June 2009 edition - The monthly Salisbury Business Journal offers vital information on commercial enterprises on the Lower Shore. The Journal is directly mailed to every major business in Wicomico County as well as every Salisbury Area Chamber of Commerce member in the following Maryland towns: Berlin, Ocean Pines, Crisfield, Pocomoke, Delmar, Princess Anne, Fruitland and Salisbury.
36
SALISBURY AREA CHAMBER OF COMMERCE PATRONS Apprentice Dr. Randal Pinkett was the keynote speaker at the 2009 spring commencement ceremony at UMES. Page 32 SPOTLIGHT Oceanside Underwriters LTD may be a new name to many, but it actually has long standing roots on our community. Page 4 FIRST JOB Russell Winters and his brother honed their entrepreneurial spirits while still in high school. Page 7 STRATEGY Developing a strategic plan is the most important step for prosper- ing, even when the market condi- tions aren’t on your side. Page 15 The Salisbury Award, the commu- nity’s first and most prestigious civic award, was presented to the Commu- nity Foundation of the Eastern Shore at the Foundation’s 25th Anniversary Jubilee celebration on May 8 at the Fountains Conference Center. The Salisbury Award was estab- lished in 1926 by local businessman G. William Phillips for the purpose of recognizing, “service that has been the greatest benefit to the happiness, prosperity, intellectual achievement or moral growth of the community.” The award may be given to an indi- vidual or an organization in the greater Salisbury region for a specific achieve- ment or a body of work over time. This year the trustees of the Salis- bury Award voted unanimously to rec- ognize the Community Foundation as the 2009 recipient. Stephanie Willie, a trustee of the Vol. 12 No. 11 Dedicated to the Principles of Free Enterprise June 2009 PRSRT STD US POSTAGE PAID MAIL MOVERS Business Journal PO Box 510 Salisbury, MD 21803-0510 The Regional Chamber Newsletter www.salisburyarea.com Community Foundation of the Eastern Shore President Spicer Bell accepts the 2009 Salisbury Award from Stephanie Willey, a Salisbury Award trustee. Economic Update June 30 Mid-year report will look at banking, health care and costs As promised, the Salisbury Area Chamber of Commerce Economic Forecast Committee is offering an Economic Update on Tuesday, June 30, at Salisbury University from 8 a.m. to noon. During January’s 21st Annual Economic Forecast, a commitment was made to provide an update in six months to the projections of the speak- ers. With the economy in trouble, sever- al people voiced a heightened interest in all things economic. The Economic Forecast Committee has planned this program with the assistance and spon- sorship of Jon Sherwell of M&T Bank. The presentations will include: • A review of the status of the Del- marva Peninsula economy. • Update on the health of banking and financial institutions in our area. • The challenges of expanding health insurance coverage while lower- ing the costs. • Strategies for lowering operating costs and expanding income. This Economic Update costs $25 and will include a continental break- fast. To reserve a spot, contact the Chamber at chamber@salisburyarea. com or 410-749-0144. Community Foundation receives Salisbury Award Continued to page 34
Transcript
SaliSbury area Chamber of CommerCe PatronS
ApprenticeDr. Randal Pinkett was the
keynote speaker at the 2009 spring commencement ceremony at UMES.
Page 32
spotlightOceanside Underwriters LTD
may be a new name to many, but it actually has long standing roots on our community.
Page 4
first jobRussell Winters and his brother
honed their entrepreneurial spirits while still in high school.
Page 7
strategyDeveloping a strategic plan is
the most important step for prosper-ing, even when the market condi-tions aren’t on your side.
Page 15
The Salisbury Award, the commu-nity’s first and most prestigious civic award, was presented to the Commu-nity Foundation of the Eastern Shore at the Foundation’s 25th Anniversary Jubilee celebration on May 8 at the Fountains Conference Center.
The Salisbury Award was estab-lished in 1926 by local businessman G. William Phillips for the purpose of recognizing, “service that has been the greatest benefit to the happiness, prosperity, intellectual achievement or moral growth of the community.”
The award may be given to an indi-vidual or an organization in the greater Salisbury region for a specific achieve-ment or a body of work over time.
This year the trustees of the Salis-bury Award voted unanimously to rec-ognize the Community Foundation as the 2009 recipient.
Stephanie Willie, a trustee of the
Vol. 12 No. 11 Dedicated to the Principles of Free Enterprise June 2009
prsr
t st
DU
s po
stag
ePA
IDM
ail
Mo
Ver
s
busi
ness
jou
rnal
po b
ox 5
10sa
lisbu
ry, M
D 2
1803
-051
0
The Regional Chamber Newsletter
www.salisburyarea.com
Community foundation of the eastern shore president spicer bell accepts the 2009 salisbury award from stephanie Willey, a salisbury award trustee.
economic update June 30Mid-year report will look at banking, health care and costs
As promised, the Salisbury Area Chamber of Commerce Economic Forecast Committee is offering an Economic Update on Tuesday, June 30, at Salisbury University from 8 a.m. to noon.
During January’s 21st Annual Economic Forecast, a commitment was made to provide an update in six months to the projections of the speak-ers.
With the economy in trouble, sever-al people voiced a heightened interest in all things economic. The Economic Forecast Committee has planned this program with the assistance and spon-sorship of Jon Sherwell of M&T Bank.
The presentations will include: • A review of the status of the Del-
marva Peninsula economy. • Update on the health of banking
and financial institutions in our area.
• The challenges of expanding health insurance coverage while lower-ing the costs.
• Strategies for lowering operating costs and expanding income.
This Economic Update costs $25 and will include a continental break-fast.
To reserve a spot, contact the Chamber at [email protected] or 410-749-0144.
Community foundation receives salisbury award
Continued to page 34
Sperry Van Ness–Miller Commercial Real Estate(410) 543-2440206 East Main Street • Salisbury, MD 21801www.SVNmiller.com
• 4,807 Sq. Ft. of Medical/Office Space• 3 Offices with Windows• 7 Exam Rooms w/Sink & Cabinets• 3 Nurses Stations & 4 Restrooms
Contact: Brent Miller, CCIM or Rick Tilghman, CCIMhttp://Lease.SVN.com/WesleyDriveMLS # 427617
SALISBURY, MD│FOR LEASE
$12.00/Sq. Ft.
1415 WESLEY DR.
• 1,250 Sq. Ft. Office Space • 2 Offices• Open Work Area & Kitchenette• Private Bath with Shower
Contact: Brent Miller, CCIM or Rick Tilghman, CCIMhttp://Lease.SVN.com/2120WindsorDriveMLS # 438162
SALISBURY, MD│FOR LEASE2120 WINDSOR DR.
$930/Mo. NNN• 8,000 Sq. Ft. Retail Building on 2.73 Acres • Room to Expand Existing Building Size• Flexible floorplan• Highly Visible on US Route 13 Northbound
Henry Hanna, CCIM, SIORhttp://Sale.svn.com/OlsensWestoverMLS #427361
WESTOVER, MD│FOR SALEOLSEN’S ANTIQUES BLDG.
$699,000• FAA Approval, Hanger Bldg. w/6T Hangers• 2 Grass Runways 3150' and 2300'• Includes all Shop Equipment & Mowers
Henry Hanna, CCIM, SIORhttp://Sale.svn.com/BennettAirportMLS #427047
SALISBURY, MD│FOR SALEBENNETT AIRPORT
• Manufacturing/Warehouse• Pre-Engineered Steel with Split Face Block Office; Clearspan w/20’ Ceilings• Paved Parking and Truck Area• Multiple Drive-Thru DoorsContact: John McClellan, CCIMhttp://sale.svn.com/102ParkMLS #551363
SEAFORD, DE│FOR SALE
$1,275,000
102 PARK AVE.
• 2 Warehouse Units Available• Drive-In Doors and Truck Dock• Zoned Town of Delmar Light Industrial• Located in the G&M Sales Complex
Contact: John McClellan, CCIMhttp://lease.svn.com/8999OceanHighwayMLS #437628, 438370
8999 OCEAN HWY.
$5.50/Sq. Ft.• 5,000 Sq. Ft. Office/Warehouse • Warehouse Features 2 Roll-Up Doors & Parts Room• 2 Private Offices and Conference Room• Last Unit in ComplexContact: John McClellan, CCIMhttp://lease.svn.com/2040ShipleyMLS #437339
SALISBURY, MD│FOR LEASE2020 SHIPLEY DR.
$7.50/Sq. Ft.• 10,000 Office/Warehouse Flex Building • Full General Commercial Zoning• Fenced Yard Area • For Lease @ $ 5.50/Sq. Ft. • Convenient Location Just Off RT 13Contact: Chris Peek, CCIMhttp://Sale.svn.com/635_HomerMLS # 427375
SALISBURY, MD│FOR SALE
$475,000
SALISBURY, MD│FOR LEASE
• 1,283 Sq. Ft. Professional Office Space• 3 Offices, Reception Area, Large Open Area & File Room• Kitchenette, Restroom and Lots of Storage• End Unit Located in Winter Place Bus. ParkContact: Brent Miller, CCIM or Rick Tilghman, CCIMhttp://Lease.SVN.com/WinterPlaceParkMLS #439632
SALISBURY, MD│FOR LEASE
$12.00/Sq. Ft.
31400 WINTERPLACE PKWY.
• 1,600 Sq. Ft. Medical Office Space in Class A Medical Facility• On Atlantic General Hospital’s Campus• 3 Exam Rms., Break & Chart Rm., 2 Nurse Stations, Office, Reception & Waiting AreasContact: Brent Miller, CCIM or Rick Tilghman, CCIMhttp://Lease.SVN.com/JamesBarrettMedical MLS#441004
10231 OLD OCEAN CITY RD.
$18.50/Sq. Ft.• 13,000 Sq. Ft.• 24 Ft. High Ceilings; 14x10 Ft. Door• Sprinklered• Separate ADA bathrooms• Great Flex Space!Contact: Chris Peek, CCIMhttp://Sale.SVN.com/CrownSportscCenter13000MLS #436513
$7.50/Sq. Ft.• 22,500 Sq. Ft. on 5 Acres• Truck Dock & Drive in Access• Sprinklered; Paint & Sanding Booths
Contact: Chris Peek, CCIMhttp://Sale.SVN.com/100EnterpriseMLS#429528
HURLOCK, MD│FOR SALE100 ENTERPRISE DR.
BERLIN, MD│FOR LEASE
$2,800,000
635 HOMER ST.
$995,000
Built for Better Results.
SALISBURY, MD | FoR SALE
• Finished Commercial Building Lot• Ready to Build
• Medical/ Professional Office Space• Turn Key Professional Office Space
$3.50 psf
1205 PEMBERToN DR.
SALISBURY, MD | FoR SALE
• 10.3 Acre Parcel • Just off of Route 50 West • Perc & Subdivision Approved
8161 MEMoRY GARDENS LANE
HEBRoN, MD | FoR SALE
• 6,875 Sq Ft Office/Will Divide• Easy Access to Route 50 & Route 13• Open Work Areas & Private Offices• Ample On-site Parking• Enterprise Zone – Tax Credits Available
718 NAYLoR MILL RoAD
SALISBURY, MD | FoR LEASE
• JUST REDUCED from $7 per sq. ft. to $5.99 per sq. ft.
• Newly Renovated 4,560 +/- sq. ft. Office/Warehouse Space
• Additional 2,600 +/- sq. ft. of Fenced-In Area in Rear of Warehouse
• Great Location!
1809 NoRTHWooD DRIVE
SALISBURY, MD | FoR LEASE
• JUST REDUCED! 1.92 Acres with 150’ of Route 13 Frontage Zoned General Com-mercial
• Excellent Visibility & Access• Ideal Site for Full-Service Restaurant or Retail• Business is Relocating
2630 N. SALISBURY BLVD. 1820 SWEETBAy DR.
SALISBURY, MD | FoR SALE SALISBURY, MD | FoR LEASE212
View all of our listings at www.SVNmiller.com
410.543.2440 206 East Main Street • Salisbury, MD 21801
302.846.9908 38375 Old Stage Road • Delmar, DE 19940
302.227.0768 55 Cascade Lane, Suite C • Rehoboth Beach, DE 19971Sperry Van Ness is a registered trademark of Sperry Van Ness International Corporation.
This location is independently owned and operated.
1616 NoRTHWooD DR
$149,000$8.95 psf
$320,000
SALISBURY, MD | FoR LEASE
• Class A Executive Office Space on the Plaza• 600 Sq. Ft.• Coded Entrances• Includes Internet and Cable
111 WEST MAIN ST
$12 psf $143,000
$849,000$2,276/month
$2,500/month
Contact John McClellan, CCIMhttp://Sale.SVN.com/8161memorygardens
Contact Brent C. Miller, CCIM, CPM or Rick Tilghman,CCIM http:///Sale.SVN.com/2630NorthSalisburyBlvd
Contact Brent C. Miller, CCIM, CPM or Rick Tilghman, CCIMhttp://Lease.SVN.com/1809Northwood
Contact John McClellan, CCIMhttp://Lease.SVN.com/718naylormill
• 3,125 Sq Ft and Up• Truck Docks/Freight Elevator• Office Available• Enterprise Zone
111 oLIVE ST.
SALISBURY, MD | FoR LEASE
$1.25 - $3 psf
Contact John McClellan, CCIMhttp://Lease.SVN.com/111Olive
• LEASED TO ANTHONy’S • Located Directly on the Plaza• Salisbury’s Premier Downtown Building• Plenty of Free Public Parking
• Former Watermans Cove, Salisbury, MD• Full Service Restaurant • Large Dining Room, Full Service Bar/Lounge and Carry-Out Area• 185 Seating Capacity• Comfortable Atmosphere• Appraised at $1,740,000 – Offered for Immediate Sale at $895,000
Contact Henry Hanna, CCIM, SIOR or Wesley Cox, CCIM http://Sale.SVN.com/seafoodrestaurant
FULLY EQUIPPED RESTAURANT
SALISBURY, MD | FoR SALE
SOLD
• 4,000 +/- sq. ft. Stand-Alone Office/Manu-facturing Building
• Private Paved Parking Lot• Zoned Light Industrial• Great Location!
2028 NoRTHWooD DRIVE
Contact Brent C. Miller, CCIM, CPM or Rick Tilghman,CCIM http://Lease.SVN.com/2028Northwood
1820 SWEETBAy DR.
SALISBURY, MD | FoR SALE/LEASE212
$366,000• 4,000 +/- sq. ft. of Medical Office Space
Located Just South of the University• Large Waiting Area, 5 Exam Rooms, 7
• Office Comes Complete with Most Furniture, Medical Equipment, Phone and Computer Systems
• Also Available for Lease
106 PINE BLUFF RoAD
Contact Brent C. Miller, CCIM, CPM or Rick Tilghman,CCIM http://Sale.SVN.com/106PineBluff16
$895,000 LEASED
SOLDPRICE REDUCED
JUST REDUCED
JUST REDUCED
NEW LISITNG
NEW LISITNG
LEASED
Contact Bradley Gillis, CCIM
Contact Bradley Gillis, CCIM
Business Journal • June 2009 PAGE 3
The Salisbury Area Cham-ber of Commerce thanks everyone who helped make the 27th Salisbury Festival a huge success.
With the help of a few professionals, hundreds of volunteers plan and execute this complex event. They make the difficult task of providing safe and family-friendly activities look easy. Many civic and charitable organizations such as the Lions, Rotary, Jaycees, volunteer fire companies, scouts, schools and church-es, benefit from participating in our
Salisbury Festival. We take great care to keep this festival a showcase of local bands, dance troupes, artists, and other performers.
The Festival is a partnership with the City of Salisbury. All of the City departments are involved to some de-
gree and many employees spend hours helping provide our citizens with a great weekend. The Sheriff’s Office and several County Departments also contribute to the effort, as does Mary-land’s State Highway Administration. Wicomico County Tourism and Market Street Inn sponsored the 1st Annual Quest for the Silver Paddle Raft Race.
Our sponsors, Comcast, Pohanka Automotive Group of Salisbury and Toyota, provided the necessary finan-cial, logistical and marketing support to make this event happen.
Once again, the Wheels That Heal Car Club and their sponsors, Burnett White Tire & Auto and Shore Appli-ance, drew in over 100 antique cars and trucks. Even in challenging economic times with many other activities vying for our attention, the Salisbury Festival is unique because it satisfies the enter-tainment and culinary desires of our diverse population.
Pepsi Bottling Ventures and Aaron’s Sales & Leasing hosted the Friday and Saturday block parties with on-stage logistical assistance from Gladden Con-struction. Support from Perdue Inc. was seen everywhere from vehicles, trailers and tasty food products to sponsoring the entertainment on the Court Street Stage.
Mitchell’s Martial Arts sponsored the entertainment on the steps of the government office building. Vernon Powell Shoes and Blue Cross Blue Shield held the Wee Race athletic com-petition for our younger residents. The kids also appreciated the Children’s Craft Corner sponsored by Chesapeake Utilities.
Cat Country Radio of Delmarva Broadcasting held the Delmarva Stars Challenge on the main stage on Satur-day afternoon. Gladden Construction provided a cover over the stage that
shaded the performers during the un-usually warm April weekend.
The Festival brochure was created by Brereton Enterprises. The artwork on the cover was created by Stacie Bo-wen Desautels of Daisy Dezigns with design assistance from DiCarlo Digital Copy Center and Emily Rantz.
Urban Salisbury, Inc., Art Institute & Gallery, Salisbury Wicomico Arts Council, the Local Owner Restaurant Association and many other businesses also deserve the appreciation of the en-tire community for their contributions.
Also donating to the effort were Salisbury University, Delmarva Homes and Delmarva Tele-Plus with volun-teers, Teltronic Inc. with two way ra-dios, Sharp Water with drinking water for the food vendors, Nutters Cross-ing Golf Club and the Elks Club Golf Course with golf carts, and Food Lion with snacks and drinks for the volun-teers.
A special thank you to Clay Tarpley of a.s.a.p.r. and Tiffanie and Al Chan-dler for their leadership of the 27th Salisbury Festival. Clay, Tiffanie and Al along with the festival committee guided the work of literally hundreds of people in making this event one of the best ever.
The Salisbury Festival is a glow-ing example of the good that can come from working together.
...the Salisbury festi-val is unique because it satisfies the enter-tainment and culinary desires of our diverse population.
By Brad BellaciccoSACC Executive Director
Director’s JournalCommunity worked together at Salisbury festival
Salisbury Area Chamber of Commerce144 East Main Street, Salisbury, MD
2008-2009 Salisbury Area Chamber of Commerce OfficersPresident J. Scott Robertson J. Scott Robertson, P.A.President Elect Dawn Tilghman Burnett White Tire and Auto Vice President Sandy Fitzgerald Pohanka Automotive Group Vice President Ernie Colburn Comcast Spotlight Vice President Victor G. Lowe Peninsula Neurosurgical Associates Secretary/Treasurer William D. Tingle Delmarva Tele-Plus, Inc.Asst. Sec./Treasurer Robert Mulford, Jr. Market Street InnLegal Counsel James Sarbanes Laws & Robertson, P.A.Asst. Legal Counsel Mathew Maciarello Hearne & Bailey, P.A. Past President Michael Kleger PKS & Co., P.A.
the 2009-2010 Chamber officers are in the front row, from left, Dawn tilghman, j. scott robertson, sandy fitzgerald-angello. back row, from left, are Matthew Ma-ciarello, ernie Colburn, Victor lowe, robert Mulford jr., and Michael C. Kleger. Not pictured are bill tingle and s. james. sarbanes.
On a sad note, Salisbury Area Chamber Past President Thomas S. George Jr. passed away on May 7. Tom was president of the Chamber in 1969-70 and was a key member of the committee that designed and placed the commemorative artwork on the city’s plaza. Mr. George was a founding partner of the architectural and engineering firm of George, Miles & Buhr. May he rest in peace.
Business Journal • June 2009PAGE 4
Stress reduction workshopThe Salisbury Area Chamber of
Commerce will host a Stress Reduction Workshop hosted by Veronica Correa, a licensed clinical social worker, on Wednesday, June 10, from 8 to 10 a.m.
This workshop will help you under-stand what causes stress, how it affects us and give you the tools to manage stress.
This workshop can improve em-ployee retention, increase employee performance and create a happier, healthier and more productive work-place.
Space is limited and the cost is $40 per person. For more information or to register, call Shannon at 410-749-0144 or [email protected].
berlin Village fair plannedThe Berlin Chamber of Commerce
invites you to the 21st annual Village Fair on Saturday, June 13 from 10 a.m. to 5 p.m. on Main Street in Berlin.
The event includes a children’s play land, crafters, food vendors, entertain-ment, the Berlin Idol Contest and the annual Bathtub Race.
Bring your treasures to the Antiques Road Show hosted by Charlene Up-ham in front of Town Center Antiques. The Berlin Idol contest, which will be held at the crossroads of Main and Pitt Streets, begins at 9 a.m.
New this year is the Business Park, which will feature 20 booths. To spon-sor a booth, contact the Berlin Cham-ber of Commerce at [email protected] or 410-641-4775.
For more information or applica-tions to participate, visit www.berlin-mdcc.org.
mCe hosts workshopMaryland Capital Enterprises and
the Maryland Home Improvement Commission have joined together to offer a free workshop entitled, “How To Obtain a Home Improvement Li-cense.” The workshop will take place at the Salisbury Area Chamber of Commerce, on Wednesday, June 3, from 2 to 4 p.m.
This workshop is for anyone who is interested in obtaining a MHIC license for contractors, subcontractors and salespersons.
This workshop is also open to build-ing contractors, individuals desiring to start a home improvement or landscap-ing business, those presently working within a construction trade field, and all other interested persons.
Participants will have an opportuni-ty to learn about the exam, the require-ments for each license, and the process for applying for a MHIC license.
Reservations are required. To regis-ter, contact Kristen at Maryland Capital Enterprises at 410-546-1900 or e-mail [email protected].
Lower Shore Chambers of CommerceChamber Phone Key contact Dues* Members Fax berlin 410-641-4775 bill outten $100 200 410-641-3118Crisfield 410-968-2500 Valerie howard $100 165 410-968-0524Delmar 302-846-3336 john johnson $60 88fruitland 410-341-4803 jean hungiville $50 65 ocean City 410-213-0144 Melanie pursel $150 850 410-213-7521 ocean pines 410-641-5306 Carol ludwig $130 300 410-641-6176 pocomoke City 410-957-1919 jill Marsh $150 132 410-957-4784princess anne 410-651-2961 Dennis Williams $50 105 410-651-5881salisbury 410-749-0144 brad bellacicco $200 825 410-860-9925snow hill 410-632-0809 barry laws $70 70 410-632-3158
* basic annual membership cost.
Chamber news
Oceanside Underwriters LTD may be a new name to many, but if you dig a little deeper you will find that it actually has long standing roots on our community.
Oceanside Underwriters is managed by Jennifer Lloyd. She has been in the business for eight years. She started her career working for her father’s agency, Nationwide Insurance. The company had been insuring local residences and businesses for over 35 years. In May 2008, Mr. J.R. Lloyd retired and the company went in a new direction becoming an independent agency. Jen notes, “You can’t grow old in this busi-ness, it is ever changing!”
Oceanside Underwriters provides home, auto and commercial insurance. With many companies trying to drive their clients to their .com sites where everything is done by the click of a mouse or through an automated phone system, Jennifer believes personal ser-vice is necessary when a claim or catas-trophe occurs.
Often times, people don’t think about this until it is too late. When asked what sets Oceanside apart, Jenni-fer stated that the company is made up of Eastern Shore natives, local people that have been in this business for years and know the community. “When it comes to insurance people in our com-munity, people want to deal with people they trust and have a relationship with. The best thing about my job is help-ing people understand their insurance needs, whether I save them money on their premiums or play middle man as the result of a catastrophe.”
Jennifer believes in her community and gives back in many ways. She contributed over $10,000 to The Wellness Communi-ty in 2005 by partici-pating in the Strides for Hope marathon in Vancouver, B.C. This organization is near and dear to her heart as she has had family members deal with cancer in the past. She also has served Junior Achievement of the Eastern Shore for over five years, most recently becoming a member of their executive board. Jennifer believes that JA, a non-profit organization that teach-es youth about business and economics,
is important because our youth are the future and it is important to teach them about the real world at an early age.
She also remains active in the Salis-bury Area Chamber of Commerce, though wearing the many hats a busi-ness owner wears makes free time a premium. Jennifer feels the Chamber has helped her business tremendously by allowing her to market herself and the business and thus become recogniz-able by name and face. Jennifer Lloyd invites you to come see the new face in the established business. The office is open Monday thru Friday from 9 a.m. to 5 p.m. or by appointment. She can be found at 2801 Old Ocean City Road in Salisbury (the old Brown Derby Con-venience Store for those local Eastern Shore natives!) or call 410-548-4110.
The July edition of the Business Journal will feature a special section on Commercial Construction. With ad placement, you
will receive a bonus write-up about your company.
Business Journal • June 2009 PAGE 5
CORAL AQUACULTURE - the agri-business Committee recently met in Mardela springs to tour Maryland’s first and only certified coral aquaculture facility, pacific east aquaculture, inc. owners Dr. Mac and rachel terzich have developed a part-nership with coral farmers in the solomon islands. frags of coral cultured at this indoor state of the art coral propagation facility and greenhouse are primarily sold online at pacificeastaquaculture.com to advanced reef aquarists and hobbyists. shown here is Dr. Mac terzich with some of his specimens.
7171 Bent Pine Road At Route 50 | PO Box 770Willards, MD 21874 | www.ascd.net
viding solutions in HR staffing, consult-ing, outsourcing of HR operations, and benefits and risk management. Offering a flexible suite of creative solutions to help manage HR operations.
handcraft linen ServicesDoug Colonna309 E. Railroad Ave.Salisbury, MD 21804804-205-4291410-749-9460 (fax)dougcolonna@handcraftservices.comwww.handcraftservices.comProviding linen service to all medi-
cal facilities in the area.Referred by Jim Walling of Dela-
ware Tire Center, Inc.
heartland Payment SystemsZachary King31052 Frankford School RoadFrankford, DE 19945302-841-0963877-837-6699 (fax)[email protected] credit card, payroll, remote
check deposit processing systems as
well as restaurant management and POS systems. Also offering restaurant lending. Referred by Jean Hungiville, Minuteman Press.
interiors by Decorating DenMichelle Belsito906 Camden Ave.Salisbury, MD 21801410-742-4209410-742-6368 (fax)[email protected]/mbelsitoOffering interior decorating for
homes and businesses, including cus-tom window treatments, furniture, bedding, flooring, wall covering and accessories.
the insurance market, inc.Jim HartsteinP.O. Box 637Laurel, DE 19956302-381-0977302-875-7541 (fax)jwhartstein@insurancechoices.comwww.insurancechoices.comIndependent insurance agent and fi-
nancial services firm.
Business Journal • June 2009PAGE 6
About Faces Day SpaE. S. Adkins & CompanyAdvanced Property Rental.comAffordable Business Systems, Inc.America’s Best Value InnAnchorage Nursing & Rehabilitation CenterAtlantic/Smith, Cropper & DeeleyAustin Cox Mechanical, Inc.AWB EngineersBank of AmericaBarkley Associates LLCBayrunner ShuttleBBSIBecker Morgan Group, Inc.Beechnut FarmsBerry Van Lines, Inc.Blood Bank of DelmarvaBlue Water Pool Side ServicesBob Evans RestaurantBoscov’s TravelcenterCaldwell & Whitehead, P.A.Callaway Office Equipment Co.Catering by Chef Stewart (Flannerys)Cathy’s Pet Salon & Spa, Inc.Chesapeake Screen Printing, Inc.Chesapeake Utilities Corp.Chinatown BuffetCockey, Brennan & Maloney, PC
Coldwell Banker Residential Brokerage/Cooper-StewartConsulting, Training, & Development ServicesRichard G. CooleyCrown Sports CenterThe Daily Times/Gannett Co. Inc.Davis, Bowen & Friedel, Inc.Delmarva Tele-Plus, Inc.Delmarva Time & ControlDennis Storage Company, Inc.E.D. Supply Co., Inc.Easter Seals Society of DE & MDEden Used Auto PartsEducational Supplies, Inc.Edward’s Marine & Sons, Inc.Etch-Art AwardsEvans BuildersF.W.B. TransportationThe Farmers Bank of WillardsG & M Sales of Delmarva, Inc.Giant Food LLCGo-Glass CorporationGoodwill Industries of the ChesapeakeGordy Tiger MartThe Gospel ShopGreat Scott BroadcastingH & R BlockHampshire, Hampshire & Andrews
Healing Hands Animal HospitalHenry L. Vinyard, PA, Attorney at LawHolloway & Marvel, P. A.Holt Food, Paper & Chemical CompanyHudson Health Services, Inc.Inacom Information SystemsInFocus Financial Advisors, Inc.Jones and Frank Corp.Kim & Associates, P.A.Long & Foster Real EstateM & T BankMail MoversMain Street Financial Services, LLCMallard LandingMaple Shade Youth and Family ServicesMerrill LynchMetropolitan MagazineMid-Atlantic Settlement ServicesMitchell’s Martial Arts & FitnessMorgan StanleySona Morrison - Attorney at LawMy Handyman ServicesNational Multiple Sclerosis SocietyOffice MenderOlympia Fitness ClubPeninsula Oil & PropaneFriends of Poplar Hill Mansion, Inc.Porter and Powell CPAsPrice Buick Pontiac GMC
Riverside PharmacySalisbury Neighborhood Housing Salisbury Storage WarehouseSam’s ClubShore Appliance Connection, Inc.Shoreland Inc.Signs By TomorrowT. E. Smith & Son MechanicalSoule & Associates, P.C.Standard Register CompanyGeorge G. Strott, Jr. P.A.Salisbury Super 8Sylvan Learning CenterTaylor Oil Company Inc.Tilghman Oil Co.Peggy D. Trader - Long & FosterTri-County Chapter, IAAPTrice Geary & Myers, LLCUnited Dominion Realty TrustUnited Landscaping, Inc.University of Maryland Eastern ShoreValvoline Instant Oil ChangeWicomico Nursing HomeWicomico Soil Conservation DistrictWicomico Vault Company, Inc.Wilmington UniversityWMDT TVZia’s Italian Grill
Salisbury Area Chamber of Commerce renewals
In order to be more effective in rep-resenting the businesses of Maryland, the Maryland Chamber of Commerce is building a statewide business coalition with other business organizations, par-ticularly local chambers of commerce.
The Chamber Action Network is an alliance of nearly 50 chambers across Maryland working together to advocate for economic growth and a strong busi-ness climate.
The Maryland Chamber also encour-ages all county chambers of commerce to select someone from their leadership to serve on the Maryland Chamber’s board.
These representatives offer a criti-cal link to local business communities throughout the state for the Annapolis based state chamber.
They bring a local perspective to the Maryland Chamber Board’s delibera-tions, and they help spread the word about the State Chamber’s activities and advocacy efforts.
Representing the Salisbury Area
Chamber of Commerce is Chamber Vice President Ernie Colburn, a senior manager with Comcast Spotlight.
Mr. Colburn was appointed to the Maryland Chamber in April and joins two other members of the Salisbury Area Chamber on the body, James R. Thomas Jr. of George, Miles & Buhr, LLC and Frederick L. Hubbard of Choptank Electric.
In addition to his Chamber activi-ties, Ernie Colburn is involved with the American Cancer Society, American Heart Association and the Board of Di-rectors of the local Red Cross Chapter.
He previously served as a post com-mander for the Veterans of Foreign Wars, is a Vietnam veteran, past presi-dent of the Dover Delaware Jaycees, past vice president/director of the Delaware Jaycees, and served on the Governor’s Commission for Agency to Reduce Crime.
He received a national award from Comcast Corporate as “Sales Manager of the Year” in 2001.
ernie Colburn appointed to state chamber board
Business Journal • June 2009 PAGE 7
Cable Advertising.• ON AIR• ON LINE• ON DEMAND
Salisbury (410) 341-8950 | Fenwick Island/Ocean City (302) 541-5800 www.comcastspotlight.com
Reach your customers where they work, live and play!comcastspotlight.com
first Job: russell Winters values his co-workers By Ann Wilmer
Russell Winters and his brother honed their entrepreneurial spirits while still in high school. They started and ran a lawn service that had 100 customers when Winters left to go to his first post-college job. His brother, who became a school teacher, actually kept the busi-ness going finding a ready pool of ap-plicants among his students.
He recommends that anyone who wants to do business anywhere polish their sales techniques. Those early les-sons in business have served Winters well for more than 30 years in business.
“I learned that you have to sell your-self,” said Winters. “When any potential customer approaches you, you have to put on your best sales smile. You never know if someone is going to be a cus-tomer or not. I think that’s helped me in all three of my jobs.”
One of the most important lessons he has learned is to value “the people you work with. It’s just so important. You are going to need them at different times so you better treat them well.”
By the time he and his brother
were in college they had high school kids working for them. They learned that they had to find ways of motivat-ing their employees and that the same things didn’t work with every employee.
“A lot of people like things laid out in black and white,” he observed, “but when you are dealing with people, it’s not that simple. You have to look at the situation you are dealing with, assess it and deal with what’s right there.”
His first accounting job was with Faw Casson in Salisbury, where he worked for seven years before joining CATO Gas & Oil where he is now chief financial officer (CFO). He will mark 27 years with the firm in July.
He said that any business is only as good as the people working for it. “The main asset of our business is the em-ployees who work at CATO,” he said.
CATO now owns and manages convenience stores and fast food res-taurants as well as the propane busi-ness. He pointed out that 30 years ago, people bought gas for their automobiles at a service station, but over time that changed. Now many people try to com-bine their errands on the way to or from
work by gassing up at a convenience store, preferably one that also sells food, ready-to-eat.
The way that any firm does busi-ness will change over time. The folks at CATO have been able to change and adapt to changing consumer prefer-ences. He credits that adaptability to personnel from top to bottom that were
willing to change. As a result, their Pop-eye’s food and gas combo unit in Dover was the first in U.S.
“What doesn’t change is the quality of people you need to do business. They can help you adapt and change to meet the future,” he said.
Another important lesson is corpo-rate responsibility, to give back to the community where you prosper. Com-pany employees raised over $14K two years in a row for the March of Dimes. Last year, CATO was the #2 fund-rais-ing team. They also raised $17K for the Cancer Society through the Relay for Life this year.
Part of that comes from the fact that this is home to management as well as rank-and-file employees. Winters and his wife, Sharon, raised three children – Kelly, 30, Timothy, 28 and Carolyn, 25. The investment has rewarded him with three grandchildren.
The company is in the third genera-tion of family ownership and, like many other well-established firms, they are very community oriented. “We take great pride in being part of the com-munity.”
Russell Winters
Business Journal • June 2009PAGE 8
Construction sites Residential Demoliton Commercial Tear-Downs Industrial Clean-ups Remodels Permanent Locations Empty that garage
Only $99 (plus tonnage) to haul away your debris $99 Call 410-749-4072 Call 410-749-4072 www.penconstruction.com
Since 1935
andean bear undergoes four-hour surgery at the salisbury ZooOne of the Salisbury Zoo’s Andean
bears recently underwent a four hour surgery where doctors extracted two of the male bear’s teeth.
Several months ago, during a medi-cal procedure, veterinarians and zoo staff noticed an abscess on the bear’s jaw. Zoo staff found a doctor, Dr. Bar-ron P. Hall of the Animal Dental Clinic, that had experience with exotic animal
dentistry. The Zoo also contacted Dr. Allison Wack from the Maryland Zoo who assisted the staff in anesthetizing the bear.
Because the Zoo does not have an animal clinic on grounds, the bear ex-hibit was made into a makeshift surgery room. The Zoo is currently undergoing fundraising to build a facility that would house an animal clinic.
from left are ann Konopik, animal curator; Dr. Wack; and Debbie graham, Zoo vet.
RIBBON CUTTING - herl’s bath and tile solutions recently celebrated the grand opening of their new facility located at 31440 Winterplace parkway with a ribbon cut-ting ceremony. greg herl cut the ribbon surrounded by family, employees and friends with the support of the ocean pines and salisbury area Chambers of Commerce.
Business Journal • June 2009 PAGE 9
410-750-2600
www.harkinsbuilders.com
Harkins is pleased to have received theExcellence in Construction Award
fromAssociated Builders and Contractors
Eastern Shore Chapterfor
Marley Manor Phase II
Marley Manor IISnow Hill Rd. and Robins Ave.Rinnier Development Company, OwnerDavis Bowen & Friedel, Inc., Architect
Many thanks to our subcontractorsfor your quality workmanship. C HESAPEAKE
P AVING & S EALING I NC .
MHIC 68616 PARSONSBURG, MD. Jeff Brown and Jim Brown
• Asphalt Repairs • Striping • Seal Coating • Paving OVER 18 YEARS EXPERIENCE
QUALITY WORK GUARANTEED
410-742-2330
Residential & Commercial
FREE ESTIMATES
Calendar of Events
Salisbury ChamberTuesday, June 2 – Ambassadors,
Bob Evans, 8 a.m.
Wednesday, June 3 – Young Professionals Committee, Chamber Business Center, 5:30 p.m.
Thursday, June 4 – Beautifica-tion Committee, Chamber Business Center, noon.
Monday, June 8 – Workforce De-velopment, TBA, noon.
Wednesday, June 10 – Member-ship Committee, Bob Evans Restau-rant, 8 a.m.
Wednesday, June 10 – Stress reduction workshop presented by Veronica Correa at the Chamber 8 a.m. to noon.
Friday, June 12 – Executive Committee, Bob Evans Restaurant, 7:30 a.m.
Wednesday, June 17 – Business Affairs Committee, Chamber Busi-ness Center, 8 a.m.
Wednesday, June 17 – YP/Lunch ‘n’ Learn, Chamber Business Cen-ter, Speaker: Mayor Jim Ireton; Topic: The City of Salisbury. Come and learn more about the mayor’s ideas for the city. Noon to 1 p.m.
Thursday, June 18 – Geezers and
Geeks: When Boomers and Young Workers Collide. Chamber Business Center, 9 a.m. to 3:30 p.m. Four generations are co-mingling in the workplace, each bringing with them different managerial approaches and working styles. Capitalizing on each generation’s strengths is a must. Minimizing generational clash-points is a necessity. Join us for more!
Thursday, June 18 – General Membership Luncheon, Ramada Inn & Conference Center, Wallops Island, a regional economic engine, noon.
Friday, June 19 – Recycling Committee, Chamber Business Cen-ter, 8 a.m.
Monday, June 22 – Executive Committee, Chamber Business Cen-ter, noon.
Wednesday, June 24 – Board of Directors, Chamber Business Cen-ter, noon.
Wednesday, June 24 - Business After Hours, Greater Salisbury Building, 5 p.m. to 7 p.m.
Thursday, June 25 – PR & Mar-keting, Chamber Business Center, noon.
Tuesday, June 30 – Economic Update, Salisbury University, 8 a.m. to noon.
The City of Salisbury has been named a finalist in the 60th annual All-America City Awards by the National Civic League.
The designation as an All-America City is given to only 10 winners each year for outstanding civic accomplish-ments.
The All-America City Award (AAC) is for communities of all sizes. The des-ignation is unique because it recognizes the efforts of entire communities – it de-notes inclusiveness, collaboration, civic engagement and innovation.
The City of Salisbury is honored to be among the 32 cities, towns, counties and communities selected to compete for this prestigious award.
The June 17-19 awards program will be in Tampa, Fla., and will include civic forums and opportunities to share stories and learn from other cities and how they have addressed various challenges.
It will also provide an excellent op-portunity to catch up on the latest strate-gies for local problem solving.
During the three-day competition,
a delegation from each community will present its challenges and solu-tions to a jury of national experts from across the United States.
The 2009 awards pro-gram will feature Innova-tion Forums to promote peer-to-peer dialogues among the finalist com-munities and regional and national leaders.
Topical dialogues and panel discussions on “green” solutions, im-migrant integration, race relations, and economic recovery strategies will be featured, along with a planning session for future AAC alumni activities.
The Salisbury group to travel to Tam-pa will include several youth from the Youth Leadership Academy, including a past Hometown Hero.
The youth are actively engaged in a fundraising effort to ensure that Salis-bury can be represented in the final award competition.
One of the youth, Josh Thompson,
wrote a heartfelt letter to The Daily Times that was featured on May 13. Josh will also be performing during the Civic Action Fair and Cultural Entertainment session of the conference.
We need the financial support of the local community to send a delegation of 15 people to the All-America City com-petition.
Why, you might ask? Communities must present their projects to a panel of judges.
We want to show support for all of
the representatives whose projects are making Salisbury a better and healthier place to live.
One of the projects must focus on young people. To that end, we are bring-ing a number of young people from the Youth Leadership Academy and their chaperones.
Communities that send a diverse delegation best represent the diversity of their community.
The returns on this financial invest-ment could be many.
For example, individuals and busi-nesses looking to relocate seek out All-America City winners and finalists, recognizing that they are good places in which to live and work.
If you are interested in making a donation to assist with getting the com-munity members representing Salisbury to the awards competition in Tampa, contact Julie DeYoung at [email protected] or 410-543-3166, or Susan Wood at the City of Salisbury at [email protected] or 410-334-3031.
City named finalist in all-america competition By Lore’ L. Chambersassistant City administrator
When opportunities knock, will your business be ready?
To fi nd out how we can help, call1-877-BUS-BNKG or visit pnc.com/cfo.
Let PNC Cash Flow Options open doors for your business. Designed to effectively improve cash fl ow, Cash
Flow Options help accelerate the collection of receivables, improve your payment methods, and ensure
access to cash when you need it. Which allows you to entertain words like “acquire,” “hire” and “expand.”
In fact, we lent $1.2 billion to businesses in the fi rst quarter alone. Because we know, with resources at
the ready, you can pursue opportunities—and invite them in.
CFO: Cash Flow Options from PNC. Specially designed solutions to meet the unique needs of your growing business.{ }
PN9-9568 / T: 10.75" x 13.125", L: 9.6" x 12" / Salisbury Business Journal
S:9.6”S:12”
T:10.75”T:13.125”
70863_PNC_PN9_9568.indd 1 5/4/09 4:17:14 PM
Business Journal • June 2009PAGE 12
Business Before Hours
surrounded by family, friends and fellow members, tri townsend and frank potvin cut the ribbon. special guests include salisbury Mayor jim ireton and Chamber president scott robertson.
sean fahey, peninsula roofing; Dave Mandelson, salisbury bowling Center; and paul johnston, generations financial advisors.
Common GroundsOn April 29, Common Grounds hosted an eye opening Business Before Hours
for Chamber members. The morning began with a ribbon cutting to celebrate their recent opening. Common Grounds, which is located at 701D East Naylor Mill Road in Salisbury, offered guests great coffee, coffee drinks and juices as well as morning pastries. Common Grounds is proud to be green certified. Stop in, have a cup and ask them all about it!
stephen franklin and jennifer briddell-shores, accurate optical; and Karen Cherry, sperry Van Ness-Miller Commercial real estate.
Karen Cherry and john McClellan of sperry Van Ness-Miller Commercial real es-tate.staff prepares beverages for the guests.
Business Journal • June 2009 PAGE 13
By Rick Pollitt
On May 5th, the Wicomico County Council voted 4-3 against enact-ing legislation that would have required a significant lower density for new house construction in the county’s agriculture districts.
This marked the end of a long process in which hun-dreds of Wicomico County citizens became personally involved in seeking the best way to preserve our rural way of life and, at the same time, keep Wicomico County as the number one county for agri-business in the State of Maryland.
There were strong feelings on both sides of the issue. Those against the legislation staged a “Tractorcade” in downtown Salisbury. All par-ticipants agreed on two issues - that agriculture must remain our prime industry and our en-vironment must be protected.
In accepting the petition from the farmers at the con-clusion of their demonstration in front of the Government Office Building, I noted that the issue had divided our com-munity even within some of our farming households. I said then that “it’s not supposed to be that way.” Council Presi-dent Cannon, when casting the deciding vote against the legislation, echoed the same sentiment.
Surely, we are strong enough as a community to strike a workable balance that accomplishes our goals without tearing at the fabric
of what makes our community whole.
I salute all those who joined the vigorous debate. While it has been emotional and divisive, it has been an outstanding example of de-mocracy in action.
I also appreciate the count-less hours spent by members
of the county council as they attempted to reach a reasonable compromise. While the legislation’s failure may seem a defeat to some, I believe great progress was
achieved that will lead to a more satisfactory conclusion which can be embraced by most of our citizens.
Having participated in a number of conversations prior to the vote, I am aware that we came very close to reach-ing a responsible compromise
before the council meeting. I want to build on the progress that was made, believing as I do, that if we agree on the ob-jectives, a way will appear to achieve our goals.
Accordingly, I shall appoint an expert panel to pick up where the debate concluded. I shall urge them to build on the elements of the compromise measures that were placed on the table.
A key part of this panel’s charge will be to propose the implementation of a valid and voluntary agricultural land preservation program that will relieve our local farmers from some of the stress caused by development pressures - al-lowing them to maintain own-
ership of their property while gaining a fair measure of com-pensation for not pursuing the development option.
As we move ahead, I will consult with the secretaries of the Maryland Departments of Agriculture and Planning as well as the State and Wicomi-co County Farm Bureaus. I am confident that responsible planning and productive agri-culture can not just peaceably co-exist but thrive together as the foundation of a solid, rural economy.
If we are to leave to our children and grandchildren the kind of quality of life we’ve enjoyed for so long, we simply must make this work.
And we will.
We will work to keep agriculture alive, well
i am confident that responsible planning and productive agricul-ture can thrive together as the foundation of a solid, rural economy.
COUNTy REPORT
10% OFF YOUR NEXT MEETING WITH MENTION
OF THIS ADnetworking 101
Prepare and practice your self-introduction to avoid being tongue tied. Prepare a self-introduction that is clear, interesting and simple. Tailor it to the event and make it about eight to 10 seconds. It may seem silly, but practice it. You would take the time to practice before a sales pre-sentation, right?
Business Journal • June 2009PAGE 14
Business After Hours
Dr. john frederickson, Wicomico Coun-ty board of education; janet rubin, red Cross.
Dianne johnson, Delmarva education foundation; robert Williams, Deputy Director emergency services-lower shore. barbecue for Chamber members with tom Mace and David shipley cooking.
american red CrossThe Lower Shore Chapter of the
American Red Cross played host to the
Chamber on May 6. Food was catered
by Red Cross volunteers including a
barbecue and beverages were supplied
by their good neighbor, the Knights of
Columbus. Visitors were also able to
view many displays and learn about the
varied services that the local chapter
offers. Volunteer opportunities range
from office support to training for di-
saster relief. Attendees were treated to
an enjoyable, educational evening.janet rubin, red Cross; Michael eddy, Delmarva power; avis ruffins-justice, american red Cross adult, infant, Child and babysitting instructor.
New Chamber members, Madalaine and harry howe of MaD engineering. john brenner, bob Williams, pat hill, troy McCabe, barbara and john Culp.
Business Journal • June 2009 PAGE 15
Valuing a property or portfolio even in the best of market conditions is a subjective exercise further complicated by the fact that we don’t have the luxury of a robust commercial real es-tate market on our side.
Have commercial real estate values hit the bottom, will they continue to fall, or are they already starting to recover?
The answer can vary based on the quality of the asset, the property’s asset class, the type and quality of the ten-ant mix, the property’s location, supply and demand drivers such as new con-struction starts, absorption and vacancy rates, capital and credit availability, and any number of other factors which make planning difficult at best.
Owning commercial property dur-ing these challenging economic times can perplex even the most savvy and sophisticated principals.
It has been my experience that chal-lenging economic times require both superior strategic planning and excel-lent tactical execution.
Thus, I’m always amazed at the number of commercial real estate owners, individuals and institutions alike, that don’t have a Strategic Asset Management Plan (SAMP) in place for their portfolio.
Many principal owners are so reac-tive in their approach to dealing with fluid market conditions that they don’t do any planning unless they’re forced to do so.
If I only had a dime for each time in the last two years I’ve been told by owners “that there really isn’t any need for planning because my hands are tied given current market conditions.”
As a professional real estate advi-sor, I can state with great certainty that it is precisely when you think your op-tions are limited, that the need for stra-tegic planning is most paramount.
Moreover, unlike robust markets that will be forgiving of operational mistakes, tactical execution must be near perfect levels to survive down markets, and consistently great tactical execution only occurs when a sound strategic plan has been put in play.
I’m going to make a case for a paradigm shift in traditional business logic used by commercial real estate owners. I challenge everyone to justify operating in a status quo fashion, when what they should be doing is just the opposite.
The reality is that those who invest in a strategic planning process simply
do better than those who don’t. Why would anyone choose to be among the latter group?
Commercial real estate brokers and advisors are often called upon by cli-ents to provide an opinion of value on an individual property or portfolio of properties.
These reports are most commonly referred to as BOVs (Brokers Opinion of Value), BPOs (Brokers Price Opin-ion), or CMAs (Competitive Market Analysis).
The depth and quality of these doc-uments vary from practitioner to prac-titioner, sometimes being little more than a page or two in length.
These reports often constitute a baseline for an owner’s decision as to what to do with an asset or portfolio.
These reports are also often given away by brokers as a professional courtesy in hope of gaining the op-portunity to sell the property when the timing is right.
It is my opinion that this entire process is an exercise in frivolity as demonstrated by its inherently flawed business logic.
If as a property owner you put any faith in a thin document, which is nor-mally prepared within a matter of days, at no cost, and with little if any input or collaboration with you, then you’ll get what you deserve.
Just because many industry practi-tioners offer this service doesn’t mean it isn’t crazy. For example:
• If a CEO asked his attorney to provide a tax opinion for free, not only would this be unlikely to happen, but if it did, the disclaimers would be longer than the document itself, and it would ultimately be a worthless document.
• If the board of directors of a cor-poration asked an investment banking firm to provide a business valuation on a short time frame, solely based upon market comparables, and at no cost, not only would the valuation be useless, but the board would likely be sued if it was used to justify sell-side pricing.
• If you were to hire a consulting firm to prepare a strategic plan they
certainly wouldn’t do it without a retainer, and you would expect some-thing substantial in return for your investment of time and money into the process.
You see, expecting something for nothing is a useless endeavor. More-over, just because you can get someone to buy into a process because “that is the way things are typically done,” doesn’t mean you should.
From my perspective, the days of providing free BOVs only in an effort to get a listing are over.
Clients in today’s market expect more from their professional advisors. Savvy clients are looking for an edge; they demand value, and they are will-ing to invest in a process that leads to a demonstrated return on investment.
In my practice, I have a collabora-tive process based upon solid business logic that insures the development of a strategic asset management plan that covers the full lifecycle of a real estate investment.
The process doesn’t take a retroac-tive approach to valuation based upon historical data at a defined point in time; rather it is a proactive approach
to maximizing current operating in-come as well as aggressively managing the asset for maximum valuation at a planned point in the future.
These two contrasting processes represent polar opposite ends of the spectrum, and generate two completely different outcomes.
The moral of the story is this, you can keep operating using old methods hoping to maintain status quo and re-ceive something for nothing, or you can modernize your approach and receive tremendous value while maxi-mizing your investment. The choice is yours, but choose wisely especially during the current economic conditions when maximizing your property port-folio is even more important.
About the author Wesley Cox, CCIM serves as an ad-
visor for Sperry Van Ness-Miller Com-mercial Real Estate. Cox has secured over 100 transactions and participated in over $90 million in transactions in the past six years. He can be reached at [email protected] and 410-543-2421.
I am pleased to announce the availability of the John Hancock Long-Term Care Insurance Policy. Long-Term Care Insurance provides coverage for ser-vices needed by people who are no longer able to care for themselves due to chronic illness, injury, or the effects of aging.
The John Hancock Long-Term Care Insurance Policy, with its discounted rates, is being offered to members of the Salisbury Area Chamber of Com-merce and their spouses, partners,1 siblings, parents, parents-in-law, and children (including adopted and foster), between the ages of 18–84.2 You and your eligible family members may qualify for additional premium discounts.
Call today to learn more about this rewarding benefit:Steve Smith - Premier Planning Group
1. Only spouses are eligible in Louisiana and Maryland. In New York, only partners (same and non-same sex) and spouses are eligible for the discount.
2. Eligible ages may vary by state. Long-term care insurance is underwritten by John Hancock Life Insurance Company, Boston, MA 02117 and in New York by John Hancock Life & Health Insurance Company, Boston, MA 02117. Policy Series: LTC-03 • In ID: LTC-03 ID • In PA: LTC-03FR PA • In NY: SG-03 NY In NC: LTC-03 NC • In OK: LTC-03 OK 10/03 • In CA: LTC-02 CA
John Hancock Life Insurance Company(John Hancock)
A rewarding benefit.
Strategic planning is your best investment By Wesley Cox, CCIM
...consistently great tactical execution only occurs when a sound strategic plan has been put in play.
Real Estate
Business Journal • June 2009PAGE 16
Business After Hours
the beautiful Courtyard by Marriott located on North 13 at 128 troopers Way in salisbury.
Chamber members were welcomed by Maria agro garrison, general manager of the Courtyard by Marriott, to the business after hours.
New Chamber members shawn garrahan and shaun smith of Colonial life with prospective member, troy Conway of Conway enterprise.
Courtyard by marriottThe Courtyard by Marriott graciously opened their doors to Salisbury Area
Chamber of Commerce (SACC) members on Tuesday, April 21, for a Business After Hours. A wonderful buffet was set for all those in attendance. The Court-yard by Marriott, located at 128 Troopers Way in Salisbury, is ideal for business or leisure. Their guest rooms offer a spacious layout with work desk, high-speed Internet and sofa bed. Stop by their Courtyard Cafe for a cup of coffee and hearty breakfast buffet. Featuring meeting space that accommodates up to 70 guests, the Courtyard Salisbury features two function rooms perfect for social gatherings and small business events. For more information or to book your next event, call the Courtyard by Marriott at 410-742-4405.
Don Murphy, Delmarva tele-plus with brad gillis of sperry Van Ness and palmer gillis of gillis gilkerson.
Cindy Dennis and Diane taylor of Career associates/bestemps enjoy the evening with bonnie smith from bb&t.
If you have a connection to the internet, you are as good as in your office.Go out on the road in peace with
our new surveillance solutions.
Watch your officefrom anywherein the world.
2312 Allen Drive Salisbury, MD 21801
410-546-5404 We Service All Brands Of Equipment
Service Contracts • We Recommend CARRIER
SALES & SERVICE
Mid-Atlantic Heating & Air
Conditioning, Inc.
HVAC#6358 MHIC#11003 (Quality & Service Since 1979) Voted ‘Best of the Eastern Shore’ for 2006
Recently, I had an Oprah “ah ha” or more like a “huh” moment. I’m just not sure why it took me so long to get it. Over the years, I have heard about many barriers to employment for people with disabilities from both job candidates and employers. This past year, two events were held, one for human resource managers and the other for job candidates with disabilities.
Comparing the answers from the evaluation results, interesting chal-lenges and questions are raised. As a disclaimer, these results are from a small sampling, however, based on my experience, I feel they are representa-tive. Also, I acknowledge that many managers and job candidates do not fall into the categories below.
In April 2008 at the ESBLN Busi-ness to Business Employer Summit, Diversity at Work, in Ocean City, participants filled out evaluations ask-ing what they perceived to be the most prevalent barrier to employment for people with disabilities. The top three answers given in order of frequency were lack of management support or education; lack of knowledge about the Americans with Disabilities Act; and lack of knowledge about how to pro-vide an accommodation.In April 2009, a No Spare Marylander Workshop for job seekers with disabilities was held at the One-Stop Job Market in Salisbury. The participants were also asked about what they perceived to be the greatest barrier to employment. Their answers were lack of self-confidence or fear of rejection; the appearance of the dis-ability; and inadequate communication and awareness. Put these two groups together and what do you get? People without confidence trying to sell their skills and strengths to a non-accepting,
unsure, wary management. Huh. Pretty tough scenario. So what do we do about it? Educate, educate, educate. If the person can’t do the job, don’t hire them. If they can do the job with a rea-sonable accommodation, hire them. By the way, a reasonable accommodation never includes reducing accepted levels of productivity. If you go the extra mile to accommodate, your new or retained employee will be likely to go the extra mile for you. Good news. At the time of the summit, only 36% of managers ac-tively included people with disabilities into their recruitment strategies.
At the conclusion of the ESBLN Employer Summit, 93% of respondents said they were very likely or somewhat likely to include people with disabilities into their recruitment strategies.
As a result of the No Spare Mary-lander Workshop for job candidates, 100% of the participants who respond-ed to the evaluations said that they felt better prepared for their job search. Even better news, Christine Zabel, a participant in the No Spare Marylander workshop mentioned above, has found part-time employment though the ES-BLN/Salisbury Area Chamber of Com-merce/One-Stop Job-Market network.
The ESBLN is a resource for the nine Eastern Shore counties of Mary-land, Virginia and Delaware. There is no charge, only a wealth of information and support for businesses. For more information, visit esbln.org.
Workshops can prepare candidates, interviewersBy Jackie Gast
if you go the extra mile, your employee will be likely to go the extra mile for you.
Human Resources
Business Journal • June 2009PAGE 18
1-877-4-POHANKA 2011 NORTH SALISBURY BLVD.
WWW.POHANKAOFSALISBURY.COM
Direct Mail Advertising
• Target Just Your Audience. • Pay less per response.
112 Moss Hill Ln. Salisbury, MD 21804 www.mailmovers.net
MAIL MOVERS
Call Kevin McGraw our Postal Consultant, now !
ABLE LUNCHEON - salisbury University’s franklin p. perdue school of business recently held a luncheon to thank employers participating in its applied business learn-ing experience (able) internship program. standing, from left, are Chris parks, Dove pointe; sheldon hudson, trinity transport; Christine selzer, Merrill lynch; brad bellac-icco, salisbury area Chamber of Commerce; Dreanna ryan, perdue school undergraduate programs assistant; tammy Donaway, perdue school undergraduate programs coordinator; ray ruiz, KpMg; terri Morris, enterprise rent-a-Car; april brilliant, Clear Channel; roxie ritchie, Clear Channel; paul johnston, generations financial; and Dr. richard hoffman, perdue school interim dean. seated, from left, are pauline gehnrich, peninsula regional Medical Center; jayme riegler, peninsula regional Medical Center; jennifer poklemba, rsM Mcgladrey; jennifer Currie, Women supporting Women; and rose Carey, holly Community.
Business Journal • June 2009 PAGE 19
Personalized Gifts Are the Best
Visit our new Personalization Center! Our new machinery can add
your feelings and logos to a great selection of gifts for all occasions:• Holidays • Anniversary • Weddings • Retirement
Just stop in and see the great selectionof gifts we have to offer and talk to us about making your gift …
THE BEST GIFT!
We Now Carry
Trophies Too!
In addition, we have hundreds of stock logos and custom options.
Simplifi ed communication management.
Anytime, anywhere.
Managing the volume and complexity of communications isn’t an easy task for any business these days. Keeping multiple locations, mobile employees, different devices and demanding customers connected is even harder. But it doesn’t have to be. Change the way your business communicates for the better with Mitel’s Unifi ed Communications solutions.
Mitel Unifi ed Communications solutions bring together powerful features like presence management, conferencing, instant messaging and chat – and collaboration tools like document sharing and remote support – to help you communicate. Simply and seamlessly … however and wherever you do business.
With unmatched reliability and scalability, our Unifi ed Communications solutions can improve your overall business performance and help you:
• Increase productivity • Enhance customer service • Reduce costs • Generate more revenue
Change the way you communicate. Put Mitel to work foryou. For ways to better manage your communications,visit Telewire Inc. at www.telewire-inc.com,or call 410-749-2355.
Change for the Better … with Unifi ed Communications from Mitel
Information courtesy of Comptroller of the Treasury, Retail Sales Tax Division.
National, State, County Unemployment Rates Oct Nov Dec Jan Feb Mar
National 6.1 6.5 7.1 8.5 8.9 9.0
Maryland 4.8 5.1 5.6 6.7 7.2 7.0
Wicomico 6.0 6.8 7.4 9.1 9.4 9.3
Worcester 7.4 11.2 13.4 16.8 16.4 15.1
Somerset 6.9 7.4 7.6 9.8 10.3 9.7Information courtesy of the Maryland Job Service at the One Stop Job Market. (Not seasonally adjusted.)
Food & Beverage
Apparel
General Merch.
Automotive & Oil
Furniture & Appl.
Building Supplies
Utilities & Trans.
Hardware & Equip.
Miscellaneous
TOTAL
March ‘09
$1,064,592
$260,924
$1,582,907
$379,165
$188,705
$473,939
$640,206
$212,710
$593,101
$5,396,249
April ‘08
$1,009,162
$292,393
$1,534,808
$513,660
$301,334
$847,410
$1,180,263
$223,186
$596,770
$6,498,986
April ‘09
$1,329,728
$328,769
$1,801,983
$450,310
$187,866
$555,647
$621,060
$239,501
$546,365
$6,061,229
The number in the right column is the percent-age of change in passenger activity compared to the previous year.
Barometer
Business Journal • June 2009PAGE 20
Healthatlantic endoscopy anniversary
It has been one year since the Atlan-tic General Hospital Endoscopy Cen-ter’s grand opening, and the facility has seen results far better than originally planned.
With the shift to their new location within the Barrett Medical Office Build-ing, the endoscopy program’s outpatient volumes increased from 2,900 in 2007 to 3,200 in 2008.
According to NRC Picker, an inter-national healthcare quality measurement agency, Atlantic Endoscopy Center ranks in the top one percent of hospitals in patient satisfaction, with 97 percent of patients giving a top score for their experience.
For more information on the Atlantic Endoscopy Center, call 410-629-6800.
PrmC earns recognitionPeninsula Regional Medical Center
has earned Quality Respiratory Care Recognition (QRCR) under a national program aimed at helping patients and their families make informed decisions about the quality of the respiratory care services available in United States hos-pitals.
The recognition program was estab-
lished in 2003 by the American Asso-ciation for Respiratory Care (AARC). Only 700 hospitals, about 15% of all hospitals in the U.S., have earned this award.
“This prestigious award is a testa-ment to our highly skilled respiratory therapists and their dedication to our patients and community,” said Michael Hewitt, RRT-NPS, RCP, FAARC, FCCM, director of Respiratory Care, Pulmonary Diagnostics, Sleep & Neu-rology at PRMC.
To qualify, Peninsula Regional was required to meet a stringent set of conditions including that all respira-tory therapists employed at the Medical Center to deliver bedside respiratory care are legally recognized by the state of Maryland to provide that care or hold the CRT or RRT credential, and that they be available 24 hours per day.
The Medical Center also met the qualification that its respiratory care services are under the medical direction of a doctor of medicine.
long-term bond rating affirmedPeninsula Regional Medical Center,
the leading provider of health care on the Delmarva Peninsula, announces that
Standard and Poor’s has affirmed its A/Stable long-term bond rating. The rat-ing is attached to the series 2006 Mary-land Health & Higher Education Facili-ties Authority revenue bonds issued as part of the Medical Center’s $100 mil-lion construction and renovation project, which is nearing completion.
Despite the challenges facing all Maryland hospitals in fiscal 2010 from a rate reimbursement increase that is projected to be the lowest received in several years, Standard & Poor’s ac-knowledged that Peninsula Regional is well positioned with historically strong operating performance and solid profit-ability, generally strong debt service coverage, good liquidity and a modest debt burden.
They also credited an excellent 72% market share, growth in outpatient services and a fairly conservative in-vestment policy in a currently volatile market as key contributors to continuing the Medical Center’s A/Stable revenue bond rating.
Leadership at Peninsula Regional was also commended for reducing op-erating costs and creating opportunities for the Medical Center to become more efficient in its delivery of care.
EMPLOyEE OF THE yEAR - ann turner of Cambridge, who works in the education Department at peninsula re-gional, was recently named employee of the year at the Medical Center’s an-nual employee recognition banquet held in conjunction with National hospital Week. turner, who is a 27 year veteran of prMC, was selected from a field of 16 candidates who earned employee of the Quarter honors in support services, Nursing services, administrative ser-vices and professional services. turner (right) accepts the sign for her desig-nated parking spot for the next year from peggy Naleppa, president, prMC.
NEW LOCATION
at Woodbrooke
1655 Woodbrooke Drive, Salisbury, MD
Visible from Business Route 50 heading eastboundEnter from Tilghman Road or Mt. Hermon Road
410-548-2700 ■ 800-272-7188410-543-7188
HEALTHY WORKERS,HEALTHY BUSINESS
• Workers’ Compensation and Follow-up• No Appointments for Work Injury• DOT, OSHA, Respiratory &
Pre-Employment Physicals• Forensic Drug & Alcohol Testing Services• Pre-Employment Instant Drug Testing• Online Test Results
Flora Glasgow, MS,CRNP, James Burns, DO, Medical Director, Jane Burns, MS, CRNP
We’re Dedicated ToYour Employee’sHealth Care Needs!
Senior Citizen Discount Home Medical Equipment Expanded Gift Department
Custom Medications Medical Oxygen Home Infusion
• Salisbury • Hebron • Quantico • Fruitland • Eden • Berlin • Ocean Pines • W. Ocean City
410-749-8401 Rt. 13 S. & Cedar Lane • Fruitland
410-543-8401 1500 Pemberton Drive • Salisbury
410-641-3130 314 Franklin Avenue • Berlin
“We’re More Than Just A Drugstore”
F F R R E E E E
PRESCRIPTION DELIVERY
Business Journal • June 2009 PAGE 21
soMerset CoUNty - Naleppa, middle, congratulates somerset County em-ployees, sharon Malone and Delores spence for their years of service. Missing from the photo is Debra jackson.
WorCester CoUNty - Naleppa, second from left, congratulates Worcester County employees, pat sklar, Catherine scarborough and linda glenn for their years of service. Missing from the photo is Debbie Doukas.
WiCoMiCo CoUNty - Naleppa joins Wicomico County residents who were honored for 30, 35, 40 and 45 years of dedicated service to peninsula regional Medi-cal Center.
PrmC honors employees at recognition event
Peggy Naleppa, Peninsula Regional Medical Center president, the Board of Trustees, and medical leadership re-cently recognized 350 employees at an an employee recognition program held recently at the Wicomico Youth and
Civic Center as part of National Hospi-tal Week activities.
Employees with anniversary dates in 2009 of 5, 10, 15, 20, 25, 30, 35, 40 and 45 years of service were recognized and account for 4,810 years of service.
Business Journal • June 2009PAGE 22
HORSES HELPING WOMEN - salisbury area Chamber of Commerce foundation president, Wesley Cox, recently presented a check to sue revelle, Women supporting Women, and heather gates, green gate farm, in support of “horses helping Women”, an equine assisted learning (eal) program em-powering women affected by breast cancer.
RIBBON CUTTING - the original smith island Cake Company in the ocean City factory outlets recently held an open house and ribbon cutting ceremony. ocean pines area Chamber of Commerce members, ambassadors and board members en-joyed samples. surrounded by customers, family and members of the ocean pines area Chamber, rebecca Carbaugh prepares to cut the ribbon as Cara Konlian, abby Wulff and rachel Markarian, owners and staff of the original smith island Cake Company assist.
RIBBON CUTTING - surrounded by food lion staff, customers, Chamber ambas-sadors and board members, jim hastings, manager of the food lion in pennington Commons, accepts a ribbon cutting plaque from Chip bertino, president of the ocean pines area Chamber board of directors. the ribbon cutting ceremony was followed by the drawing of the winning ticket for the ‘fee free year in the pines” raffle, an annual fundraiser for the Chamber. Congratulations to winner Martha Kellogg of ocean pines and yolanda Weinmann, winner of the $20 gift certificate donated by food lion.
RIVERWALK CLEANUP- five staff members from the Wicomico public library gathered after work recently to participate in the Chamber’s ongoing riverwalk Cleanup program. sue rekart headed the library team and took a picture of her co-workers gathering to begin the task. pictured from left are Kay Crouch, Vicki greene, linda parry and Charlotte hotton. the beautification Committee of the Chamber extends a big thank you to these ladies for their willingness to make a difference in the cleanup along the banks of the river and riverwalk park.
Rt. 50 & M ill Street Salisbury, MD 21801 410-749-7151 Phone www.farmersandplanters.com
Southern States Feed & Seed:
Triple Crown * Legends * Reliance Lim e * Fertilizer * Pro Mix
Fescue * Bird Seed Veg Seed * Dog & Cat Food
Animal Health * Shavings Water Conditioning Salt Fencing * Gates
Business Journal • June 2009 PAGE 23
Core joins PnC bankMichelle Core has joined PNC Bank
as vice president in the Retail Bank-ing Division. As sales integration manager, she will provide coaching and leadership to the retail branch teams on the Lower Shore. Before joining PNC, Core was a financial center leader, vice president at BB&T Bank in Salisbury.
Core is a graduate of Maryland Banking School. She graduated Towson University with a bachelor of science degree in business administration with a concentration in finance. She serves on the board of Junior Achievement of the Eastern Shore and resides in Salisbury with husband, Bob, and son, Gavin.
era martin names top agentsERA Martin Associates held its
quarterly awards luncheon recently at “The Table,” in the Fountains. The luncheon celebrates the best produc-ing agents for the first quarter. The top agents for the quarter gathered with broker Bill Martin and company vice president Helen Butler to discuss mar-keting initiatives and strategies for the second quarter.
The top agents for the first quar-ter were Dick Baker, Joni Martin, John Robinson, Donna Hoy and Jim Mutschler. Together, the top five sold over $1 million.
ERA Martin Associates also held a special sales meeting recently and an-nounced the sales statistics for April. According to Bill Martin, broker/owner of ERA Martin, April was higher than any month in the last 12 months. With 52 units sold, the company expects con-tinued improvement in the real estate market.
The combination of low prices, plen-tiful inventory, the lowest fixed interest
rates in history and the $8,000 housing tax credit, make this a unique opportu-nity for home buyers.
Gray appointed as trusteeSU Bookstore Director Lisa Gray
has been installed as a new trustee on the board of directors of the National Asso-ciation of College Stores (NACS)
Gray earned certifica-tion as a college retailer from NACS in 2005. She joins nine other trustees from higher education in-stitutions throughout the United States, as well as partners such as Barnes and Noble College Booksell-ers. As a trustee, Gray helps provide governance for the association’s mem-bers and assists the organization in its mission of enhancing college stores through education, advocacy and the use of new technologies. An active member of NACS, she has served on the nominating, state/regional and foun-dation fundraising development com-mittees.
Public Accountants and Advisors to Business, announces that Ms. Svetlana Kazlova has passed the CPA exam and earned a master’s in business adminis-tration.
Kazlova has passed all parts of the CPA exam, including the Ethics exam and is awaiting receipt of her admis-sion and certificate from the State of Maryland. At the same time she was studying for the CPA exam, Kazlova was completing her MBA program at Wilmington University and received her degree in January 2009. She also holds a B.A. in accounting, with a mi-nor in finance, from Wilmington Uni-versity and lives in Ocean City with her daughter, Nadeen S. Hassanein.
Personnel File
Kaslova
Core
from left are Clifford M. Kendall, chair of the University system of Maryland board of regents; Dr. janet Dudley-eshbach, salisbury University president; Dr. Michael bardzell, faculty in salisbury University’s Mathematics and Computer science Depart-ment; and Dr. William e. Kirwan, chancellor of the University system of Maryland.
Dr. bardzell honored by stateDr. Michael Bardzell of Salisbury
University’s Mathematics and Com-puter Science Department has received the highest faculty honor given by the University System of Maryland: the Re-gents Award for Excellence in Teach-ing.
In January, he was one of only three educators nationwide to receive the Mathematical Association of America’s prestigious Deborah and Franklin Tep-per Haimo Award for Distinguished College or University Teaching of Mathematics. In 2007, he received the MAA’s regional teaching award and two SU appreciation awards.
Bardzell is known for engaging stu-dents with lighthearted humor coupled with in-depth exploration of research topics. SU alumni have high praise for their former professor and mentor. Col-leagues have said they are inspired by his teaching.
During his 12 years at SU, Bard-zell has taught some 25 graduate and undergraduate courses. He strongly
encourages undergraduate research, as-sisting students in exploring subjects from physics and engineering to pure mathematics and group theory. Almost every year, his students present at the National Conference on Undergraduate Research (NCUR). A recipient of SU’s Distinguished Faculty Award in 2001, he has played an integral role in the establishment of the Undergraduate Re-search Conference on campus.
Outside the classroom, Bardzell was a longtime advisor to SU’s Math Club and helped students establish a chapter of Pi Mu Epsilon, the national mathematics honor society. Locally, he helped develop summer geometry courses, a Real World Mathematics professional development program and an algebra workshop for middle school teachers. He also serves on the MAA’s Classroom Resource Materials Editorial Board.
Bardzell earned his Ph.D. in math-ematics from Virginia Tech in 1996.
Business Journal • June 2009PAGE 24
ADVERTISINGComcast Spotlight Stephanie Willey 410-341-8950 410-341-8980 comcastspotlight.com stephanie_willey@1201 Pemberton Dr., Suite 2B, Salisbury, MD 21801 cable.comcast.com _________________________________________________________________________________________________________________________________________________________________________ARCHITECTS & ENGINEERSAndrew W. Booth & Associates, Inc. Matthew Smith 410-742-7299 410-742-0273 awbengineers.com [email protected] Northwood Dr., Salisbury, MD 21801 Debbie Bailey [email protected]_________________________________________________________________________________________________________________________________________________________________________Davis, Bowen & Friedel Michael Wigley 410-543-9091 410-543-4172 dbfinc.com [email protected] Plaza East, Suite 200, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________Dicarlo Precision Instrument& Dicarlo Precision Imaging John Dicarlo 410-749-0112 410-749-9323 dicarlo1.com [email protected] Northwood Dr., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________George, Miles & Buhr, LLC Michelle Everngam 800-789-4462 410-548-5790 gmbnet.com [email protected] W. Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________AUTO PARTSEden Used Auto Parts George Glovier 410-749-5116 410-742-3930 [email protected] Merser Rd., PO Box 43, Eden, MD _________________________________________________________________________________________________________________________________________________________________________BUILDERSBud Esham Homes Bud Esham 410-742-1364 410-742-0164 budeshamhomes.com [email protected] Williamsburg Pkwy., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________Ruark Builders Connie Ruark, Sleepy Hollow 410-677-3835 410-860-4875 ruarkhomes.com [email protected] Snow Hill Rd., Salisbury, MD 21804 Barbie Hannemann, VP 410-749-0193 410-860-4875 [email protected]_________________________________________________________________________________________________________________________________________________________________________COMMERCIAL BROKERAGERinnier Commercial Blair Rinnier, CCIM 410-742-8151 410-742-8153 rinnier.com [email protected] East Main St., Salisbury, MD 21801_________________________________________________________________________________________________________________________________________________________________________DINING/CATERINGMarket Street Inn Stephanie Bellacicco 410-742-4145 410-742-3687 marketstreetinnsalisbury.com sbel lacicco@marketstreetinn130 W. Market St., Salisbury, MD 21801 salisbury.com_________________________________________________________________________________________________________________________________________________________________________EMPLOYMENT AGENCY Manpower, Inc. Darlene Smyser 410-742-8861 410-742-9384 us.manpower.com [email protected] Tilghman Rd., Salisbury, MD 21801_________________________________________________________________________________________________________________________________________________________________________FINANCIAL Shore Bank Rick Mathews 410-548-7125 410-548-1688 shorebank.com [email protected] W. Main St., Salisbury, MD 21801________________________________________________________________________________________________________________________________________________________________________The Bank of Delmarva Robert D. Core 410-548-5670 410-742-9588 bankofdelmarva.com [email protected] Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________Merrill Lynch Robert G. “Bob” Anderson 410-860-2781 410-860-5066 fa.ml.com/bob_anderson [email protected] E. Main St., Suite 1, Salisbury, MD 21801 800-416-8017________________________________________________________________________________________________________________________________________________________________________GLASSMr. Go-Glass Dreux Campbell 410-742-1151 410-749-0265 go-glass.com [email protected] Snow Hill Rd., Salisbury, MD 21804________________________________________________________________________________________________________________________________________________________________________INSURANCEAllstate Insurance Fred Pastore 410-860-0866 410-860-0869 allstate.com/fredpastore [email protected] Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________Atlantic/Smith, Cropper & Deeley Laura Deeley Bren 410-835-2000 410-835-2036 ascd.net [email protected] Bent Pine Rd., Willards, MD 21874 ________________________________________________________________________________________________________________________________________________________________________Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 averyhall.com [email protected] E. Main St., Salisbury, MD 21801 Bus., Life, Personal, Health________________________________________________________________________________________________________________________________________________________________________Gamee Elliott Gamee Elliott 410-749-4725 410-749-4175 statefarm.com [email protected] 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ISG International Brad Sutliffe 410-901-0736 410-910-0836 isgintl.com [email protected] Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________INSURANCELandmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 landmarkinsuranceinc.com charlie@30386 Mt. Vernon Rd., Princess Anne, MD 21853 888-651-2111 landmarkinsuranceinc.com________________________________________________________________________________________________________________________________________________________________________
Business Journal Directory
Name Contact Phone Fax Website Email
Business Journal • June 2009PAGE 24
Business Journal • June 2009 PAGE 25
INSURANCE Paulette Arnsparger, Allstate Insurance Co. Paulette Arnsparger 410-677-4774 410-677-4776 allstate.com/12697 [email protected] East Naylor Mill Rd., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________PRINTINGDelmarva Printing, Inc. Don Hitchens 410-912-0980 410-912-0984 delmarvaprinting.com [email protected] Windsor Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________Dicarlo Digital Center. Joey Dicarlo 410-749-9901 410-749-9885 dicarlodigitalcopycenter.com [email protected] South Division St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________REAL ESTATEColdwell Banker Melissa Lear 410-543-4545 410-543-9609 cbmove.com/melissa.lear [email protected] S. Salisbury Blvd. Suite B, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________RECYCLINGDelmarva Recycling Greg Stein 410-546-1111 410-543-9005 delmarvarecycling.com [email protected] Boundary St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________SOLAR ENERGYEastern Shore Solar Ray Emmons 410-543-1924 easternshoresolar.com [email protected] Westbury Dr., Salisbury, MD 21801________________________________________________________________________________________________________________________________________________________________________STORAGECubes To Go Betsy Bradford 410-742-2100 410-742-3875 cubestogo.com [email protected] Broadway St., PO Box 238, Fruitland, MD 21826 ________________________________________________________________________________________________________________________________________________________________________WATERSharp Water Lisa Rice 410-742-3333 410-543-2222 sharpwater.com [email protected] Columbia Road, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________To advertise your business in the Business Journal Directory Call 410-740-0144 or Email: [email protected]
Business Journal • June 2009 PAGE 25
Business Journal Directory
Name Contact Phone Fax Website Email
performance-enhancing drugs are illegal and very dangerousBy Waheed Aziz
With the urge to get an edge, young athletes are tempted by the “promise” of performance-enhancing drugs. Even kids in middle school are trying them. Are they following in the footsteps of their professional sports role models?
Performance-enhancing drugs carry big risks for both men and women. Many are illegal and all can cause side effects. Some are serious or perma-nent.
You’ve probably heard the most about anabolic steroids. Maybe that’s because about 3 million people use them.
Ten percent are teens. Athletes are attracted to them because they can increase muscle mass, improving strength, allowing tougher training and shortening recovery time. But most professional and amateur athletic orga-nizations ban them.
Anabolic steroids are a synthetic version of testosterone. You can take them as tablets, patches, gels or in-jections. These are common brand
names: THG, Turinabol, Dianabol, Android, Durabolin and Oxandrin. Doctors sometimes prescribe them for men who have very low levels of testosterone, or for people with muscle wasting or rare types of anemia.
Without a pre-scription for condi-tions like these, though, anabolic ste-roids are illegal.
Worse, they can cause liver problems, increase blood cho-lesterol, and lead to aggressive behavior or depression.
If users share needles, they also in-crease their risk of getting HIV, hepa-titis or other diseases.
Teens are likely to become depen-dent on anabolic steroids, which may also stunt their growth. Men can de-velop large breasts, baldness, increased acne or shrunken testicles. Women can develop male traits, such as deeper voices or increased body hair.
Worried about the steroids your doctor prescribed for you? No need to be. Anabolic steroids — sometimes called ‘roids, hype, pump, or juice —are very different from corticoster-
oids, the type of steroid used to treat condi-tions such as asthma or arthritis.
Stimulants (Dex-edrine, Ephedra, Sudafed or cocaine) and diuretics (Di-amox, Marazide or Aldactone) are two other types of drugs that are also com-
monly used by athletes. Both have too many side effects to list. Over-the-counter (OTC) supple-ments are also popular products used to enhance performance. But the Food and Drug Administration (FDA) doesn’t regulate them.
Creatine is an example of a supple-ment used by more than 5 percent of middle school and high school stu-dents — but often at dosages four to
six times what is recommended. Are they safe? That’s very questionable. Gastrointestinal side effects are com-mon. High doses can cause kidney, liver or heart problems. The long-term impact on children and teens is un-known.
Be sure to have a heart-to-heart talk with your teen about performance-enhancing drugs. And pay attention to the products he or she buys. Do you have questions or are you having trouble getting through to your child? A pharmacist can help.
Call it an old-fashioned idea. But a healthy diet, skill, professional guid-ance, a lot of grit, and hard work are the best combination for making great strides in sports. Taking short cuts to strength and stamina with perfor-mance-enhancing drugs is nothing short of cheating.
About the authorWaheed Aziz is the owner of Mt.
Hermon Discount Health Mart Phar-macy in Salisbury.
Be sure to have a heart to heart talk with your teen about performance-enhancing drugs. And pay attention to the products he or
she buys.
Business Journal • June 2009PAGE 26
Business Mixbayrunner Shuttle adds service
BayRunner Shuttle, the only sched-uled ground service provider to the Eastern Shore, celebrated its fourth an-niversary on May 1. Having recently carried its 35,000th passenger since beginning Salisbury to BWI shuttle ser-vice in 2005, BayRunner has expanded its schedule with a late evening offering from BWI to Easton, Cambridge and Salisbury.
BayRunner operates daily with scheduled service every two hours from 5:20 a.m. through 12:30 a.m. Reserva-tions should be made at least 24 hours in advance at 410-912-6000, 410-822-5444 or online at www.bayrunners.com.
brewery opens in DelmarWesley Cox, CCIM of Sperry Van
Ness - Miller Commercial Real Estate, recently negotiated the lease for a new micro-brewery located in the former IGA store in Delmar, Del.
Evolution Craft Brewery is a full-production boutique starting with their three original beers – Primal Ale, Exile ESB and Lucky 7. Owner’s Tom and John Knorr are also distributing their microbrew throughout several restau-rants in Maryland and in their restau-rants at SoBo’s Wine Bistro, the Red Roost and Boonies.
They will be ready to distribute their product throughout the Mid-Atlantic region in late summer.
For more information about Sperry Van Ness - Miller Commercial Real Es-tate or to preview their available prop-erties, call Wesley at 410-543-2421 or visit www.SVNmiller.com.
macerich joins green revolutionThe Centre at Salisbury has joined
the “green” revolution. Property Manager Marvin Snyder and Opera-tions Manager Steve Foster report that property owner Macerich, one of the nation’s leading shopping center devel-opers and operators, is actively conserv-ing resources while supporting its own business goals, all in order to ensure a healthy environment for employees, re-tailers, shoppers and communities.
Some of the practices are simple: using eco-friendly cleaning and mainte-nance products; recycling paper, news-paper, plastic bottles, cardboard and fluorescent lamps in company offices; relying on natural light from skylights so lighting can be reduced in common areas during the day; and providing cardboard recycling bins for retailers.
Some involve modest expenditures, such as installing motion sensors in of-fice and equipment rooms so that lights are on only when in use. Other changes implemented last fall have reduced elec-trical consumption by 36 percent.
The Centre is also reaching out to the public with such efforts as providing the
Easter Bunny with books on recycling to give to children and holding two E-Recycle events in conjunction with Delmarva Recycle.
Sales of “Give Green” American Express branded gift cards, introduced in October 2008, benefit American For-ests, the nation’s oldest nonprofit citizen conservation organization. So far the program has raised $55,000.
visor with Sperry Van Ness – Miller Commercial Real Estate in Salisbury, announces the sale of 503 S. Maryland Ave. in Delmar, to Kraus Develop-ment. The property contains a variety of warehouses ranging in size from 6,375 sqf. to 50,000 sqf., offering a variety of loading configurations, office space and ceiling heights. The complex will be marketed for lease by Karen Cherry and John McClellan, CCIM.
Kraus Development is a subsidiary of The Leonard Kraus Company, a Bal-timore-based contractor specializing in the installation of commercial drywall, metal studs and acoustical ceilings. This acquisition represents the third property owned by Kraus in Wicomico County. Other properties include the Kraus Business Center on Shipley Drive in the Northwood Industrial Park and a site planned for future development in Westwood Commerce Park.
For more information, contact John McClellan at 410-543-2428 or visit www.SVNmiller.com.
mCe exceeds $1m in loansMicro-business assistance agency
Maryland Capital Enterprises, Inc. (MCE) recently surpassed the $1 mil-lion mark in loans approved to assist small businesses on the Shore. The Salisbury-based firm has been assisting micro-business in Maryland’s Eastern Shore since 1999.
“We approved twice as many loans last year than we have in any one year that we have operated,” said MCE ex-ecutive director Hayley Gallagher. “We have also assisted more than twice the number of businesses during the last year, thanks to increased funding and additional staff.”
MCE is a non-profit 501(c)(3) mi-cro-business assistance organization that provides business counseling, training, technical assistance and loans to small businesses on Maryland’s Eastern Shore that have limited or no access to capital.
“We are seeing more demand as loans from banks have become more difficult to get and the economy has worsened,” said MCE board chairman Joe Morse. “We are anticipating more funding as Stimulus funding reaches the local level.”
For more information on starting a small business or receiving assistance,
call 410-546-1900 or visit www.mary-landcapital.org .
“Pohanka Pays it forward”Safe Haven Animal Sanctuary has
strived to provide a safe and caring environment for homeless, neglected, abused and orphaned cats and dogs in Sussex County, Del. The shelter relies heavily on the charitable contributions of the greater Delmarva community. With the economic downturn, the list of regular benefactors of Safe Haven Ani-mal Sanctuary has slowly dwindled.
With Pohanka Automotive Group’s new “Pohanka Pays It Forward” sales incentive program, the shelter may get some help. The Pohanka Automotive Group will make a $100 donation to the charity of the customer’s choice for ev-ery new or pre-owned vehicle sold.
minds customers age 55 and up, they can save 10 percent on their purchases every Wednesday.
All 12 of Rommel’s ACE stores of-fer this special discount: Exmore and Chincoteague, Va.; Cambridge, Ocean City, Salisbury, Perry Hall, Severna Park and Stevensville; as well as Mills-boro, Seaford, Selbyville and Dover, Del.
Seniors can also sign up for the ACE Rewards card, allowing them to save even more money throughout the year. For more information, visit www.rom-melsace.com.
Senter attends conferenceJustin Senter, owner of Monitor
Closely.com - Delmarva, recently at-tended the International Security Con-ference and Exposition (ISC) in Las Ve-gas to see the latest in technology and products from over 1,000 companies serving the physical security industry.
MonitorClosely.com - Delmarva is entering its third year of operation on the shore. For more information, call 410-546-0046.
SoniC opens in fruitland
The first Maryland SONIC Drive-In opened for business recently on May 19. The drive-in is located at 415 N. Fruitland Blvd. in Fruitland.
SONIC has been America’s favorite drive-in for more than 50 years. SONIC serves a variety of made-to-order menu items with the full menu available all day. Customers park in their own drive-in stall and push a red button on the menu board to place orders from their car. Carhops deliver orders to custom-ers who are in their cars or sitting on the patio, and SONIC even has its very own radio network customers can enjoy while at the drive-in.
SONIC started as a hamburger and root beer stand in 1953 in Shawnee,
Okla., called Top Hat Drive-In, and then changed its name to SONIC in 1959.
telewire enhances applications Telewire has enhanced its audio and
web conferencing applications through its strategic partnership with ConferTel, an innovative provider of teleconferenc-ing solutions.
Telewire will offer ConferTel’s Virtual Attendant @ Your Service, a full-featured conferencing service of-fering operator-assisted functions at ‘reservation-less’ pricing and i-Present Pro, an affordable service for conduct-ing everyday web meetings.
Virtual Attendant can greatly in-crease the effectiveness and profession-alism of conference calls. Attendance reports and recordings are available im-mediately following each call.
i-Present Pro is a low cost, easy to use tool which enables presenters to share anything on their computer with their participants.
tilghman oil launches serviceTilghman Oil Company has identi-
fied a solution to the common problem of contamination of petroleum products left standing in fuel tanks, generators and boats. The new fuels we are re-quired to use, while more environmen-tally friendly, are more easily affected by water, sludge and algae. Also older tanks need to be checked for contami-nants such as rust.
USA Fuel Services creates a custom and affordable maintenance plan to insure when you need fuel, emergency power, or heat your tank contains clean usable petroleum. The service includes a certified test to determine baseline fuel conditions with semi-annual fol-low-up testing, removal of sludge from tanks with disposal of the waste, puri-fication of stored petroleum products, and will chemically clean the entire fuel system. Programs are available for all types of fuel and storage operations across Delmarva.
For more information, call Bryan Brushmiller at 410-742-2105.
across Delmarva spotlighted Women Supporting Women and their fight against breast cancer during the month of May.
At the halfway point, $3,500 was raised thanks to generous customers at the 10 hardware stores.
Women Supporting Women is a community served, community sup-ported agency serving the Eastern Shore of Maryland. Its mission is to provide awareness, friendship and support for breast cancer survivors and their family. For more information, visit www.wom-ensupportingwomen.org.
Business Journal • June 2009 PAGE 27
Increase Financial Gains!
Each year we help our clients locate and recover millions of dollars in expenses.
Arthritis • Multiple Sclerosis • Sports Medicine • Wound Management • Pre/Post Pregnancy • Breast Cancer Recovery • Warm Water Aerobics
• Personal Training Pool & Gym Memberships
Take the stress out of your therapy
• Handicap accessible • One-on-one therapy • Therapists get in the pool
PUSEy SCHOLARSHIP - students from Wicomico County attending Wor-Wic Community College will benefit each year from $10,000 in scholarship awards from the elizabeth brittingham pusey scholarship fund at the Community foundation of the eastern shore. the scholarship awards will be made in perpetuity from the fund and are made possible from a bequest from the late Mrs. pusey to the foundation. from left are Dr. spicer bell, Community foundation president; and Dr. ray hoy, Wor-Wic College president.
Cancer institute earns awardThe Richard A. Henson Cancer In-
stitute at Peninsula Regional Medical Center was recently granted the 2008 CoC Outstanding Achievement Award from the Commission on Cancer (CoC) of the American College of Sur-geons. The Richard A. Henson Can-cer Institute is one of only 95 cancer programs nationwide, one of four in Maryland and the only program on the Eastern Shore of Maryland to receive this prestigious recognition.
Only 19 percent of programs na-tionwide (representing 23 states) re-ceived this award as a result of surveys performed in 2008. Established in 2004, the CoC Outstanding Achieve-ment Award was designated to recog-nize cancer programs that strive for excellence in providing quality care to cancer patients.
In an on-site evaluation by a physi-cian surveyor, the Richard A. Henson Cancer Institute not only met the basic standards, but it excelled in seven areas where Commendation was awarded. These standards represent the full scope of the cancer program - cancer committee leadership, cancer data management, clinical services, research, community outreach and quality improvement. In addition, the
Richard A. Henson Cancer Institute was found to be in compliance with the remaining 29 cancer program standards. Accreditation by the CoC is
thomas DeMarco, MD, chairman of the Cancer Committee at peninsula re-gional, accepts the 2008 CoC outstand-ing achievement award on behalf of the richard a. henson Cancer institute.
given only to those facilities that have voluntarily committed to providing the highest level of quality cancer care and
that undergo a rigorous evaluation pro-cess and review of their performance every three years.
Business Journal • June 2009PAGE 28
When Quality & Reliability Matter
COPIERS • COLOR COPIERS • FAX LASER PRINTERS • SALES
SERVICE • LEASING • RENTALS
Image RUNNERTM
Automated Copy Systems, Inc.410-749-6251
608 B Naylor Mill Rd Salisbury, MDwww.autocopysystems.com
festival goers had the opportunity to enjoy the many local artisans and live entertain-ment at “arts on the plaza.” items from various vendors included handmade pottery, jewelry, paintings and drawings, and much more.
the festival offered fun for every age group! Children got to enjoy the many carnival rides offered friday through sunday.
the salisbury festival Kick-off golf tournament was held on april 22 at green hill yacht & Country Club. participants enjoyed a day of golf followed by a barbecue and numerous raffle prizes and giveaways. photos by hollie Marino
Salisbury Festival
Business Journal • June 2009 PAGE 29
Helping people get married since 1853
Looking for something unique?CCreate your own one-of-a-kind ring by picking the shape and size diamond you want and matching it with one of our many mountings fmountings from Tacori, Verragio, Simon G. or our own Signature Kuhn’s collection.
local dignitaries, Chamber board members, and newly elected salisbury Mayor, jim ireton cut the festival ribbon to kick off the weekend’s festivities. the ribbon cutting was followed by the friday night block party featuring music by Danny shivers, Wes Davis band and Moondance. photo by emily rantz
the friday night and saturday afternoon block parties, sponsored by pepsi bottling Ventures and aaron’s sales & lease, featured great food and music.
Clay tarpley, salisbury festival chair-man, enjoys the warm weather with one of the costumed characters stroll-ing through the festival.
Business Journal • June 2009PAGE 30
By Becky GrinathDirector of sylvan learning Center
Reading success starts before a child is two years old. Children who read at home do better in school. The more children read the better readers they be-come, and they enjoy it!
These are all proven facts that we know to be true. Parents can present reading as a positive, interesting and rewarding activity and create regular opportunities to read with their children. Summer is the perfect time to practice these tips.
• Set an example. Children are copy-cats who learn by watching.
• Read aloud to your child. Reading to young children nurtures an interest in language and communication. Bedtime stories are an intimate, treasured rite of childhood.
When reading to your child, the reading level isn’t as important as the subject matter. Choose a topic that your child is interested in and explain words not understood.
• Read along with your child. It lets him or her know that you value read-ing. Coach beginning readers to help them master letter/sound relationships. Intermediate readers will enjoy taking turns reading. Reading together devel-ops your child’s reading skills and gives
you topics for discussion.• Select age-appropriate reading
material. If more than five words on a page stump your child, the book may be above your student’s independent read-ing level.
Books that are too advanced cause frustration. Consult Book Adventure, www.bookadventure.com, to help select something that can be mastered more easily.
• Include a variety of reading ma-terials. In addition to books, include children’s magazines and even comic books.
Encourage reading aloud from text-books. This exposure to a variety of dif-ferent materials provides a well-rounded reading experience.
• Reinforce learning through prac-tice. Improve accuracy by encourag-ing your child to read aloud. Point out missed words and help with sounding them out.
Then be sure he or she rereads the whole sentence again for meaning. Use phonics, word structure and context as clues to help decipher unfamiliar words.
• Discuss what your child is reading. Ask your child to put the story in his or her own words. Prompt with questions about the characters, places and events in the story.
This is how we build reading com-
www.burnettwhite.com 410-742-2222
67 Years Serving Delmarva
412 E. Main St., Salisbury, MD
TIRES & SERVICE YOU DESERVE
BURNETT-WHITE BURNETT-WHITE TIRE & AUTO CO. TIRE & AUTO CO.
msbusinessreport.com | 302.629.9788
From Farming to FinanceWe’re all business.
prehension. Ask about new words and what they mean.
• Create reading games. Build vo-cabulary by starting a “list of words I know” and add to it each week. Set a reasonable goal and plan a reward when the words have been learned and can be used in a sentence.
Use homemade flash cards to review required vocabulary. Find age appropri-ate crossword puzzles and word games to amuse your child. You can even make a game of reading highway signs and count the number of streets, roads, lanes that you pass.
• Encourage your child to write his
own story. Children have wonderful imaginations.
They can be encouraged to write an original story and illustrate it with their own drawings. And you can photocopy the story to be shared with grandpar-ents.
• Know when to ask for help. When your efforts to help your child read bet-ter are not enough or if your student can just benefit from academic enrich-ment, consider a trained, professional tutor who can individualize a structured program specifically for your child. Call Sylvan Learning Center at 410-341-4100 to discuss your options.
How you can help improve your child’s reading skills
Business Journal • June 2009 PAGE 31
STORM COMPETES - Nor’eastern storm, a Cheer and Dance gym located at Crown sports Center in fruitland, was represented at the Worlds Competition in Vir-ginia beach, Va., on May 2-3. all five teams won a spot to compete against the best of the best on the east Coast. the tiny’s squad, children 5 and under, won 10th out of 24 teams; youth won 1st; juniors took 6th out of 7; seniors, senior level 3 small gym open, won 5th out of 15; the youth hip hop team won 10th out of 13; and the senior open hip hop team won 6th out of 9 teams. the seniors also won the title of grand National Champions during jamfest Nationals in richmond, Va. on april 18-19.
MOBILE PLANETARIUM - recently more that 270 students at Westside primary school in Quantico participated in a special presentation of one World, one sky: big bird’s adventure, a planetarium show sponsored by pNC bank as part of its grow Up great with science initiative. inside a 20 x 20 portable dome, the students traced con-stellations and followed the adventures of sesame street characters as they explored cultures and traveled to the moon. the presentation provides an age-appropriate introduction to astronomy and encourages positive attitudes toward science.
board of ed denies a request to waive funding requirementThe Maryland State Board of Edu-
cation has denied the request of three Maryland counties to waive the Main-tenance of Effort funding requirement. Wicomico, Montgomery and Prince George’s counties all appealed to the State Board of Education last month.
Wicomico County Executive Richard M. Pollitt Jr. responded to the deci-sion with the following statements. “By denying Wicomico County’s request
for a waiver from the State-mandated Maintenance of Effort standard; indeed by denying all of the requests before them, the State Board of Education has carelessly and irresponsibly put millions of dollars in essential State funding for local schools at risk. “We made it clear to the Board in our appearance in Baltimore that Wicomico County, after requiring nearly all of our departments to slash their budget requests by as
much as 10 percent, is not in a position to fund the Board of Education to the extent necessary to meet the State’s de-mands. In fact, our appeal to them was our last resort. For a body which has as its only purpose to support and encour-age a high-quality learning environment for our schoolchildren, the State Board’s actions are inexplicable.
“That being said, I am determined to see that Wicomico’s schoolchildren are
not made to suffer for the lack of the State’s ability to recognize the reality in the field from their high-rise offices in Baltimore. We will immediately renew our discussions with the County Board of Education and impress upon them that they must now find, from within their department, the means to reach the MOE standard if we are to save over $4 million in available State funds. I have every confidence that we can do it.”
SBK-NovemberAd_9.6x6.indd 1 11/5/08 9:02:38 AM
Business Journal • June 2009PAGE 32
Pinkett speaks to umeS grads Dr. Randal Pinkett was the key-
note speaker at the 2009 spring com-mencement ceremony at UMES on May 15. Some 370 students re-ceived their degrees.
Pinkett is co-founder, chairman and CEO of BCT Partners, a multi-million dollar manage-ment, technology and policy consulting firm based in Newark, N.J.
Pinkett has been featured on na-tionally televised programs as well as in Parade magazine, The New York Times, The Washington Post and The Boston Globe.
He has appeared on “The Appren-tice” as a boardroom advisor and is a regular segment host for “CEO Ex-change” on PBS.
Also attending the ceremonies were Rilous Carter, vice president of Disney’s Hollywood Studios in Florida; Neil M. Meltzer, president and CEO of Sinai Hospital of Balti-more, Md., and senior vice president of Life Bridge Health; Stephen L. Powell, president and CEO of Powell Steel Corporation in Lancaster, Pa.; Ellis M. Stanley Sr., director of west-ern emergency management services for Dewberry, LLC in Los Angeles, Calif.; and Dr. Darlene F. Williams, general deputy assistant secretary in the Office of Administration for the U.S. Department of Housing and Ur-ban Development. Carter, Ellis and Williams received honorary doctor of public service degrees, and Powell and Meltzer received honorary doctor of science degrees.
In addition, the title “professor emeritus” was conferred upon Dr. Richard C. Keenan, former chair of and professor for the Department of English and Modern Languages, in recognition of his years of distin-guished service to the university.
Keenan retired in 2007, after nearly 35 years of service.
Students get interview helpIt is not easy for a high school
student to stand in front of a group of strangers and make a case for why she or he deserves a scholarship.
But James Gillespie of Salisbury, who managed to fund his college education with more than 17 schol-arships, talked 13 local high school students into practicing for just such an interview recently at a workshop sponsored by the Delmarva Education Foundation (DEF) and the Salisbury Rotary Club at the Community Foun-
dation of the Eastern Shore. Gillespie, who earned a BA in Music from Salisbury University, now serves as the executive director of the Salisbury Wicomico Arts Council, a non-profit organization that funds, promotes, and advocates for the arts in Wicomico County.
The workshop included presenta-tions by DEF staff on college prepara-tion strategies and how to use DEF’s Financial Aid Clearinghouse, which is a free, online, searchable database of potential sources of funding for education, including local dollars ear-marked for local students.
After the DEF presentations and a first chance at a mock interview to compete for a scholarship, Gillespie coached the students to make their cases more compelling, gave each a second try in the interview situation, and provided individual consultations after the workshop.
Gillespie set a registration “fee” for the workshop of at least 10 canned goods to benefit the Maryland Food Bank.
foundation helps raise moneyThe Tom Joyner Foundation, a
major driving force in raising money for historically black colleges and universities (HBCUs) since 1998, has kicked off an aggressive fundraising campaign for the University of Mary-land Eastern Shore (UMES).
Individual gifts were made totaling over $10,000 from vice presidents, deans, faculty, staff, students and alumni. The total was added to the $42,500 amount raised before the kickoff.
According to the foundation, formed by the nationally syndicated radio personality Tom Joyner, UMES was chosen as part of its on-going ef-fort to assist HBCUs in broadening and strengthening their efforts to raise money to help keep students attending these institutions.
As a Tom Joyner Foundation “School of the Month,” UMES will receive funds raised from listeners, alumni and other interested parties during the month of August. The Tom Joyner Morning Show, which airs in 115 markets around the country and reaches nearly eight million listeners every week, will promote the univer-sity and award scholarships to deserv-ing students.
UMES, twice named in the top tier of America’s Best Black Colleges by U.S. News and World Report, be-gan as the Princess Anne Academy in 1886 with one professor and nine students. The school is home to some 4,000 students today.
Education
Dr . Pinkett
sU honors two with the annual Community leadership award
The 2009 President’s Distinguished Community Leadership Awards at Salisbury University go to an indi-vidual and to an organization that are household names on the Eastern Shore, synonymous with excellence in service and leadership.
Henry H. Hanna, III, who has continued a family tradition of leader-ship in business, public service and education, is this year’s winner of the individual award.
MAC, Inc., which promotes the well-being of an increasingly ag-ing population on the lower Eastern Shore, is this year’s organizational honoree.
Both were recognized during Salisbury University’s 83rd spring commencement on May 21, at the Wicomico Youth & Civic Center.
“Henry Hanna has an ability to unite people, to bring them together in a common cause, in a positive manner,” said Dave Ryan, executive director of Salisbury Wicomico Eco-nomic Development, Inc.
A longtime member of SWED, Hanna served on its board for several years, including as president. Dur-ing times of challenge, “Henry stays calm,” said Ryan. “He gets quieter, more creative and determined, and never loses sight of the goal.”
Many other community organiza-tions would say something similar about him, Ryan added. And they do.
Officials at the Salisbury Area Chamber of Commerce, the Greater Salisbury Committee and the Commu-nity Foundation of the Eastern Shore praise his support.
“He has served on several of our committees and has been involved with two of our campaigns, including the most recent that made our current offices and non-profit support center possible,” said Gee Williams, Com-munity Foundation director of devel-opment and marketing.
A senior advisor of Sperry Van Ness/Miller Commercial Real Estate, an industrial specialist with the Soci-ety of Industrial and Office Realtors, and a Certified Commercial Invest-ment Member, Hanna has used his real estate expertise to assist area organizations such as the SU Real Estate Foundation, Coastal Hospice and St. Peter’s Episcopal Church, to which he and his wife, Dara, have family ties.
The Hannas often work in tandem, as with Coastal Hospice, or when they endowed a scholarship for SU legislative interns in Annapolis.
Given in memory of Henry’s father, Henry H. “Buddy” Hanna, the elder Hanna had been a member of the Mary-land House of Dele-gates. The Hannas have also been supportive of the SU Foundation where Henry served as board president.
MAC (Maintaining Active Citizens), Inc. of the Eastern Shore was one of the first area agen-cies on aging in the United States.
Founded in 1972, it operates 15 local senior citizen centers serving Dorchester, Somerset, Wicomico and Worcester counties.
Services range from Meals on Wheels (71,000 were delivered in 2008) to dementia day care, wellness centers and exercise programs, to nursing home ombudsmen and inves-tigation, and insurance and Medicare assistance.
“MAC serves the elderly who are both healthy and frail,” said Dr. Carolyn Stegman, a member of the MAC board. “It helps the elderly live as dignified as possible for as long as possible.”
The growth in the Lower Shore’s elderly population was anticipated by MAC, which has been proactive in providing programs.
They range from services for fami-ly care givers to re-training for senior-friendly jobs — a variety of initiatives than help seniors maintain health and independence.
Fully 93 cents of every dollar donated to MAC goes directly to pro-grams.
It also partners with colleges and universities, helping to raise aware-ness of elderly needs among younger generations.
Through the leadership of Margaret “Peggy” Bradford and the dedicated work of 400 volunteers, MAC is well regarded throughout Maryland.
Recently MAC raised $7.2 million for a new 31,000-square-foot senior services center now under construc-tion.
Hanna
Bradford
Business Journal • June 2009 PAGE 33
Summer CenterEnriches MarylandArts StudentsBy Robert SmithDirector,Maryland Summer Center for the Arts
Holloway Hall Auditorium.Admission is $18, $14 for seniorsand SWAC members, $8 forchildren 12 and under. Proceedsbenefit SWAC.
Students also appear in publicvenues during their residency. Eachyear Salisbury’s Barnes & NobleBooksellers sponsors orchestra andmusical theatre students from thecenter at in-store performances.Acting students visit the bookstore,offering storytelling. Summer Centerstudents also have been featured atthe Baltimore Museum of Art, theInner Harbor, the Maryland InstituteCollege of Art and Oriole Park atCamden Yards.
On Saturday, July 18, centerstudies culminate in an exhibitionand performance by students from9 a.m.–noon in Holloway HallAuditorium and the UniversityGallery of Fulton Hall. The exhibitand recital are free, and the publicis invited.
These public performanceexperiences, coupled with thehands-on training Summer Centerstudents receive, have earned highpraise from the Maryland StateDepartment of Education.
“Students who attend arechallenged each and every day, havethe opportunity to work with thehighest caliber professionals in theirchosen artistic field and are exposedto top-notch performances, acrossdisciplines, on a nightly basis,” saidStephanie Zenker, MSDE gifted andtalented education specialist. Thecenter has “undoubtedly touched andchanged the lives of thousands ofyoung people,” she added.
According to Dr. John Smeallie,assistant state superintendent forcertification and accreditation, pastSummer Centers have “planned andimplemented a strong arts programthat provides a nurturing environmentfor students.”
We invite the community to viewthis year’s exhibits and performances,and find out exactly what theSummer Center is all about. For moreinformation, call 410-548-4777or e-mail [email protected].
Can storytelling be taught? Is itimportant for American children tolearn about Arabic dance? DoesGrease have as much artistic meritas Shakespeare’s King Lear?
The answers, of course, are yes,yes and yes! That’s what makes theMaryland Summer Center for theArts (MSCA) such a vital institution.Each year since 1988, the center atSalisbury University has served as acreative outlet for middle and highschool students, ensuring they growup with the cultural knowledge theyneed to complement the three Rs.
Celebrating its 22nd seasonthis year, the center providesclasses for some 120 students inmusic/orchestra, visual arts, musicaltheatre, digital video production andacting during a two-week residentialprogram July 5-18. Students fromacross Maryland audition toparticipate. The result: an immersiveatmosphere of arts and culture,including workshops led byprofessional artists and a chancefor students to demonstrate theirskills during a culminatingperformance and art show.
Popular statewide, thecenter attracted students from 21Maryland counties in 2008. Morethan 50 percent of our students returnfor two or more seasons, and anaverage of 500 friends, family andcommunity members attend studentperformances and exhibits eachsummer. Since 1995, roughly6,000 visitors have been drawnto the center.
The Summer Center shares andsupports SU’s commitment to thecommunity and has forged strongpartnerships with area organizationsand businesses. Collaborating since2001, MSCA and the SalisburyWicomico Arts Council (SWAC)have co-sponsored seven majorperformances in Holloway Hall,attracting thousands of patrons.Summer 2008 featured localartists the Folk Heroes and BurkeFamily Singers.
This year the center brings backboogie woogie pianist Daryl Davis,who has performed with suchlegendary musicians as Chuck Berryand the Coasters. Originallyperforming during the 2007Summer Center, Davis plays thisyear at 7 p.m. Wednesday, July 8, in
Education
Master of business administration student benjamin bottura (right) of Crespières, france, captured the $5,000 top prize with his business plan for “la Cuisine” - a french “cooking restaurant” in Washington, D.C.
bottura wins bernstein achievement award
For the second year in a row, Salis-bury University’s Bernstein Achieve-ment Award for Excellence has gone international.
Master of Business Administration student Benjamin Bottura of Crespières, France, captured the $5,000 top prize with his business plan for “La Cui-sine” - a French “cooking restaurant” in Washington, D.C. Modeled on a European concept, Bottura designed an alternative dining atmosphere where a chef teaches patrons to prepare healthy French dishes, which they can then en-joy eating.
Bottura has dined at similar res-taurants in France and Germany. He earned a B.A. in international business from ESC Rennes School of Business in France and graduates from SU’s M.B.A. program in May.
“We had two finalists in the food industry and two finalists in the media/ entertainment industry, with common themes of education and giving back to the community,” said William Burke, interim director of the competition, which is sponsored by SU’s Franklin P. Perdue School of Business. Last year, German M.B.A. students Tobias Rosen-
berg and Henry Widera created a recy-cling plan for Wicomico County and became the first from abroad to capture the award, originally launched in 1987 by local entrepreneur and SU alumnus Richard Bernstein (’76).
The 2009 competition had 18 sub-missions. Runner up was M.B.A. stu-dent Ryan Kooy for Chinco Chocolates, a Chincoteague-based gourmet choco-late manufacturer.
Honorable mention awards went to political science major Kiya Amajioyi, who owns a video production company in Salisbury, and business major Erik Butler for a Theatrical Warehouse re-tailer.
Judges were Warren Citrin, co-founder of Gloto Corporation in Fulton; James Poulos, vice president of TEDCO in Columbia; Jon Sherwell, administra-tive vice president and group manager at M&T Bank in Salisbury; and Larry Dernulc, senior vice president of The Bank of Delmarva in Salisbury.
Business Journal • June 2009PAGE 34
salisbury Wal-Mart donates to parkside and Wicomico food bank
salisbury Wal-Mart #1890 presented a $3,000 check to the Maryland food bank re-cently. from left are Kevin fullmer, store manager and yvonne terry, director of the Maryland food bank eastern shore.
salisbury Wal-Mart #1890 presented a $1,000 check to parkside high school recent-ly. parkside won by recycling more than any other school in salisbury. from left are Kevin fullmer, store manager, and steven grudis, princpal at parkside high school.
Salisbury Award, said during the award presentation that the trustees felt the Community Foundation’s approach to meeting community needs with the creation of the “Help Your Neighbor Campaign” in 2008 was especially worthwhile.
Using its own funds, the Community Foundation issued a $10,000 challenge match to the community to support an
emergency fund that provides money to local charities that assist families and seniors struggling to meet expenses for basic human needs.
The campaign raised a total of $41,760 which is being distributed di-rectly to agencies that help struggling families on the Lower Eastern Shore.
The Salisbury Award has been pre-sented 54 times since 1926.
Past recipients of the award in-
clude: Fred A. Grier Jr.; Dr. George Todd; Ruth Powell; James M. Bennett; Charles Chipman; Avery W. Hall; Rich-ard Henson; Frank Morris; Sister Mary Elizabeth Gintling; Frank Perdue; Dick Hazel; Sam Seidel; Dave Grier; Dick Moore; Paul Martin; Dr. Nevins Todd; Virginia Layfield and Mitzi Perdue.
In recent years the Salisbury Award has been presented to: Ben’s Red Swings (2005); Lewis R. Riley (2007);
and Phillip “Pete” Cooper (2008). The Community Foundation of the
Eastern Shore is a charitable foundation dedicated to improving the quality of life for residents of Somerset, Wicomi-co and Worcester counties by build-ing charitable funds, by maximizing benefits to donors, by making effective grants to nonprofit organizations and by providing leadership in addressing com-munity needs.
Continued from page one
Community foundation presented the 25th annual salisbury award
The following Directory of Business Journal advertisers provides quick ref-erence for your convenience. The num-ber appearing before the name of the business refers to the page number where the ad appears in this edition of the Journal.
AZAR Eye Institute (AEI), founded by Dr. Alex Azar, announces that it is affiliating with Glaucoma Specialists of Baltimore in a new program that provides patient care for advanced glaucoma cases.
“We are dedicated to assuring pa-tients that we will do everything in our power to preserve their vision,” said Dr. Alex Azar, founder and president of Azar Eye Institute. “According to drug company surveys, The Azar Eye Institute has one of the largest glaucoma patient populations in the Mid-Atlantic region.” While the dis-ease does not discriminate between age, gender or race, statistics show that African-Americans are at four times the risk for glaucoma than other populations.
An extensive community of retir-ees living on the Lower Shore also contributes to the level of advanced glaucoma cases.
While most eye care professionals are capable of handling 95% of glau-coma patients, there remains a small percentage that despite all drops and lasers, fail to respond to treatment and require the care of a glaucoma spe-cialist. AEI is enhancing its existing
glaucoma services by welcoming Dr. Amy Hennessy to the Azar practice. She works with Dr. Alan L. Robin, a well-known international glaucoma expert.
“For the past several months, Dr. Hennessy has been making trips to Salisbury for scheduled appointments with some of our patients requiring
advanced glaucoma care,” said Dr. Azar. “Beginning in September, Dr. Hennessy will expand the practice to one day each week at AEI and will begin doing surgical cases in the Azar Ambulatory Surgery Center.”
Azar Eye Institute is offering this extension of glaucoma services to lo-cal eye-care practices across the shore.
Through a partnership, AEI, glaucoma specialists and other local eye doc-tors will be able to provide the best individualized eye care through local consultations and the co-management of each glaucoma patient.
For more information, visit www.azareyeinstitute.com or call 410-546-2500.
Health & Life Insurance • Employee Benefits Programs
11944 Ocean Gateway, Ste. 5Ocean City, MD 21842
DCL Off ice Fu rnitu re Solutions
(410)758-4387Check out our new website!www.dclofficefurniture.comemail - [email protected]
David and Cosie Metrinko
Office FurnitureInterior Design
Home Office FurnitureFloor Coverings
Window TreatmentsRelocation Services
Meetings Never Looked So Good!
aZar eye institute announces affiliation with a new program
The Ward Museum hosted Mayday: For The Environment, a day of envi-ronmental programming for over 200 3rd, 4th and 5th graders from public, private, and homeschools in Wicomi-co, Worcester, and Somerset County on May 8. Children learned hands-on about topics such as bay diversity, camouflage, recycling, and food chains at stations hosted by Maryland Coastal Bays Program, the Salisbury Zoo, Tal-bot and Worcester 4-H, Lower Shore Land Trust, Environmental Concern,
and Assateague Island National Sea-shore.
The Lower Shore Land Trust hosted a “Bird Behavior Scavenger Hunt” station, where children were asked to find behaviors displayed by birds on Schumaker Pond. Students at the Assateague Island National Seashore station enthusiastically acted out food chains and determined predator-prey relationships.
For more information, visit www.wardmuseum.org.
Ward Museum reconnects kids with nature and science
Kids make recycled paper during May-day at the Ward Museum.
Business Journal • April 2009PAGE 2
ANDERSON FENCE COMPANY“In 2008 I searched for a bank to finance an acquisition. I wanted “large bank” capabilities with “local bank” service. I found this middle ground with Bay National Bank. My loan structure and pricing was competitive with the larger banks; yet, I was treated like a local customer. When I requested a last-minute change to my loan structure, Bay National was very nimble and quick to respond. The post-closing transition has been smooth, customer service has been fantastic, and the staff is always friendly and responsive. I highly recommend Bay National Bank!”
Mike Rabasca, Owner
AWB ENGINEERS“Bay National Bank is a first-class business that treats their clients as valued customers! We were skeptical to change banks at first but little did we know how easy banking would be with Bay National… with accurate bank statements, no hidden charges, and a professional, friendly staff. Bay National answers their phone with a real person and is action-oriented to respond to our needs quickly, if not, immediately. We recently started in-house check scanning of our deposits and we never have to leave the office – we save time, gas and ultimately, money! Bay National Bank treats you like family — when you need them, they are there to help!”
Matt Drew, Executive Vice President
FULLER HALL & ASSOCIATES, INC. “Bay National Bank has consistently proven their commitment to providing quality products and superior service. This is evident by the dedication of Bay National staff to cultivate the relationship and be very attentive to all of our banking needs. We are extremely pleased with our association with Bay National Bank and highly recommend them.”
Steve Fuller, President
MARSHALL MANAGEMENT, INC.“Bay National Bank offers a sophisticated service with a down-home attitude that exemplifies a home town bank. We have been in the process of moving most of our accounts from our current banks to Bay National because we no longer feel like we are an important part of the big banks’ long- term plans. At the end of the day, personal service will always win.”
Mike Marshall, President & CEO
LAW FIRM OF GEORGE G. STROTT, JR. P.A.“This firm has had a long-standing banking relationship with Bay National Bank. If we have any questions, we can pick up the telephone and talk with a local person with whom we have developed a relationship. We know that we will not be confronted with trying to navigate a voicemail system that devours our patience and time. We highly recommend Bay National Bank for your banking needs.”
Constance H. Strott
TWILLEY, ROMMEL & STEPHENS, PA“Bay National Bank has been able to provide the specialized escrow accounts needed by my business with the technology to make my business profitable. The Bank was able to streamline the whole escrow account process, so that my clients’ 1031 exchange funds are safe and secure and earning money market rates. My clients have gladly recommended Bay National Bank to their business associates because of the service and personal relationships that they receive by using the Bank.”
