delaware business november-december 2012

DELAWAREBUSINESS

PLUS:• Real Estate

• Technology

• Banking

November/December 2012 $3.00

MEET THE

SUPERSTARS IN BUSINESS

A Publication of the Delaware State Chamber of Commerce

DSCC_NovDec12.indd 1 10/25/12 12:05 PM

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Especially about what people want from a bank.

WHEN YOU’VE BEEN AROUND AS LONG AS WE HAVE,

YOU TEND TO LEARN A FEW THINGS.

How does a bank stay in business for 180 years?

By knowing what’s important to its Customers. That’s why we

provide Delaware’s largest free ATM network1. Free checking.

Free debit card transactions2. And a standard of service you

won’t find anywhere else. Where can you find a bank like this?

At your nearest WSFS. Call us at 1-888-WSFSBANK or visit us

online at wsfsbank.com.

Follow us on Twitter at twitter.com/wsfs.

1 Free ATM transactions for WSFS Customers at WSFS ATMs. 2 Multi-currency international transaction fee applies to ATM and debit card transactions.

©2012 Wilmington Savings Fund Society, FSB | Member FDIC

DSCC_NovDec12.indd 2 10/25/12 12:05 PM

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DELAWARE BUSINESS | November /December 2012 1

Volume 17, Number 6 / Delaware Business (USPS 012098)

(ISSN 153253542) is published bi-monthly by the DSCC Center

for Business Management. Subscription price is $18 a year

(included in membership dues). Known office of publication

is 1201 N. Orange St., Suite 200, Wilmington, DE 19801.

Periodicals postage paid Wilmington, DE 19850. Postmaster:

Send address changes to Delaware Business, c/o DSCC

Center for Business Management, P.O. Box 671, Wilmington, DE

19899-0671. Telephone (302) 655-7221.

Departments

President’s Message ..............................2

Banking, tech industries and the

real estate market are intertwined.

Legislative Priority ..................................3

With the elections over, it's time

to problem-solve.

Member News and Notes ......................5

Delaware Moving and Storage and

Sunday Breakfast Mission forge a helpful

bond, DelTech launches an energy-

efficient manufacturing program, and

much more.

Q&A: Christiana Mall GM Steve

Chambliss

Nonprofit Spotlight: National Kidney

Foundation Delaware Valley

Business Spotlight: Diamond

Technologies

Welcome New Members ......................12

Chamber Scene .....................................14

Newsbites ...............................................46

Calendar .................................................48

Manufacturing........................................56

Chamber Committees ..........................58

Chamber Member Benefits .................59

For Assistance, Contact the Chamber ..........................................60

Features

SUPERSTARS IN BUSINESS ..................................................................................... 22

The 2012 winners of the Marvin S. Gilman Superstars in Business Awards take a

well-deserved bow, and share their success stories with the world.

BY ELLE BORNEMANN

TECHNOLOGY ........................................................................................................... 31

Mike Bowman’s Delaware Technology Park has become a magnet for

innovation and start-up businesses, adding $100 million a year to the

regional economy, and the creation of 16,000 new jobs. We speak to

the park-master himself. BY LARRY NAGENGAST

CONSTRUCTION AND REAL ESTATE ........................................................................ 35

Battered and bruised, the Delaware housing market is eyeing a comeback.

But will it be enough? Delaware Business investigates.

BY EILEEN SMITH DALLABRIDA

GUIDE TO BANKING ................................................................................................. 41

A full rundown of the many fine financial institutions counted among the

DSCC membership. COMPILED BY EVAN GAMBLE

On Th e Cover2012 Superstars in Business

PHOTOS BY TOM NUTTER

Correction: In the September-October issue of Delaware Business, we wrote

that Delaware Hospice serves 3,000 families in Delaware. The organization in

fact serves 41,000 families in Delaware and in Southern Chester and Delaware

Counties in Pennsylvania. Delaware Business regrets the error.

DSCC Chariman Bill Allan hung in the

hallways of McKean High School during

the Delaware Principal for a Day kickoff

press event. PHOTO BY TOM NUTTER

In this Issue

DSCC_NovDec12.indd A1 10/25/12 12:05 PM

November /December 2012 | DELAWARE BUSINESS 2

1201 NORTH ORANGE STREET, P.O. BOX 671 • WILMINGTON, DE 19899-0671

(302) 655-7221 • (800) 292-9507 • WWW.DSCC.COM

The mission of the Delaware State Chamber of Commerce is to promote an economic climate that strengthens

the competitiveness of Delaware businesses and benefits citizens of the state. The Chamber will provide services

members want; it will serve and be recognized as the primary resource on matters affecting companies of all

sizes; and it will be the leading advocate for business with government in Delaware.

DELAWARE STATE CHAMBER OF COMMERCE

EDITORIAL STAFF

William R. AllanChairman

A. Richard HeffronInterim President

Matt AmisManaging Editor

CHAIRMANWilliam R. AllanWilliam Allan & Assoc., LLC

IMMEDIATE PAST CHAIRMANThomas J. CooperCooper Realty Associates

CHAIR ELECTHinton LucasDuPont

VICE CHAIRMark StelliniAssurance Media

TREASURERBarry CrozierBelfint, Lyons & Shuman

Tony Allen Bank of America

Sylvia Banks DuPont

Ernie Dianastasis CAI

Donald T. FultonGeorge J. Weiner Associates

Pierre du Pont HaywardUniversity of Delaware

Alan LevinDelaware Economic Development Office

William E. ManningSaul Ewing LLP

Chip RossiBank of America

Richard D. RowlandRowland, Johnson & Co., PA

Dennis M. SalterSummit Realty Advisors, Inc.

Fred C. Sears, IIDelaware Community Foundation

Mark TurnerWSFS Bank

Michael S. UffnerAutoTeam Delaware

Richelle VibleCatholic Charities of Delaware

EXECUTIVE COMMITTEE

Marianne K. AntoniniSenior Vice PresidentA. Richard HeffronSenior Vice President, Interim PresidentJanine G. SorbelloSenior Vice President & Executive Director, The PartnershipJohn H. Taylor, Jr.Senior Vice President & Executive Director, DPPI

Matt AmisCommunications ManagerCheryl CornExecutive Assistant to the PresidentSenior Vice President CommunicationsKatie DunnCommunications SpecialistLinda D. EriksenAccounting AssociateGreg GrossDirector of Government Relations

Chuck JamesAccount ExecutiveArlene SimonAccount ExecutiveBill StephanoDirector of MembershipPatrina WallaceInformation AdministratorKelly WetzelEvents Manager

STAFF

BOARD OF DIRECTORS

Linda AmmonsWidener University School of Law

Julian H. BookerDelmarva Broadcasting Company

David B. BrownPotter Anderson & Corroon, LLP

I.G. Burtoni.g. Burton & Co., Inc.

Timothy J. ConstantineHighmark Blue Cross Blue Shield

Charlie CopelandAssociates International, Inc.

E. Andrew DiSabatinoEDiS Company

Orlando J. George, Jr.Delaware Technical & Community College

Martha S. GilmanGilman Development Company

Robert V.A. Harra, Jr.Wilmington Trust Company

John E. Healy IIIHealy Long & Jevin, Inc.

Michael HoughtonMorris, Nichols, Arsht & Tunnell, LLP

Tyrone JonesAstraZeneca Pharmaceuticals LP

Chris KennyShopRites of Delaware

Bernhard KochAAA Mid-Atlantic

Richard H. LaPentaInsurance & Financial Services, Ltd.

Robert J. Laskowski M.D.Christiana Care Health Systems

Renee LewandowskiAgilent Technologies

Michael MacFarlandTD Bank

Cathy MacFarlaneING DIRECT

Scott MalfitanoCSC - Corporation Service Company

Nicholas MarsiniPNC Bank, Delaware

John McCarthyAstraZeneca Pharmaceuticals LP

Paul M. McConnellMcConnell Development, Inc.

Chad MooreThe Bellmoor

Bret MorrisA.R. Morris Jewelers

Theodore J. PrushinskiCitizens Bank

Michael RatchfordW.L. Gore & Associates, Inc.

John S. RileyAshland, Inc.

W. Laird Stabler, IIILaird Stabler & Associates, LLC

Gary R. StockbridgeDelmarva Power

Clinton WalkerBarclaycard US

William S. WallaceJPMorgan Chase

Robert W. WhetzelRichards, Layton & Finger

Katie WilkinsonFulton Bank

Harry L. WilliamsDelaware State University

Fred MillerPresident

ADVERTISING SALES / Miller Publishing, Inc.

Message fromthe Vice President

The three business areas coveredin this issue are construction/realestate, technology and innovation,and banking. Most interesting isthe relationship between these threebusiness sectors in the economyand the role they can play in quick-ening the pace of the slow recoveryfrom the recession instigated by a2008 financial collapse.

Delaware’s construction employment figures are about one-third of what they were in 2007, while the real estate marketappearing to be picking up at an anemic rate. Commonwisdom tells us that technology and innovation will need tobecome leaders in the battle to overcome economic malaise.Financial institutions, particularly local banks, suffered thebrunt of the damage done by the global financial collapse.But if the economic recovery is to move at a more at a rapidrate, banks will need to play a significant role by providing thecapital needed by businesses of all sizes to expand.

The relationship between these three sectors can bedescribed simply: Financial institutions provide the capitalthat allows educational institutions and tech businesses todevelop and manufacture the products, which, in turn,can be offered for sale on the domestic and global market-place. This relationship also helps create efficiencies thatallow businesses to become more profitable and provideconsumers with products that can improve their standardof living. The success of this sector will create increasingdemands on the real estate market, which will then trans-late into amplified construction opportunities. With thesuccess of these markets, the banks will show improvedearnings, which allow them to provide additional capital.

Some experts say the housing market is beginning toshow signs of life. Be sure to check out Eileen SmithDallabrida’s update on page 39. And for a full rundown ofthose all-so critical DSCC bank members, flip to page 45.

Obviously this is an elementary example of how theeconomic system functions. But, many economists will arguethat the way out of the recession can be found with theimprovement of consumer and business confidence. The arti-cles in this edition of Delaware Business provides examplesof how local businesses involved in three sectors are movingforward with the means for providing the elements necessaryfor boosting confidence and strengthening economic growth.

DELAWAREBUSINESS

Rich Heff ron


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LEGISLATIVE PRIORITY

The Political Off-Season: Time to Solve Problems

BY RICH HEFFRON

BY THE TIME YOU READ THIS column, the results ofElection Day 2012 will be final. At least we hope there is a deci-sion—a repeat of the 2000 presidential election deadlock and thesubsequent circus like atmosphere is the last thing the nation needs,especially with an uncertain future for the economy and the threatof international turmoil looming.

Our nation, state, counties, cities and towns are navigatingthrough some very rough seas, and all of us are in the same boat.To successfully reach calmer waters and a safe harbor we all need tobe rowing in the same direction. The purpose of the elections is toallow citizens everywhere the opportunity to select people who willrepresent them in government. Although not everyone’s favoredcandidate wins, and voter philosophies remain as diverse as thepopulation, it is imperative that we abandon political rancor afterthe election results are complete.

The facts are, no matter who wins at the federal level: theMedicare, Medicaid, and social security programs are not sustain-able in the long run; the current rate of economic growth cannotproduce the robust economy necessary to generate enough jobs toincrease revenue; and various simmering situations overseas willremain unstable and dangerous. The state budget will still need tobe balanced, despite an anticipated decline in revenue, and small

businesses continue to face increasing costs. Public education,though showing signs of improvement, is not where we need it tobe, and job creation is still lagging.

Local governments face daunting fiscal hurdles and public safetyremains a serious problem in many jurisdictions. Political bickeringwill not resolve these issues, let alone the many other pressing issuesthat will surely surface in the coming months and years.

Only cooperation, hard work, frank discussion, ingenuity, patience,and wisdom—combined with an honest consideration of reality—canlead to a forward path designed to resolve these thorny issues. Thisprocess will not be easy. It will not be quick. And frankly, we simplydo not have the time for political or personal grandstanding. The citi-zens of our country and our state expect more from their public offi-cials, and they deserve to have these expectations addressed.

These are difficult times, but these are also a time of opportunity.Winston Churchill once said, “Americans will always do the right thingafter they have tried everything else.” I’m not sure whether we’ve triedeverything else yet, but it is time to do the right thing. We have faceddown even more daunting tasks in the past, and we’ve been successfulin resolving our problems not through political affiliation or status, butbecause we are Americans, because we are Delawareans, and because inthe end, we work together to do the right thing.


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December 5 Bear Trap DunesKeynote speaker Liane Hansen, NPR Personality and American Journalist

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Membernews&Notes

›› Ed Kulesza sees a lot of people

in transition. Maybe it’s a new

job, a new house, relocating or downsiz-

ing. Some of the clients who come in to

his Delaware Moving and Storage, Inc.

are looking forward to change, some are

dreading it.

Clients don’t always want to take all

of their stuff on to the newest chapter

in their lives, and moving companies

charge by the pound and the mile.

Moving a cheap bedroom set across

the country is not always the most eco-

nomical ting to do.

After years of witnessing clients leave

furniture and other household goods

behind, Kulesza thought there must be

a better, less wasteful way to put dis-

carded house wares to good use.

As a member of the Delaware State

Chamber of Commerce, Kulesza

regularly attends networking events

and started brainstorming with J.

Morgner, mission advancement man-

ager at Wilmington’s Sunday Breakfast

Mission.

When clients express an interest in

leaving furniture or other house wares

behind, Kulesza gives them contact

information for Sunday Breakfast

Mission. The charity then collects from

the moving family and is able to use all

of the goods to further its, well, mission.

Mattresses are sterilized and reused.

Sixty percent of the furniture and house

wares are distributed to people in the

community who are in need. The rest

goes into the charity’s thrift store and

the proceeds for sales are cycled back

into the Sunday Breakfast Mission,

mostly for gas to pick up other dona-

tions, Morgner said.

It’s a simple, elegant solution to

something all too common today,

the disposability of nearly everything.

Kulesza said he is just connecting peo-

ple who can help each other.

“Everybody’s busy, busy, busy today,”

Kulesza says. “It’s a very humbling

experience. What Sunday Breakfast

Mission does is absolutely wonderful.

It’s a Christian organization and they get

people off the street, clean them up and

get them educated on skills to get them

back on their feet.”

Morgner said the Mission receives

one to three calls a week thanks to the

Delaware Moving tips and those tips

lead to pick-ups nine out of 10 times.

In addition the moving company also

collects non-perishable food clients plan

to discard for the Delaware Food Bank.

Sixty percent of the

furniture and house wares

are distributed to people

in the community who

are in need.

Transition MissionDELAWARE MOVING AND STORAGE, SUNDAY BREAKFAST

MISSION TEAM UP FOR THE GREATER GOOD BY APRIL HALL



Membernews&Notes

›› Beginning in August, Delaware

Technical Community College’s

Innovation and Technology Center

(ITC) ran a six-week Energy Efficient

Manufacturing training program at its

recently renovated center in New Castle.

The program is a response to “the

expressed needs of Delaware business,”

and was designed using input from local

manufacturers, says Tom McCarthy, ITC

department chairman.

The program was funded by a U.S

Department of Labor grant to connect

Delawareans with jobs, particularly

within Delaware’s manufacturing sec-

tor. The program targeted unemployed

and underemployed workers, who were

placed into the program with the help of

the Department of Labor. At the end of

the six-week beginner level course, work-

ers were officially prepared for entry-level

positions. For graduates looking to fur-

ther advance their skills, an intermediate

course is offered. In addition, businesses

looking to upgrade their employees’ skill

levels were allowed to enroll them in cus-

tomized advanced training sessions, with

the ultimate goal to advance each gradu-

ate’s education.

The ITC collaborated with local manu-

facturing companies to make sure the

program was tailored specifically to meet

Delaware’s needs, and to train approxi-

mately 120 students by September 30,

2013. With an increased focus on energy

efficiency, businesses statewide are

looking for production technicians and

machine equipment operators to help

them reduce their energy use, save money,

and get the highest performance from vital

equipment. Topics such as maintenance,

prep math, precision measurement, hand

and power tools, torque specs, blueprint

reading, mechanical systems, electricity,

and more are covered in the course. The

program’s student-enrichment coordinator

will work with students from start to finish,

helping them to find funding for tuition,

and be placed into jobs.

Program leaders hope to help move

Delaware’s manufacturing industry for-

ward using state-of-the-art simulators.

Graduates of the program will be ready to

contribute high-performance work, with

the latest and most relevant training avail-

able under their belts.

DelTech’s Energy-Effi cient

Manufacturing Program will

help save companies money

while reducing energy use.

Energy-Efficient Manufacturing

Rolls Out at DelTech BY ROSE SUMMERS


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›› Businesses have always been

victimized by employee fraud, but

recently, fraud schemes are being reported

with greater frequency. The Association of

Certified Fraud Examiners “2012 Report

to the Nations” (ACFE Report) estimates

that frauds usually go undetected for 18

months and result in a median loss of

$140,000. More alarming is the report’s

statistics indicate small businesses—those

with fewer than 100 employees—appear

to be more susceptible to fraud and incur

“the largest median losses.”

There are many types of fraud schemes

including billing, payroll, expense reim-

bursements, cash register disbursements

and corruption to name a few. It is impos-

sible to describe and discuss all the vari-

ous fraud types in one article; however, I

will briefly highlight some billing schemes

and provide a few ideas

on protecting your busi-

ness from fraud losses.

Causes

While there are many reasons employ-

ees commit fraud, today’s difficult

economic environment is contributing

to the increase. Businesses are under

significant economic pressure to do more

with fewer resources and are reducing

costs by eliminating personnel. While

there are certainly short-term benefits

gained through a reduction in payroll

costs, longer-term problems might arise

if workforce reductions are implemented

without regard to the organization’s inter-

nal controls designed to safeguard its

assets. Additionally, individual employees

might be facing an economic crisis such

as a medical emergency or a spouse los-

ing a job. Confronted with the prospect of

being unable to pay the monthly rent or

mortgage, or even buy food, an opportu-

nistic employee aware of control deficien-

cies might well look to embezzle cash

from his or her employer as a temporary

financial solution. Unfortunately, once

fraud begins, the employee rarely stops

until the fraud is detected.

Cash Larceny

As defined in the ACFE Report, cash

larceny involves “any scheme in which

cash is stolen from an organization after

it has been recorded in the organization’s

books and records.” (Not discussed in this

article is skimming, which is the oppo-

site of cash larceny and involves stealing

cash before it is recorded in the financial

records.) One of the most popular cash

larceny schemes is billing. In his book

“Fraud Examination,” W. Steve Albrecht

notes in such a scheme: “The perpetrator

submits or alters an invoice that causes

his or her employer to willingly issue a

check or make other types of payments.”

One of the more popular billing

schemes involves the creation of a ficti-

tious or dummy company by an employ-

ee. This would include the establishment

of a mailing address and bank account

in the name of the dummy company. In

these instances, the employee commit-

ting the fraud most likely is authorized

to approve a fictitious invoice as to the

receipt of goods or services and for pay-

ment. The approved invoice is eventu-

ally paid and the perpetrating employee

receives the check and deposits it into the

newly created bank account.

A variation of the billing scheme dis-

cussed above involves the double pay-

ment of a legitimate vendor invoice. The

GUEST COLUMN: SEITZ CONSULTING, LLC

Is Your Company at Risk? Fraud Schemes Pose

Significant Business Threats BY PAUL C. SEITZ, CPA, ABV, CVA, CFFA

continued on 9



Membernews&Notes

››Steve Chambliss has seen a

lot of change and growth in his

five years as the general manager of the

Christiana Mall, by far the state’s largest

shopping complex. And it continues to

grow. Chambliss was originally brought

on to the Christiana team to help with

the beginning stages of redevelopment,

but he remains a fixture as the mall con-

tinues its aggressive expansion. Ready

for some holiday shopping?

How have you seen the mall expand?

There has been a dramatic change to

the center in the past five years due to

our aggressive expansion and renovation

plan. The center construction began in

November 2007 and completed with the

Nordstrom opening in April 2011. We’ve

changed the center from a local shop-

ping center to the best fashion shopping

destination between Philadelphia and

Baltimore. And we’re working on expand-

ing again to add a large outdoor destina-

tion with Cabela’s and a large theatre

Cinemark with 2014 openings planned.

This transformation has been very suc-

cessful in helping to establish our goals

as the place to shop for all our local cus-

tomers and the surrounding states due to

our ability to offer tax free shopping.

What is happening with the mall now?

We’re currently preparing for the busy

holiday season that’s just around the

Talking ShopQ&A WITH CHRISTIANA MALL GM STEVE CHAMBLISS BY KATIE DUNN

Christiana Mall GM Steve Chambliss wishes

for more great tenants and lots of customers this

holiday season. PHOTO BY MALCOLM VAN ATTA


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corner. Putting the finishing touches in

place with the new stores opening this

fall, getting our holiday promotional plans

and events in place and working with our

tenants on their marketing plans.

What stores can we expect to move

into Christiana?

For the balance of 2012, we have

four more stores to open that include

Microsoft, Capital Luggage, Marbles—

that’s the brain store—Fanzz, and a newly

expanded Apple Store. We’re constantly

reviewing our store assortment and work-

ing toward keeping up with customers’

shopping demands so you’ll continue to

see new and exciting stores coming to the

center in the future.

How important is bringing new stores to

the mall?

This is the lifeblood of retailing. Customer

needs are constantly changing and there

is always a demand for the latest trends

in fashion and retail shopping. In order

to continue to be the shopping center

of choice, you need to always be ahead

of the customer demand curve with the

proper assortment of merchandise uses to

meet customer expectations.

What kind of an impact do you think the

expansion will have on jobs in Delaware?

The stores here at Christiana currently

employ about 3,000 employees both full

and part time and provide a great oppor-

tunity for the local population to find jobs

with varying levels of responsibilities that

suit their qualifications and desires.

How many jobs do you think the develop-

ment of the mall has created so far?

It’s hard to know exactly, but at least

1,000 jobs have been added with the

renovation.

Do you think the construction on I-95

has had a negative impact on attracting

shoppers?

I don’t think so. There has been con-

struction in and around the mall for so

many years, that most customers have

adapted their shopping habits and have

figured out how to navigate around it. We

are constantly reviewing our traffic flow

and adjust our plans to meet the chang-

ing traffic flow at the center.

What can we expect when construction is

finished?

The DelDOT team has really partnered

with the mall to minimize the disruption

to our center and their work is forecasted

to have all the new roadways leading to

the mall complete before 2013 holidays.

What can we expect out of the upcoming

shopping season?

As with every year, we want this year to

be stronger than the previous year. We

will have quite a few new tenants that

offer even a better assortment than last

year and we’re very confident we will

have what customers expect. Our plan is

to provide a family friendly positive shop-

ping experience for all our customers.

Do you have any insider shopping tips?

How can we embrace the madness of the

holiday season?

The best times to shop at the center are

in the mornings before noon both week-

days and weekends. It allows for a much

more relaxed shopping atmosphere.

What is your favorite retail store and

favorite counter in the food cart? Why?

I’m a huge Apple Store fan, and most-

ly you’ll find me bouncing between

Saladworks and Panera Bread as they have

the healthy lunch assortment that I enjoy.

person initiating the double payment to

the vendor will then call the vendor and

request a refund or return of the second

check to his or her attention and converts

the refund or check for personal gain.

Prevention

There is no guarantee that a company

will not be victimized by fraud. There

are countless fraud schemes with the

common denominator generally being

a lack of controls. However, even with

a smaller workforce, there are ways to

limit exposure. In each of the schemes

noted above, proper internal controls

were not present. For instance, pay-

ments should only be made to vendors

included on approved listings and no

individual should be authorized to both

acknowledge receipt of goods and

services and approve an invoice for

payment. In short, companies must be

mindful of financial transaction systems

which vest too much authority in one

individual. Further, systems used for

processing financial transactions should

be reviewed periodically to ensure

appropriate segregation of duties exist

among employees and that established

controls are operating effectively.

Paul Seitz is the founder and managing

director of Seitz Consulting, LLC which

provides profitability and performance

strategy consulting and emerging busi-

ness and valuation advisory services.

In addition to providing assistance with

working capital management and debt

restructuring matters, the firm provides

fraud and forensic accounting, litigation

support, expert witness, and individual

tax services. He can be contacted by

email at [email protected].

Guest Column continued from 8



Membernews&Notes

›› In less than 20 years, the Internet

has changed the way we gather

and share information. In about half that

time, cloud technology has become as

commonplace as the Internet itself. Think

about being able to check work email

from a local coffee shop or working on a

complex business project from home.

Greg Ballance, owner of Diamond

Technologies, Inc., says his company

started 16 years ago by helping Fortune

500 companies find solutions to their

computing complications, but in the last

five years or so, Diamond has concen-

trated more on small and medium-sized

businesses.

“When you go in your home and turn

on the light switch, electricity comes

on,” Ballance says. “People just expect

the light to come on when it comes to

computer data. Both employees and

customers are used to using it.”

And the key to that is the cloud—a

central location from where users can

pull information, wirelessly.

Ballance says there are different

pieces to cloud technology. Diamond

Technologies guides businesses through

the decision-making process when it

comes to the hardware they’re using

and what should be moved to the

cloud—email, proprietary software,

applications, and more. Then there’s

whether to use a public or private cloud.

If information and applications are par-

ticularly sensitive to security, a private

cloud may be necessary, though no

other users can see business data even

on the public cloud, he says.

“People jump in or just stick their

toe in,” Ballance says. “We can start

by moving the company’s email to the

cloud without moving the businesses

data and applications.”

Companies that take advantage of

cloud technology can benefit greatly, as

can their clients, Ballance says. Those

that don’t could be left behind in the lurch.

“Where I think it’s going to impact

businesses is when they aren’t open to

change,” he says. “Employees aren’t

going to be able to do the job they want.

Most employees are used to this now,

being able to work remotely, for instance.

“And the most talented employees are

going to go where they have the tools

they need to do their job most effectively.”

He says competitors embracing cloud

technology will not only steal market

share from those businesses afraid to

change, but also the best employees.

“There are more and more adopting

this technology every day, but those

that don’t—they’re going to be behind

the 8-ball.”

BUSINESS SPOTLIGHT Diamond Technologies, Inc. BY APRIL HALL

Diamond Technologies

helps connect small and

medium-sized businesses

with emerging technology.

PHOTO BY NICK WALLACE

Ballance says there are diff erent pieces to cloud technology.

Diamond Technologies guides businesses through the

decision-making process when it comes to the hardware

they’re using and what should be moved to the cloud



››One in three adults in America

have chronic kidney disease,

and through its educational programs,

community outreach and fundraisers,

the National Kidney Foundation works to

spread the word about early detection,

treatments and organ donation.

The Philadelphia office of the NKF

serves the entire Delaware Valley, includ-

ing New Castle County and some of

Kent County.

Signature events for the group includ-

ing the Kidney Ball, scheduled for March

2013 in Philadelphia, the Kidney Early

Evaluation Program screening November

8 at Bethel AME Church in Wilmington

and the annual Wilmington Kidney Walk,

held yearly in October.

The Kidney Walk raised $107,000 in

2011 and this year’s goal was $115,000.

Mary Elizabeth Sullivan, community

outreach assistant for NKF, says she

expected to have about 1,000 people

participate in the walk.

Sullivan says the level of support for

the NKF is impressive, with University of

Delaware’s Gamma Sigma Sigma chap-

ter raising more than $10,000 alone. She

says a number of other teams of walkers

and walk sponsors are also generous

with their support.

In addition to the KEEP screenings, the

money also goes toward programs includ-

ing Continuing Medical Education pro-

grams for health professionals and educa-

tional materials for the general public.

“Basically what we want to do is focus

on prevention and education,” Sullivan

says. “There are a number of risk factors

people need to know about.”

She says those factors include high

blood pressure, a history or family history

of Diabetes. Early detection is the best

weapon against the disease, she added.

Last year the NKF screened nearly 70

people at KEEP and more than about 15

people learned for the first time that they

had Chronic Kidney Disease. Others

found out their risks for hyper tension

and high cholesterol.

“As long as you’re not in the end stag-

es, there are ways to make sure you are

treated properly,” Sullivan says. “If you

do have kidney disease there is dialysis

and perhaps a transplant. Not to men-

tion, in some forms, the disease can be

preventable.”

NONPROFIT SPOTLIGHT National KidneyFoundation Delaware Valley BY APRIL HALL

Community support at fundraising

events helps drive NKF Delaware Valley’s

mission, says Mary Elizabeth Sullivan

(front row, right). PHOTO BY NICK WALLACE


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AMERICAN RED CROSS OF THE

DELMARVA PENINSULA

Mr. Patrick Delaney100 West 10th Street, Suite 501Wilmington, DE 19801Phone: (302) 656-6620Fax: (302) 656-8797www.redcrossdelmarca.orgThe American Red Cross prevents and

alleviates human suffering in the face of

emergencies by mobilizing the power of vol-

unteers and the generosity of donors.

ASDEN OIL, LLC

Ms. Uzoma O. Azubike12 Willow Creek CourtParkville, MD 21234Phone: (434) 249-5680Provider of energy and oil services.

BILCOM, INC.

Ms. Patricia RiveraP.O. Box 391Georgetown, DE 19947Phone: (302) 228-6689www.bilcomg.usTranslation services for employers and non-

profits.

BLOOMING BOUTIQUE LLC

Ms. Michiko Seto107 Second StreetLewes, DE 19958Phone: (302) 644-4052Fax: (302) 644-2463www.bloomingboutique.comSeven women’s boutique stores that carry

women’s clothing, shoes, handbags, acces-

sories and jewelry including TrollBeads,

Chamilia, and Kameleon.

DEL-ONE FEDERAL CREDIT UNION

DOWNTOWN DOVER BRANCH

Ms. Amy Resh150 East Water StreetDover, DE 19901Phone: (302) 739-4496Fax: (302) 739-2868www.Del-One.orgFor over 50 years, Del-One Federal Credit

Union has been committed to offering,

financial products and services that provide

financial strength and stability. Del-One FCU

offers statewide branch locations, deposit

insurance up to $500,000, a variety of sav-

ings, checking and loan options, shared

branching, student scholarships, free finan-

cial education, and more.

DILLON ROAD

Ms. Susan Forbes1401 N. Clayton Street, Suite B-5Wilmington, DE 19806Phone: (302) 584-7610Dillonroad.com/consultant/sforbesCustom clothing, specializing in shirts and

suits. Affordable luxury, personal service

brought to you.

GEMINI JANITORIAL SERVICES

Ms. Janet Killian30 Lukens Drive, Suite BNew Castle, DE 19720Phone: (302) 654-5310

Fax: (302) 654-5312www.geminillc.netJanitorial Services and supplies for com-

mercial cleaning and construction clean-up.

LAW OFFICES OF MICHELE D. ALLEN, LLC

Ms. Michele Allen1201 N. Orange StreetWilmington, DE 19801Phone: (302) 884-6750www.micheleallenlaw.comA privately owned law office based out of

downtown Wilmington.

MICROSOFT STORE

Ms. Caryn Rosica137 Christiana MallNewark, DE 19702Phone: (302) 669- 0200www.microsoftstore.comMicrosoft Store offers hardware and soft-

ware solutions through their vast catalogue.

The store also offers a community theater

room for training, workshops and events.

MID-ATLANTIC HISPANIC CHAMBER OF

COMMERCE

Dr. Jorge RibasP.O. Box 910Germantown, MD 20875Phone: (301) 404-1946Fax: (202) 587-5601www.MAHCC.orgMultistate Chamber of Commerce serv-

ing the Mid-Atlantic states and advocating

for economic, workforce, and community

development.

WELCOMENew Members


DELAWARE BUSINESS 2012

MILTON & HATTIE KUTZ HOME

Mr. David Albert704 River RoadWilmington, DE 19809Phone: (302) 764-7000Fax: (302) 764-1734www.kutzhome.orgA skilled-nursing facility and

rehabilitation center.

NWN CORPORATION

Mr. John M. Gaughan130 Gaither Drive, Suite 100Mount Laurel, NJ 08054Phone: (856) 914-5630www.NWNIT.comNWN helps customers solve business

problems through technology.

PATTERSON-SCHWARTZ REAL ESTATE

524 Kennett PikeChadds Ford, PA 19317Phone: (610) 388-6100www.pattersonschwartz.com

PBK PHOTOGRAPHY LLC

Mr. Jim Jones1305 Foulk RoadWilmington, DE 19803Phone: (302) 764-9469www.pbkphotography.comPBK specializes in photo and document

restorations, business events photography

with on-site printing for business events,

weddings and portraits.

PSG FINANCIAL

Ms. Laura Crean2401 Pennsylvania Avenue, Suite 114Wilmington, DE 19806Phone: (302) 655-3961Fax: (302) 384-6878Financial services - protection,

savings, and growth.

R.D. GREEN PLUMBING

& HEATING LLC

Mr. Randy Green1025 Coleman StreetWilmington, DE 19805Phone: (302) 429-5970Providing plumbing and

heating services.

2 FISH GROUP

Mr. Mike Gracie8 West 3rd StreetWilmington, DE 19801Phone: (302) 425-3939www.2fish.comWeb design, logo creation, brand

development, marketing strategy,

SEO assistance.

s

E

ent

aphy

nts,

R.D. GREEN PLUMBING

& HEATING LLC

Mr. Randy Green1025 Coleman StreetWilmington, DE 19805Phone: (302) 429-5970Providing plumbing and

heating services.


| November /December 13


1.

2.

State ChamberSCENE

1. Nikki Lavoie of the Delaware

Economic Development Office

and Stephanie Fitzpatrick of

the National Multiple Sclerosis

Society of Delaware share a

laugh during a Young Executives

Committee Mixer on August 2 at

Union City Grille in Wilmington.

Photo by Malcolm Van Atta.

2. Dawn Reimschussel of

Bayard and friend take a break

in conversation during a Young

Executives Committee Mixer on

August 2 at Union City Grille in

Wilmington. Photo by Malcolm

Van Atta.


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3.

4.

3. Melinda McGuigan of EDiS

Company and Arlene Simon of

the DSCC pose for the camera

during an evening networking

mixer at Deerfield on August 15.

Photo by Abby Sayeg.

4. Deerfield’s Jeff Robinson

holds court during an evening

networking mixer at Deerfield

on August 15. Photo by Abby

Sayeg.


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State Chamber SCENE

6.

5.

5. State Representative Pete

Schwartzkopf cuts the ceremo-

nial ribbon at the grand open-

ing of Emory Hill Real Estate in

Lewes on August 21. Photo by

Abby Sayeg.

6. Delaware State Senator Gary

Simpson and State Rep. Harvey

Kenton mingle during the mid-

day mixer at Emory Hill Real

Estate in Lewes on August 21.



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8.

7. 7. Emory Hill’s Michele Chynoweth

greets visitors during the midday

mixer at Emory Hill Real Estate in

Lewes on August 21. Photo by

Abby Sayeg.

8. Secretary of Economic

Development Alan Levin and Emory

Hill president Carmen Facciolo

address the crowd assembled dur-

ing the midday mixer at Emory Hill

Real Estate in Lewes on August 21.



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State Chamber SCENE

10.

9. 9. A “cop” from Sonitrol

Security Systems accosts

Grant Firestone and Fritz

Land during the 2012

Delaware Networking Station

at the Chase Center on

September 27.

10. Cookies and hospitality

from the Clarion Belle Hotel

were on display during the

2012 Delaware Networking

Station at the Chase Center

on September 27.


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11.

13.

11. Presenting sponsors

Horizon Services, Inc. hold

court at the 2012 Delaware

Networking Station at the

Chase Center on September

27.

12. Coventry Health Care

displays its wares during the


Station at the Chase Center

on September 27.


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State Chamber SCENE

13. 13. Jennifer Allen and

Dina Orpello of Diamond

Technologies stop and say

hi during the 2012 Delaware

Networking Station at the Chase

Center on September 27.

14. Many a prize wheel was

spun during the 2012 Delaware

Networking Station at the Chase

Center on September 27.

14.


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15. Father-son team William

Swezey and William Swezey,

Jr. of Data Management

Internationale pose during the


Station at the Chase Center on

September 27.

16. PNC Bank displays during

the 2012 Delaware Networking

Station at the Chase Center on

September 27.

16.

15.


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The Marvin S. Gilman Superstars in Business Award is named for one of Delaware’s finest small business leaders. The awards are presented to com-panies that have been in business for at least three years, are small businesses based on number of employees and are members of the Delaware State Chamber of Commerce. Another award recognizes non-profit organizations. Awards of Excellence are presented to the runners-up in each category.

The following businesses are decorated with the 2012 Marvin S. Gilman Superstars in Business Award.

2012 SUPERSTARS IN BUSINESS AWARD WINNERSBlooming Boutique (Category of up to 24 employees)

Over the last six years, Blooming Boutique has grown from one small boutique into seven stores located throughout the Delaware beach region. Blooming Boutique sells jewelry, handbags, wallets and more, to women of all ages. The stores offer great prices along with even better customer service. Owner Michiko Seto throws customer appreciation parties and keeps patrons informed through monthly newsletters. The company’s fun atmosphere and unique products keep business strong even through the cold season.

Cover & Rossiter, P.A. (Category of 25 to 59 employees)

Cover & Rossiter has been serving the Delaware community for more than 70 years. It loyally provides individualized accounting, audit, tax and financial planning services to its range of clients. With its team based approach to business, Cover & Rossiter thrives by maintaining a fam-ily oriented and challenging work climate that attracts clients. Cover & Rossiter cultivates a great environment for its employees, and was honored with the News Journal’s Top Workplaces Award in August 2012. The com-pany was a 2011 Award of Excellence winner.

Emory Hill Companies (Category of 60 to 150 employees)

Now in its 31st year, Emory Hill provides commercial brokerage, con-struction, property management and maintenance, as well as residential real estate sales to Delaware and the Mid-Atlantic region. The company prospers thanks to its beliefs in quality and integrity, an innovative team approach, and community involvement. Emory Hill began as a real estate development company in Newark, but soon grew into the company it is today, with outstanding performance, customer service, and a loyal cus-tomer base. Emory Hill was a 2011 Award of Excellence recipient.

Blood Bank of Delmarva (Non-profit organization category)

The Blood Bank of Delmarva is a non-profit community service organi-zation dedicated to providing blood and blood products to the Delmarva Peninsula region. Over the past 58 years, the Blood Bank of Delmarva has earned the trust of its community, and has grown into a strong and capable network that serves more than 20,000 patients a year. Blood Bank employ-ees value their important cause as much as each individual patient.

2012 AWARD OF EXCELLENCE WINNERSUnique Impressions (Category of up to 24 employees)

This one-stop-shop for imprinted products caters to schools, non-profits, sports teams, fraternities and sororities and more. The owner and employees believe that personal attention is the key to a thriving business.

Community Bank Delaware (Category of 25 to 59 employees)

A full-service community bank located in Lewes and Rehoboth Beach, Com-munity Bank Del. offers a full range of commercial and retail banking services. The combined experience of the president and the directors give the bank a spe-cific, accurate and sophisticaled perspective of the community’s banking needs.

Superstarsin Business

Small businesses really are the backbone of the Delaware State Chamber of Commerce. Each year,

the Small Business Alliance honors those businesses and non-profit organizations for their exceptional

accomplishments and model approaches to business and management.



Back to Basics Learning Dynamics, Inc.(Category of 60 to 150 employees)

Founded in 1985, Back to Basics is a premier education provider forstudents of all ages and needs. The award-winning tutors and instructors at Back to Basics have provided over 12,500 children and adults with excep-tional one-on-one tutoring and enrollment.

Sunday Breakfast Mission (Non-profit organization category)

Sunday Breakfast Mission comprehensively serves the homeless and impov-erished in and around Wilmington. The organization has met the demands of the community and opened a new facility to provide an opportunity to women and children to escape potentially dangerous living situations. Thanks to its new facility, the organization houses 200 men, women and children each night.

PLATINUM

Bank of America

M&T Bank

DIAMOND

The Gilman Family

GOLD

Associates International, Inc.

Belfint, Lyons & Shuman,

CPAs

Citizens Bank

Colonial Parking, Inc.

Delaware Economic

Development Office

DuPont

EBC Carpet Services Corp.

EDiS Company

Highmark Blue Cross Blue

Shield Delaware

PNC Bank

TD Bank

WSFS Bank

SILVER

Artesian Water Co.

Artisans’ Bank

Assurance Media, LLC

AutoTeam Delaware

Delaware City Refining

Company LLC

Dukart Management/

McDonald’s

Glenmede

Gunnip & Company, CPAs

MySherpa

New Castle Insurance

ParenteBeard LLC

VanDemark & Lynch, Inc.

Wheeler, Wolfenden &

Dwares, CPAs

BRONZE

ab+c Creative Intelligence

Back to Basics Learning

Dynamics, Inc.

Delaware Community

Foundation

Diamond Technologies, Inc.

DiSabatino Construction

Company

Environmental Alliance, Inc.

George J. Weiner &

Associates

FRIENDS

Community Service Building

Corexcel

Professional Staffing

Associates, Inc.

Ronald McDonald House of

Delaware

MARKETING &

ADVERTISING DESIGN

Mease Communications

VIDEO PRODUCTION

Teleduction

PROMOTIONAL MEDIA &

APPLICATION HOSTING

Delmarva Broadcasting

Company

AWARDS

A.R. Morris Jewelers

GIFT SPONSORS

Healy, Long & Jevin, Inc.

Delmarva Broadcasting

Company

PRINT/ONLINE MEDIA

Delaware Today

NEWSPAPER COVERAGE

The News Journal Media

Group

SIGNAGE

Parcels, Inc

2012 MARVIN S. GILMAN SUPERSTARS IN BUSINESS SPONSORS

Mr. Kenneth Anderson

Delaware Economic

Development Office

Mr. Terrence Barclift

Bank of America

Ms. Pam Cornforth

Ronald McDonald House

of Delaware

Mr. Lawrence DiSabatino

DiSabatino Construction

Ms. Katie Dunn

Delaware State Chamber

of Commerce

Mr. Donald Fulton

George J. Weiner & Associates

Ms. Janice Giannini

Paradigm Associates, LLC

Ms. Martha Gilman

Fundraising Chair, Gilman

Development Company

Mr. John Healy, III

Healy, Long & Jevin, Inc.

Mr. Steve Lehm

Program Chair, VanDemark &

Lynch, Inc.

Mr. Chad Moore

The Bellmoor Inn

Mr. Bill Parks

Colonial Parking, Inc.

Mr. Chip Rankin

Selection Committee Chair, EBC

Carpet Services

Mr. Christopher L. Scarpitti

M&T Bank

Ms. Kristen Shaw

ParenteBeard, LLC

Ms. Priscilla Turgon

Professional Staffing

Ms. Cathy Stauffer Wozniak

The TEAM Approach

Mr. Terrence Barclift

Bank of America

Ms. Pam Cornforth

Ronald McDonald House

of Delaware

Ms. Katie Dunn

Delaware State Chamber

of Commerce

Ms. Cynthia Dwyer

Wellness Community Delaware

Mr. Donald Fulton

George J. Weiner & Associates

Ms. Janice Giannini

Paradigm Associates, LLC

Mr. Stephen Lehm

VanDemark & Lynch, Inc.

Mr. James Randall

Mr. Chip Rankin

EBC Carpet Services

Mr. Christopher L. Scarpitti

M&T Bank

Ms. Kristen Shaw

ParenteBeard, LLC

Ms. Cathy Stauffer Wozniak

The TEAM Approach

2012 MARVIN S. GILMAN SUPERSTARS IN

BUSINESS PLANNING COMMITTEE

2012 SUPERSTARS IN BUSINESS AWARD SELECTION COMMITTEE


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WITH THE MOUNTAINS OF EXQUISITE BEADS, neck-laces, clothes, hats and shoes displayed in her Blooming Boutique, owner Michiko “Micha” Seto has found her way into the hearts of shopaholics everywhere. Thanks to the success of her seven gift stores located through-out lower Delaware, Seto is a 2012 Superstar in Business.

For Seto, the idea for opening a boutique sparked while vacationing in St. Martin. She came across a line of exquisite handbags, and “they were as pricey as they were beautiful,” she says. Seto recreated the bags, injecting her own unique personality into the design. Requests for her hand-crafted bags poured in quickly. And though she quickly found herself over-whelmed with orders, Seto sensed an opportunity.

The Ocean City, NJ native made her way back to the shore in 2006 when she opened her first Blooming Boutique on West Market Street in Lewes. With sales nearly doubling each month, Seto decided to expand, and since then has blossomed into six more locations throughout Sussex County.

“It is still hard to believe that we started in a tiny store on Market Street and grew to this size in only six years,” Seto says. “But I love being able to offer unique, useful, fun and affordable products to a broad range of customers.”

By 2010, Seto had brought Blooming Boutique to Rehoboth Beach, Bethany Beach and Milford. Her company’s growth granted Seto the opportunity to provide an even larger variety of products to her custom-

ers, including lines such as Lindsay Phillips shoes, Popcorn Shirts clothing, TrollBeads, Chamilia, Delaware Beach Beads, Donna Sharp handbags, Mud Pie Accessories, and more.

“Blooming Boutique stands apart from peers because we find unique products that are affordable and we provide excellent service,” Seto says.

The essence of Blooming Boutiques can be boiled down to its customer service. Seto’s workforce is made up of 23 part-time employees, many of whom are recent retirees. “Her enthusiasm is contagious,” says Rosann Desmond, a long time employee who has been working for Blooming Boutique since 2006. “Work isn’t like going to the dentist, you actually enjoy coming here.”

To reward employees for their dedication, a 401k profit sharing program was installed. Seto describes her employees as a “product of the product,” and their enthusiasm rubs off on customers.

Blooming Boutique shows no signs of stopping. On Memorial Day week-end, the Lewes community officially welcomed Seto’s newest store, Treasures, which sells products for the homes. Accent furniture and artwork—often portraying local icons like Dolle’s Candyland, the Rehoboth Boardwalk, and the beach area’s World War II towers—can be found at Treasures.

Seto says the next step for Blooming Boutique involves designing private-label clothing lines and finding new ways to exercise Blooming Boutique’s philosophy of catering to every woman’s fashion needs.

S u p e r s t a r s i n B u s i n e s s Wi n n e r ( - e m p l o y e e s c a t e g o r y )

BLOOMING BOUTIQUEBY ELLE BORNEMANN | PHOTOS BY TOM NUTTER


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AS ONE OF DELAWARE’S OLDEST and most respected cer-tified public accounting firms, Cover & Rossiter, P.A. boasts an ability to serve a unique cross-section of Delaware businesses, organizations, families, and individuals, as it has for more than 70 years. The firm’s dedication makes it a true Superstar in Business.

Employees at Cover & Rossiter provide clients with a full range of financial services, including accounting, auditing, taxes and financial planning, among many others. The company’s commitment to minimiz-ing tax burdens and providing valuable business advice has kept its many clients—which include the Blood Bank of Delmarva, Longwood Gardens, University of Delaware Research Foundation and Read-Aloud Delaware, to name a few—happy and coming back each year.

In 1939, Clarence Cover opened a branch of his Philadelphia-based firm in Wilmington. Cover & Co. eventually became Cover & Rossiter, P.A. in 1965 with the addition of Paul Rossiter as a partner. Though the times have changed, Cover & Rossiter’s mission to provide clients with individu-

alized and innovative services to its clients has not strayed. When the recession of 2008 hit, Delaware business leaders needed a

firm that would provide accounting guidance to endure and recover during a financial crisis. Managing Director Geoff Langdon says that in times of economic strife, clients need psychological encouragement more than any-thing else. “By taking the time to get a client on the phone, telling them that we are there for them and we are going to help them make it through goes a very long way,” says Langdon. “They just need to know that you’re in this with them and that you will stick it out together until the very end. We want our clients to know that we want them to succeed, because their success means our success,” says Langdon.

Cover & Rossiter guided its clients through the recession, and prevented even a single client from declaring bankruptcy. The firm itself thrived post-recession and opened a second branch in Middletown in August of 2010. Since 2008, Cover & Rossiter’s net revenue increased 2.9 percent over

S u p e r s t a r s i n B u s i n e s s Wi n n e r - E m p l o y e e s C a t e g o r y

COVER & ROSSITER, P.A.BY ELLE BORNEMANN

continued on 28


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THE FORMULA AT EMORY HILL Companies allows it tocontinue to provide quality services while it grows as an enterprise. A 2011 Award of Excellence winner, Emory Hill’s continued evolution as a supe-rior company is no fluke. With the addition of new technological advance-ments and continued focus on customer service, Emory Hill is a 2012 Superstar in Business.

The company began life as a real estate development company based in Newark, but by 1989 Emory Hill Real Estate Services Inc. had grown into a company that also provided comprehensive construction management, design-build services, commercial brokerage, residential real estate broker-age, property management and maintenance. To date, Emory Hill has built and developed more than 15 million square feet of property with a com-bined value of well over $600 million.

Emory Hill was founded in 1981 by Robert H. Hill and R. Clayton Emory, with Carmen Facciolo Jr. becoming a partner in 1983. The expan-sion of the company’s services came as a result of their client’s demands, and

the resulting growth allowed Emory Hill to become a one-stop real estate resource. In 1997 Emory Hill’s brokerage services division aligned with NAI Global, the world’s largest managed network of real estate providers.

Three distinct reasons allow Emory Hill to stand out from its peers: outstanding client service, leadership by example, and a focus on a team approach and team building efforts. The services Emory Hill provides are client-driven and are developed to meet the particular needs of any finan-cial or real estate area. Client services include strategic planning, portfolio analysis and management, lease audits/lease administration, financial reviews, demographic/regional analysis and IT functions, and more. The company’s leadership strives to make property maintenance hassle-free and less burden-some on clients. “If you give clients the opportunity to be successful, then they will be,” says Facciolo.

Walking through an Emory Hill office building reveals a professional, cor-porate environment. But these are no corporate robots. Comprised of 79 total

S u p e r s t a r s i n B u s i n e s s Wi n n e r ( - e m p l o y e e s c a t e g o r y )

EMORY HILL COMPANIESBY ELLE BORNEMANN

continued on 28


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MOST NONPROFIT ORGANIZATIONS ASK for dona-tions in the form of money, clothing, food or time. The Blood Bank of Delmarva simply asks for your blood. For 58 years, the Blood Bank of Delmarva has provided blood products to more than 1.3 million patients, and continues to save lives in the community.

More than 70,000 blood donations are needed each year for about 20,000 patients across the Delmarva Peninsula. Last year, 91,839 people registered to give blood, platelets, and plasma. The Blood Bank of Delmarva, which is headquartered in Newark, continues to provide the blood products to patients in 16 hospitals in the Delmarva Peninsula.

However, there will always be a need for blood. “Blood is not something that we can manufacture—it has to come from a person and their will to give,” says Michael Waite, director of marketing and community relations.

For the Blood Bank of Delmarva, community involvement plays a huge role in the organization’s success. “We are the community. We live and sup-port the community in need and therefore we need the rest of community to help,” says Roy Roper, manager and CEO. To reward the community

for their involvement, the Blood Bank of Delmarva instituted a unique membership plan that provides blood products to approximately 163,000 member families. The plan promises immediate blood product coverage to a member as well as their dependants in any emergency situation—and reinforces the notion that members and donors are crucial instruments in saving lives. “Our community is our business. If it weren’t for donors, the lights wouldn’t even be on,” Waite says.

Mary Konwinski, manager of community relations, says donors become more active when they see who their donation benefits. “Faces are the key to getting someone to donate. By putting a face to the recipient, it now becomes more personal for the donor and it makes their donation feel more rewarding,” she says.

In 2007, 14-year-old Andrew McDonough became a face for platelet donations at the Blood Bank. Awareness of Andrew’s condition—he suf-fered from leukemia—soon led to the establishment of the B+ Foundation, which dedicates support to families of children with cancer. Joseph

S u p e r s t a r s i n B u s i n e s s Wi n n e r N o n - P r o f i t C a t e g o r y

THE BLOOD BANK OF DELMARVA

BY ELLE BORNEMANN

continued on 28


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Superstars in Business

2009, 10.6 percent over 2010 and 9.3 percent over YTD July 2011. When many organizations were forced to cut back or lay off employees, Cover & Rossiter increased by 6 percent in 2011 and will increase another 6 percent by the end of 2012.

Cover & Rossiter commits fully to its employees, too. In 2012 the firm won The News Journal’s Top Workplaces Award, and a Psychologically Healthy Workplace title from the Delaware Psychological Association in 2010. Understanding that happy staff members usually means happy clients, Cover & Rossiter employ-ees are encouraged to choose a desired work week that fits around their family obligations.

Staffers at Cover & Rossiter also trace deep community roots, and give back to it every chance they get. In 2012, the staff pledged $50,000 over the next five years to the University of Delaware in memory of their friend and co-worker, Julie Gricol, a former intern with the firm. The Julie G. Gricol ‘08 Memorial Scholarship grants an undergraduate student with the financial ability to study in the University of Delaware’s Lerner College of Business and Economics as an accounting major.

With confidence, honesty, and family values folded into every aspect of the workplace, Cover & Rossiter shows no signs of slowing, and continues to serve Delaware just as it has for more than 70 years.

Cover & Rossiter continued from 25

employees (including five who have logged at least 20 years of company service), the staffers of Emory Hill are the core of the business. Winning the Mid-Atlantic Real Estate Journal’s 2011 Best Place to Work award proves that the work environment at Emory Hill is anything but dull.

Like many companies, Emory Hill was greatly affected by the economic downturn of 2008. Since then, the company has managed to main-tain growth and strives to keep the company relatively small to avoid loss. “This protects us and our employees in case we see another eco-nomic crisis,” says Hill. Amidst the economic crisis, Emory Hill was still able to meet client demands for real estate services in the lower Delaware region. In June 2012, Emory Hill opened an office in Lewes to support growing

Emory Hill continued from 26

McDonough, Andrew’s father, was recently inducted into the Fenwal Blood Donation Hall of Fame and continues to give blood today.

Young blood proves to be more useful and

Blood Bank continued from 27

versatile for donations and saving lives, so the Blood Bank’s marketing department revamped its approach and began targeting younger donors. Utilizing social media and creating friendly, com-petitive blood drives for local high schools, colleges and businesses, proved successful. In 2011, the Blood Bank was witness to and a participant in the Colonial Athletic Association Blood Challenge at the University of Delaware—the largest one-day blood drive in the history of the state. A total of 1,350 individuals registered to give blood at four simultaneous locations. During the 2011 Summer Blood Challenge, blood donations increased by 20 percent, with 8,611 blood donations and 1,691 new Blood Bank members.

Today, employees and volunteers work togeth-er to actively contribute working towards one main goal: providing blood and blood products to patients in need. Employees, volunteers and donators are constantly reminded of the help they are providing and the value their donations hold. Roper conducts ongoing “town hall” meet-ings for staff members that give them a chance to voice their opinions and ideas on develop-ment. It allows staffers to feel a connection with upper management, and fosters the idea that they play an important role in the organization. “We are a team, working towards one common goal- to save lives,” Roper says. The GEM pro-gram, which stands for Going the Extra Mile, encourages employees to reward one another when they see another one doing extra work for a patient or product.

In the last 12 months, the Blood Bank has pursued partnerships with other area non-profits, including the American Diabetes Association, American Cancer Society, Leukemia & Lymphoma Society, American Heart Association, CureSearch for Children’s Cancer, and others. Staff charitable activities supported United Way, Toys for Tots, and Ronald McDonald House.

“With 4 to 5 percent of our population giving the rest of the population blood, the people who are constantly giving are the ones keeping everybody else alive.” Waite says. The Blood Bank includes four permanent blood donation centers in Newark, Wilmington, Dover, and Salisbury, Md., and more than 30 locations are visited by bloodmobiles and accommodate all areas of the community.

“It’s the most personal type of philanthropy that a person can give,” Waite says, “their own blood, a personal part of them.” ■

expansion in Kent and Sussex counties. The new office had already listed 25 properties as of press time, including a few that resulted in lease and sale transactions.

In the past year, Emory Hill has implemented two new programs to reward employees that attract new clients. The “Lead Referral Program” rewards employees for bringing in new business while the “Pinnacle” award is given to the employees who voice new ideas and opinions. Launched following a Pinnacle suggestion, Team Theme Lunches were born to maintain stronger unity and camaraderie between the employees in all departments.

Emory Hill constantly finds new ways to increase customer service. New software and technology advancements have been put into practice within the last year. With the addition of two new state-of-the-art customer service programs called “Workspeed” and “Fleet GPS,” employees are able to regularly communicate with clients and inform them on progress. “Workspeed,” a web-based system by which ten-ants and property owners can simultaneously monitor when repairs may be needed in their buildings. If a light bulb goes off in a building, the web system points it out, and then informs the tenants, landlords and Emory Hill’s mainte-nance team simultaneously. In the “Fleet GPS” response system, technicians in the field are able to respond to service calls and maintenance problems. “It is highly important to stay in contact with our clients,” Hill says. “Customer service is key to running a good business.”

Emory Hill encourages employees to form long-lasting relationships with clients and the communi-ty at large. Some clients have been with Emory Hill for more than 10 years and include businesses such as the Goodwill of Delaware, WSFS Bank, Chimes of Delaware and Royal Farms.

Emory Hill boasts a long proud history of community contributions, and is led by partners Hill and Facciolo. “Since Bob and Carmen are so involved,” says marketing director Michele Chynoweth, “it encourages everyone else to help their community as well.”



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31

Guide to Technology

DELAWARE BUSINESS | November /December 2012

Tech On DeckAS CORPORATE CAREERS GO, Mike Bowman had a pretty good one.

Starting fresh out of college with a bachelor’s degree in chemical engi-neering, Bowman got to know the DuPont Co. inside out. After spending 30 years in a variety of research, marketing and manufacturing assign-ments, he wrapped it up in 1996 as vice president and general manager for advanced materials and systems, a billion-dollar global business with 2,500 employees whose headquarters Bowman had decided four years earlier to place in the brand new Delaware Technology Park in Newark.

For many executives, that would be enough. For Bowman, it was time

to launch a second career, one that would make him a magnet at the center of dozens, perhaps hundreds, of advances in science and technology in Delaware.

From 1996 to 1998, Bowman dabbled in a new venture, one that would have taken him to Arizona. But the technology park’s board of directors, which he had been chairing, persuaded him to take on a new role as the park’s president.

When he stepped in, the park had one building, the one that had origi-nally housed DuPont’s advanced materials and systems business, which had become a casualty of the company’s reprioritizing in the mid-1990s.

Mike Bowman has transformed

the Delaware Technology Park into

an incubator for promising science

and tech companies. PHOTOS BY DICK

DUBROFF/FINAL FOCUS PHOTOGRAPHY

Mike Bowman and the Delaware Technology Park drive

the next wave of innovation BY LARRY NAGENGAST


32 May/June 2012 | DELAWARE BUSINESS

Guide to Technology

Bowman promptly turned that building into an incubator for prom-ising science and technology companies. They grew and grew, and so did the technology park.

Today the park is home to 54 businesses with nearly 1,000 employ-ees in its five buildings, not to mention another 30 or so that have grown up, moved out and are enjoying continued success throughout the region. The park’s impact on the regional economy amounts to about $100 million a year, and since 1998 it has directly or indirectly accounted for the creation of about 16,000 new jobs, Bowman says.

As Bowman tells it, the park is successful because its pieces are so well put together—the “perfect triangle” of collaboration among the University of Delaware, the state and the private sector, and the easy access the fledgling businesses have to everything from wet labs and conference rooms to UD interns, business development consultants, accountants and marketing professionals.

As others tell it, the park is successful because of Bowman.“Mike is a magnet for anyone who is growing in the biosciences

industry,” says Bob Dayton, a former Delaware Economic Development Office manager who is now executive director of the Delaware Bioscience Association, a not-for-profit trade group based in the park.

“People in technology companies [in Delaware], in any number of areas, come to Mike for counsel,” Dayton says. “If they don’t go to him directly, they go to somebody else, and then Mike gets roped into it.”

“He has a nose for opportunities,” adds David S.Weir, director of the university’s Office of Economic Innovation and Partnerships and founding director of the Delaware Biotechnology Institute (DBI), which occupies one of the park’s five buildings.

“His connectivity with people and events throughout the state and the region is mind-boggling,” Weir says. “He is the consummate networker, pollinator and team player.”

Bowman’s network “ranges from engineers looking for a job to the CEOs and chairmen of the largest companies,” Dayton says. “He’s con-nected to executives at the highest level and is working with guys who have ideas, who want to start something and don’t know where to go.”

Weir calls Bowman “a model mentor.”That, Bowman insists, is because new businesses need a lot of advice,

and scientists, especially those who grew up in another country or have spent most of their lives on a university campus, don’t necessarily know how to turn a good idea into a profitable one.

“It’s a lot of free consulting— how to get going, where things are around Delaware, and how it works,” he says.

And, Bowman adds, the support is ongoing, even after a business has left the park. “There’s not just one meeting. If you’re here, it’s sort of for life.”

Bowman, Dayton says, “works the spectrum from all angles.”In working the spectrum, Bowman has built a technology park whose

tenants focus on four key areas: life sciences, advanced materials, informa-tion technology and renewable energy.

Two of the park’s most notable success stories, Bowman says, are QPS-USA, originally Quest Pharmaceutical Services, a DuPont Co. spinoff founded in 1996, and the Fraunhofer Center for Molecular Biotechnology, which incubated at DBI and how has its own building in the park. Both are contract research organizations (CROs) for the pharmaceutical indus-try, performing lab and clinical testing and providing a variety of other



Guide to Technology

services to help pharmaceutical manufacturers bring new products through research, development and regulatory approval.

QPS-USA started with three employees and has grown to 930, as of the end of August, said Ben Hsu, the company’s chief financial officer. The com-pany now has two labs in the park, another in Delaware, one in Missouri, and others in the Netherlands, Taiwan and India, Hsu said. In addition, QPS recently acquired another life sciences business in Austria, he said.

QPS started in the park, moved out, moved back in and has changed office areas several times to accommodate its growth. “Mike has been very helpful in accommodating our needs in space, facilities and infrastructure. His team always tries to solve the hurdles small businesses face,” Hsu said.

Fraunhofer, among other things, develops vaccines used in the prevention and treatment of avian flu, malaria and anthrax. The company has also received government grants to develop reagents to combat biological warfare threats. .

In addition to nurturing successful ventures at the park, Dayton said Bowman was instrumental in the state’s successful courting of two signifi-cant businesses, Air Liquide and Incyte, although neither was a candidate for location at the technology park.

Air Liquide, a multibillion-dollar French company that supplies specialty gases for the pharmaceutical and chemical industries, opened its Delaware Research and Technology Center in 2007 in Glasgow. Incyte, which is developing small molecule drugs for treatment of cancer and other seri-ous medical needs, started in California, came to Delaware and eventually made its headquarters at the DuPont Experimental Station. “If not for

Mike and DuPont, Incyte would have been a Pennsylvania company,” Dayton said.

Bowman, 71, isn’t expecting to retire anytime soon. “My bandwidth is another five years or so,” he says.

One of his remaining goals is to develop a “tighter organization” for the state’s entrepreneurial technology ecosystem, a web of alliances that includes, among others, UD and its multiple research and business devel-opment units, Delaware State University, Delaware Technical Community College, the chambers of commerce, the Delaware Bioscience Association, and First State Innovation, a nonprofit that aims to locate sources of seed money for early-stage businesses.

Bowman’s “personal mission” also includes filling out the technology park with construction of one more building and establishing a solid con-nection with the university’s STAR (Science, Technology and Advanced Research) campus on the site of the former Chrysler automotive plant.

“That’s a very exciting process for us. We look at ourselves as a feeder,” he explains, nurturing new ventures until they become large enough to move to the new campus and identifying established businesses that might find a new home there. “If they’re the major leagues and we’re the farm team, we’ll help to scout and develop the talent,” he says.

Looking ahead, and looking out for others, is typical Bowman, Dayton says.“He has the knowledge and the passion like no one else I’ve ever

known,” he says. “He consumes himself with helping other people, and moving technology forward.” ■



AS BOB WEIR SURVEYS the housing market, he sees dark cloudslingering on the horizon—with a bit of sunshine peeking through the gloom.

“The mood of the working real estate agent in New Castle County is a bit more hopeful because prices are starting to stabilize,” he says. “But there is still frustration because there are so many variables no one has any control over.”

Weir is CEO of the New Castle County Board of Realtors. At the height of the housing boom in 2005, there were 2,700 licensed members. Today, there are 1,700.

The brokers and agents who are still in the game are the pros, a mix of seasoned veterans and dedicated newcomers, many of whom are establishing new careers in real estate after being downsized from corporate positions.

“At the top of the market, a lot of people were simply order takers instead of serving their clients,” Weir says. “The people who are succeeding in real estate today are working hard to promote their clients’ interests.”

One potential speed bump to recovery is a proposal to eliminate Americans’ cherished tax deduction for mortgage interest. So far, the move-ment has not gained momentum and Weir hopes it never does.

“As a country, we have supported homeownership for a long time,” he says. “We don’t even want to talk about the elimination of the mortgage interest deduction.”

Weir sees movement in sales on both ends of the spectrum, the high end as well as the low end.

Over all, single-family home sales in August were up 14.9 percent in

Guide to Real Estate

Brighter Horizons

Battered and Bruised, the

Delaware Housing Market Eyes

a Comeback BY EILEEN SMITH DALLABRIDA


creo


New Castle County, 15.1 percent in Kent and 32.9 percent in Sussex, compared to the same month last year.

Still, getting a good price remains a challenge for sellers. In New Castle County, the average home price is $222,144, a tick up from $220,088 in 2011.

But the median price continues to decline, notes Harry Wooding of Re/MAX of Wilmington. In 2011, the median in New Castle County was $205,000; in 2012 to date, it’s $189,000.

The hottest bracket is for homes priced from $175,000-$225,000, he says.Wooding attributes the decline to foreclosures that continue to keep the

inventory of properties high. Middletown and some areas of Wilmington are especially hard hit. Statewide, foreclosures tripled in two years, vaulting from a steady average of about 2,000 properties a year to 6,000 homes a year in 2010 and 2011.

“Buyers have a lot of choices,” he says. “The home that sells needs to be a shiny penny, the best-looking property in the price range.”

Currently, there are 2,443 homes listed for sale in New Castle County, a six-month supply. The average length of time on the market is 107 days.

Not all properties sell. At least 400 homes went off the market in the county during the past 12 months for a variety of reasons. In some cases, the sellers decided to stay put rather than take a hit on the sales price. Others opted to rent their homes.

Still, becoming a landlord is often more hassle than it’s worth.“Unless you are prepared to be a landlord, it’s probably not a great idea,”

Wooding says. “You could get a tenant who is great—or a tenant who is not good at all.”

In Sussex County, buyers are looking for second homes as well as primary residences, including homes for well-heeled retirees from New Jersey and Maryland, says Justin Healy, broker at Ocean Atlantic Sotheby’s International Realty in Rehoboth Beach.

“Sales are going very well in terms of the volume of transactions,” he

says. “The problem is prices are down.”That is because the majority of buyers are focused on the lower end of

the market. Of sales to date in coastal Delaware, 49 percent of sales were under $300,000. That’s a sharp contrast to the crest of the housing boom in 2006, when only 28 percent of sales were under $300,000.

Conversely, the high end is stagnant. In Rehoboth, for example, the inventory of homes priced at more than $1 million is large enough to last three years, while there is a six-month supply of properties in the under-$300,000 pool. Sales of homes priced at more than $900,000 are a thin 5-percent slice of the pie; in 2006, sales in that bracket represented 13 percent of the market.

Healy attributes the trend to a profound psychological shift in the mind-set of buyers.

“They want luxury—granite counter tops and hardwood floors—but they aren’t competing with the Joneses in terms of square footage any more,” he says. “People are very interested in energy efficiency. They don’t want a lot of maintenance.”

This year, sales of condominiums and townhomes are up 40 percent in resort communities. Because that part of the market is more competitive, prices have not been dinged as hard. The average condo or townhouse in the coastal market is selling at $313,107 in 2012, a 2 percent dip from 2011.

For single-family residences, the average price is $430,328, 13 percent less than in 2011. The volume of sales is up 19 percent.

Even in the sweet spot, homes are taking longer to sell. The average time on the market for homes priced at less than $300,000 is 194 days. For homes priced at $900,000 or more, it’s 304 days.

Still, Healy detects growing power among power sellers, who have been on the ropes for more than five years. “Sellers are getting the word that the market is improving and are less willing to negotiate,” he says.

Across Delaware, there’s a bright note for agents intent on showing homes to their best advantage. It is easier these days to get sellers on board in making their properties attractive to buyers.

That means putting away family photos. After all, you want the buyers to imagine themselves in the home. Ditto for extensive collections that might make the property appear cluttered.

“They are all watching HGTV,” says Carole Kisner of Patterson-Schwartz in Dover. “We actually had sellers who had already packed up a huge collection of china and crystal and were storing it because they knew the house would show better without it.”

That also goes for painting walls in neutral colors, washing windows, oiling squeaky hinges and manicuring the landscaping.

Why are these strategies important? Because they work, she says. Kisner points to a lovely four-bedroom, two and a half bath home just north of Magnolia. The house was clean as a whistle, impeccably staged and priced to sell at $250,000.

The result: a quick sale. The seller received two qualified offers in eight days.


“Buyers have a lot of choices. Th e home that sells needs to be a shiny penny,

the best-looking property in the price range.”



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Connecting prospective buyerswith programs that can make home ownership affordable is important, too. Kisner is always on the alert for incentives offered by both lenders and government.

The Delaware State Housing Authority offers a variety of programs, including low-interest loans for first-time buyers. Income restrictions apply, depending on location and family size. There are added incentivesfor buyers who purchase properties in

areas that are targeted because of social and economic challenges. Interest rates are tantalizingly low, dipping under 4 percent for a

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boxes on an extensive checklist presented by the lender.“Banks are still strict in making certain buyers can prove they can

afford a home,” Kisner says. “I tell buyers to bring every scrap of paper they can lay hands on, including tax returns, when they meet with a lending officer.” ■


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Artisans’ Bank Contact: Mr. Stephen Nelson

Phone: (302) 658-6881

Fax: (302) 654-0559

www.artisansbank.com

Red Clay Center at Little Falls 2961

Centerville Road, Wilmington

Founded in 1861, Artisans’ Bank

has grown to 12 branches across

Delaware to help meet the financial

needs of working men and women,

retirees, students, small businesses,

developers and craftspeople.

Bank of AmericaContact: Mr. Chip Rossi

Phone: (800) 441-7048

Fax: (302) 432-0264

www.bankofamerica.com

11th & King streets, Wilmington

Bank of America Corporation is

a bank holding company, and a

financial holding company. Bank of

America also serves as a financial

institution, serving individual con-

sumers, small and middle market

businesses, corporations and gov-

ernments with a range of banking,

investing, asset management and

other financial and risk manage-

ment products and services. They

have three branches dealing with

Home Loans in Delaware.

The Bank of DelmarvaContact: Mr. Paul Mylander

Phone: (302) 226-8900

Fax: (302) 645-0846

Email: [email protected]

www.bankofdelmarva.com

910 Norman Eskridge Highway, Seaford

Bank of Delmarva offers personal

and commercial banking services.

The bank was founded in 1896

and is based in Seaford, Delaware.

Bank of Delmarva operates as a

subsidiary of Delmar Bancorp.

Barclays Bank DelawareContact: Mr. Clinton Walker

Phone: (302) 255-8001

Fax: (302) 255-8277


www.barclays.com

100 S. West Street Wilmington

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perks. The company was founded

as Juniper Financial in 2000; it

became a part of Barclays in 2004.

Bryn Mawr Trust Company of Delaware Contact: Ms. Karen A. Fahrner

Phone: (302) 798-1790

www.bmtc.com

20 Montchanin Road, Suite 100,

Greenville

Since 1889, the professionals at Bryn

Mawr Trust have focused on helping

individuals, families, businesses and

organizations create, manage, pre-

serve and transfer wealth.

CITIContact: Ms. Terri Hasson

Phone: (800) 285-3000

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1000 North West Street – 5th Floor

Wilmington

With 200 years of experience meeting

the world’s toughest challenges and

seizing its greatest opportunities, Citi

strives to create the best outcomes

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financial solutions that are simple,

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160 countries and millions of people.

Citizens BankContact: Mr. Theodore Prushinski

Phone: (302) 421-3568

Fax: (302) 421-2223

[email protected]

www.citizensbank.com

1308 Centerville Road, Wilmington

Citizens Financial Group, Inc. is a

$132 billion commercial bank hold-

ing company. It is headquartered

in Providence, RI, and through its

subsidiaries has more than 1,500

branches, approximately 3,900 ATMs

and more than 20,900 employees.

It operates its branch network in

12 states and has non-branch retail

and commercial offices in about 40

states. Citizens Bank has 25 loca-

tions operating in Delaware.

Commonwealth Trust CompanyContact: Mr. Peter Horty

Phone: (302) 658-7214

Fax: (302) 658-7219


www.comtrst.com

29 Bancroft Mills Road, Wilmington

CTC provides unparalleled

Delaware directed trustee services

to clients as part of a highly special-

ized and responsive team of trust

advisers. Its commitment to deliver-

ing client-focused administrative

services allows the other fiduciaries

serving the client to do what they

do best, resulting in a superior

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Community Bank DelawareContact: Ms. Lynda Messick

Phone: (302) 348-8600

Fax: (302)348-8610

Email: Lynda.Messick@

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16982 Kings Highway, Lewes

Community Bank Delaware offers

personal and commercial banking

services. The bank was founded in

2006 and is based in Lewes.

County BankContact: Mr. Harold Slatcher

Phone: (302) 226-9800

Fax: (302) 226-9114

www.countybankdel.com

19927 Shuttle Road, Rehoboth Beach

Since its inception in 1990, County

Bank’s primary mission has been to

serve the banking needs of southern

Delaware, and this continues to be

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County Bank has nine branches cur-

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Delaware Community Investment CorporationContact: Mr. James Peffley

Phone: (302) 655-1420

Fax: (302) 655-1419


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Two Mill Road, Suite 102, Wilmington

The Delaware Community Investment

Corporation (DCIC) serves as a

vehicle for community revitalization

through the financing of, and invest-

ment in housing and related activities

designed to address the needs of

low and moderate income people

and areas in Delaware.

Federal Reserve Bank of PhiladelphiaContact: Ms. Milissa Tadeo

Phone: (215) 574-6533

Fax: (215) 574-3412


www.philadelphiafed.org

Ten Independence Mall, Philadelphia, PA

The Federal Reserve Bank of

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First Bank of Delaware Contact: Mr. Elliott Canning

Phone: (302) 529-5984

Fax: (302) 529-5987

www.fbdel.com

1000 Rocky Run Parkway, Wilmington,

First Bank of Delaware is a full-ser-

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Fulton Bank, Delaware National Division

Phone: (302) 378-4575

Fax: (302) 378-6938


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468 W. Main Street, Middletown

Fulton Bank has been providing

strength and support to its communi-

ties since 1882. As one of the leading

financial institutions in the region,

it provides consumer retail and

business customers with the best

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investment management and trust

services. The full-service commercial

bank operates 116 offices and 133

ATMs. Fulton Bank currently has 14

branches open in Delaware.

The Glenmede Trust Company, NA Contact: Mr. Geoffrey Rogers

Phone: (302) 661-2900

Fax: (302) 661-4550


www.glenmede.com

1201 N. Market St., Suite 1501,

Wilmington

Glenmede is an independent invest-

ment and wealth management firm

with offices in Philadelphia, New York,

Wilmington, Morristown, Princeton

and Cleveland. Glenmede is small

enough to provide highly personalized

service and yet, with over $20 billion

in assets under management, large

enough to provide access to a wide

range of asset classes and world-

class financial advice.

ING DirectContact: Ms. Cathy MacFarlane

Phone: (302) 658-2200

Fax: (302) 255-3980

www.ingdirect.com

1 South Orange Street, Wilmington

ING Direct a branchless direct bank

with operations in Australia, Austria,

Canada, France, Germany, Italy,

Spain, the United Kingdom and

the United States. It offers services

over the web, phone, ATM or by

mail. The service currently focuses

on simple interest-bearing savings

accounts for retail customers.

JPMorgan ChaseContact: Ms. Helen Stewart

Phone: (302) 634-1000


www.jpmorganchase.com

500 Stanton Christiana Rd 2/CS Newark

J.P. Morgan Chase & Co. is a lead-

ing global financial services firm with

Same Exceptional ServiceRenewed Identity

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assets of $2 trillion and operations in

more than 60 countries. The firm is a

leader in investment banking, finan-

cial services for consumers, small

business and commercial banking,

financial transaction processing, asset

management, and private equity.

M & T Bank Contact: Mr. Mark Hutton

Phone: (302) 255-4972

Fax: (302) 661-2266


www.mandtbank.com

1220 N. Market Street., Ste. 202,

Wilmington

Established in 1856 as

Manufacturers and Traders Bank,

M&T Bank Corporation is one of

the 20 largest U.S.-headquartered

commercial bank holding compa-

nies, with current assets of $79

billion (as of June 1, 2011) and over

700 branches, free account access

at more than 2,000 M&T Bank

ATMs and nearly 13,000 employ-

ees. M & T Bank currently has 48

branches operating in Delaware.

Midcoast Community BankContact: Mr. Brian Bailey

Phone: (302) 353-1164

Email: bbailey@midcoastbank

online.com

www.midcoastbankonline.com

5161 West Woodmill Drive, Suite 15,

Wilmington

In March of 2007, a group of

community-oriented business lead-

ers and commercial bankers joined

together to build a community bank

dedicated to serving their own local

communities. Since its inception,

this combination of personal service,

competitive products, and local

decisions has been well received.

PNC BankContact: Mr. Nicholas M. Marsini Jr.

Phone: (877) 762-2000

www.pnc.com

222 Delaware Avenue, Wilmington

PNC offers a wide range of ser-

vices for customers, from indi-

viduals and small businesses,

to corporations and government

entities. No matter how simple

or complicated the need, PNC

has the products, knowledge and

resources necessary for financial

success. PNC Bank currently has

43 branches open in Delaware.

Swift CapitalContact: Mr. Greg Buckley

Phone: (302) 374-7000

Fax: (302) 792-7903


www.swiftfinancial.com

501 Carr Road, Suite 301, Wilmington

Founded in 2006 by banking veterans

from the nation’s largest banks, Swift

Capital provides fair and transparent

working capital solutions for those

who don’t want the hassle of and red

tape of applying for a bank loan.

TD BankContact: Mr. Michael MacFarland

Phone: (302) 683-6818

Fax: (302) 455-0358


www.tdbank.com

2035 Limestone Road, Wilmington

TD Bank, America’s Most Convenient

Bank, is one of the 10 largest banks

in the U.S., and provides customers

with a full range of financial products

and services at thousands of conve-

nient locations and ATMs from Maine

to Florida. TD Bank currently has 13

branches open in Delaware.

Westside Community BankContact: Donald Dalton

Phone: (253) 565-9737

Fax: (253) 565-9705

www.westsidecommunitybank.com

4922 Bridgeport Way, West University

Place, WA 98467

Westside Community Bank pro-

vides superior online banking secu-

rity, and does everything it can to

provide good old-fashioned bank-

ing with people in mind.

WSFS BankPhone: (302) 571-7080

Fax: (302) 571-7081

www.wsfsbank.com

500 Delaware Avenue, Wilmington

WSFS Bank is the seventh old-

est, continuously-operating bank

in the United States. A permanent

fixture in this community, the

bank is a service-oriented, locally-

managed, community banking

institution. WSFS has underwritten

many homes in the Delaware Valley,

advanced local businesses with a

wide range of banking services and

continues to implement innovative

tactics to streamline personal and

business banking. There are cur-

rently 33 branches in Delaware. ■

Wilmington Office: 62 Rockford Road Suite 200 Wilmington, DE 19806

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Philadelphia Phillies, Comcast

Business Services Team Up

Comcast Corporation, one of the

nation’s leading providers of information

and communications products and ser-

vices, announced that The Philadelphia

Phillies have selected Comcast

Business Class Ethernet services to

upgrade their network connectivity at

43,647-seat Citizens Bank Park. As the

oldest continuous, one-name, one-city

franchise in all of professional sports,

The Phillies will now be fully outfitted

with the latest in reliable, scalable high-

speed Internet connectivity to enhance

the operational efficiency and overall

ballpark experience for staff, guests and

members of the media alike.

Citizens Bank Park is outfitted with

two separate Ethernet Dedicated

Internet lines from Comcast, one to con-

nect all office personnel to the team’s

internal computer network and the other

for the stadium’s guest media network,

which is used by reporters, broadcast-

ers, photographers, TV trucks, and pro-

duction companies. During the off-sea-

son, the network is used by trade show

planners, concert organizers, and sport-

ing event coordinators. For example,

the ballpark was the host of this year’s

NHL Winter Classic and was able to

utilize much of the existing infrastructure

to improve its internal communications

prior to and during the game.

In addition, The Phillies are using

Comcast Ethernet services for all

Internet-based content that enters the

ballpark, including its right field out-

of-town scoreboard and its left field

Hi-Definition video board. Concession

stand retailers take advantage of the

faster speeds and greater bandwidth

that is provided by the stadium through

Comcast, which helps expedite credit

card order processing to enhance the

experience of all guests.

Padua Academy Named One

of America’s Top 50 Catholic

High SchoolsPadua Academy has been named

one of America’s Top 50 Catholic high

schools. The award was announced by

The Cardinal Newman Society, which

recognized Padua as a top school in

the United States for excellence in

Catholic identity, academics, and civic

education. Padua is the only Delaware

school to receive this honor and will

be included on the 2012-2013 National

Catholic High School Honor Roll.

Padua’s Head of School Cindy

Hayes Mann said that being named

among the nation’s Top 50 Catholic

high schools is a great honor. “I

applaud our teachers, staff, students,

and parents for their hard work and

commitment to the transformational

NewsbitesSalvation Army Majors Philip and Connie DeMichael

Announce Retirement

In June 2012, Majors Philip and

Connie DeMichael entered retire-

ment after serving as Salvation

Army officers and ordained minis-

ters since 1966. Their last appoint-

ment was as Delaware Regional

Coordinators. The DeMichaels

led us through the successful

renovation of our Booth Emergency

Housing Residence for women and

children, and began The Salvation

Army Angel Tree in Delaware which

grew into a fabulous program sup-

ported by our community to provide

toys, clothing and other gifts to

thousands of children whose fami-

lies came to The Salvation Army for help.

Majors Tim and Jan Duperree were introduced as the new Delaware State

Coordinators. Both are graduates of The Salvation Army School for Officer Training

in Suffern, NY, and Certified Grief Counselors through Booth University College in

Winnipeg, Manitoba. They also hold other certifications that better equip them for

service in God’s Army.

Highlights of their officership have included the opening of a new corps in

Riverhead, Long Island, NY, ministry during the TWA Flight 800 Disaster and dur-

ing the September 11, 2001 attacks in New York, and the construction of the

new Pittsburgh Temple Worship & Service Center in Pittsburgh. They are delight-

ed with their new appointment as the Delaware State Coordinators, especially

since they’ve vacationed at Rehoboth Beach on numerous occasions during the

past 25 years.

Majors Philip and Connie DeMichael


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education that Padua provides for

young women.”

Although nearly 1,300 Catholic high

schools were invited to apply, only the

top 50 receive recognition on the Honor

Roll for excellence in Catholic educa-

tion. With the many education choices

available to families, “the Honor Roll has

been a helpful tool for administrators,

families, and benefactors in recognizing

the quality of a Catholic high school,”

said Patrick J. Reilly, President of The

Cardinal Newman Society.

Board member Jeffrey Nelson,

Executive Vice President for the

Intercollegiate Studies Institute, said

Padua’s growing enrollment is evidence

of how worthy the school is of such rec-

ognition. “Padua Academy is an educa-

tional treasure. Padua’s commitment to

the highest quality academic experience

has been rewarded by a more than 10%

increase in enrollment over a three-year

period--and this during a period when

many Catholic schools are sadly closing

or restructuring.”

Padua Academy has 615

students from Delaware,

New Jersey, Pennsylvania,

and Maryland. The cur-

riculum includes honors

classes in every subject, as

well as fourteen Advanced

Placement courses. In recent

years, course offerings have

expanded to include new elec-

tives in Engineering, Business

Leadership, Multimedia Journalism,

Broadcasting, and cutting edge technol-

ogy courses including Cyber Security.

Padua consistently achieves a 100

percent college acceptance rate, and

the 143 students in the graduating class

of 2012 were awarded more than $13.7

million in academic and athletic scholar-

ships to colleges and universities across

the country.

Morris Nichols’

Haskins Appointed

Vice-chair to ABA

Secured Lending

Subcommittee

Tarik Haskins, Partner in

Morris Nichols’ Delaware

Commercial Law Counseling

Group, has been appointed to a

three-year term as vice chair of the

Secured Lending Subcommittee of the

Commercial Finance Committee of the

American Bar Association’s Business

Law Section, effective August 1, 2012.

The mission of the Secured Lending

Subcommittee is to provide a forum

for discussion of legal issues related

to security interests in personal prop-

erty in a variety of financing arrange-

ments, from traditional asset-based

loans and factoring arrangements to

securitizations and more exotic forms

of receivables sales and financings,

whether under UCC Article 9, com-

mon law, international conventions,

or otherwise. The subcommittee wel-

comes discussion relating to collateral

of all types.

Tarik’s practice covers a wide range

of commercial transactions includ-

ing mergers and acquisitions, joint

ventures, loan agreements and busi-

ness counseling. He also focuses on

organizational and operational issues

related to limited liability companies,

limited partnerships and statutory

trusts, and is involved in the prepara-

tion of third party legal opinions in

connection with a wide range of trans-

actional matters.

Tarik Haskins

Bank of America Opens New Fox Run Banking Center,

Grants $50K to Boys & Girls Clubs of Delaware

Bank of America in September

announced the official opening of a new

banking center at 230 Fox Hunt Drive

in Bear. During the ceremony, the Boys

& Girls Clubs of Delaware received a

$50,000 grant to support their efforts.

The full-service banking center fea-

tures four teller stations and a 24-hour

ATM inside the building. The banking

center is designed to be efficient, func-

tional and accessible, with plenty of

room for parking.

U.S Sen. Tom Carper addressed

attendees during the official grand

opening, and Bank of America

Delaware market president Chip Rossi

presented a $50,000 grant to the Boys

& Girls Clubs of Delaware. Accepting

on behalf of the Boys & Girls Clubs

of Delaware were board chair Martha

Carper and president/CEO George

Krupanski.



NOVEMBER 1414th Annual Superstars in

Business Luncheon

11:30 a.m. – 2:00 p.m.

Location: Hotel DuPont Gold Ballroom

For more information, contact Katie Dunn

at (302) 576-6578) or [email protected]

NOVEMBER 20, 2012Networking Breakfast at DelTech’s

Innovation & Technology Center

7:30-9:00 a.m.

Location: 97 Parkway Circle, (Churchman’s

Center) New Castle, DE 19720

Pre-registration required

For more information, contact

Kelly Wetzel at (302) 576-6586 or

[email protected]

DECEMBER 4Holiday Networking Breakfast

8:30 a.m. – 10:00 a.m.

Location: Microsoft Store

137 Christiana Mall, Newark

For more information, contact Kelly

Wetzel at (302) 576-6586 or kwetzel@

dscc.com

DECEMBER 5Small Business Alliance Workshop

7:30 a.m. – 9:00 a.m.

DSCC Boardroom

Priscilla Turgon, Professional Staffing

Associates, Inc.: “Work Personalities”

DECEMBER 6Taste of Delaware

5:00 p.m. – 8:00 p.m.

Location: Kennedy Caucus Room, Russell

Senate Office Building, Washington D.C.

For more information, contact Greg Gross

(302) 576-6568 or [email protected]

DECEMBER 11Women in Business Forum

9:00 a.m. – 10:00 a.m.

Location: DSCC Board Room


at (302) 576-6578 or [email protected]

DECEMBER 13Chamber Leadership Series with JJ

Davis

7:30 a.m. – 9:15 a.m.

Location: University & Whist Club

805 N. Broom Street, Wilmington

For more information, contact Kelly

Wetzel at (302) 576-6586 or kwetzel@

dscc.com

DECEMBER 19Benefits and Services Committee

9:00 a.m. – 10:00 a.m.

Location: Chairman’s Room, DSCC 1201

N. Orange St


at (302) 576-6578 or [email protected].

Calendar of Events

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DELMACO MANUFACTURING INC. makes industrial-strength reels, essentially coiled spring steel lengths housed inside a round cup with a cable wrapped around it, much like a fishing line and reel.

Commercial applications include static discharge grounding reels used to bond aircraft with support fueling equipment. Specialized reels also ground defense missiles during the manufacturing process and keep elevator doors closed between floors, among other uses.

Located in Georgetown, Delmaco is a privately held corporation, found-ed in 1983. Delmaco is an affiliate of John Evans’ Sons of Lansdale, Pa., established in 1850, the oldest spring maker in the United States.

In Delaware, Delmaco had been housed in the same building for 25 years without rethinking the space.

“Every time we added a new piece of equipment or a new line, we just sort of fit it in,” says Mike Bender, facilities manager.

That changed in 2010 when a howling blizzard took the building down to the ground. For 10 months, the company operated out of temporary quarters before moving into a reconstructed plant with a warehouse annex.

Starting fresh gave Delmaco an opportunity to reposition equipment in a new, more efficient layout.

“We wanted to take our organization to the next level,” Bender says. “So when we moved in we made a deliberate and planned effort to set up a configuration that was logical and effective.”

Both management and workers were impressed with the positive impact. To keep the momentum going, Bender attended a workshop on the prin-ciples of lean manufacturing presented by the Delaware Manufacturing Extension Partnership.

DEMEP, as part of Delaware Technical Community College, is devoted to helping Delaware’s manufacturers and small businesses. While DEMEP is housed at the Stanton Campus, services are available on a state-wide basis. DEMEP is accredited by the National Institute for Standards and Technology.

“I was inspired and excited by the opportunity to be even more effi-cient,” he recalls. “We had made improvements but there was still a lot more to learn.”

Like many businesses, Delmaco has been challenged by a protracted soft economy. Frank Davey, co-owner of Delmaco, says working with DEMEP is an investment in the future.

“When the economy does improve, we have the capability to ramp up 50-75 percent in a week or two because of all the new efficiencies we have put in place,” he says.

One significant improvement is in the production of static discharge reels. Instead of producing reels in batches, work now flows in a continu-ous line, a process that has reduced production time by 25 percent.

“We were picking up the parts 10 times as we put them together,” Davey says. “The number of times we handle a part has now been cut in half.”

Delmaco obtained a grant from the Delaware Economic Development Office to train all 12 employees in the plant in 5-S techniques.

Originally developed in Japan, 5-S focuses on effective organization and standardized procedures to simplify the work environment, reduce waste and activities that don’t add value to the bottom line, while increasing quality efficiency and safety. The 5-S principles translate to: Sort, Set in Order, Shine, Standardize, and Sustain.

DEMEP

Delmaco repositions equipment on the way to improved effi ciency BY EILEEN SMITH DALLABRIDA

Profi le



DEMEP field agents meticulously mapped steps taken by workers dur-ing the manufacturing process to identify opportunities to squeeze wasted movement out of the value stream. They also looked for ways to make the workflow more intuitive by translating the information stored in individual workers’ brains into standardized work, visual controls, and signage every-one could understand.

“Workers were operating on tribal knowledge,” says Jim Jones, field agent. “There were no visuals to tell people how to do something or where to place something.”

Visual guides are helpful, but they need not be expensive or com-plicated. Now, there are stripes on the floor delineating safe walkways. Directional arrows take the guesswork out of which way to turn. Shipping lanes are marked to show workers where finished products should go.

Arbors—the parts at the center of spring reels—are separated by size and stored in clearly labeled bins.

“That has virtually eliminated those rare times in which someone would use the wrong arbor,” Bender says.

Hand tools are stowed on pegboards at each individual work station, with the shape of each tool clearly outlined. No more wasted time trying to figure out where to find the pliers.

“At the end of the day, you can clearly see if the pliers aren’t put back on the board,” Jones says.

To more efficiently manage inventory, stock is arranged to make the big-gest sellers the most accessible, saving steps when merchandise is pulled for shipping. Under the new system, infrequently ordered products are stored in the annex and the most-requested products are in the main building, cutting the time needed to retrieve them by 50 percent.

“Slow-moving items were taking up quality space,” Jones recalls. “You want your fastest-moving items to have that prime real estate.”

Additional space for racking was created by selling off a bulky punch press machine that was only used four or five times a year.

“We put what we had learned about innovation into practice. We could use another machine to do those jobs, so the equipment was unnecessary,” Bender says.

In the past, cutting stainless steel cable and attaching a crimp-end fitting was a two-person job. Now, one person seamlessly performs both tasks, eliminating the time involved in moving the piece and handing it off to another worker. The result is a 30-percent savings in labor.

Bender points to other marked improvements in productivity. For exam-ple, Delmaco fulfilled a 960-piece elevator reel job in May that required 39.34 hours in labor.

“After DEMEP training, we ran the exact same job in July and the labor hours were 29.76,” Bender says. “This shows a significant improvement in our efficiency.”

The bottom line: a 24-percent reduction in labor.The second job was for 1,152 pieces for an elevator reel order in April,

with a total of 57.12 hours in labor. Delmaco ran the order again in August and the total hours were 44.63. The savings in labor: 22 percent.

DEMEP also brought a fresh set of eyes in evaluating items that were

gobbling up space without adding to the bottom line. More than 100 heavy-gauge cardboard drums were at the ready to provide storage in the warehouse. But in practice, only about 20 were ever in use at any given time. Getting rid of 80-odd drums translated to an increase in floor space of about 80 percent in that area of the plant.

Although Delmaco has reduced the time needed to complete jobs, that has not yet translated to increased sales due to difficult market conditions.

But the company has found innovative ways to put that captured time to good use. Employees are continuing to organize, taking on such tasks as managing cables, maintaining airlines and making the plant a bright and pleasant place to work. Morale is flourishing.

“It’s a great atmosphere, clean, organized and highly functional,” Bender says. “Employees have taken on a sense of ownership for their work spaces.”

Delmaco also inaugurated a fast-paced close-of-day procedure in which every worker enters the number of completed pieces into the computer and straightens up his or her workspace.

Initially, a five-minute window was designated for the task. But that wasn’t enough time to get the job done. Ten minutes would be too much.

“So we settled on eight minutes,” Bender says. “That turns out to be just right.”

United Electric SupplyAn Employee Owned Company

www.unitedelectric.com

DELAWARE LOCATIONS:

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Ambassador Committee: The Ambassador Committee is a

specially chosen group of volunteers that assists in increasing

membership and retention, and acts as a liaison between the

State Chamber staff and the membership at large. Contact:

Chuck James at (302) 576-6562 or [email protected].

Benefits & Services Committee: This committee identifies

group-oriented benefits, such as health care coverage, den-

tal and vision care, discounted office supplies, phone service,

direct mail, radio advertising and much more to help Chamber

members be healthy and competitive. Contact: Bill Stephano at

(302) 576-6574 or [email protected].

Education & Development Committee: This committee pro-

vides practical, valuable and affordable education and develop-

ment programs to help existing members and potential mem-

bers be more successful. Contact: Katie Dunn at (302) 576-6578

or [email protected].

The Employee Relations Committee: This committee meets

each month and brings in knowledgeable experts to discuss

ever-changing labor and employment laws and regulations that

impact all Delaware businesses. The interaction between speak-

ers and committee members provides a cost-effective and effi-

cient way to obtain up-to-date information that helps employ-

ers create or modify personnel policies and procedures before

legal problems arise. Contact: Greg Gross at (302) 576-6568 or

[email protected].

Environmental Committee: Working closely with the

Department of Natural Resources and Environmental Control

(DNREC), members are involved in the review and shaping of

environmental legislation and regulation. Contact: Greg Gross at


Health Care Committee: Members discuss key health care

issues facing Delaware businesses and provide feedback to

the Chamber legislative team to assist in formulating policy.

Contact: Matt Amis at (302) 576-6566 or [email protected].

Holding Company Committee: Provides a forum to discuss

issues affecting Delaware holding companies on the state

and national levels. Contact: Matt Amis at (302) 576-6566 or

[email protected].

Legislative Forum: Members, lobbyists and legislative repre-

sentatives work together to address legislative issues of inter-

est to Chamber members. Monthly lunchtime meetings feature

guest speakers who cover current topics of interest to the

business community. Contact: Greg Gross at (302) 576-6568 or

[email protected].

Tax Committee: This committee reviews tax legislation and

lobbies for the reduction of personal and business taxes in

Delaware. Contact: Greg Gross at (302) 576-6568 or ggross@

dscc.com.

Transportation Committee: The transportation committee

creates a unified voice when making recommendations to the

Delaware Department of Transportation. Contact: Greg Gross at


Women in Business Forum: The Women in Business Forum

was formed to forge relationships, break boundaries and build

a better business environment for women in our community.

Former guest speakers include First Lady Carla Markell, Gov.

Ruth Ann Minner, Family Court Chief Judge Chandlee Kuhn,

State Reps. and Sens., and business leaders. Contact: Katie

Dunn at (302) 576-6578 or [email protected].

Young Executives Committee: The Delaware State Chamber

of Commerce’s newest committee was formed to encourage

young executives in Delaware to be involved in the Chamber,

network with other young professionals and further their busi-

ness growth. The Young Executives Committee, for profession-

als between the ages of 21 and 40, aims to develop Delaware’s

young workforce through professional business networking

and personal growth. Contact: Katie Dunn at (302) 576-6578 or

[email protected].

State Chamber members play a visible, active role in the business community by serving on committees. If you would like to

get involved, contact the committee’s Chamber representative or register online at www.dscc.com.

Committees & ForumsCHAMBER



Delaware State Chamber of Commerce

The State Chamber Health PlanThe cost of employee health care is a top concern among

Delaware business owners. DSCC has devised an affordable,

quality health care plan for its members. Blue Cross Blue Shield

of Delaware announced new reduced rates and added an addi-

tional lower-cost plan choice. Visit www.dscc.com/healthplan.

htm today or call (302) 576-6580 for more details.

Prescription Drug Discount CardThe Delaware Drug Card will provide savings of up to 75-per-

cent on prescription drugs at more than 50,000 pharmacy

locations across the country. The Delaware Drug Card has no

restrictions to membership, income or age, and you are not

required to fill out an application. This program helps all resi-

dents of Delaware afford their prescription medications. For

more information, go to www.dscc.com/rxdiscount.htm.

Discounted Cell Phone products and ServiceState Chamber members can get a 10-percent discount from

T-Mobile on qualifying monthly recurring charges and other

special offers. Email Melissa Williams at melissa.williams2@t-

mobile.com to learn more about this benefit.

Notary ServiceDid you know that Notary Public services are free for Chamber

members? Call (302) 655-7221 to make an appointment to stop

in for a notary seal on your documents.

W.B. Mason Office SuppliesW.B. Mason offers Chamber members exclusive deep discounts

off their most commonly used items. Discounts are up to 90

percent. Contact Doreen Miller for more information at doreen.

[email protected] or (888) 926-2766,

ext. 8358.

Blood Bank MembershipMember companies with five employees

or less are offered unlimited group cover-

age in the Blood Bank of Delmarva. Call

(302) 655-7221 for more information.

Certificate of Origin DocumentsCertificate of Origin documents are $20 for

Chamber members ($100 for non-mem-

bers). Call (302) 655-7221 for more information.

Delmarva Broadcasting CompanyFifteen-percent in bonus airtime on commercial orders placed

by new advertisers on any Delmarva Broadcasting radio station.

Contact Mike Reath at [email protected] or call (302) 478-

2700 for more information.

DSCC Affinity Credit Card with WorldPoints RewardsThe DSCC affinity card by Bank of America is a business credit

card offered exclusively to State Chamber members that also

offers a rewards program for discounted airline tickets, free

hotel nights and car rentals and more. The Chamber affinity card

with WorldPoints® lets members combine points from personal

and business cards to get rewards even faster. Call (800) 598-

8791 to apply, mention priority code FABLHRAQ.

Dental and Vision PlanDominion Dental Services provides dental and vision benefits on

a group and individual basis with competitive, member-exclusive

rates. Dental care coverage for most diagnostic and preven-

tive services is 100 percent with up to 80 percent coverage for

restorative care including fillings, root canals, crown and bridge

work, periodontal treatment, oral surgery and more. Go to www.

dscc.com/chamber/dental_plan.aspx or call (888) 518-5338 for

more information. No application fee for DSCC members.

Constant Contact Email Marketing ServiceState Chamber members are eligible to receive discounts on

their Constant Contact account subscriptions. Members can

save 20-percent if they prepay for 6 months and 25-percent if

they prepay for 12 months. That is a 10-percent deeper dis-

count than what is available to other

customers. To sign up, visit the Constant

Contact link on the State Chamber’s

members-only page or call (866) 876-8464

to activate your member discount.

Access full details on these benefits of

membership in the members-only section

of the DSCC website. For more informa-

tion about obtaining your company’s

members-only login credentials, please

email [email protected].

Member-to-Member Discount DirectoryState Chamber members offer

substantial savings on products

and services to fellow members.

To see the full list of discounts

online, visit www.dscc.com

and click on Member2Member

Discounts.

SMALL STATE. BIG BENEFITS.


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May/June 2012 | DELAWARE BUSINESS 60

A. Richard Heffron 576-6563Sr. Vice President Government Affairs/ [email protected] President

Marianne K. Antonini 576-6567Sr. Vice President Finance & CFO [email protected]

Janine G. Sorbello 576-6575Sr. Vice President Education & [email protected]. Director, The Partnership Business Mentoring AlliancePrincipal for a DaySuperstars in Education

John H. Taylor, Jr. 576-6590Sr. Vice President & [email protected]. Director, Delaware Public Policy Institute

Matt Amis 576-6566Communications Manager [email protected] Delaware Business ProductionWebsiteHealth Care Committee Holding Company Committee

Katie Dunn 576-6578Communications Specialist [email protected] in BusinessYoung Executives CommitteeBenefits & Services CommitteeEducation & Development Committee

Cheryl Corn 576-6572Sr. Vice President CommunicationsExecutive Assistant to the President [email protected]

Linda D. Eriksen 576-6569Accounting Associate [email protected]

Gregory L. Gross 576-6568Director of Government Affairs [email protected] Relations CommitteeEnvironmental CommitteeLegislative ForumTax Committee Transportation Committee

Chuck James 576-6562Account Executive [email protected] Committee

Arlene M. Simon 576-6576Account Executive [email protected]

Bill Stephano 576-6574Director of Membership [email protected]

Patrina Wallace 655-7221Information Secretary [email protected]

Kelly Wetzel 576-6586Events Manager [email protected]

Miller Publishing, Inc.Fred Miller 576-6579President, Miller Publishing, Inc. [email protected] Sales

For Assistance,

The State Chamber of Commerce staff works for you, serving nearly 2,800 member companies and organizations statewide.

This State Chamber staff directory lists phone numbers and Email addresses, as well as individual areas of responsibility.

If you need business assistance or information, please don’t hesitate to call.

DELAWARE STATE CHAMBER OF COMMERCE

1201 N. Orange Street, P.O. Box 671

Wilmington, DE 19899-0671

(302) 655-7221 / Fax (302) 654-0691

(800) 292-9507 Kent & Sussex counties

www.dscc.com

Blog: dscc.wordpress.com

facebook.com/delawarestatechamber

flickr: flickr.com/dscc

twitter: @Destatechamber

CALL THE CHAMBER


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