Salisbury Business Journal

Going GreenGoing green makes sense for

businesses looking to help protect the environment. And it can be the less costly route to follow over time.

Pages 16, 17

anniversaryMore than 200 attend the Salis-

bury Area Chamber of Commerce 90th Anniversary Celebration on March 19.

Page 15

Vol. 13 No. 10 Dedicated to the Principles of Free Enterprise May 2010

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The Regional Chamber Newsletter

The Salisbury Area Chamber of Commerce held their 90th Annual Ban-quet on Thursday evening, April 15, at Black Diamond Lodge.

Phil Tilghman, a past president of the Chamber, was the master of ceremonies for the celebration of the Chamber’s 90 years of service to Salisbury and Wicomico County. Two Chamber past presidents presented a historic review. Jon Sherwell of M&T Bank discussed Chamber accomplish-ments and John McClellan of Sperry Van Ness Miller Commerce Real Estate offered stories about the people who formed and led the Chamber over the past nine decades. The “Paving the Way to the Future” Paver Program was also presented. This effort to replace a side-walk with a plaza with names engraved on pavers has been very popular with chamber members and the public.

PNC Bank sponsored the evening’s cocktail reception. The Wicomico Men-toring Program held a silent auction to benefit their efforts. The Wicomico Mentoring Project, with the support of the Chamber and many other organi-zations and individuals, serves 820 at risk youth in our area, but still has over 1,000 children on the waiting list.

Government proclamations honor-ing the Chamber anniversary were presented from U.S. Senator Benjamin Cardin, Congressman Frank Kratovil, the Governor and Maryland General Assembly, Senator Lowell Stoltzfus, Senator Richard Colburn and Delegate Norman Conway, Wicomico County Council by Stevie Prettyman and Jim Fineran, and City of Salisbury’s Mayor Jim Ireton. Wicomico County Execu-tive Rick Pollitt also declared April 15, 2010 as Salisbury Area Chamber of Commerce Day.

New officers and member of the board of directors were installed, plus the several awards were presented.

Incoming President Dawn Tilghman is the owner of Burnett White Tire & Auto. She was born and raised in Salis-bury. After graduating from Wicomico High School, she helped her father in the family business, taking over in 2000. Tilghman is the mother of three children: oldest son Jed is part of the Burnett White team, daughter Cassidy is a teacher in Snow Hill and youngest son David is a recent graduate of Park-side High School. She teaches exercise classes at the World Gym.

Tilghman is active in many com-munity organizations such as the Elks and Wicomico Rotary Club, and shows considerable support to charitable fund-raising activities such as The Wellness

Community. She is the 75th president of the Salisbury Area Chamber of Com-merce and fifth woman to lead the orga-nization.

Outgoing president is J. Scott Rob-ertson, principal in the law firm of Robertson & Robertson, P.A. and part-ner in the Beaglin Crossing Business Park development. He will assume the role of immediate past president on the Chamber’s Executive Committee.

In addition to his Chamber activities, Robertson is the current chairman of the administrative board of Trinity United Methodist Church. He previously served as chairman of the Wicomico County Charter Review Committee; president of the Salisbury Jaycees; president of the Wicomico County Bar Association; and chairman of the

Continued to page 12

Salisbury Area Chamber celebrates 90 years of service, honors leaders

SAliSbury AreA ChAmber of CommerCe PAtronS

www.salisburyarea.com

The salisbury area Chamber of Commerce recognized two prominent community leaders at their annual Banquet on april 15. Dr. James L. Mcnaughton of aH Pharma presented the agriculture award to W. Blan Harcum. Maryland senator J. Lowell stoltzfus with his wife, sharon and Luis Luna of Perdue Farms, inc. who presented senator stoltzfus with the Chamber of Commerce award for 2010.

insiDead Directory .......................................29Barometer ............................................9Business after Hours...........................7Business Directory ............................28Business Mix .....................................20Calendar ..............................................6education...........................................26Health ................................................24investing ............................................30insights ..............................................18new members .....................................8Personnel ..........................................31real estate ........................................19renewals ...........................................29salisbury University ...........................27Technology ........................................23

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


• 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


$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

FRUITLAND, MD│FOR LEASEIN CROWN SPORTS CTR. FACILITY

$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.

View all of our listings at www.SVNmiller.com

410.543.2440 206 East Main Street • Salisbury, MD 21801

302.846.9908 30613 Sussex Highway • Laurel, DE 19956

302.227.0768 34634 Bay Crossing Blvd. • Lewes, DE 19958Sperry Van Ness is a registered trademark of Sperry Van Ness International Corporation.

All Sperry Van Ness® Offices Independently Owned and Operated.

$3.50 psf • Great rent deals available! • High end office and office/warehouse suites available • Office/warehouse suites

• Excellent Rt. 13 visibility • Easy access to Rt. 50 • Ample parking • In the Enterprise Zone

ES ADKINS BUSINESS CENTER, US RoUTE 13

SALISBURY, MD | FoR LEASE

Contact John McClellan, CCIM or Karen Cherry http://Lease.SVN.com/ESAdkins

• 5,950 +/- sq. ft. of office/warehouse space• 2 beautifully remodeled offices & kitchen• Convenient location seconds from Rt. 50 & Rt. 13

$3.50 psf

404 E. MAIN ST.


5534 PoWELLVILLE RD.

WILLARDS, MD | FoR SALE/LEASE

• 24,522 sq.ft warehouse space • 6.44 acres • Located just minutes to Rt. 50 • 4200 sq.ft. leased to Pepperidge Farms until 2015 • Also available for lease up to 20,000 sq.ft.

Contact Bradley Gillis CCIMhttp://Sale.SVN.com/powellvilleroadhttp://Lease.SVN.com/powellvillelease

Sale $925,000 Lease $3.50/psf

$4 per square foot

Contact Bill Moorehttp://Lease.SVN.com/404EMain

$3.50 psf • Beaglin Park Plaza • 4 large offices & kitchen • City water and sewer • Easy access to Rt. 50

1323 MT. HERMoN RD. UNIT 5B


Contact Joey Gilkersonhttp://Lease.SVN.com/1323mthermon

$500/month $3.50 psf

Bradley Gillis, CCIM

Focused on results!• Your Commercial Real Estate Advisor

• Closed over $50 Million of transactions in the past 5 years

• 24th of over 800 Advisors within Sperry Van Ness International

Advisor Focus

SALISBURY, MD | FoR SALE

• 4,525 sq.ft. – excellent condition • Office waiting area, private offices or exam

rooms, administrative area and private entrance

• Rt. 50 visibility

951 MT. HERMoN RD.

Contact Wesley Cox, CCIM or Henry Hanna, CCIM, SIORhttp://Sale.SVN.com/951amthermonroad

Reduced to $629,000 $3.50 psf • 20,189 +/- sq. ft. multi-purpose warehouse

facility • Dry/cold, distribution and/or manufacturing

space • 2,150 +/- sq. ft. of 2nd floor office space • Located across from PRMC

201 E. VINE ST.

SALISBURY, MD | FoR SALE/LEASE

SALE- $1,490,000 LEASE- $4.95 per square foot

• Retail strip center for sale• Two national tenants – new 5 year leases• Directly on U.S. Rt. 13 with access• Great signage• User or investor property

2423 N. SALISBURY BLVD.


Contact Wesley Cox, CCIM orHenry Hanna, CCIM, SIOR

$3.50 psf • Clean, dry 43,500 +/- sq. ft. warehouse/manufacturing facility on 10 acres • 2 dock high doors and one enclosed drive in dock • Floor drains throughout • Additional acreage available • Divided into multiple secured sections

32908 joHNSoN RoAD


Contact Chris Peek, CCIMhttp://Sale.SVN.com/43932

Reduced to $399,000

Contact Brent C. Miller, CCIM, CPMhttp://Sale.SVN.com/201EVineSthttp://Lease.SVN.com/201EVineSt

PRICE REDUCED

• 4,000 sq ft of medical office• 5 exam rooms, 7 offices• Includes equipment

106 PINE BLUFF

SALISBURY, MD | SoLD

Contact Rick Tilghman, CCIMhttp://Sale.SVN.com/106PineBluff15-17

SOLD$330,000

Contact me today! [email protected]

Business Journal • May 2010 PAGE 3

It is an honor to become the Salis-bury Area Chamber of Commerce President, especially this year as we celebrate our 90 years of service to my community.

This is a critical year for the busi-ness community with the election in November. The Chamber must educate our member businesses about the chal-lenges we face from the recovering economy, governments dealing with budget deficits and other external forces. We want to help members make good “pro-business” choices in the vot-ing booth.

The Chamber will provide our mem-

bers with opportunities to hear the can-didates’ views on the issues important to the Lower Shore business commu-nity, and more importantly, ensure the politicians hear our concerns. Our best chance of influencing the policies com-ing from Washington and Annapolis are to work together as a group and to be informed voters.

Failure to influence our elected lead-ers to consider the impact on business of their legislative actions could end the recovery.

The Chamber has many opportuni-ties in place for our members. In these present difficult economic times, you need to take advantage of them in order to draw new customers. Networking

is a great tool and the Chamber offers Business After Hours socials, classes in networking and a speed networking program “Connect for Success” on May 13, which drew 83 business people last year.

We have formed committees to deal with the many issues that are threaten-ing our businesses, such as the new health care insurance mandates and rising crime. We also have a committee studying ways to address the challenges facing the construction industry. Our legislative and industry support com-mittees continue to work monitoring

our governments, advising the board of directors and members of the impact of pending legislation, and providing feed-back to our elected officials.

The Chamber offers you superb support and worthwhile programs put together with the assistance of our ex-cellent staff.

Take advantage of the many oppor-tunities in place to help your company, organization or yourself. My goal as this year’s president is to get more of our current 830 members active in the Chamber, thus helping you with the challenges facing us all.

By Dawn M. TilghmanChamber of Commerce President

Working together to protect business interests

Salisbury Area Chamber of Commerce144 East Main Street, Salisbury, MD

• Phone: 410-749-0144 • Fax: 410-860-9925email: [email protected] • Website: www.Salisburyarea.com

2010-2011 Salisbury Area Chamber of Commerce OfficersPresident Dawn Tilghman Burnett White Tire and Auto President Elect Ernie Colburn Comcast Spotlight Vice President Sandy Fitzgerald-Angello Pohanka Automotive Group Vice President Victor G. Lowe Peninsula Neurosurgical Associates Vice President Bill D. Tingle Delmarva Tele-Plus, Inc.Secretary/Treasurer Robert Mulford, Jr. Market Street InnAsst. Sec./Treasurer Bradley Gilllis Sperry Van Ness - Miller CommercialLegal Counsel Henry L. Vinyard Henry L. Vinyard, Attorney at LawAsst. Legal Counsel Matthew Maciarello Hearne & Bailey, P.A. Past President J. Scott Robertson Robertson & Robertson, P.A.

The 2010-2011 Chamber officers are in the front row, from left, victor G. Lowe, Dawn Tilghman, ernie Colburn, sandy Fitzgerald-angello. Back row, from left, are Bradley Gillis, Matthew Maciarello, and J. scott robertson. Those not pic-tured are: Bill Tingle, robert Mulford, and Henry L. vinyard.

Wow! Has it been a year already? I don’t know how many events,

committee meetings, seminars, Busi-ness After Hours, Business Before Hours, ribbon cuttings, general mem-bership luncheons, social events, and meetings with public officials the Chamber has had this year, but clearly that number is in the hundreds.

All of these activities provided value to our members in the areas of networking, business promotion, edu-cation, lobbying and community im-provement.

I realize, now more than ever, that it is our fantastic staff that allows us to be in perpetual motion with activities to benefit our members and our com-munity.

It is their diligence and commitment that makes it possible for the rest of us to “keep our day jobs” while they follow through with the details of the many events and programs throughout the year. Thank you!

Brad Bellacicco does a fantastic job overseeing all operations, staff and facilities.

Brad also took the time to keep me constantly informed, get my feedback and direction on issues of the day and to prepare me for meetings throughout the year.

To the extent that I have occasion-ally looked like I knew what I was do-ing, to Brad I say thank you!

The Chamber itself has been im-pacted by the current economic down-turn, as have all member businesses. It would have been easy for the Chamber to reduce the number of events and ser-vices, but we believe that the Chamber is even more important, more valuable, and more relevant in poor economic times. Obviously, our members feel this way, as they overwhelmingly

maintained their support of the Cham-ber despite their own tight budgets.

The Chamber ran more events this year, not less. We held Chamberfest and the Business Expo, which are typi-cally only held every other year. We held a new Connect for Success busi-ness networking event. We also had more frequent Business After Hour and Business Before Hour events.

The Chamber faced a few diffi-cult legislative issues this year. Joni Waldych led our Healthcare Task Force that monitored the healthcare legisla-tion as well as made our positions known to our elected officials.

We also successfully lobbied for relief from the Maryland Department of the Environment’s onerous new storm-water regulations, which were sched-uled to go in effect this May and would have had a further negative act upon the construction industry.

Our committees did a fantastic job this year. There were too many excel-lent projects to mention, but a few of my favorite were the railroad bridge renovations coordinated by the Beau-tification Committee and Career Day at Salisbury University put on for all county 9th graders by our Young Pro-fessionals Committee.

The Salisbury Festival was a huge success (Thank you Clay Tarpley), as was our 90th Anniversary Celebration (thank you Stephanie Willey, Dawn Tilghman, and other committee mem-bers)!

I congratulate my friend, Dawn Tilghman, on her presidency. I have a great deal of confidence in Dawn. She is a great leader and has a great passion for our community and our Chamber. I know it will be a great year.

It has been extremely rewarding to serve as your president this year. I thank each of you for your support, participation and friendship.

By J. Scott Robertsonimmediate Past President

Chamber keeps members on top in rough economy


YOUR AD

HERE

YOUR AD

HERE

By Joni WaldychHealth Care Task Force chair

The Chamber’s Health Care Task Force will be providing monthly updates and information on the impact of the recently passed federal Patient Protection and Af-fordable Care Act on your business, the American health care system and the insur-ance industry.

Under the Patient Protection and Af-fordable Care Act (PPACA; P.L. 111-148) small businesses that choose to provide health insurance could be eligible for a credit toward their cost of health insurance. Though certain businesses may be exempt from any employer responsibility to pro-vide health insurance or any penalties for non-compliance, the new law would offer an incentive to small businesses by helping pay for their employees’ coverage through a tax credit toward the purchase of health insurance.

Eligibility: The new small business tax credit is effective for amounts paid or incurred after December 31, 2009, and ap-plies for the determination of AMT credits after that date and their carryback. It is not restricted to those with a tax liability. Small businesses that currently provide health care for their workers could receive immediate help with their premium costs, and additional firms that initiate coverage this year could receive the tax assistance.

To be eligible, small employers would

have to contribute at least 50% of the cost of premiums towards a qualified health plan (or 50% of a benchmark premium). Small businesses with 10 or fewer full-time employees and with average taxable wages of $25,000 or less could claim the full credit amount. §1421(a): IRC §45R(a) and (d) as amended by §10105.

In addition to business size (full credit for 10 or fewer employees/tiered credit for 11-25 employees), the credit is also linked to the average wage of employees. A small business must pay their workers $25,000 or less in order to qualify for the full credit. The amount of the credit is tiered for those with workers making up to $50,000. An employer paying average tax-able wages above $50,000 is not eligible for the tax credit.

Employers will not be eligible to use the credit for certain employees, including defined “seasonal workers,” self-employed individuals, 2 percent shareholders of an S corporation (as defined by section 1372(b), 5 percent owners of a small business (as defined by section

416(i)(1)(B)(i)), and dependents or oth-er household members. However, leased employees are eligible employees for the credit. §1421(a): IRC §45R(e). The self-employed are eligible for the individual premium assistance available in 2014 if they meet the income requirements (indi-vidual making below $43,320 or family of

four with income below $88,200.)Non-profit organizations would be

eligible. The credit amount would be the lesser of (1) a 25% credit (2010–2013) and a 35% credit (beginning in 2014), or (2) the amount of employer-paid payroll taxes (including the Medicare contribution) for the relevant calendar year. §1421(a): IRC §45R(f)and (g) as amended by §10105

Employers receiving credits will be denied any deduction for health insurance costs equal to the credit amount.

Credit Amount & Duration: A 35% credit in years 2010-2013. A 50% credit (beginning in 2014 for no more than two consecutive taxable years) is offered for employer costs for the lesser of (1) the employer premium contribution toward plans offered by the employer through an exchange, or (2) the contribution the em-ployer would have made if each of those same employees had enrolled in a qualified health plan with a premium equal to the average (determined by the HHS Secre-tary) for the small group market in the rat-ing area in which the employee enrolls for coverage. To avoid an incentive to choose a high-cost plan, an employer’s eligible contribution is limited to the average cost of health insurance in that state. This av-erage was expected to be released April 2010. For 2010-2013, “average” would be determined by the Secretary based on the average premium for the small group

market in the state, or area in the state, in which the employer offers health insur-ance). §1421(a): IRC §45R(b) and (g) as amended by §10105

The tax credit phases out as average employee compensation increases from $25,000 to $50,000 and as the number of full-time employees increases from 10 to 25. Full-time employees would be calcu-lated by dividing the total hours worked by all employees during the tax year by 2,080 (with a maximum of 2,080 hours for any one employee). Seasonal workers would be exempt from this calculation. Average annual wages would be determined by di-viding the aggregate amount of wages paid by the employer by the number of full-time equivalent employees, for the taxable year. §1421(a): IRC §45R(c) and (d) as amended by §10105

The average wage threshold for de-termining the phase-out of credits will be adjusted for inflation after 2013.

Firms can claim the credit for 2010 through 2013 and for any two years after that.

To continue receiving a tax credit in 2014, a small employer must drop their ex-isting coverage and purchase group cover-age in the newly created Exchanges.

For more information you can visit this link on the IRS website: http://www.irs.gov/newsroom/article/0,,id=220809,00.html?portlet=6

Small business tax credits part of the health care act

Business Journal • May 2010PAGE 6

www.pohankaofsalisbury.com

pays it Pohanka

Habitat for Humanity: $11,750

$140,000+ DonateD!aS of December, 2009

Calendar of Events

Salisbury ChamberTuesday, May 4 - Ambassadors,

Denny’s, 8 a.m.

Wednesday, May 5 - Young Profes-sionals Committee, Chamber Business Center, 5:30 p.m.

Thursday, May 6 - “60 Second Drill” Workshop, Chamber Business Center, 9-11 a.m. Presented by Dan Williams of The Networking Community. Learn how to write and present your 60 second pitch...and practice it on the participants in the room before you leave. Free to paid “Connect for Success” participants.

Thursday, May 6 - Beautification Committee, Chamber Business Center, noon.

Monday, May 10 - Workforce De-velopment, Chamber Business Center, noon.

Monday, May 10 - Business After Hours, Olde Crisfield Crab & Steak-house, Crisfield, 5 p.m.

Tuesday, May 11 - Health Care Task Force, Chamber Business Center, 8:30 a.m.

Wednesday, May 12 - Membership Committee, Bob Evans Restaurant, 8 a.m.

Thursday, May 13 - Local Legisla-tive Committee, Wor-Wic Community College, 7:30 a.m.

Thursday, May 13 - Connect for Success, Chef Fred’s Chesapeake Steak-house, 8-11:30 a.m. Connect with over 90 other business people over a three hour time period. Each participant is

given one minute to pitch their business to nine people at their table and then it’s time to move on to the next group. An exciting and fun way to meet people and get your business noticed.

Thursday, May 13 - Technology Task Force, Chamber Business Center, 9 a.m.

Friday, May 14 - Executive Commit-tee, Holiday Inn, 8 a.m.

Tuesday, May 18 - Agri-Business Committee, Chamber Business Center, 7:30 a.m.

Tuesday, May 18 - Elder Care Pro-vider Network, Genesis Healthcare, 8:30 a.m.

Tuesday, May 18 - Budget & Fi-nance Committee, Chamber Business Center, noon.

Wednesday, May 19 - Business Af-fairs Committee, Chamber Business Center, 8 a.m.

Wednesday, May 19 - Business After Hours, E.S. Adkins & Company, 5 p.m.

Thursday, May 20 - General Mem-bership Luncheon, Holiday Inn, noon.

Monday, May 24 - Executive Com-mittee, Chamber Business Center, noon.

Wednesday, May 26 - Board of Di-rectors, Chamber Business Center, noon.

Thursday, May 27 - Recycling Com-mittee, Common Grounds, 8 a.m.

Thursday, May 27 - PR & Marketing, Chamber Business Center, noon.

Wicomico Recreation, Parks & Tourism and the work of one of its volunteers was honored by the Mary-land Recreation & Parks Association (MRPA) during its annual conference in Ocean City, on April 15.

The Department’s Kids Klub Sum-mer Escape day camp received an award for the ‘Best Program Logo’ while Volunteer Hunter Disharoon was recognized for his work benefiting the Westside Community Center.

The Best Program Logo Award re-ceived by Kids Klub Summer Escape was one of several categories, which were a part of the MRPA’s 13th Annual Agency Showcase. The MRPA Agency Showcase was developed to provide an opportunity for Maryland’s park and recreation agencies to showcase their talent, share ideas and recognize the best marketing and promotions materi-als in the state.

Hunter Disharoon received a Com-munity Volunteer Award from MRPA for his work at the Westside Communi-ty Center. Disharoon used his expertise and his own equipment to help design and construct the Westside Commu-nity Center’s new 20-foot indoor rock climbing wall. The wall is one compo-

nent of Westside’s new Adventure Edu-cation Programs, which is designed to promote team building, creative prob-lem solving, decision making and boost personal confidence.

Parks and rec group honored

The logo for the Kids Klub summer es-cape day camp received an award for the ‘Best Program Logo’.

Hunter Disharoon received a Commu-nity volunteer award for his work at the Westside Community Center.

LEADERSHIP LECTURE - sU alumnus robert Livingston (left), president and CeO of Dover Corporation, recently returned to campus to share his perspectives on business with students. also in attendance were members of the greater community, including Perdue incorporated Chairman Jim Perdue and richard Bernstein (right), founder of salisbury-based K&L Microwave, inc. after earning his B.a. in business administration from sU in 1975, Livingston worked at companies including K&L Mi-crowave, which was later acquired by Dover.


Jack Heath, chief executive officer for Lower shore enterprises, inc., welcomed everyone to the Business after Hours.

Tom Hehman, Wicomico Public Library, with Charles Jones and Kaye Jones of Long and Foster real estate.

Welcome to new members, Linda and Frank Tobat from HvaC services Un-limited.

Doris shenton, sales consultant for Morning star Publications, inc.; ann Wiseman, national League of Junior Cotillions, eastern shore Chapter; and Martha stover, stover Marketing Group.

Greg english of C&D Concrete and sean sigwalt of Pritchett Controls (prospective member).

Business After Hourslower Shore enterprises

Lower Shore Enterprises, locat-ed at 28475 Owens Branch Road, Salisbury, opened their doors to Salisbury Area Chamber of Com-merce members on Thursday, April 8, for a Business After Hours.

Lower Shore Enterprises (LSE) is a non-profit organization that encourages, trains and supports in-dividuals with disabilities to enable them to achieve their highest level of vocational opportunities and in-dependence through employment. Visit their website, www.lseworks.org, to see a full listing of products and services they can provide for your business.

LSE staff gave tours of their newly renovated facility, serving refreshments to attendees. Thank you to Lower Shore Enterprises for a wonderful evening.


Your full service General Contractor for all size projects.

26 years of new and renovation

experience.

www.gillisgilkerson.com410-749-4821

Offices | Mercantile | Medical Facilities | Hospitality | Churches | Schools Manufacturing | Food Processing Facilities

Salisbury Fire Department

Dairy Queen Grill & Chill

SALISBURY AREACHAMBER OF COMMERCE

24/7 llCRep: Andreas KastrunesP.O. Box 1622Glen Burnie, MD 21060410-420-0097410-420-9188 (fax)www.247llcmd.comFull service construction and paint-

ing company as well as a home watch program.

Arcadia enterprises, inc.Rep: Elaine H. Patterson9351 Colonial Mill Dr.Delmar, MD 21875410-742-2682410-742-2708 (fax)[email protected] products to reduce emis-

sions and publishing books of historical significance to the local area. To view a listing of books available, go to www.buyarcadiabooks.com.

Referred by Lynn Creasy of Innova-tive Benefit Solutions

ballroom made SimpleRep: Pam Wood1032 E. Schumaker Manor Dr.Salisbury, MD 21804443-783-3060ballroommadesimple@yahoo.comwww.ballroommadesimple.comBeginner ballroom dance instruction

for novice dancers, rhythmically chal-lenged and dancing impaired.

edward Jones investmentsRep: Dennis Hopson1411 Wesley Dr.Salisbury, MD 21801410-742-3264877-566-3757 (fax)[email protected] personalized invrestment

advice, face-to-face. Edward D. Jones & Co. has been providing high quality, conservative investments to individual investors and small business owners since 1871. Keep your portfolio on track with a free portfolio review today.

family life & Cultural Center @ first baptist Church

Rep: Samuel Henry III528 Booth St. & Delaware Ave.Salisbury, MD 21801

410-548-5486www.firstbaptistsby.org/FLandCC.htmlProviding banquet and event space

as well as a gymnasium for use to the public and businesses. Including a com-mercial kitchen facility.

Referred by Jesse Watson of FWB Transportation

niCK, inc.Rep: Neelum Moondra1400 Bell Island TrailSalisbury, MD 21801410-251-6773410-742-6879 (fax)[email protected] services for medical, legal

and professional entities as well as tran-scription services.

Referred by Tony Nichols of BBSI

Sure Public relations & marketing

Rep: Jenni PastusakP.O. Box 83Willards, MD 21874443-944-6285jenni@sureprmarketing.comwww.sureprmarketing.comOffering an la carte approach to

public relations and marketing to al-low your business to pick and choose a specific focus when it comes to promot-ing your product or service. You see the value in what you are paying for because you know exactly what you are going to get.

Referred by Robbie Tarpley-Raffish of a.s.a.p.r.

the Cellular ConnectionRep: Jessica Powell2423-C N. Salisbury Blvd.Salisbury, MD 21804410-677-4606410-677-4607 (fax)[email protected] premium retailer for Verizon

Wireless with over 190 locations in Maryland, Indiana, Michigan, Ohio, Kentucky, Wisconsin, Missouri, Penn-sylvania and Minnesota. Your cell phone is personal to you and we take the time to get to know you by name, helping you to select the phone that fits your needs. We are also one of the leading DISH Network dealers in the area providing family HTV, premium movie packages and more.

Girl scouts chose Debbie abbott for ‘Women of Distinction’ honor

The Girl Scouts of the Chesapeake Bay Council held the Lower Shore Women of Distinction Luncheon on Friday, April 30, at The Fountains Wed-ding and Conference Center in Salis-bury. This year’s celebration honored Deborah S. Abbott, a 30 year plus bank-ing veteran.

Abbott is a senior vice president and business development manager for The Bank of Delmarva, which she joined in 2008. She serves on the bank’s officer loan committee and senior management team.

Abbott is a graduate of Salisbury University, Maryland Banking School and Maryland Advanced Banking School at the University of Maryland, National Commercial Lending School of American Bankers Association at Indiana University and Advanced Com-mercial Lending School at East Caro-lina University.

Her community responsibilities in-clude the Girl Scouts of the Chesapeake Bay Council Lower Shore Advisory Council, treasurer of Coastal Hospice, vice chair of Peninsula Regional Medi-cal Center Foundation, board member of Salisbury University Foundation (for-mer board chairperson), member of the

Salisbury Sunrise Rotary Club (for-mer president), and chairperson of the Southern Delmarva Regional Advisory Board of the Blood Bank of Delmarva.

Abbott is also a board member of HALO. For the past five years, she has hosted Salisbury University “On The Air” on PAC 14.

She is married to Rodney Abbott, a retired school teacher for Worcester County. She can be found behind the counter on weekends at her husband’s antique and collectible shop.

The Girl Scouts of the Chesapeake Bay Council founded the Women of Distinction Celebrations to honor women who have made significant con-tributions on the Delmarva Peninsula. As Women of Distinction, they have broken through the glass ceiling in their respective fields, pioneered new and in-novative ideas and business strategies, acted as positive role models for girls and embodied the values of Girl Scout-ing.

Debbie Abbott


Congratulations to the Salisbury

Chamber of Commerce

APPI ENERGY • 224 Phillip Morris Drive, Suite 402 • Salisbury, MD 21804 • 800-520-6685 • www.appienergy.com

for 90 Years of Service

in supporting local business.

Thank you for all that you do.

Your Friends at APPI Energy

salisbury-Ocean City-Wicomico airport

Information courtesy of Comptroller of the Treasury, Retail Sales Tax Division. Updated information not available at presstime.

Wicomico County Sales tax Collections by category

airline Passengers enplaned/Deplaned

National, State, County Unemployment Rates Oct Nov Dec Jan Feb Mar

National 9.5 9.2 9.7 10.6 10.4 10.2

Maryland 7.2 7.2 7.1 8.3 8.2 7.7

Wicomico 8.3 8.9 9.2 10.5 10.5 9.3

Worcester 10.0 14.4 16.2 18.5 18.8 16.5

Somerset 9.5 9.3 9.4 12.2 11.5 10.6Information 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

February ‘09

$1,009,018

$205,054

$1,301,481

$327,822

$190,849

$426,952

$492,816

$180,452

$471,013

$5,396,249

March ‘09

$1,064,592

$260,924

$1,582,907

$379,165

$188,705

$473,939

$640,206

$212,710

$593,101

$4,605,457

March ‘10

$1,088,786

$239,945

$1,466,790

$316,721

$145,416

$379,112

$472,355

$196,389

$463,929

$4,769,443

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

Barometer March ‘09 . . . . . . . . . .8,359 -17.0April ‘09 . . . . . . . . . . . .8,851 -5.0May ‘09 . . . . . . . . . . .10,042 -1.5June ‘09. . . . . . . . . . .10,957 7.2July ‘09 . . . . . . . . . . .12,300 6.3August ‘09 . . . . . . . . . 12,116 6.0September ‘09. . . . . .10,487 7.0October ‘09 . . . . . . . .10,603 5.5November ‘09 . . . . . . .9,486 6.7December ‘09 . . . . . . .9,095 6.32009 Total . . . . . . .117,829 .096

January ‘10 . . . . . . . . .9,080 11.8February ‘10 . . . . . . . .7,900 8.1March ‘10 . . . . . . . . . .9,838 17.7


By Benjamin Lowe and Kevin Jenkinssalisbury area Chamber of Commerce interns

On April 12, 2010, the Maryland Gen-eral Assembly ended their 90-day legisla-tive session. The Senators and Delegates spent most of their time dealing with the impact of the recession on state finances. Over 2700 bills were introduced, but most died in committee.

The Budget: On April 9, a $32 billion budget was enacted and will take effect on July 1, 2010. This is a 1% reduction from the current budget. Delegate John L. Bohanan called the budget “historic,” because for the first time the General Assembly voted to spend less in operat-ing costs than the previous fiscal year. The budget was balanced with transfers from surpluses built in state accounts, but these transfers were down 55% from last year because previous year transfers had reduced the surplus. A required 5% rainy day fund was included in the budget. Federal stimulus funds, which may not be available next budget year, represented 9% of the General Fund revenue. Total income received from all federal pro-grams was 29% of the budget.

Many republicans have criticized the plan, saying that future financial issues are not being taken into consideration. They claim the current budget failed to deal with the increasing gap between state spending and state revenue, esti-mated at between $1.5 and 3 billion in the 2012 fiscal year.

Revenue projections for the 2011 budget show a 7.1% decline in Corpo-rate Income Tax, a sign of the economic times. The state will increase spending on health care by 8.8%, largely to cover the increasing costs of Medicare/Medicaid. This represents 27% of the total budget and is the largest spending area. Trans-portation revenue is projected at $1.6 billion, but expenditures will be $3.4 bil-lion, down 2.5% from 2010.

Positive legislation was the passage of House Bill 484, allowing small business-es with real property tax bills of less than $50,000 to pay their taxes in semiannual installments, starting in 2011.

Economic Recovery: The Governor proposed legislation that passed to pro-vide employers who hire individuals that have been unemployed for more than six months a tax credit of $5,000 per new employee and up to $250,000 per em-ployer.

Workplace Regulations: The Healthy Retail Employee Act will require retail employers with 50 employees or more to offer non-working shift breaks if they work 20 weeks or more a year. The shift breaks must be 15 minutes for every 4 to 6 hours worked and 30 minutes for every 6 hours or more worked. The Department of Labor, Licensing and Regulation will enforce this law with fines. As amended, the bills do not apply to restaurants; state, county and municipal governments; employers exempt from overtime pay

requirements under the Fair Labor Stan-dards Act; franchises with five or fewer employees on site; and those covered by a collective bargaining agreement or employment policy that includes a shift break policy equal or greater than this bill.

Credit Reports and History: Legis-lation to prohibit employers from using an applicant’s credit report or credit his-tory when making hiring decisions was defeated.

FMLA Expansion: An expansion of Maryland employers’ obligations under the federal Family and Medical Leave Act (FMLA) was also defeated. The bill would have required employers to provide leave to employees to care for siblings, grandparents, grandchildren, do-mestic partners, and children of domestic partners.

Also defeated was a mandate for an employer to pay an employee their nor-mal compensation, less any government per diem, when the employee is called to jury service.

Requirements for every Maryland em-ployer to annually provide an electronic or written notice to employees who may be eligible for the earned income credit was defeated, too.

Civil Liability: Maryland businesses again were the target of numerous bills that would have exposed them to in-creased liability and lawsuits. Legislation passed to send the voters this fall a con-stitutional amendment that would raise the minimum dollar threshold for cases in which a jury trial may be requested to $15,000. Legislation to increase the cap on noneconomic damage awards for law-suits alleging personal injury or wrongful death resulting from medical malpractice was defeated.

Unemployment Insurance: The big-gest issue of the session for most Mary-land employers was the Administration’s unemployment insurance bill. As intro-duced, the legislation would have liberal-ized several standards for granting unem-ployment insurance benefits in order for the state to receive a one-time payment of $127 million in federal stimulus funds. While well-intentioned, the bill would have increased state borrowing from the federal government and increased long-term costs to employers. The Maryland Chamber stood united with other busi-ness organizations to insist on amend-ments to the bill that contained employer costs. The resulting compromise was enacted in a manner that will qualify the state for the federal funds, strengthen the long-term health of the unemployment insurance trust fund, reduce interest on late payments, and allow employers to use payment plans to extend unemploy-ment insurance payments this year.

Environmental Regulations: Under pressure from the legislature, the Mary-land Association of Counties, Maryland Municipal League, and dozens of busi-ness groups, including the Salisbury Area Chamber of Commerce, the Maryland

Department of the Environment (MDE) made proposed storm water management regulations fairer to all. The Chesapeake Bay Foundation stated that “the proposed revisions preserve the high water quality standards exactly as they were estab-lished in the 2009 regulations.” Accord-ing to Delegate Jeanie Haddaway-Riccio, who was instrumental in helping Eastern Shore groups opposed to the original rules, “This is a win for the environment and the economy.”

Education: To be eligible for addi-tional education funding, counties must provide at least the same amount of fund-ing that they did in the previous year. This policy is referred to as Maintenance of Effort (MOE). Several bills were intro-duced this year to provide counties with a waiver to the MOE because of budgetary constraints. Legislation was also intro-duced to set up a criteria for a waiver before it could be granted. However all of the bills failed in the House Ways and Means Committee. Failure to modify the MOE rules could result in many revenue starved counties losing state funding.

The Fairness in Negotiations Act establishes a Public School Labor Rela-tions Board (PSLRB) to administer and enforce labor laws for local boards of education and their employees. It also

repeals the authority of the State Board of Education and local school boards to make decisions on public school labor relations disputes. The bill passed despite being extremely controversial, since it will likely result in increased costs for lo-cal school boards.

The Safe Schools Act of 2010 requires courts to notify school administrators when a public school student is placed under the supervision of the Department of Juvenile Services for serious and violent crimes. It also requires the State Board of Education to develop a policy that can be adopted by local boards of education to address gang activity.

Another controversial issue was state employee pensions. Around $843 mil-lion will be needed for the public school teachers’ pension plan currently funded by the state. The new plan requires the counties, starting in fiscal year 2012, to pay half of the pension plans for the teachers in their schools. But, this is only part of the $32 billion in pension liability for state employees that need to be fund-ed in the future. Spending in 2011 for state employees is up 13.6% despite the elimination of hundreds of state positions as the state deals with funding pensions.

One major concern was spending on the University of Maryland school sys-

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the General Assembly’s affect on business


tem. The House of Delegates considered withholding some funding for the school system over an environmental lawsuit filed by University of Maryland law school clinic students against Perdue and an Eastern Shore farmer claiming illegal drainage of chicken manure into the Chesapeake Bay. The issue will be studied over the summer, but legislators, especially the Eastern Shore Delega-tion, were unhappy to have students and University of Maryland money spent to attack a key state industry. In the final budget higher education received $5.1 billion, up 1.7%.

Health Care: It is estimated that the Eastern Shore has a 60% shortage in primary care physicians. The lack of pri-mary care is part of a national problem, since fewer than 2% of new physicians are choosing primary care as a field. Nurse Practitioners can help fill the gap, but legal and regulatory constraints in Maryland have made it difficult for them to practice. Legislation passed this ses-sion will remove some of these barriers and improve access to health care.

Most new state health care initia-tives were deferred as Congress enacted sweeping new health care legislation. However, this will set the stage next session for significant state legislation to implement the federal law, including establishment of a health insurance ex-change and major modifications to group and individual health insurance laws.

Revitalization: Legislation was passed to reestablish the Maryland

Heritage Tax Credit through Fiscal Year 2014. In addition to encouraging infill and redevelopment of downtown areas, the Heritage Tax Credit has been an important economic development tool for the Eastern Shore. The Sustainable Communities Act of 2010 also expands eligibility for the rehabilitation tax credit to some non-historic properties. The Maryland Historic Trust can award an unlimited number of credits to residential properties, however the commercial pro-gram is limited to the amount of money the Governor puts in the budget through FY 2014.

The Maryland Wineries Moderniza-tion Act clarifies that Maryland wineries can perform four retail functions: (1) sell wine for on-premise consumption, (2) sell wine for off-premise consumption, (3) serve a limited menu of food and (4) allow the sampling of wine. The bill also standardizes the hours and days of op-eration for wineries across the State and for once provides a clear set of standard guidelines.

This is but a sampling of the legisla-tion that was passed/defeated during the 90-day session. As the senators and delegates prepare to reconvene the Chamber will continue to monitor and update members on bills that will effect our future.

This article contains data from Dele-gate Jeanie Haddaway-Riccio, the Mary-land Chamber of Commerce and several publications and websites.

SBK-0011-005 9.6x6 Strength Through Trust.indd 1 4/7/10 5:05:33 PM

LUNCH AND LEARN - On april 13, Michael James (center) was the featured speaker at the young Professionals’ Lunch & Learn.

James informed attendees of his campaign and the issues facing our area in the next few years. He urged young Professionals to be involved in their local government and to make sure they are aware of issues affecting them. He gave a background of his own career, highlighted his experience in business and how it has affected his platform for the campaign.

shown here with James is sean Fahey, Peninsula roofing and Donald scholl, nationwide insurance.

For more information on Michael James and his campaign, visit www.electMi-chaelJames.com. For more information on the young Professionals Committee, call Tiffanie at 410-749-0144 or visit www.salisburyyoungprofessionals.com.


Continued from page oneWicomico Public Library Board of Trustees. He has served on the Board of Governors and Executive Committee of the Maryland State Bar Association and was the 2004 statewide recipient of the Maryland Bar Foundation’s Shea Pro-fessionalism Award. Robertson’s wife, Laura, is also his partner in the law firm. They have two young daughters, Alexis and Mariah.

President-Elect Ernie Colburn is gen-eral manager for Comcast Spotlight, the cable television advertising sales arm of its parent company, Comcast. In addi-tion to his Chamber activities over the past year, Colburn was the catalyst for the idea to sell pavers for the Chamber’s 90th Anniversary celebration. He is also active with the Chamber’s Budget and Finance committee, the Crime Reduction Task Force, and supported the beautifi-cation project for the railroad bridge in downtown Salisbury.

Colburn is on the board of directors of the Maryland Chamber of Commerce in Annapolis and is a member of the Maryland Chamber’s Legislative Sub-Committee. He is also on the board of directors of the Lower Shore Chapter of the American Red Cross and also serves on several sub-committees. He is involved with the American Cancer So-ciety and American Heart Association.

Colburn previously served as an All State Post Commander for the Veterans of Foreign Wars, and is a Vietnam vet-eran serving as an Air Force air traffic controller.

He is past president of the Dover, Delaware Jaycees, past vice president and state director of the Delaware Jay-cees, and has served on the State of Delaware Governor’s Commission to Reduce Crime. Colburn received a na-tional award from Comcast Corporate as “Manager of the Year” in 2001.

First Vice President is Sandy Fitzger-ald-Angello, vice president and dealer/operator of Pohanka Automotive Group of Salisbury. Fitzgerald-Angello is the driving force behind the Pohanka “Pays it Forward” campaign which has paid out over $160,000 to local non-profits in Delmarva since 2009. She has been an asset to the Chamber as a board member and active participant in the Beautifica-tion Committee, Young Professionals and Workforce Development commit-tees. Fitzgerald-Angello is a 2009 recipi-ent of the Maryland Top 100 Women’s Award and this year’s champion of the Habitat for Humanity Women’s build. She lives locally with her husband George and son AJ and has two grown children, Meghan and Ryan along with a two-year-old grandson, Sammy.

Second Vice President is Victor Lowe, practice administrator for Penin-sula Neurosurgical Associates. Lowe is very active in Lions Clubs International serving in all of the leadership positions of the Salisbury Lions Club and, most re-cently, as district governor of Maryland’s nine counties on the Eastern Shore. He is a past president of the Eastern Shore Medical Group Managers Association and continues to serve on the organiza-

tion’s Executive Committee. In addition, he has been a Wicomico County Hous-ing Authority Commissioner since 2006.

Third Vice President Bill Tingle owns Delmarva Tele-Plus, Inc. He was born and raised in Salisbury. Immediately after high school, Tingle joined the Navy where he served 10 years in the Nuclear Submarine Force. While in the Navy, he attended Hawaii Pacific University earn-ing a degree in business administration.

In 1991, Tingle returned to the shore and joined his father in the communica-tions field and earned an advanced cer-tification as the shore’s only registered communications distribution designer. In 2002, Tingle and his wife, Donna pur-chased Delmarva Tele-Plus, Inc.

Tingle is very active in the commu-nity and has served as the treasurer and then president of the Chamber of Com-merce Foundation Board. He has served as secretary on the Salisbury Christian School Board, his church board, Wor-Wic Community College Technical Advisory Board and The Girl Scouts Finance Advisory Board. Bill is also an active member of the American Legion, Elks, Green Hill Yacht and Country Club and Wicomico Yacht Club. Tingle and his wife Donna have three boys, Bill Jr. (23), Alex (13) and Brad (9).

Secretary/Treasurer is Robert Mulford Jr., owner of the Market Street Inn. Born in southern New Jersey, Mulford gradu-ated from Glassboro High School in 1987. He attended Salisbury University and then ran the Royal Exchange Pub/Flying Club. From the Pub, Mulford ac-cepted a job as the on-premise manager for Coors Brewing Company for the Eastern Shore of Maryland.

With over 14 years of experience in service and hospitality, in 2001, Mulford purchased Market Street Inn. Over the past nine years he has transformed the once open air sandwich shop and bar into a casually elegant dining room, deck and pub. He is on the Salisbury Uni-versity Town Gown Council. Mulford is a member of Trinity United Method-ist Church. Rob and wife Amy have a daughter, Brooke.

Assistant Secretary/Treasurer is Brad-ley J. Gillis, CCIM, a senior advisor for Sperry Van Ness/Miller Commercial Real Estate, specializing in the sale and lease of medical/professional office, industrial and investment properties on the Eastern Shore of Maryland and Delaware. Starting his commercial real estate career in 2004, Gillis has secured more than 75 transactions resulting in a career brokerage volume in excess of $50 million. Gillis was recognized by the Coastal Association of Realtors as a “Young Gun” in 2007. He is licensed in both Maryland and Delaware, and holds the industry’s most prestigious designa-tion, Certified Commercial Investment Member (CCIM).

Active in his community, Gillis serves on the board of directors for the Salisbury Area Chamber of Commerce and Maryland Manufacturing Services. Gillis is also the chairman for both the Traffic and Safety Advisory committee for the City of Salisbury and the Del-

marva Chapter Committee of CCIM. He is a member of the Salisbury Wicomico Economic Development and Ocean City Chamber of Commerce. He is also a graduate of Shore Leadership.

Gillis earned a bachelor’s degree in business administration from Hawaii Pa-cific University in Honolulu, Hawaii and lives in downtown Salisbury.

Henry Vinyard is coming out of re-tirement to serve one more year as the Chamber’s legal counsel. He previously served 20 years in this role. Vinyard is a founding member of the board and the past president of the Salisbury Area Chamber of Commerce Foundation. He also served as legal counsel to the Wicomico County Board of Elections, a board member of the Mid Delmarva Family YMCA and president of the Ro-tary Club.

Matthew Maciarello is the Chamber’s assistant legal counsel. He is a partner in the law firm of Hearne & Bailey, P.A. and practices law in both Maryland and Delaware. He serves on the Chamber’s Salisbury Festival Committee, is an ac-tive member of the Salisbury Rotary Club, and is on the board of directors of the Wor-Wic Foundation. He is an adult leader in the St. Francis De Sales Cub Scout Pack and is a past-president of the Wicomico County Bar Association. Ma-

ciarello and his wife Sarah, who works at the Ward Museum, have two boys, Jonathan and Luke.

The deliberative, decision-making arm of the Chamber is its board of direc-tors. The board members were sworn-in by Past President Tim Feist of Peninsula Regional Medical Center. Those continu-ing to serve on the board are Ruth Baker of Wor-Wic Community College, Joe Beail of Delmarva Broadcasting, Millie Cappello of Long & Foster Real Estate, Lynn Creasy of Innovative Benefit Solu-tions, John C. “Chris” Davis of Davis Properties and the Fountains Wedding & Conference Center, Dr. Memo Diriker of Salisbury University’s BEACON Group, Matthew Drew of AWB Engineers, Tra-vis Fisher of Inacom Information Sys-tems, Gary Gaskill of Lorch Microwave, Attorney D. Nicole Green, Luis Luna of Perdue, Inc., Douglas McCabe of PKS & Co., Michelle Miles of Hebron Savings Bank, Dwight Miller of Gillis Gilkerson, Dr. James L. McNaughton of AH Phar-ma and Clay Tarpley of a.s.a.p.r.

Joining the board of directors, ef-fective April 1, are David Eccleston of Delmarva Recycling, Duane Larmore of Shore Appliance, Tony Nichols of Bar-rett Business Systems, Inc., Dr. Farouk Sultani and Edward Q. Wilgus of Wilgus Insurance.

Salisbury Area Chamber of Commerce banquet

The Salisbury Area Chamber of Commerce recognized two prominent community leaders at their Annual Banquet on April 15.

The Agriculture Award is given to help bring attention to the most un-der recognized but critical part of the Lower Shore economy. Dr. James L. McNaughton of AH Pharma and the Chamber’s Agri-Business Committee presented the award to W. Blan Har-cum for his decades of leadership in the farm community. The award was presented to Jim Perdue in 2009.

Harcum operates Beechnut Farms, the only dairy in Wicomico County. He is active in the Wicomico and Maryland Farm Bureau. He has also served in leadership positions with the Wicomico County Republican Central Committee and Wicomico County Re-publican Club.

Every year a special select chamber committee selects a community leader to be honored with the Chamber of Commerce Award. Board member Luis Luna announced the winner for 2010, retiring Maryland Senator J. Lowell Stoltzfus.

Senator Stoltzfus attended Salis-bury State College, earning a bachelor of arts degree in English and sociol-ogy in 1973. He also attended Eastern Mennonite Seminary. He has been a plant nursery proprietor, farmer and

parochial school principal. He served on the Somerset County

Planning and Zoning Commission, 1980-85 and was chair in 1984-85. He was also the chairman of the Somerset County Board of Zoning Appeals from 1985-1990.

In 1990, he was elected to the Maryland House of Delegates; howev-er, his tenure as a Delegate was short, January 1991 to January 1992. He was appointed to the Maryland Sen-ate in January 1992 to replace Lewis Riley in the District 38 Senate seat. He serves on the Budget and Taxa-tion Committee. He became Minority Leader in the Maryland Senate in 2001 and received the First Citizen Award for the Maryland Senate in 2009.

In addition to the General As-sembly, Senator Stoltzfus has served many community and national groups such as the Area Agency on Aging, MAC Inc., Board of Directors, Forum for Rural Maryland, the Tri-County Council for the Lower Eastern Shore of Maryland, Association of Chris-tian Schools International, Somerset County Farm Bureau, National Kraut Packers Association and Rehobeth Ru-ritan Club.

Lowell Stoltzfus and his wife Sha-ron have four grown children. They are members of Holly Grove Menno-nite Church.

Chamber recognizes two area community leaders


Over 160 Chamber members and dignitaries attended the 90th annual salisbury area Chamber of Commerce Banquet on Thursday, april 15.

attending the salisbury area Chamber of Commere Banquet are suzanne Murray, Blood Bank of Delmarva; Linda Mundt, M&T Bank and Karen Cherry of sperry van ness – Miller Commercial real estate.

Others enjoying the salisbury area Chamber of Commere Banquet are John Pres-burg, Bayrunner shuttle and stevie Prettyman, Wicomico County Council. Non-Emergency

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sCOre looking for volunteers

If you are an active or retired busi-ness owner or manager and would like to give something back to the local business community, SCORE can use your help. Consider becom-ing a SCORE business counselor by mentoring start-up and existing busi-nesses.

SCORE “Counselors to America’s Business” is a resource partner of the SBA (Small Business Administration) and has a local chapter in Salisbury. Lower Shore (Salisbury) Chapter #298 provides free and confidential business counseling where the only goal of their counselors is to help businesses to succeed.

Salisbury SCORE provides face-to-face business counseling for start-up businesses and also helps to address issues faced by existing busi-nesses. SCORE provides local work-shops and can also act as an advisory board for a business. As a business

counselor you can also participate in email counseling which is offered through the SCORE’s national web-site, www.score.org.

SCORE counselors are needed from many backgrounds including, but not limited to, accounting, legal, marketing, retail, construction, manu-facturing, banking, insurance, agricul-ture and non-profit.

The Lower Shore (Salisbury) Chapter of SCORE also needs coun-selors willing to take on a support (marketing, recruiting, etc.) or leader-ship role with a strong desire to ac-complish goals with both regional and national recognition.

To learn more, call 410-749-0185, email [email protected] or visit www.salisburyscore.org. SCORE meets the third Tuesday at noon at the Salisbury Area Chamber of Com-merce building, 144 E. Main St., Salisbury.


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Volunteers work hard to clean up Salisbury ZooBy Jackie GastesBLn director

Volunteers come in all shapes, sizes and ages as evidenced by the Eastern Shore Business Leadership Network’s Able to Work Community Event at the Salisbury Zoo.

On April 10, over 75 volunteers and zoo staff gathered on a perfect Saturday morning to spruce up the zoo in preparation for its upcoming Earth Day festivities. Besides beautifying the grounds, the primary purpose of the event was to raise awareness that people with disabilities can and want to work. They are also very willing volunteers who want to give back to their com-munities.

Volunteers gathered at 9 a.m. and were divided into eight teams, each made up of employers and job seek-ers with disabilities. The zoo assigned the teams to zones where they raked, mulched and did whatever the zoo staff asked them to do.

Smiles were on everyone’s faces es-pecially when volunteers walked around with drinks donated by Pepsi Bottling Ventures, who also had a team. Team-ing up with people from Deaf Indepen-dent Living Association, Pepsi’s team worked around the bear and monkey exhibits. Their youngest team member, Cheyenne, about four-years-old, was working hard with her dad to fill up a wheelbarrow with old leaves. It was a family affair for Pepsi volunteers who also helped tremendously with our set-up.

The team from Avery Hall Insurance Group was assigned the areas around the gift shop. One member, Kristin, brought her four young siblings, one of whom enjoyed being in the bed of the zoo’s truck where he pushed leaves out of the way for more to be added. They were teamed up with hard working stu-

dents from Parkside High School. Team K&L Microwave’s member,

Joe, won the unofficial award of hav-ing the dirtiest t-shirt by lunch. Work-ing with K&L Microwave’s team were folks from Lower Shore Enterprises who took on two areas.

The Community Foundation of the Eastern Shore/ShoreCAN worked the Bird of Prey zone near the entrance at Ben’s Red Swings. They worked with people from Deaf Independent Living and their team had the youngest volun-teer, three-year-old Andrew. Let me tell you, he loved the camera.

Home Depot had a team as well, do-nating most of the tools for all the vol-unteers and their labor to build a wood duck overlook near the flamingos.

Wicomico County Board of Educa-tion brought two teams and worked with people from Go-getters, Shore Employ-

ment Services and Somerset Commu-nity Services. They cleaned up a large area near the wolf exhibit.

At 11:30 a.m., volunteers finished up for lunch that was provided by Chef Fred’s Chesapeake Steakhouse.

Funding for the event was provided by the employer sponsors and grants from Home Depot and the Community Foundation of the Eastern Shore/Shore-CAN. For more information, contact [email protected].

The Community Foundation of the eastern shore recently awarded a $500 national volunteer Week Technical assistance Grant to the eastern shore Business Leader-ship network (esBLn) to provide t-shirts and refreshments for over 75 volunteers from 14 disability related organizations and employers in Wicomico, somerset and Worcester Counties. From left are Joel Hamilton, Zoo director; Jackie Gast, esBLn director; and erica Joseph, Community Foundation program officer.

robin Hall, Lynne robertson-Mitchell and Joe searing, Team K&L Microwave.

Team Pepsi, Mike and Karen Tull


A Celebration for the Salisbury Area Chamber of Commerce’s 90th Anni-versary was held on Friday, March 19, 2010 at the Chamber Business Center. More than 200 tickets were sold for the event honoring the Chamber’s founding in 1920.

One of the goals of the 90th anniver-sary celebration was an effort to learn more about and honor all of the past presidents. Over the 90 year history, the Chamber has had 75 presidents. In order to permanently honor these great leaders of the past, a new Presidential Plaza will be built near the entrance to the Cham-ber Business Center. Engraved pavers measuring 12 x 12 with the name, years of service and sponsor will be show-cased for every past president. Flanking the Presidential Plaza will be a section for any member of the Chamber or indi-vidual to have their name added to the paver project. Pavers are available until June 2010 for purchase. Those pavers bought through June will be laid in the first wave of construction for the paver project. This project Celebrating the Chamber’s 90th Anniversary helps in Paving the Way to the Future, enabling the Chamber to repave the parking lot and then endowing the Chamber for the future.

All those in attendance enjoyed food and beverages donated by LORA, a live auction, and music by Doug Naarup. Sponsors for the event included Burnett White Tire & Auto Company, Peninsula Regional Medical Center, Avery Hall Insurance, Becker Morgan Group, E.S. Adkins & Company, Holloway Funeral Home, Pohanka Automotive Group and Comcast Spotlight. Thank you to all those who attended and sponsored. With your help, this event was a great success! On to the next 90 years!

salisbury area Chamber of Com-merce celebrated 90 years on Friday, March 19, 2010.

Over 200 people attended the 90th anniversary of the salisbury area Chamber of Commerce held on Friday, March 19.

Memo Diriker of the Perdue school of Business at salisbury University fills out a form for a Commemorative Presidential Plaza paver for arthur M. Cooley. Pavers are still available to purchase through June for placement in this year’s Presidential Plaza construction.

russell C. Winters, past president of the salisbury Chamber with his wife, sharon, enjoy the Celebration.

Chamber celebrates 90th Anniversary


Going Green

Becker Morgan designed the new James M. Bennett High school in salisbury with several green initiatives.

Going green makes sense for busi-nesses looking to help protect the environment. and it can be the less costly route to follow over time. The following businesses tell how you may benefit from going green.

becker morgan GroupFounded in 1983, Morgan Group

Inc. is an architecture and engineering firm with the philosophy, “Planning Our Clients’ Success.” Today, part of that success depends on “green” and environmentally friendly design. Beck-er Morgan has 15 LEED accredited professionals on staff.

“We take the environment very seri-ously,” said Vice President Brad A. Hastings, AIA, LEED AP. “We are pursuing all opportunities for green and energy responsive design.”

Becker Morgan has been doing its part for the environment for years with practices as simple as orienting a building to take advantage of the sun’s movement, to more complex tech-nologies such as geothermal HVAC systems. “Making use of natural light doesn’t cost anything,” Hastings said. “Green goes beyond energy efficient fixtures and water-conserving plumbing fixtures to healthier indoor environ-ments with low VOC materials, for example.”

Becker Morgan designed James M. Bennett High School in Salisbury with several green initiatives. Developed in an east-west orientation, the building provides north-south daylight for class-rooms and utilizes “daylight harvest-ing,” which means it uses automatic window blinds and light dimming con-trols to take advantage of a bright day or compensate for a cloudy day, always providing the best light for any given room.

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The school has a very large geother-mal HVAC system and polished con-crete flooring which is low VOC as well as low-maintenance. Large expanses of glass have high performance glazing which provides substantial natural light while holding back UV rays and heat.

Landscaping incorporates native and drought-resistant plants, and where ir-rigation is required, water is pumped from a storm water containment pond system.

Working from offices in Salisbury, Dover, Del., and Wilmington, N.C., Becker Morgan Group provides com-prehensive design services in-house, including architecture, civil engineering, surveying and interior design. For more information, call 410-546-9100 or visit www.beckermorgan.com.

Delmarva recycling inc.Delmarva Recycling Inc. has made it

easy to “go green” by recycling office paper, newspapers, magazines, card-board, plastic, metal and even textiles.

The Salisbury firm provides con-tainers to help maintain a professional appearance in your office and collects materials on a regular basis. The charge is based on the number of containers, billed quarterly in advance.

While the company serves the entire

peninsula from Dover south, bay to ocean, proximity to Salisbury factors into the cost. There is no charge to re-move plastic and aluminum containers, and newspapers and magazines from your lunchroom.

For businesses other than offices, Delmarva Recycling takes scrap metal from manufacturing, auto parts and con-struction materials.

“We provide rolloff service for any construction jobsite and can do demoli-tion,” said Gregory Stein, president of the company his uncle and grandfather started in 1936. He noted that LEED certification mandates separating dis-posables and recycling whatever can be recycled. LEED certification is im-portant to more and more owners these days, and state projects demand it, Stein said.

Recycling pays when it comes to aluminum, copper, brass and stainless steel. These can be exchanged for cash, based on weight and market value for that particular commodity at the time received.

With the “Roving Recycler” pro-gram, a truck equipped with a scale can weigh your recyclables and make payment on the spot. The service is a convenience to contractors, electricians, roofers and siding installers and auto

mechanics who otherwise accumulate materials in their shop or yard and have to haul it to a recycling facility.

“Our Roving Recycler comes on a regular basis you specify,” Stein said.

Ready to green up? Call 410-546-1111.

Shore energy Systems, inc.Shore Energy Systems, Inc., a locally

owned business, could save your com-pany 5, 10, 15 percent or more off your total electric bill.

“We’ve been in the energy conserva-tion business for more than 10 years,” said Pete Bubas. “We offer total and complete turnkey services.”

He explained, “We find ways of re-ducing kilowatt usage by using different types of technologies, and guarantee the electrical kilowatt savings by an independent third party insurance car-rier. Our program will help improve the environment, by showing how many pounds of carbon dioxide, barrels of oil, tons of coal and pounds of sulfur can be saved using our technologies.”

“By using a whole system approach, we are able to create a customized sav-ings program specifically for your facil-ity based on types of equipment, hours of operation, and motor loads including lighting and air conditioning,” Bubas

continued. Even a fairly small com-mercial or industrial facility can have an enormous number of factors influencing the overall efficiency and cost of electri-cal operations.

“We evaluate your entire facility and focus on eliminating electrical waste and increasing the capacity of the facili-ties’ electrical distribution system. Ben-efits include reduced maintenance ex-pense and equipment replacement cost while increasing cooling capacity of air conditioning systems,” Bubas said.

Shore Energy also offers a complete lighting program designed to help your business with the current incentives offered by the power companies. This includes filing all necessary documenta-tion required. “By conducting a lighting audit we will be able to ascertain what treatment is eligible for a rebate,” Bubas added.

“Our slogan, ‘Save today’s kilowatts at tomorrow’s prices,’ acknowledges the need for immediate action to develop a long term energy conservation pro-gram,” Bubas concluded.

Shore Energy also offers a program for recycling fluorescent bulbs that con-tain mercury, which is hazardous to the environment.

For more information, call Pete Bubas at 410-896-4749.

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According to the U.S. Department of the Treasury, Japan overtook China as the largest holder of U.S. Treasury (UST) securities in December 2009. It is im-portant to note, Hong Kong possesses approximately $146 billion of UST securi-ties which are not included in the total for the Chinese mainland. If Hong Kong and Chinese mainland totals were combined (ap-proximately $901 billion), Japan would remain the second largest investor in UST securities.

Nevertheless, China reduced its hold-ings in UST securities by $34.2 billion during that month. This caused some concerns about what China’s unloading means and how China is going to lever-age its bilateral relations with the U.S.

China became the largest holder of UST securities in September 2008. After that, China increased its buying of UST notes, due in large part to its conversion of its huge foreign exchange reserves to tangible assets. Chinese holdings of UST securities peaked at $801 billion in May 2009.

Unfortunately, the U.S. financial crisis and its continuing economic re-cession have caused China to rethink its wisdom with respect to maintaining its peak holdings in UST securities. Indeed, holding UST paper is a double-edged sword for China. There is the very real risk of future U.S. currency exchange weakness and maybe even some form of default, but, at the same time, is it in China’s best interest to harm the already fragile U.S. economy and is there really a safer international investment alternative? Therefore, nei-ther buying nor selling may be an ideal choice for China. Cognizant of this, China has reduced its UST portfolio by simply allowing many of its U.S. secu-rities to mature without a one-for-one reinvestment in similar securities. Given

the current circumstances, this type of subtle unloading and structural diversi-fying of its foreign assets is understand-able and probably reasonable.

China is the world’s largest holder of foreign exchange reserves at approxi-mately $2.4 trillion as of the end of 2009, but China is not yet a rich nation. The size of China’s economy, as mea-sured by gross domestic product (GDP), is about one fourth that of the United States and its per capita GDP is only about five percent of the U.S. per capita GDP. Consequently, China’s motiva-tion for investing in U.S. securities was not because China is rich, but because the Chinese government was comfort-able buying U.S. securities as a reliable option for accommodating its quickly growing foreign reserves. In addition, China’s increasing wealth, income dis-tribution issues and asset allocations began to challenge the Chinese central bank. How best to manage the rapidly increasing foreign exchange reserves has become a key concern of the Chi-nese government.

For a very long time, U.S. dollar de-nominated securities were China’s vehi-cles of choice when making foreign as-set investments. But, since the financial crisis began, the Chinese public has be-come more and more critical of holding U.S. bonds and this sentiment has been expressed with a tougher and tougher public voice. Similarly, many Chinese scholars have also suggested that the Chinese government should diversify its investment of foreign exchange reserves

away from dollar dominated assets. However, given its limited power and capability to date, the People’s Bank of China has not been able to do so by ag-gressive trading activities and has had to rely on a more passive strategy. Fac-ing the issues is hard enough, but solv-ing these issues is even harder.

There is no doubt that the buying and/or selling of UST securities has po-litical implications for both China and the U.S. As we know, the economic in-terdependence of the United States and China has never been more prominent in their respective bilateral histories. Any policy initiative from one side can become a very sensitive political matter to the other. And, least we not forget, China’s continued interest in buying U.S. treasury notes is most likely criti-cal to the American economic recovery. Therefore, the degree of Chinese buying and holding of UST obligations be-comes important leverage in balancing American strategies toward China.

On the other hand, a strong U.S. economy can simultaneously support China’s economic recovery as well. No doubt, this nontrivial dynamic will serve to temper Chinese strategies toward America. In other words, if the United States continues to proceed with what are viewed as negative policies against China, China may chose to unload some of its U.S. securities in order to send a strong signal of disapproval. Neverthe-less, China will have to carefully cal-culate and evaluate the very significant cost to its own economy of suddenly selling U.S. securities in mass.

But will China simply stop investing in U.S. government bonds? Probably not and here are some reasons:

First, the U.S. dollar remains a reli-able international currency (most likely, much better than others).

Second, the Chinese government needs a dependable place to park its huge foreign exchange reserves, and the U.S. is still a reasonable location for a host of reasons, such as its steadfast legal system, sophisticated capital mar-

kets and political stability. Third, the world economic recovery

and the entire international community are increasingly dependent on a coop-erative Sino-US relationship rather than one of confrontation. Therefore, it is un-likely that either side is willing to devi-ate too far from behaviors of the past.

Even though the Chinese govern-ment is stepping into a new phase of structural change for its foreign assets, holding U.S. government bonds is likely to continue to be one of the largest mu-tually beneficial engagements between the U.S. and China. In any case, no matter which path China chooses (buy-ing, selling or neither); it will affect both nations in economic terms and dip-lomatic affairs.

It is also worth mentioning that China is not alone in recently reducing its holdings of UST securities. As the U.S. Department of the Treasury re-vealed, of the major foreign holders of UST securities, Russia and India were also unloading their holdings in De-cember 2009. Perhaps this compounded the troubling recent actions by China and was seen as a disturbing trend by American policy makers.

Regardless, in order to reverse this trend and to increase the desire of for-eign governments and institutions to own UST assets, the United States will have to show strong signs of economic recovery and effective policy initiatives.

Obviously, part of the larger debate is how long will it take the U.S. econ-omy to fully recover, how strong will the U.S. dollar be during and after the recovery, how high will the U.S. federal budget deficit get, and how much of that deficit will have to rely on foreign investments?

What does China’s securities unload mean? By E. Tylor Claggett and Lijuan Zhang

Japan overtook China as the largest holder of u.S. treasury (uSt) securities.

Insights

About the authorsDr. E. Tylor Claggett is Professor of

Finance at Salisbury University, Salis-bury.

Dr. Lijuan Zhang is professor of School of Economics at Shandong Uni-versity, P.R.China.


One of the most important parts of the commercial real estate lifecycle is the acquisi-tion phase. I believe most reasonable people would admit that the best way to have a successful outcome to any real estate venture is to get off on the right foot to begin with. While it’s cer-tainly possible to “rescue” a troubled project, the best way to safeguard against a troubled scenario is to minimize future risk through the implementation of a sound acquisition plan. In the text that follows, I’ll offer some thoughts about some of the most common acquisition mistakes and how to avoid them.

Put simply, bad acquisitions are not healthy for financial sustainability. I’ve had the displeasure of watching lenders, investors, tenants and owners all suf-fer through the devastation and turmoil created by a bad acquisition. Whether it was due to lack of planning, leasing the wrong space, lending or investing in the wrong asset class or in the wrong mar-ket, getting whipsawed by buying into changing market conditions, paying too much for a property, or missing a criti-cal window of opportunity, a bad acqui-sition usually spells trouble down the road. The sad part about what I’ve just described is that in most cases, these bad acquisitions could have been easily avoided by filtering them through a well conceived acquisition model.

Before I go any further, I want to dispel the myth that bad acquisitions only happen to inexperienced buyers…this is simply not true. Experience, while certainly a good hedge against a bad acquisition, won’t save you in all instances. Over the years, I’ve observed some very bright industry veterans end up on the wrong side of a bad deal. Don’t believe me? Go ask the smartest real estate investor you know to tell you about the worst acquisition they ever made. I’ll guarantee that if they’re being honest, they’ll have a painfully enter-taining story to tell you.

Having been involved in literally countless acquisitions over the years, what’s interesting to me is how many bad acquisitions occur when buyers get most things right. All it takes to have a deal go sideways is to miss one key element, or misinterpret just a single critical piece of information. An under-standing of this subtle, yet important concept is what separates the amateurs from the professional.

Successful acquisitions require the proper blending of access to deal flow, timing, opportunistic instinct, action-able market intelligence, sound due diligence, access to professional coun-sel, and the integration of the target acquisition into capital, operating and exit plans, which in turn fit into the overarching business strategy. But most importantly, it is placing all of these elements under the rigor and scrutiny of being managed within a sound acquisi-

tions process that keeps a deal from running amuck.

What sophisticated buyers under-stand that the masses do not, is that sound process doesn’t stifle opportunity, it enhances it. A well crafted business process surrounding your acquisitions criteria keeps impulse and emotion at bay, while serving to validate or invali-date information and instincts. There is simply nothing bad that can come from framing your buy-side opportunities within the construct of a well reasoned acquisition plan.

While textbooks have been written on the finer points of the acquisitions process, I’ll leave you with these action-able steps to incorporate into your ac-quisitions plan, which if implemented, can help you avert disaster and improve returns:

1. Build a Model: While there is no perfect acquisitions model, there is a perfect acquisitions model for you. Take the time to understand your orga-nizational capabilities and build around those. A few representative examples of things to consider are: a. Geographic Constraints: Define which markets you will or won’t invest in.

b. Deal Sizing: Define property size minimums and maximums. Having siz-ing parameters banded by floors and ceilings helps to refine your sweet spot and narrow your focus.

c. Capital Formation: Have your debt and equity ready to go. Having capital partners in tow, allows you to move quickly and affords you a competitive advantage.

d. Deal Structure: Understand the market that you’re buying into and structure your offers to be competitive. Submitting offers with non-standard terms and conditions will do nothing but expose your naiveté.

e. Asset Class: While all real estate has similar characteristics, not all prop-erty types function similarly. Pick the asset classes in which you possess or have access to domain expertise and play to your strengths. Do not venture alone into unchartered territory.

f. Qualitative Constraints: Construc-tion quality, age, location, tenant mix, lease roll-over assessments, etc., are all items that need to be vetted.

g. Competitive Constraints: Absorp-tion/vacancy, new inventory coming on line (projects under construction and permitted), appetite from lenders, inves-tors, tenants, and buyers for the market, asset class, quality and size of the asset being evaluated, and other competitive factors should be evaluated.

h. Risk Management: Don’t get into a deal that you don’t know how to get out of. If you cannot identify your exit, then you have no business thinking you have an exit. Also, having a “what if” plan for alternate operating strategies (should the market change direction) is also a good way to not get caught flat-footed.

2. Do Your Homework: Never jump into a deal without conducting thor-ough due-diligence that at a minimum includes: appraisal/market study, legal, environmental, structural/engineering, title/survey, and rent-roll/lease/tenant analysis. Remove liabilities and contin-gencies before your close to avoid being blind-sided after you take ownership.

3. Stay in the Deal Flow: Most buy-ers simply don’t see enough of the universe prior to entering into a transac-tion. The best way to know the market is to see everything in the market that fits your investment guidelines. If you’re only seeing a few deals and not getting access to the entire deal flow, you don’t know the entire story. Get a new broker.

4. Seek Professional Counsel: In-volve your professional advisors early and often in the process in a proactive fashion. Increased transactional costs of professional fees by a small amount in the early stages of an acquisition can

keep you from spending literal fortunes after the fact.

5. Don’t Participate in “Good” Deals: Yes, you read that correctly… “good” deals rarely live up to their bill-ing, and are a dime a dozen. Focus on finding “excellent” deals that fall within your investment guidelines. Lowering the chinning bar might get you more looks at opportunities, but it will also chew up more time, increase your risk, and lower returns. Don’t settle for something less than what you can get by being impulsive or undisciplined.

In the final analysis, your financing, operating and disposition experience will only be as good as your acquisi-tions experience. If you need any assis-tance with any phase of the acquisitions process feel free to reach me at any of the contact points listed below.

About the authorBrent C. Miller, CCIM, CPM, is

Managing Director and Senior Advisor at Sperry Van Ness in Salisbury. With more than 20 years of real estate experi-ence, Miller has closed more than 750 transactions resulting in a career broker-age volume in excess of $150 million. Contact him by phone at 410-543-2440, by email at [email protected], or visit his website at www.svnmiller.comw

Avert buying disasters and improve returnsBy Brent C. Miller

Don’t get into a deal that you don’t know how to get out of.

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Business MixGroup partners with heirloom

Innovative Real Estate Solutions announces the formation of a strategic partnership with Heirloom Wealth Ad-visors, a dedicated team of investment professionals who focus on wealth man-agement and helping investors achieve their financial goals.

Heirloom Wealth Advisors includes Thomas McGlone, registered principal, MBA, ADPA and Craig Lusco, regis-tered principal and quantitative choice manager.

Innovative Real Estate Solutions was formed in 2009 by Casey Kenton who obtained his registered investment advisor license after successfully pass-ing the Series 65 exam. Kenton is also a licensed real estate broker with Sperry Van Ness - Miller Commercial special-izing in commercial and investment sales on the Delmarva Peninsula.

For more information, contact Casey Kenton at [email protected] or call 302-227-0768.

edward Jones opens officeDennis Hopson has opened an Ed-

ward Jones office in Salisbury. Edward Jones provides financial services for individual investors in the United States and, through its affiliate, in Canada. For more information, call the office at 410-742-3264 or visit www.edwardjones.com.

new website for Pro Coat llC Dana Seiler, principal of Vantage

Point Solutions Group, announces the launch of the new website for Pro Coat LLC, www.procoatdmv.com.

The website outlines the systems and services they offer, in an easy to navi-gate design. The website showcases a gallery of their completed work, which includes the Park Building, the Salis-bury Area Chamber of Commerce, Per-due AgriBusiness and Gillis Gilkerson.

Pro Coat LLC is a Mid-Atlantic re-gion full-service industrial and commer-cial coatings company, headquartered in Salisbury. They offer a wide variety of services including painting, caulking, waterproofing roofs, floor coating, and

other industrial and commercial systems covering a multitude of businesses and industries.

new waterfront community Schneider, Richardson and Da-

vis announce their representation of Wicomico County’s premier waterfront community, Village Down River.

Nestled between the Wicomico River and the Saber and White tidal creeks, this quiet community of estate home sites beginning at $99,000 offers envi-ronmentally friendly living.

Village Down River is open daily with agents on duty from 10 a.m. to 2 p.m. on weekends. A special Business After Hours event will take place on Thursday, July 15, on the dock at Vil-lage Down River.

For more information, call 410-677-0909 or visit www.villagedownriver.com.

local businesses donate dinners The HALO Café served a few res-

taurant favorites to their guests, thanks to recent food donations made by two local businesses, Jimmy’s Grille of Salisbury and Break Time Sports Grill and Pub.

Fried chicken and various side dishes were served thanks to Jimmy’s Grille, while diners enjoyed ribs and chicken wings from Break Time.

Daily dinners, served 365 days a year at the Café, would not be possible if it were not for the generous donations and support from local community mem-bers, businesses and organizations.

Hope and Life Outreach is a local Christ centered non-profit organiza-tion, meeting the spiritual, physical and emotional needs of men, women and children who are homeless or in need of hope. For more information about HALO, call 410-742-9356.

brick oven Pizzeria opens John McClellan, CCIM, senior advi-

sor, and Karen Cherry, advisor, Sperry Van Ness – Miller Commercial Real Es-tate, has announced a new tenant at Mill Pond Village Plaza on East Naylor Mill Road in Salisbury.

Mambo Brick Oven Pizzeria & Grille recently opened a 2,400 sq ft eat-in/carry-out restaurant. They will also feature a walk up/carry-out window selling gelato and Italian ice. Delivery service is coming soon. The company also operates Amici Pizzeria & Italian Grill in Atlantic City, N.J.

rebate program expandsDelmarva Power has expanded its

Appliance Rebate Program for Mary-land residential customers by adding more rebate dollars for the purchase of higher efficiency ENERGY STAR® products.

The new mail-in rebate offers will include ENERGY STAR® qualified electric heat pump water heaters ($300), higher efficiency clothes washers ($100) and higher efficiency refrigerators ($50) that are at least 25 percent more ef-ficient than the federal standard. Appli-ance dealers can provide information on efficiency standards.

These additional rebates are offered through funding from the Maryland En-

ergy Administration (MEA). Higher ef-ficiency appliances purchased on or af-ter April 22 will be eligible. Rebate ap-plications are available online at www.delmarva.com/homeenergysavings. For more information, visit http://energy.maryland.gov/appliancerebateprogram.asp.

Delmarva Power will also con-tinue to offer Maryland residential customers rebates up to $50 on select ENERGY STAR® qualified refrigera-tors, room air conditioners and certain energy-efficient water heaters purchased at any retail store.

Customers can apply for rebates for both programs if their appliance meets the guidelines. However, they must submit two separate rebate forms. Ap-plication forms for Delmarva Power’s original rebate program are available at many appliance stores or online at www.delmarva.com/homeenergysav-ings.

For more information, call Delmarva Power’s Home Energy Savings Program at 1-866-353-5799.

RIBBON CUTTING - The Cellular Connection, the largest verizon wireless premium retailer in the midwest, announces the opening of its salisbury loca-tion. This is the seventh new store opening in Maryland. The salisbury area Chamber of Commerce held a ribbon cutting ceremony for Chamber members and dignitaries on Friday, March 19, at The Cellular Connection’s new location in salisbury at 2423 n. salisbury Blvd. a prize wheel featured exclusive coupons, promotions and giveaways. The new store features a fresh look with interactive monitors that allow customers to see every feature that a phone has to offer.


facebook 101 WorkshopWith over 110 million users in the

U.S. alone, using Facebook to market your business is one of the best strate-gies to come along in years.

“Facebook 101: Are you Marketing Your Business with Facebook?” will be held on Thursday, May 20 at the Salis-bury Area Chamber of Commerce from 9 a.m. to noon. The workshop will be presented by workforce trends expert and author Ira S. Wolfe.

Learn what Facebook is, tips and shortcuts for getting your business start-ed on Facebook and the best practices for promoting your business.

Fee for the session is $39 and in-cludes refreshments and materials. Reg-istration is a must and seating is limited.

To register, contact Brooke Bere-zowski at the SBDC at 410-543-6516 or [email protected] or Kristen Bacon at Maryland Capital Enterprises at 410-546-1900 or [email protected].

hanna hosts luncheon, tour Henry Hanna of Sperry Van Ness

- Miller Commercial Real Estate in Salisbury, in cooperation with the town of Princess Anne and the Maryland Department of Business and Economic Development Commission for Somerset County, hosted a luncheon and tour of the Princess Anne Industrial Park Spec building on April 14.

The event raised awareness of the building and the town, county and state’s willingness to support and en-courage new industries to locate to Prin-cess Anne.

The 52,125 square foot facility is available for lease or sale and contains office, warehouse, and manufacturing space. The property has several incen-tive programs.

For more information, contact Henry Hanna, CCIM, SIOR at 410-543-2440 or email [email protected].

Pilots apply for mediationThe pilots of Piedmont Airlines, rep-

resented by the Air Line Pilots Associa-tion, Int’l (ALPA), recently applied for mediation from the National Mediation Board, the government entity that over-

sees airline labor relations. This applica-tion comes after 11 months of contract talks with the company resulting in only two contract sections being agreed upon. The National Mediation Board is expected to assign a mediator who will assist in moving the two sides toward an agreement.

During negotiating sessions, the airline, under considerable stress from the current economy and difficult condi-tions in the airline industry, has request-ed continuation of the current language in many sections of the contract.

energy saving programsDelmarva Power has launched three

new programs exclusively for Mary-land customers as part of its Home Energy Savings Program - the HVAC Efficiency Program, Income Eligible Energy Efficiency Program and Home Performance with Energy Star Program that includes the Quick Home Energy Survey program.

These programs encourage Delmarva Power’s Maryland customers to con-serve energy consumption by assessing energy saving opportunities in the home and installing energy efficient products which in turn save money.

HVAC Efficiency Program - Receive $100 for the tune-up of an HVAC sys-tem or up to $300 for the replacement of an HVAC system, depending upon the efficiency of the new unit.

Income Eligible Energy Efficiency Program - Receive a comprehensive whole house diagnostic energy audit, at no cost, performed by a Building Performance Institute Certified profes-sional.

Quick Home Energy Survey (QHES) and Home Performance with Energy Star Program - Receive an in-home, walk-through, energy survey with the online My Account tool to identify ways to improve energy efficiency, identify possible health and safety is-sues and start an action plan to reduce overall energy use.

The next phase of the Home Per-formance with Energy Star Program offers customers a comprehensive whole house diagnostic energy audit performed by a Building Performance

Institute Certified professional. The audit is $100, paid by the customer directly to a registered participating contractor of Delmarva Power’s Home Performance with Energy Star Program. Typically more than $100, the program will pay the contractor the additional audit cost for the customer up to $300. Rebates to customers for completing energy efficiency installations based on the audit results are 15 percent of the cost for air sealing and insulation; and $200 for duct sealing or replacement, a

maximum rebate of $1,200 per customer residence. Customers eligible for this re-bate must reside in a single family, row home, town house, or dwelling that has no more than four units. The residence must also have a central air conditioner or electric heating.

To schedule a Quick Home Energy Survey or for any other inquiries about Delmarva Power’s Home Energy Sav-ings Program, call 1-866-353-5799 or visit www.delmarva.com/homeener-gysavings.

Win More BusinessAt the Sales Advantageprogram, you’ll learn how to:

• Connect with decision makers• Display confidence in yourself

and your company• Identify buying and warning

signals• Discover the customer’s

buying motives• Use 6 tactics to win

commitment• Create the solution

Starting Third Week in May

To learn more about the course and receive a Free Sales Wallet Card, call H.G. Wilson, 410-896-3053 or E-mail: [email protected]. Wilson

RIBBON CUTTING - On april 11, HaLO celebrated the dedication and rib-bon cutting of the HaLO Café with the salisbury area Chamber of Commerce. The HaLO Café, which serves as a shelter, food pantry and hot meal café for the less fortunate, is located in the Harvest Center on eastern shore Drive and south Boulevard. The café was dedicated in memory of Dave Wilkins, known as the “Gentle Giant,” who worked tirelessly to help those less fortunate. The event, which featured a full schedule of speakers, including Mayor Jim ireton and assistant City administrator Loré Chambers, also featured tours of the facil-ity, which included a look at plans for future expansion. For more information, contact Celeste savage or Kristi richardson at 410-742-9356.

RIBBON CUTTING - On saturday, March 27, over 70 people gathered to celebrate the grand opening and ribbon cutting of the specific Gravity Bottle shop, the second component of the specific Gravity Pizzeria & Bottle shop. Located near salisbury Uni-versity at the corner of south Division street and east College avenue, the brand-new store offers a variety of craft brews, first rate liquors and specialty wines. The specific Gravity Pizzeria and Bottle shop team including owners John Knorr, Tom Knorr, ed-ward Maguire, Jeff Dashiell and Brian Polczynski welcome you to check out the store Monday through Wednesday, 11:30 a.m. to 10 p.m. and Thursday through saturday, 11:30 a.m. to 11 p.m. For more information, call the store at 443-859-8412.


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Louise smith, salisbury City Council president, welcomed attendees to the Business Before Hours.

spicer Bell, Community Foundation of the eastern shore; anthony Darby, Merchant Brokers; vance Morris, Chem-Dry On The shore; and ira Wolfe, success Perfor-mance solutions.

Quilt square for salisbury.

Members of the salisbury all american Cities Committee include from left: Lore’ Chambers, assistant city administrator; George Whitehead, salisbury University; John Pick, City of salisbury; (in front) nancy althaus; andy Kitzrow, Wicomico rec-reation, Parks & Tourism; and Geet Jeswani, Parkside High school.

All American CityOn Tuesday, March 30, a Busi-

ness Before Hours was held at the Holiday Inn, located at 300 S. Salisbury Blvd. in Salisbury, for the All American Cities.

An All-America City has a proven capacity for community-based problem solving, grassroots civic engagement and cooperation between sectors (public, private and nonprofit). To become a final-ist, each participant must complete an application documenting three community projects that address local challenges such as job cre-ation/economic development, en-vironmental sustainability, neigh-borhood revitalization and disaster recovery.

The City of Salisbury is honored to be among the 32 cities, towns, counties and communities selected to compete for this prestigious award.

Louise Smith, Salisbury City Council president, welcomed ev-eryone on behalf of the City and introduced the members of the All American Cities Committee which is led by George Whitehead from Salisbury University. The Salisbury All American Cities committee of nearly one dozen civic-minded community members met for more than a year putting together the city’s application.

During the Business Before Hours, a quilt was on display with each square representing a city in the country who was selected to compete for this award.

Congratulations to the All American Cities committee for Salisbury for a job well done!

Business Before Hours

NetworkiNg tip

learn networking skillsTurn off the TV, settle into a com-

fy chair and read a good book!Grab a copy of one of the many

networking books out there and see what other successful people do. A few you might want to try are “Tales From the Networking Community” by Dan Williams, “Make Your Contacts Count” by Anne Baber, or “Good Bye Shy” by Lei Lowndes Enjoy a good read and increase your skills!


In today’s uncertain economy, it has never been more important to realize the benefit of physical security systems. From simple burglar alarm systems to integrated video and access control, the possibilities are nearly endless.

The first step is determining what type of security you need. Retail and financial establishments may require video security, while medical facilities may require access control systems. Let’s discuss the benefits of each.

Burglar Alarm systems: Burglar Alarm systems are the standard in physical security. They are relatively in-expensive to install, and quite effective at deterring unwanted activities. Most burglar alarm systems are monitored by a “central station” and deter activities by activating a siren or strobe, and noti-fying the central station of an intrusion.

Video Surveillance: Video Surveil-lance systems are also quite standard in today’s world. Chances are at any given point in your day you are viewed or re-corded on a surveillance system at least once. Video

surveillance systems are installed by fast food restaurants, retail establish-ments and even the government. Video

Surveillance systems are becoming less of a deterrent than in years past due to the discreetness of the cameras and the fact that they are commonplace. The largest benefit of video surveillance is the video evidence that is generated during an incident.

Access Control: Access Control systems have evolved tremendously since the widespread use of the micro-processor. Access Control systems vary widely from something as simple as a keypad lockset, to a complex card or biometric access system.

The benefits of access control are twofold. The first is the credential. Without having the proper credentials, a person is not allowed access to the controlled area.

The credential could be an access code, a magnetic stripe card, a “proxim-ity” card, or even their fingerprint, or a combination of many. The second ben-efit is the reporting aspect. By tracking access by time and credentials there is logical evidence that allows the admin-istrator to recreate an accurate timeline of an event.

Finally, let’s discuss how these sys-tems work together. Few people will deny that we live in an Internet-driven world today. Most security systems have embraced the Internet and its un-

derlying technology, IP. IP stands for Internet Protocol and, without it, the Internet could not function in its capac-ity today. By utilizing IP, most systems can interoperate and be accessed from remote locations to improve their func-tionality.

For instance, if an authorized em-ployee enters through an exterior door, the video surveillance system can be triggered by the card access system to record the entrance, 30 seconds before and 30 seconds after. This ensures that the entire event is captured on video, and is tracked in the access control system. The level of integration and interoperability are limitless when using compatible systems.

Because everyone’s needs are differ-ent, it is important to talk to a profes-sional about your options and the most cost effective method of securing your assets.

About the authorTodd Justice is president of Atlantic

Technology Services, Inc. He has been in the technology industry for over 12 years, and has experience with voice, data, video and security products and applications. He can be reached at 410-860-9899 or [email protected].

exploring options in physical securityBy Todd Justiceatlantic Technology services, inc.

thanks for helping us grow!The Chamber Board of Directors

thanks those who helped our mem-bership grow this past month. Many thanks to:

Lois Haggerty, Small Business Development Center

Mitch Marriner, Chesapeake Mortgage Funding LLC

Lynn Creasy, Innovative Benefit Solutions

Karen Cherry, Sperry Van Ness, Miller Commercial real Estate

Dawn Tilghman, Burnett White Auto & Tire

Katie Weisner, Weisner Real Estate

Each of these members is now entered into the Chamber’s special drawing to thank those who help us grow.

SALISBURY AREACHAMBER OF COMMERCE

The employees of Matech recently do-nated $348 and over 1,000 pounds of food (four pallets shown here) to the HaLO Cafe.

The HALO Café recently received over 1,000 pounds of donated food thanks to the employees of Matech In-corporated of Salisbury.

In an effort to raise funds for this an-nual project, Matech employees partici-pated in a variety of fundraising events.

“This is a project that we take great pride in,” stated Tammy Byrd, work order analyst at Matech. Each division of the company competes against each other to see who can be the most cre-ative in raising their funds. “It does not matter to us which division wins, we all know that the recipient of the donation is the true winner.”

In addition to four pallets of food, the Engineering Department at Matech donated $348 to HALO.

Since opening its doors on Jan. 2, the Café has served over 5,000 nutri-tional meals. Serving dinners, 365 days a year, the HALO Café would not be able to serve those in need if it were not for the generous donations and support from the local community members, businesses and organizations.

Hope and Life Outreach is a local Christ-centered non-profit organiza-tion, meeting the spiritual, physical and emotional needs of men, women and children who are homeless or in need of hope.

For more information, call 410-742-9356 or email [email protected].

Matech donates to HaLO Cafe


Health

ray adkins, chief information officer, PrMC, second from right, accepts the “Cel-ebrating CPOe success award” from McKesson executive liaison for HeO/Physician solutions Gerry Bannister, far right. Joining them are, from left, Cindy Lunsford, ex-ecutive vice president/COO at PrMC, Dennis Killian, pharmacy director, PrMC and Chris snyder, DO, chief medical informatics officer, PrMC.

technology for caregivers efforts recognized In an annual competition sponsored

by McKesson, Peninsula Regional Medical Center earned top honors for its use of technology to help caregivers improve patient safety related to the use of high-risk medications.

The medical center achieved an overall 85% adoption rate for using computerized physician order entry (CPOE) to order medications electroni-cally, update patient records and sup-port process change.

Peninsula Regional was one of multiple top-performing inpatient orga-nizations to participate in McKesson’s annual “Celebrating CPOE Success Award” competition held in mid-Febru-ary in Atlanta.

Peninsula Regional’s CPOE system provides the ability to electronically submit patient orders for pharmacy, nursing, laboratory and radiology, elim-inating errors related to poor handwrit-ing. The system also alerts caregivers to patient allergies or potential adverse drug reactions.

In addition, it updates patient data in a single, secure electronic health record that is readily available to authorized

members of the care team. Peninsula Regional uses Horizon

Expert Orders computerized physi-cian order entry (CPOE) solution from McKesson Provider Technologies, a di-vision of San Francisco-based McKes-son Corporation.

McKesson is a Fortune 15 healthcare services and information technology company dedicated to helping its cus-tomers deliver high-quality health care.

AGh Auxiliary receives awardAtlantic General Hospital and

Health System’s Auxiliary was recently honored with a Governor’s Volunteer Service Award in Annapolis during Na-tional Volunteer Week.

The 328-member body, which do-nates more than 39,000 hours of service to the hospital each year and has con-tributed nearly $500,000 to the hospi-tal’s foundation since its inception, was nominated by Del. Jim Mathias for the annual award. A selection panel of non-profit and business professionals, vol-unteers, and AmeriCorps members and alumni convenes each year to review all nominations for the awards.


sister Cities group celebrates relationships, seeks members

Did you know that Salisbury has for-mal Sister City relationships with Salis-bury, England and Tartu, Estonia? We have been fostering these relationships for the past several months.

Salisbury, Md. is one of several Salisbury’s in the U.S.A. You may have heard of Salisbury, N.C., but have you heard of Salisbury, N.Y., Salisbury, Conn., Salisbury, Mass., Salisbury, N.H., and Salisbury, Vt.?

Recently, we hosted Simon Maher from Salisbury, England. He visited most of the Salisbury’s to evaluate their similarities and differences. He took a number of pictures to display in a show in Salisbury, England. We look forward to his return to our city with the display of pictures.

Beside the same name, Salisbury, N.C. and Salisbury, Md. are now con-nected in a new way. Recently, Pepsi Bottling Ventures LLC in Salisbury be-gan distributing Cheerwine, a 92-year-old sparkling soft drink that was created in Salisbury, N.C., in local grocery and convenience stores. Both bever-age companies were founded in the same decade. In 1915, Lewis Morgan co-created, and soon owned The Pepsi-Cola Bottling Company (then named The Peninsula Bottling Company) in Salisbury, Md.; in 1917, L. D. Peeler launched Cheerwine in Salisbury, N.C.

Cheerwine has always been bottled in Salisbury, N.C. and controlled by the Cheerwine Bottling Company. It is still owned and managed by the Peeler Family. Cliff Ritchie, president of the company, recently indicated that Cheer-wine is distributed as far north as Salis-bury, Md. and northern Virginia. He continues “to find qualified partners to make Cheerwine a national brand.” He also indicated that in the selling of soft drinks, different flavors, such as Cheer-wine, have seen growth.

Our relationship with Tartu, Estonia has been nurtured through the arts. On March 1, Salisbury University Cultural Affairs sponsored an “Evening of Esto-nia Music and Film,” which began with musicians Bonzo and Toun who played and sang Estonian and American songs. Their performance was followed by the film, Detsembrikuumus (December Heat), 2008. This epic, historical action-drama was produced for the 90th an-niversary of the Republic of Estonia and tells the story of the attempted Com-munist coup that occurred in the capital city of Tallinn on Dec. 1, 1924.

Then, on March 14, the Salisbury Film Society presented the film, “The Singing Revolution,” the story of the Estonian people peacefully regaining their freedom from decades of Soviet occupation by gathering in public to sing forbidden patriotic songs and rally for independence.

Both films were excellent. We ap-preciate Salisbury University Cultural Affairs and the Salisbury Film Society for their support of our Sister city rela-tionship with Tartu.

At a recent meeting, Brian Stiegler of Salisbury University and James Bry-an Burrows-McElwain of the University of Maryland Eastern Shore, and mem-bers of our Sister City committee who recently visited Tartu on behalf of their respective universities, presented Mayor James Ireton with a gift from the mayor of Tartu. The gift, a DVD of the his-tory of Tartu by noted architect, Arnold Matteus, was shown at the Chamber of Commerce during Salisbury’s third Friday.

For more information about Sister Cities of Salisbury/Wicomico County, visit www.salisburysistercities.org or email [email protected]. The group is always looking for new mem-bers.

Brian stiegler (sU), far left, and James Bryan Burrows-Mcelwain (UMes), far right, two members of the sister City committee who recently visited Tartu on behalf of their respec-tive universities, presented Mayor James ireton with a gift from the mayor of Tartu.

Delmarva Poultry Industry, Inc. (DPI), the trade association for the Delmarva Peninsula’s chicken industry, held its 54th annual Booster Banquet recently in Salisbury, Md., and recog-nized 15 outstanding poultry growers and three individuals for their work on behalf of the chicken industry. Nearly 900 people attended the banquet.

The J. Frank Gordy, Sr. Delmarva Distinguished Citizen Award, DPI’s highest honor, was presented to Roger D. Marino of Worcester County, a long-time DPI volunteer and past president. Marino, the corporate director of pub-lic relations/community relations for Mountaire Farms, Inc., was cited for his many contributions to DPI as a com-mittee member and chairman, member of the board of directors, as 2006 and 2007 president, and for being a willing volunteer for many other DPI programs during his nearly two decades on Del-marva. Additionally, DPI recognized his work in the communities of Delmarva and his and Mountaire’s positive mes-sages about the chicken industry.

DPI’s Medal of Achievement awards were presented to Delaware Senator Bob Venables of Sussex County and the University of Maryland Eastern Shore educator and researcher Dr. Jeannine Harter-Dennis.

Senator Venables was honored for his more than two decades of support for the chicken and agricultural indus-tries. Born in Sussex County, Venables has served in the Delaware Senate since 1988. He was recognized for his knowl-edge and support of the chicken indus-try and agriculture in general. His work on the Senate Small Business Commit-tee, Agriculture Committee, and Natural Resources and Environmental Control Committee has been important to the chicken industry.

Dr. Jeannine Harter-Dennis was hon-

ored for her nearly 30 years of teaching and research at the University of Mary-land Eastern Shore. She has worked on many issues related to nutrition. One of her current research efforts involves developing a litter-less floor for poultry houses that could significantly reduce the amount of ammonia gas produced. Dr. Harter-Dennis has been a member of several DPI committees over the years.

Additionally, DPI recognized 15 out-standing poultry producers. Selected by their companies from Delmarva’s nearly 1,800 poultry growers, this year’s re-cipients are:

Earl and Karla Beardsley, Nanticoke – Tyson Foods, Inc.

Mary and Robert Bryan, Laurel, Del. – Mountaire Farms of Delaware

Lori and Chip Croswell, Marion Sta-tion – Mountaire Farms of Delmarva

Lee and Marilyn Ellers, Harrington, Del. – Perdue Farms Inc.

Herman and Florence I. Kauffman, Greenwood, Del. – Allen’s Hatchery, Inc.

Eddie Kelley, New Church, Va. – Perdue Farms Inc.

Jerry and Patricia Lambertson, Snow Hill – Tyson Foods, Inc.

Ronald and Tammy Massey, Sea-ford, Del. – Allen’s Hatchery, Inc.

Chicken House Lane, LLC, Clayton, Del. – Allen’s Hatchery, Inc.

Larry and Brenda Nagel, Federals-burg – Perdue Farms Inc.

Schrock Family Farm, Greenwood – Allen’s Hatchery, Inc.

Randy and Marcia Spence, Dover, Del. – Mountaire Farms of Delaware

Ray and Sheila Tull, Seaford – Per-due Farms Inc.

Ronald and Audrey Tyndall, Seaford – Tyson Foods, Inc.

Ralph Wilson, Salisbury – Mountaire Farms of Delmarva

DPi recognizes area growers

HABITAT DONATION - Uno Chicago Grill in Fruitland recently presented a check for $1,000 from their Dough raiser program to Habitat for Humanity of Wicomico County. From left are Joe rosales of Uno Chicago Grill and Marly Link, development director, Habitat.


Business Journal -- May 2010 Issue

BU

SIN

ES

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SU

PE

RV

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Prepare for successPrepare for a new position or gain the skillsto take your career to the next level by takingnon-credit courses offered by Wor-WicCommunity College. Classes are startingsoon in:

Continuing Education& Workforce Developmentwww.worwic.edu(410) 334-2815

FinanceGrant WritingMarketing Office SkillsSmall Business OperationsSupervision & LeadershipTime Management

“I use socialnetworkingto market mybusiness. Inthe class-room, notonly do Iteach how touse Facebookand othertools, I pro-vide real-lifestrategies aswell.”

Dr. Ira Wolfeinstructor

Education

The winner of salisbury University’s Bernstein award Competition on saturday, april 24, was “Knollege, LLC,” an online educational network for college students created by (L-r) sU junior Hunter Mcintyre of Highland, MD; senior Charles Gray of Fruitland; and M.B.a. student ryan Chacon of Laytonsville, MD.

Knollege, llC winner of Achievement AwardSalisbury University’s 2010 Bern-

stein Achievement Award finalists cre-ated new businesses—and competed for a top prize of $5,000.

The winner of Salisbury University’s Bernstein Award Competition was “Knollege, LLC,” an online educational network for college students

“We tend to look for innovation from relatively new industries, where technology is central to the product or service,” said Dr. Stephen Adams, who teaches entrepreneurship in SU’s Perdue School of Business and is director of the Bernstein Awards.

Knollege LLC was created by M.B.A. student Ryan Chacon of Lay-tonsville, MD, senior Charles Gray of Fruitland, and junior Hunter McIntyre of Highland, MD. They created an ex-clusive online educational network for college students nationwide to share ideas, questions and knowledge.

Seniors Michael Silvers of Salisbury and Matthew Dotterer of Westminster, MD, were selected for Deals On Deck, a company designed to deliver location-based advertising to the recreational boaters using cell or smart phones.

In addition to these two teams, two individual plans were also selected. Junior John Kline of Rockville, MD, developed AIR (Atmosphere Improve-ment and Renewal) Lawn Care, a new company that will provide environmen-tally-friendly and sustainable residential lawn services.

Repeat finalist Erik Butler, a junior from Burtonsville, MD, created the

Theatrical Warehouse, a one-stop re-tail shop providing theatrical products including sets, lighting equipment, hardware, lumber, tools paint and other specialty items.

The finalists presented their plans in Holloway Hall. A four-member judg-ing panel picked the winner. The 2010 judges were: Warren Citron of Gloto-corp, Renee Stephens, the Eastern Shore manager of the Maryland Department of Business and Economic Development; Hayley Gallagher, executive director of Maryland Capital Enterprises, and Lee Kirwan, the Eastern Shore representa-tive for the TEDCO Rural Business In-novations Initiative.

The Bernstein Achievement Award for Excellence was launched in 1987 by local entrepreneur and SU alumnus Richard Bernstein (’76), founder of BAI Aerosystems, Inc. in Easton and K&L Microwave, Inc. in Salisbury. He creat-ed the competition to recognize students who develop original, well-researched and potentially successful proposals for a business startup or for the transforma-tion of an existing business.

The award is designed to encourage and to provide resources for young en-trepreneurs to move forward with their visions. SU graduate and undergraduate students in any program of study may participate. Several award winners have gone on to operate successful busi-nesses.

For more information call 410-543-6030 or visit the SU Web site at www.salisbury.edu.

JA VISITS PRINCE STREET - M&T Bank and Junior achievement (Ja) recently partnered to bring financial literacy and work readiness skills to kids at Prince street elementary. M&T Bank’s $2,000 sponsorship provided all of the classroom materials for more than 440 students in first through fifth grade. seated from left are students Marissa Mendez, razhan Grayson, Jadan seligler, Kiahya Camper. standing are students sarah Ullman, anthony roberts, Jamie Ortega, Paul Joseph. also pictured are Jayme Weeg, president, Junior achievement; Jon P. sherwell, administrative vice president, M&T Bank; Gene Malone, board of directors, M&T Bank; and scott Fowler, principal, Prince street elementary.


SU Named Among‘Greenest’ U.S. CollegesBy Wayne SheltonDirector of Campus Sustainability and Environmental SafetySalisbury University

On April 22, 2010, people worldwidemarked the 40th anniversary of EarthDay—often considered the birth of themodern environmental movement. On the first nationally recognized Earth Day,some 20 million Americans, includingthousands of students, rallied for ahealthy, sustainable environment.

Since then, environmental awareness has steadily grown, especiallyat colleges and universities. Today’sstudents are committing to sustainablelifestyles on campus, and off. As concernsabout global warming continue, more andmore schools are getting serious aboutgoing green. Salisbury University is one of them.

Recognizing this commitment, The Princeton Review, in partnershipwith the U.S. Green Building Council,has named SU one of the nation’s mostenvironmentally responsible universities.

SU will be featured in the inauguralGuide to 286 Green Colleges, a new freeresource for college applicants thathighlights impressive environmental andsustainability programs at campusesacross the country.

President Janet Dudley-Eshbach, who signed the American College and University Presidents ClimateCommitment in 2007, said she washonored that SU’s strong commitment to sustainability was recognized.

“Our Teacher Education andTechnology Center was the first—andright now only—new construction projecton Maryland’s Eastern Shore to be LEEDcertified by the U.S. Green BuildingCouncil,” she said. “The University ispursuing silver-level status, and in somecases gold, for all new facilities. I’mgrateful for the ongoing and unwaveringdedication that SU students, faculty andstaff have to protecting the environment.”

Collected from surveys of hundreds of colleges nationwide, data examinedinclude institutional commitment to LEED building certification,environmental literacy programs, formal sustainability committees, use ofrenewable energy resources, recyclingand conservation programs, and more.

The 286 colleges were selected basedon “green rating” scores they received insummer 2009 in The Princeton Review’sonline profiles and annual guidebooks.SU received a rating of 88 (on a scale of60-99) in The Princeton Review’s Best371 Colleges. All of the campuses wererated in the 80th percentile or higher.

According to guidebook publisher Robert Franek, “Students and their parents are becoming more and more interested in learning about and attending colleges and universitiesthat practice, teach and support environmental responsibility.”

Green Building Council President andCEO Rick Fedrizzi said: “Beyond thecost savings to an institution, even thesimplest aspects of a green campus, such

as increased use of natural light, havebeen found to improve student learningand quality of life.”

Interested students and parents may download the Guide to 286 GreenColleges at www.princetonreview.com/greenguide or www.usgbc.org/campus.

With a recycling program that startedsome 30 years ago, being “green” is notnew at SU. Some exciting initiativeshappening this spring include UniversityDining Services’ recent contract withGreenlight Biofuels to recycle used frying oil. The campus also celebrated“Green Week” in April with eventsincluding a recycling exhibit andalternative energy workshop.

In the classroom, award-winningenvironmental writer Tom Horton isteaching English students “Rhetoric of the Environment,” while former U.S.Congressman Wayne Gilchrest, whochampioned Chesapeake Bay issues, is teaching about “The Environment andthe Political Process.” The Henson Schoolrecently hosted “Smart Growth Day,”exploring sustainable development with leaders and residents from across Maryland.

The White House also recently honored three SU education professorsfor dedicating over 500 hours to theGreen Earth Book Awards— the nation’sfirst prize to laud environmentalstewardship in children’s and young adultliterature. Drs. Ernie Bond, Patricia Deanand Laura Marasco were nominated forthe President’s Gold Volunteer ServiceAward by the Newton MarascoFoundation, a Virginia-based non-profitenvironmental charity.

Since 2005, the foundation haspartnered with SU to celebrate GreenEarth Book Award-winning authors andillustrators during the campus’ literaturefestival. In 2009, Dudley-Eshbach washonored with the organization’s inauguralaward for Leading EnvironmentalStewardship for her commitment tosustainability on campus.

Additional honors came from theMaryland Department of NaturalResources: SU earned its “People Lovingand Nurturing Trees” (PLANT) award forhaving a tree-friendly campus, which is anational arboretum.

Other “green” initiatives are detailed inthe campus’ recently unveiled climateaction plan, which outlines steps toreaching a goal of zero net greenhousegas emissions by 2050.

For more information, visitwww.salisbury.edu/president/sustainabilityinitiatives.

From left are Dr. Jurgen schwarz, director and associate professor, Food science and Technology Ph.D. Program, UMes; Dr. Gladys shelton, interim dean, school of agricultural and natural science, UMes; Dr. Dave Owens, vice president corporate research, Perdue; Mark Gooden, UMes doctoral student; Bridget Hagens, UMes doctoral student; and Dr. Bob vimini, director, research and development, Perdue.

Perdue awards UMes studentsBridget E. Hagens and Mark C.

Gooden, doctoral students in the Uni-versity of Maryland Eastern Shore Food Science and Technology Program, are recipients of $5,000 Perdue Food Sci-ence and Technology Scholarships. The Perdue scholarship, a competitive award based on the merit of the applicants, is awarded annually, with 2008 being the first year two scholarships were awarded.

Hagens is part of an ongoing re-

search study to determine the impact of wild bird population movement and related environmental factors on the prevalence of Salmonella and Campy-lobacter on grazing animals of farm-lands through fecal contamination. The study is being conducted at UMES and Virginia State University.

Gooden’s research is centered on lamb and goat meat in hopes of taking the knowledge gained here back to his home in Jamaica.

next lunch and learn The rise of social networking is

helping businesses extend their reach to connect more effectively with sup-pliers, partners and customers. Or-ganizations that are adopting online community and social networking as part of their culture and business strategies are opening up new pro-ductive and profitable lines of doing business.

Learn social media ABC’s from blogs to Twitter, social network pit-falls and landmines and developing a strategy to grow your business at the Chamber’s next Lunch and Learn.

The “ABC’s of Facebook, Twitter and Other Social Media” will be held at the Salisbury Area Chamber of Commerce on Thursday, May 6 from 11:30 a.m. to 1:30 p.m. The presenta-tion will be led by workforce trends expert and author Ira S. Wolfe.

Cost is $20 and includes lunch and materials. Registration is a must and seating is limited.

To register, contact Brooke Be-rezowski at the SBDC at 410-543-6516 or [email protected] or Kristen Bacon at Maryland Capital Enterprises at 410-546-1900 or [email protected].

VISIT WITH OTTO - Motivating young children to listen to traffic safety can be a challenge for educators and parents. However, when Otto The auto is doing the lecturing, children pay attention.

Otto the auto is a three foot tall, re-mote controlled talking car that engages children in fun, memorable traffic safety exercises. “Otto” teaches the importance of buckling seat belts, wearing bicycle helmets and looking before crossing the street.

visit with Otto the auto at aaa Mid-atlantic salisbury branch’s free Family Fun Day on saturday, May 8, 10 a.m. to 4 p.m., in the avalon shopping Center, 8245F Dickerson Lane, salisbury.

For more information, visit www.aaamidatlantic.com.

Business Journal • May 2010

ADVERTISINGMorning Star Publications, Inc. Doris Shenton 410-742-3333 302-629-9243 [email protected] Norman Eskridge Hwy., Seaford, DE 19973 302-448-6547 _________________________________________________________________________________________________________________________________________________________________________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 DEALERSPohanka Automotive Group Chris Hagel 410-749-2301 410-742-5168 pohankaofsalisbury.com [email protected] North Salisbury Blvd., Salisbury, MD 21801 ext: 8030 ________________ ________________________________________________________________________________________________________________________________________________________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_________________________________________________________________________________________________________________________________________________________________________EMPLOYMENT AGENCY Manpower, Inc. Darlene Smyser 410-742-8861 410-742-9384 us.manpower.com [email protected] Tilghman Rd., Salisbury, MD 21801_________________________________________________________________________________________________________________________________________________________________________FINANCIAL The Bank of Delmarva Robert D. Core 410-548-5670 410-742-9588 bankofdelmarva.com [email protected] Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________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 ________________________________________________________________________________________________________________________________________________________________________RPS ISG International Brad Sutliffe 410-901-0736 410-910-0836 isgintl.com [email protected] Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________Landmark 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________________________________________________________________________________________________________________________________________________________________________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 ________________________________________________________________________________________________________________________________________________________________________PRINTINGDicarlo Digital Center. Joey Dicarlo 410-749-9901 410-749-9885 dicarlodigitalcopycenter.com [email protected] South Division St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________RECYCLINGDelmarva Recycling Greg Stein 410-546-1111 410-543-9005 delmarvarecycling.com [email protected] Boundary St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________Cubes 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 ________________________________________________________________________________________________________________________________________________________________________

Business Journal Directory

Name Contact Phone Fax Website Email

PAGE 28

Business Journal • May 2010 PAGE 29Business Journal • May 2010

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.

Architecture15 AWB Engineers . .742-7299 16 Becker Morgan . . . . . . . . . .

Advertising 5 Comcast Spotlight . . . . . . . . . . . . . . .341-8950 31 Money Mailer . . . . . . . . . . . 302-628-8686

Automobiles & Services 6 Pohanka . . . . . . .1-877-4-POHANKA 10 Burnett White . . . .742-2222

Business Counseling 30 SCORE. . . . . . . . .749-0185

Construction 8 Gillis Gilkerson . . .749-4821 19 Regional Builders 736-3845

Education 21 Dale Carnegie. . . .896-3053 26 WorWic . . . . . . . . .334-2815

Employment18 Express Employment . . . . .860-8888

Financial 4 PNC . . . . . 877-BUS-BNKG 11 Shore Bank. . . . . . . . . . . . .

Health 24 Accurate Optical . .749-1545

Health24 Apple Discount Drugs . . . . . . . . . . 543-8401

Heating & Air Conditioning 22 Mid-Atlantic Heating . . . . . . . . .546-5404

Insurance23 Atlantic Smith, Cropper & Deeley 835-2000 7 isg . . . . . . . . . 800-336-5659

Jeweler 8 Kuhn’s. . . . . . . . . .742-3256Paving 20 Chesapeake Paving & Sealing, Inc. . . .742-2330

Political30 Michael James . . . . . . . . . .

Real Estate 2 Sperry Van Ness. .543-2440

Screen Printing18 Chesapeake Screen Printing. . .749-7660

Transportation 13 Bay Runner Shuttle . . . . . . . . .912-6000

Utilities 9 APPI . . . . . . . 800-520-668520 Bay Area Disposal . . . . . . . .860-660722 Choptank Electric . . . . . . . . . . . .877-892-000117 Delmarva Recycling . . . . . . . . 546-111117 Shore Energy. . . . 896-3636

Business Journal Advertising Index

PAGE 29

A+ Driving School, Inc.Accurate Optical CompanyAirport Self StorageAlarm Engineering, Inc.Arby’s Roast Beef Restaurants/DelmarbyArnsparger Insurance AgencyAvery W. Hall Insurance Agency, Inc.Azar/Filipov, M.D. P.A.The Bank of DelmarvaBates Moving & Storage Co. Inc.Bayrunner ShuttleBB&T BankBBSIBecker Morgan Group, Inc.Bendler Realty Corp.Blood Bank of DelmarvaBozman’s Floor CoveringCharles P. Brenner, D.D.S., P.A.Brescook, LLC/Dale CarnegieCharles Brown Glass CompanyCaldwell & Whitehead, P.A.CAREFIRSTCathy’s Pet Salon, Spa & Doggie DaycareCato Gas & Oil CompanyChem-Dry On The ShoreChesapeake Utilities Corp.Choptank ElectricClear Channel Outdoor, Inc.Coastal Association of RealtorsCoastal Title & Escrow Corp.Cockey, Brennan & Maloney, PCCommunity Foundation of the Eastern ShoreRichard G. CooleyCooper Insurance Agency, Inc.

Membership RenewalsSalisbury Area

Chamber of Commerce

Country Inns & SuitesCourtesy Chevrolet CadillacCullen, Insley & Benson, LLPData Services, Inc.Davis, Bowen & Friedel, Inc.Delmarva ArchiveDelmarva BroadcastingDelmarva Collections, Inc.The Delmarva Dempseys, KFC/TB Inc.Delmarva Tele-Plus, Inc.Design Atlantic Ltd.Dove PointeEastern Pile Driving, LLCEastern Shore DistributingEducational Supplies, Inc.Edward’s Marine & Sons, Inc.Gamee Elliott/State Farm Ins.Elliott/Kinnamon ConstructionThe English CompanyERA Martin AssociatesEvans BuildersThe Farmers & Planters Co., Inc.First Shore Federal Savings & LoanGenerations Financial Advisors, Inc.George, Miles & Buhr, LLCGo-Glass CorporationThe Gospel ShopH.O.P.E. With Support, Inc.Habitat For Humanity of WicomicoHampshire, Hampshire & Andrews, Inc.Handcraft Linen ServicesHearne & Bailey, P.A.Hebron Savings BankG. B. Heron & Company, Inc.Holloway Funeral Home, P.A.Horner HondaHow Sweet It Is, Inc.Humane Society of Wicomico County, Inc.John D. Hynes & Associates, Inc.R.C. Insley Co.JA of the Eastern Shore, Inc.Jiffy Lube/Shockley Mgmt., Inc.

Jones and Frank Corp.JostensKids of HonorKitchen Concepts PlusKitty’s Flowers, Inc.Kuhn’s Jewelers, Inc.Laws & Sarbanes, P.A.Lens-Art StudioLife Crisis Center, Inc.Livingston, Hammond & Hill Wealth Management, LLCLong, Badger, Sheller & Smith, P.A.Lower Shore Enterprises, Inc.MAC, Inc. Area Agency on AgingCynthia B. Malament - Attorney at LawMarket Street InnW.R. McCain & Associates, Inc.McCrone, Inc.Robert L. Messick, Inc.Metropolitan MagazineMid-Delmarva Family YMCAMidAtlantic Farm Credit, ACAMitchell’s Martial Arts & FitnessMorning Star PublicationsNutters Crossing Golf ClubJoe OllingerThe Paper People Co., Inc.John B. Parsons HomeThe Peninsula Insurance CompanyPeninsula Cardiology Assoc., P.A.Peninsula Oil & PropanePeninsula Regional Medical CenterPepsi-Cola Bottling Co.Piedmont Airlines, Inc.PKS & Company, P.A.Premier Planning GroupQuality Staffing ServicesRegional Builders, Inc.Pete Richardson Auctions Sales, Inc.Riverside PharmacyRommel Electric CompanyRowles & Company, LLPThomas H. Ruark Builders-Developer, Inc.

Salisbury Animal HospitalSalisbury Automotive, Inc.Salisbury Brick Company, Inc.Salisbury Moose Lodge 654Salisbury Neighborhood HousingSharp WaterShore BankShore Distributors, Inc.Shore Paper Box CompanyDavid W. Simpson, Jr., P.A.T. E. Smith & Son MechanicalStadler Greenhouses, Inc.George G. Strott, Jr. P.A.Subside Deli, Inc.Telewire, Inc.Tidewater Physical Therapy and RehabilitationTishcon CorporationTri-County Workforce Development InitiativeTGM Group, LLCMilford W. Twilley, Inc.Twilley, Rommel & Stephens, P.A.United Landscaping, Inc.Value CarpetVenture Manor Farms, Inc.Wal-Mart StoresWBOC TVWebb, Burnett, Cornbrooks, Wilber, Vorhis, Douse, MasonWeisner Real Estate, Inc.Wells Fargo AdvisorsWestwood Development LLCWicomico County Board of EducationWicomico County Dept. of Social ServicesWicomico County Farm BureauWicomico Public LibraryWicomico Soil Conservation DistrictWigglesworth, Layton & Moyers, P.C.Wilgus InsuranceWilmington UniversityWor-Wic Community CollegeZia’s Italian Grill


Free Business Counseling!

Start-up and Existing Businesses

Salisbury SCORE 410-749-0185

Email:[email protected]

Business Counselors Wanted!

Volunteer and Share Your Knowledge

INFORMATION and LINKS => www.salisburyscore.org

In the investment world, there aren’t many certainties, but here’s one of them: prices will always go up and down. As an individual investor, you can’t do anything about this volatility. But the way you respond to it could make a big difference in your long-term investment success.

Many investors think they can “beat” volatility by trying to time the market — in other words, by buying when prices are low and selling when prices are high. In theory, this is an excellent strategy, but in reality, it’s pretty much impossible to follow — because no one can really predict, with any accuracy, market highs and lows.

So instead of attempting to time the market, you’re much better off by fol-lowing a time-tested strategy known as systematic investing.

To systematically invest, you simply put the same amount of money into the same investments at regular intervals. To illustrate, you could put $100, $500, $1,000 or more into Investment X on the first of every month.

To make it even easier on yourself, you could automatically transfer those dollars from your bank account directly into the investment you’ve chosen.

In all likelihood, your contribution will buy a different amount of shares of Investment X each month. For example, if Investment X sells for $100 per share in January, a $500 investment will buy five shares. In February, if the price has fallen to $50 per share, your $500 will buy 10 shares.

In other words, when you systemati-cally invest, you’ll automatically buy more shares when the price is low and fewer shares when the price is higher — and that’s a great way to cope with market volatility.

But systematic investing also offers some other advantages, including the following:

• Efficient share building — The more shares you own of an investment, the bigger your cumulative gains when-ever the price of that investment rises. Consequently, increasing your shares should be a prime objective — and sys-tematic investing is one way of building your share ownership.

• Investment discipline — Most people realize the value of investing for their retirement and other long-term goals, but they often put it off each month and find other things to do with the money — and by then, there’s often nothing left to invest. But by setting up a bank authorization to invest systemati-cally each month, you’ll “pay yourself first.”

• Lower cost of investing — Through systematic investing, your cost per share likely will be lower than if you made sporadic lump sum investments. And by lowering the cost of investing, you will, in effect have the potential to boost your returns.

While systematic investing is typi-cally a good way to fight the effects of

volatility, it can’t guarantee a profit or prevent a loss in declining markets.

And keep in mind that you need to have the financial wherewithal to keep investing through up and down markets.

But if you have that ability, consider putting systematic investing to work for you. It may not be glitzy or glamorous, but it may work for you.

Systematic investing can help ‘bumps in the road’Investingto systematically in-vest, you put the same amount of money into the same investments at regular intervals.

By Kelley Selph

About the authorKelley M. Selph, AAMS, is a finan-

cial advisor for Edward Jones Invest-ments. You can reach him at 410-860-1828.

recycliNg tip

Just one plastic bottleBy recycling one plastic bottle it

not only saves anywhere from 100 to 1,000 years in the landfill but also saves the environment from the emissions in producing new bottles as well as the oil used to produce that bottle.

Source: www.environment-green.com


Personnelblack promoted at rPS iSG

RPS ISG Interna-tional, local provider of business insurance and employee benefits, announces the promo-tion of Donna Black to senior account manager where she will be re-sponsible for overseeing ISG’s key employee benefits accounts and coordinating all administrative processes during the re-newal cycle.

Black received her B.A. degree from Frostburg State. She resides in Talbot County with her husband and has two children and three grandchildren.

DelliGatti joins firmSchneider, Richardson & Davis an-

nounces the addition of Sarah DelliGatti as a licensed real estate agent.

A Salisbury native, DelliGatti is a graduate of James M. Bennett High School. She received her bachelor’s degree in advertising and public rela-tions from Penn State University and, most recently, lived in Chapel Hill, N.C., where she worked as a client service manager for a consumer trends research firm. Prior to that, she worked

as a project manager at WB&A Market Research in Crofton, Md.

DelliGatti resides in Bishopville with her husband, Brian and her dog, Rusty.

olds attends symposiumErnest W. Olds,

AIA, vice president of Becker Morgan Group, recently attended the Fire Industry Equipment Research Organization (F.I.E.R.O.) Fire Station Symposium in Charlotte, N.C.

F.I.E.R.O. is a non-profit fire service group with the objec-tive of providing a safe, more efficient, effective and progressive fire service through the application of shared knowledge.

This symposium is developed and run by fire service personnel and fo-cuses on educating attendees on the latest technology, equipment and design trends for improving the industry.

haddaway-riccio electedThe Women Legislators of Maryland

have announced their slate of officers for 2010-2011 and have elected Del-egate Jeannie Haddaway-Riccio (R-

District 37B) as first vice president.

During her career in the Maryland House of Delegates, Haddaway-Riccio has served in numerous positions with the Women’s Caucus including co-chair of the legislative policy com-mittee and second vice president.

The Women Legislators of Maryland was founded in 1972 and was the first statewide organization of its kind in the country. Their mission is to improve public policy that affects women’s lives and to increase the number of women elected and appointed to public office.

In 2003, Haddaway-Riccio was ap-pointed to the Maryland General As-sembly, making Maryland third in the nation for the number of women in the State’s legislature.

Delegate Jeannie Haddaway-Riccio represents District 37B which includes Talbot, Dorchester, Caroline and Wicomico Counties.

Johnston joins councilIn March, Eric Johnston, CFP, In-

Focus Financial Advisors, joined the Southern Delaware Estate Planning Council. Johnston is a certified financial

planner who has been working with clients on estate planning since 1993.

The Southern Dela-ware Estate Planning Council is a highly rec-ognized interdisciplinary organization for profes-sionals involved in estate planning, providing its members with opportunities to enhance their skills and expand their network through programs and interaction.

Johnston’s offices are located in Salisbury. For more information, call 410-546-0911 or visit www.infocusfin.com.

hall earns certification Kim Hall, a member

of Nelson Insurance Agency, Inc. of Princess Anne, has achieved the classification of Certified Insurance Service Repre-sentative by The National Alliance for Insurance Education & Research.

Hall, who has been in the insurance industry for 25 years, has been with Nelson Insurance Agency for more than three years.

Black

Olds

Haddaway-Riccio Johnston

Hall

Connect for SuccessWith The

Salisbury AreaChamber of Commerce

Date: Thursday, May 13, 2010Time: 8 a.m. - Registration &

Continental Breakfast8:30-11:30 a.m. - Program

“60 SECOND DRILL”Come to the “60 Second Drill” hosted by

Dan Williams, author of the book Tales From The Networking Community.

Learn how to write and present your60 second pitch … and practice it on the

participants in the room before you leave!This is extremely helpful, especially for

first time participants.

FREE to paid “Connect for Success” Participants

Thursday, May 6, 20109 a.m. - 11 a.m.

Chamber Business Center144 E. Main St., Salisbury, Md.

Location: Chef Fred’s Chesapeake Steakhouse 1801 N. Salisbury Blvd., Salisbury, MD 21801COST: $30 for Chamber members, $40 non-members

This program allows participants to connect with over 90 other business people over a 3-hour time period.Each participant is given one minute to pitch their

business to nine people at their table and then it’s time to move on to the next group.An exciting and fun way to meet people and

get your business noticed!LIMIT OF ONE PARTICIPANT PER COMPANY!

Certain Exceptions May Apply - Call to Inquire RSVP: Cathie Thorsten -- 410-749-0144

or [email protected]

RSVP BY MAY 11, 2010 TO GET YOUR SPOT!!Name(s): ________________________________________________________________________

Company ________________________________________________________________________

Address: ________________________________________________________________________

Phone: _____________________________________

Payment: (Please check one): n “60 Second Drill” - FREE to participantsn Chamber members: $30 for “Connect for Success” ORn Non- members: $40 for “Connect for Success”

n Please invoice my company at the address above for $__________ ORn Please accept my check for $____________ ORn Charge $___________ to my (circle 1) Visa MasterCard AMEX DiscoverNumber________________________________ Exp._________ CVC# ______

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