Salisbury Business Journal

SaliSbury area Chamber of CommerCe PatronS

ChamberFestConnect with potential custom-

ers at the Salisbury Area Chamber of Commerce ChamberFest.

7

AUTOmOTiveWhat’s in store for

the American Auto-motive Industry?

Pages 27-30

INDEXAd Directory .......................................33Barometer ............................................9Benefit Spotlight ..................................7 Business Directory ............................32Business mix .....................................34Calendar ............................................35Chamber news ....................................4City of Salisbury ................................13education...........................................24Health ................................................20investing ............................................16member Spotlight ................................6New members .....................................5Personnel ..........................................23Real estate ........................................12Salisbury University ...........................25

Vol. 13 No. 2 Dedicated to the Principles of Free Enterprise September 2009

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AWB EnginEErs cElEBrAtEs 30 yEArs on DElmArvA - When Andrew W. Booth founded his engineering firm in 1979, he intended it to be a “company that provided across-the-board services” for owners, developers and contractors. Thirty years later, Booth says, AWB engineers in Salisbury is fulfilling his vision. Find out how AWB has grown and what the new vision is for the future on pages 18 and 19. Shown above is one of AWB’s projects, the Sysco Food Services building in Knoxville, Tennessee.

Looking for ways to directly con-nect with potential customers? Then mark your calendars for the Salisbury Area Chamber of Commerce “Get Connected” Business Expo on Thurs-day, Sept. 17, at the Fountains Wed-ding & Conference Center. The show-case takes place from 10 a.m. to 7 p.m.

Specific to the business commu-nity, the showcase will offer a unique chance for members to market their products and services and to seek out sources of supply for their own indi-vidual enterprises.

The show is almost sold out so con-

tact the Chamber today to sign up.This year’s expo is sponsored by

Comcast Spotlight, BBSI, Vantage Point Solutions, Inc., and Robert W. Nock Insurance Agency.

Dale Carnegie Training will present a sales seminar from 10 a.m.–noon: Ef-fective Sales Prospecting. Understand the key principles that successful sales people follow and learn how to beat the competition in this two-hour inter-active workshop.

A second workshop is the Founda-tions of Leadership seminar from 2-4 p.m. The seminar’s primary theme will be to develop confidence in supervi-

sory skills with an emphasis on leader-ship. Main topics include management theories, concepts, and functions, dis-cussion and assessment of motivational leadership styles, and the traits of ef-fective leaders.

Since the “Get Connected” Business Expo will fall on the same day as the monthly General Membership Lun-cheon, we will not have a Membership Luncheon in September and, as an alternative, invite all of our Chamber members to stop by and visit the expo. The Fountains Table Restaurant & Bar will offer special discounted lunchtime

Continued on page four

The Regional Chamber Newsletter

www.salisburyarea.com

Salisbury area Chamber of Commerce ‘Get Connected’ business expo at the fountains

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

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

Contact: Brent Miller, CCIM or Rick Tilghman, CCIMhttp://Lease.SVN.com/WesleyDriveMLS # 427617

SALISBURY, MD│FOR LEASE

$12.00/Sq. Ft.

1415 WESLEY DR.

• 1,250 Sq. Ft. Office Space • 2 Offices• Open Work Area & Kitchenette• Private Bath with Shower

Contact: Brent Miller, CCIM or Rick Tilghman, CCIMhttp://Lease.SVN.com/2120WindsorDriveMLS # 438162

SALISBURY, MD│FOR LEASE2120 WINDSOR DR.

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

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

WESTOVER, MD│FOR SALEOLSEN’S ANTIQUES BLDG.

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

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

SALISBURY, MD│FOR SALEBENNETT AIRPORT

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

SEAFORD, DE│FOR SALE

$1,275,000

102 PARK AVE.

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

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

8999 OCEAN HWY.

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

SALISBURY, MD│FOR LEASE2020 SHIPLEY DR.

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

SALISBURY, MD│FOR SALE

$475,000


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


$12.00/Sq. Ft.

31400 WINTERPLACE PKWY.

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

10231 OLD OCEAN CITY RD.

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

FRUITLAND, MD│FOR LEASEIN CROWN SPORTS CTR. FACILITY

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

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

HURLOCK, MD│FOR SALE100 ENTERPRISE DR.

BERLIN, MD│FOR LEASE

$2,800,000

635 HOMER ST.

$995,000

Built for Better Results.

SALISBURY, MD | FoR SALE

• 1,500 +/- sq. ft. stand-alone office/warehouse building• Includes residential home that is currently leased• Located off Route 50 in Salisbury, MD• Appraised at $210,000

• 6000 Sq Ft Office/Warehouse• Snow Hill Road Frontage

$3.50 psf

602 SNoW HILL RD.


• Retail Strip Center • 5,000 sq.ft. – 1.22 Acres • Great Frontage, Visibility & Access

2417 N. SALISBURY BLVD.


• 83,764 sq.ft. Industrial Facility• 4.44 Acres• Zoned Heavy Industrial• 5 Dock Doors / 2 Drive-In Doors

817 WooDS RD.

CAMBRIDGE, MD | FoR SALE

View all of our listings at www.SVNmiller.com

410.543.2440 206 East Main Street • Salisbury, MD 21801

302.846.9908 38375 Old Stage Road • Delmar, DE 19940

302.227.0768 55 Cascade Lane, Suite C • Rehoboth Beach, DE 19971Sperry Van Ness is a registered trademark of Sperry Van Ness International Corporation.

This location is independently owned and operated.

924 W. ISABELLA ST.SALISBURY, MD | FoR SALE

• 29,004 +/- sq. ft. Auto Showroom/Facility located on 2.48 acres

• High Visibility• Located in the Heart of the Car Dealerships• High Traffic Volume

1915 N. SALISBURY BLVD.

Henry Hanna, CCIM, SIOR or Wesley Cox, CCIMhttp://Sale.SVN.com/2417NSalisburyBlvd

Henry Hanna, CCIM, SIOR or Wesley Cox, CCIMhttp://Sale.SVN.com/817WoodsRoad

• 3,891 sq.ft. Free-standing building• 8 Overhead Doors• 500 Sq.Ft. Office Area & 2nd Floor Storage• Located Just off Rt. 13

117 CoLUMBIA DRIVE


$219,900$2,100,000$895,000

Henry Hanna, CCIM, SIOR or Wesley Cox, CCIMhttp://Sale.SVN.com/117Columbia

• 5000 Sq Ft Office/Warehouse• Great Northwood Industrial Park Location

404 WINFIELD DRIVESALISBURY, MD | FoR LEASE

Contact Bradley Gillis, CCIMTo view my other listings, visit www.bradleygillis.com

Contact Brent C. Miller, CCIM, CPMhttp://Sale.SVN.com/1915NSalisburyBlvd

• .76 Acres of Land Zoned General Commercial• Located just North of Chili’s Restaurant in Salisbury, MD• Ground Lease $3,335/month

Contact Brent C. Miller, CCIM, CPM http://Sale.SVN.com/NSalisburyBlvdLand or http://Lease.SVN.com/NSalisburyBlvdLand

N. SALISBURY BLVD.

SALISBURY, MD | FoR SALE/LEASE

SOLD

LEASEDNEW LISTING

NEW LISTING

Contact Brent C. Miller, CCIM, CPMhttp://Sale.SVN.com/924WIsabella

Contact Bradley Gillis, CCIMTo view my other listings, visit www.bradleygillis.com

Even Now.Sperry Van Ness can maximize your business with the right location.

If your business is looking to save on occupancy costs and increase profits, you need to be educated.

Call us first for a comprehensive overview of today’s market and let us help you find the best leasing or purchase terms available. available.

Great profits are made during re-cessions by knowledgeable investors and users of real estate -

Call us FIRST!

Call for more information:

Karen Cherry410-543-2422

John McClellan CCIM410-543-2428

DON’T SIGN A NEW LEASE!!! Without Calling Us First

$1,000,000 $179,000

Leased @ $6.90 psf

Sold @ $215,000

Business Journal • September 2009 PAGE 3

Many would like to be-lieve that we have hit the bot-tom of the recession. Govern-ment leaders, media analysts and the public are praying for the recession to be over.

The Governor was opti-mistic at a recent meeting with some of the leaders of our Chamber and the Lower Shore business community. His Department of Business and Eco-nomic Development Secretary Chris-tian S. Johansson, proudly points out, “Maryland’s economy as a whole is continuing to outperform the nation and many of our surrounding states.”

The Federal government continues to spend billions to help bail out banks, car companies, investment firms and insurance giants. Many states were only able to come close to a balanced bud-get this fiscal year with the addition of

stimulus funds. The Stock market is showing some

consistent growth. The Japanese economy, the world’s second largest, is finally showing strong signs of coming out of their long, painful business chal-lenges.

Are you seeing the bottom? Most of the business leaders I have spoken with are much less confident that recovery is on the horizon.

Depending on the industry they operate in, some people are seeing

improvements in their business’ bot-tom line. But, for many, this change is due to cuts in staffing, economizations, and/or modifications of their business model.

Sales tax numbers show higher sales in July over June, but numbers are still down greatly from last year. Hotels, restaurant and recreation businesses re-port visitors are coming, but staying for shorter visits and spending less money while they are here.

Consumer confidence has been slow to recover. Therefore, many business people are seeing very little that in-spires confidence in the economy.

While a lot of the numbers being released show improvement and many experts are optimistic, the business community needs more before we are going to relax. We need the govern-ment and media to send a consistent message.

At one event the economy is given a positive spin, but the next report is how much this or that government entity is hurting and needs more revenue to sur-vive. Too often the solution to govern-ment financial problems are new taxes or fees on businesses.

As an advocate for business, the Salisbury Area Chamber of Commerce must ask government to consider the

broader impact of any new revenue they generate. All these increases take money away from our customers, as the costs are added to the bill; and our employees as their take-home pay is reduced or their position must be elimi-nated to balance the company books. When companies are struggling to keep the firm running, an increase in expenses can push the company over the edge. Any increase in taxes can be devastating.

Too many companies have already fallen victim to this recession. Let’s not drive any more into bankruptcy or closure.

The best way to avoid disaster is for government leaders to view business as a partner. Do as Governor O’Malley, our Eastern Shore delegation and Con-gressman Kratovil just did: listen to and consider our concerns.

Without our businesses there are no jobs and a lot less tax revenue.

thank you!On a brighter note, thanks to the em-

ployers who helped the Salisbury Area Chamber of Commerce Foundation with 80 summer jobs for our interns.

All the young people in the program learned important life lessons that they can take with them into adulthood.

Director’s Journal

the best way to avoid disaster is for government leaders to view business as a partner.

By Brad BellaciccoSACC Executive Director

have we hit the bottom of the recession?

Mark your calendars...

// /“Get Connected” Business Expo

September 17thFountains Wedding & Conference Center

2009 Job Fair October 15th

Centre at Salisbury

ChamberFestOctober 16 & 17thCentre at Salisbury

Contact the Chamber for more information at 410-749-0144 or visit www.salisburyarea.com

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

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

2009-2010 Salisbury Area Chamber of Commerce OfficersPresident J. Scott Robertson Robertson & Robertson, P.A.President Elect Dawn Tilghman Burnett White Tire and Auto Vice President Sandy Fitzgerald-Angello Pohanka Automotive Group Vice President Ernie Colburn Comcast Spotlight Vice President Victor G. Lowe Peninsula Neurosurgical Associates Secretary/Treasurer William D. Tingle Delmarva Tele-Plus, Inc.Asst. Sec./Treasurer Robert Mulford, Jr. Market Street InnLegal Counsel S. James Sarbanes Laws & Sarbanes, P.A.Asst. Legal Counsel Matthew Maciarello Hearne & Bailey, P.A. Past President Michael Kleger PKS & Co., P.A.

The 2009-2010 Chamber officers are in the front row, from left, Dawn Tilghman, J. Scott Robertson, Sandy Fitzgerald-Angello. Back row, from left, are matthew ma-ciarello, ernie Colburn, victor Lowe, Robert mulford Jr., and michael C. Kleger. Not pictured are Bill Tingle and S. James. Sarbanes.

Business Journal • September 2009PAGE 4

College students welcomed The Salisbury Area Chamber of

Commerce is once again welcoming returning students to our local colleges.

August marked the sixth year of the College Welcome Program that connects local businesses and resi-dents with Salisbury University, the University of Maryland Eastern Shore and Wor-Wic Community College students.

The Chamber’s College Welcome Program headed by SACC past-pres-ident, Stephanie Willey, organized a welcome campaign during the 3-week period of Aug. 21 through Sept. 11.

PNC Bank is once again the major corporate sponsor for the “College Student Welcome Program.” The ad-ditional sponsors this year include Clear Channel Outdoor, Clear Channel Radio, Comcast Spotlight: TV Com-mercial, and SAPOA: Salisbury Area Property Owners Association. With the help of these sponsors, the program was able to have five billboard spaces, welcome posters printed for businesses to display in their windows and yard signs that were distributed in neighbor-hoods surrounding all three colleges.

Through the College Student Dis-count Program, SU, UMES and Wor-Wic students can receive discounts and/or free gifts at over 130 locations. Students use their college ID as the primary validation for the discount or gift. The College Student Discount program was developed to strengthen ties between businesses and their col-lege consumers.

The Salisbury Area Chamber of Commerce asks all businesses own-ers to help us welcome back return-ing students to our local colleges this fall by displaying “Welcome College Students” on your business marquee through Sept. 11. For more informa-tion about the program, contact Cindy Feist at 410-749-0144.

Chamber hosts fall Job fairThe Salisbury Area Chamber of

Commerce and the One-Stop Job Mar-ket will host the fourth annual fall job fair on Thursday, Oct. 15, from 3:30 to 7 p.m., at The Centre at Salisbury. Booths will be set-up throughout the main corridors.

The event is open to any business seeking employees in the Lower Shore area. Tens of thousands of people visit the mall daily so this is a terrific op-portunity to meet with many excellent potential employees. The Resume Doc-tor will be on hand to offer advice and suggestions to applicants and evaluate their resumes.

The show sold out last year so reg-ister soon to reserve your spot.

For more information or to register, contact Shannon at the Salisbury Area Chamber of Commerce at 410-749-0144 or [email protected].

railroad bridge gets makeoverOver a year ago the Salisbury Area

Chamber of Commerce Beautifica-tion Committee established a goal to improve and beautify the railroad structure and intersection at Route 13 & East Main Street.

We learned that the State Highway already had plans to improve the inter-section to increase pedestrian safety by installing timed pedestrian lights and new crosswalks. But Norfolk Southern Railroad had no plans for improving the railroad tressel or bridge structure in the future.

The committee, under the leader-ship of Loudell Insley, began the plan-ning and preparation process needed to get the job done. Years of dirt, exhaust residue, rust and mildew had darkened the structure so that it has become quite the eyesore. The planning has been a long process, but work began in August and will be complete sometime in the near future.

The Beautification Committee plans to publish before and after photos next month and recognize the efforts and support of everyone involved. In the meantime, you can visit our website at www.salisburyarea.com to see a Flick-er photo show of the progress of the work being done by our contractors, Pro Coat, LLC. The transformation is amazing and we are all very excited to see the final results.

adkins award nominationsThe Salisbury Area Chamber of

Commerce seeks nominations for its annual Fred P. Adkins Award program that provides recognition for member businesses, non-profits and individuals who have made significant contribu-tions to our community by making architectural enhancements and overall beautification to existing properties in the greater Salisbury area.

When making your nomination, consider the following: improvements to the exterior, landscape, parking,

lighting, signage and the overall cohe-siveness of the entire design. Nomi-nations forms can be found on the Chamber website, www.salisburyarea.com, and should be submitted by Oct. 31, 2009.

Pansy saleThe Beautification Committee of

the Salisbury Area Chamber of Com-merce has begun its 23rd annual fall flower sale to help provide funds to establish and maintain landscaped tri-angles and other projects around town. The Chamber maintains approximately 30 triangles.

These “spots of beauty,” as Beau-tification Chairwoman Loudell Insley calls them, would not be possible with-out the help of sponsors, our beautifi-cation endowment fund and fundrais-ers such as this flower sale.

Winter pansies can be pre-ordered for pick up at the Chamber of Com-merce Business Center on Wednesday, Oct. 7. The cost of an individual 3.5” potted pansy is $1.40 and a flat of 18 plants is $25.40 (tax included). To order your pansies, call 410-749-0144. Order forms are available online at www.salisburyarea.com.

lunch & learnOn Aug. 11, Wicomico County

Executive Rick Pollitt was the speaker for the Young Professionals (YP) Lunch & Learn. The County Executive spoke about the history of his position and then discussed ways the County is trying to improve the quality of life for residents. Pollitt stressed that his administration is actively working towards making the government a part-ner of citizens and an extension of its citizenry.

The presentation enlightened YP members about the role of a county executive and the impact it has on the efficiency of government. Pollitt answered questions and thanked the committee for inviting him to speak

to them and share his vision for the County.

Lunch & Learns are only one of the many programs offered by the YP Committee. To learn more, visit www.salisburyyoungprofessionals.com, contact Tiffanie at 410-749-0144 or email [email protected]. Look for upcoming events on www.salisburyarea.com.

Business expoContinued from page one

prices for anyone who would like to have lunch after visiting the expo. Stop by the Chamber’s booth at the expo for more information.

Additionally, a Business After Hours has been planned for 5 to 7 p.m. that evening at The Fountains. You won’t want to miss this great event!

The showcase is free and open to the public. RSVP is required for the seminars and Business After Hours events.

Trade Show Boot CampNew this year, the Chamber is of-

fering a brand new workshop called “Trade Show Boot Camp” before the business expo and ChamberFest 2009.

Directed towards trade show par-ticipants, this workshop will help businesses understand the value of participating in trade shows, how to set up and maintain their booth, staffing considerations, how to get your word out, and much more.

The lunchtime seminar will be offered on Tuesday, Sept. 8, and Tuesday, Oct. 6, from 11:30 a.m. to 1 p.m. at the Chamber. The seminar is free, but you must RSVP. Contact the Chamber for more information.

For more information on any of these events, contact Shannon at the Chamber at 410-749-0144 or visit www.salisburyarea.com.

Let the Chamber help you “Get Connected” today!

Lower Shore Chambers of CommerceChamber Phone Key contact Dues* Members Fax Berlin 410-641-4775 Bill Outten $100 200 410-641-3118Crisfield 410-968-2500 valerie Howard $100 165 410-968-0524Delmar 302-846-3336 John Johnson $60 88Fruitland 410-341-4803 Jean Hungiville $50 65 Ocean City 410-213-0144 melanie Pursel $150 850 410-213-7521 Ocean Pines 410-641-5306 Carol Ludwig $130 300 410-641-6176 Pocomoke City 410-957-1919 Jill marsh $150 132 410-957-4784Princess Anne 410-651-2961 Dennis Williams $50 105 410-651-5881Salisbury 410-749-0144 Brad Bellacicco $200 825 410-860-9925Snow Hill 410-632-0809 Barry Laws $70 70 410-632-3158

* Basic annual membership cost.

Chamber news


7171 Bent Pine Road At Route 50 | PO Box 770Willards, MD 21874 | www.ascd.net

Call Us Today At410-835-2000

Insurance. Simplified. ASC&D.

Is choosing the right insurance complicated?

It doesn’t have to be.

Auto • Primary & Secondary Homeowners • Life

Watercraft • Commercial Property • Condo

General Liability • Contractor • Commercial Auto

Workers Compensation • Transportation • Flood

Health • Employee Benefits • Liability • Umbrella

Salisbury Area Chamber of Commerce New Members

rommel’s ace home Center Rep: Patrick Curran802A Woods RoadCambridge, MD 21613410-228-9391 (fax)410-228-2875Offering products and services for

both residential and commercial cus-tomers. Services include screen & glass repair, lock re-keying, key cutting, custom paint matching and free grill & wheelbarrow assembly with purchase. Also offers rental of everything from heavy equipment to cotton candy ma-chines.

breeger media GroupRep: Debbie Donaway316 Handy St.Salisbury, MD 21801443-783-7687757-873-7619 (fax)[email protected] specialists with in-house

printing and full-time graphic artists for designing logos and artwork, online or-dering system and storage facility.

Denny’s - CambridgeRep: Brenda Marine781 Sunburst Hwy.Cambridge, MD 21613410-221-0003410-221-1197 (fax)Restaurant offering a casual din-

ing atmosphere and moderately priced meals. Best known for its breakfasts served around the clock.

frugal, a Coupon Source for the thrifty

Rep: Lisa Taylor4215 Payne Rd.Pocomoke, MD [email protected] thrifty consumers with cou-

pons to locally owned retailers and ser-vice providers.

PDCaRep: Mitch Sterner302 S. Division St.Fruitland, MD 21826410-219-7980410-219-3320 (fax)[email protected] (Painting, Decorating Con-

tractors of America) is developing in-dustry standards, industry-specific pub-lications and programs essential to the success of your business. From business

management publications, to training and reference videos, to employee safe-ty training programs and manuals, we are continually providing the resources contractors need to manage a success-ful painting company. PDCA standards benefit the painting and decorating industry and the entire construction and design community, as well as provide consumers with an important resource for their contracts.

Powerhouse GymRep: Nick TaghipourP.O. Box 2277Salisbury, MD 21802410-742-7697410-742-7650 (fax)[email protected]‘The best service and health club on

the Eastern Shore!’ Established locally in 1999 they cater to all fitness enthu-siasts.

Referred by Adam Roop of The Roop Group/EXIT Shore Realty.

Pulliam international trading Rep: Cliff Pulliam and Karl Bin1138 W. Central Ave.Davidsonville, MD 21035202-494-7947International trade and development

company. Operates the first Checkers on the Eastern Shore of Maryland.

rommel holdingsRep: Patrick Miller103 E. Main St.P.O. Box 310Fruitland, MD 21826410-749-3600, ext. 127410-749-7698 (fax)[email protected] of 12 Ace Hardware stores,

four Denny’s restaurants, an Uno Chi-cago Bar and Grill, a Skateland roller skating rink in Baltimore, and several commercial properties located from Baltimore to Ocean City.

business Journal requester Those who receive the Busi-

ness Journal by mail may help us reduce our mailing costs by emailing us at [email protected] and asking for a “Re-quester” form.

By signing the form and re-turning it via fax or email, you can help us reach our goal for re-quester status. We need 2001 re-questers to reach this goal. Please help us today.


Since 1983, Royal Plus has been helping people restore their property after disaster strikes. Matt Odachowski started the business by cleaning carpets out of the back of his Chevette. The company has grown to three branches with plans to expand.

Royal Plus mitigates damage caused by flood, fire, mold, and other disasters with the goal of getting property own-ers back in their business or home as quickly as possible. They offer not only complete and total restoration, but plumbing, heating, air conditioning and flooring products and services. Shawn Murphy states that, “if it relates to prop-erty damage, we can handle it.”

The company has been called in to help in recent natural disasters both at home on the Shore and across the U.S. In the aftermath of Hurricane Katrina their work was essential to getting a grocery store opened so residents could buy much-needed food and supplies. Last year they went to Iowa to help residents and businesses after massive flooding. Their membership in Disaster Kleenup International is a testament to their abilities.

The favorite thing about the work they do is knowing they are helping people get back into their homes or businesses after they’ve suffered a loss. Royal Plus employees feel as though they are making a difference.

In addition to their business, they also donate a lot to the community. They have donated space to the Worces-ter County chapter of Habitat for Hu-manity and are assisting in their proj-ects; held their second annual golf tour-nament to benefit Parkinson’s disease; and contribute to organizations such as the Worcester County Developmental Center and local Ravens Roost that of-fer scholarships to area students.

Their future plans are to build the brand both locally and nationally. They currently have two branch offices — Philadelphia, Pa. and Jacksonville, Fla. However, the company will continue to focus on their local office since it is where they started.

Ensuring a long and healthy relation-ship with the local business community is a priority, which led them to join the Chamber. They enjoy the “fantastic” networking opportunities afforded by the Chamber.

For more information on Royal Plus

and their products and services, contact Shawn Murphy at [email protected].

Royal Plus is committed to finding ways to offer the best in property resto-ration services and providing exception-al customer service in the process.

From left are Dennis Lawson, Joel Gutierrez, Becky Payne, Robin Schiftic, Nancy Hoeflich, Ann Hund and Tracy Lynch of Royal Plus.

Member Spotlight

Royal Plus

restoration work satisfying and rewarding

Anchorage Nursing & Rehabilitation CenterAngel’s Network 24/7, Inc.Art Institute & GalleryAtlantic Business FormsAvrio Consulting Group, Inc.Beaglin Crossing Business ParkBreak Time Sports Grill & PubCareer Assoc./BesTemps/ Resume ServicesCopier/Printer RejuvenatorS, Inc.Creative Services, Inc.CurvesDelmarva Dental ServicesDivision of Rehabilitation ServicesEastern Shore SHRMEdward Jones--Kelley SelphEssential Accounting, LLCFairfax Station Enterprises, LLC.Famous Dave’s of America, Inc.Flavors Italian GrilleGo-Getters, Inc.Green Hill Yacht & Country ClubHampton Inn--SalisburyHoliday Inn Express Hotel & SuitesLocal Book Publishing Inc.Lombardi’s

Machining Technologies, Inc.Maryland Broadband Cooperative, Inc. (MdBC)Maryland Capital Enterprises, Inc.Moore & Company, P.A.Omni Technology ProfessionalsPeninsula Neurosurgical Associates, P.A.Performance UnlimitedPond’s EdgePT Beans LLCRise Up CoffeeScooter Boy, LLCSharp EnergySleep InnSound Advice Audio SpecialitiesSouthern Boys ConceptsSysco Eastern Maryland, LLCTri-County Council for the Lower ES of MDUS Security Associates, Inc.Vinny’s LaRomaSusan E. Vickers, DMD, P.A.The Wellness Community-DelmarvaWicomico County ExecutivesWicomico County CouncilWorld Gym Salisbury

Membership RenewalsSalisbury Area Chamber of Commerce


Gary D. DiskinComcast Business Representative

410.520.2813

KEEP IT LOCAL

SAVE YOUR BUSINESS MONEY

GRAND OPENING - exotic Sound & Tint recently celebrated their grand opening with a ribbon cutting. Kerry Thomas was joined by staff, County Councilman David macLeod and members of the Chamber as they officially opened for business. exotic Sound & Tint showcased their mobile unit outfitted with the latest technology with a wall of speakers and a big screen plasma in the back. OC104 provided entertainment and Chef Stewart refresh-ments. Congratulations to Kerry and his staff and best wishes for future success.

As business people, we all work to make the most of our “work-time” to benefit our bottom line. More and more often we are told to network, network, network whether you are in a sales po-sition or a service position.

The Chamber has been researching what our members need and can use in this area.

Offering seminars to support and enhance skill sets, offering more oppor-tunities with the addition of new events, and researching and providing quick tips in many formats were some of the suggestions from members that have been implemented.

One format not yet discussed is the use of “Leads Groups.” There are many types and styles available and there is sure to be one that will suit your com-pany’s needs. Two such groups that are already active in our area are BNI (Business Networking International)

and SALT (Salisbury Area Leads & Tips).

These organizations, while they offer different structures, serve the same pur-pose, to give business people the forum to share contacts and qualified business referrals. Most groups are structured to allow one member from each business sector, so you must check the availabil-ity of an opening.

The Chamber is often asked about networking groups, so if you are cur-rently in a group not listed here, contact us (410-749-0144) and provide the group’s information so that we may re-fer a potential member to your group.

If you are interested in more infor-mation regarding BNI, contact Jerry Schwartz at 410-484-6109 or [email protected]. For more informa-tion about SALT, contact Donna John-son at 410-742-4563 or [email protected].

Benefit Spotlight Networking Programs

RIBBON CUTTING - Ocean Pines Area Chamber board members and ambassadors from Taylor Bank, T & G Builders, The Courier and The Delmarva Chorus enjoyed a morn-ing with Patti Adams, Pat Hardy, staff and family at their new Ruff Cuts Pet Salon located at 11070 Cathell Road in Pines Plaza. Ruff Cuts held their grand opening event on July 29.


Salisbury University Foundation, Inc. recently welcomed three new members to its board of directors: Amy Tilgh-man Miller of Salisbury, Bruce Rogers of Easton and Tony Sposato of Milton, Del.

Miller is managing director of Sperry Van Ness/Miller Commercial Real Es-tate and Property Management, Inc. and has more than 10 years of commercial real estate experience. She earned a B.S. in business administration and an M.B.A. from SU.

A former member and chair of the Salisbury Symphony Orchestra advisory board, Miller also belongs to the Presi-dent’s Club and Public Radio Delmarva.

Active in the community, Miller also serves on the Eastern Shore March of Dimes board and is involved with the Salisbury Area Chamber of Commerce. She and her husband, Brent, have two boys, Bryce and Wyatt.

Rogers is president and chief execu-tive officer at Sherwood of Salisbury. A longtime friend of SU, he is a member of the President’s Club and has sup-ported University programs.

In the local community, he serves on the Wilmington Trust Advisory Board, and also on the Ford/Lincoln/Mercury Washington Dealer Council. In the past he has served on boards for the Com-munity Foundation of the Eastern Shore and the Maryland Auto Trade Associa-tion.

Rogers earned his B.S. in business from Northwood Institute in Midland, Mich. He and his wife, Alice, have three children, Taylor, Maggie and David.

Sposato is owner and president of Sposato Landscape Company, Inc., which provides services including land-

scape management, pest and nutrient management, landscape architecture, and irrigation installation.

While at SU, he was a member of the football and lacrosse teams, and over the years he has continued to support the SU Athletics Department and the

Varsity Club.Sposato earned a B.S. in liberal stud-

ies at SU, and his wife, Karen, earned a B.S. in elementary education and was a member of SU’s cheerleading squad and swim team. They have three children, Brooke, Frederick and Michael.

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in July, Sperry van Ness-miller Commercial Real estate participated in the Salisbury Area Chamber of Commerce’s RiverWalk Cleanup Program. As past participants, the Sperry van Ness team came well prepared with 13 people to clean the walkways, riverbanks, and the waterway that runs through the area of downtown Salisbury. market Street inn kindly provided food to refresh the group once their task was complete. The Beautification Committee extends a big thank you to the Sperry team. From left are Henry Hanna, John mcClellan, Bill moore, Brenda West, Ann morris, Teena Rice, Lindsay moore, Rick Tilghman, Chris Peek, Karen Cherry; in the boat are melanie Griffin, Bart miller and martin Fuhr. Photo by megan Boyd

Sperry van Ness-miller Commercial Real estate assists with Riverwalk Cleanup Program

Three join Salisbury University Foundation board


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

Salisbury-Ocean City-Wicomico Airport July ‘08 . . . . . . . . . . .11,572 -1.8August . . . . . . . . . . . .11,427 -4.5September. . . . . . . . . .9,641 -1.6October ‘08 . . . . . . . .10,054 -5.2November ‘08 . . . . . . .8,889 -3.2December ‘08 . . . . . . .8,590 2.12008 Total . . . . . . .116,705 -2 .6

January ‘09 . . . . . . . . .8,123 -5.8February . . . . . . . . . . .7,310 -13.1March ‘09 . . . . . . . . . .8,359 -17.0April ‘09 . . . . . . . . . . . .8,851 -5.0May ‘09 . . . . . . . . . . .10,042 -1.5June ‘09. . . . . . . . . . .10,957 7.2July ‘09 . . . . . . . . . . .12,300 6.3

Wicomico County Sales tax Collections by category

Airline Passengers Enplaned/Deplaned

National, State, County Unemployment Rates Jan Feb Mar Apr May Jun

National 8.5 8.9 9.0 8.6 9.1 9.7

Maryland 6.7 7.2 6.9 6.6 7.1 7.5

Wicomico 9.1 9.4 9.2 8.1 8.2 8.5

Worcester 16.8 16.4 15.0 11.6 9.4 7.8

Somerset 9.8 10.3 9.6 8.7 8.9 9.7Information courtesy of the Maryland Job Service at the One Stop Job Market. (Not seasonally adjusted.)

Food & Beverage

Apparel

General Merch.

Automotive & Oil

Furniture & Appl.

Building Supplies

Utilities & Trans.

Hardware & Equip.

Miscellaneous

TOTAL

June ‘09

$1,240,211

$288,666

$1,764,730

$432,983

$184,576

$623,526

$612,131

$237,327

$590,779

$5,974,929

July ‘08

$1,368,256

$339,684

$2,114,548

$600,331

$289,911

$922,653

$734,876

$245,643

$784,179

$7,400,081

July ‘09

$1,317,404

$304,388

$1,924,392

$486,160

$204,096

$759,236

$639,830

$249,100

$651,429

$6,536,035

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

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Perdue to supply barley to ethanol bioprocessing facility

Osage Bio Energy has entered into an exclusive agreement with Perdue AgriBusiness to source barley to oper-ate its first barley-to-ethanol bioprocess-ing facility.

Perdue, a leading grain supplier in the Southeast and Mid-Atlantic, is com-mitted to working with local farmers to supply Osage Bio Energy with its barley needs for the Appomattox Bio Energy plant in Hopewell, Va., the first of its kind on the East Coast.

Osage Bio Energy is creating a new agricultural economy for barley. The company will use barley as its primary feedstock in ethanol production, creat-ing a viable and consistent local market for the crop.

Osage Bio Energy also will produce a high-quality barley protein meal ani-mal feed, along with renewable fuel pellets and food grade carbon dioxide.

Barley offers local growers a number of benefits. As a winter crop, it can be planted in fields that might otherwise be

unused and provides growers with an incremental cash crop.

Additionally, barley enables high soybean yields when double-cropped with soybeans.

Osage Bio Energy’s goal is to pro-cure all of its barley feedstock from within 100 miles of its facilities.

“Osage Bio Energy has a strong business model dedicated to creating opportunities for local agriculture,” said Dick Willey, president of Perdue Agri-Business.

Perdue AgriBusiness is launching a barley contracting program for the 2009-2010 crop to supply the Appomat-tox Bio Energy plant, with plans to con-tract up to 30 million bushels.

Growers interested in contracting barley for Osage Bio Energy should contact Steve Norris at Perdue Agri-Business at [email protected] or 410-726-9104.

For more information, visit www.perdueagribusiness.com.

United Way distributes fundsUnited Way of the Lower Eastern

Shore recently announced a total com-munity investment of $1,135,000 for local nonprofit programs and services in Wicomico, Worcester, Dorchester, and Somerset Counties.

United Way’s Community Invest-ment Committee, which is responsible for deciding where dollars are most

needed in the community, spent four months during the winter and spring determining programs addressing the most important and pressing needs on the Lower Shore.

The community investment will di-rectly impact the lives of over 100,000 Lower Shore residents this year.

Community investment Committee Chairman, Bruce Bright and United Way Assistant Director, Aaron Reid celebrate United Way’s $1,135,000 investment in local nonprofit programs on the Lower Shore.


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Declining commercial real estate markets created by turbulent economic times and worries of an uncertain future can vex even the most expe-rienced property owners.

While it’s very easy to get caught-up in the herd mentality of the pundits and other industry naysayers who portray a doomsday mentality, it’s con-siderably more profitable to get creative in your approach to increasing your cash flow.

Remember that more significant and lasting wealth is created in down markets than is ever created in robust markets.

However, the opportunities that ex-ist in today’s market climate only go to those willing to adapt their operating philosophies to creative and flexible strategies and tactics. Here are seven different strategies to increase your cash flow now.

accelerate your depreciationEven though cost segregation is

nothing new, I’m amazed at the number of commercial real estate owners who have not taken advantage of the finan-cial benefits that are so easily available to them.

In a down market where times are tough, cost segregation is one of the few operating tactics that can immediately decrease your tax burden while increas-ing cash flow.

The reason cost segregation is so valuable is that it can be applied when constructing a building, buying an asset, to an existing asset you currently oper-ate, or in certain circumstances, years after disposing of a building so long as the year of disposition is open under the statute of limitations.

renegotiate with lendersIn many cases today, lenders have no

idea what your property is worth, and whether or not they’re under water on your debt.

It is not uncommon to find properties where the current debt far exceeds the current market value.

If you find yourself in a situation like this, it is quite possible to restructure your debt via a loan modification that can both reduce the principal amount of the debt you owe, while immediately improving your NOI (net operating in-come).

use creative signage If you view signage as just another

item to negotiate with tenants, then you may be missing a significant opportu-nity.

Depending on the size and location of your property, there are any number of companies who will pay you for the privilege of placing advertising on your building.

The creative use of wallscapes, tra-ditional and digital billboards, banners, and other forms of signage afford the possibility of increasing your revenue.

monetize the sunDepending on the size of your roof

and the climate of the geographic area in which your building is located, you can place solar panels on the roof to generate energy.

You can receive federal and state tax credits as well as revenue from selling the energy.

Alternatively, if you don’t want to deal with the time and expense of retro-fitting your roof, you can turn the entire process over to solar energy aggregators by simply leasing the roof space and they’ll do all the work.

Can you hear me now?Again, depending on location, as

well as the carriers serving your market, mobile communications and wireless Internet providers may be willing to lease a portion of your property or roof space for cellular towers, Wi-Fi hot spots, etc.

leverage that asphaltMany property owners don’t lever-

age their weekend and evening parking capabilities.

If you’re located in close proximity to sports arenas, conference venues, concert halls and the like you can eas-ily turn your parking area into a rev-enue generator by leasing the parking concession to a third party, or doing it yourself.

Alternatively, if you have significant parking space available, flea markets, farmers markets, car shows, gun & knife shows, hobby shows, etc., are always looking for large open areas on the weekends.

if at first you don’t succeedIf you have a large vacancy, consider

using it as an opportunity to reposition your property for a higher and better use.

A market shift that created the de-mise of a certain use or tenant mix may also present a significant opportunity for property owners to cater to a differ-ent use or tenant mix not affected by problems that plagued previous tenants.

Serve the communityMany churches and civic organiza-

tions need evening and weekend meet-ing space and are very willing to pay for it.

These can be long-term relationships that can generate significant cash flow off of space that might normally go unused.

find a partnerIf you can’t continue to hold an as-

set based upon your current financial strength, or lack thereof, consider taking on a partner.

Aside from all the usual suspects (lenders, investors, developers, other owners, etc.), an often overlooked cat-egory of partners are existing tenants. You may find a current or prospective tenant that wishes to transition from a lessee to a principal with a carried own-ership interest.

The opportunity to secure a source of additional liquidity and balance sheet strength could be just what it takes to hold onto a property in this market.

The reality is that while many own-ers can take advantage of the items discussed above, not all principals are in a position to navigate current market complexities by riding out the tough times, and may need to consider cutting their losses.

Whether you need help executing any of the strategies above, or need assistance in exiting a property while minimizing risk and loss, I can help.

About the authorRick Tilghman serves as advisor for

Sperry Van Ness/Miller Commercial Real Estate specializing in the sale and leasing of retail, medical and office properties in Eastern Maryland and Del-aware. To reach him, email [email protected] or call 410-543-2440.

increasing net operating income in adversityBy Rick Tilghman

...the opportunities that exist in today’s market climate go to those willing to adapt their operating philosophies.

Real Estate


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In May 2005, former Mayor Barrie P. Tilghman created the City of Salis-bury Neighborhood Services Task Force (NSTF).

The Task Force is made up of rep-resentatives from the following depart-ments: Neighborhood Services & Code Compliance (NSCC), Salisbury Police Department, Salisbury Fire Department, Salisbury Public Works Department, Building Permits and Inspections, and Wicomico County Fire Protection Ser-vices.

The chairperson for the task force is Tom Stevenson, director of Neighbor-hood Services & Code Compliance.

The mission of the NSTF is to em-phasize public safety, focusing on the reduction of crime and fire hazards

while simultaneously enforcing hous-ing codes and enhancing neighborhood beautification.

The eventual goal of this coordinated effort is to increase community pride in our neighborhoods and appreciably ad-vance the quality of life for our citizens.

The NSTF serves to coordinate activities of various departments and promotes communication between those departments.

For example, through the work of the task force, if police officers observe housing code violations, they know they can call on Neighborhood Services & Code Compliance to respond and inves-tigate.

The same is true when inspectors of Neighborhood Services view situations that need to be handled by the Police Department or Fire Department.

These situations have paid tremen-

dous dividends, allowing the proper de-partment to apply services and improve the quality of life for City residents.

Members meet on a monthly basis to discuss any issues that fall under the jurisdiction of the NSTF or any of its member departments.

The members also maintain a “Prop-erty Watch List” that is reviewed and updated monthly.

These properties typically have violations and/or issues that fall within the enforcement of one or more depart-ments.

These properties are high priori-ties of each department. The “Property Watch List” is posted on the NSCC website at www.ci.salisbury.md.us.

Monthly commercial inspections are also performed by the NSTF. Members meet to plan a 12 month schedule of commercial properties throughout the

City limits that may need a comprehen-sive inspection by each department.

The inspections consist of code com-pliance, building codes and life safety issues. These inspections have proven to be very beneficial.

Some very severe life safety issues have been found and corrected, saving damage, and most importantly potential loss of life.

Mayor Jim Ireton adds, “At a recent Neighborhood Services Task Force meeting, I told the group that changing the face of Salisbury has its roots in a task force like this one.

I applaud the creation of the group and will continue to utilize the group in implementing the vision that I brought with me in becoming mayor.”

If anyone has questions regarding the Neighborhood Services Task Force, call the NSCC Department at 410-341-9550.

task force works to keep City of Salisbury safeBy Susan PhillipsHousing Supervisor, Neighborhood Services & Code Compliance Department

monopoly tourney will benefit mCe

First Shore Federal Presi-dent Marty Neat is Mr. Mo-nopoly for the “Party on Park Place” Monopoly tournament sponsored by Maryland Capital Enterprises on Friday, Oct. 16, at Black Diamond Lodge in Fruitland.

The evening includes a field of 24 players competing for the title of Delmarva Monopo-ly champion. The semi-formal gala includes dinner, a silent auction and live entertainment by Peter Wood, a Vegas style illusionist. Sponsorships, do-nations for the silent auction, tickets and registrations to play in the tourney are available un-til September 30.

The tourney is the only Monopoly competition held on Delmarva approved by Hasbro, who holds the rights to the “fast-dealing property trading game.” Tournaments are held around the world.

UMES is sponsoring its own team. WMDT TV Morn-ing Show anchors Terrence Lee and Linda Kurtz will be on hand at the event. WMDT CW TV is serving as a media partner.

MCE is a non-profit 501(c)(3) micro-business assistance organization that provides business counseling, training, technical assistance and loans to small businesses on Mary-land’s Eastern Shore that have limited or no access to capital. For more information or to participate, contact Kristen Ba-con at 410-546-1900.


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businesses partner to offer youth work experienceThe Salisbury Area Chamber of

Commerce Foundation, Telamon Cor-poration, the Wicomico County Board of Education (Parkside Career and Technology Center) and the Lower Shore Workforce Alliance partnered this summer to provide 80 youth (ages 14 to 21) with an opportunity to acquire job readiness and life skills along with a meaningful work experience.

Accurate Optical, Wicomico Heating and Air, Lakeside Assisted Living at Mallard Landing and Market Street Inn reflect the diversity of work sites and skill sets these youth were able to take advantage of.

Accurate Optical Jennifer Briddell Shores, director

of advertising/marketing for Accurate Optical has taken interns from the Sum-mer Youth Employment Program for the past few years. This year, Keishla Febres, an 18-year-old who graduated from high school in June, helped out in the advertising/marketing department. Keishla plans to attend Wor-Wic Com-munity College in September with the career goal of obtaining a four year de-gree in education.

Briddell Shores commented, “Since my intern and I had the pleasure of working together two summers ago, I have had the opportunity to see her ma-ture dramatically this summer. Through-out the program this summer she has demonstrated responsibility and a stellar work ethic. She has been able to achieve knowledge and confidence that only an experience like the summer employment program can provide.”

Lakeside Assisted Living at Mallard Landing

Michelle Metz, activity director at Lakeside Assisted Living at Mallard Landing in Salisbury, took on intern, Chelsea Parsons a 20-year-old who pre-viously worked as a GNA and enjoys working with the elderly. “Chelsea Parsons has benefited our activity pro-gram in several ways. She has aided us in executing daily activities with our residents. With her help, we’ve been able to run more concurrent activities as well as activities on the weekend. Her help on outings has been imperative for the safety of our residents. She has also been a big help in keeping com-

mon areas and bulletin boards decorated with monthly themes and/or holidays. Chelsea has also greatly helped engage residents through face-to-face encour-agement or reminder phone calls,” explained Michelle Metz, activity direc-tor. Chelsea’s career goal is to obtain a degree in either social work or psychol-ogy.

Wicomico Heating and AirWicomico Heating and Air Owner,

Vic Disharoon employed Brittany Wilkerson this summer as his summer intern. Brittany is 17-years-old and just completed 11th grade. She is an HVAC student at the Parkside Career and Tech-nology Center. Disharoom commented, “The Summer Youth Program has provided us with motivated, temporary summer help, which helps our company to finish projects on time or earlier, while previewing future permanent em-ployees.” Returning back to school this fall, Brittany is on track for her career goal of becoming a licensed HVAC journeyperson.

Market Street InnEbony Thompson took advantage of

the summer youth program and interned with Executive Chef, Joel Olive of Mar-ket Street Inn. Ebony is 18-years-old and graduated high school in June. She also received a certificate of completion from the Parkside Career and Technol-ogy Center in Culinary Arts.

Joel Olive, executive chef, explained, “Ebony has learned the high standards of Market Street Inn and what it takes to keep those standards high. She always gave 100% and did what was asked of her. Market Street Inn has benefitted be-cause Ebony was a very fast learner and did not require a large amount of super-vision. She worked well with staff and was always able to brighten the mood of the staff.” Ebony is going to attend Bal-timore International Culinary College in September and her career goal is to become a chef.

In addition to the four employers fea-tured in this article, the Salisbury Area Chamber of Commerce Foundation, Telamon Corporation, the Wicomico County Board of Education (Parkside Career and Technology Center) and the Lower Shore Workforce Alliance would like to thank the following employers

for participating in the youth summer employment program and providing a meaningful work experience:

Bay Shore Services, Big Brothers/Big Sisters, Christian Shelter, City of Fruitland Police Department, Crown Sports Center, Deaf Independent Liv-ing Association, Delmarva Homes, Goodwill Industries, Greater Salisbury Area Chamber of Commerce, Habitat for Humanity, Health South, Junior Achievement, Lower Shore Workforce Alliance, Mallard Landing, Mount Her-

mon Health Mart Pharmacy, Parkside Maintenance Department, Peninsula Regional Medical Center, Pepsi Bottling Ventures, Pohanka,

Pohanka Body Shop, Salisbury Uni-versity Dining Services, Salisbury Uni-versity Horticulture/Grounds Depart-ment, Salisbury Urban Ministries,

Salisbury Wicomico Arts Coun-cil, Salvation Army, Shore-Up, Inc., Telamon Corporation, Trinity Sterile, Wicomico County Department of Social Services, Wicomico County Library, Wicomico Heating and Air, Wicomico Partnership for Families and Children and Wor Wic Community College Maintenance Department.

Jennifer Briddell Shores, director of ad-vertising/marketing for Accurate Optical and Keishla Febres, summer intern.

Chelsea Parsons, summer intern at Lakeside Assisted Living at mallard Landing, with michelle metz, activity director.

ebony Thompson with executive Chef, Joel Olive from market Street inn.

Brittany Wilkerson, summer intern for Wicomico Heating and Air with vic Dis-haroon, owner of Wicomico Heating and Air.


Choosing a site for a new County main libraryBy Tom HehmanLibrary Director

After six months of investigation, architectural and engineering analysis and study, the Wicomico Public Library asked Salisbury City Council on June 1 to acquire Parking Lot 10 (facing the courts building to the West and fronting on Route 13 business to the East) as a site for a 72,000-square-foot new Main Library building.

City Council President Louise Smith appointed a Joint Task Force of City, County and community representatives to study the issues of parking, access and development impact. The Task Force reported at the Aug. 3 City Coun-cil work session. Council split 3-2 in favor of the Library’s acquisition of Lot 10, but opposition has surfaced.

How did the Library decide on Lot 10? The Library’s service area popula-tion is all 94,000 citizens of Wicomico County, spread over 400 square miles.

Accordingly, visibility, accessibility and parking are primary requirements for a site.

This site is highly visible from Route 13 Business and Route 50 Business. More than 34,000 vehicles drive past this site daily on Route 13 and with an-other 20,000 vehicles on Route 50.

Local traffic along these roadways includes visits to schools, churches, grocery stores, shopping centers, post offices, restaurants, gas stations, con-venience stores, Peninsula Regional Medical Center, doctor’s offices and

Salisbury University, among others.This site provides excellent access

from the surrounding region. It offers good delivery and drop off access and is accessible from three sides.

Maryland State Highway Adminis-tration District Engineer Donnie Drewer stated that current roadways, traffic di-rections and traffic signals would easily accommodate the additional traffic that would come to a new library building on Lot 10.

The Centre Branch at the Centre at Salisbury opened its new and greatly expanded facility in June 2007, near an outside entrance and across from Chuck E. Cheese. The Branch’s usage numbers skyrocketed and it found new customers to whom it was visible and accessible for the first time. Despite a 10-year presence in the Centre at Salis-bury in various places, many people did not know it was there.

Macerich Corporation, managers of the Centre at Salisbury, provides 2,700 square feet of prime retail space to the Centre Branch lease-free, based on its value to the community as well as the merchants and shoppers at the Centre.

The Pittsville branch opened on Jan. 17, 2006 in a small trailer located be-hind Pittsville Elementary and Middle School. On June 30, the new Branch opened in front of the school, highly visible and accessible from Old Ocean City Road. Again, usage numbers are skyrocketing, with many first time visi-tors saying, “I didn’t know there was a

library in Pittsville!” Visibility and ac-cessibility made the difference.

Lot 10’s nearly three-acre size and 18’ vertical drop allow ample space for the building footprint and onsite park-ing, possibly some under the building.

In various customer surveys over the years, Main Library customers have said their number one concern is conve-nient, onsite parking, without having to cross a public street with small children in tow. Seniors and those with mobility issues feel the same way.

New public library buildings can serve as a stimulus for economic de-velopment, but that is not a guaranteed outcome. Locating the library on Lot 10 may catalyze development and invest-ment on the eastern edge of Historic Downtown and invite users Downtown by providing a gateway and economic development anchor.

A new, attractive, highly visible Main Library would provide a perma-nent beacon announcing the beginning of Historic Downtown Salisbury.

What would McDonald’s do? From a recent book on public library

buildings:An important consideration is to

locate a library near or en route to places where people need to go regu-larly. Koontz notes that it costs money to go to a grocery store, that is, there are travel expenses, not just the costs of grocerie. An isolated location away from normal travel routes will not at-

tract users, and the library will fail in its mission. William Sannwald advises locating near a fast food outlet for the simple reason that people go there.

The Library’s missionMost of all, the Wicomico Public

Library’s mission is “Supporting Learn-ing, Building Community, Enriching Lives” for all 94,000 residents spread over 400 square miles of Wicomico County. This site offers the greatest pos-sibility for increasing usage, serving the greatest number of Wicomico County residents and providing the best value for the public dollars invested.

What would Thomas Jefferson do? Scholar Vartan Gregorian wrote: In our democratic society, the library

stands for hope, for learning, for prog-ress, for literacy, for self-improvement and for civic engagement.

The library is a symbol of opportu-nity, citizenship, equality, freedom of speech and freedom of thought, and hence, it is a symbol of democracy it-self. It is a critical component in the free exchange of information, which is at the heart of our democracy.

In these challenging times, the Li-brary cannot afford to fail in its mis-sion of “Supporting Learning, Building Community and Enriching Lives.”

A highly visible, easily accessible site with adequate onsite parking is essential to creating a successful new Main Library for all Wicomico County citizens.

Tilghman Oil forms partnership with Alkane, inc.Alkane, Inc. and Tilghman Oil, Inc.

will partner to offer businesses and con-sumers an environmentally friendly, af-fordable premium grade diesel fuel and home heating oil.

The family owned and operated Tilghman Oil, Inc. will begin blending diesel fuel additive, Monster Diesel, into its oil and fuel products.

The addition of Monster Diesel will

effectively decrease harmful emissions and corrosion, while increasing cetane number and engine and system effi-ciency.

This will benefit commercial truck-ing, farming, marine and residential heating customers.

Salisbury-based Tilghman Oil, Inc. is a family owned business that has been operating in Maryland since 1952. The

company serves the area’s residential heating needs as well as commercial fleets and marinas with quality diesel fuel.

“Monster Diesel gives Tilghman Oil the ability to offer a true premium grade diesel fuel to our customers,” says Pat Tilghman, president of Tilghman Oil, Inc. “But, perhaps just as important, it helps produce a greener, more envi-

ronmentally friendly fuel option to our customers.”

“We are privileged to be working with such a respected and long standing family owned and operated business as Tilghman Oil,” said Christina M. Angel, national sales manager of Alkane, Inc.

For more information about Tilgh-man Oil, contact 410-742-7232 or [email protected].


If you have children at home, you’re no doubt aware that it’s the traditional back-to-school time. But even if your days of parent-teacher conferences are in the past, or even in the future, you can still find a place in your life for education — and you might want to start by educating yourself about in-vesting.

To get the most out of your investment education, ask yourself these questions:

• What are my goals? Your financial goals should drive your investment de-cisions. You probably have short-term goals, such as making a down payment on a home or paying for a vacation, and long-term goals, such as saving for your children’s college education or build-ing resources for your retirement. Once you’ve identified your goals, you can create an investment strategy to help

achieve them. • What is my risk tolerance? Self-

awareness is important in every aspect of life — including your approach to investing. As you create your invest-ment portfolio, you need to understand your own views on risk. Would you consider yourself an aggressive inves-tor — that is, someone who can accept a relatively higher degree of investment risk in exchange for potentially higher returns? Or are you a more conservative investor — someone who is willing to

take lower returns in exchange for low-er potential risk? Or perhaps you’re a moderate investor, less risk-averse than some but less aggressive than others. However you’d characterize yourself, it’s essential that you factor in your risk tolerance when choosing investments. Otherwise, you’ll likely end up causing yourself needless worry over your in-vestment portfolio’s performance.

• When should I make changes to my investments? Once you’ve built an investment portfolio, you shouldn’t leave it on “autopilot.” Over time, you most likely will need to add new invest-ments or sell others. However, try to avoid selling quality investments just because their share price has dropped — they may still have good long-term prospects. In general, you should sell an investment under certain circum-stances. For example, if your goals have changed, you may find the need to sell some investments and purchase oth-ers. You may decide to sell an invest-ment if it’s no longer what it was when you purchased it. For example, maybe

you’re invested in a company whose products are less competitive than they once were, or perhaps the company belongs to an industry now in decline. And finally, if your portfolio has be-come “overweighted” with certain types of investments, you may decide to sell some of them to bring your holdings back into balance, based on your goals, risk tolerance and time horizon.

• Whom should I consult for help? You can do a lot to educate yourself about investing — but when it comes to making the right choices for your fu-ture, you may need help. A professional financial advisor who is familiar with your family situation, short- and long-term goals and investment preferences can help you build and maintain a port-folio that can help meet your needs.

The investment world can be com-plex, so the more knowledge you have on your side, the better off you’ll be. Take the time to learn as much as you can about investing.

It’s an education that can pay off in the long run.

it’s time to educate yourself about smart investingthe investment world can be com-plex, so the more knowledge you have on your side, the better off you’ll be.

InvestingBy Kelley Selph

WETIPQUIN BRIDGE - Past County Councilman ed Taylor, County Councilwom-an Stevie Prettyman and County executive Rick Pollitt, along with local residents, celebrated the completion of the long awaited Wetipquin Bridge on July 28. This bridge reconnects a portion of the southwest corner of Wicomico County and has been raised to allow more boat traffic to pass through the Wetipquin Creek.


The 2009 ChamberFest is right around the corner and will be the per-fect opportunity to connect with poten-tial customers this fall.

Held at The Centre at Salisbury on Friday and Saturday, Oct. 16-17, this year’s ChamberFest will be a terrific and cost effective marketing opportu-nity for Chamber members to promote and sell their products and services to the tens of thousands of people who visit the mall every day.

In these challenging economic condi-tions, it is more important than ever to have a presence at key events like the ChamberFest.

What is ChamberFest? It is a business-to-consumer show-

case that provides a chance for Cham-ber members and prospective Chamber members to have a booth at The Centre at Salisbury.

With over six million visitors annu-ally, The Centre at Salisbury is a super regional shopping mall that serves portions of Maryland, Virginia and Delaware. With no other regional mall competition within 50 miles, it serves as the retail hub of our area.

Typical numbers for Friday are 18,000-20,000 people and even higher on Saturday at 22,000-25,000, which

makes this a valuable marketing oppor-tunity for your business.

This event relies on the thousands of people who visit the mall during the weekend as potential customers. Cham-berFest provides Chamber members with the opportunity to showcase their

business, spotlight services, sample products, and network and build re-lationships with area businesses and consumers.

Booths will be displayed throughout the mall directly in the flow of the busy weekend traffic. Each booth will in-

clude a space of approximately 10 feet with a table and two chairs. Electricity and other special support can be ar-ranged, but space is limited. If you sign up before Sept. 11, the fee for the two-day showcase is $175; after, the cost is $200.

We will again be partnering with the One-Stop Job Market to hold a job fair on the Thursday before ChamberFest at the mall from 3:30 to 7 p.m. Contact the Chamber for more information or visit www.salisburyarea.com.

Additionally, the Chamber is devel-oping a program of entertainment for the business showcase. The Chamber seeks local clubs and organizations (dance teams, karate groups, etc.) to perform on stage during ChamberFest weekend.

How do I sign up? Visit www.salisburyarea.com to ob-

tain registration forms for ChamberFest and the Job Fair. For more information on booth spaces, performing, or volun-teering at the free advice booth, contact Shannon Mitchell at the Salisbury Area Chamber of Commerce at 410-749-0144 or email [email protected].

Let the Chamber help you “Get Con-nected” today!

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The Centre at Salisbury is the site of the 2009 ChamberFest. Photo by Daniel Richardson


Next Month

Next month’s edition of the Business Journal will focus on technology and its impact on today’s business community.

Business Journal’s

Technology edition

Contact Emily Rantz at 410.749.0144or email [email protected]

Business Journal -- September 2009 Issue1/4 pg (4.7” x 6”)$164.80 + $41.20 (25% for color) = $206

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

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By Lynn R. Parks

When Andrew W. Booth founded his engineering firm in 1979, he intend-ed it to be a “company that provided across-the-board services” for owners, developers and contractors. Thirty years later, Booth says, AWB Engineers in Salisbury is just that.

“I could not be prouder of this com-pany,” says Booth, who is semi-retired and still serves as chairman of AWB’s five-member board. “I only work 120 days a year, and I find it very difficult to limit myself to that. This is a great organization whose employees are com-mitted to a strong work ethic. And we do what we say we’re going to do.”

“We have a fantastic group of people here,” adds Matt Smith, principal en-gineer and president. “They work very hard and take personal ownership in the projects they are working on.”

AWB provides services in all con-struction disciplines: electrical, mechan-ical, structural and civil engineering as well as architecture. While it designs and oversees construction of many types of buildings, including hotels, auto deal-erships, fire halls and community build-ings, its niche, Smith says, is projects connected with food processing: feed mills, poultry processing plants, hatch-

eries and cold storage buildings.Over the years, AWB has completed

multiple projects for all the local poultry integrators: Perdue, Mountaire, Allens and Tyson at all plants on Delmarva. They have also done projects for a Chinese processor in Brooklyn, N.Y., another for the largest Kosher Poultry processor (at the time) and at the largest turkey plant in the world.

The company completes close to 250 projects a year. At any one time, Smith says, it has about 60 projects in the works.

In the last five years, Booth says, the company’s business has doubled. “Matt Smith and [principal engineer and executive vice president] Matt Drew have been very innovative in expanding business and at the same time keeping to the overall integrity of the company,” he adds.

And members of the board — in ad-dition to Booth, Smith and Drew, the board includes Kevin Oldland, principal architect, and John Shahan, principal engineer — want to do more projects. “Andy has brought an incredibly strong company to us and we look forward to developing it and making it even stron-ger,” says Drew.

To continue to increase its volume of business, Smith says, the company will play on its strengths, primarily its abil-

ity to provide integrated services with multiple disciplines.

“Engineering firms usually have one

or two disciplines, structural and archi-tectural maybe, and then when you need mechanical engineering you have to go

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to a different firm and when you need electrical engineering you have to go to yet another firm,” he says. “We have all of those in one house.”

AWB uses new building information modeling (BIM) software that allows it to combine design details from all of those disciplines in one model. “That makes the building easier to build and means that there are fewer mistakes,” Smith says.

The company also maintains good relationships with the many building contractors with which it does projects.

“We include the contractors at every level of planning and building,” Drew says. “The contractor is a very impor-tant member of the process.”

Another selling point, adds Booth, is AWB’s record keeping. “We have a very sophisticated archive system, with data on the very first jobs that we did,” he says. The earliest building plans were actual drawings, preserved on paper. Records from later jobs, Booth says, are stored on computers.

Booth, who is trained as a structural engineer, started his company, formally titled Andrew W. Booth and Associates Inc., in the basement of his Salisbury home. He had just one employee and his wife served as secretary.

Just two years later, in 1981, AWB moved into space that Booth leased in the former Webcraft building in North-wood Industrial Park. In 1985, Booth and Ron Gore with Nationwide Insur-ance constructed a building at Priscilla Street and U.S. 13 and Booth moved his company onto the second floor.

The company made another move in 1991, into a new building on North-

wood Drive. In 2006, AWB doubled the size of the building, to 10,000 square feet. The company remains there still.

AWB Engineers has 20 employees, half of whom are registered profession-als. It is registered to do business in 20 states as well as in the District of Co-lumbia. It has worked on projects across the country, including several for which it won awards.

In November, it was awarded the top prize by the Design-Build Institute of America for projects over $15 million for a 360,000 square foot food distribu-tion facility and office that it designed in Knoxville, Tenn., for Sysco Food Services. Contractor was BE&K Build-ing Group, Greenville, S.C.

“I think that the building’s architec-tural features really stood out,” Smith says. “The offices are very high end. We used green technologies, including insulated panels in the warehouse. And our building cost per square foot was low — it was a good value for the cli-ent.”

AWB also won a national award for additions it built for a Bell & Evans poultry processing plant in Fredericks-burg, Pa., owned by Farmer’s Pride. The company designed a new evis-ceration and chilling area, including installation of new technology that uses air instead of water to cool chickens. Eliminating water “reduces the potential of cross contamination,” Shahan says.

That construction had to be com-pleted while the plant remained in op-eration.

In 2005, Food Engineering magazine named the Farmer’s Pride plant expan-sion the “project of the year.”

Striper Bistro

United Way makes donation to HorizonsFrom left, Tony Sarbanes, United Way volunteer; Kathleen mommé, United Way

executive director; Harlan eagle, Horizons executive director; Terry Greenwood, Ho-rizons board president; and Bill middleton, United Way past president and Horizons board member, celebrate Horizons’ $6,788 in funding from the United Way of the Lower eastern Shore. The Horizons program provides elementary-aged students from economically disadvantaged backgrounds with a wide array of academic, social and recreational activities.


blood Challenge continuesPerdue employee Glenn Costa is an

engineer by trade – but one of his pas-sions is recruiting blood donors.

His wife, Cindy, recently lost her life to lung cancer, and Glenn is honoring her legacy by continuing her dedication to service.

As an EMT with the Allen Volunteer Fire Department in Allen, Cindy saw the tremendous need for blood to treat patients with every kind of illness.

In March 2007, Cindy was diagnosed with lung cancer and needed chemo-therapy, radiation and numerous blood transfusions throughout her treatments.

“Those transfusions made an im-measurable difference. There was life again,” said Glenn.

Glenn encourages all of his co-workers at Perdue and their families to participate in this year’s Summer Blood Challenge (SBC) by giving blood or becoming Blood Bank members. The Challenge continues through Sept. 5.

For more information, call 1-888-8-BLOOD-8 or visit www.del-marvablood.org.

Dr. lavelle joins PrmCJohn Lavelle, MD was recently

granted active staff membership with clinical privileges in the Department of Patholo-gy at Peninsula Regional Medical Center.

Dr. Lavelle, a spe-cialist in Pathology, received his medical degree from the Univer-sity of Alabama in Bir-mingham, Ala., where he also completed an internship and residency. Dr. Lavelle also completed two fellowships, one at the University of Virginia in Charlottes-ville, Va. and another at the University of Louisville School of Medicine in Louisville, Ky.

Dr. Lavelle is board-certified by the American Board of Pathology and has joined Peninsula Pathology Associates, P.A. in Salisbury.

Dr. tabatabai joins PrmCSayed Tabatabai,

MD was recently grant-ed active staff member-ship with clinical and admitting privileges in the Department of Medicine, Specialty of Nephrology at Penin-sula Regional Medical Center.

Dr. Tabatabai, a specialist in Internal Medicine and Nephrology, received his medical degree from Albany Medical

College in Albany, N.Y. He completed his residency at Tufts

Medical Center in Boston, Mass. and a fellowship at Johns Hopkins Hospital in Baltimore.

Dr. Tabatabai is board-certified by the American Board of Internal Medi-cine and has joined Peninsula Nephrol-ogy Associates, P.A. in Salisbury.

Dr. DelliGatti joins PrmCBrian DelliGatti, MD

was recently granted active staff membership with clinical privileges in the Department of Emergency Services at Peninsula Regional Medical Center.

Dr. DelliGatti, an Emergency Medicine specialist, received his medical degree from the University of Maryland School of Medicine in Baltimore.

He completed both his internship and residency training at the University of North Carolina School of Medicine in Chapel Hill, N.C.

Dr. DelliGatti is board-certified by the American Board of Emergency Medicine.

He has joined Emergency Services Associates, PA in Salisbury, and is providing emergency care in Peninsula Regional’s Robert T. Adkins, M.D. Emergency/Trauma Center.

Dr. haverty joins PrmCSara Haverty, MD

was recently granted active staff member-ship with clinical and admitting privileges in the Department of Ob-stetrics and Gynecology at Peninsula Regional Medical Center.

Dr. Haverty, an OB/GYN specialist, received her medi-cal degree from George Washington University in Washington, D.C. She completed her internship and residency at Thomas Jefferson University Hospital in Philadelphia, Pa.

Dr. Haverty is board-certified by the American Board of Obstetrics and Gy-necology and has joined Eastern Shore Obstetrics and Gynecology, a division of TLCCS, Inc.

luttrell joins PrmC

Kelli Luttrell, DO was recently granted active staff membership with clinical and admitting privileges in the Department of Obstetrics and Gyne-cology at Peninsula Regional Medical Center.

Dr. Luttrell, an OB/GYN specialist, received her medical degree from Nova

Southeastern University in Fort Lauderdale, Fla. She completed both her internship and residency at University of Tennes-see Medical Center in Knoxville, Tenn.

Dr. Luttrell is board-certified by the Ameri-can Board of Obstetrics and Gynecology and has joined Eastern Shore Obstetrics and Gynecology, a di-vision of TLCCS, Inc.

nursing scholarships availableThe Salisbury University Depart-

ment of Nursing has received funding to award eight scholarships from the Rob-ert Wood Johnson Foundation (RWJF) through the RWJF New Careers in Nursing Scholarship Program.

Grants will be used for scholarships to maximize diversity and increase the quantity of students enrolled in Salis-bury University’s accelerated baccalau-reate nursing program.

This significant national initiative, launched by RWJF and the American

Association of Colleges of Nursing (AACN), aims to help alleviate the na-tion’s nursing shortage by dramatically expanding the pipeline of students in accelerated nursing programs.

Scholarships in the amount of $10,000 each will be distributed to entry-level nursing students in acceler-ated programs during the 2009-2010 academic year.

The RWJF New Careers in Nursing Scholarship Program supports acceler-ated programs, which offer the most ef-ficient route to licensure as a registered nurse for adults who have already com-pleted a baccalaureate or graduate de-gree in a discipline other than nursing.

PrmC named top performerPeninsula Regional Medical Center

has been named a top performer in a Centers for Medicare & Medicaid Services (CMS), Premier healthcare al-liance value-based purchasing (VBP) project that rewards hospitals for deliv-ering high quality care in five clinical areas.

The Hospital Quality Incentive

Health

Dr . Haverty

Dr . Lavelle

Dr . Tabatabai

Dr . DelliGatti

Dr . Luttrell


Demonstration (HQID) project tracks process and outcome measures in five clinical areas – acute myocardial infarc-tion (AMI or heart attack), heart failure, coronary artery bypass graft (open heart surgery), pneumonia, and hip and knee replacement.

Based on fourth-year results from the project, Peninsula Regional earned a total of six Top Improvement and Attainment Awards in all five possible clinical areas.

Peninsula Regional Medical Center was also awarded Joint Commission Disease-Specific Care Certification for the treatment of Acute MI.

PRMC is the only hospital or medi-cal center in Maryland, Delaware or Washington, D.C. to hold this presti-gious distinction.

Improvements in quality of care saved an estimated 2,500 acute myo-cardial infarction (AMI/heart attack) patients across the first three years of the project, according to an analysis of mortality rates at hospitals participating in the project.

In addition, patients received ap-proximately 300,000 additional recom-mended evidence-based clinical quality measures, such as smoking cessation, discharge instructions and pneumococ-cal vaccination.

Due to its successes, the Medical Center will receive a bonus payment of

$88,655 from CMS.The HQID is the first national proj-

ect of its kind, designed to determine if economic incentives to hospitals are effective at improving the quality of inpatient care.

PrmC receives 5-star ratingU.S. News and World Report recent-

ly awarded the Transitional Care Unit (TCU) at Peninsula Regional Medical Center a 5-Star overall rating for the quality of care provided to its residents in a July “Best Nursing Homes” report.

Peninsula Regional’s TCU was one of 32 skilled nursing facilities in Mary-land to earn the 5-Star designation, indicating it is performing “far above average” when compared to the other 15,500 nursing homes in the United States.

Peninsula Regional’s TCU was awarded 13 out of a possible 15 stars in the three categories U.S. News and World Report used to determine a cen-ter’s overall rating; Health Inspection, Nurse Staffing and Quality Measures.

The Transitional Care Unit at Pen-insula Regional Medical Center is a clinically staffed, skilled nursing facility that provides treatment for patients who no longer require inpatient care, but are in transition between returning home or moving into an extended care facility.

maryland’s health insurance subsidy program is renewed By Lynn Creasy

Great news – Maryland’s health in-surance subsidy program has renewed with higher amounts available starting in October. The Maryland Health Insur-ance Partnership is up and running. The program began in September 2008 to subsidize health insurance premiums for small businesses and their employees.

Small businesses located in Mary-land that meet certain qualifications can participate. These include:

• at least two and no more than nine full-time employees (full-time is defined as any individual who is not a temporary, seasonal, or substitute employee and works 30 hours or more per week. Owners and partners work-ing more than 30 hours per week at the business count as full-time employees);

• the business has not offered insur-ance to its employees in the most recent 12 months; and

• the average wage of the full-time employees is below $50,000.

Employers should select a health insurance broker/agent who will as-sist with the subsidy application pro-

cess. The employer will provide the required information in an application for health insurance plus additional information about the wages of each full-time employee. Based on that in-formation, the broker/agent will calcu-late the total subsidy per employee for different health plans as well as the total cost to the employer after the subsidy is applied.

The employer and broker/agent will then work together to select a small employer health benefit plan that in-cludes a wellness benefit. CareFirst, Coventry Healthcare, United Healthcare and Aetna will be participating carriers providing the benefit plans and required wellness benefits.

To learn more about the Health In-surance Partnership, see your insurance broker/agent promptly about qualifying. Additional information is also available at http://mhcc.maryland.gov/partner-ship/.

About the authorLynn Creasy is an account executive

with Innovative Benefit Solutions. You can reach her at 410-213-8338.


PRmC publishes new researchThe heart surgery team at Peninsula

Regional Medical Center’s Guerrieri Heart & Vascular Institute has recently published several ground-breaking re-search articles in well-respected medical journals.

These studies were performed on patients with end-staged coronary artery blockages and debilitating angina (heart and chest pain).

Kurt Wehberg, MD, a cardiothoracic surgeon at the Guerrieri Heart & Vas-cular Institute, presented these research studies at several international medical conferences in San Francisco, Calif.; Milan, Italy; Miami, Fla.; and Kona, Hawaii.

In the medical journal, Cell Trans-plantation, which is the premier medi-cal journal for stem cell research, Dr. Wehberg and his colleagues presented a ground-breaking study in which platelet rich plasma (PRP) - which contains a patient’s own stem cells and healing growth factors - was injected around Transmyocardial Revascularization

(TMR) heart laser channels in patients with end-staged coronary artery disease. This study found that 80% of patients had complete resolution of their debili-tating chest pains, and that the injec-tions improved heart function by 8% within six months.

Dr. Wehberg and senior Cardiotho-racic Intensive Care Unit nurse Debra Jackson, CSC, CCRN, published an article, “Fast-track TMR” in which 80% of patients undergoing minimally inva-sive heart laser TMR were discharged to home within 23 hours after the pro-cedure. This is the first study ever to demonstrate that patients undergoing a major open heart surgery can be safely discharged to home within 24 hours and back to a normal life within weeks, and without the debilitating heart pain.

Other research articles published by Dr. Wehberg’s team demonstrate im-proved outcomes and fewer complica-tions when the TMR laser was added to traditional bypass operations in patients with end-staged coronary blockages.

HEART PROGRAM MOBILE - The Women’s Heart Program at Peninsula Regional medical Center’s Guerrieri Heart & vascular institute, is going mobile. On Friday, Sept. 11 and monday, Sept. 14, the non-invasive screening assess-ment for heart disease will be offered to women aboard the Wagner Wellness van.

The medical Center’s mobile health services van will be located at Peninsula Regional’s maintenance Cardiovascular and Pulmonary Rehabilitation & Pre-ventive Cardiology Program office in the Berlin Shopping Center at the intersec-tion of Routes 50 and 346 in Berlin.

Two screening appointments will be available per hour from 8 a.m. until noon on both days and appointments are required. For more information or to set up an appointment, call 410-543-7026.

From left are Carlos mir, market manager for the ADA on Delmarva; Sandra Sturgis; Community Foundation President Dr. Spicer Bell; and ADA marketing intern matthew Horst.

Diabetes program is approvedThe diabetes self-management edu-

cation program at McCready Memorial Hospital has received the prestigious American Diabetes Association Edu-cation Recognition Certificate – the ADA’s official sanction.

The certificate signifies that the pro-gram offers the high-quality education that is an essential component of effec-tive diabetes treatment.

The certificate is good for three years before the program’s application is reviewed again.

An important aspect of the associa-tion’s recognition is that it means the diabetes program is staffed by knowl-edgeable health professionals who

adhere to the national standards. Mc-Cready’s program is led by diabetes nurse educator Sandra Sturgis, R.N.

The diabetes education program at McCready Hospital was initiated by Sturgis with the aid of a Community Foundation of the Eastern Shore com-munity needs grant of nearly $7,000 and a supplemental grant from the Kota and Bina Chandrasekhara Fund admin-istered by the Community Foundation.

Any area diabetic who wishes to register for McCready’s diabetes self-management education course will need a prescription.

For more information, contact Stur-gis at 410-968-3194.


tolley receives license Andrews, Miller & Associates, a Di-

vision of Davis, Bowen & Friedel, Inc., congratulates Eric Tolley on the completion of the State of Virginia Land Surveyors licensing ex-amination.

Tolley has been af-filiated with Andrews, Miller & Associates since 1997 and has been in charge of all survey operations at the firm since 2002. He has held his Maryland Property Line Surveyors license since 1989 and has been a part of the surveying profession since 1982.

Tolley performs surveying services at Andrews, Miller & Associates in the firm’s Cambridge office.

Dr. fredericksen elected to board

Dr. John Fredericksen, superin-tendent of Wicomico County Public Schools, has been elected to serve on the board of directors of Junior Achievement of the Eastern Shore.

“I’m very pleased to work with the Junior Achievement Board as an oppor-tunity to help grow business knowledge and education in our school system. Our collaboration holds the promise of help-ing our community grow it’s own crop of entrepreneurs, ready to make a differ-ence in the lives of our fellow residents and the larger world.”

For more information, visit www.ja.org.

Gilkerson passes examSperry Van Ness – Miller Commer-

cial Real Estate announces that Joey Gilkerson has passed the Maryland Real Estate Exam and will obtain a Maryland Real Estate license. Gilkerson is an intern with Sperry Van Ness – Miller assisting Senior Advisor, Bradley Gillis, CCIM.

Before joining Sperry Van Ness – Miller, Joey founded the real estate in-vestment company Gilkerson Properties, LLC. He is entering his junior year in the Perdue School of Business at Salis-bury University as a Finance major. He also plans to earn the ranks of CCIM, a designation given to recognized experts in the disciplines of commercial and in-vestment real estate.

nason announces promotionsNason Construction announces the

hiring of a new corporate vice president of operations and promotions of key members of the Nason leadership team.

John Cacciola, PE, LEED AP was hired as vice president of operations and comes to Nason Construction from Villanova University where he served as assistant vice president for engineer-

ing and construction. He brings over 15 years of construction experience focus-ing on higher education, institutional and corporate clients.

Craig Hawkins has been appointed director of Nason’s Federal/Military Division. Craig is a Nason veteran with over 25 years of industry experience. He will focus on both federal and mili-tary markets including work associated with BRAC and the American Recovery and Reinvestment Act.

Fred Doster, who joined Nason in 2002, has been promoted to project ex-ecutive in charge of Nason’s Delmarva Division.

“The addition of the Federal/Mili-tary Division will allow Nason to take advantage of the current economic situation with federal work through the President’s stimulus plan,” said Tom Nason.

Perdue announces changesPerdue Inc. has announced several

changes within the company’s senior management team: Jim Leighton has been named Foodservice Division presi-dent; Clint Rivers is senior vice presi-dent of Operations and Supply Chain Management; and Luis A. Luna is vice president of Corporate Communica-tions.

Jim Leighton has been named presi-dent of the Foodservice Division of the Perdue Food Products Group, effective April 6. He also assumes additional responsibility for the international chan-nel. Leighton, who brings more than 25 years of food industry experience, joined Perdue in 2006 as senior vice president of Operations and Supply Chain Management.

Before joining Perdue, he was senior vice president of Operations at ConAgra Foods, and held positions of increasing responsibility with Hain Celestial Food Group, Celestial Seasonings Inc., Na-bisco and Richland Bakeries Inc.

Clint Rivers has joined Perdue as senior vice president of Operations and Supply Chain Management, effective July 7.

He brings more than 28 years of food industry experience to Perdue and was most recently president and chief execu-tive officer with Pilgrim’s Pride Corp.

Luis A. Luna was named vice presi-dent of Corporate Communications, effective Aug. 3. Luna, who grew up on Maryland’s Eastern Shore, was most recently a senior advisor for the U.S. Senate Committee on Environment and Public Works.

He earned a law degree from Georgetown University Law Center in 1987. Luna holds a bachelor of arts in government and politics with a minor in journalism from the University of Maryland, College Park.

PrmC reorganizes departmentPeninsula Regional Medical Center

announces the reorganization of its for-mer, combined Community Relations & Marketing Department.

Donna I. Richardson has been named the director of Marketing and Roger A. Follebout Jr. has been appointed the director of Community Relations. “The ways in which we provide assistance to our patients and our communities and keep them informed of advancements at our Medical Center have changed tre-mendously in just the past few years,” said Peggy Naleppa, Peninsula Regional president.

Richardson, who has been with PRMC since 1984 as director of Com-munity Relations & Marketing, gradu-ated from Syracuse University with a BFA degree, and has over 30 years experience in advertising, design and marketing.

Follebout, who joined the Medical Center in 1998 as a Community Rela-tions & Marketing specialist, has most recently served as the department’s manager since 2006. He is a graduate of the University of Maryland Eastern Shore with a BGS degree Telecom-munications emphasis, and is a former television broadcast journalist.

The Community Relations team and the Marketing team will continue to work closely in the internal and external promotion of PRMC.

two receive leeD certificationAWB Engineers announce that

Chadwick Stewart, LEED AP and Mat-thew M. Morgan, LEED AP, have ob-tained LEED certification through the U.S. Green Building Council (USGBC) AND Green Building Certification In-stitute (GBCI).

Leadership in Energy and Environ-mental Design (LEED) is the accepted benchmark for the design, construction, commissioning and operation of envi-ronmentally friendly “green” buildings across the United States.

Stewart joined AWB Engineers in 2006. He resides in Fruitland with his wife, Maria, and four children.

Morgan, who graduated from the University of Maryland – College Park with a degree in Mechanical Engineer-ing, has five years of experience in me-chanical design. He resides in Salisbury.

Kissam joins St. Peter’s ChurchSt. Peter’s Episcopal

Church in Salisbury an-nounces the arrival of new rector, the Rev. Todd Wm. Kissam and his wife Heather.

Father Todd comes from the Church of Our Saviour, Brookland

Parish in Washington, D.C. His back-ground includes serving nearly 10 years with the Conventual Franciscan Friars, hospital chaplaincy, teaching, and min-istry with the Spanish speaking.

Fr. Todd’s wife Heather is a librarian and archivist in Washington, D.C.

yucel earns recognition Andrews, Miller & Associates

(AMA), a division of Davis, Bowen & Friedel, Inc., announces that Oner Yucel, Ph.D., P.E. has advanced through the American Society of Civil Engineers (ASCE) to the grade of Life Member.

Dr. Yucel, who re-sides in Annapolis, was formally honored for this achievement at the ASCE Membership Appreciation Din-ner in June at the Baltimore Museum of Industry.

Dr. Yucel has over 43 years of teach-ing, research and practical engineering experience in the general area of civil site engineering.

He earned his bachelor’s and mas-ter’s degrees from Middle East Techni-cal University (METU) in 1965 and 1966, respectively, and his Ph.D., as a Fulbright Scholar, from Lehigh Univer-sity in 1973.

two join Def boardThe board of directors of the Del-

marva Education Foundation (DEF) has elected two new members, Jane Rich-stein of Chincoteague, Va., and Vernon Rivers of Salisbury.

Richstein spent more than 20 years as a college access program director and counselor in Boston and Washington, D.C. and now owns Sundial Books in Chincoteague with her husband.

Rivers and his wife moved to Salisbury after both retired from careers in upstate New York, where Mr. Rivers taught for 12 years and was a principal for 20.

He finished hs career in education as director of Professional Services for the Brewster, N.Y. school district.

The Delmarva Education Foundation is a nonprofit organization that works to improve educational opportunities for residents of all ages on the Lower Del-marva Peninsula, using a regional ap-proach, focusing on access and quality.

For more information, visit www.delmarved.org.

Personnel File

Tolley

Kissam

Yucel

Richstein

Rivers


harleston chosen as conductor Dr. Sheila McDonald Harleston, di-

rector of choral activities at the Univer-sity of Maryland Eastern Shore, was one of four conductors during a performance of “The 105 Voices of History,” the nation’s first Historically Black Colleges and Universi-ties (HBCUs) national choir.

The choir performed at the Kennedy Center in Washington, D.C. at the end of August.

Two of UMES’ Con-cert Choir members and music educa-tion majors, Amma Debrah and Shakia Paylor, were chosen to perform in the choir.

Under Harleston’s 19-year direction, the UMES Concert Choir has performed nationally and internationally. She holds a bachelor’s and master’s degree from Norfolk State University and a Doctor of Education from Wilmington Univer-sity.

hrm program accredited

The University of Maryland Eastern Shore Hotel and Restaurant Manage-ment (HRM) Program has been granted accreditation by the Accreditation Com-mission for Programs in Hospitality (ACPHA).

Among the University System of Maryland schools, the Hotel and Res-taurant Management Program is unique to UMES.

The Princess Anne location is aug-

mented by an additional upper division program of HRM study situated at the Universities at Shady Grove in Rock-ville. The UMES HRM degree program celebrates a 100 percent placement rate for its graduates with such prestigious national and international industry gi-ants as Marriott and Hyatt Hotels, T.G.I.Friday’s and Red Lobster Restau-rants and more.

Graduates of the newly accredited program, beginning in December, will receive the designation of Certified Hospitality Graduate (CHG), an indus-try endorsed designation that will distin-guish graduates of accredited programs.

The HRM Department is fast ap-proaching the culmination of a goal to boast a 100 percent Certified Hospitality Educator (CHE) faculty as determined by the American Hotel and Lodging As-sociation - Educational Foundation.

For more information, call the HRM department at 410-651-6563.

may co-authors bookIn 1905, mathematician R.L. Moore

developed a unique teaching method using no textbooks, no lectures and no conferring.

More than a century later, Dr. E. Lee May of Salisbury University’s Math-ematics and Computer Science Depart-ment has taught hundreds of students using an adapted version of that method.

Now, he’s helping others do the same as a co-author of the Mathematics Association of America’s The Moore Method: A Pathway to Learner-Cen-tered Instruction.

May includes a sam-ple syllabus in the book, as do his co-authors: Charles A. Coppin and W. Ted Mahavier of La-mar University in Beau-mont, Texas; and G. Edgar Parker of James Madison University in Harrisonburg, Va.

May has chaired or co-chaired three “Legacy of R.L. Moore” conferences and attended seven out of the 11 held. He has used Moore’s methods throughout his teaching career, which has included stops at Emory, Kennesaw State and Wake Forest uni-versities, as well as SU.

Su named to best Colleges listFor the 11th consecutive year, Salis-

bury University is ranked among the nation’s best colleges in The 371 Best Colleges by The Princeton Review. Princeton Review has also named SU one of its 2010 Best Northeastern Col-leges.

SU’s students give their campus high marks. According to those responding to Princeton Review’s survey, on which the list is based, Salisbury is gaining “a reputation as a challenging, high-level academic institution. … Basically any-thing you want, SU has.”

Along with the University of Mary-land, College Park, and the University of Maryland, Baltimore County, SU is one of three University System of Maryland campuses represented this year. Other colleges also named include

the University of Delaware, Villanova University and The Johns Hopkins Uni-versity.

The list represents the top 15 percent of colleges and universities, both public and private, in the nation.

Professor recognized by femaDr. Michael Scott of Salisbury Uni-

versity’s Geography and Geosciences Department was recently named the 2009 3rd Quarter HAZUS User of the Year for his analysis of potential flood damage in Maryland.

HAZUS-MH is a risk assessment tool developed under the Federal Emer-gency Management Agency (FEMA) for analyzing potential losses from floods, hurricane winds and earth-quakes.

Each quarter, FEMA spotlights the contributions of a HAZUS user who has provided exceptional services to help expand the program.

Scott has been a forerunner nation-wide in using HAZUS-MH. As the director of the Eastern Shore Regional GIS Cooperative (ESRGC) at Salisbury University, he was an author and leader in the project “An Assessment of Mary-land’s Vulnerability to Flood Damage.”

During a weather disaster, the aware-ness raised by studies such as Scott’s may help to save lives, reduce economic impact and create faster response and recovery times, said FEMA.

Su professors earn awardAlthough Drs. Michael Scott and

Danny Ervin of Salisbury Univer-

Education

Dr . Harleston

Dr . May

It’s back to school, but for many students school never really ended.

Hundreds of students in the tri-county area were involved in summer employ-ment that also included an academic piece. This article showcases one example of these great programs that are happening in our communi-ties.

Over the past 12 months, 14 students participated in a program designed to prepare them for the workforce. These high school students from throughout Wicomico County were recruited from Career and Technology Education at Parkside High School. The students ac-cepted in the program participated in workforce training beginning in Sept. 2008.

Each month they met for two hours learning about customer service, eth-

ics in the workplace, expectations of employers and employees, and other work related subjects. By the end of the school year, the students and instruc-tors had developed a student handbook designed to help them be successful employees. The next step was to gain summer employment.

Partnering with the Salisbury Area Chamber of Commerce, all 14 students found employment with 12 different employers in industries such as con-

struction, landscaping, office work, custodial, horticulture and hospitality. Employment was for six weeks and wages were paid by a grant from the Lower Shore Workforce Alliance - a nice benefit to employers particularly in this economy. It is important to note that none of the students replaced dis-placed workers. A handbook was also developed for participating employers to ensure that the student was getting a good job experience and the employers were giving clear expectations.

One of the male students in the pro-gram was very quiet, did not care much for classroom learning and had long hair that was a bit of a concern to the in-structor when it came to interview time. The day before this student was to inter-view for a construction job, he showed up with his hair neatly cut. When the surprised instructor asked why, he said he wanted to look good to his employer. After working for a while, the employer commented that the student has a won-

derful personality, is a hands-on learner, appreciates everything anyone does for him and is a hard worker.

The interesting piece to this Wicomi-co County program is that it concentrat-ed on students with disabilities, which ranged from various types of mental ill-ness including Attention Deficit Disor-der, to learning disabilities, to a student who is deaf.

No special accommodations were necessary for employment. The student who is deaf worked with folks that knew sign language. Accommodations were necessary for him at the trainings during the school year but not with the employer. Every student successfully completed this program and work expe-rience. Several employers asked to have the six week term extended and some are hoping to hire on a permanent basis.

Fortunately, this program will begin again this year. If your company would like to participate next summer, contact the Chamber at 410-749-0144.

Program helps students gain practical experienceBy Jackie Gast, ESBLN

Several employers asked to have the six week term extended and some are hoping to hire on a permanent basis.

HR


sity teach in different schools, they share a passion for sustain-ability.

For their respective efforts in this evolving field of study, Scott, of the Geography and Geographic Sciences Department in the Richard A. Henson School of Science and Technology, and Ervin, of the Economics and Finance Department in the Franklin P. Per-due School of Busi-ness, have earned the University System of Maryland’s (USM) prestigious Wilson H. Elkins Professorship.

The honor includes an $80,000 award for each professor.

In 2004 Scott established the Eastern Shore Regional Geographic Center, an organization that seeks to provide geographic information systems (GIS) technology, data, support and training to local governments.

He is also the founder of SU’s GIS—public administration master’s program, which became the first of its kind in the nation in 2007.

That same year, he co-founded the local Digitizing Delmarva Heritage and Traditions initiative with PAC 14.

Scott plans to use his Elkins Award to create software toolkits that bring the power of GIS technology to regional governments, communities and non-

profit organizations, as well as provide training to help officials use these toolkits to address such problems as environmental decay and concentrated crime.

Ervin has long been interested in energy markets and regulation, a pas-sion that in 2006 led him to found ShoreENERGY, an advisory group that addresses the need for practical and scholarly research on Eastern Shore en-ergy sources and consumption.

He will use the award to expand ShoreENERGY in 2009-10.

Su named one of top schoolsSalisbury University is again ranked

among the top schools in 2010 national college guidebooks.

In U.S. News & World Report, SU places high among its peers. For the 13th consecutive year the magazine named SU one of the Top Public Uni-versities—Master’s category (North). Ranked at No. 7, SU maintains its status as the highest-placing public Master’s-level university in Maryland.

Other institutions in the Top Public Universities—Master’s category (North) include The College of New Jersey (1), SUNY College of Arts And Sciences—Geneseo (2) and Rowan University (3). The other Maryland campus on the list was Towson University (tied for 8).

U.S. News uses several criteria to measure academic quality including academic reputation, graduation and retention rates, financial resources, fac-ulty resources, student selectivity, and alumni giving.

Dr . Scott

Dr . Ervin

Celebrating Good NewsFrom SUBy Dr. Janet Dudley-Eshbach,President, Salisbury University

dioxide sensors to help reduce heatingand cooling energy by some 24 percent.All of the new buildings are beingdesigned according to U.S. GreenBuilding Council LEED specifications.

These projects, including a newresidence hall and retail complex at theAllenwood shopping center site, willaccommodate SU’s growing studentbody. This fall, the campus receivedmore than 7,500 applications for just1,200 seats. According to ThePrinceton Review’s Inside Word, SU’sexpansion is “a reaction to a growingnational profile. … It’s about a lot morethan just the numbers at Salisbury.”This increasing interest is also due tomany students and parents seeing thecampus as a great value, somethingKiplinger’s Personal Financeconfirmed when it named SU one ofthe nation’s Top 100 “Best Value”public colleges.

Part of this value is a thrivingacademic program. New for this yearare a music technology track and amaster’s in conflict analysis and disputeresolution, both distinctive in the stateof Maryland, and a highly sought afterearth science major. Also, classroomwork and community service areoccurring around the globe: SU nursing students provide aid in Africa, education majors teach in Chinaand New Zealand, and others willspend spring break 2010 helping social service agencies inAguascalientes, Mexico.

Despite the uncertainties of thedaily headlines, Salisbury Universityremains committed to excellence inhigher education. We try to have fundoing it, too! Please join our students,faculty and staff in cheering for the SeaGulls on the athletic fields this year.Consider attending one of the fallcultural events in the series “The Artsand Culture of the Arab World” orenjoying a play or concert. A personalfavorite of mine is the SalisburySymphony Orchestra. My husband andI also frequently ride in the Sea GullCentury in October with thousands ofothers from across the nation.

The “good news” of SalisburyUniversity would not be possiblewithout the support of the communitywhose name we bear. Come see what’shappening on your campus!

It’s no secret that Salisbury Universityis a Maryland campus on the move.Rankings in national publications; new state-of-the-art, environmentally-friendly facilities; and a growingreputation for excellent and affordableacademics make it a great time to be aSea Gull. And, our students agree.

According to their responses to aPrinceton Review survey, SU has “areputation as a challenging, high-levelacademic institution.” Other studentscalled it a “perfectly sized university”small enough to be “your home awayfrom home,” but large enough to “offera top-notch education.” One studentsummed it up best: “Basically anythingyou want, SU has.”

Comments like these havegarnered the campus its latest accolade: For the 11th consecutiveyear, it has been named one of ThePrinceton Review’s Best 371 Colleges.SU also was one of the BestNortheastern Colleges.

There’s more good news. In JulyThe Chronicle of Higher Educationrecognized SU as a 2009 Great Collegeto Work For®.

These honors are a testament tothe remarkable quality of the facultyand staff, and the excellent students theUniversity continues to attract.

Right now, SU faculty include twonew Fulbright Scholars who will beteaching and researching in Israel andGhana this academic year, and twoother professors who each earned theUniversity System of Maryland’sprestigious $80,000 Wilson H. ElkinsProfessorship for their scholarly effortsin sustainability. Their work with SUoutreach organizations, the EasternShore Regional GIS Center andShoreENERGY, are just two examplesof the “environ-mentality” that thrives here.

Sustainability efforts are alsoevident in the University’s changingskyline visible from Route 13. The $65million Teacher Education andTechnology Center, which opened lastfall, features recyclable materialsincluding flooring and framing, ultra-efficient systems, and a “green”common space. The new parkinggarage at the corner of Bateman andWayne streets has special spaces forlow-emissions, fuel-efficient andcarpool vehicles.

An upcoming project, a new homefor the Franklin P. Perdue School ofBusiness, with an officialgroundbreaking ceremony this month,will include such features as a 15-tongeothermal heat pump and carbon

BusinessJournal 8_12_9:BusinessJournalEditorial 3175 8/13/09 4:14 PM Page 1

volunteer with A.C.e.S. groupBy Charles Walter

The Americans for Competitive En-terprise program, A.C.E.S, is a partner-ship between the business and education communities that provides teachers with an opportunity to enhance their eco-nomic education with hopes of relaying what is learned to their students.

The program gives teachers an op-portunity to interact with business ex-ecutives to learn what opportunities are available locally for students. Today’s students are tomorrow’s workforce.

As a local business, there are many reasons you should want to be a part of the A.C.E.S program. This program gives you an opportunity to take part first hand in how students and teachers view and understand business. This in turn provides insight into economics and how the American market system works.

Also, this program will allow you to begin to educate the future workforce through direct interaction with public educators. As real world situations and experiences are shared with students they become prepared for their role as future employees.

A.C.E.S. is also a chance for a busi-ness to show their goodwill and com-mitment to the local community. The

good deeds that are done by a business, whether it is through financial contri-butions or a donation of products and time, should not go unrecognized. Be-ing involved in the A.C.E.S. program provides your business opportunities for the positive publicity you deserve.

A.C.E.S only asks for a small dona-tion of your time. After the completion of the program you will feel that your time was a great investment. In the long run you will see how your contribution to the program has benefited your busi-ness, as well as your future employees. We need your commitment to this worthwhile experience.

About the authorCharles Walter is a physical educa-

tion teacher with the Wicomico County Schools. He and his team of fellow educators participated in the Cham-ber sponsored ACES program during the 2008-2009 season. The Chamber received superior feedback from the area businesses that hosted the teacher ACES visits. For more information about becoming a company participant, call Steve Hill, ACES coordinator, at Livingston, Hammond & Hill Wealth Management, LLC (410-742-6413), or Donna Griffith at the Chamber office, 410-749-0144.


DiscoverDELMARVA

Don’t miss this chance to be featured in the

2009 Discover Delmarva magazine & directory.

Advertising discounts are offered to Salisbury Chamber of

Commerce members.Commerce members.

Contact Emily Rantz for advertising information

410.749.0144 email: [email protected]

Alumnus establishes fund at UMESUMES students can benefit from the generosity of the

university’s largest alumni donor, Allen J. Singleton, class of 1959. His recent gift, valued at $355,000, combines future lifetime giving and a bequest to establish the Sin-gleton-Stone Endowed Scholarship Fund.

Singleton increased his commitment in the past three years by creating two other endowment funds. The Al-len J. Singleton Endowment Fund for Business and Education provides scholarships to students majoring in either business or education and the Singleton Student Leadership Fund provides funding for student leader-ship development.

The latest gift, the Singleton-Stone Endowed Scholarship Fund honors Singleton’s former professor, Dr. Vernon Stone, who taught at the uni-versity during the late 1950’s and ‘60’s.

The Singleton-Stone Scholarship will be awarded to an undergraduate or graduate student at UMES who demonstrates, among other attributes, academic excellence as well as a devotion to the betterment of humanity and the public good through community service.

The Singleton-Stone Scholarship is open to receive additional gifts. The endowment will be managed by the University System of Maryland Foundation, Inc. For more information, contact Dumpson at 410-651-7686 or [email protected].

Singleton


By Carol Kinsley

After bailouts to the tune of more than $100 billion, Americans still can only hope that the U.S. automotive industry will survive and that GM and Chrysler will become viable companies again.

GM's Web site sounds confident, with an array of all-new cars, crossovers and trucks to be introduced in the next two years. The new Chevy Volt, due off the assembly line late next year, is expected to get 230 mpg in the city, or 25 kilowatt hours per 100 miles. It will

get up to 40 miles on electricity from a single battery change, and with its flex-fuel engine-generator, will be able to extend its overall range to more than 300 miles. That's great for commuting, but not your vehicle of choice for a family vacation.

According to an article in Forbes, Ford looks poised to emerge as the larg-est and most profitable American car company; however, because Ford avoid-ed bankruptcy, the company doesn't have the similar advantage of having been relieved of a ton of debt.

"Cash for Clunkers" gave all car

companies a shot in the arm, but as of the last day, Monday, Aug. 24, pay-ments to dealers were lagging far be-hind the promised 10-day period. Some dealers halted the program fearing they would not be compensated.

Transportation Secretary Ray La-Hood pronounced the rebate program "wildly successful." Department spokes-men said consumers, on average, had traded in pick-ups or SUVs for vehicles with about 60 percent better fuel ef-ficiency.

Despite the benefit to the environ-ment of removing gas guzzlers, some

have charged that this removal of large numbers of affordable used cars will hurt purchasers with low incomes.

On the other hand, not all "clunk-ers" were immediately whisked away to the scrap heap. Certified salvage yards across the nation, such as Eden Used Auto Parts, are gleaning a supply of used parts to keep older cars running for years. Only the engines themselves were required to be destroyed by the dealer who received the trade-ins.

A recent article in USA Today of-fered some good news: Sticker prices on some of the new cars coming out are

industry leaders hopeful about the future


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less than the price of the previous year's model. In some cases, the price dif-ference is attributed to competition; in others, it's due to changes in the vehicle itself.

Of course, the "manufacturer's sug-gested retail price" is only a suggestion, and the actual price you'll pay comes down to whatever bargain you can strike with the dealer.

Chris Hagel at Pohanka Automotive Group in Salisbury is confident that the automotive industry will be just fine. "The future's uncertain, just like anything else in the economy," he said, "but people are always going to need to drive."

AUTOMOTIVE PROFILESburnett White tire and auto Center

You’ll find the right tire at the right price at Burnett White Tire and Auto Center, a family owned business that has been serving the Salisbury area for 68 years, said Dawn Tilghman, whose father, Dave Tilghman, bought the com-pany in 1976 and kept the name. The business has 14 employees.

Conveniently located at 412 E. Main St. in Salisbury, Burnett White can get you in and out in one hour when you buy new tires, choosing from Michelin,

BFGoodrich, Uniroyal or Bridgestone-Firestone. The firm’s expert tire profes-sionals can help you choose the right tire based on your specific driving needs. Prices include free mounting, balancing and valve stems.

Burnett White also offers a “day spa” for your car with preventive main-tenance including alignment, front end service, shocks and struts, brakes, wheel balancing, tune-ups, and, of course, oil change with lube and filter. Technicians are certified to assure expert service.

Hours are 7:30 a.m. to 5:30 p.m., Monday through Friday, 8 to noon on Saturday. No appointment necessary for new tires. To schedule service, call 410-742-2222.

eden used auto PartsWhen it’s time to repair your car,

you can save money by turning to Eden Used Auto Parts.

“Using recycled auto parts is always sensible, economically and environmen-tally. In the current economic environ-ment, with the recession creating a need to spend wisely, used parts are an even greater value,” said George Glovier. He explained that the company buys vehicles that are no longer wanted for a variety of reasons and removes parts to add to its inventory. “Pretty much any part on the car, if it’s good, is available for sale, whether mechanical or body part.”

When a vehicle comes in, the parts

are logged into the computer database. The computer’s software allows an in-terchange on most parts — for example, a 2.4-liter engine from a 2000 Grand Am might fit a Chevrolet Cavalier, and the computer will indicate that. Much of this information has come from those working in the field, in addition to in-formation from parts manufacturers’ databases.

“When a customer calls with a parts request, we look it up to see what we have. We remove parts and put them in a warehouse, additionally we have 1,000 cars on location at any given time. They rotate through in a year or so, then we recycle them, and more come in. Not only is our inventory quite extensive but we also have access to a nationwide parts locating service.”

In the past, a customer could save about half the price of new parts. Ac-cording to Glovier, now the savings is more. For example, alternators sell for about $45; a rebuilt alternator can cost $180 or more. A computer box could go for $100 rather than the $600 a dealer might charge. “We’ve opened an instal-lation shop to install most of the parts we sell,” Glovier added, so the savings may be even greater.

The government’s “Cash for Clunk-ers” program has increased his inven-tory. As dealers destroy the clunker’s engine, they send the car to certified salvage yards such as Eden Used Auto Parts where they can remain for up

to 180 days before being crushed and shredded for recycled scrap.

Need a car part? Call Eden Used Auto Parts, just five miles south of Salisbury, at 410-749-5116.

Jiffy lubeJiffy Lube pioneered the quick oil

change business and continues to be the No. 1 quick oil change service business in the United States, said Bill Shockley, president of Shockley Management Inc. which owns five franchise locations on Delmarva.

But Jiffy Lube offers more than a change of oil, he stressed. Jiffy Lube’s “Signature Service Oil Change” is full preventive maintenance service. It in-cludes checking and topping off five different fluids, vacuuming the interior, cleaning the windows, airing the tires, and checking the vehicle’s air filter, wiper blades, lights and more.

It’s the same “prevent, protect and preserve” service Jiffy Lube has been offering for 30 years. Jiffy Lube Inter-national is celebrating its 30th anniver-sary in 2009.

The Shockley family is celebrating the 25th anniversary of Jiffy Lube in Salisbury, the first store to be opened on the Delmarva Peninsula.

Nationally, Jiffy Lube is remodel-ing many stores in conjunction with the anniversary. The stores in Salisbury, at 900 S. Salisbury Blvd., and West Ocean City, located on an outparcel at White

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PAGE 29Business Journal • September 2009

www.burnettwhite.com 410-742-2222

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TIRES & SERVICE YOU DESERVE

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Marlin Mall, have both been remodeled within the past few months.

Shockley invites car owners to come in and see the attractive, modern facili-ties, remodeled with customer comfort in mind. Relax and have a cup of cof-fee while your car is serviced. In most cases, you’ll be in and out in 30 minutes or less, Shockley said. No appointment is necessary.

Be sure to ask about the new Jiffy Lube Reward Program which offers a 50 percent savings on every third signa-ture service oil change on your vehicle. It’s a national program; most stores are participating.

Pittsville fordCustomers from all over Maryland

travel to Pittsville Ford because of the company’s reputation for outstanding service and low prices. Family-owned and operated for 55 years, Pittsville Ford merged three years ago with the Preston Automotive Group.

“Even though we’re small in size, we have the capabilities of a much larger inventory through the resources of the Preston Automotive Group,” said H.G. Wilson Jr., general manager. “We have a full line of Ford products, and there are always more than 75 quality used cars, trucks, 4x4s and vans on the lot.”

Known for service, Pittsville Ford has more than eight certified Ford me-chanics. The service department is also known for heavy-duty diesel work.

Located at 34690 Old Ocean City Road in Pittsville — 15 minutes from Salisbury and 20 minutes from the Ocean City/Berlin area — Pittsville Ford is open for sales Monday through Friday from 8:30 a.m. to 8 p.m., clos-ing at 5 p.m. on Saturday. The service department is open from 8:30 a.m. to 5 p.m. Monday through Friday, clos-ing at noon on Saturday. To schedule service or make an inquiry, call (410) 835-8338.

The Web site, www.pittsvilleford.com, is always open and you’ll find printable coupons that will save 10 per-cent on factory-scheduled maintenance service — up to 20 percent on cars with more than 200,000 miles! If your ques-tions aren’t answered by the Web site, Wilson offers his personal cell phone number for you to call 24/7.

Pohanka automotive GroupAnyone familiar with the northern

end of Salisbury knows the real estate occupied there by the Pohanka Automo-tive Group. Honda, Hyundai, Mazda, Mercedes-Benz, Nissan, Scion, Toyota ... is there any auto made that Pohanka doesn’t sell?

Pohanka is the oldest automotive dealership group in the Washington metropolitan area under the same family ownership.

Frank S. Pohanka founded the first Pohanka dealership in 1919, selling and servicing Chevrolets in downtown

“Great Service!”Kristin Hearne of Salisbury

“Everything is great, fast service!”

Jason Lewis of Salisbury

Salisbury, MD900 S. Salisbury Blvd.

410-543-4466

W. Ocean City, MDRt. 50, White Marlin Mall

410-213-0771

Business Journal • September 2009

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Washington, D.C. He quickly estab-lished a reputation as a master mechanic and service consultant, and for 30 years called his company “Pohanka Service” to emphasize that fact.

In addition to Salisbury, Pohanka Automotive Group has locations in Marlow Heights and Bowie, Md., and in Chantilly and Fredericksbury, Va. The business has grown through the years by providing four generations of very loyal customers a variety of easy ways to meet their transportation needs: wide selections of new and used cars; innova-tive, multiple methods and sources of financing; advanced training and equip-ments in its service departments, state-of-the-art techniques in its body shops; and friendly, well-trained and profes-sional personnel in all of locations.

Pohanka’s Mission Statement says it all: “1. Right the first time. 2. Make it easy for the customer. 3. Make it easy for the team member. 4. Find a way to do it better, faster and cheaper without sacrificing service.”

See what Pohanka can do for you — and for the community, through the “Pays it Forward” program. Call, toll-free, (877) 4-POHANKA.

tilghman oil Co. - monster Diesel

Imagine a product that increases mileage and gives your diesel engine more power while reducing harmful

emissions and lessening the need for maintenance.

That’s what Dr. Matthew Zuckerman did when he invented Monster Diesel, “energy in a bottle.” His patented diesel fuel additive provides environmental benefits while saving you money.

With that in mind, since spring, Tilghman Oil Company, located at 121 Columbia Drive in Salisbury, has part-nered with Zuckerman’s company and has been blending Monster Diesel into its oil and fuel products.

“Monster Diesel works with all kinds of diesel fuel,” said Lou Petrucci, vice president of sales and marketing for the product. “It works in trucks, farm equipment, boats — any vehicle that uses diesel.”

Petrucci explained that diesel fuel is “not a sophisticated fuel. It produces black smoke. Monster Diesel turns the smoke from black to white by burning the soot for energy.” So what used to be a pollutant instead provides increased fuel efficiency.

Monster Diesel cuts diesel consump-tion by as much as 15 percent and increases lubricity — reducing metal-to-metal engine wear and friction — by as much as 40 percent. It also winterizes diesel fuel to allow low temperature operation.

To learn more about Monster Diesel, visit www.monsterdiesel.com or call Petrucci at 410-MONSTER (666-7837).


We have a great, vibrant local econ-omy. I believe “all economics is local” (my apologies to Tip O’Neal) and each of us can make sure we don’t let the “noise” from around the country drag us into the quagmire.

Some of our local companies deal with national accounts, but many of our small business owners (farmers includ-ed) survive on a customer base made up of you, me and our neighbors. More than once I’ve heard a distinguished SU economist comment that our local econ-omy does see the swings (high or low) witnessed by the rest of the country.

Unlike the Wall Street financial sec-tor, our community banks are strong and all have neighbors or friends that sit on the boards of these banks making sure that sound business practice is at the core of their decisions. And we ben-efit from the annual pilgrimage of the

returning SU and UMES students. They stimulate our economy a lot more than any bailout!

So what can each of us do to keep our local economy moving and grow-ing? Give a local company the oppor-tunity to provide service. If you buy from a company outside our community and know of a local company that can provide the same (or similar) product or service, tell that company what you are about to buy and ask if they are interested in your business. If you both approach the deal with an eye on the benefit it becomes a win-win situation.

Even in an age of high-tech com-munication, the most powerful and effective means of generating new busi-ness is also the oldest: word-of-mouth. People naturally listen to trusted friends or colleagues for recommendations regarding product or service providers. You’ve probably used it yourself when searching for a mechanic, making major purchases, or weighing an outlet to pro-

mote your business.And because word-of-mouth refer-

rals are free, you can’t beat the return on investment that a positive referral can generate. While a successful word-of-mouth chain can sometimes start on its own, don’t assume that the phone will just start ringing off the hook. Any successful effort requires a proactive, patient approach to ensure that the right message gets to the right people.

A good way to get started is to share success stories or testimonials from real situations. These can have a tremendous pass-along impact. To stimulate word of mouth, you might also consider asking customers for referrals and recommen-dations. Above all, recognize that peo-ple will happily spread the word about your local business if you treat them well. Tales of negative experiences or poor performance can be difficult to correct once they are passed on. That’s another reason why it’s important to continually provide superior service, ad-

dress problems quickly, and anticipate your customers’ needs. Those are the things they’ll remember and talk about.

Put your networking efforts into high gear. If you network and get to know people in your community or industry, they will think of you when they need your product or service. Donating your time, products or services to local non-profits can generate goodwill and get your name around.

SCORE is always there to help local businesses by answering their questions or just providing a sounding board to help think through a perplexing issue. To learn more about how you can help SCORE help our local economy, con-tact SCORE at the Chamber Building or online at www.salisburyarea.com/SCORE.htm. SCORE needs counselors so please consider joining or becoming a sponsor.

Word-of-mouth can boost local business trafficBy Chuck Lemak,SCORE Chapter Chair #289

Viva espresso celebrates their first year in businessBy John Rankin

We’re all familiar with the reces-sion’s unpleasant effects: stagnant sales, declining employment and consumer uncertainty. So how did a Salisbury coffee shop succeed at a time when a national coffee chain closed 600 loca-tions?

Proving that growth is possible even during a recession, Viva Espresso will mark its one year anniversary in Octo-ber. The coffee shop, located at 105A East College Ave., is the creation of Nancy and Chuck Dix. After a year of planning, they opened their doors in October, 2008 when the recession was already in full swing. But business was brisk and steady, so it seemed safe to in-crease their seating by 50 percent during the eighth month of operations.

Nancy Dix attributes Viva’s success to quality coffee, unique food selections and excellent customer service. This seems like an obvious approach, but there is more to her winning formula.

“You have to be open to evolving” says Dix, who expanded the menu be-yond just coffee. Today’s menu features creative sandwiches, salads, soups, quiche and pastries. She watches cus-tomer’s preferences and knows how well a new menu item is received. By changing the menu frequently, custom-ers don’t tire from eating there.

Dix’s commitment to “evolving” helped the business grow. In addition to

offering an ever-changing menu, Viva hosts special activities. Monday night is movie night and a game night is be-ing planned. Other events will be added during Viva’s second year. The activi-ties create a sense of interest, and cus-tomers will drop in to see what’s going on. To Dix, variety is part of keeping the business model fresh.

Although just a few blocks from the Salisbury University campus, Viva’s largest market segment is women age 40 and over. College students are cer-tainly a large part of the customer base, but Dix has been successful at appealing to a broad base of potential custom-ers. The in-house sound system plays a variety of music, not just artists with college-age appeal. The shop’s comfort-able ambiance encourages customers to linger to read or people-watch after enjoying their coffee.

Employee hiring and training is an-other factor in Viva’s success. Each em-ployee receives individual training not only in food and drink preparation but in customer service.

Dix believes that her attention to employee development returns benefits through the connection employees feel for the business. It hasn’t hurt that Dix hires employees who seem to smile a lot.

“We have a family feel here at Viva,” she says. Frequently, off-duty employees can be seen sipping coffee or surfing the Internet in the dining area.

They enjoy being there, even when not scheduled to work.

The owners plan to expand hours to seven days a week with evening hours until 9. Soon the website will enable online ordering so customers can order in advance.

And like many restaurants, Viva will expand into catering.

Despite the challenges ahead, Dix seems confident about growing her business while awaiting the economic recovery. “It’s been a busy year,” she says. “But it’s still fun.”

viva espresso, located at 105A east College Ave. in Salisbury, will celebrate their first anniversary in October.

ADVERTISINGComcast Spotlight Stephanie Willey 410-341-8950 410-341-8980 comcastspotlight.com stephanie_willey@1201 Pemberton Dr., Suite 2B, Salisbury, MD 21801 cable.comcast.com _________________________________________________________________________________________________________________________________________________________________________ARCHITECTS & ENGINEERSAndrew W. Booth & Associates, Inc. Matthew Smith 410-742-7299 410-742-0273 awbengineers.com [email protected] Northwood Dr., Salisbury, MD 21801 Debbie Bailey [email protected]_________________________________________________________________________________________________________________________________________________________________________Davis, Bowen & Friedel Michael Wigley 410-543-9091 410-543-4172 dbfinc.com [email protected] Plaza East, Suite 200, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________Dicarlo Precision Instrument& Dicarlo Precision Imaging John Dicarlo 410-749-0112 410-749-9323 dicarlo1.com [email protected] Northwood Dr., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________George, Miles & Buhr, LLC Michelle Everngam 800-789-4462 410-548-5790 gmbnet.com [email protected] W. Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________AUTO DEALERSPohanka Automotive Group Chris Hagel 410-749-2301 410-742-5168 pohankaofsalisbury.com [email protected] North Salisbury Blvd., Salisbury, MD 21801 ext: 8030 ________________ ________________________________________________________________________________________________________________________________________________________AUTO PARTSEden Used Auto Parts George Glovier 410-749-5116 410-742-3930 [email protected] Merser Rd., PO Box 43, Eden, MD _________________________________________________________________________________________________________________________________________________________________________BUILDERSBud Esham Homes Bud Esham 410-742-1364 410-742-0164 budeshamhomes.com [email protected] Williamsburg Pkwy., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________Ruark Builders Connie Ruark, Sleepy Hollow 410-677-3835 410-860-4875 ruarkhomes.com [email protected] Snow Hill Rd., Salisbury, MD 21804 Barbie Hannemann, VP 410-749-0193 410-860-4875 [email protected]_________________________________________________________________________________________________________________________________________________________________________COMMERCIAL BROKERAGERinnier Commercial Blair Rinnier, CCIM 410-742-8151 410-742-8153 rinnier.com [email protected] East Main St., Salisbury, MD 21801_________________________________________________________________________________________________________________________________________________________________________DINING/CATERINGMarket Street Inn Stephanie Bellacicco 410-742-4145 410-742-3687 marketstreetinnsalisbury.com sbel lacicco@marketstreetinn130 W. Market St., Salisbury, MD 21801 salisbury.com_________________________________________________________________________________________________________________________________________________________________________EMPLOYMENT AGENCY Manpower, Inc. Darlene Smyser 410-742-8861 410-742-9384 us.manpower.com [email protected] Tilghman Rd., Salisbury, MD 21801_________________________________________________________________________________________________________________________________________________________________________FINANCIAL Shore Bank Dennis Hebert 410-548-7125 410-548-1688 shorebank.com [email protected] W. Main St., Salisbury, MD 21801________________________________________________________________________________________________________________________________________________________________________The Bank of Delmarva Robert D. Core 410-548-5670 410-742-9588 bankofdelmarva.com [email protected] Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________Merrill Lynch Robert G. “Bob” Anderson 410-860-2781 410-860-5066 fa.ml.com/bob_anderson [email protected] E. Main St., Suite 1, Salisbury, MD 21801 800-416-8017________________________________________________________________________________________________________________________________________________________________________GLASSMr. Go-Glass Dreux Campbell 410-742-1151 410-749-0265 go-glass.com [email protected] Snow Hill Rd., Salisbury, MD 21804________________________________________________________________________________________________________________________________________________________________________INSURANCEAllstate Insurance Fred Pastore 410-860-0866 410-860-0869 allstate.com/fredpastore [email protected] Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________Atlantic/Smith, Cropper & Deeley Laura Deeley Bren 410-835-2000 410-835-2036 ascd.net [email protected] Bent Pine Rd., Willards, MD 21874 ________________________________________________________________________________________________________________________________________________________________________Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 averyhall.com [email protected] E. Main St., Salisbury, MD 21801 Bus., Life, Personal, Health________________________________________________________________________________________________________________________________________________________________________Gamee Elliott Gamee Elliott 410-749-4725 410-749-4175 statefarm.com [email protected] 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ISG International Brad Sutliffe 410-901-0736 410-910-0836 isgintl.com [email protected] Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________

Business Journal Directory

Name Contact Phone Fax Website Email



To advertise your business in the Business Journal Directory Call 410-740-0144 or Email: [email protected]

INSURANCELandmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 landmarkinsuranceinc.com charlie@30386 Mt. Vernon Rd., Princess Anne, MD 21853 888-651-2111 landmarkinsuranceinc.com________________________________________________________________________________________________________________________________________________________________________INSURANCE Paulette Arnsparger, Allstate Insurance Co. Paulette Arnsparger 410-677-4774 410-677-4776 allstate.com/12697 [email protected] East Naylor Mill Rd., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________PRINTINGDelmarva Printing, Inc. Don Hitchens 410-912-0980 410-912-0984 delmarvaprinting.com [email protected] Windsor Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________Dicarlo Digital Center. Joey Dicarlo 410-749-9901 410-749-9885 dicarlodigitalcopycenter.com [email protected] South Division St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________RECYCLINGDelmarva Recycling Greg Stein 410-546-1111 410-543-9005 delmarvarecycling.com [email protected] Boundary St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________SOLAR ENERGYEastern Shore Solar Ray Emmons 410-543-1924 easternshoresolar.com [email protected] Westbury Dr., Salisbury, MD 21801________________________________________________________________________________________________________________________________________________________________________STORAGECubes To Go Betsy Bradford 410-742-2100 410-742-3875 cubestogo.com [email protected] Broadway St., PO Box 238, Fruitland, MD 21826 ________________________________________________________________________________________________________________________________________________________________________WATERSharp Water Lisa Rice 410-742-3333 410-543-2222 sharpwater.com [email protected] Columbia Road, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________

Business Journal Directory

Name Contact Phone Fax Website Email

The 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.

Advertising 9 Comcast Spotlight . . 341-8950

Architecture / Engineering 19 AWB. . . . . . . . . . . . . 742-7299 15 Becker Morgan Group

Automobiles & Services 28 Eden Used Auto Parts . . . . . . . . 749-5116 29 Jiffy Lube . . . . . . . . . 543-446627 Pittsville Ford . . . . . . 310-890330 Pohanka. . 1-877-4-POHANKA

Construction10 Southern Builders . . 341-3800

6 R&R Coatings . . .877-543-070017 Gillis Gilkerson . . . . . 749-4821

Education18 Wor-Wic. . . . . . . . . . . 334-2815

Farm & Garden 14 Farmers & Planters . 749-7151

Financial 11 PNC . . . . . . . . . .888-762-6226 21 Shore Bank . . . . . . . 543-2600 36 Bay National Bank . . 334-3636 Health22 Accurate Optical. . . . 749-1545 20 Apple Discount Drugs 543-8401

Heating & Air Conditioning35 Mid-Atlantic Heating. 546-5404

Insurance 5 ASC&D. . . . . . . . . . . 835-2000 17 Avery Hall. . . . . . . . . 742-5111 16 HK&T . . . . . . . . . . . . 749-0116 12 IBS . . . . . . . . . . . . . . 213-8338 8 The Business Power Group. . .302-337-3433

Jewelry 10 Robinsons . . . . . . . . 546-0817

Lodging 13 Courtyard by Marriott 742-4405 Paving 19 Chesapeake Paving & Sealing, Inc. . . . . . 742-2330

Real Estate 2 Sperry Van Ness . . . 543-2440

Screen Printing 15 Chesapeake Screen Printing . . . . 749-7660

Services 29 Burnett-White . . . . . . . 742-2222 30 Tilghman Oil Co. . . . . . 742-7232

Technology 7 Comcast Business . . 520-2813

Utilities14 Choptank Elect. .877-892-0001

InsertsPeninsula Regional Medical Center

Business Journal Advertising Index


bPG helps area businessesThe Business Power Group (BPG),

a subsidiary of Future Endeavors, has been created in an effort to help busi-nesses of all sizes cut costs, retain em-ployees and increase the bottom line.

BPG will provide businesses with a way to tap into resources that can help them through recessive periods and beyond by providing solutions from experts in their field. The group also provides free consultations to help iden-tify and resolve issues that have kept companies from thriving. The BPG will travel to deliver seminars and work-shops to audiences of business owners on the Eastern Shore.

Susan Rae Baker, founder of the Business Power Group, created this program with the intent to add similar services to homeowners in the near future. For more information, call 443-944-2717.

Dbf selected as top 50 firmEach year, Building Design & Con-

struction magazine conducts an exclu-sive survey of America’s foremost ar-chitecture, engineering and construction firms, known as the “Giants 300 List.”

Recognized in the category for the country’s Top 50 Engineers/Architects, Davis, Bowen & Friedel, Inc. ranked 37th in the nation in 2009. Selection criteria included innovation, expansion, growth, revenue and scope of projects.

Davis, Bowen & Friedel’s acquisi-tion of leading marine engineering firm, Andrews, Miller & Associates (AMA), was an important factor in the selection process. With offices in Cambridge and Annapolis, the merger has allowed Da-vis, Bowen & Friedel, Inc. to expand its staff and services to meet the increas-ing needs of the Eastern Shore. The firm has also shifted its focus towards sustainable design and LEED best prac-tices. Studio 3D, a Division of Davis, Bowen & Friedel, Inc., provides the firm with cutting edge computer graph-ics services. Geographical Information Systems (GIS) services have also been expanded in reaction to improved tech-nology, providing clients with more accurate information in a shorter time span.

turner joins bank board Edward M. Thomas, president of

The Bank of Delmarva, has announced the election of Jeffrey F. Turner to the Bank’s board of directors. Turner was also elected a director of the Bank’s holding company, Delmar Ban-corp and will serve on the board’s Loan com-mittee.

Turner has been an active member of the region’s banking com-munity for 35 years. Most recently, he served as president and CEO of Mercantile

Peninsula Bank, a $1.4 billion commu-nity bank, which was acquired by PNC. A Salisbury native, Turner, and his wife Dottie, reside in Chance. They have two children and three grandchildren.

mallard landing recognizedMallard Landing Retirement Com-

munity has been selected for the 2009 Best of Salisbury Award in the Assisted Living & Elder Care Services category by the U.S. Commerce Association. Each year, the U.S. Commerce Associa-tion (USCA) identifies companies that have achieved exceptional marketing success in their local community and business category. These are local com-panies that enhance the positive image of small business through service to their customers and community.

middle School completedNason Construction recently joined

Dorchester County Public Schools in the ribbon cutting ceremony for the new middle school, North Dorchester Middle. This 93,000 square foot middle school holds 600 students and unites technology and education by bringing hi-tech learning tools into the class-room. The school has computers in every classroom, LCD projectors have been linked to teaching stations, and the school has a wireless network and TV studio. Green features include increased daylight and a geothermal heating and cooling system to make the school more energy efficient. Water saving and wa-terless fixtures were installed to mini-mize water usage in the school.

“Nason is honored to be a part of the changing face of Maryland education facilities,” said Nason President Mi-chael B. Berardi.

Demand to increase for VoWlanTelewire, an industry leader in

unified communications, expects the demand for Voice over Wireless LAN technology (VoWLAN) to increase by year’s end because of its unique ability to support various advanced business applications that drive profitability and employee productivity. Voice over Wireless LAN (VoWLAN) is a process of sending voice information in digital form over a wireless broadband net-work. Simply put, VoWLAN is VoIP delivered through wireless technology.

The VoWLAN system includes all of the regular functions and messaging ap-plications available on wired phones on the VoWLAN devices. Similar to VoIP, VoWLAN also contributes to cost ef-ficiency because calls are routed over the data network internally or over the Internet externally. As a result, mobile telephony costs can be eliminated or decreased significantly.

Employees have the ability to use VoWLAN phones to communicate by voice wirelessly with others inside and outside a facility. The experience is very similar to using a traditional wired telephone, except the user is free to

move about the building. Additionally, a VoWLAN phone can operate from the rapidly growing Wi-Fi hotspots, en-abling a person to use the same cellular phone while within or away from the office. Some mobile phones incorporate VoWLAN capability, which enables users to make calls over traditional cel-lular networks when no wireless local-area network is available. This gives employees tremendous freedom to con-duct business from any location thereby increasing their own productivity while driving costs down. For more informa-tion about VoWLAN, call Telewire at 410-749-2355 or visit www.telewire-inc.com.

Southern builders finishes projectsSouthern Builders, Inc. recently

completed the Worcester County States Attorney building in Snow Hill.

Completed ahead of schedule, this building is a three-story, steel frame brick structure that will be occupied later this summer. Southern Builders also completed the Ocean Pines Volun-teer Fire Department. This project con-sisted of a three-bay facility with living quarters. Specializing in commercial construction, Southern Builders, Inc. is a full service General Contracting/Construction Management firm licensed in Maryland, Delaware and Virginia. They can be reached at their main office located in Salisbury.

becker morgan honoredBecker Morgan Group was recog-

nized among the “Best of Delaware 2009” winners in the July issue of Dela-ware Today magazine.

The firm was selected as “Best Resi-dential Architect” upstate, downstate and reader’s choice and “Best Com-mercial Architect” upstate and reader’s choice. The Best of Delaware party was held on July 30 at the Chase Center on the Riverfront in Wilmington, Del. During the celebration, Becker Morgan Group showcased some of their award

winning designs.Becker Morgan Group provides ar-

chitecture, civil engineering, surveying, landscape design, sustainable design and interior design services. The firm has offices in Delaware, Maryland and North Carolina. For more information, visit www.beckermorgan.com.

over $9K raised for toys for totsThe 8th Annual Toys for Tots Open

held on Aug. 14 at the River Run Golf Club in Berlin, and sponsored by Rom-mel’s ACE, The Pohanka Automotive Group, WBOC-TV and K&L Micro-wave, was the most successful since its inception. Salisbury Toys for Tots Co-ordinator, Ed Hearthway said, “Thanks to our sponsors, the entire $9,573 will be spent on toys from local area mer-chants.” For more information on Salis-bury Toys for Tots, call 410-860-0167.

nason to build office Nason Construction’s Delmarva Di-

vision will build the Onley Community Health Center in Onley, Va. for the Eastern Shore Rural Health System.

This competitively bid, general con-tracting job is valued at $3.6 million. It totals 21,000 square feet of new con-struction to house exam rooms for mul-tiple medical providers, administrative offices, reception and waiting rooms, laboratory and X-Ray rooms, as well as related staff and support areas.

rommel’s donates toro mowerRommel’s ACE donated a Toro Z-

turn mower to the Horizon for Hope Dinner and Auction which was held on Aug. 21 at The Fountains Wedding and Conference Center in Salisbury.

The mower, valued at $2,800, will benefit Women Supporting Women’s programs. Rommel’s ACE stores across Delmarva recently raised $6,500 for Women Supporting Women’s during the month of May. Ten Rommel’s ACE hardware stores participated in the fund-raising effort.

Turner

100 YEARS - Booth Grier, flanked by Goodyear Tire & Rubber Company repre-sentatives Bill Friel, Denny Connor and Dave mcAffee accepts recognition for being in operation for 100 years. Grier Tire hit that mark in 2008.

Business Mix


2312 Allen Drive Salisbury, MD 21801

410-546-5404 We Service All Brands Of Equipment

Service Contracts • We Recommend CARRIER

SALES & SERVICE

Mid-Atlantic Heating & Air

Conditioning, Inc.

HVAC#6358 MHIC#11003 (Quality & Service Since 1979) Voted ‘Best of the Eastern Shore’ for 2006

Tuesday, Sept. 1 – Ambassadors, Bob Evans Restaurant, 8 a.m.

Wednesday, Sept. 2 – Yong Profes-sionals Committee, Chamber Business Center, 5:30 p.m.

Thursday, Sept. 3 – Beautification Committee, Chamber Business Center, noon.

Wednesday, Sept. 9 – Membership Committee, Bob Evans Restaurant, noon.

Thursday, Sept. 10 – Local Legisla-tive Committee, Wor-Wic Community College, 7:30 a.m.

Friday, Sept. 11 – Executive Com-mittee, Bob Evans Restaurant, 7:30 a.m.

Monday, Sept. 14 – Workforce De-velopment, Chamber Business Center, noon.

Tuesday, Sept. 15 – Agri-Business Committee, TBA, 7:30 a.m.

Wednesday, Sept. 16 – Business Affairs Committee, Chamber Business Center, 8 a.m.

Thursday, Sept. 17 – “Get Con-

nected” Business Expo — Location: The Fountains Wedding & Conference Center. 10 a.m.-7 p.m.

Business-to-Business Showcase. This is a great way to make valuable busi-ness to business connections. Several seminars will be presented throughout the day at the expo including Dale Carnegie Training and a Leadership workshop. Visit the expo and receive coupons for special lunch prices at the Fountains Table Restaurant & Bar. There will also be a Business After Hours event from 5-7 p.m. that evening.

Friday, Sept. 18 – Recycling Com-mittee, Chamber Business Center, 8 a.m.

Thursday, Sept. 24 – PR & Market-ing, Chamber Business Center, noon.

Monday, Sept. 28 – Executive Com-mittee, Chamber Business Center, noon.

Wednesday, Sept. 30 – Board of Directors, Chamber Business Center, noon.

Calendar of EventsSalisbury Chamber

Lorch employee wins prizeKasandra White, an employee of

Lorch Microwave, recently received $1,000 in gas cards as the winner of the grand prize drawing for United Way of the Lower Eastern Shore Leadership Circle members at this year’s Leader-ship Luau. The gas cards were donated

by First Shore Federal Savings and Loan to recognize United Way’s lead-ers in giving. Lorch Microwave’s 2008 campaign totaled $21,448 and ranked the organization #22 in United Way’s prestigious “Top 25 List” of corporate campaigns.

From left, Lorch microwave United Way Campaign Coordinator Kara miciotto joins fel-low employee Kasandra White as First Shore Federal’s marty Neat and United Way’s Kathleen mommé present White with $1,000 in gas cards.

BUILDING SUCCESSTHROUGH TEAMWORK

Left to right: Brian DeLawder, Executive Vice President, Southern Builders, Inc.;Greg Olinde, Senior Vice President, Bay National Bank; and David Harkins, President & CEO, Southern Builders, Inc.

in front of joint project Shark Finn at 125th Street, Ocean City, MD.

109 Poplar Hill Avenue, Salisbury, Maryland 21801 410-334-3636www.baynational.com

BAY NATIONAL BANK

Hugh W. Mohler, Chairman & CEOGregory J. Olinde, Senior Vice President

CREATING A NEW STANDARD IN BANKING

Salisbury Business Journal

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Transcript of Salisbury Business Journal