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Founded 2014 A Biweekly Newspaper Serving Of course God loves us — after all, he gave us baseball Delaware’s Business Community Vol. 5, No. 7 dated April 3, 2018 © Copyright 2017 by Today Media, All Rights Reserved. If God had created an 11th foul-up seems obvious. We “get on base,” and we’re in This newspaper or its trademarks may not be reproduced in whole or in part in any form or by Commandment, doubtless it would contention. any means electronic or mechanical, including have said, “Baseball shall always be photocopying or recording, or by any information Which of us can ever forget in the classic baseball storage and retrieval system now known or hereafter played in the daytime.” ” lm “Field of Dreams” the special place re• ective author invent without written permission from the Publisher. And a 12th might have been For licensing, reprints, e-prints, plaques, e-mail Terrence Mann, inimitably played by James Earl Jones, [email protected]. “ e pitcher always shall bat. who intones… No designated hitter.” “ e one constant through all the years, Ray, has CEO/President At the risk of a bit of sacrilege, this been baseball. America has rolled by like an army of Publisher Sam Waltz Robert F. Martinelli Founding Publisher column celebrates the beginning of steamrollers. It has been erased like a blackboard, rebuilt Associate Publisher the 2018 baseball season, with all 30 and erased again. But baseball has marked the time.  is Chris Walus teams opening on the same day last ” eld, this game: it’s a part of our past, Ray. It reminds of us Editor week, and the Phillies’ home opener on  ursday. of all that once was good and it could be again.” Christi Milligan Baseball is yet more proof of God’s love for us. In a world where the rules of even important stu™ can Digital Editor/Senior Reporter And, for a business publication column, business and change overnight — the NFL last week changed the rule Alex Vuocolo sports — particularly baseball — have been interwoven de” ning what is “a catch” in a football pass play — can you and integrated since virtually the beginning of time.  at Copy Editor imagine anyone changing a rule about what a score is in Al Kemp seems particularly the case for baseball where so many baseball? Or whether a batter should be entitled to four Director of Digital Strategy business and professional leaders take more than a strikes as well as four balls? Greg Mathias passing interest in the game. Like life, baseball seems the ultimate in a collective Vice President of Business Development Just days before the opener, I returned from my 10th (social?) sport that also is the ultimate in individual Charlie Tomlinson Annual Talent Evaluation Project in Clearwater, Florida, performance. We create a society, or a sub-set of one, Director of Business Development otherwise known as MLB Spring Training. Avie Silver on the baseball ” eld, and at work, by how each of us I saw 18 games in 21 days in seven ballparks, rising early Sales to work in the mornings and working in the evenings, contribute to the whole, but the performance of each Lisa Fleetwood, Roger Girke of us seems clear every day in every play. Tiffany Giroux to avoid calling my time there “a vacation.” Some sports are more about one team, as Philadelphians It’s the important and identi” able role of strategy set Art Director in the “stop-action” play of baseball — that is, play after Chris Johnson — and those of us in Delaware — are about the Eagles in play, with time for strategy in virtually each and every Production Manager NFL football. Some sports can cycle through periods of Donna Hill broader interest and niche interest, like NBA basketball one — that I’ve always felt creates a special appeal to the intellectual quality of those in business and the professions Graphic Designers and NHL ice hockey. C. Belinda Cimo, Heather Vega Common currency among baseball fans, however, long who take the time to understand it. Book Of Lists/Audience Development Specialist has seemed to be a passion for the sport itself, that is, And it’s the culture that blends both a full commitment Mike Rocheleau something larger than just the team one follows. of purpose as well as a collegiality among its members. Founding Publisher For many, even without realizing it, in business and in By the way, if God had given us a 13th Commandment, Sam Waltz life, baseball becomes a metaphor for it all. it likely would have absolved us from indulgence with Today Media We “strike out,” and things go bad. We “hit a home run,” baseball, such as “Ballpark food and beverage shall have President: Robert F. Martinelli and the success is obvious. We “commit an error,” and the no calories that accumulate on one’s body.” Vice President: Ralph A. Martinelli Secretary-Treasurer: Richard Martinelli Chairman: Angelo R. Martinelli WHAT’S INSIDE ON THE COVER GET MORE NEWS For advertising information [email protected] In Review 4-8 302.504.1270 5Q 9 For subscription information DelawareBusinessTimes.com/Subscribe Business News 10, 11 800.849.8751 Know How 21 To submit press releases or story ideas Want more news while [email protected] Book of Lists 22 on the go? Sign up for Delaware Business Times is printed 26-times per year by Viewpoint 24, 25 our daily E-Newsletter: Today Media, 3301 Lancaster Pike Suite 5C, Wilmington DelawareBusinessTimes.com DE 19805 and is available by subscription for $59.00 People on the Move 26 per year. Single copy/back issues are available at the cover price of $2.00 plus $2.00 shipping and handling. Biz Calendar 27 Attention Postmaster: Send address changes to Bud Martin of Delaware Delaware Business Times, PO Box 460516, Escondido, Highlight Reel 28- 31 CONNECT WITH US CA 92046-9808. Application to mail at periodicals Theatre Company. postage prices is pending at Wilmington, Delaware Final Thoughts 35 PHOTO BY RON DUBICK post offi ce and additional mailing offi ces. Facebook.com/DelawareBusinessTimes Delaware Business Times cannot be responsible for the return of unsolicited material with or without the Spotlight: Health Care inclusion of a stamped, self-address return envelope. Information in this publication is gathered from The misuse and addiction to opioids is a national crisis that affects @DEBusinessTimes sources considered to be reliable, but the accuracy ad public health as well as social and economic welfare. Every day, more completeness of the information cannot be guaranteed. than 115 people die after overdosing on opioids, according to the No information expressed herein constitutes a Linkedin.com/Company/Delaware-Business-Times solicitation for the purchase or sale of any securities. Centers for Disease Control and Prevention. | 12-20 4 | April 3, 2018 DELAWARE BUSINESS TIMES DelawareBusinessTimes.com IN REVIEW NEWS BRIEFS boundaries of ber science and what is possible for Key Delaware rankings: our customers for the next 50 years.” 11th — Share of STEM professionals DuPont has also dedicated nearly 50 employees 16th — Projected STEM job demand by 2020 to improving Kevlar bers and developing future 15th — Share of science and engineering innovations for the iconic material. graduates 25 and older “ese investments are only just the beginning,” 29th — Share of technology companies Richard said. “At over 50 years strong, Kevlar is 5th — R&D spending per capita constantly seeking out and identifying new uses and applications to enable people to Dare Bigger Downtown Visions welcomes — we never stop thinking about what’s next.” 13 new safety ambassadors Report says Wilmington gained

Downtown Wilmington in March welcomed 13 1,000 construction jobs in 2017 new cleaning and safety ambassadors who recently A report by the Associated General Contractors completed a two week training program to prepare of America (AGC) showed a 6 percent gain in for the role. construction, mining and logging employment in e ambassadors, clad in black and yellow There were 102 million robocalls the Wilmington metropolitan area in 2017. e uniforms, serve as the public face of Downtown total number of jobs increased from 16,300 in Delaware last year Visions. e nonprot agency manages the to 17,300. downtown Wilmington Business Improvement e YouMail Robocall Index, which tracks e annual report measures employment growth District, which handles a wide array of economic robocalls in the U.S., found more than 102,100,000 across all metropolitan statistical areas (MSAs) in development e€orts throughout the central robocalls were made to the 302 area code in 2017. the U.S. e Wilmington division includes parts of business district. At least one expert says the number re„ects southeastern Pennsylvania, south Jersey, and eastern e agency employs 30 cleaning and safety an expansion in robocalls, many by legitimate Maryland. ambassadors. Each employee receives 80 hours of businesses. e Dover MSA dropped from 2,500 to 2,400. training in patrol tactics, customer service training, “is data illustrates a rapid expansion of the use e Salisbury MSA, which extends into Delaware, weaponless defense and con„ict de-escalation. ey of robocall technology and the toll these abusive increased from 8,100 to 8,500. also learn about local history and attractions, so calls take on Delaware consumers,” said Margot In addition, the AGC said the industry was they can serve as promoters as well as protectors. optimistic in a recent report looking ahead at 2018. Saunders, senior counsel at the National Consumer Downtown Visions encourages visitors and “Construction rms appear to be very optimistic Law Center. residents to approach ambassadors with questions about 2018, as they expect demand for all types of e Federal Trade Commission reported that the or other needs. Escort services can also be arranged construction services to continue to expand,” read number of complaints about robocalls increased ahead of time. the report. “is optimism applies to both private- from 3.4 million in 2016 to 4.5 million in 2017. In Delaware, more than 27,000 residents complained DuPont invests $50 million in and public-sector construction demand, perhaps re„ecting both optimism with current economic to the FTC about robocalls and violations to the Kevlar to accelerate innovation conditions, an increasingly more business-friendly “Do Not Call Registry” in 2017. regulatory environment, and optimism that the e National Consumer Law Center said DuPont Safety & Construction announced a $50 Trump administration will nally deliver on its regulators are harder on scam callers and softer million investment in Kevlar, invented over 50 years promise to boost infrastructure investments.” on legitimate businesses that make illegal calls. In ago in Delaware, to meet global customer demand. February, for example, Santander and Wells Fargo “Kevlar is recognized for creating the protection WalletHub ranks Delaware in generated the most robocalls to Delaware phone solutions category 50 years ago and customers have top 10 most innovative states numbers. turned to our technology for quality, reliability “Rather than petition the FCC for exemptions and performance ever since,” said John Richard, e personal nance website WalletHub released that weaken robocall protections, companies should vice president and general manager for DuPont a study of 2018’s Most & Least Innovative States. focus on following the rules,” said Saunders. “We Kevlar and Nomex. “e market leadership of Delaware ranked in ninth place, performing hope that this FCC will protect consumers against Kevlar comes from our ability to solve some of well in measures such as the number of STEM these illegal calls. Maintaining a strong TCPA will today’s toughest challenges. is investment in our professionals, the share of science and engineering benet consumers and level the playing eld for operations will position the business to push the students and venture capital funding per capita. law-abiding businesses.”

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76ers undergo fresh start in ’18 Heck said the Fieldhouse should open in time believe distracted driving is on the rise. at for the start of the 2018 season, and the Blue places the behavior ahead of aggressive driving with Delaware G-League team Coats are better served in their own home. (68 percent), driving under the in¡ uence of drugs “Newark is a college town and their No. 1 (55 percent) and drunk driving (43 percent) e 87ers are getting 86’d. priority is the University of Delaware,” Heck said. among drivers’ concerns. Philadelphia’s G League a liate has been “We were never going to trump that. But now we Yet the majority of drivers engage in the behavior rebranded as the Delaware Blue Coats. e team have an opportunity to be a marquee team in a themselves, according to AAA Mid-Atlantic. e will move from Newark to Wilmington and is set bigger city. We had some success, but we feel like survey showed that 50 percent talk on hand-held to play in the new 2,500-seat 76ers Fieldhouse. our upside is so much greater in Wilmington. And phones while driving, and 35 percent text and drive. e team had been nicknamed the 87ers (also we feel like having our own home as opposed to “What we have seen year after year is this ‘do as I called the Sevens) and played on the University someone else’s home really makes a di˜ erence.” say, not as I do’ behavior, a sense that ‘I can text but of Delaware campus. e 76ers acquired the developmental team in you can’t,’ which is extremely troubling,” said Ken “ e 87ers name, to be blunt, it was a little 2013 and have yet to make the playo˜ s. Grant, manager of Public and Government A˜ airs confusing,” 76ers President of Business Elton Brand, the No. 1 overall pick in the 1999 for AAA Mid-Atlantic. Operations Chris Heck said. draft and a two-time All-Star, will start his second e new name was inspired by the 1st Delaware season as general manager. Delaware State Police reported there were 6,095 Regiment soldiers who were known for their “It’s all about the business of basketball right crashes where distracted driving contributed in signature blue combat uniforms and courage during now,” Brand said. “I’ve been to Sioux Falls, I’ve 2016. at’s 23 percent of the total crashes in the American Revolution. e Blue Coats’ primary been to Canton, I’ve been to Fort Wayne. I travel that year. logo depicts Delaware native Caesar Rodney, who on the road a lot to small markets. It’s my full-time “ e intention of the Tra c Safety Culture signed the Declaration of Independence, on his focus.” survey is to better understand drivers’ perceptions famed horseback ride of 1776. and attitudes towards risky behaviors, so we can Heck said the organization, which just clinched AAA says half of all drivers use — gure out the best possible way to address those its — rst playo˜ berth since 2012, decided it made cellphones behind the wheel issues and reduce crashes,” Grant said. “With more more sense to have a G League team name that than 37,000 fatal crashes nationwide every year, connected better with Delaware and also tied e AAA Foundation found through its Tra c we’ve got to do everything we can to save into Philadelphia’s history. Safety Culture survey that 88 percent of drivers more lives.”

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NATIONAL omnibus, exempts livestock farmers from reporting EXPANSIONS emissions from animal waste. Coons and Carper Coons, Carper tout benefi ts for said the bill would provide certainty to local Residents protest poultry Delaware in federal spending bill farmers (though some have criticized the bill for neglected the environmental health of southern producer's headquarter plans Delaware). Sens. Chris Coons and Tom Carper have both € e bill includes $8.5 million for Delaware’s Some Millsboro-area residents are opposing touted the $1.3 trillion bipartisan appropriations transportation needs, including much-needed poultry producer Allen Harim’s plans to move its bill approved by Congress as a win for Delaware. repairs. € e Wilmington area alone will receive corporate headquarters into a former pickle plant. “When Congress is gridlocked, the annual $2.4 million of the funds. Opponents asked Sussex County ož cials at spending bill is one of the best opportunities we € e Diesel Emissions Reduction Act, ˜ rst a public hearing last month not to approve the have to authorize and fund key programs that introduced by Sen. Carper in 2005, will get company’s plans for the former Vlasic pickle plant. Delaware and our entire country rely on. While $15 million towards continuing the work of In addition to its headquarters, the company plans this bill isn’t perfect, and both parties had to retro˜ tting diesel vehicles. a chicken deboning operation on the site. compromise to reach an agreement, I believe this Delaware State University will have access to Opponents cited concerns about traž c, noise, bill provides important investments in our military $244.7 million in funding set aside for historically odor and potential environmental damage. and domestic programs that will make a real black colleges and universities (HBCU). Robert Gibbs, an attorney representing Allen di erence across the country,” said Coons. € e senators said the ˜ nal bill di ered Harim, said the project is well-thought-out and € e spending bill passed as part of a package of signi˜ cantly from President Donald Trump’s should be approved. legislation supporting environmental initiatives, original budget proposal. € e company said last year that the move infrastructure projects and education funding, “€ e ˜ nal spending bill for ˜ scal year 2018 is a will create 165 jobs. among other areas. Here are some of the highlights: rejection of President Trump’s budget proposal that € e bill designated $5 million to implement the sought to undermine environmental protections, Delaware River Basin Conservation Act, which failed to invest in rebuilding our infrastructure and seeks to protect the basin from environmental ignored the needs of our veterans, families and harm, and maintained the $73 million annual communities,” said Carper. investment in the multistate Chesapeake Bay Program. € e FARM Act, which passed as part of the

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Tenon Tours opens new Wales, Italy, Scotland and Iceland, oŽering custom portfolio stretches throughout the mid-Atlantic itineraries drawn from local knowledge of each region. headquarters in Lewes, location. New projects include: taps UD students In the coming year, the company will also launch • Ocean City, Maryland — —e Monte Carlo a By-Your-Side Service and a travel app to assist Hotel Group — —ese properties include the Hotel Tenon Tours, a tour operator specializing in customers while they’re abroad. Monte Carlo, Monte Carlo Oceanfront, —e Monte custom European vacations, has opened a new Carlo Suites and White Marlin Inn. All properties headquarters in Lewes. are located either directly on or within one block Founded near Boston, the company has added of the famous Ocean City Boardwalk. • Ocean City, Maryland — New Hyatt Place 12 new jobs in Delaware over the last two years Ocean City Ocean Front — —e 105-room Hyatt and plans to add ve more in the next year. Place Ocean City Oceanfront is schedule to open Tenon has worked with the University of spring 2018. Delaware’s Hotel, Restaurant and Institutional • Newark — New Springhill Suites Newark Management program to help students interested Downtown — —e 132-room hotel is scheduled in the industry nd jobs. UD graduates hold ve to open spring 2018. of the 12 positions at the Lewes location. • Kutztown, Pennsylvania — New Hampton “We added a second headquarters in Delaware Inn & Suites — —e 100-room hotel is in pre- because our employees are excited to be in the development and expected to break ground in mid-Atlantic region, and we’ve been able to nd spring 2018. top talent with a passion for travel and personal TKo Hospitality announces • Chadds Ford, Pennsylvania — Pre-pevelopment service,” said President Bryan Lewis. “Our location 8 projects for 2018 stage of a proposed 93 room Faireld Inn & Suites. in Lewes and proximity to Delaware’s beaches TKo’s existing projects include the Hyatt Place provides a great work-life balance and allows our throughout mid-Atlantic Hotel at Lighthouse Cove and —e Surf Club team to live and work in the hospitality industry.” Hotel in Dewey Beach. It also serves as the asset Tenon Tours started oŽ in 2007 with tours TKo Hospitality announced a series of projects management rm for the —e Holiday Inn Inner to Ireland and has since expanded to England, coming up in 2018. —e Newport -based rm’s Harbor in Baltimore, Maryland.

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Certified Public Accountants and Consultants DelawareBusinessTimes.com DELAWARE BUSINESS TIMES April 3, 2018 | 9 Duncan Patterson 5Q: Chair of the Delaware Thoroughbred Racing Commission

What was the genesis of any racetrack in the country. By Delaware Park Racetrack? the same token, people at other 1 race tracks can bet at Delaware Park. e Delaware Park was built Ninety-Šve percent of the handle by William du Pont back in 1937. It [total amounts of bets taken] at was originally run as a charity called Delaware Park comes from bettors Fair Play after one of his horses. It’s out-of-state. Because the bets considered one of the prettiest race are taking place nationwide, and tracks in the country. I’ve been all sometimes internationally, over, and the paddock there is really it’s monitored very carefully. one of the most beautiful I’ve seen. What do you think the future What are some of the is for Thoroughbred racing challenges to promoting 5 in Delaware? 2 horse racing today? We don’t have year-round racing ere’s so much competition for like they do in Pennsylvania and not only the betting dollar but the Maryland. So we depend on horses entertainment dollar. Many years shipping in from other venues. ago, it was baseball, boxing and horse Louisiana, Arkansas and Florida are racing. at was it. Now there’s so the three main areas where the horses many other venues and competition. come from. But there’s a declining Over the years, we’ve also evolved foal [baby horse] crop nationwide, from a rural society to an urban and so there are less horses available society, in which the horse is not to race. e challenge is to keep up as prominent as it used to be. with the purse structure [the amount What’s the role of gambling in of money the horses run for] in order the horse-racing community to continue to attract owners and 3 trainers to Delaware Park. Horses in Delaware? run for anywhere between $15,000 Delaware Park would not exist to $40,000 depending on the quality without casino gambling. A of the race, and we try to keep the percentage of each gambling dollar daily purse structure above $200,000 goes to purse money [for horse races]. because it attracts better horses and is is true around the country. more horses. It’s a very complex, Many race tracks are subsidized challenging business. by casino dollars. How has fraud in the industry 4 evolved in recent years? Ninety-five percent uncan Patterson is one of the longest-serving horse ere’s almost no fraud as far as gambling is concerned. If there of the handle [total racing commissioners in the country. He’s served is any fraud on the racetrack, it’s amounts of bets taken] as the chair of the Delaware oroughbred Racing the use of medications on horses. Commission, which regulates and oversees the But over the years, we’ve really at Delaware Park D minimized that through drug testing. sport, for the last 10 years. He also heads up the committee We do about 300,000 nationwide comes from bettors on drug testing standards for Racing Commissioners drug tests, and less than .05 percent out-of-state. Because International — all while serving as president of the come back positive. ere’s almost the bets are taking Delaware-based real estate Šrm Patterson-Woods no abuse with gambling because the computers today can monitor any place nationwide, & Associates. He even trained horses himself before unusual pattern in betting. Once getting into real estate. every three or four years, you’ll see and sometimes something. But it’s very minimal. internationally, it’s We talked with Patterson about the state of the racing What’s happened over the years is that most of the betting at racetracks monitored very industry, what it takes to keep this pastime alive, and the is done through what’s known as role of betting and fraud in the surprisingly complex world simulcasting. At Delaware Park, carefully. of horse racing. for example, you can bet at almost 10 | April 3, 2018 DELAWARE BUSINESS TIMES DelawareBusinessTimes.com ARTS & ENTERTAINMENT

PHOTO BY RON DUBICK Bud Martin is taking his experience as a theater director and applying it to a new business model for the Delaware Theatre Company on the Wilmington Riverfront.

Delaware Theatre Company crafts shows for Broadway audience

Executive Director is thinking outside the box to repeatable, earned income revenue and other insiders earns the theater establish a potential revenue stream stream that’s not constrained by that develops a show the right to Bud Martin leads that’s unusual for a theater of its size: my building and/or location?’ ” earn money from it – on Broadway, developing shows for Broadway. For DTC, that turned out to national tours and performances DTC's second act ère du Pont, president of the be Martin thinking about his elsewhere. Longwood Foundation, which gave experience as a director (who has e upward spiral continues inside seed capital for the Broadway plan, the artistic vision for a show) and the building. e budget for the last BY KEN MAMMARELLA applauded the theater’s creative a producer (who has or obtains the pre-Martin season was $850,000, he Special to Delaware Business Times turnaround. Martin “arrived in money). He knew that multiple said. at’s the budget for just one 2012 to a building with creaking people or organizations can prot show in the 2018-19 season: “A Sign Executive Director Bud Martin infrastructure, an organization from a successful show by nurturing of the Times,” a musical mixing ’60s embraces a radical business challenged nancially and one its creation. is development pop classics with a book by six-time philosophy for Delaware eatre pulling back its scale to make ends can include meeting with the Emmy winner Bruce Vilanch. Company (DTC). “Live within meet,” du Pont said in his keynote playwright and creative team and “A Sign of the Times” is the our means,” he said. “Too often, at the New Castle County Chamber hosting simple readings of script's, fth musical DTC has developed, nonprots rely on somebody of Commerce annual dinner. “He workshops (with modest technical following Duncan Sheik and Nell coming through with money, started by asking a diŒerent question. support) and nally productions. e Benjamin’s “Because of Winn- donors, board members.” He also ... ‘How do a I build an independent, feedback from audiences, producers Dixie,” Maurice Hines’ “Tappin’ DelawareBusinessTimes.com DELAWARE BUSINESS TIMES April 3, 2018 | 11 ARTS & ENTERTAINMENT

ru Life” and Barry Levinson into other shows and subscriptions. The feedback from audiences, producers and and Sheryl Crow’s “Diner” in 2015, It’s too early to gauge the plan’s plus Neil Bartram and Brian Hill’s success. e shows only date back other insiders earns the theater the right to “Something Wicked is Way to 2015, and Benjamin said at a Comes,” based on the Ray Bradbury recent Dramatists Guild Foundation earn money from it – on Broadway, national novel, in 2017. Traveling Masters program at the Although all † ve have marquee Wilmington Drama League that † ve tours and elsewhere. value in the title or the people to seven years is fast for going from involved, “there’s no guarantee concept to Broadway. but a lot of hope” for Broadway But the plan has paid o‰ at DTC’s give DTC one percent of gross relationships with local talent on productions, Martin said. He turned Wilmington Riverfront theater. receipts until the show clears costs, stage and o‰ , such as Philadelphia down an o‰ er for a Broadway theater “Over the past four years,” du Pont Martin said, and an additional 1.5 playwright Bruce Graham. His “ e for “Because of Winn-Dixie” because said, “they’ve grown earned and percent of later pro† ts. Outgoing Tide” was Martin’s † rst he didn’t have time to market it, so contributed revenue by 69 percent. He exempli† ed the potential the show will be workshopped this ey’ve grown their subscriber base with the La Jolla Playhouse, which play at DTC, and it and two more fall to potential backers. “Tappin’ by 70 percent (vs. a national average developed “Jersey Boys,” a musical have all moved from the theater ru Life” made it to o‰ -Broadway. growth rate of 12 percent). ey’ve that has earned more than $2 to Manhattan’s 59E59 eaters, “ e Shuberts want ‘Diner,’ seen a 234 percent increase in their billion in its various incarnations. increasing DTC’s “visibility” in the Martin said of an organization that single-ticket sales. And they’ve more Martin estimated only 15 or so of heart of America’s theater world. owns 17 of Broadway’s 41 theaters. than doubled the scale of many of the 73 members of the League of “But they don’t want to go up against their educational programs.” Regional eaters develop shows for DTC will earn royalties on future ‘Waitress.’ It’s a matter of timing.” Total earned and contributed Broadway, and DTC stands out as productions of these shows as well, Both musicals are set in a diner and income rose from $745,000 in one of the smaller league members. he said. (Lower travel expenses are feature songs written by a female 2012-13 to $1.2 million in 2016-17. e road to Broadway is increasingly another appeal for local talent.) pop star. e bottom line also improved with far-¢ ung, e New York Times Although there’s a clear business “ e e‰ ect of ‘Diner’ is enormous” the return of DTC’s wine auction wrote in December, but Martin feels for DTC, he said, citing 7,000 in the fundraiser and a Shubert Foundation Wilmington’s proximity to Broadway orientation, DTC remains decidedly audience, half new to the theater. grant that’s growing each year. gives it a competitive edge. a theater. “We take care of our ese newcomers were cross-sold A typical Broadway deal would Martin also cited growing artists, too,” Martin said. 12 | April 3, 2018 DELAWARE BUSINESS TIMES DelawareBusinessTimes.com SPOTLIGHT HEALTH CARE

STATISTICS National

Of the 20.5 million Americans 12 or older who had a substance-abuse disorder in 2015, 2 million had a substance-abuse disorder involving prescription pain relievers and 591,000 had a substance-abuse disorder involving heroin. It is estimated that 23 percent of individuals who use heroin develop an opioid addiction. Drug overdose is the leading cause of accidental death in the U.S., with 52,404 lethal drug overdoses in 2015. Opioid addiction is driving this epidemic, with 20,101 overdose deaths related to prescription pain relievers and 12.990 overdose deaths related to heroin in 2015.

Source: American Society of Addiction Medicine, Opioid Addiction 2016 Facts & Figures

How Delaware compares Opioids in the workplace Delaware had 308 drug-related deaths in 2016, up from 228 the previous year. Drug- related deaths surpassed motor-vehicle fatalities in 2009 and have been increasing From drug testing to motor vehicle fatalities in ever since. In 2015, about 160 fatalities were 2009 and have been climbing drug-related while about 140 were the result support programs, ever since, according to gures of motor vehicle accidents. from the state Division of employers adapt to Public Health. In 2016, 308 Delaware ranks No. 1 in prescribing deaths were attributed to drug high-dose opioid pain relievers, with the growing epidemic overdose, compared to 228 8.8 prescriptions per 100 people. the previous year. Warren Cooke BY CHRISTINE FACCIOLO “Delaware, like the nation, Delaware ranks No. 2 in prescribing long- Special to Delaware Business Times is facing one of the greatest acting/extended-release opioid pain relievers, public-health crises of our generation,” said Lt. with 217 prescriptions per 100 people. Gov. Bethany Hall-Long, who chairs Delaware’s Marian Young remembers how surprised Behavioral Health Consortium. Delaware ranks No. 17 in prescribing opioid she was when a colleague informed her that Employers often overlook the problem because pain relievers, with 90.8 prescriptions per the construction industry was second only they are focused on day-to-day business operations, 100 people. to hospitality in the amount of workplace such as maintaining a workforce or managing substance abuse. performance issues, and may not see the underlying Delaware ranks No. 19 in prescribing “I had no idea,” said Young, president and problem of addiction or because of an “it can’t benzodiazepines, with 41.5 prescriptions co-founder of BrightFields Inc., a full-service happen here” mentality. per 100 people. environmental consulting rm in Wilmington. “I don’t have a lot of clients who view what “is is the sort of issue where you can’t get they see on TV or what they know personally or Source: Delaware Department of Health and Social Services, Division of Public Health up to speed fast enough.” socially as a workplace problem,” said Warren S. at bit of knowledge prompted Young to Cook, director of consulting services and managing beef up her drug-testing policies ahead of state- member of SymbianceHR in New Castle. “I mandated requirements and introduce a user- almost have to teach them that these employees Employers often overlook the problem friendly support program to help employees with that come to work for them are the ones that are because they are focused on day-to-day substance-abuse issues get healthy and ensure that exposed daily to this potential problem. ere’s an business operations, such as maintaining healthy employees remain that way. immediate disconnect sometimes between society e misuse and addiction to opioids is a national and the workplace.” a workforce or managing performance crisis that a­ects public health as well as social and Cook also notes that smaller companies or those issues, and may not see the underlying economic welfare. Every day, more than 115 people in less safety-sensitive industries are the least problem of addiction or because of an die after overdosing on opioids, according to the prepared to deal with drug issues in the workplace. Centers for Disease Control and Prevention. “A lot of them don’t even understand what a “it can’t happen here” mentality. In Delaware, drug overdose deaths rst exceeded drug test is,” he said. “Midsized businesses and DelawareBusinessTimes.com DELAWARE BUSINESS TIMES April 3, 2018 | 13 SPOTLIGHT HEALTH CARE

the Fortune 500s have been going than half stating through this for years, so they have they are very clear criteria and the resources to concerned. support programs to help employees.” “Businesses Opioid abuse can take employers have an by surprise, but the eects of the important role opioid epidemic are impossible to in promoting ignore — and costly. According to the health the National Council on Alcoholism Jennifer Jauffret and safety of and Drug Dependence, substance employees and abuse costs American employers $81 managing risks in the workplace,” billion annually in terms of increased said Hall-Long. “I think businesses health costs, absenteeism and are beginning to rethink how “presenteeism,” i.e., being physically they approach drug policies in the present but functionally absent. workplace and how they handle Drug abuse also dramatically employees who might be struggling increases worker’s compensation with addiction.” and disability costs. ‘e work arena provides an PHOTO COURTESY OF BRIGHTFIELDS INC. Testing for opioid abuse is eective opportunity to tackle the problem Senior Project Director Gregg Crystall, Brightfields President Marian Young and Project Manager Jane but complicated, according to experts. of addiction. Employees are more Kirby-Koetitz review a project site. Workers who are using drugs illegally likely to enter into treatment if it aren’t covered by the American is initiated by an employer, said with Disabilities Act (ADA), Wesley R. Bowman, Ph.D., director relationship meetings and we bring in Wes every but former addicts are protected of the Delaware Family Center and issues, family once in a while so that people can from discrimination. manager of employee assistance problems meet him.” Moreover, many employees use programs at W.L. Gore & Associates and work/life Young, who has consulted with opioids legally, so employers must use Inc., ‘e Nemours Foundation and balance issues, Bowman herself, says her goal is to caution when conducting drug tests. BrightFields Inc. stressors that remove the stigma of seeking help A positive result could trigger the “‘e employer can have the most can impact the for addiction as well as other mental ADA’s accommodation policies. leverage — vs. family and friends — workplace and health issues. “When you break your And if an employer believes that in getting someone who’s addicted Wesley R. Bowman lead to drug leg, you go to the doctor,” she said. “If drug use was involved in a workplace to accept help,” he said. “‘e addict addiction in you’re super stressed-out, you might accident or injury, that could trigger will try hard to hold onto their job certain predisposed individuals, said not want to go to a counselor because a post-accident/injury test under their health, their relationships and Bowman. it’s a stigma. We’re here to break the Occupational Health and Safety other valued things in life. ‘ey need Young agrees. “It’s always been my down the stigma and reassure people Administration (OSHA). money to survive and feed their quest to žnd somebody who I could that it’s OK, he’s a great guy and it’s “‘ere are a lot of side issues so it’s families.” send my sta to if they had any kind going to be helpful to you.” really a legal quagmire for employers,” Employment Assistance Programs of stress,” she said. “Before you get to said Jennifer C. Jauret, an attorney (EAPs) provide a way for employers the addiction point, it is stress that’s According to the National who heads the labor and employment to engage employees in a non- causing it. We feel that by giving Council on Alcoholism and Drug group at Richards Layton & Finger confrontational and conždential people someone caring to talk to Dependence, substance abuse in Wilmington. manner. EAPs date back to the 1950s that we trust they are going to be costs American employers Employers uncomfortable about when most substance abuse involved able to work out whatever they broaching the issue of substance alcohol. BrightFields employees are feel challenged with.” $81 billion annually in terms abuse in their business now realize it’s entitled to žve sessions per year. If An EAP is only eective if the of increased health costs, in their best interest to be proactive. the problem is not resolved, they are employees use it and in order to absenteeism and “presenteeism,” A survey by the National Business given a referral to another mental use it, they must know it’s available. i.e., being physically present but Group on Health revealed that 80 health provider. Young makes sure her 48-member functionally absent. Drug abuse workforce is aware of the benežt. percent of employers across industries EAP services are available to the also dramatically increases and around the country are becoming entire family and are not limited to “We have a two-page handout and increasingly concerned about opioid substance abuse issues. Counseling Wes’ business cards are in the o¤ce,” worker’s compensation and abuse in the workplace, with more sessions address žnancial problems, she said. We remind people at disability costs. Project Engage can be path to freedom for those in construction

Project Engage for Construction is an example of how an industry can meet the patient’s needs. partner with health care providers to change the trajectory for employees Construction companies help employees who fail a drug test get into who battle addiction. treatment. ‘e company’s insurance pays for it. Once the individual returns ‘e program is modeled after and works in collaboration with Christiana to work, he or she will be randomly drug tested for a month. Employees can Care’s Project Engage, an early intervention treatment program that engages self-refer without ever having failed a drug test or having been in the hospital. substance abuse issues when patients are hospitalized or visit the emergency Planning for Project Engage for Construction began about three years ago room. Project Engage uses peer counselors, called Engagement Specialists, to and was initiated by Stephen Mockbee, founder of Bancroft Construction meet with patients at bedside to discuss and coordinate treatment options that Co. Inc. About 20 construction žrms now participate, including BrightFields. 14 | April 3, 2018 DELAWARE BUSINESS TIMES DelawareBusinessTimes.com SPOTLIGHT HEALTH CARE

Dollars and cents e average cost for a day in a Delaware hospital (nonprot) is $2,675.00. Inpatient admissions for Medicare patients are not subject to any copayments beyond a $1,216 deductible until day 61. Patients who are treated as outpatients which includes observation status stays, pay 20 percent coinsurance and they are charged for various services they receive including their prescription medicines, tests and imaging. In addition, days in observation care are not counted toward the three-day inpatient stay requirement that qualies a beneciary for Medicare’s Extended Care Benet which covers subsequent skilled nursing facility care. Patients may have to pay full price for skilled care when they are released. In Delaware the median cost of nursing home is $300/day for a semi-private room and $323/day for a private room. Costly scenario No. 1 Imagine you think you broke your arm. You head to the ER, wait to see a doctor, get some X-rays, get a cast and return home. It’s pretty clear you were never admitted; you received Trending: Why won’t outpatient care. Now imagine you think you are having a stroke, rush to the ER, see a doctor who orders tests. You are moved to a hospital room and spend several nights for more testing, learn it my hospital admit me? wasn’t a stroke and you go home. As the patient, you may assume that you were admitted to the hospital once you left the ED, however, it’s very likely that you were never admitted. Observation status can Medicare. If you are on Medicare you’ll pay 20 percent Part A and Part B coinsurance for that outpatient, observation stay. be costly for patients who e scenario takes on even more signicance Observation care, a Medicare billing designation, if you need skilled care to regain your strength need skilled care later refers to a period of time when a patient is being before you can safely go home. Paying for observed in the hospital to determine the cause of that skilled care is your responsibility. Why? his/her symptoms. e patient may be transferred Medicare pays 100 percent of skilled care PEGGY MIKA to a room and stay for several days — in a gown, only for admitted patients who spend Special to Delaware Business Times in a bed, eating hospital food — and continue to three overnights. be under observation and pay outpatient care rates Hospitals are increasingly placing patients under when the bills follow. Costly scenario No. 2 Medicare Part A covers hospital care for “observation care” or “observation status” rather Janet Pod, a New Jersey nurse who works as inpatients. Outpatients are covered under Part than admitting them. a health care liaison for Home & Hospital e ramications of receiving care under B and face higher payments for drugs, imaging Medical Personnel, had rsthand experience observation status can be costly for Medicare services and coinsurance for the hospital stay. But, with the nancial ramications of observation patients who are paying out of pocket for their the real shocker is the cost for skilled care they may status with her mother. First her mother broke hospital stay as well as for skilled care they may need when they leave. Medicare pays the full cost her arm; shortly thereafter she went to the need before they leave the hospital. of skilled nursing for the rst 20 days and most hospital for kidney stones. Pod objected when Keeping patients under observation status can costs up to 100 days — but only for patients who the hospital wanted to send her mother back also be a nancial hardship for hospitals, because have spent three consecutive days as inpatients. to her assisted-living apartment two days Medicare only pays about one-third of the costs of Observation patients must pay those charges later, claiming her mother could not use her outpatient care. e hospital must bill the patient on their own. walker or care for herself with a broken arm. for the rest. In many cases, the patients cannot pay. Although patients, by law, must be informed of So, the hospital sent her mother to a nursing Admitting patients when it is not medically their status, the signicance of the information may home which is when they found out that her necessary, according to Medicare — can also be be lost on someone who is su ering from distressful mother had never been admitted to the hospital. costly for hospitals. Medicare audits hospital symptoms. Hospitals are not likely to change the Medicare would not pay the $14,000/month admissions going back four years and if an audit patient’s status, and patients who have already for six weeks of nursing home care and Pod’s nds an admission which should have been spent days in the hospital will be billed for care mother was out of pocket $21,000. coded as observation, the hospital must reimburse even if they leave. DelawareBusinessTimes.com DELAWARE BUSINESS TIMES April 3, 2018 | 15 SPOTLIGHT HEALTH CARE

e why of observation care boils down to Services (CMS), which even though the total number of patients a ected money. Medicare does not want to pay for non- administers the Medicare is very small, meaning that the cost to Medicare acute care in an acute-care setting, said Wayne program, is ‚ nancing care. would also be very low. (A study looking at 2009 A. Smith, president and CEO of the Delaware at creates a “natural numbers showed that of more than 1 million total Hospital Association. tension,” Smith said. observation stays, just 7,537 (0.75 percent) were Hospitals, caught between muddy Medicare Medical professionals make admission rules and unhappy patients, would prefer on-the-spot decisions about at-risk for high out-of-pocket expenses for to admit patients because Medicare pays them how to care for a patient who skilled nursing care.) 100 percent. Wayne A. Smith is in pain or even in crisis, and Two recent court rulings indicate patient voices Hospitals have other costs. ey have to hire only tests will give them the are being heard. additional sta to prepare for Medicare audits information they need. Ideally, Smith said, CMS Last July a federal judge in Connecticut agreed and track them. auditors would give more weight to decisions made to allow all Medicare recipients hospitalized under “ e dollars are signi‚ cant,” Smith said. in the ‚ eld, while a crisis is occurring, than to a observation since January 2009 — hundreds of In addition, hospitals are penalized for review. thousands of people — to join a class action suit readmitting a patient within 30 days. Hospitals The cost of the lack of clarity with readmission rates above the national average against the Centers for Medicare and Medicaid receive lower Medicare payments; the higher the No one disputes that patients in observation Services. Trial is expected this year. rate of excess admission, the greater the penalty. status receive good, quality care. But, the lack of Earlier this year, the United States District clarity around admission rules, the alarmingly high e ‚ nes are intended to push hospitals to provide Court, Western District of New York, ruled better care for patients during their hospital stay out-of-pocket expenses observation patient pay Medicare should pay for skilled care in a nursing and after they are sent home. Some Medicare and the limited recourse for patients to challenge advocate groups and patients believe this practice the status are widely known. Medicare bene‚ ciaries home requested for a man who was in observation makes it more likely that hospitals will classify and advocates for them have been protesting status for ten days for broken bones in his leg. After patients as outpatients. observation status care for years but have made several appeals, the courts ruled that discharge to Why is it so di‰ cult for hospital sta to little progress beyond the noti‚ cation legislation. skilled nursing was necessary. determine inpatient and observation status? e At a national level, legislation calling for hospital’s mission is to provide the best possible Medicare to count any consecutive three-day (CMS did not respond to our request to participate in this story; care in a moment of crisis — often saving a life. e hospital stay toward nursing home bene‚ ts, Delaware hospitals did not respond, declined to comment or mission of the Centers for Medicare & Medicaid introduced annually since 2009, has gone nowhere referred us to the Delaware Hospital Association.) YOUR CHOICE: OVER 50 YEARS OF SUPERIOR CUSTOMER SERVICE Now, Pickup and Delivery for service 2018 LINCOLN 2018 LINCOLN MKC SUV MKZ SEDAN

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® www.hilyards.com 800.247.2201 16 | April 3, 2018 DELAWARE BUSINESS TIMES DelawareBusinessTimes.com SPOTLIGHT HEALTH CARE Kentmere Healthcare Consulting puts lab tests under a microscope

Wilmington firm laboratory testing has exploded. is necessary complex and expensive over the past Conventional chemical testing to make few years” he said. “Once, a test might aims for lower has broadened greatly with new treatment cost $12, while today it can cost methodologies to ­nd out whether decisions? $3,000 to $4,000.” costs for insurer we have diseases or medical Will the Since it was founded in 2002, conditions that before were not knowledge Kentmere has worked solely with and patient detectable and then help guide us gained insurance companies’ health care toward their treatment. Beyond signi­cantly plans to give them the basis for these tests, the whole new arena of Dr. Russel E. Kaufman enhance the making reimbursement decisions that BY ROGER MORRIS DNA testing – once considered the patient’s give physicians information they need Special to Delaware Business Times stu† of science ­ction – can give us well-being? How much repetition for patient treatment while also being insights into what traits we might and redundancy is just plain wasteful? cost-e†ective to the reimburser. e primary business goal of have inherited, both good and bad. And can the knowledge be acquired “We are an independent company, Kentmere Healthcare Consulting is ese DNA tests can provide us with more economically without adversely and we don’t do lab testing,” to ask the question: “Can there be information needed to guide our a†ecting patient outcomes? Kaufman emphasized, “so we have too much of a good thing?” and treatment decisions and help answer Trying to answer these questions no con™icts of interest in working then help provide a logical answer. the philosophical considerations is a “relatively new business,” said Dr. with insurers. We never accept meals Over the past 25 years, the that often arise once we have this Russel E. Kaufman, chief medical or gifts.” Indeed, Kentmere claims amount of knowledge that doctors information. o‘cer for Delaware-based Kentmere. it is both the oldest and the only and patients can get from medical But how much of this knowledge “Testing has gotten so much more independent LBMP – lab bene­t

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management program – in the to lower health care cost.” to eliminate tests not needed, to navigate changes in markets and country, patterned somewhat after A starting point to Kentmere’s determine how often a test should reimbursement while still continually similar companies that work with consulting is keeping up to date be repeated – if at all – and seeing if improving quality, continued arbitrary insurers on their pharmaceutical on treatment articles published in there is alternative testing. “We also and severe payments reductions will purchases and reimbursement. peer-reviewed publications and with help them determine whether or not result in reduced access to essential Kentmere’s clients range in size ongoing clinical trials. “We tend not a test has to be pre-authorized,” said tests for critically ill patients, from programs with as few as 16,000 to concentrate on abuse [by those Kaufman, that is, whether a physician less innovation, more closures or members to those with more than who prescribe patients tests] as much has to check the insurer before consolidation of businesses and more 23 million. Its goal is cost-savings to as we do on helping insurers form ordering a test, and even which type people out of jobs.” the plan of at least 10 percent with the appropriate policies,” Kaufman of general practitioner or specialist e organization said that there are no reduction in quality of patient said. “In spite of health plans’ massive is permitted to order the lab test. more than 622,000 employees in the outcomes. ese lower costs do not organizations with intense analytics, “We also often get involved with laboratory business nationwide and just help the insurer – they can also we help them better understand their contract negotiations on what will be points to the amount of taxes paid by can show up in lower subscription business and help them re-shape reimbursed or not and at what costs,” both employers costs and co-pays for the patient. their policies.” he said. and employees. One of Kentmere’s Delaware While DNA testing can be a “It’s important to realize that – Kaufman, however, emphasizes the clients is a prominent one – powerful tool in some cases, in unlike in Canada, Germany and need for someone such as Kentmere Highmark Delaware, the Blue Cross/ others it is information that can’t England – government and private to navigate the complexity of the Blue Shield provider. “Highmark always be acted upon. Knowing that healthcare policies in the U.S. often systems. “ e challenge is in when Delaware is constantly looking at a patient has a genetic probability of don’t agree,” Kaufman points out, you think of all the shareholders ways to address rising health care contracting an incurable disease may “and that the many stakeholders can’t involved in health care – patients, cost,” Highmark said in a prepared have limited medical applicability. be pulled together with one set of providers, labs, pharmacies, statement. “Our top priority is to It’s also important to realize that rules.” pharmaceutical companies, hospitals, provide our members the highest re-testing for hereditary diseases such Not surprising, there is pushback insurers – is how to get them all on quality health care at the lowest as breast cancers has to only be done from the companies that provide board if you want to consider total possible cost. Partnering with once – DNA doesn’t change with laboratory testing. e American population's health.” organizations like Kentmere age or di” ering circumstances. Clinical Laboratory Association Healthcare is one way that we Kentmere also helps insurers (ACLA) asserts that, “Although work on behalf of our members decide when to unbundle lab testing many labs have managed to

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Health, scheduled for completion in Christiana Care's 2020. A hallmark of the new eight- story building will be the focus on women's health family-centered care, including a sleep-in space for mom and dad center to make in the neonatal intensive care unit (NCIU). room for families  e model of care is inŠ uenced by early Delaware trailblazers like BY CHRISTI MILLIGAN Handy. Consider Delaware’s lineage [email protected] in neonatal care: Dr. Handy was already a pioneer as Delaware’s Ž rst practicing In 1947, Delaware pediatrician Dr. pediatrician. She is credited with Margaret Handy was convinced that creating and overseeing the milk preemies and newborns would thrive PHOTO COURTESY OF CHRISTIANA CARE HEALTH SYSTEM bank and for working to improve with a steady supply of breast milk. The NICU at Christiana Care’s Center for Women & Children’s Health will include spacious private rooms care for premature infants, eventually To meet the demand, she established for families after delivery. becoming the chief of pediatrics at  e Mother’s Milk Bank at Delaware Delaware Hospital. infants and implemented transport Today, the department will update Hospital, now Christiana Care Handy also mentored Dr. care for critically ill and premature its Level III Neonatal Intensive Health System. Katherine “Kitty” Esterly, called the newborns. Esterly worked well into Care Unit (NICU), scheduled for More than 70 years later, that spirit “mother of Delaware neonatology” her 80s and recruited the current expansion in both physical footprint of innovation continues with the at Christiana Care, who developed director, Dr. John Stefano, and innovative practice, according construction of Christiana Care’s new a neonatology unit for premature before retiring. Center for Women and Children’s continued on page 20

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To inquire about details, call 302-504-1330 or email [email protected] 20 | April 3, 2018 DELAWARE BUSINESS TIMES DelawareBusinessTimes.com SPOTLIGHT HEALTH CARE continued from page 18 said Sleeper. “My children are healthy comfortable for the long haul.” and happy but the one thing that In addition, the building will be to Dr. David A. Paul, chair of tugs at my heart when I look at their wired with a Real-Time Location the Department of Pediatrics at births was the time that was spent System (RTLS), linking equipment Christiana Care Health System separated.” and security measures, infrastructure  e mother/child dyad dynamic  e advisory council worked that will be e‘ cient without — caring for both mother and baby closely with hospital o‘ cials to increasing operating costs, according in the same space — puts Christiana determine how the new building will to Paul. PHOTO COURTESY OF CHRISTIANA CARE HEALTH SYSTEM Care at the forefront of an innovative But with the lifespan of a typical meet the needs of families and health The new 400,000-square-foot space will offer a new model that’s emerging across Europe, care workers, even participating in space approximately 20 to 25 years, Neonatal Intensive Care Unit and private rooms with according to Paul.  e $260 million mock-up rooms to identify optimal how do you account for future sleep-in space for families. Center for Women & Children’s Š oor plans and workable spaces for innovation and trends? Health will also include new and patients and sta’ . “We’re trying to make it as this building because there is a lot expanded delivery suites, an expanded “We were involved in the nitty adaptable and malleable as possible,” of emphasis on provider well-being. triage area, new labor lounge, separate gritty details; it was a great learning said Paul, who added that the plan Our care is going to go way beyond admitting and discharge areas, experience and I realize the calls for a Ÿ fth-Š oor shell space to the building, and it’s that spirit of including a “Celebration Hall,” compassion the sta’ at the hospital allow for expansion. innovation — we’re pioneering and a continuing-care nursery. has,” said Sleeper. “Everybody who touches the new technologies.” “Presently, if a baby goes to the Currently, Christiana Care NICU building will be impacted,” said Paul. NICU, mom recovers on a separate o’ ers a pod design, “hardly enough “People are going to be proud of Š oor,” Paul said. “In the dyad model, room for baby and sta’ to work mothers and babies will remain and for family to stay overnight,” Pioneering Delaware fi rsts for Christiana Care Health System together.” according to Paul. “ e new NICU  at’s great news to Amanda will o’ er single family rooms so every Department of Neonatology Sleeper, a member of the Patient and baby will have own room — every • First Delaware hospital to mechanically ventilate infants. Family Advisory Council and mom room has a bathroom, a pullout • First to use surfactant of two premature infants who spent couch, and a separate family area. It’s time in Christiana’s NICU. meant for families to spend as much • First to use inhaled nitric oxide “ at would have been priceless,” time as they want, for them to be •First to utilize therapeutic hypothermia

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scal acumen Marketing Executive – As a chief marketing ocer either love it, hate abilities alongside with technical hardware, software or senior marketing executive, you need to show you are it, or you’re scared and cloud solutions throughout the resume. to try it. Regardless, a market share acquisition strategist for new and existing • Practice what you preach: Make sure to include this photo- and products and services. Demonstrate how you gain and video-sharing app website or social media links on your resume. IT sustain new client relationships. Prove you can expand can be a powerful executives who have little or no presence on the internet, and nurture existing key client relationships. tool for marketing or worse, a poor presence on the web, demonstrate that • Use a contemporary layout: It’s important to show your business. either they are not a lover of technology or that they are that you understand the power of visual marketing. Here’s why. a poor promoter of themselves. Either one is bad! Walk your talk by having your own personal marketing • Gravitate from tactical implementation to strategic documents and marketing executive resume be as current 1. It’s for people of all ages. perspective: Be sure to showcase your corporate as the ideas and tools you will bring to your new employer. While Instagram attracts a slightly contributions to top line, expense line items, work‚ow younger demographic, more and more • Show success with blending traditional and productivity and the bottom line. Outline initiatives where “older” folks are beginning to jump progressive strategies: Successful marketing executives you have added value and projects that you have led that on the Instagram bandwagon. Your have a grip on how to use traditional and progressive achieved results. business should take the leap now — marketing strategies and tactics to reach niche audiences before your competitors do. Financial Executive – Successful
nance executives in a multitude of ways. ey know they cannot do things and chief
nancial ocers (CFO) use their resumes as as they once did only to generate great results. Today’s 2. It’s here to stay.Instagram boasts marketing collateral to position themselves as engaging more than 800 million users and is leaders that are ahead of the pack. Making your resume marketing campaigns employ online, new media, and now one of the largest social media visually standout is the best way to make a strong initial old-school tactics to generate new prospects and close platforms in the world, eclipsed only
rst impression as an eective CFO. new clients. by Facebook and YouTube. • Focus on context: Talking about your biggest Lisa Rangel is a 10-time certified resume writer, job search consultant 3. It’s easy to use. achievement is not always best. For example, if you saved and former recruiter hired by LinkedIn as a job seeker group premium Once you try Instagram, you’ll marvel $15 million on one initiative within a $200 million moderator and official LinkedIn blog writer. at its simplicity. You can accomplish 95 percent of your tasks with five user-friendly icons at the bottom of your screen. If you can get up in the morning and brush your teeth, you How Gen X managers can better prepare can use Instagram. 4. It’s great for brands that the next generation for leadership rely on visuals. Instagram is a natural fit for businesses that have lots of photo Consider this: By 2020 Gen Y will make up a third 2. Promote creativity, but also sweat the details. and video opportunities throughout the day. This includes restaurants, of the global workforce. Every quarter, more millennials Millennials are mission-driven. is spurs innovation salons, interior design firms, real move up the management ladder, climbing closer to CEO but also breeds disdain for routine work. Give creative estate agencies, retail stores and and other C-Level roles. leeway but make it a point to keep your mentee focused. more. According to 15Five, a performance management 3. Mentoring is key. solution that makes continuous employee feedback simple, 5. It’s also great for businesses boomers and Gen X need to communicate their hard- e mentorship model is timeless, not old-fashioned. that think they’re too boring Most millennials interested in leadership still believe for Instagram. earned wisdom and meet millennial needs such as career Maybe you’re a bookkeeper or growth and professional development. mentorship works. mortgage lender, and you can’t Chances are your company has a millennial standing at 4. Communication is good, procrastination isn’t. imagine what to post. Share anything the door of upper-level management. Here’s how to teach Millennials’ phones are extensions of their hands. Take that humanizes your brand! This will them to lead eectively: advantage of your millennial protégé’ s tech ‚uency, but help you build trust and attract more clients. Consider posting about your 1. Give criticism but keep it constructive. also set boundaries on phone use during work hours to staff at fun events. You can also post Research shows employees who receive feedback on create space for deep work. brief videos to answer questions or weaknesses are 20 times more likely to be engaged, while 5. Listen, but push back too. make announcements. those who receive feedback on strengths are 30 times more Millennials grew up with the ethos all opinions Brooke Miles is president of Delaware ShoutOut, likely to be engaged. Forty-one percent of millennials say are valuable. Recognize your millennial employees’ a social media ghostwriting and training firm in they want feedback at least once a month but keep your contributions but make it clear that convincing Wilmington. criticism constructive. ideas are backed up by facts. 22 | April 3, 2018 DELAWARE BUSINESS TIMES DelawareBusinessTimes.com BOOK OF LISTS Medical Clinics MedicalRanked by No. of Locations Clinics Ranked by No. of Locations

No. of Hours/ days of Level of Company Locations Locations operation Staff Services Provided

No. of Bear; Dover; Middletown; Milford; Newark; Hours/ days of Level of NEMOURS CHILDRENS HEALTH Seaford (Fallon Ave.); Seaford (Shipley St.); Company Locations Locations Variesoperation by Staff ServicesNemours Provided Children's Health System provides routine well- and sick-child care, SYSTEM 12 Wilmington (Foulk Rd.); Wilmington (Jessup M.D. immunizations and advice for all stages of childhood at satellite offices www.nemours.com St.); Wilmington (Pike Creek); Wilmington Location throughout the state. Bear;(Rockland Dover; Rd.); Middletown; Wilmington Milford; (Clayton Newark; St.) NEMOURS CHILDRENS HEALTH Seaford (Fallon Ave.); Seaford (Shipley St.); Nemours Children's Health System provides routine well- and sick-child care, SYSTEM 12 Wilmington (Foulk Rd.); Wilmington (Jessup Varies by Location M.D. immunizations and advice for all stages of childhood at satellite offices www.nemours.com St.); Wilmington (Pike Creek); Wilmington throughout the state. (Rockland Rd.); Wilmington (Clayton St.) Delaware State Service Center physicians provides various healthcare services DELAWARE STATE SERVICE Claymont; Dover; Frankfort; Georgetown; 8:00 a.m. -8:00 CENTER 10 Milford; New Castle; Newark; Seaford; M.D. for individuals and families including, nutrition counseling, lead screening, family www.dhss.delaware.gov Wilmington (8th St.); Wilmington (Jessup St.) p.m. M-F planning services, HIV testing and counseling, pregnancy testing, health and dental services for children, lab testing, immunizations, and health education. DELAWARE STATE SERVICE Claymont; Dover; Frankfort; Georgetown; Delaware State Service Center physicians provides various healthcare services CENTER 10 Milford; New Castle; Newark; Seaford; 8:00 a.m. -8:00 M.D. for individuals and families including, nutrition counseling, lead screening, family www.dhss.delaware.gov Wilmington (8th St.); Wilmington (Jessup St.) p.m. M-F planning services, HIV testing and counseling, pregnancy testing, health and dental services for children, lab testing, immunizations, and health education. CHRISTIANA CARE MEDICAL AID Christiana Care Medical Aid assists with allergies, asthma, broken bones and Glasgow; Middletown; Newark (Hygeia Dr.); 8:00 a.m.-8:00 sprains, burns, cold and flu symptoms, ear, sinus and respiratory infections, UNIT 5 1 M.D. www.chrstianacare.org Newark (S. College Ave.); Smyrna p.m. Everyday insect and animal bites, stomach viruses, skin rashes, non-life threatening injuries, illnesses, physicals and STD tests. CHRISTIANA CARE MEDICAL AID Christiana Care Medical Aid assists with allergies, asthma, broken bones and Glasgow; Middletown; Newark (Hygeia Dr.); 8:00 a.m.-8:00 sprains, burns, cold and flu symptoms, ear, sinus and respiratory infections, UNIT 5 1 M.D. www.chrstianacare.org Newark (S. College Ave.); Smyrna p.m. Everyday insect and animal bites, stomach viruses, skin rashes, non-life threatening injuries,Got A Doc illnesses, provides physicals care for andallergies, STD tests.asthma, broken bones and sprains, burns, cold and flu symptoms, ear, sinus and respiratory infections, insect and animal GOT A DOC 5 Camden; Claymont; Lewes; Millsboro; New Varies by Castle Location M.D. bites, stomach viruses, skin rashes and most other non-life threatening injuries, illnesses and conditions. Additionally common health assessments are typical serviceGot A Doc offerings provides including care for annual allergies, and asthma,school physicals broken bones and STD and tests.sprains, burns, Camden; Claymont; Lewes; Millsboro; New Varies by cold and flu symptoms, ear, sinus and respiratory infections, insect and animal GOT A DOC 5 Castle Location M.D. bites, stomach viruses, skin rashes and most other non-life threatening injuries, illnesses and conditions. Additionally common health assessments are typical MedExpressservice offerings provides including non-emergency annual and schoolcare for physicals allergies, and cold STD and tests. flu, ear infections, labs, IVs, EKGs, respiratory illness, skin ailments, strep throat, ticks MEDEXPRESS 5 Dover; New Castle; Newark; Wilmington 8:00 a.m.-8:00 www.medexpress.com (Concord Pike); Wilmington (Kirkwood HWY) p.m. Everyday and Lyme Disease, bites, stings, broken bones, burns, cuts and scrapes, frostbite, heat exhaustion, lice, strains and sprains, X-rays, physicals, flu shots, immunizationsMedExpress provides and vaccinations. non-emergency care for allergies, cold and flu, ear MEDEXPRESS Dover; New Castle; Newark; Wilmington 8:00 a.m.-8:00 infections, labs, IVs, EKGs, respiratory illness, skin ailments, strep throat, ticks www.medexpress.com 5 (Concord Pike); Wilmington (Kirkwood HWY) p.m. Everyday and Lyme Disease, bites, stings, broken bones, burns, cuts and scrapes, Westsidefrostbite, heatFamily exhaustion, Healthcare lice, provides strains familyand sprains, medical X-rays, care to physicals, all ages including flu shots, acuteimmunizations and chronic and disease vaccinations. care, social services, family planning and reproductive WESTSIDE FAMILY HEALTHCARE Bear; Dover; Newark; Wilmington (E. 16th St.); Varies by 5 M.D. care, health education, HIV counseling, testing and treatment; immunizations, www.westsidehealth.org Wilmington (W. 4th St.) Location laboratory services, low cost medications, physical examinations, foot care, prenatalWestside and Family maternity Healthcare care, providesdental care, family behavioral medical healthcare to care, all ages preventive including care, 24-houracute and physician chronic on-calldisease emergency care, social services services, and family financial planning aid andservices. reproductive WESTSIDE FAMILY HEALTHCARE Bear; Dover; Newark; Wilmington (E. 16th St.); Varies by M.D. care, health education, HIV counseling, testing and treatment; immunizations, www.westsidehealth.org 5 Wilmington (W. 4th St.) Location laboratory services, low cost medications, physical examinations, foot care, prenatal and maternity care, dental care, behavioral health care, preventive care, Beebe Healthcare Walk-In Care provides care for upper respiratory infections, BEEBE HEALTHCARE WALK-IN 24-hour physician on-call emergency services and financial aid services. Georgetown; Millsboro; Millville; Rehoboth Daily 9:00 a.m. M.D. sinus infections, flu, laryngitis, allergies, ear and eye infections, sprains and CARE 4 Beach -7:00 p.m. minor injuries, gastrointestinal complaints and minor lacerations. Beebe www.beebehealthcare.org Healthcare also provides express laboratory testing and imaging services. Beebe Healthcare Walk-In Care provides care for upper respiratory infections, BEEBE HEALTHCARE WALK-IN Georgetown; Millsboro; Millville; Rehoboth Daily 9:00 a.m. M.D. sinus infections, flu, laryngitis, allergies, ear and eye infections, sprains and CARE 4 Beach -7:00 p.m. minor injuries, gastrointestinal complaints and minor lacerations. Beebe www.beebehealthcare.org Healthcare also provides express laboratory testing and imaging services. HENRIETTA JOHNSON MEDICAL Henrietta Johnson Medical Center provides healthcare services including, lead Claymont; Wilmington (Broom St.); Wilmington 8:00 a.m. -5:00 screening, family planning services, HIV testing and counseling, pregnancy CENTER 4 2 M.D. www.hjmc.com (Lombard St.); Wilmington (New Castle Ave.) p.m. M-F testing, health and dental services for children, lab testing, immunizations, behavioral services and health insurance assistance. HENRIETTA JOHNSON MEDICAL Henrietta Johnson Medical Center provides healthcare services including, lead Claymont; Wilmington (Broom St.); Wilmington 8:00 a.m. -5:00 screening, family planning services, HIV testing and counseling, pregnancy CENTER 4 2 M.D. www.hjmc.com (Lombard St.); Wilmington (New Castle Ave.) p.m. M-F testing, health and dental services for children, lab testing, immunizations, behavioral services and health insurance assistance. Primary health care, preventative services, pediatric and adolescent, dental care LA RED HEALTH CENTER 4 Georgetown; Milford; Seaford (High St); Varies by M.D. and behavioral health for individuals of all ages, along with a variety of social www.laredhealthcenter.org Seaford (N. Front St) Location services. Primary health care, preventative services, pediatric and adolescent, dental care LA RED HEALTH CENTER 4 Georgetown; Milford; Seaford (High St); Varies by M.D. and behavioral health for individuals of all ages, along with a variety of social www.laredhealthcenter.org Seaford (N. Front St) Location services. Provides reproductive health care including: birth control, annual visits, PAP’s, PLANNED PARENTHOOD Varies by cancer screens, STD testing and treatment, colonoscopy, LEEP, prenatal care, www.ppdel.org 3 Dover; Newark; Wilmington Location M.D. and abortion services. 3 Provides reproductive health care including: birth control, annual visits, PAP’s, PLANNED PARENTHOOD Varies by cancer screens, STD testing and treatment, colonoscopy, LEEP, prenatal care, www.ppdel.org 3 Dover; Newark; Wilmington Location M.D. and abortion services. 3 1 Newark S. College Ave and Smyrna locations open till 4:00 p.m. on weekends.; 2 Wilmington New Castle Ave. opened W 8am-6pm, Sat 9am-1pm; 3 Dover does not offer prenatal care. Newark does not offer abortion services. Source: Individual company survey responses. Some information gathered directly from websites. Researched by: Delaware Business Times. All figures followed by an asterisk are previous year's figures. Some companies may have been omitted due to lack of information, deadline restrictions, or space constrictions. Editorial Estimate = Information derived from: publicly available sources, observation, news sources, and general market knowledge of the editorial team. 1 Newark S. College Ave and Smyrna locations open till 4:00 p.m. on weekends.; 2 Wilmington New Castle Ave. opened W 8am-6pm, Sat 9am-1pm; 3 Dover does not offer prenatal care. Newark does not offer abortion services. Source: Individual company survey responses. Some information gathered directly from websites. Researched by: Delaware Business Times. All figures followed by an asterisk are previous year's figures. Some companies may have been omitted due to lack of information, deadline restrictions, or space constrictions. Editorial Estimate = Information derived from: publicly available sources, observation, news sources, and general market knowledge of the editorial team. DelawareBusinessTimes.com DELAWARE BUSINESS TIMES April 3, 2018 | 23

Management and Leadership Development in family-owned or closely-held businesses 2018 Business Development Series

There is an important di erence between management Bill Doherty III is the third and leadership. Companies need leadership that sets generation at Doherty the strategic plan for the company and managers Funeral Homes. He will who can implement those plans. Dr. Bullough will share how their family discuss why both of these are important and how to business has prepared identify the appropriate individuals for management, the next generation leadership and succession planning. for management and leadership roles. Professor Amanda Bullough, Phd., Alfred Lerner College of Business and Economics, is an assistant KEYNOTE SPEAKER professor of management at the University of SPEAKER Professor Delaware. Her research spans entrepreneurship, Bill Doherty III, Amanda Bullough, Phd., leadership, organizational behavior, cross-cultural Doherty Funeral Homes Alfred Lerner College management and international development. of Business and Economics

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The Delaware Small Business Development Center (SBDC) is a unit of the University of Delaware’s Office of Economic Innovation and Partnerships (OEIP) and is funded in part through a cooperative agreement with the U.S. Small Business Administration (SBA) and the State of Delaware. The SBDC abides by all non-discrimination and accessibility policies of the University of Delaware. Reasonable accommodations for persons with disabilities will be made if requested at least two weeks in advance. Contact the Delaware SBDC by email at [email protected] or by phone 302-831-1555 to inquire. 24 | April 3, 2018 DELAWARE BUSINESS TIMES DelawareBusinessTimes.com VIEWPOINT Treatment protocol evolves as more is learned about sepsis

Nationwide, health care The most important part of diagnosing and treating organizations have been taking a harder look sepsis is to move quickly. As soon as sepsis is at sepsis, its diagnosis and Dr. Kevin Bristowe treatment. Sepsis suspected, Beebe’s team swings into action. Guest Columnist is responsible for 20 percent to 40 percent of all inpatient mortality. for the past eight years. ˆ ese signs include: ˆ ere are many blood tests that Identifying it and treating it takes ˆ e story of sepsis education is • Shivering or fever, a feeling must be completed within a certain teamwork and good interdisciplinary no di‹ erent. Over the years, the of being very cold timeframe. ˆ ere are also antibiotic coordination. guidelines provided by health care • Extreme pain or discomfort, medications that must be given at Medical Daily reported that organizations have changed. As more sometimes characterized as certain times. sepsis is the most expensive cause of is learned about sepsis and the best “the worst ever” Anyone can develop sepsis; hospitalization, according to federal ways to diagnose and treat it, the • Pale or discolored skin however, it is most common among data released in 2015. Federal studies procedures change. • Sleepiness, di˜ cult to rouse, show the annual costs of treating Yet, many patients have never heard or a feeling of confusion older adults and those who have sepsis in hospitals has gone up by of sepsis or aren’t really sure what it is. • Multiple symptoms that might weakened immune systems due to $3.4 billion over a two-year period. Sepsis is the body’s way of reacting be characterized as “I feel like illness or injury. ˆ ose who have had At Beebe Healthcare, a Sepsis to an infection. When the infection I might die” pneumonia, an abdominal infection, Work Group was created to look becomes severe, your body can • Shortness of breath kidney infection or bloodstream at each case of sepsis. ˆ is group is go into shock. Sepsis is a medical When a patient enters the infection are more at risk. dedicated to improving the numbers emergency and it can be deadly. emergency room, Beebe’s medical If you develop an infection or if and outcomes when it comes to Often, patients have a cut or teams assess them for all of these you develop symptoms of sepsis after diagnosing and treating sepsis. wound. It is through this cut that signs. If you have ever been to an an injury, surgery or hospitalization, Our work is ongoing, and we have an infection enters the body. ˆ e emergency room, you know there are seek emergency medical treatment seen improvements, which have harmful toxins or bacteria get into a lot of questions asked. ˆ e sepsis been recognized by Healthgrades. the blood. ˆ is can cause organ questions are likely in that list. immediately. Healthgrades, the leading online failure and death. ˆ e most important part of Kevin Bristowe, MD, is a board-certifi ed emergency resource for comprehensive Unfortunately for medical diagnosing and treating sepsis is to medicine physician with Sussex Emergency information about physicians and providers, there is no key sign that move quickly. As soon as sepsis is Associates in Beebe Healthcare’s Emergency hospitals, has awarded Beebe a Five a patient has sepsis. ˆ ere are signs, suspected, Beebe’s team swings Department. He is the medical Star Award for Treatment of Sepsis however, that can point to sepsis. into action. director of Emergency Services. YOUR VIEW Delaware Business Times Reader Commentary Policies

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Corrections Policy If you believe that we have made an error, in a story we publish, please email us at [email protected] DelawareBusinessTimes.com DELAWARE BUSINESS TIMES April 3, 2018 | 25 VIEWPOINT The Warehouse: Revolutionizing teen engagement

Sixteen percent trouble to one of education and hope. good results, but to revolutionize collaborative eorts coupled with of Wilmington One way to do that is by assuring teen engagement and help our kids cutting-edge technology will be teens drop out our city’s youth have healthy outlets develop into condent, competent used to foster community, empower of high school. where they can engage in meaningful and courageous young adults. ambition, and encourage exploration ousands of after-school activities. e Warehouse is also a leader and discovery. jobs in and Working under the umbrella of in collaboration as it will bring Growing up in neighborhoods rife around the city the newly formed Teen Warehouse multiple teen-serving organizations with violence, poverty and limited Logan Herring remain unlled. Inc., upwards of 40 local nonprot together in a common space with the Guest Columnist Clearly that and community organizations that singular goal of improving the lives opportunities, Wilmington’s youth equation does serve youth are working together to and circumstances of Wilmington’s face a steep uphill climb towards not work, but a passionate group of create such an outlet, where youth underserved youth. is will be a healthy and productive futures. community leaders who care about can access programs and services to win-win not only for kids, but for the e time is now to help our kids the future of our city and our state help them learn, grow and succeed service community as organizations turn that around. Failure to do so are ready to make that problem while having fun and building that serve our city’s young people is not an option. Our children are add up. community among their peers. “ e are too often overwhelmed, under- the taxpayers, the homeowners, the With extreme poverty, a lack of Warehouse” is a one-stop shop for resourced and working in silos that employees and the employers for all economic opportunity and gun our city’s young people that will be limit their full reach and capabilities. our futures, and we must do all we violence being the norm rather youth-led and youth-driven, thus Working together, the Warehouse can to help them thrive. than the exception for too many of helping assure its success. Already, will become a co-working space Wilmington’s youth, it is critical teens from throughout the city who for a collaborative network of The Warehouse was one of the winning ideas that our community work together are participating in the development nonprots serving teens, and where at the Reinventing Delaware series, an idea to turn around the fortunes of our of the project are excited for an the teens will have a voice to explore, crowdsourcing event developed by the Pete city’s children if we want to see long- opportunity to, in their own words; discover their passions, advocate for du Pont Freedom Foundation. Logan Herring is the executive director of the Kingswood lasting change and help our youngest “have an impact on my community,” themselves and develop skills needed Community Center in the Riverside neighborhood residents succeed. We need to get our and “turn our dreams into reality.” for employment in today’s economy. of Wilmington. For information on how to get kids o the streets, out of trouble and Working together as a team and e team is cautiously optimistic involved or support The Warehouse through into good jobs if we are to rewrite a community, the goal of the the former Prestige Academy Charter USEED crowdfunding and other efforts, contact their story from one of violence and Warehouse is to not only achieve School can serve as a home where Logan at [email protected]. Spending on health care leaves rest of economy in the dust

While recognized that the demand for of health care expenditures are And, it is a business cost wild card. Delaware’s health care is relatively insensitive to concentrated on children younger Delaware, with two health insurance economy has changes in price. While you might than 5 and on persons older than carriers, ranks 30th in health care been modest, be willing to put o cosmetic surgery, 55. e rise in expenditures is outcomes. is is unacceptable to Delaware’s health you will move forward to treat cancer exponential as people pass age 75. care industry has regardless of price. e baby boomers guarantee growth business. been on a tear. Second, the full cost of health in health care demand for two more Government budgets, and John Stapleford Over the past care rarely falls upon the consumer. decades. eventually taxpayers, are facing a Guest Columnist 10 years (2006- Health care is dominated by third- Finally, there is a lack of major crunch in public health care 2016) as private party payers such as private insurance competition in the supply of health insurance. sector earnings in Delaware increased companies, Medicare and Medicaid. care. While it takes a great deal of 8.4 percent, Delaware’s health care is leads consumers to often be education to become a primary-care Medicare is already spending down industry’s earnings rose 64.2 percent indierent to the prices charged for physician, the relatively diverse supply its asset base. In Delaware Medicaid (U.S. Department of Commerce). various health care services. drove earnings up by 38 percent. is the single largest line item in the Earnings in nursing care increased In 2016 Delaware health care For hospitals, on the other hand, state budget (over $750 million) and 98 percent, as hospital earnings industry earnings were $4.3 billion. there is less competition and entry is out stripping the tax base. Over the soared 85 percent, and ambulatory Total Medicare and Medicaid is controlled by government boards most recent decade, Delaware state care (e.g., ošces of private payments to Delaware households dominated by current Delaware physicians) went up 38 percent. were $4.1 billion ($2.2 billion hospitals. us, hospital earnings spending on Medicaid rose at twice Health care has become Delaware’s in Medicare and $1.9 billion grew 10 times faster than the rest the rate of General Fund revenue. keystone growth industry. Why? And for Medicaid). It is obvious that of the private sector. ere is a reckoning coming. will it continue? government provided health care Businesses are paying attention to ere are four basic explanations insurance is the major health care health care. John E. Stapleford is president of ECON First, for the surge in Delaware’s health industry driver. It is a major concern with regard which provides web-based marketing strategies care industry. ird, the baby boomer population to attracting and retaining quality based upon economic analysis and web presence First, economists have long age 55 and over is soaring. e majority employees. research. 26 | April 3, 2018 DELAWARE BUSINESS TIMES DelawareBusinessTimes.com PEOPLE ON THE MOVE HEALTH CARE PUBLIC RELATIONS Dr. Kurt Wehberg to join Beebe Healthcare Wilmington City Council taps Tucker Dr. Kurt E. Wehberg, a board-certi ed and fellowship- Leon Tucker of Leon Tucker Public Relations (LTPR) trained cardiothoracic surgeon, will join Beebe Healthcare will assist the Wilmington City Council in its legislative this September as co-chief of Cardiothoracic Surgery, the operation’s marketing and communication e— orts. LTPR will Chief of Robotics and vice president of Clinical Innovation. also assist with the development of the city council’s television Dr. Wehberg received his medical degree from Eastern station, website and social media platforms. Virginia Medical School in Norfolk, and completed his Tucker most recently served as director of communications residency in General Surgery at University of Maryland for the Delaware Department of Labor. Medical System. He earned a fellowship in Cardiothoracic Surgery from University of Maryland Medical System. Dr. Wehberg is certi ed by the UTILITIES American Board of Surgery and the American Board of oracic Surgery. Rajnish Barua named executive director As part of its proposed services and facilities expansion, Beebe announced it of the Delaware PSC would acquire a surgical robot. Dr. Wehberg will be the leader of the robotics Rajnish (Raj) Barua has been selected to serve as the program, developing strategic and tactical leadership and oversight. new executive director of the Delaware Public Service HOSPITALITY Commission. Barua is a resident of Newark and has nearly three decades Cook joins Carl M. Freeman Cos. of experience in regulatory policy, restructuring of the electric Erika Cook has been named marketing manager for the industry, regional energy markets and other related matters. golf division of Carl M. Freeman Cos., responsible for the Most recently he served as executive director of the National promotion of three golf course properties including Bayside, Regulatory Research Institute. He holds a Ph.D. from the University of Bear Trap Dunes and Bay Club. Delaware, specializing in energy policy. Cook earned her degree in communications from Salisbury e executive director is responsible for the planning, management and University and spent her professional career in the greater overall operation of the Delaware Public Service Commission and ensuring D.C. area before moving to Ocean City, Maryland, six years just and reasonable regulation of Delaware’s public utility service companies. ago. She joined Carl M. Freeman Cos. in 2016 as the sales and marketing coordinator with a focus on community sales.

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 FRIDAY, MAY 11 • 7:30 AM 12:00 PM DOVER SITE AUDITORIUM

STUDENT ADMISSION: GENERAL ADMISSION: FREE TO WILMU STUDENTS* ONE REGISTRANT $25 *Must be enrolled in WilmU courses during the 2018 academic year  TWO REGISTRANTS $40

VISIT: WILMU.EDU/SBSEVENTS FOR ACCESS Attend an important morning education event that will help you protect your business. This workshop focuses on:  Preventing and responding to cyber hacks and ransom-ware attacks Enter to win  Avoiding financial fraud risks free tuition for one  Protecting you and your clients from identity theft Wilmington University  Recognizing red flags with clients, contractors and vendors course at this event!  Understanding compliance basics DelawareBusinessTimes.com DELAWARE BUSINESS TIMES April 3, 2018 | 27 BIZ CALENDAR April 9 | 9 AM – 12:30 PM students and celebrity chefs followed by a April 12 | 2 – 6 PM This event will be held at the Columbus DELAWARE STATE CHAMBER OF four-course dinner featuring award-winning BEEBE HEALTHCARE TO HOST JOB FAIR Inn, and hosted by NEWS4Women, the ProStart student-inspired dishes. The event Network to Encourage Women’s Support COMMERCE SPRING LEGISLATIVE Beebe Healthcare will host a job fair for will also feature live music and auction items. for Women. interested candidates to learn more about BRUNCH Cost is $150 per person, all inclusive, and Event includes networking, light hors their opportunities. Join the Delaware Manufacturing the event will be held at Harry’s Savoy Grill, d’oeuvres and cash bar. Cost is $20 for On-site job fair at Beebe Healthcare for: Association, Delaware Technical Community Wilmington. advance registration until April 14, $25 ICU RNs, Physician Office Nurses: LPN/ College and presenting sponsor, DEMEP, For more information or to register, go starting April 14, and $30 at door. RN, Medical Assistants, Patient Care Techs, for the 2018 Spring Legislative Brunch to www.delawarerestaurant.org, or email RSVP at www.NEWS4Women.org. Financial Services Rep II, Revenue Integrity & Manufacturing Conference. [email protected]. The morning session is titled “The Future Analyst. The job fair will be held at Beebe’s Medical April 18 | 9 AM – 3 PM is Now: Reinventing Manufacturing in April 12 | 10:30 AM – 1 PM 17TH ANNUAL 55+ EXPO Delaware” and will feature Gary Convis, Center in Lewes, 424 Savannah Road, in the 2018 DSBC BLUE RIBBON AWARDS The Central Delaware Chamber of senior advisor, Bloom Energy. Sunshine Café. Registration and submittal of BRUNCH Commerce invites you to be an exhibitor Brunch will feature a keynote address from an online application and resume is required The 2018 DSBC Blue Ribbon Awards at the 17th Annual 55+ Expo. Exhibiting Gov. John Carney and a discussion of the by April 6. Brunch will be held at Deerfield Country Club. allows you the opportunity to promote State Chamber’s policy priorities to improve To register, call (302) 645-3336, and This year, DSBC has added another Judge’s your organization’s products, services, and Delaware’s economic climate and encourage submit your application and resume at www. Award and will give out their New Member/ information to over 4,500 potential clients. manufacturers to both relocate and grow in beebehealthcare.org/career-opportunities. Ambassador of the Year Award. The Wellness Center will provide free the First State. The John P McKay Jr. Most Outstanding health screenings & informational tables, a The event will be held at Delaware April 16 | 5:30 – 7:30 PM Individual Member Award will also be caregiver’s center for solutions & support Technical Community College, Del-One ARE YOU UN-EMPLOYED, presented, along with recognition of packed full of important info needed to take Conference Center at Terry Campus, 100 UNDER-EMPLOYED, OR UNHAPPILY members, staff and nonmembers in care of parents or grandparents, a volunteer Campus Drive, Dover. Cost is $75 for EMPLOYED? 22 different categories. fair, cooking show, sponsor-conducted members and $85 for future members. Discover your unlimited potential and Cost is $59 for members and $79 for seminars and entertainment. To register, go to www.dscc.com. attend this unique event. Part networking, nonmembers. To register, go to www. For increased exposure, double booth part support group, come out and connect April 11 | 6 PM delawaresmallbusinesschamber.com. spaces will be offered at discounted rates. with folks in the same boat as you. Learn The event will be held at Dover Downs DELAWARE PROSTART FUNDRAISER coping and change readiness tips from Hollis Hotel & Casino Rollins Center. Visit www. Support 3,000+ Delaware ProStart Thomases, formerly of Reinvention Works, cdcc.net/55plus for additional information. students at this annual fundraiser. Live who will help you uncover how to facilitate action appetizer stations will feature ProStart a future you choose to create.

CELEBRATE DELAWARE’S FAMILY OWNED BUSINESSES!

PLEASE JOIN US TO CELEBRATE ON JUNE 20TH WHEN DELAWARE’S BUSINESSES RECEIVE THE RECOGNITION THEY DESERVE!

The Family Owned Business Awards will honor the impact and legacy of Delaware-based family owned businesses that have distinguished themselves through their business accomplishments and contributions to the local community.

To purchase tickets today, visit: www.delawarebusinesstimes.com/family-owned-business-awards-event/ Honorees will be recognized in the May 15th issue of Delaware Business Times.

Sponsorships available: Call 302.504.1276 or email: [email protected]

June 20th | 5:30-6:30 pm Cocktails and Networking | 6:30-9 pm Dinner and Awards | Christiana Hilton, Newark DE 28 | April 3, 2018 DELAWARE BUSINESS TIMES DelawareBusinessTimes.com highlightreel

Homegrown Jordyn American Mothers attend Gatti returns with UN Commission on the exclusive almond Status of Women butter brand Kim Hoey Stevenson of Delaware native Jordyn Lewes, Delaware Young Mother Gatti returned to the First of the Year 2013, and Michelle State in March to deliver Wall of Odessa, National his exclusive almond butter Mother of the Year 2016, brand to area retailers. Gatti recently participated in the 62nd is the founder and CEO of PHOTO BY RON DUBICK Commission on the Status of Better Almond Butter, an Women at the United Nations unpasteurized almond butter grown from sprouted almonds. in New York. “I wanted to make an almond butter where I had full control over the Hoey Stevenson and Wall ingredients – no extra sugars or preservatives,” said Gatti, who grew up in joined women from around the Hockessin and Greenville and now lives in New York City. “What we’ve world to discuss issues such as Women in Politics, Economic Empowerment, done is make it fresher.” Violence Against Women, Gender Stereotypes in the Media, and supporting Utilizing social media and digital marketing strategies, Gatti o™ cially Gender Equality. launched the company three month ago and has about 30 wholesale accounts Š e Commission on the Status of Women is the principal global in the mid-Atlantic region and on Amazon PRIME, he said. Better Almond intergovernmental body exclusively dedicated to the promotion of gender Butter is sold in the Hockessin Athletic Club, Greenville’s Janssen’s Market equality and the empowerment of women. and Newark Natural Foods Co-op. “It’s a small, idealistic business,” said Gatti, who has the word “Delaware” tattooed on his arm. “It resonates with people who care about what they put in their bodies.”

(Highlight Reel is compiled by Delaware Business Times staff. If you have a comment, or suggestion for contribution to Highlight Reel, send it to [email protected])

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5Q with David Banks, owner of Banks' March 20, 2018 | Vol. 5 • No. 6 | DelawareBusinessTimes.com | $2.00 Seafood Kitchen 11

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• No. 6 | DelawareBusinessTimes.com | $2.00 Planning Guide March 20, 2018 | Vol. 5 CULTURE SHIFT IN RESTAURANT INDUSTRY 2017/2018 Regional Philanthropic Opportunities WJBR REBRANDS Giving Guide FOR NEW 16 AUDIENCE 12

CULTURE SHIFT IN RESTAURANT INDUSTRY 16 DRIVERLESS CARS HOSPITALITY UD's $4.2M Scaled Smart City project could help DRIVERLESSSECTOR ON CARSRISE pave the way | 8 UD's $4.2M Scaled SmartIN City DELAWARE project could help HOSPITALITY pave the way | 8 SECTOR ON RISE 20 IN DELAWARE 20 FINAL THOUGHTS WITH CHRIS GRUNDNER President and CEO, Welfare Foundation FINAL THOUGHTS WITH 38 CHRIS GRUNDNER President and CEO, Welfare Foundation “ How wonderful it is that nobody 38 need wait a single moment before starting to improve the world .” — Anne Frank

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Mark Fritschle Group opens Fenwick location e Mark Fritschle Group Condominium Realty, LTD celebrated the grand opening of its Fenwick Island location by hosting a ceremonial ribbon cutting with the Bethany-Fenwick Area Chamber of Commerce. e celebration included a crowd of friends, family, clients and Chamber Douglas Simpson named 2018 Tree Farmer of the Year members. e Fenwick Island location is the group’s fourth o­ ce, and € rst in Delaware. e Douglas R. Simpson of Bridgeville is Delaware’s 2018 Tree Mark Fritschle Group is a family-owned and operated real estate company, dedicated Farmer of the Year for his longtime dedication to forest conservation to the local market. and landowner education. Presented by the Delaware Tree Farm “ is was a dream that Mark and I shared together. Our company has represented Committee, the award recognizes landowners who practice exceptional the area for many years and I am extremely excited to have an o­ ce in Delaware,” management and promote sustainable forestry. said Lora Fritschle. Simpson is a Delaware native who owns tree farms on approximately 700 acres in Sussex County, which were € rst certi€ ed in 1995. e award was given at the annual meeting and banquet of the Delaware Forestry Association at the Bridgeville Fire Hall.

(Highlight Reel is compiled by Delaware Business Times staff. If you have a comment, or suggestion for contribution to Highlight Reel, send it to [email protected])

TAKE A CLEAR LOOK AT LASIK 2018 ANNUAL CONFERENCE • No Cutting • Custom correction M PI A C T • Perfect for those DELAWARE with an active lifestyle Exploring the Intersections of Urgency, Opportunity, and Sustainability ONSITE LASIK Je rey B. Minkovitz, M.D., SURGERY Underwritten by: First Surgeon in Delaware to perform Laser Vision Correction

Thursday, April 26, 2018 1207 N Scott St, Wilmington, DE 19806 • eyephysicians.com 8:00 a.m. - 2:00 p.m. University of Delaware CALL (302) 656-2020 TO SCHEDULE A CONSULTATION Clayton Hall

Sustainability is critical. Nonprofit leaders, board members, government partners and donors will gain insights to help sustain a nonprofit’s mission for the future. Registration includes lunch. Sign up for a special afternoon workshop to learn how to utilize the Sustainability Matrix with Steve Spring Fever? Zimmerman. How about an employee volunteer KEYNOTE SPEAKER: Steve Zimmerman day out on the preserve? Co-author of “The Sustainability Mindset: Using the Matrix Map to Make Strategic Decisions” Plant trees, clear invasive species, enjoy a day out, and get REGISTRATION IS NOW OPEN! exposure to our conservation-minded followers via social media delawarenonprofit.org and email. That’s 7,000 touches! Environmental responsibility

100 W. 10th St. is a growing concern for consumers and investors. Suite 1012 in LEADING THE SECTOR Wilmington, DE 19801 FORWARD Contact Barbara at [email protected]! 302-777-5500 DelawareBusinessTimes.com DELAWARE BUSINESS TIMES April 3, 2018 | 31 highlightreel

Operation Homefront Delaware Tech honors names Patrick Hitchens Lt. Gov. Bethany Hall-Long Volunteer of the Year Delaware Technical Community Operation Homefront, a national College honored Lt. Gov. Bethany Hall-Long at its Women’s History nonproƒ t serving America’s military Month Celebration on March families, named Middletown 20 in recognition of her many resident Patrick Hitchens its contributions to health care, national 2017 Volunteer of the Year. education and public service in From left: Dr. Lora Johnson, assistant campus director for the Stanton/ Hitchens received the award during Wilmington Campus; Dr. Mark Brainard, college president; Lt. Gov. Delaware. the organization’s 2018 Leadership Bethany Hall-Long; Dr. Sandra Gibney, who introduced the honoree at “Lt. Gov. Hall-Long has spent Conference held in San Antonio. the event; Dr. Kathy Janvier, vice president and campus director for the her professional life giving back,” • e Operation Homefront Stanton/Wilmington Campus; and Cornelia Johnson, dean of student affairs at the Stanton/Wilmington Campus. said Delaware Tech President Mark Volunteer of the Year Award recognizes an outstanding adult, T. Brainard. “Because of her service youth, group or corporate entity who, by exemplary service as a as a representative, senator, and now as lieutenant governor, we have all beneƒ tted from her volunteer, demonstrates commitment to Operation Homefront’s expertise and commitment to making changes that improve the health and welfare of the values and to its mission of building strong, stable, and secure citizens of Delaware.” military families. Since January 2017, Hall-Long has served as Delaware’s 26th lieutenant governor. She Last year, 6,157 Operation Homefront volunteers logged more served in the state Senate from 2008-2017 and in the state from 2002-2008, where she than 84,000 hours, providing more than $2 million in value to the focused on issues involving behavioral health, cancer, education and the environment. organization. As the regional coordinator for Delaware, Hitchens After graduating from the Medical University of South Carolina with her master’s handled program delivery, volunteer coordination, fundraising, degree in community health nursing, Hall-Long went on to receive her Ph.D. in health partner engagement, and outreach to military and civilian policy and nursing administration from George Mason University. Her career in nursing communities. took her from state to state with her husband, a Navy veteran, where she worked with underserved populations in need.

(Highlight Reel is compiled by Delaware Business Times staff. If you have a comment, or suggestion for contribution to Highlight Reel, send it to [email protected])

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By Associated Press Pending sales surged 10.3 percent e pace of Americans signing in the Northeast, rose 3 percent in contracts to buy homes picked up in the South but eked out gains of just February, rebounding from a drop in 0.7 percent in the Midwest and January. But a shortage of homes on 0.4 percent in the West. the market continues to weigh on the A shortage of inventory and housing market. healthy demand is pushing up e National Association of Realtors said that its pending sales housing prices. Standard & Poor's index rose 3.1 percent in February said that its S&P CoreLogic Case- to 107.5 after tumbling 5 percent in Shiller national home price index January. Despite the uptick, the index climbed 6.2 percent in January from is still down 4.1 percent from a year a year earlier on top of a 6.3 percent earlier. annual gain in December. Lawrence Yun, chief at economist A strong job market has given at the association, blamed the uneven American consumers, including performance on a shortage of houses young millennials, the con– dence for sale. " e minuscule number of listings on the market and its adverse to shop for homes, but the scarcity e ect on a ordability are squeezing of choices means they face – erce buyers and suppressing overall competition as the spring home- activity," he said. buying season begins.

PRESENTED BY IN PARTNERSHIP WITH FAMILY BUSINESS DEVELOPMENT SERIES

We are excited to collaborate with CREATIVE Financial Group in bringing you the first Legacy roundtable in Delaware.

7:30 AM – 10:00 AM May 10, 2018 Hilton Wilmington Christiana SUCCESSION – it’s time to change the dialogue

Mike McGrann, Managing Partner, TELOS Group, is adamant: this is not a discussion about retirement and death, but a strategy discussion that should start now.

CREATIVE Financial Group Join Mike and a panel of regional industry leaders in has helped clients achieve their a lively and inspiring discussion. legacy and lifetime objectives for over 40 years. To reserve your spot, Delawarebusinesstimes.com/events

Two years ago, we created the Legacy Series for inspired conversations about creating legacies of significance. SPONSORED BY Established in 2015 Delaware Business Times and the Small Business Development (SBDC) FPO presents a four-part business series focusing on the unique goals, challenges and questions of e Delaware Small Business Development Center (SBDC) is a unit of the University of Delaware’s Oce of Economic Innovation and Partnerships (OEIP) and is funded in part through a cooperative small business owners. agreement with the U.S. Small Business Administration (SBA) and the State of Delaware. e SBDC abides by all non-discrimination and accessibility policies of the University of Delaware. Reasonable accommodations for persons with disabilities will be made if requested at least two weeks in advance. Contact the Delaware SBDC by email at [email protected] or by phone 302-831-1555 to inquire.

For sponsorship opportunities contact: [email protected] or 302.504.1276 • DelawareBusinessTimes.com 34 | April 3, 2018 DELAWARE BUSINESS TIMES DelawareBusinessTimes.com BUSINESS MARKETPLACE FITNESS BUSINESS SERVICES HELP WANTED

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[email protected] | 302.504.1226 DelawareBusinessTimes.com DELAWARE BUSINESS TIMES April 3, 2018 | 35 FINAL THOUGHTS

ANDREA TINIANOW Business, blockchain and entrepreneurial spirit

BY JOYCE L. CARROLL Special to Delaware Business Times

When it comes to practicing corporate law in a digital age, Andrea Tinianow is theater’s equivalent of the triple threat. Her expertise in business, law, and technology was what led to her recruitment for a position within the Secretary of State’s o ce four years ago. She left that post in December to explore other pursuits. However, her departure didn’t occur without  rst placing Delaware, yet again, on the global stage. Tinianow was VP of business development and assistant general counsel for the Corporation Service Company when the state beckoned. It was seeking her expertise in launching a new division. ‚ e Division of Corporate and International Development would help identify strategies for small businesses and larger corporate formations that were seeking an increase in economic opportunities. “I was called upon to develop an international brand for the state. It was the  rst time the state had done this kind of marketing,” Tinianow said. Soon thereafter, that branding was given the moniker Global Delaware, with Tinianow as its director. But perhaps Tinianow’s greatest achievement was the blockchain initiative. “I started it while I was there, and it caught  re.” Adding to the state’s reputation as corporate-friendly, Tinianow’s introduction of blockchain technology has had a huge impact for organizations with multiple participants seeking a secure environment in which to access or enter data. By way of a distributed ledger, a blockchain facilitates recordkeeping and enables tracking more ‰ uid activity like stock transactions. In July, Gov. John Carney Jr. amended the state’s corporate laws to allow the use of the technology. “[Ours] was the  rst state anywhere in the world to demonstrate support and supply legislation. Soon after, many states followed suit,” Tinianow said. Delaware’s position as a frontrunner in blockchain not only caught the attention of national media like Forbes and Fortune magazines, but also MarketsMedia, which honored Tinianow with its Women in Finance Award for Excellence in Blockchain in 2017. Tinianow has several new irons in the  re as Global Kompass Strategies chief innovative o cer. But regardless of what she’s up to next, she said she tries to bring an entrepreneurial spirit by providing not just innovative solutions that solve problems, but create initiatives as well. “It’s a sweet spot when I can [utilize] my legal background to do that,” she said.

PHOTO BY RON DUBICK 36 | April 3, 2018 DELAWARE BUSINESS TIMES DelawareBusinessTimes.com

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