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Vol. 17 No. 8 Dedicated to the Principles of Free Enterprise March 2014

INSIDEBusiness Directory ................36-37Calendar .......................................4Education .............................33-35Health ....................................30-31Investing .....................................15Membership Renewals .................4Member Spotlight .........................8New Members ............................13Personnel File ............................29Salisbury University ....................35

mandatesWill PMT mandates impede fur-

ther progress of economic develop-ment? Page 18

Final Print EditionLearn more about the history of

the Business Journal.Pages 6 and 8

Agri-BusinessFrom local marketing techniques

to worldwide trade operations, farmers are facing challenges

Pages 22-28

Salisbury Business Journal goes online

Effective with the March 2014 edition of the “Business Journal,” we’re moving to an online format. The March printed version will be the last. After nearly 17 years of publication, the Chamber’s Execu-tive Committee has decided it’s more economically feasible to create and

maintain an online version. The cost of printing and distribution monthly has increased considerably and with the shift in the information world that we want things “now,” instead of later, through laptops, tablets, and smartphones, the Executive Commit-tee felt this was the best way moving forward. The Chamber thanks Bryant and Carol Richardson of Morning Star Publications for their support and

dedication over the past 17 years as publishers of the Business Journal for the Chamber.

Under the new online format, you will still be able to obtain the same news as in the printed version and more! With the online version, we’ll post updates daily and weekly so the Journal will be “fluid” instead of a printed monthly fixed publica-

Big changes are in store for the 32nd Annual Salisbury Festival, on April 25-27, in Downtown Salisbury.

The Salisbury Festival has always been a way to celebrate the coming of spring in our community. Spring is the season of new beginnings and growth, which is exactly what the Salisbury Downtown community has witnessed a great deal of recently. With numer-ous new businesses, restaurants, and special events popping up Downtown, and a budding community of individu-als committed to seeing the Downtown thrive, it is only fitting to freshen up the 32-year-old Salisbury Festival.

The 2014 Salisbury Festival is pre-sented by Toyota, KISS 95.9, Q105, Magic 98.9 & Froggy 99.9, and Com-cast. Their support will help the Cham-ber in delivering an exciting weekend of family fun and entertainment for our community.

The purpose of the Salisbury Fes-tival is to promote Downtown Salis-bury as the heart of our community, emphasizing that it plays a vital role

Big changes in store for Annual Salisbury Festival

Mark your calendars for the 32nd Annual Salisbury Festival held in Downtown Salis-bury on April 25-27. Visit www.salisburyfestival.com for more information.

Salisbury Area Chamber of Commerce

Patrons

Salisbury Area Chamber of Commerce

By Ernie ColburnSACC CEO

Continued to page three

Continued to page five

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.

View all of our listings at www.SVNmiller.com

410.543.2440 Salisbury, MD Office

302.227.0768 Lewes, DE Office

302.540.5959 Wilmington, DE Office

410.279.9145 Annapolis, MD Office

301.526.2594 Bethesda, MD OfficeSperry Van Ness is a registered trademark of Sperry Van Ness International Corporation.

All Sperry Van Ness® Offices Independently Owned and Operated.

south division st.

sALisBuRY, Md | soLd sALisBuRY, Md | sALE oR LEAsE

• 5 Acres of land across from new Royal Farms• direct exposure to 1000’s of vehicle trips/day• Land will be used for student housing

$3.50 psf $3.50 psf

sALisBuRY, Md | soLd

• 2,400 SF Office Space • 8+ offices & conference room• Free standing building • Private parking• Across from Back Street Grill• FREE RENT

• Eastern Shore Mini Storage Facility• Central location• Minimum oversight required• 61 storage units in place• Site approved for 183 additional units

400 snoW hiLL RoAd 218 KiLEY dRivE

sALisBuRY, Md | FoR LEAsE sALisBuRY, Md | FoR sALE

510 WEst RoAd

sALisBuRY, Md | FoR LEAsE

• 27’ Ceilings, 3 ton overhead crane• 7,000 sq.ft. office space• Full heated and cooled. • Full size drive-in door & smaller drive-in door.

22,500 SF WAREHOUSE SPACE$1,500/MONTH

sALisBuRY, Md | FoR sALE

10026 MAin stREEt

BERLin, Md | FoR sALE

• 765’ Frontage on Rt. 50 • Many possible uses• Pharmaceutical Grade facility• 68,115 SF on 22 Acres (12 acres undeveloped)• Current set-up office, lab, production & warehouse space • City Water & Sewer available

321/327 tiLGhMAn RoAd


• Multiple office/retail lease space available• Flexible in-line & cap space available• Anchored by high volume K-mart & other national tenants • Pad site also avail. sale/lease

$9.00 - $9.95 PSF

sALisBuRY, Md | sALE oR LEAsE

$625,000

Advisor Focus

sALisBuRY, Md | sALE oR LEAsE

thE hERitAGE


• 68 acre parcel approved for 488 townhouses• located on Pemberton Dr• all roadwork and water/sewer is complete• can be redesigned for different product type

$2,700,000$650,000

• Unit 3: 3600 sf office / warehouse @ $1200 month• Unit 4: 1680 sf office / warehouse @ $650 month• Unit 5: 952 sf warehouse @ $320 month• Unit 6: 952 sf office / warehouse @ $500 month• Unit A: 3000 sf office / warehouse @ $875 month

Contact Henry Hanna 410-543-2421 or Wesley Cox [email protected], [email protected]://properties.svn.com/19972-lease

units 3-6&A - 309 tRuitt stREEt

Contact Wesley Cox, CCIM, [email protected] orHenry Hanna, CCIM, SIOR, [email protected]://properties.svn.com/65580-sale

1533 EdGEMoRE AvEnuE


• 6,000 SF office/warehouse built in 2005• multiple rooms and large outside fenced in area• state approved for licensed daycare operator• Just off Rt 13 N

$6 PSF/YR


Contact Chris Peek CCIM [email protected]

Contact Rick Tilghman, CCIM410-543-2459 [email protected] http://properties.svn.com/61247-lease

Contact Bill Moore 410-543-2440 [email protected] http://properties.svn.com/309truitt

Great Access to Rt. 50 & Rt. 13

Contact Chris [email protected] 410-543-2440http://properties.svn.com/68930-sale

Contact John McClellan, CCIM; direct 410-543-2428 [email protected] http://johnmcclellan.net http://properties.svn.com/gatewaycrossing

Contact Bradley Gillis, CCIM, [email protected] Joey Gilkerson, [email protected] http://properties.svn.com/20466-lease-leaselease

units 3-6&A - 309 tRuitt stREEt

free reNtSOLDSOLDSOLDSOLDSOLDSOLD

Contact Ben Alder, 410-543-2440, [email protected]

526-542 snoW hiLL RoAd

• 100% Leased Medical Office Building• Leased to Peninsula Regional Medical Center• 6,100 +/- sq. ft. Freestanding Medical Office Bldg.• Fully renovated in 2006• Excellent Location, Visibility & Traffic Count

$625,000

Contact Brent Miller, CCIM, CPM or Chris [email protected] , [email protected] 410-543-2440 http://properties.svn.com/526-542SnowHill

free reNt

Business Journal • March 2014 PAGE 3

tion. Primarily, our key categories will be Business, Chamber, Community, and Government. Under the “Business” category we’ll cover information from our Business & Economic Development Division that includes business affairs, economic development, workforce development, and business sectors of agriculture, tourism, health-care, manufacturing, retail, business services, energy and utilities, technol-ogy and communication, marketing and public relations as well as human re-sources. Under the “Chamber” category we’ll cover membership recruitment, retention and recognition including fea-ture articles on new and existing busi-ness members.

Under the category of “Community” we’ll cover beautification and environ-mental affairs, education as well as our arts and entertainment. Under “Govern-ment” we’ll cover advocacy issues on city, county, state and federal levels with the support of the United States Chamber of Commerce and the Mary-land Chamber of Commerce.

The “SBY Business Journal” as it will be named online will be available through its own website, www.sbybi-zjournal.com, or through our Chamber website, www.salisburyarea.com, using a drop down tab on the home page en-titled, “News & Issues.”

Advertising opportunities are avail-able with different sized ads and ex-tremely reasonable monthly pricing. For more information on posting an

advertisement online, contact Sophia Smecker, director of public relations and media at the Chamber, 410-749-0144, Monday through Friday, 9 a.m. to 5 p.m. Please continue to send your articles and releases for insertion to Sophia. If you’d like to write an article about your business or industry for online insertion, forward it to Sophia at [email protected].

This is the direction of today’s busi-ness community and your Chamber leadership wants to remain in step and we feel this move is in that direction.

County Council/Executive Director/Sheriff pay raises

Back in November of 2013, the Wicomico County Compensation and Allowance Commission presented its recommendations for compensation for the five County Council members, Council president and Council vice-president, County executive director and Wicomico County sheriff. Under-stand these recommendations are as directed by County Charter that the ex-ecutive director appoint a commission every four years to make recommenda-tions for the incoming administration.

Additionally, the commission recom-mendations were based on research of comparable counties in Maryland. The Council listened to the recommenda-tions and agreed to post to their next work session which was in December. At that December work session, sev-eral members of Council expressed their primary concern was balancing the revenue with increasing expenses. It was made clear by the Commission that these were “recommendations” and according to County Charter, Council can “decrease” but not increase the rec-ommendations. Since County Council members have not had a raise in nearly 20 years and if they pass over these recommendations, it would just add more years. If we don’t take action and implement some type of raises, we’ll get so far behind that we’ll never be able to catch up and be competitive.

In early February this year, the County Council took action on these recommendations. The Council voted not to give incoming Council mem-bers raises. Raises would be effective December of this year for the next Council members. Then they moved to our county executive director and voted against that recommendation. The Council then took up the recom-mendation for sheriff and voted against that raise.

You know there’s a saying “you get what you pay for” and if we don’t start taking care of these key leaders, they’ll move on. Again, the Commission’s recommendations were the maximum therefore the Council could and should have voted if nothing else 50% of the Commission’s suggested raises. The total amount of raises would have been

$42,290. Since the raises would have been effective December of this year (2014) for the new administration and the County operates on a fiscal year (July 1-June30), the first year would have been at 50%-half or $21,145 total expense.

Here are the raises as proposed by the Compensation and Allowance Com-mission:

• Council Members: $2,583 annu-ally* times five members

• President-County Council: $2,906 annually*

• VP-County Council: $2,745 annu-ally *

• Executive Director: $13,724 annu-ally*

• County Sheriff: $10,000 annually*(*) December 2014-June 30, 2015 -

50% of each proposed annual amountSeveral Council members mentioned

to me and for that matter mentioned in the public Council meeting that they’re not there for the money. That’s all well and good, however, it may be the case when attracting new prospective mem-bers to County Council to run for office in the years ahead including the execu-tive director and sheriff.

In conclusion, I’d recommend to the County Council that during the budget review process, Council rethink their position and review the Commission’s report again.

Don’t know if the Charter will per-mit it since Council has already voted against raises, but the current County Council during the budget review process may have one more chance to “make things right.”

I welcome your comments/thoughts on our blog at www.salisburyarea.com

Journal goes online, commission seeks pay increases

If you’d like to write an article about your busi-ness or industry for online insertion, forward it to Sophia at [email protected].

Continued from page one

SVN HOLDS AG FORUM - Ben Alder, senior advisor with Sperry Van Ness – Miller Commercial Real Estate in Salisbury, recently hosted the 2014 Agricultural Forum at Black Diamond Lodge in Fruitland. The event was focused on providing useful information to over 100 local farmers and agricultural producers regarding economics, land use and the agricultural market. John Ade, senior vice president of North American Grain for Perdue Agribusiness, opened the event. Dan Manternach, the director of operations for Doane Advisory Services gave the keynote speech focusing on a global look at agricultural markets and Delmarva. Several of the event sponsors hosted breakout sessions during the forum. Nationwide Agribusiness led a session on estate plan-ning, Miles & Stockbridge presented information about land use laws and regulations, Mike Twining of Willard Agri-Service spoke about farm profitability, and Paradise Energy and Hoober/Case IH led a session on farm technology and the environment. For more information about this event or to be added to the invitation list for next year, contact Alder at [email protected] or call 410-543-2440.

MCE offers MHIC workshopMaryland Capital Enterprises

(MCE) will hold the workshop, MHIC - How to Obtain a Home Improvement License - from 11 a.m. to 12:30 p.m. on Tuesday, March 11, at the Salisbury Area Chamber of Commerce.

This workshop, which is taught by Alvin White, is for anyone who is interested in obtaining a MHIC license. Participants will have an opportunity to learn about the exam, the require-ments for each license and the process for applying for a MHIC license.

Pre-registration is required and the cost of the course is $15. To pre-register or for more informa-tion regarding this course or other general inquiries, contact Lisa, MCE outreach coordinator, at 410-546-1900 or [email protected]. Sign up online at www.marylandcapital.org.

Business Journal • March 2014PAGE 4

Membership RenewalsSalisbury Area Chamber of CommerceMembership RenewalsSalisbury Area Chamber of CommerceMembership Renewals

AHPharmaAllstate Insurance / Paulette ArnspargerAmerican Red CrossAnchorage Nursing & Rehabilitation Center(APPI) Affiliated Power PurchasersAtlantic Technology Services, Inc.S. L. Bassford & Associates, LLCBennett Construction Co., Inc.BesTempsBeyette Tax ServiceC.A.M.S. AgencyCannon Management & Rentals, LLCCourtyard by MarriottJames M. Crouse, D.D.S., P.A.Deaf Independent Living AssociationDelmarva Promotional ProductsDesigners Edge Hair Studio & Bella Vita SpaD.O.T. Training & Services, LLCEastern Shore Regional LibraryEnterprise Rent-A-CarEvans BuildersJames V. FineranFlaming Grill & BuffetFountains Wedding & Conference CenterRobbin W. Gray t/a Senior Planning ServicesHagerty Collector Car & Boat InsuranceHome Instead Senior CareLandmark Insurance & Financial GroupLayton’s Chance WineryLegendary Landscape, Inc.

Livingston & Hill Wealth Management, LLCMalone HomesMassage Envy SpaHugh McLaughlinMNet Mortgage Corp.Mt. Hermon Discount PharmacyNelson Insurance Agency, Inc.Peninsula Roofing CompanyPlymouth Tube CompanyGreg Reddell - State Farm InsuranceRemax CrossroadsRunaway Bay Apts/0460Stanley SteemerStar Associates InternationalGregory L. SteinSURE Public Relations & MarketingSweet Serenity ChocolatesThe Insurance Market, Inc.Jack ThomasTowers ConcreteTri-County ElectricalUnited Needs & Abilities, Inc.University of MD - Wicomico County Extension OfficeVillage at Mitchell PondWarwick Manor Behavioral Health Inc.Westbrook CommonsWhitehead Real Estate ExecutivesChuck WhitmoreWomen Supporting Women

Calendar of Events

Salisbury ChamberTuesday, March 4 - Ambassadors

Committee, Chamber Business Center, 8 a.m.

Wednesday, March 5 - Young Pro-fessionals Network, Chamber Business Center, 4:30 p.m.

Thursday, March 6 - Beautification & Environmental Affairs, Chamber Busi-ness Center, noon.

Tuesday, March 11 - Meet & Greet with Gary Mackes, director of Wicomi-co County Recreation Parks & Tourism, Chamber Business Center, 8:30 a.m..

Tuesday, March 11 - Advocacy Divi-sion Meeting, Chamber Business Center, noon.

Wednesday, March 12 - Education Network, Chamber Business Center, Avery Hall Board Room, 8 a.m.

Wednesday, March 12 - Eastern Shore Business Forum, Wicomico Youth & Civic Center, 8 a.m.

Thursday, March 13 - Legislative Roundtable, Chamber Business Center, 8 a.m.

Friday, March 14 - Lunch & Learn with Author Bruce Mowday, Chamber Business Center, 11:30 a.m.

Tuesday, March 18 - Eldercare Pro-vider Network, Location TBD, 8:30 a.m.

Tuesday, March 18 - Budget & Fi-nance Committee, Chamber Business Center, noon.

Wednesday, March 19 - Career Day, Salisbury University, 8 a.m.

Wednesday, March 19 - SACC Ex-ecutive Board, Chamber Business Cen-ter, noon.

Thursday, March 20 - General Mem-bership Luncheon, The Fountains Wed-ding & Conference Center, noon.

Thursday, March 20 - Business Af-Thursday, March 20 - Business Af-Thursday, March 20 - Business After Hours, Lower Shore Chapter of the American Red Cross, 5 p.m.

Tuesday, March 25 - Lunch & Learn about Common Core, Chamber Business Center, noon.

Wednesday, March 26 - SACC Board of Directors, Chamber Business Center, 11 a.m.

Wednesday, March 26 - Chamber at Large Council, Chamber Business Cen-ter, noon.

Wednesday, March 26 - Young Pro-fessionals Self Defense Seminar, Mitch-ell’s Martial Arts, Salisbury, 6 p.m.

Thursday, March 27 - Marketing & Media Network, Chamber Business Center, noon.

Thursday, March 27 - Business After Hours, Green Hill Country Club, 5 p.m.

From left, Maryland Jaycees Militia inductees Brenda Price, David Engelhardt and Bethany Miller.

Jaycees are named top chapterFor the second consecutive year, the

Salisbury Jaycees has won the Henry S. Giessenbier Memorial Award, des-ignating it the top Jaycees chapter in Maryland.

The honor came during the Mary-land Jaycees’ winter convention, hosted in Salisbury. It marked the fourth time in the past decade the Salisbury chapter has won the award.

“This honor represents the hard work of all chapter members in the past year,” said 2013 Salisbury Jaycees president Jess Kling. “From continu-ing long-standing community projects such as the Salisbury Christmas Parade, Treat Street and the Children’s Christ-mas Shopping Tour, to raising thousand of dollars for cancer research through Relay For Life, to helping recruit and train the next generation of Jaycees, we are proud of what we have accom-plished and thrilled that others have recognized those accomplishments, as well.”

Individual Salisbury Jaycees mem-bers also were lauded. Kling was named Maryland Jaycees President of the Year, 2014 Secretary Don Rutledge was hon-ored as Rookie of the Year, and 2014 Community Development Vice Presi-dent Ashley Morris was recognized as the convention’s First Timers competi-tion winner.

Emily Nock, 2014 chapter president, and Travis Fisher, 2014 state director, advanced in the U.S. Junior Chamber’s Passport to Leadership program.

Kling also was inducted into the Maryland Jaycees’ Fleet of the Chesa-peake member recruitment program, earning the rank of Ensign. The chapter, as a whole, won the Maryland Jaycees Membership Project of the Year award for its social media marketing cam-paign.

In addition, during the convention three Salisbury Jaycees past presidents were inducted into the Maryland Jay-cees Militia, representing the state’s highest Jaycees honor and granting them lifetime membership in the Mary-land Jaycees. They included David Engelhardt, Bethany Miller and Brenda Price.

Founded in 1940, the Salisbury Jay-cees is the only Jaycees chapter on the Eastern Shore, providing community service, social and leadership training opportunities for men and women ages 18 to 40. Membership meetings are 7 p.m. the third Monday of each month at the Salisbury Area Chamber of Com-merce Business Center, 144 E. Main St.

For more information, call 410-749-0144, ext. 109, e-mail [email protected] or visit the Salisbury Jay-cees’ website at www.salisburyjc.com.


in enhancing the social, cultural, and economic life of the community. The festival will continue to focus on sup-porting local non-profit organizations as well as members of the Salisbury Chamber, providing fun activities and entertainment for people of all ages, and highlighting the businesses in the Salis-bury area.

As a community tradition on the Eastern Shore, the Salisbury Festival will continue to offer many of the ac-tivities that everyone has come to enjoy each year. This includes the Friday Night Block Party on April 25, from 4 to 10 p.m. New this year, the Block Party will be centralized along North Division and East Main Street, with multiple food vendors, live entertain-ment all night long, a beer garden, and much more. The carnival will also be open from 4 to 10, for families to enjoy numerous rides and games. The open-ing ceremony will start at 6 p.m., which includes a ribbon cutting to kick off the weekend’s festivities.

Saturday’s festivities will include the always popular Park & Flea market in the parking lot in front of the State Of-the parking lot in front of the State Of-the parking lot in front of the State Office Complex off of Rt. 13. This market offers something for everyone including

antiques, collectibles, yard sale items, produce, plants, and much more.

Stroll through the Arts on the Plaza on Saturday from 10 a.m. to 4 p.m. and visit the local crafters and artisans. Main Street Marketplace will include dozens of local non-profit organizations and commercial exhibitors with displays and activities. Don’t forget to visit the many shops and restaurants downtown throughout the weekend as well.

There will be numerous free chil-dren’s activities throughout the festival including face painting, crafts, games, and much more.

The Shore Fresh Growers Farmer’s Market will also be set up on Saturday along East Main Street. Local grow-ers/producers will have various fresh seasonal produce, homemade jams and salsas, soy candles, herb plants, fresh

baked goods, and more.The International Beer Festival will

return this year on Saturday, April 26 from 4 to 8 p.m., along North Division Street and East Main Street. Sample and learn about dozens of beers from around the world. Tickets for the International Beer Festival are $25/person prior to the event and $30/person at the door.

A new event this year will be the Salisbury Festival Twilight Criterium. The SACC, in conjunction with Shore Velocity Cycling, will host this first annual event in which bicyclists will race through Downtown Salisbury on a closed circuit course approximately half a mile in length. Multiple categories of racers will have the opportunity to take the course throughout the evening be-ginning at 4 p.m. Each race will consist of multiple laps around the track and will range from 30 to 60 minutes. Come watch the region’s fastest cyclists and cheer them on along the course route.

The Carnival will remain open on Sunday from noon to 5 p.m., with wrist-bands available for purchase to ride all day for one low fee.

For further information on the festi-val, visit www.salisburyfestival.com or call the Chamber at 410-749-0144.

Preparations 2014 Salisbury FestivalContinued from page one

Call Susan at 410-742-5111

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HISTORIC BUILDING SOLD - Brent Miller, CCIM, CPM and Chris Peek, CCIM, senior advisors with Sperry Van Ness – Miller Commercial Real Estate in Salisbury, announce the sale of 201 W. Main St., a 19,000 square foot historic building in Salis-bury. The two story building was built in 1920 and previously housed AllFirst – First National Bank. Chris Peek, CCIM represented the seller, the Galoubandi family, and Brent Miller, CCIM, CPM represented the buyers, Marc Amy and Elena Manakhova-Amy. The long vacant building will be the new location of Salisbury Dance Academy and the Eastern Shore Ballet Theatre. Renovations are underway and the academy will be open for summer camp classes in June 2014 and for regular classes by Sep-tember 2014.

Eastern Shore Business ForumThe Salisbury Area Chamber

of Commerce presents the Eastern Shore Business Forum at the Wic-omico Youth and Civic Center, in the Flanders meeting room, on Wednesday, March 12.

Join us as we engage the business community to identify and discuss the key business related challenges owners are facing. The information obtained in this program will help guide the chamber in developing strategies and a program of work focused on addressing the issues identified. Registration and light refreshments begin at 8 a.m. and the program will conclude at 11.

Industry specific roundtable dis-cussions will explore: What keeps you up at night? The topics will include community engagement, advocacy, workforce development, regulations, education, economic de-velopment and growth.

There will be discussion with industry leaders on construction/real estate, retail, healthcare, professional services, technical services, finances and insurance, accommodations and food/tourism, nonprofit, agriculture, and manufacturing.

The event is free to attend and is open to the public and Salisbury Area Chamber of Commerce mem-bers. RSVP to [email protected] or 410-749-0144.


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By Steve Hill

It seems like yesterday, but I remember sitting at the conference room table at the old chamber building on the corner of Main Street and Poplar Hill Avenue, brainstorming a more effective way to communicate with the Chamber membership.

If you remember that room, think about the wood paneling and metal framed seats with the accor-dion door dividers. Yeah, it was that long ago.

It was spring of 1997 and then Executive Director, Bill Postles, felt that we had to find ways to let our members know what the Chamber was doing for them.

At the time, the Daily Times was gracious enough to allow a Chamber editorial piece to be placed in their paper at least once per month, but Bill was not ter-

ribly happy with the limited space available and the fact that the business community was not the target audience.

He had a valid point, so as chair of the membership committee, I started looking at ways to get the word out to our membership, in order to maintain and attract new members.

So, I contacted several local publishers and allowed them to bid on the new project that we were putting together. One of which, Morning Star Publications, came through with the lowest cost and agreed to share some ad rev-enue with the Chamber: a win-win for us.

In addition, Morning Star also bid on the glossy business direc-tory (now called Discover Del-marva) that we hand out to people who stop by the chamber, send to our members each year, or receive

from their realtor when they are buying a home locally. At that time, we re-did the glossy piece every five years but Morning Star made it possible for us to do it ev-ery year. Again, a win-win for the Chamber.

So, the Business Journal was born and the first publication was released later that summer. It re-ceived a warm reception in the business community, since this was the only publication pertain-ing to local business topics. It also allowed the Chamber to commu-nicate directly with its members, which is what got the ball rolling in the first place.

In 1997, our membership was around 400. I believe it is now just under 800. Much of the success is attributed to the dedication of the Chamber staff, the volunteers that actively promote the Chamber and better communication with its

members. The Business Journal was an

important part of that and it is now evolving into its electronic suc-cessor. It makes sense, it is more ecologically friendly, and can be updated instantly and tailored for better target marketing.

I would like to thank the mem-bership committee that I chaired that year for helping to get it all started.

And, as a Chamber member, I would like to extend the grati-tude of the entire Salisbury Area Chamber of Commerce to Morn-ing Star Publications for allowing us to utilize their publishing ex-pertise/cost effectiveness in assist-ing the Chamber to communicate more effectively to the business community and to Chamber mem-bers, and for being an important part of the growth of our Chamber of Commerce for the last 17 years!

The times, they are a-changin’

Salisbury Area Chamber of Commerce Patrons

DiamondPatrons:

Gold Patron:

SilverPatrons:

Payment Processing

Bradley Gillis

Bronze Patrons:


By Al Higgins

Etch-Art Awards began doing busi-ness in Salisbury in the late 1970s. Cur-rent owners, Dave and Nancy Pfingst – along with their son Mike – took over the business in 2007 and moved it to their current location at 931 Mt. Her-man Road in 2009.

“We engrave all kinds of medium and objects,” said Dave Pfingst. “As you would expect,” he continued, “we engrave trophies, plaques, medallions, name badges, personalized gifts, door or desk name plates, watches, pewter dinner ware, bracelets, pocket knives, corporate awards and gifts. Our engrav-ing is not limited to metal, however. We also engrave wood, glass, crystal, wood and just about anything else.”

Pfingst points out there are several types of engraving other than the actual removal of the medium.

“Aside from rotary engraving,” ex-

plained Pfingst, “we do laser and pho-tolaz engraving. Laser engraving burns away the surface, while photolaz be-comes part of the surface itself. For ex-ample, you can feel the result of rotary or laser engraving, while the photolaz surfaces are perfectly smooth.”

“At Etch-Art Awards,” said Pfingst, “we sell recognition. Our trophies are given to people for achievement in ev-erything from sporting events to longev-ity on the job to awards for community involvement, to contributions to service groups.”

Etch-Art is also a dealer in Bulova watches and fine, hand rolled cigars from the Caribbean and beyond.

Etch-Art Awards sells recognitionDave Pfingst, owner of Etch-Art Awards in Salisbury

Member Spotlight

Salisbury Business Journalmessage from the publisherBy Bryant L. RichardsonPublisher

Since this is the final print edition of the Salisbury Business Journal, I would like to recognize a few of the Salisbury Area Chamber of Commerce members who have been so good to work with over the 16-plus years we have been publishing.

Our history with the chamber started in 1997 when William Postles was the executive director. I remember that Doug Mordes, who was my business consultant, suggested we present the chamber with a proposal to publish a monthly newsletter. Our offer was ac-cepted and the Business Journal was launched in the summer of 1997.

Postles was very easy to work with and when he announced he was retiring, I was concerned about who would re-place him. Then came Brad Bellacicco and my concern went away. Other than the challenge of learning to spell his last name correctly, Brad was someone I immediately respected and enjoyed working with him over the years.

There were other staff members who helped to make my job easy. Donna Griffith, Shannon Layton, Sophia Smecker, Clay Tarpley, Cathie Thomas, Cindy Feist, Dianne Pitcher, Lesley Staffeldt, Rachel Manning and Emily Rantz are among the ones who immedi-ately come to mind.

I hope the chamber members feel their relationship with Morning Star Publications has been positive and ben-eficial. We contributed in the six figures to the chamber over the 16 years.

At first, under a much better econ-omy, the checks we were writing were much larger than the past few years, but the risk always fell on Morning Star if there was a shortfall. Even this past year the chamber benefitted to the tune of more than $5,500 from our relationship.

Although there is a feeling of sad-ness that always comes with change, I am excited that Morning Star Publica-tions will continue serving the Salisbury area with a new publication that will

debut in April, the Salisbury Star.While the business news will be the

primary focus, we will be including more community news. Those who en-joyed the features by Al Higgins in the Journal will be glad to know he will be writing for the Salisbury Star.

We also have a number of other tal-ented writers who will be contributing to our editorial efforts.

To help broaden my knowledge of the key issues affecting Salisbury, I at-tended the February 25 “Coffee With Your Council” at Emmanuel Wesleyan Church. I appreciate the warm welcome I received from Laura Mitchell and oth-ers that evening.

The distribution footprint for the Salisbury Star will be close to that of the Journal. As they have for the past 16 years for the Journal, Mail Movers will be processing and sending out the Star, but we will be working with a new mailing list to include more businesses and community leaders. If you don’t receive next month’s Star, please let us know and we will add you to our mail-ing list. Call 302-629-9788 or email [email protected].

The Salisbury Star will also be avail-able on newsstands. One of my goals will be to expand the circulation of the Star.

We wish Ernie Colburn and the staff at the Chamber the best in their new electronic format with the Business Journal. We, too, will be taking advan-tage of online capabilities with a web-site for the Salisbury Star.

Tim Smith and Alan Cole of Del-marva Digital are working with us on the design for this website, which will provide instant access for readers and advertisers.

We will continue to support the chamber’s efforts to be an effective voice for the Salisbury business com-munity. We hope to help sponsor cham-ber events and be a positive influence as we move forward.

Thank you once again, chamber leadership, staff and members for al-lowing us to serve you.

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Business

After HoursConnect for Success

After digging into the ar-chives and dusting off an old program, the Chamber was pleased to again offer its Connect For Success. On Feb. 12, close to 50 business members gathered to take part in a structured network-ing event. Many gathered for a continental breakfast be-fore the actual event start-ed. Even more stayed to have lunch and finish what they started during the “speed pro-moting” part. By the end of the event one participant had been asked for 15 samples of his product and another had booked 11 appointments! We thank everyone who partici-pated and hope even more will join us next time.

Nicole Parker Wicomico County DSS workforce coordinator lets the group know how she can help them find their next employee.

Everyone drops their business cards into Bob Rovin’s busi-ness card box (Mitchells Martial Arts)

Steve Smith (Pilot Financial Group) used the Valentine theme to makes his 90 seconds memorable

Christina Toadvine (Wor-Wic) listens to a presentation by Lar-issa Luck (Greg Reddell – State Farm)

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Lisa Tilghman of Clear Channel Communications chats with new rep Susan Groves and prospective member Kevan Kava-naugh of Paychex Payroll Services.

Bill Athes and Mike Wigley of Davis, Bowen & Friedel catch up.

Prepping for the evening is location host Vinny Belia of Vinny’s La Roma.

Gloria Kieffer and Sharon Betha of Westbrook Commons enjoy dinner.

Business

After HoursLORA

On Wednesday, Feb. 19, LORA (Local Owners Restau-rant Association) held a Busi-ness After Hours at Vinny’s LaRoma. Vinny’s, along with Tall Tails, Subrunners & Catering by Chef Stewart/Flannery’s provid-ed an array of food and drink for our dining pleasure.

LORA President Chef Stewart let the group know about the scholarship they give each year and the international themed gala to support it. The gala will take place on March 8. Cham-ber members enjoyed the eve-ning by networking and meet-ing some new and prospective members.

If you are interested in more information about LORA or at-tending their International Gala, contact Chef Stewart or any LORA member for more infor-mation.


Stacey Wisner, Delmarva Zoological Society, Helene Conick, The Dressing Room and Bob Heim, Re/Max Crossroads

Majors Vic and Ellen Tidman of the Salvation Army and Rose Taylor of the Ward Museum

Carol Thomas of Creative Catering by CarolJay Parker of Lower Eastern Shore Heritage Council, Jim List of Law Offices of James A. List and John Hall of the Wicomico County Council

Let us get you intohot water!

Thinking about purchasing a new water heater?

Call Choptank Electric Cooperative about thenew Electric Storage Water Heater Program

for co-op members.Rebates toward the purchase of

high efficiency electric storage water heaters are now available through your electric co-op.

Rebates available for retrofit and new construction.

For information, call 877-892-0001 ext. 8633

Business

After HoursThe Ward Museum

On Feb. 11, the Ward Museum welcomed over 70 chamber members for break-fast. They had a beautiful sunny day to show off their fa-cility. The museum itself was open for tours and break-fast was provided by Creative Catering by Carol. Execu-tive Director, Lora Bottinelli gave the group an overview of the museum and its his-tory as well as its future plans and how the building may be used. Bottinelli also dis-cussed opportunities for cor-porate sponsorship.


SALISBURY AREACHAMBER OF COMMERCE

Charter Financial GroupRep: John Donaghy1 Hingham LaneOcean Pines, MD [email protected]

The Law Offices of Arlette Bright, P.C.

Rep: Arlette Bright213 W. Main Street, Ste. 206Salisbury, MD 21801443-736-3044443-736-3091arlette@brightlaw.netwww.brightlaw.netThe Law Offices of Arlette Bright,

P.C. handles real estate settlements, es-tates and trust planning and administra-tion, business law and trademarks. Pro-viding personal service with personal attention.

Lombard Securities, Inc.Rep: Ruth Jones124 E. Market St.Salisbury, MD [email protected] Securities is a full service

regional brokerage firm based in Bal-timore with branch offices throughout

the United States. Offering advisory services in portfolio management, re-tirement planning, and estate planning, using a wide variety of investment ve-hicles. As a non-propriety firm there are no preferred mutual funds or insurance companies, and no conflicts with re-search and investment banking services.

Lombard Securities uses an exclu-sive client discovery questionaire to help clients understand and communi-cate their investment objectives.

Walgreens - Mt. Hermon Rd.Rep: Michael P. Zajac909 Mount Hermon Rd.Salisbury, MD 21804410-334-2194410-334-3920mgr.12130@store.walgreens.comwww.walgreens.comWe provide immunizations such as

flu, pneumonia, and shingles and our pharmacists provide free blood pres-sure screening daily. In the photo lab, we are able to print photo posters, ban-ners, calendars and high quality canvas prints in store, in as little as 1 hour. We also offer a web pickup service, where customers can shop entirely online and pick up their purchase in store in as little as 1 hour. These services are in addition to our principal products i.e. prescriptions, OTC medications, grocer-ies, sundry and seasonal novelty items.

DB&F celebrates anniversaryDavis, Bowen & Friedel, Inc., is cel-

ebrating 30 years of serving the Eastern Shore and the surrounding area in engi-neering, architecture, and surveying.

Founded in June of 1983, the compa-ny began in Salisbury with four employ-ees in a one-room office and has grown into one of the largest full-service firms on the Peninsula, with a current staff of 79, including 26 registered profession-als, in three offices across Delmarva.

Since its inception, DBF has worked diligently to provide quality projects that improve the communities of the Eastern Shore through work that includes new and renovated buildings, wind turbines, solar farms, wastewater treatment plants, street reconstruction, and advanced stormwater management projects across Delmarva and onto the Western Shore of Maryland.

Despite constant changes to the field of architecture, engineering, and surveying, one thing that has remained constant over the years is the firm’s commitment to providing professional services of a quality required for the area’s more challenging design projects. Davis, Bowen & Friedel, Inc.’s multi-disciplined capabilities have worked with more than 40 municipal and gov-ernmental clients over the past 30 years.

While evolving with current technol-ogy, practices, and science, DBF contin-ues to offer many services to the com-munity including LEED professional architecture, certified civil and sanitary engineering, traffic engineering, survey-ing, GIS mapping, project management, and inspection.

In 2007, a merger with a local based marine and coastal engineering firm, Andrews, Miller & Associates, in-creased the scope of services available to clients. Other services offered include

multi-use site planning, hydrology, structural engineering, and 3D graphic services.

In addition to the work provided to clients in both the public and private sector, DBF has long fostered relation-ships in the community by providing annual scholarships to local high school students, sharing practical experience for future engineers and architects with hands-on internships for local college students, and contributing annually to charities. For more information about Davis, Bowen & Friedel, visit www.dbfinc.com.

Purnell named honorary chair MAC Inc., Area Agency on Aging,

is pleased to announce that Susan Pur-nell, third generation of Kuhn’s Jewel-ers, will be the honorary chairperson for the 15th Annual St Paddy’s Day “Rac-ing for a Reason.” The event benefits MAC’s Respite Care and other support programs for Alzheimer’s families in our community .

The 5K Run/2 Mile Walk will be held on Saturday, March 15, at Salis-bury Elks Lodge. Race course is in Salisbury Park and Zoo. Registration will begin at 2 p.m. and the race is at 3. There will be an Awards Party immedi-ately following the race. To pre-register online, visit www.macinc.org and click the “Events Page.” The first 200 regis-trants are guaranteed an event t-shirt.

For more information, call 410-742-0505, ext. 123 or e-mail [email protected].

Race packets may be picked up on Thursday, March 13 at MAC, Inc, from noon to 6 p.m. for those who have pre-registered for the race. 50/50 raffle tick-ets to benefit the race are also available from committee members.

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FINANCIAL GROUP

John Donaghy is a registered representative of Lincoln Financial Advisors Corp. Securities and investment advisory services offered through Lincoln Financial Advisors, Corp., a broker/dealer (member SIPC) and registered investment advisor. Insurance offered through Lincoln affiliates and other fine companies. Charter Financial Group is not an affiliate of Lincoln Finan-cial Advisors Corp. CRN-797386-011414

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DVB certified veteran-ownedDelmarva Veteran Builders, the re-

gion’s only commercial construction firm dedicated to bringing employment to U.S. Armed Forces veterans, has received its certification as a Veteran-Owned Small Business.

The documentation was provided by the U.S. Department of Veterans Affairs Center for Verification and Evaluation after a lengthy application process.

“The Veteran-Owned Small Busi-ness certification is very important to our company because our core focus is on institutional and government-based projects, and this will create potential teaming opportunities on federal and state projects in our area,” said Chris Eccleston, president of DVB.

“The certification will provide cus-tomers with confidence that our firm meets local, state, and federal require-

ments for veteran business enterprise (VBE),” he continued. “Even more im-portant, this provides more opportuni-ties for our company to meet our goal to hire other vets as we grow.”

Eccleston, who served six years in the Navy, has been able to merge skills he learned in the service with his life-long interest in construction, first as a project manager with local contractor Gillis Gilkerson and now as owner of DVB.

The company, established in 2013, is currently partnering with Gillis Gilk-

erson on the construction of the new Wicomico States Attorney & Child Advocacy Center in Historic Downtown Salisbury.

DVB has also recently completed several renovation projects at Salisbury University and Atlantic General Hospi-tal. DVB will be breaking ground dur-ing the first quarter of 2014 on a 15,000 square foot two-story medical building in Georgetown, Del.

For more information, visit www.delmarvaveteranbuilders.com.

RIBBON CUTTING - Atlantic Physical Therapy, Rehab & Sports Medicine celebrated the opening of their sixth location re-cently. The business began in 1998 with their Berlin location. Since then, they have continued to grow to meet the needs of their clients. Chamber members and APT staff look on as owner Bobby Hammond and Gwyn Benny prepare to cut the ribbon opening the newest location of APT.

Smart Growth America selectsCity of Salisbury

Smart Growth America has an-nounced that the City of Salisbury was selected to participate in the organiza-tion’s 2014 free smart growth techni-cal assistance program. Salisbury will receive a 1- or 2-day training session with an expert from Smart Growth America on walkability to help build a stronger local economy, protect the en-vironment, preserve sense of place, and improve overall quality of life.

This technical assistance is made possible through a grant from the U.S. Environmental Protection Agency’s Building Blocks for Sustainable Com-munities program.

This opportunity will complement the ongoing efforts to revitalize the Downtown by identifying solutions to impediments to pedestrians and cyclists navigating the area. Promoting pedes-trian and cyclist activity downtown is a priority of the City in order to encour-age more residents to visit the area and patronize local businesses.

This opportunity will serve as a catalyst in raising awareness about the importance of creating a walkable and sustainable community.

Smart Growth America received nearly 100 applications for technical assistance from 40 states. The 18 com-munities selected to receive technical assistance exhibited the strongest inter-est in and need for smart growth tools and clearly demonstrated a commitment from local business, community and political leaders to implement local smart growth solutions.

For more information visit www.smartgrowthamerica.org or contact the Office of the Mayor at 410-548-3100.

Delmarva Power awards grants Delmarva Power has awarded

$10,000 to teachers from 19 schools in Maryland and Delaware to spend on energy- and environmental-related lessons. Grants of up to $500 were given to support projects that enhance students’ education about such topics as energy conservation. Delmarva Power has awarded more than $237,000 in to schools for energy- and environmental-related projects over the last 24 years.

Area schools include:North Dorchester High School, Hur-

lock - Suzann Zdunowski, Solar Sprint Car Design

Snow Hill Elementary School, Snow Hill - David Gell, Bridging the Gap: School to Home Energy Conservation

Somerset Intermediate School, Westover - Patricia Ann Benner, Ac-centuate the Positive!

Somerset Intermediate School, Westover - Pamela South, On the Road Again! – After School Robotics Pro-gram

The Salisbury School, Salisbury - John Egan, Wise Energy Use & Evalu-ation

Worcester Technical High School, Newark - Edward Stough, School En-ergy Reduction

RPS ISG INTERNATIONAL RECOGNIZED - The Chubb Group of Insurance Companies recently announced that RPS ISG International has been recognized as the “fifth-highest new business contributor in the United States to Chubb’s Decision Point Professional and Management Liability insurance program for businesses and non-profit organizations.” “A truly remarkable achievement,” said Reginald Linda, manager of Chubb Specialty Insurance. “Even more impressive is the fact that in the U.S., Chubb is broken out into East and West territories. RPS ISG International is the #1 agency for the Eastern Territory. They should be very proud of these results and their hard work.” Pictured is the RPS ISG International team.

Starting your own businessMaryland Capital Enterprises will

hold a course, First Steps in Starting your own Business, from 5:30 to 7 p.m. on Wednesday, March 19, at the One Stop Job Market in Salisbury. Take this free course to decide if entrepreneur-ship is for you.

Find out about pros and cons of small business ownership, what skills and resources are needed, State of Maryland requirements to start a busi-ness, why credit is important and why a business plan is needed.

For more information, contact Lisa Twilley at 410-546-1900 or [email protected]. Sign up online at www.marylandcapital.org.


College financial aid offi-cers are gathering documents, crunching numbers and oth-erwise working to determine grants for the school year that starts this coming fall. If you have children you plan on sending to college, how will your own savings and invest-ments affect their chances of getting financial aid?

The answer depends not only on how much money you have, but also where you keep it. Most colleges base their aid cal-culations on the Free Application for Federal Student Aid (FAFSA), which currently counts up to 5.64 percent of certain parent-owned assets in deter-mining federal or state aid. By contrast, FAFSA counts up to 20 percent of a child’s assets, such as an UGMA or UTMA account.

So, what parent-owned assets are counted when determining a student’s need for financial aid? They include savings and checking accounts, non-retirement investment accounts and other types of assets. You do not have to report retirement accounts — such as traditional or Roth IRAs, 401(k)s and pensions — on the FAFSA. However, if you start taking withdrawals from these accounts, the withdrawals must be reported on the FAFSA as student income for the year in which the trans-actions occurred — which means these withdrawals could affect your child’s financial aid package the following year.

A 529 plan is one popular college-savings vehicle. If you own a 529 plan, you will need to report it on FAFSA as a parent-owned asset. But when you take withdrawals from the 529 plan, they won’t be counted as parent or stu-dent income on FAFSA, and they won’t incur federal income taxes, provided the money is used for qualified higher education expenses. (If you don’t use the money for these expenses, you’ll be taxed and potentially penalized by 10% on the earnings.) Because a 529 plan is counted as a parental asset on FAFSA, some people ask grandparents to own a 529 plan. But while the value of an intact grandparent-controlled 529 plan will be excluded from FAFSA, the withdrawals themselves will be counted as untaxed income to the student on the following year’s FAFSA, and this mon-ey could certainly affect aid decisions.

At least a year before your first child heads off to college, you may want to contact the financial aid office at a local school to ask questions about FAFSA, scholarships, loans and other aspects of assistance. Since most colleges and uni-

versities follow similar rules regarding financial aid, you should be able to get some helpful answers, no matter where your child goes to school.

Of course, even with careful plan-ning, your student may not qualify for financial aid. If this is the case, you will need to consider other strategies for paying for college. But keep this in mind: It’s best to develop a savings strategy for both college savings and one’s own retirement goals. So, study the financial aid rules, consider invest-ing in college-funding vehicles such as 529 plans and do whatever else you can to help get your kids through school, but don’t forget about your own needs — because they are important, too.

This article was written by Edward Jones for use by your local Edward Jones financial advisor. Dennis W. Hopson is a financial advisor for Ed-ward Jones Investments. You can reach him at 410-742-3264.

Having fun with your family is important. But nothing is more vital than your child’s future. That’s why at Edward Jones, we can help you put together a strategy to save for college.

Using our education funding tool, we can estimate future expenses at more than 3,000 schools and then recommend a financial strategy based on your unique needs. True, vacations are great. But graduation ceremonies are even better.

For a free, personalized college cost report, call or visit today.

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Financial Advisor1411 Wesley DriveSalisbury, MD 21801410-742-3264

Do You Prepare Morefor Family VacationsThan You Do for College?

www.edwardjones.com

How will savings affect college financial aid?

InvestingYou do not have to report retirement ac-counts on the FAFSA.

Riemann receives honorJ. Michael Riemann, P.E., civil en-

gineer and senior associate at Becker Morgan Group, was honored as the 2013 Butch Alf-2013 Butch Alf-2013 Butch Alfieri Associate of the Year by the Homebuilder’s As-sociation of Dela-ware (HBADE). The award was announced at the Leadership & Leg-acy Ball on Dec. 7, 2013, at the White Clay Creek Country Club in Wilmington.

Recipients are chosen based on their dedication and service to the HBADE throughout the year. Riemann showed tremendous support for the initiatives of the association, leadership through numerous regulatory challenges, and frequent attendance and volunteer time at association events.

Riemann has over 12 years of expe-rience in civil engineering with Becker Morgan Group and has been on the HBADE board of directors for two years.

Riemann

Economic development symposium on April 3

Join David J. Wilk, CRE, MAI, national chair of corporate real estate advisory services for SVN International and northern Delaware partner with Sperry Van Ness – Miller Commercial Real Estate, on Thursday, April 3, at Dover Downs Hotel from 8 a.m. to noon, for a Place-Making Economic Develop-ment Symposium.

The event will consist of two panels with 10 speakers total, one focusing on marketing strategies that create “place-making” economic de-velopment and new demand for real estate, and the other will provide information on corporate/university/government real estate’s connectiv-ity to social value creation and inno-vation for communities.

The symposium will culminate with the announcement of several catalyst projects in Dover which have resulted from the panelists “connecting the dots” between Wal-lops Island Spaceport, Dover Air Force Base, ILC Dover’s innovative products, DRBA’s regional infra-

structure, a regional educational cluster including Delaware State University, University of Delaware, Wesley College, DelTech, Wilming-ton University, Salisbury University, and UMES, and Delmarva’s food and agricultural supply chain.

The catalyst projects will spark new energy and excitement and bring a “wow” story to the market that “place-makes” the Dover to Wallops Island corridor of Del-marva as an aerospace, aviation, logistics, and food innovation mec-ca.

The event is presented by Sperry Van Ness, Delaware State Univer-sity’s Center for Economic Devel-opment and International Trade (UCEDIT), and the Johns Hopkins Carey Business School.

The registration fee is $95 and can be paid online.

For more information or to regis-ter, visit www.valuecreaterealestate.com or email David Wilk at [email protected].


Dan Williams of Investment Management Services and Kevin Hayes of Avery Hall

Garrett Layton of Morgan Stanley, Joe Ruark of Labor Ready and Steve Smith of Pilot Financial Advisors

Dawn Reed of AT&T, Gail Anderson of Dr. Gail Anderson’s Medical Weight Loss and Vickie Shrier of Frugals

Salisbury Rotary officers: George Whitehead, Audrey Orr, Jock McNair, John Aukward

Business

After Hours

Rotary Club of Salisbury

The Rotary Club of Salisbury hosted a Business After Hours event on Feb. 6. President George Whitehead gave attend-ees an overview of the club and all that it offers our communities.

The Rotary Club of Salis-bury was formed in 1920, the same year as the Salisbury Area Chamber. The club was formed by many of the same men that were involved with starting the Chamber.

It was a great evening of sharing history and seeing the current involvement in our area’s future both through Rotary and the Chamber.

Discover the benefits of volunteer programs

What if human resource managers encouraged employees to leave work for an hour, take a long lunch, or come in late? With employees participating in volunteer programs like Junior Achieve-ment, such a directive would not only be acceptable; it would generate numer-ous benefits for the company.

The recession left many businesses reeling and unable to financially con-tribute to charities as they had in the past. While economic conditions are im-proving, there are still many obstacles preventing businesses from connecting with their neighbors as they once had. Forging community recognition, how-ever, is fortunately not limited to mon-etary donations. Employee Volunteer Programs (EVPs) allow companies to share a different resource—the human kind. By donating their own staff, busi-nesses can again reach out and make a difference in their hometowns.

Employer-supported volunteering makes a direct impact on everyone in-volved. With a program such as Junior Achievement, employers send their em-ployees into local classrooms to teach five or six, approximately 45 minute

long interactive financial literacy ses-sions to children in grades K-12. While the students learn valuable life skills and discover role models for their future ambitions, the volunteering employees receive the sense of satisfaction from sharing their knowledge with the future generation, and employers reap benefits in the form of happier employees, and public recognition. By placing em-ployees in volunteering positions, HR managers are poised to market their business in an effective, positive man-ner, and give back to the community that supports them.

Junior Achievement of the Eastern Shore is committed to giving young people in all communities the knowl-edge and skills they need to own their economic success, plan for their future, and make smart academic and economic choices. Through its hands-on, age-ap-propriate programs Junior Achievement inspires our youth to live within their means, prepare for the world of work, and understand the free enterprise sys-tem. For more information, email JAES at [email protected], call 410-742-8112, or visit www.ja.org.

WATERFRONT PROPERTY SOLD - Henry Hanna, CCIM, SIOR, senior advisor with Sperry Van Ness – Miller Commercial Real Estate in Salisbury, announces the sale of 3.04 acres of Riverfront property in Salisbury. The land at 500 Riverside Dr., sits directly on the Wicomico River and is zoned in the Central Business District. It is one mile from Salisbury University and walking distance to PRMC, the Wic-omico County Public Library, and Historic Downtown Salisbury. The property sold for $500,000. Henry Hanna, CCIM, SIOR and Wesley Cox, CCIM represented the seller and Bradley Gillis, CCIM and Joey Gilkerson represented the buyer, Devreco, LLC.

“We are excited about the potential of this site. It’s a wonderful time to make an investment in Downtown Salisbury, Maryland, and we look forward to finalizing the vi-sion for this waterfront parcel and complementing the fantastic progress of Downtown revitalization,” Gillis said.


Ryland Weaver is a 7-year-old Salisbury resident who is trying to ac-complish his dream of building a park in Downtown Salisbury. With the help of social media, Ryland’s project has gained tons of buzz in the local commu-nity and he has created an online peti-tion to support his #downtownsbypark initiative.

Hello, my name is Ryland Weaver. I am a 7-year-old boy and I love to go to parks with my little brother and my parents. I live in an apartment in Down-town Salisbury, and I hope to create a park in Downtown Salisbury for kids and families to play and exercise.

According to the Trust for Public Land, 95% of adults, 92% of teenag-ers, and 58% of kids do not get enough daily exercise. The more parks in the neighborhood, the more people will exercise.

I want this park to be walkable in Downtown Salisbury. Most places are close together in our Downtown. I like this because we can walk to each of these different places without even get-ting in our vehicle.

I want the park to be connected to our local library and our Downtown retail. We have an awesome library. I love it because we can check out books, movies, work on computers, and even play with Legos! And our Down-town shops have awesome food and drinks! A community park with great playground equipment and open space would help kids and families experience our Downtown.

I want the park to be attractive to kids and families. I would love to see a place in Downtown where parents are

encouraged to play with their kids in a safe and adventurous place. I love the green space in parks to play games like football, soccer, and tag.

Above all, I want this park to be fun! My favorite park ever is Ben’s Red Swings

because of the play equipment. I love the swings and climbing tires. However, the playground equipment wouldn’t have to be this complicated in Down-town. It could be much more simple. I have several ideas about what this might look like.

Kids and families do not have a lot of space to play and exercise in Down-town Salisbury so I hope to create a park!

If you want to support me go to DowntownSBYPark.com and show in-terest by signing the petition. You can also read my story updates as we con-tinue taking action together.

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Youth on a quest for park downtown

Ryland Weaver is a on a quest to bring a community park to Downtown Salisbury.


Will PMT mandates impede further progress of economic development on the lower Eastern Shore?By James L. McNaughton, Ph.D.President & CEO, AHPharma, Inc.

A better title may be, “Is PMT (Phosphorus Management Tool) com-pletely necessary or is this just another feel-good experiment that will be costly and uniquely to farmers in Wicomico, Worcester and Somerset counties?” Urbanites and politicians in Annapolis have one opinion about PMT, this arti-cle attempts to provide another perspec-tive of rural America (i.e., a scientific perspective). This article begins and ends with a PURE SCIENCE REMEDY emphasis, while trying to mention the political side of this argument without resorting to petty-personal attacks. Poli-tics have too long been incorporated into the PMT proposed program and perhaps another, more scientific, per-spective might be helpful. This strategic move will align with Maryland Gover-nor O’Malley’s final term termination, possibly wishing to appease US-EPA, Maryland, Iowa and other States con-stituents and catapult him to higher Democratic nominations. Consequently and regrettably, PMT proposal is a mir-ror opposite to Annapolis politics as usual and Maryland’s Lower Eastern Shore farmers.

As a brief recent history, a new PMT proposed MDA (Maryland Department of Agriculture) regulation will most likely be implemented by January 2015. PMT is intended to replace the existing Phosphorus Site Index (Maryland just revised these in October 2010, used by the remainder of the World and has yet to fully be implemented) and will cap the maximum allowable FIV (soil phos-phorus Fertility Index Value) at a level that is much higher than the remaining World practices. One publication, from one professor and from one university (i.e., University of Maryland) have indi-cated that their proposed PMT program will reduce Chesapeake Bay phosphorus levels, without scientific proof of this, but doesn’t really define the potential devastation to young crop root systems and therefore production yield harvest. YES, the PMT is becoming a mandated MDA regulation, without the SCI-ENCE to define what effects, if any, it

will have on early plant growth, plant P uptake, soil phosphorus leaching, and, ultimately, Chesapeake Bay phosphorus levels (after 30+ years).

Let’s make sure we understand what PMT mandates. Phosphorus application mandated rules will apply to fertilizer chemical sources, bio-solids from our human waste water systems, as well as animal waste from the poultry and dairy industries. Higher soil phosphorus (for whatever the historical reason) is mostly in Maryland’s Lower Eastern Shore (Wicomico, Worcester and Somerset counties). Consequently, the teeth in this regulation will almost entirely fall on the Lower Eastern Shore, and the new PMT regulation has the potential of vastly devastating effects to agricultural farming and local business profitability.

As mentioned above, practically from a farming standpoint, these regula-tions appear to have the great potential of damaging/stunting young plants, especially fruits and vegetables, and uniquely to mostly lower Eastern Shore. These words are being chosen carefully because PRACTICAL FIELD-STUDY SCIENCE hasn’t drawn a final conclu-sion at this point. As a further history, PMT is founded and adopted by a single Associate Professor at the University of Maryland Environmental Science & Technology department (previously known as Soil Agronomy), armed with an Inspired Young Scientist Award in 2010. Consequently, this single article (peer-reviewed mainly by European Professors) quickly became a State of Maryland Guidance Document, without public input.

Secretary Earl F. “Buddy” Hance (Maryland Secretary of Agriculture) has been very open and dogmatic on his in-tent as it relates to PMT:

Governor O’Malley wishes the PMT to fully implemented by end-of-term January 2015 (potential reasons pro-vided above).

That this is the “only available op-tion” to fully meet Maryland’s US-EPA TMDL (US Environmental Protection Agency’s Total Maximum Daily Load

of nutrients, including phosphorus for each potential-pollution sector) man-dates before EPA will “do some very bad things to us.” Not sure exactly what this means, but is a statement that has been made numerous times in public meetings, but sounds serious, ominous and threatening to most Maryland citi-zens. EPA has the power and resources to certainly, under present-day Federal and Maryland State Administrations, make our lives miserable.

Secretary Hance has made it known that Environmentalists will have to sign-off on ALL WIP BMPs (Watershed Implementation Best Management Prac-tices), especially including PMT man-dates. Although all parties should have some resolution, Secretary Hance’s title is called “Secretary of Agriculture” and one would therefore assume that the office is most supportive of farmers/ranchers/poultry growers, etc. Other departments can (and should) speak for other State interest groups.

If this sounds convoluted, pre-mature and odd, YES, it is. SCIENCE, if prov-en, should be employed broadly ONLY when all the science has been studied, practically field tested and completed in more than one article by more than one professor at more than one University. The underlying simplistic question is, “Is the rest of the World wrong and only one professor is right?”

The major political question it would seem to be is, “Is this legislation specifi-cally/strategically tailored to lower East-ern Shore counties and at least one Ag-riculture County in Western Maryland (i.e., Frederick)?” MDA has fully stated that in this, as with all regulations, there will be winners and losers (farmers agree) – unfortunately, it is Agricultural Farming that is losing…………. again. However, there are overtures by MDA that the vegetable markets will be ex-empted, further defining winners and losers, and friends, with this program. Realizing that this is real politics, poli-tics as usual, and the method in which politics seems to be handled, it does look like professional politicians could be less obvious.

Convenient to MDA (Secretary Hance and Maryland Department of Ag-riculture) is the fact that this drastically unique Maryland PMT (paid in sweat-and-tears by Eastern Shore farmers) will allow Maryland to easily, with less cost to the overall State, meet Maryland’s WIP TMDL goals by the year 2017, established/mandated by EPA and ad-opted by the Governor without asking neither The Maryland Assembly nor individual citizens to fund local county and city municipalities, as well as other potential point-source pollution sec-tors. Maryland wishes to be the first and best at meeting EPA’s guidelines (the remaining 5-States and DC has a target date for 2025 instead of 2017). This has been Maryland’s “promise” to EPA since at least 2009. Secretary Hance has publically stated that the Ag-riculture Sector is the largest sector that can “easily reduce” TMDL phosphorus loads cheaper per unit of phosphorus than any other potential pollution sector. Again, this is code for, “It is certainly cheaper for you to spend your money rather than me.” US-EPA, with the help of Maryland politicians and Environ-mentalists, has demonized the farming sector among many potential-pollution sectors within Maryland. The Sector has been loosely termed “Agriculture”, simply because of political expediency, along with a lame excuse of, “Agricul-ture is the largest single sector, with the most cost-effective means of solving the problem.” That simply is code for, “Create regulations for others and not in my backyard.”

On November 15, 2013, MDA tem-porarily withdrew (in reality, this was just a delay) the proposed PMT regula-tion, stating that, “The O’Malley-Brown Administration remains committed to adopting the PMT through rule mak-ing and developing an approach that further considers comments raised by policymakers and citizens alike.” Sec-retary Hance has indicated the desire to initiated PMT mandates by January 2015. Last week The Maryland As-sembly demanded that an Economic Evaluation be conducted. Consequently, Salisbury University and Dr. Memo


Diriker (Founding Director of the Busi-ness, Economic, and Community Out-reach Network or BEACON) have been employed to develop a PMT economic impact evaluation. Scientifically, data IS NOT available to date that may be placed into this model to determine phosphorus cause-effect and economic impact.

Although an economic evaluation, and SCIENTIFIC DATA availability, should have been conducted prior to MDA’s rule making policy, the eventual headline coming out of this document may be, “a mere few million$$$, from a total annual Agriculture economy$$$, will totally clean up the Chesapeake Bay”. Although this statement alone may or may not be truthful, the real story for local Eastern Shore farmers will be that lower Eastern Shore farm-ers’ profits will fund this ENTIRE PMT proposed project in Maryland and these $$$ are important to the local economy. Truth is, even if the PMT will work as intended (a real scientific question mark), the result will NOT be felt for 30+-years from now via phosphorus leaching prevention that may or may not help the Bay, as lower Eastern Shore loses the same $$$ year after year.

As of February 11, 2014, MDA ap-pears to be moving aggressively ahead to implement the policy, with or without rule-making considerations and/or PMT economic evaluation results. Both the Governor and Secretary Buddy Hance (Maryland Secretary of Agriculture) has publically stated that they are commit-ted to finding a “resolution”. However, it appears that the PMT will be man-dated without further negotiations or considerations from the primary stake-holders, especially lower Eastern Shore farmers.

The odd part of this discussion is that lower Eastern Shore counties are pres-ently meeting EPA/MDA/MDE’s “Ag Sector” WIP, where other environmen-tal sectors in the counties are NOT to date. This appears to be insufficient for MDA and the Governor. Just as Global Warming and ObamaCare does not have one magic bullet or one cause/ef-have one magic bullet or one cause/ef-have one magic bullet or one cause/effect factor, neither does the Chesapeake Bay Restoration issue. Recently and particularly to Maryland ONLY, largely the result of a decade of press releases and US-EPA mandates, phosphorus land application has become the “one magic bullet” that has been proposed to solve ALL the environmental issues of millions of people’s environmental foot prints and decades, or a century, of general neglect by all potential pollution sectors. These are all complicated prob-lems, requiring a broad-stroke approach

– certainly NOT picking and choosing winners and losers.

The modern-day method of solving long-term problems, and the most politi-cally expedient, seems to be to pick out one lone sector of society, demonize that sector enough for the general pub-lic to believe that this one sector is the root cause of all their problems. When we move on from land-use phosphorus applications and potentially kill a large sector of economic growth on the lower Eastern Shore, will we then apply the same logic to other potential reasons for Bay degradation, such as possibly global warming and then acid rain ef-global warming and then acid rain ef-global warming and then acid rain effects and then consider shipping all of our human waste to another location?

Let’s define the real solution – ap-ply equally ALL TMDL RULES TO ALL SECTORS IN ALL OF THE SIX STATES AND WASHINGTON DC- period! Until this happens, Bay Res-toration will NOT be solved, and even then, it is questionable that it would be solved, and certainly NOT solved on just the backs of one sector of the popu-lation, the lower Eastern Shore farming community.

MORE QUESTIONS THAN AN-SWERS:

Will PMT actually help Chesapeake Bay phosphorus levels, even after some 30+ years? This has not been proven positively or negatively.

How does phosphorus on <3% land in Chesapeake Bay Watershed destroy the entire Bay ecological map?

Over 65% of Chesapeake Bay pollu-tion (including phosphorus, nitrogen and sediment) and more than 60% of the water flow comes from upper Chesa-peake Bay (through Susquehanna River, much of this from PA/NY). These are EPA’s numbers. How destructive is this to the Chesapeake Bay Watershed?

Scientifically, how does pollution from the lower Eastern Shore go up-stream to upper Bay regions? This is a real mystery.

Environmentalists continually point out that dead zones are located in the lower Bay regions. Therefore, by as-sociation and proximity to a significant agricultural community, it has to be farming’s fault. Higher running water in upper Bay hardly ever settles out. Can we at least determine, via marking the phosphorus, the location source of the phosphorus? Yes, it does have animal phosphorus in the upper Bay, but it doesn’t mean it came from the lower Eastern Shore, rather than PA and NY.

Simply because US-EPA computer Bay restoration model rates this PMT higher than more practical, cost-ef-higher than more practical, cost-ef-higher than more practical, cost-effective BMPs, is this a good reason to

move forward and destroy a uniquely-placed farming community on the lower Eastern Shore?

This article will CLOSE by provid-ing a potential “resolution” as Secretary Hance likes to say:

Let’s spend our limited resources on BMPs that we know will work, includ-ing but not limited to, land cover crops (could be broadened to include water-way homes and commercial sites), in-creased no-till, improved waste dispos-al/storage practices, further strengthen soil phosphorus inclusion limits (self-imposed by greater soil phosphorus history monitoring), strategic soil-plot phosphorus applications strengthened, and soil erosion prevention techniques improved.

Secretary Hance has agreed that a voluntary 2-yr PMT soil trial will be conducted using the new PMT guide-lines (unfortunately, after PMT regs have been published by January 2015 and schedule phase-in determined).

Hopefully, a 2-yr soil trial will be conducted by independent, non-biased, science professionals, with enough ex-perience in farming to statistically draw conclusions, based on reasonable as-sumptions. SCIENCE WILL HAVE TO DETERMINE THIS QUESTION.

Furthermore, an economic evalua-tion of PMT should be delayed until this data is determined, but only then conducted by competent professionals armed with data in this 2-yr study.

For once, let’s stop picking and choosing winners and losers. Let’s let real science determine, and dictate, our future. This “science” needs to go be-yond just one article, by one professor and one University.

Until this is resolved in an equi-table fashion, practically anything that MDA, especially this Administration, will propose will certainly be met with skepticism and a great deal of discus-sion among the Agriculture Community. MDA is asking that even more signifi-cant farming BMPs be implemented over the next 2-5 years, mandated by MDA, to further aid the Bay Restoration Program. Let’s find a method of deter-mining if these might be working even better than the proposed PMT.

Should we be seeking a pro-active equitable Bay Restoration program, rather than trying to find one magic bul-let in one small area of the Chesapeake Bay Watershed? This is not a unique question, but one that EPA early on, about a decade ago, indicated that the Agriculture community, and particular the animal industry, would be targeted first, simply because it was the most “cost-effective” or easiest with less political damage. But who will carry the burden of these costs? Certainly not

Washington DC and Baltimore.Secretary Hance has published that

his final/final solution, following ex-hausting all other alternatives in lower Eastern Shore, will be to stockpile several thousand tons of manure annu-ally, or more likely 100,000 tons (YES, believe or not, 100,000 tons annually). Not sure what neighbors and EPA-air quality mandates will say about this.

FINAL CONCLUSIONS:For once, let’s do this right, let

SCIENCE determine the appropriate course of action for Chesapeake Bay Restoration and dictate our farming Best Management Practices for the entire Chesapeake Bay Watershed, includ-ing all six States and DC, assuring the public on all sides that all the PMT formula mistakes have been corrected (yes, there have been mistakes reported by this Professor, even after PMT man-dates and Guidance Document were announced). This is a complicated PMT formula, with miscalculations (or mis-takes) having been already discovered, and a computer model that needs much more scrutiny, rather than just shoving (or shoveling) out an important, poten-tially devastating economic rebuke to the Agricultural Community. If PMT is such an important tool, why hasn’t EPA mandated this to all of the Chesapeake Bay Restoration areas including all six States and Washington DC?

SCIENCE will eventually determine the real truth, without preempting the proposed PMT regulations. Only af-proposed PMT regulations. Only af-proposed PMT regulations. Only after the detailed 2-yr trial is complete, should a PMT economic evaluation be professionally conducted by a commit-tee composed of all types of profession-als, including farmers, politicians and Environmentalists. Following a detailed analysis, some changes in soil phos-phorus applications will for sure be rec-ommended, but may or may not be as drastic and potentially devastating as the proposed MDA PMT, and may actually work (i.e., provide one minor method of cleaning the Bay).

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Transitioning from business to consumer marketingBy Jen LaytonOwner, Layton’s Chance Vineyard & Winery

It is certainly no secret that agricul-tural farming operations have had to diversify in order to survive. For many farmers this means going from having a few business-to-business customers to now having a retail business with many customers. We continually see farms with their own markets and agri-tourism adventures.

When most farmers diversify they do not get rid of their previous operation; they in fact are adding another. These new businesses often have a learning curve of a right angle. In traditional farming, products have been sold to a few companies. Now with diversifica-tion many are having to produce cus-tomers every day at their establishment. It is an ongoing battle for farmers real-izing that just because you build it does not mean they will come.

For generations farmers have focused on running their operation efficiently and properly. Thinking about who your customer is and what they like to do has

never been part of agricultural opera-tions in the past. However, it is essential for farmers to figure that out.

So here are a few behind the scenes, essential steps to build a solid base for a new enterprise in an end consumer based market.

Determine what you are sellingIn today’s world it is not the actual

product that you are selling but the ben-efits of that product. You need to figure out how your product provides value to the customer. Value is absolutely es-sential when diversifying an agricultural enterprise because being the cheapest or the lowest cost is not a game that farmers or any local business can ever win. Other forms of value are conve-nience, prestige, healthier or most fun. This value comes from the benefits of your product. People do not buy organic food because it is organic, they buy it because they believe it will give them health and longevity. How do you want the customer to feel when they buy your product? What is the image you want to project?

Determine who your customers are In this step you need to craft a pic-

ture of what your customer looks like. Most people when starting a new busi-ness see hundreds of ways that all types of people could be their customer. This is dangerous and can be detrimental to a new business. If you are trying to be everything to everyone you will end up be nothing to anyone. You need to refine who your target customer is and begin with that niche. Where do they live? Are they male or female? How old are they? What is their education level? What is their marital status? There are many other statistics that can help you refine your picture of target customers.

Determine what your customers like to doOnce you know who your customer

is you need to figure out their interests, activities, and attitudes. What do they like to do? Where do they like to hang out? What causes do they support? Where do they get your information? Also you need to look at how they be-have. Are they an impulse buyer or do they need to analyze their purchase?

How much will they use your product? These types of characteristics not only help you determine how to reach your customer but also how to keep them engaged.

Once you are armed with this in-formation and you have a budget set for marketing you can determine what message you want to put out and what media outlets are right for you. When meeting with any advertising salesper-son they need to be able to tell you who reads/views/listens to their product. If it is not a match for your target customer, do not buy! If you do not have much in the way of a marketing budget look at your customer’s interests to see if there are events in the area that you can at-tend or consider having an event at your own facility.

In the end, laying this ground work ahead of time makes it much easier to make decisions and ensure that you stay on course. Once you go through the initial process you should review and revise as necessary because marketing and consumer behavior are continuously evolving.


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www.hoober.comhoober.comhoober

7261 HAYWARD RDPOCOMOKE, MD 21851

800 794-26816367A STEIN HIGHWAY

SEAFORD, DE 19973

800 843-3056

PROUDLY SERVING AGRICULTURE Since 1941

T O G E T H E R W E S E R V E B Y S E R V IC E W E G R O W

Perdue AgriBusiness started here, but does business worldwideBy Al Higgins

On Delmarva, when someone men-tions the name Perdue you immediately think of chickens. Why not? With over 300 million chickens being raised on Delmarva every year, and with Perdue being a principal grower of these tasty birds, it’s only natural to associate the two. However, there is a lot more than raising chickens going on at Perdue.

Perdue Farms actually has two oper-ating companies; Perdue Foods and Per-due AgriBusiness, which is comprised of multiple agriculturally related busi-nesses and ranks among the top U.S. grain companies. Created in the 1950s and with approximately 750 associates, Perdue AgriBusiness is headquartered in Salisbury but operates around the world, dealing in three primary areas of

business: grain and oilseed procurement and processing, feed ingredient trading and blending, and organic fertilizer pro-duction. Perdue operates grain storage in excess of 70 million bushels at more than 60 locations from New York State to Georgia, and as far west as Indiana and Kentucky.

Perdue AgriBusiness purchases grain from more than 24,000 farmers and dealers from the Eastern Midwest throughout the Eastern U.S.

Perdue has a long standing policy of “you grow it, we’ll buy it” that ensures farmers a competitive, local market for their grains. To transport the grain, Perdue operates a dedicated fleet of more than 1,500 railcars, 15 barges and works with more than 475 independent trucking companies to assure efficient, A huge pile of soybeans. Perdue AgriBusiness is recognized as a premier supplier of

soybean meal, hulls, and edible vegetable oils. Continued to page 26



The School of Agricultural and Natural Sciences (SANS) at the University of Maryland Eastern Shore embodies the tripartite, land-grant mission of the University.• Teaching provides diverse and varied academic programs including 8

B.S. degree programs in Agribusiness, Biochemistry, Biology, Chemistry, Environmental Science, General Agriculture, Human Ecology, and Urban Forestry; 5 M.S. degree programs in Chemistry, Environmental Science, Food and Agricultural Sciences, Marine-Estuarine and Environmental Sciences, and Toxicology and 1 Professional Science Master’s degree program; 3 Ph.D. degree programs in Food Science & Technology, Marine-Estuarine and Environmental Science, and Toxicology; and 1 post-bachelorette Dietetic Internship Program.

• Research promotes discovery and the application of discovery.• Extension provides solutions for the community.

Visit SANS at www.umes.edu/sans

Nurturing Great Minds . . . Creating and Applying Knowledge

Within the School and Ag-ricultural and Natural Sciences at the University of Maryland Eastern Shore, three academic departments are housed for the purpose of preparing the next generation of farmers and sci-entists for successful careers in agriculture.

Today, some 850 promising majors are studying a variety of agriculture-related programs like agri-business, for example, which was established at the

Princess Anne campus with USDA funding in 1992. The degree program builds within students core competences centered on the management of agricultural production and marketing firms, decision-making, and problem solving in public policy.

Studies show that agri-business is the world’s largest business sector, impacting food wholesalers, retailers, proces-sors, and manufacturers; mar-

keting and purchasing coopera-tives; government agencies; banks; insurance companies; and firms involved in interna-tional trade, to name a few.

In response to the local, regional, national, and global needs of the sector, therefore, UMES provides educational opportunities for future learn-ers.

Graduates of the UMES ag-ri-business degree program are prepared to pursue careers or

graduate degrees in marketing and management, business and technology, economic research, commodity brokerage, finance, and international trade and de-velopment.

Find more information about agri-business and the School of Agricultural and Natural Sci-ences, where we are Nurturing Great Minds . . . Creating and Applying Knowledge, at www.umes.edu/sans.

UMES offers programs to benefitnext generation of farmers, scientists


AVAILABLE LANDMARYLAND & DELAWARE

M i l l e r C o m m e r c i a l R e a l E s t a t e

• Rathel Farm: 2 parcels totaling 349 acres with a Conser-vation Easement. 225 acres are irrigated, 255 acres are tillable and 95 acres are wooded.• Home Farm: 130 total acres, 100 of which are irrigated. 120 tillable acres. The farm has 10 buildings, a grain facility and a 3,500 SF home.• Hastings Farm: 136 total acres with 110 irrigated and 125 tillable. 10 acres of wooded land and a 4,000 SF home.• Spicer Farm: 113 total acres, 100 of which are tillable. 80 acres are irrigated.

• 484 Acres of well managed timberland• Excellent whitetail hunting and opportunity for quality deer management• Located between Snow Hill and Berlin, MD

7301 Patey Woods RoadNewark, MD 21841

$850,000

Handy FarmsCaroline & Sussex County

$6,500,000

410.543.2440 | www.benalder.net

Introducing the Alder Land Group

Ben Alder, Senior [email protected]

Nick Campanaro, Land [email protected]

Bob Rich, [email protected]

What am I?I am an Austrian Winter Pea work-

ing hard this cold winter to improve the land where I was planted. Last October, I was mixed in with some rye and then drilled into the soil about an inch deep. My farmer planted the rye so that it could soak up excess nitrogen (N) that might be leftover from last year’s crop. And he planted me in with the rye so I could produce (fix) nitrogen to feed the new crop he will plant this May or June.

I have been slowly growing here ever since though I have very little foliage to show for it right now. But underground, I am steadily growing “down and out” a little bit every day. In fact, my tap root and lateral roots are growing as far as they can until I am all done later this spring. My role as a cover crop is to improve my farmer’s soil health which will translate into im-proved soil drainage – something very important to Delmarva farmers.

Technically, I am what agronomists call a “winter annual” so I am growing even when the snow covers the ground and the air temperatures are bitterly cold. Most of the growth occurs below the soil surface but come spring – I’ll have plenty of stems, leaves and flow-ers to get some attention. Until then, I will humbly serve as a “cover crop” and do my part to strengthen the soil profile of my Delmarva farmer.

Since we are talking about “cover

crops,” decades ago, farmers around here didn’t spend so much time talking and thinking about cover crops. Sure, some fields were planted with them to address a specific problem or need. To-day, Delmarva growers routinely plant, drill or aerial seed their cover crops as a standard part of their farming approach. Today, cover crops are a regular part of the conversation and the planning process. What shapes the conversation today is what problem or objective the grower is actually working towards.

The more common “reasons” that growers use cover crops are:

• To reduce soil compaction which could have been caused by working the ground a bit too wet last spring.

• To get ahead of some of their hard-to-control weeds that have been “break-ing” through their traditional weed control programs.

• To insure that their soils are not “bare” at corn and soybean harvest, growers are contracting with their “pi-lot” to fly on a cover crop.

• To improve soil health.The reasons for planting cover crops

does vary from farmer to farmer and year to year – but Delmarva farmers are certainly thinking about planting cover crops every season.

This blog post was written by Bob Rich of the Alder Land Group, a sub-section of Sperry Van Ness - Miller Commercial Real Estate. To read more blog posts, go to www.benalder.net/blog.

By Bob RichAlder Land Group, Sperry Van Ness

An Austrian Winter Pea works hard to improve the land where it was planted. Photo taken by Bob Rich on Webb Johnson’s Farm in Chestertown

Cover crops help area farms



Take the worry out ofgenerators failing to start.

Like most farmers, do you rely on a backup generator to keep you going during a power outage?

Think about what would happen if it failed to start.

Call Today.

Diesel & GasolineFUEL FILTERING & PURIFYINGDiesel & GasolineDiesel & Gasoline

410-742-7232

• Full line of tanks and pumping systems for industrial, commercial & farm use including installation and repair

• Direct fill of on-site equipment including irrigation and generator tanks

timely delivery. Perdue AgriBusiness is certified by the USDA as a direct ex-porter of agricultural commodities and they ship grain around the globe from the only deep-water grain terminal lo-cated in Chesapeake, Va.

With more than 50 years of experi-ence in oilseed processing, Perdue AgriBusiness is recognized as a premier supplier of soybean meal, hulls, and ed-ible vegetable oils.

As the needs of their end users have evolved, they have built flexibility and diversity into their operations, which en-ables them to source, crush, and refine a variety of oilseeds, including specialty crops.

One example is Plenish high oleic soybeans, which produce a soy-based trans fat alternative oil for food compa-nies and foodservice operators.

In addition to offering soybean meal from their processing plants, they have the ability to merchandise soy meal into other regions. This combination of supply chains provides for unparalleled

service to destination feed markets. They produce edible vegetable oils and lecithin at their refinery in Salisbury.

In addition to local grain and oilseed buying, Perdue Agribusiness’ Com-monality Trading and Blending opera-tions are one of the nation’s largest feed ingredient merchandisers and custom blenders, with access to products in multiple regions to better serve buyers and sellers. Each year, they handle more than 2 million tons of feed ingredients. Offerings include a variety of feed ingredients as well as custom-blended feed supplements for the poultry, swine and dairy industries.

On average, they deliver 350 truck-loads of these products each day. With their strong understanding of least-cost feed formulations and access to a wide variety of ingredients, they promote themselves as a one-stop shop for the protein needs of feed manufacturers.

Perdue AgriBusiness supports the ethanol and biodiesel industries by sourcing feed stocks and marketing byproducts from those industries. They also offer expertise and experience in logistics, risk management and facility design.

Perdue AgriBusiness International

group also provides the world with grains, oilseed, feed ingredients, and other products produced by the com-pany. They utilize the transportation resources of rail, barge, and their deep-water port at Chesapeake, Va. to access markets in Europe, the Mediterranean, Southeast Asia, the Caribbean, and South America.

They ship in bulk vessels and also load containers at transloading facilities across the country. In an average year, they load 120 vessels and more than 16,000 containers.

As Perdue Foods has become the largest producer of organic chicken in the U.S., Perdue AgriBusiness has the responsibility for the sourcing of certi-fied organic grains and feed ingredients. This supply chain includes an emphasis on increasing domestic production as well as international alliances in coun-tries such as Turkey and Argentina.

Perdue Agribusiness’s newest ven-ture is an expansion into the agricultural service business which includes crop inputs, seed, sales, specialty seed pro-cessing and producer risk management.

Perdue AgriBusiness recognized as world leader

Wayne Hudson, manager of Perdue AgriRecycle

Continued from page 23


The Farmers & Planters Co.

Rt. 50 & Mill StreetSalisbury, MD 21801410-749-7151 Phone

www.farmersandplanters.com

FARM - FEED - SEEDLAWN - GARDEN

WILDLIFE

Toll Free 888.651.2111 • www.LandmarkInsuranceInc.com

30386 MT. Vernon Rd., Princess Anne, MD 21853

410-651-2110

Attention FArmownersIs this

happening to you?

InsuranceCoverage

InsuranceRates

For Insurance RatesCall Angela McCoy

410-651-2110Ext. 310

We also provideCrop Insurance

MCE offers ag-related financingOne source of financing for those

in the agriculture business is MCE (Maryland Capital Enterprises, Inc.), a Salisbury-based small business as-sistance non-profit that is funded by the Department of Agriculture to provide business loans. The organization assists businesses on Maryland’s Eastern Shore with business loans, education and con-sulting.

Loans can range from $500 to $5,000 for emergency loans or credit builder loans, from $5,000 to $50,000 for micro-loans, and from $5,000 to $250,000 for other small businesses.

Although MCE can lend to farms, most of its loans have been for farm-re-lated businesses like marketing seafood or produce, farmer’s markets, manu-facturing farm products, and getting products to market. The organization collaborates with banks, MARBIDCO (Maryland Agricultural & Resource-Based Industry Development Corp.), The UMES Rural Development Center, Extension Service, and others to pro-vide assistance.

For more information, contact MCE at 410-546-1900 or [email protected].

Chicken industry is essential for the Lower Eastern ShoreBy Bill SatterfieldExecutive Director, Delmarva Poultry Industry, Inc.

A study last year by the University of Maryland College of Agriculture and Natural Resources determined that “the [annual] economic impact of the poultry industry on the Maryland economy is $1.76 billion.” This includes all poultry and egg production and processing in all Maryland counties. The vast major-ity of this activity is due to the Eastern Shore chicken industry.

The same study concluded that in the short run, if the poultry industry closed its doors (all the production and processing of meat chickens, eggs, etc.), we would have a hit of $500 mil-lion which includes the loss of 7,000 jobs. This includes the devastating im-pact on corn and soybean farmers who grow the chickens’ feed ingredients.

These are compelling reasons why maintaining a strong chicken industry is so important for all of Maryland, but especially on the Lower Eastern Shore.

The chicken industry is the largest

segment of agriculture in Maryland, accounting for more than one-third of the state’s cash farm income. Mary-land ranks 8th in our republic for meat-chicken production. The state’s largest chicken-producing counties are on the Lower Eastern Shore. The most recent U.S. Census of Agriculture ranked Somerset 25th, Worcester 26th, and Wicomico 36th nationally.

Despite the importance of our indus-try, some groups in the environmental industry would be pleased to see us gone. They and their colleagues in the Maryland General Assembly keep try-ing to chip away at our industry, but thanks to a strong coalition of chicken industry persons and groups, the farm-ing community, our business allies, and tremendous support from various levels of Eastern Shore elected officials, we remain strong, but vigilant.

We encourage business operators to think about how many of their cus-tomers and how much of their income is due to the chicken industry. Many might be surprised.

Last year, Perdue AgriBusiness became DuPont Pioneer’s representative for Pioneer brand products in Delaware. They provide local farmers with corn, soybean and wheat seed and have built a seed treatment facility in Bridgeville, Del. Perdue AgriBusiness also repre-sents Technology Crops International by selling and processing specialty seeds in North Carolina to produce high value oil for the industrial, pharmaceuti-cal, cosmetic and food industries.

Closer to home, Perdue operates an innovative company known at Perdue AgriRecycle. Located in Sussex Coun-ty, Delaware, the plant began operation in the spring of 2001 and has processed over 1 billion pounds of chicken lit-ter. This more than $45 million dollar investment by Perdue in providing al-ternatives to land application of poultry litter is particularly important when one considers pending regulations concern-ing prosperous levels in Maryland soils.

At the beginning of the decade, Per-due realized that the ongoing loss of farmland to residential and commercial development meant that some of Del-marva’s poultry producers would need an alternative to the traditional use of poultry litter as fertilizer.

Perdue invested in Perdue AgriRe-cycle because they wanted to preserve agriculture on the Shore. Jim Perdue once said, “Agriculture on Delmarva is a three-legged stool made up of poultry producers, grain farmers and the poultry companies. We all need each other.”

The chicken litter is collected from area chicken houses at no cost to the farmer. The plant then dries, heats and processes the litter to produce a line of organic fertilizer products that are ap-proved for use by the Organic Materials review Institute under the guidelines of the U.S. Department of Agriculture’s National Organic Program. Perdue AgriRecycle also relocates litter to ag-ricultural operations where the nutrients are needed, including Pennsylvania mushrooms growers.

Perdue is a multi-faceted company that reaches throughout the world. Here in Maryland, the company has a total economic impact of $1.43 billion, with Perdue AgriBusiness contributing $777 million of the total.

The next time you pick up a pack-age of boneless, skinless chicken breast, with the famous blue and gold label, give a thought about Perdue and their positive impact on our community.


Wicomico Young Farmers groupWicomico Young Farmers is an or-

ganization dedicated specifically to the needs of young agriculturalists in the county.

As a committee of the Maryland Farm Bureau, the membership is repre-sented as a voting voice for farmers age 18 to 35-years-old.

The committee provides opportuni-ties for young farmers in the county to expand their leadership skills, meet their educational needs, and interact with other young farmers. The group meets the needs of young farmers after FFA and 4-H.

Young Farmers members are able to interact with others that share the same interest in agriculture through legisla-tive affairs (Young Farmers’ Day in Annapolis and the Annual Convention), leadership (Young Farmer Retreat and American Farm Bureau Young Farmer & Rancher Leadership Conference),

social activities (including picnics, farm tours, and dinners), fundraising (ice cream dipping at the Maryland State Fair and the Wicomico Young Farmers Annual Consignment Auction), and re-ceive awards and recognition (Disscus-sion Meets, Excellence in Agriculture Award, and Achievement Award).

With the Annual Consignment Auc-tion, Wicomico Young Farmers is able to award two $1,000 scholarships every year.

Students must be a Wicomico Coun-ty resident, enrolled in a college for undergraduate studies that fall, and be majoring in an agricultural related field.

Wicomico Young Farmers need more voices to help support and pro-mote Maryland agriculture. If you are interested in becoming a Wicomico Young Farmers’ member, visit wicomi-coyoungfarmers.com or our Facebook page.

The Wicomico Young Farmers Group serves as a voice for farmers ages 18 to 35.

ALDER FORMS NEW GROUP - Ben Alder, senior advisor with Sperry Van Ness – Miller Commercial Real Estate in Salisbury, announces two new hires and the formation of Alder Land Group. Bob Rich joins the group as a land advisor, and Nick Campanaro will work with Ben as a land analyst. Ben Alder has been with Sperry Van Ness – Miller Commercial Real Estate since late 2011. He has a background in land and farm real estate and biology and environmental science. To date, he has closed transactions on over 7,600 acres of land in Maryland and Delaware, and is currently representing the sale of more than 8,500 acres. He has formed the Alder Land Group to better serve agricultural clients on Delmarva. To inquire about available land in Maryland or Delaware, contact Ben Alder at [email protected] or 410-543-2440.


CFES celebrates anniversaryOne hundred years ago, in 1914,

the community foundation concept was born in the Midwest, giving rise to a new philanthropy, a new way of participating in community, and a new vision for the future.

Today, the Community Foundation of the Eastern Shore (CFES) is one of more than 700 community founda-tions in the United States, collectively managing more than $48 billion in assets and making grants of approxi-mately $4.5 billion a year to improve life in their communities. There are more than 1,700 community founda-tions worldwide.

“On May 17th, CFES celebrates its own 30th anniversary, commemorat-ing the generations of donors and vol-unteers whose generosity continues to make life better on the Lower Eastern Shore,” said Doug Wilson, president & CEO, CFES. “We also mark this year as the 100th anniversary of the community foundation movement at work in communities around the world.”

Like all community foundations, CFES invites everyday people with a vision and a passion for community to create something together. For more information, visit www.cfes.org.


Becker Morgan promotionsBecker Morgan Group is pleased to

announce the pro-motion of Jason R. Pearce, Brenden D. Frederick, Garth E. Jones and Jonathan S. Falkowski.

Jason R. Pearce, AIA, CDT, LEED AP, architect in the Salisbury office was named senior associ-ate. With a bachelor of architecture from the University of Ten-nessee, Knoxville, Pearce started as an intern in 1995 and has been with the firm for the past 19 years.

Brenden D. Fred-erick, AIA, LEED AP, architect in the Salisbury office was named senior associ-ate. Frederick joined Becker Morgan Group 10 years ago after earning his mas-ter of architecture at Tulane University. He is president elect of American Institute of Architects (AIA) Chesapeake Bay Chapter and serves on the AIA Maryland board of directors.

Garth E. Jones, P.E., LEED AP, civil engineer in the Dover, Del., office was named associate. He has been with the firm for 10 years and has over 20 years of engineering experi-ence. Jones earned his bachelor of civil engi-neering at the Univer-sity of Delaware and is a licensed engineer in Delaware, Maryland, Pennsylvania, Virginia, and West Virginia. He currently serves as chairperson of the Sussex County Partnering Committee for American Coun-cil of Engineering Companies of Delaware

Jonathan S. Falkowski, E.I.T., civil designer in the Dover office was named associate. Falkowski earned his bachelor of applied sciences at the University of Dela-ware and associate of applied science in civil engineering technology at Delaware Technical Community College. He has been with the firm for nine years.

Holloway named to commissionGovernor Martin O’Malley has ap-

pointed Wicomico County Council President, Matt Holloway as the agri-cultural representative to the Maryland Sustainable Growth Commission.

Holloway said, “I’m excited about the opportunity to represent agriculture

on this commission and ensure that our farming community has a seat at the table.” He is currently serving his first County Council term and was voted by his peers to serve as President for this session.

Established by the Maryland Gen-eral Assembly in 2010, the Sustainable Growth Commission makes recommen-dations on growth and development is-sues. The 34-member commission, who represent local and state government, business and nonprofit organization sec-tors, consider ways to help implement laws and regulations concerning Mary-land’s growth and development.

Holloway will begin his appointment at the commission’s meeting in March.

McCain elected president of AIWilliam R. McCain, president and

CEO of W.R. McCain & Associates, Inc., was recently elected president of the Delaware Chapter of the Appraisal Institute. McCain started his career in real estate in 1986 and holds the MAI designation with the Appraisal Institute and is a Certified General Appraiser.

McCain spe-cializes in differ-ent realms of the valuation industry encompassing both commercial and residential properties throughout the Mid-Atlantic region. His primary concentration is in the valua-tion of complex real estate, valuation review, and litigation matters. McCain is involved in numerous community organizations including chairman of the board of trustees for Peninsula Regional Medical Center. McCain resides in Salisbury with his wife Teresa.

Orozco named executive directorSuzanne M. Orozco has been named

as Telamon Corporation’s new execu-tive director.

Orozco joined the nonprofit in 1992 as state director of Telamon’s Head Start program in Michigan. Since 1998, she has been responsible for managing Head Start, the National Farmworker Jobs Program, and other programs in five states as Telamon’s deputy execu-tive director.

Orozco is an active member of the National Migrant and Seasonal Head Start Association and is an advisory board member of the Johnson & John-son Fellows Program at UCLA, where she was named a Fellow in 1993.

Orozco succeeds Richard A. Joanis, who spent 33 years as executive direc-tor of Telamon, having built the organi-zation from a one-state operation into a nationally recognized multi-disciplinary nonprofit organization serving Ameri-ca’s migrant and seasonal farmworkers, children, youth and the rural poor in 11 states.

WSW welcomes student internCommunity Health Undergraduate

Major and Biology Minor, Sarah Navin is working as an intern for Women Sup-porting Women at their Salisbury office.

Sarah’s responsibilities include pro-gram coordination of the Young Wom-en’s Conference and the Children’s Conference. She will also help with community fundrais-ing in events such as the Pink Ribbon Bingo and Bras for a Cause.

From Bel Air, Sarah is a senior at Salisbury University and plans to gradu-ate in May. At SU, Sarah is a member of Zeta Tau Alpha, where she does ad-ditional fundraising for breast cancer education and awareness.

Board welcomes new membersThe Salisbury University Alumni

Association welcomes six new members to its board of directors: Angela Giglia Balsamo of Pasadena, Travis Dettman of Baltimore, Julia Glanz of Salisbury, Anne Klase of An-napolis, James “Ja-mie” McIlvain of Newark and William “Billy” Staples of Salisbury.

Balsamo earned a B.A. in commu-nication arts and political science in 2000. She worked as a news producer for WJZ-TV in Baltimore and a pro-duction assistant for Ladder 49. She and her husband, Tom, owned three tutor-ing facilities before launching Coffee News, a weekly pub-lication.

Dettman earned a B.S. in interdis-ciplinary studies in 2004, and is a past president of the SU Student Government Association (SGA). In addition to serv-ing in the Maryland Army National Guard, he is an ac-count executive for Vocus, Inc., a Belts-ville-based marketing software firm.

Glanz earned a B.S. in business management in 2011 and a master’s in conflict analysis and dispute resolution in 2013. Another past president of the SGA, she is the founding president of SU’s Graduate Student Council. She

is a staff representative for AFSCME Maryland, Council 3.

Klase earned a B.A. in political sci-ence in 2011. She was a Presidential Citizen Scholar at SU, and interned for U.S. Senate Majority Leader Harry Reid. She has worked is deputy chief of staff for Maryland Comptroller Peter Franchot.

McIlvain earned a B.A. in com-munication arts in 1996. A former SU rugby player, he is an active fundraiser and organizer in the rugby community. Employed with Pepco Holdings, Inc. since 2000, he is a customer care proj-ect manager.

Staples earned a B.A in history in 2000 and a master’s of business admin-istration in 2008. A former SU football player, he began working for Nation-wide Insurance in 2001. In 2008, he ac-quired his own agency in Salisbury.

Each new member will serve two three-year terms. The Alumni Associa-tion’s new officers are: President Cyn-thia “Cindy” Kratz Phillips ’88, M’93 of Salisbury; Vice President Michael W. Mowery ’95 of Blackwood, N.J.; and Secretary Virginia “Dixie” Furr Herweh ’94, M’96 of Ashburn, Va. They are serving in these roles for two years.

Jones joins Wor-WicWor-Wic Community College re-

cently welcomed Katherine L. Jones of Quantico, as director of student activi-ties.

Prior to taking this full-time posi-tion, she taught his-tory and education at Wor-Wic on a part-time basis for the past three years. She was also a part-time history instructor at Salisbury University (SU).

She received her bachelor’s degree in history and second-ary education and her master’s degree in school administration from SU. She is currently working on her doctorate in education at Wilmington University.

McCain

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WomenÕ s Fund helps nonprofitsEmergency grants of $1,250 each

were awarded to four area nonprofits from the Women’s Fund at the Com-munity Foundation. Diakonia, Inc., Little Sisters of Charity, Life Crisis Center and Samaritan Shelter each received grants for emergency needs of women and girls.

Community Foundation’s Wom-en’s Fund Emergency Grants provide funding to nonprofit organizations that support critical assistance to lo-cal women and girls. Funding will be awarded to services and programs that offer utility, prescription, food, education and housing or other emer-gency type needs.


Journal Healthcare

Affordable health care programBy Robert Branton, D.O.Lorraine Jarrah, M.D.

As doctors, we understand first hand the burdens the Affordable Care Act has placed on individuals as well as small businesses hoping to provide healthcare for their employees. Government regu-lations place undue financial stress on us all.

Understandably, many businesses will be forced to drop employees from the insurance pool due to cost con-straints.

The practice of Drs. Branton and Jarrah, Internal Medicine, is offering an alternative to traditional health insur-ance. Our program called Health Access is affordable and is the definition of pa-tient centered care. We offer hands on individualized care the way it used to be, between doctor and patient.

Health Access is a way for the un-insured to obtain quality outpatient primary medical care they can afford. For a yearly fee of $600, the patient re-ceives a comprehensive physical exam as well as three follow up/sick visit ap-pointments for a nominal copayment. In addition, as deemed necessary ancil-lary office procedures including EKGs, breathing treatments, blood sugar test-ing, etc. are included in the fee.

Our goal is to help provide much needed care to individuals unable to afford or who have been forced out of traditional health plans.

Our practice has been serving the Salisbury area for 18 years. As board certified internists, we specialize in

comprehensive disease management of conditions such as hypertension, COPD, diabetes, heart disease as well as rou-tine physical exams, pap smears and preventive care. We are also equipped to provide pre-employment physicals, DOT exams and urine drug screens at competitive rates.

The practice is currently contracted with self-funded plans including PRMC, Perdue, and Pohanka Automo-tive Group. Since we have invested in electronic medical records since 2004, we have ample data supporting the care delivered has exceeded performance metrics for many disease states.

If your business is self-insured, we believe our practice can save you money by contracting directly with your business to provide quality care for your employees.

We offer same day appointments and provide quality health care to keep your employees healthy so they can work to their potential. With the continuity of care that we are able to provide, you could save money on costly urgent care center and emergency room visits.

We believe that healthcare is best delivered between doctor and patient. As doctors we are offering a solution that helps to reduce the complexities of heath insurance companies and big government. We strive to put healthcare back into the hands of doctors and pa-tients.

Thank you for giving us the oppor-tunity to offer our services to you and your employees. Feel free to contact us at 410-546-5141.

TOURNAMENT FUND DONATION - The David Whitby Memorial Golf Tourna-ment Committee raised $9,856.27 to support the David Whitby Memorial Fund, a permanent charitable fund at the Community Foundation of the Eastern Shore. Pro-ceeds from the annual Prostate Cancer Golf Tournament benefit the Richard Henson Cancer Center at Peninsula Regional Medical Center. The David Whitby Memorial Fund is a permanently endowed fund that will provide support for diagnosis and treat-ment of prostate cancer on the Lower Eastern Shore in perpetuity. Pictured from left: Gary and Janet Wright, fund representatives and BJ Summers, director, development and philanthropic services.

PRMC offers medication adviceOne of the core values of Peninsu-

la Regional Medical Center (PRMC) embraced and practiced daily across the continuum of care is safety, and in particular patient safety. PRMC is pleased to join the nation’s 5,000 hospitals in celebrating National Pa-tient Safety Week from March 2-8. This year’s theme is “Navigate Your Health…Safely.”

Each Tuesday during the month of March (March 4, 11, 18 and 25), members of the PRMC Pharmacy Team will be available to answer general pharmaceutical questions for patients, families and visitors in the lobby of the Hanna Outpatient Center from 8 a.m. to noon. In addition, they will offer valuable advice on medica-tion safety, medication reconciliation, why it’s extremely important for pa-tients to keep an updated and compre-hensive list of the medications being taken and a template for doing so.

During National Patient Safety Awareness Week, PRMC will be ac-tively involved in a series of events to reinforce the importance of safety

including proper hand washing and hand hygiene practices, speaking up when concerned, and educating patients on taking the lead role as an advocate in their own care.

PRMC lab accreditationPeninsula Regional Medical Center

Cardiovascular Laboratory in Salis-bury has been granted a three-year term of accreditation in vascular test-ing in the areas of peripheral venous testing, peripheral arterial testing and extracranial cerebrovascular testing by the Intersocietal Accreditation Commission (IAC).

The IAC grants accreditation only to those facilities that are found to be providing quality patient care, in compliance with national standards through a comprehensive application process including detailed case study review.

When scheduled for a vascular testing procedure, patients are encour-aged to inquire as to the accreditation status of the facility where their ex-amination will be performed and can learn more by visiting www.intersoci-etal.org/vascular/main/patients.htm.


LifeMatters™ is recognized andapproved by the Maryland Dept.

of Health and Mental Hygiene Office of Quality Care as a licensed

Residential Service Agency.

LifeMatters™ works with you and your family to provide solutions to your personal care needs for you or a loved one. We offer a host ofservices – from light housekeeping & meal preparation to total care assistance – customizing our service to our CLIENT’S needs and their family’s desires for their loved one to empower independent living and to improve a better quality of life. We provide you with “PEACE OF MIND” and do so with great pride and a commitment to our clients being comfortable and happy!

Call us to arrange a client assessment today:(410) 341-0600 Salisbury ◊ www.pinnaclehq.com

Additional Services:◊ Companionship◊ Medication Reminders◊ Laundry & Linens◊ Errands & Transportation◊ Bathing & Dressing Assistance◊ Ambulation Assistance◊ Alzheimer’s Care & Assistance◊ 24/7 Care & Hourly Assistance

All LifeMatters professional caregivers are fully

screened, insured,

and bonded

SVN HOSTS SYMPOSIUM - David J. Wilk, CRE, MAI, national chair of Corporate Real Estate Advisory Services for SVN International and northern Delaware partner with Sperry Van Ness – Miller Commercial Real Estate recently hosted a Place-Mak-ing Symposium at the Salisbury University Perdue School of Business. The event consisted of two panels comprised of a total of five speakers that presented strate-gies to create more economic development and jobs in the region through innovative real estate branding and marketing strategies. Maryland State Senator Jim Mathias was on hand to open the event and speak of the possibilities on the Eastern Shore.

One of the major takeaways from the Symposium included how to leverage the space launch activity at Wallops Island to attract businesses and jobs to multiple communities within the Delmarva Peninsula.

The other panelists that presented at the Symposium were Lindsay Thompson, Ph.D. (Johns Hopkins Carey Business School), Dr. Memo Diriker (Salisbury Uni-versity), Dr. Michael Casson Jr. (Delaware State University), and Keith O’Donnell (MedUTech Florida).

For more information about this event or to be added to our invitation list for next year, contact David J. Wilk, CRE, MAI, at [email protected], or call 302-540-5959.

McClellan to serve as presidentJohn McClellan, CCIM, senior ad-

visor with Sperry Van Ness – Miller Commercial Real Estate in Salisbury, has been elected to serve as president of the Peninsula Commercial Alliance (PCA) for 2014.

The PCA was created in 2011 by realtors serving the Sussex Delaware and Lower Maryland Shore counties. The goal of the organization is to bring commercial real estate professionals together along with others serving the industry such as developers, bankers and government officials.

When asked what his goal for the

PCA in 2014 was, McClellan respond-ed, “It would have to be to increase membership among industry profes-sionals and to clarify the unique skills and expertise held by a commercial real estate professional. There are multiple practical ways the organization has been able to assist local brokers, includ-ing the strengthening of relationships with state and local officials, offering continuing education opportunities, con-ducting commercial property tours, and promoting data sharing between brokers to ensure better transactions and more.”

Cook inducted into Hall of FameDuring a luncheon honoring exem-

plary service dedicated to the mission of Junior Achievement (JA), prominent local businessman Robert Cook was inducted as a laureate in the Junior Achievement of the Eastern Shore Hall of Fame.

In 1982, Cook took the helm of the then emerging Junior Achievement from its leaders, Delmarva Power and Ralph Smith (JA’s 2011 Laureate), and began building the foundation of the Junior Achievement that exists today on Delmarva.

This fledgling Junior Achievement began operations under the umbrella of the Wilmington, Delaware JA office. Cook quickly saw the need for a local, independent Junior Achievement board to serve students in the Wicomico and surrounding counties area. Obtaining a charter for a separate JA of the Eastern Shore proved difficult, however, and financial stress threatened the effort at every turn. In 1987 Cook’s dream be-came a reality, and Junior Achievement of the Eastern Shore became its own entity.

“Junior Achievement--along with other youth programs like Boy Scouts - helps built character, values, and work skills in our youth,” said Cook. “In this way JA helps to secure the future of this great nation.”

Cook’s work for Junior Achievement of the Eastern Shore has helped give

countless local students the tools they need to grow into the fiscally savvy, business powerhouses our country will need to move into the future.

Today, Junior Achievement of the Eastern Shore (JAES) teaches more than 6,000 students across the Eastern Shore. For more information, email JAES at [email protected], phone 410-742-8112, or visit www.ja.org.

Robert Cook has been inducted as a laureate in the JA of the Eastern Shore Hall of Fame.

Natural gas expansion approvedThe Delaware Public Service Commission (DPSC) has approved changes to

the natural gas tariff governing Delmarva Power’s ability to deliver natural gas to more than 120,000 customers.

The approved changes will make it more affordable for customers within Delmarva Power’s natural gas service territory to convert to natural gas ser-vice for their home-heating needs.

In response to DPSC’s approval, Delmarva Power will work to implement the tariff changes to provide natural gas service to more customers, including customer communications, public announcements, community outreach and continued coordination with state and local partners. Implementing the tariff changes will be a multi-phase, long-term project.

For more information, visit www.delmarva.com, and click the Natural Gas tab on the homepage.


Call For NominationsThe President’s Distinguished Community Leadership Award: Recognizing Those Who Change Us

* The Lower Shore is defined as — Maryland: Dorchester, Wicomico, Worcester and Somerset; Virginia: Accomack and Northampton; Delaware: Sussex.

Previous Distinguished Community Leadership Award Winners:Individual Organization

2007 Lewis Riley Community Foundation of the Eastern Shore2008 Sue Revelle Women Supporting Women, Inc.2009 Henry H. Hanna, III MAC, Inc.2010 Dr. Peggy Naleppa United Way of the Lower Eastern Shore2011 Dr. Carolyn Stegman Dove Point2012 Deborah Abbott & Habitat for Humanity of Wicomico County &

Dr. George Whitehead Salisbury Area Chamber of CommerceDeborah Abbott & Habitat for Humanity of Wicomico County &Dr. George Whitehead Salisbury Area Chamber of CommerceDeborah Abbott & Habitat for Humanity of Wicomico County &

Do you know a person or organization who makes an extraordinary contribution to the community and people of the Lower Eastern Shore*? Please nominate them. Established by SU President Janet Dudley-Eshbach, the award has two categories:

n individual n organization

To Enter Your Nomination Visit: www.salisbury.edu/communityleadershipDownload and complete the form(s) and mail to:

Amy S. Hasson, Chair, Town-Gown CouncilSalisbury University, 1101 Camden Avenue, Salisbury MD, 21801or e-mail to Gina Boobar, Executive Administrative Assistant: [email protected].

For more information call 410-548-3316.Recipients are honored during SU’s spring commencement and their names are engraved on a plaque in the President’s Office.

The 2014 deadline for nomination materials for both awards is Friday, April 4.

www.salisbury.eduwww.salisbury.edu

2013 INDIVIDUAL WINNER:Marty Neat

2013 ORGANIZATION WINNER:Lower Shore Enterprises, Inc.

CommunityLeader Ad_BusJournal_2014_Layout 1 2/17/14 3:20 PM Page 1

Salisbury Universityis seeking 2014nominations forleadership awards

Know a person or organiza-tion that is making a difference in the community? Salisbury University wants to hear about them.

SU’s Town-Gown Council is accepting nominations for its 2014 President’s Distinguished Community Leadership Awards. Awards are presented in two categories: organiza-tion and individual. Winners will be recognized during SU’s Spring Commencement.

Past individual winners include former Maryland Sec-retary of Agriculture Lewis Riley, Women Supporting Women Founder Sue Revelle, Henry Hanna III, Peninsula Regional Medical Center Presi-dent and CEO Peggy Naleppa, Dr. Carolyn Stegman, Deborah Abbott, Dr. George Whitehead and Marty Neat.

Past organizational winners are the Community Foundation of the Eastern Shore, Women Supporting Women, MAC,

Inc., the United Way of the Lower Eastern Shore, Dove Pointe, Habitat for Human-ity of Wicomico County, the Salisbury Area Chamber of Commerce, and Lower Shore Enterprises, Inc.

Individuals and organiza-tions in Wicomico, Worcester, Somerset and Dorchester coun-ties in Maryland; Accomack and Northampton counties in Virginia; and Sussex County in Delaware are eligible.

Nomination forms are avail-able online at www.salisbury.edu/communityleadership.

Nomination forms and two letters of support should be sent to Amy S. Hasson, Town-Gown Council Chair, Salisbury University, 1101 Camden Ave., Salisbury, MD 21801, or e-mailed to Gina Boobar, exec-utive administrative assistant, at [email protected]. The deadline for nominations is Friday, April 4; call 410-548-3316 with questions.


Journal Education

LEGO ROBOTICS TOURNAMENT - The 5th annual FIRST LEGO League ro-botics tournament was held at Salisbury Middle School recently. Congratulations to the following teams who qualified for the Maryland state FLL tournament: Worcester Beach Bots (Worcester County), Creative Colonels & Lego Commanders (Caroline County) and Lego Six Dynamite (Wicomico County). Many thanks to the volunteers and corporate sponsors: Robinson’s Family of Businesses, AWB Engineering, Beck-erMorgan Group, Remax Crossroads, Baxter Enterprises, TEC Foundation, The Paper People, Chick-fil-A, Home Depot, Zeppole Cafe’, Famous Dave’s, Coca-Cola of Salisbury, Wicomico County Public Library, SMS STEM Academy teachers, Salis-bury University, Marine Science Consortium, Wor-Wic Community College, Eastern Shore Chapter of the American Society of Civil Engineers.

SU shares March cultural eventsEuropean musicians, works by art-

ists in the United States and abroad, Russian ballet and a national film series highlight cultural events at Salisbury University in March.

The Minetti Quartet, hailed by Eu-ropean media as “a musical sensation,” continues SU’s Peter and Judy Jackson Chamber Music Series 7 p.m. Wednes-day, March 5. The Austrian ensemble performs in the Great Hall of Holloway Hall.

SU Art Galleries — Downtown Campus, 118-120 N. Division St., showcases works by Korean-American textile artist Eun Kyung Suh and Esto-nian painter and illustrator Pusa from March 5-April 18. A meet-the-artist re-ception with Pusa is 6 p.m. Wednesday, March 5. A closing reception is 5 p.m. Friday, April 18.

Author, environmentalist and self-described “lunatic farmer” Joel Salatin, whose farm, Polyface, was made fa-mous in the New York Times bestseller The Omnivore’s Dilemma: a Natural History of Four Meals and the award-winning documentary Food, Inc., speaks 7 p.m. Saturday, March 8, in Perdue Hall’s Bennett Family Auditorium.

Guest cellist Douw Fonda joins the Salisbury Symphony Orchestra for its first performance of 2014 at 7:30 p.m. Saturday, March 8, in Holloway Hall

Auditorium. Directed by Dr. Jeffrey Schoyen, the orchestra plays works by Vivaldi and Mozart. Admission is $20, $15 for seniors, $5 for children 18 and under. For tickets visit www.Salisbury-SymphonyOrchestra.com or the Infor-mation Desk.

LUNAFEST, the national film festi-val sponsored by LUNA, makers of the Whole Nutrition Bar for Women, comes to SU Sunday, May 9. Screenings of nine short movies, all made by women, are 1 p.m. and 5 p.m. in Holloway Hall Auditorium. Admission is $20 in advance, $25 at the door. Proceeds ben-efit the Life Crisis Center and national Breast Cancer Fund. For tickets and a lineup of films visit the LUNAFEST website at www.lunafest.org.

The Moscow Festival Ballet visits SU for two performances — Don Quix-ote Monday, March 10, and The Sleep-ing Beauty Tuesday, March 11 — both 8 p.m. in Holloway Hall Auditorium. Free tickets are required and may be picked up in advance at the Information Desk of the Guerrieri University Center (limit of two tickets per person, only one performance per person).

Admission to all activities is free un-less otherwise noted.

For more information on these and other events, call 410-543-6030 or visit www.salisbury.edu.

CAREER SERVICES DONATION - Salisbury University Career Services has received a $4,000 donation from Enterprise Rent-A-Car to support students’ career development. The contribution names the Enterprise Rent-A-Car Classroom, opened in spring 2013, within the Career Services office for students to use for interview preparation and more. Enterprise’s Baltimore-Washington, D.C. region, which in-cludes the Eastern Shore, has employed over 45 SU alumni in recent years. Several students are hired annually into the company’s management training program and others serve as interns. Pictured, from left, are SU alumnus and Enterprise repre-sentative Kevin Cattrano; Jason Curtin, SU assistant vice president for development and alumni relations; Enterprise representative Ryan “Buck” Howanski; Dr. Becky Emery, SU Career Services director; Aaron Basko, assistant vice president for enroll-ment management; SU alumna and Enterprise representative Terri Morris; Charlie Endicott, SU Career Services associate director; and Crystal Dickerson, SU employer outreach coordinator.


When I think of “Celebrating Women ofCharacter, Courage and Commitment,”this year’s national Women’s HistoryMonth theme, many special individualscome to mind. Some, like my familymembers, colleagues and the studentleaders taught at SU, I have knownpersonally. Others, from historicalfigures like Susan B. Anthony andHarriet Tubman, to heroes of today suchas Venus and Serena Williams, whosecharitable contributions and efforts topromote gender equity have made almostas many headlines as their athleticprowess, have been admired from afar.

Throughout the next few weeks,Salisbury University celebrates womenlike these with a series of speakers, filmsand other events in honor of Women’sHistory Month.

Cindy Hasselbring, two-time NationalScience Foundation Albert EinsteinDistinguished Educator Fellow, keynotesthe series 7 p.m. Wednesday, March 5, inPerdue Hall’s Bennett Family Auditorium.During her 16-year career as a highschool mathematics teacher, Hasselbring’shonors included the Presidential Awardfor Excellence in Mathematics andScience Teaching. She also is a memberof the NASA Network of EducatorAstronaut Teachers.

“LUNAFEST: Short Films by, for andabout Women” continues the series 1 and5 p.m. Sunday, March 9, in HollowayHall Auditorium. Nine films coversubjects as varied as 70-year-oldbasketball players, romance and a femalehigh school wrestler.

Admission is $20 in advance, $25 at the door. Students receive a $10 discount.Limited VIP seating is available. Hosted bythe Communication Arts Department,proceeds benefit the Life Crisis Center andthe National Breast Cancer Fund. For ticketsand film information visit www.lunafest.org;call 410-749-8111, ext. 702; or [email protected].

Events turn to the stage with thepresentation of That Takes Ovaries7 p.m. Tuesday, March 11, in BennettFamily Auditorium. The multiculturalperformance, based on the internationalbook and play of the same name, includesan open mic, during which audiencemembers are invited to share their storiesof bravery.

Eva Paxton and the Salisbury RollerGirls provide a full-contact rollerdemonstration 7 p.m. Wednesday, March 12, at the Maggs PhysicalActivities Center. Paxton, founder andcaptain of the team, became a competitiverunner, triathlete, roller skate marathonchampion and cancer survivor, all by theage of 19.

The PBS documentary The Pill isscreened 7 p.m. Monday, March 24, in theGreat Hall of Holloway Hall. The filmexamines how the U.S. Food and DrugAdministration’s approval of the sale of thecontraceptive pill in 1960 allowed womento pursue careers, fueled the feminist andpro-choice movements, and encouragedmore open attitudes toward sex. Adiscussion with Dr. James Burton of theCommunication Arts Department, and Drs.Vonceilia Brown and William Campbell ofthe Nursing Department follows.

Poet Jane Satterfield reads from herworks as part of SU’s Writers-on-the-Shore series 8 p.m. Tuesday, March 25, inthe Worcester Room of the Commons.The National Endowment for the ArtsFellowship and William Faulkner Society Gold Medal winner’s visit issponsored by the English Department and Writers-on-the-Shore.

The panel discussion “Trailblazers:Breaking Gender Boundaries” is 7 p.m. Thursday, March 27, in BennettFamily Auditorium. Panelists includePeninsula Regional Medical Center nurseJordan Braniff; Michele Burchfield ofMBM Group; Salisbury Mayor JimIreton; ballet dancer Nolan Seda; andretired U.S. Army Brigadier GeneralMary Willis. Dr. Marianne Tremaine,visiting professor from Massey University in New Zealand,moderates. Student moderators are GloriaChibueze-Azinge and Afnan Idris.

A screening of the film W.A.R.!Women Art Revolution 7 p.m. Monday,March 31, in the Great Hall of HollowayHall. Through interviews and archivalfootage, the film illuminates themovement with roots in the 1960s and the development of women’s art in the 1970s. A discussion with Burton and SU Art Galleries Manager Marisa Sage follows.

The series culminates with a talk byfamed feminist, artist and social criticCamille Paglia 5 p.m. Tuesday, April 1, inHolloway Hall Auditorium. The author ofsix books, including the recent GlitteringImages: A Journey Through Art fromEgypt to Star Wars, discusses “Dada andSurrealism.” Her visit is sponsored by theArt Department.

Presented by the Women’s HistoryMonth Committee, admission to all eventsis free unless otherwise noted. For moreinformation call 410-543-6030 or visit theSU website at www.salisbury.edu.

We hope to see you there!

SU Celebrates Women’sHistory Month in MarchBy Chrys EganCo-Chair, SU Women’s History Month Committee

www.salisbury.edu

BusinessJournal_2-14_Layout1 2/18/14 11:25 AM Page 1

SU named to ‘Best Value’ listThe Princeton Review, in partnership

with USA Today, has named Salisbury University among its Top 80 “Best Value” Public Colleges in the nation for 2014.

The accolade comes on the heels of Kiplinger’s Personal Finance’s re-cently naming SU among its Top 100 “Best Values in Public Colleges.”

The Princeton Review lauds SU’s “stellar academic programs coupled with the benefit of a state school price tag.”

Salisbury is one of three University System of Maryland campuses to make this year’s Princeton Review “Best Value” list, which also includes the University of Maryland, College Park; and University of Maryland, Baltimore County. Other Maryland campuses in-clude St. Mary’s College of Maryland and the U.S. Naval Academy.

Quillen co-authors textbookThe Biological Sciences Department

is using a new textbook for its gateway course to the biology major, Biology 210: Concepts and Methods. The book, Biological Science, is co-authored by Salisbury University faculty member, Dr. Kim Quillin.

Biological Sci-ence, published by Pearson, is a pioneer in the na-tional movement to increase the focus of biology courses on science process skills and problem solving.

“The book and the course are well-aligned,” said Quillen. “The goal for biology students is not just to memorize facts, but to learn to think like biolo-gists - to ask good questions and solve problems based on evidence.”

Quillin has worked on the book alongside its visionary, Dr. Scott Free-man from the University of Washing-ton, Seattle, since its first edition 15 years ago. Biological Science is now the second most popular book for introduc-tory biology majors nationally, and also is published in international editions, including Spanish.

Quillin is a native of Delmarva. She earned her B.A. in biology summa cum laude at Oberlin College in Ohio in 1993. She completed her Ph.D. in integrative biology at U.C. Berkeley in 1999 as a National Science Foundation (NSF) graduate fellow.

“SU has been a great home base for me,” said Quillin, now in her fifth year at SU. “This is a very supportive and forward-thinking academic environ-ment.”

Wor-Wic magazine receives awardThe 25th anniversary issue of

“Echoes & Visions,” the creative arts magazine at Wor-Wic Community Col-lege, recently won second place in its category of publications from junior/community colleges with a student enrollment of more than 2,501 in the

American Scholastic Press Associa-tion’s (ASPA) 2013 Scholastic Year-book and Magazine Awards.

There were a total of 300 magazines in the contest review. Winners were chosen based on the results of an item-specific 1,000-point rubric that evalu-ated each publication on every aspect of its quality, from the published contents to design and copy editing.

New doctoral program at SUSalisbury University is accepting

applications for admission into its sec-ond doctoral program — this one in education. The first, in nursing practice, started in fall 2012.

The new doctor of education is in contemporary curriculum theory and in-struction in literacy (Ed.D.). Open to all levels of educators who are interested in designing and implementing solutions related to literacy practices in schools, the program begins this fall.

SU’s 60-credit program requires 16 courses, followed by dissertation work. There are multiple options for candi-dates to move through the program at different paces, depending on their per-sonal needs.

“The new Ed.D. is organized around the core components of the Carnegie Project for the Education Doctorate, a consortium that promotes high-quality programs,” said Dr. Maida Finch, inter-im program director. “Carnegie-based doctoral programs are rigorous and rel-evant to real practice.”

Applications are being accepted, pending available space. Candidates must have a master’s in education or a closely related field. Scholarship fund-ing may be available.

For more information, contact Finch at 410-677-0236 or visit the SU Ed.D. website at www.salisbury.edu/educa-tionspecialties/EDD.

Quillen

Robinson speaks at conferenceSteve Robinson, area president of

RPS ISG International, recently re-turned from the Advisen Cyber Liabil-ity Insights Confer-ence in New York, N.Y. Robinson was featured on a panel that discussed, “Cost, Capacity and Coverage: The Bro-ker’s Perspective.”

RPS ISG In-ternational co-sponsored the event billed as “the largest gathering of insur-ance professionals, ever, to talk about cyber, privacy, security, network and information issues.”

Robinson received his bachelor of arts from the University of South Caro-lina and has been a licensed Property & Casualty broker since 1993 and a member of the RPS executive team since 1995. He participated in an ex-ecutive training curriculum at Harvard Business School in 2001 and originally joined RPS ISG International as the marketing manager.

He resides in Salisbury with his wife and their three children.

Robinson


ADVERTISINGMorning Star Publications, Inc. Greg English 302-629-9788 302-629-9243 mspublications.com [email protected] Norman Eskridge Hwy., Seaford, DE 19973 _________________________________________________________________________________________________________________________________________________________________________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 _________________________________________________________________________________________________________________________________________________________________________AUTOMOTIVECourtesy Chevrolet Cadillac George Malone 410-749-7100 410-749-1017 courtesyofsalisbury.com [email protected] North Salisbury Blvd., Salisbury, MD 21802 ________________ ________________________________________________________________________________________________________________________________________________________Pohanka Automotive Group Chris Hagel 410-749-2301 410-742-5168 pohankaofsalisbury.com [email protected] North Salisbury Blvd., Salisbury, MD 21801 ext: 8030 ________________ ________________________________________________________________________________________________________________________________________________________Sherwood of Salisbury Matt Romanowski 410-548-4600 410-548-4662 sherwoodofsalisbury.com [email protected] N. Salisbury Blvd., Salisbury, MD 21804 _________________________________________________________________________________________________________________________________________________________________________AUTO RENTAlMills Rental Cars, Inc. Betsey Bradford 410-860-5466 410-742-3875 [email protected] Broadway St., Fruitland, MD 21826 410-546-2296 ________________ ________________________________________________________________________________________________________________________________________________________ClEANING SERVICEMerry Maids Tara Barr 410-749-0100 410-749-4637 merrymaids.com [email protected] Riverside Dr., Suite 4, Salisbury, MD 21801_________________________________________________________________________________________________________________________________________________________________________CONSTRUCTIONMalone Homes Jason Malone 443-260-4775 443-260-1769 malonehomesmd.com [email protected] Box 1109, Allen, MD 21810_________________________________________________________________________________________________________________________________________________________________________Ruark Builders Barbie Hannemann, VP 410-749-0193 410-860-4875 ruarkhomes.com [email protected] Snow Hill Rd., Salisbury, MD 21804 410-677-3835 _________________________________________________________________________________________________________________________________________________________________________FINANCIAl The Bank of Delmarva Debbie Abbott 410-548-1100 410-742-9588 bankofdelmarva.com [email protected] Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________HEATING AND AIR Mid-Atlantic Heating and Air Keith Owens 410-546-5404 410-546-5418 midatlanticheatandac.com [email protected] Allen Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________HOME MORTGAGE Wells Fargo Home Mortgage Erik Weeg 410-845-4918 877-698-7941 wfhm.com/erik-weeg [email protected] 1000 E. Main St., Suite 301, Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________INDUSTRIAl COMMERCIAl PAINTINGProCoat, PO Box 2154 David Ennis 410-749-7491 443-944-9924 procoatdmv.com [email protected] Siloam Rd., Salisbury, MD 21802 ________________________________________________________________________________________________________________________________________________________________________

Business Journal Directory

December 2013 DIRECTORYPG 2

9 DEEP

Name Contact Phone Fax Website Email

8 In

ches

8

Inch

esHEBRON SAVINGS DONATES TO

ZOO - The Community Foundation of the Eastern Shore’s Hebron Savings Bank Fund has committed $10,000 toward the Delmarva Zoological Society, Inc.’s capital campaign. Pictured from left: Craig McConnell, senior vice-president, Hebron Savings Bank; Doug Wilson, president & CEO, Community Founda-tion; Ralph Piland, director, Salisbury Zoo; Stacey Weisner, executive direc-tor, Delmarva Zoological Society, Inc.

Ballroom Made Simple celebrates anniversary

Ballroom Made Simple and instruc-tor Pam Wood of Salisbury, area cele-brated the sixth anniversary of teaching ballroom dance lessons to the com-munity. Wood teaches both beginner level and several “beyond the basics” classes in American Style Ballroom and Rhythm dances: Foxtrot, Waltz, Rumba, East Coast Swing, Tango, Me-rengue, Salsa, Cha Cha, Samba and, most recently, basic Bachata.

For more information, call 443-783-3060. To register for an upcoming class, visit www.ballroommadesimple.com.


INSURANCEAllstate Insurance Fred Pastore 410-860-0866 410-860-0869 allstate.com/fredpastore [email protected] Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________INSURANCEAvery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 averyhall.com [email protected] E. Main St., Salisbury, MD 21801 Joe Gast [email protected]________________________________________________________________________________________________________________________________________________________________________Gamee Elliott, State Farm Insurance Gamee Elliott 410-749-4725 410-749-4175 statefarm.com [email protected] 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________Gary K. Marshall Agency David Galeone 410-651-1111 garymarshallagency.com [email protected] Box 250, 12610 Somerset Ave. Princess Anne, MD 21853________________________________________________________________________________________________________________________________________________________________________Landmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 landmarkinsuranceinc.com [email protected] Mt. Vernon Rd., Princess Anne, MD 21853 Jill Hall 888-651-2111 [email protected]________________________________________________________________________________________________________________________________________________________________________RPS ISG International Dean Goodwin 410-901-0736 410-910-0836 isgintl.com [email protected] Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________Thomas A. Prunty - State Farm Thomas A. Prunty 410-543-0333 410-546-0715 tomprunty.com [email protected] S. Salisbury Blvd., Ste. A2, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________PORTABLE STORAGECubes To Go Betsy Bradford 410-742-2100 410-7423875 cubestogo.com [email protected] Broadway St., Fruitland, MD 21826 ________________________________________________________________________________________________________________________________________________________________________PRINTING/GRAPHIC DESIGNMinuteman Press Diana Merritt 410-548-7122 410-548-7124 salisbury.minutemanpress.com [email protected] S. Salisbury Blvd. Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________REAL ESTATERemax Crossroads, 104 West Cedar Lane Susan Mergargee 443-736-3373 443-736-3379 salisburycrossroads.com [email protected] 300, Fruitland, MD 21826 Broker, Owner ________________________________________________________________________________________________________________________________________________________________________Coldwell Banker Melissa Lear-Burns 443-366-6389 410-543-9609 cbmove.com//melissa.lear [email protected] S. Salisbury Blvd., Salisbury, MD 21801 Realtor 410-543-4545 _____________________________________________________________________________________________________________________________________________________________________TIRE & AUTO CENTERBurnett White Dawn Tilghman 410-742-2222 410-543-4182 burnettwhite.com [email protected] East Main St., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________



December 2013 DIRECTORYPG 3

To Advertise in the Salisbury Business Journal Advertising Directory

Call Greg English at 302-629-9788 or email [email protected]

Name Contact Phone Fax Website Email

See Greg English for questions about the Directory ads, 302-629-9788 or [email protected]

MEMORIAL DEDICATION - Davis, Bowen, and Friedel, Inc., recently helped dedicate the 9/11 Memorial at Dover Air Force Base in Dover, Del. Mike Wheedleton, principal and senior archi-tect with the firm assisted the Eagle Firefighters Association to initi-ate the project. The project, which honors the men and women who lost their lives during the 2001 disaster, included schematic design options and contacts for area contractors who may be interested in volunteering construction services. The memorial design included steel from the World Trade Centers, a rock from the crash site of Flight 93 in Shanksville, PA, and portion of concrete from the dam-aged Pentagon building. This memorial makes Delaware the final state to complete a public 9/11 memorial.


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Strong Women in BusinessMonthly Networking Luncheon

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Funded in part through a cooperative

agreement with the Small Business Administration

Save the Date!Wednesday, March 5, 2014

12 noon to 1:15 p.m.at the Salisbury Area Chamber of Commerce

On the first Wednesday of each month, MCE Women’s Business Center will be hosting a networking luncheon event exclusively for women. Attendees will have the opportunity to:

• Connect with other local businesswomen• Help boost microeconomic growth by creating lasting, powerful relationships• Discuss a different topic each month and gain insight on creating a sustainable business

This month’s speaker, Jennifer Currie, Director of MCE Women’s Business Center, will give attendees

a background on MCE WBC and their mission, as well as discuss the future goals for the Strong Women

in Business Monthly Networking Luncheon.

Bring your own lunch or pay $7 for lunch provided by The Deli. Please let us know in advance if you will be attending and if you need us to order lunch for you.

PLANT LISTED FOR SALE - John McClellan, Henry Hanna and Tom Knopp, all advisors with Sperry Van Ness – Miller Commercial Real Estate, were retained by BASF: The Chemical Company to list one of its locations in Seaford. The property at 100 Industrial Dr., Seaford, includes 54,000 square feet of warehouse/industrial space on 19.63 acres, and is located within the Seaford Industrial Park. It includes a private two-line rail spur with load out capabilities and 40-foot ceilings. The BASF Polymer plant ceased production in December 2013. For information about buying or leasing the BASF Plant in Seaford, contact McClellan at [email protected], Hanna at [email protected], or Knopp at [email protected], or call 410-543-2440.

Risk management workshop for farmersDelmarva farmers interested in learning more about protecting commodities

revenue and crop insurance sign-ups before the March 15 deadline can attend a free risk management workshop.

The March 5 event will feature Dr. Art Barnaby of Kansas State University, presenting an interactive risk management workshop in which participants use marketing and risk management tools to optimize their revenue. Barnaby will also provide an update on the new federal Farm Bill and related policies.

The free workshop will be from 8 a.m. to 3:30 p.m. at the Carvel Research and Education Center, 16483 County Seat Hwy., Georgetown. Attendees should register in advance to make sure enough materials are available by calling 877-673-2767. Clif Parker, a retired Risk Management Agency professional, and Secretary of Agriculture Ed Kee will also speak.

“Protecting revenue through crop insurance and other risk management tools is a key part of assuring profitability,” Kee said. “I encourage all farmers to come take advantage of this opportunity and learn about new resources.”

Delmarva Chicken Festival seeks vendorsThe 2014 Delmarva Chicken Festival, hosted this year by Queen Anne’s

County, is inviting agriculturally related businesses, other commercial vendors, and arts and crafts vendors to participate in the 65th annual Festival. The event will be held on Friday, June 20 and Saturday, June 21 at the Queen Anne’s County 4-H Park, in Centreville, Md. This longtime Delmarva family entertain-ment tradition expects more than 20,000 visitors from across the region and beyond.

The festival’s Business and Agriculture Show is open to agricultural busi-nesses and other commercial groups interested in promoting their products or services to the general public. Crafters whose products are handcrafted by the vendor are invited to share their creations at the festival’s Arts and Crafts Show. Deadline for vendor application is Thursday, May 1, pending space availability.

Additional vendor information and vendor applications are posted at www.dpichicken.org, click on 2014 Delmarva Chicken Festival (scroll down to Ven-dor Information). If you have questions, call Debbie Birch at 410-604-2100 or email [email protected].

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Joshua P. ThomasFinancial Advisor

31400 Winterplace Parkway, Suite 100, Salisbury, MD 21804

443.944.8025Fax 443.944.8640

[email protected]

Securities offered through Capitol Securities Management, Inc.Member FINRA/SIPC

Our goal is to work with you to discoverand pursue your vision of wealth.

Leaders in On-Site and Off-Site Paper ShreddingOffice Paper Recycling Programs

Containers ProvidedDavid N. Eccleston

410-860-1425www.delmarvashredding.com • deccleston@ delmarvashredding.com

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Body BeautifulColette Higgins, CPe/CPCt/ClP

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Michael C. Weisner Michael C. Weisner broker

[email protected]: 410-742-7141Cell: 443-880-8626Fax: 410-742-7151

MNET Mortgage CorpNMLS #2668Office: 443-736-4801 x3812Direct: 443-736-4812efax: 855-467-4598

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www.mortgagenetwork.com801 N. Salisbury Blvd., S 204, Salisbury, MD 21801

Bob FreemanLoan Officer

DELMARVAPROMOTIONAL PRODUCTS, LLC

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& Company, P.A.Pigg, Krahl & SternCertified Public Accountants& Advisors to Business

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CANDACE HIATT, REALTORVeterans Property Specialist

(443) 235-3612 Call(410) [email protected]

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