.m. Tuesday, December 4, in Holloway Hall Auditorium. Perdue School students also ring bells for the Kettle Campaign at the Centre at Salisbury.

Throughout the year, the Salvation Army often reminds donors that “need knows no season.” At SU, we could not agree more, which is why many of this semester’s campus volunteer efforts took place before the carving of Thanksgiving turkeys — and, in some cases, jack-olanterns. Some 470 students, for example, set a new participation record for this year’s “I Love Salisbury” community cleanup day, sponsored by the SGA. Shortly after “I Love Salisbury,” parts of the Eastern Shore and the Mid-Atlantic were ravaged by Hurricane Sandy. Once again, the SU community sprang into action. Our Social Work Department collected items to assist the residents of Crisfield, one of the hardesthit areas on Delmarva. At least one member of the Student Veterans Association spent the next weekend providing humanitarian aid to the New Jersey-New York corridor as a member of the U.S. Air Force Reserve. Approximately 50 geography and geosciences students, under the direction of Dr. Art Lembo, also did their part, remotely assessing images of damage in areas including New York, New Jersey and Connecticut to help speed government cleanup and recovery efforts. In November, SU’s chapter of the Alpha Phi Omega national service fraternity and the University’s Reserve Officers Training Corps (ROTC) program gathered items and funds for Operation We Care, a local organization that sends packages to U.S. troops stationed overseas. Students in Paula Morris’ marketing and promotions classes also assist non-profit organizations, coordinating and advertising fundraisers for groups each semester. They learn what it takes to plan and market an event. The non-profits benefit from exposure and increased donations. The cumulative total of funding and in-kind services raised has topped $100,000 — and that amount continues to grow. They’re not alone in giving back throughout the year. Since the SU Volunteer Center was founded in 2010, more than 7,500 students have provided over 30,000 hours of service to local organizations. You know, the more I think about it, maybe the answer I originally gave my son about Santa’s abilities was more correct than I realized. The amount of time and dedication I see our students, faculty and staff devoting to these worthy causes really does create a magical feeling.

Business Journal • December 2012



7.5 DEEP



EMERGENCY TALK - Peninsula General Regional Center Director of Nursing, Susan Patterson brought along Trauma-Roo to talk to the sixth grade Community Connections class about emergencies and the importance of prompt treatment.

Business Journal Directory





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

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Business Journal • December 2012





TURKEY DONATIONS - From left, bottom row United Way board members Jim Hartstein, Allen Nelson, Dwight Miller, Ira “Buck” Shockley; middle row- Kathleen Mommé, Jay Parker; top row - Gus LeBois, Cathie Thomas, Tony Sarbanes, Karen Reddersen, Kevin Hayes and Ginny Reid-Matern donate turkeys for families living at Diakonia for the Thanksgiving holiday.

Business Journal Directory






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

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

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

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

Business Journal • December 2012


What you should know about farmland investing Sperry Van Ness

After reading this column you will not likely pick up the phone to your stock broker or financial planner and tell them to sell it all because you are moving to Iowa to buy farmland and become a farmer. As enticing as that might sound, I will suggest you consider these points of data as building a case to make farmland a part of your investment portfolio. I won’t start out the case telling you about how many wise investors like Warren Buffett, Ted Turner, or Wall Street tycoon Jim Rogers invest portions of their net worth in farmland. For the record Ted Turner is the largest individual landowner in the United States with more than 2 million acres under his ownership. Instead of doing that, let me start with a fact. Land is a tangible asset with transitional qualities and unlike many investments it cannot be downgraded to zero as can many paper assets. It will not simply evaporate into “the market,” and after a bad day of trading, you can still go take a walk on it. By transitional qualities, I mean land use continues to evolve, and while today the land’s highest and best use may be to produce food or fiber, years from now it may better serve as parkland, residential housing, or energy production as a solar farm.


Land Report Farmland is adaptive and any asset which can absorb a changing economic landscape is coveted and valuable. Because of the adaptive nature of farmland, it is not subject to the vast array of economic forces both domestically and foreign creating volatility in many other asset classes. Recognize this lack of volatility also tends to make it slow to increase in value, as average land appreciation rates of 2 to 5 percent annually provide slow but steady long term returns. In addition to a steady rate of appreciation, farmland rents provide another source of income to increase overall annual returns and together with average rates of appreciation, fully annualized returns on farmland can be 10 percent as an asset class. Farmland rents are directly dependent on soil quality and irrigation requirements associated with the land. As water resources and irrigation are added to the land, rent will increase for the property. Farmland investing is a strategy to

own commodities, as well as an investment in the global food system. Many economists recognize the spike in commodity prices for grain in the world and that global reserves of grain are at alltime lows. While a number of factors have contributed to this fact, such as the ethanol mandate in the US (almost 40% of our Nation’s corn crop goes to ethanol production), there are also pressures from growing human populations around the world. For instance, in places like China and India, an emerging middle class is consuming an improved diet. There is considerable growth in the amount of meat being consumed in these markets, yet the rest of the world according to Time Magazine has a long way to go before they catch up with the average American that consumes more than 250 lbs. of meat a year. This matters considerably because the majority of small grain serves to feed cattle, so as emerging countries increase consumption additional grain will be required to meet this need. A recent ad campaign produced by agribusiness Monsanto Co. suggested that farmers will have to produce more grain in the next 50 years than farming all together has produced for the past 10,000 years. These soaring predictions are supported by the fact that net farm income in the United States according to the

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United States Department of Agriculture is expected to reach over $97 billion in 2012. Together these data points support this asset class as being an investment worth considering. In summary, farmland is a tangible investment based on current and predicted growth in human consumption utilizing a finite landscape of land resources to grow food. Together these factors, while slow to develop, make more than an arguable case for investing in farmland over the next decade. There are a number of directions to take when investing in farmland with agricultural futures and farmland investment funds, as well as your local land real estate broker. As a local resource in the land brokerage community I welcome the opportunity to discuss the more than 2000 acres of inventory I am working with to match you with the type of property that fits your investment goals. About the author Ben Alder specializes in land and agricultural property recording nearly 4,000 acres in land sales since 2005. His expertise builds on a background in land use regulations, resource conservation and understanding of agricultural economics. To reach him, email Ben. or call 443-865-1344.

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