Regional Business Journal

By Lynn R. Parks

Predictions for the 2012 Christmas shopping season vary according to the group that’s making them. But all of the analysts predict that stores and online shopping sites will see increases this holiday season over last year’s num-bers:

The National Retail Federation pre-dicts that sales overall will go up 4.1 percent. “This is the most optimistic forecast the NRF has released since the recession,” president and CEO Matthew Shay said in an Oct. 2 press release. “Variables including confusion sur-rounding the ‘fiscal cliff’ and concern relating to future economic growth could all combine to affect consumers’ spending plans, but overall we are opti-mistic that retailers’ promotions will hit the right chord with holiday shoppers.”

The Strategic Resource Group is not so optimistic. The retail and consumer goods consulting firm is predicting just a 2.1-percent increase in sales, down from a 3.2-percent prediction before Hurricane Sandy hit the east coast of the United States in late October. Ana-lysts with the group fear that “many Americans in some of the nation’s biggest cities who bought generators, bottled water and other emergency and cleanup supplies before and after the storm will be less inclined to spend over the holidays,” the organization said in a Nov. 1 press release.

Consulting firm AlixPartners, on the other hand, says that Sandy won’t make any difference. The firm predicted a 3.5- to 4-percent increase over last year’s sales, and is sticking with that. Similar predictions have been made by market research company ShopperTrak and consulting group Deloitte.

Purchasing over the Internet is also expected to increase:

Shop.org, the online branch of the National Retail Federation, says that

online sales will increase by 12 percent over last year. Online sales in 2011 were 15 percent higher than they were in 2010.

FedEx has said that it expects to make 13 percent more shipments this year than it did in the 2011 Christmas season.

Of course, those expected increases in sales are projected to lead to new jobs. The National Retail Federation predicts that retailers will hire between 585,000 and 625,000 seasonal workers this holiday. Last year, retailers hired 607,500 seasonal employees.

Dr. Memo Diriker, professor at

Salisbury University’s Franklin R. Per-due School of Business and director of that school’s Business Economic and Community Outreach Network (BEA-CON), agrees with other analysts that across the nation, retailers will see a boost in sales this year. Speaking via text from Istanbul, Diriker said that that increase will continue a trend that started last year.

“Based on a number of leading eco-nomic indicators that suggest a slow but steady improvement in the economy; higher consumer confidence reports compared to last year, and the expected

Continued to page 23

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The Regional Chamber Newsletter

Vol. 16 No. 5 Dedicated to the Principles of Free Enterprise December 2012

INSIDEAd Directory ..................................6Barometer ...................................13Bus After Hours ....................14, 16Business Directory ...............28, 29Calendar .......................................7Director’s Journal .........................3Education ..................................26Edward Jones .............................23Health .........................................24Member Profile ............................6Member Renewals .......................4Networking Tip .............................4New Members ..............................4Personnel File ...........................21Salisbury University ....................27Shore Land Report .....................30

floodingBuildings in downtown Salis-

bury had flooded before, but Hur-ricane Sandy was the worst.

Page 10

healthPeninsula Regional presents the

President’s Leadership and Chair-man’s Awards.

Page 24

job fairThe Salisbury Area Chamber of

Commerce and the One-Stop Job Market held their 7th Annual Job Fair at the Centre.

Page 12

Salisbury Area Chamber of Commerce Patrons

Holiday shopping predictions

Holiday shoppers will be out in force the next few weeks and merchants are hoping for a good increase in sales this year.

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.com410.543.2440 206 East Main Street | Salisbury, MD 21801

302.227.0768 33 Bridle Ridge | Lewes, DE 19958

302.629.2440 604 Porter Street | Seaford, DE 19973

302.540.5959 110 South Poplar Street Suite 103 | Wilmington, DE 19801

410.279.9145 1542 Briarcliff Rd. | Annapolis, MD 21012

301.526.2594 1 Dudley Court | Bethesda, MD 20814

301.432.5466 19239 Shepherdstown Pike, P.O. Box 60 | Keedysville, MD 21756 Sperry Van Ness is a registered trademark of Sperry Van Ness International Corporation. All Sperry Van Ness® Offices Independently Owned and Operated.

1415 DIVISION ST.

LEASEDSALISBURY, MD | LEASED

• Leased medical office space• 3000 SF• $12.50/SF NNN

104-106 WILLIAMSPORT CIRCLE •

SALISBURY, MD | FOR LEASE

•1500 SF office space• Located off Eastern Shore Drive• Paved Parking

400 SNOW HILL ROAD

SALISBURY, MD | FOR LEASEAdvisor Focus

27 FDIC Broker Price Opinions completed YTD

• Property types include agricultural land, government/institutional, office space, retail, and multifamily residential

$2,000/month

What is a BPO?• A BPO (Broker Price Opinion) is used to value a

property in a current market• Very inexpensive in comparison to an appraisal

Can be used for: Refinancing Properties

Appealing Real Estate TaxesPersonal Knowledge

Call Joey Gilkerson today, your valuation specialist, for a free pre-BPO consultation!

443-880-6055 [email protected] Gilkerson

• 2,400 SF of office space• 8+/- offices• Conference and storage rooms• 3 bathrooms• Recently renovated• Private Parking

Contact Rick Tilghman, CCIM [email protected]://buildout.com/website/20058-sale

$3.50 psf• 3,755 SF Professional office building with income!• Great cash flow• Convenient central location• Over 20 parking spaces• 2010 MAI appraisal for $530,000

1118 EAST MAIN ST.

SALISBURY, MD | FOR SALE

$285,000

Chris Peek CCIM 410-603-9112 [email protected] http://buildout.com/website/19918-sale

DEERFIELD FARM


• 155 total acres, 80 tillable 75 woodland• Land is currently leased for agriculture• Timberland can be managed and harvested per forest management plan

$900,000 $3.50 psf

$3.50 psf

• Beautifully renovated 1138 SF Medical/ Professional Office• Reception area, 3 exam rooms, offices, nurses station, 2 restrooms, break room & storage• Plumbed for washer dryer• Great office for 1-2 doctors

• Office Warehouse facility• 8,850 SF on 2.80 acres• Zoned C-2

106 MILFORD ST.

US RT. 13

SALISBURY, MD | FOR SALE/LEASE

POCOMOKE, MD | SOLD

Sale $118,900 Lease $725 NNN per month

HIGHWAY 50 PAD SITE

KINGS CREEK MARKET

SALISBURY, MD | FOR LEASE


• Former Grants Texaco• Three street frontages with traffic lights• Ideal retail, bank, fast food site• Owner removing all tanks and buildings

• Convenience store/gas station• 3 total units• Net income = $45,792• 1.36 acres/5,700 SF building• Good for user or investor

Contact John McClellan [email protected]://buildout.com/website/56084-lease

Contact Wesley Cox or Henry Hanna 410-543-2440 [email protected]

Contact Joey Gilkerson [email protected]

Contact Chris Davis [email protected]://buildout.com/properties/21155

Contact Ben Alder [email protected]://buildout.com/website/55340-sale

Contact Bradley [email protected]

Contact Bill Moore 410-543-2440 [email protected]://buildout.com/website/19822-salehttp://buildout.com/website/20535-lease

Contact Henry Hanna, CCIM, SIOR 410-543-2420 or Wesley Cox, CCIM 410-543-2421

NEW LISTING

NEW LISTINGSOLD

$549,000$5.65 per SF

Business Journal • December 2012 PAGE 3

Hurricane Sandy packed a major punch as she slammed into the East Coast.

Our area was rela-tively lucky considering the strength and duration of the storm. Crisfield and Ocean City took a pounding. Many low lying spots across the Delmarva Peninsula fell victim to the rising waters including chamber offices. Properties along our area rivers saw the combination of several days of soaking rain, higher than normal tides due to the full moon, and the storm surge. The water flowed into homes and businesses and washed out some roads.

Downtown Salisbury seemed to be revisiting its past as Humphreys Lake. Some businesses relocated and oth-ers, like the chamber, worked around the damage. But within hours of the receding waters, we had cleaning crews and contractors assisting owners in the clean-up. Weeks later, the clean-up continues as we all strive for normal again.

Chamber President Sandy Fitzger-ald-Angello looked at the situation and decided the Salisbury Area Chamber was going to turn this flood recovery into an opportunity. We are modern-izing the building. Having been in this location almost 10 years, the style was dated and some of the carpets and wall coverings were much older. We are also considering how to make the facil-ity more resistant to the flooding, easier to clean after any future disaster, and more energy efficient.

Quickly following the storm was the 2012 national elections. To many in the business community, the results

of the election came as a great relief. We now know what we face in the next four years. Already the environmental regulatory agencies have launched new rules that lack the balance and clarity businesses had hoped for.

An administration that has clearly stated their anti-business bias must now work with the only people who can get the economy moving; the business owners who hire, the bankers who loan capital, and the corporations who must be active if a second recession is to be avoided.

Just as some are digging out from a natural disaster, now is the time to look at the rules and conditions and plan for the future.

On Thursday, Jan. 10, the chamber and its partners at Wor-Wic Com-munity College, Salisbury University, the Perdue School of Business and its BEACON Group, the University of Maryland Eastern Shore, the Small Business Development Center, and the Tri-County Council for the Lower East-ern Shore of Maryland will conduct the annual economic forecast. We are plan-ning to address the economic impact of the November election on our area businesses.

The opening presentation will be on the global, national and regional economy by a bank economist. Health Care Reform in 2013 and beyond will be the subject of a panel discussion. Bill McCain of W.R. McCain & As-sociates will discuss the health of the Delmarva real estate market and Doug Marshall of Marshall Real Estate Auc-tions on current and expected trends in foreclosure.

A panel on key regional indus-tries will review the situation facing manufacturing, agriculture presented by Maryland Secretary of Agriculture Earl Hance, and tourism. A major business concern of finding balance between environmental regulations versus eco-nomic development will also be a sub-ject of review in light of emboldened environmental radicals.

The keynote lunch speaker will fo-cus on fixing our local economy.

This program is being designed to provide information you can use in de-veloping your 2013 business strategy. Watch for more information on the speakers and signing up to join us at Wor-Wic Community College for the program.

Enjoy the holiday season.

Director’s Journal

President Sandy Fitzgerald-Angello looked at the situation and decided we would turn this flood recovery into an opportunity.

By Brad BellaciccoSACC Executive Director

Hurricane Sandy to provide an opportunity to modernize

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

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

The 2012-2013 officers are (seated) Asst. Sec/Treasurer Jaime Toner, President Sandy Fitzgerald-Angello and Legal Counsel D. Nicole Green (standing) Immediate Past Presi-dent Ernie Colburn, Vice President Tony Nichols, Secretary/Treasurer Stephen Franklin, President Elect Bradley Gillis, and Vice President John Cannon. Not pictured is Vice President Dr. Memo Diriker. 2012-2013 Salisbury Area Chamber of Commerce OfficersPresident Sandy Fitzgerald-Angello Pohanka Automotive GroupPresident Elect Bradley Gillis Sperry Van Ness - Miller CommercialVice President Dr. Memo Diriker Salisbury University’s BEACONVice President Tony Nichols BBSIVice President John Cannon Cannon Management & Rentals LLCSecretary/Treasurer Stephen Franklin Accurate Optical Co.Asst. Sec/Treasurer Jaime Toner Pool TechLegal Counsel D. Nicole Green D. Nicole Green, P.A.Past President Ernie Colburn Retired

Salisbury Area Chamber of Commerce members receive a 10% discount

[email protected]

This publication is directly mailed to every Salisbury Area Chamber of Commerce member and is included in the chamber relocation packets. Magazines are placed at high traffic locations throughout Wicomico; including local hospitals, doctors' offices, restaurants, and hotels.

Payment Options Available

DiscoverSalisbury-Wicomico Magazine 2013

DELMARVA

Photo by Michael Perry

Business Journal • December 2012PAGE 4

Lower Shore Chambers of CommerceChamber Contact info Key contact Dues* Members Fax Berlin 410-641-4775 Aaren Collins $125 200 410-641-3118Crisfield 410-968-2500 Valerie Howard $100 120 410-968-0524Delmar 302-846-3336 Diane Johnson $75 71Fruitland [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 $150 150 410-957-4784Princess Anne 410-651-2961 Becky Robinson $60 105 410-651-5881Salisbury 410-749-0144 Brad Bellacicco $245 800 410-860-9925Snow Hill 410-632-2722 Dwayne Mease $75 70 410-632-0200* Basic annual membership cost.

Caldwell & Whitehead, P.A. Boscov’s TravelcenterSmith’s Professional Grounds Main-

tenanceChesapeake Wall CoatingsHampton Inn—SalisburySound Advice Audio SpecialitiesSusan E. Vickers, DMD, P.A.Sleep InnEastern Shore Chapter of March of

DimesSalisbury Commercial WarehousingEastern Shore Forest Products, Inc.Burnett White Tire & AutoGirl Scouts of the Chesapeake BayWilfre CompanyMoore & Company, P.A.Century 21/Harbor RealtySysco Eastern Maryland, LLCPohanka Automotive Group of Salis-

buryJones SignsExpert Collision, Inc.Cornerstone Ice, Inc.Angel’s Network 24/7, Inc.William Staples Insurance & Finan-

cial ServicesLawrence Services, Inc.Oechsli ChiropracticCherrywalk ConsultingDry-Tek EnvironmentalPonzetti’s PizzaBay Shore Services, Inc.Faith Community Church of Salis-

bury, MD, Inc.Elmer’s Tastee Freez Inc.Otway & Russo, LLPThree Lower Counties Community

Services, Inc.

Membership RenewalsSalisbury Area

Chamber of Commerce

Delegation Forum 2012The members of the Lower Shore

business community are invited to attend the Eastern Shore Delega-tion Pre-Session Forum hosted by the Salisbury Area Chamber of Commerce on Thursday, Dec. 20 from 11:30 a.m. to 1:30 p.m., at the Holiday Inn & Conference Center in Salisbury. The event is sponsored by Comcast Delmarva.

In preparation for the 90-day 2013 Maryland General Assembly Session, senators and delegates representing the Lower Eastern Shore (Districts 37 & 38) will speak about key issues. Business leaders will have an op-portunity to ask questions of our area representatives. The interaction is de-signed to help legislators understand the interests of this segment of their constituency.

Lunch will be served at a cost of $15 per person, payable at the door. To place your reservation, call the Salisbury Area Chamber of Com-merce at 410-749-0144 or visit www.salisburyarea.com.

SALISBURY AREACHAMBER OF COMMERCE

D3CorpRep: Jay Bosley12319 Ocean GatewayOcean City, MD [email protected], a full service web

development and marketing firm, offers innovative, creative, flex-ible and cost effective web site designs for corporations, orga-nizations, hotels, restaurants, professionals and individuals. Whether you are a small business, individual or multi-tiered cor-poration, we design, implement, host and optimize state-of-the-art websites.

Referred by Tan Nguyen

Davey’s Assisted Living, LLCRep: Kelli A. DaveyP.O. BOX 2143Salisbury, MD 21802443-235-9368443-944-9889AssistedLiving1@comcast.netwww.daveysassistedliving.comProvides quality, 24 hour care

to people in need of care outside of their homes. It is an alternative to nursing homes and provides a warm, home-like nurturing envi-ronment.

Referred by Roxana Laguerre

Dr. Beverly M. Glass, D.M.D.1410 S. Salisbury Blvd.Ste. 1Salisbury, MD 21801410-749-6545410-749-1718bglass@dmv.comwww.DrBeverlyMGlass.comBeverly M. Glass D.M.D. Advanced Implantology &

Periodontology Center Specializing in bone regenera-

tion and site development for im-plant placement, including ridge augmentation and sinus lifts. Im-mediate implant placement and TIAD (Teeth in a Day) with em-phasis on prosthetic protocols are some available treatment options.

The Dinner Express

Rep: Stacey McCallister31688 Morris Leonard Rd.Parsonsburg, MD 21849410-845-6753dinnerexpress@yahoo.comwww.dinnerexpressmeals.comThe Dinner Express provides

healthy, quality meals to families, busy executives and the elder-ly. We use fresh ingredients and many locally grown products. We offer a healthy and inexpensive option to fast food meals.

Referred by Al Chandler

NETWORKING TIPBe prepared

If you’re afraid you’ll freeze up or get tongue-tied in a networking setting, prepare yourself in advance. Think of ice-breaker questions you can ask people you meet. If you’re attending an event specifi-cally to network, have your elevator pitch ready. Anticipate questions you may be asked, such as why you’re looking for a new job, and have clear, concise answers at the ready. Your delivery has to be at-tention grabbing to overcome interruptions and compensate for a lack of privacy.


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Business Journal Advertising IndexThe following Directory of

Business Journal advertisers pro-vides quick reference for your con-venience. The number appearing before the name of the business refers to the page number where the ad appears in this edition of the Journal.

Architects and Engineers 14 AWB Engineers . . . . 742-7299

Advertising19 Comcast Spotlight . . 546-6615 3 Salisbury Magazine 302-629-9788

Automobiles & Services

32 Mercedes-Benz

of Salisbury . . 1-866-546-7995

Employment

12 Express Employment 860-8888

Entertainment & Dining

15 Salisbury Symphony . . . . . . . .

22 Pemberton Coffeehouse. . . .443-736-7416

Farm Supplies

16 Farmers & Planters . 749-7151

Financial

17 Bay Bank . . . . . . . . . 334-3636

23 Edward Jones . . . . . 742-3264

26 Premier Planning . . . 546-9725

Graphic Design31 Matice . . . . . . . . . . . 858-4775

Health 24 Accurate Optical. . . . 749-1545

25 Apple Discount Drugs . . . . . . . . . . . . . 543-8401

30 Eastern Shore Pharmacy. . . . . . . . . 749-5253

Heating & Air Conditioning

16 Mid-Atlantic Heating . 546-5404

I nsurance

18 Avery Hall. . . . . . . . . 742-5111

Jewelers

7 Kuhn’s . . . . . . . . . . . 742-3256

Mailing

30 Mail Movers . . . . . . . 749-1885

Real Estate

21 Remax Crossroads. . . . .443-736-3373

2, 13 Sperry Van Ness . 543-2440

Septic Systems

9 Towers Concrete . . . 479-0914

Sitework & Paving

8 Terra Firma. . . . .302-846-3350

Utilities

18 Chesapeake Utilities . . . . . . . .800-427-0015

20 Choptank Electric. . . . . . . . 877-892-0001

11 Delmarva Power 866-353-5799

Website Design

5 D3 Corp . . . . . . . . . . 213-2400

Inserts

Herl’s Bath and Tile

DECEMBER 2012 INDEXPG 4

5x4.5 Deep

Johnson-McKee Animal HospitalBy Lynn R. Parks

The Johnson-McKee Animal Hos-pital on Snow Hill Road is Salisbury has been around long enough that children and even grandchildren of original clients are taking their pets there for treatment.

“We have been a center for animal care for generations,” said hospital manager Adrienne Ayres, who started work at Johnson-McKee in 1985. “It’s something to see the children of people who were long-time clients start to bring their pets here.”

The facility was started in 1946 by Dr. Rufus Johnson. Current vets there are Michael Peters, who graduated from the Purdue University School of Veterinary Medicine in 1978 and who joined the practice 30 years ago, Ronald Poisker, who started there in 1996 and who has a degree from the Virginia College of Veterinary Medicine, University of Pennsylvania School of Veterinary Medicine grad Melanie Culver, who joined the prac-tice in 2000, and newcomer Elizabeth Cranston, who started just two years ago and who has a degree from the North Carolina State University Col-lege of Veterinary Medicine.

The doctors treat pets as well as farm animals, Ayres said. In addition to dogs and cats, the pets that they see include exotic animals such as birds, reptiles and ferrets, as well as “pocket pets” like mice, rats, ham-sters and guinea pigs.

Ayres said that the practice is

“passionate” about controlling pain in animals. “We try to make every procedure as pain-free as we can,” she added. That means, for example, using anesthesia as well as pain blocks around a tooth that’s going to be extracted, and injecting an inci-sion site with pain killer to keep it from hurting several hours after sur-gery.

“We know that pain is a big stressor for animals, even though they can’t tell us that they are hurt-ing,” she said. “It is very rewarding to see what a difference pain man-agement makes in the recovery of the animal.”

Johnson-McKee is the only facil-ity in the city proper that boards animals. Ayres said that animals that stay there are checked daily by a vet-erinarian.

The hospital is located at 404 Snow Hill Road in Salisbury.

It can be reached at 410-376-7059 and more information is available on its website, www.johnsonmckeeanim-alhospital.com.

ONE YEAR ANNIVERSARY - Mojo’s celebrated their one year anniversary dur-ing November’s Third Friday with a “1st Birthday Party,” featuring food and drink specials. That evening, 15% of all food proceeds benefitted the Wicomico County Humane Society. Pictured from left are Mojo’s staff: Joel Olive, chef/owner; Ben Tempel, sous chef; Ben “Beno” O’Shield, bartender; Val Angstadt, server/bartender; Lillian Saldana, restaurant & catering manager; and Kayla Christiano, events coordi-nator, Wicomico County Humane Society.

MemberProfile


Business Journal Advertising IndexThe following Directory of

Business Journal advertisers pro-vides quick reference for your con-venience. The number appearing before the name of the business refers to the page number where the ad appears in this edition of the Journal.

Architects and Engineers 14 AWB Engineers . . . . 742-7299

Advertising19 Comcast Spotlight . . 546-6615 3 Salisbury Magazine 302-629-9788

Automobiles & Services

32 Mercedes-Benz

of Salisbury . . 1-866-546-7995

Employment

12 Express Employment 860-8888

Entertainment & Dining

15 Salisbury Symphony . . . . . . . .

22 Pemberton Coffeehouse. . . .443-736-7416

Farm Supplies

16 Farmers & Planters . 749-7151

Financial

17 Bay Bank . . . . . . . . . 334-3636

23 Edward Jones . . . . . 742-3264

26 Premier Planning . . . 546-9725

Graphic Design31 Matice . . . . . . . . . . . 858-4775

Health 24 Accurate Optical. . . . 749-1545

25 Apple Discount Drugs . . . . . . . . . . . . . 543-8401

30 Eastern Shore Pharmacy. . . . . . . . . 749-5253

Heating & Air Conditioning

16 Mid-Atlantic Heating . 546-5404

I nsurance

18 Avery Hall. . . . . . . . . 742-5111

Jewelers

7 Kuhn’s . . . . . . . . . . . 742-3256

Mailing

30 Mail Movers . . . . . . . 749-1885

Real Estate

21 Remax Crossroads. . . . .443-736-3373

2, 13 Sperry Van Ness . 543-2440

Septic Systems

9 Towers Concrete . . . 479-0914

Sitework & Paving

8 Terra Firma. . . . .302-846-3350

Utilities

18 Chesapeake Utilities . . . . . . . .800-427-0015

20 Choptank Electric. . . . . . . . 877-892-0001

11 Delmarva Power 866-353-5799

Website Design

5 D3 Corp . . . . . . . . . . 213-2400

Inserts

Herl’s Bath and Tile

DECEMBER 2012 INDEXPG 4

5x4.5 Deep

Calendar of Events

Salisbury ChamberTuesday, Dec. 4 - Ambassadors

Committee, Denny’s, 8 a.m.

Wednesday, Dec. 5 - Young Profes-sionals Committee, Aqua Italian Res-taurant, 4:30 p.m.

Wednesday, Dec. 5 - Young Profes-sionals Holiday Mixer, Aqua Italian Restaurant, 6 p.m.

Thursday, Dec. 6 - Beautification Committee, Chamber Business Center, noon.

Tuesday, Dec. 11 - Membership Committee, Bob Evan’s Restaurant, 8 a.m.

Thursday, Dec. 13 - Legislative Committee, Wor-Wic, 7:30 a.m.

Thursday, Dec. 13 - Technology Committee, Pemberton Coffeehouse, 9 a.m.

Thursday, Dec. 13 - Legislative

Breakfast, Chamber Business Center, noon.

Thursday, Dec. 13 - Business After Hours, Cato Oil, Salisbury, 5 p.m.

Friday, Dec. 14 - Executive Commit-tee, Bob Evans Restaurant, 8 a.m.

Monday, Dec. 17 - Workforce De-velopment Committee, Chamber Busi-ness Center, noon.

Tuesday, Dec. 18 - Eldercare Pro-vider Network, Genesis Eldercare, 8:30 a.m.

Tuesday, Dec. 18 - PR & Market-ing Pot Luck luncheon, noon, Chamber Business Center.

Wednesday, Dec. 19 - Business Af-fairs Committee, Chamber Business Center, 8 a.m.

Thursday, Dec. 20 - General Mem-bership Luncheon - Eastern Shore Delegation, Holiday Inn & Conference Center, 11:30 a.m.

2012 CHAMBERFEST - The Salisbury Area Chamber of Commerce held the 2012 ChamberFest on Oct. 19-20, at the Centre at Salisbury. Thanks to the many businesses that participated in this year’s showcase! The event was very successful and gave numerous businesses the opportunity to directly connect with thousands of potential customers. Pictured here is new chamber member, Davey’s Assisted Living at the 2012 ChamberFest.

The chamber would like to thank the many hard-working volunteers who assisted with the chamber’s Information Booth, booth sitting, event set-up, and event promo-tion. Thank you to Delmarva Printing & Design for printing the event programs and WMDT-TV Channel 47 for helping promote the event. Finally, a special thanks to the Centre at Salisbury for being great hosts every year.


Pasco’s newest location is on the corner of Cedar Lane on the busy Rte. 13 corridor in Fruitland. In moving from the Salisbury location, owner David Brown is able to add new product lines and consolidate his distribution operations to the other seven locations throughout the northeast.

Pasco’s expands, opens new location in FruitlandIn 1978, David Brown founded Pas-

co and began rebuilding starters and al-ternators. In the early 1980’s Pasco also started selling batteries. Over the years Pasco has diversified and grown into eight locations throughout Maryland, Delaware and Virginia, which resulted in the need for a central distribution warehouse.

Recently, the decision was made to merge the Salisbury store operation

with the distribution operation. Retail exposure was also needed, in particular a location with a minimum of 20,000 sqf. The 84 Lumber building on the corner of Route 13 and Cedar Lane in Fruitland was the perfect spot and it is now the new location for Pasco.

This expansion benefits both the store and warehouse operations. Ad-ditional retail space offers customers a larger variety of products and ser-

vices plus a convenient, spacious loca-tion. Pasco now stocks “batteries for everything” including phones, cameras, computers, alarms, watches and re-chargeable batteries.

In addition, Pasco has added a com-plete line of golf carts, golf cart acces-sories and golf cart service. The vehicle repair department also benefitted with the addition of four new state of the art service bays. Warehouse operations

now have expanded storage space and housing for all of their products in one location.

The owner and employees of Pasco are proud to be serving their customers in this new location and are committed to “providing excellent service com-bined with genuine Eastern Shore hos-pitality. A ribbon cutting will be held at the new retail and distribution center at 11:30 a.m. on Tuesday, Dec. 4.

ROSKOVICH RECEIVES AWARD - MCE’s (Maryland Capital Enterprises) Palm-er Gillis Entrepreneur of the Year Award was recently presented to Pete Roskovich, owner of Adams Ribs and Black Diamond Catering in Fruitland. Roskovich received the award at MCE’s Annual Gala at the UMES Student Services Center on Nov. 3. Roskovich, who has been in business for 23 years, created and made both Adam’s the Place for Ribs and Black Diamond Catering one of the premier businesses in the Wicomico area. His continued success is due to his committed work ethic and his genuine care for the community. The award was created to recognize the entre-preneurial spirit, outstanding accomplishments and sheer determination of our local entrepreneurs who own and operate successful small businesses. The award was named after O. Palmer Gillis III who exemplifies the spirit of the award. Gillis, a Shore native, founded and grew his business, Gillis Gilkerson, Inc. into one of the leading construction and development companies on the Shore. He has also continued to give back to the community over the past 35 years.


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SEPTIC SYSTEMSSalisbury Jaycees to continue long running holiday traditions

The Salisbury Jaycees continue two of the city’s longest-running holiday traditions in December, hosting the 66th annual Salisbury Christmas Parade and 40th annual Children’s Christmas Shop-ping Tour.

The parade, scheduled for 2 p.m. Saturday, Dec. 2 (rain date is Saturday, Dec. 9), has welcomed Santa Claus to Salisbury annually since being founded by the Jaycees in 1947. This year’s route is similar to recent years, starting at the corner of Civic Avenue and Mt. Hermon Road, turning left onto East Main Street and concluding at Wic-omico Middle School. Judges stands are across from the school at City Park.

Co-chaired by Emily Nock and Sean McCready, the parade features march-ing bands, floats, fire departments, car clubs and more from Wicomico County and the surrounding area with the theme “Superhero Christmas.” For those un-able to make it out that day, PAC 14 broadcasts the event in the weeks lead-ing up to Christmas. For schedule infor-mation, visit www.pac14.org.

During the shopping tour, sched-uled later in the month, the Jaycees and Salisbury Jaycees Foundation take some 200 underprivileged children from Wicomico County holiday shopping at no cost to them or their families. Co-chaired by Kathy Kirwan and Christan McIntyre, the event also includes a par-ty with snacks, coloring and cartoons, and a visit from Santa Claus. Children are selected by local schools and noti-fied in November.

“There are so many deserving chil-dren that the Jaycees could not even begin to choose which ones to invite for this event,” said Dr. Mike Liang, 2012 Jaycees president. “We rely on schools to distribute invitations to the children they believe are the most in need. We give them the invitations, then step out

of the process entirely until shopping day.”

Liang attributed the longevity of these events to the sense of community they bring to the area.

“From the hundreds of people in-volved in entering the parade and the thousands who watch it to the dozens of volunteers who assist during the shopping tour, these projects help bring community members together and help them get into the holiday spirit,” he said.

While these are the events that tend to draw the most notice, the Jaycees also participate in newer traditions dur-ing the holiday season. For more than a decade, chapter members have volun-teered during the First Baptist Church of Fruitland’s annual community Thanksgiving dinner. In recent years, they also have collected items to send to military personnel serving overseas during the holidays through Operation We Care.

On Monday, Dec. 17, the chapter hosts its annual Christmas cookie ex-change.

About half the cookies are traded among Jaycees members in a traditional exchange, while the rest are boxed up and delivered to local firefighters in ap-preciation for their service throughout the year.

Looking ahead into 2013, the chapter is always interested in new members. Membership meetings are 7:30 p.m. the third Monday of each month at the Salisbury Area Chamber of Commerce Business Center, 144 E. Main St. Other activities are listed on the chapter’s website at www.salisburyjc.com.

For more information, or to sign up for the Jaycees’ weekly e-newsletter, e-mail Membership Development Vice President Jess Kling at [email protected].

Delmarva Power donates alarms Delmarva Power’s Emergency Ser-

vices Partnership Program donated residential smoke alarms to the Mary-land State Fire Marshal’s office for distribution throughout Maryland’s Eastern Shore. The fire marshal’s of-fice received 600 smoke alarms which have a 10-year, long-life, sealed lithium battery. The company also donated 40 special needs smoke alarms for the deaf and hard of hearing. The special needs alarms emit a bright strobe light, as well as an extremely high volume audible alarm.

“The Office of the State Fire Marshal encourages residents to enlist multi-lev-els of protection against possible injury and death from fire and smoke,” said William E. Barnard, Maryland state fire

marshal. “These new 10-year, sealed lithium battery alarms are one of the newest ways to know there may be a problem in your home that requires you to take action. By working with Del-marva Power, we are able to increase our resources and extend our reach into the community to those people who need the most help.”

Lowe’s Home Improvement Ware-house and Harris Communications of Minnesota provided these alarms to Delmarva Power at a reduced cost to help support this safety effort. Since 2000, Delmarva Power has donated 17,000 regular smoke alarms, 1,042 special needs smoke alarms and 1,650 carbon monoxide alarms to fire safety officials in Delaware and Maryland.


By Lynn R. Parks

Buildings in downtown Salisbury had flooded before. But the inundation of rain and river water that followed Hurricane Sandy in late October was unprecedented, say owners of busi-nesses there.

“We had from 1 foot to 2 feet of wa-ter throughout our building,” said Rob Mulford, owner of the Market Street Inn that sits on the banks of the Wicomico River. “I’ve been here for 11 years and I’ve never seen that, and I talked to the previous owner who was here for 12 years and he never saw that.”

Brent Miller, owner with his wife, Amy, of the Sperry Van Ness real estate office on Main Street has a similar story to tell. “We are used to getting water in the front of the office,” he said. “But this time, the whole office was flooded. We didn’t know that that would happen, so we didn’t prepare properly.”

Service Master is a commercial cleaning service located in Salisbury. Following Sandy, the office had about a hundred calls for help, said company owner Linda Hooker. In the middle of November, Hooker was still fielding calls for assistance in cleaning up flood damage.

“I’ve been in this business for 25 years and this is probably the largest amount of claims that we’ve had from one event,” said Hooker.

Her company did cleanups in Wic-omico County as well as in Talbot, Somerset and Worcester counties in Maryland and Sussex County in Dela-ware. Hardest hit, she said, was the Crisfield area in Somerset County.

Hooker said that cleaning up after a flood is more difficult than cleaning up after a ruptured pipe or broken wa-ter heater. Water that floods over the

banks of a creek or river carries with it contaminants that don’t simply go away when the carpet or wall is dried out. Carpets often have to be ripped up and thrown away, she said, and walls that were soaked with floodwaters have to be cut out.

Often adding to the difficulties is the fact that many properties aren’t covered by flood insurance, Hooker said. Regu-lar homeowner’s insurance doesn’t pay to repair damages caused by flooding, something that property owners often don’t realize until they try to make a claim.

The Sperry Van Ness property is covered by flood insurance, Miller said. But a “substantial deductible” meant that his company had to pay a good por-tion of the repair costs, he added.

The evening of the flood, Miller took a video as he walked through his office. The video, which he posted on YouTube, shows several inches of water throughout the building. With each step that Miller takes, the water ripples and sends tiny waves against desk and table legs.

Miller estimated that the office flood caused $150,000 in damages. He and his staff of about 20 immediately began the cleanup — Miller was in the of-fice the night of the flood from 7 p.m. to midnight and many employees were there the next day to help get the water out of the office.

“Within 12 hours, the water had been cleared out and we immediately started removing dry wall and floors,” Miller said. “Our employees really stepped up to the table.”

In fact, he added, when workers with Accord Restoration, the flood remedia-tion company that Miller hired, came in, they were surprised at how much had already been done.

“They said that in all the jobs that they’ve done, they had never seen such teamwork and camaraderie,” Miller said. “That says a lot about the people we have working for us.”

A workspace was quickly set up in temporary quarters on Camden Street, a couple of blocks from the Sperry Van Ness permanent location. In mid-No-vember, Miller expected that employees would move back into the Main Street office the weekend after Thanksgiving and that the office would reopen that following Monday, a couple days shy of a month after Sandy hit the area.

Miller said that he feels sure that downtown Salisbury will be flooded again. “The joke around here is that ev-eryone is getting tired of that 100-year-storm happening every 10 years,” he said.

Even so, he didn’t consider moving out of downtown. “We have a great lo-cation,” he said. “The office is well laid out and we like being in the downtown area.”

Mulford, owner of the Market Street Inn, said that he expects the cost of re-pairs to his restaurant to total up to as much as $175,000.

On top of that, he estimates that he lost about $100,000 in business during the two weeks that the inn was closed for repairs. Soaked drywall, carpet and wooden floors had to be cut out and replaced, metal furniture had to be scrubbed and repainted and the inn’s wooden booths had to be removed, sani-tized and put back in.

Because the inn is in a flood zone, Mulford is required to carry federal flood insurance on it. But he isn’t ex-pecting that insurance to cover all costs: After a smaller flood in September, when 6 inches of rain fell on downtown Salisbury and parts of the inn had 2

inches of water on the floor, Mulford had to take out a $60,000 line of credit to cover costs that the insurance didn’t pay.

“With this second flood, I don’t know how much we’ll end up owing,” he said. “I haven’t been able to pay any bills since October. There are a lot of question marks out there.”

Mulford said that the flood forced his hand in pursuing a leaner business mod-el, something that he had already been considering. His staff is down from 40 to 24, and he expects it to stay at that number. In addition, the inn’s menu has been pared back to make food prepara-tion simpler and more efficient.

In spite of all the difficulties he has had, Mulford said that he is hopeful that the Market Street Inn will remain open. Customers have started to trickle back in after the restaurant reopened Nov. 15 and the coming season, between Thanksgiving and Christmas, is tradi-tionally the inn’s busiest time.

“One thing’s for certain,” he said. “With all the cleaning and repair we’ve had to do, we are certainly one of the cleanest restaurants in town.

“I don’t know how all this will play out,” he added. “But I figured that even if the bank ends up with the keys to the inn, it’s better to have done something than nothing at all.”

On November 14, the Wicomico County Department of Emergency Services hosted a tour of storm dam-aged areas for the Federal Emergency Management Agency and the Small Business Administration. The federal government has not yet determined if businesses will be given recovery as-sistance. The Chamber will provide information on relief programs as they become available.

Downtown Salisbury deals with flooding from Sandy

RIBBON CUTTING - Hopkins Automotive celebrated the grand opening of their 1922 N. Salisbury Blvd. operation with a ribbon cutting on Monday, Nov. 12, with chamber members, family, friends, customers, and a marching band from UMES. Hopkins Automotive Group has been serving Delmarva for 25 years and is proud to be celebrating the grand opening of their newest location in Salisbury. Tom Hopkins opened Hopkins Automotive in 1987 as a tire shop and continued to grow into car sales, service, towing, body shop and parts and accessories. They are now Delmar-va’s largest independent dealer and like their slogan says, “We do it all!” To find out more about Hopkins Automotive, visit their website, www.buyathopkins.com.

FOUNDATION DONATION - Kat Harting, Delmarva Education Foundation board member, presents a check for $18,895 to Mike Pennington, president of the Del-marva Education Foundation board of directors, on Nov. 15. The donation represents the final portion of a $175,000 bequest to the Delmarva Education Foundation from the estate of Dr. Donald Harting, the organization’s founder. Dr. Harting passed away last year. The Delmarva Education Foundation promotes college access and success for residents of Worcester, Wicomico and Somerset counties, largely by helping stu-dents find money to continue their education.

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The Salisbury Area Chamber of Commerce and the One-Stop Job Mar-ket held their 7th Annual Job Fair at the Centre at Salisbury on Thursday, Oct. 18. Sponsored by Manpower, this year’s event proved to be a great success with over 40 employers and thousands of job seekers.

Thank you to the staff at the One-Stop Job Market for their outstanding volunteer efforts, this event would not be possible without their support.

A special thanks to the Centre at Salisbury and the helpful staff at the Wicomico Public Library’s WILL Cen-tre branch.

The Resume Doctor was on hand to evaluate resumes of job seekers and offer sug-gestions at no cost.

Salisbury Area Chamber holds 7th Annual Job Fair

A representative from Dove Pointe speaks with prospective employees.

Manpower was the sponsor for the 2012 Job Fair and met with numerous potential candidates.

Staff member from WMDT Channel 47 at the 2012 Job Fair discussing job opportuni-ties with their company.

Representatives from Walgreens at the 7th Annual Job Fair.


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

Salisbury-Ocean City-Wicomico Airport

Wicomico County Sales Tax Collections by category

Airline Passengers Enplaned/Deplaned

National, State, County Unemployment Rates May Jun Jul Aug Sep Oct

National 7.9 8.4 8.6 8.2 7.6 7.5Maryland 6.6 7.2 7.1 7.0 6.5 6.3Wicomico 8.1 8.6 8.3 8.2 7.8 7.9Salisbury 8.8 9.3 8.9 8.9 8.6 9.0Worcester 9.6 8.2 7.8 7.6 7.9 9.8

Somerset 9.8 10.7 10.0 9.6 9.3 9.2

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

September ‘12

$1,434,929

$251,975

$1,435,779

$415,615

$189,953

$598,917

$392,635

$180,205

$609,183

$5,509,192

October ‘11

$1,379,820

$330,421

$1,623,508

$438,801

$163,500

$585,091

$377,992

$188,123

$677,856

$5,765,111

October ‘12

$1,379,558

$321,193

$1,580,018

$383,496

$177,871

$568,650

$409,764

$159,733

$726,510

$5,706,793

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

Barometer November . . . . . . . . . 11,565 21.9

December ‘10 . . . . . . 11,473 11.1

2011 total . . . . . . .143,738 11 .1

January ‘12 . . . . . . . . 11489 19.6

February ‘12 . . . . . . . 11,158 26.9

March ‘12 . . . . . . . . .13,059 22.1

April ‘12 . . . . . . . . . . . 13,117 24.3

June ‘12. . . . . . . . . . .13,466 -0.3

July ‘12 . . . . . . . . . . .14,916 -2.5

August ‘12 . . . . . . . . .13,399 -5.8

September ‘12. . . . . . 11,313 -13.0

October ‘12 . . . . . . . .11,007 -1.12


From APPI Energy: Jennifer Samuels, Jessica Marx, Suzanne Hearn, Carolyn Hanna, Regina Klepper and Kristi Walsh

Millie King of Flexera, Janice Corey of Delmarva Broadcasting and new member Jen-nifer Mitchell of Soul Yoga Studio which is opening soon next door to About Faces

Dustin Dooyema of Fisher Architecture, Alyssa Dooyema of the Delmarva Shore-birds, Kayla Christiano of the Wicomico County Humane Society, Heather Herbert of Runaway Bay Apartments and Joe Giordano of CTDS

Sobo’s Wine BistroSobo’s Wine Bistro hosted a Busi-

ness After Hours networking event on Tuesday, Nov. 13. Chamber members had a chance to network and sample items from their menu which features contemporary American cuisine.

Lunch and dinner menus change fre-quently to reflect the flavors of the sea-sons as well as the requests of guests.

Sobo’s is part of the Southern Boys group of restaurants that include The Red Roost, Boonies and the Evolution Public House.

For more information, visit their web-site, www.soboswinebistro.com.

Tom Farina and Jennifer Prokefiew of the Hampton Inn North Salisbury and Chris Peek of Sperry Van Ness Miller Commercial Real Estate

Business After Hours


A Holiday Concert with Tenor Dominic ArmstrongConcert Tickets: $20; $15 seniors age 60 & up • $5 children 18 & underFor Tickets and Information: www.SalisburySymphonyOrchestra.org or

SU Guerrieri University Center Information Desk

Saturday, December 8 • Holloway Hall Auditorium, 7:30 p.m.

Sponsored by

Salisbury Symphony Orchestra PresentsOPERA CLASSICS & BROADWAY FAVORITES

Free shuttles run from the Guerrieri University Center parking lot on Dogwood Drive to Holloway Hall from 6:30-7:30 p.m., returning after the concert.

Holiday Concert_AD_BusJournal_12_12_Layout 1 11/19/12 3:45 PM Page 1

RE/MAX announces additions,special service recognition

Susan Megargee, Broker/Owner of RE/MAX Crossroads at the Beach, announces the following additions and congratulates Mark Hall on his service milestone.

Jeannie Betten has joined the RE/MAX Crossroads team. Jeannie’s ex-perience in sales, finance, customer service and public relations is a perfect fit to serve her real estate clients and the beach community.

A consistent Top Producer, her ex-pertise, knowledge and dedication to excellence are valuable assets. She specializes in resort and resi-dential properties on the shore, as well as having a strong track record in closing short sale transactions.

Jeannie considers honesty, integrity and communication among the most important traits she provides her clients. Stay cutting edge, she implements new and innovative methods to market proper-ties, as well as continuing to ensure she is current with professional development. Proud to support local charities, she participates in many community events, including Susan G. Komen Race for a Cure, American Cancer Society’s Making Strides Against Breast Cancer, Worcester County Humane Society’s Board Walkin’ for Pets and also supports Autism organi-zations, both local and national.

Jeannie resides in South Point, with her husband, Dave and owns an Ocean City condo where she enjoys walking her res-cue dogs, Bailey and Skittles.

Mark J.Hall of RE/MAX Cross-roads in Ocean City has completed five years of service with the RE/MAX network of professionals, a significant milestone in his career. The outstanding effort and dedication Hall displays makes him a tremendous part of the RE/MAX network and the success of the RE/MAX Crossroads team at the beach in Ocean City and the Eastern Shore..

Mark also has earned the presti-gious Certified Distressed Property Expert®(CDPE) designation, having completed extensive training in foreclo-sure avoidance, with a particular emphasis on short sales. At a time when millions of homeowners are struggling with the possibility of foreclosure, the skills and education amassed by Mark will help benefit the Ocean City - area residents and communities.

Short sales allow the distressed home-owner to repay the mortgage at the price that the home sells for, even if it is lower than what is owed on the property. With plummeting property values, this can save many people from foreclosure and even bankruptcy. More and more lenders are willing to consider short sales because

they are much less costly than foreclo-sures.

Alex Charfen, co-founder and CEO of the Distressed Property Institute in Austin, Texas, said that agents such as Mark J. Hall with the CDPE Designa-tion have valuable perspective on the market, and training in short sales that can offer homeowners real alternatives to foreclosure, which can be devastating to credit ratings.

The Distressed Property Institute pro-vides live and online courses to train real estate professionals how to help home-owners in distress, with a strong focus on handling short sales.

“Our goal is to help as many home-owners as possible, by educating as many real estate professionals as possible,” Charfen said. “ Mark J. Hall has demon-strated a commitment to struggling home-owners, a commitment that can provide much-needed stabilization to the commu-nity.” For more information about dealing with distressed situations call Mark Hall at 410-726-0912 (Mobile) or 410-726-3600 (Office).

Betsy Hanulak has joined the firm as a Residential Agent. Hanulak has been in the real estate busi-ness since 1985 and brings an in-depth knowledge of all the wonderful things Delmarva has to offer homebuyers. Hanulak holds the prestigious Gradu-

ate, REALTOR® Institute (GRI) and the Seniors Real Estate Specialist® (SRES) designations which demonstrate her ad-vance education in Real Estate as well as a specialization in the field as it relates to people over 50 years of age.

Hanulak was born and raised in Mary-land. She attended the University of Maryland in College Park. It was there Betsy met her future husband Chet and they were married in the beautiful chapel on campus. Betsy and Chet moved to the Eastern Shore in 1959 and raised their four sons in Salisbury.

To reach Betsy Hanulak for real estate assistance, call RE/MAX Crossroads at 443-736-3373 or her mobile number at 410-726-4976.

RE/MAX Crossroads is located in Wicomico County at 103 E. Main Street, Fruitland, MD 21826 and serves Delaware and the Eastern Shores of Virginia and Maryland.

Hanulak

Betten

Hall

School construction meetingLocal contractors, suppliers and

vendors may join Whiting-Turner for an informational preview of the new Bennett Middle School project in Fruitland that is scheduled to break ground early 2013. Whiting-Turner will provide a brief overview presenta-tion of the project with a discussion of schedule, bid packages and bidding requirements for this exciting new project in our community. The meet-ing is Thursday Dec. 13, from 1 to 3 p.m. at the Salisbury Area Chamber of Commerce


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Anthony Darby of American Express Card Services, new Donor Relations Director for the United Way, Kierston Pennington and Jack Morita of MLJ Processing

Tracey Sahler of the Wicomico County Board of Education, Robbie Raffish of a.s.a.p.r. Integrated Marketing, Library Director Andrea Berstler, and Ruth Jones of the Executive Women’s Golf Association

Heather Towers of the Community Foundation of the Eastern Shore and Priscilla Timkin of Chesapeake Tours & Promotions

Steve Smith of Premiere Planning Group, Stacey Weisner of the Delmarva Zoological Society and Chamber Board Member Mike Weisner of Weisner Real Estate

Wicomico Public LibraryThe Wicomico Public Library hosted

a Business Before Hours networking event on Friday, Nov. 16, to introduce chamber members to all of the business resources that the library has to offer.

Library Director, Andrea Berstler, ex-plained their online resources and gave chamber members a sneak peak to

their new website which will launch at the beginning of 2013.

The event was also the kick-off of the library’s annual book sale. Along with buying books, many chamber members took advantage of becoming business members of the library.

For more information about the Wic-omico Public Library, visit their website, www.wicomicolibrary.org.

Business After Hours


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Workshop to address retirement planning, tax free income options

Almost everyone will acknowledge that we are in an era of historically low tax rates.

It wasn’t too long ago, that income tax rates were as high as 70%. We have record spending and record debt, and close to 50% of Americans pay little or no taxes at all.

So, isn’t it likely that taxes will have to rise and spending will need to decrease to get us back on course?

For most of us, the traditional retire-ment plans such as IRAs and 401ks have been the cornerstone of retire-ment planning.

The basic premise is deferral of taxes, but does this strategy make sense should taxes increase in the fu-ture? After all, the IRS gets to tax not only your original contributions, but all earnings in the account as well.

Tax free investment strategies may make the most sense. The Roth IRA is the best known.

Contributions are not deductible, but all earnings are tax deferred and income received is tax free.

The theory is to pay your taxes now, and in the future you would forego all taxation.

Another tax implication of tradition-al tax deferred strategies is that income received can result in taxation of your Social Security Benefits.

As much as 85% of your Social Se-curity can be subject to taxes, and very few understand this matter until they start taking distributions out of their retirement account. Distributions from Roth IRAs do not bring about taxation of your Social Security.

A one hour workshop on these mat-ters will be presented by Steve Smith at the chamber offices at noon on Tuesday, Dec. 11. A light lunch will be provided.

The workshop will include a discus-sion of traditional retirement income planning, and the alternatives, spe-cifically the options for funding and receiving tax free income. RSVP at 410-546-9725 or email [email protected].

MAKE A DIFFERENCE DAY - The Community Foundation of the Eastern Shore’s (CFES) ShoreCAN Volunteer Center hosted Make a Difference Day on Oct. 27. The Chesapeake Housing Mission (CHM) was one of several organizations that partici-pated. Almost 25 volunteers from CHM built a wheelchair ramp for a local resident’s home in the region. Pictured are CHM volunteers who gathered to build a handicap ramp at a residence in Westover, Md.

ZOOLOGICAL SOCIETY HONORED - The Delmarva Zoological Society, Inc. (DZS) received the Richard A. Henson Award for Nonprofit Excellence at the Com-munity Foundation’s Annual Meeting & Luncheon recently at the Fountains Con-ference Center. The foundation was recognized as the region’s most outstanding nonprofit organization. Accepting the coveted award on behalf of DZS are, from left: Kathy Bassett, DZS development director and Stacey Weisner, DZS executive direc-tor.

Dale Carnegie Course comingDale Carnegie Training, the global

leadership, management and sales training company, has announced that the Salisbury Area Chamber of Commerce will be sponsoring a Dale Carnegie Course in January 2013.

The course will begin on Tuesday, Jan. 22 and will be held at the Salis-

bury Area Chamber of Commerce offices located at 144 East Main St., Salisbury.

To find out more, contact Diane Beliveau of Dale Carnegie Training at 410-560-2188, ext. 114 or [email protected] as soon as possible to reserve a seat as space is limited.


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Jenny Pastusak, development director of Horizons at The Salisbury School, spoke with United Way’s third grade Community Connections class about the importance of literacy in our community. Pictured are Pastusak, Salisbury School third grader Wyatt Miller, and United Way’s Donor Relations Director Kierstin Pennington.

Students enjoy Community Connections Together, The Salisbury School and

the United Way offer The Community Connection Program to teach kids in kindergarten through twelfth grade about a variety of health and human service needs.

Each grade focuses on a different area of study such as hunger in kinder-garten and aging in seventh grade.

To learn more about the program, contact the United Way at 410-742-5143.

Shorebirds add office staff in 2013 The Delmarva Shorebirds, class “A”

affiliate of the Baltimore Orioles, an-nounce the addition of two new front office staff members, Brandon Harms, director of ticket sales and Joe Long, box office manager & account execu-tive. Both started with the Shorebirds in early November.

The Shorebirds also promoted two front office staff members from with-in. Mike Steinhice, formerly a ticket sales executive was promoted to ticket sales manager, while Fred Schnarrs, the Shorebirds Box Office manager last season, was promoted to group sales manager.

The rest of the Shorebirds staff re-mains virtually unchanged including general manager Chris Bitters, who returns for his seventh season with the club.

“We’re excited about adding Brandon and Joe because both come from strong Minor League Baseball backgrounds and therefore will fit in perfectly with our returning staff,” said Bitters. “The majority of our staff members have been together for several seasons now and that bodes very well for a big 2013.”

Harms and Long will join the Shore-birds staff in opening the 2013 season on April 4, at Arthur W. Perdue Sta-dium as the Shorebirds square off with the Hagerstown Suns. Ticket packages for the 2013 season are on sale now by calling 410-219-3112.

Rommel’s Ace donates to Red CrossRommel’s Ace Hardware President and CEO, Mike Cottingham, recently

presented a check for $10,000 to the Lower Shore Chapter of The American Red Cross Community Executive, John Culp. The donation is to aid in relief efforts for Somerset County Hurricane Sandy victims and is in honor of Dave Rommel’s mother, Orpah Rommel who is from the Somerset County area.

John Culp, community executive for the Lower Shore American Red Cross is grateful for the generosity of Rommel’s Ace Hardware. “During the storm the Red Cross housed more than 1,900 people in 25 shelters. Crisfield and the surrounding areas were the hardest hit with the shelter in Somerset County be-ing open the longest.”

‘Decorating Delmarva’ debutsEveryone loves driving around lo-

cal neighborhoods during the holiday season to see the beautiful lights and decorations. This year in Delmar, Del., visitors can experience Decorat-ing Delmarva - a self-driven tour with holiday displays designed by local or-ganizations. This 36-night holiday event features a 2-mile drive through an ani-mated tour of the North Pole, including holiday lights and displays. Decorating Delmarva will take place at the Dela-ware International Speedway and US 13 Dragway on US-13 in Delmar from Nov. 15 through Jan. 5, 2013.

The North Pole Tour will take visi-tors to places like Dasher’s Diner and

Rudolph’s Raceway. Make sure you remember which display was your fa-vorite because at the end of the tour you can cast your North Pole ballot to help your favorites win a top prize of $5,000 for their organization.

The final stop of the tour is Santa’s Village complete with arts and crafts vendors, souvenirs, a food court, and even the opportunity to have pictures taken with Santa and Mrs. Claus. On New Year’s Eve, the festival will have extended hours for a family-friendly outdoor party.

For more information, visit www.decoratingdelmarva.com.


PENCIL TO PLOW GRADUATION - On Nov. 12, the UMES Small Farms Of-fice hosted the 2012 Pencil to Plow Graduation Ceremony at the UMES Henson Center. Graduates received their NxLevel Completion Certificates at the end of the eight week course which focused on developing an agricultural based business plan. From left, front row: Joe Giordano, SACC Foundation executive director; Pete Layfield, graduate; Carol Bean, graduate; Jessica Renshaw, University of Maryland Extension Office. Second row: Berran Rogers, UMES Small Farms Office; Henriette den Ouden, graduate; Matthew Taylor, graduate; Benjamin Taylor, graduate; Kyle Lewis, graduate.

PRMC DONATES FOOD BASKETS - PRMC Patient Care Services team mem-bers put together food baskets for local families to enjoy on Thanksgiving. Pictured, from left, United Way’s Kierstin Pennington, PRMC Patient Care Services team mem-bers Peggy Wright, Nancy Flurer, Helen Branch, Chelly Taylor and Alison Lankford.

Tony Sarbanes receives the 2012 Salisbury Award

Anthony S. “Tony” Sarbanes was a bit startled at the start of the monthly board meeting at MAC, Inc.

Suddenly, most of his family along with representatives from the city, county, state and federal governments, proclamations in hand, streamed into the room.

In a surprise presentation by the award’s trustees, Tony was recognized as the 2012 recipient of the prestigious Salisbury Award, the community’s old-est civic award.

Established in 1926 and presented 59 times since then, the Salisbury Award is given in recognition of “service that has been the greatest benefit to the happiness, prosperity, intellectual ad-vancement or moral growth of the com-munity.”

It may be given to an individual or to an organization, for a specific achieve-ment or a body of work over time.

Past recipients include recognizable names such as Ruth Powell, James M. Bennett, Avery Hall, Richard Henson, Frank Perdue, Dick Hazel, Sam Seidel, Paul Martin, Virginia Layfield, Mitzi Perdue, Lewis Riley and Pete Cooper. Ben’s Red Swings and the Community Foundation of the Eastern Shore are among the organizations that have been recognized.

In addition to 33 years of active and reserve service to our military, retiring as a Major Gen-eral in the Army; 28 years with the Wicomico County Board of Education (encompassing a variety of teaching, coaching and senior administrative positions including the opening of Parkside High School as its first principal); and a subsequent busi-ness career in the private sector; Tony further served his community as presi-dent of the Wicomico County Council from 2002 to 2006.

But what drew the attention of the trustees of the Salisbury Award, result-ing in his selection as the 2012 honoree, is the extraordinary commitment to our community demonstrated by his leadership and service to more than two dozen charitable and civic organizations throughout his life, a commitment that continues today.

In addition to the presentation of a plaque commemorating his selection as its honoree, the Salisbury Award Trust-ees will make a donation of $500 to a charity of Tony’s choice.

Sarbanes


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Great gadgets for the holidaysShopping for those perfect Christmas

gifts for friends and family? The SACC Tech Committee has put together a list of their favorite gadgets perfect for holiday gift ideas. All gadgets listed are a lot of fun and can be very handy in a variety of situations and you don’t have to be a tech guru to use and appreciate them. Read on to learn more about the latest gadgets on the market that could make great gifts for the holiday season. Also, check out ThinkGeek.com for more fun and unique gadgets and good-ies.

iPhone 5 Cost: Approximately $199.99 with a

2-year contractWhere to buy: Available from your

local AT&T, Verizon, and Sprint agentsApple turned the smartphone world

on edge when it introduced the revolu-tionary iPhone in the summer of 2007. The iPhone 5 is true to the reputation of the line, offering simple, easy to use functions, a well-populated App Store, and high end hardware in a sexy pack-age. Notable improvements over the 4s include a slimmer, lighter device, a more powerful processor, support for cellular’s fastest LTE data standard, a larger screen, and the new iOS 6 operat-ing system. Recommended by Travis Fisher, Inacom Information Systems

Arduino Starter KitWhere to Buy: Amazon.comArduino is an open source project,

meant to help people bridge the gap between physical computing and pro-gramming. Using an Arduino, one can prototype just about anything imagin-able in a device – RC cars, robots, guitar effects pedals, environmental sensors, and web-based notifiers are just a few documented projects. Numerous tutorials are available to teach electron-ics and programming skills, making this a great gift for the young and the young at heart. The Sparkfun Inventor’s Kit ($99.95) (http://amzn.to/WqBfx7) is a great place to start with plenty of parts and a Getting Started Guide with 12 projects to teach the basics of Electron-ics Programming. The Arduino Cook-book provides 204 Recipes to teach advanced topics ($26.89) (http://bit.ly/SACCArduinoBook)

Recommended by Travis Fisher, Ina-com Information Systems

Amazon Kindle Fire HD Cost: $199Where to buy: Amazon.comAre you thinking of a tablet for

Christmas but not sure? Why not start with the very affordable Kindle Fire HD. At $199 it has a 1280x800 HD display, Dolby sound and 1.2Ghz pro-cessor. It runs all sorts of apps includ-ing Facebook, Netflix, Pandora, Angry Birds and more. http://amzn.to/T3vLF8

Recommended by Kevin Justice, Matice Interactive

Cookoo Watch Cost: $129Where to buy: cookoowatch.comThis is a watch that links to your cell

phone and can alert you that an email or SMS has come in or that you have an upcoming appointment. But, better yet, you don’t need to look at your phone – just look at your wrist. It can also find your phone or if you lose your watch, the phone can find it.

Recommended by Kevin Justice, Matice Interactive

AR Drone 2.0 Cost: $299.99Where to buy: verizonwireless.comThis is a remote quad copter con-

trolled by your smart device (iPhone, iPad or Android powered device). There are two onboard cameras. The front camera streams 720p high-definition live video to your smart device. I recommend this because everyone is intrigued by those helicopters in the mall and this gift blows the doors off of those “toys.”

Recommended by Andrew Quillen, Hilyard’s Business Solutions

DEF DONATION - St. Alban’s Episcopal Church in Salisbury recently donated $4,000 to the Delmarva Education Foundation (DEF) from the proceeds of the church’s annual fall silent and live auction held on Nov. 3. Church Rector Rector Frieda Malcolm and event co-chair Barbara Filipelli presented the donation to Del-marva Education Foundation’s representatives Michael Pennington, board president, Vernon Rivers, board member and event co-chair, and Rota L. Knott, DEF executive director.

Avoiding financial exploitationMAC Incorporated, the Area Agency on Aging, and Eldercare Locator, are

pleased to pass on tips for avoiding financial exploitation, particularly during the holidays. The “Protect Your Pocketbook” brochure helps you to determine if you are at risk for exploitation, defines financial exploitation, plus offers po-tential warning signs of exploitation.

For more information, or to download the brochure, contact the Eldercare Locator at 800-677-1116, www.eldercare.gov or visit www.facebook.com/eldercarelocator.

Social Media Lunch & LearnJoin MLJ Processing and the Salisbury Area Chamber of Commerce for a

social media Lunch & Learn, “Get liked and other effective social media tech-niques” at 11:30 a.m. on Tuesday, Dec. 4, at the Hampton Inn in Salisbury.

This seminar will focus on increasing social media traffic on your business’ pages and is for social media users of all levels. Speakers are Ryan Baroody of MLJ Processing and Nick Gagliardi of Advantage Title Company.

Lunch will be provided by MLJ Processing. To register, call Sophia Smeck-er at 410-749-0144.


Wor-Wic welcomes facultyWor-Wic Community College re-

cently welcomed several new faculty and staff members: Paul G. Suplee, Stephanie Shultz, Dr. Brenda J. Mis-ter, Ruth F. Gill, Karen Berkheimer, Dr. Stacey Wilson and Bini Varghese.

Paul G. Suplee of Ocean Pines has joined Wor-Wic as assistant professor of culinary arts. Suplee was previ-ously the depart-ment chair and a culinary teacher for the Worcester County Board of Education.

He received his associate degree in culinary arts from Johnson and Wales University in Providence, R.I., his bachelor’s degree in history from Loyola Col-lege in Baltimore and a ProChef III certificate from the Culinary Institute of America in Hyde Park, N.Y.

Stephanie Shultz of Delmar, Md. has joined Wor-Wic as an instructor of de-velopmental math-ematics.

Prior to join-ing Wor-Wic, she was a mathematics teacher at the Salis-bury School.

Shultz has taught mathemat-ics on a part-time basis for Wor-Wic and Salisbury University. Shultz received her bach-elor’s degree in liberal studies and master’s degrees in education and Eng-lish from SU.

Dr. Brenda J. Mister of Hebron has joined Wor-Wic as department head and associate professor of nursing. Prior to rejoin-ing Wor-Wic, she was an assistant professor in the nursing department at Salisbury University. Mister also

works part time as a nurse at Peninsula Regional Medical Center. She has more than 10 years of teaching experi-ence at Wor-Wic.

Mister received her bachelor’s and master’s degrees in nursing from SU and her doctorate in leadership and innovation from Wilmington Uni-versity.

Ruth F. Gill of Ocean View, Del. has joined Wor-Wic as director of infor-mation technology. Prior to coming to Wor-Wic, she was director of advancement services at Montgomery College in Rockville. She received her bachelor’s degree in information systems management and her master’s degree in e-commerce management from the University of Maryland University College.

Karen Berkheimer of Selbyville, Del. has joined Wor-Wic as director of human resources.

Before joining Wor-Wic, she was a human resources specialist at Salis-bury University.

Berkheimer has more than 10 years of administrative experience, includ-ing about 6 years as the vice president for finance and human resources at Santa Catalina Island Resort Services in Avalon, Calif.

She received her bachelor’s degree in English communications from Leb-anon Valley College in Annville, Pa., and her master’s degree in manage-ment from the University of Phoenix.

Dr. Stacey Wilson of Berlin has joined Wor-Wic as an assistant pro-fessor of biological science.

In addition to teaching middle school science at Worcester Prepara-tory School in Berlin, she was a part-time instructor of biological science at Wor-Wic since 2007.

Wilson received her bachelor’s degree in dairy science, and her bachelor’s and master’s degrees in animal science, from Virginia Tech in Blacksburg, as well as her doctorate in animal science from the University of Missouri in Columbia.

Bini Varghese of Salisbury has joined Wor-Wic as an assistant pro-fessor of nursing. Before coming to Wor-Wic, she was a registered nurse at Peninsula Regional Medical Cen-

ter. Varghese has 10 years of nursing experience and five years of teaching experience.

She received her bachelor’s and master’s degrees in nursing from Christian Medical College in Vellore, India. She also has orthopedic nurse and basic life support certifications.

Walsh joins APPI EnergyKristi M. Walsh, IOM, has joined

APPI Energy as customer relations director.

In the newly created role, Walsh will develop new customer opportuni-ties and be an integral part of APPI Energy’s unique relationships with trade associations and Chambers of Commerce.

Since 2003, Walsh served as vice president of corporate & community relations for Pennsylvania’s York County Chamber of Commerce. In her leadership position, she managed events, marketing, membership, and customer service teams.

She has 30 years of experience in

business to business sales, manage-ment, and membership-driven pro-grams.

Walsh can be reached at APPI Energy’s York, Pa., office at 717-792-0630 and [email protected].

Gilkerson earns real estate licenseSperry Van Ness – Miller Com-

mercial Real Estate is pleased to announce that Joey Gilkerson of the Gillis Team has earned a Delaware Real Estate License. To inquire about commercial real estate properties in Delaware or Mary-land, contact Joey Gilkerson at [email protected] or 410-543-2440.

Assadi earns designationAngela B. Assadi has successfully

completed the certification process with the National Association of Cer-

Berkheimer

Gill

Mister

Shultz

Suplee

Personnel File

Wilson

Varghese Gilkerson


tified Valuation Analysts (NACVA) to earn her designation of Certified Fo-rensic Financial Analyst (CFFA).

Angela B. Assadi is a practicing Certified Public Accountant (CPA) with Angela B. Assadi, LLC. She also holds the designation of Certified Valuation Analyst with NACVA.

The National Association of Certi-fied Valuation Analysts is a global, professional association that delivers training from the nation’s leading experts in consulting fields such as business valuation, financial litigation forensics, forensic accounting, busi-ness fraud, mergers an acquisitions, business and intellectual property damages, fair value reporting, health-care consulting, and exit strategies.

Clarke elected to committee Dr. Maurice Clarke, veterinarian

and assistant professor in the Depart-ment of Agriculture, Food and Re-source Sciences at the University of Maryland Eastern Shore, was recently elected to the General Conference Committee during the 41st Biennial Conference of the National Poultry Improvement Plan (NPIP).

In addition to his role at the uni-versity, Clarke has been a member of the poultry task force organized by the

Delmarva Poultry Industry since 1991.

Prior to joining UMES in 2008, he served as field vet-erinarian and acting director for more than two years in a poultry diagnostic laboratory in Salis-bury. His primary objective is disease diagnosis and prevention in poultry.

The General Conference Commit-tee of NPIP serves as the official ad-visory board to the U.S. Secretary of Agriculture.

Members of the committee repre-sent the six regions in the U.S. and work to fulfill NPIP’s mission to pre-vent disease through new diagnostic technology and to protect international trade.

Critzer receives CISR designation RPS ISG International Account

Manager Diann Critzer recently com-pleted the CISR (Certified Insurance Service Representative) designation course.

The five sections of the course in-clude insuring commercial property, agency operations, insuring commer-

cial casualty expo-sures, insuring per-sonal auto expo-sures and insuring personal residential property.

RPS ISG Inter-national provides commercial and personal property & casualty insur-ance, employee benefits and human resources consult-ing to businesses throughout Maryland and the Eastern Shore.

Gonzales joins PKS PKS Investment Advisors LLC is

pleased to announce the addition of Timothy A. Gonzales, AAMS to their team of investment advisors.

Gonzales, who holds the Accred-ited Asset Management Specialist designation through the College for Financial Planning, specializes in investment planning and retirement income planning at PKS.

Prior to joining PKS, Gonzales was a financial advisor.

He also served for nearly a decade in law enforcement locally, and is an active member of the community, serving on the board for the Fruitland

Chamber of Com-merce and Crime-solvers of the Low-er Eastern Shore.

To reach Gonza-les, call 410-546-5600 or email [email protected]. His office is located at 1801 Sweetbay Dr., Salisbury.

Kimball appointed to task force Thomas V. Kimball Jr., deputy

director of operations at the Wicom-ico County Department of Correc-tions, has been appointed to serve as a member of the Governor’s Task Force on Military Service Members, Veterans and the Courts.

The task force studies military service-related mental health issues and substance abuse problems that may apply or arise in certain court cases and considers recommending the establishment of a special court for defendants who are veterans or members of the armed services who appear to suffer from certain prob-lems related to military service.

Clarke Critzer Gonzales


Leaving a 401(k) with a previous employer could mean leaving it alone with no one to watch over it.

At Edward Jones, we can explain options for your 401(k) and help you select the one that’s best for you. If you’d like to roll it over to an Edward Jones Individual Retirement Account (IRA), we can help you do it without paying taxes or penalties. And you can feel confident that someone is looking out for you and your 401(k).

To find out why it makes sense to talk with Edward Jones about your 401(k) options, call or visit your local financial advisor today.

Dennis W. Hopson, CFP®, AAMS®

Financial Advisor

1411 Wesley DriveSalisbury, MD 21801410-742-3264

In the past, many peo-ple stayed at one job, or at least one company, for almost their entire working lives. When they retired, they could typically count on a pension, the value of which was based on their years of service and earn-ings.

But today, workers can expect to hold several dif-ferent jobs in their lifetime, and to a great extent, pensions have been re-placed by 401(k) plans, which place much of the funding responsibility on employees. So, assuming you will change jobs at some point, and you do have a 401(k), what should you do with it?

Here are your basic choices:• Cash out your plan. If you cash

out your plan, your company will likely pay you 80% of your account value, withholding the rest for fed-eral taxes.

And if you’re younger than age 59½, you may well be slapped with a 10% IRS tax penalty. Even worse, you’ll have lost a key source of your retirement income. Still, if you are leaving your employer involuntarily, and you need the money, cashing out your 401(k) is an option you may need to consider.

• Keep the money in your com-pany’s plan. When you leave a com-pany, your employer may allow you to keep your money in your existing 401(k). You may want to choose this route if you like the investment choices available in your plan.

However, you might be caught by surprise if the company decides to change investment options. Further-more, some employers may charge former employees fees to maintain their 401(k) plans.

• Move the money into your new employer’s plan. If your new em-ployer has a 401(k) and allows trans-fers, you could roll the money from your old plan into the new one. This might be an attractive option if you like the investment options in your new employer’s plan.

• Roll the money over to an IRA. You may find several advantages to rolling your 401(k) over to an Indi-vidual Retirement Account (IRA).

First, your money will still have the potential to grow on a tax-deferred basis. Second, you can invest your funds in virtually any investment you choose — stocks, bonds, government securities, certificates of deposit (CDs), etc.

Third, if you own more than one 401(k) account, you could find it advantageous to consolidate them into a single IRA, thereby making it easier to allocate and monitor your retirement assets.

And fourth, IRAs may give you greater flexibility if you plan to pass money to your children.

In fact, if your child inherits your IRA, he or she has the option of stretching withdrawals over the child’s entire lifetime, rather than taking the money as a lump sum. (If you do transfer funds from your old 401(k) to an IRA, be sure to use a “direct rollover” to avoid the possi-bility of triggering unwanted taxes.)

Before making any moves with your 401(k), consult with your tax and financial advisors. By looking closely at your options, and by get-ting professional guidance, you can make the choice that’s right for you.

This article was written by Ed-ward Jones for use by your local Ed-ward Jones financial advisor.

What to do with your 401(k) if you leave a job

InvestingBefore making any moves with your 401(k), consult with your tax and financial advisors.

By Dennis W. Hopson

About the authorDennis W. Hopson is a financial

advisor for Edward Jones Investments. You can reach him at 410-742-3264.

Continued from page onepost-election expenditures, I am predict-ing an even better holiday shopping season this year compared to last year, which in turn was better than the year before,” he said.

He expects Salisbury to follow that national trend. “Salisbury is now a rec-ognized metropolitan statistical area and behaves as such,” he said. “Other than a slightly lower per household spending level, I expect our shoppers to be no different than their counterparts in the rest of the state or the nation.”

Several factors are pushing the in-crease in sales, primarily demand that has built up over the past few lean years, improved consumer confidence and personal, as opposed to national, optimism. In addition, with the national election behind us, Diriker said, con-sumers’ uncertainty about who will lead the country for the next four years is over. “Whether they like the results or not…this will improve consumer senti-ment and thus lead to higher per capita spending during the holidays,” he said.

Diriker predicted that online sales will continue to increase at a greater rate than sales in brick-and-mortar stores. “However, stores that succeed in making shopping convenient, fun and experiential (shopping as a leisure activ-ity, not just as a transaction) will be the

clear winners,” he said. Alane Emerson is senior marketing

manager at The Centre at Salisbury. She agrees that all signs point toward a strong holiday shopping season this year.

“Sales at The Centre at Salisbury have been strong all year and we expect that trend to continue,” she said. “We anticipate steady traffic through De-cember and expect the pace to quicken as we approach the week leading into Christmas.”

Emerson said that retailers are us-ing “smarter strategies” to keep shop-pers visiting their stores. “They are utilizing social media as a way to fully engage their most loyal shoppers,” she added. The Centre at Salisbury too is doing that, she said, engaging shop-pers through Facebook, Twitter, mobile apps, websites and e-blasts.

Shoppers are looking for “value and practicality alongside fresh fashions and compelling merchandise,” Emerson said. Always popular are gift cards, in particular Centre gift cards that can be used at any store in the mall. “They are quick, easy, convenient and apply to everyone on the shopping list,” she said. “Businesses and corporations have always loved mall gift cards because they know their teams love to receive them.”

Holiday shopping outlook 2012


Journal Healthcare

Peninsula Regional Medical Center President/CEO Dr. Peggy Naleppa and Board of Trustees Chairman Martin “Marty” Neat recently presented mem-bers of the Peninsula Regional health-care team with President’s Leadership and Chairman’s Awards for their contri-butions to the medical center.

There were six submissions for the Chairman’s Award this year, reflect-ing many achievements in clinical and operational performance improvement. The teams submitted applications dem-onstrating improvement in one or more of the following areas: clinical quality; patient safety; customer service/patient experience; financial performance; com-munity health; and operations.

Earning the Chairman’s Award for 2012 was the Care Partners team. The team was honored for the development of the new PRMC Care Model in which certified nursing assistant (CAN) and registered nurse (RN) responsibili-ties and accountabilities for specific job classifications are defined through standard work. The new Care Model has resulted in a 53% improvement of nurse time at the bedside, a 58% reduc-

tion in time spent at the nurse’s station, and a transition of documentation from the nurse’s station to the point of care (bedside).

The five finalists were: Heart Failure Success Story; Medication Decentral-ization; Outpatient Laboratory Speci-men Throughput; Patient’s Rights and Restraint Utilization and Pharmacy Storeroom 5S

The PRMC President’s Leadership Award honors individuals who embrace the philosophy that leadership is a privi-lege and a position of shared trust. Pre-sented the award in 2012 were Medical Imaging Executive Director Mary Lou Melhorn and Director of Supply Chain and Support Systems Scott Phillips.

Melhorn, who has been with PRMC since 2000, was recognized by Presi-dent/CEO Dr. Peggy Naleppa for her leadership on numerous committees including the United Way campaign, bringing her department in under bud-get, for the multiple clinical affiliations established and the accreditations re-ceived by the Medical Imaging Depart-ment during her tenure and for having one of the medical center’s lowest

employee turnover rates. Her depart-ment’s 97% Overall Quality of Care score, as rated by patients, is among Peninsula Regional’s best. Phillips, a member of the PRMC family since 2010, was recognized by President/CEO Dr. Peggy Naleppa for his leadership in working with other departmental lead-ers on LEAN initiatives and cost-saving

projects and contract renegotiations that have saved PRMC nearly $3 million, while improving efficiency and stream-lining the patient care process. He was also honored for his involvement on numerous committees, including the United Way campaign, and for exceed-ing, within his department, the organi-zational goal for employee satisfaction.

2012 PRMC Chairman’s, President’s Award winners

PRMC Chairman of the Board of Trustee, Marty Neat, right, presents the 2012 Chair-man’s Cup to Nancy Flurer and Karen Dunn representing the PRMC Care Partners Team.

PRMC President/CEO, Dr. Peggy Naleppa, left, presents the 2012 President’s Lead-ership Award to Medical Imaging Executive Director Mary Lou Melhorn.

PRMC President/CEO, Dr. Peggy Naleppa, left, presents the 2012 President’s Lead-ership Award to Supply Chain and Support Systems Director Scott Phillips.


NURSES JOIN HONOR SOCIETY - Peninsula Regional Medical Center’s Mary Beth D’Amico, vice president of Patient Care Services and chief nursing officer and Intensive Care Unit (ICU) Clinical Manager Tom Jones, have been elected to mem-bership in the Honor Society of Nursing, Sigma Theta Tau International (STTI) as a nurse leader through Lambda Eta Chapter at Salisbury University. The Honor Society of Nursing, Sigma Theta Tau International, one of the largest international nursing organizations, works to foster, develop and connect nurse scholars and leaders worldwide to improve healthcare. Membership is by invitation to nurse professionals who have demonstrated achievement in nursing, hold a minimum of a baccalaureate degree and are a registered nurse.

JUNIOR AUXILIARY DONATION - Atlantic General Hospital’s Junior Auxiliary Group recently donated $5,000 to the community education department at Atlantic General Hospital to help with efforts such as Patrick Reynolds’ visit to Worcester County Schools to help fund events to share his anti-smoking messages. From left: Dawn Denton, community education manager at Atlantic General Hospital; Loretta Spinuzza, member of the AGH Junior Auxiliary Group; Rebecca Taylor, member or the AGH Junior Auxiliary Group; Kimberly Fernley, president of the AGH Junior Aux-iliary Group; and Patrick Reynolds.

NURSES RECEIVE CERTIFICATION - Peninsula Regional Medical Center (PRMC) is pleased to announce that several PRMC nurses have attained CCRN certification after successfully completing the nationally recognized exam for nurses who provide direct bedside care to acutely and/or critically ill patients. CCRN certi-fication is one of the most advanced professional credentials that can be achieved by a nurse in the field of acute and critical care. Receiving certification recently are, from left: Chris DiPasqua RN, CCRN, MS, MAT; Shelley Glasow RN, CCRN-CSC; Vicki Mobray RN, CCRN-CSC; Beth DiPasqua RN, MS, CCRN; Lunda Tuthill RN, CCRN; Jenn Crossan RN, CCRN. Not pictured are Cindy D’Aquilla RN, CCRN; Amy McGlinchey RN, CCRN; Sue Tsang RN, CCRN.

Twigg earns certificationThe National Certification Board

for Diabetes Educators (NCBDE) has announced that Geoff Twigg, board certified ambulatory care pharmacist at Apple Discount Drugs, achieved Certi-fied Diabetes Educator (CDE) status by successfully completing the certification examination for diabetes educators.

Twigg was certified as an ambulato-ry care pharmacist in 2011. Ambulatory care pharmacy practice addresses medi-cation needs, the development of sus-tained partnerships with patients and the integration of pharmacy practice within the family and community. Twigg joins John Motsko, CDE, to help diabetic

patients have a bet-ter understanding of their condition and how to im-prove their quality of life. The Apple Diabetes Resource Center recently ex-panded services to include nutritional counseling by a registered dieti-cian and monthly comprehensive group classes. For more information, call the Apple Fruitland location, 410-749-8401 or email Geoff Twigg at [email protected].

Twigg


Journal EducationDEF holds Scholarship Fair

Students from across the lower Del-marva Peninsula are invited to connect with local organizations and individu-als offering college financial aid at the Delmarva Education Foundation’s annual Scholarship Fair at The Centre at Salisbury on Saturday, Jan. 12 from 10 a.m. to 4 p.m. DEF helps local residents find money to continue their education.

Dozens of scholarship sponsors from across the lower Delmarva Pen-insula will be on hand to meet with prospective applicants from Worcester, Wicomico, Somerset and Dorchester counties in Maryland, as well as Sus-sex County, Delaware and Accomack and North Hampton counties in Vir-ginia.

This is also a great opportunity for local scholarship sponsors to increase awareness of both their scholarship of-ferings and of their organization. Any group or individual offering financial aid for students is invited to partici-pate; the cost to reserve a fair table is $25.

Call DEF at 410-219-3336 or visit www.delmarvaed.org for more infor-mation.

Wor-Wic is military friendly Wor-Wic Community College

was named as one of the top Military Friendly Schools for 2013 by G.I. Jobs, a veteran-owned magazine designed for military personnel transitioning into civilian life.

The Military Friendly Schools list honors the top 15 percent of all col-leges, universities and trade schools nationwide that are doing the most to embrace America’s military service members and veterans as students.

Wor-Wic recognizes and adheres to Veterans Administration (VA) stan-dards and strives to assist veterans as much as possible. Fred Howard, financial aid scholarship and veterans coordinator, is available at Wor-Wic to help current and prospective students who are veterans or active military personnel.

“Since the fall of 2005, more than 800 Wor-Wic students have used the GI Bill while attending Wor-Wic,” said Howard. “After the Post 9/11 GI Bill was passed by Congress in the summer of 2009, we began to see an increase in veterans attending Wor-Wic. Last year, more than 300 veterans were enrolled at Wor-Wic.”

Veterans or active military person-nel interested in enrolling at Wor-Wic can contact Howard at [email protected] or 410-334-2882.

SDHS wins competitionSixty three students from 21 schools

in Delaware, Maryland and Virginia

recently participated in the 29th annual Eastern Shore High School Mathemat-ics Competition at Salisbury Univer-sity. Students demonstrated their math expertise on both an individual and team basis.

Stephen Decatur finished in first place in the team competition, while James M. Bennett finished in second place and Wicomico took third place honors.

Hee Chor Jeong of Wicomico was the first place winner in the individual student competition, while Casey Knerr of Worcester Prep in Berlin, Md., was runner-up and Zhengze Yang of James M. Bennett was the third place finisher.

Other participating schools includ-ed: Delmar, Seaford, and Woodbridge in Delaware; Colonel Richardson, Cris-field, Mardela, North Caroline, Park-side, Pocomoke, Saints Peter & Paul, Salisbury Christian, Snow Hill, The Gunston School, The Salisbury School, Washington, and Worcester Tech in Maryland; Broadwater Academy in Virginia.

Barnes & Noble gift cards were awarded to the top three students, as well as to the students on the three best teams.

Professor secures NIH grantVictor Hsia, a pharmaceutical sci-

ences professor at the University of Maryland Eastern Shore, is the recipi-ent of a major National Institutes of Health grant he will use to un-derwrite research into the virus that causes cold sores and compli-cations that can lead to blindness and brain le-sions.

Over the next five years, Hsia will receive just under $750,000 to fund his investigation into “the cellular and mo-lecular mechanisms of herpes simplex (1) virus during lytic and latent infec-tions.”

The grant comes as Hsia is about to begin his 20th year of inquiry into how and why the herpes simplex (1) virus, which in most people is benign, can become virulent and cause blindness.

Hsia has found evidence that people with serious health problems, such as hormone imbalance, are more suscep-tible to the virus becoming aggressive. There are also indications that people living in lower socio-economic condi-tions are more likely to develop com-plications from the virus as well.

Prior to his appointment at the UMES School of Pharmacy, Hsia was on the faculty at the University of Lou-isiana Monroe’s College of Pharmacy. He taught courses of basic sciences such as pharmacology, immunology, physiology and pharmacogenetics.

Hsia

Cybersecurity program at SUThe cybersecurity industry is ex-

pected to grow more than 50 percent in the next four years, says The Bal-timore Sun, and Salisbury University is poised to expand opportunities for students looking to enter the boom-ing field. University officials recently gathered in Annapolis to sign a memo-randum of understanding for a new academic program with a prestigious Estonian campus, Tallinn University of Technology (TUT).

The collaboration, which also in-volves the University of Tartu (UT), will allow SU students who are pursu-ing B.S. degrees in computer science, mathematics or information systems to complete their senior year in the newly created Salisbury Abroad: Cybersecu-rity Program in Estonia. After gradua-tion, they may seamlessly continue on to earn an M.S. degree in cybersecurity or software engineering at TUT or UT.

“The new partnership builds on close relationships enjoyed between Maryland and Estonia for years. Fac-ulty visits, cultural celebrations and

study abroad opportunities, for exam-ple, all complement Salisbury’s ‘Sister City’ friendship with Tartu. Estonia’s flagship for technical education, TUT is internationally recognized for its research and tech-related programs,” said Dr. Diane Allen, SU provost and senior vice president of Academic Af-fairs.

“Estonia is among the most ad-vanced countries in the world in the area of cybersecurity,” said Dr. Karen Olmstead, dean of SU’s Rich-ard A. Henson School of Science and Technology. SU’s new cybersecurity program has been in development since 2009. Interested undergraduate students may begin studying in Estonia as early as fall 2013. Program partici-pants also are eligible for a highly-competitive internship at the NATO Centre.

In addition, SU officials are work-ing with Maryland-based defense industry corporations to create a streamlined hiring process for program graduates.


When my son was younger, this wasalways about the time of year he wouldstart thinking about Christmas andasking questions I wasn’t always surehow to answer — questions like “Howdoes Santa deliver all those presentsaround the world in one night?”

My stock answer was “magic.” Today,however, I know better. From civicorganizations to charities to everydayindividuals touched by the holiday spirit,Santa has help — and that includesmany members of the SalisburyUniversity community.

Administrative staff of the Richard A.Henson School of Science andTechnology, for example, are collectingnew pajamas in youth sizes throughFriday, December 14. They will bedistributed to less fortunate children inWicomico County for the holidays.

And who can forget the toys? Onceagain this year, our Franklin P. PerdueSchool of Business and Ward Museumof Wildfowl Art are accepting donationsfor the U.S. Marine Corps’ Toys ForTots. (The Ward Museum is offering freeadmission for those who donate throughSaturday, December 15.) Participants inthe SU Intramural Office’s annualTurkey Trot 5K Fun Run and HolidayBasketball Tournament also donated toysfor the Marine’s annual holiday drive.

Some of our students, like members ofthe Pi Gamma Mu international honorsociety in the social sciences, arepersonally taking underprivilegedchildren shopping during the SalisburyJaycees’ 40th annual Children’sChristmas Shopping Tour.

Toys also are one focus of SU’sEastern Shore Regional GISCooperative, which is not only collectingplaythings for local children, but coatsand non-perishable food for theirfamilies, as well. Our StudentGovernment Association (SGA) recentlycollected canned goods for the lessfortunate during its “Fill the Square”drive in Red Square.

Blackwell Library is making sure ourfour-legged friends are not left out,conducting its annual “Be a Hero forHomeless Animals” supply drivethrough Friday, December 14, tobenefit local shelters.

Performing arts groups at theUniversity also are committed to lendinga helping hand. Last month, proceedsfrom the SU Dance Company’s annualFall Showcase benefited WBOC-TV’s“Bless Our Children” holiday campaign.This month, the Salisbury Pops adds aunique instrument to its repertoire at itsannual holiday concert: a SalvationArmy hand bell. The ensemble collectsdonations for the organization’s annualKettle Campaign at its performance 7:30 p.m. Tuesday, December 4, inHolloway Hall Auditorium. PerdueSchool students also ring bells for the Kettle Campaign at the Centre at Salisbury.

Throughout the year, the SalvationArmy often reminds donors that “needknows no season.” At SU, we could notagree more, which is why many of thissemester’s campus volunteer efforts tookplace before the carving of Thanksgivingturkeys — and, in some cases, jack-o-lanterns. Some 470 students, forexample, set a new participation recordfor this year’s “I Love Salisbury”community cleanup day, sponsored bythe SGA.

Shortly after “I Love Salisbury,” parts of the Eastern Shore and the Mid-Atlantic were ravaged by HurricaneSandy. Once again, the SU communitysprang into action. Our Social WorkDepartment collected items to assist theresidents of Crisfield, one of the hardest-hit areas on Delmarva.

At least one member of the StudentVeterans Association spent the nextweekend providing humanitarian aid tothe New Jersey-New York corridor as amember of the U.S. Air Force Reserve.Approximately 50 geography andgeosciences students, under thedirection of Dr. Art Lembo, also didtheir part, remotely assessing images ofdamage in areas including New York,New Jersey and Connecticut to helpspeed government cleanup andrecovery efforts.

In November, SU’s chapter of theAlpha Phi Omega national servicefraternity and the University’s ReserveOfficers Training Corps (ROTC)program gathered items and funds forOperation We Care, a localorganization that sends packages toU.S. troops stationed overseas.

Students in Paula Morris’ marketingand promotions classes also assist non-profit organizations, coordinatingand advertising fundraisers for groupseach semester. They learn what it takesto plan and market an event. The non-profits benefit from exposure andincreased donations. The cumulativetotal of funding and in-kind servicesraised has topped $100,000 — and thatamount continues to grow.

They’re not alone in giving backthroughout the year. Since the SUVolunteer Center was founded in 2010, more than 7,500 students haveprovided over 30,000 hours of service to local organizations.

You know, the more I think about it,maybe the answer I originally gave myson about Santa’s abilities was morecorrect than I realized. The amount oftime and dedication I see our students,faculty and staff devoting to theseworthy causes really does create amagical feeling.

SU VolunteersFor the Holidays

By Dr. Rebecca EmeryDirector, SU Career Services

www.salisbury.edu

Nick Giambra, who wrote the paper that became the milestone review, and center writing consultant Noelle Ford.

Center celebrates a milestoneWhen sophomore business major

Nick Giambra of Fredericksburg, Va., walked into the University Writing Center, he expected to receive assis-tance with a literature review for his English class but he also helped set a milestone. His paper became the cen-ter’s 10,000th review.

The idea for the facility began with a desire to create “a first-class, world-class writing center that addresses the needs of the students and the Universi-ty,” said Dr. Nicole Munday, center di-rector, during a ceremony to celebrate the achievement.

The Student Government Associa-tion voted to donate a portion of stu-dent fees to help create and fund the center.

It opened in 2005 with six student writing consultants and mismatched surplus furniture from other offices on campus.

During the inaugural year, consul-tants received several weeks of training and reviewed 678 papers. Today, con-sultants enroll in for-credit courses and review some 2,500 papers annually.

“Having students who are so en-gaged in the writing process is very gratifying,” said Dr. Maarten Pere-

boom, dean of SU’s Charles R. and Martha N. Fulton School of Liberal Arts. “Regardless of what field you are in, being an effective writer can help you.”

Dr. Tom Moriarty, director of SU’s Writing Across the Curriculum Program, agreed. Serving as the cen-ter’s interim director this semester, he helped Munday distribute T-shirts to help commemorate the 10,000th review, featuring a Benjamin Franklin quote: “Either write something worth reading or do something worth writ-ing.”

Several of the center’s consultants have done both, representing SU at the National Conference on Peer Tutoring in Writing and the Mid-Atlantic Writ-ing Center Association Conference. All have helped students like Giambra improve their writing.

Now in its second location in the Guerrieri University Center, it is scheduled to move into SU’s new Aca-demic Commons upon that building’s anticipated completion in 2016.

It also plans to expand its services in the near future to better serve SU’s growing graduate programs.


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SEPTEMBER 2012 DIRECTORYPG 2

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EMERGENCY TALK - Pen-insula General Regional Center Director of Nursing, Susan Patterson brought along Trauma-Roo to talk to the sixth grade Commu-nity Connections class about emergencies and the impor-tance of prompt treatment.


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SEPTEMBER 2012 DIRECTORYPG 3

To Advertise in the Salisbury Business Journal Advertising Directory Call Greg English at 302-629-9788 or email [email protected]

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After reading this column you will not likely pick up the phone to your stock broker or financial planner and tell them to sell it all because you are moving to Iowa to buy farmland and become a farmer. As enticing as that might sound, I will suggest you con-sider these points of data as building a case to make farmland a part of your investment portfolio.

I won’t start out the case telling you about how many wise investors like Warren Buffett, Ted Turner, or Wall Street tycoon Jim Rogers invest por-tions of their net worth in farmland. For the record Ted Turner is the largest in-dividual landowner in the United States with more than 2 million acres under his ownership. Instead of doing that, let me start with a fact.

Land is a tangible asset with transi-tional qualities and unlike many invest-ments it cannot be downgraded to zero as can many paper assets. It will not simply evaporate into “the market,” and after a bad day of trading, you can still go take a walk on it. By transitional qualities, I mean land use continues to evolve, and while today the land’s high-est and best use may be to produce food or fiber, years from now it may better serve as parkland, residential housing, or energy production as a solar farm.

Farmland is adaptive and any asset which can absorb a changing economic landscape is coveted and valuable.

Because of the adaptive nature of farmland, it is not subject to the vast array of economic forces both domesti-cally and foreign creating volatility in many other asset classes. Recognize this lack of volatility also tends to make it slow to increase in value, as average land appreciation rates of 2 to 5 percent annually provide slow but steady long term returns.

In addition to a steady rate of appre-ciation, farmland rents provide another source of income to increase overall an-nual returns and together with average rates of appreciation, fully annualized returns on farmland can be 10 percent as an asset class. Farmland rents are di-rectly dependent on soil quality and irri-gation requirements associated with the land. As water resources and irrigation are added to the land, rent will increase for the property.

Farmland investing is a strategy to

own commodities, as well as an invest-ment in the global food system. Many economists recognize the spike in com-modity prices for grain in the world and that global reserves of grain are at all-time lows. While a number of factors have contributed to this fact, such as the ethanol mandate in the US (almost 40% of our Nation’s corn crop goes to ethanol production), there are also pres-sures from growing human populations around the world.

For instance, in places like China and India, an emerging middle class is consuming an improved diet. There is considerable growth in the amount of meat being consumed in these markets, yet the rest of the world according to Time Magazine has a long way to go before they catch up with the average American that consumes more than 250 lbs. of meat a year. This matters considerably because the majority of small grain serves to feed cattle, so as emerging countries increase consump-tion additional grain will be required to meet this need. A recent ad campaign produced by agribusiness Monsanto Co. suggested that farmers will have to produce more grain in the next 50 years than farming all together has produced for the past 10,000 years.

These soaring predictions are sup-ported by the fact that net farm income in the United States according to the

United States Department of Agricul-ture is expected to reach over $97 bil-lion in 2012. Together these data points support this asset class as being an in-vestment worth considering.

In summary, farmland is a tangible investment based on current and pre-dicted growth in human consumption utilizing a finite landscape of land re-sources to grow food. Together these factors, while slow to develop, make more than an arguable case for invest-ing in farmland over the next decade.

There are a number of directions to take when investing in farmland with agricultural futures and farmland invest-ment funds, as well as your local land real estate broker. As a local resource in the land brokerage community I welcome the opportunity to discuss the more than 2000 acres of inventory I am working with to match you with the type of property that fits your invest-ment goals.

About the authorBen Alder specializes in land and

agricultural property recording nearly 4,000 acres in land sales since 2005. His expertise builds on a background in land use regulations, resource conserva-tion and understanding of agricultural economics. To reach him, email [email protected] or call 443-865-1344.

By Benjamin J. AlderSperry Van Ness

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