sbj_0211

Vol. 14 No.7 Dedicated to the Principles of Free Enterprise February 2011

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The Regional Chamber Newsletter

SaliSbury area Chamber of CommerCe PatronS

www.salisburyarea.com

Economic ForecastThere were words of encour-

agement for Delmarva business-es at the 23rd Annual Economic Forecast.

Pages 10 - 13

RELIEF?A bill signed in late 2010 con-

tains several important provisions that impact not only individuals but many businesses as well.

Page 6

INSIDEAd Directory ................................21 Barometer .....................................7Business Directory .....................20Calendar .......................................5County Executive .........................9Education....................................18Investing .....................................22Insights .......................................17Member Renewals .....................13Networking Tip .............................6Salisbury University ....................19Technology .................................19

Salisbury festival plans underwayDespite the wintery weather on the

Eastern Shore, the Chamber is looking ahead towards the warmer days that spring time will bring. For the Chamber, the spring season also means planning for the Salisbury Festival. Plans are underway for the 29th Annual Salisbury Festival, scheduled for April 29 through May 1, in downtown Salisbury and Riv-erwalk Park.

The Salisbury Festival is a family-oriented event that highlights downtown Salisbury, showcases locally owned organizations, helps non-profits raise money, and is a way for the community to come together and celebrate spring. With a carnival, car show, arts and crafts, food, block party by the river, entertainment and so much more, there will be something for everyone.

Interested in taking part in the plan-ning of such a well-known community event? The next committee meetings will take place on Wednesday, Feb. 2

and Wednesday, Feb. 16 at 4 p.m., at the Chamber of Commerce.

All of the events and activities

planned for the festival come from a committee of volunteers. The members are not just Chamber members; they are a varied group of committed people who want to make a difference in our community. This year’s committee will be chaired by Bradley Gillis of Sperry Van Ness-Miller Commercial Real Es-tate. His leadership along with the tre-mendous support of the committee will help to insure that this year’s festival is one of the best.

The Chamber is accepting applica-tions for community performers, non-profit food vendors, arts and crafts and commercial booths. We are also seeking sponsors for the various events.

We are always looking for new com-mittee members and events to add to the festival. Feel free to share your ideas with us. For more information, contact Shannon Mitchell at the Salisbury Area Chamber of Commerce at 410-749-0144 or email [email protected].

The 2011 Salisbury Festival will be held on April 29 through May 1 in downtown Salisbury & Riverwalk Park. For more information, contact the Chamber at 410-749-0144 or visit www.salisburyarea.com. Photo of 2010 festival by Cindy Feist.

Pictured is one of Downtown Salisbury’s Dogwood blooms. Did you know that the Salisbury Festival used to be called the Dogwood Festival? The event was originally created as an arts festival and the dogwood trees were used as a way to signify and celebrate the coming of spring each year in our community. Photo by Emily Rantz.

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 206 East Main Street • Salisbury, MD 21801

302.846.9908 30613 Sussex Highway • Laurel, DE 19956

302.227.0768 34634 Bay Crossing Blvd. • Lewes, DE 19958Sperry Van Ness is a registered trademark of Sperry Van Ness International Corporation.

All Sperry Van Ness® Offices Independently Owned and Operated.

• Gorgeous 134 Acre Waterfront Golf Club with Beautiful Clubhouse and Restaurant

CLEARVIEW AT HORN’S POINT

CAMBRIDGE, DE | FOR SALE

Contact Chris Peek, CCIM 410-603-9112http://Sale.SVN.com/Clearview

$3.50 psf

Karen CherryThe McClellan Team

The McClellan TeamYour Source for Commercial Real Estate

Announcing new ways to do business with the McClellan Team!

• Read our blog at www.mcclellanteam.com• Friend us on Facebook at The McClellan Team• Follow us on Twitter @McClellanTeam• Receive our e-blast newsletters and informational tips by emailing us at [email protected]

Advisor Focus

$3.50 psf• Our slogan is simple: “SOLD”• Sold - 7 Commercial Condominium Units• Arranged Special Financing for Buyers• Are You a Buyer? We Can Get You the Deals!

FOUNTAINS BUSINESS PARK

SALISBURY, MD | SOLD

• Great Office/Retail Location• Conveniently Located Close to Downtown• Plenty of Free Parking• 1200 SF including Reception Area w/3 Offices,

Kitchenette, Bathroom and Storage Room

Contact Bill Moore [email protected]://Lease.SVN.com/543briverside

543 B RIVERSIDE DR.

SALISBURY, MD | FOR LEASE

$3.50 psf• 2,400 SF Warehouse• 40’ x 60’• 2.73 Acres of Land• 3 Overhead Doors• 14’ Ceiling Height

6658 QUANTICO RD.

SALISBURY, MD | FOR SALE

Contact Rick Tilghman, CCIM [email protected]

$139,000 $3.50 psf• Frontage on Rt. 50• 2-Story Free Standing Building• 12,000 SF• Built in 1985• Elevator

1104 HEALTHWAY DRIVE

SALISBURY, MD | FOR SALE

Contact Bradley Gillis, CCIM [email protected]

$1,595,000$950/month

$3,500,000

1324 OCEAN HIGHWAY

POCOMOKE, MD | FOR SALE/LEASE

• 4000 SF Retail/Warehouse• Freestanding Building• Rt. 13 Frontage• Entire Building Heated and Cooled• Ideal for Companies Servicing Wallops Island

Contact John McClellan, CCIM or Karen Cherryhttp://Sale.SVN.com/1324OceanHighway

$295,000 Sale/$6.95 NNN Lease

$3.50 psf

• Our slogan is simple: “SOLD”• 30,000 SF Pre-Engineered Steel Building• Represented the Buyer at Auction• Are You a Buyer? We Can Get You the Deals!

1001 CAROLINE DRIVE

FEDERALSBURG, MD | SOLD

Contact Henry Hanna, CCIM, SIOR or Wesley Cox, CCIM

Contact Henry Hanna, CCIM, SIOR or Wesley Cox, CCIM

[email protected]

FREE RENT

SOLDSOLD

$3.50 psf• 10% CAP Rate• Six Buildings• 25 Units• 5 Acres

516 BAY STREET

BERLIN, MD | FOR SALE

$1,500,000

• Unbeatable Lease Rates Starting at $1.50 psf• 3,500 - 7,500 SF Available• Office/Warehouse• Truck Dock Loading

111 OLIVE STREET

SALISBURY, MD | FOR LEASE

Contact John McClellan, CCIM or Karen Cherryhttp://Lease.SVN.com/111Olive

PROFESSIONAL COMMERCIAL PROPERTY MANAGEMENT

• Customized Services• Maintenance• Financial and Administration• Tenant Relations• Property Inspections

Call Us Today for a Free Analysis of your Investment Property

410-543-2440Brent Miller, CCIM, CPM

Contact Bradley Gillis, CCIM [email protected]

Business Journal • February 2011 PAGE 3

“Never deny a person hope; it may be the last thing they have left.”

The 23rd Annual Eco-nomic Forecast on January 13 provided some hope for those suffering from the recession. According to the experts we gathered, the re-cession is officially over and recovery is underway. This is good news, but may be too late for some businesses. The length of this downturn has been a real challenge for most companies and some industries have taken the brunt of the problems caused by a slowdown in

business and tight capital. We still have a fragile economy

and any of many possible disruptions could knock the recovery off track. One factor to fear is overregulation by gov-

ernment. It is often the reaction when problems surface. Our democratic form of government tends to be reactive in-stead of proactive due to the common political practices in use today. When extra inspectors are turned loose with a fine first and answer questions later mentality or new restrictive rules limit options, it hurts everyone.

As the regulations become more complicated it is harder for small busi-ness to keep up with the current expec-tations.

In these hard times more customer service and cooperation is needed to help struggling businesses. Elected leaders need to allow government in-spectors to use flexibility to correct situations without going straight to treating people like criminals.

Imagine an environment where people look to government regulators as a resource and use their expertise to everyone’s benefit.

This could create a win-win situa-tion for everyone. The idea of striving for win-win solutions as the basis for the interaction of government, business and citizens is novel but could reverse the image of Maryland as a state that is unfriendly to business.

Now that the election is over, it is time to put aside politics and demand that our elected officials and their ap-pointed staff focus on finding solutions that will help the majority. The small groups of vocal advocates and diehards at the ends of the political spectrum must find ways to work together. They do not have to like each other, but must respect the position the other side holds and the attitudes of the people they represent.

As a democracy, America is com-mitted to the doctrine of majority rules. We need to insure even the smallest minority is heard and that their con-cerns are considered as much as pos-sible.

The best courses of action will in-volve satisfying all constituents to some degree. We as voters must support and

encourage elected and appointed lead-ers to find win-win solutions.

With the hard economic times and the nastiness that mark our current political contests, everyone hopes for win-win plans. Businesses hope for an environment where they can operate without undue complications.

The win-win plans developed in these hard times need all businesses to find capital to operate, serve their cus-tomers and, if lucky, expand their com-pany enough to hire new employees. We can also hope as governments deal with their growing deficits, consumers will retain enough dollars to purchase the services and products they want and need. The best win-win would be gov-ernment that works with us and assists us in striving for the common good.

As we look back on the November national election and forward to the April City of Salisbury elections, we can hope for more respect, more com-promise, and more hope for the future.

Hope is a great thing. Keep hope alive. Share hope whenever possible. Above all, hope for more hope in the future.

Director’s Journal

We still have a fragile economy and any of many possible disrup-tions could knock the recovery off track.

By Brad BellaciccoSACC Executive Director

economic forecast provides hope for the future

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

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

2010-2011 Salisbury Area Chamber of Commerce OfficersPresident Dawn Tilghman Burnett White Tire and Auto President Elect Ernie Colburn Comcast Spotlight Vice President Sandy Fitzgerald-Angello Pohanka Automotive Group Vice President Victor G. Lowe Peninsula Neurosurgical Associates Vice President Bradley Gilllis Sperry Van Ness - Miller CommercialSecretary/Treasurer Robert Mulford, Jr. Market Street InnAsst. Sec./Treasurer Dr. Memo Diriker Salisbury UniversityLegal Counsel Henry L. Vinyard Henry L. Vinyard, Attorney at LawAsst. Legal Counsel Matthew Maciarello Hearne & Bailey, P.A. Past President J. Scott Robertson Robertson & Robertson, P.A.

The 2010-2011 Chamber officers are in the front row, from left, Victor G. Lowe, Dawn Tilghman, Ernie Colburn, Sandy Fitzgerald-Angello. Back row, from left, are Bradley Gillis, Matthew Maciarello, and J. Scott Robertson. Those not pictured are: Bill Tingle, Robert Mulford, and Henry L. Vinyard.

eastonmd.expresspros.com

• Professional search • Office services• Career placement • Industrial • Temporary • Contract staffing

Peaking workload. Or full-time growth.Need short-term workers today? Or dedicated employees to build your tomorrow? Express is your number one resource for both. We regularly recruit for top-notch workers in a variety of industries. We’d love to solve your employment challenges. Call us today.

(410) 860-8888

Recycling tip

Get creative with laundry Consider investing in some nifty

gadgets that will reduce your drying time like dryer balls. Toss a pair of eco-friendly dryer balls in with your load, and you’ll keep your clothes soft while cutting drying time by 25 percent.

Choosing dryer balls rather than disposable dryer sheets will also help you cut down on waste; think of the used dryer sheets you toss in the trash each week.

For extra eco-points, consider using a clothesline or a drying rack rather than switching on your drying ma-chine. In time, you might realize that you don’t need a dryer at all.

Business Journal • February 2011PAGE 4

Salisbury Area Chamber of Commerce announces new slate of officers and directors

The Salisbury Area Chamber of Commerce 2010 Nominating Commit-tee is proud to announce the 2011-2012 slate of officers and 2011-2014 slate for the Board of Directors. The following will be sworn into office at the 2011 Annual Banquet currently being planned for Thursday, March 31, at Green Hill Yacht and Country Club.

The Nominating Committee recom-mends the following Executive Com-mittee who will take office on April 1, 2011.

PresidentErnie Colburn, Comcast SpotlightPresident Elect Sandy Fitzgerald-Angello, PohankaAutomotive GroupVice President Victor G. Lowe, Peninsula Neurosurgical Assoc.Vice PresidentBradley Gillis, Sperry Van Ness - MillerVice President Dr. Memo Diriker, Salisbury University’s BEACONSecretary/Treasurer Tony Nichols, BBSIAsst. Sec/Treasurer Stephen Franklin, Accurate OpticalLegal Counsel D. Nicole Green, D. Nicole Green, P.A.Immediate Past President Dawn Tilghman, Burnett White Tire & Auto Candidates for a three-year term April 1,

2011 to March 31, 2014 on the Board of Di-rectors are:

John Cannon, Cannon Management and Rentals, LLCKim Lutch, Becker Morgan GroupPeggy Naleppa, Peninsula Regional Medical CenterRon Boltz, Alarm EngineeringLynn Creasy, Innovative Benefit Solutions Dr. James L. McNaughton, AH PharmaJames W. Taylor, III, Taylor Oil Company Filling one-year openings on the Board of

Directors are:Renee Stephens, MD Department of Business & Economic DevelopmentDr. Rosemary Thomas, Salisbury University Foundation Jaime Toner, Pool Tech Filling a two-year opening on the Board is:Steve Slocum, Slocum Insurance The continuing members of the Board of

Directors are:Millie Cappello, Long & Foster Real EstateDavid Eccleston, Delmarva RecyclingTravis Fisher, Inacom Information Systems Duane Larmore, Shore Appliance ConnectionLuis Luna, Perdue Inc.Douglas McCabe, PKS & CompanyMichele Miles, Hebron Savings BankDwight Miller, Gillis Gilkerson, Inc.Dr. Farouk Sultani, Plastic Surgeon RetiredEdward Wilgus, Wilgus Insurance

The following are the outgoing members of

the Chamber Board who have provided leader-ship for three years.

Ruth Baker, Wor-Wic Community CollegeJoe Beail, Delmarva BroadcastingJohn C. Davis, Davis Properties and the

Fountains Wedding and Conference CenterG. Matthew Drew, AWB EngineersGary Gaskill, Lorch Microwave

leaders panel plans meetingThe Salisbury Area Chamber of

Commerce’s Young Professionals group will hold a Community Leaders Panel on Feb. 23, at 6:30 p.m. at the Chamber Business Center.

The meeting will feature a panel consisting of Peggy Naleppa, president/CEO of Peninsula Regional Medi-cal Center; Tom Becker, co-founder of Becker Morgan Group; Stephanie Willey, sales manager for Comcast Spotlight; Palmer Gillis, CEO of Gil-lis Gilkerson Gillis, Inc.; Rafael Correa, president of MaTech Inc.; and Henry Hanna, senior advisor with Sperry Van Ness-Miller Commercial Real Estate, Inc.

This distinguished group will cover a variety of topics of interest to people starting out in business or trying to get to the next level of skills.

Topics include how to meet & greet, personal career stories, success & chal-lenges along the way, breaks in your personal & career path, why Salisbury, and success & leadership tips.

A Question & Answer period will follow the presentations. Light appetiz-ers and drinks will be provided at no charge during the panel discussion and after the networking opportunity.

Contact the Chamber 410-749-0144 or [email protected] to get more information or to sign up for the event.

Pocomoke City officers The Pocomoke City Chamber of

Commerce Membership approved the 2011 officers and board at their Novem-ber general meeting. Past President, Roy Figgs, swore in the new officers at the December general membership meeting.

At the Annual Chamber Dinner on

Jan. 22, the new officers were pre-sented. They include: President Billy Hickman, Hickman Heating & Plumb-ing; First Vice President Russ Shaner, Friendship Farm Bed & Breakfast; Sec-ond Vice President Jason Blair, Back n Tyme; Treasurer Sage Allen, Shore Bank.

Three year directors: Josh Nord-strom, Midway GM and Dale Cook, Tyson Foods

Two year directors: Greg Fentress, Sharp Energy and Brenda Kugler, NASA Federal Credit Union

One year directors: Julie Holland,

Nock’s Tire & Jiffy Lube and Jeff Boardman, Associated Insurance

Past president: Brian Julian, The Up-per Deck

The Pocomoke Chamber of Com-merce is expanding their events and services this year. Chamber members can attend a series of seminars for the business person. Watch for the date and time for the February event - 90 in 90 — 90 Marketing Tips in 90 minutes. To register, call 410-957-1919 or stop by the Chamber office at 6 Market St., Po-comoke City, 9 a.m. to 5 p.m., Monday through Friday.

Lower Shore Chambers of CommerceChamber Contact info Key contact Dues* Members Fax Berlin 410-641-4775 Olive Mawyer $125 200 410-641-3118Crisfield 410-968-2500 Valerie Howard $100 120 410-968-0524Delmar 302-846-3336 Diane Johnson $60 56Fruitland [email protected] Tina Banks $75 65 Ocean City 410-213-0144 Melanie Pursel $175 850 410-213-7521 Ocean Pines 410-641-5306 Elizabeth Kain-Bolen $145 300 410-641-6176 Pocomoke City 410-957-1919 Denis Wagner $150 150 410-957-4784Princess Anne 410-651-2961 Dennis Williams $50 105 410-651-5881Salisbury 410-749-0144 Brad Bellacicco $210 800 410-860-9925Snow Hill 410-632-0809 Lee Chisholm $70 70 410-632-3158

* Basic annual membership cost.


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Calendar of Events

Salisbury ChamberTuesday, Feb. 1 - Ambassadors,

Denny’s Family Restaurant, 8 a.m.

Wednesday, Feb. 2 - Young Profes-sionals Committee, Chamber Business Center, 7:30 a.m.

Wednesday, Feb. 2 - Salisbury Fes-tival Committee, Chamber Business Center, 4 p.m.

Thursday, Feb. 3 - Beautification Committee, Chamber Business Center, noon.

Wednesday, Feb. 9 - Membership Committee, Bob Evans Restaurant, 8 a.m.

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

Thursday, Feb. 10 - Technology Committee, Chamber Business Center, 9 a.m.

Friday, Feb. 11 - Executive Commit-tee, Holiday Inn, 8 a.m.

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

Tuesday, Feb. 15 - Agri-Business Committee, Chamber Business Center, 7:30 a.m.

Tuesday, Feb. 15 - Eldercare Pro-vider Network, Genesis Healthcare, Speaker: Meredith Lefort, Bayview Home Care, 8:30 a.m.

Tuesday, Feb. 15 - Budget & Fi-nance Committee, Chamber Business Center, noon.

Wednesday, Feb. 16 - Business Af-fairs Committee, Chamber Business Center, 8 a.m.

Wednesday, Feb. 16 - Salisbury Festival Committee, Chamber Business Center, 4 p.m.

Wednesday, Feb. 16 - Business After Hours, Edward H. Nabb Research Cen-ter, 5 to 7 p.m.

Thursday, Feb. 17 - General Mem-bership Luncheon, Holiday Inn Down-town Area, noon.

Monday, Feb. 21 - Executive Com-mittee, Chamber Business Center, noon.

Wednesday, Feb. 23 - Board of Directors, Chamber Business Center, noon.

Thursday, Feb. 24 - Recycling Com-mittee, Common Grounds, 8 a.m.

Thursday, Feb. 24 - Business After Hours, Sherwood Ford, 5 to 7 p.m.

Thursday, Feb. 24 - PR & Market-ing, Chamber Business Center, Speaker: Jimmy Sweet & Chris Bitters from the ShoreBirds

fee free raffle tickets The Ocean Pines Chamber of Com-

merce is holding a Fee Free raffle. Resi-dents can win their basic assessment fee, basic cable, trash pick-up and water and sewer fees paid for one year.

Non-residents can win a $1,500 cash prize which is also an option for the winner if they are a resident.

Tickets are $10 and all proceeds will benefit the Ocean Pines Chamber. The drawing will be April 1.

Tickets are available at the Ocean Pines Chamber office, online at Ocean-PinesChamber.org or by calling 410-641-5306.


The Salisbury Jaycees Foundation would like to say

Thank You!On December 11th 2010, the Salisbury Jaycees and the Salisbury Jaycees Foundation treated local underprivileged children to a Christmas Shopping

spree at Walmart in Salisbury. This project was made possible by the generous donations of the following local businesses, organizations and individuals.

Special Thanks to the Wicomico County Sherriff’s Office, Wicomico County Board of Education, Shore Appliance Connection, Jennifer Adams,

Salisbury Baptist Temple, Larry Taylor, Marion Barkley, Ruark Golf and The Ward Museum.

Patron Saints Draper Holdings Charitable Foundation Shore Appliance Connection, Inc PASCO, Inc. Walmart, Salisbury Rommel Electric Company

Guardian Angels Charles Brenner, DDS Paul & Wanda Ferrier Comcast Rob and Stacy Hart Duane Larmore Tony Tank Tribe of Red Men Lodge #149

Good Samaritans A.S.A.P. Services Lifetime Masonry American Legion Post 64 Louise & Blanche Smith Barkley Associates, LLC. Margaret Webb Bill and Susan Satterfield Market Street Inn, LTD. Burnett-White Tire and Auto Mid-Atlantic Heating & Air Cond., Inc. Charles R. & Ruby Dashiell Mid-Eastern Oil Company, Inc. Chesapeake Paving and Sealing Patrick F. and Althea J. O’Connor Coastal Comfort, Inc. PRO Coat, LLC. Community Found. of the Eastern Shore, Inc. R C Holloway Company Cooper Insurance Agency Inc Robert & Diana Dickey Debra L. Welsh, DDS Robert A. Eaton Delmarby, Inc (Arby’s) Shockley Management T/A Jiffy Lube Edible Arrangements Steven and Sara Cox Fraternal Order of Police - Strategic Wealth Management Law Officers of Wicomico Group, LLC. Fredrick D. Bloom Susanne Morris Henry S. Parker The Bank of Delmarva Holt Paper & Chemical Company The Shannahan Water Company Inc Ins. Women’s Assoc. of the Eastern Shore Tri-State Engineering of Maryland Jean & Vic Laws WeedPro

Friends Charles Brown Glass Company HVAC Services Unlimited, Inc. David B. and Lynn C. Douse James M. Crouse, DDS PA David and Melanie Smith Patrick and Nancy Lemley Ennis Plumbing & HVAC, Inc. Shore Bank George T. and Valerie A. Mason Werner L. Gruber Herl’s Bath and Tile Solutions

Reflects Donations Received as of December 31, 2010

The Salisbury Jaycees FoundationThe Salisbury Jaycees Foundation, Inc. was formed in 1975. Its primary purpose was to assist the Salisbury Jaycees with fundraising

for their annual Children’s Shopping tour. Over the years, thanks to the support of our generous sponsors, the foundation

continues to make an important impact in our community.

For more information about the foundation and its mission visit us online at

www.SBYJCFOUNDATION.org

Our Board of DirectorsDavid Robert Smith, President

--------------------------------Jim Carpenter, Vice President

Duane Larmore, TreasurerBrenda Price, Secretary

Melanie B Smith, Board MemberPete Hughes, Board MemberJay Pepper, Board MemberJack Trader, Board MemberTerri Shuey, Board Member

With only a few weeks left in 2010 and a lot of anticipation, President Barack Obama signed the new Tax Relief/Job Creation Act of 2010. The President remarked before signing the bill that these changes are a win for middle class families across the nation, emphasizing that they were the hardest hit during the recession and that they need the greatest relief. However, there are several important provisions that impact not only individuals but many businesses as well.

This $858 billion package kicked off the New Year with many changes. With this new tax bill, unemployment benefits will be extended, social secu-rity taxes will be reduced for one year, the alternative minimum tax has been ‘patched’ so as to avoid many middle class taxpayers, the Bush administra-tion’s tax cuts are extended for another few years, and capital gains, dividends and estate taxes will see changes. Important changes for businesses in-clude increased bonus depreciation and increased section 179 deductions. 2011 will be a year of change and it is important to understand exactly what this new bill means to consumers and businesses alike.

Since 2008, we’ve seen unemploy-ment rates hit all time highs. With this signed bill in effect, unemployment benefits are extended for another 12 months. It is believed that the continu-ation and extension of these benefits will aid and improve the job prospects of the unemployed. According to the NY Times, this tax deal is expected to reduce unemployment rates by one-half percentage point over the next year.

It is expected that consumers will be incented to increase spending in 2011 by the reduction in social security taxes. With a 2% point reduction in the social security payroll tax workers should be able to keep as much as $2,136 in their pockets. This reduction is targeted to-wards those making less than $106,800, proportionally benefiting those with lower incomes.

By extending the Bush administra-tion’s tax cuts for another two years, the economy should remain more stable. This tax cut is great for all tax-payers by stabilizing employee wages. With this in place, taxpayers will not have to pay additional income taxes, in effect, putting more money in their pockets. With this extension, taxes on dividends and other investments will not see any increases which will further help stabilize our current economic state. Research done by Moody’s sug-gests that by enacting the provisions in

the new tax law, employment opportu-nities will double in the coming year.

Under this plan, the capital gains and dividend taxes will remain the same. Before this new plan, capital gains were expected to reach 20% in 2011. Now, they will stay at the current rate of 15%. Estate taxes return with a top rate of 35% applied after an exemption of $5,000,000 per person. The exemption will be indexed for inflation beginning after 2012.

The bill also encourages investment by businesses with an increase in bonus depreciation from 50% to 100% for qualified investments made after Sept. 8, 2010 and before Jan. 1, 2012. Un-like section 179, this provision is not limited to smaller companies or capped at a certain dollar level. However, bonus depreciation is only available for new property where both new and used acquisitions can be used for sec-tion 179 expensing. While 100-percent bonus depreciation is only available for 2011, 50-percent bonus depreciation will again be available for 2012. Sec-tion 179 deduction, which had been in-creased to $500,000 for 2010 and 2011 in the 2010 Small Business Jobs Act, was scheduled to revert to $25,000 for 2012. The new law increases the sec-tion 179 to $125,000 for 2012.

These tax benefits won’t last forever. In fact, most of these changes will only last, at most, for two years. Therefore, we must keep a close eye on our repre-sentatives over the next couple of years to delay any future tax increases.

taxes and jobs actPresident signs extension of Bush tax cuts, payroll tax reduction, estate tax compromiseBy Steve Woodward, CPAHolloway & Marvel, PA

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There is a big difference in be-ing interested and in trying to be interesting. When you are interested in learning about someone and their business entirely for the sake of learning about the other person, you will leave a lasting impression as someone who genuinely cares.

On the other hand, when you are interested only so that you can take what you learn and then use it to make yourself or your products/ser-vices more interesting to this person; you may burn your bridge before building it. Effective networking is about relationship building.


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AFTERAFTER

Salisbury-Ocean City-Wicomico Airport

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

Wicomico County Sales tax Collections by category

Airline Passengers Enplaned/Deplaned

National, State, County Unemployment Rates

Jun Jul Aug Sep Oct Nov

National 9.6 9.7 9.5 9.2 9.0 9.3

Maryland 7.4 7.5 7.5 7.2 6.9 7.4

Wicomico 8.1 8.3 8.4 8.1 7.8 9.1

Worcester 8.1 7.8 7.8 8.1 9.9 15.0

Somerset 10.4 10.7 10.0 9.7 9.4 10.2

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

Food & Beverage

Apparel

General Merch.

Automotive & Oil

Furniture & Appl.

Building Supplies

Utilities & Trans.

Hardware & Equip.

Miscellaneous

TOTAL

November ‘10

$1,207,231

$293,099

$1,487,963

$385,751

$147,852

$596,818

$410,544

$167,105

$535,440

$5,231,803

December ‘09

$1,110,597

$305,441

$2,067,566

$389,397

$207,405

$504,460

$597,808

$157,275

$471,149

$5,811,098

December ‘10

$1,029,295

$322,129

$1,895,720

$423,845

$171,909

$565,314

$325,408

$178,178

$487,739

$5,399,537

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

Barometer January ‘10 . . . . . . . . .9,080 11.8

February ‘10 . . . . . . . .7,900 8.1

March ‘10 . . . . . . . . . .9,838 17.7

April ‘10 . . . . . . . . . . .10,106 14.2

May ‘10 . . . . . . . . . . .11,327 12.8

June ‘10. . . . . . . . . . . 11,365 3.7

July ‘10 . . . . . . . . . . .12,233 -0.5

August ‘10 . . . . . . . . .13,173 8.7

September ‘10. . . . . . 11,328 8.0

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

November ‘10 . . . . . . 11,013 16.1

December ‘10 . . . . . .10,343 13.7

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


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‘HELP YOUR NEIGHBOR’ FUND DONATION - First Shore Federal recently do-nated $500 to the Community Foundation of the Eastern Shore’s “Help Your Neigh-bor” Fund. The donation provides assistance to organizations serving families and seniors in Somerset, Wicomico and Worcester counties who need assistance paying utility bills, purchasing food and medical prescriptions. Since its inception in 2008, the fund has provided more than $57,000 to assist hundreds of local families. From left are Spicer Bell, president, Community Foundation of the Eastern Shore and Martin Neat, president and CEO, First Shore Federal.

BANK OF AMERICA SUPPORTS UNITED WAY - Monty Sayler, Bank of America senior vice president; Ryan Kirby, Merrill Lynch assistant vice president; and Kathleen Mommé, United Way executive director, celebrate Bank of America’s $7,000 corporate donation to the United Way for 57 critical programs that help the less fortunate on the Lower Shore. To support the campaign, call 410-742-5143 or visit www.unitedway4us.org.

Volunteers honored at banquetWicomico County Recreation, Parks,

and Tourism held their annual Volun-teer Appreciation Banquet at Wicomico Youth & Civic Center on Dec. 9, 2010. The banquet is the department’s way of thanking the past year’s volunteers for donating their time and services and for recognizing outstanding volunteers, civic organizations and businesses for their contributions within the county.

This year 12 awards were given out including the Youth Sportsmanship that rewards an individual who teaches the fundamentals of sportsmanship and serves as a respectable role model. Additional highlights of the evening in-cluded keynote speaker Margie Knight, Salisbury University’s head coach of the volleyball program.

Knight was an extraordinary athlete during her school years and has proven to be a superior leader and coach. Knight gave an inspirational speech that set the tone for the evening.

Award recipients included: Youth Sportsmanship – Destiny Davis; Youth Coach Sportsmanship – Dave Har-ris; Outstanding Recreation Council Volunteer – Sheila Johnson; Outstand-ing Sports Coach Volunteer – Brian Adkins; Outstanding Community Vol-unteer – Jim Jones; Outstanding Civic Booster – American Legion Post #145; Outstanding Business Booster – Bai-ley’s Taxi; Outstanding Civic Center Volunteer – Tom Becker; Outstanding

Tourism Volunteer – Barbara Furbush; Outstanding Environmental Improve-ment Volunteer – Blair Todd; Outstand-ing Youth Volunteer – Ryan Flagg; and Lorne C. Rikert Lifetime Volunteer – Donald L. Fitzgerald.

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By Rick Pollitt

It is commonly believed that Mark Twain humorously said, “No man’s life, liberty or property is safe while the legislature is in session.” Ac-tually, Judge Gideon Tucker, a former member of the New York legislature said it first but it seems that Samuel Cle-mens appropriated the now-famous remark.

The Maryland General Assembly re-convened on Jan. 12, and, while perhaps only a few are concerned about losing their “life, liberty or property” because of this, there are some crucial issues coming up that may affect our county. Funding of teacher pensions is probably the most critical.

On Jan. 6, Governor O’Malley de-livered his annual address to the Mary-land Association of Counties (MACo) winter conference. I was there for the speech in my capacity not only as your county executive but also as the new MACo second vice-president. Governor O’Malley assured us he would not seek to transfer a portion of teacher pensions

(a $900 million annual expense for the state) to the counties this year. The next day at MACo, Senate President Thomas V. “Mike” Miller and House Speaker Michael E. Busch warned that it will be impossible to balance the state’s $13 billion operating budget without squeez-ing local aid.

Our share of teacher pensions is about $13 million per year. If this amount was “passed down” in total and became part of the county budget, Wicomico County could not absorb the blow without deep and lasting reduc-tions and eliminations of services.

Our current, ultra-lean operating budget of about $113 million could not take this sort of a hit.

In a television interview at MACo, I said that I seriously doubted if the state would put the entire teacher pen-sion burden on the counties but that we should expect some portion of it to be coming our way…perhaps during this session.

Another budgetary issue that will come up between now and the end of the session in April is the restoration of Highway User Revenue (H.U.R.) to the counties. Just two years ago, our Roads Division received about $7 million in H.U.R. funds.

That has been slashed to just over $200,000 in the current budget. This year, the fund may be completely eliminated. Remember these are taxes we, as citizens, pay and are supposed to receive back in state highway aid. While some, such as our own Delegate Norm Conway, chair of the powerful House Appropriations Committee, are resolved to recover those funds, oth-ers in the capital city want to make the cuts permanent. Our general fund is not equipped to fill that kind of gap without other revenue sources.

While the General Assembly’s action with respect to HURs is devastating to

our roads program, the existence of our local Revenue Cap doesn’t make the county’s financial life any easier. My issues with the Cap are well known and do not need repeating here.

However, as the state continues to grapple with more and more severe budget shortfalls, the rhetoric against counties with such self-imposed bur-dens is getting stronger.

More often than not, our pleas to the legislature to “take it easy on local gov-ernment” are met with almost a sneer-ing, “Deal with your Cap and then ask for help.”

President of the Senate Miller was particularly incensed that several coun-ties lowered their property tax rates at the same time they criticized the state for reducing revenues.

When we make an appeal for fund-ing in Annapolis or with, for example, the State Board of Education, that is the response we are hearing more and more.

I look forward to spending a fair amount of my time in Annapolis for the next few months fighting for our best interests. I shall plan on bringing you up to date on legislative activities in the March issue.

County sees continuous decrease in state funds

... it will be impossible to balance the state’s $13 billion operating budget without squeez-ing local aid.

COUNTY REPORT


annual economic forecast offers encouragementBy Carol Kinsley

There were words of encourage-ment for Delmarva businesses as the Salisbury Area Chamber of Commerce, with the help of several prestigious co-sponsors, presented its 23rd Annual Economic Forecast January 13 at Uni-versity of Maryland Eastern Shore. The half day of informative presentations was planned with the help of the Uni-versity of Maryland Eastern Shore, the Tri-County Council for the Lower East-ern Shore of Maryland, Wor-Wic Com-munity College, Salisbury University’s Franklin P. Perdue School of Business and BEACON group, and the Small Business Development Center – Eastern Region.

Dr. Robert T. Sweet, economist and managing director of MTB Investment Advisors, a subsidiary of M&T Bank, put things in a national and global per-spective. Hopeful steps he sees include “QE2” — quantitative easing — in which the Federal Reserve will buy up treasury obligations with money the government prints. This puts money out into the economy, Sweet said, but could also lead to inflation in the long run. He sees extension of the Bush tax cuts, payroll tax benefits and details in Social Security that will benefit spend-ing. “If they hadn’t been extended, the GDP would still be stuck instead of go-ing up.”

The job situation should be of great concern. While 9.4 sounds better than 9.6, in reality, that figure doesn’t in-clude those who stopped looking for work or who are underemployed. “If you include those,” he said, “the unem-ployment number is 17 percent. In order to grow, we need 110,000 new jobs, non-farm, per month; 150,000 would be better.”

Sweet added, “Business people will not hire permanent employees unless they feel they can sell products or ser-vices.”

Sweet was encouraged to see the stock market headed up, but he warned, “the stock market precedes the econo-my. There will be corrections.”

The economist, who said he has no use for gold and doesn’t believe Social Security will be privatized for 25 years, also isn’t bothered by the federal bud-get deficit, saying the country survived

deficits in the ‘70s and ‘80s. State and local budget deficits, however, are a problem because services must be cut or taxes increased, as in Illinois. He ex-pects taxes will rise and services will be cut, but not essential services.

Educators offered their views in the second presentation of the day.

Part of a panel of three from local universities, Dr. Bob Wood, dean of the Franklin P. Perdue School of Busi-ness at Salisbury University, began with an international perspective on the economy.

Some European countries are having “issues” and face a second recession, he said. Portugal, Ireland, Greece and Spain “may be worse than we are.” China is experiencing slower growth now and worried about inflation. Iran, Korea and Venezuela could cause major issues, he added.

“The recession is over,” Wood as-serted. “We’re just slow to crawl out of it. There will be slow growth through 2012 and 2013.”

On the subject of unemployment, Wood said part of the problem is new jobs requiring skills sets the unem-ployed do not have. Also, “extending unemployment (benefits) keeps people from looking for a job.” And, the cur-rent housing market makes it “difficult to relocate if you can’t sell your house.”

Mortgage defaults continue. “Five million homeowners are two payments behind,” he said. He doesn’t expect the housing market on the Eastern Shore to return to its former peak until 2030.

Maryland’s economy is outperform-ing the U.S. economy, Wood continued on a positive note. “It’s one of eight states with an AAA rating.” However, there’s a 1.5 billion dollar deficit in the budget. He sees strengths: a high per capita income, diversified work forces, lots of federal and medical jobs — but Maryland also has lots of old line manu-facturing, and the cost of doing business is relatively high. The Port of Baltimore is one of the nation’s largest ports, but if international trade slows, activity at the port will slow.

He summed up his presentation: “The federal stimulus is over. The growth in federal jobs is over. In short, things are not terrible, but they’re not great either.”

Dr. Kate Brown is chair of the De-

partment of Business, Management and Accounting at UMES, but her interest in philosophy was evident in her look at the economy. She said economics is not science, and “although essentially all economic information is presented in fact, it is likely to contain some bias.”

She cited some trends that might predict ultimate losers and ultimate win-ners. On the loser side, “we’re tolerating a lot of hubris — people who persuade others they know what others don’t when it’s not true.” Along with that is a lot of hyperbole claiming total disaster will result if we don’t act.

Losers exhibit a sense of entitlement as well as expectations of instantaneous gratification, instant communication,

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Vic Lowe, SACC vice president, gave a presentation on the current challenges within the medical profession.


reward without a struggle and reward without risk.

Looking backwards, one of the most dangerous trends is the idea that we should be able - are entitled to - do business as usual. “That’s not so. We have to change all the time,” Brown said. “We can’t choose one aspect of the past without including the context of that time. Mature industries that now can only survive with subsidies are not the kind of thing we want to put money in,” she added.

Another downfall for losers is argu-ment by assertion — uncritical accep-tance without considering or requiring a source, she explained, asserting that the Internet itself isn’t always a good source.

Ultimate winners will consider the big problems, how opportunity and entrepreneurship will get us out of this mess. “Small businesses are there to deal with tiny parts of big problems. Look for what you can do.”

Find possible solutions by looking at things differently, looking for new uses for byproducts or waste products, for example. Winners don’t do business as usual. They always ask why and divide problems up differently. Re-evaluate your skill sets for new applications. Identify the weaknesses in your current skills and fix them.

Brown advised business leaders to avoid adversarial discourse and plan-ning.

“Optimism, not cynicism, is more likely to succeed,” she concluded.

Dr. Bryant Mitchell, associate pro-fessor in Brown’s department, noted the importance of creativity in a global economy where competition is intense. “If we do not take education seriously, we will become a third-ranked country.” He emphasized the STEM disciplines — science, technology, engineering and math. Citing the 30-year-long career path taken by a distinguished engineer in testing, Mitchell noted that many of

the positions that individual held on the way up are now eliminated due to auto-mation. “How will new testers get the experience (and the stepping-stone jobs) to get to where he is?” Mitchell asked. “What keeps you ahead of the curve is continuing innovation and risk. There’s a delicate balance between acceptable risk and too much,” he warned. “Focus not just on engineering but human arts, too.”

Delmarva real estate outlookWith historic low prices and low

interest rates, “why aren’t there more home sales?” asked William McCain, CEO of W. R. McCain & Associates Inc. His answer: “Buyers are still wait-ing. There’s not a lot of incentive to rush out and buy.”

But there is a dim light for the hous-ing market, he said. “Things are looking better.”

“We have found the bottom of the housing market,” he said. “However, foreclosures will slow the housing re-covery in 2011.” He explained the worst of the residential problem is over, but we’re still stuck in the bottom. “It took four or five years to get here; it will take the same to get out.”

The commercial real estate market continues to be weak. “The commer-cial market is where residential was a year and a half ago. The corner has not turned yet.”

A double dip in the housing market is not likely. Supply/inventory continues to be a problem but is improving. Sales volume has increased about 10 percent.

Residential prices may fall another 5 percent but will stabilize by summer, McCain predicted. “Realtors need to reduce sellers’ expectations. The beach areas are starting to see a small increase in sales volume, but it might take seven to eight years to gain back the loss in value compared to the 2006 peak,” he added.

Locally, 35 percent of sales are ei-ther short sales or foreclosures, McCain

said. He explained that a short sale was for less than is owed on the house and must have approval of the lien holder. He suggested changing the term to “dis-tressed sales,” which encompasses more like half of all sales at present.

He noted cultural changes that affect the market.

Foreclosures and bankruptcy were designed to embarrass owners, as a dis-

incentive, but “in today’s world, that’s not the case anymore. They are ‘victims of the real estate market.’

Another cultural change after two or three decades of a very robust real estate market in which people were always trying to move up to a bigger, nicer house, “a lot of people are not stepping back, content to stay where they are. It affects the market.”

A special thanks to our sponsor of the 2011 Economic Forecast, M&T Bank. Dr. Robert Sweet from MTB Investment Advisors made a presentation on the global and national economy (not pictured). From left, Michelle Gallagher, Jon Sherwell, Ginger Donovan, Charlie Williams and Kris Ives.

Robert Sweet of MTB Investment Advi-sors spoke on the national and global economy.

Bill McCain, CEO of W. R. McCain & Associates, said we have reached the bottom in the real estate market, but it will take years to get back to where we were.


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Will the new GeoDASHboards replace PowerPoint in 2011?

The 2011 ShoreTRENDS Dashboard helped Salisbury’s Business Trend Ana-lyst Dr. Memo Diriker concisely depict the current and expected health of the Eastern Shore at the 2011 Economic Forecast meeting (see it at http://bea-con.salisbury.edu).

The dashboard’s purpose is to syn-thesize survey results from the Shore-TRENDS 2011 1st quarter survey, and communicate the results and patterns within them, to the audience quickly and efficiently.

When one interacts with this dash-board, it becomes clear that regional op-timism seems to be growing across the board. Yet, there are industry specific nuances that inform us in a very clear and visual manner that in a number of industry sectors the outlook is not as rosy.

Visually displaying and identify-

ing trends is an objective of charts and maps. Similarly, the ability to encap-sulate many trends into one visual is a strength of this type of Dashboard.

The ShoreTRENDS Dashboard gives the user the ability to select just what they want to show in the chart in an intuitive manner, and allows them to display the trend over time.

This and other highly interactive and user-friendly business and economic development dashboards are the prod-ucts of the regional GeoDASH Initia-tive. This initiative is a cooperative venture of the Business, Economic, and Community Outreach Network (BEA-CON) of the Franklin P. Perdue School of Business and the Eastern Shore Re-gional GIS Cooperative (ESRGC) of the Richard A. Henson School of Science and Technology at Salisbury Univer-

Continued to page 23


Francis shares his journey and expertise at Economic ForecastBy Carol Kinsley

James L. Francis, president and CEO of Chesapeake Lodging Trust, was the keynote luncheon speaker at the 2011 Economic Forecast. He offered his thoughts on the general economy and related the cycles of his industry to the broader economy to em-phasize the importance of understand-ing business cycles.

Francis opened his analysis by stat-ing, “Things are getting better. Interest rates are low, but rising. Corporate profits have returned to peak levels.”

He sighted some troublesome is-sues: unemployment, health care and the weak housing market. On the posi-tive side are the government stimulus, low interest rates, a weak dollar, im-proving construction statistics and a significant amount of cash on corporate balance sheets. These mean more trav-el, which is good for Francis’ business, four-star hotels.

Francis displayed photos of impres-sive hotels he and his stockholders own as part of Crestline Capital Corp. He discussed how Crestline was acquir-ing real estate at a rapid pace, but “felt things soften” before 9/11 — having no idea, of course, what would happen on that date. With the economy soften-ing and asset prices still going up, he believed asset prices couldn’t stay at those levels, so he and investors cashed out, earning an acceptable return of $20 per share on the investment.

Within a few years, he started High-land Hospitality Corp. and was buying again. Francis purchased $600 million in properties the first year, 2004, for Highland; another $700 million in ho-tels the next year. But soon, the debt markets were out of control and he felt a softening of the economy again. He saw subprime lending in the com-mercial market business. It drove asset prices through the roof.

“I can’t buy at these prices,” he realized. “I can’t create value for my shareholders.”

He got out of business again, clos-ing the deal in July 2007. For an initial investment of $10 a share, his stock-holders got $19.50. In August 2007 he began the first round of seizing up debt pockets. “If we hadn’t sold, my shareholders and I “would have lost an enormous amount of money.”

Francis’ new firm, Chesapeake Lodging Trust, was started last year and has purchased several other four-star hotels. “I would have started the new company earlier, but it was hard to raise capital under the circumstances,” he explained.

He’s not buying at a “fire sale,” he said, but there are a lot of transactions out there, and a lot of people who can-not refinance. “Most owners of hotels don’t have the ability to go back to their investors for more capital. The

brands are more intense; they need capital, and that drives occupancy.”

Francis expects his company to double in size this year.

He expects moderate growth in the overall economy for the next few years. “Unemployment is sticky. It will tick down slowly.”

The point of Francis’ story is that the hotel industry sees cycles in which occupancy drops, rates drop, then the economy rebounds, occupancy rebounds and rates eventually go up. These cycles are often tied to the na-

tional economy. Success in the hotel industry, as in any business, depends on reading the signs and reacting to the cycles. You must buy during the growth and sell before the bottom fails out.

“Whatever your business is — I don’t know what drives your demand/supply, but most business comes down to supply/demand. I don’t mean it’s easy to forecast, but if you’re running a business, you need to understand cy-cles. Cycles do repeat, but they aren’t

all the same.“You can make a lot of decisions,

but you have to be prepared for cycles, have contingency plans, have the right capital structure to match your cash flow structure.” He warned, “Be care-ful of the herd mentality. If you’re early in the herd, fine. But if you’re in the back of the herd... remember, ‘pigs get slaughtered.’ It’s okay to leave a little money on the table.

“Leverage is a double-edged sword. Leverage prudently for your business.”

Actively acquiring four-star hotel proper-ties for Chesapeake Lodging Trust, Jim Francis carefully watches cycles in the hotel industry. We are on the upswing now, he said.

Keynote speaker for the Economic Forecast luncheon was Jim Francis, CEO & trustee for Chesapeake Lodging Trust. From left are Jim Francis; Dr. Bob Wood, Dean of the Franklin P. Perdue School of Business; Dr. Memo Diriker, BEACON of Salisbury University; and Brad Bellacicco, SACC. Dr. Wood and Dr. Diriker both made presentations during the Economic Forecast program.

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Peninsula Regional Medical Cen-ter (PRMC) and Children’s National Medical Center have expanded pediatric services for children and families on the Delmarva Peninsula.

Beginning in February, Children’s National hospitalists (hospital-based pe-diatricians) will begin their services and later in spring 2011, Children’s National neonatologists (physicians who provide care to premature and sick newborns), will direct and provide care in Peninsula Regional Medical Center’s Neonatal In-tensive Care Unit (NICU), the Newborn Nursery, the Pediatric Inpatient Unit, and will be available for consultation in the Emergency Department. These Children’s National physicians will be available 24 hours a day, 7 days a week, every day of the year.

“Teaming with Children’s National guarantees Delmarva parents that we are committed to taking our existing pediatric and NICU programs, which are already outstanding, and making them exceptional through this alliance of clinical staff and services,” said Dr. Peggy Naleppa, MS, MBA, FACHE, president/CEO, Peninsula Regional Medical Center.

The collaboration, locally, creates an affiliation with one of the nation’s most respected children’s healthcare provid-ers. With nearly a century and a half of experience, Children’s National will help to ensure that PRMC’s pediatric and NICU processes best meet patient needs. Additional benefits include shared clinical knowledge and best practice ideas between the hospitals,

possible expansion opportunities based on identified community needs, new research opportunities, physician re-cruitment improvements, and seamless transfer, when necessary, to the special-ized services provided at the main loca-tion of Children’s National.

Pediatric hospitalists previously em-ployed by PRMC have joined the medi-cal staff at Children’s National and will continue to provide care at the Medical Center. Children’s National is also pro-viding additional physician coverage. No clinical staff positions at Peninsula Regional were eliminated as a result of the collaboration.

Children’s National Medical Center is the only exclusive provider of pediat-ric care in the metropolitan Washington, D.C. area and is the only freestanding children’s hospital between Philadel-phia, Pittsburgh, Norfolk and Atlanta. Serving the nation’s children for 140 years, Children’s National is a proven leader in the development and applica-tion of innovative new treatments for childhood illness and injury.

“Children’s National is pleased to work with Peninsula Regional Medi-cal Center to enhance pediatric care for children and families throughout the region,” said Peter R. Holbrook, MD, chief medical officer, Children’s Na-tional Medical Center. “Given the level of training required for specialists in pe-diatrics, and especially in neonatology, the trend is toward collaborations like this one between PRMC and a highly specialized pediatric medical center like Children’s National.”

Pediatric Neonatologist Laura Kelley, MD, left, examines 7 month old Mackenna Foreman in the pediatric unit at PRMC as Mackenna’s mother Christina Foreman looks on. Photo by Roger Follebout, PRMC.

Children’s National partnershipHealth

UNITED WAY DONATION - Peninsula Regional Medical Center’s employee con-tributions totaled $156,000 for the medical center’s annual United Way Campaign. Making the donation to the United Way are, from left, Peggy Naleppa, PRMC presi-dent/CEO; Tim Feist, PRMC vice president, performance improvement/patient safety officer and United Way board president; Warner Crumb, PRMC executive director of orthopaedics and neurosciences; Gwyn Kravec, PRMC director HIM, privacy of-ficer; Kathleen Mommé, United Way, executive director; Amy Luppens, United Way donor relations director; and Mike Langley, United Way board member and Wicomico County campaign chairman.


heart institute hosts conference The 15th annual Coastal Cardio-

vascular Conference presented by the Guerrieri Heart & Vascular Institute at Peninsula Regional Medical Center will be held at the Hyatt Regency Chesa-peake Bay Golf Resort, Spa & Marina in Cambridge, on Saturday, Feb. 26.

The conference, which is designed to benefit all allied healthcare profession-als who care for patients with cardiac and cardiac related diseases, features nine local and national speakers who present a wide variety of topics that relate to a clinically oriented, multidis-ciplinary approach to cardiovascular disease prevention and management. Continuing education credits will be provided. Registration is $50 and the registration deadline is Feb. 12. For more information, contact Pam Caldwell BSN, RN at 410-543-7026 or Steve Wilson PA-C at 410-543-7123. Call the Hyatt at 410-901-1234 to make room reservations.

PrmC offers first aid/CPrPeninsula Regional Medical Center

is offering a Heartsaver First Aid/CPR course from 6 to 9:30 p.m. on Wednes-day, Feb. 16 and Thursday, Feb. 17, in the Avery W. Hall Educational Center on the Peninsula Regional campus.

This two-night course combines on-the-scene first aid training with CPR (Adult, Infant and Child) and the use of the Automated External Defibrillator (AED).

The course will teach attendees the type of emergency and lifesaving tech-niques they can administer between the time an accident occurs and professional assistance arrives. Those encouraged to participate include law enforcement officers, firefighters, flight attendants, lifeguards, childcare workers, scout leaders or any concerned citizens. The tuition cost is $135. Pre-registration is required. For more information, call 410-543-7126 or visit the Classes and Events section at www.peninsula.org for online registration.

Dr. Daniels joins officeDaniel K. Daniels, MD, a specialist

in Gastroenterology and Internal Medi-cine, has joined Peninsula Regional Gastroenterology Medi-cine in Salisbury.

Dr. Daniels received his medical school de-gree from Aristotelean University in Thessa-loniki, Greece. He did residency in Internal Medicine for three years at the University of Virginia Hospital with an additional year as chief resident. He then completed two year fellowship training in Gastroenterology and Liver Disease at University of Missouri, Co-lumbus, Mo. Dr. Daniels is certified by the American Board of Internal Medi-cine and Gastroenterology. Dr. Daniels has been voted by American Consumer Agency as one of “America’s Best Doc-tors” since 2003.

leonard promoted at PrmCDr. Peggy Naleppa, president/CEO

of Peninsula Regional Medical Center in Salisbury, has announced that Steve Leonard has been promoted to vice president of Operations Optimization and Innovation. Leon-ard will now oversee the Medical Center’s Pharmacy, Materials Management, Labora-tory, Operational Per-formance Improvement and Information Sys-tems departments. This division and Leonard’s advancement is a rec-ognition of the demands of healthcare reform to work more efficiently and ef-fectively with fewer resources to meet patient needs.

Leonard, who most recently served as the eexecutive director of Operational Performance Improvement, has been with PRMC since 2003. He is a gradu-ate of Florida Atlantic University with a bachelor’s degree in management and finance, and also earned his MBA from Salisbury University. Leonard is a fellow in the American College of Healthcare Executives, has served as an examiner for the Malcolm Baldrige Na-tional Quality Award in 2009 and 2010, and is a certified Six Sigma Black Belt by the American Society for Quality. He is also an adjunct faculty member of the Perdue School of Business at Salisbury University. Leonard’s new position had been vacant following Cindy Lunsford’s promotion to executive vice president/chief operating officer one year ago.

beckwith receives certificationCoastal Hospice and Palliative Care

announces that Human Resources Man-ager Valerie Beckwith was recently cer-tified as a Professional in Human Resources by the Human Resource Certifi-cation Institute.

The HR Certification Institute is the creden-tialing body for HR professionals and is af-filiated with the Society for Human Resource Management, the world’s largest orga-nization dedicated exclusively to the hu-man resource profession. Beckwith is a member of the local SHRM chapter.

Peninsula imaging accreditedPeninsula Imaging, LLC in Salis-

bury, has been awarded a three-year term of accreditation in Magnetic Reso-nance Imaging (MRI) as the result of a recent survey by the American College of Radiology (ACR). The ACR awards accreditation to facilities for high practice standards after a peer-review evaluation conducted by board-certified physicians and medical physicists who are field experts.

PrmC labs receive accreditationThe laboratory and arterial blood

gasses (ABG) lab at Peninsula Regional Medical Center have both been awarded

accreditation for the “excellence of ser-vice provided” by the Commission on Laboratory Accreditation of the College of American Pathologists (CAP) based on the results of a recent on-site inspec-tion.

Laboratory Administrative Director Robin Mandelson and Medical Director Patrick O’Reilly Jr., MD plus ABG Co-ordinator Tom Russ, Medical Director Gregory Thompson, MD and Respira-tory Services Director John Morcom were all congratulated by the on-site

inspection team for being among a se-lect group of laboratories nationwide to meet the rigorous guidelines established to help ensure the highest standards for patient care.

Peninsula Regional’s labs are among an elite group of 7,000 CAP-accredited laboratories in the United States.

The CAP designation has been con-tinuously awarded to the Peninsula Re-gional lab for over 35 years. The ABG lab has received that honor for the past 11 years it has been surveyed.

Leonard

Daniels

Beckwith

LABINAL SUPPORTS UNITED WAY - Labinal Salisbury, formerly Harvard Cus-tom Manufacturing, Inc., recently presented the United Way of the Lower Eastern Shore with a check for $41,265 representing employee and corporate gifts for the 2010 campaign. Last year, the company was #5 in the United Way’s “Top 25” list of the most giving community partners. From left, Ginny Reid-Matern, United Way board member, and Kathleen Mommé, executive director of United Way of the Lower Eastern Shore, accept a check from Carmel Gray-White, Janet Phillips and Helena Hearne of Labinal Salisbury. The donation will help the United Way fund 57 critical programs to aid the less fortunate on the Lower Eastern Shore.


TELAMON CORPORATIONANNOUNCES NEW SERVICE

Telamon Corporation’sDelaware and Maryland Offices

have been awarded funding from theU.S. Department of Housing

and Urban Developmentto provide housing counseling for

residents of Wicomico County in Marylandand Sussex County in Delaware.

If you are a Real Estate Agency, Mortgage Company or Financial Institutionand would like to partner with us

in providing pre-purchase andpost-purchase counseling to your customers, please

call Jennifer Shahan at 410.546.4604 x122.

Telamon Corporation is an equal opportunity providerand employer. Auxiliary aids and services are provided upon

request for those persons with disabilities.

TELAMON CORPORATIONANNOUNCES NEW SERVICE

Business After Hours

Jennifer Byrd, Landmark Insurance; Bob and Linda Heim, Robert Heim Realty Group/Remax Premier; with Stacey Weisner, Delmarva Zoological Society, Inc.

Hunter Johnston and Mike Gibb from Inacom Information Systems.

John B. Parsons HomeThe Salisbury Area Chamber of Commerce was pleased to have

John B. Parsons Home invite our chamber members to a Business Af-ter Hours on Tuesday, Dec. 21, 2010.

Located at 300 Lemmon Hill Lane, the John B. Parsons Home has been a member of the Salisbury Chamber since 1993. As part of the Harrison Senior Living family, the John B. Parsons Assisted Living Community accommodates residents in a beautiful, stately mansion on lovely landscaped grounds.

The interior boasts an elegant ambiance enhanced with fine art and antiques that complement the historic architecture of the resi-dence. Family members and friends enjoy visiting in cozy parlors and sunrooms or spend the day on porches filled with rockers. The John B. Parsons Assisted Living Community is recognized as a pioneer of as-sisted living facilities on the Eastern Shore of Maryland.

The community has served seniors in the Salisbury area with devo-tion and dignity for over 100 years. If you are looking for assisted liv-ing accommodations for a loved one, visit www.harrisonseniorliving.com or call 410-742-1432 for more information.

Thank you again to the owners and staff of John B. Parsons for hosting their Business After Hours - you started everyone’s holiday week on a great note!

Harrison Saunders, director of the Physical Plant at John B. Parsons Home; Jay Hambright, executive chef; Ellen Saunders, owner and director of marketing for John B. Parsons Home and Dawn Carey, executive director.


The Chinese economy has seen two or three months of rising inflation as measured by the official CPI numbers. This past October, the CPI rose by 4.4 percent and in November, the CPI rose by 5.1 percent when compared to the previous year’s like months.

Obviously, Chinese con-sumers have felt the uncom-fortable effects of these accelerating price increases as they have gone about their normal shopping. These effects have been greeted with distain in the media. There is no shortage of articles that attempt to explain why there is Chi-nese inflation at this time, what should be done to slow it down and when this inflation will subside. All of these make for interesting reading. However, it may also be a good time for us in the U.S. to review why inflation is considered such

a fundamental and nasty problem.First, inflation attacks sectors of the

economy differently. For example, the Chinese CPI inflation rates for the past two months were 4.4 percent and 5.1 percent, but it is generally acknowl-edged that inflation for food during the same period was several multiples higher. (This is in spite of the govern-ment selling rice and other staples from state storage facilities.)

In addition, actual future inflation is hard to predict and it accelerates and

levels off unpredictably. Once inflation gets well established

in an economy, it is difficult to get rid of it. It feeds on itself because people get conditioned to expect more inflation in the future.

If the government is to be successful in ridding the economy of established inflation, it must inflect painful mea-sures to change people’s habits and ex-pectations. Therefore, the political will to really fight inflation is hard to come by – either in China or the U.S.

Second, it is fair to say that inflation arbitrarily and capriciously redistributes wealth.

Here are two examples. Retired people on fixed incomes suffer wealth losses due to high inflation, but workers that get pay raises that exceed the infla-tion rate actually become wealthier be-cause their purchasing power increases.

During times of high inflation, the owners of fixed-income securities lose wealth while many owners of common equity securities enjoy wealth increases because the companies they have in-vested in can increase the prices of the products they sell by more than the general rate of inflation. Arbitrary and capricious redistribution of wealth is unappealing to almost everyone.

Third, and perhaps the most egre-

gious effect of inflation, is it makes decision making in all areas of the economy more difficult; thereby in-creasing the probability that a manager will make the wrong decision. Wrong decisions within an economy harm ev-eryone, including international entities.

Perhaps another example is neces-sary. Suppose a manager is trying to decide between new diesel powered equipment and new gasoline powered equipment and predicting the future cost of the respective fuels is critical to mak-ing the right decision.

In a high inflationary environment, the manager may select the equipment powered by the fuel that increases in price more in the future and thus, his or her decision is wrong. This represents a misallocation of resources and the proper allocation of resources is es-sential to improved standards of living in the domestic economy as well as all over the world.

In conclusion, increases in inflation have more pronounced, but maybe more subtle, consequences than the mere distastefulness of rising prices for con-sumers.

About the authorDr. E. Tylor Claggett is Professor of Fi-

nance at Salisbury University, Salisbury.

once established, it’s hard to get rid of inflationBy E. Tylor Claggett

...inflation arbitrarily and capriciously redis-tributes wealth.

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ReSTORE ANNIVERSARY - Staff and volunteers at Habitat for Humanity of Wicomico County’s ReStore show off an anniversary cake donated by Sam’s Club of Salisbury for ReStore’s first anniversary party on Nov. 20. The anniversary event in-cluded free hot dogs and soda, giveaways, door prizes, a live remote radio broadcast by Cat Country and mystery discounts on merchandise. Thanks to Pepsi, Lankford-Sysco, Walmart of north Salisbury, Giant and Target for their donations.


interfaith Prayer breakfastTickets are available for the Univer-

sity of Maryland Eastern Shore’s 9th annual Interfaith Prayer Breakfast. The event will be Friday, Feb. 25, in the Student Services Center ballroom start-ing at 8 a.m.

This year’s guest speaker will be Jus-tine Willis Toms, a radio talk show per-sonality and author of “Small Pleasures: Finding Grace in a Chaotic World.”

Toms and her husband, Michael, can be heard Sundays at 2 p.m. on WESM-FM (91.3) as co-hosts of an hour-long show, “New Dimensions.”

Tickets are $40 or $350 for a table of 10. Proceeds support UMES schol-arships. Call 410-651-6102 for more information.

Gift supports political internsThree University of Maryland East-

ern Shore students contemplating ca-reers in politics will get a full semester of aca-demic credit this spring while working for state lawmakers during the 2011 General Assembly session.

A $15,000 donation from Salisbury attorney Kenneth D. L Gaudreau enabled UMES to launch a political internship program a year ago.

Program coordinator Kathryn Barrett-Gaines, a history professor, re-cruited three new partici-pants this year - Phylicia Henry, Clifford Glover and Sade Parker.

Criminal justice ma-jor Phylicia Henry, a senior from Largo, will work for Del. Melony G. Griffith, District 25 (Prince George’s County).

History major Clif-ford Glover, a junior from Silver Spring, will work for Del. Luiz Simmons, District 17 (Montgomery County).

Criminal justice major Sade Parker, a senior from Upper Marlboro, will work for the Legislative Black Caucus.

Gaudreau’s gift is used for stipends to help the interns pay expenses while living in the Annapolis area.

UMES students will work as full-time office staffers, conduct research di-rected by Barrett-Gaines, keep a journal recording their experiences and write reports. Each will receive 12 credits to-ward their degree requirements.

facebook marketing courseBusiness owners can learn how to

create a customized professional pres-ence, increase online visibility, promote events and regulate content to differ-ent groups by taking “Marketing Your Business with Facebook,” which is be-ing offered by the continuing education division at Wor-Wic Community Col-

lege on two Tuesdays, Feb. 15 and 22, from 6:15 to 9:15 p.m., at the college campus on the corner of Route 50 and Walston Switch Road in Salisbury.

Students are required to have an ac-tive account and basic experience using Facebook.

For more information, call 410-334-2815 or visit www.worwic.edu.

The Community Foundation of the Eastern Shore is offering scholarships for nonprofit organizations interested in this course. For more information about these scholarship opportunities, visit www.cfes.org.

new history course Learn about the writings, discoveries,

adventures and challenges of pioneer women from 1840 through 1910 by taking “Letters and Journals of Pioneer Women,” a new course being offered by the continuing education division at Wor-Wic Community College on Tuesdays, Feb. 22 through March 29, from 9:30 a.m. to noon, at the college campus. For more information, call 410-334-2815 or visit www.worwic.edu.

landscaping courseLandscape designers, contractors and

homeowners can learn about different types of woody plants and conifers used for landscape design by taking “Woody Plants and Conifers –Introduction,” which is being offered by the continuing education division at Wor-Wic Com-munity College on Wednesdays, Feb. 23 through March 30, from 6:30 to 8:30 p.m., at the college campus in Salisbury. For more information, call 410-334-2815 or visit www.worwic.edu.

employee motivation seminarLearn how to inspire your staff to

greater productivity and efficiency by taking “Motivating Employees,” a one-day seminar being offered by the con-tinuing education division at Wor-Wic Community College on Tuesday, Feb. 15, from 9 a.m. to 4 p.m., at the college campus on the corner of Route 50 and Walston Switch Road in Salisbury.


new Quickbooks courseBuilders, electricians, plumbers and

other contractors can learn how to use QuickBooks Professional 2009 with job tracking and management tools such as job costing, estimating, invoicing and accounting, by taking “QuickBooks So-lutions for Contractors,” a new course being offered by the continuing educa-tion division at Wor-Wic Community College on Thursdays, Feb. 10 through March 3, from 6:15 to 9:15 p.m., at the college campus on the corner of Route 50 and Walston Switch Road in Salis-bury.


Supply management course Business owners can learn about

carbon imprints, the cap process, global regulations and the impact of the green

movement on supply decisions by taking “Bringing Green into Supply Management,” which is being offered by the continuing education division at Wor-Wic Community College on Wednesday, Feb. 23, from 9 a.m. to 4 p.m., at the college campus. For more information, call 410-334-2815 or visit www.worwic.edu.

time management seminarLearn how to plan, organize informa-

tion, deal with interruptions and main-tain productivity by taking “Time Man-agement and Organizational Skills,” which is being offered by the continuing education division at Wor-Wic Commu-nity College on Tuesday, March 1, from 9 a.m. to 4 p.m., at the college campus on the corner of Route 50 and Walston Switch Road in Salisbury.

free résumé workshopA free résumé workshop called

“Take Your Résumé from Fizzle to Sizzle” will be held on Monday, Feb. 28, from 5 to 7 p.m., in Room 105 of Henson Hall at Wor-Wic Community College in Salisbury.

Topics will include effective résumé writing and job fair networking. The workshop is designed to help students, alumni and members of the community prepare for the college’s job fair on

Thursday, March 24. Pizza and soda will be served to participants.

To reserve a seat, contact career services at (410) 334-2903 or [email protected] by Friday, Feb. 18.

truck driver training orientationThe next Class A and B commercial

truck driver training courses offered by the continuing education division at Wor-Wic Community College will begin in February at the Holly Center in Salisbury.

Commercial truck driver training at Wor-Wic is designed to help students acquire the skills and knowledge re-quired to take the state examination to earn a commercial driver’s license (CDL). The Class B CDL license en-ables drivers to operate dump trucks, tankers and other delivery vehicles. The Class A CDL license allows drivers to operate tractor trailers and other large trucks, as well as Class B vehicles.

The orientation session for Class A and B training will be held two weeks prior to the start of classes, on Monday, Feb. 14. Both classes will begin on Monday, Feb. 28, and will continue to meet Monday through Thursday from 7 a.m. to 5:30 p.m. Class B training is six weeks and Class A training is eight weeks long. For more information, call 410-334-2815 or visit www.worwic.edu.

Education

Clover

Henry

Parker


SU Celebrates African-AmericanHistory MonthBy Vaughn WhiteSU Multicultural Student Services Director

This year, the United Statescommemorates two milestones: 150 years since the beginning ofthe Civil War and the 85th year ofthe celebration now known asAfrican-American History Month.Honoring these two anniversaries,the Association for the Study ofAfrican-American Life and Historyhas announced “African-Americans and the Civil War” as the theme of this year’s African-American History Month.

Salisbury University joins in thiscelebration with a series of eventsrelating to African-Americans inthe Civil War and beyond.

In 1934 the Federal Writer’sProject (FWP) sent hundreds ofwriters to interview the fewthousand former slaves still livingin the United States, who were wellinto their late 80s to early 100s.The FWP recorded over 40,000pages of transcripts, from whichactor Harlin Kearsley created the90-minute stage production, Voices: Those Who Wore the Shoe.

SU’s series begins with thereturn of this drama 7:30 p.m.Tuesday, February 1, in theWicomico Room of the GuerrieriUniversity Center. Voices is thestage adaptation of the historicinterviews, allowing audiences toexplore slavery and its aftermaththrough the words of those whoactually experienced it.

SU Dining Services hosts itsannual Soul Food Dinner featuringthe Bernard Sweetney Jazz Quartet4:30-7:30 p.m. Thursday, February 10,in the Commons. Admission is$10.67, $6.48 for ages 6-12, freefor children age 5 and under.

Those attending the dinner areinvited to join other communitymembers for a second event thatevening. From Duke Ellington toChaka Khan, SU takes a “hip trip”through the evolution of African-American music during the presentation “Soul Sounds” at 7 p.m. in the Wicomico Room. Theunique program blends liveperformances with video images,including archival film footage ofjazz legends Bessie Smith andBillie Holiday. Other musicians

highlighted include SmokeyRobinson and the Miracles, James Brown, Aretha Franklin,Marvin Gaye, and WhitneyHouston. It is presented by Key Arts Productions, Inc.

Local historians Rudolph Stanleyand Newell Quinton inaugurate thespeakers’ series with “The Familiesof San Domingo,” recalling thosewho lived in that Wicomico Countycommunity founded by freeAfrican-Americans in the early1800s. The talk is 7 p.m. Thursday,February 3, at the Edward H. NabbResearch Center for DelmarvaHistory and Culture in SU’s EastCampus Complex, 190 Wayne St.

Dr. Christopher Whitt, SUalumnus and professor of politicalscience and African studies atAugustana College, IL, keynotesthe series with his talk “Race,Wealth and Inequality in AmericanGovernment and Politics: Rooted inSlavery and the Aftermath of the Civil War.” He speaks at 7 p.m. Thursday, February 24, in the Wicomico Room.

The series culminates with the Nabb Research Center’s paneldiscussion “Eastern Shore African-Americans in the Civil War” 7 p.m.Wednesday, March 9. The talkfeatures descendants of soldierswho joined the “U.S. ColoredTroops” during the Civil War or the “Buffalo Soldiers” following it.

Other related events include aworkshop on African-Americanfamily history 10 a.m.-1 p.m.Saturday, April 2, in the NabbCenter Gallery. Call 410-543-6312for reservations.

Admission to all events is freeunless otherwise noted. The publicis invited. For more informationcall 410-548-4503 or visit the SUWeb site at www.salisbury.edu. Wehope you will join us.

By Kevin JusticeMatice Interactive

Every business will face a time when they need to have a software application to support a function in their company. It may be for accounting or managing inventory or a website. Sometimes you know exactly what you want. You’ve read about the software, you believe its features will improve your business model and you can afford it. But is that really all you should consider? Let’s investigate the core differences:

PriceMost people think custom develop-

ment is much costlier than off-the-shelf software. For a $200 word processing application that is true. But when you get into much larger systems that sup-port specific business needs that may or may not be the case. A $40,000 cus-tomer service application may get you up and running quickly. But a custom solution may cost less as it can focus on your core needs and not include all of the extra features that you won’t utilize.

For the massesOff-the-shelf software is usually

designed for a broad spectrum of us-ers – but not all. Case in point is that Microsoft Word is a great word proces-sor for most of us. But ask a law firm and there’s a good chance that they have other business specific tools for tracking the multitude of changes in a contract or agreement. If the need that you are trying to meet is generic, you’ve made a strong case for off-the-shelf software. But when you think about how your company works with a customer or fulfills an order or provides services, there’s a good chance that you have built processes that are unique to your organization. These differences are what distinguish you from your competitors. Do you want to generalize those processes to fit an off-the-shelf software package possibly forfeiting your competitive advantage?

Updates and upgradesUnfortunately, updates mean change.

Your users will probably not like up-dates on face value, but depending on what it is, they may be happier in the long run with enhanced usability, stability and features. With some soft-ware (like Windows) you get weekly updates. And sometimes those updates actually create more problems than so-lutions. Most software stays on a yearly update schedule that many are accus-tomed to. But in the custom world you aren’t tied to someone else’s develop-ment schedule. If your business model hasn’t changed, why change your software? Why go through the expense of licensing and training? Conversely, when you need to make a change be-cause your business has changed, are

you going to wait for an off-the-shelf update to hopefully help you? Custom software means that you control your schedule based on your needs and your budget.

Customizing off-the-shelf - a.k.a. The Frankenstein Approach

If an off-the-shelf package has 80% of the functionality that you need and a means of allowing you to customize it, wouldn’t it make sense to customize the extra 20% that is required for your busi-ness? Maybe? Sometimes upgrades to off-the-shelf software will require that you update your custom components or rebuild them altogether. Sometimes there is no issue whatsoever. What will help you make this decision is how much you are customizing it. If you are changing 5%, go for it. If you are changing 50% to meet your needs, you may be much better off with another off-the-shelf package or a fully custom solution. Regardless of how much you customize it, the support for this type of a solution is going to be more than either of the other scenarios because no one is the expert of this system. It’s from separate companies with separate experts and you can surely expect fin-ger pointing when things go bad.

The best answerEvery scenario is different and there

is no single best answer for what to do. Sometimes off-the-shelf is the best solution, sometimes custom, and even sometimes a Frankenstein is not so bad. The right answer is to call in the ex-perts and talk to them about your needs and let them advise you to the direction you want to go. Your IT manager, con-sultant or one of the many tech com-panies in our Chamber are here just for this purpose.

About the authorKevin Justice is the CEO for Matice

Interactive, a marketing, advertising and PR agency in Salisbury that spe-cializes in web development. You can reach him at [email protected] or 410-858-4775.

it decision: custom vs. off-the-shelf software?


ADVERTISINGMorning Star Publications, Inc. Melissa Perdue 302-629-9788 302-629-9243 [email protected] Norman Eskridge Hwy., Seaford, DE 19973 302-841-0887 _________________________________________________________________________________________________________________________________________________________________________ARCHITECTS & ENGINEERSAndrew W. Booth & Associates, Inc. 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Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ARCHITECTURAL & ENGINEERING SUPPLIESDiCarlo Precision Instrument& DiCarlo Precision Imaging John DiCarlo 410-749-0112 410-749-9323 dicarlo1.com [email protected] Northwood Dr., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________AUTO DEALERSPohanka Automotive Group Chris Hagel 410-749-2301 410-742-5168 pohankaofsalisbury.com [email protected] North Salisbury Blvd., Salisbury, MD 21801 ext: 8030 ________________ ________________________________________________________________________________________________________________________________________________________Sherwood of Salisbury Matt Romanowski 410-548-4600 410-548-4662 sherwoodofsalisbury.com [email protected] N. Salisbury Blvd., Salisbury, MD 21804 _________________________________________________________________________________________________________________________________________________________________________COMMERCIAL BROKERAGERinnier Commercial Blair Rinnier, CCIM 410-742-8151 410-742-8153 rinnier.com [email protected] East Main St., Salisbury, MD 21801_________________________________________________________________________________________________________________________________________________________________________CONSTRUCTIONMalone Homes Jason Malone 443-260-4775 443-260-1769 malonehomesmd.com [email protected] Box 1109, Allen, MD_________________________________________________________________________________________________________________________________________________________________________Ruark Builders Barbie Hanneman, 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 ________________________________________________________________________________________________________________________________________________________________________INSURANCEAllstate Insurance Fred Pastore 410-860-0866 410-860-0869 allstate.com/fredpastore [email protected] Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________Atlantic/Smith, Cropper & Deeley Laura Deeley Bren 410-835-2000 410-835-2036 ascd.net [email protected] Bent Pine Rd., Willards, MD 21874 ________________________________________________________________________________________________________________________________________________________________________Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 averyhall.com [email protected] E. Main St., Salisbury, MD 21801 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 ________________________________________________________________________________________________________________________________________________________________________RPS ISG International Brad Sutliffe 410-901-0736 410-910-0836 isgintl.com [email protected] Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________Landmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 landmarkinsuranceinc.com charlie@30386 Mt. Vernon Rd., Princess Anne, MD 21853 888-651-2111 landmarkinsuranceinc.com________________________________________________________________________________________________________________________________________________________________________PRINTINGDiCarlo Digital Center. Joey DiCarlo 410-749-9901 410-749-9885 dicarlodigitalcopycenter.com [email protected] South Division St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________RECYCLINGDelmarva Recycling Greg Stein 410-546-1111 410-543-9005 delmarvarecycling.com [email protected] Boundary St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________Cubes To Go Betsy Bradford 410-742-2100 410-742-3875 cubestogo.com [email protected] Broadway St., PO BOx 238, Fruitland, MD 21826________________________________________________________________________________________________________________________________________________________________________ TIRE & AUTO CENTERBurnett White Dawn Tilghman 410-742-2222 410-543-4182 burnettwhite.com [email protected] East Main St., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ WATERSharp Water Lisa Rice 410-742-3333 410-543-2222 sharpwater.com [email protected] Columbia Road, Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________

Business Journal Directory

Name Contact Phone Fax Website Email


QUOTA CLUB GRANT - Quota Club International Salisbury contributed $2,750 to the Wicomico Public Library’s main branch to purchase early literature work stations from a grant created and funded through the Community Foundation of the Eastern Shore. From left are Quota Club Intl. members Geri Brimer, Emily Saulsbury, Paula Brown; Diane Walter, vice president, Quota Club Intl.; and Tom Hehman, director, Wicomico Public Library. Chartered in 1935, Quota Club Intl. Salisbury donates to several community organizations, provides scholarships for students and supports their annual Quota of Salisbury projects.

MCE board welcomes threeMaryland Capital Enterprises, Inc.

has added Rosa Rodriguez, Ronald Molock and Ira Wolfe to its 14-member board of directors. Rosa Ro-driquez, a native of the Dominican Republic who migrated to the U.S. in 1985, is the regional manager for Telamon Corporation. Located in Salisbury, Telamon is the state migrant and seasonal farm worker agency which operates several programs for mi-grants including English as a second language and a new entrepreneur-ial training program.

Ronald A. Molock, a Wallertown resident, has been a realtor for nine years and is an agent with Lacaz Meredith of Long & Foster Realty in Cambridge. He is retired from Conectiv and is a longtime president of its credit union.

Dr. Ira S. Wolfe, an Ocean Pines resident, is founder and president of Success Performance Solutions, a workforce consulting firm that helps organizations find and hire the right employees and identify high-potential leaders. He helps his clients integrate social media into their marketing and recruiting strategies and has become a popular on-line social networking teacher on the Shore.

Maryland Capital Enterprises is a non-profit micro-business finance and assistance agency formed in 1998 that provides loans and assistance to small businesses on Maryland’s Eastern Shore.

Wolfe

Molock

Rodriguez

FACILITY DONATED TO CRISFIELD - Lifetime Brands, owner of the former Carvel Hall facility in Crisfield, has donated the property located on Crisfield Highway to the City of Crisfield for use as part of their new Industrial Park. Henry Hanna, senior national advisor for Sperry Van Ness-Miller Commercial Real Estate, helped both parties reach an agreement to allow the city to accept the donation of the 23 acres and the 70,000 sq.ft shell of the former Carvel Hall facility for no cost to be used in the planned Crisfield Industrial Park. Danny Thompson, director of the Somerset County Economic Development office and the Maryland Department of Environment officials worked throughout 2010 to bring this transfer to settlement. Mayor Purnell and the Crisfield city council will begin to execute the planning to include this new parcel in their overall plans for the new industrial park.

LAST UNIT SOLD - The Hanna Team of Sperry Van Ness – Miller Com-mercial Real Estate in Salisbury, an-nounces they have sold the final office suite at The Fountains Condominiums on Sweetbay Drive in Salisbury. In 2010, the team marketed seven units and sold the last unit in early January. For more information, contact [email protected] or [email protected].

Business Journal • February 2011

Business Journal Advertising Index

PAGE 29

The following Directory of Business Journal advertisers provides quick refer-ence for your convenience. The number appearing before the name of the busi-ness refers to the page number where the ad appears in this edition of the Journal.

Accessories 8 Trinkets . . . . . . . . . . 334-6006

Architecture 23 AWB Engineers . . . . 742-7299

Advertising 5 Comcast Spotlight . . 546-6610

Automobiles & Services 4 Pohanka of Salisbury . . . . . . . . . 1-877-4-POHANKA 17 Sherwood of Salisbury . . . . . . . . . 548-4600

Cleaning 12 Git R Done Cleaning Services . . 632-1252

Coating and Covering 7 Pro Coat, LLC . . . . . 749-7491

Education 18 Wor Wic . . . . . . . . . . 334-2815

Employment 3 Express Employment . . . . . . . 860-8888

Farm Supplies22 The Farmers and Planters Co. . . . 749-7151

Financial 7 Shore Bank . . . . . . . . . . . . . . . 24 PNC . . . . . . . . 877-BUS-BNKG

Health 15 Accurate Optical . . . . . . . . . . . 749-1545 14 Apple Discount Drugs . . . . . . . . . . . . . 543-8401

Heating & Air Conditioning 5 Mid-Atlantic Heating . . . . . . . . . . . 546-5404 Insurance 23 Avery Hall. . . . . . . . . 742-5111

Jeweler 10 Kuhn’s . . . . . . . . . . . 742-3456

Organizations 6 Jaycees Foundation. . . . . . . . .

Power Equipment 9 Horner Honda . . . . . 749-6661

Real Estate 12 Remax/ Megargee. . . . . . . . . 880-3130 2 Sperry Van Ness . . . . . . . . . 543-2440 16 Telemon Corp. . . . . . 546-4604

Screen Printing 16 Chesapeake Screen Printing . . . . 749-7660

Technology11 Matice Interactive . . . . -877-628-4234

Utilities13 Choptank Electric. . . . . . . . 877-892-0001


Given the economic cli-mate we’re in, you may one day be faced with a down-sizing or otherwise forced to retire earlier than you had planned.

But even if that happens, you can still maintain con-trol of your financial future — if you make the right moves.

Unfortunately, many of us are ill prepared for events such as forced early retirement. In 2009, more people filed for Social Security than any year in history, with a big increase in the number receiving reduced ben-efits because they filed before their full retirement age.

And they paid a heavy price, too — 62-year-old workers who filed for benefits early lost about 25 percent of their monthly benefits over waiting until their “full” retirement age of 66, according to the Social Security Ad-ministration.

Of course, if you are forced to take an early retirement, you, too, may need to tap into your Social Security earlier than you planned.

But that’s just the beginning — you might also need to start withdrawals from your IRA and your 401(k) or other employer-sponsored retirement plan, even though you had planned on leaving those accounts intact for a few more years.

And that’s why you won’t want to wait until early retirement is thrust upon you before taking action. While you’re still working, consider these steps:

• Boost your contributions to retire-ment plans. Put as much as you can possibly afford into your 401(k) or other employer-sponsored plan. Ev-ery time your salary goes up, try to increase the amount you contribute to your retirement plan. Also, contribute regularly to your traditional or Roth IRA.

• Be prepared to rebalance your portfolio. If you’re facing a forced early retirement, or even if you think it’s a possibility, you may want to re-balance your portfolio to provide more opportunities for income.

Talk to your financial advisor about income strategies appropriate for your particular situation.

• Build up cash accounts. Even dur-ing “normal” times, it’s a good idea to keep an emergency fund, in cash or

other liquid vehicles, containing six to 12 months’ worth of living expenses. If you suspect a forced early retirement is heading your way, try to beef up your cash holdings as much as possible.

• Repay any 401(k) loans. Once you’ve left your employer, you may be forced to repay a 401(k) loan within two months — an obvious hardship during a stressful time.

• Work part-time. Even if you were forced to retire from one job, it doesn’t mean you couldn’t find another. This might be the perfect time to take a part-time job in an area in which you’ve always wanted to work.

• Get some help. By consulting with a professional financial advisor, you may find that you actually can afford

to retire early. A financial advisor can help you

develop those income and spending strategies that are appropriate for your situation.

And the earlier you get this type of help, the more options you ultimately may have. You may not be able to avert an unwanted, early retirement, but by preparing for it, as far in ad-vance as possible, you can improve your chances of maintaining the retire-ment lifestyle you’ve envisioned.

The March edition of the Business Journal focuses on Agriculture and its importance to our local economy.

Contact your sales rep today

302.629.9788email [email protected]

Business JournalREGIONAL CHAMBER NEWSLETTER

Business Journal

be prepared for an early and unwanted retirementInvestingPut as much as you can possibly afford into your 401(k) or other employer-sponsored plan.

By Kelley Selph

About the authorKelley M. Selph, AAMS, is a financial

advisor for Edward Jones Investments. You can reach him at 410-860-1828.

rPS iSG helps habitatEmployees from local insurance of-

fice, RPS ISG International volunteered their time on Saturday, Dec. 18, to help Habitat for Humanity Choptank at their building site on Wright Avenue in Cambridge. Since its founding in 1992, Habitat for Humanity of Choptank has helped 50 families in Dorchester and Talbot counties achieve home owner-ship. For more information about RPS ISG International, call 800-336-5659 or visit www.isgintl.com.

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

Founded 1894

Southern States Dealer

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

Southern States Feed & Seed:

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

Fescue * Bird Seed Veg Seed * Dog & Cat Food Animal Health * Shavings

Water Conditioning Salt Fencing * Gates


Meet Sallie.

Call Sallie today! 410-742-5111www.averyhall.com

She’s an expert in insurance benefits for employees.

Health | Life | Dental | Vision | Disability | Medicare Supplement

Proudly an affiliate of Avery Hall Insurance Group

Personalized service from an experienced team is our priority— insuring individuals, families, and businesses across Delmarva.

Quality Insurance. Personal attention. Peace of mind.

Continued from page 12sity. The other partners of GeoDASH include the Mid-Shore Regional Coun-cil and the Tri-County Council of the Lower Eastern Shore of Maryland.

The initiative is partially funded by the Economic Development Administra-tion (EDA) of the U. S. Department of Commerce and the Maryland Depart-ment of Business and Economic Devel-opment (DBED).

The GeoDASH Initiative develops tools and technical capabilities to better serve the Shore’s business and eco-nomic development community. The two champions of GeoDASH are Sarah Bunch, Economic Development and Transportation Planner at BEACON who emphasizes economic impact anal-ysis and transportation planning, and Jim Garrity, The Eastern Shore Business and Economic Development Dashboard Specialist, on loan to the GeoDASH ini-tiative from DBED.

Beyond the ShoreTRENDS dash-board, GeoDASH has worked with several public, private and non-profit entities to develop many dashboards of different types. The ShoreTRENDS Dashboard is considered a pure Data Visualization dashboard. Three other types of dashboards by GeoDASH are Performance Management Dashboards; Geographic (Spatial Query) Dashboards,

and What-if Analysis Dashboards.Performance Management Dash-

boards present assessments of an em-ployee, a process, a piece of equip-ment or any other key performance factor to gauge progress toward prede-termined goals.

The Real-Time Snapshot Dashboards serve as performance monitors for cen-tralized organizations. A goal driven organization needs a real-time snapshot of progress day to day. These dash-boards need to be simple yet communi-cative; able to give decision makers the information they need to keep the orga-nization moving forward; helping them see patterns, track progress, and identify areas of concern.

Geographic (Spatial) Query Dash-boards utilize GIS tools and know-how. The Geographic Information Systems (GIS) approach is an incredibly useful data management, spatial analysis and decision making tool which makes un-answerable questions answerable.

GIS analysis requires intense train-ing, expensive software, and specific data. The executive, who seeks answers to these difficult questions, without a staff dedicated to GIS, will meet major barriers. A Spatial Query Dashboard seeks to bring the power of GIS into the hands of all decision makers to answer difficult questions.

What-if Analysis: GeoDASH can build dashboards using simple Micro-soft Excel spreadsheets to help decision makers perform sensitivity analyses.

Calculations can be made, data can be further analyzed, and charts, maps and diagrams can be created to explore various scenarios for a given situation.

GeoDASH Initiative helps paint picture of the Shore’s economy

MRI ACCREDITATION - Peninsula Imaging, LLC in Salisbury, has been awarded a three-year term of accreditation in Magnetic Resonance Imaging (MRI) as the result of a recent survey by the American College of Radiology (ACR). The ACR awards accreditation to facilities for the achievement of high practice standards after a peer-review evaluation of the practice. Evaluations are conducted by board-certified physi-cians and medical physicists who are experts in the field.

FIRST PRINT 100% PRINT 100% ADDITIONAL PRINTSCOLORS/SWATCHES SAVED TO PRODUCTION

IMAGES LINKED TO ART FLIGHTCHECK w/REPORT PRINTCORRECT FONTS CORRECT FILE NAME/ROUND

Mechanical QC Release QC

1 2

QC:

FILE PRINTED AT: None of Actual Size SCALE: 1” = 1”BLEED: None 9.5” x 12”TRIM: 9.5” x 12” 9.5” x 12”SAFETY: None 9.5” x 12”OUTPUT FINAL AT: 100%

CLIENT: PNC

PUB: N/A

PUBDATE: N/A

PROJ. MGR: Melissa Betancur

PROD: Melissa Betancur

DATE CREATED: 1-14-2011 8:31 PM

DATE MODIFIED: 1-14-2011 9:27 PM

AE: N/A

AD: N/A

CW: N/A

JOB#: PNC_BBK_M11462SAP#: 10031462-1040-A0WORK ORDER #: 44269_5.2FILE NAME: PNC_BBK_M11462_B.R1TOOLKIT #: N/AARTIST: Nap

FONT FAMILY: Times (Regular), PNC Sans (Bold, Regular, Bold Italic, Regular Italic, Medium Italic)

COLORS: IMAGES: Y15646-A-4.eps (Art:PNC:Images:Y15646-A-4.eps; 39.1MB), Y15656-A-1.eps (Art:PNC:Images:Y15656-A-1.eps; 346KB), Y05635-A-1.eps (Art:PNC:Images:Y05635-A-1.eps; 372KB), Y04883-A-1.eps (Art:PNC:Images:Y04883-A-1.eps; 355KB), Y93646-C-1.eps (Art:PNC:Images:Y93646-C-1.eps; 215KB)

FILE PATH: Production:Volumes:Production:PNC:Mechanicals:Business_Banking:Mass Print:PNC_BBK_M11462:PNC_BBK_M11462_B.R1

CHALLENGE: Kenny’s employees cover eight states, which made managing billing, payroll and other expenses complicated and time consuming — and spread Kenny thin. He needed a better way to manage cash fl ow.

SOLUTION: Kenny and his PNC banker had theCash Flow Conversation. Soon afterwards, Kennywas using online tools to take control of payroll andvendor billing from anywhere. Business credit cards1

were also issued, making it easier for him and hisemployees to manage day-to-day expenses.

ACHIEVEMENT: EHS Support doubled in size injust two years — and continues to hire and expand. Kenny’s on top of his payments and more connectedto his team than ever.

WATCH KENNY’S FULL STORY at pnc.com/cfo andsee how PNC CFO: Cash Flow Options can help solve your business challenges. Call 1-877-BUS-BNKGor visit a PNC branch to start your own Cash Flow Conversation today.

KENNY OGILVIE / OWNEREHS SUPPORT, INC.

ENVIRONMENTAL AND SAFETY CONSULTANCYPITTSBURGH, PA

SINCE 2005 14 EMPLOYEES

BEING IN 8 PLACES AT THE SAME TIME

ACCELERATE RECEIVABLES

IMPROVE PAYMENT PRACTICES

INVEST EXCESS CASH

LEVERAGE ONLINE TECHNOLOGY

ENSURE ACCESS TO CREDIT

The person pictured is an actual PNC customer, who agreed to participate in this advertisement. EHS Support’s success was due to a number of factors, and PNC is proud of its role in helping the company achieve its goals. All loans are subject to credit approval and may require automatic payment deduction from a PNC Bank Business Checking account. Origination and/or other fees may apply. 1 Subject to credit approval. PNC Bank, National Association is the creditor and issuer of the

PNC Bank Business Credit Cards. BBK-4919 ©2011 The PNC Financial Services Group, Inc. All rights reserved. PNC Bank, National Association. Member FDIC

S:9.5”S:12”

sbj_0211

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