regional business journal - december

The Salisbury Area Chamber of Commerce and Delmarva Poultry In-dustry are hosting a Delmarva Poultry Summit on December 14 in conjunc-tion with Maryland Comptroller Peter Franchot.

The program is being sponsored by the Community Foundation of the East-ern Shore, AHPharma and Bay Bank. It will explore the importance of the industry to the Eastern Shore economy and way of life. The goal is to provide Comptroller Franchot, elected officials, stakeholders, and all interested parties with an overview of the contributions of the poultry industry and its vital role in preserving the jobs on which our region depends.

The Delmarva Poultry Summit will be held in the Franklin P. Perdue School of Business Auditorium on the Salisbury University campus. Regis-tration will start at 8:30 a.m. and light

refreshments will be provided. The program will open with comments from Ernie Colburn, President of the Salis-bury Area Chamber of Commerce; Jim Smith, President of the Delmarva Poul-try Industry, Inc.; and Peter Franchot, Comptroller of Maryland.

Dr. Memo Diriker, Executive Direc-tor of the Salisbury University Business, Economic and Community Outreach Network (BEACON), will provide an analysis of the “Economic Impact of Maryland Poultry Industry”.

The summit will feature two discus-sion panels.

The panelists for the first panel in-clude Andrew McLean, the Agricultural Banker for PNC Bank; Doug Green, store manager for Atlantic Tractor and President of Sandy Ridge Farm, Inc.; Bill Brown, owner of the Beulah Winds Farm and Maple Breeze Farm.

The panelists on the second panel

include Eric Callaway, President of the Maryland and Delaware Railroad; Pete Bugas, General Manager of Interstate Container Cambridge, LLC; Nash Mc-Mahan, Vice President of Business De-velopment for Tri Gas & Oil Company and the representative of the MidAtlan-tic Propane Gas Association; and Spicer Bell, President of the Community Foundation of the Eastern Shore.

Dr. James McNaughton, the program moderator, will allow the invited Mary-land Legislators and the audience an op-portunity to provide feedback.

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The Regional Chamber Newsletter

Vol. 15 No. 5 Dedicated to the Principles of Free Enterprise December 2011

Job FairWith over 40 employers and

thousands of job seekers, the Salis-bury Area Chamber of Commerce and the One-Stop Job Market Job Fair was a great success.

10

INSIDEAd Directory ..................................6Executive Director ........................3 Barometer .....................................7Bus After Hours ................9, 15, 17Business Directory ................28-29Business Mix ..............................12Calendar .......................................5Coaching ......................................6Education....................................26Health .........................................24Human Resources ......................30Insights .......................................13Investing .....................................16Member Renewals .....................11Member Spotlight .........................9Networking Tip ...........................3New Members ..............................8Personnel File ............................31Salisbury University ....................27Workforce Committee ...................4

Poultry Summit includes discussion of the importance of preserving jobs

FoundationOver 300 people gathered at The

Fountains Conference Center to celebrate the Community Founda-tion’s accomplishments.

23

SafetyThe holiday season sees an in-

crease in sales and crime. There are ways to insure the safest season for consumers and businesses.

28

Interested individuals should contact the Chamber of Commerce to reserve a seat at 410-749-0144 or [email protected]. Thanks to the sponsorship by Bay Bank and AHPahrma, the program will be filmed by PAC 14 for future broad-cast.

Peninsula Regional presents annualChairman’s Awards

Peninsula Regional Medical Center Board of Trustees Chairman Martin “Marty” Neat and Peninsula Regional President/CEO Dr. Peggy Naleppa recently presented members of the Pen-insula Regional healthcare team with Chairman’s Awards for their contribu-tions to the medical center and the pa-tients they serve.

In the photo at left Neat presents the first-place award for Operations to Carole Messick, Lisa Gray and Di-nah Groves of the Health Information Management Department at Peninsula Regional for their efforts in clinical documentation improvement.

Complete story and more photos on page 24

$3.50 psf• High quality, multi-tenant office building• Great cash flow• Convenient central location• Over 20 parking spaces• 2010 MAI Appraisal for $530,000

1118 EAST MAIN ST.

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Sperry Van Ness–Miller Commercial Real Estate(410) 543-2440206 East Main Street • Salisbury, MD 21801www.SVNmiller.com

• 4,807 Sq. Ft. of Medical/Office Space• 3 Offices with Windows• 7 Exam Rooms w/Sink & Cabinets• 3 Nurses Stations & 4 Restrooms

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SALISBURY, MD│FOR LEASE

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SALISBURY, MD│FOR LEASE2120 WINDSOR DR.

$930/Mo. NNN• 8,000 Sq. Ft. Retail Building on 2.73 Acres • Room to Expand Existing Building Size• Flexible floorplan• Highly Visible on US Route 13 Northbound

Henry Hanna, CCIM, SIORhttp://Sale.svn.com/OlsensWestoverMLS #427361

WESTOVER, MD│FOR SALEOLSEN’S ANTIQUES BLDG.

$699,000• FAA Approval, Hanger Bldg. w/6T Hangers• 2 Grass Runways 3150' and 2300'• Includes all Shop Equipment & Mowers

Henry Hanna, CCIM, SIORhttp://Sale.svn.com/BennettAirportMLS #427047

SALISBURY, MD│FOR SALEBENNETT AIRPORT

• Manufacturing/Warehouse• Pre-Engineered Steel with Split Face Block Office; Clearspan w/20’ Ceilings• Paved Parking and Truck Area• Multiple Drive-Thru DoorsContact: John McClellan, CCIMhttp://sale.svn.com/102ParkMLS #551363

SEAFORD, DE│FOR SALE

$1,275,000

102 PARK AVE.

• 2 Warehouse Units Available• Drive-In Doors and Truck Dock• Zoned Town of Delmar Light Industrial• Located in the G&M Sales Complex

Contact: John McClellan, CCIMhttp://lease.svn.com/8999OceanHighwayMLS #437628, 438370

8999 OCEAN HWY.

$5.50/Sq. Ft.• 5,000 Sq. Ft. Office/Warehouse • Warehouse Features 2 Roll-Up Doors & Parts Room• 2 Private Offices and Conference Room• Last Unit in ComplexContact: John McClellan, CCIMhttp://lease.svn.com/2040ShipleyMLS #437339

SALISBURY, MD│FOR LEASE2020 SHIPLEY DR.

$7.50/Sq. Ft.• 10,000 Office/Warehouse Flex Building • Full General Commercial Zoning• Fenced Yard Area • For Lease @ $ 5.50/Sq. Ft. • Convenient Location Just Off RT 13Contact: Chris Peek, CCIMhttp://Sale.svn.com/635_HomerMLS # 427375

SALISBURY, MD│FOR SALE

$475,000


• 1,283 Sq. Ft. Professional Office Space• 3 Offices, Reception Area, Large Open Area & File Room• Kitchenette, Restroom and Lots of Storage• End Unit Located in Winter Place Bus. ParkContact: Brent Miller, CCIM or Rick Tilghman, CCIMhttp://Lease.SVN.com/WinterPlaceParkMLS #439632


$12.00/Sq. Ft.

31400 WINTERPLACE PKWY.

• 1,600 Sq. Ft. Medical Office Space in Class A Medical Facility• On Atlantic General Hospital’s Campus• 3 Exam Rms., Break & Chart Rm., 2 Nurse Stations, Office, Reception & Waiting AreasContact: Brent Miller, CCIM or Rick Tilghman, CCIMhttp://Lease.SVN.com/JamesBarrettMedical MLS#441004

10231 OLD OCEAN CITY RD.

$18.50/Sq. Ft.• 13,000 Sq. Ft.• 24 Ft. High Ceilings; 14x10 Ft. Door• Sprinklered• Separate ADA bathrooms• Great Flex Space!Contact: Chris Peek, CCIMhttp://Sale.SVN.com/CrownSportscCenter13000MLS #436513

FRUITLAND, MD│FOR LEASEIN CROWN SPORTS CTR. FACILITY

$7.50/Sq. Ft.• 22,500 Sq. Ft. on 5 Acres• Truck Dock & Drive in Access• Sprinklered; Paint & Sanding Booths

Contact: Chris Peek, CCIMhttp://Sale.SVN.com/100EnterpriseMLS#429528

HURLOCK, MD│FOR SALE100 ENTERPRISE DR.

BERLIN, MD│FOR LEASE

$2,800,000

635 HOMER ST.

$995,000

Built for Better Results.

View all of our listings at www.SVNmiller.com410.543.2440 206 East Main Street | Salisbury, MD 21801

302.846.9908 30613 Sussex Highway | Laurel, DE 19956

302.227.0768 34634 Bay Crossing Blvd. | Lewes, DE 19958

302.629.2440 604 Porter Street | Seaford, DE 19973

302.540.5959 110 South Poplar Street Suite 103 | Wilmington, DE 19801

410.279.9145 1542 Briarcliff Rd. | Annapolis, MD 21012 Sperry Van Ness is a registered trademark of Sperry Van Ness International Corporation. All Sperry Van Ness® Offices Independently Owned and Operated.

200 ELMWOOD DR.

SALISBURY, MD | LEASED

• 20,189 +/- SF facility located off Eastern Shore Drive• 200 Elmwood Drive - LEASED• COMING SOON! EVOLUTION CRAFT BREWERY

Contact Brent C. Miller CCIM, CPM

1201 PEMBERTON DR., UNIT 1A

SALISBURY, MD | FOR LEASE

• Great class A professional office space• 1472 SF including reception area, 4-5 offices w/conference room, large kitchen/ break room and 1/2 bath• Plenty of free parking• Also available - Unit 1E, 314 SF single office @ $350 per month plus utilities

Contact Bill Moore 410-543-2440 or [email protected]://lease.svn.com/1201pemberton

$10 PSf gross or $1227/month plus utilities

Contact Chris Peek CCIM 410-603-9112 [email protected] http://sale.svn.com/1118_east_main

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1131 SOUTh SALISBURY BLVD.


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130 E. MAIN ST.3024 MERRITT MILL RD.

SALISBURY, MD | FOR SALESALISBURY, MD | FOR SALE

• 2.5 acres facing Rt. 50 across from The Fountains• Office/Hotel/Retail• Priced below appraised value• Bank owned• Bring an offer Contact Wesley Cox CCIM or Henry Hanna SIOR, CCIM

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2129 NORThWOOD DRIVE

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• High quality, well appointed 16,120 SF office building• Efficient blend of technical & professional areas• Attractive, wooded campus in Northwood Ind. Park• Sophisticated high tech infrastructure & communication features• 2 acre site w/ large 72 space parking lot

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• Turn-key restaurant for lease• Includes all equipment• Can seat up to 200• Outdoor patio• Owner could contribute

213 W. MAIN ST.


Contact Rick Tilghman, [email protected]

RESTAURANT

SOLD!!!Want your property “SOLD”??

Over $50,000,000 sold in last 3 years80+ transactions in last 3 years

“Wesley is a true professional and I hope to be able to work with him again.”

~Rommel Holdings

Wesley Cox, CCIM, Senior Advisor [email protected] ~ 410-543-2421

Wesley Cox, CCIM

Contact Chris Peek CCIM 410-603-9112 [email protected] http://sale.svn.com/2129_northwood

• Downtown Salisbury office building for user/investor• Current income $3,000• 1800 SF on 1st floor available for occupancy

Contact Henry Hanna CCIM, SIOR or Wesley Cox CCIMhttp://sale.svn.com/130emainst

Business Journal • December 2011 PAGE 3

The economic news continues to flux. One day Greece seems set for seri-ous action to deal with their underlying fiscal problems and the next day they are in chaos again. The stock mar-ket reminds me of the rolling hills of Kansas with an occa-sional cliff that if you are not paying attention will send you into a fatal freefall.

What will the economists tell us to expect next? Only weather forecasters have a more volatile set of factors to digest in the course of devel-oping a prediction. So the economists are watching politics and employment trends, global markets and main street attitudes, factory output and housing demand, just to name a few factors. As we look back at Black Friday and forward to the remainder of the holiday

shopping season, what will this impor-tant indicator foretell?

American consumers have spent us out of economic troubles before. But can they keep the recovery moving in the right direction despite the chal-lenges we face?

Historical Gallup data shows that holiday retail spending rebounded somewhat in 2010 after three years of highly anemic sales. Black Friday ar-

rived with consumer sentiment at low levels previously only reached during recessions, as a record share of house-holds said this is a bad time to spend, according to the Bloomberg Consumer Comfort Index.

Well the numbers look good for Black Friday and the Thanksgiving weekend. Total spending over the four-day weekend following Thanksgiving reached a record $52.4 billion, up 16% from $45 billion last year, according to a survey by the National Retail Federa-tion (NRF) released Sunday, November 27, as the dust was settling.

A record 226 million consumers shopped in stores and online between Thursday and Sunday, up from 212 million last year. Individual shoppers spent more, too, the NRF said. The average holiday shopper shelled out $398.62, up from $365.34 in 2010.

Retailers offered sales and opened earlier than ever, especially at the big-box chains like Walmart, K-Mart, Toys R Us and Target, to help boost sales. The Centre of Salisbury was open at midnight. And it all worked.

In a separate survey released Sat-urday, ShopperTrak said retail sales on Black Friday alone climbed 6.6% this year to an estimated $11.4 billion. Even with low confidence, shoppers paid more for goods and unleashed some pent-up demand, said Craig John-son, president of consulting firm Cus-tomer Growth Partners.

Online retailers also played a big-ger role this year with a slew of deep discounts and promotions well before Cyber Monday. Online sales were up 39.3% on Thanksgiving Day and 24.3% on Black Friday compared to the same days last year, according to IBM’s Coremetrics, which tracks real-time data from 500 retailers in the apparel, department store, health and beauty and home goods categories.

The new Small Business Saturday was also a successful tactic in the effort to pull consumers out on the kick-off weekend for holiday sales. The weath-

er also help make it easier for people to get out and shop.

Cyber Monday could also notch a new record, according to online track-ing firm ComScore. Online sales for 2011 are projected to hit $1.2 billion, up from $1 billion last year, Andrew Lipsman, ComScore’s industry analyst, said.

We can all hope Santa will put an improved economy under the tree on December 25. The numbers will tell the story and early numbers are good. And even in the worst of times, people want to give.

We at the Chamber hope you have a happy holiday season and improved economy in 2012.

Director’s Journal

A record 226 million consumers shopped in stores and online Thurs-day through Sunday

By Brad BellaciccoSACC Executive Director

Will American shoppers help bring recovery?

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

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

The 2011-2012 Chamber officers are in the back row, from left: Ernie Colburn, Dr. Memo Diriker, Sandy Fitzgerald-Angello, Dawn Tilghman, Bradley Gillis, Tony Nichols. Front row: D. Nicole Green, Stephen Franklin and Stephanie Willey. 2011-2012 Salisbury Area Chamber of Commerce OfficersPresident Ernie Colburn Comcast SpotlightPresident Elect Sandy Fitzgerald-Angello Pohanka Automotive GroupVice President Bradley Gillis Sperry Van Ness - MillerVice President Dr. Memo Diriker Salisbury University’s BEACONVice President Tony Nichols BBSISecretary/Treasurer Stephen Franklin Accurate OpticalAsst. Sec/Treasurer Stephanie Willey Comcast SpotlightLegal Counsel D. Nicole Green D. Nicole Green, P.A.Past President Dawn Tilghman Burnett White Tire & Auto

Determine What You WantIf you don’t know what you want, how will you be able to tell oth-

ers what you want? Not only that, you will be like a Sunday driver going from here to there without an intended destination. Become clear about where you want to go, but be prepared to adjust your business networking course as you go

Winter Food DriveThe Salisbury Area Chamber of

Commerce is pleased to announce their 8th annual canned food drive which will last until the end of Janu-ary. The Chamber will be accept-ing food and non-food donations to help alleviate problems of hunger and poverty in our area. All dona-tions will be collected by the local Maryland Food Bank and distributed accordingly.

Most needed items include: canned meats, canned fruits, canned vegetables, peanut butter, macaroni & cheese, tuna, cereal, canned soup, pasta and rice. Non-food items such as diapers and toiletries are also needed.

Help make the winter season bet-ter for needy families in Salisbury. Please drop off any items (no glass, please) to the Chamber Business Center at 144 East Main St., Salis-bury, Monday through Friday, 9 a.m. to 5 p.m. For more information, visit www.mdfoodbank.org or contact Donna Griffith at the Chamber office at 410-749-0144.

Business Journal • December 2011PAGE 4

Workforce Development updateBy Jayme WeegWDC chair and presidentJunior Achievement of the Eastern Shore

The Workforce Development Com-mittee’s mission is to serve as an ex-change forum where the business com-munity can interface their current and future work force needs with representa-tives of all aspects of the community. From this we hope to work together to address needs in those businesses, organizations and institutions that can effectively prepare the work force for the future.

Each month, the committee brings in a speaker from a particular indus-try or expert in the area of work force development to speak of the changes, needs and gaps in the world of hiring and work force development. After each speaker, the committee then set forth tasks to educate their organizations and the community about those needs, all in an effort to spread change to the masses. By working together we can make sure we are preparing a globally competitive workforce.

This month the committee had the pleasure of hearing from Dr. Ira Wolfe of Success Performance Solutions. While he spoke of how the economy, globalization and technology are chang-ing the way we do business and causing sustained high unemployment, he re-vealed what he calls the “Perfect Labor Storm.” Creating jobs in today’s world is not as simple as more government stimulus.

The Perfect Labor Storm is the con-vergence of not only a slow economy, but an increase in workers over the tra-

ditional age of retirement, more skilled, professional, and educated women in the workplace, and a new definition of work and jobs. The storm has cre-ated an unprecedented clash between workers looking for work and available jobs. Current research projects that by 2020 ninety-seven million new work-ers will be needed but only 43 million Americans will have the educational qualifications for these jobs. Currently 39 percent of all U.S. jobs qualify as low-pay/low-skill and require 61 million workers. Unfortunately, about 115 mil-lion Americans qualify.

In the past, most jobs were “transfor-mational,” involving the extraction of raw material then converting to a tan-gible product. For example, you needed production line workers, coal miners and someone to run heavy machinery. Jobs were also “transactional” involv-ing interaction with customers such as cashiers and accounting clerks. What our workforce is not prepared for is a “tacit” type of job - a job that involves complex interactions, high knowledge and the ability to apply what they’ve learned to something that isn’t even

invented yet. For instance, a nurse or a mediator, or even someone to look at a problem, figure out a solution and then make that solution a reality. We’ll need more computational thinking, cognitive load management, virtual collaboration, social intelligence and cross culture competencies, just to name a few.

As the demand for low paying, low skill jobs shrink, the demand for high paying jobs for high-skilled work-ers will increase. How do you teach a student and prepare them for a job that doesn’t exist yet? We need to ensure that our students and work force can

think on their feet, be innovative and be able to adapt to change. They need to be able to take what they’ve learned in school and use that as a base for con-stant growth, education and improve-ment of themselves and everything around them. I challenge you, your company, your family and your circle of influence to spread the importance of out of the box thinking, constant inno-vation and self improvement.

For more information on how you can get involved with the Workforce Development Committee, contact the Salisbury Area Chamber of Commerce.

Lower Shore Chambers of CommerceChamber Contact info Key contact Dues* Members Fax Berlin 410-641-4775 Olive Mawyer $125 200 410-641-3118Crisfield 410-968-2500 Valerie Howard $100 120 410-968-0524Delmar 302-846-3336 Diane Johnson $60 56Fruitland [email protected] Tina Banks $75 65 Ocean City 410-213-0144 Melanie Pursel $175 850 410-213-7521 Ocean Pines 410-641-5306 Elizabeth Kain-Bolen $145 300 410-641-6176 Pocomoke City 410-957-1919 Denis Wagner $150 150 410-957-4784Princess Anne 410-651-2961 Dennis Williams $50 105 410-651-5881Salisbury 410-749-0144 Brad Bellacicco $225 780 410-860-9925Snow Hill 410-632-0809 Lee Chisholm $75 70 410-632-3158

* Basic annual membership cost.

DIABETES AWARENESS - From left, Ted Kaufman, Sanofi-Aventis A1C Cham-pions member and John Motsko, Apple Discount Drugs certified diabetes educa-tor, worked together to bring Kaufman to Apple for Diabetes Awareness month. Kaufman shared his own personal experience with the disease and spoke about the challenges and obstacles in maintaining control of diabetes. Kaufam shared diabetes self-management and lifestyle strategies based on extensive training and personal experience with diabetes.


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Calendar of Events

Salisbury ChamberThursday, Dec. 1 - Beautification

Committee, Chamber Business Center, noon.

Friday, Dec. 2 - Macy’s Shopping Tour for Chamber members, Macy’s at The Centre at Salisbury, 8 a.m.

Tuesday, Dec.6 - Ribbon cutting, Affordable Bookkeeping Corporation, noon.

Wednesday, Dec. 7 - Young Profes-sionals Committee, Chamber Business Center, 7:30 a.m.

Wednesday, Dec. 7 - Business After Hours - Twilley, Rommel & Stephens, 5-7 p.m.

Thursday, Dec. 8 - Ribbon cutting, Maho’s Pizzeria, 11 a.m.

Friday, Dec. 9 - Executive Commit-tee, Brew River Restaurant, 11 a.m.

Friday, Dec. 9 - Board of Directors, Brew River Restaurant, noon.

Monday, Dec. 12 - Workforce De-velopment, Chamber Business Center, noon.

Tuesday, Dec. 13 - Membership Committee, Bob Evans Restaurant, 8 a.m.

Tuesday, Dec. 13 - Business After Hours - Runaway Bay, 5-7 p.m.

Wednesday, Dec. 14 - Poultry Sum-mit, Salisbury University, 8 a.m.-noon.

Wednesday, Dec. 14 - PR & Market-ing Holiday Luncheon, Chamber Busi-ness Center, noon.

Friday, Dec. 16 - Legislative Forum with the Eastern Shore Delegation, Holiday Inn & Conference Center, 11:30 a.m.

Tuesday, Dec. 20 - Budget & Fi-nance Committee, Chamber Business Center, noon.

Wednesday, Dec. 21 - Business Af-fairs Committee, Chamber Business Center, 8 a.m.

Monday, Dec. 26 - Chamber office closed

PRMC LIGHTS HOLIDAY STAR - Peninsula Regional Medical Center has lit its star decoration atop the medical center for the holiday season. The star has been the centerpiece of Peninsula Regional’s holiday decorating theme for the past 19 years. In 1995, after the shooting death of Maryland State Police Trooper First Class Edward A. Plank Jr., a decision was made to light the star each year going forward in Trooper Plank’s memory. It also serves as a tribute to the Medical Center’s close working relationship with local emergency responders and law enforcement officers on the Delmarva Peninsula.


The current economic climate has led to an interest-ing new trend in business. In a recent study by Career-Builder, only 45 percent of employers saw employee retention as a problem, while 87 percent of employees are open to a new job opportu-nity or are actively seeking a new job. This extreme dif-ference in the views of the current hiring situation shows that many businesses may be vulnerable to losing their top employees, and may not even know it.

So what can businesses do to guar-antee that their best employees won’t be leaving for greener pastures? There are several steps employers can take to make sure the most valuable employees in their company are going to be there long term.

Improve the work environmentFirst, provide a work environment

that gives employees respect, recogni-tion, and feedback, with some occa-sional fun mixed in for good measure. Top employees want to know they will be given one of the basic aspects of the work place, respect. Remove this at-titude from the office, and be prepared to see the very best of the team walk out the door quickly. A respectful work environment should include recognition

for accomplishments and goals being met, but also feedback and constructive criticism to encourage growth.

Most employees want to do a great job for their company, and desire to produce great results, so they deserve to be recognized for their efforts. Help-ful advice on a project or tips on what to do before the next presentation helps employees perform better and feel like they are needed at work. And, a work environment with the occasional family day or ice cream social during a break lets employees know the company cares about them.

Offer training opportunitiesThe next way to encourage the best

employees to stay with a company is to offer training and learning options. Training can come in several varieties, including onsite computer or leader-ship classes, mentorship programs, or reimbursement for classes at a local

university or vocational school. In a survey of 1,400 chief financial officers, 29 percent planned on offering training or education in 2011, while 24 percent planned on offering a mentorship pro-gram.

These additional learning opportuni-ties not only help employees feel more committed to the company, but also provide businesses with employees who are better trained, loyal to the company and willing to go out into the commu-nity to talk about the great benefits they receive.

Competitive compensationThe final, and usually most talked

about way to retain great employees, is to offer a competitive compensation and benefits package. The most obvious of ways to keep great employees is to pay them more, but in today’s economic climate, a pay raise may not be feasible for small businesses. But, that doesn’t mean there aren’t creative ways to offer the hardest working employees benefits other companies don’t have.

The best employees know their company may not be able to give them a bonus or pay raise right now, but a small form of appreciation can make a big difference in their decision to search for a new job or stay in their current position.

Consider offering a flexible work schedule one or two days a week. In a 2010 report from the president’s Coun-cil of Economic Advisers, a flexible

work program that allowed 10 to 15 percent of its employee’s flexible hours helped increase retention rates by 15 percent.

If it’s not already offered, a cor-porate wellness program – whether through an onsite work gym, weight management programs, company-paid gym memberships, or wellness activi-ties like company sports teams in local intramural leagues – is a great way to help retain your top talent. A survey by the Principal Financial Group showed that 53 percent of employees used com-pany-offered weight-loss programs in 2010, compared to 28 percent the year before. The same survey also showed that 48 percent of employees participat-ing in some form of company wellness programs were motivated to stay with their employer.

The best employees will always be in high demand, but that doesn’t mean companies have to lose them. With a few, cost-effective programs and work environment changes, the best employ-ees will be more committed to their employer and, because of their content-ment in their role, can attract even more hard-working, dedicated employees.

About the authorMary Ellen Carter is the owner of

Express Employment Professionals – a full service employment agency. She can be reached at [email protected].

What employers can do to keep best employeesBy Mary Ellen Carter

Most employees want to do a great job for their company, and desire to produce great results...

Coaching

Business Journal Advertising IndexThe following Directory of

Business Journal advertisers pro-vides quick reference for your con-venience. The number appearing before the name of the business refers to the page number where the ad appears in this edition of the Journal.

Architecture 17 AWB Engineers . 742-7299

Advertising 5 Comcast Spotlight . . . . . . . 546-6610

Employment12 Express Employment . . . . 860-8888

Financial20 Delmarva Wealth Management. . . . 912-4286

Gifts24 Edible Arrangements . . . 670-0350

Health 23 Accurate Optical. . . . . . . . . 749-1545

25 Apple Discount Drugs . . . . . . . . . 543-8401

19 Eastern Shore Pharmacy . . . . . . .749-5253

15 Peninsula Health Mart Pharmacy. . .546-3333

Heating & Air Conditioning14 Mid-Atlantic Heating. . . . . . . . .546-5404

I nsurance21 Avery Hall . . . . . . 742-5111

Jewelers 7 Kuhn’s. . . . . . . . . 742-3456

Mailing 15 Mail Movers . . . . 749-1885

Marketing31 Matice . . . . . . . . . 858-4775

Paving 13 Chesapeake Paving. . . . . . . . . 742-2330

Real Estate12 Remax Crossroads . 443-736-3373

2 Sperry Van Ness . 543-2440

11 The Roop Group . . . . . . . . 742-RENT

Septic 14 Towers Concrete. .479-0914

Sitework & Paving 9 Terra Firma . 302-846-3350

Storage 18 Cubes . . . . . . . . . 742-2100

Utilities16 Bay Area Disposal . . . . . . . 860-6607

16 Choptank Electric . . . . . 877-892-0001

22 Delmarva Shredding & Recycling . . . . .860-1425

Insert Locally Owned Restaurant Association

DECEMBER 2011 INDEXPG 4

5x5.25 Deep


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

Salisbury-Ocean City-Wicomico Airport

Wicomico County Sales Tax Collections by category

Airline Passengers Enplaned/Deplaned

National, State, County Unemployment Rates

May Jun Jul Aug Sep Oct

National 8.7 9.3 9.3 9.1 8.8 8.5

Maryland 6.8 7.4 7.4 7.3 7.1 6.8

Wicomico 8.0 8.5 8.6 8.7 8.4 8.2

Worcester 10.2 8.9 8.4 8.2 8.8 10.6

Somerset 9.5 10.7 10.1 9.5 9.0 8.7

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

Food & Beverage

Apparel

General Merch.

Automotive & Oil

Furniture & Appl.

Building Supplies

Utilities & Trans.

Hardware & Equip.

Miscellaneous

TOTAL

September ‘11

$1,260,728

$222,172

$1,421,014

$456,099

$175,114

$640,962

$391,705

$170,110

$729,246

$5,467,150

October ‘10

$1,255,924

$306,497

$1,601,420

$416,384

$180,521

$556,828

$449,237

$203,483

$665,639

$5,635,933

October ‘11

$1,379,820

$330,421

$1,623,508

$438,801

$163,500

$585,091

$377,992

$188,123

$677,856

$5,765,111

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

Barometer October ‘10 . . . . . . . .11,835 11.6

November ‘10 . . . . . . 11,013 16.1

December ‘10 . . . . . .10,343 13.7

2010 Total . . . . . . .129,341 9 .8

January ‘11 . . . . . . . . .9,608 5.8

February ‘11 . . . . . . . .8,796 11.3

March ‘11. . . . . . . . . .10,698 8.7

April ‘11 . . . . . . . . . . .10,550 4.4

May ‘11 . . . . . . . . . . .12,820 11.4

June ‘11. . . . . . . . . . .13,512 18.8

July ‘11 . . . . . . . . . . .15,291 25.0

September ‘11 . . . . . .13,017 14.9

October ‘11 . . . . . . . .12,386 6.5


SALISBURY AREACHAMBER OF COMMERCE

Barnes & NobleRep: Hannah Miller2618 N. Salisbury BlvdSalisbury, MD 21801410-548-9191410-548-3773 (fax)[email protected]://store-locator.barnesandnoble.

com/store/2145Retail bookseller offering more than

200,000 book titles both on the shelves and as E-books, as well as a wide selec-tion of music & movies and online re-sources. Barnes & Noble stores feature the best service, depth of selection, and comfortable setting and are open 7 days a week.

Center For Performing Arts of Salisbury

Rep: Ok Hardin428 Snow Hill Rd.Salisbury, MD [email protected] organization committed

to the youth of Wicomico County in the performing arts arena.

Chesapeake Massage & Bodywork

Rep: Lucretia Mahoney706 Camden Ave.Salisbury, MD 21801443-880-3477lucretiacmt@msn.comwww.chesapeake-massage.comMassage therapy for pain and stress

management. Personal injury and workmans compensation insurance ac-cepted. Receipts provided for health insurance reimbursement.

Recruited by Cathie Thorsten & Rick Holloway

Disability Advocates of Delmarva, Inc.

Rep: Paul Rendine9313 Mulligan LaneDelmar, MD [email protected] oganization that helps

people with disabilities here on the Delmarva Peninsula to have better ac-cess to jobs, provide college scholar-ships, increase public awareness and to provide information to those with disabilities.

Flexera, Inc.

Rep: John Donato22791 Dozer LaneUnit #8Harbeson, DE 19951302-945-6870

302-945-6872 (fax)[email protected] service energy management

company for residential & commercial customers. Specializing in: energy au-diting, solar and wind systems, energy procurement.

Oechsli Chiropractic

Rep: Dr. Louis Oechsli310 Civic Ave.Salisbury, MD 21804410-742-2229410-742-2235 (fax)Recruited by: Sandy Fitzgerald-

Angello

Olive Street Mall & Consignment Warehouse

Reps: Gordon & Linda Johnston111 Olive St.Salisbury, MD 21801877-296-4910OliveStreetMall@gmail.comwww.olivestreetmall.com

Otway, Russo, and Rommel, LLPRep: Jim Otway108 West Main St.Salisbury, MD 21801866-435-2716410-749-8577 (fax)[email protected] offices specializing in per-

sonal injury, and also represents both plaintiffs and defendants in business litigation, including real estate and con-struction disputes, insurance coverage actions and disputes related to non-competition agreements, partnership agreements and buy-sell agreements.

Recruited by Nicole Green

Peninsula Adjusting Company, Inc.

Rep: Richard BentzP.O. Box 19161221 Old Ocean City Rd.Salisbury, MD 21802410-742-2271rrbentz@peninsulaadj.comwww.peninsulaadj.comPeninsula Adjusting Co., Inc. is a

full service independent adjustment company offering 24 hour service 7 days a week for the insurance compa-nies since 1947, recommended by Best Directory and a member of the National Association of Independent Insurance Adjusters and charter member of The Delmarva Claims Association. The first independent adjusting firm to offer auto physical damage appraisal service on the Delmarva Peninsula. We also offer appraisal service on heavy equipment

Dear Chamber Members, I want to break the 100 new members plateau by Christmas! With the pro-

spective members that we have already invoiced, and those “Hot Prospects” we have our eyes on, we should be able to exceed this, but we need to keep up the momentum!

Please help us grow. Please keep calling. If you have been recruiting – follow up with your prospects.

If you haven’t, contact someone you know whose business will benefit from membership in the region’s largest and most respected chamber of commerce. If you need reference materials to help with this, please call Brad or Clay at the chamber. If you are uncomfortable making the contact, pass us the name and contact information.

We have not yet had a clear leader in recruiting, so there are still great prizes available for top recruiters, and teams; like an I-pad, a Mercedes for a week, an OC condo stay, and much more. We are the best Chamber on the Peninsula and with your continued support we can make this the biggest.

Point of Contact for the drive is:Clay TarpleyDirector of MembershipSalisbury Area Chamber of Commerce144 E. Main St. Salisbury, MD 21801410/749-0144 410/860-9925 - [email protected] Ernie ColburnPresident

and certified marine surveying.Recruited by Ed Wilgus

Peninsula Plastic Surgery, P.C.Rep: Dr. Vincent J. Perrotta, M.D.314 W. Carroll St.Salisbury, MD 21801410-546-0464410-546-8529 (fax)[email protected] plastic and reconstructive

surgery including hand surgery to the Eastern Shore. A local practice with ex-tensive experience with three physicians on staff.

Recruited by Sandy Fitzgerald-Angello

Red Brick Pizza

Rep: Howard Johnson1306 S. Salisbury Blvd.Salisbury, MD 21801410-810-1633410-810-0464 (fax)[email protected] oven fire roasted pizza, oven

roasted sandwiches, garden fresh saladsRecruited by Bonnie Smith

Robinson’s Family of BusinessesRep: John Robinson1520 S. Salisbury Blvd.Salisbury, MD 21801410-546-0817410-742-2213 (fax)[email protected] business offering

watch & clock repair, jewelry sales & repair, ‘Salisbury Pewter’ outlet, print & sign shop, screen printing, awards & trophies

Recruited by Chris Hagel

Salisbury Skate ShopRep: J. David Robinson222 W. Main St.Salisbury, MD 21801410-677-3558GoToRobinsons@gmail.comwww.GoToRobinsons.comSkateboarb shop with full line of

skateboards, longboards and accesso-ries.

Recruited by Chris Hagel

Spotlight Web Design, LLCRep: Michael GiordanoP.O. Box 2082Salisbury, MD 21802443-455-1651443-455-1646 (fax)[email protected] and web based application

development. We build new websites, give facelifts to existing websites and also build custom web based applica-tions that will intergrate with your cur-rent business model and workflow.

Recruited by Joe Giordano

Tim’s Pizza & Subs / Heper, Inc.Rep: Timucin Heper244 Tilghman Rd.Salisbury, MD 21804410-677-0636410-677-0635 (fax)[email protected] specializing in pizza &

subs, and also salads, wraps, sandwich-es and Italian & Greek specialties

Recruited by Lynn Creasy


Our hosts from the MAC Center: Liddy Diemel, Valerie Wagner, Donna Blackwell, Cheryl Senkbeil, Pam Wood and Joan Emerick.

Chamber Ambassador Judy Hunt Harris of Coastal Hospice and Renee Frederickson of the Ward Museum.

Chamber Board VP Tony Nichols and Randy Gardner of BBSI

Grace Murdock of Professional Grace and new member Laura Cogswell of On The Go Marketing

MAC, The Area Agency on AgingA Business After Hours networking

event was hosted by MAC, The Area Agency On Aging, on Wednesday, Nov. 9, at the Harry & Jeanette Wein-berg Building, home of the new multi-purpose Salisbury-Wicomico Senior Services Center in Salisbury (located behind the Holly Center).

MAC (Maintaining Active Citizens) is dedicated to the principle that older

persons are entitled to lives of dignity, security, physical, mental and social well-being; and to full participation in society.

Just in time for the holidays, MAC has compiled an array of classic MAC family favorite recipes to use over the holidays. Stop in and support MAC by purchasing the Classic Recipes Cook-book from MAC for $10.

For more information, visit www.macinc.org.

Business After Hours

Member SpotlightSharp Water Culligan

DJ and Cindy Shannahan are proud to announce that they recently com-pleted the acquisition of the Culligan dealerships in Salisbury, Dover, Del. and Shrewsbury, Pa.

The acquisition was part of a nation-wide refranchising initiative Culligan initiated earlier this year. Sharp Water was unique in this initiative as they were the only non-Culligan dealer to acquire any of these company-owned stores. With new territory in Pennsylva-nia, New Jersey, and the western shore of Maryland along with current territory on Delmarva, this expansion positions Sharp Water as one of the leading water treatment dealers on the East Coast.

In addition to DJ who serves as the company’s president and Cindy the company’s chief financial officer, a new management team has been established that includes some of the most expe-rienced water treatment professionals anywhere. Steve Webb is a partner and will also serve as the company’s vice president and director of sales. Steve has been in the industry for over 30 years and was previously the VP of the Water Division of Chesapeake Utili-ties and most recently the VP of Dealer

Sales for EcoWater Systems in St. Paul, Mn.

Karl Weber is a lifelong Culligan Man having joined them over 30 years ago, and he serves as the general man-ager of all three dealerships. Kegan Wise has 13 years experience with Cul-ligan and he is the operations manager for Dover. Kegan will be supported by Tom Manzi as service manager for Dover. Tom brings his 30+ years of ex-perience with both Culligan and Sharp Water to customers in the Dover area.

Randy Merrill, who has been at Sharp Water since 1999, will continue in his role as operations manager for Salisbury. He will be supported by George Donoway as service manager for Salisbury. George has been the backbone of the Salisbury Culligan op-eration since 1974.

Sharp Water’s recipe for success has been simple - treat people as they want to be treated, provide the best in class products and services and always do what is best for the customer. Although the company might be larger now, they will never lose sight of the foundation that got them where they are today.


A representative from Peninsula Regional Medical Center speaks with prospective employees.

The Resume Doctor was on hand to evaluate resumes of applicants and offer sug-gestions at no cost.

Staff from the Delmarva Broadcasting Company at the 2011 Job Fair discussing job opportunities with their com-pany.

The Salisbury Area Chamber of Commerce and the One-Stop Job Market held their 6th Annual Job Fair at the Centre at Salisbury on Thursday, October 13th. With over 40 employ-ers and thousands of job seekers, the event was a great success. Job Fair sponsor, BBSI, gener-ously provided refreshments for participating employers throughout the day of the job fair. Thank you to the staff at the One-Stop Job Mar-ket for their outstanding volunteer efforts, this event would not be possible without their sup-port. A special thanks to the Centre at Salisbury and the helpful staff at the Wicomico Public Library’s WILL Centre branch.

6th Annual Job Fair

Tony Nichols of BBSI handing out refreshments to the employers during the 2011 Job Fair.

Representatives from Capital City Nurses meeting with potential employees.


508 Gumby Rd. Salisbury 4 Bedrooms / 3 Baths

$1,600/MO

903 Friar Tuck Ln. Salisbury 3 Bedrooms / 3 Baths

$1,600/MO

27699 Pemberton Dr. Salisbury 5 Bedrooms / 3 Baths

$1,800/MO

312 Stream Valley Ct. Salisbury 3 Bedrooms / 2.5 Baths

$1,700/MO

25877 Delmar Rd. Mardela Springs 4 Bedrooms / 2.5 Baths

$1,400/MO

710 S. Camden Ave. Salisbury 4 Bedrooms / 2 Baths

$1,150/MO

By John McClellan, CCIMSperry Van Ness

Commercial Property REPORT

In this month’s report, we are re-porting on a mix of commercial sales that have occurred in the last several months in Wicomico, Worcester, and Somerset counties.

The vacant riverfront parcel located at 692 Fitzwater Street was acquired SBY RIVER LLC from Double Net LLC. The land is adjacent to Chesa-peake Shipbuilding and gives the com-pany expansion opportunities. The 3 acre parcel sold for $900,000.

42.83 acres of improved industrial land was transferred from Atlantic Wood Industries to Eden Land Com-pany. The property was improved by approximately 9000 sq ft of buildings. Total consideration was $1,425,000. Atlantic Wood is continuing operations at the site.

The medical office condo at 560 Riverside Dr Suite 202 in the River-side Medical Park was purchased by Riverside Holdings. The 1,528 square foot condo sold for $90,000. The seller was represented by Henry Hanna, III, CCIM of the Hanna Team at Sperry Van Ness. The property was sold by Christian Peek, CCIM of Sperry Van Ness.

84 Indemnity Company transferred their former store location at 101 East Cedar Lane in Fruitland to D Brown Land Holdings for $2,500,000. The 5 acre site is slated for retail redevelop-ment. 84 was represented by Henry Hanna, III, CCIM of the Hanna Team at Sperry Van Ness. The buyer was rep-resented by John McClellan, CCIM of the McClellan Team at Sperry Van Ness.

The former Country Sunrooms prop-erty located at 2630 North Salisbury Blvd was sold to an unnamed local investor and developer. The 1.9 acre parcel with improvements sold for $700,000. The seller was represented by Holly Campbell of Remax Premier and the buyer was represented by Mat-thew Trader of Rinnier Development. Future development plans have not been announced.

The Manokin Manor Nursing Home and Assisted Living Facility in Princess Anne was sold for $8,400,000 to Sabra Health Care Inc. the 53,486 square foot facility is situated in 12.34 acres just south of Mt. Vernon Road.

Verizon of Maryland sold their for-mer service facility located at 12734 Sunset Avenue in West Ocean City to Wade Real Estate Investments. The 8,500 square foot office and service facility is situated on 4.4 acres. John McClellan, CCIM of the McClellan Team at Sperry Van Ness brokered the $750,000 transaction. The property will

be used as a product development, sales and administration facility for process Integration Inc.

Omar Todd Land Holdings trans-ferred 2.74 acres together with 4,300 square feet of warehouse in Liberty-town to Ray Nornes Inc. for $200,000. Margaret Holloway of Long & Foster brokered the transaction. Future plans were not disclosed.

Veze Wireless of Berlin has ac-quired the former Buddy’s Electronics building at 1128 Ocean Highway in Pocomoke. The 1 acre property with improvements was sold by Beverly Cowger Glogovics for $375,000.

Write John McClellan, CCIM at Sperry Van Ness – Miller Commercial Real Estate at 206 E. Main St., Salis-bury, MD 21801 or email [email protected].

Accent On Designs ..................................................2010Bausum & Duckett .................................................2001Baxter Enterprises ..................................................2007Bay Shore Development Corp. ..............................2010Break Time Sports Grill & Pub ............................2003Center for Women’s Health ...................................2007Chesapeake Paving & Sealing, Inc. .......................1999Chesapeake Shipbuilding Corp. ............................2001Cube StorageTo Go / Mills Storage, LLC ............2007Delmarva Zoological Society, Inc. .........................2009Eastern Shore Brick Company ..............................2000Edward’s Marine & Sons, Inc. ..............................1994Express Employment Professionals ......................2007First Home Mortgage Corp. ..................................2001Fountains Wedding & Conference Center ...........2004Git R Done Cleaning Services ...............................2009Hilyard’s Business Solutions ..................................2010R. C. Holloway Company .......................................2003Krum Real Estate & Appraisal Group .................2000Mill Pond Village Apts. ..........................................2001Parker & Associates ...............................................2003Pool Tech .................................................................2004Residence Inn By Marriott ....................................2006Respess Financial Services .....................................2004Salisbury Rt. 50 Self Storage .................................2004Three Lower Counties Community Services .......2003Whiting-Turner Contracting Company ...............2011Wireless Zone ..........................................................2009

Membership RenewalsSalisbury Area

Chamber of Commerce


Process Integration acquires facilityThe McClellan Team, including

Senior Advisor John McClellan, with Sperry Van Ness – Miller Commercial Real Estate in Salisbury, has announced the acquisition of a new office and manufacturing center by Process Inte-gration, Inc.

The property is located at 12734 Sunset Ave., Ocean City, and consists of an 8,000-square-foot warehouse and office and is situated approximately 4 acres just west of the Ocean City har-bor. The property sold for $750,000

Process integration Inc. (www.pro-cessintegrationinc.com), is a leading edge developer of integrated hardware and software solutions for food process-ing, bottling, pharmaceutical and a vari-ety of other industries. They specialize in providing the latest technology for product sorting, weighing, labeling and data collection – all in the most rugged of work environments. The company is currently based in Delmar, and will be relocating to Ocean City.

According to Mike Wade, President, “We have been searching for several years for that perfect facility in a cen-tralized location that is both convenient to our customers as well as our valu-able workforce. We believe this new facility is a perfect fit to our growing company.”

84 Lumber site to be redevelopedNew retail development is planned

for location presently occupied by Eighty Four Lumber. The 5 acre site on the northeast corner of Cedar Lane and North Fruitland Boulevard is sur-rounded by a Wal-Mart Super

Center and numerous other retail and service establishments.

The sale was brokered by Senior Advisors John McClellan, CCIM and Henry Hanna, CCIM of Sperry Van Ness Miller Commercial Real Estate in Salisbury.

Preliminary plans are to redevelop the site as a mixed use restaurant and retail complex.

New location for BNIThe Salisbury Thursday Breakfast

Chapter of Business Network Interna-tional (BNI) is excited to announce it is moving to a new location. The growing chapter will meet weekly at 7:30 a.m. on Thursdays at The Georgia House in Salisbury.

New officers for the Salisbury Thursday Breakfast Chapter of BNI are: President - Vance Morris, Chesapeake Service Solutions; Vice-President - Brad Rayfield, EXIT Shore Realty; and Sec-retary/Treasurer - Marilyn Bookmyer, Salisbury Art & Framing.

A BNI chapter provides profession-als in a variety of occupations an op-portunity each week to meet with each other and pass qualified referrals. At

every weekly meeting, each member has 60 seconds to introduce their busi-ness and share the type of referral they would like.

Officers work with Jerry Schwartz, BNI’s Executive Director, to identify and recruit specific professional open-ings in a chapter. Because only one person from a profession is allowed in each chapter, a person can “lock out” competitors by joining a new BNI chap-ter quickly. Some professional openings that exist in the Salisbury Thursday Breakfast Chapter include: personal trainer, janitorial service and caterer.

To find out more about BNI or attend a chapter meeting, contact Sandy Grim at 410-860-0101 or [email protected].

DB&F named in top firm listEach year, Building Design &

Construction magazine conducts an exclusive survey of America’s foremost architecture, engineering and construc-tion firms, known as the “Giants 300 List.” Recognized in the category for the country’s Top 50 Engineers/Ar-chitects, Davis, Bowen & Friedel, Inc. ranked 40th in the nation in 2010.

The publication’s July 2011 is-sue marks the firm’s fifth year being featured on the list. Selection criteria includes innovation, expansion, growth, revenue and scope of projects.

Some of the more recent innovative projects completed by Davis, Bowen & Friedel, Inc., have included a solar farm in Sussex County, Delaware, along with a wind farm in Talbot County and a solar farm at the University of Maryland Eastern Shore.

New brewery to openBrent Miller, CCIM, CPM, managing

director for Sperry Van Ness - Miller Commercial Real Estate in Salisbury, announces that The Evolution Craft Brewery and Public House has leased 201 E. Vine St., Salisbury. The former 22,000 square foot ice plant facility will soon be a craft brewery, office head-quarters and restaurant and bar.

Evolution Craft Brewing Company is currently distributed in all of Maryland, Delaware, Washington, D.C. and north-ern Virginia.

Evolution is a small batch craft beer brewery which was created by brothers Tom and John Knorr with Brew Master Geoff DeBisschop in 2009. The brew-ery produces a wide variety of specialty beers and an established series of main-line beers. For more information, visit www.evolutioncraftbrewing.com.

The Evolution Craft Brewery and Public House should be open in the spring of 2012.

Plaza Gateway fully leasedWesley Cox, CCIM, senior advi-

sor of the Hanna Team at Sperry Van Ness - Miller Commercial Real Estate

announces three new leases at the Plaza Gateway Building in downtown Salis-bury which makes the property nearly 100% leased. Cox leased 3,454 sqf to the State of Maryland, 1,649 sqf to NCM Demolition & Remediation, and 400 sqf to Home Call, Inc.

All three of the newly occupied spaces were vacant for less than 60 days before Cox secured the leases.

The Plaza Gateway Building on the downtown Plaza was purchased in Sep-tember 2006 and was completely reno-vated and ready for occupancy by mid 2007. Since the renovation Cox has se-cured 12 tenants/leases for the property, most of which are still in place.

SVN - Miller awarded contractsSperry Van Ness - Miller Commer-

cial Real Estate was recently awarded the exclusive property management contract for two retail shopping centers and one office complex in Salisbury. College Towne Shopping Center located

on Route 13 in Salisbury across from Salisbury University consists of a 9,500 square foot retail center with stores in-cluding The Fractured Prune, Nancy N. and The Pretzel Factory.

Mill Pond Village, located off of Rt. 13 North, consists of a total of 51,600 square feet of retail units between two buildings. For leasing information, con-tact John McClellan, CCIM.

Philmore Commons, located off of Phillip Morris Drive is a 40,000 square foot office complex with offices.

SVN attends fall conferenceSperry Van Ness – Miller Commer-

cial Real Estates Advisors, Brent Miller, CCIM, CPM, Wesley Cox, CCIM, John McClellan, CCIM, Henry Hanna, CCIM, SIOR, David Wilk, Joey Gilker-son and Bradley Gillis, CCIM recently attended the SVN “Define Your Differ-ence” fall conference in Chicago at the Hyatt Regency Hotel.

The keynote speaker, author Mari-

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Business Mix

RIVERWALK PARK CLEAN UP - Saturday, Nov. 19, was a clear, beautiful fall day for the Courtesy Chevrolet Cadillac team to gather at Riverwalk Park in Salisbury to do a clean up along the river prong. Pictured are Laurie Waugh, Robert Kelly with his son, Bradley, and Joshua Nordstrom, who all volunteered to remove litter from the walkways and river’s edge. It is no easy task with the ebbs and flows of the tides, but they were up to the task and provided this service to our city and community. Thank you, Courtesy Chevrolet.


The Greek financial crisis has occupied the media spot-light for many months and many Americans have grown tired of the on-going saga. But, if the Greek crisis were not enough trouble, now we have the added burden of the much larger Italian debt crisis.

The European Central Bank (ECB) spent most of Nov. 9, buying Italian bonds in an effort to support prices and thus drive yields on Italian sover-eign debt down from the unacceptable level of seven percent. The question is, “does the ECB have enough resources to support Italian debt day in and day out?’

It is my opinion the ECB will not have the resources to engage in such tactics for more than a few weeks at best and probably for only a few days – especially given the prevailing political environment. Time and time again, we have seen the failed results of govern-ment market interventions and, this time, the size of the problem seems overwhelming before interventions even start.

The real issue in both the Greek and Italian crises is whether the domestic political environments will allow for vi-able solutions. For several decades, vot-

ers in most developed countries (includ-ing the US) have elected officials that have enacted policies that essentially promise more to citizens than the spe-cific country can afford. When revenues are less than necessary to make good on the promises, officials borrow money through the world’s capital markets. And, the world’s capital markets have responded with favorable terms based on the notion that surely, sovereign debt, above all else, is safe.

The idea that governments can turn to taxpayers for funds when notes be-come due has been taken as a given. Until recently, lenders did not consider such systematic, long term trends as longer life spans, sharp rises in energy costs, declining fertility rates, reduc-tions in aggregate productivity, etc. Unfortunately, by the time elected of-

ficials recognized the financial realities (if they were recognized at all), there were no viable solutions because the necessary aggressive solutions were not politically feasible.

Now, Greece and Italy are among the first countries to arrive at the end of the era of financing unsustainable po-lices with additional debt. But, without abrupt and severe changes in the way their citizens will live going forward, there is little chance of Euro Zone help.

Nevertheless, individuals are always very resistive to changes that lower their expected future standards of living. As a result, the Greek and Italian gov-ernments have fallen and cooler heads are now trying to form governments lead by technocrats.

The hope is, with no benign options left, technocrats will have more cred-ibility with the citizenry when attempt-ing to initiate harsh policies that will begin the process of returning to fiscal sustainability.

Without draconian austerity mea-sures, Greece (sooner) and Italy (later) will almost certainly descend into uncontrolled default with dire conse-quences for the global economy. With draconian austerity measures, a some-what controlled default scenario is pos-sible. (Recall, on Monday, Nov. 7, the

major European banks agreed to take 50 percent write offs on the Greek debt they hold – this is controlled default.) But, there is no guarantee technocrats can survive the inevitable political heat that will accompany draconian austerity measures. And, if they do, there is still a high probability of uncontrolled default.

For example, with significant reduc-tions in government spending (in order to gain some degree fiscal soundness), said economies will quickly suffer sig-nificant negative GDP growth. That will reduce tax revenues and make interest payments on existing sovereign debt ever more vulnerable.

Added risk will translate into higher debt costs for these countries which will likely trigger even more government spending cutbacks. It is a vicious cycle, to say the least.

So, it seems even with super human courage and leadership, the prospects of a controlled outcome for the greater Eu-ropean financial crisis is far from cer-tain. Only time will tell if any officials are politically strong enough to avoid the unthinkable.

About the authorDr. E. Tylor Claggett is Professor of

Finance at Salisbury University, Salis-bury.

Is any official politically strong enough to help?By E. Tylor Claggett

Time and time again, we have seen the failed results of government market interventions.

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beth Kuzmeski, presented “Building Relationships & Clients For Life” offer-ing practical tips and advice for expand-ing business.

Other panels and group discussions consisted of top performers who have reinvented themselves and are excelling in today’s market, a panel discussing dealing with distressed assets and bank REOs, and an American idol contest that consisted of the best Sperry Van Ness difference presentation presenter.

DQ coming to Pecan SquareBradley Gillis, CCIM, senior advisor

for Sperry Van Ness - Miller Commer-cial Real Estate, announces that Dairy Queen has purchased a one acre pad site at Pecan Square Shopping Center off Nanticoke Road in Salisbury. The site was purchased for $280,000 by the same owners of the North Salisbury Dairy Queen location. Construction is due to being in the winter of 2012 with an opening date for summer 2012. Gillis represented the buyers and Brent Miller, also with Sperry Van Ness - Miller, rep-resented the sellers.

QuickBooks courses plannedAs many small business owners may

already know, QuickBooks software is not always the easiest option for manag-ing finances. However, once learned,

QuickBooks is a cost-efficient solution to managing the finances of small to medium sized businesses.

For the first time, Maryland Capital Enterprises began offering hands-on, interactive QuickBooks classes where individuals could actually follow the demonstrations on laptops.

With the assistance of the University of Maryland Eastern Shore’s Rural De-velopment Center and Dan Kuennen, Maryland Capital Enterprises was able to purchase 15 laptops and QuickBooks software for each individual laptop.

Laptop portability was an essential aspect to the success of the piloted ‘hands-on’ approach to guiding par-ticipants through the QuickBooks cur-riculum. The portability of laptops also enabled Maryland Capital Enterprises to offer QuickBooks classes in both Salis-bury and Easton.

Maryland Capital Enterprises is hap-py to announce that with the portable laptops that were purchased both Quick-Books and Excel courses will be offered again in the upcoming months.

For more information about either a QuickBooks or an Excel class in your area, call 410-546-1900 or email Christan at Maryland Capital Enter-prises, [email protected]. You may also visit www.marylandcapi-tal.org.


2312 Allen Drive Salisbury, MD 21801

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The competition recognizes com-munities across the country that focus on reducing high school dropout rates and providing service and support to their youth.

A five-time 100 Best winner, Salis-bury/Wicomico County continues to make young people a top priority in programming, funding and decision-making.

For the past 10 years, the Wicomico Partnership for Families and Children has invested $6 million in local funds to create family-focused programs encouraging youth leadership and posi-

tive development. Free programs are offered to stu-

dents over the summer to prevent learning loss before school begins in the fall and, during the school year, mentors work closely with children to help support their academic and char-acter development.

By emphasizing cross-sector col-laboration between the Chamber of Commerce, NAACP and the Board of Education, Wicomico County’s gradu-ation rate of 82.7 percent is above the national average.

Salisbury/Wicomico County will receive a $2,500 grant, signage iden-tifying the community as one of the nation’s 100 Best Communities for Young People, and access to Amer-ica’s Promise Alliance’s community development resources.

Salisbury/Wicomico County achieved national recognition as one of America’s Prom-ise Alliance’s 100 Best Communities for Young People presented by ING for its initia-tives to help young people.

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HealthSouth Chesapeake Rehabilitation Hospital

HealthSouth’s Chesapeake Rehabil-itation Hospital hosted a business after hours networking event on Wednes-day, Nov. 2, at their 220 Tilghman Road complex.

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As you know, the holiday season can be joyous, hectic, celebratory — and expensive. And while you certainly en-joy hosting family gatherings and giving presents to your loved ones, you’ll find these things even more pleasurable if they don’t add a lot more weight to your debt load. And that’s why you’ll want to follow some smart money-management techniques over the next few weeks.

To begin with, try to establish real-istic budgets for both your entertaining and your gift giving. When you host family and friends, don’t go overboard on your expenditures. Your guests will still appreciate your efforts, which, with a little creativity, can create a welcom-ing and fun experience for everyone. As

a guiding principal, keep in mind these words attributed to Johann Wolfgang von Goethe, the famous German poet and philosopher: “What you can do without, do without.” Set a budget and stick to it.

And the same rule applies to your gifting. You don’t need to find the most expensive presents, or overwhelm re-cipients with the sheer volume of your gifts. This is especially true if you, like

so many people, have been affected by the tough economy. Everyone you know will understand that gifts don’t have to be lavish to be meaningful.

Furthermore, by sticking to a bud-get, you won’t be tempted to dip into your long-term investments to pay for fabulous parties or mountains of gifts. It’s never a good idea to tap long-term investments for short-term needs, but can be especially bad when your invest-ment prices are down, as they may well be this year.

So, if you want to stick to a budget but you don’t want to raid your invest-ments, how can you pay for your holi-day season expenses? If you can spread out your purchases, you may be able to pay for them from your normal cash flow. But if that’s not possible, you might want to consider “plastic” — your credit card. Using your credit card does not, by itself, need to amount to a financial setback, especially if you’ve chosen a card that offers favorable terms and you’ve already shown the discipline not to over-use that card. Just try to minimize your credit card usage over the holidays and pay off your card as soon as you can.

Of course, you can make your

holiday season much easier, financially speaking, if you’ve set up a holiday fund to cover your various expenses. While it’s too late to set up such a fund this year, why not get an early start on the 2012 holiday season?

All you need to do is put away some money each month into an easily acces-sible account, separate from your ev-eryday accounts. You don’t have to put in a great deal, but you do need to be consistent, which is why you may want to have the money moved automati-cally, once a month, from your check-ing or savings account to your holiday fund. When next year’s holiday season rolls around, you might be pleasantly surprised by how much you’ve accumu-lated.

But for now, following some common-sense money management practices can help you get through the holiday season in financial shape — and that type of result can get your new year off to a positive start.

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

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

Manage your money carefully this holiday seasonInvestingTo begin with, try to establish realistic budgets for both your entertaining and your gift giving.

By Kelley Selph

Two join CF board of directors

The Community Foundation of the Eastern Shore welcomes two new members to its board of directors for a three-year term:

Dr. Carolyn Johnston is the su-pervisor of reading for the Wicomico County Public School System. Actively involved in the community, Carolyn is an as-sociate member of the Junior Board of PRMC, serves on the Fruitland Com-munity Center Board of Directors,

is active in the Wicomico Mentor-ing Program and is a member of the Church of the Holy Spirit in Ocean City. Carolyn was named one of Maryland’s Top 100 Women by The Daily Record in 2007 and 2009 that recognizes professional success, community leadership, mentoring and other contributions being made by women throughout the state to better their communities. Carolyn lives in Salisbury with her husband Bill.

Mike Truitt is a senior financial advisor for Merrill Lynch. He serves on the Worcester Preparatory School Board of Directors, is the Atlantic Methodist Church Finance Com-mittee Chairman, a member of the University of Maryland Terrapin Club and is past president of the Salisbury Lion’s Club. Mike lives in Bishopville with his wife Beth and their two children.

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Lisa Spicer of ERA/Martin & Associates, John McClellan of Sperry Van Ness and Larissa Luck of J & A Bottleless Water.

Alison Day of MaTech, Jayme Week of Junior Achievement, Chris Hayes of Merrill Lynch, Henry Hall of Hall Distributors and Lindsay Hall of Sperry Van Ness.

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Hosts Donna Hoy, Bill Martin and Donna Ragland of ERA/Martin & Associates

ERA/Martin & AssociatesERA/Martin & Associates hosted a business after hours

at the River Place condominiums at 530 Riverside Drive on Wednesday, Oct. 26. Chamber members and guests were given tours of this fantastic waterfront complex, ending in a reception catered by Market Street Inn, in one of the penthouses over-looking the Wicomico River. For more information about River Place, contact Donna Hoy or Donna Ragland at 410-749-1818.


UNITED WAY CARNIVAL - Participating in Delmarva Power’s 2nd Annual United Way Carnival were United Way’s Kathleen Mommé, and Delmarva Power’s Matt Likovich, Jeri Shelton and Denise Carney. The Carnival raised over $800 to support United Way programs throughout the Lower Shore.


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Ward Museum awarded grantSalisbury University’s Ward Muse-

um of Wildfowl Art has been awarded a $17,300 grant from the PNC Founda-tion to launch the Growing Up WILD: Exploring Nature with Young Children program for early learners enrolled in preschool programs and child care cen-ters throughout the eastern shore. PNC provided the funding in support of Grow Up Great, its bilingual program in early childhood education.

Growing Up WILD is an early childhood education program that builds on children’s sense of wonder about nature and invites them to ex-plore wildlife and the world around them.

Through a wide range of activities and experiences, Growing Up WILD provides an early foundation for devel-oping positive impressions about na-ture and lifelong social and academic skills. The Ward Museum joined the Growing Up WILD network in Febru-ary 2011 that now includes 39 state sponsors and 28 training partners.

“We are eager to expand our capac-ity to serve early childhood educators and offer a wider range of educational services to this younger audience,” said Lora Bottinelli, executive director of the Ward Museum.

The grant from the PNC Foundation will provide Growing Up WILD pro-gram training to more than 400 educa-tors starting in 2012.

With an average classroom size of 25, these learning tools will reach more than 10,000 children. The program will

be offered to early childhood educa-tors in private child care organizations, Head Start programs, preschools, Mon-tessori schools, home childcare provid-ers, after-school leaders, MSDE Title 1 schools that serve at-risk youth and non-formal environmental education centers.

The PNC Foundation grant also al-lows the Ward Museum to offer new resources including the Growing Up WILD early childhood activity guide which includes an instructor resource kit and an activity guide for classrooms and service centers.

Additional outreach activities at the Ward Museum will give families the opportunity to engage in activities and provide resources to parents.

PNC recently announced the exten-sion of Grow Up Great by $250 mil-lion over 10 years to strengthen exist-ing programs in math, science and the arts and reach more children, families and teachers.

Considered one of the most compre-hensive school readiness programs of its kind, it has earned national recogni-tion for programming through $40 mil-lion in grants to numerous non-profit organizations and other PNC funded initiatives.

This program builds on previous Ward Museum initiatives and partner-ships with the Council for Environ-mental Education’s Flying WILD pro-gram and the institutional partnerships with Maryland Coastal Bays Program and Assateague Island State Park.

Robert Core, PNC business banker, Jennifer Joseph, PNC market executive and Ward Museum director Lora Bottinelli attend a Nature Tales for Tots reading program at the Ward Museum. The reading program will be one of many early childhood development educational services enhanced through a PNC Grow Up Great grant awarded to the Ward Museum.

From left, Tiffany and Tina Baxter present a Ronald McDonald House Charities of Baltimore check to Brenda Dingwall, coordinator of the camp and equal opportu-nity specialist at NASA’s Wallops Flight Center; and UMES representatives Denise Meade, director of the Honors Program; and Dr. Ronald Forsythe, vice president of technology and commercialization.

McDonald’s sponsors camp The sixth annual “Reach for the

Stars!” summer camp for teens will be held in 2012 at the University of Mary-land Eastern Shore, thanks to a gener-ous grant from the Ronald McDonald House Charities of Baltimore.

Tina Baxter, an RMHC of Baltimore board member, and representatives of Salisbury-based Baxter Enterprises pre-sented a $23,000 check to the universi-ty’s Institutional Advancement Office to sponsor next summer’s program. Baxter Enterprises is the franchisee for most McDonald’s restaurants on Delmarva.

“Reach for the Stars!” offers 40 teens from Worcester and Wicomico counties an opportunity to learn about robotics from engineers who work at NASA and UMES. Six college students enrolled in UMES’ Rehabilitation Ser-vices Program also participate to apply their skills with children with special needs.

Baxter visited the camp at UMES this past summer to investigate how it focuses on science education targeted specifically to middle schoolers.

“The Reach for the Stars program

is so representative of the type of chil-dren’s organizations that our grants pro-gram supports, by directly serving the needs of children within a community,” Baxter said. “It is a program that ad-dresses a much underserved area in the exploration of math and science while learning how to partner with students of different abilities.”

The summer program, which began in 2007, is a collaborative project of UMES, NASA (Wallops), Worcester County Economic Development and the Mid-Atlantic Institute for Space and Technology.

The two-week camp encourages participants to pursue careers in those academic disciplines that educators commonly refer to collectively as STEM. The camp serves children with disabilities, at-risk students as well as those who are gifted and talented.

A Georgetown University economist recently produced a study that shows students who earn STEM degrees typi-cally earn salaries that are 50 percent greater than those who major in the humanities.


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SHORE UP! awards employeesJanet Donoway was chosen as 2011

Employee of the Year for Self-Help on Rural Economics and Urban Problems! Inc. (SHORE UP! Inc.) and Jeanie Ma-son was chosen as the agency’s 2011 Driver of the Year at the non-profit’s annual Staff Development and Recogni-tion Day, held on Sept. 23.

Donoway is a program aide in SHORE UP!’s Wicomico Senior Ser-

vices Center. Mason is a driver for the Westover Adult Day Services Program. Approximately 315 employees work at SHORE UP!, a community action part-nership dedicated to fighting poverty and empowering individuals to become economically self-sufficient. For more information, call 410-749-1142, ext. 324.

SHORE UP! Executive Director Freddy L. Mitchell with Jeanie Mason (center), SHORE UP! 2011 Driver of the Year and SHORE UP! Transportation Department Representative Tonia Jones.

SHORE UP! Inc. Executive Director Freddy L. Mitchell with Janet Donoway, SHORE UP!’s 2011 Employee of the Year.

COMMUNITY FOUNDATION SUPPORTS NONPROFITS - The Community Foundation of the Eastern Shore (CFES) recently awarded Community Needs Grants to 15 local nonprofit organizations. Community Needs Grants provide program sup-port to a broad range of charitable organizations in Somerset, Wicomico and Worces-ter counties. Pictured from left are representatives from recipient organizations: Ron Pilling, Kim Klump, Harlan Eagle, Robin Ritchie, Kat Harting, Leigh Ann Eagle, Terry Greenwood, Alexis Dashield, Lora Bottinelli, Matt Hummel, Jim Almand - CFES board Chair, Carolyn Johnston, Jim Thomas - CFES board member, Jessica Smith-Harper, Joan Mulvanny, Jim Rapp, Teresa Fields, Gains Hawkins, Joan Jenkins, Karen Lukas and Dan Savoy.

Recipients include the Ward Museum of Wildfowl Art, Horizon’s at the Salisbury School, Delmarva Education Foundation, Village of Hope, Worcester Youth & Family Counseling Services, Fruitland Community Center, Rackliffe House Trust, Wicomico Environmental Trust, Cancer Support Community - Delmarva, Seton Center, MAC, Holly Community, Habitat for Humanity of Wicomico County, and The Jesse Klump Memorial Scholarship Fund to support the establishment of a formal youth suicide awareness program in Worcester County.


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RIBBON CUTTING - A ribbon cutting was held on Tuesday, Oct. 25, for Sub Station Express on 923 Mt. Hermon Rd. This great sandwich shop, that was formerly Heroes Famous Grill, is now part of the Station 7 family of restaurants. Sub Station Express offers the best from both menus and their cheese steak is a must try!

RIBBON CUTTING - Chamber members and guests were invited to help celebrate the grand opening of Red Brick Pizza at the new Sea Gull Square at 1306 South Salisbury Blvd., with a ribbon cutting on Oct. 21. This is Red Brick Pizza’s first Salisbury area location. For more information and to see their menu, visit www.redbrickpizza.com.

Shore Bank adds to board

Shore Bank, a subsidiary of Hampton Roads Bankshares, Inc., has announced that William (Will) E. Esham III, Timothy J. King, CPA and Wendy Walker have joined Shore Bank’s board of directors.

Esham is a partner in the law firm of Ayres, Jenkins, Gordy & Almand, PA in Worcester County.

He attended Worcester Pre-paratory School in Berlin and received his BA degree from Washington & Lee University.

He obtained his Juris Doctor-ate degree from the University of Baltimore’s School of Law.

King is the managing partner of the Ocean City office of Faw, Casson & Co., LLP.

He began working there im-mediately after he graduated cum laude from Salisbury University in 1979.

He is also the CEO of Bay Shore Development Corpora-tion which is the owner/operator of three Boardwalk Hotels and the two Jolly Roger Amusement Parks in Ocean City.

Walker is an Eastern Shore na-tive who graduated from Broad-water Academy and received her BA from the University of Richmond. She obtained her Juris Doctorate degree from the University of Denver and worked with Colorado Rural Legal Ser-vices.

Since 2004 she has been work-ing in partnership with her sister operating T&W Block Co., the family concrete, gravel, brick and hardscape business in Onley, Va.

Wicomico County reorganizes two departmentsWicomico County Executive Richard M. Pollitt Jr. has announced that his

proposed reorganization of the county’s Public Works and Planning and Zon-ing Departments is being enacted.

Pollitt noted that, “This is an important component of my plan to combine all building and development activities under ‘one umbrella’ creating a ‘one-stop shopping’ permit process.”

Under this reorganization, certain functions formerly under Public Works will now come under Planning, Zoning & Community Development. These functions include Building Permits and Inspections, Fire Safety, street ad-dressing, and related aspects of development review. Public Works will continue to be responsible for Roads, Solid Waste and engineering. Each of these departments has experienced budget and staff reductions over the past several years. According to Pollitt, this reorganization is “an important strategy for supporting critical services and furthers the commitment to the efficient delivery of County services within the context of new economic realities.”


By Ann Wilmer

The oil in your tank may become contaminated with water, sludge and al-gae and that may lead to clogged filters and damaged fuel pumps and injectors and shut your furnace down. The first time the temperature dips really low, we all expect our heating system to be ready to go. But without regular main-tenance you might not hear the reassur-ing sound of the burner firing up when you switch it on. Perhaps you’ve had your burner serviced and renewed your automatic delivery contract but, how recently have you cleaned your fuel oil tank?

“At some point, all tanks have to be replaced. Property owners can extend the life of an existing fuel tank by basic preventative maintenance. On average, a new tank costs more than $1,000,” said Pat Tilghman of Tilghman Oil Compa-ny in Salisbury. “It only takes one time waking up to a cold house to remind ho-meowners of the importance of heating system maintenance.”

If Tilghman Oil delivers your oil, they can also maintain your fuel tanks so you’ll always be able to power up your furnace.

USA Fuel Service, a division of Tilghman Oil, not only cleans the tank but also filters the fuel to remove for-eign matter that can result in no heat. “We add a detergent chemical to the tank to break down the sludge that forms on the side walls of the tank. Then we pump out the sludge and water from the bottom of the tank. Finally, we filter the remaining fuel and return it to the tank through a filtration process to remove any sediment, algae, sludge, etc. suspended or floating in the fuel oil tank.

The loss of fuel oil in the process is minimal. We remove the really bad stuff and then filter the rest of the oil to get it to ‘factory specifications’ so a furnace, generator, tractor, irrigation pivot, etc. will run at peak efficiency,” he said.

Pat Tilghman spends much of his time spring through fall providing cleaning and maintenance of the fuel oil tanks using this process for home heat-ing systems and business operations that have back-up generators that keep them up and running in the event of a power outage. This is especially important for hospitals, restaurants and hotels where customer’s comfort is the business person’s livelihood. The same is true for many farm operations, especially chicken houses. Farmers keep fuel oil stored on their farms to fuel generators and other farm equipment. “We also clean fuel tanks that store fuel for power boats.”

Back-up or standby systems require periodic preventative maintenance to ensure long-term, trouble-free operation. Not only fuel oil but also batteries, en-gine oil, antifreeze, belts and hoses are subject to deterioration from operation

and from the passage of time. Oxida-tion, corrosion, separation and fatigue all jeopardize your power systems com-ponents and operation.

Periodic preventive maintenance saves you money. Early detection can help you identify small problems before they become major repair costs. Spark plugs, hoses, ignition systems, batteries, belt adjustments and exhaust systems inspections are all on the checklist Tilghman’s technicians use when they service a system. All preventative main-tenance agreements are calculated on a flat rate basis, so no matter how long a visit takes, you are charged the same predictable amount. Parts are discounted 15 percent and maintenance parts kits provide additional savings.

Emergency back-up systems require clean, stable fuel to run. Since fuel dete-riorates in storage over time, it is impor-tant that the fuel in your tank is tested annually and cleaned as necessary.

But as the Mid Altlantic region was reminded in late August when Hur-ricane Irene hit, power outages cause multiple problems. A standby system is there so you can be sure of electri-cal power when you need it the most. Reliable back-up systems help business owners to avoid costly losses. Whether it is to protect valuable computer data and equipment or to keep your opera-tions running at all times, when you switch the generator on, you want it to deliver. Warranty coverage. On any standby system is contingent on proper installation and regular maintenance. USA Fuel Service and Tilghman Oil keeps permanent records of all service repairs. A preventive maintenance agreement is your best insurance to en-sure that your standby systems will op-erate when you need it. Regular mainte-nance for nursing home and health care facilities is legally mandated.

Tilghman urges business owners to

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RIBBON CUTTING - On Oct. 19, Lower Shore Enterprises (LSE) cut a ribbon to celebrate the return of their Career Devel-opment Center to the LSE main campus. The staff and board members shared with the assembled group of local and regional elected officials, chamber members and guests, future plans, and gave tours of their facility.

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Good Beer and Autumn Wine Festival draws manyAs the autumn season fell upon us

this year, Wicomico County readied itself for two of its hallmark signature events. Both events are organized by Wicomico County’s Recreation, Parks & Tourism Department.

The 2nd Annual Good Beer Festival, Delmarva’s largest craft beer event was on tap for Oct. 8-9. Just one week later, the staple Autumn Wine Festival aged into its ninth year and uncorked on Oct. 15-16. Under a sunny sky, attendees were drawn in record-breaking numbers to both festivals, held amongst the back-drop of Salisbury’s Pemberton Histori-cal Park.

The Good Beer FestivalThe Good Beer Festival featured

over 50 craft beers including local fa-vorites EVO, 16 Mile, Eastern Shore Brewery and Dogfish Head along with other unique brews from throughout the country. Guests enjoyed samples or purchased full pints of their favorites as they strolled the festival grounds perus-ing the wares for sale, enjoying a snack, playing corn hole or catching the week-end’s big games in the WBOC Sports

Zone. In its inaugural year, the festival quickly garnered a strong reputation for its winning and eclectic music mix. The tradition continued this year from gates open to close as blues, underground pop, rock and bluegrass musicians per-formed on a combination of both a main and bar stage. New to the festival this year was the VIP Meet the Brewer’s Package on Saturday and the Hangover 5K on Sunday.

The Good Beer Festival serves as a fundraiser for Wicomico Recreation & Parks as proceeds are used to offset rising program costs. The event itself would not be possible without the spon-sors and volunteers who dedicated their dollars and time to making it a success. This year, festival attendance grew by over 33% with a total paid attendance of 3,321 – resulting in a net profit of $19,493. An additional $4,125 was ear-marked for specific recreation programs by festival volunteers who were able to designate a $25 donation to the program of their choosing.

The Autumn Wine FestivalThe Autumn Wine Festival offers

attendees the unique opportunity to explore Maryland’s vast wine coun-try – all from one scenic location. In its 9th year, the Autumn Wine Festival featured a record number of participat-ing wineries, craft/commercial ven-dors as well as food. Attendees could indulge in unlimited tastings from 22 Maryland wineries or purchase a bottle of their favorite vino. To keep things fresh, the festival layout was revamped this year, offering a market-like feel so guests could enjoy casually strolling the grounds making it more conducive to stop for a taste, grab a bite to eat or do a bit of shopping. The new raw oyster bar, also offering oyster shooters, added an exciting new element to the festival. Its coupling of Chesapeake oysters with Maryland Wine created a delicious food pairing for festival attendees to enjoy.

The Autumn Wine Festival is pro-duced in conjunction with and sanc-tioned by the Maryland Wineries Asso-ciation. This year, the festival continued to see strong attendance with a total figure of 4,458, resulting in a net profit of $28,998. Wicomico County’s Tour-ism Division is not sustained through

county property taxes. Instead, funding is generated through a dedicated hotel room tax and directly through the events Tourism hosts itself or brings to the area. The Autumn Wine Festival is one such event, and its proceeds allow Tour-ism to continue its mission to promote Wicomico County as a destination for meetings, conventions, events and all other tourism related activities for the Lower Eastern Shore of Maryland.

The Good Beer and Autumn Wine Festivals not only generate revenue for Wicomico County’s Recreation, Parks & Tourism Department but they also positively impact the overall lo-cal economy. Based on demographics gathered at each festival, 17 states aside from Maryland were represented result-ing in a combined economic impact of $32,760.

Wicomico County’s Recreation, Parks & Tourism Department has con-firmed that both festivals will continue in 2012. The Good Beer Festival is slat-ed for Oct. 13-14, 2012. The Autumn Wine Festival will celebrate its 10th Anniversary as it falls just one week later on Oct. 20-21, 2012.

The Good Beer and Autumn Wine Festivals not only generate revenue for Wicomico County’s Recreation, Parks & Tourism Department but they also positively impact the overall local economy.

UMES students presented Thanksgiving dinners to families at last year’s event.

Project helps the area needyA University of Maryland Eastern

Shore community service project, which brought 300 Thanksgiving meals to needy families a year ago, has doubled its goal for 2011.

Two staff members of the Residence Life Department at UMES, Clifton Har-cum and Philip Thomas, are working this year with the Institute for Public Affairs and Civic Engagement (PACE) at Salisbury University and the Mary-land Food Bank to provide 600 holiday meals to residents in need in Wicomico and Somerset counties.

Harcum said that bringing Salisbury University on board this year makes it possible to “extend the reach of gener-osity to Wicomico County residents.”

Students from both universities and community volunteers will pack baskets

filled with a complete Thanksgiving dinner for four donated by area busi-nesses and individuals. Meals will not be served.

The baskets were distributed Nov. 19, to families identified as in need of assistance through local social services offices, churches and charitable organi-zations. Meals were distributed to those holding a voucher from one of these groups.

“This is a great opportunity for us to help local families who are strug-gling this holiday season,” said Robby Sheehan, interim managing director of PACE.

Businesses and organizations interest in donating to next year’s effort may call Harcum at 410-621-0497 or Thom-as at 410-651-8306.


“In spite of challenging times, the Community Foundation of the Eastern Shore remains strong, pro-active and focused on the future,” said Spicer Bell, Foundation president, at the Community Foundation’s 2011 annual meeting and awards luncheon. More than 300 people gathered at The Fountains Conference Center on Nov. 4, to celebrate the Foun-dation’s charitable leadership and ac-complishments during the past year.

The Foundation reported on its ac-tivities during the past year to promote and support philanthropy on Maryland’s Lower Eastern Shore.

Bell reported that since its founding in 1984, the Community Foundation has distributed over $40 million in grants and scholarships and has received gifts of $78.8 million from donors. He also

noted that as of the end of the Fiscal year in June 2011, the Foundation held assets of $81.3 million.

Over the past year, the Foundation distributed 1,011 grants to nonprofits and received $3 million in new gifts from donors. The Foundation currently holds 505 charitable funds that benefit the community.

During the annual meeting, two indi-viduals were elected to serve three-year terms on the Community Foundation’s Board of Directors.

Elected were Dr. Carolyn Johnston, a Supervisor for Reading at the Wicomico County Board of Education; and Mr. Michael Truitt CRPC, Vice President and a Senior Financial Advisor at Mer-rill Lynch & Co. Inc. The highlight of the Foundation’s annual meeting is

the presentation of honors and awards. Almand presented the 2011 Chairman’s Award to Karen Lischick, Community Foundation board member. Lischick served on the Foundation’s board from 1999 to 2011 and served as chair of the Community Needs Committee for seven of those years.

Three other major Foundation Awards were also announced at the meeting: the 2011 Volunteer of the Year Award that recognizes an indi-vidual who has made outstanding, sus-tained, and unselfish contributions in the field of direct community service; the Henson Award of Nonprofit Excel-lence honoring the year’s most out-standing nonprofit organization; and the Frank H. Morris Humanitarian Award honoring an individual for uncommon philanthropic service to the community.

The 2011 Volunteer of the Year Award, sponsored in part by the Mary-land Governor’s Office on Service and Volunteerism, was awarded to Mary Gladys Jones, Founder of the Fruitland Community Center.

For 28 years, Mrs. Jones has been the Center’s driving force, providing students much needed love, academic support, accountability, and discipline. Mrs. Jones has kept the door and her arms open, welcoming over 1200 stu-

dents who have passed through the door of the Fruitland Community Center.

The Community Foundation’s 2011 Henson Award for Nonprofit Excel-lence, sponsored by PNC Bank, was presented to Worcester Youth and Fam-ily Counseling Services, Inc. (WYFCS) for providing essential mental health counseling, social education, advocacy, mentoring, and related services to un-derserved populations in Worcester County.

Founded in 1975, WYFCS provides services and resource networking to anyone regardless of their ability to pay. WYFCS touches the lives of more than 2,000 individuals and families each year. Over the past three decades, the organization’s services and innovative programs have served over 42,000 local community members.

Martin T. Neat, President and CEO of First Shore Federal Savings and Loan Association was awarded the 2011 Frank H. Morris Humanitarian Award. His lifetime commitment to community service, exemplary leadership, integ-rity, and generosity of time and talents reflects the humanitarian ideals and human values that epitomized Frank Morris’ life. Neat has been a leader and participant in making this community a better place to be.

Senator Richard F. Colburn receives awardThe Maryland Rural Health Association has announced that Senator Richard F.

Colburn (R, Mid-Shore) has received the 2011 Outstanding Rural Health Legislator Award for the initiation of and his contributions to the Med Bee Senatorial Scholar-ship program. The award was presented at an awards ceremony held in Ocean City on Nov. 3. Senator Colburn stated, “I am honored to receive the 2011 Maryland Rural Health Association Award for Outstanding Rural Health Legislator for my work with the Med-Bee scholarship program. Working with the Med Bee Schol-arship committee to provide a scholarship to a student from the rural Mid-Shore counties has been a fantastic experience for me. One of my main objectives has always been to bring affordable, quality health care to residents of rural Maryland. Providing a scholarship to a future med school student has been one small step in making those objectives a possibility. I will continue to work hard for the health needs of rural Maryland residents.”

Community Foundation holds ‘annual awards luncheon

County places new easementWicomico County Council has

passed a resolution authorizing the county to acquire an easement on 472 acres within the Quantico Creek Rural Legacy Area which covers a portion of a tract known as the Tracey Proper-ties. The county will be able to place the remaining 238 acres of the Tracey property under protective easement with funds from the Maryland Conservation Reserve Enhancement Program (CREP).

Wicomico County Executive Rich-ard M. Pollitt Jr. said that the 472 acre parcel easement will be acquired with $1.08 million of Rural Legacy funding. $940,000 in CREP funds will acquire the easement for the remaining 238 acres. The total parcel is 710 acres.

The Tracey property is located near the corner of Nanticoke Road and Royal Oak Road extending north from Nan-ticoke Road to the waters of Quantico Creek. Pollit commented, “This is an-other important step in the preservation of our rural way of life here. The fact that this unspoiled property will remain as that is of crucial importance to us and future generations.”

Since its inception in 2002, the Wicomico County Rural Legacy pro-gram has received over $5.7 million in grant funds from the Maryland Depart-ment of Natural Resources.

For Fiscal Year 2011, the state fur-

ther acknowledged and commended the county’s efforts in purchasing and pro-tecting lands within its designated Rural Legacy Area by awarding it $1 million for the second time in three budget cycles. The funds are to purchase ease-ments on lands that fall within the Quantico Creek Rural Legacy Area. The purpose is to protect rural lands from the pressures of development and to promote the continuation of traditional, rural-based economic activities.

As a result of Rural Legacy funding, Wicomico County has protected over 2,600 acres of prime agricultural and forest lands.

Wicomico County Council has passed a resolution authorizing the county to ac-quire an easement on 472 acres within the Quantico Creek Rural Legacy Area which covers a portion of a tract known as the Tracey Properties.


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Peninsula Regional presents Chairman’s AwardsPeninsula Regional Medical Center

Board of Trustees Chairman Martin “Marty” Neat and Peninsula Regional President/CEO Dr. Peggy Naleppa recently presented members of the Pen-insula Regional healthcare team with Chairman’s Awards for their contribu-tions to the medical center and the pa-tients they serve.

The Chairman’s Award recognizes achievements in Clinical and Opera-tional Performance improvement. A

panel of five examiners from Peninsula Regional’s leadership team reviewed each submission against a standard set of performance improvement criteria to determine winners. This year’s selection process was very challenging due to the number of significant improvements made — two important projects tied for first place in the Clinical category.

One first-place Clinical winner was the Late Preterm Infant Initiative. This team was recognized for reducing the

percentage of Neonatal ICU admis-sions and Pediatric readmissions for late preterm infants (between 34 & 36.6 weeks). After process changes, Neona-tal ICU admissions were reduced from 33% to 22%, and an 11% readmission rate to Pediatrics was reduced from 11% to 0% within 10 days of birth.

The other first-place Clinical award went to the employees behind Peninsula Regional’s ventilator-associated pneu-monia reduction. Ventilator-associated pneumonia is one of the most common infections acquired in hospital intensive care units.

Using or reintroducing nearly 20 evidence-based care measures, the ICU team has achieved a rate of zero ven-tilator-associated pneumonia cases for Medical/Surgical patients in the ICU for

13 consecutive months and counting.First place in the operations category

went to the health information profes-sionals behind the Clinical Documenta-tion Improvement in acute pulmonary edema/respiratory failure.

The team was recognized for a change in the way acute pulmonary edema/respiratory failure patients were documented. Once a new documentation template was created to more accurately reflect post-operative complications, the incidence of acute pulmonary edema/respiratory failure dropped from 97% above expected to 12% below expected.

A second-place Chairman’s Award was given for a blood transfusion ini-tiative, and third place for changes in Emergency Department radiology pa-tient transport.

Marty Neat presents the first-place Chairman’s Award in the Clinical category to NICU Manager Diane Hitchens and Regina Kundell, Director, Women’s and Chil-dren’s Services. The team was recognized for reducing the percentage of Neonatal ICU admissions and Pediatric readmissions for late preterm infants.

Tom Jones, ICU Clinical Manager, left, and John Morcom, Director of Respiratory Services at PRMC, accept the first-place Chairman’s Award in the Clinical category for their teams’ success in reducing the rate of ventilator-associated pneumonia, one of the most common infections acquired in hospital intensive care units, to zero for 13 months and counting.

UNITED WAY SUPPORTS VILLAGE OF HOPE - Village of Hope recently re-ceived $60,000 from the United Way to support their Medical Clinic and Steps to Success transitional living program for women and children. Since 1996, the orga-nization has received over $672,000 in United Way Funding. From left, United Way Donor Relations Director Dina Scarpino with Village of Hope’s Executive Director Jessica Smith-Harper, Administrative Assistant Rita Kormann and Board President T.J. Maloney.


Anderson joins PRMCThomas M. Anderson, who has a

more than 35 year career with super-visory positions in the fields of healthcare, en-gineering and facilities management, has been named the executive director of facilities and properties at Peninsula Regional Medical Cen-ter.

At PRMC, he will oversee the departments of facilities management, biomedical engineering, environmental services, patient trans-portation, planning/design & construc-tion and protection services.

Anderson, most recently of URS Corporation in Washington, D.C., holds a BS in mechanical engineering from Middleham University. From 1981 through 2010, he held a series of leader-ship and executive positions in facilities management and plant operations at leading healthcare institutions including Johns Hopkins Hospital, the Univer-sity of Maryland Medical Systems and Mercy Medical Center, all located in Baltimore.

Anderson replaces Bruce W. Patter-son who retired from PRMC in Novem-ber after a 27 year career.

PRMC earns top statusPeninsula Regional Medical Center

has been named a top performer in Cen-ters for Medicare & Medicaid Services (CMS), Premier healthcare alliance val-ue-based purchasing (VBP) project that rewards hospitals for delivering high quality care in six clinical areas.

Based on year six results from the Hospital Quality Incentive Demonstra-tion (HQID) project, Peninsula Regional received four awards for Top Improve-ment and Attainment in the clinical area(s) of AMI/Heart Attack, Heart Failure and Surgical Care. Because of its advancements in the treatment of AMI and improvements in the quality of care, the HQID project reported that the lives of 149 heart attack patients at PRMC were saved over the course of the six-year study. Due to its successes, the medical center will receive a small financial award which will be reinvested in capital equipment.

Over the course of the first six years of the project, Peninsula Regional has earned twelve overall awards, including one Top Performance, one Top Im-provement and 10 Top Attainment Per-formance awards in six clinical areas.

Edney named Gallagher scholarMark T. Edney, MD, urologist and

medical director of the Peninsula In-stitute of Laparoscopic and Robotic Surgery at Peninsula Regional Medical Center, was recently named the Ameri-can Urological Association’s (AUA) Gallagher Health Policy Scholar for 2012.

The AUA chooses one urologist per year to participate in this intensive

policy and advocacy training. Dr. Edney will attend a variety of

national health policy training sessions and meetings.

Dr. Edney, also of Peninsula Urol-ogy Associates, P.A. in Salisbury, joins a distin-guished list of previous Gallagher Scholarship recipients from insti-tutions including the Cleveland Clinic, the UCLA School of Medi-cine and the University of Michigan.

Dr. Edney is a former recipient of the Physician of the Quarter Award at PRMC. He has held privileges at the medical center since 2004 and is one of Peninsula Regional’s lead physicians in the use of the da Vinci high definition system for robotic surgery.

Four elected to leadership rolesAt its annual Board of Directors

meeting on Oct. 6, Peninsula Regional Health System members elected four of their peers to leadership roles on the Health System Board of Directors and the Medi-cal Center’s Board of Trustees.

Martin “Marty” Neat was elected chairman of the Health System Board of Directors and chairman of the Pen-insula Regional Medi-cal Center Board of Trustees. Neat is president/CEO of First Shore Federal Savings & Loan Association. He was initially elected to the Health System Board of Directors and the Medical Center Board of Trustees in 2005. Neat replaces Dr. Murray “Ray” Hoy, who has served as chairman to both the Peninsula Regional Medical Cen-ter and Health System Boards from October 2009 through the Octo-ber 6 meeting this year.

Elected vice chair-man of both governing bodies was William McCain. McCain is president/CEO of W.R. McCain As-sociates. McCain was initially elected to the Board of Directors and the Board of Trustees in 2005.

Edward W. Urban was elected as secretary of the Health System and Medical Center Boards. Urban was ini-tially elected to the Pen-insula Regional Board of Trustees in 1996 and the Medical Center Board of Directors in 1999.

Elected treasurer of both boards was Monty Sayler. Sayler is senior

vice president of Bank of America in Salisbury. He was initially elected to the Board of Directors and the Board of Trustees in 2007.

PRMC honors two associatesPeninsula Regional Medical Center

President/CEO Dr. Peggy Naleppa and Board of Trustees Chairman Martin “Marty” Neat recently presented Carol Deal and Roger Follebout of the Pen-insula Regional healthcare team with President’s Leadership Awards for their contributions to the medical center and the patients they serve.

Carol Deal, an executive director in surgical services who has been with PRMC since 1995, was recog-nized by Dr. Naleppa for exceeding her goals, be-ing a fair, equitable and goal-driven leader who accepts responsibilities and brings proactive so-lutions to her issues. She was also honored for her role in super-vising the integration of a new anesthe-sia group into the medical center and for her leadership of the ongoing operating room renovation and expansion project. Deal was also recognized for her role in shared leadership councils, her work to standardize work flow and communica-tions throughout the medical center. She was thanked for her participation in nu-

merous committees looking into ways to enhance the patient experience through preadmission testing and patient flow.

Roger Follebout Jr., director, com-munity relations, has been a member of the PRMC family since 1998. He was recognized by Dr. Naleppa for his leadership in dramati-cally improving com-munity and media rela-tions during his tenure of director, which began in August 2009. He was also recognized for his leadership as the public relations chairman of the Rotary Club of Salisbury, and for being named the club’s “Rookie of the Year” in 2011 for his role in promoting their commu-nity service activities.

AndersonEdney

McCain

Urban

Neat

Sayler

Deal

Follebout

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When it comes to business, W. Thomas Hershey is a leader. When it comes to philanthropy, he has been called “simply among the finest of men.”

Now, he has a new title to add to his long list: Perdue Leadership Award recipient. Founded by Salisbury Uni-versity’s Franklin P. Perdue School of Business in 2009, the award pays tribute to area business leaders for their con-tributions to the University and greater community.

Hershey began his professional ca-reer working at The Daily Times and then gained a strong background in the real estate business by managing apart-ments, general real estate sales and home construction.

He went on to become the owner of three Arby’s restaurants in Salisbury and served as founding chairman of the board for Chestertown’s Heron Point re-tirement community. He also has served on the board of Peninsula United Meth-odist Homes, Inc. and currently serves as vice chairman First Shore Federal Savings and Loan Association.

It is his community service efforts, however, that have touched the lives of thousands on the Delmarva Peninsula. He served as chairman of the Commu-nity Foundation of the Eastern Shore and co-chair of its Kresge endowment

challenge. That effort developed into the Perdue-Kresge Challenge, raising over $12 million in new endowment funds for 19 local non-profits, including SU. During that campaign, Hershey chaired a successful campaign to benefit Wesley Theological Seminary.

Hershey has also served as president of the Mid-Delmarva Family YMCA and Salisbury-Wicomico Economic De-velopment Corporation, vice president of the United Way of the Lower Eastern Shore and chairman of the Salisbury School. He has been a member of the Asbury United Methodist Church since 1965 and presently is leadership chair-man.

He served on the Peninsula Regional Medical Center capital campaign advi-sory committee and the SU President’s Club. He also is a lifetime member of the Greater Salisbury Committee.

In addition, he has helped raise funds for Junior Achievement, Wor-Wic Com-munity College, Del-Mar-Va Council Boy Scouts of America, Ward Museum of Wildfowl Art Foundation and Salis-bury Neighborhood Housing.

An Eagle Scout, he has served at the district and council levels of the Boy Scouts of America and received its Distinguished Eagle Award, the highest honor that can be given to an adult by its national council.

He also has been honored with the Salisbury Jaycees’ Distinguished Ser-vice Award and Rotary Club of Salis-bury’s Four-Way Test Award.

“Undoubtedly, Mr. Hershey has demonstrated exceptional leadership through advancement and service to the Delmarva community,” said Marshall

Hotels and Resorts Principal Dee Mar-shall, who nominated him for the Per-due accolade.

The name of each year’s Leadership Award winner is engraved on a plaque in the Perdue School.

Each honoree also receives a com-memorative award.

Education

W. Thomas Hershey receives the Perdue Leadership Award from SU Provost and Senior Vice President for Academic Affairs Diane Allen.

W. Thomas Hershey honored for leadership

The 2011 UMES College Fed Challenge team, from left: Tobi Solaja, Sean Williams, Dr. Vichet Sum, Kyle Wolfe, Robel Lakwe, Marie Jonas, Dr. Monisha Das and Pres-ton Johnson.

UMES College Fed Challenge team excels in bank’s challengeUMES business students earned

runner-up honors in a qualifying round of the Federal Reserve Bank’s 2011 “College Fed Challenge.”

Team UMES’ second-place finish is the university’s best performance in the nine years it has participated in the national economics and banking policy competition, according to head coach Monisha Das, a marketing professor.

“I can confidently say our team showed it was capable of competing with any undergraduate program in the country,” Das said. The event attracts 100 of the nation’s best-known business schools each year.

UMES students made a 20-minute role-playing presentation using real-time financial and economic data, then debated policy strategies for increasing employment and lowering inflation as though they were Federal Reserve gov-ernors.

UMES team members included: Ma-rie C. Jonas, Preston Johnson, Tobi So-laja, Kyle Wolfe, Sean Williams, Robel Lakwe and Brittany M. Thomas. They and their faculty advisers spent months doing research and practicing.

Loyola University narrowly edged UMES to qualify for the next round in the competition. Mount St. Mary’s Uni-versity finished third. Other teams in the event were from Salisbury University, the U.S. Naval Academy and St. Mary’s College of Maryland.

Karen Kokernak, senior Economic Education Specialist for the Federal Reserve Bank of Richmond (Baltimore Branch), has watched UMES compete annually since 2007.

“Every year,” she said, “the team has demonstrated tremendous growth. This year, the students should be especially proud, for the presentation was very professional and well researched. A job well done!”

Das said the university’s 2011 team performance demonstrates UMES busi-ness students are learning the same “critical thinking” skills as their com-petitors in order to tackle complex, real-world economic challenges.

“It’s the one thing we do, if trained properly, that can really make a differ-ence for these students not only in the competition, but also when they gradu-ate and compete for jobs,” Das said.


Sea Gull AthletesCelebrate SuccessesBy Dr. Michael ViennaAthletics Director

The Sea Gulls are looking forward toexciting winter seasons after muchsuccess on the field this fall.

The Salisbury University basketball programs are starting a newera under the leadership of first-yearhead coaches Josh Merkel and Kelly Lewandowski.

Lewandowski, the 10th head coachin SU women’s basketball history,spent the last three seasons as anassistant coach at Gettysburg College.There she helped the Bullets advanceto the NCAA Division III Sweet 16 in2009-10 and compiled an overallrecord of 57-23 (.713). Previously, shewas an assistant coach at ScrantonUniversity, her alma mater.

A 2001 SU alumnus, Merkel is themen’s program’s sixth head coach. Hebrings with him seven seasons ofassistant-coaching experience at theDivision I level. He was a graduateassistant coach at West VirginiaUniversity when the Mountaineersmade a run to the 2005 NCAAtournament Elite Eight. He also spentsix seasons at Eastern KentuckyUniversity. Most recently, he was thelead assistant at Division III Randolph-Macon College.

The swimming teams have beguntheir season using a facility that wasrecently recognized by AquaticsInternational as the 2011 Best inAquatics for a University/School. The 6-lane, 25-meter indoor pool inMaggs was honored for its year-roundversatility and amenities. In addition toserving the teams, it also is open tostudents, faculty, staff and membershipholders, as well as the community forlearn-to-swim programs.

The indoor track and field teams are looking forward to competing in the first ever Capital AthleticConference-sponsored championship.The inaugural event will be heldSunday, February 19, in Fairfax, VA.

The winter season follows anexciting fall. At the beginning of thesemester, users of the UniversityFitness Club were greeted with a newlyrenovated facility that included updatedlocker rooms with improved showersand storage units. New air conditioningwas installed and the entryway alsoreceived a more user-friendly facelift.

In addition, many have appreciatedthe new air conditioning system addedfor the first time in the main gym ofMaggs Physical Activities Center. Allof the changes have earned kudos!

During the season, five fall teamswon conference championships: fieldhockey, volleyball, women’s soccer and

women’s cross country in the CapitalAthletic Conference and football in theEmpire 8 Conference. Most all of thetitles were claimed at SU duringHomecoming Weekend, and manylucky fans took home a celebratorychampionship T-shirt.

The season marked football’s firstwith the Empire 8, and the Sea Gullsdominated the conference with a 7-0record. The team scored over 60 pointsin four of its games! Field hockeyfinished 18-2 (7-0 in the conference),while volleyball was 32-4 (8-0 in theconference). Both men’s and women’ssoccer had a 7-1 conference record.

Also, for just the second time inUniversity history, all seven fall teamsearned the right to compete in NCAApostseason action.

In addition to success on the field,Sea Gull athletes continued to achieve national recognition for theircontributions off the field.

For excellence in the classroomduring 2010-11, 167 scholar-athletesearned honors on the CAC All-Academic Team. This was the second-highest total in the conference. Manyalso gave back to the community, withmembers of the football teammentoring local elementary schoolstudents and several teams raisingfunds and support for various cancer-related initiatives.

This fall, field hockey donned pinkuniforms for its second annual “Cornersfor Cancer” game, encouraging its fans,along with those attending a women’ssoccer game, to wear the color to showsupport. Softball and volleyball held asilent auction and donation drive toraise funds to help a breast cancer patient.

Supporters of Sea Gull Athletics,including alumni, parents, businessesand other friends, are always invited tojoin the Salisbury University VarsityClub. For more details about becominga corporate partner or exploringadditional sponsorship opportunities,contact the Varsity Club Office at 410-677-5069 or [email protected].

For the most up-to-date informationabout Sea Gull Athletics, includingschedules, news and results, visit theWeb site at www.suseagulls.com. GO GULLS!

HORIZONS RECEIVES GRANT - Horizons at The Salisbury School recently received a $7,500 Community Needs grant from the Community Foundation of the Eastern Shore to start a new High School Academic Coaching program to serve the first graduating class of rising ninth grade students. From left: Terry Greenwood, hon-orary Horizons board member, Erica Joseph, Community Foundation of the Eastern Shore and Harlan Eagle, Horizons executive director.

The $45 million Sea Gull Square opened its doors to some 600 students this fall.

Sea Gull Square earns SilverJust weeks after a ribbon-cutting cer-

emony that officially opened Salisbury University’s Sea Gull Square, the build-ing has a new milestone to celebrate.

The mixed-use residence-retail facil-ity recently earned Leadership in En-ergy and Environmental Design (LEED) Silver certification from the U.S. Green Building Council (USGBC).

The environmentally friendly mixed-use complex is the third LEED-certified building on campus. SU’s Teacher Education and Technology Center was certified LEED Silver in 2009, becom-ing the first LEED-certified new con-struction project on the Eastern Shore. The University’s renovated Pocomoke Residence Hall followed with Gold cer-tification earlier this year.

The $45 million Sea Gull Square opened its doors to some 600 students this fall. On the ground floor, business-es from restaurants to retail shops and a hair salon serve both the campus and the community. Rinnier Development Company collaborated in the project with SU.

The 230,000-square-foot structure, the largest on campus, was built in a pre-developed area, limiting sprawl. Its proximity to bus lines encourages public transportation use, as does an in-

side bicycle storage room for residents. Low-volatile organic compound wood, carpet, paint and sealants reduce indoor air contaminants, while energy-efficient glass was installed throughout the build-ing.

Sea Gull Square was designed to use 30 percent less water than industry standards while increasing energy per-formance by some 14 percent through the use of energy-efficient appliances. Some 75 percent of construction waste was recycled. Its roof color was chosen specifically to help mitigate heat island effect.

The LEED Silver certification con-tinues an era of construction sustain-ability at Salisbury, an extension of the American College and University Presidents Climate Commitment pledge signed by SU President Janet Dudley-Eshbach.

The University also hopes to achieve certification for three more renovated residence halls — Manokin, Nanticoke and Wicomico — as well as Perdue Hall and the Bateman Street Building (formerly Noland).

The designer of Sea Gull Square was WDG Architecture of Washington, D.C. The general contractor was Whiting-Turner of Baltimore.


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Business Journal Directory

Name Contact Phone Fax Website Email

NOVEMBER 2011 DIRECTORYPG 2

7.5 DEEP

The holiday season is here and with it an increase in sales and crime. There are several ways to insure the best and safest holiday season for both consum-ers and businesses. Even though com-mon sense prevails it does not hurt to have a more conscious approach to safety. Make a point to think about safety and do not become a victim.

As consumers, taking a few extra seconds to plan and scan can protect you and your family.

• Shop during the daylight hours - if you must shop at night take a buddy or friend

• Park in well lit areas and note the surroundings and location of your car

• Do not carry a wallet or purse, if possible

• Avoid carrying large amounts of cash, use credit or debit cards

• Keep cash, if you have to, cards and ID in your front pocket

• Avoid overloading yourself with packages, don’t restrict your visibility or freedom

• Lock packages out of sight, and keep all doors locked

• Never leave packages unattended in the food court, shopping basket or lounging areas

• Beware of strangers approaching you for any reason, con artists appear non-threatening

• Be aware of your surroundings and cars that may be following you

These all seem like simple things to do but each year there are thousands of incidents of shoppers that are victimized

because they forget to practice safety.As businesses you have a responsi-

bility to your shop, your merchandise and your patrons. If your patrons feel safe and protected they will shop and spend with you.

• Keep windows as clear as possible• Never leave register unattended,

add personnel to adequately serve cus-tomers

• Keep aisles, walkways, displays as visible as possible

• Check all doors and windows at closing every day

• Use alarm systems and surveil-lance, they are well worth the invest-ment

• If you do a late night money drop, take a buddy to follow, and use well lit bank drops

• Use security guards, they are an ac-tive deterrent to crime

• Engage your customers, criminals will not want the attention and leave

Hopefully, these tips will keep you alert and remind you of other things you can do to keep you safe. It is the little things that we do that help us to not be-come a victim.

For more tips on business safety or for a free evaluation, call Bell Security Systems at 410-548-1110 or visit www.bellsecuritysystems.com. Bell Security Systems is owned and managed by Clarence Bell, former Chief of Police for the City of Crisfield and former Chief of Police at UMES. They offer security guards, roving patrols, private investigations, process service and background checks.

By Clarence Bell

How to keep your business safe during the holidays


FINANCIAL Delmarva Wealth Management Bob Anderson 410-912-4286 410-912-4287 delmarvawealth.com [email protected] B Riverside Dr., Salisbury, MD 21801 855-566-6362________________________________________________________________________________________________________________________________________________________________________HEATING AND AIR Mid-Atlantic Heating and Air 410-546-5404 410-546-5418 midatlanticheatandac.com 2312 Allen Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________INDUSTRIAL COMMERCIAL PAINTINGProCoat, PO Box 2154 David Ennis 410-749-7491 443-944-9924 procoatdmv.com [email protected] Siloam Rd., Salisbury, MD 21802 ________________________________________________________________________________________________________________________________________________________________________INSURANCEAllstate Insurance Fred Pastore 410-860-0866 410-860-0869 allstate.com/fredpastore [email protected] Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 averyhall.com [email protected] E. Main St., Salisbury, MD 21801 Joe Gast [email protected]________________________________________________________________________________________________________________________________________________________________________Gamee Elliott, State Farm Insurance Gamee Elliott 410-749-4725 410-749-4175 statefarm.com [email protected] 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________Gary K. Marshall Agency David Galeone 410-651-1111 garymarshallagency.com [email protected] Box 250, 12610 Somerset Ave. Princess Anne, MD 21853________________________________________________________________________________________________________________________________________________________________________Landmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 landmarkinsuranceinc.com charlie@30386 Mt. Vernon Rd., Princess Anne, MD 21853 888-651-2111 landmarkinsuranceinc.com________________________________________________________________________________________________________________________________________________________________________RPS ISG International Brad Sutliffe 410-901-0736 410-910-0836 isgintl.com [email protected] Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________PRINTINGDiCarlo Digital Copy Center. Joey DiCarlo 410-749-9901 410-749-9885 dicarlodigitalcopycenter.com [email protected] South Division St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________REAL ESTATERemax Crossroads, PO Box 307 Susan Mergargee 443-736-3373 443-736-3379 LiveonDelmarva.com [email protected] E. Main St., Fruitland, MD 21826 Broker, Owner ________________________________________________________________________________________________________________________________________________________________________

Business Journal Directory

Name Contact Phone Fax Website Email

NOVEMBER 2011 DIRECTORYPG 3No, that is not a typo! Banks are

now, more than ever offering more in-centive for homeowners to participate in a short sale. Recently, I have seen seller’s get up to $30,000 in relocation incentives to participate in a short sale. With all the issues with robo-signing, and the economy still not in a state of full recovery, most national lenders have now decided that a short sale may be the best option for a homeowner who is in danger of going to foreclosure. With the possibility of almost 12 mil-lion people going to foreclosure, major servicers are now looking at options to help homeowners avoid foreclosure and offer incentives that were never offered before.

Up until recently, most banks only

paid relocation on HAFA and FHA short sales. In certain circumstances you could get relocation assistance, but it was not the norm. Now it is becoming more and more typical for lending insti-tutions to pay for relocations on other types of loans. My suggestion to agents and consumers that are participating in short sales is to start high and you can always come down from that number. As stated before, I have recently seen sellers getting up to $30,000 in reloca-tion assistance. On a regular basis, I have seen sellers getting $10-15,000 to participate in a short sale. In many cases a short sale may be the best option for a struggling homeowner. If you are a homeowner that is curious about a short sale, it is something that you have to financially qualify for.

A short sale is not only based on

if you are under water on the value of your home. With a short sale, especially to get a sizeable relocation, you have to have a verifiable financial hardship. If you are uncertain with whether or not you qualify for a short sale, ask yourself these few questions:

1. Has your financial picture changed from when your loan was originated? For instance: has a hardship occurred (job loss, curtailment in income, di-vorce, health issues etc…) that prevents you from paying your mortgage?

2. Do you owe more on your house than it is worth in today’s market?

3. Are you behind, or in danger of missing your mortgage payments?

4. Are you in a situation where you really need to sell your home?

If you answered yes to any of these questions, a short sale is certainly an option you should look at to improve

your situation. A short sale can help preserve your credit and protect you from serious financial ramifications that a foreclosure could entail.

One more thing that is very impor-tant…be sure to work with a real estate agent that is experienced in the short sale process. These are very complex and difficult transactions, you need to have a qualified professional handling the short sale.

This is just a brief description of one of the many aspects of a short sale transaction, every transaction is differ-ent.

About the authorBrandon Brittingham is a top pro-

ducing agent with Long and Foster who has been involved in hundreds of short sales. You can contact him at [email protected].

By Brandon Brittingham

Banks are offering more incentives to do a short sale


Last month, David Rob-erts, software technical support engineer for Nsite LLC in Salisbury, was hon-ored for providing excel-lent service to the National Guard through his support of its Joint Lessons Learned Branch. This is recognition at the federal level honoring one of our own on the East-ern Shore.

Roberts’ earned the award because of his “dedication to customer service that has extended beyond normal busi-ness hours by making himself available for National Guard training venues on weekends and after hours. His at-tention to detail and commitment to understanding needs has greatly con-tributed to the National Guard having an excellent Lessons Learned system that meets (its) need for domestic opera-

tions. Mr. Roberts’ exemplary service has brought credit upon himself, The National Guard, and the United States of America.”

Dana Barry, business manager/FSO Nsite LLC presented Roberts with the HQs Chief Coin which is awarded for excellence along with a certificate and picture representing how he has sup-ported the National Guard JLLIS staff.

You would never know that more

than three years ago, Dave was dis-abled, unemployed, depressed at his sit-uation and very unsure of his future. He was having back pain that was a result of separate disability. Fortunately, Dave also had determination, hope and a connection to a disability rehabilitation agency.

A little over three years ago, our chamber executive director, Brad Bel-lacicco, approached me with an employ-ment need from Tom Cropper, COO of Nsite LLC. Nsite LLC is a company that provides technical support to indus-try, government and the military. As a service to Eastern Shore chamber mem-bers, the ESBLN, sent a request to its network of agencies that have an avail-able job ready pool of labor to see if anyone they knew fit the requirements of the Nsite job.

Dave Roberts was recommended and, after going through the pre-em-ployment rigors, was hired.

As I sat next to him at the award

ceremony, Dave, as he has many times before, offered to help the ESBLN in any way he can to “pay it forward” by encouraging people with disabilities to keep trying and to encourage employ-ers to give job seekers with disabilities a chance. Dave did pay it forward at a program we previously held and emailed me afterwards with these words (edited for length): “The ESBLN and Maryland Division of Rehabilitation Services have made such a huge dif-ference in my quality of life. My father used to teach me ‘Son you gotta want it.’ Those of us coming through your wonderful system need to put forth at least as much effort as those who have had the vision to create the ESBLN, DORS, LSE (a service provider) and those who currently make ‘The Net-work’ the outstanding success that it is today. You all make people’s lives better — there’s no greater good in this world!”

Congratulations to you, Dave!

By Jackie GastHuman

ResourcesDave also had determi-nation, hope and a con-nection to a disability rehabilitation agency.

Dave Roberts is an ESBLN success story

Dana Barry, business manager/FSO Nsite LLC, David Roberts, software technical support engineer

Brad Bellacicco, Salisbury Area Chamber of Commerce executive director; Jacque-line Gast, Eastern Shore Business Leadership Network; David Roberts, award recipi-ent; Tom Cropper, COO, Nsite LLC, and Donald (Hawk) Hawkins, past CEO and now member of the board of directors, Nsite LLC.

RIDING PROGRAM RECEIVES GRANT - The Community Foundation recently awarded a $5,000 Community Needs Grant to 4STEPS Therapeutic Riding Program to support a part-time North American Riding for the Handi-capped Association registered instruc-tor to supervise therapeutic horseback riding lessons and animal partner-ship activities. If you are interested in supporting the 4STEPS Therapeutic Riding Program, visit their website at www.4stepstrp.org. From left are Erica Joseph, programs and development di-rector, Community Foundation of the Eastern Shore and Sandy Winter, ex-ecutive director, 4STEPS Therapeutic Riding Program.

The deadline for the next cycle of Community Needs Grants is Feb. 1, 2012. Copies of grant guidelines and application forms are available online at www.cfes.org or by calling 410-742-9911.

Hanna, Kremer & Tilghman Insur-ance Inc. (HK&T) announces that they have joined the Avery Hall Insurance Group. This union comes as a result of the impending retirement of Hanna, Kremer & Tilghman’s longtime Presi-dent/CEO M.W. ‘Mat’ Tilghman Jr.

These two long time independent insurance agencies have been leaders in the local insurance market for decades and by joining forces they remain a leading insurance agency on Delmar-va’s lower Eastern Shore.

Tom Wisniewski, president, Avery W. Hall Insurance, and Mat Tilghman believe the transition will be seam-less. Every effort is being made so that

all clients will experience the same tradition of reliability and outstanding customer service both agencies have always offered.

Rather than keep two offices open that would be within three blocks of each other, the offices will consolidate at the current Avery Hall Insurance lo-cation, 308 E. Main St., Salisbury.

Wisniewski is also pleased to an-nounce that Geraldine Littleton has joined Avery Hall. Clients of HK&T Insurance will continue to be able to contact Mat Tilghman and Geraldine Littleton and will be receiving letters as to who else can assist them at the Avery Hall Insurance Group.

HK&T merges with Avery Hall


Personnel FileBotts named business manager

David Leone, president of BesTemps/Blue Hen Staffing, has an-nounced the appoint-ment of John M. Botts as business manager.

Botts has assumed responsibility for all financial and statistical aspects of the corpora-tion and confers with the president about the financial direction and growth of the organiza-tion. He handles general ledger account-ing and taxation and five company loca-tions in Maryland and Delaware.

Botts is a certified public accountant and graduated from Benjamin Franklin University with a bachelor of com-mercial science. For the past 10 years, Botts was the executive vice president and chief financial officer of NARAL Pro-Choice America. Prior to that posi-tion, he was the general manager/chief of staff for the Association of Flight At-tendants in Washington, D.C.

Dennis honored for serviceRobert A. Leone, president of

BesTemps & Career Associates, Inc. recently awarded a 15-year plaque to Cynthia Dennis, senior staffing coordi-

nator at a luncheon in her honor. Dennis started with the company

in October 1996 as an administrative assistant and has consis-tently been promoted in levels of responsibility to senior staffing coordi-nator due to her in-depth knowledge and quality of services.

With 15 years com-prehensive experience in the temporary staffing industry, she has established herself as a specialist in the field and has become well known and recognized for her ser-vice to client companies and the tempo-rary staff.

Olds attends conferenceErnest W. Olds,

AIA, vice president of Becker Morgan Group and leader of the firm’s public safety design studio, recently attended the North Carolina Emergency Management Association (NCEMA) All-Hazards Fall Confer-ence in Hickory, N.C.

The conference provided the op-portunity to participate in face-to-face

discussions on issues of mutual concern with fellow response and recovery professionals from local governments throughout North Carolina, the NC Di-vision of Emergency Management and the federal government.

Olds has written and published articles on public safety design. One article was recently featured as a part of the ‘From the Archives’ series for 9-1-1 Magazine.

Goller obtains SHA certificationDavis, Bowen & Friedel, Inc., an-

nounces that Aaron Goller has been cer-tified by the Maryland State Highway Administration as a traf-fic manager.

Due to a require-ment that is now being enforced, Goller can obtain the Utility Access Permits needed during the design phase of util-ity projects prior to their transfer to an awarded contractor. This will en-able Davis, Bowen & Friedel, Inc., to expedite the permitting process for their municipal clients.

Goller received a B.S. in civil engi-neering technology from the University of Pittsburgh at Johnstown. During

his six year tenure at Davis, Bowen & Friedel, Inc., he has worked on a variety of water and wastewater engineering services. Goller holds a Professional Engineering license in the State of Pennsylvania and is pursuing reciproc-ity for licensure in both Maryland and Delaware. He works as an assistant project manager at the firm’s Salisbury office.

Hoffman joins RPS ISGSteve Robinson, area president of

local insurance agency RPS ISG In-ternational, recently welcomed Molly Hoffman to the RPS ISG International team as marketing coordinator.

In addition to market-ing RPS ISG Interna-tional locally through advertising and branding, Hoffman will also offer sales support to their ex-tensive family of agents throughout the U.S.

Hoffman is a native of Richmond, Va. and graduated from Radford Uni-versity in Radford, Va. with a degree in media studies and advertising. She was recently employed with The Metropoli-tan Magazine in Salisbury as an edito-rial/marketing assistant.

TIME TO UNTANGLE YOUR BUSINESS STRATEGY?

212 W. Main St., Suite 301BSalisbury, MD 21801

www.MaticeInteractive.com 410-858-4775

MarketingMarketing StrategiesWeb Design Web DevelopmentBrandingSEO/SEM

AdvertisingE-mail BlastsRadio, TV, & Web AdsPrint MediaBillboard DesignGraphic Design

Public RelationsPrintSocial MediaCorporate EventsRadio & TV CampaignsCopywriting

Botts

Goller

Dennis

Hoffman

Olds

Thank you for supporting the

Salisbury Area Chamber of Commerce

Wishing you and yours a very happy holiday season and a prosperous New Year.

Holiday Greetings

regional business journal - december

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