Restaurant investments The dreams and the reality

Pages 20-21 OCTOBER 25, 2016 • VOL. 3 • NO. 22 • $2 Inside CHANGING CAREERS Starbucks power Another shop bodes well for downtown MIDSTREAM Page 9 Carol Arnott-Robbins did it, and so can you

Fast farewells, long goodbyes Funeral industry changes with times Pages 22-23

Corner Office Teresa Avery followed her heart to nonprofits Page 25

Special candidate questionnaire inside, pages 10-17 Photo by Ron Dubick In this issue First Look...... 3 Business News...... 4-23 Viewpoint...... 24 Spotlight...... 27-28 DBT Book of Lists: Staffing Firms...... 29 Market Watch Smartboard...... 34 Smyrna office property on U.S. 13 for sale Readers’ Guide...... 35 Page 35 2 OCTOBER 25, 2016 DELAWARE BUSINESS TIMES www.DelawareBusinessTimes.com

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Branding • Advertising • PR • Media • Digital • a-b-c.com www.DelawareBusinessTimes.com DELAWARE BUSINESS TIMES OCTOBER 25, 2016 3 VOL.VOL.VOL. 3 2 2NO. NO. NO. 22 17 15 OCTOBER AUGUST JULY 21, 18, 25, 2015 2015 2016 FIRST LOOK The ITALIAN-AFoundedMERICAN 2014 HERALD Are you prepared to protect the biggest A Biweekly Newspaper Serving Delaware’s Business Community Vol. 3, No. 22 dated 25 October 2016, © Copyright 2016 by Today Media, All Rights Reserved. thing you have to lose — your reputation? This newspaper or its trademarks may not be reproduced in whole or in part in any form or by any means electronic or mechanical, Watching Wells considering. of accountability including photocopying or recording, or by any information storage Fargo CEO John First, from a reactive point of view, I’ve worked with a number of and retrieval system now known or hereafter invent without written permission from the Publisher. For licensing, reprints, e-prints, Stumpf twist in the understand the four sources of a crisis not-for-profits where a not-closely plaques, e-mail [email protected]. wind — deservedly that can threaten reputation: supervised official has stolen large sums CEO/President so — before his •Mission failure of money. I’ve worked on the issues of Publisher forced dismissal •Leadership failure predatory sexual behavior in schools Robert F. Martinelli reminds us of •Human failure and churches, as well as the workplace. News Senior Reporter the case just a six •Acts of God. In one case, several women of a well- Kathy Canavan Sam Waltz months ago where Yes, for the most part — with perhaps regarded physician began to report that Acting Editor Founding Publisher Volkswagen CEO the exception of acts of God, like a — after 30-plus years in practice — Christi Milligan Martin Winterkorn lightning strike that kills people — he’d begun to grope some of his female Copy Editor was forced into his they can be prevented. A good audit patients. In another, one of the state’s Al Kemp own resignation. accomplished on an annual basis allows best-known accountants had stolen Director of Sales and Marketing Such is the power of reputation, and an organization to look at its exposure, millions of dollars, albeit not from his Amy Colbourn the value put on it. anticipate and remediate. firm or its clients. Director of Advertising It can cost political incumbents — Mission failure occurs when the So, why is this important?? Avie Silver Delaware’s former State Treasurer just two organization fails spectacularly in its A crisis can cost an organization its Sales or three years ago and the state’s second- mission, e.g., the hospital that kills its future, even its present. They may be Lisa Fleetwood highest executive in the person of the New patients rather than cures them (e.g., the less important in really small businesses, Art Director Suzanne Duffy Castle County Executive in September. macabre 1971 Paddy Chayefsky black which simply go out of business and fail Production Manager It can cost corporate chieftains who comedy “Hospital” starring George C. when a crisis occurs. C. Belinda Cimo seem beyond reach, scrutiny and Scott), the ag chemical that kills crops as But in larger privately held or publicly Graphic Designers accountability, perhaps the case in well as weeds, etc. traded businesses, as well as even Elena Menaquale recent corporate adventures for DuPont, Leadership failure occurs when an small nonprofits as well as larger ones, Heather Vega leading to its CEO being deposed, or organization’s leaders don’t exercise the government, higher education and Vice President of Business Development even Hercules where a bad acquisition requisite stewardship of their charge, health care, diligence in this essential. Charlie Tomlinson created the vulnerability that led to its that is, nurturing businesses through In what I call the “shoot the Founding Publisher own acquisition by Ashland Chemical. change, growth, challenges, etc. In survivors,” or even “shoot the Sam Waltz It can cost not-for-profit leaders — effect, that’s what activist investor messengers,” when a particularly messy For Advertising information and their boards — when they stumble, Nelson Peltz charged the most recent issue occurs, even the innocent are not [email protected] e.g., the social services agency where generation of DuPont leadership with. safe because of a variety of issues, e.g., (302) 504-1326 the daughter of the founder was accused Human failure arguably is the most duties of loyalty, fiduciary responsibility, For Subscription information of having sex with a minor who was an common. 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Martinelli Secretary-Treasurer: Richard Martinelli was reporting, or the state’s beloved solar company whose CEO was “booking great approach. Chairman: Angelo R. Martinelli Wilmington Trust Co. sales revenues” that had not occurred to Think MBNA and its “Think of Delaware Business Times is printed 26-times per year by Today Media, Talking about that last week with create a misleading P&L. yourself first as the customer,” where 3301 Lancaster Pike Suite 5C, Wilmington DE 19805 and is available by subscription for $59.00 per year. Single copy/back issues are available at the some not-for-profit leaders prompted In understanding the capacity for MBNA built the most extraordinary cover price of $2.00 plus $2.00 shipping and handling. Attention Postmaster: me to recall some of what I’ve taught human failure, one needs look at only culture in its virtually overnight growth. Send address changes to Delaware Business Times, PO Box 460516, Escondido, CA 92046-9808. Application to mail at periodicals postage prices over the years at universities and the handful of things that drive people: Ditto to WSFS Bank and its redefinition is pending at Wilmington, Delaware post office and additional mailing offices. workshops regarding reputation and •Money, or the lust for it of the WSFS brand to “We Stand For Delaware Business Times cannot be responsible for the return of unsolicited material with or without the inclusion of a stamped, self-address return crisis management. Because so many of •Sex, speaking of lust Service,” with a great customer promise envelope. Information in this publication is gathered from sources considered to be reliable, but the accuracy ad completeness of the information cannot our readers work in industry, serve on •Race, in all its permutations on which it delivers day in and day out. be guaranteed. No information expressed herein constitutes a solicitation for the purchase or sale of any securities. not-for-profit boards, or are otherwise •Power, or the lust for it Don’t find yourself in a reputational active in Delaware public life, it’s worth •Non-performance and the avoidance crisis. Be proactive. n

BONINI VS. CARNEY tread lightly as far as staffing and contracts, and aggressively Gubernatorial candidates Republican Colin Bonini and pursue past-due accounts ���������������������������������������������������15 Democrat John Carney offer their views on the state’s spotlight RESTAURANT REBOOTS financial future and policy priorities ����������������������������������� 6, 8 Whether you’re a novice or an expert, buying an existing Careers THANK YOUR LUCKY STARBUCKS restaurant can present unique challenges. Just ask the Buccini/Pollin Group succeeded in bringing two Starbucks owners of Domaine Hudson, Summer House, Salt Air, Po’ In an era when “career path” is more a work-in-progress to two of their Wilmington properties in rapid order in late Boys, the Buttery or any of the successful names on the than a fixed idea, Hollis Thomases’ ReinventionWorks 2014 — the Nemours Building at 1007 N. Orange St. and Delaware restaurant landscape �������������������������������������� 20-21 firm helps people pivot from their current careers to new The Residences at Justison Landing at 329 Justison St. Now A DIFFERENT WAY TO GO Starbucks has opened a third shop at 629 Market St. ����������� chapters in their professional lives ...... 27-28 9 Funeral planning today is often a component of estate planning, CAUTION: REDUCED SPEED AHEAD and funeral professionals adapt to the customer, offering custom A report from the Newark applied economics firm Decon music, personalized remembrances, motorcycles next to caskets First strikes a cautionary note, recommending businesses and even the placing the decedent in a favorite recliner ����� 22-23 4 OCTOBER 25, 2016 DELAWARE BUSINESS TIMES www.DelawareBusinessTimes.com MILESTONES Reception celebrates DBT40 Class of 2016

Forty of Delaware’s most accomplished men and woman who are making a mark in their workplaces and communities were feted at a reception held at the Hercules Building this month. The DBT40 Class of 2016 gathered with more than 200 friends and family to enjoy an evening of music, food and fellowship. They were formally honored by Delaware Business Times and Publisher Rob Martinelli. This year marks the third annual DBT40 event, which honors Delaware’s top innovators under age 40, who were winnowed from a field of 90 Photos by Haley Richter nominations. Winners included men and women working in the medical field, law enforcement, small business, banking, legal, communications industry and nonprofits. Sponsors of this year’s DBT40 event were Whisman Giordano & Associates, Peco’s Liquor Store, McCarter & English, LLP, Gunnip & Co., 1313 Innovation, Wheeler Wolfenden & Dwares, Synchrogenix, and George and Lynch Inc. n www.DelawareBusinessTimes.com DELAWARE BUSINESS TIMES OCTOBER 25, 2016 5

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14132_Delaware Business Times /10"w x 13"h 6 OCTOBER 25, 2016 DELAWARE BUSINESS TIMES www.DelawareBusinessTimes.com ELECTION 2016 Bonini: Right choices can mean prosperity By Kathy Canavan [email protected] “The current cost for health COLIN R. J. BONINI Birthdate: April 14, 1965 Delaware Sen. Colin Bonini, running for governor on the Republican care for state employees is Birth Place: Stanford, Ca. ticket, said prosperity could solve all Interesting fact: He is an identical twin. His twin Delaware’s problems — crime, drugs unsustainable, and we need brother Griffin is a Superior Court judge in San Jose, and lackluster schools. a governor who’s willing to Ca. He has six siblings. He said companies will bring jobs College: Wesley College in Dover. here if Delaware can fix five things have an adult conversation Parents: Both professors at Stanford University. that keep them away — high utility The Bonini Paradox, which focuses on the difficulty rates, excessive regulation, expensive about it. We still want to constructing simulations that copy complex government, problem schools and no systems, is named after his father. right-to-work laws. offer really good health Married to: Dr. Melissa A. Harrington, a Delaware will have 4 percent less neuroscientist at Delaware State University. They to spend in the 2017-18 budget, care, but I think we can met on a plane. according to the Delaware Economic Represents District 16 in the Delaware State Senate Financial Advisory Council. Bonini calls reduce the costs a bit.” since 1994. He is director of marketing for The Bond it a spending problem, not a revenue – Sen. Colin Bonini Agency’s mid-Atlantic region and owner of Alliance problem. Associates, a venture-capital and customer-service firm. “We’ve got plenty of money. It’s just Campaign website: http://colin2016.com/about/ what we choose to do with it,” he said. “The bottom line is the current cost charter schools, but said the state can’t Delaware has the fourth-highest per for health care for state employees afford it currently. capita government spending of all states, is unsustainable, and we need a Last week, Bonini announced his he does not support lower penalties for according to the Kaiser Foundation. governor who’s willing to have an adult plan to submit a Senate bill that would crimes. He said the people lost in the Bonini said he would offer early- conversation about it,” Bonini said. “ We prevent any government entity in criminal-justice debate are the victims. retirement incentives for state employees still want to offer really good health care, Delaware from becoming a sanctuary Bonini said more resources should be to reduce the workforce “humanely.” but I think we can reduce the costs a bit.” city for illegal immigrants. He said spent on re-entry programs. He would also focus on health-care Many legislators favor cutting the he hopes it would be the first bill “And I do believe in expungement if costs: “Close to 70 percent of our senior citizen tax credit on real estate numbered when the legislative session somebody has really turned their life money is spent on state-employee taxes, but Bonini said he’d keep it. opens in January. around,” he said. “I’m all about second benefits and Medicaid. We have one of “We don’t need to be raising taxes Delaware has the eighth-highest per chances. I’m not about fifth and sixth the most generous Medicaid programs on anybody. Our economy is tough capita violent-crime rate in the country, chances.” in the country, with zero copays or enough,” he said. according to FBI statistics. Bonini said Bonini supports legalized marijuana. close to it. We certainly want to be sure Delaware currently has 19 school he would support properly conducted “We’ve decriminalized it to the point that people get the coverage they need, districts in three counties. Bonini stop-and-risk. where it’s de facto legal. Let’s legalize it but I think we have to review exactly said that is too many, but he said he Stop-and-frisk is constitutional, but and regulate it and keep it out of the what we’re offering.” doesn’t believe there’s the political will it has been a controversial tactic since a hands of kids,” he said. He said better tracking through to fight that currently. For now, he federal judge in New York ruled that the Bonini asked CEOs of companies a smart-card system would track would bring accountability down to the way in which the New York City Police that chose not to locate in Delaware benefit usage and insure tests are not building level in every school. “If you Department conducted stop-and-frisk why they nixed the state. He said they duplicated. get resources literally to the classroom was unconstitutional because it involved gave five reasons — the schools aren’t Bonini said he would ask current state and hold the teachers and principals racial profiling. good enough, utility rates are too high, employees to pay a little more for their accountable, I think you’re going to start “I know it’s not politically correct, but it’s not a right-to-work state, there are health coverage, but, as he put it, “not seeing results,” he said. safety has to come first and I don’t care too many regulations and government a whole lot more.” He would change He lauded former Washington, D.C., if people’s feelings get hurt. We need to is too big and costly. He said he would costs for future employees. Chancellor Michelle Rhee, who said pursue whatever policies we can to get work toward solving those issues to “I want to be very clear the solution education systems are too focused on the violence down.” attract more companies with more jobs. should not fall entirely on the state adults and they need to be refocused Delaware pays $32,967 to support “If we fix those things, I think people employee,” he said. “We also have to on children. each incarcerated resident, more than will bring their jobs here. I really, really reduce costs on the provider side.” He supports capital funding for all but seven other states. Bonini said believe that,” he said. n Carney: Del. faces an economy in transition By Kathy Canavan regulations and expanding the state’s “We have to find ways to do more Carney said Delaware has several [email protected] brownfields program so former industrial with less, be more efficient and create advantages when it comes to attracting sites can be reused. It also called for process improvements,’’ he said. industry — its thriving financial U.S. Congressman John C. Carney Jr., keeping bioscience talent in Delaware, “Obviously, there are going to have to be services sector, its quality of life, its running for governor on the Democratic using the state’s thriving financial-services some expenditure cuts.” central location and its quick access ticket, said Delaware has a revenue sector to grow tech jobs and encouraging Delaware has the fourth-highest per- to rail, interstate roads and the Port of problem and an expenditure problem. the entrepreneurial colonies at the coin capita government spending of all states, Wilmington. “That is why improving the “The next governor is going to be facing, Loft, the Mill, 1313 Innovation. He said according to the Kaiser Foundation. Carney school system is so important,” he said. along with the legislators, a significant he would direct DEDO to promote the said there has to be a “fiscal reset” that “It’s very important to the economic fiscal challenge,” he said. “The best way beaches as a tourism destination and a would apply to spending and to revenues. vitality of our state. We’re only going to to address fiscal challenges is to have a reason for businesses to locate in the state. “We have to look at how the state spends be as good as our school system.” strong and growing economy.’’ Carney said the next governor its money and how it collects the revenue,” Carney said he would not support Carney’s just-released economic will deal with an economy that is Carney said. He said even the real estate tax capital funding for charter schools at development plan calls for making transitioning from an industrial base to credit for senior citizens, which tops out at this point. “I think the agreement that “responsible adjustments” to existing “one that is very different. $500, would be on the table. continued on page 8 www.DelawareBusinessTimes.com DELAWARE BUSINESS TIMES OCTOBER 25, 2016 7

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Equal Housing Lender. ©2016 M&T Bank. Member FDIC. 8 OCTOBER 25, 2016 DELAWARE BUSINESS TIMES www.DelawareBusinessTimes.com continued from page 6 “We have to find ways to JOHN C. CARNEY JR. we reached when charter schools were Birthdate: May 20, 1956 originally approved is one we should do more with less and be Birth Place: Wilmington, De. stay with,” he said. “We’re going to have a significant challenge balancing the more efficient and create Interesting fact: Grew up in Claymont; with eight budget as it is.” siblings. His wife Tracey Quillen Carney is the daughter of the late Delaware Supreme Court He doesn’t support consolidating process improvements. Justice William T. Quillen. the state’s 19 separate school districts into three county districts. He said Obviously, there are College: Dartmouth College, A.B. and M.P.A. from he would rather achieve savings in University of Delaware in 1987 the school system through more going to have to be some Parents: Both teachers efficient purchasing and administrative Married to: Tracey Quillen Carney, communications functions. “I think spending decisions expenditure cuts.” director for Wilmington Friends School. are best made at the class and school – Congressman John Carney Jr. Children: Two sons, Sam and Jimmy level,” he said. “Consolidating the 19 school districts would be a move away Represents Delaware in U.S. Congress since 2010. Was lieutenant governor from 2001 to 2009. from that.” Served on the senatorial staff of Vice President Carney said Delaware needs to Joseph R. Biden Jr. and the gubernatorial staff of attract small, high-level advanced Sen. Tom Carper. manufacturing facilities. Delaware has the eighth-highest per Carney said there’s a need for better Campaign website: https://johncarney.org/ The largest portion of the state budget capita violent-crime rate in the country, coordination of city and county and goes to personnel and health-care costs — according to FBI statistics. state police to eliminate duplication, Carney said he would not back and more coordination with federal the cost of insuring state employees and important to prepare the prisoners who will stop-and-frisk but would target repeat agencies to stem violence in the street. the cost of the state’s Medicaid program, be coming back into communities. “We which is growing faster than the economy. offenders. Delaware pays $32,967 to support need to be sure that they are better prepared “The first thing you have to do, before “Stop-and-frisk has been ruled to each incarcerated resident, more than to be law-abiding citizens,” he said. you start asking employees to pay more, is be unconstitutional, but I do think we all but seven other states. Carney said Carney said he supported the to look at the expenses you have,” he said. should target law enforcement resources the best way to avoid that cost is to Carney said he would look instead for on multi-time offenders,” Carney said. create programs that make incarceration decriminalization of marijuana, but he’s ways to lower insurance-administrative Stop-and-frisk has not been ruled unnecessary. “Dealing with the cost of against legalization. He said he’d pay costs, manage chronic disease cases, unconstitutional by the U.S. Supreme incarceration and law enforcement is close attention to the other states that focus on preventive health programs Court, but it has been a controversial addressing the problem on the back have experimented with legalization. and encourage employees to use the tactic since a federal judge in New York end. It basically is the result of failure “I’m very concerned about what I heard health-care system in ways that are ruled that the way in which the New on the front end — in public education from some parents of young people in less costly and more efficient. He gave York City Police Department conducted and in families. We need to do a better terms of progression from recreational an example: using urgent care centers stop-and-frisk was unconstitutional job on the front end,” he said. marijuana and other party drugs to rather than emergency rooms. because it involved racial profiling. Carney said re-entry programs are opioids,” he said. n

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302-324-4400 CARMAN 189 S. Dupont Hwy. Rt. 13 & 40 split LINCOLN New Castle Driven by the Best! CarmanLincoln.com www.DelawareBusinessTimes.com DELAWARE BUSINESS TIMES OCTOBER 25, 2016 9 DOWNTOWN WILMINGTON Another Starbucks signals ‘different day’ in Wilmington By Kathy Canavan should be a signal to other retailers “What Rob and Chris, and our entire [email protected] and restaurateurs and to residents and team, with their vision and their passion visitors,” Hare said. “It should signal that have done is they saw the macro trend Rob and Chris Buccini tried to there’s been a change in Wilmington.” of people moving back to cities, and get Starbucks to come to downtown He said the developers fought issues we had significant assets in the city Wilmington for more than 10 years on around perception as they built density and, and rather than respond to the and off. As late as the first quarter of 2014, and critical mass downtown and they market in the city, we kind of drove that businesspeople were saying Starbucks have their own security force in addition market. They were pretty courageous.” would never put a shop downtown. to city police, but the company’s latest A. Richard Heffron, president of the The Buccinis persisted. With more than polling found fewer than 1 percent of Delaware State Chamber of Commerce, half their portfolio along Market Street, their downtown-business-district residents said Buccini/Pollin group is responsible they wanted some gold-standard amenities Open for business: Starbucks at 629 Market St. identified public safety as a concern. for a lot of the success in downtown for the convenience of their residents. As Buccini/Pollin builds its Residences Wilmington, taking on some pretty “Our company was obsessed with at Mid Town Park apartments in the risky projects and making them work. Starbucks, because of the power of the heart of the business district, it is also “Hopefully, now that they’ve been brand,” said Michael J. Hare, Buccini’s working with several regional brands to successful, other people will come in and senior vice president for development. Now, with seven quarters in the bring more proven operators in retail and pick up some properties,” he said. “We’re “Starbucks certainly are everywhere. Wilmington market under its belt, restaurants downtown. “Convenience going to have a new mayor, and, obviously It’s one of those brands that shows, at a Starbucks has opened a third shop at retail kind of drives the day, and we’re Mike (Purzycki) will be a lot more minimum, that you’ve arrived and you 629 Market St. “They’ve done a deeper trying to create those kind of amenities progressive in working with developers. have some credibility.” dive into Wilmington,” Hare said. “I that will be an advantage for our It think that, with the combination of Buccini/Pollin Group succeeded in think they’ve realized this is a place they residents,” Hare said, adding that now what Buccini/Pollin has done and the new bringing two Starbucks to two of their want to be.” Buccini is getting far more requests from mayor, we’ll get a lot done.” Wilmington properties in rapid order “Their coming to Wilmington and retailers and restaurateurs who want to Hare said Buccini built the space for in late 2014 — the Nemours Building choosing to expand here expresses move downtown. the newest coffee house to Starbuck’s at 1007 N. Orange St. and The confidence in the market, and, when “We have announcements coming specifications. The brand is known for Residences at Justison Landing at 329 you have someone who is as deliberate shortly from at least two restaurant its rigid standards for its shops. The Justison St. The second shop opened in selecting the locations where they operators. It’s a different day,” Hare said. new space, close to Delaware College of six days after Newsweek dubbed put their brand as Starbucks, their “I think even the most cynical recognize Art and Design, is brighter and larger Wilmington “Murder Town USA.” confidence in the Wilmington market there’s been a great change.” than some Starbucks stores. n

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Ask our dedicated Sales Team about special enhancements for your Holiday Celebration 302.631.1542 or [email protected] Check out our website for more information – www.HiltonChristiana.com 10 OCTOBER 25, 2016 DELAWARE BUSINESS TIMES www.DelawareBusinessTimes.com CANDIDATE QUESTIONNAIRE DBT surveys candidates about business issues

for election every two years. In the JOHN CARNEY (D) COLIN BONINI (R) We asked, and House of Representatives, all 41 Governor Governor seats are up for election this year. many answered 1. If elected, what would be your top three 1. If elected, what would be your top three There are contests in 24 legislative initiatives? legislative initiatives? In advance of the general election, Representative Districts and six Delaware Business Times reached Senatorial Districts this year. • Delaware’s next governor needs to • Unquestionably, strengthening out to candidates for feedback Delaware Business Times e-mailed lead our state through a transition to an Delaware’s anemic economy. innovation economy that will provide on business-related issues that surveys to the 58 candidates of • Also reforming and improving our Delawareans with well-paying middle- public schools. include economic development, those contests, in addition to class jobs of the future. education, infrastructure and the six candidates running for • Increasing enforcement to lower • We also need to improve Delaware’s violent crime. regulatory reform. governor and lieutenant governor. education system so our teachers and There are 21 senators and 41 Not all candidates responded to students have the resources they need to representatives in Delaware’s this survey, which was e-mailed ensure students are prepared for a job in the new economy. General Assembly. three separate times beginning in mid-September. Candidates were • In order for Wilmington, the In the Senate, elections are commercial center of our state, to also telephoned. n staggered, with half the Senate up be successful, we need to stop the violence that plagues far too many neighborhoods in our city.

DO YOU SUPPORT …

2.  Right-to-work legislation, including Enterprise Zones, and if elected, will you work to No Yes get the law enacted in Delaware?

3. Strengthening federal, state and private investment to build an entrepreneurship and Yes Yes innovation ecosystem?

4.  Reducing centralized state control over education and giving more autonomy and Yes Yes control over the operation of the education system to local county boards of education?

5. Consolidating Delaware’s 19 school districts to a smaller number? * Yes 6. The City of Wilmington forming its own school district? * Yes 7.  The adoption of measures which would redirect per capita state and local Board of Education administrative costs into the classroom, knowing that Delaware is near the Yes Yes top of the nation in per capita central administration expenditures?

8.  Expanded education choice such as charter schools, education savings accounts, vouchers and homeschooling options? * Yes

9. The moratorium on new charter schools? * No

10. An increase on the Motor Fuel Tax in order to support capacity expansion? * No 11. The development of additional natural gas capacity and pipelines to Kent and Yes Yes Sussex counties?

12. The creation of incentives and the easing of hurdles to foster accelerated growth Yes Yes of broadband service Sussex County?

13. The state of Delaware continuing to force taxpayers to fund beach infrastructure in * Yes the face of rising sea levels that threaten continued use of existing beachfront?

14. A statewide reassessment of property values? * No

15. Elimination of a property tax exemption for qualified senior citizens? * No 16. Mandatory and regular across-the-board legislative audits and performance review of Yes Yes all spending units in state government?

17. Granting broader statutory powers to the Office of the Attorney General to assist the legislative auditor in audit and investigatory programs for all spending units of state Yes No government?

18. A move toward ensuring that state employee benefits are commensurate with * Yes the private sector?

19. The redevelopment of industrial sites that have lost their grandfathered status under * Yes the Coastal Zone Act? * Denotes expanded answer; go to www.delawarebusinesstimes.com for full response. www.DelawareBusinessTimes.com DELAWARE BUSINESS TIMES OCTOBER 25, 2016 11

DBT surveys candidates about business issues in time for November’s general election

JAMES SPADOLA (R) ANTHONY DELCOLLO (R) MEREDITH CHAPMAN (R) BRUCE ENNIS (D)

State Senate District 1 State Senate District 7 State Senate, District 8 State Senate District 14

1. If elected, what would be your top three 1. If elected, what would be your top three 1. If elected, what would be your top three 1. If elected, what would be your top three legislative initiatives? legislative initiatives? legislative initiatives? legislative initiatives?

• My first priority is to lead the fight • Reforming how Delaware approaches •The state of education in Delaware has •Fiscal responsibility in government. to end the heroin epidemic and the its spending, so that we could free dominated conversations statewide, and •Provide a better climate for job growth. multitude of consequences that stem up more resources for investment in as an educator myself, I’m personally from it. flagging essential government services, invested in improving Delaware’s • Helping to boost Delaware’s economy • Second, our education system needs like education. traditional public schools by localizing an overhaul starting with the need to • Completely overhauling our approach decision making, increasing flexibility fight the ever-growing bureaucracy in to both job creation and sustaining job for spending and empowering teachers the classroom, focus on hiring good growth. to address the needs of their students. teachers, and actually letting them • Overhauling our justice system and •Beyond education, we need to move teach. general approach to addressing crime. our state’s economic development • Third, focusing on my constituents I would push to increase community strategy to a public-private partnership. and helping them navigate the policing and pro-active policing, while •I also want to champion legislation that government bureaucracy for whatever simultaneously overhauling how to would create new programs with tax issue they are facing. treat people who are struggling with incentives to spur innovation. addiction. Innovation, finance and education are all directly connected through both policy and partnership decisions.

* Yes Yes No

Yes Yes Yes Yes

Yes Yes Yes Yes

Yes Yes Yes Yes Yes Yes Yes Yes

Yes Yes Yes Yes

* Yes No Yes

No * No Yes

No No No No

Yes Yes Yes Yes

Yes Yes Yes Yes

No * No No

* * Yes Yes

No No No No

Yes Yes Yes Yes

Yes Yes Yes Yes

* Yes No Yes

* Yes No Yes

* Denotes expanded answer; go to www.delawarebusinesstimes.com for full response. 12 OCTOBER 25, 2016 DELAWARE BUSINESS TIMES www.DelawareBusinessTimes.com CANDIDATE QUESTIONNAIRE

The following candidates did not respond PERRY J. MITCHELL (D) GERALD HOCKER (R) to the Delaware Business Times survey: State Senate District 20 State Senate District 20 Sean Goward, Carl Pace, 1. If elected, what would be your top three 1. If elected, what would be your top three candidate for governor candidate for state Senate District 14 legislative initiatives? legislative initiatives? Bethany Hall Long, Gerald Hocker, •Improving the local economy and •Additional regulatory reform for small candidate for lt. governor candidate for state Senate District 20 lowering electricity rates. businesses in Delaware. LaMar Gunn, Bryon Short, •Improving education. •Lower taxes on businesses and creating candidate for lt. governor candidate for state Representative District 7 •Helping seniors. incentives for job creation (good paying Harris McDowell, Monique Johns, jobs). candidate for state Senate District 1 candidate for state Representative District 9 •Help nonprofits expand. Denise Bowers, Kevin Hensley, candidate for state Senate District 5 candidate for state Representative District 9 Catherine Cloutier, Sean Matthews, candidate for state Senate District 5 candidate for state Representative District 10 Patricia Blevins, Judith Travis, candidate for state Senate District 7 candidate for state Representative District 10 David Sokola, David Nelson, candidate for state Senate District 8 candidate for state Representative District 11 David Chandler, Jeffrey Spiegelman, candidate for state Senate District 8 candidate for state Representative District 11

continued on page 14

DO YOU SUPPORT …

2.  Right-to-work legislation, including Enterprise Zones, and if elected, will you work to No Yes get the law enacted in Delaware?

3. Strengthening federal, state and private investment to build an entrepreneurship and Yes Yes innovation ecosystem?

4.  Reducing centralized state control over education and giving more autonomy and No Yes control over the operation of the education system to local county boards of education?

5. Consolidating Delaware’s 19 school districts to a smaller number? No No 6. The City of Wilmington forming its own school district? No No 7.  The adoption of measures which would redirect per capita state and local Board of Education administrative costs into the classroom, knowing that Delaware is near the No Yes top of the nation in per capita central administration expenditures?

8.  Expanded education choice such as charter schools, education savings accounts, vouchers and homeschooling options? No Yes

9. The moratorium on new charter schools? Yes No

10. An increase on the Motor Fuel Tax in order to support capacity expansion? No No 11. The development of additional natural gas capacity and pipelines to Kent and Yes Yes Sussex counties?

12. The creation of incentives and the easing of hurdles to foster accelerated growth Yes Yes of broadband service Sussex County?

13. The state of Delaware continuing to force taxpayers to fund beach infrastructure in No Yes the face of rising sea levels that threaten continued use of existing beachfront?

14. A statewide reassessment of property values? No No

15. Elimination of a property tax exemption for qualified senior citizens? No No 16. Mandatory and regular across-the-board legislative audits and performance review of No Yes all spending units in state government?

17. Granting broader statutory powers to the Office of the Attorney General to assist the legislative auditor in audit and investigatory programs for all spending units of state No No government?

18. A move toward ensuring that state employee benefits are commensurate with No Yes the private sector?

19. The redevelopment of industrial sites that have lost their grandfathered status under No Yes the Coastal Zone Act? * Denotes expanded answer; go to www.delawarebusinesstimes.com for full response. www.DelawareBusinessTimes.com DELAWARE BUSINESS TIMES OCTOBER 25, 2016 13

ROBERT WILSON (L) JAMES DEMARTINO (R) DON AYOTTE (I) DAVID MCCORQUODALE (GREEN)

State Representative District 7 State Representative District 14 State Representative District 20 State Representative District 21

1. If elected, what would be your top three 1. If elected, what would be your top three 1. If elected, what would be your top three 1. If elected, what would be your top three legislative initiatives? legislative initiatives? legislative initiatives? legislative initiatives?

•Jobs … but quit buying them to come •Propose legislation to make English the • Establishment of an independent state •Develop renewable energy, instead of to Delaware. official language. Office of Inspector General to combat using fossil fuels. Natural gas is NOT •Stop the suspension of rules at the •Waive state business taxes for three public waste, fraud and corruption and green. Such an initiative would make end of every Legislative session. Force years for Delaware startups. monitor performance. room for many small businesses to develop. everyone to do their job in a timely •Provide tax credits for Delaware-owned •Tax reform for small business. manner and allow the public to voice manufacturing startups for up to five •Elimination of unnecessary state •Election and campaign finance reform. their opinions. years. regulations that unduly impede business •Legalize both marijuana and the •Debt: Our short-term debt is not startup, growth and development growing of industrial hemp, which good, long-term is worse. without providing commensurate would provide tax revenue and a consumer or environmental protection. new important crop for Delaware’s agricultural industry.

Yes Yes Yes No

Yes Yes Yes Yes

Yes Yes Yes Yes

Yes Yes Yes Yes Yes No Yes No

Yes Yes Yes Yes

Yes Yes Yes No

Yes No No Yes

Yes No No No

Yes Yes Yes No

Yes Yes Yes No

No Yes No No

Yes No No Yes

No No No No

Yes Yes Yes Yes

Yes Yes Yes Yes

Yes Yes Yes No

* Yes Yes Yes

* Denotes expanded answer; go to www.delawarebusinesstimes.com for full response. 14 OCTOBER 25, 2016 DELAWARE BUSINESS TIMES www.DelawareBusinessTimes.com CANDIDATE QUESTIONNAIRE

continued from page 12 TIMOTHY CONRAD (R) JOHN KOWALKO (D)

Peter Schwartzkopf, William Outten, State Representative District 24 State Representative District 25 candidate for state Representative District 14 candidate for state Representative District 30 Kimberly Williams, Sean Lynn, 1. If elected, what would be your top three 1. If elected, what would be your top three candidate for state Representative District 19 candidate for state Representative District 31 legislative initiatives? legislative initiatives? James Startzman, Jean Dowding, •Education improvements. •Making government and publicly candidate for state Representative District 19 candidate for state Representative District 31 funded agencies open and transparent. Barbara Vaughan, Andria Bennett, •Job Growth and job creation. candidate for state Representative District 20 candidate for state Representative District 32 •Lower, simpler taxes. •Restoring funding cuts that have been made to public education at the Michael Ramone, Karen Williams, same time ensuring equal access for all candidate for state Representative District 21 candidate for state Representative District 33 families to public education facilities. Lanette Edwards, David Henderson, candidate for state Representative District 22 candidate for state Representative District 34 •Revisiting the unnecessary corporate tax cuts and stemming the flow of Joseph Miro, Daniel Short, taxpayer dollars to the wealthiest candidate for state Representative District 22 candidate for state Representative District 39 corporations, instead directing it toward Bernard August, James Brittingham, local medium to small size Delaware candidate for state Representative District 22 candidate for state Representative District 39 businesses to ensure their survival and Edward Osienski, Bradley Connor, success. candidate for state Representative District 24 candidate for state Representative District 41 Charles Paradee III, Richard Collins, candidate for state candidate for state Representative District 29 Representative District 41 Ruth James, candidate for state Representative District 29

DO YOU SUPPORT …

2.  Right-to-work legislation, including Enterprise Zones, and if elected, will you work to * No get the law enacted in Delaware?

3. Strengthening federal, state and private investment to build an entrepreneurship and Yes Yes innovation ecosystem?

4.  Reducing centralized state control over education and giving more autonomy and Yes Yes control over the operation of the education system to local county boards of education?

5. Consolidating Delaware’s 19 school districts to a smaller number? Yes No 6. The City of Wilmington forming its own school district? Yes No 7.  The adoption of measures which would redirect per capita state and local Board of Education administrative costs into the classroom, knowing that Delaware is near the Yes No top of the nation in per capita central administration expenditures?

8.  Expanded education choice such as charter schools, education savings accounts, vouchers and homeschooling options? Yes No

9. The moratorium on new charter schools? No Yes

10. An increase on the Motor Fuel Tax in order to support capacity expansion? No Yes 11. The development of additional natural gas capacity and pipelines to Kent and Yes * Sussex counties?

12. The creation of incentives and the easing of hurdles to foster accelerated growth Yes Yes of broadband service Sussex County?

13. The state of Delaware continuing to force taxpayers to fund beach infrastructure in No * the face of rising sea levels that threaten continued use of existing beachfront?

14. A statewide reassessment of property values? Yes Yes

15. Elimination of a property tax exemption for qualified senior citizens? No No 16. Mandatory and regular across-the-board legislative audits and performance review of Yes Yes all spending units in state government?

17. Granting broader statutory powers to the Office of the Attorney General to assist the legislative auditor in audit and investigatory programs for all spending units of state Yes government?

18. A move toward ensuring that state employee benefits are commensurate with Yes No the private sector?

19. The redevelopment of industrial sites that have lost their grandfathered status under Yes * the Coastal Zone Act? * Denotes expanded answer; go to www.delawarebusinesstimes.com for full response. www.DelawareBusinessTimes.com DELAWARE BUSINESS TIMES OCTOBER 25, 2016 15

MICHAEL NAGORSKI (R) JANICE GALLAGHER (R) CHARLES GROCE (D) PATRICIA MCDANIEL FOLTZ (R)

State Representative District 25 State Representative District 29 State Representative District 30 State Representative District 32

1. If elected, what would be your top three 1. If elected, what would be your top three 1. If elected, what would be your top three 1. If elected, what would be your top three legislative initiatives? legislative initiatives? legislative initiatives? legislative initiatives?

•Increasing access to funding by helping •Exercise fiscal responsibility. •Prioritize first responders (i.e., fire and •There are not enough solid paying entrepreneurs create new, innovative •Reduce regulations on small businesses EMT) in generating means to retain/ jobs. Delaware needs to create a strong start-up businesses, fueling their growth to help them grow and encourage recruit personnel. business environment through reducing and scale to foster Delaware’s new entrepreneurs. •Improve transportation and regulations and taxes. economy. •Reduce spending. infrastructure in the 30th District. •We need to support our police and first •Banning smoking from playgrounds •Bolster businesses (agriculture, harness responders with the resources they need and running/biking trails. racing and other consumer related to keep us safe. •Provide assistance to new businesses, businesses) operating within the 30th •It is important to continue to or those relocating to Delaware, to District. reform education by allowing our navigate state and local bureaucracies superintendents/principals to run their - making it easier for them to establish buildings and reducing the interference viable operations in Delaware. from the federal and state governments in the classroom.

No Yes No Yes

Yes Yes Yes Yes

Yes Yes No Yes

Yes Yes Yes No Yes No No Yes

Yes Yes Yes Yes

Yes Yes No No

No No Yes No

No No No No

Yes No No Yes

Yes Yes No Yes

No No No No

No No No No

No No No No

Yes Yes Yes Yes

No No Yes No

Yes Yes Yes Yes

Yes Yes No Yes

* Denotes expanded answer; go to www.delawarebusinesstimes.com for full response. 16 OCTOBER 25, 2016 DELAWARE BUSINESS TIMES www.DelawareBusinessTimes.com CANDIDATE QUESTIONNAIRE

CHARLES POSTLES (R) LYNDON YEARICK (R)

State Representative District 33 State Representative District 34

1. If elected, what would be your top three 1. If elected, what would be your top three legislative initiatives? legislative initiatives?

•I want to see a reduction in •Fiscal responsibility. government spending, which would •Continue to support the economic address the state budget issues facing conditions for our three leading Delaware. industries — agriculture, small •We need to work to expand the businesses, and tourism. economy and increase jobs not only in •Neighborhood and community safety. the 33rd District, but in the entire state. • In order to reform education, I would like to see more money returned to the classroom, as well as control and autonomy given back to the school districts.

DO YOU SUPPORT …

2.  Right-to-work legislation, including Enterprise Zones, and if elected, will you work to Yes Yes get the law enacted in Delaware?

3. Strengthening federal, state and private investment to build an entrepreneurship and Yes Yes innovation ecosystem?

4.  Reducing centralized state control over education and giving more autonomy and Yes Yes control over the operation of the education system to local county boards of education?

5. Consolidating Delaware’s 19 school districts to a smaller number? * Yes 6. The City of Wilmington forming its own school district? * No 7.  The adoption of measures which would redirect per capita state and local Board of Education administrative costs into the classroom, knowing that Delaware is near the Yes Yes top of the nation in per capita central administration expenditures?

8.  Expanded education choice such as charter schools, education savings accounts, vouchers and homeschooling options? Yes Yes

9. The moratorium on new charter schools? No No

10. An increase on the Motor Fuel Tax in order to support capacity expansion? No No 11. The development of additional natural gas capacity and pipelines to Kent and Yes Yes Sussex counties?

12. The creation of incentives and the easing of hurdles to foster accelerated growth Yes Yes of broadband service Sussex County?

13. The state of Delaware continuing to force taxpayers to fund beach infrastructure in * No the face of rising sea levels that threaten continued use of existing beachfront?

14. A statewide reassessment of property values? Yes No

15. Elimination of a property tax exemption for qualified senior citizens? * * 16. Mandatory and regular across-the-board legislative audits and performance review of Yes Yes all spending units in state government?

17. Granting broader statutory powers to the Office of the Attorney General to assist the legislative auditor in audit and investigatory programs for all spending units of state Yes Yes government?

18. A move toward ensuring that state employee benefits are commensurate with Yes Yes the private sector?

19. The redevelopment of industrial sites that have lost their grandfathered status under Yes Yes the Coastal Zone Act? * Denotes expanded answer; go to www.delawarebusinesstimes.com for full response. www.DelawareBusinessTimes.com DELAWARE BUSINESS TIMES OCTOBER 25, 2016 17

GARY WOLFE (D) DAVID WILSON (R) RUTH BRIGGS KING (R) PAULETTE RAPPA (D)

State Representative District 35 State Representative District 35 State Representative District 37 State Representative District 37

1. If elected, what would be your top three 1. If elected, what would be your top three 1. If elected, what would be your top three 1. If elected, what would be your top three legislative initiatives? legislative initiatives? legislative initiatives? legislative initiatives?

•Legislation that addresses the state’s •Budgeting. Our spending is out of •Support economic growth and •Expanding manufactured homeowners’ failing infrastructure, particularly Sussex control. We simply seem to spend and business development. protection. County where high-speed internet, spend without regard for the future. •Continue efforts to address escalating •Developing a network of health reliable cellular communications, and •Government regulation. The footprint costs to employers and business services to address the pandemic of lack of transportation options prevents of government continues to get including: workers compensation heroin usage and mental illness. businesses from moving in to lower bigger each day it seems. We need to reform, mandated coverage which Delaware. •Developing programs to address senior reduce the size of government, reduce imposes costly requirements on insurers needs. •Legislation ensuring businesses provide regulations and streamline the impact of in Delaware. equal pay for all, and a livable wage government on the people. •Address the expensive and expansive that keeps citizens from requiring state •Economic development. With growing opiate and heroin epidemic in Delaware assistance. competition, Delaware must take steps that creates significant issues to safety •Address the financial health of the state to create good-paying jobs. and crime. not just pushing the issue down the road for the next generations.

No Yes Yes No

Yes Yes Yes Yes

No Yes Yes No

No No * Yes Yes No Yes Yes

Yes Yes * No

No Yes Yes No

Yes No No Yes

Yes No No No

Yes Yes Yes Yes

Yes Yes Yes Yes

No No * Yes

Yes No * No

No No No No

No Yes Yes Yes

No No No Yes

No No Yes Yes

No Yes Yes No

* Denotes expanded answer; go to www.delawarebusinesstimes.com for full response. 18 OCTOBER 25, 2016 DELAWARE BUSINESS TIMES www.DelawareBusinessTimes.com POLITICS Hans Reigle, Lisa Rochester square off on the air By Kathy Canavan pay for equal work, would be willing Air Force Reserve who has spent time [email protected] to renegotiate controversial trade deals, in 45 countries, said he’s a free-market and neither thinks the United States supporter who believes the fewer barriers Republican Hans Reigle, a Cinnabon should turn a blind eye to human-rights to trade the better as long as the interests fan, and Democrat Lisa Blunt Rochester, a violations. They clashed on guns in the of American consumers are protected. chocoholic, debated one recent morning at classroom. He supports armed class Rochester, former Delaware Secretary Widener University’s Delaware Law School. resource officers. She said guns have no of Labor and state personnel director who In addition to the congressional place in the classroom. has lived in the Middle East and spent candidates’ stances on ISIS and gender- Neither supported the “locker room” time in China, said she would want to be Lisa Blunt Rochester Hans Reigle neutral bathrooms, listeners learned remarks of Donald Trump, but Reigle certain that trade was fair as well as free. Democrat Republican Rochester keeps a stash of her favorite said he would, at this point, still vote for In Syria, Rochester said she would chocolates on her nightstand and Reigle’s Trump because he doesn’t like Clinton’s support air strikes or no-fly zones, but not go-to sweet is Cinnabons. actions in Benghazi or her e-mail erasures. anything that can be shifted to the states boots on the ground. Reigle said he would She’s a “Game of Thrones” fan, and he’s “There’s nothing I can say that would should be. support whatever American generals at Level 10 on Pokemon GO. defend his — quote — locker room Rochester said education is a key recommend in Syria — either no-fly She enjoyed the popular animated banter,” Reigle said. “I’m running a priority of hers from “cradle to career.” zones, air strikes or boots on the ground. movie “Finding Dory.” He walks his dog campaign based on jobs, wasteful She said college affordability is a problem Reigle, who said he has solar panels on with his three kids every day after school. spending and security issues. I’m for too many and she would support ways one of his homes, said he is not opposed She had her last Capriotti’s Bobbie two remaining on task.” to refinance college loans, strengthen to coal or alternative forms of energy. “I weeks ago. He had his two months ago. They diverged on states’ rights. community colleges and offering programs would support any innovation but I do “It’s like having a taste of Thanksgiving Rochester said she would support moving like Delaware’s SEED Program that offers think that fossil fuels are an important part any day you want it,” he said. some functions to a state level but she two free years of college. of our economy and keeping prices low While post-debate listeners on asserted the role of the federal government Reigle had a different take: “I would like on that and I wouldn’t support anything WDEL’s Susan Monday show ripped the is still very important in civil rights and in those colleges to start tapping into those that destroyed jobs,” he said. production for its softball questions, both equal opportunity. endowments and possibly lower tuition Rochester was cautious: “I don’t think candidates were queried on ISIS, trade, “To me, there is a role for the federal costs,’ he said. “We have a $20 trillion it’s at any cost that you continue on with Syria and states’ rights. government and a role for the state debt, and we can’t afford to do all the the same kinds of energy like coal and The candidates agreed the state’s next government,” she said. Asked how much things we want to do.” fossil fuels,” she said. “ I actually had the Congress member must work across the he was a states’-rights person, Reigle Reigle, a Delaware State University opportunity to live in China and see some aisle. Both said they would support equal answered, “A lot.’’ He said he thinks that aviation professor and veteran of the of the impacts on the environment.” n

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www.horty.com • 302.652.4194 Horty & Horty, P.A. • Certified Public Accountants Contact [email protected] to 503 Carr Road, Suite 120 • Wilmington, DE • 19809 • 302.652.4194 discuss how your company 3702 North DuPont Highway • Dover, DE • 19901 • 302.730.4560 can be involved with JA. www.DelawareBusinessTimes.com DELAWARE BUSINESS TIMES OCTOBER 25, 2016 19 ECONOMIC OUTLOOK Decon First: Proceed with caution, business owners By Kathy Canavan is professional and business services, Kathy@Delaware Business Times.com A surge in employment over which accounts for 67 percent of the net gain in employment. There’s no recession in sight for the past two years has led Hospitality and health care added jobs Delaware, but businesses should prepare in the third quarter when compared to for an economic slowdown, according to a lower unemployment 2015. Retail and manufacturing lost jobs. to Decon First, the Newark applied rate, but that included many Delaware now ranks No. 38 among the economics firm. states in manufacturing jobs. The report said the operative word for temporary and part-time Health-care jobs have a stable growth businesses is “caution.” rate of 4 percent, but Medicare and Economist John E. Stapleford positions in restaurants, Medicaid spending comprise 86 percent of recommended against expanding the retail warehouse distribution all the state’s health-care industry earnings. workforce with full-time hires, due to the Medicaid costs have become the uncertainty around health-care costs and John E. Stapleford and temporary help. single largest item in the state’s general consumer spending. His quarterly report Although these jobs brought fund budget, and economists said that suggested management should prepare a customers with vastly different income cannot be sustained, so they said the phase schedule of employees who can be because Delaware’s income distribution down unemployment, they future is “uncharted waters.” let go as business deteriorates. is increasingly bifurcated. High-income A surge in employment over the past two Companies should be careful making residents are free to spend. Less educated contributed to a moderation of years has led to a lower unemployment future commitments to suppliers, residents are increasingly squeezed. wages and personal income. rate, but that included many temporary especially on long-term purchase Also, businesses will have to adjust to and part-time positions in restaurants, retail contracts, his report said. It said past-due the demands of the quickly increasing warehouse distribution and temporary accounts should be aggressively collected. 55-and-older population. help. Although these jobs brought down Businesses should pay more attention Delaware has caught up with pre- rates, lower-quality public schools, no unemployment, they contributed to a to cash and balance sheets, the report recession levels of activity, but it is now right-to-work laws, one of the highest moderation of wages and personal income. said. It recommended owners pay down entering a slow-down phase where growth corporate income tax rates in the nation, Currently, transfer payments are the debt, trim inventories and strengthen will be equal or slightly below national and high personal income tax rates. leading growth component in Delaware their cash positions. Credit terms should averages, according to the report. Decon’s economic forecast for the personal income — social security, be reviewed to avoid liquidity problems. Stapleford said Delaware has several end of 2016 is employment growth of disability payments, unemployment Going forward, the report said serious structural impediments to about 1.3 percent. checks. These payments now make up 20 companies will have to appeal to growth — high industrial electric Delaware’s top-performing industry percent of Delaware’s personal income. n

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Visit: www.morrisjames.com Call Us: 302.888.6800 ATTORNEYS AT LAW Wilmington – Downtown & West | Newark | Dover | Georgetown | Rehoboth Beach 20 OCTOBER 25, 2016 DELAWARE BUSINESS TIMES www.DelawareBusinessTimes.com INVESTMENTS Rebooting restaurants means redefining dining Buying an existing eatery has its advantages and its challenges

By Pam George Special to Delaware Business Times

Doctors Beth and Mike Ross are both successful veterinarians. He operated on Da Hoss, a bay thoroughbred gelding and two-time Breeders’ Cup winner. But even with all their professional achievements in their chosen field, they shared the dream of owning a restaurant. The problem? They had no industry experience. So in 2011, they purchased Domaine Hudson Wine Bar & Eatery, an established restaurant in downtown Wilmington. “The learning curve was vertical,” Beth Ross says. “It was a big advantage to purchase an existing restaurant with an owner who was willing to stay on as an employee and consultant. It the transition so much easier since we had no previous restaurant experience.” Seasoned restaurateurs also see the pluses of buying an existing Photos by Carolyn Watson Photos by Carolyn establishment. The Big Fish Restaurant Lion Gardner stands on the front step Blue Moon in Rehoboth, the restaurant he owns with his wife, Meg. Gardner was already the chef at the restaurant, and his wife, Meg, started as a Group, for instance, purchased bus girl and worked her way up to manager. the Summer House and Salt Air in Rehoboth. Mike Clampitt bought Po’ it,” she explains. Boys Creole & Fish Camp in Milton If a restaurant has fallen on hard times, from the original owners, and chef the name recognition and location might Wilson Gates of The Gate House be more important than the financials, recently purchased the iconic Buttery in particularly to established restaurateurs downtown Lewes. who have the capital to cover the purchase Whether you’re a novice or an expert, price, operating costs and upgrades. buying an existing restaurant can That was certainly the case with the present challenges. Summer House and Salt Air. It was also Dollars and sense true of Kid Shelleen’s Charcoal House & Restaurants hit the market for various Saloon in Trolley Square, which Xavier reasons. In the case of Domaine Hudson, Teixido and his partners purchased in original owners Meg and Tom Hudson 2010. “In this case, we were buying a were divorcing. Salt Air’s original location that we couldn’t get otherwise,” owner became ill. Some, including says Teixido, who bought the building Pam Grabowski and Ezio Reynaud of as well as the business but did not Culinaria, are just ready to move on. purchase the operating company. No matter why the owner is selling, Inside knowledge it’s important to review the financials. Teixido has an unusual relationship “We were fortunate that we had total with “Kid’s.” As part of the 1492 Group, access to complete financial information, he helped open the restaurant in 1983. and importantly, to all the income tax He also helped launch Harry’s Savoy data,” Mike Ross says. Tom Hudson, an Grill in North Wilmington, which he accountant, kept detailed books. The took over completely when he left 1492. new owners were so impressed that He later opened Harry’s Seafood Grill. they kept many of Hudson’s business Fast-forward to 2010, when Teixido practices in play. and his partners wanted to open a Domaine Hudson is in a leased space. casual restaurant that did a brisk The Hudsons, however, had the foresight business during several day parts: to include transfer information in their lunch, dinner and late night. In other original agreement with the landlord. words, they wanted a restaurant like Meg and Lion Gardner and their Kid Shelleen’s. Turns out Kid’s owners, partners didn’t want to lease the Blue who’d purchased it from 1492, were Moon’s building in Rehoboth Beach. interested in selling but they didn’t They wanted to buy both the structure want the word to leak out. That’s not and the restaurant. “We wanted to be uncommon, he says. Many prospective able to put some money into improving sellers don’t want the staff to get skittish Chef Wilson Gates of The Gate House recently purchased the iconic Buttery in downtown Lewes. www.DelawareBusinessTimes.com DELAWARE BUSINESS TIMES OCTOBER 25, 2016 21

and bolt based on rumors. It was a different scene when Big switch, the kitchen could craft a new The closing was on Aug. 31, 2010, Fish Restaurant Group bought Satsuma menu of favorites and new items. and the next morning, Teixido and his in Trolley Square and turned it into An about-face team introduced themselves as the new Trolley Square Oyster House. (For tax Revamping menus is only part of owners. “We were on our own. It was purposes, the deal also included the reviving a restaurant that needs an like jumping on a running horse,” he name, although Sugrue had no intention update. Kid’s over the next year got recalls. His familiarity with the business of keeping the name or the concept.) new bathrooms and other renovations. helped maintain the momentum. He invited all Satsuma employees to The Blue Moon has undergone building It’s not unusual for buyers to be interview for positions. “Not one person improvements each year. Sugrue former or current employees. Steve made the cut,” he says. The restaurant spent three months and “hundreds of “Monty” Montgomery, the co-owner of underwent renovations, which allowed thousands of dollars” to improve the The Starboard, was 18 when he started for a hiring period. At the beach, new Photo by Joel Plotkin Summer House and Salt Air. working there. Meg and Lion Gardner owners can close and regroup in the off- Mike and Beth Ross, owners of Domaine Hudson. Beth and Mike Ross changed Domaine knew Blue Moon’s operations inside season. Teixido didn’t close down Kid’s Hudson’s masculine Ralph Lauren-ish and out. Meg started as a bus girl and until a year had passed, and that was worked her way up to server, host and décor to suit their style. “Of course, we only for renovations. favorite things about the restaurant on manager. By 2008, she was managing added a lot of equine artwork,” she says. Domaine Hudson kept all the comment cards. “We got mostly a list of the front of the house and off-site employees, although some have With the help of designer Rose Giroso, demands,” Teixido says. They wanted events. Her husband, Lion, was the chef. since left due to career opportunities, they recently reconfigured the space to their cinnamon buns, and they wanted After Gardner and her partners relationships or jobs outside the have more room for private parties. their favorite bartenders or server to bought the Blue Moon, they left the industry. “We work hard to keep them In hindsight, Beth Ross says, they should lawyer’s office to go back to work. “We happy,” Beth Ross says. stay. They also liked their chicken corn have focused more on building the existing were all managing at that point, so we In addition to pleasing employees, chowder. Taking it off the menu almost clientele’s trust before making changes to had a dinner service to get through,” she the new owner must keep the guests incited a rebellion; it quickly returned. the décor. “We may have underestimated says. They explained the sale later at a happy. It’s not easy. “I had one woman There were some things, however, the need to retain some of the familiar. It staff meeting. tell me: ‘We don’t need Mr. Fancy Pants that were not negotiable. On the first took a year or two for everything to grown Riding the wave of change coming down here telling us what to do,’ day of ownership, Teixido nixed the in the right direction.” Employees can help ease the ” Teixido recalls. Mickey Donatello has jarred guacamole and salsa that the They’re glad they made the decision transition. The Summer House encountered a similar resistance after the restaurant had been serving and sent to buy an existing restaurant with an benefitted from the expertise of the purchase of Bon Appetit in Brandywine the kitchen staff to Acme to buy the immediate cash flow, a helping hand from general manager, who is the seller’s son, Hundred in 2014. A Yelp review accused ingredients to make it from scratch. the seller and knowledgeable employees. says Eric Sugrue, managing partner of him of changing one of the salad recipes Many guests complained — they wanted They are novices no longer. “Now,” Mike the Big Fish Restaurant Group. “Quite a when in fact he did not. what the old guacamole. But fresh food Ross says, “we’re looking forward to few people stayed on.” At Kid’s, customers wrote down their mattered. About five months after the starting our own from scratch.” n

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Karen Hill doesn’t dwell on the idea of her death, but she does know what her casket will look like, what Bible verses will be read, and what music will play at her funeral. She and her husband, Calvin, set up all of the particulars of their funerals and paid for them a couple of years ago. “We didn’t want our family members to have this burden,” said Hill, 70, of Dover. “Now, no one has to guess what we want.” Even 20 years ago, Hill would have been an oddity. People didn’t talk about their deaths and there weren’t that many planning for it. But Hill is part of the changing face of the funeral industry. These days funeral planning is practically just another part of estate planning. Some, like Hill, don’t want to burden their family. Others just know what they want. “It’s become more about the deceased and making it a celebration of a life,” said Thomas E. Melvin, C.F.S.P. Photo by Maria DeForrest (Certified Funeral Services Practitioner) In a Living Urn, the deceased’s ashes are buried and a tree is planted over them. The family is sent information on the tree as it grows. and owner of Melvin Funeral Home in

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Harrington, where Hill went to make a Living Urn where the deceased’s ashes different director, or the funeral home believes the local ties add to the quality her plans. Melvin started in the funeral are buried and a tree is planted over goes out of business, the money stays in of services offered in Delaware. business as an apprentice in the 1970s, them. The family is sent information on the trust for the client, not tied to one “It’s more what does the individual and opened his own funeral home in the tree as it grows. funeral home. family want, not what has the sixth- 1990. “Years ago you wouldn’t think to According to the National Funeral Most funeral home directors advise generation of my family done before,” even do a photo display, but now you Directors Association, basic funerals in people to make their plans ahead of time said Parsell. He’s helped coordinate jazz want to make it personal.” the south Atlantic region run anywhere for both financial and familial reasons. funerals, services on the beach, at local Melvin said he’s had services with from $6,000 to almost $9,000. That is Hill had dreaded going, but actually it churches, even in bars and restaurants. a motorcycle next to the casket, the a simple ceremony with a metal burial was a pleasant experience. She said she Part of the change in services bicycle the man rode to town every casket; the cost does not include burial. felt like she was part of the family by the has come with the diversity of the day, even had the deceased sitting in a From that base average, the cost can go time she was done. population, especially in Delaware recliner. In Hill’s case, she wants the up based on service and family wishes. Getting a family feeling shouldn’t be where people often come to retire. song, “I Bowed on my Knees and Cried The sky is the limit; there are caskets surprising in Delaware. Virtually all of Different religions and lifestyles Holy,” to be playing. that run as high as $175,000. the funeral homes in Delaware are family converge here, said Parsell. There is no “A funeral service is not for the Today’s funeral director is very much owned and run. That is the case for such thing as traditional anymore. deceased, it’s to give you a way to an event coordinator. Besides the Andrew Parsell, president of the Delaware Take Hindu funerals, said Parsell, say goodbye, and give friends a way service, funeral directors and their staffs State Funeral Directors Association. He is who has done two. It can be a four-hour to support you,” said Melvin. It goes help families navigate the maze of death a second-generation funeral director at the service, with chairs removed from the beyond the simple preparation and certificates, Social Security forms, will Parsell Funeral Home in Lewes. room, he said. Members of the family two-hour service. At Christmas Melvin’s filings, and even insurance claims. It’s Parsell says there are two reasons for stay to watch the cremation. The ashes company puts up a large tree that past not uncommon for a funeral director to the family-owned businesses — one, are kept at the funeral home and family clients decorate with ornaments to drive a client to an appointment with a it’s a calling, not a job. Funeral directors members come pray with them until honor their loved ones. lawyer, if need be. are on call every day of the year, 24 they can take the ashes to the Ganges Besides personalized services, another The funeral director can even help hours a day, having to deal calmly with River to be spread. trend taking off in Delaware, and with the payment. Many Delaware people on one of the worst days of their When someone first came to Parsell beyond, is the “green” funeral. Here, funeral directors offer payment plans lives. The second reason for the family to ask about such a service, his answer, people look to have the least impact for pre-planning, and also serve as ties is Delaware law. Unlike many other as would be the answer from most on the environment as possible. As insurance agents who can sell special states, in Delaware a funeral director is funeral directors today, was, “Tell me such there are urns made of salt that funeral insurance policies. The money not allowed to own a cemetery. While what you need.” biodegrade in the ocean, biodegradable for the service, by Delaware law, is held that cuts down on the profit margin for “Our services are constantly caskets or simply burial shrouds, large by a third party trust, and is owned funeral directors, it has also kept the large expanding,” said Parsell. “If you fabric body covers that completely by the client, not the funeral home. If corporate funeral homes from taking can make the most unthinkable day replace caskets. There is even one called the client moves, or decides to use a an interest in the state, said Parsell. He memorable, it makes it all worth it.” n

The Panelists AZIZ ABDUR-RA’OOF Former NFL football player to Thinking about changing education executive ELLYN HUTTON From nurse to insurance case manager to mind-body healer

your career or business? ERIN DICKINS A founding member of the Manhattan Transfer, now jazz vocalist and spice manufacturer Attend this event to connect and explore how JUDY VILMAIN A former college professor turned to deliberately reinvent your life! hypnotherapist NATALIE NIXON, PHD Philadelphia University G. Allen Mebane IV ’52 Chair for Design Thinkers and the Director of the Strategic Design MBA

WEDNESDAY, NOVEMBER 9, 2016 SANJAY KAMANI DELAWARE ART MUSEUM Employee turned entrepreneur of several ventures The Program The Moderator Networking and Cocktails 6:00pm – 6:30pm HOLLIS THOMASES Panel Discussion 6:45pm – 7:30pm Founder, ReinventionWorks Pivoted from foodservice to digital Speed Reinvention: Breakout Sessions 7:45pm – 9:00pm marketing to reinvention producer Closing Remarks and Networking 9:00pm – 9:30pm Tickets Presented by $75 per person, use PROMO CODE 20REINVENT for $20 discount

Advertising: Amy Colbourn, 302.656.1837 | [email protected] | Tickets: www.DelawareBusinessTimes.com/Reinvention 24 OCTOBER 25, 2016 DELAWARE BUSINESS TIMES www.DelawareBusinessTimes.com VIEWPOINT Which jobs are on the way out? Paychecks tell the tale

When Danny complex tasks previously done by be? What are the characteristics of jobs Noonan in the 1980 humans are targets to be taken over by According to the study, that are less vulnerable to the onslaught movie “Caddyshack” computerized machines. Ross Perot’s of technology? Well, according to the bemoaned his giant sucking sound has been replaced the following are study, the following are characteristics prospects for by the whirr of a computer. of jobs that will be most resistant to the affording college So landscaping workers (the closest characteristics of jobs that rising tide of automation: “fine arts,” to Judge Smails, to ditch-diggers in the survey) ranked will be most resistant to the “originality,” “negotiation,” “persuasion,” the judge’s classic at 623 of 702 with a 95 percent “social perceptiveness” and “assisting Peter Kennedy response was “Well, probability of being mechanized at and caring for others.” A review of Guest Columnist rising tide of automation: the world needs some point. As we have all most likely the occupations themselves shows: ditch-diggers too.” observed in the last few years, human “fine arts,” “originality,” school teachers, mental health social If a 2013 study telemarketers are on the way out — workers, health-care social workers, on how vulnerable jobs are to being they are dead last in the 2013 study “negotiation,” mental health counselors, education mechanized or computerized out of with a 99 percent plus probability of “persuasion,” “social administrators and instructional existence is any guide, however, the replacement. We accountants like to coordinators are all in the top 25 with world may not need ditch-diggers make jokes about actuaries (my favorite: perceptiveness” and less than a 0.5 percent probability of for much longer. The University “Actuaries are like accountants without being replaced. A little further down of Oxford study, “The Future of the sense of humor.”), but in this study, “assisting and caring are RNs, conservation scientists, family Employment: How Susceptible are Jobs actuaries have the last laugh since they therapists, music directors, fundraising to Computerisation?” by Carl Benedikt are ranked 209 with only a 21 percent for others.” managers and rehabilitation counselors Frey and Michael A. Osborne, looked at chance of being automated, while — all in the top 80 with less than 2 702 occupational categories with some accounting clerks are at 671 and 98 percent probability. interesting findings. percent. Historians have a relatively low Many nonprofit-focused careers appear Since before the dawn of the 44 percent probability, but if Napoleon “wages . . . exhibit a strong negative to be well positioned for the future. n industrial revolution, jobs have been was correct and history is written by the relationship with an occupation’s targeted for mechanization. What’s winners, what will happen if all human probability of computerization.” My changed relatively recently is the historians are displaced by computers? interpretation is that the higher the Peter Kennedy is a director and head of the audit practice at CPA firm Cover & Rossiter. The chances of being replaced by a machine, ability of computers to “learn” and The study estimated that “about firm serves a diverse client base of businesses, make decisions. Given the expanding 47 percent of total U.S. employment is the lower the pay is likely to be. individuals and nonprofit organizations regionally capabilities of automation, many more at risk.” The study observed that So, where will the jobs of tomorrow and nationally. Millennials change workplace culture for the better Make no mistake out necessary hours for family and of our business. Younger professionals about it, the social obligations. And, the rest of us Strong young professionals can show us a thing or two about millennials are are coming to realize that this is a pretty another form of networking, as their having a profound good idea. represent the future of skills with online social media help impact on the 21st The attitudes of this new generation them keep up with their business century workplace, of workers can have a positive impact your business. Challenge associates and with the latest trends and those of us who on business in many ways. It is our and information in the industry. Do not hold leadership responsibility as leaders to channel them, support them be surprised when one of the younger Doug Phillips positions in our their values in a manner that promotes members of your team presents an Guest Columnist organizations must achieving the goals and objectives of our and recognize their idea that could improve your business; employ some organization. chances are that he or she found it of the flexibility We have found, for example, that accomplishments. online faster than you could have. and balance that millennials want new challenges, that One other thing about millennials: millennials crave — if we want our they tire of repeating the same task. just like everyone else, they like to be businesses to continue to thrive. So we have made the effort to add rewarded for excellent performance, but Gone are the days of everyone new tasks and responsibilities to their I will admit to having been skeptical many prefer to receive when the task is working 8 to 5, believing that keeping portfolios, while emphasizing that when we launched the program, which completed successfully rather than as an your nose to the grindstone and repetition of skills already learned is the is entirely voluntary, but almost every performing duties “by the book” surest route to achieving mastery. one of our newer employees has chosen annual pay increase, and some would was the best way to get ahead. We Our newer employees also place a a mentor. The program is informal; no prefer a few extra days of vacation no longer live in a world where our high value on feedback to help advance one writes up any reports of meetings. instead of a cash bonus. Listen to your growth comes almost exclusively their careers. While we continue the Typically, the mentor and mentee will employees, and think about adding from personal experience. Meaningful policy of the annual performance meet once a month, often over coffee or some flexibility to your compensation collaboration and purposeful use of review, our supervisors now meet with lunch, to discuss their work, their career and rewards systems. social media, skills highly valued by members of their team at least twice a goals and strategies for advancement or Strong young professionals represent our younger workers, are becoming year. These interim reviews, in a less learning how to work more effectively. the future of your business. Challenge increasingly important to the success of formal setting, show employees that we Our generation has learned the them, support them and recognize their our businesses. care about their personal development. importance of networking, building accomplishments. n Most millennials seek to integrate In the same vein, we have also created contacts outside the office that can their professional and personal a mentoring program, in which our lead to opportunities for community Doug Phillips is president and managing director lives, creating schedules that deliver senior managers take one or more of service and professional growth while of Horty & Horty P.A., a public accounting firm with workplace productivity while carving our newer employees under their wings. incidentally advancing the good name offices in Dover and Wilmington. www.DelawareBusinessTimes.com DELAWARE BUSINESS TIMES OCTOBER 25, 2016 25 CORNER OFFICE How Teresa Avery came to make a difference

TERESA AVERY, down to retirement after having helped When I started into nonprofits, I executive director of Autism Delaware create Autism Delaware and nurture it wanted to make a difference in the to a rapidly growing success. She hired world. I know that Autism Delaware Tell us about your early years. me and I took over from her about two does that, and I feel that, in my role, I I grew up in northwest Ohio, in a little years later. get to play a small part in that overall bedroom community called Perrysburg. work. That said, I wish I’d been better My parents were both schoolteachers Autism Delaware has gained a lot of prepared for the really hard part of this and my grandparents lived on our family visibility in the last few years. Do you work … all the things I can’t do … or at farm just a few minutes up the road. I think people largely understand its role was so passionate about horses (still am, in the community? least that I can’t do today. really) that my undergraduate degree In Delaware, we had 152 children with How do you describe your leadership style? from Ohio State is a B.S. in Agriculture; I an educational classification of autism I believe in hiring people who are Photo by Sarah Young Photo by Sarah majored in agricultural communications Teresa Avery in our public schools in 1991. Today we better than you as the leader. I believe in and minored in equine sciences. have 1,660! With those increases it’s not creating an environment of respect and surprising that more and more people How did you come to Autism Delaware? One of my MBA classmates called me caring. I believe that it’s important to be know about Autism Delaware and our After 10 years working at Equine from her home in Minnesota and said able to make mistakes and that a leader work throughout the state. Resources International, I was ready she’d heard I was looking to get into should make it OK to do so … as long Our mission is pretty simple: to help for a change. I was working full time nonprofits. Her family had been affected as we learn from them moving forward. people and families affected by autism at the agency (ERI), and attending an by autism and she was determined We absolutely cannot be afraid to make throughout Delaware. Each individual, executive MBA program at Penn State to start a nonprofit that would help mistakes if they are made in the pursuit and family, affected by autism is University. I remember thinking: “if I’m individuals with autism find success completely unique in terms of the way of doing this work. going to work this hard (and everyone in the competitive job market. After their autism affects them, and also in What is your advice to new college grads? does, of course), I want to really make a listening to her plans and her passion who they are as a person — as well as direct difference in people’s lives.” A few I said I’d love to help but I also said, Consider working for a small company what their needs may be. As a result, months after I finished my MBA, I gave “First, you have to tell me … what is — a REALLY small company. You won’t my wonderful boss at ERI notice that autism?” I still laugh when I think about Autism Delaware strives to provide a get paid as much (probably), but you’ll I was going to move on and look for a that first conversation. wide range of services and supports. get a lot more responsibility a lot faster spot in the nonprofit sector. Doing what, Autism Delaware’s first executive What do you wish you knew when you and you’ll learn whether or not you truly I didn’t know. director, Theda Ellis, was on a step- started your career that you know now? like the work. n

2016 FAMILY BUSINESS DEVELOPMENT SERIES

PRESENTED BY:

Barry A. Crozier, CPA, CGMA Barry has been a BLS team member for over 37 years, serving 21 of those years Director as Managing Director. During his term, BLS has undertaken several large initiatives including an office move, an expansion into another state and merging with another local accounting firm. The firm has also received multiple community service awards, most notably CPA, the Gilman SuperstarsCGMA, in Business Director-Business Barryaward from the DelawareCrozier, State Chamber of Commerce and Top Workplaces from the News Journal multiple years in a row. As of January 2015, Barry passed Development,the Managing Director duties along Belfint as part of the firm’sLyons succession plan.Shuman He Certified Public continues to serve as a director/shareholder at BLS and plays a key role in Accountantsbusiness development whether through organic growth or merger and acquisition opportunities. Along with firm initiatives, Barry specializes in assisting clients with litigation Part 3: support matters, business valuations, individual and corporate tax and management issues, and corporate service matters for Delaware investment holding companies, as well as facilitating firm retreats for small to mid-sized Johnaccounting firms. Goodman , Financial Adviser and Financial Professional Affiliations Family Business Transitions, Services• American Institute Representative, of Certified Public Accountants CREATIVE financial groud • AICPA – Private Companies Practice Section Forum (PCPF) D: 302.573.3903 • AICPA G400 Participant P: 302.225.0600 • [email protected] Delaware Society of Certified Public Accountants www.belfint.com • Delaware State Chamber of Commerce – Board Member & Treasurer Strategies & Tactics • Wilmington Tax Group • Estate Planning Council of Delaware • MFR – Managing for Results – Group Leader Margaret• University of Delaware (Peggy) Department of Accounting Hinton, & MIS – Advisory President, Delaware Board

BrickEducation and 3rd Generation Family Business Owner • University of Delaware – Bachelor of Science Degree in Accounting Wednesday, November 16th • Widener University – Master of Science in Taxation Community Service • Delaware Hospice Campaign Committee Member • A.I. duPont Hospital Planned Giving Committee Member University and Whist Club • Coordinator of the Save Our Water Committee in Chester County

• Executive Mentor – University of Delaware/Delaware Business State University Advisor, Delaware MargoAwards & Recognition Reign, MBA, • Delaware State Chamber of Commerce's Gilman Bowl 7:30am-10:00am | Cost $20 Small• University Business of Delaware's Lern Developmenter College Alumni Award of Excellence Center and Adjunct • Delaware Society of Certified Public Accountants' Public Service Award

Professor,• William Penn Graduating University Advisory Committee of Delaware, Lerner College of Business• Delaware Founders & Economics Initiative Advisory Board

To Register, visit: DelawareSBDC.org Registration fee includes breakfast For sponsorship information, contact Amy Colbourn: 302.656.1837 • [email protected] 26 OCTOBER 25, 2016 DELAWARE BUSINESS TIMES www.DelawareBusinessTimes.com

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@tech2getherwilm | #T2G16 | Powered by www.DelawareBusinessTimes.com DELAWARE BUSINESS TIMES OCTOBER 25, 2016 27 spotlight Reinvention Photo by Ron Dubick Carol Arnott-Robbins worked for 26 years in banking and finance before changing course in 2015, earning her real estate license and launching a new career with her husband. The changing career path: Reset, relaunch, reinvent Here’s help for a new wave of professionals trying to change course

By Michael Bradley ack in the 1990s, Hollis Thomases didn’t wait for Marketing. She reinvented herself as an entrepreneur Special to Delaware Business Times Banybody else to tell her that she couldn’t execute and was thrilled to be moving forward. any of the big business ideas she had generated. A few months later, she reinvented the reinvention. She did it all by herself. “The original idea I had was completely different “I was my own worst enemy,” Thomases says. from what that company ended up being,” “I would always shoot down my ideas. I thought Thomases says. “I wasn’t gaining any marketing they were too difficult or I didn’t have the money traction. People would say, ‘I don’t want what you’re or knowledge.” selling, but can you do e-mail marketing and banner In 1998, she came up with something that not advertising on websites?’ I didn’t know how to do even she could convince herself not to pursue. any of that, but I learned very fast.” Dissatisfied with her current position in marketing In the span of nine months, Thomases had quit with a company for which she had worked and after her job, incorporated, launched the business, taken being told that advancement was unlikely, Thomases a hiatus and relaunched. If necessity is the mother took advantage of what she calls “a perfect storm” of invention, finding out that your product isn’t and started her own firm, Web Advantage Digital too popular with potential clients is absolutely the 28 OCTOBER 25, 2016 DELAWARE BUSINESS TIMES www.DelawareBusinessTimes.com spotlight Reinvention stimulus for reinvention. Thomases’ experience with her double reinvention has proven to be quite worthwhile as she works with people who are trying to find new professional paths the way she did. Her ReinventionWorks firm helps people pivot from their current careers to new chapters in their professional lives. Thomases and her staff help conceive, plan and execute transformations for those looking to make significant changes in their lives. She considers it to be a three-year process that requires significant thought and follow-through. “This is different than a career change,” she says. “It’s not a case where you update your resume and LinkedIn profile and then practice interviewing.” On Nov. 9, Thomases will serve as the moderator for the Exploring Reinvention event designed to help people “connect, explore and prepare for the reinvention process.” It will focus on the choice people have to reinvent and provide inspiration and strategies to help them chart new courses. Having a strategy is key, but more important than that is having the ability to pursue a passion. “You need to have something [that] carries you through every single bad Hollis Thomases and her staff at ReinventionWorks help conceive, plan and execute transformations for those looking to make significant changes in their lives. day, and you need to love that, whether you are doing it for the money, bliss, glory or the sheer ‘can I do this?’ sacrifices, she wouldn’t change anything to Easter Seals for a while, and he fascination,” Thomases says. that she has done. developed the idea of starting a firm Carol Arnott-Robbins always “I am much happier,” Arnott-Robbins that does IT work using only those considered herself a “very creative says. “Even if it meant for some with disabilities. His goal with The thinker with an entrepreneurial brain,” temporary period of time making some and as a girl she always thought she Precisionists is to help 10,000 people would end up in the fashion industry. sacrifices in our lifestyle, it’s OK. with disabilities by 2025. He started Instead, she spent 26 years in banking “I walked away from a well- the business on July 1 and focused and finance feeling as if “the life was compensated position with full benefits primarily on those with autism, as well being sucked out of me.” In 2015, she to do something I’ve never done. But as disabled veterans and the hearing and couldn’t do it anymore, even though I just help people and try to provide visually impaired. she had a good income and a position solutions for clients’ problems. Those “It’s a for-profit company, not a of influence at M&T Bank. She enjoyed skills are transferrable.” charity or a nonprofit,” Dianastasis says. helping her customers plan for the Ernie Dianastasis agrees with that. “Some disabilities result in tremendous future and overcome hardships, but The same talents he used for 30 years strength. Our goal is to focus that. I it wasn’t enough. Fortunately for her, building and running the Delaware office have taken a social mission and shifted Arnott-Robbins didn’t have to look too of Computer Aid Inc. are serving him it to social entrepreneurism.” far to find a new professional course. well in his newest endeavor, Wilmington- Like Thomases and Arnott-Robbins, based The Precisionists Inc. Both provide Ernie Dianastasis launched an IT firm that employs Her husband, Tucker, had been in Dianastasis has taken skills he honed workers with autism. real estate for nearly 30 years, and he IT solutions for customers, but The over many years in a previous world and told Arnott-Robbins she would “be Precisionists has a twist that plays well transferred them to a new endeavor later that it’s important to find out where great” in the field. She left her job in with Dianastasis’ desire to help those in life. He is fulfilled and energized and they derive joy,” Thomases says. “When October 2015, earned her real estate with disabilities work and thrive. serves as a prime example of someone things get tough, you need to charge license and launched her new career in A few years ago, Dianastasis met a who has matched experience with your batteries. You can’t do that through January in concert with Tucker, under man from Denmark who had been passion and created a new professional drudgery every day. the Berkshire Hathaway aegis. She is successful employing people on the direction. If Thomases has her way, “It’s not always about the pursuit of delighted to be working in a field she autism spectrum in the tech field. plenty of others will follow. a passion. It’s having the conviction to enjoys and despite having to make some Dianastasis had been lending his talent “I tell people when I advise them pursue that passion.” n

State Officials Listed Alphabetically By Last Name

State Official Department ▲

Anas Ben Addi DEADLINE TO Delaware State Housing Authority Office Address 18 The Green Carla Benson-Green Dover, DE Office Phone Department of Services for Children, Youth, and Their Familes 19901 Term 1825 Faulkland Road (302) 739-4263 Jeffrey W Bullock Wilmington, DE ISSUE LIST Department of State 19805 2009 Townsend Building 401 Federal Street Suite 3 (302) 633-2500 John C. Carney Dover, DE RETURN SURVEY U.S. Representative, Democrat 19901 2015 233 N. King Street, Suite 200 (302) 739-4111 Thomas R. Carper Wilmington, DE U.S Senator, Democrat 19801 2009

301 N. Walnut Street, Suite 102L-1 (202) 225-4165 Jennifer Cohan Wilmington, DE Department of Transportation 19801 2015-2016 Highway Administration Building, PO Box 778 Don’t be left off the James (202) 224-2441 Collins Dover, DE LIST Department of Technology and Information 19903 2013-2019 801 Silverside Lake Road (302) 760-2303 Thomas Cook Wilmington, DE Department of Finance 19904 2015 Carvel State Office Building Christopher (302) 739-9500 A. Coons Wilmington, DE U.S. Senator, Democrat 19801 2014

1105 N. Market Street Suite 100 (302) 577-8979 Robert M Coupe Wilmington, DE Department of Correction 19801 2009

245 McKee Road (202) 224-5042 Matthew P Denn Dover, DE We are finalizing these business categories for publication in Delaware Business Times. 11/8 Women Owned Businesses 10/25 Attorney General, Democrat 19904 2015-2021 102 W. Water Street (302) 739-4271 Steven Godowsky Dover, DE Department of Education 19904 2013

Townsend Building (302) 739-4211 Edwin Kee Dover, DE Department of Agriculture 19901 2015-2019

2320 S. DuPont Highway (302) 735-4000 Rita Landgraf Dover, DE Here’s how to complete an online survey to make sure your company is listed. Department of Health & Social Services 19901 2012

Herman M. Holloway Sr. Campus, 1901 N. DuPont Highway (302) 698-4500 Jack A. Markell New Castle, DE Governor 19720 2009

Tatnall Buildng 2nd Floor, 150 Martin Luther King, Jr. Boulevard South (302) 255-9040 Jim Mosley Dover, DE 11/22 Marketing Advertising PR Firms 11/8 Department of Safety & Homeland Security 19901 2009 Safety & Homeland Security Bulding, PO Box 818 (302) 577-3210 Open Dover, DE Department of Labor 19903 2009-2016

Go to: 4425 N. Market Street 4th Floor (302) 744-2677 Kenneth Simpler Wilmington, DE State Treasurer, Republican 19802 2009

Delaware State Treasury 820 Silver Lake Boulevard Suiite 100 (302) 761-8001 David Small Dover, DE Department of Natural Resources & Environmental Control 19904 2009 89 Kings Highway Karen (302) 672-6700 Weldin Stewart Dover, DE Insurance Commissioner, Democrat 19901 2015-2019 and find the list for your category. If you’re Rodney Building, 841 Silver Lake Boulevard DelawareBusinessTimes.com/Lists (302) 739-9000 Major General Frank Dover, DE 12/6 Wealthiest Zip Codes 11/22 Delaware National GuardVavala 19904 2014 1st Regiment Road (302) 674-7305 Ann S. Visallii Wilmington, DE Office of Management & Budget 19808 2008-2016

Haslet Armory, 122 William Penn Street (302) 326-7001 R. Thomas Wagner Dover, DE State Auditor, Republican 19901 1999 not included click the DATA button at the top of the list and fill out the information. Townsend Building 401 Federal Street Suite 1 (302) 739-4204 Bernice Whaley Dover, DE Delaware Economic Development Office 19901 2009

99 Kings Highway (302) 739-4241 Dover, DE 19901 2015-2019 Source: Researched by: . Some companies may have been omitted due to lack of information, deadline restrictions, or space constrictions. 12/20 Office and Industrial Parks 12/6 Editorial Estimate = Information derived from: publicly available sources, observation, news sources, and general market knowledge of the editorial team. (302) 739-4271 2015 www.DelawareBusinessTimes.com DELAWARE BUSINESS TIMES OCTOBER 25, 2016 29 BOOK OF LISTS PLEASE E-MAIL APPROVAL PLEASE READ THIS! If we do not receive a response within 48 hours of date on proof, we will run the ad as shown. Today Media cannot be held responsible for any mistakes, and advertiser will be responsible for payment in full of this ad. Ad may appear smaller than actual size and is not indicative of color. Design is property of Today Media and is not to be duplicated or reproduced prior to newsstand sale. Liability: All advertisements and supporting image files are accepted and published by the Publisher upon representation that the agency and advertiser are authorized to publish the entire contents and subject matter thereof. The agency and advertiser assume liability for any and all 30 OCTOBER 25, 2016 DELAWAREclaims arising BUSINESS therefrom against TIMES the Publisher. www.DelawareBusinessTimes.com

Delaware law allows Chancery Court judges to order the break-up of successful companies — potentially putting thousands of people out of work?

We didn’t know that either. Until it happened to our company..

Please join thousands of TransPerfect employees and our families to change Delaware law and protect American jobs. It’s important to Delaware because over 63% of Fortune 500 companies call our state home, bringing billions of dollars to the state. Just a 10% drop caused by this uncertainty would be devastating to the state budget — and to our schools, police departments and hospitals.

SIGN UP AND GET MORE INFORMATION ON CITIZENS FOR A PRO-BUSINESS DELAWARE AND THE TRANSPERFECT CASE Delawareforbusiness.org www.DelawareBusinessTimes.com DELAWARE BUSINESS TIMES OCTOBER 25, 2016 31 BUSINESS BRIEFS Chesapeake Utilities holds N.J., Trexlertown and Lancaster, Pa. Workers’ compensation Previously, he served as chairman and CEO Reduced generally availability results of Tyco International, transforming Tyco groundbreaking ceremony in rent growth, although areas such rates unchanged for 2017 into a strong market leader, and reviving the company from near bankruptcy DOVER — Chesapeake Utilities as Trexlertown and Lancaster and DOVER — Insurance Commissioner and rebuilding its brand and credibility. Corp. held a groundbreaking ceremony York, Pa., are growing due to attractive Karen Weldin Stewart has approved He oversaw a successful restructuring, at its new Dover campus, a 20.6-acre demographics, income growth and the Delaware Compensation Rating including divesting non-core operations site on South Bay Road. The event was infrastructure improvements, according Bureau (DCRB)’s workers’ compensation and the spin-offs of Covidien, TE hosted by Chesapeake and attended by to CBRE. amended rate filing, which recommends Connectivity, ADT Corp. and the merger of In the region, the highest average no changes in the overall levels of state and local officials and company Tyco Flow Control with Pentair. asking lease rates are in King of Prussia, residual market rates and voluntary representatives. Currently, Breen serves as lead The new campus will accommodate Pa., and the Main Line, but Concord market loss costs for 2017. Pike is third on the list. Christiana is “I hope this is the beginning of independent director of Comcast employees of Eastern Shore Natural Corp. He also serves as a member of just above the middle of the pack. The a period of rate stabilization in the Gas Co. (ESNG), Chesapeake Utilities the advisory board of New Mountain lowest rates in the district are in Wilkes- workers compensation market,” said and Chesapeake Utilities Corp. Capital LLC, a private equity firm. He Barre and Scranton, Pa. Stewart. “I want to thank my staff, the administrative staff. The campus will has been awarded numerous governance also serve as a customer-care center A recent CBRE survey showed Ratepayer Advocate and the DCRB for their hard work to keep the rates at awards including being named one of for Chesapeake Utilities and provide a affordability was no longer one of the top the “100 Most Influential People in convenient, central location for both five most important lease characteristics their current overall level. I also want to recognize the General Assembly and Business Ethics” by Ethisphere. customers and employees. for retailers, and that prompted owners The Annual Dinner is the largest of the Facilities on the new campus, which of some strip centers and neighborhood my fellow members of the Governor’s Workers Compensation Oversight Panel State Chamber’s annual events, drawing are projected to be completed in early shopping centers to renovate. and the Workers’ Compensation Task over 900 business leaders, dignitaries and 2018, will include a 57,000-square-foot Average asking rents have started to Force, whose efforts over the past few elected officials. The evening’s program office building and a 36,000-square- decline for Class B and Class C properties. years are now bearing fruit.” also will include the presentation of foot warehouse. Construction of the Finished properties coming on line in the The Commissioner’s independent the Josiah Marvel Cup Award in honor new campus is expected to provide third quarter boosted total retail inventory actuaries and the state’s Ratepayer of the memory of Josiah Marvel, who up to 300 construction jobs. Upon in the region by more than 1.3 million Advocate examined the DCRB’s original reorganized and was the first president of completion of the new facilities, ESNG square feet. King of Prussia Mall, with its filing and agreed on the amended rates the modern-day State Chamber. and Chesapeake Utilities will be able expansion of the court and the plaza, now approved by the Commissioner. to house operational functions in one is the largest mall in the United States. Medicare unveils building with one central warehouse. The projected third-quarter sales In specialty chemicals, far-reaching overhaul Approximately 250 employees will growth for the Philadelphia region is 2.4 move to the new facility from existing percent. The sales growth forecast for the Solenis buys Nopco of doctors’ pay locations throughout Dover. region was adjusted down from 6 percent WILMINGTON — Solenis, a WASHINGTON (AP) — Medicare The new campus will also be the to 3.6 percent for the fourth quarter, global specialty chemical company future location of the company’s unveiled a far-reaching overhaul of how possibly due to rising uncertainty with headquartered in Wilmington, has it pays doctors and other clinicians. second compressed natural gas (CNG) the election and the business cycle. completed acquisition of all shares of Compensation for medical professionals fueling station for public use on the Nopco Holding AS and its subsidiaries. will start taking into account the quality Delmarva Peninsula. The station is part WSFS buys West Capital Solenis has 35 manufacturing plants of service — not just quantity. of the company’s ongoing efforts to around the world and employees about The massive regulation is known increase environmental benefits for the Management 3,500 professionals on five continents in as MACRA. It’s meant to carry out local community by supplying clean- WILMINGTON — WSFS Financial its specialty chemicals business. bipartisan legislation passed by burning natural gas to fuel vehicles and Corp. has acquired the assets of West Nopco is a producer and supplier of Congress and signed by President partnering with the State of Delaware to Capital Management, an independent, advanced chemical solutions for the Barack Obama last year. increase the number of vehicles utilizing fee-only wealth management firm which pulp and paper industry that makes MACRA creates two new payment alternative fuels. CNG is a clean operates under a multi-family office defamers and drinking technologies. systems, or tracks, for clinicians. The “The purchase of Nopco represents burning, readily available fuel and offers philosophy. majority of medical professionals billing another milestone in Solenis’ cost-savings on fuel and maintenance. West Capital, founded in 1994 by Medicare — some 600,000 doctors, growth strategy, adding new and CNG-powered vehicles produce lower Matthew West, is headquartered in nurse practitioners, physician assistants emissions than gasoline and diesel complementary products to our Philadelphia. It provides customized and therapists — are affected. Medical portfolio that deliver value to our vehicles, reducing Greenhouse Gas practices must decide next year what solutions tailored for institutions customers,” stated John Panichella, Emissions by up to 30 percent, and track they will take. and high-net-worth individuals. The president and CEO. NOx emissions by 85 percent. Starting in 2019, clinicians can earn company includes a 17-person staff. “We are excited to combine Nopco’s “The new location will make the higher reimbursements if they learn “This partnership significantly bolsters unique technologies with Solenis’ strong logistics of dispatching operations new ways of doing business, joining a our wealth management capabilities channel to market,” said Vice President personnel and equipment much more track that’s called Alternative Payment and is consistent with our objective Ludwig Krapsch. “We are embarking effective than in our previous locations,” Models. That involves being willing of becoming a premier provider of on integrating the Nopco business and said Stephen C. Thompson, senior vice to accept financial risk and reward for products and services that enable its talented teams into Solenis, creating president, Chesapeake Utilities Corp. performance, reporting quality measures our customers to meet their financial enhanced capabilities for our customers.” and president and chief operating officer to the government, and using electronic goals,” said Rodger Levenson, executive of Eastern Shore Natural Gas Co. and medical records. vice president and chief corporate DuPont CEO Breen Sandpiper Energy Inc. “We have outgrown Advocates say the new system development officer. our existing facilities in downtown Dover to keynote Chamber will improve quality and help check and are excited to bring the team together Matthew West, founder and CEO costs. But critics say the complicated in this new facility.” of West Capital Management said, annual dinner requirements are overwhelming for solo “Partnering with WSFS is an exciting WILMINGTON — Edward D. practitioners. Concord Pike retail opportunity for us. Their dedication Breen, chairman of the board and chief It’s going to take time to assess the impact rents are up to customer service mirrors our executive officer of DuPont Co., will on Medicare’s 57 million beneficiaries. commitment to our client relationships.” be the keynote speaker at the Delaware The government’s premier health Concord Pike was among the trade West will continue to serve as president State Chamber of Commerce’s 180th insurance program is in the midst of areas that had the most significant of West Capital Management and all Annual Dinner on Jan. 9 at the Chase an overhaul in how it pays service annual rent appreciation in the third staffers will become WSFS associates. Center on the Riverfront. providers, trying to shift to a new quarter, according to CBRE Research. The company will continue to operate as Breen joined the DuPont board of emphasis on rewarding quality. But it Other popular areas in the region West Capital Management and will be a directors in February 2015 and assumed may take years to see whether the new included Princeton-South Brunswick, subsidiary of WSFS Financial Corp. his current role the following November. approach can lead to major savings. 32 OCTOBER 25, 2016 DELAWARE BUSINESS TIMES www.DelawareBusinessTimes.com PEOPLE ON THE MOVE AND ACHIEVEMENTS LAW Alliance celebrates 25th anniversary Bayard awarded recertification Alliance was proud to celebrate its 25th Anniversary on Oct. 1. Since its inception in 1991, Alliance has grown from a small business to an award-winning company with Bayard, P.A., a Wilmington-based law firm, announced that it has been awarded offices throughout the mid-Atlantic Region. recertification in Meritas, a global alliance of independent business law firms. Bayard joined Meritas in 1990, and as a condition of its membership, is required to successfully complete recertification every three years. Meritas is the only law firm alliance with an established and comprehensive means of monitoring and enhancing the quality of its member firms — a process that saves clients time in validating law firm credentials and experience. Meritas membership is selective and by invitation only.

Casaccio joins Bernardon Lee. A Casaccio, AIA, LEED, AP and the staff of Casaccio Architects, LLC have joined Bernardon to better serve the wide array of valued clients in each firm.

Nason Construction appoints new director John Burton has been hired as the new Director of Construction for Burr & Forman announce new partner Nason Construction Inc. He will oversee all on-site project operations for Nason’s Delaware and Delmarva regions. He will work hand-in- Rick Robinson has been announced as a partner for Burr & Forman hand with site superintendents and project managers to manage a LLP in the firm’s creditors’ rights and bankruptcy practice. Based in smooth and successful project from the moment the first shovel goes Wilmington, Robinson is an experienced and nationally recognized into the ground, through punchlist and project close-out. He will bankruptcy attorney. He boosts the Am Law 200 firm’s capabilities and maintain contact with our clients and provide excellent, hands-on geographical reach to support clients with needs in Delaware, a hub customer service. for corporate activity. He has over 28 years of general contracting and contracting experience, with Robinson has more than 25 years of experience in counseling corporate responsibilities that includes the management of subcontractors as well as overseeing clients in connection with Chapter 11 cases and insolvency matters. the construction and business operations aspects of his own company. He specializes in His national client base has given him the opportunity to practice in bankruptcy courts in both residential and commercial construction and has a background in carpentry. Delaware, New York and throughout the country. Robinson represents lenders, borrowers, debtors-in-possession, liquidators, buyers, creditors, consultants, lessors, contractors, trustees and receivers in every aspect of business HEALTH bankruptcy and insolvency law, including the negotiation, structuring and documentation of complex commercial loans and related transactions as well as in out-of-court workouts Doctor appointed chair and physician leader and related restructurings. He also litigates and provides clients with advice in connection LeRoi S. Hicks, M.D, MPH, FACP of Christiana Care has been appointed Hugh R. Sharp with the structuring of complex lending and other commercial transactions. Jr. Chair of Medicine and physician leader of Christiana Care’s Acute Medicine service line. Dr. Hicks is nationally known for his research on health care disparities. Dr. Hicks has served on several national committees including the National Council of the Society of General Internal Medicine and Board of Scientific Counselors to the National Library of REALTY Medicine and has been a National Institutes of Health grant reviewer, and an editor and New co-chairs announced for Delaware Council reviewer for multiple medical journals. James A. Landon and Douglas M. Hershman have been Currently the section chief of General Internal Medicine, the vice-chair of the Department of Medicine, a scholar with the Value Institute and the associate medical director for acute announced to join Jay L. White as Delaware Regional Satellite Council services for Christiana Care Medical Group, Dr. Hicks supervises the divisions of Hospital co-chairs. The Delaware Council engages the state’s public and Medicine and Ambulatory Medicine. His hospital medicine efforts have focused on private sector member through event and programs, and supports working with members of the section on Educational, Clinical and Quality Improvement membership and community outreach throughout Delaware. initiatives; steering Medicine unit-based activities such as interdisciplinary rounding James A. Landon is a partner at Morris James in the firm’s Real and process redesign efforts; championing initiatives relating to patient flow from ED to Estate Practice group. His practice primarily focuses on real estate inpatient and intensive care units; and helping with discharge process redesign. James Landon transactions and land use, but he has been involved with many aspects of construction and real estate investment throughout his career. Douglas M. Hershman, director at Cooch and Taylor, brings a New child neurologist brought to Beebe Medical Group background of real estate law and banking to this leadership position. Nicole Ryan, MD, board certified in neurology with special He has represented all aspects of the real estate industry throughout qualification in child neurology, and board certified in epilepsy, has Delaware and its surrounding regions. joined Beebe Medical Group. Landon and Hershman join existing co-chair Jay L. White, president Dr. Ryan is based at Beebe Primary Care. Dr. Ryan sees pediatric of Apex Realty Advisory, who has experience in real estate valuation, patients with epilepsy, headaches, tics, autism, concussion, Douglas advisory, and consulting experience, which has been a great asset to developmental delay and other neurological conditions. Hershman ULI during his tenure. Prior to coming to Beebe, Dr. Ryan completed her residency training In addition to their responsibilities to the council, they also serve on ULI Philadelphia’s in child neurology and fellowship training in pediatric epilepsy at the Children’s Hospital Advisory Board. The Advisory Board serves as the local leadership for ULI Philadelphia of Philadelphia. She spent six years as an attending physician and assistant professor of and is made up of a diverse group of leading real estate and land-use professionals who Neurology and Pediatrics at the University of Pennsylvania, treating pediatric neurology volunteer their time to build a strong Philadelphia presence for ULI. patients in the inpatient and outpatient settings. Dr. Ryan completed her medical degree at Albert Einstein College of Medicine in New York, and received her undergraduate degree in psychology from Cornell University. www.DelawareBusinessTimes.com DELAWARE BUSINESS TIMES OCTOBER 25, 2016 33 CALENDAR 11.05.16 12.17.16 ceremony will start at noon with wreath- members and nonprofit staff. Workshops laying to follow. The public is welcome to cover the role of board chair and best Medical Society hosts Wreaths Across America attend. Wreaths are $15 each and may be practices to help increase funding potential. 5K in Rockford Park The Middletown Civil Air Patrol Squadron purchased online to remember a family Workshops include: will be coordinating local efforts for Wreaths The Medical Society of Delaware will host member, friend or colleague and donations Executive Director (E2E) Peer Networking: Oct. 26-28. its fourth annual 5K Run/Walk and Health Across America. Each December on to honor fallen heroes may also be made (8:30 to 9:30 a.m.) Fair featuring the premier Make-Your-Own National Wreaths Across America Day, the online at www.middletown-waa.org. mission to Remember, Honor and Teach is Board Excellence: Nov.1-3 (9 a.m. to noon) and Nov. 9 Oatmeal Bowl at 9 a.m. (registration at (5 to 8 p.m.) 8) in Rockford Park, Wilmington. The race carried out by coordinating wreath-laying 10.26-11.29 ceremonies at Arlington National Cemetery, Best practices to increase DE Nonprofit Sector Funding Trends: Nov. 8-9. will take place at Rockford Park and tax- (10 a.m. to noon) deductible donations towards the event will as well as over 1,100 additional locations in nonprofit funding potential Community Engagement: Nov. 15-17. (9 a.m. to noon) benefit the Medical Society of Delaware’s all 50 U.S. states, at sea and abroad. The Delaware Alliance for Nonprofit This year’s local event will be held at the Delaware Medical Education Foundation Advancement (DANA) will offer a series Measuring Outcomes with David Grant: Nov. 29. Delaware Veterans Memorial Cemetery of workshops to help strengthen your (DMEF), a nonprofit, 501(c)(3) tax-exempt, To register, go to the DANA website at on Chesapeake City Road in Bear. The nonprofit by developing your board www.delawarenonprofit.org . charitable organization that supports the Campaign for Kids… It’s OBVIOUS initiative. This initiative, which was launched in 2013, focuses on seven critical issues that affect young Delawareans and their families: Obesity, Bullying, Violence, Intelligent decision-making, Opioid use, Underage drinking and Suicide prevention. The event includes a family-friendly health fair with local vendors offering education and information addressing the seven OBVIOUS focused issues. Race participants will enjoy performance T-shirts, goodie bags, and post-race food and refreshments, including the Make-Your-Own Oatmeal Bowl, and awards. Online registration is available at, http:// www.races2run.com/events/campaign- kids-5k/. Event registration is $25 per person until Nov. 3, and $30 after then. For more information contact Barb at Races2Run at [email protected] (302) 521-0134. Participants are encouraged to arrive at 8 a.m. on the day of the race. 11.12.16 Move for Hunger, Girls on the Run BUSINESS and Hopkins & Sons host food drive Move For Hunger, Girls on the Run and Hopkins & Sons Inc. will host a food drive For ticketsWomen and information, in visit DelawareToday.com in conjunction with a 5K race at 9 a.m. at the Wilmington Riverfront. Runners, spectators, and members of the community are encouraged to bring non-perishable THURSDAY, DECEMBER 1 THURSDAY, DECEMBER 8 food items to the Wilmington Riverfront Heritage Shores Club The Chase Center on the Riverfront to help support the effort. Drop-off points Bridgeville, DE Wilmington, DE will also be set up at local schools of the participating runners. Hopkins & Sons Inc., an Atlas agent, will pick up and deliver the donations to the Food Bank of Delaware at the conclusion of the food drive. Register to run at www.GirlsontheRun.org. 11.18.16 Expanding Horizons workshop offers tips to access overseas markets Learn how hundreds of American small businesses have used the Overseas KEYNOTE SPEAKER: KEYNOTE SPEAKER: Private Investment Corp. (OPIC) finance Marnie Oursler, Founder & President, Tanya Bakalov, Founder, SevOne and insurance products to gain access Marnie Custom Homes Presented by to emerging markets overseas. The Rehoboth Beach-Dewey Beach Chamber of Commerce will host a workshop to help Custom Sponsorships available at a variety of price points: you discover how you can take advantage of all the assets OPIC has to offer to expand [email protected] | 302.504 1326 internationally while supporting growth at home. An Expanding Horizons workshop is taking place at the Hyatt Regency, Baltimore Inner Harbor. For more information on this event and OPIC Expanding Horizons, please visit www.opicevents.com. 34 OCTOBER 25, 2016 DELAWARE BUSINESS TIMES www.DelawareBusinessTimes.com

QUICK TAKES TO SHARE smartKUDOS | ROCKING | NEW LOOKboard WITH COLLEAGUES kudos rocking Saluting Delaware’s first responders and hospitals Local financial advisory firms sponsor financial literacy rock tour

From left: Marilynn K. Bartley of Christiana Care Health System; Edward Alexander III of Bayhealth Kent General Hospital; Steven D. Carey of Nanticoke Memorial Hospital; Deborah Eberly of Bayhealth Kent General Hospital; Linda Laskowski Jones of Christiana Care Health System; Mary Sue Jones, State Trauma System Coordinator; Ross Megargel, State EMS Medical Director; Stephen G. Murphy of Nemours/Alfred I. duPont Hospital for Children; Glen H. Four local Raymond James financial planning teams have sponsored a series of Tinkoff of Christiana Care Health System. financial literacy rock concerts for Philadelphia-area schools, including Mount When someone is seriously injured, seconds or moments can make the difference Pleasant High School, through a partnership with nonprofit Funding the Future. between life and death. To increase the chance of survival and reduce the chance The nonprofit’s performance combines a concert, multimedia presentation and talk- of permanent disability, Delaware created an integrated, statewide trauma system back to discuss predatory lending, saving early and the danger of credit card debt, 20 years ago that begins with a 911 call and does not end until after the patient while exposing the myth of overnight success associated with rock stars, athletes receives high quality hospital care. and actors. Delivering the infectious rock beats and sage advice is GOODING, a To celebrate the men and women of the trauma system, dozens of medical four-person rock band based out of Los Angeles. professionals and first responders filled the House of Representatives chambers “We feel it’s absolutely crucial that financial literacy is taught in our schools and at Legislative Hall on Tuesday, joined by state and local officials to mark the 20th discussed in our communities,” said Gooding, lead guitarist and singer for the band anniversary of the Delaware Trauma System. GOODING. “The music gets the students’ attention and creates some trust in the Delaware has one of the nation’s few inclusive statewide trauma systems in which room, and then we discuss mistakes we’ve made, credit scores, saving slow and every acute care hospital participates. The state’s trauma system is credited with steady, and predatory loans. We have talked to thousands of people at shows and saving 1,319 lives and caring for 101,000 seriously injured people since 2000; on the street, and we feel this issue is a common denominator to so many problems an almost 50 percent decrease in the mortality rate in that time. The Delaware later in life.’’ mortality rate is now consistently lower than the national rate reported by the The local concerts are part of a national financial literacy rock concert tour federal National Trauma Data Bank. sponsored by Raymond James Financial that will make 60 stops across the country over the course of 12 weeks.

new look GWCVB shows off new look The annual visitors guide for the Greater Wilmington Convention & Visitors Bureau (GWCVB) has a new look. Matt Sullivan, former editor at Spark magazine, and Scott Ciancio, GWCVB’s director of marketing, combined their talents to completely revamp the 2016-17 Wilmington and the Brandywine Valley Visitors Guide — now called the Travel Issue. Sullivan reveals the five foods you can’t leave town without eating, the local restaurant that will put any beer on tap into a can for you to take home, the regatta for the Dead Poets Trophy, adventures with Rail Explorers USA, a hike that leads to a marker signifying the start of the Mason-Dixon Line, 100 years of Andrew Wyeth and more. As the destination marketing organization for New Castle County, Executive Director Sarah Willoughby said she is “thrilled with the responses we are receiving from visitors, our members and friends. People love the new look and several have mentioned that they had no idea there was so much to see and do in the area.” For more information, or to view the digital version of the guide, go to VisitWilmingtonDE.com.

(SmartBoard is compiled by Delaware Business Times staff. If you have a comment, or suggestion for contribution to SmartBoard, send it to [email protected]) www.DelawareBusinessTimes.com DELAWARE BUSINESS TIMES OCTOBER 25, 2016 35 readers’guide MARKET WATCH Our Staff A sampling of what’s for sale in the First State

Robert F. Martinelli Charlie Tomlinson CEO/President Vice President of Publisher Business Development [email protected] [email protected]

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Christi Milligan Acting Editor Kathy Canavan Senior Reporter [email protected] [email protected] Office building Location: 222 N. DuPont Blvd., Smyrna Asking price: $219,000 Size: 1,536 square feet Price per square foot: $143 per square foot Sam Waltz Setting: Vacant brick office building on the east side of U.S. 13, with 50 feet of highway Founding Publisher frontage. Other major east-west linkage routes are within one block of the property, and Del. 1 interchanges are located one mile north and one mile south. [email protected] Features: Full, finished basement; 6,500-square-foot lot. Highway commercial zoning allows several uses, including retail. Paved off-street parking. Connected to all municipal utilities. Contact: Phil McGinnis at McGinnis Commercial Real Estate at (302) 736-2710. ADVERTISING AND MARKETING TEAM

Amy Colbourn Lisa Fleetwood Trump’s first home Director of Sales and Marketing Account Executive [email protected] [email protected] pulled off the market NEW YORK (AP) — Will Donald Trump’s streets with names like Aberdeen first boyhood home in New York City be and Avon that boasted easy access to worth more, or less, after the election? midtown Manhattan. The people trying to sell the It was nearly all-white in Trump’s Avie Silver Greg Mathias charming, Tudor-style home in a leafy boyhood days, but today it’s a Director of Advertising Director of Digital Strategy section of Queens cancelled their plan community that includes “all [email protected] [email protected] Wednesday to auction it off on the same backgrounds and ethnicities,” said night Trump was to face Hillary Clinton Misha Haghani, co-founder of in a presidential debate. Paramount Realty. Paramount Realty USA, which had The billionaire Republican presidential arranged the auction at a Manhattan hotel, nominee once recalled in an interview said it may try again after the election. that “parts of Queens were rough” but We are interested in your news and information “Because the auction was getting so Jamaica Estates offered “an oasis.” much press coverage a lot of bidders An email request for comment HOW TO REACH US OP ED COLUMNS were contacting the firm to ask for more from the Trump Organization was not EMAIL: We also welcome guest columns on topics of time to look at the property,” said Stina immediately returned. Please send them to interest to our readers. Columns should be no Dakers, a spokeswoman for Paramount. Over the summer, the house was news@DelawareBusinessTimes. longer than 500 words. MAIL: Trump lived in the home — built in listed on the market for $1.6 million, DIGITAL AND SOCIAL MEDIA 1940 by his developer father — until and later reduced to $1.39 million. Delaware Business Times TWITTER: 3301 Lancaster Pike, Suite 5C he was 4 years old, when the family While there were some offers, the owners Follow us @debusinesstimes Wilmington, Delaware 19805 moved to another house in the same decided “to auction it and let buyers tell LINKEDIN: community, also built by his dad. them what it’s worth,” said Haghani. “It DelawareBusinessTimes CORRECTIONS POLICY: A slate path leads up to the brick-and- allows them to control the timeline.” FACEBOOK: We strive for accuracy in our news reports, but stucco home that has five bedrooms, “We didn’t change anything. It’s will correct information that is wrong in our www.facebook.com/delawarebusinesstimes next publication. Please call the editor Subscribe to afternoon newsletters 4½ baths, an enclosed rear porch and beautiful,” he said in an interview, at (302) 504-1281 DelawareBusinessTimes.com/news a detached, 2-car garage. Today, the noting the natural wood trim and carved 3,600-square-foot house also features a fireplace. “It’s a beautiful neighborhood, finished basement with a second kitchen. nice, quiet, no crime, very manicured. It’s The house is located in Queens’ like living upstate but being in the city.” Jamaica Estates section, an upper- Kestenberg said he only learned several middle-class enclave of one-family weeks after buying the house that the Tudor, Victorian and Colonial style Trumps had occupied it for a time. When homes. It was developed at the turn the house went on the market in the of the 20th century as an affluent summer, Trump “did not come over to community with hilly and winding look at it,” he quipped. n www.DelawareBusinessTimes.com DELAWARE BUSINESS TIMES OCTOBER 25, 2016 36

SHOULD THE FIRST STATE BECOME… THE FIRST SANCTUARY STATE? Recently the Democratic candidate for the US House of Representatives from DE called for Delaware to be a sanctuary state Lisa Blunt Rochester’s statement here: www.youtube.com/watch?v=0ylNx0ReyP8 A sanctuary jurisdiction does not follow federal immigration laws. Is this what Delawareans want?

Your candidates have responded to this question below

US Congress: Rep Dis 22:

   Lisa Blunt Rochester(D) Yes No No Response Lanette Edwards(D) Yes  No  No Response     Hans Reigle(R) Yes No No Response Joseph Miro(R) Yes  No  No Response 

Governor: Rep Dis 24:

John Carney(D) Yes  No  No Response  Edward Osienski(D) Yes  No  No Response  Colin Bonini (R) Yes  No  No Response  Timothy Conrad(R) Yes  No  No Response 

Lt. Governor: Rep Dis 25:

Bethany Hall Long(D) Yes  No  No Response  John Kowalko(D) Yes  No  No Response  LaMar Gunn(R) Yes  No  No Response  Michael Nagorski(R) Yes  No  No Response 

Sen Dis 1: Rep Dis 29:    Harris B. McDowell(D) Yes  No  No Response  Charles Paradee III(D) Yes No No Response    James Spadola(R) Yes  No  No Response  Janice Gallagher(R) Yes No No Response

Sen Dis 5: Rep Dis 30:    Denise Bowers(D) Yes  No  No Response  Charles Groce(D) Yes No No Response    Catherine Cloutier(R) Yes  No  No Response  William Outten(R) Yes No No Response

Sen Dis 7: Rep Dis 31: Sean Lynn(D) Yes  No  No Response     Patricia Blevins(D) Yes No No Response Jean Dowding(R) Yes  No  No Response  Anthony Delcollo(R) Yes  No  No Response  Rep Dis 32: Sen Dis 8: Andria Bennett(D) Yes  No  No Response  David P Sokola(D) Yes  No  No Response  Patricia Foltz(R) Yes  No  No Response  Meredith Chapman(R) Yes  No  No Response  Rep Dis 33: Sen Dis 14: Karen Williams(D) Yes  No  No Response  Charles Postles, Jr.(R) Yes  No  No Response  Bruce C Ennis(D) Yes  No  No Response  Carl Pace(R) Yes  No  No Response  Rep Dis 34:

Sen Dis 20: David Henderson(D) Yes  No  No Response  Lyndon Yearick(R) Yes  No  No Response  Perry Mitchell(D) Yes  No  No Response  Gerald W Hocker(R) Yes  No  No Response  Rep Dis 35:

Rep Dis 9: Gary Wolfe(D) Yes  No  No Response  David Wilson(R) Yes  No  No Response  Monique Johns(D) Yes  No  No Response  Kevin S Hensley(R) Yes  No  No Response  Rep Dis 37:

Rep Dis 10: Paulette Rappa(D) Yes  No  No Response  Ruth Briggs King(R) Yes  No  No Response  Sean Matthews(D) Yes  No  No Response  Judith M. Travis(R) Yes  No  No Response  Rep Dis 41:

Rep Dis 11: Bradley Connor(D) Yes  No  No Response  Richard Collins(R) Yes  No  No Response  David L Neilson(D) Yes  No  No Response  Jeffrey Spiegelman(R) Yes  No  No Response 

Rep Dis 14:

Peter Schwartzkopf(D) Yes  No  No Response  James DeMartino(R) Yes  No  No Response 

Rep Dis 19:

Kimberly Williams(D) Yes  No  No Response  James Startzman,(R) Yes  No  No Response 

Rep Dis 20:

Barbara Vaughan(D) Yes  No  No Response  Stephen Smyk(R) Yes  No  No Response 

Paid for by the State Republican Party