Hemp Pioneers Navigate Bumpy Terrain in Pa

April 8, 2019 • Vol. 30 • No. 14 • $2 SERVING BERKS, LEHIGH, NORTHAMPTON & SURROUNDING COUNTIES www.LVB.com

Berks County farmer Ben Davies waters hemp plants in a greenhouse at Wild Fox Provisions, a farm in Washington Township. Davies is one of the first Pennsylvania farmers to navigate the learning curve for growing hemp, a potentially lucrative crop. PHOTO/CHRISTOPHER HOLLAND GROWING PAINS Hemp pioneers navigate bumpy terrain in Pa.

By Ioannis Pashakis A small group of farmers grew and harvested hemp In this issue of Lehigh Valley Business, BridgeTower Media in 2017 and 2018 after the state authorized a research we take a closer look at the fledgling The state’s newest cash crop has given some of its first program in 2016. During that time, many farmers lost hemp industry in Pennsylvania. In farmers a hard time. money and time after acres of crops were destroyed by addition to our cover story on the Many of the Pennsylvania farmers who began growing too much rain or grew too tall and couldn’t be harvested. state’s first hemp farmers, you will find hemp for research lost their crops to weather, mistakes in Under Pennsylvania’s research program, 30 farmers stories on banking (page 4), processing growing the product and government regulation – prob- were approved to grow hemp on five acres each in 2017, a (page 4), government responses (page lems that other farmers jumping into the industry could 12) and marketing (page 15). also face. please see FARMERS, page 12

FEATURES INDEX

INSIDE Focus...... 13 BASEBALL As players return to Lists & Leads...... 19 the diamond this spring, they face Newsmakers...... 20 new rivals for fan attention. Page 13 Off the Clock...... 21

Opinion...... 6 2 Lehigh Valley Business • April 8, 2019 LVB.com In culinary ed, trying new recipes

By Melinda Rizzo Contributing writer Ovens controlled by email or apps. Robotic skillets that move food. Touch-screen orders sent to the greengrocer or meat, poultry and fish purveyor. The future of culinary education is now, and it is domi- nated by technology. While mastering basic cooking techniques and honing knife skills still matter, culinary programs across the region are adding technology to ramp up their curriculum, and attract and prepare digital natives for industry success. It’s a natural fit. “We’re updating classrooms and using [millennial] strengths – it’s a tech-friendly generation,” said Francine M. Marz, culinary director at Northampton Community College in Bethlehem Township. It also represents a change in approach in the culinary field. “After the recession of 2008 the mindset of chefs shifted from classical French cuisine to restaurant management, sustainability and a focus on institutional cooking jobs,” said Brock Cahoon, culinary instructor at Lehigh Career & Technical Institute in Schnecksville, which provides secondary education (grades 9-12) for students enrolled in skilled industry and trades programs as well as adult education programs. Cahoon said today’s young chefs must be flexible in a number of areas including the use of technology. Programs are adapting to teach them best practices in using cutting edge equipment, outfitting with digital tech. Ainsley Waldrab, a freshman at Emmaus High School programs an Alto-Shaam oven at Lehigh Career & Technical Institute’s culinary arts program in Schnecksville. PHOTO/SUBMITTED They’re also training students to consider jobs outside a conventional restaurant kitchen. “Any time innovation happens, it’s to solve a problem,” From working fewer hours with better benefits in Marz said. FARM TO TABLE, SCHOOL TO WORK health care facilities or retirement centers, to cooking and Technology is everywhere: from taking orders and pay- A new certificate program offered by Lehigh Carbon catering careers in hotel or country club settings, high- ing bills to “back of house” or the kitchen, where ingredi- Community College in Schnecksville aims to train small groups end practical experiences on state-of-the art equipment ents are sourced, stored, cooked and plated. of students to go directly into the local farm-to-table dining are important recruiting tools. Students use technology to create menus and reconfig- niche – with encouraging early results. “There are different career paths today,” Cahoon said. ure recipes– sized up or down – to match dining or cater- Small classes offer students experience with working chefs in And they are growing. Jobs for cooks and head chefs ing volume needs. a basics-based program promoting the farm-to-table concept, are expected to grow about 10 percent from 2016 to 2026, They’re sending customer order selections through said Linda Baker, LCCC executive director of college relations. “faster than the average for all occupations,” according to wireless devices to the chef. Broadly speaking, farm-to-table means ingredients – such the United States Bureau of Labor Statistics Occupational And they’re mastering skills and equipment loaded as dairy, meats, poultry and produce – sourced directly from a Handbook Outlook. And restaurants are constantly with artificial intelligence – such as combi ovens that local grower, or grown on-site in restaurant gardens or partner recruiting. can refrigerate, roast and hold food once it is cooked to farming operations. Marz said industry veterans are expected to retire temperature. Leading manufacturers include a company It differs from traditional ingredient sourcing practices faster in coming years than newcomers can be trained to called Rational, which is based in Germany. through third-party purveyors and distributors. replace them. “When you have equipment like the Rational, it saves [a LCCC’s inaugural program kicked off August 2018. Three “There is a shortage,” she said. lot] of time,” said Daniel Goulet, executive chef of Lords Valley students will graduate in May having with culinary arts certificates. But Marz hopes updated programs with cutting-edge Country Club in Blooming Grove Township, Pike County. The graduates can chose to work or transfer credits to an equipment and tech will become a magnet for prospec- Goulet also is president of the American Culinary Federation accredited college or university program to continue their tive culinary arts students. Greater Lehigh Valley Professional Chefs Association. studies, officials said. At Bucks County Community College in Newtown Baker said all three students have already been offered jobs. Township, Raioinalcombi ovens have been installed as “It’s a great small program that fills a niche in the community. Students in part of a massive $875,000 culinary program upgrade. We are inundated daily with calls from chefs looking to hire our the culinary “It’s simply not enough to be able to light a gas pilot on students,” Baker said. arts program at an oven anymore, and [technology] is where the industry Northampton — Melinda Rizzo, contributing writer Community is now,” said Earl Arrowood, professor and area coordina- College in tor of the culinary arts and chef apprenticeship programs Bethlehem at the Bucks community college. skid-, slip- and fall-resistant material to maximize safety. Township plate Upgrades and changes aim to keep the program “on And as students learn how to manage work flows using their work. PHOTO/ SUBMITTED point” with the industry, Arrowood said. word processing and spreadsheet programs, they’re also At BCCC flat-screen televisions will be used in cooking learning to market themselves. demonstrations, live-streaming lessons or pre-recorded “We require them to create Linked In profiles and portfo- lesson videos. Tech will allow guest chefs into the class- lios of their work as well as develop a brand,” Arrowood said. room via video links. Branding is big, according to Marz. When smart technology lives under the exhaust hood, She said students create and build a brand during their upgrades provide real-work experiences. time at NCC. They learn how to document their work and The renovated 1,370-square-foot space inside Founders understand how to protect themselves online. Hall on the Newtown Township campus at BCCC comes “They come in all Food Network, thinking they’ll be equipped with cloud-based touch screens, WiFi, eight state- the next Top Chef. Then they discover there’s 250 chefs of-the-art cooking stations and a high-tech floor made of behind the [personality] on the show,” Marz said. < HERE’S THE PLAN WHEN THE HAPPINESS OF YOUR EMPLOYEES DEPENDS ON THE NETWORK OF YOUR HEALTH PLAN, CHOOSE US.

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UPMC Health Plan received the highest score in Pennsylvania in the J.D. Power 2016-2018 U.S. Member Health Plan Satisfaction Studies of customers’ satisfaction with their commercial health plan. Visit jdpower.com. Nondiscrimination statement UPMC Health Plan1 complies with applicable federal civil rights laws and does not discriminate on the basis of race, color, national origin, age, disability, sex, sexual orientation, gender identity, or gender expression. 1UPMC Health Plan is the marketing name used to refer to the following companies, which are licensed to issue individual and group health insurance products or which provide third party administration services for group health plans: UPMC Health Network Inc., UPMC Health Options Inc., UPMC Health Coverage Inc., UPMC Health Plan Inc., UPMC Health Benefits Inc., UPMC for You Inc., and/or UPMC Benefit Management Services Inc. Translation Services ATENCIÓN: si habla español, tiene a su disposición servicios gratuitos de asistencia lingüística. Llame al 1-855-489-3494 (TTY: 1-800-361-2629). 注意：如果您使用繁體中文，您可以免費獲得語言援助服務。請致電 1-855-489-3494 (TTY: 1-800-361-2629)。 4 Lehigh Valley Business • April 8, 2019 LVB.com

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AUDIENCE DEVELOPMENT Audience Development Manager Tracy Bumba For subscription information and questions, please call 888-506-5770 Hempcrete, arranged in bales, is a building material whose ingredients include lime and hemp hurd. It is also marketed under names such as canobiote, REPRINTS/PLAQUES canosmose and isochanvre. PHOTO/CHRISTOPHER HOLLAND Lisa Arnold [email protected] • 717-323-5213 ADVERTISING Senior Account Executive Need seen for hemp processing facilities John C. Coyle III • [email protected] • ext. 4105 Account Executive By Jason Scott He is a strategic adviser for Canopy Growth USA LLC, a subsidiary Jennifer Rush • [email protected] • ext. 4106 BridgeTower Media of Canadian cannabis and hemp company Canopy Growth Corp. His Special Inserts Account Executive Nancy Signorovitch • [email protected] • Industrial parks filled with companies that make hemp-related jobs entails finding places to build hubs that can match farmers with ext. 4117 products could soon be the norm across Pennsylvania. companies looking to turn hemp into everything from textiles and Geoff Whaling, chairman of the National Hemp Association, construction materials to health and food products. EVENTS Events Coordinator believes that day is not far off — based on passage of the 2018 Canopy Growth already is planning one park, albeit in Dayna Edelman federal farm bill, which legalized cultivation of industrial hemp in Binghamton, New York. The company expects to invest up to [email protected] • ext. 4109 the U.S. $150 million in a hemp processing center that would buy hemp Copyright 2019 by BridgeTower Media. All rights reserved. Volume 30, Number 14. Lehigh Valley “The potential is enormous,” said Whaling, also president of the from farmers within about 50 miles, including parts of northern Business is protected under the federal Copyright Act. Berks County-based Pennsylvania Hemp Industry Council. Pennsylvania. Reproductions of any part by any means or facsimiles without the express written permission of the publisher However, he worries that there will be a glut of hemp in Whaling believes Pennsylvania could be a hotbed for hemp are not permitted. Reprints of LVB articles are available. Authorization to photocopy articles for internal Pennsylvania — the epicenter of U.S. hemp farming before World industrial parks. But he said the commonwealth needs to pass leg- corporate or instructional use may be obtained from the Copyright Clearance Center at 978-750-8400. War II — more than a small number of processors can take on. islation to recognize hemp so it can be regulated like other food Lehigh Valley Business (ISSN 2169-219X) is pub- “My fear is what we will do with all of this hemp,” he said, noting ingredients and commodities. State Sen. Judy Schwank (D-Berks) lished weekly by BridgeTower Media, 1500 Paxton St., Harrisburg, PA 17104-2633. Periodicals postage paid that he hopes to see more processing facilities spring up. at Harrisburg, PA and at additional mailing offices. POSTMASTER: Electronic ACS Service requested. Send Whaling could play a big role in that. please see SCHWANK, page 8 address changes to: Subscription Services, PO Box 1051, Williamsport PA 17703-9940. Lehigh Valley Business services business owners, managers and professionals in an eight-county region comprising Berks, Lehigh, Northampton, Carbon, Schuylkill, Monroe, northern Bucks and northern Montgomery counties. Subscriptions are available for $67 per year, two years As farmers plow ahead, rules hinder banks for $89, and three years for $119. Note to Readers Opinions expressed in any commentary published in By Maria Yohn Nease are, noting that hemp’s regulatory status is cation of federal and state regulations. this newspaper are not necessarily those of Lehigh Valley BridgeTower Media Business. still somewhat in flux. Lorie Heckman, F&M Trust’s chief risk Any suggestion written in material published by this newspaper is not to be regarded as advice (legal, tax, Although Pennsylvania farmers are Cumberland County-based AgChoice officer said there is still confusion over the investment or otherwise), and Lehigh Valley Business blazing a new path into the hemp indus- Farm Credit serves 52 counties in difference between marijuana and hemp. assumes no liability for actions taken by any group or individual based upon such material. try, local banks and credit unions remain Pennsylvania and four counties in West Both are derived from cannabis, but they are We welcome your opinion on issues. Write to Lehigh Valley Business at the address listed above, c/o Editor. You cautious in providing the businesses with Virginia. It has been fielding a growing biologically different, she said. also can email your comments to [email protected]. financing. number of inquiries from farmers who want The 2018 farm bill requires that hemp Published by BridgeTower Media The 2018 farm bill legalized hemp to break into the hemp business, but the contain less than 0.3 percent of tetrahydro- production at the federal level and ag-focused lender is not yet ready to make cannabinol, or THC, the active psychoactive established provisions for its cultiva- deals, according to Michael Schrey, the com- ingredient in marijuana. Any farmer whose tion, transport and sale. It also removed pany’s chief lending officer. crop is tested and found to have higher THC hemp-derived products from Schedule 1 “We need final regulatory clarity and levels is subject to federal penalties, accord- status under the Controlled Substances guidance around how we can support these ing to the bill. Act, a designation that made federally farmers. For now, regulation is playing catch- The production and sale of recreational regulated lenders understandably ner- up with the new law,” he said. marijuana remains illegal in Pennsylvania vous. Like AgChoice, Chambersburg-based Even after the recent changes, some still F&M Trust is also waiting for further clarifi- please see BANKS, page 8

6 Lehigh Valley Business OPINION April 8, 2019 LVB.com Prevent slips, trips and falls at home and work

Slips, trips and falls are a concern for ing: spiral stairs, concrete loading any business or property owner. And with ramps, and commercial scaffolding and the majority of the country projected to ladders. experience above-average precipitation 6. Tactile advantage: All the best stair this spring, the risk of tread products have a non-slip advantage. a slip becomes even Some products are more visible than oth- greater. ers in low-light situations, providing an Causes can range additional safety measure for those with from irregular and vision issues where it can be hard to iden- slippery surfaces, poor tify the start of a step, ramp or drop off. visibility, distractions, The best stair treads have an additional bad design, inad- value – a “feeling cue” – which enhances equate housekeeping, safety with texture or slight variation in Greg and the latest peril to height (making it stand out slightly to the Gerber be added to the list – touch). Stair tread products that allow for texting while walking. custom textures or shapes and heights The problem is especially pronounced can further reduce the chance of someone among older people. According to the missing a sudden change in elevation. Centers for Disease Control and Prevention, PHOTO/TORSAKARIN Simply painting a yellow line on a step is more than a quarter of individuals age 65 for years – even where exposed to chemical, hours (not days) to harden or cure. not a viable safety solution. The solution and older fall each year. To complicate mat- weather and temperature extremes. 4. Visible and unique: To reduce the you choose should have some “grittiness,” ters, falling once doubles a person’s chanc- 2. Cost-effectiveness: There is a wide chance of slips and falls, people need deliver some slight variation in height and es of falling again. One fall in five among range of prices for stair tread solutions – a visible and unique cue at the top and stand out visibly. older adults results in a serious injury, and from bolt-in or industrial-level stair tread bottom step – or at the start and end of As a final note, business owners should older people are less able to recover from noses that require some level of renova- a ramp. This is important for personnel choose a broker who takes time to learn the trauma physically and emotionally. tion to steps, ramps or entry ways to rub- safety, especially for busy or distracted about all aspects of their risk and heed this While some falls – whether the person ber coverings that warp over time and employees, people carrying packages advice: “Severe weather and flooding can is old or young – are unavoidable, many with lots of use – but even some of the best (because they can block sight lines), and strike anywhere, whether or not you are in a can be prevented. A good place to start stair tread products are cost effective. especially critical for people with poor high-risk area,” said Daniel Kaniewski, dep- is to apply a commercial-level, non-slip 3. Convenience: The stair tread prod- vision. Ideally, you want something that uty administrator of the Federal Emergency stair tread product at either your home or uct or solution should be easy to install by delivers a detectable warning such as a Management Agency. “Insurance is the first commercial establishment. Look for these in-house personnel and should not exces- high-visibility strip or glow-in-the-dark and best line of defense.” qualities when doing so: sively inconvenience employees or tenants tread-making compound. • 1. Durability: The best stair tread prod- during installation. Many installations 5. Slip resistance: Many of the best Greg Gerber is an account manager at ucts are long-lasting. A solution that has to take days or weeks and can potentially dis- stair tread products are slip-resistant. KMRD Partners Inc., a risk and human be reapplied every few months can easily rupt stairwells and loading docks, pedes- Make sure to purchase a non-slip stair capital management consulting and insur- become a safety issue and a huge drain on trian traffic, employees at work and more. tread – one with a consistency that ance brokerage firm with three offices in labor resources. Ideally you should look for Look for a non-slip stair tread product that makes it clean and easy to apply, even southeastern Pennsylvania. He can be a solution that is extremely durable and lasts is easy to install or apply and takes only on sloped and irregular surfaces, includ- reached at [email protected].

TAKING STOCK: Investment in pests had a good run Dear Mr. Berko: While working for Rollins (ROL-$41.60) is Orkin skies. ROL’s long-term chart of the last engorged with more bits and bobs, knick- Rollins back in 2003 through late 2008, I Exterminators, and Orkin is among the dozen years shows a steady 45-degree knackery and oddments than a county bought 2,000 shares at $5. Rollins is now largest pest and termite control compa- incline with higher highs and higher lows landfill. Think jump ropes, dumbbells, $39 a share, and after nies, with more than 900 locations world- since 2012, but the current price gives DVDs, candy, crafts galore, innumerable reinvesting the small wide. Rollins has a splendid record of ROL a rather high P/E of 55, and I don’t pens, pencils, stickers, crayons, team dividends, I have revenue, earnings and dividend growth. think there’s a bug business on the planet sports merchandise, backpacks, greeting 2,400 shares worth During the last dozen years, revenues that justifies this number. Even though cards, beach and outdoor games, head- $93,000. improved yearly from $823 million to company officers and directors purchased phones, arts & crafts, T-shirts, jewelry, gag My wife wants to $1.84 billion, and cash flow increased more than 300,000 shares of ROL last gifts, puzzles and incense, and this is just a sell, and she thinks annually from $0.25 to $0.95 last year. year, I’d sell the stock, which appears too tiny list of the merchandise at a FIVE store. we should buy Five Earnings also grew each year from $0.17 richly priced in the $39 to $42 price range. While management needs a quantum Malcolm Below. But because to $0.75 and so has the miserly dividend, You’ve got a smart wife. computer to keep inventory, foxy mar- Berko Rollins is in our joint from a nickel to $0.37. Even with the lure of Amazon and the keting, clever TV ads and talented social account, we’ll have Certainly, a testament to good man- convenience of the internet, off-priced media skills continue to attract custom- to pay taxes on an agement is the steady improvement in retailers continue to thrive in the sweet ers and reach a wider audience. FIVE $83,000 gain. A friend tells us if we put operating margins and a yearly growth in spot of the retail industry. Five Below sells has a brilliant group of nixies, pixies, this stock in our IRA, we won’t have net profit margins from 5.5 percent to 13.5 a formidable range of junk merchandise gnomes and elves running this company; to pay taxes on our gain, provided we percent last year. And I believe manage- to a target market of teens and pre-teens. therefore, I believe the momentum can keep all the sale proceeds in the IRA. He ment (the Rollins family owns 53 percent And every piece of merchandise is priced continue. So, even at 41 times earnings, I seems to be very knowledgeable. – J.F., of the stock) can continue its winning at $5 or below. Cool beans! The “wow” reckon FIVE has the mojo to be $200 in 18 Cleveland ways, as its well-planned acquisition strat- management certainly has impressive months. Do it. Dear J.F.: That friend didn’t drink from egy (32 in 2018) continues to grow ROL’s merchandising alchemy to grow rev- • the fountain of knowledge; he just gargled. future. enues from $280 million to $1.8 billion Please address your financial questions Even my dog Fang knows that’s wrong. But even considering ROL’s notable since coming public at $17 in 2012. Five to Malcolm Berko, P.O. Box 8303, Largo, FL There seems to be a twerp in Cleveland and record-setting numbers, I’m not Below (FIVE-$117) has 750 stores in 33 33775, or email him at mjberko@yahoo. spreading nonsense that’s dangerous to impressed with the stock, and I think your states, and each location is about 8,000 com. your financial health. wife may be right as sunshine and blue square feet. And that 8,000 square feet is ANDREWS MCMEEL SYNDICATION LVB.com April 8, 2019 OPINION Lehigh Valley Business 7 Can Medicare for All solve out-of-control health costs for businesses?

Last week, I read an article in which that employees can’t afford, and neither I spent the next three years learn- expert consultant versus a broker will a local business owner lamented that can employers. In fact, if you asked most ing about the health care industry and dramatically change the outcome for maybe we would be better off with employees what they thought of their finding the right firms that will partner most employers. I encourage you to start “Medicare for All” health care plan they would say it stinks. with us. We have reduced our costs so managing this expense like every other based on his conclu- Out of pure frustration and to do my own dramatically that last year that we were expense in your business and you will sion that “businesses analysis, I had to learn the facts since, able to eliminate all deductibles for our start to see results. are picking up the quite frankly, neither I nor my broker employees and their dependents – and We have a group of local business tab for a fractured understood what was driving our health still reduce the premiums paid by the execs who share best practices and meet system for insurance care costs. company, without changing our plan, monthly and we have similar success sto- provided by for- profit I was conditioned by the market to doctors or network. We did not increase ries regardless of the number of employ- insurance corpora- believe there is nothing we can do and the contribution or copays paid by ees. Our group, The CFO Forum, has had Gary tions.” that health care costs will only go up. Well, employees either. several meetings on health care. We Bender I share his frustra- I’m here to tell you that’s not the case. The result was a reduction of more continue to introduce new practices to tion and I agree with We managed and understood every other than 25 percent in our costs and a tre- help firms reduce the cost of health care his facts; however, aspect of my business down to the dollar. mendous savings for our employees. We without reducing quality. We are intro- I believe there are actions we can take Now we can manage the cost stack of one were able to “keep our insurance” by ducing two great optional offerings that before we wait for the “Medicare for All” our largest spending items for the first understanding the costs and risks – find- bolt on to medium or large plans with solution. time. ing partners who align their goals with programs that reduce costs for all parties. A recent poll showed 80 percent of One of the key things we learned our goals of affordable care for employees These are programs not generally avail- business owners believe there is nothing is that health insurers add on a fixed and employers. Our employees now have able to brokers and not offered by the they can do to lower health care costs. amount for their administration and a great plan that they can afford to use. It major insurance providers (because they I was in that category three years ago. I profits (as set by the state insurance has helped our recruiting and retention. lower costs, which affects a broker’s com- want to share some facts and thoughts as commissioner). As a result, insurers have Our annual renewal meetings are now a missions and earnings). to why I now have less frustration, 25 per- no incentive to reduce costs, convinc- celebration. • cent lower health care costs, a better plan ing me that premiums will continue to We realized that we use expert con- Gary Bender is a co-owner of an engi- and an action plan to continue to control increase unless I found ways myself to sultants to reduce every other expense neering firm, founder and CEO of peer our future health care costs. lower the costs and to add programs that in our business, but we didn’t in health group The CFO Solution and based in the The Affordable Care Act resulted in were not subject to administrative and care. To be honest we didn’t know that Lehigh Valley. He can be reached through higher deductible/higher premium plans profit markups. consultants existed. Working with an www.thecfosolution.org. Fakers are not just applying to colleges

The recent bribery scandal involv- This FBI investigation netted about 50 ing admission to elite universities is just people. It might seem like no big deal. But the latest data point reminding us how I have to believe that cheating on admis- careful we must be when we hire people. sions tests and other workarounds is Credentials don’t tell much more extensive than this. And there the whole story. are plenty of legal ways for students who In case you some- aren’t all that qualified academically to how missed the news, get into schools with a boost from wealthy the FBI is bring- parents. ing charges against What these parents are buying, in addi- wealthy parents, tion to snob-appeal, is a credential. They coaches of non-schol- want their kids to graduate with creden- Richard arship college sports tials, whether they are capable of earning Randall teams, test adminis- them or not. trators and an admis- To be fair, trampling the truth isn’t sions consultant. confined to the super-wealthy. Others Allegedly, the parents paid large sums to have scammed admissions tests. Once the consultant who then used a portion of accepted, there is ample evidence of aca- the money bribing coaches and paying for demic cheating and plagiarism in colleges. falsified admissions test results. Anyone can fabricate credentials and PHOTO/GOODLUZ The coaches receiving bribes would experience on their resume. designate the parents’ children as non- How can you rely on anyone’s creden- nesses obtain employee screening reports Last, but not least, use your probation- scholarship recruited athletes for sports tials when you make hiring decisions? The from professional background checkers. ary period wisely. Too often people slip such as sailing, crew, tennis and water simple answer is that you can’t rely solely These reports can check past employ- through the probationary period without polo, even faking photos of them partici- on credentials claimed by candidates. ment claims, credit history and criminal their skills being tested and evaluated to pating in the sports. The recruited athlete This may seem obvious to some read- records. ensure that a good hire has been made. designation was the ticket to jump the line ers, but who hasn’t seen someone with Academic credentials including degrees There is no excuse for letting that hap- and get admitted, without meeting normal impeccable credentials, who was abso- and grades are not difficult to verify. If you pen. admissions criteria. lutely not qualified for the job they were care that a claimed degree is real, request Unfortunately, not everyone is who they There is a stunning lack of integrity given? In my corporate career, I saw a transcript to be sent to you directly from appear to be. Most people earn their cre- exhibited by everyone involved in this resumes claiming college degrees from the school. For recent graduates, ask for dentials, but some don’t. Do your best to scandal. If you define integrity as doing people who went to school but never professors or a department head as refer- learn who your candidates really are. the right thing, even when no one is graduated, resumes listing schools that ences. • watching, and not doing things you didn’t exist, and grade point averages that For jobs requiring specific skill sets, Richard Randall is founder and presi- wouldn’t want reported in the news, this couldn’t be confirmed. create a test project and ask candidates to dent of management-consulting firm New was a pretty spectacular fail. I could easily There is no fool-proof way to deal with complete it. Check whether their thinking, Level Advisors in Springettsbury Township, get a full column out of that. But today I this, but there are several things you can communication and presentation skills York County. Email him at info@newleve- have a different concern. do to help avoid problems. Many busi- reflect the abilities they claim to have. ladvisors.com. 8 Lehigh Valley Business • April 8, 2019 LVB.com

ating on a cash-only basis, which makes them vulnerable to BANKS robbery, Cassel said. SCHWANK continued from page 4 It’s also logistically difficult to run a business without access continued from page 4 to credit and payroll services, she said. and at the federal level, but hemp is not. Still, hemp is consid- But until there is further regulatory clarification, hemp farm- has proposed such a bill, but it remains ered high risk by most banks. ers are finding ways to make it work. in committee. When banks lend to a high-risk business, they must send Shase Hollenshead, owner of Mercersburg-based Destiny’s “We want to be able to be assured personnel to inspect the business on a regular basis to ensure Agro Farms, decided to start out small when he obtained a per- that all parts of the hemp crop can be there is no illegal activity. This creates a stumbling block for mit from the state Department of Agriculture in 2017 to grow processed and taken to market,” Whaling many banks, Heckman said. and analyze four varieties of hemp plants for fiber content and said. “It would be time-consuming and not all banks have the seed yields. He began with five acres and now has close to 100, Schwank’s bill would help Pennsylvania resources,” she said. he said. court hemp processors, which could However, Heckman said F&M Trust is keeping a close eye Hollenshead knew at the time he didn’t want to take a loan revive vacant manufacturing facilities and on regulations as they develop at the state and federal level. out, so he never contacted a local bank to obtain one. possibly lead to new ones. Whaling has Heckman believes most banks want to play a part in the hemp “If I can’t make it, I’ll just exit,” he said. previously said the Lehigh Valley would industry; they just want a bigger safety net. Smaller banks that have existing relationships with be ideal for hemp processors because of “The hemp industry has the potential to be very lucrative,” farmers may allow hemp businesses to be run through research already being conducted in the she said. their accounts, Cassel said, citing a few of her clients who area by the Rodale Institute and Lehigh Harrisburg-based Centric Bank and Shippensburg-based are doing precisely that. But she declined to name the University. Orrstown Bank confirmed that they do not lend or provide ser- banks. In the meantime, Pennsylvania and vices to marijuana-related businesses. Calls to five other banks “These banks are only doing it because of the working other states are waiting for the U.S. were not returned. relationship they have in place. If word gets out that a bank is Department of Agriculture to develop Banks’ reluctance to associate with hemp businesses is no making these transactions, they’d likely shut down the client’s federal rules and approve state plans to surprise to Judith Cassel, an attorney with Harrisburg-based law account,” she said. monitor hemp cultivation and production. firm Hawke McKeon & Sniscack LLP. She specializes in medical “In some cases, it’s a ‘don’t tell’ situation where the bank USDA has said the regulatory framework marijuana law. just says ‘if we don’t know, then we don’t have to police it,’” might not be in place until the 2020 grow- Cassel said the federal government hasn’t clarified she said. ing season. regulations related to the 2018 farm bill. But states such as Although many hemp farmers in Central Pennsylvania Pennsylvania need them in hand before they establish their are starting out small and may have the financial resourc- Jumpstart own regulations, which could be stricter than the federal gov- es to support their new businesses, the lack of access to As government processes unfold, some ernment’s, Cassel explained. traditional banking is going to be an increasing problem business owners are getting an early start “Each state has to develop a plan,” she said. as more farmers grow hemp and seek to expand, Cassel on hemp. Many banks also are waiting to see if the SAFE Banking Act said. Steve Groff, owner of Wyndridge becomes law. Recently approved by a U.S. House panel, the act Cassel hopes federal regulations will be clarified within the Farm in York Township and a licensed would create a safe path for financial institutions that want to next six months. Until then, she is happy with the progress she physician, recently purchased a $1.5 work with legal cannabis businesses. already has seen. million hemp-processing machine In worst-case scenarios now, hemp businesses and mari- “I think the farm bill is exciting. I think it’s really exciting that juana businesses in states where the substance is legal are oper- we’re getting back to our roots,” she said. < please see PROCESSING, page 9

Tell your story. We’re Listening.

I don’t know who you are. I don’t know your company. I don’t know your company’s product. I don’t know what your company stands for. I don’t know your company’s customers. I don’t know your company’s record. I don’t know your company’s reputation. Now – what is it you wanted to sell me?

COMMUNITY SERVICES FOR CHILDREN MINI OF ALLENTOWN

3773 Corporate Parkway, Center Valley, PA 18034 | 610-797-9300 | www.aesculapusa.com BUSINESS PROFILES 2018

An Inside Look at Greater Lehigh Valley Companies

Early Learning Resource Centers are designed as community hubs where families of young children and child care providers can access early education services and support.

Pictured, From Left: (front row) Steve McKay, Bob Spiro, Denise Torcivia, Scarlett Spence, William Connelly, Angela Holloway; (back row) BobContinuing Sowinski, Keith Moser, excellence Chuck DiNardo, in early education through Early Learning Resourceand informationCenters to clients, on time, every time Mike Barra, Yale Graves. Community Services for Children (CSC) has been a leader in early education Pike, Wayne, Susquehanna, Berks, Schuylkill, Lehigh, NorthamptonBut their huge and successes Bucks. don’t come without their trials. The primary challenge for ranked in the top 10 nationally several times, and the dealership has been ranked Surgical instrument manufacturer drives innovation and efficiencysince its inception in 1981, ensuring all children have access to high-quality learning While ELRCs are a new concept, the services providedtheir at organization, each location Daniels are famil says,- “is finding the best employees that are willing and No. 1 in Pennsylvania by Dealer Rater the last six years in a row. opportunities, regardless of socio-economic background. iar to families and child care providers: able to give our clients unsurpassed sales and service experience. Fortu- Daniels BMW and MINI of Allentown is also passionate about giving nately, we have been blessed to have acquired so many great people who Aesculap, Inc., a B. Braun company, is part of a 180-year-old global organi- surgeons, nurses and health care personnel. A CSC,century which ago, Aesculapoperates Head had already Start and Early Head Start of the Lehigh Valley and • Child Care Works, Pennsylvania’s child care subsidy program; back to the Lehigh Valley community that has encouraged and aided developed a legacy as a medical device toolmakerPre-K because Counts of classrooms, elite craftsmen exemplifies whose excellence in early live up to this demanding standard every day.” Their standard — honesty, their development and achievements for so long. They have supported zation dedicated to supplying health care markets all over the world. Aesculap began • Keystone STARS, Pennsylvania’s quality improve- precision, dedication, and expertise in surgicallearning equipment by engaging was infused communities into every to put children first. integrity, accountability and character — is what has shaped and devel- as a manufacturer of surgical instruments in Tuttlingen, Germany in 1867, and has ment program for child care providers; many community and local charities throughout the years, including had a presence in the U.S. since 1977. Aesculap’s vision is this: “Through collabo- surgical instrument produced. This proud heritageCSC is isthe still sole seen provider today, ofnot Early only Head in Start and Head oped the dealership’s successful mission throughout the years, as well as St. Luke’s Hospital, Good Shephard, The Lehigh Valley Zoo, Iron Start in the Lehigh Valley and has been recognized as a • Referrals for early learning programs like Head Start, rative excellence we will improve the quality of a each instrument manufactured, but also in a wide an emphasis on keeping promises to fellow employees and to customers. Pigs Baseball Team, Phantoms Hockey Team, Miller Blood Bank, array of innovativeHead Start products center andfor excellence,services that taking are a two-generation Early Head Start and PA Pre-K Counts; and patient’s life and meet the needs of the changing Northampton Community College, and The Boy Scouts of America. approach to help families thrive beyond the classroom. Daniels BMW continues to grow. Their expansion includes a Cer- health care environment.” changing patients’ lives, such as the first aneurysm • Information on Early Intervention services and Nearly 97 percent of children who graduated from Head tified Collision Repair Center which is the only Certified Collision As for their future plans, Daniels BMW intends to continue to expand clip designed for use under the surgical microscope supports. Today, Aesculap operates in 50 countries in 1968 andStart the ofindustry’s the Lehigh first Valley dynamic last cervicalyear were fully ready for kindergarten. Center in the area that specializes in BMW and MINI automobiles. and focus on their mission: “To offer a total ownership experience that around the world, with their U.S. headquar- ELRCs have taken these services, which used to be provided from various agen- plate in 1999,CSC among is known many others.for innovation, from STEM-based preschool learning in its New- Staff members at the center are also trained in the proper repair pro- seeks to deliver perfection in products, services and information to our ters planted in Center Valley, Pa., where they cies within a community, and housed them under one roof, creating an integrated ton School classrooms, to a literacy and technology lab for preschoolers, to a ther- cedures for Mercedes, Land Rover, and Audi, as well as all standard clients, on time, every time.” In 2005, they reopened a larger, state of the have been providing high-quality employment As an independent, family-owned business, system that makes it easier for families and providers to access the support they need. Aesculap embraces both the opportunities andapeutic the challenges center-based presented Early Head by the Start program that addresses the needs of babies makes and models. art facility to further accommodate their growing customer base, and they opportunities in the Lehigh Valley for over 18 years. They take pride in their ELRCs break down barriers to improve the quality of and access to early learn- global marketplace. Their commitment to theirand toddlerscompany’s impacted values, suchby drug as integrity, abuse. In addition to early education programs, CSC In 2010, Daniels BMW founded a MINI franchise after seven years plan to continue to renovate their current facilities in order to enhance the employees, knowing that it’s truly their dedication that has made Aesculap the works with families to help them secure child care and subsidy, and with child care ing services across the state. Families now have a single point-of-contact to find honesty, quality, efficiency and innovation, provides them a solid foundation upon of lobbying MINI USA to bring the franchise to the Lehigh Valley. The customer experience. industry-leading company it is today. providers to ensure they receive training and support. high-quality early education opportunities to help their children learn and develop, which their culture is built and can thrive. brand has an incredible heritage, dating back to 1959, and is famous for its revolu- As the world’s largest surgical instrument manufacturer, Aesculap designs and apply for assistance to help with child care costs or access other resources that will “We value our clients’ time and we are continually investing in the future to pro- Their values create a standard that every employeeNow, CSC is heldhas to,embarked regardless on aof new title, adventure in early education, as the lead produces surgical instruments for both classical and minimally invasive surgery set them on a path to success. Child care professionals tionarycan build car community design and connec automobile- racing and rallying victories. Following in the vide the best customer experience possible by reducing the time it takes to find and job function or responsibility, which createsagency a climate for Earlyof trust, Learning ethics, Resourceand account Centers- (ELRCs) in five regions across Penn- for many surgical specialties including neurosurgery, gynecology, urology, cardio- tions and bolster quality outcomes by working with coachesDaniels’ to achievetradition STAR of excellence 3 and and exceeding owners’ expectations, their MINI to purchase a new or pre-owned vehicle,” Daniels says. “‘One price, one person, one ability. Aesculap believes that embodying thesesylvania. values ELRCs, in their created everyday by thework Pennsylvania life Department of Human Services’ vascular, thoracic, ENT, plastic and reconstructive surgery. They combine modern 4 status. Dealership has achieved MINI’s highest awards, as well. The sales staff has been hour’ is our goal for all our vehicle sales transactions.” is the key to fostering their culture of collaborationOffice andof Childensuring Development their long-term and Early Learning, are designed as community hubs technology with their old world tradition, offering over 20,000 different products success as a company. It’s the key to their continual,where families sustainable of young growth. children With and child care providers can access early education The ELRC in each region will engage community partners to achieve CSC’s — the widest array of surgical instrumentation available from a single manufacturer their internal resources and innovative strength,services Aesculap’s and support. commitment CSC will is lead to ELRCs in the following counties: Bradford, mission to prepare young children and their families to succeed in learning and life — with a particular focus in the fields of General, Neuro, Spine and Orthopedics. uphold this directive for the future generationsColumbia, of their Luzerne, employee Montour, and health Sullivan, care Wyoming, Carbon, Lackawanna, Monroe, through innovative, comprehensive, leading-edge services. Constantly forging forward in the medical device space, Aesculap employees partners — and through them, their patientsLEHIGH — continuingVALLEY BUSINESS to serve the health LEHIGHBUSINESS VALLEY BUSINESS PROFILES 2018 | 9 BUSINESS PROFILES 2018 | 11 drive innovation and efficiency by closely collaborating with customers, patients, care market for decades to come.

AN ADVERTISING SUPPLEMENT TO LEHIGH VALLEY BUSINESS LEHIGH VALLEY BUSINESS BUSINESS PROFILES 2018 | 3

Business Profiles is the special advertising supplement of Lehigh Valley Business that will highlight the region’s businesses in magazine format. A full-color profile will be devoted to featuring the history, accomplishments and growth of your company. BUSINESS PROFILES CLOSE DATE: JUNE 10, 2019 | PUBLICATION DATE: JULY 29, 2019 Contact Mike O’Rourke at [email protected] or 610-807-9619 ext. 4112 for more information. LVB.com Lehigh Valley Business • April 8, 2019 9

is cast in block around a wood, steel or PROCESSING concrete frame to build and insulate walls, continued from page 8 which can be covered with lime plaster and paint. named the HempTrain that will be Coexist and Americhanvre are using installed in an 80,000-square foot hempcrete to build a mobile home, which warehouse in Red Lion later this sum- they plan to bring to the Cannabis World mer. Congress and Business Exposition in New Groff’s processing center is believed to York in May. be the first of its kind in the U.S. and will The model home is being built on an allow for large-scale agricultural produc- 18-foot flatbed equipment trailer with tion. The machine can break down hemp about 600 pounds of hemp hurd, which bales into three parts: two different types is imported from Europe and turned into of fiber and one part clean biomass. The hempcrete. clean biomass contains cannabinoids, “One of its greatest attributes is thermal one of which is the popular CBD used in mass, which means it’s good at absorbing health products. energy,” McIntosh said. “It is superior to Other processing facilities could traditional insulation.” follow, according to real estate pro- He said hempcrete can replace fessionals like Jim Scott of Colliers drywall and insulation. But it is more International. Drew Oberholtzer, left, Ana Konopitskaya and Cameron McIntosh are partnering in the Greater expensive because of the labor involved Scott, who specializes in commer- Lehigh Valley to make products using hemp building materials. PHOTO/CHRISTOPHER HOLLAND to pack it into forms to cure and harden. cial and industrial properties in the Importing hemp hurd also bumps up the Philadelphia region, said there is a lot calls could follow. two businesses that are building projects cost. of demand for smaller processing facili- “I think it’s something that will develop using imported hemp materials. “Proximity to processing facilities will ties. into a niche market,” Scott said. Oberholtzer and Konopitskaya own make it less expensive,” McIntosh said. He has been fielding inquiries from a Berks County architecture and design The partners believe that lower costs companies that make hemp products, Hemp on the move firm called Coexist Build. McIntosh owns will lead to the proliferation of products including CBD oil, that are looking for If they want hemp material for building a company in Lehigh County called like precast hempcrete blocks and panels, existing buildings of 5,000 square feet to projects or other products now, U.S. com- Americhanvre, which makes planter boxes which can speed up the construction pro- 25,000 square feet. panies have to import it from Europe and out of hemp. The two firms are operating cess. Industrial real estate experts in Central other countries. under a joint-venture agreement to offer But hemp companies will need to get Pennsylvania have been mum on hemp But a trio of Greater Lehigh Valley busi- design-build services to build products their products certified as safe by U.S. inquiries. However, several saw an ness owners is optimistic that a domestic and structures with hemp materials, organizations such as the International uptick in calls about old manufacturing supply chain around hemp materials will including hempcrete. Code Council and the American Society and warehouse sites in recent years as take hold in Pennsylvania. Hempcrete, also known as hemp lime, of Testing and Materials before hemp Pennsylvania handed out permits to grow Drew Oberholtzer, Ana Konopitskaya is made from a mixture of hemp, lime and can catch on more broadly with build- and process medical marijuana. Hemp and Cameron McIntosh are partners in water. It is a non-structural material that ers. <

Experience the Thrill of Competitive Go-karting - Participate in the Corporate Racing Challenge! Local businesses and corporations that want to participate in the Corporate Racing Challenge can contact ArtsQuest Sr. Director of Business Development Nicole Dotta at [email protected] or 610-332-1334. Every business that sponsors a car receives a five-person team in the event, as well as a variety of other great benefits: • Friday night kickoff party • Team t-shirts • Fully-catered lunch on race day • Signage surrounding the track June 14-16 • Team photos • Tickets for family and friends for the public racing session June 16 Presented by Lehigh Valley Grand Prix steelstacks.org 10 Lehigh Valley Business • April 8, 2019 LVB.com

During a tour of Columbia Borough in March, Pennsylvania Gov. Tom Wolf talks to Justin Eby, director of housing and community development for the Lancaster County Housing and Redevelopment Authority. Wolf is calling attention to areas statewide that could benefit from his proposed infrastructure plan, dubbed Restore Pennsylvania.PHOTO/IOANNIS PASHAKIS Can broad benefits sell a narrow tax?

By Thomas A. Barstow observers noted, of why the Democratic The Marcellus Shale Coalition, an indus- in the industry. Contributing writer governor’s latest stab at enacting severance try lobbying group, and the Associated Opponents of a severance tax also have Gov. Tom Wolf is hoping to spend $4.5 tax may fare better than his earlier forays. Petroleum Industries of PA, were joined in included the Pennsylvania Chamber of billion on an infrastructure plan called Because Restore Pennsylvania funnels a March 11 letter to the governor by various Business and Industry. It has argued that Restore Pennsylvania that goes beyond the investments to a range of under-funded industry groups who also oppose a new sev- the tax would erode momentum for an typical road and bridge projects tradition- projects that appeal to a broad base of resi- erance tax. They included the Pennsylvania industry that has been pumping up the ally tied to infrastructure initiatives –from dents and businesses, legislators might have Builders Association and the Pennsylvania state’s economy. removing blighted buildings to expanding a difficult time opposing the severance tax Manufacturers’ Association. The letter argued Gene Barr, the chamber’s president and walking trails. this time around, these observers said. that the state has been collecting overall rev- CEO, said this month that the chamber Another idea calls for increased funding enues above estimates in recent quarters and supports many of the programs identified to a state program that helps build new What it does should not seek additional money through a in Restore Pennsylvania. natural gas lines: the “last mile” initiative Under Restore Pennsylvania money severance tax. That letter, as well as statement But, he said, funding should not come run by the Pennsylvania Department of would flow to numerous efforts statewide released by the Marcellus Shale Coalition from a single industry, which would be Economic and Community Development. over a four-year span. after Wolf’s announcement in January, punitive to that industry. While natural-gas delivery companies It would help raze about 300,000 blighted pointed out that the industry already pays If Pennsylvania can remain a leader in pay to build lines to reach more custom- properties. High-speed internet services an impact fee in Pennsylvania that benefits natural gas production, then the industry ers, the costs can outweigh the benefits if would be extended to rural and suburban communities and funds some of the pro- will continue to create jobs and pay taxes there are too few customers in a given area. communities that don’t have adequate grams outlined in Restore Pennsylvania. that could further support the programs in Those more remote addresses are where broadband. Communities damaged by “Pennsylvania’s tax on natural gas – the Restore Pennsylvania, he said. Currently, the DCED program can supplement gas- storms would get cash for flood mitigation impact fee – generates hundreds of millions the state has a competitive advantage over line extensions – the so-called last mile. and cleanup. Investments would be made of dollars annually for critical infrastructure other states that have implemented sever- But the funding mechanism to pay for in walking trails and greenways. And there programs across the entire Commonwealth,” ance taxes, he and others said. Restore Pennsylvania would come from would be cash for roads and bridges, as well David Spigelmyer, president of the Pittsburgh- a new severance tax on a different part as other traditional infrastructure projects. based Marcellus Shale Coalition, said in the New plan, different result? of the natural gas industry, the part that The funding mechanism is a severance January statement. “This existing annual tax Supporters of a severance tax acknowl- extracts the gas from deep within the tax that would assess extraction compa- revenue, when combined with other busi- edge, while there is strong support among ground. The extraction companies – which nies for the natural gas they pull from the ness taxes paid by the industry, as well as Pennsylvania residents for a severance tax, have vigorously opposed Wolf’s repeated ground. However, the tax failed in the state lease bonuses and royalties tied to natural efforts to implement a tax have repeatedly efforts to implement a severance tax – are legislature each year of Wolf’s first four-year gas development on state land, has provided fallen short. They hope this time the result separately owned and operated from the term. House Republicans responded after nearly $5 billion in revenue since unconven- is different. gas-delivery companies that might benefit his latest announcement by saying that they tional shale gas development began.” Previous proposals called for injecting from Restore Pennsylvania. had not been consulted about the proposal He added that the new tax would hurt And that is just one example, several and did not intend to support the legislation. consumers, cost jobs and curb investment please see RESTORE, page 11 LVB.com Lehigh Valley Business • April 8, 2019 11

nor’s press secretary. example, has spurred a coalition of farm Swope also forwarded a written state- RESTORE “The building trades, the economic devel- groups, educators, legislators and industry ment from the company’s chief regulatory continued from page 10 opment groups, they will take a hard look,” groups that has been trying to solve the officer, Paul Szykman. Yudichak said. “This is a jobs bill. I think you problem for years. The Wolf administra- “UGI is supportive of legislative efforts that new tax dollars into the state general fund, will see more and more coming on board.” tion estimates that about 800,000 residents are reasonably designed to expand access to said state Sen. John T. Yudichak (D-Carbon, Abbott and Sam Robinson, Wolf’s depu- don’t have access to high-speed internet. natural gas for Pennsylvania residents and Luzerne). Restore Pennsylvania, however, ty chief of staff, said they see support gain- At a seminar in January, a panel of experts businesses, as expansion supports energy would fund specific initiatives that commu- ing each time Wolf speaks to a new group. expressed frustration about the lack of operating cost savings, service reliability, and nities need and want. “The plan is tailored to the needs that we funding on the state and federal levels. environmental benefits,” Szykman wrote. “It will go to historically underfunded have across the state,” Steven J. Samara, president of the “However, UGI believes it is important to programs, and we will drive out those Robinson said. Pennsylvania Telephone Association, has balance the benefits of expansion with the funds to communities in their time of They recognize ‘There is not been among those supporting the effort and associated costs related to funding as part of need,” Yudichak said. “It will be a historic that the significant a legislator was one of the panel members in January. a comprehensive approach in order to ben- investment in the counties, cities, suburbs lobbying effort “The bottom line is that we are dedi- efit all Pennsylvanians.” and rural Pennsylvania.” against a severance who doesn’t cated to developing rural broadband,” A spokesman for Columbia Gas said Yudichak has been a prime sponsor of tax will accelerate, so have a Samara said. the company’s own efforts have included previous severance-tax proposals and is that is why Wolf and He said his Harrisburg-based organiza- investing more than $1.8 billion between in the process of drafting the details for his team are making binder full tion, which represents 30 rural carriers, 2007 and 2018 to modernize and expand the Restore Pennsylvania bill, which is the rounds, they said. of needs for is aware of the governor’s proposal but its distribution system in Pennsylvania. expected to appear in April, he and others Wolf was in Lancaster pointed out that the enabling legislation About $1.4 billion of that amount has been said. The goal would be to issue bonds so County in March to their districts’ hasn’t been drafted. used for replacing aging pipes in the 26 that money could be available as early as talk about funding — State Sen. John T. “The devil is in the details,” he said. counties the company serves. next year. The bonds would be repaid as for redevelopment in Yudichak (D-Carbon, Up to this point, the organization has not “Columbia Gas is not involved in the severance tax revenues come in. Columbia. Luzerne) taken a position on the severance tax, exploration or drilling of natural gas, but The fact that the new revenues would “Many lobbying Samara added. we support efforts to increase natural gas not supplement the general fund but groups do not sup- As for the gas-distribution initiative, an reserves through the safe and environmen- specific programs means that Restore PA port a severance tax,” Abbott said. “But official with UGI Utilities said the com- tally responsible exploration and tapping should get widespread support, he and there is a lot of local support.” pany needs more details about the gover- of domestic gas sources, which furthers others maintain. Opponents and proponents alike say nor’s plan, too. the goal of making the benefits of natural “There is not a legislator who doesn’t that funding alternatives – in case the sev- “In the past, UGI has generally opposed gas more readily available to residents of have a binder full of needs for their dis- erance tax does not gain enough support additional taxes on natural gas, which Pennsylvania,” Russell Bedell, communica- tricts,” Yudichak said. – are not being discussed. ultimately increase energy costs for our tions manager, said in a written statement. Business lobbying groups and business “The governor was blunt about that, customers,” Joseph Swope, manager of He said the company also supports the owners – who might initially balk at tax- and the short answer to that question is media relations and special projects for DCED’s last mile program, which offi- ing an industry – might be swayed when no,” Yudichak said. UGI Utilities, said in an email. The com- cially is known as the Pipeline Investment they see the benefits to their communities, As word spreads, and after the legisla- pany is based in East Cocalico Township, Program, or PIPE. especially as Wolf and his team cross the tive details are finalized, supporters expect Lancaster County. “UGI does not have As to whether the company would support state to meet with community leaders, more help from potential stakeholders. enough specific information regarding the the severance tax that would further fund PIPE, said Yudichak and J.J. Abbott, the gover- The broadband access issue, for current proposal to comment further.” Bedell had not responded by press time.<

16TH ANNUAL

Monday, June 17, 2019 e Golf Chip in to Mak Tournament a Difference Chip in to make a difference at Fellowship Community’s 16th Annual Golf Tournament.

Funds raised will help Fellowship Community provide quality Memory Care and Support to our independent living, personal care and nursing care center residents.

Get a Hole-in-One and Win a Brand New Car!

To sponsor the event or to register to golf, visit FellowshipCommunity.com 12 Lehigh Valley Business • April 8, 2019 LVB.com Agencies hoping to boost nascent hemp industry

By Stacy Wescoe ranging from identifying the best seed Committee, which oversees the farming formed an ad-hoc hemp committee, [email protected] varieties to researching potential custom- of plants considered invasive or in need of which will be headed by Councilwoman Changes adopted under a federal farm ers. extra controls. Tara Zrinski. The committee will bring bill passed in late 2018 declassified hemp She said the state’s two-year-old together experts and interested parties to as a Schedule 1 drug and allowed for research program offers a framework for Economic development help guide policies and best practices. wider cultivation across the country. designing the next phase, which includes To help get the industry rolling, Powers “We really want to understand the But, after an 80-year hiatus, much has an approval process for those seeking to said her department has formed a part- economics behind hemp and what we changed in the world of commercial hemp grow hemp commercially. nership with the governor’s economic need to do in the county to promote it,” farming. “Our program is in place using our development arm, Team PA, designed to she said. “We’re really excited to be able So, interested producers are taking baby existing structure for researchers. We did help hemp producers find funding and to grow hemp in Northampton County steps toward what they hope will become this so there wouldn’t be any regulatory establish partners along the supply chain. again.” a lucrative product. They need to navigate delays at the state level,” Powers said. Funding to help hemp farmers also is Many Penn State agricultural extension a sea of regulations and challenges includ- She noted that Pennsylvania approved included in a farm bill proposed this year offices from Schuylkill County to Lancaster ing funding, infrastructure and equip- 84 hemp research farms before the federal by Gov. Tom Wolf. County also have been gathering experts ment. farm bill legalized commercial cultivation. The bill would create a grant program to help farmers interested in hemp. State and local governments, mean- Those farms have already been approved providing $500,000 to encourage farming Alyssa Collins, director of Penn State while, are trying to work with hemp farm- as commercial growers for 2019. of high-priority crops like hemp, hops and South Eastern Agriculture Research and ers to make the transition as seamless as And those farmers have more freedom. hardwoods. If passed, the bill also would Extension Center in Lancaster County, possible. Before the farm bill passed, they were lim- allow existing state funds to go to hemp, said there are real risks for farmers if “In Pennsylvania, we feel we’re a little ited to 100 acres, but that restriction has just as they go to other crops. they rush into growing hemp without bit ahead of the game,” said Shannon been lifted. Additionally, there will not be Powers cautions, however, that the bill working out the logistics, such as how to Powers, spokeswoman for the state a cap on the number of commercial grow- still needs approval from the legislature. harvest and store the crop properly, who Department of Agriculture. er applications accepted for 2019. will process it and who will ultimately She noted that the state has allowed So far, Powers said there are 135 farm- Counties commit buy it. for self-funded hemp research projects ers in some stage of the approval process, Other governmental bodies and local “We’re the ones trying to gather all of for the past two years and created a hemp including the original 84. Approval is organizations are also working to manage the information so that people who need steering committee where potential part- needed because hemp is regulated by the the industry’s growth. to make decisions will have somewhere to ners can come together to discuss needs state’s Controlled Plant and Noxious Weed Northampton County Council has go,” Collins said. <

used in products ranging from soda to pain relievers. WHAT IS HEMP? FARMERS While many more farms attempted Hemp is a variety of the cannabis sativa plant, one that does not produce a significant amount continued from page 1 to grow CBD-rich hemp for research, of the psychoactive chemical tetrahydrocannabinol, or THC. Pennsylvania farmers ran into an obstacle But because hemp is similar to the THC-producing cannabis plant, the commercial farming of group that grew to 50 growers with 100 when it came to buying the best seeds. hemp had been banned in the United States since the 1970s. And it hadn’t been commercially acres apiece in 2018. According to farmers, state regulations grown in the U.S. for about 80 years. More farmers are expected to plant hemp forced them to buy seeds overseas instead The 2018 U.S. farm bill allowed for the commercial growing of hemp, with some restrictions, and this year after its growth was allowed under of from sources in the U.S. that had bred farmers are expected to begin growing the plant this year. a provision in the 2018 farm bill. seeds for high-CBD plants. Hemp is prized for its seed, which produce CDB oil, or cannabidiol. CBD oil is used to treat For this year’s rollout of the industrial “A lot of breeding has occurred in conditions ranging from pain to anxiety. hemp program, there won’t be a cap on states like Colorado and California,” said Seeds are also used as a nutritional supplement. acreage and the state Department of Benjamin Davies, owner and operator of The fiber and stalks of the hemp plant are known for their durability and can be turned into Agriculture has approved 120 farmers for Wild Fox. “Because they’ve had more of an fabrics, plastic-like compounds, biofuel and insulation. industrial cultivation with no intentions of open door to the cannabis plant in gen- slowing down. eral, there has been a lot of breeding for —Stacy Wescoe Like the initial crop of hemp growers, hemp genetics that we couldn’t touch or farmers face many potential pitfalls. use in Pennsylvania before.” looking to grow and harvest hemp fiber, He said farming hemp can be harder than Overzealous farmers, investing too Pennsylvania farmers now can use which requires taller plants than those farming mainstream crops like soybeans. much money or acreage during their first hemp varieties from other states to find raised to produce CBD oil. “I heard a lot of people will grow some year, could make crop-ruining mistakes the right plant genetics for what they want Plants grown for fiber can grow over big acreage, and in my personal opinion like planting seeds late or growing plants to grow. But that poses a new challenge: 10 feet tall, which is too tall for traditional it’s the wrong thing to do,” he said. “You with too much THC, or tetrahydrocan- With so many options for seeds, new farm- combine harvesters. Hemp grown for CBD could have the best management in the nabinol, which is the intoxicating ingre- ers could find that their plants’ THC levels is similar in makeup to marijuana, which world and still not have good weather.” dient in marijuana, according to Erica surpass the federal limit of 0.3 percent. A grows to around six feet tall. Farmers interested in planting for the McBride Stark, executive director of the hemp crop over the legal THC limit has to Nonetheless, Stark said the market for first season of commercial hemp growth Pennsylvania Hemp Industry Council. The be destroyed before it can be harvested to hemp fiber and grain, will grow in the could also run into problems with seeds. nonprofit is focused on hemp education ensure that it can’t be used as a drug. coming years once farmers get the right Stark said she worked with a farmer who and broadening use of the product. That 0.3 percent can sneak up on farm- equipment and the infrastructure is built spent $25,000 on seed, only to realize that “There is a learning curve and there are ers, according to Stark, because of the way to process the plant. more than half of the seeds were males, a lot of things to be taken into consider- the federal government tests hemp for “I think the fiber and the grain side is which die before they can be harvested ation and it’s very expensive,” said Stark. THC. The plant contains an inert chemi- often underrated and underappreciated just and need to be pulled out. “They don’t understand how crucial it is to cal that, when heated up during the test- because of all the buzz with CBD right now,” CBD strains can also be ruined by other pick the right genetics, making sure THC ing process, can push THC levels past the she said. “But if we want to create a sustain- nearby crops that can cross pollinate with levels aren’t exceeded.” legal limit, forcing destruction of the crop. able future, hemp fiber is the key to that.” a farmers CBD-rich hemp, raising THC Wild Fox Provisions, a farm in “I’m concerned that people don’t know Shase Hollenshead, owner and operator levels and producing male seeds that die Washington Township, Berks County, was the nuances,” Stark said. “If you let the of Destiny’s Agro Farm in Franklin County, off before they can be harvested. one of two farms in the state last year to CBD get too high it will have too much grew hemp for its fibers in 2017 and 2018. “If you are growing a CBD-rich crop, the succeed in growing hemp with high levels THC and it will be illegal.” But during the growing season last summer, next closest farm should be three miles of cannabidiol, or CBD, which is being Farmers also may stumble if they are heavy rains killed off a number of his plants. away,” Hollenshead said. < I N S I D E JIM KLUNK “Remember that success is largely not because of yourself but because of the help of others, both present and past.”

Page 19 BusinessFOCUS ON MARKETING YOUR BUSINESS April 8, 2019 • www.LVB.com Next week: Banking, Finance & Investments

In fight for fans, baseball has new rival

By Thomas A. Barstow York College. “No one is outside playing any sport.” Contributing writer Across Central Pennsylvania and the Lehigh Valley, professional baseball Hundreds of children are enthralled with the sport they are playing in the teams are gearing up for season openers in April. baseball stadium. Except they are not playing baseball. They are playing a Years ago, team owners and operators adjusted to a new reality in game called Fortnite. And the video game has nothing in common with what which baseball games largely served as backdrops to community gath- older generations still call America’s favorite pastime. erings. That is true whether it is the Lehigh Valley IronPigs, a Triple-A Meet what some observers say is baseball’s future fan base – perhaps. affiliate of the Philadelphia Phillies; the Harrisburg Senators, a Double-A “Personally, I think esports is cutting into all sports consumption, not just baseball,” said Mike Mudrick, an associate professor of sports management at please see BASEBALL, page 16

The sun rises April 4 – opening day – at Coca-Cola Park, home of baseball’s Lehigh Valley IronPigs in Allentown. The IronPigs partner with businesses throughout the Greater Lehigh Valley to market products and services to the team’s fans. PHOTO/CHRISTOPHER HOLLAND AWARDS CELEBRATION WEDNESDAY, MAY 8, 2019

Congratulations to the 2019 class of Women of Influence!

The award winners, chosen by an independent panel of judges, are Cedar Crest College recognized for their professional success, community involvement, 100 College Drive and advocacy for women. Allentown, PA 18104

Linda Anderson Lorraine Jerdon 12:00 – 2:00 p.m. Anderson Group Jerdon Construction Services To reserve your seats or for more Robyn Cavallaro Patricia Johnson information, please visit Sagra Beans & Sagra Bistro Lehigh University www.lvb.com/events Samantha Ciotti Falcone Julie Knight SCF Architecture, LLC Morgan Stanley or contact Dayna Edelman at [email protected] or 610-807-9619 ext. 4109. Vicki Doule Dianne Magee BSI Corporate Benefits Grim, Biehn & Thatcher Jaccii Farris Dina Manoway Sponsorships WFMZ TV/Julian Farris Films Victaulic Kim E. Fraites-Dow Marie McConnell Available Girl Scouts of Eastern Pennsylvania Fitzpatrick Lentz & Bubba, PC Contact Mike O’Rourke at [email protected] or 610-807-9619 ext. 4112 (GSEP) Tiffany Miller Francee Fuller OraSure Technologies, Inc. Barry Isett & Associates, Inc. Jennifer Ramos Join the Michelle Gaynor Allentown School District Conversation #LVBWOI Klunk & Millan Avery Smith Jane George KingSpry ArtsQuest Tracie Springer Michelle Griffin Young Dress for Success Allentown PRESENTING SPONSOR: Greater Lehigh Valley Therese Sucher Chamber of Commerce Tower Health Denise Grothouse Marcia Welsh Perfect Six East Stroudsburg University Heather Heeter Ruthann Woll Borton-Lawson Engineering RKL LLP

ASSOCIATE SUPPORTING SPONSOR: SPONSOR: Lifetime Community Woman to Watch Achievement Award Achievement Award Award Nancy Dischinat Sarah Barrett Sarah Yunusov Workforce Board Lehigh Valley YWCA Allenton Laughing at my Nightmare, Inc. LVB.com Lehigh Valley Business • April 8, 2019 15 FOCUS ON MARKETING YOUR BUSINESS Hemp marketing hews to fine line

By Brian Pedersen The products are not performance [email protected] enhancers but rather provide overall well- A cream produced For those looking to advertise and mar- ness and muscle recovery, said Justin Finck, by Elevate Hemp, a company in Telford ket hemp products, it pays to offer some vice president of business development for that manufactures educational content first before trying to Elevate Hemp. He views the products as a products with sell it. And it doesn’t hurt to have strategic non-pharmaceutical solution to pain relief. hemp-derived partnerships either. Athletes have been early adopters cannabidiols, known by the But it also is important to avoid making of the company’s products, and it was shorthand CBD. any unsubstantiated medical claims. important to connect to that community PHOTO/SUBMITTED That is the advice of marketing and through the partnership, he said. advertising professionals who have an eye “I just felt as an emerging brand, we on the burgeoning industry. wanted to look at wellness, weekend war- sumer educa- And it’s the approach being adopted riors, and find an anchor there,” Finck tion should be a by Elevate Hemp, a company based in said. big part of this,” Telford that manufactures products with Companies that pitch their hemp Aumiller said. hemp-derived cannabidiol, or CBD. products as solutions to pain relief or as Educational The products, which are distributed to methods for enhancing well-being or content can take about 1,600 stores throughout the U.S., reducing stress can make their products the form of blogs, include creams, liquids, sprays and drops more appealing to the general consumer, video, animation designed to provide pain and anxiety relief said Scott Byers, managing director or other design- and promote overall wellness. and founding partner of Lehigh Mining heavy media, said Elevate Hemp runs blog posts on its & Navigation, a marketing agency in Jason Mastroianni, website to educate consumers about what Allentown. head of strategy for hemp does for the body and what its prod- And hemp also could benefit from Report, the FDA recently sent warning Liquid Interactive, a marketing firm ucts can offer. being portrayed as a healthy alternative letters to companies it says are making in Upper Macungie Township. To boost awareness, the company part- to products from major pharmaceuti- “egregious and unfounded” claims about Beyond that, he said, hemp companies nered in 2018 with Spartan Race, an organi- cal firms, said Denis Aumiller, managing the benefits of products made with CBD, can lean on the same practices as compa- zation that conducts obstacle-course races director and founding partner of Lehigh a non-psychoactive compound found in nies with more mainstream products, such throughout the world. The collaboration Mining & Navigation. cannabis. as blogging and search-engine marketing. is expected to help Elevate Hemp reach a However, hemp firms also must avoid “This limits the marketing effort of the But Aumiller advised them to steer clear of global audience and raise its profile. making any unsubstantiated medical hemp and CBD business; it’s a challenge,” stereotypes associated with its more con- The partnership provides education claims, he added. Aumiller said. troversial cousin. through a website and blog posts about If companies over-promise on health For hemp products, though, the mar- “We would recommend people stay what Elevate Hemp describes as CBD’s or other benefits, they may have the Food keting and advertising is likely to start away from marijuana leaf imagery and benefits for people in Spartan Race’s digi- and Drug Administration on their backs, with education. psychedelic colors because of any negative tal community. he said. According to U.S. News & World “It’s a complex issue and we feel con- connotations,” Aumiller said. < Want a better brand? It’s a matter of position. By Nick Swartz provide, is all geared toward delivering positioning statement are often more who Starbucks was and who they aspired Special for Leigh Valley Business a consistent and credible brand experi- likely to present their brand in a consistent to be. Your brand may very well be your ence. and credible way, in turn building more Sure, Starbucks could have positioned company’s greatest intangible asset. Not One of the most powerful ways equity and value in their brands. itself around convenience, customer ser- only does it have the power to capture a to shape the way your brand is per- Take Starbucks for example. When vice or quality, but by establishing a well- consumer’s prefer- ceived is by establishing a well-defined Howard Schultz took the helm in the crafted positioning geared toward true ence and loyalty, it brand positioning statement. A brand early 1980s, he understood that coffee differentiation, it was able to transcend also makes them more positioning statement is a few care- was most often consumed at home or its brand into something much more and willing to pay more fully crafted words that articulate the at the office. So he set out to position masterfully set itself apart. for your product or essence of who you are, why you exist, Starbucks as “the third place” in some- Whether you need help refreshing your service. and what makes your brand unique one’s daily routine — a warm and wel- brand to better communicate what you It’s important to and special. It provides a unifying lens coming place for people to gather and stand for or to set the stage for a pivotal understand that your that brings a focus to everything your connect over a cup of coffee. transformation in your company’s history, Nick brand is more than organization does — from day-to-day By positioning the brand in such a establishing a brand positioning statement Swartz just a name or a sym- decision-making to long-term business fashion, everything Starbucks did was can be one of the most important steps bol. It’s a culmina- planning. designed around the customer experi- you take toward creating lasting brand tion of a consumer’s Don’t confuse a brand positioning ence, from comfortable furniture to the value and business growth. interactions, expectations, memories, and statement with other aspects of your mug coffee was served in to the style of Not only will taking the time to refine relationships that, taken together, account brand identity. Mission, vision and val- music that was played. Later, free WiFi your strategic brand positioning help for their decision to choose one offering ues statements are all important, but became an important piece of the puzzle. you clarify who you are and where you’re over another. they are often geared toward helping This positioning was so easy to under- going, it will help you articulate a road- Put simply, it’s what people say about internal stakeholders understand the stand that everyone from the CEO to the map for the future and help you become you when you’re not in the room. organization’s reason for existing, what barista was able to embrace it and deliver more efficient and effective in the way that Companies with great brands don’t the organization believes and how its on it. you market your business. happen by accident. They have a strong, people should behave. A brand posi- The third place wasn’t a gimmicky What’s your company’s “third place”? clear focus on how they want the world to tioning statement is about shaping the marketing slogan. It didn’t appear as • perceive them. Everything they do, from perception of your brand with external a tagline in advertising campaigns or Nick Swartz is director of brand strategy the way they design their products to the audiences. on product packaging. It was simply an for Klunk & Millan Advertising in South way they market them to the service they Companies that carefully craft a brand authentic and ownable translation of Whitehall Township. 16 Lehigh Valley Business • April 8, 2019 LVB.com FOCUS ON MARKETING YOUR BUSINESS

As a sports management teacher, he added, students tend to want careers in BASEBALL other sports. continued from page 13 “Baseball is just not as exciting with our students,” Mudrick said, noting that affiliate of the Washington Nationals; or younger people today are not as likely the Atlantic League teams in Lancaster to sit for nine innings and multiple and York. pitcher changes. “They get bored eas- But the ability of traditional sports ily.” enterprises to capture the attention of new generations will grow increasingly difficult Less rain, more fans? because of the rising popularity of esports, Menzer, Reynolds and Knupp said observers noted. they expect strong attendance this year, Today, esports teams compete in especially after the rainy 2018 season. national events, and the best play- Menzer said two-rained out Saturdays ers can earn scholarships or salaries, in 2018 cost the team $75,000 in con- depending on where they play, said Bob cession sales alone. Reynolds is among Ancharski, director of events and ticket- those who question assertions that ing at Whitaker Center for Science and youth interest in baseball is waning, the Arts in Harrisburg. Whitaker serves saying some studies show that participa- as the arena for the Harrisburg University tion in the sport has been increasing in esports team, which is earning national recent years. attention. Two employees rake the bullpen to prepare it for opening day for the Lehigh Valley IronPigs at Chip Baumgardner has been studying And the teams are getting corporate Coca-Cola Park in Allentown. PHOTO/CHRISTOPHER HOLLAND and writing about the evolution of minor sponsors. league sports since the 1990s. He has So far, the Harrisburg University aways might be tied to action on the piece,” Knupp said. tracked the declining interest in traditional team has lined up about seven corpo- field, such as a gift that goes to ticket Efforts to reach officials with the sports, a trend that has been particularly rate sponsors, partly because esports holders if a home run is hit in a given Harrisburg Senators and Reading Fightin felt in baseball. teams are proving they can create the inning. Phils – both AA teams – were unsuccess- The professor at the Pennsylvania same school and community pride as Mudrick mentioned one particularly ful. But observers noted that the tasks for College of Technology in Williamsport locally owned baseball teams or other effective promotion by a Revolution all minor league teams involve creating said minor league teams adapted long traditional sports, said Ancharski, who sponsor, in which fans got a coupon events that will appeal to new genera- ago and became innovators for attract- also teaches sports management at York for a free food item at a Rutter’s con- tions. ing young fans. The various theme College. venience store. The promotion created Last summer, the IronPigs planned nights can create a wider sense of com- “It’s growing at lightning speed,” he game-day excitement, turned fans’ a Fortnite Day at Coca-Cola Park. Fans munity, he agreed. But that task will said. attention to the field, and lured custom- could play alongside professional become increasingly difficult because That popularity has caught the notice ers into stores for days after the game, gamers and IronPigs players. The day millennials prefer entertainment they of minor league baseball promoters. Mudrick said. featured a number of themed events. can enjoy from the comfort of their Teams such as the IronPigs, Lancaster A spokesman for Rutter’s declined to Contests started early in the morning homes, which is one reason esports has Barnstormers and York Revolution have comment. But Mudrick and Menzer said – hours before the actual game time – been taking off, he said. been innovators in creating events to such promotions are common with spon- and included fans playing the game on “Millennials, in general, don’t have a attract crowds. sors – or partners, as they also are called in the videoboard and on club-level video need to be at a live event,” he said. From Saturday night fireworks dis- baseball. screens, according to the IronPigs web- With esports, observers noted, a plays to giveaways based on action on “The fact that I can remember that pro- site. person can practice for hours on end the field, the marketers know they are motion a year later tells you it was clever Themed nights that involve esports at home with the thought that they, selling more than baseball. A family- because it stuck in my mind,” Mudrick and video games, such as an arcade too, could get scholarships or be paid friendly night out filled with fun activi- said. night pioneered by the Frisco Texas professionally. That appeal is strong ties and promotions will bring in people Roughriders baseball team, are becom- because it opens possibilities to just who have little interest in the game Undivided attention? ing more common, Mudrick and others about everyone, regardless of their being played on the field, said experts in At a time when everyone is bombarded said. physical stature or prowess, which marketing trends. with digital pitches that can drown out an Fortnite, which is a video game that would be required for success in a tra- Eric Menzer, president of the advertiser’s message, baseball games offer involves war-like maneuvers, could evolve ditional sport. But those opportunities Revolution, said the trends have been sponsors an opportunity to reach thou- into live-action competitions at ballparks, do not bode well for maintaining the unfolding for years, including the idea sands of people for several hours, observ- he said. For the most part, he added, the fan bases of traditional sports, observ- that baseball’s popularity is being fur- ers said. The sponsors can range from new generations are not as inclined to take ers said. ther eclipsed by esports and video health care companies to construction part in physical activities, but the themed Kelly Hollinger, who is on the board of games. companies to convenience stores, accord- nights can at least bring younger people Whitaker Center, said esports are evolving “My tongue-in-cheek answer to this ing the teams’ websites. in, with the hope that they become life- so quickly that he anticipates sponsor- is that all these things are true,” Menzer The companies’ owners and managers long attendees. ships to increase, too. Esports attract tech- said. “Thank goodness we are not in might not be hard-core fans, either, but “You always want to have youth atten- savvy players and fans, as well as compa- the baseball business … Our business is they know that creative pitches will reach dance,” he said. nies working with cutting-edge technolo- authentic, affordable family entertain- people who are there to have a good time. Early in the video-game industry, young gies. That dynamic will be attractive to ment,” he said. Participants will then associate that expe- people were playing games tied to foot- sponsors looking for such skills in their That sense of creating memorable rience with the companies. ball and basketball and that often meant current and future workforces, observers community events – where people feel At the IronPigs stadium in Allentown, gamers became interested in the NFL noted. like they want to attend at least a couple some fans might be more connected and NBA when they got older. Baseball As Hollinger put it, such companies will of games per season – is what attracts to the game because the AAA team leaders erred by not ensuring creation of invest marketing dollars where they are corporate sponsors, said Menzer and is known for sending players to the similar video games related to their sport getting the most “eyeballs.” Michael Reynolds, general manager of the Phillies, said Lindsey Knupp, vice presi- earlier on, Mudrick said, adding that he “The traditional sports, while they are Lancaster Barnstormers. dent of marketing and entertainment. researched the trends for his master’s OK … they are not going to exponentially Sponsors can show they are involved But AAA franchises also have evolved, thesis in 2011. While he thinks esports will grow like esports will grow,” Hollinger in the community, while providing much she added. continue to erode support for all tradi- said. “Nothing against baseball. It is just more than a billboard in the outfield, “There are so many reasons to come tional sports, baseball might struggle the not something that is new and excit- they said. For example, prizes and give- to a game, and baseball is just one small most, he said. ing.”< LVB.com Lehigh Valley Business • April 8, 2019 17 FOCUS ON MARKETING YOUR BUSINESS Better marketing critical to success for AEC firms By Glenn Ebersole AEC firms in 2019 and beyond? Here are the buying decisions. So the way buyers insights for the development of an integrat- Special for Lehigh Valley Business four that must be considered. find AEC service providers is and will be ed marketing and communications plan. Successful firms in architecture, engi- Increased use of technology in mar- changing. When a business identifies a Strategic recruitment: An ever- neering and construction, or AEC, will be keting: The AEC firms that are driven to be challenge, the next step in the purchasing increasing challenge currently persists in driven and guided by a strategic integra- successful and on the cutting edge will look process is to research solutions, and 75 the AEC hiring market. Architectural, engi- tion of marketing and to new technology and approaches to solve percent of AEC buyers will turn to Google neering, construction and environmental communications. client needs. The increased use of technol- or other search engines as a starting point. talent is in high demand, and the reality is Although this has ogy will keep them ahead of their competi- This means that AEC service provid- that there are not enough qualified people been common practice tion, which is becoming increasingly fierce. ers and partners with the most visible to fill existing job openings. in many businesses, AEC firms rely on large amounts of internet expertise will have the advantage One big additional potential disruptor many AEC firms are data. Frequently this data is in very large of first impression. If an AEC firm cannot for AEC firms is the possibility of the fed- behind the times in the files that can take a long time to load. be found in a Google search, if the firm’s eral government agreeing to address the use of this strategic tool Firms are looking more to cloud-hosting website is not mobile-friendly and if the nation’s infrastructure deficiencies. If that Glenn and continue to market providers and data-compression tech- website cannot convey how the company commitment is made, then the shortage of Ebersole their services the way niques to share large amounts of data helps its clients, the firm will be at a sig- needed talent will be exacerbated. they have done for across multiple locations and thereby nificant disadvantage. Strategic business leaders understand decades. Outdated and facilitate collaboration. Strategic growth through M&A: One that their marketing efforts need to go unimaginative thinking that uses the “we Leading firms are investing and explor- trend that appears to be growing is that pro- beyond attracting clients and must include have always done it that way” approach for ing ways to incorporate these tools with fessional services firms are pursuing merg- attracting talent, too. marketing will not result in a successful and their existing expertise and services. The ers and acquisitions as a primary growth No matter what marketing trends appear sustainable future for the firm. firms that are able to demonstrate results, strategy. Recent research shows nearly in 2019, remember this advice from Don Leading AEC firms have successfully and clearly market these integrated tools, one-third of professional services firms Tapscott and Anthony D. Williams, best- adopted and deployed the strategic inte- will have a significant market advantage. were active in M&A in 2018. Firms that have selling authors of “Wikinomics”: “Holding gration of marketing and communica- Google as the “go-to” search: The gen- been successful at rapid growth have strate- back technology to preserve broken busi- tions, known as IMC. And now other firms eration in today’s workforce that has never gically targeted and acquired smaller niche ness models is like allowing blacksmiths are realizing they must start changing their known a world without the internet is now firms with specialized professional services. to veto the internal combustion engine in marketing before it is too late. Marketing becoming a big part of the AEC industry. One important strategic consideration for order to protect their horseshoes.” is changing rapidly and we are seeing the Therefore, a firm’s website will be increas- success is selecting firms with complemen- • positive impacts of a strategic integrated ingly important to its success. Today, 84 tary services and with needed talent. Glenn Ebersole, is a professional engi- approach using technology, such as virtual percent of AEC buyers check out a firm’s It is critical to research the firm to be neer and business development manager and augmented reality. website during the buying process, and 83 acquired to learn about the value of its at CVM Professional and CVMNEXT Success also requires monitoring and percent have ruled out a potential service brand, potential synergies with the acquir- Construction in King of Prussia. He can be reviewing marketing trends. What will be provider before even talking with them. ing firm and potential conflicts between the reached at [email protected] or 610- the most impactful marketing trends for Millennials will be making more of firms. This research will provide valuable 964-2800, ext. 155.

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On Thursday, March 28, Lehigh Valley Business held its 2nd Future of Higher Education Symposium. Leaders in higher education throughout the Lehigh Valley came together to address affordability, enrollment challenges and opportunities, and the increasing role of technology in education.

Thank you to our panelists and attendees for making this program a success! PANELISTS: Fr. Jim Greenfield, OSFS, President, DeSales University Dr. Kathleen E. Harring, Provost, Muhlenberg College Dr. Elizabeth Meade, President, Cedar Crest College Dr. Marcia G. Welsh, President, East Stroudsburg University

PRESENTING SPONSOR: MAJOR SPONSORS: SUPPORTING SPONSORS: THE LISTS Advertising Agencies & Marketing Firms: Page 22 Signage Companies: Page 23 LApril 8, 2019ists • www.LVB.com & leads Next week’s list: Registered Investment Advisers

A CONVERSATION JIM KLUNK WITH of Klunk & Millan Advertising

Jim Klunk is president and CEO of message directly to their target audi- directly stimulate the local economy? How the digital presence for City Center Klunk & Millan Advertising in South ences. does it get directly involved with the local Allentown to attract new businesses and Whitehall Township. One digital avenue that has grown in community? talent to the region. We’ve also developed He started his career at Lieberman- recent years is paid social media advertis- Klunk: Our firm has grown to a staff of a new creative platform and go-to-mar- Appalucci Advertising in Allentown, ini- ing. These ads are cost-effective, clean and 24. Those employees and families alone ket strategy for Pocono Raceway. Other tially as a graphic designer and later as unobtrusive, and leverage advanced tar- add significant impact to our local clients including Olympus, Air Products associate creative director. geting capabilities that simply aren’t possi- economy – homes, schools, living, and and Crayola Experience are headquar- After several years at Lieberman, he left ble with the majority of digital advertising recreational spending. Nearly all of our tered locally, but their reach extends and joined a startup as executive creative mediums. Paid social’s growth potential is firm’s materials and professional sup- globally as well as nationally. We’re director. the emergence of new features, function- port services are purchased locally too: often on the road, as some clients, such In 1989, he co-founded Klunk & Millan, alities, ad formats, targeting and reporting insurance, legal, medical, financial, etc. as Stanley Black & Decker and Bulbrite, which this fall will be celebrating its 30th capabilities. We support many not-for-profit, are based outside the region. anniversary. educational, and civic organi- Keep your eyes peeled for He has a bachelor’s degree in advertis- LVB: What is your guiding philosophy as a zations – serving on boards Bulbrite, a lightbulb ing from Kutztown University. business leader? and volunteer commit- manufacturer, as we’re A resident of Allentown, he enjoys Klunk: Work hard, respect and help oth- tees, sponsoring events establishing its brand spending time with his family, playing ers, know when to step forward and when and scholarships. We’re in an extremely com- squash and golf, and staying fit. He and to step aside, and remember that suc- a charter investor of petitive category. In his wife also enjoy collecting original art, cess is largely not because of yourself but Lehigh Valley Economic fact, Bulbrite’s dec- primarily in support of local artists. because of the help of others, both present Development Corp. and orative lightbulbs and past. a member of Greater can now be found LVB: Technology has had a significant impact Lehigh Valley Chamber on the American on the way business is conducted in today’s LVB: If you could change one thing about of Commerce since our Idol Hollywood set. world. What are some popular trends or your industry, what would it be? inception. tactics in regard to social media and other Klunk: Although we’ve seen it chang- technological platforms that help companies ing, there are still requests – typically in LVB: What have been some of market their business? requests for proposals – to develop specu- the most notable projects that Jim Klunk: Social media channels have lative creative and/or a marketing strategy you’ve completed on a local level? undoubtedly earned their position at without proper understanding of scope Do you work solely in the region, the cutting edge of today’s digital mar- and budgets. Our best work results from a or do you expand into other keting strategies. These platforms allow collaborative effort with our clients to plan markets nationally and/or for instantaneous communication with and produce strategic, intelligent, honest globally? customers, reach on a massive scale with and creative communications. Klunk: Recent local a single inspiring tweet or post, and the projects include latest features to help brands bring their LVB: How does Klunk & Millan Advertising establishing

CALENDAR Thursday, April 11 Summary: Workforce planning and Where: MAEA computer lab, 250 One Where: Top of the 80’s, 3 Top of the Held by: Northeast Pennsylvania employment training Norwegian Plaza, Pottsville 80s Road, Hazleton Tuesday, April 9 Manufacturers & Employers Association Where: Top of the 80’s, 3 Top of the Time: 9 a.m.-12:30 p.m. Time: 9 a.m.-4 p.m. Held by: Northeast Pennsylvania Summary: Job safety analysis training 80s Road, Hazleton Cost: $110 members, $220 nonmem- Cost: $171 members, $342 nonmem- Manufacturers & Employers Association Where: Top of the 80’s, 3 Top of the Time: 9 a.m.-4 p.m. bers; lunch included bers; lunch included Summary: Conflict management strate- 80s Road, Hazleton Cost: $171 members, $342 nonmem- Contact: Chris Robbins at crobbins@ Contact: Chris Robbins at crobbins@ gies training Time: 9 a.m.-2 p.m. bers; lunch included nepamaea.com or 570-622-0992 nepamaea.com or 570-622-0992 Where: Top of the 80’s, 3 Top of the Cost: $139 members, $278 nonmem- Contact: Chris Robbins at crobbins@ 80s Road, Hazleton bers; lunch included nepamaea.com or 570-622-0992 Tuesday, April 16 Tuesday, April 23 to Wednesday, April Time: 9 a.m.-4 p.m. Contact: Chris Robbins at crobbins@ Held by: Northeast Pennsylvania 24 Cost: $171 members, $342 nonmem- nepamaea.com or 570-622-0992 Tuesday, April 16 Manufacturers & Employers Association Held by: Manufacturers Resource bers; lunch included Held by: Vistacom Summary: Safety roundtable providing Center Contact: Chris Robbins at crobbins@ Friday, April 12 Summary: Tech expo 2019 an OSHA update Summary: Maintenance planning and nepamaea.com or 570-622-0992 Held by: Hobart’s Run & The Hill School Where: Sands Bethlehem Event Center, Where: Top of the 80’s, 3 Top of the scheduling Summary: Pottstown investors conference 77 Sands Blvd., Bethlehem 80s Road, Hazleton Where: Local manufacturer to be Tuesday, April 9 Where: The Hill School Center for the Time: 9 a.m.-6 p.m. Time: 11 a.m.-1 p.m. announced Held by: Lehigh Valley SCORE Arts, 760 Beech St., Pottstown Cost: Free Cost: $40 members, $80 nonmembers Time: 8:30 a.m.-4:30 p.m. Summary: Simple steps to financing Time: 8:30 a.m.-3:30 p.m. Contact: www.vistacominc.com/tech- Contact: Chris Robbins at crobbins@ Cost: $690, $650 if a group of three your small business Cost: Free expo2019 nepamaea.com or 570-622-0992 or more Where: First Commonwealth Federal Credit Contact: Stephanie Trauner at straun- Contact: Diane Lewis at diane.lewis@ Union, 5500 Crawford Drive, Bethlehem [email protected] or 610-705-1018 Tuesday, April 16 Wednesday, April 17 mrcpa.org or 610-628-4578 Time: 5:30-7 p.m. Held by: Northeast Pennsylvania Held by: Northeast Pennsylvania Cost: Free Monday, April 15 Manufacturers & Employers Association Manufacturers & Employers Association SUBMITTING ITEMS Contact: Tracy Damiani at tracy.damiani@ Held by: Northeast Pennsylvania Summary: Three levels of hands on access Summary: Management development Email calendar items two weeks in scorevolunteer.org or 610-266-3000 Manufacturers & Employers Association training. Access one: fundamentals certificate series: organizational behavior advance to [email protected] 20 Lehigh Valley Business NEWSMAKERS April 8, 2019 LVB.com PEOPLE: promotions, appointments and hires ACCOUNTING most recently was chief credit family physician with its South president and chief technology Allentown- New Britain Township, Bucks officer with Phoenixville Federal Bethlehem Family Practice. officer of The Camel Project, based Lehigh County-based DunlapSLK PC Bank and Trust. She has a bach- She has a medical degree from and Jackson of U3: Body, Mind, Valley named Dale M. Rudaski a super- elor’s degree from the University the American University of the & Spirit is secretary of The Community vising senior of Pittsburgh. Caribbean School of Medicine. Camel Project. Robin J. Gray, Foundation accountant in Christopher Perillo, Brian R. named Anne the accounting CONSULTING MARKETING Schobel and Elaine Swavely M. Reid a Reid services depart- Allentown-based Thiel Upper Macungie Township- were elected board members. board member. ment. He will Strategic Communications based Liquid Interactive Gray is with the Law Office of She is associ- provide account- named Jeremy Binder a part- named Bret Ludlow vice presi- Robin J. Gray. Perillo is busi- ate vice president for finance ing, tax, and ner. He was dent of strate- ness development manager at at Moravian College and is employed as a gic solutions. RKL LLP. Schobel is a certified responsible for administering advisory services Rudaski for privately held network engi- He will lead an public accountant and man- the endowment of Moravian companies, family-owned busi- neer, senior interdepart- aging director at Supporting College and Moravian nesses and individuals. He is a information mental team Strategies. Swavely is a retired Theological Seminary and man- certified public accountant and technology con- of strategists office administrator and shop aging the college’s budget and has a bachelor’s degree from sultant, inter- that will seek to steward. Lucia DeAngelo of debt portfolio. She is a certified Penn State. active/network Binder understand the Ludlow Customers Bank, Ed Frack public accountant, has a bach- operations cen- needs of core of The Factory Advertising, elor’s degree from Franklin and ASSOCIATIONS ter director and director of infor- and prospec- Jennifer Riggs of Primerica Marshall College and an MBA Harrisburg-based Hospital mation technology. tive clients and and Marianne Wright, mar- from Villanova University. and Healthsystem Association support their keting specialist, were named of Pennsylvania named Clint EDUCATION growth. He was members of the advisory Valley Youth House, which Matthews a board member. He Berks County-based Kutztown director of busi- board. helps vulner- is president and CEO of West University of Pennsylvania ness develop- able, abused Reading, Berks County-based named Krista D. Evans direc- ment. Melanie Bucks County-based Type and homeless Novak Tower Health and has spent tor of admis- Novak was One Parent Project, which pro- youth, named more than four decades in health sions, effective named a web vides support Eric B. Luftig care. in May. She has analyst. She will and awareness board chair. He more than 21 develop usable for families liv- is vice president Orlando, Florida-based years of admis- insights by mea- ing with Type 1 of Victaulic and Luftig International Association sions experience suring data from diabetes, named has been a Valley of Amusement Parks and and was Lehigh clients’ website Brenton K. Youth House board member Attractions North America University’s Evans and campaigns. Musselman a since 2011. named Steve Bell a member senior associate Elliot Castillo Castillo board member. of its manufacturers and sup- director of admissions. She has was named a He is a certified Musselman REAL ESTATE pliers subcommittee. The sub- a bachelor’s degree from Penn quality analyst. public accoun- South committee develops programs State and a master’s degree from He will ensure tant and senior accountant with Whitehall and provides services to engage Lehigh University. that clients’ New Britain Township, Bucks Township- attractions industry manufactur- marketing solu- County-based DunlapSLK PC. based Howard ers and suppliers. Bell is busi- HEALTH tions follow Hanna The ness solutions architect with CARE best practices Allentown-based American Frederick Fountain Hill, Group named Colebrookdale Township, Berks and high per- Wilson Foundation for Suicide County-based Gateway Ticketing Lehigh County- formance stan- Prevention Ragaa Ezzat a Ezzat based sales associate. Systems Inc. St. Luke’s dards. Tom Wilson was named Eastern University Health a web developer. He will main- Pennsylvania Network named South Whitehall Township- BANKING & FINANCE tain client websites and imple- Chapter, which Dr. Charles based Better Homes and Gardens Wyomissing-based Tompkins ment new back-end solutions covers 36 Cohan a mem- Real Estate | Valley Partners VIST Bank named Debora Ann Cohan for them. Pennsylvania ber of St. Luke’s named Tara Banninger, James Micka senior vice president and counties, named Gastroenterology Associates in Dorward and Dan Williams chief credit offi- NONPROFITS Dawn M. Evans Monroe County. He was an indepen- Realtors. cer. She will pro- Reading-based The Camel president. Evans dent physician. vide corporate Project LLC, which helps com- Teresa Perez He has a medical oversight of the munities change the culture of and Jim Presto were named co- degree from the bank’s loan port- unacceptable behaviors that chairs, Tricia Carbaugh treasur- SENDING NEWSMAKERS Chicago College Send announcements concerning folio, manage result in trauma and abuse, er, Samantha Rynard secretary of Osteopathic promotions and newly hired personnel to credit underwrit- elected Pamela Gockley, Dean and Mallory Weymer, Desiree Medicine/ [email protected]. Save photos at 300 dpi ing and establish Micka Hornberger and Elizabeth Galdeieri, Joseph Calhoun and as TIFF or JPG files. Please do not embed Midwestern risk ratings for EJ. Jackson officers. Gockley Connie Sutton board mem- photos in word documents. Photos sent University. commercial loan relationships. Gledhill is president, executive direc- bers. Evans is assistant profes- through the mail will not be returned. The network Releases should include the municipality in She has more than 35 years of tor and founder of The Camel sor of occupational therapy at also named Dr. Lori Gledhill a which the company is located. financial services experience and Project, Hornberger is vice Misericordia University.

SEND YOUR BUSINESS NEWS TO: [email protected] LVB.com April 8, 2019 OFF THE CLOCK Lehigh Valley Business 21 PEOPLE: out and about, in the community and other noteworthy sightings

Center for Humanistic Change celebrates anniversary at new location PJW Restaurant Group customers raise money for Ronald McDonald House Charities The Center for Humanistic Change, Inc. hosted an open house on March PJW Restaurant Group presented a check for $124,064 during the 14-hour live “Change the Luck of a Child” telethon to benefit Ronald 13 to kick off its 40th anniversary, as well as introduce the public to its McDonald House Charities of the Philadelphia Region Inc. Since 2012, the group has raised more than $600,000, with patrons at all new location. CHC is now at 555 Union Blvd., Suite #7 in Allentown. More P.J. Whelihan’s and Pour House locations donating during a month-long campaign by purchasing shamrocks that decorate the walls than 100 community members from the Lehigh Valley and New Jersey were of the restaurants. Pictured from left: Laura Prior, P.J. Whelihan’s bartender; Tim Whelihan, P.J. Whelihan’s Blue Bell general manager; in attendance. Attendees had the opportunity to tour CHC’s new facility as Nichole McCloskey, P.J. Whelihan’s Bethlehem manager; Tara Del Vecchio, P.J. Whelihan’s Bethlehem general manager; Jessica Breslow, well as learn about available programming, walk through CHC’s Mock Teen PJW Restaurant Group director of marketing and technology; Don Bell, CBS Sports Reporter), John Durante (RMHC Philadelphia Region Bedroom, and network with colleagues. Pictured from left are Taylor Kipp and board member and McDonald owner-operator; Dana Gimbor, P.J. Whelihan’s server; and Donna Pilla-Abbonizio, RMHC Philadelphia Roger Sayes Joseph III, open house attendees, and Karen Korpics, senior Region board member and McDonald owner-operator. director, operations/program effectiveness at CHC.

Merchants Bank Supports Lehigh Valley High Charter School of the Arts Merchants Bank of Bangor supported the Lehigh Valley Charter High School of the Arts with a $300 sponsorship towards the school’s artistic performances this season. Pictured from left: Mark Jobes, chief banking officer, Merchants Bank; Diane LaBelle, executive Dunkin’ and PEEPS partner to kick off spring director and CEO, LVHCSA; and Michael Cole, branch manager, Dunkin’ and PEEPS, the iconic treat made by Just Born Quality Confections in Bethlehem, partnered to kick off the spring season. The Dunkin’s Bethlehem office, Merchants Bank. custom-sculpted coffee car and the PEEPSMOBILE embarked on a road trip that started in Bethlehem and landed in Dunkin’s birthplace of Quincy, Massachusetts. Along the route, both cars stopped at six Dunkin’ locations where the first 250 guests were treated to a free small PEEPS 1 Lehighmarshmallow-flavored Valley Business iced• April coffee, 8, 2019 a PEEPS donut and other LVB.com giveaways. Their first stop was April 2 at Dunkin’s store at 2926 William Penn Hwy. in Palmer Township. Pictured are participants with the coffee car and PEEPSMOBILE.

CLASSIFIED MARKET

Owner Retiring After 25 Years PUBLIC AUCTION Reading Rentals VALUABLE COMMERCIAL REAL ESTATE - GREAT INVESTMENT OPPORTUNITY - ENTERTAINMENT MONDAY, MAY 6th - 6:30 P.M. 1340 Centre Ave., Reading, Berks Co., Reading, PA. 19601 Roger Latzgo 610-767-7120 4 Blocks South of FirstEnergy Stadium. Auction on right. Piano, Guitar, Vocals LOT: 1.37 Acres. ZONED R3; SPACIOUS 2.5 STORY BRICK www.rogerlatzgo.com VISIT & STUCCO BUILDING w/ Approx. 37,200Sq. FT. +/- OFFICES, SHOWROOMS, 2 LG. STORAGE RMS, SHOPS, 2ND FLOOR LVB.COM LOUNGE; LOWER LVL (2) 15K sq. ft. STORAGE AREAS, INTERIOR LOADING BAYS w/ LG. OVERHEAD DOORS, ON PAVED OFF STREET PARK. DETAT. BLOCK TWO BAY BUILDING: 3K sq. ft. +/-, W/ OFFICE, GAS HEAT, SECURITY, YOUR FENCING & SPRINKER SYSTEMS, RUBBER ROOF Inspection by appointment ONLY. Lehigh Valley Business MOBILE For Real Estate Portfolio, Call Al Reist, Auct. (717)951-5088 is now accepting PHONE. See: auctionzip.com ID#7416 or reistauctioneers.com Legal Notices. for detailed info & photos. Real Estate TERMS: Sold As-Is. 10% Down Sale Day. We are a newspaper of Balance & Settlement in 60 days. Subject to confirmation. Note: This is nearly an Absolute Sale. Low Reserve. General Circulation. Real Estate Portfolios with Disclosure form and Conditions of Sale will be available with more detailed information and photos. Contact Cheryl Gaydos at Mrs. Marshall needs to sell this fine property. 610-807-9619 or Auction By: Auction For: Reist Auctioneers Reading Rentals [email protected] Al Reist, Auct AU-1637-L Mrs. Nancy Marshall-Vokorokos, Pres to place your notice. Mr.Allen Morehead 22 Lehigh Valley Business THE LIST April 8, 2019 LVB.com LVB.com April 8, 2019 THE LIST Lehigh Valley Business 23 2019 CONGRATULATIONS TO THE 2019 CLASS OF THE FORTY UNDER 40! The award winners, chosen by an independent panel of judges, are recognized for their commitment to business growth, professional excellence and the community. Join us for an awards reception and ceremony on THURSDAY, APRIL 11 FROM 6PM – 8:30PM BEAR CREEK MOUNTAIN RESORT, MACUNGIE To reserve your seats or for more information, please visit www.lvb.com/events or contact Dayna Edelman at [email protected] or 610-807-9619 ext. 4109.

Syzane Arifaj Mark Fiorini Julie M. Macomb Frank J. Pintabone Matthew T. Tranter Law Office of Syzane Arifaj Westgate Global Logistics Norris McLaughlin, P.A. Integrity Lawn Care & Landscape KingSpry Shane Baglini Alissa Christine Gapinski Michael A. Magazzu LLC & Majestic Logistics LLC Brandon Trate Northampton Community College Shift4 Payments, LLC Sands Casino Resort Bethlehem Robert Pretopapa Barry Isett and Associates, Inc. Kathryn M. Brown Kenneth L. Gibat Abigail M. Martin One Financial Services Laura Walizer Morton Brown Family Wealth, LLC Person Directed Supports, Inc. Fitzpatrick Lentz & Bubba, P.C. Oliver Reilly The Walizer Agency, Brynn R. Buskirk Kristy N. Glass Nicholas Michael Bradbury-Sullivan LGBT Community State Farm Insurance Phoebe Ministries Reading Hospital / Tower Health ArtsQuest Center Joshua L. Weiss Samuel E. Cohen Natalie Hodak Kristy Jo Minier Ric Reppert RKL LLP Gross McGinley, LLP Legacy Planning Partners Wells Fargo R. L. Reppert, Inc. Michael J. Weiss Amanda Comunale Jeffrey Kutz Matthew Mobilio Kristin Searfoss Populytics, Inc. Victaulic Bridge Gap Engineering, LLC Mobilio Law, LLC Sequential Technology International, Khine N. Zaw LLC. Marc Decowski Palaka Levey Julia Nickey Khineder Creations Herbein + Company, Inc. Independent Consultant & Author Penn State Health Heidi L. Stahl RestoreCore Katie P. Desiderio Andrea Luhman Guarino Michael P. Otto Moravian College 3Seed Marketing, Design & Otto Psychological Associates, LLC Natalia Stezenko City Center Jennifer M. Driscoll Interactive Erika Riddle Petrozelli Lily’s Hope Foundation Lehigh Valley Community Nick Swartz Foundation Klunk & Millan Sponsorship Opportunities Available! FOR INFORMATION CONTACT MIKE O’ROURKE AT 610-807-9619 EXT. 4112 OR [email protected]

MAJOR SPONSOR: ASSOCIATE SPONSORS: A PROGRAM OF: