salisbury business journal

By Ann WilmerWhile the jury is still out, local bank-

ers do not talk gloom and doom; they just continue to do business in much the same way they have always done, care-fully and conservatively.

Scott Harvard, CEO of Shore Bank headquartered in Onley, Va., described financial prospects for the local area by saying, “It’s not a news flash – it’s a very difficult time out there right now.”

“Businesses paring back and laying people off. That’s an indication of the depth of the problem. Many small busi-nesses have indicated that sales are down last year anywhere from 10 to 30 percent,” he said. “That can be pretty tough going.”

But Shore Bank is still making loans. Harvard said, “We make loans to people we know, and whom we expect to pay us back.”

Greg Olinde, branch manager of Bay National Bank in Salisbury, called “downsizing staff one of the most dif-ficult things a manager can do.” He characterized such difficult business decisions in terms of trying to preserve profits and capital. Downsizing – a gentler word for lay-offs – only saves money if it leaves the firm with enough

SaliSbury area Chamber of CommerCe PatronS

Real estateHow a slowdown in the market

can benefit those searching for an opportunity

4

ForecastSACC Executive Director Brad

Bellacicco shares his insights on the January 15 Economic Forecast

Page 3

InsuranceDean Goodwin shares tips for

selecting the best insurance for your business

Page 16

MeMber spotlIghtSpicer Brothers can help add

value to your home through their renovation services

Page 7

Winter is in full force on the Eastern Shore but plans for this year’s Salisbury Festival have already begun!

This year marks the 27th anniversary of the Salisbury Festival celebration, which is scheduled for Friday, April 24 through Sunday, April 26 in downtown Salisbury and Riverwalk Park. The festival kick-off Golf Tournament will take place on Wednesday, April 22 at Green Hill Yacht & Country Club.

The Salisbury Festival is a family-oriented event, again sponsored by Comcast Bayshore Group, that high-lights downtown Salisbury, helps non-profit groups raise money and brings the community together to celebrate spring. With a carnival, car show, arts and crafts, food, a block party by the river, entertainment and so much more, there is something for everyone.

All events and planned activities come from a committee of volunteers. The members are not just Chamber members; they are a varied group of people who want to make a difference in our community. The Chamber is now accepting applications for com-munity performers, non-profit food ven-dors, arts and crafts, and commercial booths. We also need sponsors. We are always looking for new committee

members and events to add to the fes-tival. Please share your ideas with us! The committee meetings for February are Wednesday, Feb. 11 and Wednes-day, Feb. 25 at 4 p.m. at the Chamber

of Commerce. For more information, contact Shannon Mitchell at the Salis-bury Area Chamber of Commerce at 410-749-0144 or email [email protected].

Continued to page 10

Vol. 12 No. 7 Dedicated to the Principles of Free Enterprise February 2009

PRSR

T ST

DU

S PO

STAG

EPA

IDM

AIL

MO

VER

S

Busi

ness

Jou

rnal

PO B

ox 5

10Sa

lisbu

ry, M

D 2

1803

-051

0

The Regional Chamber Newsletter

www.salisburyarea.com

Preparations underway for the 27th annual Salisbury Festival

Local finances may not follow national trend

Planning has begun for the 2009 Salisbury Festival.

109 Poplar Hill Avenue Salisbury, MD 21801 | 410-334-3636

Hugh W. Mohler, Chairman & CEO | 410-494-2580 Gregory J. Olinde, Senior Vice President, Commercial Banking | 410-334-3006Bob Freeman, Senior Vice President, Residential Mortgage Lending | 410-334-3000 Audrey E. Orr, Vice President, Private Banking | 410-334-3012

BAY NATIONAL BANK

www.baynational.comwww.baynationalmortgage.com

®

CREATING A NEW STANDARD IN BANKING

TVALUE

ry not to become a manof success but rather to

become a man of value.”Albert Einstein

WVISION

e have a responsibilityin our time, as others have

had in theirs, not to be prisoners of history but

to shape history, a responsibility to fill

the role of path-finder… ”Madeleine Albright

smooth sea never madea skillful mariner.”

English proverb

ACHALLENGE

LMOTIVATION

et us strive to finishthe work we are in…”

Abraham Lincoln

PPROGRESS

rogress is the activityof today and the

assurance of tomorrow.”Ralph Waldo Emerson

IPERSEVERANCE

do not think there isany other quality

so essential to successof any kind as the

quality of perseverance…”John D. Rockefeller

109 Poplar Hill Avenue Salisbury, MD 21801 | 410-334-3636

Hugh W. Mohler, Chairman & CEO 410-494-2580 | Gregory J. Olinde, Senior Vice President, Commercial Banking 410-334-3006Bob Freeman, Senior Vice President, Residential Mortgage Lending 410-334-3000 | Audrey E. Orr, Vice President, Private Banking 410-334-3012

Business Journal S February 2009 PAGE 3

The January 15 Economic Forecast was very enlight-ening. Some of the lessons learned were:

• The federal banking stimulus program has not been very effective yet. The money is sitting and not cir-culating enough to have the desired impact.

• Some industries have been hit harder and been in recession longer. The hospitality industry for ex-ample has seen a consistent downward trend in business since last spring. They are also likely to have to wait longer

to recover as consumersa must rebuild their confidence before using dispos-able income on eating out or traveling.

• The residential housing market also started suffering from declining

the obamaadministration plans to put billions into “shovel ready” infrastructure projects..

By Brad BellaciccoSACC Executive Director

Director’s JournalEconomic Forecast offers us predictions for the new year

Ad Directory . . . . . . . . . . . . . . . . . . . 33

Ambassador Spotlight . . . . . . . . . . . . 7

Barometer. . . . . . . . . . . . . . . . . . . . . 10

Business After Hours . . . . . . . . . 17, 20

Business Directory . . . . . . . . . . . . . . 31

Business Mix . . . . . . . . . . . . . . . . . . 21

Calendar . . . . . . . . . . . . . . . . . . . . . . 29

Chamber news . . . . . . . . . . . . . . . . . . 4

Committee Spotlight . . . . . . . . . . . . . 30

Education . . . . . . . . . . . . . . . . . . . . . 24

Health . . . . . . . . . . . . . . . . . . . . . . . . 32

Insights . . . . . . . . . . . . . . . . . . . . . . . 12

Investing . . . . . . . . . . . . . . . . . . . . . . 34

Member Spotlight . . . . . . . . . . . . . . . . 6

New members . . . . . . . . . . . . . . . . . . 5

Personnel . . . . . . . . . . . . . . . . . . . . . 27

Salisbury University . . . . . . . . . . . . . 25

Seek & Find . . . . . . . . . . . . . . . . . . . . 5

Young Professionals . . . . . . . . . . . . 16

INDEX

values and oversupply early in this re-cession. The trend began in 2005 and will not turn until we get to the bottom. Some predicted we would hit bottom in the spring of this year. Others think it will be next year.

• Commercial real estate has not been suffering as much as the residen-tial sector, but that could change soon according to one prediction.

• Unemployment is at the high-est level in 16 years and likely to get worse. Highly skilled and talented people are having a difficult time find-ing new employment. College and high school graduates are also finding few openings as businesses await the recov-ery before risking the expense of more employees. But the President is promis-ing to create 4.1 million jobs with his $775 billion recovery plan.

• Agriculture is still providing food at reasonable costs and farmers are surviving. But careful management is needed. Corn, soybeans and wheat pric-es skyrocketed only to flatten out in the late fall. Farmers have the difficult task of predicting what crops will be needed, and then they must plant these crops and pray for good weather. The price of fertilizer and other inputs needed for agricultural production have not fol-lowed the decline in petroleum prices. Additional Maryland Department of the Environment regulations (effective Jan. 12, 2009) will make it more difficult to land apply poultry litter and place addi-tional record keeping requirements upon agricultural producers utilizing poultry litter. Even in the worst of times you can find business opportunities if you look hard enough.

• The Obama Administration plans to put billions into “shovel ready” infrastructure projects which should help commercial construction firms. His Green Energy initiative could help bio-fuels producers and companies that produce or install solar and wind power generation systems.

• The aging of America is helping

keep the business of medicine healthy. This sector of business has added jobs consistently over the past year. Fed-eral and state funding of Medicare is a concern, but hopefully these funds will continue at a respectable level. The need for universal health insurance is real; a reasonable plan to make it hap-pen seems to be too hard to create.

• The $1.9 billion contract to Or-bital Sciences Corporation to launch rockets in support of the International Space Station from Wallops is very well timed. Many skilled jobs could come out of this effort to keep America in space. Much was said about the various bailout plans. Some think they will not work for the intended purpose as cur-rently being used. Others are concerned about the long term costs to American taxpayers. A few people think more money is needed. The real lesson for Main Street is if Wall Street is asking for help, maybe you should too. The federal government is not likely to send your business a check, but if you need help now, do not let a good company or organization go down because they didn’t ask for assistance early enough. There are groups in our community willing to help you through these dif-ficult times. Within the Chamber, we have a wide variety of business coun-selors and coaches who are willing to share their experience to help you with almost any problem. From SCORE and the Small Business Development Center to Maryland Capital Enterprises and companies that offer specialized skills, the Chamber can find you the as-sistance you need. Many accountants, business bankers, lawyers and other business professionals are members of the Chamber of Commerce and they care about the quality and health of the Lower Shore business community. Big corporations have not been shy about asking for help so follow their lead. The Chamber can help your firm weather the recession and be even stronger when it ends. Your Chamber is here for you.

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

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

Front row, from left, Gaskill, Robertson, Kleger, Tilghman. Back row, from left, Mac iarello, Tilghman, Chandler, Fitzgerald, Colburn and Sarbanes.

2008-2009 Salisbury Area Chamber of Commerce OfficersPresident Michael Kleger PKS & Co., P.A.President Elect J. Scott Robertson J. Scott Robertson, P.A.Vice President Al Chandler Delmarva HomesVice President Dawn Tilghman Burnett White Tire and Auto Vice President Sandy Fitzgerald Pohanka Automotive Group Secretary/Treasurer Ernie Colburn Comcast SpotlightAsst. Sec./Treasurer Gary Gaskill Lorch MicrowaveLegal Counsel James Sarbanes Laws & Sarbanes, P.A.Asst. Legal Counsel Mathew Maciarello Hearne & BaileyPast President Philip L. Tilghman Tilghman Oil Company

Business Journal S February 2009PAGE 4

Chamber hosts seminarThe Salisbury Area Chamber of

Commerce will host a seminar, “Hir-ing and Retaining Quality Employ-ees,” at the Chamber from 8 to 11:30 a.m. on Tuesday, Feb. 17.

The seminar, which will be pre-sented by Joe Giordano of Consulting, Training, & Development Services, will discuss the consequences of participating in discriminatory hiring policies and practices, and behavioral based interviewing.

Attendees will also learn how to develop a standardized list of job re-lated interview questions, and discuss the four building blocks for effective retention strategies.

The seminar is $40 per person and space is limited. For more information or to register, call Shannon at 410-749-0144.

Career Day 2009 seeks sponsorsThe Young Professionals Commit-

tee is preparing for their third annual Career Day, which will take place on

Tuesday, March 17 at Salisbury Uni-versity.

The committee is seeking spon-sors for this educational event, which gives ninth graders in Wicomico County public high schools the op-portunity to learn about four different career paths in a half-day program.

Presentations are given for over 30 professions and career tracks.

Students also get to explore the campus of Salisbury University as the presentations take place in three sepa-rate locations on campus.

Through the coordinated efforts of the Young Professionals Committee

and the Wicomico Board of Education as well as those Chamber members who donate both time and financial support to the event, ninth graders gain a better understanding and appre-ciation of careers in our area.

For more information, visit www.salisburyarea.com and click on the

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 Mason $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 $150 780 410-213-7521 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 $50 105 410-651-2118Salisbury 410-749-0144 Brad Bellacicco $195 870 410-860-9925Snow Hill 410-632-0809 Barry Laws $70 70 410-632-3158

* Basic annual membership cost.

Chamber news

Cable Advertising.• ON AIR• ON LINE• ON DEMAND

Salisbury (410) 341-8950 | Fenwick Island/Ocean City (302) 541-5800 www.comcastspotlight.com

Reach your customers where they work, live and play!comcastspotlight.com


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

“Career Day 2009” link. You may also call Tiffanie at 410-

749-0144 or email [email protected].

Chamber offers new map link The Salisbury Area Chamber of

Commerce announces that the en-hanced gold listing offered to members on our online directory now includes a map link to identify your company’s location.

The link not only shows your loca-tion on a street map, but you can also see a satellite map of your location and a hybrid map that lays the street map over the satellite view.

Each Salisbury Area Chamber of Commerce member has a standard list-ing on our online membership direc-tory which provides your vital infor-mation to the public, including a link to your website.

In addition to the standard pack-age that comes with your membership, three enhancement packages are avail-able.

The Bronze Package ($25/year) adds an additional phone listing and

company description. The Silver Package ($50/year) of-

fers a background color. The Gold Package ($75/year) fur-

ther enhances your listing with a logo or photo, names of your company rep-resentatives and the new map link.

In 2008, the Chamber had over 10,050 hits to the main page of its on-line membership directory with over 13,000 referrals to our members’ web-sites and over 500 e-mail sent to our members from their listings.

When visits to our new member list-ing and searches are included, we had over 46,000 hits in 2008.

Visit www.salisburyarea.com to access information about the area’s business by utilizing the Chamber’s member online directory.

Also visit our online directory and view some of our members’ listings that currently have a gold package such as ISG International, Becker Mor-gan Group, Nelson Insurance, Perdue Farms and Salisbury School.

To upgrade your listing, contact the chamber office at 410-749-0144.

The following sponsorship opportu-nities are available for 2009:

• Chamber’s website - $300 - spon-sor any page; upgrades of your listing on website are also available

• Wall of Honor - have your name on the wall in the Chamber lobby ($1,000 - $20,000 range)

• Patron Program ($5,000) includes: promotional opportunities in the re-location packets; company logo, pho-tograph, and information about your business featured in the Chamber’s Annual Magazine; articles profiling your business in the monthly Business Journal; website listing with your logo on the Chamber’s home page; free upgrade to the Gold package; signage at all Chamber events; free admission to all Chamber events for two repre-sentatives; and free booth space at the Salisbury Festival, Chamber Fest and Get Connected Expo

• Salisbury Festival (April 2009) - display banners ($100-$160); golf tournament ($100-$500); sponsor-ship of the Children’s Arts and Crafts ($200); entertainment stages ($500-$1,000); sponsorship of the Friday night block party ($1,000); sponsor-ship of the Saturday afternoon block party ($1,000)

• Chamber’s December Eastern Shore Delegation Forum - be a key part of the annual December program

with our legislators - $500• Membership Committee - Benefits

of Membership pamphlets ($200); quarterly new member luncheon ($50/quarter and four sponsors needed); general membership luncheon ($250-$500, depending on the program)

• Workforce Development - mem-ber ID cards ($2,000/2 year run); new teacher reception ($2,000/year); award of merit given to high school students ($500 and four awarded per year); night school student ($250 and two awarded per year)

• Young Professionals Career Day - programs motivational speaker (estimated $2,000-$3,000); student gift sponsor - your logo/name will be given to every ninth grader ($100 to $500 levels available); essay prize sponsorships

• Get Connected Expo - includes booth and two GM luncheon ($600)

• Beautification - triangles, three year commitment at $350 a year; WYCC Arbor Project – to be an-nounced

• Annual banquet - reception - three sponsors ($500 each); printing of invi-tations ($250); printing of the program ($250)

• Welcome Back College Student Program - billboards; posters/yard signs

• News and Notes Sponsorship -

Chamber offers many sponsorship opportunities


The Salisbury Area Chamber of Commerce State Legislative Com-mittee has served as the clearing-house of information on the activi-ties of the Maryland General As-sembly for businesses on the Lower Shore for many years.

This year with a forecasted $1.9 billion budget shortfall, the work of the small, but dedicated committee is even more important.

As Lieutenant Governor Anthony Brown stated in his presentation to the Chamber recently, revenue will need to be generated to provide needed services.

The State Legislative Committee will monitor the O’Malley adminis-tration’s 2009-2010 budget submis-sion and keep Chamber members aware of any proposed increases in

fees and taxes and cuts in funding. The Committee also reviews all

proposed legislation during the 90-day General Assembly session and takes positions on bills that would affect the business community.

We count on feedback from mem-bers in specific industries for the establishing positions, so help us if your business is targeted for legisla-tive action.

The State Legislative Committee is able to monitor over 2,000 pieces of legislation with the assistance of an intern from Salisbury Univer-sity’s Institute for Public Affairs and Civic Engagement.

To join the State Legislative Committee, contact Brad at [email protected] or 410-749-0144.

Committee spotlightLegislative Committee

$100/month • Economic Forecast - $1,000 to

sponsor the event • Chamber Fest - naming rights

($1,000); entertainment sponsor ($500)• Excellence in Business Award -

two sponsors - $250 (event sponsor); one sponsor - $200 (award sponsor)

The following advertising opportu-nities are available to members:

• Monthly Business Journal adver-tisements

• Flyers in the monthly Business Journal

• Optional upgrades to web listing• Advertise on the map of Salisbury

and Wicomico County • Advertise in the Salisbury-

Wicomico Magazine (a.k.a. Discover Delmarva)

• Salisbury Festival programs • Twice monthly News & Notes• Programs published for major

event

New SACC MembersamCorp management, inc.

Wayne Borrmann1509 Handys MeadowSalisbury, MD 21801757-894-2982410-742-1904 (fax)[email protected] these economic times, we strive to

find ways to save your company mon-ey. Our free analyses of the company’s operational and expense, facility, and corporate tax management, can increase your bottom line.

Referred by CD Hall of Hall Realty

aquacare rehabilitation Services, inc.

Kim Graham659 S. Salisbury BlvdSalisbury, MD 21801410-677-0700410-677-0883 (fax)[email protected] healthcare/physical therapy

specializing in aquatic therapy and women’s health issues. Individualized care plans are followed.

impact networks, inc.Justin Kelly1305 South Division St., Ste. 19Salisbury, MD 21804410-219-3090

[email protected] computer, network, security

and surveillance solutions for business-es; includes hardware, software, train-ing, consulting and website design.

J.W. middleton, llCJeff Middleton27885 Cross Creek Dr.Salisbury, MD [email protected] business consulting, marketing

and management firm. Primary focus is on sales and marketing plans, distribu-tion models, customer acquisition and retention, internal and external growth strategies and marketing program de-velopment. Working with individuals and companies from idea conception to launch. Providing services for startups and existing businesses in all product

David mandelsonDavid Mandelson30067 Southhampton Bridge Rd.Salisbury, MD [email protected]

mr. rooter of Southern DelawareDebbie Lingo18904 Marantha WayUnit 1

Bridgeville, DE [email protected]/southerndelawareProviding quality plumbing service

and products with honesty making

our plumbers the first choice os many residential and commercial customers nationwide. We take care of plumbing and drainage needs day or night with no overtime charges. Hydro jetters can open and scrub clean commercial or residential lines with ease.


Many people want to add value to their homes. Today, more people are considering renovating their existing home instead of buying a new one.

Since 2001 Spicer Brothers Con-struction has been helping customers by providing everything from home renovations to roofing, siding and gut-ter systems. Brian Spicer started the business so that he could have “his own headaches, not someone else’s.”

Spicer Brothers prides themselves on customer service. They offer prompt, courteous and comprehensive service from the first contact to the end of the process.

They are fully MHIC licensed and insured which gives homeowners the piece of mind that their job will be completed correctly.

Brian would like to eventually build a complete home from start to finish, but is more than happy with their reno-vating business.

Customers get exceptional service and they are able to see Spicer Broth-ers’ work first hand through their unique showroom - an actual house that is inside their office.

The showroom house includes sid-ing, a metal roof, soffit, gutters, a front door and even porch lights. This is a

one-of-a-kind demonstration of their handiwork.

In addition, their office/showroom walls display the various siding and molding options that are available to customers.

Instead of seeing a small swatch of siding, customers see a sided wall with the various color options.

Their proposal process is also unique. When a phone call comes in, they immediately start working.

They show a genuine interest in what the customer wants and make sure to visit the house and communicate with the customer one on one. After they have all the details, they put together a comprehensive proposal - a detailed contract with warranties on all proposed materials.

These are delivered to the client in a professional presentation folder.

As Brian Spicer states, “We may not be the least expensive, but we offer things that make it worth the price and our customer service sets us apart.”

In addition to helping customers realize their vision, Spicer Brothers has donated materials to help Habitat for Humanity complete homes in our area.

Spicer Brothers Construction, which is located at 1607 Northwood Drive,

#103, in Salisbury, is ready to help with the smallest repair to a complete over-haul of your home.

They accept credit cards and offer fi-

nancing to help you realize your vision. Call Georgia Singleton-Major or Brian Spicer for more information at 410-546-1190.

member Spotlight - Spicer brothers Construction

Spicer Brothers Construction can help you renovate your home. Their unique show-room is an actual house that contains the materials they will use on your project.

I take extreme vacations because I care about me

Commercial Property & CasualtyWorkers' CompensationEmployee BenefitsHuman Resources Consulting

I choose ISG because I care about my employees

Serving Delmarva since 1977www.isgintl.com

800-336-5659


By Chief David SeeSalisbury Fire Department

Salisbury’s public safety facilities renaissance continues with the recent completion and opening of its newest public safety facility - Fire Station #16 and Fire Headquarters building located at 325 Cypress Street in the City’s west side neighborhood.

“This project is the culmination of the efforts of a dedicated team consist-ing of City and fire department person-nel, and professional design and con-struction experts working together to plan and create a modern public safety facility for the community,” says Salis-bury Fire Chief David See.

The project has already received national recognition for its innovative design technology and construction approach. The nationally renowned architectural firm of Cole + Russell Architects (Cincinnati, Ohio) and lo-cal Salisbury firms (Davis, Bowen and Freidel; and Design Atlantic, LTD) worked together on this project.

Finith Jernigan of Design Atlantic, LTD used Building Information Model technology to help the project include more features for less money than origi-nally estimated. This technology helped bring the 41,655 square foot project under budget by over $300,000 while permitting the addition of many benefi-cial features.

It also identified possible problems that helped the contractor, Gillis Gilker-son, avoid potentially expensive errors. The project incorporated the design-build process that provided for a shorter construction time than typical conven-tional construction processes.

In July 2007 the project was identi-fied by the Stanford University’s Center for Integrated Facility Engineering to become one of four case study projects. The focus of this study was to deter-mine the role that virtual design and

construction played in the project. The study will be used to identify factors that can be applied to other projects throughout the country to achieve simi-lar results.

In April 2008 the project was again recognized for its design and construc-tion processes. Fiatech is an interna-tional association that promotes the use of advanced technologies in the build-ing industry.

This project was the recipient of one of only two awards granted this year in the category “Real-time Project & Facility Management, Coordination and Controls.”

Finith Jernigan and Salisbury Deputy Fire Chief William Gordy accepted the award at Fiatech’s annual convention in New Orleans and presented it to the City and the Fire Department at a City Council meeting.

Recently the project was nominated as a Building of America project and will be featured in the upcoming Real Estate & Construction Review – 2009 Eastern Seaboard Edition.

Every Building of America project is highlighted in a case study that in-tertwines the words of each key project team (owner/developer, consultants, architects, contractors) to describe how they worked collectively to design and build one of the region’s most impor-tant, innovative or unique new con-struction or renovation projects.

The Real Estate and Construction Review is an annual journal published by Construction Communications and features the region’s top projects.

Local government leaders, economic development groups, financial institu-tions, owners, architects and contrac-tors read this publication, which is also available online at www.constructionre-view.com.

This website is accessed by indus-try leaders and key decision makers throughout the nation.

City of Salisbury’s new fire station receives accolades

C HESAPEAKE P AVING & S EALING I NC .

MHIC 68616 PARSONSBURG, M D. Jeff Brown and Jim Brown

• Asphalt Repairs • Striping • Seal Coating • Paving OVER 18 YEARS EXPERIENCE

QUALITY W ORK GUARANTEED

410-742-2330

Residential & Commercial

FREE ESTIMATES

Harkins Builders has been providinggeneral contracting and design-build services

on the Eastern Shore since 1986.We're proud of our projects, our service,

and being a part of the Salisbury and Eastern Shore community.

410-750-2600

www.harkinsbuilders.com

Projects byHARKINS BUILDERS

Arden's RunDayspring Townhomes

The Lodges at Naylor MillMarley Manor I & II

Oyster CovePrincess Anne Townhomes

Runaway Bay University Park I & II

Victoria Park at Sassafras MeadowsWestbrook Commons


energy | utilities | consultants

About APPI: Affiliated Power Purchasers Int’l, LLC (APPI), is an inde-pendent energy consulting company based in Salisbury, MD endorsed by 135 na-tional and state trade asso-ciations. APPI provides elec-tricity procurement, utility auditing, and other services to help organizations re-duce and manage energy and utility expenses. Since 1996, APPI has assisted thousands of energy con-sumers in every competitive deregulated electricity state in the U.S.

Trust the experts Whether you are looking for a competitive supplier for the first time or need to find a supplier as an existing contract expires, APPI se-cures the lowest electricity price—even if you have never used APPI’s services before.

Contact APPI at 800-520-6685

www.appienergy.com

(L to R) Mike Payne, EVP & Corporate Counsel; Walter Moore, President & CEO, and Kathy Kiernan, Senior Vice President

Join APPI’s 800 Maryland customers, including many Salisbury Chamber businesses, that already save money on their utility bills every month.

APPI • 224 Phillip Morris Drive, Suite 402 • Salisbury, MD 21804

Salisbury-Ocean City-Wicomico Airport January ‘08 . . . . . . . . .8,669 0.5

February ‘08 . . . . . . . .8,410 0.8

March ‘08 . . . . . . . . . .9,316 -7.5

April ‘08 . . . . . . . . . . . .9,718 3.7

May ‘08 . . . . . . . . . . .10,199 -3.7

June ‘08. . . . . . . . . . .10,220 -7.7

July ‘08 . . . . . . . . . . .11,572 -1.8

August . . . . . . . . . . . .11,427 -4.5

September. . . . . . . . . .9,641 -1.6

October ‘08 . . . . . . . .10,054 -5.2

November ‘08 . . . . . . .8,889 -3.2

December ‘08 . . . . . . .8,590 2.1

2008 Total . . . . . . .116,705 -2 .6

Barometer Wicomico County Sales tax

Collections by category

Airline Passengers Enplaned/Deplaned

National, State, County Unemployment Rates Jun Jul aug sep Oct nOv

National 5.7 6.0 6.1 6.0 6.1 6.5

Maryland 4.2 4.5 4.5 4.4 4.8 5.1

Wicomico 4.7 4.8 4.8 5.0 6.0 6.9

Worcester 4.4 4.3 4.2 4.7 7.4 11.2

Somerset 6.0 6.7 6.4 6.4 6.9 7.6Information courtesy of the Maryland Job Service at the One Stop Job Market. (Not seasonally adjusted.)

Food & Beverage

Apparel

General Merch.

Automotive & Oil

Furniture & Appl.

Building Supplies

Utilities & Trans.

Hardware & Equip.

Miscellaneous

TOTAL

October ‘08

$1,198,613

$313,354

$1,783,162

$464,746

$268,581

$702,656

$672,049

$202,393

$712,256

$6,317,810

November ‘07

$1,013,790

$246,006

$1,318,157

$403,436

$269,011

$771,987

$724,393

$223,094

$498,899

$5,468,773

November ‘08

$1,125,949

$284,576

$1,611,674

$452,358

$190,012

$711,727

$647,870

$217,380

$591,523

$5,833,069

Information courtesy of Comptroller of the Treasury, Retail Sales Tax Division. NOTE: NEW NUMBERS WERE NOT AVAILABLE AT PRESSTIME. THE FIGURES WILL CHANGE NEXT MONTH.

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


410-749-4072 Since 1935

www.penoil.com

Check with us to see what we can do for you! Now:

Celebrating 75 Years Ser ving the Peninsula Celebrating 75 Years Ser ving the Peninsula Then:

EASY PAYMENT PLANS

Over 25 Trucks Ready to Give Same Day & 24 Hour Service!

Family Owned & Operated

Since 1935

Dow Jones average may not affect community banks staff to do what they do.

And while banks look at the total operation, cash is king. “We are look-ing for the cash flow necessary to pay back a loan,” Olinde said. Did the tight money problem problem start on Wall Street? Perhaps, at least to the degree that Wall Street over-promoted home ownership.

“I believe in home ownership,” said Harvard. He said that it was good for an individual or couple’s finances, good for character and good for families. “But putting people in homes they can-not afford is bad policy.”

And that’s a fundamental way that nationwide mortgage firms and local community banks do business.

As Marty Neat, CEO of First Shore Federal, pointed out, “Most community banks hold their own paper. They don’t bundle residential loans together and re-sell them.” That means that bank-ers who are prepared to hold the loan, and the risk, for the life of the loan, make lending decisions. And they lend to people they know, who live in their communities. Trust and the loan officer’s personal judgment come into play when the lending decision is made at the community level. Home owner-ship is still a good thing for individuals

and the communities “as long as we can help people get into homes they can af-ford,” Harvard said.

He said that there was nothing wrong with packaging loans and selling them to other investors. “The problem comes when you package bad loans. And that happens when you compro-mise underwriting standards.”

Greed, which is nothing new, is at the root of a good deal of the present financial situation in the USA.

When stocks were bringing a two percent return, mortgages looked like a good investment.

But caveat emptor – buyer beware – applies to any investment.

A lot of independents saw an oppor-tunity to make easy money by making poorly underwritten loans they could package and resell, along with the risk, to incautious investors.

But local financiers who spoke with the Salisbury Business Journal said the falling Dow-Jones average has not changed how community banks do business in any substantive way. And it raises the question, how much of the angst in the market is a product of con-sumer’s perception?

“It’s a national problem but it has made capital precious to everyone, and that affects us even here,” Harvard said. “We are hopeful that this is more psy-

chological than systemic,” said Harvard. “But it makes people step back, hoard their money rather than spend it.”

“Three years ago when someone wanted to borrow money for a project, banks could make a loan based on ex-pected continued growth and develop-ment. Now, realistically, if a business venture is looking at a potential 25 per-cent downturn next year, you wonder if you should really be lending.”

Olinde said that borrowers, too, won-der if they should be taking on more debt. “Every deal you do is different,” he said, but, in general, “people are borrowing less. Part of it is a result of banks tightening up but part is people wanting less debt.”

Although credit has certainly tight-ened in the local market, Olinde said, “Not everything can be bad at once. Some business owners still think it’s a good time to grow their business.”

National analysts lament that in our consumer-driven economy a slow down in spending has disastrous consequences but Harvard suggested that “it’s prob-ably the right time for consumers to pace themselves back into their spend-ing habits, to set priorities.”

He predicted that, although the economic rebound might come more slowly, it will be more sustainable. And that’s a good thing.

“You’re a little more careful than when you are lending someone else’s money,” said Harvard. “Community banks have a dramatically better per-formance with regard to delinquency. We’re still making mortgage loans, still making them the old-fashioned way.”

Olinde said that a few years ago mortgage loans as low as 4.7 percent were available.

Current residential rates range be-tween 5 and 5.5 percent – depending on a 15- or 30-year term. He said mort-gage rates are probably not at the bot-tom, but certainly coming close.

“The downturn on Wall Street has not directly affected our bank, but our customers who have major investments in the stock market have seen a major change in liquidity,” Olinde said.

That means that personal financial decisions about retirement or home ownership may be postponed.

Businesses on the verge of expansion may put that off a while. Still, if you feel confident in your ability to repay a loan, this is a good time to buy or to refinance for a lower rate.

A lot of the economic problems we are experiencing are clearly a byprod-uct of greed. But incaution played a role, too. Money is tight and consumers are more cautious, but it doesn’t appear that the sky is falling on Main Street.

Continued from cover


One of the reasons that is often cited for joining the Chamber is networking. How many truly know the best way to network? Do you find yourself at events waiting for someone else to talk to you? Are you unsure of the best way to break the ice and introduce yourself?

You aren’t alone. Many people aren’t quite sure how to get the most out of events.

That’s why we’re starting a new feature: Networking Tip of the Month. These tips will help make you more comfortable with networking or reintro-duce you to some things you may have forgotten.

Each month we will highlight one main tip or idea to help get your net-work growing. The more people who know your name, the better. Look for these helpful tips in the Business Jour-nal.

Remember that the Chamber offers several ways for businesses to network: New Member Reception, General Membership Luncheon, Business After

Hours, Business Before Hours, Cham-berFest and Get Connected Business Expo.

In addition, the Chamber has com-mittees available to members with something for everyone. There is al-ways something to do and someone to meet at a Chamber event. Make sure you are making your membership work for you. Attending networking events has direct benefits to your business: people put a name with a face and are willing to use and promote your prod-uct or service.

If you have something to contribute that has helped you network smarter, better or quicker, share it with us at [email protected]. We are always looking for ways to add value to your Chamber. If you’d like to talk to us, call Cathie or Tiffanie at 410-749-0144.

February’s TipIt’s as simple as always having busi-

ness cards with you!

Ambassador SpotlightJudy Hunt-Harris

Benefit SpotlightNetworking

We are pleased to welcome Judy Hunt-Harris back as chair of the Am-bassador Committee.

Judy held this position several years ago and has stepped in again. Judy’s day job is coordinator of Volunteer Services for Coastal Hospice where she recruits, trains and coordinates over 100 volunteers.

Judy believes that volunteers are the lifeblood of an organization. Her volun-teers serve in the areas of social work, bereavement services, pastoral care, events planning, administrative services and patient care. Judy’s commitment to training and supporting volunteers car-ries over to her work with the Chamber. Her primary focus as chairman is to ed-ucate ambassadors about the Chamber - its programs, benefits and mission. In turn, ambassadors will be able to help all members - old and new - get the most out of their Chamber membership.

We thank Judy for her continued support of the Chamber and its mem-

bers. We appreciate her time and tal-ents. We would also like to thank Ellen Pettingill, past-chair, for her time and energy over the past two years. Ellen will remain with the committee and continue as liaison to the Membership Committee.

With her busy work schedule, we are grateful for all she has done and are happy she will remain involved.

Judy Hunt-Harris

Chamber of Commerce Renewals American Legion Post 145 Inc.American Red CrossArnsparger Insurance AgencyS. L. Bassford & Associates, LLCBendler Realty Corp.Bennett Construction Co., Inc.Chesapeake Utilities Corp.Comcast SpotlightKaren Davis/State Farm InsuranceDelmarva ChiropracticEastern Shore SolarEnza’sBeth Gismondi/Allstate Insurance Co.Gladden Construction, Inc.Interapp Development, Inc.IPPS Mentoring Program Inc.Midway-Chevy,Cadillac, Pontiac,Buick,ToyotaPapa John’s PizzaPat’s Pizzeria of SalisburyPets ER PARitch PhotographyServpro of the Lower ShoreShore Sheet MetalSleep Waves, Inc.Taylor’s Chicken & RibsUrban Salisbury, Inc.Woody’s Pest Patrol & Tree Care, Inc.


Calendar of Events

SaliSbury ChamberTuesday, Feb. 3 – Ambassadors,

Dayton’s Family Restaurant, 8 a.m.

Wednesday, Feb. 4 – Young Professionals Committee, Chamber Business Center, 5:30 p.m.

Thursday, Feb. 5 – Beautification Committee, Chamber Business Cen-ter, noon.

Monday, Feb. 9 – Workforce Development, Chamber Business Center, noon.

Tuesday, Feb. 10 – Business Af-ter Hours, Chef Fred’s Chesapeake Steakhouse, 5-7 p.m.

Wednesday, Feb. 11 – Member-ship Committee, Bob Evans Restau-rant, 8 a.m.

Wednesday, Feb. 11 – Salisbury Festival Committee Meeting, Cham-ber Business Center, 4 p.m.

Thursday, Feb. 12 – Local Leg-islative Committee, Wor-Wic Com-munity College, 7:30 a.m.

Friday, Feb. 13 – Executive Committee, Bob Evans Restaurant, 7:30 a.m.

Tuesday, Feb. 17 – Agri-Busi-ness Committee, Chamber Business Center, 7:30 a.m.

Tuesday, Feb. 17 – Hiring & Retaining Quality Employees, Chamber Business Center, Seminar Presented by Joe Giordano, 8-10 a.m. E-mail Shannon at [email protected] for more infor-mation.

Tuesday, Feb. 17 – Elder Care Provider Network, Genesis Health-care, 8:30 a.m.

Wednesday, Feb. 18 – Business Affairs Committee, Chamber Busi-ness Center, 8 a.m.

Thursday, Feb. 19 – State Leg-islative Committee, Chamber Busi-ness Center, 8 a.m.

Thursday, Feb. 19 – General Membership Luncheon, Ramada Inn & Conference Center, noon.

Thursday, Feb. 19 – YP/ After Work Networking, Black Diamond Lodge, 6-9 p.m.

Friday, Feb. 20 – Recycling Committee, Chamber Business Cen-ter, 8 a.m..

Monday, Feb. 23 – Executive Committee, Chamber Business Cen-ter, noon.

Wednesday, Feb. 25 – Salisbury Festival Committee Meeting, TBA, 4 p.m.

Wednesday, Feb. 25 - Board of Directors, Chamber Business Cen-ter, noon.

Thursday, Feb. 26 - PR & Mar-keting, Chamber Business Center, noon.

Thursday, Feb. 26 – Business After Hours, Crown Sports Center, 5-7 p.m.

Join the Salisbury Area Chamber of Commerce

* Be a part of a network of over 745 businesses in your region* Take advantage of actual savings offered through membership benefits* Include your voice on local and state legislative issues* Showcase your business through the Chamber’s numerous methods of

communication and marketing* Improve your “bottom line” by participating in special programs offered

by the Chamber of Commerce* Be part of an organization known for “giving back to its community”* Membership in the Chamber of Commerce will support your image with

your customersWorking to Make Salisbury and the Eastern Shore a Quality Place to Work

and Live.For more information call 410-749-0144; visit us at 300 East Main Street,

check us out on the web at: www.Salisburyarea.com, or send the form below to: SACC, P.O. Box 510, Salisbury, MD 21803-510.Name Business Address City, State, Zip Phone

Call me Send information


Eastern Shore SHRM Holds Second Conference

The Eastern Shore Society for Human Resource Management

(ESSHRM) will be hosting their second Regional Conference ”HR

Riding the Waves” on Thursday, April 30, 2009 at the Clarion Resort

Fontainebleau Hotel and Conference Center in Ocean City, Maryland.

This is the second conference hosted by the ES SHRM Chapter and

promises to be has successful as the first one held in 2007 which was

attended by over 100 human resources professional, business owners

and office managers from the Delmarva Peninsula.

This years conference will include several morning breakout sessions

addressing the Top 10 in Employment Law and HR for 2009,

Generational Diversity, Discussing the “Un-discussable in Financial

Times”, and how the corporate culture impacts productivity and

retention. The afternoon will feature a mock sexual harassment trial

with attorneys from Maryland and Delaware representing the plaintiff

and defendants, giving participants a unique opportunity to see how a

“he said, she said” sexual harassment claim could pt in a courtroom.

Following the mock trial, several attorneys will participate in a panel

discussion and question/answer session on employment law.

Attorneys from both the States of Delaware and Maryland will be

included on the panel.

The conference finale will include an opportunity to continue

networking with other business and HR professionals. At that time,

participants will have a chance to win one of the numerous door

including the Grand Prize… a 5-day cruise to Bermuda.

The event will be preceded by a Networking Reception the evening of

Wednesday, April 29 2009. Highlighting the reception will be a

comedy performance and a steel band musical performance.

For more conference information including Partnership and Exhibitor

opportunities and registration forms, visit the Eastern Shore SHRM

website at http://easternshore.shrm.org. We hope to see you there.

Eastern Shore SHRM Host

Human Resource Regional Conference

Thursday, April 30, 2009

7:30 am – 5:00pm

Clarion Fontainebleau Resort and

Conference Center, Ocean City MD

For more information and registration go to

http://easternshore.shrm.org

“An affiliate of the Society for Human Resource Management”"An

affiliate of the S affiliate of the Society for

Now that 2009 is here and China and the U.S. have celebrated their respective holiday seasons, it is time for each nation to get down to work on their respective por-tions of the world financial crisis. The U.S. has a new president. He has some “po-litical capital” he can spend to try to get the U.S. moving in the right economic direc-tion. A couple of months ago, China announced the world’s most am-bitious fiscal policy plans (three percent of its GDP to be directed to affordable housing, agricultural expansion, infra-structure improvements, etc.). China has the formidable task of putting these plans into practice.

With respect to the U.S. issues, debt can not be magically removed; only “rearranged.” Someone has to pay it back. Either the borrower pays it by consuming less than what they produce or the lender pays in case of default. The truth is America has borrowed from everybody. This includes the Chinese, other nations and fellow Americans.

The recent bailouts (actual and pro-posed) obligate future U.S. taxpayers to billions of dollars of additional debt transferred from the various involved in-

dustries. The hope is, and it may be very flawed, this debt transfer will somehow allow capital markets, financial institu-tions and a variety of other domestic industries to regroup and emerge more robust and competitive.

This hope does not address a very fundamental fact. Regardless of the de-tails, America must deleverage itself.

If America is going to repay its col-lective excess debt, it has three basic choices. It can consume less (which is unappealing, but may be necessary to some degree); it can produce more (which may be possible to some degree) or a combination of the two (which is probably the most realistic choice). Any of the three will require significant time and effort in order to get our financial house in order. This is because the “party” has been long and the “hang-

over” is particularly large. Consuming less and producing more comes about in many ways; most of which will be mar-ket driven. There will be fewer people working in our service industries. More people will be employed in some type of manufacturing; although these may be jobs that pay much less, in real terms, than similar jobs a generation ago. As a nation, we must produce more goods that can be exported as most services, due to their nature, are often impos-sible to export. Hopefully, our relative technological advantages will provide us with the opportunities to sell high value goods and products instead of compet-ing in markets already being served by less developed countries.

In some sense, the Chinese have an opposite challenge. For decades, theirs has been an export driven economy. With the current global economic down-turn and the accompanying decreased in-ternational demand for Chinese exports, it would be very convenient for Chinese consumers to begin to consume the resulting surpluses in Chinese produc-tion. This would absorb the anticipated increases in unemployment and it would most likely increase domestic standards of living. Another way to accomplish the same things may be to place more emphasis on providing services and less emphasis on producing more products

for export. However, Chinese policy makers have tried and failed to appre-ciably stimulate domestic demand in the past. Much of this is due to the persist-ing culture that puts significant value on individual savings. For the older generations in particular, this was a mat-ter of survival and such habits die hard. Even the younger Chinese that I talk to say they and their parents are reluctant to reduce their saving rates. When I ask them why, they tell me they have no confidence in their government’s “social safety net.”

And, it is easy to understand why when you realize, that in recent years, the Chinese government has reduced many of its social welfare entitlements such as the availability of free health care and free higher education. Appar-ently, the Chinese may be further along in assuming responsibility for their own financial security than Americans. So, for 30 years, Americans have consumed more than they have produced and the Chinese have produced more than they have consumed. The overall question may be, “how to change societal behav-ior in both countries?”

..americans have con-sumed more than they have produced and the Chinese have produced more than they have consumed.

InsIghts

the financial crisis: what’s next for China?By E. Tylor Claggett, Ph.D.

About the authorE. Tylor Claggett, Ph.D., CFA, is direc-

tor, Financial Planning Track, at Perdue School of Business, Salisbury University. Reach him at (410) 677-5021.

By Chris Peek, CCIMSperry Van Ness – Miller Commercial Real Estate

While many people correctly per-ceive that the condition of the national commercial real estate market is fairly dire at this point, the regional reality on the Eastern Shore market is not nec-essarily following that track.

It is true that the market has slowed down considerably in certain sectors. Most specifically, the more specula-tive areas of real estate where builders and investors were building somewhat ahead of the market, anticipating that they would be positioned well when demand caught up to them, have been hard hit by the slowing market.

However, like many dynamic sys-tems increasing inactivity in some ar-eas, this leads to more dynamic activity in others.

Users versus investors who have specific needs see extraordinary oppor-tunities in the current market, and have been moving with all due speed to take advantage of falling prices, historically low interest rates, and relatively rea-sonable labor costs while contractors, like many other service providers, are sharpening their pencils to stay in busi-ness.

For users looking at the Eastern Shore regional market for deals, there has been significant compression in both lease and sale pricing across the board. Locally and regionally adjusted dollar per square foot lease and sale pricing for existing buildings has, on average, rolled back to levels last seen in the 2005 market. Having said this, there are obviously exceptions to this price deflation, and for properties in very desirable locations, or with rela-tively recent improvements these nega-tive pricing pressures may not apply.

The effect of this intersection of market forces for users has created a fairly dynamic market, with financially qualified users having more opportuni-

ties for well priced and desirable deals than they have seen in several years. Many are taking advantage of those opportunities.

In addition to this, banks are step-ping up to the plate for financially qualified users, and for those with good credit, it means they are able to secure loan pricing at almost histori-cally low rates.

As one of the largest commercial-industrial brokerages in the region, we have seen significant levels of activity in the industrial and commercial end user sectors over the past six to nine months as manufacturers and service providers have moved on these oppor-tunities.

On the investment end of the mar-ket, there has been more of slowdown than the user end, but activity is still percolating along.

Banks have replaced magnifying glasses with microscopes in terms of looking at buyer qualifications in granting loans, but for those who pass muster regarding their credit worthi-ness extremely good rates are avail-able. It is an axiom among successful, long term investors in real estate that there is considerably more money to be made in a decelerating market than in a booming market.

As Bill Ahtes, a successful local in-vestor has noted on several occasions, the key to making money in real estate is “buying it right.”

Paying a premium price for a prop-erty in the supposition that inflation or market dynamics will eventually gen-erate an investment that makes sense in terms of yield ratios is a dangerous business, and requires more luck than market savvy. Making sure the price and income-expense fundamentals of a property are correct from the purchase forward is a far safer and more reli-able road to real estate wealth. In the current market environment, enough time has passed that many sellers have

come to the conclusion that the bubble is over, and are increasingly adjusting pricing to realistic market levels. This in turn has offered many buyers the ability to “buy it right” and they are taking advantage of that window of op-portunity.

While it is true that on a national,

and to some extent regional, macro-economic basis, real estate has suffered a considerable slowdown, the flip side is that a number of opportunities have opened up for savvy buyers, and they are moving rapidly to secure these op-portunities while the market is favor-able.


Go Green!Go to www.choptankelectric.coop

“Click” Touchstone Energy Saversfor great tips for a more energy efficient home:

Home Energy Saver Online AuditWater Heater Energy Saver

Energy Savings Virtual Home Tour

Choptank Electric Cooperative

FINANCE | INSURANCE | REAL ESTATE

opportunities can arise in a real estate slowdown


410-749-8401 Rt. 13 S. & Cedar Lane • Fruitland

410-543-8401 1500 Pemberton Drive • Salisbury

410-641-3130 314 Franklin Avenue • Berlin

“We’re More Than Just A Drugstore”

Avery Hall I n s u r a n c e G r o u p “A Tradition of Reliability Since 1925”

Auto Home Business Bonds Life Health

Estate Planning Long Term Care 308 East Main Street, Salisbury, MD

(410) 742-5111 www.averyhall.com

Robert Anthony Coker, DO has written thousands of discharge in-structions and patient prescriptions over the course of his 13 year career as a physician.

At his day job, Dr. Coker is an internal medicine specialist and hos-pitalist at Peninsula Regional Medical Center.

It’s his night job, however, thanks largely to a lifelong struggle with insomnia, which has penned a new and exciting chapter in the life of this 45-year-old Queens, N.Y. native, hus-band and father of two.

Dr. Robert Anthony Coker recently became a published author with the release of his first novel, the suspense thriller “The Onancoche Curse.”

The book is a fictional story of an archeologist who moves to Maryland to teach at a small college and to ex-plore a remote cave.

Once there, he stumbles upon a tribe of Indians that have been hidden away from society for decades.

The tribe has a horrible secret; they can change form, shape shift, and they have a hidden agenda.

“The book started off as a story I was playing around with at odd hours to pass the time while battling insom-nia, but over the course of five years it evolved into something much big-ger,” said Coker.

In The Onancoche Curse, the main character, Christian Kincaid, finds himself torn between trying to study and help the tribe, protect his family from danger and aid the military in defeating an unusual foe.

Coker cautions that this is a book with adult themes and language, but it is also very interesting and has very engaging characters.

“I expect everyone reading it will find at least one favorite character in the novel that they will connect with. It’s an entertaining story that has dra-ma, humor, science fiction, love and

spice. It’s a good, safe escape from some of life’s problems,” he said.

Dr. Coker already has a second project well underway on his laptop but is in no rush to get it published. If and when he does, it will only come after the same comfort level that led to the release of his first novel.

“I knew this was a huge stretch for a guy practicing medicine, and that some would scrutinize me for doing so. I just hope people enjoy the story, and I believe they will.”

The Onancoche Curse is available in paperback at either www.amazon.com or www.booksurge.com.

Doctor moonlights as novelist

Dr. Coker, an internal medicine special-ist and hospitalist at PRMC, recently published his first novel.


FINANCE | INSURANCE | REAL ESTATE

The Farmers & Planters Co. FARM - FEED - SEED - LAWN - GARDEN - WILDLIFE

Founded 1894

Southern States Dealer

Rt. 50 & M ill Street Salisbury, MD 21801 410-749-7151 Phone www.farmersandplanters.com

Southern States Feed & Seed:

Triple Crown * Legends * Reliance Lim e * Fertilizer * Pro Mix

Fescue * Bird Seed Veg Seed * Dog & Cat Food

Animal Health * Shavings Water Conditioning Salt Fencing * Gates

By Dean GoodwinISG International, Marketing Manager

1. Evaluate your risksPremiums vary widely among insur-

ance companies and depend on a num-ber of risk factors including operations, business location, building type, fire protection services, and the amount of insurance you purchase.

Generally, the higher deductible you agree to pay, the lower your premium. However, when you agree to take on a high deductible you are taking on some financial risk. Assess your own risks before you go shopping.

Keep in mind, if you handle the personal information of employees, cus-tomers, etc., it is important to work with an agent that understands the risks asso-ciated with Privacy and Cyber Liability.

2. Understand how insurance works in today’s economy

Rates in commercial Property & Casualty insurance have been decreas-ing over the past few years because of a decrease in weather-related catastrophes and lack of terrorism incidents.

Your premiums should have reduced. Insurance companies began lowering their rates to gain market share and in-vested those premiums in the financial markets.

With declines in investment port-folios, coupled with a quadrupling of catastrophic losses in 2008, the tide is expected to turn in 2009-2010.

This will eventually mean more restrictive underwriting requirements, fewer options and higher premiums.

There is no better time than now to get a second opinion from another broker. You still have a window of op-portunity to gain more coverage for less money, but that window is closing fast.

3. Protect yourself from an employee lawsuit

Employment Practices Liability In-surance (EPLI) provides coverage for your business against employment-relat-

ed claims such as wrongful termination, discrimination, sexual harassment, fail-ure to hire, failure to promote and more. With downsizing and restructuring a reality for many of today’s businesses, there has never been a more important time to protect your business from al-legations of this nature.

Regardless of whether or not a law-suit has merit, defense costs can bank-rupt a small company. EPLI helps you weather these storms for premiums that start as low as $2,000 annually.

4. Don’t be afraid to change your current agent

If your broker is not reviewing your coverage, risks and premium annually, it may be time to find a new one.

Professional commercial insurance brokers not only help you find policies that match your business needs, but they also help you prevent claims before they have a chance to occur. Make sure your broker understands all the risks as-sociated with your business. Your poli-cy can be reviewed and changed at any time. Ask another experienced agency to look over your exposures and make sure your current agent is doing the best job for you.

Look for an agency that has an in-house claims department and is licensed in all the states where you may be doing business.

5. Review your insurance coverage on an annual basis

Have you purchased or replaced equipment or changed your operations and staffing levels?

Contact your insurance broker to discuss these changes in your business and how they may affect your coverage. As your business changes, so do your liabilities.

Contact ISG International for more information about business insurance, employee benefits and HR consulting for your company at 800-336-5659 or www.isgintl.com.

Tips to follow to get the best insurance for your business


MarshallAuctions.com PorterMarshall.com MARSHALL AUCTION-MARKETING CO, INC. LONG & FOSTER® REALTORS

410.749.8092 | 410.749.0057 2815 N. Salisbury Blvd, Salisbury, MD 21801

Visit Us

at Our

New Location! REAL ESTATE

SOLUTIONS Auctions • Listings • Consulting

For the Best Advice on How to Sell & the Best Deals for Buyers

The Heritage Center holds antique fire engines and timeline displays. Over 1,000 children have visited.

City of Salisbury fire DepartmentThe City of Salisbury Fire Department hosted a Business After Hours at its new

headquarters on Cypress Street on Dec. 16, 2008. Over 100 community business leaders and political dignitaries assembled to network with their peers.

Fire Chief See provided a brief welcome followed by comments from Deputy Fire Chief William Gordy who is also a local business owner. Gordy spoke about the department’s 41,000 square foot facility that replaced the old downtown fire station and the department’s training center which were located on Isabella Street.

Deputy Chief Gordy complimented the City of Salisbury; Design Atlantic; Da-vis, Bowen & Friedel, Inc.; and Gillis Gilkerson, Inc. for their ability to create a successful community project that was designed and built under the City’s budget and within the projected time.

Attendees participated in facility tours conducted by volunteer members of Fire Station #16 (Salisbury Fire Department, Inc.) and were impressed with the simplistic but functional design and layout of the new facility. Light refreshments were provided by members of the Salisbury Fire Department, Inc. Ladies Auxil-iary. Thank you to the Fire Department and the Ladies Auxiliary for a wonderful evening.

The new Salisbury Fire Station #16 on Cypress Street.

Chamber members received guided tours of the facility.

Kenny Soni from Performance Unlimited in a discussion with John Rankin.

Members toured the Heritage Center at Salisbury Fire Station #16.

Business After Hours


Marketing

Next Month

Next month’s edition of the Business Journal will focus on

marketing trends and opportunities.Don’t miss your chance to be

featured in this edition.

Contact Emily Rantz at 410.749.0144 or email [email protected]

www.southernbuildersinc.com410-341-3800

WHAT YOU NEED FROM A BUILDER...

OPTIONS

Commercial

Multi-Family Residential

Hospitality

Retail

Mixed Use

Healthcare

Offices

Educational

Manufacturing

Commercial

Multi-Family Residential

Hospitality

Retail

Mixed Use

Healthcare

Offices

Educational

Manufacturing

Parking Structures

Environmental

Design-Build

Construction Management

Pre-Construction Services

Renovation

Tenant Fit-Out

Custom Residential

Parking Structures

Environmental

Design-Build

Construction Management

Pre-Construction Services

Renovation

Tenant Fit-Out

Custom Residential

By Rick Pollitt

The following is an ex-cerpt from Wicomico County Executive Richard M. Pol-litt’s “State of the County” address delivered on Dec. 30, 2008.

“We have just crossed the half-way point of our first term under a new form of county government.

The first year was a time of transition as we worked to provide the structure of government by execu-tive and legislative functions. With the end of our second year, I can report with confidence that the transition is complete.

If the preceding two years have been a time of adjustment, the next two will be a time of action. It is time for us to make our mark and achieve real prog-ress on the issues that you have identi-fied as most important to our commu-nity. I believe we’re well underway.

I have consistently maintained that restoring confidence in county govern-ment has been and continues to be our primary goal.

I suggest that nowhere has confi-

dence been lower than in the county’s ability to wisely manage our fiscal health in recent years. This was evi-denced by the grass roots taxpayer cam-paign that created our revenue cap as well as the job I now hold.

If our confidence needed a shot in the arm, we got it from New York City just a few weeks ago when Standard and Poor’s, one of the country’s leading bond rating agencies, actually upgraded Wicomico County’s rating from A+ to AA-.

This came on the heals of action by Fitch Ratings, who moved us from “stable” to “positive” last year. In other words, Wicomico County has seen forward progress in credibility by the

highest ranking professional money managers in the nation in both years of our administration. Such achievements are rare enough during good economic times.

To have this level of success in times such as these is nothing short of remarkable and is solid evidence of the strong work being performed every day by our financial management team.

If Wicomico County made great strides in improving our financial health this year, other areas of county govern-ment have prospered as well. In 2008, we:

• Saw the upgrade of the Wicomico Housing Authority from the “troubled” category imposed by the U.S. Depart-ment of Housing and Urban Develop-ment. We hope to build on that success and finally achieve the classification of “superior,” removing any doubts as to the county’s ability to provide clean, safe and affordable public housing.

• Saw Wicomico Nursing Home re-ceive a four-star rating from the centers for Medicare and Medicaid Services.

• Saw both our Cedar Hill and Nanti-coke Harbor Marinas receive state-wide recognition for their environmentally-friendly facilities and management.

• Saw the largest award of rural legacy funds in the history of Wicomico County by the state in the amount of $1 million to purchase easements over properties in the Quantico Creek area, removing them forever from develop-ment pressure while compensating the property owners for giving up their rights to future wealth.

• Saw, for an unprecedented third year in a row, the naming of Wicomico County and Salisbury by “America’s Promise” as one of the Top 100 Com-munities in the country for children, an achievement won by no other commu-nity in our state.

Other victories were won in other departments as well, as we continue to do good things in Tourism, Corrections, Public Safety and at the Airport, Library and Civic Center.

I hope in the months ahead to begin a series of articles that will be released to the press and posted on our website that will explain more of what we do and how we do it, taking some of the mystery out of county government. We hope to show you, our bosses, just what we’re doing with your tax dollars and why we think you’re getting a good bang for your buck.”

Wicomico County has seen forward progress in credibility by the highest ranking profes-sional money managers in the nation.

Wicomico County made great strides in 2008County RepoRt

nason receives awardsNason Construction recently received

several excellence awards for two se-nior living construction projects.

Nason was presented two awards for constructing the Cadbury at Lewes Con-tinuing Care Retirement Community – a Construction Excellence award from the Delaware Contractors Association (DCA) and an Excellence in Construc-tion award from the Associated Build-ers and Contractors (ABC) Delaware Chapter.

The Design Build Institute of Amer-ica (DBIA) also selected Nason as a Merit Award winner for completion of the Delaware Veterans Home in Mil-ford, Del.

This award program was a nation-wide competition and was granted in the category of public sector projects over $15 million.

Established in 1922, Nason Con-struction provides construction man-agement, design build and general contracting services for commercial, institutional, and government clients in Delaware, Maryland, Pennsylvania and New Jersey.

Shore bank expands networkShore Bank has expanded its free

ATM network to the Norfolk/Virginia Beach area and eastern North Carolina. Shore Bank customers can now use their cards at any of the 82 ATMs oper-ated by Shore Bank, Gateway Bank or Bank of Hampton Roads.

Shore Bank has eight retail branches on the Eastern Shore of Maryland and Virginia. For ATM locations, visit www.ShoreBank.com.

bni maryland wins awardBNI Maryland was voted as the

2008 Networking Group of the Year. Business Network International (BNI) Maryland was chosen over 26 other nominated business networking groups.

Ann Wiseman of Salisbury, also a Salisbury Area Chamber of Commerce member, oversees the eight Eastern Shore chapters of BNI which is a busi-ness and professional networking orga-nization offering members the opportu-nity to share ideas, contacts and, most importantly, qualified referrals.

In the first annual Networking Group of the Year Award, nominations and

votes were cast by Beltway Network-ing’s community of networkers in the Washington D.C., Maryland and Vir-ginia areas.

Beltway Networking, a resource tool for anyone who wants to find network-ing events, Chamber of Commerce functions and business group meetings, provides a consolidated networking calendar.

Gillis promoted to senior advisorBradley Gillis, CCIM, of Sperry Van

Ness-Miller Commercial Real Estate in Salisbury, has been promoted to senior advisor.

Gillis specializes in the sale and lease of medical/professional office, industrial and investment properties on the Eastern Shore of Maryland and Delaware.

Gillis, whose commercial real estate career began in 2004, has secured more than 50 transactions resulting in a career brokerage volume in excess of $18 mil-lion.

Southern builders wins bidSouthern Builders, Inc. has recently

been awarded the construction of the Eastern Shore Regional Call Center project located in Salisbury.

The new facility will provide office and training space and will be the fifth unemployment insurance claims center in the State. This location will house a new telephone service center offering electronic filing and adjudication of unemployment claims. Once completed, the department will vacate a rented fa-cility. Construction is anticipated to be-gin during the first quarter of 2009 and is expected to be complete this fall.

Southern Builders, Inc. is a full ser-vice general contracting/construction management firm licensed in Maryland, Delaware and Virginia.

former Salisbury City hall soldBradley Gillis, CCIM and Henry

Hanna, CCIM, SIOR of Sperry Van Ness – Miller Commercial Real Es-tate recently negotiated the sale of the former Salisbury City Hall building lo-cated in downtown Salisbury.

The historic building was constructed

Gillis


Business Mix


410-860-88882013 Northwood Drive

Salisbury, MD 21801• Accounting• Office Management• Financial• Information Technology

• Marketing• Customer Service• Sales• Technical

You don’t just need a new team member. You need the person who fits your exact requirements. And your culture. Express recruits professionals in a variety of niche industries. Our goal is to find you the right person for the job. Right now. Call us today.

www.expresspros.com

Find better qualifiedprofessionals.

Respecting People. Impacting Business.SM

Unifi ed business solutions for all your communications needs.

Unifi ed Communications for the Real World

Maintaining a modern communications system can be an overwhelming, expensive and time-consuming experience. There are endless moves, adds and changes; software upgrades; new applications and technologies; and carrier issues to deal with. Not to mention worrying about escalating costs while the value of your system declines.

Protect your communications investment and take the headaches and fi nancial risks out of operating an advanced communications system with Mitel Managed Services. We’ll provide you with a complete end-to-end customized communications solution, including hardware, software, network planning and provisioning, carrier services and support – all for one monthly fee. So you can focus on what you do best – running your business.

With unmatched reliability and scalability, our Managed Services solutions can improve your overall business performance and help you:

• Increase productivity• Enhance customer service• Reduce costs• Generate more revenue

Change the way you communicate. Put Mitel to work for you. For ways to better manage your communications, visit Telewire Inc. at www.telewire-inc.com, or call 410-749-2355.

Change Is Good … with Mitel Managed Services

MitelTelewireAd111308.indd 1 11/13/08 10:32:42 AM

in the 1800s. The purchaser, St. Peter’s Church, originally built this facility in 1887 and then sold it to the county. St. Peter’s purchased the facility back and intends to use this building for Sunday school classes and office space.

Giant celebrates black history

Giant Food celebrates Black History Month with the release of the 17th an-nual Profiles in Excellence brochure. This year’s edition celebrates places that hold significance in Black Ameri-can history.

The free brochures are available in all Giant Food stores while supplies last. Local schools and community or-ganizations may request copies.

Giant will also sponsor their third annual Martin Luther King Jr. Essay Contest, which runs through the entire month of February.

The contest invites students in grades 6 to 8 to address the question, “What can I do to make a difference in my community?” Two winners will be se-lected from each grade level and each winner will receive a check valued from $250 to $1,000. Entry forms are avail-able at all stores and online at www.giantfood.com. Essays must be post-marked by Feb. 28.

Black History Month activity sheets and recipes can also be downloaded from Giant’s website.

becker receives intern awardThe American Institute of Architects

(AIA) and the Intern Development Pro-gram Advisory Committee (IDPAC) has selected Becker Morgan Group, Inc. as the recipient of the 2008-2011 Intern Development Program (IDP) Outstand-ing Firm Award for their commitment to continuing education, training oppor-tunities and professional registration.

Developed by the National Council of Architecture Registration Boards (NCARB), IDP fills the gap between academic instruction and licensed prac-tice. Becker Morgan Group is fully vested in the education and develop-ment of its interns.

Under the direction of Auxiliary Co-ordinator and mentor, Keith P. Fisher, AIA, the in-house Becker Morgan

Group Intern Development Forum (IDF) was established in 2007.

Interns receive extensive training opportunities such as in-house mentor/intern connections, corporate train-ing events, intern-specific planned and hosted training sessions, and continuing education support.

net-Properties closes sale Net-Properties.com recently helped a

client close on a $10,750,000 purchase of three zero cash flow CVS stores.

The client, an exchange investor, contacted Net-Properties last fall in a search for net leased investment proper-ties which would offer both security and a cash flow which was as profitable as the current rates in the bond markets.

Net-Properties prepared a series of comparative financial analyses show-ing the investor how he could invest in zero cash flow net leased properties to achieve the long term security of an A-rated tenant, the market return of real estate appreciation, and still have over 80% of his equity to invest in high per-forming bonds.

Blair Rinnier, CCIM, of Net-Prop-erties and vice president of Rinnier Development, in Salisbury, represented the buyer.

Net-Properties assists buyers and sellers in the acquisition and disposition of net leased investment properties lo-cated throughout the U.S.

Pollitt to serve second term The Maryland Association of

Counties (MACo) has again selected Wicomico County Executive Richard M. Pollitt Jr., to serve on its statewide board of directors. Pollitt was installed on the board by Maryland Governor Martin O’Malley recently at the MACo Winter Conference in Cambridge.

Concerning his re-election, Pollitt said, “MACo has proved to be an ex-tremely valuable asset for county gov-ernment as we represent the views of our constituents, especially in the hall of government in Annapolis.”

Pollitt also serves along with County Council President John Cannon on MACo’s legislative committee.

Commercial Real Estate

Prime Office Space - 1600 sq. ft. 317 Lemmon Hill Lane, Salisbury

Ron Alessi, Alessi Properties LLC

410-548-7737 • Cell: 410-430-7813P.O. Box 168, Salisbury MD 21803

• FIRST MONTH’S RENT FREE• Two blocks from downtown• High speed internet available • Reception office, 2 large offices plus a large 23 x 30 office or meeting room• One year lease required

• Could be subdivided into two or three additional offices • 2 restrooms, front & rear entrance• Plenty of free off street parking• Good neighborhood, ideal for billing or sales offices


acreage sold in ocean PinesBradley Gillis, CCIM, senior advisor

at Sperry Van Ness - Miller Commer-cial Real Estate, and Doug Marshall, CAI owner of Marshall Auctions, an-nounce the sale of over 20 commer-cially zoned acres located adjacent to the North Gate of Ocean Pines.

This parcel is one of a few large de-velopable parcels in Ocean Pines. The property was sold at auction to Palmer Gillis, a local medical/professional of-fice developer for $700,000. The buyer plans to work with the community to create a development that will benefit and service the Ocean Pines area.

Sherwood consolidates Local auto dealership giant, Sher-

wood of Salisbury has consolidated the Ford, Lincoln, Mercury, Chrysler, Jeep and Dodge brands into one central location at 1902 North Salisbury Blvd. in Salisbury. Rogers has selected Brent Miller, CCIM, CPM, managing director of Sperry Van Ness-Miller Commercial Real Estate as the exclusive listing rep-resentative for the sale of Sherwood real estate located on the east side of Route 13 north in Salisbury.

The real estate for sale consists of three parcels. All Sherwood operations will continue to function and will be housed in the Sherwood Ford facility on the west side of Route 13 north. For more information, visit SVNmiller.com or contact the office at 410-543-2440.WboC remains leader

The Nielsen November ratings re-sults show that WBOC remains the dominant source for news and local information on Delmarva and is the number one station in the Salisbury Designated Market Area (DMA).

The Salisbury DMA, which com-prises Wicomico, Worcester, Somerset and Dorchester counties in Maryland and Sussex County in Delaware, has 157,940 TV households.

“By far, our most watched news is WBOC News at 6,” said John Dearing, WBOC/FOX21 news director. “Over 160,000 viewers tune in to watch our 6 p.m. news every week.”

WBOC also produces Delmarva’s only 5 p.m. news, First at Five on FOX

21. WBOC and FOX21 are locally owned and operated by Draper Hold-ings, which also owns WBOC Interac-tive and Loblolly, L.L.C.

K&l earns recertificationK&L Microwave recently received

its triennial re-certification to the ISO 14001 Environmental Management Sys-tem (EMS) standard.

K&L has maintained this certifica-tion since 2003, and is committed to the following: reduce waste and prevent pollution; improve its processes con-tinually; conserve natural resources; comply with environmental rules, regulations, and policies; and apply the environmental policy in its daily opera-tions.

The final report from the five day audit concluded that K&L has a well-implemented environmental manage-ment system that protects the environ-ment, prevents pollution, and ensures that the company manages and controls the impact of operations and products.

Shorebirds staff changesThe Orioles recently announced the

coaching staff for their eight minor league affiliates for the upcoming 2009 season, and among those announce-ments were changes to the staff of the Delmarva Shorebirds.

The Shorebirds will see a new skip-per at the helm for the second straight season as they will be managed by Orlando Gomez, who replaces Ramon Sambo after just one season with the ‘Birds.

Gomez, who will be entering his 14th season as a minor league manager, comes to Delmarva from Bluefield, where he managed the Appalachian League team in 2008.

Gomez spent three seasons as batting practice pitcher on the Orioles major league staff. He has managed at every level of minor league baseball dur-ing his previous 13 years of coaching, as well as the Puerto Rican Amateur League.

Joining Gomez will be Pitching Coach Blaine Beatty, who replaces Kennie Steenstra after four seasons. Beatty spent the last three seasons with the Frederick Keys as their pitching in-

structor. He was drafted by the Orioles in 1986 and spent 12 seasons in the minors.

Former Orioles infielder Ryan Mi-nor rounds out the 2009 coaching staff as he returns for his second season as the Shorebirds field coach. Minor was drafted in 1996 by the Orioles and spent a season playing with the Shorebirds in 1997, where he helped lead the team to the South Atlantic League Champion-ship. The 2009 Shorebirds season be-gins on Thursday, April 16 at 7:05 p.m.

marshall purchases facilityJohn McClellan, CCIM, senior ad-

visor with Sperry Van Ness – Miller

Commercial Real Estate in Salisbury announces that Marshall Management, Inc. has completed their acquisition of 1315 S. Division St. in Salisbury.

The 10,000 square foot former medi-cal office will serve as the new admin-istrative facility for Marshall Manage-ment. It is located across from Milford Street Professional Center near Dykes Road.

Marshall Management, Inc., founded in 1980, has special expertise in op-erating three- and four-star branded hotels and resorts, averaging 100 to 400 rooms, in urban and central business districts, suburban/drive-to and resort locations.

COMPANY REORGANIZES - Marshall Management, Inc. has changed its op-erations to improve performance and develop more opportunity for its owner group, hotel portfolio and future developments. The company will now be known as Marshall Hotels & Resorts, Inc. Offices are located at 1315 S. Division St. in Salisbury. For more information, visit marshallhotels.com.

blood bank celebrates donations As a new year begins, the Blood

Bank of Delmarva has many people to thank.

Blood donors contributed a record 82,928 blood donations in 2008 — keeping the blood supply stable all year. More than 20,000 patients ben-efitted and no surgeries were cancelled because blood was not available.

The Blood Bank celebrated National Blood Donor Month in January.

Holidays, busy travel schedules, inclement weather and illness all com-bine to make the winter months a time when blood is often in short supply. Because of this, the Blood Bank asks local residents to make a New Year’s resolution in 2009 that is easy to keep: donate blood.

For more information about the Blood Bank or to schedule an ap-pointment to give blood, call 888-8-BLOOD-8 or visit www.delmar-vablood.org.

Crumb named executive directorKaren Poisker, vice president of

Patient Care Services, has announced the appointment of Warner Crumb to

executive director of Orthopaedics and Neurosciences at Peninsula Regional Medical Center.

Crumb, a health care professional with nearly 30 years clinical experience in orthopaedics and physical medicine, will also work closely with the Surgi-cal Services division to assist with the coor-dination and delivery of orthopaedic surgery services.

Crumb, who current-ly serves as the Medical Center’s director of both the Peninsula Wound Center and Physical Medicine and Rehabilitation Services, will retain that role in each clinical area.

He will also assume administrative responsibility for Peninsula Regional’s Transitional Care Unit. Crumb has worked at PRMC for four years.

PrmC presents heart series

The Guerrieri Heart & Vascular Institute at Peninsula Regional Medi-cal Center celebrates American Heart Month with a series of free community education programs on staying heart

healthy. The programs will be held ev-ery Tuesday in February from 5:30 to 7 p.m. in Hallowell Conference Center’s Rooms D and E. The public is invited to attend.

The following programs are planned:

Feb. 3 - “Understanding Your Medications” by John Jordan, PharmD, BCPS, Clinical Pharmacy coordinator

Feb. 10 - “Women and Heart Dis-ease” by Dale Reddish, MSN, FNP-BC, program director of the Women’s Well-ness and Prevention Program

Feb. 17 - “Compliance is the Key To Managing Heart Disease” by An-thony Frey, MD

Feb. 24 - “The Power of Humor” by Carol Moore, MS, RNC of Peninsula Regional’s Education Department

The Hallowell Conference Center is located on the ground floor of the Lay-field Tower on Locust Street.

Free parking will be provided in Parking Garage B located directly across the street from the Layfield Tower.

Light refreshments will be provided. For more information, call 410-543-7026.

PrmC labs receive accreditationThe laboratory and arterial blood

gasses (ABG) lab at Peninsula Re-gional Medical Center have both been awarded accreditation for the “excel-lence of service provided” by the Com-mission on Laboratory Accreditation of the College of American Pathologists (CAP) based on the results of a recent on-site inspection.

Laboratory Administrative Director Kathy Hoffman and medical director Patrick O’Reilly, Jr., MD plus ABG Coordinator Tom Russ, Medical Direc-tor Jon Beacher, MD and department Director Mike Hewitt were all congrat-ulated by the on-site inspection team for being among a select group of labo-ratories nationwide to meet the rigorous guidelines established to help ensure the highest standards for patient care.

Peninsula Regional’s labs are among an elite group of 6,000 CAP-accredited laboratories in the United States.

The CAP designation has been con-tinuously awarded to the Peninsula Re-gional lab for nearly 35 years.

The ABG lab has received that hon-or for the past nine years it has been surveyed.

Crumb


Salisbury, MD • 410-548-7600 (Milford St.) 410-677-0700 (Injury Center)

Easton, MD • 410-770-9720Lewes, DE • 302-945-0200Millville, DE • 302-539-3110

Millsboro, DE • 302-945-4250

Did you knowAquacare offers more than

just water therapy?

Aquatic & Land Therapy Hand Therapy • Balance & Vestibular

Rehabilitation • Orthopedic Rehabilitation • Spine Rehabilitation

Injured Workers’ Rehabilitation Lymphedema Management OsteopoOsteoporosis Management

Incontinence/Pelvic Pain Fibromyalgia & Arthritis

Multiple Sclerosis • Sports Medicine Wound Management

PPre/Post Pregnancy • Breast Cancer Recovery • Warm Water Aerobic

Classes • Personal Training Pool & Gym Memberships

Not all services available at all locations

Specializing in:

• Handicap Accessible• One-on-one approach

• One patient with one therapist

www.aquacarerehab.com410.219.7934CALL US TODAY!

PER MAILBOX$250 PER MONTHEMAIL SPAM CONTROL

Spend less time cleaning your email inbox and more time _______.

Health

Sperry Van Ness launches new Asset Recovery TeamJim Tucker, CCIM, senior invest-

ment advisor for the Richmond, Va. of-fice of Sperry Van Ness International, one of the nation’s largest commercial real estate brokerage firms, has helped launch the Sperry Van Ness Asset Re-covery Team (SVNART).

The 20 member team from across the United States specializes in troubled assets providing services to

government agencies, lenders, special servicers and financial institutions.

Tucker specializes in retail shopping center investment properties and retail development opportunities in Virginia and North Carolina.

He has more than 30 years of corpo-rate real estate executive, development, syndication, brokerage and consulting experience and is an active licensed

broker in Virginia and North Carolina. SVNART provides a “single full

service source” for the efficient and effective disposition of distressed real estate assets including loans, portfolios and individual properties of all asset types.

To ensure maximum return, the group will design and implement cus-tomized marketing plans for the repo-

sitioning and disposition of assets. Services include: broker opinion of

value, customized marketing proposals, market research, property management, asset preservation, accelerated market-ing/auction, sealed bid, loan/note sales, investment brokerage services, leasing services and acquisitions.

For more information, visit www.svnart.com.

SHORE UP! offers tax prepFor the second year in a row,

SHORE UP! Inc. through a Volunteer Income Tax Assistance (VITA) site, is offering free preparation of both state and federal income tax returns and free e-filing for families and individuals making under $40,000/year.

In Wicomico County, taxes will be done at the SHORE UP! facility at 500 Snow Hill Road in Salisbury.

Hours for tax-preparation appoint-ments are Mondays and Wednesdays, 4:30 to 8 p.m. and Saturdays from 10 a.m. to 2 p.m.

In Somerset County, taxes will be done at the Princess Anne Townhous-es, 30475 Pine Knoll Drive, Princess Anne.

Hours for tax-preparation appoint-ments are Tuesdays from 9:30 a.m. to 2 p.m. and Thursdays from 4 to 8 p.m.

To make an appointment, call 410-749-1142, ext. 330, 356, or 329 on weekdays.

Qualifying individuals do not have to go to the office in their county of residence. Residents of other Maryland counties are welcome.

Qualifying persons from other states are welcome to participate; state tax returns for Delaware and Virginia can be done.

Participants will also have the op-portunity to receive basic financial

education on topics such as budgeting and saving.

Taxes will be electronically filed whenever possible.

Tax returns will be prepared pri-marily by volunteers, all of whom are required to take training and become IRS certified before they can do taxes. Many volunteers are business students from local colleges.

To volunteer, make a donation, or for more information about the VITA Tax Project, contact Odetta Evans at 410-546-8352.

Even during tough economic times, McCrone Inc. knows the importance of educating our youth.

With their financial donation, Ju-nior Achievement (JA) was able to provide the “Our City” program to all third grade classes at Pemberton El-ementary.

The “Our City” program is designed to provide practical information about businesses and the main occupations found within a typical city.

Students have an opportunity to

plan and build their own miniature city. McCrone also provided volun-teers for each class.

JA provides economic educa-tion programs for students in schools throughout Wicomico, Worcester, Somerset, Dorchester, Talbot and Caroline County.

All programs are free to schools and are directly correlated with Mary-land’s Voluntary State Curriculum. For more information, call the Junior Achievement office at 410-742-8112.


Ideally located on Delmarva just minutes from Arthur W. Perdue Stadium, The Ward Museum of Wildfowl Art, the Salisbury Zoo, Salisbury State University, Wor-Wic Commu - nity College and Wicomico Regional Airport. Amenities include free fitness center, con - tinental breakfast, coffee, local calls & high- - speed internet access.

t: 410.572.5516 f: 410.677.4713 www.choicehotels.com/hotel/md022

406 Punkin Court, Salisbury, MD 21804

Sleep Inn Salisbury

Make your presence known in Delaware

with the Business Report302.629.9788

McCrone helps future leaders by donating to Junior Achievement

Volunteer Ashley Hutchins with third grader Aaron Stiegler showing off the business he built for his community.

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 _________________________________________________________________________________________________________________________________________________________________________George, Miles & Buhr, LLC Michelle Everngam 800-789-4462 410-548-5790 gmbnet.com [email protected] W. Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________AUtO DEALERPohanka Automotive Group of Salisbury 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_________________________________________________________________________________________________________________________________________________________________________ Black Diamond Catering Peter Roskovich 410-749-6961 410-749-2896 blackdiamondcatering.com [email protected] North Fruitland Blvd., Fruitland, MD 21826_________________________________________________________________________________________________________________________________________________________________________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 Rick Mathews 410-548-7125 410-548-1688 shorebank.com [email protected] W. Main St., Salisbury, MD 21801________________________________________________________________________________________________________________________________________________________________________Main Street Financial Services, LLC Steve Hill 410-860-5200 410-860-5289 capitolsecurities.com [email protected] E. Main St., Suite 202, Salisbury, MD 21801_________________________________________________________________________________________________________________________________________________________________________The Bank of Delmarva Robert D. Core 410-548-5670 410-548-1328 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 [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

Business Journal • February 2009PAGE 24


JA RECEIvES AWARD - Junior Achievement of the Eastern Shore was awarded the non-profit organization’s Summit Award, one of Junior Achievement’s highest honors. The award is given by JA Worldwide Headquarters to local JA offices that have reached outstanding success in financial health, program quality, management effectiveness and program growth. Jayme Weeg (left), president of Junior Achievement of the Eastern Shore, ac-cepted the award on behalf of board members and staff at the Ju-nior Achievement Eastern Regional Leadership Conference held in Providence, R.I. The award was presented by Lyn Bergdoll, regional vice-president. For more information, visit www.ja.org.

M&t BANK DONAtION - M&T Bank and Junior Achievement (JA) recently formed a partnership to bring financial literacy and work readiness skills to kids at Prince Street Elementary in Salisbury. Sponsorships from companies like M&T Bank provide the necessary funding to bring the JA program to schools across Delmarva. Seated from left are: Prince Street students Kate Cazar, Mones Hajizadeh, Bruce Ellis and Brent Gross. Standing are Paris Keene, Breesa Rivas, Najeeb Awan and Luis Calde-ron. Back row from left are: Jon Sherwell, Gene Malone, Ms. Wauchilue Snyder, Jayme Weeg and John Hickman. To volunteer or make a donation to Junior Achievement, call 410-742-8112.

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________________________________________________________________________________________________________________________________________________________________________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 ________________________________________________________________________________________________________________________________________________________________________Oddi Atlantic Pam Gregory 410-651-5447 410-651-5534 OddiAtlantic.com [email protected] Park Dr., Princess Anne, MD 21853 ________________________________________________________________________________________________________________________________________________________________________REAL EStAtEColdwell Banker Melissa Lear 410-543-4545 410-543-9609 cbmove.com/melissa.lear [email protected] S. Salisbury Blvd., Suite B, 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 ________________________________________________________________________________________________________________________________________________________________________

To advertise your business in the Business Journal Directory Contact Emily Rantz at 410-749-0144 or email [email protected]

Name Contact Phone Fax Website Email

Business Journal Directory

Consumer Advisory

Plain Talk About Long-Term Care Planning

A Timely Word For People With Stock Market Investments

If you could ... would you have insured yourself against losing money invested in stocks?

Like investment market risk, losing your retirement savings to the high cost of long-term care is a real risk anyone living a long life faces.

The difference is, that one you can prevent with early planning. It’s not hard to start ... getting information is the smart first step.

Long-term care insurance isn’t for everyone ... and here are important facts for you to consider.

Life goes on ... and so do you. One of the main benefits of planning is preparing against a future catastrophic event. It’s

smart to start.

Few know that you have to “health qualify” for long-term care protection and it gets harder as we get older. Even those with existing health issues may qualify, but you should find out now before things change.

Also, each company sets their own rates and the difference from one to another can be quite

significant. That’s why it really pays to work with a knowledgable professional who can help you find the best protection for the lowest price.

If you don’t act, you are accepting your default plan that’s already in place. You’re going to have to spend your own savings ... depend on family and friends.

Planning ahead always pays.

We Believe In Plain Talk About Long-Term Care Planning.No-obligation answers and costs for protection.

Call me today for no-obligationinformation

LIVING A LONG LIFE IS LIKELY

PLANNING FOR IT IS NECESSARY

LONG-TERM CAREINSURANCE PAYS

Steve Smith 410-546-9725 officePremier Planning Group

1703 Upper Millstone LaneSalisbury MD 21801


To learn more call 410-548-7699

Easton | Cambridge | Salisbury

H&R BLOCKbusiness services

Prepare 1.2 millionbusiness & individual

tax returns and something happens.

You get really good at it.

Whether you're a wedding planner or own a plumbing supply company, we're here year-round to help you with:

• Bookkeeping • Tax Preparation• ITIN & Notary Services • Payroll

(only $29). Let us either confirm it is correct and receive our Standard Guaran-tee; or if we discover a tax law error, you may be due additional refunds or owe less to the IRS. 87% of returns have errors, 50% of those are in your favor, and on average we find $1300.

(only $29). Let us either confirm it is correct and receive our Standard Guaran-tee; or if we discover a tax law error, you may be due additional refunds or owe less to the IRS. 87% of returns have errors, 50% of those are in your favor, and on average we find $1300.

Bring in your Business or Individual Tax Return for a Second Look Review

On Friday, Jan. 16, the Bonfire for Brooke was held at the Marshall Auc-tions/Porter Marshall Real Estate office.

Donations were collected for four-year-old Brooke Mulford of Salisbury, who was recently diagnosed with a form of cancer known as neuroblasto-ma. Food, entertainment, and other ser-vices were donated by many local busi-nesses, and over $12,000 was raised to help with Brooke’s medical costs.

For information on how to donate to the Brooke Mulford Foundation, visit www.brookemulford.com

Dara and Henry Hanna of Sperry van Ness

First row from left: Doug Marshall, Alyssa Cramer, Juley Pinchak, Christal Mar-shall, Holly Campbell, talane Hastings. Second row lfrom left: Andrea Chandler, Eric Morris, Hayley Howard, Mark Lupean.

fundraiser raises more than $12,000 Preventing drug use seminarSpecial seminar on preventing

drug use at home or in your work-place will be taught by American Drug Testing, Inc. at the Chamber of Commerce on Tuesday, Feb. 24, from 9 to 11:30 a.m. Cost is $20 for Chamber members $29 for non-members. Call 410-749-0144 to sign up.

This interactive seminar will cover:

• Home Testing: How to test your kids for ten different drugs and alco-hol in the privacy of your home, and get results within 5 minutes; how to spot drug use; what you should do; how to gain control, and where to go for help.

• Workplace Testing: Implement-ing a drug-free program, creating a drug policy, learning the rules and regulations about testing and, how to test, where to test pre-employment testing, and supervisor training,

• School Testing: How to set up a drug testing program; how to learn if there are drugs in your school with-out testing one child; Parents’ Kits available.

• The Wipe: A unique way to test for drugs without touching one per-son and instead testing surfaces. We are the only company in a multi-state region that has the capabilities to do this.


Sharp Water, Inc. of Salisbury and Dover recently received a certificate recog-nizing their positive environmental impact. From left to right are Kent Simon, Ethos Mid-Atlantic Master Distributor; Elaine Patterson, Ethos Account Execu-tive; and DJ Shannahan, President of Sharp Water standing in front of one of Sharp Water’s vehicles displaying “Going Green” bumper sticker.

Patrick Glennon, president of Ethos Commerical based in Valley Forge, PA and a subsidiary of Ethos Environmen-tal, Inc., a San Diego-based company, recently recognized Sharp Water of Salisbury as a region leader in helping to reduce hydrocarbon emissions.

DJ Shannahan, president of Sharp Water, emphasizes that he feels a com-mitment to help clean the air we all breathe. In keeping with Shannahan’s environmental mission, Kent Simon, Ethos

Commercial Mid-Atlantic Master Distributor and Elaine Patterson, Ethos Account Executive, conducted a two-week trial on four of Sharp’s vehicles. Ethos is a non-toxic, non-hazardous fuel and engine conditioner that reduces emissions, lowers maintenance costs, reduces friction and saves on fuel. Be-fore and after opacity readings on the three diesel vehicles tested revealed emissions were reduced 33.8%, 65% and 78.1% respectively.

Based on the positive results of the

trial, as of January 1, Shannahan is using Ethos fleet-wide. According to Shannahan, Sharp Water used approxi-mately 40,000 gallons of fuel in 2008. With similar 2009 fuel consumption and with fleet-wide emissions reduction of 30% on average, Sharp Water will re-duce their emission particulates into our atmosphere by 70.4 tons.

A long-time resident of Wicomico County, Patterson states, “The latest figures available through Green Media Toolshed and it’s sponsored website, www.scorecard.org, lists Wicomico County as one of the worst county pol-luters in the nation. Shannahan is to be congratulated for taking steps to improve these statistics and the carbon footprint in our region.”

Patterson also stated that Ethos is being used nationally and internation-ally by such large corporations as Allied Waste, Precision/Bavarian/Tri-Star Mo-tor Transport, and municipalities like North Miami to reduce costs as well as their carbon footprints.

Sharp Water recognized for reducing hydrocarbons

Why advertise in the Business Journal?With the inception of

the Business Journal, Mail Movers has used the Business Journal to market our Mailing Services and Mailing Equipment to business prospects and custom-ers. As a business to business organization, the ability to target specifically over 1300 local business members in one media source, has proven to be most effective making our name and products known throughout several local Chambers. The incen-tive communicated within the Journal to “Buy Local”, identifies Mail Movers through adver-tising as a local business that qualifies by being a Chamber Member, to seek a fellow members’ business. A business that wishes to be recog-nized among its’ peers, I recommend the Busi-ness Journal as a thing to do today. Let your prospects know you mean business!

Alan Dykes, PresidentMail Movers

Comcast Spotlight has faithfully advertised in the Salisbury Business Journal for over two years. We couldn’t be happier with our service. The graphic design team consistently surprises

us with cutting edge de-sign and quality. Adver-tising in the Salisbury Business Journal is an excellent way to reach the business community in the Salisbury area and a great way to sup-port the chamber.

Stephanie Willey, Local Sales ManagerComcast Spotlight

“When a new busi-ness comes into the area, first contact is extremely important. The business owner needs insurance right away and they want it from a local reputable agent. Advertising in the Journal lets those busi-nessowners know who we are and what we have to offer even before they arrive in town. We often get calls from busines-sowners and families who are moving into the area, stating they saw our ad or read about us in the Business Journal. We know it works.”

Tom Wisniewski, President Avery Hall Insurance Group

“The Salisbury Busi-ness Journal has been an excellent venue for promoting the brand and mission of Bay National Bank. Since our incep-tion in 2000, we have placed full-page ads in premium positions and have realized a great benefit in terms of raising awareness of our young institution. The Salis-bury Business Journal has made it possible for Bay National Bank to effectively communicate our mission — to create mutually-supportive relationships with small and mid-sized busi-nesses that are the backbone of our economy. The Salisbury Business Journal is professionally managed and through its journalistic accom-plishments has become an invaluable part of the eastern shore business culture.”

Hugh W. Mohler, Chairman & CEO, Bay National Bank

Call Emily Rantz today to find out how your business will benefit from advertising

in the Business Journal

410.746.0144email - [email protected]

Prepare for a new position or gain theskills to take your career to the next levelby taking non-credit courses offered byWor-Wic Community College.

Register now. Classes start as early asFeb. 2. For a complete listing of our businessand supervision classes, see our non-creditschedule at www.worwic.edu or call ourcontinuing education officeat (410) 334-2815.

SUPERVISION & LEADERSHIP • COMMUNICATION SKILLSSMALL BUSINESS • FINANCE • CUSTOMER SERVICE

TIME MANAGEMENT • WRITING

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

BUSINESS&SUPERVISION

www.worwic.edu

Prepare for success

Keeping Delmarva Connected

Offering the best of both worlds.

Traditional Telephone Systems or Converged Network Solutions for your business needs

Telephone & Voice Networking Systems | Voice Mail/Unified MessagingVoice Over Internet Protocol (VoIP) | Hospitality Telephone Systems

Computer Network & Fiber Optic Cabling | Commercial Sound Systems

410-546-5150300 B Mill Street Salisbury, MD 21801

SBK-NovemberAd_9.6x6.indd 1 11/5/08 9:02:38 AM


Direct Mail Advertising

• Target Just Your Audience. • Pay less per response.

• Put your messa ge right in their hands!

410-749-1885 • 1-800-356-5923

• Graphic Design • Printing • Postage Meters • Mailing

112 Moss Hill Ln. Salisbury, MD 21804 www.mailmovers.net

MAIL MOVERS

Call Jill Kenney our Postal Consultant, now !

DiscoverDELMARVA

Salisbury-Wicomico Magazine 2009

Contact Emily Rantz for advertising information at 410-749-0144 or email [email protected]

Don’t miss your chance to be featured in the 2009 Discover Delmarva

magazine and directory.

Advertising discounts are offered to Salisbury Chamber of Commerce members.

By Carol KinsleyWho would have wagered, nearly 15

years ago, when the Delaware General Assembly legalized slot machine gam-bling at Delaware race tracks, that slots would net $527 million in fiscal year 2008 after bills and pay-outs? Approxi-mately one-third of that goes into state coffers. That income is expected to drop significantly now that Maryland has fol-lowed Pennsylvania's move, in 2004, to approve the installation of slot machines.

Tom Cook, Delaware deputy secre-tary of finance, said, "We anticipate that Maryland slots will be up and running in the spring of 2010, so they will impact the state of Delaware in the last quarter of that fiscal year by $10 million. When slots have been operating a full year in 2011, the anticipated impact is $70 mil-lion." Cook explained that the state ex-pects 37 percent of the take in FY2010 and FY2011. In 2010, that will be close to $195 million. That does not take into account all the tourists' dollars spent while they're in the state.

Many residents do not realize the close connection between slots and the horse industry in the state. The original legislation was called the Horse Racing Redevelopment Act, and the income earned at each slots venue, or "raci-nos, as one spokeswoman called them — Delaware Park, Dover Downs and Harrington Raceway — stays there.

Over the past decade, slots have funded racing improvements at Delaware Park including a newly resurfaced dirt track enclosing a manicured turf oval, a huge infield video monitor, an overhaul of the clubhouse, new grandstand seating and more. The state fairgrounds at Har-rington has benefitted, with new show barns and exhibit halls. The casino itself saw improvements made last year.

John Mooney, executive director of horse racing for Delaware, said slots "has been the saviour of racing in the state of Delaware, and racing generates a lot of jobs." Slots have allowed race tracks in Delaware to remain in busi-ness, which is economically important, especially in the area of agriculture, he continued.

Not only is revenue generated for the race tracks to invest in the racing part of the business, but 10 percent of the earn-ings is allocated to purses for the horses. Thoroughbred racing at Delaware Park anticipates getting $26 million in FY 2010 and only $19 million in FY 2011, according to Cook.

Mooney said, "Certainly we have felt the effect of Pennsylvania getting slots. We also have to factor in the present economy. It all blend negatively toward the entertainment business. We won't be sure what the numbers are until the end of the year. Delaware naturally drew a lot of people from Pennsylvania.

"As for the Maryland questions, it

will be quite a while before they're up and running, and we don't yet know where they will be located."

Bid for those sites are due Feb. 1, but with billion dollar projects getting scrapped in gambling meccas such as Las Vegas and Atlantic City, will there be willing investors for gambling in Maryland? The owners of Ocean Downs and Laurel Park have already expressed an interest in gambling licenses for their race tracks. Maryland, too, is counting on income from slots to provide a better future for the horse industry. Slots were projected to bring in $911 million annu-ally for the state by 2013.

According to J. Robert Burk, execu-tive director of the Maryland Horse In-dustry Board, one of the laws that takes effect with passage of the referendum in November requires the horse industry "to show a defined marketing plan for the industry in order for the racing facili-ties to receive funds for the revitalization of any and all tracks in the state."

According to a recent story in the Philadelphia Inquirer, Pennsylvania slots revenue last month was $114.7 million, up $13 million from November 2007. The state's share — 55 percent — of the combined take from the seven casinos was $1.32 billion of their $2.4 billion take from the first 11 months of 2008.

Ed Sutor, president of Dover Downs said the Maryland referendum "has got a lot of people in the state concerned,

especially with the current economic conditions. We've been anticipating slots in Maryland for many years."

He continued, "We think our state will have to react, possibly by approving sports betting, which is something only Delaware can do (in the East.)" He ex-plained that a federal law passed in the 1990s prohibited sports betting except in four states, Oregon, Montana, Nevada and Delaware, which had sports betting in the 1970s. "So Delaware can resume, if we choose to. If would give us a unique marketing tool that no one else east of Montana would have."

Sutor envisioned a separate area at the casino where bettors could watch the games on big screen televisions, rather than off-site betting. Sports betting would attract a new demographic, he added. "Right now, slots mostly attract females. The average age is 55. Sports betting attracts 90 percent males in their 30 to 40s. This is a whole new market. Hopefully it would compensate at least partially for Maryland getting slots.

"We prefer the sports betting be at the three race tracks. The alternative is to allow it at all places that sell lottery tick-ets." Sutor did not think that situation would draw bettors from out of state. "Who would drive to a gas station to bet on a game and go home?" he asked.

The biggest benefit of on-site sports

How will Maryland’s new gambling laws effect Delaware?

Continued to page 34


Company Name

Mailing Address City State Zip

Print Name

Phone # Fax #

Signature Date

Dear faithful reader, You’re a savvy professional.

You’re also a nice person.

We love sending you the Business Journal for free each month.

If you love receiving it, then sign this coupon and fax it back to us at 302-629-9243.

You’ll be handsomely rewarded.

Thanks pal.

If you would like additional copies mailed to your office, please fax or mail a signed coupon for each request.

Prudent investing takes more than detailed knowledge about different types of investment strategies. It also requires a clear understanding of the economy and how it works. The fol-lowing are descriptions of some of the more important economic reports that we believe every investor should know about:

Gross Domestic Product (GDP): Provided quarterly by the Bureau of Economic Analysis, GDP offers the proverbial “big picture” on the U.S. economy.

It measures the value of all goods and services produced in the United States during a calendar year minus ex-ports, government spending and prod-ucts made by U.S. companies in foreign markets.

When GDP increases, the economy is said to be growing or expanding. When GDP declines, the economy is said to be slowing or decelerating. When GDP declines for two consecu-tive quarters, many economists consider the economy to be in recession.

Consumer Confidence Index: This index gives a good sense of how Amer-icans feel about the current economic environment and about their future ex-pectations.

The index is published monthly by the Consumer Research Center of the Conference Board and is based on a representative sample of 5,000 U.S. households.

When people are positive about the economy, the index tends to go up. When they are pessimistic, it tends to decline.

A rise or decline in the Consumer Confidence Index can have a major effect on the way Americans spend money. This can impact the economy at large since consumers make up about two-thirds of U.S. economic activity.

Employment Cost Index: This index is used to monitor inflation by measur-ing changes in labor costs for money wages and salaries.

It also measures non-cash fringe benefits in non-farm private industry and in state and local government. It is provided quarterly by the Bureau of Labor Statistics.

Index of Leading Economic Indica-tors (LEI or ILEI): The Conference Board provides this index every quarter. It consists of 11 economic reports, such as initial unemployment claims, stock-market activity, building permits, new orders for consumer goods, plant and equipment orders and sensitive material prices.

Since the LEI consists of so many varied economic reports, it is gener-ally considered to be a helpful gauge of

future economic activity. In fact, three consecutive increases in the LEI sug-gest that the economy may have begun a longer-term expansion.

Industrial Production: This index, provided each month by the U.S. Federal Reserve, offers an informed view on how key industries are faring. Specifically, it shows the change in output for three sectors: manufacturing, mining, and the gas- and electric-utility industries.

Consumer Price Index (CPI): This index tells you whether prices are rising or falling. It’s published each month by the Bureau of Labor Statistics. The CPI tracks the price changes for a fixed bas-ket of goods and services, from bread and milk to cars and energy.

Rising inflation is negative for the economy because consumers must spend more money to buy the same basket of goods and services.

A decline in inflation is generally positive because consumers can spend less to buy the same basket of goods and services, leaving them more dis-posable income to help prop up the economy.

However, negative inflation, or de-flation, is unfavorable, because both people and businesses minimize spend-ing in hopes of getting the same goods and services at lower prices later.

Unemployment Rate and First-Time Jobless Claims: The unemployment rate is the percentage of American workers who are out of work.

“First-time jobless claims” is the number of people filing for unemploy-ment benefits for the first time. These important indicators are provided by the Department of Labor.

When unemployment rises, fewer people are working and, therefore, fewer consumers are spending money - a negative for the economy. When the job market shows strength, more people are working and more consumers are spending money, which indicates eco-nomic growth.

All of these economic indicators can affect the stock and bond markets, but other factors also move prices: short- and long-term interest rates, corporate earnings and earnings guidance from chief executives, geopolitical events and general investor sentiment.

Your financial advisor can help you understand the potential impact of these and other economic indicators on your investment portfolio.

This article was written by Wacho-via Securities and provided courtesy of Timothy Gonzales, AAMS, financial advisor in the Salisbury Branch at 410-548-5400.

Key economic reports every investor needs to understand Seek & Find

Every month, the Salisbury Area Chamber of Commerce will be placing three questions that pertain to information found in the previous month’s Business Journal or a special event that hap-pened at a Business After or Before Hours, a Chamber event, or even information regarding your Chamber staff. We invite you to e-mail your answers to [email protected]. If all three of your answers are correct your name will be placed in a drawing for a Free Ad in the Business Journal. The drawing prizes are subject to change each month. You are encouraged to ask your fellow Chamber Members for assistance in answering the ques-tions. Good Luck!

1. Name two networking opportunities that the Chamber pro-vides for you?

2. Which month of the year is known as National Mentoring Month?

3. What major event was held at the Salisbury Chamber Build-ing in December?

ANSWERS FOR DECEMBER1. One Plaza East2. The Centre at Salisbury3. Young Professionals Committee


The President’s DistinguishedCommunity Leadership Award:Recognizing Those Who Change UsBy Amy HassonSalisbury University Chief of Staffand Town-Gown Council Chair

What makes a community special,transforming its members daily in waysthey may not even be aware?

When Sue Revelle co-founded theWomen Supporting Women breastcancer support group in 1993, she sawit as a natural extension of her jobworking with cancer survivors inPeninsula Regional Medical Center’sradiation unit. More than a decade anda half later, hundreds of women in sixcounties on the Eastern Shore havecalled it a lifeline.

“We’re all connected in humanitythrough our need for one another,”said Lewis R. Riley, a Parsonsburgfarmer who served the people ofWicomico County, the Eastern Shoreand Maryland for more than fourdecades. He earned a reputation forcaring and fairness as a countycouncilman and a Marylanddelegate and senator, and also served asSecretary of Agriculture under threegovernors from both political parties,championing policies to preserve farmsand rural families.

Revelle, a Salisbury Universityalumna, didn’t set out to do anythingheroic, but her 15 years ofcommitment to the organization shehelped start have touched more than1,000 lives.

“Each day we’re developing aheritage,” said Riley. “We have to askourselves, is it one that we want tohand down?”

At Salisbury University, we believe incelebrating that kind of heritage.Revelle and Riley are the type ofheroes who make a communityspecial—ones whom we respect andwant as neighbors and friends. Theyare the people SU President JanetDudley-Eshbach seeks to honor withher President’s DistinguishedCommunity Leadership Awards,presented each May during SpringCommencement.

The award is given in two categories:� organization� individual

Women Supporting Women was themost recent organization to earn it,Revelle the most recent individualhonoree. The first individual winnerwas Riley in 2007.

The Community Foundation of theEastern Shore won the firstorganizational award. Celebrating its

25th anniversary this year, thefoundation supports non-profit andcommunity endeavors on the LowerEastern Shore through grants andprograms for youth as well as seniors, inareas such as the nursing shortage andother community needs. Last year thefoundation presented more than 1,500grants totaling some $4.6 million.

“Believing that learning and serviceare vital components of civic life,” theSalisbury University mission states thatSU should actively contribute “to thelocal Eastern Shore community and theeducational, economic, cultural andsocial needs of our State and nation.”In honoring individuals andorganizations such as Revelle and Riley,the University is able to not only saythank you to a community which hasbeen remarkably generous to thecampus, but to celebrate the honoreesas exemplars of civic behavior andmodels of action for our students.It’s win-win for all.

Nominations are currently open forthis year’s awards. All communityindividuals and organizationsthroughout the Lower EasternShore not affiliated with SalisburyUniversity are eligible. Nominationapplications for describing the natureand breadth of the individual ororganization’s contributions areavailable on the SU Web site atwww.salisbury.edu/communityleadership.Winners will be recognized on localtelevision and their names engraved ona plaque in the President’s Office.

Nomination applications and twoletters of support may be sent to me byMonday, March 16, at:

Amy Hasson, Chief of StaffPresident’s OfficeSalisbury University1101 Camden AvenueSalisbury, MD 21801or e-mailed [email protected]

One trait I’ve noticed in those Iconsider truly successful is “an attitudeof gratitude.” What better way tocelebrate the bonds of town-gownthan by saying “thank you” to thosewho have made a difference in our livesand our community?

www.salisbury.edu

BusinessJournal 01_09:BusinessJournalEditorial 3175 1/16/09 2:28 PM Page 1

EducationSchool receives accreditation

Salisbury University’s Franklin P. Perdue School of Business has main-tained its business accreditation by AACSB International-The Associa-tion to Advance Collegiate Schools of Business.

Only 559 schools of business - few-er than five percent worldwide - have earned this hallmark of excellence in management education.

To maintain accreditation a busi-ness program must undergo a rigorous internal review every five years, dur-ing which the program must demon-strate its continued commitment to the 21 quality standards relating to faculty qualification, strategic management of resources, and interactions of faculty and students.

Schools must also demonstrate a commitment to continuous improve-ment and achievement of learning goals in degree programs.

Scholarship winners announcedSea Gull Century scholarships will

be presented in memory of Thomas “Tim” Smith of Salisbury, a long-distance rider since the 1970s and long-time participant in Salisbury University’s annual Sea Gull Century. Smith, who was diagnosed with meta-static melanoma in 1997, passed away in July 2008.

His daughter Danielle, who has been involved in the Century for sev-eral years, and seven other SU students will receive Sea Gull Century scholar-ships presented in his memory.

Recipients include Christine Crad-dock of Burtonsville, Md.; Jamison Douglas of Hampstead, Md.; Char-line Festo of Baltimore, Md.; Patrick Gotham of Phillipsburg, N.J.; Kandice Hancock of Westover, Md.; Tara McGovern of Yorktown Heights, N.Y.; and Rachel Ploor of Crownsville, Md.

Presented annually since 2006, Sea Gull Century scholarships range from $500 to $1,000.

Hundreds of SU students volunteer at the event annually, helping bring Wicomico County’s largest one-day tourism event to life.

Sea Gull Century Scholarships are awarded to students who have con-tributed or participated in the Century. Scholarships are renewable for up to two years.

umeS plans annual gala“Celebrating the Blues” is the 2009

theme for the tenth annual UMES Gala, which will be held on Saturday, March 7 at 6:30 p.m. in the UMES Student Services Center ballroom.

The gala raises funds for scholar-ships. Past themes include “Mardi Gras,” “Carnival” and “Motown.”

Chairpersons of this year’s event are Jackie Cassidy, realtor and com-munity leader; James Gillespie, executive director of the Salisbury Wicomico Arts Council; and Dr. Shir-ley Hymon-Parker, chair of the UMES Department of Human Ecology.

For more information, to make a donation or to purchase tickets, call 410-651-8142.

SCORE seeks active or retired business owners

If you are an active or retired busi-ness owner and want to give back to the local business community, SCORE can use your help as a SCORE busi-ness counselor.

SCORE “Counselors to America’s Business” is a resource partner of the SBA (Small Business Administration). SCORE Salisbury Chapter #298 pro-vides free and confidential business counseling where the only goal is to help businesses to succeed.

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

As a business counselor you can also participate in email counseling which is offered through www.score.org.

SCORE counselors are needed from many backgrounds including, but not limited to, accounting, legal, market-ing, retail, construction, manufactur-ing, banking, insurance, agriculture and non-profit.

Join us at our open house on Wednesday, March 11 from noon to 2 p.m. at the Salisbury Area Chamber of Commerce building, 144 E. Main St., Salisbury.

For more information, call 410-749-0185 or visit www.salisburyarea.com/SCORE.htm.

Business Journal S February 2009 PAGE 33 You'll never hear her say,

"The older my flowers get, the more I love them."

In honor of St. Valentine's Day, Kuhn's Jewelers is offering a

20% SAVINGS on all diamond jewelry, including

engagement rings!

On the Plaza in Downtown Salisbury410-742-3256 • www.kuhnsjewelers.com

1-877-4-POHANKA 2011 NORTH SALISBURY BLVD.

WWW.POHANKAOFSALISBURY.COM

2312 Allen Drive Salisbury, MD 21801

410-546-5404 We Service All Brands Of Equipment

Service Contracts • We Recommend CARRIER

FREE ESTIMATES • SALES & SERVICE

Mid-Atlantic Heating & Air

Conditioning, Inc.

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

Cox represents PowerwaveWesley Cox, CCIM was recently

selected by Grubb & Ellis as the local representative in the sale of the former Powerwave facility, most commonly known as the Filtronic Comtek property.

The property is 74,000 square feet on 28 acres located on the corner of Route 50 and Walston Switch Road opposite Wor-Wic Com-munity College.

The facility is known for its architectural design with amenities such as an onsite cafeteria, a daycare pad site, multiple conference rooms, onsite pond with fountain and more. The facil-ity is being offered at $6,200,000.

For information regarding this facil-ity, call Cox at 410-543-2421.

Crosby joins Gmb

Timothy F. Crosby, AIA has joined George, Miles & Buhr, LLC (GMB) as vice president/architectural division lead-er in the Salisbury office.Crosby’s pri-mary responsibilities include managing and coordinating all architectural staff and the oversight of architectural proj-ects firm-wide, providing direction to su-pervisors, handling workload allocation and resource planning, developing new business for the division, supervising

and developing staff, providing guidance on complex issues and ensuring overall productivity and quality assurance for the division. Crosby has over 36 years of archi-tectural experience and is a registered architect in Maryland, Pennsylvania, North Carolina, Virginia, Tennessee and Florida. He holds a bachelor’s de-gree from Frostburg State University and a master’s degree in ar-chitecture and city and regional planning from Catholic University of America.

He and his wife Roberta recently moved to the area from Raleigh, N.C.

haggerty joins SbDCLois Haggerty has joined the Mary-

land Small Business Development Cen-ter (SBDC) Eastern Region at Salisbury University as a full-time business consul-tant. For the past 21 years, Haggerty was a small business owner and independent business consultant assisting a wide range of clients in evaluating new and expansion business opportunities, and developing effective customer-focused strategies. Before establishing her prac-tice, Haggerty was the director of plan-ning and market research at a medical center in San Francisco. She holds a B.A. from Ohio State University and an M.S. from Rutgers University. For more information, call 410-548-4419.

Crosby

Cox

Personnel File

Securities and Insurance Products:NOT INSURED BY FDIC OR ANY FEDERAL GOVERNMENT AGENCY - MAY LOSE VALUE - NOT A DEPOSIT OF OR GUARANTEED BY A BANK OR ANY BANK AFFLILIATE

Wachovia Securities, LLC, Member SIPC, is a registered broker-dealer and a separate nonbank affiliate of Wachovia Corporation. ©2008 Wachovia Securities, LLC

Timothy A. Gonzales, AAMS®

Financial Advisor410-548-5400 ext 305

[email protected]

1131-A South Salisbury Blvd. Salisbury, MD 21801

Do You Have Questions About

Call today for information

Retirement Plans & Investments ?


Although it sounds strange, you may encounter situations in which you have to accept money even if you’d rather not.

Such is the case with required minimum distribu-tions (RMDs) from your traditional IRA, 401(k) or other employer-sponsored retirement plan.

But thanks to recent legislation, you can ignore the “required” part of RMDs — at least for a year.

Specifically, lawmakers recently placed a one-year moratorium on taking RMDs for 2009. If you’re not familiar with the rules governing RMDs, here’s a little background.

Generally, the IRS requires you to begin taking RMDs in the year in which you turn 70-1/2, or no later than April 1 of the following year.

For example, if you turn 70-1/2 in 2009, you would normally be required to take your first RMD by April 1, 2010.

You must also think about RMDs if you are a beneficiary of someone else’s IRA, 401(k) or other retirement ac-count, because when the account owner

dies, regardless of age, you must gener-ally begin taking RMDs.

And this is also true if you are the beneficiary of a Roth IRA, even though Roth IRA owners are never required to take RMDs.

But thanks to the new legislation, you can skip the required 2009 distribu-tion if you reach 70-1/2 in 2009 or if you’re a beneficiary currently required to take RMDs.

You also have until Dec. 31, 2010, to accept the 2010 RMD, which will be based on your retirement account bal-ance at the end of 2009.

Why did Congress decide to provide this RMD “holiday” for 2009? For the answer, you need look no farther than your IRA or 401(k) account balance.

As you are well aware, 2008 was not a stellar year for the stock market.

Consequently, as 2008 draws to a

close, the market value of your IRA or 401(k) is probably considerably lower than it was in earlier years.

This could have been a problem for you if you had to start taking RMDs in 2009, because these distributions are based, in part, on your account balance at the close of the previous year — which means you may well have had to sell some stocks or other investments in your retirement plan when their price was down.

To help people avoid having to “sell low,” Congress acted.

Ultimately, you will have to end up taking distributions again. But before that happens, take some time to decide how large of a distribution you should accept each year. If you need the mon-ey, you might have to take out more than the RMD.

But if you can get by on just the minimum distribution, you may want to do so, thereby keeping as much of your retirement account as possible in a tax-deferred account.

But for now, if you have any ques-tions about taking RMDs in 2009, con-tact your financial and tax advisors.

Enjoy a holiday from required minimum distributions

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

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

By Kelley M. Selph

...lawmakers recently

placed a one-year

moratorium on taking

rmDs for 2009.

investingbetting is the other things that peo-ple do when they are here — eating in restaurants, staying overnight in hotels, pouring a lot of money into the local economy that we wouldn't get if it were proliferated through the entire state. Sutor estimated that 35 percent of Delaware's slots cus-tomers come from Maryland. "We don't expect to lose all that, but we'll have to share with Maryland. They also go to Pennsylvania and Atlantic City, and that hasn't put us out of business. We don't expect to go out of business," he said confi-dently.

"We spent $100 million at Do-ver Downs to double the size of the hotel and recently expanded the casino by 70,000 square feet, including three restaurants, a night club, four retail stores and all the amenities that customers said they wanted to see. We added a first class, luxury, high end spa that customers asked for. There are hot tubs in suites, 50 new plasma tele-visions, billiards tables, wet bars.

"We did all that to make our-selves a destination, because for people to drive an hour or two, they don't wan to gamble and turn back, but to do other things, a lot of things they're used to seeing in Atlantic City and Las Vegas." Sutor said slots are currently the fourth largest source of revenue to the state of Delaware. "We want to be first."

Continued from page 30

Maryland slots

The following Directory of Business Journal advertisers provides quick ref-erence for your convenience. The num-ber appearing before the name of the business refers to the page number where the ad appears in this edition of the Journal.

Architecture / Engineering 14 AWB. . . . . . . . . . . . . 742-7299 6 Becker Morgan. . . . . . . . . . . . .

Auctioneers 17 Marshall Auction. . . . 749-8092

Automobiles & Services 19 Pittsville Motors . . . . 310-8903 33 Pohanka. . 1-877-4-POHANKA Communications 4 Comcast Spotlight . . 341-8950

Construction 15 Bud Esham . . . . . . . 742-1364 8 Harkins Builders. . . . 750-2600 18 Southern Builders . . 341-3800

Education 29 Wor Wic . . . . . . . . . . 334-2815

Employment 20 Express Employment . . . . . . . 860-8888

Farm & Garden 16 Farmers & Planters . 749-7151

Financial 2 Bay National Bank . . 334-3636 27 H&R Block . . . . . . . . 548-7699 36 PNC . . . . . . . . . .888-762-6226 29 Shore Bank . . . . . . . 543-260033 Wachovia . . . . . . . . . 548-5400

Health 12 Accurate Optical. . . . 749-1545 15 Apple Discount Drugs . . . . 543-840122 Aquacare . . . . . . . . . 548-7600

Heating & Air Conditioning 33 Mid-Atlantic Heating. . . . . . . . . . . 546-5404

Insurance 5 Atlantic Smith . . . . . . 835-2000 15 Avery Hall. . . . . . . . . 742-5111 12 HK&T . . . . . . . . . . . . 749-0116 7 ISG. . . . . . . . . . .800-336-5659

Jewelry 33 Kuhn’s . . . . . . . . . . . 742-3256

Lodging 11 Courtyard by Marriott 742-4405 23 Sleep Inn Salisbury . 572-5516 Mailing 30 Mail Movers . . . . . . . 749-1885

Paving 8 Chesapeake Paving & Sealing, Inc. . . . . . 742-2330

Real Estate20 Alessi Properties . . . 548-7737 35 Sperry Van Ness . . . 543-2440

Screen Printing 21 Chesapeake Screen Printing . . . . 749-7660

Services 29 Delmarva Tele-Plus . 546-5150 10 Peninsula Oil . . . . . . 749-4072 13 SHRM . . . . . . . . . . . . . . . . . . .

Technology 20 Telewire . . . . . . . . . . 749-235522 Vantage Point. . . . . . 219-7934

Utilities14 Choptank Electric. . . . . . . . . . . 6 Sharp Water. . . . . . . 742-3333

Business Journal Advertising Index

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/LEASE

• 4,180 +/- sq. ft free-standing office building • Private asphalt parking lot with 17 spaces • 100’ of road frontage • Centrally located in Salisbury • Appraised for $600,000

Sperry Van Ness – Miller Commercial Real Estate Welcomes Tom Knopp to our Delaware office! Tom specializes in the sale of Industrial, Retail,

Office, Commercial Investment Property, and Land in Maryland and Delaware.

Contact Tom Knopp 302.249.9097 38375 Old Stage Road I Delmar, DE 19940

• 1.76 acres (Zoned C-2 General Commercial)• Last lot available! Located in front of Holiday

Inn Express• Excellent visibility and traffic• Located 1 mile north of Salisbury

Contact Brent C. Miller, CCIM, CPM or Rick Tilghman, CCIM

http://Sale.SVN.com/LighthouseSquare4

$3.50 psf

RoUTE 13

DELMAR, MD | FoR SALE

• 2,795 +/- sq. ft. 2-story office/service space available on .28 acre • Total renovation in 2007 • 1st floor office- 1,480 +/- sq. ft. • 2nd floor office- 1,315 +/- sq ft

304 E. MAIN STREET

FRUITLAND, MD | FoR SALE/LEASE

• Sq Ft Freestanding Office Building• Highway Location with Great Access • Ample Parking

1520 S. SALISBURY BLVD.

SALISBURY, MD | FoR LEASE

• 12,300 Sq Ft Freestanding Office Building• Located on 2.39 Acres• City Water & Sewer

743 S. CAMDEN AVENUE

SALISBURY, MD | FoR SALE

• 2,452 – 7,804 Sq Ft of Class A Office Space• Located in the ES Adkins Business Center• Great Route 13 Access

801 N. SALISBURY BLVD.


• 22,500 sq ft on 5 acres • Open Span Construction – Truck Dock &

Drive in Access• Fully Sprinklered - Paint & Sanding booths

in Place• Entire Building Serviced with Compressed

air lines

101 ENTERpRISE DR. 1820 SWEETBAy DR.

hURLoCk, MD | FoR SALE SALISBURY, MD | FoR SALE212

32908 JohNSoN RoAD

SALISBURY, MD | FoR SALE800

410.543.2440 206 East Main Street • Salisbury, MD 21801

Delaware Office302.846.9908 38375 Old Stage Road • Delmar, DE 19940View all of our listings at www.SVNmiller.com Sperry Van Ness is a registered trademark of Sperry Van Ness International Corporation. This location is independently owned and operated.

724 E. MAIN ST.

$229,500 or $8 psf

$9 psf $595,000 or $3.75 psf

$399,999

SALISBURY, MD | FoR SALE/LEASE

• 500 +/- sq ft fee-standing office building• Private parking• Located on signalized corner• Excellent visibility

1100 N. SALISBURY BLVD.

$130,000 or $650/month $309,500 or $8 psf

$795,000

$2.4 million

$600,000

$7.90 - $9 psf


http://Sale.SVN.com/304EastMainStreet or http://Lease.SVN.com/304EMainStreet

Contact Chris Peek, CCIMhttp://sale.svn.com/100enterprise

Contact John McClellan, CCIMhttp://lease.svn.com/esadkins

Contact John McClellan, CCIMhttp://lease.svn.com/1520southsalisbury

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

Contact John McClellan, CCIM http://sale.svn.com/743scamden

• (2) 1,200+/- sq. ft. retail units available• Located in Spring Hill Plaza• Open floor plans

Contact Brent C. Miller, CCIM, CPM or Rick Tilghman, CCIMhttp://Lease.SVN.com/SpringHillPlaza

28754 oCEAN GATEWAY


$700/mo

NEW LISTING


http://Sale.SVN.com/724EMainStreet or http://Lease.SVN.com/724EMainStreet

• Northwood Industrial Park• 66,000 sq ft building in 13.79 acres • Rail, drive in and truck dock doors • Rail Access

2015 INDUSTRIAL pARkWAY

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

• 41,000 sq ft on 10 acres • Up to 50 acres available

• Clean Dry warehouse-manufacturing facility on 10 acres

• 3 dock high doors one enclosed dock • Floor Drain throughout facility


http://Sale.SVN.com/724EMainStreet or http://Lease.SVN.com/724EMainStreet

The PNC Financial Services Group, Inc. (“PNC”) provides investment and wealth management, fiduciary services, FDIC-insured banking products and services and lending and borrowing of funds through its subsidiaries, PNC Bank, National Association and PNC Bank, Delaware, which are Members FDIC. PNC does not provide legal, tax or accounting advice. ©2009 The PNC Financial Services Group, Inc. All rights reserved. Investments: Not FDIC Insured. No Bank Guarantee. May Lose Value. ADV PDF 0109-042

Nothing’s more important than trust when it comes to building client relationships. At PNC, we believe respect

and confidence are things to be earned every day. That’s the way we do business. And it’s the only way we know of to

truly help people achieve their goals for the future.CaLL 1-888-762-6226 or VIsIt pnc.com.

Your clients trust you to do what’s best for them.

so do ours.

Trusts & Estates | Wealth & Retirement Planning | Investment Management | Private Banking Services

salisbury business journal

Documents

years salisbury festival

salisbury festival celebration

highlights downtown

ceo of shore bank

local area

local bankers

new committee members

eastern shore