portrait industry - amazon s3 · lucius quinctius cincinnatus (519-430bc) is held up as the...

June 9, 2015 • Vol. 2 • no. 12 • $2

Inside

Spotlight: AgricultureFDA rules create new demands for farmers0

Frozen FarmerTurning farm produce into healthy treatsPage 16

ILC DoverSpace suit maker moves to new business sectors

Page 4

In this issueFirst Look .......................... 3

Spotlight ...........................10

DBT Book of Lists: Century Farmers ..................17

Columnists .......................18

Smartboard ......................22

Readers’ Guide ................23

PRSRT STDUS POSTAGE

PAIDPERMIT #7542PHILA PA 191

Family BusinessesBoosting Delaware Economy

Page 8

Jim CollinsShares insights with nonprofits at June 15 DANA ConferencePage 6

Local Artist Mark Reeve Celebrates Delaware Century Farms

7 Page Special Agriculture Report

Portrait of an Industry

2 June 9, 2015 www.DelawareBusinessTimes.comDelaware Business Times

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ItalIan-amerIcan HeraldThe

Vol. 2 no. 12 June 9, 2015

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first look

Sam WaltzFounding Publisher

Career pols or citizen statesmen:A choice for Americans, GOP says

Is society better served by “career public servants” – ahem, “career politicians” – or does the citizen statesman better serve it?

Lucius Quinctius Cincinnatus (519-430BC) is held up as the prototypical

example of the latter. A Roman aristocrat and statesman, he was called to serve Rome as a dictator to defeat rival tribes. Two weeks later, after his victory, he resigned the dictatorship.

George Washington’s farewell address, his letter to the American people declining a third term after his service as a Revolutionary War general and America’s first president, is often regarded as the American equivalent, occurring in 1796, at a time when many of his countrymen wanted to proclaim him as a monarch.

And June 15 is the 800th anniversary of the signing of the Magna Carta at Runnymede, where King John of England surrendered some first-ever republican authority to 25 nobles, effectively setting the stage for the broad principles of self-government enjoyed by many Western powers.

The lust for power – sometimes coupled with the lust for wealth – can corrupt leaders who otherwise meant well, we’ve all been taught. A generation of books and films make that point.

“The Man Who Would be King” (1975, with Sean Connery & Michael Caine), based on Rudyard Kipling’s short story of the same name, arguably one of the most under-appreciated films of the last half century, makes that point when Connery finds himself in a position to save a primitive society by his leadership.

Even “The Candidate” (1972, with Robert Redford) makes a similar point

in the American electoral process.Hence, it’s an area of vulnerability that

opponents to Hillary Clinton’s bid to succeed Barack Obama as America’s next president will bring focus to. Their focus is on not only her role as co-president with her husband Bill Clinton – “You get two for the price of one,” he used to tell voters – but her leverage of that and her tenure as secretary of state into wealth beyond the dreams of most Americans after she said she left the White House “broke.”

Carly Fiorina, the first woman to lead a top Fortune 50 company as its CEO, took that point of attack May 30 in her remarks before Delaware’s Republican convention.

“82 percent of Americans believe we have a professional political class that is more focused on what they’re doing than what we’re doing,” Fiorina told the cheering crowd.

In fact, Fiorina laid at the feet of the “professional political class” ownership of America’s churning divisions into disaffection with all politics, Republican and Democrat.

“People feel a disquiet, not just from the disconnect they feel between themselves and their political classes, but a disquiet because they feel were losing something,” she said.

“We’re losing the power of limitless achievement. We have a government that has become so big, so powerful, so inept, and, unfortunately, in too many instances, so corrupt.

“The size and power of this government is literally crushing the potential of this nation,” she said. “We are destroying more businesses than we’re creating.”

She continued on to flail Clinton for the usual variety of issues, leveraging her government service for personal wealth building, not handling conflicts between public and personal interests well and refusing to take questions from the news media that would tend to build accountability and flesh out her positions.

Public attitudes – as reflected by Fiorina’s point-of-the-spear comments – are validated in a recent poll by Patrick Caddell. The poll focused on Republicans, but reflected broad attitudes of alienation about leaders in both parties, and it appears to indict career Republican politicians as much as career Democrat politicians.

Cadell said 69 percent of people polled supported the statement: “The power of ordinary people to control our country is getting weaker every day, as political leaders on both sides fight to protect their power and privilege, at the expense of the nation’s well-being.“

He said 64 percent agreed with the statement:

“Political leaders are more interested in protecting their power and privilege than doing what is right for the country.”

And, in the May poll, Caddell reported that more than half of even Republican voters did not give their own elected GOP leadership favorable marks, something that tends to support the concept of improved standing for any candidate who works to “run from the outside,” as Fiorina certainly is doing. n

Sam Waltz is the founding publisher of Delaware Business Times

“The size and power of this government is literally crushing the potential of this nation. We are destroying more businesses than we’re creating.” – Carly Fiorina

What’s InsideILC DOvErLong known in Delaware as “our space suit maker,” ILC Dover is repositioning itself for business growth in the private sector, including acquisitions that have added about 150 new Delaware manufacturing jobs. .................... 4

DANA ANNUAL CONFErENCEJim Collins, the author of “Good to Great” and other business

bestsellers, does only occasional speaking appearances now, but Thère du Pont and Chris Grundner persuaded him to come to Wilmington on June 15. Collins will be the keynote speaker at the Delaware Alliance for Nonprofit Advancement’s (DANA) annual conference. ................................. 6

FAMILY OWNED BUSINESSWhen you think of Delaware businesses, some of the big corporations probably come to

mind first. Reflect on it for a minute, get past the huge names, and the next businesses that come to mind probably include many local, family-owned businesses. . .................... 8

SPOtLIGht: AGrICULtUrEThe Food Safety Modernization Act (FSMA) is the most significant overhaul of the food safety guidelines since the 1930s. Signed into law by President Obama in 2011, the regulations focus almost solely on preventive measures

throughout the fresh-food supply chain. Delaware farmers are learning about the new rules that will impact their operations. ...... 10

FrOZEN FArMErAfter Katey Evans and Jo Ellen Algier spent months planning a unique business called The Frozen Farmer, a banker told them the late restaurateur Matt Haley had the exact same idea before he died in a motorcycle collision in Nepal last August. The Frozen Farmer, which will

open in two Bridgeville locations this month, will turn farm-fresh fruits and vegetables into sorbets, smoothies, juices, popsicles, and crème ices with no added sugar.. ........................ 16

Also INSIDE

BOOK OF LIStS Century Farms ............................ 17

PEOPLE ON thE MOvE ............... 19

SMArtBOArD ........................... 22

MArKEt WAtCh ........................ 23


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manufacturing

ILC Dover repositions itself for growthBy Sam [email protected]

Long known in Delaware as “our space suit maker,” ILC Dover is repositioning itself for business growth in the private sector, including acquisitions that have added about 150 new Delaware manufacturing jobs.

Founded in 1947 as International Latex Co. (ILC), it was 1956 when a spinoff of the company that became ILC Dover got into the business of making spacesuit helmets. From there its business blossomed and grew as America’s commitment to space exploration and travel also grew.

That business matured after a half century, and even leveled off as President Obama in 2010 announced a repositioning and repurposing of NASA. Gen. Charles Bolden, head of NASA, said in an interview that the President had told Gen. Bolden “he wanted me to find a way to reach out to the Muslim world and engage much more with dominantly Muslim nations to help them feel good about their historic contribution to science, math, and engineering” via NASA operations.

ILC Dover, now owned by Behrman Capital, has made two strategic acquisitions in the last three years, said CEO Francis “Fran” DiNuzzo, Grayling Industries in Alpharetta, Ga, and Rossens, a Swiss company that makes a line of products branded as Jet Solutions.

“ILC Dover today has four lines of businesses,” said DiNuzzo, “two in the government sector and two in the commercial sector. We’ve rebalanced ILC Dover from being predominantly a Federal – DOD – aerospace supplier to a much stronger portfolio in commercial markets.”

“It’s our acquisition of Grayling Industries in 2012, and the move of 150 jobs from Juarez, Mexico, in 2014 to Seaford, in a former DuPont Company facility, that is expanding ILC here in Delaware,” said Doug Gurney, a native Kent Countian and second generation ILC employee who joined ILC in 1983. He is product director for protective equipment.

ILC put the manufacturing of Grayling’s Guardian ™ flexible intermediate bulk containers in Seaford. “They’re single-use containers that lower the capital costs and the operating costs of product movement inside a plant, often from one process to another, used more often in pharmaceuticals, chemicals, foods, cosmetics and personal care item manufacturing,” said Gurney. “In addition, depending on the company, and what they’re using them for, some containers can be recycled.”

Another Grayling line, Vail ™, a single-use disposable bag used in asbestos remediation as a tent-type

fixture, attached to a ceiling or other fixtures like pipes, continues to be made in Meixco.

Just over a year ago, in early 2014, ILC’s acquisition of Rossens’ Jet Solution products allowed it to expand a foothold in Europe. “They were making and selling specialty processing equipment and systems, used in chemicals, foods, cosmetics and pharmaceuticals,” said Brad Walters, general manager for the Space and AIM (Aerospace, Infrastructure, & Marine) business unit, who joined ILC in 1984.

“ILC is continuing that business in

Switzerland, but we’re just beginning to expand it in the U.S., and we think it can lead to some expanded markets for all of our commercial products,” said Walters. “It brings us a certain connectivity virtue. They were a distribution partner for us in Europe, and our pharma-containment products could often be used in concert with their processing solutions.”

ILC goes to the market with a multi-channel strategy, said DiNuzzo, including distributors, agents and

U.S. military buys suits and armor made with ILC materials.

ILC has built its reputation by creating suits for the military and the space program. As NASA is moving in new directions, the company has shifted to more private sector work.

Continued on page 21

“ILC Dover

today has

four lines of

businesses, two in the

government sector and

two in the commercial

sector. We’ve rebalanced

ILC Dover from being

predominantly a federal

– DOD – aerospace

supplier to a much

stronger portfolio in

commercial markets.”

– Francis ‘Fran” DiNuzzo, CEO

Phot

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and that decisions aren’t always based on typical investment criteria.

Passing it on. If you want your collection to live on, you’ll have to plan carefully. You’ll need to determine if your family members are interested in inheriting your collection – or if there’s a charity or museum suited to take it on. Your estate plan should designate who’ll receive the collection and, if necessary, arrange financing for storage and insurance costs. Wilmington Trust can help. We’ve been working with successful families since our founding by the duPont family more than a century ago, and can guide you through the challenges and complexities of this and other important issues when managing your wealth. For more insight on how we can help you enjoy your collection today and prepare for its home tomorrow, visit wilmingtontrust.com/legacy.

“You treasure your collection. But what’s it really worth?”

Portrait by renowned illustrator Joseph Adolphe.

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11545_Delaware Business Times /10”w x 13”h

OF COLLECTORS INVEST IN THEIR TREASURES PRIMARILY

FOR THEIR OWN PLEASURE

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nonprofits

Jim Collins, author of “Good to Great,” will work with six Delaware nonprofits developing plans to transform their organziations.

By Kathy [email protected]

Jim Collins, the author of “Good to Great” and other business bestsellers, does only occasional speaking appearances now, but Thère du Pont and Chris Grundner persuaded him to come to Wilmington on June 15.

Collins will be the keynote speaker at the Delaware Alliance for Nonprofit Advancement’s (DANA) annual conference titled “Making Delaware Great.” One of Collins’ key ideas is that great organizations recruit and retain talented, self-motivated, and self-disciplined people.

“It’s really, as you can imagine, hard for an organization to engage him because he’s really, really expensive, and his dance card is very full,” Grundner said.

He didn’t disclose what Collins was paid, but Grundner said Collins agreed to speak in Delaware because of the groundwork DANA had laid.

The group emailed a couple thousand copies of Collins’ 44-page monograph about nonprofit management to nonprofit staff and business people around the state and asked them to form book clubs to discuss Collins’ ideas.

“We told Jim we’re going to try to make sure people understand this stuff before you come so they all have some grounding in your work and you’re not trying to get them up to speed,” Grundner said.

Six nonprofits were chosen to attend a series of workshops based on Collins’ principles — the Community Education

Building, Connecting Generations, the Hagley Museum and Library, the Milford Housing Development Corporation, the Latin American Community Center, and the Reading Assist Institute.

In the workshops, they will come up with goals, objectives, and a strategic plan to accomplish them, all based on Collins’ insights. Halfway through the workshop series, the nonprofit staffers will meet with Collins in a special session from 7 a.m. to 9 a.m. on the day of the conference.

He’ll already have questions in hand that they submitted about their organizations.

“For those six organizations, it’s sort of a once-in-a-lifetime opportunity to have a chance halfway through strategic planning to interact with Jim,” Grundner said. “If you think about going back into that work after that interaction with Jim, you’ve got a different lens to see it through, which is his lens.”

“We hope it will be a catalyst for change,” Grundner said. “The event doesn’t really end on June 15. The reality is it’s just the beginning. We’ve been pushing Jim Collins’ research out to the nonprofit sector since I got here.”

After making copies of Collins’ essay on nonprofits available for free, Grundner’s hope is that the “Good to Great” philosophy will fan out through the state. The nut of it is: “Greatness is a matter of conscious choice and discipline.”

Collins, in an email interview, called it a great privilege to come to Delaware for the event DANA has planned. “To have key leaders from both the business and social sectors coming together is an inspired idea,” he said. “By working together they can create even greater impact than working only within one sector. I hope our work can make a contribution to the superb work people are already doing across Delaware. I am really looking forward to it.”

He said the most important question for nonprofits is the same as it is for profit-making firms: “Do you have the right people in key seats?”

“If you have the right people, they will do whatever it takes to produce the best results because they are self-motivated to

do so,” Collins said. The right people, he said, give credit to others when things go well and accept responsibility when things go awry.

He said the need for selfless, goal-oriented leadership in social sectors is unbounded: “There will always be big, unsolved problems that can only be addressed with exceptional leaders and their teams,” Collins said. “The best leaders, teams, and people will always find a way to make themselves useful, even if the problems change.”

In addition to having the right people in the right seats, Collins said the most important single thing a group can do to effect change is to “confront the brutal facts” — reassess what you’re doing so you do the things your organization does best and stop doing the things that don’t fit with your mission.

“If we all sort of absorb what he’s saying and apply it, I think the ripple effects are going to go far beyond the nonprofit sector,” Grundner said. “For him to come and have feet on the ground here in Delaware is a major accomplishment for the state of Delaware, and I think, because of our size, it can mean much more than it would mean if he did the same things in Texas or California. The ripple effects will travel a lot farther in a state our size.”

“This isn’t sort of a one-and-done thing,” Grundner said. “It’s a theme that is going to carry on in a much greater way.” n

The conference begins with networking and breakfast at 8 a.m. on June 15 at the Chase Center on the Riverfront. Jim Collins will speak at 9:30 a.m. Register online at http://www.delawarenonprofit.org

Best selling author will coach nonprofits in Delaware

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Delaware nonprofits selected for improvementsBy Robert KalesseSpecial to Delaware Business Times

The executive directors and board members of six Delaware nonprofits are currently involved in a once-in-a-lifetime opportunity to improve their organizations strategically in the hopes of going from good to great.

That’s because the Delaware Alliance for Nonprofit Advancement (DANA) has secured the assistance and wisdom of business expert Jim Collins, author of “Good to Great: Lessons for the Social Sector.” Collins will meet with the selected fellowship of nonprofits when he speaks at the DANA 2015 Annual Conference at the Chase Center on the Riverfront on June 15.

DANA CEO and President Chris Grundner, long a proponent, fan, and reader of all the works produced by Collins, is excited to hear the business guru’s speech, but is particularly interested in how the nonprofits selected to meet with Collins for a “Socratic session” beforehand will take advantage of the experience.

“A lot of organizations would pay good money to have this kind of interaction with Mr. Collins,” Grundner said. “Instead, as part of the program,

these six nonprofits have the chance to develop a six-month strategic plan for their organizations, using the methods Mr. Collins describes in his monograph, as well as a sit-down critique with Mr. Collins himself.”

The nonprofits tapped to participate include Hagley Museum and Library, the Community Education Building, the Reading Assist Institute, the Milford Housing Development Corporation, Connecting Generations, and the Latin American Community Center.

Last year, DANA sent out copies of Collins’ 44-page monograph, which served as an accompaniment to his original 2001 publication, “Good to Great: Why Some Companies Make the Leap … and Others Don’t,” to more than 800 nonprofits in Delaware but selected only six to participate in the fellowship. Grundner said the six were chosen due to a hand-in-hand relationship between each organization’s executive director and board chair, a willingness to put in the time and effort required and a belief in the Collins system.

“Since February, a DANA consultant has been meeting with each nonprofit to force them to have conversations they might not normally have,” Grundner said. “By asking the difficult questions

about their organizations, we can explore issues that haven’t been discussed before, and figure out ways to bolster the positives and eliminate the negatives.”

Each nonprofit was sent a set of 12 questions from Collins, which relates directly to his written works. Each organization was then required to answer those questions and produce a two-to-three-page synopsis of their organization and business strategy for the coming year and return it to Collins.

On June 15 each executive director will have the chance to sit down with Collins prior to his speech before an estimated crowd of more than 1,000 people at the Chase Center. From there, each nonprofit will incorporate Collins’ critique and advice into its strategic plan for the next year, all with a deadline of late September.

the Collins Approach

A Stanford graduate and author or co-author of six different business-management and growth-related works, James C. Collins has long been looked upon as one of the most influential business lecturers and minds in the world, with most of his focus dedicated to the for-profit arena.

His 2005 monograph, “Good to Great: Lessons for the Social Sector,” has appealed to many leaders and executive directors from the nonprofit

David Cole

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world. In the mongraph, Collins discusses how nonprofits can become great organizations, even though the challenges are more complex than for private-sector companies.

David Cole, executive director of Hagley Museum and Library, has been familiar with Collins’ work for 15 years. He said Collins’ work has been very influential, and his staff and board of directors are learning so on a firsthand basis.

“The timing couldn’t be better for us here at Hagley, as we are looking to create a new strategic initiative for the library portion of the estate, in particular,” Cole said. “As the premier collection institution in the country for business and commerce, we want to offer a suite of services for those who want us to care for their historic materials and tell the story behind them.”

Cole said that, by using Collins’ methods, he and his board of directors and key staff members are able to figure out how Hagley will differentiate itself from other research libraries, how they will brand and market themselves, and how they can determine if they have “the right people on the bus,” as Collins puts it.

“That’s one of the key phrases used in his work,” Cole said. “The focus is really figuring out, as a nonprofit, what you’re passionate about, how that aligns with your overall mission statement, how you are relevant in the community and your ability to make an impact, and whether or not you have the right talent aligned for those ambitions.”

Many of these questions were included in the 12-part challenge offered up by Collins when the program began through DANA back in February and they focus largely on what Collins calls the “hedgehog concept.”

The first part of the concept is “passion,” or an understanding of each nonprofit’s core values and mission. The second is “best at,” or an understanding of what each nonprofit can uniquely contribute better than others. The third is the “resource engine,” or an understanding of what best drives a nonprofit’s resource engine in three parts: time, money, and brand.

Vickie Innes, executive director of the Reading Assist Institute, which is dedicated to teaching the foundational skills of reading to children with significant academic challenges, said that implementing the “hedgehog concept” into the daily operations of her organization has already put Reading Assist Institute on a path to perform better as a nonprofit.

“In the corporate, or for-profit, world, success can pretty much be measured in one way, and everyone is on board with satisfying the bottom line,” Innes said. “But with a nonprofit, each person has different ideas of what we should be doing and how we should operate, whether it’s community engagement, deadlines on objectives, or engaging with our clients.

“By working with DANA and using Mr. Collins’ methods, we are getting everyone together to establish a strategic plan to go from good to great, as the book says,” Innes said. “That typically doesn’t happen in a nonprofit, so even early on

in the process, we are becoming a more cohesive group with a clearer mission.”

The idea of a clearer mission and getting a board of directors on the same page with key staff members was one aspect that really stood out to David Moore, executive director of the Milford Housing Development Corporation. Moore believes that improving those aspects is something that will benefit his nonprofit for years to come.

“This process and the teachings of Mr. Collins aren’t just something to be implemented and then put on

the shelf,” Moore said. “Rather, it’s a foundation of good practices and a stepping-off point, so that in 25 years, when most of us are no longer working at our respective nonprofits, things will still be thriving and growing. Realizing that no one is an owner and that we all must be striving toward the same agreed-upon goals is a primary lesson we’ve learned thus far.”

When the time comes to meet Collins on June 15, Maria Matos, executive director of the Latin American Community Center, is

excited to hear what the expert will say and how he will constructively criticize her nonprofit organization.

“This is an amazing opportunity for all of us as we work on our core values and really attempt to figure out who we are as a nonprofit,” Matos said. “It has been a rigorous process thus far, with many hours put in to using the teachings of Mr. Collins. We are a little bit nervous about his critique, naturally, but we are really excited to see what ways he can suggest to make our organization great.” n


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family-owned business awardsFamily-owned businesses make major impact on state

When you think of Delaware businesses, some of the big corporations probably come to mind first. Reflect on it for a minute, get past the huge names, and the next businesses that come to mind probably include

many local, family-owned businesses. Chances are high that you know someone who either owns a family business or works for one. Have you ever thought about the contributions that family-owned businesses make to Delaware’s overall economic picture?

The first is obvious — they are employers. Statistics indicate that family-owned businesses account for 60 percent of total U.S. employment, 78 percent of all new jobs, and 65 percent of wages paid. For many employees, the benefits

of working at a family-run business are more than just a paycheck, though. The owners often treat their employees as family, even nonfamily members. They invest in training their employees and promote from within whenever possible. Most family-run businesses do a great job of keeping their expenses under control because they believe the company’s money is the family’s money. Because of this attitude, the owners are less likely to lay people off during economic downturns. Retention is generally higher at a family-run business because the employees trust the owners to be committed and loyal.

Not only do owners of family businesses bring jobs to Delaware but they also consider Delaware “home.” They have a desire to succeed since they have a personal financial stake here. Strong values and commitment to their beliefs contribute to the long-term stability of the company. Owners teach these values to their children and

show them the importance of family, hard work, and earning a living. Since long-term growth is important to family succession of the business, the owners encourage entrepreneurship by guiding the next generation of family members to develop skills and research new products and services to offer. They see diversification as a way to protect the family’s wealth.

Because of their vested interest in Delaware, owners of family businesses are more likely to use a local banker, accountant, and lawyer for their business and personal needs. They are also more likely to patronize Delaware restaurants, stores, gas stations, and other businesses. In addition, the owners tend to be actively involved in community activities and serve on the boards and as officers of civic, charitable, and other not-for-profit organizations. They also volunteer their time and funds to support the local Delaware chapters of the charities they

care most about.Clearly, Delaware’s tax base reaps

many rewards because of family-owned businesses. The businesses and their owners contribute to Delaware’s tax base at the state and local levels. Not only do they pay income taxes but they may also pay real estate taxes and local taxes. The people they employ generally pay Delaware income taxes, and the Delaware businesses they patronize may also pay Delaware taxes.

Employment, new products and services, support of charities and other businesses, and payment of taxes are just some of the contributions that family-owned businesses make to Delaware’s economy. Because they focus on stability and long-term growth instead of short-term performance, family-owned businesses will continue to contribute to Delaware’s economy for many years to come. n

Lynn B. Ritter, CPA, MST is a tax manager at Gunnip & Company, a full-service CPA firm serving Delaware and the surrounding area since 1947. www.gunnip.com

Lynn ritter Guest Columnist

Finalists though diverse, share same success factorsBy Michael J [email protected]

Family businesses play an important role in the social and business fabric of Delaware. And the finalists in this year’s Family Owned Business Awards competition prove that fact.

They represent a variety of business segments—from business and residential services to high tech and restaurants. As we reviewed the nominations, we discovered recurring themes when the businesses were asked to describe what set them apart from others.

• Gratitude to the first generation for taking the first step to create the business in Delaware.

• Appreciation for the continued local support they receive from their Delaware customers, clients and friends.

• Excitement about the future and what the next generation will do with technology and new business plans for growth.

One nominee said the family considers itself a steward of their founder’s dream to take care of his family. Family was defined as relatives, the people he cared for in his business and the community of which he was a part.

A panel of five judges, which included members of the business community and Today Media executives, selected the finalists, who were considered for three business size categories, as well as five specialty awards nominated by the panel.

Each nomination was reviewed in-depth by the judges who were asked to consider the family business’

contribution to its community and industry, its positive links between family and business, and innovative practices it may use, among other factors.

Only multigenerational, family owned businesses based in Delaware qualified for consideration.

One judge said he was most impressed with the caliber of nominees and said narrowing the field of finalists in the business size category was not an easy task.

Please join us June 24 as we celebrate the accomplishments and the impact that family owned businesses have on our communities, and announce the winners in eight special categories.

FINALIStS FOr thE 2015 AWArDS ArE:

Delaware Small Business Award (25 employees or fewer)

• A.R. Morris Jewelers, Wilmington, five family members

• DiFebo’s Restaurant, Bethany Beach,

eight family members• Pools & Spas Unlimited, Milford, five

family members• Urban Furniture Outlet, New Castle,

four family members

Delaware Medium-Size Business Awards (26-100 employees)

• EDiS, Wilmington, 4 family members• Janssen’s Market, Greenville, three family

members• Joseph Frederick & Sons, Wilmington,

four family members• The Insurance Market, Laurel, five family

members

Delaware Large-Size Business Awards(100 + employees)

• M Davis and Sons, Wilmington, two family members

• Pettinaro, Newport, five family members• Wayman Fire Protection, Wilmington,

two family members

SPECIALtY AWArDS NOMINAtED BY JUDGES

Community Service Award Business shows excellence in its

community service effort. Finalists:• Janssen’s Market, Greenville, three

family members• Pools & Spas Unlimited, Milford,

five family members

Customer Service Award Business shows excellence in dealing with customer service. Finalists:• Joseph Frederick & Sons, Wilmington,

four family members

Innovation/technology Award Business is doing something different, or modernizing operations to better serve its customers/clients. Finalists:• Data Management Internationale,

New Castle, five family members• Delaware Brick, Wilmington, five

family members

Legacy Award Multi-generational business that is continuing to involve all family members actively in its daily operation and demonstrates an overall impact on Delaware and business community. Finalists:• EDiS, Wilmington, 4 family members• The Insurance Market, Laurel, five

family members

Emerging Family Business AwardBusiness that is showing remarkable growth or market share.Finalists:• Delaware Brick, Wilmington, five

family members • DiFebo’s Restaurant, Bethany Beach,

eight family members


www.gunnip.com



The Family Owned Business Awards will honor the impact and legacy ofDelaware-based family owned businesses at an elegant evening event to include

cocktails, hors d’oeuvres, a sit-down dinner and an awards ceremony.

We’re pleased to announce the 2015 finalists!A.R. MoRRis JeweleR PRinciPAl owneR: BRet MoRRis

DAtA MAnAgeMent inteRnAtionAle’PRinciPAl owneR: cARol swezey

DelAwARe BRick

PRinciPAl owneRs: kenneth BARnes JR., seAn cAllAghAn, Mike hinton

DiFeBo’s RestAuRAnt & Deli PRinciPAl owneRs: lisA DiFeBo-osiAs, JeFF osiAs, RoBeRt DiFeBo, chARlotte DiFeBo

eDisPRinciPAl owneR: BRAin DisABAtino

JAnssen’s MARket llcPRinciPAl owneRs: PAulA JAnssen, eileen JAnssen, Joe JAnssen

JosePh FReDeRick AnD sons PRinciPAl owneRs: BRiAn FReDeRick AnD RoBeRt FReDeRick JR.

M. DAvis & sons inc. PRinciPAl owneRs: Peggy DAvis Del FABBRo (ceo), otheR MinoRity owneRs ARe chARles DAvis AnD John Bonk

PettinARo coMPAnies PRinciPAl owneR: gRegoRy PettinARo (MAnAging PARtneR/ceo)

Pools AnD sPAs unliMiteD PRinciPAl owneRs: MARk AnD susAn henDeRson

the insuRAnce MARket inc. PRinciPAl owneRs: JiM hARtstein (PResiDent), steve hARtstein (vice PResiDent)

uRBAn FuRnituRe outlet PRinciPAl owneR: nicholAs uRBAn

wAyMAn FiRe PRotection inc. PRinciPAl owneR: DuAne l. wAyMAn ii (PResiDent)

Join us as we honor Delaware’s outstanding

family owned businesses!

sponsored in part by

presented by

Certified Public Accountants and Consultants

June 24 | doubletree hotel in Wilmington5:30 - 9:00pm

For more information or to purchase tickets, visit www.DelawareBusinessTimes.com/FOBA.


http://www.DelawareBusinessTimes.com/FOBA


Farm Rulesspotlight Agribusiness

FDA Regulations Grow Fresh Demands for Delaware Farmers

The University of Delaware Cooperative Extension has incorporated the impact of FSMA into their workshops and educational materials.

David Marvel Jr. just finished planting nearly a quarter of a million

watermelon seeds on his family’s Houston, Delaware, farm. August should bring both the harvest and news about federal regulations that could impact the future of his 106-year-old operation.

By Christi [email protected]

Continued on page 12

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©2015 M&T Bank. Member FDIC.

10903_Delaware Business Times / 10”w x 13”h

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personal attention this family-owned company is looking for. Find more of Utz Quality Foods’ story at mtb.com/commercial.

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The Food Safety Modernization Act (FSMA) is the most significant overhaul of the food safety guidelines since the 1930s. Signed into law by President Obama in 2011, the regulations focus almost solely on preventive measures throughout the fresh-food supply chain.

It also marks the first time the U.S. Food and Drug Administration will be given the authority to enforce food safety regulations it’s charged with promulgating —everything from food handling practices on the farm to product recall at the store.

Complete FSMA regulations for fresh produce won’t be published until August, but officials already anticipate what it will mean for a number of Delaware’s major fruit and vegetable growers: additional paperwork, mandatory third-party audits, and an overall grasp of the “farm to fork” rules aimed at preventing food-borne illnesses.

“The fact is that a lot of things the FDA is going to be requiring we’ve been educating (about) for a long time,” said Professor Gordon Johnson of the University of Delaware Cooperative Extension. “The difference is it’s now going to be regulated.”

For large farming operations, third-party audits are simply the cost of doing business with grocery store chains, restaurants, and wholesalers that demand proof of Good Agriculture Practices (GAP).

But FSMA could be a tipping point

for smaller to midsize farmers who don’t regularly use third-party audits. FSMA regulations include steps to prevent hazards related to animals, workers, and water sources.

According to Johnson, anything that improves food safety is a good thing. But he conceded the federal regulations could be an added burden, particularly to small and midsize farming operations. Still, the Cooperative Extension program

has been intentional about including both GAP and Good Handling Practices in its education of and partnerships with Delaware farmers.

“Over the last 20 years there’s been so much additional regulation — progressive folks realize it’s the cost of doing business,” said Johnson.

Delaware is home to roughly 150 to 200 fruit and vegetable producers; many of them sell to wholesalers who Johnson

said are driving the FSMA initiative to mitigate the risk of selling produce that might contain bacteria.

(It was a 2006 outbreak of E. coli from bagged spinach that originated from a single farm in California that spurred regulations and education. More than 200 people across the U.S. were sickened and three people died.)

Department of Agriculture Secretary Ed Kee said the industry knows the regulations are coming and the challenge will be implementation.

“The impact of regulations will unfold in two ways,” said Kee. “The farms that do all those things will see this as a way to ensure their relationship and credibility with their customers by showing they’re a good supplier and high-quality vendor.

“The midsize to smaller farmer may decide to stay small or get out because he can’t step up to the plate for all these regulations.”

Marvel said he worries he might fall into the second group. Third-party audits can cost nearly $1,000, but the ensuing compliance and paperwork generate the real headaches and expense. Kee said he knows of large farms that have spent upward of $100,000 in compliance for paperwork and audits.

“We might be at a crossroads,” said Marvel, who also grows sweet corn on the 140-acre farm. “Dad is 67 and he doesn’t want to deal with any more

Curt Fifer grows fresh produce on his farm in Wyoming, Del. Annual third-party audits are an integral part of his business relationships with area grocery stores.

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paperwork. Liability is the issue. You can do everything right and still be wrong.”

Curt Fifer is a fourth-generation farmer with 2,000 acres in Wyoming, Delaware. He grows a wide variety of vegetables and fruits, including asparagus, strawberries, peaches, and brussel sprouts.

Fifer regularly pays nearly $1,500 annually for a third-party GAP audit so he can sell to Delaware restaurants, grocery store chains, wholesale middlemen, and just about “everyone you can think of.”

“It does change the way you start doing things on the farm,” he said. While he said he can afford the audits, compliance is costly.

Fifer estimates he’s spent nearly $100,000 in the last eight years on capital improvements, and he can easily recite the list of projects and materials he’s purchased: a Global Food Safety Initiative number ($5,000) to meet traceability requirements, stickers for the labels ($3,000), and a printer ($1,000) to produce them.

He’s also built a cart to transport a Porta Potty and sink in his fields.

“Our spray shed had to be nonflammable, so we had to line our whole shed with metal,” said Fifer. “It looks beautiful, but that cost us $8,000.”

This year he’ll spend $5,000 on a food safety consultant in preparation for the annual audit.

“We have no choice,” said Fifer. “I sound like I’m complaining but I understand why it’s being done. At the end of the day, it’s making farms safer.”

But Fifer said he doesn’t understand the need for FSMA, citing the potential for overlap.

“For most growers in the industry, if they’re doing food safety audits, then they’re already doing what FSMA is asking,” said Fifer. “And if small growers are exempt, then I think it’s a waste.”

“It’s about record keeping and documenting,” said Kee, who praised the FDA for extended public-comment periods and its initiative in partnering with states and the farming industry. “But at some point, you do have to ask, ‘Is this regulatory overkill?’”

Kee said he thinks there will be some sort of contractual relationship and funding for the regulatory programs mandated by the FDA. Delaware could hire up to four or five employees to oversee compliance.

The Produce Marketing Association (PMA) is a trade organization with global reach in the fresh produce and floral supply chain.

Jim Gorny, vice president of food safety and technology for PMA, said the regulations represent a sea change for food safety.

“It’s turning audits from a ‘thou should’ to a ‘thou shall’ regulatory requirement,” said Gorny. But Gorny cautioned that federal and state

audits should be harmonized to avoid redundancy and to save money.

President Obama has asked for a $109.5 million increase to the federal budget for FSMA implementation. The FDA has proposed $11.5 million toward education and technical assistance for the food industry impacted by FSMA.

“Food safety is like stop signs,” said Gordy. “It benefits the pedestrian and the driver. And so it should be paid for by the federal government.”

Gordy agreed that large farming operations will not notice a big change with the release of FSMA. But mom-and-pop operations might.

“It may be a mechanism that avoids some outbreak-related food-borne illness,” said Kee. “Having said that, in my career I don’t know of any outbreak that has happened in Delaware from fresh fruits and vegetables grown by a Delaware farmer.” n

What farms could be impacted by FSMA?The Food Safety Modernization Act includes regulations of the following areas:

1. Produce Safety — Establishes standards for international and domestic produce growers focused on growing, harvesting, packing, and holding of produce on farms.

2. Preventive Controls for Human Food — Sets standards for firms that manufacture, process, pack, or hold human food.

3. Preventive Controls for Animal Food — Improves safety of animal feed by preventing its adulteration.

4. Foreign Supplier Verification Programs — Addresses import safety; closely tied to the preventive controls and produce safety requirements.

5. Third-Party Accreditation of Auditors — Establishes a comprehensive, credible, and reliable program of oversight based on third-party audits and certification of foreign food facilities to aid FDA.

6. Mitigation Strategies to Protect Food against Intentional Adulteration — Requires that the largest food businesses in the U.S. prevent FDA-registered food facilities from being targeted by intentional attempts to contaminate food supply.

7. Sanitary Food Transportation — Requires certain shippers, receivers, and carriers that transport food consumed or distributed in U.S. to take steps to prevent the contamination of human and animal food during transportation.


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delaware century farm exhibit

Art exhibit celebrates Delaware agricultural historyBy Christi [email protected]

Delaware artist Mark S. Reeve had an idea: pay homage to the state’s agricultural history through an art show sponsored by businesses committed to its future.

The result, “Delaware Century Farm Portraits,” is a collection of 10 paintings by Reeve that celebrate sustained agriculture. The exhibit is on display at the Delaware Agricultural Museum and Village.

A graduate of the Maryland Institute College of Art, Reeve has spent more than 18 years documenting the state’s agricultural landscapes through his oil paintings. But he said he longed to engage the business community in what he calls an intersection of art and education, business and agriculture.

It’s a concept that is gaining tread with the artistic community, according to Reeve.

“How do you make art an integral piece of people’s lives and help legislative constituencies understand its importance,” said Reeve, who works as the communications director for Kent Sussex Industries. “I was looking to connect my art with the greater social and economic concerns of the state to meet people where they are.”

Reeve met with Department of

Agriculture Secretary Ed Kee last year to explore the possibility of chronicling some of Delaware’s century farms through paintings and videos. One of his goals was to share the histories of the farms and families who maintain them, and the historical figures who shaped the political and social landscape.

Reeve said he spent months

interviewing his subjects, researching the histories and taking photographs.

“These are the folks that built the state,” said Reeve. “It’s more than just corn and soybeans.”

One painting shows Beatrice Whitehead on the front lawn of the stately Fairview Farm in Lincoln. The farm was once owned by Robert

Houston, who was instrumental in the start of Georgetown.

Joseph and Kathryn Mitchell pose in front of the barn at Woodside Farm in Hockessin. The land was purchased by Thomas Mitchell in 1796 and is now home to the successful Woodside Creamery.

Hickory Hill Farm in Cheswold retreats behind a portrait of Dr. Ulysses S. Washington, former Delaware State University Department of Agriculture and Natural Resources chair. While the farm is not certified as an official “century farm,” Reeve said Washington was instrumental in developing legislation toward funding that propelled African Americans and students into agricultural careers, according to Reeve.

“We’re not only stewards of history,” said Reeve, who interviewed subjects and took photos of them and their farms. “This is a blueprint for how people have to look at their farms.”

The Delaware Century Farm program officially recognizes farm families that have held the same farm for at least 100 years. There are 129 farms that have been certified, some dating back to the late 1600s.

Rob Bunting, vice president at M&T Bank and team leader for Sussex County agribusiness, said the

Mark Reeve spent more than eight months interviewing farm families and taking photos to use for his 10 portraits which are on display through June 30th at the Delaware Agricultural Museum & Village.

Miller Farm—Mary Emily Miller and mother Lillian Lewis Postles Miller portrayed

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bank was thrilled to support Reeve’s exhibit. Three years ago M&T acquired Wilmington Trust, including the bank’s book of agricultural business.

“The bank’s overall well-being will be determined by the well-being of the businesses we serve,” said Bunting. “We loan into the strongest business lines like farming because farming is our community’s strength.”

The exhibit also highlights the Young Farmers Loan Program, which provides start-up funding for individuals between

18 and 40 to purchase a farm.“Agriculture is such a big part of

Delaware’s economic impact and our history and it’s part of our culture and traditions since colonial times,” said Kee. “To celebrate all that through art is very significant — significant and welcome.”

Kee added that the catalogs are an integral piece of the exhibit as well, offering intriguing backstory details to the farms and the generations of families who called them home.

The “Delaware Century Farm

Portraits” exhibit continues through June 30. Additional sponsors include Growmark FS, Farm Family, Delaware Farm Bureau, and Wilson’s Auction.

Reeve said he’s not sure about future paintings of Delaware century farms but he’d consider it. In the meantime, he said he’s pleased with the project and support from the agricultural and business industries.

“It was fun — doing a portrait on the property,” said Reeve. “But it has to hold up as a piece of work in its own right.” n

Hickory Hill Farm—Ulysses S. Washington portrayed.

Cooch’s Bridge—Hon. Richard R. Cooch portrayed

The Exchange Tract—G. Wallace Caulk, Jr., former director of the Delaware Farm Bureau, portrayed

The Deputy Farm—Lesley and Grier Stayton portrayed

xxxxxxx

Farms depicted in the exhibition include:Miller Farm Mary Emily Miller and mother Lillian Postles Miller

16-Acre Farm Clifford and Todd Lawson

The Deputy Farm Lesley and Grier Stayton

Cocch’s Bridge Honorable Richard R. Cooch

Fairview Farm Beatrice Whitehead

Warrington’s Death Bid Farm Robert and Diana Lawson

Woodside Farm, Hockessin Joseph and Kathryn Mitchell

The Exchange Tract G. Wallace Caulk Jr.

Swan Creek Farm Todd and Marvin Davis

Hickory Hill Farm Ulysses S. Washington

Rob Bunting, vice president at M&T Bank and team leader for Sussex County agribusiness, said the bank was thrilled to support Reeve’s exhibit

M&t pours efforts into agribusinessRob Bunting, vice president and team leader for Sussex County Agribusiness said the Delaware

Century Farm Portrait exhibit came at the perfect time. M&T was ready to make agribusiness a focus and to create a collaborative effort with the agricultural community.

The bank has already featured Woodside Creamery in a local commercial, and Bunting said his team is looking forwarded to the synergy and exposure from the art show reception and exhibition.

“This was a great opportunity for us and Mark Reeve made it all happen,” he said.

Proceeds from the auction of two Century Farm paintings were donated to the Agricultural Museum and the Young Farmers Loan Program. The program was enacted by the Delaware General Assembly to help mitigate the hefty startup costs of purchasing land and equipment.

According to Department of Agriculture Secretary Ed Kee, there are 25 farmers between the ages of 18 and 40 years old participating in the program, which includes 2,200 acres preserved as agricultural properties.



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profile: frozen farmer

Frozen Farmer turns farm produce into treatsBy Kathy [email protected]

After Katey Evans and Jo Ellen Algier spent months planning a unique business called The Frozen Farmer, a banker told them the late restaurateur Matt Haley had the exact same idea before he died in a motorcycle collision in Nepal last August.

“She said if we weren’t going to act on this, somebody else would,” Evans said. “The fact that Matt Haley had been so successful in everything that he did made us think we might have a really viable idea.”

Either way, the mother-and-daughter entrepreneurs were moving forward. They had already attended Ice Cream University. They were shopping for a food truck with a custom wrap. They had partnered with a nutritionist. They were hunting for a commercial kitchen to lease.

The Frozen Farmer, which will open in two Bridgeville locations this month, will turn farm-fresh fruits and vegetables into sorbets, smoothies, juices, popsicles, and crème ices with no added sugar.

“I’ve always seen the demand for a healthy, refreshing treat that people can grab and go,” said Evans, who runs the produce stand at Evans Farms in Bridgeville. “They want their watermelon cut up and to go.”

“This is a sweet treat that’s also healthy. As a new mother of two, I wanted a healthy treat for my kids,” Evans said. “It’s a lactose-free, gluten-free, fat-free, all-natural product that we can make using our own local produce.”

They will have five signature juices, but will juice to order for customers.

Evans and Algier will stick with local in-season fruits and vegetables except for a few tropical offerings. Evans’ husband, Kevin, has accounted for the new business in their farm’s planting schedule, so there will be extra fruit and vegetables.

Their motto: “We’re the coolest in the field.”

The business idea had its roots in the sorbets Algier concocted whenever there were strawberries that were a little too soft to sell at her daughter’s and son-in-law’s Evans Farms produce stand. The sorbet is so popular, one young girl wanted it instead of a birthday cake.

Still, dishing frozen treats to strangers takes permits and workplaces and planning — and a stint at Ice Cream University, a culinary school in West Orange, N.J. That’s where they learned that their original idea of making the products in their new $78,000 food truck wouldn’t fly.

Plan B is a commercial kitchen and retail shop at Heritage Shores, a well-appointed 450-home, 55-plus golf course community that will be larger than the core town of Bridgeville when

it grows to its planned size of 1,800 homes. The treats will be made there and sold to residents from a lakefront shop with a custom awning.

Their $78,000 food truck with a farm-to-fender motif will be parked at Evans Farms on Seashore Highway, just serving treats and juices.

“For the beach traffic, we’ll have the food truck. They will be drawn to the farm because they don’t see this every day,” said Evans, who has a marketing degree. “Local people will be drawn to the Heritage Shores location because it’s got such an upscale feel there. It almost feels like you’re in a very luxurious resort area because of everything they’ve done with their landscaping and the atmosphere.”

The Frozen Farmer solves a problem all farmers face: “It gives us another avenue to do something with the produce that we don’t sell. We’ll be freezing a lot of strawberries. If you get a really wet year like we had last year, you’ve got a nightmare on your hands with the low-lying vine fruit,” Evans said. “For sorbet, we want the soft strawberries because they have the highest sugar content. The best kind of produce to use in smoothies, sorbets, and popsicles is ripe fruit.”

It solves a dilemma for the health-conscious consumer with a sweet tooth: With a nutritionist helping Algier formulate her recipes, consumers can have the best of both worlds.

It may preemptively solve a quandary that’s still two decades away for the

Evans family: “Farming has changed so dramatically from what our great-grandfathers knew to what our children will know,” Evans said. “We’re trying to establish a business where, if our daughters want to be accountants, they’ll have a job here. If they want to be farmers in the field, they’ll have a job here. And if they want to do retail, they’ll have a job here.”

And it hit the sweet spot for Heritage Shores, an active-lifestyle community that had an open spot execs wanted to fill with a health-conscious retailer: “It’s a healthier approach to the sweet treats that everybody wants,” said Dorothy

Harper, a vice president for Brookdale Residential, the developer of Heritage Shores. “Our need and the product they can provide made a perfect match. “

Scott Kammerer, who was a partner with Matt Haley in Highwater Management, said he never talked with Haley about a frozen treats business, but it sounds like the kind of venture Haley would have explored.

“I think it’s a great idea,” said Kammerer, whose first job was at a roadside fruit stand. “Part of the entrepreneurial spirit of America is to start a business that will solve a problem and the solution will benefit multiple people.” n

Katey Evans, left, and her mother Jo Ellen Algier, right, will sell farm-fresh juices, sorbets, crème ices, popsicles and smoothies from a this lakeside shop at Heritage Shores in Bridgeville and from a food truck parked at their produce stand on Seashore Highway.

Jo Ellen Algier

“As a new mother of

two, I wanted a healthy

treat for my kids. It’s

a lactose-free, gluten-

free, fat-free, all-natural

product that we can

make using our own

local produce.” — Katey Evans of Evans Farms




book of listsCentury FarmsThe Century Farm Program recognizes farms that have belonged to the same family for at least 100 years.

Farm County Year Established Year Awarded Designation

PetersonFarm Sussex 1909 2014

Cook Farm New Castle 1855 2014

HudsonFarm Sussex 1908 2014

MalfitanoFarm Sussex 1913 2014

CannonFarm Kent 1879 2013

Welch Farm Kent 1909 2013

Adams Farm Sussex 1913 2013

Gray/OliphantFarm

Sussex 1913 2013

Walls FamilyFarm Kent 1911 2012

BreedingFarm Kent 1911 2012

PepperFarm Sussex 1879 2012

Wison Farm Sussex 1876 2012

Wilson'sAcres Farm Sussex 1907 2012

HastingsFarm Sussex 1903 2011

RogersFarm Sussex 1891 2011

T.S. Smith &Sons, Inc. Sussex 1907 2010

Mears Farm Sussex 1888 2010

Hill Farm Kent 1910 2010

WarringtonFarm Sussex 1900 2009

Boyce Farm Sussex 1903 2009

Butler Farm Kent 1895 2009


FebelkornFarm Kent 1908 2008


Attix-MeyerFarm Kent 1880 2008

TheHitchensFarm

Sussex 1894 2007

Green Acres Sussex 1871 2007

HudsonAcres Sussex 1906 2006

Century FarmsThe Century Farm Program recognizes farms that have belonged to the same family for at least 100 years.Farm County Year Established Year Awarded Designation

PetersonFarm Sussex 1909 2014

Cook Farm New Castle 1855 2014

HudsonFarm Sussex 1908 2014

MalfitanoFarm Sussex 1913 2014

CannonFarm Kent 1879 2013

Welch Farm Kent 1909 2013

Adams Farm Sussex 1913 2013

Gray/OliphantFarm

Sussex 1913 2013

Walls FamilyFarm Kent 1911 2012


PepperFarm Sussex 1879 2012

Wison Farm Sussex 1876 2012

Wilson'sAcres Farm Sussex 1907 2012

HastingsFarm Sussex 1903 2011

RogersFarm Sussex 1891 2011

T.S. Smith &Sons, Inc. Sussex 1907 2010

Mears Farm Sussex 1888 2010

Hill Farm Kent 1910 2010


Boyce Farm Sussex 1903 2009

Butler Farm Kent 1895 2009


FebelkornFarm Kent 1908 2008


Attix-MeyerFarm Kent 1880 2008

Source: Researched by: DBT and DataJoe. Some companies may have been omitted due to lack of information, deadline restrictions, or space constrictions.Editorial Estimate = Information derived from: publicly available sources, observation, news sources, and general market knowledge of the editorial team.



columnists

Delaware is better because Beau was among usThe loss of Beau Biden at 46 on May

30 is a personal tragedy at the highest level, but it’s a loss for all Delawareans whom he seemed destined to serve as the heir to his father’s service.

Brain cancer took Joseph R. “Beau” Biden III, the second of Vice President Joseph R. Biden Jr.’s children to die tragically.

Local press have reported that Beau Biden had not talked to the media since before he left office as Delaware’s attorney general in early January. And Delaware’s political elite seemed seriously surprised to hear of his passing, so well kept was the secret of his declining health.

But it was on the morning of Friday, Jan. 23, when I bumped into Beau Biden in Purebread Deli in Greenville.

When Beau and I saw each other – he’d come after I already was seated with my back to the room – each of us stood up to greet the other. I put out my right hand to shake his hand, and he extended his left.

Unusual, of course, and I glanced at his right hand. His right arm hung limply at his side.

I didn’t say anything to anyone about it, I didn’t talk or write about it at the time or while he was alive.

Any person deserves privacy on healthcare matters, and a family deserves privacy for its personal issues like that, and it was not up to me to disclose what they didn’t want to disclose.

Despite his health issues, Beau was

amiable, cordial and friendly as always when he greeted me and my breakfast companion, an attorney active in Republican politics.

I’ve felt like I’d known Beau Biden all his life, since I’d covered his dad as a reporter, as far back as the mid-1970s, when Joe was in his mid 30s and I was in my mid 20s. In reality, it had been just the last 15 years that I’d known Beau.

It was May 2004, for a cover story for Delaware Today magazine on 40 young

Delawareans to watch for a future in politics, that I’d chatted with Beau. The magazine put Beau on the cover alongside Christine O’Donnell, who yet had not run for any office, and John Clatworthy, who ran for the Greenville seat in the Delaware Senate a few years later.

While I never enjoyed any inner-circle status with either Beau or the Biden family, Beau and I enjoyed getting to know each other well over the dozen years since and he always greeted me

warmly, asked about my family and we’d quickly deconstruct Delaware politics.

Such meetings were not regular, but often, perhaps every six to eight weeks, most often outside or inside that same Purebread Deli that functioned as a political headquarters for Beau, much as it had for his dad before he became vice president. Three tables along the back wall, the most obscure in the very open café, often served as the planning arena with Beau’s advisors, frequently men like Ted Kaufman who also had served his father from his election in 1972.

As I think today about Beau Biden, he. Indeed. was all that people have said about him and more.

He was selfless in his service to us as Delawareans, as he was in his service to his country. He was dedicated and loving to his family. We’d chatted one time a year or two ago on the playing fields of Swift Park in Hockessin, where he was for a Piedmont Baseball game.

Joe Biden’s accolades for Beau say it best. “You’re a success when your children turn out better than you.” Beau absolutely turned out as a fine young man, a father, a son, a brother and a husband in what has emerged as Delaware’s first family.

Delaware is better because Beau Biden was among us. n

Family farms are backbone of Delaware agricultureThe phrase “family

business” evokes nostalgic images of a mom-and-pop corner grocery, a hardware store run by two brothers, or a diner where the youngsters help clear tables. It’s a Norman Rockwell type of phrase that

makes us think of small towns and simpler times.

But in Delaware that phrase also refers to cornfields on the side of Route 1, to farm stands on back country roads, and to poultry houses dotting our rural landscapes. Contrary to popular misconception, Delaware’s 2,450 farms are largely family enterprises, many involving multiple generations, and will be that way for many years to come.

All but a small handful of our

farms are owned or run by First State families, according to the U.S. Census of Agriculture. While some are legally organized as corporations for tax or legal purposes, there are only 22 farms that are nonfamily corporations — and 20 of those have 10 or fewer stockholders, indicating tightly held companies with family connections.

We are proud of this fact in Delaware, though it is nothing new. You have likely seen yellow Century Farm signs dotting our roads, honoring farms that have been owned by the same family and in operation for at least 100 years. There have been 129 such families recognized over the years, and we believe many of them will become bicentennial farms as the decades progress.

These are also small businesses, by the very definition of the term. Only 18 Delaware farms have gross sales of more than $5 million, which falls far short of the $9 million gross-sales threshold that the

U.S. Small Business Administration uses to denote an agricultural “small business.” An average farmer has gross income of just over $520,000 annually; from that, she or he has to cover transportation, salaries, equipment, and supplies.

Much has been written about the graying of the American farmer. It’s true that the average “principal operator” of a Delaware farm is 58.4 years old, but that statistic is not an accurate reflection of a business that involves multiple generations. Like at the mom-and-pop corner grocery, farm family members begin with entry-level jobs and grow into the business. They often develop an ownership interest as they enter their 30s. You can see this in action at Delaware Ag Week, held every January, and attended by many people in this young and dedicated new generation.

We in Delaware have taken steps to help our younger farmers purchase land, one of the chief obstacles to getting

started in this business. Our Young Farmers Loan Program has helped 25 young farmers purchase their first farm, for a total of 2,120 acres of farmland. And, because agribusiness is such a rapidly expanding career field, the next generations may also be involved off the farm, as large-animal veterinarians, farm loan officers, nutrient management consultants, logistics specialists or marketing advisers.

Family farms are the focal point of our food system and critical to helping Delaware maintain its position as a food shed for our region and nation. The crops and animals they raise in their fields and barns end up in our lunchboxes and on our kitchen tables as delicious and nutritious meals that power our country and bring our families together. Farming is hard work, to be sure, but Delaware’s family farms are more than up to the task.

Ed Kee is Delaware’s secretary of agriculture.

Ed KeeGuest Columnist

Beau Biden



people on the move & achievements

richard W. NennoRichard W. Nenno was promoted to administrative vice president. As trust counsel, he is a nationally recognized speaker and published authority on estate planning issues, including Delaware trusts, dynasty trusts, asset protection trusts, directed trusts, and the state income taxation of trusts.

Amy W. StengelAmy W. Stengel, was promoted to group vice president. As managing director, institutional administrative services, she oversees Wilmington Trust’s national institutional custody and entity management businesses.

rory E. MaherRory E. Maher of M&T Bank was promoted to administrative vice president. He is responsible for the retail branch network in central Delaware. He has been with M&T Bank since 2003.

James L. SquarciaJames L. Squarcia was promoted to administrative vice president, responsible for leading the sales and management team for branches in the Wilmington area.

W. Christopher KreickerW. Christopher Kreicker was promoted to group vice president. As senior managing director of investment advisory service, he is responsible for developing and implementing customized investment advisory solutions for Wilmington Trust.

Brian NourieBrian Nourie was promoted to administrative vice president. As wealth advisory services director of operations, he is responsible for the middle office support organization within wealth advisory services for Wilmington Trust.

Justin D. PoserJustin D. Poser was promoted to marketing and communications for M&T’s wealth and Institutional services division. He has been with M&T Bank since 2005.

M&t Bank and Wilmington trust announce senior management promotions in the Delaware market:

AIG Financial Network honors Zabielski AIG Financial Network announced that Edward A. Zabielski, Jr. is the organization’s leading sales agent for 2014. Zabielski has been a financial advisor for over 35 years, servicing families, businesses, nonprofits and NFL Players. He is a member of the National Football League Players Association (NFLPA), which provides NFL players with access to financial professionals.

Goodwill recognized by Delaware’s Small Business ChamberGoodwill was recognized by the Delaware Small Business Chamber (DSBC) for the second year in a row. Goodwill of Delaware and Delaware County was named the Small Business Chamber’s Nonprofit of the Year. The DSBC also recognized Arline Docherty, Goodwill’s executive administrative manager as a finalist for Administrative Support Person of the Year. From left to right are Arline Docherty, Goodwill’s President/CEO Colleen Morrone and Rob Clements, Goodwill’s business partnership manager.

Kroch named to top 50 listCarol Kroch, director of philanthropic planning at Wilmington Trust, was selected as one of the Top 50 Most Influential Women in Private Wealth by Private Asset Management magazine. Selection of the winners was based on level of responsibility, current and past professional roles, and contributions to the wealth management industry. Koch is responsible for oversight of charitable trusts and she leads the wealth and estate planning committee.

Sussex Consortium students recognized for serviceStudents from the Sussex Consortium were honored by the Lewes City Council and Mayor Ted Becker for their community service to Beebe Healthcare. The students were presented with the Mayor’s Top Project Award, through the Jefferson Awards LEAD360 Challenge.

The LEAD360 Challenge recognizes outstanding youth service projects. This year’s projects were in the areas of hunger and poverty, education and literacy, and health and wellness.

Two Sussex Consortium students traveled to Wilmington and were recognized at the Jefferson Awards ceremony for their participation in the LEAD360 Challenge.

This year, 41 youth service projects were submitted statewide in Delaware. Sussex Consortium and the Cape Henlopen High School Green Team engaged 500 volunteers, contributed 27,760 hours of service and impacted 1,600 lives. This had a financial impact of $625,988 to the City of Lewes and surrounding areas.

Students pictured, left to right: Esha Akemba, Connor Hartman, Joe Parker, Brittany Reese (in front), Kevin Williams, Avante Dennis, and Taylor Hough

Everett LeCates Allen Harim Foods named Everett LeCates information technology manager. LeCates will oversee all activities of the information technology department, including planning and implementation of the latest available software and hardware.

David BrondDavid Brond was named vice president/director of account services at ab+c creative intelligence. Brond has more than 25 years of strategic communications and marketing experience. He served as the vice president for communications at University of Delaware and Rensselaer Polytechnic Institute in Troy, New York.

Delaware tech coordinator honoredTina Gary, program coordinator for the Delaware Tech Terry Campus surgical technology program, has been named Association of Surgical Technologists (AST) Didactic Instructor of the Year. The annual award is given to an outstanding classroom educator to recognize commitment to the profession of surgical technology and to the advancement of education standards.

Gary also received an additional Association of Surgical Technologists accolade when the Delaware State Assembly of AST, of which she is president, was presented the Making a Difference Award in recognition of outstanding membership growth in the state.



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Survey: Most Americans with disabilities ‘striving to work’By Holly RamerAssociated Press

CONCORD, N.H. (AP) More than two-thirds of American adults with disabilities are “striving to work,” according to a national employment survey being released just before the landmark legislation protecting their rights turns 25.

In contrast to census data on how many people with disabilities hold jobs, the survey released last week by the Kessler Foundation goes further by exploring the experience of finding and keeping a job. It also provides a snapshot of not just the obstacles people with disabilities face but how often they overcome them.

“There has been some work in previous surveys that looked at barriers but never asking the question, have they overcome the barriers? There was always this sense of doom and gloom,” said Andrew Houtenville, director of research at the University of New Hampshire Institute of Disability. The UNH Survey Center conducted the survey for the Kessler Foundation, a West Orange,

New Jersey-based nonprofit that funds research and initiatives aimed at improving the lives of people with neurological disabilities.

Among the 3,000 people interviewed, fewer than 6 percent had never worked. Just under 43 percent were currently working, 9 percent were looking for work and 17 percent had worked since the onset of their disability.

Researchers combine the last three figures into the category of “striving to work,” and point to other findings they said demonstrate that people with disabilities want to be productive members of the workforce. Those who are currently employed work an average of 35.5 hours per week, more than half work more than 40 hours per week and more than 40 percent said they want to work more hours.

The most oft-cited obstacles to gaining employment were a lack of education or training, employers who assumed applicants couldn’t do the job and a lack of transportation. The top three barriers on the job were getting less pay than others in similar jobs, difficult attitudes from supervisors and difficult attitudes from co-workers. n


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Inside

EntrepreneurExtreme cleaning is niche businessPage 13

Disruptive InnovationOne-and-done tilts college titlesPage 18

SBAFirst State Manufacturing wins national award

Page 24

In this issueFirst Look .......................... 3

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Guest Columns ................19

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Smart Board ....................26

Readers’ Guide ................27

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Plugged InGoogle makes changes for the web

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Money and Benefi tsTop reasons employees quit Page 14

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Seventh generation Speakman

Company moving intoresidential

market

Shower Power

CEO Rob Cook, on-board since 2010, is on a mission to expand visibility and distribution of Speakman’s showerheads and faucets.

APRIL 28, 2015 • VOL. 2 • NO. 9 • $2

Inside

EntrepreneurExtreme cleaning is

niche business

Page 13

Disruptive InnovationOne-and-done

tilts college titles

Page 18

SBAFirst State Manufacturing

wins national

award

Page 24

In this issueFirst Look .........................

. 3

Commentary ....................18

Guest Columns ................19

DBT Book of Lists:

Assisted Living .....................25

Smart Board ....................26

Readers’ Guide ................27

PRSRT STD

US POSTAGE

PAID

PERMIT #7542

PHILA PA 191

Plugged InGoogle makes

changes for

the web

Page 26

Money and Benefi tsTop reasons employees quit

Page 14

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ogra

ph b

y Lu

igi C

iuffe

telli

Seventh

generation

Speakman

Company

moving into

residential market

Shower Power

CEO Rob Cook, on-board since 2010, is on a mission to expand visibility and distribution of Speakman’s showerheads and faucets.

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catalogs, but more than 50 percent of its business, perhaps even 60 percent, continues to be generated by direct sales.

Actual revenues are not disclosed by the privately held company, but its Private Equity Ownership Behrman Capital of ILC Dover does not own assets with less than $100 million in revenues, according to David Bernstein, principal in RLS Associates, Delaware’s largest Investment Banking, merger and acquisition firm, who believes ILC could be approaching $200 million in revenues and accelerating.

After a period of some of the most remarkable stability in Delaware business history – former CEO Homer Reihm, who joined the company in 1960, ran it for some 30 years as its CEO until his 2001 retirement – DiNuzzo said he was brought aboard for “my experience in commercial businesses, to add to the efforts that were underway here already.”

Former CEO Bill Wallach recruited DiNuzzo in January 2014, and he was promoted to CEO a few months later. A self-described “nomad” because his father’s work caused enough relocations that he never called any place home for long, DiNuzzo holds bachelor’s and master’s degrees in mechanical engineering from the University of

New Hampshire.He previously spent 5½ years at

the helm of Strategic Diagnostics, a small publicly-held, Pencader-based food-safety assay testing company that liquidated its assets. Previously, DiNuzzo spent a 25-year career with Hewlett Packard, working his way through its management ranks, and its technology spin-off Agilent.

“ILC Dover is without peer as one

of Delaware’s most iconic smaller corporations,” said Durney. “We have produced some of the most memorable and iconic products the world knows, the spacesuit, the Pathfinder Rover on Mars. It’s given us a global presence. It gives us instant credibility for our other products, whether they are large fuel tanks, or others, they all come from the company that created ‘space suit technology’.” n

Another Grayling line, Vail ™, a single-use disposable bag used in asbestos remediation as a tent-type fixture, attached to a ceiling or other fixtures like pipes, continues to be made in Meixco. Pictured above is the inflatable floating radar lab.

SPACE SUItContinued from page 4

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corner office Dory Zatuchni

CEO, Jewish Family Services of DelawareCEO since 199637 employeesDBT talked with Zatuchni, CEO of Jewish Family Services of Delaware. Zatuchni has been at the helm of the health and human services agency since 1996, growing the agency from a small staff with a single computer to an interconnected group of 37 employees. Their mission is to strengthen individuals, families, and the community through a variety of counseling and support services.

Are you really in a corner office?No — I used to be. Because it was very large, we now have three people that occupy that space. I don’t have a window in my office so I had (local artist) Lou Marshal come in and she drew a fabulous picture of a hill with the JFS building. She drew a Dr. Seuss tree connected to the wall art. The environment here is very important to my employees’ well-being, but also for our clients and guests. I hope that we’ve cultivated a culture that’s inviting and warm.

What are some of the surprises that came with being a CEO?When you have a vision and you’re so thrilled to be in a position to impact change, you’re so focused on that vision. We were a mom-and-pop organization. I think we had approximately five to eight staff members and our revenue was $350,000. In 1996 we had one computer — it was a different world. We documented things manually. What’s interesting is when we were accredited by the Council on Accreditation (the council promotes best practice standards in human services) in 1988, we were the 235th agency. Now that number is up in the thousands. Our training program is also

different. Today we have an online training library of 500 evidenced-based courses. We have orientation and cultural diversity programs — everything is so robust and documented. That was unheard of in 1996. I also had to wear every hat. Most everyone did direct services — there were no secretaries. Even now, the two people that sit at the reception desk do so much more, the job is so much deeper. I always said, ”I need to take a breath,” and that breath never came.

What is the biggest challenge?The hardest thing is just juggling demands of the stakeholders, regulators, customers, and employees. Everyone thinks it’s fundraising — it’s not about fundraising.

What are some of the best things about your job?I love going to work every day. You’re working in a culture that takes a look at complex socioeconomic challenges. Everyone you read about is our client. They’re not just people in the paper, but they’re guests in our facilities. It’s the idea that we can change a culture. We have special relationships and we can impact change.We have a food pantry for clients we know can’t pay for co-pays. What we do is have bags of food they can take. They never have to make a decision between paying and eating. The culture of JFS says, “Come in, we’re going to help you.”Another strength of our agency is transparency. There are board and employee portals, and they see senior management minutes. The staff has access to our budget. They have to talk about it. Every day I feel there are new ideas and it’s my job to galvanize my staff.

What do you wish someone had told you? It wouldn’t have changed anything and I don’t know if I would have believed it. Personnel is challenging because of different personalities and expectations. We want to accommodate because we believe we hire the best of the best.But part of it is making sure you have the right people in the right positions and they’re comfortable doing what they’re doing.

What advice would you give the next person?

Stay focused on the mission. There are so many opportunities to deviate from that.Master the context of your work.

plugged in Android Payhttp://www.android.com/pay

Engadget – a highly regarded tech blog is very excited about the idea of Android entering into the virtual pay arena with its Android Pay.“Even though Google started the whole mobile payment thing years ago with Google Wallet, it never really took off with the masses. Google’s newly announced Android Pay, however, might. Just like Google Wallet, Android Pay lets you simply tap your phone on an NFC terminal to make a purchase, but with a little less hassle -- there’s no need to enter in a PIN to enable payments. In addition, Google is also allowing Android Pay to be integrated in apps like Lyft, Grubhub and Wish, so users can easily use that to pay for things. I just used Android Pay here at Google I/O, and I can say this: If it’s as easy to use in real life, then I suspect mobile payments are about to be a lot more ubiquitous.”

Learn more about the digital wallet at www.android.com/pay

biz pic 2015 Small Business Conference

Delaware State Chamber of Commerce hosted its 2015 Small Business Conference and End of Session Brunch last week in Dover. Attendees networked with several vendors representing technology, banking and media.

State representatives Byron H. Short left and Daniel C. Short, co-chairs of the Small Business Caucus—a bipartisan committee formed to study the impact of legislation on Delaware’s small business community –shared their findings.

They said that the complexity and pressure related to regulatory compliance was one of the issues they heard most often. Byron Short said he is hopeful that The Regulatory Flexibility Act will be approved this spring and will lessen the burden on small businesses.


that.Master

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readers’guide

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delaware market watch

State Street Office PropertyLocation: 11 N. State St., Dover

Asking price: $595,000

Size: 4,289 square feet

Price per square foot: $139

Setting: Circa 1900 office building on the northeast corer of West Division and North State Streets, adjacent to the Orville Myers Public Park

Features: Three floors of professional-office space, with a full basement located minutes away from downtown Dover, the Delaware court buildings, U.S. Route 13 and BayHealth Kent General. Paved, off-street parking, general residential and office zoning.

Contact: Phil McGinnis at McGinnis Commercial Realty Co. at 302-736-2710

Lincoln PlazaLocation: 1035 N. Lincoln St.

Asking price: $719,000

Size: 6,000 square feet

Price per square foot: $119.83

Setting: Two-story strip shopping center on Lincoln Street with 21,000 cars passing daily. Twenty off-street parking spaces.

Features: 3,000 square feet of ground floor retail space divided into three units and 3,000 additional square feet on second floor, with a potential for three-unit apartment conversion pending city approval. Building is 50 percent leased. Off-street parking. C-2 zoning.

Contact: Anthony Medori at Medori Commercial Realty at 302-218-2053

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